A groundbreaking study conducted by Serasa Experian, first and largest datatech in Brazil, showed that it is possible for fintechs to safely expand their credit granting up to R$ 4 million, on average, by fintech through a model of re-evaluation of denied applications, that is, reassessing new clients who had their credit denied at first, but may be eligible with a complementary analysis. The study was conducted based on the fintech portfolio simulating a second level of complementary analysis in credit policy
In percentages, the average amount of R$ 4 million represents a 20% increase in the approvals of each Fintech based on an analysis that takes into account criteria about the borrower that were not considered in the first assessment, how the trend of Score variation, payment punctuality history and the severity level of debts. Considering, for example, que 1/3 da população possui dívidas de baixa severidade, according to the Serasa restrictive database, this more accurate analysis becomes even more important, because the creditor may be refusing a low-risk client
For Fernando Galbiatti,B2B Offers Director at Serasa Experian, this second look at customers who were previously rejected is essential for Fintechs to increase revenue, without additional acquisition cost – once the client has already arrived at the company – and maintain the level of default predicted in its credit policy. "With the re-selection of those denied, a Fintech that today approves 25 out of every 100 credit applications, for example, can, in a second analysis, to approve almost 30 and, with that, to have more competitiveness, as long as it doesn't let these customers go to the competition
This expansion of credit availability does not impact default rates, once it already takes into account the risk percentage already worked by each fintech. With that, the requalification of denied applications allows for an increase in earnings, without compromising the safety of the operation
Furthermore, the adoption of the second analysis also brings direct benefits to the consumer who would have, at first, the denied credit. When evaluated more deeply and, in this way, to be approved, he no longer needs to seek out other creditors or eventually accept higher interest rates
"When we zoom in on consumers who were denied in a first analysis by the creditor's credit policy", we can, based on the intelligence derived from complementary information, recapturing clients who have the potential to consume credit, without increasing delinquency. A consumer can, for example, not providing minimum information that allows access to credit, but your CPF may be linked to a MEI of which he is a partner and may be generating recurring revenue. This is an example of the various profiles that can be detected when we reanalyze the rejected CPFs. This strategy can be very interesting, especially for fintechs, once it allows testing hypotheses, adopt a more aggressive strategy due to some seasonality or gradually expand without changing the current credit policy, explain Fernando Galbiatti
The numbers are the result of a study conducted with the integrated solution Repesagem de Negados using cases from Fintechs as a starting point
The analysis is conducted 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 re-engagement without increasing the risk exposure of the Fintech. The study was also conducted in other segments, like banks and financial institutions, where a significant increase in the final approval rate was observed
