Acquire and Retain Customers

The more you know about your customers, the more valuable they can be to you.

Find out how we can help you acquire new and more profitable customers while increasing the value of the ones you already have.

As part of our Marketing Services, our Marketing Models can help you identify key customer behaviours and risk levels. Learn which customers you can grow, retain, and develop—and make your existing customer base much more profitable.

We want to re-activate our dormant accounts and create new revenue streams from customers that don’t give us value now. How can we better understand these dormant customers and the potential value they may bring so that we can prioritise marketing activities?

Our Marketing Models, part of our Marketing Services, can help you learn more about your customers while marketing products and services more effectively. Get a better understanding of dormant customers and focus on growing inactive accounts that meet your requirements for risk, affordability and customer behaviour.

We want to identify and reach current customers sooner for collections or account management activities. How can we do this?

With Triggers, you can identify customers based on specified behaviour and take timely action. You set the criteria and thresholds for key changes in behaviour, and receive notification on a schedule you specify—monthly, weekly and even daily. This enables you to react fast to recent events and, more importantly, predict events. Use the insight provided by Triggers to identify opportunities to build relationships and better manage risk with current customers.

We are planning an aggressive campaign to attract new customers, but we are concerned about taking on too many potentially risky customers. What tools can we use to acquire customers that do not exceed our threshold for risk?

You can identify different levels of risk in a prospect base with the Intelligent Marketing Process, which allows you to configure a full process using various TransUnion solutions to focus on the appropriate prospects. Use a generic scorecard like Empirica to help you assess the likelihood of a prospect to default on a new account. Or if you are interested in a very specific customer base or behaviour, use a customised scorecard.

Our Income Estimator, Affordability Model and Debt Index all give you insight into the financial capacity of the prospects you are targeting for a new credit product.

We are spending a great deal on marketing lists, but our response rate, conversion rate or profitability—or all three—has been poor. How can we improve this?

With the Intelligent Marketing Process, you can filter and refine a prospect base to focus on the prospects who fit your risk and affordability criteria. This enables you to focus marketing resources on the best prospects, thereby helping improve response rates and conversion rates. You can also reduce the cost of acquisition and hence improve campaign profitability.

We want to grow our business. How can we determine what markets would be best?

With our Data Warehouse Intelligence solutions, you can:

• Get aggregate information about the South African market at national, provincial, suburb and postal code levels.
• Analyse markets based on various demographic and credit characteristics to profile your potential markets.
• Use our analytical tools to understand market potential, risk, affordability, customer behaviour and more in markets defined by your criteria.