Bredin Fastcast: Supporting Your SMB Sales Team with Content
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One of the biggest challenges our clients in SMB marketing have is collaborating with their sales colleagues to develop effective sales materials. A key part of this challenge is knowing exactly what SMBs want from a salesperson, and when to engage with them. To find out how you can better connect with SMBs via sales content, we recently surveyed 386 U.S. SMB principals.
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Bredin Fastcast: Supporting Your SMB Sales Team with Content
- 1. Supporting Your SMB Sales Team with Content May 25, 2017 Bredin www.bredin.com 617-945-9733
- 2. Increasing Sales to SMBs 2 Insight Lead Gen Content Sales Support
- 3. • 2017 SMB business outlook • Information sources for awareness, research and purchase • How and when SMBs want to engage with a salesperson • How, and how often, SMBs want to hear from a salesperson • What SMBs want in your sales content • How to accelerate a sale • Sales content ratings for 72 leading SMB marketers 3 Research Objective Help marketers support their SMB sales colleagues through content
- 4. Methodology How • 15-minute online survey Who • 386 principals of U.S. companies with <500 employees (5%+/- CI) • 137 with <20 employees (97.7% weighting) • 149 with 20-99 employees (1.9% weighting) • 100 with 100-500 employees (.3% weighting) • Any industry • See slides 39-43 for participant demographics When • March 31 – April 8, 2017 1 2 3 4
- 6. 6 2017 Business Outlook What is your revenue outlook for 2017, compared to 2016? More ¾ of SMBs with 20+ employees expect to grow in 2017 59% 46% 26% 29% 35% 20% 10% 17% 38% 0% 1% 10% 1% 1% 6% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% 100-500 20-99 1-19 Up by 10% or more Up, by less than 10% Same as 2016 Down, by less than 10% Down by 10% or more n=137* n=149* n=100* *unweighted 26% 20% 37% 10% 6% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% General n=386
- 7. After we first learn about a product or service On an ongoing basis, for example via occasional calls or emails Once we are considering purchasing a product or service Once we are ready to purchase a product or service 0% 10% 20% 30% 40% 50% 60% 70%7 Salesperson Contact Preference On a scale of 1 (do not want at all) to 5 (want very much), please rate when you want to hear from a salesperson: In general, SMBs prefer to hear from a salesperson when they are ready to make a purchase n=384 Top-two box
- 8. After we first learn about a product or service On an ongoing basis, for example via occasional calls or emails Once we are considering purchasing a product or service Once we are ready to purchase a product or service 0% 10% 20% 30% 40% 50% 60% 70% 80% 1-19 20-99 100-5008 Salesperson Contact Preference: Company Size On a scale of 1 (do not want at all) to 5 (want very much), please rate when you want to hear from a salesperson: Larger SMBs want to hear from a salesperson early in the buying process n=384 Top-two box unweighted
- 9. Ranking options Selecting a specific solution (e.g., a particular model or configuration) Researching solutions Defining requirements Comparing features and pricing 0% 10% 20% 30% 40% 50% 60% 70% 80%9 Salesperson Intercept As a general rule, when you’re assessing products and services for your business, what aspects of a purchasing decision have you already completed before you want to speak with a salesperson? (select all that apply) SMBs want the most help selecting a specific solution, and ranking options, from a salesperson n=379
- 10. Instagram Outdoor billboard or signage Audio podcast Radio Infographic Twitter Interactive tool Case study eBook / guide / handbook Pinterest Blog Banner / display ad Checklist / worksheet Research report Press release One-off email External / third-party consultant White paper Forum or discussion board YouTube LinkedIn Analyst report Webinar / webcast Print newsletter In-house staff TV Facebook Email newsletter Article Postcard, letter or catalog in the mail Newspaper / magazine (print or online) Video on vendor’s website Call or meeting with vendor sales representative Resources section of a vendor’s website Online review Event or trade show Peer / colleague Product section of vendor’s website 0% 5% 10% 15% 20% 25% 30% 35% 40% 45%10 Product Awareness On a scale of 1 (very unlikely) to 5 (very likely), please rate how likely you are to first learn about products or services for your business via each of these specific sources / content formats. SMBs are most likely to learn about new offerings on the product section of a vendor’s website n=385 Top-two box
