APPENDIX
Advertising Account Executive Job Description As an Advertising Account Executive my job description was to contact every account assigned to me, which was 50, to service every account and to seek out new accounts throughout the year while handling any new accounts assigned by the Advertising Director. I was required to sell advertising space for all required special sections, to work with designers to design ads for my clients, to assist my clients with writing copy for ads, to create spec ads that stimulate my client’s interest in advertising. I had to proof all ads with clients until they were satisfied, collect prepayments when applicable, provide tear sheets to my clients of their advertisements, prepare sales presentations for my clients, and attend weekly staff meetings.
Examples of Work As an Advertising Account Executive I fulfilled my job description but also went beyond that. I designed numerous ads for my clients, which I am enclosing an example of a very successful ad series I did for a local jewelry store. I created a special plaza section, which I am including tear sheets of also. I designed this plaza section to give small businesses a chance to join together and combine efforts in order to have a big ad that stands out. As an incentive I offered the title on top, a map and spots for weekly specials for free. With my work as an account representative I saw what we were missing in our media kit and helped plan and implement the new media kit. I also created a package for the Mustang Daily that offers a generous discount if the clients choose to do both print and online advertising. Lastly, I am including my client contact information spreadsheet that I designed and constantly updated according to my weekly visits.
Ad Rep Akshita Emily Emily Emily Emily Emily Emily Emily Garrett Lindsay Lindsay Liz Liz Liz Liz Liz Liz Liz Liz Lucy Lucy Megan M Megan M Megan M Megan M Other Other Other Other Other Other Other Other Other Other Other Rachna Rachna Tim
Tag Line Downtown Brewing Company -- SPOT Beverly's Takken's (make good) -- FULL Coverings -- PAGE 3 Career Services College of Business College of Science and Math Collge of Liberal Arts High St. Baja Fresh -- revised ad Thielen Partners -- Tahoe Joe's KPMG Splash CafĂŠ -- SPOT Buck Wild Castoro Cellars University of SLO Law School Ed Zacaharias Congrats ad Yanagi Sushi Prime outlets Foresty Garden Center Paramoount Farms Grad Ad Simply Skin Central Coast Catering Fast Frame Bladerrunner spa La Cuesta Inn Irene Trudeon -- Commencement ad Joan Colombo El Corral ROTC Marian McGuire Woodstocks Nancy Gragnani Grad Ad Shirley Bruggemann congrats ad Lorraine Brewster congrats ad Diane Gibbon-Beatty congrats ad Meribel Coldstone Creamery Giuseppes
Col
X 2 3 3 5 3 5 5 5 2 2 2 5 3 3 2 2 3 2 3 3 5 1 2 3 2 2 2 2 3 5 2 4 2 2 2 2 2 3 3
X X X X X X X X X X X X X X X X X X x X x X X X X X X X X X X X X
x X X x
Inches 8 8 8 16 6 8 8 8 6 4 4 16 8 8 4 4 6 8 8 6 8 3 4 2 2 4 4 4 8 8 4 5 4 4 4 4 4 8 8
Ad Size Total 16 24 24 80 18 40 40 40 12 8 8 80 24 24 8 8 18 16 24 18 40 3 8 6 4 8 8 8 24 40 8 20 8 8 8 8 8 24 24
Total Size 275 123 147 259 493 565 605 665 617 339 96 88 179 307 315 323 419 475 715 683 755 99 331 401 525 8 155 347 371 459 501 521 625 691 763 771 283 395 795
CPI $ $ $ $ $ $ $ $ $ $
10.00 10.00 10.00 8.00 8.00 8.00 8.00 10.00 8.00
$ $ $ $ $ $ $ $ $ $ $ $ $ $ $
10.00 10.00 9.00 10.00 10.00 10.00 10.00 10.00 10.00 10.00 10.00 10.00 10.00 8.00
$ $
8.00 8.00
Color $ 50.00 $ $ 100.00 $
-
$
-
$ $ $ $ $ $ $
50.00 -
$ $ $
-
$
-
no charge per paul
$ 6.25 $ 10.00 $ 10.00
$ $ $
-
Ad Total $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $
210.00 240.00 100.00 800.00 144.00 320.00 320.00 320.00 120.00 64.00 94.00 800.00 290.00 216.00 80.00 80.00 100.00 160.00 240.00 180.00 400.00 30.00 80.00 60.00 40.00 64.00 50.00 50.00 192.00 320.00 50.00 50.00 50.00 50.00 50.00 50.00 240.00 240.00 6,944.00
$
7,524.00
Ad Rep Progress Ad Rep 17th-21st
April 24th-28th
Akshita Deora ads ran 1 col-in 16 revenue $ 112.00 Campus Ads ads ran 10 col-in 154 revenue $ 1,232.00 Emily Hormuth ads ran 5 col-in 28 revenue $ 207.00 Garrett Colburn ads ran 4 col-in 42 revenue $ 343.94 James Manley ads ran 0 col-in 0 revenue $ Lindsay Smith ads ran 3 col-in 24 revenue $ 192.00 Liz Carmo ads ran 4 col-in 30 revenue $ 217.98 Lucy Bowerearts ads ran 3 col-in 20 revenue $ 140.00 Megan Dilley ads ran 0 col-in 0 revenue $ Megan Mahoney ads ran 2 col-in 11 revenue $ 87.00 Michelle Gilman ads ran 0 col-in 0 revenue $ Other (Paul/Jennifer/Sarah/Taiga) ads ran 7 col-in 234 revenue $ 2,186.00 Rachna Chhabria ads ran 6 col-in 30 revenue $ 199.50 Tim Esteban ads ran 0 col-in 0 revenue $ Veronica Baume ads ran 0 col-in 0 revenue $ -
1st-5th
3 24 176.00 $
6 72 630.00 $
June May 29th-2nd
22nd-26th
5 56 452.00 $
TOTALS
5 28 498.00 $
4 40 396.00
18 19 20 22 15 448 448 450 364 254 $ 3,392.00 $ 3,594.00 $ 3,280.00 $ 2,884.00 $ 2,100.00 $
19 534 4,272.00
$
4 40 192.00 $
May 15th-19th
8th-12th
13 126 707.90 $
16 123 567.00 $
14 134 383.00 $
15 176 532.90 $
6 12 137.90 $
11 63 366.00
8 114 $ 1,065.90 $
3 18 99.96 $
1 12 98.00 $
5 72 470.00 $
2 12 96.00 $
0 0
$
0 0 $
$
$
3 12 91.00
$
4,641.00
13 260 $ 2,487.98 $
10 124 913.98 $
7 42 217.98 $
12 82 303.98 $
15 130 731.98 $
6 40 249.98
$
7,089.86
8 156 $ 1,588.00 $
4 18 90.00 $
3 6 60.00 $
5 60 437.00 $
$
2,923.00
5 23 161.00 $
0 0 -
0 0 $
-
-
-
-
-
10 168 427.99 $
12 17 178 276 506.99 $ 1,569.00 $
5 126 $ 1,197.50 $
2 22 139.50 $
3 46 373.50 $
$
$
2 40 422.00 $
0 0 -
$
-
4 54 432.00 $
0 0 -
0 0
$
-
$
-
0 0 -
$
-
$
600.00
7 46 304.00
$
3,067.00
0 0
7 48 274.00 $
-
0 0 -
$
9 172 694.00 $
9 146 858.99
$
8,459.96
1 14 87.50 $
1 14 87.50
$
2,807.00
$
960.00
$
854.00
0 0
0 0 $
-
$
0 0 $
2 48 432.00 $
-
$
-
0 0 -
0 0 $
-
Weekly 45 589 4917.42
108 77 1937 1,042 16923.27 $ 6,729.43
80 1079 $ 6,632.47
98 1303 8323.88
66 740 5165.38
60 895 6625.47
Monthly ads ran col-in revenue
153 2526 $
321 4164 21,840.69
$
26,851.16
$
60 895 13,569.47
Quarterly ads ran col-in revenue
534 7585 $
-
0 0
TOTALS ads ran col-in revenue
-
$
0 0 $
16 222 $ 1,290.99 $
3 7 720.00 $
1 28.00
0 0 $
$
0 0 $
6 43 341.00 $
0 0 $
-
0 0 $
10 75 613.00 $
0 0 $
$
2,293.80
-
0 0
-
$ 0 0
5 70 518.00 $
-
$
5,145.70
5 72 470.00 $
$
-
-
0 0
$
4 64 470.00 $
7 114 $ 1,077.00 $
$
0 0
$ 20,754.00
5 74 560.00 $
3 60 600.00 $
-
0 0
2,666.00
8 224 $ 2,182.00 $
$
-
0 0
$
69,205.32
2006 Quota to Goal Revenues Month January February March April May June July August September October November December Total
$ $ $ $ $ $ $ $ $ $ $ $
2005 4,000.00 7,606.00 5,264.00 4,913.00 19,253.00 11,751.00 7,142.00 23,477.00 5,682.00 4,597.00 4,398.00 1,811.00
$ $ $ $ $ $ $ $ $ $ $ $
2006 6,654.00 7,623.00 5,265.00 6,185.00 21,449.00 7,141.00 7,148.00 30,297.00 11,826.00 4,968.00 3,991.00 1,890.00
$
99,894.00
$
114,437.00
% to Quota 166% 100% 100% 126% 111% 61% 100% 129% 208% 108% 91% 104% 115%
Elizabeth Carmo 672 Rancho Drive • San Luis Obispo, CA • (805) 441-7832 • zcarmo@yahoo.com
Objective To work for an established and creative company in Newspaper Sales and Marketing
Education • •
Cuesta College, San Luis Obispo, CA- June 2002-2004 AA Degree, Dean’s List- 4 semesters, Cumulative GPA: 3.6 California Polytechnic State University, San Luis Obispo, CA- June 2004-March 2007 Bachelor of Science in Business Administration: Marketing Concentration, Cumulative GPA: 3.2
Experience Mustang Daily Newspaper, 2005-2007 • •
•
Assistant Ad Manager in Sales Training and Development o Implemented a new training program o Created new special sections, media kits and housing guide Advertising Representative o Increased every special section sales by 30% o Responsible for maintaining 50 accounts with local businesses, made 60% of all sales o Maintained close and fun business relationships with advertising accounts Conferences o National Media Convention, St. Louis, MO o Advertising Conference, San Jose, CA and San Luis Obispo, CA o CNBAM Conference, Philadelphia, PA
India Inc., Solo Press, Carpinteria, CA 93106, 2002-2007 •
Marketing o Implemented a marketing plan for Solo Press o Collaborated and marketed a new poetry journals o Marketed Solo nationally and through EBSCO and Swets Blackwell distributors
•
Designer and Editor o Production and design for various poetry journals, including Solo Café 1, 2 and Café Solo o Created Solo Press web site, www.solopress.org o Designed pamphlets, flyers and order forms for Solo Press o Assistant editor and distributor of Solo: A Journal of Poetry o Editor for Solo Café 1, Solo Café 2 and Café Solo: 40th Anniversary Issue
•
Administrative Assistant o Bookkeeper for India Inc. o Organize conference events o Create and edit poetry manuscripts for publication o Edited PhD Dissertation at University of California, Santa Barbara
Language and Technical Skills • Fluent in Portuguese • Conversational in Spanish •
Proficient in Microsoft Office 2004, Adobe Illustrator, iWeb, Pages, Keynote, and SPSS
References • •
Paul Bittick, Mustang Daily General Manager, (805) 756-2537 Glenna Luschei, Solo Press Publisher, (805) 543-1058
$100,000
$90,000
$80,000
$70,000
$60,000 WOW/BTS 2005 Total Liz WOW/BTS 2005 Total
$50,000
WOW/BTS 2006 Total Liz WOW/BTS 2006 Total
$40,000
$30,000 18.3%
22.9%
$20,000
$10,000
$0 1
WOW/BTS Liz WOW/BTS 2005 Total 2005 Total Liz % 77976 14286
WOW/BTS Liz WOW/BTS 2006 Total 2006 Total Liz % 18.32% 94281 21568.6 22.88%
Client
Contact
Phone Number
Notes
Liz Carmo Client List Photographer: sportMJW@gmail.com Restaurant Guide: 16 pages, all color; questionnaire due Aug. 30 CLIENTS CONTACT PERSON PHONE MB/Cayucos/LO 10th Street Grill (LO) 2 Dogs Coffee Co. Ascot Inn Bayside Café BJ's ATV Rentals Breakers/Sandpiper/Best West. Cad's Café (LO) Cayucos Surf Co. Central Coast Carnival Central Coast Music Dairy Creek Golf Course DiStasio's (LO) Giancarlo's Great American Fish Co. Harbor Hut Hofbrau Inn at Morro Bay International Café (Crepery) Jimmy Bumps Pasta(LO) Just Next Door Kitty's Kitchen La Casita Restaurant (LO) Las Cazuela's Morro Bay Golf Course McCabe & Co. Hair Studio Morro Bay Surf Co Morro Rock Bar & Grill Central Coast Tattoo Ocean Front Pizza (Cay) Otter Rock Karaoke Pizza Port Rio Salon Rock Café Espresso Bar Rose's Fish & Steak House Sabetta's Pizza Sea Pines Golf Course
528-2011 772-2633 772-4437 772-1465 481-5411 Teri 772-7317 772-4771 fax Jim 528-1557 cell:234-4633 Kevin McClory 995-1000 995-1515 fax Huy 772-7190 Ed Frawley 772-4930 772-7685 fax Pat Comerford 471-4360 cell Ken 528-8760 772-4041 Jim 772-4707 Kit/Brandon 772-2255 Stan Van Beurden 423- 466-4588off 461-9005fax 1230 cell 772-2411MB 460-9428 Ata 772-5651 Roger Kidd 801-5219 528-4898 Lindsay Kovacevich 528-0459 Mary Hennessey 772-3677 Martin 528-2786 Javier Cadena 772-1272 MB 528-8423 Bay Pat Comerford 471-4360 cell Chris McCabe 528-5266 Anthony Billy Clayton Shawn Styler Dawn Eorst
Chrys Young Mike-owner; NateJamie Mike Perry Leon Cory/ Diane Fehling Denise Gary/Lisa
772-2902 995-2979 cell:235-5123fax:772-0195 772-9540 771-8700 234-0445 cell 773-1222 fax:773-6123 772-0200 528-4653
Sea Shanty (Cay) Seashore Candy Skippers (Cay) State Park Marina Rentals Sub Sea Tours Sunset Inn (Cay) Sweet Springs Saloon (LO) Sylvester's (LO) TKD (Morro) Tus Amigos Whale's Tale Windows on the Water Foothill / Santa Rosa ABC Bonds Advance Payday Azhiaziam Babbo's Cabo San Luis Cakery Carl's Jr. Club 24/ CafĂŠ 24 Cork 'n' Bottle/Campus Bottle Designer Cuts Domino's Fantastic Sam's Foothill Cyclery Fresher Nails Healthworks J.D. Boone's Jamba Juice Kona's Lo Mejor de Acapulco Lombard's McDonald's Nails Poly Panda Express Planet Beach Quizno's Royal Thai SLO Kickboxing Studio Video Subway Foothill Taj Palace
Billy & Carol Paul Gillan/Jamie Kevin
995-3272 772-5517 995-1122 772-7472 772-9463
Rochelle Larry Christine
528-3764 528-0779res 528-0207 fax 772-2431 528-7149 772-7555 772-0677
Greg Sullivan Mike Michael Jones Kari Dan Yarrow Colby Sato Sanaz Rahimi Tom Kridi Samantha Nate Kelly w/Majestic Adv Josh
544-1000 543-2000 544-3302 543-1736 783-2226 fax:544-0035 545-7777 745-7667 fx:714-781-2718 781-8181 543-8637 /528-1176 544-7202 544-3636 938-7822 938-7832 fax 541-4101 783-2676 542-0900 cell:441-0545 544-6465 fax:544-0035 549-0637 Foot 549-0733 dt 440-0119 787-0208 545-5959 473-3031 541-0606 cell:268-4829 626-799-9898 545-8267 786-4678 544-9778 215-8137 543-0707 543-3399 543-0722
Atsuko Rees Dan Alan Falstreau Paula Paz Matt/Billy Mona/Bob Jimmy/Danny John Sands/Linda Sallie Hoge Ed Glass Sam Scott Evans Kenny Mike Raj
Traditional Tattoo Univer-cell UPS US Nails Verizon Wireless Corp. Higuera Street Baja Fresh Banana Republic Blue Buona Tavola Downtown Centre 7 Fast Frame Hudson's Mo's BBQ Monterey Motors Panalivo Sakura Express Splash Straight Down Thai Classic Thai Palace/Basil (Atas) Urban Optics Urban Outfitters Garden / Chorro Bali Isle Benvenuti Blazing Blenders Bull's Tavern Copeland's Corner View Costume Capers Frog 'n' Peach Garden Street Essentials G. Street Goldsmith Habitat Hamilton Estate Jewelry Kragen Landis Linnae's Mission Grill Mother's Tavern
Shad Perlich
541-8282
Billie Jo Tony Kelly Holmstrom
541-9333 541-6624 925-279-6051
David-owner/Antonia Michelle Hellman Eric/Patricia Sofia Dave Susan David
546-2710 office 1800-333-7899x75900x2 783-1135 545-8000 546-8600 541-3455 541-5999
Ron 541-8818 Dider Cop 545-8700 549-0378 fax Richard Ben Azzouz 786-0430 cell818-613-7700 Joanne 773-4653PB 544-7567SLO Mike Rowley/Tracy 543-3086 fax:543-6749 Nop 541-2025 Judy 238-9945 594-1744 Dr.Schultz/Nancy Billings543-5200 not here yet
Wendy Anissa Alex Nick Kostal Patty/Bill Debi Hernandez/Keith Hank Owens Chandra Willard Jennifer Adam Larez Damion Maryanne Sean Fareis
544-7662 541-5393 546-8122 cell:441-7368 543-2217 543-0660x172fax:543-1173 546-8444 544-2373 595-3764 550-1399 cell 543-8186 541-4275 541-1170 fax:541-5281 782-9179 544-9198 541-5888 547-5545 cell:704-4441
Simply Skin SLO Brew SLO Swim State Farm Stigers Optical Images Tanner's Cove Thomas Everett Tio Alberto's Tom Mel Uptown Jean Co. Vienne Vai Yello Kiss Madonna/LOVR Bella Gente Carla's Fashion De Tolosa Ranch GNC Jenny Craig Laguna BBQ & Brew Launderosa Mandarin Gourmet Mattress/Bed Discount Center Ocean Nails Subway Upper Crust/S. Lombardi Adv South Higuera Aladdin Bail Bonds Auto Zone Car Sterio Store Cheap Wheel Rent-a-Car Double D Drain Doctors Drum Circuit Econo Lube 'n' Tune Farm Supply Glass Gallery Hobbe's Jiffy Lube Margie's Diner Midas McCarthy's Cars
Mary Lemus Mary Hoffman Shelley Filip Susan Rodroguez Shirl Sharon Smith Lorily Martin Thomas Setser Heliu
459-5551cell 786-4929f 543-1843 781-9604 781-0276fax 783-7050 544-3364 fax:544-3365 474-1693 543-6480 546-9646 543-6480 781-9500x201
Alyssa
542-0526
Patricia/Tara/NewTimes Celia Nick Rogers corp Kelly Dunbar corp Brenna Fernando John Eulberg Eric/ Elain Michael Darren Nichols Cliff/Steph
541-4153 546-8208 541-3621 543-7900 412-288-4776 800-939-6677 547-1485 227-6392 (ph and fax) 541-4590 785-0197 544-3126 781-0749 542-0400/ 544-9220
Bill John Bob Bruce Johnson
542-0742 fax:542-9746 783-1212 544-4292 543-3792
David Payne or Alicia Steve Diana
544-1214
Garrett/Larry Brebes
544-2976 543-3751 550-0423/787-0513 fax:787-0816
Rachel
489-5779 fax:489-2372
Dave Mike (owner) / Ron
541-1855 AG:481-5211 544-1900
Miracle Embroidery Owen's Music Paul's Cleaners San Luis Auto Body San Luis Auto Repair San Luis Motor Sports Tire Pros The Tire Store Wrona's
Steve Urman Kevin Owens Angelo/Rod Dana Davidson Debbie James Jessen Sandy Rosinski Tom John
543-7243 543-2168 fax 543-9588 543-2250 fax:543-3408 466-7401fax 466-74700 off 541-8691 541-2200 fax: 0787 581-1311 541-TIRE 543-3180
SALONS Day Nails and Spa SLO Town Barber
Chu Mark
783-2863 712-1753
Ray Hill
595-7302 fax:595-4006 595-2300 544-4444x255
HOTELS Sycamore Springs Inn at Avila Beach Boutique Hotel Collection HOUSING Bay Osos Brokers California West Mission Real Estate San Luis Property Management Valencia Yost HEALTHCARE Finnegan Chiropractic Dentists (A-H in phonebook) Family Dentistry Laurence Ackerman D.D.S. Los Osos South Bay Dental
SLO No's Abercrombie Atmosphere Bali's
Kendi Root Leon Van Beurden Ellie Frank or Jill DuFault Justin Gomez Sarah
528-1133 543-9119 781-6060 541-1662 543-1450 543-8321
Dr. Chris Finnegan
549-0990
Angela Dr. Ackerman
543-8675 543-7993 528-2511
Charlie Bart Schwan
544-3326 594-1172
Big Sky Chevron/ Dave's Automotive Chico's Debonaire Dizzy's Euro Tan Finders Keepers Firestone Grill General Dentistry Granite Stairway Mountaineer Hands Healthplus Hollywood Video Laguna Cleaners Lincoln Deli Lucky Lulu's McCarthy's Mee Hang Lo Michael Morrison Poorboy's Sandwiches Pottery Barn Sakura Salon 544 Serengetti West Shack SLO Perk Soho Studio/store Talbot's University Barber Shop Uptown Espresso Wayne's Tire MB/LO No's Backstage Salon Best Beauty Supply & Salon CafĂŠ del Via (Cay) CC Dance Crill's Candy/Salty Taffy Dorn's Embarcadero Inn Flying Dutchman Giovanni's Hair Lines (LO) Hot Dog Factory
Charles Dave Schnebly/Darren Vivian
545-5401 543-7318f 543-4415
Linda
781-0155
Dr. Scott Morton Catie Asper corporate Ken
Dr. Morrison
783-1001 543-2887 541-1533 543-1921 543-5950 ext 201 1-8SPEAK-TO-US 544-5725 543-5443 544-0268 543-6627 481-1789
corporate Now Sherry Elaine Steve/Fabrizio Marcia Pam Kathleen
1-800-922-5507 541-2754 544-1717 546-8706
Randy Bill Huffman/Russell
783-1300 543-5492 SM:928-2661
Karen Hammon Laurie Mace Troy/Donovan Julie/Kelly Savannah/Huy (wee) Chris Dorn Ed Biaggini Paul Van Beurden Giovanni Ray Ramirez Larry
772-1083 528-6333 995-2545 off 528-2077 772-1679 772-4415 772-6897 fax 772-5453 off 772-2269
546-0303 547-1890
528-0848
Legend's/Fuel Dock/Buey Lolo's Los Osos Fitness MBYC Sailing Lessons Morro Bay Realty Museum of Natural History Rock Kayak Co. Ruddell's Smokehouse (Cay) Schooner's (Cay) Sea Kayak Rentals (Shell) Taco de Mexico
Bill/Casey Nick Terry Benko Brooke Sharon/ Dick Fisher Denise Tallman Tony Foster Jim Troy/Donovan Lucille/Manuel
772-2525 off 772-2426 fax 772-4091 772-5686 rest. 528-1190 528-8789 cell 772-3981 772-6590 ext 30 772-2694 ext. 101 772-2906 995-5028 995-2545 off 995-3883 rest. 773-3500 772-5796
NOTES WOW CONTACT: 756-2467 last year: WOW 2x6 BTS 5x10, not interested contact for year contact for year too busy for summer contact during year Sandpiper 772-7503 Best Western 772-2212, contact during year signed up for WOW 2x4 BTS 2x4 need to bring in proof, maybe 2x5 WOW/ BTS 2x4 make up order signature interested contact for year advertise Grand Opening, emailing info contact for year avail 10-11am, 2-3 pm, follow up call for year not interested, call for year summer, WOW/BTS 2x4
waiting for proof, WOW/BTS 2x8 open after 4 pm 2x4 both weeks spot call after 12 during year 11:30-9pm; avail 3-5 no T-W; call in July for new budget afternoons best working on deals to advertise, follow up WOW ad 2x4 $100, call her to write check and bring in proof call Aug 21st same owner as Rose's WOW/BTS 2x4 check if she emailed ad and check follow up in July WOW/BTS 3x8 blue, maybe summer changing owners Aug 1, follow up in Aug. thinking about the school year WOW/ BTS spot red interested, faxed info, call 8/9 Rose's #:772-4441 open at 11:30, contact by phone left message, follow up
contact for year follow up for year 2x4 both weeks, full color, wants to see artwork call between 10-5 interested for band ads during year; Th. Paper 2x6 like the Grad 2x4 both weeks, spot color; wants to see ad very busy contact for year contact for year afternoon's after four windowsonthewater.net (open at 5pm) WOW/ BTS 3x8 spot red followup 2x4 summer, WOW, BTS, no color check for school year dropped off papers follow up during year interested during year; csato@ckr.com wants to do dual ad two Quarter pages, follow up for deals WOW/BTS 3x6 spot interested during year has ads ready did WOW/BTS back page will call me 2x4 both weeks, purple dropped off papers trades for during year left message remodeling in Sept, come back late Sept for Grand Opening left message faxed info 626-372-8316, call for year follow up during year WOW/BTS 1/4 page full color follow up did WOW/BTS 2x4, will call me WOW/BTS 2x4, pick up CD interested in school year, contact late sept. not right now
mtg Aug 18th about regular ad run ($8 base rate) WOW/BTS half page WOW/BTS 3x6 come back in December corporate‌giving message to Kelly faxed info, interested emailed Michelle at michelle_hellman@gap.com WOW/BTS 3x8 spot color blue before opening at 5 mktg dept has papers, will contact us summer 2x4, WOW/BTS; wants one more summer selling store, no adv. 3x10 WOW/BTS pick up cd with logo will forward paper to corp. 2x4 both weeks, spot color; digital camera for ad did WOW/BTS 3x8, dropped off ad and rest quest. faxed info, follow up not back until Aug maybe later did 3x6 for one, follow up, is doing ad
call Thurs WOW/ BTS half page owner there at night left message, faxed info cell:925-683-6590 WOW/ BTS 3x8 Interested, follow up in August M-T 12pm, no W, R-Sun 11am sent email hankowens@msn.com dropped off papers, left message dropped off papers; rarely in store faxed info/left message WOW/BTS 2x5 two 3x10, spot maybe interested; dropped off papers 5 full pages, page 2 of RG
