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The advent of direct-sales tablet POS companies has shaken up the VAR and ISV world, but it’s not all bad news. You’ve been in the industry for years, even decades, maybe, and you know the market better than the newest crop of upstarts. Check out these five ways that you can stand out from direct sales tablet POS competitors and continue to lead in a consolidating industry.
Tune into market demand
Did the market change overnight when you weren’t looking? To serve retail clients effectively, understand the trends that are driving the tablet POS market. The iPad’s arrival in 2010 was the first step toward transforming the retail and restaurant mobility landscape, as businesses caught on quickly to the many compelling capabilities of the tablet form factor.
Today, many small merchants appreciate how inexpensive a consumer-grade iPad is in comparison with traditional POS, which averages about $3,000 per terminal, and the bottom line is that many small businesses simply don’t budget for POS — which makes an “inexpensive” consumer-grade tablet all the more enticing.
Because much has been made of tablet POS, many merchants are attracted to the form rather than the function. Understand why aesthetics matter and listen to why your customers are drawn to these portable devices. That will go a long way in addressing your client’s concerns and redirecting them if necessary.
Help customers realign their priorities
You’re the expert, so don’t be afraid to put your years of deep knowledge on display. Merchants may be focusing on what they want, instead of what they need, so be clear and concise in identifying their business goals and priorities. With that list plainly laid out, it will be easier to make an objective decision about the best POS technology for their enterprise.
One of tablet POS’s main selling points is that its compact form factor is far smaller than traditional POS and can save valuable space at the cash wrap. But once you tack on all the necessary peripherals — from a cash drawer to a printer — you may not be freeing up much space at all.
Clients looking for value first will appreciate tablet POS bundles with a small footprint. Offering configurable bundles based on vertical takes the guesswork out of the process and helps merchants get up and running quickly.
Why SaaS makes sense
Software-as-a-service is here to stay so focus on the many factors that make this model good for your business — and your customers’. SaaS reduces the networking burden on retailers and provides peace of mind that data won’t be lost when devices fail. Even better, SaaS operates in the cloud, meaning merchants always have real-time access to their data as long as they have an Internet connection.
SaaS usually requires monthly fees from the merchant, and that regular revenue can be great for your business. Beyond that, look for ways to ramp up your SaaS sales volume. Since it requires a minimal hardware investment, focus on opportunities to make signing up for the whole kit and kaboodle a no-brainer for small businesses.
Sometimes traditional is best
When all’s said and done, you may find that the client who came in looking for a sleek tablet POS may be better served by a traditional set-up. Don’t be afraid to speak the truth and steer your customers toward the features and functions of a traditional POS that most closely align with their business objectives and needs. Your goal is their satisfaction so promote the platform that’s the best fit — even if it wasn’t what they were looking for.
Direct-sales tablet POS companies may be a dime a dozen these days. Remember that with your experience and deep industry knowledge, you’ll continue to compete effectively and attract and satisfy new customers with the POS solution that’s right for them if you’re willing to not only adapt, but to speak to the solution that best serves their needs.