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![“ According to George Lennox, senior manager group credit and risk at HSBC, [Experian’s Strategy Management] was chosen after an extensive vendor evaluation that led to HSBC’s incumbent primary provider Fair Isaac being displaced” “ The new software will be implemented in all HSBC businesses” “ Once fully implemented, HSBC expects Strategy Management to make more than 50 billion customer decisions annually” “ HSBC had been utilizing Fair Isaac’s StrategyWare system since 1996 and it was in place within HSBC in 42 countries” “ HSBC had short-listed three vendors: Fair Isaac, Experian and CGI/AMS, and spent an entire year in the evaluation process” In the end, “… Strategy Management was clearly better, concluded Lennox” Case Study: HSBC’s global decisioning (from Bank Marketing International)](https://image.slidesharecdn.com/linkedinpowerpoint2-12792468299781-phpapp02/85/Linked-In-Power-Point-2-10-320.jpg)
Linked In Power Point 2
- 1. Wanna know whatI do for a living? Here’s a brief overview…
- 2. Here’s who myclients typically are… Automotive Banking Credit card Credit union Insurance Internet Merchants Leasing Mortgage Public sector Retail finance Telecommunications Utilities
- 3. My client’s toppriorities in today’s market Source: 2009, Tower Group Research Study Improving Analytics Protecting portfolio profitability Managing increasing delinquencies + +
- 4. How we helpour clients…
- 5. My company isExperian Here’s how we compare to our main competitors 3,000 0 500 3,500 2,000 4,000 2,500 1,000 1,500 Global revenue US$ million 77% Experian Equifax 55% 80% 85% 91% 67% 33% 9% 15% 45% D&B Acxiom Harte- Hanks Fair Isaac 1,726 1,936 1,384 745 23% 3,821 20% 1,083 International North America
- 6. Overview of ExperianA top performing company on the London Stock Exchange Our Vision Sales Growth $m EBIT $m and margin Total growth FY05 FY06 FY07 FY08 FY09 +30% +14% +14% +8% FY05 FY06 FY07 FY08 FY09 +28% +15% +13% 21.0% 21.9% 22.8% 20.0%
- 7. Our core competenciesAcross your entire book of business – Consumer, Small Business and Commercial 75 scientists and analytical consultants (in North America) Full range of analytics to manage credit risk and fraud as well as optimize key P&L drivers World-class data interpretation, modeling and optimization expertise Software Robust decisioning and services Origination Customer / portfolio management Collections Industry-leading optimization Flexible platform for enterprise-wide decision making Authenticate consumers at point- of-sales (i.e., Internet) Monitor and detect application and early account fraud Create positive customer experience Automate review process Meet compliance requirements
- 8. What sets usapart Flexible software Better access to data Deeper insight and knowledge Expert strategy design and optimization
- 9. Case Study: Fraudscreening during online DDA account opening Business objectives: Integrate instant, online fraud screening into DDA account opening process to improve customer experience and reduce costs Solution: Precise ID for fraud screening adopted in multi-phased approach Results: Outperformed competitive solutions – identifying 82% fewer false positives on high value accounts, Increased fraud detection and risk mitigation with more detailed and robust fraud indicators provided Improved customer experience Reduced costs while auto-approving more applications Over $2 million in estimated savings from operational efficiencies – not including benefits from improved fraud detection Top Ten Retail Bank
- 10. “ According toGeorge Lennox, senior manager group credit and risk at HSBC, [Experian’s Strategy Management] was chosen after an extensive vendor evaluation that led to HSBC’s incumbent primary provider Fair Isaac being displaced” “ The new software will be implemented in all HSBC businesses” “ Once fully implemented, HSBC expects Strategy Management to make more than 50 billion customer decisions annually” “ HSBC had been utilizing Fair Isaac’s StrategyWare system since 1996 and it was in place within HSBC in 42 countries” “ HSBC had short-listed three vendors: Fair Isaac, Experian and CGI/AMS, and spent an entire year in the evaluation process” In the end, “… Strategy Management was clearly better, concluded Lennox” Case Study: HSBC’s global decisioning (from Bank Marketing International)
- 11. Business objectives: Sharpencollections strategy management capabilities – with minimal capital outlay Leverage Experian data storage Solution: Robust templated solution – Portfolio Management Package – with integrated analytics, strategy design / decisioning, reporting and consulting solution Hosted solution requiring low in-house investments or resources Results: Implemented and continuously improved use through best practices consulting and professional services Collection staffing reduction of 25% while increasing portfolio size 72% Delinquency rates improved by 26% Cumulative savings of $3 million over five year period Case Study: Decreasing the cost of collections Captive Automotive Finance Provider
- 12. Call to ActionWhat is your organization doing today to address its biggest pain points? How can we partner with you to address these needs?
- 13. Thanks for listening!If there’s anything I can do to help you organization, too, let me know… Roberta Scherbarth Experian Decision Analytics Sales Costa Mesa, California 714 830 7857 That’s me at a baseball game
- 14.
Editor's Notes
- #3 Illustrates the diversity of Experian’s client base across industries. Financial services (banks and credit unions) represents the largest percentage of our client base .
