A brief presentation on mobile banking and payments developments within Rabobank Nederland and Rabobank International; as well as some case studies of how Rabo Development uses these lessons learned in developing countries. Dan Armstrong IIR Mobile Payment Services Prague, Czech Republic 02 November 2010

1. Mobile Payment Services – Prague, CZ – 02 November 2010
Rabobank: Case Studies in Mobile
Banking & Payments Development
A brief presentation on mobile banking and payments
developments within Rabobank Nederland and Rabobank
International; as well as some case studies of how Rabo
Development uses these lessons learned in developing countries.
Dan Armstrong
IIR Mobile Payment Services
Prague, Czech Republic
02 November 2010

2. Mobile Payment Services – Prague, CZ – 02 November 2010
 Introducing Rabobank
 A View of the Current Mobile Banking & Payments Landscape
 Rabobank Group: Leveraging Knowledge & Platforms World-Wide
 Rabobank Nederland:
• Rabobank Mobile Banking and Mobile Applications
• Rabobank Mobile Innovations Projects
• Rabo Mobiel
• Rabobank and the new NL NFC (Contactless) Mobile Payments Joint-Venture
 Rabo Development Case Studies:
• NMB mobile (Tanzania)
• Banque Populaire du Rwanda (Rwanda)
• Banco Regional (Paraguay)
Contents

3. Mobile Payment Services – Prague, CZ – 02 November 2010
( ?)
VISA Mobile
Android
Landscape of Mobile Banking and Payments
IVR Banking &
Payments
SMS Account
Activity Alerts
Multi-Channel
Balance-Checking
Full-Service Mobile
Banking
Remote Payments and
Electronic Wallets
Mobile Contactless
Payments (NFC)
USSD
Java
STK
iPhone
WAP
Windows
Mobile
Android
Etc.
Samsung JET
Others …
Note: not exhaustive, there are other technologies used in the world, but these are the major ones.

4. Mobile Payment Services – Prague, CZ – 02 November 2010
Landscape of Mobile Banking and Payments : Detail
IVR Banking &
Payments
SMS Account
Activity Alerts
Multi-Channel
Balance-Checking
Full-Service Mobile Banking
Remote Payments and
Electronic Wallets
Mobile Contactless Payments
(NFC)
 Security: PIN-based, CLI can be used
(but not reliably)
 Easy-to-use, menu-driven navigation
 Works on every phone
 Cumbersome
 Bank-pushed method; normally offered
for free to customers
 Simple to understand (can be)
 Works on every phone
 Can be applied to many products
(accounts, loans, offers, discounts, etc.)
 No transactions or advanced features
 Customer-pulled method
 Simple to understand (can be)
 Can be applied to many account types
 Can be done via SMS, WAP, USSD or
apps
 Is a “killer app” in many regions,
including Western Europe
 Somewhat limited in scope
 Can be easy-to-use
 Full-service = transactions, inquiries,
actions, information
 Saves trip to the ATM or bank, supports
virtual channels, saves direct bank costs
 Can be made to work on many phones,
but app-based functionalities require
specific phone strategy, development,
costs
 More complicated to launch and
maintain, but allows for transaction
charges
 Except for mobile network operator
distribution networks (M-PESA, MTN
Mobile Money, ZAIN ZAP, Tigo Cash),
bank wallets have enjoyed limited
success world-wide
 Some successes: Apple iTunes Store,
PayPal, some Japanese products, public
transportation.
 Likely a step too far for developing (and
developed?) banks, customers can
directly access their bank account!
 Card-emulation products in trial since
2004
 Lack of mobile network operator
business case (and they normally buy
wholesale phones)
 Difficulty in making a business case for a
contactless phone vs. contactless cards.
 Handset availability - there are no
phones!
SIM Tool Kit  Apps V1  Apps V2  USSD  WAP  etc.
SMS Account
Activity Alerts
Full-Service Mobile Banking

5. Mobile Payment Services – Prague, CZ – 02 November 2010
About Rabobank Group
 3,7 mln internet banking customers, 7 mln NL customers overall
(population: 16,5 mln), 9,5 mln customers world-wide
 152 local banks and 1200 locations
 Loyal, involved customers including 1,5 mln members
 AAA rating (Moody's, Standard & Poor's, Dominion Bond)
 Tradition of innovation: ATMs, internet banking, WAP and web
presences, mobile banking, television banking, GSM services and
operations
(46 as of 2010)

