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The Credit Card Industry
Samuel BoocheverDhara ShahNicole Kelly
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Payment Cards: Provide means to use "money" to complete a transaction between merchant and consumer ◦ Charge Cards◦ Debit Cards◦ Fleet◦ Store-Value◦ Credit Cards
Part 1: Industry Overview
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Cash Checks
Bulky to carry around Inconvenient to carry
Limited Purchases with fixed cash
Not easily accepted by all merchants due to risk of NSF checks
Easy to steal
Hard to trace
Why Choose Payment Cards?
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Network Joint Venture: “Cooperation among several independent businesses.”
Four Key Players: Merchants, Consumers, Financial Intermediaries, Payment Solution Companies
Complex interaction among players
Payment Card Framework
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Provides consumer funds to purchase goods and/or services in return for payment at a later date
Revolving Credit: Can delay repaying balance in full by paying a minimum monthly payment
Lending Institution vs. Payment Systems◦ Financial institution actually lend the credit◦ (i.e. Visa USA Inc., MasterCard International Inc.,
Kohlberg Kravis Roberts & Co., American Express Co.) provide payment systems to facilitate transactions
Credit Cards Defined
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Advantages/Disadvantages to Consumer
Advantages DisadvantagesPurchase Power and Ease of Purchase
Blowing Your Budget
Protection of Purchases High Interest Rates and Increased Debts
Building a Credit Line Fraud
Emergency Spending
Rewards Programs
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All Credit Lending Institutions with their own card◦ 27.2% J.P. Morgan Chase & Co. ◦ 19.2% Bank of America Corporation◦ 18.9% Citigroup Inc. ◦ 17.2% American Express Company◦ 4.0% Capital One
CR4: 83.2 HHI: 1810-1850 Total Number of Companies: 192
Market Definition
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Current Revenues: $48.3bn Current Profit: $3.2bn
5 Year Annual Growth Revenues: -5.1% 5 Year Annual Growth Profits: -28%
Proj. 5 Year Annual Growth Revenues: 5.8% Proj. 5 Year Annual Growth Profits: 1.3%
Delinquency Rates Increased 14.0% in the Last 5 Yrs. 2011 Expected to Be First Year of Growth since 2005
Current Trends
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Market Driver Movement Effect on Industry Growth
Predicted Movement
Households earning over $100,000
Increase Positive Increase
National unemployment rate
Increase Negative Decrease
Per Capita Disposable Income
Increase Positive Increase
Yield of 10 year treasury bonds
Increase Positive Increase
Aggregate Household Debt
Increase Negative Decrease
Market Drivers
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Barriers to Entry
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Industry consolidation ◦ # of enterprises decreased 2.1% last year◦ Examples
B of A acquired Merrill Lynch & Countrywide J.P. Morgan Chase acquired WaMu and Bear Stearns
Marginal growth ◦ # of credit card owners increased from $173 to
$181mil in the last 5 years◦ 17% of households in the US do not own a credit card
Still a large potential for growth 2/3 of the global transactions are still conducted using
cash Changing consumer landscape (i.e. ecommerce)
Life Cycle Stage: Mature
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External◦ Other Payment Forms
Internal◦ Competing For Market Share
lower annual fees lower interest rates rewards programs incentivized balance transfer programs from other cards new technology
Competition
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Market Demographics Chart
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Young adults 18-26◦ 84% of college students have credit cards◦ In 08, half of college students had 4 or more cards
Individual aged 26-60◦ Used for everyday purchases; wide range of
purchasing behavior Senior Citizens 60+
◦ Growing market as healthcare costs increase and social security/retirement savings decrease
Business◦ Most common source of financing for small
businesses
Market Demographic Characteristics
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40% Cardholder Fee◦ Includes annual fees, cancellation fees, late
payment fees, non-usage charges, and risk-based fees
40% Interchange Fees◦ Fees charged by a bank to process transactions
made on a card from another bank. 20% Interest Payments
◦ Interest on outstanding debt◦ Convenience Users: 55% of consumers pay their
balance in full month; called convenience users.
