優(yōu)化利用征信數(shù)據(jù)

1、優(yōu)化利用征信數(shù)據(jù)，改善個(gè)人信貸決策 Optimising the use of the credit bureau David GraftonExecutive General ManagerCredit Risk Management & AnalyticsRetail Banking ServicesCommonwealth Bank of Australia （CBA）澳大利亞聯(lián)邦銀行信貸風(fēng)險(xiǎn)管理部執(zhí)行總經(jīng)理 大衛(wèi)格蘭頓 2導(dǎo)言 Introductionn 很多國(guó)家都建立了征信機(jī)構(gòu) Most countries have a credit bureaun 各國(guó)征信機(jī)構(gòu)在數(shù)據(jù)收集和

2、數(shù)據(jù)使用上存在較大差異 There is a lot of variation in the data they hold and how they are usedn 向征信機(jī)構(gòu)提供數(shù)據(jù)符合所有信貸提供者的利益 It is in all credit providers interests to provide data to the bureaun 我們銀行每年花費(fèi)500萬(wàn)美元從澳大利亞征信機(jī)構(gòu)獲得信用數(shù)據(jù) My bank spends over US$5m on credit data from the Australian bureauxn 我們每年的查詢(xún)超過(guò)300萬(wàn)次 We make

3、 over 3 million enquiries each yearn 我們?nèi)绾未_保從征信機(jī)構(gòu)獲得最大價(jià)值？ How can I make sure that I am getting the best value from the bureau?n 何時(shí)需要進(jìn)行查詢(xún)，何時(shí)不需要？ When do I need to enquire and when do I not need to?n 在何種情況下我們可以只依賴(lài)于自有數(shù)據(jù)？ When can I rely on my own data instead?3優(yōu)化利用征信機(jī)構(gòu)數(shù)據(jù) Optimising the use of the credit

4、 bureaun 信貸決策需要在信貸生命周期的每一時(shí)點(diǎn)進(jìn)行 Credit decisions take place at each point of the life cyclen 征信機(jī)構(gòu)數(shù)據(jù)在每一階段都會(huì)帶來(lái)價(jià)值只是各階段的價(jià)值不同 The bureau adds value at each stage but not equallyn 在信貸生命周期的每個(gè)階段，以及對(duì)于進(jìn)行查詢(xún)的不同機(jī)構(gòu)來(lái)說(shuō)，查詢(xún)的價(jià)值都會(huì)有所不同 The value of a bureau enquiry will be different at each stage of the lifecycle and for

5、each organisation making an enquiryCOLLECTIONSACQUISITIONT TCOLLECTIO行為行為 BehaviourACQUISITION營(yíng)銷(xiāo)營(yíng)銷(xiāo) Marketing申請(qǐng)申請(qǐng) Application收帳收帳 Collections信貸生命周期信貸生命周期 The Credit Lifecycle41. 直接營(yíng)銷(xiāo) Direct MarketingACQUISITIONT TACQUISITION營(yíng)銷(xiāo)營(yíng)銷(xiāo) Marketingn 獲得新客戶(hù) Acquiring new customers- 預(yù)先篩選 Prescreening52. 貸款申請(qǐng) Appl

6、icationT T申請(qǐng)申請(qǐng) Applicationn 身份識(shí)別 Identify verificationn 信用審核 Credit checkingn 欺詐防范Fraud prevention63. 行為 BehaviouralCOLLECTIONST TCOLLECTIO行為行為 Behaviourn 提高信貸額度 Credit limit increasen 預(yù)先審批的服務(wù)貸款 Pre-approved offersn 客戶(hù)評(píng)分 Customer scorePre-approved Offer低風(fēng)險(xiǎn) Low Risk高風(fēng)險(xiǎn) High Risk74. 收款 CollectionsTARG

7、ETINGT收款收款 CollectionsNSNSMGMTn 提前收款 Early collectionsn 逾期收款 Late collectionsn 追收和采取法律行動(dòng) Recovery and legal action8如何計(jì)算信用查詢(xún)所帶來(lái)的效益 How to work out the value of a credit enquiryCBACBA個(gè)人貸款查詢(xún)效益分析個(gè)人貸款查詢(xún)效益分析 CBA Personal Loans Enquiry Benefit AnalysisCBA過(guò)去12個(gè)月進(jìn)行信用查詢(xún)所產(chǎn)生的效益估算 Indicative Benefit in performin

