f you have to do it more than once, automate it.

That, in a nutshell, is the business philosophy behind National Cash Management Systems. Founded in 1998, NCMS acts as both a processor and a VAR that has matured into a major ACH services provider in the last few years. "We now have the ability to pick and choose among the best processors, developers and end users," says Frank Lewis, Executive Vice President of Sales for NCMS. "Our customers trust that we will bring to the table only the best options on the market."

While many other solution providers make similar claims, Lewis truly believes NCMS is a breed apart. "We use a 'solution-broker approach' instead of an ISO approach," says Lewis.

Lewis realized from talking to clients that NCMS had entered an industry that was geared toward both people and service. On a mission to hunt down companies that could support personal service, NCMS hooked up with a West Coast ACH processor that met most of its needs regarding small to medium-size merchants. NCMS officials noticed that there still were some applications missing that mainly applied to Fortune 500-type clients, so their next alliance was with a company whose core focus was EDI (electronic data interchange).

"We recognized that the concept of blending an EDI platform with the Federal Reserve ACH network was a marriage made in heaven," says Lewis. "It's been more than we could have ever anticipated. Because of this, we have put together the most complete suite of services available from any one organization in the industry.

"In the first 60 days of offering this expanded line of services, we signed two Fortune 500 companies that are leaders within their industry." One of most in-demand NCMS products is a direct result of its EDI alliance. "One of the biggest things we're doing is electronic payroll for companies with employees who don't have bank accounts," says Lewis. "In fact, our main differentiator is our debit payment card system with no monthly fee to either merchant or employee."

Lewis says another differentiator is the staff at NCMS. "We have people in our organization who have worked in different industries, so they have insight into many areas, such as banking and real estate," says Lewis. "Our expertise is inside our company. We can really talk to people on their level as well as see applications they can't see."

NCMS provides payment solutions to hundreds of customers and targets higher-end businesses, including insurance companies, utilities, hospitals, credit unions, and savings and loans. "We also serve a lot of smaller businesses," says Lewis. "It basically depends on the program."

NCMS programs are multifaceted. Offerings include a full range of payment solutions, from ACH/EFT software to virtual terminals.

"The flexibility of our product line gives merchants the ability to receive payments via check or credit card," says Lewis. "All of our products allow merchants to accept single or recurring payments or process credits such as refunds, direct deposits or vendor payments. Our online check and payment gateway provides the real-time processing tools merchants demand while our real-time Internet verification product utilizes the ATM network."

Real-time reporting with crisp, jazzy spreadsheets is provided through yet another alliance, with Crystal Reports.

While the core competency of NCMS is comprehensive business solutions, its hottest product and service is its EPASS and debit payment card program.

"It all goes back to electronic business services," says Lewis. "What's happening is a big push in the payroll industry to cut costs. It's such a huge problem, especially with lost checks. ... [People are] getting ripped off at check-cashing places. Our program is the solution.

"Our card gives an employee a 50-cent-per-hour pay increase, saving money on the back side, so to speak. Un-banked employees pay 1% to 3% to get their checks cashed. Then Western Union gets them for wiring money back home. With our card, it's one free swipe per pay period. They can do a corresponding card back home, saving all those fees. Plus, there's the security of not having to worry about cash. They can use the card to get money back at any supermarket. They can move money from card to card. It's even ideal for kids away at school."

NCMS has satellite offices in Puerto Rico and Hawaii to support the great demand in these locales for the debit payment card program.

What is the price for keeping cash flowing through NCMS? "Our systems are not designed to cost a lot up front," says Lewis. "I know we kick butt on transaction fees. Our set-up fees are as low as $500 to as high as $2,000 for EPASS. No one can touch us on this. We are not in it for the big fees, and all transaction fees are negotiable depending on the size of the client."

As for turnaround time, Lewis says it can take as little as three days to as much as 60 days, depending on bank interaction. NCMS works with several sponsor banks, and though it is interconnected with Bank of America, it is not tied to any one institution.

All of these programs, alliances and services translate to big appeal for ISOs and ISAs, but NCMS is picky about whom it welcomes into the family. "We don't take on everybody," says Lewis. "We want people who are serious about the business. We want them to stay for one year, minimum, with NCMS. We want them to put in the time. We take only one out of every 50 inquiries we get in regard to representing our product line."

For all agents who put in that time, NCMS offers multiple programs, including a 50-50 program. Agents get products and services at cost and sell where and when they see fit for a 50-50 split with NCMS. Leads are often supplied to agents from the popular NCMS Web site.

"We're really not out there looking for agents," says Lewis. "It takes such a long time to train them. We like the good ones, the people with industry experience but not particularly in this industry. What's most important to us is that they have business experience so they can talk to clients."

What NCMS looks for in a partner is technology. "We're interested in cutting edge because we are on the edge," says Lewis. "We pride ourselves on that as well as the fact that we are constantly looking for new apps."

At press time, NCMS was in the process of releasing its latest service, VirtualE Draft, which Lewis says "was designed as a direct result of NACHA's latest rule changes that affected the telemarketing industry."

VirtualE Draft is a Web-based service that generates a paper draft draft file instead of a NACHA file. NCMS takes this file and prints out drafts for the merchant.

"This product is truly amazing," says Lewis. "We have all the bells and whistles that most ACH terminals have. In fact, we have incorporated new technology into this terminal not found anywhere else. The VirtualE Draft program has both the STAR Check and RMRS check systems integrated in at no charge.

"Our system can even help with authorization. Our terminal has the ability to print postcards that recap the entire transaction. If postcards aren't needed, we can also generate e-mail notifications."

What really sets this program apart is the Daily Deposit Program provided by NCMS.

"We not only print and sort both drafts and postcards; we will also deposit these drafts to the merchant account every day if their financial institution is located in our area," Lewis says. "Our service is unmatched and unchallenged when it comes to this product offering."

What is even more amazing is that this complete service, in many cases, is less expensive for the merchant compared to ACH processing. And if the merchant has a good banking relationship, he or she can get immediate credit for the checks that are deposited daily instead of waiting up to seven calendar days, as offered by most ACH processors.

"Every day, it amazes me even more how much the high-risk market has been taken advantage of by some ACH processors. We love pointing that out when presenting this product to this segment of the market," Lewis says.

According to Lewis, the biggest challenge facing NCMS is time. "It is serious," says Lewis. "We put in 12-hour days covering coast to coast and beyond to Hawaii. Businesses are all looking for ways to save money in this economy with electronic processes."

Lewis says the biggest challenge facing the industry is understanding.

"It's all about being able to have enough people out there who realize what's going on," says Lewis. "Merchants are not understanding what technology is all about. Businesses are segmented and don't know that you can do things like e-mail invoices and do it for less than it costs to send them with a stamp.

"I think right now that only 4% of businesses out there are doing it right. Within the next three to five years, this will increase to 70%. The volume is unreal. Our approach is, 'What I'm going to show you will work better today AND 20 years down the road. I don't know if you'll do it with me, but you will do it.' I see electronic payment across the board for everything, and big businesses are pushing hard to get it done."

Lewis also sees NCMS as perfectly positioned for that push. "We are in the forefront of this," says Lewis. "I think we probably will expand into other areas of the country. I see our software expanded internationally as well. We already have that started with negotiations in Brazil and Canada. Right now, time and people is our biggest problem."