Company News • 19.07.2018

Does your vendor deliver partner value?

7 ways to check

POS resellers are essential to a vendor’s strategy to target its products to the right market. Without the benefit of channel partnerships, vendors would be hard-pressed to gain brand mindshare.

But not all vendors deliver the same value, so any potential channel partner should research each vendor carefully. You want to make sure vendors deliver the right levels of reliability and support. Your success as a reseller may depend on the quality of the vendor. It could be argued that there is a ranking to the seven so, in no particular order, here are 7 ways to check if a vendor delivers the value you need:

Supplier
Logo: APG Cash Drawer

APG Cash Drawer

4 The Drove
BN9 0LA Newhaven
UK
Team; Copyright: GettyImages/576902490
Source: GettyImages/576902490

1. Understands customer needs.

Even vendors with great products can misread their target markets. As a channel partner, you want vendors that listen to customers and respond to their needs. The more attuned the vendor is, the more likely the products are to meet customer needs. Vendor longevity is a good indicator of its understanding of the market because if the vendor has been around a while, it must be doing something right.

2. Stands behind products.

Depending on the solution, a technology sale may require demos, proofs of concept and pilot runs. Vendors that stand behind their products understand this need and try to make the sales cycle as smooth as possible by offering evaluation units and making technicians available to answer questions. A vendor that takes a hand-off approach to the sales process is probably an undesirable partner.

3. Delivers reliable solutions.

There are several considerations to keep in mind when it comes to reliability. For instance, what’s a solution’s failure rate? A vendor confident in its technology will have no qualms about sharing the information. Warranty terms are another indicator of a vendor’s confidence in its products. You should also inquire about the types of tests vendors put their products through for quality assurance. Lastly, check if the vendor follows industry standards such as ISO to ensure consistent quality in design and manufacture.

4. Offers different options.

Since no two customers are alike, resellers often customize solutions. If you’re selling a cash drawer, for instance, you’ll want a choice of configurations and locks to best address the specific needs of each customer.

5. Delivers reliable tech support.

A vendor’s support structure makes or breaks partnerships. Insist on a vendor that offers live tech support with knowledgeable staff that answers questions in a timely manner, even if they have to get information first and call you back. Vendors try to steer people with inquiries to their websites, but sometimes you need to talk to a person. If a vendor makes that difficult, it’s frustrating and potential harms customer relationships.

6. Provides marketing support.

Marketing support comes in many forms, such as advertising materials, solution demos at trade shows and meetings with experts. Look for vendors that readily provide solution spec sheets and images you can use in sales pitches, as well as people who work with you to develop marketing and sales plans.

7. Has a channel-centric philosophy.

Find channel-centric vendors that understand their role and that of the channel partner. You don’t want to do all the work on a customer deal only to have the vendor come in at the end and take the business direct. A vendor that does this is likely to do it again, so avoid them.

You might want to pass on vendors that don’t deliver in any of these areas. It could end up hurting your business because you can’t fully address customer needs – something any reseller wants to avoid.

related articles:

popular articles:

Thumbnail-Photo: Stay safe with VariPOS
11.05.2020   #cashpoints #terminals

Stay safe with VariPOS

How technology helps – Stay safe at the point of sale

Technologies for product identification and payment authentication are great for improving the customer experience with speed and accuracy, but these technologies are also being seen as beneficial in the wake of the Coronavirus Pandemic. ...

Thumbnail-Photo: Smart digital labels and pricing automation
07.02.2020   #displays #electronic shelf labels (ESL)

Smart digital labels and pricing automation

SES-imagotag at EuroShop 2020

For 25 years, SES-imagotag has been the trusted partner of retailers for in-store digital technology. SES-imagotag, the worldwide leader in smart digital labels and pricing automation, has developed a comprehensive IoT and digital platform that ...

Thumbnail-Photo: The cash register capable of everything
18.02.2020   #customer satisfaction #epos systems

The cash register capable of everything

Flexible use from manned checkout to self-checkout point

Customers walking through the store with their own cash register on hand? This versatility of shop technology and shop fittings corresponds to the change in brick and mortar retail. MAGO wants to help retailers to meet this challenge with ...

