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1、Quality Information - The Power Behind Sound Business Decisions质量信息质量信息 - - 可靠可靠商业决策的后盾商业决策的后盾Lawrence Yee 余以恒余以恒, , 邓白氏大中华区总裁Vice President & Managing DirectorD&B Greater China RegionMay 19, 200420042004年年5 5月月1919日日1AgendaAgenda 议程议程vD&B Profile D&B Profile 邓白氏简介邓白氏简介vThe Power of D&B Database The
2、 Power of D&B Database 邓白氏数据库邓白氏数据库的强大能力的强大能力DUNSRightDUNSRightTMTMD D-U-N-S-U-N-S Number Number 邓氏编码邓氏编码DunTradeDunTrade 邓白氏付款信息交流计划邓白氏付款信息交流计划Predictive Indicators Predictive Indicators 预测指数预测指数vCredit Bureau for Financial Institutions Credit Bureau for Financial Institutions 为金融机构服务的信贷资料库为金融机构服务的
3、信贷资料库2D&B - Global Leader for 163 YearsD&B - Global Leader for 163 Years 邓白氏邓白氏 - 163 - 163年历史的全球行业领袖年历史的全球行业领袖Foundedin1841Establishedasthefirstfirstcreditinformationnetwork1841年成立，为全球 首家首家 资讯调查网络HeadquarteredinShortHills,NewJersey,USA(NYSE:DNB)总部位于美国新泽西州Short Hills (纽约股票交易所代码：DNB)Morethan130D&Bsub
4、sidiariesandaffiliatesacrossNorth&SouthAmerica,EuropeandAsiaprovideunmatchedbusinessinsightonalocallevel130 多家邓白氏子公司和关联公司，覆盖南、北美州、欧洲和亚洲，为客户提供无与伦比的当地商业信息洞察服务Ownsandmaintainstheworldslargestlargestandmostcomprehensivedatabaseonmorethan83millionbusinessentities;over 1.3 millionover 1.3 millioninGreater
5、China拥有并维持全球 最大最大 的综合数据库，数据库覆盖全球 8,300 8,300 万万 家企业;大中华数据库覆盖 130130多多万万 条企业数据3D&B - Global Leader for 163 D&B - Global Leader for 163 YearsYears 邓白氏邓白氏 - 163 - 163年历史的全球行年历史的全球行业领袖业领袖CountryCoverage:214214countries覆盖国家： 214214个个Languages/Dialectscovered:95 95 使用语言/ 方言： 9595种种Currenciescovered:181 18
6、1 使用货币： 181181种种Updatednearlyone millionone milliontimeseveryday每天更新近 100100万万 次Employeesworldwide:over6,000全球员工总数： 6,000多名2003worldwiderevenue:US$1.4billion2003 年全球收入： 14 亿美元 Acquired:HooversIncin20032003 年 : 收购 Hoovers Inc4The Power of D&B Database 邓白氏数据库的强大能力邓白氏数据库的强大能力5Everyday You Make Decision
7、s That Greatly Everyday You Make Decisions That Greatly Impact And Can Even Make Or Break Your Impact And Can Even Make Or Break Your Business Business 日常商业决策对企业有重大影响，既可日常商业决策对企业有重大影响，既可成就也可摧毁您的公司成就也可摧毁您的公司OurRisk Management SolutionsRisk Management Solutionshelpcustomersmanagecreditexposureandcash邓
8、白氏的 风险管理方案风险管理方案 助您管理信用风险和现金 OurSales & Marketing SolutionsSales & Marketing Solutionshelpcustomersfindprofitableclientsandgrow邓白氏的 销售销售及市场拓展及市场拓展方案方案 助您寻找利润客户、促进业务增长OurSupply Management SolutionsSupply Management Solutionshelpcustomersmanagesupplierseffectivelyandsavemoney邓白氏的 供应管理方案供应管理方案 助您有效管理供应
9、商、节省资金 OurE-Business SolutionsE-Business Solutionshelpcustomersconvertprospectstoclientsfaster邓白氏的 电子商务方案电子商务方案 助您更快寻获潜在客户6Quality Is Determined By How Accurate, Quality Is Determined By How Accurate, Complete, Timely And Consistent The Complete, Timely And Consistent The Information IsInformation I
10、s 精确性、完整性、及时性和一精确性、完整性、及时性和一致性是优质信息的决定要素致性是优质信息的决定要素Quality of Information = 信息质量信息质量 = = Accuracy 精确性精确性Completeness 完整性完整性Timeliness 及时性及时性+Cross-Border Consistency 跨领域的一致性跨领域的一致性提高风险评估频率识别高风险的客户降低对供应商风险管理所有风险赢得企业增长速度快的新客户拓展现有客户的潜在商机提高同供应商的协商能力整合销售资源决策决策Assess risk more frequentlyIdentify high-ris
