Sears Opts for Experian's Strategy Management

Share this content:
Retail giant Sears, Roebuck & Co. has implemented a new credit-decision-support software system in its more than 3,000 retail outlets nationwide.


The need for a new credit-card strategy became apparent after Sears experienced a problem with delinquencies and bankruptcies. The company selected Strategy Management from Experian, Atlanta.


"Previously, when we wanted to install a new score card or a new strategy for approving or declining applications, we would have to have it hard-coded into the system by our IS group," said Ron Lischwe, director of in-store account acquisition at Sears, Hoffman Estates, IL. "With Strategy Management, we can go into a Windows environment and create strategies and test strategies. When we are satisfied with the results we can upload that into the mainframe environment. So the process of implementing a strategy is greatly streamlined."


Sears approved about 13 million credit card applications from 1995 through 1996 but plans to approve 8 million from 1997 through 1998 in an effort to get higher quality accounts.


"With this system in place, we maintain a high volume of accounts approved, but we also should approve more of the right accounts," said Kevin Keleghan, vice president of credit risk management at Sears. "Experian's Strategy Management software enables us to reduce delinquencies, bankruptcies and the overall risk of our portfolios."


Sears has 60 million card holders, about 32 million of which are active members. The Sears project represents one of the largest installations in the world for Experian, an information services and decision-support solutions company.
Loading links....
close

Next Article in Data/Analytics

Sign up to our newsletters

Company of the Week

We recently were named B2B Magazine's Direct Marketing Agency of the Year, and with good reason: We make real, measureable, positive change happen for our clients. A full-service agency founded in 1974, Bader Rutter expertly helps you get the right message to the right audience at the right time through the right channels. As we engage our clients' audiences along their journey, direct marketing (email, direct mail, phone, SMS) and behavioral marketing (SEM, retargeting, contextual) channels deliver information relevant to the needs of each stage. We are experts at implementing and leveraging marketing technologies such as CRM and marketing automation in order to synchronize sales and marketing communications. Our team of architects and activators plan, execute, measure and adjust in real time to ensure the strategy is working as needed and change things if it's not.

Find out more here »

DMN's Career Center

Check out hundreds of exciting professional opportunities available on DMN's Career Center.  
Explore careers in digital marketing, sales, eCommerce, marketing communications, IT, data strategies, and much more. And don't forget to update your resume so employers can contact you privately about job opportunities.

>>Click Here