SlideShare a Scribd company logo
BusinessIQSM
helped provide PC Mall with an efficient and cost-
effective approach to credit risk management that was easily
accessed across multiple locations.
Client
Founded in 1987, PC Mall, Inc., together
with its wholly owned subsidiaries, is a
value added direct marketer of technology
products, services and solutions. The
company sells products and services
to businesses, government institutions,
educational institutions and consumers.
With a well-known presence in the IT
industry, the organization sells through
multiple channels including direct and
telephone based salesforces, as well as
through online and retail sales channels.
It’s online retail sites, such as onSale,
eCOST, PC Mall and Mac Mall, have
significant brand name recognition.
From a business credit perspective,
PC Mall researches both its suppliers and
its customers. The company manages risk
across multiple geographies in the U.S.
and select international locations.
Challenge/Objective
PC Mall’s challenges and requirements
focused on three main points:
Ease of use — Risk is managed across
a large global team, so the product had
to be easy to access and manage across
multiple locations. The company also was
looking for a one-stop shop for research
and account reviews.
Data quality — PC Mall manages credit
risk via historical results, credit analysis
and collections. The company was
particularly concerned with sourcing
quality data to make decisions. In
addition, fraud is a large concern. Like
Experian, PC Mall strongly believes that
self-reported data can lead to fraudulent
information within a database, and it
doesn’t want to make credit decisions
using self-reported data.
Budget — The product had to be cost-
effective and had to manage risk in a way
that positively impacted the bottom line.
Resolution
Experian® met PC Mall’s challenges by
offering quality data delivered through
BusinessIQSM
, a platform that allows
the company to manage risk across the
Case study:
PC Mall, Inc.
Data quality and
BusinessIQ reduce risk
and save money
“Experian’s data and
BusinessIQ helped us hit
our annual revenue goals
while limiting our exposure
to fraud and the need for
collection activity.”
— Robert Calvo, VP Credit
Experian
475 Anton Blvd.
Costa Mesa, CA 92626
T: 1 877 565 8153
www.experian.com/b2b
© 2012 Experian Information Solutions, Inc. • All rights reserved
Experian and the Experian marks used herein are service marks
or registered trademarks of Experian Information Solutions, Inc.
Other product and company names mentioned herein are the
property of their respective owners.
03/12
Customer Life Cycle — from acquisition
through collections. Pricing that fit the
budget and superior customer service
also contributed to PC Mall’s choice.
Results
Through BusinessIQ, PC Mall is
sourcing quality data to perform
thorough account reviews for
prospective and current clients,
customers and suppliers. With the
combined power of quality data and an
easy-to-use platform, PC Mall has been
able to improve its account opening,
account review and collections process.
The company also has future plans to
move into automated decisioning.
Robert Calvo, VP Credit, says, “We have
found the integrity of Experian data to be
superior. At the end of the day, Experian’s
data and BusinessIQ helped us hit our
annual revenue goals while limiting
our exposure to fraud and the need for
collection activity. We also have been
able to show significant savings to upper
management. Also, the Experian account
and support team are always there for us
when we need them.”

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Case Study - PC Mall

  • 1. BusinessIQSM helped provide PC Mall with an efficient and cost- effective approach to credit risk management that was easily accessed across multiple locations. Client Founded in 1987, PC Mall, Inc., together with its wholly owned subsidiaries, is a value added direct marketer of technology products, services and solutions. The company sells products and services to businesses, government institutions, educational institutions and consumers. With a well-known presence in the IT industry, the organization sells through multiple channels including direct and telephone based salesforces, as well as through online and retail sales channels. It’s online retail sites, such as onSale, eCOST, PC Mall and Mac Mall, have significant brand name recognition. From a business credit perspective, PC Mall researches both its suppliers and its customers. The company manages risk across multiple geographies in the U.S. and select international locations. Challenge/Objective PC Mall’s challenges and requirements focused on three main points: Ease of use — Risk is managed across a large global team, so the product had to be easy to access and manage across multiple locations. The company also was looking for a one-stop shop for research and account reviews. Data quality — PC Mall manages credit risk via historical results, credit analysis and collections. The company was particularly concerned with sourcing quality data to make decisions. In addition, fraud is a large concern. Like Experian, PC Mall strongly believes that self-reported data can lead to fraudulent information within a database, and it doesn’t want to make credit decisions using self-reported data. Budget — The product had to be cost- effective and had to manage risk in a way that positively impacted the bottom line. Resolution Experian® met PC Mall’s challenges by offering quality data delivered through BusinessIQSM , a platform that allows the company to manage risk across the Case study: PC Mall, Inc. Data quality and BusinessIQ reduce risk and save money “Experian’s data and BusinessIQ helped us hit our annual revenue goals while limiting our exposure to fraud and the need for collection activity.” — Robert Calvo, VP Credit
  • 2. Experian 475 Anton Blvd. Costa Mesa, CA 92626 T: 1 877 565 8153 www.experian.com/b2b © 2012 Experian Information Solutions, Inc. • All rights reserved Experian and the Experian marks used herein are service marks or registered trademarks of Experian Information Solutions, Inc. Other product and company names mentioned herein are the property of their respective owners. 03/12 Customer Life Cycle — from acquisition through collections. Pricing that fit the budget and superior customer service also contributed to PC Mall’s choice. Results Through BusinessIQ, PC Mall is sourcing quality data to perform thorough account reviews for prospective and current clients, customers and suppliers. With the combined power of quality data and an easy-to-use platform, PC Mall has been able to improve its account opening, account review and collections process. The company also has future plans to move into automated decisioning. Robert Calvo, VP Credit, says, “We have found the integrity of Experian data to be superior. At the end of the day, Experian’s data and BusinessIQ helped us hit our annual revenue goals while limiting our exposure to fraud and the need for collection activity. We also have been able to show significant savings to upper management. Also, the Experian account and support team are always there for us when we need them.”