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Table of Contents

Lead Story

Fostering a payments culture of giving

News

Industry Update

EMVCo to improve standard for e- and m-commerce

New payments player teams with Dallas Cowboys

Google the latest billion-dollar settlement denier to sue Visa, MasterCard

Softcard hits another snag, lays off staff

Features

The IoT - fact or fiction?

Education key to mobile adoption

ISOMetrics:
Data breaches across America

Views

Risk worth the reward High-risk: A macro perspective

Jeffrey I. Shavitz
Alternative Merchant Processing Inc.

Retail, why bite the brand that feeds you?

Dale S. Laszig
DSL Direct LLC.

Education

Street SmartsSM:
Pushing the limits of sales seasonality

Tom Waters and Ben Abel
Bank Associates Merchant Services

ISO goes to court: What to expect

Adam Atlas
Attorney at Law

Techology tools and tips to grow your business

Vicki M. Daughdrill
Small Business Resouces LLC

Company Profile

Expansion Capital Group LLC

New Products

Intelligent choice for connected,upscale dining

Owl
OMNI Brain Lab

Portfolio management to protect revenue, prevent chargebacks

Cardholder Dispute Resolution Network
Verifi

Inspiration

The Internet of people

Departments

Readers Speak

Resource Guide

Datebook

A Bigger Thing

The Green Sheet Online Edition

January 26, 2015  •  Issue 15:01:02

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Readers Speak

Who's interested in added marketing value?

I am a marketing specialist who has always preferred added values over discounted pricing. I recently asked Laura McHale Holland, The Green Sheet's Assistant Vice President, Editorial, how the latest changes in the industry were being received.

She said, "It appears to be better for merchants and consumers because they're getting new options that increase flexibility and can be geared for their specific needs. ISOs are having to regroup and choose products and services that will give them a competitive edge in a market undergoing disruption. This involves significant adaptation and risk."

I agree. Having spent years helping ISOs develop and field test added values, I've found that ISOs usually stay with discounts. However, those who choose added values do better. This reminds me of a quote by Charles Darwin: "It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change."

Merchants are tired of hearing, "I can save you money; give me your last three statements." Still, many agents persist in this mode. To help payment businesses adapt, I put together 34 marketing tools that are free to merchants who sign up with my ISO/processor. I want to show potential ISO partners just how well these tools work. Do you have anyone to suggest? I'm at 512-368-0305.

Daniel Wadleigh, More New Customers

Daniel,

Proven marketing tools could be just the thing to make some merchant relationships sticky. However, we do not recommend potential business partners to our readers. That said, I do have some suggestions for you:

Editor

What about you?

Is there a development in the payments biz that you'd like us to cover? Do you have questions you haven't been able to resolve in the ordinary course of business? What industry trends do you see on the horizon? We'd like to help. Get in touch with us via email at greensheet@greensheet.com. And please send your press releases to press@greensheet.com.

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:

USAePay | Impact Paysystems | Electronic Merchant Systems | Inovio