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ACN’s Preferred MerchantServices Partner

Your Guide to Selling Merchant Services1. MerchantServices 1012. EngageMerchants3. SubmitLeads4. StayInvolved

1. Merchant Services 101:What is MerchantServices?Also known as credit card and debitcard processing, it’s theauthorization and funding ofelectronic transactions forbusinesses.

The PlayersCardholder orCustomer The owner of a cardissued by a bank thatis used to make creditcard purchasesMerchant orBusinessProcessor:Anovia Payments A business that acceptscredit cards as a form ofpayment for goods andservices An organization thatprocesses and settles amerchant's credit cardtransactionsMerchant Services 101Issuer: CreditCard & DebitCard Companies Visa, MasterCard,Discover, AmericanExpress PIN-Based Debit Cards Gift Cards Electronic Checks

The Transaction Flow A card is swiped or key entered into theMerchant’s Point of Sale System1Customergives a merchanttheir credit or debitcard.CardholderMerchantMerchant Services 101

The Transaction Flow (continued) The Point of Sales System then communicatesthat transaction to the Merchant’s Processor12Customergives a merchanttheir credit or debitcard.Point of Sales Systemcommunicates withthe Processor(Anovia)CardholderMerchant Services 101MerchantProcessor

The Transaction Flow (continued)The Processor then routes that transaction to the company thatissued that specific credit or debit card312Customergives a merchanttheir credit or debitcard.Point of Sales Systemcommunicates withthe Processor(Anovia).CardholderMerchant Services 101MerchantProcessor confirmswith the Issuer of thatCredit Card whetherthe transaction isauthorized.ProcessorIssuer

The Transaction Flow (continued)The Card Issuing Company tells the Processor that the transactionis either Approved or Declined312Customergives a merchanttheir credit or debitcard.Point of Sales Systemcommunicates withthe Processor(Anovia).CardholderMerchantProcessor confirms withthe Issuer of that CreditCard whether thetransaction isauthorized.ProcessorIssuerAuthorizationis sent back tothe Processor.4Merchant Services 101

The Transaction Flow (continued)The Processor sends an electronic message back to the Merchant’sPoint of Sales System saying Approved or Declined12Customergives a merchanttheir credit ordebit card.Point of Sales Systemcommunicates withthe Processor(Anovia).CardholderMerchantProcessor confirms withthe Issuer of that CreditCard whether thetransaction is authorized.Processor letsthe merchant ProcessorIssuerknow theAuthorizationtransaction isis sent back toapproved.the Processor.5Merchant Services 10134

The Transaction Flow (continued)The Processor sends an electronic message back to the Merchant’sPoint of Sales System saying Approved or Declined321Customergives a merchanttheir credit or debitcard.CardholderPoint of Sales Systemcommunicates withthe Processor (Anovia)MerchantTransaction iscomplete! 6Processor confirms withthe Issuer of that CreditCard whether thetransaction is authorized.Processor letsIssuerthe merchant ProcessorAuthorizationknow theis sent back totransaction isthe Processor.approved.54And this all happens in 3-5 seconds!Merchant Services 101

Card Issuing Company Charge the Processors The Card Issuing Companies charge all Processors the same set ofRates and Fees Referred to as Interchange Interchange is a complex set of percentages (i.e. Discount Rates) andflat fees (i.e. Transaction Fees) charged on each transaction There are over 300 different InterchangeLevels that may apply to any giventransaction. Interchange makes up approximately65-90% of a Merchant’s overallmonthly fees. Pricing is extremely complexProcessorMerchant Services 1011Visa, MC, & Discover charge aProcessor Interchange Fees forevery transaction they processon behalf of a merchant.Issuer

