ISO Essentials. A Field Guide Seminar Produced and Hosted by Mark Dunn Orlando, FL March 4, Copyright 2013 All rights reserved.

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1 ISO Essentals A Feld Gude Semnar Produced and Hosted by Mark Dunn Orlando, FL March 4, 2013 Copyrght 2013 All rghts reserved.

2 Feld Gude Enterprses, LLC An Overvew Feld Gude Enterprses, LLC Snce 2004 Feld Gude Enterprses, LLC has asssted growng companes n fndng costeffectve, hgh-mpact sales growth and ext strateges. The company specalzes n three areas: executve consultng to merchant bankcard frms and companes sellng through the merchant bankcard channel; sales tranng and semnars; onlne tranng va the best e-learnng envronment avalable. Executve Consultng Mark Dunn, Presdent of Feld Gude Enterprses, brngs over twenty-three years of sales and executve management experence n bankcard to hs poston as executve consultant to the electronc payments ndustry. Hs breadth of experence extends to every type of player n the ndustry: bankcard termnals, PC-based POS software, thrd-party processors, banks and ISO s. Mr. Dunn has been Natonal Sales Manager of two ISO sales programs. In early 2003 Mr. Dunn co-founded the Mdwest Acqurers Assocaton (MWAA), the naton s largest regonal bankcard trade assocaton and was presdent of the MWAA for four consecutve years. He s currently treasurer of the MWAA. Sales Tranng and Semnars Feld Gude offers bankcard tranng that can be talored to the needs of the clent: 1. Merchant bankcard sales tranng - the real busness of contactng merchants and closng sales n the form of an on-lne, customzable, whte-label sales tranng web ste. Also, onlne self-drected tranng for ISO s who want great ROI on basc merchant servces sales tranng. 2. Intensve workshop on the ISO busness an nsder s look at ownng and growng an ISO. Includes bg pcture, busness metrcs, proftablty plus specfc tps and technques about buldng the busness. 3. Feld Gude Semnar - the best ndustry speakers n a one-day sesson coverng the crucal ssues confrontng the ISO ndustry. mark@gofeldgude.com Offce: Cell Phone:

3 ISO Essentals A Feld Gude Semnar Collaboratve Educatonal Experence Monday, March Hlton Walt Dsney World Hotel Orlando, FL Produced and Hosted by Mark Dunn Sponsored by The Green Sheet Southeast Acqurers Assocaton The Feld Gude Semnar s a producton of Feld Gude Enterprses, LLC The opnons and vews of the presenters and panelsts expressed durng the Feld Gude Semnar are ther own and do not represent the vews of Feld Gude Enterprses, LLC nor of the sponsors of the semnar. The Feld Gude Semnar does not provde legal or busness advce specfc to any partcular person or busness. Before undertakng any course of acton related to your busness, please consult a qualfed, experenced attorney wth a specalty n merchant bankcard acqurng. Feld Gude cover page desgn by Stacey Dckert Copyrght Feld Gude Enterprses, LLC, All rghts reserved.

4 Feld Gude Semnar SEAA 2013 Agenda Feld Gude Semnar: SEAA at Hlton Walt Dsney World Hlton Walt Dsney World Resort 1751 Hotel Plaza Boulevard, Lake Buena Vsta, Florda, Monday, March 4, 2013 Start End Regstraton/Check-n 11:30 AM 12:30 AM Topc Speaker Company Start End Introducton Mark Dunn Feld Gude Enterprses 12:30 PM 12:45 PM Tps for Navgatng ISO s Legal Roadblocks Jll Mller Jaffe, Rat Law 12:45 PM 1:25 PM Power Networkng Greg Leos ControlScan 1:25 PM 2:05 PM Mnng Your Data - ACH and Credt Card Rod Katzfey Katzfey's Internatonal 2:05 PM 2:45 PM Break 2:45 PM 3:00 PM Essental knowledge and sales sklls for merchant reps Mark Dunn Feld Gude Enterprses 3:00 PM 3:40 PM Meetng the Challenges of Managng the Small to Medum-szed ISO's Derek DePuydt Lone Palm Consultng 3:40 PM 4:20 PM Aggregaton - What s t? Is ths an opton for ISO's? Mary Wnngham Planet Group, Inc. 4:20 PM 5:00 PM Next Feld Gude Semnar: Wednesday, June 17, 2013 Mdwest Acqurers Assocaton Oak Brook Hlls Marrott Resort and Hotel Oak Brook, IL As always, regstraton for the Feld Gude Semnar s ncluded n the cost of regsterng for MWAA.

