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 CONFERENCE AGENDA
Sunday, May 21, 2006
 Registration Opens Sponsored by:  2:00 PM - 5:00 PM Optional Pre-Conference Workshop Know the Cardholder/Grow the Cardholder How to use customer data and insights to identify, retain and grow your best, most profitable cardholdersIt's not just about points anymore. Every card out there offers some type of reward. And the flood of offers to lure away your cardholders continues. In such a brutal environment, how can you differentiate your card from the rest? How can you activate, keep and grow your cardholders when it seems as though the whole market is trying to win them away?This workshop will show you how to take your marketing efforts to the next level in order to thrive in the new card marketplace. You will learn:
Carlos Dunlap Vice President of Strategic Services Maritz Brian O'Conner Senior Research Manager of Financial Services Maritz JR Slubowski Client Marketing Strategist Maritz This workshop is designed to introduce you to the latest concepts and practices in loyalty marketing. You will find valuable tips and tools to help strengthen your loyalty efforts. Workshop fee is $145. Participants must be registered conference attendees. Sponsored by:  5:00 PM Featured Presentation Economic Outlook for the Card Industry The Commerce Department reports that Americans are saving less than nothing - that the personal savings rate has gone negative for the first time since the Depression. Simultaneously, the housing boom seems to be slowing. What's the outlook for the economy, for consumer spending and for the card industry in 2006 and beyond? Insights gleaned from this opening session will help you build your strategy for the coming year. David Wyss Chief Economist Standard & Poor's 6:00 PM - 8:00 PM Welcoming Reception in Exhibit Hall Sponsored by: 
Monday, May 22, 2006
Breakfast Briefing Sponsored by:  Visit our Breakfast Briefing8:00 AM Keynote Presentation Top Trends Shaping the Payments Industry It's a time of flux and excitement in the card business. Consumers are paying with plastic for everything from cheeseburgers to taxes. Checks and cash are declining, while debit cards are among the fastest growing payment technologies and the younger generation is rapidly shifting to automatic and online bill payments. Industry players are searching for market gains in unlikely places. Meanwhile, legal and regulatory clouds are threatening to dampen key growth prospects, such as pre-paid cards. Where is the industry headed, and what must you do now to prepare? John Philip Coghlan President and CEO Visa USA 8:45 AM Keynote Presentation Growing Pains: What the Next Generation Wants from Cards If you want to understand the future of the payment industry, you need to look at what the under-40 crowd is doing. Drawing on a quarterly study of 4,000 Gen X and Gen Y-ers, this session reveals the payment preferences of today's youth, shows how to win their loyalty to various payment platforms, and forecasts how technological devices will influence payment platforms in the future. David Evans Founder Market Platform Dynamics and co-author - Paying with Plastic 9:30 AM - 10:30 AM Networking Break in Exhibit Hall 10:30 AM Power Panel: Emerging Payment Technologies New technologies are rapidly transforming how consumers buy goods and services. Contactless cards, digital wallets, mobile payments and others innovations are all putting the crimp on cash as a preferred means of payment. Meanwhile, the ascendance of E-cash vendors like PayPal threatens to divert market share from the traditional card industry. Our panelists debate the future of payment technologies, the tipping point for adoption by a critical mass of customers and how issuers and vendors can be successful implementers of new technology. Moderator: Barry McCarthy Senior Vice President, Product and Business Development First Data Corp. Panelists: Andrew Campbell Vice President, Mobile & Wireless Centre of Excellence MasterCard International Niki Manby Vice President of Market and Technology Innovation Visa USA Murdo Munro Vice President, Advanced Payments MasterCard International Tom O'Donnell Senior Vice President Chase Card Services Marshall Van Alstyne Associate Professor Boston University 11:15 AM The Word from Washington: Legislative and Regulatory Update America's legislators and rule-makers will have an enormous impact on the payments industry as they rush to create new laws and regulations to keep up with the flood of new products and developments in the card industry. This session will give you a snapshot of the current legal environment both in Washington and state capitals and how upcoming changes will affect your business. Nessa Feddis Senior Federal Counsel American Bankers Association 12:00 PM - 12:45 PM Lunch Sponsored by: 
12:00 PM - 1:45 PM Lunch Visit our Industry Innovation SessionsLunch will be served during the sessions and attendance will be limited to the first 60 registrants. You may register at the conference registration counters. 12:45 PM - 1:45 PM Dessert in Exhibit Hall Credit Track Track Chair:
Paul A. Grill Partner First Annapolis Consulting, Inc. 2:00 PM Applying the Early Lessons of Contactless Payments Contactless cards are poised for rapid adoption in the United States. Visa, MasterCard, American Express and other major industry players have rolled out RFID cards, and customers use them to pay for small-ticket purchases at convenience stores, movie theaters, gas stations and other venues. What do early market experiences reveal about these products? What are the potential gains and how quickly will they provide a return on investment? Moderator: Paul A. Grill Partner First Annapolis Consulting, Inc. Panelists: Jim Diezmann Vice President, Business Development, U.S. Acceptance MasterCard International Brian Triplett Senior Vice President of Emerging Product Development Visa USA Additional panelists to be announced 2:45 PM The Explosion of Small-Business Cards While some market segments stagnate, the small-business credit card market is growing by 15% per year. Card issuers are scrambling to capture the fast-growing small office and home office market, which boasts more than 41 million businesses nationwide. This session shares key developments and best practices in serving the credit needs of America's entrepreneurs. Mickey Konson Vice President, Small Business Solutions Capital One Frank Martien Principal First Annapolis Consulting, Inc. Bruce Sibley Vice President, Card Business Development American Express 3:30 PM - 4:00 PM Afternoon Refreshment and Networking Break 4:00 PM - 4:45 PM Best Practices in Private-Label Card Programs The market has spoken: Except for a few holdouts, merchants overwhelmingly prefer to outsource their credit card programs. This session shows how banks can increase their share in this market and helps retailers understand how they'll benefit from the partnership. Learn how to uphold positive customer relationships in the new world of card outsourcing. Richard Klesse Managing Director of Client Relations HSBC Retail Services 4:45 PM Competing on Your Turf: International Issuers Flock to the United States U.S. banks sought new consumers for their credit cards overseas several years ago. Now international issuers are returning the favor, testing the waters here and capitalizing on what they see as a fragmented market. Early arrivals making inroads selling their card offerings to American consumers include Barclays, the Royal Bank of Scotland, and HSBC. How much share have they captured? What opportunities do they see that U.S. issuers may be missing? Ted Iacobuzio Managing Director, European Banking and Payments TowerGroup Debit Track Track Chair:
Tim Sloane Director Debit Advisory Service Mercator Advisory Group 2:00 PM Growth Avenues for the Debit Industry This session shares fresh data on market size, growth and segmentation for the debit card industry. Learn which consumers want debit products and what features they consider important. Learn how to better align debit cards with other bank products and discover how you can capitalize on demand for this fastest growing payment technology. The debit card program should be the centerpiece of a bank's relationship with checking account owners. Tim Sloane Director Debit Advisory Service Mercator Advisory Group 2:45 PM In the Long Run: Strategies for Sustainable Profitability Most banks drive debit program profitability through fees such as those for ATM transactions and non-sufficient funds. Meanwhile, some rewards programs help drive transactions that increase fee revenue opportunities. Will such practices erode the trust of consumers? This session challenges conventional thinking on what debit programs must do to earn money and the role of the debit program within the bank. Ann Camarillo Segment Leader, North America MasterCard International Jon Groch Vice President, Debit Cards Fifth Third Bank 3:30 PM - 4:00 PM Afternoon Refreshment and Networking Break 4:00 PM How to Win and Retain Online Consumers Web-savvy consumers represent a key growth opportunity for the debit industry. More people than ever are buying things with debit and paying bills online. The Web-centric generation tends to be well-educated and well-heeled. What kind of debit services are they looking for? How can debit-based programs deliver on these consumers' real-time expectations? Tools such as opt-in e-mail alerts to help them manage their money may go a long way toward winning the loyalty of these customers. Moderator: Tim Sloane Director Debit Advisory Service Mercator Advisory Group Panelists: Ron Bergamesca Senior Vice President, Marketing Online Resources Dena Hall Vice President, Marketing and Community Relations United Bank Linda Mahy Senior Consultant Benton Consulting Partners (an eFunds company) 4:45 PM The Battle Between Signature and PIN Debit Signature debit has long reigned supreme over PIN debit. Issuers prefer it because it generates more interchange income, and some consumers prefer it because they can acquire more reward points and avoid liability for fraudulent transactions. But PIN debit is gaining ground, particularly as large merchants try to reduce costs and risks. Will PIN debit ever overtake signature and, if so, when? Who would be most affected by this shift and how? What role should the bank take? Moderator: Bruce Cundiff Research Analyst Javelin Strategy & Research Dan Kramer Senior Vice President of Merchant Services Shazam Beth Lynn Chief of Staff, Vice President First Data Corp. Stacey Pinkerd Senior Vice President, Consumer Debit Products Visa USA Loyalty Track Track Chair:
