Featured RSPA Content

  1. Tech Investments And Challenges For Your Retail IT Clients, By Tier, In 2016

    A Retail Solutions Providers Association (RSPA) webinar examined IT trends and plans among retail tiers, presented by Greg Buzek, founder and CEO of IHL Group.

  2. The World’s First Sales Training School

    Stopping his horse on a bluff that overlooked a peaceful scene of trees and gentle breezes, John H. Patterson looked north: sprawled in front of him to one side were the sprawling factory grounds of the company he founded (the National Cash Register Company), and to the other, a pristine view of the city of his birth (Dayton, Ohio). Given the serene and breezy setting, Patterson was struck with an idea to move the small sales school he had founded nine years earlier, currently being hosted in a small house on his property, to this quiet location with the incredible, inspiring views.

  3. Sales (R)evolution: Lessons Learned From The Finance Industry

    I consider myself a lifelong learner. I enjoy reading about other industries, approaches, and people as I think there is much to be learned by how others approach their situations.  I spent the bulk of my career in the financial services industry; and, as I consider the challenges our industry is currently experiencing, I believe we can extrapolate some key learnings from the evolution of financial services.

  4. RSPA President’s Note: Sales Information And Resources, A Look Ahead To INSPIRE

    I was thrilled when the staff approached me with the idea of an issue of connect dedicated to sales. Though I wondered, how could we fit relevant, meaningful information on such a broad topic into just one issue? Well it seems we have done just that in the October/November 2015 issue.

  5. The Consultative Selling Process: Which Questions Should You Ask?

    Asking questions is a critical part of consultative selling process. But there’s sometimes a big gap between knowing to ask and knowing what to ask. Oftentimes, when a salesperson starts in point of sale (POS), the questions are already prescribed: perhaps an owner or sales manager has a script for the newbie to follow. But it takes time to learn how to build rapport with a potential customer. Can this be done with the right open-ended questions?

  6. Why POS Resellers Need To Provide Business Continuity For Their Clients

    After a disaster, it’s important to help your merchant clients stay connected to the outside world. Business continuity is crucial in the wake of disasters, when communication is essential.

  7. New EMV Resources Are Available To RSPA Members

    The Retail Solutions Providers Association (RSPA) announced new resources for VARs providing EMV solutions to their clients: an EMV solutions grid and the Merchant FAQ tool.

  8. Michael Gerber’s ‘The Dreaming Room’ Course Offered To RSPA Members

    Author and entrepreneur Michael Gerber will present a course for Retail Solutions Providers Association (RSPA) members this fall: The Dreaming Room.

  9. RSPA Host Sales Training Course By KLA’s Kendra Lee

    RSPA is hosting a sales training course for its members with Kendra Lee of the KLA Group. The course was created in response to the huge demand following Lee’s two sales training breakout sessions at RetailNOW 2015 last month.

  10. Honeywell Connects The Dots: Scanners And Mobile Printers To Addressing Retail IT Pain Points

    The retail IT channel is evolving quickly — marketing is migrating to digital, workflows are leveraging mobile computing, and “green” initiatives, inspired by millennial consumers concerned with the environment, are becoming more common. The changing world of retail challenges VARs to deliver the right solutions to meet these new demands.