Page 21 - GS210801

S Spotlightpotlight I Innovatorsnnovators

eadquartered in Troy, Michigan, award-win-
ning North American Bancard is an industry
leader in credit card processing, providing a
H variety of merchant services that help client
companies of all sizes develop solutions for payment
processing, including credit, debit, EBT, check conver-
sion and guarantee, gift & loyalty cards, and much more.
As an MSP/ISO since 1992, North American Bancard is
dedicated to offering the highest service levels, excep-
tionally competitive pricing, and the latest technology to
its client companies, including Pay Anywhere, its pro-
prietary point-of-sale (POS) solution. With over $34 bil-
lion worth of payments processed for more than 250,000
businesses every year, North American Bancard is deter-
mined to help American business prosper.
Tough times call for unrivaled support

nprecedented times of crisis generally test the support fabric of any business. Therefore, when the COVID-19
pandemic hit with a vengeance, the support systems of companies everywhere were challenged.

U While businesses of all types were struggling to maintain a sense of traction, payments companies - whose
business model is to support the ecosystem of commerce - were also feeling the impact. Consequently, one of the hardest
hit areas in the payment processing service model has been the sales function. Not only have business clients been
scrambling to survive, but sales representatives have been working overtime to guide them toward better-suited service
options.
Moreover, the process of finding new business has resembled a game of hunting for a needle lost in the proverbial
haystack. Old methods for communicating with prospects and presenting product opportunities to them suddenly
needed an overhaul.

"Merchants of all types have been impacted by stay-in-place and shut-down orders enacted across the country," said Ryan
Malloy, vice president of partner relations at North American Bancard (NAB). "We knew instantly our sales partners
would need every possible tool in the box just to be effective in guiding business owners to payment acceptance solutions
designed for the new normal."
Revisit, renew, and reinforce

Some payment processing and technology firms saw the emergence of new business practices as an opportunity. These
payment providers began focusing more energy on boosting the sales knowledge base and identifying sales gaps that
could be addressed quickly.

"North American Bancard launched a series of COVID-19 response trainings for sales partners, expanded one-on-one
coaching, and augmented communications right away," Malloy said, explaining the company concentrated its sales support
efforts on providing sales partners with extra avenues to refresh and gain more knowledge about relevant products and
programs they could offer to struggling merchants.
"We approached the crisis as both a call to guide sales partners toward the right alternative programs merchants can use
to diversify service delivery, as well as a chance to renew and reinforce relationships within our sales partner network,"
Malloy explained.