What are some common pitfalls VARs run into when selling/implementing bar coding solutions?
If you’re just trying to make a living selling hardware, it’s a tough market. You have to get involved in being a consultant. You need to bring total solutions to the table, which include software, setup, service, and media sales. Our best dealers are those programming solutions. They’re writing software with customers and, in many cases, creating stand-alone applications that tie a keyboard, scanner, and printer together. It’s good for companies because such solutions remove the need for a PC. It’s a profitable strategy for VARs because they can sell the printers for list price or above due to the added value.