2008-6a by CNBAM

MUSTANG DAILY It is a pleasure to nominate Ashley Singer for the honor of CNBAM Sales Representative of the Year. Ashley came to work at the Mustang Daily in the summer of 2006 and despite lacking any prior sales experience, quickly became one of our most successful sales reps. By the start of the school year in Sept. 2006, she had already established herself as the top sales person on staff, a spot she didnâ&#x20AC;&#x2122;t relinquish the remainder of the school year. Ashley not only did an excellent job of servicing and selling her regular clients, she also excelled when it came time to sell special sections. In our annual Best For Cal Poly edition, she accounted for more than a quarter of our total sales with $6,800 sold out of the section total of $24,000. That was typical for Ashley, something she repeated in our Open House ($8,800 out of $32,000 total sales). What was equally impressive was that each quarter, she improved her sales. In the Fall of 2006 her total sales was $15,261, then $21,390 for the Winter 2007 quarter and $25,686 for the Spring 2007. Unfortunately for the newspaper, Ashley was selected to study abroad for the Fall 2007 quarter but now has returned and is one of our two Advertising Managers for this year, leading a team of four ad reps. I am sure that Ashley will continue to excel and grow in the advertising sales field. Having spent more than 25 years working in the newspaper industry before moving into student media, I have had the opportunity to work with and observe many advertising professionals. Ashley certainly ranks among the best that I have had the pleasure of working with and would be extremely deserving of the Sales Rep of the Year award. Sincerely,

Paul Bittick General Manager Mustang Daily Cal Poly San Luis Obispo

To Whom It May Concern: At the inception of Downtown Brew we were just a little known brew-house in a small town. Being the new kid on the block, gaining support of prominent local institutions was very hard to do. Today people only communicate through email, and the personal touch has been lost. We are treated as dollar signs instead of people. Ashley’s approach to her job is an encouraging departure from today’s typical business relationships. When I met Ashley she was the quiet girl who kept showing up with copies of the Mustang Daily and leaving her number. Her persistence paid off. I returned her call, and we set up a meeting. She showed up to our meeting with a stack of papers almost as tall as she was. She patiently sat there as I made her wait thirty minutes. At the time, I wasn’t that interested in advertising in the Mustang Daily because I felt it wasn’t my demographic. I believed that Mustang Daily readers were mostly under 21 and I would be wasting my advertising dollars on them. Ashley convinced me I was wrong. She reminded me that these were the drinkers of the future. If we showed them how much fun the brew can be now, they’ll spend every weekend after their 21st birthday with us. She persuaded me and we agreed to run an ad. She came back with a beautiful ad that was exactly what I had in mind. Since then we have advertised at least twice a week, and in almost every special edition. No matter how much I fail to return phone calls, text messages, and emails, Ashley tracks me down with persistence, determination, and sincerity. Ashley has had a direct effect on our success here at Downtown Brew. In the time we have worked together she has become not only a business associate but also a friend. Whether she is stopping by to just to say hello or hunting me down to sign off on an ad, she is always a welcome face. Sincerely,

Jason O’Hagan General Manager Downtown Brewing Company San Luis Obispo, CA

MUSTANG DAILY They say a good salesperson can sell anything, regardless of if the salesperson believes in what he or he is selling. It is due to this statement that I question, “Who are They?” They are noted for developing brilliant quotes, such as “learn from yesterday, live for today, hope for tomorrow,” as well as “winners never quit and quitters never win.” However, this time They have said something that stretches far from the truth; at least stretches in opposing miles from my version of the truth, my selling philosophy. I say that the trait of a true salesperson is the ability to find and/or create something to believe in. At the Mustang Daily, we have a motto of ‘DO IT DAILY.’ Since starting at the Mustang Daily, this is a motto I have lived to fulfill. When I first began as a Sales Representative I was completely unaware of what to expect. I was drawn to the position because of its highly active customer service and continual possibilities for developing community relations. My first sales call was terrible. I introduced myself, left far too much paperwork regarding the paper, and shuffled out of the door. From the beginning, however, I knew not to try and sell to the client right away. This was something I later learned in training, but initially developed due to my belief in the trait of a true salesperson. I did not feel that I could try and sell the client an advertisement while I was just learning the customer and just learning the role. I wasn’t even yet able to quote the campus demographics, paper distribution or readership without having to resort to my notes. I hadn’t developed true knowledge of why these clients should advertise in the Mustang Daily. However, after a summer at the Mustang Daily selling the Back to School and WOW Special Editions, my knowledge base expanded, greatly. My philosophy, still, remained the same. I say the trait of a true salesperson is the ability to find and/or create something to believe in. I also say that trait is necessary for success since the role of a sales representative is to increase revenue for the paper. During my first summer as a Sales Rep, I was responsible for over 60 client accounts. After a month into the business, I realized the level of relationships I had created with many clients. In doing this job daily, I had gained friends all over town. My client meetings began to feel like leisure rather than work. It was a chance to bond with people, learn about the community and particular businesses from a whole new perspective, while also constantly expanding my advertising and marketing knowledge. Come summer’s end I realized I had definitely performed above my expectations. I had sold nearly the same number of advertisements for the editions as the returning lead sales rep. As the end of summer progressed and fall quarter neared, I learned more about what elements of advertising were truly effective, as well as what attracted students to act upon the ads they saw. I began the fall quarter of my second year with consistent sales. My happiness, however, derived from the fact that my sales pitches were honest and sincere. I was able to truly convey messages to clients. I believe that honesty is crucial to the Sales Representative position. While the duty of the Sales Representative is to increase revenue for the paper, it is also to increase business for the client. The latter half is more important, particularly in regards to maintaining client relations and consistency in service.

The first element of doing so is the relationship. I have never entered a client’s business without a smile on my face, nor made a phone call without cheer in my tone. Friendliness is the key to good beginnings; while friendship leaves the door wide open for all that comes next. I pop in to see my clients all the time, just to say hi and see how they are doing. I don’t mention the Mustang Daily every time I go in. If we have a meeting set up, then of course. But I believe it is important to dedicate oneself to the client. In doing so I realize that many clients do not want to talk business every week. However, that doesn’t mean they don’t want to talk. And that also doesn’t mean they aren’t willing to, or currently, advertising with Mustang Daily. As part of dedication to clients, I believe it is highly important to do what is asked of me, whether it be collecting 15 students to be in a commercial (Food 4 Less), coming in after hours with a photographer to capture the restaurant’s remodel (Cugini’s Pizzeria,) or meeting past 10 PM on a regular basis if that be the only time the client can meet (Downtown Brew.) While some client requests may not be the most accommodating, I feel that as a sales rep for the school paper I am the direct liaison to the campus. Therefore, I need to, and usually want to, be there for the client in whatever they may need. I note birthdays and anniversaries of my clients, to ensure that I send them a card, demonstrating I am thinking of them on their special day. I dedicate myself to my clients and to creating concepts to believe in. For example, McLintock’s is a famous saloon with two locations in the San Luis Obispo area. One location strives. Yet, by going in and talking to staff at the second location I learned that their lunch hour was nearly dead. At this knowledge, I returned to the office and wrote up a spec ad for lunch specials, utilizing the menu I had grabbed from the restaurant. After a few weeks of dropping by, calling the contact and faxing the spec ad, McLintock’s signed on for a month contract. The saloon did note an increase in students dining during lunch hour. I say the trait of a true salesperson is the ability to find and/or create something to believe in. However I don’t say this merely in relation to one’s own clients. At the Mustang Daily we are a very close staff. I believe for the paper to run successfully we need to dedicate ourselves to each other as much as we are dedicated to ourselves individually. I have recently been promoted from Sales Representative to Advertising Manager. I lead a team of four executives, as well as implement marketing techniques alongside the other managers. I am honored to assume this role, after returning from Spain where I spent the past semester studying. I was also honored to return to San Luis Obispo and visit my past clients. They rewarded me with smiles, hugs, the new gossip in their lives, and of course their business progress. I was exhilarated to learn that a few clients had continued utilizing advertisement concepts I had created for them. It was amazing to leave and return, feeling that nothing had changed. It’s the knowledge that my clients believe in me, and I don’t feel that my position at the Mustang Daily, my position with my clients, nor my sales would ever be as high as they are now, if I hadn’t, from the beginning honored myself and the trait of a true salesperson. I say the trait of a true salesperson is the ability to find and/or create something to believe in. Thank you for considering me for the honor of Sales Representative of the Year. With Kind Regards,

Ashley Singer Mustang Daily Advertising

APPENDIX

Appendix Overview The following eight pages contain the entirety of my Appendix. 1. The first document you will find is a brief job description of my position as Account Executive. I was an Account Executive from June 2006 until July 2007, at which time I studied abroad and returned with my role changed to Advertising Manager, a role I am very happy to fulfill. 2.After my job description I have included my resume. 3. I have included an example of a portion of a weekly call sheet, at a time of gaining new clients. I feel one of my strong assets is time management and this call sheet illustrates the manner in which I record my duties to fulfill my responsibilities in a timely fashion. 4. The next document you will come across is a database of my Sales Records during my 2006-2007 school year. As I am no longer an account executive, I do not have current sales records. However, I will be maintaining certain client accounts, and I do lead a team of four account executives. Therefore, I have included the goal and progress I hope to see my team achieve throughout the remainder of the school year, as well as the consistency I plan to maintain with my selective clients. Monthly goals are relevant to the Special Sections of the month as well. 5. Next you will find a document with various Insertion Orders inserted onto it. These Insertion Orders represent my ability as a Sales Representative, and I have included a brief description as to why above the inserted contracts. 6. I wanted to demonstrate to you the effort I commit into creating a campaign or deal that I believe in for a client. The page titled ‘Faces A’La Mode’ illustrates a series of spec ads I conceptually created for my client, Faces A’La Mode. They were struggling with college student clientele, as well as where to spend their advertising money. This was the solution I believed in, and they did too. It worked. 7. Here you will find a tear sheet of an advertisement for a client of mine in a Special Edition to illustrate my Special Edition sales contribution. There is an explanatory paragraph glued to the tear sheet. 8. The final document I have included in my Appendix for Sales Representative of the Year is an advertisement I created for a Cold Call client. I again needed to produce a creation, a concept that I believed in. Again, the client believed in it too, and the outcome was successful. I hope my Appendix demonstrates my Sales Representative philosophy and abilities. I thank you very much again for considering me for the honor of CNBAM Sales Representative of the Year 2007.

MUSTANG DAILY Job Description: Basic Function, in my words: The primary responsibilities of the Sales Representative position include introducing the Mustang Daily to businesses in the area and surrounding areas. The Sales Representative is responsible for creating awareness of the Mustang Daily’s publication, as well as informing clients of San Luis Obispo’s and Cal Poly’s demographics. The Sales Representative researches the companies’ advertising history as well as their clientele and in-store ambiance. After doing so the Sales Representative is responsible for remaining in contact on at least weekly basis with clients. The Sales Representative is also responsible for creating concepts or deals that will work for the business and attract the students. The goal is to increase territorial revenue. The goal is also to build strong client relationships that will leave clients advertising with the Mustang Daily even after the Sales Representative has left. Specific Duties, as outlined: 1. Maintain contact with all accounts on your list on a regular (weekly) basis. 2. Look for new accounts to target. 3. Research competing media to find new accounts. 4. Use sales techniques to persuade accounts to place ads in Mustang Daily. 5. Making return calls to customers who say no…look for opportunities to say yes. 6. Meeting and communicating with many different types of people and personalities in a professional way. 7. Giving and explaining rate card and media kit information to customers. 8. Creating spec ads. 9. Filling out insertion orders. 10. Collecting payments on pre-pay advertisements. 11. Showing advertising proofs to clients. 12. Servicing walk-in clients, faxing information, handling phone inquires. 13. Attend weekly meetings Time Commitment: 10-20 hours per week (stated) Constant ideas flowing, mentally job is near 24/7 (truth) Pay: Hourly and commission based.

Ashley Singer 1213 Bond Street, San Luis Obispo, CA 93405

(707) 815-3186

asinger@calpoly.edu

Objective

To assist a creative company in sales, marketing and customer relations

Education

California Polytechnic State University 09/2005-06/2009  Marketing Management, Bachelor of Science  Spanish Minor  Cumulative GPA: 3.114

Work experience

The Mustang Daily Newspaper 06/2006-Present San Luis Obispo, CA Advertising Manager (July 2007 - Present)  Maintain local and corporate accounts  Develop new special sections, marketing techniques and promotions  Lead a team of account executives; monitoring advertising accounts and expanding customer relations Advertising Account Executive (June 2006 - June 2007)  Named Mustang Daily Advertising Representative of the Year 2006-2007  Nominated CNBAM Sales Representative of the Year 2007  Led Mustang Daily staff in weekly and yearly sales  Accounted for over 25%of special section sales  Created and conserved close and respectable relationships with advertising accounts The Davila Family 10/2007-12/2007 Sevilla, Spain English Teacher  Created energetic, creative, and efficient techniques for teaching beginning elements of the English language to Spanish children Peet’s Coffee and Tea 02/2005-08/2005 Napa, CA Cost Plus World Market 11/2004-01/2005 Napa, CA Retail Positions – Barista and Sales Attendant  Established company awareness through display boards  Promoted new products through samples  Provided quality customer service at all times

San Luis Obispo, CA

Language and Technical Skills

 Conversational in Spanish  Proficient with Microsoft Office; SPSS  Beginner in Adobe Photoshop and Illustrator

Extracurricular activities

 American Marketing Association, Alpha Omicron Pi, SCS Youth Program, Miscellaneous Community Service Projects, Intramural Sports  Spent a Semester Studying in Spain  Honors: College of Business Honor Society, Dean’s List Fall 2006

References

   

Paul Bittick, Mustang Daily, General Manager, (805) 756-2537 Elizabeth Carmo, Alloy Media & Marketing, Account Executive, (805) 441-7832 Norma Kostecka, Advertising Director, Napa Valley Register, (707) 256-2228 Jessica Lutey, Mustang Daily, Advertising Coordinator, (805) 441-6524

Weekly Call Sheet

Account Rep Name: Ashley Singer

Circle Day

Account Name

NOTES:

new clients, introductions key

MTWRF

Downtown Brew

Person

Call Go See Email Fax

Reason

Outcome

say hello, talk about next week

left messages, email returned, likely meet over weekend

say hello, talk about trade out

discussed coming quarters

say hello; catch up

doing well, still trying to sell business

set up meeting

Meeting Scheduled 1/24 @1pm

GARDEN Jason O'Hagan

MISC MTWRF

Mediums

Ryan Reyes

MTWRF

Cugini's

Louise Pippin

MTWRF

Faces AlaMode

Rebekah Law

AVILA BEACH MTWRF

Custom House

set up meeting

meeting next week, call Monday

MTWRF

BeachMarine Institute

Chito Mayo

went out to scope out area

know clients, next week introductions

MTWRF

Avila Lighthouse Suites

went out to scope out area

know clients, next week introductions

MTWRF

Alapay Cellars

went out to scope out area

know clients, next week introductions

MTWRF

Avila Wine & Roasting Co.

went out to scope out area

know clients, next week introductions

MTWRF

Mr. Rick's

went out to scope out area

know clients, next week introductions

MTWRF

San Luis Yacht Club

went out to scope out area

know clients, next week introductions

MTWRF

The Sea Barn

Linda(same owner)

introduce myself

left information, will see her again next Thurs.

MTWRF

Hula Hut/Doc Burnstein's Ice Cream Lab

Linda(same owner)

introduce myself

left information, will see her again next Thurs.

MTWRF

Real Estate Group/Coastal Vacations

went out to scope out area

know clients, next week introductions

MTWRF

Beach Comber Bill's

introduce myself

left information, will see her again next Thurs.

went out to scope out area

know clients, next week introductions

introductions

brief introduction meeting. Wed. best meet time

went out to scope out area

know clients, next week introductions

Linda(same owner)

MTWRF

Coco Body Lounge

MTWRF

Avila Grocery Mercantile & Deli

MTWRF

Gelato

MTWRF

Under the Sea Gallery

CLOSED

went out to scope out area

CLOSED FOR SEASON

MTWRF

Joe Momma's Coffee

same owner

went out to scope out area

know clients, next week introductions

MTWRF

Nekkid

same owner

saw ad in New Times, inform of us

contact out of store, left info. Return next Tues.

MTWRF

Inn @ Avila Beach

went out to scope out area

know clients, next week introductions

MTWRF

Avila La Fonda Hotel

went out to scope out area

know clients, next week introductions

MTWRF

Avila Beach Apartments & Vaca Rentals

went out to scope out area

know clients, next week introductions

MTWRF

La Casita Hotel

went out to scope out area

know clients, next week introductions

MTWRF

Vision (opening)

went out to scope out area

know clients, next week introductions

MTWRF

Morovino WineTasting

went out to scope out area

know clients, next week introductions

MTWRF

San Luis Bay Inn & Golf Courses

went out to scope out area

know clients, next week introductions

Lenny Richards

LOS OSOS VALLEY ROAD MTWRF

Circuity City

set up meeting

contact out of store.

MTWRF

Linens N'Things

Andy Edelman

verify in-store contact

contact verified, will go next week

MTWRF

Home Depot

verify in-store contact

contact verified, will go next week

MTWRF

Costco

verify in-store contact

no answer

MTWRF

Office Max

verify in-store contact

no phone number on file, or listed. Go in next week

Sales Records Fall Quarter September 25th-30th ads run col-in revenue $

October 2nd-6th

4 90 676.00 $

9th-13th

9 148 1,108.00 $

16th-20th

15 379 3,560.00 $

23rd-27th

11 216 1,662.00 $

November 30th-3rd

5 192 1,308.00 $

6th-10th

7 152 1,180.00 $

13th-17th 9 90 740.00 $

20th-24th

13 126 1,022.00 $

27th-1st

3 24 160.00 $

4th-8th

16 182 1,482.00 $

December Grad/Holiday Quarter TOTAL 10 12 114 124 163 1886 1,010.00 $ 1,353.00 $ 15,261.00

Winter Quarter January February March 16th-19th 22nd-26th 29th-2nd 5th-9th 12th-15th 19th-23rd 26th-2nd 5th-9th 12-16th 14 3 11 12 16 12 10 13 7 26 280 18 158 134 236 94 90 124 54 782 3,276.00 $ 200.00 $ 1,846.00 $ 1,554.00 $ 2,378.00 $ 1,080.00 $ 1,038.00 $ 1,366.00 $ 516.00 $ 8,136.00

8th-12th ads run col-in revenue $

Quarter TOTAL 124 1970 $ 21,390.00

Spring Quarter April 2nd-6th ads run col-in revenue $

9th-13th

14 224 2,358.00 $

May June 20th-Open House 23rd-27th 30th-4th 7th-11th 14th-18th 21st-25th 29th-1st 4th-8th 15th graduation Quarter TOTAL 8 20 10 14 14 12 11 8 9 9 140 60 734 114 188 190 130 82 48 104 208 2214 444.00 $ 8,800.00 $ 1,336.00 $ 2,104.00 $ 2,124.00 $ 1,560.00 $ 976.00 $ 552.00 $ 1,360.00 $ 2,672.00 $ 25,686.00

16th-19th

11 132 1,400.00 $

Goals for Coming Year (Now Advertising Manager, leading four account executives and maintaining limited clients)

Personal Goals

Team Goals

Winter Quarter

Winter Quarter January

ads run revenue Spring Quarter April ads run revenue

February

20 $6,200.00 May 20 $9,000.00

March

20 $8,000.00

January

20 $6,200.00

ads run revenue Spring Quarter

20 $6,200.00

ads run revenue

June 20 $6,200.00

February

100 $35,000.00 April 180 $65,000.00

March

160 $45,000.00 May

100 $25,000.00 June

130 $50,000.00

100 $25,000.00

The Insertion Orders below represent my determination in maintaining consistent weekly ads for those clients who will benefit from the high exposure. Downtown Brewing Company is one of the numerous local restaurant/ bars in San Luis Obispo. Due to competition, the establishment truly has a need for top of mind awareness. Throughout my time working with Downtown Brewing Company, it has consistently advertised weekly, truly publicizing itself to Cal Poly students. Cal Poly State University Bld 26 Suite 226 San Luis Obispo, CA 93407

Phone: Fax: Email: Website:

Advertising Representative: Ashley Singer

Cal Poly State University Bldg 26 Suite 226 San Luis Obispo, CA 93407

(805)756-1143 (805)756-6784 advertising@mustangdaily.net www.mustangdaily.net

Date:

Phone: (805)756-1143 Fax: (805)756-6784 Email: advertising@mustangdaily.net Website: www.mustangdaily.net

Advertising Representative: Ashley Singer

10/10/06

Cal Poly State University Bldg 26 Suite 226 San Luis Obispo, CA 93407

11/8/06

Date:

Advertising Representativ Ashley Singer

Name Downtown Brew Attn: Jason Mailing Address 1119 Garden Street SLO, CA 93401 Account Number: Date

Color

10/13/06 SPOT 10/17/06 10/18/06 10/20/06 SPOT

Description

Width (Col)

GAME DAY: Kegs and Eggs kegs and eggs 90th-thanks and kegs GAME DAY: Kegs and Eggs

3 3 5 3

Height Colomn MU CR PU (In) Inches 8 24 x 8 24 x 8 40 x 8 24 10/13 0 0 0 0 0 0

Total Inches X Rate Subtotal Color Prepayment discount (-5%) Total Amount

$ $ $

112 6.00 672.00 100.00

772.00

Description

Run Date Color 1/29/07 1/31/07 2/1/07

BILLING INFO

Col.

80's night 80's night 80's night

FULL FULL FULL

Ad Color$ P/U Total$ $6.00 $100.00 $184.00 22-Jan $6.00 $100.00 $184.00 22-Jan $6.00 $100.00 $184.00 22-Jan $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00

Ad Size CPI$

In.

2 2 2

7 7 7

Notes:

14 14 14 0 0 0 0 0 0 0

Run Date 5/3/07 5/8/07 5/9/07 5/10/07

Color

Description

FULL FULL FULL FULL

vip night vip night vip night vip night

Col.

Ad Size CPI$

In.

5 3 3 3

8 4 4 4

Notes:

Total Inches: 42 Total Color$: $300.00 Subtotal: $552.00 Prepay Discount (-5%):

40 12 12 12 0 0 0 0 0 0

Cancellations must be made by 10:00 a.m. On the prior business day to scheduled run date

Color$

$6.00 $6.00 $6.00 $6.00

$200.00 $100.00 $100.00 $100.00

Ad Total$ $440.00 $172.00 $172.00 $172.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00

P/U mu mu 8-May 8-May

Total Inches: 76 Total Color$: $500.00 Subtotal: $956.00 Prepay Discount (-5%):

Total Amount: $552.00

Authorization_______________________________ (Required)

4/27/07

Date:

Client: Downtown Brew Contact: Jason O'Hagan Mailing Address: 1119 Garden Street SLO, CA 93401 Account Number 10001357

Client: Downtown Brew Contact: Jason O'Hagan Mailing Address: 1119 Garden Street SLO, CA 93401 Account Number: 10001357

BILLING INFO

Bill To:

Phone: (805)756-1143 Fax: (805)756-6784 Email: advertising@mustangdaily.net Website: www.mustangdaily.net

Total Amount: $956.00

Authorization (Required): _______________________________

Date: _____________________

Note: Cancellations must be made by 10:00 a.m. one business day prior to scheduled run date.

The Insertion Orders below represent clients who never previously advertised, or only advertised in special editions, with the Mustang Daily. The Insertion orders exemplify a variety of contracts, including a Cold Call Client (Cugini’s), a contract signed due to the series of spec ads presented (Faces A’La Mode), as well as a contract signed in a Special Plaza Section, which I assisted in promoting. The contracts also exemplify my relations with advertising agencies (Suggs Lombardi for Upper Crust). Cal Poly State University Bldg 26 Suite 226 San Luis Obispo, CA 93407

Cal Poly State University Bldg 26 Suite 226 San Luis Obispo, CA 93407

Phone: (805)756-1143 Fax: (805)756-6784 Email: advertising@mustangdaily.net Website: www.mustangdaily.net

Advertising Representative: Ashley Singer

Date:

Advertising Representative: Ashley Singer

1/19/07

Client: Cugini's Contact: Louise Pippin Mailing Address: 2430 South Ellen Lane Santa Maria, CA 93455 Account Number: 10001065

Run Date Color

Description Pizza Pizza TBA TBA TBA TBA TBA TBA TBA

Notes: PREPAID

Date:

Col.

Ad Size CPI$

In.

2 2 2 2 2 2 2 2 2

4 4 4 4 4 4 4 4 4

8 8 8 8 8 8 8 8 8 0

$7.00 $7.00 $7.00 $7.00 $7.00 $7.00 $7.00 $7.00 $7.00

Ad Total$ $0.00 $56.00 $56.00 $56.00 $56.00 $56.00 $56.00 $56.00 $56.00 $56.00 $0.00

Color$

Total Inches: Total Color$: Subtotal: Prepay Discount (-5%):

P/U mu 25-Jan tba tba tba tba tba tba tba

72 $0.00 $504.00 $ 25.20

Run Date 1/22/07 1/29/07 2/6/07 2/12/07 2/13/07 2/14/07 2/19/07 2/28/07 3/5/07 3/12/07

Color

Description

FULL FULL FULL FULL FULL FULL FULL FULL FULL FULL

10% OFF HAIRCUTS VALENTINES DAY VALENTINES DAY VALENTINES DAY VALENTINES DAY VALENTINES DAY TEETH WHITENING TBA TBA TBA

12/12/06

Date:

Client: Upper Crust Contact: Suggs Lombardi- Cliff Stepp Mailing Address: 520 Higuera Street SLO, CA 93401 Account Number:

BILLING INFO

Client: Faces A'La Mode Contact: Rebekah Beck Mailing Address: 1601 Osos Street SLO, CA 93405 Account Number: 10001059

PREPAID

Phone: (805)756-1143 Fax: (805)756-6784 Email: advertising@mustangdaily.net Website: www.mustangdaily.net

Advertising Representative: Ashley Singer

1/14/07

BILLING INFO

1/25/07 1/31/07 2/8/07 2/14/07 2/22/07 2/28/07 3/1/07 3/7/07 3/15/07

Cal Poly State University Bldg 26 Suite 226 San Luis Obispo, CA 93407

Phone: (805)756-1143 Fax: (805)756-6784 Email: advertising@mustangdaily.net Website: www.mustangdaily.net

Col.

Ad Size CPI$ Color$

In.

2 2 2 2 2 2 2 2 2 2

Notes: 50% off color Valentine's Campaign during week of 2/12-2/14.

4 4 4 4 4 4 4 4 4 4

8 8 8 8 8 8 8 8 8 8

$8.00 $8.00 $8.00 $8.00 $8.00 $8.00 $8.00 $8.00 $8.00 $8.00

$100.00 $100.00 $100.00 $50.00 $50.00 $50.00 $100.00 $100.00 $100.00 $100.00

Ad Total$ $164.00 $164.00 $164.00 $114.00 $114.00 $114.00 $164.00 $164.00 $164.00 $164.00

Total Inches: 80 Total Color$: $850.00 Subtotal: $1,490.00 Prepay Discount (-5%):

P/U

Run Date Color

Description

mu mu 29-Jan 29-Jan 29-Jan 29-Jan mu mu 28-Feb 28-Feb

1/12/07 1/19/07 1/26/07 2/2/07 2/9/07 2/15/07 2/23/07 3/2/07 3/9/07 3/16/07

laguna village laguna village laguna village laguna village laguna village laguna village laguna village laguna village laguna village laguna village

no no no no no no no no no no

Notes:

Col.

Ad Size CPI$

In.

2 2 2 2 2 2 2 2 2 2

4 4 4 4 4 4 4 4 4 4

8 8 8 8 8 8 8 8 8 8

Total Amount: $560.00

Authorization (Required): _______________________________

Date: _____________________

Note: Cancellations must be made by 10:00 a.m. one business day prior to scheduled run date.

Ad Total$ $0.00 $56.00 $56.00 $56.00 $56.00 $56.00 $56.00 $56.00 $56.00 $56.00 $56.00

Color$

Total Inches: 80 Total Color$: $0.00 Subtotal: $560.00 Prepay Discount (-5%):

Total Amount: $1,490.00

Total Amount: $478.80

$7.00 $7.00 $7.00 $7.00 $7.00 $7.00 $7.00 $7.00 $7.00 $7.00

Note: Cancellations must be made by 10:00 a.m. one business day prior to scheduled run date.

P/U CR 12-Jan 12-Jan 12-Jan 12-Jan 12-Jan 12-Jan 12-Jan 12-Jan 12-Jan

Faces Aâ&#x20AC;&#x2122;La Mode These advertisements are a series of spec ads I conceptually created for a client. The initial design is taken from their business card and logo. I molded the design to represent a holiday, festivity, or season of each month. Due to these spec ads, Faces Aâ&#x20AC;&#x2122;La Mode agreed to sign quarterly contracts, and run with the advertisements created.

Central Michigan Life

Advertising Representative OF THE YEAR

Alison Claerhout

NOMINATION

CNBAM 2007 436 Moore Hall, Central Michigan University, Mount Pleasant, MI 48859 PHONE: (989) 774-3493 FAX: (989) 774-7804 EMAIL: advertising@cm-life.com

L E T T E R O F R E C O M M E N D AT I O N January 29, 2008

cm-life.com

To Whom It May Concern: It is my pleasure to recommend Alison Claerhout for CNBAM’s Sales Representative of the Year award. I have had the pleasure to work closely with her on our advertising staff for the past two years. During this time, I have found Alison to be one of the best advertising representatives we’ve ever had. Having said that, you would think I would be talking about her strength in terms of revenue produced. In fact, Alison is not one of our large dollar producers. What Alison is, is constant. Alison always seemed to inherit the smallest, most difficult customers from everyone else’s lists. And she always did so without complaint. (At least not to me anyway.) She welcomed each of these challenges as opportunities to practice her skills, and she followed the basic principles in sales to turn them into customers. Alison had a “milk route” and she faithfully followed her schedule each week. Each account was seen face to face. Alison’s typical call would be at the same time on the same day each week.The customer was given a paper and one on one time with Alison to talk about anything. Many times, it didn’t even include a sales attempt. She developed a relationship with each customer that eventually brought them the confidence to trust her to try advertising. Not all of them were easy, and many days she would come back to the office frustrated with their attitudes or demands. But she would always go back on the next scheduled appointment or routine day, determined to win them over.This is where Alison succeeded, in going back when many would give up and quit. Alison also practiced the A, B and C list theory. She knew that on her A list of accounts, 20% would drop off each year, and she would have to be working her B list (the monthly advertisers) into A list accounts (weekly advertisers) and her C list accounts (occasional advertisers) into B list accounts and do cold calls to rebuild her C list, and so on. Alison’s success at these good sales techniques are shown in her attached sales lists. Through her “constant” efforts she showed remarkable gains in her territory (55% increase in revenue, and increases in 68% of her customers). As someone who has met and worked with a lot of advertising sales representatives, I feel confident recommending Alison Claerhout as the CNBAM Sales Representative of the Year.

Kathy Simon Sincerely,

Kathleen Simon Assistant Director of Student Media 989/774-1472 Email: simon1k@cmich.edu

436 Moore Hall, Central Michigan University, Mount Pleasant, MI 48859 PHONE: (989) 774-3493 FAX: (989) 774-7804 EMAIL: advertising@cm-life.com

Alison Claerhout L E T T E R O F R E C O M M E N D AT I O N

Central Michigan Life

Personal Statement

436 Moore Hall, Central Michigan University, Mount Pleasant, MI 48859 PHONE: (989) 774-3493 FAX: (989) 774-7804 EMAIL: advertising@cm-life.com

Central Michigan Life

Alison Claerhout

APPENDIX

436 Moore Hall, Central Michigan University, Mount Pleasant, MI 48859 PHONE: (989) 774-3493 FAX: (989) 774-7804 EMAIL: advertising@cm-life.com

Central Michigan Life

Account Executive

JOB DESCRIPTION

JOB DESCRIPTION Reports To: Advertising Manager Basic Function: Primary responsibilities include introducing Central Michigan LIFE to businesses in our marketing area, and through relationship sales techniques, introducing advertising opportunities for them in our publication. Primary goal is to increase advertising sales revenues in your territory.

BASIC FUNCTIONS 1. Maintain contact with all accounts on your list on a regular (weekly) basis 2. Look for new accounts to target. (1 per week). 3. Use sales techniques to persuade accounts to place ads in CM LIFE. 4. Making return calls to customers who say noâ&#x20AC;Ślook for opportunities to get a yes. 5. Meeting and communicating with many different types of people and personalities. 6. Giving and explaining rate card and media kit to customers 7. Creating advertisements. 8. Processing advertisements to production. 9. Filling out insertion orders. 10. Showing proof to clients. 11. Collecting payments for ads. 12. Servicing walk-in clients, faxing information, handling phones inquiries. 13. Continuously finding new accounts to run in the paper. 14. Researching competing media to find new accounts. 15. Attend weekly group and individual sales meetings. 16. All other duties as assigned.

QUALIFICATIONS 1. Must have previous employment experience. 2. Must have minimum 15-20 hours to devote to CM LIFE. 3. Must be willing to commit to two full semesters. 4. Must have a vehicle to make sales calls. 5. Must have a Positive Attitude.

HOURS

15-20 hours per week.

Must be able to work every day, Monday through Friday, and must attend all sales meetings and be present for all deadlines. Account Executives are allowed 3 personal days off per semester. Personal time does not include sick days. Frequent absences will not be tolerated.

436 Moore Hall, Central Michigan University, Mount Pleasant, MI 48859 PHONE: (989) 774-3493 FAX: (989) 774-7804 EMAIL: advertising@cm-life.com

Central Michigan Life

Sales Comparison 2006 VS. 2007 Analysis Alison Claerhout ACCOUNT NAME After Dark Fantasies Arbys B’s Music BW3/Berline BioLife Plasma Services CMU Alpha Kappa Alpha CMU Communication Disorders CMU Student Env. Alliance Campus Salon Carter Lumber Christ King Lutheran Church Cindy’s Good To Go Clean Scene Laundromat Elegant Bridal Experience Cellular Curves DV Saginaw LLC EZ Clean Laundromat First Baptist Church First Presbyterian Church First United Methodist Church First Wok Flying Turtle Delivery GNC of Mt Pleasant GiGi Nails Goodwill Industries Immanuel Lutheran Church JPs Gym Los Palominos Main St. Audio Video Mt Pleasant Rental Center Mt Pleasant Restaurants.com NuUnion Credit Union Old Mission Beer & Liquor PageOlson & Company PC CPA PC Outlet St Johns Episcopal Church Unitarian Fellowship

2006 0 2700 60 1563 361 0 0 0 147 0 284 0 445 224 2795 140 0 0 0 61.5 90 557.6 0 0 147 420 55 976 229 470.4 560 90 1596 1960 30 116 55 30

2007 220.5 6062.5 0 3006.82 2670 71.65 837 92.25 435 406 662 100 147 280 1226 140 252 511 30 115 90 490 84 420 712.2 1381.5 55 367.5 315 752.4 943.5 0 0 2708 0 84 250 60

% Change + + + + + + + + + + + + -

New Account yes

+ + + +

yes yes yes

TOTAL ALL CUSTOMERS:

16165

25131

55% GAIN Dollars

+ + + +

yes yes yes yes

yes yes

+ + + + + +

68% of Customers Spent More in 2007 10 New Accounts Developed 436 Moore Hall, Central Michigan University, Mount Pleasant, MI 48859 PHONE: (989) 774-3493 FAX: (989) 774-7804 EMAIL: advertising@cm-life.com

Central Michigan Life

Samples

436 Moore Hall, Central Michigan University, Mount Pleasant, MI 48859 PHONE: (989) 774-3493 FAX: (989) 774-7804 EMAIL: advertising@cm-life.com

Central Michigan Life

Resume

436 Moore Hall, Central Michigan University, Mount Pleasant, MI 48859 PHONE: (989) 774-3493 FAX: (989) 774-7804 EMAIL: advertising@cm-life.com

SARAH OAK sarahoak@gmail.com 8001 Yorkshire Cir. La Palma, CA 90623 714.717.3522 EDUCATION

August 2005-Present California State University, Fullerton Communications: Advertising and American Studies, BA Expected graduation: May 2009

EXPERIENCE

August 2005-January 2007 The Daily Titan NewspaperFullerton, CA Account Executive Employee of the Summer 2006; Employee of the month of July 2007 • Increased new business revenue for my territory 50%

January 2007-Present Entertainment Manager • Managed entertainment section, The Buzz, by providing potential leads to Entertainment account executives • Increased The Buzz sales by $1,423.35 Salesperson of the year, 2006-2007 May 2007-Present Assistant Sales Manager • Assisted in training new employees all office procedures, programs, and documents • Finalized the newspaper issues on a weekly basis by providing tearsheet labels to send out to clients ACTIVITIES

Fall 2007-Present CSUF Ad Club President • In charge of holding board meetings and communicating with the board members and advisors on a constant basis • Planning and executing the Creative Competition at an advertising agency Spring 2006-Present Membership Director • Sent out weekly email updates to all the members • Participated in weekly board and general meetings March 2006, 2007 College Newspaper Business & Advertising Managers Conference Conference participant • Gave input and exchanged information with other college newspaper sales representatives

SKILLS

• •

Proficient with Microsoft Word, PowerPoint, AdPro Speak and understand Korean

*References available upon request.

2007 Sales Records for Sarah Oak The Daily Titan: $15,440.02 The Buzz: $17,641.33 Total: $33,081.35 *see attached for AdPro Summary Statistics

ACCOUNT EXECUTIVE Job Description The account executive is responsible for identifying and pursuing new local advertising clients for The Daily Titan newspaper. The goal of the account executive is to bolster ad revenue from new local clients, both on-and off-campus, through direct calls and face-toface selling. The mission is to discover untapped markets in the Orange County area that are not currently advertising with The Daily Titan. Duties The account executive is responsible for following through on the entire ad purchasing process, from the first contact with new clients to the final follow-up after a clientâ&#x20AC;&#x2122;s ad has run. Primary duties involve: scouting out potential clients, meeting face-to-face with clients to discuss ad placement and pricing, drawing up an initial contract for an ad run, ensuring that the ad materials have been sent in a timely manner, collecting payment before the ad has run, and thanking clients for their business to foster longstanding relationships. Experience and Skills Desired experience includes previous work in sales or customer service-related jobs, but the employee will be trained upon hire. Experience with advertising or print publications is helpful. The account executive must have superior communication and presentation skills, be highly personable, enjoy face-to-face interaction as well as telephone and written correspondence, and display exemplary reliability and follow-through. It is imperative that the account executive be reachable even when not working in case of questions that may occur on deadline. Requirements The account executive should be prepared to spend substantial time in the field, meeting with clients and scouting out new ones. Some time will be spent in the office, making calls and finalizing contracts. The account executive will need to have his or her own automobile and mobile phone. Professional business attire is required while in the field.

January 18, 2008 To: CNBAM Re: Category 6A: Sarah Oak Personal Selling Philosophy I started working at The Daily Titan in Fall 2005 during my first semester at California State University, Fullerton. The past three years with The Daily Titan have helped me grow through learning experiences. The experiences I had included learning how to manage my time wisely, consistently follow up with clients and keep them updated with anything new with the newspaper. The year 2007 brought my largest sales increase from local sales and I contribute that success from the training I have received at The Daily Titan. I recently exceeded my Fall 2007 semester sales goal by 30% and from that achievement I was awarded Account Executive of the semester for Fall 2007. My personal selling philosophy is to keep a positive attitude no matter what. My reason behind always having a positive attitude, or at least striving for one, is to become a better person at work, school, and every other aspect in my life. Through the challenges I have faced with difficult clients and objections, I do not let the negativity discourage my outlook on approaching potential clients. There are good days and bad days when I am at the newspaper but I do not let other factors get in the way of providing my customers with exceptional service and attention. I find it extremely important to have a positive manner when meeting and talking with clients because I am representing The Daily Titan with every phone call and client visit I make. As an Account Executive for The Daily Titan I value the importance of representing my school and newspaper well.

