How wrong I was. It was their "creative bookkeeping" that worried them. When I offered to make that all possible ('zapping' as it is called now), they loved it. Based on their referrals I sold it many times over.
Come next customer / market: bookshops. Guess what the most important selling argument was, besides easy cataloging, inventory, searching, website publishing and reporting? Right: zapping.
Thought me an important rule: do not underestimate what your customer is NOT telling you.