Industry Sector

Region

Number of Customers

Number of Non-Customers

Number of Establishments

Penetration Rate

Revenue

Average Revenue per Customer

% of Customers

% of Revenue

8111

East

2,320

59,896

62,216

3.7%

$5,865,750

$2,528.00

1.48%

0.92%

8111

North

739

24,739

25,478

2.9%

$2,934,400

$3,971.00

0.47%

0.46%

8111

South

133

7,520

7,653

1.7%

$572,650

$4,306.00

0.08%

0.09%

8111

West

782

35,818

36,600

2.1%

$7,775,050

$9,943.00

0.50%

1.22%

Total

3,974

127,973

131,947

3.0%

$17,147,850

$4,315.00

2.53%

2.68%

5943

East

1,156

3,523

4,679

24.7%

$14,050,200

$12,154.00

0.74%

2.20%

5943

North

1,175

1,984

3,159

37.2%

$14,965,950

$12,737.00

0.75%

2.34%

5943

South

298

349

647

46.1%

$3,132,100

$10,510.00

0.19%

0.49%

5943

West

1,859

3,059

4,918

37.8%

$22,747,500

$12,236.00

1.19%

3.56%

Total

4,488

8,915

13,403

33.5%

$54,895,750

$12,232.00

2.86%

8.59%

2752

East

3,292

15,564

18,856

17.5%

$42,311,600

$12,853

2.10%

6.62%

2752

North

2,382

7,479

9,861

24.2%

$15,703,000

$6,592

1.52%

2.46%

2752

South

125

1,800

1,925

6.5%

$510,150

$4,081

0.08%

0.08%

2752

West

2,762

9,410

12,172

22.7%

$25,303,800

$9,161

1.76%

3.96%

Total

8,561

34,253

42,814

20.0%

$83,828,550

$9,792

5.46%

13.12%

Total

17,023

171,141

188,164

9.0%

$155,872,150

$9,157

10.86%

24.40%

Grand Total

156,820

8,491,836

8,648,656

1.8%

$638,880,900

$4,074

100.00%

100.00%

Table 4: Prospect Profile by Industry Sector

Top 10 by Expected Revenue

Industry Sector

Number of Prospects

Average Revenue per Account

Projected Closing Rate

Total Expected Revenue

% of Prospects

% of Rev.

