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Mortgage Acquisition Case Study - Fractal Analytics

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Global Partner For <strong>Analytics</strong><br />

<strong>Fractal</strong> <strong>Analytics</strong><br />

<strong>Mortgage</strong> <strong>Acquisition</strong><br />

<strong>Case</strong> <strong>Study</strong>


<strong>Case</strong> <strong>Study</strong><br />

The Challenge<br />

<strong>Fractal</strong>’s Response Model Enable Superior<br />

Targeting for <strong>Mortgage</strong> <strong>Acquisition</strong><br />

• A mortgage acquisition company runs regular telemarketing and direct mail campaigns to acquire<br />

customers<br />

• Typical, response rates are low on these campaigns and sometimes can be as little at 15-20 basis points<br />

• The mortgage company wanted a customer acquisition model that could segment and rank order customers<br />

by their propensity to respond to the offer<br />

The Solution & Results<br />

• <strong>Fractal</strong> built response models using Credit Bureau data from Transunion, and past campaign response<br />

information<br />

• Our models were able to capture as much 72% of the responders in just 50% of the population through the<br />

response models<br />

• The mortgage company can use this model for<br />

• Superior list acquisition<br />

• Smarter targeting strategy<br />

• Better resource allocation based on response propensity of the prospect<br />

<strong>Fractal</strong> : Global Partner For <strong>Analytics</strong>


Out of Sample Test Results Show a Strong Lift; As Much as 72% of<br />

Responders were Captured in 50% of the Population<br />

Cumulative % of Responders<br />

<strong>Fractal</strong> : Global Partner For <strong>Analytics</strong><br />

Impact of Response Model<br />

100%<br />

95%<br />

90%<br />

85%<br />

80%<br />

75%<br />

70%<br />

65%<br />

60%<br />

55%<br />

50%<br />

45%<br />

40%<br />

35%<br />

30%<br />

25%<br />

20%<br />

15%<br />

10%<br />

5%<br />

0%<br />

0% 5% 10% 15% 20% 25% 30% 35% 40% 45% 50% 55% 60% 65% 70% 75% 80% 85% 90% 95% 100%<br />

Population


Contact Us<br />

India<br />

<strong>Fractal</strong> <strong>Analytics</strong> Ltd<br />

6th Floor, Olympia,<br />

Hiranandani Business Park,<br />

Powai, Mumbai – 400 076<br />

Tel: + 91 22 5504 2444<br />

Fax: + 91 22 5504 2446<br />

Pranay Agrawal<br />

Vice President & Head Operations, North America<br />

Email: pranay@fractalanalytics.com<br />

Cell (USA): + 1 916 316 5482<br />

Cell (India): + 91 98213 35650<br />

fractalanalytics.com<br />

United States<br />

<strong>Fractal</strong> <strong>Analytics</strong> Inc<br />

Plaza 5 Harborside Financial Center<br />

Suite 2500<br />

Jersey City 07311<br />

New Jersey<br />

Tel: +1 201 633 8728<br />

+1 201 839 0248 / 0348<br />

Fax: +1 201 484 7201<br />

<strong>Fractal</strong> : Global Partner For <strong>Analytics</strong><br />

Singapore<br />

<strong>Fractal</strong> Private Ltd<br />

1 Shenton Way, # 19-04<br />

Singapore 068803.<br />

Tel: +6562225101<br />

Fax: +6562225102

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