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Retailer Payments, Banking, Insurance and Assistance in Germany investigates the market for financial services organised by over 200 major retail brands in Germany. As well as examining their initiatives in payment cards, banking products, insurance and assistance, the study also examines their involvement in proprietary and coalition loyalty programs, and details the online payment mechanisms accepted by those with an online sales capability. Among other data points, the report and PartnerBASE™ dataset that accompanies it embrace the following information about the retailers covered:

- whether they offer their own credit, debit or prepaid cards and, if so, the card issuers that they work with in this context if they do not issue the cards themselves;

- whether they are linked to one or more loyalty programs and, if so, whether these are proprietary or coalition schemes;

- whether they make non-card point-of-sale finance available to their customers and, if so, the finance providers that they employ for this purpose;

- whether they promote mainstream banking products such as general-purpose personal loans, mortgages and savings accounts and, if so, the partners that they co-operate with;

- whether they distribute accident, dental, health, household, life, motor, pet or travel insurance, or any kind of assistance services and, if so, the insurance or assistance providers used;

- for retail brands with an online sales capability, the payment means and providers that they accept for online purchases with consideration of payment cards, online accounts, mobile payments, bank transfers and other online payment options.

The report and PartnerBASE™ dataset can be used in the following ways:

- to gain access to a comprehensive source of information that provides detailed insights into the involvement of major retail brands in Germany in payments, banking, insurance and assistance;

- to monitor the activity of key competitors in retailer financial services including Commerz Finanz, Hanseatic Bank, IKANO Bank, PayPal and Santander Consumer Bank;

- to understand the potential in Germany for converting proprietary retailer loyalty cards and coalition loyalty schemes into fully-fledged payment cards;

- to evaluate the extent to which consolidation among conventional banks is opening up opportunities for new retailer banks to emerge as ‘consumer champions';

- to appreciate the range of online payment choices open to consumers in Germany who buy products and services through the websites of major retail groups.

Table Of Contents

Retailer Payments, Banking, Insurance and Assistance in Germany
TABLE OF CONTENTS

0.0 EXECUTIVE SUMMARY 1

1.0 INTRODUCTION 3

What is this report about? 3
Rationale 3
In many countries, consumers are tending to gravitate to larger retailers and to buy more online 3
which throws up new opportunities in payments, banking, insurance and assistance 3
Methodology 4
Survey of retailers 4
The survey's scope covers 211 important retail brands grouped across ten categories 4
Definitions 5
Payment, banking, insurance and assistance products and services 5
Operating models 7
Weighted shares 7
PartnerBASE 7
Finaccord 8

2.0 MARKET ANALYSIS 9

Introduction 9
Retailer payment cards 10
Credit, debit and prepaid cards 10
Just over 20% of major retail brands in Germany offer a co-branded or private label payment card 10
with over half relying upon internal provision or captive or joint venture partnerships 10
Commerz Finanz, Hanseatic Bank and Santander Consumer Bank hold the most relationships 10
with Landesbank Berlin limited to just one, albeit an important one 11
Almost all fuel retailers rely upon internal provision for the management of their payment cards 12
On both unweighted and weighted terms, Commerz Finanz is ranked first among card issuers 12
Nearly a half of retailer cards run on private payment networks in Germany… 14
…with the three main open-loop networks gaining the most via weighting 14
Fuel retail brands are most likely to have introduced their own payment card 14
… with brands operating an offline-only distribution model also above the average 14
Gift cards 17
Just over 40% of major German retailers offer a stored-value gift card 17
with initiatives for these products visible across all retailer categories 17
Retailer loyalty programs 19
Just over 60% of retail brands surveyed participate in a loyalty program of one sort or another 19
Supermarket brands are least likely to adhere to a loyalty program 19
Proprietary loyalty programs 21
Just under a third of major retail chains in Germany have launched their own proprietary loyalty scheme 21
Coalition loyalty programs 21
Five coalition loyalty programs are adhered to by retailers in Germany 21
Bertelsmann Group operates two separate loyalty programs in Germany 21
although PAYBACK has more members than both combined 22
Consumer finance 22
Provision rates for point-of-sale finance are nearly twice those for credit cards 22
…with many of the same firms offering both payment cards and consumer finance 23
Following Santander Consumer Bank, Commerz Finanz has the next most partnerships… 23
…although Hanseatic Bank is active both as an external partner and as a joint venture partner 23
Seven retailers reportedly fund and manage their own consumer finance schemes 23
The duo of Billpay and net-m privatbank 1891 collaborate with a number of online brands 23
The strength of Hanseatic Bank's joint venture partnerships makes it the sector leader in weighted terms 24
Retailers in the DIY / furniture / home category feature the highest provision rate for consumer finance 26
Banking products 28
Overview 28
Only three retailer brands in Germany offer mainstream banking products to their customers 28
Personal loans, mortgages and savings accounts 28
all of which market general-purpose personal loans 28
International payments / remittances 30
Insurance and assistance 31
Eight major retail chains in Germany promote mainstream forms of insurance of the type researched 31
Most insurance distribution partnerships among retailers are organised through a captive broker 31
By weighted share of partnerships, ERGODirekt emerges as a likely leader in retailer insurance 32
Supermarket brands are most likely to have diversified into insurance 34
Consumer research data illustrates the extent to which retailers are making headway in insurance 35
Online payments 36
Acceptance rates 36
Direct bank transfers are second only to payment cards by frequency of acceptance 36
Payment cards 37
Eight different payment card brands enjoy online acceptance among major retailers in Germany 37
Online accounts 38
As the sole online account found in Germany, PayPal features wide acceptance 38
Every category of retailer features some degree of acceptance of online accounts for payments 39
Mobile payments 40
Bank transfers 40
Direct bank transfers enjoy notably high acceptance rates overall 40
Other methods of online payment 41
Some retail brands also accept payments on delivery (COD) or payments after invoice 41

