Acquiring Banks Overview
Overview
An acquiring bank (also called an "acquirer" or "merchant bank") is a licensed financial institution that:
| Function | Description |
|---|---|
| Enables Card Acceptance | Provides merchants the ability to accept credit/debit card payments |
| Bears Merchant Risk | Assumes liability for chargebacks if merchant can't pay |
| Funds Settlements | Transfers funds from card networks to merchants (minus fees) |
| Ensures Compliance | Maintains card network memberships and enforces network rules |
| Underwrites Merchants | Assesses merchant risk before and during the relationship |
Key Distinction: Acquiring banks are on the "merchant side" of the transaction, while issuing banks are on the "cardholder side." This distinction is fundamental to the Four-Party Model .
Licensing Requirement: Historically, only licensed banks (national or state-chartered depository institutions) could be principal members of Visa/Mastercard. However, as of 2024, Georgia's MALPB (Merchant Acquiring Limited Purpose Bank) charter allows non-depository payment processors to obtain network membership directly. This represents a significant change enabling companies like Fiserv and Stripe to acquire without traditional sponsor banks.
Acquirer vs. Processor: Critical Distinction
Before diving deeper, it's worth distinguishing between acquirers and processors, two terms often confused in the industry:
| Aspect | Acquiring Bank | Processor |
|---|---|---|
| Legal Entity | Licensed bank | Technology company (may or may not be bank) |
| Network Membership | Principal/Associate Member of Visa/MC | No direct membership (historically) |
| Risk Bearing | Bears merchant/chargeback risk | Typically no risk (unless also acquirer) |
| Settlement | Moves funds via network clearing | Routes transaction data only |
| Regulatory Oversight | Bank regulators (OCC, FDIC, Fed) | Limited (PCI, state licensing) |
| Examples | Wells Fargo, Chase, Elavon | Fiserv (pre-MALPB), First Data, Worldpay |
Key Point: Many entities are both (e.g., Chase Paymentech is acquirer + processor). Others are acquirers partnering with separate processors (e.g., Wells Fargo + Fiserv). Post-2024, some processors obtained MALPB charters to become acquirers directly (Fiserv, Stripe).
For more on processors, see Payment Processors.
Historical Evolution
Origins: The Birth of Card Acquiring (1950s-1960s)
+------------------------------------------------------------------------------+
| THE EVOLUTION OF CARD ACQUIRING |
+------------------------------------------------------------------------------+
1950s: CHARGE CARDS EMERGE
==========================
1950: Diners Club launches first charge card
• Single entity (closed-loop): issuer, acquirer, and network in one
• Acquired merchants directly
• No separation of functions
1958: BankAmericard Launches (Bank of America)
• First widely-adopted bank card
• Bank of America = Issuer + Acquirer + Network
• Limited to California initially
• Banks licensed to issue, creating franchise model
1960s: REGIONAL BANK LICENSING
==============================
1966: Bank of America licenses BankAmericard to other banks
• First time issuing and acquiring separated
• Licensed banks could ISSUE cards to their customers
• Licensed banks could ACQUIRE merchants in their territory
• Early "four-party" model emerges
1966: Interbank Card Association (IBA) founded
• Eventually becomes Mastercard
• Cooperative model: member banks jointly own network
• Member banks each issue AND acquire
1970s: NETWORKS BECOME INDEPENDENT
==================================
1970: National BankAmericard Inc. (NBI) formed
• Bank of America spins out network operations
• Independent network separate from founding bank
1976: BankAmericard → VISA
• Visa U.S.A. and Visa International formed
• Clear separation: Network vs. Member Banks
• Banks choose to issue, acquire, or both
1979: IBA rebrands to Mastercard
• Similar cooperative structure
1980s-1990s: SPECIALIZATION ACCELERATES
=======================================
Key Developments:
• Electronic authorization replaces paper vouchers
• Processing becomes technology-intensive
• Banks outsource processing to third parties
• First Data Corporation founded (1971), becomes dominant processor
• "[ISO model](/ecosystem/industry-players/isos)" emerges: Non-bank sales agents acquire merchants
but transactions processed via bank member
2000s-PRESENT: CONSOLIDATION AND FINTECH
=========================================
• Massive consolidation (thousands of acquirers → top 10 dominate)
• Non-bank processors achieve scale (Fiserv, Worldpay)
• PayFac model emerges (Square 2009, Stripe 2010)
• MALPB charters allow non-banks to acquire without sponsor (2024)
+------------------------------------------------------------------------------+
Key Milestone: Separation of Acquiring from Issuing
In the early days, banks that issued cards to consumers also acquired merchants. This created a closed ecosystem but limited scale. The critical innovation was separating these functions:
| Era | Acquiring Model | Example |
|---|---|---|
| 1950s | Single entity does all | Diners Club |
| 1960s | Regional bank licenses (issue + acquire in territory) | BankAmericard licensees |
| 1970s | Networks become independent; banks specialize | Visa/Mastercard networks |
| 1980s | ISOs emerge as sales/distribution layer | Non-bank merchant sales |
| 1990s | Processors handle technology; banks hold licenses | First Data + Sponsor Banks |
| 2010s | PayFacs aggregate under master merchants | Square, Stripe |
| 2020s | MALPB charters allow processors to become acquirers directly | Fiserv, Stripe (Georgia) |
Why This Matters for PayFacs: The PayFac model is the latest evolution in the acquiring value chain. PayFacs sit between merchants and acquiring banks, assuming many acquirer-like responsibilities while the sponsor bank holds the regulatory licenses.
