Maximize Your Profits Reading Statements and IC+ vs. Tiered Pricing
TERMINOLOGY INTERCHANGE PLUS .25% + $.10/item .10% + $.10/item TIERS/BUCKETS/TERMS 2 Tier 3 Tier 4Tier 5Tier? 6Tier? *Tier? Offline Debit OR Signature Debit Online debit OR Pin debit ID&As (INTERCHANGE DUES & ASSESSMENTS) Visa/NAPF: .11% + $.0195 Disc/DUF: .10% + $.0185 MCard/NABU: .11% + $.0195 PIN DEBIT NETWORKS Interlink Alaska Option Maestro Shazam Pulse Accel NYCE AFFN NetWorks Star
TERMINOLOGY cont. MARKUP/SURCHARGE IC: CPS Retail: 1.51% + .10 Plus: .10% + .10 TIERS/BUCKETS (2, 3, 4 Or More) Check card: 1.39% Mid Qual: 1.39% Qual: 1.69% Non Qual: 1.79% Rewards: .69% Debit MQual: .99% Debit NQual: 1.29% Standard : 1.59% Partially Qual: 1.39% HONORABLE MENTIONS Capture/Batch Fee Non PCI Compliance Fee Auth/WATS fee Statement Fee AVS Auth Fee Visa FANF Fee
Competitor Breakdown Full Statement: Feb 2013 Total Amount: $26, 600 Fees Charged: $460 Statement Messages: None V/MC/Disc Vol: $20, 750 V/MC/Disc Trxn: 376 Avg Tkt: $55 Over 1% CB or excessive refunds: No Batching: Daily Fees: Dues & Assessments: passed thru V/MC/Disc Auth: .05 V/MC/Disc Credit Discount: .0009 V/MC/Disc Debit Discount: .0009 Fees Continued: Others…. Batch Settlement Fee: .29 Credit Return Fee: .05 Refund [Card Type]: $.xx Dissection: Isolate 8 IC Categories (vol, trns count) V/MC/Disc Vol: $12,550 V/MC/Disc Trxn: 270 Measure margins against IC+ vs Tiered IC+: .25% + .10/item .50% + .10/item Tiered: Qual: 1.59% Mid: .99% Non: 1.39% $.25 auth fee, $.05/debit settlement Still need to complete tiered competitor
Discount Margins: IC+ vs TIERED
Profit Breakdown Costs V/MC/Disc Vol: $12,550 V/MC/Disc Trxn: 270 IC+ = $45 Profit .21% * 12550 = $26 .07 * 270 = $19 Tiered = $136.24 Reg Debit: 7088.55 * .0139 = $98 .05 * 148 = $7.40 Non Reg Debit: DM3: 770 * .0039 = $3.03 22 * .12 = $2.64 CPS DBT: 2215 * .0064 = $14 44 * .12 = 5.28 SmTkt: 293* -.11 = -.32 27 * .23 = 6.21
REGULATED VS. NON-REGULATED DEBIT Avg tkt $9 w/ %60 regulated debit 4 Tier Qualified: 1.39% + .25/item *Requesting to reducing to .10/item Non Regulated Debit - Issuers with assets less than $10 billion Regulated Debit - Issuers with assets are over $10 billion Our cost: $.25-$.28/Regulated Debit trxn CPS Retail Debit: 05% + $.22 = IC Cost D&As: .11% + $.02 = D&As Cost Our Buyrate: $.03/item Our cost: .05% ($9)+ $.22(1) = .23 .11%($9) + $.02(1) = .03 = $.26 + .03 (our buyrate) = $.29 Small Ticket (Tiered) Our income/Loss: 1.39%($9) + .10 = .23 or -$.06/Reg Debit Trxn Finding the breakeven/profit PI fee? Missing PI/avg tkt=% breakeven or add % for profit $.18/$9 = 2% for B/E or add (.XX%) for profit 2.50% * 9 + .10 = $.33 - $.28 = +.05/Reg Debit Trxn Don’t forget to show equation to add bps to discount when not charging per item
IC+ Merchant Statement
Tiered Merchant Statement
IC+ Merchant Residual Report
Tiered Merchant Residual Report
IC+ Office Residual Report
Tiered Office Residual Report
CONCLUSION Sell on product, ROI and service Don’t give away a terminal and pricing Analyze complete current statements and watch for IC updates. Be mindful of small ticket mx and their regulated debit percentage. Look for keys or tells of either pricing model. Be creative w tiered and IC+ pricing. Use the debit IC discount rate. Do the math. Remember your cost. ???