《征信机构产品在信用卡业务中的应用》由会员分享，可在线阅读，更多相关《征信机构产品在信用卡业务中的应用（34页珍藏版）》请在金锄头文库上搜索。
1、Copyright 2006, Experian-Scorex Proprietary and ConfidentialRelease v1 / 22/08/2024 / MJK征信机构产品在信用卡业务中的应用 Roles of Credit Bureau in Credit Card MarketExperian Scorex邹台虹 博士Dr. Robert TsouCopyright 2007, Experian-Scorex Proprietary and ConfidentialPage 2提纲 Agenda征信机构简介 Bureau Introduction信用卡生命周期 Credi
2、t Card Life Cycle征信机构工具 Bureau based Tools预先筛选名单提供者 Pre-screening List Provider信贷政策/战略决策 Credit Policy/Strategy Decisions信用卡申请欺诈甄别 Application Fraud Detection记分卡 Scorecard监控服务 Monitoring Services通知服务触发因素 Notification Services Trigger商业智能服务 Business Intelligence Services总结 SummaryCopyright 2007, Expe
3、rian-Scorex Proprietary and ConfidentialPage 3各国征信机构实例 Some Credit Bureau Profiles 美国美国U.S.Experian, Equifax, TU所有正面信息所有正面信息 Full Positive英国英国 UKExperian, Equifax所有正面信息所有正面信息 Full Positive德国德国 GermanySchufa, Burgel, CEG正面信息正面信息 Positive法国法国 FranceB de F, Experian负面信息、欺诈信息负面信息、欺诈信息 Negative, fraud意大利
4、意大利 ItalyCRIF, Experian正面信息正面信息 Positive西班牙西班牙 SpainExperian, Equifax 负面信息负面信息 Negative荷兰荷兰 NetherlandsBKR, Experian 部分正面信息部分正面信息 Limited positive丹麦丹麦 DenmarkExperian负面信息负面信息 Negative挪威挪威 NorwayExperian, D&B 负面信息、纳税信息负面信息、纳税信息 Negative, tax 瑞典瑞典 SwedenUC负面信息、纳税信息负面信息、纳税信息 Negative, tax澳大利亚澳大利亚 Austr
5、aliaBaycorp负面信息负面信息 Negative中国台湾中国台湾 Taiwan/ChinaJCIC正面信息正面信息 Positive国家国家/地区地区 Country/Region征信机构名称征信机构名称 Bureau信息类型信息类型 Type of Information波兰波兰 PortlandBIK正面信息正面信息 PositiveCopyright 2007, Experian-Scorex Proprietary and ConfidentialPage 4 征信机构数据的效力征信机构数据的效力 Power of Bureau Data坏账减少程度：无征信机构坏账减少程度：无
6、征信机构数据数据与包括了正负面征信机与包括了正负面征信机构数据的比较构数据的比较 Bad debt reduction: No bureau vs. full bureau正负面征信机构数据正负面征信机构数据 Positive & negative bureau data+ 只有负面征信机构数据只有负面征信机构数据 + Negative bureau data 无征信机构数据，内部评无征信机构数据，内部评分分 No bureau data, Internal scoring18个月后的表现个月后的表现 Performance after 18 months拒绝个人贷款拒绝个人贷款40% Per
7、sonal Loans Reject 40%拒绝信用卡拒绝信用卡33% Credit Cards Reject 33%拒绝支票账户拒绝支票账户15% Cheque Accounts Reject 15%8% 坏账 bad7% 坏账bad9% 坏账 bad7% 坏账 bad6% 坏账 bad45+%5% 坏账 bad4% 坏账bad4% 坏账 bad5% 坏账bad40+%38%以英国为例以英国为例 UK Example :Copyright 2007, Experian-Scorex Proprietary and ConfidentialPage 5美国征信局的数据 U.S. Bureau
8、Data征信局数据 Bureau Data每家征信局都有自己的“黑匣子”来进行数据处理 Each bureau has its own “black box” for data processing信息来自于银行、零售、按揭贷款、汽车、金融（财务公司）、保险、公用事业、企业个人名录服务和医疗等领域 Information across banking, retail, mortgage, auto, finance, insurance, utility, catalog, medical etc. 数据由查询部门、贸易往来部门、公共记录等部分组成 The data composed with