The Acquirer's Role in Detail
1. Merchant Underwriting
Before approving a merchant, acquirers perform extensive due diligence:
+------------------------------------------------------------------------------+
| MERCHANT UNDERWRITING PROCESS |
+------------------------------------------------------------------------------+
INFORMATION GATHERED:
=====================
┌─────────────────────────────────────────────────────────────────────┐
│ BUSINESS VERIFICATION │
│ • Legal business name and DBA │
│ • Business address and contact information │
│ • Tax ID (EIN) or SSN for sole proprietors │
│ • Business license and registration │
│ • Secretary of State verification │
│ • Years in business │
└─────────────────────────────────────────────────────────────────────┘
│
▼
┌─────────────────────────────────────────────────────────────────────┐
│ PRINCIPAL VERIFICATION │
│ • Owner/principal SSN and DOB │
│ • Identity verification (driver's license, passport) │
│ • Personal credit check │
│ • Background check (criminal, civil litigation) │
│ • OFAC screening (sanctions lists) │
│ • Politically Exposed Person (PEP) check │
└─────────────────────────────────────────────── ──────────────────────┘
│
▼
┌─────────────────────────────────────────────────────────────────────┐
│ FINANCIAL ASSESSMENT │
│ • Bank statements (3-6 months) │
│ • Processing history (if applicable) │
│ • Average ticket and monthly volume estimates │
│ • Refund/return policy │
│ • Business model assessment │
└─────────────────────────────────────────────────────────────────────┘
│
▼
┌─────────────────────────────────────────────────────────────────────┐
│ INDUSTRY/RISK ASSESSMENT │
│ • Merchant Category Code (MCC) assignment │
│ • MATCH list check (terminated merchant file) │
│ • Industry risk classification │
│ • Card-present vs card-not-present ratio │
│ • Cross-border transaction exposure │
└─────────────────────────────────────────────────────────────────────┘
DECISION OUTCOMES:
==================
✓ APPROVED - Standard terms
✓ APPROVED with conditions:
• Volume caps (e.g., $50k/month max)
• Rolling reserve (5-20% held for 180 days)
• Higher pricing for elevated risk
✗ DECLINED - Too risky or prohibited industry
+------------------------------------------------------------------------------+
2. Settlement and Funding
Acquirers coordinate the movement of funds from card networks to merchants:
+------------------------------------------------------------------------------+
| SETTLEMENT AND FUNDING FLOW |
+------------------------------------------------------------------------------+
DAY 0: AUTHORIZATION
====================
Customer pays $100 at merchant
│
├─ Issuer authorizes transaction
└─ No money moves yet (just approval)
DAY 0-1: CAPTURE & BATCHING
===========================
Merchant captures transaction (requests funds)
│
├─ Transaction added to daily batch
└─ Acquirer/processor receives batch at end of day
DAY 1: CLEARING
===============
Acquirer submits batch to card networks (Visa/Mastercard)
│
├─ Network calculates net positions between banks
├─ Interchange determined for each transaction
└─ Settlement instructions generated
DAY 1-2: SETTLEMENT (Funds Move)
================================
Cardholder's Card Acquirer's
Issuing Bank Network Acquiring Bank
│ │ │