summer 1x3, WOW on file already selling, call Sept 1st 2x4 BTS and during school year, need to make up ad left message WOW/ BTS 2x4 SLO Swim Shelley's sister, wants a 4x6 interested in indiv advertising,avail M-R meet Tues 26 at 9:30 left message creepy guy did 2x8 in one, not satisfied, create spec ad; open at 12
3 summer, WOW/BTS 2x8 pick up ad on 25th 1/4 pg spot WOW/BTS left message fax: 760-696-4108 lcm@jennycraig.com WOW/BTS 3x8 left message after 6pm not now, come back during year; reffered us to Day Nails cliff@slaslo.com got info, will get back to me faxed info, will contact dropped off paperwork, follow up follow up in Dec for new budget, tell them Car Audio is in follow up on 8/10 2x4, both weeks, spot color give idea for advertising 2x8 WOW/BTS, wants to see WOW dropped off paperwork, follow up 2x4 WOW/BTS faxed info, will get back to me left message dropped off paperwork, follow up
full color 3x8 both weeks WOW/BTS 3x8 red, bring in proof faxed info follow up WOW/BTS 2x4, pick up ad 7/21 will call us back (male) 9-10 AM
WOW/BTS 2x4, bring in proof, need tax# already signed up rhill@smsr.com maybe during school year Apple Farm, Cliffs, Inn at MB
not interested 3x8 full color, WOW, bring in proof left message did WOW/BTS 5x10, not interested for fall
20 Runs for Daily paper, do make up ads Tues/Th mornings 2x8 WOW/BTS, blue
don’t advertise no advertising doesn’t advertise
no advertising did WOW/BTS full page, left message and fax no local adv don’t advertise doesn’t advertise not interested doesn’t advertise not interested not interested doesn’t advertise doesn’t advertise nto interested no local adv. not interested doesn’t advertise don't advertise don’t advertise doesn’t need advertising not interested no local adv. not interested; will contact if interested in future not interested not interested not interested not interested left message no local advertising not interested no budget right now follow up on 6/30 not interested not interested hours: 5-9pm Wed-Sun; same owner as Schooner's not interested not interested not interested office at 1164 Market Str; not interested not interested not interested not interested not interested
free live music; contact Wed/Thurs; faxed info said no avail 8-2pm; not interested not interested not interested not interested doesn't advertise; depends on WOW to contact him sister covers T&W; will call us back not interested not interested not interested
Client Hofbrau McCabe & Co. Hair Studio Sylvester's (LO) Azhiaziam Foothill Cyclery Quizno's Fast Frame Panalivo Sakura Express Simply Skin Drain Doctors Miracle Embroidery SLO Swim Mission Real Estate State Park Marina Rentals Cad's Coffee House (LO) Central Coast Tattoo Rock CafĂŠ Espresso Bar Healthworks Bella Gente Laurence Ackerman D.D.S. Designer Cuts Studio Video San Luis Auto Repair Day Nails & Spa Owen's Music Company Just Next Door Otter Rock Karaoke Yello Kiss Splash Laguna BBQ Brew UPS Urban Optics Blazing Blenders Monterey Motors Total Sales
Dates summer wow wow/bts summer wow/bts wow/bts wow/bts summer wow/bts wow/bts wow/bts summer wow/bts wow/bts wow/bts bts wow wow/bts wow/bts wow/bts wow wow/bts summer wow/bts wow/bts wow/bts wow/bts wow/bts wow/bts wow/bts wow/bts wow/bts wow/bts wow/bts wow/bts wow/bts wow wow/bts wow
Ad Size 2x4 b&w 2x4 b&w 2x4 spot 2x4 b&w 2x4 b&w 5x10 full 3x8 full 2x4 b&w 2x4 spot 3x16 full 2x4 spot 1x3 b&w 1x3 b&w 2x4 spot 2x8 b&w 2x4 b&w 3x8 full 2x4 full 2x4 spot 2x4 b&w 2x4 spot 2x4 spot 2x8 b&w
Ad Type Payment Amount Rec'd CR x prepay $456.00 x MU x prepay $95.00 CR prepay $184.30 CR x prepay $60.80 x prepay $136.80 x CR prepay $1,045.00 CR prepay $600.40 MU x prepay $45.60 x MU billing $194.00 CR prepay $1,010.80 MU prepay $184.30 PU x billing $105.00 CR x billing $55.50 MU prepay $184.30 x CR x prepay $273.60 x MU x prepay $95.00 x MU prepay $380.00 MU prepay $326.80 MU prepay $184.30 CR prepay $136.80 MU x billing $125.00 MU x prepay $184.30 MU x billing $288.00
2x8 spot 3x6 spot 2x4 b&w 2x4 b&w 2x4 b&w 3x8 spot 2x4 spot 3x8 spot 2x8 full 3x8 spot 3x8 spot 3x6 b&w 3x6 b&w 4x10 b&w
MU CR MU MU MU MU MU MU MU MU MU CR CR MU
$10,627.85
prepay billing prepay billing x billing prepay prepay prepay billing x prepay x prepay prepay billing
$321.10 $374.00 $136.80 $144.00 $136.80 $457.90 $184.30 $457.90 $288.00 $457.90 $532.00 $307.80 $213.75 $720.00
Notes get wow/bts show ad/get check
show ad take pictures
PU summer get check, deliver papers picture rec'd
show ad w/Mccabe get summer
emailing info
MUSTANG DAILY My basic belief is that you are never selling the customer; you are building a relationship with them and helping their business succeed. I began as an account executive in the summer of 2005 with no prior sales experience. My first sales call was at a local retail store and I was so nervous. I went in and said, "Hi, my name is Liz and I am from the Mustang Daily. Do you want to advertise with us?" I laugh at this every time I train new account executives, telling them that is exactly what you should not do or say. I quickly learned that approach was not successful. I decided to take a "not selling" approach and relax and have fun. I was now just trying to get to know the customer and their business and then judge if advertising with the Mustang Daily was appropriate for them and if so what campaigns would be appropriate. This approach changed the Mustang Daily in my eyes. Most clients I visited said "You're from the Mustang Daily and your not trying to sell me?" I always explained to them that I was there to help their business and in order to do so I wanted to get to know them and their business at a personal level. That summer I created 30 new accounts and got 50 local businesses to advertise. This was not easy with my approach since I visited each business at least five times prior to selling them. Doing this made my 2005-06 school year a lot easier. I had formed a strong relationship foundation and now I continued visit them and let them know what advertising campaign and special editions would be most beneficial for their business. I believe what sets me apart from other account executives is that I truly care about my clients and they trust me completely. My General Manager, Paul Bittick, took a big risk in moving his top sales person, accounting for 30% of all sales in a 14 staff office, to becoming the Training and Staff Development Manager in Fall of 2006. I was very hesitant to make this move because I would have to give up my beloved clients that I had spent over a year building relationships with. Paul said to me that he wanted all of the account executives to succeed to the level that I had and he had faith in me that I could turn the staff around and increase overall sales. Our sales increased 16% in that Fall Quarter from the previous Fall Quarter, proving that Paul had made the right decision. I still visit my old clients on a regular basis and I am in constant interaction with my account executives about what campaign or design their new clients, many of my old ones, would like best. Recently I proposed that we do a special holiday edition and I saw the project through. One of my old clients was particularly reluctant to advertise in this issue since we didn't know how successful it would be and his new account representative was getting frustrated that he wouldn't commit. I called him up and asked him why he was so hesitant and he said, "Liz, if you think it will be beneficial to me then lets go for it." This statement truly made all those months of
building a relationship worth it. He trusted his only business in my hands. My goal is for each of my account executives to earn that trust from every one of their clients. The account executives who have followed that philosophy, which I heavily instill within the office, have had a tremendous boost in sales and are gaining more long-term customers. I will graduate this March and leave a beautiful city and the Cal Poly Mustang Daily behind. I hope that all my past clients and account executives will remember me and all my advice. It is so great to hear from my account executives how much my clients miss me but I always tell them that they will miss you too. I know that they will all make a lasting impression just as I hope I have. Thank you for considering me for account executive of the year. My time at the Mustang Daily will always be in my heart and all my experience will foster a new career outside of college publications. Thank you and warm wishes,
Liz Carmo Training and Staff Development Manager Mustang Daily
Bethlehem Stirnaman 10838 Cresson St. Norwalk, CA 90650 562-868-3829 Objective: To obtain a career in advertising sales. Experience: A background of success and growth. February 2006 to present- Daily Titan at Cal State Fullerton, 2600 E. Nutwood Ave. Suite 660 Fullerton, CA 92831. 714-278-4019. - Awarded the Most Potential Award for the Spring Semester 2006. - Selected to help teach and mentor a team of students in a Media Sales class. - My team made the most sales in the history of the class. - Promoted to Assistant Manager Fall 2006. - Given responsibility of training all new staff. - Created a new incentive program for the office. - Awarded Sales Person of the Semester of the Fall 2006. - Earned numerous bonuses over the past year for sales. July 2005 to February 2006- Wood Ranch Barbeque and Grill, 12801 Towne Center Drive. Cerritos, CA 90703. 562-865-0202. -Started as hostess and awarded with responsibility of coordinating the hostesses. -Contribute to other positions in the restaurant. -Took on a leadership role and cultivated other team members. -Close relationship with managers and help improve methods of service. -Knowledgeable past requirements in products. -Creative, helpful, and friendly! January 2005 to July 2005- Venice Cantina, 23 Windward Ave. Venice, CA 90241 310-399-8420. - Started as hostess. Assumed cocktail waitress duties. Promoted to Head Hostess June 2005 - Skills include “Open Table” hostess program. - Worked special events as hostess. - Reliable, supportive and contributing! -Catered to many celebrities including Cuba Gooding Jr. and Sugar Ray. - Great people skills; cultivating relationships with regular customers.
Education: 2003 to present- Cal State Fullerton: Communications major. - Dean’s List every semester - National Society of Collegiate Scholars 1999 to 2003- Santa Fe Springs High School - Golden Seal Award - National Honor Society - “Distinguished” and “showcased” award in all four areas of senior project. - Key Club service organization member and participant in Mentor Program to an “at risk” child. Skills: Knowledge in Adobe Photoshop, ADPRO, Power Point, and other computer programs. Also proficient in Microsoft Office, Macs and PC’s.
8 January 2007 Regarding Training Program
Dear CNBAM, The Daily Titan prepares students for careers in advertising media sales, including newspapers and the Internet. As media sales people, our job is to help create a critical connection between marketers and markets and help match (or create) the right message for our medium – a message that connects marketers with customers. Our “product” is space and time. The Daily Titan serves as an applicable apprenticeship for a career in many fields including Public Relations, Media, Account Management or Creative Services. As employees of the Daily Titan, through our training program, students will learn to do many things. Students gain knowledge of the media process including basic terms and concepts used for presenting and closing a sale. They also learn how to confidently deliver “cold call” and “walk-up” sales presentations, to work with campus media organization in a sales capacity, and to demonstrate oral and written communication skills appropriate for proposal writing and client presentations. Best Regards, The Daily Titan Staff
11 January 2007 Job Description and Quota I maintain three positions at the Daily Titan. The first is an Account Executive. My primary objective is to sell advertising space for the Daily Titan and the Daily Titan website. This includes maintaining existing clients and also creating new clients. I accomplish this by making telephone calls and in territory meetings to present the Daily Titan media kit and paper to them. I help clients create an ad campaign that is effective for their business. My quota is to have a total of $1,500 in sales every two weeks. My second position at the Daily Titan is as the Assistant manager. My responsibilities include training all new employees. The position also includes working with other managers on problem solving, creating new employee programs, and communicating with other staff on how to make the paper run smoother. In addition, I also aid in the daily record keeping and paper work for the paper. My third position at the paper is to help teach the advertising sales class. Every week I meet with my team of students and act as their mentor. This experience has given me the opportunity to create a new sales program for the class. I work hands on with my group helping develop leads and sales tactics. I also work with the leaders of the other groups to help them know how to run their teams. These three positions keep me busy, but I wouldn’t have it any other way
8 January 2007 Beth Stirnaman’s Sales Philosophy My sales philosophy is simple, and it can be summed up in one word, honesty. My ultimate goal as an Account Executive at the Daily Titan is not to sell advertising. If this were my goal, I would only be hurting my name as well as the name of the paper. When money is the ultimate goal, the customer’s best interest comes in second place. My sales philosophy is to be totally honest with my customers. This means only accepting business from those I know will benefit from advertising in our paper. I also do not trying to talk customers into spending their money on advertising that will not help them despite the pressure to meet sales goals. As an account executive, I have made so many new friends. And these friends fuel my paycheck! I know my clients vacation spots, how their children are doing, and how they are feeling that day. I am the number one zone salesperson at the Daily Titan and I believe that the personal relationship I have with my clients is why I have achieved that rank. My clients trust me to only sell them advertising that will help their business. A customer’s trust is the most valuable thing to me in my job. This standard of honesty I hold to myself allows me to help my customers achieve their goal of getting their business out to our students, faculty, and staff. I have standards for myself in every area of my life, including my life at work. My clients are very important to me. When they put their trust in me to help their business grow, I make it a point to not let them down. I truly believe that this way of conducting my professional life is much more rewarding for both my professional and my personal life.
We here at Pepe’s Finest Mexican Food would like to commend Beth on her skills in sales, advertisement and public relations. Thanks to her, we can truly say our business has increased. When Beth first came into the restaurant and presented us with the idea of advertising in The Daily Titan, we were definitely skeptical. Over the years we had always encountered a countless number of advertisement salesmen. Salesmen who were trying to sell us on the idea of advertising in newspapers, local magazine circulations, internet and even radio. We had always believed in the old fashion “word of mouth” form of advertisement. But thanks to Beth’s ideas and insight she convinced us to advertise in The Daily Titan. It has been a pleasure working with Beth. She is an excellent saleswoman and very knowledgeable in her field. She provided us with many unique and effective ideas when helping us create our ads. She was always available when we needed an answer to a question. Thanks to her this venture has developed into a great success. We would highly recommend her services and look forward to doing more business with her in the future. Sincerely, John Lopez President Frederick Russi CEO
January 10, 2007 To: CNBAM From: Robert Sage Adviser and Business Manager for Daily Titan Cal State Fullerton Re: Advertising Sales Representative of the Year I nominate Beth Stirnaman for CNBAM Advertising Sales Representative of the Year. Achievement: Beth is responsible for the largest urban sales zone at the Daily Titan. Over the past year she sold more than $42,000 in sales, which accounts for 16% of our total sales. This past semester she brought in 12 new accounts, which were largely responsible for a 27% increase in territory sales. In addition Beth was appointed assistant sales manager and director of training. She has a skill set that’s hard to describe. She’s low key, yet direct. She has a “personal” style that empowers customers to push the envelop and results in placements in multiple media (print and online). Territory Management: Beth has mastered the traditional management approach to her territory. She goes where the money is. Her first goal is to manage and renew accounts that are currently running. Second, she contacts accounts that have run in the past six months but have dropped out for one reason or another. Third, she continually looks at competitive media, principally publications that circulate in her territory for leads. And finally, she knows her “numbers.” She knows she has to make a minimum of 20 cold calls per day in order to generate five appointments per week that will result in one advertising sale. Beth practices excellent time management skills and good record keeping given her three Daily Titan positions and school.
Interaction:
At the end of each semester, the Daily Titan has an awards dinner. Last fall, Beth won the “greatest sales potential” award. In the spring she won “the salesperson of the year” award. These awards would never have taken place if it weren’t for Beth’s ability to establish strong professional relationships with clients and co-workers. She believes that after her third NO she’s so close to a final sale she can smell it. I wish we could clone her. Innovation: I teach an advertising sales class (Comm. 454) on Tuesdays and Thursdays. In order to give the class (20 students) a “hands on” experience, I asked Beth to take over and design a “sales” curriculum wherein each member of the class would meet in the Daily Titan offices one day per week and practice their sales skills. Beth promptly enlisted the aid of three other account executives and created four groups that would compete against each other. As an incentive, Beth recommended that each account executive would receive a separate 10% commission for all advertising sold in their group. To motivate the students she created a two-tier system wherein the individual and/or the group that met a minimum sales level would not have to take the final (thereby getting a 95 score). The results were as follows: one student sold $3,200 worth of ads and her group sold a total of $5,200 in advertising. Personal Philosophy: Attached
January 2006*-December 2006 Sales Records Month/Special Section Januray-06 Spring Bar Guide-06 Februray 2006 Valentine's Special-06 Greek Special-06 March-06 Spring Sports-06 VEISHEA Special-06 Spring Tab-06 April-06 August-06 September-06 Career Tab Special-06 Fall Bar Guide-06 October-06 Gridion Contract Special-06 November-06 Hoops Special-06 Gift Guide-06 December-06
Goal $6,276 $216 $6,631 $97 $77 $8,335 $118 $703 $1,195 $11,461 $3,280 $10,628 $140 $2,389 $13,850 2 full pages $13,855 $1,712 $2,707 $5,523
Total Sold $6,203 $325 $6,061 $196 $154 $9,046 $127 $1,497 $1,293 $18,930 $5,158 $12,988 $309 $2,080 $15,180 2.5 pages $15,847 $1,900 $3,043 $5,162
*Note: When I started selling in January 2006, I was managing a very small territory that only consisted of 13 accounts. From August 2006-current I have managed a full geographic territory.
Percent 99% 150% 91% 202% 200% 108% 108% 213% 108% 165% 157% 122% 220% 87% 110% 125% 114% 111% 112% 94%
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Job Description Earn while you learn! As an advertising account executive working for the Iowa State Daily you will gain real-world experience managing a geographic territory. You will create advertising programs and campaigns, give presentations and work with your client’s advertising budget to assess their needs. Excellent communication and customer service skills are a must. Must be goal/success driven and have a desire to perform better than 80% of your peers. Ambitious, hard-working and motivation to excel are essential to your success. Expected to act and dress professionally while working. Being highlyorganized and dedicated to work in this energetic, fast-paced environment is a must.