- 11. Instagram Outdoor billboard or signage Audio podcast Infographic Radio Twitter Case study eBook / guide / handbook Interactive tool Blog Pinterest Banner / display ad Checklist / worksheet Research report Press release External / third-party consultant Forum or discussion board One-off email White paper Analyst report LinkedIn YouTube Webinar / webcast In-house staff Print newsletter TV Facebook Article Email newsletter Postcard, letter or catalog in the mail Newspaper / magazine (print or online) Video on vendor’s website Call or meeting with vendor sales representative Resources section of a vendor’s website Event or trade show Online review Peer / colleague Product section of vendor’s website 0% 10% 20% 30% 40% 50% 60% 70% 80% 1-19 20-99 100-500 11 Product Awareness: Company Size On a scale of 1 (very unlikely) to 5 (very likely), please rate how likely you are to first learn about products or services for your business via each of these specific sources / content formats. …but awareness sources vary by company size n=385 Top-two box unweighted
- 12. Instagram Outdoor billboard or signage Audio podcast Radio Infographic Twitter Interactive tool Case study eBook / guide / handbook Pinterest Blog Banner / display ad Checklist / worksheet Research report Press release One-off email External / third-party consultant White paper Forum or discussion board YouTube LinkedIn Analyst report Webinar / webcast Print newsletter In-house staff TV Facebook Email newsletter Article Postcard, letter or catalog in the mail Newspaper / magazine (print or online) Video on vendor’s website Call or meeting with vendor sales representative Resources section of a vendor’s website Online review Event or trade show Peer / colleague Product section of vendor’s website 0% 10% 20% 30% 40% 50% 60% 18-34 35-49 50+ 12 Product Awareness: Respondent Age On a scale of 1 (very unlikely) to 5 (very likely), please rate how likely you are to first learn about products or services for your business via each of these specific sources / content formats. …and by the individual’s age n=385 Top-two box
- 13. Product Research: Company Size On a scale of 1 (very unlikely) to 5 (very likely), please rate how likely you are to use each of these sources / content formats when you are researching products or services for your business. Search is the most important source of research information for SMBs <100 employees Instagram Outdoor billboard or signage Audio podcast Blog Infographic Pinterest Banner / display ad Twitter eBook / guide / handbook Radio Checklist / worksheet Press release Interactive tool Forum or discussion board Case study Analyst report LinkedIn TV White paper One-off email External / third-party consultant Webinar / webcast Research report YouTube Facebook Print newsletter Newspaper / magazine (print or online) Email newsletter Article Video on vendor’s website In-house staff Postcard, letter or catalog in the mail Call or meeting with a vendor sales representative Event or trade show Resources section of a vendor’s website Online review Product section of a vendor’s website Peer / colleague Search 0% 10% 20% 30% 40% 50% 60% 70% 80% 1-19 20-99 100-500 n=384 Top-two box unweighted 13
- 14. Infographic Radio Press release Banner / display ad Instagram Pinterest Twitter Audio podcast Outdoor billboard or signage LinkedIn Blog One-off email Interactive tool Facebook eBook / guide / handbook TV White paper Webinar / webcast Forum or discussion board Print newsletter Case study Checklist / worksheet Postcard, letter or catalog in the mail Email newsletter YouTube Newspaper / magazine (print or online) External / third-party consultant Article Analyst report In-house staff Research report Video on vendor’s website Resource section of a vendor’s website Online review Event or trade show Peer / colleague Search Call or meeting with vendor sales representative Product section of a vendor’s website 0% 10% 20% 30% 40% 50% 60% 70% 1-19 20-99 100-500 On the same scale, please rate how likely you are to use each of these sources / content formats to make a final purchase decision on products or services for your business. A salesperson is the most important purchase influencer for SMBs with 20-99 employees… n=383 Top-two box unweighted 14 Purchase Decision: Company Size