January 18, 2008 To: CNBAM From: Stephanie Birditt Advertising Manager for Daily Titan Cal State Fullerton Re: Advertising Sales Representative of the Year I nominate Sarah Oak for CNBAM Advertising Sales Representative of the Year. Achievement: Sarah is responsible for the largest increase in local sales at the Daily Titan. Over the past year she sold more than $27,000 in sales and consistently improves her sales and beats her sales goals. This past year she brought in 23 new accounts, which were largely responsible for a 30% increase in territory sales. In addition, Sarah was appointed assistant sales manager and director of training. As the Director of Training, Sarah collaborated with me to redevelop our training manual into a five-day beginners training section with subsequent training seminars throughout the year. The training seminars I solely developed Sarah decided to take part in the studying and quizzing for her own growth as an Account Executive. She has an organized and professional skill set that is admired in our office. Sarah is a role model in our office by consistently winning employee of the month, beating her semester sales goal by 30% and by winning new business for eight consecutive weeks. She sold over $2,000 in our special sections Territory Management: Sarah 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. Sarah practices excellent time management skills and good record keeping given her three Daily Titan positions and school. Most importantly, Sarah genuinely cares about her clients and has a strong relationship with all of them. Interaction: At the end of each semester, the Daily Titan has an awards dinner. Last fall, Sarah won the “Account Executive of the Semester” award. In the spring she won “the salesperson of the year” award. These awards would never have taken place if it weren’t for Sarah’s ability to establish strong professional relationships with clients and co-workers. Sarah volunteered to help me go on dual walk-ups with the Account Executives on our staff. Once a month each sales person

must go into the field and meet with clients with either Sarah or myself. Sarah volunteered to help with training throughout the semester and is always willing to support the other individuals on staff. Innovation: Sarah has consistently found ways to improve our office. She had the idea to color code all of our training seminar manuals so that the sales staff could easily locate them at there desks. Sarah also constantly focuses on how our sales staff can better communicate with their clients. For example, Sarah suggested I make a map of the school that illustrates where all of our AdRax are located. With this new sales tool Account Executives could more effectively sell the newspaper bin posters. Personal Philosophy: Attached

January 11, 2008

To Whom It May Concern: As a marketing director at Concordia University in Irvine, I have had the pleasure of working with Sarah Oak since starting my position with the University in September of 2007. During this period, I have found her to be tremendously helpful and an outstanding member of your organization. I am pleased to recommend her for Sales Representative of the Year for the Daily Titan newspaper. As the sole manager of a large marketing budget I am tasked with the responsibility of developing and managing a complex marketing program involving multiple vendors in the areas of radio, print and online advertising. Sarah is, undoubtedly, a stand-out in the crowd. She is prompt in returning phone calls, wellorganized, and very well informed on the product she sells; able to recommend creative solutions while outlining their benefits. She is quick to keep me updated with any changes that are happening and I know I can always count on her to make an important reminder call when one contract is concluding and a new one needs to be signed. In short, her efforts make my job easier, which seems to be a rare quality among many sales representatives I work with! The relationship that has developed between our two organizations under Sarahâ&#x20AC;&#x2122;s guidance is indeed a valuable one. Again, it is with great pleasure that I recommend and support the nomination of Sarah Oak as Sales Representative of the Year for the Daily Titan newspaper. She is an asset to your organization and a shining representative of the Daily Titan newspaper. Sincerely, Hans-Erich Vogel Client and Project Director Marketing and Communications Concordia University Irvine, CA 92612

Personal Selling Philosophy By: Kristen Morrison Do what you love and you will succeed. It’s that simple. It was the spring semester of my freshman year at LSU. I thought it would be a good idea to go ahead and scope out a job in the advertising field, get some experience, and find out if advertising was for me. I walked into the LSU Student Media Advertising Department and started a conversation with the office manager sitting at the front desk. I told her I was there to apply for the advertising design job. She quickly replied that they were no longer hiring for that position and then began trying to persuade me to interview for the Print Sales Account Executive position. “Sales?” I thought, “Oh no, not for me!” I debated for a moment, then decided to go ahead and fill out the application. I thought to myself, “Well, I’m outgoing. I like to meet new people. I’m talkative. I guess I should give this a try. If it’s not for me, then I’ll at least get this aspect of advertising knocked out and pursue something else.” Filling out that application was the best decision I have made in my college career thus far. I cannot say that it has all been a positive experience, but I can say that altogether I have not regretted that decision one time. Now, I could tell you about all of my personal sales philosophies, but I am sure you are quite bored with those redundant ideas, such as how to prepare a sell, how to target prospects, how to approach a sale, when to make a contact, understanding the difference between features and benefits, and how to not take no for an answer, but we both know I have a clear understanding of these things, or I wouldn’t have the opportunity to be writing this paper. My philosophy is quite simple, sales can and should be fun and challenging, both at the same time. Success will follow by implementing your own personal sales style, surrounding yourself with peers and coworkers to learn from one another, establishing strong relationships with clients, and setting challenging yet obtainable goals for yourself. Uniqueness is a key factor in sales. A sales person needs to be just as unique as the product he or she is selling. After all, the first step to making a sell is getting in the door. You have to face the facts: clients deal with sales people all day, every day. It is important to figure out how to differentiate yourself from the other ten sales representatives trying to set up a meeting with that client. As for the product, you must believe in what you sell; if you don’t, hang it up and move on to selling something you do believe in. If you do not believe in the product, you cannot convince another to.

Now, everybody has his or her on unique way of being unique. My unique aspects are my thick southern accent and my engaging personality. If a thick country accent is what

helps you stand out and make clients remember you among others, well then I’ll take it, that’s one up for me. I base my sales philosophy on the idea that selling should be more of an act of friendship than an act of persuasion. For example, one day I was going to a crawfish boil at a friend’s house; I decided to wear a t-shirt that a client gave me at the Living Expo. I sent her a picture from the crawfish boil attached to an email that read, “Since you are such a great client, I decided to do some free advertising for you this weekend.” She got such a big kick out of it that she sent the email to her corporate office and they increased their contract size for the next semester. This is just one of many examples of how being unique and enjoying work results in success. My sales philosophy is also based strongly on having a good relationship with the client. This is especially true for college sales people. It is hard for a client to write a check or give out a credit card number to a college student. I am very confident in my ability to build relationships. It is all about catering to the client. Once you have done business with a client for a while, you start to get a “feel” for that client. Some clients need to be pampered; whereas, others are prepared and in control and just need you to get the job done and get out of their way. Some clients are very social and want to chat for hours and others want to do all business over the phone. To be successful in sales it is important to get a “feel” for your client and know how to handle each one differently.. All my clients have were hesitant at first to “fork out the money” to advertise; however, with time I have built my clientele and sales by a great amount. I like the fact that clients were not handed to me when I first arrived; and I enjoy the confidence gained by these accomplishments. I believe all goals should be challenging, but obtainable. I absolutely love working in a competitive atmosphere based on commission. It is exciting and also teaches one great discipline. You simply get what you put in. If you are a hard, diligent worker, it will pay off. If not, find another job or stay broke. After working in advertising sales, I now know I will never go back to a job with an hourly wage. As silly as it sounds, I think back to my high school job at Sonic. I would always get extremely frustrated and think about how much money I could make if I actually got paid for the work I did compared to others instead of by the hour. Most people hesitate when they hear the word commission. In my opinion, that shows weakness. Commission is what got me to take the job. The ideas above all work together to give me the confidence I have in myself as a salesperson. These ideas are not rules, laws, or guidelines. They are simply “a way of selling,” that has become natural to me. In my opinion, that’s when you know sales is “for you.” Again, do what you love and you will succeed. I found, by accident, my freshmen year what others sometime spend a lifetime searching for, my passion.

Kristen Morrison

$700,000.00

$638,390.91

$600,000.00 $500,000.00 $400,000.00 $300,000.00 $200,000.00

$97,207.64

$100,000.00 $0.00 PersonalÂ Sales TotalÂ Sales

Year 2007

# of Advertisers 58

Personal Sales $97,207.64

Total Sales $638,390.91

% of Total Sales 15.23%

Kristen Morrison

$61,423.77 $62,000.00 $61,000.00 $60,000.00 $59,000.00 $58,000.00 $55,000.00

$57,000.00 $56,000.00 $55,000.00 $54,000.00 $53,000.00 $52,000.00 $51,000.00

Sales Goal:

Year 2007

Sales Goal: $55,000.00

Actual Sales:

Actual Sales: $61,423.77

Percent to Budget 112.00% 12% Over Budget

Local Clientele 26.67%

My Clients 73.33%

Year 2007

My Local Clients 58

Total Clients 75

Other Local Clients

% of Local Clients I hold 73.33%

2007 Contracts Brooklynn's Boutique Definitions Fitness Center Donnie Jarreau Real Estate Fairway View

201201 201 201 501 2501 201 201 201 201 201 201 201

201

501

Fred's Bar and Grill Northgate Fest Pampos Pinetta's PJ's Coffee Place du Plantier Princeton Review

Total Contracted Column Inches = 5915 Brooklynn's Boutique Definitions Fitness Center Donnie Jarreau Real Estate Fairway View Fred's Bar and Grill Northgate Fest Pampos Pinetta's PJ's Coffee Place du Plantier Princeton Review RW Day Tattle Tales Tiger District Tiger Manor

201 201 201 201 501 201 201 201 201 201 501 201 201 201 2501

RW Day Tattle Tales Tiger District Tiger Manor

Example of My Work Client: Tiger Manor Briefing Tiger Manor is an apartment complex in Baton Rouge. They began running ads with us in 2006. The account was handed over to me in 2007. They began building condos. With the help of great ads produced by our production team, I managed to get Tiger Manor to sign the biggest contract we offer to local clients at 2501+ column inches. Client: 2006 2007

Tiger Manor $8,872.00 $33,417.00

$40,000.00 $33,417.00 $35,000.00 $30,000.00 $25,000.00 $20,000.00 $15,000.00 $10,000.00 $8,872.00 $5,000.00 $0.00 2005.8

2006

2006.2

2006.4

2006.6

2006.8

2007

2007.2

Kristen Morrison

In my Personal Sales Philosophy paper, I talked a great deal about how important I believe it is to be unique. The following is a reply email from a client of mine after I sent her a picture of myself at a crawfish boil with some friends. I was wearing a t-shirt that she gave me at our Living Expo. I sent her the picture attached to an email that read, “Hey Deborah! I thought you would get a kick out of this…I decided to do some free advertising for you over the weekend at a crawfish boil.” She did indeed find it funny and forwarded the e-mail to her corporate office resulting in a contract renewal. This again proves how being unique and passionate about your job will lead to success.

05/18/07 Awh!!! Thank you for sharing that with me!!! You really are THE BEST!!!! How were the crawfish? I have really enjoyed living here in Baton Rouge..the food is awesome! Hey…on a business note is there anything coming up that we should be advertising in with you?? Please let me know!!! We have had people coming in here due to our advertising with LSU media! Thank you for thinking of me and I love your haircut! Is it possible for you to send the picture as an attachment so I can show our corporate office?? Deborah L. Storer General Manager

Place du Plantier 550 Lee Dr. Baton Rouge, LA 70808 Telephone 225-766-7380 Fax- 225-766-7917

Andrew David Somyak Current: 136 Reniger Ct. Apt 214, East Lansing, MI 48823 (512) 699-8068 Permanent: 4206 Rosedale Ave, Austin, TX 78756 (512) 323-2112 asomyak@gmail.com

EDUCATION

EXPERIENCE

Bachelor of Arts, Advertising Michigan State University, East Lansing, MI GPA, 3.46/4.0 Don Quixote Language School, Salamanca, Spain Completed 4 weeks of intensive Spanish language courses. Account Executive The State News, East Lansing MI • Recruited new advertisers, while maintaining current accounts • Placed, designed, and received approval for advertisements • Worked with both local businesses and national agencies • As a team leader, led weekly team meetings to discuss promotions, goals, and pertinent office information • Member of first Advertising Department at The State News to reach $1 million in local revenue • Worked with a team of 20 individuals to generate a revenue of more than $2.5 million annually Senior Supervisor of Production Staff Breslin Student Events Center, East Lansing, MI • Supervised a staff of up to 50 student employees for events ranging from 100-15,000 patrons • Assisted both patrons, and tour management with security related concerns • Scheduled 75-90 employees for events at the center, including concerts, graduations, sporting and special events • Recruited and hired new employees • Reviewed and wrote handbook policies • Assisted in determining employee ranking and promotions Stock Room Associate Williams-Sonoma Store 706, Austin TX • Packed items to be shipped, unpacked and stocked items received • Quickly retrieved items as requested by customers • Supported management and sales associates as needed References available upon request

May 2008 July 2002

September 2006-present

September 2004-present

December 2005, 2006

Dear CNBAM Judge, Placing media for college bookstores can be a very trying task considering the sales and account reps I work with are college students, who might only spend several hours a week working at the newspaper and consider it just one of the many activities they devote their time to during their college career. As a media buyer who has worked with hundreds of student advertising representatives from countless newspapers nationwide, I feel that I have quite a handle on the difference between the good reps and the bad reps. Nick Lucido is such a wonderful advertising representative that when asked if I would write this letter of recommendation I immediately said yes. I could not think of a student advertising representative that I would rather write one for, or one more deserving of praise. Nick began working on our account near the end of the spring semester of 2007. In my experience with student newspapers I’ve found that it’s not uncommon to have a different rep every semester or even more than one throughout a semester as students graduate, take internships or move on to other things. I have considered myself extremely fortunate to have worked with Nick throughout both the summer and fall semester and hope I get the pleasure of continuing to work with him during his remaining time at the State News. I have never worked with an advertising representative that is more competent and pleasant to work with. Nick is so knowledgeable about not only the State News and the medium he is selling, but also the client that he’s selling this medium to. He can give me information at the drop of a hat about any one of the three bookstores that we place advertising for in his area. Nick is constantly available to help me in any way that I need. He will respond to emails sometimes within minutes of me sending them with detailed answers to my often complicated questions or requests. And can get me information so quickly that may take other reps weeks to get me. He is constantly giving me suggestions and options as to how to make our advertising placement more effective or cost-efficient. He has shown me and my client such an incredible level of patience since the day we first began working together. Placing multiple orders for multiple bookstores in a short period of time (many on the same days with different sizes and different color requirements) could get frustrating for any rep. The client often changes their mind about an order three or four times after it has been submitted, or revises the artwork several times even after a deadline has passed. Nick is always more than willing to do everything in his power to meet the client’s requests and make the whole process go as smoothly as possible. In addition to Nick being knowledgeable and capable, he genuinely cares about his clients, which is something that you rarely find in a student advertising representative. Working with Nick and the State News has been such a pleasant experience. He has constantly surpassed my expectations for the level of care and concern that student advertising reps give their clients and has raised the bar higher for other reps with every interaction I have with him. Please consider Nick for the Sales Rep of the Year as I believe no one has earned it more. Sincerely, Sarah Yost Media Buyer Archrival

Nick Lucido Account Executive – Web Manager The State News In one of my advertising classes this year, we watched the movie Wall Street and there was one specific line that stuck with me. Charlie Sheen, the main character, was trying to explain to his dad, played by Martin Sheen, “I’m not a salesman, Dad, I’m an Account Executive. There’s a difference!” As an Account Executive with the State News, I work with my clients daily to assess their budget, recommend advertising plans and evaluate the results. Account Executives listen more than salesmen. They are geared toward teams versus the individualistic aspect of salespeople. AE’s also know about their product and are proud of it, while salesmen are looking to get rid of their product for a quick buck. I know that I am not a salesperson. That’s what makes me successful in my job every single day I walk into work. When I got hired in fall 2006, I knew I had to impress some people. As one of two freshmen in the office, I was surrounded by an older and more experienced staff. Fortunately, when I went out to meet clients and make sales pitches for the first time, I was able to get the “freshmen mind-set” out and focus on what was important: working with the client to help them be more successful as a business. After my first face-to-face meeting with a client, they ran an ad in our Holiday Shopping Guide promotion. Starting in January, I beat my goal every month. Not only did I beat my goal, but I asked for goal increases and beat them, too. When the office saw what I was capable of, I felt like I could open up without fear of age judgment. It was during this time that I realized that this office sets no limits on what anyone can accomplish. With the constant support of my co-workers and my manager, I often set my own personal goals. For example, I picked a Monday to come in early and leave late in order to make the minimum amount of sales calls for the week on that day so I could focus on cold calling and meeting new potential clients for the rest of the week. As it turns out, I set out for the impossible: 100 sales calls in a week. I hit that goal on Friday, but even better was that other Account Executives also made a lot of cold calls and ended up with calls amounting to the 70s and 80s. It was at that time that I knew I was ready for management. After being names “Rookie of the Year” for my successful freshman year at the State News, I earned the Web Manager position beginning in the summer semester. I noticed a couple of things when I walked into the position: the staff rarely pitched it to their print clients and they knew little about what a good web ad is. From that time until January, I worked in various ways to train the staff on everything about web from ad creation to the successful web selling. Besides a 56% increase in web revenue, I am proud to say that the staff is more knowledgeable about our product. This has lead to more successful selling to the right clients. Aside from my achievements as a manager, I also consistently surpassed both my retail goal and the newly-instituted classified goal. Even with all of these personal and staff successes that I have been a part of, I know that there is always something that I can improve on. One of these parts of my job

is the interaction with the production department, and this has by far been one of the most important factors in my success. Having a better understanding of what exactly they are working on allows me to function more efficiently as well. For example, one of my clients is an agency that often sends their ads the day before they are to be placed in the paper. The creative director often reminds me to remind them of the copy deadline, but I always figured the ad was ready to go once it was emailed over. However, I watched and learned after I sent it back to him that they had to make many mechanical corrections in order to have the ad run properly the next day. Instead of the creative director reminding me to get copy, it is me reminding the client to make the copy deadline. Beyond understanding the ad creation process, I have found that they appreciate conversation and are more likely to approach you with questions or even better, suggestions on ways to make the ad better. Because of my sincere desire to learn about the other employees of the State News beyond those in my own office, I have found that I am able to provide superior service to my clients. I work hard with the graphic artists and the online design and development team on every ad that I send back to make sure that my clients are getting something back that will actually help their business. I’m not afraid to suggest changes to previous ads or to start completely over; my clients know I am experiences and trust me in the work I do. Above all, one of the most important parts of my job is helping my clients improve their business in the most efficient and effective ways that the State News has to offer. For the past several years, Michigan’s economy has been in shambles; with the highest unemployment rate in the country and poor support from the government, businesses in East Lansing are starting to see the effects of the economy, especially those geared toward college students. Unfortunately, one of the first things businesses cut in order to save money is advertising expenses, and, along with the other businesses, the State News is feeling the effects of the economy as well. With the negative shade over the state, I feel that it is my job to work with my clients to find more effective ways to advertise and reach out to the MSU community. I’m proud of the product that I offer and I do believe in the results that can come from advertising effectively with our paper. I’m also proud to say that my clients are not reducing their advertising. We are working together to create effective solutions to their problems and being a part of their business is probably one of the most rewarding parts of my job. The bottom line is that I believe in the utmost customer service to any and all of my clients. Whether they spend $10 per year or $100,000 per year, good customer service keeps the client coming back. I trust that the relationship that I am building now with my clients will last long after I have graduated. My day isn’t filled with calling business after business trying to sell some space in the newspaper to make next month’s rent. Its full of interaction with my businesses, learning about what they are all about and what their goals are. I work with the rest of our team to accomplish our goals while putting our clients first. I’m proud of what I do, and I know that it reflects in my current work as well as the months to come.

Nick Lucido Sales Rep of the Year, CNBAM 2008 Sales Revenue Comparison Month January February March April May June July August September October November December Total

2006 Actual Revenue 2007 Actual Revenue % Comparison $ 1,083 $ 5,377 396% $ 1,179 $ 6,418 444% $ 1,097 $ 5,400 392% $ 2,369 $ 6,680 182% $ 2,388 $ 2,688 13% $ 1,829 $ 6,399 250% $ 477 $ 5,639 1082% $ 10,945 $ 27,401 150% $ 2,812 $ 6,853 144% $ 7,985 $ 16,734 110% $ 6,261 $ 5,861 -6% $ 9,747 $ 15,898 63% $ 48,172 $ 111,348 131%

Month January February March April May June July August September October November December Total

2007 Monthly Goal 2500 2000 2000 3000 3500 2400 2000 13500 8000 9500 8000 11200 67600

2007 Actual Revenue % Comparison $ 5,377 115% $ 6,418 221% $ 5,400 170% $ 6,680 123% $ 2,688 -23% $ 6,399 167% $ 5,639 182% $ 27,401 103% $ 6,853 -14% $ 16,734 76% $ 5,861 -27% $ 15,898 42% 111347.65 65%

Online Revenue w/ Nick as Web Manager Month May June July August September October November December Total

May - December 2006 May - December 2007 % Comparison 2800 3420 22% 800 720 -10% 817 1470 80% 400 5720 1330% 4000 1320 -67% 1330 1520 14% 850 2680 215% 316.67 780 146% 11313.67 17630 56%

nicholas a. lucido references available upon request

education

Michigan State University, East Lansing, Michigan. August 2006 - Present

Seeking to earn a Bachelor of Arts Degree in Advertising with a specialization in public relations and a Bachelor of Arts Degree in Public Administration and Public Policy. Graduation Date: December of 2010. Current GPA: 3.50

communication experience MSU PRSSA Executive Board, East Lansing, Michigan. April 2007 - Present

Sophomore Chair for the 2007-08 academic year in charge of alumni relations and communication of meetings Organized a career fair and reception for students, alumni, professionals and faculty Chaired a committee to put together a bid to host the 2008 National Conference in Detroit

The State News, East Lansing, Michigan. May 2007 - Present

Web Manager for advertising on two State News products: www.statenews.com and www.lansinglowdown.com Completely re-vamped Web Manager position and resulted in a 56% increase in web sales Trained old and new staff on new techniques to create effective web products for clients Designed web contracts for clients to promote consistent web advertising

The State News, East Lansing, Michigan. September 2006 - Present

Account Executive for the largest collegiate newspaper in the country Sold display, classified, web, and out of home products to clients, while consistently surpassing goals First sales team to reach $1 million in local sales alone; $2.4 million yearly Generated more than $110,000 in revenue, which is a 131% from the past year

Lantz Communications, Grand Ledge, Michigan. April 2007 - August 2007 Intern for small public relations agency with a wide range of clients Assisted in the media relations and communications activities of clients Generated copy for newsletters, web sites and miscellaneous documents

Regional Activity Planning Committee for PRSSA, East Lansing, Michigan. December 2006 - April 2007 Financial manager on the planning committee for an event held on April 13th and 14th Responsible for raising all funds for this event Designed and sent out event brochure to local businesses to raise these funds

other work experience

City of Rochester Hills, Rochester Hills, Michigan. June 2006 - August 2006

Lifeguard and swim instructor on a beach front Worked as a team to keep the beach and swim area safe for patrons through both preventative and emergency actions.

Utica Community Schools, Sterling Heights, Michigan. January 2004 - August 2006

Lifeguard and swim instructor in the UCS high school pools Experienced working with both children and parents to instruct water safety and learn to swim classes

club memberships

Public Relations Student Society of America. September 2006 - Present MSU Advertising Association. September 2006 - Present Delta Epsilon Chi (DECA), MSU Chapter. January 2007 - Present

awards

Recipient - Glen and Thelma Buell Endowed Memorial Scholarship 2007-08 Rookie of the Year - The State News Advertising Department Deans List - Fall 2006 - Present www.linkedin.com/in/nicklucido | C: 586.980.9570 | nicklucido@gmail.com G058 East Shaw Hall, Michigan State University, East Lansing, MI, 48823

What we can do for you. Readership Research Data Total Readership 77% of all students reported shopping at Meijer biweekly -Of those students shopping at Meijer 54.8% spent under $25 37% spent between $25 and $100 8.2% spent more than $100

Who’s Reading

State News Readership by Housing

87%

On Campus

-Approximated Biweekly Revenue Spent by Students 54.8% spending $20 37% spending $75 8.2% spending $150 Total Biweekly Revenue: $1,919,264.80

Total Academic Year Revenue: $42,223,826

83%

Off Campus

Michigan State Community’s

Disposable Income per Month 35% 19%

32%

14%

<$50 $50-$149 $150-$249 $250+

*Source: Triagon Research, Inc.

vertising plan has been created for Meijer. We’ve recommended some of the most key times to advertise to the Michigan State and surrounding communities. As college students, community members and Meijer shoppers, we know when and for what our neighbors are spending money. After looking over the plan, let us know what you think. We’ll listen and tailor it to your specific needs. With 5 Meijer stores located within 10 miles of campus and $12 million generated by the Michigan State and surrounding community every month, advertising is crucial not only to maintain Meijer’s market share but to increase it as well.

Our Commitment to You

Since these results were tabulated in 2003, there may have been some fluctuation in this specific data. However, the overall message remains the same: there is room to grow in terms of revenue within the MSU community. With your commitment to advertising in The State News, the largest collegiate paper in the nation, we can guarantee you our undivided attention, the utmost customer service and attention to every detail. We can offer you the best advice and counseling to successfully advertise to the 49,000 daily readers virtually untouched by any other print medium. Basically, we’re here to help you. On the following page, a complete ad-

What we have to offer The Proposed Contract: Because we value your business, we would like to show you the benefits of advertising with The State News at reduced rates. We would like to offer you a 1-year, dramatically reduced contract in which you will receive discounted rates on our products. In addition to your print contract, we are also offering a web contract for the leaderboard position on www.statenews.com, which is the large ad at the top of the page, and an AdRax contract, which is a large full color poster above a newstand in a high traffic building. Type of Contract

Amount

Open Rate

Your Rate

Savings from Contract Rate

1-year bulk

700 inches

$20.10

$12

40%

Type of Contract

Amount

Open Rate

Your Rate

Savings from Contract Rate

Preprinted inserts

215,000 inserts

$81/thousand

$50/thousand

40%

Type of Contract

Amount

Open Rate

Your Rate

Savings

Total Cost

Web - Leaderboard

200,000 impressions

$12/thousand

$10/thousand

17%

$2,000

Type of Contract

Amount

Open Rate

Your Rate

Savings

Total Cost

$500

$400

20%

$2,400

AdRax Outdoor Poster 1 poster/6 months Proposed Advertising Seasons Winter Welcome Back Season, January Advertising Total Inserts

Recommended Days

Total Spent

Full page (process color)

First Two Thursdays (6 x 20)

$3,880

Preprints

First Monday Back, Circulation 27,500

$1,375

Total

$5,255

NCAA Basketball Season, February - March Advertising Total Inserts

Recommended Days

Total Spent

Full page (process color)

Monday After Selection Sunday (6 x 20) $1,940

Preprints

Throughout the Tournament , Circulation 27,500

Total

$4,690

Recommended Days Finals Survival Guide (4 x 10)

Total Spent

Full page (process color)

$1,200

Preprints

Total

$1,200

Advertising Proposal

Spring Semester Wrap-up, April-May Advertising Total Inserts

$2,750

What we have to offer (continued). Summer Season, Mid May - August Advertising Total Inserts Full page (process color)

Preprints

Total

Recommended Days

Total Spent -

Mondays, Circulation 15,000

$1,500 $1,500

Incoming Freshmen Publications, June - July Advertising Total Inserts

Recommended Days

New Student Edition (6 x 20)

Total Spent

Full page (process color)

Preprints

Total

$1,940

Fall Welcome Back Season, End of August Advertising Total Inserts

$1,940

Recommended Days

Total Spent

Full page (process color)

First Day of Class (6 x 20)

$1,940

Preprints

Welcome Back Edition, Circulation 20,000

$1,000

Total

$2,940

Tailgate Season, September - November Advertising Total Inserts

Recommended Days

Total Spent

Full page (process color)

Wednesdays (6 x 20)

$3,880

Preprints

Mondays, Circulation 27,500

$4,125

Total

Fall Semester Wrap-up, December Advertising Total Inserts

$8,005

Recommended Days

Full Page (process color)

Preprints

Total

$1,200

Total Savings: $12,007

$1,200

Advertising Proposal

Total Annual Expenditure: $31,130

Finals Survival Guide (4 x 10)

Total Spent

January 31, 2008 Dear Chris Richert and the Selection Committee: As the General Manager of The Lumberjack newspaper and someone who has worked with Brian Demarco since he was hired as a sales representative for The Lumberjack, I am in a very good position to evaluate his performance through 2007. Many representatives have worked for The Lumberjack in my time under many different managers, but despite great selling personalities or superb organization or endless tenacity, some have struggled. What they were missing was the glue that held those qualities together, the drive to sell and the ability to project and prove trustworthiness; they were missing charisma. Brian certainly harbors an abundance of charisma, which is why he was awarded Sales Representative of the Semester for fall 2007, an awarded decided on by his peers. This was also his first semester with The Lumberjack. Brian joined The Lumberjack in a fledgling group, none of his fellow representatives had much experience in direct sales, Brian included. However, this group went on to set a record in single-issue advertising sales increasing the previous mark by 68 percent and they are on track to set a fiscal year record near $300,000. With that said, it takes a very prominent sales performance to stand out among a group that successful. He came in with a ton of excitement and eagerness to sell and kept the ball rolling the entire time, which shows a level of consistency and dedication that I rarely see out of student sales representatives. His performance has been a great motivator for his peers, as he creates competition in a supportive environment. Brian has also been a great example of a team player and mentor to other sales representatives. He has taken it upon himself on many occasions to help other sales representatives to strengthen their client relationships and selling techniques, sharing a level of confidence that crucial in world of direct sales. Brian is one of the hardest working, personable and dedicated individuals I have worked with at The Lumberjack and a standout member of a magnificent sales team. His contribution over the last semester has been irreplaceable and is something I look forward to having on my team moving into 2008. It is my hope that his charisma and other qualities will be acknowledged by naming him Sales Representative of the Year. Sincerely,

G. David Sharp General Manager dave.sharp@jackcentral.com

My Personal Selling Philosophy: The Lumberjack Brian DeMarco A selling philosophy to me is to get whatever task done in the best way possible. This leads me to make the customer feel like he/she is not being sold to. I have come to realize that many people do not like to be sold. They enjoy having “no influence” on their purchases. By “no influence,” I try to make my sales pitch in the view of helping the customer’s business. I like to first talk to the customer about their operations and history. I have come to realize many business owners enjoy talking about the accomplishments of his/her business. It helps me and the customer set a comfortable atmosphere to uncover some objections without just talking about the product I am trying to sell. I will then proceed to ask about what advertisement they have tried or used in the past or currently without saying anything about what I am selling. Many problems and needs are uncovered by asking more the previous products/services needed or what they could have done better. This process also allows me to assess their need and do a needs-benefit analysis about my product to present to the customer. The question of finalizing the sale of my product comes in the form of showing the prices and explaining the savings and added values of using my products. I always try to make the customer feel he/she is “number one” and I am not just trying to get money in my pocket. “Help me help you” is my motto. Not I will help you if… Secondary service, beyond the sale, is also very important to me because it is important to the customer. I ask for feedback and try to give feedback. I want to know how everything has worked out, am I performing to their expectations, what else can I do, and can they see a difference from the previous product. I personally think the secondary services are more important and are assessed by the customer more than the actual product, which is why I value maintaining the service my products.

January 31, 2008 Dear Chris Richert and the Selection Committee: I hired Brian Demarco as a sales representative last year and no one on my staff has stood out with such brilliance as he. Brian isn’t your typical sales representative. He is willing to spend months on one account just to help them get business and bring the college market to the businesses door. Brian impresses me every week with his dedication, loyalty and overall philosophy on sales. With nine representatives, it can be difficult to stand out on my staff. However, Brian continues to shine with the utmost humbleness. He has generated more revenue than all others on the sales staff, bringing in well over half of the new client base we now work with. In addition, every week I give out a “sales rep of the week award” which is voted on by the entire sales staff. Brian has been selected as the best sales rep over 60 percent of the time. Brian is approachable and many members of the staff have sat down with him for advice. He keeps the office alive with his sense of humor and overall professionalism. In addition, he maintains the balance with me as both friend and worker. He knows when to respect me as his superior and consistently keeps in touch with me when he needs help. Clients Brian has connected with have emailed me to tell me what a great employee he is and how much they enjoy working with him. He truly puts his clients needs first. Working at the newspaper isn’t all about a commission to him. He dedicates the time and consistently succeeds. In addition to the “Sales rep of the week” awards he has received, Brian’s peers voted him as our “Sales rep of the year.” Brian modestly accepted the award and continues to lead the sales team to personal and team success each week. By placing his own sales on pause, Brian has dedicated time to help individual representatives by going out on sales calls with them and role-playing with each rep. I can’t think of anyone more deserving of this award. Brian is sure to be hired by a great newspaper the second after he graduates. Sincerely,

Michelle Gardner Sales Director Michelle.Gardner@jackcentral.com 928-523-4921

Sales Representative Job Description 1. Maintain professional behavior in the office and for clients 2. Work closely with Creative/Production division to create advertisements 3. Maintain weekly sales sheet, insertion orders, contracts and interdepartmental forms. 4. Complete weekly call reports 5. Communicate needs to sales director 6. Meet weekly with sales director and business development director to discuss strengths and weaknesses and opportunities for selling 7. Reflect on your personal selling strategy and communicate this to your sales director 8. Set up weekly meetings with client base 9. Generate new revenue through presentations, proposals and going above and beyond the call of duty 10. Work on one national account (ie Verizon, Target) to advertise in the newspaper 11. Check your ads each week and make sure each client has approved the design of it 12. Maintain 15 weekly office hours 13. Attend weekly sales meetings 14. Sell the newspaper and any other specialty publications, racks, online, NAU computers etc. 15. Make goal every week and communicate to sales director if you believe you will not make goal 16. Maintain relationship with each client and do all it takes to keep them happy

To Whom It May Concern: I have worked with Brian DeMarco for eight months now and I am very impressed with his work and professional manner. Brian is very punctual and very willing to help you out if there is a problem. Brian first came into my business at the Flagstaff Auto Repair and wasn’t pushing me to just buy an advertisement so he could leave. Nothing bugs me more than someone who is all about getting in, having me sign a check and then leaving. Brian sat in my shop for more than an hour, just having a casual conversation about how I began my business, how things were going and truly showed me that he was after helping me get customers through the door. I have really enjoyed working with Brian and hope to continue to in the future! I have doubled my customer-base and more college students are using my coupon than I had ever thought would. Brian really invested his time into seeing me happy with my business. He came in every single week, never missing once, to check and see how things were working. I couldn’t feel more well-taken care of and I couldn’t be happier to have this young man as my sales rep. The Lumberjack has truly got a star on their staff. I can’t think of anyone who deserves this award more than Brian Demarco. Sincerely,

Laini DeVore Flagstaff Auto Repair Flagstaff Auto Repair Too

Jan. 30, 2008

Dear CNBAM Judges, Lauren Nemchik has been The Daily Collegian’s top-performing account executive for the past three years. She is absolutely deserving of being named CNBAM’s Sales Rep of the Year. She is completely dedicated to her clients and represents our newspaper extremely well. Lauren’s excellent rapport-building skills have helped her earn trust with even our most skeptical clients. She has been rewarded with great clients over the years, but she is also our “go to” person when we need to win a client back. Lauren is one of those people whose charisma and personality inspire trust, and it is genuine. She listens to clients’ concerns and tailors her recommendations strictly to their needs. Clients know this and they believe in her. She has sold tens of thousands of dollars in advertising, and always exceeds her quotas. I have watched and appreciated Lauren’s progress as a staff member of our paper since she was a freshman. We knew she was special right away – she is unassuming and works hard. She always has a smile on her face and never appears to be stressed. Her clients even call me over semester breaks to make sure she will be assigned to them the following semester! I will truly miss her when she graduates; she is leaving some very big shoes to fill. One specific thing I have observed about Lauren is her appreciation for her experience at the Collegian. She gives back every semester by volunteering to mentor trainees. Often, our more experienced staff members try to avoid taking a trainee under their wing (“been there, done that”), but Lauren genuinely wants to make sure the trainees get off on the right foot. She takes them on sales calls and is always patient with their questions. We have 30 sales people, and new people can feel very swept away by the pace and size of our organization. Lauren takes the time to help staff members feel comfortable here and I appreciate that. I would love to see Lauren be honored by being named CNBAM’s Sales Representative of the Year. She is a wonderful sales person and is a great asset to The Daily Collegian in every way. Sincerely, Candace W. Heckard Business Adviser The Daily Collegian Penn State University

Lauren N. Nemchik 127 Keller St. Apt. #14 State College, PA 16801

(724) 366-6019 lnn5000@psu.edu

EDUCATION

The Pennsylvania State University College of Arts and Architecture Bachelor of Science Degree • Major: Art Education • Minor: Human Development and Family Studies • GPA: 3.75/4.00 Dean’s List: 7 of 7 Semesters

University Park, PA Anticipated December, 2008

EXPERIENCE

The Daily Collegian University Park, PA Senior Account Executive 09/04 – Present • Helped overall well-being of the newspaper by selling over 20,400 inches worth of advertising and bringing in over $174,700 in revenue • Handled approximately fifteen clients per semester, while meeting their personal needs and assisting in success for their business • Organized and designed yearly clientele budgets that resulted in handling over $20,000 worth of advertising • Designed and created weekly advertisements for clients such as Penn State Athletics • Trained and assisted in programs developed for up-and-coming Account Executives Center for Arts and Crafts University Park, PA Summer Camp Instructor 6/07 – 9/07 • Taught four, 2-week classes, to children ranging from ages 8-15 • Prepared lesson plans and taught material involving Pop Art, fundamental painting and drawing, and scrapbooking • Developed successful projects while under the limitation of a strict budget • Took students on frequent field trips to places such as The Palmer Museum of Art, The Bug Museum, and The Penn State Arts Festival • Assisted and monitored classes teaching children aged 5-6 • Constructed student exhibitions at the end of each bi-weekly camp Adult Oil Painting Instructor 9/07 – 12/07 • Taught two, 6-week sessions, to college students and local adult residents • Designed lectures and demonstrations on the fundamentals of oil painting, specifically focusing on still life, landscape, and portraiture • Led in weekly critiques to get students comfortable with talking about their art as well as their peers’ The Uniontown Jewish Community Center Uniontown, PA Day Care Provider 5/05 – 9/05 • Accumulated over 450 hours of experience working with eight, 2 year old children, and aiding them in their daily routine such as play, craft-time, lunch, and swimming. • Developed and taught various craft-time projects • Assisted other providers in the care for infants and children aged 4-10

SKILLS

Proficient in Powerpoint, Excel, Word, Photoshop, Garage Band, and iMovie

ACTIVITIES

Intramural Volleyball, Intramural Football, Hospitality Minister

AWARDS

The Daily Collegian 2007 Scholarship

January 17, 2008 To Whom It May Concern: It is my pleasure to recommend Jessica Frazier for Outstanding Student Advertising Representative. Jessica presents herself in a professional manner. She is diligent in contacting me every week, as well as arranging monthly meetings to review my advertising needs. During our meetings Jessica takes the initiative to provide me with a monthly calendar with her recommendations for my future advertising needs. I have enjoyed my interactions with Jessica Frazier during her time as my Exponent Advertising Representative. She is an intelligent, dedicated and very well spoken individual to work with. Thank you for allowing me to share my experience with Jessica with you. Sincerely,

Wendy Watson Property Manager Wabash Landing WWatson@Sheehanpm.com 765-746-2525

Jessica Frazier sales reports REVENUE COMPARISON March April September October November December Total

2005 $5,200 $6,346 $5,467 $5,815 $13,064 $4,905 $40,797

SALES QUOTA REPORT Month Septmber October November December Total

% of Goal 153% 147% 150% 102% 140%

2006 $5,276 $7,985 $6,893 $6,225 $11,424 $4,668 $42,471

2007 $5,382 $9,035 $8,120 $9,891 $16,840 $6,589 $55,857

% Increase 2% 13% 18% 59% 47% 41% 32%

IRE

18 + Welcome All the Time, Rain or Shine. Wee-ones Welcome Lunches & Sundays Tonight: Hogeye Navvy.

NINE IRISH BROTHERS

3.54

www.nineirishbrothers.com

Saturday: Highland Reign.

IRE

18 + Welcome All the Time, Rain or Shine. Wee-ones Welcome Lunches & Sundays Tonight: Hogeye Navvy.

NINE IRISH BROTHERS

3.54

www.nineirishbrothers.com

Saturday: Highland Reign.

January 14, 2008 Distinguished CNBAM Judges, It is my distinct pleasure to write a letter recommending Jessica Frazier for Sales Representative of the Year for 2007. Jessica embodies everything a professional sales representative should be. She excels because of her intelligence, work ethic, selfconfidence and a strong desire to achieve. Jessica quickly stood out in her training class and was the first person selected to move immediately into a sales position. Jessica flourished right away, despite being new and not being sent through a complete training class. She immediately increased revenue and grew her client list in her territory. By the end of the spring semester, Jessica was one of our best sales representatives. Because of her success, she was promoted to one of our top territories this fall. She instantly had an impact by setting record sales numbers and again increasing the client base in the territory by more than 20 percent. Jessica smashed her sales quotas each month — more than 120 percent on average. When we set department goals each month, we always know that we can raise Jessica’s goal and she will surpass it. She has dealt professionally with some of our most challenging clients and provided them an excellent resource for growing their business while smashing her sales quotas —140 percent for the fall semester. One client, in particular, demanded a great deal of her time and Jessica not only gave him tremendous service, she also didn’t shirk her duties with her other clients. It is this type of work ethic that drives her to surpass expectations in all areas. She has done a wonderful job creating and selling not only single ads, but also campaigns that have brought her clients great success. One client that was only a sporadic advertiser under previous sales representatives has become a consistent runner with Jessica and his business has reaped the benefits. She has received nothing but rave reviews from her clients. She has been lauded numerous times for her professionalism and dedication to their business. Jessica’s competitiveness is another reason why she has done so well. She truly wants to be the top salesperson in the office and she has often succeeded. In addition to posting record sales numbers in her territory, she has also won several competitions for five special issues. She has also served as a mentor to new sales representatives, taking them on sales calls and giving them a first-hand look at her approach with clients.

She has also served as a mentor to new sales representatives, taking them into the field and giving them a first-hand look at her approach with potential customers. Several salespeople, including some who have been at the paper longer than Jessica, have benefited from accompanying her on sales calls. Though sheâ&#x20AC;&#x2122;s been a sales representative only since March, she is an excellent role model. There is no one I trust more to show a newcomer the ropes. For the reasons listed above, Jessica was selected Advertising Representative of the Month for September, as well as Advertising Representative of the Semester for Fall 2007. It is without hyperbole that I say that our department and our newspaper wouldnâ&#x20AC;&#x2122;t be the same without Jessica. Sincerely,

Jim Priest Exponent Advertising Director

Jessica Marie Frazier jmfrazie@purdue.edu Campus Address

437 N. Salisbury West Lafayette, IN 47906 (260) 466-2871 (cell)

Permanent Address 5058 E. 900 S. Columbia City, IN 46725 (260) 396-2390

Professional Objective Seeking a position that allows me to utilize my sales experience and abilities while providing me the opportunity to move into a management position within three years.

