The Most Important Strategic Decision
CUs Can Make
Ron Shevlin, Senior Analyst at Aite Group.
• The old business model is dead. Few consumers actively manage their finances. Only 20% are actively engaged (32% of gen Y). Return on equity has been going down from 17% in 1985 to nominal amounts today, and CU income has declined in 2011 and 2012. The Debanked are mainstream consumers who have opted out of the banking system, and 15 million people have left or will.
• The death of Checking Accounts. First time checking accounts are no longer a given for someone starting out. GenY just assumes checking account is misnamed. The percentage of monthly payments made by check went from 61% to 30%. One person bought his last 3 cars on ebay.
• Debit card usage is responsible for 41% of overdrafts volume. The average household is paying $341/year in overdraft fees (which means some HH are paying a lot more.) Is it worth switching to prepaid accounts? 8 out of 10 people would lose money, but 18% would save money.
• Movenbank’s concept of “Cred” is about debit worthiness. As your “Cred” score improves, you move from prepaid, to overdraft options, to more benefits, all on the same account. (Too bad they came up with the idea first – CRED Unions has possibilities.)
• Credit unions should consider a separation of production and distribution. Levis are sold at different stores all over the place. Why can’t financial products be branded and sold everywhere?
• CUs have the opportunity to move to foresight/insight instead of oversight. PFM software is about oversight. FPM (Financial Performance Management) is about insight.
• There are 6 pages of finance apps in the Apple store that start with the letter A. Credit unions could direct members to the best of those, and make money off that sale. Any app can tell the consumer what a pair of shoes cost, but not every app can help them decide if they can afford it, whether they should buy it on debit or credit, are there better deals, what did others pay for them? This is where CUs can make money, by providing something they can’t do without, not by collecting overdraft fees.
• The bank of the future will be a supermarket or Nordstroms/Macy’s with variety of products. Credit unions need to switch from managing transactions to expertise, and provide decision support. Stay vendor neutral and just make the sale.
Read more on Sips from CUWCS, Part 3…