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Managing Your Post-Holiday Sales

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Nick Belenky, from CardinalCommerce, shares some helpful tips that you can use to prepare your online business for the new year and ways to optimize the consumer experience while:
- reducing fraud
- reducing fraudulent chargebacks
- cutting out manual review
- and accepting more good transactions

Published in: Technology
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Managing Your Post-Holiday Sales

  1. 1. Managing Your Post Holiday Sales Speaker: Nick Belenky
  2. 2. Proprietary & Confidential - CardinalCommerce nbelenky@cardinalcommerce.com https://www.linkedin.com/in/nickbelenky/ Our Speaker: Nick Belenky I work with online merchants and partners in the industry to safeguard the card not present (CNP) space for our customers.
  3. 3. Proprietary & Confidential - CardinalCommerce • Fraud and Chargebacks • Streamlining Costs • Delighting the Consumer What are your priorities for your webstore for 2018?
  4. 4. Proprietary & Confidential - CardinalCommerce • Chargebacks are up! • Holiday sales increase • Year over year sales increase • Industry trends: Fraud and Chargebacks CNP declined sales 17% growth CNP approved sales 14% Growth CNP fraud 22% growth
  5. 5. Proprietary & Confidential - CardinalCommerce The Aftermath of Chargebacks Staffing for Representment (Delivery receipts, proof of billing / shipping address match) You Cannot Win them All (Select which chargebacks to fight, review reason codes from Mastercard and Visa )Evidence Collection (Delivery receipts, proof of billing / shipping address match)
  6. 6. Proprietary & Confidential - CardinalCommerce Your acquirer can tell you if representment makes sense You only have a limited amount of time to dispute a chargeback Forecast chargebacks just like forecasting returns Each chargeback fight costs you money, build a business case The Aftermath of Chargebacks II
  7. 7. Proprietary & Confidential - CardinalCommerce Manual review reduces profits Does not scale More fraud incurred More false declines Solving for Chargebacks
  8. 8. Proprietary & Confidential - CardinalCommerce 3-D Secure Fraud Tool Review Exceptions Only Fight Fraud in Layers
  9. 9. Proprietary & Confidential - CardinalCommerce Q1 Fraud Rush Chargeback representment for holiday transactions Expect 90 days of high volume Streamlining Costs
  10. 10. Proprietary & Confidential - CardinalCommerce Sales growth increases your interchange bill 3-D Secure can reduce interchange Shave up to 20 bps More Sales = More Interchange
  11. 11. Proprietary & Confidential - CardinalCommerce Focus on your business instead Automate Fraud Review CNP declined sales 17% growth CNP approved sales 14% Growth CNP fraud 22% growth 50% of merchant declined transactions are GOOD orders!
  12. 12. Proprietary & Confidential - CardinalCommerce • Surviving the checkout experience • Are your Customers satisfied with your checkout experience? Delighting the Customer
  13. 13. Proprietary & Confidential - CardinalCommerce Bad checkout experience Lose the sale Lose the customer Market for your competition Insulting the Customer
  14. 14. Proprietary & Confidential - CardinalCommerce • Bank declining orders, leaves money and sales on the table • Cardinal can help shrink this gap Authorization Rates and the Acceptance Gap The “Acceptance Gap” represents billions of dollars in potential revenue 1Excludes insufficient funds declines Source: VisaNet eCommerce data for US for FY16. YoY growth based on FY16 vs. FY15. Fiscal Year (FY) is Oct-Sept.
  15. 15. Proprietary & Confidential - CardinalCommerce • Merchant reversals are often caused by rigid fraud prevention systems • With minimal flexibility in place systems often end up turning away legitimate consumers, possibly for good due to not enough data being shared between the consumer and the bank Merchant Reversals
  16. 16. Proprietary & Confidential - CardinalCommerce Merchant Declines
  17. 17. Proprietary & Confidential - CardinalCommerce Shipping on Time Is fraud review delaying your shipments?
  18. 18. Proprietary & Confidential - CardinalCommerce Is There a Solution?
  19. 19. Proprietary & Confidential - CardinalCommerce Cardinal can help! Reduce fraud Reduce chargebacks Enhance consumer experience A Cardinal Solution
  20. 20. Proprietary & Confidential - CardinalCommerce Conclusion/Q&A
  21. 21. Proprietary & Confidential - CardinalCommerce Thank you Nick Belenky nbelenky@cardinalcommerce.com

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