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Letter from the editors

olid merchant retention has long been con-
sidered by many to be the payments indus-
try's ultimate quest. It is critical to maintain-
S ing a profitable acquiring organization, yet
it remains elusive. Encroachment on the part of tradi-
tional competitors, some of whom run fast and loose
with the facts to rip merchants from your fold, has
always been and remains an ongoing challenge. Add
to that new technology without which you can quickly
lose your edge, combined with initiatives introduced OF A RESOURCE
by new entrants approaching merchant services from
entirely new perspectives, and the challenge of limit-
ing merchant attrition grows even more formidable.

However, it's unwise to underestimate the ingenuity of GUIDE RGXL AD
the payments community. Payment pros of all stripes
are devising new strategies and practices that do Viewable: In Print, Online,
more than keep them in the game. They've harnessed
data, partnered with independent software vendors, and Front Page Option
launched innovative solutions that strengthen their
operations and boosted their bottom lines. This issue's
lead article delves into current merchant-retention
issues and how savvy payment professionals are
taking advantage of available tools to address and
solve them.

Another kind of challenge many ISOs face is how to run
a business when family members are involved. Legal
issues that arise in family-run payment businesses are
addressed by one of our esteemed contributing writers
herein. Other topics they've tackled include how and
why merchants should take charge of their digital
storefronts and control how they are perceived online;
what's fair and what isn't when it comes to increasing • Ability to purchase on a quarterly basis.
merchant fees; steps to take when you realize your
mind isn't focused clearly on your business goals; and Great for short term contract/test runs
the tenacity and usefulness of old technology. of new products or services.

News stories highlighted inside cover flaws in the • Great way to close out your yearly
proposed federal data breach bill identified by the advertising accounts and start fresh
National Retail Federation; the central role of the for the new year.
midmarket in driving global cybersecurity spending;
continuing detrimental effects of Operation Choke • We have quarterly payments
Point, despite claims it has been abandoned; a new schedules available.
NACHA program to support B2B invoicing; Amazon's
interest in banking-as-a-service; and support gained • Discounts are given for long term
for instant financing. contracts & multiple listings.

No issue would be complete without news of milestones
that have occurred recently in the payments sphere. Call today for more details
We've mentioned new developments, awards, research,
partnerships, appointments and more. Additional Danielle Thorpe
announcements are available online under News
from the Wire on our home page, www.greensheet.com. AVP Media Partnerships
To get your news posted, send a press release to
press@greensheet.com. And, as always, we will welcome 707-284-1686
your comments at greensheet@greensheet.com.

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