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India Post – Initiatives to Facilitate G2P Payments

India Post has extensive outreach in rural areas of Jharkhand with 13 Head Post Offices (HPOs), 454 Sub Post Offices (SPOs) and 2,643 Branch Post Office (BPOs).[1] With 3,097 (454 SPOs + 2,643 BPOs) outlets present in rural and semi-urban areas, India Post has a reach of at least one outlet for every two of the state’s 4,423 gram panchayats.

India Post plays a major role in disbursement of G2P payments in Jharkhand, especially for MGNREGS (Mahatma Gandhi National Rural Employment Guarantee Scheme). During the financial year 2015-16, out of a total of Rs. 89,364 lakh (USD 135.40 million) disbursed in MGNREGS, approximately 70% of the amount i.e. Rs. 61,905 lakh (USD 93.70 million) was disbursed through India Post. To facilitate payment of such large amounts, India Post has developed technology-enabled systems for payment processing, transfer to beneficiary accounts, and withdrawal by beneficiaries, all of which were earlier on manual systems. This blog discusses the manual-to-electronic transition and improvements at India Post in Jharkhand circle; and the benefits it has brought.

In the earlier system, payment orders were prepared manually at each panchayat from where these were forwarded to India Post for manual processing and transfer of the payment to beneficiary accounts. Beneficiary authentication, at the time of withdrawal and payment to beneficiary, were also done manually because the account details were maintained by the post office concerned in a manual ledger. This system was inefficient, as it led to monetary leakages and payment to ghost beneficiaries, in addition to the inevitable delay in payments.

To address these issues, the Ministry of Rural Development (MoRD) developed the e-FMS (Electronic Fund Management System). e-FMS serves as an MIS for MGNREGS payments and enables electronic generation of Fund Transfer Order (FTO – i.e., electronic payment order), once work details of individual beneficiaries are entered in the e-FMS at block office. It also enables online transfer of FTO from block office to either a bank or to India Post for payment processing. Further, to synchronise with e-FMS and to reduce manual steps in processing of payment order, India Post enabled electronic processing of FTO in Jharkhand. The payment processing steps are given below:

1. CEPT Mysore[2] receives FTOs from MGNREGS block office

2. CEPT sends FTOs to respective HPOs

3. HPOs credit beneficiary accounts

4. HPOs send processed list (i.e., details of credited beneficiary accounts) to CEPT Mysore

5. CEPT Mysore sends processed list to respective SPOs

6. SPOs credit beneficiary accounts (HPOs, SPOs and BPOs are not interconnected, so they manage different databases for customers. HPOs, SPOs and BPOs update their respective customer data bases separately. For this reason, FTOs are routed through all the offices.)[3]

7. SPOs send hard copies of processed list to BPOs

8. BPOs credit beneficiary accounts in a manual ledger.

Even after these changes were effected, transfer of payments to beneficiary accounts took a minimum of 7-8 days from the first step of generating an FTO and sending it from block office to India Post to the eventual credit into the beneficiary account.

Breakthrough

To address the delay in processing of FTO and crediting beneficiary accounts, India Post has rolled out “India Post AEPS” (Aadhaar-Enabled Payment System).[4] In this system, SPO and BPOs are enabled with online front-end devices (tabs, point of sale, and desktops) to carry out beneficiary transactions.

Further, Head Post Office servers remain in sync with a server installed by the state government, which maintains mirror accounts of beneficiaries of government-sponsored schemes. Front-end devices at SPOs and BPOs are connected with the server installed by the state government. Thus, beneficiary accounts can be synced and updated in front-end devices as soon as the FTO is received at the HPO. The revised FTO processing after AEPS enablement is as follows:

1. CEPT Mysore receives FTOs from MGNREGS block office

2. CEPT sends FTOs to respective HPOs

3. HPOs credit beneficiary accounts, i.e., HPO servers are updated

4. HPO servers synchronise beneficiary account data with the state government server

5. State government server synchronises beneficiary account data with front-end devices, which show updated balance in beneficiary accounts at BPOs

The Last Hindrance: Liquidity Challenges

India Post AEPS has significantly reduced FTO processing time. Beneficiary accounts are now credited within 3-4 days as against the earlier system that used to take more than a week. With core banking system (CBS) implementation in India Post, processing time will be further reduced to just 1-2 days. However, delays still happen at the Branch Post Office in making payments to beneficiaries due to cash/ liquidity shortages. This is a concern due to:

1. The inability of bank branches at block level to provide sufficient cash to meet the requirements of SPOs – many bank branches are not able to provide cash of more than Rs. 50,000 (USD 757) in a single day.

