EMV Acceptance Sales Trainingbpmv2 (2)

EMV Acceptance Training

July, 2015Raymond Moorman, Director of Product

Agnes Sokol, Product Marketing Manager

© 2015 Vantiv, LLC. All rights reserved.

© 2015 Vantiv, LLC. All rights reserved.Vantiv Companies

Agenda

• The EMV Story

• Why merchants need EMV

• What is EMV?

• Understanding EMV within Merchant Risk Profile

• Understanding the liability shift

• How it works

• Upgrading to EMV

• Implementation Options

• Featured Collateral

• Featured Sales Tools

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© 2015 Vantiv, LLC. All rights reserved.© 2015 Vantiv, LLC. All rights reserved.3Vantiv Companies

The U.S. Has A Major Fraud Problem• Since almost all other commercial markets in the world converted to the EMV

standard, the U.S. has been under siege by fraudsters.

• 62% of companies in the US were subject to Payments Fraud in 2014¹

• The U.K. has seen payment card fraud losses drop 36% since the country adopted EMV in 2001 ²

• In 2011 $1.15 billion of the total $1.35 billion in debt card fraud losses (85%) stemmed from signature debit card transactions.³

• • 62% of total fraud is in-person, up from 58% year before— this is primarily caused by fraudulent transactions at POS 4

*Mercury, June 2015 *Nilson Report, August 2013. *Craig Jones, UK Card Association, BBC Radio Wake Up To Money, May 20, 2013 *Lexis Nexis, September 2013


What Do Merchants Needs When it Comes To Fraud?

• Protection from chargeback liability for losses from fraudulent transactions• A way to stop counterfeit and fraudulent card transactions at the POS• A way to reduce chargeback liability• To be perceived by customers as providing a secure POS

experience


Merchant Risk ProfileP2P – protects data in transit

Tokenization– protects data at rest

EMV – protects the issuer

Without all 3 the risk increases to our customer

Brendan Miller

Not sure what this means

© 2015 Vantiv, LLC. All rights reserved.© 2015 Vantiv, LLC. All rights reserved.Vantiv Companies

What is EMV?

• EMV helps prevent fraud. Chip cards produce a one time code with every transaction, making it nearly impossible to counterfeit.

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U.S. Liability Shift • Visa, MasterCard, Discover and American Express will

implement a liability shift effective October 2015.• Merchants who have not made the investment in chip-enabled

technology may be held liable for card-present fraud.

.


Liability Shift Scenarios • Rule of thumb – liability will shift to the least

secure party in the transaction

• Chip+SIG support will shift liability for card present counterfeit card fraud

• Chip+PIN would also cover Lost+Stolen, which exception of Visa


U.S. Market EMV Timeline

“More than $11 billion was reported stolen due to credit and debit card fraud in 2013, up from $8 billion 2012…”

-Javelin Strategy and Research 2014 Identity Fraud Report

April 1, 2013 Acquirer processors were required to support merchant acceptance of chip transactions.

October 1, 2015 Liability will shift to merchants for counterfeit fraud card-present POS transactions if the merchant does not have an EMV-enabled POS device

October 1, 2017 Liability shift takes effect for transactions generated from automated fuel dispensers

Key dates

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Key Features and Benefits of EMV Acceptance• Reduce risk of counterfeit, lost or stolen card fraud• Reduce card skimming at the point of sale• Accept foreign cards that are already EMV enabled• Help keep your customer protected• Improve Customer Experience at the POS• Future-proof your POS by supporting emerging payment technologies


An EMV Transaction: 4 Easy Steps

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Insert your card into the terminal facing up and chip-end first.

Follow the on-screen prompts.

To help ensure only an authorized user has your card, you may be required to enter a PIN or sign the receipt.

Remove your card when prompted.

Do not remove the card until the transaction is complete or the transaction will be canceled.


Upgrading to EMV Merchants can get started with chip cards and contactless capable payment devices by working with theirresellers and POS software providers to implement the best upgrade solutions for their business.


EMV Implementation Options


Implementation Planning Implementing EMV may require many changes:• Hardware• Application software• Business and operational processes• Merchant associate and customer checkout experience

A successful implementation requires:• Partnership with your vendors• EMV subject matter expertise• Associate and cardholder education


EMV Collateral Awareness:•Short Guide: 5 Reasons You Should Upgrade to EMV Acceptance •Infographic•EMV 101 video•Customer experience video


EMV Collateral Consideration: • Semi-integrated One Sheet• EMV Whitepaper • EMV articles • External FAQ


EMV Collateral Decision: • Customer Tool -Back Office • Customer Tool -Front Office


EMV Collateral Merchant Training Kit: • Signage• Flyers• Payment guide• One-sheet• Glossary


Sales Tools

Prospecting:• EMV Talk track• QRG

Qualifying:•Email samples – series of 3 •FAQs


SalesZonehttps://sales.vantiv.com

Marketing collateral

Where to find EMV materials?


Take the EMV Challenge! Take the EMV quiz now available on

ClassMarker, get 90% or higher on the first try and get a Starbuck’s gift card!

The EMV quiz can be found here: https://www.classmarker.com/online-test/start/?quiz=qx4558c27ccece7b

https://www.classmarker.com/online-test/start/?quiz=qx4558c27ccece7b

https://www.classmarker.com/online-test/start/?quiz=qx4558c27ccece7b


Thank You!

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EMV Acceptance Sales Trainingbpmv2 (2)

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