Create Subscription-Based Banking Services for Frequent Travelers

image Having just returned from an all-too-short vacation, I continue to believe that banks are missing a lucrative opportunity to help customers reduce their financial anxiety while away from home. Following are the financial travel services I’d love to buy as a package priced at under $10/mo (not including insurance which would likely be sold on as-needed basis).

Travel services not only could be a solid source of fee income, but also put the bank in a great position to sell add-on insurance and credit services to road warriors and frequent travelers. 

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1. Easy-to-set travel flags
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Most travelers have been trained to inform their bank about international travel plans to avoid unnecessary declines. It’s a perfect feature for mobile banking, but many (most) banks still require a tedious phone call to the call center. I’ve written about this before (here and here) and I’m seeing some improvements, though I still had trouble earlier this month with my bank of 20+ years (see note 1 for details). I’d also like to receive an “all clear” notice upon expiration of the flag.

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2. Financial management services
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While spending like crazy on holiday, it would be nice to have the option of seeing a running total of all travel expenses (at least those that weren’t prepaid). That would help us pace ourselves to keep from overspending and/or running out of cash before before we get home. Ideally, it would be nice to set up the “vacation ticker” at the same time we set the travel flag (see #1). The info should also be emailed/texted to travelers at the start of each day.

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3. Personal trip journal
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There are already some great services for managing reimbursable expenses on the road such as Expensify. But I want the same thing for personal travel. Sure, my perfect self would keep a neat journal of all the cool places where we visited and dined. But realistically, that’s just not going to happen. But I’d love my card app to help me keep a “spending journal” that would be a good substitute. As each expense occurred, the app would prompt me to snap a photo and/or jot down a few words to annotate each expense as they happened. And the bank would store these “travel journals” within secure online/mobile banking for the life of the account, thereby creating a powerful retention tool. 

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4. Special travel service reps (concierge)
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Normal customer service reps aren’t always that savvy on the nuances of card usage while on the road, especially overseas trips (case in point, see #1). Provide a special email/text/phone number to “financial travel specialists” to get questions answered and problems resolved.

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5. Convenient travel insurance that covers financial transaction
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Not all the opportunities are around spending. There are important avenues of risk reduction available to savvy FIs. Due to a previous bad experience, I’m always a bit concerned about the safety of my personal belongings on the road. So, I’d like to buy travel insurance that covers:
— My personal belongings at the hotel or on my person (includes lost luggage)
— Details re: fraudulent use of my card 
— Rental cars’ damage (not covered by my existing auto policy)

And the whole area of travel interruption is another possible avenue (see previous post).

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BONUS: Chip-and-PIN prepaid cards for USA cardholders traveling abroad
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Last week, I was that guy at the A9 toll booth making everyone back up to get over to the cash lane since none of my U.S. cards would work in the card reader (though they had worked earlier in the day). This included my fancy new BofA chip-and-signature card. We had more trouble than ever with U.S. credit cards in our latest trip across the Atlantic. So, please U.S. card issuers, sell me a prepaid card that really works in Europe. I’d pay a $100 fee (at least) just to avoid another toll-booth incident.

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Note:
1. I called my bank from the airport departure lounge to inform them I’d be using their ATM/debit card in Europe. The CSR insisted that I had to provide the last 4-digits of my checking account number before she could place a travel notice on my account. Since I was sitting at the airport without that info, we were at a standstill. Only after I asked for a supervisor did she come back and agree to do it for me.

Bank Opportunity: Online/Mobile Travel Insurance Sales

imageWhen your core business has been around for hundreds of years, it’s harder to find new sources of revenue. One area ripe for expansion at many banks is insurance. Wells Fargo, for example, put more emphasis on the area by separating insurance from investments in its June 8, 2013, homepage remodel. See our full insurance report for more info on the market size and opportunities for banks.

While auto, life, health and home are the biggest in terms of overall premiums, they are also highly competitive with hundreds of thousands of established sales agents in the U.S. alone. But dozens of niche insurance-markets exist that might make it easier to find a foothold.

Take travel insurance.

You’ve seen these policies pitched when you are checking out at Expedia or other travel sites. While it’s tough to compete with the convenience of buying during the travel-booking process, financial institutions still have an advantage that Expedia doesn’t: Trust.

I’ve been using Expedia for 15 years and have booked 100+ trips there with few problems. So I trust them with travel arrangements. But does that trust extend to insuring my travel? Not so much. It’s hard to understand exactly what is included/excluded in their insurance upsells. And the one-size-fits-all approach rarely covers what I’m looking for in travel insurance (which is “no questions asked” cancellation). And often I’m exhausted after making complicated travel arrangements and have no energy left to figure out whether their insurance makes sense.