2. India Post’s procedures limit the amount of cash that can be transferred from SPOs to BPOs to between Rs. 10,000 (USD 151) and Rs. 20,000 (USD 303) at the discretion of the SPO.[5] One SPO typically supervises 5-6 BPOs. Moreover, SPOs are not able to meet the cash requirements of BPOs, given the limited availability of cash from block-level branches (as outlined in 1 above).

3. Cash holding of BPOs in Naxal (left wing extremist)-affected regions is limited to Rs. 5,000 (USD 75).

The Department of Information Technology, Government of Jharkhand, commissioned MicroSave to study the existing India Post-AEPS system and cash management practices of India Post for MGNREGS payments in the state and to suggest cash management measures to address the issues. Based on the study, MicroSave recommended the following cash management measures, in addition to transit insurance, to the state government:

1. Availability of Cash: Cash availability could be ensured at SPOs through one of two ways:

a. Alternative 1:

i. Once the FTO is received, the HPO can inform the SPOs under its jurisdiction and sponsor bank branch at district level about the cash requirement at SPOs and block-level branches in the next 2-3 days.

ii. On receiving the information from the HPO, the sponsor bank branch at the district level can inform the block-level branches to arrange for cash.

iii. Thus sponsor bank can ensure the availability of cash at block-level branches when SPO visits the branch to encash the Demand Draft (DD) made by HPO.

b. Alternative 2: Where multiple banks are present, HPO can prepare multiple DDs that can be drawn from more than one bank at the block level. So, if, at present, SPO can withdraw only Rs. 50,000 (USD 757) in a single day from one bank, it can withdraw Rs.100,000 (USD 1,515) from two banks, or Rs.150,000 (USD 2,273) from three banks and so on.

2. Disbursement of Prescheduled Dates: Disbursement to beneficiaries can be organised on pre-scheduled dates by communicating specific dates to beneficiaries. This would help BPOs that have limited cash available with them for disbursement. This would also reduce rush at BPOs, reduce waiting time for beneficiaries and ensure payment on the same day. However, there is security risk of money being looted while in transit from SPO to BPO, if disbursement dates are communicated in advance. If this is managed well, this approach can be very helpful in areas where security risk is low.

Conclusion

With these initiatives, turnaround time (TAT) to credit beneficiary accounts has come down from over 20 days to 3-4 days. India Post has also started CBS implantation in the country to cover all HPOs and SPOs. India Post will provide front-end devices to BPOs, which will remain connected with the CBS. These initiatives will bring all the offices of India Post on the same platform to further enhance delivery of G2P and other payments. But, even after such initiatives, cash management will remain a concern. With these initiatives, better cash management practices, recent approval to function as Payment Bank, and the push for Direct Benefit Transfer (DBT), India Post has the potential to become one of the key success stories in India’s drive for financial inclusion.

[1] India Post has three administrative layers at district level, i.e. Head Post Office (HPO) at district, Sub Post Office (SPO) mostly at block, and Branch Post Office (BPO) at panchayat/village level.

[2] Centre for Excellence in Postal Technology (CEPT) Mysore manages back end technology aspects of India Post.

[3] Since the time of this study, India Post has adopted a Core Banking Software (CBS) and will be able to update accounts at all levels simultaneously.

[4] State/India Post utilises SRDH (State Resident Data Hub) database, which is a state-specific copy of Aadhaar database. Payment to beneficiaries is done through Aadhaar-based biometric authentication.

[5] The standard operating procedure permits Rs. 5,000 as cash holding per BPO. But the limit given does not suffice for the volume of business at the BPOs. Hence, SPO, at its discretion, provides the BPOs with cash over and above to the stipulated limit.

The demand for e-float in northern Uganda: Is agricultural activity at play?

It’s a common belief that agents in rural regions need more cash than e-float to meet the demand of their customers, while in urban areas cash-in and cash-out transactions balance themselves out. The 2013 Agent Network Accelerator (ANA) Uganda Country Report revealed that more than half of agents in Northern Uganda (57%) require more e-float than cash.  As Northern Uganda is predominantly rural, this finding is extremely intriguing.

