2009-6a-2 by CNBAM

Katy Homanick Account Executive – Web Manager The State News To: Members of the 2009 CNBAM Awards Re: Personal Selling Philosophy For as long as I can remember my life has revolved around the game of golf. Yes, golf – From the age of two, I was brought up learning the fundamentals, teachings, and ideals of the sport and now that I am older I’ve realized the things I have learned have helped me to become the account executive I am today. I have taken the two things that I am most passionate about in life, advertising and golf, and have combined the skills I’ve learned from each to further develop my personal philosophy. As I first started on my path as an account executive it was a very exciting time. Learning the jargon, meeting the clients and discovering all that The State News had to offer. Much like golf, you walk onto the course with a positive attitude in hopes of good weather and great shots. Life as an account executive I’ve learned is very similar. Not every client is going to be the easiest to deal with, but putting forth a positive attitude is contagious and can turn a bad situation in a great experience. I like to tell people that my sales motto is the same as my blood type, B positive. Only good things can come along with an optimistic outlook, it’s being patient and waiting for the desired outcome is what can be difficult. Waiting at the golf course can sometimes seem like it will never be your turn, and when it finally is it’s easy to rush the moment. Patience and timing is critical with clients when building a relationship. You can’t speed past building a sturdy foundation or else you will have what I refer to as a “one time waster,” spending money without result. Selling ads isn’t just about selling ads; it’s about building a connection, which takes time. University Housing, a close client of mine had already established a close relationship with The State News when I inherited the account, it took patience on the client’s end to learn about me as their new account rep and patience on my end to learn how the client preferred how to do business. Utilizing this skill helped me not only maintain the relationship, but help it grow into so much more. Not every client is someone who wants to form a relationship. It takes problem-solving skills and options to get through to a business. There are many trees on a golf course, and many times you get stuck right behind them, the decision must be made on how to handle the problem and work though it. Like in business, the decision you make may not always work, but after enough tries and keeping a positive attitude good things will come. About a year ago I was prospecting a client, Rice Kitchen, who hadn’t run with The State News

for many years, I would walk down to their store almost every other day for about two months asking for the manager, but she never seemed to be in. Finally I put together an easy to navigate list of materials to leave at their restaurant with reasons why I thought advertising with us would greatly help business and create brand exposure. The very next day I received a call from the manager asking me if I could come down to discuss the materials I had left – they decided my persistence and alternative options of just a regular ad would be worth their while. They signed on to a year sudoku puzzle contract, and have just recently let me know they would like to renew. When all is said and done at the end of the day you can only hope that the skills you have acquired and used will help you advance in your professional lifestyle and continue to open doors in the world of advertising. My clients, coworkers, teammates, and friends have helped me to become the account executive I am today. The continued passion of learning and displaying these skills will be something I continue to carry with me throughout the remainder of my time at The State News and in life. In my golf career and professional career I will pass on the cherished skills I’ve learned of keeping a positive attitude, patience, relationship building and problem solving in hopes of helping someone else achieve their “hole-in-one.”

Position: Account Executive/Web Manager Department: Advertising Essential Duties and Responsibilities include the following: 1. Create, build and maintain relationships between clients and The State News. 2. Work with businesses to allocate advertising budget effectively across the many cross-platform products provided by The State News. 3. Work with businesses to develop advertising campaigns that incorporate the daily print edition, online advertising space, AdRax, inserts, and special promotions. 4. Strive to increase departmental revenue in both classified liners and other products as mentioned above. 5. Work a minimum of 15 hours a week, making a minimum of 30 sales call during each week. 6. Consistently hit display and classified goals each week. 7. Attend and participate in weekly staff and sales meetings to brainstorm promotional ideas, ways to increase classified liner revenue and stress the importance of web sales.

Graph 1 depicts my progress over the past 12 months at The State News for display advertising. I was able to consistently meet and surpass my display goals several. consecutive months.

Graph 2 shows my progress over the past in classified liners sales at The State News. I surpassed my goal eight out of the 12 months.

Graph 3 displays my overall revenue in the yellow. The steady progression over the year was a result of prospecting and increased sales.

Graph 4 displays the focus of areas each month. 10 of the 12 months I was able to hit 100% or higher in either liner or display sales.

