The expansion of Ukrainian companies into foreign markets increases the importance of conducting preliminary checks on potential buyers and distributors. The risks are particularly high when working with a new counterparty on deferred payment terms, Dun & Bradstreet analysts note.
One of the tools for such checks is Dun & Bradstreet’s (D&B) international business information databases, which make it possible to identify a company, verify its registration data, ownership structure, financial indicators, operating history and associated risks.
When entering a new market, Ukrainian companies often focus primarily on finding a buyer and agreeing on commercial terms, while checking the buyer’s solvency remains a secondary task.
“Receiving an order does not yet mean receiving the money. For an exporter, a situation is particularly dangerous when the first large shipment is made to a new partner with deferred payment. Before signing such a contract, it is necessary to understand whether the company actually exists, how long it has been operating, what its financial indicators are, who its owner is and how high the credit risk associated with this counterparty is,” said Maksym Urakin, Director of Development and Marketing at Interfax-Ukraine, Head of the D&B-Interfax-Ukraine business unit, PhD in Economics.
Dun & Bradstreet has a global database containing information on hundreds of millions of companies. A unique nine-digit D-U-N-S Number is used to identify businesses, making it possible to distinguish between legal entities with similar names and link companies within corporate groups.
For a Ukrainian exporter, such a check is particularly relevant when working with companies that are offering a large contract for the first time, requesting a significant payment deferral or acting as intermediaries between the manufacturer and the end buyer.
Depending on the country and the availability of information, a D&B business report may contain registration details, information about executives and owners, financial statements, information on corporate relationships, credit ratings and other indicators used for risk assessment.
“The cost of a check is almost always incomparable with the potential loss from a single unpaid export shipment. International business information should be viewed not as an additional reference, but as one of the elements of the decision-making procedure regarding the credit limit, the amount of prepayment and the terms of the contract,” Maksym Urakin believes.
At the same time, negative information about a potential partner does not necessarily mean that the transaction should be rejected. It may serve as a basis for changing its terms — increasing the prepayment, reducing the size of the first shipment, using a bank guarantee, trade credit insurance or shortening the deferred payment period.
Dun & Bradstreet is an international provider of business data and analytical solutions whose history began in 1841. The company provides tools for business identification, counterparty verification, assessment of credit and commercial risks, compliance, supply chain management and work with corporate data.
The official representative of Dun & Bradstreet in Ukraine is the Interfax-Ukraine news agency. The specialized D&B-Interfax-Ukraine unit helps Ukrainian companies work with international business data, verify foreign partners and obtain a D-U-N-S Number.
Questions can be submitted through the specialized D&B resource — dnb.ua, by email at Urakin@interfax.kyiv.ua or by phone at +38 (044) 270-65-74.
COUNTERPARTY, D&B, DUN & BRADSTREET, EXPORT, UKRAINE, URAKIN
