Financial insight and a look behind the scenes at the client's payment behaviour. Meijboom sees these two points as the greatest benefits of the collaboration with Altares Dun & Bradstreet. At the right moment, we can use the right data to make a correct assessment of the client's acceptance. In addition, Meijboom also wants to involve lists of Altares Dun & Bradstreet prospects.
"We had a different business information vendor, but testing showed that with their data we were only covering 45 percent of our customers."
Xerox is a global leader in document management, both in technology and services. These include digital presses, multifunctional equipment and network printers, as well as ways to share documents and knowledge more efficiently between company employees. In America, Xerox is so well known that the brand name has become synonymous with copying, a great example of branding. The international company provides both systems and their financing. Customers can, for example, lease a printing line or a printing press.
For the restructuring of its own leasing company for the sales of its document technology, Marco Meijboom, Risk Manager Leasing, took on the implementation of a customer acceptance system. He integrated Altares Dun & Bradstreet's company data.'
Meijboom was closely involved in setting up and implementing iLease in the Netherlands and Scandinavia, the module that links risk management of the lease operation with ERP. That system had to be built from the ground up. iLease includes name and address data, but also data from the Chamber of Commerce and its own data on payment history and exposures. We had a different business information provider, but the tests showed that we only covered 45 percent of our customers with their data. I knew from my experience that Altares Dun & Bradstreet would be able to increase that score considerably. This was reason enough for Meijboom to start a conversation with Altares Dun & Bradstreet. He wanted standard requests (called small tickets at Xerox) below $75,000 to be automatically passed through a scoring model. Meijboom: ‘If a request is rejected by the system, then as a credit manager and risk manager you dive deeper into the information. For larger amounts, Meijboom uses the data obtained from the Altares Dun & Bradstreet system to determine the customer’s risk profile and then give advice to the management.
Financial insight and a glimpse into the customer’s payment behaviour. Meijboom sees these two points as the biggest benefit of the collaboration with Altares Dun & Bradstreet. At the right time, we can use the right data to make a correct assessment of the customer’s acceptance. In addition, Meijboom also wants to include lists of prospects of Altares Dun & Bradstreet. Who should we focus on with our sales? Companies with which the company runs a lower risk could then obtain better conditions. That’s called risk reward pricing’, explains Meijboom. We have not reached that point yet, but Meijboom sees the possibilities. Altares Dun & Bradstreet helps us efficiently reduce the risks of doing business.
Altares Dun & Bradstreet
Otto Reuchlingweg 1094
3072 MD Rotterdam