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Insights and Expertise

In Canada, there is little competition in banking, resulted in Canadian merchants calling the local police
and banking is notoriously difficult to get. Canadian to complain of harassment. It’s against the law to sell
banks act as if they need to be convinced to bank you. into the Province of Quebec in Canada without using
Realistically, you will need a local business, processor French (although President Trump recently ruled that
or professional to walk you into a bank and help avoid to be an illegal non-tariff trade barrier).
the application going off the rails.
Overcoming cultural and linguistic barriers is a
The reason for the lack of competition in Canadian challenge, but with open mindedness and local talent,
banking is that the banking industry has not been it’s a walk in the park.
deregulated. On the bright side, Canadian bank stocks
pay great dividends. Naturally, any foreign ISO setup would not be complete
without local legal advice. There are payments lawyers all
5. Contracting with an acquirer over the world. When you expand overseas, don’t forget
to take time to enjoy the local food and beverages, too.
Before negotiating with a foreign acquirer, get to Cheers!
know the local pricing reality. For example, in Canada,
debit payments run on a separate debit network, In publishing The Green Sheet, neither the author nor the publisher are
called Interac. Debit processing is sometimes offered
separately from credit processing and is priced quite engaged in rendering legal, accounting, or other professional services.
differently from credit. Also, surcharging rules differ If legal advice or other expert assistance is required, the services of a
from one region to another. competent professional should be sought. For further information on
this article, please contact Adam Atlas, Attorney at Law email: atlas@
Once you know the pricing landscape, you are ready to adamatlas.com, Tel. 514-842-0886.
negotiate the business terms of the ISO deal.
ISOs will find familiar negotiation points in
ISO agreements overseas including: residual
survival, non-solicitation, exclusivity, COMPANY
confidentiality, control of pricing and PROFILE Get the right
limitations of liability. Company Name
go
o
L Logo Contact folks talking
As I mentioned above, outside of the United Position
States, portability of merchants is a new Phone Number about your
Email Address
concept and needs to be negotiated. Also, Website
Europe, the UK and Canada all have stricter Company’s story: business with a

rules on non-public personal information. Lorem ipsum dolor sit amet, consectetur adipiscing
elit, sed do eiusmod tempor incididunt ut labore et
dolore magna aliqua. Green Sheet
As a result, ISOs should add to their ISO Ut enim ad minim veniam, quis nostrud exercitation Company profile!
ullamco laboris nisi ut aliquip ex ea commodo conse-
quat. Duis aute irure dolor in reprehenderit.
agreements an undertaking by the acquirer
to fetch the merchant’s consent to share
merchant information with the ISO. My firm
acted on behalf of a UK ISO that didn’t have We’ll help you showcase
the right to see merchant information on its Your products and services
own portfolio of merchants.
Your mission
6. Culture Your skills and expetise
We’ll tell the world
Think of the difference between a sales call Why your company matters
in Manhattan, New York versus a sales call Take steps now to
in Des Moines, Iowa. That stark cultural
difference offers a great window into Enhance your visibility
how different sales cultures are in other Boost your credibility
countries. It’s a good idea to connect with Gain industry recognition
local salespeople to learn about local cultural Unlock networking opportunities
features.
Stir investor interest
In one case, a New York ISO client of ours Don’t delay!
was doing telemarketing to merchants in Contact Rick Aston today at
Canada. The New York salespeople – using 707-284-1693 or rick@greensheet.com
techniques that make sense in New York –

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