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Case Study #17

Consumer Finance

Consumer Finance Organization Boosts Holiday Loans By 43% And Lowers Acquisition Costs To $31 Per Loan

The Challenge

A 250-location consumer finance organization needed a new audience and channel strategy to drive an increase in booked loans during the holiday lending season. It also sought a more efficient approach that would simultaneously reduce acquisitions costs per loan.

Results

We helped the consumer finance organization:

$3M

In booked loans over a 60-day period

43%

Lift in booked loans with the addition of email to direct mail

$31

Acquisition cost per booked loan

2M

Direct mail and email communications sent

The Solution

We developed a credit prescreen model to isolate credit-worthy targets likely to engaged with a consumer finance company. We then created brand-aligned direct mail, email and landing pages that streamlined the application process, and tracked and reported results for continued campaign optimization.

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What did we do

We started by understanding and defining the key desired business outcomes:

  • Increase new booked loans over the holiday period
  • Reduce acquisition cost per booked loan
  • Successfully distribute millions of direct mail and email offers

How did we do it

We effectively reached high-propensity, high-value prospects using these five essential steps:

  • Developed a credit prescreen model by state that isolated credit-worthy prospects likely to engage with consumer finance companies.
  • Combined that with an email model targeting prospects who would apply online for $500+ loans.
  • Developed creative consistent with the client’s brand.
  • Sent prospects direct mail, email or both directing them to landing pages that streamlined the application process.
  • Tracked and reported results to gain insights that optimized results over the course of the campaign.

Services provided

Strategy
  • Audience
  • Channel
  • Messaging
Data & Analytics
  • Enrichment
  • Modeling
  • Analytics
  • Measurement & Reporting
Creative
  • Print
  • Web
  • Editorial
Omnichannel
  • Direct Mail
  • Email