4 Steps To Raising The Payment Processing Sales Bar

By The Business Solutions Network

Finding new ways to differentiate its POS solution and payment processing services is key to this company’s year-over-year double-digit growth.

It’s been said that it’s harder for a person to start a tree-trimming business than it is to sell merchant processing and gain access to people’s most private information. And any IT solutions provider or ISO (independent sales organization) that’s been around this market for any length of time will tell you that the lack of laws requiring background checks, certifications, and licensing has led to a plethora of riffraff in payment processing.

EMS Merchant Services has been in business since 1998, starting out as an ISO and expanding to offer retail IT solutions and services in recent years. Ken McHugh, president and founder of EMS, says earning merchants’ trust is one of the biggest challenges his company faces — especially with prospects who have already used another payment processor’s services. About four years ago, EMS decided to stop waiting around for the government, the Payment Card Industry (PCI), or any other regulatory body to start holding payment processors accountable for their actions. The ISO/VAR made four big moves that showed customers and prospects it ran its business with a high level of integrity.