8、g BCA credit enquiries for last 12 months成本/查詢(xún) Cost/Enquiry查詢(xún)成本 Enquiry Cost$2.77$1,002,867查詢(xún)次數(shù) No. Enquiries362,046 假定50% Assume 50% 會(huì)被拒絕 refused凈效益 Net Benefit$22,015,872# 被查出的貸款申請(qǐng)筆數(shù) Detected# 規(guī)避壞賬筆數(shù) Bads avoided32,584查出有問(wèn)題的申請(qǐng)的比例% Adverse Rate3,9109%規(guī)避損 Amount平均壞賬率 Avg Bad Rate失金額 avoided24%23,018

9、,740$ 平均違 Avg Value of平均違約損失 Average Default約金額 Default$5,887$8,410預(yù)計(jì)追收率 Assume recovery 30%說(shuō)明 Notes1. 根據(jù)2005年4月CBA個(gè)人貸款查詢(xún)結(jié)果，查出有問(wèn)題的貸款申請(qǐng)比例為9% Personal Loan Enquiries returned a 9% adverse rate based on CBA Personal Loan enquiries in April 20052. 根據(jù)BCA數(shù)據(jù)庫(kù)的信息，CBA個(gè)人貸款違約平均金額為8410美元。 Average value of CBA P

10、ersonal Loan Default Reported for $8,410 from BCA Database3.基于最低十分位統(tǒng)計(jì)好/壞比例的好壞幾率為3.1:1（BCA增值記分卡） Good Bad Odds based on Lowest Decile Good/Bad 3.1:1 for (BCA Value Added Scorecard)示例：貸款申請(qǐng)階段Example: Application stagen 該類(lèi)圖表適用于信貸生命周期的每個(gè)階段 This type of chart can be used at each part of the lifecycle9如何確定

11、何時(shí)使用征信機(jī)構(gòu)服務(wù)，何時(shí)不使用？如何確定何時(shí)使用征信機(jī)構(gòu)服務(wù)，何時(shí)不使用？ How can I decide when and when not to use the bureau?n 分析現(xiàn)有客戶(hù)數(shù)據(jù)挑選一個(gè)位于兩年前的起始點(diǎn)，附上根據(jù)自有數(shù)據(jù)得出的風(fēng)險(xiǎn)評(píng)分 Analyse existing customer data choose a start point two years ago and attach a risk score built from your own datan 觀察每個(gè)賬戶(hù)的表現(xiàn)，識(shí)別優(yōu)劣 Look at the performance of each accou

12、nt and identify the goods and the badsn 使用該兩年前的起始點(diǎn)，將同一客戶(hù)群的名稱(chēng)發(fā)送給征信機(jī)構(gòu) Using the starting point two years ago send the same group of customers to the bureaun 征信機(jī)構(gòu)將提供針對(duì)該客戶(hù)群的征信機(jī)構(gòu)數(shù)據(jù) The bureau will attach bureau data to this group of customersn 觀察每個(gè)賬戶(hù)的表現(xiàn)哪些已發(fā)生壞賬，哪些仍然保持正常 Look at the performance of each acc

13、ount which ones went bad and which were good?n 評(píng)判自有評(píng)分區(qū)分好壞貸款的準(zhǔn)確度 See how well your own score separates the goods from the bads10如何確定何時(shí)使用征信機(jī)構(gòu)服務(wù)，何時(shí)不使用？如何確定何時(shí)使用征信機(jī)構(gòu)服務(wù)，何時(shí)不使用？ 續(xù)續(xù) How can I decide when and when not to use the bureau? Continuen 評(píng)判征信機(jī)構(gòu)數(shù)據(jù)區(qū)分好壞貸款的準(zhǔn)確度 See how well the bureau data separates the g

