few years ago, selling ATMs was simple. Most machines only dispensed cash, so as a merchant level salesperson, you could recommend a product based on the price given to you by the manufacturer or ISO. These days, however, things are more complicated.

Many ATMs now do much more than dispense cash, and ATM technology is evolving at an astonishing pace. Therefore, it's not only important to offer ATMs at the best price, but also to offer ones suitable to meet customers' needs (this includes eliminating devices that will be obsolete before they are even paid for).

To help you select the right ATMs for the right customers, here is an overview of some products to consider and locations where they might work best.

Low-volume convenience stores and restaurants

For merchant locations with 100 to 500 transactions per month, consider the following:

Tidel 3100: This ATM is highly reliable and reasonably priced. It offers a number of features usually available with higher-end models. Among these are a 3DES-encrypted PIN pad and a streamlined profile that frees up valuable floor space.

Tranax Mini-Bank 1500: This ATM offers a range of options that can be configured for any location. Features include voice guidance for existing and proposed requirements of the Americans with Disabilities Act (ADA), an encrypted PIN pad, multiple cassette options and a small footprint.

Triton 9100: Dollar for dollar, this is one of the lowest priced ATMs in the industry. The device uses Triton's TDM-100 dispensing mechanism, which has a locking cassette. It also has a thermal printer as well as decal, signage and coupon capabilities.

High-volume convenience stores, restaurants or merchants with IP connectivity

For merchants with more than 500 transactions per month or with Internet-protocol (IP) network connectivity, consider the following:

Tidel 3400 and 3600: The 3400 ATM offers constant vault access monitoring and logging. It is 3DES-compliant and meets all existing and recently proposed ADA requirements. It also comes with an 18-month parts warranty. An added bonus extends the customer's investment: The 3400 can be easily upgraded to Tidel's 3600 Windows CE-based ATM platform.

The 3600 can expand its capabilities and offers the performance and features that the consumer-driven market demands. As merchants' transaction volume grows or as they add additional applications, such as check cashing, this ATM's cash dispenser can be easily upgraded in the field.

Tranax Mini-Bank 2500: This PC-based ATM allows merchants to expand the unit's capabilities to include self-service functionality either by adding a multifunction topper or through software integration. The ATM also comes with Macromedia Flash animation video graphics, which provide increased branding opportunities.

Triton RL5000: This is a PC-based ATM. It offers a 10.4-inch liquid crystal display and supports a long list of value-added-based transactions such as prepaid wireless or long distance products, check cashing and Western Union money transfers.

Banks and businesses that need walk-up or drive-up ATMs

Triton's FT5000 is a versatile and reliable through-the-wall ATM that meets all regulatory requirements at half the cost of comparable ATMs, making it an excellent choice for banks and credit unions. Triton's Prism software provides an HTML interface so that banks and credit unions can customize screen content, and retail businesses can add a long list of revenue-generating services.

For more information about the products featured in this article, visit each manufacturer's Web site:

• Tidel Technologies Inc.:
  www.tidel.com
• Tranax Technologies Inc.:
  www.tranax.com
• Triton, a Dover company:
  www.tritonatm.com .

The ATMs discussed here are only a few of the options available. I made suggestions based on 10 years of trial and error. There are, however, many more products and manufacturers from which to choose. You may find that others are more suited to your customers.

Tommy Glenn is President of Fort Worth, Texas-based NetBank Payment Systems (NPS). E-mail him at tommyg@netbank.com or call him at 817-334-8871. NPS, formerly Financial Technologies Inc., is the nation's third largest ATM deployer and a single source provider for payment processing solutions. The company offers a full range of ATM products and services. NPS is a wholly owned subsidiary of NetBank, the first commercially successful Internet bank. Visit NPS' Web site at www.netbankpaymentsystems.com .