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A Thing
Issue 04:04:01

Industry Update

New Research Vehicle Coming to The Green Sheet Online: "You Tell Us" How You Feel and What You Need

By Julie O'Ryan

U.S. Wireless Data Files for Bankruptcy, Will Sell Assets


Industry Leader:
Rick Brennes Bringing Innovation to Payments

In the (ATM) Driver's Seat

By Ann All, Senior Editor,

Book Review:
"Evolve or Die" Lessons for Life and Business Can Be One and the Same


Make Contact With Contactless

By Rob Regan

Marketing 101: Measuring Your Marketing Efforts

By Nancy Drexler


Street Smarts:
Internet ... or Internot?

By Ed Freedman

If You Want to Grow Big, Think Small

By Garry O'Neil

The ISO's Duty to Properly Underwrite Merchant Applications

By David H. Press

Bankcard 101: Think 'Marketing' to Grow Your Business

By Lazaros Kalemis

New Products

Welcome to the World of Wireless Payment Terminals

New Technology Splits Credit Card Types at Pump

Company Profiles

Cynergy Data


I Know That You Hear Me, But Are You Listening?



Resource Guide


Around the Country, All Year Long: Plenty of Reasons to Attend Industry Events

By Julie O'Ryan

Training and networking opportunities for Merchant Level Salespeople (MLSs) and vendors in this industry are rapidly increasing. Until recently the buzz on the street, and on The Green Sheet Online's MLS Forum, was that there were very few events designed around MLSs.

Now it seems there is at least one event somewhere in the U.S. almost every month where agents can expand their industry knowledge. The regional conference format now includes Electronic Transactions Association's (ETA) new Expo Network regional events and the increasingly popular events put on by the various acquirers' associations.

Following is an alphabetical listing, by association, of the events coming your way beginning in April 2004.

Electronic Transactions Association (ETA)

ETA announced its calendar of events for 2004 and 2005. ETA is the international trade association serving the needs of organizations offering transaction processing products and services, with over 400 member companies from eight different countries.

The Event Calendar includes established venues such as its Annual Meetings and the series of new events targeted to small ISOs and MLSs.

"We're diversifying our offerings to reach more of the industry and continuing to deliver the high-quality services for which ETA is known," said ETA Executive Director Carla Balakgie.

New this year are ETA's Expo Networks, a series of small tradeshow conferences created to bring national education and networking opportunities to the industry on the regional level.

These meetings are ideal for anyone seeking more intimate venues requiring smaller investments of time and expense than ETA's larger events.

ETA will hold five Expo Network events around the country over the next 15 months:

  • San Diego/La Jolla: June 24 - 25, 2004
  • Dallas: October 14 - 15, 2004
  • Orlando/Kissimmee, Fla.: January 27 - 28, 2005
  • Chicago: April 7 - 8, 2005
  • Los Angeles: June 2005 TBA

Each Expo Network will kick off with an opening reception, followed by a full day of industry education and exhibit hall interaction. ETA University (ETAU) classes will be offered as separate pre-conference activities.

"We are committed to delivering ETA's robust educational resources to all levels of the industry, while offering our valued vendor partners new channels to reach potential customers," Balakgie said.

The Expo Networks are closely aligned with ETA's new Affiliate Service Provider (ASP) program.

This program gives 1099-status MLSs access to ETA publications, education and tradeshows for a reduced annual affiliation fee. ASP participants and ETA members can attend any Expo Network for just $75.

ETA will continue to present industry-leading events at the national level through 2004 and 2005. The ETA Annual Meeting and Expo will take place in Las Vegas, April 20 - 22, 2004.

Nearly 2,000 attendees are expected and the exhibit hall space is sold out, with 146 vendors signed on to showcase their wares.

The second annual Strategic Leadership and Networking Forum, designed specifically for payment industry executives, will take place at The Fairmont Turnberry Isle Resort and Club in Aventura/Ft. Lauderdale, Fla., Sept. 21 - 23, 2004.

It's not too early to plan for next year: The 2005 ETA Annual Meeting and Expo is scheduled for March 15 - 17, 2005 at the Mirage, Las Vegas. Details on all of these activities are available at .

Midwest Acquirers' Association (MWAA)

Second Annual Meeting
July 28 - 30, 2004
The Drake Hotel, Chicago

The focus of the MWAA meeting is to address issues that are relevant to the industry and to ensure considerable vendor interface time. Last year's groundbreaking event was a huge success: Total attendance fell just shy of 400 industry professionals.

The second annual conference is scheduled for July 28 - 30, 2004 at the historic Drake Hotel in Chicago.

It kicks off with the Value-Add Panel discussion on Wednesday beginning at 3:30 p.m., immediately followed by a cocktail reception.

Thursday's agenda is filled with informative presentations and discussion panels addressing important industry topics that MLSs helped select. Friday's activities include a breakfast and opportunities to enjoy Chicago.

