d&b supply information management

D&B Supply Information

ManagementD&B Supplier Management Solutions

Wednesday, April 19, 2023

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• Premier Information

Provider enabling business

to business commerce for

over 161 years

• Focus is helping customers

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• Trusted Source of

Information...90% of

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• Web Focused

D&B’s Background

Sourcing objectives

• Rebuild vendor file with robust, accurate data

• Identify and leverage aggregated family spend

• Optimise supply base

• Develop a strategy that will assess risk, dependency and diversity compliance

Supply Objectives

Providing visibility of and access to {customer name} global spend

Rationalisation of diversity segment within the supply base Implementation of an Information Strategy that:

• Achieves significant cost savings, year over year• Supports process changes to increase accuracy of spend

classification • Continues to optimise the size of the supply base through a robust

analysis of consolidated spend• Assures compliance with existing and future sourcing policy• Meets diversity objectives in its supply base• Identifies and minimizes risk to assurance of supply• Utilises contract knowledge to develop sourcing strategies

Challenges

Identify, quantify, leverage and manage savings opportunities• Aggregate and Consolidate Spend• Optimize the supplier base on an on-going basis

Proactively manage supplier relationships by limiting the level of risk in the supply base, thereby decreasing risks to the supply pipeline and its effects on production, service and R&D.

Monitor and increase compliance on contracts to capture additional savings

Plan, manage and grow diversity initiatives

Action in these critical areas can deliver significant savingsAction in these critical areas can deliver significant savingsand positively impact and positively impact {company name}{company name} bottom line. bottom line.

The Spend Analysis will:

Demonstrate how {company name} can leverage D&B’s Solutions by:

Supplier InformationSupplier Information Cleansing

Supplier Information Enrichment

ProfilesA map of the spend through

the enriched D&B data

Spend aggregationIdentify spend aggregation

opportunities

Special SuppliersIdentify

key supplier categories (e.g. top spend)

Detail ReportsDrill down of high level information

from the first sections

D&B’s Spend AnalysisAgenda

Supplier InformationSupplier Information Cleansing

Supplier Information Enrichment


An analysis of:Data overviewSIC code analysisMajor industry groupsIdentification of strategic opportunitiesIndustry segmentationSupplier riskDuplicate records & Family treesSupplier dependency

Main Data SourcesEurope

AustriaExample data sourcesBanksBundesrechenzentrum/BMFJ (Ministry of justice)CMDEdiktsdatei/BMFJ (Ministry of Justice)Fimenbuch (Commercial Register)Herold Business DataIntrum Justitia/D&B RMSLandesgerichtWirtschaftskammerTotal yearly records = 771,200

BelgiumExample data sourcesCourt of EmploymentEuro DBMinistry of FinanceMoniteur BelgeBelgisch StaatsbladCommercial CourtsNational Bank of BelgiumTotal yearly records = 3,604,400

Czechs RepublicExample data sourcesAlbertinaAriandaBulletin EconomiaCommercial CourtsGovernment Statistical OfficeThompson FileTotal yearly records = 105,000

FinlandExample data sourcesTax AuthoritiesSuomen Asiakastieto OYFinnish Company RegisterStatistics Center of FinlandThompson FileTrade tape participantsTotal yearly records = 508,000

NetherlandsExample data sourcesNV Databank (Chambers of Commerce)NV databank WoerdenCounty CourtsVerenining Kamers van KoophandelTotal yearly records = 2.365,000

ItalyExample data sourcesProtested Bills Register (Infocamere)Italian Business Register (Infocamere)Data HouseThompson FileTrade Tape ParticipantsTotal yearly records = 2,787,000


FranceExample data sourcesBILBilans serviceFacro France HellerAxciomInfogreffeInpiINSEETotal yearly records = 5,320,000

GermanyExample data sourcesARGUSGovernment CourtsHandelregisterNew handelregister BulkloadThompson FileTotal yearly records = 8,303,000

HungaryExample data sourcesCustomersMinistry of JusticeThompson FileInet KftTotal yearly records = 120,000

IrelandAccountants, liquidators, receiversCompanies Registry OfficeAll CourtsThompson FileTrade DirectoriesExample data sourcesTotal yearly records = 207,000

Northern IrelandExample data sourcesCompanies Registry officeRegional & District CourtsThompson fileTotal yearly records = 112,000

NorwayExample data sourcesRegister of propertiesSkattedirektoratetCompany registerTotal yearly records = 3.555.000


PortugalExample data sourcesBanco de PortugalCourtsMercantile RegistriesGovernment OfficesTotal yearly records = 510.000

SpainExample data sourcesBormeGovernment RegistryOfficial Spanish Gazettes (BOE & BOC)Trade PartnersTotal yearly records = 2,462.000

SwedenExample data sourcesChattel Mortgages Registration officePost Och Inrikes tidningarSPARCentral Bureau of statisticsCompanies houseThe national Tax BoardNational Tax Board & County JudgementsTotal yearly records = 45,640.000

SwitzerlandExample data sourcesBanksGovernment RegistryNational trade RegistryThompson FileTWIXTELTotal yearly records = 268.000

UKExample data sourcesBanksCompanies houseDept of trade & IndustryElectoral RoleLondon & edinburg GazettesRegistry TrustRoyal MailTotal yearly records = 4,190,500

DenmarkExample data sourcesCopenhagen stock ExchangeDanish Companies HouseDanish Gazette (Reistreringstidende)Danish statistical BureauTotal yearly records = 811.000

Main Data Sources

Data Sources in Italy

Source of Data Type of Data Data Elements Vol per Annum

Protested Bill Register (Infocamere) Protested Bills Protested bills 2,000,000

Italian Business Register (Infocamere) Chamber of Commerce certificate (for newly created records)

Legal data (name / address / capital ), head office and local units, subject of economic activity, representatives names and address, their power, etc.

60,000

Italian Business Register (Infocamere) Financial statements Balance sheets 650,000

Italian Business Register (Infocamere) Chamber of Commerce changes Legal data (name / address / capital ), head office and local units, subject of economic activity, representatives names and address, their power, etc.

500,000

Italian Business Register (Infocamere) Protested Billing for new names and new principals and other products not BIR.

