VARTECH 2026 Recap

Point-of-sale resellers face pressure to deliver solutions often at a retailer's or restaurant's crisis point. In a recent survey we conducted on behalf of Touch Dynamic & Intel, respondents cited supply chain gaps and product availability as their biggest vendor frustrations. This week, we spoke with Touch's Garrett Russell about those concerns and how the channel can collaborate to keep POS rollouts as smooth and frustration-free as possible. What really spurs a hardware refresh? How much customization do VARs want? What does everyone ultimately want from a POS? It's the episode that's watching the skies!   Around the Nation: The 5-Phase VAR Playbook for POS Deployments #VARValue - How does Touch’s approach to POS deployments and your partnership with Intel address some of the concerns the survey outlined?    On Our Radar Garrett - UFO/UAP theories Dean - The history of haunted houses John - Lime e-bike jousting   Keep in Touch! Email – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: SATO Industrial Label Printers

More retailers & restaurants are moving away from traditional receipts toward high-quality thermal labels and color options for greater clarity, better marketing, and stronger attention-grabbing. This week, Epson's Ian Livesay returns to the show to explain the shift and how VARs can capitalize. How do on-demand labels improve operations? Which segments and applications are seeing the most interest? How are labels impacting non-retail industries?   Around the Nation: Demystifying FSMA 204 Webinar Series w/AIM Global #VARValue - What does Epson bring to the table to help resellers shift their customers to in-house label printing?   On Our Radar Ian - Waymo testing on interstates Dean - Reversing coral bleaching John - Apple TV's genre programs   Keep in Touch! Email – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: Epson OmniLink TM-L100 Label Printer Elo Non-Touch Displays

Tony Boncore has worked in retail, for an OEM, and now as a solutions provider, but he's always understood that technology is only as good as what it provides to the people who use it each day. This week, he uses that experience from all sides of the channel to explain why retail tech sales demand a different approach. How can tech become a problem and not a solution? What does it mean for technology to "give back" to the user? How do we put humans first as tech continues to evolve?   Read Tony's article: https://heartland-usa.com/blog/the-human-side-of-retail-tech   Around the Nation: Register for the final BlueStar Academy courses of 2026 #VARValue - How do Tony and Heartland center people and their needs when working with retail?    On Our Radar Tony - Biohybrid machines Dean - Short layovers and the most popular Halloween costume of your birth year John - New Jersey meteorite with "alien world chemistry"   Keep in Touch! Email – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: Elo Backpack SATO Industrial Printers

VARTECH 2026 brought channel partners to the Mohegan Sun in Uncasville, CT, September 21-22. This week, we recap the experience, the venue, the guest speakers, and how the theme, "Where Builders Gather," was reflected throughout the show.   Around the Nation: Send your rookie reps to BlueStar Academy for Intro to POS & Payments and/or Hospitality Solutions courses in November! #VARValue - Final thoughts and additional spotlights from VARTECH 2026   On Our Radar Dean - Prediction market websites John - Obsession & modern indie horror films   Keep in Touch! Email – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: SATO Industrial Printers Elo Self-Service Array

We're back with more hot topics, surveys, and ideas to spark conversation.   Topics: The Future of Work & AI The Rise of Drunk Shopping What Jobs Have the Highest & Lowest Divorce Rates? The “Illiterate Boyfriend” Test Highest-Paying US Jobs Cost of Living by US State The Cosmic Odometer Around the Nation: 2U Tour - NYC   On Our Radar Dean - Tesla Cybercab John - Columbia House shuts down   Keep in Touch! Email – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: Elo Pay M100

