e-money conference Moscow

e-payment update EuropeE-money conference 2011Tonnis de Boer, Innopay - November 2011 tomorrow’s transactions today

Tonnis de Boer • Groningen, 1973, father of twins • Studied International Technology Management in NL ,UK and DE • Strategic advisor to leading e-commerce companies, financial institutions and technology firms • Key fields of expertise include financial supply chain , enterprise information technology, e- payments, e-invoicing, e-identity and software development • Held senior management positions in ERP software (ao. Exact Software). • Getting results by combining strategic management skills with in-depth technology“We cant solve problems by using the same knowledge and a getting things donekind of thinking we used when we created mentality.them.” A. Einstein • At my best when to combine business, people and technology"The future of the internet is easy: anyindustry it hasnt yet dramaticallytransformed, it will." 2 © Innopay BV. All rights reserved.

Europe? Which Europe?• Geographical Europe• European Free Trade Association• European Economic Area• European Customs Union• European Union• Schengen Area• Eurozone• SEPA• …?4 © Innopay BV. All rights reserved.

Strong e-commerce growth in all markets Country Volume (bln) Growth ‘101. United Kingdom € 62.7 18%2. Germany € Mature markets 39.0 18%3. France € 30.7 24%4. Italy € Upcoming 39% 14.45. Spain € 10.1 30%6. Netherlands € 8.2 11% Mature marketsSources: BeCommerce, BITKOM, Casaleggio, Currence, DIBS, IMRG, Kelkoo, Thuiswinkel.org, Versandhandel6 © Innopay BV. All rights reserved.

Very efficient, low cost, infrastructure Sender Receiver A B e.g. Netherlands: - Cashless streets - 5 Euro cnt for debit transaction Bank A Bank B Clearing & settlement Central Bank10 © Innopay BV. All rights reserved.

MyBank initiative• Solution for e-payments and e-mandates• Scheme developed by EBA Clearing (Euro Banking Association)• Allows consumers to authorize payments or e- mandates using their online banking − Allows online merchants to get real-time payment guarantee or e-mandate − Has a decentralized structure: does not rely on central platform. − Uses secure & real-time messaging between banks over the internet − Uniform brand for merchants and consumersThe last option for banks to compete Paypal?13 © Innopay BV. All rights reserved.

Preferred payment methods per country Country First Second Third1. United Kingdom CC (40%) DC (36%) PayPal (17%)2. Germany DD (33%) Invoice (25%) CC (17%)3. France CC (80%) Invoice (10%) PayPal (5%)4. Italy CC (67%) PayPal (13%) COD (10%)5. Spain CC (45%) COD (15%) - CC dominance (10%) DD6. Netherlands OBEP (54%) - Local online banking solutions Invoice (16%) CC (9%)7. Sweden CC (33%) - OBEP(30%) - Germany: direct debit Invoice (28%)8. Denmark OBEP (61%) CC (19%) BT (10%)9. Norway CC (60%) Invoice (12%) OBEP(10%)10. Switzerland CC (42%) COD (23%) DD (18%)11. Finland OBEP (42%) Invoice (22%) CC (19%)12. Belgium Invoice (36%) CC (19%) BT (14%)Sources: BeCommerce, BITKOM, Casaleggio, Currence, DIBS, IMRG, Kelkoo, Thuiswinkel.org, Versandhandel15 © Innopay BV. All rights reserved.

Some top retail merchants NL don’t offer CC’s Big Retail Merchants Acceptance Merchant Master Maestro VISA PayPal Card www.bol.com YES NO YES NO www.apple.com YES NO YES NO www.wehkamp.nl Transavia, OAD, Cheap Tickets,NO Thomas Cook, TUI, KLM, NO NO D-reizen NO These merchants dominate the overall top 10 www.amazon.com YES NO YES NO www.ah.nl NO NO NO NO www.hm.com YES NO YES NO www.neck.nl NO NO NO NO www.otto.nl NO NO NO NO www.hema.nl NO NO NO NO www.dell.com YES NO YES YES16 © Innopay BV. All rights reserved.

Pure PSP business under pressure Differentiation in the market • Market brand/ recognition • Value added products and services (like Implementation & Customer Support)Increased regulatory •Increased Increased customer •Increasedpressure •customer demand• SEPA / PSD • Real time processing and reporting• EU extension • Transparency over products/channels• Competition authorities • Focus on e-banking & cards Payments business • More efficient cash management Increased Margins under pressure Increased•Increased competition standardisation • EMV, IBAN• Consolidation • Twist, RosettaNet• Global cash management specialists Scale• New entrants: Payment Service Providers • Volume and efficiency for lowest unit cost • Flawless execution19 © Innopay BV. All rights reserved.

PSP business is widening & new players enter Order Fulfillment Invoice Payment Cred. Man. Tax PSP’s Logistical SP’sE-service providers e-service providers ERP/Accounting Banks20 © Innopay BV. All rights reserved.

1. Less fragmentation• PSP consolidation continues• PSP business moving towards integration• Added value of e-payments gets less, focus is on eTrade / eCommerce• User is tired of keeping 50-100 user accounts• No more wallets and ‘dead money’• New solutions built on top of existing infrastructures23 © Innopay BV. All rights reserved.

Thank you!tonnis@innopay.com tomorrow’s transactions today

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e-money conference Moscow

by Tonnis de Boer

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