Education Purdue University – West Lafayette, IN

May 2008

Bachelor of Science in Communications Public Relations, Advertising Concentration

Major GPA: 3.6/4.0 Charmaine School & Model Agency – Fort Wayne, IN

Graduated June 2003

Work Experience The Exponent, West Lafayette, IN Sales Representative • • • • • • • • •

January 2007-Present Increased revenue in territory by 133% in first two months Build relationships with and manage 100 clients Expanded client base in territories by 25% Consistently the leading sales representative on a sixteen person sales staff Mentor new advertising representatives Named Advertising Representative of the Month for September after recording a record number of sales in the territory Top sales representative Restaurant and Entertainment Guide Top sales representative Grand Prix Guide Advertising Representative of the Semester 2007

Life Science Exhibits Fort Wayne, IN Sales Internship • • • • • • •

May-August 2007 Managed 50 clients Increased initial calendar launch profit from 2007 to 2008 by $305,600 Created and implemented sales promotion that increased sales by $20,000 Delivered effective sales presentations that resulted in sales Traveled across the United States to facilitate and maintain client relationships Established a network of buyers by using innovative sales approaches Responsible for research and creating consultative sales strategies

AllStar Communications Fort Wayne, IN Sales Assistant • • • • •

September 2003-2006

Assisted sales manager Prospected potential clients Prepared sales presentations Created and implemented sales strategies Managed sales calls

Honors and Activities Public Relations Society of America Big Brothers Big Sisters St. Catherine’s Catholic Church Sunday School volunteer Modeled in Europe 1st & 3rd place Miss Whitley County Pageant 10 year 4-H member

September 2006-Present September 2007-Present August 2000-Present September-December 2004 August 2003-2004 August 1995-2004

My principal belief is that sales are about more than a dollar amount; it is the idea that I am bringing business to my clients as well as the Exponent. I always strive to build a strong foundation of trust, honesty and integrity. These building blocks create a strong relationship between the customer and I. I began my career at the Purdue Exponent in hopes that I would begin with the role of sales assistant, which is the standard first step when hired. I was fortunate enough to be selected as an advertising representative immediately and had the daunting task of taking over a territory of 100 clients in only two short weeks. My first day on the job I remember walking in and looking at my co-workers and thinking, â&#x20AC;&#x153;I will never be as successful as them. They all look so professional.â&#x20AC;? I then walked to my desk as confidently as I could, trying not to show my fear, and prepared to call my first client. I sat with the phone in one hand for 10 minutes before I had the confidence to dial the number. From that first call, I never looked back and was on my way to becoming a successful advertising representative. After facing my fear and making the first call, I decided that my selling philosophy would be to not only provide my client with a service that I strongly believe in, but to also earn their trust and give them the feeling that I am also a part of their company and will do everything I can to help increase their success. This philosophy I believe has been the main reason for my success at the Exponent. In the first two months of being employed with the Exponent I increased sales in my territory by 133%. Not only did I see results in figures, but also my clients believed that I was making a difference for their companies. Many clients could not believe my devotion to the Exponent. Several of my clients did not realize that I not only worked at the Exponent but also attended Purdue University full-time. I believe that my dedication and strong work ethic helped me to increase the active client list my territory by 25% over the previous advertising representatives. I have set high standards for myself because I believe in giving clients 100% of my effort. When I am given a goal for the month I know that I can achieve it, because I so strongly believe that the Exponent can gain a business revenue and exposure. Without this strong belief in my product I would not sell my clients advertising space. I am a role model for other advertising representatives at the Exponent. I believe in my work with the Exponent so passionately that I want to instill this drive and commitment in others. I also want co-workers to feel the accomplishment of being able to help a business grow in its future. This is the main reason I am the top sales representative out of a 16- person sales team, I have been honored as Advertising Representative of the Month in September and also Advertising Representative of the Semester for Fall 2007. I also earned top sales representative honors for the Grand Prix Guide, Restaurant and Entertainment Guide, Halloween Guide, Salary Guide and Spring Welcome back issue. My strong belief has also opened the door for more responsibility and opportunities at the Exponent. Jim Priest, my advertising director, has given me the opportunity to mentor new advertising representatives as well as the continued responsibility of managing my territory. I was more than eager to take on this task. I have many things to teach new representatives which I have learned over the past year, from building strong relationships with clients to showing them how to approach new potential clients. I can only give them guidance and hope that they too can flourish at the Exponent. I believe the greatest satisfactions of being an advertising representative is knowing that you are not only helping your employer but helping others to achieve their own goals in

making their business flourish to its highest potential. The greatest achievement is hearing from a client that I have made an impact on their business. I will be graduating this May and I know that with my sales experience at the Purdue Exponent I can achieve success in the future in the sales field. I would like to thank you for considering me for advertising representative of the year. I will never forget my time at the Purdue Exponent. It has given me a passion for sales that will follow me into the future. Thank you again,

Jessica Frazier Advertising Representative Purdue Exponent

Advertising Representative Job Description The primary function of the Advertising Representative is to sell advertising space in the Exponent to all businesses within his or her assigned territory. To accomplish this, an Advertising Representative must do the following: • Go on cold calls. • Cultivate and maintain relationships with all the businesses in the territory. • Keep track of each client’s contractual obligations. • Account management, including helping collect overdue payments, and acquiring and maintaining contractual agreements. • Develop and maintain awareness of client’s promotional needs. • Complete a daily office hour, go on visits to clients and attend weekly staff meetings. • Complete all business paperwork in a timely manner, including insertion orders, client proposals, weekly sales plans, daily log sheets and miscellaneous request forms. • Work with clients and subsequently designers to fulfill client’s creative needs. Also participate in bi-weekly creative team meetings. • Surpass sales goals.

Existing New

72% 28%

Wabash Landing territory growth - Fall 2007

Existing New

TABLE OF CONTENTS Please find the following: 1) Personal Statement 2) Letter of Recommendation from an Advisor •

Kristin Millis, Publisher

3) Letter of Recommendation from a Customer •

Patrick Herb, Branch Manager, Wells Fargo

4) Appendix •

Commission Summary

•

Job Description

•

Work Samples

•

Personal Resume

PERSONAL STATEMENT I knew I wanted to be an Advertising Representative my very first day at The Daily. It was the start of Autumn Quarter training, and all of the Advertising Department had gathered in our Tyee meeting room. I was a freshman then – completely new to UW – feeling out of place due to my young age and nervous about my new job. Fortunately for me, my job as a Campus/National Representative was comprised mostly of office duties. As I learned AdPro procedures and tearsheet duties, I listened in on the Ad Rep’s training session. I was amazed at how much of an impact the Ad Reps had on the Daily as a whole – the revenue they brought in paid for printing, supplies, and our salaries! I knew then that I wanted to be an Ad Rep, because that would be an opportunity to be innovative, to let my voice be heard, and to create change for the better. By the end of the first day I had already made a list that could help make our Campus/National team better, and set a goal for myself to be an Ad Rep for Winter Quarter. In working towards my goal, I decided to start small. As my mother always told me, “People see what you do, no matter how small, and if you do the right thing you will be rewarded.” I started with simple address labels for our many tearsheets to Alloy, moved on to team To-Do lists, then graduated to a hefty system of organizing all ads through Excel (instead of by paper). By November, Bon (our Marketing Supervisor) had begun to sit with me more and more to talk about how to implement my ideas for our Campus/National team, and had (but not to my knowledge) appealed to Kristin (our Publisher) to promote me to an Ad Rep. I still remember quite clearly the day I was formally asked to be an Ad Rep. It was early in the morning; I was entering ads in our Excel spreadsheet when Kristin walked in. She gave me an contemplative look. I continued typing nervously and avoided looking at her. Finally she said, “Bon was telling me about your idea to sort all Campus and National artwork electronically.” I nodded with a bit too much eagerness. “He’s been saying really great things about you,” she continued, “He said that I should consider making you an Ad Rep.” I began sweating a little. “Do you want to be an Ad Rep?” asked Kristin. I didn’t know what to do. I was so elated all I could do was nod. It was already December then, close to Winter Break, so Kristin and I decided I would start working as an Ad Rep in January. Until then, I could start gathering information on prospective businesses as I worked in Campus/National. But I couldn’t wait until then. I began coming into the Daily during lunch, staying late, and then over Winter Break. I Googled numerous businesses not already taken, brainstormed proposals, practiced Adpro procedures, learned invoicing and billing from our Accountant Jennifer, and spent an insane amount of time cutting ads out of the Stranger and the Seattle Weekly looking for possible leads. Jennifer and her assistants thought I was simply bored from Winter Break, but it wasn’t that. Besides being excited for meeting my goal and for my opportunity to be an Ad Rep, I wanted to prove myself worthy of Bon’s recommendation – I wanted to be the best. However, being an Ad Rep wasn’t as glamorous as I had originally thought. Despite my best efforts the response I got was slow, usually negative. The office environment wasn’t much better. There was a quiet resentment, the old Ad Reps didn’t like the extra competition, and especially didn’t like the fact that I was only sixteen. Soon I began to feel very lost and alone; I had forgotten why I wanted to be an Ad Rep, was disappointed I didn’t have the results the other Ad Reps did, and didn’t know where to turn to so I could become better. Then Ayako came. She was the top Advertising Representative of the 2005-2006 school year, had graduated, and was back to help train us. She then held the title for highest sales ever in the history of the Daily, was featured in the Wall Street Journal, and soon became my personal hero. I flocked to her for guidance every day, begged her to role-play with me, come with me to client visits, and evaluate me as I talked on the phone. Ayako was always straightforward in her critique, never sugar-coated any of her evaluations, and was never afraid to tell me I got a “D

minus” for the day. She corrected me on my business manners, taught me how to tag a paper, and made me keep myself organized. Soon, I was noticing much better results with my clients. The most important thing Ayako taught me didn’t involve papers or etiquette; it was how to establish trust. Whenever Ayako talked about her old clients, I could tell that they were her friends. Whenever I thought of proposals for my clients she would ask me, “Do you, in all honesty, believe this would be a good idea for them and their business?” She inspired me to work for my clients and not for the money; to keep their best interests at heart, even if it meant smaller ads. I then realized that Ayako had been the best Ad Rep not because she was smart, pretty, and charming (all of which she was); Ayako had been the best Ad Rep because her clients trusted her. Even after Ayako left for her world travels, I held myself to her standards. I stood behind my words a hundred percent, believed in what I sold, and did my absolute best to boost my client’s businesses. I never gave up on a client if I knew they would benefit from advertising in the Daily, no matter how many times I was told “no.” I made it my personal goal to be proactive, solve the problems clients didn’t know they had, and really make sure that the customer service my clients received was exemplary. I wanted them to be excited for my call, to want to talk to me on the phone, and to be happy to see me when I dropped in. I worked my hardest to make sure I was the Ad Rep that wasn’t just a salesperson. I still keep in touch with many of my clients that had become my friends. Whenever I’m in the mood for pizza, I go to Pizza Brava and visit the owner Kamal, a sweet old man that has a hearty laugh and a heartier appetite. He always gives me the biggest slice of pizza and serves it with a wink. When payday rolls around I drop into Wells Fargo and visit the Branch Manager Patrick. We sit down and discuss all sorts of things for hours: his new jetski with surround sound, my plan to take over the world, identity theft, Lindsay Lohan’s latest publicity stunt… anything that comes to mind. It was these friendships that made the ups and downs of being an Ad Rep worthwhile, and helped lead me to discover my future career goals. I want to bring what I learned at the Daily into my future career in the field of Advertising. In the grand scheme of things, I hope change the culture that is in place now: advertising that exploits audiences through subliminal psychology and with total disregard for privacy. I want to better the world of advertising by rebuilding the crumbling foundation of trust through changes in the principles of selling. I want to build on the advertising principles of the past, where personal connection was the backbone of any campaign, so advertising can again be a method of delivery (not trickery) that both clients and customers can learn to trust and respect. In the short five months I was an Ad Rep, I had changed drastically as a person. I became more self-confident after realizing my abilities at the Daily and noticed that most people disregarded my age very quickly. With this newfound confidence I made many new friends at UW, became more involved on campus, and started talking seriously with my academic counselor on how to pursue my career goals. Being an Ad Rep taught me so many things about communication, developing trust, working with other people, and ultimately shaped who I am today.

January 25, 2008 To Whom It May Concern, I nominate Jenny Wang to be the CNBAM advertising representative of the year. Ms. Wang began working at The Daily of the University of Washington the Fall of 2006 in the Service Bureau department, an hourly position that helps manage our campus and national advertising. Due to her assertive nature and interest in commission sales, we moved her to local display advertising in January 2007. It was the best decision our advertising department ever made. Our student advertising manager set Ms. Wang’s first monthly quota at $2,000. She nearly doubled that quota by the month’s end. By the second month she was our top advertising representative, selling $300 more than the next (and much more experienced) advertising representative. By the third and fourth months she surpassed all the experienced advertising representatives by selling $2,000 to nearly $5,000 more a month, and broke the previous record of selling more than $10,000 in one month. May 2007 she broke that record again – dramatically – with $17,430 in sales. The remarkable part of this story is – she was only 16 years old. Ms. Wang brought new clients to The Daily and reactivated previously disgruntled inactive advertisers. She created a calendar that allowed her to take care of the special needs of her clients, and to be sure that she is following every detail necessary to provide exemplary customer service. In addition to regular face-to-face visits with existing and new clients, Ms. Wang also kept regular office hours where she often answered the phone and assisted other advertising representatives’ clients. Despite the fact that she was much younger and much more successful than any of the other representatives, she displayed incredible team spirit and humility and sought for ways to aid other representatives to succeed. Due to this cooperative attitude we encouraged her to apply for the Advertising Manager position, which she has fulfilled beginning June 2007. She has been sharing her many organizational tools and developed training to help all the representatives model her success. I sincerely hope that you may see the exceptional performance of Ms. Wang in your consideration for the Advertising Representative of the Year. Sincerely,

Kristin Millis Director, Student Publications

January 20th, 2008 To Whom It May Concern: I would like to recognize Jenny Wang from the UW Daily for achieving sales excellence. Even though Jenny had no prior knowledge of me, Jenny approached me in a very warm, friendly, and helpful manner. She asked questions to understand my needs before dispensing any advice. She got to know the needs of my business, the demands of my unique work environment, and the obstacles I had in advertising effectively. Jenny helped me understand the current advertising environment by providing outside advertising pricing to compare with her own. Also, she helped me understand who the advertising would directly impact and why that audience was important. Whenever I had questions, she was available with tangible answers. Also, if she was unavailable, she would get back to me with a sense of urgency. Even if I was unavailable, she would repeatedly call me back until she was sure my questions were answered. Jenny is a caring and thoughtful sales person that not only has the ability to meet her customerâ&#x20AC;&#x2122;s needs, but also connect with them in a very personal way. After our business transaction was complete, I still had the sense that Jenny was committed to me as a person and would offer assistance, if asked, anytime in the future. Sincerely,

Patrick Herb Branch Manager, AVP Wells Fargo Bank

APPENDIX Please find the following: 1) Commission Summary for all Months: January 2007 through May 2007 •

January was the first month I worked as an Advertising Executive

•

Detailed Commission Reports are available in PDF on the CD

2) Job Description 3) Work Samples •

iCal entries for May 2007: To keep myself on track, I would enter all my scheduled

advertising into my work iCal by category. This helped me double-check the sizing & color was correct, make sure the artwork was received on time & tearsheets sent out on time, as well as visually see what days were low on advertising. •

Letter to Advertiser: Many times before I scheduled a client visit, I would send out an

informational packet for the client to review before the meeting. This is an example of a cover letter I sent out in a packet to one of my prospective clients. 4) Personal Resume

COMMISSIONS SUMMARY JANUARY Publication Days Available: 21 Quota for the Month: $2000 Sales by Jenny Wang: $3, 974 Sales per Day: $189 Total Sales by Local Display for the Month: $27,976 Percentage of Total Month’s Sales by Local Display: 14.2% FEBRUARY Publication Days Available: 20 Quota for the Month: $5000 Sales by Jenny Wang: $7,987 Sales per Day: $399 Total Sales by Local Display for the Month: $30,260 Percentage of Total Month’s Sales by Local Display: 26.4% MARCH Publication Days Available: 13 Quota for the Month: None Given Sales by Jenny Wang: $7,986 Sales per Day: $614 Total Sales by Local Display for the Month: $32,653 Percentage of Total Month’s Sales by Local Display: 24.4% APRIL Publication Days Available: 21 Quota for the Month: $8000 Sales by Jenny Wang: $11,887 Sales per Day: $566 Total Sales by Local Display for the Month: $44,532 Percentage of Total Month’s Sales by Local Display: 26.6% MAY (AND JUNE 1ST) Publication Days Available: 24 Quota for the Month: None Given Sales by Jenny Wang: $17,430 Sales per Day: $726 Total Sales by Local Display for the Month: $50,288 Percentage of Total Month’s Sales by Local Display: 34.6%

May 2007

April 2007

Inserts & Other Special Section Publication Business Directories Online

Intermission

Special Sections

The Daily

Sunday

Monday 29

Tuesday 30

Wednesday

T W

9 10 11 12 13 14

9 10 11 12

AM AM AM AM AM AM AM AM AM

S M 3

T W 5

T 7

10 11 12 13 14 15 16

22 23 24 25 26 27 28

20 21 22 23 24 25 26

17 18 19 20 21 22 23

29 30

27 28 29 30 31

24 25 26 27 28 29 30

Friday

Saturday

3 12:00 12:00 12:00 12:00 12:00 12:00 12:00 12:00 12:00

12:00 AM Dawg Digs 12:00 AM WSECU 12:00 AM Mark 12:00 AM Kavu 12:00 AM St Paul Church 12:00 AM School of Teaching ESL 12:00 AM David Spring, Phd 12:00 AM Underdawg Records 1:15 AM Icon Coffee

June 2007

T W

13 14 15 16 17 18 19

2 Housing Guide

S M

15 16 17 18 19 20 21

Thursday

1 12:00 AM Irish Emigrant 12:00 AM Ripl 12:00 AM Jostens

May 2007

S M

Irish Emigrant Ripl Jostens Lover's Package Dante's Ripl Cell Town Mars Hill Wells Fargo

12:00 12:00 12:00 12:00

AM AM AM AM

Ripl Dick's Drive In Foreign Auto Rebuild Jostens

and 2 more…

7 12:00 AM Foreign Auto Rebuild 12:00 AM Metro Self Storage 12:00 AM Ameriprise

8 12:00 AM Enviroissues 12:00 AM Irish Emigrant

14 12:00 AM Metro Self Storage 12:00 AM Metro Self Storage 12:00 AM Wing-It 12:00 AM Enviroissues 12:00 AM Foreign Auto Rebuild 12:00 AM Jostens 12:00 AM Washington Public Cam‐ paigns 12:00 AM Ameriprise 3:15 AM Irish Emigrant

20 AM AM AM AM

Foreign Auto Rebuild Metro Self Storage Metro Self Storage Jostens 2

Kavu EnviroIssues School of Teaching ESl Icon Coffee David Spring, PhD Metro Self Storage Chinese Arts & Music Assc. Underdawg Records

12:00 12:00 12:00 12:00 12:00 12:00 12:00 12:00

AM AM AM AM AM AM AM AM

Mark Metro Self Storage Metro Self Storage Underdawg Records Kavu David Spring, PhD Enviroissues School of Teaching ESl

12:00 12:00 12:00 12:00 12:00 12:00 12:00 12:00

AM AM AM AM AM AM AM AM

Metro Self Storage Jostens 2 David Spring, PhD Kavu School of Teaching ESl Foreign Auto Rebuild Icon Coffee Underdawg Records

12:00 12:00 12:00 12:00 12:00 12:00 12:00 12:00

AM AM AM AM AM AM AM AM

Foreign Auto Rebuild David Spring, PhD Metro Self Storage Jostens 2 Kavu School of Teaching ESl Underdawg Records Icon Coffee

12:00 AM Dick's Drive In 12:00 AM Foreign Auto Rebuild 12:00 AM EnviroIssues

17 12:00 12:00 12:00 12:00 12:00 12:00 12:00 12:00 12:00 12:00 12:00

AM AM AM AM AM AM AM AM AM AM AM

Lover's Package Irish Emigrant Mars Hill Lover's Package Wells Fargo Icon Coffee Cell Towns Jostens Wing-It Dante's Ripl

12:00 12:00 12:00 12:00 12:00 12:00 12:00 12:00 12:00

AM AM AM AM AM AM AM AM AM

Jostens Cell Towns Mars Hill Ripl Wells Fargo Lover's Package Icon Coffee Dante's Irish Emigrant

12:00 12:00 12:00 12:00 12:00 12:00 12:00 12:00 12:00 12:00

AM AM AM AM AM AM AM AM AM AM

Lover's Package Irish Emigrant Jostens Wells Fargo Dante's Icon Coffee Mars Hill Cell Towns Phil McCoy - Book Ripl

29 12:00 AM Jostens 2 12:00 AM Irish Emigrant

10 12:00 AM Irish Emigrant 12:00 AM Lover's Package 12:00 AM Cell Towns 12:00 AM Mars Hill 12:00 AM Wells Fargo 12:00 AM Icon Coffee 12:00 AM Wing-It 12:00 AM EnviroIssues 12:00 AM Dante's 2:00 AM Ripl 3:15 AM Ameriprise 4:30 AM Rigos

16 Spring Fever/Style Guide

22 12:00 AM Jostens 2 12:00 AM Irish Emigrant

28 12:00 AM Metro Self Storage

AM AM AM AM AM AM AM AM

15 12:00 AM Irish Emigrant 12:00 AM Ripl 12:00 AM Washington Public Cam‐ paigns 12:00 AM Jostens 12:00 AM Ameriprise 12:00 AM Rigos Professional Education Programs 2:00 AM Foreign Auto Rebuild 4:00 AM St Paul Orthodox Church

21 12:00 12:00 12:00 12:00

9 12:00 12:00 12:00 12:00 12:00 12:00 12:00 12:00

12:00 12:00 12:00 12:00 12:00 12:00 12:00 12:00 12:00

AM AM AM AM AM AM AM AM AM

Foreign Auto Rebuild Dawgpound Dick's Drive In Mighty O Mad Science WSECU Seattle Sake Dragon Jostens 2 Cell Towns

12:00 AM Foreign Auto Rebuild 12:00 AM Jostens 12:00 AM Dick's Drive In

31 Graduation 12:00 12:00 12:00 12:00 12:00 12:00 12:00 12:00 12:00

AM AM AM AM AM AM AM AM AM

Cell Towns Janet Wainwright Hawaii General Store Metro Self Storage LIOS Jostens S Callan Skagit Valley College Jostens and 2 more…

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December 15th, 2007 Dear Julie, I’m glad I got to talk to you today! Here is some information you requested about the Daily. In this package, I have included a Local Rate Card, a list of Special Editions, some details about our Back to School Edition, as well as a tagged paper of the Daily with details on each ad. Winter Quarter is coming soon, when the weather in Seattle is the coldest of the year. With forecasts of snow and temperatures in record lows, this is the time where all vehicles become victims of icy roads, start-up problems, etc. Now, more than ever, students & staff are looking for friendly, affordable service for the car they drive to UW everyday. The Daily is the perfect medium for Foreign Auto Rebuild to establish itself as the maintenance workshop for members of the UW community. Everyday, the Daily caters to over 40,000+ students and 30,000+ faculty members. This year we are also extending out along bus-lines of Fremont and Greenlake for a complete distribution of 20,000. Just look out for our purple distribution boxes! Although the Daily has a huge range, we are still the least expensive newspaper advertising in Seattle. Our one-time rate is half of what you’re paying for the Stranger and about 30% less than the Seattle Weekly. As noted by the Wallstreet Journal, college newspapers are the only newspapers whose readership is actually increasing, and our audience of college students is the spendiest demographic nationwide. Studies show that advertising is not effective until the target audience has seen it at least three times. Here at the Daily, we offer plenty of opportunities for you to reach the UW demographic easily and affordably. The Daily offers special contract rates for clients that advertise regularly throughout the quarter. Contracts are pre-purchased ad space that can be used anytime throughout the quarter. We have contract packages starting at 50” (five 1/8 page ads) that will slash the price per column inch by 30%. The more ad space purchased, the lower the price per ad. We also have a couple of special promotions going on right now. For any client signing a quarterly contract, we are offering a free week of online advertising on the Daily homepage. This is a great way to expand reach students who prefer to read the paper online. The Daily website is receiving 7,000 – 10,000 hits a day, has extra news coverage and the exclusive HuskyCast. If you have any further questions or concerns, please feel free to call or email me. Thank you so much! Hope to hear from you soon! Sincerely, Jenny Wang

Advertising Executive jennywang@thedaily.washington.edu Ph: (206) 543-2336 Fax: (206) 543-2345

Jiayi Jenny Wang Jennyw11@u.washington.edu (425) 246-8144 4022 214th St Bothell, WA, 98021 Education 2006 to Present

1998 to 2006 Work Experience June 2007 – Present

University of Washington Business Administration: Marketing Option GPA: 3.59

Graduation: June 2010

Northwest Chinese School GPA: not recorded

Graduation: June 2006

The Daily, University of Washington, Seattle, WA Advertising Manager ❧ In charge of hiring & training Advertising Executives ❧ Communicates between Advertising/Editorial/Art Production/Accounting ❧ First Ad Manager to implement certain department functions including: - Training Manual & Role-Play schedule for new hires - Quotas, Monthly Team Goal, and consequences - Steady prizes system - “Advertising Policies” waiver (saving The Daily thousands) ❧ Notable achievements include: - 2007 Welcome Edition revenues hit record high since 1978 - Massively expanding the Daily’s reach in “client territories”

December 2007

Nordstrom – Bellevue Square, Bellevue, WA Holiday Sales Associate – Handbags ❧ Average sales per hour: $436.37

July 2007 – Sept 2007

Zella Company, Bellevue, WA Marketing Assistant ❧ Organizes office space & take inventory ❧ Helps prepare & take care of important clients ❧ Assists in other projects such as: - Seattle’s 1st Green Fashion Week 2007 - Trufant Family Foundation Bowling & Billiards Classic

Jan 2007 – June 2007

Volunteer Experience 2007

The Daily, University of Washington, Seattle, WA Advertising Executive ❧ Top-selling Ad Rep in 2 months of starting ❧ Highest monthly sales in the history of The Daily (peak: $17K per month) ❧ Averaging $12K revenue per month xACT (Extreme Accounting) Competition, University of Washington Team Member Bumbershoot Music Festival, Seattle, WA PR / Marketing Team

Skills & Qualifications

Awards 2006 – 2007

❧ ❧ ❧ ❧

Bilingual – can speak fluently in Mandarin Chinese Focused & motivated self-starter with excellent work ethic Comfortable with public speaking (has been M.C. at Benaroya Hall) Proficient with Paint Shop Pro, Microsoft Word/Excel, and HTML

❧ ❧ ❧ ❧

Inducted into Phi Eta Sigma Honor Society Nominated for National Society of Collegiate Scholars National Dean’s List (Fall & Winter 2006/07) Qualified & attended Fencing Junior Olympics

2005 – 2006

Memberships 2006 – 2010

2004 - Present

❧ ❧ ❧ ❧

AP Scholar Award Wolverine Guard Award for 272 community service hours National Honor Roll for Academic Achievement Washington State Award for Academic Achievement in a Group (Orchestra)

Academy of Young Scholars, University of Washington, Seattle, WA Academy Student 5.0 ❧ Chosen with 30 other HS sophomores for early entrance in the UW Undergraduate Women in Business, University of Washington, Seattle, WA Chinese Student Association, University of Washington, Seattle, WA Rain City Fencing Center, Bellevue, WA Junior Competitive Member / Junior, Senior, Div I Women's Team ❧ C2007 nationally ranked fencer - (rankings from E to A with year earned/renewed) ❧ Trains 8+ hours / week

Print Date: 01/17/08 11:30 AM

Page 1 of 14

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 4/1/07 and saleDate <= 4/30/07 and hold = true Rep Jenny Wang Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

04/02/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

Inches

Ad Amt

$20.00

Comm Flat Comm. 18%

Comm Due

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Empower Media Marketing Ad No.

Ad Date

Publ.

Description

3819

04/02/2007

Branch Opening

$100.00

30%

$0.00

$30.00

3820

04/02/2007

Branch Opening

$75.00

30%

$0.00

$22.50

$175.00

$0.00

$52.50

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

30%

$0.00

$210.00

18%

$0.00

$37.80

$210.00

$0.00

$37.80

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$12.00

Total for Empower Media Marketing

Customer Ripl Ad No.

Ad Date

Publ.

Description

4381

04/02/2007

RIPL

4416

04/02/2007

Campaign 2

Total for Ripl

Customer Seattle Tennis Club Ad No.

Ad Date

Publ.

Description

4528

04/03/2007

Receptionist

Total for Seattle Tennis Club

18%

$0.00

$2.16

$12.00

$0.00

$2.16

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

4239

04/03/2007

Band Ad

$0.00

18%

$0.00

4543

04/03/2007

Tuesday Night

$280.00

18%

$0.00

$50.40

$280.00

$0.00

$50.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$12.00

Total for Irish Emigrant

Customer Seattle Tennis Club Ad No.

Ad Date

Publ.

Description

4528

04/04/2007

Receptionist

Total for Seattle Tennis Club

18%

$0.00

$2.16

$12.00

$0.00

$2.16

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

4239

04/04/2007

Band Ad

Total for Irish Emigrant

18%

$0.00

Print Date: 01/17/08 11:30 AM

Page 2 of 14

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 4/1/07 and saleDate <= 4/30/07 and hold = true Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

04/04/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

Inches

Ad Amt

$20.00

Comm Flat Comm. 18%

Comm Due

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer David Spring, PhD Ad No.

Ad Date

Publ.

Description

4051

04/04/2007

Biz Dir

Total for David Spring, PhD

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Underdawg Records Ad No.

Ad Date

Publ.

Description

4003

04/04/2007

Weekly Underdawg

Total for Underdawg Records

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$12.00

Customer Seattle Tennis Club Ad No.

Ad Date

Publ.

Description

4528

04/05/2007

Receptionist

Total for Seattle Tennis Club

18%

$0.00

$2.16

$12.00

$0.00

$2.16

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

4092

04/05/2007

Mars Hill Biz Dir

Total for Mars Hill Church

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$127.50

Customer Dante's Steak and Grog Ad No.

Ad Date

Publ.

Description

3726

04/05/2007

Weekly Cartoon

Total for Dante's Steak and Grog

18%

$0.00

$22.95

$127.50

$0.00

$22.95

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$164.00

Customer Wells Fargo Financial Ad No.

Ad Date

Publ.

Description

4265

04/05/2007

Hair

Total for Wells Fargo Financial

18%

$0.00

$29.52

$164.00

$0.00

$29.52

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

4240

04/05/2007

Ladies' Night

$280.00

18%

$0.00

$50.40

4542

04/05/2007

Band Ad

$224.00

18%

$0.00

$40.32

Print Date: 01/17/08 11:30 AM

Page 3 of 14

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 4/1/07 and saleDate <= 4/30/07 and hold = true Total for Irish Emigrant

$504.00

$0.00

$90.72

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3029

04/05/2007

Some Like It Hot

Total for Lover's Package

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$132.00

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

4193

04/05/2007

Intermission Weekly

Total for Cell Towns

18%

$0.00

$23.76

$132.00

$0.00

$23.76

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$48.00

Customer Dahn Yoga Ad No.

Ad Date

Publ.

Description

4248

04/05/2007

Eighth

Total for Dahn Yoga

18%

$0.00

$8.64

$48.00

$0.00

$8.64

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Ripl Ad No.

Ad Date

Publ.

Description

4499

04/05/2007

Weekly New

$0.00

18%

$0.00

4696

04/05/2007

New Campaign

$410.00

18%

$0.00

$73.80

$410.00

$0.00

$73.80

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$12.00

Total for Ripl

Customer Seattle Tennis Club Ad No.

Ad Date

Publ.

Description

4528

04/06/2007

Receptionist

Total for Seattle Tennis Club

18%

$0.00

$2.16

$12.00

$0.00

$2.16

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

04/06/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Inches

Customer Dick's Drive In Ad No.

Ad Date

Publ.

Description

4172

04/06/2007

Biz Dir

Total for Dick's Drive In

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Ad Amt

Comm Flat Comm.

Comm Due

Customer Fred Hutchinson Cancer Research Center Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 11:31 AM

Page 4 of 14

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 4/1/07 and saleDate <= 4/30/07 and hold = true 4380 04/09/2007 TD Miss Greek 40 $280.00 Total for Fred Hutchinson Cancer Research

18%

$0.00

$50.40

$280.00

$0.00

$50.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

04/09/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Empower Media Marketing Ad No.

Ad Date

Publ.

Description

3819

04/09/2007

Branch Opening

$100.00

30%

$0.00

$30.00

3820

04/09/2007

Branch Opening

$75.00

30%

$0.00

$22.50

$175.00

$0.00

$52.50

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

30%

$0.00

$410.00

18%

$0.00

$73.80

$410.00

$0.00

$73.80

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$75.00

Total for Empower Media Marketing

Customer Ripl Ad No.

Ad Date

Publ.

Description

4381

04/09/2007

RIPL

4500

04/09/2007

Color New

Total for Ripl

Customer Digital Pouch Ad No.

Ad Date

Publ.

Description

4776

04/09/2007

promo

Total for Digital Pouch

30%

$0.00

$22.50

$75.00

$0.00

$22.50

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

4239

04/10/2007

Band Ad

$0.00

18%

$0.00

4543

04/10/2007

Tuesday Night

$280.00

18%

$0.00

$50.40

$280.00

$0.00

$50.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$240.00

Total for Irish Emigrant

Customer WSECU-Washington State Employees Credit Union Ad No.

Ad Date

Publ.

Description

3603

04/11/2007

Special Editions

Total for WSECU-Washington State

18%

$0.00

$43.20

$240.00

$0.00

$43.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Fremont Dock Ad No.

Ad Date

Publ.

Description

2930

04/11/2007

Weekly Specials

$0.00

18%

$0.00

4252

04/11/2007

Weekly Specials

$240.00

18%

$0.00

$43.20

Print Date: 01/17/08 11:31 AM

Page 5 of 14

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 4/1/07 and saleDate <= 4/30/07 and hold = true Total for Fremont Dock

$240.00

$0.00

$43.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

04/11/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$48.00

Customer Dahn Yoga Ad No.

Ad Date

Publ.

Description

4249

04/11/2007

Eighth

Total for Dahn Yoga

18%

$0.00

$8.64

$48.00

$0.00

$8.64

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer David Spring, PhD Ad No.

Ad Date

Publ.

Description

4051

04/11/2007

Biz Dir

Total for David Spring, PhD

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Dick's Drive In Ad No.

Ad Date

Publ.

Description

4173

04/11/2007

Biz Dir

Total for Dick's Drive In

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Empower Media Marketing Ad No.

Ad Date

Publ.

Description

3817

04/11/2007

Branch Opening

$720.00

18%

$0.00

$129.60

3818

04/11/2007

TBD

$720.00

18%

$0.00

$129.60

$1,440.00

$0.00

$259.20

Comm Flat Comm.

Comm Due

Total for Empower Media Marketing

Customer Dex Media Ad No.

Ad Date

Publ.

Description

Inches

Ad Amt

4693

04/11/2007

Dex Career

$140.00

Total for Dex Media

18%

$0.00

$25.20

$140.00

$0.00

$25.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$105.00

Inches

Customer Ripl Ad No.

Ad Date

Publ.

Description

4743

04/11/2007

Launch eighth

Total for Ripl

18%

$0.00

$18.90

$105.00

$0.00

$18.90

Ad Amt

Comm Flat Comm.

Comm Due

Customer Underdawg Records Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 11:31 AM

Page 6 of 14

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 4/1/07 and saleDate <= 4/30/07 and hold = true 4003 04/11/2007 BD Weekly Underdawg 4 $20.00 Total for Underdawg Records

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$72.00

Customer Icon Coffee Ad No.

Ad Date

Publ.

Description

4823

04/12/2007

Icon Coffee Banner

Total for Icon Coffee

18%

$0.00

$12.96

$72.00

$0.00

$12.96

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

4092

04/12/2007

Mars Hill Biz Dir

Total for Mars Hill Church

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$127.50

Customer Dante's Steak and Grog Ad No.

Ad Date

Publ.

Description

3726

04/12/2007

Weekly Cartoon

Total for Dante's Steak and Grog

18%

$0.00

$22.95

$127.50

$0.00

$22.95

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$164.00

Customer Wells Fargo Financial Ad No.

Ad Date

Publ.

Description

4265

04/12/2007

Hair

Total for Wells Fargo Financial

18%

$0.00

$29.52

$164.00

$0.00

$29.52

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

4542

04/12/2007

Band Ad

Total for Irish Emigrant

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3029

04/12/2007

Some Like It Hot

Total for Lover's Package

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$132.00

Inches

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

4193

04/12/2007

Intermission Weekly

Total for Cell Towns

18%

$0.00

$23.76

$132.00

$0.00

$23.76

Ad Amt

Comm Flat Comm.

Comm Due

Customer Dex Media Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 11:31 AM

Page 7 of 14

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 4/1/07 and saleDate <= 4/30/07 and hold = true 4694 04/12/2007 TD Dex Career 10 $120.00 Total for Dex Media

18%

$0.00

$21.60

$120.00

$0.00

$21.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Ripl Ad No.

Ad Date

Publ.

Description

4499

04/12/2007

Weekly New

$0.00

18%

$0.00

4774

04/12/2007

Launch Party

$410.00

18%

$0.00

$73.80

$410.00

$0.00

$73.80

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Total for Ripl

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

04/13/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Comm Flat Comm.

Comm Due

Customer Dex Media Ad No.

Ad Date

Publ.

Description

Inches

Ad Amt

4694

04/13/2007

Dex Career

$120.00

Total for Dex Media

18%

$0.00

$21.60

$120.00

$0.00

$21.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$240.00

Customer WSECU-Washington State Employees Credit Union Ad No.

Ad Date

Publ.

Description

3603

04/16/2007

Special Editions

Total for WSECU-Washington State

18%

$0.00

$43.20

$240.00

$0.00

$43.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$164.00

Customer Wells Fargo Financial Ad No.

Ad Date

Publ.

Description

4266

04/16/2007

Hair

Total for Wells Fargo Financial

18%

$0.00

$29.52

$164.00

$0.00

$29.52

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

04/16/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Comm Flat Comm.

Comm Due

Customer Old Navy Ad No.

Ad Date

Publ.

Description

Inches

Ad Amt

3304

04/16/2007

Career Fair

$0.00

Total for Old Navy

18%

$0.00

Print Date: 01/17/08 11:31 AM

Page 8 of 14

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 4/1/07 and saleDate <= 4/30/07 and hold = true Customer Empower Media Marketing Ad No.

Ad Date

Publ.

Description

Inches

Ad Amt

3819

04/16/2007

3820

04/16/2007

Branch Opening

$100.00

30%

$0.00

$30.00

Branch Opening

$75.00

30%

$0.00

$22.50

$175.00

$0.00

$52.50

Comm Flat Comm.

Comm Due

Total for Empower Media Marketing

Comm Flat Comm.

Comm Due

Customer Dex Media Ad No.

Ad Date

Publ.

Description

Inches

Ad Amt

4693

04/16/2007

Dex Career

$120.00

Total for Dex Media

18%

$0.00

$21.60

$120.00

$0.00

$21.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

30%

$0.00

$410.00

18%

$0.00

$73.80

$410.00

$0.00

$73.80

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Ripl Ad No.

Ad Date

Publ.

Description

4381

04/16/2007

RIPL

4500

04/16/2007

Color New

Total for Ripl

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

4239

04/17/2007

Band Ad

Total for Irish Emigrant

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$68.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4033

04/17/2007

2x4

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$12.24

$68.00

$0.00

$12.24

Comm Flat Comm.

Comm Due

Customer Dex Media Ad No.

Ad Date

Publ.

Description

Inches

Ad Amt

4694

04/17/2007

Dex Career

$120.00

Total for Dex Media

18%

$0.00

$21.60

$120.00

$0.00

$21.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Icon Coffee Ad No.

Ad Date

Publ.

Description

4822

04/18/2007

Icon Coffe Banner

$0.00

Inches

Total for Icon Coffee

18%

$0.00

Ad Amt

Comm Flat Comm.

Comm Due

Customer School of Teaching ESL Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 11:31 AM

Page 9 of 14

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 4/1/07 and saleDate <= 4/30/07 and hold = true 1186 04/18/2007 BD SchoolofESL.2X2. 4 $13.25 Total for School of Teaching ESL

18%

$0.00

$2.38

$13.25

$0.00

$2.38

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$12.00

Customer Kavu Ad No.

Ad Date

Publ.

Description

4983

04/18/2007

Coupon

Total for Kavu

18%

$0.00

$2.16

$12.00

$0.00

$2.16

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

04/18/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer David Spring, PhD Ad No.

Ad Date

Publ.

Description

4051

04/18/2007

Biz Dir

Total for David Spring, PhD

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Comm Flat Comm.

Comm Due

Customer Dex Media Ad No.

Ad Date

Publ.

