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WINCOR NIXDORFWINCOR NIXDORFManaging Cash at the Forecourt
New ways to reduce cost and risk, whilst optimizing cash handling
Horst von WelsVice President Wincor Nixdorf International GmbHHead of Service Stations International
March 1, 2011
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 2
1. Market requirements
Agenda
2. Case Study: Cash at Service Stations
An innovative business model
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 3
Cash Cycle Management™ Solutions
Cash Handling Today
of all payment transactions worldwide
are made with cash
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 4
Cash Cycle Management™ Solutions
Cash Handling Today
Annual cost of cash handling
Source: McKinsey Global Payment Map
300bnUSD
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 5
Cash Cycle Management™ Solutions
Cash Handling Today
Central Bank Cash Center
BankRetailer CiT
Where do costs occur?
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 6
Cash Cycle Management™ SolutionsCustomer demands
Store staff involved in non-productive
cash handling
“Risk Management” through multiple CiT
contracts
Multiple number of ► software solutions
► involved parties
► manual interfaces
Cost reduction Security
Transparency Process optimization
Where is my cash?
Lack of information about cash position
and amount
No "real-time" monitoring of the complete
cash cycle
High labor time & costs in cash handling
High cash stock
Manual, recurring processes
Robberies
Inventory differences
Cash losses
Risk management
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 7
1. Market requirements
Agenda
2. Case Study: Cash at Service Stations
An innovative business model
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 8
Postbank / Shell motivation
The solution: Integrated Cash Management (ICM)
Experiences and outlook
Brief introduction to Postbank / Shell
Cash at Service StationsAgenda
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 9
One of Germany's biggest retail banks
14.2 million active customers
(No. 1 in Germany)
Around 21,000 employees plus over 4,000
mobile consultants
Leading provider of core products for the
retail and business customer segment
Leader in online and telephone banking,
most widely used online service
Leading partnerships with retail enterprises
(Tchibo, McPaper, etc.)
Deutsche Postbank AG –Brief introduction
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 10
2009
2007
19..
1990
Deutsche Postbank AG –Brief introduction
Postbank - The retail bank
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 11
A global energy company
Shell Deutschland -Brief introduction
Operates in 110 countries around the globe
- 45,000 service stations worldwide
-102,000 employees worldwide
In Germany since 1902
- 2,193 service stations in Germany
- Natural gas marketing
- Processing of MÖ-products
- Petrochemistry
- Research and development
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 12
Service Station attendant servicesICM
Shell Deutschland -Innovations in the service station market
Customer loyalty program
Fuel product development
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 13
The catchment area for a dispenser is determined by customers' travel time, not by the distance in km
Analysis based on distance from / travel time for customers to the
cash point, taking customer preferences into account
Distance analysis
Translate distance preferences between home and
cash points into travel time
Define three residence and travel zones
Determine catchment areas based on the road
network, considering specific traffic features (e.g. traffic
flows, speed limits)
4 min.
6 min.
8 min.
Dense
Average
Sparse
Preference range
for travel timePopulation density
PB customer within catchment area
PB customer outside catchment area
Location
Legend
Postbank customer
Catchment area independent of
residency (based on road network)
Catchment area
(basis: kilometer radius)
Geoanalysis makes it possible to evaluate
location decisions in relation to customer
coverage
The "optimal" place for cash? Postbank motivation
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 14
Daily debit
posting
Customer
pays in cash
Bank branch
- Shift accounting
- Daily accounts
- Count cash
Cash in transit
and deposit
Cash pick-up at service stationsShell motivation
Risk of
robbery
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 15
Cash pick-up at service stationsThe vision
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 16
Daily transaction data
Info about cash level
Cash continuance
Daily debit
posting
Customer
Integrated Cash Management (ICM)The solution
partner
of Shell
Cash
Monetary disposal
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 17
Integrated Cash ManagementPresenting the Technical Solution
Shell
Service station terminal
DSL connection
Pin pad
iCash 50
iCash 15
Control PC
Partner
account
Journals
Conventional till
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 18
An ATM installation is simply not a
viable proposition in some locations.
ATM plus parking lot
spells convenience.
An attended ATM can
convey a feeling of security.
Bank customers can
use "fresh" cash to pay
immediately
Do bank customers
withdraw cash every
time they fill up their
cars?
Cashiers and
customers are
used to handling
cards and cash.
Integrated Cash Management (ICM)Benefits for retailers
Benefits for the
bank partner
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 19
Maximum security - minimum
risk of robbery.
Lower costs for
cash handling/
saves time.
Reduction in POS
discrepancies - audit
compliance.
Convenience concept for
consumers – 56% of users
would like an ATM at the
service station.
More time for winning
customers and active
selling.
Extended shop
business
hours.
Integrated Cash Management (ICM)Certainly for the bank customer?
Benefits for the
service station
partner
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 20
20092008
Q4 Q2 Q3 Q4 Q1Q1
ICM MasterplanStatus quo
500
1.000
1.300
Spread with ICM
Number of installations
1+4+5
12/08 06/09
Cash
Management
Pilot
Design / Build
Schedule
2010
End of Rollout
= cash withdrawal only for PB customers
= cash withdrawal also to other bank customer
= no cash withdrawal
Q2
Project initializationEnd of design /
build phase
+10+30
Rollout
ZKA license
1300
06 / 09 - 09 / 09
09 / 09 Ende 06.2010
06/2010Dec-4 Jun-1 Oct-6
09/09 06/10
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 21
Marketing cooperationCommunication for Postbank customers
ATM finder on the Internet (new section for Shell stations)
Postal mailing with individual map of stations in the vicinity
Handout placed in Postbank branches
Information enclosed with new Girocard
News box in online banking
iPhone application "Cash withdrawal finder"
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 22
Marketing cooperationCommunication for Shell service stations
Forecourt display
Door sticker
POS sticker
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 23
Development of an innovative POS system that
has rolled out for the first time in Germany
Successful first ZKA (Zentraler Kreditausschuss)
approval obtained for an attended cash dispenser
in Germany
Highly positive response to the Shell Postbank
cooperation in the media
Great interest shown by other companies
(service stations, retail)
Outstanding innovation project from Shell and
Postbank this year and next year
A Success Story
| Horst von Wels | 01.03.2011 | © Wincor Nixdorf International GmbH 24
Wincor NixdorfService Stations International
Thank You
For Your Attention