6. Mobile Payment Services – Prague, CZ – 02 November 2010
Rabobank and the NL Banking Landscape
18,4%
19,2%
11,2%
2,1%
0,0% 25,0%
Rabobank
ING/Postbank
Fortis/ABN AMRO
SNSBank
NLmarketpositionEOY2008
 Rabobank has the highest trust rating of all NL banks with 42%; #2 is 17%
 Year-on-year, Rabobank ranks with the best bank website, customer service
centre, CRM implementation, marketing and sponsorship programmes
 Mortgages (1) - 27%
 Savings Accounts (1) - 41%
 Loans (1) - 22%
 Insurance (1) - 13%
 Payments (2) - 30%
 Investment (2) - 16%

7. Mobile Payment Services – Prague, CZ – 02 November 2010
Leveraging Knowledge, Experience & Platforms
Fiserv Mobile Banking
Trial
(2010)
Mobile Banking 60.000
customers (2003)
SMS Alerts
190.000 customers
(2002)
Mobile Wallet
45.000 customers
(2006)
WAP, J2ME, iPhone,
Android, Windows,
Widget Apps
NMB mobile
290.000 customers
(launched mid-2009)
FNB Mobile & Fast
Account
(launched mid-2010)
BPR Mobile Banking
30.000 customers
(launch Sept. 2010)
Rabo Mobiel
270.000 Customers
(2006)
Mobile Cash
Management (FL)
(2008)
SMS Alerts
220.000 customers
(launched 2008)
Mobile Feasibility
Study
(2010)
Mobile Feasibility
Study
(2010)
Mobile Banking
100.000+ customers
(2003)
SMS Alerts
190.000 customers
(2002)
MiniTix Mobile Wallet
45.000 customers
(2006)
WAP, J2ME, iPhone,
Android, Windows,
Widget Apps
Rabo Mobiel
200.000 Customers
(2006)
Mobile Cash
Management (FL)
(2008)
NMB mobile
320.000 customers
(launched mid-2009)
SMS Alerts
220.000 customers
(launched 2008)
Mobile Feasibility
Study
(2010)
NFC Contactless
Payments Joint-
Venture (2010)
Xapit Instant Banking
130.000 customers
(launched end-2008)

8. Mobile Payment Services – Prague, CZ – 02 November 2010
Rabobank Mobile Banking : Launched with WAP
Mobielbankieren enables transfers to
known parties and payments up to
€50.000 with Random Reader
Saldo Direkt provides 1-click account
balances on all your accounts
Rabofoon telephone banking (IVR)
SMS Alerts for banking, transfers,
payments, telco spending alerts
Mijn Mobiel telecommunications
spending alerts, history and invoices
Rabo Financial Services Portal with
financial services info., current stocks
and financial news
SMS
SMS
WAP
WAP
WAP
IVR
WAP
WEB
iPhone
Android
WM

9. Mobile Payment Services – Prague, CZ – 02 November 2010
Mobile Banking Apps : Different Platforms

10. Mobile Payment Services – Prague, CZ – 02 November 2010
Rabobank Nederland Mobielbankieren : From Browser to App

11. Mobile Payment Services – Prague, CZ – 02 November 2010
Rabobank Mobielbankieren : Usage 2010
Basically static Mobielbankieren usage 2003-2006. Rabo Mobiel launch and promotion increased the usage from
2006-2009. Launch of “apps” in late 2009 generated hugely increasing sign-up and usage figures.
2003-2009 level

12. Mobile Payment Services – Prague, CZ – 02 November 2010
Other Apps Offered by Rabobank Nederland

13. Mobile Payment Services – Prague, CZ – 02 November 2010
SMS Betalen : iPhone application

14. Mobile Payment Services – Prague, CZ – 02 November 2010
SMS Betalen : Java Midlet & Android App

15. Mobile Payment Services – Prague, CZ – 02 November 2010
Rabo Sponsorship Apps
RaboSport
RaboHockey
iTour(TourdeFrance2009)
RaboCycling

