MERCHANT ACQUIRING RESEARCH & RESOURCES
Reports, Webinars & Insights
MERCHANT ACQUIRING INSIGHTS
Credit Card Surcharges Will Create Havoc in the Payment Industry (2/2)
Credit card surcharges is the upcoming trend in merchant acquiring as I asserted in the first part of this opinion piece. I also talked about the potential merchant abuse of surcharges that could be the spark to legislative scrutiny. In this second piece, I will...
Surcharging Will Create Havoc In The Payments’ Industry (1/2)
Surcharging is THE upcoming trend in 2016 and I believe we will see surcharging becoming the norm in the US in the next 24 months. It is true that so far, surcharging has been slow catching up, but looking at the Australian experience, it took a couple of years before...
Get 20% of Your Merchant Base to Refer
In order to get merchant lead referral from 20% of your merchant base on a consistent basis, you need to build an intentional and deliberate referral system that bridges the divide between merchants' attitudes and acquirers' attitudes towards referrals. This system...
Why Merchants Don’t Refer to Acquirers
After exploring why ISOs and acquirers don’t get more referrals, we explore in this piece why over 99% of merchants don't refer and what motivates merchants to refer. The three elements that contribute to this low number of referrals from merchants are: 1) a failure...
Why Acquirers Get Few Merchant Referrals
The reason acquirers don't get more merchant referrals is due to three reasons: a sense of entitlement, an uneducated merchant base, and a lack of a referral system. Our industry has a very low rate of merchant referrals. A quick study suggests that 0.08% of merchants...
Demystifying Merchant Attrition
Merchant attrition is the result of a negative spark that creates disaffection for the processor. By understanding these sparks and the trigger events that cause them, you can deliberately create winning retention strategies.
Merchant Acquisition Costs in the USA
The average cost of acquiring a new merchant in the USA reached $693 per account signed. The merchant acquisition costs depends on four variables. Institution Type: Banks have a lower acquisition cost than ISOs/acquirers and processors. Some companies that cross-sell...
Double Your New Merchant Acquisition
The adage goes: “You can catch more flies with honey than with vinegar” and it doesn’t apply just to flies. It looks like merchants too like honey more than vinegar. Yet, it is astounding to see the large number of ISOs and merchant acquirers that use vinegar in their...
ISVs Revenue Share Split Up
"How much are the ISVs going to take away from the acquirers' revenues?" seems to be consistent question that the investment community wants to know about merchant acquiring lately. Different week, different firm, same question... Well the answer is simple: the way I...
Is Functionality Focus Better Than Vertical Focus
In a recent conversation with an investor in the payments world, the question came up about the better strategy to win in the long term: "Should ISOs & acquirers compete for the control of the POS or should they focus on a vertical?" asked the investor. I believe...