Processors Then Charge Merchants A Processor marks up Interchange, and then charges a Merchant foreach transaction that they process The mark up above Interchange is where Revenue is generated; aProcessor’s mark-up only constitutes approximately 10-35% of aMerchant’s overall fees21A Processor Marks upInterchange, and chargesa merchant for everytransaction they process.MerchantMerchant Services 101Visa, MC, & Discover charge aProcessor Interchange Fees forevery transaction they processfor a merchant.ProcessorIssuer

Anovia Processes Payments in ANY Business EnvironmentWe offer solutions for all Point of Sale environments, including face-to-face,Over the Phone, Mobile Devices, and Online E-CommerceStorefrontMail/Phone OrderSmartphone/TabletE-CommerceAnd we process for all types of electronic payments, including: Visa, MasterCard, Discover, American Express, andJCB Debit and Credit Cards Gift and Prepaid Cards Electronic Check CardsMerchant Services 101

2. Engage Merchants1. IdentifyOpportunities2. StartConversations3. HandleObjections4. SetExpectations

IdentifyOpportunities

Who Should You Target? Where Do You Spend?Friends and Family Current Associates Local Businesses Regional Franchises & ChainsDine-In RestaurantsDoctor OfficesMobile BusinessesHotelsRepair ShopsBakeries/Butcher ShopsHealth and FitnessHome ServicesSpecialty StoresPet ServicesNew BusinessesRetail ShopsIdentify OpportunitiesSalons/SpasWebsites

Who Should You Avoid?National ChainsIdentify OpportunitiesBig FranchisesPay at the Pump

Start theConversation

You Offer A Distinct AdvantageBe Confident – You have aStrong Offer Power of ACN – Hand-pickedAnovia Payments Collective buying power of allACN customers means betterpricing and service to eachindividual Merchant Dedicated Account Executiveand Support Team Meet or beat pricing guarantee YOU – your passion andsupport 100Start the Conversation

Do You Accept Credit Cards?Who would I speak to about yourcredit card processing?Do you have 10 minutes tohave our payments expertsanalyze your program?Start the ConversationMy partners at AnoviaPayments can help.

Are You Speaking to the Decision Maker? Can you get a pre-commitment from the customer? If Anovia can offer a better program will you change? Can you get a FULL merchant statement? All pages, front and back, are important in creating acomprehensive comparison of rates and fees. What is the best time and way to reach you?Start the Conversation

HandleObjections

“I’m Too Busy” or “I’m Already Approached All the Time”IT’S QUICK:Only Takes 10 MinutesIT’S GUARANTEEDWe Will Meet or Beat theCurrent Deal, orWe Will Give the Merchant a 100To qualify: Submit a referral and include a current merchantstatement Process at least 3,000 per month inMasterCard/Visa volume Excludes large multi-region chains and franchisesHandle Merchant Objections

“Why Do You Need My Merchant Statement?”Better for the Merchant Allows us to provide a merchant withour best rate Allows us to provide a comprehensiverate analysis Helps us win deals –**Improves our odds by 40%Easy and Safe to Send Merchants receive them once amonth via mail, email, or online Doesn’t include sensitive accountinformation or cardholder dataIt’s Preferred, Not Required For business new to processing ORMerchants that won’t provide theirstatement submit it anyway!Handle Merchant Objections

“I’m in a Contract I Can’t Break.” Don’t be Discouraged – most Merchants areunder contract. Our Account Executivesknow how to sell through this concern. Our Low Pricing can more than compensatefor an Early Termination Fee, essentially“buying out” the contract. It happens allthe time.Handle Merchant Objections

“I Already Have a Great Rate.” We are able to Meet or Beatcurrent rates more than 90% ofthe time. Isn’t it worth 10 minutes tovalidate a “great” rate?!? Extremely low rates and feesare just one of many reasonswe are the best fit: Superior customer service andtechnical support Dedicated Account Executive Free online reporting Free loyalty program Relationship selling closesdeals. Price/rate selling createsshoppers.Handle Merchant Objections