Personal Philosophy on Selling When I first came into this job at the Iowa State Daily I was unfamiliar about the way they ran the advertising department, and how much work it can take to get a single ad in the paper. However, having a strong background in the service industry has served me well from the very beginning for this job. Nonetheless, I am going to talk about what I have learned and what has helped me be successful as a sales representative! Be the boss of your territory: I run my territory as if it were my own business. I take responsibility for all of the advertising needs of my clients within a geographic region. I am always brainstorming new advertising campaigns for my clients and giving each of them the best ads I possibly can. In addition to sales, I make sure that my clients pay their bills and will collect or set up payment plans if need be. See the significance in what you do: The Iowa State Daily is an awarding winning publication serving the Iowa State Community. I believe that it is my honor and privilege to be selected to work at the Daily, and not my right. I see the value in advertising and how it contributes to the Daily. It is my job to fund the paper so that students, faculty and staff can continue to read their favorite morning paper. Act professional: The Iowa State Daily is a real business with real bills to pay and real clients in the Ames and surrounding communities. When I go out to my clients I am the face that represents the Daily and it is my job to act professionally. I believe that you should always be punctual, courteous and dress professionally when going out to see your clients. The experience that I get at the Daily is as real-world as if I would go work for the local town paper. Earn the Trust: I believe that in order to be a successful sales representative you have to earn the respect of the clients for which you serve. When I first received my territory I went out and met with all of my clients one-by-one and introduced myself to them. During each visit I made each of them a promise that I would be the best sales representative they have ever worked with at the Iowa State Daily. I work harder and harder every day to keep the promise I made to my clients. Attitude is Everything: Having a positive attitude and being confident in myself has really given me the edge to succeed with my clients. Selling is not always easy and I have had to present to some pretty intimidating clients. If I feel good about myself and am excited about what the Iowa State Daily has to offer, my attitude radiates onto my clients and they get just as excited as I am. I like to keep myself motivated at work because there are always so many things to get done in a day. Every time I go in to sell to my clients, I act like I have already won the sale and am just coming in to get the copy. This has worked for me, because I am always so excited about the Daily and the special sections that we are selling, and my clients can tell that I am enthusiastic about it and are more likely to buy. I always tell myself that someone has to tell the Iowa State Community about this great product or service and I want to be the one to do so! Better yet, I could not think of a better print publication to serve their needs. Get Organized: A critical part of my job is the homework that I have to do for it. I have to research my clients and their history with the Daily. I have to make my personal selling plans and goals for each month and
most importantly, I have to stay organized. I treasure my black binder and calendar where I keep all my appointments and selling materials that I use for work. Be persistent: I do not like to take “no” for an answer. I am very persistent, which you have to be if you are going to sell anything. I believe that when advertisers tell me “no” it is because I did not present the information well enough the first time around for them to want to say “yes.” But, after I change my presentation I always go back and try it again so they will say “yes.” Put your interests aside: I believe in doing what is in the best interest for your client, and not yourself. I only ask my advertisers to spend money on advertisements that are meaningful to them and will give them Top of Mind Awareness (TOMA). An important rule that I always remember is what the advertising will do for my clients, not for me, because they are the ones that are running their business and trying to reach people. I work for them and develop advertising strategies that will meet their needs. Take Responsibility: As a sales representative I love getting calls from my clients about how much they like their ads and how great the color looked and so forth. The calls that are not much fun are the ones that I get because there was a problem with an ad. Even if the problem was not an error on my part, I take full responsibility for the problem and do not point fingers at my co-workers. I realize that I am held accountable for any problems or situations that may occur, and I always want to make the situation right. I do not like unhappy clients and I will do whatever is within my means to correct or fix something to please them. Communication is Key: The biggest most important aspect of selling is communication. Whether it’s sending emails, writing thank-you cards, responding to phone calls and the obvious face-to-face interaction, excellent communication and people skills are the heart of selling. Some of my favorite people are the clients for which I serve. Having built strong relationships with my clients, I look forward to seeing them even when I am not selling. Never Settle: I never stop looking for new business, and am always thinking of ways to grow my business and bring more profit in to support the Daily’s operations. I work with my existing accounts to present new advertising programs and campaigns, and look for new business to sell into the Daily as well. Work hard, play hard: I have not found any other job on campus that is as demanding and time consuming as working at the Iowa State Daily, but I love it! I love the feeling of looking through the paper each day and saying “That’s my ad!” I take pride in all the work that I do, because it means something to me and my clients. My advertising position is 100% commission-based which is very motivating when I am selling, because the harder I work servicing my territory the more I get compensated. And at the end of a long day or weekend, I like to play hard and reward myself for the hard time and hours I have put it.
Ramsey Auto: Subaru & Mazda Spring Advertising 2007 December 4, 2006
Tom & Kate Carey Steve Martelli
Presented by: Sarah Pattison
Fall’s Success Introduced and created awareness of Ramsey Auto Effectively executed advertisements weekly Maintained excellent communication throughout the process Strategically positioned ads in prime locations to ensure visibility
Color is Everything!  Increases readership by 70%
Color Makes all the Difference!
ISU Daily + Ramsey Auto You made the right choice! Movement to advertising in college newspapers is a national trend Students are AND will be in the market for a lot of “firsts” at this time in their lives – Will be buying while in college
Faculty and Staff are making lots of $$ – New vehicle is always in the back of their mind – Almost $327 MILLION was spent on salaries
Market Share  Iowa State University makes up 63% of the Ames population with it students, faculty and staff totaling 31,749 people.
Reaching the ISU Community and MORE… All of our advertisers get a FREE subscription! That is almost 400 business people in Ames and surrounding communities! Iowa State Daily gives you a unique opportunity to reach an ELITE group of people that no one else can reach!
Readership is stronger than ever!  NEW 2006 Market Research Study, shows that students, faculty and staff read or looked through the Iowa State Daily more than any other print publication in a 7-day period!
Reach a variety of students at ISU 1/3 of the students that graduate from Ames High go to Iowa State. They stay around the communities, where their families are! 20% are over the age 25 18% are graduate students 13% of students are non-traditional 8% are international students and go to school here year-round! They come to the U.S. with money and the need for a car!
Cars our are main form of transportation! 81% of students have a car in Ames! 39% of those students choose to have their cars serviced locally in Ames. 21% of the students enrolled at Iowa State plan on buying a car within the next 12 months!
Print Edition is still the favorite! Portability – Can still carry it with you everywhere and pull it out whenever or wherever you want to read it!
Morning Paper – First thing that people see in the morning and read! – Ritual morning habit to read the newspaper!
More impact with print edition!
Website is catching up… Website is still relatively new and still being developed. – Thank you for your patience with this!
It is going in the right direction, but we still have technology kinks and issues to work out! NEW**Website won Pacemaker Award!! • One of 12 awards given to college newspaper Websites across country at College Media Awards! • Our Website is among the elite schools to receive this award!
Print, as always, pushes for the Website – Includes little tidbits to connect reader feedback and news updates at Website to drive traffic!
Print & Online go hand in hand! Advertising in both, print and online, gives you the best of both worlds! Great way to complement each other! Allows you to target the faculty and staff, but will also give you the added advantage of targeting students as well!
Remember the Wall Street Journal Article? Big Campus: College newspapers around the US are drawing young readers and luring major advertisers. They are the only newspaper sector that is not loosing an audience in print editions. “As one group of students leaves, another comes in and the tradition of reading the college paper continues.”
New article in Baltimore Sun reinforces strength in college newspapers! Subaru Forester online banner at top of page for story… – Coincidence? I don’t think so!
Research supports that college newspapers are still being widely read across campuses! “While in college, many students will be making major first-time purchasing decisions – cars, insurance, electronics – a market advertisers dearly covet.”
Aspirations for Spring Maintain and strengthen presence among the ISU Community – Larger advertising plan
Incorporate “still” into online tile ads – (Instead of flash which has had problems downloading)
Create eye-catching and appealing ads Continue to meet deadlines on timely basis!
An advertising plan for Spring!
Iowa State Daily Print Edition – – –
Online Tile Ad – –
Bottom banner Front-page advertising on Tuesday’s Edition Bigger ad on 1st Friday of every month in Auto Page section Run ads in key locations in special sections to reinforce the impact of your advertising! Get 50% discount for running ad in the print edition. Flexibility
Provides great partnership!
Front page advertising Your ad will be the FIRST ad that people see in the morning! Elite opportunity that Daily is offering – Leading pioneers of a national trend – Great trial price for advertisers!
Have first right of refusal when contract expires!
It’s Go Time!
Black is back! -Sample of Front-page Advertisement!
Questions, Cares, Concerns?! Feel that advertising with the ISU Daily is a great opportunity for both – Daily give you exclusive opportunity to reach ISU Community is an elite medium – Great you to build T.O.M.A when students, faculty and staff are making a car purchase
Thank you for being SO HELPFUL! – Great communication and response!
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Sarah Pattison
214 S. Hyland, Apt. 5, Ames, IA 50014 phone: 712.898.6365 email: spatti@iastate.edu
OBJECTIVE
Self starter with strong leadership and teamwork ability seeks summer 2007 internship with potential for full-time position upon graduation. Able to coordinate and execute projects successfully and meet deadlines. Detail-oriented, and strong written and verbal communication skills. Problem-solving, organizational and time management skills.
EDUCATION IOWA STATE UNIVERSITY, Ames, Iowa
Bachelor of Arts/ Major: Advertising, December 2007 Bachelor of Science/Major: Marketing, December 2007 ■ Emphasis in Account Management ■ ■
EXPERIENCE
Student Manager, January 2007- Present Advertising Account Executive, August 2005-Present Iowa State Daily, Ames, IA ■ 100% commission-based sales position ■ Meet and surpass monthly quotas ■ Service geographic territory with advertising needs ■ Participate in monthly board meetings ■ Develop and pitch advertising plans to prospect clients ■ Brainstorm, plan and budget new advertising campaigns for clients ■ Leadership in training new employees about procedures and presentations Marketing Intern, May–August 2006 National Pork Board, Clive, IA ■ Aided in preparing presentations to give to national committees ■ Assisted in market research to complement “Don’t be blah” campaign ■ Monitored website daily and wrote reports ■ Created and assisted with graphic design materials ■ Wrote press material for consumer homepage Participant, Account Executive Team, March 3-4, 2005 ISU Integrated Marketing Conference, Ames, IA ■ Developed integrated marketing campaign for Iowa Credit Union League in 48 hours ■ Worked with advertising professionals to develop planbook and presentation for client Customer Service Representative, March 1999-June 2004 Hy-Vee Food Stores, Sioux City, Iowa ■ Consistently handled customers’ needs and complaints ■ Chosen to represent my age group in developing new faculty dress code ■ Routinely assisted and guided new employees about store operations
OTHER ACTIVITIES & AWARDS
Iowa State University Dean’s List: Fall 2003-Spring 2005 Career Day Ambassador: Fall 2003, 2004 ■ Ad Club: Fall 2004-present ■ Runner’s High Club: Fall 2004-Spring 2006, Social Chair-2005 ■ Marketing Club: Fall 2005-present ■ GRIT Student Ad Program Participant: Spring 2006 ■ ■
RELATED COMPUTER SKILLS references available upon request
Microsoft Word, Excel, PowerPoint, Outlook, Adobe InDesign and Photoshop
January 29, 2007 Dear CNBAM Judges, It is with pleasure that I recommend Jennifer Lentz for CNBAM’s Sales Representative of the Year award. As general manager for The State News, I have had the privilege of working with Jennifer for two years. In that time, she has probably handled more accounts than any sales representative – now numbering over 130, mentored new account executives, and generated nearly $140,000 in revenue. Jennifer’s success as a sales representative has been the result of a strong work ethic, uncompromising standards, and exceptional customer service. What impresses me most about Jennifer is her unwillingness to give up. She perseveres when others may doubt her or when she receives objections from advertisers. This quality is one that I have grown to respect in her and prefer to see in sales representatives. Give me one sales rep who’s willing to work for the long run over two that go for the quick sale and I’ve got a stronger sales staff. Jennifer understands and establishes customers for the long run. Another of the characteristics that truly makes Jennifer a leader within our office is her approach to reestablishing old accounts or finding new ones. While she searches for new businesses or the reasons why an advertiser stopped running, she passes this information along to newer sales reps thus helping them not only establish accounts but helping them learn how to find new business. This unselfishness is rare among successful sales reps but certainly makes our staff stronger and defines Jennifer as a leader. Jennifer’s attitude, ability to sell, attention to detail and work ethic make her a true leader. It is for these reasons, I am proud to have Jennifer as an account executive and hope that you find it appropriate to reward her works by naming her Sales Representative of the Year. Sincerely,
Marty Sturgeon General Manager
Personal Selling Philosophy When getting hired in as an Account Executive at a college newspaper some people might be lucky enough to be given accounts and keep revenues stable for certain repetitive clients. When I was hired at The State News I knew that the road ahead was not going to be easy. Despite this challenge, I knew I would be able to bring in new clients, increase the inches for the current clients running, and increase sales for The State News. There may be different styles of selling but I will examine what has worked for me in the past 2 years while employed at The State News. For the clients that were not advertising I was able to get in contact with them, create sale plans, and set up meetings time with them. By doing this I was able to build relationships with these clients. After I established a relationship, I made sure that I kept that line of communication open with them as well. From there I was able to find what the client was seeking and deliver successfully. Not only have I succeeded bring in new clients, but I have been able to take clients I have and increase their advertising inches. I developed relationship with these clients but not on the level it needed to be. By taking these relationships to the next level I was able to better understand my clients, their business and what they wanted. Besides building relationships with my clients I have been able to build them with my co-workers as well. I have done this for the duration of my employment at The State News and also by becoming a team leader. As a leader I work with co-workers while in the office and during our meetings to monitor their progress with their clients. This allows me to make sure they are keeping up on communication with their clients, which mean contacting them weekly and also following up with them weekly. Other duties
associated with being a leader is making sure the employees are aware of promotions, contests and other things that may be going on for the newspaper. One cannot do all of this without having efficient time managing skills. I am a full time student at Michigan State University and must budget time when I am not at work to keep up with schoolwork. Not only am I handling my time between work and school, I am trying to juggle some down time for myself to rest and prepare for becoming a Mother. At the start of the ‘06 fall semester I became pregnant and had to adjust my time management. I am expecting this spring, but hope to be back at The State News in the fall. Leadership, relationships, communication, co-workers, time management; these are a few objectives that represent my philosophy of selling. Lastly, I would like to point out that even though I was not handed the biggest accounts, I dedicated my time to the accounts I received and it was more fulfilling to my experience then purely handling large accounts. I will be able to take that with me and look back on that and apply it to other situations in my life.
Jennifer Lynn-Raquel Lentz 1730 Huntsville Drive, Apt. G - Haslett, MI 48840 517-719-7856 - lentzjen@msu.edu
experience
Senior Account Executive January 2007 - Present Account Executive February 2005 - January 2007 The State News, East Lansing, MI - Execute print and online advertising sales of over $168,000. - Integral part of revenue building team for the largest collegiate newspaper in the country (daily circulation of 28,500). - Manage and maintain over 20 regularly running contractual clients and 30 prospective & seasonal accounts. - Assist clients in developing effective advertising campaigns.
Advertising Sales Team Leader January 2007 - Present The State News, East Lansing, MI - Oversee and manage a team of Account Executives. - Hold weekly meetings regarding sales execution & advertising strategy. education
Michigan State University East Lansing, MI January 2004 - Present, GPA 2.38 Bachelor of Science in Family and Community Service, Fall 2008
skills
PRE1 Smart Publisher; AdPro; Windows; Microsoft Office
JL
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Chris Pumpelly Division 6a â&#x20AC;&#x201C; Sales Representative of the Year The University Daily Kansan The University of Kansas
December 27, 2006 CNBAM Selection Committee Salesperson of the Year To Whom It May Concern: I have to admit that when Chris Pumpelly first told me he wanted to switch from ad design to ad sales 18 months ago, I was skeptical about his ability to sell well. He was so different than most other salespeople. In fact, he’s different in general; he’s very, very quirky. However, I learned two things very quickly about this designer-turned-salesman: he has natural sales talent, and his quirkiness surprisingly enhances this talent. Chris is an oddball; there’s just no way around it. But I believe this that makes him deserving of your award for Salesperson of the Year. Let me explain what I mean. First, Chris sells with an absolutely unmatched passion for delivering what his clients need. He sells what he calls “smart campaigns”, and he knows when his solutions are right because he spends time learning about his clients. He uses that knowledge to develop innovative campaigns that help his customers connect with students. And he does this with very quirky and yet very professional enthusiasm. For example, Chris has worked with KU Information Technology for over a year now. This office manages email, Internet, research and library services. It’s not the most exciting account, and for years, their ads have been dry, boring and text-heavy. When Chris first took on this account, he held several meetings to understand what this client needs and what results they expect from the Kansan. He knew that frequency would be key, and he knew that the client would have to trash the dry copy. He shared honest, blunt feedback with this customer, and she grew to trust Chris. After some work, Chris presented an innovative idea involving an anchored-position ad on a high visibility page with some much edgier copy that spoke to how students use Info Tech’s products. The better ads combined with a stable, frequent schedule was absolutely the perfect solution. The customer bought Chris’s idea and has been satisfied with it and him for over a year now. In short, this client, like all of his clients, bought Chris. They buy his energetic passion, his unconventional ideas, his attentiveness to their needs, and his unfaltering faith in the Kansan’s ability to deliver results. These are accounts that have been with the Kansan for years, but it wasn’t until Chris that they started to really believe in what they’re doing with us. That makes for valuable, lasting relationships that deliver results for the clients and credibility for the Kansan.
Even further, Chris has built a successful leadership career by combining his natural talent with dedication to bettering the Kansan. He has coached other salespeople with the same passion he brings to his clients. His love for this organization comes out in the form of (very loud) shouts of joy when we achieve a goal, or goofy smiles and funny dances to lighten the mood in the office, or on-the-spot, over-the-top celebration when a new salesperson makes even the smallest step in progress toward his or her goal. Nobody else on staff does these things as often, as expressively, as heartfeltly as Chris. He leverages his sometimes unhinged enthusiasm about this paper to motivate other salespeople, to help them through stress and challenges, and to inspire in them the same passion he works with every day. So when people tell me that Chris is a bit quirky, I can’t help but smile. He is unconventional. He is wildly creative. He is strange and enthusiastic in his motivation styles. But it works, because in every relationship - clients or peers - Chris starts by listening and finding innovative ways to deliver what his customers or his fellow salespeople need. To conclude, Chris matches all of the qualifications you’ve noted, but that’s not why I recommend him. He’s not an expert on our products. He hasn’t memorized the rate card, and he hates doing paperwork. Those things are important, but they do not make results happen. Chris knows this. He knows that clients say “yes” because of a trusting relationship and a hell of a smart idea. It’s strikingly simple, and yet so many salespeople don’t know this. Chris does, and that makes him different. He has leveraged his quirkiness into results for his clients, inspiration for his peers, and a record-breaking sales career at the Kansan. For this reason, I recommend him for this award. Sincerely,
Jennifer Weaver Sales and Marketing Adviser The University Daily Kansan
January 5, 2007 To Whom It May Concern: I am very honored to write a recommendation for Chris Pumpelly for the award of Salesperson of the Year. My business has been in Lawrence for four years and Chris and I have worked together for the last year and a half. After this time I can honestly say I have never had a better advertising representative, from the Kansan or otherwise. It is unfortunate he will be leaving the paper in May to graduate. The KU campus is very important to my financial success. Since Chris is a student, I rely on him to discuss strategies and brainstorm new ideas to bring fresh customers into the club and help create loyalty among current customers. One of his main talents is his ability to be creative with my ads while working within a tight budget. Every time we run an ad campaign with Chris, we see more students coming through the door than we expect. Being a nightclub, my schedule is hectic and fast-paced. Despite this, Chris has always been very professional and accommodated for my needs. Even though we sometimes can only meet at midnight to talk about my advertising, Chris is dependable and keeps his word. Once again, I grateful for the success we have had and therefore very pleased to write this letter of recommendation. His professionalism and knowledge are beyond his years. I hope the Kansan will continue to hire sales reps of his caliber. He will be missed. Yours, Will Reed General Manager AllStars Sportsbar and Cabaret
Chris Pumpelly Division 6a – Sales Representative of the Year Personal Selling Philosophy To Whom It May Concern: People talk about their “greatest strength” or their “greatest weakness” in interviews. Examples they give are typically sanitized and cliché, and the “weakness” is usually still a strength anyway (i.e., “I am a perfectionist.” Yeah, sure.) Generally, I think the question is unnecessary and pointless in interviews. However, I am going to talk about my greatest strength and weakness in this letter. Why? Because it’s in how we handle the things that are right and wrong about us that make an effective salesperson exceptional. Part of my personal selling philosophy is acknowledging my weaknesses and dealing with them. In my last two years selling for The University Daily Kansan, I have overcome many weaknesses, transforming them into strengths. My personal selling philosophy centers on three of those things: need for belief in what I do, building deep, honest relationships and working with unmatched passion. My Greatest Weakness My greatest weakness-slash-strength in sales is my stubborn need to believe before I sell. Allow me to explain. When I first started working in the creative department at The University Daily Kansan my freshman year, I privately observed the behaviors of the salespeople and tried to emulate their best practices. The most successful account executives—in every dimension from time management to consistently breaking goal— were the ones who acted with supreme integrity and confidence in the products they sold. The truly successful saw the inherent value in the medium in which we work. When it came time to move away from creative toward advertising sales, I aggressively embraced the notion that I must first believe in what I am selling before I can attempt to sell it to someone else. Otherwise, I am selling not for the client’s benefit, but for mine. So, I began to learn about everything we offer. Coupons, ROP, tabloid, special sections; we have a dizzying range of products. But I knew that to be the best, I must realize how each one fits into a marketing mix for the thousands of clients who invest millions of their hard-earned dollars into our products. My Greatest Challenge Holding belief in the product and, consequently, selling it, is something I do exceptionally well in relation to a professional salesperson. Part of the reason for this is that I am the target market for my clients, and I—not some media director buying space solely off of CPM—know best how to reach them. Beyond this, my clients trust me because of the nature of our interactions. I challenge myself to enjoy a consultative relationship with every client, and to do so first requires honesty and mutual trust brought about by this honesty. This goes beyond cordiality and thank-you notes. I, in at least the most basic way, want my clients to see me as a “friend” of sorts in the business. But this does not mean making small talk and telling jokes. Sometimes the best thing a client needs is frank honesty from a friend. For example, there is a popular drinking establishment in Lawrence, which for years had relied on word of mouth and sporadic ROP advertising. “Everyone knows us,” said John, the owner. Unfortunately, John was losing share to the dozens of other bars in more convenient locations. The bar’s reputation wasn’t the best in town, to boot. Nervous as I may have been, I took a chance
Chris Pumpelly Division 6a – Sales Representative of the Year Personal Selling Philosophy with honesty. I explained to John how things are changing with perceptions and student tastes, told him that a drastic change was needed. John, proud as he was, was not happy to hear this. Still, it was at that moment we forged a relationship based on trust rather than affability. Since then, John’s signed our largest contract, worth ten times the amount he had run in the past. My Greatest Strength Finally, I build my momentum in sales off of my greatest strength. It’s not in perfect rote memorization of the rate card. It probably isn’t in keeping in line with authority. My greatest strength lies in my passion to see my clients and the Kansan as an organization succeed. Saying it’s my greatest strength is an understatement. I thrive on it. I realized far too late in life that if I want to be successful, I couldn’t stop being who I am. Part of who I am lies in this enthusiastic urge to challenge the status quo and motivate others by my ambition. I know that I am good at what I do, but I don’t need my ego stroked. I am much more fulfilled by transferring my energy into those with whom I work. Let me give you a great example. There is no greater joy that I get from selling ads than to hear that an ad worked. I have a particular client—the manager of a gentleman’s club—who is strictly limited in his freedom to advertise as he wishes. Be it budget constraints or problems with deadlines, it’s hard to make things work for him. I wanted so badly for things to work that I made the ads myself and met with him at midnight a couple times, since that was his only available moment. After one particular campaign last semester, I had the meeting I dream about. “Chris, you made it happen, buddy,” he said. It wasn’t much, but those simple words alleviated any irritation or hardship that comes with this job. When it comes down to it, my selling philosophy isn’t about handling objections. It’s not about writing the best proposal. It’s not even about saving the day through creating a successful product or selling a big ad. My selling philosophy is about people. The secret is finding new and better ways to work through my difficulties to connect with those people on a personal level. Through my belief in the Kansan, manifested in my passion for what I do and conveyed through meaningful professional relationships, I have become one of the most successful salespeople at the paper. But what’s infinitely more important is that through all of this, my clients have also found success. Sincerely, Chris Pumpelly
Chris Pumpelly Division 6a – Sales Representative of the Year Job Descriptions Spring 2006: Zone Manager “-Positively coach sales team to sell more advertising, maintain production relationships with customers and develop new business for all Kansan products. -Provide on-going training for the team, including sales skills, leadership, resolving objections, time management and facilitating design training as needed for creatives. -Manage and evaluate team’s performance using meetings, call logs, sales/linage reports, and going on sales calls. -Sell advertising above quota for your accounts and maintain productive relationships with your customers. -Support the Business Manager and Sales Manager in the Kansan’s mission, including new ideas, planning for long-term growth, developing products, resolving staff and client issues and motivating the staff.” Fall 2006: Major Accounts Representative “The Major Accounts Representatives will discover, develop and maintain relationships with the top accounts of The University Daily Kansan. It is the primary role of Major Accounts to not only grow ROP revenue over the previous semesters, but also create innovative advertising and promotional solutions for the Kansan’s most important clients. Major Accounts Representatives must also attend and contribute at management meetings. ‘Majors’ representatives are expected to have the strongest repertoire of skills in the areas of advertising sales, customer service, time management, leadership and coaching newer account executives. In short, ‘Majors’ are expected to be the best representatives the Kansan has to offer.”