As an additional way to provide comprehensive training for its constituency, MWAA will host an independent seminar called "Field Guide for the Developing ISO" on Wed., July 28 from 9:00 a.m. to 3:15 p.m.

Mark Dunn will conduct the seminar; he has 15 years' experience in sales and senior management with companies including a terminal manufacturer, a software company, a third-party processor, a national ISO and a bank.

MWAA has secured a hotel room rate of $129/night for attendees. The discount is contingent on following the procedures in the "Travel Registration" document available online.

Register now through July 16, 2004 to receive the discounted rate of only $100. Pre-registration ends July 16 at 5:00 p.m. CST. Registration will resume at the conference only on July 28. Early birds signed up and paid by June 1 will be entered into a drawing for a $200 cash prize.

Registration for "Field Guide for the Developing ISO" is separate from MWAA conference registration; attend both and receive a discount.

Please contact Mark Dunn at to sign up for his seminar. Further details and information are available at .

National Association of Payment Professionals (NAOPP)

MLS Cocktail Reception
April 20, 2004
The Terrace Suite, MGM Grand, Las Vegas

NAOPP will host a reception at the Terrace Suite at the MGM Grand on Tuesday, April 20 at 9:15 p.m., following the ETA Opening Reception. Current and prospective NAOPP members and sponsors are invited to enjoy cocktails and hors d'ouevres and are encouraged to come meet the NAOPP Board of Directors.

Membership in the NAOPP will be available at the door. For information on the reception, contact Andy Pitts at or Bill Paul at . Additional information will be available on NAOPP's Web site: .

Northeast Acquirers' Association (NEAA)

Summer Seminar And Golf Outing
June 8 - June 10, 2004
Hilton at Woodcliff Lake
Woodcliff Lake, N.J.

Since 1985, the Northeast Acquirers' Association (NEAA), a non-member association dedicated to education and networking for the acquiring industry, has hosted what has become a trend setting regional show in the electronic payments industry.

The NEAA Board of Directors strives to respond to the interests and needs of all of its "participants," whether they're vendors, acquirers or card associations. Their goal is to bring authoritative speakers and presentations to each meeting in order to provide a high level of professional electronic payment education benefiting all who attend.

There were more than 350 people at the NEAA Winter meeting in Mt. Snow, Vt. in February and organizers are expecting an even bigger turnout for this year's Summer Seminar and Golf Outing.

The NEAA summer meeting this year has grown to a three-day event. Tuesday's agenda includes the first morning session, reserved for the NAOPP meeting and will be followed in the afternoon by a three-to-four hour presentation on a yet-to-be-selected topic within our industry, allowing in-depth insight and training.

There will be a cocktail reception for vendors and early arriving attendees that evening. Wednesday includes the traditional day-long table-top Vendor Fair, where you can network with attendees and vendors; the afternoon seminars will cover a wide range of topics. Dinner and social activities follow in the evening.

Thursday will be dedicated to the popular Best Ball Golf Tournament. The NEAA is evaluating courses in the area (and developing activities for the non-golfers). The club pro will choose foursomes based on handicap to ensure fairness. As usual, the top teams will receive awards at the end of the day.

As in years' past, it is vendor support that makes this seminar possible. In order for NEAA to continue offering a first-rate event at an affordable price for attendees, the Board is again asking vendors to contribute $1,200 (covering attendance for two people from one company); a $200 discount may be applied to registrations before May 7, 2004.

To encourage participation in the event, the pre-registration fee for attendees is still $100 per person. Registration at the door is $150 per person. Call the Hilton at Woodcliff Lake directly to book your rooms; remember to ask for the Northeast Acquirers' Association rate of $145. This rate is guaranteed through May 10, 2004; call 800-445-8667.

Vendor space is limited and going quickly. For more information please visit or contact Jacques Breton, Treasurer/Clerk and Vendor Coordinator by phone, at 603-692-2408 or e-mail, at .

Southeast Acquirers' Association (SEAA)

Fourth Annual Conference
Sept. 27 - 29, 2004

Vendor registration is now open; last year's vendors will receive priority to reserve exhibit space until June 1, 2004. Get further information on exhibiting, location or registration at .

Western States Acquirers' Association (WSAA)

Inaugural Meeting
Sir Francis Drake Hotel, San Francisco
November 4 - 5, 2004

WSAA is the newest regional association and was formed to serve MLSs and payment professionals in the West. WSAA recently finalized its articles of incorporation for non-profit status.

The agenda for its inaugural event is being set; the meeting will take place November 4 - 5, 2004 at the Sir Francis Drake Hotel in San Francisco; attendees will receive a special rate of $129.

The WSAA Web site and print materials will be available soon. For further information, please contact Steve Eazell, Director of National Sales and Marketing, Secure Payment Systems, Inc., by phone at 866-300-3376 or by e-mail at . For more information, visit

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