16. Mobile Payment Services – Prague, CZ – 02 November 2010
Third-Party Payments Apps : Powered by Rabobank
2 x Shutter
Island

17. Mobile Payment Services – Prague, CZ – 02 November 2010
Rabo Mobiel

18. Mobile Payment Services – Prague, CZ – 02 November 2010
Rabobank GSM MVNO & Value-Added Bank Product
 Great, Core Mobile
Telecommunications Product
 Rabobank Values – trust,
security, quality, easy-to-use
services, cooperative value
 Online Self-Care Environment
 Secure Mobile Banking
 Commitment to Applications
Innovation (Mobile Financial
Services)

19. Mobile Payment Services – Prague, CZ – 02 November 2010
Rabo Mobiel in the Marketplace

20. Mobile Payment Services – Prague, CZ – 02 November 2010
Rabo Mobiel in the Marketplace

21. Mobile Payment Services – Prague, CZ – 02 November 2010
1.
Rabobank GSM MVNO
Telecommunications Services
Mobile Internet Access
Mobile Content, Information & Media
Portals and Self-Care
2.
Value-Added Bank Product
Banking “On the Go”
Premium Product / Combination
Communications Channel for Local Banks,
Members and Customers
3.
Mobile Incubator
Product/Business Development for Mobile
Financial Services and Products
Launch of Remote and Contactless Payments and
Partnerships
4.
Mobile Knowledge Centre
NFC, Consumer Behaviour & Usability
Encryption, Mobile Business Rules
Mobile Low-Value Payments
Standards, Retail/Consumer Acceptance, Security,
Sustainability
Rationale for Rabo Mobiel

22. Mobile Payment Services – Prague, CZ – 02 November 2010
Rabo Mobiel Remote Payments Trials
Mobile Health: Stichting Diabeter, Health Agency, Achmea
(2008-09)
Mobile Terrace Payments: MyOrder at various locations
(2008-09)
Albert Heijn To-Go NFC Shopping: Amsterdam Amstel
(2008-09)
MiniTix Mobile Merchants: SMS Betalen Java (2008-09)
Mobile Parking: Park-Line (2007)
Rekeningrijden: with Rabobank (2008-09)
WM
J2ME
iPhone
J2ME
iPhone
J2ME
NFC
Bluetooth
SMS

23. Mobile Payment Services – Prague, CZ – 02 November 2010
Rabo Mobiel Proximity Payments Trials & Launches
NFC Mobile Ticketing: Diergaarde Blijdoorp (2008-09)
NFC Fietsenstalling : Eindhoven, Tilburg (2008-09)
Rabobank
Rotterdam
NFC Cashless Schools: kassa’s and vending, ASH,
HHS/Redbird (2007-09)
NFC Cantina Trials & Roll-Out: Carian/MiniTix (2008-09)
NFC Vending Trials: Coca-Cola, FEBO (2007-08)NFC Mobile Domestic Debit Card and Shopping Tool:
C1000 (2007-08)
J2ME
J2ME
NFC
NFC
WEB
WEB
NFC NFC

24. Mobile Payment Services – Prague, CZ – 02 November 2010
Rabobank Banking & Payment Innovation
1980 1990 2000 2010
1981 – First ATM in NL
1986 – Pin Retail PoS
1989 – Telebanking
1994 – 1st web portal www.tref.nl
1995 – “Rabofoon” IVR Banking
1996 – Internetbankieren launched
1999 – 1st bank WAP site launched (mmm.rabobank.nl)
2003 – Mobielbankieren on i-Mode
2004 – Mobielbankieren launched on Vodafone
Live!, Orangeworld, T-zones
2004 – MiniTix Online Launched
2007 – MiniTix SMS
2006 – Open Mobile Internet (OMI) programme launched
2006 – Rabo Mobile launched (world’s first bank MVNO)
2007 – Rabobank / Rabo Mobiel NFC Trials Kick-Off
2008 – Mobielbankieren up to €50k (RR)
2009 – NFC Payments Roll-Out
2008 – SMS Betalen Launched
2005 – Rabo tv
2007 – Rabo Schoolbank NFC Cashless Schools
2006 2007 2008
Postpaid Launch
Launch of Segment Packages
NFC Trials: Coca-Cola, FEBO
Prepaid Launch
C1000 NFC Trial
30 Banks Online
Diergarde Blijdorp NFC Ticketing
Retail Launch Postpaid Retail Launch
Orange -> KPN
180k + customers100k + customers
120 Banks Online
SMS Betalen Launch
AH To-Go Trial
MyOrder Terrace Betalen
MIB 6.0 (OMI)MIB 4.1 (RR)
Senioren Youth
MKB/ZZP
Rabo Mobiel B.V.

