Market Trends

To reach customers in our modern, diverse communications landscape, it's not enough to send out one-size-fits-all marketing messages. Today's consumers value and continue to do business with organizations that put them first. For financial institutions, this means providing personalized experiences that enable your customers to feel seen and your marketing dollars to go further. How can you achieve this? The answer is simple: a customer-driven credit marketing strategy. What is customer-driven marketing? Customer-driven marketing is a strategy that focuses on putting consumers first, rather than products. It means thinking about the needs, wants and motivations of the prospects you're trying to reach and centering your marketing campaigns and messages around that audience. When done well, this comprehensive approach extends beyond the marketing team to all members of a company. The benefits of customer-driven credit marketing One benefit of this type of personalized credit marketing is that you can target customers with a potentially higher lifetime value. By focusing your marketing efforts on the right prospects, you'll ensure that budgets are being spent wisely and that you're not wasting valuable marketing dollars communicating with consumers who either won't respond or aren't a fit for your business. Customer-driven marketing enables you to identify and reach the most profitable, highly responsive prospects in the most efficient way, while also engaging with current customers to optimize retention rates. When you create marketing programs that are customer-driven, you're not just selling; you're building relationships. Rather than being simply a service provider, you become a trusted financial partner and advisor. This kind of data-driven customer experience can help you onboard more customers and retain them for longer, translating to better results when it comes to your bottom line. Customer-driven marketing: How to get started Customer-driven marketing is less funnel, more spiral. You research, test, refine and repeat, all while taking into account customer feedback and campaign results. It starts with defining your target audience and creating customer personas. As you do this, think about all the factors that are involved in your target customers’ path to purchase, from general awareness and growing need to the final motivation that pushes them to commit. You'll also want to consider what their pain points may be and the barriers that may prevent them from buying. Next, develop a marketing strategy that aligns with your target customers' needs and outlines how and where you'll reach them. It may also be helpful to gather and respond to customer feedback to ensure the value propositions in your campaigns are aligned with customer expectations. These insights can help you refine your messaging, resulting in increased response and retention rates. Use the right data to extend relevant credit offers When you send credit offers, you want to ensure they're reaching the right prospects at the right time. You also want to make sure these credit offers are relevant to the consumers that receive them. That's where quality data comes in. By optimizing your data-driven customer segmentation, you can develop timely and personalized credit offers to boost response rates. For example, you might have a target audience of consumers who are both creditworthy and looking for a new vehicle. Segmenting this audience into smaller groups by demographic, life stage, financial and other factors helps you create credit marketing campaigns that speak to each type of customer as an individual, not just a number. Meet consumers on their preferred channels Nowadays, consumer behavior is more fragmented than ever. This is relevant not just from a demographic point of view, but from the perspective of purchasing behavior. Customer-driven marketing helps you interact with prospects as individuals so that the value propositions they encounter are a true fit for their life situation. For instance, different age groups tend to spend time on different platforms. But why they're on those channels at any particular time matters too. Messaging aimed at prospects in their leisure time should be different from messaging they'll encounter when actively researching potential purchases. Keep up with your customers This is one answer to the question of how to improve customer retention as well. Research demonstrates that it's more cost-effective to keep a customer than to acquire a new one. When you tailor retention efforts with a well-thought-out customer-driven marketing strategy, you're likely to boost retention rates, which in many cases lead to better profits over time. Importance of a customer-driven marketing strategy Putting consumers at the center of credit marketing strategies — and at the center of your business as a whole — is the foundation for personalized experiences that can ultimately increase response rates and customer satisfaction. For more on how your organization can develop an effective customer-driven marketing strategy, learn about our credit marketing solutions.

Despite economic uncertainty, new-customer acquisition remains a high priority in the banking industry, especially with increasing competition from fintech and big tech companies. For traditional banks, standing out in this saturated market doesn’t just involve enhancing their processes — it requires investing in the future of their business: Generation Z. Explore what Gen Z wants from financial technology and how to win them over in 2023 and beyond: Accelerate your digital transformation As digital natives, many Gen Zers prefer interacting with their peers and businesses online. In fact, more than 70% of Gen Zers would consider switching to a financial services provider with better digital offerings and capabilities.1 With a credit prescreen solution that harnesses the power of digital engagement, you can extend and represent firm credit offers through your online and mobile banking platforms, allowing for greater campaign reach and more personalized digital interactions. READ: Case study: Drive loan growth with digital prescreen Streamline your customer onboarding process With 70% of Gen Z and millennials having already opened an account online, it’s imperative that financial institutions offer a digital onboarding experience that’s quick, intuitive, and seamless. However, 44% of Gen Z and millennials state that their digital customer experience has been merely average, noting that the biggest gaps exist in onboarding and account opening.2 To improve the onboarding process, consider leveraging a flexible decisioning platform that accepts applications from multiple channels and automates data collection and identity verification. This way, you can reduce manual activity, drive faster decisions, and provide a frictionless digital customer experience. WATCH: OneAZ Credit Union saw a 25% decrease in manual reviews after implementing an integrated decisioning system Provide educational tools and resources Many Gen Zers feel uncertain and anxious about their financial futures, with their top concern being the cost of living. One way to empower this cohort is by offering credit education tools like step-by-step guides, score simulators, and credit alerts. These resources enable Gen Z to better understand their credit and how certain choices can impact their score. As a result, they can establish healthy financial habits, monitor their progress, and gain more control of their financial lives. By helping Gen Z achieve financial wellness, you can establish trust and long-lasting relationships, ultimately leading to higher customer retention and increased revenue for your business. To learn how Experian can help you engage the next generation of consumers, check out our credit marketing solutions. Learn more 1Addressing banking’s key business challenges in 2023.

