PROSPECTING

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PROSPECTING
RESEARCHING

• Finding Information On Specific Sponsors
• Learning What The Company Does
• Learning Who The Companys Competitors
• Determining Decision Makers
• There are 23 slides in this presentation.

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How To Navigate Hoovers Using GEHL Construction
Company as an example.
Each progressive slide takes you on a
click-by-click search and shows you how to expand
your research by thinking categorically.
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• Your Key Source For Researching A Specific
  Sponsor
• Massive Information On Company
• Information On Their Competitors
• Complete Listing Of Executives
• Teaches You How To Think CATEGORICALLY !

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RESEARCHING
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GEHL Construction
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Gehl Company Description Gehl Company asks
the question, "Can you dig it?" The company
manufactures light-construction equipment
primarily used by building contractors. Products
include mini-excavators, mini-loaders, and skid
steer loaders for material handling telescopic
loaders and asphalt pavers for building
sidewalks, parking lots, trails, and driveways.
Gehl also offers financing to its dealers and
their customers. In 2006 the company decided to
exit the agricultural machinery business. The
exit from that market resulted in the closing of
one manufacturing facility and the elimination of
about 140 jobs.
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Gehl Company Description Gehl Company asks
the question, "Can you dig it?" The company
manufactures light-construction equipment
primarily used by building contractors. Products
include mini-excavators, mini-loaders, and skid
steer loaders for material handling telescopic
loaders and asphalt pavers for building
sidewalks, parking lots, trails, and driveways.
Gehl also offers financing to its dealers and
their customers. In 2006 the company decided to
exit the agricultural machinery business. The
exit from that market resulted in the closing of
one manufacturing facility and the elimination of
about 140 jobs.
Company Executives
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Gehl Company Executives
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Gehl Competition
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Gehl Competition
Remember This Slide ?
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Gehl Competition
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Gehl Competition
CLICK !
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CNH Company Description CNH Global (as in Case
New Holland) knows how to make a "case" for its
products. CNH is one of the world's two largest
makers of agricultural equipment (Deere Company
is the other) and the 3 maker of construction
equipment (trailing Caterpillar and Komatsu). Its
farm equipment (about 60 of sales) includes
tractors, harvesters, sprayers, and hay balers.
The company also makes light-industrial and
construction equipment including backhoes,
excavators, forklifts, miniloaders, and
telescopic handlers. CNH has manufacturing
operations in 14 countries and sells worldwide
through about 11,500 dealers.
Company Executives
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RESEARCHING
Reasons For Searching Out Competitors
For Thinking Categoricially ?
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Reasons For Searching Out Competitors
For Thinking Categoricially ?
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Reasons For Searching Out Competitors
For Thinking Categoricially ?
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RESEARCHING
Reasons For Searching Out Competitors
For Thinking Categoricially ?
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Reasons For Searching Out Competitors
For Thinking Categoricially ?
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Reasons For Searching Out Competitors
For Thinking Categoricially ?
Why Is This Important?
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RESEARCHING

• A Specific Message Can Now Be Told To Four
  Potential Sponsors Instead of Just One
• After you have talked with the first sponsor you
  are warmed-up to say the same thing to the next
  one and,
• By the time you get to the last one you are
  really talking their language

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• A Specific Message Can Now Be Told To Four
  Potential Sponsors Instead of Just One
• After you have talked with the first sponsor you
  are warmed-up to say the same thing to the next
  one and,
• By the time you get to the last one you are
  really talking their language

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• A Specific Message Can Now Be Told To Four
  Potential Sponsors Instead of Just One
• After you have talked with the first sponsor you
  are warmed-up to say the same thing to the next
  one and,
• By the time you get to the last one you are
  really talking their language