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By: Kari Michel Credit quality deteriorated across the credit spectrum during the recession that began in December, 2007. As the recession winds down, lenders must start strategically assessing credit risk and target creditworthy consumer segments for lending opportunities, while avoiding those segments where consumer credit quality could continue to slip. Studies and analyses by VantageScore® Solutions, LLC demonstrate that there are more than 60 million creditworthy borrowers in the United States – 7 million of whom cannot be identified using standard scoring models. Leveraging methods using the VantageScore® credit score in conjunction with consumer credit behaviors can effectively identify profitable opportunities and segments that require increased risk mitigation thus optimizing decisions. VantageScore Solutions examined how consumers credit scores changed over a 12 month period. The study focused on three areas of consumer behavior: Stable: consumers that stay within the same credit tier for one year Improving: consumers that move to a higher credit tier in any quarter and remain at a high credit tier for the remainder of the timeframe Deteriorating: consumers that move to a lower credit tier in any quarter and remain at a lower credit tier for the remainder of the timeframe Through a segmentation approach, using the three credit behaviors above and credit quality tiers, emerges a clearer picture into profitable segments for acquisitions and existing account management strategies. Download the white paper, “Finding creditworthy consumers in a changing economic climate”, for more information on finding creditworthy consumers from VantageScore Solutions. Lenders can use a similar segmentation analysis on their own population to identify pockets of opportunity to move beyond recession-based management strategies and intelligently re-enter into the world of originations and maximize portfolio profitability.

By: Wendy Greenawalt The auto industry has been hit hard by this Great Recession. Recently, some good news has emerged from the captive lenders, and the industry is beginning to rebound from the business challenges they have faced in the last few years. As such, many lenders are looking for ways to improve risk management and strategically grow their portfolio as the US economy begins to recover. Due to the economic decline, the pool of qualified consumers has shrunk, and competition for the best consumers has significantly increased. As a result, approval terms at the consumer level need to be more robust to increase loan origination and booking rates of new consumers. Leveraging optimized decisions is a way lenders can address regional pricing pressure to improve conversion rates within specific geographies. Specifically, lenders can perform a deep analysis of specific competitors such as captives, credit unions and banks to determine if approved loans are being lost to specific competitor segments. Once the analysis is complete, auto lenders can leverage optimization software to create robust pricing, loan amount and term account strategies to effectively compete within specific geographic regions and grow profitable portfolio segments. Optimization software utilizes a mathematical decisioning approach to identify the ideal consumer level decision to maximize organizational goals while considering defined constraints. The consumer level decisions can then be converted into a decision tree that can be deployed into current decisioning strategies to improve profitability and meet key business objectives over time.

By: Staci Baker With the shift in the economy, it has become increasingly more difficult to gauge — in advance — what a consumer is going to do when it comes to buying an automobile. However, there are tools available that allow auto lenders to gain insight into auto loans/leases that were approved but did not book, and for assessing credit risk of their consumers. By gaining competitive insight and improving risk management, an auto lender is able to positively impact loan origination strategies by determining the proper loan or lease term, what the finance offer should be and proactively address each unique market and risk segment. As the economy starts to rebound, the auto industry needs to take a more proactive approach in the way its members acquire business; the days of business-as-usual are gone. All factors except the length of the loan being the same, if one auto dealer is extending 60-month loans per its norm and the dealer down the road is extending 72-month loans, a consumer may choose the longer loan period to help conserve cash for other items. This is one scenario for which auto dealers could leverage Experian’s Auto Prospect Intelligence(SM). By performing a thorough analysis of approved loans that booked with other auto lenders, and their corresponding terms, auto lenders will receive a clear picture of who they are losing their loans to. This information will allow an organization to compare account terms within specific peer group or institution type (captive/banks/credit union) and address discrepancies by creating more robust pricing structures and enhanced loan terms, which will result in strategic portfolio growth.