I’d much rather purchase a policy from a trusted source where I can get answers to specific questions, review policies after the fact, and be able to come back year after year for consistent choices. And since I don’t have a direct relationship with an insurance carrier (everything is bought through a small broker), I would be very interested in buying from my bank.

imageI’m not sure how many U.S. financial institutions offer travel insurance, but I suspect it’s a small number. But there is one major player with a comprehensive travel insurance offering, BB&T (see screenshots below).

Getting a quote is easy. You simply tell the bank how many travelers you have, their age, travel date and cost. Within seconds, three options are presented (screenshot #1) covering basic trip interruption to one that covers medical evacuation and much more (screenshot #2, note 2). It even allows you to upgrade to “cancel for any reason” for a reasonable additional fee ($63 per person for my hypothetical $3,000 per person trip).

Actually buying the insurance requires a few more fields to be completed (see screenshot #3). But at that point, I already know that it’s worth my while and am not put off by additional data entry. And if I was already logged in, these fields should mostly be prefilled.

Bottom line: With a captive audience of authenticated online and mobile users, banks and credit unions could be the biggest providers of travel insurance. And with the added advantage of seeing travel-reservation charges appearing on debit and credit cards, you can cross-sell the service while the trip-reservation process is still fresh in the customers’ mind. 

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1. BB&T produces three options for travelers (24 June 2013)
Notes:
1. Live Chat option in lower right
2. Total cost shown for two travelers going on a $3,000 trip that begins 60 days from now

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2. Detailed coverage of BB&T Deluxe Protection Plan

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3. Complete application for each traveler

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4. BB&T is one of a few financial institutions to include “insurance” as a primary navigation item

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Notes:
1. See our full Online Banking Report on “Banks in Insurance” here (Dec 2011, subscription)
2. To earn my business, I’d want to mix and match some of these benefits. The policy I want is basic interruption, but with the ability to cancel for any reason and with a deductible to bring the premium down.   
3. Picture credit: 1938 vintage travel poster at eBay

Service: The Value of a Search Box within Online Banking for the DIY Crowd

image I’ve always disliked toll-free (telephone) customer service. You have to find the number, identify yourself repeatedly, choose from confusing categories, then wait on hold until you finally get the honor of pleading your sorry case to someone who has all the power. I usually end up feeling like an idiot or a third grader asking for a bathroom pass.

Before the Internet, call center service was a necessary evil. Going forward, let’s get rid of it. Self-service, whether completely automated or “guided” by real humans, saves money, and done right, can be a more satisfying customer experience.

Back to my sample of one. When I have a question, I always look for the webform, email address, or even the live chat button; anything that keeps me from dialing 1-800-IMAFOOL.

But when you want to do something at your bank that’s relatively complicated, such as investigate a suspicious charge, change your credit limit, etc., it can be difficult to figure out how to do that on your own. That’s why I like Capital One’s “Ask a question…” box in the middle-right of all its credit card management pages (see first screenshot).

Today, I wanted to tell the bank I might be using its card internationally. I was already logged in to pay my bill, so I simply typed “travel” in the right-hand box (see first screenshot) and a link to the correct online form was delivered in the “answers” section (see second screenshot). It worked just like I expected.

So kudos to Capital One for making it easy to navigate to the right page, and more importantly, handling the entire travel notification process online. Of course, I’d prefer the bank just tracked me automatically via GPS (note 2), but we’ll get back to that another time.  

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Capital One aids do-it-yourselfers with a prominent search box on every page (28 Jan 2012)

Capital One main account page with "site search" box

Search results for “travel”

Capital One site search results for "Travel"

Notes:
1. Western Electric ad from 1959 (from eBay)
2. At FinovateEurope next week, one of the presenting companies, Finsphere, offers just such a technology. Capital One, you should give them a call.

Notifying Card Issuers that You Are Out of the Country

image We were lucky enough to take a quick trip to Europe this summer and one of the many rituals of modern travel is convincing your card issuers not to block international transactions. The conventional wisdom is to notify issuers in advance. While not an absolute necessity, it is said to improve your odds.

The process is very straightforward. All the bank needs is your travel dates and where you are visiting. However, it is tedious over the phone due to redundant authentication requirements.

Consequently, it’s an ideal service to automate with online, or even better, mobile form. I wrote about it the last time I traveled. But this time I put a clock on the process, just to see exactly how much time was wasted, for both the consumer and bank, on the phone. 

Summary: It took about 1 minute per card to register online at Capital One and Chase. Over the phone, it took 6.5 minutes at Wells Fargo and 9.5 at U.S. Bank. No one has it in their mobile app yet (see details below).   

