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Using UCC Data to Identify Hot Prospects
Using UCC Data to Identify Hot Prospects
Using UCC Data to Identify Hot Prospects
Equipment Sales and Marketing: The New Rules
Who is EDA
What’s a UCC?
Prospecting with UCCs
Prospecting with UCCs 2.0
Equipment Sales and Marketing: The New Rules
Equipment Sales and Marketing: The New Rules
Equipment Sales and Marketing: The New Rules
Problem 1: Buyers have become desensitized to marketing
Equipment Sales and Marketing: The New Rules
OOnnee--ttoo--mmaannyy !!
mmaarrkkeettiinngg nnoo !!
lloonnggeerr wwoorrkkss!!!!
Equipment Sales and Marketing: The New Rules
Buyers are looking for…
and expect…
one-to-one conversations.!
Equipment Sales and Marketing: The New Rules
SSeenndd tthhee rriigghhtt mmeessssaaggee,, !!ttoo tthhee rriigghhtt aauuddiieennccee,, !!aatt tthhee rriigghhtt ttiimmee..!!
Timeliness and Segmentation
Equipment Sales and Marketing: The New Rules
Problem 2: Consumer confidence is shaken
Equipment Sales and Marketing: The New Rules
Focus on active buyers
BBuuyyiinngg aaccttiivviittyy == ppoossiittiivvee
ccaasshh ffllooww == ggrroowwtthh!!
Equipment Sales and Marketing: The New Rules
Problem 3: Without new leads, sales reps will continue to
call the same prospects
CCooww ppaatthh..!!
Who is EDA?
Who is
Who is EDA?
•!Equipment Data Associates, est. 1988 -! Headquartered in Charlotte,
NC with 55 employees
•!Nation s premiere provider of UCC-1 marketing intelligence -! Unmatched access to the
detailed purchasing history of equipment buyers
•! Track financing activity in eleven industries including: -! Agriculture, Construction, Copiers,
Lift Trucks, Logging, Machine Tools, Printing, Trucking, and Woodworking
Who is EDA?
Who is EDA?
What’s a UCC
What’s a UCC? "!#$$!%&!'()*!)!+,-.,/!0&,&!*1!2,/3,4*!)!+%,-!1-!)!2%,4,!13!41++)*,/)+5!6(,!7+%-8!-197,&!1*(,/!+,-.,/&:!.,)+,/&!)-.!1*(,/!%-*,/,&*,.!2)/9,&!*()*!*(,/,!%&!)!&,40/%*;!%-*,/,&*!%-!)!2%,4,!13!41++)*,/)+5!
What’s a UCC
When is a UCC filed? "!7+%-8!*)<,&!2+)4,!'(,-!*(,!7-)-4%-8!)8/,,=,-*!%&!41=2+,*,.!'%*(!*(,!.,>*1/5!?*!%&!*(,!+,-.,/@&!/,&21-&%>%+%*;!*1!7+,!2/1=2*+;!*1!&,40/,!*(,!41++)*,/)+5!
What’s a UCC
How is a UCC filed? 6(,!+,-.,/!0&,&!)!31/=!4)++,.!)!#$$AB!%-.%4)9-8!)-!1/%8%-)+!)8/,,=,-*!%&!41=2+,*,.!)-.!7+,.!'%*(!*(,!C,4/,*)/;!13!C*)*,!%-!'(%4(!*(,!.,>*1/!/,&%.,&5!
What’s a UCC
What’s a UCC
What’s a UCC
What’s a UCC
What’s a UCC
Prospecting with UCCs
Prospecting with UCCs
Prospecting with UCCs
LLooookk ffoorr tthhee UUCCCC
rreesseeaarrcchh oorr sseeaarrcchh
lliinnkk oonn tthhee SSOOSS ssiittee!!
Prospecting with UCCs
SSeeaarrcchh ffoorr ccoommppaannyy!!
oorr iinnddiivviidduuaall nnaammee!!
Prospecting with UCCs
Prospecting with UCCs
CClliicckk ffiillee nnuummbbeerr ttoo vviieeww rreeccoorrdd!!
Prospecting with UCCs
CClliicckk ffiillee nnuummbbeerr
aaggaaiinn ttoo vviieeww aaccttuuaall UUCCCC--11 ffiilliinngg!!
CClliicckk ffiillee nnuummbbeerr
aaggaaiinn ttoo vviieeww aaccttuuaall UUCCCC--11 ffiilliinngg!!
Prospecting with UCCs
Prospecting with UCCs 2.0
Prospecting with UCCs 2.0
Prospecting with UCCs 2.0
SSppeecciiffiieess UUCCCCss ffiilleedd
iinn tthhee ffiirrsstt qquuaarrtteerr!!
ooff 22000088 oonnllyy!!
LLooookkiinngg ffoorr eeqquuiippmmeenntt
iinn CChhaarrlloottttee,, NNCC!!
Prospecting with UCCs 2.0
TThhiiss qquueerryy rreettuurrnnss
229922 ppiieecceess ooff eeqquuiippmmeenntt ffiinnaanncceedd
bbyy 6666 uunniiqquuee bbuuyyeerrss!!
Prospecting with UCCs 2.0
EExxppoorrtt qquueerryy rreessuullttss iinn aannyy ooff
sseevveerraall rreeppoorrtt
ooppttiioonnss!!
Prospecting with UCCs 2.0
HHeerree’’ss tthhee eeqquuiippmmeenntt wwee
ffoouunndd oonn tthhee NNCC SSooSS
ssiittee,, pplluuss lloottss mmoorree!!!!
Prospecting with UCCs 2.0
AAllssoo eexxppoorrtt aa ddeedduuppeedd mmaaiilliinngg lliisstt
sspprreeaaddsshheeeett!!
Prospecting with UCCs 2.0
HHeerree’’ss tthhee bbuuyyeerr
wwee ffoouunndd oonn tthhee oorriiggiinnaall SSooSS
sseeaarrcchh!!
Prospecting with UCCs 2.0
pplluuss……!!
Prospecting with UCCs 2.0
aa wwhhoollee lloott mmoorree!!!!
Prospecting with UCCs 2.0
UUssee tthhiiss lliisstt ttoo::!!
11.. SSeenndd ttoo TTeelleemmaarrkkeettiinngg ttoo
sscchheedduullee aappppooiinnttmmeennttss!!
Prospecting with UCCs 2.0
UUssee tthhiiss lliisstt ttoo::!!
22.. SSeenndd ttaarrggeetteedd,,
rreelleevvaanntt ddiirreecctt mmaaiill
bbaasseedd oonn aaggee aanndd
ttyyppee ooff eeqquuiippmmeenntt ffiinnaanncceedd!!
Prospecting with UCCs 2.0
UUssee tthhiiss lliisstt ttoo::!!
33.. AAnndd,, pprroovviiddee ttoo ssaalleess rreeppss aass aa
ffooccuusseedd pprroossppeeccttiinngg lliisstt!!
Using UCC Data to Identify Hot Prospects
1.! The days of batch-and-blast marketing are gone; buyers are looking for timely, relevant messaging
2.! UCCs offer copier dealers a way to focus their prospecting efforts through segmentation by age and type of equipment
3.! Every Secretary of State’s office offers searching, albeit limited, for UCC filings
4.! EDA’s online database of UCC records enables searching via 24 filters to produce highly targeted prospecting lists
Take-aways
Using UCC Data to Identify Hot Prospects
Take-aways
TThhaannkkss ffoorr yyoouurr ttiimmee!!!!
