4 Habits of Successful POS Value-Added Resellers
The current economic landscape is not for the faint-at-heart. Businesses in every sector have had to weather supply chain issues, product and labor shortages, and other problems. As a result, many have been seeking new revenue streams to shore up their operations and improve their bottom line. Retail value-added resellers (VARs), who have seen this sector hit hard by online-only retailers and the Covid-19 pandemic, have utilized different growth strategies to overcome growing obstacles.
As a point of sale (POS) VAR, you must constantly evaluate your business strategy to ensure clients’ needs are being met and help you stand out in the crowd. The market is extremely competitive, so repeat business is essential. If clients feel they aren’t receiving a certain level of service, they may be tempted to shop around. POS VARs at the top of their game provide the best service, support, and industry expertise. Here are four ways to ensure your business remains successful, stays ahead of the curve, and keeps clients engaged and informed.
1. Top Tier Customer Support
A successful value-added reseller knows that relationships are a two-way street. It doesn’t matter if the client is a multi-location chain or an independently owned shop; businesses want to work with VARs who extend relationships beyond just selling products. First-rate POS VARs practice and understand how to build reciprocal relationships to invest in a clients’ success. POS resellers with strong relationships with their client roster continue to provide guidance, support, and industry expertise–long after money has changed hands.
Value-added resellers should always:
- Provide complete information: Make information available that they can’t get anywhere else, including dealer-branded sales collateral, online demos, case studies, and other web resources.
- Offer exceptional support: Even the best POS systems require technical training and support at some point. One of the fastest ways to lose a client is to be unavailable when things go off the rails. Although it’s best to have several support options available, access to knowledgeable support staff during regular business hours and 24/7 emergency service is standard.
2. Offer Cutting-Edge Solutions
Consumer behavior is evolving faster than ever. Over the last few years, we’ve seen a quick shift in consumer behavior and technology trends, so a successful POS reseller needs to have the most modern problem-solving solutions in their product lineup. No one wants to invest in technology that isn’t flexible, scalable, or already out-of-date by the time it’s installed.
It’s crucial to offer the most sought-after technologies, which provide maximum benefits and ROI, including:
- Inventory Management
- Loyalty Programs
- Reporting and Analytics
- Mobile Solutions
Providing tangible, measurable solutions to your clients brings real value to their business, which helps position a value-added reseller as an indispensable part of their strategic planning. In addition, identifying and demonstrating why clients need the most forward-thinking technology will help build trust between value-added resellers. They’ll know you’re not just in it for the sales numbers; you’re invested in their success.
3. Stay Up to Date with Industry Trends
A top-tier POS value-added reseller is constantly reading, learning, and talking to their clients and other resellers about the latest challenges and trends, how they’re changing and how they affect the industry. It’s not enough to just sell and ship—it’s critical to research the current trends and develop the best business practices for your customers’ niches. Try to offer different perspectives or “inside information.” Anyone can read articles on the internet—but relaying information without understanding how it will impact a business will not add value or build trust in your brand. Instead, position yourself as an industry expert and demonstrate to clients why you are the POS reseller that best understands their needs.
Sign up to attend industry events where you can network, like RetailNOW and VARTECH. These conferences are offered by associations like the Retail Solutions Providers Association (RSPA) and leading distributors like BlueStar. As a value-added reseller, many industry associations have guest speaking spots, publications, and sponsorship opportunities you can take part in.
Finally, don’t just talk the talk—walk the walk. Take advantage of training opportunities with your point-of-sale ISV to become an expert on your product line and stay up to date with new product features and enhancements.
4. Choose the Right POS Partner
There’s no reason to settle for less than an ideal vendor partner because many options exist. Choose a POS partner that meets clients’ needs and offers cutting-edge services and generous support options. If this isn’t the case, it’s time to start looking at other providers.
Partnering with Auto-Star gives you access to channel-ready products and comprehensive benefits such as:
- Industry Leading Programs
- Marketing Tools
- Retail Specific Solutions
Auto-Star’s comprehensive partner program includes industry-leading tools that reduce costs, earn sales, create satisfied customers, and optimize gross margins.
Many retailers are looking for POS value-added resellers, and the landscape is crowded—so you need to stay two steps ahead of your competition.
With many retailers seeking out added POS value-added resellers, you need to stand out from the crowd. The best resellers offer support, cutting-edge solutions, unmatched industry knowledge, and they also work with a leading partner that enables them to provide the best service. If you aren’t an Auto-Star reseller yet and are ready to stand out, check out our industry-leading you first partner program and value-added reseller success guide or apply today!