What I do for a living


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  • We remain focused on the continued investment of our data quality, analytical regiment, and technology. Coupled with our commitment to sales excellence and vertical market expertise, Experian offers its clients the ability to make informed decisions and set forth clear business strategies relevant to their unique markets.
  • Our data expands beyond just traditional credit data. Today, clients require a more complete view of customers and businesses to make optimal decisions. From wealth, capacity, willingness to pay and stability, our data allows for a broader view into creditworthiness.
  • In terms of technology, Experian is developing new ways to quickly and easily deliver information to our clients. Our business IQ solution is a good example. It offers commercial data and advanced analytics across the credit cycle through a single portal and point of delivery.Additional notes on Business IQ: Combines a client’s credit policies and customer expertise with Experian’s knowledge – data, industry-best practices. Gives small credit operations sophistication they would be unable to achieve through features like portfolio analysis, credit line recommendations. At the same time, provides large operations with the ability to automate, filter, and analyze to focus on actionable data. Built to provide parity then exceed competitive offering that is dominating the market (DnBi) Excellent reception in the marketplace since July 2010 launch. Called “DnBi killer” by key analysts. Developed in U.S. – now expanding globally across Experian business information services.
  • Two recent examples of investments made in our future are RentBureau and SearchAmerica(read)
  • Excellent client experience and customer loyalty is at the cornerstone of our culture. In order to continually provide “best in class” service, we have been engaged with Satmetrix to survey our clients and gauge our Net Promoter Score for the past 5 years.This ongoing feedback measures satisfaction on a variety of critical business drivers and informs our action plans to make improvements to our products, people and services.We take our client’s feedback very seriously and implement improvements to ensure their satisfaction and loyalty. As a result, our client service ratings have more than doubled in the past five years as measured by the Net Promoter Score.
  • First Financial Case Study - a contingency agency that works credit card debt, auto deficiency, and subrogation
  •   Bass & Co
  • StellarOne – consider making generic
  • Standard Motor Products – consider making generic
  • What I do for a living

    1. 1. Experian Consumer Services & Decision AnalyticsOverview<br />
    2. 2. Agenda<br />Global Experian<br />Strategic priorities<br />Business overview<br />Client best practices<br />
    3. 3. Global Experian<br />© 2011 Experian Information Solutions, Inc. All rights reserved.Experian Public.<br />3<br />
    4. 4. Global Experian A company with local competencies and local clients<br />Corporate fact sheet<br /><ul><li>Approximately $4 billion in revenue
    5. 5. 15,000 employees in 40 countries
    6. 6. Clients in 90 countries
    7. 7. Traded on the London Stock Exchange (EXPN)
    8. 8. Corporate headquarters in Dublin
    9. 9. Operating headquarters in Costa Mesa, Sao Paolo, and Nottingham</li></ul>Argentina China Greece Monaco South Africa<br />Australia Costa Rica Hong Kong Morocco South Korea<br />Austria Czech Republic India Netherlands Spain<br />Belgium Denmark Ireland New Zealand Sweden<br />Brazil Estonia Italy Norway Taiwan<br />Bulgaria Finland Japan Poland Turkey<br />Canada France Malaysia Russia United Kingdom<br />Chile Germany Mexico Singapore United States<br />
    10. 10. Experian: A global leader in providing information, analytical tools and marketing services to organizations and consumers <br />Key business groups<br />Vision<br />For our people, data and technology to become a necessary part of every major consumer economy around the world<br /><ul><li>Consumer Information Services
    11. 11. Decision Analytics
    12. 12. Business Information Services
    13. 13. Automotive
    14. 14. Marketing Services
    15. 15. Interactive</li></ul>What sets us apart<br />Competitor comparison<br /><ul><li>Global consumer, business, and auto data access and understanding
    16. 16. Cultural commitment to accuracy and Capital Markets expertise
    17. 17. Deeper insight into consumer and business credit risks and trends
    18. 18. Robust analytics and risk prediction at borrower and portfolio levels</li></li></ul><li>Our core competencies<br />Cataloguepurchasinghabits<br />Internettraffic data<br />Consumercredit<br />Automotive Data<br />Daily analysisof how more than 25m consumersuse the Internet<br />Insurancedatabases<br />Consumermarketing<br />Businesscredit<br />c. 650mvehicles inthe U.S. and Canada<br />500m+consumersglobally<br />c. 110mhouseholdsin the U.S.<br />c. 25mpolicies inthe UK<br />c. 260mhouseholdsglobally<br />c. 40m businessesglobally<br />Should weextend credit to this business?<br />Should I pay on this claim?<br />Should I send this consumer an offer?<br />Should weloan moneyto this consumer?<br />Should I finance this vehicle?<br />Should I offer my products to this consumer?<br />How well is my Websiteperforming vs. my competition?<br />Data<br />Intelligence<br />
    19. 19. Experian GroupBusiness split<br />Diverse portfolio by geography, business line and customer segment<br />Revenue for the year to 31 March 2011<br />
    20. 20. Consumer and business data and analytics<br />© 2011 Experian Information Solutions, Inc. All rights reserved.Experian Public.<br />8<br />
    21. 21. Consumer Information Services<br /><ul><li>Offices in 16 countries worldwide – Brazil, Bulgaria, Denmark, Estonia, India, Ireland, Italy, Morocco, The Netherlands, Norway, Russia Singapore, South Africa, UK and U.S.
