Driving Success with Point of Sale Product Industry Training Sales

Driving Success with Point of Sale Product & Industry Training Sales Training Guide TABLE OF CONTENTS About POS-X Inc. ......................................................................... 3 POS-X Point-of-Sale Systems Are Not Electronic Cash Registers.. 3 Marketplace Opportunities: Retail & Restaurant .......................... 5 Product Selling Guide: Features and Differences ......................... 6 The Retail Systems .................................................................................................. 6 The Restaurant Systems....................................................................................... 9 At the Forefront of Your Mind – Sales, System, & Set-up Tips .... 11 Additional Services & Products .................................................. 12 Software Overview .................................................................... 12 Determining the Prospect’s Software Needs .............................. 14 Determining the Prospect’s Hardware/System Needs ............... 15 Assessing the Customer’s Needs - Pre-Sale Questions............... 16 2 About POS-X Inc. • • • • • POS-X, Inc. was established in 2001 POS-X is a leading manufacturer of complete Point of Sale Solutions and Equipment distributed throughout the US and Canada Thousands of customers in virtually every type of retail/restaurant environment use POS-X products. We provide Complete, Pre-Configured Point of Sale Systems and Peripherals at discounted costs to ensure competitiveness on every deal POS-X is the first non-proprietary POS Systems Manufacturer (Open Platform PC-Based Systems), enabling us to collaborate with a variety of Software partners to configure the Right Solution for your customers’ needs More than just a manufacturer, POS-X fully supports its product and satisfies the support needs of the end-user from On-Site Installation to Virtual PC and Phone Support 99% of POS-X Software Partners work with Verifone’s PC Charge Payment Server for Credit Card Processing; our preferred software for credit card processing on our systems. • • Benefits Include: • Low Costs for Resellers (More Margin) and Competitive Pricing for your Customers • Full End-User Support and the best Warranties in the Industry • Faster Credit Card Processing with Broadband and PC Charge • ROI for Most businesses switching from Cash Register systems to Point of Sale Systems is within 2 months (reduce inventory shrinkage, faster checkout, advanced reporting features) • One Point of Contact for Support Issues. POS-X Turnkey Point-of-Sale Systems Are Not Electronic Cash Registers • Unlike Cash Registers which provide daily sales summaries only, and separate credit card processing terminals; our POS-X Point of Sale Systems help merchants keep full control of their business and allow the owners and managers better reporting capabilities as well as the ability to track customer history, accept gift certificates/gift cards, and process credit cards through the system to improve their business. For Credit Card Processing, PC Charge Payment Server software is installed on the PC, allowing for faster transactions and better record keeping at the point of sale. (PC Charge is available as a system add-on) We provide a year std. of phone/virtual pc technical support with our Standard Turn Key Systems. We are not a box mover. Our goal is to ultimately provide merchants with industry specific solutions to improve their business. • • • 3 Summary: The Solution The POS-X “POS Help Line” will help ensure we match the right solutions with the customers’ needs The competition is priced out of the game (Aloha, Micros, A La Carte’ Systems) -they work through multiple distribution channels, you purchase Manufacturer Direct Is a full-service Manufacturer for POS Equipment with a dedicated Reseller Channel We provide Solutions specific to the customer needs. Our technology increases efficiency and productivity at all business levels POS-X is your Partner for delivering the best POS Solutions to your customers Competitive POS-X, Inc. Not a Cash Register Solutions 4 Marketplace Opportunities: Retail & Restaurant • • • More and more Retail Store and Restaurant Owners are switching from out-ofdate Cash Register Systems to Comprehensive Point of Sale Systems to gain better control of their businesses. In competition with large, “everything under one roof for lower pricing superstores”; small to medium sized business need a POS System to compete with large corporate stores. Demand for POS Systems is increasing everyday as new businesses open and established businesses upgrade their system to meet the technology expectations of both customers and vendors in today’s marketplace. The Target Market A typical customer is a businessperson with a small to medium sized retail establishment, restaurant or service organization with single or multiple locations looking for a Point of Sale Solution and wanting more control over their business operations. You Should Generally Avoid these Businesses: • • • • Large Grocery Chains Gas Station Chains Hotel Reservation Desks Call-center Based Businesses Serving these types of customers is only feasible if they are willing to