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Table of Contents

Lead Story

Translating tech for profit

News

Industry Update

UBC hopes to cash in with free program

Canadians' call for regulation rejected

Fire shuts down processor

Features

GS Advisory Board:
Vertical market virtues - Part II

Allied vendors speak

ISOMetrics:
History of payments technology

Selling Prepaid

Prepaid in brief

Incentive card usage reflects difficult economy

End-to-end payroll

Gift card legal perils - Part II

Views

The cards, they are a changin'

Patti Murphy
The Takoma Group

Mobile payments in the mainstream

Tim McWeeney
WAY Systems Inc.

Dude's got my money: What can I do?

Theodore F. Monroe
Attorney at Law

Education

Street SmartsSM:
Unexamined emotion, a pit bull that mangles business

Jon Perry and Vanessa Lang
888QuikRate.com

Understanding chargeback rules

Ken Musante
Moneris Solutions

Seven rules of 'celling'

Dale S. Laszig
DSL Direct LLC

Moving the needle on level 4 merchants

Joan Herbig
ControlScan

Use technology to tighten relationships, expand revenue

Shan Ethridge
TASQ Technology Inc.

Company Profile

SparkBase

New Products

Self-assessment assistance

CertifyPCI
Network Merchants Inc.

Pocket-sized terminal

way5000
Way Systems Inc.

Inspiration

Time for a change?

Departments

Forum

Resource Guide

Datebook

A Bigger Thing

The Green Sheet Online Edition

July 27, 2009  •  Issue 09:07:02

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Vertical market virtues - Part II

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. 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?

The Green Sheet, July 13, 2009, issue 09:07:01, contains the first portion of their responses; following is the final portion. Many thanks to those busy professionals who took the time to share their knowledge.

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:

North American Bancard | USAePay | Impact Paysystems | Electronic Merchant Systems | Board Studios