Creating Profitable RelationshipsGabe Krajicek
CEO
© 2016 Kasasa. All rights reserved. Not for distribution.
Here’s How We Help
Younger, Profitable, Highly Engaged Consumers
Balance Sheet Optimization
Profitable Deposit Growth
Our clients deploy Kasasa to complement their strategies and achieve their goals
© 2016 Kasasa. All rights reserved. Not for distribution.
Our Philosophy: Good ProfitsGood Profits are the Only Sustainable Path to Success
Consumer Benefits FI Benefits
Good Profits
Sta te o f The Indus t ry
Home
© 2016 Kasasa. All rights reserved. Not for distribution.
Consumer Challenge
Oh, I want to buy that
now!
Ah! Another
fee
Let me compare
rates
Need to pay my
bills
Difficult To Acquire Engaged, Young
Consumers
Consumer Expectations For A
Seamless, Meaningful Experience
© 2015 BancVue. All rights reserved. Not for distribution.
Challenging Mega Competition
Large Marketing Budgets
Product Innovation
Research Department
Dedicated Resources
Marketing Expertise
Training Programs
Difficult for community banks to compete
© 2015 BancVue. All rights reserved. Not for distribution.
Banking Product Innovation
© 2015 BancVue. All rights reserved. Not for distribution.
Acquisition Opportunity!Consumers would rather bank with a community financial institution, yet they don’t
Source: Consumer Banking Insights Study, Harris Interactive, 2013
© 2015 BancVue. All rights reserved. Not for distribution.
Product FirstIf Consumers Prefer the Service of CUs, Why Don’t They Bank There?
Source: Consumer Banking Insights Study, Harris Interactive, 2013
Consumers Love Your
Service, But Doubt
Your Products
© 2015 BancVue. All rights reserved. Not for distribution.
Nearly 40% Of MillennialsDon’t Believe You Have The Products They Need
Source: Consumer Banking Insights Study 2014
“The big banks have
money to invest in
technology and IT
departments and people...”
Let ’s Ta lk About Products
© 2016 Kasasa. All rights reserved. Not for distribution.
Offer Products That Consumers Want
Free, No Fees High Interest
Rewards Cash Back
Source: Consumer Banking Insights Study 2015
More Important to Gen Y2x
© 2016 Kasasa. All rights reserved. Not for distribution.
Kasasa Cash
Free Checking
Pays Rewards of
• High Interest
• ATM Fee Refunds
No minimum balance
(If Qualification Criteria are met)
© 2016 Kasasa. All rights reserved. Not for distribution.
Typical Kasasa Cash Structure
QUALIFICATION CRITERIAReceive e-Statements
Access Online Banking
10 Debit card Transactions
© 2015 BancVue. All rights reserved. Not for distribution.
Your Member and Your CU Win Together
Total Balances $52,279,821
Promoted Interest Rate 2.0%
Interest Paid ($52,280)
Cost of Funds 1.2%
Non-Interest Expense ($7,832)
Non-Interest Revenue $119,777
Cost of Deposits (Month) $59,665
Annual Marginal Cash Flow $715,982
Effective Cost of Deposits (1.39%)
© 2015 BancVue. All rights reserved. Not for distribution.
Free Checking Kasasa
Direct Deposit/ACH ~60% 84%
E-Statement ~19% 81%
Online Banking ~32% 81%
Debit Card ~45% 86%
Influence Behaviors To Reduce Expenses
The Power o f Go ld Labe l ing
Home
© 2016 Kasasa. All rights reserved. Not for distribution.
Win The War
Our MissionThis is the Only Thing That Matters at Kasasa
© 2016 Kasasa. All rights reserved. Not for distribution.
I’m frustrated and
exhausted with banking.
I just can’t deal with this
stuff anymore.
Consumer Mindset
1. Offer the products (both online and offline)
2. Offer the personal service
3. Give me a reason to believe
Steps:
© 2015 BancVue. All rights reserved. Not for distribution.
Marketing Scale
$60MM
© 2015 BancVue. All rights reserved. Not for distribution.
The Power of Scale
SMALL
BANK
CREDIT
UNION B
CREDIT
UNION A
© 2015 BancVue. All rights reserved. Not for distribution.
Coopetition Levels The Playing Field
© 2015 BancVue. All rights reserved. Not for distribution.
The Power of Scale
SMALL
BANK
CREDIT
UNION B
CREDIT
UNION A
© 2015 BancVue. All rights reserved. Not for distribution.
The Average American Is
Exposed To 5,000 Marketing
Messages A Day.
How Do You Get Them To
Hear Yours?
Source: Yankelovich Partners Study
© 2015 BancVue. All rights reserved. Not for distribution.
The Power Of Scale
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa. All rights reserved. Not for distribution.
88%Start online when searching
for a banking product
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2015 BancVue. All rights reserved. Not for distribution.
The Power Of A BrandStarbucks & Retailers
© 2015 BancVue. All rights reserved. Not for distribution.
Total DDAs Per Month
Free Checking
+20% REWARDChecking
Results
© 2015 BancVue. All rights reserved. Not for distribution.
New BV Accounts Per Month
REWARDChecking
+60% Kasasa
Results
KASASA Execut ion
Home
Start with the Best
Consumers
© 2015 BancVue. All rights reserved. Not for distribution.
Start with the Best Customers
“Successful Mid-Lifers”Young
“Accumulating Families”Family
“Conservative Matures”Mature
Demo: Singles and couples in their 30s
and 40s with executive jobs. College
educated households who are career
minded and seek social status. Located
in the Second Cities, Exurbs and
Suburbs.
