|
ISO Corner: Countering Attrition |
|
|
|
Now, more than ever, ISOs, acquirers, and processors need to understand why merchants leave them. In this economy, with little new business formation and old businesses failing left and right, the battle for healthy merchants’ business is on, and those without a strategy may lose the fight.
Historically, attrition rates have ranged from negligible to around 6 or 7 percent annually, notes consultant Paul Martaus, president of Martaus & Associates in Mountain Home, Arkansas. But now 18 to 25 percent is not unusual, he says. Respondents to a recent Martaus survey indicated that close to half of the attrition they experienced is due to business failures, he reports.
Download the full PDF.
|
