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www.securetrading.com | sales@securetrading.com | 0333 240 6000
Increase sales through an effective
payments strategy
Presented by: Matt Shooman
Date: 7th June 2011

 High street is in decline
 Lowest sales growth in 2 years
 May figures down by 2.1% year on year****
 Online growing
 18% growth for 2010*
 Grew 19% year-on-year in April,
Estimated e-retail spend for the month reaching £5.2bn**
 40% of SecureTrading merchants reported increased sales in the
run up to Christmas***
*IMRG Industry Report 2011
** IMRG/ Capgemini Sales Index Report: March
*** 2011SecureTrading Christmas survey
****British Retail Consortium (BRC)
Online Growing

 Expanding Internationally
 Reducing Abandonment
 Increasing Approval rates
 Reducing Fraud
Ecommerce Merchant Issues

 Want to expand your business into Europe?
 Cannot rely on accepting credit and debit cards to maximise
sales
 Lack of take-up of credit cards as a method of payment in:
 Germany
 Netherlands
 Austria and
 Belgium
 4 of the largest e-commerce markets in Europe
Expand into Europe

 What do you need to do to succeed in these markets?
Give your customers the ability to pay with a method they use and
understand...
 ELV
 iDeal
 Soförtuberweisung (Epayments Direct)
How to succeed in Europe

The Payment Pipe
7

PCI Data Security Standard
9

PCI Data Security Standard
API Solutions
 Tokenisation
 Removes requirement to
hold card data
 Token used to generate
refunds and repeat
transactions
 Eliminated costly
compliance for the storage
Hosted Solutions
 Three Options
 Payment Pages
 Fully Customised
Appearance
 Payment Pages +
 As above, but with your
URL
 iFrame
 Payment details collected
without host iFrame
 Completely removes
compliance requirement
10

3-D Secure – Success or Failure?
 Some people like it:
“I love the guarantee”
“If it wasn’t for Verified by
Visa I wouldn’t trade online
– I need to know I’m going
to get paid”
 Some people hate it
“It’s just friction”
“Every time I see that bloody
box I cringe. I don’t want
to enter another password
and I don’t want my
customers to do so either.
It just gets in the way”
11

3-D Secure Usage is increasing…
12
0%
10%
20%
30%
40%
50%
Jan-07
M
ar-07
M
ay-07
Jul-07
Sep-07
N
ov-07
Jan-08
M
ar-08
M
ay-08
Jul-08
Sep-08
N
ov-08
Jan-09
M
ar-09
M
ay-09
Jul-09
Sep-09
N
ov-09
UK VbV penetration
reached 48.3% in
December from 42.7%
the previous month and
40.1% in the same
month a year ago
88% of UK VbV volume
was fully authenticated
in December
VbV penetration of UK ecommerce
36 months to December 2009
48.3%
Source: Visa Europe

 Verified by Visa
fraud rates are
almost 3x better
than non-VbV
fraud rates
 Card not present
fraud drops 19%
in 2009
… and Internet Fraud is reducing
13
Ecommerce fraud-to-sales ratio, basis points,
36 months to December 2009
Unauthenticated
Fully Authenticated
Source: Visa Europe, UK Payments

Reducing Abandonment
&
Increasing Approval Rates

0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
Europe USA Visa MasterCard UK France Italy Germany Spain
Enrolment Rates
15
Source: SecureTrading

Enrolment Rates
16
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%

Enrolment Rates
17
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%

Approval Rates
18
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Europe USA UK France Germany Spain Italy
Non 3-D
3-D

What About Abandonment?
 Abandonment rate = 2.2%
 Approval rate:
 with 3-D= 93%
 Without = 87%
 Adjusted benefit of 3-D
Secure = 3.8% improvement
19
3.8%

 “text book example of how not to design an authentication
protocol”
 “more than 250m users of Verified by Visa alone… probably
the largest … system ever deployed”
3-D Secure
20
Source: Ross Anderson / Steven J. Murdoch

About SecureTrading
 Established & Independent
 Established in 1997
 One of the longest
established PSPs in Europe
 UK’s leading independent
PSP
 Scalable & Flexible
 Fully scalable
 Fully hosted or client hosted
payment pages
 Multi-Channel Payments
 Systems process in excess of
25m transactions
 Secure & Reliable
 100% reliable – guaranteed
 PCI DSS Level 1 Accredited
 3-D Secure across all
acquirers
 Blue chip merchant base
across a variety of sectors
 Growing Fast
 Transactions processed
grown over 30% in last 12
months
 Expanding into Europe & US
 Merchants growing faster
than industry*
22
*Compared to IMRG E-Retail Index

Constellation of Services
24
MyST Transaction
Management
SecureTrading
Card Check
SecureTrading
Payment Gateway
SecureTrading
Fraud Score
Alternative
Payment: ELV,
iDeal, PayPal,
Sofortüberweisung
Ukash etc.
Payment
Processing
SecureTrading
Merchant Account
Service
PCI DSS Solutions
SecureTrading
Card Store

 Payment Processing
 Accept credit cards and debit cards
 100% guarantee on the availability of our payment gateway
 Reduced acquiring rates through Merchant Account Service
 Alternative Payment Methods
 European methods such as ELV, iDeal and
Sofortüberweisung
 PayPal & Ukash
 Counter-Fraud Services
 BIN range checks via Card Check
 Risk assessment via Fraud Score
 Identity & Age Verification
 Reporting
 MyST - Real-time multi-user transaction management
system
Constellation of Services
25

Integration & Products
26
Banking Layer SecureTrading Merchant Account Service
Card Issuers
Acquiring Banks
Technical Layer SecureTrading Payment Gateway
API, Xpay or SOAPMerchant Site SecureTrading Payment Pages
American Express, Discover, JCB, MasterCard & Visa
AIB, Bank of Scotland, BMS, B+S, Elavon, EMSCard,
HMS, LloydsTSB Cardnet, PostBank, Streamline, etc.
Online OnlineMOTO MOTO
DCC
ELV
GE Money
iDeal
Ikano
Mobile
PayPal
Sofortüberweisung
Ukash

Payment Processing
27
Transactions Database
Reporting Database
Settlement Database
The Internet
Reporting and Counter-
Fraud Services
SecureTrading Support
Real-Time Counter-Fraud Services
Multi-Currency
128 bit SSL
Authorisations
–APACS30
Settlements – APACS 29
Payment Gateway
Acquiring Banks
Settlement
Delivery System
Debit & Credit Cards
Mail Order Telephone Order
PayPal & Ukash
ELV, iDeal etc.
Mobile Payments
Recurring Payments
MERCHANT
MOTO Online Mobile
3-D Secure
AVS & CVV2
Identity Check
Age Verification
Card BIN Check
Fraud Score

 Fully redundant, dual site
configuration delivers
unmatched availability
Infrastructure
28
Payment Site 2Payment Site 1
The Internet
TNSX25 ISDN X25
P a y m e n t G a t e w a y s P a y m e n t G a t e w a y s
Multi-Currency
MERCHANT
A c q u i r i n g B a n k s A c q u i r i n g B a n k s
MOTO Online Mobile
TNS ISDN

Who we do it for...
Client Brands

Retail Clients
30

Thank-You
Matt Shooman
Corporate Sales Manager
matthew.shooman@securetrading.com
+44 (0) 1248 672 070
+44 (0) 7889 002392
Web: www.securetrading.com
Twitter: @SecureTrading

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