Case Study: Lennox International achieves faster credit approvals and reduced DSO with Equifax BusinessConnect

Lennox - Customer Case Study

Lennox International, a leading global manufacturer of HVAC and refrigeration systems serving dealers from mom‑and‑pop shops to large commercial accounts, faced rising DSO and increasing bad debt after the 2007 recession. Antiquated, subjective credit processes and slow, spreadsheet‑based collections left credit analysts overburdened, approval cycles averaging about 12 days, and customer relationships at risk.

Lennox partnered with Equifax to deploy BusinessConnect, automated predictive scoring and integrated CRM/SAP workflows that streamline credit decisioning, prioritization and collections. The solution enabled automated approvals in minutes for ~80% of requests (approval time dropped to ~4 hours and overall approval rates rose to ~90%), and delivered double‑digit improvements across KPIs — including an 85% improvement in delinquent DSO, a drop in bad debt from 37 bps to under 10 bps, a 75% improvement in write‑offs and more than $600,000 in incremental gross margin for two segments — while improving customer satisfaction.

Lennox International

Randy Dacus

Director of Customer Financial Services