Schedule Day 1

• 9:45am Login• 10am-11am

– 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@paymentsystemscorp.com

• List 3+ Value Adds and how you’d pitch them

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

Company Overview

• Corporate Offices in Los Angeles• 4 Regional Offices:

Los Angeles, Carlsbad, Dallas & Orlando

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.

First Data Customers

• McDonalds• 7-Eleven• Sears• Nordstrom• Bed, Bath

&Beyond

• Shell• Rooms to Go• Marie Calendar's• Lands End• Jet Blue

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

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

Who Are You?

• Small business consultants– What is your goal– Help– Cut cost & increase profits

• SALES position• You are a professional

– 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

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

Commission Structure

Commission Structure

Fast Start Bonus

Sales Agent Bonus

Referral Bonus

President’s Club

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

• Travel RequestSheets

TravelFlight Accommodations • 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.

Car Rental Discount • 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/

bridge.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

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.

• 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.

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.

Self-SourcingThe Night Before & the Guy Next Door

• Referrals• Hotlists

– 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

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

Equipment

Value Added OptionsBreak 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 SponsorshipsUse 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.

Value Added OptionsBreak 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.

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.

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.

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 fee0% on Pin-based Debit$15 Monthly Access Fee

• Retail vs. Wholesale

Leasing vs. Purchasing

Purchasing• 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

Lease Option• 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.

PERFECT PAPERWORKPAYMENT SYSTEMS

Check List

• Terminal programming

• X Required paperwork

• Amex # (10 digits)

PURCHASE ORDER

• EQUIPMENT• NEW RATES

• MONTHLY PAYMENT• SPECIAL

INSTRUCTIONS• MERCHANT INFO

MPA PG 1

• Business information

• Legal name for federal tax ID

• Federal tax ID

• Describe business

• Site visitation

PAGE 2

• Business start date. • Merchants home

address• Bank information

• Sale transactions • Financial Data

KL

Sign here

PAGE 3 Schedule of Fees

• Monthly Fees

• Monthly statement Fee

• Debit access Fee

• Daily billing

• Processing fees 1% and 2.79

• Debit transaction fee $0.39 or $0

KL

11

11

11

2.792.79

2.792.79

2.792.79

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PAGE 4

• SIGNATURES FROM MERCHANT

Kim Lu

Kim Lu Kim Lu

President10/30/12

Kim Lu 10/30/12

MOTO

• 1.79

SO LONG NAILS

1.791.79 1.79 1.79

1.79 1.791.79

1.791.791.79

1.791.79

KL

CONFIRMATION PAGE

• WELLS FARGO BANK RESPONSIBILITES

SO LONG NAILS INC

Kim Lu PRESIDENT 10/30/2012KIM LU

GLOBAL LEASING COMPANY3 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 #, SSNKL

GLOBAL LEASE PG 2

• INITIALS ONLY

KL

GLOBAL LEASING PG 3

• INITIALS ONLY

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GLOBAL LEASING IVR

• MERCHANT CONFIRMING THAT THEY WILL BE RECEIVING EQUIPMENT

• SIGNATURE

Best payment practice

• 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

Pay Off

• Amount

POS System Setup and Responsibility

• POS Name

• Tech Information• Additional notes

Gift Card and Loyalty

• Introduction 30• Conversion

Point of Sale Conversion

• Terminal Type • Check Reader Type

Letter of Authorization

• 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

Assignment – Day 1

• Products– Benefit– $ Figure Projections– Story

• Fill out Perfect Paperwork & Fax in• Look over dialogues for Value Adds and

Benefits