SO sales meetings are critically important events. Merchant level salespeople (MLSs) get to meet the company to which they send their business. They can also talk one on one with vendors, learn more about new programs and industry trends, and bond with other sales reps. ISOs hold the events to meet agents, educate them on new products and promotions, and, of course, to say "thanks for working with us."

Business Payment Systems (BPS) invited The Green Sheet to attend its Fourth Annual Sales and Educational Conference, held Aug. 17 - 19, 2005 at the Treasure Island Hotel & Casino in Las Vegas. The conference, of which at least 145 MLSs attended, offered many highlights, including informative and inspirational presentations, networking, awards, giveaways and lots of warmth, fun and laughs.

The State of the Industry

To open the event, BPS President Steven Feldshuh provided his perspective on the past year. "From August to August, it's been a very interesting year for BPS and the industry as a whole," he said. He cited decreasing margins and more turnover, Bank of America's purchase of National Processing Co. (NPC), and all the new free terminal placement programs. "We've seen tremendous residual growth as a company, but also a tremendous increase in competition," Feldshuh said.

In a presentation at the meeting, Randy Sagar, NPC's Senior Vice President of Independent Sales, also talked about a changing industry. He referred to lawsuits against the card Associations, the CardSystems Solutions Inc. data security breach, and more consolidation among processors.

"You won't be successful in today's and tomorrow's world if you do business the way you did it yesterday," Sagar said. "The folks who drive the business [the MLSs] are always the last to recognize that the world has changed around them." Sagar's advice: Sales reps need to be full service consultants for merchants. They should be able to address all of a merchant's financial needs.

BPS introduced several new initiatives at the meeting, including two revamped company Web sites: www.busy-as-a-bee.com and www.bpsmerchant.net .

The Web sites offer extensive information, for both sales partners and merchants, about BPS and its programs. The company is also offering new prepaid, bill payment and merchant funding programs.

The Secret Service and Other Tales

A number of vendors presented their solutions and special offers throughout the conference and answered questions from the audience. There was a lot of ground to cover in little time, so each day began first thing in the morning and ended around 6:00 p.m.

Days also included lunch and breaks for coffee, snacks, a trip to the bathroom, a chance to stretch one's legs, make a quick call to a customer, or simply to chat with other MLSs. Detective Brad Kloepfer, a U.S. Secret Service agent, spoke and answered questions about identity theft. Gerry Surrell and other thriving BPS agents discussed their secrets of success.

Amy B. Garvey, Secretary of the National Association of Payment Professionals (NAOPP), gave a special presentation. For the first time ever in its nearly three years as an organization, NAOPP had the opportunity to speak in front of a large group of MLSs at an ISO sales conference.

"Many ISOs and processors we've talked to are willing to work with us, but BPS is the first one to invite us to present to a group of MLSs," Garvey said. (See "NAOPP in the Spotlight" on page 33 of this issue.)

The more than 200 people in attendance made up quite a diverse group: men and women MLSs, including industry veterans, people new to the industry or thinking about working in it, BPS employees and vendor representatives.

Oscar H. Barry, an MLS based in Flint, Mich. began working with BPS when he entered the industry in February of this year. "My level of knowledge tripled at the conference," he said. "I actually wish it had been longer. BPS really explained a lot. Things that were before confusing were cleared up in short presentations. Questions were asked by other agents there, so you get a bunch of questions answered all at once." Barry, who broke a BPS record by selling nine Lipman NURIT 8000 wireless terminals in about a week, received a Newbie award from BPS on the second night of the conference at a lively ceremony following cocktails, dinner and dessert.

MLS Recognition

The company recognized many outstanding employees and salespeople with awards that included everything from Salesperson of the Year, Most Positive Attitude and Most Dependable. Also that night, attendees were entertained by a stand-up comedian who had everybody roaring, especially when he ventured out into the audience to embarrass a few brave souls.

On the meeting's final day, BPS Sales Trainer Andre Flax motivated attendees with an inspirational talk on "High Performance Closing Principles." He made everyone stand up, move around, cheer and clap.

"You have 30 seconds to make a good impression," Flax said. "In those 30 seconds, communicate your unique selling proposition." BPS also raffled off goodies that included POS terminals, iPods, wireless routers, and even a trip to New York City.

Feldshuh deemed the meeting an overall success. "You develop a much stronger relationship with people when you meet them face to face," he said. "[MLSs] even took the time to send written thank you cards, and I received calls from vendors after the conference telling me how excited they were about doing business with us."