Protested bills 144,978

Data House Bankruptcy & Loans (and other detrimental data)

Bankruptcy, Loans, Mortgages, Foreclosures, etc. 83,335

Data House Failures Failures 10,040

D&B Telephone Call (Full) Full Update All Data elements 307,300

Trade Tape Participants (D&B customers & partners)

Trade Payment Experiences Payment performances: maximum credit, current outstanding, amounts overdue, terms

1,010,927

• A company changes control every 15 minutes• 1 million updates are made per day “worldwide”• A new set of accounts are keyed every 36 seconds, company enters

liquidation, receivership etc. every 3 minutes• A new business is registered every 2.5 minutes• A new non-corporate record is created every 22 seconds• A secured change is registered every 5 minutes• A company name change is registered every 15 minutes• A directorship change happens every 32 seconds• A share ownership change happens every 6 minutes• A company changes control every 15 minutes• A trade reference is received every second

How Often is Data Updated?

Fictional example

D&B’s DUNS Number & Family Linkage

Data Universe Review

0.0%

20.0%

40.0%

60.0%

80.0%

100.0%

120.0%

Records

Spend

D&B has matched over 90% of suppliers, representing over 95% of spend.


the appended D&B data



0%

20%

40%

60%

80%

100%

50m+ 1m-50m

100k-1m

10k-100k

< 10k Total

% of Spend

% of Suppliers

The top 5% of suppliers account for 90% of spend

Supply Information Spend AnalysisIdentify what proportion of your suppliers

account for most of your spend

• Major Industry Group Segmentation• % of Total Spend• Suppliers• Purchases

• Drilldown to Three Key Industry Segments (Based on SIC)

• The spend “Family Tree” based on 2-digit SIC code

• % of Total Spend• Suppliers• Purchases

S.I.C Profiles

SIC Codes

• SIC stands for Standard Industrial Classification Code. The SIC is a code originally developed by the U.S government to describe business activities at an industry level.

• D&B assigns SIC codes based on management interviews conducted by D&B that define business operations and percentages of revenue derived from each activity. D&B will assign up to 6 four digit SIC codes based on the revenue derived from specific business operations. The order of SIC codes are according to the percentage of total revenue that the activity comprises. The primary SIC code represents the activity with the largest percentage of total revenue.

• The SIC codes are extracted from D&B’s database on DUNS numbers assigned to a customer’s Master Vendor File.

SIC Code vs. Commodity Code

• SIC codes, are assigned based on a business’s operations. Therefore, these codes are industry specific. SIC codes can identify the industry in which a business operates, but does not define the products that the business sells.

• Commodity codes (UNSPSC, eCl@ss or custom codes), are applied to products and services purchased by a company. These codes are assigned based on descriptions of items found in a company’s Item Master File. These are product specific codes that are used to determine what is purchased.

Coding ExamplesCoding Examples

Industry Profiling

• D&B has catagorised spend into 24 high level industry/spend sectors, by grouping S.I.C codes together. These can be used to identify significant opportunities and to “drill down” and identify more specific opportunities.Direct sectors descriptionMining, forestry and construction

Manufacturing, general

Mining, primary industries

Food, tobacco and kindred products (inc. non durable goods)

Heavy construction, general contractors

Printing, paper and packaging

Petrochemicals, chemicals, pharmaceuticals and plastics

Raw materials – metals

Sub-contract manufacturing

Electronics (components and assembly)

Wholesale durable goods

Indirect sectors descriptionBulk transport and logistics

Utilities

Information technology

Banking, finance, insurance and investment

Professional services (consulting, legal, outsourcing)

Other services

Maintenance, repair, operations – MRO

Travel and accommodation (inc automotive dealers, gas stations and event management)

Retail

Printed material (inc print shops, photo copying, brochure design and print)

Communications and telecommunications

Government

Non classifiable

Major industry GroupsRanked by PurchasesDirect Material Sectors

0.0% 5.0% 10.0% 15.0% 20.0% 25.0% 30.0% 35.0%

Wholesale Goods

Raw Materials - Metals

Sub - Contract manufacturing

Heavy Construction,generalcontractors

Mining, Primary Industries

Petrochemicals, chemicals,pharmaceuitcals and Plastics

Printing, Paper and Packaging

Electronics (components andassembly)

Manufacturing General

Mining, Forestry and Construction

Food Tobacco and KinderedProduct -inc Non Durable goods

% of Spend

% of Suppliers

Major industry GroupsRanked by Purchases

Indirect Material Sectors

0.0% 2.0% 4.0% 6.0% 8.0% 10.0% 12.0% 14.0% 16.0% 18.0%

Banking, Finance, Insurance andInvestment

Government

Utilities

Professional Services -(Consulting, Legal, Outsourcing)

Bulk Transport and Logistics

Information Technology

Maintenance, Repair andOperations - MRO

Retail

Printed material -inc print shops,design and print

Travel and Accomadation

Communications and Telecomms

% of Spend

% of Suppliers

Number of Suppliers

Am

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of

Sp

end

0 High

Hig

h

STRATEGIC

And high spend:High number of suppliers

This is the key area presentingopportunities to leverage spendby negotiating strategic deals.

High spend and relatively low number of suppliers:Spend already optimisedto a considerable extent.It may be advisable to examinerisk of over-dependency onsuppliers of key products &services.

TACTICALLow spend spread among ahigh number of suppliers:

This presents tactical opportunitiesto consolidate spend amongstfewer suppliers.

LOWER PRIORITY

Total spend and number of suppliers both relatively low.Savings still possible, especiallyfor those in the “bottom-right”of this quadrant.

Strategic Opportunitiesfor improved Supply Management

Data Universe ReviewDirect Materials

0

200,000,000

400,000,000

0 300 600

Suppliers

Sp

en

d

Wholesale Goods



Heavy Construction,generalcontractors


Petrochemicals, chemicals,pharmaceuitcals and Plastics


Electronics (components andassembly)



Food Tobacco and KinderedProduct -inc Non Durable goods

Data Universe ReviewIndirect Materials

0

200,000,000

400,000,000

0 300 600

Suppliers

Sp

end

Banking, Finance, Insurance andInvestment

Government

Utilities

Professional Services -(Consulting, Legal, Outsourcing)



Maintenance, Repair andOperations - MRO

Retail

Printed material -inc print shops,design and print


Comminications andTelecomms

Three key Opportunity Areas

3 major sectors stand out as worthy of attention:

1. Wholesale GoodsThis sector has the highest number of suppliers of any sector (over 400) and also the highest spend (nearly 30% of the total). It is also a sector where their is likely to be significant competition between suppliers.