Rice Kitchen February 26, 2008

Benefits of advertising with The State News: • • • • •

The largest collegiate paper in the nation 91% undergraduate readership 85% readership among faculty, staff, & students combined Specific target market with 48,864 readers a day during the school year Newspaper is free and distributed across campus, East Lansing, Lansing, Haslett, & Okemos

Future with The State News: 1 Year Sudoku Contract (2x1) Rate: $50/ad (44 weeks – Once a week) 5 ads rotate through this spot. So if your ad ran on Monday the 1st week, the 2nd week your ad would run on Tuesday and so forth. Contract Cost over the course of a year: $2,200

About the Sudoku Spot: The Sudoku is located on page 2A of our daily paper, not only is 2A our most popular page, Sudoku is our most popular puzzle. To get this spot we have a 12 spot waiting list, and currently a few spots have opened up. I thought this would be a great opportunity to introduce Rice Kitchen as a regular face in The State News! Also, every 5 weeks when your ad lands on Friday this is our Prize Puzzle day, so the sponsor of Fridays puzzle will donate some kind of prize (This is an awesome way to further brand your name)

Recommendations: My recommendation is to become a Sudoku sponsor, and by advertising next to the most popular puzzle and section of the paper you are provided with persistent branding and exposure. It is a fact that it takes 3 times for someone to remember an ad. By advertising once a week for 44 weeks would definitely boost sales, but advertising delivery options and hours! Our award winning graphics department would be more than willing to create the perfect ad to represent In Flight at no charge! We’d love to have you be apart of The State News and have your ad be seen by almost 49,000 people!

Deer Creek Manor July 31st, 2008

Benefits of advertising with The State News: • • • • •

Future with The State News: 1 Year Liner Contract 6 lines (1.50/line/day) Rate: $27.00/week (ad will run 3 times a week) Final Total for 44 weeks= $1,188 Savings if on contract and not Open Rate: $792.00 6 Month Liner Contract 6 lines (2.00/line/day) Rate: $36/week (ad will run 3 times a week) Final Total for 22 Weeks: $792 Savings if on contract and not Open Rate: $198.00

Recommendations: My recommendation is to run on a 6 month contract which is $2.00/line/day. If you ran 3 times a week/ 6 lines/ not on a contract for 1 year you would be spending $1,980 and if you ran 3 times a week not on contract for 6 months you would be spending $990 – See savings listed above If you sign the 6 month & do decide to switch to the 1 year, you will need to do it by the end of November. I will keep in contact to remind when that deadline is coming up. Starting August 1st,4,6,7,8th you are running a 19 line ad with 9 bolded words, on contract this will be $ 249.60 opposed to $283.80. We will start running the new 6 line liner you gave me as soon as our paper resumes publishing after our break on August 20th for our Welcome Week Issue – This is the only publication that week. Starting August 25th The State News will resume publishing 5 days a week every week.

Katy Lynn Homanick

Katy.Homanick@gmail.com

200 Mason Hall East Lansing, MI 48825 (586) 703-6284 EDUCATION Bachelor of Arts in Advertising | Michigan State University Specialization in Public Relations • Degree GPA: 3.75/4.00 EXPERIENCE

Aug. 2006 - May 2010

Account Executive/Web manager The State News | East Lansing, Mich. Sept. 2007 - Present • Sales representative at the #1 largest collegiate newspaper • Generated more than $65,000 in revenue over the course of one year • Keep an organized track of Web sales by running impression reports and month end reports • Sell multiple media outlets such as print, web, and ad-rax posters • Surpassing assigned monthly display & classified goals totaling minimum of $11k/month Event Planning/Communications Intern The Governor’s Council on Physical Fitness | Lansing, Mich. Jan. 2009 - Present • Write web releases for www.michiganfitness.org • Write news releases for multiple events promoting physical fitness • Updating the blog daily for the Mackinac Bridge Labor Day Run Resident Mentor Department of Residence Life | East Lansing, Mich. Jan. 2009 - Present • Lead a floor of 50 girls by building a strong community • Planning weekly events promoting educational initivies • Nightly rounds to ensure the safety and cohesiveness of the building TECHNOLOGY PROFICIENCY • Macintosh/Windows Operating Systems • Microsoft Office Suite • Smart Publisher • Ad Pilot • Adobe Photoshop • Typing: 88 WPM MEMBERSHIP IN PROFESSIONAL ORGANIZATIONS • College Newspaper Business & Advertising Managers Inc. • Public Relations Student Society of America PROFESSIONAL EXPERIENCE Alloy Media + Marketing Alloy On-Campus Reporter HONORS The State News Rookie Account Executive of the Year Award

