Table of Contents

INTRODUCTION TO OUR COMPANY

Who we are:

A quick overview of our “eachness”:

Where we are going

2. Our Products:

Our products are grouped into 3 categories: Card Machines, Smart Phone Terminals and Online Terminals.

Card Machines:

Smart Phone Terminals:

Online Card Processing:

Products we don’t offer:

3. Our “Eachness” in detail – What makes our offering unique?

4. Clients or Industries to Avoid & Why

5.Documents required and document abbreviations

6. What happens after a client signs up

7. After sales service

User guides:

Technical & After Hours Support:

1. Paperwork / Vouchers:

2. Chargebacks / Reversals: (This can also be called Disputes)

3. The Payment Process:

4. Financials: Invoices, Statements & Reporting

8. Selling 101

The Birth of a sales man

Know Your Customer (KYC)

Know the Product (KYP)

Know the opposition’s product (KYO)

Communications

Asking Questions and Getting to Know Your Customer - research

Making a Genuine Connection

Getting the Customer to Say Yes (As Often As Possible)

Building Rapport

Perform a Thorough Product Demonstration Whenever Possible

Make Sure Everyone Knows What You Do

Creating Opportunities Equals More Sales – prospecting & making the calls

Asking for the Sale !!!!!

Keeping in Contact with Customers after the Sale – account managers

Never Forget the Law of 250

Don’t Join the Club

The Golden Rule of Sales – Universal conversion rate 10:3:1

Commitment and Accountability

Target setting and goal achievement

INTRODUCTION TO OUR COMPANY

Who we are:

It is important for you to know what our History, Mission and Vision is all about. Therefore, we recommend you read the About Us page on our website –

History

WAPPoint was initially conceived whilst watching an informal business person struggling to explain to a client why he couldn’t accept a credit card as payment. The thought of allowing every merchant, be they big, small, mobile or office based, the ability to utilize this form of payment struck home. That, together with the realisation that it would not only increase the merchant’s potential but also the cardholder’s convenience is what created WAPPoint as a solution for small to medium sized enterprises. On this day, December 10, 2000, WAPPoint was born!

Our Mission

Our primary goal is not only to allow every business owner the convenience of accepting credit & debit cards but also to provide a unique service offering which gives our merchants real value for money i.e. loyalty cash back rewards, ownership of their own devices, detailed reporting and many more….

Whilst consumers carry less cash, WAPPoint, as a leading mobile payment facility, allows the merchant to increase their revenue by accepting card payments anywhere, anytime. The fact that every transaction processed via a WAPPoint terminal is immediately authorised by the appropriate financial institutions, limits the possibility of fraudulent card use and our comprehensive reporting on transactions and settlements gives our merchants the ability to recon their financials with ease.

Our aim is to allow every business this type of convenience, therefore we cater for registered and non-registered businesses and our packages are flexible and interchangeable so that our merchants can easily switch between offerings as their business needs change.

Our focus is also on making the whole experience convenient for the merchant i.e. making the whole process as hassle free as possible. Our fast turnaround times on sign up, customer service and support combined with our online paperwork methods, make it a pleasure for customers to transact with us. We will therefore continue to enhance our product, making it simpler, faster and more user friendly whilst listening to and incorporating the multitude of suggestions from our valued clients. The growth of WAPPoint comes from not only meeting, but exceeding the expectations of these special people.

Our Vision

To provide a complete payment acceptance solution to our clients through a multitude of technologies through one online payment platform. We also aim to become a major player in the SME Credit Card Facility Space by providing the most value for money offering.

A quick overview of our “eachness”:

What is “eachness”?
“Eachness” is a term we use to describe our uniqueness. The things that make us different from everyone else are very important because we have learnt that in today’s economy, if you are not distinct, you’ll go extinct.

In a world where every company offers the exact same thing, people will always choose the option with the lowest price. Because our service is the “ferrari” service and not a “tata” service, we need to communicate our “eachness” in order to close sales and ensure that customers are getting the best value offering.

We don’t compete, we lead.

  • The initial group of WAPPoint Directors invented the world’s first ever cell phone credit card transaction system in 1996 but only launched and opened WAPPoint in 2000. The system was only able to work through a WAP connection on a cell phone and in those days not many cell phones could access the internet. Cell phones were mainly used for SMSand phone and we believe that through this technology, a revolution occurred which may have led to the invention of cell phone banking and all these other payment platforms that exist on mobile phones today. Card machines in those days were known widely as a speed point so the company was named afterthis concept.
  • In 2004, we were the first company to start accepting smaller merchants and even unregistered businesses and short term merchants for expos. Banks considered these companies high risk and were all about fixed term contracts.
  • In 2014, we launched the idea of purchasing devices / rent to own packages direct to the merchants whereas at this stage companies were only selling to the banks and never to the merchant directly.
  • In 2015, we launched online sign up and were the first financial company in our industry to take paperwork online. We also launched WapPoints Cash Backs and Referral rewards and are still the only in our industry.

