Sam4s | ER-285M | Marketing SAM4s ER-285M Integrated Payments

Marketing SAM4s ER-285M Integrated Payments
SAM4s Integrated Electronic Cash Registers (ECRs)
Marketing the
SAM4s ER-285M
Integrated Payment Solution
A salesperson’s guide to successful SAM4s ER-285M Installations. Provides
a basic overview of the electronic cash register (ECR) and point of sale (POS)
marketplace. Introduces the SAM4s ER-285M electronic cash register and
ECR-based integrated payment systems. Includes an introduction to features,
benefits, merchants to target, markets to avoid and a comprehensive glossary
of ECR and retail terminology
Subject to change without notice
2010, Cash Register Sales, Inc.
Contents
Introduction
3
Selling Integrated Payments Successfully ................................................................................. 3
More Information ........................................................................................................ 3
A Snapshot of the Retail Technology Market
4
A Spectrum of Merchant Solutions: ECRs to PC POS.............................................................. 4
Focusing on ECRs: Features & Price Points ............................................................................ 5
What Does this Knowledge Mean to You? ................................................................. 6
Why Merchants Choose Mid-Price ECRs ................................................................................. 7
SAM4s ER-285M Best Applications .......................................................................... 7
Avoid Pitfalls: Learn the Limit of Standalone ECRs................................................................. 8
Introducing Integrated Payment Systems
9
A Typical Small Merchant Payment Solution ........................................................................... 9
The Integrated Payment Opportunity ...................................................................................... 10
What are integrated payment systems? ..................................................................... 10
When did they become available?............................................................................. 10
Why are integrated payment systems marketable?.................................................... 10
Advantages of Integrated Payments ........................................................................................ 11
An ECR Tutorial
13
How ECRs are Typically Sold & Installed .............................................................................. 13
ECR Hardware Features & Benefits........................................................................................ 14
Cash Drawers ............................................................................................................ 14
Different Types of ECR Printers ............................................................................... 14
Displays..................................................................................................................... 16
Keyboards.................................................................................................................. 16
Keyboards.................................................................................................................. 17
Key Lock ................................................................................................................... 17
Peripherals & Options ............................................................................................... 18
Building, Maintaining and Deploying your Item File ............................................... 22
Scanning & Inventory Control .................................................................................. 22
Programming SAM4s ECRs: Adding Layers of Value........................................................... 23
ECR Software Features and Benefits....................................................................................... 24
Breaking Down Item & Category Sales Information ................................................ 24
PLUs (Code Entry PLUs).......................................................................................... 25
Automatic Tax Calculation........................................................................................ 26
Reporting Groups ...................................................................................................... 27
Handling Mistakes and Corrections .......................................................................... 27
Features for Security and Control ............................................................................. 28
Features for Accuracy and Convenience................................................................... 29
ECR Reports.............................................................................................................. 32
Marketing SAM4s ER-285M Integrated Payments
 i
Selling ECRs to Restaurants ....................................................................................................33
Restaurant Applications for the ER-285M ................................................................33
Summary
35
Meeting Merchant Expectations ..............................................................................................35
Glossary of Cash Register Terms ............................................................................................36
SAM4s ER-285M Application Test.........................................................................................44
SAM4s ER-285 Fitness Questionnaire......................................................................44
SAM4s ER-285 Fitness Questionnaire......................................................................45
Scanning Questionnaire.............................................................................................46
Food Service Questionnaire ......................................................................................46
Testing Your SAM4s ER-285M Knowledge...........................................................................47
ii  Introduction
Marketing SAM4s ER-285M Integrated Payments
Introduction
Selling Integrated Payments Successfully
The SAM4s ER-285M is a complete payment processing system for small merchants that integrates
payment processing services with a powerful general purpose electronic cash register (ECR).
This guidebook is written for entry-level ECR salespeople who are not familiar with the marketing,
installation or use of ECRs, whether traditional ECR/POS resellers, or alternative ECR channels
such as Independent Sales Organizations (ISOs) and merchant level salespeople (MLS). Read the
guidebook carefully to learn where SAM4s ER-285M fits in the spectrum of ECR and point of sale
(POS) products, and how the SAM4s ER-285M will help your client merchant process all types of
sales, secure their hard-earned revenue from theft and fraud, and collect business intelligence that
will drive their success.
The SAM4s ER-285M is a powerful, small, multi-use ECR. The ER-285M can be deployed
successfully in many merchant locations, but it is clearly not a “one-product-fits-all-merchants”
solution. When merchants clearly need more than the SAM4s ER-285M can deliver, consult with
your integrated payment program specialist to discuss other options.
After reading this guide go to “Testing Your SAM4s ER-285M Knowledge” on page 47 and short
complete a short assessment to reinforce your knowledge.
More Information
Visit the CRS website public showroom at www.crs-usa.com to access brochures and marketing
materials.

The SAM4s ER-285M page is at: http://www.crs-usa.com/ER-285M.asp

The SAM4s ER-285M brochure can be viewed at:
http://www.crs-usa.com/images/pdf/bro-er285m.pdf
Marketing SAM4s ER-285M Integrated Payments
Introduction  3
A Snapshot of the Retail
Technology Market
A Spectrum of Merchant Solutions: ECRs to PC POS
Price Point
$99 to 2K
Sources:
 Internet
 Office
Superstore
 Sams Club,
Costco
 Specialized
ECR &
POS
Dealers
Typical Users
 New, Small &
Ethnic
Merchants
 Independent
Merchants of
All Types
Price Point
$1.5K to 4K
per station
Sources:
 POS Dealer
 VAR
 Internet
Dealer
 DIY
 ISO
 Office
Superstore
Typical Users
 Independent &
Franchise
Restaurants,
 Fine Dining
 Bars
 Casual Dining
 Quick Service
ECRs
From Simple Low Cost
Registers to Highly
Programmable
Proprietary Terminals
Restaurant POS


Hardware: Open Architecture or
Proprietary Touch Terminals
Software: Aloha, Micros, Digital
Dining, Radiant Maitre’d, ASI,
Positouch, Future POS, Aldelo,
PC America, many others…
Retail POS


Hardware: IBM, NCR, Fujitsu,
Dell, HP, others
Software: Proprietary, Epicor,
IBM, SAP, Oracle, NCR,
Microsoft, Quickbooks, many
others
4  A Snapshot of the Retail Technology Market
Price Point
$3K and up
per station
Sources:
 VAR
 Direct
 In-House
IT
 ISO
 HP/Dell
 Office
Superstore
Typical Users
 Big Box
 Department
 Apparel
 Grocery
 Specialty/Vertical
s (Salon, Video,
Auto Parts, etc.)
Marketing SAM4s ER-285M Integrated Payments
Focusing on ECRs: Features & Price Points
Low Cost ECR
Profile





Mid-Price ECR
Profile




Advanced ECR
Commercial-Grade
Components
Serviceable
Very Programmable
Some Optional
Peripherals
Profile



ECR Based POS
Consumer-Grade
Components
Limited Serviceability
Simple Programmability
No Optional Peripherals
Limited Security
Larger Operator
Screens & Touch
Screens (Hybrid)
Very Programmable
Full Complement of
POS Options &
Peripherals
Profile






