Treasury 3.0 The Time Is Now To Make It A Reality

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1 Treasury 3.0 The Time Is Now To Make It A Reality April 2011 Presented by: Dave Robertson 2011 Treasury Strategies, Inc. All rights reserved.

2 Contents Growth Limits Of A Payments Only Strategy Where Are The Opportunities Treasury 3.0 Success Stories w w w. T r e a s u r y S t r a t e g i e s. c o m 2

3 Growth Limits Of A Payments Only Strategy

4 Stability of Transaction Banking Revenues Transaction Banking Index Global Market Cap Global GDP (Const.) Global Trade The TSI Transaction Banking Index Global GDP (Current) Global Production Q Q Q Q Q Q Q Q Q Q Q *The Transaction Banking Index (TBI) is designed to track the size and stability of the Transaction Banking market, driven by Treasury Management, Global Trade Services, and Securities Processing Revenues. Information is collected from the world s leading banks that identify TM revenue in their annual, and quarterly financial releases. w w w. T r e a s u r y S t r a t e g i e s. c o m 4

5 Modest Expectations for Revenue Growth Expectations Among Banks For Growth In TM Revenues in % 60% Percent of Respondents 50% 40% 30% 20% 10% Projected Growth 0% 0-5% 5%-10% 10%-15% Estimated Growth in Revenues w w w. T r e a s u r y S t r a t e g i e s. c o m 5

6 Forecasted Growth in Payment Volumes Region/Payment Type Volume of Payments 2010 (Billions) 2020 (Billions) CAGR (%) North America (Total) % Latin America % EMEA % Asia-Pacific % Rest of World % World (Total) % * Source: BCG s Winning After The Storm 2010 Report Predicted Annual Growth In North America % 2 8% Retail Domestic Retail-Cross Border 20 4% Wholesale Domestic 1 7% Wholesale Cross- Border 9% 8% 7% 6% 5% 4% 3% 2% 1% 0% 2010 Volume (BB) CAGR (%) w w w. T r e a s u r y S t r a t e g i e s. c o m 6

7 Continuous Transition to Electronic Payments Total Transactions (Billions) CAGR % Checks (Paid) % ACH % Credit Card % Debit Card % Prepaid Card % * 2010 Federal Reserve Payments Study Total Transactions (Billions) Checks (Paid) ACH Annual Change In Payment Types 2006 to 2009 Credit Card Debit Card Prepaid Card -10% -5% 0% 5% 10% 15% 20% 25% w w w. T r e a s u r y S t r a t e g i e s. c o m 7

8 Where Are The Opportunities?

9 Treasury Corporate Perspective HIGH Treasury 1.0 Treasury 2.0 Treasury 3.0 Treasury Influence & Value Add Treasury Operations is an immature, fragmented or informal function, characterized by manual processes Treasury centralizes key roles, improving transparency and controls Greater access to data and computing power and consolidation of competency Treasury is a strategic advisor, more closely integrated with business units, supporting globalization, efficiency, trading partner/supply chain integration and greater sophistication in risk/return optimization Data Information Intelligence LOW Time Pre Now - Future w w w. T r e a s u r y S t r a t e g i e s. c o m 9

10 Treasury Bank Perspective HIGH Treasury Influence & Value Add Treasury 1.0 Commercial banks provided business services to their corporate clients at no cost. Treasury 2.0 Treasury 3.0 Treasury management business began to take shape, growing to $100 billion in Innovators are introducing more comprehensive payment and liquidity solutions expanding across the financial supply chain. Data Information Intelligence LOW Pre Future w w w. T r e a s u r y S t r a t e g i e s. c o m 10

11 Cornerstones of Treasury 3.0 Managed Accounts Short Term Investing Sweep Billing Receivables Management Collections Cash Concentration DDA Account A/P Disbursements Reconciliation Cash Inflows Short Term Borrowing Capital Structure Cash Outflows Corporate Liquidity Financial Supply Chain w w w. T r e a s u r y S t r a t e g i e s. c o m 11

12 Opportunities Available to Those Banks Willing to Cross Established Boundaries Other Financial Services ($1 Trillion Market) Investments & Funds A/R A/P Procurement Accounting Current Banking Activities $175 Billion w w w. T r e a s u r y S t r a t e g i e s. c o m 12

13 Working Capital Focus of Corporate Financial Managers Top concerns of CFOs in 2010 Ability to forecast results Working capital management Maintaining morale/productivity during economic downturn Balance sheet weakness Cost of health care Attracting and retaining qualified employees Supply chain risk Managing IT systems Pension obligations Protection of intellectual property Source: The Hackett Group Working capital opportunity Fortune % +43% DSO DPO Laggards Median Leaders Source: APQC, A.T. Kearney; Fortune Global 500 w w w. T r e a s u r y S t r a t e g i e s. c o m 13

14 Treasury 3.0 Success Stories

15 Learning From Liquidity and Supply Chain Solutions Working Capital Component Solution Value Proposition Reconciliation Disbursements A/P Positive Pay SWIFT & Payment Outsourcing Banks reduced fraud risk if business clients shared their payables files Inexpensive and easy multi-bank reporting and payment initiation DDA Account Cash Concentration Billing Receivables Management Collections Sweep Accounts RDC LBX Data Transmission Purchasing Card Automated transfers from non-interest bearing accounts Economical alternative to physical deposits Deposit data repackaged for corporate A/R Replacement of purchase orders for lowvalue transactions w w w. T r e a s u r y S t r a t e g i e s. c o m 15