sacrifice some features for a lower price. Summary: POS-X Inc. provides Complete Point of Sale Solutions and Peripherals to help businesses in the Retail and Restaurant industries improve their bottom lines through access to: comprehensive sales reports; security features and inventory management to prevent shrinkage; employee tracking and password protected functions; in house credit and gift card support to ensure customer loyalty, and much more. 5 Product Selling Guide: Features and Differences The Retail Systems We offer three different POS packages to suit various retail stores needs and budgets. Each step up, from “XLR30” to “XLR40” to “XLR50,” consists of hardware upgrades only. We offer Proxis Store Manager on our Retail Systems. XLR30 XLR40 XLR50 XLR30 Retail System Distinctions Entry Level System for small-mid size retail establishment where transaction speed is not top priority. Good step up from a cash register. Ships with an entry level Barcode Scanner which reads standard barcodes from about 1-2 inches away and a dot matrix receipt printer (slower/louder than the Xr500 Direct Thermal receipt printer included with the Preferred and Premium Systems). Specifications Base Unit: Software: Peripherals: Celeron 2.0+Ghz Computer w/ Windows XP Home, 512MB RAM & 80GB SATA Hard Drive & CD-RW / FDD & 1 Serial Port / 1 Parallel Port / 6 USB 2.0 Ports Proxis Store Manager Heavy Duty Cash Drawer Customer Pole Display Xr200 Impact Receipt Printer Xm90U Magnetic Stripe Reader Xi1000 CCD Barcode Scanner 15" LCD Monitor Compact Keyboard & Optical Mouse Surge Protector All Required Cables 1 Year Technical Support 1 Year Manufacturer Warranty Warranty & Support: POS-X XLR30 Retail System 6 XLR40 Retail System Distinctions Best feature-to-price value with 15” LCD Monitor (Non-Touch), High Speed, Quiet Direct Thermal Printer, and Long Range Linear Imager with Auto-Sense Stand reading at 6” away from the barcode. The Auto-Sense Stand enables hands-free scanning; simply present the barcode in front of the stand, waking the scanner from sleep mode to scan the barcode; the scanner then goes back to sleep mode saving power. Specifications Base Unit: Software: Peripherals: Celeron 2.0+Ghz Computer w/ Windows XP Home, 512 MB RAM & 80GB SATA Hard Drive & CD-RW / FDD & 1 Serial Port / 1 Parallel Port / 6 USB 2.0 Ports Proxis Store Manager Heavy Duty Cash Drawer Customer Pole Display Xr500 Thermal Receipt Printer Xm90U Magnetic Stripe Reader Xi3000 Auto-sensing Long Range Barcode Scanner 15" LCD Monitor Compact Keyboard & Optical Mouse Surge Protector All Required Cables 1 Year Technical Support 1 Year Manufacturer Warranty Warranty & Support: XLR40 Retail System 7 XLR50 Retail System Distinctions An ideal combination of best of breed products for maximum productivity and speed featuring: All-In-One Touchscreen Computer with integrated magnetic stripe reader, high-speed direct thermal receipt printing, and omni-directional barcode scanner enabling fast, reliable first-pass scanning. Specifications Base Unit: All-In-One Touchscreen Computer System w/ 15" LCD Touchscreen, 3-Track Magstripe Reader, Celeron 2.4+GHz computer w/ XP Home, 512MB RAM & 80GB Hard Drive, Internal CD-RW/DVD / 2 Serial Ports / 1 Parallel Port / 4 USB 2.0 Ports Proxis Store Manager Heavy Duty Cash Drawer Customer Pole Display Xr500 Thermal Receipt Printer Omni-Directional Barcode Scanner Compact Keyboard & Optical Mouse UPS Battery Back-Up All Required Cables 1 Year Technical Support 1 Year Manufacturer Warranty Software: Peripherals: Warranty & Support: XLR50 Retail System Optional Retail System Upgrades Software: 1. Upgrade from Windows XP Home to Windows XP Pro. Hardware: 1. Upgrade from Celeron to Pentium 4 processor on any System. 2. Upgrade RAM on any System. 8 The Restaurant Systems We offer two POS restaurant packages to suit establishments at every budget. The difference between the two packages consists of hardware upgrades only. . We offer Aldelo Pro on our restaurant systems. Restaurant POS Software Systems utilize feature-rich Pro Software with the ability to manage Table Layout, Reservations, Inventory, Employees, and much more. XLD30 XLD40 XLD30 Distinctions Excellent choice for smaller restaurants on a budget, featuring a 15” LCD touchscreen monitor with dual impact printers – one for receipts and one for kitchen orders. Specifications Base Unit: Software: Peripherals: Celeron 2.0+Ghz Computer w/ Windows XP Home, 512 MB RAM & 80GB SATA Hard Drive, CD-RW / FDD, 1 Serial Port / 1 Parallel Port / 6 USB 2.0 Ports Aldelo Pro Software Magnetic Stripe Reader Impact Receipt Printer Impact Kitchen Printer 15" LCD Touch Screen Monitor Heavy Duty Cash Drawer Backup Keyboard & Optical Mouse Surge Protector All Required Cables 1 Year Technical Support 1 Year Manufacturer Warranty Warranty & Support: POS-X XLD30 9 XLD40 Distinctions The optimal choice for busy dine-in restaurants looking for faster POS performance and a large 15” screen in an all-in-one Touchscreen Computer. Specifications Base Unit: All-in-one Computer w/ 15" LCD Touchscreen, 3-Track Magstripe Reader, Celeron 2.4+GHz computer w/ Microsoft Home or Windows XP Pro, 512MB RAM & 80GB Hard Drive, Internal CD-RW/DVD / 2 Serial Ports / 1 Parallel Port / 4 USB 2.0 Ports Aldelo Pro Software Thermal Receipt Printer Impact Kitchen Printer Heavy Duty Cash Drawer Backup Keyboard & Optical Mouse UPS Battery Back-up All Required Cables 1 Year Technical Support 1 Year Manufacturer Warranty Software: Peripherals: Warranty & Support: POS-X XLD40 Optional Restaurant System Add-Ons & Upgrades Software: 1. Add PC Charge Payment Server software for integrated credit card processing. 