High demand for e-float implies that customers are conducting more deposits than withdrawals at agent outlets. In Northern Uganda, 43% of households live below the poverty line—two times the national average—therefore one would expect this region to be a net recipient of domestic remittances. What makes Northern Uganda unique in the unconventional demand for e-float from other rural regions?

Source: The Helix Institute of Digital Finance, Agent Network Accelerator Uganda 2014

The Agriculture Factor in Northern Uganda

Research conducted in Northern Uganda revealed that investments in and proceeds from agriculture activities has increased the amount of money in circulation within the ecosystem which has, in turn, created opportunities for mobile money transactions—such as smallholder farmers engaged by large, commercial farms.  In fact, mobile money agents in Northern Uganda report that they experience high demand for e-float during the months of the two harvest seasons (July to August and November to December) when traders and farmers earn high revenues.

Traders and farmers in Northern Uganda seem to be moving closer to digitizing the agricultural value chain.  Unlike other agricultural regions in the country, Northern Uganda has dedicated value chain players (such as the Sorghum Value Chain supported by Nile Breweries).  Traders, who play a key role in this value chain, make most of their purchases to their suppliers in the region and even across the border in Congo and South Sudan using mobile money.

Traders choose to digitise their payments because digital payments are a faster, convenient and cheaper means of purchasing supplies than physically travelling to Kampala or outside the Northern Region. They also choose to employ digital payments to increase safety against theft, robbery or fake currencies. It seems that for traders mobile money is a trusted medium for bulk merchandise payments which has resulted in the high level of deposits into their mobile money accounts, and thus agents’ need for more e-float than cash.

Further, paying suppliers is not the only reason agents experience a high demand for e-float. As a result of the income earned from the harvest, traders and farmers deposit money to their mobile wallet accounts. With an estimated 0.2 formal bank branches per 10,000 persons, most of which are located within urban centres (Lira, Gulu, Arua), Northern Uganda has the lowest bank penetration rate in the country. Mobile money agents are accessible and mostly at their doorstep.  As a consequence, people store money on their e-wallets as the best option available.  Agents note that customers make payments for school fees and send pocket money to their children, as well as remittances to relatives and friends outside the Northern Region.

How Do Agents Cope?

An illiquid agent impacts his/her ability to meet customers’ demands and can hurt an agent’s business.  In discussion with agents in Northern Uganda, while they understand the cyclical swings in e-float demand associated with the agricultural/harvest seasons, maintaining a sufficient amount of e-float remains a challenge to rural agents. This is because they lack the appropriate capital, resources, management techniques and at times willingness to invest in their mobile money operations during the planting season.

We interviewed agents who frequently borrow e-float from other agents; an innovative coping mechanism which we also witness in Tanzania. Whilst this is encouraging, these informal management systems can put pressure on the lender, and would benefit from making this arrangement more formalized.

We found that agents carry a small amount of capital for their mobile money operations and thus run out of e-float more often, resulting in the need to rebalance before the next transaction. In fact, in some cases non-dedicated agents often have to choose between their mobile money and parallel businesses when it comes to cash management, mostly during the planting season (when farmers tend to their land). During this time period, agents choose to keep more cash than e-float as they would rather speculate in their parallel business.  An illiquid agent can lead to poor customer service such as denying a customer’s transaction or forcing a customer to split their transaction—which increases both their transaction fee and the time a customer spends to transact.

What Can Providers Do To Help?

The need for e-float in Northern Uganda highlights the importance of digital financial service providers to understand both the needs of their rural customers as well as the liquidity management challenges and coping mechanisms of rural agents. While we understand that liquidity management in rural areas is complex, based on our research with agents, we recommend offering the following services to help agents overcome e-float shortages.

Provide float on credit: Some master agents in Northern Uganda provide e-float on credit. One master agent interviewed provides a 30-minute e-float credit to his agents by sending a float runner to collect the cash.  If within 30 minutes the cash isn’t received, the line for the agent is blocked. This indicates an opportunity for structuring an e-float loan product. Access to a sustained flow of e-float through credit financing will enable agents to serve their customers better and build their loyalty.

Develop a reward structure for agents who are inclined to save money than having  at disposal: Agents in Northern Uganda use their till as a safe way of banking their business earnings and during the low agricultural season they invest in their parallel business as they weigh between the mobile money commissions and this other business. Providers can reward agents who increase their e-float held during the harvest period, so as to ensure that they can serve customers and thus grow their business.