25. Mobile Payment Services – Prague, CZ – 02 November 2010
Rabobank and Mobile Contactless Payments

26. Mobile Payment Services – Prague, CZ – 02 November 2010
 A view of the evolution of bank cards through EMV and beyond.
“proximity payments” being seen as “card present” transactions.
 Most contactless EMV products
launched to-date target LVP.
A view of payment token evolution
Proprietary Bank
Cards
Contactless
EMV Cards
Non-EMV Cards EMV Cards
NFC Loyalty &
Membership
Shopping &
SmartPosters
NFC Mobile
Phones with
EMV Card
Emulation
NFC Ticketing &
Coupons
NFC Public
Transport
Other, P2P,
Payment, etc.

27. Mobile Payment Services – Prague, CZ – 02 November 2010
The broader NL NFC application landscape
Access
Control
Schools
Cantinas
Public
Transport
Debit
Cards
Membership
Other
Payment
Credit
Cards
Ticketing
Couponing
In-Store
Formulas
Vending
Smart Posters
NFC P2P
Interactivity
Parking
Loyalty &
Discount
NFC delivers
interaction in the
physical world,
therefore card-
emulation is a
key focus.
Success comes
via attention to
customer
requirements not
technology-push.
However, mobile
apps & device
connectivity
deliver true
differentiation
over cards.
Some thoughts ..

28. Mobile Payment Services – Prague, CZ – 02 November 2010
 NFC SWP Handsets
 NFC SWP UICC
 NFC Mobile Payment Applications
 NFC Mobile Wallet Applications
 TSM Role
• Bank/SP Management, New Banks/SPs
• Life-Cycle & Memory Management
• OTA Capability & MNO Interface Management
• Certification & Compliance
 NFC POS, Other NFC Readers for NFC
VAS
 NFC Customer Experience
• Other Value-Added NFC Handset Applications
• NFC POS Formulas & Combinations
 Brand & Marketing, Launch & Continuing
Campaigns
Elements of the mobile NFC ecosystem
TSM
Role

29. Mobile Payment Services – Prague, CZ – 02 November 2010

30. Mobile Payment Services – Prague, CZ – 02 November 2010
Rabobank International
• Rabobank’sinternationalmarketniche isfood-&agribusiness
• CustomerNetwork:manyoftheglobalfoodcompanies
• Expertise:dedicatedresearchteam(80professionals)
• Agriproducts:weatherderivatives,pricehedginginstruments
• Ruralretailbanksinvariouscountries

31. Mobile Payment Services – Prague, CZ – 02 November 2010
Rabobank Development
Eligiblebanks:
• Developing(lowincome)economies
• Economic, politicalandsocial stability
• Ruralareaandagriculturalsectorimportantforeconomy
• Openforforeigninvestments
• Safeforourstaff

32. Mobile Payment Services – Prague, CZ – 02 November 2010
Some Partner Bank Examples
Zambia : Zanaco Xapit Instant Banking
 Launched in late 2008, USSD II mobile banking &
ATM card
 Highly-successful “sub-branded” operations help
Zanaco change it’s image, sign-up for an account in
5 minutes.
 130.000 active customers to-date
 20+ bill payment partners, prepaid airtime, etc.
 June 2010 Usage: 21 transactions per month
(average), 1.56 mln transactions per month total
 AIN, MTN & CellZ
Rwanda : BPR Mobile Banking
 Launching September 2010 nation-wide
 USSD II mobile banking & SMS Alerts
 MTN & Tigo (90%+ mobile penetration)
 Goal: 60.000 customers EOY1, 120.000 customers
EOY2
*444#

