As businesses begin to re-open at varying capacities and timelines across the country, it is more difficult than ever to maximize the return on your marketing spend. Sales and marketing departments are finding it increasingly difficult to prioritize pre-COVID marketing lists and find open and stable businesses. Grab your favorite beverage and join me for a drink as we review a strategic approach to sales during the reopening of the US economy. You will learn three key takeaways, including: A clear understanding of the operational risk associated with COVID-19 Learn to develop marketing lists that effectively balance risk See how to quickly and accurately identify low-risk prospects within a sales territory Watch the recording of this webinar: https://www.experian.com/business-information/webinar-sip-and-solve-ep-24-business-resiliency

1. 1 © Experian 16/07/2020
Sip and Solve
Resilient rebound – Targeting
higher potential companies
Featuring:
Chad Downey
Consultant – Marketing SME
Experian Business Information Services

2. 2 © Experian
• Current state of the economy
• Measuring COVID-19 impact on businesses
• How to identify the right businesses to target and
increase marketing ROI
16/07/2020
Agenda

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Real GDP at -3.5%
May un-employment
13.3%
US consumer confidence
trending up .9pts in June
https://coronavirus.jhu.edu/data/new-cases
Resurgence of US Cases
Re-opening of small businesses will slow
White text
Macroeconomic
Highlights

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Bankcard First Mortgage
State of the market
Consumer lending

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• Originations decline as underwriting policies are
adjusted
• Portfolio risk increasing
• Delinquencies rising across all regions
• Balance and utilization rising in higher risk segments
Commercial Credit Card
Utilization rate and account
balance by risk
Utilization rate Average balance
Commercial credit
Small business impacts

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COVID-19 US Business Risk Index
Understanding the impact to businesses
bit.ly/risk-index

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Highest risk counties:

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Search for leads

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Select Industry

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Select Industry
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2
3

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Leverage COVID-19 Risk Index
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2

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Leverage COVID-19 Risk Index
Excluding the highest risk counties
GEOGRAPHY EXCLUSIONS1 2

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Eliminate high risk businesses

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• Challenging market conditions
• Target businesses that are least impacted
• Prioritized leads for Sales and Marketing
In summary

20. 20 © Experian 16/07/2020
Thank you!
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