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Spotlight Innovators

stated. According to Beam, while some accounts may appear to have a greater level of liability, there's a good chance it
isn't the kind of risk that turns into a loss. For example, a merchant might be deemed specialty for reputation or longevity
reasons, which may not pose a significant processing liability. Beam also indicated many specialty merchant categories
are still acceptable merchant types that just require special handling. "Each account falls into its own level of risk and all
applications are reviewed on a case-by-case basis at HBMS to assure we're supporting everything we possibly can," she
said.

Specialty account jump start
The HBMS comprehensive training program begins immediately after a sales partner is approved to sell for the company.
Each representative receives a welcome kit, including the applications and addendums used for submitting new accounts.
Beam also reaches out to recruits personally to extend a "Welcome to HBMS" greeting and schedule the first training. "We
like to keep a boutique feel and give our new recruits a personal touch," said Beam. "We do one-on-one training with all
sales partners, and will even personalize the training around their office to give them the most value." Beam lets the sales
partner lead with what they need.

"Many of our sales partners already know what they want or need clarification on, so we gauge each call and personalize
the answers," she explained. Trainings include everything from packaging the application properly, to the submission
process, to what the turn-around expectations should be. In addition, the sales partner is taught to pair the right gateway
with the account. Training on residuals, reporting, and navigating the HBMS Partner Portal is also provided. "We're able
to view our sales partner's portal screen at the same time they do and that makes our one-on-one training incredibly
valuable," Beam continued. "With group trainings, you have to use fake information, but I can drill in and show sales
recruits how to view the bank account and other profile information."

The portal includes application submission and status details, as well as the merchant's profile, approved volume,
assigned gateway, and individual processing activity. The sales partner can also see residual activity and download
training materials. An online application will also soon be available through the portal. Beam also works with members
from independent sales organizations as they submit their first few applications, to ensure they're comfortable with the
process. "I want them to know I'm working for them as an inside advocate," she said. "Everybody wants the applications
approved as quickly as possible, so it's a valuable step to ensure there are no hiccups."

For more information on becoming a HBMS sales partner and to learn more about the Humboldt thought-leading business
model, please visit www.hbms.com or contact the team directly at 877-387-5642.

potOn Transact, LLC ("SpotOn") is a cutting-
edge payments and software company rede-
fining the merchant services industry. SpotOn
S brings together payment processing and cus-
tomer engagement software, giving merchants richer data
and tools that empower them to market more effectively
to their customers. The SpotOn platform offers the most
comprehensive tools for small and medium businesses,
including payments, marketing, reviews, analytics and
loyalty, backed by industry-leading customer care.
What’s New:
Is it time to sell something new?

espite radical changes in the payments industry, until recently, the art of "selling payments" hasn't changed
much at all. In fact, for enterprise markets, selling electronic payments is still often about rates, basis points,
acceptance types, and getting the most bang for the merchant's buck. The emergence of the POS and integrated
D software systems has changed the landscape for payments sales professionals and this trend is now begin-
ning to open up critical doors for historically underserved niches such as the small-to-medium-business (SMB) market.
"Traditionally, SMBs have not been able to afford a full-scale, subscription-based business software with an integrated
POS engine," said RJ Horsley, President of SMB software provider SpotOn. "This left a big service gap that was hard to
bridge with a value-based, consultative sale."

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