Guest rep Steve, plus every terminal we sell

Hey , big day. Steve Myhnier has been with PCBancard for 10 years and he walked us through exactly how he fills his calendar. Then Kenny took over and covered the whole equipment lineup. Here's the short version, plus what to do before tomorrow.

THE 59225 FORMULA

This is Steve's whole day, written as one number. Run it and he says you'll shake out 2 to 4 appointments a day without guessing.

• 5 days a week in the field
• 9 to 5 — treat it like a job
• 2 scheduled appointments a day
• 25 walk-up prospecting stops a day

HOW HE BUILT IT

Steve came in with zero sales experience. He managed apartments and calls himself an introvert. By the end of year one he was earning 2.5 times his old salary. He credits 95% of it to relationship-building, not scripts, and he touches every client every 60 days.

FIELD STRATEGIES THAT WORK FOR HIM

• Dual pricing attrition for Steve's book is 0%. PCBancard overall sits under 0.25%. Consumers don't push back.
• Hesitant merchant? Offer a 30-day trial and leave their old equipment under the counter during the switch.
• Every client gets referral info and a business card every 6 months.
• Find a door-opener that's authentic to you. Steve hands veterans a challenge coin and has run referral chains 8 levels deep off it.

Every terminal runs the same software

So there's no learning curve moving between them. They all arrive fully pre-programmed: plug in, connect to the internet, done. One thing to check after it lands, because it's the most common issue after shipping: make sure the time and date are correct.

THE LINEUP

• P1 — standard countertop, Wi-Fi or Ethernet, printer built in. Roughly 70 to 95% of all placements.
• P3 — mobile with printer, Wi-Fi or SIM (about $7.50 a month), 6 to 8 hour battery. Food trucks, HVAC, table-side.
• P5 — slim mobile, no printer, pocket-sized. Good for service techs.
• P12 — palm-sized, chip and tap only, no printer, EBT capable. Popular with delivery drivers.
• P18 — large countertop, flip screen for merchant and customer, connects to a cash drawer, goes mobile off its base, mini menu and cart.
• Valor 800 — premium dual-screen, Ethernet/Wi-Fi/SIM, cash drawer plus USB, clerk ID, fuller menu with photos and categories.
• IPOS Go — the phone app, Apple and Android, same dual pricing software, tap-to-pay, payment links. $10 a month, no terminal needed.

SAAS FEES, PLAIN AND SIMPLE

• Dejavoo (iPOS): $10 a month for the first device, $5 for each additional
• Valor 800: $5 a month
• Competitors charge $39 to $70 a month for the same thing
• Dual pricing plus one Dejavoo terminal: $64.95 + $10 = $74.95 a month

FREE TERMINAL PROGRAM

PCBancard's free equipment program covers the P1, P3/P8, P12, iPOSgo app, and Valor VP800 — so merchants get their terminal at no upfront cost. Each device comes with a low monthly warranty fee ($9.95–$29.99 depending on the model) plus a portal access fee, which is already baked into the pricing structure merchants see with dual pricing. There's no reason for a merchant to say no to new equipment when there's nothing to buy.

ACTION ITEMS AND WHAT'S NEXT

• Tomorrow: The Discovery Appointment, what to do once you get that first sit-down. Make sure you have your 2026 Sales Guide handy.
• Everyone should have Agent Paperwork and Agent Addendum, as they were sent out last week. If you don't, please reach out to Emma.
• Keep working through PCB University (follow bolded items in Success Blueprint)- the James Shepherd Course should now be complete.

See you tomorrow.

Emma
Sales & Marketing Coordinator
The PCBancard Team

Looking for Last Weeks Training Emails? 

• Training Day 1 Email

• Training Day 2 Email

• Training Day 3 Email

• Training Day 4 Email