DUN & BRADSTREET MARKETING DATABASE AND DYNAMIC RISK SCORING PROFILE
Founded on ASIC data, enhanced via a team of data analysts in Melbourne as well as D&Bs extensive Credit Risk reporting business, D&Bs National Database is the most comprehensive database of Business Contacts in Australia. This file contains a combination of Corporate CEOs and specific Key Executive Decision Makers as well as Head Offices and Major Branch Offices and has a verification program with an accuracy level second to none, and now, we can introduce to your Marketing Department, Cost Effective “Propensity to Pay” Information.
Currently there are 287,365 Companies fully personalised to the “CEO” contact either the Chief Executive Officer, Owner or Managing Director or nominated Senior Executive, as follows:
| Size | ACT | NSW | NT | QLD | SA | TAS | VIC | WA | TOTAL |
| N/A | 275 | 8,385 | 229 | 3,942 | 1,657 | 684 | 3,947 | 3,809 | 22,928 |
| 1+ | 4,513 | 92,069 | 2,568 | 51,082 | 19,354 | 6,536 | 80,028 | 31,215 | 287,365 |
| 5+ | 2,200 | 42,744 | 1,263 | 22,449 | 9,206 | 2,866 | 35,085 | 13,203 | 129,016 |
| 10+ | 1,291 | 25,299 | 707 | 13,087 | 5,444 | 1,609 | 20,710 | 7,702 | 75,849 |
| 20+ | 705 | 14,143 | 378 | 7,090 | 3,054 | 831 | 11,496 | 4,213 | 41,910 |
| 30+ | 495 | 9,897 | 266 | 4,823 | 2,133 | 563 | 8,077 | 2,930 | 29,184 |
| 40+ | 385 | 7,786 | 200 | 3,645 | 1,639 | 422 | 6,337 | 2,226 | 22,640 |
| 50+ | 311 | 6,583 | 162 | 2,972 | 1,323 | 356 | 5,312 | 1,828 | 18,847 |
| 60+ | 262 | 5,531 | 137 | 2,438 | 1,089 | 283 | 4,392 | 1,492 | 15,624 |
| 70+ | 228 | 4,860 | 118 | 2,131 | 928 | 247 | 3,833 | 1,272 | 13,617 |
| 80+ | 206 | 4,448 | 103 | 1,906 | 825 | 215 | 3,453 | 1,114 | 12,270 |
| 90+ | 191 | 4,065 | 85 | 1,701 | 727 | 186 | 3,140 | 1,006 | 11,101 |
| 100+ | 180 | 3,857 | 83 | 1,621 | 687 | 176 | 2,955 | 947 | 10,506 |
| 120+ | 149 | 3,154 | 57 | 1,269 | 548 | 146 | 2,416 | 772 | 8,511 |
| 150+ | 122 | 2,739 | 47 | 1,058 | 469 | 130 | 2,058 | 646 | 7,269 |
| 200+ | 95 | 2,247 | 34 | 825 | 365 | 93 | 1,635 | 532 | 5,826 |
| 500+ | 44 | 1,111 | 10 | 321 | 153 | 33 | 774 | 250 | 2,696 |
| 1000+ | 24 | 685 | 5 | 172 | 90 | 19 | 461 | 155 | 1,611 |
| 5000+ | 3 | 180 | 0 | 33 | 14 | 7 | 128 | 26 | 394 |
TOP EXECUTIVE DECISION MAKERS
| Total | ACT | NSW | NT | QLD | SA | TAS | VIC | WA | |
| Companies | 33992 | 471 | 12471 | 203 | 4826 | 2081 | 625 | 10063 | 3252 |
| Directors | 79063 | 1143 | 30169 | 418 | 10508 | 4670 | 1376 | 22716 | 8063 |
| Chief Accountant | 2268 | 34 | 845 | 13 | 367 | 155 | 47 | 542 | 265 |
| Purchasing/Supply Managers | 3591 | 38 | 1232 | 18 | 500 | 247 | 61 | 1077 | 418 |
| Financial Controller | 7493 | 103 | 2933 | 38 | 999 | 457 | 150 | 2142 | 671 |
