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Table of Contents

Lead Story

Transportation payments in transition

News

Industry Update

Financial reform bill passes Senate, interchange targeted

Why won't Apple take cash for iPads?

PCI SSC unveils new PTS requirements

Trade Association News

Selling Prepaid

Prepaid in brief

Prepaid's role in monetizing social media

A new benefits option for Floridians

Views

The drive to innovate

Scott Henry
VeriFone Inc.

Canada: An untapped marketplace

Jeffrey Shavitz
Charge Card Systems Inc.

Education

Street SmartsSM:
What does a merchant get for a PCI fee? - Part 1

Ken Musante
Eureka Payments LLC

The art of cross-marketing: How to maximize existing client relationships and boost sales

Peggy Bekavac Olson
Strategic Marketing

Consult your way to success

Tom Hennigan
Retail Cloud

Digging into PCI - Part 12: Maintain a policy that addresses information security for employees and contractors

Tim Cranny
Panoptic Security Inc.

A primer on accountability

Jeff Fortney
Clearent LLC

How to use technology to redefine today's economy

Daniel Burrus
Burrus Research Associates Inc.

Company Profile

NETSURION (formerly Vendor Safe Technologies)

New Products

Skimming alert system

VeriFone PED Authentication Service
Verifone Inc.

End-to-end bulwark

E3 Secure
Heartland Payment Systems Inc.

Inspiration

Change - it never changes

Departments

Forum

Resource Guide

Datebook

Skyscraper Ad

The Green Sheet Online Edition

June 14, 2010  •  Issue 10:06:01

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Forum

How can I get up to speed?

I am a 63-year-old rookie in this business. I have been a pastor for over 30 years, and have many years' experience in direct sales, copier sales and automobile sales. I have owned a copier company and have no problem knocking on doors, business-to-business.

Last year, I started in this business and love it, with one small exception. Admittedly, I am part time now, but I want to make this business full time. My problem is my lack of knowledge: POS, gift cards, petroleum, interchange rates, IP pricing and so much more!

I have been reading The Green Sheet cover to cover every month for the last year, but each month, I feel more ignorant. I know so little, yet I am able to sell the processing. My question is this: How can I really learn this business? I have a limited understanding of the processing itself. So, when I read articles, I am less than an informed reader.

As a small example, page 80, about tokenization ["Protecting cardholder data with tokenization" in the Research Rundown section in The Green Sheet, April 28, 2010, issue 10:04:02] ... I have never heard that one before. There is no need to explain that one; I just used it as an illustration.

I love this business; I am hungry to learn it. Is there any generic way to learn the basics?

Thank you in advance for any help.

Ken Babington Merchant Level Salesperson

Ken,

We turned for advice on this question to Justin Milmeister of Elite Merchant Solutions. He is on our advisory board and one of our contributing writers. Following is his response:

Justin is one of many advisory board members listed in each issue of The Green Sheet. The amount of industry knowledge these professionals collectively hold is breathtaking.

It would behoove you to attend industry tradeshows where you can seek mentors, network with peers, see new technology demonstrated live and attend a range of informative presentations and panels.

We have a chart of upcoming industry events at www.greensheet.com/datebook.php?flag=display_chart. The next regional association event will be the Midwest Acquirers Association's annual meeting July 21 to 23 in the Chicago area.

Additionally, our published articles going back many years are archived online. If you enter a term (tokenization, for example) in the Fast Finder search engine in the upper left-hand corner of our home page (www.greensheet.com), a list of articles containing that term will appear.

We wish you great success in your chosen career.

Editor

Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.

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