33. Mobile Payment Services – Prague, CZ – 02 November 2010
… later in 2010
Some Partner Bank Examples
Tanzania : NMB mobile
 Launched in August 2009
 308.000+ active customers to-date, hugely
successful and profitable, break-even: 8 months
 Prepaid airtime, bill payment, prepaid electricity
 Vodacom, Zain, Tigo, Zantel (99% mobile
penetration)
 SMS Alerts to 220.000 customers monthly
 June 2010: 1.86 mln transactions per month total
Malawi : FNB Mobile / FNB Fast Account
 Launched summer of 2010
 Successful to-date – packaging of ATM card, bank
account and mobile banking functionality
 Includes immediate (small) balance on customers’
account , facilitating usage of the new product

34. Mobile Payment Services – Prague, CZ – 02 November 2010
Case Study: NMB (Tanzania)

35. Mobile Payment Services – Prague, CZ – 02 November 2010
NMB: National Microfinance Bank Ltd. (Tanzania)
 1,8 mln customers (500k increase with the launch of
mobile banking/payments)
 Consumer and small-business focused
• Dedicated to providing sustainable, viable access and direct
financial services.
• Proud of our history of support for Tanzanians of all income
levels, government and businesses.
 Close By
• Extensive (largest) network with 145 branch locations and
300+ ATMs nation-wide.
• Branch network designed to cover minimally 80% of
Tanzanian districts.
 Empowering Entrepreneurs
• Paying special attention to micro, small/medium-sized and
rural business.
• Tanzanian agriculture is close to NMB’s heart (KILIMO
KWANZA) and they play a roll in all parts of the supply chain.
 Rabobank : 40% shareholder
Case Study: NMB mobile (Tanzania)

36. Mobile Payment Services – Prague, CZ – 02 November 2010

37. Mobile Payment Services – Prague, CZ – 02 November 2010

38. Mobile Payment Services – Prague, CZ – 02 November 2010
 Easy-to-use NMB mobile banking and payments
for all NMB customers (USSD)
 Features the most desired consumer
applications:
• Balance Inquiry
• Mini-Statement
• Money transfers to any NMB account
• Tanesco Luku Prepaid Electricity Purchase
• Vodacom and ZAIN Prepaid Airtime Top-Up
• NMB Services like ATM card block, settings
 Works with NMB Personal Account, TPDF
Account, Student Account, Wisdom Account
 Simply dial *155*66# to access
 No need to fill-in forms or visit an NMB branch to
sign-up, simply dial *155*66*123#
NMB mobile
NMB mobile
1. Balance Enquiry
2. Mini-Statement
3. Money Transfer
4. Prepaid Services
5. Other Services
6. Help

39. Mobile Payment Services – Prague, CZ – 02 November 2010
Example: Mobile Banking Menu (USSD)
NMB mobile
1. Balance Enquiry
2. Mini-Statement
3. Money Transfer
4. Bills & Payments
5. Purchase Airtime
6. Bank Services
7. Help
Your NMB account
balance is:
TSH 000,000.00
Enter “9” to return
to the main menu.
NMB mobile
1.Balance Enquiry
2.Mini-Statement
3.Money Transfer
4.Bills & Payments
5.Purchase Airtime
6.Bank Services
7.Help
*155*66# NMB mobile
Please enter your
NMB mobile PIN.
Pease enter the
recipient account
or phone number
registered for NMB
mobile that you
wish to transfer
money to:
Enter the amount
of money to be
transferred:
Please confirm
your money
transfer:
TSH 000,000 will
be transferred to
Enter “0” to confirm
transfer and send.
Money transfer
successful!
TSH 000,000 was
transferred to
NMB mobile Ref.
No: 12345678
Enter “9” to return
to the main menu.

