As we all know this is not the best of economic times. You don't need to read the news, just listen to conversations.

A year ago a lot of conversations started like this: "If you really want to cash in, you need to use this wiz-bang that we have in final testing and will have available next quarter. But (and there was always a but) you must sign on now or you will be out in the cold when it hits...hits BIG." Furthermore, the wiz-bang always had to do with some Palm application or an Internet order entry system or some cyber-based logistics, warehouse, or manufacturing execution system.

Has there ever been some fall out since then! And while the tenor of the times has changed, many of those capabilities that were enabled by new technologies or the refinements of application software really were, and still are, viable and valuable. And now that there is less money around and less hype about technology, it might be a good idea to look to new capabilities to drive costs down. So where do you look? This brings me to an event to be held the week of November 12, 2001 in Chicago - Frontline Solutions (www.scantechus.com).

Frontline Solutions, as the name implies, is all about solving business problems where the rubber meets the road - on the frontline. Now is the time to start planning how to invest your time at the show to find ways to drive costs out of your operation. The planning that I am talking about is not just travel planning. It is a whole lot more.

It seems to me that too often people attend a show, see what is new and then go home and try to figure out how to use the features of that new software or hardware product. I suggest that you approach it a little differently.

Talk to your staff and ask the question: What is the most time consuming part of your job? And then ask if there is a way to reduce that time? And finally ask what processes need to change and what technologies could be bought to reduce that time?

This approach addresses several issues. It will help you get started, justify your expenses, and learn about the new technologies or capabilities in a way that is useful to your employer.

The age-old question about going to a show or expo is, where do I start? When you know what problems you are trying to solve you have a much better idea what hardware and software to investigate and which educational sessions to attend.

With travel budges cut to the bone, it's a lot easier to justify a visit to see ways to cut costs in your operation (and you can be specific when the boss asks) than it is to simply go and learn what's new and hope something good turns up.

You will learn more about the products you review when the question is "How will this save my people time when they___________ (fill in the blank with the time consuming activity identified earlier).

Next month I'll identify some of the hardware that might hold some promise. And in November I'll identify some of the developments to look for in the way of software capabilities.