Thinking about how to become an EPOS reseller? Good timing. Every shop, café and hotel needs a till, and most of them want a local expert they can call when something goes wrong. We’ve helped resellers get started for over twenty years, and this is the advice we give every one of them.
EPOS is one of the most resilient corners of the UK technology market. Every café, restaurant, shop and pharmacy needs a way to take payments, manage stock and report on sales, and most replace or upgrade their systems every few years. That makes EPOS reselling an attractive business for IT companies, installers and sales professionals. This guide explains how to become an EPOS reseller in the UK and how to build a business that customers stay with.
What does it mean to become an EPOS reseller?
An EPOS reseller sells, installs and supports complete point-of-sale systems for retail and hospitality businesses. Rather than manufacturing hardware or writing software, the reseller brings the pieces together, configures them for each customer and provides the local support that keeps them trading. The best resellers become a trusted long-term partner to their customers.
Step 1: Choose your market
Most successful resellers specialise. Hospitality, retail, pharmacy, leisure and education each have different workflows and software needs. Specialising lets you learn one market deeply, build referrals and speak your customers’ language. Our hospitality and retail pages show how needs differ between sectors.
Step 2: Partner with an EPOS software house
The software is what your customers interact with every day, so choose it carefully. Look for a software house with a strong reseller programme, good training, reliable updates and fair dealer terms. Many UK hospitality resellers work with ICRTouch, which has a long-established dealer network.
Step 3: Choose a hardware range and a distributor
Hardware is where many new resellers make or lose money. Customers judge your system by the till on their counter, and a faulty terminal reflects on you, not the manufacturer. Choose a hardware brand that’s:
- Built for commercial use with sealed, robust designs
- Supported by your software, ideally with formal accreditation
- Available from UK stock so installations aren’t delayed
- Broad enough to grow with you, covering fixed tills, mobile EPOS, kiosks and kitchen displays
Buying through a specialist EPOS distributor rather than direct from overseas gives you local stock, trade pricing, technical support and help with configuration. B-Spoke Systems is the HiStone distributor for the UK and Ireland and supports resellers across both markets.
Step 4: Protect your margins
EPOS margins come from three places: hardware, software and recurring support. To protect them:
- Standardise on a hardware range so you buy efficiently and need fewer spares.
- Sell support contracts that give customers peace of mind and give you recurring revenue.
- Avoid racing to the bottom on price. Customers value reliability, fast response and expertise more than a small saving on the till.
- Use pre-configuration so your engineers spend less time on site.
Step 5: Build your installation and support process
A smooth install is your best marketing. Agree menus and product files before the visit, have hardware imaged and tested before it ships, and train staff properly. B-Spoke Systems can image, configure, test and asset-tag HiStone terminals before dispatch, so units arrive ready to deploy.
Step 6: Market your business
Start with a clear website showing your sectors, case studies and the hardware you supply. Attend trade events, build relationships with local accountants and shopfitters, and ask happy customers for referrals. Many HiStone resellers bring prospective customers to our UK showroom to see and test hardware before they buy.
Common mistakes new EPOS resellers make
- Selling hardware the software doesn’t fully support
- Mixing too many hardware brands and models
- Underpricing installation and support
- Holding no spares for fast replacements
- Relying on a single large customer
How B-Spoke Systems supports new and growing resellers
Since 2003 B-Spoke Systems has supported EPOS resellers with hardware, stock and technical expertise. We were named Technology Partner of the Year 2024 at the ICRTouch iTouchie Awards and have held ISO 9001 accreditation for two decades. As a HiStone partner you get trade pricing, UK stock in Leicester, pre-configuration, marketing material and a dedicated partner portal for orders, downloads and support.
Frequently asked questions
Do I need technical experience to become an EPOS reseller?
Some technical knowledge helps, but most software houses and distributors provide training. Many resellers start with an IT or sales background.
Do I need to hold hardware stock?
Not necessarily. Working with a UK distributor that holds stock means you can order as projects are confirmed.
How do I become a HiStone reseller?
Visit our HiStone reseller page or call 0116 260 3100 to talk about trade terms.