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Philip Yen
Group Head, Emerging Payments
Asia Pacific, Middle East & Africa




A World Beyond Plastic:
Mobile Payments
August 8, 2012


©2011 MasterCard. Proprietary.
Agenda


 • Types of Mobile Payments


 • Developed Markets


 • Developing Markets


 • Mobile as Point of Sale Device


 • Observations

                                                     ©2011 MasterCard.
 ADVANCING INNOVATION   ADVANCING COMMERCE   Proprietary and Confidential   Page 2
Digitization of Money and Payments
Payments via mobile is occurring worldwide along several axes



                      Consumer                        Merchant
 Carded




                                Smart phone                      Mobile at POS


                       Mobile NFC + Remote + P2P         Card Acceptance
 Non Carded




                                Mobile Money                     Mobile Money


                        Make SMS Text Payments       Accept SMS Text Payments




                                                                ©2011 MasterCard.
      ADVANCING INNOVATION   ADVANCING COMMERCE         Proprietary and Confidential   Page 3
Smart Phone Growth
Smart phones are now mainstream and have laid the foundation for e-commerce

                                                     Numerous e-commerce and banking
  Dramatic growth over the past four years       services are already available to consumers



                                                                 ■ E-commerce on mobile
                ■ iPhone released June 2007
                                                                   Internet device




                 ■ 85 mil smart phones sold
                                                                  ■ Mobile banking
                   across Asia Pacific in 2011




 AP smart phone sales expected to increase to                     ■ First level of interaction
                                                                    with physical stores
       165 mil units per year by 2015


                                                                         ©2011 MasterCard.
  ADVANCING INNOVATION   ADVANCING COMMERCE                     Proprietary and Confidential     Page 4
Mobile Commerce is Developing Rapidly...
                                                           2014 Market Growth = $375bn*
                                                                     (2014 Actual = $664bn)


Money Transfer                                                                                      Mobile NFC and Proximity Payment


 KEY DRIVERS TO SUCCESS:                                             $42bn                          KEY DRIVERS TO SUCCESS:
 1. Secure, simple and convenient                                    (2014 =    ~ $60bn             1. Secure, simple and convenient
                                                                     $48bn)
 2. Easy way for cash-in/out for                                                (2014 = $60bn)      2. Merchant and consumer adoption
 3. Regulatory challenges and hurdles                                                               3. Handsets with appropriate hardware
 4. Support for multiple handsets                                                                   4. VAS e.g. personalised and real-time offers
 5. Multi-currency                                         ~ $153bn                                 5. Working ecosystem between all partners
                                                                                $120bn
                                                           (2014 = $408bn)
                                                                                (2014 = $148bn)




Commerce – Physical Goods                                                       Commerce – Digital and Virtual Goods

 KEY DRIVERS TO SUCCESS:                                                        KEY DRIVERS TO SUCCESS:
 1.    Multi-channel platform (e- and m-)
 2.    One-Click Payment Mandatory                                              1. Simple and quick experience for consumer - one click
 3.    Multiple settlement options - card, PayPal account, bank or              2. MNO take 25-35% margin - needs to trend down
       mobile operator bill                                                     3. Settled against mobile bill, paypal or handset app stores
 4.    Use phone details as authentication (i.e. Number)


(* Forecast volumes provided by Juniper Research a business intelligence analysis group focussed upon the communication sector)
                                                                                                                   ©2011 MasterCard.
      ADVANCING INNOVATION          ADVANCING COMMERCE                                                     Proprietary and Confidential             Page 5
Mobile Commerce is Developing Rapidly...
 Consumers spend is expanding across multiple channels. It is critical to
 support all access points to facilitate e-commerce
             PC Web:                                                       Mobile (Web & App):                                   Mobile NFC at POS:
    Expecting continued growth                                           Expecting strong growth                              Expecting explosive growth

($B GDV)                                                        ($B GDV)                                               ($B GDV)
2,000                                                           2000                                                   2000

                           +9%                1678
                                    1566                        1600                                                   1600
1500                       1442
                  1310
         1178
                                                                1200                                                   1200

1000

                                                                 800                                                    800                                      707
                                                                                                                                                       +269%
 500
                                                                 400                     +58%                 266
                                                                                                                        400                                283
                                                                                                     171
                                                                                    72      110
                                                                           43                                                             15          52
                                                                                                                                 2
   0                                                                 0                                                    0
        2012E 2013E 2014E 2015E 2016E                                    2012E 2013E 2014E 2015E 2016E                         2012E 2013E 2014E 2015E 2016E

   Source: Glenbrook, internal data/financials, Gartner April 2010, IEMR, Euromonitor, analyst reports, BCG analysis

                                                                                                                                ©2011 MasterCard.
    ADVANCING INNOVATION                   ADVANCING COMMERCE                                                          Proprietary and Confidential               Page 6

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Master card mobile payment wallet

