Case Study #27

Financial Institutions

Midwest Bank Achieves 40% Loan Growth By Targeting Loan Shopping Customers

The Challenge

A Midwest bank with 125 locations needed to increase loan applications and conversion with existing customers. The bank wanted to improve campaign effectiveness while reducing acquisition costs per funded loan.


We helped the bank grow consumer loans while reducing cost to acquire them:


Booked loan rate


In consumer loan growth


Decrease in acquisition cost per funded loan

The Solution

We developed an audience strategy that included credit bureau data to target existing customers actively applying for a loan and did additional modeling and analytics to refine their credit goals and prospect profiles. We used this data to create highly personalized and timely offers via mail and email that boosted loan growth and solidified these customer relationships.

What did we do

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

  • Increase new loan applications with existing customers
  • Increase conversion with existing customers
  • Decrease acquisition costs per funded loan

How did we do it

We effectively reached existing customers who were current loan seekers and converted them at higher rates using these five essential steps:

  • Developed audience strategy using data from all 3 credit bureaus to identify current customers actively seeking loans.
  • Completed additional modeling and analytics to define their credit goals and profiles.
  • Created highly personalized, compelling and timely offers that reached prospects within 24 to 48 hours.
  • Reached targets via mail and email at their precise time of need.
  • Measured loan growth and cost per acquisition to confirm MROI.

Services provided

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