11、k accountsReduce exposure to suppliersManage total risk exposureAcquire high-growth new customersExploit untapped opportunities with existing customersIncrease negotiating power with suppliersAlign sales resourcesDecisions7D&B Collects Information from a Variety Of D&B Collects Information from a Va
12、riety Of Sources For Increased AccuracySources For Increased Accuracy邓白氏从多重邓白氏从多重渠道收集信息，大大提高了信息的精确性渠道收集信息，大大提高了信息的精确性邓白氏邓白氏数据库数据库Courts & LegalFilings Offices法院和法律存档机构法院和法律存档机构Government Registries政府注册政府注册Payment Data付款信息付款信息Direct Investigations直接调查直接调查Company FinancialInformation企业财务信息企业财务信息Yellow
13、 Pages黄页黄页News & Media新闻新闻/ /媒体媒体Internet国际互联网国际互联网8The Power of D&B Database The Power of D&B Database 邓白氏数据库的强大能力邓白氏数据库的强大能力 Over25millionpublicrecordsfrom3,100U.S.courtsandlegalfilingoffices拥有美国3,100多家法院和法律存档机构的2,500多万条法院记录100%coverageofpubliccompanyfinancialstatementsandmoreprivatelyheldcompanyf
14、inancialstatementsthananyotherprovider覆盖100%的上市公司和众多未上市的私人的财务报表，优于其他供应商38millionbusinessregistrationsfrom50stategovernmentregistriesverifylegalnameandownershiptoidentifypotentialfrauds50个州政府企业登记处提供3,800万商业注册信息，有效核实企业名称和所有权，识别潜在的欺诈行为All5,500U.S.yellowpagedirectoriesarecollectedtoidentifynewbusinesses
15、,changesinrecordsandupdatedcontactinformation5,500份全美黄页目录收集了所有公司创立、记录变更和联络方式更新的相关信息Take the U.S. exampleTake the U.S. example 以美国为例以美国为例9We Track Businesses From The Time They Exhibit The Smallest Amount Of Commercial Activity. When Activity Reaches A Certain Level The D&B Verification Process Assig
16、ns A D-U-N-S Number 一旦企业开始商业活动，不论金额大小，邓白氏都会即一旦企业开始商业活动，不论金额大小，邓白氏都会即时追踪时追踪企业状况。当邓白氏确认企业的经营活动已达到一定等级时，就会给企企业状况。当邓白氏确认企业的经营活动已达到一定等级时，就会给企业分配一个邓氏编码业分配一个邓氏编码商业活动商业活动 邓白氏的追邓白氏的追踪方式踪方式 法律服务商业注册付款记录档案其他产品和服务保险客户申请营销反馈合作档案广告企业名录送货服务邮局档案办公设备公共信息档案 名录 机融资服务 公共信息和政府档案Business ActivityHow D&B Tracks Legal Serv
17、icesBusinessRegistrationsTrade Experience FilesOther Productsand ServicesInsuranceCustomer InquiryMarketing ResponsesAlliance FilesAdvertisingBusiness DirectoriesDeliveryServicesPost Office FilesOffice EquipmentPublic RecordFilingsTelephone DirectoriesPhoneLineFunding ServicesPublic Record & Govt Fi
18、lings10D&B D-U-N-S Number邓氏编码邓氏编码A 9-digit business identification sequence 9位数字的企业识别标准 The identification mark of enterprises in the world 全球企业的识别符号Linkage to the global family tree(parent companies, subsidiaries and branches)链接全球企业家族族系 (母公司、子公司和分支机构)Recognized, recommended and required by more tha
19、n 50 global, industry and trade association达到全球50多家全球、行业和贸易协会的认可、推荐和要求 e.g. 例如 :United Nations 联合国 / American and Australian Government 美国和澳大利亚政府 / European Community 欧盟11Entity Matching Is Designed To Match Data To The Right Entity Matching Is Designed To Match Data To The Right Business Every Time
20、, Increasing Your ROI By Ensuring Business Every Time, Increasing Your ROI By Ensuring That:That: 实体匹配将数据同企业实体正确对应，提高实体匹配将数据同企业实体正确对应，提高您的投资汇报率，确保：您的投资汇报率，确保：WhenyouqueryD&BSolutions,including,youremorelikelytogetanaccuratematch当您申请邓白氏解决方案服务时，包括使用www，您就会获得精确的实体匹配服务WhenusingD&BSolutions,youwillgetmor