│ $100 - Interchange │ │
│ ($100 - $1.80) │ │
│ = $98.20 │ │
│─────────────────────> │
│ │ $98.20 - Assessments │
│ │ ($98.20 - $0.16) │
│ │ = $98.04 │
│ │───────────────────────>│
│ │ │
│ │ │ Acquirer deducts
│ │ │ markup ($0.54)
│ │ │
│ │ │ MERCHANT FUNDED
│ │ │ $97.50
│ │ │
SETTLEMENT TIMING BY RISK:
==========================
┌─────────────────┬────────────────┬─────────────────────────────────────┐
│ Merchant Risk │ Funding Speed │ Notes │
├─────────────────┼────────────────┼─────────────────────────────────────┤
│ Low (retail) │ T+1 to T+2 │ Next-day funding common │
│ Medium (e-comm) │ T+2 to T+3 │ Standard e-commerce │
│ High (travel) │ T+7 to T+14 │ Delay to mitigate chargeback risk │
│ Very High │ After service │ Funds held until service delivered │
│ │ delivered │ (e.g., event tickets, pre-orders) │
└─────────────────┴────────────────┴─────────────────────────────────────┘
+------------------------------------------------------------------------------+
For detailed transaction lifecycle, see [Transaction Lifecycle Basics.
3. Chargeback Liability and Risk
The acquirer's most significant risk is chargeback liability:
+------------------------------------------------------------------------------+
| CHARGEBACK LIABILITY CHAIN |
+------------------------------------------------------------------------------+
SCENARIO: Customer disputes $500 transaction
Merchant cannot be reached or has no funds
TRADITIONAL ACQUIRER MODEL:
===========================
1. Cardholder disputes with Issuer
│
▼
2. Issuer credits cardholder $500 and initiates chargeback
│
▼
3. Network routes chargeback to Acquirer
│
▼
4. Acquirer debits Merchant account $500 + $25 fee
│
├─ IF Merchant has $525 in account → COVERED
│
└─ IF Merchant has $0 (bankrupt, fraud, disappeared)
│
▼
ACQUIRER ABSORBS $525 LOSS
(This is the "merchant risk" acquirers bear)
PAYFAC MODEL - LAYERED LIABILITY:
=================================
1. Cardholder disputes with Issuer
│
▼
2. Issuer initiates chargeback
│
▼
3. Network routes to SPONSOR BANK (acquirer)
│
▼
4. Sponsor Bank routes to PAYFAC
│
▼
5. PayFac debits SUB-MERCHANT
│
├─ IF Sub-Merchant has funds → COVERED
│
├─ IF Sub-Merchant has no funds → DEBIT SUB-MERCHANT RESERVE
│ │
│ ├─ IF Reserve sufficient → COVERED
│ │
│ └─ IF Reserve insufficient → PAYFAC ABSORBS LOSS
│
└─ IF PayFac cannot pay → SPONSOR BANK ABSORBS LOSS
│
└─ Sponsor Bank debits PAYFAC RESERVE
│
└─ IF PayFac reserve insufficient → SPONSOR EATS LOSS
KEY INSIGHT:
============
• Sponsor bank holds PayFac reserves specifically for this scenario
• Typical reserve: 5-30% of monthly volume held for 180+ days
• This is why sponsor banks are extremely selective about PayFac partners
+------------------------------------------------------------------------------+
Why Acquirers Bear This Risk:
The card network rules place ultimate liability on the acquirer. When a merchant processes fraudulent transactions and disappears:
- The issuer has already credited the cardholder
- The network has already settled with the issuer
- The acquirer is contractually obligated to make the issuer/network whole
- If the merchant can't pay, the acquirer absorbs the loss
This is why underwriting, monitoring, and reserves exist: they protect the acquirer from catastrophic losses.
