he Green Sheet announced the "Street Smarts" Feedback contest on May 10, 2004 ("'Street Smarts' Gets Smarter," The Green Sheet, issue 04:05:01), and our first winner for May 2004 is Mark Sandos. Sandos' "Feedback Story" (below) is a terrific example of how our readers, like you, use information in The Green Sheet to improve their businesses.

Each monthly winner receives a paid registration to the regional event of his or her choice-either a regional acquirers' association or ETA Network Expo-and a paid membership to the National Association of Payment Professionals (NAOPP). Sandos plans to attend NEAA's Summer Event, June 8 - 10, 2004 in Woodcliff, N.J.

We strive to supply you with the best "education, inspiration, and actionable advice" in the payment processing industry. We want to hear from you, and we're looking for YOUR stories on how you've taken action based on something you've read in The Green Sheet. Send your FEEDBACK to us at streetsmarts_feedback@greensheet.com.

Sandos is a graduate of Temple University with a bachelor's degree. He sold medical supplies for a few years, and then moved into the bankcard industry, where he has worked for five years. Sandos said this career move was the "best move I've ever made besides meeting my wife."

He also said, "The Green Sheet has been an integral part to growing my business as well as maintaining a strong portfolio. I've been reading it for a long time." Following is Sandos' "Feedback" on how he applied something he read in "Street Smarts" to his business:

Dear Green Sheet,

I have always found The Green Sheet to be informative as well as insightful to our industry. There's more to our business than just getting someone a good processing rate. I would like to think that I started off in the bankcard industry as a salesman, but now I consider myself a consultant to how merchants should accept credit cards.

The most profound growth in my business started after I read Ed Freedman's article "Taking the Lead" (The Green Sheet, Aug. 11, 2003, issue 03:08:01). I was setting up five to 10 accounts per month, with a typical merchant processing under $10,000 a month. I would have to make at least 60 calls a month just to get 10 accounts. Freedman's article provided me with the insight and motivation to contact associations and get an endorsement to help out their members.

After several hours of making phone calls and many face-to-face meetings, I finally landed the state Car and Truck Dealers' Association. I put together a great pricing package along with excellent customer support for this association's members. I am now doing 30 - 40 accounts per month. The average merchant processes $75,000.

My business has grown so much I have hired someone to help me out with office work and answering the phone. I still have to work to get the account; however a ringing endorsement from the association makes the sales process a lot easier. I have merchants from this association calling me saying, "I hear you are doing great things for our members, and I would like you to help me."

This association has also put me in touch with other associations across the country. Next month I will be presenting at a conference in front of 35 associations and their presidents and directors of membership benefits. This is a situation that I have fantasized about since I started my career in this industry. I want to thank Ed Freedman for taking the time to help people like me grow their businesses. I also want to thank The Green Sheet for getting Freedman to continue writing this series for another year. The advice and education that you provide not only inspires me, but you also help make running my business easier. This ultimately has given me and my family a better quality of life.