Dun & Bradstreet (D&B) is a business information company that was formed in 1933 through the merger of the Mercantile Agency and R.G. Dun & Company. D&B maintains a large global database of business information and provides products and services to help companies evaluate risk and identify sales opportunities. In 2010, Dun & Bradstreet Credibility Corp was formed through a strategic relationship with D&B and now handles D&B's business credit building services. D&B's main products include its Paydex score for assessing business creditworthiness and various sales and marketing databases.

1. Dun & Bradstreet

2. Ty Crandall
Director of Business Services
(877) 600-2487
ty@creditsuite.com

3. Dun & Bradstreet

4. Dun & Bradstreet
• D&B roots track all the way back to 1841, with
the formation of the Mercantile Agency in
New York
• In 1933 the Mercantile Agency joined with
R.G. Dun & Company and became known as
Dun and Bradstreet

5. D&B History
• To help American merchants in their decision-
making, an enterprising businessman named
Lewis Tappan began, in 1841, to establish a
network of correspondents that would function
as a source of reliable, consistent and objective
credit information (50 years before the 1st
consumer reporting agency Equifax hit the scene)
• His Mercantile Agency, located in New York City,
was one of the first organizations formed for the
sole purpose of providing business information to
customers

6. D&B History
• To foster expansion, in 1849 Tappan turned
the Agency over to Benjamin Douglass, a
former clerk
• Douglass capitalized on the improved
transportation and communication of the
time by expanding his network of offices,
essentially providing
the Agency with both
new customers and
superb information

7. D&B History
• A strong competitor. In 1849, the
rival John M. Bradstreet Company
was founded in Cincinnati, Ohio
• Two years later, the Bradstreet organization
popularized the use of credit ratings with
publication of the first book of commercial
ratings
• The rivalry between The John M. Bradstreet
Company and the Douglas agency intensified
as the United States entered the 20th century

8. D&B History
• In 1859, Douglass turned over the Agency
to his brother-in-law, Robert Graham Dun
• Under the new name, R.G. Dun &
Company, Dun continued Douglass'
relentless expansion
• During the next 40 years, Dun led the
Agency all over the United States and
across international boundaries, carrying
Lewis Tappan's vision into the next
century

9. D&B History
• In 1933, the arch competitors merged to form
D&B
• The merger was engineered by Dun's CEO
Arthur Whiteside
• Whiteside led D&B out of the depression and
into the Information Age

10. D&B History
• In 1963, the introduction of the Data Universal
Numbering System helped bring business information
into the computer age
• By the 1970's, D&B had established its commitment to
new technology
• A new "Advanced Office System" (AOS) fully
computerized data-collection
operations, providing the ability to
link and analyze categories of
information in entirely new ways, and
to deliver information to
customers faster and more
economically

11. D&B History
• D&B has undergone a period of restructuring in recent
years, designed to make D&B a smaller, more tightly
focused company
• A.C. Nielsen, Cognizant, Reuben H. Donnelley and
Moody's Corporation were all spun off to allow each
company to pursue focused strategies for its specific
business
• In October 2000, D&B launched an
ambitious new plan called the
Blueprint for Growth — a strategy
designed to transform itself into a
growth company with an important
presence on the Web

12. D&B Interesting Fact
• Four US Presidents were former employees of
Mercantile Agency, which later became D&B
– Abraham Lincoln
– Ulysses S. Grant
– Grover Cleveland
– William McKinle
• Worked as credit reporters

13. D&B Interesting Fact
• Marilyn Monroe posed with the
Dun & Bradstreet Reference
Book in 1953 from the movie
“How to Marry a Millionaire”
• Woody Harrelson temped for
D&B as a receptionist
• Lewis Tappan, one of D&B’s
founders was the great nephew
of Ben Franklin

14. Dun & Bradstreet
• D&B maintains a database of over 213 million
companies globally
• In 2012 D&B reported that 129.4 million of
these records referred to active companies
that were available for risk, supply, sales and
marketing decisions
• Another 76.7 million were
inactive companies, providing
historical information for file
matching and data cleansing

15. Dun & Bradstreet
• Dun & Bradstreet has a massive presence
worldwide
• Over 54 million records are from Europe
• Over 33 million from North America
• Over 27 million records from Asia Pacific
• Over 12 million records from Latin America
• Over 1 million records from Africa
• Over 1 million records from the Middle East

16. D&B Office Locations Worldwide
• Dun & Bradstreet has had offices in Australia
since 1887
• New Zealand since 1903
• Mexico since 1896
• Argentina since 1911
• Venezuela since 1920
• Brazil since 1933
• Peru since 1981
• It has several offices in India as well, with its head
office in Mumbai

