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Table of Contents

Lead Story

New payment player flexes muscle

News

Industry Update

Interchange dodges a bullet

Two more terminal types under PCI SSC umbrella

Small-business confidence rising

Contactless faring well

Terrorism funded with stolen data

Flying for wishes, Isaacman sets record

Visa Inc. interchange rates as of April 2009

Features

Data security dominates ETA Expo

Selling Prepaid

Prepaid in brief

The Fair Gift Card Act of 2009:
Good intentions, disastrous results

Brad Fauss
Springbok Services Inc.

The ISO challenge: Selling prepaid

Drilling down on the prepaid-unbanked relationship

Views

Protect merchants with the basics

Biff Matthews
CardWare International

The drive toward integrated solutions

Robbie Lopez
VeriFone

Extending security beyond assessments

Michael Petitti
Trustwave

Education

Street SmartsSM:
What does your billboard say?

Jon Perry and Vanessa Lang
888QuikRate.com

What it takes to thrive in business

Curt Hensley
CSH Consulting

PCI: Taking the proper path

Tim Cranny
Panoptic Security Inc.

Facing the elephants

Jeff Fortney
Clearent LLC

Company Profile

Merchant Cash and Capital

New Products

Private pathway for POS data

AprivaNet
Company: Apriva

Boundless processing

Whizpay
TalentBeat

Revenue streams through referrals

VendorVantage
AdvanceMe Inc.

Inspiration

Capitalizing on distractions

Miscellaneous

2009 Calendar of events

Departments

Forum

Resource Guide

Datebook

A Bigger Thing

The Green Sheet Online Edition

May 11, 2009  •  Issue 09:05:01

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What it takes to thrive in business

By Curt Hensley

I recently spoke with the chief executive officer of an ISO who was looking for someone to build out a specific regional sales team. I began asking the usual questions: the type of background he was looking for, if he preferred people from particular companies and so forth.

The CEO stopped me and said, "I'd like this executive to have payments experience, but beyond that it's all about finding the right personality.

Our company is here to develop people, and we need to find the people that want to excel. We want leaders with energy and compassion who can develop other leaders."

What a refreshing take. This country was founded on the premise that if you are innovative, work hard and do your job well, you will succeed. Part of the blame for the current economic crisis can be attributed to people sitting back and making investments they knew were questionable, just to watch the money pour in. As a result, many employees who worked hard and did a great job were laid off.

Severed trust

Trust was broken - many employees don't trust the companies they work for anymore. Far fewer organizations can ensure their employees will have a job tomorrow, and deals with clients are broken even more often due to the economic turbulence.

Banks are receiving Troubled Asset Relief Program funds but not putting that money back into the economy through small business loans because they don't trust the economy to hold up.

This isn't just limited to the current housing, insurance and auto crises. Who in the payments industry hasn't run into a small business owner and got to talking, and the next thing you know the merchant is telling you a horror story about a prior or current processing relationship gone awry, excessive fees, or ongoing problems with customer service?

Because of the unethical practices of just a few in the payments industry, everyone is faced with increased skepticism among merchants.

It's time for a new business model built on the understanding that everything contributes to the bottom line. When we encourage our employees to excel by providing a great environment for success, we as a company are going to get stronger.

If we show integrity, honesty and openness with our clients, we can parlay the trust that develops toward a long-term association.

Cultivating strong employees

Bearing in mind that every piece within a company contributes to its success and well-being, it's important to address the needs of each employee. This is done in three essential ways:

Spotlight Innovators:

North American Bancard | USAePay | Super G Capital LLC | Humboldt Merchant Services | Impact Paysystems | Electronic Merchant Systems