- 15. Infographic Radio Press release Banner / display ad Instagram Pinterest Twitter Audio podcast Outdoor billboard or signage LinkedIn Blog One-off email Interactive tool Facebook eBook / guide / handbook TV White paper Webinar / webcast Forum or discussion board Print newsletter Case study Checklist / worksheet Postcard, letter or catalog in the mail Email newsletter YouTube Newspaper / magazine (print or online) External / third-party consultant Article Analyst report In-house staff Research report Video on vendor’s website Resource section of a vendor’s website Online review Event or trade show Peer / colleague Search Call or meeting with vendor sales representative Product section of a vendor’s website 0% 10% 20% 30% 40% 50% 60% 18-34 35-49 50+ 15 Purchase Decision: Respondent Age On the same scale, please rate how likely you are to use each of these sources / content formats to make a final purchase decision on products or services for your business. …and for Millennials and Boomers… n=383 Top-two box
- 16. Purchase Decision: 2017 Business Outlook On the same scale, please rate how likely you are to use each of these sources / content formats to make a final purchase decision on products or services for your business. …and for slow-growth companies Infographic Radio Press release Banner / display ad Instagram Pinterest Twitter Audio podcast Outdoor billboard or signage LinkedIn Blog One-off email Interactive tool Facebook eBook / guide / handbook TV White paper Webinar / webcast Forum or discussion board Print newsletter Case study Checklist / worksheet Postcard, letter or catalog in the mail Email newsletter YouTube Newspaper / magazine (print or online) External / third-party consultant Article Analyst report In-house staff Research report Video on vendor’s website Resource section of a vendor’s website Online review Event or trade show Peer / colleague Search Call or meeting with vendor sales representative Product section of a vendor’s website 0% 10% 20% 30% 40% 50% No growth Slow growth Fast growth n=383 Top-two box 16
- 17. Call or meeting with vendor sales representative Product section of a vendor's website Resource section of a vendor's website Online review Video on vendor website Research report Search Analyst report Case study Interactive tool Checklist / worksheet Webinar / webcast Event or trade show eBook / guide / handbook Forum or discussion board Article White paper In-house staff Peer / colleague Email newsletter Postcard, letter or catalog in the mail YouTube Newspaper / magazine (print or online) Print newsletter One-off email Blog Infographic Press release Audio podcast Facebook TV Pinterest LinkedIn Outdoor billboard or signage Banner / display ad Radio Instagram Twitter 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Awareness Research Purchase 17 Purchase Cycle For each of the sources / content formats below, please select the stage in the purchase cycle – awareness (i.e., where you first learn about a product or service), research (i.e., investigation / evaluation) or purchase (i.e., make a final purchase decision) – where you are most likely to use that source / content format. SMBs see the salesperson as most important for the purchase stage n=varies
- 18. White paper Handbook or guide on a business management topic, like how to get new customers Customer stories or case studies Research report Checklist or worksheet to determine the right configuration or option for your needs Sheets or brochures describing the product or service 0% 10% 20% 30% 40% 50% 60% 70% 80% 1-19 20-99 100-50018 Print Materials: Company Size When you meet with a salesperson to discuss a product or service for your business, on a scale of 1 (do not like at all) to 5 (like very much), please rate how much you like each of these kinds of print materials they might review with you. Print material preference varies by company size n=382 Top-two box unweighted
- 19. Video on a business management topic, like how to get new customers Video presenting customer stories or case studies Presentation featuring customer stories or case studies Presentation (like a PowerPoint) on product features and benefits Interactive tool to determine the right product configuration for your needs Video describing the product features and benefits Instant quote / order confirmation with specifications, costs, delivery timing, etc. 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 1-19 20-99 100-50019 PC, Tablet or Laptop Materials: Company Size On the same scale, please rate how much you like each of these kinds of materials a salesperson might review with you on a PC, tablet or laptop. SMBs universally prefer an instant quote tool n=373 unweighted
