Opportunity Mapping and Targeting positions your company's unique set of offerings in front of the highest potential customers and prospects in your key markets.

Targeting your company's energies on the right markets, customers and prospects insures that you get the most from your scarce sales and marketing resources. The Cura Group's Opportunity Mapping and Targeting process can identify, screen and aggregate customers and prospects into logical, efficient and high potential groups so that your investment in marketing and sales resources is positioned to yield the highest returns for your company. By combining your historical sales and contact data with externally available industry databases and state of the art digital mapping and analysis capabilities, we can help you expand your vertical and geographical markets and add high potential prospects that present opportunities that you may never have thought of previously.

We begin with precise choreographed steps that will systematically lead you to an entirely new level of marketing and sales efficiency:

1. Access and evaluate your current customer account database. We start the process with the facts. By analyzing 5 years of historical sales and contact data, including total sales volume, individual purchases by product line, margins, SIC codes, location, customer size, etc. we can develop a solid starting point. When we start with the facts the results are always grounded by reality.

2. Identify the predominant and consistent factors to profile your markets, customers and target prospects. We will analyze your customer data to find predominant SIC Code and other classifications to help categorize your current markets and customers. By developing a thorough understanding of the profile of your target market and ideal customers that make it up we can start to really grow your opportunities. Our trained staff will evaluate the criteria to determine if external databases should be purchased or if any linking of data would be beneficial. The objective is to expand the database with key information about all the potential prospects that would likely benefit from your product and service offerings in all the markets both geographical and vertical that you want to target.

3. Accounts are prioritized and grouped by "Opportunity Factors" that help define the best close probability and highest potential sales volume. We use all the detailed information about each account in the expanded database such as SIC codes, size, location, prior sales history, preferred product lines, etc. to develop expectations regarding their behavior or "Opportunity Factors". Since the "Opportunity Factors" are developed from data that now exists in the expanded database, accounts can be grouped based on their overall potential. By using this approach we can open up doors that not only benefit your current customer base, but will also be integral in presenting your offerings to new high potential prospects as well.

4. Accounts are displayed visually to help drive decisions regarding territory development A picture is worth a thousand words! Your custom crafted database can now be mapped by "opportunity Factors" using sophisticated mapping software to create a real picture of the opportunities for growth and increased marketing and sales efficiencies. Markets, products and geographies can be color-coded and prioritized by individual or groups of "Opportunity Factors". In addition, if available, competitor locations and their data can also be mapped to increase the information available to make some or all of the following determinations:

• Territory composition and boundaries
• Preferred Account and Sales Force Representative locations
• Overall structure of the sales organization

A sample Opportunity Map is depicted showing the potential sales by county. Territories are segmented.

As you can see, The Cura Group's approach to Opportunity Mapping and Targeting is all encompassing. We believe that incorporating a full scale analysis that includes both visual and tabulated studies of customers and prospects will lead to sustainable growth in profitable sales and increased efficiency in your marketing efforts. Contact us today and get ready to surpass your competition in a downturn economy.

The Cura Group
"We build SalesForces with our clients."