Kelly Hlavinka Director and Contributing Editor COLLOQUY 2:00 PM The Next Generation of Loyalty Programs: Time to Quit Going it Alone Marketers are finding that it often pays to join together and form coalition loyalty programs, where consumers can earn rewards from multiple sponsors, who share the program's infrastructure and issue a common currency. Some observers say coalition programs are poised for a rapid takeoff and those who fail to join may be left behind on the runway. In this session, loyalty program executives from around the world will address the current and future state of the coalition loyalty model and its impact on the card industry. Panelists will share best practices, potential pitfalls, and what to look for in a third-party operator. Learn what's in store for the future of coalition loyalty in the United States. Moderator: Bryan Pearson President Air Miles Reward Program Panelists: Alastair Hutchens CEO Loyalty New Zealand Ltd., Fly Buys (New Zealand) Scott Todaro Vice President, Marketing Sports Loyalty Systems, Inc. Alexander Rittweger CEO, Loyalty Partner GmbH Payback (Germany) Dave Rochon SVP, Partner Management Upromise Inc. 2:45 PM Creating Loyalty for Life Launched in 1950 as the world's first charge card, Diners Club introduced the first card-based rewards program, which gave members frequent flyer miles and merchandise in exchange for dollars charged. Since then, the loyalty program has blossomed further to meet the needs of its members. In this session you'll learn what is needed to create a loyal customer for life. Ashley Miller Vice President, Club Rewards North America Citicorp Diners Club 3:30 PM - 4:00 PM Afternoon Refreshment and Networking Break 4:00 PM Homing in on Customer Loyalty In 2002, household goods retailer Linens 'n Things launched a credit card loyalty program, allowing their customers access to instant discounts and rewards. This session will provide valuable insights into the use of customer-centric reward programs to boost loyalty. Learn how your program can rise above the myriad of competing programs and grab the attention of your customers. Melina Balboni Director, Business-to-Business Development Linens 'n Things Marti Beller President Affinion Loyalty Group 4:45 PM - 5:30 PM Can Debit Rewards Finally Succeed? Debit card loyalty programs have generally taken a backseat to the flashier rewards associated with using credit cards. But as debit card use mushrooms, issuers are looking for more ways to beguile customers. They're giving away luxury skyboxes, college savings funds, and cash back for shopping with select retailers. This session fully examines the market for debit rewards and offers strategic advice on how to jump-start your program. Moderator: Kelly Hlavinka Director and Contributing Editor COLLOQUY Panelists: Jayne Berthelsen Director of Product Development First Data Corp. Jonathan Gagliano Senior Vice President Affinity Solutions W. Kimathi Marangu EVP Business Development Mall Networks Inc. John Owens SVP, Debit and Prepaid Products U.S. Bank Additional panelists to be announced Pre-Paid Track Track Chair:
Paul Tomasofsky President Two Sparrows Consulting 2:00 PM Key Trends in Pre-Paid Cards This session provides an overview of market volumes and adoption rates for various stored value and pre-paid card products, such as gift cards, transportation cards and medical payment cards. You'll also learn who, given recent acquisitions, the major industry players are, how associations are trying to ease product acceptance, and what governance changes to expect in coming months. Paul Tomasofsky President Two Sparrows Consulting 2:45 PM Tips for a Successful Gift Card Program Retailers across the nation are scrambling to snag a piece of the $35 billion gift card market. Almost two-thirds of consumers bought a gift card in 2004, and gift cards are a favorite present at holiday time. Learn best practices in gift card programs from some major retailers and key industry players. Joe Hurley Vice President of Network Strategic Development Discover Financial Services Don Kingsborough President and CEO Blackhawk Network (a wholly owned subsidiary of the Safeway Corporation) 3:30 PM - 4:00 PM Afternoon Refreshment and Networking Break 4:00 PM Mastering Operational Challenges Pre-paid cards can be confusing because they look like credit cards but don't act like them. Cards frequently get declined at retail because people don't bother to tell clerks they're using a pre-paid card. Consumers are surprised to learn how much - or how little - value remains on the card, which can lead to embarrassment at the cash register. And consumers often are completely unaware of fees. What systems