Download - Navigating Your Data
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How well do you know your Customers?
• How many products or services do your Commercial
Relationships utilize today?
• When was the last time you proactively reviewed new product
offerings with your customer?
• Do you really know who your competitors are in your market?
• How much revenue is walking out the door each day?
“If we don’t take care of the
customer…somebody else will.” – Unknown
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Electronic Payments Surpass Checks
for the First Time Posted: December 7, 2004
The Federal Reserve Board announced yesterday that the number of
electronic payment transactions in the United States has surpassed
payments by check for the first time.
Electronic payments--such as credit cards, debit cards, and automated
clearinghouse transactions--totaled 44.5 billion in 2003, compared to 36.7
billion payments by check, the Federal Reserve said in a new report, The
2004 Federal Reserve Payments Study: Analysis of Noncash Payments
Trends in the United States: 2000-2003. Total check payments in 2003 were
valued at $39.3 trillion, compared to $27.4 trillion for electronic transactions.
www.federalreserve.gov
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1999 2005 2010
R/B Remote
Cards
Cash
Checks$2
$4
$6
$8
$10 Consumer
Payments
in the U.S.
Trillions
Direct payments only. Cards are credit cards,
debit cards, prepaid cards and electronic benefits transfer
(EBT) cards
Remote/RB are payments made by phone, computer and/or
regular recurring bills cleared through ACH
Check Payments
Number of check payments: 36.7 billion
Value: $39.3 trillion
Annual rate of decline in transactions: 4.3%
Electronic Payments
Number of electronic payments: 44.5 billion
Value: $27.4 trillion
Annual growth rate of transactions: 13.2%
Debit Cards
Number of debit card transactions: 15.6 billion
Value: $0.6 trillion
Annual growth rate of transactions: 23.5%
ACH Transactions
Number of ACH payments: 9.1 billion
Value: $25.1 trillion
Annual growth rate of transactions: 13.4%
Credit Cards
Number of credit card payments: 19 billion
Value: $1.7 trillion
Annual growth rate of transactions: 6.7%
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What Benefits Katzfey’s International
Provides?
• Review existing Commercial Banking relationships
• Identify additional product/services being used with competitors
• Opportunity to expand existing products and services
• Leverages KI’s Team of industry knowledge & expertise in
banking and electronic payments
• Increase Customer Retention through additional product offering
“Coming together is a beginning; keeping together is
progress; working together is success.” – Henry Ford
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• Cross-selling is key to adding additional strength to
existing relationships and preventing competitors from
diluting revenue
• Commercial customers have an existing comfort level
utilizing other products with competitors leading to
reduced sales cycle
• Utilize data to proactively increase revenue, product
adoption and third party referrals
Business Development through
Data Mining
“The more doors a customer must exit, the less
likely they are to leave” – Rod Katzfey
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Partnership Deepening
Proactive Selling
Joint Calling
Data-Mining/ Information
Sharing
Customer Relationship
Deepening
Expanded opportunity to
cross-sell products where
applicable
Merchant Services sold to
New & Existing Commercial
Business Relationships
Retail Gift Card, Payroll,
ACH, Insurance, etc… Sold
to existing bank customers
More Valuable Bank
Relationships
Stronger Customer Retention
Additional Products Per
Relationship
Higher Customer Satisfaction
Increase in Revenue
Deepen Partnerships through Internal and
External Business Channels
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• Increases sales and average ticket price
– Average increase in sales is 18% to 25%
• Increases cash flow and speed of payment
• Decreases risk for non-payment to merchant
• Customer convenience
• Allows customers to use loyalty/co-brand cards & increase card rewards
• Clients’ customers are requesting to use purchasing or corporate cards instead of by invoice (business-to-business & business-to-government)
Why Commercial Customers
Accept Credit & Debit Cards
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Traditional and Emerging Markets
• Traditional Markets
– Retailers
– Restaurants
– Lodging -
Hotels/Motels/Resorts
– Mail Order/Telephone
Order
• Emerging Markets
– Quick Serve Restaurants (QSR)
– Colleges/Universities
– Healthcare/Dentists
– Recurring Payment Industries
• Utilities/Cable/Phone
– State & Local Governments
– Business-to-Business and
Business-to-Government
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ACH Data Mining Overview
• KI provides parameter file for Banks IT department to complete with incoming and outgoing ACH Data
• Data is scrubbed from existing Commercial Relationships
– Merchant, Check, ACH, Payroll & other misc. services
– C/L, I/L, Credit Card, Payroll, Insurance & other misc.
• Data is then separated into Incoming & Outgoing results
• Individual lead sheets are created based on banks agreed upon distribution to associates for follow up
• Scripting developed & provided to bank or ISO partner
• Lead tracking can be provided by KI or designated by bank
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Merchant Payment Services Lead Sheet
Business Name: ABC COMPANY INC
Address: 123 Anywhere Street
City, State: Opportunity WA 99999-1637 Zip Code: 99999
Phone: 5555551212
Branch Number: 012
Officer Code: 012
First Account Opened: 04/04/00
Account Number: ***400**28
Transaction Amount: $1,564.00
SIC Code: 0
Source Code: BANKCARD MERCH SETL
Assigned To: Date:
[ ] Not able to reach customer – Why: _________________________________________________
[ ] Customer contacted, Not interested. Why: ___________________________________________
[ ] Appointment set with customer. Date: __________________________
[ ] Application taken from customer. Date: ________________________
Fax completed form to Rod Katzfey at (770) 330-7141
Sample:
ACH Lead Sheet
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ACH Data Mining Pricing
Business Accounts Pricing
• 1 – 1000 $3,000
• 1,001 – 2,500 $5,000
• 2,501 – 5,000 $10,000
• 5,001 or Greater Special Pricing
Above pricing is per occurrence that ACH data is reviewed,
scrubbed and provided back to bank or ISO partner.
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Katzfey’s International Services
Summary
• Focused exclusively on electronic payments enhancements
• A leader in ACH Data Mining
• Built on the strength of 20 years of banking and electronic
payments experience •
Committed to be the best!
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Katzfey’s International Contact Information
For assistance with product/service/pricing questions
Rod R Katzfey (770) 330-7141
(502) 292-2095
@KATINTL
“Success is simple. Do what's right, the right way,
all the time.” – Rod R Katzfey