Maximizing revenue recovery for public-sector and municipal utilities
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1 Maximizing revenue recovery for public-sector and municipal utilities Don Taylor Automated Collection Services Inc. Alex Siotos Experian Experian and the marks used herein are service marks or registered trademarks of Experian Information Solutions, Inc. Other product and company names mentioned herein are the trademarks of their respective owners. No part of this copyrighted work may be reproduced, modified, or distributed in any form or manner without the prior written permission of Experian.
2 Quote for today The best time to get started addressing the problem was 10 years ago. There s still time to fix it. But ignoring the problem just like hanging up on the debt collector is not a great way to go. Federal Reserve Chairman Ben Bernanke recently told Congress U.S. Federal Reserve Board Chairman Ben Bernanke testifies before the House Financial Services Committee hearing on monetary policy and the state of the US economy on July 16, 2008 on Capitol Hill in Washington, DC. (Tim Sloan/AFP/Getty Images) 2
3 Utilizing resources It is important to know and utilize all of the internal and external resources available to you to increase your debtor contact success rates along with quickly reaching the debtors with the greatest potential of repayment Not utilizing the resources available to you is like trying to fix something in your home without the right tools. Think about projects at work where your thought to yourself, if I only had?, I would have been able to do a more complete job. 3
4 Introductions Alex Siotos Experian Don Taylor President, ACSI 4
5 Business challenges Our public sector and municipal utilities are facing difficult times in revenue recoveries due to: Reduced budgets, the overall economy, technology and reduced staffs The private sector faces some of the same business challenges Our session today will focus on the Top-5 business challenges facing the public sector and municipal utilities; these business challenges are based on survey results from this sector How do they compare to the private sector? What is the private sector doing to overcome them? 5
6 #1 challenge Difficulty finding the current location of the debtor 6
7 #1 challenge Contact strategies Resources Skip accounts Internal and external data sources 7
8 # 1 challenge Check free state and local resources Drivers information Professional licensing Assessor Voter registration Cost effective tools Electronic directory assistance U.S. mail different formats and texting permissions 8
9 #2 challenge Difficulty with prioritizing collection efforts 9
10 # 2 challenge Amount of time owed/age of debt Dollars owed All is equal Score Did not know 35% 25% 27% 7% 7% How do you collect payments? 10
11 Account prioritization Recovery scores Credit attributes Income Assets Age Balance Contactabilty Previous history Skip status 11
12 Account prioritization Recovery scores Cumulative % of dollars collected 100% Cumulative % of dollars collected 80% 60% 40% 20% 0% Top percentile PriorityScore SM Dollar score Number of records scored Cumulative payments 5% 10% 15% 20% 25% 30% 35% 40% 45% 50% 55% 60% 65% 70% 75% 80% 85% 90% 95%100% Cumulative % of accounts PriorityScore SM Incidence score Top percentile Number of records scored Cumulative payments 5% 147,925 $12,191,601 5% 148,171 $10,636,561 10% 147,982 $16,753,861 10% 150,994 $15,176,048 15% 147,865 $19,935,799 15% 147,111 $18,325,261 20% 147,969 $22,116,184 20% 150,621 $20,605,428 25% 148,083 $23,653,835 25% 146,121 $22,392,047 PriorityScore SM Dollar PriorityScore SM Incidence Retail RecoveryScore SM Bankcard RecoveryScore SM 12
13 Credit attributes 15% performance lift overall by using Premier Attributes SM with a score Cumulative % of dollars collected 10% lift 100% Cumulative % of dollars collected 80% 60% 40% 20% 27% lift 19% lift 15% lift Cumulative % of Dollars Collected PriorityScore SM Dollar PriorityScore SM Dollar + Premier Attributes SM 100% 90% 80% 70% 60% 50% 40% 30% 20% Cumulative % of Dollars Collected 10% 0% 0% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Cumulative % of Accounts 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Cumulative % of accounts Based on previous client validations, not a guarantee of future performance. Results can change as applied to different portfolios and/or as additional client validations are performed and added to the overall results shown here. 13
14 Account prioritization Income and asset models Income Insight SM Provides a comprehensive measurement of total income offering a complete financial picture of a borrower for greater insight into their ability to meet their obligations Debt-to-Income Insight SM An add on to Income Insight SM that returns debt-to-income ratio using debt obligations from credit report and Income Insight SM estimated income Asset Insight SM Gives a rank order estimation of a consumer s deposit balances and assets enabling financial institutions to better understand their share of wallet 14
15 Account prioritization Demographics / account characteristics Demographic / account characteristics Age generally older debt yields lower recovery Balance direct human effort to larger balance debts, use mail, auto messaging for lower balance debts Contactabilty focus effort on accounts where contact information is readily available Previous history consider previous payment activity or known factors to assess ability to pay Skip status if an account is a skip with no contact information, consider minimal effort and outsourcing 15
16 #3 challenge Lack of data available 16
17 #3 challenge Data resources Best to use 17
18 #3 challenge Credit-based data Experian Collection Advantage SM Demographic-based data Use governmental resources your state or county Various online type data resources for contact information 18
19 #4 challenge Difficulty of incorporating tools to improve debt recovery 19
20 #4 challenge With limited IT resources and budgets, what are some of the easiest ways to incorporate tools 20
21 # 4 challenge Online access to governmental resources free Online resources for skiptracing free and fee-based Professional license holds if available in your state Outsourced skiptracing Letter services and texting Publicized amnesty programs 21
22 #5 challenge Difficulty in determining to outsource or continue to internally collect 22
23 #5 challenge Do I outsource certain debt or do I keep trying to collect internally? What metrics should I use to help answer this challenge? 23
24 # 5 challenge Consideration 1 available staff hours devoted to recovery effort Consideration 2 measure level of diminishing returns scoring Consideration 3 cost of effort, labor, benefits, equipment, skiptrace, telephone Consideration 4 are there any tools that can be used internally not available to an outsourced vendor Generally, the most cost effective strategy is to perform minimal efforts internally recovering the easiest accounts and outsource the older or skip accounts to third party agencies 24
25 Q&A 25
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27 Visit the Experian Expert Bar to learn more about the topics and products covered in this presentation. 27
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