21、eaccurateconsolidationofyourcustomer,supplierorprospectinformation当您使用邓白氏解决方案服务时，您会获得客户、供应商或潜在客户更精确的综合信息WhenyouaskustomatchyourrecordstoD&Bdata,youwillgetmorecompleteandaccurateprofilesofcustomers,prospectsandsuppliers当您要求我们匹配您的公司记录和邓白氏数据时，您将获得更精确的客户、潜在客户和供应商的概况Youwillgetlessduplicaterecords这将助您减少重复
22、的数据12多个不匹配的数据多个不匹配的数据ABC, Inc123 Elm St.Bethlehem, PA 18025(SIC) 5411-02Chuck SmithChuck Smith, 总裁Chucks Mini-MartP.O. Box 111Bethlehem, PA 18055(SIC) 5411-02Chuck SmithChuck Smith, 总裁610 882-76002 2Charles SmithCharles Smith 123 Elm St.Bethlehem, PA 18025(SIC) 5541-99215 882-76003 31 1邓氏编码：12-345-6
23、780ABC, Inc+ Chucks Mini-MartP.O. Box 111Bethlehem, PA 18055123 Elm St.Bethlehem, PA 18025(SICs) 5411 0202, 5541 9901Charles SmithCharles Smith, 总裁610 882-7600邓白氏邓白氏匹配为完整的匹配为完整的单一商业实体单一商业实体1 1Through Patented “Match Grade” Technology, Only D&Bs Entity Matching Detects Similarities In Incoming Data A
24、nd More Accurately Combines It Into One Single Business通通过邓白氏专利的匹配等级和技术，过邓白氏专利的匹配等级和技术， 只有邓白氏实体匹配才能察觉只有邓白氏实体匹配才能察觉输入数据的相似性，更准确地将其同单一商业实体进行匹配输入数据的相似性，更准确地将其同单一商业实体进行匹配Multiple Unmatched Pieces of DataD&B Complete Single Business13ByApplyingD&BsCorporateLinkage,YouCanViewTheEntireCorporateFamilyWithNo
25、LimitInDepthOrBreadth 应用邓白氏邓企业关联，您能更深更广地纵览整个企业家族族系虚构的例子虚构的例子Fictional example14UnderstandingACorporateFamilyTreeHelpsYouAggregateTotalRiskExposureAcrossACorporateFamily 了解邓白氏企业家了解邓白氏企业家族族系，能助您统计企业家族的总体风险族族系，能助您统计企业家族的总体风险Clayco Inc. . $500K Credit Outstanding$500,000 $500,000 未未结帐款结帐款Ceramico, Inc.G
26、lazetech, Inc.Glazetech France$500K Credit Outstanding$500,000 $500,000 未结帐款未结帐款CCG Corp CCG Corp 共有共有$150$150万万 全球总体风险全球总体风险CCGCorpCeramico,Ltd. Glazetech - France.$500K CreditOutstanding$500,000 $500,000 未未结结帐款帐款Ceramico,Corp.虚构的例子$1.5MM total global exposure to CCG CorpFictional example15A credit
27、 management tool tracking customers historical payment performance 是追踪客户是追踪客户过往付款表过往付款表现的信用管理工具现的信用管理工具40 years in US, more than 5 years in Asia 在美国已有在美国已有4040年历史，在亚洲有年历史，在亚洲有5 5年多的历史年多的历史Over 1 million payment records in Asia - Hong Kong, China, Taiwan, Singapore, Malaysia, Philippines and Thailand
28、 拥有拥有100100万条万条 亚洲付款记录亚洲付款记录, , 包包括香港、中国大陆、台湾、新加坡、马来括香港、中国大陆、台湾、新加坡、马来西亚、非律宾和泰国西亚、非律宾和泰国D&B DunTrade Program邓白氏付款信息交流计划邓白氏付款信息交流计划 付款信息的数据库助您付款信息的数据库助您减少应收帐款回收天数减少应收帐款回收天数 (DSO) (DSO)确定客户的付款行为确定客户的付款行为预测潜在的付款拖欠预测潜在的付款拖欠A database of payment information toA database of payment information toMinimize
29、your DSO (Days Sales Outstanding)Minimize your DSO (Days Sales Outstanding)Establish customer payment behaviorEstablish customer payment behaviorPredict potential delinquencyPredict potential delinquency16Payment Trend as of December 2003Payment Trend as of December 2003Source:Paymentinformationasof
30、December2003,basedontradeexperienceswithinthelast12monthsfromD&BDunTradeProgram.Slowpaymentispaymentbeyondcredittermsofferedbysuppliers.Credittermscanvarydependingonindividualcompanies,industriesandcountries . D&B DunTrade Program 邓白氏付款信息交流计划Facilitates Payment Analysis 促进付款分析促进付款分析D&B Regional Paym