14、oods from the badsn 使用征信機(jī)構(gòu)數(shù)據(jù)是否加強(qiáng)了銀行區(qū)分好壞貸款的能力 Does the bureau data improve your ability to distinguish the goods from the bads?n 在很多情況下，購(gòu)買(mǎi)征信機(jī)構(gòu)數(shù)據(jù)的成本可能比所規(guī)避壞賬的金額還要大（即，所規(guī)避壞賬的金額不足以抵銷(xiāo)征信機(jī)構(gòu)數(shù)據(jù)的購(gòu)買(mǎi)成本） In many cases the cost of the bureau data is not worth the extra saving in bad debtn 自有數(shù)據(jù)質(zhì)量越高，則越不需要征信機(jī)構(gòu)數(shù)據(jù) The b

15、etter your own score the less you will need to access the bureaun 以上假定征信機(jī)構(gòu)按每條查詢(xún)收取費(fèi)用 This assumes that the bureau charges for each credit enquiry 11行為行為 Behaviour是銀行客戶(hù)，只使用一種銀行產(chǎn)品，使用時(shí)間較短 With Bankon one product,short history行為行為 Behaviour是銀行客戶(hù)，使用銀行兩種產(chǎn)品、使用時(shí)間在12個(gè)月以上 With Bankon two products,12 months + h

16、istory如何計(jì)算信用查詢(xún)所帶來(lái)的價(jià)值如何計(jì)算信用查詢(xún)所帶來(lái)的價(jià)值 How to work out the value of a credit enquiryn 查詢(xún)價(jià)值取決于信貸提供者的自有數(shù)據(jù)庫(kù)中含有多少有用的客戶(hù)信息 The value of an enquiry will depend on how much usable customer information is available on the credit providers database營(yíng)銷(xiāo)營(yíng)銷(xiāo) Marketing 新客戶(hù)，銀行沒(méi)有該客戶(hù)的數(shù)據(jù) New customers no bank data申請(qǐng)申請(qǐng) Appli

17、cation表格數(shù)據(jù)+征信機(jī)構(gòu)查詢(xún)身份核實(shí)+欺詐 form data +bureau checkI.D. + fraud客戶(hù)評(píng)分客戶(hù)評(píng)分Customer Score長(zhǎng)期使用銀行多項(xiàng)產(chǎn)品 Multiple productsheld over long period新的市場(chǎng)進(jìn)入者新的市場(chǎng)進(jìn)入者 New market entrant現(xiàn)有市場(chǎng)參與者現(xiàn)有市場(chǎng)參與者 Established player征信機(jī)構(gòu)數(shù)據(jù)征信機(jī)構(gòu)數(shù)據(jù) Credit bureau data征信機(jī)構(gòu)數(shù)據(jù)的影響力降低 Decreasing influence of bureau data 信貸提供者自有的數(shù)據(jù)信貸提供者自有的數(shù)據(jù) （銀

18、行、財(cái)務(wù)公司等）（銀行、財(cái)務(wù)公司等） Credit provider data (Bank, finance house etc)12影響征信數(shù)據(jù)價(jià)值的重要因素影響征信數(shù)據(jù)價(jià)值的重要因素 Important factors that influence the value propositionn 征信機(jī)構(gòu)數(shù)據(jù)的深度和寬度 Depth and breadth of bureau datan 數(shù)據(jù)質(zhì)量，特別是匹配質(zhì)量；將重復(fù)情況降至最低 Quality of data, especially quality of matching ; minimise duplicatesn 征信機(jī)構(gòu)的收費(fèi)和商

19、業(yè)模式；按每條查詢(xún)收費(fèi)或按“點(diǎn)擊”收費(fèi) Bureau price and business model ; pay per enquiry or pay per “hit”n 信貸行業(yè)所提供數(shù)據(jù)的時(shí)效性和準(zhǔn)確度 Timeliness and accuracy of data provided by credit industryn 公共數(shù)據(jù)的質(zhì)量（例如破產(chǎn)、法院判決）Quality of public data (eg bankruptcies, court judgements)n 融入銀行信貸決策程序的程度 Integration into credit decisioning process- 人工方式（電話(huà)/傳真