Model for Estimating the Probability of a Customer To Have a Transaction

Abstract

In this study, it is aimed to estimate the probability of a customer who comes to the institution for the first time to make a transaction in the next 3 months, using data-driven machine learning models, in order to provide financing to the seller company by assigning the receivables arising from the sale of goods and services in a company actively operating in the factoring sector. Accordingly, it was aimed to directly contribute to the transaction volume on a business basis by acting and taking action with more effective, efficient and correct approaches by finding high-potential and low-potential customers. In this context, provided by KKB (Credit Registration Bureau); The data set to he used in machine learning models was created with feature engineering and exploratory data analysis, using the Risk, Mersis, GIB information of the prospective customers and the historical information of the customers, check issuers, customer representatives and branches kept in the database. Since the leads coming to the institution are in two different types of organizations (Individual and Legal), two different forecasting models were applied. Multiple classification models were tried, and the highest F1-Score of 86% for private companies was obtained with the Random Forest model, and the highest F1- Score for commercial companies was obtained with the Random Forest model with 82%. © 2022 IEEE.