High Grade
Components
Touch Screens
Highly Programmable
Can be Networked
Full Range of POS
Options
Rivals PC/POS
Examples
Sharp XE-A102
Casio 140CR-SC
Royal 110DX
Street/Internet Price
$92 (K-Mart)
$99/$90 (Internet)
$149/$93 (Internet)
Examples
Sharp ER-A520
Casio TK-1550
SAM4s ER-285M
SAM4s ER-5200M
SAM4s ER-650
Royal Alpha 9500ML
Dealer $
$799
$449
$419*
$729
$649
Internet $
$419
$365
N/A
N/A
N/A
$249
Examples
SAM4s SPS-5x0
Casio TE-3000
Sharp ER-A530
Datasym XR-650
Dealer $
$1049
$979
$900
$1500
Internet $
N/A
$665
$500
N/A
Examples
Casio QT-6100
Sharp UP 810F
SAM4s SPS-2000
Dealer Price
$1699 (Dealer)
$1549 (Dealer)
$1999 (Dealer)
* Dealer pricing does not include programming, installation, training service provided by the dealer.
These services are typically available at additional cost. Internet resellers do not typically offer
programming, installation or training services.
Marketing SAM4s ER-285M Integrated Payments
A Snapshot of the Retail Technology Market  5
What Does this Knowledge Mean to You?
Low Cost ECR
Help Merchants avoid
choosing from this class
of ECR. If already in
place, they often can be
returned, no questions
asked.
Mid-Price ECR
The SAM4s ER-285M is
one of the strongest
competitors in this class of
general purpose ECRs.
Advanced ECR
Be aware of more
advanced ECRs available
from ECR resellers.
Models such as the
SAM4s SPS-500 fit more
demanding applications,
and offers networking
where multiple ECRs are
needed.
ECR Based POS
Be aware of more
advanced ECRs available
from ECR resellers. The
SAM4s SPS-2000 works
well for Quick Service
franchises such as KFC
and Dairy Queen, also
other demanding food
service and retail
merchants.
6  A Snapshot of the Retail Technology Market
Marketing SAM4s ER-285M Integrated Payments
Why Merchants Choose Mid-Price ECRs
1. System cost is a primary consideration.
2. Store volume does not allow the merchant to cost justify a more costly point
of sale solution.
3. Transactions are usually simple and uncomplicated.
4. Most sales are processed at one checkout location. (Single lane stores).
5. Mass Channel ECR is inadequate: Merchant needs a better solution.
SAM4s ER-285M Best Applications
Small Quick
Service
Restaurants
Kisoks/Food Stands/Concessions Where Menus are
Limited and only a few items are tracked
Bars/Taverns
Neighborhood Bars - Cash Bars & Bars that Run Tabs
(Soft Checks) with Limited Food: i.e. Pizza, Burgers,
Snacks
Family Restaurants Where Tabs/Tickets are Handwritten: Ideal Cashier
Station Register.
Specialty Food
Small Ethnic Markets/Meat/Produce/Deli
Note: Optional Scale to Sell by Weight
Used Merchandise
Dollar Stores/Consignment Shops/Closeout Stores
Micro-Retail
Very Small Retail Units/Flea Markets/Street
Vendors/Mall Kiosks
Services
Medical/Dental, Personal Care, Salons, Barbers
Ticket Sales
Theaters, Amusement Parks, Conventions, Events,
Pro Shops, Carnivals, Festivals
Beverages
Very Small Beer/Beer&Wine/Beverage Stores
Gas/Convenience
Small Independent Stores
Marketing SAM4s ER-285M Integrated Payments
A Snapshot of the Retail Technology Market  7
Avoid Pitfalls: Learn the Limit of Standalone ECRs
No Inter-Register Communication (IRC), Networking, or Consolidation
When multiple standalone ECRs are deployed, sales, reporting, reconciliation and programming is
done independently at each register.
1. If multiple ECRs are used, merchants must manually add sales reports from each register to
compile store sales.
2. Where presets or PLUs are used, prices must be changed independently at each register,
and items maintained at each register. (Note: As you read on you will learn the ER-285M
provides features that can help merchants manage large PLU files, including SD memory
card for saving/loading programs and a PC Utility.)
No Communication
Register #1
Register #2
Caution: Applications Where Standalone ECR
Performance is usually insufficient…
 Big Applications: Department/Grocery/Drug Stores
 Sit Down Restaurants/Bars where food orders are
“prechecked” by different servers kept on tabs and
paid at a different station.
 Applications where item files are huge, i.e. auto parts
and where vendor relationships require specific
communications.
 Where specific PC Applications do a much better job,
i.e. delivery databases, calendar/scheduling
applications, petroleum stores with pump interfaces, &
others.
8  A Snapshot of the Retail Technology Market
Marketing SAM4s ER-285M Integrated Payments
Introducing Integrated Payment
Systems
A Typical Small Merchant Payment Solution
1. Low-Cost ECR purchase from Office Superstore or Internet is used to add items and
record cash and check transactions.
2. ISO/MLS supplied standalone payment terminal processes electronic payments.
Advantages
Disadvantages
Inexpensive
Slow--Not Built for Quick Service
Easy to Buy
Double Entry Facilitates Errors & Fraud
Produces 2-Different Receipts
2-Sets of Supplies Needed
Must Match Totals Every Day!
Poor Choice for Absentee Owner
Provides Minimal Business Intelligence
Note: The best prospects for a SAM4s ER-285M Integrated Payment System are
merchants that are ready to choose, or have already chosen a non-integrated low
cost solution.
Sales Tip: ECRs purchased from mass merchants can usually be returned-no
questions asked.
Marketing SAM4s ER-285M Integrated Payments
Introducing Integrated Payment Systems  9
The Integrated Payment Opportunity
What are integrated payment systems?
An integrated payment system is a single point of sale device that handles traditional cash
payments, as well as electronic payment transactions.
When did they become available?
Integrated payment systems have been available for many PC based systems and sophisticated
ECR systems since the 1980’s. Standalone electronic payment terminals have dominated the low
end of the payment market. The development of affordable integrated payments for basic electronic
cash registers has been evolving over that last few years.
Why are integrated payment systems marketable?
Given market acceptance of cheap, throwaway cash registers, why are more expensive integrated
systems marketable?
1. The Merchant Wins

Tangible benefits, primarily speed and security for the merchant.

The mass market is not effectively serving the needs of independent merchants. Many
merchants value the personal attention and expertise of a professionally installed and
supporte system.

One stop Support: only one call needed for service or support.

Financing available through a payment processor means merchants can choose better
systems with limited or no cash upfront.

High Quality, serviceable equipment lasts longer.
2. The Provider Wins

Once deployed, it is more difficult to change processors on an integrated system. The sales
agent will retain a portfolio of processing merchants for a longer period of time.
10  Introducing Integrated Payment Systems
Marketing SAM4s ER-285M Integrated Payments
Advantages of Integrated Payments
1. Buy One Device; Not Two
 Save on Service, Lease, Maintenance,
Supplies
2. Avoid Security & Fraud Issues
 Uncontrolled Returns and Voids
 Double Entry Errors
 Undercharges
3. Process Customers Faster!
4. Accept All Payment Forms at the ECR
 Credit
 Debit
 Gift
5. Choose Dial, Fast IP, or IP with Dial Backup
Connections
6. Merchant Avoids Pitfalls of DIY
 Wrong Model Selected
 Improper Setup/Program
 Features Not Used/Under Utilized
 Solution is Fixture—Not System
 Poor Use of Time and Resources
7. Merchant gets SPITSS
 Survey: Business Issues are Identified and
Resolved
 Programming
 Installation
 Training
 Support
 Service
8. Commercial Grade Equipment
 Heavy Duty
 Full Size
 Serviceable, Not Throw Away!
 Not just adding machine on drawer (AMOD)
 Supports Peripherals
Marketing SAM4s ER-285M Integrated Payments
Use one Device
Accept Electronic Payments
Fast IP Processing Available
Introducing Integrated Payment Systems  11
An ECR Tutorial
How ECRs are Typically Sold & Installed
If you’re new to the ECR business, a bit of background might be useful. (The value of dealing with
a local, professional dealer might not be clear until the merchant has a bad experience with a mass
channel purchase…)
Historically, cash registers were sold directly by the manufacturer (such as NCR) or by authorized
dealers. In the 1970’s and 1980’s , when electronic cash registers were first developed and
became popular, distribution of ECRs expanded to a larger network of office products resellers--in
addition to the established dealers. Under this distribution model, merchants relied on the dealers
for professional advise, high-quality equipment, programming and installation services, on-site
service, support, maintenance, and supplies.
The Mass Channel
Technology and competition increased features and reduced
New, ethnic, and Gen X
prices dramatically. Many merchants find basic ECRs at mass
merchants may be totally
market outlets, office supply superstores, catalogs and the
unfamiliar with traditional
Internet. Typically, ECRs are not friendly or easy to program,
ECR distribution and may
with manuals written for experienced installers. While some
see the mass channel or
merchants can adapt to the do-it-yourself approach, others
Internet as the only source
don’t and either require professional assistance or just return
for ECRs.
the ECR to the mass merchant. Service is generally
impractical and unavailable for low-end ECRs, thus they have
become disposable. The mass channel sells over 100K ECRs annually in the USA.
The Reseller Channel
ECR and POS dealers continue to service merchants with more sophisticated needs and are willing
to pay for professional support. Availability of ECRs through the dealer channel varies. Some
resellers have abandoned even mid-cost ECRs as unprofitable and have stopped offering them, in
favor of high cost, more sophisticated solutions. However many resellers continue to offer ECRs in
addition to other POS systems.
SAM4s Dealer Channel
CRS, Inc., of St. Paul, Minnesota, imports and distributes SAM4s ECRs. CRS maintains a network
of both “dealer line” and “open line” dealers. “Dealer Line” dealers are authorized to sell
sophisticated SAM4s ECRs; “Open Line” dealers sell basic SAM4s ECRs. CRS selects dealers
that represent a specific geographic territory and provide traditional ECR related services, including
sales, support, service and supplies. SAM4s dealers may or may not represent other ECR brands
and point of sale products. In smaller markets, dealers might also represent other office products,
restaurant products and/or security services. Over 1000 dealers are authorized to sell SAM4s. If
needed, your integrated payment program support representative can contact CRS at 800 3334949 to locate resellers in specific locations.
Marketing SAM4s ER-285M Integrated Payments
An ECR Tutorial  13
ECR Hardware Features & Benefits
Not all ECRs are the same. Closer inspection of hardware and features (software) uncover the
benchmarks you can use to evaluate the quality and expected performance of an ECR. There is a
wide range of technology and quality available among low-cost to mid-price ECRs. With a little
knowledge, you can help your merchant client select the best quality and make a good buying
decision.
Cash Drawers

The most obvious feature of the cash
drawer is capacity. Does the drawer
provide the necessary storage for bills,
coins, coin rolls and other media?

Construction—High-quality cash
drawers are built with high-impact
plastics. Look for steel drawer guides
and ball-bearing rollers for durability
and serviceability.

Removable drawer inserts allow you to
quickly change employees or shifts
and remove the till to store in a safe,
office or other secure place.

Drawer Locks allow manual locking and/or
emergency release of the drawer.

Media slots provide a place to insert and
store credit slips or large bills without
opening the cash drawer
The SAM4s ER-285M Cash Drawer features
moveable coin and bill dividers, coin roll
storage, media slot/storage, and a lock to
release or lock the drawer
Different Types of ECR Printers

The least expensive print technology
provides a calculator-style printer that
can print only numerals (not alphanumeric characters). The inking pad or
ribbon must be replaced when print
intensity diminishes. These receipts
provide little useable information for the
customer.

The next level of printer is an impact (or
dot-matrix) style printer. These printers
can print numerals as well as alphanumeric descriptors or messages that
can be programmed into the register. A
replaceable ink ribbon is used.
14  An ECR Tutorial
Basic
Better
Calculator-Style
Numeric Print
ECR-Style
Alphanumeric Print
Marketing SAM4s ER-285M Integrated Payments
SAM4s ER-285M Thermal Print
Thermal printers can generate a receipt much faster than an
impact printer (depending upon the model, up to 6 times
faster.) In addition to alpha-numeric printing, some ECRs
with thermal printers can print images for logos and or
coupons. Thermal paper is more expensive, but there are
no ribbons to replace. Thermal printers tend to be more
reliable and longer lasting, but archived thermal print tends
to deteriorate over time.
Best
SAM4s ER-285M
Receipt Sample with
alphanumeric print
and logo image
printing at top and
bottom of Receipt
Journal Printing or Electronic Journal
Some mid-priced ECRs and most older-style cash
registers provide separate printers for both receipts and a
sales journal (also referred to as a detail-tape).
Traditionally, merchants would keep the sales journal for
reference if it was necessary to verify a sale by transaction
number, date, if it was necessary to recreate sales totals,
if the register failed, or if it was necessary to provide sales
details in case of an audit. Most likely, old journal tapes
were tossed in a box for storage and never needed or
used.
Today, the journal printer, which adds significantly to the
acquisition and operating costs of a register, is easily
replaced by electronic data storage. Most systems, even
expensive PC-based systems do not print a traditional
sales journal – for business records, a copy of daily
financial summaries is usually all that is needed. Like
Traditional ECR with separate
some of the more expensive POS systems, the SAM4s ERReceipt and Journal Printers
285M has the capability of storing the sales journal in
(SAM4s ER-5215M)
memory. The electronic journal can be reviewed and
discarded, saved to an SD card or polled by a PC for archival.
When ECR memory reserved for electronic journal is full, current records are saved and old data is
discarded.
Electronic journal is cheaper, it saves space and paper costs, and it’s easily searchable if detailed
sales information is needed for any reason.
Marketing SAM4s ER-285M Integrated Payments
An ECR Tutorial  15
Displays
Operator Display

The least expensive display technology is a numeric
calculator-style display.

