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Table of Contents

Lead Story

Talking the talk

Patti Murphy


Industry Update

Wal-Mart ends Visa debit moratorium in Canada

Ecommerce drives global economic growth

Double-digit growth in 2016 holiday spend

Frost & Sullivan probes cybercrime in APAC region


Mobile augments shopper loyalty

Lane Conner


Payments' accidental ecosystem

Dale S. Laszig
DSL Direct LLC

In defense of processor increases

Steven Feldshuh
Merchants' Choice Payment Solutions East

2017: Three predictions and a little advice

Evi Triantafyllides


Street SmartsSM:
Mind your mental health

John Tucker
1st Capital Loans LLC

One merchant's brilliant solution for shopping cart abandonment

Chris O'Donnell
Instabill Corp.

ISO portfolio seller's checklist

Adam Atlas
Attorney at Law

Company Profile


New Products

Driverless, multifunctional, networked check scanner

RDM Corp.

Unplugged, portable, touch screen POS

StealthTouch II
Pioneer Solution Inc.

Mobile ACH, check deposit services



Let new ideas flow


Letter from the editors

Readers Speak

Resource Guide


A Bigger Thing

The Green Sheet Online Edition

January 23, 2017  •  Issue 17:01:02

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Readers Speak

How often should I contact my merchants?

With almost two years in the business under my belt, I have built a small portfolio. I can see the future will be bright if I maintain the right balance between getting new business and maintaining established relationships. I hear that it's important to maintain contact with your customer base, but how often should I be reaching out to them. I don't want to be an irritant.

Larry Truelove, Merchant Level Salesperson


That's an excellent question, and it recently came up in our MLS Forum. Benjamin Abel asked how regularly forum members keep in touch with merchants once they're up and running. Several members offered perspectives. One of them, Steve Norell, provided an answer that does a good job of summing up members' sentiments on the topic. Here's what Norell wrote:

As I have stated to every person that either worked or represented me, if you are stopping to see a merchant just to say Hi, How's it going, you are wasting your time. However, if you are going there to do any or all of the following, then it makes sense:

  1. Introduce him to a new product that would make sense for him to use
  2. Discuss ways to achieve lower interchange rates
  3. Review new or coming changes from the brands or ourselves
  4. Buy something from him
  5. Review their statement so they understand it
  6. Respond to competitive issues

That is more than enough.

To see the full discussions, visit the MLS Forum, accessed through the Forums tab at the top of our home page. You'll need to register on our site to join discussions, but the process is quick and easy.

In our archives, there are also a number of helpful articles by contributing writers on the topic of merchant retention. Here are several that should interest you:


How will you build your business in 2017?

What are your goals and strategies for merchant acquisition and retention in the coming year? Are you focusing on a particular vertical, a cutting-edge technology that solves a vexing merchant problem, new strategic partnerships? Please let us know at We'll welcome other feedback and suggestions at that email address, as well.

Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.

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