    22. 22. 628 U.S. employees
    23. 23. U.S. offices in CA, IL, DE, NY and TX</li></ul>Global presence<br /><ul><li>Over 19,500 clients
    24. 24. Retailers, collection agencies, banks, mortgage providers, credit card providers,telecommunications, insurance, government and utilities</li></ul>Clientprofile<br /><ul><li>Credit application and payment history data on 220 million U.S. consumers
    25. 25. Utilizing data and decisions to target new customers, underwrite, manage accounts and collect</li></ul>Specialty<br /><ul><li>Building and managing large databases of credit applications and payment historiesof consumers
    26. 26. Providing information to organizations to help them manage risk and lend profitablyto customers</li></ul>Valuedrivers<br />
    27. 27. Decision Analytics<br /><ul><li>More than 1,600 total employees
    28. 28. 40 offices in 30 countries worldwide
    29. 29. U.S. offices in CA, IN, GA and TX</li></ul>Global presence<br /><ul><li>Over 1,500 clients in 60 countries
    30. 30. Prospecting, credit origination, risk management, fraud detection and compliance
    31. 31. 1,500 installations of industry-leading strategy management and decision automation solutions – over 500 ASP-hosted clients</li></ul>Clientprofile<br />Specialty<br /><ul><li>Data intelligence and analytics
    32. 32. Decision design, management and optimization
    33. 33. Decision-centric technology solutions
    34. 34. Consumer
    35. 35. Small business
    36. 36. Commercial
    37. 37. Bringing clarity to complex data
    38. 38. Leveraging data to predict future outcomes
    39. 39. Connecting decisions across the Customer Life Cycle
    40. 40. Providing tools and consulting for ongoing reporting and continuous improvement</li></ul>Valuedrivers<br />
    41. 41. Business Information Services<br /><ul><li>More than 600 employees in the U.S. and U.K.
    42. 42. Offices in 11 countries worldwide – Brazil, China, Denmark, Estonia, Ireland, Italy, Norway, Singapore, South Africa, UK and US
    43. 43. U.S. offices in CA, NY, IL</li></ul>Global presence<br /><ul><li>Over 23,500 clients in the U.S. and U.K.
    44. 44. Financial services, trade credit, telecom, insurance, government, small businesses and others</li></ul>Clientprofile<br /><ul><li>Data on 61.9 million businesses
    45. 45. Industry experts on small and mid-sized businesses
    46. 46. Blended business and business owner data
    47. 47. Application reviews, portfolio management and analysis, decisioning and scores, fraud risk, collections. Business Direct product line.</li></ul>Specialty<br /><ul><li>Providing industry-leading access to data and analytics
    48. 48. Differentiating offerings by linking and blending business and consumer data
    49. 49. Owner to business linkage coverage</li></ul>Valuedrivers<br />
    50. 50. Automotive<br /><ul><li>More than 200 total employees
    51. 51. Operating in eight countries worldwide – Brazil, Canada, China, Ireland, Italy, Mexico, The Netherlands, UK and U.S.
