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6 Ways to Sell Point-of-Sale Systems

Business 2 Community – The good news for point of sale resellers is that today’s market is a fertile one. More merchants than ever want to adopt the latest and greatest POS devices that enable them to handle a wider variety of transactions than ever before, and harness the informational power modern POS provides. However, because the ground is so fertile, overall, there is also plenty of competition out there from other POS resellers. So the question for any reseller becomes, “What can be done to stand out from this crowded field?”

The answer boils down to the ability to sell not only POS platforms and card readers themselves, but also the services resellers provide that others may not.

At the end of the day, it’s also worth considering that merchants are not only trying to meet their own internal needs, but also those of their customers. To that end, the fact that EMV and mobile have really gained a foothold in the market, and are only likely to keep gathering momentum in this regard, makes a reseller crucial to just about any merchant, according to BRP Consulting. Merchants of all sizes now recognize that they have to confront the future head-on and deliver as much personalized, direct attention to each customer as possible. As such, recent data suggests that the majority of merchants will try to achieve those goals over the next two years or so.

To that end, modern POS is there to support those efforts in multiple ways, and resellers play a role insofar as they can provide crucial insights and help merchants follow a roadmap that will provide them with near- and long-term success.

Read Full Article: 6 Ways to Sell Point-of-Sale Systems

81% of retailers will use unified commerce platforms by 2020

Retail Dive – By the end of 2020, 81% of retailers will deploy unified commerce platforms, to support commerce across the enterprise’s stores, mobile users and the web, according to a survey by Boston Retail Partners (BRP). This is seen as essential to competing in the omnichannel environment.

In the online survey of 500 North American retailers, BRP found 28% of respondents had implemented unified commerce, compared to 9% the previous year.

This year’s BRP survey shows that retailers are making progress on implementing unified commerce platforms. Last year, BRP predicted 73% of retailers would have such a platform in place by 2019, and 22% already had one deployed.

Technology and consumer expectations are constantly moving the needle on what is expected from retailers across all channels of their operations.

BRP evaluated how retailers are doing in implementing solutions to meet consumer demands in its “2018 POS/Customer Engagement Benchmarking Survey.” Moving forward, the top three priorities of retailers for the year ahead are customer identification and personalization of the customer experience (62%), alignment of the customer experience across mobile apps and the Web (54%) and empowering associates with mobile tools (51%).

“Customers appreciate personalized offers and recommendations when shopping online or via mobile, and now they expect the same personalization, or better, when they shop in a store,” said Perry Kramer, senior vice president and practice lead at BRP in a statement. “As customer expectations have been reshaped by the digital retail experience, successful retailers have shifted their focus in the physical store environment.”

Retailers are modifying the technology used to identify customers in their stores by decreasing their use of mobile websites, which declined from 40% in 2017 to 28% in 2018, and increasing the use of Media Access Control (MAC) addresses as unique identifiers by 26%. Also on the rise are beacons (19%), and Bluetooth (16%). There will be continued increases in the use of beacon technology in the near future, according to BRP.

Read Full Article: 81% of retailers will use unified commerce platforms by 2020

Survey: 81% Of Retailers Will Deploy Unified Commerce Platforms By 2020

Retail TouchPoints – Retailers understand that gaps between shoppers’ personalized experiences online and in brick-and-mortar stores are problematic, and they are employing technology to satisfy consumers across every channel, at any time and via the method of their choosing.

Boston Retail Partners (BRP) identifies cloud-based unified commerce — the use of a single platform to support commerce for stores, mobile and the web — as the linchpin to competing in a fast-changing, omnichannel environment. In an online survey of 500 top North American retailers, BRP found that 28% of respondents have already implemented unified commerce, more than three times the percentage (9%) reporting that capability last year. By the end of 2020, 81% of retailers will have deployed unified commerce.

“Retail and customer engagement models must transform,” said Brian Brunk, Principal at BRP in a statement. Because legacy retail applications and infrastructure are not equipped for today’s requirements, “retail winners in 2018 and beyond need to accelerate the transformation to cloud-based unified commerce.”