must the industry push to market in order to solve these marketing and operational challenges? Moderator: Paul Tomasofsky President Two Sparrows Consulting Panelists: Lori Breitzke Vice President of PrePaid Products RBS Lynk Cliff Mason Group Executive TSYS Prepaid Scott Scovel Vice President, Pre-Paid Card Division American Express 4:45 PM The Shifting Legal Landscape A hodgepodge of federal, state and local laws govern stored value and pre-paid cards. Some municipalities have prohibited selling gift cards that tack on fees. Some states have passed laws so onerous that issuers won't sell cards in those states anymore. Meanwhile, key questions remain unanswered as to whether certain cards can expire, what happens to unused balances, and how the industry will prevent money-laundering schemes. Join this session for an up-to-the-minute legal outlook for these products. Terry Maher Partner Baird Holm LLP 5:30 PM - 7:00 PM Networking Reception
Tuesday, May 23, 2006
Featured Presentation The New Era in Payments Electronic payments create convenience, enable new markets, and deliver value to all participants. Consumers are embracing new forms of payment, such as contactless. The technology preferences of twenty-somethings, however, differ from those of more mature consumers. As new competitors emerge in the payments industry, financial institutions must respond quickly to meet customer expectations. The new era in payments will require agility from your organization and those that support you. How can you leverage technology to deepen customer relationships? By the end of this session, you'll know if your organization is ready for the new era. W. Roy Dunbar President, Global Technology and Operations MasterCard International 8:45 AM The Future of Interchange Fees A cornerstone of the card industry business model is under attack. Amid rising Federal Reserve scrutiny, large retailers like Wal-Mart have won major concessions on interchange fees. Meanwhile, merchants are rushing to join a class-action lawsuit alleging that the fees amount to price-fixing. Learn how associations and banks are responding to this threat, and whether U.S. interchange fees are destined for a fall. Moderator: David Dove Managing Vice President Dove Consulting Panelists: Deborah Baxley Partner, Banking Strategic Change Practice IBM Business Consulting Services Tom Brown Vice President and Senior Counsel Visa USA Steve Mott Principal BetterBuyDesign K. Craig Wildfang Partner Robins, Kaplan, Miller & Ciresi, L.L.P. 9:30 AM Keeping Thieves at Bay: The Search for Better Security As payment cards become more sophisticated, so do the criminals who abuse them. Clever hackers are using new technologies to compromise consumer data. Customer service reps have been caught stealing from loyalty programs. Law enforcement officials are scrutinizing pre-paid cards for their potential use in money-laundering schemes by thieves, drug rings and even terrorists. This session provides an overview of emerging threats and anti-fraud systems to put in place now. Moderator: Chris Allen Senior Manager Dove Consulting Panelists: Joelyn Cail Senior Director Fraud Services TSYS Ted Crooks Vice President, Global Fraud Solutions Group Fair Isaac Corp. Harry Mahlstedt Managing Director, Private Client Banking and Retail Services Merrill Lynch 10:15 AM - 11:00 AM Morning Refreshment and Networking Break in Exhibit Hall 11:00 AM Industry Consolidation: Opportunities and Challenges Bank of America's recent acquisition of MBNA confirmed the notion that credit card issuing is the realm of giants: Five companies now control 75% of outstanding balances on general-purpose credit cards. As the trend toward consolidation persists, banks - whether established mega-issuers or those re-entering the market - will need strategies to maximize customer relationships. Consideration of untapped customer segments will become increasingly important. This session reveals how to use data and analytics about consumer behavior to win and retain profitable customers, and how to employ dynamic new forecasting models in rethinking the credit portfolio. Michael Archer Regional Business Head - North America MasterCard Advisors 11:45 AM Micropayments: Threat or Opportunity? Small payments are a big deal: Purchases for less than five dollars comprised $1.32 trillion in U.S. consumer spending in 2003. Associations are making it easier for retailers to accept small payments, and they're rushing contactless products to market as a replacement for jingling pocket change. But they must contend with some unique challengers in the micropayments market, particularly the online-payments firm PayPal, which offers high interest rates on cash kept online and recently launched its own credit card. Who will "own" this market? Moderator: Michael Friedman Director, Emerging Technologies Mercator Advisory Group Panelists: Peter Ashley Director, New Media and Micropayments PayPal, (an eBay company) Mark Friedman President Peppercoin Pam Zuercher Vice President, Product Innovation Visa USA 12:30 PM Forum Adjourns |
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