s we all know, the quick service restaurant (QSR) market is on fire. We practically can't pick up an issue of The Green Sheet without at least one article that mentions it. For this month's "AgenTalk" column I interviewed Michael Bagni, an agent based in Boston and working with Direct Technology Innovations LLC (DTI). DTI has installed credit card processing at thousands of QSR locations, including McDonald's, Burger King, Arby's, Subway, Dairy Queen, Pizza Hut, KFC, Quizno's Sub, Taco Bell, TCBY, among many others.

Michael is new to our industry, but in only six months he's found a good niche in the QSR world and built a sizable portfolio. His focus on the QSR market has served him well.

Matthew Swinnerton: Why and how did you enter this industry?

Michael Bagni: I had just come out of an industry in a sales capacity that not only required a lot of time at the location, but also had numerous periods of downtime waiting for customers to come to me. I preferred an industry that fit my personality, where I could stay busy for the total period of time I put into it and where I could be proactive. The recurring revenue aspects of the industry also intrigued me.

MS: Do you work out of your home or office?

MB: I work out of my home. I wouldn't do it any other way.

MS: Is there a certain market you focus on and why?

MB: I focus on the QSR market and other related businesses. The company I represent, DTI, has a great deal of experience in the QSR market and has been supportive of my sales efforts as an independent rep.

MS: What is the key to your success?

MB: Trying to be consistent throughout my normal sales efforts. Setting a number of goals, constantly keeping them in mind and working to achieve them on a daily, weekly and monthly basis.

MS: What did you do before selling credit card processing?

MB: I've been involved in numerous successful sales positions, for both Fortune 500 and small companies.

MS: What factors made you choose your current processor?

MB: Its overall program for independent reps appealed to what I wanted to accomplish personally. DTI is a proactive company that has a face behind its name. It has a number of sales programs geared around the QSR industry that assist in helping to close business.

MS: How many accounts do you acquire each month?

MB: I am adding anywhere from 10 - 15 accounts per month.

MS: How do you get your sales (door-to-door, phone, referrals, setting appointments)?

MB: All of the above. I'm constantly prospecting using all of those techniques, with some focus, in order to close the amount of business for which I'm looking.

MS: Do you attend any regional or national association shows?

MB: I haven't yet, but I plan to in the near future.

MS: What interests you the most about this industry?

MB: Providing an essential service to a business that assists the business in maximizing revenues.

MS: If you could change something about the credit card processing world, what would it be?

MB: It would be helpful if the industry could continue to strive to keep the application process simple. MS: Do you ever feel as if you're in a rut, doing the same thing every day?

MB: Yes, I do occasionally get into a rut. I simply try getting myself back into a positive state of mind to work through those issues by getting back to basics and moving forward.

MS: What terminals do you mostly sell and why?

MB: Most of the terminals I have placed are either the Lipman NURIT 2085 or the Hypercom T7Plus. Both products have been solid and reliable and they fit the applications placed.

MS: Describe a typical day in your life.

MB: I think I live a pretty normal life. With an active family, I like to put in a full day of work over the course of a regular week. That's what I enjoy about this business.

In working this way, things seem to fall in place so I'm able to fully enjoy the other aspects of my life as it relates to spending time with my family.

MS: What goals do you have in relation to this industry? Where do you see yourself in five, 10 or 15 years?

MB: My goal is to constantly grow, add and support new accounts for myself. Down the road I do see myself as having a long tenure in this industry. This is a career someone could have for a lifetime.

As opportunities arise in this industry I will weigh my options and try to do what's best for my family and me.

MS: Is there anything else you'd like to say?

MB: This industry has given me the opportunity to become very successful in a short period of time working as an independent rep. I look forward to cultivating long-term business relationships in the industry and with new customers on an ongoing basis. I appreciate the opportunity to speak with you and wish you all the success possible.

MS: Thanks, Michael. Considering you've only been in this business six months, I think you have done well for yourself. As we learn more and more in this industry, we learn that we need to be focused, we need to have goals, and we need to find our niche. You seem to have accomplished all three.

Matthew Swinnerton of Merchant Services Direct is an independent agent for AmericaOne, Comerica Merchant Services and POS Card Systems. He has been in the credit card processing business for seven years selling merchant services to small- and mid-sized retail and online establishments. To find out more about Merchant Services Direct, visit www.msdirect.net or contact Matthew by e-mail at matt@msdirect.net or by phone at 512-255-9791.