POS VAR Expands Services With POS Security
This VAR expects to increase sales revenue by 15% in 2007 by including POS (point of sale) security services.
Since the video security industry has shifted to IP (Internet Protocol)-based networked cameras, the market opened for many networking-savvy VARs to get involved. Today, you'll find traditional security companies, general networking VARs, and POS VARs battling over retail, hospitality, and convenience store security installs. While currently security may not hold much importance to you, POS security systems can be an excellent way to improve your trusted advisor status and differentiate your product offering from that of your competition. In fact, if you're not offering security products to your POS customers, it's a safe bet your competition is. The good news is that, as a POS VAR, you already have a very clear understanding of your clients' pain points, and since many of today's security systems directly interface with POS systems, your POS knowledge puts you far ahead in the learning curve your competition may face. The key, then, is a willingness to expand your product portfolio. One VAR that has expanded into POS security is POS Specialists. A recent installation serves as an example of how this VAR was able to leverage its POS knowledge to integrate a security system into its customer's POS system. As a result, the VAR expects to increase sales revenue by 15% in 2007.
Bob Brockman, CEO of POS Specialists, happened to be speaking with his customer, a restaurant owner in California, when the VAR learned of some problems the restaurant was facing. "The restaurant owner shared that he was having a problem with bartenders charging the incorrect amounts for drinks," explains Brockman. "In addition, it was apparent that there was some food theft occurring by employees." After discussing the problems, POS Specialists researched possible solutions for the restaurant.
While POS Specialists researched solutions, other traditional security system companies pitched potential camera solutions to the restaurant. However, the solutions proposed lacked what the restaurant owner felt was a quick method of reviewing recorded video.
Embed POS Data With Video
POS Specialists discovered that the restaurant's existing Menusoft Digital Dining POS system could be easily interfaced with the Image Vault PRO DVR (digital video recorder) from FireKing Security Group. "We discovered that by integrating their Digital Dining POS system with the Image Vault Security DVR, data from POS transactions can be recorded in real time with the video," says Brockman. "This was the most significant selling point to the restaurant owner, as he had seen how other security systems operated and did not want to have to review hours of film looking for theft." With Image Vault, the owner could perform keyword searches of the recorded POS transaction data and quickly view recorded video of that particular transaction. In addition, Image Vault has the capability of automatically reporting suspect transactions (e.g. discounts and voids) from the POS, making the restaurant owner's job of monitoring employee activity easier. POS Specialists purchased the Image Vault PRO and two IP cameras through value-added distributor ScanSource. The installation cost the restaurant $8,000 and took POS Specialists two days to complete.
Are You Touting The Payback Of POS Security?
As a result of the new video security system deterring employee misconduct, the restaurant owner has seen the amount of food and liquor he purchases decrease by 5%, which means that in one month's time, the system paid for itself. Brockman is quick to note that such quick paybacks will be used as part of future sales proposals. For his restaurant client, Brockman expects to install additional cameras to cover the outside of the building, too.