2. Raw Materials (Metals)Accounting for nearly 10% of total spend, and 15% of suppliers, this is clearly a key area in which savings are likely to be made.

2. Professional ServicesAccounts for nearly 6% of suppliers, but less than 3% of total spend.This is a “classic” area of discretionary spend, with many potential alternative suppliers.

We shall examine each of these three sectors in turn.

Strategic SectorsThe Top 3 Sectors of Interest

Sector Description Suppliers Spend

1 Wholesale Goods 486 340,351,648

2 Raw Materials - Metals 282 195,093,336

3 Professional Services - (Consulting, Legal, Outsourcing)

121 26,610,156

These three sectors account, between them, for almost 50% of xxx’s entire spend.

We shall investigate each of them in turn, identifying some of the most promising areas to make savings.

Strategic Sector1 Wholesale Goods

2-Digit SIC Description Suppliers

% Total Suppliers: Spend

% Total Spend:

51 Wholesale trade - nondurable goods 50 2.4% 31,333,314.00 2.7%50 Wholesale trade - durable goods 436 21.0% 309,018,334.00 27.0%

Clearly the vast majority of Wholesale expenditure is concentrated in the “durable goods” sector.

We shall therefore examine this.

Strategic Sector1 Wholesale Durable Goods



% Total Spend:

5051 Metals service center 50 2.4% 157,207,354.00 13.8%5093 Scrap/waste material Whlrs 13 0.6% 123,584,269.00 10.8%5084 Industrial equipment Whlrs 105 5.1% 11,638,040.00 1.0%5023 Homefurnishings Whlrs 2 0.1% 6,074,349.00 0.5%5012 Autos/motor vehicles Whlrs 1 0.0% 1,747,745.00 0.2%5039 Construction materials Whlrs 6 0.3% 1,708,529.00 0.1%5099 Durable goods Whlrs 40 1.9% 1,639,018.00 0.1%5085 Industrial supplies Whlrs 49 2.4% 1,594,955.00 0.1%5063 Electrical equipment Whlrs 31 1.5% 1,127,085.00 0.1%5065 Electronic parts/equipment Whlrs 33 1.6% 890,249.00 0.1%5013 Auto parts/supplies Whlrs 6 0.3% 862,736.00 0.1%5047 Medical/hospital equipment Whlrs 29 1.4% 347,039.00 0.0%5072 Hardware Whlrs 15 0.7% 212,637.00 0.0%5044 Office equipment Whlrs 20 1.0% 189,757.00 0.0%5074 Plumbing equipment/supplies Whlrs 13 0.6% 103,501.00 0.0%5052 Coal/minerals/ores Whlrs 2 0.1% 48,980.00 0.0%5021 Furniture Whlrs 3 0.1% 9,415.00 0.0%5083 Farm/garden machinery Whlrs 3 0.1% 9,095.00 0.0%5087 Service establishment equipment Whlrs 3 0.1% 7,027.00 0.0%5064 Appliances/tv/radio Whlrs 4 0.2% 6,818.00 0.0%5082 Construction/mining equipment Whlrs 1 0.0% 4,070.00 0.0%5092 Toys/hobby goods Whlrs 1 0.0% 3,176.00 0.0%5046 Commercial equipment Whlrs 1 0.0% 1,521.00 0.0%5088 Transportation equipment Whlrs 1 0.0% 969.00 0.0%

SIC 5084 – Industrial Equipment Wholesalers, stands out here, in that it is serviced by over 100 suppliers – more than 5% of the total, while accounting for only 1% of spend.

Strategic SectorIndustrial Equipment Wholesalers

D-U-N-S Number Business Name City :

State / Province:

Country Name: Spend

% of Spend in Industry

691160907 NISSHO IWAI CORP. MINATO-KU TOKYO JAPAN 4,459,429 38.3%762939403 LHOIST REFRACTAIRES VALENCIENNES NORD FRANCE 3,400,693 29.2%439162520 TECNOSIDER SRL LOVERE BERGAMO ITALY 1,603,598 13.8%437304509 EUREKA S.R.L. SPOTORNO SAVONA ITALY 403,239 3.5%443150255 HELMKE ITALIA SRL CESANO BOSCONE MILANO ITALY 219,030 1.9%428405872 ATLAS COPCO ITALIA SPA CINISELLO BALSAMO MILANO ITALY 192,808 1.7%514162189 ITALCARRELLI DI ANGELO CAVA, MASSIMO COMORIO & C. SNC TORINO TORINO ITALY 91,177 0.8%447771858 RIEM SERVICE SRL GALLICANO NEL LAZIO ROMA ITALY 79,000 0.7%440556702 P. CASTELLAZZO SNC DI ALDO CASTELLAZZO & C GENOVA GENOVA ITALY 68,480 0.6%440124428 KROHNE ITALIA SRL MILANO MILANO ITALY 67,906 0.6%434346045 BILATRON SNC DI MARCELLO E FAUSTO FUCILI TERNI TERNI ITALY 67,115 0.6%338294119 FINDEX FILTRATION SRL NERVIANO MILANO ITALY 65,342 0.6%436297253 RIMOR SNC DI AVONTO ENRICO E VIORA NAZZARENO TORINO TORINO ITALY 62,625 0.5%430891911 ERCOLE TARAFFO DI TARAFFO BRUNO S.A.S. SANT'OLCESE GENOVA ITALY 60,810 0.5%432466845 PIERUCCI UBALDO & FIGLIO SNC PIOMBINO LIVORNO ITALY 52,647 0.5%429685167 MASTER SRL TERNI TERNI ITALY 50,592 0.4%428612642 STANITALIANA SPA ASSAGO MILANO ITALY 44,081 0.4%429026180 SITME SPA BOLOGNA BOLOGNA ITALY 42,627 0.4%437521917 ELEKTRON SRL MILANO MILANO ITALY 38,681 0.3%

It is striking here, firstly, that the suppliers alone account for over 80% of the spend in this sector.Secondly, there are a very large number of Industrial Equipment wholesalers in Italy representing a very low spend. There may be scope for rationalisation.

