The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50%...

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Proprietary / Confidential The Latest on New Household Acquisition October 13, 2016 © 2016 Harland Clarke Corp. All marks are the property of their respective owners. All rights reserved. Presentation materials and video replay will be provided within one week. Have questions? Use the chat panel – we’ll field them as we go and during the Q&A recap at the end of the call.

Transcript of The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50%...

Page 1: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

Proprietary/Confidential

TheLatestonNewHouseholdAcquisitionOctober13,2016

©2016HarlandClarkeCorp.Allmarksarethepropertyoftheirrespectiveowners. Allrightsreserved.

Presentationmaterialsandvideoreplaywillbeprovidedwithinoneweek.

Havequestions?Usethechatpanel– we’llfieldthemaswegoandduringtheQ&Arecapattheendofthecall.

Page 2: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

Presenter

2

StephenNikitasSeniorStrategyDirector

30yearsexperience,includingseniorexecutiveatfinancialinstitutionsinNewYork,CaliforniaandMassachusetts

Page 3: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

TopicsWe’llCover

● Marketsnapshot

● Consumerdecisionprocessandpricing

● Relationshipstrategiesandproductinnovations

● Keytakeaways

3

Page 4: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

> > >MarketSnapshot

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Page 5: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

Profit

2.00%

2.50%

3.00%

3.50%

4.00%

4.50%

5.00%

5.50%

Q11984

Q11985

Q11986

Q11987

Q11988

Q11989

Q11990

Q11991

Q11992

Q11993

Q11994

Q11995

Q11996

Q11997

Q11998

Q11999

Q12000

Q12001

Q12002

Q12003

Q12004

Q12005

Q12006

Q12007

Q12008

Q12009

Q12010

Q12011

Q12012

Q12013

Q12014

Q12015

Q12016

HistoricalNetInterestMargins

InterestIncome- InterestExpenseNetInterestMargin

Source:FederalFinancialInstitutionsExaminationCouncil5

NIMsfallbelow3%

Page 6: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

Profit

WhatImpactsNetInterestMargin?

● Short-Terminterestrates

● Geography● Lesscompetitiveareasmeansafinancialinstitutionmayofferlowdepositratesand

chargehighloanrates

● Accountholdergrowth● Deeperrelationships

● Loandemand● StrongloandemandcanimproveNIMsduetoLoanYields

TODAY'SSLIDESARENOTFORDISTRIBUTION6

Page 7: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

WhoIsSwitchingTheirPrimaryFinancialInstitution?

18%

10%

3%

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

50%

18-34yearsofage 35-54yearsofage 55+yearsofage

Millennialswon’tswitchiftheserviceisgood.

7 Source:Accenture– 2016– BankingShapedbyTheCustomer ©2016HarlandClarkeCorp.Allrightsreserved.

Page 8: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

CheckingDrivesRevenue

Benchmark Performance

Percentageofprofitableaccounts 65%

Percentageofunprofitable accounts 35%

Averagecheckingaccountbalance $6,367

Averagedepositbalancepercheckingaccountholder $10,081

Averageloanbalanceperchecking accountholder $9,563

Annual checkingaccountservicecharges $8.92

AnnualNSFfees $81

Annualmiscellaneousfees $7.26

Averageestimateddebit cardinterchangeincome $50

Averagemonthly debitcardswipes 12

Single producthouseholds 32%

Average ageofcheckingaccountholder 51

Percentofcheckingaccountholders overage50 51%

8 Source:StrategyCorps– 20016ConsumerCheckingFinancialPerformanceReport©2016HarlandClarkeCorp.Allrightsreserved.

Page 9: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

WhytheNeedforaNewCheckingAccount?

Source:Synergistics ResearchCorporation ©2016HarlandClarkeCorp.Allrightsreserved.9

ReasonsforOpeningaNewCheckingAccountatTimeofMostRecentOpening

5%

6%

10%

10%

10%

15%

15%

18%

18%

20%

20%

Previousacctclosed

Firsttimeopeningacct

Spousewantedownacct

Openedacctforchild

Openedwhenobtainedotheracct

Life-changingevent

Wantedvarietyaccts/svcs

Dissatisfiedw/previousinst

Accesstomoreadvancedfeatures

Receivedbetteroffer

Movedtonewarea

Page 10: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

HowDoConsumersCharacterizetheRelationshipWithTheirFinancialInstitution?