9、 inquire sectors, trade line sectors, public records sectors每个数据主体都有多条记录 Multiple records for each individual反映一个特定时间的记录快照 One time snapshot无支付信息 No payment information反映24个月的整体网格状态 24 month grid status Copyright 2007, Experian-Scorex Proprietary and ConfidentialPage 6信用卡生命周期管理信用卡生命周期管理 Credit Card
10、Life Cycle ManagementCredit Card Life Cycle Management征信机构数据提供了风险、市场营销、运营等工作所需要的信息，以帮助用户管理消费者的信贷生命周期 Credit bureau data provide information for Risk, Marketing, Operation to manage the consumers credit life cycle.时间时间 TIME0利润利润 Profit营销（寻找潜在客户）营销（寻找潜在客户） Prospecting营销对象营销对象 Whom to solicit?提供何种产品？提供
11、何种产品？ Which offer?信用卡种类信用卡种类 Card type利率利率/价格价格 Rate/price数量数量 Amount条款条款 Terms 市场研究市场研究 Market research业务发起业务发起 Origination 信用卡申请欺诈信用卡申请欺诈 Application Fraud 授信额度授信额度 Credit Limit? 利率利率/价格价格 Rate/Price? 条款条款 Terms? 激活激活 Activate?账户管理账户管理 Account Management降低损失降低损失 Loss Mitigation哪种产品哪种产品/服务服务 Which
12、products/ services?-风险定价风险定价 Risk base re-pricing-授信额度增加授信额度增加/减少减少 CLI/CLD授权授权 Authorize?重发卡重发卡 Reissue?资本金要求资本金要求 Capital requirement?保留保留 / 退出退出 Retention/Attrition保留对象保留对象 Whom to retain?保留成本保留成本 At what cost?收款收款 Collections处理策略处理策略 Which treatment strategy?对象对象 Whom to collect?外包外包 Outsourcing
13、?商业决策商业决策 Business Decisions交叉销售交叉销售 / 追加销售追加销售 Cross-sell/Up-sell营销对象营销对象 To whom?产品产品/服务服务 What products/ services?Copyright 2007, Experian-Scorex Proprietary and ConfidentialPage 7一些征信机构工具（即基于征信数据开发的工具） Some of Bureau Based Tools预先筛选名单提供者 Pre-screening List Provider信贷政策/战略决策 Credit Policy/Strateg
14、y Decision 信用卡申请欺诈甄别 Application Fraud Detection记分卡 Scorecard通用模型 Generic models定制模型 Custom models监控服务 Monitoring Services通知服务触发因素 Notification Services - Trigger商业智能服务 Business Intelligence ServicesCopyright 2007, Experian-Scorex Proprietary and ConfidentialPage 8 预先筛选（市场推广执行）过程预先筛选（市场推广执行）过程 PRE-S
15、CREENING CAMPAIGN EXECUTION风险和市场营销方面的筛选标准风险和市场营销方面的筛选标准Risk & MarketingSelection Criteria推广活动数据集市推广活动数据集市CampaignMarts按姓名和地址因素进行最后按姓名和地址因素进行最后排除排除Name & Address AppendFinal Suppressions筛选实施过程筛选实施过程 CampaignExecutionProcess执行过程执行过程 FulfillmentProcess产出结果产出结果 ProcessOutput得出结果以进行推广得出结果以进行推广 Output Fil
16、es forCampaign ExecutionDB2征信机构数据征信机构数据 Bureau Data征信机构作为名单提供者征信机构作为名单提供者 Bureau as List Provider信息汇总信息汇总 InformationAggregated Copyright 2007, Experian-Scorex Proprietary and ConfidentialPage 9预先筛选名单提供者 Pre-screening List Provider信贷政策/战略决策 Credit Policy/Strategy Decision 信用卡申请欺诈甄别 Application Fraud
17、 Detection记分卡 Scorecard通用模型 Generic models定制模型 Custom models监控服务 Monitoring Services通知服务触发因素 Notification Services - Trigger商业智能服务 Business Intelligence Services一些征信机构工具 Some of Bureau Based ToolsCopyright 2007, Experian-Scorex Proprietary and ConfidentialPage 10信贷政策和战略决策 Credit Policy and Strategy