5 2/26/13 Networkng Your Way to Success Yes, t really IS who you know.and who you help that matters Feld Gude For ISO s - SEAA /26/13 ControlScan Confdental 1 Networkng to nowhere Why bother? (Its not effec6ve or relevant) I m too busy. It s a waste of 6me. (Lack of results) What s n t for me? 2/26/13 ControlScan Confdental 2 Qualty over Quan6ty. Power Networkng Use the tools at your dsposal. Inac6on speaks louder than words. Help others wthout personal beneft. 2/26/13 3 1

6 2/26/13 Why bother? The busness landscape has changed drama6cally. Cold calls are vrtually a waste of 6me. Too much compe66on, too many choces. People buy ether drectly or ndrectly from someone who they trust 2/26/13 4 I'm too busy You're too busy NOT to network effec6vely! Make t a prorty daly, weekly, monthly. Connect wth EVERYONE that s poten6ally relevant.but be focused. 2/26/13 5 It s a waste of tme Change your strategy, change your results! Have a busness networkng plan: What specfc people do you want to meet wth? What type of company do you want to do busness wth? What s your target market, who are your customers and how can you get n front of them? 2/26/13 6 2

7 2/26/13 But what s n t for me? Perhaps NOTHING.at least for now. Become a connector help others to grow, thrve and prosper. Become a mentor- offer help and gudance to peers and customers. 2/26/13 7 Qualty over Quantty Connect Wth Clarty - 4 W s: Why? What for? When? Who? LnkedIn nvta0ons: They rarely tell me. How can I help you acheve your goals? Networkng groups, trade shows, socal meda Are they helpng your busness thrve? 2/26/13 8 Use today s rolodex Use vehcles lke Lnked In, Socal Meda (Twcer and FaceBook) to stay connected and mprove qualty of the rela6onshp. Organze your contacts - LnkedIn, Database program or a smple spreadsheet. Dvde nto categores: Coworkers, peers, compe6tors and famly. 2/26/13 9 3

8 2/26/13 Let your actons do the talkng What a lack of prompt follow up says about you: Do Not Trust. Do what you say you were gong to do (connect, communcate or otherwse add value) Be sure to answer the ques6on: Why should we stay n touch? 2/26/13 10 Helpng others. Helpng yourself. Buld a network for the prmary purpose of connec6ng two people who can beneft from knowng one another. Connect others and they become a resource for you. Establsh trust, value and relablty va your network. 2/26/13 11 Key takeaways 1. Use socal meda to ncrease your network. 2. Set networkng goals and follow through wthout fal. 3. Become a connector and help others. 4. Your trusted network s your most valuable asset. 2/26/

9 2/26/13 How can I help? Gregory A. Leos Vce Presdent, North Amerca Controlscan gleos@controlscan.com PHONE: (626) LINKEDIN: 2/26/

10 Navgatng Your Data 1 How well do you know your Customers? How many products or servces do your Commercal Relatonshps utlze today? When was the last tme you proactvely revewed new product offerngs wth your customer? Do you really know who your compettors are n your market? How much revenue s walkng out the door each day? If we don t take care of the customer somebody else wll. Unknown 2 3 1

