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IndustryUpdate

What's new at Merchant Sales Podcast?

The Merchant Sales Podcast, which has been featuring interviews with indus-
try veterans and subject-matter experts, insider reports on industry trends, and
answers to questions from the field, continues to bring listeners insights and
information in a compelling format.
A joint project of The Green Sheet Inc. and CCSalesPro, the podcast is hosted
by Patti Murphy, senior editor at The Green Sheet, and James Shepherd, CEO at
CCSalesPro. All episodes are available on iTunes, Stitcher and Spotify, as well as
at www.greensheet.com/podcasts.php. Here are recent episodes to check out:
• Making the Canada-to-U.S. transition: Learn how and why Phil McCuiston, president of
Wholesale Payments Direct, sold his portfolio of Canadian merchants to build a book of U.S.
businesses, relying solely on telemarketing. Hint: cash discounting plays a role. Then stick
around for Patti’s report on upcoming PayPal fee hikes, and tips from James on firing up agents
to sell more.
• Create new residual streams with payroll processing: Did you know that eight in 10 SMBs
outsource payroll processing? This week, Robert Heinrich, vice president of sales at Simpay,
explains why and how ISOs and merchant level salespeople should pitch payroll processing to
their merchants. “It’s a lifetime residual opportunity,” he said. Plus Patti reports on the latest
state to green-light surcharging, and James has pointers for accessing capital to grow your port-
folio.
• Don't let chargebacks eat your lunch: Learn how chargeback solution providers work with ISOs and
merchants to protect against chargeback losses. Chargeback solutions will help improve the lifetime
value of a merchant relationship, said Colin Eddy, partner and alliance guru at Chargeback Gurus.
Then Patti reports on EMV compliance hurdles at fuel stations, and James offers advice on getting
slow-to-sign merchants across the finish line.
• Selling cash discounting to monster merchants: Tune in to learn how Dynamic Merchant Processing
has succeeded in selling cash discounting to large merchants. These monster merchants are seeing
minimal customer pushback, and their valuations are rising because of cash discounting, said Dustin
Wilkins, president at Dynamic. Plus Patti reports on a new Square-Plaid collaboration and James
answers questions from the field.

Find these and all other episodes on iTunes, Stitcher and Spotify, as well as at www.greensheet.com/podcasts.php.

ANNOUNCEMENTS CSI saluted by Forbes for diversity
Computer Services Inc, a provider of end-to-end fintech
ATMIA certifies NCR ATM app and regtech solutions, was chosen as a Forbes 2021
America’s Best Employers for Diversity. The fourth
The ATM Industry Association certi- annual list honors companies demonstrating a strong
fied NCR Corp.'s Activate Enterprise commitment to diversity, equity and inclusion. To
NextGen ATM application to the determine the honorees, Forbes partnered with Statista
new ATMIA Next Gen standardized to anonymously survey 50,000 Americans working for
API ecosystem. NCR is the first technology provider to companies with at least 1,000 employees. Respondents
achieve this milestone, ATMIA said. This new certifica- ranked their organizations on criteria including age,
tion standard is instrumental for financial institutions gender, ethnicity, disability and sexual orientation
that want to leverage modern web technologies on their equality. The 500 companies with the highest scores
ATMs to deliver exceptional mobile-like experiences; were recognized on the 2021 America’s Best Employers
it also allows interoperability between vendors and for Diversity.
provides access to banking and fintech services that
significantly expand the functionality of the ATM, the
association added.

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