17. Dun & Bradstreet Credibility
• D&B has recently moved out of the business
credit building game
• Business credit building and monitoring is
what many people know them for, but no
longer one of their primary services
• Another new company has
come in and bought those
services from D&B

18. Who is Dun & Bradstreet Credibility?

19. Dun and Bradstreet Credibility Corp.
• Started July 2010
• Has headquarters in Los Angeles, CA
• Currently has over 700 employees
• Is NOT D&B
• Forged a strategic relationship with D&B

20. Dun and Bradstreet Credibility Corp.
• Is privately held unlike D&B
• Funded by Great Hill Partners, a Boston based
private equity firm managing over 2.5 billion
• Separate legal entity from D&B
• Websites look the same

21. Dun and Bradstreet Credibility Corp.
• Purchased North American Credit-on-Self, aka
Self Awareness Solutions (SAS) division from
D&B
• Purchase valued at over $100 million dollars
• Great Hill Partners has pledged another 100
million to aid in growth

22. D&B Credibility Services
• D&B Credibility is "the exclusive provider" of
key services previously offered by D&B
• Offers business credit building services
• Offers Credit Builder 1-2k per year
• Offers DUNSFils, which establishes a business’
DUNS number

23. DUNS Number
• The DUNS number is a nine-digit number
issued by Dun & Bradstreet and assigned to
each business location in the D&B database,
each having a unique, separate, and distinct
operation for the purpose
• Every business must first have a D.U.N.S
number before Dun & Bradstreet will assign a
Paydex business credit score

24. DUNS Number

25. DUNS Number
• The DUNS number is the preferred method
worldwide of identifying businesses
• Unlike national Employment Identification
Number (EIN), a DUNS number may be issued to
any business worldwide
• It is used by many foreign governments including
the US and Australia, European Commission, and
even the United Nations
• More than 50 global, industry,
and trade associations recognize,
recommend, or require DUNS.

26. D&B Credibility Services
• Offers Credit Advisor, allowing businesses to
see other company’s records
• Credibility Review, which allows businesses to
control what others see about them
• Credit Signal, a free product
offering which provides companies
with alerts, informing them of
changes in their D&B credit scores
and ratings

29. Dun and Bradstreet Credibility Corp.
• Pays D&B royalties for intellectual-property
rights that it has licensed
• Is designed to do D&B’s “dirty work” and
hard-sell D&B products without D&B getting
their hands dirty
• Handles D&Bs business credit building now

30. Dun and Bradstreet Credibility Corp.
• Credibility has hundreds of "Credit Advisors
touching over 100,000 businesses every week
• Credibility salespeople usually read from a
well-rehearsed script
• The pitch warns business owners that there
have been a number of inquiries
about their business credit
from suppliers, lenders
and other companies.

31. Dun and Bradstreet Credibility Corp.
• Typically, there were no inquiries about a
small business's credit report by entities
looking to do business with it.
• Salespeople say "it looks like you may be a
failing business" due to incomplete
information, and suggest that Credit Builder
will fix that

32. Without Business Credit Building
Services, what else does D&B provide?

33. Dun & Bradstreet
D&B offers sales and
marketing products such as
the DUNS Market Identifier
Database, Optimizer, and D&B
Professional Contacts, all of
which provide sales and
marketing professionals with
business data for both
prospecting and CRM activity

34. Dun & Bradstreet’s Score
• The main credit score used in the business
world is known as a Paydex score, provided by
Dun and Bradstreet
• From D&B… “The D&B PAYDEX® Score is
D&B’s unique dollar-weighted numerical
indicator of how a firm paid its bills over the
past year, based on trade experiences
reported to D&B by various vendors”

35. Paydex Score
• The Paydex score ranges from 0-100, with 100
being the best score a business can obtain
• A score of 80 or higher is considered “good”
or healthy credit
• A business can obtain a good business Paydex
credit score by ensuring payments are made
promptly to suppliers and vendors.

36. Personal Credit Scoring
Personal credit scores take time to build as
they are based on 5 factors
– Payment History 35%
– Utilization 30%
– Length of Credit History 15%
– Accumulation of New Credit 10%
– Credit Mix 10%

37. D&B Paydex Score
Business credit scores are based only on whether the
business pays its bills on time
– Expect payment may come early 100
– Payments comes within early discount period 90
– Payment is prompt 80
– Payment comes 14 days beyond terms 70
– Payment comes 21 days beyond terms 60
– Payment comes 30 days beyond terms 50
– Payment comes 60 days beyond terms 40
– Payment comes 90 days beyond terms 30
– Payment comes 120 days beyond terms 20
– Unavailable UN

38. Paydex Score
• A business will need a PAYDEX score of 80 to
obtain the most favorable financing
• This score simply reflects the business pay all bills
on time
• To obtain a PAYDEX score, a business will need at
least five trade accounts reporting to their file
• It can take as long as 90 days for those trades to
report and a score to be established
• The business credit score itself
is calculated by using as many as
875 payments.