Better ECRs provide a display that allows the operator
to view alpha-numeric descriptors and messages. For
example, when the operator registers an item, they
can see both the name and the price of the item. If an
error is made, the display may describe the error,
rather than just provide a generic “error”.

The display might provide only one line of information,
two lines, or an LCD display may provide multiple
display lines for the transaction.
One-Line Numeric Display
2-Line Alphanumeric Display
(SAM4s ER-285M)
8-Line LCD Screen Style Operator
Display (SAM4s SER-7000)
Customer Display

Some ECRs provide a built-in rear display so the customer can monitor the prices of items as
they are entered, and easily view the sale total.

On some ECRs, the rear display can pop-up and/or rotate to fit the sales environment.

Some ECRs offer optional customer displays that can be mounted remotely.
Optional Graphic
Display Connects
by RS-232C Port
16  An ECR Tutorial
Optional Pole
Display Connects
by RS-232C Port
SAM4s ER-285M Standard Rear
Display
Marketing SAM4s ER-285M Integrated Payments
Keyboards
Most ECRs offer one of two technologies:

Traditional raised (keyboard-style) keys, or

Flat, spill resistant keyboards.
Raised keys should have removable caps so that
the merchant or installing dealer can insert a
paper legend describing the item or function of the
key (very inexpensive registers don’t do this).
Flat keyboards work for most environments. It
is easier to make a legend key sheet and
insert under the silicone overlay. The register
is protected from spills and other environmental
damage.
Traditional Raised-Key Keyboard
(SAM4s ER-350)
SAM4s ER-285M Flat
Spill-Resistant
Keyboard. Easy-tochange Key sheets
are inserted under a
protective silicone
overlay.
Key Lock
A traditional ECR has a set of keys to operate the register, access
Reg(ister), X (readings), Z (reset reports), VOID, and program functions.
For security and control, selected functions can be designated as
manager controlled functions. In order to perform a manager-controlled
function, the control lock must be set to the ‘X’ key position. Control is
maintained by distributing keys only to authorized personnel.
Some very inexpensive registers only provide a function switch and forgo
any security.
Marketing SAM4s ER-285M Integrated Payments
An ECR Tutorial  17
Peripherals & Options
Two RS-232C ports are available for additional peripherals on the
ER-285M. Selling peripherals adds value to each sale, and helps
build a consultive relationship with the merchant.
Point Of Sale Scales Increase Speed and Accuracy
Produce, meat, deli, cafeteria, coffee, candy, nut, pet, health
CAS PD-II 60lb
food and many other merchants sell product by weight. When the
Interface Scale
scale is connected to the ECR, the operator does not need to enter
the weight—the weight is automatically sent from the scale. This results in faster, more accurate
transactions. In addition, the ECR will accumulate the total weight sold for each separate item,
provide weight-sold totals that allow accurate inventory management. (Approximate retail cost of
the CAS PDII is $599.)
Important note about scales: Consult with your integrated payment program representative
before proposing a scale to a merchant. Although the merchant is ultimately responsible for scale
law compliance, the scale installer should be familiar with federal and state regulations regarding
ECR and scale installations. Scale installers should be authorized by local authorities to calibrate
and place scales in service.
Coin Dispensers Can Easily Pay for Themselves
Improve transaction speed and eliminate both unintentional and intentional
cashier errors. (Approximate retail cost of the Telequip T-Flex is $1499.)
Telequip’s Alan Burt provides some compelling data about the value of coin
dispensers…
Controlling Errors
“There are a variety of reasons accidental shrink can occur, including
employees who may be frazzled by long lines at the checkout, distraction,
limited math skills, and intentional deception by a customer or even because
bills and coins are placed in the wrong section of the cash drawer.”
Controlling Theft & Shrink
Telequip T-Flex
Coin Dispenser
“The impact of a coin dispenser on a quick service restaurant’s
shrink problem should not be underestimated. With the coin cup facing the customer, the cashier
does not handle the coin going to the customer, making it difficult for the cashier to substitute a
different amount of change in an attempt to short-ring an order.”
How Speed Builds Revenue
“Consider the real-life example of a major sandwich chain that installed just one coin dispenser. The
increased transaction speed (an average of 5 to 10 seconds shaved off each transaction) has
allowed the establishment to handle 20 more customers per day - five extra customers per peak
hour. This translated to an increase in revenue per day of $118, and just over $3500 per month.
Gross profit per month jumped by $1237, or almost $15,000 per year. Even more impressive is the
fact that, at a cost of approximately $1000 for the dispenser, the product paid for itself in under a
month. So, in addition to speeding up the service of a QSR that thrives on speed, as well as putting
– and keeping - more money in the store’s proverbial pocket, the cost of the dispenser was negated
almost immediately.”
18  An ECR Tutorial
Marketing SAM4s ER-285M Integrated Payments
Remote Pole Displays Build Customer Confidence,
Keep Fraud in Check
A strategically placed display allows customers (and managers) to monitor
each item as it is entered, insuring that both the item and the price are
correct. The sale total is then displayed so that the customer is prepared
to make the appropriate payment.
By keeping each item of each transaction in public view, you limit the
opportunity for under-rings, over-rings and other fraudulent cashier
activity. (Approximate retail cost of the ICD 2002 Pole Display is $299.)
Kitchen Printers Insure Accurate Prep & Eliminate Waste
Kitchen printers have been an essential part of big POS systems for
years, delivering requisitions to kitchens, bars or preparation areas. For a
fraction of the cost, the SAM4s ER-285M delivers the same benefits—
which means that smaller restaurants can get the big benefits without the big investment. (Thermal
printers such as the SAM4s Ellix 20 range in price from $299 to $499.)
Visualize the take out restaurant that you frequent—maybe a Chinese take out. After writing up
your order on a ticket, the clerk hollers your order to the kitchen---why is the kitchen printer system
better?
1. Speed: Don’t waste time buzzing back-and-forth to
the kitchen. Help the next customer immediately.
2. Accuracy: You don’t need to rely on the memory of
the cook, if it’s entered correctly, it will get prepared
correctly. There will be fewer wasted orders.
3. Control: If it’s entered in the cash register, the
merchant is getting revenue for every item
prepared in the kitchen. The clerk can’t give
sweetheart deals to himself or his friends.
SAM4s Ellix 20
Printer for Kitchen
4. Customer Satisfaction: Customers come back when they experience fast service without
mix-ups.
Video Requisition Screens Deliver Paperless Requisitions
Display rather than print kitchen requisitions.
Video is commonly used in large quick service restaurants. It’s
paperless and designed for fast paced prep and production
stations. (The EPAD controller retails for about $1299 without
monitors and mounting brackets.)
Sample of Video
Screen from the
E-PAD Kitchen
Video System
The E-PAD is a PC that
routes requisitions
from the ECR to the
Monitors and provides
enhanced reporting
Marketing SAM4s ER-285M Integrated Payments
An ECR Tutorial  19
Access Business Intelligence with a PC Connection
SAM4s provides a PC Utility for
the ER-285M. Run this utility on
your PC, connect the cable to
the ECR port, and the merchant
can easily access reports or
make program changes.
Consult with your integrated
payment program
representative before
proposing the PC Utility to a
merchant. The ER-285M
system installer should be
prepared to support the
merchant and familiar with the
features and limits of the PC
utility.
The Programming PLU screen of the ER-280 PC Utility displays
your PLU list and the options for the selected PLU.
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Scanning UPC Codes with a Bar Code Scanner
Originally envisioned as a solution only for the grocery industry, scanning benefits are now enjoyed
by over a million users in a variety of retail environments. Twenty five years ago scanning was
available only as part of a total system, with per-store investments in the range of $100,000 (almost
$400,000 in today’s dollars.) Investment returns were studied closely, so today we have significant
data that supports the savings from UPC scanning. (Handheld scanners are starting at about
$199.)
Merchants should know that the biggest savings from scanning take place at the front of the
store! Why:
1. Scanning is the fastest way to register items.

Better Customer Service

Lower Labor Costs
2. Each item is sold at the correct price

No sweet hearting

No under pricing
3. Cashiers don’t need extensive training
4. Item price tags are not needed

Big labor savings!
5. No need to re-label for sale prices

More labor savings!
Metrologic MS-9520/MS-9540
Scanner
Marketing SAM4s ER-285M Integrated Payments
An ECR Tutorial  21
Building, Maintaining and Deploying your Item File
A typical small beer/liquor store might have 2000 or more items. To deploy a SAM4s ER-285M in
such a store, each item, its options and price must be programmed into the register. This is
potentially very time-consuming process. Features available to facilitate the programming process
include:

Not Found PLU
For small merchants, the ER-285M can build an item file “on the fly”. Each time an item
is scanned that is not in the PLU file, the operator will be prompted to enter the price and
other options for the item as it is sold. At the end of the day, the “Not Found PLU
Report” will allow the manager to verify the prices and update the PLU file as needed.
This system allows the merchant an option to build the file as they go.

Existing Database
An experienced reseller might have a PLU database available from a previous
installation. With such a database, the merchant would only need to update PLU prices
and new items. Consult with your integrated payment support representative.

