Why so many ISOs, acquirers, and point-of-sale software and hardware makers are excited about putting advanced mobile POS equipment into merchants’ hands is not difficult to grasp. Such systems may generate additional revenue not only from existing clients, but also possibly from merchants who previously could not or would not accept payment cards.

With a potential market of 16.4 million merchants for mobile POS products, according to a recent estimate from the Mercator Advisory Group Inc., the ISO and acquiring industry is well poised to grow that market. But to succeed, it will take a concerted effort to locate the merchants and determine what they need and how to sell it to them.

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