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IndustryUpdate

The latest from Merchant Sales Podcast

The Merchant Sales Podcast offers inspiring, spirited interviews with industry leaders,
along with analysis and advice on topics of vital concern to today's payments profes-
sionals. Moderated by Patti Murphy, senior editor at The Green Sheet Inc., and James
Shepherd, CEO of CCSalesPro, the podcast is geared for ISOs and merchant level salespeo-
ple seeking to reduce merchant churn, attract new accounts, and discover new products,
services and approaches that can add value to their offerings.

Following are recaps of several recent episodes::
• Pay at the table with 'smart' QR codes: Kevin Calaco, CEO of Retail Cloud, discusses how his
company is helping restaurants address staffing shortages, and explains how cutting-edge "smart"
technology helps restaurants boost average tickets. Plus, Patti reports on stirrings in Washington
regarding interchange, and James sets forth strategies for capitalizing on the trend toward greater
integration and verticalization.
• Building high-performance merchant sales teams: Industry veteran Brian Kamstra shares secrets to his
success in creating a large, productive direct sales team at Payroc. Then, James speaks to whether ISOs should
be afraid of crypto acceptance, and Patti discusses online shopping trends and how fraud is impacting that
sphere.
• Why large merchants are embracing cash discounting: Dustin Wilkins discusses selling cash discounting
to large merchants. He specializes in these types of deals and recently worked with CCSalesPro on an
edition of the Merchant Sales Insight newsletter. Then Paul Hadfield talks about his novel approach for ISOs
and agents at his company, TRNXN.
• Providing merchants and customers a 'cash' option with ATMs: Yonas Marcos, president and CEO at Star
Financial, shares how to tap into new markets, create new revenue options and build merchant loyalty with
ATM sales. This episode also features encouraging economic reports, and addresses whether it's a good time
to expand your staff.

All episodes are available on Spotify, Stitcher, iTunes and the Merchant Sales Podcast
page at www.greensheet.com/podcasts.php.

BlueStar named 2021 Distributor of the Year

BlueStar has been granted Ivanti Wavelink's 2021
Distributor of the Year Award. This award is given
to distributors that demonstrate growth and success
while exceeding performance goals for reseller business
development. Ivanti Wavelink noted it has participated
in several BlueStar thought leadership-oriented oppor-
ANNOUNCEMENTS tunities, including presenting subject matter experts
to showcase industry education throughout BlueStar's
TEConnect Webinar Series and VARTECH, in the sup-
Aite-Novarica launches CIO/CTO advisory ply chain and warehouse markets. "They've proven to
Aite-Novarica Group, an advisory firm providing be a leader in their space, and work collaboratively with
insights on technology, regulations, markets, and opera- other key hardware vendors and BlueStar partners,"
tions to banks, payments providers, insurers, and securi- Ivanti Wavelink said.
ties firms, celebrated the launch of its Financial Services Monneo simplifies merchant crypto payments
CIO/CTO Advisory practice. The service is designed for
senior executives in banks, payment providers and secu- Payment ecosystem provider Monneo launched a service
rities/investment firms that lead the technology function to simplify online cryptocurrency payments by enabling
or are responsible for technology strategy and execution. merchants to accept cryptocurrency natively through
The new practice is led by Mitch Wein, head of financial their websites. The solution, Monneo stated, converts the
services CIO/CTO advisory. Joining him on the team is cryptocurrency payment into its equivalent fiat currency
research associate Aisha Chandraker. value; then Monneo settles it to the merchant's interna-
tional bank account number. Monneo affirmed that its
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