Page 69 - TCDB combined Book

Chapter 2 SALES 45

Territory Analysis:

Regardless of the size and type of area served a full analysis of your Trading Territory
should be completed. Whether serving a rural or urban area, the following method would be
applicable.

Commercial or Industrial Parks:

Identify all parks in your area including the name of the Commissioner or Owner
representatives responsible for the marketing. Establish the type of existing projects within the
Parks to identify your compatibility with the type of project possible. Find out the amount of
vacant land available for new projects. Maintain a list of the present inhabitants as a possible
lead source for Direct Mail or other action. Check for names of owners that have purchased
property and have not commenced their project. Most industrial parks will not divulge names of
land purchasers until the sales are final and sometimes never, usually at the request of the
purchaser.

Newspapers:

Scan local newspapers and commercial publications looking for sales leads identified
through news articles or advertisements etc. Consider subscriptions to project clipping services

Real Estate Offices:

Contacts in the Real Estate Industry can be a great lead source. Follow-up “For Sale”
signs on vacant lands to find out any Purchaser’s intentions and that of the Vendor. Exchange
information and reciprocate with Real Estate Salespeople. Identifying the needs of individuals
that are looking for sites with your Realty contact could result in sales leads of individuals that
have recently purchased land with intentions to have a project completed.

Tendered Projects:

Check your Construction Associations and local publications that give tender results
looking for over budget projects. Obtain the project details and decide the feasibility of solving
the Owner’s budget problems through your complete project service. These leads are timing
sensitive requiring immediate action and follow-up. Depending on the tendering process that was
used it may be beneficial to involve the original design professionals, although this decision
should always be left up to the project owner.