16 B2B Payments -- A Process in Limbo B2B remittances paid via checks have increased 7% since 2006! Distribution of B2B Checks Remittances POS Remittance/POS Key Reasons Ability to tie invoice information to payments is often easier with checks. Need assistance to obtain bank account information for all payees if paying electronically. Continuing Challenges with Checks Many checks are applied manually to A/R. Unwarranted discounts & deductions are difficult to detect. * Fed Payments Study 2010 w w w. T r e a s u r y S t r a t e g i e s. c o m 16

17 Banks Are Offering B2B Answers that Bridge Paper and Electronic Payments Partnering With Vendors Citi recently announced a new partnership with Syncada that allows Citi s customers to execute the payables cycle automatically Process invoices Make payments Finance payables In House Solution Chase acquired Xign and introduced its own Order To Pay product with new working capital solutions to Place orders Issue and receive invoices Initiate payments Automate discount decisions End Result: Through partnering with vendors, Citi has created a comprehensive solution that spans across the financial supply chain. End Result: In-house solutions differentiate the bank from competition. w w w. T r e a s u r y S t r a t e g i e s. c o m 17

18 Multiple Entry Points for New Financial Services Invoices Payments Cash Discount Cash App Deposits Recon Payment Financing JP Morgan Citi & Syncada Cash 360 * This high level comparison does not take into account other factors that are important such as the client experience, unique functionality, or special services offered in conjunction to the basic functions of each category. w w w. T r e a s u r y S t r a t e g i e s. c o m 18

19 Banks Have a Lock on Financial Data Banks Supply Chain Vendors Payor Amount Date Originating Account Bank Payment Finality Account Balances Authorized Payee Receiving Account? Invoicing System Credit Terms w w w. T r e a s u r y S t r a t e g i e s. c o m 19

20 Unfulfilled Needs That Bankers Might Satisfy Client Activity Third Party Exposures OFAC Expense Management Benchmarking Cash Forecasting Issue Managing risks with non-financial trading partners Identifying payments to illegal payees before issuance Managing expenses incurred with banks such as interest paid, non-interest fees, uncompensated balances Measuring payments performance against peers (checks vs. ACH, size) Investments (term, return, and risk) Derivatives exposures and transactions for currencies, commodities, and interest Developing reliable trends in cash flows. Bank-Provided Service Search all payment and investment transactions to measure counterparty risk. Perform OFAC filtering before payments are issued by clients. Provide each client with summary of its total banking expenses (fees, interest paid and uncompensated balances). Provide each client with summary of its activity relative to other clients. Capture cash flow patterns by bank account and payer. Credit Management Verifying a payment from a customer in final. Tag each payment when settlement finality is achieved. w w w. T r e a s u r y S t r a t e g i e s. c o m 20

21 Opportunities For Healthcare Related Services Provide card (merchant) services to hospital admission offices Estimate consumer s expense (the hospital exposure) prior to a surgical procedure Issue and distribute billing statements Provide financing to patients Collect past-due accounts Process lockbox receipts and 835 remittance advices Apply payments to receivables w w w. T r e a s u r y S t r a t e g i e s. c o m 21

22 Delivering Treasury 3.0 Services Sales Job requirements include technology and supply chain experience Credibility with corporate controllers, A/R and A/P managers Sales incentives to support dedicated sales reps during early, low-yielding periods of product introduction Implementation Project management skills for lengthy complex installations Standards for set up cycle times Positioning the implementation unit with matrix structure reporting to TM and technology Customer Service Process that insulates users from the bank s third-party vendors Vendor management programs that track performance of vendors Staff knowledgeable of relevant regulations beyond payments only w w w. T r e a s u r y S t r a t e g i e s. c o m 22

23 Strategic Decisions in a Treasury 3.0 World Reinvest Life Cycle Harvest Scale Business Drivers Scope Commercial Payments Customer Value Financial Settlements Liquidity w w w. T r e a s u r y S t r a t e g i e s. c o m 23

24 Treasury Strategies Financial Services Practice Our strategic advice and pragmatic solutions improve bottom line performance. Clients benefit from our 360 o view of the treasury market, deep relationships, and proprietary analytic frameworks that transform data into strategic insights. Clients Global Banks Regional Banks Solution Providers Associations Regulators Solutions areas Business Strategy Revenue Enhancement Deposit & Sweep Pricing Sales Training & Effectiveness Product Opportunity & Gap Analysis Operational Efficiency Risk Management & Compliance Competitive Assessment & Positioning Vendor Selection & RFP Management Market Analysis w w w. T r e a s u r y S t r a t e g i e s. c o m 24

25 About Treasury Strategies, Inc. Who We Are Treasury Strategies, Inc. is the leading treasury consulting firm working with corporations and financial services providers. Our experience and thought leadership in treasury management, working capital management, liquidity and payments, combined with our comprehensive view of the market, rewards you with a unique perspective, unparalleled insights and actionable solutions. What We Do Corporations We help you maximize worldwide treasury performance and navigate regulatory and payment system changes through a focus on best practices, technology, liquidity and controls. Treasury Technology We provide guidance through every step of the technology process. Our expert approach will uncover opportunities to optimize the value of your treasury through fully integrated technology solutions. Financial Services Our experience, analytic approach and benchmarks provide unique consulting solutions to help you strengthen and grow your business. w w w. T r e a s u r y S t r a t e g i e s. c o m 25

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