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How to Acquire New Customers Within the Retail Environment

June 15, 2017

How to Acquire New Customers Within the Retail Environment

A 2015 study by Forrester identified that there was a clear correlation between customer experience and superior revenue growth for key industries, including retail. Another survey conducted in part by the National Retail Federation indicates that retailers are looking to technology—specifically point-of-sale (POS) upgrades—when planning for an optimized customer experience. The research also shows that over the next three years, 80 percent of retail CIOs surveyed have or plan to deploy mobile devices for their associates.

It's clear that retail merchants want and need an integrated, flexible, and powerful POS solution in order to give customers the experience they expect.

As a value-added reseller (VAR), you might be focused on landing new customers in the retail sector. So how can you help potential clients create a more positive experience for their customers?

Offer tailored mobile POS solutions

You know that retailers seeking to upgrade the customer experience are often looking to increase the mobility of their POS systems. Here's what merchants want:

  • Portable devices to allow customers to check out anywhere in the store
  • Up-to-the-minute inventory availability for store associates
  • Integration of loyalty programs, gift registries, and layaway programs

When you talk with a potential client, take the time to ask directed questions in order to find out more about the merchant's desired business outcomes. Then use that information to recommend POS solutions that align with those goals.

Don't neglect POS peripherals

Creating a positive customer experience in the retail environment means paying attention to the little things. Especially those components that allow the sales associate and the customer to engage naturally throughout the transaction and complete the purchase anywhere in the store. That's where POS peripherals can really make a difference.

Components like mobile receipt printers, small-footprint cash drawers, and barcode scanners add needed flexibility to POS solutions and give salespeople all the tools they need for success.

The latest generation of mobile printers is head and shoulders above what came before: smaller, lighter, more durable, simpler to use, and easily integrated with tablets and smartphones. There's also a significant increase in battery life over past offerings.

A large part of the customer experience is giving shoppers multiple payment options. That means retailers shouldn't neglect those who still want to pay with cash.

The good news is that retail merchants have multiple options when adding flexibility to cash-drawer configurations. One option connects the tablet POS to a receipt printer, which drives the cash drawer. When there's no printer to trigger the cash drawer—think electronic receipts—both the tablet and cash drawer connect wirelessly to the network.

Acquiring new retail clients means offering concrete solutions for current in-store challenges. Recommending changes at the POS in order to enhance the customer experience will differentiate you from other VARs and help you win the sale.

What strategies have you used successfully in landing new clients in the retail environment?

Will you be attending RSPA’S RetailNOW event in Grapevine, TX?  Ingram Micro will be there and we would like to meet you! If you are an Ingram Micro customer e-mail Kim.Taberski@ingrammicro.com if you would like to attend and we will be able to provide you with a discount pass!