Data the Source of Intelligent Business Information. Adrian Cutcliffe Marketing Director Sales & Marketing Solutions, D&B 12 th October 2005
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1 Data the Source of Intelligent Business Information Adrian Cutcliffe Marketing Director Sales & Marketing Solutions, D&B 12 th October 2005
2 Data the Source of Intelligent Business Information Global data collection - sources, methods, relationships Hazards of data collection accuracy, consistency, timeliness Corporate Linkage and Predictive Indicators Using data as intelligent business information Customers that use data - examples of interpretation and misinterpretation The relationship between using data alone versus analytics Futures and summary 2
3 Our Mission To be the most trusted source of business insight so our customers can decide with confidence 3
4 4
5 Global data collection - sources, methods, relationships Hazards of data collection accuracy, consistency, timeliness
6 This Process of Collecting and Enhancing Data is Called DUNSRight TM and Consists of Quality Assurance Plus Five Quality Drivers Entity Matching D-U-N-S Number Corporate Linkage Predictive Indicators Global Data Collection 1 D&B Global Database Quality Information Quality Assurance 6
7 Business Registrations Public Record & Govt Filings Telephone Directories Post Office Files Business Directories Alliance Files Customer Inquiry Trade Experience Files We track businesses from the time they exhibit the smallest amount of commercial activity. When activity reaches a certain level the D&B verification process assigns a D-U-N-S Number. Business Activity How D&B Tracks 7 Legal Services Funding Services Phone Line Office Equipment Delivery Services Advertising Marketing Responses Insurance Other Products and Services Public Record Filings
8 UK Data Sources Companies House Registered Data (name/address, directors...) Standard industry data sources D&B s value-add data sources Data Partners New Business Start-ups Companies House Financial Statements Intrum Justitia Debt collections Companies House Annual Returns (Shareholders) News & Media Key Press data UK Database Registry s Trust Court Judgements / Decrees D&B Call Centre - Super-7 data Interviews Payment Data Trade Experiences Gazettes Lead-up and Failure events 8
9 Particularly, When Business Changes So Frequently In the next 60 minutes 11 corporate businesses will go into liquidation or have receivers appointed 7 business addresses will change 49 business telephone numbers will change or be disconnected 3 directorship (CEO, CFO, etc.) changes will occur 89 businesses will fail 96 new businesses will open their doors 35 corporate companies will change their names So in a year 7 % of businesses move annually 1 % of CEOs will change 2 % of Telephone numbers will change 9
10 Corporate Linkage and Predictive Indicators
11 Without Corporate Linkage, these companies appear unrelated Klivarbo South Agglo Water Projects ltd James London
12 By Applying D&B s Corporate Linkage, you can view the Entire Corporate Family with no limit in depth or breadth ULTIMATE Agglo building PLC Subsidiary of Agglo building Plc Klivarbo ltd Subsidiary of Agglo building PLC Agglo Water Division ltd Subsidiary of Agglo building PLC James Property ltd Branch of klivarbo ltd Klivarbo North Branch of klivarbo ltd Klivarbo South Branch of Agglo WaterDivision ltd Agglo Water Subsidiary of Agglo Water Division ltd Agglo Water Projects ltd Branch of James Property ltd James London Branch of Agglo Water Division ltd Agglo Water Branch of James Property ltd James Manchester Groot bouw Fictional example Branch of Agglo Water Projects ltd Agglo Water Projects North Branch of Agglo Water Projects ltd Agglo Water Projects South Branch of Agglo Water Projects ltd Agglo Water Projects West Branch of Agglo Water Projects ltd Agglo Water Projects East
13 Alternative Linkage provides other views. Without Corporate Linkage, insurance broker are difficult to link to their underwriter Mark Ledwick +Farmers Insurance Group Farmers Group, Inc. Los Angeles, CA Zurich Financial Services Zurich, Switzerland
14 Corporate Linkage provides you with the insight to understand these meaningful corporate relationships Zurich Financial Services Zurich, Switzerland Farmers Group, Inc. Los Angeles, CA Mark Ledwick +Farmers Insurance Group Legal Relationship Agency Relationship 14
15 Without Corporate Linkage, relationships like franchises that are not company owned do not roll up to franchisers I&I Foods Inc (Branch) +Wendy s Iowa City, IA I&I Foods Inc (HQ) +Wendy s Iowa City, IA Wendy s International Dublin, OH
16 Franchise Alternative Linkage Allows You To Uncover The Franchise Relationship To Maximize Your Opportunity Wendy s International Dublin, OH Linkage To Franchisor I&I Foods Inc (HQ) +Wendy s Iowa City, IA I&I Foods Inc (Branch) +Wendy s Iowa City, IA Legal ownership Linkage 16
17 Customers also want the ability to align automobile dealerships Milham Ford Toyota Saab Safford Lincoln Mercury Ford of Englewood