10 Source:Accenture– 2016– BankingShapedbyTheCustomer ©2016HarlandClarkeCorp.Allrightsreserved.

Consumersarebuyinglow-marginproductsfromtheirprimaryfinancialinstitutionsandshoppingaroundforhigh-marginproducts.

71%

29%

2014

Transactional AdviceDriven

79%

21%

2015

Transactional AdviceDriven

Page 11: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

MultipleCheckingAccounts— HowManyandWhy

Source:Synergistics ResearchCorporation11 ©2016HarlandClarkeCorp.Allrightsreserved.

One47%

Two33%

Three or more

17%

DK2%

NumberofCheckingAccountsHeldbyHouseholds

9%

12%

13%

27%

27%

33%

0% 5% 10%15%20%25%30%35%40%45%50%

Child's/dependent's acct is held jointly with an adult

Separate acct is held for home-based biz

Did not close a previous acct when opening a new one

Different accts are used for different HH expenditures

HH members maintain indiv accts for personal expenses and a joint acct …

HH members maintain indiv accts and allocate HH expenditures

ReasonsforHavingMultipleCheckingAccounts

Page 12: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

AnOpportunitytoExpandtheRelationship

12 Source:Synergistics ResearchCorporation ©2016HarlandClarkeCorp.Allrightsreserved.

6% 13%4% 3%

14%

28%

17%6% 3%

20%

40%

22%

9%4%

0%

10%

20%

30%

40%

50%

Total 18-34 35-49 50-64 65+

Very likely Somewhat likely

IntenttoObtainAnotherCheckingAccountintheNextYear (byAge)

In addition to current

ckg acct(s)66%

Replace for current ckg

acct(s)28%

DK7%

PositionofNewCheckingAccounts

Page 13: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

> > >ConsumerDecisionProcessandPricing

©2016HarlandClarkeCorp. Allrightsreserved.

Page 14: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

DecidingtoSwitch:ConvenienceIsKey

“ThisiswhyIwenttothefinancialinstitutiontoopenacheckingaccount…”

Source:Synergistics ResearchCorporation14

12%

13%

14%

15%

16%

16%

24%

28%

36%

39%

0% 10% 20% 30% 40% 50%

Reward for opening acct.

Open evening and weekend hours

Overdraft protection for …

Large ATM network

Clear and easy-to-understand …

Mobile banking svcs

Reputation for being a financially …

Convenient ATM locations

Online banking through a website

Convenient branch locations

©2016HarlandClarkeCorp.Allrightsreserved.

Page 15: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

DecidingtoSwitch:ConvenienceRedefined

20%18%

30%

16%

10%

4%

1% 2%

26%

23%

18%

13%

9%

6%4%

1%

0%

5%

10%

15%

20%

25%

30%

35%

LeadingOnline/Mobile

Service

NoForeignATMFees

BranchesNearby

ManyBranchesand

ATMs

ATMsNearby ConvenientBranchHours

TelephoneAccess

Other

WhatMakesMyFinancialInstitutionConvenient?

2014 2015

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Page 16: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

MobileBankingHasBecomeIncreasinglyImportant

Source:Alix Partners– March201416

7%

13%

7%

15%18% 17% 16%

31%

10%

30%26%

30%27%

32%

29%

0%

25%

50%

75%

2010 Q2 2010 Q4 2011 Q2 2011 Q4 2012 Q2 2012 Q4 2013 Q2 2013 Q4

Role of Mobile Banking in Deciding to Switch

Extremely Important Important

©2016HarlandClarkeCorp.Allrightsreserved.

Page 17: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

WillConsumersConsiderYou?

17

32%

32%

23%

13%

What Was Your Mindset Prior to Switching Checking Account Providers?

Knew exactly which FI Had one FI in mindHad a few Fis in mind Wasn't sure which FI

Source:AOL/OliverWyman- 2014 ©2016HarlandClarkeCorp.Allrightsreserved.

