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 Thursday, August 03, 2000   = Welcome=20 Ian McInnes HEAD FOOD FOR=20 INTERNET ARCHITECTS
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= =09 =09 =
 
 

BUSINESS/FINANCIAL

In=20 Depth: Ushering Out the U.K.'s Dinosaur = Age
by Ian=20 McInnes
=20

(7/19/00)  Last April, Barclays = Merchant=20 Services--which is part of Barclays PLC, the United = Kingdom's=20 largest bank, and one of the biggest in the = world--unveiled=20 with much fanfare a new e-commerce service called = "En@ble."=20 The Internet merchant registration service was = designed to=20 bring online, in a matter of days vs. weeks, = Barclays's=20 business customers looking to engage in commerce via = the Web.=20

Essentially, the En@ble=20 program provides one-stop shopping for basic = e-business=20 services. A business customer approved for the service = can=20 receive assistance from BMS with registering a domain = name for=20 his or her operation, building a Web site, and then = arranging=20 all merchanting needs such as a Web-based system for = accepting=20 credit cards as payment for goods and services.=20

It was a logical move for BMS, one of = the=20 largest acquirers and processors of credit card = transactions:=20 In 1999, 1.1 billion purchases were made with credit = and debit=20 cards in the 130,000 outlets belonging to BMS's = customers in=20 the United Kingdom. (Barclays also was the first bank = in=20 Europe to launch an Internet payment system, which it = calls=20 "ePDQ.")=20

Online, yes, but not exactly = conducting=20 e-business=20

BMS also was looking to fill an = obvious gap in=20 the United Kingdom's e-commerce market: According to = an=20 e-commerce report issued in December 1999 by the = Association=20 for Payment Clearing Services, 77 percent of companies = with=20 more than 500 employees have a Web site, compared to = 32=20 percent of companies with fewer than 10 employees. = However,=20 most of these sites do not accept payments over the = Internet.=20

A month following the En@ble = announcement, BMS=20 parent Barclays clinched a deal with Freeserve=20 PLC, the United Kingdom's most dominant Internet = service=20 provider, to establish a small business portal.=20

News of the Freeserve deal--which = gave a nice=20 boost to the ISP's stock price, which had been falling = at the=20 time--came wrapped in a more sweeping announcement = from=20 Barclays, which said that it planned to spend more = than US$480=20 million on e-commerce and related initiatives = throughout 2000.=20

Pounds sterling or nothing, = please=20

Now, this all sounds very = forward-thinking for=20 a financial institution with roots that run very deep = into the=20 old economy, but shortly after the launch of its = En@ble=20 program, Barclays begin to field questions from its = customers=20 about trading in multiple currencies. After all, it's = a global=20 economy today, no?=20

Just a few months ago, the answer = from Barclays=20 to such questions would have been, "Pounds sterling, = or=20 nothing." Yes, customers could pay online using = their=20 credit cards or any other currency, but sellers = had to=20 trade in pounds and, thus, were at the mercy of = fluctuating=20 exchange rates.=20

Barclays makes a U-turn for = e-commerce=20

This pound sterling trading = restriction also=20 made pricing difficult for e-tailers. In an ideal = world,=20 sellers would be able to set competitive prices for = buyers in=20 the countries that they are trying to = service--preferably with=20 that magic "99" at the end of a price, which seems to=20 encourage sales. Yet this was impossible given = Barclay's firm=20 stance on the pound.=20

This flap over multicurrency trading = did not=20 make Barclays look very good, especially since the = bank=20 already had been dealing with bad press over other = newsworthy=20 items such as burgeoning executive salaries, cash = point (ATM)=20 charges, and the closure of rural branches. Thus, it = took only=20 a few months for Barclays to rethink its e-commerce = rules.=20

Last month, Barclays's BMS unit = announced that=20 it had inked a deal with ACI=20 Worldwide, a leading international provider of = solutions=20 for e-payments. BMS is now licensing ACI's Base24 = software,=20 which, in a nutshell, allows for BMS's business = customers to=20 conduct e-commerce in multiple currencies.=20

At the time the BMS/ACI deal was = announced, BMS=20 executives said in a statement that they now were = offering the=20 software platform not only because the bank itself = needed to=20 "keep pace" with the demands of doing business in the = Internet=20 economy, but also because its customers had been = "demanding=20 [more] features and functionality" from BMS, = especially for=20 "Internet and multicurrency transactions."=20

So, it had taken Barclays a few = months to see=20 the big picture clearly. But, in the end, Internet = e-tailers=20 were victorious in their struggle with the banking = behemoth.=20

