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Table of Contents

Lead Story

Long live the check

Patti Murphy
ProScribes Inc.

News

Industry Update

Ruling a window to hot legal topic

NFC not paramount in expert testimony

NRF will try to block settlement

PCI SSC offers IT accreditation program

Features

GS Advisory Board:
Views on Visa's FANF

Research Rundown

Meet The Expert: Rick Slifka

ISOMetrics:
Consumer payment habits

Why advertise?

Selling Prepaid

Prepaid in brief

Is direct deposit the secret to prepaid's future?

Players profit from open currency

Views

Check fraud is the problem, RDC is a solution

Patti Murphy
ProScribes Inc.

Education

Street SmartsSM:
Start with a strong foundation

Jeff Fortney
Clearent LLC

Stage set for expansion of mobile payments

Henry Helgeson
Merchant Warehouse

The mobile app's role in marketing and sales

Ron Tunick ('Coach')
Nations Transaction Services

New era, same old game for MLSs

Dale S. Laszig
Castles Technology Co. Ltd.

Prepare for the mPOS wave

Rick Berry
ABC Mobile Pay Inc.

Health-care fraud: Back with a vengeance

Nicholas Cucci
Network Merchants Inc.

Company Profile

Central Payment Co. LLC

New Products

A POS for Main Street merchants

POS-itivity!
CardWare International

Bringing social order to business

The Social Merchant
The Social Merchant

Inspiration

A lesson from the Greeks

Departments

Forum

2012 events Calendar

Resource Guide

Datebook

Skyscraper Ad

The Green Sheet Online Edition

September 24, 2012  •  Issue 12:09:02

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New era, same old game for MLSs

By Dale S. Laszig

Disruption is nothing new for payments industry professionals. We've been shaking things up for more than 20 years. We may be entering a new era of relationship marketing. But merchant level salespeople (MLSs) have been in the relationship business for a long time, and that gives us a definite edge on the consumer engagement playing field.

The fact that we have new players in our midst should be taken as a compliment. We've built a solid, profitable business that's attracting giants like Apple Inc., Amazon.com, PayPal Inc. and Google Inc. Even consumer product brands are getting into our game, jumping over merchants and forging direct relationships with consumers, to the tremendous consternation of merchants everywhere.

Customers sidestepping traditional merchants

What happens to merchants when consumers opt in to special brand offers and use their laptops, tablets and smart phones to order products directly from master distributors? Brick-and-mortar stores and even e-commerce retailers can be marginalized by this process, becoming Internet showrooms and neglected outposts in the new commerce chain.

When merchants question us about emerging trends in payment technology, what they're really asking is how they can remain relevant, retain existing customers and attract new ones.

We can help them win the day by focusing on four core essentials.

Spotlight Innovators:

North American Bancard | Harbortouch | USAePay | IRISCRM.COM | Humboldt Merchant Services