18、Decision 征信机构产生的属性被各类金融机构用于制定信贷政策和战略 Credit bureau derived attributes have been used to define the credit policy and strategies on various financial industry.征信机构属性在信用卡方面的典型应用包括 Typical application on the credit card were业务发起贷款发放决定、额度分配、风险定价、产品分配等 Origination - underwriting decision, line assignment
19、, risk based pricing, product assignment etc.组合管理授权、额度管理、根据风险重新定价、重发卡等 Portfolio Management authorization, line management, risk based re-pricing, reissue etc.客户保留/客户消耗（退出）交叉销售、追加销售、常规联系、定价等 Retention/Attrition cross sell, up sell, call routine, pricing etc. 收款前期、后期、收款渠道选择等 Collections early stage,
20、late stage, channel selection etc. 市场营销BT、潜在销售机会选择、销售机会优化 Marketing BT, lead selection, lead optimizationCopyright 2007, Experian-Scorex Proprietary and ConfidentialPage 11信贷政策和战略决策 Credit Policy and Strategy Decision发发放放 Origination组组合合管管理理Portfolio Management保保留留/消消耗耗 Retention/Attrition收收款款 Colle
21、ction信贷生命周期信贷生命周期 Credit Life CycleCredit Life Cycle属性举例属性举例 Example of AttributesExample of Attributes提早收款提早收款 Early Collection 过去过去12个月出现报损交易的数量个月出现报损交易的数量 Number of derogatory trades in the last 12 months 距上次公共记录的时间距上次公共记录的时间 Time since last public-record 目前当期未完结交易的百分比目前当期未完结交易的百分比 Percent of pre
22、sently current open trades免收费用免收费用 Fee Waiver 信用卡开卡总数信用卡开卡总数 Total number of open credit cards 其它信用卡的利用率其它信用卡的利用率 Utilization ratio on other credit cards 可用额度可用额度 Available credit (OTB) 发生严重还款拖欠的次数发生严重还款拖欠的次数 Number of major delinquencies提高授信额度提高授信额度 Credit Line Increase (CLI) 可用额度可用额度 Available cre
23、dit (OTB) 一张信用卡的最高信贷额度一张信用卡的最高信贷额度 Maximum credit limit on a credit card 平均帐龄平均帐龄 Average age of accounts销售机会选择销售机会选择 Lead Selection 信用卡开卡总数信用卡开卡总数 Total number of open credit cards 信用卡查询总数信用卡查询总数 Total number of credit card inquires 距上次信用卡还款拖欠的时间距上次信用卡还款拖欠的时间 Time since last delinquency on a credit
24、 cardCopyright 2007, Experian-Scorex Proprietary and ConfidentialPage 12预先筛选名单提供者 Pre-screening List Provider信贷政策/战略决策 Credit Policy/Strategy Decision 信用卡申请欺诈甄别 Application Fraud Detection记分卡 Scorecard通用模型 Generic models定制模型 Custom models监控服务 Monitoring Services通知服务触发因素 Notification Services - Trigg
25、er商业智能服务 Business Intelligence Services一些征信机构工具 Some of Bureau Based ToolsCopyright 2007, Experian-Scorex Proprietary and ConfidentialPage 13欺诈解决方案 Fraud Solution数据来源：数据来源： APACS 2005 Source APACS 2005欺诈造成的损失（百万欧元）遗失和被盗没有收到邮件假信用卡身份盗窃未见卡交易Copyright 2007, Experian-Scorex Proprietary and ConfidentialPa
26、ge 14信用卡申请时的欺诈防范 Application Fraud Solutions欺诈类型 Type of Fraud篡改申请信息 Application manipulation邮件寄出但没有收到 Mailed not received身份盗窃 Identity Theft假冒已故使用者 Deceased Impersonation首次付款违约 First Payment Default结合规律与模型 Combination of Rule based and models争取把欺诈扼杀在摇篮中 Stopping fraud before it starts持续的监控能保证欺诈甄别的质
