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Table of Contents

Lead Story

Mobile privacy hot topic in Washington


Industry Update

Washington getting serious about cyber privacy

PCI DSS effectiveness questioned

Bling Nation may rise again

The Green Sheet gets resourceful


An interview with Trent Voigt

Ken Musante
Eureka Payments LLC

Research Rundown

Advisory board benefits

Selling Prepaid

Prepaid in brief

Prepaid scores in stadiums internationally

David Parker
Polymath Consulting Ltd.

Paying bills with gift cards


Data breaches renew privacy concerns

Patti Murphy
The Takoma Group


Street SmartsSM:
Timely tips for MLSs

Bill Pirtle
MPCT Publishing Co.

Will POS control solve merchant attrition?

Jerry Cibley
United Bank Card Inc.

Fraud, the conversation starter

Nicholas Cucci
Network Merchants Inc.

Counterintuitive selling

Dale S. Laszig
Castles Technology Co. Ltd.

Deciphering breach notification regulations

Tim Cranny
Panoptic Security Inc.

Company Profile

eProcessing Network LLC

Moneris Solutions Inc.

New Products

A button so smart, it connects the world

Alternative Payment Smart Button
2000Charge Inc.

Network security for small merchants

SecurityMetrics Vision
SecurityMetrics Inc.


What a difference a birth date makes


10 Years ago in
The Green Sheet


Resource Guide



2011 Calendar of events

A Bigger Thing

The Green Sheet Online Edition

June 27, 2011  •  Issue 11:06:02

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Counterintuitive selling

By Dale S. Laszig

POS device manufacturers have been telling us for years that their products are more than just terminals. Now with the apps race in full swing, we're seeing a variety of nonterminal solutions designed for a new generation of merchants. The rush to embrace clouds, mobility, integrated systems and virtual machines has some payment professionals wondering if there's a future for traditional credit card devices.

A weakened global economy, combined with a mature and consolidated payments industry, has slowed unit sales of EFT-POS terminals in general, but traditional countertop terminals still represent a viable and affordable option for small merchants. In fact, there has never been a better time to market countertop devices to qualified buyers.

While your competitors are pushing such higher ticket items as portable wireless and integrated POS systems, which typically take longer to sell and have their fair share of implementation and support issues, you could be selling terminals out of your auto's trunk that are ready to install.

Terminals have evolved

The market for countertop terminals remains strong, and the units themselves have evolved in parallel with changing consumer behavior. Many new offerings in the countertop terminal family require little to no training and come with factory-loaded applications and overnight replacement guarantees.

You'll be well-received by mom-and-pop merchants who don't want to upgrade their cash registers or use computers or mobile phones to process credit cards. Many of today's hardworking business owners want simple, secure, standalone solutions with small footprints and toll free 24/7 live help desk support.

Just as the phone evolved from a rotary dial apparatus into a small, portable, personal digital assistant with its own set of accessories, today's credit card terminal is compact and configurable, with multiple communications options and the ability to support an array of ancillary, nonpayment applications.

The innovation occurring at the terminal hardware level is just as eye-popping as changes taking place in other industries. In fact, the impact of these transformative technologies is affecting every aspect of life, from entertainment to health care, agriculture to education. What began as a digital revolution has become a platform for the human experience.

Expectations have changed

TranSEND Integrated Technologies has been providing transaction processing solutions to the payments industry since 2003.

The company's Chief Executive Officer and President Amit Chhabra and his team of engineers have worked with processors, technology companies and major terminal manufacturers on a range of terminal-based technologies and front- and back-end network solutions. TranSEND employs its own systems integration expertise to configure, customize and deliver comprehensive integrated solutions.

"As technology evolves, so does the increasing expectation of what it should be doing for us," Chhabra said. "We see this in every industry where electronics play a central role in the operations of that industry. The payments industry is no different, and the expectation on payment terminals is no different. It is no longer sufficient for a payment terminal to just receive a swipe of a card, prompt for amount and print a receipt.

"Payment terminals today are expected to have built-in support mechanisms, offer merchants choices for operating their business, and provide information services to the merchant.

Enabling these features requires payment device platforms that provide for feature scalability, which starts from platform features of either an open operating system (like Linux) or a feature rich proprietary operating system, multi-application/multithreaded environment, a fast micro processor (200 megahertz or more), and extensive user control libraries to provide an easy to use user experience."

It's not only software architecture that has undergone a transformation: the changing face of POS is reflected in the sleek low profile of new POS devices. This new generation of terminals is not only an extension of the surrounding retail environment, but a hybrid of traditional countertop and customer-facing, multilane devices.

Components have improved

Other leading trends in countertop design by POS manufacturers can be found in the individual components that make up a device. These include:

We all have our high-end, defining products, but there's still a market for traditional credit card terminals. Sometimes it pays to sell the counterintuitive, simple solution, especially when the counter is yours to win.

Dale S. Laszig is Senior Vice President of Sales in the United States for Castles Technology Co. Ltd., a manufacturer and global provider of smart card, contactless and POS solutions. She can be reached at 973-930-0331 or

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

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Spotlight Innovators:

North American Bancard | USAePay | Board Studios