The NetPay Partnership Making Card Payments Intelligent Carl Churchill – Managing Director

The Card Payments Utility The ability to pay and get paid by card is an expectation, its an essential business utility The core capability should not be the start and finish of the service experience It should also not be the start and finish of the expectation for businesses It is this core capability that should and could fuel the real value

“Multi-channel card payments data is the goldmine that’s only just begun to be discovered. It’s the opportunity for acquirers and card payment services providers to differentiate but importantly is it what empowers business to increase performance, drive sales, reduce costs and improve customer experience”

What’s the value? 23% of UK retailers feel they can quickly make sense of the data available to them to take the right business decisions Nearly 50% of retailers believe their current business intelligence tools fall short of their needs Only 16% are confident that their data analytics tools provide the organisational visibility they require. Source: eCommera

The Challenges Acquirers are typically operating 20+ year old networks The understanding of the potential of big data analytics and the capability to make it happen The identification of the opportunity and the investment in developing it “This is the way we have always done it” Businesses have become increasingly concerned with compliance In EPOS environments providers are becoming increasingly “hands-off” with card data Perception of value

What’s the Opportunity? The right infrastructure performs the “laundry” for you Proper customer insight; spend, time of spend, type of spend Track customer loyalty natively, repeat purchase and cohort analysis Identify and respond to emerging trends Non-intrusive, don’t rip out your CAPEX Multi-channel analytics in 1 view Spot potential fraud risk and patterns Real time empowerment

“We have to focus on a shift in mentality. Negotiating the cost of processing cards should change – its shouldn’t be driving for a reduction of bps, its about what can your provider do to enhance your sales and increase your efficiency? That way the cost is almost secondary – its not about being the cheapest, its about the best tangible value”

Understanding the process Multi-channel transaction Process and Store Analyse and summarise Consolidate and present

Build a picture, real time Long term success is about unlocking the opportunity; Who was the purchaser? How much did they spend? What did they buy? Have they bought something from us before? How many times have they spent with us? Do they purchase online as well as in store? How does that purchase compare with others? What is the overall picture of performance?

The Bigger Picture Purchasing Behaviour -Frequency -Volume -On/Offline Customer Feedback -Social Media -Surveys -Reviews Marketing Campaigns -Inc in ATV -Inc in footfall -ROI

“ Get closer than ever to your customers. So close that you tell them what they need well before they realise it themselves.” – Steve Jobs, Apple

Creating a high performance engine Make data work for you; Change your expectation Challenge your provider on “tangible value” over and above the core capability Embrace the benefits of big data analytics Shift your focus from price to value Focus on using the data to drive growth and improve efficiency

Questions? Thank you for your time.