Magazine Article | July 18, 2014

From Flat To Flourishing: The Smart Way To Grow POS Revenue

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By Jay McCall

This retail VAR discovered innovative ways to bundle customers’ legacy POS equipment with professional and payment processing services, which is leading to $500,000 in projected revenue growth this year.

Many retail VARs still long for the good ol’ days of point of sale when it was more common to win a massive POS and peripheral rip-and-replace deal than it is today in the postrecession era. After surviving those lean years, food services and retail VAR Baystate Point Of Sale (Baystate) recognized that unless it wanted to embrace the “flat is the new up” motto, it had to make some significant changes to its business. Phil Bingham, owner of Baystate and a 30-year veteran of the POS industry, says it wasn’t easy changing some of his familiar business habits, but seeing other cash register dealers s hut their doors has a way of inspiring an old cash register dealer to learn new tricks. A couple of years ago, Bingham started implementing a few changes to his business that are finally paying off in a big way this year and leading to a projected 100 percent increase in revenue.

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