Where we are going

Our strategy is to become a major player in the SME Card Facility space and offering the most value for money solution. For years, we were doing great at signing up exhibition clients but struggled to convert these clients to permanent contracts because our perception has been that the banks were offering permanent customers something better than we could, mainly because their pricing structures were better than ours. Only after attending the Marketing Indaba in 2015, did we discover our “eachness” and that we actually have a far better product than any other on the market. Our goal is now to spread the news to every business we come into contact with and in doing so, we aim to double our number of permanent customers by the end of 2016.

2. Our Products:

We offer almost every terminal on the market. To familiarise yourself with each view our services page watch our userguide videos on

Our products are grouped into 3 categories: Card Machines, Smart Phone Terminals and Online Terminals.

Card Machines:

  • We offer Mobile card machines (also known as Portable or Wireless) and Non-Mobile (also known as Fixed Line / Desktop) card machines.
  • Our Mobile machines are fitted with Dual SIM Cards (most suppliers only offer single SIM machines) which allow the machine to switch between different networks whenever a signal issue occurs. To switch between the networks, customers can merely switch their device off, turn it over and switch the SIMs in the back and then switch it back on. These machines also have a battery which means that they can operate without power. Many suppliers who say they offer mobile machines do still require the machine to be plugged in or near a base station.
  • Our Non-Mobile machines operate on a telephone line or radio pad (typically customers use these suppliers for their radio pads: Fastnet / Connect Net or Xlink but we can supply these devices to them as well). The device must be connected to power and the connectivity at all times in order to operate. Only ISDN lines /Credit Card Lines work, no ADSL lines unless they have a splitter. Many business owners are moving away from non mobile due to load shedding and a telkom bill can begin to run high in comparison to the fixed cost of a card machine with dual SIMs. We do not recommend this option to clients but don’t discourage it either if they are ok with the lack of mobility and line costs and they are willing to deal with load shedding.
  • Mobile Machines (Altech Magic series devices) can be purchase outright or taken on Rent-to-Own packages or simply rented from us. No other supplier offers this to their clients. NB: The SIMs can never be owned so the connectivity fee will continue indefinitely.
  • Every device requires a terminal ID and merchant ID to operate. We programme these numbers into our devices virtually. In order to onboard a Merchant, we need these numbers on hand. Generally, the banks takes between 2 days – 10 days to issue a merchant account, some banks can even take up to 6 months for this! Because we offer shared merchant accounts, we can instantly onboard a merchant using one of our generic cards i.e. Retail Outlet / Furniture and Household / KKNK Festival and then later switch them to their own merchant ID once we have received this back from the bank. The benefit from having their own Merchant ID, is that their business name will display on the receipts and cardholder statements. For permanent clients, we have two types of merchant IDs. An aggregator merchant where WAPPoint receives their credit card terminal transaction funds from the bank and then settles them or an ISO merchant where the merchant receives settlement from Absa directly. If the client chooses the ISO, a lot more paperwork is required.
  • All machines accept debit and credit cards, usually Visa, Master and Diners.
  • Get to know the following Competitors: Absa, Nedbank, FNB, Capitec, Sureswipe, Standard Bank, EFTPOS.

Smart Phone Terminals:

  • We offer the Absa Payment Pebble and the Nedbank Pocketpos options.
  • Payment Pebble is the best option as the merchant info is loaded on the device and not on the handset. Therefore, as long as the APP is loaded on any smartphone, wherever the pebble is plugged into the auxiliary port, the transaction can happen. No merchant login required. Pebbles are reliable, very affordable and easy to use. Pebbles can only be sold on a minimum of a 1 year contract period and a Pebble cannot switch between merchants as the merchant info can only be loaded on a pebble once. Pebbles can only be rented. Never owned.
  • Nedbank Pocketpos is an alternative solution whereby the customer uses a login username and password on the APP to gain access to their account and once connected via bluetooth to the Pocketpos, the transaction can occur. Pocketpos is sold outright or on a rent to own basis or can be rented per expo
  • All smart phone terminalsaccept PIN based debit and credit cards, usually Visa, Master and Diners.
  • Get to know the following Competitors: Absa Pebble, Nedbank Pocketpos, Sureswipe, Snapscan,ZipZap (also known as EFTPOS), Ikhoka, Zapper, Yoko etc there are new ones coming on the scene regularly.Some information is available on theW:\Templates\Competitor Comparison.xlsx

