News August 23, 2010 • Issue 10:08:02 Industry Update .......................................14 Debit surcharges targeted by California lawmakers .......................42 Tapping into portfolio Have NFC payments reached tipping point? .....................................43 power players Skimmers shifting from ATMs to gas pumps .......................................45 Trade Association News MWAA inspires and informs once again ........................................47 Features SellingPrepaid Prepaid in brief ....................................30 Legislative fallout for gift card providers By Thom Aldredge, World Gift Card .......32 Views ISOs, MLSs and fi nancial services re-regulation By Patti Murphy The Takoma Group ...............................26 Fraud trends in 2010 By Nicholas Cucci Network Merchants Inc. ........................28 Education Street SmartsSM Variations on valuations By Ken Musante, Eureka Payments LLC ....54 Going global in Europe By Carrie Hometh, Payvision..................58 Succeeding at PCI compliance – Part 4: Maintaining the program By Dawn M. Martinez First Data Corp. ...................................60 teady income from POS terminal sales and leasing now seems like the Technical details: stuff of fairy tales, so many new merchant level salespeople (MLSs) What to share and what to spare strive to build residual streams rapidly by signing merchants who are easy to reach and can make quick decisions. Usually these are mom- By Dale S. Laszig S and-pop stores or other small enterprises. Ultimately, however, diversification is Castles Technology Co. Ltd. ...................62 necessary to create the strongest portfolio possible; this is especially important Are your online contracts enforceable? during a recession. By Sarah Weston Jaffe, Raitt, Heuer & Weiss PC ...............64 One way to diversify is to pursue prospects who, due to the size or complexity of their businesses, take months or years to make decisions about transaction The proper care and feeding of LinkedIn processing. Luckily, ample opportunity exists for ISOs and MLSs who are will- By Marc W. Halpert ing to spend a portion of their time on relationships that may not be immedi- Connect2Collaborate ............................68 ately gratifying but can prove lucrative in the long run. Continued on page 3 See Portfolio power players on page 51 3 AdvisoryBoard NotableQuote » Tony Abruzzio–Global Payments Inc. » Andrew Altschuler–AmeriMerchant Like a blood test, PCI compliance » John Arato–MagTek Inc. validation represents a point in time. » Adam Atlas–Attorney at Law And it has to be repeated because of the many variables in the mer- » Clinton Baller–PayNet Merchant Services Inc. chant environment that can affect a » Audrey Blackmon–TASQ Technology pass or fail mark. » Robert Christiansen–ARM Loyalty » Steve Christianson–AAmonte Bankcard See story on page 61 » Steve Eazell–Secure Payment Systems Inc. » W. Ross Federgreen–CSRSI » Ed Freedman–Total Merchant Services » Robert Ficarra–Sterling Payment Technologies » Marc Gardner–North American Bancard Inside this issue: » Chad T. Gay–PNC Merchant Services CONTINUED » Russ Goebel–Quantus Health Solutions LLC » Matt Golis–YapStone Inc. Company Profi les » Curt Hensley–CSH Consulting » Scott Henry–VeriFone Inc. Federated Payment Systems LLC » Jared Isaacman–United Bank Card Inc. » Kevin Jones–First American Payment Systems A gateway to Canadian merchants....................................................39 » Jerry Julien–Equity Commerce LP New Products » Lazaros Kalemis–Alpha Card Services Inc. » Dee Karawadra–Impact PaySystem iPhone terminal with gateways galore ...................................................76 » Rod R. Katzfey–Consultant » Allen Kopelman–Nationwide Payment Systems Inc. Inspiration » Mitch Levy–Merchant Cash and Capital » Dan Lewis–AmeriBanc National Ltd. Shuffl ing the deck on negative people ...................................................79 » Douglas Mack–Payex » Paul Martaus–Martaus & Associates Departments » Biff Matthews–CardWare International » Sonny McKinney–TransWORKS LLC Forum ..................................................................................................5 » Tim McWeeney–WAY Systems Inc. Datebook ...........................................................................................77 » Justin Milmeister–Elite Merchant Solutions » Patti Murphy–The Takoma Group Resource Guide ..................................................................................80 » Michael Nardy–Electronic Payments » Steve Norell–US Merchant Services Advertiser Index .................................................................................94 » Michael Petitti–Trustwave Miscellaneous » Bill Pittman–SoundPOS LLC. » David H. Press–Integrity Payment Systems QSGS: Quick Summary Green Sheet......................................................8 » Steve Rizzuto–TransFirst » Charles W. Salyer–Ladco Leasing Inc. Bottom Lines .......................................................................................14 » Jeffrey I. Shavitz–Charge Card Systems Inc. » Lisa Shipley–Ingenico North America 10 years ago in The Green Sheet .........................................................72 » Dave Siembieda–CrossCheck Inc. Water Cooler Wisdom ........................................................................79 » Rick Slifka–Exec-Links LLC » Anna Soloman–FrontStream Payments Inc. » Nick Starai–Network Merchants Inc. » Ted Svoronos–Group ISO » Stuart Taylor–Hypercom Corp. » Scott Wagner–GO DIRECT Merchant Services Inc. » Dan D. Wolfe–Teledraft Inc. 4 President and CEO: Paul H. 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[email protected] Assistant VP, Production and Art Director: Troy Vera.................................................................. [email protected] Production Manager: Lewis Kimble ............................................................lewis@greensheet.com Assistant VP, Advertising Sales: Danielle Thorpe ....................................................danielle@greensheet.com National Advertising Sales Manager: Rita Francis ................................................................ [email protected] Advertising Coordinator: Kat Doherty ................................................................kat@greensheet.com Circulation Assistant: Vicki Keith ............................................................... [email protected] Correspondence: The Green Sheet, Inc. 800-757-4441 • Fax: 707-586-4747 6145 State Farm Drive, Rohnert Park, CA 94928 Send questions, comments and feedback to [email protected] Send press releases to ...............................................press@greensheet.com NOTE – Please do not send PDF versions of press releases. Print Production: Hudson Printing Company Contributing Writers: Thom Aldredge ..........................................................thom@worldgiftcard.com Nicholas Cucci.......................................................................ncucci@nmi.com Marc W. Halpert ............................................................... [email protected] Carrie Hometh ..........................................................c.hometh@payvision.com Dale S. Laszig .......................................................dale_laszig@castech.com.tw Dawn M. Martinez ..............................................dawn.martinez@firstdata.com Ken Musante ........................................................kenm@eurekapayments.com Sarah Weston ................................................................sweston@jaffelaw.com The Green Sheet (ISSN 1549-9421) is published semi-monthly by The Green Sheet Inc., 6145 State Farm Dr., Rohnert Park CA 94928. 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. 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