PC Utility
The installing dealer might offer a PC Utility for the ER-285M. The utility is capable of
importing and exporting PLUs files to and from Microsoft Excel and then
upload/download programs to the ER-285M via an RS-232C communication port.

SD Card
After programming, the PLU file can easily be archived to an SD memory card. Once
saved it can easily be reloaded, or deployed on another SAM4s ER-285M ECR.
Scanning & Inventory Control
Tracking individual item sales is necessary for inventory control. However scanning with your
SAM4s cash register is not by itself an inventory system.
If there is any question, you must clarify merchant expectations.
The SAM4s ER-285M works well for merchants that wish to spot-check essential inventory items.
This is easily done manually by reporting sales for the item or items in question and checking
before and after inventory counts. Savvy merchants will spot-check fast moving or high value
items. One merchant we know made a practice of spot-checking the brands of cigarettes his clerks
smoked.
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Programming SAM4s ECRs: Adding Layers of Value
Many of the significant features available on the SAM4s ER-285M are discussed in the next
chapter. It is important to recognize that some features are more difficult to deploy and involve a
significant programming and installation effort. With powerful programmability and extensive
product knowledge, some dealers will creatively take on complex merchant applications; other
dealers will be comfortable installing only basic features.
Layer 1. The Default Program
The ER-285M works out-of-the-box. You can
enter amounts, and finalize a sale. Most
functions are active and ready to use.
Layer 2. Quick Start Program:
Using Quick Start Instructions provided in the
Manual, even a novice can program prices,
descriptors, and load a tax percentage. The
ECR is now fully functional for many basicuse applications.
Layer 3. Typical Dealer Installed Program:
A qualified dealer will survey the merchant
and deliver a more sophisticated program.
Complex taxes are programmed, security
options set as needed. Coupons, receipt
messages/logos and other commonly used
features are deployed. Dealers will normally charge a program/installation fee for this
service.
Layer 4. Value Added Installation:
Some highly experienced ECR and SAM4s dealers are willing to configure a fully
customized merchant application. The merchant might require more difficult to deploy
features, such as: a redesigned keyboard, installation of more than one peripheral or
option, use of macros to streamline functions, scanning and/or a PC connection to program
or poll the ECR. A dealer often applies additional program, installation and training fees for
a complex value added installation, or the dealer might suggest higher cost, more capable
ECRs or POS systems.
CAUTION: Recognize the Limits…
We caution SAM4s resellers to avoid overselling and attempting to install equipment in
applications that demand more than the SAM4s ECR can reasonably deliver. We
encourage our resellers to learn the capabilities of each SAM4s model and propose and
install only the appropriate equipment.
Marketing SAM4s ER-285M Integrated Payments
An ECR Tutorial  23
ECR Software Features and Benefits
Merchants expect every cash register to keep sales information and apply the appropriate tax. How
well an ECR handles these basic tasks depends up the capacity of the ECR and the quality of the
programming and installation. The ER-285M provides considerable capacity and much
programmability. Important information is provided here about the versatility of “PLUs” and the
nuances of tax collection.
The remaining features described here are all in your “tool belt”. Perhaps only one feature might be
necessary to trigger interest and close the sale.
When selling low-cost ECRs, effective sales people will ask a question or make an observation.
Then they will suggest implementing a specific feature to provide a tangible benefit, such as a faster
sales process, more security, or better business intelligence.
Breaking Down Item & Category Sales Information
SAM4s ECRs employ PLUs. PLU means Price Look Up or Product Look Up.
On your SAM4s electronic cash register, PLU keys can represent individual items, like a pack of
cigarettes, or a category of items, like gifts. When PLU keys are used as individual items, you preprogram the preset price; when PLU keys are used as categories of items you enter the price
(open price entry).
For Example:
PRESET
Press the key…
PLU
KEY
OPEN
PLU
KEY
Enter the price,
press the key…
The pre-programmed price of the item
will automatically ring-up, for example
the Cigarette pack might cost $5.49
The price you enter on the 10-key pad
will register for the item.
Benefits of Preset PLUs
Sometimes called preset PLUs, or just presets, Preset PLU keys will always ring up the correct
price that you preprogram into the register. Your cashier will always price the item correctly, even if
they are a new employee, or even if you change prices frequently. In addition your PLU report will
tell you the number of times each item was sold, as well as the dollar volume. Given a count of
each item you sell, you can begin to establish control over your inventory.
Benefits of Open PLUs
Sometimes called dDepartment keys, departments, or categories, you will enter the price of each
item. Typically you will use open PLUs to break down sales into major departments of your store,
such as grocery, meat, produce, health & beauty aids, beer, wine or liquor. Merchants will also use
open PLUs creatively to provide the sales breakdowns they are looking for. For example, a gift
shop owner might wish to know the sales volume for each artist’s merchandise and can create an
open PLU key for each artist. The PLU report will provide an Activity Count (how many items sold)
and a total of the dollar volume for each key.
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PLUs (Code Entry PLUs)
PLUs on the keyboard are limited to a quantity of fifteen; however you have the ability to track sales
for thousands of additional items by using the product code. The product code might be:

A PLU number that you assign to represent a specific merchandise item, or menu item that you
sell.

An SKU (stock keeping unit) assigned by the vendor of the item.

A PLU number for produce that is used universally.