Chris Pumpelly Division 6a â&#x20AC;&#x201C; Sales Representative of the Year Sales Records 2006 Goal vs. Actual Revenue by Month
2006 Goal vs. Actual Revenue by Semester 2006 Goal vs. Actual Revenue by Semester
2006 Goal vs. Actual Revenue TOTAL
Chris Pumpelly Division 6a – Sales Representative of the Year Sales Records By the Numbers QUOTA vs. ACTUAL REVENUE Zone Manager QUOTA REVENUE % to QUOTA Jan-06 1761.56 1386.9 79% Feb-06 6632.19 4248.51 64% Mar-06 5935.89 5125.6 86% Apr-06 4810.71 6196.78 129% May-06 4366.08 6988.85 160% SPRING 2006 23506.43 23946.64 101.87% Majors QUOTA REVENUE % to QUOTA Aug-06 7430.01 10028.5 135% Sep-06 8079.7 9462.55 111% Oct-06 9597.15 14235.9 148% Nov-06 5719.65 8632.3 151% Dec-06 3257.15 8191.53 250% FALL 2006 34083.66 50550.78 148.31% TOTAL 2006 57590.09 74497.42
129.36%
Conclusion: By exceeding my revenue goal by nearly $17,000 more than 2005’s numbers, I helped my sales team beat its Spring 2006 numbers and the Kansan as a whole smash its Fall 2006 goal.
Chris Pumpelly Division 6a – Sales Representative of the Year Sample Proposal August 24, 2006
Dear Diandra, It was great to get in touch with you today. It got hectic in the office right after I got off the phone, so I apologize I was unable to get back with you immediately. Anyway, I want to catch you up on a few things. First, as of August 1, the Kansan went to a contract rate system, replacing the old “earned rate” system. As you know, almost every major newspaper follows this rate structure and it delivers a much better consistency in your rates. Our new rate card can be found at www.kansan.com/advertise. The contract rate information is on page 3. I took a little time looking at your history and here is what I recommend, based on what you’ve invested in the past: We will run the (1) 4 col. x 5 inch "Monday Madness" ad each Monday along with (1) 4 col. x 5 inch "Late Night Special" ad each Thursday. Given there are 31 weeks left in the academic year, this would equal 1,240 column inches up through the end of May. This is not including any special sections (listed on page 5 of the rate card) or any online advertising (www.kansan.com/inventory). At this time, however, I would recommend the 1,000-inch contract agreement level, which equals $8.20 per column inch. But if you believe you would like to once again be involved in most every special section and Poster Series, please consider the 1,500 inch agreement level. This offers a pci rate of $7.90. Think this over a little and please contact me with any questions. Sincerely, Chris Pumpelly Major Accounts Representative Work: (785) 864-4358 Mobile: (316) 519-3266 Fax: (785) 864-5261 cpumpelly@kansan.com
Christopher J. Pumpelly 1145 Indiana St., Apt. #2, Lawrence, KS 66044 • Mobile: (316) 519-3266 • E-mail: chris.pumpelly@gmail.com
Education:
Experience:
University of Kansas Lawrence, KS William Allen White School of Journalism and Mass Communications Bachelor of Science in Journalism with an Emphasis in Strategic Communications College of Liberal Arts and Sciences Bachelor of Arts in Communication Studies – Graduation date: May 2007 The University Daily Kansan Lawrence, KS Senior Account Executive/Zone Manager/Major Accounts August 2005 – present • Build relationships with more than 40 clients • Exceeded fall 2006 semester by more than 148 percent to goal • Coach new members of team in sales and time management Promotions Manager January – May 2005 • Analyzed needs of the Kansan marketing environment • Prepared and executed revenue-generating events • Educated staff with pertinent marketing information Creative/Creative Director January 2003 – December 2004 • Coached, directed and supported a staff of seven creatives • Acted as a liaison between creative, production and sales teams • Collaborated with marketing manager to deliver an effective self-promotion campaign The News Tribune Tacoma, WA Advertising Sales Intern Summer 2006 • Contacted and analyzed needs of clients in two territories • Created and sold an $18,000 advertising plan to an inactive account The Wichita Register / Daniels Publishing Wichita, KS Production Assistant Summer 2003 • • •
Created print advertisements for clients in the Wichita area Assisted the editor with design and layout of the magazine Prepared and sent final documents to press
•
College Newspaper Business and Advertising Managers, Inc. - Third Place, Best Online Display Ad, 2004
•
The University Daily Kansan Advertising Staff - Creative of the Month: February 2003, July 2004 - Manager of the Month: April 2005, April 2006 - Senior Account Executive of the Month: October 2005 - Kansan Pride, October 2006 - Sales Team of the Semester: Spring 2006
Honors:
Chris Pumpelly Division 6a – Sales Representative of the Year Additional 2006 Achievements •
Active Accounts: 2005 vs. 2006
Conclusion: In addition to growing overall revenue by nearly $17,000 more than 2005’s numbers, I realized my goal of involving more inactive and new business accounts into my sales focus. • • • • • •
Secured most contracted revenue on staff ($54,000) Top revenue getter for Fall 2006 Awarded Kansan Pride – Oct. 2006 (recognizes staff members who demonstrate outstanding spirit and drive) Spring sales team under my leadership was awarded “Outstanding Zone of the Semester” Awarded membership to the Kansan “K Club” after bringing in more than $10,000 in August 2006 (10 issues) Awarded “Manager of the Month” in April 2006
Katie Abrahamson The University Daily Kansan Division 6a
December 28, 2006 CNBAM Selection Committee Salesperson of the Year To Whom It May Concern: I am excited to recommend Katie Abrahamson for CNBAM’s Salesperson of the Year. I have to admit that when I first met Katie a year ago, I was unsure about her ability to effectively generate ad revenue for the Kansan. She was so sweet, so nice in her interview; I wondered if she could handle fierce objections and difficult sales calls. In her first 30 days, I learned that I was wrong to doubt her. First, she approached her client list aggressively and strategically. This enabled her to deliver exceptional customer service to her active accounts while prospecting for new business. She also showed passion for her product and the value she brings to their businesses. Second, Katie used her uniquely genuine and sincere personality to endear herself to her clients, even those that have traditionally been very cold to the Kansan. Several of her clients had, over the years, grown very impatient with disengaged, disorganized salespeople who just “take the order.” These clients wanted more ideas, feedback and plans than the average salesperson offered. They also wanted topnotch customer service. Katie was challenged to prove to these clients that she could provide these things with the utmost professionalism and attentiveness to their needs. To say that Katie jumped to the challenge would be a gross understatement. She proved to these clients, herself and her team that not only is she brave enough to push the envelope, but that she could respond with sharp but polite professionalism and strategic selling skills that resulted in fantastic ads that satisfied the customer. She proved that breaking through age-old barriers requires that a salesperson listen to a client, offer a smile and show a genuine interest in developing a strong relationship. Now that Katie is quickly progressing through the ranks at the Kansan, I’m not sure why I ever doubted her abilities. She is one of those rare salespeople that is able to connect with clients of all types on a very human, very trusting level. Further, Katie consistently exceeds her quotas, is regularly activating new accounts, and maintains excellent client relationships. For these reasons, I highly recommend her this award. Sincerely, Jennifer Weaver Sales and Marketing Adviser The University Daily Kansan
December 20, 2006 To Whom It May Concern: I am writing to highly recommend Katie Abrahamson as “Salesperson of the Year,” representing the student newspaper, The University Daily Kansan, at the University of Kansas (KU). In my position as associate director of marketing at the Lied Center of Kansas—home to the performing arts at the university and a state-ofthe-art facility in the region—I worked closely with Katie during the fall 2006 semester on our advertising needs within the student newspaper. And, I look forward to working with her during the spring semester as well. Advertising for the Lied Center in the University Daily Kansan is a key component in our marketing strategy to reach University of Kansas students, to provide them with information about upcoming performing arts events, and to encourage them to buy tickets. The center is part of the university structure, but it is 85% self-supporting, and its primary means of support is generated ticket revenue, so it is very important that we reach a key constituency for us, which are KU students. And, our primary means of doing that on the KU campus is through advertising in the Kansan. So, it is imperative that I have an advertising representative at the newspaper that I can rely on, and Katie is definitely that person. In working with her on our advertising needs, she has always been reliable, courteous, conscientious, and informative with regard to providing me with promotional options at the newspaper. She has gone “the extra mile” on several different occasions in making herself available for questions or concerns that I might have with regard to our ad buys or placements, and in keeping the lines of communication open. In short, Katie is one of the best advertising representatives that I have worked with at the Kansan in my eight years of working with student representatives there. Again, I highly recommend her as “Salesperson of the Year.” Cordially,
Brad Knauss Associate Director of Marketing Lied Center of Kansas
Katie Abrahamson Personal Sales Philosophy Division 6a Weary from walking in the bitter January cold, I tried to hold my head high as I entered yet another business. I remember thinking, I suppose it is true that for every ten “No’s” you’ll receive one “Yes.” Despite feeling less than perfect, these negative thoughts instantly disappeared when I began describing to this client why advertising in The University Daily Kansan is the best way to reach the student market. I tried to incorporate everything I had just learned at the Kansan’s weeklong intensive training program, and I added my personal touches. I provided this business with an innovative idea for reaching KU students, and before I knew it, I had made my first sale as an account executive. The euphoric feeling after that first sale is a memory I will always keep with me; suddenly, I felt on top of the world, and I was ready to tackle other difficult clients. Day after day, I became a little less anxious before visiting clients and I began building valuable relationships with them. The managers and other account executives at the Kansan motivated me to perform my best – whenever any of my colleagues had a successful day, I would also go above and beyond what was necessary in order to present innovative ideas to my clients. My drive to succeed is evident in achieving and exceeding my monthly and semester sales quotas. Exceeding my semester sales quotas would not be possible if my clients did not trust both the product, and myself; therefore, my sales philosophy is based building customer relations and perseverance. As my strongest personality trait, perseverance allows me to achieve sales excellence. Perhaps more importantly, perseverance allows me to activate new and zero-quota accounts that are now consistently and successfully reaching the student market by means of the Kansan. Building customer relations is, to me, of the utmost importance. Each client has unique needs and concerns, and one must maintain a level of professionalism even when a particular client is difficult to manage. In my two semesters on staff, I have thrived on building relationships with clients who have previously been disappointed with advertising in the Kansan. During meetings with such clients, I delve into the clients’ needs, ask questions about business sales, and finally, ask how I can successfully manage their account. Being honest with a client shows my commitment to improving their business; this “help me help you” theory is necessary for all client interactions. Another difficult aspect of client relations involves handling objections. To combat every objection, I provide my clients with testimonials and other success stories from similar local clients. I also provide a number of reasons why their business should advertise in hopes that they would see a revenue growth from the student market. I also make a strong emphasis on being truly interested in my client’s business goals and do not push unnecessary sales for personal reasons. (In other words, I put my clients’ needs and interests first, and in doing so, it is easier to achieve sales quotas.) Gaining the client’s trust, however, does not happen in one day. I usually visit and contact many clients at least three times before making one sale, and after each sale, I follow up by delivering a
copy of the paper and mailing a thank you note. Although contacting clients a certain numbers of times can generate sales, my proudest moments are those where clients consistently saw results from their advertisements and they are excited (no longer hesitant) to begin specialized, promotional or branding advertisements. One of my favorite clients is Saffee’s, which is a woman’s clothing boutique in Lawrence. For a number of semesters, Saffee’s advertised about twice a semester in the Kansan but understandably did not see a growth in student revenue. I met with the owner, Steve, to learn more about his boutique and we discussed the new fashion trends for Spring. After gaining Steve’s trust as a reliable and selfless account executive, I presented Steve with an advertising proposal based on creating awareness of the Saffee’s brand. By promoting the brand in a variety of the Kansan’s products, including advertisements in special sections, run-of-press and an online campaign, Steve saw his revenue increase from the female student market. By effectively presenting myself as a knowledgeable, motivated and dedicated account executive, Saffee’s is now a consistent client with the Kansan, and is one of the more popular female clothing boutiques in Lawrence. Perseverance is a trait I try to exude when meeting with clients and also when working with colleagues in the advertising office. When I meet with clients, many of the ideas I present are dismissed and I must think quickly to present another, more specialized idea. I am always prepared to present a variety of options that will fit my client’s needs. Similarly, many of my clients have busy schedules and are sometimes late for a meeting. Instead of being personally offended, I use this time to browse through the business, look at the products and sale items and gain more information to use for their comprehensive campaign. This proves to my clients that I am devoted to bettering their business. Another important aspect of being an account executive is conducting a level of professionalism in the advertising office. Working on a staff of 30 peers is dynamic; each individual brings a new selling technique to the staff and we all learn from one another. Undoubtedly, some of my colleagues have difficulties reaching their monthly quotas, and I try to encourage them to persevere. As a senior account executive this past semester, I trained and motivated entry-level account executives. In particular, I enjoyed asking my peers how they had developed their client relations, and then I suggested a number of tactics for strengthening these relations. By providing suggestions on how they could present themselves to their particular clients, our zone was able to successfully reach our semester revenue quota. Although a life of sales is like a rollercoaster, the one “Yes” I receive for every ten “No’s” is well worth the work. I believe that my innate sense of developing customer relations and above all, my perseverance has not only allowed The University Daily Kansan to see a growth in accounts and revenue, but has also facilitated an increase in awareness for each client.
APPENDIX
Katie Abrahamson Monthly Quota vs. Revenue, 2006 Quota Revenue January $740.10 $390.60 February $806.57 $1,829.12 March $2,371.18 $2,310.38 April $2,222.97 $2,485.74 May $1,688.05 $2,864.18 August $1,534.77 $3,926.01 September $4,032.38 $4,587.70 October $7,187.48 $7,841.26 November $6,341.07 $5,832.67 December $2,026.57 $2,704.05 Annual Total $28,951.14 $34,771.71
Katie Abrahamson Monthly Quota vs. Revenue, 2006 $8,000 $7,000
Revenue
$6,000 $5,000 $4,000 $3,000 $2,000 $1,000 $0 y
n
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Quota
st er ber ber ber u b M g m m m to Au te Oc ve ce p e o D N Se Month ay
Revenue
Conclusion: By exceeding my monthly sales quotas, I successully helped The University Daily Kansan exceed it's Fall 2006 quota of $420,867.
Semester Spring 2006 Fall 2006 Annual Total
Quota Revenue $7,828.87 $9,880.02 $21,122.28 $24,891.69 $28,951.15 $34,771.71
Katie Abrahamson Total Quota vs. Total Revenue
$25,000
Revenue
$20,000 $15,000 $10,000 $5,000 $0 Spring 2006
Fall 2006 Semester
Quota
Revenue
Conclusion: For Spring 2006, I exceeded my quota by 26%, or a revenue growth of $2,051.15. For Fall 2006, I exceeded my quota by 18%, or a revenue growth of $3,769.41.
Katie Abrahamson Active Accounts Month Quota Accounts Active Accounts January 5 2 February 2 7 March 9 4 April 6 4 May 7 8 August 5 7 September 12 13 October 14 15 November 12 14 December 7 7
Katie Abrahamson Active Accounts 16 14
Accounts
12 10 8 6 4 2
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Au g
Ja
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ar Fe y br ua ry M ar ch
0
Month Quota Accounts
Active Accounts
Conclusion: By activating new and zero-quota accounts, I was able to achieve $2,051.15 in revenue growth for Spring 2006 and $2,531.15 in revenue growth for Fall 2006.
Katie Abrahamson Other Notable Achievements/Brief Job Description Division 6a Fall 2006 • Sold $41,550 amount in annual contractual revenue, fourth highest on staff • Sold $1700 in online revenue which was 196% over my semester goal o My online sales accounted for 31% of zone’s online revenue goal and 13.7% of staff’s online revenue goal • Activated six new accounts, totaling $2,531.15 in revenue growth • Up-sold seven accounts by at least 84% over quota, totaling $6,533.15 in revenue growth • Awarded Senior Account Executive of the Semester • Awarded Senior Account Executive of the Month, August Spring 2006 • Activated four new accounts, totaling $2,051.15 in revenue growth • Awarded Account Executive of the Semester • Awarded Senior Account Executive of the Month, May Job Description: Senior Account Executive Manage roughly 25 accounts composed of local, regional and student businesses and organizations. Propose and sell advertising campaigns catered to these clients and incorporate a variety of avenues for advertising. Must be knowledgeable on the University Daily Kansan’s products and propose a product and marketing mix for a client. Requires between ten and fifteen hours a week. Payment is commission based.
Katie Abrahamson Division 6a Examples of Work Client: Hobb’s, Inc. is a men’s and women’s clothing and accessory boutique. Locally owned and operated in Lawrence, Kan., Hobb’s carries a variety of designer labels and caters towards the creative minds. According to Hobb’s website hostofcool.com, “The unexpected is the expected at Hobb’s as merchandise evolves in every direction.” Advertising Campaign: For Hobb’s, I wanted to develop an advertising campaign that is consistent with their image as an eclectic boutique. Hobb’s placed a variety of advertisements throughout the Kansan’s products, including Sex on the Hill (special section), run-of-press and online advertisements on Kansan.com, respectively. (These advertisements are not to scale and the online advertisement can be found within this document). Goal: To increase student awareness of the Hobb’s brand and to gain an increase in student revenue for Fall 2006. To design consistent advertisements that features the Hobb’s brand. Results: By consistently promoting and branding Hobb’s unique clothing lines, Hobb’s saw an increase in student revenue. Hobb’s also increased their advertising expenditures with the Kansan by 254% since Fall 2005. Currently: Hobb’s is advertising on Kansan.com and I am developing another campaign for the Spring semester. I plan to incorporate the consistent, unique feel of these advertisements into this new campaign as well.
December 19, 2006 Dear CNBAM Judges: As a second year veteran at The Pitt News, Dennis Hazenstab has proven himself on many levels. In the office, he acts as mentor and friend to the rest of the sales team, and he leads by example with his strong work ethic. He acts as liaison between production, the design team and the customer to create effective advertising campaigns that ultimately win both his customers and himself more business. Dennis is a dedicated employee, a loyal friend and a businessman with true integrity. I am proud to present Dennis Hazenstab to you as a nominee for CNBAMâ&#x20AC;&#x2122;s Sales Representative of the Year Award. Our territories are broken down geographically here at The Pitt News, and while most reps are assigned very small areas that surround the University, we do have several outlying territories which all call for especially assertive and polished representatives. The challenges that these particular territories present include customer indifference to our very specific target audience and the simple fact that businesses outside of the campus are just not as familiar with our product. Many do not see the potential benefits to their businesses in placing their message before college students. Dennis spent his first year at The Pitt News in our on-campus Forbes Avenue territory and had great success there, with revenues up 19% over the previous year. What impressed us most about him, though, is the fact that even while he had the veteran repâ&#x20AC;&#x2122;s privilege of choosing his territory for the 2006/2007 academic year, he chose one of the most challenging territories, our North Side/Strip District region. This year, he has spent his time familiarizing merchants and corporations in this remote territory with the University of Pittsburgh market; it has involved formal presentations, assertive follow up and consistent face-to-face meetings. He excels at all. Revenue in the Strip District and North Side of Pittsburgh has increased by 67% over 2005. Perhaps more importantly, though, is that most of that increase is comprised of new business. Dennis has brought in 36 new contracts, and all have allowed for room in their 2007 budget for advertising in The Pitt News. Dennis knows that the sale begins at the contract signing. He is conscientious about steady follow up with current customers, but he never allows a day to go by without adding prospects to his sales funnel. He is hungry for the sale, but balances that desire with sincere concern that he is keeping his customersâ&#x20AC;&#x2122; best interests at heart.
