Case Study: JD Williams
Business Challenge
To continue to be the leading home shopping company, JD Williams recognised the need to improve its knowledge and management of its existing customers. JD Williams wanted to increase its cross-selling opportunities to enable it to provide new products to its customers and to further meet their needs.
The Decision Analytics answer
After extensive investigation into the available solutions on the market, JD Williams found that Experian’s Probe SM was the clear leader. Already using Experian’s credit reference information, it made perfect sense for JD Williams to take both services together. The solution makes full use of customer data held by JD Williams – and the customer data supplied from the Experian credit bureau – to create an insight into the behaviour and motivations of each customer. This enables it to completely understand each and every individual’s needs.
The Benefits
- Improving profitability with more effective customer management strategies
- Protect profitability and manage exposure by closely maintaining an accurate picture of customer performance
- Increased usage through effective cross-sell
- Manage credit limits according to behaviour and risk
- Create relevant and appropriate strategies for every customer
“We investigated several other solutions through a comprehensive tender process, but our Credit and IT teams found that there was nothing really to compete with Probe SM. Other solutions appeared to have a great deal of marketing material to back them up, but when you actually go into the nuts and bolts of the system, there was only one choice and that was Experian. I am sure that we will see a significant return on our investment within the first year.”
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