DATA APPENDAGE - IDENTIFYING YOUR BEST PROSPECTS
Learning as much as possible about your customers will help you then identify like prospects, saving your marketing budget for your most likely and most profitable prospects.
This information is developed by overlaying demographic information on your customer file. The key elements for overlay are: SIC (Business Type), Size (Employee and/or sales). From this information, your best prospects are than ranked from high to low, sample portion of a report:
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SAMPLE CUSTOMER PROFILE
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RANKED HIGH TO LOW
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SIC
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Description
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Quantity
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% Total
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Total Emps
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Total Sales
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8712-0000
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Architectural services
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563
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36.1
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17,118
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2,180.30
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8711-9903
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Consulting engineer
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189
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12.1
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8,261
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1,240.60
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8712-0101
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Architectural engineering
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130
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8.3
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5,113
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514.3
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8711-0000
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Engineering services
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109
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7
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4,166
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404.4
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8711-0402
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Civil engineering
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85
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5.4
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3,730
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373.1
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8748-9905
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Environmental consultant
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36
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2.3
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709
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71.9
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8711-0404
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Structural engineering
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35
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2.2
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647
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52.3
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0781-0201
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Landscape architects
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28
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1.8
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538
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45.9
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8711-0202
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Mechanical engineering
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21
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1.3
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540
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62.7
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8742-0000
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Management consulting services
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19
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1.2
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757
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64.1
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8748-0000
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Business consulting, nec
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15
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1
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321
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39.9
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7389-0602
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Interior designer
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14
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0.9
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454
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42.6
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8713-0000
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Surveying services
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13
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0.8
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394
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26.2
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8711-9905
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Electrical or electronic engineering
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13
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0.8
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186
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17.7
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8712-0100
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Architectural engineering
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9
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0.6
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240
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21.6
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7389-0603
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Interior decorating
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8
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0.5
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186
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14.2
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7336-0103
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Graphic arts and related design
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6
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0.4
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153
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12.5
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7389-0600
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Interior design services
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6
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0.4
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98
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5.2
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8742-0400
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Industry specialist consultants
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6
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0.4
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168
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51.6
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8711-0401
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Building construction consultant
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5
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0.3
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120
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103.8
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6512-0100
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Commercial and industrial building operation
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5
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0.3
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115
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7.8
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