A UPC (universal price code) number that appears on an item’s barcode label.
How Code Entry Preset PLUs Work
Enter the item PLU code:
The pre-programmed price
of the item (or in this
example, the price per
pound) will be recalled.
How Code Entry Open PLUs Work
Like the PLU keys on the keyboard, code entry PLUs can also accept open price entries. If you
choose to break down your merchandise into a large number of categories, sub-categories, or subdepartments, you can use open PLUs. When you enter open PLUs, you will first enter the item’s
PLU code, and then enter the price.
Enter the item PLU code:
Error! Objects cannot be
created from editing field
codes.
The code is accepted and the
register waits for you to enter
the item’s price.
Enter the item price
The item is registered.
Benefits of Code Entry PLUs
Code entry PLUs provide the similar benefits as keyboard PLUs:
you will get PLU sales counts and dollar totals for each PLU.
PLU Report Example
 Accurate Pricing Every Time
 Item Movement Reporting
Marketing SAM4s ER-285M Integrated Payments
An ECR Tutorial  25
Automatic Tax Calculation
Tax Status of Items
In many areas you pay tax on some items, not others. For example sales tax might not apply to
food or clothing. You will be asked to identify each item as taxable or non-taxable. (If you are
collecting multiple taxes, you will need to identify which tax applies to each item.)
Tax Table or Percentage Calculation?
The SAM4s ER-285M calculates by either method. Depending upon the area, tax collection is be
simple (by percentage), or more complex (by table). Table taxes are often designed to allow small
purchases, for example under $.25, without tax.
If the locality has a complex tax table, and a tax percentage is used to compute the tax, the register
might calculate the wrong tax amount for the sale. (Tax computation might be off by a penny or
two.) SAM4s ECRs are designed to handle the most complex of any known tax situation in the
USA.
Why Multiple Taxes?
In many areas, multiple taxes are collected. In some areas state, county and or city taxes may also
apply to different purchases. For example, in Minnesota the state currently has a 6.875 % sales tax
(most groceries and clothing are exempted); alcohol is taxed at 9.375%. In addition, the city of
Minneapolis has a 3% lodging tax. A transit tax of .25% is added in five metro counties and .15% is
added to finance a stadium in Hennepin County. There are many other tax additions in other cities
and counties. Depending on merchandise sold, a merchant might collect different merchandise,
alcohol and lodging taxes for different items in the same purchase. The SAM4s ER-285M
calculates and reports up to four distinct taxes to accommodate this or even more complex
situations.
Tax Status of Discounts or Coupons
Different types of coupons have different tax rules. For example, if an item sells for $1.00 and the
merchant offers a store coupon (discount) of $.25, most tax jurisdictions would require collection of
tax on the resulting $.75 purchase. However, vendor issued coupons are often considered a
method of payment, so if a vendor coupon reduced the sale to $.75, the merchant is required to
collect tax on the gross amount of the item, $1.00. The SAM4s ECR provides tax programmability
for negative, discount, or coupon functions. Taxable discounts would reduce the taxable sales
amount; non-taxable discounts would not reduce the taxable sales amount, thus taxing the gross
amount of the item, not the net.
Sales Tax Reporting
Merchants are responsible for collecting taxes and pay the collection to the state. Typically
merchants report taxable sales and pay the appropriate percentage of those sales. The cash
register reports the sum of the tax amounts collected for each separate transaction. Because of
break-points, the taxes due and the taxes collected will often differ slightly. The SAM4s ER-285M
financial report indicates the total taxable sales and the tax amounts collected for each type of tax.
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Reporting Groups
Group reports can give you a big picture of your sales performance in major categories. For
example, if your business is a restaurant, you might group your items into major categories such as
soft drinks, sandwiches, soft serve or desserts. One glance at your group report will keep you
informed.
The graphic below illustrates how individual PLUs representing specific apple varieties could report
their sales to a group named ‘apples”.
PLUs
Group
APPLES
Handling Mistakes and Corrections
SAM4s ECRs offer four void functions to correct entry errors:
Error Corrections
If you recognize your last entry as an error, simply press the VOID key. The item is corrected and
the operation is not added to your report totals.
Past Item Corrections
You can remove an item entered earlier in a sale by pressing the VOID key, then re-entering the
item. Again, all totals and counters are corrected.
Over-Ring Corrections
The master control key lock has a separate void key lock position to provide a fast and simple
method of correcting over-rings and mistakes. Voids entered in this key lock position provide an
accurate written record and eliminate manual adjustments. You will benefit with faster check-out,
accurate reports, and simplified accounting.
Cancel
The CANCEL key is a useful function that allows a transaction in progress to be aborted. All
registrations within a cancelled transaction are automatically removed. As a program option, the
manager key (X key) can be required to operate the cancel key.
Marketing SAM4s ER-285M Integrated Payments
An ECR Tutorial  27
Features for Security and Control
Owner/operators typically don’t care about security. In
fact, most will reject ECR security features in favor of
convenient open access. Absentee owners should
consider security more carefully. With full access to the
functions of the ECR, it isn’t too difficult for an employee
to take what they want without detection.
According to the U.S. Chamber of
Commerce, employee dishonesty
costs American business in excess of
$50 billion annually. It is estimated
that 75% of all employees steal at
least once, and that half of these steal
again and again. The Chamber also
reports that one of every three
business failures is the direct result of
employee theft.
Modern ECRs are loaded with security features that can
be effective, if implemented. Begin with key control and
management controls. Observe how most ECRs are
used in small businesses, with the full key set dangling
from the ECR. Such practices leave the merchant
exposed to dishonest employees.
Employees can be limited to positive registrations, not allowed to make program changes or access
to reports, and prohibited from operations that allow cash to be taken from the drawer. Professional
ECR dealers are often loss-control experts and can configure an ECR for maximum security and
advise owners how to detect losses.
Control Lock and Separate Keys
SAM4s ECRs include separate ‘operator’, ‘void’, ‘Z’, ‘program’, and ‘master’ keys. Through
assignment of these keys, you can restrict your employee’s access to special functions, including
the reading of reports, the resetting of reports, void operations, discounts and register programming.
Compulsory Drawer
With compulsory drawer, the clerk cannot begin a new transaction until the drawer is closed. This
simple feature was designed to teach employees the habit of closing the cash drawer after each
transaction. You’ll reduce potential errors, theft and fraud that can take place when your cashier
works out of an open drawer.
Open Drawer Alarm
An important component of a strict drawer control system, an error alarm will sound if the drawer
remains open after a preset length of time. The open drawer alarm helps to train operators to close
the drawer after each transaction is finished.
Received-On-Account and Paid Out Transactions
The received-on-account transaction key can be used to enter the starting bank for the cashier and
cash deposits if the cashier runs short of cash during the day. The paid out transaction key can be
used to record cash and check pick-ups. Both received-on-account and paid out transaction keys
report separate accumulated totals and Activity Counters on the financial report.
Programmable Management Controls
For security and control, selected functions can be designated as manager controlled functions. In
order to perform a manager-controlled function, the control lock must be set to the ‘X’ key position.
Control is maintained by distributing keys only to authorized personnel. Through programming, the
SAM4s ECRs offer management control on Received-On-Account, Paid Out, Merchandise Return,
Void, and Discount (%) key functions.
An additional security control is also available that will prevent the finalization of a sale with a
negative or zero balance. This feature is designed to limit the opportunity for theft by not allowing
access to the cash drawer without first registering a positive sale amount. For example, without this
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Marketing SAM4s ER-285M Integrated Payments
feature, an operator could register an item, void the item, then open the cash drawer. Another
opportunity for theft occurs if you allow an operator to register a negative transaction, such as a
merchandise return. This feature forces the manager to intervene if money is to leave the cash
drawer or if credit card credits are issued.
Programmable Cash Declaration
Cash declaration forces your operator to count and declare cash and checks before reports can be
generated. This simple procedure ensures that the actual drawer total is deposited regardless of
any shortage or overage. As an added benefit, the overage or shortage amount is calculated and
printed on the financial report.
Code Entry Clerks
A code entry clerk system requires the operator to input a secret code in order to sign on. By
limiting access to the cash drawer, management can hold a single person accountable for the
drawer totals.
Features for Accuracy and Convenience
Change Computation and Compulsory Amount Tender
This feature can be selected to enforce your cashier to enter the type and amount of currency
received from a customer. After the cashier enters the amount tendered into the CASH or CHECK
key, the change (or amount yet due) is automatically computed and displayed. The customer who
tenders $15.99 and asks for $2.75 in change when the cashier is trying to collect $13.24, is easily
handled without confusion. The cashier simply enters $15.99 into the CASH key and $2.75 change
is automatically displayed. Shortages and change errors can greatly be reduced and the tendering
transaction is completed faster.
Post Tendering
How often have you seen a cashier confused by a customer who finds extra change immediately
after the sale has been tendered? In fact, scam artists often use this ploy to confuse and con
unsuspecting cashiers. Whether the confusion is honest or not, change calculation is the source of
many losses.
SAM4s models offer the option of letting the cashier “re-tender” if the original tender amount is
changed. This feature, together with the use of “compulsory tendering” can significantly reduce
change computation losses.
Full Buffered Receipt After Sale
A great paper saver! The buffered receipt function lets you leave the receipt function off, yet you
can still print a full receipt, if requested, after the transaction is completed.
Check Cashing
As a programmable option, the check cashing function lets you cash checks quickly. Simply enter
the amount of the check and press the CHECK key. Your SAM4s ECR maintains accurate cash
and check-in-drawer totals insuring complete accountability.
Marketing SAM4s ER-285M Integrated Payments
An ECR Tutorial  29
Preset Tendering Keys
You can speed up transaction processing in a fast paced environment– without sacrificing the
accuracy of enforced tendering. The SAM4s ECRs offer macro keys that can be set as preset
tender keys for common tenders such as five, ten or twenty dollars. Simply press one key to tender
and complete the transaction.
Currency Conversion
In border or tourist areas, merchants might accept payments in currency from foreign nations. With
constantly changing rates, foreign currency transactions can be confusing and a source of mistakes
and losses. SAM4s offers currency exchange keys that can be preset with an exchange rate. If
required, the value of a sale can be converted by simply pressing one of the exchange keys.
Note that change is issued in home currency.
Food Stamp Sorting and Tendering
In convenience stores or food stores, merchants have always faced the difficult problem of dealing
with food stamps. The Department of Agriculture, which administers the food stamp program, will
not allow merchants that deal with food stamp purchases improperly or fraudulently to participate in
the food stamp program. Thus, merchants have the responsibility of accepting food stamps only for
food stamp eligible merchandise. Although some merchants simply treat food stamps as cash, this
practice can allow undetected fraud if food stamps are simply exchanged for cash.
Selected SAM4s models offer a sophisticated routine to handle food stamp sales. First, each PLU
is pre-programmed with food stamp eligibility status. If the customer is paying by food stamps, the
operator can then recall and display the food stamp eligible total. Depending upon local rules, sales
tax can be forgiven on any taxable food stamp eligible item. Change less than one dollar from food
stamp tender is applied to non-food stamp eligible items, or issued in cash change. If both cash
and food stamp change is due, the register displays both types of change due.
Because all food stamp items are automatically sorted, with change and tax calculated by the
register, a potentially confusing transaction can be handled quickly with little risk for errors.
Note: The ER-285M does not process EBT cards…
Gallonage Calculations
To simplify gasoline transactions, PLUs can be designated to calculate gallons sold on fuel
purchases. The price of the fuel sold is entered as it would be in a normal “open” PLU. After the
entry of the price, the register will refer to the programmed price per gallon and calculate the
number of gallons sold. Both the gallons pumped and dollar amount of the sale are conveniently
printed on the customer receipt and sales journal. This provides all the necessary information for a
customer that needs a cash receipt for gas purchases, or for the clerk to fill out credit card forms
manually. The total of gallons sold is also maintained on the appropriate PLU report, in the place of
the PLU item counter. Several gallonage PLUs could be placed on the keyboard to maintain
records for different pumps, or types of fuel. Thus, the dollar and gallon totals can provide a useful
security check against separate pump totals.
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Decimal Multiplication
If you sell weighed goods, yard goods, or any merchandise sold in fractions of a unit, the decimal
multiplication feature calculates each transaction quickly and accurately. For example, if your
customer selects 4.75 pounds of an item sold at $1.59 per pound, you enter 4.75 on the numeric
keypad, press the X/TIME (multiplication) key, then enter the price per pound and press the
appropriate PLU key.
Marketing SAM4s ER-285M Integrated Payments
An ECR Tutorial  31
ECR Reports
Traditional X (eXamine) and Z (Zero) reports read and reset your sales totals. In addition to the
daily financial report that provides summary totals and the necessary information to settle the cash
drawer, many merchants find other sales reports useful:

Financial reports detail cash, check, charge activity, taxes, discounts, coupons, voids, refunds
and corrections. The report also provides gross sales and non-resettable grand totals that
accumulate all register activities to insure accountability.

Sales by Item (PLU) reports provide inventory movement data. This point-of-sale sales data is
the basis for informed marketing, buying, and inventory management. If you use open PLUs,
the PLU report provides sales activity and dollar totals for each open PLU category.

Sales by Hour reports (or other time period) chart busy and slow periods. With knowledge of
sales-by-hour trends, this report can assist you in scheduling labor for busy and slow periods.
Hourly reports also monitor employee productivity during periods management is absent.

Sales by Day reports chart busy/slow days for each day of the month.

Sales by Clerks reports provide totals or detailed sales information by clerk. In some
applications, you can choose to sign on a different clerk to separate sales taking place during
different shifts. With complete media reporting for each clerk, it is possible to use the clerk
report (which can be taken for an individual clerk) to balance the cash drawer. After each shift,
the cash drawer insert can be changed and a clerk report generated.

Electronic Journal captures all transaction in a journal so that it can be printed on demand.

X2/Z2 Reports provide period-to-date information. As a standard feature, you can track PLU,
tax, and media activity for weekly, monthly, or yearly periods without taking the time to manually
add daily reports. Not only can these reports provide information for monthly or quarterly sales
tax reports, but also management can analyze sales trends and make informed marketing and
buying decisions.
Sales by Hour Report
Example
 See which hours yield the
best sales
 Plan Store Hours &
Schedule Labor Accordingly
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Selling ECRs to Restaurants
The restaurant market is by far the largest vertical market pursued by ECR/POS resellers.
There are many sub-segments in this market:

Fine Dining/Table Service

Pizza

Quick Service (QSR)

Sandwich/Sub

Fast Casual

Delivery
In the last twenty five years, the development of sophisticated restaurant POS systems has
paralleled advances in the personal computer. Most of these markets are served by sophisticated
systems. Popular system brands offered by resellers include Micros, Aloha, Maitre’D, Digital
Dining, Future POS, ASI/Restaurant Manager, and Aldelo. These brands and many others run on
specially designed touch screen PCs and drive accessories such as printers, scales, displays, and
video monitors. They typically cost upward from about $1500 per workstation and many provide
back room software options for inventory, payroll, and accounting.
How about ECRs? Powerful and inexpensive ECRs can provide many system POS functions and
capture a significant segment of the market. But the primary application of ECRs in this market is
for small establishments, operators with tech-phobias, family run operations, or those who choose
to do business in an old-fashioned, traditional way.
Another way to differentiate ECR and POS restaurant applications is prechecking. If a precheck
system is desired, a POS solution is usually needed. If purchases are simply added or paid at a
cashier register, an ECR solution will often work very well.
Restaurant Applications for the ER-285M

The ER-285M is ideal for restaurants employing cashier systems.