May 2008 - Present

May 2008

Sales Philosophy Kelsey Sopel, Account Executive, The State News As a freshman, I came back from winter break eager for kickoff at The State News. I had survived my first semester and finally knew all of the staff’s names, collected numerous $20 paychecks (commission on classified liners doesn’t really add up), and had sold my first display ad. I was ready to rock the next semester. Over break I was confronted with the usual generic questions. “How are your classes? Any boyfriend? How’s work?” Then there was my Uncle Matt, he shot straight to the point, “How much money are you making?” The worst part was this was always after I gushed at how great my job was. I remember him smiling when he heard I was making around $20, then laughing when I followed that with “every two weeks.” It was with him in mind that I headed back to work. Kickoff is always intense; there are three promotions handed out: Spring Housing Guide, Spring Break Guide, and Valentine’s Day Guide all with their deadlines fast approaching. It was through these three promotions that I learned my personal sales style and built up my confidence bringing in $2,440 in new revenue. I first started by prospecting everything that I could find. I would grab competing newspapers in the area, search yellowpages online, go through the system to see what businesses had been contacted in the past but hadn’t run. Once I had my prospects lined up, I put them into an Excel spreadsheet and began to call. I kept track of each round of calls and the status of the client, continuing until I received an absolute “no.” Even then, I told them I would keep them in mind for future promotions and make sure they get the information. I persistently used promotions as a way to bring in new revenue, currently amounting to $14,700. Even after these promotions ended, the relationships that I established with the clients didn’t. As every advertising student knows, if you want consumers to remember your ad, they have to see it at least three times. This is why when I am working with a client I pitch more than just a one-shot promotional ad; I pitch them a campaign. This was the topic of my sales tip that I presented at one of our staff meetings to share what I had learned and help others on the staff reach their personal goals and our department goals. My work as an account executive goes beyond creating a campaign for my clients, it’s centered around building relationships. I have learned the power of my opinion and openly share it. They are running in The State News because they want to reach a specific targeted audience, the college student (that’s me). So if the ads don’t appeal to me, why would they to any of the other 42,000 students on campus? I also have the clients who say they want put all their eggs in one basket and spend the entire budget on a full page, one-shot ad. I could take the commission on this ad and enjoy the over $225 added to my next paycheck or I could share with them what I know. Running an ad one time doesn’t get results. I suggest running smaller ads with a spot color three time or more times for around the same cost and explain to them why this would be more effective and budget efficient. Because we are in Michigan’s economy this is a constant concern with my clients, therefore a constant concern for myself. It’s these things that form relationships. Clients realize that I’m not trying to make a quick sale, but actually care about their business and want to help them achieve the results they are after in the long run. I wouldn’t be able to build relationships like these sitting at a desk, that’s why I am constantly scheduling meetings or just stopping by my client’s businesses. They really appreciate when I take time out of my day to come see them, even if it’s just seeing what’s new. Most of our clients are small business owners and they love to talk about how they got started, so I let them talk. The most successful AE isn’t the one who can sweet talk their way into a sale, it’s the one who can listen and expose what his/her client needs. One of my clients works another job during the day and is only available after 9 p.m. In the beginning of our