4. Reserve Management
Reserves are funds held to cover potential future losses:
+------------------------------------------------------------------------------+
| RESERVE TYPES AND CALCULATION |
+------------------------------------------------------------------------------+
TYPES OF RESERVES:
==================
1. ROLLING RESERVE
────────────────
• Percentage of each transaction held for fixed period
• Released on rolling basis (e.g., 6-month delay)
Example: 10% Rolling 180-Day Reserve
┌─────────────────────────────────────────────────────────────┐
│ Month 1: Process $100k → Hold $10k (release in Month 7) │
│ Month 2: Process $100k → Hold $10k (release in Month 8) │
│ Month 3: Process $100k → Hold $10k (release in Month 9) │
│ ... │
│ Month 6: Process $100k → Hold $10k (release in Month 12) │
│ │
│ At steady state: $60k always held │
│ (6 months × $10k/month) │
└─────────────────────────────────────────────────────────────┘
2. UPFRONT RESERVE
────────────────
• Fixed amount deposited before processing begins
• May be cash deposit or letter of credit
Example: $50,000 upfront reserve
• Merchant deposits $50k before first transaction
• Released after relationship ends AND chargeback window closes
3. CAPPED RESERVE
───────────────
• Like rolling reserve but with maximum amount
Example: 10% Rolling Reserve, $100k Cap
• Hold 10% until reserve reaches $100k
• Once capped, no additional holdback
• Still rolling release (old funds out, new funds in)
4. PACING RESERVE
───────────────
• Triggers when merchant exceeds expected volume
Example: Expected $100k/month, 20% pacing above $100k
• Month 1: $100k processed → $0 held
• Month 2: $150k processed → $10k held (20% of $50k over)
RESERVE RELEASE:
================
• Rolling reserves released on schedule (typically 180 days)
• Upfront reserves released 90-180 days after relationship ends
• Reserves can be "early released" with sponsor approval
• Reserve funds ARE merchant's money (liability on acquirer's books)
+------------------------------------------------------------------------------+
5. Network Compliance
Acquirers must maintain card network memberships and enforce rules:
| Requirement | Description |
|---|---|
| Network Registration | Principal or Associate member of Visa/Mastercard |
| Annual Certification | PCI DSS Level 1 compliance, network audits |
| Risk Program Participation | VDMP (Visa), ECP (Mastercard) monitoring |
| Rule Enforcement | Ensure merchants follow network operating regulations |
| Dispute Management | Handle chargebacks per network timelines |
| Reporting | Regular reporting to networks on merchant portfolio |
If Acquirer Violates Rules:
- Fines from networks ($5,000 - $100,000+ per violation)
- Increased monitoring and audits
- Potential loss of network membership (catastrophic for business)
Bank-Owned vs Non-Bank Acquirers
Bank-Owned Acquiring Operations
Some banks operate their own acquiring businesses:
+------------------------------------------------------------------------------+
| BANK-OWNED ACQUIRER STRUCTURE |
+------------------------------------------------------------------------------+
EXAMPLE: JPMorgan Chase / Chase Paymentech
┌─────────────────────────────────────┐
│ JPMORGAN CHASE │
│ (Bank Holding Company - BHC) │
└──────────────────┬──────────────────┘
│
┌─────────────────────────┼─────────────────────────┐
│ │ │
▼ ▼ ▼
┌─────────────────┐ ┌─────────────────┐ ┌─────────────────┐
│ CHASE BANK │ │ CHASE PAYMENTECH │ │ JPM TREASURY │
│ (Retail Bank) │ │ (Acquirer) │ │ SERVICES │
│ │ │ │ │ │
│ • Consumer │ │ • Merchant │ │ • Corporate │
│ deposits │ │ acquiring │ │ treasury │
│ • Credit cards │ │ • Processing │ │ • Cash │
│ • Loans │ │ • Settlement │ │ management │
└─────────────────┘ └─────────────────┘ └─────────────────┘
│ │ │
└─────────────────────────┼─────────────────────────┘
│
CROSS-SELL SYNERGIES:
────────────────────
• Commercial bank client gets payment processing
• Payment processing client gets business banking
• Treasury services bundled with acquiring
ADVANTAGES OF BANK-OWNED:
=========================
✓ Direct network membership (no sponsor bank needed)
✓ Own settlement accounts (faster funding, lower cost)
