They've Enrolled In E-Statements...

Now Set the Stage for Success!

LKCS

Today’s Presentation

• E-Statement Marketing

– E-Statements save you money, but is their a cost? How are other institutions incorporating marketing campaigns with their e-statements?

– How can you generate income from your statements and e-statements?

Act One

Get Your House in Order

Scrutinize Your E-Statement Solution

• Deliver a premium user experience.

– People know what to expect when they open an envelope. What will they experience online?

– Deliver a BETTER e-statement than your paper statements.

– Provide a benefit to your account holders, not just a benefit to your institution.

Branding

Reformatting

Retention

• Be the Filing Cabinet– 12 months retention should be the minimum– 18 – 24 months becoming much more common– Some customers asking for unlimited retention

• Instant Presentation– What’s available when an existing account holder

enrolls for e-statements?

Multiple Document Types

• Are you only delivering monthly/quarterly statements electronically?– Daily Notices (insufficient funds, certificate renewals, overdraft

protection, late payment/delinquency, etc.)– Credit Card Statements– Mortgage Statements– Tax Forms (1099s, 1098s, 5498s, etc.)

• How much more could you save if all of these were provided electronically?

Mobile Friendly E-Statements

• Over 31% of U.S. internet users ONLY use mobile devices.

Text Message Notifications

• Account holders specify notification preferences.

Act Two

Get to Know YourE-Statement Marketing Tools

E-Statement Marketing

• Just because you are saving money with e-statements doesn’t mean you should sacrifice all marketing opportunities.

• How are your best account holders going to know about your latest specials and newest products?

On the E-Statement

• Banner Ads– Link to web pages or PDFs

– Appear for all account holders or selectively

Call Out What’s New

• NEW FEATURE– Each banner ad is flagged until the user clicks on it

On the E-Statement

• Statement Ads/Onserts

Remember Color Doesn’t Cost More

E-Mail Notification

• Custom E-Statement E-Mail Notification

Customize the Landing Page

Even Add Video

NEW IDEA – Pop Overs

• Also Great for Compliance Notifications

Act Three

Get Started! Put Your E-Statements to Work

Takeaway #1

• Inform recipients of your latest specials, promotions, and news BEFORE they even click to view their e-statement

– Custom E-Mail Notification

Takeaway #2

• Drive your account holders to your web site, online applications, and custom landing pages

– Banner Ads

– E-Statement Landing Page

Takeaway #3

• Customize statements by account type

– Onserts

– Reformatting

– Ideas:

• Business Accounts – Separate debits and credits, include check images,

• Accounts with Loans – Loan payment coupons

• Kids Accounts – Graphics, Font changes

Takeaway #4

• Educate account holders about personal finance

– Custom E-Mail Notification

– E-Statement Landing Page

– Videos

– Banner Ads

– Onserts (up to full page)

– Pop Overs

Takeaway #5

• Effectively cross-sell new products and services

– Banner Ads

– Onserts (up to full page)

Selective E-Statement Marketing

• Take statement marketing one step further.– Target which members receive certain banner ads or onserts.

Selectively display cross-sell campaigns by criteria you select such as:

• Account relationships• Account balances• Account activity• Geography• Demographics• Credit Score and other parmeters• ANY other conditions identifiable in your statement data• ANY other conditions identifiable in a separate control file.

Cross-Sell & Other Marketing Ideas

• CD Renewals

• Loan Payoffs

• Auto Loan Recapture

• HELOC Advance Requests

• Direct Deposit for Checking Accounts without these transactions

• MMA or CDs for high balance checking accounts

• Checking Account Switch Kit Forms

• Investment Services

• Home Equity/HELOC based on demographics

• Birthday Messages

• Prescreen Loan Campaigns (more on this later)

• AND MANY MORE!

Takeaway #6

• On-board new account holders beginning with their first statements

– Matrix-Based Onserts: Onboarding Campaign

– Series of statement onserts sent out over a period of months/quarters to cross-sell additional products and services to specific groups of account holders.

• Same concept as Matrix Mailings.

• Terrific solution for new account holders, mergers, new branch locations, etc.

• Ability to run multiple matrices at same time.

Matrix Ad Examples

Takeaway #7

• Turn unprofitable individuals into profitable relationships

– Matrix-Based Onserts: Re-boarding Campaign

– Same concept as onboarding but designed to attract additional relationships from existing account holders

Takeaway #8

• Refinance loans that your account holders have at other financial institutions

– Onserts: Full Page E-Statement Cover Letters

– Extend pre-approved offers of credit to account holders based on actual credit score and other credit data.

• Set criteria to identify recipients that will qualify for a loan offer based on your specific pre-screen requirements

• Direct from all of the three major credit bureaus

Pre-Screen Loan Campaigns

• Available for any pre-screen marketing campaigns:– Auto Loans– Mortgages– HELOCs– Auto and Mortgage Refinancing– Credit Cards

Potential Auto Loan Campaigns

• New Auto Loan– Fico Scores 680+– No auto loans with you– No more than one existing

auto loan elsewhere– No auto trades in past 24

months– Exclude auto lates/repo’s

• Loan Payoff– Fico Scores 640+– Exclude auto lates/repo’s– 2-3 years left on their loan– Minimum $XX savings on

monthly payment

• Lease Expirations– Fico Scores 640+ – Exclude auto lates/repo’s– 1-6 months left on their lease

Potential Mortgage Campaigns

• Mortgage Refi– Fico Scores 680+– Mortgage Balance $75K+ – No FHA/VA/reverse

mortgages– Age of loan over 18 months– Up to 95% LTV (higher LTV’s

will respond)– Payment savings over $100

per month

• First Time Homebuyers– Fico Sent to Renters– Qualified by FICO Score and

other credit parameters

• Specialty Mortgages– Potential eligibility for FHA or

VA loan– Jumbo loans– Presence of Fannie, Freddie,

construction, balloon, etc. – Qualified by FICO Score and

other credit parameters

Potential Home Equity Campaigns

• Debt Consolidation– Sent to Homeowners– Available equity over $xx,000– Revolving debt over $xx,000– Qualified by FICO Score and

other credit parameters

• HELOC– Sent to Homeowners– Available equity over $xx,000– No open home equity trades– Qualified by FICO Score and

other credit parameters

• Home Equity Refi(1st position)– Fico Scores 680-720 (or to

750 if possible)– Mortgage balance below

$150K– Less than 50% LTV– No 30-day lates in last 12

months

Potential Credit Card Campaigns

• Balance Transfers– Fico Scores 650-720– Existing retail/credit card

debt over $5,000– No 30-day lates in last 12

months– No bankruptcies– No collections in last 24

months

Pre-Screen Cover Letters

Act Four

Questions?Sid Haas

Vice President of Business DevelopmentDirect 815-220-3904sid.haas@lk-cs.com

THANK YOU!