From The Editor

Written by: Mike Monocello

In my recent discussions with POS dealers, I’ve noticed a growing trend that they still may call themselves “POS dealers” but their technology scope has expanded significantly and continues to evolve rapidly.

PCI compliance demands network security, so POS dealers are buying and recommending switches, routers, VPNs, and firewalls. Video security can demand storage solutions and VPNs to allow owners to see multiple locations from one location. Kiosks might require wireless networks. POS front-end systems integrate with inventory control, requiring back-end data collection and data management solutions.

Let me share some exclusive stats behind this trend. BSM conducted a survey in the first quarter of this year asking our subscribers if they read articles outside their company’s core technologies, and 67% said they did. When asked why, their answers included:
• “To see if we are missing possible business opportunities”
• “Emerging tech could be complementary solution”
• “Sometimes I see something that might apply to a customer”
• “New opportunities due to channel margin erosion”
• and my personal favorite: “Opportunities exist beyond the sandbox we play in.”

So they’re educating themselves on complementary technologies, but are BSM’s reseller subscribers taking action, even in this uncertain economy? Absolutely.
• We asked, “In a down economy, are you currently investigating new vendors that could help boost your sales?” 71% said yes.
• We also asked, “In a down economy, are you currently investigating the resale of new technologies that could help boost your business?” 74% said yes.
• In addition, nearly every subscriber said they use BSM to get ideas and then go to the Web to investigate further.

One example of a successful total solutions provider is Dean Crotty, president of reseller North Country Business Products (www.ncbpinc.com) and RSPA Chairman of the Board. We conducted an interview with Dean recently, and one of his quotes that stood out to me was, “I would be very concerned how long you could keep a customer if you didn’t provide the total solution.”

Dealers who are not offering one-stop shopping for all of a retailers’ IT needs are at a distinct disadvantage vs. those who are – like North Country. Dean said to become a total solutions provider, “The first thing you would want to do is research what all is involved to get trained on servicing the products you sell today. What certifications do you need? What parts inventories might be required? What would be the cost of being trained by the vendor?”

Here’s research step #1: Listen to our complete interview with Dean. The interview is titled “The Benefits Of Being A Total Solutions Provider, Especially During A Slow Economy.”

While you’re at it, feel free to check out our other recent interviews with RSPA board members:
• Brad Holaway: “How VARs Can Use The Internet To Improve Customer Retention And Add New Sales”
• Jason Cowan: “Being A Business Consultant, Not Just A Technology Consultant, During A Slow Economy”
• Mark Olson: “How Do You Keep Employees Engaged, Particularly In A Slow Economy?”

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