    52. 52. $250 million global sales spanning 60 countries
    53. 53. U.S. offices in CA, IL, MI, TX, NJ, FL and VA</li></ul>Global presence<br /><ul><li>Over 25,000 total clients
    54. 54. Manufacturers, dealers, aftermarket, remarketers, online portals, finance and insurance companies, marketers and consumers</li></ul>Clientprofile<br />Specialty<br /><ul><li>Data on vehicle registrationsand vehicle history
    55. 55. Bring the power of the entire rangeof Experian solutions to the autoindustry
    56. 56. Market share reporting
    57. 57. Vehicle history reporting
    58. 58. Customer and loyalty analysis
    59. 59. Prospect targeting
    60. 60. Customer data management
    61. 61. Helping automotive clients to increase customer loyalty, target and win new business and make better lending and vehicle purchase decisions</li></ul>Valuedrivers<br />
    62. 62. Collections<br />Prospecting<br /><ul><li>Reduce charge-offs
    63. 63. Improve operational efficiencies
    64. 64. Increase recoveries
    65. 65. Penetrate new target markets
    66. 66. Improve response rates
    67. 67. Increase application volume</li></ul>Customer management<br />Acquisitions<br /><ul><li>Maximize customer value
    68. 68. Improve retention
    69. 69. Increase revenue
    70. 70. Reduce credit risk
    71. 71. Reduce fraud risk
    72. 72. Increase approval rates
    73. 73. Increase activation and “take” rates
    74. 74. Improve operational efficiency
    75. 75. Maximize customer share-of-wallet
    76. 76. Reduce credit risk
    77. 77. Reduce fraud risk
    78. 78. Minimize attrition</li></ul>Fraud detection and management<br /><ul><li>Limit fraud losses
    79. 79. Reduce operational costs
    80. 80. Maintain a positive customer experience</li></ul>Experian addresses needs across the Customer Life Cycle<br />
    81. 81. Strategic priorities and differentiation<br />Our focus:<br />Invest in data, analytics and technology to build best in class products and services...<br />Verticalmarket focus<br />... Deliver compelling value propositions through dedicated sales and marketing experts. <br />Sales excellence<br />Technology<br />Analytics<br />Data<br />
    82. 82. Experian Premier ProviderWe have redefined the industry standard<br />Sales and client service support<br />Best-in-class sales teams, consultation, and client service across verticals<br />Robust decisioning capabilities resulting from the highest data quality source and analytics<br />Data quality, analytics and decisioning<br />Data security and accessibility<br />World-class data steward with 24 / 7 access <br />Breadth of capabilities and innovation <br />Unsurpassed geographic reach, range of services and commitment to innovation<br />
    83. 83. DataOur data expands beyond traditional credit data <br />Clients today require a more complete view of consumers and businesses to make optimal decisions<br />Clients have relied predominately on traditional credit data to make decisions<br />Recent credit crisis reveals that traditional credit data alone is insufficient<br />Broader data provides more predictive outcomes for: <br />Identity verification<br />Fraud prevention<br />Risk assessment<br />Customer cross-sell and up-sell<br />Collections prioritization and debt recovery<br />Broader data supports changingunderwriting practices<br />Stability<br />Wealth<br />Mortgage data<br />Property value<br />Rental data<br />Liquid assets<br />Criminal<br />Checking account / deposit<br />Education<br />Core credit data<br />Credit cardtransactions<br />Non-traditionaltrades / thin files<br />Income<br />Public record<br />Employment<br />Collectionoutcomes<br />Automotivedata<br />Capacity<br />Willingness<br />
    84. 84. Data asset investmentsCurrent and future <br />Russia credit<br />Corporate linkage<br />India credit<br />Credit<br />Public records<br />Property records<br />Telephone<br />Credit<br />Public records<br />Insurance<br />Vehicle history<br />Blended data<br />Positive data<br />Prepaid card<br />Wireless phones<br />Expanded telcom<br />Property values<br />Employment<br />Capital markets*<br />Visa transaction<br />Voter ID<br />Income<br />Mortgage loan data<br />Healthcare<br />Debit<br />Financial assets<br />Auto accidents<br />Morocco credit<br />Debit<br />Auto manufacture<br />Title / registration<br />Retail delivery<br />Current data assets<br />Recently acquired data<br />Future file building<br />Consumer<br />Commercial<br />Auto<br />*Linking security to loan level data<br />
    85. 85. Consumer credit trends in the U.S.<br />AnalyticsExperian provides valuable insights <br />Source: Experian/Oliver Wyman Market Intelligence Reports_Q4 2009<br />
    86. 86. TechnologyBuilding new platforms and delivery methods<br />Example: BusinessIQSMCommercial data and advanced analytics across the credit cycle available through a single portal<br />Issues solved<br /><ul><li>Consolidates access for business products from five portals to one
