A New Year in Payments
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January 9, 2006 • Issue 06:01:01 Inside This Issue: News Industry Update .....................................14 First Data Announces Layoffs, Change in Share Price ........................ 62 2006 Calendar of Events ................. 94 Australia Examines Debit Fees, Network Rules ..................................100 Contactless Payments Advance With Near Field Communication Trial .........100 Features AgenTalkSM: Harvey "Lee" Sullivan Welcome to a From Public Service to Merchant Service ............................22 New Year in Payments A Primer on ISO Agreements ................... 30 An Industry Divided f data security breaches, merchant lawsuits, mergers and acquisitions, By Tracy Kitten, ATMmarketplace.com .... 48 and a "free" terminal program frenzy were the headline-grabbers in 2005, you have to wonder what 2006 holds for the payments indus- Trade Association News: try. We asked The Green Sheet Advisory Board (AB) to provide their Gearing Up for 2006 ........................ 53 I thoughts and strategies for the year ahead: Views • How have the events of the past year shaped your plans for 2006? Transformation Well Under Way • Will you make any major changes to the way you do business? By Paul Rasori ....................................96 If so, what? If not, why? Education • What do you most look forward to in the coming year? What obstacles do you foresee? Street SmartsSM: • And finally, what words of wisdom do you have for merchant Friend or Client? level salespeople (MLSs) as they start a new year? By Ty Rosean ...................................... 74 Their responses, listed in alphabetical order, follow: Turning Promotional Customers Into Lifetime Clients Adam Atlas, By Nancy Drexler and Sam Neuman ...... 84 Attorney at Law What ISOs Should Expect in 2006 "The piece of the merchant acquiring pie that is left for the small ISO or MLS By David H. Press ................................ 88 is getting smaller. Free terminal programs and deep discounts in rates for Crypto-login: A Unique Way to Log In merchants are being financed, in part, by agent residuals. This means that By Ben Goretsky .................................. 90 agents need to be that much more focused on protecting the residuals they are being promised. ISO Technical Support Delivers Value By Latest Timmons ............................... 92 "As legal counsel to ISOs, my plans for 2006 are to work even harder to solid- Departments ify the relationships of my ISO clients with their processors and sponsoring banks. I think it is becoming harder for ISOs to enter the business, so each QSGS: Quick Summary Green Sheet ........ 8 ISO deal made is that much more significant. Company Profi le ....................................43 New Products ......................................105 "For older ISOs, I am seeing some processors and banks not honor the prom- Inspiration ........................................... 111 ises they made years ago as to residuals and buyouts. This raises legal issues that will likely occupy time in 2006. Table of Contents Continued on Page 3 See New Year on Page 66 3 AdvisoryBoard NotableQuote "Under no circumstances should an » Tony Abruzzio–Global Payments Inc. ISO's residuals be cut off. ... If the » Adam Atlas–Attorney at Law processor is still making money from » Clinton Baller–PayNet Merchant Services Inc. what the ISO produced, then the ISO » Audrey Blackmon–POS Portal should be, too." » Sam Chanin–Business Payment Systems See Story on Page 30 » Steve Christianson–Transpay-USA Inc. » Steve Eazell–Secure Payment Systems Inc. » Mike English–Ingenico Corp. » W. Ross Federgreen–CSRSI » Jim Fink–EVO Merchant Services » Ed Freedman–Total Merchant Services Inside This Issue: CONTINUED » Marc Gardner–North American Bancard » Alan Gitles–Landmark Merchant Solutions » Alex Goretsky–USAePay NewProducts » Jared Isaacman–United Bank Card Inc. Counterfeit Cop Will Stop the Fake Money Drop ...............................105 » Jerry Julien–Equity Commerce LP "Pay as You Go" Remains Popular in Payments .................................106 » Lazaros Kalemis–Alpha Card Services Inc. Remote Control for the POS .............................................................109 » Mitch Lau–Money Tree Merchant Services » Mitchell Levy–Cynergy Data » Douglas Mack–Card Payment Systems CompanyProfi le » Paul Martaus–Martaus & Assoc. PULSE EFT Association Inc. » David McMackin–AmericaOne Payment Systems Inc. Staying on Beat With Debit ............................................................43 » Doug McNary–First Data Merchant Services » Patti Murphy–The Takoma Group » Steve Norell–US Merchant Services Inspiration » Garry O'Neil–Electronic Exchange Systems