Magazine article American Banker

Assessing Nautilus-Triton Deal Effects on ISO Market

Magazine article American Banker

Assessing Nautilus-Triton Deal Effects on ISO Market

Article excerpt

Byline: Frederick H. Lowe, ATM&Debit News

Buying Triton Systems of Delaware Inc. from Dover Corp. would give Nautilus Hyosung Inc. a commanding share of the automated teller machine market and could allow it to dictate prices to independent sales organizations, according to industry watchers.

"Nautilus Hyosung and Triton would control 85% of the off-premises ATM manufacturing market," said Bill Dunn, the vice president of sales for Tranax Technologies Inc. of Newark, Calif., which was once Nautilus Hyosung's only ISO partner in this country. He said the purchase would dramatically reshape the industry.

Leon Majors, the president of Phoenix ESP Payments Research Group Inc. in Salisbury, Md., said combining Triton and Nautilus Hyosung would reduce the number of manufacturers ISOs can play off against each other to obtain better prices.

He also said it is unclear whether another maker would enter the off-premises space to fill the void. Diebold Inc., for example, is an unlikely candidate, he said, because it teamed with Nautilus Hyosung to build CashSpot, an off-premises model.

Mr. Majors estimated that Nautilus Hyosung would control 70% of the $100 million off-premises ATM market. He also said that ISOs replace about 30,000 ATMs annually, and that makers typically charge $2,500 to $3,000 for an off-premises machine.

Nautilus Hyosung America Inc., a Coppell, Tex., subsidiary of the Seoul conglomerate, entered the U.S. market in 2006, offering prices that were sharply below those of established companies. The strategy initially benefitted ISOs, as competitors were forced to follow its lead, and prices fell about 30% to 40%, Mr. Majors said. He estimated that the off-premises ATM market was worth $150 million five years ago.

Some companies moved to the sidelines to wait out the price war. Greenlink Technologies Inc. …

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