 With nearly seven billion credit card and personal loan acquisition mailers sent out last year, consumers are persistently targeted with pre-approved offers, making it critical for credit unions to deliver the right offer to the right person, at the right time. How WSECU is enhancing the lending experience As the second-largest credit union in the state of Washington, Washington State Employees Credit Union (WSECU) wanted to digitalize their credit decisioning and prequalification process through their new online banking platform, while also providing members with their individual, real-time credit score. WSECU implemented an instant credit decisioning solution delivered via Experian’s Decisioning as a ServiceSM environment, an integrated decisioning system that provides clients with access to data, attributes, scores and analytics to improve decisioning across the customer life cycle. Streamlined processes lead to upsurge in revenue growth   Within three months of leveraging Experian’s solution, WSECU saw more members beginning their lending journey through a digital channel than ever before, leading to a 25% increase in loan and credit applications. Additionally, member satisfaction increased with 90% of members finding the simplified process to be more efficient and requiring “low effort.” Read our case study for more insight on using our digital credit solutions to: Prequalify members in real-time at point of contact Match members to the right loan products Increase qualification, approval and take rates Lower operational and manual review costs Read case study

BNPL is a misunderstood form of credit. In fact, many consumers are unaware that it is credit at all and view it simply as a mode of payment. This guide debunks common BNPL myths to explain what BNPL data will mean for lenders and consumers. In the past year, Experian collected more than 130 million buy now, pay later (BNPL) records from four major BNPL fintech lenders and conducted the most comprehensive analysis of BNPL data available today. The results provided valuable insights on: Who are the consumers using BNPL loans? What is the nature of their current mainstream credit relationships? What do their current BNPL behaviors look like? BNPL myth-busting: Who’s using it, how much are they spending and how risky are BNPL loans? Since BNPL launched in the United States in the 2010s, BNPL has exploded into the consciousness of online shoppers, especially during the COVID-19 pandemic.  According to Forrester, Millennials are the biggest adopters of BNPL at 18%, followed by their younger counterparts in Gen Z at 11%.1 But looking at statistics like these without additional analysis could be problematic.  The dramatic growth of leading BNPL fintechs such as Klarna, Affirm and Afterpay has demonstrated how strongly these services resonate with consumers and retailers. The growth of BNPL has attracted the attention of established lenders interested in capitalizing on the popularity of these services (while also looking to minimize its impact on their existing services, such as credit cards or personal loans). Meanwhile, the Consumer Financial Protection Bureau (CFPB) has urged caution about potential risks, calling for more consistent consumer protections market-wide and transparency into consumer debt accumulation and overextension across lenders. The underlying assumptions debated are that BNPL is used: Predominantly by young people with limited incomes and credit history To pay for frequent, low-value purchases using a cheap and readily available source of credit As a result, it is often seen as a riskier form of lending. But are these assumptions correct? Using data from more than 130 million BNPL transactions from four leading BNPL fintech lenders, we’ve obtained a more detailed and comprehensive understanding of BNPL users and their defining features. Our findings look somewhat different to the popular stereotypes. Myth 1: BNPL is used only for low-value purchases According to our analysis, most BNPL purchases, 95 percent are for items costing $300 or less.2 Some of it is low-value, but not all. In fact, we found that the average purchase using BNPL was similar to that of a credit card, at $132.Average transaction sizes have increased 10 percent year-over-year, and we now see BNPL purchases for goods costing well over $1,000. We also see that consumers take out an average of 5 BNPL loans in a year and 23 percent of them have loans with more than one BNPL provider at a time. Myth 2: BNPL is simply an easier payment method Consumers see BNPL as a simple, quick and convenient way to pay. But, as shoppers receive goods for which payment is deferred, it’s also a form of credit. However, unlike short-term high-interest loans, BNPL credit comes at zero cost to the borrower, with some, but not all BNPL fintech providers charging late payment fees – fueling many borrowers’ sense that it’s an easy way to pay, rather than a loan. Myth 3: Only Gen Z shoppers aged 25 and below are using BNPL Younger shoppers are slightly more represented in the data transactions, but our analysis shows consumers of all ages use BNPL. BNPL is going mainstream, and its appeal is widening. The average age of BNPL consumers is 36 years old, with an average credit history of 9 years.2 The ease of use of these services at the checkout means they have a broad appeal. Over half of U.S. adults have reported using a BNPL service at least once. Despite Millennials and Gen Z having used BNPL financing the most, Gen Xers are not too far behind in usage, with 52% having used it.2 We anticipate that in the use of BNPL will continue to grow as more customers become more familiar with the benefits, and the diversification of products continues. Understanding the opportunities this growth presents to both consumers and lenders is critical to protecting their interests. And helping to facilitate access to credit, enabling responsible spending, while also limiting risks and providing services that consumers can afford is also critical. Download the full guide for additional myths we’re exposing We will take a deep dive into what our early data analysis suggests about the market and the BNPL myths our analysis is exposing. Additionally, we will examine: Why BNPL data matters to providers and lenders How BNPL data can improve visibility of consumers’ creditworthiness Ways in which transparency of BNPL data could benefit consumers 1The Buy Now, Pay Later (BNPL) Opportunity,” Forrester Report, April 29, 2022.2Experian data and analytics derived from 130M+ BNPL transactions