relationship I tried to set up a meeting, but he was hesitant and told me that he wouldn’t be in until after my office hours. I explained to him that didn’t matter and that I would love to have a chance to stop by and see the gym. That impressed him and with that I earned his respect, appreciation, and most importantly established an on-going relationship with him. In addition to setting up meetings, I have realized that when talking with a client, I may uncover a medium of advertising that they haven’t considered. This is why I always have our rates on print, web and AdRax because you never know when something might spark their curiosity. When I initially started talking to Windsor Party Bus Company, they were looking at print advertising in our newspaper. But, after checking out their website and talking to him more about their company, I mentioned our online advertising on our two websites statenews.com and lansinglowdown.com. He jumped at the idea and by the end of the conversation he was committed to a leaderboard for the next two months. This was my first web sale and the reason that I always mention our other mediums of advertising apart from print as well as encouraging multi-platform advertising. This enables clients to reach an expanded audience as well as reinforcing current advertisements. Since the first day I walked into The State News my office hours have been spent prospecting. By May I had built my own client base out of cold calls and persistence. It wasn’t until the seniors left that I was actually “handed” an account that already had an established relationship with The State News. Turns out my hard work and prospecting didn’t go unnoticed and I was rewarded with one of the top accounts, MSU Federal Credit Union. Over the summer, I continued to recruit new advertisers and advanced from Account Associate to Account Executive in June. I had reached two of my goals; I had advanced by summer and also was the first one in my hiring class of twelve to do so. Month after month I continued to improve and have beaten many of my goals. As I moved up, so did my confidence and my desire to take on a management position. There was one medium of advertising that was constantly forgotten and needed some serious attention. This was AdRax, the posters located above the newspaper distribution sites. I remembered briefly hearing about them during training and thought that it was a cool way to advertise. As I went on sales calls with other AEs I noticed that it was rarely mentioned, mostly due to the fact they were uneasy about how to sell it. When I went in for my year-end evaluation, my manager asked me what project I wanted to take and run with. I told her AdRax because it was an under-utilized medium that could be offering big benefits to our clients. I developed a portfolio that could be used as a reference for AEs and also be taken to client meetings as a visual aid. It included photos, top 10 benefits of using AdRax, rates, available locations, a breakdown of the benefits of each location, as well as sample insertion orders. I also conducted a training session at one of our staff meetings to ensure that all AEs felt confident in pitching to their clients. In addition to the training session I also met individually with them to determine within their clients who that would be a good fit and what time of the year would be most beneficial. These one-on-ones also gave me the opportunity to talk to each individual AE and see how comfortable they were pitching it. If there were unclear areas, we clarified; if they didn’t understand if this was beneficial to their client, we brainstormed. In order to show what locations were available to sell, I created a board for the office. By completing these projects, ensuring that the staff feels familiar with AdRax, and constantly pushing the importance of pitching it; we have been able to hit our monthly goals. Heading home this year for Christmas break, I was ready for the usual set of questions. “How’s school? How are the grades? How’s work?” But the one that I had been anticipating all year was from my Uncle Matt. I couldn’t wait to hear him ask “So, how much are you making now?” This time I was going to be the one who laughed.

Kelsey Sopel Sales Representative of the Year, CNBAM 2009 Goals vs. Revenue

In the months before May, I was strictly cold calling to build my own client base. After the senior graduated, accounts were distributed based on your performance thus far. Because of this, I was given MSU Federal Credit Union, one of the top accounts. It was with the combination of my already established clients and my drive for new business that I leveled out budget cuts and kept the sales consistent.

During the summer many AEs going back home or take on internships else where, so his/her accounts need to be taken care of. This summer I took care of the larger property management company. This gave me the opportunity to work with a different style client and helped me strive to reach a much higher classified liner goal.

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

Goal Display Liner $500 $850 $1,100 $750 $800 $600 $2,100 $1,200 $5,700 $1,000 $15,000 $2,000 $13,000 $3,000 $14,000 $2,500 $9,000 $1,000 $12,500 $1,400 $10,000 $500 $6,500 $200 $90,200 $15,000

Actual Display Liner $3,696 $1,102 $1,636 $613 $1,709 $401 $1,751 $1,461 $4,636 $2,047 $10,778 $1,999 $11,789 $2,475 $11,380 $1,650 $9,752 $730 $13,202 $1,400 $7,657 $584 $8,722 $171 $86,708 $14,633

Percentage Display Liner 739% 130% 149% 82% 214% 67% 83% 122% 81% 205% 72% 100% 91% 83% 81% 66% 108% 73% 106% 100% 77% 117% 134% 86% 96% 98%

Special Promotions Keeping Track of Deadlines & Status of Clients

Welcome Week Edition Front Section A&J Transmissions MSU Federal Credit Union Auto-Lab

Space- July 8th SOLD 1x3 SOLD 6x10 + Green SOLD 3x4

Copy- July 10th Work in Progress Approved by Client Ready to Run

Payment- July 17th PAID - Credit Card Billable PAID - Check

Faces & Places Sparrow Hospital Nogginz

Space- July 8th SOLD Full Page + Green SOLD 3x10

Copy- July 10th Ready to Run Awaiting Client Approval

Payment- July 17th Billable Collect Payment!

