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Education

example, Shopify allows other processor to accommodate the need for this popular POS system. It has been
processors, with an added 50 to opening up doors for us in markets like restaurants and certain retail busi-
200 basis points (BPS) (www.shop- nesses.
ify.com/pricing). In many cases, it's
worth paying the extra BPS. In addition, two of our processors are introducing their own cash advance/
surcharge programs that we plan to offer to our merchants. We cannot empha-
3. E-wallets: When Apple size enough that focusing on products that provide valuable benefits to small
launched Apple Pay, the mer- businesses helps solidify long-term business relationships and lowers attrition.
chant services industry got a
little nervous. Apple Pay was The payments industry is always evolving, and MLSs must remain on technol-
seen as just another transaction. ogy's cutting edge. The ability to walk into any merchant and have a solution
E-wallets are becoming popular for them regardless of their terminal or POS system is a game changer. Being
due to the safety they provide well versed in several platforms offers versatility and can ensure higher clos-
to transactions. Apple Pay, Pay ing rates. This opens doors and helps drive conversations away from price and
Pal and Google Wallet are all e- toward products and services. Educate merchants, and use the tools available
wallets. Is your processor able to close those deals. Safari Njema!
to accept these types of transac-
tions? Even if the merchant does Dee Karawadra is president and CEO of Impact PaySystem, and Emily Karawadra is the company's
not promote it, having this option chief financial officer. Since 2001, Impact PaySystem has been a leading provider of payment pro-
opens dialog with a merchant.
cessing technologies and services to merchants throughout the United States. Through alliances
4. EMV acceptance: Do you ever with payments industry leaders such as Chase Paymentech, First Data, Buypass, Sage and more,
walk into a store and the chip Impact PaySystem offers tailored solutions to meet the unique needs of each merchant. Dee and
reader is taped up? That is a per- Emily will welcome your questions and comments at dee@impactpays.com and emily@impact-
fect conversation starter. Use it to pays.com, respectively.
segue into a consultative sale. Ex-
plain why EMV is so important.
Maybe the merchant's current
processor merely glossed over it.

5. Cash discount/surcharge
programs: The cash discount/
surcharge is becoming more
and more mainstream. The card
brands have begun setting guide-
lines, and many processors are
rolling out their own fully com-
pliant programs. Such programs
are perfect for certain merchant
types, including automotive re-
pair shops and dry cleaners. The
BPS return on this model is huge.
But make sure you present it to
the right type of merchants.

Whatever sales opportunities you
pursue, have a solution for these five
product areas, and know your solu-
tions inside out. If your ISO doesn't
have a robust product, diversify your
portfolio, and look for solutions that
will help you close more deals. Solu-
tions are proliferating in today's en-
vironment.

We, at Impact, grew tired of compet-
ing against a well-known POS system
from a specific processor. We ended
up forging a relationship with that

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