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Table of Contents

Lead Story

The B2B tortoise: Plodding to win

News

Industry Update

POS terminal makers take off the gloves

Intuit - ECHO kaput, fed crackdown afoot

Wal-Mart drops plea for ILC

SEAA meeting offers added-value advice, vendors

Interchange Charts

Features

AgenTalkSM:
Marlene O. Smith

GS Advisory Board:
Global economy, global business?

A look ahead: ATMs and the next 10 years

Tom Harper
ATMmarketplace.com

Views

PIN pad security: Get a grip

Bulent Ozayaz
VeriFone

Education

Street SmartsSM:
Something ventured, something gained

Dee Karawadra
Impact PaySystem

Card Association rules to work by

David H. Press
Integrity Bankcard Consultants Inc.

I'm in heaven: Your merchants' new mantra

J. David Siembieda
CrossCheck Inc.

All-star processing – Part I: Deployment

Marcelo Paladini
Cynergy Data

Company Profile

Crossgate Dynamics LLC

New Products

Encryption-happy PIN-entry devices

SecurePIN
ID Tech Inc.

A real sticky merchant service

Third-party guarantee program
Assurz Inc.

Colorfully foiled fraud

Poweroll two-sided color paper
TransAct Technologies Inc.

Inspiration

Who needs the whole enchilada?

Departments

Forum

Resource Guide

Datebook

Skyscraper Ad

The Green Sheet Online Edition

April 09, 2007  •  Issue 07:04:01

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SEAA meeting offers added-value advice, vendors

As ISOs and merchant level salespeople (MLSs), the more value you bring to your merchant clients, the more likely they will continue working with you, according to Kim Fitzsimmons, First Data Corp.'s President of Independent Sales Services.

She advised attendees of the recent Southeast Acquirers' Association meeting on ways to increase merchant "stickiness." ISOs and MLSs can make themselves unique and less replaceable by offering merchants a full suite of payment services, which include gift card and loyalty programs, electronic check conversion, and PIN-based debit card acceptance, as well as identification verification tools.

To sell such products, ISOs and MLSs should form strategic partnerships with respective companies. A great way to get started is by talking with representatives from those companies at tradeshows like the SEAA. (This year, about 70 vendors attended.)

"Ask them questions; interview them just like you would a [job] applicant. ... Make sure your key value is their core competency," she added. Also, interviewers should put together a checklist that includes questions about the company's industry experience, financial stability and customer service.

When looking for value-added partners, Fitzsimmons stressed the importance of due diligence: Always get references and make test calls to the customer service department, she said. Having a good track record is important because "their reputation is your reputation."

Economies of scale must also be considered. "Make sure they can grow with you," she said. "When you add more value, merchants then look to you - as their business grows - as their adviser."

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

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