A groundbreaking study conducted by Serasa Experian, first and largest datatech in Brazil, demonstrated that fintechs can safely expand their credit granting up to R$ 4 million, on average, by fintech through a rejected applicants re-screening model, that is to say, reassessing new clients who had their credit initially declined, but which may be eligible with further 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 approvals for each Fintech based on an analysis that considers criteria about the borrower that were not taken into account in the initial assessment, how the trend of the Score variation, history of payment punctuality 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, esta análise mais precisa torna-se ainda mais importante, because the creditor may be refusing a low-risk client
For Fernando Galbiatti,Director of B2B Offers at Serasa Experian, this second look at clients who were previously rejected is essential for fintechs to increase revenue, at no additional acquisition cost – once the customer has already arrived at the company – e manter o nível de inadimplência previsto na sua política de crédito. With the rescheduling of denied applicants, a Fintech that currently approves 25 out of every 100 credit applications, for example, can, in a second analysis, passar a aprovar quase 30 e, with that, ter mais competitividade, as long as he doesn't let these clients go to the competition
This expansion of credit supply does not impact default rates, once it already takes into account the risk percentage already worked on by each fintech. With that, the repêchage of denied allows the expansion of earnings, without compromising the security of the operation
Furthermore, the adoption of the second analysis also brings direct benefits to the consumer who would, at first, the credit denied. When assessed in greater depth and, in this way, conseguir ser aprobado, he no longer needs to seek out other creditors or potentially accept higher interest rates
When zooming in on consumers who were denied in a first analysis due to the creditor's credit policy, we can, from intelligence derived from supplementary information, recuperar clientes que têm potencial para consumir crédito, without increasing default. A consumer can, for example, não apresentar informações mínimas que permitam o acesso ao crédito, but your CPF may be linked to an MEI of which he is a partner and may be generating recurring income. 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 expand gradually without changing the current credit policy, Explain Fernando Galbiatti
The figures are the result of a study conducted with the integrated Denied Rescheduling solution using fintech cases as a starting point
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. Na solução é possível identificar o público com maior potencial para reengajamento sem aumentar a exposição de risco da Fintech. The study was also conducted in other segments, como bancos e financeiras, where was a significant increase in the final approval rate observed
