Episode Details

In this episode, George Wright III sits down with Lee Krijian, co-founder of Encompass Pay, to uncover one of the most overlooked profit strategies in business today: eliminating hidden revenue leakage from payment processing. While most entrepreneurs focus on increasing sales, Lee reveals how businesses processing millions—sometimes billions—are silently losing significant margins through outdated payment structures.

Lee introduces the concept of “fair charging,” a compliant and strategic approach to offset credit card processing fees without negatively impacting customer experience. The conversation dives into why many companies resist this shift, the legal pitfalls of improper surcharging, and how a simple adjustment can immediately boost EBITDA.

Through real-world examples, including private equity firms adding tens of millions in enterprise value, this episode challenges traditional thinking. It highlights why optimizing existing revenue streams is often more powerful than chasing new ones.

Key Takeaways

• Profit Leakage is Real (and Costly): Many businesses unknowingly lose 3–5% of revenue through payment processing fees, which compounds into millions over time.
• Fair Charging Strategy: Instead of raising prices, businesses can legally shift credit card fees to customers—when done correctly and compliantly.
• Data-Driven Decisions Win: A simple merchant statement analysis can reveal exact savings potential, making the opportunity clear and actionable.
• Compliance Matters: Improper surcharging (e.g., charging debit cards or exceeding limits) can lead to legal risks—most businesses are unaware they’re doing it incorrectly.
• Small Shifts, Massive Impact: A minor operational change can significantly increase EBITDA and even multiply enterprise value during acquisitions.

02:30 – Understanding Profit Leakage in Payment Processing

04:45 – Why Businesses Ignore Hidden Revenue Opportunities

07:00 – What is “Fair Charging” and How It Works

09:15 – Real Example: Turning Processing Costs into Profit

12:00 – Case Studies: Adding Millions to EBITDA

14:30 – Identifying If Your Business is Losing Money

16:00 – Overcoming the Mental Block to Adopt Change

18:30 – Industry Trends & Why This Strategy is Growing

20:30 – The Power of Networks and Relationships in Business

Thanks for listening, and Please Share this Episode with someone. It would really help us to grow our show and share these valuable tips and strategies with others. Have a great day.

George Wright III

“It’s Never Too Late to Start Living the Life You Were Meant to Live”

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