✓ Cross-sell opportunities (banking + payments)
✓ Regulatory infrastructure already in place
✓ Brand trust and stability
✓ Can hold merchant reserves on own balance sheet
DISADVANTAGES:
==============
✗ Bank compliance culture slows innovation
✗ Risk-averse (won't serve high-risk merchants)
✗ Technology often lags fintechs
✗ Higher overhead costs
✗ Difficult to compete with nimble processors
+------------------------------------------------------------------------------+
Processor-Bank Partnership Model
Many banks partner with processors for technology:
+------------------------------------------------------------------------------+
| PROCESSOR-BANK PARTNERSHIP MODEL |
+------------------------------------------------------------------------------+
EXAMPLE: Wells Fargo + Fiserv Partnership
┌───────────────────────────┐ ┌───────────────────────────┐
│ WELLS FARGO │ │ FISERV │
│ (Sponsor Bank) │ │ (Processor) │
│ │ │ │
│ PROVIDES: │ │ PROVIDES: │
│ • Bank charter/license │ │ • Technology platform │
│ • Network membership │ │ • Transaction routing │
│ • Settlement accounts │ │ • Fraud detection │
│ • Regulatory compliance │ │ • Merchant portal │
│ • Reserve management │ │ • Reporting/analytics │
│ • Brand │ │ • Gateway services │
│ │ │ • POS terminals │
└─────────────┬─────────────┘ └─────────────┬─────────────┘
│ │
└─────────────────┬────────────────────┘
│
▼
┌───────────────────────┐
│ WELLS FARGO │
│ MERCHANT SERVICES │
│ (Joint Offering) │
│ │
│ • Merchant brand │
│ • Relationship mgmt │
│ • Pricing/contracts │
│ • First-line support│
└───────────────────────┘
│
▼
┌───────────────────────┐
│ MERCHANT │
│ │
│ Sees: "Wells Fargo │
│ Merchant Services" │
│ Uses: Fiserv tech │
└──── ───────────────────┘
WHY THIS MODEL EXISTS:
======================
• Processing technology is EXPENSIVE to build and maintain
• Banks don't want to compete with Fiserv on tech
• Fiserv doesn't want to become a bank (regulation)
• Partnership allows each party to focus on core competency
ECONOMICS:
==========
• Revenue split between bank and processor
• Processor typically takes technology fee (basis points + per-txn)
• Bank keeps remainder after network costs
• Customer sees single relationship with bank brand
OTHER EXAMPLES:
===============
• PNC Merchant Services (powered by Fiserv)
• US Bank + Elavon (though Elavon is bank-owned, uses some external tech)
• Many regional banks partner with Fiserv, Worldpay, or Global Payments
+------------------------------------------------------------------------------+
Market Position Comparison
| Bank-Owned Acquirer | Parent Bank | 2024 Position | Strengths |
|---|---|---|---|
| Chase Paymentech | JPMorgan Chase | #1 US ($2.7T+ volume) | Scale, enterprise, banking integration |
| Elavon | US Bank | #5 US, #2 bank-owned | International, CNP, midmarket |
| Bank of America MS | Bank of America | Top 10 | SMB focus, satisfaction leader |
| Wells Fargo MS | Wells Fargo | Top 10 | Fiserv tech, embedded finance |
Sponsor Banks for PayFacs
What is a Sponsor Bank?
A sponsor bank is an acquiring bank that provides PayFacs (and ISOs) access to card network membership:
+------------------------------------------------------------------------------+
| SPONSOR BANK vs ACQUIRING BANK |
+------------------------------------------------------------------------------+
ACQUIRING BANK (Traditional):
=============================
Merchant ◀───────────▶ Acquiring Bank ◀───────────▶ Card Network
│
│
Direct relationship
Individual MID per merchant
Bank underwrites each merchant
SPONSOR BANK (for PayFac):
==========================
Sub-Merchant 1 ─────┐
│
Sub-Merchant 2 ─────┼───▶ PayFac ◀───────▶ Sponsor Bank ◀───▶ Network
│ │
Sub-Merchant 3 ─────┘ │
│
Master Merchant
Account
THE KEY DISTINCTION:
====================
┌─────────────────────────────────────────────────────────────────────────────┐
│ │
│ ACQUIRING BANK: SPONSOR BANK: │
│ ──────────────── ─────────────── │
│ • Has direct merchant relationship • Has relationship with PayFac only │
│ • Underwrites individual merchants • Underwrites the PayFac │
│ • Assigns MID to each merchant • Assigns Master MID to PayFac │
│ • Bears risk on each merchant • Bears risk on PayFac aggregate │