Strategic Sector2 Raw Materials - Metals



% Total Spend:

34 Fabricated metal products except machinery 182 8.8% 74,705,610 6.5%33 Primary metal industries 100 4.8% 120,387,726 10.5%

The second strategic sector that we have identified is that of Metal industries.

This in turn subdivides into two segments, both of which are significant.

However, Fabricated metal products has a particular high number of suppliers (9% of the total) in relation to the spend (6.5%). We shall therefore investigate this sector further.

SIC 33: Fabricated metalproducts; except machinery



% Total Spend:

3462 Iron/steel forgings Mfrs 15 0.7% 40,153,915 3.5%3499 Misc fabricated metal products Mfrs 32 1.5% 10,168,402 0.9%3498 Fabricated pipe/fittings Mfrs 6 0.3% 9,293,276 0.8%3443 Fabricated plate work Mfrs 38 1.8% 6,237,390 0.5%3465 Automotive stampings Mfrs 3 0.1% 4,246,941 0.4%3449 Misc structural metalwork Mfrs 9 0.4% 825,982 0.1%3429 Hardware Mfrs 2 0.1% 762,239 0.1%3448 Prefabricated metal buildings Mfrs 2 0.1% 529,641 0.0%3441 Structural metal fabrication 4 0.2% 503,604 0.0%3451 Screw machine products Mfrs 9 0.4% 470,573 0.0%3423 Hand/edge tools Mfrs 7 0.3% 322,744 0.0%3444 Sheet metalwork Mfrs 3 0.1% 188,828 0.0%3425 Saw blades/handsaws Mfrs 2 0.1% 162,806 0.0%3463 Nonferrous forgings Mfrs 1 0.0% 157,267 0.0%3452 Bolts/screws/rivets Mfrs 6 0.3% 147,586 0.0%3471 Plating/polishing service 3 0.1% 93,875 0.0%3442 Metal doors/sash/trim Mfrs 3 0.1% 93,279 0.0%3469 Metal stampings Mfrs 5 0.2% 90,931 0.0%3421 Cutlery Mfrs 2 0.1% 79,588 0.0%3479 Coating/engraving service 7 0.3% 66,260 0.0%3494 Valves/pipe fittings Mfrs 11 0.5% 51,181 0.0%3495 Wire springs Mfrs 2 0.1% 26,825 0.0%3493 Steel springs-nonwire Mfrs 3 0.1% 14,841 0.0%3446 Architectural metalwork Mfrs 2 0.1% 13,500 0.0%3433 Heating equipment-nonelectric Mfrs 1 0.0% 4,136 0.0%

Two SIC codes stand out here:

3499: Misc. Fabricated metal products manufacturers, and 3443: Fabricated Plate work manufactures.

We shall examine 3499.

SIC 3499:Misc. Fabricated Metal Products

D-U-N-S Number Business Name City : State / Province:

Country Name: Spend

% of Industry Spend

444109565 MEFER SRL CAIVANO NAPOLI ITALY 3,657,816 36.0%

312618663 THYSSENKRUPP NIROSTA GMBH KREFELDNORDRHEIN-WESTFALEN GERMANY 2,408,774 23.7%

428194534 INNSE CILINDRI SRL BRESCIA BRESCIA ITALY 1,367,938 13.5%439850061 METAL INOX CENTRO S.R.L. MONTICHIARI BRESCIA ITALY 774,081 7.6%428143127 POMETON SPA MARTELLAGO VENEZIA ITALY 632,915 6.2%

435979575OMAR BREDA LUCIANO DI BREDA STEFANO & C. SNC VOLPIANO TORINO ITALY 368,781 3.6%

443144548 ELECTROTERNI SPA TERNI TERNI ITALY 303,899 3.0%438559809 TAGLIAVENTI ENRICO TERNI TERNI ITALY 171,096 1.7%

430037007F.LLI MAGGI SNC DI MAGGI EDOARDO E MAGGI RICCARDO TERNI TERNI ITALY 146,662 1.4%

436334713 CI.EMME.PI. S.A.S. DI PIZZAIA MARCO E C. CARMAGNOLA TORINO ITALY 111,390 1.1%428474068 CICSA SRL BRIVIO LECCO ITALY 56,056 0.6%430685404 FLAME SPRAY SPA RONCELLO MILANO ITALY 50,591 0.5%338295959 COSBAL SRL CASTANO PRIMO MILANO ITALY 31,320 0.3%441117579 OFFICINE OFP SRL RHO MILANO ITALY 29,923 0.3%436642839 MORESCHI SRL MAZZANO BRESCIA ITALY 13,800 0.1%431246008 CERTEX SPA RIVOLI TORINO ITALY 13,389 0.1%428145663 INCO S.R.L. TERNI TERNI ITALY 6,925 0.1%

438683385AEROMECCANICA LAI RESINE SAS LAVOR APPL INDLI DI SERRA P. & C CORMANO MILANO ITALY 6,480 0.1%

428464697 L.A.G. S.P.A. MODENA MODENA ITALY 5,440 0.1%315012054 SAAR-METALLWERKE GMBH SAARBRUCKEN SAARLAND GERMANY 4,760 0.0%437516156 D.R.A. SRL VOLVERA TORINO ITALY 3,044 0.0%629699265 M.I. MANUTENZIONI INDUSTRIALI S.R.L. VOLPIANO TORINO ITALY 1,033 0.0%437987654 COMER INDUSTRIES SPA REGGIOLO REGGIO EMILIA ITALY 981 0.0%541669560 TARGOTECNICA SRL FABRIANO ANCONA ITALY 835 0.0%

428080100FABBRICA ITALIANA MOBILI ACCIAIO TORINO S.R.L. SIGLABILE FIMAT S.R.L. TORINO TORINO ITALY 473 0.0%

It is noticeable that the top four suppliers of Fabricated Metal Products account for over 80% of the spend in this sector.

In contrast, there are four suppliers with a spend of less than €1,100, offering scope for rationalisation.

Strategic Sector3 : Professional Services



% Total Spend:

89 Miscellaneous services 9 0.4% 12,767,530 1.1%87 Engineering, accounting, research, management and 64 3.1% 3,994,998 0.3%86 Membership organisations 1 0.0% 4,556 0.0%73 Business services 30 1.4% 2,796,509 0.2%72 Personal services 17 0.8% 7,046,563 0.6%

The third strategic sector that we have chosen is Professional Services.

