Electronic Exchange Systems ProcessingISO contact:
Peter Scharnell, Vice President of Product Marketing
3931 MacArthur Blvd., Suite 205
Article Originally Appeared in |
Processing in the New Millennium
The key to any successful business is finding a need and offering a service or product to fill it. A healthy, growing company results from settling into a niche and expanding your position from there. One payment processor has found that by blending the not-very-high-tech concept of good old-fashioned customer service, the highest-quality products, flexible programs and knowledgeable people to represent the company, its niche not only fits like a glove, it has allowed substantial growth as well. Electronic Exchange Systems (EXS) found its niche in 1991 and used that foundation to expand. By combining flexible programs and state-of-the-art technology with high-quality service, the company offers businesses, both large and small, end-to-end electronic payment solutions. Since October 2001, EXS has been operating as its own processor, known as EXS Processing, through Global Payments Inc. Peter Scharnell, Vice President of Product Marketing for EXS, says the business is built on the company's ability to be a comprehensive, one-stop resource for merchants, offering the most current and best equipment and software available to them, as well as establishing and maintaining relationships with ISOs. "We provide all aspects of transaction-processing solutions, from back end and equipment to service and support, including gateway services for e-commerce," he said. "The focus has been on quality from the beginning, and that's still the case. "We are truly an end-to-end solution. We hand-select all of the products we offer. We offer training for our ISO agents, and we'll go out on calls with them if necessary. We provide all the tools and training the customer will need. We like to provide everything and see that all the merchant's needs are met. Mixing and matching products is OK, but we'd rather provide everything – our reputation depends on service and support." Scharnell said EXS has chosen Lipman NURIT terminals as its preferred line of POS solutions. "There are lots of cheaper products out there, and we sell them, too. But, again, we prefer Lipman quality," he said. "It's the best product out there, and we're really pushing it. "EXS prides itself on exceptional customer support – for ISOs and merchants. We really stress values and ethics and have an excellent training program for our reps." For businesses and organizations of all sizes, EXS has been able to custom-design programs that best suit the needs of specific clients. Through a network of more than 100 affiliate offices, EXS has grown substantially over the years. Companies that process with EXS include major league and minor league sports stadiums, city governments and nationwide chain outlets. EXS has offices in Newport Beach, Calif.; Sarasota, Fla.; Absecon, N.J., and Atlanta and has 28 employees, Scharnell said. Three regional directors oversee the affiliate ISOs the company works with across the country. EXS's ability to provide its customers with superior support and state-of-the-art technology has been, and will continue to be, the cornerstone for the company's expansion. "EXS has always looked at the marketplace and tried to determine the needs for the small and medium-size ISOs. This is and always will be our focus," says Garry O'Neil, CEO of EXS. EXS is recruiting ISOs to accommodate the company's ongoing expansion. In partnering with ISO agents, Scharnell said, "Our main concern is quality. Through the qualification process, which involves interviewing and reviewing their organization, we're looking for people with good business practices, ethics and morals." Sales reps can expect a number of advantages to working with EXS, Scharnell said. There is one application process, one transaction base rate and no hidden fees for the services. Scharnell explained that the transaction base fee can be adjusted to give a better rate for volume and that credit and high-risk issues are also factors in determining the percentage. EXS makes partnering advantageous with approvals within 24 hours; online reporting; turn-key solutions, including state-of-the-art equipment and EXS' excellent customer support; download services; and competitive commissions and vested residuals. ISOs can pass these services on to any of its merchants, who also get easy-to-read statements and access to the 24-hour help desk. Merchants deal with only one processing provider instead of several vendors for equipment and various services, and they also get centralized support. EXS offers the full range of transaction-processing products, including ACH software and check guarantee; templated Web sites and e-commerce enabling software; loyalty programs; gift card programs; wireless and smart card compatible terminals; and processing for all card types, including credit, debit and EBT. When working with EXS, ISOs can accept almost any merchant as a DDA relationship or merchant relationship. Merchant retention remains high, allowing ISOs more time to cross-sell their services and increase revenue. EXS will process for all types of operations, including small- and large-size businesses, multi-terminal merchants; retail; restaurants; MO/TO; new businesses; government agencies; utilities; non-profits; business-to-business; and depending on the product, questionable credit merchants. For EXS provides a direct window into its system, meaning that monthly fees to gateway services are eliminated. EXS will assist in the application processes, provide the required merchant numbers and enable the access to all of the ISO's merchant information and residuals data. EXS Processing has combined the technology of tomorrow with the service necessary for business today. Its focus on doing the right thing for the customer and its full range of payment-transactions programs available to businesses of all types means high merchant retention and continuing revenue for ISOs. Not a bad little niche to find yourself in. |
