While it is no longer advisable for merchant level salespeople (MLSs) to begin meetings with prospects by asking to see merchant statements, much has improved recently for when the appropriate time for statement analysis does arrive. Astronomical speed is one factor working in MLSs favor. So is the depth and breadth of analysis available to help in evaluating factors that often matter more than saving a merchant money, although cost savings can also factor in.
As you will see in this issue's lead article, the industry standard for measuring acquirer pricing, performance and efficiencies has evolved from a lengthy review process to instant quotes and on-the-spot proposals. Advanced feedback loops, composed of human analysts and advanced automated technologies, enable MLSs to quote prospects during initial sales calls, sometimes bringing back the coveted one-call close. Within the article, industry experts detail the advancements that have made this possible.
Contributors to this issue also offer perspectives and insight into recent developments such as the growing interest among acquiring ISOs in becoming issuing ISOs, and the challenges that brings; the multiple, enduring benefits of gift card programs, which are popular among merchants and consumers alike; issues encountered when implementing real-time payments and why some are taking an incremental approach to it; the growing phenomenon of de-branded gas stations and the expert help they need when they de-brand; and the evergreen importance of mirroring and listening when interacting with current and prospective customers.
In news briefs, we've covered our industry's very own Jared Isaacman, who commanded the Inspiration4 crew while orbiting the earth on a SpaceX Dragon—and raising money for St. Jude Children's Research Hospital efforts to end childhood cancer. Other stories spotlighted include four bad apples charged with defrauding acquirers and the card brands; a new Nacha rule that modernizes ACH transactions; and the Electronic Transactions Association's recent Fintech Policy Forum, a virtual event designed to highlight legislative and regulatory issues impacting payments industry stakeholders. For these and recent full stories posted, see Breaking Industry News at www.greensheet.com.
As always, we've included items on a range of recent milestones in Industry Update, along with company and product profiles, words of inspiration and our Resource Guide to help you connect with other industry professionals. If you want your news included, please send a press release to firstname.lastname@example.org. And if you have feedback for us, we'll welcome your email at email@example.com.
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