s the end of the year approaches, we tend to reflect on past months while also looking ahead, always hopeful. The National Association of Payment Professionals faced a challenge this year when it lost several board members, but a November election promises a fresh start for 2007.

Ernie Crews, NAOPP's 2006 President-Elect, resigned in June. Several other board members also resigned in 2006, including Secretary Amy Garvey and Director at Large Jim Britt.

The reasons for resignations ranged from leaving payments entirely to embark on a new career, to not being able to devote time to a volunteer board position, to accepting a new job within the industry. The latter created a conflict because many offices must be held by merchant level salespeople (MLSs). All must be NAOPP members.

Through the elections, NAOPP is seeking to fill the posts of President, Vice President, Treasurer, MLS Director and Vendor Director. Returning 2006 board members are Ken Hancock as Immediate Past President and Raymond Leonardi as MLSO Director. The positions of Secretary and Director at Large are not up for re-election until next year. In the interim, the board will appoint individuals to serve in those roles.

The voting, which is being done by electronic ballot, begins on Nov. 13 and will run through the end of the month. Newly elected board members will take office Jan. 1, 2007, and hold that office for two years.

Serving on the board is a fairly big commitment. Officers devote at least one hour each week to a conference call, and they also must chair a committee. They are expected to share and implement ideas for improving the industry. Board service provides NAOPP members the opportunity to develop leadership skills and advance their careers. And most importantly, they are working to grow and improve an association dedicated to educating MLSs.

Turnover ... and triumph

Despite the "fluctuating board members," NAOPP has pushed through and continues to provide results for its members, according to Vicki M. Daughdrill, NAOPP Executive Director.

The 2006 board worked exceptionally hard and has positioned the new board to take NAOPP to the next level, she said. Among 2006 accomplishments, she cited securing 501(c)6 status with the IRS, growing membership by 13% (to about 340 people), sending out welcome kits to new members and conducting a survey to gauge what members want from NAOPP.

The board also expanded NAOPP's educational programs. NAOPP sponsored presentations at three regional acquirer association meetings. And in response to the member survey, it offered two teleseminars on protecting residuals. Payments Attorney Adam Atlas will participate in a new teleseminar on contract negotiations, scheduled for Nov. 29. Members also requested tips on how to improve their sales skills. A NAOPP-sponsored presentation by author Frank Rumbauskas at the recent Western States Acquirers' Association meeting offered just that, Daughdrill said.

'Learning a skill set'

Rumbauskas is the author of Never Cold Call Again, which we reviewed this summer ("Door to door ... no more?" The Green Sheet, June 26, 2006, issue 06:06:02). His WSAA presentation on Oct. 19 addressed the insider secrets of leading sales professionals: What they don't want you to know.

"Top salespeople do their own thing, not what's taught to most of us," he said. "[But] there is no such thing as a natural. They make themselves [great] by learning a skill set." The skill set does not include cold calling, manipulation or wasting time networking with other salespeople. Top sellers "go where their prospects are," he said. They also get into public speaking.

He provided a 25-point checklist of salespeople "don'ts," such as don't hang around if a prospect treats you with disrespect, and don't answer questions too quickly; rather, stick to your presentation. An audio recording and slides of Rumbauskas' presentation will be posted on NAOPP's Web site for members in the coming weeks, Daughdrill said.

Looking ahead

NAOPP's 2007 board will continue to research, identify and offer additional benefits to members and strengthen its educational program, Daughdrill said. This includes plans to offer four to six teleseminars in 2007 as well as more presentations at the regional acquirer association meetings. NAOPP has also had preliminary conversations with the Electronic Transactions Association. "We are opening the dialogue to partnering on some issues, events, programming and opportunities," she said. The ETA's "focus is on the ISO, and our focus is on the MLS. And we need to be working together."

For more information about NAOPP, visit www.naopp.com