11 Electronc Payments Surpass Checks for the Frst Tme Posted: December 7, 2004 The Federal Reserve Board announced yesterday that the number of electronc payment transactons n the Unted States has surpassed payments by check for the frst tme. Electronc payments--such as credt cards, debt cards, and automated clearnghouse transactons--totaled 44.5 bllon n 2003, compared to 36.7 bllon payments by check, the Federal Reserve sad n a new report, The 2004 Federal Reserve Payments Study: Analyss of Noncash Payments Trends n the Unted States: Total check payments n 2003 were valued at $39.3 trllon, compared to $27.4 trllon for electronc transactons. 4 Check Payments Number of check payments: 36.7 bllon Value: $39.3 trllon Annual rate of declne n transactons: 4.3% Electronc Payments Number of electronc payments: 44.5 bllon Value: $27.4 trllon Annual growth rate of transactons: 13.2% Debt Cards Number of debt card transactons: 15.6 bllon Value: $0.6 trllon Annual growth rate of transactons: 23.5% ACH Transactons Number of ACH payments: 9.1 bllon Value: $25.1 trllon Annual growth rate of transactons: 13.4% Credt Cards Number of credt card payments: 19 bllon Value: $1.7 trllon Annual growth rate of transactons: 6.7% $10 $8 $6 $4 $2 Trllons Consumer Payments n the U.S R/B Remote Cards Cash Checks Drect payments only. Cards are credt cards, debt cards, prepad cards and electronc benefts transfer (EBT) cards Remote/RB are payments made by phone, computer and/or regular recurrng blls cleared through ACH 5 What Benefts Katzfey s Internatonal Provdes? Revew exstng Commercal Bankng relatonshps Identfy addtonal product/servces beng used wth compettors Opportunty to expand exstng products and servces Leverages KI s Team of ndustry knowledge & expertse n bankng and electronc payments Increase Customer Retenton through addtonal product offerng Comng together s a begnnng; keepng together s progress; workng together s success. Henry Ford 6 2

12 Busness Development through Data Mnng Cross-sellng s key to addng addtonal strength to exstng relatonshps and preventng compettors from dlutng revenue Commercal customers have an exstng comfort level utlzng other products wth compettors leadng to reduced sales cycle Utlze data to proactvely ncrease revenue, product adopton and thrd party referrals The more doors a customer must ext, the less lkely they are to leave Rod Katzfey 7 Deepen Partnershps through Internal and External Busness Channels Partnershp Deepenng Customer Relatonshp Deepenng More Valuable Bank Relatonshps Proactve Sellng Jont Callng Data-Mnng/ Informaton Sharng Expanded opportunty to cross-sell products where applcable Merchant Servces sold to New & Exstng Commercal Busness Relatonshps Retal Gft Card, Payroll, ACH, Insurance, etc Sold to exstng bank customers Stronger Customer Retenton Addtonal Products Per Relatonshp Hgher Customer Satsfacton Increase n Revenue 8 Why Commercal Customers Accept Credt & Debt Cards Increases sales and average tcket prce Average ncrease n sales s 18% to 25% Increases cash flow and speed of payment Decreases rsk for non-payment to merchant Customer convenence Allows customers to use loyalty/co-brand cards & ncrease card rewards Clents customers are requestng to use purchasng or corporate cards nstead of by nvoce (busness-tobusness & busness-to-government) 9 3

13 Tradtonal and Emergng Markets Tradtonal Markets Retalers Restaurants Lodgng - Hotels/Motels/Resorts Mal Order/Telephone Order Emergng Markets Quck Serve Restaurants (QSR) Colleges/Unverstes Healthcare/Dentsts Recurrng Payment Industres Utltes/Cable/Phone State & Local Governments Busness-to-Busness and Busness-to-Government 10 ACH Data Mnng Overvew KI provdes parameter fle for Banks IT department to complete wth ncomng and outgong ACH Data Data s scrubbed from exstng Commercal Relatonshps Merchant, Check, ACH, Payroll & other msc. servces C/L, I/L, Credt Card, Payroll, Insurance & other msc. Data s then separated nto Incomng & Outgong results Indvdual lead sheets are created based on banks agreed upon dstrbuton to assocates for follow up Scrptng developed & provded to bank or ISO partner Lead trackng can be provded by KI or desgnated by bank 11 Merchant Payment Servces Lead Sheet Busness Name: ABC COMPANY INC Address: 123 Anywhere Street Cty, State: Opportunty WA Zp Code: Phone: Branch Number: 012 Offcer Code: 012 Sample: ACH Lead Sheet Frst Account Opened: 04/04/00 Account Number: ***400**28 Transacton Amount: $1, SIC Code: 0 Source Code: BANKCARD MERCH SETL Assgned To: Date: [ ] Not able to reach customer Why: [ ] Customer contacted, Not nterested. Why: [ ] Appontment set wth customer. Date: [ ] Applcaton taken from customer. Date: Fax completed form to Rod Katzfey at (770)

