Profit-based Customer Acquisition Strategy

Revenue Scorecards; eg Total 180 days

revenue
Campaign Management
Cross-sell Scorecards
Re-activation scorecards
Lead Optimization
Credit Delinquency Scorecards, eg. First Pay
Default (FPD); Nth cycle default, etc
Customer Approval and Conversion
Scorecards
Optimal Loan Amount, Pricing and loan
duration
Portfolio Loss Forecasting
Collections Analytics
Fraud Analytics
Credit Risk Analytics Marketing Analytics
Analytics that impact all dimensions of the portfolio P&L

Revenue Scorecard
Using bureau and application data,
this score predicts customer level
revenue over a period of 180 days.
This score helps in identifying
potentially high revenue customers

Reactivation Scorecard
Identify customers who have higher
tendency to reactivate without
defaulting. Since repeat Customers
contribute a major proportion of
profits, it becomes a prerogative to
identify them at application level

First Pay Default (FPD) Scorecard
Leverage FPD score in identifying
customers who have a high likelihood
of defaulting in first cycle of their
loan. This score helps in maintaining a
stable portfolio

4th or 5th cycle Risk Scorecard
Identify customers who have high
probability to continue to longer
cycles without default. It helps in
improving the overall loan
profitability from a customer without
going bad

Approval Scorecard
Using customers application data (like
age, employment etc) application
approval score is developed with risk
or revenue as the underlying decision
factor

Conversion Scorecard
Using customers application data (like
age, employment etc) conversion
score is developed with conversion of
lead to loan as the underlying decision
factor
Application Risk Revenue
CASH ADVANCE 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 Cash
Advance Products (Payday Lending), we offer
an affordable global delivery model
leveraging the best of domain expertise and
analytic capabilities.
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 : approvals, delinquencies, collections, etc
Forecast portfolio performance so as to take proactive
underwriting and investment optimization decisions today.
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
UNDERWRITE PROFITABLY
Make Underwriting decisions based on expected Customer
lifetime profitability
ANALYTICS FOR THE
CASH ADVANCE INDUSTRY
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FORECAST PORTFOLIO
PERFORMANCE
Approval Score
Conversion Score
180 day Revenues
Reactivation Score
Acquisition
FPD Score
5+ cycle Risk Score
Risk
Revenue
Profit-based
Underwriting
Christmas Effect !
Worst months
for lending