AS RETAILERS RUSH TO PROLIFERATE THEIR STORES WITH MOBILE DEVICES, RETAIL SYSTEMS DEALERS JUGGLE RESPONSIBILITY WITH OPPORTUNITY.
Whether by choice or not, POS dealers, especially those serving the small and mid-sized retail markets, are increasingly leading their sales calls with mobile. The well-documented influx of mobile devices into the retail market—IHL Group predicts that retailers will have placed 3.6 million tablets into service by 20171—is evidence that merchants are tripping over themselves to go mobile. That demand has spawned a veritable cottage industry of POS dealers focused exclusively on mobile, and it’s forced traditional PC-based POS dealers to respond in kind by adding mobile options to their line cards.
Understanding how to sell mobile—or in some cases how to steer merchant customers away from mobile—is central to the modern POS dealer’s success.