CSCU Annual Meeting “Journey to Success” May 3-6, 2001 R. Frank Weidner United Airlines ECU

Achieving Card Penetration R. Frank Weidner United Airlines ECU

Credit Card Balances Discovery

Card Penetration By Credit Score Discovery

Avg. Card Balance by Score Discovery

Breakeven Interest Rate Discovery

Increase Penetration across all scores 3,000 New Accounts ( 6.25% ) Increase Balances / profitability $10 Million New Balances ( 18% ) Goal

Performance Pricing + Intro Rate Strateg y

Non Card Holders: –Target Mailing A, B, C members offering new rates + Intro. –Application + Balance Transfer Form –0.4% discount for automatic payment Existing Card Holders: –Letter checks if available > $1000 –Offer 0% or 6.9% intro rate for 6 months –No drop in their rate unless they apply for line increase –0.4% discount for automatic payment –Reprice existing D/E cardholders to 19.9% to cover cost. Strateg y

6,000+ New Accounts ( 12%+ growth) Strong Response Rates –A credit = 9.9% –B credit = 9.5% –C credit = 8.3% $20 Million New Balances ( 30%+ growth) Retention of 65% of New Balances ($14m) Results

Credit Card Balances Results