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Published by: Packaged Facts
Published: May. 1, 1998 - 146 Pages Now 25% off the original sale price of $2,750.
Table of Contents
I EXECUTIVE SUMMARY
The Products
- Market Definition: Cards Used for Business Purposes
- Three Major Categories
- Corporate Cards
- Purchasing Cards
- Business Cards
- Background of Commercial Credit Cards
- How Purchasing Cards Work
- New Types of Purchasing Cards
The Market
- Market to Reach $326 Billion by 2002
- Table 1-1: US Market for Commercial Cards: Dollar Volume of
Transactions, 1993-2002 (dollars)
- Corporate Cards Constitute Bulk of Transactions, But Purchasing and
Business Use Rising
- Figure 1-1: Share of Commercial Card Transaction Volume by
Category, 1997 (percent): Corporate, Purchasing, Business
- 20 Million Cards in Circulation
- Factors Affecting Market Growth
- Different Factors at Play in Commercial Card Market vs
Consumer Market
- Shift to Plastic and Employer Willingness to Provide Cards
Are Pivotal Trends
- Business Market Not Saturated
- Plastic Reduces Costs and Boosts Efficiency
- Market Segmentation to Cover All Bases
The Marketers
- American Express Leads Commercial Card Market
- Twelve Leading Bankcard Issuers
- Another 30 Issuers Have 10,000 Cards or More
- Bankcard Issuers Not the Only Players
- American Express Leads Two of Three Categories
- US Bank Leads Purchasing Card Category
- Mergers Play Dramatic Role in Competitive Situation
- Market Attracts Nonbank Players
- Trend to Combination Cards
- Courting New Markets
- Only $29 Million Spent on Commercial Cards
The Consumer
- Corporate/Business Card Use Not Widespread
- Marriage, Employment, and College Education Indicative of
Corporate/Business Card Ownership
- Cards Not Just for White-Collar Employees
Scope and Methodology
- Scope of Report
- Research Methodology
II THE PRODUCTS
Product Definition
- Cards Used for Business Purposes
- Three Major Categories
- Corporate Cards
- Purchasing Cards
- Business Cards
- Background of Commercial Credit Cards
- The First Purchasing Cards
- Visa and MasterCard Initially Cool to Purchasing Cards
- How Purchasing Cards Work
- Benefits to Users: Slashed Costs
- Other Benefits to Users
- Benefits to Suppliers: Faster Payment
- Benefits to Banks: Profit and Relationships
- New Types of Purchasing Cards
- Additional Products and Terms
- Charge Cards
- Credit Cards
- Bankcards
- Payment Systems
- MasterCard and Visa Payment Systems
- Issuing Banks
- Acquirers or Payment Processors
- Automated Clearinghouse and FedWire
Establishing a Commercial Card Program
- Programs Are Straightforward
- Purchasing Card Programs Require More Planning and Implementation
- Data Requirements More Important Than Supplier Acceptance—At
Outset
- Query Existing Bank Partners First
- Providers Often Help with Implementation
- How a Corporate or Purchasing Card Program Works
- Front-Office vs Back-Office
- Merchant Acquirers and Payment Processors Often Overlap
- One-Stop Shopping Still Not the Norm
- Card Associations Respond
- Leading Merchant Acquirers
- Ten Leading Payment Processors
III THE MARKET
- Figure 3-1: Estimated US Market for Commercial Cards, 1993-1997
(dollars)
Market Size and Growth
- Market Approaches $128 Billion in 1997
- Corporate Cards Constitute Bulk of Transactions, But Purchasing and
Business Use Rising
- Table 3-1: Value and Share of Commercial Card Transactions by
Product Category, 1996 vs 1997 (dollars and percent): Corporate,
Purchasing, Business
- 20 Million Cards in Circulation
- Table 3-2: Estimated Number of Commercial Cards in Circulation: By
- Type, 1997 (number): AmEx, Visa, Fleet Cards, MasterCard,
Other
Factors Affecting Market Growth
- Different Factors at Play in Commercial Card Market vs Consumer
Market
- Shift to Plastic and Employer Willingness to Provide Cards Are Pivotal
Trends
- Business Market Not Saturated
- Industrywide Shift to Electronic Payments
- Federal Mandates Will Speed Transition to Electronic Commerce
- Plastic Reduces Costs and Boosts Efficiency
- Reengineering Trend Boosts Purchase Card Use
- Better Things to Do with Human Resources
- Technology and Merchant Acceptance
- Supplier Complaints Regarding Purchasing Cards
- Bankcard Associations Are True Believers
- Market Segmentation to Cover All Bases
- Electronic Commerce Likely to Compete with Cards
- Figure 3-2: Projected US Market for Commercial Cards, 1997-2002
(dollars)
Projected Market Growth
- Market to Reach $326 Billion by 2002
- Table 3-3: Projected US Market for Commercial Cards by Category,