  • 1. Philip Yen Group Head, Emerging Payments Asia Pacific, Middle East & Africa A World Beyond Plastic: Mobile Payments August 8, 2012 ©2011 MasterCard. Proprietary.
  • 2. Agenda • Types of Mobile Payments • Developed Markets • Developing Markets • Mobile as Point of Sale Device • Observations ©2011 MasterCard. ADVANCING INNOVATION ADVANCING COMMERCE Proprietary and Confidential Page 2
  • 3. Digitization of Money and Payments Payments via mobile is occurring worldwide along several axes Consumer Merchant Carded Smart phone Mobile at POS Mobile NFC + Remote + P2P Card Acceptance Non Carded Mobile Money Mobile Money Make SMS Text Payments Accept SMS Text Payments ©2011 MasterCard. ADVANCING INNOVATION ADVANCING COMMERCE Proprietary and Confidential Page 3
  • 4. Smart Phone Growth Smart phones are now mainstream and have laid the foundation for e-commerce Numerous e-commerce and banking Dramatic growth over the past four years services are already available to consumers ■ E-commerce on mobile ■ iPhone released June 2007 Internet device ■ 85 mil smart phones sold ■ Mobile banking across Asia Pacific in 2011 AP smart phone sales expected to increase to ■ First level of interaction with physical stores 165 mil units per year by 2015 ©2011 MasterCard. ADVANCING INNOVATION ADVANCING COMMERCE Proprietary and Confidential Page 4
  • 5. Mobile Commerce is Developing Rapidly... 2014 Market Growth = $375bn* (2014 Actual = $664bn) Money Transfer Mobile NFC and Proximity Payment KEY DRIVERS TO SUCCESS: $42bn KEY DRIVERS TO SUCCESS: 1. Secure, simple and convenient (2014 = ~ $60bn 1. Secure, simple and convenient $48bn) 2. Easy way for cash-in/out for (2014 = $60bn) 2. Merchant and consumer adoption 3. Regulatory challenges and hurdles 3. Handsets with appropriate hardware 4. Support for multiple handsets 4. VAS e.g. personalised and real-time offers 5. Multi-currency ~ $153bn 5. Working ecosystem between all partners $120bn (2014 = $408bn) (2014 = $148bn) Commerce – Physical Goods Commerce – Digital and Virtual Goods KEY DRIVERS TO SUCCESS: KEY DRIVERS TO SUCCESS: 1. Multi-channel platform (e- and m-) 2. One-Click Payment Mandatory 1. Simple and quick experience for consumer - one click 3. Multiple settlement options - card, PayPal account, bank or 2. MNO take 25-35% margin - needs to trend down mobile operator bill 3. Settled against mobile bill, paypal or handset app stores 4. Use phone details as authentication (i.e. Number) (* Forecast volumes provided by Juniper Research a business intelligence analysis group focussed upon the communication sector) ©2011 MasterCard. ADVANCING INNOVATION ADVANCING COMMERCE Proprietary and Confidential Page 5
  • 6. Mobile Commerce is Developing Rapidly... Consumers spend is expanding across multiple channels. It is critical to support all access points to facilitate e-commerce PC Web: Mobile (Web & App): Mobile NFC at POS: Expecting continued growth Expecting strong growth Expecting explosive growth ($B GDV) ($B GDV) ($B GDV) 2,000 2000 2000 +9% 1678 1566 1600 1600 1500 1442 1310 1178 1200 1200 1000 800 800 707 +269% 500 400 +58% 266 400 283 171 72 110 43 15 52 2 0 0 0 2012E 2013E 2014E 2015E 2016E 2012E 2013E 2014E 2015E 2016E 2012E 2013E 2014E 2015E 2016E Source: Glenbrook, internal data/financials, Gartner April 2010, IEMR, Euromonitor, analyst reports, BCG analysis ©2011 MasterCard. ADVANCING INNOVATION ADVANCING COMMERCE Proprietary and Confidential Page 6
  • 7. The future for mobile payments in developed markets is… Flexible consumer app which allows consumer to: ■ High value tap and pay – Authenticated against Secure Element NFC@ POS ■ 1-click internet purchase from the phone – No re-entry of card or shipping details – Using the phone for ‘easy/strong’ authentication Mobile Browser Payments ■ 1-click internet purchase on the desktop – No re-entry of card or shipping details – Using the phone for ‘easy/strong’ authentication Desktop Internet Payments Multiple Payment Channels – One User Experience ©2011 MasterCard. ADVANCING INNOVATION ADVANCING COMMERCE Proprietary and Confidential Page 7
  • 8. With over 30 global deployments and partnerships, we have commitment and expertise in mobile space iZettle Mobile POS commercial Deutsche Telekom, MasterCard launch in Sweden in Nov 2011 partnership on secure mobile payments Barclaycard, EE and MasterCard T-Mobile, Telenor, FHB Bank and launch the first Commercial mobile MasterCard launch MasterCard NFC deployment in the UK Mobile in Hungary Google, Citi and MasterCard introduce the Google Wallet Turkcell and MasterCard launch Cep-T Smart and MasterCard introduce Mobile Cϋzdan mobile wallet service open to Payments Gateway, an m-wallet platform banks in Turkey linking MasterCard cards Telefónica and MasterCard form JV to provide mobile payment solutions to Airtel, Standard Chartered, and MasterCard Commonwealth Bank of Australia unbanked consumers in Latin America launch first virtual payment card on and MasterCard launch NFC mobile money in Africa payments using iPhone sleeves in Australia MasterCard and StarHub teamed up to introduce wallet with credit card, prepaid, transit, and coupons in Singapore Proven Experience and ©2011 MasterCard. ADVANCING Commitment INNOVATION ADVANCING COMMERCE Proprietary and Confidential 4 5 © ©2011 MasterCardProprietary and Confidential | Page 11 2012 MasterCard Proprietary and Confidential
