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Table of Contents

Lead Story

Tapping into payments' training goldmine

Ann Train


Industry Update

News Briefs


The payments family album

Dale S. Laszig
DSL Direct LLC

Finding the right high-risk referral partner

Brett Husak
Deft Payment Systems


Street SmartsSM:
Finding profitability in a competitive market

Aaron Nasseh
Finical Inc.

Know your role, not every last detail

Jeff Fortney
Clearent LLC

Chargeback insurance explained

Kevin Mendizabal
Frates Insurance and Risk Management

Company Profile


New Products

Cloud-based platform optimizes route planning, navigation

Route Optimization Solution
Route4Me Inc.


Right your presentation ship


Letter from the editors

Readers Speak

Resource Guide


A Bigger Thing

The Green Sheet Online Edition

June 26, 2017  •  Issue 17:06:02

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Street SmartsSM

Finding profitability in a competitive market

By Aaron Nasseh

There is no question that the merchant services industry has become more competitive with each passing year. Noticeable margin compression has occurred as a result. Unfortunately, many sales professionals are struggling with this and have been unable to adapt to the changing market. However, this doesn't have to be the case, because very lucrative opportunities are still available in the merchant services industry.

How we got here

Before I suggest solutions that may enhance the profitability of your business, I'll review some of the reasons that got us here:

Other factors have also contributed to lower margins in our industry, including regulations and costs; however, this article is focused on selling as it relates to smaller agents and ISOs, and while every ISO has been affected by lower margins, it is the smaller ISOs that have suffered the most. In fact, this market has enabled the larger ISOs to participate in very favorable acquisitions of the smaller ISOs.

What we can do

Now that I've reviewed some of the concerns, here are a few suggestions:

Aaron Nasseh is the founder and Chief Executive Officer at Finical Inc. His extensive sales and management experience includes having previously served as the General Manager of CardPayment Solutions and Vice President of Sales at iPayment Inc. He may be reached at or at 818-330-4055.

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 Contact names or information may be out of date.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

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