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Table of Contents

Lead Story

Retail strategies converge at merchant threshold

News

Industry Update

NEAA bids farewell to industry leader

Heartland levels host of charges at Mercury

The risky business of bitcoin

Mothballs for XP raises security concerns for ATM ISOs

Features

The development of Payza's mobile strategy

Views

Leading the charge on card data security

Patti Murphy
ProScribes Inc.

Bitcoin bubble: Risks to the payment system

Edward Barton
G2 Web Services

Education

Street SmartsSM:
Who's your data?

Dale S. Laszig
DSL Direct LLC

Marketing: Getting your brand out there

Michael Gavin
Merchant Warehouse

Which sales model is right for you? – Part 1

Aaron Nasseh
Prudential Payment Systems Inc.

Company Profile

Payvision

Tranzlogic

New Products

Streamlined social media payments

Yapyzal
ePaymentAmerica

Inspiration

Simple ways to retain top MLSs

Departments

Resource Guide

Datebook

A Bigger Thing

The Green Sheet Online Edition

February 24, 2014  •  Issue 14:02:02

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Inspiration

Simple ways to retain top MLSs

Two wars of attrition are always taking place in the ISO world, one involving merchants and the other involving merchant level salespeople (MLSs). It might seem on the surface that the two conflicts are mutually exclusive. In fact, they are intricately tied to one another.

Every organization, be it a 10 person office or a huge corporation, is just a collection of people. The success of any enterprise hinges on the qualities of its people. The most talented MLSs are the ones who bring in the most business. They may also be the ones who keep merchants happy through nurturing relationships and solving service problems.

When an ISO loses a great agent, that ISO's business suffers. Merchants jump ship because the talented MLS is no longer around to soothe egos, put out fires and fix problems. It is therefore in the best interests of ISOs to keep their top talent, but many organizations fail to do so.

Personalize appreciation

It is more important than ever before to reward top performers for their contributions. Here are several simple, cost-effective ways to do that:

Appreciate performance

In the payments industry, the best MLSs can basically choose where they want to work, or start their own ISOs outright. But keeping top performers is not always about the bottom-line compensation package. A little thoughtfulness and imagination can help ensure that your top performers continue to bring in business for you, and not for your competitors.

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 | Impact Paysystems | Electronic Merchant Systems | Board Studios