"Out with the old and in with the new" is often used when talking about a fresh start or change we make in life, such as getting a new job, breaking bad habits or making room in our closets for a new wardrobe. But the saying doesn't exactly hold true in terms of business growth. While acquiring new customers is critical, increasing customer retention rates by just 5% can increase profits by up to 95%.1 So, what can your organization do to improve customer retention? Here are three quick tips: Stay informed Keeping up with your customers’ changing interests, behaviors and life events enables you to identify retention opportunities and create personalized credit marketing campaigns. Are they new homeowners? Or likely to purchase a vehicle within the next five months? With a comprehensive consumer database, like Experian’s ConsumerView®, you can gain granular insights into who your customers are, what they do and even what they will potentially do. To further stay informed, you can also leverage Retention TriggersSM, which alert you of your customers changing credit needs, including when they shop for new credit, open a new trade or list their property. This way, you can respond with immediate and relevant retention offers. Be more than a business – be human Gen Z's spending power is projected to reach $12 trillion by 2030, and with 67% looking for a trusted source of personal finance information,2 financial institutions have an opportunity to build lifetime loyalty now by serving as their trusted financial partners and advisors. To do this, you can offer credit education tools and programs that empower your Gen Z customers to make smarter financial decisions. By providing them with educational resources, your younger customers will learn how to strengthen their financial profiles while continuing to trust and lean on your organization for their credit needs. Think outside the mailbox While direct mail is still an effective way to reach consumers, forward-thinking lenders are now also meeting their customers online. To ensure you’re getting in front of your customers where they spend most of their time, consider leveraging digital channels, such as email or mobile applications, when presenting and re-presenting credit offers. This is important as companies with omnichannel customer engagement strategies retain on average 89% of their customers compared to 33% of retention rates for companies with weak omnichannel strategies. Importance of customer retention Rather than centering most of your growth initiatives around customer acquisition, your organization should focus on holding on to your most profitable customers. To learn more about how your organization can develop an effective customer retention strategy, explore our marketing solutions. Increase customer retention today 1How investing in cardholder retention drives portfolio growth, Visa. 2Experian survey, 2023.

How businesses respond to economic uncertainty can determine whether they get ahead or fall behind. To better prepare for the coming months, you must remain up to date on the latest economic developments to better understand and evolve with changing consumer needs. With insight into critical macroeconomic and consumer trends, you can proactively manage your portfolio, enhance your decisioning and seize new opportunities. Grab a cup of coffee and join Experian's Shawn Rife, Client Executive, and Josee Farmer, Economic Analyst, during our fireside chat on February 16 @ 1 P.M. ET/10 A.M. PT. Our expert speakers will provide a view of the latest economic and market trends, their impact on consumers, and how financial institutions can survive and thrive. Highlights include: Macroeconomic and consumer credit trends Economic implications on consumer behavior How financial institutions can adapt Register now

E-commerce digital transactions are rapidly increasing with global ecommerce sales forecast to grow to $7.89 trillion by 2028. While in-store shopping still earns more sales dollars than online shopping, consumers spent more than 18% of total average retail spend from e-commerce during the first half of 2025. Additionally, mobile technology and AI are major drivers of ecommerce growth, with mobile phones accounting for 77% of ecommerce website visits, and nearly 60% of U.S. shoppers turning to AI engines for help, even when online stores embed generative AI tools ton their websites. As a result, opportunities for fraudsters to exploit businesses and consumers for monetary gain are reaching high levels. Businesses must be aware of the risks associated with card not present (CNP) fraud and take steps to protect themselves and their customers. What is card not present fraud? CNP fraud occurs when a criminal uses a stolen or compromised credit card to make a purchase online, over the phone, or through some other means where the card is not physically present at the time of the transaction. This type of fraud can be particularly difficult to detect and prevent, as it relies on the use of stolen card information rather than the physical card itself. CNP fraud can yield significant losses for businesses — these attacks are estimated to reach a staggering $28 billion in losses by 2026. Many have adopted various fraud prevention and identity resolution and verification tools to better manage risk and prevent fraud losses. Since much of the success or failure of e-commerce depends on how easy merchants make it for consumers to complete a transaction, incorporating CNP fraud prevention and identity verification tools in the checkout process should not come at the expense of completing transactions for legitimate customers. What do we mean by that? Let’s look at false declines. What is a false decline? False declines occur when legitimate transactions are mistakenly declined due to the business's fraud detection system incorrectly flagging the transaction as potentially fraudulent. This can not only be frustrating for cardholders, but also for merchants. Businesses may lose the sale and also be on the hook for any charges that result from the fraudulent activity. They can also result in damage to the business's reputation with customers. In either case, it is important for businesses to have measures in place to mitigate the risks of both. How can online businesses increase sales without compromising their fraud defense? One way to mitigate the risk of CNP fraud is to implement additional security measures at the time of transaction. This can include requiring additional verification information, such as a CVV code or a billing zip code to further authenticate the card holder’s identity. These measures can help to reduce the risk of CNP fraud by making it more difficult for fraudsters to complete a transaction. Machine learning algorithms can help analyze transaction data and identify patterns indicating fraudulent activity. These algorithms can be trained on historical data to learn what types of transactions are more likely to be fraudulent and then be used to flag potentially fraudulent transactions before it occurs. Businesses require data and technology that raise confidence in a shopper’s identity. Currently, the data merchants receive to approve transactions is not enough. A credit card owner verification solution like Experian Link fills this gap by enabling online businesses to augment their real-time decisions with data that links customer identity to the credit card being presented for payment to help verify the legitimacy of a transaction. Using Experian Link, businesses can link names, addresses and other identity markers to the customer’s credit card. The additional data enables better decisions, increased sales, decreased costs, a better buyer experience and better fraud detection. Get started with Experian Link™ - our frictionless credit card owner verification solution. Learn more