Dennis Hazenstab must also be recognized this year for his acute sense of marketing and public relations on behalf of The Pitt News. He initiated special trade agreements with Live Nation, The Pittsburgh Penguins and The Pittsburgh Pirates, ultimately winning significant readership involvement as well as increased advertising revenue. Instead of working flat trade deals, Dennis made formal presentations to these organizations that involved a split between cash and tickets. Together with our Arts & Entertainment and Sports editors, he created trivia games that required reader participation and reward in the form of free tickets. Readers had to appear in person at our front desk with answers to the trivia questions in order to qualify to win, and the program resulted in an infectious excitement on campus. Revenue from the advertisers increased over last year by a collective $16,000, and our relationship with the sports teams and Live Nation is more professional and more productive for all. As you will see on Dennis’ resume, The Pitt News shares him this year with Dell Computer, who hired Dennis this summer as the campus Dell Representative for the University of Pittsburgh. Dennis has received several special awards from Dell for his sales performance and was named Dell’s Representative of the Quarter for the second quarter of 2006. While other sales representatives spend a good amount of office time worrying about upcoming exams and projects, Dennis keeps his academic life and his work at The Pitt News separate. An Accounting and Marketing double major, Dennis carries a 3.8 GPA; he is modest when speaking about his grades, but consistently helps other students after hours in their exam preparation. For friendly competition’s sake, we split our sales force into two teams, and this year Dennis was appointed Team Captain. He is charged with monitoring his team members’ paperwork, sales presentations and prospecting activity. His efforts paid off this semester when his team won. Always willing to accompany less experienced reps on sales calls, Dennis also assists in drafting other reps’ proposals and ad design. He serves as an invaluable role model, lending a hand wherever needed while consistently exceeding his quota, sometimes by more than 100%. More important than grades or final sales revenues is the measure of character. Dennis Hazenstab is a good-natured man with solid principles. He displays a work ethic that serves as a model to other employees, while still maintaining a refreshing light-hearted approach with his customers and prospects. He has applied to be next year’s Business Manager at The Pitt News and is looking forward to improving our internal operations and procedures in 2007. I thank you for this opportunity to share one of our most treasured assets, and appreciate your consideration in awarding Dennis Hazenstab with CNBAM’s Sales Representative of the Year. Sincerely, Laurie Holding Advertising Adviser
The Pitt News 412-648-7820
December 28, 2006 Members of CNBAM, Over the last year at Boomerangs Bar & Grille, one of our most valuable assets has come from someone outside of our normal operations. As my advertising representative from The Pitt News, Dennis Hazenstab and I have worked together to build a strong professional and personal relationship that has directly translated into growth for my business. As a result of his dedication and the trust he has built with me and my staff, I am recommending Dennis for the CNBAM 2006 Sales Representative of the Year. Using Dennis as a consultant in reaching the college demographic, I have been able to penetrate The University of Pittsburgh market faster and stronger than I ever anticipated. In addition to working with me in developing an efficient and successful advertising campaign, Dennis also regularly attends onsite promotions and personally monitors the success of our programs through his social networks as a student. In my experience working with Dennis, I can see he is truly passionate about what he does and has a genuine concern for the success of his customers. During times of adversity for my business and our relationship with The Pitt News, his persistence in following up and finding solutions to problems has been most evident. After one incident in particular, he consistently met with me in person, well after normal business hours, and showed his resolve in maintaining a long term relationship between my business and The Pitt News. His positive attitude and work ethic remain steadfast despite the time of day or the complexity of the situation. As a dedicated and loyal customer of The Pitt News I am excited to work with Dennis again in 2007 and support him in his effort to become the next Business Manager. However, despite what takes place throughout our professional careers, I look forward to continuing the trust and respect Dennis and I have for one another. I am proud to nominate Dennis Hazenstab as the 2006 CNBAM Sales Representative of the Year. Thanks,
Jared Hosack Owner/Director of Operations Boomerangs Bar and Grille 3909 Forbes Avenue Pittsburgh, PA 15213 412.578.8491 www.boomerangsbar.com
January 2, 2007 To: Members of the 2007 CNBAM Awards Re: Personal Selling Philosophy The personal and professional relationships I work to build with my coworkers and my customers have become the single most important part of my sales philosophy at The Pitt News. However, I will carry the establishment of trust and respect for all of the people involved in my business throughout my sales career and beyond. In the office, I want to work as closely as possible with every aspect of our business. Developing a broad understanding of production, editorial and billing has helped me relate with my peers and with my customers. Working with the entire staff to promote the overall efficiency of our operations provides a better product for our customers and develops an environment where everyone involved can succeed. The trust and dedication I promote through the people around me will transcend into the growth of my sales and more importantly the growth of our business. Building a relationship with my customers where we can relate personally and professionally has been instrumental in my ability to help their business grow. I want to be as close as possible with my customers, so I can understand their specific needs and develop solutions that fit them best. I am an invaluable resource at their disposal and I want to extend my knowledge in marketing and my knowledge as a college student to develop the most effective advertising campaign as possible. I have had the most success in sales when I have been able to work with customers to brainstorm a promotion, make it successful and work together to make it even better in the future. After establishing a strong and cohesive relationship, working together and problem solving as a team becomes fun and easy. Maintaining trust and a commitment to customer service is the other step in continuing a successful relationship. I take pride in phone calls from advertisers where they are overcome with excitement because we developed a plan for success and it worked. Similarly, I take pride in being the first person called when there is a problem or we make a mistake. All of my customers understand I am working for them and whatever situation arises, we will work through together and we will find a solution. The ability to interact
my customers during high points and low points has been one of one of the most rewarding and challenging parts of sales. The close relationship and level of trust I have with my customers has directly translated into success at The Pitt News and will continue to help me grow as a sales person throughout my career.
2006 Quota to Goal Revenues Month January February March April May June July August September October November December Total
$ $ $ $ $ $ $ $ $ $ $ $
2005 4,000.00 7,606.00 5,264.00 4,913.00 19,253.00 11,751.00 7,142.00 23,477.00 5,682.00 4,597.00 4,398.00 1,811.00
$ $ $ $ $ $ $ $ $ $ $ $
2006 6,654.00 7,623.00 5,265.00 6,185.00 21,449.00 7,141.00 7,148.00 30,297.00 11,826.00 4,968.00 3,991.00 1,890.00
$
99,894.00
$
114,437.00
% to Quota 166% 100% 100% 126% 111% 61% 100% 129% 208% 108% 91% 104% 115%
OBJECTIVE
Represent The Pitt News as the 2006 CNBAM Sales Representative of the Year. EDUCATION University of Pittsburgh College of Business Administration Majors: Marketing & Accounting April 2008 Minor: GPA: 3.8103
Graduation: Economics
SKILLS
Knowledge and understanding of PowerPoint, and Microsoft Word. Presentation Skills.
Microsoft Office- Excel Strong Communication
and and
WORK EXPERIENCE The Pitt News Sept 2005-Present
Advertising Account Executive Pittsburgh, PA
Sell print advertising in person and over the phone, create ads, and set up advertising contracts for customers in Downtown Pittsburgh, Oakland and Bloomfield. Developed nearly 30 new accounts through research, prospecting and cold calling. Dell May 2006-Present
Campus Representative Pittsburgh, PA
Market student purchase program that generates over 1 million dollars in revenue a year. Make presentations and cold calls to University departments. Meet and develop relationships with potential customers to give recommendations and assist in the purchasing of Dell, Microsoft and Intel products. Majestic Ridge Golf Course June 2001-Aug 2005
Supervisor Chambersburg, PA
Assisted in hiring and training of new employees, formatted schedules and oversaw daily operations. Coordinated dining facility for banquets and gatherings of over 150 guests. AWARDS AND ACTIVITIES
Mid-Atlantic Rep of the Quarter for Dell (June-August 2006)
APT #307 3609 FORBES AVE PITTSBURGH, PA PHONE (717) 404 1768 • E-MAIL DPH14@PITT.EDU
DENNIS P HAZENSTAB, JR.
Sales Proposal and Presentation I have prepared a sales presentation for a fictitious restaurant coming to The University of Pittsburgh campus. My slides have a general pattern followed during all of my presentations. In my first slide, I have outlined details about their business that I would have already established over the phone or in person before the date of my presentation. Knowing the facts they gave me and the other information I found through simple research, I use this information to relate their strengths to the specific characteristics of our market. Once I have established the correlation between their needs and our market, I use statistics, demographics and testimonials to demonstrate why The Pitt News is the most effective media in reaching their target market. At this time, I make a formal proposal outlining the total investment of a campaign in our publication. During this time and throughout the rest of the presentation, I always remain open to questions and maintain the ability to adjust my presentation at anytime. While the length of this application prohibits me from representing all of the unique tools I utilize on my sales calls, I am always prepared with a second proposal. Usually, the second proposal is a smaller investment in case the customer is particularly taken aback by the initial proposal. I would also have spec ads prepared and pasted throughout our paper to give the customer an idea of how their ad would look in our publication.
ith
ip w h s n o
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BEFORE & AFTER January 4, 2007
• Opening Friday, February 9th, The Before and After Café is a 24hour eatery expanding its chain to The University of Pittsburgh. • The restaurant plans to provide excellence in dining and service by offering great food at a great price. • In addition to the dining experience, B&A will also offer other amenities; wireless, Panther Funds, study areas, etc.
The Pitt News
Your expertise in many areas and our diverse culture. • Breakfast, lunch and dinner offer the ability to target many different and undeveloped markets in Oakland. • Late night service and quality work well with a population that never sleeps. • Accommodating setting spreads appeal across a larger segment. • Buying income of $7 million per month. • 10.1 million dollars spent at full service restaurants annually. The Pitt News
• The Pitt News publishes Monday through Friday, 14,000 copies per day. • Our publication reaches over 37,000 members of the Pitt family. -17,000+ undergraduate students -10,000+ graduate students -10,000+ faculty and staff • 7 out of 10 undergraduate students read TPN in a given week. • Other schools, other media and our commitment to increasing readership. The Pitt News
“Of all our advertising, The Pitt News provides us with the best return on our investment. We get consistent results every time we advertise in The Pitt News. People are always bringing in The Pitt News and stating, ‘I want this.’ “ -Lawrence M. Rettger, Corporate Sales Manager, Pac Comm Wireless
• Advertising with The Pitt News reaches your target market with a highly competitive rate. • We provide additional services including online advertising and ad design. • Our Customers -Follow ups, weekly meetings, personalized service
The Pitt News
One quarter every Monday and Thursday with color on a 15x contract. Date
Size
Space Charge
Color Charge
Total
1/22/2007
Quarter Vertical
$150.00
Free Color
$150.00
1/25/2007
Quarter Vertical
$150.00
$75.00
$225.00
1/29/2007
Quarter Vertical
$150.00
$75.00
$225.00
2/1/2007
Quarter Vertical
$150.00
$75.00
$225.00
2/5/2007
Quarter Vertical
$150.00
$75.00
$225.00
2/8/2007
Quarter Vertical
$150.00
$75.00
$225.00
2/12/2007
Quarter Vertical
$150.00
$75.00
$225.00
2/15/2007
Quarter Vertical
$150.00
$75.00
$225.00
2/19/2007
Quarter Vertical
$150.00
$75.00
$225.00
2/22/2007
Quarter Vertical
$150.00
$75.00
$225.00
2/26/2007
Quarter Vertical
$150.00
$75.00
$225.00
3/1/2007
Quarter Vertical
$150.00
$75.00
$225.00
3/12/2007
Quarter Vertical
$150.00
$75.00
$225.00
3/15/2007
Quarter Vertical
$150.00
$75.00
$225.00
3/19/2007
Quarter Vertical
$150.00
$75.00
$225.00
Total Investment: $3300.00
The Pitt News
Please contact us at anytime as your thoughts are invaluable to us.
The Pitt News 434 William Pitt Union Pittsburgh, PA 15260 Office: 412.648.7978 Fax: 412.648.8491 advertising@pittnews.com
The Pitt News
January 16, 2007 Dear CNBAM Judges: It is a pleasure to write this letter of nomination for CNBAM’s Sales Representative of the year for The Pitt News’ Jeremy Burke. Jeremy has worked here for over a year, and has been assigned the Golden Triangle, Pittsburgh’s downtown, as his territory. I’m sure he will attach his revenue tracking, as his numbers speak for themselves. We are tremendously proud of Jeremy and grateful to him for the inroads he has made among Pittsburgh’s largest corporations. It has been a joy to watch Jeremy expand our horizons over the past year, and we will miss him horribly when he graduates this April. Jeremy Burke is articulate, reliable and proud of a job well done, and he carries an air of maturity well beyond his years. All of these characteristics have helped him in his territory, which is comprised of a customer base very different from our other territories’. While most of our reps concentrate on bars and independently owned shops, Jeremy focuses on making appointments with Human Resources professionals at USX, ALCOA, PNC Bank, Mellon Bank and Westinghouse. He usually is in the position to dress in suit and tie, and enjoys his corporate role here. Jeremy has consistently surpassed his monthly revenue quota in his territory, finishing 2006 at nearly 30% over 2005 revenues. He is known for his banner months, finishing at well over 100% increases; in fact, in November of 2006, he brought in 211% more than November 2005. He is unafraid of cold calling, spending a healthy amount of time each day in pursuing new prospects. We have appreciated the pace he sets in the office, the urgency he builds into every day tasks, and he has served as an excellent role model in his work ethic. Jeremy has proven himself to be an excellent sales personality and I’m sure he will be a true asset to Nabisco when he starts there in May. Thanks very much for considering Jeremy Burke for CNBAM’s Sales Representative of the Year Award. Sincerely,
Laurie Holding Advertising Adviser The Pitt News 412-648-7820
Jeremy Burke The Pitt News CNBAM Submission The core of my personal selling philosophy is centered on relationships; the relationships that I build with my customers, with my co-workers at The Pitt News, and my relationships with my fellow sales representatives. By constantly focusing on my interactions with those around me, I was able to improve as an account executive, a student, and as a person in general throughout the past year. Since most of my co-workers are also students, I happen to know a lot of them as more than just co-workers. To me, they are my classmates, my friends, and often times, my source of help. When I started as a sales rep, I was full of ambition and a little short on the technical know-how. By working as a team with our inside sales staff, design team, and other sales reps, I was able to quickly learn what it takes to succeed, and eventually thrive as an account executive. The team-based environment has been extremely helpful to me, and I try to pass this along to the newer reps whenever I can. To maintain and improve my relationships with other sales reps, I make sure that I can always spend time helping them in their own territories. While we are required to maintain 15 hours each week within our own territory, I try to additionally help newer reps for at least one more hour each week by going over a sales call, canvassing their territory, or lending support in any way I can. Through it all, I have been able to maintain a high GPA, and received a 3.23 QPA this past fall semester. This was my first returning semester to the paper where I could really start to help others in the same way that I was helped when I first started. Of the utmost importance, my relationships with my customers, I take special pride in treating each one with professionalism, courtesy, and doing everything I can for every client. Over the past year, I have realized increases of revenue for my territory of 29% over the past year for total revenues of $41,671. This included being the sales rep that was the most “over-quota” in April 2006, realizing 211% of my quota in November 2006. In addition, in October 2006 I realized over $10,000 in revenue from my territory. This is only the fourth time in the 99 year history of The Pitt News that a sales rep brought in greater than $10,000 from his/her territory in one month. Because of this, I was inducted into The Pitt News Sales Rep’s Hall of Fame this past year. Also, I was voted as the Sales Rep of the Semester for the Fall 2006 semester. Besides maintaining current accounts, I have also aggressively pursued new customers throughout the past year. During 2006, I was able to sign 11 new accounts, and also revive 4 inactive accounts, which accounted for a substantial part of the increase in revenue from 2005. For all of my accounts, I follow up with phone calls to confirm to the customer that their ad ran on particular days. This gives me the opportunity to go the extra mile for my customers as well by answering any additional questions that they might have, personally mail tear sheets or copies of the paper to them, and also up-sell and place more advertisements with The Pitt News in the future.
Jeremy Burke (717)341-4806 jlb86@pitt.edu Education
269 N. Dithridge Pittsburgh, PA 15213 University of Pittsburgh, College of Business Administration Pittsburgh, PA Major: Marketing Expected Graduation: April 2007 GPA: 3.02 Pontificia Universidad Católica de Valparaíso Semester Study Abroad Program
Work Experience
Valparaíso, Chile July 2005 – December 2005
Nestle Purina Pittsburgh, PA Regional Sales Intern May 2006 – August 2006 • Managed territory consisting of 6 Wal-Marts in Pittsburgh area • Responsible for all sales figures and ensuring proper roll-out of new items • Presented business building presentation to regional manager The Pitt News Pittsburgh, PA Account Executive January 2006 – Present • Responsible for all advertising sales in Downtown Pittsburgh territory • Maintain existing accounts and make cold calls for new businesses • Process ads, check proofs, and handle billing and credit for clients Boscov’s Department Stores Lancaster, PA Executive Intern May 2005 – July 2005 • Assisted store manager and HR manager in daily operations of store • Aided various departments by fulfilling cashier staffing needs • Organized and executed a store-wide co-worker training program Visitor Direct Marketing Lancaster, PA Advertising Sales Representative June 2004 – August 2004 • Identified new customers and sold advertising spots on company’s maps • Continued sales by ensuring customer support and distributing maps Eden Resort Inn and Conference Center Lancaster, PA Front Desk Agent/Restaurant Host/Banquet Caterer November 2001 – August 2004 • Represented hotel by greeting, checking-in, and checking-out guests • Addressed and resolved customer comments and concerns • Responsible for maintaining a personal bank of $150
Activities
Alpha Kappa Psi Pittsburgh, PA Pledge Class Fundraising Chairman, Spring 2005 January 2005 - Present • Participate in a professional business fraternity firmly based upon brotherhood, integrity, and service to others • Organized, planned, and executed successful fundraisers that raised over $1,300 Boy Scouts of America April 1997 – March 2002 Eagle Scout • Organized and executed ground re-seeding service project for church • Held many leadership positions including Patrol Leader, Assistant Patrol Leader, and Troop Guide
CNBAM Application Appendix
Jeremy Burke Month February March April Summer Hiatus September October November December Totals
2005 Rev 6404 4620 5111
2006 Rev 3307 5054 6845
% Change -49% 9% 34%
4744 6258 3462 1743 32342
6228 10445 7197 2595 41671
31% 67% 108% 49% 29%
Megan Barber Personal Selling Philosophy Chapel Hill, North Carolina is without a doubt the epitome of a college town. Our newspaper, The Daily Tar Heel, in so many ways, is the primary source of communication between the students and the Orange County community. I am so privileged to be a direct part of this relationship by providing our product to the businesses and groups of the area. I began working in newspapers at the age of 15 in my hometown. There I learned the importance of providing advertisers everything they needed from our office. Now, five years later, I am a part of an advertising team that is rooted in exceptional customer service. Advertisers can rest assured that we will go above and beyond expectations to help them reach our readers. Whether by phone, email or in person, my clients know I will contact them within 24 hours regarding their requests with the method that is best for them. I strive to develop advertising schedules that are reflective of each client’s marketing strategy. I work to provide unique ways to say “thank you” to my clients. From bringing extra copies of our dining guide to my housing clients for their residents to helping a client new to Chapel Hill find a graphic design class on campus, I want each advertiser to know that I am a representative of the service we provide on print each day. This not only helps me meet monthly sales goals, but also keeps clients’ trust- they know I will go out of my way for them. With all the tasks required for exceptional customer service comes the necessity of a positive attitude. This not only benefits my clients, but my co-workers as well. This positive demeanor communicates I have advertisers’ best interests at heart and fosters trust not only in me, but in The Daily Tar Heel as a whole. Again, this is just part of the bigger picture I keep in my mind on each phone call or visit with a client. I have found the most effective way to portray a positive attitude is by following up with a smile. This puts advertisers at ease and supports my credibility, and sooner than later they are ready to run another ad!
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Organized, helpful time in the office is essential to my individual success and our success as a team. Files of past advertisements, detailed client information, and knowledge of all our issues and special sections are important standards for a sales representativeâ&#x20AC;&#x201C; if properly kept, it will reflect upon clients and the success of their businesses. Organization helps co-workers keep my clients informed and happy when I am not available. A helpful attitude continues to cultivate positive client relationships and supports our advertising team as a whole. My motivations as a sales representative are not about goals or profits. Instead, I strive to do what is best for my clients, and I work hard to help our whole team reach its goals. The Daily Tar Heel quickly became for me a learning experience far different than anything I could learn in a classroom, and I am proud that my clients and co-workers have seen me grow into an exceptional representative of an exceptional team and newspaper.
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January 5, 2007 CNBAM Sales Representative of the Year Letter of Recommendation and Nomination Megan Barber Dear Judge(s); Megan Barber clearly distinguishes herself as one who merits being recognized with the top national award for sales in our industry. Megan is ambitious, hardworking, innovative and positive - I strongly recommend Megan Barber for the CNBAM Sales Representative of the Year. Megan has worked for The Daily Tar Heel since 2004 - her freshman year. Originally, she was hired as a customer service representative working in our classified department. Megan quickly proved that she was a talented sales associated. Therefore, she moved to an outside sales assistant position and was quickly promoted a semester later to account executive. In one word Megan is motivated. She’s a great “brainstormer”, full of creativity and always positive - key qualities for a successful sales representative. Dedicated to topnotch work and customer service, Megan continually proves herself to be an organized, professional and talented representative of our newspaper. Megan has excelled in her sales territory each year. In her freshman year, Megan made innovations in outbound calling in our classified department. After taking over The Daily Tar Heel’s display classified department her sophomore year, Megan produced outstanding numbers. Megan systematically tracked each display classified ad’s life through a uniquely written spreadsheet. This allowed her to retain an unprecedented number of clients. As only a junior, Megan inherited one of our largest territories in the fall 2006 and managed to generate long-term commitments from advertisers that had never appeared in the paper (though not new to the area). These new relationships were forged through excellent customer service and hard work. Megan has met or surpassed her goal most months. Although her numbers can speak for themselves, I am most interested in highlighting Megan’s incredible efforts in customer service and support. Megan’s constant smile and positive attitude has led clients to call and brag on her for her outstanding service. For example, Megan routinely takes DTH Menu Guides to clients who are new to town and to her housing clients for their residents. Megan even went so far as to help a client find a class on campus.
Megan is known for going above and beyond what she is called to do with clients and coworkers. She has continually surpassed her goals, exceeded my expectations and served as a leader to The Daily Tar Heel sales staff. Megan manages her territory with grace, ease and class- she provides a positive attitude throughout the office and her territory. Each one of these characteristics has clearly led to her unprecedented success as a Sales Representative. Without reservation, I nominate Megan Barber for CNBAM Sales Representative of the Year.
Sincerely,
Megan G. McGinity Marketing/Advertising Director (919) 962-0175
January 16, 2007 CNBAM Judges: I would like to nominate Megan Barber from The Daily Tar Heel for Sales Representative of the Year. I have been very fortunate to be a member of the advertising staff for over three years, and in that time, Meganâ&#x20AC;&#x2122;s enthusiasm for her position has far exceeded that of any other co-worker during my participation. What distinguishes Megan as an outstanding staff member is her positive attitude and dedication not only to her clients, but also to the other Sales Representatives in the office.
Meganâ&#x20AC;&#x2122;s incredible attention to detail has allowed her to develop very strong relationships with clients and increase her sales. In her sophomore year, Megan was the display classifieds sales representative. She took her experience in that territory and applied it to her current territory in which she is responsible for selling display advertisements. Despite her job description, Megan goes above and beyond her required duties by seeing opportunities for display classifieds and going out of her way to get additional classified advertisers in the paper. She does not receive full commission for these sales since they are outside of her territory. This proves that Megan is very conscious of the importance of meeting team goal and not just her own.
Megan is dedicated to developing her sales skills to their greatest potential. During our one-onone meetings she is always prepared with questions and concerns about meeting goal and how to better serve her clients. Megan has suggested theme pages that would be very beneficial to the businesses in her territory and a great way to get new clients in the paper. She has also attended several conferences to participate in various sales seminars. She took the initiative to raise enough scholarship money for one conference so that not only were her fees covered, but she donated the rest for other staff members.
3
The Daily Tar Heel ad staff has always been a group of motivated and dedicated students who try to maximize the sales within their territories. The reason why Megan was selected amongst a group of these successful individuals is her incredible positive attitude and dedicated to serving her co-workers and clients. Megan has been known to do everything from personally deliver copies of our special sections to her main clients, to come into the office after hours if there is any work left incomplete, and win over clients with her extensive efforts to avoid mistakes and consistently follow-up after every sales call.
