Developing and Managing a Successful Payment Cards Business
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The credit card industry today is a multi-trillion dollar business that employs hundreds of thousands of people across the globe and impacts literally billions of people every day. Yet there is no comprehensive book or reference material available in the marketplace that provides fact-based perspectives on how to develop and manage a successful card business - despite the significant demand from all those involved in the industry. Developing and Managing a Successful Payment Cards Business offers information, analysis, observations, perspectives and advice on developing and managing a card business. There is comprehensive coverage of all areas including card business strategy, product development, customer acquisition and retention strategies, and product marketing techniques. The book also reviews underlying infrastructure components relating to operations and systems including risk management and transaction processing and suggests improvement techniques. There is detailed discussion on portfolio performance and profitability evaluation, as well as new technology developments and emerging payment systems such as chip cards and mobile payments.
Table of Contents
Contents: Introduction to payment cards; How payment cards work; Organizational design; Marketing and strategy; Existing account marketing; Customer management; Operations management; Fraud prevention and control; Collections; Infrastructure and delivery channels; Profitability; Business process analysis; Future of payment cards; Alternative payment products; Securitization; Index.
Jeff Slawsky is one of the bankcard industry's true pioneers. He developed and implemented the first ever frequent flyer credit card product and the first ever chip-based loyalty card. He has held senior positions with HSBC, Bank One and Bank of Boston, and now works as an independent consultant to the global financial services industry. He teaches at the Visa Bankcard Business School in the UK and has done so for the past ten years. He is also a faculty member at the American Bankers Association's (ABA) Bankcard Management course. Jeff lives in Boston. Samee Zafar is a director in the London office of Edgar, Dunn & Company, a global management consultancy. He has worked for many years as a management consultant advising large financial institutions in Europe and North America. Previously he has held leadership positions with PricewaterhouseCoopers and Scient Consulting in London and New York. Samee has published several articles in leading industry publications and is a regular speaker at industry conferences and seminars.
'The payment cards business has grown enormously in the last two decades, and today must represent one of the largest and most profitable verticals in global financial services industry. And the growth potential has not likely been exhausted, because consumers continue to opt for cards, instead of cash and check, in virtually every part of the world, both emerging markets and developed economies alike. At the same time, however, the cards business has found itself increasingly wrapped in controversy, especially as merchants have taken issue with rising cost. For a large, growing, and controversial industry, Slawsky and Zafar's new book provides a blueprint that explains how the business actually works and as such should interest a wide range of readers, including financial services executives and managers, as well as investors, regulators, and policy-makers.' Kenneth Posner, Morgan Stanley, NY, U.S.A 'Delivers an excellent topology of the business of payments. The authors provide a comprehensive review of the history and the future of payments. Its practical approach to cards makes it a valuable resource for people in the cards business and for those beginning their careers in cards. The authors’ insight on what constitutes an effective marketing strategy provides an excellent framework for card issuers to develop and execute strategies that will deliver results. A must-read'. Joe DiVanna, Director, Maris Strategies Limited ’This book offers an excellent overview of the cards industry. It describes with clarity industry best practices in all key areas.’ Michael Lafferty, Chairman, Lafferty □Group ’If you want to understand the credit card business, read this book. If you are in the credit card business and want to improve your market share, sales and profitability and only have time to read one book, read this one. It is like a mini MBA in credit card management and covers all aspects of the card business - from marketing and customer management, ope