The Green Sheet Online Edition
July 27, 2026 • 26:07:02
StreetSmarts
Winning the back-to-school season: A playbook for ISOs
Back-to-school season is making the grade once again, and it represents far more than a rush for notebooks, laptops and backpacks. According to EMARKETER, U.S. back-to-school retail sales are projected to reach more than $85 billion in 2026, fueled by increased spending on technology, school apparel and online purchases as families continue to embrace digital shopping.
At the same time, the National Retail Federation reported that parents are shopping earlier than ever. Nearly one-third of back-to-school shoppers surveyed, searching for the best deals and greater convenience, had begun their purchases by early June.
For ISOs and merchant level salespeople (MLSs), this presents a tremendous opportunity to introduce schools to modern payment processing solutions.
Educational institutions are no longer simply places of learning; they're operating multiple revenue centers that require secure, convenient and efficient payment acceptance. Whether you are calling on public school districts, private schools, charter schools, colleges or universities, your conversations should focus less on payment rates and more on solving operational challenges.
Schools process more payments than ever before
Today's schools collect payments for every aspect of campus life. The days of relying solely on cash and checks are quickly disappearing as parents increasingly expect the same digital convenience on school campuses they experience everywhere else.
Today's schools may process payments for:
- Spirit wear and student stores
- Athletic events, performances and school activities
- Field trips, yearbooks and graduation items
- Donations, fundraisers and PTO events
- Summer camps and enrichment programs
Many schools still rely on disconnected systems, paper forms and manual reconciliation, creating unnecessary work for already stretched administrative staff and volunteers. By implementing an integrated payment solution, administrations can simplify these processes while improving the experience for parents and students alike.
Lead with solutions, not processing rates
One big mistake payment professionals make is opening every conversation by discussing fees.
Although costs are important, schools are not shopping for the lowest processing rate; they are looking for ways to save time, reduce administrative burdens and provide better service to families.
Rather than asking who currently processes their credit cards, start a conversation about how they are accepting payments today. Learn where frustrations exist, whether that is collecting checks, reconciling payments, managing registrations or providing parents with convenient online payment options.
Those conversations naturally uncover pain points and position you as a caring consultant who offers solutions that solve real problems instead of just another salesperson offering one-size-fits-all solutions.
Show schools the value beyond payments
Payment processing should never be presented as simply another expense. Instead, demonstrate how the right platform supports the school's overall operations. Modern solutions can help schools:
- Reduce manual processes and cash handling.
- Improve reporting and reconciliation, and build a useful, integrated database.
- Increase online sales and fundraising opportunities.
- Create a better overall digital experience for parents and staff.
The result is happier administrators, fewer accounting headaches and more time to serve students.
Student stores can become year-round revenue centers
An online student store should not only open during football season. With the right, integrated ecommerce platform, schools can generate revenue throughout the year by selling apparel, school supplies, graduation merchandise, booster club items and seasonal fundraising products.
Because parents can purchase anytime from any device, schools often experience greater participation than traditional in-person sales, while creating an additional revenue source that helps offset tightening budgets.
Don't overlook ticketing and fundraising
Athletics, theater productions, concerts, dances and graduation ceremonies all rely on efficient ticket sales. Digital ticketing reduces long lines, minimizes cash handling and provides real-time attendance reporting.
Likewise, fundraising has become essential as school budgets continue to tighten.
Payment platforms that support online giving, recurring donations, online silent auction functionality, and PTO or booster club campaigns make it easier for families to contribute, while reducing administrative work behind the scenes.
Become a long-term partner
Successful education sales don't end after installation. Continue helping schools succeed by sharing fundraising ideas, recommending new payment technologies, providing annual payment reviews, and introducing additional ecommerce features as their needs evolve.
Schools value vendors who remain engaged throughout the year. Those relationships often lead to additional opportunities within the district and referrals to neighboring schools.
Final grade
Back-to-school season offers ISOs and MLSs much more than a seasonal sales opportunity. It provides the chance to become trusted advisers to schools that are modernizing how they serve students, parents and their communities.
When you shift the conversation away from processing rates and toward operational efficiency, integration, security, fundraising and convenience, you demonstrate your solution's true value. Schools don't just need a company to process payments; they need a partner who understands their unique challenges and can help them create a seamless payment experience across campus.
As education continues to embrace digital commerce, the payment professionals who lead with expertise, listen first and deliver complete solutions will earn top marks long after the back-to-school season ends. 
Jaki Kackert is a seasoned marketing professional with experience supporting organizations across the payments and financial services industries. Through expertise in content marketing, digital strategy, public relations, and communications, she helps ISOs and Resellers build marketing strategies that attract, retain, and grow merchant portfolios. For more information please visit www.kackertmarketing.com or reach out to Jaki at jbkackert@gmail.com
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