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Letter from the editors

e all know planning is integral to busi- What are you
ness success, and one critical way ISOs
and MLSs can enhance their merchants'
W success is to help them prepare for the waiting for?
all-important year-end holiday season. This issue's lead
article is full of insights on recent holiday season trends
and consumers' evolving habits. It also contains perti-
nent sales advice, including a rationale for why this is
an opportune time to emphasize price on sales calls.
Let me help you increase your
Our contributing writers offer further sales advice for
MLSs. One seasoned pro explains why offering only bottom line today!
one POS system can ultimately negatively impact your
bottom line. After all, why sell a Rolls Royce to some-
one who really needs a Honda Civic? Other payments We make it easy for you to reach your
experts reveal how to use statement analysis to find
savings and thereby win merchants' business; define target audience with a personalized
areas of responsibility for pivotal roles in payments;
describe how NextGen ISOs are adapting to the chang- custom advertising campaigns to meet
ing payments landscape; and explore transparency in your company’s individual needs today.
business, which some see as a core value while others
see it as aspirational, because full transparency cannot • Spotlight Innovators’ • Resource Guides
be attained.
Web Pages (multiple options
As part of our ongoing support of and reporting on • Custom Videos available)
tradeshows and other industry events, a recent story
highlighted in News Briefs discusses the Electronic (multiple level • Print Advertising
Transactions Association's Strategic Leadership Forum options available) (multiple options
which, among other opportunities, enables those who • Targeted Email available)
attend to earn credits toward Certified Payments Pro-
fessional certification. Another event brought into fo- Campaigns • Online Advertising
cus is the recent Mobile Payments Conference, which
showcased mobile technologies' evolution and growth,
and put the spotlight on the end user and global
themes. Other stories include security flaws that ex-
posed data pertaining to 419 million Facebook users,
and the launch of a new virtual community that pro-
vides a platform where like-minded individuals can
share experiences, challenges and best practices.
We've also included an update on the Merchant Sales
Podcast, which delves into a range of issues of impor-
tance to ISOs and MLS, including such topics as how
to sell POS/ISV solutions to small business owners and
how kiosks are changing the POS landscape. Also,
along with product and company profiles, you'll find
notes on new product releases; briefs on new initiatives,
expansions and awards; as well as relevant research Danielle Thorpe
and new partnerships, acquisitions and appointments.
AVP Media Partnerships
We hope you are fully equipped to help merchants Call me for details
thrive this holiday season. Please send your questions
and ideas to us at greensheet@greensheet.com, and email
press releases for posting to press@greensheet.com. 707.284.1686

DANIELLE@GREENSHEET.COM

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