Case study from July 2021
With over 250 employees, the FLEETCOR Group is one of the leading fuel card providers in the small and medium-sized company segment in Europe, with headquarters in Nuremberg and other business units in London, Moscow and Prague, among others. With the Shell Card, the company serves eleven European countries. The fully digital online ordering process is unique in the industry.
FLEETCOR wanted to optimize its data quality and accelerate and digitize risk assessment decisions by integrating SCHUFA information into the cloud-based CRM solution from the software company Salesforce.
The challenge
The majority of FLEETCOR's customers are small businesses such as tradesmen or freight forwarders. Data to assess the creditworthiness of these companies is difficult to generate due to a lack of public sources of information - a challenge, especially for new customer applications that require a quick and digitized risk decision.
By combining company data with SCHUFA personal data, SCHUFA can also provide a well-founded credit assessment for start-ups and smaller companies. Precise scoring algorithms are used to create a highly condensed risk assessment with reliable informative value and valid selectivity from a large amount of individual data. With a data test at the end of 2019, SCHUFA was able to prove that the selectivity in the overall portfolio absolutely meets FLEETCOR's requirements. This was the basis for FLEETCOR to switch to SCHUFA. In the following three months, SCHUFA programmed and implemented an interface to FLEETCOR's systems for the necessary system integration so that the finished solution could be put into operation in March 2020.
Since the solution went live, the entire new customer verification process has been handled by SCHUFA: If a trader applies for a fuel card, the request is forwarded directly to SCHUFA via the Salesforce system and a credit report is delivered immediately. In order to keep up to date with changes in creditworthiness in the customer base, the entire portfolio was also compared with the SCHUFA company database. The companies were then transferred to the monitoring system in batches so that payment risks can also be identified in good time for FLEETCOR's existing customers.
The SCHUFA solution is available around the clock and provides FLEETCOR with a valid and flexible decision-making basis for risk assessment in real time, thereby optimizing the conversion rate in new business.
By monitoring existing customers, risks in the existing customer segment are also identified at an early stage, which provides FLEETCOR with crucial support in determining suitable measures.