40. Mobile Payment Services – Prague, CZ – 02 November 2010

41. Mobile Payment Services – Prague, CZ – 02 November 2010
NMB Milestones
2006 2007 2008 2009
ATM Money
Transfer
NMB SMS Salary
Alerts
NMB Business
Account
NMB Personal
Account: ATM Roll-
Out Begins
NMB Bonus
Account
NMB Wisdom
Account
(pensioners)
Tanesco Luku
Payment via ATMs
Vodacom Airtime
via ATMs
IPO: NMB Welcomes
27.000 new
Shareholders!
NMB TPDF
Account
100 ATMs within
1 Year
85.000 SMS
Salary Alerts
Users
200 ATMs within
2 Years
Internet Banking
for Corporates

42. Mobile Payment Services – Prague, CZ – 02 November 2010
Case Study: BPR (Rwanda)

43. Mobile Payment Services – Prague, CZ – 02 November 2010
BPR Branch Network

44. Mobile Payment Services – Prague, CZ – 02 November 2010
2
66
90
11
79
71
16
79
62
7
69
82
0
10
20
30
40
50
60
70
80
90
100
no possibly very much no possibly very much no possibly very much no possibly very much
Would the client use a mobile phone in doing
some of the transactionsthatbroughtthemto the
bank, if such a channel existed?
would the client trust using the phoneto transfer /
receive money on their account or paybills,goods
and services
Would they be willing to paya small amountfor
this service if itadded value?
Do they feel that they would benefit bynot having
to carry around as much cash with them to pay
bills, other people or goods/services?
Our customer survey validates the vision ..
Would you use a
mobile phone for
banking?
Would you trust a
mobile phone for
transfers and
purchases?
Would you be
willing to pay for it
if it added value?
Would you like to
carry less cash?
Results: BPR Mobile Banking customer survey, April-May 2010, 7 branches & 170 customers interviewed.

45. Mobile Payment Services – Prague, CZ – 02 November 2010
Mobile Banking
1. Balance Inquiry
2. Mini-Statement
3. Money Transfer (BPR Accounts)
4. Prepaid Airtime
• MTN
• Tigo (pending)
5. Bill Payments
• RECO Prepaid Electricity
• StarTimes Africa TV
• DStv
• MTN Postpaid Bill
• Tigo Postpaid Bill (pending)
6. Bank Services
• Change BPR Mobile Banking PIN
• Change Language
• Order Cheque Book
7. Help
What can you do?

46. Mobile Payment Services – Prague, CZ – 02 November 2010
1. Customer signs-up at a connected
branch at the Customer Service desk
• They identify themselves with
their ID
• We validate ID and automated
account
• We then search for the customer
on the mobile banking system
website (by account no.) and enter
their mobile phone no.
2. BPR Mobile Banking will send a SMS to the registered phone no. with a
welcome message and an initial mobile PIN
3. Newly registered customer will dial the USSD code and will be prompted on
first logon to change their mobile PIN
 All accounts with the same customer ID will be automatically linked to the
phone no.
How will customers sign up?

47. Mobile Payment Services – Prague, CZ – 02 November 2010
Phase 1.5: Development
Launch new services, alerts, features
• Show growth and development (“living
product”)
• Enable catch-up with last mobile
operators, payment partners, RRA
• Sub-branch automation via USSD
Phase 2: Expansion
?? Banking the Un-Banked, A Modern
Savings Account for All Rwandans
• A transactional savings account that
you can sign-up for in your own village
or farm.
• An account that doesn’t require
“connected” branches to work.
Phase 1: Launch
In this phase, BPR wants to establish
the platform for mobile banking – starting
with valuable services for existing
customers.
• Successfully launch our platform,
product and brand
• Work out any kinks, get customer
feedback
• Attract new customers to the bank
BPR Mobile Banking Roadmap Strategy
Q3 2010 Q4 2010 Q1 2011 Q2 2011

48. Mobile Payment Services – Prague, CZ – 02 November 2010
 Phase I: Planning (2 weeks, 26 April – 07 May)
 Phase II: Design & Architecture (2 weeks, 17 – 28 May)
 Phase III: Build (5 weeks, 31 May – 09 July)
 Phase IV: Test & Acceptance (3 weeks, 12 – 20 July)
 Phase V: Friendly User Test (3 weeks, 02 – 23 August)
 Launch (24 August, Rwanda International Trade Fair) – Sept. Live
Launch Timing
April May June July AugustI III IV VII