In Northern Uganda, agents’ and customers’ float requirements indicate that P2B and B2B payments are growing and are linked to their agricultural livelihoods. The mobile money use case in rural Uganda seems to be slowly evolving from domestic remittances to payments and deposits. This implies that practitioners will need to understand triggers for such payments, such as economic seasonality and design practices that suit customers’ and agents’ liquidity needs.

Burgeoning ‘Typhoons’ in Digital Financial Services

Typhoons are great engines of destruction. When a typhoon makes landfall it often produces a devastating storm surge that destroys everything in its path without mercy. The best defence against a typhoon is an accurate forecast that gives people time and means to get out of its way. It is therefore prudent to watch, watch again, and then watch out if you happen to be in a typhoon-prone area.

Since its inception, the digital financial services (DFS) industry has been subject to a wide range of frauds, across different markets and players of the ecosystems. The diverse nature and scale of these fraud cases has been evolving across markets. As a result, most digital financial services operators are now deploying in-house, dedicated fraud teams. Supply-side research by The Helix Institute of Digital Finance in Bangladesh and Kenya identified fraud as the biggest concern amongst agents, in 2013 and 2014. Our recent surveys in both Tanzania and Uganda highlighted how prevalent it has now become—42% of agents and a little more than half of agents, respectively, indicate that either they personally, or one of their employees, have experienced fraud in the last year. In other markets, such as Zambia and India, it has been cited as one of the top challenges to an agent’s business in 2014.  In response, The Helix Institute collaborated with leading specialists to build a Risk and Fraud Management in DFS course. The course highlights key risks as well as mitigation/management strategies.

Source: Compiled from Agent Network Accelerator (ANA) Surveys. ANA surveys were conducted in 2013 in Uganda, Kenya, and Tanzania; in 2014 in Bangladesh, Kenya, Pakistan, and India; and in 2015 in Zambia, Tanzania and Uganda. Country comparison graphs contain most recent data available.

Emerging trends involve both internal employee fraud and fraud by external parties. DFS provider employees can use their position to gain access to confidential customer information, especially in cases where there are no tight checks, and then use this to target customers, gain account access, or otherwise obtain client funds. In one mobile network operator (MNO), employees colluded and stole about US$ 3.4 million through accessing the company’s suspense account which temporarily holds unclassified or disputed transactions. The staff members were then able to generate e-value and redirected the funds for withdrawal through some colluding agents. This was due to lack of appropriate reconciliation procedures and mismanagement of the user access rights for the mobile money system, where staff members were using multiple active system user log-in credentials. In Rwanda, an MNO found one of its staff members orchestrating fraud by redirecting funds amounting to US$ 673,943 for withdrawal through conniving agents over a 12-month period. In South Africa, the collusion between a few employees of a major MNO and a bank resulted in a major SIM swap fraud. This resulted in the loss of thousands of Rand.

Third parties, such as employees of institutions providing outsourced services or unaffiliated fraudsters, generally contact agents or customers indirectly through social engineering (typically spoofing/phishing) scams to fraudulently obtain account information and rob them. Others have been able to hack into accounts or wallets, to ultimately obtain funds illegally. Recently, in India, 5 engineering students robbed a private sector bank of tens of millions of Rupees using fake mobile wallet transactions over a period of four months, since December 2015. The students managed to hack into the bank’s newly-introduced wallet so that if a customer tried to send funds to another wallet holder, and the recipient was offline, the initiator of the transaction did not end up losing any funds. Instead, funds were pulled from the bank and directed to the fraudster’s wallet. This fraud case was uncovered when about US$ 1.2 million had been siphoned off. In Kenya, fraudsters who are typically prison inmates, with illegal access to mobile phones through syndicates, continue to perpetrate fraud through social engineering. The latest methods used are through calling or sending text messages to random numbers, either in pretence of being relatives requesting for funds or as representatives of different companies: for example, banks or supermarkets, communicating about winners of special promotions. In the latter cases, they request that the subscriber sends funds to a specific mobile wallet to ‘activate’ their winnings, in order to receive their large cash prizes.

The latest random messages being pushed around Kenya target anyone who is about to send funds. These text messages are as “Please nitumie ile pesa kwa hii number, simu yangu imezima”, which translates to “My phone has gone off, so kindly send those funds to this number instead”. Since sending money is a common activity, when some people receive this text message, they are duped into believing it has been sent by the intended recipient. They are misled into thinking that the intended recipient is having trouble accessing their normal wallet/phone, and so are providing an alternative number so that funds can be transferred. The sender then send funds to the new number. Many innocent customers have lost money by responding to these calls or text messages, with those living in the rural areas most commonly hit.