It has been my pleasure to work with Megan and I am confident that she is a worthy candidate for this award.
Sincerely,
Jorie Gripman Advertising Manager The Daily Tar Heel
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Cool Blue Rentals 206 Oak Park Dr. Chapel Hill NC 27517 (919) 605-4810 To Whom It May Concern, This is a letter of recommendation for Megan Barber regarding her work as an advertising representative of The Daily Tar Heel. I am a local property manager. My company, Cool Blue Rentals, has developed a unique niche in the local rental market in newer, higher quality single family homes made available to the student population, as well as the general public. I worked for several years with a professional marketing and advertising consultant to create the image of the company and develop the appropriate advertising strategy. The Daily Tar Heel is my primary advertising outlet. Starting this year, I am no longer working with my private consultant, but rather directly with the DTH staff. Megan is my primary account contact. I am pleased that Megan has the experience and aptitude to understand my advertising strategy and help me build on it. Because of Meganâ&#x20AC;&#x2122;s careful attention to my account in the past, and her alertness to the departure of my consultant, the transition to working directly with the DTH for all my needs has been painless and smooth. Megan now coordinates my over all advertising schedule, the composition of ads, and most importantly keeps the work on schedule and prompts me prior to deadlines. It is my pleasure to comment on the merits of Meganâ&#x20AC;&#x2122;s work. I would be happy to provide any additional information as needed and can be contacted at the above address and phone.
Regards, Glen Greenstreet
5
MEGAN ELIZABETH BARBER mbarber@email.unc.edu
Current Address 122 S Roberson St. Chapel Hill, NC 27516
Permanent Address 8179 Dearing St. SE Covington, GA 30014____
EDUCATION
University of North Carolina at Chapel Hill SCHOOL OF JOURNALISM AND MASS COMMUNICATION Bachelor of Science in Journalism, expected May 2008 Concentration: Advertising Bachelor of Arts in Music, expected May 2008
RELEVANT COURSE WORK
Advertising Copy & Communication Client-Side Management
HONORS
2005 SUN Advertising Staff of the Year
EXPERIENCE
The Daily Tar Heel, Chapel Hill, NC 8/2005-Present ACCOUNT EXECUTIVE - Sold an average of $8,000 per month of advertising space - Maintained and built over 40 client relationships in a designated geographical territory - Maintained over 75 client relationships over the summer in 5 geographical territories - Oversaw local activity of national clients that include Aveda, Papa Johnâ&#x20AC;&#x2122;s Pizza, and Arbyâ&#x20AC;&#x2122;s - Sold the largest Daily Tar Heel in June 2006 with one other Account Executive - Illustrated creativity with ad layouts and theme pages - Oversaw all Display Classified sales in 2005-2006 with increases in sales from previous years CUSTOMER SERVICE REPRESENTATIVE 1/2005-4/2005 - Handled front desk activities and directed all telephone calls - Assisted any customers when visiting the office - Input classified advertisements via phone, fax, or email - Daily responsible for outbond calling regarding classified renewals - Outbound sales regarding special publications for classified ads
Account Planning Advertising Campaigns
Nationwide Insurance, Bates Agency, Covington, GA LICENSED SUB-AGENT- Auto and Fire - Attend a 40 hour class to earn required Georgia license to sell and maintain auto and homeowners policies - Produced and dispersed a number of direct mail documents to policy holders - Took renewal and premium payments from personal and commercial clients - Quoted and sold auto insurance policies under Agent - Responsible for all document filing within office
5/2005-8/2005
The Covington News, Covington, GA 1/2001-12/2001 ADVERTISING ASSISTANT - Responsible for all tearsheets for local and national clients - Assisted Advertising Representatives with daily tasks - Answered and directed telephone calls - Input classified advertisements via phone and fax ACTIVITIES
UNC Chamber Singers, Alto, 2004-Present Board of Directors, UNC Wesley Foundation, 2005-2006 Praise Team Leader, Resurrection United Methodist Church, 2006-Present
SKILLS
Microsoft Excel, PowerPoint, and Publisher, American Sign Language
6
Job Description Account Executives maintain and build client relationships in their designated geographical territory and sell advertising space in The Daily Tar Heel. An Account Executive strives to meet and exceed goals on a monthly basis.
Achievements Total Sales for 2006: $91,302.62 Total Team Sales for 2006: $972,397.93 Special Selling Efforts: Mail Home 2006-Sold by 2 Account Executives: 2005 Sales: $33,205.58 Goal: $35,000 Sales: $38,538.89 Personal Contribution: $20,269.45 Welcome Back 2006-Sold by 2 Account Executives: 2005 Sales: $31,134.79 Goal: $33,000 Sales: $34,550.60 Personal Contribution: $15,781.11 Fall 2006 New Clients: Citrus Two Blue Rentals Fall 2006 Reactivated Contract Clients: O2 Fitness The Carolina Inn
Interaction Teamwork Teamwork is indispensable to the success of The Daily Tar Heel. Meeting personal goals are important, but only to help reach the overall goal as a team. Sometimes territories experience change that can improve or hurt sales for a particular month. Our ad manager implemented the use of a “goal-o-meter” that focuses on the team’s success. For example, someone can make up sales in their territory if another account executive is struggling to meet goal. Teamwork facilitates a positive working environment that is reflected daily in interactions with clients.
7
Territory Management Programmed Clients (on contract or schedule): Catâ&#x20AC;&#x2122;s Cradle Colonial Village at Highland Hills The Villages of Chapel Hill O2 Fitness The Carolina Inn Armadillo Grill Townsend Bertram and Company Glaceau, Inc. Papa Johnâ&#x20AC;&#x2122;s Pizza Tar Heel Rentals Cool Blue Rentals The Lumina
Time Management I spent between 12 and 15 hours in the office each week while maintaining a B average and participating in 2 other community organizations. The territory is organized by client folders and a contact book. Contact names and numbers, past ads, schedules, and other important activity is available so that anyone else could find information or run the territory if necessary. In addition, a large calendar is used to write the run dates and ad sizes of each client. There is a place beside each name to indicate that the client has paid or that both the insertion order and ad layout are in before deadline. Time management and paying close attention to details is crucial in this job because juggling school and work can get busy. Organization can doublecheck work that otherwise could get by with a mistake. Advertising Campaigns The owner of Tar Heel Rentals, a small, private rental company in Chapel Hill, came to me when his marketing coordinator decided to pursue other interests. Worried that his advertising schedules would become ineffective or nonexistent, we worked together to create a campaign of 5 ads strategically scheduled throughout the rental season. Working with me and our office freed up funds that he normally put into a paid marketing associate and allowed him to run more inches with The Daily Tar Heel. The following is the ad he ran in our Housing sections this fall.
8
THE TIME HAS COME!
We have the houses to suit you perfectly! our website and V Visit see houses along with floor plans, locations and much more!
to V Renting students more than 17 years!
We make it so easy! Visit our website today!
WWW.TARHEELRENTALS.COM
Innovation Display Classified Organization Because display classified ads have different costs depending on the run length, it is often difficult to keep costs and dates organized. I developed an easy-to-use excel document to keep track of all display classified sales throughout each month. Each ad size, rate, and cost is easily accessible for not only me, but anyone needing to know any display classified information. When another account executive took over the territory in fall 2006, I provided her with all my documents so that she would be able to easily maintain and increase sales the next year. Spec Ads Shadowood Apartments scheduled a _ page ad each week in our summer edition of The Daily Tar Heel. The ad they decided to run didnâ&#x20AC;&#x2122;t seem to be effective, so I took some ideas from a conversation with their marketing coordinator and made a new ad for them. Filled with themes and colors of summer, the spec ad we created for them was quickly adopted and used for the remainder of the summer. The following is both the before and after summer advertisements for Shadowood Apartments.
10
to Up eks e T! 6 W REN EE FR
Shadowood & Sunstone TAKE A TOUR & ENTER TO WIN A
DELL PC, AN IPOD, OR $300 TO STUDENT STORES
NOW LEASING for FALL 2006!
A A P P A A R R T T
SHADOWOOD
M M
Apartments
E E N N T T S S 110 Piney Mountain Rd., Chapel Hill, NC
208 Conner Drive, Chapel Hill, NC
1-888-276-5983
1-888-277-5512
shadowood@aimco.com
• Close to Campus • Washer & Dryer Included • New Fitness Center
sunstone@aimco.com
• Sparkling Pool • Wifi Available • 1 & 2 Bedrooms from $577*
• Great Roommate Floor Plans • Sparkling Pool w/ Huge Sundeck • Close to Campus
• Washer & Dryer Included • Wifi Available • 1 & 2 Bedrooms from $659
Apply online at
www.campuscribs.net E EQUAL HOUSING OPPORTUNITY
* Prices subject to change.
Enjoy the Good Life… You don’t have to be a bum this year. Find a place with us and live it up!
Have it all - close to campus: washer and dryer, wifi and sparkling pool!
SHADOWOOD
Apartments 110 Piney Mountain Rd., Chapel Hill, NC
1-888-276-5983 shadowood@aimco.com
208 Conner Drive, Chapel Hill, NC
1-888-277-5512 sunstone@aimco.com
Bring in this coupon to
SAVE UP TO $1,900 ON 2 MONTHS RENT! Save up to $1,700 at Sunstone and $1,900 at Shadowood. Offer expires 7/22/06.
www.campuscribs.net
E EQUAL HOUSING OPPORTUNITY
2006 Survival Guide Sales
$18,000.00
$16,359.16
$16,000.00
$14,000.00
$12,000.00 $8,678.82
$10,000.00
$8,000.00
$6,000.00
$3,708.00
$4,000.00
$2,148.00
$1,705.00 $600.00
$2,000.00
$0.00 Total Sales
Adrian
Brad
Elliot
Sarah
Brittany
January 18, 2007
CNBAM Award Selection Committee: I am writing to recommend Adrian Richardson for the Sales Representative of the Year award given by CNBAM. The Charlotte 49ers Athletic Department annually creates a contract with the University Times to aid in the promotion of Charlotte 49ers athletic events to the student body and the surrounding community. Since my tenure at UNC Charlotte, Adrian Richardson has been our sales representative from the U Times and he has done a great job! Adrian works with me to construct an ad run schedule that will be the most beneficial to athletics and our objectives. During the two years that Adrian has worked on the athletics account, I have not encountered any major issues; and whenever I have a concern Adrian promptly returns my calls and fully addresses all my questions. Adrian is involved with various other groups around campus, but still finds the time to stop by my office just to say hello. I feel that Adrian is a well-rounded student and a great U Times sales representative. It is with full recommendation that I suggest Adrian Richardson for the CNBAM Sales Representative of the Year!
Sincerely, Tekeisha Bowman Assistant Marketing and Promotions Director Charlotte 49ers Athletics
January 19, 2007
CNBAM Award Selection Committee: It is with great pleasure that I recommend Adrian Richardson for the Sales Representative of the Year award given by CNBAM to honor outstanding student achievement. Mr. Richardson joined our sales force in October of 2004. Immediately, he struck me as a value-driven young man who would make a significant impact in Student Media Marketing. Since working with Mr. Richardson, I found him to be extremely responsible and reliable—a devoted employee who many times went beyond the call of duty to accommodate last minute requests and complete job responsibilities, often filling voids left by other students who failed to meet expectations. Perhaps Mr. Richardson’s greatest attribute is his personality. It is rare that we come across students with such a delightful disposition. On more than one occasion, I have had clients, student leaders and other students speak highly of Mr. Richardson. They note particularly how his positive attitude is “almost contagious.” The nature of our organization dictates that we constantly be “on the go” and we truly appreciate those souls who can be the sane voice in the madness. When you throw his remarkable work ethic in the mix, what you have is an intelligent, mature, and compassionate young man who will undoubtedly have a positive impact on whatever he endeavors. Advertising sales is where Mr. Richardson excels. With a long list of clients, Mr. Richardson brought in more than $44,500 in sales from January 1 through December 31, 2006. That revenue accounts for almost 25 percent of our revenue for the entire year. Mr. Richardson leads the race when it comes to selling special sections as well. For our Survival Guide, our biggest publication of the year, Mr. Richardson sold more than $8,500 in advertisements. That accounts for 52 percent of sales for the entire publication. Without Mr. Richardson, we would be far from making our goals. He makes our goals a reality in many cases.
In addition, he has coached other sales representatives and provided them with assistance with their sales approach. I have always found other staff members to be pleased with his service and knowledge. When Mr. Richardson teams up with other sales representatives, the end result is always a sale. He would have it no other way. Student Media Marketing is not Mr. Richardsonâ&#x20AC;&#x2122;s only endeavor, as he has served as a Resident Advisor (R.A.) for three years. He is sometimes awake during the night resolving roommate issues or tending to sick students. No matter what happens with his R.A. position, he is in the Student Media offices - bright-eyed and ready to sell on any given morning. And Mr. Richardsonâ&#x20AC;&#x2122;s efforts have not gone unnoticed. In 2005, he was selected by his peers to attend the Newspaper Association of America Conference. In 2006, he was recognized by Student Media with the Top Seller award, for making the highest sales in the 2005-2006 academic year. In closing, I think Mr. Richardson would make an excellent choice for Sales Representative of the Year Award, and I strongly urge you to consider him for this most prestigious award.
Sincerely, Sarah Peifer Marketing Director
Adrian Richardson
$183,553.15
$200,000.00
Adrian Richardson's sales accounted for approximately 25 percent of all annual sales in 2006.
$180,000.00 $160,000.00 $140,000.00 $120,000.00 $100,000.00
$44,591.91 $80,000.00 $60,000.00 $40,000.00 $20,000.00 $0.00 Jan - Dec 06
Adrian's Sales
My Personal Selling Philosophy By: Adrian Richardson Working as an advertising representative for the University Times (UTimes) at UNC Charlotte (UNCC) has helped me develop many skills. My communication skills have improved tremendously within the past few years. My creativity has enabled me to effectively come up with creative ideas to get my prospective and current clients to listen to the benefits of advertising with the newspaper and online with the UTimes. Interpersonal skills are also needed because one must be able to talk to his or her clients to fully understand the client’s personality. Another skill I feel is very important is having a great relationship with your clients. It is not all about closing a deal but it is about creating a great relationship with your client so you will have a better understanding of their advertising needs. I have been fortunate to create this relationship with a few of my clients and our positive relationship has been rewarding for the both of us. Organizational skills are definitely needed as an advertising sales representative. With this skill, I have been able to utilize my organizational skills to handle my clients’ paperwork as well as my paperwork to make sure our business transactions are handled accordingly. I have been able to budget my clients’ funds to organize proposals that best fits my clients’ budgets. In a nutshell, these are a few of my selling philosophies that enable me to be a great advertising sales representative. I know there are other factors that help one to be an effective sells representative but these are the basic skills one must possess to so he/she can grow in these areas of expertise.
ADRIAN RICHARDSON adrichar@uncc.edu
Permanent Address 6905 Wicklow Drive Brown Summit, NC 27214 336.375.1095
Local Address F203 Hunt Village Charlotte, NC 28223 704.737.9662
Objective To be an enthusiastic and self-motivated marketing/sales professional while assisting an organization in achieving its marketing goals. Education University of North Carolina at Charlotte
Charlotte, North Carolina
Bachelor of Arts in Communication Studies – Public Relations Bachelor of Science in Business Administration – Marketing
May 2008 May 2006
Experience CSTV/Atlantic 10 Conference Charlotte, North Carolina Marketing Intern Fall 2006 – Present • Negotiate promotional deals with local vendors to provide food and entertainment for the Atlantic 10 Shootout. • Develop marketing strategy to create awareness for the Atlantic 10 Shootout. • Act as liaison between Atlantic 10 Coordinator and University Times Newspaper. University Times Advertising Charlotte, NC Senior Account Executive Fall 2004 – Present • Sell advertising space to a client base for bi-weekly, 10,000 circulation newspaper. • Conduct face-to-face meetings with new/current clients. • Establish new advertisers through “cold calls” and investigate competitive media. • Maintain and grow customer relationships with over 100 clients. Achievements: Employee of the month – November 2005 Top Seller of the Year – 2005-2006 Department of Housing & Residence Life Charlotte, NC Resident Advisor Fall 2004 – Fall2006 • Provide overall leadership to residents by initiating area activities. • Implement programs to increase self-confidence and teambuilding amongst residents. • Deliver presentations on various aspects of succeeding after college • Assist residents with various situations regarding their student development on an around-the-clock basis. Conference Assistant Summer 2004; 2005; 2006 • Acted as an ambassador for the University and the Department of Housing & Residence Life • Staffed check-in and check-out stations for all conferences using housing facilities. • Maintained accurate records of keys, access/conference cards, assignments and other operational records. • Staffed the 24 hour service desk, providing front-line customer service to conference guests and staff. Leadership Activities • Sports Marketing Association – Advertising Committee • Southern University Newspaper Conference Norfolk, Virginia • Newspaper Association of America Conference Orlando, Florida Computer Skills • MS Word, Excel, PowerPoint
Fall 2005 - Present September, 2006 February, 2006
February 2006 Sales Rep Progress Chart $32,000.00 $30,000.00
Goal: $30,000: Final Status - $22,325.79
$28,000.00 $26,000.00 $24,000.00
Final Status: $22,325.79 Reg. Issue: $15,180.79 Hous. Guide: $7,145.00
$22,000.00 $20,000.00 $18,000.00 $16,000.00 $14,000.00 $12,000.00 $10,000.00 $8,000.00 $6,000.00 $4,000.00 $2,000.00
Adrian, $7,755.85 Goal: $6,500 Reg: $5,540.85 HG: $2,215 YOU MADE GOAL!
Brad, $7,399.13 Goal: $6,500 Reg: $4,619.13 HG: $2,780 YOU MADE GOAL!
Nationals, $2,877.25
Elliott, $1,202.26 Goal: $6,000 Reg: $702.26 HG: $500
Kara, $2,146.79 Goal: $6,000 Reg: $996.79 HG: $1,150
Amy, $524.75 Goal: $5,000 Reg: 24.75 HG: $500
$0.00 1
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October 2006 Sales Rep Progress Chart $18,000.00
$16,000.00
Final Status: $17,664.08 *$3,335.92 under Goal!
Goal: $21,000: Final Status - $17,664.08
$14,000.00
$12,000.00
$10,000.00
$8,000.00
Adrian, $5,464.25 Goal-$2,900 YOU MADE GOAL!
$6,000.00
Elliott, $3,393.51 Goal-$2,500 YOU MADE GOAL
$4,000.00
$2,000.00
Keith, $150.00 Goal-$850.00
Brittaney, $705.15 Goal-$950.00
$0.00 1
Chase, $2,707.22 Goal-$2,700 YOU MADE GOAL
Nationals, $3,109.45
JOB DESCRIPTION SENIOR ACCOUNT EXECUTIVE Student Media Marketing The Senior Account Executive shall call on and meet with clients to sell advertisements for the publications and service such accounts on a regular basis. Distinguishing Features of the Job: Each Senior Account Executive is hired on a permanent basis and has worked for Student Media Marketing for at least one year unless otherwise determined by the Advertising Sales Manager. Each Account Executive is required to meet all standards and goal and shall have specified monthly sales quotas to meet. Responsibilities and Duties: • Keeps at least 10 office hours a week between the hours of 8:00 and 5:00 p.m. Monday through Friday; these office hours will be posted in the office. If, for some reason, he/she cannot be in the office, he/she must inform the Advertising Sales Manager • Daily phone calls should be made to his or her voice mailbox in order to check phone messages from their clients. • Must maintain weekly and monthly sales quotas established by Advertising Sales Manager • Attends sales workshops when advised. These workshops will be held upon notice of the Advertising Sales Manager and will be conducted by the Advertising Sales Manager and Marketing Adviser; • Attends all sales meetings • Logs all calls in account log binder. Each Account Executive will have an account log binder to record all phone conversations with their clients. Under any circumstances the account log binder shall never leave the office; • At the end of employment, he/she must return his/her copy of the Student Media Marketing Handbook and his/her account log binder. The Office Manager will hold the last paycheck • Proofs his/her ads before the set deadline. Once the ad is proofed he/she should fill out an ad revision/correction form and turn in for the Creative Director. All correct ads, upon proofing, shall be placed in the bin in the Creative Director’s office • Dress in a professional manner when meeting with clients or when an occasion deems it necessary • Maintains open communication between client accounts to insure proper service • Helps with any walk-in or call-in clients • Keep clients informed of any special issues or promotions • Correctly complete all necessary paperwork • Adheres to department deadlines • Monitor contract status of accounts to stay on target • Adhere to billing and credit policies as posted by the Business Manager • Provide support and help to other Account Executives • Does related work as needed Required Knowledge and Skills: •Must be a student currently enrolled at UNC Charlotte •Must possess and maintain a minimum GPA of 2.0 • Must be in good disciplinary and academic standing with UNC Charlotte •Must work well with others •Must have good communication skills and project professional image The Account Executive reports to the Student Media Marketing Advertising Sales Manager and /or Marketing Director. Questions about this position and its responsibilities should be directed to your supervisor. Grievances may be taken to the Student Media Board and/or Student Media Adviser. For further information, contact: Kelly Lusco, Marketing Adviser, Cone University Center, UNC Charlotte, Charlotte, NC 28223-0001 Phone 704/687-2663 The University of North Carolina is composed of the 16 public senior institutions in North Carolina. An equal opportunity employer
8/6/06 By signing below, I acknowledge that I have read and understand the above job description which outlines the responsibilities as well as qualifications for the position stated. I also understand that by not fulfilling the responsibilities listed above, I can face termination from the position stated. _____________________________________________
_________________________________________
JOB DESCRIPTION ACCOUNT EXECUTIVE Student Media Marketing The Account Executive shall call on and meet with clients to sell advertisements for the publications and service such accounts on a regular basis. Distinguishing Features of the Job: Each Account Executive is hired on a permanent basis and is required to meet all standards and goals. Each Account Executive shall have specified monthly sales quotas to meet. Responsibilities and Duties: • Keeps at least 10 office hours a week between the hours of 8:00 and 5:00 p.m. Monday through Friday; these office hours will be posted in the office. If, for some reason, he/she cannot be in the office, he/she must inform the Advertising Sales Manager; • Daily phone calls should be made to his or her voice mailbox in order to check phone messages from their clients. • Must maintain weekly and monthly sales quotas established by Advertising Sales Manager; • Attends sales workshops when advised. These workshops will be held upon notice of the Advertising Sales Manager and will be conducted by the Advertising Sales Manager and Marketing Adviser; • Attends all sales meetings; • Logs all calls in account log binder. Each Account Executive will have an account log binder to record all phone conversations with their clients. Under any circumstances the account log binder shall never leave the office; • At the end of employment, he/she must return his/her copy of the Student Media Marketing Handbook and his/her account log binder. The Office Manager will hold the last paycheck; • Proofs his/her ads before the set deadline. Once the ad is proofed he/she should fill out an ad revision/correction form and turn in for the Creative Director. All correct ads, upon proofing, shall be placed in the bin in the Creative Director’s office; • Dresses in a professional manner when meeting with clients or when an occasion deems it necessary and proper; • Maintains open communication between client accounts to insure proper service; • Helps with any walk-in or call-in clients; • Sell a complete line of UTimes products (Special Sections, U-Times, and NinerOnline) • Keep clients informed of any special issues or promotions; • Correctly complete all necessary paperwork; • Adheres to department deadlines; • Monitor contract status of accounts to stay on target; • Adhere to billing and credit policies as posted by the Business Manager; • Provide support and help to other Account Executives • Does related work as needed. Required Knowledge and Skills: •Must be a student currently enrolled at UNC Charlotte; •Must possess and maintain a minimum GPA of 2.0; •Must be in good disciplinary and academic standing with UNC Charlotte •Must work well with others; •Must have good communication skills and project professional image. The Account Executive reports to the Student Media Marketing Advertising Sales Manager and /or Marketing Director. Questions about this position and its responsibilities should be directed to your supervisor. Grievances may be taken to the Student Media Board and/or Student Media Adviser. For further information, contact: Kelly Lusco, Marketing Adviser, Cone University Center, UNC Charlotte, Charlotte, NC 28223-0001 Phone 704/687-2663 The University of North Carolina is composed of the 16 public senior institutions in North Carolina. An equal opportunity employer
10/6/04 By signing below, I acknowledge that I have read and understand the above job description which outlines the responsibilities as well as qualifications for the position stated. I also understand that by not fulfilling the responsibilities listed above, I can face termination from the position stated. _____________________________________________
_________________________________________
April 2006 Sales Rep Progress Chart $32,000.00 $30,000.00 $28,000.00 $26,000.00 $24,000.00
Final Status: $30,604.47 *$395.53 under goal!