14 Katzfey s Internatonal Servces Summary Focused exclusvely on electronc payments enhancements A leader n ACH Data Mnng Bult on the strength of 20 years of bankng and electronc payments experence Commtted to be the best! 13 Katzfey s Internatonal Contact Informaton For assstance wth product/servce/prcng questons Rod R Katzfey (770) (502) Success s smple. Do what's rght, the rght way, all the tme. Rod R Katzfey 14 Questons? Comments Concerns! 15 5

15 2/26/13 How Well Do You Know Your Portfolo (Really.)? Presented by: Derek DePuydt Lone Palm Consultng Hgh Level Ponts of Dscusson In every portfolo, there are hdden opportuntes, and rsks. Know the ndustry standards. Focus on the trends. One perod s not suffcent. Analyze customer count, transacton count, sales volume, and resdual amount. All are mportant n ther own way. Attenton should be on what others would want n your portfolo, even f you never plan to sell. Once the analyss s complete, make realstc short term and long term goals. Common Metrcs - 1 SIC Code stratfcaton SIC lst should be broken out between low / medum / hgh rsk. Certan SIC codes are cyclcal n nature to the economy, whle others are counter-cyclcal. Attrton levels do vary across SIC codes 1

16 2/26/13 Common Metrcs - 2 Demographc data Portfolo should be analyzed by regon. Havng a concentraton n one demographc regon can be devastatng (.e. Tropcal Storm Sandy). Regons wll have sgnfcantly dfferent characterstcs. Common Metrcs - 3 Tme n Busness - Maturty Should be measured n months, not years. Attrton wll be hgher for new busnesses. New busness wll typcally have hgher margn. Common Metrcs - 4 A varaton of Same-Store sales Shows the strength of your portfolo as compared to the economy. Defnton: A statc portfolo comparng one month to another n total. It s mportant to use the same calendar month when calculatng. Ths analyss can be further examned at lower levels. 2

17 2/26/13 Secondary Products Vtal to ncreasng customer retenton. They can come n many forms. May be ted to the Payment ndustry. May be related to marketng plans. May be outsde of the payments ndustry altogether. May be ted to technology. Valuaton Metrcs There are common tems that can decrease the value of your portfolo. Attrton s the most mportant varable. Hgh Margn. Sounds counter ntutve. Concentraton rsks. Seasonalty fluctuatons. Secondary products, or lack thereof. Portfolo Analyss Take the tme necessary to analyze your portfolo accordngly. Processors do make errors! Use Mcrosoft Excel for analyss f possble. Some reportng systems do have canned reports that can be used. Do not be afrad to brng n help f ths s not your expertse. As new technology develops (.e. moble, EMV), you wll want to ncorporate new metrcs related to the changng technology. 3

18 2/26/13 Summary What s the reward for all of the extra work? Identfyng rsks or opportuntes before t s too late. Early dentfcaton of errors. Your portfolo wll command a premum, f you ever choose to sell. You wll know what to look for when purchasng a portfolo. You wll be amazed at what s found wthn your own portfolo. As they say, Knowledge s Power. Thank You For Your Tme Derek DePuydt Lone Palm Consultng E-mal: derek@lonepalmconsultng.com Phone:

19 2/26/13 Essental sales sklls for merchant servces Copyrght 2013 Feld Gude Enterprses, LLC 1! Sales process Connect! Ask! Suggest! Move! Copyrght 2013 Feld Gude Enterprses, LLC 2! Connect Encounter! Introduce! Focus! Engage! Copyrght 2013 Feld Gude Enterprses, LLC 3! 1

20 2/26/13 Ask Tell me...! Who, what, how, why?! Get nfo! Don t tell! Copyrght 2013 Feld Gude Enterprses, LLC 4! Suggest Consder...! Off-load! Better way! Why not?! Copyrght 2013 Feld Gude Enterprses, LLC 5! Move Gettng to now! Remove barrers! If not now, when?! Copyrght 2013 Feld Gude Enterprses, LLC 6! 2

