Magazine Article
New Technologies Drive Sales Of POS Peripherals
January 17, 2012
By Brian Albright, Business Solutions magazine.
Both the economy and the development of new point of sale (POS) technologies are impacting the POS peripherals space for resellers. In order to succeed, VARs will have to adjust their peripherals offerings so they are positioned to capitalize on emerging opportunities.
First, the continued emphasis on price by customers has affected how VARs — and their clients — select POS peripherals, especially when it comes to warranties. Familiarize yourself with each manufacturer's warranty coverage, and make sure your clients understand what will happen when there is an equipment problem. "More channel partners prefer hardware with a bumperto- bumper warranty instead of a limited warranty," says Paul Masson, president of M-S Cash Drawer. "They also prefer to select hardware with spare-in-the-air warranties instead of standard depot warranties. This allows channel partners to charge their customers for traditional annual maintenance contracts (AMCs) while eliminating the need to have a full-time technician on staff. When the customer needs a peripheral repaired, the manufacturer's bumper-to-bumper or spare-in-the air warranty kicks in."
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