February 21, 2017

What your point of sale doesn’t and can’t do

Many of the leading point of sale systems for wireless dealers and cellular agents have commissions reconciliation modules and claim to handle it all for you. But there are several important things that these systems do not do. Think of it this way, your point of sale system is really like a cash register (ok, maybe that’s unfairly oversimplifying things, but you get the point). Today’s point of sales systems for the cellular industry are very powerful. But they are basically collecting static data.

Here’s what most of them do when it comes to commissions reconciliation:

  • Track all of your customer information (who they are, what they bought, rate plans and features they activated).
  • Allow you to import your monthly carrier commissions file and do a straight match against your point of sale data

Many cellular point of sale systems will also give you exception reports that certainly help you track down missing payments, and track sales personnel that may be gaming the system.

But as I’ve said already, these systems are static. They do not account for the dynamic nature of the wireless business. For example, customers changes ESNs, they change mobile numbers and they change rate plans. All of these changes can throw off your POS systems straight matching system.

Additionally, most cellular point of sale systems do not help you in any way to manage your disputes with your carrier. This can be a complicated process as sometimes disputes can go back and forth multiple times.

There are other areas that point-of-sale commission reconcilation modules can fall short on. These include:

  • Invalid chargebacks (identifying chargebacks you were never paid on in the first place)
  • Incorrect payment amounts (so you got paid, but was it the right amount?)
  • Income lost from missed tiers and volume incentives (a missed payment could impact a volume tier)
  • Residuals

The cellular commissions reconciliation process is a complicated and ever changing one. Knowing the tricks of the trade can make you money.


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