2. Schedule Day 1
• 9:45am Login
• 10am-11am
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–
Intros
Corp
Industry
Compensation
Travel
• 11am-11:15am
– break
• 11:15am-12:15pm
– Appointment Setting
– Types of Accounts
• 12:15pm-1pm lunch
• 1pm-1:45pm
– Products
– Rates
• 1:45pm-2pm
– break
• 2pm-3pm
– Perfect Paperwork
– Assignment:
• Complete Perfect Paperwork
and email back to
dpotthoff@paymentsystemsco
rp.com
• List 3+ Value Adds and how
you’d pitch them

3. Intro
• Objective:
– To give you the adequate tools, information, and
confidence to get you off to a fast start. Sell 2+
deals in first week
•
•
•
•
Who are we?
Who am I?
Who are you?
What you can expect from us; What we expect
from you

4. Company Overview
• Corporate Offices in Los Angeles
• 4 Regional Offices:
Los Angeles, Carlsbad, Dallas & Orlando

6. First Data
• First Data is a global technology and payments processing leader,
serving more than 6 million merchant locations, thousands of card
issuers and millions of consumers worldwide. Whether the choice
of payment is a gift card, a credit or debit card or a check, First Data
securely processes the transaction and harnesses the power of the
data to deliver intelligence and insight for its customers.
• Financial institutions, large and small businesses, as well as
government agencies rely on First Data to empower them to build
stronger, more profitable customer relationships as commerce
continues to transform.
• First Data’s strategic focus is on delivering innovations in prepaid,
eCommerce and mobile payments solutions. First Data also
provides payment processing solutions such as fraud protection and
authentication solutions, check guarantee and verification services
and point-of-sale (POS) devices and service.

7. First Data Customers
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McDonalds
7-Eleven
Sears
Nordstrom
Bed, Bath
&Beyond
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•
Shell
Rooms to Go
Marie Calendar's
Lands End
Jet Blue

8. Who Are We?
• Travis Pauck
– Recruiting & Staffing
Director
• Top Sales Producer
• Sales Manager/General
Sales Manager
• Training and Retention
Specialist
• President’s Club
• 18 Years Sales &
Management Experience

9. Who Are We?
• Dana Potthoff
– Sales Training Director
• Sold 15+ Deals in first 3
months.
• Top Agent first 3
months
• President’s Club
• 10+ years Sales Training,
Management &
Recruiting Experience

10. Who Are You?
• Small business consultants
– What is your goal
– Help
– Cut cost & increase profits
• SALES position
• You are a professional
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–
–
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Dress & act appropriately
Be on time
Have a positive attitude
Communicate clearly
• Opportunities for growth in management and team
building
– Work with friends – Referral program

11. Compensation
• The Commission Plan is
25% less the cost of
equipment and a $325
pack.
• The Funding amount is
based on the Lease
Payment and the Credit
Score of the merchant
•
•
•
•
•
Pmt Funding Comm
$99 - $3200 = $ 600
$126 - $4100 = $ 800
$199 - $6400 = $1300
$299 - $9600 = $2000
• Estimates based on 60
months with B credit

12. Commission Structure

13. Commission Structure

15. Fast Start Bonus

16. Sales Agent Bonus

17. Referral Bonus

18. President’s Club

19. Travel
• Proper Preparation is the key to a successful
travel campaign
• 2 to 3 Weeks travel per month
• Payment Systems pays for Hotel & Airfare
• You are responsible for rental car
• New Agent travel bonus
$300 1 week campaign
$700 2 week campaign

20. • Travel Request
Sheets

21. Travel
Flight Accommodations
Car Rental Discount
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•
•
•
•
•
Airfare will be provided to
Independent Sales Agents that have
successfully met the minimum
requirements.
Minimum Qualifications: 2 or more
Sold Deals ($89 or greater each) in
the previous 7 business days.
Advanced Notice Requirement: 10
calendar days.
Recommended Advanced Notice: 2
to 3 week advance notice is preferred
to ensure flight availability.
Return Flight Deadline Requirement:
10 days in advance for any return
home flight.
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•
•
Payment Systems has negotiated corporate
discounted rates for our Independent Sales
Agents through Enterprise Rent a Car and
Budget Rent a Car.
Go to the links below:
Enterprise Rent a Car
www.enterprise.com/car_rental/deeplinkmap.
do?bid=002&cust=NA32Z89
Or you can go to www.enterprise.com and
enter our corporate ID Code NA32Z89
Budget
www.budget.com/budgetWeb/reservation/bri
dge.ex?BCD=S227028
Or you can go to www.budget.com and enter
our corporate ID Code S227028
Priceline.com
www.priceline.com is another great website.
Click on “Name Your Own Price” for the best
savings. Southwest Airlines also offers discounts
to their frequent flyer members with Alamo,
Avis, Budget, Dollar, Hertz, and Thrifty.
Travel Survival Kits