21 2/26/13 Essental sklls: Connect Connectng n merchant servces sales! Repar damage, ms-percepton! Establsh professonal competence! Be a resource! Focus on benefts of process! Copyrght 2013 Feld Gude Enterprses, LLC 7! Essental sklls: Ask Askng n merchant servces sales! Research! Observe! Antcpate! Ask hgh-value questons! Copyrght 2013 Feld Gude Enterprses, LLC 8! Essental sklls: Suggest Suggestng n merchant servces sales! Prcng analyss! Functonalty analyss! Leverage nto the future! Bottom lne value! Copyrght 2013 Feld Gude Enterprses, LLC 9! 3

22 2/26/13 Essental sklls: Move Perfect paperwork! Precse transton plan! Antcpate, adapt, mprovse, overcome! Copyrght 2013 Feld Gude Enterprses, LLC 10! Essental knowledge What s your lst of essental knowledge for the merchant servces salesperson?! Choose your crtcal lst at! Copyrght 2013 Feld Gude Enterprses, LLC 11! Essental skll set What s your lst of the essental skll set for the merchant servces salesperson?! Choose your crtcal lst at! Copyrght 2013 Feld Gude Enterprses, LLC 12! 4

23 2/26/13 Feld Gude Mark Dunn! Offce: ! Moble: ! Emal: Copyrght 2013 Feld Gude Enterprses, LLC 13! 5

24 2/26/13 Aggregaton Top 5 questons to ask Mary Wnngham March 4, 2013 Tradtonal vs. Aggregated Confdental 2 Where am I n the food chan? Confdental 3 1

25 2/26/13 What do I know about Aggregaton Rules? Confdental 4 What s my market strategy? Confdental 5 How do I measure success? Confdental 6 2

26 2/26/13 How do I get started? Confdental 7 Questons.. Confdental 8 Thank You 3

27 You vegotques t ons.? Whatt echnol ogyshoul dwe nvest n? What st henextb gt h ng npayment s? We r er eadyt ogr ow.now what? How muchshoul dwe nvest nser v ceand suppor t? How dowebu l dabr andandd f f er ent at eour sel ves?whatshoul dwe spendonmar ket ng? Whatt echnol ogycompan esar echang ngt hegame? How canweut l zedat am n ng? How dowepr epar ef oranacqu s t onandwhat shoul dbeexpect edf ort r ans t on? Whatar eouropt onsf org f tandl oyal t y? Shoul dwebeof f er ng nt er nat onalpaymentopt ons? Whatt eamsw l lmake tt ot he F nalfour? Doest h ssh r tmakemel ookf at? We vegotans wer s. Yo u r I nt e r n a t onal Con n e c t on 20Year s nt heel ec t r on cpayment si ndus t r y: -Pr oc es s ng,paymentgat eways,bank ng,g f t -St r at et cpl ann ng,tr a n ng& Devel opment -Mer ger s,ac qu s t ons,d ves t t ur es -Sal es,oper at ons,mar ket ng -ACHandCar di s s u ngdat am n ng -Mot vat onal& Educ at onalspeak ng GETCONNECTED: Kat z f ey si nt er nat onal kat nt c NTL www. l nked n. c om/ n/ r odkat z f ey

28 Have a Powerful Sales Force n the Feld FAST! Merchant Servces Sales Tranng the Essental Short Course. only $ per tranng Feld Gude has done t agan. Not everyone needs all the bells and whstles n our ndustry-leadng onlne sales tranng course. So we ve created a cut-to-the-chase verson that provdes your sales representatves wth the essental sklls and basc knowledge they need to sell your merchant servces aganst the toughest competton. Tranng s delvered through your webste, so you can focus on other mportant tasks. Get your sales force quckly up to speed, at a cost of only $149 per tranng even less wth volume purchasng. Fast. Economcal. Effectve. Take your sales tranng to a new dmenson. Cloud-based tranng through PCs, tablets and smartphones. Graphc-rch, engagng, vdeo-based tranng. Brandable to your ISO. Comprehensve automated testng. Onlne management reportng of test scores and revew of tranng progress. Per tranee fee of $149 even less wth volume. Maxmze the return on your tranng dollars wth Bankcard Sales Tranng from Feld Gude Enterprses. To schedule a no-oblgaton web demo, contact us at nfo@feldgude.com or call