Three Top Customer Engagement Priorities For 2018

In its 2018 POS/Customer Engagement Benchmarking Survey, BRP evaluated retailers’ progress in implementing technology solutions to meet customers’ ever-rising expectations. Retailers’ three top priorities for 2018 are:

  • Customer identification/personalization of the customer experience (62%);
  • Alignment of the customer experience across mobile apps and the web (54%); and
  • Empowering associates with mobile tools (51%).

Read Full Article: Survey: 81% Of Retailers Will Deploy Unified Commerce Platforms By 2020

Should Your Small Business Accept Mobile Payments?

Business News Daily – In the past few years, you may have noticed a new kind of credit card terminal at cash registers, one that customers wave their smartphones over. These new mobile payment systems that use NFC technology have been cropping up everywhere, with companies like Apple, Samsung and Google hoping to make their mobile phones a new replacement for your credit cards.

Since going online in 2014, Apple Pay has been available to the roughly 90 million U.S. iPhone owners, with alternatives made available to Samsung, LG and other Android smartphones. However, most smartphone owners have not been using these virtual wallets.

While using your smartphone to pay for groceries, gas and other goods hasn’t become as synonymous as using your debit card, consumers are still interested in the convenience of carrying their cards with them virtually in their phone. According to a Boston Retail Partners study, Apple Pay, the most popular mobile wallet is currently accepted by 37 percent retailers, with 40 percent planning on accepting it in the near future. Apple’s competitors aren’t far behind either.

The more retailers offer the option for contactless, mobile payments, the more consumers will realize that it’s a viable option for payment, and vice-versa – as confidence builds that their private information will be kept secure, consumers will drive demand for more vendors to provide NFC contactless readers at the register.

Read full article: Should Your Small Business Accept Mobile Payments?

Amid Disruptive Technology, Retailers Transform Operations

Convenience Store Decisions – As technology continues to bring disruptions and customer expectations change, retailers are evolving to keep pace with the times.

Disruption and adaptation are changing the customer engagement model and blurring the lines among retailers, brands and wholesalers. Online pure-plays are opening brick-and-mortar stores and traditional retailers are experimenting with new store models: stores as showrooms, theatre, distribution centers or pop-ups. To enable the new customer experience and support its rapid evolution requires a different technology approach.

According to the Boston Retail Partners (BRP) 2018 POS/Customer Engagement Benchmarking Survey, retailers recognize the urgency to transform their operations and 81% plan to have unified commerce within three years.

“Retail and customer engagement models must transform,” said Brian Brunk, principal at BRP. “However, the legacy retail applications and infrastructure still in place at many retail organizations are not properly equipped to support changing retail models and continuously evolving customer expectations. To meet the demands of their customer, the retail winners in 2018 and beyond need to accelerate the transformation to cloud-based unified commerce. Victory belongs to the agile.”

“As customer expectations have been reshaped by the digital retail experience, successful retailers have shifted their focus in the physical store environment,” added Perry Kramer, senior vice president and practice lead at BRP. “Customers appreciate personalized offers and recommendations when shopping online or via mobile, and now they expect the same personalization, or better, when they shop in a store. Understanding the importance of personalization, 62% of retailers indicate customer identification is their top customer engagement priority as they transform the in-store customer experience.”

To download the complete 2018 POS/Customer Engagement Benchmarking Survey, visit: https://brpconsulting.com/download/2018-pos-survey/.

Read Full Article: Amid Disruptive Technology, Retailers Transform Operations

BRP: Most retailers plan to have unified commerce within three years

Chain Store Age – More and more companies are pushing unified commerce strategies to the top of their “to-do” lists. According to Boston Retail Partners’ “2018 POS/Customer Engagement Benchmarking Survey,” 81% plan to have unified commerce within three years — a move that will help them evolve the customer journey —and associated expectations.