22. Travel
If flying and renting a car:
•
•
25 years or older (under 25 years old will be required by most car
rental companies to have a deposit on hold in addition to the
weekly rental rate of the car).
No less than $500 cash in the bank. Verify this with your Sales
Manager.
A major Credit Card (non Visa/MasterCard Check Card). Required by
most car rental companies and hotels for check in.
A valid US driver’s license. Cannot be altered in any way.
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Travel Department Contact Information
Orlando Regional Office
Sarah Vahalla
760-448-2787
svahalla@paymentsystemcorp.com
Dallas Regional Office
Hayley Krevocheza
760-444-8800 Ext.21359
hkrevocheza@paymentsystemscorp.com
Los Angeles Regional Office
Kara Elkins
760-448-4717
kelkins@paymentsystemscorp.com
Carlsbad Regional Office
Kelly Boyce
760-444-8815
kboyce@paymentsystemscorp.com
•
•
Sales Agent Responsibilities While Traveling
•
Each week the Travel Department will contact each
Independent Sales Agent on Thursday the week prior to
traveling. It is required that you verbally confirm with us
your check-in and check-out dates to your hotel before it is
booked. Make sure to call us back no later than Thursday
afternoon if you are left a voicemail regarding your travel
accommodations
•
If you are unable to make your hotel or flight reservation,
you must contact the Travel Department IMMEDIATELY.
Failure to do so will likely lead Payment Systems to incur a
penalty fee with the airline or hotel. In this event, you are
responsible for covering this fee on your upcoming
commission. To contact the Travel Department please
email travel@paymentsystemscorp.com or call your
respective office’s coordinator.
•
In any emergency situation such as a cancelled flight,
missed flight, difficulty renting a car, difficulty checking
into your hotel, etc., please contact the Travel
Department. In order to do so you may email
travel@paymentsystemscorp.com or call Jena directly at
760-444-8816.

23. Inside Sales
• The Inside Sales Department calls merchants
to set up next day appointments for you
• They get paid when you sell a deal!!!!
• The goal is to get every traveling agent 5
appointments per day
• Confirmation Department: Confirms
appointments with the owner, address and
asks that they have their Merchant
Statements available.

24. Self-Sourcing
The Night Before & the Guy Next Door
• Referrals
• Hotlists
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Nail Salon
Hair Salon
Auto Repair
Oil change/Smog
Car wash
Liquor Store
Convenience Store
Tobacco Shop
Breakfast spots
Lunch spots
• B2B
– Especially Monday &
Tuesday in a new
territory
– Get 10 face-to-face
contacts with business
owners with business
cards

25. Types of Accounts
•
•
•
•
•
Retail & Moto
Credit / PIN Debit / Signature Debit
Swiped vs. Manually Key entered
Low Risk vs. High Risk Merchants
Low Volume & High Volume

26. Equipment
INT
THE
RO
D
VX
UC
IN G
520
Check out the
new est in m erchant
processing technology! The
VX520 will open your business
up to m ore revenue oppor tunities w hile
ensuring your custom er s the sam e level of
security provided by other VX products. For m ore
inform ation, go to: verifone.com/ vx-evolution/ solutions/ vx-520.aspx
F EA
T UR
ES
•
Backlit
screen & keypad
for im proved usage in
low-light situations
•
Wide range of connecti vity for a
countertop environm ent - dial; dial & Ethernet; dial,
Ethernet and GPRS
•
NFC-enabled to pro vide even m ore paym ent opportunities;
m ay also include NFC sof tware for m anaging m obile w allets,
apps & program s
•
PCI PTS 3.0 cer tifi ed, EM V certifi ed & features VeriShield Total
Protect for end-to-end security
To w atch the VX520 in action, check out these videos at
verifone.com/ vx-evolution/ solutions/ vx-520.aspx

