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Independent sales organizations selecting check-service providers look for companies that will not harm the merchant relationship while offering fair pricing and a broad range of products, reports CardLine sister publication ISO&Agent magazine in its November/December issue. While the recurring check-transaction revenue is a plus, the ISO must have trust that the add-on product is not going to cost the merchant, says Rich Petru, who owns an ISO affiliated with Merchants' Choice Payment Solutions, a processor based in The Woodlands, Texas. "When the majority of our revenue comes from credit card processing, we have to trust that the check company we set our merchants up with will take care of them," Petru says. Likewise, Andy Pitts, president of MLS Direct Network Inc., a Birmingham, Ala.-based ISO, looks for reassurance from check-services providers. "We have used several [check-services companies] over the years and look for good pricing, solid service capabilities, a broad range of services and a good reimbursement rate on check guarantee," Pitts tells ISO&Agent. ISOs generally want the ability to offer check services, often called value-added products, because they can help generate additional revenue and create one more service a merchant would have to contend with when deciding whether to switch merchant-service providers.


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