    87. 87. Provides industry-leading capabilities like custom scoring risk settings, in-depth analysis
    88. 88. Built to exceed competitive offerings</li></ul>Key capabilities<br /><ul><li>Reports and scores including corporate linkage and member-only data
    89. 89. Scoring with custom risk settings
    90. 90. Portfolio management and alerts with advanced analytics
    91. 91. Collections mail campaigns</li></li></ul><li>Vertical markets Delivering compelling value propositions<br />Expertise Dedicated sales and marketing resources<br />Products Industry-specific products and services<br />Best practices Thought leadership and industry advocacy<br />Consumer Servicesand DecisionAnalytics<br />
    92. 92. Continued emphasis on our future through innovative solutions and acquisitions<br />05060E343 - 8027e65c<br />2010 – Acquired RentBureau®, the largest and most widely used credit bureau for the multi-family industry. The acquisition provides Experian with the most comprehensive rental payment database to offer property managers and resident screeners a more accurate and complete picture of renters and their ability to pay. It also offers renters an opportunity to build credit with continuous on-time rental payments.<br />2008 – Experian acquired SearchAmerica®, a leader in financial clearing services for healthcare. By combining Experian and SearchAmerica®’s core capabilities, the company will be able to provide healthcare facilities with enhanced information regarding payment likelihood, more comprehensive collections solutions, improved ability to validate patient identity information and more accurate methods to screen for financial aid programs such as Medicaid and charitable programs.<br />
    93. 93. Customers value our service orientationNet Promoter Score progress<br />“<br />Experian is proactive in their approach to problem resolution. Effectively outflanking their competitors with well though out solutions to future problems... they do not solely focus on the present. Their forward looking veiw-point gives those issuers who hope to stay ahead of trends the opportunity to do so.<br />U.S. business-to-business average = 21.5%<br />30.6<br />29.9<br />27.8<br />31.0%<br />23.5<br />”<br />16.8<br />“<br />10.3<br />Our relationship manager is exceptional!  He is a primary reason why we utilize Experian as our primary credit bureau.<br />”<br />2007<br />2008<br />2009<br />2010<br />
    94. 94. Client best practices<br />© 2011 Experian Information Solutions, Inc. All rights reserved.Experian Public.<br />23<br />
    95. 95. Experian’s data and analytics help clients successfully prospect new auto loans<br />Client challenge<br />Experian solutions<br /><ul><li>Increase efficiency of marketing campaigns to drive new automotive loans
    96. 96. Lower cost of campaigns
    97. 97. Target messages to current members and prospects differently</li></ul>Prescreen with Auto In the Market ModelSM<br /><ul><li>Decreased campaign cost by 10% by decreasing number of names mailed
    98. 98. Increased booked loans and achieved 112% of goal
    99. 99. Exceeded client ROI targets by 196%
    100. 100. Success in auto campaigns has led to testing in unsecured products</li></ul>Experian Solutions<br />Helping clients return to prospecting with In the Market ModelsSM<br />
    101. 101. Experian’s data helps clients to better monitor, segment and prioritize accounts for collections<br />A contingency agency that handles credit card debt, auto deficiency and subrogation<br />Client challenge<br />Experian solutions<br /><ul><li>Maximize efficiency of account monitoring for collections
    102. 102. Better identify and contact those debtors with the ability to pay</li></ul>Collection TriggersSM<br /><ul><li>Increased collections by $3.5 million within two years – a return of $72 for every $1 spent on trigger data
    103. 103. Eliminated manual skip-tracing activities, saving time and money
    104. 104. Improved segmentation to identify debtors with the ability to pay and capture key wallet share</li></ul>Implementing a cost-effective, flexible way to monitor accounts with Collections TriggersSM<br />
    105. 105. Experian’s data helps clients locate and collecton past due accounts<br />Client challenge<br />Experian solutions<br /><ul><li>Reduce internal operating expenses
    106. 106. Enhance its market position
    107. 107. Segment and prioritize accounts for collections strategies</li></ul>Collection AdvantageSM<br /><ul><li>Received up to 20% more hits on possible addresses and phone numbers, with up to 25% greater data accuracy
    108. 108. Collections generated from Experian’s trial accounts were 15% higher than those of the nearest competitor
