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Upcoming Conferences

22nd Annual Card Forum & Expo
May 16-18, 2010
Hyatt Regency Grand Cypress, Orlando, FL

Mobile Banking and Emerging Applications Summit
June 6-8, 2010
M Resort | Las Vegas, NV

18th Annual Financial Services Collections & Credit Risk Conference
October 24-26, 2010
The Wynn, Las Vegas, NV

Tips, tactics and strategy in POS and ATM sales.

  • Qualified Leads Can Motivate ISO Sales Agents

    Some ISOs are providing qualified leads to sales agents as incentives so they will work harder. The tactic tends to motivate the agents while enabling the ISO to spend less on incentives than they would through monetary bonuses, according to some observers. [FREE]

  • Who Pays For Merchant Losses?

    ISO & Agent Weekly | March 18

    If you are a merchant-level sales agent or an ISO that does not assume transaction risk, the prevailing assumption in the industry is that unless a company commits an act such as fraud, it does not need to pay for merchant losses such as charge-backs. The fact is, under a typical agreement, agents and ISOs may be liable for merchant losses under more innocent circumstances than fraud. [FREE]

  • PCI Compliance: More Important Than Ever For ISOs To Educate Merchants

    ISO & Agent | March 18

    The "great recession," as some have dubbed the current tumultuous business environment, has ISOs seeing higher attrition rates as merchants scramble to find low-cost service providers regardless of service quality and reputation. [FREE]

  • Balancing Training, Sales And Growth

    ISO & Agent | March 18

    How does an ISO or acquirer get more sales? One option is to put more salespeople on the street. Sometimes, though, just giving a salesperson an assigned territory is not enough. All salespeople need some level of training, if only to become better acquainted with a new product. [FREE]

  • Back To School

    ISO & Agent | March 18

    Many agents were reluctant to spend time and funds to receive additional industry training when the economy was healthy, yet more agents are seeking education during the recession to improve their abilities to better compete for scarce business during more difficult financial times, observers note. [FREE]

  • M&A Unease Waning As More Deals Emerge

    ISO & Agent | March 18

    Buyers and sellers of ISOs and merchant portfolios appear to have said good riddance to 2009 as merger-and-acquisition activity has picked up dramatically thus far this year. Acquisitions are one way an organization can grow or, in some cases, create a merchant-services company. Before the recession began in 2008, mergers and acquisitions abounded, only to be derailed by the weakened economy. [FREE]

  • The Inside Scoop: Working With Referrals

    ISO & Agent | March 18

    As sales companies, ISOs depend on a steady stream of merchant leads to stay in business and increase revenue. The dilemma, however, is finding these leads, especially when it seems all the bountiful merchants already accept credit and debit cards. [FREE]

  • Leap Payments Touting Transparent Merchant Pricing For Small Merchants

    ISO & Agent Weekly | March 17

    Will Detterman, the chief executive of Leap Payments Inc., admits he is taking a chance in introducing a payment card acceptance pricing model that bucks the traditional formula. “We make less money,” Detterman says. [FREE]

  • ISO Smartphone Payment App Updated For More Devices

    ISO & Agent Weekly | March 11

    Merchant Warehouse Inc. says its mobile payment-acceptance software for smartphones now works with devices using Microsoft Corp.’s Windows Mobile and Google Inc.’s Android operating systems. [FREE]

  • Martin Eagle Signs On As Heartland’s First SmartLink Client

    ISO & Agent Weekly | March 11

    Heartland Payments Systems Inc. has signed Martin Eagle Oil Co. Inc. as the first customer for the processor’s SmartLink consolidated-network technology, Princeton, N.J.-based Heartland announced this week. [FREE]

  • Nxgen Expanding Operations Into Europe

    ISO & Agent Weekly | March 11

    Nxgen International is opening operations in the United Kingdom and Italy as part of a European expansion strategy the Whitefish, Mont.-based merchant-service provider announced last week. Diversifying geographically can help Nxgen grow and differentiate itself further, says Giuseppe Caltabiano, Nxgen president. [FREE]

  • Mobile Terminal Piques Merchant Interest, ISO Says

    ISO & Agent Weekly | March 11

    As one of the first resellers of VeriFone Holdings Inc.’s PayWare Mobile service, Merchant 360 Inc. says some mobile merchants like that the service includes a card reader that enables them to get card-present transaction rates. [FREE]

  • TSYS, Bank Form Merchant Acquiring Joint Venture

    ISO & Agent Weekly | March 4

    First National Bank of Omaha plans to relinquish controlling interest in its First National Merchant Solutions merchant-acquiring arm to Total System Services Inc. in a joint venture announced this week. [FREE]

  • Hypercom Reports Third Consecutive Quarterly Profit

    ISO & Agent Weekly | March 4

    Point-of-sale terminal maker Hypercom Corp. this week reported a $624,000 fourth quarter profit, marking the Scottsdale, Ariz.-based company’s third consecutive profitable quarter. Hypercom reported a $74.8 million loss for the fourth quarter of 2008. [FREE]

  • ISOs Said To Gain Knowledge From Large Merchants’ PCI Compliance Tribulations

    ISO & Agent | March 4

    A recent study that focuses on Payment Card Industry Data Security Standard compliance among large merchants also is helpful for educating ISOs and the smaller merchants with which they typically work, observers note. ISOs should educate themselves not only about their specific markets but also about all aspects of data security and compliance in the payments industry to better serve clients. [FREE]

  • Heartland Sees Progress Despite $9.6 Million Q4 Net Loss

    ISO & Agent Weekly | February 24

    Despite a fourth quarter net loss Heartland Payment Systems Inc. attributes largely to breach-related expenses, the Princeton, N.J.-based payment processor sees “encouraging progress” in small and midsize merchant transaction-processing volume and same-store sales, Robert Carr, Heartland chairman and CEO, told analysts during a conference call last week. [FREE]

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