These are just a few examples of a multitude of alarmingly creative approaches to defrauding agents and end-users. Among customers, there are also perceptions of fraud vulnerability as identified by Consumer Protection and Emerging Risks in Digital Financial Services report by CGAP, MicroSave and BFA, which also reaffirms the prevalence of these occurrences. The general trend is that frauds that circumvent back-office systems result in large-scale losses to the providers, while smaller frauds from third parties often target lower amounts from agents or customers.

But how should providers heed evolving fraud?

Typhoon-prone countries have increasingly sophisticated early-warning systems. Similarly, DFS providers need sophisticated risk/fraud management systems. Providers need to understand fraud and track its evolution over time in order to manage it effectively.  This understanding is derived from robust monitoring of the ecosystem and fundamental monitoring questions are asked on an on-going basis: What new fraudulent activities are happening? Is there a trend? Are all controls adequately designed and executed? Are employees aware and do they understand their roles and responsibilities?

Fraud Management Systems

DFS providers need sophisticated risk/fraud management systems (FMS). The FMS help service providers to understand the nature of frauds. A lot of data is generated from different systems in any DFS provider. FMSs enable fraud managers to use this data and design rules and algorithms to track the pattern of frauds. They enable them to set fraud rules which help in identifying collusion checks, velocity checks, threshold checks, black-list checks, new subscriber checks, profile checks, SIM swap checks, etc. These systems help providers to understand fraud and track its evolution over time ― thereby helping to manage them effectively and reducing revenue losses. Velocity and pattern detection tools, which are real-time, dynamic, efficient, and effective in finding patterns that point to fraud, add powerful capabilities for next generation fraud management.

Reliable and relevant data and dashboards

Data is critical for monitoring and managing DFS fraud. Reliable data is generated through working with technology providers to build robust systems or tools that determine and track normal and abnormal behaviour. Providers need to ensure robust prevention measures on the first line of defence – registration or account opening processes. Combining this with data-driven alerts can provide real-time, multi-channel defences to address a wide spectrum of fraud threats. At the same time, more traditional “maker-checker” approaches to ensure segregation of duties, together with back-office monitoring and reconciliation teams, are key to maintaining the integrity of digital finance systems.

Internal control

Providers need to ensure robust internal controls. They can be of two types: preventive controls and detective controls. Some examples of preventive controls can be measures like limiting number of transactions per day (value or volume), authentication of transactions, having passwords at different levels, providing limited access to employees, etc. These are generally low-cost solutions to the providers. Detective controls, on the other hand, are post facto. Typical detective controls are: understanding the patterns of transaction activity, reviewing high-value /high-volume transactions, monitoring log-in activity of employees, etc. These tend to be expensive, since DFS providers need to build systems for this. When any fraud happens, preventive measures offer the first line of defence.

Clear reporting and communicating channels between stakeholders, including customers

Different providers have different organisational structures, which determine the number of stakeholders involved. Internally, managers, back-office support, customer service, and finance and revenue assurance teams must all be aware of fraud risk and encouraged to communicate any anomalies or suspicious activity to relevant internal parties. External communication to agents and customers is equally important for effective preventive control. Awareness creation among customers on how to avoid the risk of fraud is a critical preventive measure to reduce customer spoofing/phishing scams. Lastly, in the event of the detection of suspicious activity, clear internal procedures defining both how to escalate awareness and ensure immediate action, need to be in place. Whistle-blowing within institutions should also be encouraged.

DFS ecosystems continue to evolve; however, with this the scope for fraud is also growing. For DFS to realise its full potential, all stakeholders inclusive of regulators, donors, providers and their partners, as well as customers, have a role to play in combating fraud – and minimising the risks of DFS being swept away by burgeoning typhoons of fraud. The first Helix Risk and Fraud Management in DFS, is ongoing – click here to check it out!

Agent Dormancy: Reasons and Remedial Measures

Agent dormancy is a cause of concern for financial inclusion. MicroSave recently conducted research to understand rural customers’ perception of dormancy, the challenges faced by them after an agent goes dormant, the reasons for agent dormancy and the remedial measures to cope with this challenge. The research was carried out in 12 districts across four states of India. This Note highlights that some of the prominent reasons for agent dormancy include: payment of commission to agents, support to agents, communication issues, poor grievance redressal mechanisms, besides technology and infrastructure-related issues. The Note further highlights the role to be played by the Regulator in arresting agent dormancy.