While this accounts for only 2.5% of spend, it is a classic example of indirect spend in which there is often significant overlap between the services offered by various suppliers.

By far the biggest proliferation of suppliers is to be found in SIC 87: Engineering, accounting, Research, management etc.We shall examine this spend in greater detail.

Engineering, accounting,research, management etc.



% Total Spend:

8711 Engineering services 34 1.6% 1,585,685.00 0.1%8742 Management consulting services 15 0.7% 1,543,116.00 0.1%8741 Management services 4 0.2% 651,135.00 0.1%8733 Noncommercial research organization 1 0.0% 108,969.00 0.0%8734 Testing laboratory 3 0.1% 56,077.00 0.0%8721 Accounting/auditing/bookkeeping 3 0.1% 31,435.00 0.0%8748 Business consulting services 1 0.0% 15,774.00 0.0%8731 Commercial physical research 3 0.1% 2,807.00 0.0%

While Engineering Services shows, at first glance, the greates scope for savings through Supplier Reduction, it is Management Consulting Services which probably offers the biggest discretionary spend.

It would be interesting to examine who the fifteen suppliers in this segment are…

SIC 8742:Management Consulting Services

D-U-N-S Number Business Name City :

State / Province:

Country Name: Spend

% of Industry Spend

435620989 S.P.E. SERVIZI PER L ENERGIA SRL GENOVA GENOVA ITALY 621,527 40.3%438960643 BAIN & COMPANY ITALY INC MILANO MILANO ITALY 547,400 35.5%430727748 EL.ME.C. SERVICE - SOCIETA CONSORTILE A R.L. TERNI TERNI ITALY 199,688 12.9%429030331 SOCIETA ITALIANA BREVETTI SPA ROMA ROMA ITALY 115,110 7.5%514306018 SINTECNA - S.R.L. TORINO TORINO ITALY 16,800 1.1%444267769 S.EC.AM. SOCIETA ECOLOGICA AMBIENTE SPA RAVENNA RAVENNA ITALY 11,933 0.8%431868954 SIAC S.R.L. VOLPIANO TORINO ITALY 9,363 0.6%655133127 CEGOS OPERATIONS SRL MILANO MILANO ITALY 7,753 0.5%437299357 MODULO UNO SRL TORINO TORINO ITALY 5,206 0.3%

459409645AGIC GRUPPO ITALIANO DI CONSULENZA AZIENDALE CONSULTING & AFTER CONSULTING SRL ROMA ROMA ITALY 2,634 0.2%

315965038JOSEF FROHLING GMBH & CO. KG WALZWERKSMASCHINENBAU OLPE

NORDRHEIN-WESTFALEN GERMANY 2,238 0.1%

432897429 TECHNO SERVICE SRL GENOVA GENOVA ITALY 1,848 0.1%441894875 TELMAC SNC DI CRIBELLATI BRUNO & C. SEGRATE MILANO ITALY 1,390 0.1%317184745 MATTKE AG FREIBURG GERMANY 226 0.0%430726849 A.SV.IM. SRL TERNI TERNI ITALY 0 0.0%

It immediately becomes clear that, of the 15 suppliers, only four are major players, accounting for over 95% of spend.

Would it be practicable to consolidate this market to, at most, two or three preferred partners?

Industry Segmentation4 digit SICs ranked by purchases

Rank4-Digit

SIC Description Suppliers% Total

Suppliers: Spend% Total Spend:

1 5051 Metals service center 50 2.40% 157,207,354 13.80%2 5093 Scrap/waste material Whlrs 13 0.60% 123,584,269 10.80%3 6733 Trust management 4 0.20% 111,154,739 9.70%4 3312 Blast furnace-steel works 28 1.30% 94,196,435 8.20%5 9631 Regulation/administrative utilities 1 0.00% 63,385,695 5.50%6 6221 Commodity contract broker 3 0.10% 41,044,195 3.60%7 3462 Iron/steel forgings Mfrs 15 0.70% 40,153,915 3.50%8 6719 Holding company 9 0.40% 33,848,033 3.00%9 1081 Metal mining services 1 0.00% 33,352,739 2.90%10 3547 Rolling mill machinery Mfrs 6 0.30% 32,618,934 2.90%11 4953 Refuse system 15 0.70% 30,803,006 2.70%12 5172 Petroleum products Whlrs 3 0.10% 28,477,314 2.50%13 3559 Misc industry machinery Mfrs 38 1.80% 24,644,724 2.20%14 7372 Prepackaged software services 29 1.40% 14,472,784 1.30%15 3569 General industrial machinery Mfrs 36 1.70% 14,080,521 1.20%16 2841 Soap/other detergents Mfrs 3 0.10% 14,012,053 1.20%17 3255 Clay refractories Mfrs 11 0.50% 12,894,124 1.10%18 8999 Services-misc 9 0.40% 12,767,530 1.10%19 5084 Industrial equipment Whlrs 105 5.10% 11,638,040 1.00%

20 3313Electrometallurgical prdts-ex steel Mfrs 2 0.10% 10,364,424 0.90%

Significantly, these 20 specialised sectors account for over 79% of xxx’s total spend.

Top industry4 digit SICs ranked by purchases

2.4%

0.6%0.2%

1.3%

13.8%

10.8%

9.7%

8.2%

0%

4%

8%

12%

16%

Metals service center Scrap/waste materialWhlrs

Trust management Blast furnace-steel works

5051 5093 6733 3312

4 Digit SIC Code

% Total Suppliers:

% Total Spend:

Of the four top industries, three of them are connected with metals or scrap, and as such are critical to xxx’s production.

As one would expect, the supply base has already been pared down.

