OVERCOMING MERCHANT OBJECTIONS Simple answers to questions about accepting Cards.

“American Express rates are too high. It’s just “I had a previous poor experience with not worth it.” American Express, and I don’t really want to Processors who are part of the OptBlue Program set their work with them again.” own rate, so you could be getting a better rate than you’ve You don’t have to. I’ll be your contact for all of your cards. been offered before. When you have a question about American Express acceptance, you can call me. “I can get a better rate from Visa, MasterCard, and Discover.” “American Express always sides with the When it comes to accepting credit cards, some Merchants customer when there’s a .” believe that American Express is always more expensive American Express has made many policy enhancements than the other card brands. However, with OptBlue, the that will result in simpler disputes management for you rate is set by the processor. So, you could be getting a rate and fewer . For example, they have limited that’s better than you’ve been offered before. the number of times a dispute can be raised on the same charge to 2 times and reduced the number of low dollar “Not many people ask to use American Express Chargebacks you’ll see. To read about these changes in Cards, so I don’t think there’s a demand for it. detail you can go to optblue.com/disputes and download According to the 2016 American Express Annual Report, the Disputes Improvement Brochure. there are over 47 million American Express Cards in the U.S. alone.1 “They don’t care about my business, they just want my business.” Do you have signage posted to let those American Express Card Members know they can use their card at your American Express cares about Merchants and wants business? Earlier this year, American Express conducted them to do well, and proves it by investing in traffic an internet survey of Card Members who reported using drivers and other resources. an American Express Card to make purchases at small • Merchant Recommendations. We know attracting Merchants in the 3 months prior to the survey. We found more customers is important to you--so it's important that 55% of such Card Members report they often look to us as well. That's why we recommend small for signage at small Merchants to make sure they accept businesses like yours in our emails to Card Members, in American Express.2 their online accounts, and within search results on the Shop Small Map. In 2017, over 15 million people “People use other Card brands, so I don’t need received recommendations on where to shop.4 to accept American Express Cards.” • Free American Express signage. Show potential Using data from the February 2018 Nilson Report, customers you want their business by displaying we compared the average annual spend per card on signage that could help drive more sales. In 2017, we U.S. American Express Cards to that of other U.S. conducted an internet survey of consumers who card brands, and found that, on average, annual reported having recently made purchases using spend of American Express Card Members is 3.1x American Express or other methods at small 3 that of non-Card Members. businesses and that they typically look on the storefront to see if their payment method is accepted when “American Express acceptance is too making such purchases. 61% of consumers surveyed much work.” reported they’re more likely to make a purchase from a OptBlue changes all that—you can now accept small business when they see on the storefront that American Express Cards with the ease and speed their payment method is accepted.5 of other card brands. There’s one statement, one deposit, and one servicing contact, so there’s less Visit americanexpress.com/businessresources to paperwork—which simplifies your back-end processes. learn more.

1. 2016 American Express Annual Report 2. American Express commissioned internet panel survey conducted in April 2017 based on purchases made at small Merchants in the 3 months prior to the survey. Definition of American Express® Card Members: Respondents who reported that they have an American Express card and used that card to make purchases at small Merchants in the prior 3 months. 3. Nilson Report #1,103, February 2018. Spend per card derived from U.S. year-end purchase volume divided by year-end cards in force (CIF), not from individual consumer-level data. CIF represents the number of cards issued and outstanding with cardholders. Average Non-American Express spend per card includes Visa, MasterCard and Discover credit and volume and CIF and excludes debit volume and CIF. 4. Based on an analysis of American Express merchant recommendations in 2017. 5. American Express commissioned internet panel survey conducted in April 2017 based on purchases made at small Merchants in the 3 months prior to the survey. “Consumers surveyed” consists of survey respondents who typically look on the front door or front window to see whether or not their payment method is accepted when making purchases from small Merchants, independently owned businesses and who either (1) reported that they have an American Express card and used that card to make purchases at small Merchants in the prior 3 months; and (2) survey respondents who reported that they do not have an American Express card and used Visa, MasterCard, a , or payment services to make purchases at independently owned small Merchants in the prior 3 months. Disclaimer: The trademarks used herein are the property of their respective owners.