Hands In Presentation

Transcript

Samuel Flynn:Hello everyone. My name's Samuel Flynn. I'm sure you must be wondering, what is this young lad doing up here on stage? What does he actually have to say to all of you that might be interesting? We're about to obviously proceed into the coffee break, and today I'm the CEO, Chief Exec of this company, Hands In, and we're sponsoring this break. So I'm just going to do a short presentation on exactly what it is that we do. Hello everyone. Hopefully you guys will find this interesting. Now what we do is split payments for airlines. Split payments to you might mean many things. It could possibly mean installments, payments with BNPL. Now we do do those things. We're actually bringing together 2 new types of split payment solutions that don't currently exist in the travel market. And the goal of our solution is to unlock what we call incremental revenue, meaning a revenue set that we can help an airline achieve that they otherwise never would achieve if our solution to this problem wasn't there. Now, the problem that we're looking to tackle as a business is insufficient funds. How many of you know what insufficient funds is in terms of payments? None of you. How many of you know how much insufficient funds cost your business today? None of you. So with airlines, the data studies that we've seen is that insufficient funds cost their business up to around 5% of of direct channel revenue. So let's just try and put that in an example that you guys might understand. So direct channel revenue, everything from e-commerce, so website and mobile sales. If you're losing on average of say 5% in soft declines due to insufficient funds, that's a whopping $5 million per month, $60 million per year. Or in airline C-level terms, that's 2 used Airbus A320s. And obviously we love CAPA and Greece so much, that's 11,000 return flights from London Heathrow. So what might have seemed once quite a small issue, you can now see correlates to something big. So the question then becomes for all of us here in the room today, what if we could recapture that, even if it was 5% or 10%? So this is where my business started. We partnered with Air Europa last year on a design partnership. And the business case for them is that they were losing around 3% of sales on their direct online channel specifically due to insufficient funds. They didn't have the resources and time and knowledge to tackle this solution. So they looked at third-party providers like us and selected us to work with them on this project. And what we built with them is a clever product that allows multiple card payments at checkout. We can provide this as a payment option where an airline passenger could be, for example, myself, where I might have a credit limit of say $2,500 on my Amex, but the seat is say $5,000. Paying with 2 credit cards increases my affordability for that transaction. But we also have a clever alternative to this. When the transaction comes through that is declined from insufficient funds, we get that data from the acquirer On retry, we give customers the ability to retry a transaction with 2 credit cards, or a debit card and a credit card, or multiple payment methods versus just one. So we can rescue that booking from failing due to insufficient funds. And you might be thinking, well, what are the results of this, and why am I here? We delivered for Air Europa a rescue rate of up to 20% of declines on insufficient funds. This equated to $8.5 million of transactions given back to the airline that was failing and was going out the door. So if I was an airline CEO and I owned a plane, I know exactly what I'd be doing with all that money. But that's not all that we do. We also tackle group bookings, and this is actually where my business first started. Group bookings, and especially of my generation, Gen Z, millennials, we absolutely love to do it. But the difficulty involved in a group booking is one person is always the lead booker, meaning that when we go to airline checkouts, what often ends up happening is one person has to front all The payment. This was me, and this is why I tried to tackle this issue. And it blew me away that we could book together, we can sit together, but we can't split the payment together. So we developed a solution alongside the previous product I just showed you with Air Europa in our design partnership that would allow me as a lead booker of a group to go into checkout, split my inventory, share a link to my fellow travelers that I'm sitting on the plane with, split the payment, everyone joins together and pays simultaneously, offering a brand new unique selling point to an airline. And the question is, does this provide any value outside of a nice sexy feature? The answer is yes. We've delivered $2.3 million in incremental sales of this product in just inside 12 months. So I think you all know what you need to do in this coffee break. Pick up the phone, scream at your payments manager, and say, why are you not talking to Sam? That's what I'd hope you guys can do. And this would be the message that I would encourage you to put on them. There's this new product out there that can help you generate millions of new sales in group bookings. It's been proven with Air Europa whilst also returning back millions of previously lost transactions that were going out the door that you can utilize for operations. You can scan this QR code and get in touch with me. Thank you. I've been Samuel Flynn. Please now go and enjoy the coffee break and go and scream at those payment managers for me if you can. Thank you.

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