Visa is quietly floating memos that will soften the pain for non-compliant retailers.
For more than a year, Visa has ominously warned large retailers that it would enforce a strict Sept. 30 deadline for many of the nations largest retailers to either be certified that they comply with industry credit card security requirements or face fines and expulsion from discounted credit card fee programs.
But as the deadline has gotten closerand the percentage of retailers certified as compliant is still quite lowVisa has been forced to back off, albeit slightly.
In an attempt to boost the number of Level 1 retailers certified compliant with the PCI DSS (Payment Card Industry Data Security Standard, often referred to simply as PCI), Visa in December unveiled a series of incentives to convince retailers into cooperating, given the lack of success that the threat of fines was having.
A big part of those incentives was offering compliant retailers sharply discounted credit card transaction fees in a program called the Visa PCI CAP (Compliance Acceleration Program).
This month, Visa has been quietly floating memos that will soften the pain for non-compliant retailers, as its become clear that non-compliants will have strength in numbers come early October.
One such memo came from major card processor Fifth Third Bank, in Cincinnati. "Visas initial program announcement stated that, effective October 1, 2007, non-compliant merchants will no longer be eligible for Visa" reduced transaction fee programs, the memo said. "Now, according to Visas clarification on their policies regarding tiered interchange qualification and fines, merchants that have not validated full compliance by September 30, 2007, will no longer qualify for the best available tiered interchange rates. This means that Visa (transactions) submitted from non-compliant merchants, that are normally eligible for tiered interchange, will be downgraded one interchange tier."
Neither representatives from Fifth Third nor Visa agreed to elaborate on the memo or the changes. Given that discounts and incentives vary from retailer to retailer, its difficult to say how much of a dollar or percentage impact this change will cause. But it clearly is a softening of Visas position.
Visa has been struggling to get retailers to comply with PCI due to quite a few PCI hurdles that many retailers resist.
The softening of the discounted transaction (interchange) fee is not the only indication of Visa blinking. The fines for non-compliance, which were initially represented as absolute, are also being toned down, with banks being vague about how many of the nations non-compliant retailers will actually get fined come Oct. 1.
"I think the change is reasonable. Allowing retailers to demonstrate best efforts is a realistic acknowledgement that software changesand roll-outs across enormous retail chainsdont happen overnight," said Paula Rosenblum, retail analyst with Retail Systems Research. "Its not like Y2K, where the date is going to come and nothing can change it. There can and should be some flexibility here. And given the somewhat tepid response to the TJX breach, Visa is better off being nice, rather than baring its teeth."
Another change in the Visa policy mentioned in the Fifth Third memo is less explicit but is still potentially meaningful. For the retailers who are not compliant by Oct. 1, Visa is offering them "a payment in an amount up to the most recent three months of their tiered interchange differential."
What must retailers do to win this lucrative payment? "To qualify, an executive-level officer must attest that the merchant has made best efforts toward compliance, including reviewing opportunities to accelerate the planned compliance date, and confirm their target compliance date, by September 30, 2007."
That wording is vague and non-explicit, but it appears to be a life raft for retailers who are not compliant but still want the incentive dollars. If they merely promise to complyit appears crossing your heart and hoping to die is optionalthat seems sufficient for a payment to be considered. Its unclear if the payment would be paid right away or if it would be held until actual compliance was proven. A strict reading of the memo would suggest a sooner payment, because if the banks were going to wait until compliance was proven, there would be no reason to request this declaration from one of the retailers executives. This presumes that the memo writer was precise in their phrasing, which is not always the case with memo writers.
Steve Rowen, a security analyst also with Retail Systems Research, said this is clearly a response to the lower-than-hoped-for compliance numbers.
"Visa predicted that by December 2006, two-thirds of Level 1’s would be compliant. Up until very recently, Visa has been telling us that this was and is the case. We then found that number to be 28 percent and even that was soft," Rowen said. "So this change is really not that significant. Very few were going to be compliant at the end of September, interchange hike or no. Ask anyone who has attempted their 12-step program, and theyll tell you exactly how horrifying the reality is of where data exists. To do this effectivelybeyond just compliancetakes an awful lot of money, cultural change and, quite simply, time. Thats why weve been pounding the drum so loudly on this and getting the incredibly small few that have done their diligence to help share how exactly they did it."
Retail Center Editor Evan Schuman can be reached at Evan_Schuman@ziffdavis.com.
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Evan Schuman is the editor of CIOInsight.com's Retail industry center. He has covered retail technology issues since 1988 for Ziff-Davis, CMP Media, IDG, Penton, Lebhar-Friedman, VNU, BusinessWeek, Business 2.0 and United Press International, among others. He can be reached by e-mail at Evan.Schuman@ziffdavisenterprise.com.