    109. 109. Increased recoveries in both purchased and contingent debt</li></ul>Proving to be the right vendor by increasingcollections revenues<br />
    110. 110. Experian’s data helps identify and link duplicate customer records<br />A leading multi-state natural gas company<br />Client challenge<br />Experian solutions<br /><ul><li>Keeping track of new customers
    111. 111. Identifying customerswith multiple accounts
    112. 112. Determining which customers neededto pay their final billsand / or which wereconsiderably past due</li></ul>Experian PINpoint ServicesSM<br /><ul><li>Collected $1.8 million in previously unpaid balances belonging to the company’s 14,000 customers
    113. 113. Of the bad debt that could be linked to active customers, 57% was recovered in less than 90 days</li></ul>Linking duplicate customer records to collect previously unpaid balances<br />
    114. 114. Experian’s data and analytics deliver to improve recoveries and reduce risk<br />Client challenge<br />Experian solutions<br /><ul><li>Increase account acquisitions
    115. 115. Reduce bad debt and fraud losses
    116. 116. Deliver a more accurate assessment of creditworthiness
    117. 117. Improve decision-making</li></ul>Attribute Toolbox™; Strategy ManagementSM; Experian PINpoint ServicesSM; Small Business IntelliscoreSM; Telecommunications, Energy and Cable Risk ModelSM; MetroNet®; Risk TriggersSM; hosted delivery <br /><ul><li>Assessed aggregate data from the credit bureaus (and other internal and external data sources)
    118. 118. Matched new customers applying for service with bad debt file to ensure payoff prior to new service activation</li></ul>Implementing risk management practices quickly and cost effectively<br />
    119. 119. Experian’s data and analytics products integrate to meet client’s business challenges<br />Client challenge<br />Experian solutions<br /><ul><li>Client needed data and a more holistic account management solution (data and support)
    120. 120. Needed it moderately prices, to fit the budget of a mid-tier bank
    121. 121. Had internal system constraints in that existing solution could not leverage origination data it already housed.
    122. 122. Recently signed a deal for Credit Services Decision Analytics combined product offering delivering both Triggers and QuestSM through Baker Hill® Portfolio Risk Advisor®
    123. 123. Provided data management workflow, joining clients’ origination data with Triggers and QuestSM scores for portfolio management</li></ul>Driving deeper insight and control over lending portfolios<br />
    124. 124. Experian’s data and analytics deliver to drive cross-sell revenue without increasing risk<br />Client challenge<br />Experian solutions<br /><ul><li>Drive increased revenue through new acquisitions
    125. 125. Improve effectiveness of decisioning capabilities
    126. 126. Better assess credit risk
    127. 127. Drive more traffic for tax preparation</li></ul>Experian Credit Profile; Strategy ManagementSM; Premium AttributesSM; custom models; hosted delivery <br /><ul><li>Developed and implemented new custommodels to identify cross-sell opportunities
    128. 128. Supported champion /challenger functionalityto feed ongoing analysisand assessment of cross-sell program</li></ul>Enhancing decisioning capabilities to drive increased revenue<br />
    129. 129. Experian Automotive helps clients improve customer loyalty and minimize risk <br />Client challenge<br />Experian solutions<br /><ul><li>Improve quality of ownership data
    130. 130. Create additional value for Honda and their dealers
    131. 131. Improve levels of customer service
    132. 132. Minimize risks associated with application of their warranty program
    133. 133. Minimize current costs of program administration
    134. 134. Initiate test file and refine based on findings
    135. 135. Provide customized selection of branded titles and provide to Honda monthly
    136. 136. Apply Experian state title brand expertise and stat title brands such as Lemon Law
    137. 137. Review process yearly and provide metrics</li></ul>Helping improvedata quality, reduce client costs and risks<br />
    138. 138. Experian’s data improves client decision-making and operations management<br />Client challenge<br />Experian solutions<br /><ul><li>Lack of fresh and comprehensive aftermarket data
    139. 139. Need for nationwideinformation and abilityto analyze data invarious market views</li></ul>Vehicle in Operation data<br /><ul><li>Obtained fresh data from Experian (seven weeks old vs. ten weeks old)
    140. 140. Able to make quicker and more accurate product development and distribution decisions with updated information</li></ul>Helping clients make quicker, more accurate decisions to affect the bottom line<br />
    141. 141. © 2011 Experian Information Solutions, Inc. All rights reserved.Experian Public.<br />
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