In recent months, the fear of change has kept some business owners from becoming EMV-compliant. Fear of new technology. Fear of making the wrong decision. Fear of disrupting a system that's running smoothly.
These fears are putting merchants at risk for increased liability due to credit-card fraud, loss of customer trust and goodwill, and potentially higher transaction fees from payment processors down the road.
As a value added reseller, you probably have clients who are avoiding planning and initiating EMV upgrades for this reason. So what can you do to help your customers navigate these changing waters?
Start by evaluating the current POS solution
When working with business owners who may be wary of change, the best place to start is looking at what's working well. You can never go wrong by auditing and evaluating the current system.
That's because this strategy gets the customer thinking about what he or she likes and dislikes about his or her existing POS system and then leads to potential avenues for improvement. Once you start building a future wish list, your client can leave the emotion behind and see becoming EMV-compliant as a problem to be solved.
Offer a value-added upgrade package
While some merchants may only commit to the minimal improvements for an EMV-compliant solution, others may now see the change as an opportunity in disguise. That's where you'll want to have a variety of value-added packages in your arsenal.
For example, many business owners are looking to mobile POS as a way to improve profitability. Portable devices can bust lines during heavy traffic periods and give salespeople better location flexibility and more accurate real-time inventory levels when interacting with customers, while creating opportunities for upsells and cross-sells of related items.
As you work with clients to become EMV-ready, use the information you gathered in the first step in order to offer other appropriate solutions based on customer needs.
Create lasting partnerships
Putting together the best-fitting POS solution often requires more than just you and your client. But that's not a bad thing. You'll want to partner with a company that stays abreast of the latest POS technology and works with customers on real-world installations every day.
By consulting with the professionals at Ingram Micro, you'll have access to expert advice on a wide range of topics and can easily get answers to your customers' questions. You'll also gain a complete suite of services, including key injection, hardware support, merchant services, EMV and PCI certifications, penetration testing, asset disposal, and system rollout support.
Replace customer worries with a straightforward action plan to become EMV-compliant. When you earn your client's trust with best-fit solutions, you'll forge a relationship that lasts for many years.
How is the fear of becoming EMV-compliant affecting your clients?
ABOUT THE AUTHOR
Jeremiah Shea leads Ingram Micro’s DC/POS Payments Program and provides support for vendors like Verifone, Ingenico, Magtek, ID Tech, and Equinox. He has been part of the DC/POS division at Ingram Micro now for five years, working with all facets of the business for strategic execution. Jeremiah has also become the subject matter expert on EMV readiness and overall payments strategy. With a technical background and a sound understanding of the business, he is a great resource to tap for any and all questions relating to EMV, but more broadly anything DC/POS related as well.
Phone: 1-800-456-8000 ext 64810