31、ent Analysis as a Credit Management Tool 邓白氏地区付款分析邓白氏地区付款分析充当信用管理工具充当信用管理工具 Provide monthly payment trend to predict potential delinquency 预测付款拖欠 : 每月 付款趋势 Compare customers historical payment behavior across countries 比较客户：跨国的付款记录 付款趋势付款趋势 ： 截至截至20032003年年1212月月17预测指数助您更快、更一致地作出商业决策：预测指数助您更快、更一致地作出
32、商业决策：Allowingautomateddecisionsforincreasedefficiency允许自动决策，提高效率Freeingupresourcestolookattime-intensiveborderlinedecisions腾出资源，制定时限较短的决策Enablingmoreconsistentdecisionsacrosstheentireorganization在全公司内，作出更一致的决策Allowingfasterprocessingoflargevolumesoftransactions提高大量交易的处理速度Applyingscoresacrossyourenti
33、reportfoliotoquicklyidentifyriskandopportunity在全公司内，应用评分，加快识别风险和商机的速度Helpingestimatedemandtotargettherightprospectsandreduceacquisitioncosts协助评估客户需求，锁定适合的潜在客户，减少采购成本Predictive Indicators Help You Make Faster, More Predictive Indicators Help You Make Faster, More Consistent Decisions By:Consistent De
34、cisions By:18T There Are Three Types Of Predictive Indicators here Are Three Types Of Predictive Indicators Enabled By Our Unique Capabilities.Enabled By Our Unique Capabilities. 显示邓白显示邓白氏独特能力的三类预测指数氏独特能力的三类预测指数. .(1)(1)三个类型三个类型 ：描述性的评级描述性的评级 - 全面描述公司历史表现的 “等级”。使用过往信息，提供现有评级，评估未来的信用净值预测性的评分预测性的评分 预测
35、公司准时付款或延长付款，不断监控付款表现需求评估需求评估 评估公司采购个别商品的数量ThreeTypes:Descriptive RatingsDescriptive Ratings-Overalldescriptive“grade”ofacompanyspastperformance.UseshistoricalinformationtoprovideacurrentratingtohelpestimatefuturecreditworthinessPredictive ScoresPredictive ScoresPredictionofhowlikelyitisforabusinesst
36、opaypromptlyorcontinueasanongoingconcernDemand EstimatorsDemand EstimatorsEstimationofhowmuchofaproductabusinessislikelytobuyintotal19T There Are Three Types Of Predictive Indicators here Are Three Types Of Predictive Indicators Enabled By Our Unique Capabilities.Enabled By Our Unique Capabilities.
37、显示邓白显示邓白氏独特能力的三类预测指数氏独特能力的三类预测指数. .(2)(2)独特能力：独特能力：分析能力分析能力 由邓白由邓白氏敬业的、经验丰氏敬业的、经验丰富的、企业商务专富的、企业商务专家创建以上的预测家创建以上的预测指数指数数据能力数据能力 拥有：拥有：特定的行业知识特定的行业知识众多私人的财务和付众多私人的财务和付款信息款信息大量的历史信息协助大量的历史信息协助分析分析UniqueCapabilities:Analytical capabilityAnalytical capabilityadedicatedteamofexperiencedB-to-BexpertPhDsbui
38、ldtheunderlyingpredictivemodelsData capabilitiesData capabilitiesaccessto:Industry-specificknowledgeFinancialandpaymentinformationonnumerousprivatecompaniesExtensivehistoricalinformationforanalysis20KeyD&BEdge邓白氏的主要优势邓白氏的主要优势 CreditManagementSolutions 信用管理方案信用管理方案 D&B Global Scores/ Indexes/ Ratings
39、 D&B Global Scores/ Indexes/ Ratings 邓白氏全球评分邓白氏全球评分/ / 指数指数/ / 评级评级D&BRating邓白氏评级FinancialStressScore财务压力评分DelinquencyScore付款拖欠评分CommercialScoreforSME中小企业的商业评分PaymentIndex(Paydex)付款指数 (Paydex)CreditRiskIndex(NCRI)信用风险指数 (NCRI)D&BCreditManagementApplications邓白氏信用管邓白氏信用管理的应用理的应用DatabaseManagement数据库管理
40、GlobalDecisionMaker(GDM)全球决策制定方案 (GDM)DataIntegrationToolkit(DIT)数据整合工具包 (DIT)RiskAssessmentManager(RAM&eRAM)风险评估管理方案 (RAM & eRAM)CreditManagementConsulting信用管理咨询21为金融机构服务的信贷资料库为金融机构服务的信贷资料库Credit Bureau for Financial InstitutionsCredit Bureau for Financial Institutions22Positive and Negative Data C