49. Mobile Payment Services – Prague, CZ – 02 November 2010
BPR Mobile Roadshows & Sign-up Success

50. Mobile Payment Services – Prague, CZ – 02 November 2010
BPR Mobile Roadshows & Sign-up Success

51. Mobile Payment Services – Prague, CZ – 02 November 2010
Case Study: Banco Regional (Paraguay)

52. Mobile Payment Services – Prague, CZ – 02 November 2010
Rationale
 Good for Banco Regional
Customers
• New, innovative, modern service
for existing customers
• Saves customers time and energy
• Can service multiple account types
(easy-to-bundle)
• Easy to use, safe and secure,
reliable – for many Banco Regional
customer segments
 Good for Paraguayans
• Given internet and mobile
penetration, provides services to
the under/un-banked
• Attract new customers to banking
in general
 Good for Banco Regional
• Attract new consumer customers to
Banco Regional
• Platform for all sorts of new
products and combinations
• Allows customers to bank when
and where they want
• Cost reduction (queues,
incentivises alternative banking
channels)
• SMS channel for us to
communicate with customers
• Transaction and commission
revenue helps Banco Regional
fund more product development
• According to the customer survey:
post-merger, Banco Regional
customers await new services.

53. Mobile Payment Services – Prague, CZ – 02 November 2010
Banco Familiar SMS Alerts
Basic SMS Alerts product, free for
customers.
BBVA SMS Alerts
Basic SMS Alerts product, free for
customers.
Itaú ClickBanking
Flexible SMS Alerts for all account
types, loans (Tigo, Personal). Free.
IVR banking. Previously offered
mobile transfers.
Vision Banco SMS Alerts
Basic SMS Alerts product, free for
customers.
Mobile Financial Services Competition in Paraguay
 There seems to be a “first
mover advantage” for a
full-fledged mobile banking
strategy.
 Time-to-market is critical
here.
Banco Continental SMS Alerts
Basic SMS Alerts product, free for
customers.
Billetera Personal
Money transfer, mobile wallet
product from Personal.
Giros Tigo / Tigo Cash
USSD-based money transfer
service for Tigo & non-Tigo
customers. 4% commission
charged to sender. Also promote
mobile banking.

54. Mobile Payment Services – Prague, CZ – 02 November 2010
Paraguayan Socio-Economic Distribution & MB
4 % (ALTO)
26 % (MEDIO)
14 %
(MUY BAJO)
Bajo alto 10 %
Bajo medio 16 %
Bajo bajo 30 %
56 %
(BAJO)
High-value customers and enterprise businesses
need to be targeted in other ways. Traditionally
expensive to attract these customers.
Massive potential to expand in middle, middle-
lower and lower income customer base with MB.
This is the area where Paraguayans are under-
served, but still can be profitable, long-term
Banco Regional customers.
Massive potential to expand in low-income
customer base with MB. Traditionally these
are un-banked Paraguayans and not
automatically attractive to Banco Regional.
However, with a limited product set, and cost-
effective support & maintenance, these could
also be profitable for the bank.
Question: What are the segments applicable to a Banco Regional MB product? Likely this is upper-middle,
middle, lower-middle and lower segments. Is Banco Regional interested in trying to expand successfully in
these segments?
Data Source: PRESENTACION - TARJETAS DE CREDITO AGOSTO 10 - FINAL.pptx

55. Mobile Payment Services – Prague, CZ – 02 November 2010
Business Case Drivers
Primary:
1. Customer Acquisition Tool
• New customers in current regions
• New customers in un-served
regions
• New customers to banking
2. Cost-Savings
• Innovative “virtual” (alternative)
channel
• Helps lower branch queues
3. New Revenues
• Deposits and loans from new
customers
• Bundle revenues
• Direct transaction revenues
Secondary:
4. Loyalty
• Service addition in bundles for
existing customers
• New 24/7 channel, bank in your
pocket
5. Innovation
• Supports Banco Regional’s
position in Paraguay
• Leverages lessons learned from
partner banks
6. Enterprise Customers
• Supports business account
management with new consumer
payment product in Paraguay
• Supports payroll strategy

56. Mobile Payment Services – Prague, CZ – 02 November 2010
Thank You!
Dan Armstrong
Takashi Mobile | Financial Services
Rapenburgerplein 81
1011 VJ Amsterdam
The Netherlands
www.takashimobile.com
dan.armstrong@takashimobile.com
+31 652 085 071