27. MERCHANT REVENUE ENHANCERS
GIFT CARDS
•
•
•
Create return customers
Goodwill/promote repeat business – customer will
usually spend more than refund amount on card
National Average: only 33% of gift cards are actually
cashed
MOBILEPAY
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•
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ATM SERVICES
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•
•
•
MERCHANT CASH
ADVANCE
Income generation for merchant’s business
•
Eliminate cash back draws from merchant’s cash register •
ATM placement, servicing, and signage
•
Draw in extra business
AMEX ONE POINT
•
•
•
•
Faster money, next day deposits
One statement for all credit card types
Next Day funding
All credit card types batched together
•
•
•
Merchant friendly program/portal to monitor account
information
Gateway to programs
Virtual terminal availability
Online payments (Internet)
Need capital? Remodel, business dev elopment, payroll, etc.
Not a loan but an advance on future reserves
Fast funding in as few as 7 days
CHECK SERVICES
•
•
•
•
Eliminate NSF returned checks
ACH and recurring bills – monthly dues/subscriptions
Accept checks as easily and secure as a Bank Card
Fast Funding
MERCHANT CLUB - EXCLUSIVE
PRICING ON PAPER AND SUPPLIES
MERCHANT EVIEW SERVICES
@AUTHORIZE.NET
•
Remote convenience for Smartphones, iPhone, and Blackberry
Virtual terminal – PC/Mac
Off location transactions – handyman, plumber, sporting
events, trade shows, etc.
“ Dine Fraud Free” at table transactions
PCI compliant
•
•
•
Terminal thermal paper up to 12 rolls/month
Point of sale ad slicks – Visa/MC, Amex, Etc.
Terminal overlays – short key guides
Call 1.800.592.5041 or visit www.paymentsystemscorp.com

28. Value Added Options
Break down numbers; Tell a story
• GIFT CARDS:
 70% of Gift Cards are
never used = pure profit.
 Customers spend more
or less than card was
purchased for
 Use for Sponsorships
 Use for Returns and
store credits
• DEBIT SURCHARGE:
 Types of business that
may use this: Liquor
Stores, Gas Stations, Low
Volume and
Convenience Stores.
 This can be a profit
center for the merchant.

29. Value Added Options
Break down numbers; Tell a story
• CHECK CASHING:
 Liquor and Convenience
Store cash payroll checks
for a fee.
 Ability for the merchant
to take checks without
the risk of NSF.
• RECEIPT FOOTERS:
 The merchant can create
a custom footer.
 Use it to create a
coupon, Monday
Specials, Loyalty
Program, Referral
Program, etc..
 Use it as free marketing:
Review us on Yelp, etc.

30. PCI Compliance
• PCI (Payment Card Industry)
• Being knowledgeable and versed in how to sell today’s terminals and how
to properly explain the requirements to merchants is key to leasing
equipment. Identity theft and focus on information security is at an all
time high. What most merchants don’t know is that they are responsible
to protect their cardholder data from theft. Not just from thieves but from
employees as well.
• If they have cardholder data stolen, they are liable for fines, civil penalties,
state penalties, and Visa and MasterCard fines. The cost of not having
equipment and processes that are compliant can put the small and large
business owner out of business. For example, Ross stores. They “lost”
thousands of card holder numbers and were forced to file bankruptcy.
• On January 1, 2010, Visa and MasterCard began enforcing an annual
compliance assessment for merchants accepting credit cards. Merchants
that are non-compliant or have outdated equipment will be subject to a
noncompliance fee monthly. Use this information to increase your
equipment upgrade sales.

32. EMV
• EMV – Chip and PIN Technology now in 80 countries
• Euro pay International, MasterCard, and Visa, joined to
provide a worldwide standard for the interaction
between “smart cards” and approved payment devices.
When used with a PIN, EMV cards and devices optimize
credit card fraud prevention. Adoption of the Chip and
PIN technology is expected to be widespread. We offer
a wide range of VeriFone's EMV-compliant hardware
and software to fit your merchant’s business needs.