The only thing constant is change. And as 2022 wraps up and businesses and consumers look toward 2023, the need for insights and data is at an all-time high to help forge the path ahead. With recent slowing economic growth, and uncertain macroeconomic and geopolitical climates, leading organizations are turning to credit, market, and economic trends, to help shape and inform future strategies. The challenge? With so many sources of information, it can be overwhelming to determine which information is relevant.  Experian Edge, our new thought leadership hub, compiles proprietary Experian data, and economic, credit and market trends in a single, easy-to-consume place. Covering the automotive, financial services, healthcare, retail and small business sectors, Experian Edge helps businesses navigate tomorrow with today’s insights.   Featured Publication: 2022 Experian Edge Chartbook  The data stories told during 2022 - particularly credit and economic trends - run the full gamut. From economic growth and the labor market, to consumer health and inflation, there is no shortage of insights to glean. The inaugural 2022 Experian Edge Chartbook compiles those key insights giving a comprehensive look at economic and credit trends and what they could mean for 2023. Download 2022 Experian Edge Chartbook Want more insights? Examples of what else you’ll find on Experian Edge include:  State of the Automotive Finance Market Report: Exclusive quarterly report on the latest trends and analysis of the U.S. automotive finance market. State of Alternative Credit Data Report: A deep dive into the uses of alternative data in consumer and small business lending.  State of Claims: 200 executive healthcare professionals shed light on the current claims environment.  Holiday Retail Guide 2022: Learn what types of behaviors you can expect to see from consumers this holiday shopping season. Beyond the Trends Report: Quarterly insights and commentary on economic conditions and future small business performance. Visit and bookmark Experian Edge for the latest intel you need to propel your business forward.  Visit Experian Edge

Financial institutions have gone through a whirlwind in the last few years, with the pandemic forcing many to undergo digital transformations. More recently, rising interest rates and economic uncertainty are leading to a pullback, highlighting the need for lenders to level up their marketing strategies to win new customers. To get started, here are a few key trends to look out for in the new year and fresh marketing ideas for lenders. Challenges and consumers expectations in 2023 It might be cliche to mention the impact that the pandemic had on digital transformations — but that doesn't make it any less true. Consumers now expect a straightforward online experience. And while they may be willing to endure a slightly more manual process for certain purchases in their life, that's not always necessary. Lenders are investing in front-end platforms and behind-the-scenes technology to offer borrowers faster and more intuitive services. For example, A McKinsey report from December 2021 highlighted the growth in nonbank mortgage lenders. It suggested nonbank lenders could hold onto and may continue taking market share as these tech-focused lenders create convenient, fast and transparent processes for borrowers.2 Marketers can take these new expectations to heart when discussing their products and services. To the extent you have one in place, highlight the digital experience that you can offer borrowers throughout the application, verifications, closing and loan servicing. You can also try to show rather than tell with interactive online content and videos. Build a data-driven mortgage lending marketing strategy The McKinsey report also highlighted a trend in major bank and nonbank lenders investing in proprietary and third-party technology and data to improve the customer experience.2 Marketers can similarly turn to a data-driven credit marketing strategy to help navigate shifting lending environments. Segment prospects with multidimensional data Successful marketers can incorporate the latest technological and multidimensional data sources to find, track and reach high-value prospects. By combining traditional credit data with marketing data and Fair Credit Report Act-compliant alternative credit data* (or expanded FCRA-regulated data), you can increase the likelihood of connecting with consumers who meet your credit criteria and will likely respond. For example, Experian's mortgage-specific In the Market Models predict a consumer's propensity to open a new mortgage within a one to four-month period based on various inputs, including trended credit data and Premier Attributes. You can use these propensity models as part of your prescreen criteria, to cross-sell current customers and to help retain customers who might be considering a new lender. But propensity models are only part of the equation, especially when you're trying to extend your marketing budget with hyper-segmented campaigns. Incorporating your internal CRM data and non-FCRA data can help you further distinguish look-alike populations and help you customize your messaging. LEARN MORE: Use this checklist to find and fix gaps in your prospecting strategy Maintain a single view of your borrowers An identity management platform can give you a single view of a consumer as they move through the customer journey. The persistent identity can also help you consistently reach consumers in a post-cookie world and contact them using their preferred channel. You can add to the persistent identity as you learn more about your prospects. However, you need to maintain data accuracy and integrity if you want to get a good ROI. Use triggers to guide your outreach You can also use data-backed credit triggers to implement your marketing plan. Experian's Prospect Triggers actively monitors a nationwide database to identify credit-active consumers who have new tradelines, inquiries or a loan nearing term. Lenders using Prospect Triggers can receive real-time or periodic updates and customize the results based on their screening strategy and criteria, such as score ranges and attributes. They can then make firm credit offers to the prospects who are most likely to respond, which can improve cross-selling opportunities along with originations. Benefit from our expertise Forward-thinking lenders should power their marketing strategies with a data-backed approach to incorporate the latest information from internal and external sources and reach the right customer at the right time and place. From list building to identity management and verification, you can turn to Experian to access the latest data and analytics tools. Learn about Experian credit prescreen and marketing solutions. Explore our credit prescreen solutions Learn about our marketing solutions 1Mortgage Bankers Association (October 2022). Mortgage Applications Decrease in Latest MBA Weekly Survey 2McKinsey & Company (2021). Five trends reshaping the US home mortgage industry

