or years it seemed that "resistance was futile," but it's obvious that First Data is familiar with the Ferengi "Rules of Acquisition." According to Doug McNary, Executive in Charge of the First Data Merchant Services third-party sales channel, FDR has succeeded by enabling the companies it has assimilated to continue doing what they do best. Leaving management intact has allowed newly acquired subsidiaries to continue to grow and thrive in the payment processing industry.

First Data's merchant acquiring business, offered through agents and ISOs, includes:

• Credit card processing, including MasterCard, Visa, American Express, Diners Club, Discover, JCB, ATM/debit, electronic benefits transfer (EBT) and checks.
• Debit card processing, including all ATM/debit cards.
• Quick payment services (QPS), stored-value cards, store-and-forward processing.
• Electronic benefits transfer (EBT).
• TeleCheck: Cardservice partners with the industry leader in check guarantee services to offer a check service program to suit every merchant. Along with traditional check guarantee service, Cardservice provides electronic check acceptance (ECA) service with the Eclipse terminal. ECA allows merchants to process checks in the same manner as credit card acceptance - by converting paper checks into electronic checks at the point-of-sale, then automatically depositing the funds into the merchant's account.
• TeleCharge service provides point-of-sale bankcard authorization through the use of a touchtone telephone.
• LinkPoint Secure Payment Gateway for all online, Internet, Web-based transactions to support e-commerce.
• VirtualCheck for online, electronic check processing for Internet purchases.
• POS hardware and software, including terminals, peripherals, printers, wireless applications and all applications.
• Deployment and service through TASQ Technology.

FDR's third-party channel offers a comprehensive program that serves a fully diverse merchant marketplace. From small businesses to national accounts, from retail to Internet, from low volume to high risk, it promises the best products at the most competitive prices.

First Data now offers Merchant Level Salespeople and ISOs several business-model options with long-term benefits and revenue-generating opportunities. If an MLS/ISO wants a processing relationship only, a range of authorization and settlement services are available and clients can manage their own back-room services and bank relationships.

Alternatively, if the MLS/ISO wants to focus on sales and FDR can manage the back office, FDR's model allows the MLS to share in the overall revenue generated by the relationship with the merchant. This includes the ability to turn a revenue stream into a source of capital.

The new third-party organization enables First Data to be a one-stop shop for all MLS/ISO transaction products and services. The range of services and opportunities available through the third-party channel include:

• Access to all of the products and services available from First Data Corp.
• Access full deployment and product-application programming and training through TASQ Technology
• Develop an entrepreneurial business
• Maintain the long-term value of their merchant relationships
• Generate significant capital
• Ensure their income and create future security One of the benefits FDR offers through this new program is choice, through multiple MLS/ISO models:
• Cardservice International
• FDMP Omaha
• TASQ Technology The multiple programs are supported through a systematic structure of training and support for the sales professional. FDR has installed:
• Three sales VPs - Western, Central and Eastern sales divisions
• 11 regional sales managers
• Monthly new agent training
• Dedicated sales support focused exclusively on agents
• 24/7/365 customer service in 140 languages and dialects.
• Dedicated merchant Web site, Mymerchantoffice.com, for 24/7 account and transaction history and information.
• Support of First Data resources and infrastructure.

This enables the MLS/ISO independent businesses unlimited choices to run the operations and ensure success. The channel offers the global scale and resources of First Data Corp., with specific expertise and dedication to MLS/ISO needs.

First Data is intensely focused on creating more value and choices for the MLS/ISO businesses. "Their success is our success," McNary said. It appears to be FDR's new number one rule of acquisition.

First Data's Vision of the Future

First Data Merchant Services is committed to delivering the products and services that ensure the success and revenue-generating potential of MLS/ISO partners.

This new program will enable FDMS to become and remain the merchant's advocate and champion, finding and delivering ways to accelerate and improve the transaction process.

At press time, Doug McNary stated that, "Recently, Hypercom announced that it will close its Horizon Group's St. Louis facility. TASQ Technology, a majority-owned subsidiary of First Data Corp., worked with Hypercom to transition some of Horizon's supported services and assets.

"This arrangement now enables TASQ to offer Horizon clients the highest service levels for POS equipment, deployment, repairs, tele-training, supplies and other services."

FDMS is looking for MLS/ISO partners with a can-do attitude and a tireless commitment to excellence. According to McNary, "We offer a great place to work, to grow and to enjoy long-term opportunities."