Your Key to Sales Success

Transcription

1 Your Key to Sales Success

2 Welcome Welcome to Central Payment! The Central Payment Team looks forward to long-term success with you. Your introductory packet contains information on Central Payment products and services, the bankcard industry, sales materials and our compensation plan. Millions of businesses want to accept credit cards as a form of payment. A merchant s revenue can increase from 30% to 80% when they accept credit cards, so this financial service is critical to the success of any business. Central Payment is registered with Visa and MasterCard as a provider of these credit card acceptance services. About Us We know that our success is greatly determined by your success as a Sales Partner. However, we also know that every Sales Partner needs superior support in order to succeed. The Central Payment Team is comprised of a strong management staff with well over 50 years of bankcard industry experience. Central Payment is a registered Independent Sales Organization and Merchant Service Provider for Wells Fargo Bank and First National Bank of Omaha. In this welcome guide, we outline the essential elements that make Central Payment a leading Merchant Service Provider. We ll cover: An overview of the credit card processing industry. Background of Central Payment our history, partnerships, structure and philosophy. A detailed introduction to the products and services we provide for our clients. What it means to build a career as an Sales Partner with Central Payment. The standout Central Payment advantages that are your key to sales success. A short questionnaire to highlight the information in this brochure. Three elements of our company philosophy will explain the excellent support structure we have created to help you achieve this success. First, we focus on Customer Service by paying attention to the business needs and ongoing care of our clients. As a Sales Partner, you will be personally involved in providing high quality services at the lowest possible cost with our help every step of the way. You will be assigned to a Sales Director who will collaborate with you and give you excellent support.

3 This includes sales coaching, product information, merchant consulting and customized proposals. Communication is key to success in our industry. The second element of our philosophy is High Ethical Standards. We require full disclosure of all terms and costs. Central Payment has a zero tolerance policy for any misrepresentation. You can feel confident that you are part of a honest team and you will find it valuable to pass that confidence to your potential clients. The third part of our philosophy is providing State-of-the-Art Technology. You can offer a broad range of current products and solutions to your clients. Our basic equipment is very easy to explain to your prospective clients. As you start out, your Sales Director or Regional Manager will help you recommend and sell equipment. Our technical support staff is always available at no charge to you or the merchant if you need assistance before or after signing a new merchant account. You can feel confident that Central Payment has an advanced technical support department to handle all questions from your merchants. Our Sales Partners find it easier to acquire new accounts with our competitive pricing, the variety of solutions we provide and our personal approach. This philosophy also results in more loyal clients, which bolsters your ongoing residual commissions. Because we take care of our clients, your referral business from them will be an important part of your ongoing success. This superior support structure helps you target our bonus plan for increased incentives. Our Clients Who do we provide these products and services to? Our target market is any business that takes payments and that means just about every business. The most important group we target are retail businesses. There are a lot more retail businesses than you might imagine; in one major metropolitan area (Los Angeles) there are more than 900,000 existing retail businesses and about 2,500 new stores opening every month. Nationally, 50,000 new businesses open each month and an additional 50,000 accept credit cards for the first time. As a Central Payment Sales Partner, every retail business is a prospect for you. Existing businesses can be brought into our programs; we call this a conversion. New businesses have the opportunity to start a merchant services account that has the potential to stimulate positive growth for their startup business. New businesses will need processing equipment; existing businesses may need equipment add-ons or upgrades. Either way, merchants always save money on their fees.

