POS Reseller Counters Competition With Value
Written by: Mercury Payment Systems
Introduction
Tammye MacKenzie has been in the point-of-sale (POS) business for 20 years and is Owner/VP of Hospitality Sales of Comprehensive Retail Solutions (CRS). The point-of-sale reseller employs 32 people in three offices in Michigan and Indiana. They have included Mercury Payment Systems’ integrated payment processing in their POS sales proposals since 2003.
Challenge
POS resellers face slim profit margins due to a turbulent economy and increased competition from POS resellers who sell exclusively via the internet and appear to offer the same product for the same or less cost.
When purchasing a POS system for the first time, merchants may not understand the value a full-service reseller can provide, like a customized solution, data card security expertise, personalized service, and knowledgeable support.
To survive and thrive in the fiercely competitive sales climate, full-service POS resellers like CRS are challenged to provide an efficient solution for their merchants -- one that saves time and money.
Solution
CRS’ sales strategy positions value and efficiency in order to close deals. To counter slim margins and competition from POS e-tailers, CRS offers a total solution that includes free, built-in payment processing from Mercury Payment Systems.
Six years ago, CRS enrolled in Mercury’s smart partner program. Today, Mercury is still the only payment processor they have a formal relationship with. CRS remained loyal because Mercury’s card payment processing technology is integrated, for free, to every system CRS offers. Simple installation and no cost allows CRS to easily provide and support an all-in-one interface that includes payment processing.
“We prefer Mercury because they take care of our clients, and us, too!” says MacKenzie.
Result
With Mercury, CRS has achieved noteworthy cost savings, technical and customer support and time efficiency for their business and their POS clients.
CRS’ merchants really appreciate the money they save with Mercury’s free, built-in processing.
“Not having to purchase extra hardware or software to process card payments is a huge savings for merchants,” says MacKenzie. “The other integrated payment processing option retails for between $700 and $1250.”
The CRS sales and support staff also realize cost benefits from the partnership. Mercury’s free card payment processing interface is often the deal-maker.
“Mercury’s free processing technology is a main reason customers are interested in my POS proposal over others,” says MacKenzie.
MacKenzie recalls a rare situation when she could not get integrated payment processing up and running, and Mercury came to the rescue technically and financially:
“Mercury split the cost to send out a stand-beside terminal.”
Monthly residuals, another financial incentive for resellers whose clients use Mercury, were not the reason CRS initially partnered with Mercury. Over time, however, they have become a value that helps offset effects of the current economy, like slower sales and slim margins.
“In the beginning, our Mercury residual checks were small enough that I didn’t pay much attention,” says MacKinzie. “Over time, and as we brought on bigger merchants, we’ve built up a nest egg.”
Ease of support is a plus for both CRS and their merchants, alike.
“You can’t keep snafus from occurring now and again,” says MacKenzie. “If there are any issues, Mercury always takes responsibility to work through them together.”
With onsite support and payment processing headaches at a minimum, CRS’ clients that use Mercury also save time.
“Because we don’t have to deal with another interface with Mercury clients, we save considerable time,” says MacKenzie.
MacKenzie concludes that CRS is definitely seeing a return on their relationship with Mercury.
“It’s more than the residual. We know our customers will be taken care of.”
About Mercury Payment Systems
Mercury Payment Systems is an integrated transaction processing company created to enhance point-of-sale systems by offering credit, debit, check, gift card and loyalty processing. Mercury’s integrated Internet protocol (IP) or dial-up processing solutions are fast, reliable and affordable. Retailers can leverage the reliability and enhanced efficiency of integrated payment processing to increase productivity and customer satisfaction. Mercury Payment Systems helps resellers increase their opportunities with reseller support and superior technology. For more information call 800-846-4472, ext. 1820 or go to www.MercuryPay.com.