Description

Inches

Ad Amt

4935

04/18/2007

Career Fair

$0.00

Total for Dex Media

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Underdawg Records Ad No.

Ad Date

Publ.

Description

4003

04/18/2007

Weekly Underdawg

Total for Underdawg Records

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$72.00

Customer Icon Coffee Ad No.

Ad Date

Publ.

Description

4823

04/19/2007

Icon Coffee Banner

Total for Icon Coffee

18%

$0.00

$12.96

$72.00

$0.00

$12.96

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Inches

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

4092

04/19/2007

Mars Hill Biz Dir

Total for Mars Hill Church

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Ad Amt

Comm Flat Comm.

Comm Due

Customer Dante's Steak and Grog Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 11:31 AM

Page 10 of 14

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 4/1/07 and saleDate <= 4/30/07 and hold = true 3726 04/19/2007 TD Weekly Cartoon 15 $127.50 Total for Dante's Steak and Grog

18%

$0.00

$22.95

$127.50

$0.00

$22.95

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$164.00

Customer Wells Fargo Financial Ad No.

Ad Date

Publ.

Description

4265

04/19/2007

Hair

Total for Wells Fargo Financial

18%

$0.00

$29.52

$164.00

$0.00

$29.52

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$224.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

4542

04/19/2007

Band Ad

Total for Irish Emigrant

18%

$0.00

$40.32

$224.00

$0.00

$40.32

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3029

04/19/2007

Some Like It Hot

Total for Lover's Package

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$132.00

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

4193

04/19/2007

Intermission Weekly

Total for Cell Towns

18%

$0.00

$23.76

$132.00

$0.00

$23.76

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Ripl Ad No.

Ad Date

Publ.

Description

4499

04/19/2007

Weekly New

Total for Ripl

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

04/20/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Inches

Customer Dick's Drive In Ad No.

Ad Date

Publ.

Description

4172

04/20/2007

Biz Dir

Total for Dick's Drive In

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Ad Amt

Comm Flat Comm.

Comm Due

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 11:31 AM

Page 11 of 14

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 4/1/07 and saleDate <= 4/30/07 and hold = true 4032 04/23/2007 MD Biz Dir 4 $20.00 Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Ripl Ad No.

Ad Date

Publ.

Description

4500

04/23/2007

Color New

Total for Ripl

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

4239

04/24/2007

Band Ad

Total for Irish Emigrant

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Icon Coffee Ad No.

Ad Date

Publ.

Description

4822

04/25/2007

Icon Coffe Banner

$72.00

18%

$0.00

$12.96

5069

04/25/2007

Icon Coffee Banner

$72.00

18%

$0.00

$12.96

$144.00

$0.00

$25.92

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Total for Icon Coffee

Customer School of Teaching ESL Ad No.

Ad Date

Publ.

Description

1186

04/25/2007

SchoolofESL.2X2.

$13.25

Total for School of Teaching ESL

18%

$0.00

$2.38

$13.25

$0.00

$2.38

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$12.00

Customer Kavu Ad No.

Ad Date

Publ.

Description

4983

04/25/2007

Coupon

Total for Kavu

18%

$0.00

$2.16

$12.00

$0.00

$2.16

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

04/25/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$48.00

Customer Dahn Yoga Ad No.

Ad Date

Publ.

Description

4249

04/25/2007

Eighth

Total for Dahn Yoga

18%

$0.00

$8.64

$0.00

$8.64

Print Date: 01/17/08 11:31 AM

Page 12 of 14

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 4/1/07 and saleDate <= 4/30/07 and hold = true Customer David Spring, PhD Ad No.

Ad Date

Publ.

Description

4051

04/25/2007

Biz Dir

Total for David Spring, PhD

Inches

Ad Amt

$20.00

Comm Flat Comm. 18%

Comm Due

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Underdawg Records Ad No.

Ad Date

Publ.

Description

4003

04/25/2007

Weekly Underdawg

Total for Underdawg Records

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$264.00

Customer Mark - retired professor Ad No.

Ad Date

Publ.

Description

5089

04/25/2007

Sci Fi

Total for Mark - retired professor

18%

$0.00

$47.52

$264.00

$0.00

$47.52

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$72.00

Customer Icon Coffee Ad No.

Ad Date

Publ.

Description

4823

04/26/2007

Icon Coffee Banner

Total for Icon Coffee

18%

$0.00

$12.96

$72.00

$0.00

$12.96

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

4092

04/26/2007

Mars Hill Biz Dir

Total for Mars Hill Church

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$127.50

Customer Dante's Steak and Grog Ad No.

Ad Date

Publ.

Description

3726

04/26/2007

Weekly Cartoon

Total for Dante's Steak and Grog

18%

$0.00

$22.95

$127.50

$0.00

$22.95

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$164.00

Customer Wells Fargo Financial Ad No.

Ad Date

Publ.

Description

4265

04/26/2007

Hair

Total for Wells Fargo Financial

18%

$0.00

$29.52

$164.00

$0.00

$29.52

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$224.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

4542

04/26/2007

Band Ad

Total for Irish Emigrant

18%

$0.00

$40.32

$0.00

$40.32

Print Date: 01/17/08 11:31 AM

Page 13 of 14

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 4/1/07 and saleDate <= 4/30/07 and hold = true Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3029

04/26/2007

Some Like It Hot

Total for Lover's Package

Inches

Ad Amt

$180.00

Comm Flat Comm. 18%

Comm Due

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$132.00

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

4193

04/26/2007

Intermission Weekly

Total for Cell Towns

18%

$0.00

$23.76

$132.00

$0.00

$23.76

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

18%

$0.00

$84.00

18%

$0.00

$15.12

$84.00

$0.00

$15.12

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Ripl Ad No.

Ad Date

Publ.

Description

4499

04/26/2007

Weekly New

5118

04/26/2007

Have you joined

Total for Ripl

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

04/27/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Dick's Drive In Ad No.

Ad Date

Publ.

Description

4172

04/27/2007

Biz Dir

Total for Dick's Drive In

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$84.00

Customer Ripl Ad No.

Ad Date

Publ.

Description

5118

04/27/2007

Have you joined

Total for Ripl

18%

$0.00

$15.12

$84.00

$0.00

$15.12

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$200.00

Customer Jostens Ad No.

Ad Date

Publ.

Description

4980

04/30/2007

Ad 1

Total for Jostens

18%

$0.00

$36.00

$200.00

$0.00

$36.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

04/30/2007

Biz Dir

18%

$0.00

$3.60

Print Date: 01/17/08 11:31 AM

Page 14 of 14

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 4/1/07 and saleDate <= 4/30/07 and hold = true Total for Foreign Auto Rebuild, Inc.

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

18%

$0.00

$84.00

18%

$0.00

$15.12

$84.00

$0.00

$15.12

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Ripl Ad No.

Ad Date

Publ.

Description

4500

04/30/2007

Color New

5118

04/30/2007

Have you joined

Total for Ripl

Customer Skin MD Ad No.

Ad Date

Publ.

Description

5212

04/30/2007

Evening of Beauty

$216.00

Total for Jenny Wang

118

Total for all reps:

118

Total for Skin MD

18%

$0.00

$38.88

$216.00

$0.00

$38.88

1,499

$11,887.50

$0.00

$2,211.74

1,499

$11,887.50

$0.00

$2,211.74

Print Date: 01/17/08 12:09 PM

Page 1 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true Rep Jenny Wang Customer Jostens Ad No.

Ad Date

Publ.

Description

4980

05/01/2007

Ad 1

Total for Jostens

Inches

Ad Amt

$200.00

Comm Flat Comm. 18%

Comm Due

$0.00

$36.00

$200.00

$0.00

$36.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

4239

05/01/2007

Band Ad

Total for Irish Emigrant

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$84.00

Customer Ripl Ad No.

Ad Date

Publ.

Description

5118

05/01/2007

Have you joined

Total for Ripl

18%

$0.00

$15.12

$84.00

$0.00

$15.12

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$200.00

Customer Jostens Ad No.

Ad Date

Publ.

Description

4980

05/02/2007

Ad 1

Total for Jostens

18%

$0.00

$36.00

$200.00

$0.00

$36.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Icon Coffee Ad No.

Ad Date

Publ.

Description

4822

05/02/2007

Icon Coffe Banner

$72.00

Total for Icon Coffee

18%

$0.00

$12.96

$72.00

$0.00

$12.96

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$240.00

Customer WSECU-Washington State Employees Credit Union Ad No.

Ad Date

Publ.

Description

3603

05/02/2007

Special Editions

Total for WSECU-Washington State

18%

$0.00

$43.20

$240.00

$0.00

$43.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer School of Teaching ESL Ad No.

Ad Date

Publ.

Description

1186

05/02/2007

SchoolofESL.2X2.

$13.25

Inches

Total for School of Teaching ESL

18%

$0.00

$2.38

$13.25

$0.00

$2.38

Ad Amt

Comm Flat Comm.

Comm Due

Customer Kavu Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 12:09 PM

Page 2 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true 4983 05/02/2007 BD Coupon 2 $12.00 Total for Kavu

18%

$0.00

$2.16

$12.00

$0.00

$2.16

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

05/02/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$360.00

Customer Janet Wainwright Public Relations Ad No.

Ad Date

Publ.

Description

5216

05/02/2007

Zoka Screening

Total for Janet Wainwright Public Relations

18%

$0.00

$64.80

$360.00

$0.00

$64.80

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer David Spring, PhD Ad No.

Ad Date

Publ.

Description

4051

05/02/2007

Biz Dir

Total for David Spring, PhD

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$84.00

Customer Ripl Ad No.

Ad Date

Publ.

Description

5118

05/02/2007

Have you joined

Total for Ripl

18%

$0.00

$15.12

$84.00

$0.00

$15.12

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Underdawg Records Ad No.

Ad Date

Publ.

Description

4003

05/02/2007

Weekly Underdawg

Total for Underdawg Records

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Dawg Digs Ad No.

Ad Date

Publ.

Description

4969

05/02/2007

Promo

$36.00

18%

$0.00

$6.48

4970

05/02/2007

Promo

$36.00

18%

$0.00

$6.48

4971

05/02/2007

Promo

$36.00

18%

$0.00

$6.48

4972

05/02/2007

Promo

$36.00

18%

$0.00

$6.48

4973

05/02/2007

Promo

$36.00

18%

$0.00

$6.48

4974

05/02/2007

Promo

$36.00

18%

$0.00

$6.48

$216.00

$0.00

$38.88

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Total for Dawg Digs

Customer St Paul Orthodox Church Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 12:09 PM

Page 3 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true 5184 05/02/2007 SS Seminar 10 $70.00 Total for St Paul Orthodox Church

18%

$0.00

$12.60

$70.00

$0.00

$12.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$264.00

Customer Mark - retired professor Ad No.

Ad Date

Publ.

Description

5089

05/02/2007

Sci Fi

Total for Mark - retired professor

18%

$0.00

$47.52

$264.00

$0.00

$47.52

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$200.00

Customer Jostens Ad No.

Ad Date

Publ.

Description

4980

05/03/2007

Ad 1

Total for Jostens

18%

$0.00

$36.00

$200.00

$0.00

$36.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$72.00

Customer Icon Coffee Ad No.

Ad Date

Publ.

Description

4823

05/03/2007

Icon Coffee Banner

Total for Icon Coffee

18%

$0.00

$12.96

$72.00

$0.00

$12.96

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

4092

05/03/2007

Mars Hill Biz Dir

Total for Mars Hill Church

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$127.50

Customer Dante's Steak and Grog Ad No.

Ad Date

Publ.

Description

3726

05/03/2007

Weekly Cartoon

Total for Dante's Steak and Grog

18%

$0.00

$22.95

$127.50

$0.00

$22.95

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$164.00

Customer Wells Fargo Financial Ad No.

Ad Date

Publ.

Description

4265

05/03/2007

Hair

Total for Wells Fargo Financial

18%

$0.00

$29.52

$164.00

$0.00

$29.52

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$224.00

Inches

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

4542

05/03/2007

Band Ad

Total for Irish Emigrant

18%

$0.00

$40.32

$224.00

$0.00

$40.32

Ad Amt

Comm Flat Comm.

Comm Due

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 12:09 PM

Page 4 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true 3029 05/03/2007 AE Some Like It Hot 20 $180.00 Total for Lover's Package

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$132.00

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

4193

05/03/2007

Intermission Weekly

Total for Cell Towns

18%

$0.00

$23.76

$132.00

$0.00

$23.76

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$84.00

Customer Ripl Ad No.

Ad Date

Publ.

Description

5118

05/03/2007

Have you joined

Total for Ripl

18%

$0.00

$15.12

$84.00

$0.00

$15.12

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$200.00

Customer Jostens Ad No.

Ad Date

Publ.

Description

4980

05/04/2007

Ad 1

Total for Jostens

18%

$0.00

$36.00

$200.00

$0.00

$36.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

05/04/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Dick's Drive In Ad No.

Ad Date

Publ.

Description

4172

05/04/2007

Biz Dir

Total for Dick's Drive In

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$84.00

Customer Ripl Ad No.

Ad Date

Publ.

Description

5118

05/04/2007

Have you joined

Total for Ripl

18%

$0.00

$15.12

$84.00

$0.00

$15.12

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$100.00

Inches

Customer Ameriprise Ad No.

Ad Date

Publ.

Description

5397

05/07/2007

Careers

Total for Ameriprise

30%

$0.00

$30.00

$100.00

$0.00

$30.00

Ad Amt

Comm Flat Comm.

Comm Due

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 12:09 PM

Page 5 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true 4032 05/07/2007 MD Biz Dir 4 $20.00 Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Enviroissues Ad No.

Ad Date

Publ.

Description

5287

05/07/2007

Children's Hospital

$70.00

Total for Enviroissues

18%

$0.00

$12.60

$70.00

$0.00

$12.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$100.00

Customer Metro Self Storage c/o Urban Ad No.

Ad Date

Publ.

Description

5386

05/07/2007

Online

Total for Metro Self Storage c/o Urban

30%

$0.00

$30.00

$100.00

$0.00

$30.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

4239

05/08/2007

Band Ad

Total for Irish Emigrant

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Enviroissues Ad No.

Ad Date

Publ.

Description

5287

05/08/2007

Children's Hospital

$70.00

Total for Enviroissues

18%

$0.00

$12.60

$70.00

$0.00

$12.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Icon Coffee Ad No.

Ad Date

Publ.

Description

4822

05/09/2007

Icon Coffe Banner

$72.00

Total for Icon Coffee

18%

$0.00

$12.96

$72.00

$0.00

$12.96

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer School of Teaching ESL Ad No.

Ad Date

Publ.

Description

1186

05/09/2007

SchoolofESL.2X2.

$13.25

Total for School of Teaching ESL

18%

$0.00

$2.38

$13.25

$0.00

$2.38

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$12.00

Inches

Customer Kavu Ad No.

Ad Date

Publ.

Description

4983

05/09/2007

Coupon

Total for Kavu

18%

$0.00

$2.16

$12.00

$0.00

$2.16

Ad Amt

Comm Flat Comm.

Comm Due

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 12:09 PM

Page 6 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true 4032 05/09/2007 BD Biz Dir 4 $20.00 Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Enviroissues Ad No.

Ad Date

Publ.

Description

5287

05/09/2007

Children's Hospital

$70.00

Total for Enviroissues

18%

$0.00

$12.60

$70.00

$0.00

$12.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer David Spring, PhD Ad No.

Ad Date

Publ.

Description

4051

05/09/2007

Biz Dir

Total for David Spring, PhD

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Underdawg Records Ad No.

Ad Date

Publ.

Description

4003

05/09/2007

Weekly Underdawg

Total for Underdawg Records

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$140.00

Customer Chinese Arts and Music Association Ad No.

Ad Date

Publ.

Description

5388

05/09/2007

Event

Total for Chinese Arts and Music

18%

$0.00

$25.20

$140.00

$0.00

$25.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Metro Self Storage c/o Urban Ad No.

Ad Date

Publ.

Description

5385

05/09/2007

Biz Dir

Total for Metro Self Storage c/o Urban

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$72.00

Customer Icon Coffee Ad No.

Ad Date

Publ.

Description

4823

05/10/2007

Icon Coffee Banner

Total for Icon Coffee

18%

$0.00

$12.96

$72.00

$0.00

$12.96

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Inches

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

4092

05/10/2007

Mars Hill Biz Dir

Total for Mars Hill Church

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Ad Amt

Comm Flat Comm.

Comm Due

Customer Dante's Steak and Grog Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 12:09 PM

Page 7 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true 3726 05/10/2007 TD Weekly Cartoon 15 $127.50 Total for Dante's Steak and Grog

18%

$0.00

$22.95

$127.50

$0.00

$22.95

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$440.00

Customer Ameriprise Ad No.

Ad Date

Publ.

Description

5439

05/10/2007

Event

Total for Ameriprise

18%

$0.00

$79.20

$440.00

$0.00

$79.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$164.00

Customer Wells Fargo Financial Ad No.

Ad Date

Publ.

Description

4265

05/10/2007

Hair

Total for Wells Fargo Financial

18%

$0.00

$29.52

$164.00

$0.00

$29.52

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$224.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

4542

05/10/2007

Band Ad

Total for Irish Emigrant

18%

$0.00

$40.32

$224.00

$0.00

$40.32

Comm Flat Comm.

Comm Due

Customer Wing-It Productions Ad No.

Ad Date

Publ.

Description

Inches

Ad Amt

5337

05/10/2007

Anniversary

$140.00

Total for Wing-It Productions

18%

$0.00

$25.20

$140.00

$0.00

$25.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3029

05/10/2007

Some Like It Hot

Total for Lover's Package

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$132.00

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

4193

05/10/2007

Intermission Weekly

Total for Cell Towns

18%

$0.00

$23.76

$132.00

$0.00

$23.76

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Enviroissues Ad No.

Ad Date

Publ.

Description

5287

05/10/2007

Children's Hospital

$70.00

Inches

Total for Enviroissues

18%

$0.00

$12.60

$70.00

$0.00

$12.60

Ad Amt

Comm Flat Comm.

Comm Due

Customer Ripl Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 12:09 PM

Page 8 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true 5400 05/10/2007 TD New 10 $105.00 Total for Ripl

18%

$0.00

$18.90

$105.00

$0.00

$18.90

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Customer Rigos Professional Education Programs Ad No.

Ad Date

Publ.

Description

5460

05/10/2007

TBD

Total for Rigos Professional Education

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$440.00

Customer Ameriprise Ad No.

Ad Date

Publ.

Description

5439

05/11/2007

Event

Total for Ameriprise

18%

$0.00

$79.20

$440.00

$0.00

$79.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

05/11/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Enviroissues Ad No.

Ad Date

Publ.

Description

5287

05/11/2007

Children's Hospital

$70.00

Total for Enviroissues

18%

$0.00

$12.60

$70.00

$0.00

$12.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Dick's Drive In Ad No.

Ad Date

Publ.

Description

4172

05/11/2007

Biz Dir

Total for Dick's Drive In

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$200.00

Customer Jostens Ad No.

Ad Date

Publ.

Description

4981

05/14/2007

Ad 2

Total for Jostens

18%

$0.00

$36.00

$200.00

$0.00

$36.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$440.00

Inches

Customer Ameriprise Ad No.

Ad Date

Publ.

Description

5439

05/14/2007

Event

Total for Ameriprise

18%

$0.00

$79.20

$440.00

$0.00

$79.20

Ad Amt

Comm Flat Comm.

Comm Due

Customer Wing-It Productions Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 12:09 PM

Page 9 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true 5342 05/14/2007 TD Anniversary 20 $140.00 Total for Wing-It Productions

18%

$0.00

$25.20

$140.00

$0.00

$25.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

05/14/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$100.00

Customer Enviroissues Ad No.

Ad Date

Publ.

Description

5350

05/14/2007

Event

Total for Enviroissues

30%

$0.00

$30.00

$100.00

$0.00

$30.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$28.00

Customer Washington Public Campaigns Ad No.

Ad Date

Publ.

Description

5325

05/14/2007

WPC Comedy Night

Total for Washington Public Campaigns

18%

$0.00

$5.04

$28.00

$0.00

$5.04

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Metro Self Storage c/o Urban Ad No.

Ad Date

Publ.

Description

5385

05/14/2007

Biz Dir

$20.00

18%

$0.00

$3.60

5386

05/14/2007

Online

$100.00

30%

$0.00

$30.00

$120.00

$0.00

$33.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$200.00

Total for Metro Self Storage c/o Urban

Customer Jostens Ad No.

Ad Date

Publ.

Description

4981

05/15/2007

Ad 2

Total for Jostens

18%

$0.00

$36.00

$200.00

$0.00

$36.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$440.00

Customer Ameriprise Ad No.

Ad Date

Publ.

Description

5439

05/15/2007

Event

Total for Ameriprise

18%

$0.00

$79.20

$440.00

$0.00

$79.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

4239

05/15/2007

Band Ad

Total for Irish Emigrant

18%

$0.00

Print Date: 01/17/08 12:09 PM

Page 10 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4033

05/15/2007

2x4

Total for Foreign Auto Rebuild, Inc.

Inches

Ad Amt

$68.00

Comm Flat Comm. 18%

Comm Due

$0.00

$12.24

$68.00

$0.00

$12.24

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$105.00

Customer Ripl Ad No.

Ad Date

Publ.

Description

5400

05/15/2007

New

Total for Ripl

18%

$0.00

$18.90

$105.00

$0.00

$18.90

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$28.00

Customer Washington Public Campaigns Ad No.

Ad Date

Publ.

Description

5325

05/15/2007

WPC Comedy Night

Total for Washington Public Campaigns

18%

$0.00

$5.04

$28.00

$0.00

$5.04

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$70.00

Customer St Paul Orthodox Church Ad No.

Ad Date

Publ.

Description

5554

05/15/2007

Seminar

Total for St Paul Orthodox Church

18%

$0.00

$12.60

$70.00

$0.00

$12.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Customer Rigos Professional Education Programs Ad No.

Ad Date

Publ.

Description

5460

05/15/2007

TBD

Total for Rigos Professional Education

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$200.00

Customer Jostens Ad No.

Ad Date

Publ.

Description

4981

05/16/2007

Ad 2

Total for Jostens

18%

$0.00

$36.00

$200.00

$0.00

$36.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Icon Coffee Ad No.

Ad Date

Publ.

Description

4822

05/16/2007

Icon Coffe Banner

$72.00

Total for Icon Coffee

18%

$0.00

$12.96

$72.00

$0.00

$12.96

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer School of Teaching ESL Ad No.

Ad Date

Publ.

Description

1186

05/16/2007

SchoolofESL.2X2.

$13.25

Total for School of Teaching ESL

18%

$0.00

$2.38

$0.00

$2.38

Print Date: 01/17/08 12:09 PM

Page 11 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true Customer Kavu Ad No.

Ad Date

Publ.

Description

4983

05/16/2007

Coupon

Total for Kavu

Inches

Ad Amt

$12.00

Comm Flat Comm. 18%

Comm Due

$0.00

$2.16

$12.00

$0.00

$2.16

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

05/16/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Enviroissues Ad No.

Ad Date

Publ.

Description

5288

05/16/2007

Children's Hospital

$70.00

Total for Enviroissues

18%

$0.00

$12.60

$70.00

$0.00

$12.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer David Spring, PhD Ad No.

Ad Date

Publ.

Description

4051

05/16/2007

Biz Dir

Total for David Spring, PhD

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Underdawg Records Ad No.

Ad Date

Publ.

Description

4003

05/16/2007

Weekly Underdawg

Total for Underdawg Records

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$264.00

Customer Mark - retired professor Ad No.

Ad Date

Publ.

Description

5089

05/16/2007

Sci Fi

Total for Mark - retired professor

18%

$0.00

$47.52

$264.00

$0.00

$47.52

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$340.00

18%

$0.00

$61.20

$20.00

18%

$0.00

$3.60

$360.00

$0.00

$64.80

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$200.00

Customer Metro Self Storage c/o Urban Ad No.

Ad Date

Publ.

Description

5384

05/16/2007

Coupon!

5385

05/16/2007

Biz Dir

Total for Metro Self Storage c/o Urban

Customer Jostens Ad No.

Ad Date

Publ.

Description

4981

05/17/2007

Ad 2

18%

$0.00

$36.00

Print Date: 01/17/08 12:09 PM

Page 12 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true Total for Jostens

$200.00

$0.00

$36.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$72.00

Customer Icon Coffee Ad No.

Ad Date

Publ.

Description

4823

05/17/2007

Icon Coffee Banner

Total for Icon Coffee

18%

$0.00

$12.96

$72.00

$0.00

$12.96

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

4092

05/17/2007

Mars Hill Biz Dir

Total for Mars Hill Church

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$127.50

Customer Dante's Steak and Grog Ad No.

Ad Date

Publ.

Description

3726

05/17/2007

Weekly Cartoon

Total for Dante's Steak and Grog

18%

$0.00

$22.95

$127.50

$0.00

$22.95

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$164.00

Customer Wells Fargo Financial Ad No.

Ad Date

Publ.

Description

4265

05/17/2007

Hair

Total for Wells Fargo Financial

18%

$0.00

$29.52

$164.00

$0.00

$29.52

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$224.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

4542

05/17/2007

Band Ad

Total for Irish Emigrant

18%

$0.00

$40.32

$224.00

$0.00

$40.32

Comm Flat Comm.

Comm Due

Customer Wing-It Productions Ad No.

Ad Date

Publ.

Description

Inches

Ad Amt

5337

05/17/2007

Anniversary

$140.00

Total for Wing-It Productions

18%

$0.00

$25.20

$140.00

$0.00

$25.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3029

05/17/2007

Some Like It Hot

Total for Lover's Package

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$132.00

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

4193

05/17/2007

Intermission Weekly

18%

$0.00

$23.76

Print Date: 01/17/08 12:10 PM

Page 13 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true Total for Cell Towns

$132.00

$0.00

$23.76

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$105.00

Customer Ripl Ad No.

Ad Date

Publ.

Description

5400

05/17/2007

New

Total for Ripl

18%

$0.00

$18.90

$105.00

$0.00

$18.90

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$200.00

Customer Jostens Ad No.

Ad Date

Publ.

Description

4981

05/18/2007

Ad 2

Total for Jostens

18%

$0.00

$36.00

$200.00

$0.00

$36.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer WSECU-Washington State Employees Credit Union Ad No.

Ad Date

Publ.

Description

5211

05/18/2007

Street fair

Total for WSECU-Washington State

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Dawgpound Ad No.

Ad Date

Publ.

Description

5227

05/18/2007

Street Fair

Total for Dawgpound

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

5195

05/18/2007

Street Fair

Total for Cell Towns

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

05/18/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Dick's Drive In Ad No.

Ad Date

Publ.

Description

4172

05/18/2007

Biz Dir

Total for Dick's Drive In

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Mighty-O Doughnuts Ad No.

Ad Date

Publ.

Description

5228

05/18/2007

Street Fair

18%

$0.00

Print Date: 01/17/08 12:10 PM

Page 14 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true Total for Mighty-O Doughnuts

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Seattle Sake Dragon Ad No.

Ad Date

Publ.

Description

5674

05/18/2007

Street Fair

Total for Seattle Sake Dragon

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Mad Science Ad No.

Ad Date

Publ.

Description

5300

05/18/2007

Street Fair

Total for Mad Science

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$200.00

Customer Jostens Ad No.

Ad Date

Publ.

Description

4981

05/21/2007

Ad 2

Total for Jostens

18%

$0.00

$36.00

$200.00

$0.00

$36.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

05/21/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Metro Self Storage c/o Urban Ad No.

Ad Date

Publ.

Description

5385

05/21/2007

Biz Dir

$20.00

18%

$0.00

$3.60

5386

05/21/2007

Online

$100.00

30%

$0.00

$30.00

$120.00

$0.00

$33.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$200.00

Total for Metro Self Storage c/o Urban

Customer Jostens Ad No.

Ad Date

Publ.

Description

4981

05/22/2007

Ad 2

Total for Jostens

18%

$0.00

$36.00

$200.00

$0.00

$36.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Inches

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

4239

05/22/2007

Band Ad

Total for Irish Emigrant

18%

$0.00

Ad Amt

Comm Flat Comm.

Comm Due

Customer Jostens Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 12:10 PM

Page 15 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true 4981 05/23/2007 TD Ad 2 20 $200.00 Total for Jostens

18%

$0.00

$36.00

$200.00

$0.00

$36.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Icon Coffee Ad No.

Ad Date

Publ.

Description

4822

05/23/2007

Icon Coffe Banner

$72.00

Total for Icon Coffee

18%

$0.00

$12.96

$72.00

$0.00

$12.96

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer School of Teaching ESL Ad No.

Ad Date

Publ.

Description

1186

05/23/2007

SchoolofESL.2X2.

$13.25

Total for School of Teaching ESL

18%

$0.00

$2.38

$13.25

$0.00

$2.38

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$12.00

Customer Kavu Ad No.

Ad Date

Publ.

Description

4983

05/23/2007

Coupon

Total for Kavu

18%

$0.00

$2.16

$12.00

$0.00

$2.16

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

05/23/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer David Spring, PhD Ad No.

Ad Date

Publ.

Description

4051

05/23/2007

Biz Dir

Total for David Spring, PhD

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Underdawg Records Ad No.

Ad Date

Publ.

Description

4003

05/23/2007

Weekly Underdawg

Total for Underdawg Records

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Inches

Customer Metro Self Storage c/o Urban Ad No.

Ad Date

Publ.

Description

5385

05/23/2007

Biz Dir

Total for Metro Self Storage c/o Urban

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Ad Amt

Comm Flat Comm.

Comm Due

Customer Jostens Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 12:10 PM

Page 16 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true 4981 05/24/2007 TD Ad 2 20 $200.00 Total for Jostens

18%

$0.00

$36.00

$200.00

$0.00

$36.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$72.00

Customer Icon Coffee Ad No.

Ad Date

Publ.

Description

4823

05/24/2007

Icon Coffee Banner

Total for Icon Coffee

18%

$0.00

$12.96

$72.00

$0.00

$12.96

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

4092

05/24/2007

Mars Hill Biz Dir

Total for Mars Hill Church

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$127.50

Customer Dante's Steak and Grog Ad No.

Ad Date

Publ.

Description

3726

05/24/2007

Weekly Cartoon

Total for Dante's Steak and Grog

18%

$0.00

$22.95

$127.50

$0.00

$22.95

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$164.00

Customer Wells Fargo Financial Ad No.

Ad Date

Publ.

Description

4265

05/24/2007

Hair

Total for Wells Fargo Financial

18%

$0.00

$29.52

$164.00

$0.00

$29.52

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$224.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

4542

05/24/2007

Band Ad

Total for Irish Emigrant

18%

$0.00

$40.32

$224.00

$0.00

$40.32

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3029

05/24/2007

Some Like It Hot

Total for Lover's Package

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$132.00

Inches

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

4193

05/24/2007

Intermission Weekly

Total for Cell Towns

18%

$0.00

$23.76

$132.00

$0.00

$23.76

Ad Amt

Comm Flat Comm.

Comm Due

Customer Ripl Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 12:10 PM

Page 17 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true 5767 05/24/2007 AE New 2 8 $84.00 Total for Ripl

18%

$0.00

$15.12

$84.00

$0.00

$15.12

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$200.00

Customer Jostens Ad No.

Ad Date

Publ.

Description

4981

05/25/2007

Ad 2

Total for Jostens

18%

$0.00

$36.00

$200.00

$0.00

$36.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

05/25/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Dick's Drive In Ad No.

Ad Date

Publ.

Description

4172

05/25/2007

Biz Dir

Total for Dick's Drive In

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$100.00

Customer Metro Self Storage c/o Urban Ad No.

Ad Date

Publ.

Description

5386

05/28/2007

Online

Total for Metro Self Storage c/o Urban

30%

$0.00

$30.00

$100.00

$0.00

$30.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$200.00

Customer Jostens Ad No.

Ad Date

Publ.

Description

4981

05/29/2007

Ad 2

Total for Jostens

18%

$0.00

$36.00

$200.00

$0.00

$36.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

4239

05/29/2007

Band Ad

Total for Irish Emigrant

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$200.00

Inches

Customer Jostens Ad No.

Ad Date

Publ.

Description

4981

05/30/2007

Ad 2

Total for Jostens

18%

$0.00

$36.00

$200.00

$0.00

$36.00

Ad Amt

Comm Flat Comm.

Comm Due

Customer Icon Coffee Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 12:10 PM

Page 18 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true 4822 05/30/2007 TD Icon Coffe Banner 6 $72.00 Total for Icon Coffee

18%

$0.00

$12.96

$72.00

$0.00

$12.96

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer School of Teaching ESL Ad No.

Ad Date

Publ.

Description

1186

05/30/2007

SchoolofESL.2X2.

$13.25

Total for School of Teaching ESL

18%

$0.00

$2.38

$13.25

$0.00

$2.38

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$12.00

Customer Kavu Ad No.

Ad Date

Publ.

Description

4983

05/30/2007

Coupon

Total for Kavu

18%

$0.00

$2.16

$12.00

$0.00

$2.16

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

05/30/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer David Spring, PhD Ad No.

Ad Date

Publ.

Description

4051

05/30/2007

Biz Dir

Total for David Spring, PhD

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Underdawg Records Ad No.

Ad Date

Publ.

Description

4003

05/30/2007

Weekly Underdawg

Total for Underdawg Records

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Metro Self Storage c/o Urban Ad No.

Ad Date

Publ.

Description

5385

05/30/2007

Biz Dir

Total for Metro Self Storage c/o Urban

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$200.00

Inches

Customer Jostens Ad No.

Ad Date

Publ.

Description

4981

05/31/2007

Ad 2

Total for Jostens

18%

$0.00

$36.00

$200.00

$0.00

$36.00

Ad Amt

Comm Flat Comm.

Comm Due

Customer Icon Coffee Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 12:10 PM

Page 19 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true 4823 05/31/2007 AE Icon Coffee Banner 6 $72.00 Total for Icon Coffee

18%

$0.00

$12.96

$72.00

$0.00

$12.96

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

4092

05/31/2007

Mars Hill Biz Dir

Total for Mars Hill Church

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$127.50

Customer Dante's Steak and Grog Ad No.

Ad Date

Publ.

Description

3726

05/31/2007

Weekly Cartoon

Total for Dante's Steak and Grog

18%

$0.00

$22.95

$127.50

$0.00

$22.95

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$164.00

Customer Wells Fargo Financial Ad No.

Ad Date

Publ.

Description

4265

05/31/2007

Hair

Total for Wells Fargo Financial

18%

$0.00

$29.52

$164.00

$0.00

$29.52

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$224.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

4542

05/31/2007

Band Ad

Total for Irish Emigrant

18%

$0.00

$40.32

$224.00

$0.00

$40.32

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3029

05/31/2007

Some Like It Hot

Total for Lover's Package

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$132.00

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

4193

05/31/2007

Intermission Weekly

Total for Cell Towns

18%

$0.00

$23.76

$132.00

$0.00

$23.76

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Inches

Customer Ripl Ad No.

Ad Date

Publ.

Description

5767

05/31/2007

New 2

Total for Ripl

18%

$0.00

Ad Amt

Comm Flat Comm.

Comm Due

Customer Phil McCoy Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 12:10 PM

Page 20 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true 5895 05/31/2007 AE sci fi 10 $180.00 Total for Phil McCoy

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$200.00

Customer Jostens Ad No.

Ad Date

Publ.

Description

4981

06/01/2007

Ad 2

Total for Jostens

18%

$0.00

$36.00

$200.00

$0.00

$36.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$252.00

Customer S. Callan Advertising Ad No.

Ad Date

Publ.

Description

5769

06/01/2007

Rise Bloodhunter

Total for S. Callan Advertising

18%

$0.00

$45.36

$252.00

$0.00

$45.36

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$70.00

Customer LIOS Ad No.

Ad Date

Publ.

Description

4968

06/01/2007

Event

Total for LIOS

18%

$0.00

$12.60

$70.00

$0.00

$12.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$132.00

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

5728

06/01/2007

Summer Vacay

Total for Cell Towns

18%

$0.00

$23.76

$132.00

$0.00

$23.76

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

06/01/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$360.00

Customer Janet Wainwright Public Relations Ad No.

Ad Date

Publ.

Description

5932

06/01/2007

Raffle

Total for Janet Wainwright Public Relations

18%

$0.00

$64.80

$360.00

$0.00

$64.80

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Inches

Customer Dick's Drive In Ad No.

Ad Date

Publ.

Description

4172

06/01/2007

Biz Dir

Total for Dick's Drive In

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Ad Amt

Comm Flat Comm.

Comm Due

Customer Hawaii General Store Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 12:10 PM

Page 21 of 21

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 5/1/07 and saleDate <= 6/1/07 and hold = true 5897 06/01/2007 SS Fresh Leis 10 $180.00 Total for Hawaii General Store

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$70.00

Customer Skagit Valley College Ad No.

Ad Date

Publ.

Description

5726

06/01/2007

TBD

$0.00

$12.60

$70.00

$0.00

$12.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$340.00

Total for Jenny Wang

168

Total for all reps:

168

Total for Skagit Valley College

18%

Customer Metro Self Storage c/o Urban Ad No.

Ad Date

Publ.

Description

5384

06/01/2007

Coupon!

Total for Metro Self Storage c/o Urban

18%

$0.00

$61.20

$340.00

$0.00

$61.20

1,867

$17,430.75

$0.00

$3,209.51

1,867

$17,430.75

$0.00

$3,209.51

Print Date: 01/17/08 11:30 AM

Page 1 of 9

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 2/1/07 and saleDate <= 2/28/07 and hold = true Rep Jenny Wang Customer S. Callan Advertising Ad No.

Ad Date

Publ.

Description

3483

02/01/2007

God Grew Tired of Us

Total for S. Callan Advertising

Inches

Ad Amt

$72.00

Comm Flat Comm. 18%

Comm Due

$0.00

$12.96

$72.00

$0.00

$12.96

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

2941

02/01/2007

Biz Dir

Total for Mars Hill Church

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$127.50

Customer Dante's Steak and Grog Ad No.

Ad Date

Publ.

Description

3344

02/01/2007

Weekly Cartoon

Total for Dante's Steak and Grog

18%

$0.00

$22.95

$127.50

$0.00

$22.95

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

3429

02/01/2007

Ladies' Night

$280.00

18%

$0.00

$50.40

3430

02/01/2007

SuperBowl Party

$280.00

18%

$0.00

$50.40

$560.00

$0.00

$100.80

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Total for Irish Emigrant

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3029

02/01/2007

Some Like It Hot

Total for Lover's Package

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$132.00

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

3425

02/01/2007

Weekly Specials

Total for Cell Towns

18%

$0.00

$23.76

$132.00

$0.00

$23.76

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$70.00

Customer Arts West Ad No.

Ad Date

Publ.

Description

2909

02/01/2007

How I Got That Story

Total for Arts West

18%

$0.00

$12.60

$0.00

$12.60

Print Date: 01/17/08 11:30 AM

Page 2 of 9

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 2/1/07 and saleDate <= 2/28/07 and hold = true Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2983

02/02/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

Inches

Ad Amt

$20.00

Comm Flat Comm. 18%

Comm Due

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$12.00

Customer Seattle Tennis Club Ad No.

Ad Date

Publ.

Description

3530

02/05/2007

Grounds person

Total for Seattle Tennis Club

18%

$0.00

$2.16

$12.00

$0.00

$2.16

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2981

02/05/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Glenn Godden Ad No.

Ad Date

Publ.

Description

3500

02/05/2007

Why Buy

Total for Glenn Godden

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Seattle Tennis Club Ad No.

Ad Date

Publ.

Description

3530

02/06/2007

Grounds person

$12.00

18%

$0.00

$2.16

3530

02/07/2007

Grounds person

$12.00

18%

$0.00

$2.16

$24.00

$0.00

$4.32

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$240.00

Total for Seattle Tennis Club

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

3356

02/07/2007

Jesus is Everything

Total for Mars Hill Church

18%

$0.00

$43.20

$240.00

$0.00

$43.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$240.00

Customer Fremont Dock Ad No.

Ad Date

Publ.

Description

3318

02/07/2007

Weekly Specials

Total for Fremont Dock

18%

$0.00

$43.20

$240.00

$0.00

$43.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$920.00

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3039

02/07/2007

Sex/Valentine's

18%

$0.00

$165.60

Print Date: 01/17/08 11:30 AM

Page 3 of 9

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 2/1/07 and saleDate <= 2/28/07 and hold = true Total for Lover's Package

$920.00

$0.00

$165.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$132.00

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

3504

02/07/2007

Valentine's Day

Total for Cell Towns

18%

$0.00

$23.76

$132.00

$0.00

$23.76

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2980

02/07/2007

Biz Dir

$20.00

18%

$0.00

$3.60

3049

02/07/2007

2x4

$68.00

18%

$0.00

$12.24

$88.00

$0.00

$15.84

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Total for Foreign Auto Rebuild, Inc.

Customer David Spring, PhD Ad No.

Ad Date

Publ.

Description

3068

02/07/2007

David Spring Biz Dir

Total for David Spring, PhD

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Deep Roots Ad No.

Ad Date

Publ.

Description

3358

02/07/2007

TBD

Total for Deep Roots

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Glenn Godden Ad No.

Ad Date

Publ.

Description

3499

02/07/2007

Why Buy1

Total for Glenn Godden

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

2941

02/08/2007

Biz Dir

Total for Mars Hill Church

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Dante's Steak and Grog Ad No.

Ad Date

Publ.