Page 18: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

FreeChecking?

Source:Synergistics ResearchCorporation18

Free checking

63%Fees/svc.

charges can be waived

w/req29%

Fees/svc .charges

cannot be waived

3%

None3%

DK2%

PricingonMainCheckingAccount

4%4%5%6%6%

10%10%11%13%

43%57%

0% 15% 30% 45% 60% 75%

Not use branchesAlways use PIN

Limited check …Always sign

Auto mortgage …Monthly payment …Monthly deposits

Monthly debit transOther accts./svcs. …

Direct depositMin bal req

RequirementstoAvoidMonthlyServiceChargesorFees

©2016HarlandClarkeCorp.Allrightsreserved.

Page 19: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

Let’sTalkFees— HowAcceptableAreThey?

Source:Synergistics ResearchCorporation19

6%

8%

9%

9%

9%

11%

11%

10%

14%

14%

17%

23%

80%

11%

10%

15%

16%

19%

20%

21%

22%

23%

24%

24%

30%

16%

17%

24%

25%

28%

32%

32%

32%

38%

39%

40%

53%

0% 20% 40% 60% 80% 100%

Feeperdebit

Debitcardannualfee

Rewardprogramannualfee

Min.bal.$1,500

Checkimagefee

Debitinactivityfee

Paperstmt.fee

Specialcardsvcs.annualfee

Nochecktrans.

Nobranchactivity

Monthlydir.dep.of$500

Makingdepinanyamt

Anyvery/somewhatacceptable(net)

Veryacceptable

Somewhatacceptable

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Page 20: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

> > >RelationshipStrategies

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Page 21: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

MaximizeCross-sellingOpportunities

Source:Synergistics ResearchCorporation21

Very interested

14%

Somewhat interested

31%

Not too interested

25%

Not at all interested

21%

HH already has4%

DK6%

Financial Packages – Usage and Potential

2%

15%

20%

43%

53%

0% 15% 30% 45% 60% 75%

Other

Flat monthly fee

Reduced fees on individual accts/svcs in pkg

No fee if certain bal is maintained on all credit or

loan svcs in pkg

No fee if certain bal is maintained in all

deposit/sav/or invst …

Acceptable Pricing Arrangement for Package

©2016HarlandClarkeCorp.Allrightsreserved.

Page 22: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

ConsidertheEconomicsofRewardsPrograms

Source:Synergistics ResearchCorporation22

13%25%

11% 8% 8%0%

10%

20%

30%

40%

50%

Total 18-34 35-49 50-64 65+

ParticipationinRelationshipRewardsPrograms(byAge)

30% 43% 35% 24% 22%

42%44%

44%42% 37%

72%87%

79%66% 59%

0%

20%

40%

60%

80%

100%

Total 18-34 35-49 50-64 65+

Somewhat valuable

ValueofRelationshipRewardsAmongNon-users(byAge)

©2016HarlandClarkeCorp.Allrightsreserved.

Page 23: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

> > >KeyTakeaways

©2016HarlandClarkeCorp.Allrightsreserved.

Page 24: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

KeyTakeaways

● Opportunitiestoacquiremultiplecheckingaccounts arestrong

● Thereishighsatisfactionwithaccountsoverallandspecificfeatures

● Consideramultichannelapproachformarketingcheckingaccounts,usingthebranch

asfocalpoint

● Onboarding,packaging,andcross-sellingarekeyrelationshipstrategies

● Relationshiprewardshaveapositiveeffectonrelationships

24 ©2016HarlandClarkeCorp.Allrightsreserved.

Page 25: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

Q&A

Typeyourquestioninthechatpanel

StephenNikitasSeniorStrategyDirector

Presentationmaterialsandvideoreplaywillbeprovidedwithinoneweek.

Visitharlandclarke.com/webcastsforthisandpreviousevents.

HarlandClarke.com/LinkedIn

HarlandClarke.com/Twitter

www.HarlandClarke.com

Page 26: The Latest on New Household Acquisition - Harland …...Profit 2.00% 2.50% 3.00% 3.50% 4.00% 4.50% 5.00% 5.50% 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997

ThankYou!

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