39. Paydex Score

40. D&B’s Supplier Evaluation Risk Rating
(SER)
• This rating predicts the likelihood that a
company will file for bankruptcy and cease
operations within the next 12 months
• This score ranges from 1-9, with 1 being the
lowest risk and 9 being the highest

41. D&B’s Supplier Stability Indicator (SSI)
• This model predicts the likelihood that a
supplier will encounter a large and significant
financial or operational stress over the next 90
days
• This score ranges from 0-10 with 0 being the
lowest risk and 10 the highest

42. D&B Reports
Dun & Bradstreet further lists in their reports
details on payments the business has made
for each individual account, including their full
payment record, their upper-credit limit, how
much they currently owe on each account,
how much is past due, what the terms of the
account are, and when the account was
reported and last updated

43. D&B Reports
• Extra information D&B provides includes
detailed financial information such as current
assets, liabilities, working capital, net worth,
sales, new profit and loss, and more
• D&B reports also list payment details for each
account. They also add detailed commentary
to the report indicating payment patterns

44. Dun & Bradstreet
• Dun & Bradstreet offers many products and
services to consumers and business
• Some of these include risk management products
such as the Business Information Report,
Comprehensive Report and the DNBi platform
• These provide current and historical
business information, primarily used
by lenders and financial institutions to
assist in making credit decisions

45. D&B Credit Risk Management
• DNBi Professional- an online subscription to
help assess the risk of doing business with a
company
• DNBi Enterprise- a custom platform to
manage high-volume credit risk management
decisions
• Enterprise Solutions- advanced applications to
automate standard credit decisions

46. D&B Credit Risk Management
• DNBi Enterprise- a custom platform
to manage high-volume credit risk
management decisions
• Enterprise Risk Solution- a custom
solution for financial institutions to
protect against loss by managing
client and counterparty risk
exposure

47. D&B Credit Risk Management
• MyDNB.com- online access to trusted D&B
insight with flexible customization for reports
• D&B Data ExchangeTM
- Vertical and niche
linked data from D&B Data Exchange partners

48. D&B Reports on Other Companies-
Comprehensive Insight Plus Report
• Comprehensive Insight Plus Report
• Business summary, corporate relationships,
credit limit recommend's
• Payment history, public fillings, financial
statements, and D&B ratings
• Scores predict likelihood of future business
failure or late payment

52. D&B Reports on Other Companies-
Business Information Report
• Business summary and corporate
relationships
• Payment history, financial statements, public
filings, and D&B ratings
• Credit limit recommendations

57. D&B Reports on Other Companies-
Credit eValuator Plus
• Payment history
• Industry payment benchmarks
• Credit limit recommendations

63. D&B Sales and Marketing Tools
• Prospecting Solutions- Targeted lead lists
• Hoover’s- A subscription to our global business
database
• Customer Integration Manager- A software tool
that integrates and enriches disparate corporate
data into a shared customer directory
• Optimizer- A batch service to clean,
enrich, and link company’s records
with additional data and analytics

64. D&B Sales and Marketing Tools
• Market Insight- Software to build prospecting
lists
• D&B Direct for Sales & Marketing- an API that
integrates corporate, social media, and third
party data with D&B information
• D&B360- a Data-as-a-Service solution to
integrate D&B data in your Microsoft, Oracle,
or SAP CRM

65. D&B Sales and Marketing Tools

66. Supply Management Solutions
• Supplier Risk Manager- An online subscription
to manage supplier relationships to mitigate
risk and reduce costs
• Supply Data Services- A batch service to clean,
link and enrich supplier records with
additional data and analytics
• Supplier Diversity Data Services-
A database with socio-economic,
small business, and diversity
classifications

67. Supply Management Solutions
D&B Direct – Supply Management- An API to
cleanse, enrich, and link supplier data on-
demand within enterprise applications

68. Supply Management Solutions
The Power of D&B and Ariba-
Gain visibility into your
suppliers and spend and
connect with the best
business partners - using
Ariba's solutions with D&B
global business insights

69. Learn more about business credit at
www.CreditSuite.com
Ty Crandall
877-600-2487
ty@creditsuite.com