Industry Segmentation4 digit SICs ranked by suppliers

Rank4-Digit

SIC Description Suppliers% Total

Suppliers: Spend% Total Spend:

1 5084 Industrial equipment Whlrs 105 5.10% 11,638,040 1.00%2 5051 Metals service center 50 2.40% 157,207,354 13.80%3 5085 Industrial supplies Whlrs 49 2.40% 1,594,955 0.10%4 5099 Durable goods Whlrs 40 1.90% 1,639,018 0.10%5 3559 Misc industry machinery Mfrs 38 1.80% 24,644,724 2.20%6 3443 Fabricated plate work Mfrs 38 1.80% 6,237,390 0.50%7 3629 Electrical industrial apparatus Mfrs 37 1.80% 2,337,309 0.20%8 3569 General industrial machinery Mfrs 36 1.70% 14,080,521 1.20%9 1731 Electrical contractor 34 1.60% 4,512,735 0.40%10 8711 Engineering services 34 1.60% 1,585,685 0.10%11 5065 Electronic parts/equipment Whlrs 33 1.60% 890,249 0.10%12 3499 Misc fabricated metal products Mfrs 32 1.50% 10,168,402 0.90%13 5063 Electrical equipment Whlrs 31 1.50% 1,127,085 0.10%14 7372 Prepackaged software services 29 1.40% 14,472,784 1.30%15 5047 Medical/hospital equipment Whlrs 29 1.40% 347,039 0.00%16 3312 Blast furnace-steel works 28 1.30% 94,196,435 8.20%17 3561 Pumps/pumping equipment Mfrs 28 1.30% 422,935 0.00%18 4213 Trucking operator-nonlocal 26 1.30% 5,709,909 0.50%19 5169 Chemicals/products Whlrs 24 1.20% 992,098 0.10%20 3599 Industrial machinery Mfrs 23 1.10% 4,864,120 0.40%

Top industry4 digit SICs ranked by purchases

5.1%

2.4% 2.4%1.9%

1.0%

13.8%

0.1% 0.1%0%

4%

8%

12%

16%

Industrial equipmentWhlrs

Metals service center Industrial supplies Whlrs Durable goods Whlrs

5084 5051 5085 5099

4 Digit SIC Code

% Total Suppliers:

% Total Spend:

When we examine the industries in which Thyssen has the highest number of suppliers, it is noticeable that, with the exception of Metals Service Centres, the number of suppliers is disproportion-ately high.There is probably scope for rationalisation.

•Major Country Segmentation– % of Total Spend

– Suppliers– Purchases

•Drilldown to a number of key countries (Based on SIC)•The supplier risk analysis

– % of Total Spend– Suppliers

Geographic AnalysisContent

Country SegmentationRanked by suppliers

Rank Country Name Spend Suppliers% of

Spend:% of

Suppliers1 ITALY 657,647,102 1,839 57.6% 89.4%2 GERMANY 119,880,884 97 10.5% 4.7%3 NETHERLANDS 111,634,827 10 9.8% 0.5%4 ENGLAND 84,196,445 18 7.4% 0.9%5 SWITZERLAND 55,914,137 16 4.9% 0.8%6 FRANCE 38,296,538 26 3.4% 1.3%7 CANADA 33,352,739 2 2.9% 0.1%8 NORWAY 13,528,433 3 1.2% 0.1%9 SWEDEN 7,187,947 4 0.6% 0.2%10 VENEZUELA 6,395,468 1 0.6% 0.0%11 JAPAN 6,016,501 5 0.5% 0.2%12 AUSTRIA 5,010,814 11 0.4% 0.5%13 BELGIUM 1,222,569 7 0.1% 0.3%14 UNITED STATES 1,102,753 5 0.1% 0.2%15 SPAIN 762,440 5 0.1% 0.2%16 POLAND 245,396 1 0.0% 0.0%17 LUXEMBOURG 66,338 3 0.0% 0.1%18 SLOVENIA 30,902 1 0.0% 0.0%19 INDIA 14,300 1 0.0% 0.0%20 DENMARK 11,991 1 0.0% 0.0%21 WALES 3,320 1 0.0% 0.0%

Two salient factors stand out here:

Firstly, while Italian suppliers account for less than 60% of spend, they make up nearly 90% of the supply base. This indicates scope for savings.

Sourcing By Continent

Fully 96% of xxx’s spend is allocated to Western Europe, while barely 1% is allocated to suppliers outside of Europe and North America.Is there scope for more global sourcing?

96.0%

3.0%

0.6%

0.5%

0.0%

0% 20% 40% 60% 80% 100%

Western Europe

North America

South America

Asia

Eastern Europe

% of Total Spend

0K 100,000K 200,000K 300,000K 400,000K

Electronics (components and assembly)

Food Tobacco and Kindered Product -inc Non Durablegoods

Heavy Construction,general contractors




Petrochemicals, chemicals, pharmaceuitcals andPlastics




Wholesale Durable Goods

ENGLAND

GERMANY

ITALY

NETHERLANDS

Others

SWITZERLAND

Country SegmentationDirect Spend

Italy dominates most sectors of direct spend.

The main exception is Mining and Primary Industries, where “others” predominate. (The two largest suppliers here are in Canada and Venezuela respectively).

Country SegmentationIndirect Spend

0K 50,000K 100,000K 150,000K 200,000K

Banking, Finance, Insurance and Investment


Comminications and Telecomms

Government


Maintenance, Repair and Operations - MRO

Printed material -inc print shops, design and print

Professional Services - (Consulting, Legal, Outsourcing)

Retail


Utilities

ENGLAND

GERMANY

ITALY

NETHERLANDS

Others

SWITZERLAND

Two sectors stand out as being sourced mainly from outside Italy: Banking etc. where the picture is dominated by holding companies in Netherlands, Switzerland and France.While Government, dominated by Germany, is clearly a special case.

Suppliers are grouped together based on SER scores.

The Supplier Risk Score (SER) predicts the likelihood of a firm ceasing business without paying all creditors in full, or reorganizing or obtaining relief from creditors under state law over the next 12 months.

Scores are awarded to each supplier. The scores range from 0-9 and a lower SER score indicates a lower risk and a higher score a higher risk.

D&B’s Suppliers Risk Score

% of Suppliers per SER Score

0%

10%

20%

30%

40%

50%

60%

70%

1 2 3 4 5 6 7 8 9

Supplier Evaluation Risk Score

Suppliers

Spend

D&B was able to provide a Supplier Evaluation Risk Score for 92% of Suppliers matched, representing 90% of spend.

Of these the overwhelming majority are low risk (1, 2 or 3).

It is still worth investigating the higher risk suppliers.