1997-2002 (dollars): Corporate (T&E), Purchasing, Business
IV THE MARKETERS
Marketer and Brand Shares
- American Express Leads Commercial Card Market
- Table 4-1: Leading Commercial Card Issuers: By Estimated Number of
Cards, Charge Volume, and Market Share, 1997 (number and
dollars): 6 Leading Issuers
- Twelve Leading Bankcard Issuers
- Table 4-2: Leading Bankcard Issuers of Commercial Cards, 1997
(number): 12 Issuers
- Another 30 Issuers Have 10,000 Cards or More
- Bankcard Issuers Not the Only Players
- Fleet Cards a Type of Purchasing Card
- Oil Company Cards Also Used for Fleet Purchases
- American Express Leads Two of Three Categories
- US Bank Leads Purchasing Card Category
Competitive Situation
- Three Associations and Several Independent Players Compete
- Competition for a Relatively Untapped Market
- Market Segmentation About to Change
- Mergers Play Dramatic Role in Competitive Situation
- Globalization of Plastic Payment Industry
- Cost Savings Given; Competitors Focus on Delivering Information
- Big Three Purchasing Card Brands Support Standard Codes
- Technology Plays Major Competitive Role
- Issuers Also Working to Improve Ease of Use
- Competitive Issues in T&E
- Bankcard Issuers Have Advantage in Business Category
- New Products Part of Competitive Strategy
- Perks and Bonus Programs Being Added to Corporate Cards
- Hefty Annual Fees Characterize Reward Programs
- But Purchasing Card Market Not for Everyone
- Market Attracts Nonbank Players
- Competitive Trends in Fleet Card Segment
Competitive Profile: American Express
- The Acknowledged Leader
- T&E Strength Stems from Travel Experience, Extends to New Markets
- Closed-Loop System Gives Greater Control
- More Than 31,000 Commercial Supplier Locations
- Program Offers Flexible Purchasing Limits
- Comprehensive Management Reporting
- No Fees for Purchasing Cards; Per-Card Fees for Others
- Aggressive Supplier Strategy
- Difference Between Corporate and Purchasing Card
- Largest Users Earn Rebates
- Dedicated Commercial Support
- Product Enhancements Under Development
- Strikes Deal with Wright Express
- Strategy Pays Off But Has a Price
- Expands Corporate Card Offerings in Other Countries
- Issuer Develops Credit and Co-Branded Cards
- Changes to Become More Competitive
- Moves Aggressively to Challenge Visa and MasterCard
- American Express Courts Banks for Two Reasons
- Looking for Global Issuers
- A Marriage in AmEx's Future?
- Increasingly Aggressive Advertising
Competitive Profile: Visa USA
- Visa the Largest Bankcard Association
- Visa Helps Members Compete for Commercial Card Market
- Association Bullish on Commercial Cards
- Visa Corporate Cards
- Visa Purchasing Cards
- Visa Business Cards
- InfoSpan 20 Supports Corporate and Purchasing Cards
- Visa Enters Alliance with Score
- Visa Teams with D&B to Develop Market Intelligence for Business Card
Issuers
- Strategy Is to Grow Market Rather Than Compete for Existing Share
- Visa Battles American Express Over Ban on Competing Cards
- Visa and MasterCard Match Programs
- Visa Active in Smart Card Development
Competitive Profile: MasterCard International
- MasterCard Is Second-Largest Association
- The Third-Largest Brand of Commercial Cards
- MasterCard Breaks Rules on Co-Branded Corporate Card, Teams with
British Airways
- Mondex and Smart Cards
- Introduces Premium Corporate Cards
- Introduces World Card
- New CEO to Help Company Focus on Global Market
- Strategy Built on "Four Pillars"
- MasterCard Switches Ad Agencies
- New Campaign Is "Priceless"
- MasterCard Produces Creative Plastic Promotions
Competitive Profile: US Bank
- From First Bank to US Bancorp to US Bank
- The Largest Commercial Bankcard Issuer
- Success Attributed to Size, Economies of Scale, and Stability in Other
Businesses
- Products Tailored to Size of Company
- Started with a Single Client
- First Bank Wins GSA Contract
- Company Expands Corporate Travel Program
- Teams with International Automated Energy Systems to Offer Fleet Card
- Product Enhancements Introduced in 1997
- Company Acquires Lockheed Martin Account in 1997
- Company Manages Four Product Lines
- Acquisition on Ongoing Part of Strategy
Competitive Profile: Citibank
- Second-Largest Commercial Visa Issuer
- The Major Subsidiary of Citicorp
- Global Presence Gives Citibank Edge with Multinationals
- Launches Three Commercial Products in 1997
- Citicorp Processes Cards In-House But Sold Merchant-Processing
Business
- Acquisitions Major Part of Growth Strategy
- Citibank Inherits AT&T's MasterCard Executive BusinessCard Program