- #4 Key results/insights from the Tower Group study: Improving analytics Changes to the Origination Process Loan origination and card issuance systems are the crux of the front line of lending. It is crucial to bring all processes and tools together to meet changing market conditions and increasing compliance requirements. It is also necessary to provide a connection to internal and external data sources to enhance loan decisioning and card issuance capabilities. Essential workflows will remain the same, but certain origination and acquisition fundamentals will require redesign. These fundamentals include the basic credit application, decisioning attributes, and front-end scoring. Protecting portfolio profitability Account Management and the Changing Loan Product The New World of Risk-Based Pricing TowerGroup believes that the fundamental requirements of the CARD Act will reduce the amount of credit available to consumers and decrease bank profit margins. Risk-based pricing, a key focus of the regulation, is to be determined at the time of the loan or card is offered. Because adjusting the rate after account activation will be difficult for the lender to do, it will occur less frequently than in the past. This change will have a pronounced effect on revolving products that allow scrutiny, such as credit cards or revolving lines of credit and overdraft/bounced check protection. However, nonrevolving products such as home equity loans, auto loans, personal loans, and education finance will continue to operate in a more risk-averse and static rate environment. The CARD Act permits credit card lenders to reprice rates on future purchases if they give cardholders sufficient advance notice of the policy, but it prohibits them from repricing the rate retroactively on an existing balance. The underlying theme of risk-based pricing is to push the costs of defaulted loans, collection, and handling to those borrowers with the propensity to become delinquent . Opportunity still exists to review non-risk-based revenue streams, which come in the form of user and punitive fees. Managing increasing delinquencies Changes to the Collection Process Revitalization of the collection function is the final link in a well-honed credit extension process. In the past decade, financial institutions mastered the art of cost reduction in their collection functions with strategies for the best time to call, outsourcing, and vendor enhancements that routinely monitor the effectiveness of collection strategies. Change that is necessary to tie the art of lending to the science of collection centers on the fact that many of the issues in the credit loss tsunami of 2009 were credit capacity issues rather than issues of character.
- #6 Annual sales are US$4.1 billion (£2.0 billion/€2.9 billion). As of March 31, 2008, Approximately 51% of our revenue is from North America, 8% from Latin America, 24% from the UK /Ireland and 17% from Europe, Middle East, Africa & Asia Pacific. Globally, we are double the size of our closet competitor and have broader geographic reach. Competitors include: Equifax, D&B, Acxiom, Harte-Hanks and Fair Isaac.
- #8 Organizationally, Analytics, Software and Fraud, represent our core competencies. Our analysts and analytical consultants are experts in the field of data intelligence and analytics. They can focus on specific analytical projects or larger scale professional services engagements for peer comparisons and benchmarking purposes. Our scientists are considered to be the top in the field – we have led the way in terms of data interpretation and analysis of bureau related data. Two examples are our STAGG attribute management services and the work that our team in the development of VantageScore. We also have scientists who built our industry leading constraint based optimization mathematical algorithms to help organizations take their analytics to the next step. Our software applications are available on a direct installed basis or via ASP delivery model. Probe SM, our customer management application is also available through credit card processors such as TSYS and FDR. Our fraud solutions leverage both credit and non-credit data and cover authentication, fraud detection and compliance – lowering costs while helping you keep your good customers. Our fraud solutions are available through a single, integrated platform – easing the time and expense burden of implementing these solutions within your organization. All this is backed by years of experience as credit risk and fraud management professionals. Individuals across Decision Analytics have been instrumental working in or supporting organizations and departments such as yours.
- #9 Key points: We believe in developing solutions that provide clients with better access to, and use of, data to derive meaningful insights . These insights can be translated into actions that can be quickly and efficiently deployed through technology to yield higher risk-adjusted returns and more profitable growth. Our goal is to help clients improve the effectiveness of their decisions and to decrease the time between changes in customers’ behavior and an organization’s reaction with new business rules or insight. Doing so will decrease the amount of risk and maximize the overall value of each decision. Closing the gap between modifications to data, analytics, business rules, pricing, and policy represent the true efficiency frontier that can drive significant performance lifts. We refer to this as “time to value” -- a reflection of the organizational agility that we deliver for our clients. Providing access to data from multiple sources (including credit bureau, collections, fraud data, services and scores, third-party data and your own customer data) and converting it into meaningful facts and insights about your customers and your business; Examples: Attribute Toolbox, STAGGS, Business Intelligence/Benchmarking Studies Developing models and analytics that make reasonable conclusions about this data, including analytics that feed optimization models; Examples: Full range of models and analytics – bureau based scores (Vantage Score, In the Market Models, Bankruptcy Predict), pooled models for specific industries or verticals (Fast Start for credit unions, auto, home equity, unsecured lending, etc.) and custom models. Using strategy design and decision optimization algorithms that apply business goals and operational constraints to help guide decisions; Examples: Strategy Design / Champion Challenger Testing within Strategy Management, Industry leading, constraint-based optimization Deploying data and analytical models, and optimized strategies, through scoring and business rules engines -- and maintaining these over time through a business rules platform (Strategy Management) or lifecycle specific decisioning solutions (BHOS, Transact SM, PRA, etc.). Software solutions are designed for business users – helping them to quickly and easily automate and deploy their decisions. The combination of our analytics, software, fraud solutions and consulting coupled with our data access intelligence capabilities sets us apart in the marketplace. No other competitor has all of these capabilities combined. Fair Isaac lacks the data and the global track record. In the fraud area, ID Analytics lacks the software and consulting expertise that we bring to the table.