Fuel POS Software Sales

By Business Solutions magazine

During a recent conversation, one hardware-focused VAR lamented that low margins are decimating his 10-man operation. To turn things around, he's taking a leap and developing his own POS software. Naturally, this is a significant undertaking, requiring a considerable amount of research and planning. When asked if I had any advice, I pointed to AccuPOS.

AccuPOS is an ISV specializing in POS (point of sale) software for the retail and hospitality markets. The company sells its software bundled with such POS hardware as touch screens, cash drawers, bar code scanners, and receipt printers. In 11 years of creating and selling POS software, the ISV's CEO and founder, Zion Shina, has accumulated knowledge that most VARs would find valuable. If you too are thinking about supplementing dipping hardware margins by creating a software product but don't know where to begin, perhaps Shina's tips can help shed some light on the process.

Tip #1 — Design Your POS Software Using Modules
Like most hardware VARs, you probably have some area of expertise that sets you apart from your competition. Building a software product is similar to building a hardware-based solution for a market. That is, your best bet is to focus on what you're good at. In 1997, Shina and his partner were experts in POS, so the AccuPOS product doesn't stray far from core POS needs. "We didn't want to get carried into accounting, like some of our competition, just because we do POS, and POS has inventory, and inventory leads to accounting," says Shina. The initial result, according to Shina, was a product focused on meeting the specific needs of small retailers accustomed to using cash registers.