27、量和准确性 Constant monitoring maintains quality and accuracy of fraud detection当前申请以往申请Copyright 2007, Experian-Scorex Proprietary and ConfidentialPage 15欺诈申请表筛选 Fraud Application form screening将申请表内容与以往的申将申请表内容与以往的申请表内容进行仔细对照检请表内容进行仔细对照检查查 Cross-check application details with previous applications信用卡申请
28、欺诈Application Fraud仔细审核申请表各细节，仔细审核申请表各细节，力图发现自相矛盾的地方力图发现自相矛盾的地方 Check details on the application form to highlight inconsistencies当前申请以往申请Copyright 2007, Experian-Scorex Proprietary and ConfidentialPage 16预先筛选名单提供者 Pre-screening List Provider信贷政策/战略决策 Credit Policy/Strategy Decision 信用卡申请欺诈甄别 Applic
29、ation Fraud Detection记分卡 Scorecard通用模型 Generic models定制模型 Custom models监控服务 Monitoring Services通知服务触发因素 Notification Services - Trigger商业智能服务 Business Intelligence Services一些征信机构工具 Some of Bureau Based ToolsCopyright 2007, Experian-Scorex Proprietary and ConfidentialPage 17征信机构记分卡 Bureau Based Score
30、cards 征信机构数据被广泛应用于创建统计模型，以帮助信贷生命周期决策 Credit Bureau data is widely used in developing statistical models to aid the decisions of credit life cycle典型的通用记分卡 Typical generic scorecards风险 Risk 破产 Bankruptcy 回应 Response负债 Indebtness 细分行业记分卡和其它市场细分记分卡 Industry specific/Segmentation scorecards信用卡风险 CC Risk按
31、揭贷款 Mortgage汽车 Auto 次级客户 Sub-prime Copyright 2007, Experian-Scorex Proprietary and ConfidentialPage 18不同行业的征信机构通用评分 Generic Bureau Score on Various Industry 英国征信局通用评分的表现 Performance results of Generic bureau scores at U.K.垂直市场垂直市场 Vertical Markets 基尼系数基尼系数 Gini Co-efficients零售零售 Retail84.9信用卡和零售银行业务
32、信用卡和零售银行业务 Credit Card & Retail Banking 81.9电信电信 Telcos.64.6保险保险 Insurance41.8次级次级 Sub-prime35.6Copyright 2007, Experian-Scorex Proprietary and ConfidentialPage 19 Basel II Accord Part H Solution for Requirements围绕信贷生命周期的各类定制模型 Various Custom Models for Credit Life Cycle增强活跃程度和使用次数增强活跃程度和使用次数 Increa
33、se activation and usage行为记分卡行为记分卡 Behaviour Scorecard触发因素触发因素/事件记分卡事件记分卡 Trigger/Event Scorecard盈利性记分卡盈利性记分卡 Profitability Scorecard交易欺诈记分卡交易欺诈记分卡 Transaction Fraud Scorecard客户价值最大化客户价值最大化 Maximise customer value偏好记分卡偏好记分卡 Propensity Scorecard回应记分卡回应记分卡 Response Scorecard提高收款和坏帐回收额提高收款和坏帐回收额 Improve
34、 collections and recovery values 收款记分卡收款记分卡 Collection Scorecard坏帐回收记分卡坏帐回收记分卡 Recovery Scorecard使保留收入最大化使保留收入最大化 Maximise retained revenues保留保留/消耗记分卡消耗记分卡 Retention / Attrition Scorecard再激活记分卡再激活记分卡 Reactivation Scorecard通过吸引新客户来实现市场份额和盈利的最大化通过吸引新客户来实现市场份额和盈利的最大化 Maximise market share and profitabi
