"The portfolio was excessive, below, and full of high-risk accounts," said Derrick Brown, vice president of Right Choice of loans and collections. "Because the portfolio had a fixed price and had the highest delinquency, they were losing money on it."
With a background in collections and loans, Bleazard knew the cooperative had to stop the bleeding and apply a new strategy to turn the program around. The portfolio sale was not an option due in part to its high risk. Instead, Right Choice CU turned to TNB Card Services for assistance. TNB brought in an experienced team of consultants to conduct a forensic analysis in the portfolio and determine what can be done to improve it.
After an extensive portfolio analysis and construction of different performance models, TNB presented a plan to improve the portfolio by reducing risk, reducing cancellations, and increasing revenues. The goal: Create a portfolio that allows Right Choice to increase revenue, offset chargeoff losses, and build a program with effective underwriting policies. At the same time, the credit union had to offer a card that is attractive to its members.
By tightening its credit policy, Right Choice changed the practice of issuing credit cards to better manage risk. Before the new policy, holders will automatically receive annual credit line increases, regardless of credit score. At the peak of this practice, the credit extended credit lines to an average of $ 6,500. Today, the average credit line of $ 5.700. Members also will receive annual credit line increases without a review.
Price was also a challenge to the right of choice. Despite offering low rates from 9.9 percent to 11.9 percent for the three card products, the risk is not considered the issue a card. cardholders of high risk may receive the same proportion as the members with a lot of credit, resulting in low yields and a default rate that reached 14 percent at one point.
After a thorough analysis of each individual contractor and his risk, TNB should the credit union to revise its prices by moving to a variable interest rate and reducing the types of cards offered. pricing based on risk right choice allowed to set rates for cardholders based on the risk posed to the credit union. The new pricing strategy helped the credit union to achieve an average return net of cancellations of almost 12 percent within six months, compared with an average of only 5.6 percent in the last six months.