Financial Capability and Indian Digital Financial Services

The World Bank Institute highlights that behavioural change with regard to financial capability is a non-linear process and requires more than receiving compelling information. For an evolving channel like DFS, which has several models of service delivery, this brings its own set of challenges. For DFS to be used to its full potential, it is important that both customers and agents have functional knowledge of the channel.

Therefore, under MicroSave’s study for the Omidyar Network on customer protection, risk and financial capability in India, financial capability of the customers was assessed on the basis of:

  •  Functional knowledge to transact on their own
  • Awareness about terms and conditions and product features
  • Ability to protect personal account information
  • Awareness and ability to access recourse

Financial capability of the agents was assessed on the basis of:

  • Functional knowledge about terms and conditions and product features for proper facilitation
  • Functional knowledge  about recourse mechanisms to help the customers as well as to resolve problems they face
  • Monitoring and training support so that agent is able to serve the clients well

As indicated in a previous blog “Customer Protection in Indian Digital Financial Services (Part 2: Transparency and Privacy)”, almost 2/3rd of customers do not fully understand the product terms and conditions and pricing. Furthermore, knowledge about other products among agents is also low, and so they offer only a few products. The graph indicates the top three products offered by agents by volume.

Furthermore, field observations show that there is a growing trend amongst customers to carry out over the counter (OTC) transactions. These people are not covered in the study, but form a significant proportion of transaction volume. Since they conduct OTC transactions, it is fair to assume that they too have very limited knowledge of the terms and conditions of service.

Functional awareness among agents to facilitate transactions appears high. However, this does not represent the complete picture as they only have knowledge about a few products. MicroSave’s ANA India Survey highlights that only 59% of agents received training. Of those trained, 61% agents have undergone a refresher training. 36% of these have received refresher training only once.

In the MicroSave study for the Omidyar Network 96% of agents said that they knew about the product features of top three products on offer through their agency; 77% of agents said that they do not have any difficulty in handling the devices/technology; and only 68% of all active agents reported having received documents describing terms and conditions of service.

79% of the agents know about recourse options. However, of the agents who faced issues, only 24% actually used any kind of recourse option. Though agents were aware of multiple recourse options, the method actually used to resolve issues was much more traditional in nature ― agents preferred to sort out issues face to face at the branch.

This indicates that even though there is awareness about recourse options among agents, they are not used much. Moreover, the dependence on agents on going to the bank branch or provider for recourse suggests that call centres are either absent or not functioning adequately. This also raises a question on the ability of agents to resolve customer level issues if they do not have functional knowledge of recourse.

However, when asked what is discussed during monitoring visits, the answer was ambiguous both in terms of agenda and problem resolution.

A separate baseline assessment study conducted by MicroSave, for Bank Mitrs (agents) under the PMJDY scheme also highlights the fact that monitoring visits lack an agenda in terms of what needs to be checked, and often does not resolve any problems/issues that the agent/customer may be facing. At best, during monitoring visits, the bank staff checks the notebook of agents in which transaction records are maintained. There are almost no checks/interactions with customers during monitoring visits. This is primarily to avoid questions on unresolved issues like – When will they get their passbook? When will the ATM card be issued? Will they be able to access credit? etc.

Financial capability in terms of product knowledge and recourse is limited amongst agents and very limited amongst DFS customers in India. Furthermore, there is little sign that the sporadic agent monitoring visits are being used to address this problem. Providers and banks should view this as a big opportunity to both improve levels of trust in DFS and the range/uptake of products and services by the mass market. But, to achieve this, concerted efforts will be required to enhance the financial capability of both the agents and the customers they serve.

Customer Vulnerability, Trust and Risk in Indian Digital Financial Services

Qualitative research done as a part of MicroSave’s study for the Omidyar Network on customer production, risk and financial capability in India shows that customers’ perceptions of banking or financial transactions are still focused on brick and mortar based services. DFS providers have not done enough to change the customer’s perception and gain trust. The customer’s perception of risk of digital systems and technology can be further broken down into three broad issues.

