A groundbreaking study conducted by Serasa Experian, first and largest datatech in Brazil, showed that it is possible for retailers to expand safely, through intelligent management and periodic analysis of the portfolio, your credit offer of up to R$ 200 million for clients in your base who have a credit card. The study was conducted based on a customized analysis of the portfolio of four retail players, combining exclusive and market data with the analytical intelligence of Serasa Experian
У фінансових термінах, the study showed that the credit limits of customers from the analyzed wallets have the potential to grow by 60%, an expansion of the credit supply amounting to R$ 200 million
Understand the profile, the purchasing potential and risk of each client is essential for customized portfolio management and a readjustment of the credit card limit for each CPF. This allows for a more accurate risk assessment by dividing customers into three groups: those who need to have their limit reduced, because they present a risk of default, those who may have increased credit, because it has purchasing potential with low risk, and those who are within the appropriate limit. With that, it is possible to increase revenue by working with clients who are already in-house – what is much cheaper, less complex and more attractive than seeking new clients in the market. At the same time, there is visibility on the CPFs that present the highest risk and need adjustment of the offer or a closer monitoring strategy to avoid becoming delinquent, explains the director of Decisioning and Advanced Analytics at Serasa Experian, Peter Braga
The study also identified the portion of the customer base with limits that pose potential risks of default. For this group, the analysis suggests a 25% reduction of the limit, what would reduce the total grant from R$ 235 million to R$ 175 million, with a total reduction of R$ 60 million
Types of cards in retail
The segment usually offers two types of credit cards: branded and private label. The first option is a conventional credit card, accepted at all establishments that operate with the issuing brand and issued, normally, through a partnership between the store and the brand. The private label is a model that can only be used in the stores of the issuing retailer. And for both, the periodic risk management of the portfolio is not only applicable, as well as recommended
For the first group, of branded cards, the data shows that it is possible to increase credit by 63%, going from R$ 179 million to R$ 292 million, an increase of R$ 113 million. The same reasoning applies to the risk of default. For this group, the reduction of the limits would be by about 25%, the equivalent of R$ 16 million. With that, the new limit granted would fall from R$ 65 million to R$ 49 million, approximately
For retailers that sell the private label card, the increase in value would be R$ 73 million, or 46%, raising the limits from R$ 159 million to R$ 232 million. Among clients at risk of default, the reduction of the limits would be 25%, or R$ 43 million, bringing the total from R$ 170 million to R$ 126 million
Define a robust policy not only in granting, but also in credit maintenance, applied to the portfolio profile and based on the union of the client's history with the store, with market data about that CPF, it is one of the most important points in the journey of companies that offer cards. This is even more crucial for retail, once the financial history and behavior of consumers is not centralized with them. Our goal is to support our clients with analytical intelligence and end-to-end automation of analysis processes to reduce their risks, expand your opportunities and bring agility and efficiency to business decisions. And, it is still possible for example, make personalized offers for new sales and cross-selling to consumers who are already part of the customer base, reducing the operational cost of companies, finish Pedro
Methodology
The numbers are the result of a study based on results obtained with the integrated Customer Management solution using as a starting point cases from four retail companies that adopted the solution
The analysis is carried out through a strategic and individualized assessment of the provided database, combining exclusive and market data with analytical intelligence capability, possibilitando imprimir uma visão ampla do potencial de seus clientes por CPF e/ou CNPJ. In the solution, it is possible to identify the audience with the highest potential for eligibility for credit products, both in terms of risk and propensity, a limit value is indicated according to the client's financial behavior in the market. Other segments such as banks and insurance companies, for example, they are also already supporters of the Customer Management solution.