Lifestyle Apple Jade Resturant MSU Bike Service Center Mackerel Sky Gallery ZLB Plasma Providence PCA

Space- July 14th SOLD SOLD 3x5 SOLD 2x3 SOLD 2X7 SOLD 3x5

Copy- July 17th Work in Progress Approved by Client Awaiting Client Approval Approved by Client Approved by Client

Payment- July 24th Collect Payment! Billable Billable PAID - Credit Card PAID - Check

Lowdown Mackerel Sky Gallery Aladdin's Memo's Turkish Diner

Space- July 21st SOLD 2x3 SOLD 3x4 SOLD 3x3

Copy- July 24th Awaiting Client Approval Work in Progress Approved by Client

Payment- July 31st Billable Collect Payment! PAID - Check

Sports

Space- July 28th

Eagle Eye Fitness Center

SOLD 3x5

Classified MSU Federal Credit Union

Space- August 4th SOLD 1x3

Copy- July 31st Awaiting Client Approval Copy- August 4th Approved by Client

Payment- August 4th Pick up Check Friday Payment-August 6th Billable

The Welcome Week Paper is our largest promotion of the year. It is a six-section paper that publishes the first week that students come back on campus. The table above is a tool I use to keep track of the upcoming deadlines and make sure I know the status of the ads for each one of my clients. There are many overlapping deadlines with this promotion, so I had to create a system that would work for me. I have continued to do this with each other promotion, first listing all of my prospects and as I call them and get information sent out I keep the chart updated. This gives me a single place to go to check into the status of different accounts. This ensures that I am not wasting my office hours. I know just what need to get done and who needs to be contacted.

OUT-OF-HOME AdRax Breakdown •

AdRax are posters located above the racks that hold the newspapers

•

There are 10 local on-campus locations

•

AdRax work on the principle of frequency, thousands of students, faculty, and staff pass by these racks many times a week

•

AdRax are a great way for branding or product information

•

AdRax give you the opportunity to be creative

•

They are there long after the papers are gone for the day

Sample AdRax Chemistry Building

Top 10 Benefits of using AdRax

Posters are larger than a FULL PAGE ad in our paper

The price of the poster includes process color

Posters are printed on high-quality gloss paper

Posters are in high-traffic areas

Perfect for branding your company

Frequent exposure ensures your message sticks

You get to keep the poster

Whether or not students pick up the paper, they are exposed to the ad

VERY budget efficient prices

10.

Newspaper: Full-page, process color = $2,912 for 1 day AdRax: 17â&#x20AC;?x21â&#x20AC;? Poster = $500 for WHOLE month

Benefits Of Each Location

Berkey Hall •Near Grand River Ave. •Bus-stop right in front •Freshmen-grad students traffic

BioMedical/ Physical Sciences Building •Many meeting areas complete with work tables •Sparty’s Convenience store located inside •Newly remodeled

Business College •Three buildings connected, lots of traffic •Big lectures, some of the biggest on campus

Chemistry Building •Across from the Cata Station •Newly remodeled

Communication Arts •Sparty’s Convenience Store •WKAR and Campus TV Shows with live audiences •Introduction COM classes

Work Experience

Account Executive October 2007-Present The State News, East Lansing, MI • Cold called new businesses to discuss advertising options such as print, web, and AdRax (posters located above newspaper racks) • Recruited 25 new advertisers since being hired in October 2007 as well as managed existing accounts. • Counseled clients in developing cross-platform sales plans combining online, print, and out-of-home • Managed clients that run on a regular basis and over 50 prospective clients and seasonal accounts • Generated over $140,000 since being hired • Elected AdRax manager in August, trained staff to become comfortable with pitching product AdRax Manager June 2008-Present The State News, East Lansing, MI • Developed AdRax portfolio for sales pitches to clients • Trained staff to become more comfortable with pitching • Worked one-on-one with each AE to select compatible clients Sales Clerk June 2004-Present Alma True Value Hardware, Alma, MI • Worked on holiday breaks and selected weekends • Completed bookwork at the end of each month • Created window displays and assisted with advertising • Promoted annual Warehouse sale and Midnight Madness sale through print and out-of-home advertising

Education

Michigan State Univeristy May 2011 GPA 3.7/4.0 • Bachelor of Arts Degree in advertising • Bachalor of Arts Degree in communications with a specialization in sales Michigan State University Honors College August 2008-Present