4 Retail stores are a rich source of potential accounts and we suggest you focus on them at first as well as throughout your career. While retail businesses are the most important target group, other businesses also need credit card processing. You may call on MOTO merchants (Mail Order/Telephone Order) who take their payments from cardholders by mail or phone. Business-to-business companies are a large untapped market rather than send an invoice for payment in 30 days or more, why not take credit cards for rapid payment? E-Commerce websites require electronic payments to exist, and Central Payment has outstanding products and services for e-commerce merchants. Finally, mobile merchants such as plumbers, electricians and swap meet vendors benefit from increased sales and lower costs with our wireless solutions. Your Sales Director or Regional Manager will rapidly fax back a formal proposal comparing the merchant s current rates with Central Payment s lower rates. These proposals show the money the merchant can save by switching to Central Payment. This invaluable tool is designed to give you an edge in capturing merchant accounts. Another critical resource Central Payment provides for all Sales Partners is comprehensive training a continuous process that provides up-to-the-minute technical information and sales techniques. This includes tips on the sales process from beginning to end, plus in-depth understanding of the electronic payments industry. We also provide a comprehensive agent website where you will track your activities. We want to arm our agents with the tools and confidence to achieve the greatest success. Your personal Sales Director or Regional Manager is the most powerful tool for your success. Your assigned Sales Director or Regional Manager also manages your paycheck more specifically, your bonus, purchase, lease, and residual incomes. About You Your Tools At Central Payment, we give our Sales Partners all the necessary tools to acquire and keep merchant clients. We provide materials that help establish a professional presentation such as personalized business cards, catalogs, information packets and more (at no cost to you). One of the most powerful sales tools we provide is the Statement Analysis, also known as a Proposal. You will be able to show a prospective client exactly how much will be saved by switching to Central Payment. You simply fax a copy of the statement from the merchant s current processor to Central Payment. What does this all mean for you? Central Payment has a broad range of products, a large target market to present those products to and a great support system to back you up. These elements are critical to the success of a Sales Partner. Central Payment generously compensates successful Sales Partners for providing quality merchant accounts. Our lucrative compensation plan is structured to pay out multiple streams of income, including immediate commissions, bonuses and ongoing residual income. You will earn upfront commissions along with getting paid every month for accounts you signed up in previous months. We pay our Sales Partners daily. When we owe you money, it will appear in your checking account the next day no exceptions.

5 Unlike a typical sales representative, the position of Sales Partner with Central Payment is not limited to one-time sales. You will establish long-term business-tobusiness relationships with your merchant clients. Merchants have a constant need to expand and improve their businesses and you are perfectly positioned to provide continued and enhanced financial services to them. This add-on business will enhance your relationship with them as well as greatly enhance your income. As a Central Payment Sales Partner, one of the key benefits is the advantage of being an Independent Contractor. All Sales Partners may work at a pace that is comfortable for them. Whether it is a full-time, high-paced career, or a part-time job to make extra income on the side, being a Central Payment Sales Partner means independence from the daily grind. You can be your own boss and set your own hours. As an Independent Contractor, you will receive a 1099 tax form at the end of each year. You may view your Income-to- Date on our website. Central Payment is proud of its position in the Merchant Services industry. We also greatly value the team effort put forth by all of our Sales Partners. With a strong support staff of highly skilled professionals and powerful tools to help your clients, success is within your grasp. Our agent support department is open 5 days a week, 12 hours a day and can be reached toll-free at After hours support is always available. Sales Success STORIES...everything started to fall into place. This week, thanks to my Sales Director, I have averaged 25 merchant visits a day with 12 full presentations for the week and 5 sales. After that everything started to fall into place. This is a great business and I'm proud to represent Central Payment. Cliff M., Sales Agent, Piedmont, SC I thought to myself, I do not even know 100 people. Now I call it the ʻMeet & Greet!ʼ I was introduced to Central Payment by a friend who was already working with Central Payment. He simply mentioned I should give the company and this industry a try. Business was a little slow at first. I finally started to listen to what my Sales Director was telling me I should be doing and what would help me in the field. I had to call my Director on the phone, and involve him in the sale. He scared me at first when he told me I needed to have a minimum of 100 people in my pipeline. I thought to myself, I do not even know 100 people. He really scared me when he started asking me if it were possible for me to bring in 2 to 3 accounts today. However, I found that the confidence my Sales Director had in me is the confidence I needed to have in myself. I now have over 100 people in my pipeline and I also sign an average of 1 to 3 new merchant accounts each day. My approach method is very unique compared to the typical sales approach used by our competition. However I have a generic title for it! I call it the Meet & Greet! This method will fill your pipeline and give you more appointments than you can handle. Shane B., Sales Partner, Oklahoma City, OK I was flat broke when I started...and the support was incredible... I was flat broke when I started at Central Payment. All that I had when starting out was a fire to make money. I simply started hitting the streets and before I knew it I was turning in my first deal. When I saw with my own eyes the money in my account I knew it was for real. The support was incredible, the staff was pulling for me and big directors were calling me. I just closed 2 deals in one day for the first time. I hit my first goal for the week and on a Tuesday! I can't tell you how important it is to talk to your Sales Director every day. I get pumped up all day because we keep each other in the "Loop." Tony H., Sales Partner, Longwood, FL...more free time with my family. Hello, My name is Chris Taylor. I have been with Central Payment a little over a year now. I have over 235 sales. I have been in this industry for about 4 years and, in my experience, this is by far the best company ever. Central Payment has allowed me to achieve most of my life's goals. For example, a career, financial independence, and more free time with my family. Chris T., Sales Partner, Halton, TX