“Can you work with my Terminal or my Software?” CONVERT TERMINALSWe can convert most terminalsat no cost, so Merchants canuse their existing equipment. SUPPORT POS SOFTWAREOur processing platformsupports most all paymentprocessing software solutionsin the industry. PROVIDE NEW SOLUTIONSAnovia also offers low cost,future-ready equipment orsoftware options to processpayments.Handle Merchant Objections

SetExpectations

Create an Opportunity for Success They will have questions orconcerns! Confidently let them know thatAnovia will be able to answer thosequestions in our first 5-10conversation Tell your Merchant to expect a callfrom Anovia within 1-2 businessdays And make sure the merchant isready to take our call, and have a5-10 conversation with us If you are with the Merchant andthey have 10 minutes Start the referral process now ANDconnect them with us immediatelySet Expectations

3. Submit Lead1. SubmitOnline2. CompleteInformation3. ContactOptions

SubmitLeads Online

Submit Lead Anywhere You Are OnlineComputerGive as much information on the form as possible.This can give the account executive hints to makethe initial call warmer, plus keep you in the loop.There are fields for: SmartphoneACN IBO e-mail and phone numberHow you know the MerchantTabletAlternate telephone numberSubmit it with the Merchant in less than 3 MinutesBest time to callSubmit Online

Start at Your StorefrontSelect “Merchant Services” from Distributor Page:NAME.shopacnrep.com/smallbusinessTo Get StartedSubmit Online

Choose Get StartedSelect “Get Started” to begin entering Merchant InformationGo to FormSelectLanguageOr scroll through company information, videos, products information and Merchant testimonials.Submit Online

Enter Merchant Contact Information Secure and EncryptedOptimized for Mobile1*requiredMerchant InformationBusiness Name*Contact First Name*Contact Last Name*Preferred Phone Number*Alternate Phone NumberContact Email*Choosebest timeto callSubmit OnlineBest Time to Call User Friendly Descriptions and Help Topics

Enter ACN IBO InformationSecure and Encrypted Optimized for Mobile User Friendly Descriptions and Help Topics2*requiredIBO Contact Information0123456ACN IBO NameACN IBO Phone NumberACN IBO EmailSelect RelationshipSubmit OnlineHow do youknow theMerchant?

Enter Merchant Business InformationSecure and Encrypted Optimized for Mobile 3Business AddressAddress 1Address 2City/ State1 / ZipAddressCityStateZip CodeHow will you accept payments?*-- Select -Number of Locations-- Select -Do you currently accept credit cards?* Yes NoSubmit OnlineUser Friendly Descriptions and Help Topics

Merchant’s Choice: Sign-Up Now or LaterDesigned for New Processors orSmall BusinessesSign-UpNow Online application for ACNs PreferredPricing Program Options for all types of payments: Mobile Card Reader Storefront Terminal Ecommerce Gateway Virtual TerminalSubmit OnlineDesigned for Merchants that Wanta Custom AnalysisSubmitReferral Request a callback for an Anovia AEat a later time Option to upload statement for freeanalysis and get a proposal morequickly

CompleteInformation

Provide As Much Detail As PossibleGive as much information on the form as possible. Thiscan give the account executive hints to make the initialcall warmer, plus keep you in the loop. There are fields for: Complete InformationACN IBO e-mail and phone numberHow you know the MerchantAlternate telephone numberBest time to callUse notes section to add any hot points or insight

MultipleContact Options

Submit Referral or Connect InstantlyProceed with submitting a traditional online referral, and an AnoviaRepresentative will contact the Merchant within 24-48 business hours-ORClick to Call/Click to Chat Options will appear, and your merchant cantalk or chat with an Anovia Representative immediatelySelect “Call Now” and enternumber you can be reached.Phone will ring immediately.Select “Chat Now” and awindow will open and an Anoviarepresentative will start theconversationAnovia Payments representatives are available Monday-Friday, from 8:00 AM to6:00 PM CST on most business days.