Ekahau Introduces Money-Back Guarantee

After this site audit is completed, Ekahau can predict RTLS performance in that facility and provide a comprehensive report that is the basis of the guarantee. If a site's existing Wi-Fi system turns out to be inadequate, Ekahau or the hospital would install additional Wi-Fi access points, but in approximately 95 percent of the cases, Rutanen says, the existing coverage is sufficient. Once the customer purchases and installs the necessary battery-powered Wi-Fi RFID tags and software (as well as additional access points, if necessary), it has 30 days to determine if the RTLS provides the performance its business requires. If not, Ekahau will fix the problem at no cost, or remove the system components and refund the end user for those components, as well as for the site survey and any installation costs the client may have been charged.

The company has already provided the system to several customers that opted for the Zero-Risk System Guarantee, and expects the guarantee will lead to additional orders for its RTLS technology, from companies in the health-care, manufacturing, logistics and hospitality industries. Health care has seen the greatest growth in RTLS usage, Rutanen notes, so he expects to see the most activity in that industry.

RTLS technology is currently the highest growth segment in RFID, says Michael Liard, ABI Research's practice director for RFID, with a compounded annual growth rate of 28 percent forecasted for the period from 2009 to 2014, according to a study conducted by the research firm. Not all RTLS customers have applications that would be well suited for a Wi-Fi-based RTLS, however—for example, a business that requires high granularity (the ability to pinpoint a tag's location within a room, for instance) might not be happy with a Wi-Fi-based solution. Still, Liard says, those inclined to use Wi-Fi RTLS RFID tags might be encouraged to employ a system provided by a vendor that has enough faith in the product to provide a guarantee. While 30 days may not be long enough to determine a return on investment, he notes, it could offer customers an opportunity to ensure that the technology works.

"I think it's great whenever a vendor backs up its technology—that's good news for the vendor and the customer," Liard states. If an offer like this leads to a significant increase in Ekahau's business, he adds, other vendors may feel the pressure to make a similar offer as well.