Description

3344

02/08/2007

Weekly Cartoon

$0.00

18%

$0.00

3605

02/08/2007

Valentine's Day

$127.50

18%

$0.00

$22.95

$127.50

$0.00

$22.95

Total for Dante's Steak and Grog

Print Date: 01/17/08 11:30 AM

Page 4 of 9

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 2/1/07 and saleDate <= 2/28/07 and hold = true Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

3429

02/08/2007

Ladies' Night

Total for Irish Emigrant

Inches

Ad Amt

$280.00

Comm Flat Comm. 18%

Comm Due

$0.00

$50.40

$280.00

$0.00

$50.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3029

02/08/2007

Some Like It Hot

Total for Lover's Package

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$132.00

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

3425

02/08/2007

Weekly Specials

Total for Cell Towns

18%

$0.00

$23.76

$132.00

$0.00

$23.76

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$140.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

3607

02/09/2007

Weekly Entertainment

Total for Irish Emigrant

18%

$0.00

$25.20

$140.00

$0.00

$25.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2983

02/09/2007

Biz Dir

$20.00

18%

$0.00

$3.60

2981

02/12/2007

Biz Dir

$20.00

18%

$0.00

$3.60

$40.00

$0.00

$7.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Total for Foreign Auto Rebuild, Inc.

Customer Glenn Godden Ad No.

Ad Date

Publ.

Description

3500

02/12/2007

Why Buy

Total for Glenn Godden

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$140.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

3607

02/13/2007

Weekly Entertainment

Total for Irish Emigrant

18%

$0.00

$25.20

$140.00

$0.00

$25.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$240.00

Customer WSECU-Washington State Employees Credit Union Ad No.

Ad Date

Publ.

Description

3603

02/14/2007

Special Editions

18%

$0.00

$43.20

Print Date: 01/17/08 11:30 AM

Page 5 of 9

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 2/1/07 and saleDate <= 2/28/07 and hold = true Total for WSECU-Washington State

$240.00

$0.00

$43.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$127.50

Customer Dante's Steak and Grog Ad No.

Ad Date

Publ.

Description

3605

02/14/2007

Valentine's Day

Total for Dante's Steak and Grog

18%

$0.00

$22.95

$127.50

$0.00

$22.95

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$920.00

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3039

02/14/2007

Sex/Valentine's

Total for Lover's Package

18%

$0.00

$165.60

$920.00

$0.00

$165.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$132.00

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

3504

02/14/2007

Valentine's Day

Total for Cell Towns

18%

$0.00

$23.76

$132.00

$0.00

$23.76

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2980

02/14/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer David Spring, PhD Ad No.

Ad Date

Publ.

Description

3068

02/14/2007

David Spring Biz Dir

Total for David Spring, PhD

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Deep Roots Ad No.

Ad Date

Publ.

Description

3358

02/14/2007

TBD

Total for Deep Roots

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Glenn Godden Ad No.

Ad Date

Publ.

Description

3499

02/14/2007

Why Buy1

Total for Glenn Godden

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

2941

02/15/2007

Biz Dir

18%

$0.00

$3.60

Print Date: 01/17/08 11:30 AM

Page 6 of 9

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 2/1/07 and saleDate <= 2/28/07 and hold = true Total for Mars Hill Church

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Dante's Steak and Grog Ad No.

Ad Date

Publ.

Description

3344

02/15/2007

Weekly Cartoon

$0.00

18%

$0.00

3726

02/15/2007

Weekly Cartoon

$127.50

18%

$0.00

$22.95

$127.50

$0.00

$22.95

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$280.00

Total for Dante's Steak and Grog

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

3429

02/15/2007

Ladies' Night

Total for Irish Emigrant

18%

$0.00

$50.40

$280.00

$0.00

$50.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3029

02/15/2007

Some Like It Hot

Total for Lover's Package

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$132.00

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

3425

02/15/2007

Weekly Specials

Total for Cell Towns

18%

$0.00

$23.76

$132.00

$0.00

$23.76

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2983

02/16/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$140.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

3607

02/20/2007

Weekly Entertainment

Total for Irish Emigrant

18%

$0.00

$25.20

$140.00

$0.00

$25.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Inches

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2980

02/21/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Ad Amt

Comm Flat Comm.

Comm Due

Customer Dahn Yoga Ad No.

Ad Date

Publ.

Description

Print Date: 01/17/08 11:30 AM

Page 7 of 9

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 2/1/07 and saleDate <= 2/28/07 and hold = true 3814 02/21/2007 TD TBD 8 $96.00 Total for Dahn Yoga

18%

$0.00

$17.28

$96.00

$0.00

$17.28

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer David Spring, PhD Ad No.

Ad Date

Publ.

Description

3068

02/21/2007

David Spring Biz Dir

Total for David Spring, PhD

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Glenn Godden Ad No.

Ad Date

Publ.

Description

3499

02/21/2007

Why Buy1

Total for Glenn Godden

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

2941

02/22/2007

Biz Dir

Total for Mars Hill Church

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Dante's Steak and Grog Ad No.

Ad Date

Publ.

Description

3344

02/22/2007

Weekly Cartoon

$0.00

18%

$0.00

3726

02/22/2007

Weekly Cartoon

$127.50

18%

$0.00

$22.95

$127.50

$0.00

$22.95

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$280.00

Total for Dante's Steak and Grog

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

3429

02/22/2007

Ladies' Night

Total for Irish Emigrant

18%

$0.00

$50.40

$280.00

$0.00

$50.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3029

02/22/2007

Some Like It Hot

Total for Lover's Package

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$132.00

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

3425

02/22/2007

Weekly Specials

Total for Cell Towns

18%

$0.00

$23.76

$0.00

$23.76

Print Date: 01/17/08 11:30 AM

Page 8 of 9

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 2/1/07 and saleDate <= 2/28/07 and hold = true Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

3607

02/23/2007

Weekly Entertainment

Total for Irish Emigrant

Inches

Ad Amt

$0.00

Comm Flat Comm. 18%

Comm Due

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2983

02/23/2007

Biz Dir

$20.00

18%

$0.00

$3.60

2981

02/26/2007

Biz Dir

$20.00

18%

$0.00

$3.60

$40.00

$0.00

$7.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$96.00

Total for Foreign Auto Rebuild, Inc.

Customer Dahn Yoga Ad No.

Ad Date

Publ.

Description

3814

02/26/2007

TBD

Total for Dahn Yoga

18%

$0.00

$17.28

$96.00

$0.00

$17.28

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Customer Camp Danbee Ad No.

Ad Date

Publ.

Description

3224

02/26/2007

UW Day of 2007

Total for Camp Danbee

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Glenn Godden Ad No.

Ad Date

Publ.

Description

3500

02/26/2007

Why Buy

Total for Glenn Godden

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$140.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

3607

02/27/2007

Weekly Entertainment

Total for Irish Emigrant

18%

$0.00

$25.20

$140.00

$0.00

$25.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Customer Camp Danbee Ad No.

Ad Date

Publ.

Description

3224

02/27/2007

UW Day of 2007

Total for Camp Danbee

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2980

02/28/2007

Biz Dir

18%

$0.00

$3.60

Print Date: 01/17/08 11:30 AM

Page 9 of 9

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 2/1/07 and saleDate <= 2/28/07 and hold = true Total for Foreign Auto Rebuild, Inc.

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Dahn Yoga Ad No.

Ad Date

Publ.

Description

3896

02/28/2007

Coupon

Total for Dahn Yoga

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer David Spring, PhD Ad No.

Ad Date

Publ.

Description

3068

02/28/2007

David Spring Biz Dir

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Total for Jenny Wang

Total for all reps:

Total for David Spring, PhD

18%

Customer Glenn Godden Ad No.

Ad Date

Publ.

Description

3499

02/28/2007

Why Buy1

Total for Glenn Godden

18%

$0.00

$3.60

$20.00

$0.00

$3.60

1,004

$7,987.50

$0.00

$1,437.75

1,004

$7,987.50

$0.00

$1,437.75

Print Date: 01/17/08 11:28 AM

Page 1 of 6

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 1/1/07 and saleDate <= 1/31/07 and hold = true Rep Jenny Wang Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

2921

01/03/2007

Journey of Woman

Total for Mars Hill Church

Inches

Ad Amt

$140.00

Comm Flat Comm. 18%

Comm Due

$0.00

$25.20

$140.00

$0.00

$25.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$240.00

Customer Fremont Dock Ad No.

Ad Date

Publ.

Description

2930

01/03/2007

Weekly Specials

Total for Fremont Dock

18%

$0.00

$43.20

$240.00

$0.00

$43.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$140.00

Customer Arts West Ad No.

Ad Date

Publ.

Description

2918

01/03/2007

How I Got that Story

Total for Arts West

18%

$0.00

$25.20

$140.00

$0.00

$25.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

2941

01/04/2007

Biz Dir

Total for Mars Hill Church

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3029

01/04/2007

Some Like It Hot

Total for Lover's Package

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$360.00

Customer Janet Wainwright Public Relations Ad No.

Ad Date

Publ.

Description

2965

01/04/2007

Notes on a Scandal

Total for Janet Wainwright Public Relations

18%

$0.00

$64.80

$360.00

$0.00

$64.80

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2983

01/05/2007

Biz Dir

$20.00

18%

$0.00

$3.60

2981

01/08/2007

Biz Dir

$20.00

18%

$0.00

$3.60

$40.00

$0.00

$7.20

Total for Foreign Auto Rebuild, Inc.

Print Date: 01/17/08 11:28 AM

Page 2 of 6

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 1/1/07 and saleDate <= 1/31/07 and hold = true Customer Tibet Shining Ad No.

Ad Date

Publ.

Description

Inches

Ad Amt

2810

01/08/2007

2810

01/09/2007

Special Promotion

$0.00

18%

$0.00

Special Promotion

$0.00

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Total for Tibet Shining

Comm Flat Comm.

Comm Due

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2980

01/10/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Tibet Shining Ad No.

Ad Date

Publ.

Description

2810

01/10/2007

Special Promotion

$0.00

Total for Tibet Shining

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer David Spring, PhD Ad No.

Ad Date

Publ.

Description

3068

01/10/2007

David Spring Biz Dir

Total for David Spring, PhD

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

2941

01/11/2007

Biz Dir

Total for Mars Hill Church

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3029

01/11/2007

Some Like It Hot

Total for Lover's Package

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Tibet Shining Ad No.

Ad Date

Publ.

Description

2810

01/11/2007

Special Promotion

$0.00

Total for Tibet Shining

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2983

01/12/2007

Biz Dir

18%

$0.00

$3.60

Print Date: 01/17/08 11:29 AM

Page 3 of 6

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 1/1/07 and saleDate <= 1/31/07 and hold = true Total for Foreign Auto Rebuild, Inc.

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Tibet Shining Ad No.

Ad Date

Publ.

Description

2810

01/12/2007

Special Promotion

$0.00

Total for Tibet Shining

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$70.00

Customer LIOS Ad No.

Ad Date

Publ.

Description

3235

01/16/2007

Leaders Grow

Total for LIOS

18%

$0.00

$12.60

$70.00

$0.00

$12.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$68.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

3049

01/16/2007

2x4

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$12.24

$68.00

$0.00

$12.24

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$360.00

Customer Old Navy Ad No.

Ad Date

Publ.

Description

3215

01/16/2007

Career Guide

Total for Old Navy

18%

$0.00

$64.80

$360.00

$0.00

$64.80

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2980

01/17/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer David Spring, PhD Ad No.

Ad Date

Publ.

Description

3068

01/17/2007

David Spring Biz Dir

Total for David Spring, PhD

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

2941

01/18/2007

Biz Dir

Total for Mars Hill Church

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3029

01/18/2007

Some Like It Hot

18%

$0.00

$32.40

Print Date: 01/17/08 11:29 AM

Page 4 of 6

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 1/1/07 and saleDate <= 1/31/07 and hold = true Total for Lover's Package

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$70.00

Customer Arts West Ad No.

Ad Date

Publ.

Description

2909

01/18/2007

How I Got That Story

Total for Arts West

18%

$0.00

$12.60

$70.00

$0.00

$12.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2983

01/19/2007

Biz Dir

$20.00

18%

$0.00

$3.60

2981

01/22/2007

Biz Dir

$20.00

18%

$0.00

$3.60

2980

01/24/2007

Biz Dir

$20.00

18%

$0.00

$3.60

$60.00

$0.00

$10.80

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Total for Foreign Auto Rebuild, Inc.

Customer David Spring, PhD Ad No.

Ad Date

Publ.

Description

3068

01/24/2007

David Spring Biz Dir

Total for David Spring, PhD

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

2941

01/25/2007

Biz Dir

Total for Mars Hill Church

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3029

01/25/2007

Some Like It Hot

Total for Lover's Package

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$720.00

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

3357

01/25/2007

New Years Special

Total for Cell Towns

18%

$0.00

$129.60

$720.00

$0.00

$129.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$70.00

Customer Arts West Ad No.

Ad Date

Publ.

Description

2909

01/25/2007

How I Got That Story

Total for Arts West

18%

$0.00

$12.60

$0.00

$12.60

Print Date: 01/17/08 11:29 AM

Page 5 of 6

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 1/1/07 and saleDate <= 1/31/07 and hold = true Customer Cell Towns Ad No.

Ad Date

Publ.

Description

3405

01/26/2007

New Year's Special

Total for Cell Towns

Inches

Ad Amt

$420.00

Comm Flat Comm. 18%

Comm Due

$0.00

$75.60

$420.00

$0.00

$75.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2983

01/26/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Dahn Yoga Ad No.

Ad Date

Publ.

Description

3396

01/26/2007

January Promotion

Total for Dahn Yoga

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2981

01/29/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

3405

01/30/2007

New Year's Special

Total for Cell Towns

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$216.00

Customer Center for Teaching and Learning in China Ad No.

Ad Date

Publ.

Description

3465

01/31/2007

China Program

Total for Center for Teaching and Learning

18%

$0.00

$38.88

$216.00

$0.00

$38.88

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

3406

01/31/2007

New Year's Special

Total for Cell Towns

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2980

01/31/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$0.00

$3.60

Print Date: 01/17/08 11:29 AM

Page 6 of 6

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 1/1/07 and saleDate <= 1/31/07 and hold = true Customer David Spring, PhD Ad No.

Ad Date

Publ.

Description

Inches

Ad Amt

3068

01/31/2007

David Spring Biz Dir

$20.00

Total for Jenny Wang

Total for all reps:

Total for David Spring, PhD

Comm Flat Comm. 18%

Comm Due

$0.00

$3.60

$20.00

$0.00

$3.60

524

$3,974.00

$0.00

$715.32

524

$3,974.00

$0.00

$715.32

Print Date: 01/22/08 4:23 PM

Page 1 of 8

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 3/1/07 and saleDate <= 3/30/07 and hold = true Rep Jenny Wang Customer Kirkland Performance Center Ad No.

Ad Date

Publ.

Description

3959

03/01/2007

Special Play

Total for Kirkland Performance Center

Inches

Ad Amt

$480.00

Comm Flat Comm. 18%

Comm Due

$0.00

$86.40

$480.00

$0.00

$86.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

2941

03/01/2007

Biz Dir

Total for Mars Hill Church

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Dante's Steak and Grog Ad No.

Ad Date

Publ.

Description

3344

03/01/2007

Weekly Cartoon

$0.00

18%

$0.00

3726

03/01/2007

Weekly Cartoon

$127.50

18%

$0.00

$22.95

$127.50

$0.00

$22.95

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$240.00

Total for Dante's Steak and Grog

Customer Castle Superstore Ad No.

Ad Date

Publ.

Description

3945

03/01/2007

Grand Opening

Total for Castle Superstore

18%

$0.00

$43.20

$240.00

$0.00

$43.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$280.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

3429

03/01/2007

Ladies' Night

Total for Irish Emigrant

18%

$0.00

$50.40

$280.00

$0.00

$50.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3029

03/01/2007

Some Like It Hot

Total for Lover's Package

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$132.00

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

3425

03/01/2007

Weekly Specials

Total for Cell Towns

18%

$0.00

$23.76

$0.00

$23.76

Print Date: 01/22/08 4:23 PM

Page 2 of 8

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 3/1/07 and saleDate <= 3/30/07 and hold = true Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

Inches

Ad Amt

4027

03/02/2007

3/2 Irish Emigrant

$0.00

Total for Irish Emigrant

Comm Flat Comm. 18%

Comm Due

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2983

03/02/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Comm Flat Comm.

Comm Due

Customer Naral Pro-Choice Ad No.

Ad Date

Publ.

Description

Inches

Ad Amt

4036

03/02/2007

Pro-Choice

$70.00

Total for Naral Pro-Choice

18%

$0.00

$12.60

$70.00

$0.00

$12.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2981

03/05/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Glenn Godden Ad No.

Ad Date

Publ.

Description

3500

03/05/2007

Why Buy

Total for Glenn Godden

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Comm Flat Comm.

Comm Due

Customer Naral Pro-Choice Ad No.

Ad Date

Publ.

Description

Inches

Ad Amt

4036

03/05/2007

Pro-Choice

$70.00

Total for Naral Pro-Choice

18%

$0.00

$12.60

$70.00

$0.00

$12.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

3607

03/06/2007

Weekly Entertainment

Total for Irish Emigrant

18%

$0.00

Comm Flat Comm.

Comm Due

Customer Naral Pro-Choice Ad No.

Ad Date

Publ.

Description

Inches

Ad Amt

4036

03/06/2007

Pro-Choice

$70.00

Total for Naral Pro-Choice

18%

$0.00

$12.60

$0.00

$12.60

Print Date: 01/22/08 4:23 PM

Page 3 of 8

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 3/1/07 and saleDate <= 3/30/07 and hold = true Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2980

03/07/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

Inches

Ad Amt

$20.00

Comm Flat Comm. 18%

Comm Due

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Dahn Yoga Ad No.

Ad Date

Publ.

Description

4030

03/07/2007

Coupon

Total for Dahn Yoga

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer David Spring, PhD Ad No.

Ad Date

Publ.

Description

3068

03/07/2007

David Spring Biz Dir

Total for David Spring, PhD

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Glenn Godden Ad No.

Ad Date

Publ.

Description

3499

03/07/2007

Why Buy1

Total for Glenn Godden

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Comm Flat Comm.

Comm Due

Customer Naral Pro-Choice Ad No.

Ad Date

Publ.

Description

Inches

Ad Amt

4036

03/07/2007

Pro-Choice

$70.00

Total for Naral Pro-Choice

18%

$0.00

$12.60

$70.00

$0.00

$12.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$480.00

Customer Kirkland Performance Center Ad No.

Ad Date

Publ.

Description

3959

03/08/2007

Special Play

Total for Kirkland Performance Center

18%

$0.00

$86.40

$480.00

$0.00

$86.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

2941

03/08/2007

Biz Dir

Total for Mars Hill Church

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Dante's Steak and Grog Ad No.

Ad Date

Publ.

Description

3344

03/08/2007

Weekly Cartoon

$0.00

18%

$0.00

3726

03/08/2007

Weekly Cartoon

$0.00

18%

$0.00

Print Date: 01/22/08 4:23 PM

Page 4 of 8

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 3/1/07 and saleDate <= 3/30/07 and hold = true Total for Dante's Steak and Grog

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Wells Fargo Financial Ad No.

Ad Date

Publ.

Description

4083

03/08/2007

Hair

Total for Wells Fargo Financial

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Castle Superstore Ad No.

Ad Date

Publ.

Description

3945

03/08/2007

Grand Opening

Total for Castle Superstore

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$280.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

3429

03/08/2007

Ladies' Night

Total for Irish Emigrant

18%

$0.00

$50.40

$280.00

$0.00

$50.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3029

03/08/2007

Some Like It Hot

Total for Lover's Package

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$132.00

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

3425

03/08/2007

Weekly Specials

Total for Cell Towns

18%

$0.00

$23.76

$132.00

$0.00

$23.76

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$120.00

Customer Murphy's Pub Ad No.

Ad Date

Publ.

Description

4145

03/08/2007

St Patty's Day

Total for Murphy's Pub

18%

$0.00

$21.60

$120.00

$0.00

$21.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$140.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

3607

03/09/2007

Weekly Entertainment

Total for Irish Emigrant

18%

$0.00

$25.20

$140.00

$0.00

$25.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2983

03/09/2007

Biz Dir

18%

$0.00

$3.60

Print Date: 01/22/08 4:23 PM

Page 5 of 8

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 3/1/07 and saleDate <= 3/30/07 and hold = true Total for Foreign Auto Rebuild, Inc.

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$240.00

Customer Murphy's Pub Ad No.

Ad Date

Publ.

Description

4144

03/09/2007

St Patty's Day

Total for Murphy's Pub

18%

$0.00

$43.20

$240.00

$0.00

$43.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$240.00

Customer WSECU-Washington State Employees Credit Union Ad No.

Ad Date

Publ.

Description

3603

03/12/2007

Special Editions

Total for WSECU-Washington State

18%

$0.00

$43.20

$240.00

$0.00

$43.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$240.00

Customer Fremont Dock Ad No.

Ad Date

Publ.

Description

2929

03/12/2007

March Madness

Total for Fremont Dock

18%

$0.00

$43.20

$240.00

$0.00

$43.20

Comm Flat Comm.

Comm Due

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

Inches

Ad Amt

3901

03/12/2007

Patty's Day

$660.00

Total for Irish Emigrant

18%

$0.00

$118.80

$660.00

$0.00

$118.80

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

2981

03/12/2007

Biz Dir

$20.00

18%

$0.00

$3.60

3049

03/12/2007

2x4

$68.00

18%

$0.00

$12.24

$88.00

$0.00

$15.84

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Total for Foreign Auto Rebuild, Inc.

Customer Glenn Godden Ad No.

Ad Date

Publ.

Description

3500

03/12/2007

Why Buy

Total for Glenn Godden

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$240.00

Inches

Customer Murphy's Pub Ad No.

Ad Date

Publ.

Description

4144

03/12/2007

St Patty's Day

Total for Murphy's Pub

18%

$0.00

$43.20

$240.00

$0.00

$43.20

Ad Amt

Comm Flat Comm.

Comm Due

Customer WSECU-Washington State Employees Credit Union Ad No.

Ad Date

Publ.

Description

Print Date: 01/22/08 4:23 PM

Page 6 of 8

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 3/1/07 and saleDate <= 3/30/07 and hold = true 3604 03/26/2007 TD Back to School 20 $240.00 Total for WSECU-Washington State

18%

$0.00

$43.20

$240.00

$0.00

$43.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$140.00

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

4199

03/26/2007

TBD

Total for Mars Hill Church

18%

$0.00

$25.20

$140.00

$0.00

$25.20

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$164.00

Customer Wells Fargo Financial Ad No.

Ad Date

Publ.

Description

4265

03/26/2007

Hair

Total for Wells Fargo Financial

18%

$0.00

$29.52

$164.00

$0.00

$29.52

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

03/26/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$0.00

Customer Dahn Yoga Ad No.

Ad Date

Publ.

Description

4247

03/26/2007

Eighth

Total for Dahn Yoga

18%

$0.00

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Empower Media Marketing Ad No.

Ad Date

Publ.

Description

3817

03/26/2007

Branch Opening

$720.00

18%

$0.00

$129.60

3819

03/26/2007

Branch Opening

$100.00

30%

$0.00

$30.00

3820

03/26/2007

Branch Opening

$75.00

30%

$0.00

$22.50

$895.00

$0.00

$182.10

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Total for Empower Media Marketing

Customer Ripl Ad No.

Ad Date

Publ.

Description

4286

03/26/2007

TBD

$210.00

18%

$0.00

$37.80

4381

03/26/2007

RIPL

$0.00

30%

$0.00

$210.00

$0.00

$37.80

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Total for Ripl

Customer Navaraga Ad No.

Ad Date

Publ.

Description

4284

03/26/2007

TBD

18%

$0.00

$32.40

Print Date: 01/22/08 4:23 PM

Page 7 of 8

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 3/1/07 and saleDate <= 3/30/07 and hold = true Total for Navaraga

$180.00

$0.00

$32.40

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$224.00

Customer Irish Emigrant Ad No.

Ad Date

Publ.

Description

4239

03/27/2007

Band Ad

Total for Irish Emigrant

18%

$0.00

$40.32

$224.00

$0.00

$40.32

Inches

Ad Amt

Comm Flat Comm.

Comm Due

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4033

03/27/2007

2x4

$68.00

18%

$0.00

$12.24

4032

03/28/2007

Biz Dir

$20.00

18%

$0.00

$3.60

$88.00

$0.00

$15.84

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Total for Foreign Auto Rebuild, Inc.

Customer David Spring, PhD Ad No.

Ad Date

Publ.

Description

4051

03/28/2007

Biz Dir

Total for David Spring, PhD

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Underdawg Records Ad No.

Ad Date

Publ.

Description

4003

03/28/2007

Weekly Underdawg

Total for Underdawg Records

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Mars Hill Church Ad No.

Ad Date

Publ.

Description

4092

03/29/2007

Mars Hill Biz Dir

Total for Mars Hill Church

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$127.50

Customer Dante's Steak and Grog Ad No.

Ad Date

Publ.

Description

3726

03/29/2007

Weekly Cartoon

Total for Dante's Steak and Grog

18%

$0.00

$22.95

$127.50

$0.00

$22.95

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$180.00

Inches

Customer Lover's Package Ad No.

Ad Date

Publ.

Description

3029

03/29/2007

Some Like It Hot

Total for Lover's Package

18%

$0.00

$32.40

$180.00

$0.00

$32.40

Ad Amt

Comm Flat Comm.

Comm Due

Customer Cell Towns Ad No.

Ad Date

Publ.

Description

Print Date: 01/22/08 4:23 PM

Page 8 of 8

The Daily Commission Report Criteria: rep = Jenny Wang and saleDate >= 3/1/07 and saleDate <= 3/30/07 and hold = true 4193 03/29/2007 AE Intermission Weekly 12 $132.00 Total for Cell Towns

18%

$0.00

$23.76

$132.00

$0.00

$23.76

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$48.00

Customer Dahn Yoga Ad No.

Ad Date

Publ.

Description

4250

03/29/2007

TBD

Total for Dahn Yoga

18%

$0.00

$8.64

$48.00

$0.00

$8.64

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$210.00

Customer Ripl Ad No.

Ad Date

Publ.

Description

4415

03/29/2007

Ripl is Coming

Total for Ripl

18%

$0.00

$37.80

$210.00

$0.00

$37.80

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Customer Foreign Auto Rebuild, Inc. Ad No.

Ad Date

Publ.

Description

4032

03/30/2007

Biz Dir

Total for Foreign Auto Rebuild, Inc.

18%

$0.00

$3.60

$20.00

$0.00

$3.60

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$48.00

Customer Dahn Yoga Ad No.

Ad Date

Publ.

Description

4247

03/30/2007

Eighth

$0.00

$8.64

$48.00

$0.00

$8.64

Inches

Ad Amt

Comm Flat Comm.

Comm Due

$20.00

Total for Jenny Wang

Total for all reps:

Total for Dahn Yoga

18%

Customer Dick's Drive In Ad No.

Ad Date

Publ.

Description

4172

03/30/2007

Biz Dir

Total for Dick's Drive In

18%

$0.00

$3.60

$20.00

$0.00

$3.60

954

$7,986.00

$0.00

$1,458.48

954

$7,986.00

$0.00

$1,458.48

JOB DESCRIPTION Title: Advertising Executive Department: Local Display Advertising Term: Minimum one quarter, preferably one academic year or more Hours: Varied â&#x20AC;&#x201C; at least 1 hour / day: about 15 to 20 hours per week Supervisor: Advertising Manager, Development Director, Publisher Job Summary: The Advertising Executive manages local display advertising according to his/her client book and/or territory. Job Description: The Advertising Executive works with the Advertising Manager to serve local businesses with advertisements in The Daily newspaper and on The Daily website. The Advertising Executive represents The Daily when providing customer service in the office, on territory walks, and by phone. General Duties: Generate local display revenue by maintaining and prospecting local businesses that cater to the University of Washingtonâ&#x20AC;&#x2122;s community of students, faculty, staff, and alumni. Perform all steps necessary for exemplary customer service to deliver the best results through accurate ad scheduling, ad production, and billing. Maintain a professional and organized office environment for clients and staff. Specific Duties: Answer phones, email, mail and FAX. Walk territory at least once every two weeks. Schedule display advertising. Submit art to ad production. Check runsheets, dummies, proofs. Send tearsheets and invoices to clients. Resolve customer service problems, with the aid of the Advertising Manager, Development Director or Publisher, if necessary. Create marketing campaigns for local businesses. Process inserts, online advertising, and promotional advertising, as necessary. Maintain accurate records within Ad Pro for timely and precise billing. Qualifications: Must be enrolled in at the University of Washington with six credits or more as an undergraduate, or four credits or more as a graduate student. Phone and email etiquette, ability to provide exemplary customer service and resolve conflicts. Be able to work as a team. Some advertising and marketing interest and/or experience desired. Compensation and Benefits: $100 per week stipend for one month; commission thereafter. Opportunities for advancement and bonuses based upon performance.

January 10, 2008

CNBAM Award Selection Committee: I am writing to recommend Brittany Falzone-D’Andrade for the CNBAM Sales Representative of the Year award. Ms. Falzone-D’Andrade was hired as an account executive for Student Media Marketing in August of 2007. I was made her acquaintance at one of the summer orientation sessions held on campus where she expressed an interest in working for Student Media. Upon attending our workshops held prior to the start of the academic year, her presence was felt immediately, as she had a bubbly, outgoing personality. She started with our sales force on the first day of the academic year, taking the position of junior account executive very seriously. Throughout her first month, she proved to be a dedicated new staff member who was always working her office hours and eager for the next sales call. Being around Ms. Falzone-D’Andrade, I think you would quickly recognize why she has made such a significant impact in our area. She is always willing to help other account executives or clients with questions or concerns. Not once have I questioned her dedication to sales and marketing. Her understanding of sales and people seem to come natural, as she is only a freshman. Early in her sales career with the University Times, Ms. Falzone-D’Andrade was selected to attend the Southern University Newspaper Conference in Raleigh, NC, where she participated in the live, face-to-face sales call competition. With only less than a month of experience under her belt, she went up against seasoned sales reps from several other top-notch universities. Although she did not place in the competition, account executives and advisers from other universities were amazed to discover that she was a freshman and a new account executive. Her successes do not end there. In only her second month of employment, she brought in more than $6,500 in sales. This is exceptional, as most experienced sales representatives bring in between $3,000 and $5,000 of advertising in a typical month. I contribute this to the hard work that she puts into preparing herself to be the most well-educated sales representative on our staff. With her extensive knowledge of our products and their features, she easily correlated them into benefits for her clients, smoothly surpassing her goal of $4,000 for that month. In November, she was the winner of the “Saddle Up for CNBAM” competition, where she had the highest dollar amount in sales and will be awarded with a trip to the annual convention.

In addition to calling on new businesses and maintaining high sales Ms. Falzone-Dâ&#x20AC;&#x2122;Andrade is a role model for other account executives. They look up to her and forward to her sharing her expertise and wealth of knowledge. In closing, Ms. Falzone-Dâ&#x20AC;&#x2122;Andrade is a role-model in the Student Media Marketing Department here at UNC Charlotte who is well-deserving of this award. Sincerely, Chase Nifong Marketing Director

Brittany Falzone-D'Andrade Fall 07 Semester' $16,000.00

Great first semester!

$14,000.00 $13,371.71

$12,000.00

$10,000.00

$8,000.00

Sales in Dollars

$6,000.00

$4,000.00

$2,000.00

$0.00

$10,000.00

Fall 07' Total Goal Fall 07' Total Sales

Personal Selling Philosophy Brittany Falzone-D’Andrade My name is Brittany Falzone-D’Andrade. If I have nothing else in this world, I have my faith and my name to stand by. My name is my reputation and strong evidence that “my word” is my commitment. By a completion of my actions, I mean what I say. From a young age, like most children, I was introduced to the difference of right and wrong. One of the most important lessons I learned in my life is to not make promises I do not intend to keep. As a highly active youth, I was largely involved with leadership organizations, particularly student government. As a matter of fact, I founded the group in my high school, after holding positions on the state level executive board during junior high. In the years I spent creating the student government, developing its constitution and making sure there would be leadership to continue on post graduation, I learned the most about myself and what daily uses of leadership can actually do to affect and influence your own live - most importantly those around you. During those times, I learned and demonstrated many leadership skills and capabilities. I was known, and continue to be known around my community for my work and successes. I was recognized with several awards, including one created solely for me, by my principal, for leadership performance and for putting the well being of others above myself. The reason for sharing these brief insights of myself is to explain where I believe my sense of professionalism originated. I understand that when you have many people or even a single person counting on you, whether the deed be large or small, your following through speaks much louder than what the action actually was. If you are not a person of

your word, then how can one ever expect to be taken seriously or trusted? When I came to UNCC, I had an interest in joining Student Media, however, at that time, I was unsure of what department I wanted to be a part of. Upon attending the training workshops, I felt a desire to involve myself with the Media Marketing Department. Using my leadership skills and my strong work ethic I eagerly absorbed a wealth of information, and I continue to absorb all the lessons and tips offered to me in my sales position. I feel that any job that involves relating to the public and customer service is an ongoing learning experience. To sum it all up, I believe that there are just a few simplistic values and traits one must obtain in order to succeed in the area they desire. These also hold true to anyone wishing to succeed on any level of sales. The first is bluntly stated by Norman Vincent Peale, who said, â&#x20AC;?When a person applies enthusiasm to his/her job, the job will itself become alive with exciting new possibilities.â&#x20AC;? I feel that being an optimist and making the most out of all situations is a great outlook to have and one that will result in many lessons and opportunities. The second is to always demonstrate leadership. The world progresses because of those who are willing to uphold a loyal and dignifying character while stepping forward to do what needs to be done for the greater good. The third and final is respect. Respect is everything in the business world. More importantly it is everything you need to get by in life. Respecting others make you an even wiser person, for listening and learning from the mouths of others and for treating them as you would like be treated makes peace and compassion possible. Being respected by others shows that you have done something right and are capable of many positive influencing things. All these are so much deeper and yet all fit hand in hand just so.

B rittany Falzone D -â&#x20AC;&#x2122;Andrade 514 Lippard Farm Road Statesville, NC 28625 (704)657-2761 bfalzone@uncc.edu

Education

August 2007- present University Of North Carolina at Charlotte Charlotte, NC Intend to acquire a B.A. but currently have an undeclared major

August 2003-2007 West Iredell High School

Statesville, NC

Advertising/Sales Experience

August 2007- Present The University Times Account Executive Named the top seller in October and November only after starting in August. Participated in a live sales presentation at 2007 SUN Conference Achieved over $13,000 in sales in my first semester September 2005- Present Tarheel Catering Catering Assistant Provided service and assistance to 200+ catering events. Including out-of-town events Experienced in Set-up, decorating, cooking assistant, and clean-up

Activities August 2003-June 2007 Student Government of West Iredell High School Student Body President (Junior and Senior year) Junior Class President Sophomore Class President Founded Student Government of the school Founded numerous school functions that were performed successfully, including a Winter Forma l- formed committee, planned, designed, created full-course menu with chef, executed agenda successfully. Turnout of 150 year one; 210 year two 2001-Present Active Member of Shiloh Tabernacle Produced and Published monthly Newsletter (about two years) Acted as assistant to Youth director (also about two years)

Skills

Seasoned Leadership capabilities Public Speaking Excellent Organizational skills Highly Innovative

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. _____________________________________________

_________________________________________

Brittany Falzone-D'Andrade October 07' $25,000.00

$19,959.64

$20,000.00

$15,000.00

Great job! You brought in almost one-third of the entire sales for the month! Sales in Dollars $10,000.00

$6,519.58

$5,000.00 $4,000.00

$0.00

Oct 07' Goal Oct 07' Sales Oct 07' Total Sales

Brittany Falzone-D'Andrade November 07'

$20,000.00 $18,811.87

$18,000.00

$16,000.00

$14,000.00

$12,000.00

Nov 07' Goal $10,000.00

Sales in Dollars

Another great month! You brought in almost one-third of the entire sales for the month!

$8,000.00

$6,000.00

$5,468.12

$4,500.00 $4,000.00

$2,000.00

$0.00

Nov 07' Sales Nov 07' Total Sales

Jordan Herrmann Sales Philosophy When trying to analyze my sales philosophy, I’ve gone back and examined my successes and failures from when I began this job. Just a year ago, I walked into my first sales call. Looking back, I believe that I had absolutely no idea what I was doing. I still continue to learn from each one of my calls, but throughout my experience, there have been aspects of selling that I know are certainties. There are three different principles that I consider when reflecting on my past year. They are my sales approach to my clients, the customer service I provide, and the contribution I make to my organization, The University Daily Kansan. Pertaining to my sales approach, I have learned that no client is the same as another. I need to develop a relationship with certain clients before they will trust me; others need to know I’m dependable and competent before a relationship can be formed. With that being said, I can’t describe a distinct way of selling, because every client I call upon, I approach in a different manner. I approach every client with the right campaign for their business in the appropriate manner they will respond to. With regards to strategic campaigns for my clients, I stress the importance of message development and a media mix. One of the main focuses with my clients is discovering the true benefit a student has in coming to their business. I focus my attention on the message campaign first, and then develop the frequency campaign, rather than the other way around. As far as the frequency campaign, I sell the regular Kansan newspaper, but there is a need for businesses to expand their marketing campaigns into other avenues such as online or special sections. The other certainty I know is the value of customer service. Being a reliable and dependable rep has been one of my most important tools in developing relationships with clients. In fact, sometimes it can more useful than any sales pitch that I could give to them. Having the reputation with a client as being a responsible and trustworthy representative turns me from not just a sales rep for The University Daily Kansan, but into a consultant for their marketing towards college students. It seems like such a simple task. However, I have found that many times these business owners deal with unreliable people each day (other sales reps, employees, etc). I approach every client with the idea that if I can be one thing in their day that they don’t have to worry about getting accomplished, then I have provided good base of customer service. I also know the importance of keeping my name and face in front of my clients. I can accomplish this by either dropping off newspapers, sending thank you notes, or simply being a customer of theirs. The other aspect of my job is to not just maintain these clients, but is to be an asset to my organization and continue to provide incoming revenue that exceeds the goals given. My second month at this job I learned a great deal about planning. In my naïve mind, I thought I could “wing it” thinking things will “just work out.” I was sorely mistaken. I truly learned the meaning of, “fail to plan, plan to fail,” that my father’s been saying so long. However, like I’ve mentioned before, my failures have been my biggest learning experiences. During this “wing it” month, as much as I strived to sell, I was unsuccessful bringing in much revenue for the month. Instead, everything I sold was

scheduled for the next month. I ended at almost 300% to goal for that next month. From then on, I have made it a crucial goal to plan out my months, semesters, etc. I never â&#x20AC;&#x153;wing itâ&#x20AC;? ever again. The interesting thing is that ever since I began planning out months, it has never failed me. In fact, every single one of my months during fall 2007, I have more than broken my quota before the month even begins. With the right planning, I have not only been able to assess the goals given to me, but set my own goals, which my competitive side will always strive to achieve. It is with these steps, that I have been able to be one of the top performing sales reps of The University Daily Kansan. The philosophy I hold with selling is approaching clients in the way they want to be approached, and developing a solid campaign that is in their best interest. I value customer service and know that it is without a doubt one of the most important techniques in relationship building. I also follow the principle of planning and accountability. I strive to be a good asset to my company, and it is with the combination of these three principles that I have been successful. However, as I have mentioned before, I am continuing to learn. Although I have experienced success this past year, I recognize that sales training and learning has no ceiling, cap, or stopping point. Just like the pay.