- 20. Format Preference by Industry Which is the one content format you would like most when you are meeting with a salesperson from each of these industries? It can be printed material, or presented on the salesperson’s PC or tablet. Please pick one for each industry. Analystreport Casestudies/customer stories/testimonials Checklistorworksheetto determinetheright configurationoroptionfor yourneeds eBook/guide/handbookon commonbusiness challenges Instantquote/order confirmationwith specifications,costs, deliverytiming,etc. Interactiveproduct configurator Presentationorvideo describingtheproductor service Presentationorvideo presentingcustomerstories orcasestudies Researchreport Sellsheets/product brochure Airlines 3% 8% 9% 0% 35% 6% 8% 6% 9% 16% Alternative / online lenders 10% 8% 16% 2% 21% 6% 5% 7% 9% 15% Cellphone / smartphone handset manufacturers 3% 11% 17% 4% 27% 3% 9% 4% 7% 16% Cellphone service providers 3% 8% 20% 1% 28% 6% 6% 3% 10% 14% Credit card companies 5% 8% 17% 2% 18% 3% 6% 3% 14% 24% Credit unions 7% 10% 18% 3% 17% 2% 5% 4% 14% 21% Employee recruiting services / temp agencies 7% 15% 22% 2% 13% 5% 6% 7% 13% 10% Energy (gas, electricity) companies 6% 8% 14% 2% 31% 3% 6% 4% 9% 16% Hotels 3% 7% 10% 3% 33% 5% 11% 7% 6% 17% Insurance companies 6% 7% 18% 3% 24% 6% 6% 2% 7% 21% Internet access providers / website hosts 10% 7% 15% 3% 23% 8% 9% 2% 9% 14% Local / community banks 6% 7% 26% 4% 15% 5% 6% 4% 6% 20% Local / long distance phone company/ies 3% 7% 16% 3% 32% 8% 4% 2% 7% 16%
- 21. Format Preference by Industry (continued) Which is the one content format you would like most when you are meeting with a salesperson from each of these industries? It can be printed material, or presented on the salesperson's PC or tablet. Please pick one for each industry. Analystreport Casestudies/customer stories/testimonials Checklistorworksheetto determinetheright configurationoroptionfor yourneeds eBook/guide/handbookon commonbusiness challenges Instantquote/order confirmationwith specifications,costs, deliverytiming,etc. Interactiveproduct configurator Presentationorvideo describingtheproductor service Presentationorvideo presentingcustomerstories orcasestudies Researchreport Sellsheets/product brochure Local technology solution providers 7% 4% 16% 2% 20% 8% 8% 4% 14% 16% Marketing services 6% 14% 13% 3% 19% 5% 10% 3% 11% 15% Mutual fund companies 15% 14% 14% 2% 11% 5% 6% 6% 12% 16% National / regional banks 6% 10% 24% 5% 14% 8% 5% 3% 6% 18% Office supply stores / print centers 4% 9% 10% 1% 25% 6% 6% 2% 5% 31% Overnight package delivery companies 5% 8% 13% 2% 36% 1% 6% 3% 7% 20% Payroll service providers 4% 8% 23% 3% 19% 8% 7% 4% 9% 14% Rental car companies 3% 10% 11% 5% 34% 3% 3% 2% 10% 20% Retirement plan providers 10% 8% 20% 3% 11% 9% 5% 3% 17% 13% Social media companies 3% 21% 10% 3% 11% 7% 18% 6% 9% 11% Software companies 10% 7% 17% 3% 19% 7% 11% 1% 11% 15% Technology hardware manufacturers 3% 4% 24% 2% 17% 4% 6% 8% 11% 22%
- 22. Instagram Pinterest Online forum Twitter Facebook YouTube LinkedIn By text Email newsletter By email I prefer to reach out to them as needed 0% 10% 20% 30% 40% 50% 60% 70% 1-19 20-99 100-50022 Lead Nurture Format: Company Size Once you’ve connected with a salesperson, but before you make a purchase decision, how do you want to stay in touch with them? Please rank from most preferred (top) to least preferred (bottom). SMBs generally prefer email nurture n=380 Top-two rank unweighted
- 23. Pinterest Instagram Online forum Twitter YouTube Facebook LinkedIn Email newsletter By text By email I prefer to reach out to them as needed 0% 10% 20% 30% 40% 50% 60% 70% 80% 18-34 35-49 50+23 Lead Nurture Format: Respondent Age Once you’ve connected with a salesperson, but before you make a purchase decision, how do you want to stay in touch with them? Please rank from most preferred (top) to least preferred (bottom) Email preference correlates strongly with age n=380 Top-two rank
- 24. I prefer to reach out to them as needed Once a year Once every six months Once every three months Once a month Once a week 0% 10% 20% 30% 40% 50% 1-19 20-99 100-50024 Lead Nurture Frequency: Company Size How often do you want to hear from a salesperson while you are evaluating a product or service for your business? SMBs with >20 employees are very open to frequent contact n=380 unweighted
- 25. Instagram YouTube Facebook Pinterest Twitter LinkedIn Online forum Email newsletter By text By email I prefer to reach out to them as needed 0% 10% 20% 30% 40% 50% 60% 70% 1-19 20-99 100-50025 Customer Contact Format: Company Size Once you’ve made a purchase, how do you want to stay in touch with the vendor salesperson? Please rank from most preferred (top) to least preferred (bottom) SMBs who want to keep in touch with a salesperson generally prefer email n=377 Top-two rank unweighted
