We all know planning is integral to business success, and one critical way ISOs and MLSs can enhance their merchants' success is to help them prepare for the all-important year-end holiday season. This issue's lead article is full of insights on recent holiday season trends and consumers' evolving habits. It also contains pertinent sales advice, including a rationale for why this is an opportune time to emphasize price on sales calls.
Our contributing writers offer further sales advice for MLSs. One seasoned pro explains why offering only one POS system can ultimately negatively impact your bottom line. After all, why sell a Rolls Royce to someone who really needs a Honda Civic? Other payments experts reveal how to use statement analysis to find savings and thereby win merchants' business; define areas of responsibility for pivotal roles in payments; describe how NextGen ISOs are adapting to the changing payments landscape; and explore transparency in business, which some see as a core value while others see it as aspirational, because full transparency cannot be attained.
As part of our ongoing support of and reporting on tradeshows and other industry events, a recent story highlighted in News Briefs discusses the Electronic Transactions Association's Strategic Leadership Forum which, among other opportunities, enables those who attend to earn credits toward Certified Payments Professional certification. Another event brought into focus is the recent Mobile Payments Conference, which showcased mobile technologies' evolution and growth, and put the spotlight on the end user and global themes. Other stories include security flaws that exposed data pertaining to 419 million Facebook users, and the launch of a new virtual community that provides a platform where like-minded individuals can share experiences, challenges and best practices.
We've also included an update on the Merchant Sales Podcast, which delves into a range of issues of importance to ISOs and MLS, including such topics as how to sell POS/ISV solutions to small business owners and how kiosks are changing the POS landscape. Also, along with product and company profiles, you'll find notes on new product releases; briefs on new initiatives, expansions and awards; as well as relevant research and new partnerships, acquisitions and appointments.
We hope you are fully equipped to help merchants thrive this holiday season. Please send your questions and ideas to us at firstname.lastname@example.org, and email press releases for posting to email@example.com.
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