35、lity by attracting new customers预先筛选记分卡预先筛选记分卡 Pre-Screen Scorecard回应回应/收入记分卡收入记分卡 Response / Revenue Scorecard新客户登记新客户登记 Registering new customers贷款申请记分卡贷款申请记分卡 Application Scorecard破产记分卡破产记分卡 Bankruptcy Scorecard欺诈记分卡欺诈记分卡 Fraud Scorecard营销新业务收款 回收账户管理保留 再激活交叉销售 追加销售Copyright 2007, Experian-Scorex
36、 Proprietary and ConfidentialPage 20二维风险级别 Two-Dimensional Risk Grading根据通用和定制风险模型的二维矩阵形成战略和客户机会选择 Strategy and lead selection based on 2-dimensional matrix of Generic and Custom Risk model 高风险高风险High Risk边际风险边际风险 Marginal Risk低风险低风险 Low Risk以上：申请和征信机构通用评分的好以上：申请和征信机构通用评分的好/坏几率表坏几率表Above: Good/Bad o
37、dds tabulation of application and generic bureau scoreDelphi 评分评分未达到未达到申请评分申请评分Copyright 2007, Experian-Scorex Proprietary and ConfidentialPage 21用于客户管理的征信机构评分 Credit Bureau Scores for Customer Management交叉销售和追加销售 Cross-sell & Up-sell信贷偏好评分 Credit Propensity Score个人贷款偏好评分（个人贷款偏好评分（0.5%至至20%）Personal
38、 Loan Propensity Score (0.5% to 20%)得分得分 Score 十分位十分位 Deciles在之后在之后6个月内余额显著增加的百分比个月内余额显著增加的百分比 % with Significant Balance Increases in next 6m12.5%24.6%36.3%47.8%511.7%616.1%721.2%827.8%935.1%1048.2%Copyright 2007, Experian-Scorex Proprietary and ConfidentialPage 22预先筛选名单提供者 Pre-screening List Provi
39、der信贷政策/战略决策 Credit Policy/Strategy Decision 信用卡申请欺诈甄别 Application Fraud Detection记分卡 Scorecard通用模型 Generic models定制模型 Custom models监控服务 Monitoring Services通知服务触发因素 Notification Services - Trigger商业智能服务 Business Intelligence Services一些征信机构工具 Some of Bureau Based ToolsCopyright 2007, Experian-Scorex
40、Proprietary and ConfidentialPage 23信用卡数据信用卡数据信用卡数据信用卡数据库库库库 Credit Card Credit Card Data Data WarehouseWarehouse信用卡分析数据集市信用卡分析数据集市信用卡分析数据集市信用卡分析数据集市 Credit Cards Analytical Credit Cards Analytical Data MartData Mart征信机构原始征信机构原始征信机构原始征信机构原始数据数据数据数据 Credit Credit Bureau Raw Bureau Raw datadata征信机构汇总程征
41、信机构汇总程征信机构汇总程征信机构汇总程序序序序 Bureau Bureau Aggregation Aggregation programprogram征信机构属性征信机构属性征信机构属性征信机构属性 Bureau AttributesBureau AttributesOthersMCVISA信用卡交易信息信用卡交易信息 CC Transactional Information决策引擎决策引擎 Decision Engine战略战略 Strategies行动行动 Actions产品线管理产品线管理Line Management根据风险重新定价根据风险重新定价Risk Base Re-pric
42、ing客户关怀客户关怀Customer Care交叉销售交叉销售/追加销售追加销售Cross-Sell/Up Sell市场促销市场促销Marketing Promotion12123代表进行账户管理的主要输代表进行账户管理的主要输入信息入信息 Represents the key inputs for Account Management风险和运营信息风险和运营信息 Risk and Operational Information风险管理平台风险管理平台 Risk Management Platform其它产品数据其它产品数据其它产品数据其它产品数据库库库库 Other Other Produ
43、ct Data Product Data WarehouseWarehouse其它产品分析数据其它产品分析数据集市集市 Other Product Other Product Analytical Data MartAnalytical Data Mart其它产品关系其它产品关系Other product Relationship6456征信机构信息征信机构信息Bureau Information申请资料申请资料Application Information3支付信息支付信息 Payment Information4促销资料促销资料Promotional Information5记分卡记分卡