33. Rate Overview
• National Average around 3% effective rate
• Payment Systems Merchants Pre-Approved at
1.39% on Credit and 1% on Pin-based Debit
• Tier One Premier Plan:
1% on Qualified credit ( Define )
9 cent transaction fee
0% on Pin-based Debit
$15 Monthly Access Fee
• Retail vs. Wholesale

34. Leasing vs. Purchasing
Purchasing
Lease Option
• Conventional Purchase High
upfront cost
• High processing rates with no
guarantee against future
increase
• Merchant assumes compliance
risk
• Merchant accepts update
responsibility
• Merchant required to follow
security updates
• 90 Day warranty on parts only
• No upfront cost
• Lower processing rates by as
much as half. Rates locked in
• Processor performs security
updates and risk management
• Tax deductible low monthly
payments
• Upgrade at any time. Pay monthly
for what you need
• Full equipment warranty for term
• Examples: Dell, Chevrolet,
FedEx/Kinkos, Doctors, Dentists,
etc.

35. PERFECT PAPERWORK
PAYMENT SYSTEMS

36. Check List
• Terminal programming
• X Required paperwork
• Amex # (10 digits)

37. • EQUIPMENT
• NEW RATES
• MONTHLY PAYMENT
• SPECIAL
INSTRUCTIONS
• MERCHANT INFO
PURCHASE ORDER

38. MPA PG 1
•
Business information
•
Legal name for federal tax
ID
•
Federal tax ID
•
Describe business
•
Site visitation

39. •
•
•
Business start date.
Merchants home
address
Bank information
•
•
Sale transactions
Financial Data
Sign here
PAGE 2
KL

40. • Monthly Fees
15
79
• Monthly statement
Fee
• Debit access Fee
• Daily billing
• Processing fees 1%
and 2.79
• Debit transaction fee
$0.39 or $0
1
1
2.79
2.79
1
1
2.79
2.79
1
1
2.79
2.79
PAGE 3 Schedule of Fees
KL

41. Kim Lu
Kim Lu
President
10/30/12
• SIGNATURES
FROM
MERCHANT
Kim Lu
PAGE 4
Kim Lu
10/30/12

42. SO LONG NAILS
• 1.79
1.79
1.79
MOTO
1.79
1.79
1.79
1.79
1.79
1.79
1.79
1.79
1.79
1.79
KL

43. CONFIRMATION PAGE
• WELLS FARGO
BANK
RESPONSIBILITES
SO LONG NAILS INC
Kim Lu
KIM LU
PRESIDENT
10/30/201
2

44. GLOBAL LEASING COMPANY
3 page lease
• Signatures and initials
need to be consistent
with DL.
• Insurance (4.95) per
month per terminal
• Bank info
• Monthly payment &
term of lease 60 months
• Home address,
alternate phone #, SSN
KL

45. GLOBAL LEASE PG 2
• INITIALS ONLY
KL

46. GLOBAL LEASING PG 3
• INITIALS ONLY
KL

47. • MERCHANT
CONFIRMING
THAT THEY
WILL BE
RECEIVING
EQUIPMENT
• SIGNATURE
GLOBAL LEASING IVR

48. • MERCHANT
ACKNOWLEDGING YOU’VE
TOLD THEM THE MOST COST
EFFECTIVE WAY TO PROCESS
& THAT THEY NEED TO
EDUCATE THEIR EMPLOYEES
• INITIAL AND DATE
KL
10/30/12
Best payment practice

49. • Amount
Pay Off

50. • POS Name
• Tech Information
• Additional notes
POS System
Setup and
Responsibility

51. • Introduction 30
• Conversion
Gift Card and
Loyalty

52. • Terminal Type
• Check Reader Type
Point of Sale
Conversion

53. Letter of
Authorization

54. • Thank you for your business.
• Merchant will be contacted for
a brief welcome call
• Explain the key players in your
office.
• Who will be calling them
for the WC?
• Who is your processor?
(Who will be calling when
the equipment arrives to
walk them through
installation)
• Point out your GM
• Write in the 24 hr customer
service number
1-888-835-5306

55. Assignment – Day 1
• Products
– Benefit
– $ Figure Projections
– Story
• Fill out Perfect Paperwork & Fax in
• Look over dialogues for Value Adds and
Benefits