Credit and loyalty programs have made the difference between growth and decline in competitive retail environments.
Even mobile payments, as the market has come to realise, are driven by merchant offers and payment convenience for consumers.
No merchant ever lost a sale because they do not offer mobile payments. Yet Starbucks has made good business out of running its own card and rewards program and used this as a basis for its wildly successful, barcode based, mobile payment channel.
This reports shows merchants how to use credit and rewards to increase same store sales effectively and profitably.
- the business issues
- the competitive landscape
- the rules merchants need to follow in order to work with banks
- and also gets into the nitty gritty with detailed steps to follow regarding system selection and funding receivables.
The knowledge delivered through the EMEA version of this report is based on Mark Sibthorpe's 11 years of experience working with banks and merchants to build credit and loyalty programs. He has developed programs with receivables up to $4 billion dollars. He also has a strong technology background having headed marketing and sales for a leading retail banking software developer based in the UK and Africa.
This report is a must-read for merchants looking to be in the credit or loyalty business.
This report is also essential reading for telcos and banks looking to participate in mobile payments and understand credit and loyalty from a merchant's perspective.
About Mark Sibthorpe
Credit and loyalty expert with mobile payments and banking experience dating back to 2001.
2011 - Built merchant strategy for coalition credit and loyalty program for 10 big box retailers. Estimated $4 bn in transactions per year.
2009-2010 - In partnership with John Anticoli, revolutionized payments in the bankruptcy trustee industry by migrating 900 bankruptcy trustees from cheques to electronic payments. Estimated to save several forests and generate $2 bn in deposits.
2001-2009 - Assisted technology companies in the financial service industry to improve their strategies and grow their market share. Several 7-figure deals in Canada and EMEA.
1997-2000 - Led several high profile internet projects including a automated web translation initiative that led to deals with Netscape, Siemens, Bank Tokyo Mitsubishi, among others.
Expert in optimizing payment strategies, loyalty and credit cards.
Published August 2012
PDF UK £2000 + VAT
|A Merchant's Guide to Credit and Loyalty||£2, 400.00|| Add to Cart|
Swipe fees: catalyst for change
Merchants taking control of credit and loyalty
Case study: Nordstrom card strategy gamble
Card types and network comparison
Payment card networks
Issuing financial institution
Network operating models
Calculating rewards: the merchant approach
The merchant credit and loyalty strategy, distilled
Establishing the value of reward programs for banks and merchants
Loyalty financial analysis
Merchants can use rewards to level the playing field…somewhat
Program features moving from a rewards program to loyalty management.
Guidelines for working with card issuing banks
Pre-approved market segment
Perspectives on merchants controlling acquiring processing
System selection guidelines
Building an RFI & RFP
Merchant business objectives
Table 9, Evaluation of Business Needs
Business Process Outsourcing (BPO)
Corporate structure, roles and responsibilities
Nectar case study
Nectar card Merchant overview
Key features of the program
Nectars database and IT systems
Canadian Tire Financial Services (CTFS) card case study
Card financial highlights
Walmart case study
How cards are funded
Target Corp overview and approach to receivables
Card revenue historical summary
Funding for Credit Card Receivables
Credit Card Receivable Portfolio Breakdown
Mark played an instrumental role in introducing Pacific & Western Bank of Canada to Canada’s leading software provider for Trustees in bankruptcy. That introduction paved the way for a project that will see our Bank provide integrated banking services to this niche industry while at the same time providing us with access to a deposit base that will significantly reduce our overall cost of funds.
Neil Beaton, President Pacific Western Bank / Versabanq
Not only does Mark’s experience bring a unique insight onto the complex inner workings of the credit card merchant loyalty market, but this report takes it further in providing a “lessons learned” and “how to” methodology for launching a successful card program.
John Anticoli, Consultant in the financial service industry