│ • Provides technology to merchants • Provides network access to PayFac │
│ │
│ Same entity, different ROLE depending on relationship │
│ │
└─────────────────────────────────────────────────────────────────────────────┘
+------------------------------------------------------------------------------+
What Sponsor Banks Provide
+------------------------------------------------------------------------------+
| SPONSOR BANK SERVICES FOR PAYFACS |
+------------------------------------------------------------------------------+
1. NETWORK MEMBERSHIP & REGISTRATION
─────────────────────────────────
• PayFac registered with Visa/Mastercard under sponsor's membership
• Sponsor pays network registration fees (passes through to PayFac)
• PayFac listed as sub-merchant of sponsor's master account
2. BIN SPONSORSHIP
─────────────────────────────────
• BIN (Bank Identification Number) assigned to PayFac's transactions
• All transactions route through sponsor's BIN
• Sponsor's BIN appears in settlement files
3. SETTLEMENT INFRASTRUCTURE
─────────────────────────────────
• Sponsor provides settlement accounts
• Funds flow: Network → Sponsor → PayFac → Sub-merchants
• Sponsor manages net settlement with networks
4. COMPLIANCE OVERSIGHT
─────────────────────────────────
• Regular audits of PayFac operations
• PCI compliance validation
• AML/KYC program review
• Network rule compliance monitoring
• Transaction monitoring for fraud/risk
5. RESERVE MANAGEMENT
─────────────────────────────────
• Sponsor holds reserves from PayFac
• Reserves protect sponsor from PayFac default
• Typical: 5-30% of monthly volume, 180-day rolling
6. REGULATORY COVERAGE
─────────────────────────────────
• Sponsor's bank charter covers PayFac's activities
• Sponsor reports to regulators on PayFac portfolio
• Sponsor bears ultimate regulatory responsibility
+------------------------------------------------------------------------------+
Major Sponsor Banks (2024-2025)
| Sponsor Bank | Assets | Notable Clients | Specialization |
|---|---|---|---|
| Wells Fargo | $1.9T | Major PayFacs | Full-service, embedded finance APIs |
| Fifth Third (Newline) | $215B | Stripe, Brex, ADP, Nuvei | BaaS platform, modern APIs |
| Cross River | ~$7B | Multiple PayFacs/ISOs | Fintech-focused, RTP/FedNow |
| Evolve Bank & Trust | ~$1.4B | Under Fed consent order (2024); restricted | BaaS, reduced sponsor activities |
| Celtic Bank | ~$1.2B | PayFacs, ISOs | Flexible, growth-stage friendly |
Why So Few Sponsor Banks?
+------------------------------------------------------------------------------+
| WHY SPONSOR BANK SUPPLY IS LIMITED |
+------------------------------------------------------------------------------+
MARKET REALITY:
===============
• ~1,000+ PayFacs/ISOs need sponsors
• Fewer than 100 banks actively sponsor
• Only ~15-20 banks are significant sponsors
• Creates supply-demand imbalance → sponsors can be selective
BARRIERS TO ENTRY:
==================
1. REGULATORY BURDEN
• Sponsor is ultimately responsible for all sponsored entities
• Bank regulators (OCC, FDIC, Fed) scrutinize sponsor programs
• One bad PayFac can bring regulatory action on entire bank
• Evolve Bank 2024: Fed enforcement action due to fintech oversight failures
2. OPERATIONAL COMPLEXITY
• Need dedicated compliance team for PayFac oversight
• Regular audits, site visits, transaction monitoring
• 24/7 risk monitoring capabilities
• Specialized legal expertise for sponsor agreements
3. CAPITAL REQUIREMENTS
• Must hold capital against sponsored portfolio risk
• Large reserves may be required by regulators
• Concentration risk limits how much any one sponsor can take on
4. REPUTATIONAL RISK
• PayFac fraud/compliance failures reflect on sponsor
• Can damage bank's reputation with regulators and networks
• Synapse/Evolve saga (2024) example of reputational damage
5. LIMITED UPSIDE FOR BANKS
• Sponsor fees: ~$50k-$500k/year per PayFac
• Risk: Potentially millions in losses if PayFac fails
• Many banks conclude: "Not worth the headache"
RESULT:
=======
• Small number of specialized sponsor banks dominate
• High demand = premium pricing for sponsorship
• PayFacs compete for limited sponsor capacity
• Sponsor banks are highly selective on PayFac quality