The trucking & logistics industry is vital to many other industries and the global economy. So why are so many fleets, BCOs, and shippers still using outdated, fragmented, and inefficient technology and processes? To answer that question and explore opportunities for resellers to address these issues with hardware & software solutions, we're joined this week by Baysys Founder & CEO Tom Hurwitch and Strategic Business Advisor Gerry Corriveau. What is waste costing fleet owners and cargo movers every day? How does automating & digitizing now prepare them for the next iteration of T&L? What is Baysys offering now and in the future, and how will they help VARs grow their business? It's the episode that's just idling here, wasting fuel until you listen! Visit baysys.io to learn more and contact them directly at: Tom Hurwitch: [email protected] Gerry Corriveau: [email protected] | 774.847.4957   Around the Nation: Attending VARTECH 2026? Download the BlueStar Events App. Not attending? Follow us on LinkedIn & YouTube for updates from the show! #VARValue - Why should VARs work with Baysys? What are they looking for in partners, and how can they help solution providers sell more and grow their T&L business?   On Our Radar Gerry - Having fun with AI Tom - AI for data analytics Dean - Why you should sit on the floor John - The Tokyo business shorts scandal   Keep in Touch! Email – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: Elo I-Series 5

Putting the "value" in value-added reseller is about more than product mix, low prices, and taking customers out to dinner. To survive in a hyper-competitive market where every customer has just as much access to "speeds & feeds" spec sheets as you do, the difference is aligning your business with customers and defining what truly sets you apart. This week, Mountain Ties founder Stephen Bergeron brings 30+ years of channel sales experience to the show. What's changed in that time, for the better or worse? How does Mind Mapping & Story Selling help you win more deals? How should you change your approach to quotes and business reviews to wow your customers? It's the episode that's here for you womb to tomb!   Around the Nation: Join one (or both) of the final 2U Tour stops! #VARValue - What are one or two simple things a VAR or ISV could do immediately to add value to their business?   On Our Radar Stephen - Maine Adaptive Sports & Recreation Dean - Extending EV battery life with physical pressure John - T rex fossil auction   Keep in Touch! Email – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: Elo v. Legacy

Print is far from dead, and while we live in a very digital world, there is still a need for tangible, physical printing. Epson wants VARs to tap those opportunities by bringing its line of business inkjet printers into the channel. This week, Sandeep "Sam" Patel and Koji Nawata join the pod to pitch business printing for your portfolio. Why enterprise printers over consumer-grade? What verticals need these solutions? How should you approach existing and new customers? It's the episode that's ready to battle Mewtwo!   Around the Nation: Check out the BlueStar Nation Blog! #VARValue - How is Epson supporting resellers and ISVs who want to sell these printers?   On Our Radar Koji - Finding your ikigai Sam - World Cup technology Dean - China's reusable rocket catch John - Pokemon Go Times Square event   Keep in Touch! Email – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: Epson Business Solutions Elo Non-Touch Displays

The modern reseller typically doesn't focus only on transactional sales. Solution selling has become the norm for any business that wants to grow and survive, but how should VARs structure their teams to be true consultants? This week, Honeywell's Theo Newman joins the podcast to explain the importance of building a team of "right people for the right role." How has the hardware sale changed from the customer perspective? How does AI impact the conversation? Why is barcode scanning the perfect example of how selling has changed? It's the episode that's willing to pay more to stay comfortable.   Around the Nation: Meet BlueStar at RetailNow 2026 in Las Vegas! #VARValue - Where do resellers have the opportunity to grow and change their approach to be truly consultative? How does Honeywell enable them?   On Our Radar Theo - JDM Hot Hatches Dean - Do you really have to wait to swim after eating? John - Summer cooling costs   Keep in Touch! Email – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: Elo Self-Service Array

War, defense spending, tariffs, regulatory loosening, and the evolution of AI have changed the landscape of government contracting and public-sector technology needs. What does that mean for resellers hoping to win in 2026? Zebra's Senior Government Contracts Manager, Chris Phann, joins the show to share his insights and recommendations. How can VARs ensure they are FAR compliant? What helps them look good when responding to RFPs? How is Zebra helping resellers navigate this landscape?   Around the Nation: Join us on our final US 2U Tour stops! #VARValue - Where are there short-term and long-term opportunities in the public sector? Are there any easy-button revenue generators to explore NOW, rather than future needs we should be planning for?    On Our Radar Chris - World Cup technology Dean - World Cup tourism John - Gen Z is getting into film photography   Keep in Touch! Email – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: Zebra TC701 Mobile Computer Unitech Rugged Mobility Solutions Elo I-Series 5