Cumulative % of Revenue

SIC 2752

5,971

$18,058

36.5%

$39,307,007

6.51%

15.33%

15.33%

SIC 5943

8,455

$10,778

32.1%

$29,231,985

9.22%

11.40%

26.73%

SIC 5112

9,396

$15,677

19.0%

$28,021,267

10.24%

10.93%

37.65%

SIC 7377

19

$1,691,150

32.1%

$10,326,499

0.02%

4.03%

41.68%

SIC 8111

1,974

$16,678

27.0%

$8,900,828

2.15%

3.47%

45.15%

SIC 8062

4,224

$7,764

19.1%

$6,265,280

4.61%

2.44%

47.60%

SIC 8211

9,526

$6,987

8.2%

$5,472,767

10.39%

2.13%

49.73%

SIC 5021

1,493

$17,253

19.6%

$5,041,639

1.63%

1.97%

51.70%

SIC 2621

820

$45,202

13.4%

$4,977,585

0.89%

1.94%

53.64%

SIC 5044

2,226

$8,874

20.0%

$3,956,847

2.43%

1.54%

55.18%

Top 10

44,104

$14,658

21.9%

$141,501,704

48.08%

55.18%

55.18%

Grand Total

91,724

$14,325

19.5%

$256,440,347

100.00%

100.00%

100.00%

Table 5: Customer Profile By Industry Sector

Top 25 by Average Revenue Per Customer

Industry Sector

Number of Customers

Number of Non-Customers

Number of Establishments

Penetration Rate

Total Revenue

Average Revenue per Customer

% of Customers

% of Revenue

Cumulative % of Revenue

SIC 7377

59

1,554

1,613

3.7%

$15,206,700

$257,741

0.04%

2.38%

2.38%

SIC 3711

78

1,240

1,318

5.9%

$3,517,250

$45,093

0.05%

0.55%

2.93%

SIC 2621

200

1,302

1,502

13.3%

$7,341,900

$36,710

0.13%

1.15%

4.08%

SIC 2672

73

661

734

9.9%

$2,527,300

$34,621

0.05%

0.40%

4.48%

SIC 3721

58

461

519

11.2%

$1,745,800

$30,100

0.04%

0.27%

4.75%

SIC 2761

186

864

1,050

17.7%

$5,021,750

$26,999

0.12%

0.79%

5.53%

SIC 9199

91

2,235

2,326

3.9%

$1,809,750

$19,887

0.06%

0.28%

5.82%

SIC 2679

84

952

1,036

8.1%

$1,643,400

$19,564

0.05%

0.26%

6.08%

SIC 5112

2,426

10,065

12,491

19.4%

$42,490,800

$17,515

1.55%

6.65%

12.73%

SIC 4512

107

3,872

3,979

2.7%

$1,712,100

$16,001

0.07%

0.27%

12.99%

SIC 3674

175

1,865

2,040

8.6%

$2,731,050

$15,606

0.11%

0.43%

13.42%

SIC 3571

170

1,587

1,757

9.7%

$2,626,300

$15,449

0.11%

0.14%

13.83%

SIC 4813

402

9,439

9,841

4.1%

$5,137,350

$12,779

0.26%

0.80%

14.64%

SIC 5113

433

5,864

6,297

6.9%

$5,526,150

$12,762

0.28%

0.86%

15.50%

SIC 6331

442

5,055

5,497

8.0%

$5,602,800

$12,676

0.28%

0.88%

16.38%

SIC 5943

4,488

8,915

13,403

33.5%

$54,895,750

$12,232

2.86%

8.59%

24.97%

SIC 5021

692

10,108

10,800

6.4%

$8,289,750

$11,979

0.44%

1.30%

26.27%

SIC 4911

304

6,722

7,026

4.3%

$3,490,000

$11,480

0.19%

0.55%

26.81%

SIC 2834

156

1,508

1,664

9.4%

$1,725,950

$11,064

0.10%

0.27%

27.09%

SIC 2731

314

5,542

5,856

5.4%

$3,198,150

$10,185

0.20%

0.50%

27.59%

SIC 922, nec

172

9,295

9,467

1.8%

$1,732,400

$10,072

0.11%

0.27%

27.86%

SIC 2752

8,561

34,253

42,814

20.0%

$83,828,550

$9,792

5.46%

13.12%

40.98%

SIC 7374

614

10,323

10,937

5.6%

$5,946,650

$9,685

0.39%

0.93%

41.91%

SIC 6021

601

27,125

27,726

2.2%

$5,760,850

$9,585

0.38%

0.90%

42.81%

SIC 6311

440

13,107

13,547

3.2%

$3,804,350

$8,646

0.28%

0.60%

43.41%

Total Top 25

21,326

173,914

195,240

10.9%

$277,312,800

$13,004

