Credit acceptance process strategy case studies - the power of Credit Scoring

Abstract

The paper is aware of the importance of certain figures that are essential to an understanding of Credit Scoring models in credit acceptance process optimization, namely if the power of discrimination measured by Gini value is increased by 5% then the profit of the process can be increased monthly by about 1 500 kPLN (300 kGBP, 500 kUSD, 350 kEUR). Simple business models of credit loans are also presented: acquisition - installment loan (low price) and cross-sell - cash loans (high price). Scoring models are used to optimize process, to become profitable. Various acceptance strategies with different cutoffs are presented, some are profitable and some are not. Moreover, in a time of prosperity some are preferable whilst the inverse is true during a period of high risk or crisis. To optimize the process four models are employed: three risk models, to predict the probability of default and one typical propensity model to predict the probability of response. It is a simple but very important example of the Customer Lifetime Value (CLTV or CLV) model business, where risk and response models are working together to become a profitable process.