1. Add a kitchen printer to any Counter System. 2. Add a kitchen display (requires hardware & software) to any System. 3. Upgrade from Celeron to Pentium 4 processor on any System. 4. Upgrade RAM to up to 2GB on any System. Hardware: 10 At the Forefront of Your Mind – Sales, System, & Set-up Tips Every customer will have some idea of what functionality they are seeking from a POS System. Actively asking initial questions about the customer’s business, their current “pains,” and their “wants,” will help you provide a quote for the best-fitting POSX Complete System. We do offer a full-spectrum of software packages that integrate with our Complete System hardware including: Retail software with Multi-Store reporting capabilities, industry specific software (ex. Dry Cleaners, Golf Course, Video/DVD Rental, cell phone, coffee shops, etc.), software with more advanced reporting capabilities, and more. Contact your POS-X representative for more information. PC Charge Payment Server (credit card processing software) is a separate product that can be loaded on our systems at an additional cost. All systems come preconfigured with the software and hardware drivers1. The customer is only responsible for inputting their inventory and menu into the system, unless they wish to pay an additional fee for our Menu Programming Service. To implement a POS-X POS System properly, the customer must have some type of Internet connectivity (preferably broadband) for credit card processing. All of our Complete Systems ship pre-configured and ready to go out of the box. They are designed so even non-computer savvy users can get up and running fast. All of the software and hardware drivers have been loaded and tested – all the customer is responsible for is entering their inventory. 1 What is a "driver?" Consider an application -- Word, Excel, Store Manager, etc. -- trying to print a single letter on a sheet of paper. The application would like to simply tell the printer, "Please print a letter D exactly where I tell you. I want it this big and this color. Thanks." Without a driver sitting between the application and the printer, the application would have to know everything there is to know about all the printers out there. The application could not simply ask for a letter D to be printed, it would have to also tell the printer how to do it. Further, the application would also have to understand all the different messages that can be sent from the printer to the computer: "I'm done." "I'm out of toner." "I have a paper jam." Put another way, it's like a person of one language trying to communicate with many other languages without an interpreter. But a driver fixes all that. The application tells the driver to print a D, and the driver says, "No problem, I know how to talk to the printer. Leave it to me." It acts as the language interpreter, if you will – the application's single point of contact. 11 Additional Services & Products For Retail & Restaurant Systems 1. Credit Card Processing To have the ability to process credit cards through the Point of Sale Terminal, you need to have a payment processing software. The most common is PC Charge Payment Server which works in conjunction with approximately 90% of point-of-sale software available on the market today. Other point of sale software can use different payment processing software please consult the software manufacturer before selecting a payment processing software. Payment processing software works alongside the POS software. When a “Credit Card” payment method is selected from within the POS software, the customer’s credit card is swiped and Payment processing software subsequently grabs the information from the swipe and sends the information for processing. For Restaurant Systems Menu Programming Service With our Restaurant Systems, we offer a Menu Programming Service. There is an additional cost associated with this service and it can take 1-2 weeks to complete. Please contact your Development Manager for pricing. For Retail Systems Multi-Store Connectivity For multi-store connectivity, a robust piece of retail software is needed. Please contact your POS-X representative to figure out what best suits your needs. Software Overview The most important piece of POS-X Complete Systems is the Software running on them. The software is the control center for the customer’s business and therefore, it is very important to determine customers’ needs and provide them with the right piece of software to ensure satisfaction. One of the software packages on our Retail Systems is: Store Manager Software o Intended for Single-store Operations Only o See Store Manager Specification Sheet for More Information 12 Two of the software packages on our Restaurant Systems are: Aldelo Lite Restaurant Software o Intended for Counter Service, Deli, or Take-out only Operations Aldelo Pro Restaurant Software o Intended for full-service Dine-In Operations o See Spec Sheets and Comparison Matrix for More Information on Both Aldelo Pro & Aldelo Lite The right software may change the hardware options on the Complete Systems (different software manufacturers have certified different pieces of hardware). If you have a deal that you are working on, make sure to call POS-X at 800-790-8657 for assistance determining the right software for your customer. *See the next section, “Determining the Prospect’s Software Needs,” for more in-depth information. 