HOSPITALITY
IS YOUR POINT OF SALE ON THE BALL?
HOW AN EPOS SYSTEM CAN GIVE YOUR CLUB’S MERCHANDISING A SPORTING CHANCE.
In many sports clubs and venues today, merchandising makes a
significant contribution to revenue and may even play an important
role in keeping things afloat. You probably have some kind of shop
on site where supporters and visitors can purchase products.
B
ut how good is your stock-keeping,
how good are you at projecting
demand, and can you price for the
best results? This article looks at how an
electronic point of sale (EPOS) system can
help provide a better return for your club -
and better service for your supporters.
Chris Barling is CEO of EPOS supplier
Actinic, who specialises in retailing systems for
smaller businesses.
www.actinic.co.uk
Chris Barling, CEO, Actinic.
An EPOS system is essentially a computerised
cash register that is used for the accurate taking and Actual savings depend on things like volumes of
recording of sales. The system scans the barcodes sales versus the number of different products, how often
on each product, displays the price and description you add new products, and how often you check stock.
on the screen and makes the appropriate charge. What equipment will I need?
Such a system can also keep track of your Most EPOS systems consist of a computer, software,
stock, raise replacement orders for stock sold, cash drawer, receipt printer, monitor, pole display,
generate detailed reports on your sales activity barcode scanner and an input device for data entry such
and work out profit margins. as a touch screen or programmable keyboard.
The benefits Purchasing an entire system from one supplier
Installing an EPOS system will do more than just bring will ensure all the components work together. A pre-
you up-to-date. It can deliver a range of tangible benefits: configured package will also save on the total cost
• Increase sales and cash flow and reduce compared with purchasing components individually.
inventory through better stock control. How easy is it to use?
• Save time and reduce errors by not having to Training and supporting staff can be a
maintain the pricing of items individually. significant overhead if the system is not intuitive
• Improve security and reduce losses from to use. Make sure you get a demo, but do also try
checkout fraud. the system for yourself before purchasing.
• Improve margins by identifying slow and What reports are included?
fast moving items and pricing them The system as supplied should deliver the
accordingly. information you most need for your particular
• Gain control and reduce paperwork with business. There will be an additional cost if you
detailed reporting. need extra reports developed afterwards.
For example, suppose stocks of last season’s football Is the system upgradeable?
shirts ran out within six weeks. You know that you under- Even if a single till is enough to begin with,
ordered, and now have to decide on the order level for the buy a system that can be expanded if you want to
next season. Do you know at what rate they were still add more tills, or open additional branches.
selling when you sold out, and how many more you How robust is the architecture?
could have sold if you had them? That’s the kind of Systems that depend on an internet connection will fall
question that an EPOS system was born to answer. over if your broadband link fails, and leave you unable to
There are a wide variety of systems available. process sales. Make sure the system is fail-safe, and that
As with any technical item, it’s easy to be mis-sold individual tills can continue working if there is a network error.
or over-sold because of the complexity. So here are Will it integrate with our online store?
some questions to ask an EPOS supplier, to help Even if your club does not allow orders to be placed
you choose the product that is best for your venue. online now, you may want to in the future. Not all EPOS
Key questions to ask: suppliers provide a single sales system for both physical
How much time could I save by using EPOS? and online shops. If they make the claim, ask to talk to a
real-life user to check how smoothly the integration works.
Finally…
Do bear in mind that your investment is not just
about the system itself but also about the support and
development of the software. So choose a provider
you will be happy to work with into the future.
FSA
Actinic
Tel: 0845 358 8739
www.actinic.co.uk
50 | FOOTBALL & SPORTS ARENA | September/October 2008
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