Why POS VARs Should Be Selling Payment Processing

By Greg Castro, director, business and partner development, Mercury Payment Systems

What tools, services, etc., do processing companies commonly offer to help VARs win and retain payment processing business?

Today’s POS VAR’s typically stick to their core competency, selling point of sale. Payment processors that can add value to that core offering, support VARs in their POS sales efforts. Integrated secure payment processing solutions are the nexus of many value added merchant services VARs can recommend without having to know everything about the payment processing industry. Offering complete merchant account services enables the VAR to recommend the payment processor that will handle the entire payment processing sales process, from rate negotiation to the day the merchant closes their door. Such services as free 24/7 customer support, backup processing reliability, automated reporting, and problem alerts help position the VAR as a one stop solution provider without their having to deal with all the merchants’ questions about price, functionality, platforms, and card/transaction qualifications. The payment processorreferral gives the VAR the opportunity to capture additional revenue and the VAR realizes the benefit of the credit card revenue generated every month.