september 2004verifone confidential1 a success story from greece panos halkias sales director...

VeriFone ConfidentialSeptember 2004 1

A Success Story A Success Story from Greecefrom Greece

Panos HalkiasSales DirectorPrintec Group

[email protected]

About Printec Group


Printec History & Evolution 1988:1988: Establishment of Printec Greece Establishment of Printec Greece

1992:1992: Establishment of Printec Bulgaria Establishment of Printec Bulgaria

1995:1995: Establishment of Printec Cyprus Establishment of Printec Cyprus

1999:1999: Acquisition of NCR’s business entities & operations in Slovenia, Acquisition of NCR’s business entities & operations in Slovenia,

Slovakia, Croatia and Romania; NCR distribution rights for the BalkansSlovakia, Croatia and Romania; NCR distribution rights for the Balkans

2002:2002: Establishment in Serbia, (Printec representative office) Establishment in Serbia, (Printec representative office)

2004:2004: Establishment of Printec Bosnia and Printec Serbia. Establishment of Printec Bosnia and Printec Serbia.

2005:2005: Establishment of Printec Albania Establishment of Printec Albania


Market Footprint

Printec Branches Printec Branches

Printec Partners Printec Partners


Group Human Resources

340 Employees – January 2006


Group Financial Data

8.33 10.56 12.53

29.433.7 31.7

43

55

74

0

10

20

30

40

50

60

70

80

199719981999200020012002200320042005

(in million Euro)

Annual Turnover 1997-2005


Group Products & Solutions

Transaction Automation• E-payment Systems

• Branch Automation

• Banking Software

• Card Applications

Integrated IT Solutions

Secure Document Printing Solutions


Transaction Automation – Partners

Chip VendorProgram Member

Chip ConsultancyUpdate Program

Member


A long history with Verifone

Printec has been one of the first VFI partners in the region, more than 15 years relationship

Have been through good times (Tranz 460) and bad times (HP) together

After 2000, we expanded cooperation to all Balkan markets and built a strong market share together


Verifone & Printec

Today, together, we are the undisputed market leader in our region, increasing our market share every year, although Eastern Europe is a key emerging market where everyone focuses

Indicative data:• 65%+ market share in Greece (120.000+ terminals)• 85%+ market share in Bulgaria (20.000+ terminals )• 90%+ market share in Cyprus (15.000+ terminals)• 50%+ market share in Romania (20.000 + terminals)

Several successful launches of new products:• 3750• Vx510• Vx610 etc

Latest success story: National Bank of Greece

“ggoo National” project


The customer

National Bank of Greece is the largest bank in Greece

Network of 750 branches

Leading bank in card issuing and card acquiring

Strong presence in Eastern Europe countries

Recently announced the acquisition of Finansbank in Turkey, for a reported 4.5 bill. Euro amount

Good Printec customer for many years, however the bank has traditionally been on a dual vendor policy regarding POS terminals (Verifone and Axalto)

http://www.nbg.gr/index.html

http://www.nbg.gr/en/index.html

http://www.nbg.gr/en/index.html


The environment

Greek acquiring and issuing markets are mature. Issuing keeps growing, acquiring is relatively stable in number of locations

Multiple terminals and acquiring banks per merchant Merchant fee wars Cardholder fee wars

• Subscription-free cards

• 6 month 0% interest for balance transfers card to card

Decrease in revenue per cardholder and per merchant, leading banks to attempt portfolio expansion by acquiring riskier segments of the market

Uniformity of card products offered to the market among banks


The requirement NBG wanted to strongly differentiate their offering to merchants and

cardholders, by:• Making payment experience more rewarding for the cardholder• Providing a benefit for the cardholder to use NBG cards instead of other

banks’ cards• Create alliances with key merchants based on card products

NBG needed a global, reliable, tested multi merchant loyalty platform, combining:• Capability to be deployed on multiple terminal types• Capability to be deployed on multiple smart card types• Approval and acceptance from VISA and MC

Launch of the new platform would be combined with EMV migration (issuing and acquiring) and new card brand creation

Due to competitive pressure, NBG was looking for the quickest possible overall implementation time


The “ggoo National” project After reviewing several solutions in the marketplace, NBG

decided to use the Welcome RT XLS loyalty platform Project assigned to Printec as WRT distributor for the

region, in July 2005 WRT XLS was only part of the overall project, which

included:• EMV migration of NBG terminals, including testing with Int’l

organizations• EMV issuing, including purchase of the cards and creation of an

entire new card range and brand• Selective re-terminalization, including purchase of new terminals• XLS deployment

Kick off August 2005, targeted launch date Dec. 15 2005!!Dec. 15 2005!!


The “ggoo National” projectPrintec has provided to NBG:Printec has provided to NBG: The Welcome RT XLS platform Vx510 terminals, application development on Vx510,

including latest EMV application and XLS loyalty applet, as well as tailor made customizations

GemShare cards from GemPlus Installation and project management services Consulting services on:

• Card design and perso preparation• Loyalty system launch and promotional strategy• Merchant sales & placement strategy• Back office design and operation


The “ggoo National” project The project was finished on-time.

4 months deployment for all components of the project. Fastest WRT XLS deployment ever

Already 250.000 new cards in the market with the “go” brand

134 merchant chains already enrolled in the program


What made the difference?

A. PrintecA. Printec Several teams working 24/7 for weeks Extreme SW capabilities Field services for placement, training and

support Project management Gained the trust of the top management by

providing reliable input in their strategy design


What made the difference?

B. VerifoneB. Verifone Verix and Vx environment capabilities, and

especially VMAC, allowed for quick integration of the loyalty applet and the EMV payment application

Screen capabilities and ATM keys made merchant training easier

Vx coupled with Printec Terminal Management System allows extreme flexibility in remotely managing and updating the terminal and the merchant campaigns

Axalto still has not finished integration of XLS on their terminals, meaning that at the moment NBG is only deploying VFI terminals!


The “ggoo National” project – The Future Bank will continue deploying terminals, VFI

being their preferred platform We will soon attach VFI skins to the terminals to

increase brand awareness Planning to launch Mx870 as card

synchronization station and cardholder info-point inside bank branches and major retailers

Planning to start using other Vx terminals (610, 670)

Other initiatives to follow:• Deployment on ATMs• Deployment of Bill Pay Machines etc

Thank You!Thank You!

september 2004verifone confidential1 a success story from greece panos halkias sales director...

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