THE CHALLENGE - A venture capital firm was looking to expand into the retail Electronic Point of Sale (POS) market. The client had an overall picture in mind of the market but wanted specific information and intelligence on the key market trends, drivers, and growth opportunities. The company also sought an extensive competitive analysis of the major manufacturers in the POS & kiosk space, a detailed pricing discussion, and an identification of the factors that determine customer purchasing decisions. The company was keen on investing in the POS market and sought Frost & Sullivan’s assistance in addressing these challenges.

THE PROCESS - The analysis of the POS terminals market consisted of extensive primary research with POS system vendors, Independent Sales Organizations (ISOs), processors, acquirers, and distributors. Secondary sources of research included trade publications, Internet sites, conference notes, newspaper articles, industry reports, and more. The Frost & Sullivan retail systems team also leveraged on its existing research database in the POS systems market and related areas to provide a well-rounded view of the marketplace.

Frost & Sullivan's research and consulting teams provided the client with a thorough analysis of the market in terms of technology trends, challenges, and drivers – covering all geographies. Separate sections were devoted to the hugely exciting markets of China and India. Detailed unit shipment and revenue data were provided for Magnetic stripe terminals, Smart Card Terminals, Wireless and IP-Enabled terminals. A SWOT analysis was done for all the major players in the market. Perceived strengths and weaknesses in their product offerings were identified by major industry verticals – Multi-lane retailers, Stand Alone merchants, and QSRs.

THE SOLUTION - As a result of the in-depth analysis, the client was able to successfully identify the technologies and companies having the best potential for growth. Today, the client is using Frost & Sullivan’s strategies and recommendations as an integral part of its investment initiatives.