The ER-285M provides a basic soft check system that can be used effectively for prechecking in
uncomplicated single register applications*.
*Large systems use multiple registers/terminals (precheck station(s), bars, cashier, etc.) that are
wired in a network so that guest check information is available to any station in the system. The
ER-285M functions only as a standalone register. Therefore soft check prechecking applications
work best where activity is limited, such as bars where a tab is run, or restaurants where all activity
can easily be done at one station.
Best Applications for the ER-285M: ● Cafes ● Diners ● Family Restaurants ● Take Out
Restaurants with Limited Table Service ● Small Bars and Taverns that run tabs or provide
Limited Food Service
Marketing SAM4s ER-285M Integrated Payments
An ECR Tutorial  33
Summary
Meeting Merchant Expectations
A professionally programmed and installed ExpressLane ER-285M with SPT integrated payments
will provide for the point of sale needs for many small merchants. You will find the most success if
you target merchants that:

Have not yet selected an ECR or POS payment system.

Have already selected an ECR from a mass merchant or from the Internet and have not
been able to deploy it successfully.

Are already using a standalone payment terminal.

Are currently using ECRs successfully and wish to advance to an integrated payment ECR.
Part of the purpose of this document is to expose you to other more sophisticated ECR/POS
options that are available to merchants. If your sales process uncovers needs that you know
cannot be provided by the SAM4s ER-285M, or if you are uncertain whether it will work effectively,
you should contact your ExpressLane program specialist and/or your supporting SAM4s Dealer to
discuss your options.
In this chapter are several resources that you may find useful:

A Glossary of Cash Register Terms to define ECR terms you may not be familiar with,

The SAM4s ER-285M Application Test, a process you can use to determine if the
ExpressLane ER-285M is the best fit for your merchant prospect.

