Equifax 2011 Annual Report Download - page 4

missed revenue opportunities. In 2011, we generated very strong, double-
digit NPI revenue growth by introducing products for risk, verification, fraud,
technology/analytical services, and marketing. Continuous and rigorous
innovation is vital and NPI’s growth allowed us to expand into new markets,
gain share in existing markets, and secure new, targeted customers.
Analytics represents a growing thrust of the business, as 38% of our U.S.
online solutions delivered in 2011 had an analytical component developed by
Equifax. And we are increasingly implementing analytical solutions throughout
our international geographies as well.
We also relied on an internally designed, innovation-driven process to identify
evolving customer problems and opportunities and determine how best to
deploy our capabilities in addressing them. These teams identified more than
$150 million in potential new revenue opportunities as well as the strategies and
processes needed to capture the additional growth businesses.
RESULTS THROUGH EXECUTION
Entering 2011, one of our major goals was to expand the Equifax share of
customer wallet both through product extension and more effective cross-
business unit selling. Our customers benefited from more relevant and
comprehensive solutions as a result of greater collaboration among our
Consumer, Commercial and Workforce Solutions (formerly TALX) business
units, which also resulted in more business captured from key customers. For
example, we became the primary credit reporting partner of a large, multi-national
bank by delivering a customized solution that combines IXI wealth and Workforce
Solutions employment data with our high-value credit information.
Customers are increasingly eager to leverage our industry- and data-unique
Decision360™ products. These solutions integrate current data sets that show a
multi-dimensional view of the consumer based on credit and payment history,
capacity-to-pay built on income and employment data, and collateral in terms
of wealth and estate assets. With this depth and breadth of information, our
solutions give customers an unparalleled decision-making perspective. Utilizing
technology that enables sub-second assessments, Equifax products stand
alone for many customers as singularly relevant and cost-effective solutions.
The delivery and execution of products and services reached an
unprecedented level in 2011, aided significantly by our far-reaching process
improvement program. With five years of impact on operations, our LEAN
program continues to sharpen and improve our efficiencies and business
processes across the Company and is a key catalyst in the crisper, faster
execution that Equifax demonstrated last year. As we further integrated LEAN,
we produced over $20 million in incremental cost efficiencies during the year.
EXTENDING OUR REACH
A critical factor in the success of all business units last year was the continued
aggressive extension of our expertise to vertical segments beyond our roots in
the credit and financial/banking sectors. We are building on new foundational
capabilities added in recent years such as Keystone, through which we’re able
to link our various data sources and deliver highly tailored solutions for specific
customer needs. With the addition of more unique data sources and strategic
GROWTH YOU CAN COUNT ON
REVENUE BY BUSINESS UNIT*
(2011)
40% U.S. Consumer Information Solutions (USCIS)
25% International
21% Workforce Solutions
9% North America Personal Solutions (PSOL)
5% North America Commercial Solutions (NACS)
* From continuing operations
REVENUE BY INDUSTRY*
(2011)
26% Financial
15% Mortgage
11% Consumer
10% Employers
7% Telco
7% Commercial
5% Retail
4% Auto
15% Other (includes: Insurance, Government, Resellers,
Marketing Services, Healthcare)
* From continuing operations
Financial
Telco
Commercial
Consumer
Mortgage
Other
Auto
Retail
Employers
USCIS
NACS
WORKFORCE
SOLUTIONS
PSOL
INTERNATIONAL
2 EQUIFAX 2011 ANNUAL REPORT