By The Business Solutions Network
A hospitality VAR’s decision to take an active role in payment processing led to a growing recurring revenue business for the VAR.
Hospitality VAR Acme Cash Register has survived multiple challenges and adversities over the years, including the most recent recession, which negatively impacted the majority of the VAR’s customers — primarily comprising independent restaurants and K-12 schools. After several months of declining sales, Joe Sacco, president of Acme Cash Register, attended an RSPA (Retail Solutions Providers Association) event seeking assistance. During the event, Sacco met with a rep from Mercury Payment Systems who talked to him about earning monthly residual income by converting his customers to Mercury’s payment services. “I was highly skeptical at first,” recalls Sacco. “I had been promised referral bonuses and other financial incentives over the years from other payment processing providers, but none of it ever came to fruition,” he says. “Plus, some of our customers have been with us from the beginning, and I was concerned that they’d have to jump through a lot of hoops only to find out that it wasn’t as reliable as what they had previously. What eventually changed my mind and caused me to give Mercury a try was the fact that it was a partner of our primary POS vendor, MICROS Systems [acquired by Oracle earlier this year], and I met with several RSPA members who spoke highly of Mercury’s offerings.”