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Editorial Viewpoint Quick Response, Thoughtful Support Spotlight On Peregrin Services Corporation Spotlight On HSBC Bank USA, N.A. COVER STORY Expanding Menu of Network Services Adds Exciting Options for Our... NEWS REPORT Bankruptcy Reform Legislation Spurs DMP File Changes... NEWS REPORT HSBC Dramatically Expands Electronic Volume in Retail Lockbox NEWS REPORT Advertorial Aims to Raise Biller Awareness about Electronic Payments NEWS REPORT New Program Takes Educational Approach to Selling the MasterCard RPPS... INDUSTRY INSIGHTS Q&A with Gwenn Bézard		NEWS REPORT New Program Takes Educational Approach to Selling the MasterCard RPPS Solution Concentrators Receive Valuable Tools for Their Sales Staffs As consumers turn to their financial institution's Web site to pay all their bills, billers that don't yet accept electronic payments are finding themselves awash in paper exception items that are expensive to process. Because they are also slow to post, these items can lead to an increase in customer service calls from consumers who want to know why their "electronic" payment did not get credited immediately. Many concentrators, or lockbox providers, already have an easy, inexpensive solution that can quickly eliminate these issues for billers: a connection to the MasterCard RPPS network. Getting the word out Concentrators often have one or two account managers who have become knowledgeable about MasterCard RPPS through their relationships with very large national billers. However, the rest of the sales staff may not be fully aware of this solution and its many benefits to billers of all sizes. To remedy this, MasterCard RPPS has launched an awareness program designed to educate concentrators' sales staffs about how MasterCard RPPS fits with their business, so they can more effectively sell the solution to their existing and prospective corporate customers. Targeted materials can make a difference MasterCard RPPS is initiating the program with the release of a new brochure, MasterCard RPPS Electronic Receivables Services, which is available on the MasterCard RPPS Web site News Center. The brochure offers a succinct summary of the benefits of accepting electronic payments via the MasterCard RPPS network. "Salespeople need a clear understanding about how the MasterCard RPPS network works before they can sell it in to their customers, and they need informative sales materials that they can take on a call," says Tom Carey, MasterCard RPPS. "Our new materials are specifically designed to give them both." Reaching all billers Carey notes that with the growth in consumer e-payments, small and mediumsize billers are now feeling the pain of exception items. Some of these billers are choosing to take multiple direct feeds from consumer e-payment service providers to avoid the paper exception items. "The multiple connection approach will eliminate paper items for the biller, but it creates its own set of problems related to contact management, information updates, settlement issues, and customer service support. The single connection through MasterCard RPPS reaches the entire consumer online payment industry for the biller," says Carey. "The lockbox account relationship manager can look like a hero to his client," he adds. "To reach these billers, the entire cash management and lockbox sales force needs to understand the importance of the MasterCard RPPS connection and what it can do for their customers," Carey says. "Billers need to understand that with one connection to the MasterCard RPPS network via their lockbox provider, they've got a cost-effective single-channel solution through a trusted provider for all their paper and electronic payments," he adds. "The new materials make this case very clearly." Printer Friendly Version Back to Top