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tech will see no added value in it, and for two, as most of Ber suggested the best way to prepare for the future of
us have heard (true or not) Warren Buffet doesn't invest in merchant services is to observe younger generations
tech, because it has a short life. Take Apple, for example, it whose habits, lifestyles and preferences are driving
was down to a dollar and written off by many, [then] made innovation. "Think what the tweens will be doing in their
a roar back, only to be down 45 percent from its high this daily, nonsocial lives," he wrote. "They'll probably want to
year." text in their pizza order, buy groceries to be delivered, and
want to date without having that awkward 'picking up at
Stay up-to-date on industry trends the bar' interaction. So just work backwards from that."
MBruno places a premium on employing industry
knowledge to gain a competitive advantage and remain a Whether you sell a smartphone or tablet application,
trusted adviser to merchants. "Our industry (and our job integrated POS, virtual or traditional credit card terminals,
function) requires us to adapt to new ways of thinking to stay relevant by asking the hard questions. How will your
keep our competitive edges," he wrote. "As new products services solve a problem? What differentiates your services
come out, we must learn them – even if they are of little from those of your competitors? What is the business fit
use today – to stay relevant." between the merchant's business and your business? If
you can answer these questions, your merchant services
Ccmuwele wrote, "I think the survivors will be those who will never go out of style.
adapt quickly and efficiently to the changes around and
above us. … I think a lot of young people are coming into Dale S. Laszig is a writer and payments industry executive special-
our industry in droves – just not to … the 'traditional' side izing in business development and sales performance improve-
of [acquiring]. One thing is for sure though: none of the ment. She manages channel sales at Castles Technology and sales
survivors will look like any of the ISOs that are around effectiveness programs through IMPAX Corp. and C3ET Credit
today." Card Consortia for Education & Training Inc. She can be reached
at 973-930-0331 or dale_laszig@castechusa.com.