- 26. I prefer to reach out to them as needed Once a year Once every six months Once every three months Once a month Once a week 0% 10% 20% 30% 40% 50% 1-19 20-99 100-50026 Customer Contact Frequency: Company Size How often do you want to hear from the vendor salesperson once you have made a product or service purchase? SMBs with >20 employees are open to frequent contact n=380 unweighted
- 27. Their knowledge of the business challenges that keep you up at night Personalized customer service The quality of the sales materials they provide Their ability to describe the benefits of their product or service to my business 0% 10% 20% 30% 40% 50% 60% 70%27 Aspects of Sales Interactions On a scale of 1 (not at all important) to 5 (very important), please rate each of these aspects of interaction with a salesperson: Presenting the benefits of your offerings, via high-quality materials, is very important to SMBs n=381 Top-two box
- 28. Interactive (e.g. a quiz, calculator or configurator) Long (i.e. provides in-depth product / service information) Tailored to my role Personalized Tailored to companies the same size as mine Professionally-designed In a format I prefer Short (i.e. a quick read / view) Provides an offer, like a discount or free trial Well-written Tailored to my industry Doesn’t do a hard sell Provides clear product / service description Provides clear product / service benefits Its quality / value Easy to understand Provides clear product / service pricing 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 1-19 20-99 100-50028 Aspects of Sales Materials: Company Size On a scale of 1 (not at all important) to 5 (very important), please rate each of these aspects of sales materials a salesperson might provide: Clear pricing is most important to VSBs and larger SMBs; mid-size want easy, clear benefits n=381 Top-two box unweighted
- 29. Accelerating the Sale On a scale of 1 (very unlikely) to 5 (very likely), please rate how likely each of these specific salesperson communications is to get you to buy a product or service you’re considering for your business faster than you otherwise might have. Special offers, and salesperson meetings / calls, work best to expedite a sale Email linking to a case study Email linking to content like a white paper or research report Email newsletter Email linking to a favorable review Postcard, letter or catalog in the mail Call from salesperson Meeting with salesperson Email with special promotion or offer 0% 10% 20% 30% 40% 50% 60% 70% n=378 Top-two box weighted 29
- 30. LinkedIn Groupon American Express OPEN Sam's Club Capital One GoDaddy Citibank Chase Bank Apple Adobe AT&T eBay Facebook Intuit / QuickBooks Office Depot / OfficeMax Dell Google HP FedEx Staples PayPal Microsoft 0% 10% 20% 30% 40% 50% 60% 5 (very useful / valuable) 4 3 (somewhat useful / valuable) 30 Quality of Sales Materials On a scale of 1 (not at all useful / valuable) to 5 (very useful / valuable), how would you rate the sales materials of each of these companies? Microsoft is perceived as having the best sales materials n=varies Top-three box
- 31. Fifth Third Bank Deluxe Commerce Bank PNC Bank Salesforce.com Lending Club Paychex Oracle Charles Schwab ADP Comcast Lenovo Cisco Spectrum / Charter Sprint Symantec Fidelity Investments Bank of America IBM Sony 0% 10% 20% 30% 40% 50% 60% 5 (very useful / valuable) 4 3 (somewhat useful / valuable) 31 Quality of Sales Materials (continued) On a scale of 1 (not at all useful / valuable) to 5 (very useful / valuable), how would you rate the sales materials of each of these companies? There is no clear grouping of sales material effectiveness by industry n=varies Top-three box
- 32. First Tennessee CAN Capital OnDeck BBVA Compass Hiscox Comerica Citizens Bank Silicon Valley Bank Optimum / Cablevision Hubspot Cox Constant Contact SAP Marketo KeyBank BB&T Mailchimp SunTrust Bank Regions Bank CenturyLink 0% 10% 20% 30% 40% 50% 60% 5 (very useful / valuable) 4 3 (somewhat useful / valuable) 32 Quality of Sales Materials (continued) On a scale of 1 (not at all useful / valuable) to 5 (very useful / valuable), how would you rate the sales materials of each of these companies? Regional and emerging brands suffer from relatively low awareness n=varies Top-three box
- 33. 33 Developing Effective SMB Sales Content: Qualitative Support the entire sales cycle, esp. for larger SMBs • Email • Social Have a range of sales materials • Product (ideally aligned by industry preference, e.g. checklists for banks) • Advisory, esp. for larger SMBs Provide interactivity for customization • Tailored product configuration • Instant pricing, delivery timing etc. 1 2 3 4 Be sure your materials are compelling • Clear benefits and pricing • Easy to understand Enable your sales team • Ensure they can articulate industry-specific benefits • Provide them with email copy, and other collateral to share as needed • Support their ability to provide a consultative sale 5