  • 9. The Not-too-Future Consumer Experience Orders and pays for Shares Starbucks Sends funds to Pays for lunch by coffee online and offer through son’s prepaid card tapping Smartphone picks up in-store Facebook via Smartphone at MPOS device 7:45am 8:15am 11:00am 12:45pm A day in the life of MayLei, a consumer in Taipei… 8:35pm 6:30pm 5:50pm 5:45pm 2:15pm Buys movie on Checks into Carrefour Receives offer Buys online for out Buys while smart TV using on Foursquare and through of stock item at browsing PayPass wallet tap phone to pay Smartphone Sogo eMegazine ©2011 MasterCard. ADVANCING INNOVATION ADVANCING COMMERCE Proprietary and Confidential
  • 10. Wallet value proposition for consumers for merchants A better shopping experience Simpler, Safer, Smarter Smart for my business • Fast, 1 or 2 clicks • Higher conversion rates • Safe • Consumer friendly • My funding choice • Positive ROI Did you know? for partners Did you know? • 23% of customers abandon • 62% of shoppers abandon when asked to register a site with a bad mobile • 45% of repeat customers experience and later registered multiple times at • Deepen consumer relationships return using a computer the same site • Conversion rates in the • 51% were seriously • Lower development & maintenance UK have fallen by 55% concerned about the security costs over the past five years of online shopping and online banking • Better authentication & fraud tools ©2011 MasterCard. ©2012 MasterCard December 7, 2011 ADVANCING INNOVATION ADVANCING COMMERCE Proprietary and Confidential Page 10 Proprietary and Confidential
  • 11. PayPass Wallet Video ©2011 MasterCard. August 8, 2012 ADVANCING INNOVATION ADVANCING COMMERCE Proprietary and Confidential Page 11
  • 12. MasterCard PayPass Online / Wallet Services ©2011 MasterCard. ADVANCING INNOVATION ADVANCING COMMERCE Proprietary and Confidential Page 12
  • 13. Mobile Money represents a sizable opportunity, but the market is still in its infancy Significant opportunity …demonstrated by …but the rate of exists for financial success in a few consumer adoption is inclusion via mobile… countries… still slow Global Mobile Money GDV ($ Billions) 72% CAGR Kenya 13.5 Million Users Philippines 8.5 Million Users 45% of Market 2. 1 Billion Unbanked + 130 Programs + ~50 Million ~210 Million Mobile Money Underserved consumers Mobile Money Users in 2011 Users by 20171 1 2011 Strategy assumed that 800 MMMADVANCING be gained by 2016 Users would COMMERCE ©2011 MasterCard. ADVANCING INNOVATION Proprietary and Confidential Page 13
  • 14. MasterCard working with banks and MNOs on two types of solutions Connect to Companion prepaid card Card 1 Interoperability + Money in / out services Mobile Ecosystem Salaries Mobile Only 2 International Remittances Merchant Bill Pay Government Benefits MNO MNO #2 P2P #1 ©2011 MasterCard. ADVANCING INNOVATION ADVANCING COMMERCE Proprietary and Confidential Page 14
  • 15. Mobile as Point of Sale Example ©2011 MasterCard. ADVANCING INNOVATION ADVANCING COMMERCE Proprietary and Confidential
  • 16. Mobile at POS meets the needs of micro-merchants and traditional merchants Retail Past + Present Retail Future ‘Merchant – Centric’ ‘Consumer – Centric’ Pull Consumer to POS Push POS to Consumer Why are merchants interested ? Micro Merchants • Convenient way to accept cards Traditional Retail • Provide new experience: catalog, inventory, order, pay • Pay online in physical store Winning Mobile Propositions ©2011 MasterCard. ADVANCING INNOVATION ADVANCING COMMERCE 1 3 4 5 Proprietary and Confidential © ©2011 MasterCardProprietary and Confidential | 2012 MasterCard Proprietary and Confidential
  • 17. Observations ■ Significant investments in mobile payments will continue ■ There is still a lot of “test and learn” ■ In developed markets, building a NFC contactless acceptance infrastructure will take time ■ Basic requirements for consumers must be satisfied: safe, convenient ■ Additional value proposition will accelerate change in consumer behavior ©2011 MasterCard. ADVANCING INNOVATION ADVANCING COMMERCE Proprietary and Confidential Page 17
  • 18. Thank You ADVANCING INNOVATION ADVANCING COMMERCE