Trucking Turning Up Your Sales Priority Prospects Meeting

Trucking Turning Up Your Sales Priority Prospects

Meeting Purpose An introduction to how Randall-Reilly is using predictive modeling to identify prospects that turn into sales.

Agenda 1. Introductions 2. Priority Prospects Overview 3. Q&A 4. What else? Randall-Reilly | Priority Prospects 3

B 2 B Buyer’s Journey 70% Of decision-making process occurs before B 2 B buyer talks to a sales rep Source: 2017 Forbes, How to Turn B 2 B Buyers into Sales Prospects, According to Data How Can You Disrupt The Buyer’s Journey? Randall-Reilly | Priority Prospects 4

78% Of sales go to the first sales person to contact the prospect. Source: www. speak 2 leads. com/ Wouldn’t knowing what and when a prospect is going to buy be a significant game changer? Randall-Reilly | Priority Prospects 5

Priority Prospects

Our Prospect Generation Advantage ● ● ● Identify in-market prospects before they speak to competitors Use data to score best prospects Improve inventory turnover with more prospects Randall-Reilly | Priority Prospects 7

Who Is Visiting Your Website? Randall-Reilly | Priority Prospects 8

Priority Prospects: Knowing Them is Easy Randall-Reilly | Priority Prospects 9

Knowing Who Will Buy is Key Daily Prospect Score Email Randall-Reilly | Priority Prospects Prospect Profile 10

Not Just the Scored Prospects! Daily Prospect Score Email Weekly email includes: Full report includes: • • • Identified Traffic Page Views Matched to EDA Your Prospects Likelihood to Buy Opportunity for More Prospects Top 3 Companies Visiting Your Site Company Page Detail Companies Page Views Summary Weekly Email All Identified Prospects Randall-Reilly | Priority Prospects 11

What Makes Our Prospect Scoring So Highly Predictive? Different industries utilize equipment at different rates. Larger companies tend to use equipment more efficiently. Company Size In some climate regions, equipment may be idle during summer or winter. Prior Purchases Industry Likelihood to Buy Score Location/ Geography/ Climate Employee Count Revenue Infrequent buyers who have recently bought are not very likely to buy. Frequent buyers who have not bought recently are very likely to buy. Employee count is sometimes an indicator of equipment usage. Revenue denotes Client base. Model: Randall-Reilly | Priority Prospects Industry-specific models Accuracy validated 12

Closed Loop Reporting Prototype Randall-Reilly | Priority Prospects 13

Closed Loop Reporting Prototype Randall-Reilly | Priority Prospects 14

Engage Most Likely to Buy Prospects Before Your Competition Web Visitor Owner-Operator • • Prospect Score: 91 2 Trucks 2 Cummins Avg. Age 11 years Randall-Reilly | Priority Prospects Dealer • • • Prospect Score: 86 235 Units 47 Ford 46 Freightliner Avg. Age 5 years For-Hire/Private Fleet • • Prospect Score: 89 100 Trucks 45 Cummins Avg. Age 3 years 30% Vertically Integrated Volvo 15

B 2 B Buyer’s Journey 70% 78% Of decision-making process occurs before B 2 B buyer talks to a sales rep 78% of sales go to the first sales person to contact the prospect. Sources: 1) 2017 Forbes, How to Turn B 2 B Buyers into Sales Prospects, According to Data, 2) www. speak 2 leads. com/ Randall-Reilly | Priority Prospects 16

Data-Driven Digital Advertising Customize Your Audience By: Search & Web Content Retargeting Brand Affinity Equipment Owned Randall-Reilly | Priority Prospects 1 st Party Audiences Predictive Modeling Geofencing (down to 10 x 10 m) B 2 B Targeting SIC Codes Online Behavior 17

Digital Campaign Performance Platform Company Name Campaign Hub The visualized data will allow you to: Identify and act on emerging trends more quickly Understand your driver calling patterns Maximize ROI Randall-Reilly | Priority Prospects Performance Summary Conversion Rate Leads by Response Type Cost Per Lead Budget by Month Much More. . . 18

Updated 12/19