How to Work a Tradeshow .............................................................111 » Paul Oswald–TransFirst » Bill Pittman–TPI Software LLC Departments » David Press–Integrity Bankcard Consultants Inc. » Paul Rasori–VeriFone Forum ...............................................................................................5 » Charles Salyer–GlobalTech Leasing Inc. Datebook ......................................................................................116 » Lisa Shipley–Hypercom Corp. Resource Guide .............................................................................120 » Dave Siembieda–CrossCheck Inc. Advertiser Index ............................................................................126 » Scott Wagner–Humboldt Merchant Services LP » Dan D. Wolfe–Barons Financial Group Miscellaneous Sarcasm Sells - Editorial Cartoon .........................................................5 QSGS: Quick Summary Green Sheet ..................................................8 Bottom Lines ....................................................................................14 10 Years Ago in The Green Sheet ......................................................39 Water Cooler Wisdom ...................................................................111 Word Search .................................................................................118 4 President and CEO Paul H. Green ...........................................................paul@greensheet.com CFO/Vice President Human Resources & Accounting: Brandee Cummins ...............................................brandee@greensheet.com General Manager and Chief Operating Offi cer: Kate Gillespie ...........................................................kate@greensheet.com Assistant Vice President, Editorial/Managing Editor: Karen Converse ......................................................karen@greensheet.com Feature Editor: Juliette Campeau ..................................................... [email protected] Contributing Editor: Patti Murphy .............................................................patti@greensheet.com Staff Writers: Sue Luse ....................................................................sue@greensheet.com Lisa Mann ................................................................. [email protected] Jr. Staff Writer: Josh Sisco ................................................................joshs@greensheet.com Art Director: Troy Vera ................................................................. [email protected] Advertising Sales: Danielle Thorpe, Advertising Sales Director [email protected] Rita Francis, Account Executive .................................... [email protected] Vicki Keith, Sales Assistant ......................................... [email protected] Production: Lewis Kimble, Production Specialist ........................... [email protected] Circulation: Kat Doherty, Circulation Assistant [email protected] Correspondence: The Green Sheet, Inc. 800-757-4441 • Fax: 707-586-4747 6145 State Farm Drive, Rohnert Park, CA 94928 Send your Questions, Comments and Feedback to .............................. [email protected] Send Press Releases to ............................................. [email protected] *NOTE – Please do not send PDF versions of press releases. Print Production: Hudson Printing Company Contributing Writers Nancy Drexler and Sam Neuman ....................... [email protected] Ben Goretsky ................................................................ben@usaepay.com David H. Press ..........................................................dhpress@ibc411.com Paul Rasori .........................................................paul_rasori@verifone.com Ty Rosean ..................................................................tyr@bpsmerchant.net Latest Timmons .................................................... [email protected] The Green Sheet (ISSN 1549-9421) is published semi-monthly by The Green Sheet Inc., 6145 State Farm Dr., Rohnert Park CA 94928. Periodicals Postage Paid at Rohnert Park, CA, and at additional mailing offi ces. Subscription is FREE to participants in the payment processing industry, an annual subscription includes 24 issues of The Green Sheet and 4 issues of GSQ. To subscribe, visit www. greensheet.com. POSTMASTER: send address changes to The Green Sheet Inc., 6145 State Farm Dr., Rohnert Park CA 94928. Any questions regarding information contained in The Green Sheet should be directed to the Editor in Chief at [email protected]. Editorial opinions and recommendations are solely those of the Editor in Chief. In publishing The Green Sheet, neither the authors nor the publisher are engaged in rendering legal, accounting, or other professional services.