SuppliersRanked by Risk Rating

RankCurrent

SERD-U-N-S Number Business Name Spend

% of Total Spend

1 9 65-520-3227 SA.V.I. SUD MONTAGGI SRL 31,504 0.0%2 9 62-990-0192 FABBRICA ITALIANA SEGATRICI SRL 16,741 0.0%3 9 42-912-1098 OLIMPIC PETROLI SRL 0 0.0%4 8 44-410-9565 MEFER SRL 3,657,816 0.3%5 8 44-343-0491 IOSA CARLO SRL 3,329,631 0.3%6 8 21-751-5873 D ESSEX FREIGHT (FORWARDING) LTD 509,057 0.0%7 8 37-039-0952 RIGIONE EUGENIO 142,691 0.0%8 8 45-936-5990 PULL-OVER DI ROSETI RAFFAELLA 17,752 0.0%9 8 28-932-7371 FIBRE TECHNOLOGY LTD 16,680 0.0%

10 8 37-426-5031 COIL-JOINING INTERNATIONAL SA 6,514 0.0%11 8 45-909-1716 PAOLI SRL 4,803 0.0%12 8 43-810-3897 MOTORTECNICA DI IORIO ANTONIO & C SAS 4,463 0.0%13 8 43-312-8530 RURU EDUTAINMENT MEDIASINT S.R.L. 1,723 0.0%14 8 43-975-1272 ANTONIOTTO LUIGI 548 0.0%15 8 51-419-6547 E.M.I. S.R.L. 0 0.0%16 8 51-420-9837 CHIAVOLINI EZIO 0 0.0%17 8 39-493-0692 L & M 0 0.0%18 8 21-810-7738 SHEFFIELD FORGEMASTERS ROLLS LTD 0 0.0%

19 8 13-667-3451THE NATIONAL INSTITUTE OF STANDARDS AND TECHNOLOGY 0 0.0%

20 7 43-063-8002 TE.MA S.R.L. 891,262 0.1%

Two suppliers in particular, Mefer SRL and IOSA Carlo SRL, appear to present a high risk exposure with a spend of over €3million apiece, and an SER Score of 8.

Spend aggregationIdentify spend aggregation

opportunities



• Top Duplicate Suppliers- Suppliers- Purchases

• Top Interrelated Firms- Suppliers- Purchases

Spend AggregationContent

Duplicate RecordsRanked by Suppliers and Purchases

D-U-N-S Number: Business Name: Country Name: Records Spend

% Total Spend:

654798222 GERITALL DUE S.R.L. ITALY 2 15,074,794 1.3%433203270 ENI SPA ITALY 2 4,455,784 0.4%429939564 VESUVIUS ITALIA SPA ITALY 2 4,000,040 0.4%461092207 REMETAL, S.A. SPAIN 2 424,956 0.0%629839218 GAST SPEDIZIONI SRL ITALY 2 380,387 0.0%482581972 DISA INDUSTRIE AG SWITZERLAND 2 325,807 0.0%

440937329 MARIANI GEOM. EMILIO DI STUFARA GEOM. MASSIMO S.R.L. ITALY 2 286,022 0.0%300252884 TREIBACHER INDUSTRIE AG AUSTRIA 2 157,136 0.0%429209166 DELTA ENGINEERING S.R.L. ITALY 2 146,208 0.0%446379088 METAL INOX SUD S.R.L. ITALY 2 144,810 0.0%

428650915S.E.I. STRUMENTAZIONE ELETTROTECNICA INDUSTRIALE SPA ITALY 2 76,828 0.0%

435507702 MAURECA DI APOSTOLI FRANCO & C SNC ITALY 2 66,365 0.0%430445742 BALCKE MARLEY ITALIA S.P.A. ITALY 2 26,856 0.0%437196231 SEMAT EQUIPMENT SRL ITALY 2 18,431 0.0%431668888 ITALPOMPE DI FOGLIATA PASQUALE S.N.C. ITALY 2 16,004 0.0%630527240 ITALIAN NICKEL ALLOYS SRL IN BREVE INALLOY SRL ITALY 2 13,770 0.0%433120706 SIEMENS MOBILE COMMUNICATIONS SPA ITALY 2 513 0.0%432063923 GIUSEPPE SPELTA SPA METALLI E LEGHE ITALY 2 0 0.0%428112171 CESARE GALDABINI SPA ITALY 2 0 0.0%

While the xxx supplier-base contains a much lower level of duplication than that sometimes encountered, the aggregation of these duplicates presents a fuller and more accurate view of spend.

D&B provides ownership detail utilising the DUNS Number at three Levels:

• Immediate upward linkage: Parent /Headquarters• Highest ranking member of a family tree in the same country as the

subject business : Domestic Ultimate• Highest ranking member of a family tree worldwide : Global Ultimate

D&B utilises the tree to establish family relationships within a vendor master file. This allows analysis of inter-company relationships to:

• Leverage buying power within a corporate family rather than with

individual suppliers only• Provide an overview of the overlap of suppliers across multiple

purchase sites

D&B’s Family Linkage Tree

60

D&B’s Family Linkage Tree

GUDuns Business NameSupplier

sFamily Spend S

IC 5

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SIC

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SIC

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SIC

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SIC

10

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3

%

SIC

49

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as

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SIC

51

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%

458495678 B H P BILLITON PLC 2 122,474K 11,320K 111,154K340502442 THYSSENKRUPP AG 19 112,353K 66,146K 5,874K 11,696K 28,477K400005976 NN METAL HOLDING S.A. 1 83,380K 83,380K441014446 ONGIS METAL-FER SPA 2 81,553K 80,779K 774K344042416 CRONIMET VERWALTUNGS GMBH 1 63,386K 63,386K483447801 GLENCORE HOLDING AG 1 40,324K 40,324K

433931219ILFER INDUSTRIA LAVORAZ.FERRO SPA 1 36,298K 36,298K

248087553 COMAPLEX MINERALS CORP. 1 33,353K 33,353K774159834 EURO ENVIRONNEMENT FRANCE 1 29,241K 29,241K372527374 HECKETT MULTISERV SA 1 25,926K 25,926K429363591 COFERM SRL 1 23,557K 23,557K316067164 SIEMENS AG 5 21,927K 8K 21,919K438535833 NICHEL LEGHE SPA 1 18,646K 18,646K482013638 ABB ASEA BROWN BOVERI LTD 4 16,569K 16,174K654798222 GERITALL DUE S.R.L. 1 15,075K 15,075K315741173 HENKEL KGAA 1 14,010K

428004154TECHINT COMPAGNIA TECNICA INTERNAZIONALE SPA 1 12,533K 12,533K

338349822 ACCIAI MELLA SRL 1 11,997K 11,997KTotal Opportunities 7 2 2 4 3 1 1 1 1 1

This slide takes the top 20 supplier families, which account for 63% of spend, measured against the top 10 spend categories (which are 85% of spend. This shows that, in an “idealised” scenario, there is scope to source 85% of spend from just 20 suppliers.

