SALLIE MAE CAMPUS SOLUTIONS

EMERGING TRENDS IN STUDENT BANKING

MAY 2012 SALLIE MAE CAMPUS SOLUTIONS

SALLIE MAE BANK

Introduction

The information contained in this presentation is not comprehensive, is subject to constant change, and therefore should serve only as general, background information for further investigation and study related to the subject matter and the specific factual circumstances being considered or evaluated. Nothing in this presentation constitutes or is designed to constitute legal advice.

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Background

Objective

Understand the new world of banking options available to students

Learn what students know and don’t know and how that impacts their decision-making

Process

Invest in understanding the bank/student relationship

– How are banks reaching out/marketing to students?

– How will students receive information on best practices for managing their financial life?

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2011 Student Banking Lifecycle

Before

Enrollment

In School Post Grad

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Before Enrollment

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The Environment

Banks market to prospective students who have a history of good credit or have parents willing to co-sign for them

Financial services companies market to students and parents to establish long-term relationships

When evaluating the numerous services available, students should consider:

Where can deposits and other banking transactions be made easily?

– Will parents make deposits on their behalf?

– Are online banking and branch locations available for both students and parents?

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Parental Involvement

Banks need to tailor their message to both parents and students

When parents are involved with their child’s financial literacy education it is a Win/Win for both the family and your institution

Parent involvement in student finances can positively influence your relationship with the student

Savvy parents look for a financial institution offering a full suite of products; working with one company can save time and avoid the aggravation of dealing with multiple banks

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Ongoing Communication

Keep the Conversation Going

Schools provide valuable information to students ahead of campus arrival

Put prospective and current students in touch with on-campus resources, websites, blogs, Facebook pages where they can gather the information they need

Your awareness of the latest trends in student banking can make the student and parent more confident in their school choice

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In School

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The Environment: Align Needs & Objectives

STUDENTS

CAMPUS

Checking /Saving Accounts

Mobile Banking

Credit Cards

ATMs

Convenience

Cash flow

Access

Security

Align

Common

Needs and

Objectives

Bill Processing

Payment Processing

Convenience fee model and cost associated with accepting credit cards

Tuition Payment Plans

Managing institutional cash flow

Refund Processing

Student fees associated with credit card usage

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Student Banking

Students should look for:

– Access to funds with 24/7 account accessibility

– Account security; online secure forms and electronic signature capabilities

– Competitive interest rates and minimal fees

– Low or no fee ATM access

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Student Banking

Establishing long term checking/savings accounts and good credit is an advantage for students and parents alike

Students may not know what they need – they should be thinking about:

– No minimum balance requirement

– Free ATM/check card

– Free ATM usage

– Free online checking account

– Free online eBill Pay

– Free direct deposit

– Overdraft protection; avoidance of fees

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Mobile Banking

Not just online anymore

This is the future of banking

Consumers are adapting quickly

Users check account balances, transfer funds, send money, make payments and other account transactions, payments etc. via a mobile device: cell phones, iPhones ® , BlackBerry ® or iPads ®

Advantages? Mobile access to information keeps students aware of account balances, can help to avoid over-drafts and incurring fees associated with overdrafts.

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The Reality of Credit Cards

Just over 2 in 5 college students have a credit card; 49%, of student respondents replied they have a credit card; 35% of parent respondents said their student have a card

Among students with credit cards, it is primarily the students themselves making monthly payments

64% percent of card-holding students make monthly payments as opposed to 28% of parents making payments for students

– Those parents who contributed toward their student’s credit card pay an average of $259 per month

– Students making a monthly credit card payment pay an average of

$168 per month

*2010 “How America Pays for College," Sallie Mae’s National Study of College Students and Parents Conducted by Gallup; full study available at www.SallieMae.com/HowAmericaPays

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The Reality of Credit Cards

Student average monthly credit card payment:

$168

*2010 “How America Pays for College," Sallie Mae’s National Study of College Students and Parents Conducted by Gallup; full study available at www.SallieMae.com/HowAmericaPays

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Recent Legislations & State Actions

The Credit Card Accountability, Responsibility and Disclosure Act of

2009 ; in effect February 22, 2010

Also known as The Credit Card Act 2010, mandates reforms for the credit card industry, such as limiting when banks and other issuers can increase annual percentage rates

(APRs) and gives cardholders more time to pay their monthly credit card bills

Also includes several measures aimed at young consumers and college students regarding offers of credit

Student applicants under 21 required to have a co-signer; or proof of ability to pay

– Prohibits incentives (t-shirts, iPod raffles ) for submitting an application for credit

Prohibits credit reporting agencies providing credit reports to card companies unless the consumer requests they do so

– Requires annual disclosures regarding marketing or promotional agreements institutions have with credit card companies for affinity programs

The law also urges institutions to

– Adopt policies that appropriately manage credit card marketing on their campuses, including requiring advance notice of when companies will be on campus and limiting the locations of marketing activities

– Require credit and debt management sessions as a part of new student orientation programs

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Student Financial Management

Students and Parents want more information on financial management

Preferred topics:

– Debt management

• Student loan repayment (67%)

• Debt reduction strategies (50%)

– Money management

• Budgeting (46%)

• Savings strategies (45%)

– Ways to pay for school

• Financial aid resources (42%)

• Paying-for-college planning (35%)

*2010 “How America Pays for College," Sallie Mae’s National Study of College Students and Parents Conducted by Gallup; full study available at www.SallieMae.com/HowAmericaPays

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Examples: Financial Education Resources

Education Investment Planner

SallieMae.com/invest

Free online tool, for families to quickly estimate the total cost of college and find ways to save and pay for it

Upromise-College Planning

Resource Center

Upromise.com/college

Free online tool, for families to quickly estimate the total cost of college and find ways to save and pay for it

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Upromise Investments-529

529.com

Upromise Investments' educational college savings website for over 20 college savings plans across 11 states. The main focus is to help all families invest for college

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Examples: Financial Education Resources

MyMoney.gov

FinAid.org/savings

StudentAid.ed.gov

360FinancialLiteracy.org

FinancialLit.org

JumpStart.org

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Post Grad

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Focus on a Student’s Future

Students who are careful in college by not overdrawing their student bank account, exceeding their credit limit nor forgetting to pay a few bills will see their efforts rewarded in a positive credit history

Maintaining good credit is one of the most fundamental ways to ensure a person has access to borrow funds for a car or a home and potentially at a lower interest rate for even greater savings

Potential next steps: paying for graduate school and/or beginning to save for a child's higher education

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Conclusions

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Shared Goals for Schools & Financial Institutions

Reinforce the importance of financial literacy

Communicate the short- and long-term benefits of building good credit

Advocate responsible banking practices by students and families to help control debt

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