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Editorial Viewpoint New Light on Consumer Confidence Spotlight On Consolidated Credit Counseling Services, Inc. Spotlight On Huntington National Bank COVER STORY 2005 Customer Symposium Takes a Wide-Angle Look at Electronic... CASE STUDY PNC Bank Leverages MasterCard RPPS Connection As It... EMPLOYEE RECOGNITION Two Team Members Recognized for Exceptional... NEWS REPORT Consumer Marketing Program Drives Adoption of Online... WELCOME New Customers! INDUSTRY INSIGHTS Q&A with David Jones, Ph.D.		CASE STUDY PNC Bank Leverages MasterCard RPPS Connection As It Expands Its Retail Collections Business Including Network Capability in Sales Effort Leads to Growth One of the country's largest treasury management banks, PNC Bank, National Association, has recently refocused resources on its consumer-to-business (C2B) collections capabilities. As it did so, the bank incorporated MasterCard RPPS capabilities into its retail collections marketing strategy, and volume increased substantially. Discovering a real asset While a small number of PNC Bank treasury management clients had been utilizing the network since 1994, the bank only recently began marketing the value that MasterCard RPPS offers its retail lockbox customers and prospects. "We had some billers on the network, but it wasn't until May 2004 that we really became aware of the reach and broad capabilities of MasterCard RPPS," says Mark Voionmaa, vice president and senior product manager, PNC Bank Treasury Management. "As a result, I spoke with a MasterCard RPPS sales representative, and it became clear that here we have this great capability, and we should be selling it as a component of our consumer-to-business collection strategy." Selling the capability Voionmaa quickly went about getting the word out about MasterCard RPPS. "We devised a strategy to communicate to our current clients the benefits of automating the process via MasterCard RPPS versus doing the transactions manually," he says. "There are compelling business reasons to automate. It helps our clients save money—70% to 80% over manual processing—and it helps make them more efficient." In addition, PNC Bank worked on including this capability in all its retail lockbox proposals. "We wanted to make sure that all new proposals we submit for retail lockbox services include the MasterCard RPPS capability," says Voionmaa. Meanwhile, the bank—with support from MasterCard RPPS—developed the internal process necessary for incorporating these payments with its lockbox files. This design and capability were completed in October 2004. The bigger picture At the same time, PNC Bank was working on an overarching strategy for approaching the C2B market. "The market includes a variety of transaction types, including paper, online banking transactions, EDI [electronic data interchange], and one-time credit and debit card transactions," says Bert Sciulli, PNC Bank senior vice president and Receivables Product Group manager. "We want to be able to consolidate all those transactions for our clients. "In that context, the value of MasterCard RPPS is that PNC Bank can connect to the MasterCard RPPS network and have access to 99% of all the online banking payments originated by consumers. We also have access to a number of credit counseling and collection agency payments. PNC doesn't have to manage that network," says Sciulli. "We can focus on managing a smaller number of payment streams." Growing business PNC Bank has grown its retail collections business significantly by selling its understanding of that market and incorporating the MasterCard RPPS capabilities into its marketing efforts. "We added a number of billers in early 2005 and increased our e-payment volume by nearly 50%," says Voionmaa. "We see an opportunity to increase our e-payment volume by that amount again by year-end. "MasterCard RPPS has been instrumental in helping us understand the electronic payments market, and how we can best leverage their capabilities. We're really happy with the MasterCard RPPS relationship." Printer Friendly Version Back to Top