The collections landscape is changing due to shifting consumer behaviors, demands, regulations and an economy that’s in a constant state of flux. As the market evolves, the need for greater insight and analysis grows. Matthew Baltzer, Experian’s Senior Director of Product Marketing, discusses challenges facing the collections industry and how you can continue to build a profitable portfolio. For more information on enhancing your collections strategy, view our full Q&A video. Q: Which macroeconomic trends should debt collectors be the most aware of and why? A:While we are still seeing a reasonably healthy consumer, there are trends to monitor. The first would be employment, which continues to be strong. Laid-off individuals are typically able to move back into the labor force. Second, we're seeing strong consumer spending, with rates higher than in the past three years and high origination activity. A third is declining savings rates. During the pandemic, consumers stored away extra cash, which has since come to a halt. Part of that is likely due to inflation, but it could also point to signs of financial strain. Q: How could these trends impact debt collections strategies moving forward? A: At a portfolio level, they’re good news. The average consumer’s ability to pay has yet to degrade significantly. So, collectors should be able to continue collecting payments. However, six months from now, the impact of inflation and interest rates could take a toll, and settlement offers, or higher upfront payments, may be important tools to consider. Due to increasing interest rates, many households will send money to creditors, leaving less for everyday spending. Q: How has the average consumer been affected by inflation? A: As I mentioned, both consumer spending and overall debt are up. However, when it comes to spending, certain ‘categories’ are more impacted by inflation than others. Of course, home equity and mortgages are higher, which while important, is less impactful for debt collectors. In our recent webinar, ‘Economic Outlook and the Influence on Debt Collections,’ we highlighted the uneven impact inflation has on lower earners in categories such as rent, food and energy. Due to this, collectors may see a rise in delinquency rates, particularly in unsecured personal loans and potentially automotive loans. Q: How should consumers' response to inflation impact collections efforts? A: There may be an increase in opportunities in certain trades, such as utilities, automotive and unsecured personal loans. Are you positioned as an organization to target and serve those markets? For those in the industry, the real potential for an economic weakness should present an opportunity to evaluate your collection strategy. How will you adapt to a 20 to 30% increase in volume? What about working accounts with smaller balances, which we've seen more of since the last larger recession? Experian offers software and decisioning solutions that help debt collectors optimize their strategies for an improved return on investment. Q: What consumer specific data can help lenders better predict distressed consumers? A: As an originator, the first approach to consider should be leveraging new types of data that were not available during the last recession, such as trended, third-party and alternative credit data. Supplementary data can provide leading indicators that risk is increasing before a consumer goes delinquent and their accounts are past due. Additionally, advanced analytics scoring models can help you determine which accounts are more likely to be recoverable. Experian has a new scoring model that uses a complex blend of attributes to assess each trade's history and position in wallet to better predict the likelihood of that account self-curing and separate accounts that need the most attention from those that may need more time. Finally, with accurate consumer contact data, you can enhance your digital engagement strategy and reach the right person, at the right time, on the channel they prefer There’s no time like the present to equip yourself with a successful debt management strategy. With a more holistic consumer view, you can improve account prioritization, predictability and right-party contact rates. Learn more about our debt management solutions here. Watch on-demand webinar