Goal: $31,000: Final Status - $30,604.47
$22,000.00 $20,000.00 Chase, $13,630.61 Goal: $6,500 YOU MADE GOAL!!
$18,000.00 $16,000.00 $14,000.00 $12,000.00 $10,000.00
Brad, $6,601.18 Goal: $8,900
$8,000.00
Elliott, $2,936.28 Goal: $6,700
$6,000.00 $4,000.00
Nationals, $2,108.25
Adrian, $4,814.50 Goal: $8,900
$2,000.00 $0.00 1
1/17/07 Marketing: Marketing Ads:— 2006-2007 ads —:CNBAM ENTRIES:Division 6 - Personnel:Salesperson Yr:CN:Apr 06 Progress Chart (sales reps).xls 1
1195 Meadow Lane, Lexington, NC 27292
(336)-682-9833 canifong@uncc.edu
CHASE NIFONG Objective
To be awarded CNBAM Sales Representative of the Year
Experience
March 2006-Present
The University Times
Charlotte, NC
Advertising Sales Representative
Nominated for CNBAM Sales Representative of the Year for 2006 Named employee of the month for April and September 2006 Held the record of highest sales in a month with over $13,600 sold in April Awarded Marketing Department’s Rising Star Award for 2005-2006
Summer 2005
Vector Marketing
Winston-Salem, NC
Cutco Cutlery Sales Representative
Sold $9,250 of Cutco Cutlery in three months Promoted 3 times with pay raises Repeatedly in top 5 weekly sales reps Received “Grand Day” award, for over $1000 in sales in one day Member of company Key Staff team
Summer 2004
Christo’s Restaurant
Lexington, NC
Waiter
Called to work another waiter’s shift before my training was complete Earned $1000 in tips
1993-2004 Family Lawn Business Began landscaping projects at age 10 Maintained 10-15 clients per week Education
2004-Present University of North Carolina at Charlotte Charlotte, NC Pursuing a B.A. Political Science, with a concentration in Public Policy 2003-2004
Skills Extra-curricular Activities
Lexington, NC
Appalachian State University
Boone, NC
Word Processing and Excel for PC’s and Macs, Communication, and Office Skills Baptist Campus Ministry 2005-2006 Coordinated events for organization at large 2006-2007 Coordinated programs for organization at large Captain of intramural volleyball and softball for three years, flag-football for two years, and soccer for a year Service mission trips to South Florida, East St. Louis, and anticipation of trip to Charleston SC
Chase Nifong
$183,553.15 $200,000.00
Chase's sales account for almost 15 percent of the total annual sales. Keep in mind he was hired in March of 2006 and did not sell for Jan. or Feb.
$180,000.00 $160,000.00 $140,000.00 $120,000.00 $100,000.00 $80,000.00
$25,958.22
$60,000.00 $40,000.00 $20,000.00 $0.00 Jan. - Dec. 06 Sales
Chase Nifong's Sales
January 19, 2007
CNBAM Award Selection Committee: I am writing to recommend Chase Nifong for the Sales Representative of the Year award given by CNBAM to honor outstanding student achievement. Mr. Nifong was hired as an account executive for Student Media Marketing in March of 2006. His presence was felt immediately, as he took the tasks very seriously and excelled in them. Throughout his first semester, he proved to be a very conscientious, reliable and dedicated member of the staff who was always looking for creative ways to improve sales and work flow. By being around him, I think you would quickly understand why he has made such a significant impact in our area. Mr. Nifong bears a tremendous amount of responsibility, and not once have I questioned his dedication or understanding. He has a true thirst for continued knowledge and is always looking for ways to improve our operations and sales. His understanding of sales and people are beyond his formal education and continues amaze me. In only his second month of employment, Mr. Nifong brought in more than $13,500 in sales. This is rare, as some of our best sales representatives bring in between $3,000 and $5,000 of advertising in a typical month. I contribute the bulk of this achievement to the hard work that Mr. Nifong put into preparing himself to be the most well-educated sales representative on our staff. With his in-depth knowledge of our products and their features, he easily correlates them into benefits for his clients. His successes did not end there. Since then, Mr. Nifong has gone on to sell several high-dollar contracts, most recently an $11,000 contract with a local pizzeria. That contract alone accounts for 6 percent of our revenue for the year. In addition to maintaining high sales goals and building relationships with clients, Mr. Nifong is a valuable resource to other account executives. They look to him to share his expertise and knowledge. They often ask for his assistance on sales calls, and he readily makes himself
available to help. And Mr. Nifongâ&#x20AC;&#x2122;s efforts have not gone unnoticed. In April of 2006, after only two months of employment, he was recognized by Student Media with the Rising Star award, for showing amazing promise as a member of the Marketing staff. In closing, Mr. Nifong is a role-model student in the Student Media Marketing Department and here at UNC Charlotte who is well-deserving of this most distinguished award. He certainly fits the bill and I encourage you to give strong consideration to his achievement and nomination. Sincerely, Sarah Peifer Marketing Director
Chase Nifong The University Times Charlotte, NC Sales Representative of the Year My Selling Philosophy Meeting clients’ needs, managing my time wisely, and simply “being there” has allowed me to excel as an account executive in Student Media Marketing. I believe that in order to sell an ad, I must first find a client with a need to advertise in my newspaper, then identify what the need is, then research how my newspaper can help the client meet that need. I try to not just see a need but also envision future possibilities. Working in a business world where it all comes down to numbers, what is most important in my opinion is the client’s satisfaction with my performance. If I am not able to go into a sales meeting and make the client feel that a decision to advertise in my paper is the correct one, then I have not done my job as an account executive. I have sales goals just like other sales reps, but what I think is equally important is the number of clients I service. During my time with each client, I make sure that I am more than just access to space in the newspaper. I believe in serving as a consultant to my client’s business and that I have as much at stake as the client does in whether or not they succeed. Aside from taking pride in the area of consulting, I also spend much of my time on cold calls. Important advice I have received from my managerial staff is to always visit potential clients and use any offers or coupons. While out, I also check up on my
current clients many times with my co-workers. This goes a long way when trying to make the sales staff think and act like a team. One of the biggest keys to my success in our office can be attributed to my efforts to always maintain a consistent office schedule. During my record month in which I sold over $13,500 in advertising, I can attribute that success to my devotion to working the scheduled office hours I set for myself, which in return, led to many more advertising opportunities. I always try to stay caught up on paperwork, so that I have time available to go on sales calls. Many of these sales calls I have found just by answering the phone in the office - just being there added to my success. At this point, identifying the need of the client was complete and what was imperative to do next was let them know that the answer was The University Times. The next step was to listen and ask questions so that I could be as educated about their business as possible, and finally complete the sale. However, I have found that a sale does not end after the contract or insertion order is signed. Equally as important as the sale is calling after ads have run to see if they were successful or if changes needed to be made, thus leading to more opportunities. I would like to conclude by stating that the things I have achieved to be nominated for Sales Representative of the Year would not have been possible without the help of the individuals who gave me the nomination. I still look to them for guidance and motivation, which they are always more than willing to provide.
January 18, 2007 Recommendation for Chase Nifong, University Times Sales Rep, UNC Charlotte From: Will Crockett, Director of Marketing for the Performing Arts, UNC Charlotte I am writing to recommend Chase Nifong for recognition in his role in Marketing/Ad sales for the University Times at UNC Charlotte for his outstanding customer service skills. As the Director of Marketing for the Performing Arts, I run ads frequently in the paper. Chase’s conduct is nothing short of professional. In all my dealings with vendors, other off-campus ad reps and other professionals, I would rank Chase as one of the most responsive and helpful individuals that I interact with on a frequent basis. He promptly returns my voice mails and emails when I need to hear from him - an invaluable trait for a sales rep. Since he’s so prompt to answer my concerns, it helps me to layout my ads and get them in, even when I was afraid my work wouldn’t make the deadline. I’ve been doing business with Chase long enough that he knows my needs - size of ads, placement, and other details. It is incredibly helpful that we’ve been able to build a relationship over the years we’ve been working together, and I appreciate the fact that he truly treats me like a client, even though he’s balancing a student workload. Working with him is truly a worry-free and stress free experience, which is a reflection of his work ethic and skill. Chase has been very proactive in letting me know of additional marketing and advertising opportunities. He is very aware of how we program in the arts, and I appreciate him keeping me in mind as I build an audience base. Chase’s work has had an impact in the overall quality of the paper. The paper now has a stronger focus on UNC Charlotte students and campus life in general. The paper is quickly becoming a much more student-friendly piece and highlights on-campus activities more than in years past. As a result, the paper strengthens the UNC Charlotte community, and there’s no doubt that the University Times will play a crucial part in the growth of the student body. Even though Chase is only a cog in those wheels, he has done excellent work and set the standard high for his predecessor. Sincerely,
Will Crockett Director for Marketing of the Performing Arts UNC Charlotte
December 2006 Sales Rep Progress Chart $18,000.00
Goal: $8,000: Final Status - $6,991.32
$16,000.00
$14,000.00
$12,000.00
$10,000.00
$8,000.00
Final Status: $6,991.32 *$1,008.68 under Goal!
$6,000.00
$4,000.00
$2,000.00
Keith, $74.25 Goal-$1,000
Brittaney, $360.08 Goal-$1,000
Elliott, $755.57 Goal-$1,000
Adrian, $886.67 Goal-$1,500
Chase, $1,933.90 Goal-$1,500 Nationals, YOU MADE GOAL!! $1,663.50
$0.00 1
1/17/07 Marketing: Marketing Ads:— 2006-2007 ads —:CNBAM ENTRIES:Division 6 - Personnel:Salesperson Yr:CN:Dec 2006 Progress Chart (sales reps).xls 1:22 PM
Month Goals
Fall 2006 Monthly Account Executive Goals August: 8.22.06-9.1.06 Account Executive Devin Armstrong Jim Keane Kent Shackleford Kim Heitmann Mike Bury Shammy Thomas Southerland Charles Hsu Josh Allen Katelynn Reilly Sara Thompson
Total
Goal 295.55 295.55 295.55 295.55 295.55 295.55 295.55 131.99 131.99 170.23 88.50
November: 10.31.06-12.1.06 Actual
% Difference
160.5 78 160.5 47.25 1501.25 432.25 334.75 8 142.5 15.75
2,591.56 2,880.75
-46% -74% -46% -100% -84% 408% 46% 154% -94% -16% -82% 11%
September: 9.5.06-9.29.06 Account Executive Devin Armstrong Jim Keane Kent Shackleford Kim Heitmann Mike Bury Shammy Thomas Southerland Charles Hsu Josh Allen Katelynn Reilly Sara Thompson
Total
Goal 567.07 567.07 567.07 567.07 567.07 567.07 567.07 253.25 253.25 326.63 554.85
% Difference
591.75 453.75 535.5 202.75 299.25 193.25 455.75 489.75 468.75 483.39 514.81
5,357.46 4,688.70
Devin Armstrong Jim Keane Kent Shackleford Kim Heitmann Mike Bury Shammy Thomas Southerland Charles Hsu Josh Allen Katelynn Reilly Sara Thompson
Total
Goal 418.36 418.36 418.36 418.36 418.36 418.36 418.36 186.84 186.84 240.97 529.35
Goal
Devin Armstrong Jim Keane Kent Shackleford Kim Heitmann Mike Bury Shammy Thomas Southerland Charles Hsu Josh Allen Katelynn Reilly Sara Thompson
Total
538.22 538.22 538.22 538.22 538.22 538.22 538.22 240.37 538.22 674.57 399.18
Actual
% Difference
714.25 172.5 662.25 60 664.03 286 428.5 464.5 554.75 1123.25 356
5,619.90 5,486.03
33% -68% 23% -89% 23% -47% -20% 93% 3% 67% -11%
-2%
December:12.5.06-12.6.06 Actual
Account Executive
4% -20% -6% -64% -47% -66% -20% 93% 85% 48% -7%
Devin Armstrong Jim Keane Kent Shackleford Kim Heitmann Mike Bury Shammy Thomas Southerland Charles Hsu Josh Allen Katelynn Reilly Sara Thompson
-12%
Total
October: 10.3.06-10.27.06 Account Executive
Account Executive
Semester Total Actual
73.33 73.33 73.33 73.33 73.33 73.33 73.33 32.75 73.33 42.24 20.55
Actual
% Difference
272 143.75 158 39.5 31.75 149 191.5 44
271% -100% 96% -100% 115% -46% -57% -100% 103% 353% 114%
682.19 1,029.50
51%
18,323.68 #######
3%
% Difference
498.25 234 622.25 308 402.25 468.5 595 408 87.5 685.25 497
4,072.56 4,806.00
Goal
19% -44% 49% -26% -4% 12% 42% 118% -53% 184% -6%
18% Page 2
Sheet1
Fall 2006 AE Goals Week Week 1 Week Week Week Week Week Week Week Week Week Week Week Week Week Week
Total
2 3 4 5 6 7 8 9 10 11 12 13 14 15
Total Local Inches 8 Local AE 1 VA AE 1 NAT'L AE 2 C'burg AE's Total Inch Goal (LA + UA) (63.89% LA Inches)Local AE #1 Local AE #2 Local AE #3 Local AE # 4 Local AE #5 Local AE #6 Local AE #7 Local AE #8 (4.6% Local Inches)Total National Inches (20% Nat'l Inches) C'burg AE #1C'burg AE#2(LA + UA + Nat'l)Total AE Goal 1,732.50 1,162.24 145.28 145.28 145.28 145.28 145.28 145.28 145.28 145.28 83.68 247.00 49.40 129.7643 64.88213 64.88 1,979.50 1,295.32 1,792.00 1,202.15 150.27 150.27 150.27 150.27 150.27 150.27 150.27 150.27 86.55 195.50 39.10 134.2208 67.1104 67.11 1,987.50 1,327.81 1,964.25 1,317.71 164.71 164.71 164.71 164.71 164.71 164.71 164.71 164.71 94.87 742.25 148.45 147.1223 73.56116 73.56 2,706.50 1,561.03 1,778.19 1,192.89 149.11 149.11 149.11 149.11 149.11 149.11 149.11 149.11 85.89 853.25 170.65 133.1864 66.59322 66.59 2,631.44 1,449.43 1,540.00 1,033.10 129.14 129.14 129.14 129.14 129.14 129.14 129.14 129.14 74.38 481.25 96.25 115.346 57.673 57.67 2,021.25 1,203.73 1,480.00 992.85 124.11 124.11 124.11 124.11 124.11 124.11 124.11 124.11 71.48 697.50 139.50 110.852 55.426 55.43 2,177.50 1,203.83 1,209.25 811.22 101.40 101.40 101.40 101.40 101.40 101.40 101.40 101.40 58.41 601.50 120.30 90.57283 45.28641 45.29 1,810.75 989.93 988.50 663.13 82.89 82.89 82.89 82.89 82.89 82.89 82.89 82.89 47.74 1,063.00 212.60 74.03865 37.01933 37.02 2,051.50 923.47 1,494.50 1,002.58 125.32 125.32 125.32 125.32 125.32 125.32 125.32 125.32 72.18 377.00 75.40 111.9381 55.96903 55.97 1,871.50 1,150.16 1,296.86 869.99 108.75 108.75 108.75 108.75 108.75 108.75 108.75 108.75 62.64 605.25 121.05 97.13481 48.56741 48.57 1,902.11 1,053.68 1,591.25 1,067.48 133.44 133.44 133.44 133.44 133.44 133.44 133.44 133.44 76.86 649.75 129.95 119.1846 59.59231 59.59 2,241.00 1,274.29 1,796.94 1,205.47 150.68 150.68 150.68 150.68 150.68 150.68 150.68 150.68 86.79 409.89 81.98 134.5908 67.2954 67.30 2,206.83 1,374.24 1,021.75 685.44 85.68 85.68 85.68 85.68 85.68 85.68 85.68 85.68 49.35 632.00 126.40 76.52908 38.26454 38.26 1,653.75 861.19 2,008.50 1,347.39 168.42 168.42 168.42 168.42 168.42 168.42 168.42 168.42 97.01 304.25 60.85 150.4367 75.21833 75.22 2,312.75 1,505.25 874.50 586.65 73.33 73.33 73.33 73.33 73.33 73.33 73.33 73.33 42.24 102.75 20.55 65.50005 32.75003 32.75 977.25 649.44 22,568.99
15,140.29
1,892.54
1,892.54
1,892.54
1,892.54
1,892.54
1,892.54
1,892.54
1,892.54
Page 1
1,090.08
7,962.14
1,592.43
1690.417
845.2087
845.21
30,531.13 17,822.80
Sheet3
Special Section AE Goals Total Local Inches 8 Local AE Special Section (LA + UA + NA) (63.89% LA Inches) Local AE #1 Local AE #2 Local AE #3 Local AE # 4 Local AE #5 Local AE #6 Local AE #7 Local AE #8 Football Preview 1,492.17 1,566.78 195.85 195.85 195.85 195.85 195.85 195.85 195.85 195.85 Fall Career Guide 232.86 73.93 17.25 17.25 17.25 17.25 17.25 17.25 17.25 17.25 Dining Guide 966.00 919.34 114.92 114.92 114.92 114.92 114.92 114.92 114.92 114.92 Fall Collegiate Living 690.50 657.15 86.25 86.25 86.25 86.25 86.25 86.25 86.25 86.25 Basketball Preview 659.83 433.24 92.06 92.06 92.06 92.06 92.06 92.06 92.06 92.06 Spring Collegiate Living 739.75 704.02 88.00 88.00 88.00 88.00 88.00 88.00 88.00 88.00 Spring Career Guide 574.25 182.32 22.79 22.79 22.79 22.79 22.79 22.79 22.79 22.79 Best Of 672.73 559.71 69.96 69.96 69.96 69.96 69.96 69.96 69.96 69.96 Tech Fundamentals 3,136.74 2,860.08 357.51 357.51 357.51 357.51 357.51 357.51 357.51 357.51
Total
9,164.83
7,956.58
1,044.60
1,044.60
1,044.60
1,044.60
1,044.60
1,044.60
1,044.60
Page 3
1,044.60
Total VA & NTL 1 VA AE 1,018.41 158.93 46.66 33.35 226.59 35.73 391.93 113.02 276.66
79.46 23.33 16.68 113.29 17.86 195.96 56.51 138.33
2,301.26
641.43
2 C'burg AE's Total Inch Goal C'burg AE #1C'burg AE#2(LA + UA + Nat'l) Total AE Goal 0.00 117.3517 58.67585 58.68 1,492.17 2,585.18 79.46 17.15247 8.576234 8.58 312.32 312.32 23.33 68.85873 34.42937 34.43 989.33 989.33 16.68 49.22045 24.61022 24.61 707.18 707.18 113.29 32.45 16.225 16.23 773.12 773.12 17.86 52.7311 26.36555 26.37 757.61 757.61 195.96 13.6561 6.828048 6.83 770.21 770.21 56.51 41.92238 20.96119 20.96 729.24 729.24 138.33 214.22 107.11 107.11 3,275.07 3,275.07
1 NAT'L AE
641.43
607.5629
303.7814
303.78
9,806.26 10,899.27
Special Section goals
2006-2007 Special Section Account Executive Goals Fall Career Guide
Spring Collegiate Living
Account Executive Goal Devin Armstrong Jim Keane Kent Shackleford Kim Heitmann Mike Bury Shammy Thomas Southerland Charles Hsu Josh Allen Katelynn Reilly Sara Thompson
Total
17.25 17.25 17.25 17.25 17.25 17.25 17.25 8.58 8.58 79.46 79.46
Actual % Difference 34.5
45.72
152.64 8.64
296.86 232.86
100% -100% -100% -100% 165% -100% -100% -100% -100% 92% -89% -22%
Dining Guide Devin Armstrong Jim Keane Kent Shackleford Kim Heitmann Mike Bury Shammy Thomas Southerland Charles Hsu Josh Allen Katelynn Reilly Sara Thompson
114.92 114.92 114.92 114.92 114.92 114.92 114.92 34.43 34.43 23.33 23.33
Actual % Difference 69 17.25 8.61 77.64 8.64 17.25 25.92 51.75
805.02 276.06
-40% -85% -100% -93% -32% -92% -85% -25% 50% -100%
-66%
Fall Collegiate Living Account Executive Goal Devin Armstrong Jim Keane Kent Shackleford Kim Heitmann Mike Bury Shammy Thomas Southerland Charles Hsu Josh Allen Katelynn Reilly Sara Thompson
Total
Devin Armstrong Jim Keane Kent Shackleford Kim Heitmann Mike Bury Shammy Thomas Southerland Charles Hsu Josh Allen Katelynn Reilly Sara Thompson
Total
Goal
Basketball Preview Actual % Difference
88.00 88.00 88.00 88.00 88.00 88.00 88.00 26.37 26.37 17.86 17.86
704.48
-
86.25 86.25 86.25 86.25 86.25 86.25 86.25 24.61 24.61 16.68 16.68
Account Executive
Goal
Devin Armstrong Jim Keane Kent Shackleford Kim Heitmann Mike Bury Shammy Thomas Southerland Charles Hsu Josh Allen Katelynn Reilly Sara Thompson
22.79 22.79 22.79 22.79 22.79 22.79 22.79 6.83 6.83 195.96 195.96
Total
Devin Armstrong Jim Keane Kent Shackleford Kim Heitmann Mike Bury Shammy Thomas Southerland Charles Hsu Josh Allen Katelynn Reilly Sara Thompson
-100%
Total
39.5 63 63 94.5 68.94 78.75 74.25
160.5
686.33 642.44
-54% -27% -27% 10% -20% -9% -14% -100% -100% 862%
-6%
Account Executive Devin Armstrong Jim Keane Kent Shackleford Kim Heitmann Mike Bury Shammy Thomas Southerland Charles Hsu Josh Allen Katelynn Reilly Sara Thompson
542.33
Total
Goal
Goal 92.06 92.06 92.06 92.06 92.06 92.06 92.06 16.23 16.23 113.29 113.29
Actual
% Difference
17.25
17.25 17.25
69
903.49
120.75
Goal
Actual
-81% -100% -100% -100% -100% -81% -81% -100% -100% -39%
-87%
Tech Fundamentals Actual % Difference
-
Devin Armstrong Jim Keane Kent Shackleford Kim Heitmann Mike Bury Shammy Thomas Southerland Charles Hsu Josh Allen Katelynn Reilly Sara Thompson
-100%
Total
Actual % Difference -100% -100% -100% -100% -100% -100% -100% -100% -100% -100%
69.96 69.96 69.96 69.96 69.96 69.96 69.96 20.96 20.96 56.51 56.51
644.69
-
Page 4
Account Executive
-100% -100% -100% -100% -100% -100% -100% -100% -100% -100%
Best Of Actual % Difference
Account Executive
-100% -100% -100% -100% -100% -100% -100% -100% -100% -100%
Spring Career Guide
Account Executive Goal
Total
Account Executive
-100%
% Difference -100% -100% -100% -100% -100% -100% -100% -100% -100% -100%
357.51 357.51 357.51 357.51 357.51 357.51 357.51 107.11 107.11 138.33 138.33
2,993.45
-
-100%
Fall 2005 Monthly Account Executive Goals January: 1.17.06-1.27.06 Account Executive
April: 4.4.06-4.28.06 Goal
Actual
% Difference
Barrett Clark Chris Miles Andrew Cady Kent Shackelford Geoff Nattans Morgan Allen Thomas Southerland
336.94 336.94 336.94 336.94 336.94 336.94 336.94
285 160.25 150 127 252.25 159 331.75
Katelynn Megan Oliver
194.07 160.30
63 76
Account Executive
Goal
-68% -53%
Barrett Clark Chris Miles Andrew Cady Kent Shackelford Geoff Nattans Morgan Allen Thomas Southerland Mike Bury Katelynn Megan Oliver
1,080.00 1,080.00 1,080.00 1,080.00 1,080.00 1,080.00 1,080.00 1,080.00 415.29 423.70
-41%
Total
-15% -52% -55% -62% -25% -53% -2% #DIV/0!
