Presentation on theme: "Neil D. McHugh, CTP VP, Commercial Card Sales Manager TD Bank, America s Most Convenient Bank January 26, 2011 The Sustained Expansion of Commercial Card."— Presentation transcript:
Neil D. McHugh, CTP VP, Commercial Card Sales Manager TD Bank, America s Most Convenient Bank January 26, 2011 The Sustained Expansion of Commercial Card Based Payments
3 Card Payment Solutions Charge Cards ̶ Purchase Cards ̶ Commercial Cards (One Card) Purchasing / T&E / sometimes Fleet Declining Balance Ghost Virtual – Single Use All are Complementary Payment Solutions…
4 Market Trends Growth! ̶ Sustained demand ̶ Trickle down effect Why? ̶ Shared value for all ̶ Technology ̶ Competition ̶ Cost and risk mgt. ̶ Comfort with cards Ernst & Young 2010 Projections Coin & Currency+ 2% Check Clearing- 7% ACH+ 2.5% P-Card+ 8%
5 Market Trends Commercial Card for Purchasing – 2010 ̶ Annual spend in North America grew from $110 billion to $176 billion 2010 – 2014 ̶ Projected annual spend growth of nearly 10% annually to $255 billion Commercial Card for T&E – 2009 ̶ Annual spend in North America grew from $120 billion to $140 billion 2009 – 2011 ̶ Projected annual spend growth of nearly 7% annually to $159 billion 1 RPMG Research Corporation – 2010 Purchasing Card Benchmark Survey 2 RPMG Research Corporation – 2009 Travel Card Benchmark Survey
6 Better articulating the business case ̶ Drivers Improve working capital Increase DPO Cost reduction / efficiency ̶ How? Involve all stakeholders Incorporate in vendor contracts Employee education Enforce strategic usage Support from senior management Leveraging Commercial Cards
7 Small $ Transactions Large $ Savings Aggregate cost savings of $38 billion annually in North America Average monthly spend per card of $2,060 Average number of monthly transactions per card is 7 Integration in an overall payments strategy ̶ Reduce / eliminate cash ̶ Convert check / ACH transactions ̶ Distributed vs. centralized/vendor card programs ̶ Target specific vendor payments ̶ Hybrid applications RPMG Research Corporation – 2010 Purchasing Card Benchmark Survey Average Transaction amount of $315
8 Leveraging Commercial Cards Traditional Spend CategoriesExpanding Spend Categories MRO – Maintenance, Repair and Operations Office Supplies Computer Equipment T&E Professional Services Advertising IT Insurance Telecommunications Utilities Other?...
9 Macro Environment Fostering Demand Aberdeen Group: February 2009 CFOs View of A/P: High Pressures for 2009
10 Macro Environment Fostering Demand Ongoing Concerns ̶ Nearly 70% of respondents said managing cash worries them the most ̶ The most significant risk to cash flow will be non-performing A/R (21% of respondents) ̶ Other financial challenges include interest rates (55%) and access to credit (52%) Cautious Optimism ̶ Over half (58%) expect sales to increase in 2011 ̶ Almost 40% of respondents expect capital investments to increase ̶ Only 7% plan on reducing expenses in 2011 TD Bank: Survey of corporate finance executives of middle market companies - August 2010 TD Bank – Corporate Finance Executive Survey
11 Substantial Economic Benefits SHARED VALUE Buyers Suppliers (Merchant) Merchant Acquirers Processors Card Networks Issuers Shared value All participants benefit More equal distribution
12 Substantial Economic Benefits Buyer (cardholder) perspective ̶ Elimination of the 3-way match ̶ Reduced processing costs ̶ Expedited payment cycle times ̶ Streamlined internal processes ̶ Payment controls ̶ Enhanced reporting and spend visibility ̶ Negotiate mutually beneficial trade terms ̶ Improve working capital ̶ Increased DPO – payment float ̶ Revenue share – rebates SHARED VALUE Buyers
14 And the survey says … Commercial Card for Purchasing 1 ̶ Reduce costs by 75% or $71 per purchase ̶ Reduce payment cycle times by 72% ̶ Eliminate PO and other payment/remittance docs Commercial Card for T&E ̶ Reduce costs by nearly 50% or $10 per purchase 2 ̶ Improve discounts from travel vendors by 13% 3 1 RPMG Research Corporation – 2010 Purchasing Card Benchmark Survey 2 RPMG Research Corporation – 2004 Travel Card Benchmark Survey 3 Visa and Deloitte & Touche T&E Card Study
15 And the consultant says … Most ExpensiveLeast ExpensiveProjected Savings Manual process with check $59 per transaction Procurement Card $9 per transaction $50 per transaction The Role of Procurement Cards in the Source-to-Settle Process (Accenture, June 2007)
17 Recent Developments Summary of changes to Federal IRS 1099 Requirements 1 ̶ 2010: No change to existing reporting requirements ̶ 2011: Relief - No reporting required for payment card transactions Check transactions subject to the current rules ̶ 2012: Relief - No reporting required for payment card transactions Expanded reporting for all transactions for check payments Revised withholding regulations for federal/state/large local governments ̶ Additional Resources: Internal or External tax advisors 1 The above is intended to provide a summary of the recent changes. It is not legal or tax advice, or a complete examination of the IRS regulations. TD Bank does not make any warranty or representation as to the completeness or accuracy of this information or assume any responsibility that may result from reliance on such information. Please consult with your independent tax professionals where advice is required.
18 Any Questions? Thank You! Neil D. McHugh, CTP VP, Commercial Card Sales Manager Cash Management TD Bank, Americas Most Convenient Bank 2070 Chain Bridge Road, Suite 135 Vienna, VA Phone: Please visit for more information