6 Sales Success STORIES I enjoy dealing with business owners... I have been an agent with Central Payment for three weeks and counting. Having spent many years in the retail environment I learned that I much prefer to go find and develop business instead of waiting for business to come to me. I have been a partner in a service agency. I marketed through outside sales. I enjoy dealing with business owners and finding ways in which we can work together. Jonathan N., Sales Partner, Atlanta, GA I made the decision that I needed to begin paying myself. Now the future looks very bright indeed. I ve been with Central Payment for nearly two years. My background comes with twenty plus years of sales and customer service. Timing as they say is everything, this is no exception. I just happened to be looking for an opportunity to build and establish a business of my own. The last eight years prior to Central Payment were spent in the world of copier sales. Each Friday the top dogs were invited to the owner s large home for cocktails. While this was meant to be motivation to sell more machines, it had an adverse effect on me. In the great room hangs a chandelier worth $40,000.00, knowing very well that I personally added $75, to $125, each month to the company and of this I was paid $40 to $50 thousand per year. I made the decision that I needed to begin paying myself. Enter Central Payment. The day I started I believed my life had changed forever, the opportunity had presented itself. This was certainly a work in progress, one in fact that would have ended had it not been for my Sales Director. The patience, his knowledge, the company training, the owners, our technicians, customer service, and many others have made this company what it is today, and the future looks very bright indeed. I began my career on a part time basis, however it didn t take me long to realize that full time is where I needed to be, less than two months in this industry is all it took. I haven t looked back for one moment, in fact my former employer asked me to return to his company. I simply offered him a job instead. That is sweet poetic justice. Jimmy G., Regional Manager, Cumberland, MD...possible [to provide] phenomenal rates, service and confidence. I wanted to take a few seconds to tell you the impact you have had on my career goals. I cannot possibly begin to tell you how much of an impact you have had on both my career and family goals. The team that you have assembled makes it possible for me to provide customers in business today with phenomenal rates, service, and confidence in what I do. Rob H., Sales Partner, Shelby, NC Your Key Service Sell yourself first. You are the reason why a merchant chooses to do business with Central Payment. Ask them about their business and build a relationship with your local merchants. Ask them how business is going, what made them get into business for themselves, what their goals are for their business and if they plan on expanding. By asking these types of questions you will gain their trust because it shows that you care about them and not just making a sale. Localize yourself to your merchants. Most of our competition will not provide local service to their merchants. Typically, once they have been signed-up they never see their sales agent again which angers merchants. Offering local and personalized service will help you separate yourself from the competition. Rates We will beat anyone s rates. All we are asking for is a chance. The chance will present itself if you sell yourself properly to your merchants. If a merchant accepts credit cards your main goal is to acquire a copy of their most recent statement. Once you obtain the merchant statement, fax it to your Sales Director so he can analyze it and fax back a proposal (or ). The analysis will allow us to properly educate the merchant on their current situation. We also offer the merchant $250 if we cannot save them money on their credit card processing fees. Products Central Payment also provides an abundance of products and solutions which will help merchants maximize their bottom line. Most of the competition will only offer credit card processing to their merchants. By discussing these other products and services with your merchants, you are separating yourself from the rest of the competition.

