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It should come as no surprise that reaching consumers on past-due accounts by traditional dialing methods is increasingly ineffective. The new alternative, of course, is to leverage digital channels to reach and collect on debts. The Past: Dialing for dollars. Let’s take a walk down memory lane, shall we? The collection approach used for many years was to initially send the consumer a collection letter recapping the obligation and requesting payment, usually when an account was 30 days late. If the consumer failed to respond, a series of dialing attempts were then made, trying to reach the consumer and resolve the debt. Unfortunately, this approach has become less effective through the years due to several reasons: The use of traditional landlines continues to drop as consumers shift to cell and Voice Over Internet Protocol (VOIP) services. The cost of reaching consumers by cell is more costly since predictive dialers can’t be used without prior consent, and the obtaining and maintaining consent presents its own set of tricky challenges. Consumers simply aren’t answering their phones. If they think a bill collector is calling, they don’t pick up. It’s that simple. In fact, here is a breakdown by age group that Gallup published in 2015, highlighting the weakness of traditional phone-dialing. The Present: Hello payment portal. With the ability to get the consumer on the phone to negotiate a payment on the wane, the logical next step is to go digital and use the Internet or text messaging to reach the consumer. With 71 percent of consumers now using smartphones and virtually everyone having an Internet connection, this can be a cost-effective approach. Some companies have already implemented an electronic payment portal whereby a consumer can make a payment using his or her PC or smartphone. Usually this is prompted by a collection letter, or if permitted by consumer consent, a text message to their smartphone. The Future: Virtual negotiation. But what if the consumer wants to negotiate different terms or payment plans? What if they want to try and settle for less than the full amount? In the past – and for most companies operating today – this translates into a series of emails or letters being exchanged, or the consumer must actually speak to a debt collector on the phone. And let’s be honest, the consumer generally does not want to speak to a collector on the phone. Fortunately, there is a new technology involving a virtual negotiator approach coming into the market now. It works like this: The credit grantor or agency contacts the consumer by letter, email, or text reminding them of their debt and offering them a link to visit a website to negotiate their debt without a human being involved. The consumer logs onto the site, negotiates with the site and hopefully comes to terms with what is an acceptable payment plan and amount. In advance, the site would have been fed the terms by which the virtual negotiator would have been allowed to use. Finally, the consumer provides his payment information, receives back a recap of what he has agreed to and the process is complete. This is the future of collections, especially when you consider the younger generations rarely wanting to talk on the phone. They want to handle the majority of their matters digitally, on their own terms and at their own preferred times. The collections process can obviously be uncomfortable, but the thought is the virtual negotiator approach will make it less burdensome and more consumer-friendly. Learn more about virtual negotiation.

Knowing where e-commerce fraud takes place matters We recently hosted a Webinar with Mike Gross, Risk Strategy Director at Experian and Julie Conroy, Research Director at Aite Research Group, looking at the current state of card-not-present fraud, and what to prepare for in the coming year. Our biannual analysis of fraud attacks, served as a backdrop for the trends we’ve been seeing. I wanted to share some observations from the Webinar. Of course, if you prefer to hear it firsthand, you can download the archive recording here. I’ll start with the current landscape of card-not-present fraud. Julie shared 5 key trends her firm has identified regarding e-commerce fraud: Rising account take-over fraud Loyalty points targeted Increasingly global transactions Frustrating false declines Increasingly mobile consumers One particularly interesting note that Julie made was regarding consumer frustration levels towards forgotten passwords. While consumers are more frustrated when they’re locked out of access to their banking accounts (makes sense, it’s their money), forgotten passwords are more detrimental to e-commerce retailers since consumers are likely to go to another site. This equates to a frustrated consumer, and lost revenue for the business. Next, Mike went through the findings from our 2016 e-commerce fraud attack analysis. Fraud attack rates show the attempted fraudulent e-commerce transactions against the population of overall e-commerce orders. Overall, e-commerce attack rates spiked 33% in 2016. The biggest trends we saw included: Increased EMV adoption is driving a shift from counterfeit to card-not-present fraud 2B breached records disclosed in 2016, more than 3x any previous year Consumers reporting credit card fraud jumped from 15% in 2015 to over 32% in 2016 Attackers shifting locations slightly and international orders rely on freight forwarders 10 states saw an increase of over 100% in fraudulent orders Over 70 of the top 100 riskiest postal codes were not in last year’s list So, what will 2017 bring? Be prepared for more attacks, more global rings, more losses for businesses, and the emergence of IoT fraud. Businesses need to anticipate an increase of fraud over time and to be prepared. The value of employing a multi-layered approach to fraud prevention especially when it comes to authenticating consumers to validate transactions cannot be understated. By looking at all the points of the customer journey, businesses can better protect themselves from fraud, while maintaining a good consumer experience. Most importantly, having the right fraud solution in place can help businesses prevent losses both in dollars and reputation.

With the recent switch to EMV and more than 4.2 billion records exposed by data breaches last year*, attackers are migrating their fraud attempts to the card-not-present channel. Our recent analysis found the following states to be the riskiest for e-commerce fraud in 2016. Delaware Oregon Florida New York Nevada Attackers are extremely creative, motivated, and often connected. Prevent e-commerce fraud by protecting all of your customer contact points. Fraud Heat Map>


