Profit-based Customer Acquisition Strategy

Revenue Scorecards; eg Total 180 days

revenue
Campaign Management
Cross-sell Scorecards
Retention and Activation
Loan Prepayments
Loyalty and Winback
Pricing Analytics
Credit Delinquency Scorecards
Customer Approval and Conversion
Scorecards
Optimal Loan Amount, Pricing and loan
duration
Portfolio Loss Forecasting
Collections Analytics
Fraud Analytics
Basel II Analytics
Credit Risk Analytics Marketing Analytics
Analytics that impact all items of the portfolio P&L
Example: Credit Cards
RETAIL BANKING ANALYTICS
Marketelligent is in the business of providing
analytic services that help you make smarter
business decisions. With deep expertise in
Credit Risk and Marketing across asset- and
liability-based Products, we offer an
affordable global delivery model leveraging
the best of domain expertise and analytic
capabilities.
New Accounts Acquired
Accounts Closed
Account Activation rate
Payment Rate
Total Ending Receivables
Interest
Cost of Funds
Net Interest Margin
Risk-based Fees
Interchange
Affinity Rebates
Cross-Sell
Annual Fees
Net Credit Losses
Net Credit Margin
Operating Expenses
Loan Loss reserve
Net Income
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Bank P&L
Reduce Customer Attrition
- Voluntary / Involuntary
- Retention Strategies
- Winback
Improve profitability of Assets
- Credit Line Strategies
- Pricing
- Balance Transfer
Maximize Fee Revenue
- Over Credit limit
- Delinquency
- Bad Check
Reduce Net Credit Losses
- Credit Line strategies
- Pricing strategies
- Collections
Acquire Profitable Customers
- Whom to approve/decline?
- What Pricing?
- What Credit Line ?
Increase activation rates
- Deepening Engagement
- Inactive Customer Treatment
Maximize Interest Revenue
- Product Pricing
- Customer Behavior Revolvers,
transactors, etc
Increase Cross-sell Revenues
- Revenue Enhancing Products
- Breadth of relationships
CONTACT
www.marketelligent.com
MARKETELLIGENT, INC.
80 Broad Street, 5th Floor, New York, NY 10004
1.212.837.7827 (o) 1.208.439.5551 (fax) info@marketelligent.com
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Scorecard Deciles
PREDICT USING SCORECARDS
Design, develop and implement predictive scorecards across
functions: response, approvals, delinquencies, collections,
cross-sell, etc
Acquisition Usage & Loyalty
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Time
Retention
Activation
RETAIN & ACTIVATE
Identify Customers at Risk of Disengagement via predictive
scorecards. Take appropriate action to lower attrition.
Segment Inactive Customers across various dimensions.
Implement targeted activation campaigns.
MAXIMIZE COLLECTIONS
Collectability
Scorecard
Placement Balance
(Amount the account
entered Collections with)
Required Effort
(Efforts required to
collect past dues)
Develop & implement holistic strategies to collect efficiently;
thereby reducing cost/dollar collected


SEGMENT YOUR CUSTOMERS
Segment Customers to better understand their needs and
wants; their sensitivities to various factors, etc.
RETAIL BANKING -
CREDIT RISK & MARKETING ANALYTICS
Lower defaults by upto
15% using approval
scorecards
Segment based on a
specific objective; or
natural clustering
Increase activation by
upto 20% by optimal
targeting and right offers
Increase Collections by
upto 20% using Collection
Scorecards