Portfolio Review - Daniel Stiel
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Dan Stiel retired in 2017 from full-time corporate life following 30+ years of innovation in real estate, payments and financial services product development, marketing, branding, project management. This presentation documents a few of Dan's favorite product, marketing, innovation and development successes.
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Portfolio Review - Daniel Stiel
- 1. FinTech Marketing Review Daniel R. Stiel dan.stiel@gmail.com LinkedIn.com/in/stiel @stiel 1
- 2. An introduction • Entrepreneurial, accomplished, collaborator, team builder • Special emphasis in acquisition, activation, usage, retention, market development, insights and analytics • 20+ years marketing and product innovation in Financial Services with some of America’s most successful companies and brands • Project Management Professional (PMP) • B.S., USC School of Business 2
- 3. Strategic Focus. Tactical Results. • Acquisition • Activation • Usage • Retention • Retail • Financial Services • Insights • Analytics • Development • Profitability • Payments • Real Estate 3
- 4. Xerox/Conduent Achievements 2012 – 2017 • Increased POS spend mix metrics • 37% POS spend mix growth • Improved cash behavior towards retail spend • $1.2B annualized growth in POS spending • Enhanced card activation metrics • 32% improvement in activation metrics • Shifted behavior to lower-cost & self- service channels – • 42% mobile app adoption • $1.6M annual reduction in IVR expenses • Enriched Cardholder insights via analytics and user studies 4
- 5. Mobile Point of Sale • Developed value propositions • Defined, implemented channel strategies • Enhanced product features, market deliverables • Developed direct and indirect channel distribution • Preceded launch of Square by 12 months 5
- 6. Mobile Ordering • Developed marketing plans, go-to market strategies, budgets • Supported capital raise for 2009 launch • Defined value propositions • Consumer uses smart phone to order food from favorite restaurant • Reviews menu • Places order and tenders payment • Integrated into POS • GPS tracking for “just-in- time” freshness 6
- 7. Self-Serve Banking Kiosks 7 • Re-energized under- performing kiosk programs with streamlined services • Improved multi-function financial services & bill- paying kiosk programs • Profitably serving over 180,000 customers monthly • Recently sold to PayPal
- 8. ATM Cash Dispensers 8 • Converted all outsourced ATMs to client-branded self-owned & self-managed program • 2,200 new ATMs purchased & deployed • Increased annual pretax earnings to $17.4MM from $6.2MM • Proprietary branding created for ATMs
- 9. Off-Site ATM Placement 9 • Negotiated & deployed ATMs at high-value off site locations. • Favorites included • Disneyland USA • Universal Studios Hollywood • Union Station Los Angeles • many others…
- 10. Cirrus • Marketing liaison on the First Interstate Bancorp team which developed and launched Cirrus, the first worldwide ATM network • Cirrus was acquired by Mastercard 10
- 11. Interlink • Marketing lead on the First Interstate Bancorp team which developed and launched Interlink, the first PIN-based debit card POS network • Interlink was acquired by Visa 11
- 12. Visa Check Card • Product lead for the First Interstate Bancorp team which developed and launched Visa Check Card at First Interstate Bank • First signature-based debit card available west of NYC • Acquired by Wells Fargo Bank 12
- 13. Pay-at-the-Pump • Built and gained consensus on business case for multi-million dollar capital investment to upgrade over 25,000 fuel dispensers • Multi-billion gallon incremental lift in fuel sales • Improved in-store merchandise sales • Tosco was acquired by ConocoPhillips 13
- 14. Commercial & Fleet Cards 14 • Developed, marketed special credit products for small business, corporations, fleet, government agencies • Maintenance, fuel, other fleet expenses • Enhanced purchasing controls and reporting for business and fleet owners • Loyalty Rewards programs • In-store merchandising, employee training • Inside/outside sales teams
- 15. Private-Label Credit Cards 15 • Designed value propositions and marketing for defined- purpose credit cards • Developed credit underwriting criteria to meet needs of target users • Created VIP Card status/services to enhance usage and loyalty
- 16. Prepaid Reloadable Fuel Cards 16 • Developed reloadable prepaid Fuel Cards • Designed for businesses & consumers needing fuel purchase controls • Pay-at-the-pump speed/convenience • Sold/reloaded in variable increments • Purchase controls for fuel only
- 17. Prepaid Gift Cards 17 • Developed business plan, vendor sourcing • Created value propositions • Provided full support from marketing, merchandising, reporting, training
- 18. Prepaid Co-Brand MasterCard 18 • Identified unmet needs in marketplace • Developed and launched “world’s first” instant-issue co-branded MasterCard prepaid debit card in 2004 • Designed for consumers who seek alternatives to traditional credit cards • Balances held in FDIC- insured account at major U.S. bank • Preceded Walmart Money Card by 18 months Promoted as an alternative to bank savings and checking accounts
- 19. 3rd Party Gift Card Mall 19 • Dedicated merchandising kiosks • 72 rotating SKUs • Entertainment • AMEX Gift Cards • Retail • Dining • Digital • many others
