The Western States Acquirers Association held its fourth annual meeting Oct. 16 to 19, 2007, in Anaheim, Calif. The event included a Field Guide for ISOs seminar, speakers, educational sessions and networking time. Wednesday's updated Field Guide for ISOs sessions included presentations that defined success as an ISO, offered strategies for lead generation and discussed winning sales strategies, as well as how to increase revenues by selling check processing. Also included were pointers on hiring, training and managing salespeople, increasing closing ratios, and enhancing merchant retention.
Speakers for the Field Guide included payments industry experts such as consultants Mark Dunn, Mary Winningham and Mark Gorge; Juan Ortiz of Blue Pay Inc.; Caroline Marino of RDM Corp.; and Matt Clyne of Sage Payment Solutions.
The event officially opened Wednesday evening at a cocktail reception held at the host hotel. Educational sessions began after a continental breakfast Thursday morning. Topics included terminals versus gateways, alternative revenue streams and selling a residual stream versus retaining ongoing revenue.
Lunch was held in the ballroom, and attendees were encouraged to visit the numerous vendors exhibiting. The day continued with more breakout sessions: "It's a wireless world after all" and "What does PCI compliance mean to me?" Later, keynote speaker, Hector Barretto, Administrator of the U.S. Small Business Administration, divulged secrets of successful entrepreneurs.
Paul Martaus wrapped up the program with a sobering look at the effects current and upcoming legislation may have on the industry.
He pointed out that much of the legislation is beginning at the grass roots level instead of the national level. Therefore, it is proving difficult to fight.
Martaus also stressed the importance of ISOs and merchant level salespeople keeping tabs on legislative developments and becoming involved at the local and state levels. The event closed with another cocktail reception. And United Bank Card Inc. sponsored another Texas Hold 'Em charity poker tournament.
Regional shows offer an opportunity to stay abreast of trends and events in the industry, network with colleagues and meet vendors at a reasonable cost.
If you have not attended a regional show, why not do so next year? Events planned for 2008 are:
Check individual association Web sites for details.
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