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IndustryUpdate

Enrich your career in 2023 with Merchant Sales Podcast

f you're an ISO, merchant level salesperson or other merchant services provider, the
Merchant Sales Podcast this lively, informative resource is just for you. Moderated
by Patti Murphy, senior editor at The Green Sheet Inc., and CCSalesPro CEO James
I Shepherd, the podcast offers advice on developing issues and cutting edge approaches
to help you add value to your offerings so you can reduce merchant churn, attract new busi-
ness and be among the first to discover new products, services that address merchant's most
pressing needs.

Here are recaps of several recent episodes:

• Identifying at-risk merchants before they cancel: Sebastian Builes, CEO at Arcum Partners discusses
how the company created a technology platform that identifies at-risk merchant accounts before they
cancel, enabling payments companies to dramatically reduce the cost of attrition. In addition, James
talks to an agent about building a business funding solution alongside payment processing. Patti closes
out the episode with a discussion about card tokenization and some stats from Visa on this technology.

• Standard and cashless ATMs: In this episode we talk with Yonas Marcos, CEO at Star Financial,
about the ATM business, including why ATMs have become more popular through the rise of cash
discounting and now dual pricing; non-compliant ATM systems, such as the cashless ATMs being used
by cannabis dispensaries; and how Visa is cracking down. Then, James discusses powerful external
threats to the ISO/agent model. And Patti talks about how the Durbin Amendment debit routing is
finally being fully implemented with competitors to Visa and Mastercard.

• Building a modern payments company: Tune in and learn how Josh Beneditti is building a modern
payments company, Card Z3N, by offering technology with a human touch. James follows that up with
insights on raising capital, and Patti closes out the podcast with a report on growing fraud threats.
• Offer mainstream lending to merchants: This week we spoke to one of the founders of OnDeck to
learn why he launched a new company, Lending Front. This company is bringing mainstream lending
to merchants through partnerships with payments companies and banks. Then, James speaks to a
brand new field agent who is struggling to walk into businesses, and Patti provides compelling data
on ISVs and payments integration.
• Selling EBT acceptance to grocers and c-stores: If you're selling payment processing to grocers and
c-stores, consider selling EBT processing, too, advises Kyle Morgan, CEO at Mercantile Processing
Inc. "You should be offering it as a value-add," he told James and Patti during the episode's featured
interview. Also, James explains the importance of "next action steps" when working with agents and
with prospects, and Patti reports on struggles plaguing the crypto arena.

• Bringing ISVs and ISOs together with agent distribution: Let's make 2023 the year we finally learn
how to bring the worlds of ISO, agent and ISV together to compete in a beneficial way to all concerned.
In this episode, we interview Thomas Moore, vice president of business development at payarc, about
the challenges of bringing the ISV world together with the ISO world. James follows up with advice
about the ISV partnership mindset for individual agents. And Patti closes the episode with a report on
economic trends expected to bring record-breaking residuals for the month of December.
• Top 5 payment trends for 2023: As you think about your strategy for 2023 and beyond, there are five
trends you should consider. In this week's episode of the podcast and the Merchant Sales Insight, Patti
interviews James Shepherd on his top five trends for 2023.

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

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