Dear CNBAM Judges, I am writing to you today to nominate Jordan Herrmann for the award of “Advertising Sales Rep of the Year”. This past year was Jordan’s first on The University Daily Kansan and she made a tremendous impact. Jordan finished at 164% to her goal for the year or $28,058 over goal. When you start to look beyond the numbers to see how Jordan accomplished this it quickly becomes obvious how she achieved these feats. Jordan maintains excellent relationships with her clients in several different ways. She will be the first to tell you that she works on developing what the message of the advertiser’s campaign will be before she even begins to discuss the size of the ads or the frequency of the campaign. She does this to ensure that the final campaign will be as effective as possible and therefore ensure that the client can become a long-term advertiser., In the professional ad world currently the name of the game is aggregated audience. Advertising reps are being asked more and more to do thorough needs assessments with their clients to ensure that they spread their message across as many different products as possible to give their advertisers exposure to all of their desired audiences. She has consistently practiced this strategy in her time at The Kansan. Jordan goes out of her way to sell accounts packages that will give them great exposure to the student market in the daily paper but also works to put them into other products to increase their exposure to different audiences as well. At Perkins restaurant for example Jordan put together a campaign that provided them exposure in the daily paper, but at the same time she put them into our weekly entertainment product to advertise the late night specials for students on their way back from the bars or clubs. Jordan added on-line to give them exposure to students checking the site throughout the day but also to the thousands of our alums who frequent the site on a monthly basis. This campaign was very successful for Perkins and brought them back into The Kansan after they had been gone for years dissatisfied with their results. Sometimes Jordan has to reverse this strategy such as with Campus Court Apartments who believed that print was no longer effective for them and wanted to put all of their revenue only into on-line advertising. Jordan designed a creative print campaign to be featured on our entertainment page with the Sodoku puzzles and crosswords. The campaign featured word searches within the Campus Court ads and drew attention and follow-through by readers to the apartments and restored the client’s faith in the daily product. While the work Jordan has done with existing accounts of the paper has been good she has also done some truly outstanding work generating new business. The aforementioned example of Perkins illustrates how in 2007 Jordan prospected and generated over $18,000 worth of new business revenue. $11,500 of this was from new businesses that had just opened in the Lawrence area but she also generated $6500 worth of revenue from churned accounts such as Perkins bringing them back into Kansan products. Again Jordan has done this by providing the best media mix possible to her accounts. She has also excelled in the area of special sections bringing in over $27,000 for her special

section sales for 2007 making her one of the paperâ&#x20AC;&#x2122;s top three performers in that category for the year. The fundamentals that Jordan practices on a daily basis are excellent and are definitely worth recognition. The creativity and attention to detail that she exhibits are also extraordinary. As the industry continues to emphasize audience-based selling more and more it is quite inspiring to see the skill with which Jordan practices it already. Seeing the numbers she has posted this past year offers great hope for the industry when reps carry out these practices. Because of this and all the other reasons Jordan is quite deserving of this award. Sincerely,

Jon Schlitt Sales and Marketing Adviser

December 19, 2007

To whom it may concern, This letter is in regards to Jordan Herrmannâ&#x20AC;&#x2122;s performance as our sales representative for The University Daily Kansan. A description of Jordanâ&#x20AC;&#x2122;s service this semester is excellent! She is very knowledgeable and helpful. She returns emails promptly and is dependable. Although our campaign is generated in house, we run frequently in the UDK. Without a doubt, Jordan is the best Kansan rep I have worked with. I appreciate her helpfulness and her general good humor. She is a pleasure to work with and makes everything run very smoothly. Sincerely,

Amy Leigh Beecher Communications Manager Continuing Education The University of Kansas 785.864.7862 abeecher@ku.edu www.continuinged.ku.edu/is

Sales Records

The graph above displays the progression of my sales and the revenue generated during the 2007 advertising year. My first semester on The University Daily Kansan is shown on the Spring 07 chart. My goal was $12,716.14, and the amount I brought in was $15,768.01, resulting in an increase of 24%. At the end of this spring 07 semester, I was recognized as Account Executive of the Semester, from a group of 13 other account executives among the staff. The second set is my summer 2007 sales. My goal was $8,746.80, and with a 98% increase from goal, I generated $17,318.66. During the summer months, The University Daily Kansan prints a weekly tabloid newspaper, but a primary focus of the summer staff is selling for our Back to School special section that prints the week students move back for the school year. I generated $11,100 in this Back to School issue, which was the highest of the staff, and is comparable to an account executiveâ&#x20AC;&#x2122;s entire semester quota. The third set is my most recent sales in the fall of 2007. With a goal of $21,994.06, my semester resulted in a 73% increase of goal, generating $37,995.80. At the end of this particular semester, I was named Senior Account Executive of the Semester, and generated the highest amount of revenue above goal compared to the rest of The University Daily Kansan sales staff. The last chart is of my total sales for the entire 2007 year. With a combined goal of $43,457, I brought in $71,514.96, which resulted in a 64% increase.

This graph shows the progression of my new business/zero quota accountâ&#x20AC;&#x2122;s revenue. From month to month, the graph shows the increase in total amount of revenue for new business/ zero quota accounts. Over the past year, I have generated $17,294.75. During this time, I have brought in seven new businesses, and have activated three zero quota accounts. Five of those accounts are now consistent accounts that run frequently with prolonged ad schedules.

The above pie graph shows the breakdown of my overall revenue into the amount of revenue in each of the different media available with The University Daily Kansan. The most amount, around $38,000 has come from our core product, ROP, followed by our special sections. Eight percent of my revenue has been generated by online advertising, which in fall of 2007, I sold the most amount of online ads within the staff. This graph demonstrates the importance I hold with establishing a media mix. The above six are all the media options available to our clients, and I have sold in each one of them.

Jordan Leigh Herrmann

(913) 219-2530 • jlh526@ku.edu • 4101 W. 24th Place Apt. 616 • Lawrence, KS 66047

EDUCATION University of Kansas Lawrence, Kan. Bachelor of Science in Journalism concentration of Strategic Communications Bachelor of Arts in Psychology Estimated Graduation Date: Spring 2009

EXPERIENCE University Daily Kansan Lawrence, Kan.

Senior Account Executive

June 2007-present • Develop strategic marketing campaigns and proposals encompassing a variety of products including online, print, and featured sections for more than 20 accounts. • Manage four account executives by assisting in weekly meetings, individual one-onones, and incentive strategies to motivate our team • Surpassed my October goal by reaching 235% ($12,680), my highest mark • Generated $5,700 in new business • Developed online campaigns which generated $2,680 in revenue • Generated more than $11,100 for one newspaper issue, highest of entire staff • Sold $37,995 for fall semester, a 73% increase of goal ($21,994.06)

Account Executive

January 2007-May 2007 • Exceeded semester goal by 130%, generating $17,000 • Created relationships and serviced more than 15 active accounts • Generated $4,100 in new business with 5 new accounts • Surpassed quota by more than 270% in April 2007

ACHIEVEMENTS AND HONORS Senior Account Executive of the Semester, Summer 2007, Fall 2007 Account Executive of the Semester, Spring 2007 Nominated 2007 Salesperson of the year, College Newspaper Business Advertising Managers Sigma Alpha Lambda, national leadership and honors organization References John Schlitt, Sales and Marketing advisor, University Daily Kansan (785) 864-4358 jschlit@kansan.com Toni Bergquist, Ad Director, University Daily Kansan (785) 383-4369 tbergquist@kansan.com

Dear CNBAM Judges, It is my pleasure to write to you today to nominate Laura Vest for the award of Sales Representative of the Year. This past year was a very successful year for Laura as she finished 175% to goal representing going $23,000 over her quota. To show why Laura truly deserves this award I would like to go beyond the numbers and show the skills she has that led to this success. Let me first start with one of the things that makes Laura Vest a great sales person and that is: heart. There are many skills that you can help a sales rep to develop; prospecting, bundling of products and up-selling amongst them. But the one thing that cannot be taught is heart. Laura has within her a competitive spirit that is unparalleled. She hates to lose and refuses to be walled in by challenges that might cause others to collapse. On one memorable occasion Laura came into my office to tell me that a bar that was one of her major advertisers was cutting advertising due to internal budgeting issues. This bar represented over 25% of Lauraâ&#x20AC;&#x2122;s monthly sales and rather than give in to defeat Laura proceeded to plot out a plan of action for me which involved numerous inactive accounts she had been working on that would help make up this gap. In the months that followed Laura got all of them including Biggs BBQ, Sunflower Bank and Bryant Collision Repair to run and she was able to maintain her streak of achieving goal every month since she started as a rep. Laura is relentless in tracking down and following up with her current accounts to see how their ads are performing or to suggest new opportunities or directions. Laura goes beyond her list of steady advertisers by spending countless hours on the phone and in person attempting to land new business. She effectively communicates to these accounts the value of reaching the student market by using her own vantage point as a student to help them develop campaigns that will draw the student body into their business. To Laura an account that has not run in the last two years is a challenge that she canâ&#x20AC;&#x2122;t pass up and therefore she works tirelessly to bring them back into the paper. She also constantly looks to improve her skill set by asking poignant questions to both her management staff and her adviser to find out how she can excel even higher. Added to her heart is her compassion for her accounts. When she first meets with an account Laura conducts a thorough needs assessment so that she completely and thoroughly understands their needs and budgets. She works with them to sell schedules instead of just individual ads. Not because it will help her hit goal but because she knows the frequency of a long-term schedule will help better brand the account, bring more students in and help them achieve their own goals. She is truly a consultant to all of her accounts and not just a salesperson. If a campaign is not working as effectively as it should Laura digs deep to find out what the problem might be. She solicits opinions from her peers to see what they think of the both the ad and what their impression of the business is as well. She takes this feedback and if necessary makes slight tweaks to the campaign or charts a completely new direction for them.

In addition Laura looks for opportunities to further enhance the marketing of her accounts. A perfect example of this is with The Kansan’s “Sex on the Hill” party. Our special sections coordinator wanted to better brand the section and our newspaper by doing a party in conjunction with the section but needed a venue for a Thursday night. Laura immediately thought of a nightclub that she was working with named “Abe and Jakes” that was seeing excellent business already from their advertising in The Kansan for Fridays but struggling at times on Thursdays. She worked hand in hand with the special sections coordinator to plan contests, drawings and other events for the night themed around the section. In addition to planning the event Laura put together a great ad campaign for the client that allowed them to create amazing top of the mind awareness in advance. The event was a phenomenal success for “Abe and Jakes” bringing them in close to 1,000 students which was record attendance. The client was so impressed that they repeatedly requested additional events in conjunction with The Kansan which our paper did again for them with a pair of Halloween parties and will do so again next semester with another “Sex on the Hill” party but also with parties for viewing of road men’s basketball games. In addition the party helped spur awareness to the student body of Thursday nights at the club that they are now considering adding additional days of business. Above and beyond her selling skills Laura Vest is a tremendous asset to The Kansan. As the senior account executive on her zone, Laura helps admirably provide leadership when her zone manager is not around to her fellow zone members. Laura helps them solve problems ranging from how does an ad look to how to handle difficult objections to how to handle tricky situations with accounts that no longer wish to advertise. She has a natural ability to pass along her knowledge in a teaching fashion that helps these reps learn how to duplicate these lessons and make them habit. She is tireless in her work habits staying at the office late at night often to make sure that changes are made to ads and that calls are followed up on. Despite these long work hours she performed admirably in the classroom as well earning a 3.5 GPA. It is all of these elements put together that make Laura Vest the great sales rep that she is. In my ten years working in the newspaper industry she is one of the best sales reps I have ever come across. Not only because of the great numbers that she posts, but through her ability to help the less-experienced members of our sales staff emulate her actions and become successes in their own right. As the newspaper industry continues to evolve into its next stage it will need salespeople like Laura Vest to take it to the next level. With hard work like hers we should have no problem getting there. Sincerely, Jon Schlitt Sales and Marketing Adviser The University Daily Kansan

January 3, 2008 Dear CNBAM judges, My name is Ryan Lantz and I am the general manager of Abe & Jake’s Landing in Lawrence, KS. Abe & Jake’s is a dance club that has been in business since January 2000. We have the largest venue in the area with a capacity of 700+, which presents many challenges in and of itself. Of all of the challenges this business brings, one of the most difficult is promotions through advertising. In the past, advertisements we placed were inconsistent and lacked identity. At best our advertisements ensured that we had a presence in the paper, but did not seem to serve us well beyond that. However, those days are in the past and our advertising has changed for the better. We have been more successful this year than any other and it is mostly due to the advertisements we place in the University Daily Kansan and the work of Laura Vest. I am recommending Laura Vest as salesperson of the year because of her hard work and dedication to our business. Laura has been my account representative for The University Daily Kansan for over a year now. Throughout our time together, our business has seen an exponential increase in customers due largely to the ideas forged during our weekly conversations. Prior to our working relationship, Abe & Jake’s Landing had fallen out of the good graces of the University of Kansas student body. This was due partly to the course of business being pursued and the natural volatility of the industry. However, I feel it was also due to lack of consistency in advertising and brand imaging. Laura spearheaded an effort to make each and every one of our advertisements consistent with the image that Abe & Jake’s wanted to portray. By formulating a template for our advertisements to be modeled after, Laura developed a brand image for the business and one that was noticeable week after week for our customers. We have never received so many compliments or so much response to our advertisements than when we have had Laura as our advertising representative. In August 2007, Laura approached me with an idea she felt would really set us apart from our competitors. She suggested that we place a few full page, full color advertisements in the University Daily Kansan. Along with this campaign, she also suggested that we place a coupon

in the paper to further distinguish Abe & Jake’s from our competitors and create some additional exposure. The response we received was unbelievable. Typically, I would expect to see only a few coupons redeemed based on response levels I have seen with other businesses, yet we were receiving coupons from thirty to forty-five percent of customers who walked through the door. On a given night, this meant that we were collecting anywhere from 200 to 400 coupons a night! Never could I have imagined that we would have garnered such a response and I owe it to Laura for presenting me with the great idea. Later in September, Laura once again came through with another great idea for promoting our business. The University Daily Kansan was set to print the special section “Sex on the Hill,” which is produced every year. Knowing that we were trying to build a strong customer base on Thursday nights, Laura asked if Abe & Jake’s would like to host a release party for this special section on one of our upcoming Thursday nights. In addition to having a release party, she suggested we align the business with the “Sex on the Hill” section with a print campaign highlighting Abe & Jake’s as the host venue. Up to this point, our Thursday night business was bringing in 100 to 300 people, well below our goal of 400+. When the advertisements ran, we had an unbelievable buzz surrounding the upcoming event. Similar to the coupon success, the “Sex on the Hill” release party is part of the Abe & Jake’s record book as the single best Thursday we have had…ever. It was amazing to have so much success due to the partnership Laura created between Abe & Jake’s and The University Daily Kansan. There are countless stories that I could continue to tell about the strides our business has made with Laura Vest and her uniquely effective advertising techniques. What sets Laura apart from other advertising representatives most is definitely the pride that she takes in her work. She is very organized and efficient, but plans her ideas out to the finest of details. She takes ownership of everything she does and adds a personal touch that stretches our advertising inches into miles. I am proud to say that I have Laura Vest as my liaison to the University Daily Kansan and I would boast to anyone that she is the best in town! We have the numbers that prove it. Sincerely, Ryan Lantz

Dear CNBAM Committee: Thank you for reviewing my nomination for the Salesperson of the Year Award at CNBAM. I would like to share with you my sales philosophy and why I deserve this award. When I was asked to be part of The University Daily Kansan, I knew I had been accepted into something very powerful. I knew that no matter what, I would always give The Kansan more than my all—I needed to make a strong impact at The Kansan. Therefore, I have pushed myself further and further to make sure that every single day I improved myself so that I would improve my employees and The Kansan. My personal sales philosophy goes beyond the accepted view of a salesperson. I will never settle for just great. I know that every client and business is different, and they must all be managed differently. In order to develop an effective advertising plan for the client, I ask as many questions about their business as possible. After unearthing their needs and goals, I plan strategic advertising campaigns that encompass a media mix with frequency—because with a cohesive combination of the two, their campaign will strongly target many audiences. Another important aspect of my sales philosophy is that my clients must absolutely see results from our campaigns. I make sure our campaigns are driving results by following up exceptionally. If our campaign is not driving results as the client wishes, we will tweak my clients’ campaigns as needed. I have surpassed my sales numbers because I believe following up when or before I say I will, and caring about driving results for my clients, that I have built the trust that ensures lasting client relationships. I build not just relationships with my clients, but friendships. I know small gestures like thank-you cards, chatting about clients’ families and bringing in The Kansan consistently mean a lot. I never want my clients to have less than great, so I put in far more hours than necessary. I constantly stay late at the office building campaigns, brainstorming fresh ideas and learning the software to better my clients’ advertisements. As a result of my strong client relationships, I have surpassed every single sales goal for one year and have exceeded my revenue goals by $20,846. I believe that being a salesperson encompasses far more than selling an advertisement to a client. I view mediocrity as failure, so I make sure every single day that I am giving all that I can. Other imperative aspects of going above and beyond the duties of a salesperson are always bettering myself and leading by example. No salesperson can be extraordinary without stepping up as a leader as well. I know that I have a staff of salespeople who need me, so I have made it my goal to be there for them no matter what— eleven at night or four in the morning—whenever they need anything. Two aspects of my job make it all worthwhile—driving results for my clients and coaching a fellow salesperson to his/her own success. I have faced many challenges throughout my time at The Kansan. Let me share a story with you to illustrate my exceptional salesperson skills and how I persevered to overcome the challenges I faced. In July of 2007, The Kansan’s summer business manager asked me to step in because the numbers for the staff weren’t as strong as expected. I did so, and within one day I was selling a summer product over which I had no formal training. I was put in charge of a normal client list to tackle, as well as another set of about 20 more clients, while working an additional full time job. I was given one month to surpass my considerable “Back to School” sales goal while the staff was allowed more than two and a half months. I made up my mind that I was going to break my “Back to School” goal. Every Monday through Friday I diligently worked, averaging at least eight hours per day. I made about 40 sales calls each day and met with about 10 clients each week. I soon realized that if I wanted to shatter my sales numbers, I needed to

proactively recruit new business revenue. My strategy was to utilize other newspapers, phonebooks and television advertising to find new business. I also had to upsell current clients. I emphasized the strength of the new freshmen and transfer students’ buying power for these businesses, and the reach and power of The Kansan’s niche product. I was able to recruit and activate 12 new business and zero quota clients in order to finish for The Kansan’s “Back to School” product at 160% to goal, and generating $3191.63 in new business and zero quota revenue alone. I pride my success on the drive to think outside the box. Let me share a story about how my unconventional thinking broke records with one of my clients and The Kansan. Each September, The Kansan produces a special section called “Sex on the Hill.” This section achieves phenomenal readership because it focuses on attitudes and interests of its student readers. This fall, I took advantage of the opportunity to partner The Kansan with my client, Abe and Jake’s, a local Lawrence nightclub, to maximize success on the number one special section in the nation (awarded at CNBAM, 2007). The Kansan’s promotions manager and I set several goals for our partnership: to further engage The Kansan with its student readers, drive more selling opportunities for the section and maximize this opportunity so Abe and Jake’s achieved results unlike ever before. The main focus for Abe and Jake’s was to drive business for its slow Thursday nights. We launched a “Sex on the Hill” release party in which The Kansan was constantly promoted by the disc jockeys and “Sex on the Hill” received increased readership through themed gift bags that included the section. The release party achieved unimaginable results. The increased distribution of the special section as an extra incentive for the staff helped surpass the section’s previous year’s goal by $8,458. I know that the cross promotion executed by The Kansan and the campaign I planned with Abe and Jake’s were paramount to the success of the promotional release party. Abe and Jake’s and I teamed up to run a five day ad campaign promoting the party’s seventies theme that lead to the final ad in “Sex on the Hill:” A full page, full color ad detailing the themed contests, drinks and giveaways. One of the most successful aspects of the promotion included the seventies-themed costume contest. Our strategy was to drive more business and buzz by allowing free cover for anyone who donned a seventies costume. As a result, about 75% of the crowd at Abe and Jake’s was in costume. This was by far the most successful promotion of which The Kansan has ever been a part. I am very proud to say that our cross promotion generated record-breaking status for an Abe and Jake’s Thursday night, and also created the most successful Thursday night Abe and Jake’s has ever had. I would like to conclude that I deserve this award because I work hard to go well beyond the aspects of a salesperson. I have a “the sky’s the limit” perspective for my clients’ advertising campaigns that has propelled me to average 166% to goal each month. I have the “think outside the box” mindset to garner $15,983 in special section revenue and help innovate newspapers of the future. I have the unrelenting dedication and perseverance that has driven me to activate 24 new business and zero quota clients and generate $20,245 in new business and zero quota revenue in two semesters alone. And last, I have the unparalleled commitment to The University Daily Kansan to use my experience, enthusiasm and knowledge to build leaders of the future. Sincerely, Laura Vest Senior Account Executive The University Daily Kansan

Senior/Account Executive Job Description My primary task as a Senior Account Executive is to manage about 20 to 30 local and regional accounts. For each account, a monthly sales goal is provided. Although my sales goals vary, the average goal was $4,000 per month. I am in charge of achieving and surpassing each monthly sales goal while providing my clients with quality customer service and effective solutions to their opportunity areas. Other vital tasks as a Senior Account Executive include motivating, problem solving and strategizing with my team of five salespeople as well as using my experience to assist the remainder of the staff.

Total Revenue Generated in 2007

Month January February March April May Aug- Back to School August September October November December Totals

ROP $1,230.00 $5,698.00 $10,134.00 $14,575.00 $16,963.00 $16,963.00 $21,420.00 $27,333.00 $35,645.00 $37,386.00 $39,428.00 $39,428.00

Special Sections $$$750.00 $750.00 $4,950.00 $11,861.00 $12,011.00 $14,981.00 $14,981.00 $15,419.00 $15,701.00 $15,983.00

Totals $1,230.00 $5,698.00 $10,884.00 $15,325.00 $21,913.00 $28,824.00 $33,431.00 $42,314.00 $50,626.00 $52,805.00 $55,129.00 $55,411.00

The graph and numbers above are totals of my Run of Press and Special Section sales in two semesters. I have maintained a streak of achieving and exceeding goal every month since I began at The Kansan. I currently average 166% to goal each month, and have broken quota by $20,846 in two semesters.

New Business and Zero Quota Revenue Generated in 2007 Month January February March April May Aug-Back to School August September October November December Totals

ROP $$929.00 $1,533.00 $2,215.00 $2,465.00 $2,465.00 $3,203.00 $4,750.00 $8,382.00 $11,180.00 $12,622.00 $12,622.00

Special Sections $$$175.00 $175.00 $1,425.00 $4,516.00 $4,516.00 $6,069.00 $7,059.00 $7,341.00 $7,623.00 $7,623.00

Total $$929.00 $1,708.00 $2,390.00 $3,890.00 $6,981.00 $7,719.00 $10,819.00 $15,441.00 $18,521.00 $20,245.00 $20,245.00

These numbers and graph portray my growth of new business and zero quota accounts over two semesters. I have revitalized seven zero quota accounts and activated 17 new business clients. As a result of pairing these accounts with strategic advertising, I have generated $20,245 in new business and zero quota revenue.

Growth of Abe and Jake’s Account Semester Spring Fall Totals

2006 Revenue $3,877 $5,874 $9,751

2007 Revenue $5,153 $11,099 $16,252

Detailed above is my revenue growth of one consistent account into a booming, major account. Abe and Jake’s and I have worked as a team to completely revamp its image with students. As a result, Abe and Jake’s has enjoyed the best success the nightclub has ever seen in its rich history. I have personally grown the account by 67%, or $6,501, and am on track to double its projected revenue with The Kansan. In less than one year, I grew the Abe and Jake’s account from a $4,550 annual contract to a specially negotiated $20,000 annual contract.

Laura M. Vest (316) 806-2412 lvest@kansan.com

1010 Illinois Street Lawrence, KS 66045

Education The University of Kansas Bachelor of Science in Journalism, emphasis in strategic communications Minor in Women’s Studies • Anticipated graduation: May 2009

Lawrence, KS

Experience The University Daily Kansan Advertising Staff Lawrence, KS Senior Account Executive August 2007-Present • Exceeded each monthly revenue goal and generated $26,582 • Inspired a team of salespeople to achieve more than $100,623 in three months • Activated 11 new business or non-quota clients through strategic campaigns • Aided event marketing for promotion of a special section that spiked section revenue by $8,458 Account Executive January 2007-Summer 2007 • Surpassed summer sales goals without formal training by more than 60% through activation of nine new accounts • Met and topped each monthly revenue goal to achieve sales of more than $26,000 • Managed 25 local and regional accounts with a semester target of $13,000 • Revitalized existing campaigns and created revenue streams through new accounts Johnny Carino’s Restaurant Wichita, KS Hostess/Busser/Server February 2005-Present • Established as the go-to employee when the staff was short (seasonal) • Completed the server training program in half the usual time • Proactively created strong relationships with customers, co-workers and managers Cottonwood Pointe Retirement Home Augusta, KS Server April 2003-February 2005 • Improved residents’ quality of life through detail-oriented customer service • Helped train new employees by focusing on residents’ needs and daily procedures

Honors • • • • • • •

National Salesperson of the Year Nominee for CNBAM conference Chosen as CNBAM representative, The University Daily Kansan Senior Account Executive of the Month, The University Daily Kansan Kansan Pride Award of the Summer, The University Daily Kansan Account Executive of the Month, The University Daily Kansan KU Scholarship KU Academic Competitiveness Grant

November 2007 October 2007 December, August 2007 Summer 2007 May, January, 2007 2006, 2007 2006

Laura M. Vest (316) 806-2412 lvest@kansan.com

1010 Illinois Street Lawrence, KS 66045

Activities • • •

KUJH-TV camera person KU Advertising Club Public Relations Student Society of America of KU

References Jon Schlitt Sales and Marketing Adviser The University Daily Kansan

(785) 864-7666

Bryant Walker Manager Johnny Carino’s Restaurant

(316) 636-4411

Nancy Kasper Owner Kasper Retail Liquor

(316) 323-2171

The Pitt News Account Executiveâ&#x20AC;&#x201D;Job Description An Account Executive shall sell advertising to businesses within an assigned geographic area and service the advertising requirements of those accounts. An Account Executive reports to the Business Manager and the Advertising Manager. The responsibilities of an Account Executive are: 1. Maintain in-person contacts with all accounts as required to sell advertisements for The Pitt News, special sections, inserts, the online edition and Classified advertising. Sign contracts, provide creative suggestions, design spec ads or campaigns and assist accounts with all other advertising-related needs. 2. Make cold calls for new businesses, including preparation of presentations. 3. Process ads and check proofs, billing and credit. 4. Maintain daily sales logs. 5. Review monthly account lineage reports and previous yearâ&#x20AC;&#x2122;s newspapers to make sure all accounts are called on. 6. Attend weekly sales meetings, bi-weekly one-on-ones and training sessions. 7. Perform any other duties as requested by his or her supervisors. 8. Post regular office hours with Business Manager and Advertising Manager. An Account Executive must work a minimum of 15 hours per week.

Justin G. Matase

Education

1013 Hillside Avenue Easton PA, 18042 484-542-0731 JGM19@pitt.edu

University of Pittsburgh, College of Business Administration Bachelor of Science in Business Administration Major: Marketing/Finance Minor: Italian

Pittsburgh, PA April 2010 GPA: 3.5

Work Experience The Pitt News Account Executive 8/07 – present • Responsible for managing 40-50 accounts and prospecting new business for an independent daily newspaper with annual advertising revenue exceeding one million dollars. The Lotus Association Distributor Internship (Lead) 5/07 – 7/07 • Ranked number 3 in the country for sales in July 2007. • Intern of the year, awarded book scholarship • Responsible for account acquisition and maintenance throughout greater New Jersey area on behalf of telecommunications client, Verizon. Entrepreneurial environment with an emphasis on team development including hiring and training of new employees. Pizza D’oro • •

Cashier / Host / Server

4/06 – 4/07

New employee training Managing credit accounts

Activities Member, University of Pittsburgh Italian Club Phi Beta Lambda o Mentor Group Leader o VP of Professional Development Member, Student Alumni Association Member, University of Pittsburgh Rowing Crew

• • • • Relevant Skills

Relevant Coursework

06 – present 07 – present 07 – present 08 – present 06 – 07 Fall 06 - 07

• • • • •

Fluency in Italian Interviewing Training Customer Service Team Building

• • • •

Public Speaking Proficient with PC and Mac Proficient in Adobe Presentation Design

• •

Business Law Presentation Technology

• •

Managing in Complex Environments Business and Marketing

Justin Matase CNBAM Personal Sales Philosophy When I think of a way to define my personal sales philosophy, a few important ideas come to mind. Relationship building is a very important element in the sales process and with an open exchange of ideas both parties benefit. In general, people enjoy buying things, but only from people that they like. Can you remember the last time you had to buy something from the angry associate at the department store and how unpleasant it was? Secondly, building a last relationship with trust is key to the selling process. It is essential for the customer to trust you because sales is not convincing someone to buy something. I personally think of it as helping the customer make a good decision. Especially with advertising, many people think that they understand how it works but really may not and need your advice. If the customer trusts you, they will also trust your advice and in turn buy from you. Representing a newspaper that is catered to the college market many customers rely on my advice as an insight to what college students are thinking and doing. In this way I act not only as a consultant in advertising but also consult my customers from the perspective of a college student. Another imperative aspect of the selling process is to create a lasting long-term relationship. We want to create a lasting impression of our trustworthiness. If a customer asked me to advertise on a schedule that does not fit with the proven requirements to be successful (repetition over size), I would tell them to save their money. Even though it would increase our revenue in the short-run, it is more important that my clients see a substantial return on investment; furthermore it tarnishes our relationship because this customer will not get a solid return, and I’m just some slimy salesman. When speaking with potential new customers, if we don’t seem to be a good fit I don’t want to waste the time and money of either party; I would recommend them to do what I think is best for the customer, as I want to see their business succeed. I would rather help the customer make a good decision on how to spend their money than make a sale. This seems insane in the short run with sales targets and management’s financial pressures that we face daily, but a better reputation will always bring you success in the end. A two-way conversation is another critical aspect when building a solid relationship with a customer. Contrary to some sales techniques which emphasize putting pressure on remaining in control of the situation and speaking more than the customer, I feel that the customer would prefer to feel understood. This way you can get a lot of feedback and learn from your customer by keeping an open relationship without pressuring them to buy. Working together to create successful promotions and watch the companies that are advertising grow is a very rewarding part of sales. People do want to buy; however, they also want to be comfortable and advised to make a good decision. This is how you will get a sale.

We all love accompanying Justin on a sales call; he is inspiring and entertaining, he sounds professional and relaxed, and knows just when humor is appropriate. When new Account Executives start at The Pitt News, one of our concerns is balance. We want to make sure our students keep a level of control over their school work, while instilling in them a work ethic that produces sales results. Justin has needed no guidance in time management whatsoever. He keeps logs of his accomplishments and lists of tasks still to do, and has integrated work and school; 15% over last yearâ&#x20AC;&#x2122;s numbers in his territory is impressive, and 160% of his January 2008 quota so far this month is incredible; add to that a solid 3.75 grade point average, and you have an exception. Justin Matase is an exception, and we are proud to call him our own. Thank you for considering him in this yearâ&#x20AC;&#x2122;s Sales Representative of the Year contest. Sincerely,

Laurie Holding Advertising Adviser The Pitt News 412-648-7820

January 11, 2008 To the 2008 CNBAM Judges: I have the pleasure of nominating Justin Matase for this year’s CNBAM Sales Representative of the Year award. Of all our Account Executives in this year of an entirely new sales force, Justin has been the most consistently above his quota, most persistent in his follow-up, most decisively a positive role model and unexpected leader. The Pitt News is usually left with a healthy crew of veteran sales representatives every year. This fall, however, we found ourselves hiring all new reps, most of which are sophomores. Justin Matase is himself a sophomore, with a double Marketing and Finance major and a minor in Italian. He spent his summer last year in direct door-to-door sales on behalf of Verizon’s Small Business Division, laying a sturdy foundation for the prospecting work he would need to reach his numbers this year at The Pitt News. Our Business Manager assigned Justin our most critical territory, right in the middle of Pitt’s campus, because of Justin’s apparent versatility in communication. Justin’s territory houses some of our largest advertisers, but they vary greatly in business type; some are independent bars, run by uneducated but aggressive owners who insist on service at odd times of the night; some are private corporations who expect a suit and tie to appear on a monthly basis to present formal proposals to their top management. After two interviews, Justin seemed the most capable candidate to handle both extremes, and our Business Manager was right. Justin fits in no matter where we put him. Justin routinely drives other reps to their territories and assists in sales calls and prospecting. He is a tremendous support to his Sales Manager in helping other reps prepare proposals, design ads, and make presentations. The absence of fear has allowed Justin to lead the sales force in numbers of new prospects found, in numbers of new contracts signed and in the highest frequency contracts. We are grateful for his daily contributions. We will attach Justin’s quota sheets for this year to illustrate his sales achievements. Numbers tell a story, and these tell an increase of nearly 15% over 2006, but more important, I think, are the advertisers who represent those numbers. Some of our large advertisers changed their budgets this year, some moved out of our footprint and others went out of business, so it’s difficult to assume what kind of effort went into the increase in this territory’s revenue. Justin found new business within his geographic territory, and once he had saturated it used his Verizon experience to prospect on a daily basis. Although he doesn’t pester his prospects, he is constantly sending off articles, copies of papers and marketing promotions to those in his

prospect file. Some of our advertisers were at one time in a file called “Don’t Bother to Call”…which served as nothing more than a challenge to Justin Matase. He has signed on three

Date

Advertiser

Size

Amount

1-Oct

miss pgh

Total

sv qv sv qv qv

52 150 41 150 150

Total

543

sv sv qh hi qh qv qv qv

52 41 250.5 444 250.5 162 225 181

Total

1606

qv sv qv

181 41 162

Total

384

banner ev sv qv

100 162 30.75 243

Total

535.75

8-Oct 10-Oct

15-Oct 17-Oct 18-Oct 19-Oct

22-Oct 24-Oct 26-Oct

30-Oct 31-Oct

miss pgh live nation sph. Warehouse christopher's gst bob dylan

miss pgh sph warehouse arclermittoal premier exhb arclermittal altar sph warehouse manchester histo

asthma spg warehouse altar

rohrich post gazette sph warehouse bodies

Date

Advertiser

Size

Amount

2-Oct

birthright arts and lectures pregnancy arts and lectures lulu pgh arts rich farms lulu mallinger

th ev sh ev sv ev eh sv eh

23 91 43 91 39 91 91 39 106.25

Total

614.25

sh qv qv qv eh eh eh sv sv qv eh sv th

43 175 187.5 167 82 102 102 43 39 187.5 91 39 24

Total

1282

sh th eh sv sv eh eh eh qv qv qv qv sv

43 23 91 39 43 85 153 91 187.5 145 155 193.75 52

Total

1301.25

hv qv sh

335 187.5 43

3-Oct 4-Oct

5-Oct

10-Oct

11-Oct

12-Oct

17-Oct 18-Oct 19-Oct

22-Oct 24-Oct

pregnancy care carnegie mus cool ridge union grill princeton rev ali baba camille's allegheny lulu cool ridge rich farms lulu birthright

pregnancy birth right rich farms lulu allegheny attor mallinger eye candy stern cool ridge lulu carnegie daniel orchids

carlino cool ridge pregnancy

25-Oct 26-Oct

30-Oct 31-Oct

tamarind lulu daniel rich farms lulu birthright

arts and lectures allegheny arts and lectures pregnancy care birthright

hh sv eh eh sv th

335 39 82 81.9 39 23

Total

1165.4

ev sv ev sh th

82 32.25 82 43 23

Total

262.25

Date

Advertiser

Size

Amount

1-Oct

quiet storm arsenal novum novum gator's novum

sv qv hi hi ev hi

41 150 258 258 79 258

Total

1044

qv hi qv hi ev ev hi ev ev

150 258 243 258 79 79 258 79 82

Total

1486

ev qv hi hi ev ev ev hi hh sv

79 150 258 258 79 91 102.5 258 372.5 41

Total

1689

hi qv hi hi ev qv

258 150 258 258 79 243

Total

1246

hi qv ev hi

258 150 59.25 193.5

2-Oct 4-Oct 5-Oct

8-Oct 10-Oct

11-Oct 12-Oct

15-Oct 16-Oct 18-Oct 19-Oct

22-Oct 23-Oct 24-Oct 25-Oct

29-Oct 31-Oct

arsenal novum kelly's bar novum quiet storm g. saloon novum gators tokyo

gator's arsenal novum novum gators tobacco tokyo novum beyond the spots quiet storm

novum arsenal lanes novum novum gator's kelly's

novum arsenal lanes gator's novum

bloomfield wirele quiet storm

f sv

579 30.75

Total

1270.5

Date

Advertiser

Size

Amount

1-Oct

oasis golden palace us army united check oak hill united check oasis oak oasis phipps united check oak hill eastern marketing

sv ev hh sv qv sv sv sv hi sv qv ev

39 85 296 39 181.25 39 39 39 308 39 181.25 82

Total

1367.5

qv qv hh sv sv qv qv qv ev sv f sv

181 181.25 296 39 48.75 167 250.5 181.25 82 39 579 39

Total

2083.75

hh qv sv sv sv qv qv qv qv sv eh hv hi hh qv sv

296 181.25 39 39 39 181 181.25 155 150 39 102 391.75 462 416.5 150 48.75

2-Oct 3-Oct

4-Oct 5-Oct

8-Oct

10-Oct

11-Oct

15-Oct

16-Oct 17-Oct 18-Oct

19-Oct

super cassie oak hill us army oakland oasis united check new balance pamela's oak hill eastern mark oak oasis jimmy johns united check

cadet command oak hill apts oak oasis tanning united check oak oasis supercuts oak hill boom ups oak oasis haunted hills caribou cvs oak hill ups united check

22-Oct

23-Oct

24-Oct 25-Oct

26-Oct

29-Oct

31-Oct

usarmy jimmy johns ups store oak oasis oakhill united check oak oasis eastern market ups store booms oasis oak hill united check booms

us army supercuts oak hill oak oasis touch of gold united check boomerangs' oak hill oasis united

Total

2871.5

hh f qv sv qv sv sv ev qv qv sv qv sv qv

296 579 150 39 181.25 39 39 82 150 155 39 181.25 39 155

Total

2124.5

hh qv qv sv banner sv qv qv sv sv

296 181 181.25 39 100 39 155 135.94 39 39

Total

1205.19

Date

Advertiser

Size

Amount

3-Oct

mj kelly gbl vaginal ring mj kelly ginza mad mex ring mj kelly

th qh eh th sv qv eh th

36.25 162 79 36.25 41 155 79 36.25

Total

624.75

th eh th eh eh th sv sv qv qh eh th sv eh eh eh sv th sv

36.25 79 36.25 98.75 79 36.25 41 41 155 162 85 36.25 36 98.75 70 70 36 36.25 36

Total

1268.75

eh sv th eh eh sv sv qh th eh eh hi qv th

79 36 36.25 98.75 79 36 36.25 162 36.25 98.75 70 424.5 155 36.25

4-Oct

5-Oct

8-Oct 9-Oct

10-Oct

11-Oct

12-Oct

15-Oct

16-Oct

17-Oct 18-Oct

mj kelly maagee-7 mj kelly puccini magee mj kelly saigon tokyo ginza mad mex gbl antoons mj kelly robb puccini robb robb prg mj kelly robb

magee-7 prg mj kelly puccini magee-7 robb mj kelly gbl mj kelly puccini robb spice mad mex mj kelly

Spice Sorrento's Total

790.5 308 1098.5

relax and wash relax and wash mckee place anotoons robb mellinger's spice cardworks quality inn mj kelly

22-Oct 23-Oct 24-Oct

25-Oct

26-Oct

29-Oct

30-Oct 31-Oct

magee-7 magee-7 pgh playhouse gbl mj kelly robb spice mad mex magee-3 mj kelly robb magee-3

magee-7 bootleggers hampton inn magee-7 bootleggers bootleggers magee-3 mckee place mj kelly

ev ev sv eh eh eh hi qv qv th

102.5 102.5 67 85 70 124.75 424.5 167 181 36.25

Total

2744.5

eh eh hi qh th eh hi qv qv th eh qv

79 79 308 162 29 70 424.5 155 167 29 70 167

Total

1739.5

eh eh banner eh eh eh qv sv th

79 0 100 79 113.75 113.75 167 41 29

Total

722.5

Date

Advertiser

Size

Amount

1-Oct

walnut cap kamin kamin kamin kamin kamin kamin kamin kamin kamin kamin

qv sv sv sv sv sv sv sv sv sv sv

225 39 39 39 39 39 39 39 39 39 39

Total

615

sv sv sv sv qv qv qv sv sv hi hi qv qv sv sv sv sv qv

39 39 39 39 162 243 167 39 39 296 335 181 225 39 39 39 39 181

Total

2180

sv sv sv sv sv eh hi hi qv qv qv qev

39 39 39 39 39 133 296 502.5 225 243 162 167

2-Oct 3-Oct 4-Oct 5-Oct

8-Oct 9-Oct 10-Oct

11-Oct

12-Oct

15-Oct 16-Oct 17-Oct 18-Oct 19-Oct

kamin kamin kamin kamin walnut grill hollywood cappy's kamin kamin shadyside x marines commonwealth walnut cap kamin kamin kamin kamin commonwealth

kamin kamin kamin kamin kamin amazing yoga shadyside x marines walnut capital hollywood tans walnut grill mercurio's

caqppys

22-Oct 23-Oct 24-Oct 25-Oct 26-Oct

29-Oct 30-Oct 31-Oct

kamin kamin walnut capital kamin kamin kamin

kamin walnut capital kamin kamin rager tans

167

Total

2090.5

sv sv qv sv sv sv

39 39 225 39 39 39

Total

420

sv qv sv sv qv

39 225 39 39 182.25

Total

524.25

Date

Advertiser

Size

Amount

1-Oct

kaplan clinical trials fed ex ar building ked ex vocelli fed ex ar building vocelli clinical trials fed ex fedex ar building

qv eh eh th eh qv eh th qv eh eh eh th

150 85 74 25 74 150 74 25 225 85 74 74 25

Total

1140

eh th eh qv qv qv qv hh th eh th eh qv

74 25 74 150 167 271.5 150 502.5 25 74 25 74 167

Total

1779

th eh eh th qv qv th ev qh sv hh qv th qv

25 74 74 25 150 225 25 150 264.5 67 502.5 167 25 225

2-Oct 3-Oct

4-Oct

5-Oct

8-Oct 9-Oct 10-Oct

11-Oct 12-Oct

15-Oct 16-Oct 17-Oct 18-Oct 19-Oct

fed ex ar building fed ex vocelli papermart penn station kaplan giant eagle ar building fed ex ar building fed ex papermart

ar building fed ex fedex arbuilding vocelli vocelli ar building pub interest penn station penn station giant eagle papermart a1 self vocelli