41、omponents Positive and Negative Data Components in a Credit Bureauin a Credit Bureau 信信货资料库的正面和货资料库的正面和负面数据负面数据 (1)(1)未结的借款总数周期性帐款的金额调查数量最近的查询借款/信用额的金额文档的时效最近的未结借款Positive Data正面数据正面数据Total # of open credit line$ of Revolving line# of InquiriesInquiries in recent mths$ Credit Line/LimitLength of tim
42、e on fileOutstanding Credit in recent mths23Positive and Negative Data Components Positive and Negative Data Components in a Credit Bureauin a Credit Bureau 信信货资料库的正面和货资料库的正面和负面数据负面数据 (2)(2)Negative Data负面数据负面数据损耗指数拖欠付款30、60、90天应收帐款周期性帐款逾期付款合计 12/24 个月的记录Charge off Indicator30, 60,90 Day DelinquentC
43、ollection TradesRevolving UtilizationTotal Past Due 12/24 mths on record24Positive and Negative Data Components Positive and Negative Data Components in a Credit Bureauin a Credit Bureau 信信货资料库的正面和货资料库的正面和负面数据负面数据 (3)(3)DerivedVariables导出变量导出变量未结帐款/所有借款的比率延期的借款/收入的比率Ratio of outstanding amt to total
44、 credit lineRatio of extended credit to income capacity25D&Bs Credit Bureau Experiences 邓白氏的邓白氏的信贷资料库经验信贷资料库经验D&Bs recent experiences in credit bureau environments 邓白氏最近的邓白氏最近的信贷资料库经验信贷资料库经验 Country, Yr. of completion Type of BureauD&Bs role国家、完成时间国家、完成时间 信贷资料库类型信贷资料库类型邓白氏的角色邓白氏的角色Mexico墨西哥1996Comme
45、rcial商业 E/T/CHong Kong香港 1997Consumer 消费者 EMalaysia马来西亚 2001Consumer / Commercial 消费者 /商业 PM/CSingapore新加坡 2001Consumer 消费者 E/CThailand泰国 2002Consumer / Commercial 消费者 /商业 E/T/CIndia印度 2002Commercial 商业 E/T/CKorea韩国 2004Commercial 商业 T/CHong Kong香港 2004Commercial商业 E/T/C/PM注释：E = Equity Partner 资产合伙
46、人T = Technical Parter技术合伙人C = Consulrant 咨询师PM = Project Manager 项目管理人262003年8月，邓白氏获委为香港商业信贷资料库的独家服务供应商邓白氏提供全部技术和咨询方案 协助行业创建操作守则、审计步骤、数据原则、安全标准等提供法院记录，丰富信贷资料库信息 预期2004年第三季度正式运营 为扩大信息覆盖范围和计划增值服务，提供指导香港商业信贷资料库香港商业信贷资料库 Hong Kong CCRA Hong Kong CCRA (Commercial Credit Reference Agency)(Commercial Credi
47、t Reference Agency)D&BwasappointedtheexclusiveserviceproviderinAugust2003tosetupthecommercialcreditbureauforbanksinHongKongD&BprovidetotaltechnologyandconsultingsolutionsAssisttheindustryinsettingupcodeofconduct,auditprocedures,datarules,securitystandard,etc.Providecourtinformationtoenrichbureauinfo
48、rmationExpecttobeinoperationinQ32004Road-mapforexpandedcoverageandvalue-addedsolutionsplanned27确定国家的资讯调查结构状态决定往来银行所需服务评估不同银行的数据就绪程度根据最完善的全球数据覆盖状况，作出建议：-法律和数据守则-保密和安全措施-审计步骤-数据原则和使用参数利用精湛技术，提供客户化的信用管理平台 邓白氏邓白氏信贷资料库服务信贷资料库服务 D&B Credit Bureau Services D&B Credit Bureau Services Ascertain state of cred
49、it information infrastructure in the countryDetermine service needs of banking industryAssess stage of data readiness of different banksMake recommendations according to best international practices covering:-legislation and data compliance-privacy and security measures-audit procedures-data rules and usage parametersProvide customized Credit Bureau Platform with state-of-art technologies28Decide with ConfidenceThank You!29