Disruption and adaptation are changing the customer engagement model and blurring the lines among retailers, brands and wholesalers. To stay relevant in this ever-changing landscape, retailers need a different technology approach to enable the new customer experience and support its rapid evolution requires.

“Retail and customer engagement models must transform,” said Brian Brunk, principal at BRP. “However, the legacy retail applications and infrastructure still in place at many retail organizations are not properly equipped to support changing retail models and continuously evolving customer expectations,” he added. “To meet the demands of their customer, the retail winners in 2018 and beyond need to accelerate the transformation to cloud-based unified commerce. Victory belongs to the agile.”

Read Full Article: BRP: Most retailers plan to have unified commerce within three years

Elevated Customer Expectations, Evolving Retail Models and Disruptive Technology are Driving the Need for Retail Transformation, According to BRP’s 2018 POS Survey

81% of Retailers Plan to Have Unified Commerce within Three Years

Boston, MA – January 10, 2018 – According to a new report from BRP, the customer journey and associated expectations continue to rapidly evolve – driving a major transformation in retail. Disruption and adaptation are changing the customer engagement model and blurring the lines among retailers, brands and wholesalers. Online pure-plays are opening brick-and-mortar stores and traditional retailers are experimenting with new store models: stores as showrooms, theatre, distribution centers or pop-ups. To enable the new customer experience and support its rapid evolution requires a different technology approach. According to the 2018 POS/Customer Engagement Benchmarking Survey, retailers recognize the urgency to transform their operations and 81% plan to have unified commerce within three years.

“Retail and customer engagement models must transform,” said Brian Brunk, principal at BRP. “However, the legacy retail applications and infrastructure still in place at many retail organizations are not properly equipped to support changing retail models and continuously evolving customer expectations. To meet the demands of their customer, the retail winners in 2018 and beyond need to accelerate the transformation to cloud-based unified commerce. Victory belongs to the agile.”

“As customer expectations have been reshaped by the digital retail experience, successful retailers have shifted their focus in the physical store environment,” added Perry Kramer, senior vice president and practice lead at BRP. “Customers appreciate personalized offers and recommendations when shopping online or via mobile, and now they expect the same personalization, or better, when they shop in a store. Understanding the importance of personalization, 62% of retailers indicate customer identification is their top customer engagement priority as they transform the in-store customer experience.”

Unified commerce is the key to this retail transformation. Critical to unified commerce are the four key pillars that we have identified to define the required customer experience: personal, mobile, seamless and secure.

BRP’s 2018 POS/Customer Engagement Survey of top North American retailers offers insights into retailers’ current priorities and initiatives as digital and physical retail environments converge to facilitate a seamless experience across channels.

The key customer experience trends driving today’s initiatives are:

Personal – Engaging the customer through personalization and relevance is the key to attracting and keeping customers.

  • 62% of retailers indicate customer identification is their top customer engagement priority
  • 83% will suggestive sell based on previous purchases within three years

Mobile – The pervasiveness and ease-of-use of mobile devices offers tremendous opportunities for retailers as the customer takes control of their own retail experience across channels.  

  • 62% plan to increase their use of mobile devices as the POS by the end of 2019
  • 42% will use customer-owned mobile devices as a point of sale within three years

Seamless – Customer expectations for a personalized and seamless experience require retailers to follow customers’ journeys across channels as they research, shop and purchase.

  • 81% plan to offer unified commerce by the end of 2020
  • 91% plan to offer order visibility across channels within three years

Secure – Today’s retail environment requires security beyond retailers’ current focus on payments and networks.

  • 91% will have end-to-end encryption (E2EE) by the end of 2020
  • 61% will offer a single token solution across the enterprise within three years

To download the complete 2018 POS/Customer Engagement Benchmarking Survey, visit:

https://brpconsulting.com/download/2018-pos-survey/.

The 2018 POS/Customer Engagement Survey platinum sponsors are Aptos and Cayan, and the gold sponsors are Diebold Nixdorf, ECRS, Fujitsu, Manhattan Associates, and PCMS.