Revenue Model
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Revenue Growth vs. Volatility
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Interest Expense◦ ~20% of revenue, borrow from other financial institutions
at low rate and charge consumers higher rate Provision For Loan Losses
◦ ~35% of revenue, unpaid debt that are just written off Wages
◦ ~5.1% Advertising
◦ ~7.6%, increased slightly as competition has increased and companies fight to maintain/increase reputation amid recession
Rewards◦ ~18%, 70% of all credit cards now offer rewards
Cost Structure Benchmarks
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Three Main Threats◦ Fraud◦ Identity threat ◦ Security of highly personal confidential
information. These threats have always existed but are
likely to increase in severity of the next couple years as more transactions are taking place and more data is being stored on the internet.
Threats
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The Truth in Lending Act (TILA) of 1968◦ Aimed to increase the transparency of credit card advertising.
Direct Mail was the main source of advertising during that time and the TILA dictated that the credit offer must disclose certain info in a separate area called the Schumer Box. Still in effect.
Credit Card Accountability, Responsibility and Disclosure (CARD) act in 2009. ◦ Result of Recession◦ Aims to reduce deceptive acts by credit cards regarding
contracts. ◦ The major advertising effects will be the limit placed on
marketing directed at the group consisting of 18-26 year olds. Consumers in this age group must have proof of income or co-sign with an adult.
Regulation
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TARP
JP Morgan: $25.5bn Citigroup: $45bn Bank of America: $45bn
Industry Assistance
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Pt. 2: Advertising Strategy
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Raw Data Analysis
Total Television Advertising Expenditures◦ 2006 - $1,313,292,181 ◦ 2010 - $1,047,655,039
(20% decrease)◦ Caused by the recession
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Market Advertising Expenditures Largest advertising
campaigns were New York, Los Angeles, Chicago, San Francisco, Philadelphia and Boston
ALBANY,NY DALLAS JACKSON,MS OMAHA SOUTH BEND0
2000000
4000000
6000000
8000000
10000000
12000000
14000000
16000000
18000000
20000000
Grand Total
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Market Advertising Expenditures
Most money was spent on drama/adventure, situational comedy and slice-of-life◦ Professional football advertising increased
significantly in 2010 Targeted because the top 10 most
expensive programs were sports programs or awards shows
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Market Advertising Expenditures
The most money is spent on Sundays, followed by Mondays or Thursdays depending on the year
Most ad dollars were spent on primetime slot 7-11pm with the most expensive time slot was 9 pm on Monday
SUN MON TUE WED THU FRI SAT0
50000000
100000000
150000000
200000000
250000000
Total Advertising Dol-lars
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Top 4 Firms American Express Bank of America Citigroup J.P. Morgan Chase
Account for 61% of total television advertising expenditures within industry
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Key Players in the Industry (by Advertising Expenditures)
American Express Co 26%
Bank Of America Corp 8%
Citigroup Inc 3%
JP Morgan Chase & Co 24%
Discover Financial Services 11%
Capital One Financial Corp 22%
Other Companies 6%
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Subcategories of Credit Cards
Business Credit Cards 11%
Credit Cards, Corporate Promotion/Sponsorship 15%
Credit Cards, General Promotion & Multi-Category 4%
Debit/ATM/Check Cards 8%Personal Credit Cards 63%
Business Credit Cards; 0
Credit Cards, General Promo-
tion & Multi-Category; 0
Debit/ATM/Check Cards; 0
Personal Credit Cards; 1
Pre-Paid Cards; 0 Pre-Paid Gift Cards; 0
2006 2010
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JPMorgan & Chase
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Bank of America
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Citigroup
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American Express
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Search◦ Attributes consumers can determine before
purchasing the product Experience
◦ Attributes consumers can determine before or after use
Credence◦ Attributes consumers cannot personally evaluate
even after service
Credit Cards can be in all three categories depending on the knowledge of the consumer
Review: product attributes
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Persuasive◦ Creates product differentiation by creating a
reputation for a company◦ Important for products with experience attributes
and most important for products with credence attributes
Complementary◦ Appeals to the preferences of the consumer, usually
aiming to create a social prestige through advertising
Informative advertising◦ Means by which to convey information to consumers.