44、Scorecards组合管理的典型数据来源 Typical Data Sources for Portfolio Management 维萨卡维萨卡其它卡其它卡万事达卡万事达卡Copyright 2007, Experian-Scorex Proprietary and ConfidentialPage 24预先筛选名单提供者 Pre-screening List Provider信贷政策/战略决策 Credit Policy/Strategy Decision 信用卡申请欺诈甄别 Application Fraud Detection记分卡 Scorecard通用模型 Generic mod
45、els定制模型 Custom models监控服务 Monitoring Services通知服务触发因素 Notification Services - Trigger商业智能服务 Business Intelligence Services一些征信机构工具 Some of Bureau Based ToolsCopyright 2007, Experian-Scorex Proprietary and ConfidentialPage 25通知服务 Notification Services 账户审核和预先筛选每日传送数据 Account review and prescreening -
46、 data delivered daily根据客户确定的“触发因素”产生结果，这些触发因素是可以改变和管理的 Output based on “Triggers” established by the client, which can be changed and managed用途 Used for the purposes of:降低损失 Loss mitigation保留现有帐户 Retaining Existing Accounts交叉销售/追加销售 Cross-Selling/Up-selling营销 ProspectingCopyright 2007, Experian-Scor
47、ex Proprietary and ConfidentialPage 26通过及时发现事件和早期预警来控制风险通过及时发现事件和早期预警来控制风险 Control risk via immediate identification and early warning降低损失降低损失降低损失降低损失 Loss MitigationLoss Mitigation为正在积极从你的竞争对手处寻求更多信贷的现为正在积极从你的竞争对手处寻求更多信贷的现有客户提供新产品有客户提供新产品 Offer new products to existing customers that are actively l
48、ooking for additional credit from your competitors 交叉销售交叉销售交叉销售交叉销售 Cross-SellCross-Sell通过识别那些正在寻找新信贷产品的现有客户，通过识别那些正在寻找新信贷产品的现有客户，来应对这些现有客户不断变化的新需求来应对这些现有客户不断变化的新需求 Address the evolving needs of existing customers by identifying those shopping for new credit追加销售追加销售追加销售追加销售 Up-SellUp-Sell在客户接受其它竞争对手
49、的产品之前，发现这些在客户接受其它竞争对手的产品之前，发现这些潜在的客户耗减情况潜在的客户耗减情况 Identify potential attriters before they accept a competing offer 保留保留 Retention 营销营销营销营销 P Prospectingrospecting通知服务日触发因素解决方案 Notification Services - Daily Trigger Solutions 及时发现市场中适合本银行某类产品的潜在客及时发现市场中适合本银行某类产品的潜在客户户 Immediately identify prospects w
50、ho are in the Market for one of your product linesCopyright 2007, Experian-Scorex Proprietary and ConfidentialPage 27通知服务的测试结果 Notification Services test results在6个月内对168,763名客户实施了监控 168,763 consumers monitored over 6 month period个人银行卡账户 Personal Bank Card Accounts70,043每日发出通知数 Total Daily Notices p
51、roduced60,268与客户保留相关的“触发因素” Retention Triggers9,775 与风险相关的“触发因素” Risk Triggers 比较两个可能发生不良行为时的余额：即帐户审核日和收到通知日 Compared balances at account review date for adverse action vs. date notification received by NS for adverse action明确每个帐户根据风险触发服务而可能产生的节余（规避的损失额） Determined potential savings for each account
52、 by risk trigger从168,763个监控账户中共规避损失2,179,174美元 Total overall savings of $2,179,174 for the 168,763 accounts monitoredCopyright 2007, Experian-Scorex Proprietary and ConfidentialPage 28触发因素和帐户表现恶化之间的时间差 Timing between trigger and degraded performance在那些有触发通知服务且出现账户表现恶化的银行在那些有触发通知服务且出现账户表现恶化的银行D帐户中，帐户