13.60%

43.41%

43.41%

Grand Total

156,820

8,491,836

8,648,656

1.8%

$638,880,900

$4,074

100.00%

100.00%

100.00%

Table 6: Customer Profile by Employment Size Range

Employee Size Range

Number of Customers

Number of Non-Customers

Number of Establishments

Penetration Rate

Total Revenue

Average Revenue Per Customer

% of Customers

% of Revenue

1-9

63,848

5,956,007

6,019,855

1.1%

$120,107,850

$1,881

40.71%

18.80%

10-19

26,068

671,914

697,982

3.7%

$82,536,600

$3,166

16.62%

12.92%

20-49

25,249

470,812

496,061

5.1%

$92,263,650

$3,654

16.10%

14.44%

50-99

12,953

170,833

183,786

7.0%

$74,312,200

$5,737

8.26%

11.63%

100-249

11,676

88,834

100,510

11.6%

$88,718,400

$7,598

7.45%

13.89%

250+

11,146

36,906

48,052

23.2%

$153,311,000

$13,755

7.11%

24.00%

N/A

5,880

1,096,530

1,102,410

0.5%

$27,631,200

$4,699

3.75%

4.32%

Total

156,820

8,491,836

8,648,656

1.8%

$638,880,900

$4,074

100.00%

100.00%

Table 8: Prospect Profile

Group by Industry Sector

Industry Sector

Prospect Group

Employment Size Indicator

Number of Prospects

Total Expected Revenue

Average Revenue Per New Account

Projected Closing Rate

% of Prospects

% of Revenue

SIC 7377

1

100-249

15

$10,279,432

$2,153,786

31.8%

0.02%

4.01%

SIC 2752

1

50-99

685

$8,613,687

$33,635

37.4%

0.75%

3.36%

SIC 2752

1

100-249

303

$6,960,777

$51,269

44.8%

0.33%

2.71%

SIC 2752

1

250+

91

$5,726,109

$132,755

47.4%

0.10%

2.23%

SIC 5112

1

20-49

418

$5,415,032

$31,955

40.5%

0.46%

2.11%

SIC 2621

1

250+

139

$3,249,205

$65,032

35.9%

0.15%

1.27%

SIC 5112

1

50-99

117

$2,889,586

$57,534

42.9%

0.13%

1.13%

SIC 5113

1

50-99

175

$2,854,629

$72,285

22.6%

0.19%

1.11%

SIC 4813

1

250+

250

$2,637,971

$38,320

27.5%

0.27%

1.03%

SIC 3711

1

250+

81

$1,554,829

$59,063

32.5%

0.09%

0.61%

SIC 5112

1

100-249

47

$1,548,537

$60,115

54.8%

0.05%

0.60%

SIC 2759

1

100-249

134

$1,391,779

$38,222

27.2%

0.15%

0.54%

SIC 5112

1

250+

19

$1,387,360

$211,755

34.5%

0.02%

0.54%

SIC 3571

1

250+

83

$1,227,885

$32,435

47.5%

0.09%

0.50%

SIC 5943

1

50-99

34

$1,219,056

$58,856

60.9%

0.04%

0.48%

SIC 2761

1

100-249

49

$1,004,885

$45,630

44.9%

0.05%

0.39%

SIC 2731

1

250+

51

$979,057

$44,962

42.7%

0.06%

0.38%

SIC 2761

1

50-99

73

$966,737

$30,820

43.0%

0.08%

0.38%

SIC 3721

1

250+

38

$878,651

$53,421

43.3%

0.04%

0.34%

SIC 2672

1

100-249

43

$878,607

$93,650

21.8%

0.05%

0.34%

SIC 9199

1

250+

48

$849,892

$50,394

35.1%

0.05%

0.33%

SIC 2672

1

250+

17

$757,532

$113,427

39.3%

0.02%

0.30%

SIC 519

1

250+

78

$648,492

$37,791

22.0%

0.09%

0.25%

SIC 2741

1

250+

50

$636,533

$38,192

33.3%

0.05%

0.25%

SIC 5021

1

100-249

40

$541,069

$43,586

31.0%

0.04%

0.21%

SIC 5943

1

100-249

14

$452,448

$58,932

54.8%

0.02%

0.18%

SIC 2759

1

250+

49

$447,875

$34,022

26.9%

0.05%

0.17%

SIC 733, nec

1

250+

6

$392,591

$143,950

45.5%

0.01%

0.15%

SIC 2679

1

250+

20

$314,000

$54,950

28.6%

0.02%

0.12%

SIC 5087

1

100-249

30

