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By Pedro Pereira, Business Solutions magazine.

Relationships win deals. Nobody knows that better than Omar Winfield, owner of POS VAR One Stop Technology, whose relationship with the owner of a popular Atlanta nightclub helped him win a $54,000 contract to replace a POS system.

Unhappy with the existing POS system, Primal Atlanta's owner called Winfield, whom he had known previously. Before launching One Stop in 2008, Winfield handled credit card merchant services, and Primal's owner was a client.

Primal's POS system didn't cut it. "It wasn't efficient enough to handle a high-volume nightclub," says Winfield. The hardware was slow, and the software lacked features that let managers keep tabs on ongoing operations such as server table assignments, open table tracking, and discounts.

Winfield visited the club for an assessment and prepared a proposal with ePOS touch screen terminals, cash drawers, and printers from vendor Aures USA. Winfield was confident the Aures hardware would help him win the deal against two competitors.

Primal is open Wednesday through Saturday, which gave One Stop three full days to deploy the Aures POS solution. The old system, which ran homegrown software and consisted of 15 touch screen terminals, cash drawers, and printers, was ripped out. Wires that had been damaged in everyday use were replaced.

With the system deployed, Winfield's staff trained Primal's employees — more than 25 servers, bartenders, and managers. Winfield's crew also spent two nights at the club to add employees to the system, set appropriate security levels, and guide staff through system features.