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Home Case Study NBFC Cross sell/Upsell

Case Study

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Cross sell/Upsell

Industry: NBFC

Problem Statement

Client, a leading NBFC player wanted to use analytics to improve Cross-sell/upsell.

Our Approach

  • Created a data mart of relevant variables.

  • Integrated external structured data like credit evaluation scores/details of other loans of the customer.

  • Applied analytics models to arrive at product priority.

The How

  • Built a cross-sell propensity model using our loan and distribution databases for conversion to

  • Provided a profiling that showed the most predictive variables.

    • car loans
    • home loans
    • investment products.

Insights to action

  • Data aggregation merged multiple sources to form Single Source of Truth.

  • Recommendation Engine delivered propensities for – Car Loan, Home Loan and Mutual Fund, Commercial vehicle, Working capital at a customer-level, to transact in the next 3 months.

Impact

  • Predictor boosted the customer transactions by 85% - from 45k to 83k customers.

  • Every customer mapped with highest priority of alternate products.

  • Multiple products prioritised based on propensity.

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