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Table of Contents

Lead Story

Secrets of the Inc. honorees


Industry Update

Proposed interchange settlement: Judge approves, industry objects

Hurricane Sandy's huge impact

EMV on fast track

Harbortouch emphasizes training

Trade Association News


Educational aid for the feet on the street

Selling Prepaid

Prepaid in brief

The gamification of rewards

FinCEN pushes for cross-border prepaid enforcement


Consumer payments in a connected age

Patti Murphy
ProScribes Inc.

Smart ISO-MLS relationships

Jeff Brodsly
Chosen Payments


Street SmartsSM:
Are you a 10?

Jeff Fortney
Clearent LLC

Differentiate yourself: Sell to the medical industry

Jeffrey Shavitz and Adam Moss
Charge Card Systems Inc.

Opportunities in RAN and private-label programs

Mustafa Shehabi
PayCube Inc.

How to propel merchants to shed comfortable habits

Rick Berry
ABC MobilePay Inc.

EMV: Game on!

Dale S. Laszig
Castles Technology Co. Ltd.

Have we missed the window for EMV?

Nicholas Cucci
Network Merchants Inc.

Company Profile

Keep in Touch Systems Inc.

Merchants Choice Payment Solutions

New Products

Helping merchants clinch the sale

Payday Express Plus
Secure Payment Systems Inc.

Capital resource for ISOs, MLSs

Residual cash advance program
ISO Advance


Thinking of starting an ISO?


10 Years ago in The Green Sheet


2012 - 2013 events Calendar

Resource Guide


A Bigger Thing

The Green Sheet Online Edition

November 26, 2012  •  Issue 12:11:02

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EMV: Game on!

By Dale S. Laszig

Despite diverse opinions on Europay/MasterCard/Visa (EMV) in the United States, our industry is revealing broad consensus on these facts: our country represents the final frontier for EMV implementation, and its time is drawing near.

This means "game on" for merchant level salespeople (MLSs) who will be the first line of defense during all phases of the integration. But let's not wait for new machines to be deployed before we start to make sense of this global standard or try to explain it to our merchants.

Prepared MLSs can sell EMV

Winning at this - or just staying in the game - requires a new mindset that will separate you from the pack and give you the requisite tools to explain EMV effectively to merchants, help them make informed decisions and increase your sales. Here are some easy steps to streamline the process:

The MLS is still quarterback

As late adopters, we can learn from our Canadian neighbors who have weathered EMV migration. They can provide U.S. acquirers, processors and ISOs plenty of case histories and lessons learned to help us navigate domestic implementation.

Throughout all phases of EMV education, training and deployment, MLSs will continue to offer guidance and leadership to merchants to help them migrate to smarter, more secure technologies.

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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