1. Practical tips for new industry associations Mark Dunn Co-founder, Past President, currently Treasurer Midwest Acquirers Association, Inc. USA

2. Purpose, roles, constituents Key decisions to be made –What is our purpose? –Whom do we serve? –Structure, management? Be hands on Maintain service mentality Develop fair policies Reach out to community Lobby Ottawa PCI? Mobi? Sell, Sell, Sell Let’s talk

3. MWAA Non-profit 501(c) organization, incorporated 2003, MO Governed by By-Laws; 7 Member Board, 3 Officers –President, Vice-President/Secretary, Treasurer 7 Member Advisory Board Non-membership: no dues, no voting membership Followed format created by NEAA, “conference-centric” Annual 2 1/2 day conference in July, Midwest city, USA –500-550 participants; 1/2 Midwest, 1/2 USA, CA –250 from 95 vendors; 275 MLS and attendees Purpose: “ to provide a regional opportunity for training, education and networking in the Midwest acquiring community”

4. MWAA vs. ETA MWAA –Regional US association, non-membership format, no lobbying activity ETA –International association, Washington, DC, dialog with lawmakers –Purpose: “to provide leadership in the transaction processing industry through education, professional development, ethical standards, advocacy, and the exchange of information” –Classes of members: Associate Financial Institution Service Provider –Application, acceptance, “good standing”,termination –Voting Representative, Annual Meeting –15 member Board of Directors, 6 Officers, Committees

5. MWAA Purpose, Constituents Whom does MWAA serve? Independent Agents, MLS Smaller ISO’s Small Vendors Larger ISO’s Medium Vendors Banks, Processors Vendors THE MWAA Constituency MLS, Agents - ISO’s - Vendors - Banks - Processors Educational focus on MLS, small ISO’s Networking focus on small to mid-sized organizations Sponsorship/business opportunity for large to mid- sized organizations

6. Our Resources Format: studied NEAA, ETA, other organizations Leadership: Excellent team leadership, members Sponsorship support: Amex, Discover, FDC, Heartland, EMS, BluePay, many others Promotional initiatives: Lifetime Achievement Award Media support Educational initiative: FieldGuide Seminars Circle of experts: Paul Green, Bob Carr, Greg Cohen, Adam Atlas and many others

7. Good relationships with the industry media Indispensable for getting the word out –Green Sheet –ISO & Agent –Digital Transactions –Transaction World –Transaction Trends Events calendar Non-cash sponsorships Email, mailings to subscriber Dialog with the industry

8. How we work together Greatest key to success Hands-on leaders Volunteer committees, workers No paid staff Key behaviors –Seek consensus –Check ego at the door –Develop priorities, manage by importance –Do not assume: Inspect your expectations –Develop budget, spend carefully –Depend on a good event manager

9. Finances Depends on model you choose MWAA Revenues –Cash, non-cash sponsorships “Golden Wheat”, Event, General, Media –Conference, other meeting fees Exhibitors Attendees Have treasurer serve 2-4 years, maintain transparency Focus on developing sponsors, careful expenditures

10. Contracts and Policies Watch hotel agreement –F&B: opportunity for over-runs Other service agreements –Entertainment, speakers, sponsors, hosts Policies –Vendor, exhibitor space –Membership, professional behavior, compliance –Payments, refunds

11. Tools and Methods Web site and brand identity Online event registration Permission-based email contact Advertising Email blasts, mailings Chapter meetings Planning meetings of Board Site visits More effective ways to manage our work

12. Time Commitment Provide time estimate –Board member: 4-8 hrs/wk –Officer: 8-12 hrs/wk Get time commitment from all Hold those who commit to responsibility Manage committee work carefully Be mindful of unpaid volunteer sacrifice

13. Questions, Contact Info What questions do you have? Mark Dunn Treasurer, MWAA Consultant, FieldGuide Enterprises, LLC Office: 262-966-2215 Mobile: 414-688-4740 Email: mark@gofieldguide.com