Editorial Viewpoint That Which We Call “Online Bill Payment” ... Spotlight On Pennsylvania State Employees Credit Union Spotlight On InCharge Institute of America NEWS REPORT Online Biller/Creditor Directory: Upgrades Make Key Asset More Valuable to Participant Operations INDUSTRY INSIGHTS Q and A With Beth Robertson		MasterCard RPPS Sales Team Integral to Customers' Growth (Page 2 of 3) The team routinely helps new billers find a lockbox financial institution. In some cases, the institution has recognized the biller's need for cash management services, thereby deepening the relationship and the benefits for both. “We also make joint calls on billers with our lockbox participants,” says Carey, “helping the financial institutions to explain the power of MasterCard RPPS and its value to billers. Remember, our network reaches virtually every home banking service provider in the United States. Because of that, we provide the most effective way of replacing paper checks with electronic payments.” Carey adds that the Sales Team also offers sales training for lockbox staff. Carey is quick to note that the team's efforts on either the consumer or business side actually result in more volume for all participants. “By adding billers to the network, for example, we are obviously expanding the reach of the consumer service providers, and vice versa,” he says. Building awareness and profits on the consumer side On the CSP side just as on the BSP side, the providers that work most closely with the Sales Team reap the greatest rewards. “We are piloting consumer awareness programs, based on in-house research, that CSPs can use and brand to promote their online bill payment services,” Carey says. “We also offer marketing programs that will help them bring more customers to their online services. Institutions are expanding their efforts in this area because online customers have proven to be more profitable customers, and their online presence creates stronger cross-sell opportunities. “We can help our bill payment participants get the two things they want most: more electronic payees and faster posting,” says Carey. “We work with them closely to analyze who they are reaching by paper and electronically. Often, CSPs don't realize that some of their existing billers can already be reached electronically, and we help them identify those. We'll also target their big billers who are not set up to receive electronic payments, and help our participants convert them. Our efforts can deliver a 10% to 30% lift in electronic payments. That represents increased savings and productivity for our participants, which can translate into higher profits.” < Back | 1 | 2 | 3 | Next > Printer Friendly Version