I realize that online travel notifications are not a high priority these days. But, it’s such a win-win service, I wish more banks offered it. However, the real end game is to build automatic location notification into mobile-banking apps. Even if customers won’t agree to being tracked 24/7, there could be a button in the app that users press to submit their GPS location whenever they land in a new city or country. 

That gives customers total control, but makes it super easy for them to communicate. And it gives you a highly  secure method of knowing your customers are in the same location as their card. 
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Capital One: Online — 2 minutes to register 2 cards (see screenshots in previous post)
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Luckily, Capital One, my go-to card abroad with no international transaction fee, has an online form to do this. It’s not easy to find, but I’d written about it before so I knew roughly where to look. The form is a little convoluted; if traveling to multiple countries, you have to keep pressing “add another destination,” but it took less than a minute to add the five countries were we passing through.

I have Capital One personal and business cards which are integrated into the same online banking platform. But unfortunately, you have to do each card separately, so total time expended, including login, was about 2 minutes.

Capital One gets extra credit for sending me an email on my scheduled departure day asking me whether I needed anything and providing their international call-center instructions. _________________________________________________________________________________

Chase Bank: Online — less than 1 minute for 2 cards (see screenshot in previous post)
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I couldn’t remember whether Chase had an online option, so I logged in, didn’t see it on the right-hand column of common links. So I went to customer service and found it on the list of available tasks. The form was super-easy; I could do both of my cards at once and just free-form input the countries. Total form-completion time was under 10 seconds, but if counting login and function-search, it took just under a minute. __________________________________________________________________________________

U.S. Bank: Phone: 9.5 minutes on phone + 2 minutes searching online for 1 debit card (with 2 different account numbers)
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I first checked online to see if travel notifications had been added since the last time I checked. No such luck, so about 2 minutes were wasted. Because we needed ATM access abroad, we had to have this card working, so I reluctantly called the 800 number on a Friday evening, and was told that wait times were approx 4 minutes. I think they were only half that, but it still took me a full 9.5 minutes to get my ATM cards registered. About one minute of that was spent finding my wife’s debit card, which I now know has a different number than mine.

Why the agent couldn’t handle both ATM cards from a joint account without needing the other number is beyond me, but he insisted.

Total time expended was 2 minutes online and 9.5 on the phone: 11.5 minutes total.

Extra credit goes to the U.S. Bank agent who activated my new debit card that had recently come in the mail. My old card would have expired during the trip.  
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Wells Fargo: Phone: 6.5 minutes on the phone + 2 minutes searching online for 1 card
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My wife carries a Wells card at all times, so usually she handles travel notifications. But since I was already on a roll, I took on the task. Although I didn’t recall ever seeing it, I assumed Wells would have an online option, but after a search of the site, I found that my hunch was wrong and that I’d wasted a few minutes.

I called the 800 number and was able to complete the process in about 6.5 minutes. Much of that time was spent listening to menu choices and current balance info (which I didn’t want). Had I known how to skip through the menus, it would have taken only about 3 minutes. The agent was friendly and efficient, although she twice asked if she could also activate my debit card even though I don’t have a checking account there. But I appreciate that she was trying to be thorough. ___________________________________________________________________________________

Bank of America: Phone — 2 minutes, 0 cards
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I was going to take my Bank of America card along, but after searching customer service I could not find an online form to complete, so I decided to leave it at home. Score 1 for the more online-savvy approach at its competitors.

Set Travel Notifications Online at Capital One and Chase Bank

image Since I’m about to cross the Atlantic for our FinovateEurope conference, I wanted to warn my card issuers that they’ll soon be seeing unusual charges. Luckily, two of my issuers now allow customers to handle that online, saving time and money for the bank and me. Thank-you Capital One and Chase Bank (see screenshots below).

However, I was only batting .250 since six did not offer an online option (at least not for my account types): American Express, Bank of America, Citibank, Discover, US Bank and Wells Fargo.

Bottom line: In the not-to-distant future, this manual process will be rendered moot, because my issuers will know where I am via mobile phone GPS (see Finsphere posts). But until then, I appreciate the time savings of the online option and am more likely to use these two cards because of it.

Capital One “Set Travel Notification” link within Customer Service area (25 Jan. 2010)

Capital One "Set Travel Notification" within Customer Service Area

Capital One’s Set Travel Notification form

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Chase Bank’s Travel Notification Form within Customer Center

Chase Bank's Travel Notification Form within Customer Service

Chase Bank’s Travel Notification Form

Chase Bank's Travel Notification Form