Selling EMV &The RM Gateway

Host: Duane OwensA 2nd Thursday Webinar

August 13, 2015

Webinar Goals• To solve the question – What is EMV?• To solve the question – Why do we need EMV?• To show the OPPORTUNITY behind EMV!• To discuss ways to use EMV to increase sales!• To discuss ways to use EMV to drive residuals!

• To give you the information, tools, required equipment and more – so you can answer the questions from your restaurateurs

What is EMV• Europay, Mastercard & Visa

• Canada & Europe: Chip & Pin• United States: Chip & Signature

• Helps prevent a card from being used fraudulently at the location it is being used at

• Helps define “zero fraud liability” by clearly defining who pays for a fraudulent transaction

• 3rd Best Solution behind NFC & EMV-Chip

• EMV does not prevent credit card breaches – mostly because of the choice to use Chip & Signature in the U.S.

Why Do Restaurants Need EMV?

• The true reality of the American EMV Situation• Most restaurants do not NEED American EMV• Restaurants WANT EMV – to reduce the appearance of fraud

• Restaurants WANT EMV because the credit card industry has scared them

• Restaurant Manager dealers can differentiate their dealership by being able to offer PAYMENT technology – EMV and NFC!

Why Do WE Need EMV?• The Best Profit Builder Since PCI Was Invented!

**LOTS OF REASONS TO BE EXCITED ABOUT EMV!!**

1. It’s an OPPORTUNITY to set yourself apart from the competition

2. It’s an OPPORTUNITY to provide your clients w/ added protection

3. It’s an OPPORTUNITY to blame someone else for the cost

4. It’s an OPPORTUNITY because ASI IS READY!!

5. It’s an OPPORTUNITY to increase residual income

6. It’s an OPPORTUNITY to create additional revenue streams

7. It’s an OPPORTUNITY to educate clients on NFC!

The RM Gateway & EMV• The RM Gateway is ASI’s term for the suite of

components that allow EMV to operate and payment processing to occur within Restaurant Manager

• The RM Gateway includes the following components• Software Provided by ASI• Software Provided by 3rd Parties (Interfaces)• The lease cost of ALL components needed, including the

Net EPay and/or Paygistixs software interfaces• The live and on-going support of the payment network

The RM Gateway & EMV• RM Gateway - 2 Interfaces, One Solution

Paygistix Interface• Currently in Beta @ Live Site

• Customer using Payment Logistics: September 2015• Customer using Card Connect: Q4 2015

• Customer on First Data (Omaha), Elevon, Heartland or Tysys: Q1 2016

• Hardware Required: PAX S80 - Dealer Cost: $150• Paygistix will also support 3 additional devices, TBA next week

• Requires Cat5e Line Connected to Internet for each device• ORDERING PROCEDURES POSTED ON RMPOS.COM BY NEXT

FRIDAY

The RM Gateway & EMV• RM Gateway - 2 Interfaces, One Solution

Net EPay / Mercury Interface• Currently in Beta w/ LIVE Cards

• Supported Processors: ALL• Customer using Mercury: September 2015

• Customer using other processors: Datacap handling certification now

• Hardware Required: Verifone VX 805 (XPI V. 8.42b) - Cost: $185• Requires Serial Connection – Part #PWR282-031-02-A

• Requires Power Cable – Part #PWR282-001-01-A

• ORDERING PROCEDURES POSTED ON RMPOS.COM BY NEXT FRIDAY

The RM Gateway & EMVImportant Notes

• Adding a tip is handled identically to how it is done now – no change!

• At most, EMV/NFC will add ONE additional key stroke because of ONE additional method of payment needed

• Switching from one processor to another does not effect the cost - the Gateway fee (or Preferred Processor relationship) pays for all software,

interfaces, upgrades and support!

• We will be updating Dealer Services with all of this information, costs, Gateway costs, sample proposals and ordering processes

no later than next week.

Increase Sales w/ EMVLook at the NEW Sales OPPORTUNITIES

• None of our major competitors are truly ready yet!

• Everyone “needs” to upgrade and cost is not the major factor

• RM can accept NFC also – which is even more secure than EMV!

• We will have the industry’s ONLY (and best) future-proofed Gateway

• Out-of-Scope solution provides additional breach protection

• We do not have the added headache of chip and pin, like Canada had!

Increase Sales w/ EMVLook at the UPGRADE OPPORTUNITIES

• None of our major competitors are truly ready yet!• Everyone “needs” to upgrade and cost is not the major factor

• We have the industry’s ONLY (and best) future-proofed Gateway• RM can accept NFC also – which is even more secure than EMV!

• Out-of-Scope solution is more secure!• We do not have the added headache of chip and pin, like Canada had!

• Provides an added opportunity to upsell NEW hardware to old Windows XP terminal users that have been stubborn.

• Provides an added opportunity to upsell HANDHELDS to replace old Windows XP terminals, thus typically adding licenses to the location

Driving Residuals w/ GatewayThe Pink Elephant in the ROOM

• Typically to switch a customer’s processor, we have to compete on their costs (price).

• EMV/NFC create tremendous value – especially because we are out-of-scope! Don’t compete on price!

Driving Residuals w/ GatewayThe Pink Elephant in the ROOM

• Typically to switch a customer’s processor, we have to compete on their costs (price).

• EMV/NFC create tremendous value – especially because we are out-of-scope! Don’t compete on price!

• Use Preferred Processor Incentives & Programs to Help!• Mercury “Security Pays” Program – Contact Chris Schold

• Card Connect “EMV Rental” Program – Contact John Katoula• Payment Logistics – Contact Dustin Niglio

COOP w/ ASI!

• HTML Mailings to existing users

• HTML Mailings to former and current leads

• Postcard Mailings

ASI is Helping our Dealers!SMP Amnesty Program

Requirements:• Must switch to the RM Gateway w/ Preferred Processor

• Can currently be using Preferred Processor and just upgrade to RM Gateway

• Offer Valid through 12/31/2015• Includes one year of SMP Coverage

COST:

$250 per location + $250 per version skip

Cost will not exceed $1000.00/location