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Education

StreetSmarts SM

MLSs still thriving amid tremendous changes

By Dee and Emily Karawadra Our focus was always the feet on the street. When we were
Impact PaySystem asked to do these articles for the second time we were
honored. The main drive for Street Smarts has been to
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help MLSs in the field close deals, find new technology
Editor's note: With this article, Emily and Dee Karawadra bring to a close
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their turn as Street Smarts authors. And what a wonderful year it has and to grow in the payment industry space. It's also a
been! We've enjoyed two articles per month written by a generous duo great place for new sales professionals to learn about the
industry and what they need to become successful, how
who've taken us inside their operations, experiences and hearts to help to run an MLS office like a business so you can secure
further the success of other payment professionals and boost the profes- residuals. It's been a great place for us over the years to see
sionalism of the industry overall. Many thanks to this dynamic husband the perspective of other professionals in this industry – to
and wife team, who in this, their last article, give a warm welcome to learn from them and integrate their experiences into our
Marc Beauchamp, who is taking up the Street SmartsSM mantle for the own business plan.
coming year. Marc has extensive industry experience and is a consum-
mate trainer and educator. He will bring it all to this column, and we are A range of perspectives
eager to see where he takes us next. But first, let us bid a fond farewell
Dee and Emily. Over this past year we have heard from many newcomers
to the industry, industry leaders and prospective sales
agents looking to get re-engaged in the industry. We
he time has come to pass the Street Smarts have sought to convey the trials, tribulations and success
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torch to Marc Beauchamp. We have enjoyed the stories of ISOs and MLSs. Having been in the industry for
last year writing these articles and getting the 20 years, it's refreshing for us to get new perspectives from
T participation of the readership. I know Marc others doing the same types of things we do day to day.
has a wealth of knowledge, and he will do a terrific job at In an industry that has undergone drastic technological
writing these articles, not to mention a great book he has change in the last several years, it's beneficial to all of us
written specifically about our industry. to see how others are still able to push forward and find

A focus on MLSs success in this space.
Marc has worked in the merchant services industry since One of the best experiences this last year has been being
1995 and has hired and trained several thousand merchant able to talk shop with others all over the country. This has
services professionals over the span of his career. His proven to us that the MLS is still thriving even though
most recent position he served as president of a Super technology and compliance have changed dramatically.
ISO with over 2,000 sales partners and 2 billion in annual There still is a place out there for MLSs and agent offices
processing. We are excited to read his coming articles and to grow their business in the payment industry.
hear his perspectives on what will work for enterprising
ISOs and merchant level salespeople (MLSs) wanting to Marc's background will enable him to give informed advice
fuel growth in today's market. on how to build and train a sales team. In an industry

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