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Table of Contents

Lead Story

Payments industry boldly moves forward


Industry Update

FDIC warns banks about processors

IRS backs down on reconciliation requirement

Facebook becoming a payment business

Trade Association News


GS Advisory Board:
Views on IRS reporting and TIN matching

It's time to build your sales force

Marc Beauchamp
Performance Training Systems

An interview with Harold Montgomery

Ken Musante
Eureka Payments LLC

Research Rundown

Commanding retail categories

Minimal (but effective) marketing makeovers

Selling Prepaid

Prepaid in brief

Glitch in Google Wallet raises security concerns

FIs awaken to prepaid's power


Shop small, shop local

Patti Murphy
ProScribes Inc.


Street SmartsSM:
The ins and outs of marketing

Bill Pirtle
C3ET Credit Card Consortia for Education & Training Inc.

Legal strategies for an evolving marketplace

Adam Atlas
Attorney at Law

Modern payment pros fill the knowledge gap

Nicholas Cucci
Network Merchants Inc.

MLSs are masters of change

Dale S. Laszig
Castles Technology Co. Ltd.

Company Profile


New Products

Mobile wallet commerce platform

Apriva Wallet
Apriva LLC


Are you trying too hard?



Resource Guide


A Bigger Thing

The Green Sheet Online Edition

February 27, 2012  •  Issue 12:02:02

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MLSs are masters of change

By Dale S. Laszig

Managing change comes easily to most payment professionals. Our industry was built on change, from the fluidity of our technology to the dynamics of the international business community in which we compete.

Change has been a core value and engine of our growth, dating back to the early days of converting merchants from paper to electronic transactions, and onward through dial to Internet protocol, countertop to mobile, offline to online, and brick and mortar to cloud.

The Association for Change Management Professionals offers a certification program in human resources, project management and organizational development for change practitioners who help individuals and companies deal with the complexities of the shifting business landscape. But when it comes to helping merchants navigate the choppy waters of security, technology, social media and interchange, nobody does it better than merchant level salespeople (MLSs).

Brother, can you spare some change?

MLSs understand merchants' love-hate relationship with change. Most merchants view changes as unwelcome disruptions of their businesses, even when they need to upgrade in response to compliance issues, hardware obsolescence and changing consumer behavior. How can we help them cross the chasm from analog devices to more secure and profitable digital processing technology? Following are some strategies to help merchants embrace such changes.

Spotlight Innovators:

North American Bancard | Simpay | USAePay | Impact Paysystems | Board Studios