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The top 5 things to sell this year

April 30, 2013 by Corey King — Sales, American Bank Equipment

From late 2011 to 2012, there was no shortage of needs to fill for bank customers and their ATMs. ADA upgrades were hot and doing nothing was not an option — at least for financial institutions that cared about compliance!

So far, 2013 has had an unusual flow or "no flow" as I was told by one customer from Arkansas who is in between taking on different brands of ATMs to service. So the question of what to sell the remainder of the year and into 2014 is a good one. I'm going to list the top five worth consideration.

1. Automated deposit

If you haven't become experienced in automated deposit (e.g., check imaging, paperless deposit, etc.) you are missing the boat on what is needed, being requested, becoming affordable and available on almost every machine in the field that's ADA compliant.

The companies I see moving the most ATMs are those with clear plans to accommodate the growing wave of financial institutions that want and need this feature. As we move away from XP and towards Windows 7 software platforms, units with intelligent deposit will become an even more viable and affordable option.

2. Expanded sales and service options

If I had a dollar for every time a quality service company rep told me, "We want to start selling and servicing XYZ brand ATM but we are scared," I would be a very wealthy man! These comments come from very experienced sales reps and very experienced service reps — professionals who care about customers and are eager to do a great job.

Guess what? If your company and employees have traits like this, there is not oneATM brand you can't sell or service! Of course, you also need a plan, setup and parts supply but you can do it! The most successful companies I work with have a robust offering of products to sell and service, with great partners who help them to make sure they don't over-quote or over-commit.

3. EMV upgrades

I feel like there are new deadlines set or articles about EMV compliance every day. Every time I think I have it understood there is some wrinkle that I didn't catch before. Some end users I've talked to feel the same way!

Regardless of network deadlines, etc., the need to upgrade to EMV (e.g., smart card readers) is coming and is real. The costs are very affordable and process simple so this upgrade is key focal point with the best companies I work with who call on banks.

4. Core upgrades

One of the best things to come out of the ADA wave was the acceleration of PC processing speed. Along with this has come cool software features and options that only a few years ago seemed a bit "Buck Rogers-ish" (did I just date myself?)

Very soon, dual core processers and faster speeds will be the norm; today is right time to start upgrading or developing a plan. Just like dialup internet access quickly became dated, so are some of the CORES still in machines that were ADA upgraded a couple of years ago.

5. Onsite fascia refurbs

There is always a need to keep ATMs looking good and taking pictures to share with decision-makers can be a very powerful tool to do make sure they do! Admit it, many ATMs in the field are nasty, dirty and a poor representation of what the financial institution stands for. refurbing the fascia onsite is a great value-added option and service to offer!

What are your sales focal points and goals? What needs do you see that you could be serving? Those questions will help lay out the best plan to sell, sell, sell!

About Corey King

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Corey King works with American Bank Equipment "supporting companies that have boots on the ground." He has extensive experience working with and for ATM sales and service organizations and writes from a parts, machine, compliance and upgrade perspective.

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