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Has this ever happened to you? You make a great presentation, gain rapport with the merchant but can't close the deal on the first visit. When you call the merchant back to follow up you discover they decided to go with someone else. After you take a deep breath, you ask the obvious question: why? You're told your price was too high and you find out that your friendly competitor cut your price by a few dollars on the equipment or the discount rate was just two or three basis points lower.
After you calm down for a second you ask yourself why a merchant that you had good rapport with choose someone else for a couple of dollars per month. The answer is simple: you didn't add enough value to your sales proposition.
To learn how bringing value to your customer will benefit you both click here.
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We are continuously working to improve the capabilities of the Mobilescape and are excited to announce our most recent firmware release.
As part of the release, the Mobilescape can now be configured for CVV2 and AVS support for merchants currently processing through FDR North, Paymentech Tampa and Vital.
All new terminals shipped will be programmed with this latest firmware version. We know that many current Mobilescape users would like to take advantage of this enhancement but are processing transactions with a previous firmware version.
Depending on the age of the merchant's terminal and the terminal's current firmware version, there is a chance that the merchant's Mobilescape can be wirelessly updated with this new firmware.
For more information on this release, or to verify whether or not a merchant's terminal can be upgraded, contact your relationship manager or the Mobilescape helpline at
866-414-5600. |
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 The Mobilescape protective skin is designed to provide additional protection when the device is used in challenging environments. Created to fit snugly around the Mobilescape 3000 or 5000 terminal, the neoprene and nylon skin provides a water-resistant barrier that also helps cushion the Mobilescape against shock and drops.
For even more protection, the Mobilescape carrying case is a great solution for mobile merchants. With a custom die cut foam insert, the case is perfect for storing and protecting the terminal. The lightweight polypropylene case is designed to carry one terminal, one wall charger and two rolls of paper.
The protective skin retails for $29.95 and the carrying case retails for $44.95. Special pricing and volume discounts are available for ISOs and agents, so please check with your relationship manager. |
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Mobilescape Manager Enhancements |
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We've made some recent enhancements to the Mobilescape's web-based back office system Mobilescape Manager. Merchants will see several improvements when reviewing their transactions online:
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Upon request, each Mobilescape Manager account can now be set up with a resubmit button that allows a merchant to resubmit a previously declined or failed transaction through Mobilescape Manager.
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A new search capability has been added, allowing merchants to search by the transaction's ID number or the authorization code.
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When searching for transactions, the merchant can now select the number of transactions to view on a page.
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Mobilescape Manager will now indicate whether or not a credit card transaction goes into pending before being authorized.
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Mobilescape Manager's Net Terminal* can now be configured for CVV2 and AVS support. Currently CVV2 and AVS support are only available for merchants processing through FDR North, Paymentech Tampa and Vital.
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If a terminal is configured for CVV2 and AVS support, both the CVV2 and AVS responses sent from the credit card processor will now be reported on the transaction detail page in Mobilescape Manager.
Don't forget that every Mobilescape terminal comes with free access to Mobilescape Manager making it a great selling tool!
*Net Terminal is an optional, fee-based feature and may not be available for every merchant. |
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FREE Weekly Merchant Training |
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Commerciant makes using the Mobilescape so easy, merchants don't even have to read the manual. Be sure to remind all your merchants that Commerciant offers a weekly training conference call just for them! All they need to do is dial in, and we'll take it from there.
The one hour training covers all of the Mobilescape's basic icons, how to process a credit card and check transaction and much more. This is time well spent. You'll get fewer routine support calls, and so will we!
Click here for a copy of the merchant training outline.
Merchant Training Information
Time: Fridays, 11:00 am CST
Dial: 1-866-365-4406
Conference Code: 7355512# |
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Value Beats Price - Every Time! |
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Even though you are selling in a commodity business, it is important to remember that if you are selling on price alone then you're missing the boat. Realize that there will always be someone willing to sell at a cheaper rate or price. Unfortunately, most salespeople make price a bigger issue then it really is, and in some cases they inflate it larger than the customer does.
Is price important? Of course it is, but very few people buy on price alone. If people bought on price alone we would all be watching black and white TVs, driving compact cars, wearing nothing but Timex watches and dressing in second hand clothes.
There are dozen of factors that influence a customer's buying decision and price is just one of them. In order to overcome a price issue, your customer must believe that the value gained outweighs the price paid.
In order to tip the scale in your favor, acquire an in-depth knowledge of the value your products and services provide the merchant. The terminal and rates may be the same as the next guy, but your total offer may be completely different.
For example, many Mobilescape resellers forget to mention to their customer that each Mobilescape terminal comes with free access to their own online account called Mobilescape Manager. By offering something more than a terminal and your great service, extra value added offerings can set you apart.
After careful observation, the realization that you have key differences in several areas will sink in, point out those distinctions throughout the presentation. It's critical to research and know all your competitors strong and weak points in their sales offering. Don't think for a minute they are not researching yours. |
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