Ave. HH Income: $82,255
Demo: Families living in the Second City
and Suburban areas. This is the home of
the legendary “Soccer Moms” with
activities heavily geared to the kids and
family functions. Take advantage of their
surroundings and do a lot of activities
outdoors.
Ave. HH Income: $92,800
Demo: Empty Nesting Couples over the
age of 55. Living comfortably in older
homes in the Second City and older
Suburban areas. Enjoy routine-based,
upper-middle class lifestyles.
Ave. HH Income: $76,700
© 2015 BancVue. All rights reserved. Not for distribution.
Start with the Best Consumers UNDERSTANDING$YOUR$BEST$$$$$$$PROSPECTIVE$CUSTOMERS$
$$11!
BancVue$
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa by BancVue. All rights reserved. Not for distribution.
Get Noticed
Grab people’s attention with
comprehensive, consumer
research–based messaging
designed to draw in your
target market.
© 2016 Kasasa. All rights reserved. Not for distribution.
Consumers who don’t have an account
with a credit union say its because they
haven’t thought about it, or were
unaware that the credit union existed
Source: Consumer Banking Insights Study 2015
4 10out of
© 2016 Kasasa. All rights reserved. Not for distribution.
Think Omni-Channel
Traditional Marketing
Search Engine Marketing
PR
Targeted 1:1 Direct Mail and e-Mail Programs
Digital Retargeting
Integrated Website Promotions
Incentive-Base Promotions
Social Media Promotions
Grassroots Events Planning
© 2015 BancVue. All rights reserved. Not for distribution.
Good Looking Creative is Not the Point
© 2016 Kasasa. All rights reserved. Not for distribution.
Getting Noticed and Remembered is the Goal!
60%Appeal Seek Out Info
Consider
Opening
Account
Uniqueness Tell OthersCommunicates
Main Message
Pass It On Total
Ask For Kasasa
62%
65%
45%
48%
32%
33%
48%
63%
52%
57%
32%
36%
© 2016 Kasasa by BancVue. All rights reserved. Not for distribution.
Introduce Yourself
Make it easy for people to
learn about who you are,
what you’re about, and what
you can do for them.
© 2016 Kasasa. All rights reserved. Not for distribution.
88%Start online when searching
for a banking product
© 2016 Kasasa. All rights reserved. Not for distribution.
Channel Used To Open Accounts
Javelin August 2015 Digital Banking Report
© 2016 Kasasa. All rights reserved. Not for distribution.
Consumer Preference
Javelin August 2015 Digital Banking Report
70% of consumers who plan to apply for
a checking in 2016 would prefer to do so
in digital channels.
© 2015 Kasasa by BancVue. All rights reserved. Not for distribution.
© 2016 Kasasa. All rights reserved. Not for distribution.
Responsive Design
© 2016 Kasasa by BancVue. All rights reserved. Not for distribution.
Build Relationships
Compel people to action —
in a way that delivers value
to account holders.
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa. All rights reserved. Not for distribution.
© 2016 Kasasa by BancVue. All rights reserved. Not for distribution.
Strengthen
Relationships
Connect account holders with
information, products and
services that they care about at
the moment that it is the most
valuable to them.
© 2016 Kasasa. All rights reserved. Not for distribution.
Of consumers agree that credit unions have
better personal service than the big
national banks.64%
Source: Consumer Banking Insights Study 2015
© 2016 Kasasa. All rights reserved. Not for distribution.
Consumer Are Shopping Around For Other Services
Auto Loans
Brokerage Accounts
Home Mortgage
70%
61%
52%
Source: Banking Reshaped by the Customer. Accenture Study, 2015
© 2016 Kasasa. All rights reserved. Not for distribution.
Consumers Are Open To Receiving More
Value-Add Services
Proactive product
recommendations52%
Source: Banking Reshaped by the Customer. Accenture Study, 2015
© 2015 BancVue. All rights reserved. Not for distribution.
Right Consumer, Product, Time = Good ROI
58
28
9 8 7 6
16
138
19 23 22
36 38
95
-
25
50
75
100
125
Total Deposit Kasasa Checking Money Market IRA CD Savings Total Loan
Up-sell Cross-sell
• 6,300 Mailed
• 149 Deposits for $1.8 Million
• 111 Loans totaling $2.4 Million
© 2016 Kasasa by BancVue. All rights reserved. Not for distribution.
Inspire Fandom
Become a topic of conversation online,
around the water cooler, and at the dinner
table and get the profit that comes with it.
© 2016 BancVue. All rights reserved. Not for distribution.
90%
Positive Experiences For Ongoing Acquisition
Source: PWC Insights for the US Retail Industry 2011
of consumers are willing to
recommend after a
positive experience
© 2016 Kasasa. All rights reserved. Not for distribution.
Consider 2 friends, Glen and Marie
Glen has a Kasasa account with you.
Marie banks with a megabank.
© 2016 Kasasa. All rights reserved. Not for distribution.
Glen gets his unique link and clicks to
share it on Facebook.
© 2016 Kasasa. All rights reserved. Not for distribution.
Marie clicks Glen’s link and lands on
your site. She learns about Kasasa.
© 2016 Kasasa. All rights reserved. Not for distribution.
Marie enters her email and decides to
open her Kasasa account online.
© 2016 Kasasa. All rights reserved. Not for distribution.
Marie and Glen are both emailed a
$50 Amazon.com Gift Card!
© 2016 Kasasa. All rights reserved. Not for distribution.
Now, Glen and Marie both Kasasa!
Next time you send out a Share invitation,
both Glen and Marie will be included.
© 2016 BancVue. All rights reserved. Not for distribution.
For Copy o f Presenta t ion :
Text Your
Name, F I , & Emai l Address to :
615 .498.3653
or Emai l :
Gabr ie [email protected]
Home