Testing Your SAM4s ER-285M Knowledge, a short assessment you can complete to
reinforce your knowledge.
Marketing SAM4s ER-285M Integrated Payments
Summary  35
Glossary of Cash Register Terms
This glossary provides definitions for terms related to electronic cash registers and other
point of sale systems. Not all terms refer to features found in every ECR. Some
manufacturers will use slightly different terms or terms can have different meanings.
Activity Count
The activity counter appears on the ECR reports and provides
a count of each time a PLU or function key is used.
Alpha Keyboard
Overlay
The alpha keyboard overlay represents a new set of functions
and characters for each key on the keyboard. When you are
programming a field that requires alpha numeric entries, the
keyboard automatically shifts into the alpha keyboard so that
you can simply type the message or descriptor you wish to
program. An overlay legend sheet is provided to place on the
keyboard while you are programming.
Audaction
Refers to the total of all sales ending in a negative balance.
The total provides an alert to management that activity where
cash is leaving the drawer is taking place.
Auto Scale
This function is available when an optional POS scale is
connected to the ECR. Registrations of PLUs with auto scale
status will automatically multiply by the weight placed upon a
scale connected to the register. Use for items such as
produce, which are always sold by weight.
Auto Tare
This function is available when an optional POS scale is
connected to the ECR. With auto tare status assigned, a
preprogrammed tare weight will automatically subtract from
the weight from the scale.
Cancel
The CANCEL key is a useful function that allows a
transaction in progress to be aborted. All registrations within
a cancelled transaction are automatically removed. As a
program option, the manager key (X key) can be required to
operate the cancel key.
Check Cash
Use the CHECK CASH function to exchange a check for cash
outside of a sale.
Check Tracking
Also Guest Check Tracking or Tracking File. This ECR/POS
feature is usually used in a restaurant environment. Servers
enter items as they are ordered. Complete orders (soft
check) or just order balances (hard check) are kept in the
terminal memory for recall, payment and tracking of server
activity.
Clerks
Sales clerks are individuals who are responsible for selling
the merchandise to the customer. Typically, management
wants to know merchandise sales levels for each clerk, in
order to monitor productivity, account for cash and other
media, and/or pay commissions.
36  Summary
Marketing SAM4s ER-285M Integrated Payments
Compulsory
When an operation is programmed compulsory, a function (for
example, SKU number entry) must be performed in order to
complete the operation.
Consecutive
Number
A count appears at the bottom of each receipt and after each
transaction on the journal record This count increases by one
with each transaction, report, or scan.
Currency
Conversion
In border or tourist areas, merchants can accept payments in
currency from foreign nations. With constantly changing
rates, foreign currency transactions can be confusing and a
source of mistakes and losses. SAM4s offers currency
exchange keys that can be preset with an exchange rate. If
required, the value of a sale can be converted by simply
pressing one of the exchange keys. Note that change is
issued in home currency.
Decimal
Multiplication
If you sell weighed goods, yard goods, or any merchandise
sold in fractions of a unit, the decimal multiplication feature
calculates each transaction quickly and accurately. For
example, if your customer selects 4.75 pounds of an item sold
at $1.59 per pound, you enter 4.75 on the numeric keypad,
press the X/TIME (multiplication) key, then enter the price per
pound and press the appropriate PLU key (or the PLU can be
preset with the unit price).
Default Program
The register has a default program which makes it
operational after a RAM memory clear. Nearly all option, rate,
and status programs are set to zero as the default condition.
Department
The traditional term for a key located on the keyboard of a
cash register that represents a category of merchandise.
The term is still used by some ECR manufacturers and
merchants, while others use the term PLU (price look up) to
represent both categories of items or individual items,
registered either through keys on the keyboard or through a
code number.
Detail Paper
See “Journal”
Discount (Item)
An item discount (coupon or %) subtracts an amount or
percentage from the price of an item. This subtraction nets
the PLU total.
Discount (Sale)
A sale discount (coupon or %) subtracts an amount or
percentage from the entire sale.
Marketing SAM4s ER-285M Integrated Payments
Summary  37
Dot Matrix Printer
A type of print technology that creates numerals and text by
impacting small dots through an ink ribbon on the paper. The
matrix of dots for each character is typically 5 x 7. Dot matrix
printers require replaceable ink ribbons, use plain paper, and
typically print 3 or 4 lines per second, significantly slower than
thermal printers. Some printers can shift the ribbon to print in
two colors, such as black and red. Two-color print is an
advantage for identifying special items such as instructions or
condiment and is often preferred for kitchen printing.
ECR
Electronic Cash Register.
Electronic Journal
ECR/POS terminal memory reserved to log each terminal
activity. Equivalent to a printed journal or detail tape. In
some cases, can be polled, saved electronically and mined
for specific activities. Also see “Journal”.
Error Condition
An error condition signals that mis-operation has occurred. It
is identified by an audible tone and an error descriptor
appearing on the display.
Error Correct
An error correct operation voids the last item entered, it must
be used within a sale.
Flat Keyboard
Flat, spill-resistant keyboards, covered with silicone or rubber
overlays are popular in food service environments. Flat
keyboards minimize damage to ECRs in dirty environments.
Food Stamps
In the United States, Food Stamps can be used to purchase
eligible food items at food stores that participate in the
program. The ER-285M can assist a retailer in handling food
stamp transactions by sorting food stamp and non-food stamp
eligible items within each sale and tracking food stamp
payments for eligible items. In many areas, food stamp
coupons have been replaced with an electronic benefit card
(EBT).
Gallonage
Gallonage is a status that can be assigned to a PLU.
Gallonage PLUs accept a price, but print both the price and
the quantity of gallons sold. The quantity of gallons is
computed from the price per gallon, which is set as the preset
price.
Groups
Groups are totals that collect information from designated
PLUs. For example all PLU dessert items could collect in a
group total called "desserts".
HALO
Is an acronym meaning High Amount Lock Out. This is an
entry limit assigned to an open PLU or other function. HALOs
prevent inadvertent entry errors and/or enforce maximums
accepted for payments or discounts.
38  Summary
Marketing SAM4s ER-285M Integrated Payments
HASH PLUs
Hash PLUs can be set so that they do not add to the
register’s grand total, gross sales, or net sales totals.
This feature can be useful to merchants that operate under
lease agreements that require payment based on a
percentage of sales. Often the cash register’s net sales,
gross sales, or grand total must be reported to verify store
sales. Merchants collecting delivery charges, bottle deposits,
lottery sales, or other revenue that is exempt from lease
calculations might wish to create hash PLUs to accept these
types of payments.
Impact Printer
See “Dot Matrix Printer”.
Integrated Payment
An integrated payment system is a single point of sale device
that handles traditional cash payments, as well as electronic
payment transactions.
IRC
Inter Register Communications (IRC) is the term used to
describe communications within a network of registers. IRC
allows consolidated reporting and programming.
Journal
(Also Detail or Detail Paper.) A traditional sales journal prints
a line by line record of the cash register activity as the activity
takes place. In early registers, this allowed the merchant to
manually retrieve sales information, determine what was sold
for how much, who sold what, and who performed voids,
returns, paid outs, or other functions that needed to be
audited.
Modern cash registers report more information so the value of
a printed journal today is limited. Some registers record a
journal in memory (electronic journal) that can be archived or
searched if necessary. Some merchants still prefer a printed
traditional journal.
Kitchen Printer
A printer located in the kitchen or preparation area. Orders
taken at another location can be directed to a kitchen printer
as a requisition for the cook. Kitchen printers help prevent
errors, waste, and provide control (items must be registered
before they can be prepared).
KVS
Kitchen Video System (Or sometimes KDS: Kitchen Display
System)
Requisitions are sent to a video monitor located in a kitchen
or preparation area. Operators use a keypad called a bump
bar to indicate when orders are complete and delivered.
Levels/Keyboard
Levels
A keyboard level represents a separately defined set of
keyboard functions for each key on the keyboard. For
example, separate levels might be required for different
lunch/dinner menus.
Levels and keyboard level functions are often found on
sophisticated ECRs and POS terminals.
Marketing SAM4s ER-285M Integrated Payments
Summary  39
Link PLU
You can trigger the registration of a second PLU
automatically. For example, you can automatically register a
bottle deposit when a specific beverage item is sold.
Macro
Macros record key sequences for later execution. Macros
are recorded and then executed when a specific macro key is
pressed.
Memory Allocation
Memory allocation is a program that determines how the
system memory is divided to efficiently provide the correct
features for your application. For example, you might need
more PLUs or additional memory for clerks. Memory
allocation allows you to maximize the features you need while
minimizing the features you do not need.
Negative PLUs
While most PLU registrations are positive, negative keys
might be needed to track coupons or promotional items. For
example, you can designate negative PLU keys to enter
dollar amount discounts, credit bottle returns, and/or credit
layaway or advance deposits. Negative indirect PLUs can
easily track store issued coupons. Each coupon is printed
with a PLU number. To register a coupon, your cashier
simply indexes the PLU number printed on the coupon and
the correct coupon amount is subtracted from the sale. By
linking the coupon PLU to the appropriate group, coupon
totals are automatically netted from total group sales. Your
PLU reports list the exact count for each coupon redeemed.
No Sale
A No Sale operation opens the cash drawer. A count of no
sale operations is maintained on the financial report. If
security is a concern, the no sale operation can be
programmed to be allowed in the X-Key position only.
Override
Override is an operation used to bypass a programmed price
or HALO.
PLU
Price Look Up or Product Look Up
A function of an ECR or POS terminal where an item’s price is
recalled after the item number is entered. PLUs are used to
track item movement and register accurate prices. PLUs
were especially valuable in the retail food industry before
scanning systems proliferated when they were used identify
merchandise, such as produce and dairy items that were
particularly price volatile. The sales clerk usually memorized
the PLU code, which was constant, while the register was
programmed with the current price, which changed frequently.
With PLU code numbers up to 14-digits in length, large PLU
files today are used for scanning UPC codes.
SAM4s PLUs are especially flexible. The can be preset
(recall preprogrammed price) or open (operator enters price).
In addition, PLUs can be located directly on the keyboard as
open entry or preset keys.
40  Summary
Marketing SAM4s ER-285M Integrated Payments
Polling
The ability to use a PC program to call up an ECR and
request sales reports. The SAM4s ER-285M can be polled
using a PC Utility supplied by SAM4s dealers. Some polling
programs (including the ER-285M PC Utility) allow remote
access through modems.
POS
Point of Sale or less commonly, Point of Service.
The location in a merchant’s establishment where payments
are received. Equipment used to process sales and
payments.
Post Tender
Allows the cashier to re-compute change after a transaction is
complete. This feature, together with the use of “compulsory
tendering” can significantly reduce change computation
losses.
Promo
The PROMO (promotion) operation allows items to be sold
without cost, i.e. buy two, and get one free. PROMO activity
will remove the item cost from the sale, but the sales item
count will include the promo item.
Receipt
A receipt is a printed ticket given to a customer as a record of
the sale transaction.
Register Number
The register number is a programmable number which prints
on the receipt. It identifies the electronic cash register the
sale or report was performed on.
Return, Merchandise Functions used to return or refund sale of item(s) to a
customer. Item and cash drawer totals are updated to reflect
Return, Refund
the return or refund.
RS-232C Ports
RS-232C is a standard for serial communications ports.
When provided on a cash register, you can connect various
options such as Kitchen Printer/Video, guest check printer,
scale, PC, pole display, video surveillance system, coin
changer, scanner, and or scale. Consult with the product
brochure or your dealer to determine which devices and
models are compatible. Additional programming or software
is usually required.
Single Item PLUs
A single item PLU speeds the registration of a common single
item sale. For example, you could designate the preset PLU
for a pack of cigarettes to be a single item preset PLU. When
you press the “cigarette” preset key, the cigarettes are
registered and the sale is automatically finalized. Single item
PLUs are great for the fast paced activity found in bars and
taverns.
SKU
Stock Keeping Unit.
The number a merchant or vendor uses to identify an
individual inventory item.
Marketing SAM4s ER-285M Integrated Payments
Summary  41
Stay-Down
When a function is programmed as a Stay-down function, it is
valid until changed. For example, a Stay-down clerk remains
signed on until either signed off, or another clerk is signed on
Stock PLU
Stock PLUs keep a record of the quantity of the PLU item in
stock. Each time the PLU is registered, a whole unit
subtracts from the stock counter. (Note that if multiplication
or decimal multiplication is used when the PLU is registered,
the resulting quantity of activity will subtract from the stock
counter. Stock is maintained increments to the second
decimal position, i.e. "X.XX".)
Store Coupon
A coupon issued by the store to discount an item or a sale.
Where tax is applied, the taxable amount is usually the net
amount, after the discount is subtracted.
Surcharge (Item)
An item percent surcharge adds a percentage to the price of
an item. This addition nets the PLU total.
Surcharge (Sale)
A sale percent surcharge adds a percentage to the entire
sale.
Tare Weight
A tare is the amount of weight accounted for by the container
or packaging. By entering a tare weight (as required by law in
some areas) the weight of the container is subtracted and
only the true weight of the product is measured on the scale.
Tax Exempt
Tax exempt is a function used to exclude the tax from an
entire sale.
Tax Shift
Tax shift keys are used to reverse the tax status of a PLU
entry.
TCO
Total Cost of Ownership. A way of looking at the real cost of
equipment that takes into consideration the initial purchase
cost, maintenance, repair, consumables, recurring costs, fees
or contracts and the expected life of the equipment.
Tender
The method of register operation in which payment is made
and the transaction is finalized.
Thermal Printer
A type of print technology that requires use of special thermal
paper instead of an inked ribbon. The thermal print head
generates heat that affects the paper as it passes through the
printer. Typically, thermal printers are significantly faster (four
or more times faster) than other print technologies, which
translates into less waiting and faster lines at the checkout.
Drawbacks are slightly higher paper cost, and archiving
(thermal print will deteriorate over time.) Thermal paper can
be affected in high-heat environments such as kitchens,
where dot matrix printers are often still preferred.
Transaction Number
A count appears at the bottom of each receipt and or journal
tape. This count increases by one with each transaction,
report, or scan.
42  Summary
Marketing SAM4s ER-285M Integrated Payments
Transaction Void
The VOID key position on a SAM4s ECR allows a transaction
to be voided by re-entering items exactly as they were initially
entered. All totals and counters are corrected.
UPC
The Universal Product Code (UPC) is a bar code with an
associated numeric code. First conceived and patented in
1952 as article classification through the medium of
identifying patterns, the bar code was not used commercially
until 1974 when the first scanner was installed in a
supermarket in Troy, Ohio. The standard UPC: UPC-A,
consists of five-digit manufacturer code, a five-digit product
code and check digits. The UPC-E is a six-digit abbreviation
of an UPC-A. When scanning is implemented in an ECR, the
UPC code is used as the PLU number.
Vendor Coupon
(Also manufacturers’ coupon) A coupon issued by the
manufacturer of the item. The merchant is reimbursed by the
vendor for the accepted coupon. Since the coupon is viewed
as a form of payment, the customer will usually be required to
pay tax on the total item amount.
Void
A void operation will erase a previous item entry. It must be
used inside of a sale only.
X Report
A cash register report that reads, but does not reset the
information reported (eXamine).
Z Report
A cash register report that reads and reset the information
reported (Zero).
Marketing SAM4s ER-285M Integrated Payments
Summary  43
SAM4s ER-285M Application Test
Is the SAM4s ER-285M a workable solution for your merchant prospect? Follow the decision tree
on this page. Go to the questionnaires on the following pages to complete the merchant
assessment. If you hit the caution (amber) or stop (red) light, it’s time to consult with your
integrated payment program specialist. Other ECR or POS options might better fit the merchant
needs.
Over 90% of
Basic ECRs are
sold to Start-Up
Merchants
New
Business?
Complete Food
Service
Questionnaire
Existing
Business?
Food
Service?
Using PC
POS
Using
ECR?
No
Complete
Scanning
Questionnaire
Integrated Payments
is a great reason to
upgrade Merchants
Whose 1st ECR was
from Mass-Channel
Merchant
Prospect
Wants to
Scan?
Using
PC POS?
Current ECR
has more
features?
No ECR or
Current ECR
Similar or
Smaller?
No
Wants Less
Powerful
Lower-Cost
Solution
Complete ER-285M Basic Fitness Questionnaire
Yes
No
Fit?
Propose
ER-285M
44  Summary
Consult with
your program
specialist
Marketing SAM4s ER-285M Integrated Payments
SAM4s ER-285 Fitness Questionnaire
1.
How many payment stations?
Single Payment Station
2 or more Payment
Stations
2.
Merchant’s Annual Sales?
Less than $250K
$250-500K
Greater than $500K
3.
Yes: ER-285M Fits
No: ER-285M will not fit.
Payments accepted?
CASH, CHECK,
CREDIT, DEBIT, GIFT
EBT
7.
ER-285M: Use keyboard PLU preset keys
ER-285M: Use PLUs (enter PLU code #, press PLU key)
ER-285M: Use PLUs (enter PLU code #, press PLU key) or scan
the item.
How many category keys needed on the keyboard?
How many preset item keys needed on the keyboard?
15 or less
16 or more
6.
Standalone ECR such as ER-285M works well
Using open PLUs, you can track a virtually unlimited number of
categories. (Enter PLU# press PLU key; Enter Price press PLU
key)
Track sales counts of how many items?
15 or less
15 or more
1K to 10K
5.
Target market for ECRs. Merchants desiring POS at this level
might purchase a DIY POS system or ECR from an internet source
or the mass channel.
On the bubble between ECR & POS. Best fit depends upon fit &
function. ECRs work well for simple transactions; complex
transactions might require POS.
Target market for PC POS or touch screen POS. POS Dealer/VAR
can show ROI for higher levels of investment. .
Sort merchandise into categories, how many?
15 or less
16 or more
4.
Standalone ECR such as (ER-285M) works well.
Are separate standalone ECRs sufficient? Or, is some type of
networking needed?
Yes: ER-285M Fits
Not currently available. Consult with your integrated payment
program specialist.
POS Peripherals
None, One or Two
More than Two
Choose Scanner, Scale, Remote/Kitchen Printer, Pole or Graphic
Display, or Coin Dispenser
No: The ER-285M will not support. Consult with your integrated
payment program specialist.
Marketing SAM4s ER-285M Integrated Payments
Summary  45
Scanning Questionnaire
1.
How many items sold in the store?
Potentially, the ER-285M has memory to support almost 10K items. However, the smaller the
file, the easier it is to effectively support the store.
Additional Information:
 The ER-285M has a “not found PLU” feature. This enables the retailer to add new items “onthe-fly” when they are sold for the first time.
 A “liquor store database” is available that can be loaded by an experienced installer. This
short-cut provides a pre-loaded file of common items for small liquor retailers; however,
prices must still be entered for each item.
2.
Does the merchant wish to manage inventory?
Yes
Probably a POS or high-end ECR System Prospect. Consult with
your integrated payment program specialist.
No
The biggest ROI for scanning comes from:

PRICING ACCURACY: Each item is sold at the correct price
without the need to mark the item or have the clerk remember
the correct price

CHECKOUT SPEED: Scanning speeds service.

LABOR SAVINGS: No need to mark prices on individual
items.
Food Service Questionnaire
1.
When is payment made?
When Food/Drinks are
Ordered or Served
Great Applications:
 Food Concessions or Kiosks
 Small Take-Out Restaurants
 Neighborhood Bars
 Small Café/Cafeteria
 Cashier Payment Station at Restaurant where Guest Checks are
hand-written.
Items are Accumulated
on a guest check or tab
and payment is made
when leaving
Not suitable for Fine Dining, Bars/Restaurants and most Table
Service Applications.
46  Summary
An experienced ECR installer can set-up an order store/recall
system that might fit a small bar where a tab is run, or a small
restaurant with only a few counter seats or a few tables.
Usually only a single server will work at one time.
Marketing SAM4s ER-285M Integrated Payments
Testing Your SAM4s ER-285M Knowledge
Select the prospects where the SAM4s ER-285M might fit best:
Taco Stand (with 10 main menu items)
Fine Dining Mexican Restaurant
Ice Cream/Frozen Yogurt Kiosk
Dairy Queen with Brazier Food
State Fair Food Booth
Italian Restaurant & Bar
Auto Repair Shop (2-Stalls)
Tire Store Chain
1-Lane Liquor, Beer or Wine Store
3-Lane Liquor Store
Hotel Gift Shop/Hospital Gift Shop
Convenience Store with 12-Gas Pumps
Neighborhood Tavern
Nightclub
Used Clothing Consignment Shop
Department Store
Antique Shop
Discount Superstore
Truck Stop or Roadside Diner with
Counter Food Service
Olive Garden Restaurant Franchise
10-Lane Bowling Alley
Entertainment Complex
Neighborhood Pharmacy
Walgreens
Neighborhood Bakery or Produce Market
Supermarket
9-Hole Golf Course Pro Shop
Country Club
Independent Sub Shop
Franchise Sub Shop
Beauty/Barber Shop
Sears
Medical Clinic
Video Rental Store
Flea Market
Appliance Superstore
Seasonal Garden Center
Home Improvement Store
Used Bookstore
Barnes & Noble Bookstore
Shopping Mall Kiosk
Consumer Electronics Center
Ethnic Market
Walmart
Fireworks Stand; Tobacco shop
Auto Parts Store
Marketing SAM4s ER-285M Integrated Payments
Summary  47
Multiple Choices: Check all options that are correct:
1. The best prospects for the SAM4s ER-285M are currently using:

A Standalone Card Terminal and low-cost ECR

No automated POS equipment at all

A PC Based POS System

Royal Cash Registers

Micros Restaurant Terminals
2. Small Merchants:

Often buy low end ECRs from Superstores because they are cheaper there

Typically don’t buy low end ECRs from dealers because dealers don’t call on them

Are usually very successful in deploying ECRs by themselves

Are usually willing to talk to sales people about Return on Investment
3. The SAM4s ER-285M is a better choice than a low-cost ECR because:

Integrated Payment Processing provides both speed & security

The ER-285M provides better reporting than most low-cost ECRs

The ER-285M will out-perform any other ECR or POS system available
4. Consult with your integrated payment program ECR specialist when:

The merchant is interested in a point of sale scale

The merchant requires more than two POS peripherals

The merchant operates a large restaurant with full bar service

The merchant is already using a PC based POS system
5. Prospects most likely to be interested in ECR Security features are:

Absentee Owners

Stores with multiple sales Clerks

Owner-operators

Multi-unit operators
6. The most reliable printing technology for an ECR is usually:

Calculator style numeric printer

Dot Matrix Impact Printer

Di-Lithium Crystal Technology

Thermal printing
48  Summary
Marketing SAM4s ER-285M Integrated Payments
7. In the POS industry PLU means:

Private Label Unit

Product Look Up

Phi Lambda Upsilon

Price Label Unnecessary

Price Look Up
8. State Tax totals reported on SAM4s ER-285M ECR financial report are:

Paid by the ECR Dealer or Reseller

Adjusted by discounts and returns

Calculated by multiplying taxable sales by the tax rate

The sum of the taxes collected for each transaction

Onerous, Illegal and probably unconstitutional
9. If a barcode scanner is connected to the ECR:

The item price, descriptor and options are read by the scanner and entered into the
ECR

Only the price is read by the scanner and entered at the ECR

Only the descriptor is read by the scanner

Only the UPC number is read by the scanner

The merchant must program the price, descriptor and options for each item
10. The SAM4s ER-285M works well for most bars and restaurants:

With small menus

Using a cashier system (diner style)

That run a few bar tabs

Where servers precheck each order

That wish to upgrade their PC POS system
Marketing SAM4s ER-285M Integrated Payments
Summary  49
Quiz Answer Key: Correct Answers are Highlighted
Select the prospects where the SAM4s ER-285M might fit best:
 Taco Stand (with 10 main menu items)
Fine Dining Mexican Restaurant
 Ice Cream/Frozen Yogurt Kiosk
Dairy Queen with Brazier Food
 State Fair Food Booth
Italian Restaurant & Bar
 Auto Repair Shop (2-Stalls)
Tire Store Chain
 1-Lane Liquor, Beer or Wine Store
3-Lane Liquor Store
 Hotel Gift Shop/Hospital Gift Shop
Convenience Store with 12-Gas Pumps
 Neighborhood Tavern
Nightclub
 Used Clothing Consignment Shop
Department Store
 Antique Shop
Discount Superstore
 Truck Stop or Roadside Diner with
Counter Food Service
Olive Garden Restaurant Franchise
 10-Lane Bowling Alley
Entertainment Complex
 Neighborhood Pharmacy
Walgreens
 Neighborhood Bakery or Produce Market
Supermarket
 9-Hole Golf Course Pro Shop
Country Club
 Independent Sub Shop
Franchise Sub Shop
 Beauty/Barber Shop
Sears
 Medical Clinic
Video Rental Store
 Flea Market
Appliance Superstore
 Seasonal Garden Center
Home Improvement Store
 Used Bookstore
Barnes & Noble Bookstore
 Shopping Mall Kiosk
Consumer Electronics Center
 Ethnic Market
Walmart
 Fireworks Stand; Tobacco shop
Auto Parts Store
50  Summary
Marketing SAM4s ER-285M Integrated Payments
1. The best prospects for the SAM4s ER-285M are currently using:

A Standalone Card Terminal and low-cost ECR

No automated POS equipment at all

A PC Based POS System

Inexpensive Royal Cash Registers

Micros Restaurant Terminals
2. Small Merchants:

Often buy low end ECRs from Superstores because they are cheaper there

Typically don’t buy low end ECRs from dealers because dealers don’t call on them

Are usually very successful in deploying ECRs by themselves

Are usually willing to talk to sales people about Return on Investment
3. The SAM4s ER-285M is a better choice than a low-cost ECR because:

Integrated Payment Processing provides both speed & security

The ER-285M provides better reporting than most low-cost ECRs

The ER-285M will out-perform any other ECR or POS system available
4. Consult with your integrated payment program ECR specialist when:

The merchant is interested in a point of sale scale

The merchant requires more than two POS peripherals

The merchant operates a large restaurant with full bar service

The merchant is already using a PC based POS system
5. Prospects most likely to be interested in ECR Security features are:

Absentee Owners

Stores with multiple sales Clerks

Owner-operators

Multi-unit operators
6. The most reliable printing technology for an ECR is usually:

Calculator style numeric printer

Dot Matrix Impact Printer

Di-Lithium Crystal Technology

Thermal printing
Marketing SAM4s ER-285M Integrated Payments
Summary  51
7. In the POS industry PLU means:

Private Label Unit

Product Look Up

Phi Lambda Upsilon

Price Label Unnecessary

Price Look Up
8. State Tax totals reported on SAM4s ER-285M ECR financial report are:

Paid by the ECR Dealer or Reseller

Adjusted by discounts and returns

Calculated by multiplying taxable sales by the tax rate

The sum of the taxes collected for each transaction

Onerous, Illegal and probably unconstitutional
9. If a barcode scanner is connected to the ECR:

The item price, descriptor and options are read by the scanner and entered into the
ECR

Only the price is read by the scanner and entered at the ECR

Only the descriptor is read by the scanner

Only the UPC number is read by the scanner

The merchant must program the price, descriptor and options for each item
10. The SAM4s ER-285M works well for most bars and restaurants:

With small menus

Using a cashier system (diner style)

That run a few bar tabs

Where servers precheck each order

That wish to upgrade their PC POS system
52  Summary
Marketing SAM4s ER-285M Integrated Payments
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