| Distribution Managers | 222 | 2 | 87 | 0 | 32 | 15 | 8 | 63 | 15 |
| EDP/IT/MIS Managers | 3614 | 61 | 1528 | 13 | 456 | 143 | 56 | 1034 | 323 |
| Company Secretary | 13721 | 173 | 5379 | 56 | 1882 | 818 | 180 | 3841 | 1392 |
| Fleet Manager | 497 | 6 | 155 | 4 | 76 | 27 | 19 | 143 | 67 |
| Human Resource Managers | 3717 | 64 | 1476 | 15 | 460 | 192 | 72 | 1104 | 334 |
| Training Managers | 613 | 15 | 208 | 3 | 90 | 35 | 18 | 157 | 87 |
| Call Centre Managers | 349 | 1 | 154 | 0 | 36 | 17 | 7 | 109 | 25 |
| Marketing Managers | 6198 | 101 | 2508 | 24 | 806 | 298 | 91 | 1824 | 546 |
| Lawyers/Solicitors | 197 | 5 | 109 | 1 | 10 | 9 | 2 | 51 | 10 |
| Chief Executive | 35897 | 498 | 13014 | 194 | 5183 | 2240 | 677 | 10714 | 3377 |
| Management Level 2 | 10489 | 244 | 4032 | 68 | 1433 | 669 | 198 | 2894 | 951 |
| Admin/Office Managers | 7019 | 114 | 2413 | 58 | 1213 | 637 | 122 | 1829 | 633 |
| Production/Works/Technical Mngs | 2985 | 40 | 1043 | 21 | 442 | 267 | 58 | 803 | 311 |
| Occupational Health Officers | 812 | 14 | 255 | 5 | 147 | 65 | 22 | 204 | 100 |
| Mining Personnel | 139 | 0 | 29 | 1 | 29 | 4 | 2 | 19 | 55 |
| Sales Director or Manager | 8460 | 96 | 3238 | 45 | 1148 | 590 | 128 | 2506 | 709 |
| Quality Manager | 258 | 1 | 87 | 0 | 24 | 28 | 2 | 83 | 33 |
| Export Manager | 532 | 0 | 154 | 0 | 73 | 38 | 13 | 182 | 72 |
| Secretary to CEO | 873 | 20 | 300 | 2 | 120 | 59 | 21 | 223 | 128 |
SELECTIONS
Available by postcode, industry group, male/female, position, employees, turnover, import/export, Parent Coy, year commenced, Bank, and Dynamic Risk Score (see page 3, 4 & 5).
INVESTMENT (INCL GST)
Mailing data (Contact Name, Position, Company Name & Address) available for $290 per 1,000 records;
Telemarketing data (Contact Name, Position, Company Name, Phone, Business Activity & SIC) available for $407 per 1000;
Mailing & Telemarketing or Fax data is available for $594 per 1,000 records;
Partial data (Mailing, Telemarketing, Fax data (on approx 40% of data), Turnover (on approx 30% of data), Employee size, Business Activity & SIC) is available for $1127 per 1000 records;
Full data at $1210 per 1000 records for all of the above plus Year Business Started, Importer/Exporter, Parent Company & Bank.
Dynamic Risk Scoring varies according to data quantity, but there is a minimum of $2200. We would confirm pricing options first.
For a small fee, this data can be provided on a multi-use basis, which means you can retain and re-use the database. The standard computer set up fee is $275 per order, min. order value $895.
D&Bs DYNAMIC RISK SCORE UNIQUE!
1. OVERVIEW
D&Bs Dynamic Risk Score (DRS) predicts the likelihood that a company will experience Financial Distress within the next 12 months based on the information in D&Bs files.
