How To Be Successful

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1 Unlocking Small Business Lending Profitability Balance Risk, Cost and Compliance

2 Small and medium enterprise (SME) lending is challenging. The challenge: Smaller loan/lease amounts aren t profitable enough to justify a lengthy, costly originations process. AND Automation is the answer, but ensuring proper risk evaluation, enabling agile workflow to adjust to changing market conditions and remaining compliant can be difficult to achieve Fair Isaac Corporation. All rights reserved. 2

3 Unlock SME lending performance and agility with... LOW HIGH $ Analytics Scoring Decision Automation Reduce costs and time-to-decision while helping drive risk management and compliance. Loan/lease amount Origination time Origination cost Risk exposure control Regulatory compliance 2014 Fair Isaac Corporation. All rights reserved. 3

4 Success story: The captive leasing arm of a global equipment manufacturer applies advanced analytics and automation across 35 countries to retain and expand customer relationships Fair Isaac Corporation. All rights reserved. 4

5 Keys to success: Customer-centric, region-specific analytics + global view. COMMON SCORING METRICS This leasing group is building personalized customer experiences across 35 countries to cross-sell products, financing and affinity programs for longterm profitable relationships. North America Region Europe, Middle East and Africa Region Asia Pacific Region Applying analytics and automated originations with region-specific models, they adapt to local markets, but with a common set of scoring metrics to compare and report worldwide. Latin America Region 2014 Fair Isaac Corporation. All rights reserved. 5

6 Success story: A Pacific Rim bank that used to manually review every SME credit application now focuses attention where it matters most Fair Isaac Corporation. All rights reserved. 6

7 Keys to success: Automatically rank order applicants by risk level. With the benefit of analytic insight, bankers spend less time reviewing higher scoring (lower risk) applications. Most of their attention focuses on applications in the middle gray area, where decisions are now made faster. Automated business rules reject the approximately 30% of lower scoring (higher risk) applications, which no longer consume resources. RISK SCORE LOW HIGH (high risk) (low risk) Additional benefit: Improved regulatory compliance by ensuring that all credit decisions are demonstrably fair and consistent Fair Isaac Corporation. All rights reserved. 7

8 Success story: A North American bank pulled back from SME lending during the financial crisis. Now the bank s new portfolio provides a more complete picture of customer risk/reward and better analytic controls Fair Isaac Corporation. All rights reserved. 8

9 Keys to success: Expanded visibility and control. BUSINESS Decision Execution Scoring Services ORIGINATIONS SYSTEM Decision Simulation Decision Optimization ADVANCED Model Data Mart DECISIONING PROFESSIONAL DEVELOPMENT Development & Calibration Model Structured Data & Unstructured Mart (e.g. text, speech) Tracking Alerts FOUNDATION Monitoring Ongoing Validation Management Reporting CONSUMER By extending its existing originations system for consumer lending across SME lending, the bank improves visibility into the creditworthiness of SME principals, while tailoring a full range of services to each customer. Centralized, automated model management increases control over the expanding range of data and analytics informing bank decisions. The tools keep track of where models are used, how they re performing and when they need updating. They also maintain a detailed audit trail for demonstrating regulatory compliance Fair Isaac Corporation. All rights reserved. 9

10 Success story: An online alternative SME lender seized opportunities when banks pulled back. Now, with rebounding banks driving competition, the lender needs to sharpen its pricing Fair Isaac Corporation. All rights reserved. 10

11 Keys to success: More data, optimized decision strategies, speedy learning. What s working? RESPONSE Simulated Actual Day 15: Response KPI Segment 3 is performing as expected; continuing on-track performance can be extrapolated Supplementing traditional small business scores with insights from online marketplaces and social media, this lender can better segment applicant populations, reducing prices for lower risk SMEs. DAYS What s not? TRANSACTIONS Simulated Actual Gaps are opportunities for learning and improvement Day 30: Transaction KPI Segment 5 is performing differently than expected; change strategy sooner rather than later Quickly comparing actual to simulated results, the lender learns where its strategies are succeeding, where it can do better and how customer behavior is changing. DAYS 2014 Fair Isaac Corporation. All rights reserved. 11

12 Success story: A leasing company captured a large national account by demonstrating that it could accurately make instant automated decisions for 80% of SME equipment purchases at the point of sale Fair Isaac Corporation. All rights reserved. 12

13 Keys to success: Scoring tailored to leasing, rules-driven decisions. Leasing decisions used to take up to 24 hours 9 Now most decisions are made instantly x2 6 And the rest, within minutes This leasing company relies on a small business originations score tailored to leasing plus additional data evaluated by rules-driven decisioning to route questionable applications to underwriters. Focused on fewer applications and with the benefit of analytic insight, they re able to make better decisions faster. Accurate analytic segmentation of applicant populations improves profitability. It also increases credit risk transparency for securitization, helping the lessor sell the debt on secondary markets. 80% 20% AUTO-DECISIONED ANALYST-DECISIONED 2014 Fair Isaac Corporation. All rights reserved. 13

14 Let FICO help you unlock the potential in SME credit. Learn more: Download our white paper on this topic: Insights #77: Solving the Catch-22 Small Business Credit Check out our blog: FICO Banking Analytics Blog For more information North America toll-free Latin America & Caribbean Europe, Middle East & Africa Asia Pacific (0) FICO is a trademark or registered trademark of Fair Isaac Corporation in the United States and in other countries. Other product and company names herein may be trademarks of their respective owners Fair Isaac Corporation. All rights reserved. 4042BK 9/14 PDF