Issue #157 | Aug. 8, 2008 | by Julia Deets
For travelers on RFID Street who do not sell RFID solutions, this week’s column may make you a better buyer.
If you are a VAR or system integrator and not done many RFID projects yet, you likely already know the critical role played by label converters. You may meet converters by referral or you may find converters through online resources like
RFIDSB TradeMart.
Regardless, understanding the capabilities and expectations of several converters creates a stronger position for success with the growing range of RFID projects. Understanding how to best work with RFID label converters strengthen on-time delivery of quality tags and labels, and adds value to your projects.
So let’s assume you’ve found a qualified label converter and have a RFID project to handle. How can get the best results from the converter? How can you ensure your new RFID label partner will contribute to successful results?
Three steps for RFID label converter success.
First, work with an RFID label converter to set the product requirements.
Buyers may have some specific ideas about what they want – a particular manufacturer’s RFID inlay, label size or what must be printed. This information is typically gathered by a converter’s RFQ process.
A good RFID label converter is going to ask you to submit a lot of information about your needs, including the:
- Nature of the asset being tagged
- Operating environment for the tags
- Surface for RFID label attachment
- Read rate and range for the tagged assets
- Inlay preference
- Need to write data to the tag
- Printing of logos, barcodes or other information
- Life expectancy of the tag
- Other required specifications
You may or may not have all of this information at hand; and each converter’s quoting process will vary. Some will offer a quote based on a handful of functional considerations, others will have detailed forms to gather data on your project and a few may want to establish a formal business relationship before pursuing a project.
Collaboration becomes important from the start of your project. That leads to tip number one: treat your label converter as a business partner. Getting an experienced converter to participate in the project design will allow you to fully benefit from their RFID experience. For example, sometimes a request for RFID labels can lead the project to a barcode solution – getting comparable identification and tracking effectiveness for the business at a lower cost.
Do not assume requirements
Many VARs and integrators are referred to a converter by an inlay manufacturer or customer. That doesn’t guarantee that a particular inlay will fit the project’s requirements. Nor do such referrals ensure that a converter’s standard label and tag products will perform as required for your project. In such instances, a converter will likely expect the VAR or integrator to be willing to explore alternate products.
A quality RFID label converter will be able to use their knowledge to help you make the best choice first, and, when that choice is initially unclear, they will want to develop a plan for testing various labels or tags. Rest assured a high-value converter will, in return, be willing to produce small quantities of test product – even developing custom prototype tags when it makes sense for the project team.
And that raises tip number two: be flexible. RFID technology is dynamic; you and your customer will probably need to refine your scope as the project evolves. Your RFID label converter can add value as the work progresses, helping to ensure success.
Once the team is confident in the performance of a tag for your project, your label converter will be able to quote you a firm price. Pricing may or may not vary with quantity. Converters looking for business from resellers will provide a discount, of course. If the converter you found does not, this relationship is not meant to last.
The third and final step is, of course, fulfillment of your order.
Turnaround varies among converters and within product offerings. A standard RFID label may deliver in a few weeks. Custom products may take as long as six months to go from concept to production.
If you do not need all of the labels delivered at once, some converters are able to produce small quantities of labels or tags “as needed.” Even as the tags are deployed, the right converter partner remains an important partner in ensuring the customer has high-performing products; so stay in touch.
So if you are buying tags, learn from your suppliers where the label converter fits in the picture VARs and integrators today can find experienced RFID label converters to add value to your projects. Flexibility and cooperation during each step strengthens the results and positions your RFID business for future success.
Julia Deets is Marketing Director of Metalcraft, a Mason City, Iowa, company supplying product identification solutions since 1950.
Metalcraft Bar Code Label, Asset Label & RFID Asset Tag Product Manufacturer