Thumbnail-Photo: Compact for security
17.01.2020   #security #shopfitting

Compact for security

A new security antenna system specifically designed for convenience stores

Retail security systems to prevent theft are a big concern for retailers. Large supermarkets and clothing stores install EAS antennas at the entrance and/or exit areas. Installing this type of feature proves more challenging for stores with a ...

Thumbnail-Photo: Wireless with SVN-Flex from SALTO
20.01.2020   #security #security management

Wireless with SVN-Flex from SALTO

SALTO has launched SVN-Flex, a new technology that enables virtual networked access control solutions

In the solutions wireless electronic escutcheons and cylinders act as wire-free updaters. This leads to greater efficiency, security and convenience.The innovation of the SVN-Flex is that users no longer necessarily need hard-wired wall readers to ...

Thumbnail-Photo: Collaboration of Hobbii.dk with Delfi Technologies...
01.04.2020   #electronic shelf labels (ESL) #electric displays

Collaboration of Hobbii.dk with Delfi Technologies

Danish e-commerce company has found the recipe for physical stores

In August 2019, the popular e-commerce store, Hobbii.dk, opened its first physical store in Roskilde. Within the next three years, the yarn store expects to open another 60 stores. The store universe must be the same offline as well as online - a ...

Thumbnail-Photo: Consumer survey: social distancing is changing shopping habits...
10.04.2020   #brick and mortar retail #payment systems

Consumer survey: social distancing is changing shopping habits

Touchless or self-checkout options preferred for instore shopping during COVID-19 pandemic

Nearly two-thirds of consumers are changing their grocery shopping habits in response to the worldwide COVID-19 pandemic, according to a recent consumer survey from Shekel, pioneers in advanced weighing technologies. And 87 percent of shoppers say ...

Thumbnail-Photo: Effective and Independent
12.02.2020   #epos systems #cashpoints

Effective and Independent

Present and future of self-checkout

Better use of personnel, lowering overhead costs while still providing customers with a smooth and seamless shopping experience – that’s what every retailer strives to accomplish. For Thomas Dibbern, CEO of ALMEX GmbH, there is an ...

Thumbnail-Photo: Toshiba bolsters point-of-sale performance with latest Intel technology...
21.01.2020   #pos marketing #self-checkout systems

Toshiba bolsters point-of-sale performance with latest Intel technology

9th generation Intel® Core™ processor enhances retailer operations and customer experience

Toshiba Global Commerce Solutions continues to empower retailers and enhance the customer experience by integrating Intel’s latest processor technology within its global point-of-sale (POS) systems. The 9th Generation Intel® Core™ ...

Thumbnail-Photo: Corona crisis: Contactless payment more popular than ever...
30.03.2020   #cashpoints #brick and mortar retail

Corona crisis: Contactless payment more popular than ever

Practical, fast, and, above all, hygienic

"Please make contactless payment if possible." These or similar notices are currently in the checkout area of many grocery stores. By reducing necessary contact points in the checkout zone, it is hoped to counteract the spread of the ...

Supplier

ROQQIO Commerce Solutions GmbH
ROQQIO Commerce Solutions GmbH
Harburger Schloßstraße 28
21079 Hamburg
Delfi Technologies GmbH
Delfi Technologies GmbH
Landgraben 75
24232 Schönkirchen
Adasys GmbH – a Poindus Company
Adasys GmbH – a Poindus Company
Max-Planck-Straße 10
70806 Kornwestheim
Saint Gobain Sovis
Avenue de la Republique
2407 Chateau Thierry Cedex
HappyOrNot
HappyOrNot
Innere Kanalstraße 15
50823 Köln
POS TUNING Udo Voßhenrich GmbH & Co KG
POS TUNING Udo Voßhenrich GmbH & Co KG
Am Zubringer 8
32107 Bad Salzuflen
SES-imagotag Deutschland GmbH
SES-imagotag Deutschland GmbH
Bundesstraße 16
77955 Ettenheim
StrongPoint
StrongPoint
Isafjordsgatan 5
164 40 Kista
SALTO Systems GmbH
SALTO Systems GmbH
Schwelmer Str. 245
42389 Wuppertal
POSIFLEX GmbH
POSIFLEX GmbH
Flinger Broich 203
40235 Düsseldorf