53、中，61%的帐户是在通知后的的帐户是在通知后的3个月内就出现了账户表现恶化的现象个月内就出现了账户表现恶化的现象 Of the triggered accounts that have degraded performance on their Bank D account 61% do so within 3 month of the trigger date触发因素的通知时间与银行账户表现恶化之间的时间（月份）触发因素的通知时间与银行账户表现恶化之间的时间（月份）存在触存在触发通知发通知服务且服务且出现银出现银行账户行账户表现恶表现恶化的比化的比例例 Copyright 2007, Exp
54、erian-Scorex Proprietary and ConfidentialPage 29预先筛选名单提供者 Pre-screening List Provider信贷政策/战略决策 Credit Policy/Strategy Decision 信用卡申请欺诈甄别 Application Fraud Detection记分卡 Scorecard通用模型 Generic models定制模型 Custom models监控服务 Monitoring Services通知服务触发因素 Notification Services - Trigger商业智能服务 Business Intell
55、igence Services一些征信机构工具 Some of Bureau Based ToolsCopyright 2007, Experian-Scorex Proprietary and ConfidentialPage 30商业智能服务 Business Intelligence Services商业智能服务是定制的、全面的顾问式服务，它通过以下方式使金融机构能够更好地认识其客户基础 Business Intelligence is a customized, comprehensive, consultative offering that allows organization
56、to better understand their customer base from a variety of perspectives:使金融机构能将自身与整个市场和某一特定竞争群体进行对比 Ability to contrast your organization to the overall market and specific competitor groups基于分析而得出结论 Analytically derived conclusions将新客户与现有客户进行对比 Contrast new versus existing customers根据分析找出长期趋势 Trend
57、 the analysis over time按一个构建的客户形态来识别潜在客户机会 Profile customers versus prospectsCopyright 2007, Experian-Scorex Proprietary and ConfidentialPage 31商业智能服务内容 Business Intelligence Flavors示例分析包括示例分析包括 Example analyses include:市场份额分析市场份额分析 Market Share analysis 形态分析形态分析 Profiling analysis 拖欠分析拖欠分析 Delinque
58、ncy analysis 产品组合分析产品组合分析 Product Mix analysis 交叉销售分析交叉销售分析 Cross-sell analysis 债务移动债务移动/消耗分析消耗分析 Debt Movement / Attrition analysis 评分范围客户同类人群比较排除总计Copyright 2007, Experian-Scorex Proprietary and ConfidentialPage 32总结 Summary 征信行业展望征信行业展望 Industrys expectation:提供增值产品，而不仅仅是信用报告 Value added products
59、instead of credit reporting从批量到（接近）或实时市场营销 Move from batch to (near) or real-time marketing提供针对不同行业的量身定制的解决方案 Industry specific solution更频繁地监控贷款组合 Monitor the portfolio more frequently一体化数据解决方案 Integrated data solution以事件为基础的决策和相关行动 Event-based decisions and resulting actions客户可以从自己的桌面电脑直接获得重要的战略和市场
60、推广开发工具 Client desktop access to critical strategy and campaign development tools提供针对性强的定制产品服务 Deliver high targeted and tailored offers从风险缓释战略转向为客户的整个生命周期提供增值服务 Evolve from risk mitigation strategies to life-time value focus关注新兴的消费者 Focus on emerging consumersCopyright 2007, Experian-Scorex Proprietary and ConfidentialPage 33Questions?问答 Q & ACopyright 2007, Experian-Scorex Proprietary and ConfidentialPage 34
