Armed with Data: The Different Between Success and Failure

The old adage “time is money” is most apparent among sales professionals. Sales people have to decide which companies to target that will net them the most attractive client for their employer. Knowing which companies to pursue, and which to avoid, can be the difference between success and failure. Information is power, and Kaulkin Ginsberg provides the information needed, whether you’re looking to expand your presence in a particular sector, or diversify your client base by entering a new market segment altogether.

Case studies on specific credit grantors in key market segments in the U.S. Accounts Receivable Management (ARM) industry are available exclusively for members of KG Prime, free of charge. If you’re not a member of KG Prime, click here to sign your company up. You will obtain a company code that you can share with your sales staff. Once you’re on the site, click on ‘Market Segments’, choose an ‘Area’ of interest, and select ‘Case Studies’ as your ‘Topic’. You will see a list of companies that Kaulkin Ginsberg analysts researched. Click on any of the individual companies and your sales staff will be armed with the data they need to decide which companies to target, which to avoid, and what topics to discuss at prospect meetings.

For example, did you know that the financial services sector is starting to grow again after years of reductions and setbacks? Does your sales team know which banks offer the best opportunities to pursue and which banks to stay away from? Perhaps HSBC is on your list of client prospects. If you reviewed KG Prime’s case studies you would know that HSBC is among the smallest financial institution included in our set of case studies. HSBC experienced a substantial increase in its total revenue after its credit card fees rose from purchasing about $6.3 billion of General Motors and Union Plus MasterCard receivables in 2009. This seems enticing, but if you read the case study further you will learn that HSBC agreed to sell its Card and Retail Services business to Capital One in 2011. In contrast to many other large commercial banks, much of HSBC’s net charge-offs are not attributed to credit cards – once again due to its sale to Capital One. The vast majority of net charge-offs are attributed to commercial loans and mortgages, and, if your company isn’t servicing those markets, you are better off not pursuing HSBC as a client.

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