More than seven million Americans who are unbanked cite high account fees, insufficient funds to meet minimum balances and a lack of needed products and services as the main reasons for not having a checking or savings account.1 Credit unions understand that being unbanked comes at a steep cost and have turned their focus to developing products and strategies that prioritize financial inclusion — a movement to combat inequities in banking and better serve the financial needs of marginalized communities. In 2022, the House passed Expanding Financial Access for Underserved Communities Act to allow federal credit unions to add underserved areas to their fields of membership as a means of improving financial inclusion. “We believe diversity, inclusion, equity, belonging and accessibility has to be weaved into the strategic fabric of an organization [and its] culture," says Max Villaronga, President and Chief Executive Officer of Raiz Federal Credit Union. “When we don't participate in [diversity, equity and inclusion], we are complicit in essentially keeping people out of the banking system." For credit unions, driving financial inclusion starts with setting a vision that will leave a lasting legacy that includes fostering financial empowerment, closing the credit gap and building generational wealth among the communities they serve. Here's a roadmap for getting started. Best practices for engagement Establishing a set of best practices is the essential starting point for improving financial inclusion. The process begins with the mission statement and extends to all aspects of operations from hiring procedures to sponsorships and donations. Villaronga advocates three strategies for engagement: Engage the leadership team Conversations about financial inclusion need to start at the top. The C-suite must be willing to be honest about the barriers and willing to adopt changes that will make credit unions more inclusive. “[T]hese systemic barriers will exist until somebody deliberately moves them out of the way," Villaronga says. “The people who are feeling those barriers are not in the position to do the moving it's up to [CEOs and CFOs] to decide to do something to make a difference." Making a difference starts with choosing a leadership team that reflects the demographics of local communities. Case in point: At Raiz Federal Credit Union in El Paso, Texas, senior management and the board have LGBTQIA+ representation and include members from diverse racial and ethnic identities. The board of directors has also prioritized creating a pipeline that will attract more diverse talent to the board. “Many of [our board members] come from underserved backgrounds in our border community," Villaronga says. “This is a very personal journey for them because they can see themselves in the lives of the people we're serving." Build trust in underserved communities According to an FDIC Survey, “unbanked" U.S. households listed a lack of trust in financial institutions as a top reason for not having a bank account. And lack of access to a checking or savings account is most prominent among racial and ethnic minorities and low-income communities.2 Actions speak louder than words, according to Villaronga. Raiz Federal Credit Union uses diverse images in its advertising and provides information in both English and Spanish. The credit union was also awarded the Juntos Avanzamos (Together We Advance) designation from Inclusiv for its commitment to serving and empowering Hispanic communities by providing safe, affordable and relevant financial services. Villaronga believes that a designation like Juntos Avanzamos sends the message to the community that the credit union is committed to improving general financial literacy and pre-loan education, as well as reducing higher charge-offs and other barriers to accessing financial services that exist in lending and serving underserved communities. Dispel financial inclusion myths Among traditional financial institutions, myths about financial inclusion are widespread and include falsehoods that pricing products for marginalized communities are too challenging, reaching out is not profitable, and providing financial products to underserved markets is too risky. “Credit unions were really built to extend credit [and] were also originally established to serve consumers that were being ignored by the existing systems that were in place but those consumers are still being ignored today," Villaronga says. “Are those communities too risky to serve? Some companies are serving them [and] they would not be doing so if it was not profitable." Raiz Federal Credit Union offers several affordable loan products — from credit builder loans to citizenship loans and payday lender payoff loans along with credit cards — that allow members to build their credit scores and establish positive credit histories. Rather than pricing loans based on what the competition is charging, Villaronga calculates the fixed and variable costs, failure fraction and target return on assets to get a floor pricing per unit. The approach, he adds, allowed Raiz Federal Credit Union to report earnings of over 150 basis points in 2021 while maintaining a 12 percent capital ratio, proving that financial inclusion is good for the bottom line. “THE IDEA THAT YOU CANNOT [ACHIEVE FINANCIAL INCLUSION] IN A WAY THAT'S SAFE AND SOUND AND SATISFIES THE [NATIONAL CREDIT UNION ADMINISTRATION] IS TRULY A MYTH." - Max Villaronga, President and CEO, Raiz Federal Credit Union Partner for Success For credit unions, an important part of achieving financial inclusion goals is identifying partners that can help. Raiz Federal Credit Union set a goal to increase automated lending from 20 percent to 60 percent, but using a traditional loan origination program was insufficient to hit that target. A partnership with Experian allowed the credit union to access tools that allowed it to better identify non-traditional risks and opportunities, as well as develop more robust lending and optimized decision strategies. Experian launched Inclusion ForwardTM, an initiative to help boost financial inclusion and close the wealth gap, and support financial institutions by enhancing their inclusion approach by leveraging FCRA-regulated data sources (otherwise known as alternative data).3 In addition to providing a deeper view of unbanked and underbanked consumers and reducing friction and speed of decisioning through increased automation, Experian Lift PremiumTM uses income and employer data, social security and financial management insights — transaction behaviors that were historically credit invisible or unscorable — to help credit unions meet the needs of underserved markets and increase opportunities for inclusion. “This automation also allows us to reduce our fixed cost per unit — [and] it's a really big deal because this is not by little, but a lot," Villaronga says. “This lower cost to produce [a loan] allows us to improve our interest rates to underserved members, further creating an appealing value proposition that's in line with our financial inclusion strategy." Access our case study to learn more about how Experian can help grow your business with a frictionless digital prequalification experience. Access now 1Federal Reserve Bank of Cleveland (May 2022). Unbanked in America: A Review of Literature 2 Federal Deposit Insurance Corporation (December 2021). American Banks: Household use of Banking and Financial Services 3When we refer to “Alternative Credit Data," this refers to the use of alternative data and its appropriate use in consumer credit lending decisions, as regulated by the Fair Credit Reporting Act. Hence, the term “Expanded FCRA Data" may also apply in this instance and both can be used interchangeably

Written by: Mihail Blagoev As there is talk about the global economy potentially heading into a recession, while some suggest that it has already started, there is an expectation that many of the world's countries will see their economic output decline in the next couple of months or a year. Among the negative trends that can occur during a recession are companies making fewer sales and people losing their jobs. Unfortunately, just like any other economic crisis, fraud is expected to go in the opposite direction as criminals continue finding innovative ways to attack consumers when they’re most vulnerable. There is also a concern that first-party fraud attempts might rise as genuine consumers are pushed over the edge by inflation and economic uncertainty. With that in mind, here are six fraud trends that are likely to happen during a recession: Fraudsters exploiting the vulnerable  It is well-documented that fraudsters found numerous ways to exploit the vulnerable during the pandemic. Unfortunately, this is expected to happen again in the coming months. As the cost of living rises, criminals will try to use that in their favor by looking for people who can't pay their utility bills or can't afford the price of gas or even food. Fraudsters will try to exploit that by offering them deals, discounts, refunds, or just about anything that will make people believe they are paying less for something that has increased in value or is out of reach at its normal price. Fraudsters have two main goals behind these tactics – stealing personal information to use in other crimes or gaining immediate financial benefits. Although their tactics are well-known – applying pressure on their victims to make quick decisions or offering them something that sounds like a great deal, but in truth, it isn't – that won't prevent them from trying. These scams show that, unlike in other industries, criminals do not rely on high success rates to achieve their goals. All they need is one or two victims out of every few hundred to fall for their schemes. Loan origination fraud Periods of financial instability often result in an increase in first-party fraud, among others. This could take many forms, and there is a possibility for an increase in fraudulent loan applications by genuine consumers to be among the most popular ones. In this type of fraud, bad actors lie on registration forms or applications to gain access to funds they wouldn't normally receive if they added their real information. That could be done by lying about their income and employment information, usually inflating their salaries, extending the amount of time they worked for a certain company, or simply adding a company they have never worked for. Other popular forgeries include anything from supplying fake phone numbers and addresses to providing fake bank statements and utility bills. Money mules Recessions can result in layoffs or people looking for work not being able to find any. That's another opportunity for fraudsters to exploit the vulnerable by offering them “jobs.” This could be achieved by posting job ads on real employment websites or social media. Once recruited, people are asked to open new bank accounts or use their previously opened accounts to transfer funds to accounts that are in the possession of criminals. In the end, the funds get laundered, while the genuine account holder receives a fee for the service. People of all ages are a possible target, but this is especially true for younger generations who often don't understand the consequences of their activities.  Friendly fraud Another type of first-party fraud that could go up as a result of the increased economic pressures could be friendly fraud. In this type of fraud that mostly affects the retail industry, consumers charge back genuine payments made by them in order to end up with both the product purchased and the funds for it back in their possession. They could then keep the product or quickly resell it for less than its original value. Luxury goods and electronics could be especially attractive for this type of fraud. Claiming non-deliveries or transactions not being recognized could be among the top reasons used for charging back the transactions. Investment fraud During times of economic hardship, people are often looking for ways to keep their savings from getting eaten by inflation. Investments in property could be one solution, but as it is not affordable for everyone, people are also looking for other ways to invest their money. While this isn’t exactly a vulnerability, it is something that criminals are looking to exploit greatly. They usually reach out to potential victims through social media while also presenting them with fake websites that mimic those by real investors. The opportunities being offered can range from cryptocurrency to various schemes and products that don’t exist or are worthless. However, after the criminals obtain possession of the funds, they discontinue their contact with the victims. Fake goods While this shouldn't happen to the same extent that was seen in 2020, there is a chance that some goods might disappear from certain markets. There could be a variety of reasons for that, from companies limiting their production or going out of business due to inability to pay their bills or shortage in sales to issues with supply chains due to the high gas and oil prices. Expect fraudsters to be the first to move in if there are shortages and start offering fake products or goods that will never arrive.  It is still difficult to measure if or when a recession will hit each corner of the world or how long it will take for the next phase in the financial cycle to begin. However, one thing that is certain is that the longer it takes the economy to settle, the more opportunities criminals will have to benefit from their schemes and come up with new ways to defraud people. Businesses should monitor the fraud environment around them closely and be ready to adjust their fraud management strategies quickly. They should also understand the complexity of the problems in front of them and that they will likely need a mixture of capabilities to sort them out while keeping their customer base happy. This is where fraud orchestration platforms could help by offering the needed solutions to solve multiple fraud issues and the flexibility to turn any of these tools on and off when needed. Contact us

