Territory And Customer Development - 2.4 Locating New Customers

Front 1

Name the three best resources for providing useful information about companies in a given territory.

Back 1

1. Referrals
2. Database Information Sources.
3. Phantom Job Shops

Front 2

What is the key to obtaining referrals?

Back 2

Long-term, trusting partnerships built on service and customer satisfaction.

Front 3

What questions shoud be asked to obtain a referral?

Back 3

1. Who else does your type of work?
2. Who does your subcontract work?

Front 4

Besides customers, what other personal referral sources are there?

Back 4

1. Sales associates and managers at your company.
2. Local trade associations.
3. Local professional association chapters like SME.
4. Tooling and accessory sales people.
5. Manufacturing software people.

Front 5

List the database information sources.

Back 5

1. Trade magazine mailing lists.
2. UCC Listings
3. Market research companies.
4. State industrial directories.
5. Individual city industrial directories.
6. The Thomas Register.
7. Business listings.
8. Internet-based data services.
9. Industry databases.
10. Internet search engines.
11. Local Yellow Pages.
12. Trade associations.
13. Help wanted advertising.
14. Business pages of local newspapers.

Front 6

What is the listing that provides the names of companies tha thave leased machines or purchased them with borrowed money in the last four or five years? Where is it available? What is the typical source?

Back 6

Uniform Commercial Code (UCC) Listing. State agengies. Equipment Data Associates (EDA).

Front 7

T or F: Cash purchased equipment is included on a UCC report.

Back 7

FALSE

Front 8

What resource lists large and small manufacturers by type of product and where can it be found?

Back 8

The Thomas Register. Local libraries.

Front 9

What is the typical resource for U.S. businesses that identifies the business name, full address, phone/fax, 6-digit SIC code,etc?

Back 9

Harris Industrial Guide.

Front 10

Name some of the most common source of Internet-based data services?

Back 10

1. Dunn & Bradstreet (D&B)(www.dandb.com)
2. Info USA (www.infoUSA.com)
3. Moody's Corporate Profiles (www.moodys.com)
4. Standard & Poors Register (www.standardandpoors.com)
5. Thomas Register On-line (www.thomasregister.com
6. Zapdata.com (www.zapdata.com)

Front 11

Name two examples of Industry Databases. What deeper insits to they offer?

Back 11

1. Hoovers Business Database (www.hoovers.com)
2. Public Register's Annual Report Service (www.prars.com).
Deeper insights into a customer's operations including average costs, profits on sales, and inventories.

Front 12

What type of trade associations are there?

Back 12

1. National Tooling & Machining Association (NTMA) (www.ntma.org)
2. Precision Machines Products Association (PMPA)(www.pmpa.org)

Front 13

Define "Phantom Shop"

Back 13

Job shops or contract machining shops that major manufacturers are sub-contracting work to.

Front 14

What are the characteristics of a Phantom Shop?

Back 14

1. Under 50 employees
2. They start, move, or cease operations with some frequency.
3. Hard to locate.
4. Over 50,000 contract shops across the country.

Front 15

T or F: Phantom jobs shops do not represent a growing market for machine tools and, therefore, time shoud not be spent locating them.

Back 15

FALSE