Move Past POS Hardwarecentric Sales To Win

By Gennifer Biggs, Business Solutions magazine.

With increased competitive pressure in the POS market, VARs will need to think about sales beyond the all-in-one terminal, such as mobile solutions and integration and management services.

The point of sale (POS) hardware market continues to be a competitive space with many VARs facing the challenge of thinking creatively to extend allin- one POS sales — and any hardware-only sales — into longer-term engagements. Two industry experts, Steve Schoenecker, senior product manager of food services for Panasonic, and John Nicewick, VP of marketing for the retail industry at ELO Touch, say there are plenty of ways VARs can do just that.