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Letter from the editors

here is no shortage of news about the rap-
idly changing payments sphere. For years,
industry veterans and advisers have given
T presentations, participated in panels, writ-
ten articles, offered training programs, hosted webi-
nars and podcasts, and organized entire events geared
toward alerting payment professionals to disruption
in our realm, the current and likely future impacts,
and how to adapt and find new opportunities in an
environment that continues to transform. So the chal-
lenge for many isn't lack of awareness of the pitfalls
and possibilities ahead; it's lack of clarity on specific
steps to take right now, as well as persistence of old
habits that no longer produce results.
This issue's lead article gets into the nitty gritty of
how ISOs and merchant level salespeople (MLSs) can
thrive through specialization. It contains insights, ad-
vice and actions proven to be effective by a number of
industry leaders who have forged ahead and are of-
fering a helping hand to those on the brink of a new
future.

Also inside, are contributions from industry experts Bridge the Gap
who have taken time from their busy lives to speak
to the feet on the street. Topics explored include the between your
rationale for redefining "merchant services" to include
bundled value-added products and services that help advertising dollars
businesses grow; tips on helping merchants with PCI
compliance; lessons to be learned when you lose a and bottom line.
sale; mixed, conflicting messages from local, state and
federal governments when it comes to cannabis sales
and payments; and potential detrimental effects of the Customized advertising campaigns
CFPB's recent decision to restrict arbitration in favor of to fit any size company and budget.
class-action lawsuits.
• Spotlight Innovators’ Pages
In this issue, we also introduce our new Street Smarts
SM
author, Steven Feldshuh. He's using the moniker Talk (frequently updated content)
to Steve in our MLS Forum, and he's eager to strike up • Print (various size options)
some stimulating, edifying conversations with you,
our readers. • Resource Guide listing

In the news, we've reported on Uber's agreement to (print/online/front page (option))
FTC privacy guidelines, growth in contactless pay- • Email Blasts (to GS readership)
ments, the end of Operation Choke Point, ClearSales'
chargeback-prevention road show, a bold cyberse- • Online (website/twice month newsletter)
curity law enacted by New York State, Square's new
showroom in lower Manhattan; dismissal of a CFPB • Video
lawsuit against several payment companies; and Fit- • Bundle advertisng campaign discounts*
bit's entrance into payments.

And once again, we present recent industry and Danielle Thorpe
company milestones, as well as product and com-
pany profiles. If you'd like your company to be pro- AVP Media Partnerships
filed, or if you have other relevant requests or feed-
back, contact us at greensheet@greensheet.com. And we 707-284-1686
continue to appreciate the press releases you send to
press@greensheet.com.

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