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IndustryUpdate

Insights from Merchant Sales Podcast

f you're an ISO, merchant level salespeople or other merchant services provider, the
Merchant Sales Podcast is designed specifically for you. Hosted by Patti Murphy, senior
editor at The Green Sheet Inc., and CCSalesPro CEO James Shepherd, the podcast covers
I the big issues in today's payments world and offers advice on how you can enhance your
offerings, attract new business and retain customers long-term.

Following are recaps of several recent episodes:

• Unlock 3 key revenue drivers with gift cards: In this episode, we explored strategies to reduce friction
in the sales process, increase the lifetime value of your clients, and boost payment processing margins
by white-labeling your own gift card program. For those looking to create long-lasting relationships with
merchants, regardless of the technology solutions they choose, it's crucial to control the gift cards and
offer a flexible program. During the event, Ryan Rose, CRO at Factor 4, joined us to discuss three key
revenue drivers that are often overlooked by ISOs and agents—drivers that can significantly impact your
portfolio's value.

• Selling merchants on digital marketing: It's a sticky proposition, stated Alan Noe, CEO at Evolv,
while discussing digital marketing for merchants in this week's featured interview. James expanded on
this theme, encouraging sales reps to think more broadly about building relationships that go beyond
payments. And Patti wrapped up the podcast by reporting on how the CFPB is taking issue with fees
merchants charge for cash-back transactions.

• Leveraging AI to land more sales and streamline customer service: Discover how AI is streamlining
sales, approvals and customer service in this week's interview with Dave Fiegle, president of the AI
Agency. Also in this episode, James described how he uses AI in his businesses, and Patti reported on
how regulators are honing their focus on BNPL.

• What makes for a successful entrepreneur?: Passion, not being afraid to fail and making time for family,
are essential for entrepreneurial success, according to Vlad Sadovskiy, CEO at Netevia. Sadovskiy, a
successful entrepreneur, and his daughter, Emma, a budding entrepreneur, sat down with James for a
far-reaching discussion around the changing complexion of entrepreneurship in this week's featured
interview. Also in this episode, Rich Norton provided more tips on selling, and Patti's reported on bank-
to-bank payments.
All episodes are available on Spotify, Stitcher, iTunes and the Merchant Sales Podcast
page at www.greensheet.com/podcasts.php.

ANNOUNCEMENTS FINBOA recognized by PayTech Awards
FINBOA Inc., a provider of intelligent process automa-
Curve Pay debuts cashback tion for financial institutions, won the 2024 PayTech
for int'l spending Awards USA "Tech of the Future" honor. This award cel-
ebrates groundbreaking innovations shaping the future
Digital wallet Curve launched an enhanced foreign of payments.
spending scheme, increasing fee-free spending limits to
£100,000 ($129,891) and offering 1 percent cashback on FINBOA's Payment Disputes solution, used by over 225
international purchases. Aiming to reshape the mobile U.S. banks and credit unions, automates and digitizes
wallet experience, Curve said it allows customers to payment dispute processing, helping institutions meet
pay like a local by eliminating hidden currency conver- regulatory requirements like Reg E and Reg Z, the award
sion fees and offering real-time currency conversion judges stated. The solution, the company noted, enhanc-
without needing to preload funds. With access to over es accuracy, enables remote dispute intake, improves
140 currencies, Curve’s technology provides seamless, communication and automates notifications. FINBOA
cost-effective, and transparent spending abroad, the CEO Raj Singal highlighted the solution's role in trans-
company stated. forming dispute management.

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