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Table of Contents

Lead Story

Do you speak payments?

News

Industry Update

Bob Carr takes the encryption lead at IAPP

PCI SSC broaches possible changes

Aite identifies industry challenges

BofA, First Data give birth to BAMS

Features

AgenTalkSM:
Bruce Reisman

GS Advisory Board:
Vertical market virtues - Part I

ISOMetrics:
Acquiring by the numbers

Selling Prepaid

Prepaid in brief

Cabbies moved to plastic

'Obolize' that card

Gift card legal perils - Part 1

Views

Where there's avarice, there should be ire

Biff Matthews
CardWare International

Hard-to-place merchants:
An untapped opportunity

Jeffrey I. Shavitz
Charge Cards Systems Inc.

Pulling the PIN on older systems

Scott Henry
VeriFone

Education

Street SmartsSM:
Independents Day

Jon Perry and Vanessa Lang
888QuikRate.com

PCI: The merchant experience

Tim Cranny
Panoptic Security Inc.

Target portfolios for increased profits, merchant retention

Christian Murray
Global eTelecom Inc.

Smart specialization

Jeff Fortney
Clearent LLC

Company Profile

checXchange Money Transfer Systems Inc.

New Products

Portable card swipe

POS app for BlackBerry
Merchant Warehouse

New Optimum family member

Optimum T4205
Hypercom Corp.

Inspiration

Revisit your resolutions

Departments

Forum

Resource Guide

Datebook

A Bigger Thing

The Green Sheet Online Edition

July 13, 2009  •  Issue 09:07:01

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Vertical market virtues - Part I

Establishing a niche in one or more vertical markets is said to be an excellent way for an ISO or merchant level salesperson (MLS) to expand a merchant portfolio during any type of economy. We thought it would be valuable to seek perspectives on this topic from our esteemed advisory board. Thus, we asked them to answer the following questions:

  1. What are the pros and cons of pursuing vertical markets as opposed to being more of a generalist?

  2. How do you evaluate which markets are best to pursue during an economic downturn? What factors do you consider in determining which markets are worth pursuing? Which verticals do you think are hot right now?

  3. Which vertical markets does your company pursue right now? Why did you choose these types of businesses, and which ones have brought you the greatest success? Are there other markets you have your eye on for the near future? Have you ever met with failure in attempting to break into a market you thought would be ideal?

  4. 4. What advice do you have for MLSs who want to break into new verticals? Are there certain things they absolutely should and shouldn't do?

This article contains the first portion of their responses. The remaining responses will be published in The Green Sheet, July 27, 2009, issue 09:07:02.

Adam Atlas
Attorney at Law


Sam Chanin
Tribul Merchant Services LLC


Matt Golis
YapStone Inc.


Curt Hensley
CSH Consulting Inc.


Lisa Shipley
Ingenico


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

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