3.0 APPENDIX 42

Major captives and joint ventures 42



LIST OF GRAPHICS / TABLES

0.0 EXECUTIVE SUMMARY 1

Provision rates for key payment, banking, insurance and assistance products, adherence rates for loyalty schemes and online payment product acceptance rates among retailers in Germany, 2013 2

1.0 INTRODUCTION 3

Retailers researched in Germany, segmented by category, 2013 4
Retailers researched in Germany segmented by distribution model, 2013 5

2.0 MARKET ANALYSIS 9

Provision rate for payment cards by retailers in Germany, 2013 10
Retailer payment cards in Germany: provision rate and operating models, 2013 11
Retailer payment cards in Germany: unweighted and weighted issuer share of partnerships, 2013 13
Retailer payment cards in Germany: unweighted and weighted network share of partnerships, 2013 15
Provision of retailer payment cards by retailer category and distribution model in Germany, 2013 16
Provision of retailer gift cards by retailer category and distribution model in Germany, 2013 18
Retailer loyalty programs in Germany: provision rates, program types and links to payment and other cards, 2013 19
Provision of or involvement in loyalty programs by retailer category and distribution model in Germany, 2013 20
Coalition loyalty programs in Germany: unweighted share of retailer brand members, 2013 22
Retailer consumer finance in Germany: provision rate and operating models, 2013 24
Retailer consumer finance in Germany: unweighted and weighted provider share of partnerships, 2013 25
Provision of retailer consumer finance by retailer category and distribution model in Germany, 2013 27
Retailer provision of other banking products and services in Germany, 2013 28
Retailer personal loans, mortgages and savings accounts in Germany: provision and operating models, 2013 29
Retailer personal loans, mortgages and savings accounts in Germany: unweighted and weighted provider share of partnerships, 2013 30
Retailer insurance and assistance in Germany: provision by type of insurance, 2013 31
Retailer insurance and assistance in Germany: provision and operating models, 2013 32
Retailer insurance and assistance in Germany: unweighted and weighted provider share of partnerships, 2013 33
Provision of insurance and assistance by retailer category and distribution model in Germany, 2013 35
Retailer online payment acceptance in Germany: acceptance rates by payment type, 2013 36
Payment cards accepted as an online payment mechanism by retailers in Germany: unweighted and weighted network share of acceptance, 2013 37
Online accounts accepted as an online payment mechanism by retailers in Germany: unweighted and weighted provider share of acceptance, 2013 38
Acceptance of online accounts as an online payment mechanism by retailer category in Germany, 2013 39
Acceptance of direct bank transfers as an online payment mechanism by retailer category in Germany, 2013 40
Acceptance of other types of online payment mechanisms by retailer category in Germany, 2013 41

3.0 APPENDIX 42

Retailer captives and joint ventures in payments, banking, insurance and assistance in Germany: operating models, partners and ownership, 2013 42

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