Activities

Lodging & Gaming Management Association May 2008-Present Brand Experience • Developed logo for new student organization • Collaborated with marketing team in effort to create one voice and a united look • Designed templates to keep consistent formatting in flyers, letters, and other documents used

Honors

True Value Hardware Association Scholarship 2007-Present Michigan Competitive Scholarship 2007-Present Michigan Retail Hardware Assoication Scholarship 2007-2008 Gleener Scholarship 2007-2008

Computer Skills

Microsoft Office, Smart Publisher, InDesign, Mac OS, Windows

kms kelsey m sopel

Permanent Address 355 Norton Gibbs Dr. Ithaca, MI 48847 Current Address 16789 Chandler Rd. Apt 331 East Lansing, MI 48823 Cell Phone (989) 763.4255 Email Address kelseymsopel@gmail.com

MEGAN RATCLIFFE

Sales Representative of the Year CNBAM 2008-2009

January 5, 2009

CNBAM Sales Representative of the Year Letter of Recommendation and Nomination Megan Ratcliffe

Dear Judge(s);

Megan Ratcliffe daily distinguishes herself as one who merits being recognized with the top national award for sales in our industry. Megan is ambitious, hardworking, innovative, positive, and an outstanding leader - I strongly recommend Megan Ratcliffe for the CNBAM Sales Representative of the Year. Megan has worked for The Daily Tar Heel since 2004 - her freshman year. Originally, she was hired as a customer service representative working in our classified department. Megan quickly proved that she was a talented sales associated. Therefore, she was promoted to sales representative and then senior sales representative. In one word Megan is motivated. She’s a great “brainstormer”, full of creativity and always positive - key qualities for a successful sales representative. Dedicated to top-notch work and customer service, Megan continually proves herself to be an organized, professional and talented representative of our newspaper. Megan also excels in the classroom, planning to begin graduate school in the fall. She has found a wonderful balance between dedication to The Daily Tar Heel , her classes and her personal life. She gives 100% to all areas of her life. Megan has excelled in her sales territory each year. Megan inherited one of our largest territories in the fall 2006 and since then has managed to generate long-term commitments from advertisers that had never appeared in the paper despite the current economic climate. These new relationships were forged through excellent customer service and hard work. These relationships have allowed Megan to meet or surpass her goals most months. Her numbers can speak for themselves- remarkably selling over $566,000 during her time at The Daily Tar Heel. Megan excels in customer service, team support and territory management. Megan’s constant smile and positive attitude has led clients to call and brag on her for her outstanding service. For example, Megan routinely takes DTH Menu Guides to clients who are new to town. Megan even went so far as to help a client find a class on campus. After the initial sale, she routinely follows-up with clients to gauge the success of the campaign. Not only does she provide excellent customer service to her clients, but also to her peers. She helps new account executives plan, craft sales proposals and make that difficult first call. Megan is able to provide this outstanding service because her territory management skills are impeccable. She keeps detailed client files and call sheets. In this way, Megan leads by example. Megan is known for going above and beyond what she is called to do with clients and co-workers. She has continually surpassed her goals, exceeded my expectations and served as a leader to The Daily Tar Heel sales staff. Megan manages her territory with grace, ease and class- she provides a positive attitude throughout the

office and her territory. Each one of these characteristics has clearly led to her unprecedented success as a Sales Representative. Without reservation, I nominate Megan Ratcliffe for CNBAM Sales Representative of the Year.

Sincerely,

Megan G. McGinity Marketing/Advertising Director (919) 962-0175

January 20, 2009

Dear Judge(s), I am writing to express my recommendation for Megan Ratcliffe of The Daily Tar Heel who is nominated for the award of Account Executive of the Year with College Newspapers Business and Advertising Managers. I am the Assistant Director of Sports Marketing at the University of North Carolina and as such have worked closely with Megan for over two years. Working with Megan has been a very positive experience. She has always gone above and beyond the call of duty. The Sports Marketing Department runs at least two ads every week in The Daily Tar Heel and Megan consistently reminds us of upcoming deadlines. This is extremely helpful to our department, as our daily schedule can be hectic during our athletic seasons. Megan helped our department change the look of our Carolina Sports Menu, which has a presence in The Daily Tar Heel twice per week. She created an ad schedule for these ads including the deadlines for the entire school year. This document has been a great resource for us and is referenced many times each week. Megan also makes us aware of new opportunities that she feels we might be interested in and that may help us in marketing our athletic program. She is always prompt in responding to our comments and questions and provides us with the necessary details we need for upcoming ads. These actions demonstrate how knowledgeable and thorough Megan is when helping her clients. In my many interactions with Megan, her attitude is always positive and upbeat. I have truly enjoyed working with her. It is very refreshing to work with someone who cares so much about the service she provides to her clients. Megan deserves this award for her professionalism and dedication to her newspaper and to her clients. Thank you for your time and consideration. Sincerely,