- 20. Checks as a Payment Choice 20 • Re-introduced Check Guarantee program across 2,200 locations • Promoted to business and consumers • Lower-cost form of payment for retailer • Alternative payment for underserved clients • Reduced annual check losses $1.3M+
- 21. Payroll Check Cashing • Created programs to serve financially underserved consumers • 325,000 payroll checks cashed annualized • Valued at over $100 million • Available across 1,000+ retail locations 21
- 22. Employee Payroll Cards • Alternative to direct deposit or paper checks for part-time & underserved employees • Cost-effective for employer and employees • No ATM, POS or monthly fees for employees • Employees can keep and use card if they leave employer • Pay-at-pump, on-line shopping, pay recurring bills, more • Reload additional funds at any Circle K location 22
- 23. Reward and Loyalty Programs 23 • Over 20 major cobrand, affinity loyalty programs • Issuer, Retailer, Network Experience • Developed consumer value propositions through insight studies/testing • Negotiated revenue-sharing and SLA agreements with vendors • Developed, implemented merchandising and promotional programs • Program oversight
- 24. Multi-language Product 24 • Created multi-language versions for most-popular financial services • Multi-lingual communication, training, packaging, merchandising • Product development support • Created “Mercado” – world’s first cobranded, reloadable prepaid MasterCard • Special underwriting criteria where appropriate
- 25. Prepaid Wireless 25 • Developed low-cost Private-Label MVNO Prepaid Wireless program to improve category sales and margins • Developed features • No hassle activation • Ready to use; Pre-assigned local number • Simplified activation • 80,000 handsets sold in first six months
- 26. Employee Training Driving results, mitigating risk, and improving customer satisfaction 26
- 27. QSF-Certified Training • Re-engineered Financial Services sales and service training at the corporate, region and store-level to support rapid category growth • Created “QSR-Certification” program for region, district, store personnel covering financial services and payment products sold through retail stores • Integrated QSF Training into new hire and OTJ training programs • Informed and knowledgeable Market Managers, Store Managers and CSRs is the critical factor for profitable success in financial services • QSF-Certification is key to improving customer satisfaction (likelihood of future usage) and mitigating financial risks 27
- 28. Market & Consumer Insight • Consumer Insights Experience • Primary research – focus groups, telephone, web/on- line/cloud-based , mystery shops, test labs, field studies • Secondary research – syndicated studies, media monitoring, government and 3rd party research • Database and scorecard - modeling & analytics • Measurable Impacts • Optimization strategies • Geographic, Demographic and Psychographic Differentiation • Market Segmentation • New and better ways to satisfy existing needs • Understanding Unidentified and Unmet Needs • Attitudes & Mindsets • Media Habits • Product Usage & Brand Dynamics, Purchase Patterns 28
- 29. Social & Mobile Media • Developed social media modeling • Integrated mobile messaging • Social media interface • Data capture & analysis • Mobile Ordering 29
- 30. New Account Acquisition 30 • Conducted 2,500+ card acquisition events • Fairs & Festivals • Motorsports Events • Sports/Community Events • In-Store Tabling • Street Teams • Generated over 4.5MM completed credit card applications in 36 months
- 31. Financial Services Centers 31 • Integrated “4th Wall” Self-serve Center for • ATMs • Bill-pay Kiosks • Prepaid Services • Gift Cards • Credit Services • Wireless Handsets
- 32. Mini-QSF center 32 • Self-serve Merchandising for small format stores • Prepaid Services • Gift Cards • Wireless Handsets • Payment Services
- 33. Multi-language Merchandising 33 • Fully integrated multi-language programs • Customer Service • Employee training • Customer literature • Marketing communications • Greeters and street marketing teams
- 34. National Store Events • Local store promotions, tie-ins with national vendors, charities, sports sponsorships • Event scheduling, logistics, premiums, staffing, insurance, promotions 34
- 35. Direct Mail Pre-approved credit offers
- 38. Public Relations • New product introductions • Publicity • Media relations • Special & sports events • Trade Show participation
- 39. Card Acquisition Campaigns 39
- 40. College Programs • Product development • On/off-campus promotions and media • Student Ambassadors • Lifecycle management
- 41. Sponsorship Management • Venue & sponsor management • Logistics/contracts • Exhibit construction • Staffing & Uniforms • Premiums • VIP Hospitality 41
- 42. About me… • USC Marshall School of Business grad • ABA School of Bank Marketing • Project Management Professional (PMP)® • California Real Estate Broker • Director of Marketing & Communications, Payment Services • Conduent/Xerox Services (2012 – 2017) • Entrepreneurial • Stiel Direct LLC (2000 – 2004 & 2006 - 2012) • Director of Fleet Purchasing Cards • Visa USA (1999 – 2000) • Director of Payments & Financial Services • Circle K Stores (1995 – 1999 & 2004 – 2006) • Vice President, Marketing Services • Wells Fargo/First Interstate Bancorp (1984 – 1995) 42
- 43. Contact Dan Stiel dan.stiel@gmail.com PO Box 170550 ▪ Austin TX 78717 512.887.8435 LinkedIn.com/in/stiel 43