1. Lack of trust in digital financial services arises from three key drivers:

a. Frequent server downtime: Many issues are clubbed here – including: bank server downtime; provider’s network downtime; failure or overload of the middleware linking the bank system to the provider’s system; and internet or GSMA outage. In addition, on occasions, the agent’s unwillingness (or inability due to lack of liquidity) to service the customer is covered by the agent with an assertion that “the system is down”.

b. Interrupted transactions: Often, while transacting, agents/customers face the problem of interrupted transactions. This can happen due to various technology challenges and often results in incomplete transactions.

c. Lack of confirmation messages: Lack of a confirmation message, or receipt, or any form of physical evidence of the transaction, causes anxiety amongst many customers.

2. The low-income customer segment is still not comfortable in texting for two reasons: 

a. Unable to enter details: In the case of mobile delivery channel, many old and middle-aged customers are unable to type details on the phone.

b. Fear of entering wrong details: Customers do not want to conduct transactions (themselves) because they are afraid that they might enter wrong details, and thus lose money.

Customers’ low level of comfort with technology is exacerbated by often clunky user interfaces (see below) and often leads to agent-assisted transactions. Assisted transactions significantly increase the level of risk for the customer as they have to share their account details with the agent. Further, it also harms the service provider in the following ways:

• Increased risk of fraud and hence reputational risk

• Agents start behaving like middlemen, limiting the providers’ communication with clients; exposing the provider to the risk of customer poaching (if the agent is not satisfied with the service/commission given by a provider, he shifts to a different provider and also shifts the customers along with him), and limiting opportunities to cross-sell.

3. Confusing/non-intuitive user interfaces compound the issues

a. User interfaces are often confusing to the customer. The USSD interface is often too deeply layered or embedded for the customers to get to the right option. This forces the customer into risky behaviours like:

• Sharing PIN with the agent

• Leaving cash with the agent (especially when the system is down or alleged to be down)

• Leaving phones with agents to complete a transaction

b. Transaction data security relates to the privacy of customers’ account/PIN details while conducting transactions at agent locations. Poor transaction data security increases customers’ vulnerability to external frauds. Confusing interfaces and low comfort level with technology add further to poor transaction data security, as the customer is forced to share personal account details.

Two other issues further erode customers’ trust in digital finance in India:

1. Lack of liquidity at the agent is a multi-fold issue. For the customer, it means that their funds are inaccessible and service is denied. A customer who has been refused service by an agent is less likely to transact again at that agent location. Furthermore, loss of business reduces profitability and demotivates the agent, so he starts maintaining minimum (or less) liquidity – thus setting in motion a downward spiral.

2. The perception that funds held digitally are not safe. This stems from rumours which spread in the market from time to time. For example, in 2014, in response to government policy, agents were given a target of 100% withdrawal of government payments to receive their commission from the agent network managers. So, (unsurprisingly) agents communicated that customers must withdraw all their direct benefits immediately or the government would take back the amount left in the account.

These issues are very similar to the ones we found in Bangladesh, Uganda and (to a lesser extent) the Philippines (see graph below).

There are, however, important consequences of these issues and risks for DFS uptake and usage. Fears and perceptions suppress uptake and tarnish the reputation of DFS and its providers. Non users are often very aware of these issues. In the words of one customer, “We keep hearing mobile money users complain about unstable network, delayed service, missing money and many other negative comments about mobile money. Why then should we register for these services?”​ 

There is strong evidence that poor customer service/protection is reducing not just uptake but also usage of DFS services. Many registered customers lapse into inactivity when they find it impossible (due to system downtime or absent/illiquid agents) or too scary (due to the risks of sending money to the wrong number or losing/compromising their PIN) to make transactions. Others choose to self-protect by using OTC services in preference to registering or keeping money in their m-wallets. These all limit the use of digital financial services. This was a repeated theme across the studies and reflects the findings of InterMedia’s work in eight leading markets across the globe. MicroSave’s recent work for UNCDF’s MM4P on the customer journey highlighted that, “Moving people from knowledge to trial, and from trial to regular usage, will require providers to address issues that erode trust: system instability, poor customer service; and improve access which is limited by current KYC requirements”.

System downtime and sending money to the wrong number, in particular, seem to damage the reputation of DFS service providers. Ironically, these technological issues can be addressed by providers themselves. Similarly, agent liquidity and overcharging can and should be addressed through effective monitoring by providers and their agent network managers. The future of DFS in India is in the hands the very people that provide these services.