Total
2,712.95
1,604.25
February: 1.31.06-2.28.06 Account Executive
May: 5.2.06-5.25.06
Goal
Actual
Barrett Clark Chris Miles Andrew Cady Kent Shackelford Geoff Nattans Morgan Allen Thomas Southerland
936.51 936.51 936.51 936.51 936.51 936.51 936.51
1168.75 491.5 318.14 701.5 1323 487 790.75
Katelynn Megan Oliver
539.42 421.89
536.97 405.89
% Difference 25% -48% -66% -25% 41% -48% -16% #DIV/0!
Total
7,516.88
6,223.50
Goal
Actual
0% -4% -17%
March: 3.1.06-3.31.06 Account Executive Barrett Clark Chris Miles Andrew Cady Kent Shackelford Geoff Nattans Morgan Allen Thomas Southerland Mike Bury Katelynn Megan Oliver
Total
9,479.00
Account Executive Barrett Clark Chris Miles Andrew Cady Kent Shackelford Geoff Nattans Morgan Allen Thomas Southerland Mike Bury Katelynn Megan Oliver
Total Semester Total
757.53 757.53 757.53 757.53 757.53 757.53 757.53
783.5 167.5 433.25 1173.5 393 173.5 668
436.33 388.37
408.76 386
% Difference 3% -78% -43% 55% -48% -77% -12% #DIV/0!
6,127.39
4,587.01
-6% -1%
-25%
Goal 540.00 540.00 540.00 540.00 540.00 540.00 540.00 540.00 95.04 98.17
4,513.21 30,349.42
Actual 1440.78 192.75 760.5 1546.14 724.25 364 725.28 158 950.5 639.75
7,501.95
Actual 370.25 197 300.75 315 58.75 78.75 164.5 201.5
% Difference 33% -82% -30% 43% -33% -66% -33% -85% 129% 51%
-21%
% Difference -31% -64% -100% -44% -42% -100% -89% -85% 73% 105%
1,686.50
-63%
21,603.21
-29%
Fall 2005 Monthly Account Executive Goals August: 8.23.05-9.2.05 Account Executive
November: 11.1.05-12.2.05 Goal
Barrett Clark Chris Miles Dainel Riddick Emily Olsen Geoff Nattans Iliana Chioariu Thomas Southerland Ty Biagas Kim Blessing Megan Oliver
Total
Actual
% Difference
336.94 336.94 336.94 336.94 336.94 336.94 336.94 336.94 194.07 160.30
244.5 396.81 141.75 317 370.75 245 1241.11 927.25 16 31.5
-27% 18% -58% -6% 10% -27% 268% 175% -92% -80%
3,049.89
3931.67
29%
September: 9.6.05-9.30.05 Account Executive
Total
Actual
% Difference
AE #1 AE #2 AE #3 AE #4 AE #5 AE #6 AE #7 AE #8 VA AE Nat'l AE
Total
Total
Account Executive
936.51 936.51 936.51 936.51 936.51 936.51 936.51 936.51 539.42 396.61
690.75 321.75 507 272.5 684.75 534.25 594 185.5 863.64 896
-26% -66% -46% -71% -27% -43% -37% -80% 60% 126%
AE #1 AE #2 AE #3 AE #4 AE #5 AE #6 AE #7 AE #8 VA AE Nat'l AE
8,428.10
5550.14
-34%
Total
October: 10.4.05-10.28.05 Account Executive
AE #1 AE #2 AE #3 AE #4 AE #5 AE #6 AE #7 AE #8 VA AE Nat'l AE
Goal 721.01 721.01 721.01 721.01 721.01 721.01 721.01 721.01 415.29 423.70
6,607.06
December:12.6.05-12.7.05
Goal
Barrett Clark Chris Miles Dainel Riddick Emily Olsen Geoff Nattans Iliana Chioariu Thomas Southerland Ty Biagas Kim Blessing Megan Oliver
Account Executive
Semester Total
Goal
Actual
% Difference
757.53 757.53 757.53 757.53 757.53 757.53 757.53 757.53 436.33 388.37
6,884.91
100% 100% 100% 100% 100% 100% 100% 100% 100% 100%
0
100%
Goal 165.01 165.01 165.01 165.01 165.01 165.01 165.01 165.01 95.04 98.17
1,513.30 26,483.26
Actual
% Difference 100% 100% 100% 100% 100% 100% 100% 100% 100% 100%
0
Actual
100%
% Difference 100% 100% 100% 100% 100% 100% 100% 100% 100% 100%
0
100%
9481.81
64%
Sp Week Week Week Week Week Week Week Week Week Week Week Week Week Week Week Week Total
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15
Total Local Inches (Local + University) 2,016.00 2,002.10 3,007.00 3,445.20 2,739.30 1,976.60 2,174.00 2,913.10 1,919.10 2,027.50 2,371.60 2,550.40 2,054.00 1,622.20 1,967.80
8 Local AE (63.89% Local Inches) 1,352.42 1,343.10 2,017.23 2,311.20 1,837.65 1,325.99 1,458.42 1,954.24 1,287.42 1,360.14 1,590.98 1,710.92 1,377.92 1,088.24 1,320.09
Local AE #1 169.05 167.89 252.15 288.90 229.71 165.75 182.30 244.28 160.93 170.02 198.87 213.87 172.24 136.03 165.01
Local AE #2 169.05 167.89 252.15 288.90 229.71 165.75 182.30 244.28 160.93 170.02 198.87 213.87 172.24 136.03 165.01
Local AE #3 169.05 167.89 252.15 288.90 229.71 165.75 182.30 244.28 160.93 170.02 198.87 213.87 172.24 136.03 165.01
34,785.90
23,335.95
2,916.99
2,916.99
2,916.99
Spring 2006 Ad Rep Goals Local AE # 4 169.05 167.89 252.15 288.90 229.71 165.75 182.30 244.28 160.93 170.02 198.87 213.87 172.24 136.03 165.01
Local AE #5 169.05 167.89 252.15 288.90 229.71 165.75 182.30 244.28 160.93 170.02 198.87 213.87 172.24 136.03 165.01
Local AE #6 169.05 167.89 252.15 288.90 229.71 165.75 182.30 244.28 160.93 170.02 198.87 213.87 172.24 136.03 165.01
Local AE #7 169.05 167.89 252.15 288.90 229.71 165.75 182.30 244.28 160.93 170.02 198.87 213.87 172.24 136.03 165.01
Local AE #8 169.05 167.89 252.15 288.90 229.71 165.75 182.30 244.28 160.93 170.02 198.87 213.87 172.24 136.03 165.01
1 VA AE (4.6% Local Inches) 97.37 96.70 145.24 166.40 132.31 95.47 105.00 140.70 92.69 97.93 114.55 123.18 99.21 78.35 95.04
2,916.99
2,916.99
2,916.99
2,916.99
2,916.99
1,680.16
Total National Inches 422.01 379.48 568.48 264.51 779.01 371.08 432.51 479.23 389.98 640.14 546.96 648.28 494.98 428.31 490.83
1 NAT'L AE (20% Nat'l Inches) 84.40 75.90 113.70 52.90 155.80 74.22 86.50 95.85 78.00 128.03 109.39 129.66 99.00 85.66 98.17
Total Inch Goal (Local + University + Nat'l) 2,438.01 2,381.58 3,575.48 3,709.71 3,518.31 2,347.68 2,606.51 3,392.33 2,309.08 2,667.64 2,918.56 3,198.68 2,548.98 2,050.51 2,458.63
Total AE Goal 1,534.20 1,515.70 2,276.17 2,530.50 2,125.75 1,495.68 1,649.92 2,190.79 1,458.11 1,586.10 1,814.92 1,963.76 1,576.12 1,252.26 1,513.30
7,335.77
1,467.15
42,121.67
26,483.26
advertiser name
dates
impressions total
positions
sections
notes
Sept
Oct
Nov
Dec
Jan
Feb
Mar
Apr
May
June
July
105,000
105,000
105,000
105,000
105,000
50,000
50,000
50,000
50,000
50,000
25,000
max impressions
medium rectangle
Finelight Strategic Marketing
10/9 - 10/23
50,000
medium rectangle
classifieds, all
50,000
Acer America Corp
10/7 - 11/5
25,000
medium rectangle
all
20,000
Steve's Place
11/2 - 11/30
50,000
medium rectangle
all
50,000
Sol Spa
11/4 - 12/4
100,000
medium rectangle
all
90,000
Revolution Bike and Bean
11/2 - 11/14
50,000
medium rectangle
all
50,000
5,000
10,000
IU Summer Sessions
10/27 - 11/20
10,000
medium rectangle
arts, all
2,500
7,500
Pavilion Properties
10/22 - 5/31
770,000
medium rectangle
classifieds, housing, all
35,000
105,000
105,000
Nicks English Hut
9/25 - 12/25
200,000
medium rectangle
HoosierHype, Sports, all
65,000
65,000
60,000
Les Champs Elysees
12/1 - 12/31
10,000
medium rectangle
all
Eye Center of Southern IN
11/19 - 1/15
200,000
medium rectangle
all
50,000
100,000
Eye Center of Southern IN
1/19 - 7/15
600,000
medium rectangle
all
Bloomington Shuttle Service
11/16 - 12/21
100,000
medium rectangle
all
short
50,000
50,000
Auto Body Specialists
11/23 - 12/23
100,000
medium rectangle
all
short, make-good
25,000
75,000
12/7 - 1/7
10,000
medium rectangle
all
Educational Testing Service
short
10,000
10,000 50,000 25,000
497,500
7,500
2,500
417,500
182,500
155,000
155,000
155,000
155,000
50,000
25,000
500,000
0
0
0
0
0
0
0
600,000
0
0
0
0
0
0
300,000
200,000
0
0
0
0
0
0
500,000
50,000
50,000
50,000
50,000
0
0
0
0
0
200,000
200,000
0
0
0
0
0
0
500,000
0
0
0
0
0
0
0
500,000
632,500
205,000
155,000
155,000
155,000
50,000
25,000
3,100,000
10,000
172,500
21,000
4,000 100,000
100,000
100,000
100,000
100,000
100,000
25,000
100,000
100,000
25,000
33,000
67,000
333,000
292,000
top banner Indieana Handicraft Exchange
9/21 - 10/2
25,000
top banner
news
Bloomington Needs
11/2 - 12/31
200,000
top banner
HoosierHype, Sports, all
Marsh
8/18 - 12/31
as many as possible
top banner
news
The Grad Center of NY
9/21 - 12/07
as many as possible
top banner
all
Star of America
11/16 - 12/28
100,000
top banner
all
short, make-good 146,000
204,000
bottom banner Argentum Jewelry
11/23 - 12/18
10,000
bottom banner
all
5,000
5,000
Argentum Jewelry
11/23 - 12/18
10,000
bottom banner
all
5,000
5,000
Vance Music Center
11/23 - 12/18
10,000
bottom banner
all
5,000
5,000
Vance Music Center
11/23 - 12/18
10,000
bottom banner
all
5,000
5,000
Yarn's Unlimited
11/23 - 12/18
10,000
bottom banner
all
5,000
5,000
Downtown Bloomington, Inc
11/23 - 12/18
10,000
bottom banner
all
5,000
5,000
Goods For Cooks
11/23 - 12/18
10,000
bottom banner
all
5,000
5,000
Lady Bugs Gifts & Tea
11/23 - 12/18
10,000
bottom banner
all
5,000
5,000
Optiks
11/30 - 12/25
10,000
bottom banner
all
500
9,500
Spaah! Incorporated
11/30 - 12/25
10,000
bottom banner
all
500
9,500
Indiana Running Company
11/30 - 12/25
10,000
bottom banner
all
500
9,500
0
41,500
68,500
0
0 skyscraper IU SLIS
10/1 - 1/31
as many as possible
skyscraper
all
100,000
100,000
100,000
100,000
IU SLIS
10/1 - 1/31
as many as possible
skyscraper
news
100,000
100,000
100,000
100,000
Steve's Place
12/1 - 12/31
50,000
skyscraper
all
50,000 0
200,000
200,000
250,000
30,000
45,000
wide skyscraper IU Auditorium
100,000
wide skyscraper
all
OnCampus Advertising KAUST 11/17 - 12/31
1/14 - 2/11
75,000
wide skyscraper
all
Roadworthy Guitar & Amp
10/5 - 10/26
25,000
wide skyscraper
all
Bloomington Shuttle Service
11/4 - 12/21
50,000
wide skyscraper
all
short
50,000
50,000
Bloomington Shuttle Service
11/9 - 12/21
50,000
wide skyscraper
all
short
50,000
50,000
extended 25,000
0
25,000
130,000
145,000
100,000
100,000
100,000
100,000
left button IU UITS
1/11 - 1/29
200,000
left button
all
IU UITS
8/31 - 12/31
as many as possible
left button
all
Revolution Bike and Bean
12/4 - 12/31
85,000
left button
all
200,000 short
85,000 100,000
100,000
100,000
185,000
right button Underground Printing
GDM 1/14/10
12/1 - 12/8
136,658
right button
all
pulled - orig 300K
Grand Totals
136,658 0
0
256,000
701,500
0
136,658
1,302,000 1,494,658
Dear Selection Committee: It is of great pleasure to nominate Katelynn Reilly for the CNBAM Sales Representative of the year. I had the pleasure of working side by side with Katelynn last spring before moving up to the Ad Director position, and was immediately impressed by her professionalism and natural selling ability. Katelynn, a Freshman at the time, had no trouble jumping in full force with the Virginia Account Executive position. Katelynn has dedicated herself to the sales position and has been able to gain many new clients in her time as an Account Executive. Her diligence in calling clients and with creating relationships with clients has helped her to regularly meet and exceed monthly goals. This past November we challenged her to sell 1000 inches, almost double her actual goal, which she met and exceeded, placing 1123.25 inches. Katelynn was also awarded top seller out of 11 Account Executives for our Basketball Preview special section, and was the winner of our competition challenge. Katelynn is always willing to take on whatever is thrown her way. Shortly after the beginning of this year she has taken on the National Account Executive client list in addition to her existing Virginia clients making her list 60+ clients. Each of these positions are extremely difficult considering selling is done primarily over the phone, so getting clients to "call back" is nearly impossible as is finding the person in charge of making the advertising decisions. Katelynn has been able to take on this feat due to her persistence and excellent organizational skills. One of the impressive things about Katelynn is her ability to use her creativity when selling. Just the other day she was telling me she had friends circle items they would buy from Kroger's 10 for 10 deal insert from the local paper and sent it to their marketing representative as proof that it would be beneficial to advertise to the college market. She did this after being told they were not interested in advertising. This is just one example of Katelynn's determination and creativeness as an Account Executive that has helped her to be so successful. Katelynn has also acted as a mentor to the entire staff at the Collegiate Times. She has helped in training new Account Executives how to make cold calls and how to be efficient with their time. Considering Katelynn does most of her work on the phone in the office, she has been able to learn how things operate. There have been times when the office staff turns to her when they have questions about how to do something or where to find something. She is always willing to give advice and lend a hand when needed and people respect that kindness she is always emitting. Katelynn has truly made an impact with the Collegiate Times and everyone she has worked with. It has been a pleasure working with her and I fully recommend her for this nomination. Sincerely, Megan Oliver Advertisng Director, Collegiate Times
618 North Main St. Blacksburg, VA 24060
Katelynn Reilly Personal Statement I walked into my position at the Collegiate Times knowing only one thing about sales; the customer comes first. I didn’t have any real sales experience nor was I given comprehensive training. This would scare most people, but it helped motivate me to succeed. My major is Communications and in the future I hope to have a career in Public Relations. I didn’t pursue a position with the Collegiate Times; I feel that destiny brought the position to me. I started with the Collegiate Times at the beginning of spring semester my freshman year. Coming in, I was one of the CT’s youngest employees; in addition to that I am a Communications major so no one expected me to be a great sales person. I started off strong and stayed that way; selling our normal four papers a week and went on to blow my goals for special sections out of the water. The first month I made my goal, but from then on I didn’t just meet my goals, I crushed them. Many months I doubled and tripled my goal in November of this year I quadrupled my goal. Special sections are my specialties and last year I was responsible for creating and introducing a brand new special section. Additionally, I am responsible for bringing in a majority of the ads in the Career Guides. This November I took on an unheard of venture-two jobs. Since January, I was the Virginia Account Executive but in November I took on the National Account Executive position as well. By holding these positions, I am in charge of all advertising outside of Blacksburg and Christiansburg, the towns where Virginia Tech is located. By doing this, I saved the CT money by not having to hire a new Account Executive. Since November, I have taken on both the National and Virginia goal and beat both, in addition to acquiring many new national clients. Many people ask me what makes me stand out when it comes to selling. The difference in my selling technique is that I care about my clients. I create relationships with my clients; I don’t just use them to make my quota. My personal motto is that once the relationships are formed the money will follow. Knowing my clients is very important to me. I like to call my clients about twice a month to check in and see how their lives our going. This is a large task considering I have over one hundred clients. I usually send out a couple letters each semester, which have important dates and warm wishes. Holiday cards are another way I keep the Collegiate Times in my client’s minds. Building these relationships has been key to my success. Working while going to college isn’t an easy task and requires a large amount of organization. Luckily, I work very well under pressure and have found I work better while busy. Another key to my success has been my dedication. I usually spend about fifteen to twenty hours a week in the office. This sets me apart from the other Advertising Executives. When I got the position I was told that certain clients don’t advertise anymore because they are “problem clients”. One client who I was told was a lost
cause was Tommy from Caribbean Tan. Tommy owed the CT over one thousand dollars and hadnâ&#x20AC;&#x2122;t advertised in about a year. When I first called Tommy he wanted nothing to do with me as soon as he heard I was with the CT. I made the effort and went to see Tommy. While there, I put him on a payment plan and started running new ads for him. Within a few months he was all paid up and was advertising about two times a week. Tommy is now one of our regular clients and has no problem working with the CT. Prospecting is a task Iâ&#x20AC;&#x2122;ve become very good at. I think I succeed at this because of my persistence and my ability to think outside the box. I constantly bring on both seasonal and regular clients. I love to search for different events going on around the state and contact them for advertising. I enjoy expending the advertising base of our paper to statewide accounts. Working for the Collegiate Times has been one of the best experiences of my life. I have learned so many business strategies and information I would have never learned before. The best part about the CT is the fact that you learn by doing. I have learned so much from working there and cannot wait to apply for a management position next year.
KATELYNN REILLY 2244 Millcrest Terrace Midlothian, VA 23112 (804) 332-0113
Current- 229 West Eggleston Blacksburg, VA 24060 Reillyk@vt.edu
Objective
To obtain an internship that will allow me to use my public relations skills and improve upon them.
Skills
Writing; Sales; Marketing; Planning; Time Management; Organization
Education
Bachelor of Arts, Communications; Virginia Tech, Blacksburg, VA Focus: Public Relations; Minor: Event Planning and Marketing Expected Year of Graduation: May 2009
Experience
National Advertising Executive, Collegiate Times, Virginia Tech Blacksburg, VA, January 2006- present • Contacting current clients and prospecting new advertisers. • Creating special sections and selling advertising for them. • Work 15-20 hours a week during school year. Public Relations Coordinator, ESPN-Sport’s Addict Radio Blacksburg, VA, September 2006- present • Created a marketing and PR campaign. • Helped to increase radio market share on campus through publicity. Sales Associate, Viva! A Marketplace For Healthy Living Commack, NY, November 2003- August 2005 • Responsible for all operations at small local business.
Volunteering • • •
Cofounder, Dance Marathon, Virginia Tech Marketed and publicity Dance Marathon on campus. Headed the executive committee for planning. Attended Children’s Miracle Network Leadership Conference.
Coordinator, Light The Night, Commack, NY • Organized and coordinated walk for over 300 people in my High School. • Marketed the event and fundraised. Intern, WLIE Business Talk Radio Deer Park, NY, December 2004- June 2005 • Organized and filed client bills. • Helped market the station to local businesses. Honor
Nominated for National Account Executive of the Year (2006) Top Seller of the Month- Collegiate Times (February 2006) Dean’s List (Spring 2006, Fall 2006) Communication student of the year (2005) Winner of several Rotary club scholarships for community service (2005) Published article in “Newsday” which is distributed to 300,000 households (2001)
Organizations Public Relations Students Society of America (Firm Member) Leadership Development Team (Hospitality Committee) Wysocki Memorial Club (Cancer Fundraising) Dance Marathon Club (Co-Founder and Executive Board)