22-Oct 24-Oct

25-Oct 26-Oct

29-Oct 31-Oct

ar building kaplan ar building fedex vocelli fed ex ar building papermart

ar building ar building fedex penn station vocelli

Total

1999

th qv th eh qv eh th qv

25 150 25 74 150 74 25 167

Total

690

th th eh eh qv

25 25 74 102.38 150

Total

376.38

Date

Advertiser

Size

Amount

3-Oct 4-Oct

bud light chase

qv hv

155 283

Total

438

th hv eh qv hv

29 283 85 226.25 283

Total

906.25

hv qv qv qv sv sv eh ev hi th

283 187.5 202.5 300 67 66.65 85 102 291 29

Total

1613.65

qv hi hv qv qv qv

155 291 283 202.5 193.75 155

Total

1280.25

ev ev qv

153 153 155

Total

461

10-Oct

11-Oct

18-Oct

19-Oct

23-Oct 25-Oct

26-Oct

30-Oct 31-Oct

yesterdays news chase meals delivered charlie murdochs chase

chase shootz charlie murdoch fuhrer rumshakers breathe yoga meals delivered southside works fuhrer yester news

coors yeungling chase murdochs shootz coors

town tavern town tavern yuengling

Date

Advertiser

Size

Amount

2-Oct 5-Oct

festival 10000 villages

hv qv

502.5 162

Total

664.5

qv sh sv qv qv sv

181 43 45 162 162 43

Total

636

sh sv ev eh qv qv sh

43 43 150 82 162 162 43

Total

685

sh qv qv sh qv sv

43 182.25 243 43 243 52

Total

806.25

ev hh qv ev sv sh

102 335 181 102 52 32.25

Total

804.25

8-Oct 10-Oct

16-Oct 19-Oct

22-Oct 24-Oct 25-Oct 26-Oct

29-Oct

30-Oct 31-Oct

congregation yahr bobby d brusters wheel deliver morrowfield

yahr morrowfield silys salon louie wheel deliver dalmo yahr

yahr avalon avalon yahr avalon spodek

sunsplash usa today wvu college of bus sunsplash spodek yahr

Date

Advertiser

Size

Amount

1-Oct 2-Oct 3-Oct 4-Oct

blush plasma care plasma care plasma care blush opera cultural trust robert morris plasma care august wilson

eh qv qv qv eh qv qv qv qv qv

110 250.5 250.5 250.5 110 162 150 181 250.5 167

Total

1882

eh qv qv qv qv qv qv qv qv qv eh qv qv qv

110 250.5 162 150 181 155 243 155 250 167 110 250.5 167 250.5

Total

2601.5

qv eh qv qv qv qv eh qv qv eh qv sv qv qv qv qv

162 110 167 155 250.5 250.5 110 250.5 181 150 267 75 167 243 243 167

5-Oct

8-Oct

10-Oct

11-Oct 12-Oct

15-Oct 16-Oct

17-Oct 18-Oct 19-Oct

blush plasma care opera cultural trust olive or twist clean water frost symphony plasma care august wilson blush plasma care august wilsobn plasma care

opera blush august wilson sypmhony plasma care plasma care blush plasma care bobby morris blush plasma care pgh symphony prak print working american frost diocese of pgh

planned parent

23-Oct 24-Oct 25-Oct

26-Oct

29-Oct 30-Oct

31-Oct

pgh symphony plasma care plasma care opera penguinds plasma care blush cultural trust plasma care duqesene

blush plasma care opera cultural trust symphony plasma care plasma care

167

Total

3115.5

qv qv qv qv hv qv eh qv qv qv

155 250.5 250.5 162 283 250.5 110 150 250.5 181

Total

2043

eh qv qv qv qv qv qv

82 250.5 162 150 155 250.5 250.5

Total

1300.5

Date

Advertiser

Size

Amount

1-Oct 2-Oct

shadyside inn cryo bank shadyside inn shadyside inn cryobank shadyside medical center peter's shadyside inn

svth sv svth svth sv svth eh ev svth

52 39 52 52 39 52 79 74 52

Total

491

svth svth sv sv sv qv hi ev eh svth ev svth svth sv

52 52 39 43 43 243 296 102 79 52 74 52 52 39

Total

1218

svth svth sv sv sv ev eh hh sv sv eh hh hi qev qv qv

52 52 39 52 52 74 79 335 52 75 85 335 385 167 162 167

Total

2163

3-Oct 4-Oct

5-Oct

8-Oct 9-Oct 10-Oct

11-Oct 12-Oct

15-Oct 16-Oct 17-Oct 18-Oct

19-Oct

shadyside inn shadyside inn cryobank quiznos prince of india wendy's chatam hula bar mco shadyside inn peters shadyside inn shadyside inn cryobank

shadyside inn shadyside inn cryobank shadyside inn shadyside inn peter's mco cedar point shadyside cryobank splash media cedar point flex car improv wendy's balfour

22-Oct

23-Oct 24-Oct

25-Oct

26-Oct

29-Oct 30-Oct 31-Oct

shadyside inn hupczy, dana crobank shadyside inn peter's shadyside inn hula bar mco shadyside inn peter's improv cryobank shadyside inn steel town

shadyside inn shadyside inn syracuse shadyside inn mco chatam upmc cryobank

svth qv sv svth hh svth ev eh svth ev qev sv svth qv

52 134 39 52 283 52 102 79 52 74 167 39 52 271.5

Total

1448.5

svth svth qv svth eh hi f sv

52 52 181 52 79 296 790.5 39

Total

1541.5

1-Oct

2-Oct

3-Oct 4-Oct

5-Oct

8-Oct

9-Oct

10-Oct

11-Oct

Account Color Charge blush 28 walnut cap 75 ppc 195 king abudallah 95 oak hill 83.5 plasma care 83.5 pgh festival 167.5 mjkelly 7.25 plasma care 83.5 mj kelly 7.25 plasma care 83.5 att 338 blush 28 vocelli 75 mj kelly 7.25 field trip 40.5 oak hill 36.25 plasma care 83.5 ppc 195 mallinger 21.25 blush 28 mj kelly 7.25 oak hill 36.25 plasma care 83.5 mj kelly 7.25 puccini 19.75 alumni 141.5 mj kelly 7.25 united 9.75 kelly's 81 cool ridge 37.5 hollywood 81 pamela's 83.5 penn station 90.5 wendy's 81 frost 81 oak hill 36.25 plasma care 83.5 giant eagle 167.5 blush 28 mj kelly 7.25 cool ridge 37.5 charlie murdochs 45.25 plasma care 83.5 walnut cap 75 pucchini 19.75

Local 28 75 0 0 83.5 83.5 167.5 7.25 83.5 7.25 83.5 0 0 75 7.25 0 36.25 83.5 0 21.25 28 7.25 36.25 83.5 7.25 19.75 0 7.25 9.75 81 37.5 81 83.5 90.5 81 81 36.25 83.5 167.5 28 7.25 37.5 45.25 83.5 75 19.75

Other 0 0 195 95 0 0 0 0 0 0 0 338 28 0 0 40.5 0 0 195 0 0 0 0 0 0 0 141.5 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0

12-Oct

careers ser ppc ppc plasma care mj kelly

72.5 195 195 83.5 7.25

0 0 0 83.5 7.25

72.5 195 195 0 0

15-Oct

oak hill apts cssd ppc ppc mj kelly blush puccini plasma care mj kelly cssd att plasma care mj kelly puccini blush plasma care att spice oak hil shootz charlie murdoch arecerlormitta sony pictures mj kelly vocelli relax and wash relax and wash penn station cssd tokyo eye candy mellingers premiere giant eagle caribou flex car cvs marines oak hill beyond ppc ppc spice

36.25 141.5 195 195 7.25 28 19.75 83.5 7.25 141.5 338 83.5 7.25 18.75 28 83.5 338 141.5 36.25 37.5 45.25 83.5 47.5 7.25 75 20.5 20.5 83.5 141.5 20.5 51 22.75 148 167.5 83.75 77 154 167.5 145.5 77 195 195 141.5

36.25 0 0 0 7.25 28 19.75 83.5 7.25 0 0 83.5 7.25 18.75 28 83.5 0 141.5 36.25 37.5 45.25 83.5 47.5 0 75 20.5 20.5 83.5 0 20.5 51 22.75 148 167.5 83.75 77 154 167.5 145.5 77 0 0 141.5

0 141.5 195 195 0 0 0 0 0 141.5 338 0 0 0 0 0 338 0 0 0 0 0 0 0 0 0 0 0 141.5 0 0 0 0 0 0 0 0 0 0 0 195 195 0

16-Oct

17-Oct

18-Oct

19-Oct

22-Oct 23-Oct

24-Oct

25-Oct

26-Oct

29-Oct

30-Oct

31-Oct

ppc walnut capital hollywood cool ridge arclermittal working america sph warehouse frost daniel mj kelly

195 75 81 37.5 83.5 81 75 81 38.75 7.25

0 75 81 37.5 83.5 81 75 81 38.75 7.25

195 0 0 0 0 0 0 0 0 0

ppc cssd walnut capital oak hill plasma care ppc cssd att cool ridge avalon plasma care cssd spice kelly's plasma care avalon murdochs gspia shootz blush ppc oak hill plasma care gspia avalon steel town ent ppc ppc walnut capital oak hill plasma care bootleggers town tavern ppc plasma care gspia bootleggers

195 263.5 75 36.25 83.5 96 263.5 338 37.5 60.75 83.5 141.5 141.5 81 83.5 81 40.5 40.5 38.75 28 96 36.25 83.5 40.5 81 90.5 96 195 75 36.25 83.5 22.75 51 96 83.5 40.5 22.75

0 0 75 36.25 83.5 0 0 0 37.5 60.75 83.5 0 141.5 81 83.5 81 40.5 0 38.75 28 0 36.25 83.5 0 81 90.5 0 0 75 36.25 83.5 22.75 51 0 83.5 0 22.75

195 263.5 0 0 0 96 263.5 338 0 0 0 141.5 0 0 0 0 0 40.5 0 0 96 0 0 40.5 0 0 96 195 0 0 0 0 0 96 0 40.5 0

town tavern ppc umpc att plasma care rager tans penn station

51 195 263.5 338 83.5 60.75 34.13

51 0 263.5 0 83.5 60.75 34.13

0 195 0 338 0 0 0

Total % to Total

13103.88 -

7090.63 54%

6006 46%

54% Local Color 46% National, Student and University Color

October 2007 Sales Report Challise 003 Michelle 004 Ethan 005 Justin 006 Andrea 007 Karla 008 Matt 011 Jason 012 Danny 014 Mike 019 William 020

5-Oct $52 $614 $1,044 $1,368 $625 $615 $1,140 $438 $665 $1,882 $491

12-Oct $543 $1,282 $1,486 $2,084 $2,369 $2,180 $1,779 $906 $636 $2,602 $1,218

19-Oct $1,606 $1,301 $1,689 $2,872 $2,745 $2,091 $1,999 $1,613 $685 $3,115 $2,163

26-Oct $384 $1,165 $1,246 $2,125 $1,740 $420 $690 $1,280 $806 $2,043 $1,449

31-Oct Total Quota % to Goal $536 $3,121 $5,662 55% $262 $4,624 $4,410 105% $1,271 $6,736 $5,309 127% $1,205 $9,654 $9,203 105% $723 $8,202 $6,330 130% $525 $5,831 $5,010 116% $376 $5,984 $4,711 127% $461 $4,698 $3,743 126% $804 $3,596 $3,421 105% $1,301 $10,943 $10,493 104% $1,542 $6,863 $6,522 105%

Total Revenue $68,812 Total Quota $64,815 Total % 106%

Laura 11 Sophie 002

$9,620 $3,777

###### ###### ###### ###### ###### ###### $1,917 $3,131 $2,582 $2,115 ###### ######

134% 58%

Date

Revenue

1-Oct 2-Oct 3-Oct 4-Oct 5-Oct

448 190 979 1610 550 Total

8-Oct 9-Oct 10-Oct 11-Oct 12-Oct

170 163 853 731 0 Total

15-Oct 16-Oct 17-Oct 18-Oct 19-Oct

3130.5

0 181 1507 894 0 Total

29-Oct 30-Oct 31-Oct

1917

0 0 1177 1251.5 702 Total

22-Oct 23-Oct 24-Oct 25-Oct 26-Oct

3777

2582

0 0 2115 Total

2115

Date

Stu Rev

Univ Rev

1-Oct 2-Oct 3-Oct 4-Oct 5-Oct

2404 451 1455 718 459

1339 721 1081 496 496

Total

9620

1572 677 1755 361 2531

1361 1477.5 1271 1467 667

Total

13139.5

2215 390 658 783 2215

1515.5 1880 1577.5 2748 1555.5

Total

15537.5

777 268 806 658 480

1313 2351 2710 2468 987.5

Total

12818.5

1848 1467 2029

1127 1708 2092

Total

10271

8-Oct 9-Oct 10-Oct 11-Oct 12-Oct

15-Oct 16-Oct 17-Oct 18-Oct 19-Oct

22-Oct 23-Oct 24-Oct 25-Oct 26-Oct

29-Oct 30-Oct 31-Oct

Date

Advertiser

Size

Amount

2-Nov 6-Nov 7-Nov 9-Nov

post gazette post gazette sph warehouse post gazette bodies

qv qv sv qv qv

162 162 41 162 243

Total

770

qv qv sv qv

162 243 41 162

Total

608

qv sv

162 41

Total

203

hh qv banner

335 162 100

Total

597

13-Nov 14-Nov 16-Nov

27-Nov 28-Nov

30-Nov

post gazeette bodies spag warehouse post gazette

post gazette sph warehouse

ludic post gazette rohrich toyota

Date

Advertiser

Size

Amount

1-Nov

pgh arts lulu mallinger cool ridge lulu birthright hillel cool ridge preg care jewish hill hillel lulu princeton lulu carnegie

ev sv eh qv sv th hi qv sh hh hh sv ev qv qv

82 39 106.25 187.5 39 23 296 187.5 43 296 296 39 82 145 175

Total

2036.25

ev ev sh th sv ev qv sv

82 82 43 23 39 82 187.5 39

Total

577.5

th eh qv qv sh th qv sh

23 91 187.5 175 43 23 187.5 43

Total

773

sv sv sv

39 39 43

Total

121

2-Nov

5-Nov 7-Nov

8-Nov

9-Nov

13-Nov 14-Nov

15-Nov 16-Nov

19-Nov 20-Nov

27-Nov 28-Nov

29-Nov 30-Nov

pgh arts pgh arts preg care birthright lulu arts and lectures cool ridge lulu

birthright stern cool ridge carnegie museums pregnancy birthright cool ridge pregnancy care

lulu lulu allegheny

Date

Advertiser

Size

Amount

1-Nov

royal carribe quiet storm novum royal novum arsenal lanes arsenal novum kelly's royal novum quiet storm caribean

sv sv hi sv hi qv ev hi qv th f sv th

43 41 258 64.5 258 150 79 258 243 36 502 41 36

Total

2009.5

ev hi sv ev ev hi qv hi th

79 258 41 74 74 258 243 258 36

Total

1321

ev ev ev ev hi hi sv

74 150 74 74 258 258 41

Total

929

th hi th

36 232.2 36

Total

304.2

2-Nov 5-Nov 8-Nov

9-Nov

12-Nov 13-Nov 14-Nov 15-Nov

16-Nov

19-Nov 20-Nov 26-Nov 28-Nov

29-Nov 30-Nov

arsenal lanes novum quiet storm arsenal lanes arsenal novum kellys bar novum royal carib

arsenal lanes tobacco outlet arsenal lanes arsenal lanes novum novum quiet storm

royal novum royal

Date

Advertiser

Size

Amount

1-Nov 2-Nov 5-Nov

oak oasis united check us army oak oasis eastern mark ups united check oak oasis supercuts oak oasis eastern ups quaker primanti's oak hill brueggers pamela's supercuts united

sv sv hh sv ev qv sv sv qv sv ev hi hh qv qv qv qv qv sv

39 39 296 39 82 150 39 39 181 39 123 283 335 181 181.25 181 250.5 181 48.75

Total

2707.5

qv hh sv ev sv sv sv qv qv sv qv sv

181.25 296 39 82 39 82 39 181.25 181 39 145 39

Total

1343.5

qv sv th sv ev ev qv qv sv th

181.25 39 29 75 82 150 181.25 145 39 29

5-Nov 6-Nov 7-Nov 8-Nov 9-Nov

12-Nov

13-Nov 14-Nov 15-Nov

16-Nov

19-Nov

20-Nov

oak hill apts us army oakland oasis eastern marketing united check eastern marketing united check oak hill steve simpson oasis tawain cafĂŠ united check

oak hill oak oasis xentel oasis eastern marketing ace athletic oak hill taiwan united check xentel

26-Nov

27-Nov 28-Nov

29-Nov

30-Nov

oak hill ups store oasis xentel eastern marketing united check ups oak hill united check

ups qdoba oakland oasis xentel eastern marketing cvs oak hill supercuts tawain cafĂŠ united check touch of gold

qv qv sv th ev sv qv qv sv

181.25 150 39 29 82 39 187.5 181.25 39

Total

1878.5

qh qv sv th ev hi f qv qv sv banner

150 181 39 29 82 462 514 181 145 39 100

Total

1922

Date

Advertiser

Size

Amount

1-Nov

bootleggers robb spice magee-3 mad mex ginza mj kelly robb magee-7 magee-7 puccini mj kelly robb puccini spice mad mex mj kelly robb magee-7 antoon's hampton spice sorrentos relax mckee

eh eh hi qv qv sv th eh eh eh eh th eh eh hi qv th eh eh eh hi f qv ev sv

113.75 70 424.5 167 155 41 29 70 79 79 98.75 29 70 98.75 424.5 155 29 70 79 85 444 790.5 167 102.5 41

Total

3912.25

eh eh eh eh eh hi qv sv eh eh sv

79 79 98.75 70 98.75 424.5 155 41 70 79 41

Total

1236

eh sv eh sv eh

79 66 79 41 79

2-Nov 5-Nov 6-Nov 7-Nov 8-Nov

9-Nov

12-Nov 13-Nov 15-Nov

16-Nov

19-Nov 20-Nov

26-Nov

magee-7 magee-7 puccini robb puccini spice mad mex ginza robb real estate magee-7 mckee

magee-7 prg magee-7 mckee magee-7

27-Nov

29-Nov

30-Nov

mckee place magee-7

robb puccini spice mad mex ginza robb hampton inn

sv eh

41 79

Total

464

eh eh hi qv sv eh banner

70 98.75 424.5 155 41 70 100

Total

959.25

Date

Advertiser

Size

Amount

1-Nov 2-Nov

kamin kamin kiernan kamin kamin kiernan kamin kamin kiernan kamin marines x shadyside walnut grill walnut ca

sv sv sv sv sv sv sv sv sv sv hi hi qv qv

39 39 52 39 39 52 39 39 52 39 502.5 296 162 225

Total

1614.5

sv sv sv sv sv

39 39 39 39 39

Total

195

sv ev qv eh sv sv sv hi sv

39 133 300 79 39 39 39 296 39

Total

1003

sv sv

39 39

Total

5-Nov 6-Nov 7-Nov 8-Nov 9-Nov

12-Nov 13-Nov 14-Nov 15-Nov 16-Nov

19-Nov 20-Nov

26-Nov 27-Nov 28-Nov

29-Nov 30-Nov

kamin kamin kamin kamin kamin

kamin amazing yoga walnut capital amsher kamin kamin kamin shadyside x kamin

kamin kamin

Date

Advertiser

Size

Amount

1-Nov 7-Nov

vocelli's arbuilding vocelli wing zone ar building giant eagle penn station

qv th qv inserts th hh eh

225 25 150 512 25 502.5 136.5

Total

1576

th th ev qv hi ev hh qv th ev

25 25 82 150 291 82 502.5 225 25 82

Total

1489.5

th ev qv qv ev qv qv inserts eh th th qv qv

25 82 150 66 82 150 209 512 136.5 25 25 150 150

Total

1762.5

qv qv th eh

150 225 25 136.5

Total

536.5

8-Nov 9-Nov

12-Nov 14-Nov

15-Nov

16-Nov

19-Nov

20-Nov

26-Nov 28-Nov

29-Nov 30-Nov

arbuilding arbuilding filmmakers vocelli newman center filmmakers giant eagle vocelli ar building pgh filmmakers

ar building pgh filmmakers kaplan penn station film makers kaplan guardian wing zone penn station ar building ar building kaplan vocelli

kaplan vocelli ar building penn station

Date

Advertiser

Size

Amount

1-Nov

shootz chase charlie murdochs red cross shootz chase charlie chase yuenling breathe yoga yesterday's

qev hv qv hv qev hv qv hv qv sv th

193.75 283 202.5 335 193.75 283 202.75 283 155 53.75 29

Total

2214.5

hv ev qev hv qv

335 102 155 283 202.5

Total

1077.5

ev ev sv sv qv

150 150 67 67 181

Total

615

hv qv qv qwv

283 202.5 162 167

Total

814.5

5-Nov 8-Nov

9-Nov

14-Nov 15-Nov

20-Nov

26-Nov

29-Nov

red cross ss works cinema shootz chase charlie murdochs

bud light bud light rum shakers breathe yoga double wide

chase home charlie murdochs double wide shootz

Date

Advertiser

Size

Amount

1-Nov 2-Nov 5-Nov

sun splash 10000 villages sun splash wvu college spodek yahr sun splash sun splash usa today brusters dalmo

ev qv eh qv sv sh eh eh hh qv qv

82 162 82 181 52 43 82 82 335 162 162

Total

1425

eh ev sh ev sv

82 82 43 82 52

Total

341

sh sv ev sv ev

43 43 82 43 82

Total

293

Total

6-Nov 8-Nov 9-Nov

12-Nov 13-Nov 15-Nov

19-Nov 20-Nov 26-Nov 27-Nov

29-Nov

sun splash sun splash yahr sunsplash spodek

yahr morrowfield sun splash morrowfield sun splash

sun splash

Date

Advertiser

Size

Amount

1-Nov

cultural trust blush cultural trust opera special projects blush penguins pgh cultural tr special projects symphony penguins special projects blush special projects cultural frost

qv eh qv qv eh eh hv qv eh qv hv qv eh qh qv qv

150 99 150 162 69 99 283 150 69 155 283 134 99 134 150 243

Total

2429

eh qv qv eh qv

99 167 181 99 150

Total

696

eh qv qv qv qv eh qv qv qv qv

99 266 155 145 181 99 155 167 145 181

Total

1593

eh qv qv qv qv qv button

99 145 181 243 155 167 50

2-Nov 5-Nov

6-Nov

7-Nov 8-Nov 9-Nov

12-Nov 13-Nov 15-Nov 16-Nov

19-Nov 20-Nov 26-Nov

27-Nov 28-Nov

29-Nov 30-Nov

blush pgh cultural trust plasma care blush cultural trust

blush plasma care symphony plasma care blood bank blush pgh symphony ballet plasma care blood bank

blush plasma care blood bank frost cwa clo special project

Total

1040

Date

Advertiser

Size

Amount

1-Nov

peter's cryobank shadyside inn shadyside inn shadyside inn upmc cryobank shadyside inn upmc peters shadyside inn peter's mco shadyside inn hotrod improv upmc wendy's carlow

ev sv svth svth svth hi sv svth hi hh svth ev eh svth ev qev f qv qv

74 39 52 52 52 424.5 39 52 424.5 424.5 52 74 79 52 91 167 790.5 243 162

Total

3344

svth svth hh sv svth eh hi hi qv svth ev hi qv svth sv

52 52 308 39 52 79 424.5 296 181 52 74 424.5 181 52 39

Total

2306

svth hi qv sv sv svth hi

52 424.5 181 39 75 52 424.5

2-Nov 5-Nov 6-Nov

7-Nov

8-Nov

9-Nov

12-Nov 13-Nov

14-Nov

15-Nov

16-Nov

19-Nov

20-Nov

shadyside inn shadyside inn peters cryobank shadyside inn medical center upmc chatham ent research shadyside inn peters upmc health childrens shadyside inn cryobank

shadyside inn upmc health plan children's cryobank cryobank shadyside inn upmc health plan

26-Nov

27-Nov 28-Nov

29-Nov

30-Nov

children's cryobank shadyside children's cryobank shadyside inn upmc health shadyside inn

shadyside inn peter's upmc health plan childrens cryobank shadyside inn

qv sv svth qv sv svth hi svth

181 39 52 181 39 52 424.5 52

Total

2268.5

svth eh hi qv sv svth

52 74 424.5 181 39 52

Total

822.5

November Color Breakdown

1-Nov

2-Nov

5-Nov

6-Nov 7-Nov

8-Nov

9-Nov

Account

Color Charge

Local

Other

bootleggers shootz spice att charlie murdochs blush vocellis mallinger wrist ppc cool ridge royal blush inmark ppc puccini upmc upmc upmc sgb sgb sgb sgb cool ridge puccini blush shootz spice chuck murdochs kelly's royal giant eagle maines hampton ppc spice upmc undergrad oak hill pamela's frost bodies walnut cap relax breathe yoga

22.75 38.75 141.5 338 40.5 25 75 21.25 175.5 96 37.5 21.5 25 175.5 195 19.75 141.5 141.5 141.5 254 127 127 127 37.5 19.75 25 38.75 141.5 38.75 81 12 167.5 167.5 154 195 263.5 263.5 33.5 36.25 83.5 81 81 75 20.5 10.75

22.75 38.75 141.5 0 40.5 25 75 21.25 0 0 37.5 21.5 25 0 0 19.75 141.5 141.5 141.5 0 0 0 0 37.5 19.75 25 38.75 141.5 38.75 81 12 167.5 167.5 154 0 263.5 263.5 0 36.25 83.5 81 81 75 20.5 10.75

0 0 0 338 0 0 0 0 175.5 96 0 0 0 175.5 195 0 0 0 0 254 127 127 127 0 0 0 0 0 0 0 0 0 0 0 195 0 0 33.5 0 0 0 0 0 0 0

November Color Breakdown

12-Nov

13-Nov 14-Nov

15-Nov

16-Nov 19-Nov

20-Nov

26-Nov

27-Nov

28-Nov

29-Nov

united royal penn station eastern marketing alumni wendy's oak hill apts. blush ppc puccini ppc upmc bodies puccini upmc health plan spice giant eagele charlie murdochs kellys oak hill student affairs blush vocelli cool ridge royal carib upmc health plan ppc oak hill blush upmc health plan cool ridge oak hill apts guardian penn station student life oak hill blush blush student life upmc ppc ups student life cool ridge oak hill puccini portugese club upmc health plan spice

9.75 12 45.5 41 141.5 81 36.25 25 96 19.75 96 141.5 81 19.75 141.5 141.5 167.5 40.5 81 36.25 81 25 75 37.5 12 141.5 195 36.25 25 141.5 37.5 36.25 42 46 129.5 36.25 25 25 129.5 141.5 96 37.5 130 37.5 36.25 19.75 34.5 141.5 141.5

9.75 12 45.5 41 0 81 36.25 25 0 19.75 0 141.5 81 19.75 141.5 141.5 167.5 40.5 81 36.25 0 25 75 37.5 12 141.5 0 36.25 25 141.5 37.5 36.25 42 46 0 36.25 25 25 0 141.5 0 37.5 0 37.5 36.25 19.75 0 141.5 141.5

0 0 0 0 141.5 0 0 0 96 0 96 0 0 0 0 0 0 0 0 0 81 0 0 0 0 0 195 0 0 0 0 0 0 0 129.5 0 0 0 129.5 0 96 0 130 0 0 0 34.5 0 0

November Color Breakdown

30-Nov

student orientation 129.5 charlie murdoch 40.5 royal caribean 12 blush 25 vocelli 75 penn station 45.5 portugese club 34.5 cvs 154 ppc 96 ppc 48 frost 81 royal 12 Totals 8834.75 % to Toal -

0 40.5 12 25 75 45.5 0 154 0 0 81 12 5554.25 63%

129.5 0 0 0 0 0 34.5 0 96 48 0 0 3280.5 37%

November 2007 Sales Report Challise 003 Michelle 004 Ethan 005 Justin 006 Andrea 007 Karla 008 Matt 011 Jason 012 Danny 014 Mike 019 William 020

9-Nov $770 $2,037 $2,010 $2,708 $3,912 $1,615 $1,576 $2,215 $1,425 $2,429 $3,344

16-Nov $608 $578 $1,321 $1,344 $1,236 $195 $1,490 $1,078 $341 $696 $2,306

28-Nov $203 $773 $929 $1,879 $464 $1,003 $1,762 $615 $293 $1,593 $2,269

30-Nov $597 $121 $364 $1,922 $959 $78 $537 $815 $82 $1,040 $823

Total $2,178 $3,509 $4,624 $7,853 $6,571 $2,891 $5,365 $4,723 $2,141 $5,758 $8,742

Quota % to Goal $3,200 68% $3,508 100% $4,624 100% $7,629 103% $5,418 121% $4,172 69% $3,000 179% $4,264 111% $2,000 107% $5,721 101% $4,850 180%

$10,854 $1,558

$1,004 $795

###### ###### ###### ######

Total Revenue $54,355 Total Quota $49,298 Total % 110% Laura 11 Sophie 002

$18,191 $7,245

$9,128 $2,008

112% 88%

GREAT MONTH!!!!!!!!

Date

Revenue

1-Nov 2-Nov 5-Nov 6-Nov 7-Nov 8-Nov 9-Nov

1555 690 1790 351 1938 190 731

Total

7245

12-Nov 13-Nov 14-Nov 15-Nov 16-Nov

953 351 163 541 0

Total

2008

19-Nov 20-Nov 26-Nov 27-Nov 28-Nov

0 475 107 488 488

Total

1558

29-Nov 30-Nov

429 366

Total

795

Date

Stu Rev

Univ Rev

1-Nov 2-Nov 5-Nov 6-Nov 7-Nov 8-Nov 9-Nov

1199 1380 1018 1103 3243 731 1424

977 642 1143 1292 1029 957 2195

Total

18333

480 547 835 977 1400

1074 1027 693 1591 504

Total

9128

1455 192 1354 1942 1955

1129 444 1080 625 678

Total

10854

2340 2210

983 21

Total

1004

12-Nov 13-Nov 14-Nov 15-Nov 16-Nov

19-Nov 20-Nov 26-Nov 27-Nov 28-Nov

29-Nov 30-Nov

Date

Advertiser

Size

Amount

4-Dec 5-Dec

educ mgmnt post gazette sph warehouse educ mgmnt post gazette

qv qv sv qv qv

181 162 43 181 162

Total

729

qv banner

243 100

Total

343

6-Dec 7-Dec

10-Dec

bodies rohrich

Date

Advertiser

Size

Amount

5-Dec 6-Dec

pregnancy plaza parking lulu birthright plaza parking mallinger cool ridge lulu allegheny

sh sv sv th sv eh qv sv sv

43 43 39 23 43 106.25 187.5 39 43

Total

566.75

sv eh qv qv sh

43 91 187.5 155 43

Total

519.5

7-Dec

10-Dec

plaza parking lauren stern cool ridge carnegie pregnancy

Date

Advertiser

Size

Amount

3-Dec 4-Dec 6-Dec

arsenal novum novum royal carin arsenal novum royal carib

ev hi hi th ev hi th

74 258 258 36 74 258 36

Total

994

ev f f sv sv

74 502 579 43 41

Total

1239

7-Dec

10-Dec

arsenal lanes novum bloomfield little tokyo quiet storm

Date

Advertiser

Size

Amount

3-Dec 4-Dec

oak oasis easterm market united check tawain got used oak oasis got used got used united check

sv ev sv eh hh sv f hh sv

39 82 39 74 296 39 565 296 39

Total

1469

ev hh f f qv qv qv sv sv

123 296 565 868.5 145 181.25 250.5 39 48.75

Total

2517

6-Dec

7-Dec

10-Dec

eastern marketing got used got used american taiwan oak hill pitt stop oakland oasis united check

Date

Advertiser

Size

Amount

4-Dec

magee-7 puccini mckee puccini mad mex ginza

eh eh sv eh qv sv

79 98.75 41 98.75 155 41

Total

513.5

eh eh eh hi f qv qv sv

79 70 85 444 790.5 155 181 41

Total

1845.5

6-Dec

10-Dec

magee-7 robb antoon's hampton inn spice mad mex oak eatery mckee

Date

Advertiser

Size

Amount

3-Dec

amsher kamin amsher kamin amsher kamin amsher kamin x shadyside amsher kamin

eh sv eh sv eh sv eh sv hi eh sv

79 39 79 39 79 39 79 39 296 79 39

Total

886

eh sv hi hi qv qv

79 39 502.5 565 150 162

Total

1497.5

4-Dec 5-Dec 6-Dec

7-Dec

10-Dec

amsher kamin us marines x shadyside lobos walnut capital

Date

Advertiser

Size

Amount

3-Dec

ar building china inn kaplan ar building giant eagle vocelli newman center ar building newman center china inn

th qv qv th hh qv hh th hh qv

25 181 150 25 502.5 150 291 25 291 181

Total

1821.5

th eh qv qv qv qv

25 136.5 181 150 155 225

Total

872.5

5-Dec

6-Dec 7-Dec

10-Dec

ar building penn station china inn kaplan mckinney vocelli's

Date

Advertiser

Size

Amount

4-Dec 6-Dec

double wide southside works red cross charlie murdochs southside cinema tokyo bistro

qv hv hv qv ev qv

162 335 335 202.5 102 162

Total

1298.5

hv hh qv qv sv

283 502.5 162 167 53.75

Total

1168.25

7-Dec

10-Dec

chase giant eagle double wide tokyo breathe yoga

Date

Advertiser

Size

Amount

3-Dec 4-Dec 6-Dec 7-Dec

sunsplash sunsplash sunsplash 10000 villages glickman

eh eh eh qv sv

82 82 82 162 41

Total

449

ev sv sv qv

82 43 41 162

Total

328

10-Dec

sunsplash morrowfield glickman wheel deliver

Date

Advertiser

Size

Amount

3-Dec

plasma care central blood blush symphony ballet plasma care plasma care blush plasma care citizens

qv qv eh qv qv qv qv eh qv qv

145 181 99 155 167 145 145 99 145 232.5

Total

1513.5

eh eh qv qv qv qv

102.5 99 145 232.5 155 243

Total

977

4-Dec 5-Dec 6-Dec 7-Dec

10-Dec

union real estate blush plasma care citizen's cwa frost

Date

Advertiser

Size

Amount

3-Dec

shadyside inn upmc health children's prince of india cryobank shadyside inn upmc health plan cryobank shadyside inn chatam shadyside inn peter's mco upmc children's shadyside inn

svth hi qv sv sv svth hi sv svth hi svth ev eh hi qv svth

52 424.5 181 43 39 52 424.5 39 52 296 52 74 79 424.5 181 52

Total

2465.5

svth ev qev hi qv sv sv sv

52 74 167 790.5 243 43 43 39

Total

1451.5

4-Dec

5-Dec 6-Dec

7-Dec

10-Dec

shadyside inn peter's improv upmc wendy's prince of india quizno's cryobank

December Color Breakdown

3-Dec

4-Dec

5-Dec

6-Dec

7-Dec

10-Dec

Account

Color Charge

Local

Other

ppc upmc book center ppc blush puccini ppc upmc book center sony student affairs book center student orientat giant eagle book center book center new student new student puccini upmc new commuter book center student orient charlie murdochs royal blush mallinger ppc book center cool ridge royal carrib citizen's eastern market pitt arts pitt arts union real estate penn station blush us marines hapmton inn ppc giant eagle book center upmc health spice

96 141.5 131.75 48 25 19.75 96 141.5 141.5 175.5 148 131.75 67 167.5 141.5 131.75 67 67 19.75 141.5 129.5 131.75 67 40.5 12 25 21.25 96 131.75 37.5 12 77.5 41 154 154 20.5 45.5 25 167.5 144 96 167.5 131.75 263.5 263.5

0 141.5 0 0 25 19.75 0 141.5 0 0 0 0 0 167.5 0 0 0 0 19.75 141.5 0 0 0 40.5 12 25 21.25 0 0 37.5 12 77.5 41 0 0 20.5 45.5 25 167.5 144 0 167.5 0 263.5 263.5

96 0 131.75 48 0 0 96 0 141.5 175.5 148 131.75 67 0 141.5 131.75 67 67 0 0 129.5 131.75 67 0 0 0 0 96 131.75 0 0 0 0 154 154 0 0 0 0 0 96 0 131.75 0 0

December Color Breakdown ppc american appar. career services cool ridge citizen's wendy's oak hill bodies pitt stop gspia frost vocelli's breathe yoga united

195 289.5 257 37.5 77.5 81 36.25 81 83.5 38.75 81 75 10.75 9.75

0 289.5 0 37.5 77.5 81 36.25 81 83.5 0 81 75 10.75 9.75

195 0 257 0 0 0 0 0 0 38.75 0 0 0 0

Totals % to Toal

5908.25 -

2883 49%

3025.25 51%

December 2007 Sales Report Challise 003 Michelle 004 Ethan 005 Justin 006 Andrea 007 Karla 008 Matt 011 Jason 012 Danny 014 Mike 019 William 020

7-Dec $729 $567 $994 $1,469 $514 $886 $1,822 $1,299 $449 $1,514 $2,466

10-Dec $343 $520 $1,239 $2,517 $1,846 $1,498 $873 $1,168 $328 $977 $1,452

Total $1,072 $1,087 $2,233 $3,986 $2,360 $2,384 $2,695 $2,467 $777 $2,491 $3,918

Quota % to Goal $989 108% $1,052 103% $1,496 149% $3,524 113% $3,459 68% $2,718 88% $2,107 128% $1,525 162% $1,102 71% $2,017 124% $1,180 332%

Total Revenue $25,470 Total Quota $21,169 Total % 120%

Laura 11 Sophie 002

$12,624 $1,198

$6,046 $163

$18,670 $1,361

###### $2,624

95% 52%

Another HUGE month. Great Job! Let's keep it going in January

ep it going in January.

