Most Point of Sale applications today handle the basic tasks of recording sales, reducing inventory, printing invoices and maybe even updating your general ledger. So how do you choose between them?
As technology has evolved, the most significant factor is not whether the software can handle basic book keeping tasks, but whether it gives your sales staff the tools to increase sales and profits at the counter.
How can your software help you increase sales? Many sales people fall into the trap of selling based on price, instead of value. “I can match that price” is a consistent message given to customers because sales people often don’t have the tools to help them compete in other ways.
Instant access to valuable information can change that. Imagine your sales people being able to quickly retrieve not just the price of a tire, but a picture of the tread pattern, the technical specifications, and even the features and benefits. This allows them to literally turn the screen towards the customer, show them this information and sell them tires that meet the customer’s driving needs instead of simply selling them the least expensive tire that fits their vehicle.
In addition, your POS software should give your sales people other tools to help your profitability. Being able to sort inventory by gross profit allows them to sell the most profitable tire, while flagging certain items guides them toward selling the tires you want them to sell.
Other POS features that can help you increase profits include automatic add-ons, like valve stem, balancing and tire protection plans. This capability “assumes the sale,” and can increase profits substantially. You should also have the capability to note declined sales opportunities, and prompt the sales person for that opportunity the next time the customer visits your store.
Many businesses hesitate to change their software because they have the “If it’s not broken, don’t fix it” mentality. The proper way to look at it is not whether it’s broken, but whether you are missing out on sales and profits because your sales people don’t have the proper tools at the counter.
