Unlicensed-5PETROSANDY - Northeast Acquirers Association

advertisement
Pay at the Pumps
Your guide to selling in a lucrative market:
unbranded petroleum
Sandy Young, President and Senior Sales Rep,
Data Processing Solutions Inc.; and
Petroleum Processing Solutions
Flynn’s Truck Stop
• Pay at the Pump
•
•
•
•
Learning the process
Customer support
Experience
Lessons learned
The Petroleum Market
• The Bad News…
•
•
•
•
It’s COMPLICATED…
Long sales cycle
Technical expertise
Expensive
The Petroleum Market
• The Good News…
•
•
•
•
It’s REALLY COMPLICATED…
Long sales cycle
Technical expertise
Expensive
So Why is Complications a
Good Thing?
• Long Sales Cycle
• Most agents are not that persistent
• Only 15% of agents will offer these merchant services
because of the difficult nature of the sale
• Technical Expertise Required
•
•
•
•
•
Requirements
PCI Compliance
Fraud at the Pumps
Downloads/conversions
Upgrades
Why You Should Add Petro to Your
Portfolio
•
•
•
•
•
Low attrition rate
Petro vs. retail client retention
10x more volume and transactions
Gas is a necessity - constant
Retail is a luxury - unstable
You just became a specialist in a niche market by offering these services to
the petroleum market
“I don't need to know everything, I just need to
know where to find it, when I need it”
- Albert Einstein
Why You Should Add Petro to Your
Portfolio
• Hurricane Sandy
Unbranded Sales
Off Limits: Branded Stations
How to Sell in the Petroleum Market
• It all starts with one…
Conclusion
•
•
•
•
•
Work with trusted ISOs in the petroleum industry
Learn the industry language to gain merchant trust
Become a specialist
Be persistent
Earn success
Questions?
Sandra Young, President of DPS/PPS
[email protected]
Download