7 CREDIT CARD PROCESSING Rate Trans Fee Pin-based ATM 0.89% 22 Check Card 0.89% 22 Qualified 1.65% 22 MOTO 2.09% 27 *These are your breakeven rates. Sales Partners keep 50% above these rates. Central Payment is a credit card processing company (Merchant Service Provider). We enable businesses to accept Visa, MasterCard, Discover, American Express & PINbased ATM cards. A business must process their credit cards through Central Payment in order to receive any of our additional products and services GETI: CHECK CONVERSION SERVICES egold This service will electronically convert the check into an electronic transaction and guarantee the check. Cost is 1.49% and 25 cents with a $10 Statement Fee and a $20 Monthly Minimum. esilver This service will electronically convert the check into an electronic transaction but has no guarantee. Cost is 25 cents with no discount rate with a $10 Statement Fee and a $20 Monthly Minimum. *Both services require the use of a check reader such as the Magtek Check Micr Reader. SpotOn seals the deal. Show the benefits of SpotOn to your merchants and win their business right on the spot. It s simple: SpotOn s Loyalty and Gift Card Program increases credit card transactions; and its Social Media and SMS Text Messaging Programs give your merchant the competitive edge. Building your merchant s bottom-line puts money in your pocket: with every sale of SpotOn, you ll receive an extra bonus. $100 upfront bonus/activation $5.00/mo residual after initial trial period + Residuals on SMS TEXT Messaging/Gift Card Trans TRINITY SOFTWARE PROGRAM Free to any merchant, this software can be used in a retail environment or for e-commerce merchants. Trinity is a free and powerful software that Sales Partners enjoy to sell. (You keep 100% of what you charge). The swipe unit, which connects to a PC is also given away for FREE to retail merchants who swipe credit cards. BUSINESS FINANCIAL SERVICES Through BFS, Central Payment can advance (not loan) money to a merchant off future credit card sales. Funding ranges from as low as $5,000 up to $300,000. You earn 3% of the amount advanced upfront. If you advance $50,000, you will earn $1500. NURIT 8020 The Nurit 8020 Wireless Solution is fast and flexible, itʼs everything you need in a compact handheld processing solution. No phone lines, no hassles, no clutter and virtually no waiting. AGENT BREAKEVEN: $650 Flexible Business Solutions VERIFONE Vx510 The VeriFone Vx510 is tailored for businesses requiring a compact and highly versatile landline terminal. This reliable, multifunctional terminal incorporates a high-speed modem and an efficient, quiet thermal printer. AGENT BREAKEVEN: Dial $175 Dual Comm (IP) $200 ATM/DEBIT EXTERNAL PINPAD Debit card use is sky rocketing as more customers are discovering their convenience and more merchants are discovering the potential savings over alternative payment methods. AGENT BREAKEVEN: $125 HioPOS ALL-IN-ONE POINT OF SALE SYSTEM The HioPOS All-in-One Point of Sale System integrates all the features a merchant requires to run an efficient and effective business, but at a fraction of the cost of competing models. Great features include: PA-DSS compliant Integrated processing platforms Credit Card/Pin Debit integration Graphical photo display of items Custom product groups Ability to assign different users Purchase recommendations Sales-on-Hold Powerful reporting and statistics AGENT BREAKEVEN: $1700 TRINITY, ROAMPAY and VERIFONE Vx510 These terminals are FREE to any merchants as long as the normal fees are charged and itʼs a full term contract.