Date

Revenue

3-Dec 4-Dec 5-Dec 6-Dec 7-Dec

419 526 0 90 163

Total

1198

10-Dec

163

Date

Stu Rev

Univ Rev

3-Dec 4-Dec 5-Dec 6-Dec 7-Dec

1014 681 920 1180 422

1431 2407 1773 1369 1427

Total

12624

1624

4422

Total

6046

10-Dec

December 28, 2007 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, Justin Matase 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 Justin for the CNBAM 2007 Sales Representative of the Year. Using Justin 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, Justin 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 Justin, 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 Justin again in 2008 and support him in his effort to become sales manager. However, despite what takes place throughout our professional careers, I look forward to continuing the trust and respect Justin and I have for one another. I am proud to nominate Justin Matase as the 2007 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

Date 5-Sep

12-Sep

19-Sep

24-Sep 26-Sep 27-Sep

Advertiser sph warehouse irish festival

sph warehouse target

spagh. Warehouse boscovs

miss pittsburgh sph. Warehouse live nation

Size sv qv

Amount 41 181

Total

222

sv qv

41 155

Total

196

sv qv

41 181

Total

222

sv sv qv

52 41 150

Total

243

Date 6-Sep 7-Sep

10-Sep 11-Sep 12-Sep 13-Sep 14-Sep

17-Sep 19-Sep 20-Sep 21-Sep

26-Sep 27-Sep

28-Sep

Advertiser lulu mallinger lulu birthright

hillel plaza parking plaza parking birthright plaza parking lulu lulu camille's

princeton reve. birthright pregnancy lulu celebrity wireless princeton reve camille's little nippers lutheran campus cool ridge carnegie museums lulu booksellers

pregnancy birthright cool ridge lulu rich farm lulu us airforce

Size sv eh sv th

Amount 39 106.25 34 23

Total

202.25

qv sv sv th sv sv sv eh

162 53.75 53.75 23 53.75 39 39 91

Total

515.25

ev th sv sv qv ev ev f qv qv qv sv th

82 23 43 39 153 82 91 643 250.5 187.5 175 39 29

Total

1837

sh th qv sv eh sv hh

43 24 187.5 39 91 39 335

Total

758.5

Date 4-Sep

6-Sep

10-Sep 12-Sep 13-Sep

17-Sep 18-Sep

24-Sep 25-Sep 27-Sep

28-Sep

Advertiser quiet storm arsenal lanes novum kelly's

arsenal lanes quiet storm construction construction

arsenal novum shadyside honda quiet storm

city paper ad female skin quiet storm kellys bar novum gator's novum thunderbird

Size sv qv hi qv

Amount 41 150 258 243

Total

692

qv sv ev ev

150 41 102 102

Total

395

qv hi banner sv

150 258 100 41

Total

549

qv hi sv qv hi ev hi sv

150 258 41 243 258 79 258 75

Total

1362

Date 4-Sep 5-Sep 6-Sep

7-Sep

10-Sep

11-Sep 12-Sep 13-Sep

14-Sep

17-Sep 18-Sep 19-Sep 20-Sep 21-Sep

24-Sep 25-Sep 26-Sep 27-Sep

Advertiser oak hill oak hill oasis boomerangs new balance phipps golden palace oasis golden palace

supercuts oakhill jimmy johns oakland oasis blue moon poker golden palace golden palace oak oasis booms oakhill apts phipps oakoasis united

oak hill atps united check oasis oak hill apts. oak oasis golden palace united check eastern marketing

oak hill oak oasis jimmy johns united check united check oak oasis oasis supercuts oak hill

Size qv qv eh qv qv hi ev eh ev

Amount 181.25 181.25 74 155 187 308 85 74 85

Total

1330.5

qv qv f eh qv ev ev eh qv qv hi eh sv

181 181.25 579 74 77.5 85 85 74 77.5 181.25 308 74 39

Total

2016.5

qv sv eh qv eh ev sv qv

181.25 39 74 181.25 74 85 48.75 181

Total

864.25

qv sv f sv sv sv sv qv qv

181.25 39 579 39 39 39 39 181 181.25

28-Sep

chihuly golden palace united check budlight/boom

hi ev sv eh

308 85 39 75

Total

1824.5

Date 4-Sep 5-Sep 6-Sep

7-Sep

10-Sep 13-Sep

18-Sep

20-Sep

21-Sep

25-Sep 26-Sep 27-Sep

28-Sep

Advertiser magee-3 magee-7 puccini magee-7 ginza mad mex spice puccini

magee-7 mad mex spice

magee-7 puccini robb hampton inn puccini madmax ginza relax and wash relax and wash antoons magee-7 oakland planning robb prg

puccini relax and wash gbl genes mad mex robb puccini mckee magee 7

Size qv eh eh eh sv qv hi eh

Amount 167 79 98.75 79 41 155 424.5 98.75

Total

1143

eh qv hi

79 155 424.5

Total

658.5

eh eh sv banner eh qv sv ev ev eh eh qv sv sv

79 98 36 100 98.75 155 41 102.5 102.5 85 79 167 36 41

Total

1220.75

eh ev qh qv qv eh eh sv eh

98.75 102.5 162 232.5 155 70 98.75 66.65 150

Total

1136.15

Date 4-Sep 5-Sep 6-Sep

7-Sep

10-Sep

11-Sep 12-Sep 13-Sep 14-Sep

17-Sep 18-Sep 19-Sep 20-Sep 21-Sep

Advertiser kamin kamin kamin kamin shadyside x anastasia kamin kamin kamin kamin seven springs

shadyside x kamin kamin kamin kamin kamin kamin kamin kamin seven spring kamin kamin

kamin kamin kamin kamin kamin kamin kamin kamin kamin kamin marines shadyside x walnut cpital hollywood tans

Size sv sv sv sv qv eh sv sv sv sv qv

Amount 39 39 39 39 162 102 39 39 39 39 181

Total

757

qv sv sv sv sv sv sv sv sv qv sv sv

162 39 39 39 39 39 39 39 39 181 39 39

Total

733

sv sv sv sv sv sv sv sv sv sv hi hi qv qv

39 39 39 39 39 39 39 39 39 39 502.5 296 225 243

Total

1656.5

24-Sep 25-Sep 26-Sep

27-Sep 28-Sep

kamin kamin kamin kamin shadyside x kamin kamin kamin kamin kamin kamin doc's minutello's amazing yoga

sv sv sv sv qv sv sv sv sv sv sv hi eh eh

39 39 39 39 162 39 39 39 39 39 39 418.75 150 150

Total

1270.75

Date 4-Sep

5-Sep 6-Sep

7-Sep

10-Sep 11-Sep 12-Sep

13-Sep 14-Sep

17-Sep

18-Sep 19-Sep

20-Sep

21-Sep

Advertiser penn station pgh filmmakeres fedex vocelli's fed ex vocelli fedex giant eagle a.r. building fed ex

fed ex ar building fedex kaplan vocelli giant eagle fed ex ar building kaplan fed ex fedex ar building

ar building fed ex kaplan fedex ar building fed ex vocelli shadyside inn fedex kaplan vocelli ar building giant eagle vocelli fedex newman center fedex giant eagle newman center

Size qv qv eh qv eh qv eh hh th eh

Amount 264.5 155 74 225 74 225 74 502.5 25 74

Total

1693

eh th eh qv qv hh eh th qv eh eh th

74 25 74 150 150 522.5 74 25 150 74 74 25

Total

1417.5

th eh qv eh th eh qv svth eh qv qv th hh qv eh ev qev f qv

25 74 150 74 25 74 150 52 74 150 225 25 502.5 225 74 82 181.25 926.4 155

24-Sep

25-Sep 26-Sep

27-Sep 28-Sep

a.r. building fed ex kaplan fedex kaplan vocelli kaplan fed ex a.r. building fed ex penn station fed ex penn station a.r. building

Total

3244.15

th eh qv eh qv qv qv eh th eh sv eh sv th

25 74 150 74 150 150 150 74 25 74 66.65 74 250.5 25

Total

1362.15

Date 6-Sep

11-Sep 13-Sep

20-Sep 21-Sep

24-Sep 26-Sep 27-Sep 28-Sep

Advertiser double wide

blue moon poker banana eating kennywood double wide chase

chase double wide grill meals deliverfed chase red cross kennywood yest. News

bud-qdoba kennywood kennwood chase bud light bud light rumshakers breathe yoga

Size qv

Amount 181

Total

181

qv qv qv qv hv

77.5 77.5 162 181 283

Total

781

hv qv eh hv hv qv th

283 181 85 283 335 162 29

Total

1358

qv qv qv hv sv eh sv sv

181 162 162 283 75 66.65 66.65 66.65

Total

1062.95

Date 4-Sep 5-Sep 6-Sep 7-Sep

10-Sep 11-Sep 12-Sep 13-Sep 14-Sep

18-Sep 21-Sep

24-Sep 26-Sep 27-Sep 28-Sep

Advertiser yahr glosser glosser glosser 10000 villages

yahr glosser glosser glosser pds pub glosser atc health care pds pub glosser

yahr bruster's dalmo

p.d.s pub yahr pds pub atc health care

Size sh th th th eh

Amount 43 23 23 23 85

Total

197

sh th th th ev th eh ev eh

43 23 23 23 91 23 91 91 79

Total

487

sh qv qv

43 182 162

Total

387

ev sh ev eh

85 43 85 91

Total

304

Date 5-Sep 6-Sep 7-Sep

10-Sep 12-Sep

13-Sep 14-Sep

Advertiser pt park great race blush pt. park pt. park

blush plasma great race pgh symphony pgh symphony blush plasma pgh cultural trust

17-Sep

plasma care blush 19-Sep plasma care great race 20-Sep penguins blush 21-Sep prak print plasmacare pgh symphony frost planned parenthood cleanwater action

24-Sep 25-Sep 27-Sep 28-Sep

blush pgh symphony pens pens plasma care blush

Size qv qv eh qv qv

Amount 162 181 82 162 162

Total

749

eh qv qv qv hv eh qv qv

82 250.5 181 155 291 82 250.5 150

Total

1442

qv eh qv qv hv eh qv qv qv qv qv qv

250.5 110 250.5 181 283 110 167 250.5 155 243 167 155

Total

2322.5

eh qv hv hv qv eh

110 155 283 283 266.65 150

Total

1247.65

Date 4-Sep 5-Sep

6-Sep

7-Sep

10-Sep

11-Sep

12-Sep

13-Sep

14-Sep

17-Sep 18-Sep

Advertiser upmc health plan shadyside inn pnc bank upmc health plan mr. smalls shadyside inn upmc health medical center peters hula bar mr. smalls shadyside inn shadyside inn upmc health plan

cryo bank upmc shadyside inn balfour upmc health shadyside inn balfour upmc health plan mco mr. smalls shadyside inn cryobank peter's balfour upmc peters mr. smalls shadyside inn balfour upmc health plan shadyside inn

shadyside inn upmc health plan shadyside inn upmc health plan cryobank

Size hi svth hv hi qev svth hi eh ev ev qev svth svth hi

Amount 424.5 52 308 424.5 155 52 424.5 79 74 102 155 52 52 424.5

Total

2779

sv hi sv qv hi svth qv hi eh qev svth sv qv qv hi ev qev svth qv hi svth

39 424.5 52 167 424.5 52 167 424.5 79 155 52 39 187.5 167 424.5 74 155 52 167 424.5 52

Total

3779

svth hi svth hi sv

52 424.5 52 424.5 39

19-Sep

20-Sep

21-Sep

24-Sep 25-Sep

26-Sep

27-Sep

28-Sep

shadysideinn mr. smalls upmc health plan shadyside inn mco upmc health plan mr. smalls peter's shadside in upmc health wendy's cryobank quizno's

shadyside inn upmc health plan shadyside inn upmc cryobank chatam upmchealth plan mco shadyside inn upmc health plab peter's peter's shadyside cryobank upmc health pla milano's comfort zone shadyside

svth qev hi svth eh hi qev ev svth hi qv qv sv

52 155 424.5 52 79 424.5 155 74 52 790.5 243 145 43

Total

3681.5

svth hi svth hi sv hi hi eh svth hi qv ev svth sv hi sv eh svth

52 424.5 52 424.5 39 296 424.5 79 52 424.5 225 74 52 39 424.5 75 150 52

Total

3359.5

4-Sep

5-Sep

6-Sep

7-Sep

10-Sep

11-Sep

12-Sep

13-Sep

Account penn station gspia oak hill cingular sprint career services upmc health plan ikea vocelli's latin american stud gspia oak hill upmc health plan puccini vocelli kelly's spice upmc health giant eagle puccini mallinger upmc health plan lat. Amer. Studies oak hill ikea upmc plaza dean of students ppc ppc cingular student health upmc health plazaparking plasma care ppc ppc giant eagle upmc health plaza parking peter's oakhill ppc ppc cssd spice

Size qv qv qv f f f hi hi qv qv qv qv hi eh qv qv hi hi hh eh eh hi qv qv hi hi sv qv f f f f hi sv qv f f hh hi sv qv qv f f hi hi

Color Charge 83.5 45.25 36.25 338 338 257 141.5 167.5 75 40.5 45.25 36.25 141.5 19.75 75 81 141.5 141.5 167.5 74 21.25 141.5 40.5 36.25 167.5 141.5 10.75 81 195 195 338 244.5 141.5 10.75 83.5 195 195 167.5 141.5 10.75 37.5 36.25 195 195 141.5 141.5

Local 83.5 0 36.25 0 0 0 141.5 167.5 75 0 0 0 141.5 19.75 75 81 141.5 141.5 167.5 74 21.25 141.5 0 36.25 167.5 141.5 10.75 0 0 0 0 0 141.5 10.75 0 0 0 167.5 141.5 10.75 37.5 36.25 0 0 0 141.5

Other 0 45.25 0 338 338 257 0 0 0 40.5 45.25 36.25 0 0 0 0 0 0 0 0 0 0 40.5 0 0 0 0 81 195 195 338 244.5 0 0 83.5 195 195 0 0 0 0 0 195 195 141.5 0

14-Sep

17-Sep

18-Sep

19-Sep 20-Sep

21-Sep

24-Sep

upmc health plasma care ppc upmc health plan

hi qv f hi

141.5 83.5 195 141.5

141.5 83.5 0 141.5

0 0 195 0

upmc health plan oak hill apts. plasma care blush puccini upmc health plan international wk. latin amer. upmc health plasma care puccini health plan oak hill apts. blush giant eagle relax and wash celebrity wireless relax and wash vocelli arcerlormittal fed ex upmc giant eagle marines us steel career services career services plasma care lutheran walnut cool ridge frost wendy's bruster's carpentar hollywood tans career services exxoon united check upmc health plab oak hill blush puccini

hi qv qv eh eh hi hh qv hi qv eh hi qv eh hh ev eh ev qv qv qev hi f hi f f f qv qv qv qv qv qv qv qv qv qv qv sv hi qv eh eh

141.5 36.25 83.5 28 19.75 141.5 167.5 40.5 141.5 83.5 19.75 141.5 36.25 28 167.5 20.5 51 20.5 75 72.5 36.25 263.5 289.5 167.5 257 257 257 83.5 83.5 75 37.5 81 81 20 72.5 81 72.5 72.5 9.75 141.5 36.25 28 19.75

141.5 36.25 83.5 28 19.75 141.5 0 0 141.5 83.5 19.75 141.5 36.25 28 167.5 20.5 51 20.5 75 0 36.25 263.5 289.5 167.5 0 0 0 83.5 83.5 75 37.5 81 81 20 0 81 0 0 9.75 141.5 36.25 28 19.75

0 0 0 0 0 0 167.5 40.5 0 0 0 0 0 0 0 0 0 0 72.5 0 0 0 0 257 257 257 0 0 0 0 0 0 0 72.5 0 72.5 72.5 0 0 0 0 0

25-Sep

26-Sep 27-Sep

28-Sep

Total Color -

relax and wash upmc health plan scholarships field trip upmc health pla genes kellys oak hill peter's upmc puccini doc's upmc health plan

ev hi qv qv hi qv qv qv qv hi eh hi hi

20.5 141.5 95 40.5 141.5 77.5 81 36.25 75 141.5 19.75 83.75 141.5

20.5 141.5 0 0 141.5 77.5 81 36.25 75 141.5 19.75 83.75 141.5

0 0 95 40.5 0 0 0 0 0 0 0 0 0

11446.5 -

Local Color % Local

6647.75 58%

Other Color % Other

4798.75 42%

September 2007 Sales Report Challise 003 Michelle 004 Ethan 005 Justin 006 Andrea 007 Karla 008 Matt 011 Jason 012 Danny 014 Mike 019 William 020

7-Sep $222 $202 $692 $1,331 $1,143 $757 $1,693 $181 $197 $749 $2,779

14-Sep $196 $515 $395 $2,017 $659 $733 $1,418 $781 $487 $1,442 $3,779

21-Sep $222 $1,837 $549 $864 $1,221 $1,657 $3,244 $1,358 $387 $2,323 $3,682

28-Sep Total $243 $883 $759 $3,317 $1,362 $2,998 $1,825 $6,037 $1,136 $4,159 $1,271 $4,418 $1,362 $7,717 $1,063 $3,383 $304 $1,375 $1,248 $5,762 $3,360 $13,600

Quota % to Goal $3,520 25% $2,002 166% $4,152 72% $4,989 121% $5,562 75% $5,876 75% $5,908 131% $3,290 103% $2,118 65% $5,009 115% $13,599 100%

Total Revenue $54,649 Total Quota $56,025 Total % 98%

Laura 11 Sophie 002

$9,003 $3,646

###### ###### $9,921 $2,945 $2,059 $1,578

###### ###### ###### ######

113% 58%

Date 4-Sep

5-Sep 6-Sep

10-Sep 11-Sep 12-Sep

13-Sep

14-Sep

17-Sep

18-Sep

19-Sep 20-Sep

21-Sep

25-Sep

27-Sep

Advertiser seracare cingular sprint birthright isreal paramount gerdau gerdau

geico joan davis joan davis cingular joan davis seracare chipolte joan davis 2 days in paris dragon wars joan davis

gerdau ameristeel walt disney joan davis seracare joan davis customs border birthright joan davis gerdau 2 days in paris seracare hiring joan davis border eastern joan davis

scholarships nyu study abroad chipotle don zierdt nevada

Size qv f f hh inserts eh eh

Amount 163 1014 1014 351 924 90 90

Total

3646

inserts sv sv f sv qv hh sv qv ev sv

924 47 47 1014 47 163 312 47 190 107 47

Total

2945

eh qv sv qv sv banner hh sv eh ev qv qv sv qv qv sv

90 190 47 163 47 100 351 47 90 107 163 190 47 190 190 47

Total

2059

qv qv hh qv hh

285 190 312 170 351

ikea

502.5

ikea

502.5

28-Sep

allied seracare

eh qv

107 163

Total

1578

Date 4-Sep

5-Sep

6-Sep

7-Sep

Advertiser Size alcohol sv telefund qv athletics qv social work qv pathfinders qv marijuana qv gspia qv leadership develop qv career services f cssd hi ppc hi ppc hi ppc hv economics th telefund sv midnight bbq sv latin american qv gspia qv pathfinders qv go greek double truck cssd hi ppc hv marijuana eh smokers eh economics th telefund sv drinking qv upmc-suffer qv pathfinder qv marijuana qv emerging leaders qv ppc f cssd hi ppc hi ppc hv economics th economics th marijuana eh smokers eh ppc hv ppc hi ppc f pathfinders qv drinking qv new commuter qv cas qv cas qv institutional adv qv

Amount 36 136 150 155 181 145 226.25 134 771 283 192 192 192 25 36 35 202.5 226.25 181 1016 283 192 74 102 25 36 145 162 181 145 134 390 283 192 192 25 25 74 102 192 192 390 181 145 134 145 145 181

alcohol smoking

10-Sep

11-Sep

12-Sep

alchohol and sm telefund instit. Adv drink. And dep latin amer social work marajuana ppc rainbow allian ppc cssd svo student health ppc ppc gerdau economics alc and smoking telefund chabad house inst. Adv. dean of students drink. And depres ppc ppc student health ppc ppc svo cssd ppc marajuina telefund entrepen inst. Adv drinking and dep marajuana ppc ppc ppc ppc cssd carnival

Total

9003

th qv qv qv qv qv qv f f f hi hi hh hi hi eh th th sv qv qv qv qv f f f f f hi hi hi eh sv qv qv qv qv f f f f hi hi

21 136 181 145 202.5 155 145 390 508 390 283 259 247 192 192 90 25 23 36 134 181 243 145 585 585 733.5 390 390 259 283 192 74 36 134 181 145 145 585 585 390 390 283 247

14-Sep

17-Sep

18-Sep

svo ppc smokers sharon allen trouble sleeping black action soc cas cas drinking and dep. ppc ppc ppc ppc ppc cssd big idea gerdau drinkers sharon allen drinking and dep marajuana ppc ppc smokers

marijuana counseling center smoker ppc athletics ppc ppc drinking dep. sharon allen drinkers smokers smokers groups safe sex ppc internat. Week latin week ppc marajuina drink. Depres. sharon allen drinkers

hi hi eh qv qv qv qv qv qv f f f f hi hi hi eh th qv qv qv f f eh

259 192 102 167 162 134 145 145 145 390 390 585 585 192 424.5 335 90 21 167 145 145 390 585 102

Total

16933.5

eh ev eh hi hh f f qv qv th eh eh ev eh hi hh qv f qv qv qv th

74 85 102 192 283 390 390 145 167 21 102 102 85 69 192 502.5 202.5 390 145 145 167 21

19-Sep

20-Sep

21-Sep

pitt arts marajuana big idea registrar ppc drinking and dep evaluation counseling center inst. Advanc ppc cssd alumni marajuan drink. Depres. bookcenter cas teaching

qv eh hi hv f qv th ev ev hi hi hh qv qv qv qv qv

167 74 335 296 390 145 25 0 100 912 283 283 145 145 579 145 162

marajuana gerdau ameristeel legend financ first energy dining services arcermittal pnc us steel coke double truck double truck eastman ppc memorial drinking alcoa ymca sherwin williams netrome ameriprice telefund kearney jlg orbital mitsubishi dhl carpentar delmonte turner said geek

eh hh hh hv hi qv f f f f f f f f qv qv qv qv qv qv qv qv qv qv qv qv qv qv qv qv qv

74 271 271 271 291 217.5 514 771 514 771 771 514 390 565 145 145 145 145 145 145 136 145 145 145 145 145 217.5 145 145 145 181

24-Sep

25-Sep

26-Sep

27-Sep

mckesson timet exxon gw bakeries ny state dept petsmart alcohol geosearch logging

qv qv qv qv qv qv th qv Total

217.5 145 217.5 145 145 145 21 145 18109

wanted proctor quitters alumni ass ppc dining services horseback fall fest memorial marajuana drinking chancellors global studies drinkers marijuana ppc alumni cssd ppc-dmc drink. Depressed drinkers info session intl week drinking depres field trip marijuana flip cup book center alumni svo fall fest horseback falling water steel drum wanted proctor intl week bellot award amco award cas drinking and depres

th ev hh hi hv hh hh f qv qv qv qv th eh hh hh hi f qv th qv qv qv qv qv hh hi hi hi hh hh hi ev th qv qv qv qv qv

25 102 283 192 291 192 192 565 145 145 162 167 21 74 192 283 283 390 145 21 162 167 145 202.5 145 192 283 283 259 192 192 192 69 25 167 145 145 145 145

ppc flip cup cssd homecoming family rights smokers smokers wanted proctor intl week drink depressed marijuana intl fair ppc smoker telefund

f hh hi hi hv eh eh th qv qv qv hi hi eh sv

390 192 283 283 296 102 102 25 167 145 145 296 192 102 75

Total

9920.5

(Uhe iatly ©ar

INTERNET: www.dailytarheel.com

U.S. MAIL: P.O. Box 3257, Chapel Hill, NC 27515-3257 • OFFICE: Suite 2409, Carolina Union, South Rd. Chapel Hill, NC 27514

January 24, 2005 CNBAM Sales Representative of the Year Letter of Recommendation and Nomination Andrea \de Dear Judge(s); Andrea Ide clearly distinguishes herself as one who merits being recognized with the top national award for sales in our industry. Andrea is ambitious, hardworking, successful, innovative, organized and positive - I strongly recommend Andrea \de for the CNBAM Sales Representative of the Year. Andrea has worked for The Paily Tar Heel since her sophomore year. She was hired as a sales assistant and was quickly promoted a semester later to account executive. Working with her is simply fun. She's a great "brainstormer", full of creativity and always resourceful - key qualities for a successful sales representative. Dedicated to topnotch work and nothing less, Andrea continually proves herself to be an organized, professional and talented representative of our newspaper. Andrea has excelled in her sales territory each year. She has met or surpassed her goal almost every month and is always a contender for Account Executive of the Month. Andrea is known for going above and beyond what she is called to do. She has a creative knack for revitalizing clients through outstanding advertising Ideas and programs. For example, Andrea created several ads for Yogurt Pump, which enticed them to run more ads than the previous year! As a problem solver by nature, Andrea meets every challenge as an opportunity. She embodies the phrase, "Where there is a will, there is a way." Andrea Inherited one of our largest territories In the fall of 2007 and managed to generate long-term commitments from advertisers that had never appeared In the paper (though not new to the area). She has continually surpassed her goals, exceeded my expectations and served as a leader to The Dally Tar Heel sales staff. Andrea manages her territory with grace, ease and class- she provides constant Innovations and positive Interactions. Each one of these characteristics has clearly led to her unprecedented success as a Sales Representative. Without reservation, I nominate Andrea Ide for CNBAM Sales Representative of the Year. Sincerely,

Megan (3. M/Ginity MarketiKkj/Advertising Director^ (919) 962-0175 DTH P U B L I S H I N G C O R P O R A T I O N • S E R V I N G U N C - C H A P E L H I L L AND THE C O M M U N I T Y S I N C E 1893

NEWS: 919-962-0245 • BUSINESS & RETAIL ADVERTISING: 919-962-1163 • CLASSIFIED ADVERTISING: 919-962-0252 NEWS FAX: 919-962-5387 • BUSINESS/AD FAX 919-962-1609

CNBAM Judges:

January 18, 2008

With enthusiasm I would like to nominate Andrea Ide from The Daily Tar Heel for Sales Representative of the Year. I have been very fortunate to be a member of The Daily Tar Heel staff for over three years, and in that time, Andrea's hard-working, positive attitude has far exceeded that of any other co-worker. What distinguishes Andrea as not only an outstanding staff member, but as the best of college newspaper advertising, is her winning approach to customer service both in and out of the office.

Andrea's incredible attention to detail has allowed her to develop very strong relationships with clients and increase her sales. During her sophomore year, Andrea began working with a frozen yogurt shop in her territory. When it was time for Andrea to move to a more challenging territory, the owner of the shop demanded to continue working with her. Andrea has continued to work with him ever since, growing his advertising budget and making him one of the happiest clients at The Daily Tar Heel. As a representative of The Daily Tar Heel, Andrea has helped to establish a positive image of the paper in her client's minds: which is without a doubt the most important priority of a sales representative.

I had the opportunity to work with Andrea one-on-one during the summer of 2006 selling our largest papers of the year. Andrea's organization made it very easy to communicate in our office on a daily basis. Her positive attitude is reflected in everything she does: from goal-o-meters that motivate other sales representatives, to decorating the office, to simply keeping a smile on her face, Andrea exudes a positive attitude about herself and The Daily Tar Heel. Andrea not only exceeded her own sales goals, but surely helped me to exceed mine.

One of Andrea's favorite things to do to motivate our sales team is to reward her clients with our business. I had a relaxing, uplifting experience taking a yoga class with one of Andrea's clients last fall. Andrea also has an extremely creative mind. Many of her clients have seen vast improvements to their advertising copy and layouts which ultimately increased their effectiveness. This has helped our overall paper to look better and to be more effective with our readers.

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 Andrea was selected amongst a group of these successful individuals is her incredible, positive attitude and dedication to serving her co-workers and clients. Andrea 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 Andrea and I am confident that she is a worthy candidate for this award.

Sincerely,

Megan Ratcliffe Senior Account Executive The Daily Tar Heel

„

To Whom It May Concern: I have owned a popular frozen yogurt retail business called The Yogurt Pump since 1987. We are located on Franklin Street in downtown Chapel Hill next to UNC. During this 20 year period, I have consistently advertised in The Daily Tar Heel and have had a different ad rep each year. From 2006 to 2008 I had the good fortune to have Andrea Ide as my DTH advertising rep. She has been outstanding in every way and has truly been more than a student advertising rep. She learned my business very quickly and as a UNC student who understands advertising, she has become a marketing consultant as well as an advertising rep. Her insight about UNC students, my top target market, and willingness to expand her view of the job, has made her an invaluable asset. For example, she started a new Yogurt Pump group on Facebook that has been quite successful. Andrea has also organized groups of students for photography sessions at the Yogurt Pump that have led to a number of great new image ads. This included a new idea of photographing students in sweaters and jackets to help promote our winter business. This winter has been our best on record! Andrea also managed redesigning and upgrading older ads so that all of our ads look as good as her new ones, and have a consistency of style that is uniquely Yogurt Pump. Combining all this extra effort and talent with excellent everyday customer service, and a fun personality, makes Andrea an outstanding ad rep and more! In conclusion, prior to owning the Yogurt Pump I was a Marketing Manager for Corning Glass in Corning, NY and thus worked with Manhattan advertising agencies on a regular basis. Andrea reminds me of some of the best reps from those agencies and could walk in to that world tomorrow and be very successful. Sincerely, Scott B. Stephenson Yogurt Pump Owner 919-225-8696

A Personal Selling Philosophy by Andrea Ide When first walking into a new business, it is essential to be prepared. This preparation does not mean having your media kit filled with your rate card and market statistics in one hand, and a copy of today's paper in the other. This preparation means you have researched your client beforehand, and you have your business card in its holder and a smile on your face. You are walking into the business ready to meet not only the advertising decision maker, but the gatekeepers. The gatekeepers are those that will make sure future papers and information will be put into the right hands. It is essential they know you are someone worth taking up a small part of their day. When walking into this new business, your first job is to sell yourself! "Hi, I'm Andrea Ide from The Daily Tar Heel, and I wanted to stop by and introduce myself. Here is my business card and if you ever need anything don't hesitate to give me a call." Not much of their time has been taken and selling something on this first meeting wasn't the goal, the goal was to sell myself. The goal is to let the business receive a great first impression of you and your paper. Sales is more than just closing a sale, it's opening a relationship. After a few days of first walking into the new business, it is time to follow-up. It is on this second meeting that I have learned to talk less and listen more. It is important to find out everything about the business and their needs. Allowing the business to tell about their busy days and their slow days and what they are looking for if they were to do any advertising is essential. It is this information that I will use to come up with a sales plan and strategize on what newspaper issues will lend the most benefits to this client. I find being professional to be the most important throughout this meeting and being prepared to be the second most important. You never know what question they

may ask that will be the turning point in deciding whether or not they will be running with The Daily Tar Heel. Throughout my three years of newspaper sales thus far, I have learned that sales is all about numbers. Each month I set goals of how many new customers I plan to get into the paper. One of the most important things I have learned throughout my sales experience is that everyone is a prospect and no one should ever prejudge whether a client will run or not, because really, you never know. One day I decided to stop into a hookah bar, called Hookah Bliss. After leaving, I had the owner set to run three days a week for a month! While this was exciting, I know not every client visit turns out so easy and so positive. Sometimes you do get no's and it is important to ask why because you can find out things about the business that you never knew. Perhaps they never are busy on Valentine's Day and they didn't know The Daily Tar Heel offered a Valentine's Day Theme Page. With this, the more people I go and see the more yeses I have the opportunity to receive! A funny joke I once heard was that "everyone buys something in the newspaper because obituaries aren't free." I thoroughly enjoy sales and newspaper advertising and I have been fortunate to learn the importance of providing advertisers with everything they need. I am part of an advertising team that is rooted in exceptional customer service and it has taught me that serving your customer truly is a top priority! 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!

Achievement: Job Description and Sales 1 April 2007 Goal Sheet 2 Account Management: Clients and Time Management..3 Interaction 4 Theme Page Innovation 5 Ad Creation 6 Yogurt Pump Ad 7 Customer Appreciation 8 Resume.... ....9

Job Description: As a Senior Account Executive at The Daily Tar Heel, it is my job to maintain and build client relationships within my designated geographical territory and sell advertising space in the newspaper. As an Account Executive I work to meet and exceed sales goals on a monthly basis. This job must be met with organization, a willingness to excel on a team and a passion for The Daily Tar Heel.

Sales Records: Total Sales for 2006: $68,790.66 Total Sales for 2007: $75,739-92 Total Team Sales for 2007: $1,061,921.39 Goal for the current year: $48,900 Progress as of 1/23/08: $64,093.58 Special Selling Efforts: April 2007 (E. Franklin Street Territory) 2006 Sales: $8,500 2007 Goal: $9,300 April 2007 Sales: $14,955.90 Fall 2007 New Clients: Chipotle Franklin Street Yoga Center Hookah Bliss Vespa

DTH Advertising Payroll Worksheet Month

Account Executive Team Goal Individual Goal/10% over Total Revenue from Last Year Attached Team Special Section Goals/Bonuses: #2

Revenue Last Year Goal Bonus Theme Page Promotion. Acct. Executive of the Month. Classified Sales.

payroll info

TOTAL REVENUE TOTAL BONUS Account Executive Please Initial Here if Correct.

Pay Structures and Bonuses Account Executives Commission is based on the total sales revenue in your territory for a given month. The commission rate (%) is determined by your monthly revenue goal and the total department goal for that month. You will be paid the same rate of commission on classified sales. You will receiveâ&#x20AC;&#x201D; 4.0% base commission on net revenue produced from your territory 5.0% if you meet your goal 7.0% if you are 10% over goal In addition, the team will divide 1 % of local net sales revenue any month the house makes goal. And 1.5% if the house is 10% over goal. $75 base pay. Contract Fulfillment: Contracts will be paid upon fulfillment of contract... 100/$10 300/$15 500/$25 Special Section Bonus $25 per Account Executive/Assistant if the team makes goal Theme Page Promotion - at the Ad Director's discretion Account Executive of the Month $50 Assistant Account Executive of the Month $25

Programmed Clients (on contract or schedule): 35 Chinese - 300" contract and scheduled for the year Aveda - 300" contract and runs each Thursday Bicycle Chain - 300" contract and scheduled for the year Carolina Brewery - 100" contract each semester and scheduled for the year Chipotle Mexican Grill - 300" contract and scheduled for the year Eye Care Center - 500" contract and scheduled for the year The Franklin Hotel - 100" contract in the fall and scheduled for the spring Franklin Street Yoga Center - 100" contract in the fall Granville Towers - 500" contract and scheduled for the year Gumby's Pizza - 500" contract and scheduled for the year Paint the Earth - runs in all DTH Deals Panera Bread - 300" contract and scheduled for the year Trail Shop - 100" each semester and runs in most special sections Uniquities - 100" contract in the fall and scheduled for the spring Yogurt Pump - 500" contract and work on ad placement each week

Time Management: I spend between 12 and 15 hours in the office each week while maintaining a B+ average and participating as a Senior Marshal for the Class of 2008. Before class, between classes and after class, I can be found in the office following up with clients or out in my territory visiting them, whether to bring by the latest issue of The Daily Tar Heel or to tell them about our upcoming special sections! I have my territory organized by client folders and a contact book. The client folders hold each clients contract and past ads while the contact book has names and numbers, schedules and other important information. I also use a desk calendar to write the run dates and ad sizes of each client. There is a place beside each name to indicate the client has paid or that both the insertion order and ad layout have been turned in before deadline. This organization allows for my advertising team to have easy access in covering my accounts if necessary. Paying close attention to detail and being exceptionally organized are key to the success of being an Account Executive.

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Throughout my past three years of working at The Daily Tar Heel, I have come to consider my co-workers as a family. My role on our team is that of the cheerleader. I celebrate with my co-workers when they reach their individual goals and we reach our team goal, and I am there to help them out when goal may seem a touch out of reach. I will prospect with my team members to find new businesses in the area that have been untouched. I will bring papers by to businesses in territories that are not my own, just to keep The Daily Tar Heel top of mind!

Theme Page Innovation SUB

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It is essential to the success of a newspaper to find new and innovative ways to increase revenue. For UNC-Chapel Hill, the street we are most known for is Franklin Street. When graduating from Carolina, this is a street that is missed by all. I came up with the idea to highlight some of the bars and restaurants on Franklin Street in a Theme Page titled, Your Last Shot. This page was dedicated to the Class of 2007 and as a bonus for running on this page, the logo of the business was placed on a map of Chapel Hill's party scene.

Ad Creation

One client I have worked with for the past three years, Yogurt Pump, has a passion for new and exciting ads. While most of the ads we have created are classics, never to be forgotten, creating ads with new direction is a must! I have worked diligently the past few years to recruit students across campus, friends and DTK Ad Staff members to be the new faces of the Yogurt Pump. Not only does this get students excited about what The Daily Tar Heel is doing, it has created tons of new business for my client!

Birthlna the Nations: Four Corners/ Fo Thursday, February 8, 2007 6pm- pre-event reception 6:30pm- event begins Ackland Art Museum University of North Carolina at Chapel Hill In celebration of its 10th Anniversary, The Carolina Women's Center, and co-sponsors the Ackland Art Museum, the Curriculum in Women's Studies and the Creative Writing Program in the Department of English present a poetic tribute to women of all nations and the collective spirit of womanhood. Women will share the stage to pay homage to their foremothers and celebrate a new generation of voices - voices that nurture and transform humanity throughout the ages. Funded, in part, by the Perfomning Arts & Special Activities Fund ADMISSION IS FREF

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As an Account Executive, I feel strongly about believing in what your clients are doing. One of my new clients, Franklin Street Yoga Center, signed a 100" contract with The Daily Tar Heel. As a new studio, this was an amazing coupon to run.I decided it was essential to show my support! In order to do this I gathered some of my closest friends and members of the DTH family and we spent an afternoon with Lori discovering the world of yoga. This was not only a unique bonding experience with The Daily Tar Heel team but a day this client is still talking about! To me, this is success.

ANDREA IDE idea@unc.edu Current Address 106 Sir Richard Lane Chapel Hill, NC 27517 (919) 370-3190

Permanent Address PO Box 661 Concord, NC 28026 (704) 425-2834

EDUCATION

University of North Carolina at Chapel Hill SCHOOL OF JOURNALISM AND MASS COMMUNICATION Bachelor of Science in Journalism, May 2008 Major: Advertising (Concentration in Marketing) Minor: Entrepreneurship

RELEVANT COURSE WORK

Financial Accounting Principles of Marketing

HONORS

PepsiCo, Morrison and Boys and Girls Club Scholarships; Dean's List

EXPERIENCE

Marketing and Sales:

Advertising Copy & Communication Integrated Marketing Communication

Graphic Design Sports Marketing

The Daily Tar Heel, Chapel Hill, NC n/2OO5-Present SENIOR ACCOUNT EXECUTIVE - Chapel Hill, Durham • Sell an average of $9,500 per month of advertising space • Oversee local activity of national clients • Illustrate creativity with ad layouts, theme pages and campaign ideas • Work with team to meet and exceed overall sales goals • Exceeded special edition goals of $38,000 (Summer 2006) • Built and maintained 150 client relationships in designated geographical territories • Recognized as the #1 College Newspaper in the country by The Princeton Review Ad Spice Promotional Marketing, Durham, NC MARKETING INTERN • Create promotional kits for new business • Meet with new clients to build relationships Pulse Marketing, Chapel Hill, NC MARKETING INTERN • Researched and created presentations for new business pitches • Managed databases and focus groups • Revamped newsletters and retailer outreach program

8/20O7-Present

5/2007-8/2007

Carolina Challenge, Chapel Hill, NC PARTICIPANT 1/2007-4/2007 • Competed in the quarterfinals with Seaba, an innovative and global dive company • Worked on a team to create a business plan and pitch a new business • Specialized in the marketing plan to create the identity of the company Belk, Concord, NC SALES ASSOCIATE • Organized floor displays and priced and stocked items • Developed and practiced sales skills and exceptional customer service

12/2003-12/2006

Management and Leadership: Meadowiiiont Club, Chapel Hill, NC ASSISTANT MANAGER • Organized and oversaw swim lesson program • Managed and developed staff John F. Mclnnis Aquatic Center, Concord, NC ASSISTANT MANAGER • Increased swim lesson program through various marketing techniques • Planned and budgeted community related events • Ran staff meetings, scheduled and opened and closed the facility ACTTVmES

Social Committee, 2008 Senior Marshals Member, UNC-CH American Advertising Federation

SPECIAL SKILLS

Adobe Illustrator, Photoshop and InDesign; Microsoft Word, Excel and PowerPoint

4/2006-9/2007

4/2002-8/2005

"Doing business without ^dVâ&#x201A;ŹAAA4A/r^ is like winking at a girl in the dark. You know what you are doing, but nobody else does." - Stuart Henderson Britt

Page 6 The Shorthorn

Friday, October 19, 2007

Friday, October 19, 2007 The Shorthorn

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nnn%lkX%\[l&gfc`Z\

about sports Caleb Gremmer, editor sports-editor.shorthorn@uta.edu Sports is published Tuesday through Friday.

sports

Remember Check Thursday’s page for a preview of the track team before it leaves for the Southland Conference tournament.

Page 6

Wednesday, February 14, 2007

The Shorthorn

DowntheLine

sports column

One Incredible Maverick

By the numbers

6 Home runs recorded in the softball team’s first weekend of play

3 Maverick women’s basketball team’s lead over the next closest team

25 Runs scored by the baseball team over its first four games

Terra Wallace’s play has made the women’s basketball team shine

t risk of bringing a Valentine’s Day cliché to the Sports page, let me offer this statement. Everyone on this campus owes Mavericks women’s basketball team leader Terra Wallace a flower. A card or a thank you could work just the same — the point is, the w o m e n ’s basketball

squad hasn’t lost a game since late December. Since then, it has for the most part demolished teams left and right. Wallace has played the part of maestra for this orchestra, and while it may not be in

her demeanor to talk about it, eventually, numbers scream. What they are screaming now is that Wallace might just be the best female basketball player to grace the stage at UTA. This year alone has been a ride. Without taking any credit away from head coach Donna Capps and Wallace’s teammates, it is hard to believe the Mavs

Baseball

SLC Player of the Week awarded to Mav hitter Mavericks baseball team outfielder Matthew Otteman received the Southland Conference’s baseball Player of the Week honors for his contributions last week. After four games, Otteman is 6for-10 with six RBIs and three walks. Mavericks offense has not lacked, averaging 6.25 runs per game, though errors and pitching have cost them wins. Jacob Howard, of Sam Houston State, received Player of the Week alongside Otteman for his effort on the mound. Pitching six innings with only five hits and two strike outs, Howard helped lead the his team to an 8-0 win. UTA will return to the field when it hosts the 2007 Hilton Arlington UTA Invitational. The Mavs’ first game is at 3:30 p.m.

The Shorthorn: Isaac Erickson

- Caleb Gremmer

Valentine’ s Day

would be as successful as they — she got the opportunity to are by taking out Wallace’s 16.3 play in the NCAA tournament. points per game and her all- Result? UTA lost, but Wallace never left the floor, playing all around presence. Let the win over Stephen F. 40 minutes. That means she Austin State in January serve as has the intangibles to go with an example. With three other her already-impressive measurplayers scoring in double fig- able stats. So the Mavs need her. And ures, Wallace grabbed the ball on a hunch, opting to forgo a it’s a shame there is no way for timeout, and tossed in the win- a team or a school to truly show the deserved appreciation for ning basket. The importance of that a career in which Wallace has game? Besides keeping the never missed a game and comes Mavs in first place, the win was to play every night. The school, the team’s eighth Southland or the team, will try something, Conference victory in a row, but whatever it is, it won’t be tying the previous all-time UTA enough. As for her future, she’s in her record that it has since gone senior year. So comon to embarrass. Just petitive basketball, one week before her at least on the court, buzzer beater, she set is almost over. She a personal best, rainstands 103 points ing 36 points on a away from setting talented Texas A&Mthe school record for Corpus Christi team. scoring in a career. What makes the With five regular seadifference about Walson games and the lace is that she did conference tournanot just start domiment coming up, she nating. Anyone who might just get there. is shocked about her caleb gremmer If she grabs that resuccess this year is cord, she can add it to simply uninformed. Last season she averaged the all-time three-point-leader 19.1 points per game, leading record she already holds and the SLC. She also averaged five the list of other records she is assists per game, again to lead close to setting. Personally, it’s nice to know SLC. Seeing how no one else in the conference has ever led both that the next sports writer pourof those categories in the same ing through UTA statistics will season, the conference felt it see Wallace’s name at the top of was only necessary to name her most of the categories. So if you run into Terra Walplayer of the year. In the 2004-05 season — lace today, give her a flower. back when she was only av— Caleb Gremmer is a journalism seeraging 13.8 points per game nior and The Shorthorn sports editor.

s e e y o l p

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The perfect chance for you to find the perfect match for your skills and expertise, The Shorthorn’s Career Guide presents prospective employers for your future career endeavors!

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Feb ruar y 27 th