- 34. • Partner with sales to develop strategy o Ideal lead o Key competitive advantages o Objections and responses o Content preferences: internal and prospect / customer-facing • Execution Buying Step Role of Marketing: DEMAND CREATION Role of Sales: DEMAND FULFILLMENT Sales Support Activities / Materials Awareness Generate awareness through integrated ongoing campaigns Provide feedback to marketing on program performance Generate awareness through: • Mass / social media • Referral program • Events • Email Lead Gen Develop targeted content Qualify / nurture leads • Survey-driven content and PR campaign; research reports • Video • Webcasts • White papers • Articles and blog posts • Search • Display • Direct mail 34 Developing Effective SMB Sales Content: Process
- 35. Buying Step Role of Marketing: DEMAND CREATION Role of Sales: DEMAND FULFILLMENT Sales Support Activities / Materials Meetings Help prospects decide which solution is the best fit Qualify sales-worthy leads Nurture qualified leads that aren’t ready to buy Position company selectively with desirable target audiences to be a ‘top three’ contender Engage ONLY if lead is qualified Clearly convey value proposition Orchestrate the agendas of executives critical to the decision • Consultative questions • Pitchbook • Lead summary with qualification info • Call scripts / talking points • Intranet, microsite or secure site to manage sales dialogue and content • Industry-specific collateral • Presentations • Pre-written emails for sales reps to modify and send • Value-added experiences to build relationships • Solutions content • Executive letters Proposals Make it easy for sales team to generate proposals Probe for top three to five requirements that will assure a win • Concise, top-shelf written proposals • Scripts for proposal presentation • Suggested experiential support (entertainment, personalized ‘thank you’ gifts, etc.) Nurture • Make it easy for sales rep to send emails • Automate process as much as possible Execute nurture plan • Maintain contact lists • Make calls • Send emails • Post social media content • Call scripts • Templatized emails • Social media “nuggets” Internal • Make it easy for the sales team to find content on your intranet. Organize it by segment, pain point and sales stage • Keep the content current; provide a wide range of formats • Involve sales in campaign concepting and development; educate them on the use of all pieces • Provide industry education – buyer needs, trends, economic / technological / regulatory overview etc. • Continually monitor program results and review the process with Sales 35 Developing Effective SMB Sales Content: Process
- 36. How Bredin Can Help 36 • Strategy: Program plans, creative brief, ed cal • Creation: Original, unique, actionable • Exclusive SMB focus • Strategic: Product and market strategy support; personas • Promotional: Original data to support high- value content creation Content Research
- 37. For More Information 37 Stu Richards, CEO stu@bredin.com Twitter: @BredinInc ✔ ✔ ✔ Email me for a copy of this report Get the full report at bit.ly/2rleyQZ Join me for our next Fastcast, Engaging SMBs via Social Media, at 2pmE on Thursday June 22
- 39. Sample Characteristics Owner, Founder, Manager, Partner, CxO, etc. 100%Title Principal 39 Industry PS: Educational services, Finance & insurance, Health care & social assistance, Information technology, Management of companies & enterprises, Professional services RW: Accommodation & food service, Arts, Entertainment & recreation, Real estate, rental & leasing, Retail trade, Transportation & warehousing, Wholesale Trade M: Construction, Manufacturing, Mining, Scientific & technical services, Utilities Other: Administrative, support, waste management & remediation service, Other services (except public administration) n=386 n=386 35% 33% 24% 8%
- 40. 51% 49% Male Female 26% 38% 36% 18-34 35-49 50+ 40 Age Gender n=386 n=379 Sample Characteristics
- 41. 26% 32% 42% 0 to 5 Years 6 to 10 Years 10+ Years 35% 39% 26% 1-19 Employees 20-99 Employees 100-500 Employees 41 Company Size Years in Business n=386 n=382 Sample Characteristics
- 42. 42% 28% 23% 4% 3% Up by 10% or more Up, by less than 10% Same as 2016 Down, by less than 10% Down by 10% or more 42 2017 Revenue Growth n=386 2016 Revenue 38% 16% 46% Less than $500k $500k to $999k $1M+ n=385 Sample Characteristics
- 44. Thank You