June, 2016

• 1 June

  Risky Business

  Courting and retaining high-risk merchants can yield high returns. But it’s a lot of work. It’s no simple task, but one that can yield enviable returns. Finding the profit in high-risk merchants requires diligence, a knack for customer service, and a commitment to thoroughness. It also requires deep knowledge of …
• 1 June

  Here Come the Developers

  

  While they may account for a sliver of acquiring,  ISVs and VARs are poised for fast growth. But will ISVs still be distinguishable from ISOs in a few years? Software developers and their dealers are big news in the payments business these days. They’re the ones that make point-of-sale systems …

March, 2015

• 1 March

  Getting Merchants to Click

  From search engines to social media, online competition has heated up for ISOs and acquirers. What does it take to stay ahead of the pack? If acronyms and terms like SEO, PPC, unique clicks, likes, and tweets sound unfamiliar, the latest digital-marketing efforts used by independent sales organizations and acquirers …

October, 2014

• 1 October

  Acquiring: How To Fight Margin Compression

  Acquirers don’t have to be locked in the classic race to the bottom. From referral networks to better training to integrated technology, here’s a raft of ideas aimed at taking the pressure off profits. It’s a universal lament of many merchant-acquirer and independent sales organization executives: Selling credit and debit …

September, 2012

• 1 September

  Acquiring: Working the Wallets

  Jane Adler With a growing array of digital wallets, retailers are testing multiple strategies—all at once. When it comes to digital wallets, retailers are like kids in a candy store. Lots of sweet offerings are on display. But instead of picking a favorite, some merchants take one of each to …