13 Determining the Prospect’s Software Needs To determine a potential customer’s software needs, ask questions to gain knowledge about their business and gather background information about their needs. Sample Software Sales Script Question “What kind of store do you have?” Purpose This is the first question to ask if the answer is not obvious. If their operations are a store in a specific industry with its own special POS needs (ex. Dry Cleaners, Video Rental, Golf Course, Salon, Auto Repair), the standard software available with our systems will probably not meet their needs. Please contact your dedicated POS-X Partnership Development Manager for assistance finding a software solution. We ask this question to get a grasp on the customer’s expectations for their POS system’s capabilities. If they have worked with a POS system in the past, or they are looking for a new POS system to replace a current system, we want to ensure the software has the features they expect. If they have prior experience working with a POS system, dig in and determine their likes and dislikes with that system. Next, we try to uncover their vision of the ideal software/system. “Have you had any experience with computer based point of sale systems? If so what system/software do/did you use?” “Outside of standard transactions and reports, what POS functions and features are important to your business? This will help us determine the software choice if the prospect has a clear idea of what they want. Compare what they are looking for to the software specification sheets and demos. If you need help pinpointing what software will work for them based on their response, call your Development Manager. There will be a variety of answers to this question. (ex. customer database, need multi-store communication, report back to a central office, print barcode labels, etc.). We highly recommend writing down their response until you get a good feel for the capabilities of each software/system. “Do you need to communicate with any type of back office accounting software? If Yes,” What type accounting software?” (ex. QuickBooks, Peachtree, Business Works, etc.), and what information do you need to transfer?” Most POS software packages do not directly communicate with back-office accounting software. Ours work with back office accounting by exporting a file from the POS software and importing the file into the accounting software. Different accounting software packages can import specific file types and POS software will export data in a certain format. It is important to obtain the type of file format the accounting software can import to determine compatibility for POS software data integration. All of our software works with barcoded inventory. Items can be scanned into the software using a barcode scanner at the terminal, or you can collect the data with a Mobile Handheld unit with software that can download the information into the terminal to update records in the POS Software. The software on mobile data collection devices uses its own specific file format to send data to the computer. It is important to understand the customer’s inventory and data collection expectations so we can recommend the right software and hardware to suit their needs. Store Manager, our standard retail software, includes barcode printing capabilities for use in conjunction with an ordinary office printer (inkjet or laser) and Avery labels. This is fine for occasional label printing however, if they need to print labels on an regular basis or in bulk, we have system upgrade options for dedicated barcode printers with advanced label creation software. “Do you plan on using barcodes to keep control of inventory? Do you need the ability to print your own barcode labels? “Do they need any hardware device that POS-X does not manufacture, such as a deli-scale, Kitchen Monitor Controller, Server PC, Mobile Handhelds, etc.” If the prospect needs items not manufactured by POS-X, please contact your dedicated POS-X Partnership Development Manager To ensure if our systems will suit their needs and determine compatibility and integration for any third-party hardware. 