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Reaching Passive Buyers

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Reaching Passive Buyers

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Reaching Passive Buyers

  1. 1. November 16 2006 Rod Irwin Vice President, Salesgenie.com Reaching Passive Buyers
  2. 2. <ul><ul><li>Founded in 1972 by current Chairman & CEO, Vin Gupta with $100 initial investment </li></ul></ul><ul><ul><ul><li>CEO and family owns 40% of Company </li></ul></ul></ul><ul><ul><li>Started as a business database company in Omaha, NE </li></ul></ul><ul><ul><li>IPO in 1992 </li></ul></ul><ul><ul><ul><li>Traded on Nasdaq under the ticker symbol “IUSA” </li></ul></ul></ul><ul><ul><li>The Company has grown organically and through strategic acquisitions </li></ul></ul><ul><ul><ul><li>26 acquisitions since 1996 </li></ul></ul></ul><ul><ul><li>Acquisitions helped enhance content, open up new distribution channels, and provide entry into new vertical segments </li></ul></ul><ul><ul><li>Annual dividend of .23 cents per share paid out in Q1 2006 </li></ul></ul>Key Facts on InfoUSA
  3. 3. Who is infoUSA? <ul><ul><li>info USA is a leading provider of business and consumer databases, data processing and database marketing services – used primarily for sales lead development, new customer acquisition, and growing sales </li></ul></ul><ul><ul><li>We have the highest quality proprietary data. </li></ul></ul><ul><ul><li>We use cutting edge technology to create innovative products </li></ul></ul><ul><ul><ul><ul><li>Salesgenie.com, Credit.net, and other subscription products </li></ul></ul></ul></ul><ul><ul><li>We control our own distribution channels with over 1,400 sales and client service people </li></ul></ul><ul><ul><li>We have a strong brand in small business and sales and marketing department of major corporations </li></ul></ul><ul><ul><li>We invented the sales leads/mailing list industry for small customers </li></ul></ul>
  4. 4. Blank slide Active Buyers vs. Passive Buyers <ul><ul><li>Active Buyers: </li></ul></ul><ul><ul><ul><ul><li>Short decision time </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Price sensitive </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Research their decision via the Internet, friends and family, etc. </li></ul></ul></ul></ul><ul><ul><li>Passive Buyers: </li></ul></ul><ul><ul><ul><ul><li>Longer decision time due to unfamiliarity with product or service </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Not price sensitive </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Loyal to the person/company who introduced them to the product or service </li></ul></ul></ul></ul>
  5. 5. Means of Reaching & Influencing Buyers <ul><ul><li>Traditional </li></ul></ul><ul><ul><li>Active Buyers: </li></ul></ul><ul><ul><ul><ul><li>Yellow Pages </li></ul></ul></ul></ul><ul><ul><ul><ul><li>In Store Promotions </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Tradeshows </li></ul></ul></ul></ul><ul><ul><li>Passive Buyers: </li></ul></ul><ul><ul><ul><ul><li>Print Advertising </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Direct Mail </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Television </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Radio </li></ul></ul></ul></ul><ul><ul><li>New </li></ul></ul><ul><ul><li>Active Buyers: </li></ul></ul><ul><ul><ul><ul><li>Online Pay-per-Click </li></ul></ul></ul></ul><ul><ul><ul><ul><li>SEM </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Company Website </li></ul></ul></ul></ul><ul><ul><li>Passive Buyers: </li></ul></ul><ul><ul><ul><ul><li>Online Banner Ads </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Online Rich Media </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Dimensional Mail </li></ul></ul></ul></ul><ul><ul><ul><ul><li>B-to-B Outbound TM </li></ul></ul></ul></ul>
  6. 6. Google Media Expansion <ul><ul><li>Passive buyer markets: </li></ul></ul><ul><ul><ul><ul><li>Print Advertising </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Direct Mail </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Television </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Radio </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Recent Acquisitions and Partnerships: </li></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>dMarc Broadcasting </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Fox Interactive Media </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>YouTube </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>EBay </li></ul></ul></ul></ul></ul>
  7. 7. infoUSA Online Adjustments <ul><ul><li>Past Business Model: </li></ul></ul><ul><ul><ul><ul><li>Pay per lead sales model </li></ul></ul></ul></ul><ul><ul><ul><ul><li>One time list sales </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Specific industry reliance </li></ul></ul></ul></ul><ul><ul><ul><ul><li>New Business Model: </li></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>On-demand subscription model </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Online database access </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>24/7 deliverability </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>E-mail </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>CRM </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Customer analysis </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>End-to-End solutions </li></ul></ul></ul></ul></ul>                                                                                
  8. 8. <ul><li>Unlimited Access - 12 top National databases. Automatic updates. </li></ul><ul><li>Contact Manager – to help manage follow-ups, appointments and regular contacts with customers </li></ul><ul><li>Print direct to labels – print you leads in seconds, TIME SAVER! </li></ul><ul><li>ZIPMailUSA.com – built in resource for direct mail campaign management. </li></ul><ul><li>Detailed Business Credit Reports! Wealth of info. </li></ul>Introducing Unlimited Sales Leads

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