Competitive Profile: First Chicago NBD 108
- The Third-Largest Commercial Bankcard Issuer
- The First Private-Sector Purchasing Card Issuer
- Offers Procurement, Fleet, and T&E Purchases on Single Card
- Enhanced Reporting Capabilities
- Offers ProValue SERVICES Software
- Offers T&E Enhancements on Purchasing Card Platform
- Provides Implementation Assistance and Technical Support
- Offers Cards for Smaller Businesses and Fleet/Travel Card
- Merger with Banc One Creates Nation's Fifth-Largest Bank
Competitive Profile: GE Capital
- The Fourth-Largest Commercial Bankcard Issuer
- GE Capital Corporate Card
- GE Capital Commercial Direct for Smaller Businesses
- GE Capital Purchasing Card Program
- GE Capital Fleet Travel Card
- Enhanced Data Capture
- GE Experiments with Different Kind of Reward Program
Competitive Profile: Household Credit Services
- The Sixth-Largest Card Issuer
- Growth Through Acquisition
- Issues MasterCard Corporate Executive Cards
- Enters Smart Card Trial with MasterCard
Competitive Profile: Bank of America
- Sixth-Largest Commercial Bankcard Card Issuer
- Merger with NationsBank Will Create Nation's Largest Bank
- A Major Merchant Acquirer and Card Transaction Processor
Competitive Profile: Paymentech
- Merchant Acquirer/Payment Processor Is Seventh Largest Commercial
- Bankcard Issuer
- Spun Off from First USA
- Offers Several Types of Cards
- Develops Combination T&E/Purchasing/Fleet Card
Marketing and New Product Trends
- Card Issuers Offer Rewards and Enhancement Products
- Trend to Combination Cards
- Smart Commercial Cards
- Courting New Markets
- Direct Mail to Business Owners
Advertising Expenditures
- Big Three Card Brands Spend $574 Million in 1997
- Scant Data on Commercial Card Advertising
- Only $29 Million Spent on Commercial Cards
- American Express Dominates Spending
- Print Plays Major Role in Commercial Card Advertising
- Advertisements Appear in Specialty/Business Publications
Advertising Positioning
- Functionality a Key Theme
- Cost Savings Another Featured Benefit
- Efficiency Akin to Cost Savings
- "Reengineering" a Buzzword
- But Data Capture Critical to Achieving These Savings
- Service Also Key
V THE CONSUMER
Ownership and Use of Corporate/Business Cards
- Note on Simmons Market Research Bureau Data
- Corporate/Business Card Use Not Widespread
- Table 5-1: Ownership and Use of Corporate/Business Credit Cards by
Type, 1997 (number and percent): 7 Types
- Marriage, Employment, and College Education Indicative of
Corporate/Business Card Ownership
- Cards Not Just for White-Collar Employees
- The American Express Corporate Cardholder
- American Express Executive Corporate Profile Similar
- MasterCard Business Cardholders
- Visa Business Cardholders Present Younger Profile
- Table 5-2: Demographic Characteristics Favoring Ownership of
Corporate/Business Credit Cards, 1997 (US Adults): AmEx
Corporate, AmEx Executive Corporate, MasterCard Business,
Visa Business
- Heavy Users Present Different Profile
- Table 5-3: Demographic Characteristics Favoring Heavy Use of
Corporate/Business Credit Cards by Type (US Adults): AmEx
Corporate, AmEx Executive Corporate, MasterCard Business,
Visa Business
- Frequent Users Present More Typical Profile
- Table 5-4: Demographic Characteristics Favoring Frequent Use of
Corporate/Business Credit Cards by Type, 1997 (US Adults):
AmEx Corporate, AmEx Executive Corporate, MasterCard
Business, Visa Business
- College Education, Employment, and $30,000+ Income Indicate
Occasional Users
- Table 5-5: Demographic Characteristics Favoring Occasional Use of
Corporate/Business Credit Cards by Type, 1997 (US Adults):
AmEx Corporate, AmEx Executive Corporate, MasterCard
Business, Visa Business
- Purchasing Card User Survey Reveals Spending Limits
APPENDIX I: EXAMPLES OF CONSUMER ADVERTISING
AND PROMOTIONS
APPENDIX II: ADDRESSES OF SELECTED COMPANIES
AND RESOURCES
AbstractThe corporate/purchasing card market is unique in the plastic payment card industry and makes unique demands on issuers and processors. This Packaged Facts study provides timely, strategic insight into this largely untapped market, which is projected to reach $326 billion in transaction volume by 2002. The report estimates the market's historical, current, and projected size and growth, examines
its leading players and their competitive strategies, covers new
product and marketing trends, and constructs demographic profiles of
users of various types of corporate credit cards.
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