Old economy evolving to New=20

Barclays is only one of several = dinosaur-like=20 organizations that dominate the banking system in the = United=20 Kingdom. Other leading firms include Lloyds TSB Group, = HSBC=20 Holdings, and The Royal Bank of Scotland, which = recently=20 acquired another big bank, National Westminster. = However, only=20 a few of these players are looking to establish their = place in=20 the Internet economy with new e-commerce programs for = their=20 customers.=20

This month, Lloyds=20 TSB launched its own e-commerce service designed = to=20 achieve the ambitious goal of bringing all of the = bank's=20 600,000-plus business customers online within two = years. But=20 here we go again: Lloyds TSB broke out of the gate = with a=20 preference for the pound sterling, although bank = executives=20 have said that they are now exploring multicurrency = online=20 trading.=20

If you don't want to join them, = just acquire=20 them=20

Meanwhile, HSBC has not yet launched its = Internet=20 banking system, and although it has interests in other = Internet banking services, its executives say that = they have=20 no immediate plans to establish e-commerce services = for its=20 business customers.=20

Like HSBC, The Royal=20 Bank of Scotland has no formal plans. However, = through its=20 recent acquisition of National Westminster Bank, the=20 Edinburgh, Scotland-based financial institution has=20 established a strong foothold in the fast-growing = e-commerce=20 services market--especially the multicurrency type.=20

National Westminster a global = economy=20 pioneer=20

Nick Gill, a spokesperson for National Westminster Bank, says = that he=20 believes that they were the first financial = institution in the=20 United Kingdom to support and encourage multicurrency=20 transactions more than a decade ago when it was = looking for=20 ways to facilitate fuel buying for airlines.=20

And, with an eye to the future, = National=20 Westminster in February bought a 13-percent stake in a = company=20 called WorldPay, an e-commerce solutions = provider=20 to which it had links for many years. (The Royal Bank = of=20 Scotland's board appeared to take quite a shine to = this deal=20 as, shortly thereafter, they acquired National = Westminster.)=20 Indeed, the WorldPay deal does seem to be a good = investment=20 for National Westminster--at least for now--as it = historically=20 has been a rather forward-thinking company, too.=20

WorldPay, registered in the Channel = Islands=20 with headquarters in the United Kingdom as well as = Sterling,=20 Va., operates offices in seven additional countries. = The=20 company deals in 125 currencies, with the ability to = settle=20 deals in 22. WorldPay worked with Barclays to provide = the=20 first electronic shopping mall in 1995, and last year = signed a=20 deal with NDC, one of the biggest credit card = processors in=20 the United States.=20

Lloyds and other banking leaders = now working=20 with BT=20

Finally, there's Lloyds TSB: = Executives with=20 this bank say that they're working closely with=20 telecommunications giant BT to develop the technology for = e-commerce=20 and Internet banking.=20

Norman Bishop, a senior spokesperson = for BT,=20 confirmed that they are now working with all the big=20 banks--including Barclays--in the United Kingdom = through BT=20 BuyNet to integrate Web sites and call centers for=20 multicurrency trading.=20

Customers engaged in e-commerce will = be able to=20 conduct trade in different currencies, which will give = them=20 pricing control and allow them to convert their = multicurrency=20 accounts at a favorable exchange rate. Bishop says = that it=20 will be possible for Web merchants to trade in up to = 19=20 currencies for non-credit card payments, and up to 160 = currencies for credit card transactions.=20

Bishop adds that although BT is = working with=20 all major U.K. banks to establish this multicurrency = system,=20 the process will take time, as each bank ultimately = must=20 approve the technology. But, he says, he thinks that = most of=20 the banks will have embraced the system by the third = quarter=20 of this year.=20

Evolution essential for U.K. = banks=20

It's a good thing, too, because these = financial=20 dinosaurs of the old economy need to get serious about = evolving for the New Economy. According to analysts = with Forrester=20 Research, online business-to-consumer sales in = Europe will=20 explode from a mere $2.8 billion last year to a = staggering=20 $170 billion by 2005. That's an annual growth rate of = 98=20 percent, and these figures take into account the use = of the=20 new European single currency, the Euro.=20

The demand to shop online and the = need for=20 companies--and banks--to satisfy that demand will only = increase. Providers of e-commerce solutions must = ensure that=20 they have what the customer wants, and not just what = they're=20 prepared to offer.=20

Otherwise, they will go the way of = the=20 dinosaur. <<

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Print = This=20 Story  E-mail This = Story=20  Add To Clippings  Write The=20 = Editor
  

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