Targeting Buyers with Growth Momentum

With the decline in the U.S. economy, the companies that have identified growth markets are prospering.  Are you targeting the organizations that are adding or reconfiguring capacity by investing in machinery, equipment, and people?  In even the toughest business climate, there are businesses with growth momentum.  Are you constantly aware of who they are and to what degree they are growing?  Do you know which ones are in your sales territory and what types of companies have they evolved to become?

A traditional method of collecting this information is to use a SIC or NAICS search. There is a correlation between industry type and recent revenue growth, and this can show which companies might be in growth mode.  Such an analysis can provide the names of some prospects; however, you may find it challenging to sort this list by companies investing in your type of equipment. Additionally, you will miss the companies with inaccurate SIC or NAICS as well as the contract manufacturers supplying the OEMs.

A more accurate source to identify growing companies relies on UCC filing activity, regardless of their SIC or NAICS.  Not only do UCC filings identify growing companies, you will find companies proven to have growth momentum for your type of equipment.

A UCC filing is a public record used to establish a lien on a piece of equipment used as collateral in a financing agreement. These records often include the buyer’s company and contact info, lender, and the type of equipment financed including year, manufacturer, model and serial number. Most states offer some level of search capability through their Secretary of State’s website; however, the search parameters are often limited to the transaction ID or buyer’s company name. There is an easier way.

For over 20 years, Equipment Data Associates (EDA) has perfected the process of collecting, standardizing, and enhancing UCC data. Through its proprietary online tools, Catapult and Catapult Analytics, EDA clients can easily filter through the clutter to identify the prospects with the most potential for their market. Such parameters include: equipment type, manufacturer, model, lender, geography, fleet size, and more.

To learn more about UCC data, EDA and Catapult, check out the virtual demo at www.demos.edadata.com.

David Austin is a Product Manager at EDA
daustin@edadata.com | 704-858-2971

1. SIC is Standard Industrial Classification.
2. NAICS is North American Industrial Classification System.