Experian 2010 Annual Report Download - page 25
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23
Expand our global reach
Introduction
2 – 11
Governance
52 – 84
Financial statements
85 – 160
Business review
12 – 51
Execute superior sales and operationsDeliver innovative data and analytics
DEVELOPING
THE SME MARKET
IN LATIN AMERICA
Of the 10 million businesses in Brazil, some 99% are classed as small to
medium-sized enterprises (SMEs). They employ most of the Brazilian
workforce and represent a huge opportunity for further growth and
prosperity in the region. For many of these businesses though, access
to the type of prospecting and customer management information that
larger organisations have come to rely upon, has been a challenge.
Over the past year, Experian has combined many of its capabilities
in Latin America into a suite of highly accessible products for the
smaller business user. The product range extends from prospecting
for new customers to assessing the credit risk of existing customers
and managing the collection of overdue accounts. New online and
telephone ordering channels have been established, together with a
sales team of over 500 people to support sales across the region.
Laercio Pinto, President of Experian’s Consumer and Business
Information Services in Latin America, explains: “We have already
acquired many thousands of new SME customers as a result of this
initiative. It has required investment and a change in culture to address
this new market, which will contribute signicantly to our own growth
in the coming years and to the strength of the SME sector”.