29 SPECIALTIES Mergers and acqustons, ncludng due dlgence of ndustry portfolos and companes State and federal regulatory complance Card brand complance Merchant acqurer, ISO, processor and sales agent contracts ACH processng Moble Payments Loyalty, gft and pre-pad cards Tax ssues affectng the electronc bankng ndustry Ltgaton Bankruptcy ssues Copyrghts, trademarks and lcenses Entty formaton Cuttng edge technology complance ssues Jll M. Mller, partner at Jaffe Ratt Heuer & Wess, P.C., n the Electronc Payments and Fnance groups. SOUTHFIELD ANN ARBOR DETROIT NAPLES PHILADELPHIA Man: Drect: jlml@jaffelaw.com

30 PCI Complance and network securty can be a huge challenge for small merchants and the acqurers that serve them. When you partner wth ControlScan, we talor a program that gves you the rght choces, the rght tools and the rght support. The solutons you need to drve results. Stop by Booth #19 to learn how our PCI and securty programs can beneft you. Follow Us:

31 Mark Dunn Feld Gude Enterprses, LLC Mark Dunn s Presdent of Feld Gude Enterprses, LLC, a prvate consultng, tranng and marketng communcatons company he founded n Mr. Dunn performs executve consultng for merchant bankcard companes focusng on new product or servce launches. Hs specalty s assstng new ISO s durng ther frst years of growth and ther crtcal transtons nto new sales channels. Mr. Dunn s host and creator of the Feld Gude Semnar seres. The purpose of the Feld Gude Semnar seres s to convey knowledge of what t takes to succeed as a regstered ISO n the merchant bankcard ndustry. The Feld Gude Semnars have traned hundreds of attendees over the past eght years. In 2010 Mr. Dunn created the very frst onlne, vdeo tutoral-based sales tranng course for the merchant bankcard ndustry. As part of a robust e-learnng envronment, the Feld Gude course covers all the essental nformaton a sales representatve must master n order to start makng sales calls. The course can be whte-labeled and customzed for the ndvdual ISO to allow the ISO to tran ther reps and agents to ther way of sellng. In Aprl 2013 Feld Gude wll add a sales tranng short course, desgned for ISO s wth larger agent programs. A veteran of the electronc payments ndustry for more than twenty-four years, Mr. Dunn has held senor management and sales postons wth a processor, a termnal manufacturer, a software company, an ISO and a bank. Ths breadth of background gves Mr. Dunn a detaled understandng of each pece of the merchant bankcard puzzle. Mr. Dunn s also past presdent and co-founder of the Mdwest Acqurers Assocaton. He currently serves as treasurer for the MWAA. Mr. Dunn holds a BA degree from Washngton Unversty n St. Lous, an MA degree from Indana Unversty and an MBA degree from Indana Unversty Kelly School of Busness, and serves on the Advsory Boards of ISO & Agent and The Green Sheet magaznes. He has also wrtten a regular monthly column for Transacton World magazne snce January Jll M. Mller Jaffe, Ratt, Heuer & Wess. Jll M. Mller s a partner n the Mchgan offce of Jaffe Ratt Heuer & Wess. She s a member of the Frm s Fnance and Electronc Payments Groups, specalzng n electronc payment systems. Jll s a graduate of Eastern Mchgan Unversty and a graduate of Mchgan State Unversty College of Law. Jll counsels fnancal nsttutons and merchant-acqurng, electronc fund transfer, prepad card, and payment system busnesses on contractual and regulatory matters across the Unted States. As an advsor to companes n the credt card processng ndustry, Jll drafts ndependent sales organzaton, BIN, agent bank, merchant and assocaton contracts. She keeps busnesses apprsed of legal and regulatory developments, ncludng complance wth Vsa, MasterCard, Amercan Express and Dscover rules. She also advses on Merchant and Resdual portfolo sales and company mergers and acqustons. Jll s a member of the Electronc Transactons Assocaton and Women Networkng n Electronc Transactons. She s a prevous member of the ETA Educaton commttee, Rsk and Fraud Management commttee and Government Relatons commttee. Jll s a frequent speaker at ndustry forums, has been consulted as an authorty on electronc bankng law for multple publcatons, and has wrtten multple artcles on payment systems topcs.

