Training Helps Reseller Offer New POS Solution

VAR Fiscal Systems Inc. (Madison, AL) provides integrated POS (point of sale) solutions for convenience stores, gas stations, truck stops, and travel centers, specializing in networking registers and other devices throughout multiple stores. It has installed a wide array of POS products for more than 20 years, but many of its customers have been interested in IBM Corp.'s (Armonk, NY) POS solutions. Without the resources or expertise to become an authorized IBM reseller on its own, Fiscal Systems turned to distributor Tech Data Corp. (Clearwater, FL).

"Our customers demanded products they knew and trusted from manufacturers such as IBM," says Tony Burks, director of sales and marketing for Fiscal Systems. Tech Data guided the company through the process of becoming an authorized IBM reseller, which will allow the company to satisfy its current customers while pursuing new opportunities as companies seek to upgrade existing POS systems.

Beginning in November 2003, Tech Data worked closely with Fiscal Systems for six months to ensure compatibility, create and test IBM POS solutions in the field, and design custom-configured solutions for Fiscal Systems' customers. The VAR also had access to Tech Data's dedicated IBM systems engineers throughout the entire process.

Fiscal Systems worked with Tech Data's POS/Data Capture business unit to become an IBM reseller. In addition, Fiscal Systems was able to benefit from Tech Data's established relationships with leading vendors. Now that Fiscal Systems is an authorized IBM reseller, it expects to phase in IBM's POS solutions over the next two years.