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A Foolproof Template for Selling Mobile Point-of-Sale Solutions

November 02, 2017

A Foolproof Template for Selling Mobile Point-of-Sale Solutions

These conclusions can be useful to you as a value-added reseller, as you formulate strategies to attract more customers to the mPOS arena. As you hone your sales pitch, you’ll want to keep these key points in mind during each client conversation:

Network requirements

When recommending an mPOS solution, the network is the first place to start. Without a strong network in place, both your clients and their customers will be disappointed with the new technology.

Completing a network audit BEFORE recommending mPOS hardware and software ensures that the system can handle expected business and customer mobile traffic. Then validate network security and recommend additional network hardware.

Replacement versus add-on mPOS

For merchants without an existing POS system, the choice is simple. But for other business owners, take some time to find out how mPOS is expected to affect store operations.

A retailer dissatisfied with a current POS solution may want to go fully mobile for added sales flexibility, easier access to inventory levels, and simpler software interfaces. Higher-tier enterprises may be looking to mPOS to expand the number of point-of-purchase terminals in order to meet peak traffic demands.

Card data security

Building a secure mPOS solution means layering multiple strategies. Here are three must-haves:

  • EMV-ready systems: Prevent counterfeit card acceptance and avoid merchant fraud liability.
  • End-to-end encryption: From the card reader to the merchant gateway, cardholder data can’t be exposed.
  • PCI PTS–certified devices: The PCI Security Standards Council validates PIN Transaction Security devices. Card readers meeting this standard are tamperproof, allow only digitally signed software (any software modification invalidates the signature), and encrypt cardholder data at entry.

Peripheral hardware additions

Important options for mPOS systems include printers and cash drawers. While merchants can collect the customer’s signature on the tablet or smartphone and send the receipt via email, some users prefer a physical copy. That means adding a networked printer in the store or a portable printer for out-of-store mobile sales. For cash purchases, the cash drawer also connects to the network. The mobile device triggers the cash drawer for cash payments.

Alternate payment options

In most cases, added mobility at the POS should include accepting new forms of payment like mobile wallets and NFC. Contactless payments require NFC-capable readers. Merchants considering one or more of the mobile wallets in the marketplace must ensure that they have the needed hardware and software to support transactions.

Following a template for selling mPOS solutions highlights each important element and ensures that your customer starts the planning stage one step ahead.

What’s included in your mPOS template?