32 Greg Leos ControlScan Gregory Leos has nearly 20 years of experence workng n senor management postons n both the electronc payments and data securty ndustres. As vce presdent of North Amercan sales and busness development for ControlScan, Leos s responsble for leadng a team of payments ndustry professonals to expand the company s footprnt as an expert provder of PCI complance and data securty solutons for small to md-szed busnesses (SMBs) and the acqurers servng them. Leos also heads up the company s relatonshp management functon, whch proactvely engages and supports ControlScan s many ndustry partners. Immedately pror to jonng ControlScan, Leos was presdent of North Amerca for Sysnet Global Solutons, where he oversaw all aspects of the company s busness operatons wthn the regon as well as the company s worldwde sales strategy for ts flagshp product. Leos prevously served as vce presdent of payment partner programs for Trustwave and has held senor-level postons wth several large merchant acqurng organzatons, ncludng Wells Fargo, WorldPay and Global Payments. Leos s consdered an ndustry thought leader on the topcs of payments, data securty and busness leadershp. He s frequently nvted to speak at educatonal conferences and s a member of the advsory board for the payments ndustry publcaton The Green Sheet. Actve wth the Electronc Transactons Assocaton (ETA) for many years, Leos currently serves as the assocaton s Educaton Commttee char. Rod R Katzfey Katzfey s Internatonal Rod Katzfey s a recognzed leader wth over 20 Years n the Electronc Payments Industry; Processng, Bankng, Payment Gateway & Gft Cards to create scalable solutons to maxmze revenue and proftablty. Currently he serves as Prncpal of Katzfey s Internatonal, a consultng frm located outsde Lousvlle, KY. He recently served as Chef Operatng Offcer for PayLeap USA, a payment gateway company untl t was sold n October 2012 to Acculynk. Pror to jonng PayLeap, Mr. Katzfey was SVP-General Manager of Comdata Processng Systems (Stored Value Solutons), a provder of payment processng servces to small and medum szed merchants. Pror to jonng Comdata Processng Systems, Mr. Katzfey was SVP-General Manager of ABN AMRO Merchant Servces, a Jont Venture of BA Merchant Servces and LaSalle Bank offerng payment processng servces to merchants of all szes. Mr. Katzfey has also held varous Sales and Sales Management postons wth Bank of Amerca, Elavon, Frst Data, NPC and US Bank. He shares n the goal of educatng and gvng back to the Electroncs Payment Industry through hs current nvolvement as a board member of the Mdwest Acqurers Assocaton (MWAA), member of the ISO and Agent Advsory Board and member of The Green Sheet Advsory Board. He has also held prevous postons a member of the Dscover Network Acqurer Operatons Commttee and Frst Data Advsory Councl. Mr. Katzfey receved hs undergraduate degree from Mssour State Unversty n 1996.

33 Derek DePuydt Lone Palm Consultng Derek DePuydt s a payments ndustry consultant, wth a focus on portfolo fnancal / rsk analyss, valuaton, and assstance wth acqustons. Most recently, he was Presdent of Newtek Merchant Solutons, a subsdary of Newtek Busness Servces. He has worked n the merchant servces ndustry for 17 years. Pror to jonng Newtek n 2003, Mr. DePuydt was a Senor Fnancal Analyst for Unversal Payment Processng, whch was acqured by Ffth-Thrd Processng Solutons n Mr. DePuydt currently serves on the advsory board to the Mdwest Acqurer s Assocaton, as well as Frst Data s Advsory Councl. He receved hs undergraduate degree from the Unversty of Wsconsn- Whtewater wth majors n Fnance and Mathematcs. Mary Wnngham Planet Group, Inc. Mary Wnngham has more than 20 years n the acqurng ndustry, wth expertse n clent retenton, process mprovement, and busness strategy. As a consultant, Mary helps fnd practcal solutons to your everyday problems. Mary s a Senor Consultant wth Planet Group Inc. n Omaha. Planet offers ISO s an alternatve to large, 3rd party processors and puts control n ther hands through a lcensed settlement and bllng software. Planet boasts such clents as EVO, Frst Amercan Payment Systems, TransFrst, Mercury and SecurNet.

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