The Dynamic Risk Score has been available in Australia for over 5 years through a Credit Report, often at a much higher price. To maintain global consistency and incorporate the latest statistical methods and procedures, a new model has been developed.
The Dynamic Risk Score consists of two modules designed for smaller companies (9 or fewer employees), the other for larger companies (with 10 or more employees). Together this scoring system enhances the predictive power.
The Dynamic Risk Score utilises the combined power of D&Bs vast information database of Payment, Public Filing, Demographic, Financial and other information, when and if available. We can append or select data before its provided to you or alternatively, match your existing database against this rating.
2. AVAILABILITY OF THE DYNAMIC RISK SCORE
(DRS) Dynamic Risk Score is now available on over 800,000 active Australian-based companies. We are able to data append marketing information onto your client database too, to facilitate a DRS match with your database. Bear in mind however, Dynamic Risk Scores are not available on companies that fall into any of the following categories:
No SIC code
Branch of Foreign Companies
Inoperative
Deregistered
Strike-Off Action in Progress; with the exception of
Businesses in industries that do not lend themselves to scoring through this type of model. These industries include Government Departments, the Insurance industry, Law and Accounting firms.
3. WHAT THE DYNAMIC RISK SCORE PREDICTS
The DRS is based upon the observed characteristics of businesses in D&B’s database and the relationship these characteristics have to the probability of a company experiencing financial distress over the next 12 months. D&B defines Financial Distress as:
Change of Control (eg Receiver Manager or Administrator appointed)
Forced Business Closure (eg Strike-Off Action, Insolvency or Liquidation).
4. DYNAMIC RISK SCORES MEASUREMENT OF RISK
A “Score” of 1,001 1,560, where a 1,001 represents businesses that have the highest probability of financial distress, and a 1,560 which represents businesses with the lowest probability of financial distress. This score provides a direct relationship between the score and the level of risk. The marginal odds of being good doubles for each 40 point increase. For example, a score of 1,200, on a marginal basis, represents twice the risk of financial distress as a score of 1,240.
This score enables a customer to utilise more granular cut-offs to drive their automated decision-making process.
Table 1: Score range and observed financial distress rates in the distress probability field.
5. HOW THE DYNAMIC RISK SCORE IS CALCULATED
The New Dynamic Risk System was developed using state of the art statistical and modeling techniques to select and weight the data elements that are most predictive of financial distress. The resulting model contains mathematical equations that consist of a series of variables and coefficients (weights) that have been calculated for each variable.
The selection of the variables and the calculation of corresponding weights for each model are the result of extensive data analysis. In developing the new model, D&B evaluated a combination of “good” and “bad” performing businesses in the D&B database. Such as:
Demographic Information
| Factor | Impact on Model |
| Court Actions and Judgments | The presence, as well as the volume, of court actions or judgments. These are typically unforeseen circumstances that may negatively impact a business. The absence of public filings is considered a positive factor. |
| Total Number of Employees | In general, the larger the number of employees, the greater the stability of the firm, and hence the lower the risk. |
Information unique to D&B
Trade Information Services payment data
D&B Collections data
Financial Information
| Factor | Impact on Model |
| Current Ratio | Current ratio demonstrates the working capital relationship of current assets to cover current liabilities. The greater the current ratio, the lower the risk. |
Non-financial information
Demographics (eg, size, age, industry)
Public records (eg, court actions, registered charges)
Payment Information
| Factor | Impact on Model |
| Percent Satisfactory Payment Experiences | The higher the percentage of satisfactory payment experiences the lower the risk. |
| Percent of Payment Experiences 31-60 Days Past Due |
The higher the percentage of payment experiences of the firm that fall within the 31-60 days past due category, the higher the risk. |
| Percent of Payment Experiences 61-90 Days Past Due | The higher the percentage of payment experiences of the firm that fall within the 61-90 days past due category, the higher the risk. |
Financial information
Profitability
Net Worth
Financial ratios (eg, liquidity, efficiency)