14 Determining the Prospect’s Hardware/System Needs The prospect’s hardware needs are critical to a successful sale. Criteria that will change the type of hardware on the systems include: Desired Transaction Speed Product-to-system Interface Customer & Employee Experience Desired Store Image Monitors, Printers & Barcode Scanners In-Depth Hardware MONITORS: LCD Display VS. LCD Touchscreen Display VS. All-in-one Computer w/ LCD Touchscreen Discussion When comparing the various Retail & Restaurant Complete Systems, you will notice each system type, features an LCD monitor. Retail Systems: Mid-to-high volume retailers will appreciate the speed and ease-of-use of the LCD Touchscreen included in the XLR50 System’s All-in-one Computer, while the budget-conscious, smaller-volume retailers who want a streamlined look, but don’t need touchscreen data entry, will benefit from the LCD Flat Panel Display included with the XLR40 & XLR30. Both XLR40 & XLR30 System monitors work only with a keyboard and mouse to process POS transactions. Restaurant Systems: Because most restaurants need touchscreen convenience to speed order processing, all Restaurant Systems ship with touchscreens. The XLD40 System ships with an All-in-One Computer with Touchscreen. There is no difference between these system’s touchscreens. The XLD30 Restaurant System comes with a separate PC and separate LCD Touchscreen while the XLD40 comes in one complete package. PRINTERS Xr200 Impact Printer VS. Xr500 Thermal Printer BARCODE SCANNERS Xi1000 Handheld Scanner VS. Xi3000 Handheld Scanner VS. Omni-directional Scanner Overall, the Xr500 Direct Thermal printer provides faster, quieter operation than the Xr200 Impact Printer. So, for high volume retail stores and restaurants desiring speed and improved customer/employee experience, the Xr500 Direct Thermal printer, is the best choice for receipt printing. All POS-X scanners read standard and UPC barcodes. Barcode scanners are included only on POS-X Complete Retail Systems and increase in quality and functionality as you move from the XLR30 to XLR50 Systems. The most important consideration for a prospect’s scanning needs is transaction speed. The Xi1000 (included in our “XLR30 System”) is economical however, it only reads barcodes from a maximum distance of about 2” from the barcode. The “sweet spot” on the scanner is smaller and it is not designed to scan undersized barcodes or barcodes on curved surfaces. It is not recommended for mid-large volume retailers. It is a great fit for “Mom and Pop Shops” printing and reading their own barcode labels on flat surfaces. The Xi3000 scanner is a “Long Range Linear Imager” which scans from 4” to 7” away from the barcode; it’s “sweet spot” is much larger. This is a great option for mid-volume retailers and business that need to scan large items in customer carts at the point of sale. The Omni-Directional scanner is standard on our XLR50 System. The Omni-Directional scanner sends out a pattern of 20 scan lines vs. the single line Xi1000 & Xi3000. It is essentially the counter-top version of the in-counter scanners you find at grocery stores. This is excellent choice for a mid-high volume retail store reading UPC Codes found on virtually every commercial retail product on the market. However, it is not a great solution for scanning products with multiple barcodes in proximity to one another, such as labels with both SKU# barcodes & Serial Number barcodes. 15 Assessing the Customer’s Needs - Pre-Sale Questions 1. What is the customer looking for: (circle one) 1. POS Hardware Only 2. POS Software Only 3. Complete System 2. Type of business/location where the system/software/hardware will be installed (ex. General Merchandise Retail Store, Dine-In Restaurant, Carry Out Restaurant, Sporting goods store, Pet Store, etc.) _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ 3. Customer needs an upgrade or new system? _____________________________________________________________ _____________________________________________________________ 4. If upgrade what current hardware/software is in use? _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ 5. What level of service does the customer require? On-site installation? Running network cable for multiple systems? Kitchen printer cable? _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ 6. How many locations will be involved? Do they need multi-store connectivity? _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ 16 7. Do they require additional hardware? (ex. Deli scales, kitchen order monitor system, mobile inventory devices) _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ 8. Do they want to keep control of inventory? Will they be using barcodes? _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ 9. Do they want to print their own barcodes? What kind of volume will they be printing? _____________________________________________________________ _____________________________________________________________ 10. What reporting capabilities do they require? Are they working with back office accounting software? If yes, which type of software? _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ 11. How many POS Stations do they require per location? _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ 12. Do they want to process credit cards through the POS System? _____________________________________________________________ _____________________________________________________________ 17 13. Which POS-X system do you think is the best fit for their business model? _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ 14. What special or additional features or functionality (if any) is the customer looking for in their POS System? _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ 18