Between social unrest across the globe, the lingering pandemic, and the digital transformation brought on by the health crisis, the fraud landscape has expanded dramatically for businesses and consumers alike. According to Experian’s latest global identity and fraud report, 93% of U.S. companies have mid-to-high concern for fraud, and 81% say that their worries about fraud have increased over the past 12 months. Monitoring unused or dormant accounts for fraud is often a warning directed at consumers. However, it’s now advice an increasing number of businesses are wishing they’d followed, as growing synthetic identity (SID) fraud is fueling a dramatic increase in losses—SID related charge-offs ballooned to $20 billion in 2021 alone, according to the Federal Reserve Bank of Boston. The threat of SIDs SIDs are made to look like an actual consumer, combining both real and fake data to form a new composite identity. They typically evolve using a combination of tactics that include: Identifying and creating relationships with businesses that have a high tolerance for identity discrepancies. These include businesses whose products expose the business to low fraud risk and/or products offered to market segments where identity verification is expected to be challenging. Either of these enable an SID to be planted among consumer data sources. Attaching the SID to existing accounts and relationships that belong to other consumers. Often these existing accounts were established by collusive criminals or by using other SIDs, but there are also ways for legitimate consumers to collect ‘rent’ in exchange for adding other consumers to existing accounts. Either approach improves the SID’s appearance of credit worthiness. Progressively building the SID’s independent ability to access larger and larger amounts of credit until they spend quickly and default on all obligations, leaving no one for the victimized businesses to pursue. “They’re difficult to identify because of the combination of real and fake data and because there’s no actual victim reporting an identity theft. As a result, businesses typically have trouble separating SID losses from credit losses,” said Chris Ryan, Experian’s go-to-market lead for fraud and identity. “SID fraud isn’t committed haphazardly.  It’s carefully planned and executed—and it adapts to policy changes. Some businesses change their underwriting policy or focus on early-lifecycle account activity like purchases, payments, and requests for additional credit to reduce SID losses that occur immediately after an account is opened. SIDs can adapt to this. If six months of responsible account behavior earns a credit line increase or the ability to spend large amounts in a single billing cycle, the perpetrators are willing to wait,” Ryan said. “It’s something businesses and lenders need to be on guard for, especially with the fast-paced holiday shopping season ahead,” he said. Addressing SIDs Solving the increasingly complex problem of SID fraud requires a thoughtful approach. The institutions seeing success at preventing multi-faceted fraud are using a layered approach to identifying and mitigating fraud. Here are three steps lenders can take today to prevent SID fraud across your portfolio: Use data and analytics that extend beyond credit to evaluate identities and their histories more completely. Apply those analytics across the lifecycle from marketing and origination to portfolio management recognizing that SID risk is not restricted to a single lifecycle stage. Have a rigorous verification process that escalates to document verification or the Social Security Administrations Electronic Consent Based SSN Verification (eCBSV) process For more information on how you can leverage a multi-layered approach to fraud in your business, visit our fraud and identity solutions hub or request a call to discuss customizing a solution for your company.