$208,303

$32,981

21.1%

0.03%

0.08%

SIC 7377

1

250+

4

$47,067

$35,300

33.3%

0.00%

0.02%

Total

3,201

$67,009,613

$56,330

23.6%

3.49%

26.13%

Table 9: Prospect Profile Industry Sector by Region

Top 10 Industry Sectors by Total Expected Revenue

Industry Sector

Region

Total Expected Revenue

Number of Prospects

% of Prospects

% of Revenue

Cumulative % of Revenue

SIC 2752

East

$23,578,807

3,385

3.69%

9.19%

9.19%

SIC 2752

North

$4,997,131

852

0.93%

1.95%

1.95%

SIC 2752

South

$1,731,919

327

0.36%

0.68%

0.68%

SIC 2752

West

$8,999,151

1,407

1.53%

3.51%

3.51%

Total

$39,307,007

5,971

6.51%

15.33%

15.33%

SIC 5943

East

$12,250,134

3,309

3.61%

4.78%

4.78%

SIC 5943

North

$6,423,665

1,869

2.04%

2.50%

2.50%

SIC 5943

South

$1,201,419

333

0.36%

0.47%

0.47%

SIC 5943

West

$9,356,769

2,944

3.21%

3.65%

3.65%

Total

$29,231,985

8,455

9.22%

11.40%

26.73%

SIC 5112

East

$14,530,113

4,542

4.95%

5.67%

5.67%

SIC 5112

North

$5,245,846

1,781

1.94%

2.05%

2.05%

SIC 5112

South

$1,064,077

440

0.48%

0.41%

0.41%

SIC 5112

West

$7,181,231

2,633

2.87%

2.80%

2.80%

Total

$28,021,267

9,396

10.24%

10.93%

37.65%

SIC 7377

East

$5,505,897

10

0.01%

2.15%

2.15%

SIC 7377

North

$2,741,182

4

0.00%

1.07%

1.07%

SIC 7377

South

$0

0

0.00%

0.00%

0.00%

SIC 7377

West

$2,079,420

5

0.01%

0.81%

0.81%

Total

$10,326,499

19

0.02%

4.03%

41.68%

SIC 8111

East

$4,630,176

990

1.08%

1.81%

1.81%

SIC 8111

North

$1,714,021

396

0.43%

0.67%

0.67%

SIC 8111

South

$240,294

57

0.06%

0.09%

0.09%

SIC 8111

West

$2,316,336

531

0.58%

0.90%

0.90%

Total

$8,900,828

1,974

2.15%

3.47%

45.15%

SIC 8062

East

$2,520,730

1,540

1.68%

0.98%

0.98%

SIC 8062

North

$1,022,908

772

0.84%

0.40%

0.40%

SIC 8062

South

$402,128

372

0.41%

0.16%

0.16%

SIC 8062

West

$2,319,515

1540

1.68%

0.90%

0.90%

Total

$6,265,280

4,224

4.61%

2.44%

47.60%

SIC 8211

East

$2,776,504

4,796

5.23%

1.08%

1.08%

SIC 8211

North

$808,949

1,517

1.65%

0.32%

0.32%

SIC 8211

South

$258,462

452

0.49%

0.10%

0.10%

SIC 8211

West

$1,628,852

2,761

3.01%

0.64%

0.64%

Total

$5,472,767

9,526

10.39%

2.13%

49.73%

SIC 5021

East

$2,320,796

677

0.74%

0.91%

0.91%

SIC 5021

North

$1,042,125

325

0.35%

0.41%

0.41%

SIC 5021

South

$150,957

40

0.04%

0.06%

0.06%

SIC 5021

West

$1,527,761

451

0.49%

0.60%

0.60%

Total

$5,041,639

1,493

1.63%

1.97%

51.70%

SIC 2621

East

$2,675,879

445

0.49%

1.04%

1.04%

SIC 2621

North

$468,402

123

0.13%

0.18%

0.18%

SIC 2621

South

$215,854

43

0.05%

0.08%

0.08%

SIC 2621

West

$1,617,450

209

0.23%

0.63%

0.63%

Total

$4,977,585

820

0.89%

1.90%

53.64%

SIC 5044

East

$1,690,617

943

1.03%

0.66%

0.66%

SIC 5044

North

$787,413

447

0.49%

0.31%

0.31%

SIC 5044

South

$252,828

144

0.16%

0.10%

0.10%

SIC 5044

West

$1,225,989

692

0.75%

0.48%

0.48%

Total

$3,956,847

2,226

2.43%

1.54%

55.18%

Total Top 10

$141,501,704

44,104

48.08%

55.18%

55.18%

Grand Total

$256,440,347

91,724

100.00%

100.00%

100.00%