Online Card Processing:

  • We offer M-Commerce (where the merchant processes a transaction) and E-Commerce (where the cardholder processes a transaction) solutions.
  • Our M-Commerce service works via our merchant logins to the website via a computer, tablet or cell phone internet connection and can process their transactions online via the “process card” function. For each transaction the merchant must complete a manual voucher as proof that the cardholder authorised the transaction as the bank considers these transactions to be“card not present” and therefore high risk.
  • Our E-Commerce service works via the merchant’s own website, usually through a shopping cart similar to Takealot.com or similar sites. The cardholder goes through a shopping cart to the check out and from there the system asks them for their card information and OTP (PIN) if 3d secure is in place. Our e-commerce solutionsOur ecommerce gateway works in one of two ways:
    1)We provide a plugin for Word Press websites through WooCommerce. The merchant activates the plugin on their WordPress website and then enters the VCS information and within minutes they are ready to transact.
    2) We provide the merchant’s webdeveloper with the API documents and they integrate the ecommerce services into the merchant’swebsite. The API document is a list of code that the developer uses to programme a connection to the payment gateway from the merchant’s website. Usually this is a viable option for most websites as websites can be built in so many different programming languages that we cannot develop a plugin for each. Adeveloper can take anything from +- 1 to 10 hours to do implement the API into the website.
  • We do want to develop our own APP for Android and IOS but this will most likely only occur in 2017.
  • All online terminals accept Visa and Master Credit Cards and some Hybrid cards. Diners can be arranged where needed.
  • Get to know the following Competitors: Iveri (Nedbank), Paypal, Mygate, VCS, Absa, Netcash (Sagepay), Paygate, Shopify.Some information is available on theW:\Templates\Competitor Comparison.xlsx

Products we don’t offer:

  • Garage cards and fleet cards. These are usually accepted by garages and car repair workshops. We don’t have enough demand for this and get about one query per year so it is not worth it at the moment as their fees are very high.
  • Amex Cards. Amex has a no recourse policy which does not protect our merchants in the event of disputes. Amex believes that the cardholder is always right so when a dispute occurs even if the merchants have a valid voucher to prove that the cardholder processed the transaction, Amex will still give the cardholder his money bank and take the money from the merchant so the merchant loses both the goods and the money. If a merchant wishes to have Amex, we can apply for this on a case by case basis but they must accept and assume complete risk.
  • Airtime services. We don’t have a lot of requests for this and the profit margins made by merchants are not very feasible. Most people buy airtime online or through their cell phones nowadays so we don’t think this is worth it right now.
  • Loyalty Points i.e. similar to smart shopper card or clicks cards. We are in the process of getting these services up and running.

3. Our “Eachness” in detail – What makes our offering unique?

  • WapPoints Cash Back Bonus Loyalty Rewards:We give our rental customers 10% back on all their monthly subscriptionsafter 3 consecutive years of loyalty. Please note that this does not apply to Rent to Own / Outright Purchase packages and nor does it apply to other fees like Insurance or Support services. Only applicable to the device rental. To read more visit No other service provider gives their clients any sorts of cash back rewards or loyalty offering.
  • Rent to own / Outright purchase packagesso you can save on monthly rental fees. No other service providers allow the purchasing of machines. Customers can buy smart phone solutions but not card machines and they also cannot go to companies like Altech directly as these companies only work with large suppliers like us or the banks. Clients will have to pay for repairs after the initial one year warranty (no warranty on demo or 2 year old stock) unless they take the service plan options.
  • We match any written quoteunless it beats our costing margins. Sales people should consult the sales manager / operations manager or a director before matching an existing quote which goes below the usual prices. We do not wish to be the cheapest option but rather the most value option and customers are happy to pay more if they get more value. Instead of matching every quote, try to sell on value and at the highest possible price whilst making sure we get every sale. If a client is only interested inpaying the lowest price, give it to them to get them on board because once we have them, we can grow the account over time.
  • We payR200 in cash if an customer / potential customerrefers clientsto us and they sign up with us. If you tell your buddy to go to the bank, does the bank give you money for that client? NO! However, we do! Encourage clients to pay their monthly rentals or pay off their devices by referring clients to us. To read more visit
  • We provideextensive online based reportingon all transactions which you our merchantsuse to reconcile theiraccounts. Did you know that banks do not offer this and other service providers charge anything from R400 for this? With us, it’s free! Franchises andDSAs also love our online platform as they can see all transactions processed by users whereas the users can only view their own transactions. Giving head office the freedom to all financial data.