Review: types of advertising
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Direct Mail Television Print Internet
Advertising Strategies
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Informative Advertising
• Detail the terms and conditions of the card
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Persuasive Advertising
• Most used in the industry
• Differentiating card companies from each other
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"Bank of America Cash Rewards"
Persuasive Advertising
"Citibank Identity Theft"
"Chase Fraud Alert"
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Complementary Advertising• American Express
• Ranked #1 most trusted company • 24th best global brand• Targets consumers with $100,000 to $1
million annual income• Consumers see card as a luxury
• Gold Card, Platinum Card• Other companies are competing with
"metallic" or "gem" cards
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American Express mostly uses “My Life. My Card” campaign
Celebrities to build luxury image Consumer wants to feel part of celebrity
class "Tina Fey American Express"
Celebrity Advertising
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"American Express Delta Skymiles“ Each company partners with travel industry
◦ Airlines◦ Hotels
Advertising Partnerships
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Charity Sponsors Tapping into social responsibility
Advertising Partnerships
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Student Credit Cards◦ Encouraging students to begin building credit
history◦ Reinforcing potential and importance of market◦ 15% of market consists of 18-26 year olds
Targeting Particular Niche Markets
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Example: Citi
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Brand Value
Brand Name
Rank
Country of Origin
Brand Value ($m)
Change in Brand Value
American Express
24 US 13,944 -7%
J.P. Morgan 29 US 12314 +29%
Citigroup 40 US 8887 -13%
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Perceptual Map
SelectivityAccessibility
AmericanExpress
Chase
Citi
B of A
Uniformity
Variety
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2010 2009 2008 2007 20060.00%
5.00%
10.00%
15.00%
20.00%
25.00%
30.00%
35.00%
Bank of AmericaJP Morgan ChaseCitigroupAmerican ExpressIndustry
Year
Perc
enta
ge
• Industry Average is 7.6% and has grown over the last few years
Advertising to Sales Ratios
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American Express
2006 -$246,878,428◦ Similar program distribution to the market –
except in 2010 the 2nd highest category was news forum/interview/varied format
◦ 89% of advertising was for national campaigns 2010 - $224,948,793 (decrease of 8.9%)
◦ 90% for national campaigns
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Bank of America
2006 - $8,224,079◦ Spent 2/3 of their advertising dollars on the
Olympics◦ 82% was national ad campaigns◦ Spent significantly more than their competitors
per ad in Chicago, New York and Los Angeles 2010 - $71,158,966 (increase of
765.25%)◦ Spent 1/3 of their ad dollars on professional
football ads, the rest followed the market
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Citigroup
2006 - $94,440,669◦ Almost 100% was spent on national campaigns but
they did have campaigns in Seattle and Pittsburgh 2010 - $21,709,528 (decrease of 77%)
◦ 36% on national campaigns◦ Spent 1/3 of ad $ on college football, also a large
percentage on professional football◦ Spent an average of over $300,000 per ad
(average $4,000) for national campaigns, which based on decrease in overall advertising shows that they are targeting ads to prime markets/timeslots
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J.P. Morgan Chase 2006 - $150,207,895
◦ 81% on national campaigns 2010 - $207,777,213 (increase of 38.33%)
◦ More spending in Texas than rest of market
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Days of the Week
SUN MON TUE WED THU FRI SAT0
5,000,000
10,000,000
15,000,000
20,000,000
25,000,000
30,000,000
35,000,000
40,000,000
45,000,000
50,000,000
American Express CoBank Of America CorpCitigroup IncJP Morgan Chase & Co
SU
N
MO
N
TU
E
WED
TH
U
FRI
SA
T
DOW
020,000,00040,000,00060,000,00080,000,000
100,000,000120,000,000140,000,000
Grand Total
•Sunday was the most expensive for advertising, Friday the least
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Part 3: Analysis and Recommendations
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Venture Capitalist Perspective◦ Poor investment◦ Highly Saturated◦ Consolidated◦ Maturity Stage◦ Low Growth Potential◦ Regulation
Stock Market Analyst◦ Good investment◦ Strong brand valuations◦ Value is greater than revenues ◦ Strong P/E Ratios◦ Further consolidation expected◦ Stocks still on the up from recession
Investment
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Integrate more combative advertising◦ Especially applies to JPMorgan & Chase, Bank of
America, and Citigroup◦ Highly saturated= difficult to attract new customers
Focus on customer service ◦ New differentiating characteristics
Focus on reputation, smart investing◦ Build back trust
Expand partnerships in terms of niche advertising
Cannot give specific recommendations ◦ Lack of homogeneity in product line
Advertising Strategy