About BRP

BRP is an innovative retail management consulting firm dedicated to providing superior service and enduring value to our clients. BRP combines its consultants’ deep retail business knowledge and cross-functional capabilities to deliver superior design and implementation of strategy, technology, and process solutions. The firm’s unique combination of industry focus, knowledge-based approach, and rapid, end-to-end solution deployment helps clients to achieve their business potential. BRP’s consulting services include:

Strategy | Business Intelligence | Business Process Optimization | Point of Sale (POS)
Mobile POS | Payment Security | E-Commerce | Store Systems and Operations | CRM
Unified Commerce | Customer Experience | Order Management | Networks
Merchandise Management | Supply Chain | Private Equity

For more information on BRP, visit https://brpconsulting.com.

Meet with BRP at NRF 2018

Consumers want a mobile, personalized experience that seamlessly spans the physical and digital worlds. The retailers that win will be the ones that can transform quickly to deliver what their customers now expect. Book a meeting with us to discuss how BRP and Windstream can help you accelerate your retail transformation and get ahead of rapid changes in the industry—before you get left behind.

Here's Why Apple Is Poised To Outperform

Seeking Alpha – Cupertino-based Apple (NASDAQ: AAPL) has a long history of topping Wall Street estimates and the iPhone maker is set to repeat it after the closing bell today. According to Zacks Equity Research, the iPhone maker is expected to earn $1.86 per share on revenues of $51.2bn in the fiscal fourth-quarter 2017, up from $1.66 per share on $46.6bn in the year-earlier period. iPhone shipments, which constitutes between 60% and 65% of Apple’s sales, are projected to reach 46.4 million units in the fiscal fourth-quarter 2017, backed by accelerating sales of iPhone in China. This represents a 2.1% increase from 45.5 million units shipped in the year-earlier period.

While iPhone continues to be the major driver of its top line, Apple’s services segment consisting of App Store, Apple Music, Apple Pay and other services has become a major growth catalyst with over 185 million subscribers. With the release of iOS 11, the company expects to pull in more revenues from its App Store during the quarter. Revenues from iTunes, software and services are expected to be $7.6bn in the fiscal fourth-quarter 2017, up a staggering 20.4% from last year. Additionally, Apple is witnessing strong demand for iPad among schools driven by the wide range of multimedia features of iOS applications focused on the education sector. For the fiscal fourth-quarter 2017, iPad shipments are expected to reach about 10 million units, up 7.4% from the last year.

The iPhone maker is also giving stiff competition to the online payment giant PayPal (NASDAQ: PYPL) in the digital payment space. According to a new research from Boston Retail Partners, 36% of North American retailers are accepting Apple Pay, more than any other payment method, and another 22% plan to accept the Apple’s payment solution within the next 12 months. On the other hand, PayPal is currently being accepted at about one-third of North American retailers, and that is expected to rise to more than half within the next year – yet still short to take the No. 1 spot. Total transaction value of US digital payments is forecast to hit $738.3bn in 2017 and is expected to grow at an annual rate of 12.8% to reach $1,194.4bn by the end of 2021.

Read Full Article: Here’s Why Apple Is Poised To Outperform

Retailers should strive for integrated payments that span all channels

IT News Africa – Over the past 20 years, disruptive digital companies have upended consumers’ expectations of the shopping and payments experience. It started in 1999 when Amazon patented one-click shopping and has evolved over the years into the invisible instant payments options offered on mobile apps such as Uber.

To keep up with the pace of innovation among digital giants and start-ups, retailers will need to start looking at how they can use new technologies to transform their in-store experiences.

The new holy grail for retailers is to offer a truly integrated payments experience that spans in-app, online and in-store payments. Yet most retailers still have a long way to go. Although 85% of retailers see integrated commerce as a top priority, only 18% have implemented an appropriate system, according to a 2016 POS survey conducted by the independent retail management consulting firm, BRP.

Read Full Article: Retailers should strive for integrated payments that span all channels