18 Dealership Linkage shows the relationships between dealers and manufacturers Ford Motor Company Milham Ford Toyota Saab Safford Lincoln Mercury Ford of Englewood Lincoln Mercury Hertz Corporation Ford Component Lincoln Mercury Branches and Subsidiaries Hertz Corporation Branches and Subsidiaries Ford Component Branches and Subsidiaries 18
19 Predictive scores helps you grow revenues, manage costs and control risk through the business life cycle. Prospecting Find profitable new customers Identify accounts most likely to respond to your offer Prescreen marketing lists to filter our high risk accounts Solicit customers only your credit department will approve New Account evaluation Speed up application review process Improve the quality of your decisions Increase profitability by employing risk based pricing strategies Portfolio Management Reduce delinquency Prioritise collection efforts Retain most profitable customers Cross-sell to deepen relationship with existing customers Streamline renewal process 19
20 There Are Three Types Of Predictive Indicators Enabled By Our Unique Capabilities... Three Types: Descriptive Ratings - Overall descriptive grade of a company s past performance. Uses historical information to provide a current rating which can be used to support decisions on credit worthiness. Predictive Scores Prediction of how likely it is for a business to: Pay more than 90 days beyond terms or default payment in the next 12 months. To fail in the next 12 months. Demand Estimators Estimation of how much of a product a business is likely to buy in total. Unique Capabilities: Analytical capability a dedicated team of experienced Business-to-Business scoring experts build the underlying predictive models Data capabilities access to multiple data sources including: Financial and payment information on UK companies Extensive historical information for analysis Geo-demographic data Director history Detrimental data Trade Payments 20
21 Using data as intelligent business information Customers that use data - examples of interpretation and misinterpretation The relationship between using data alone versus analytics
22 D&B Analytical Solutions We are the central analytical services group in D&B Europe, providing data-driven customer lifecycle solutions Tailored solutions for new business development Customer Insight and Segmentation Best Prospect Identification Market Sizing and Demand Estimation Territory Planning Key Account Optimisation 22
23 Intelligence from data 40.00% Region Population distribution 35.00% 30.00% Total Percentage 25.00% 20.00% Cust % 15.00% 10.00% 5.00% 0.00% London & SE England Midlands North Scotland & Northern Ireland Region South Wales & SW England Unclassified 23
24 Intelligence from data 40.00% Region Population distribution 35.00% 30.00% Total Percentage 25.00% 20.00% Cust % Bench % 15.00% 10.00% 5.00% 0.00% London & SE England Midlands North Scotland & Northern Ireland Region South Wales & SW England Unclassified 24
25 Intelligence from data 9.00 Region Performance (GB Odds) GB Odds London & SE England Midlands North Scotland & South Wales & Unclassified Northern Ireland SW England Region 25
26 Intelligence from data 40.00% Total Percentage 35.00% 30.00% 25.00% 20.00% 15.00% 10.00% 5.00% Region Population distribution Cust % Bench % Profile Customer and prospect profile by business metric e.g. region, sector, net worth 0.00% GB Odds Performance (GB Odds) Performance Good Bad odds. The ratio of good accounts to bad London & SE England Midlands North Scotland & Northern Ireland Region South Wales & SW England Unclassified 26
27 Intelligence from data 40.00% 35.00% Region Total Percentage 30.00% 25.00% 20.00% 15.00% Population distribution Cust % Bench % High penetration and poor performance (REDUCE EXPOSURE) 10.00% 5.00% 0.00% 9.00 Performance (GB Odds) GB Odds London & SE England Midlands North Scotland & Northern Ireland Region South Wales & SW England Unclassified 27
28 Intelligence from data 40.00% 35.00% 30.00% Region Population distribution Total Percentage 25.00% 20.00% 15.00% Cust % Bench % 10.00% 5.00% 0.00% Performance (GB Odds) Low penetration and good performance (MARKETABLE) GB Odds London & SE England Midlands North Scotland & Northern Ireland Region South Wales & SW England Unclassified 28
29 Intelligence from data 40.00% 35.00% 30.00% Region Population distribution Total Percentage 25.00% 20.00% 15.00% Cust % Bench % 10.00% 5.00% 0.00% Performance (GB Odds) GB Odds High penetration and good performance (RETENTION) 0.00 London & SE England Midlands North Scotland & Northern Ireland Region South Wales & SW England Unclassified 29
30 Futures and summary
31 Data the Source of Intelligent Business Information Geography Tools Data 31
32 Data the Source of Intelligent Business Information Data fulfills local and global business needs Business Insight and applications Changes Data pricing alone is under pressure New areas of information Asia Linkage SMEs Modelling 32
33 Companies using D&B Solutions grow 40-50% faster than those who don t 3 years cumulative growth 33
34
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