+------------------------------------------------------------------------------+
Sponsor Bank Requirements and Fees
Typical PayFac Requirements from Sponsors:
| Requirement | Typical Range | Notes |
|---|---|---|
| Minimum Volume | $5M-$50M annual | Sponsors want scale |
| Reserve | 5-30% of monthly volume | Rolling 180 days |
| PCI Compliance | Level 1 Service Provider | Annual audit required |
| AML Program | Full BSA/AML program | FinCEN-registered MSB if applicable |
| Insurance | $1M-$10M E&O coverage | Errors and omissions, cyber |
| Financial Audits | Annual audited financials | Minimum 2 years operating history |
| Background Checks | All principals and key executives | Criminal, credit, OFAC |
Typical Fee Structure:
| Fee Type | Typical Range | When Charged |
|---|---|---|
| Setup/Onboarding | $25,000-$100,000 | One-time at contract signing |
| Annual Platform Fee | $50,000-$250,000 | Annual fee for relationship |
| Per-Transaction Fee | 1-10 basis points | Per transaction |
| Network Registration | Pass-through | Visa/Mastercard fees |
| Compliance/Audit | $10,000-$50,000/year | Annual or as-needed |
| Reserve Holdback | 5-30% of volume | Monthly, rolling release |
Total First-Year Cost Example (Mid-Size PayFac):
- Setup: $50,000
- Annual fee: $100,000
- Per-transaction (on $100M volume): $50,000-$100,000
- Reserve (10% of $8.3M/month): ~$50M locked capital
- Total cash required: $200,000+ fees, $50M+ reserves
Evaluating Sponsor Banks: Selection Criteria
| Criterion | Why It Matters | Red Flags | Green Flags |
|---|---|---|---|
| Regulatory Health | Under enforcement = service disruption | Consent orders, CAMELS rating less than 3 | Clean exam reports, proactive compliance |
| Risk Appetite | Alignment with your merchant mix | Generic "low-risk only" stance | Industry expertise matching your vertical |
| Technology Platform | Integration complexity and cost | Legacy systems, manual processes | Modern APIs, real-time reporting |
| Pricing Transparency | Hidden fees kill margins | "Call for pricing", complex fee schedules | Published rate cards, predictable costs |
| Track Record | Sponsor failures kill your business | Less than 2 years in sponsor business | 5+ years, multiple successful PayFac exits |
| Contract Terms | 10-year lock-in = risk | Unilateral termination clauses | Reasonable exits, performance SLAs |
| Reserve Flexibility | Capital efficiency | Fixed 30% reserve regardless of performance | Risk-based reserves, early release options |
Reserve Negotiation Reality:
- Year 1: Sponsor demands 20-30% reserves (you're unproven)
- Year 2: If below 0.5% chargeback rate, negotiate down to 15%
- Year 3+: With clean track record, some PayFacs get to 5-10%
- Scale leverage: At $1B+ volume, some PayFacs negotiate capped reserves (e.g., $100M max regardless of volume)
Insider Tip: Build reserve release milestones into your initial sponsor agreement. "After 12 months with below 0.75% chargeback rate, reduce to 10%" prevents need for full contract renegotiation.
Card Network Monitoring Programs
Acquirers must participate in network risk monitoring programs. Understanding these is critical for PayFacs:
Visa Dispute Monitoring Program (VDMP):
| Level | Chargeback Rate | Volume Threshold | Consequences |
|---|---|---|---|
| Standard | 0.9% or higher | AND 100 or more chargebacks/month | Warning, remediation required |
| Excessive | 1.8% or higher | AND 1,000 or more chargebacks/month | Fines $25k-$100k/month, potential termination |
Mastercard Excessive Chargeback Program (ECP):
| Level | Chargeback Rate | Volume Threshold | Fines |
|---|---|---|---|
| ECP | 1.5% or higher | AND 100 or more chargebacks/month | $5,000-$50,000/month |
| High Excessive | 3.0% or higher | AND 300 or more chargebacks/month | $25,000-$200,000/month |
Why This Matters for PayFacs:
- High-chargeback sub-merchants can put entire PayFac platform at risk
- One bad sub-merchant at 5% chargeback rate can push aggregate ratio over threshold
- Sponsor banks monitor these programs closely; violations can trigger reserve increases or sponsorship termination
- PayFacs must implement robust sub-merchant monitoring to catch problems early