Even before the COVID-19 pandemic, many Americans lacked equal access to financial products and services — from tapping into affordable banking services to credit cards to financing a home purchase. The global pandemic likely exacerbated those existing issues and inequalities. That reality makes financial inclusion — a concerted effort to make financial products and services affordable and accessible to all consumers — more crucial than ever. The playing field wasn't level before the pandemic The Federal Reserve reported that in 2019, Black and Hispanic/Latino families had median wealth that was just 13 to 19 percent of that of White families — $24,100 and $36,100, respectively, compared to $188,200 for White families. That inequity is also reflected in credit score disparities. While credit scores, income, and wealth aren't synonymous, the traditional credit scoring system leads marginalized communities to be disproportionately labeled unscoreable or credit invisible, and face challenges in accessing credit. New research from Experian shows that in over 200 cities, there can be more than a 100-point difference in credit scores between neighborhoods — often within just a few miles from each other. Marginalized communities bore the financial brunt Minority communities were also disproportionately impacted by COVID-19 in terms of infections, job losses, and financial hardship. In mid-2020, the Economic Policy Institute (EPI) reported Black and Hispanic/Latino workers were more likely than White workers to have lost their jobs or to be classified as essential workers — leading to economic or health insecurity. Government initiatives — including the Coronavirus Aid, Relief, and Economic Security (CARES) Act, the Paycheck Protection Program (PPP) and the American Rescue Plan — created expanded unemployment benefits, paused loan payments, eviction moratoriums, and direct cash payments. These helped consumers' immediate financial well-being. The National Bureau of Economic Research found that, on average, U.S. households spent approximately 40 percent of their first two stimulus checks, with about 30 percent used for savings and another 30 percent used to pay down debt. In some communities highly affected by COVID-19, consumers were able to pay down nearly 40 percent of their credit card balances and close more than 9 percent of their bank card accounts, according to recent data. Stimulus payments have been credited with reducing childhood poverty and helping families save for financial emergencies. That being said, people on the upper end of the income scale were able to improve their financial situation even more. Their wealth grew at a much faster pace than people at the bottom end of the income distribution scale, according to data from the Federal Reserve. How the pandemic deepened financial exclusion Although hiring has picked up in low-wage industries, research indicates that low-wage jobs have been the slowest to return. According to a survey by the Pew Research Center, among respondents who said their financial situation worsened during the pandemic, 44 percent believe it will take three years or more to get back to where they were a year ago. About 10 percent don't think their finances will ever recover. Recent Experian data shows that consumers in certain communities that were already struggling to pay their debts fell into an even bigger hole. These consumers missed payments on 56 percent more accounts in the period between spring 2019 to spring 2020 compared to the year prior. Credit scores in these neighborhoods fell by an average of over 20 points during the first 18 months of COVID-19. That being said, U.S. consumers overall increased their median credit scores by an average of 21 points from the end of 2019 to the end of 2021. When consumers with deteriorating credit encounter financial stresses, often their only recourse is to pile on additional debt. Even worse, those who can't access traditional credit often turn to alternative credit arrangements, such as short-term loans, which may charge significantly higher interest rates. READ MORE: More Than a Score: The Case for Financial Inclusion What can the financial sector do? Without access to affordable financial services and products, subprime or credit invisible consumers may not get approved for a mortgage or car loan — things that might come much easier for consumers with better scores. This is just one reason why financial inclusion is so important — and why financial services companies have a big role to play in driving it. One place to start is by taking a broader view of what makes a creditworthy consumer. In addition to traditional credit scoring models, new tools can leverage artificial intelligence and machine learning, along with alternative data, to analyze the creditworthiness of consumers. By qualifying for credit, more consumers can access affordable mortgages, car loans, business loans and insurance - freeing up money for other expenses and allowing them to grow their wealth.. READ MORE: What Is Alternative and Non-Traditional Data? Last word Marginalized communities were already struggling economically before the pandemic, and the impact of COVID-19 has made the wealth disparities worse. With the pandemic waning, now is the time for financial institutions to take action on financial inclusion. Not only does it help improve your customers' lives and make them better prepared for the next crisis, but it also fuels your business's growth and bottom line.

There’s no doubt that fraudulent transactions can end up costing businesses money , which have led many to implement risk-mitigation strategies across every stage of the purchasing journey. However, this very same protection can increase false declines, and the associated friction can create high rates of cart-abandonment and negative impacts for a business’s brand. What is a false decline? A false decline is a legitimate transaction that is not completed due to suspected fraud or the friction that occurs during verification. False declines occur when a good customer is suspected of fraud and then prevented from completing a purchase. This happens when a company’s fraud prevention solution provides inadequate insight into the identity of the customer, flagging them as a potential bad actor. The result is a missed sale for the business and a frustrating transaction and experience for the customer. Are false declines costing your business money? False declines have high revenue and cost consequences for e-commerce marketplace merchants. By denying a legitimate customer purchase at checkout, businesses risk: Loss of new sales directly impacting revenue 16% of all sales are rejected by e-commerce merchants unnecessarily costing businesses ~$11B in sales annually,1 with an estimated 70% of unwarranted friction as a contributing cause. Loss in customer loyalty and lifetime value Blocked payments can leave customers with a poor impression of your business and there’s a good chance they’ll take their business elsewhere. Tarnished business reputation Today’s customers expect businesses and online services to work seamlessly. 81% of consumers say a positive experience makes them think more highly of a brand. Therefore, your brand might take a hit if unnecessary obstacles prevent them from having a good experience. High operational overhead costs The average business manually reviews 16% of transactions for fraud risk. It is estimated that 10 minutes are needed for each review. This inefficiency can be costly as it takes time away from fraud teams who can work on higher priority or strategic initiatives. Businesses can benefit from a seamless and secure payment experience that drives real-time resolution and eliminates a majority of false declines and bottlenecks, ultimately helping increase approval rates without increasing risk. Get started with Experian Link™ - our frictionless credit card owner verification solution. Learn more 1"E-Commerece Fraud Enigma: The Quest to Maximize Revenue While Minimizing Fraud Report" Aite-Novarica Group, July 2022