Special SuppliersIdentify

key supplier categories (e.g. top spend)


An analysis of:Data overviewSIC code analysisMajor industry groupsIdentification of strategic opportunitiesIndustry segmentationSupplier riskSupplier dependency

Top Individual SuppliersRanked by Purchases

D-U-N-S Number: Business Name: City : State / Province: Country Name: Spend

% of Total

413372129 BHP BILLITON COMPANY B.V. 'S-GRAVENHAGE ZUID-HOLLAND NETHERLANDS 111,154,381 9.70%385613872 NORIMET LTD LONDON LONDON ENGLAND 83,380,473 7.30%

441014446 ONGIS METAL-FER SPAPONTIROLO NUOVO BERGAMO ITALY 80,778,668 7.10%

344042416 CRONIMET VERWALTUNGS GMBH KARLSRUHEBADEN-WUERTTEMBERG GERMANY 63,385,695 5.50%

629961939THYSSENKRUPP ACCIAI SPECIALI TERNI SPA TERNI TERNI ITALY 52,359,800 4.60%

480709963 GLENCORE INTERNATIONAL AG BAAR ZUG SWITZERLAND 40,323,590 3.50%

433931219 ILFER INDUSTRIA LAVORAZ.FERRO SPA NARNI STAZIONE TERNI ITALY 36,298,472 3.20%249176355 WMC INTERNATIONAL LIMITED TORONTO ONTARIO CANADA 33,352,739 2.90%774159834 EURO ENVIRONNEMENT FRANCE PARIS PARIS FRANCE 29,240,752 2.60%

315925594THYSSENKRUPP MATERIALS & SERVICES GMBH DUSSELDORF

NORDRHEIN-WESTFALEN GERMANY 28,477,314 2.50%

439614728 ILSERV SRL TERNI TERNI ITALY 25,926,102 2.30%

429363591 COFERM SRLCAMERATA PICENA ANCONA ITALY 23,557,029 2.10%

439262320 SMS DEMAG INSSE SPA MILANO MILANO ITALY 21,661,489 1.90%438535833 NICHEL LEGHE SPA VITTUONE MILANO ITALY 18,645,964 1.60%436264402 ABB SOLUTIONS SPA MILANO MILANO ITALY 16,173,622 1.40%654798222 GERITALL DUE S.R.L. MONTICHIARI BRESCIA ITALY 15,074,794 1.30%428882344 HENKEL SPA MILANO MILANO ITALY 14,009,774 1.20%514058452 ASPASIEL S.R.L. TERNI TERNI ITALY 12,807,870 1.10%428279335 CENTRO SVILUPPO MATERIALI SPA ROMA ROMA ITALY 12,535,608 1.10%

428004154TECHINT COMPAGNIA TECNICA INTERNAZIONALE SPA MILANO MILANO ITALY 12,532,843 1.10%

High Dependency SuppliersSegmentation by Supplier Ratio

RankDUNS

Number Business NamePurchase Amount

Annual Sales Turnover

Dependency

1 43-188-5271SOCIETA CONSORTILE ULISSE S.R.L. SIGLABILE ULISSE SOC. CONS. A R.L. 1,222,815 1,264,393 96.71%

2 44-093-6979 NUOVA TONELLI SRL 950,826 997,711 95.30%3 43-730-4509 EUREKA S.R.L. 403,239 426,503 94.55%

4 43-867-7601MECCANICA TERNANA DI MASSARINI PASQUALINO E C SNC 179,802 191,991 93.65%

5 43-961-4728 ILSERV SRL 25,926,102 28,025,643 92.51%6 43-677-1732 A. & M. TRADING S.R.L. 6,074,349 6,601,793 92.01%

7 51-419-6257

CO.GE.M.I. COSTRUZIONE GESTIONE MANUTENZIONE IMPIANTI - SOCIETA CONSORTILE A R.L. 1,479,868 1,650,179 89.68%

8 43-073-2367 TERNI FRANTUMATI S.P.A. 2,140,297 2,457,175 87.10%9 42-812-0666 BERNARDINI LOGISTICA S.R.L. 515,377 596,587 86.39%10 51-405-8452 ASPASIEL S.R.L. 12,807,870 15,334,981 83.52%11 39-593-2408 SCORA 601,573 736,747 81.65%12 43-872-2357 SEA SERVIZI ASSOCIATI SCRL 514,245 645,700 79.64%13 43-746-6316 CRONIMET ITALIA SRL 11,882,295 15,009,287 79.17%14 43-308-1853 A.S.TER.FORM S.R.L. 182,775 231,604 78.92%15 33-925-6224 ATECO S.R.L. 103,148 133,379 77.33%16 65-530-8856 N.I.P. SRL NEW INDUSTRIAL PICKLING 418,558 569,369 73.51%17 65-551-2411 SISTEMI ANTINCENDIO SRL 151,099 213,158 70.89%

18 42-940-0609OMI ORGANIZZAZIONE MANUTENZIONI INDUSTRIALI SRL 43,076 61,003 70.61%

19 44-343-0491 IOSA CARLO SRL 3,329,631 5,213,449 63.87%20 62-997-1938 I.M.B. SRL 572,160 915,043 62.53%

The dependency ratio is based on a parity of$1 = €1.

It shows that some of the largest suppliers have a degree of dependency which is perhaps excessive.

It would be worth verfifying whether any of these suppliers are “critical”

The set of comprehensive reports delivered includes:

• Top 100 unmatched suppliers, ranked by purchases (1 report)• Top 100 out of business suppliers, ranked by Purchases (1 report)• Top 100 SIC ranked by purchase and suppliers, (2 reports)• Top 100 highest Interrelated Firms, ranked by purchases &

suppliers. (2 reports)• Top 100 Duplicate Suppliers, ranked by Duplicates (1 report)

D&B’s Detailed Reports

Questions?

D&B’s Spend Analysis

d&b supply information management

Documents

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supply baseidentifies

supply baseimplementation

supply pipeline

supplier base

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