MasterCard Worldwide's chances to convert large U.S. financial institutions to its debit brand are slim, analysts say. "They have only one thing they can be doing now, and that's going after new deals and penetrating banks that are Visa bastions like Wells Fargo, although they are known for being a loyal partner to Visa," says Adil Moussa, an analyst with Boston-based Aite Group. MasterCard also may try to position its processing capabilities over Visa's, says Les E. Riedl, president and CEO of Alpharetta, Ga.-based consulting firm Speer & Associates Inc. "It's important for MasterCard to have world class debit-processing capabilities to solidify the relationships it does have and also to bid for business opportunities as they come up," Riedl says. Richard G. Lyons Jr., MasterCard group executive, global debit products, says MasterCard is touting its recent development of Integrated Processing Solutions, which is back-end processing software that assists debit card issuers with account creation, customer service and vendor management. "IPS is an increasingly important part of our conversations with financial institutions and their debit business," Lyons says.


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