Brianna Apple Assistant Director of Sports Marketing University of North Carolina P.O. Box 2126 Chapel Hill, NC 27515

Megan Ratcliffe Personal Sales Philosophy

2008 presented a unique and exciting situation for me as an Account Executive at The Daily Tar Heel. I represent the Campus territory, and my clients survive by the heartbeat of the university. Our sales goals are high and turnover in student leadership is volatile. Good teamwork is necessary with both my campus partner and our larger sales team. I take great pride in the print and online products we offer at The Daily Tar Heel. I enjoy the challenge and responsibility to maintain and build relationships with all groups at UNC: academic, athletic, student, large budget or small. It is a true honor to represent such an established publication to the university and the community-at-large as a senior member of the advertising staff. I began working in newspapers at the age of 15 in my hometown. There I learned the importance of providing advertisers everything they needed. Now, seven years later, I am a part of an advertising team that is rooted in exceptional customer service. Advertisers can rest assured that I will go above and beyond expectations to help them reach our readers. Whether by phone, email or in person, my clients know I will contact them immediately regarding their requests. Being present with clients and for clients is the most important aspect of customer service Iâ&#x20AC;&#x2122;ve learned as a salesperson. I strive to develop advertising schedules that are reflective of each clientâ&#x20AC;&#x2122;s marketing strategy, and I want each advertiser to know that I am a representative of the service we provide on print and online each day. We conclude together that The Daily Tar Heel is not just an opportunity, but a necessity to their success on campus. Exceptional customer service requires a positive attitude. This not only benefits my clients, but my co-workers as well. A positive demeanor communicates I have advertisersâ&#x20AC;&#x2122; best interests at heart and fosters trust not only in me, but in our print and online products. I believe in the power of not only advertising, but advertising with The Daily Tar Heel. I always begin my day by reading the paper. Clients are pleased to see I take such genuine interest in their events and projects on campus. I have found the most effective way to portray a positive attitude is to follow up with a smile. This puts advertisers at ease, supports my credibility and, sooner than later, they are ready to run another ad!

Organized, helpful time in the office is essential to my individual success and our success as a team. Files of past advertisements, detailed client information, and knowledge of all our issues and special sections are important standards for a sales representativeâ&#x20AC;&#x201C; if properly kept, it will reflect upon clients and the success of their businesses. Organization helps co-workers keep my clients informed and happy when I am not available. This teamwork continues to cultivate positive client relationships and supports our advertising team as a whole. Excellence in sales is within our grasp if we allow client relationships to become grand, exciting conversations. Listen to what your clients want to achieve. Listen to your designersâ&#x20AC;&#x2122; layout ideas. Listen to advice from supervisors and co-workers. Speak honestly and openly about price and output to your clients. Be the first to call with congratulations. Be the first to call with bad news. The Daily Tar Heel quickly became for me a learning experience far different than anything I could learn in a classroom, and I am proud that my clients and co-workers have seen me grow into an exceptional representative of an exceptional newspaper.

Most sincerely,

Megan Ratcliffe

Job Description Account Executives maintain and build client relationships in their designated geographical territory and sell advertising space in The Daily Tar Heel. An Account Executive strives to meet and exceed goals on a monthly basis. The Campus Account Executives work as partners to maintain accounts within the university community. Account Executives work 12-15 hours per week.

2008 Total Personal Sales Contribution: $242,892.35 The following chart displays sales by month (for months in which a territory goal was assigned) CAMPUS SALES 2008 by Month

Nov-08 Oct-08 Sep-08 Apr-08 Mar-08 Feb-08 Jan-08

Number of Issues 19 24 22 20 15 21 17

Sales Goal $35,000 $34,100 $58,000 $44,000 $31,900 $43,500 $44,000

Total Sales $41,186.01 $45,582.06 $60,134.40 $52,844.97 $37,395.05 $43,605.74 $29,752.62

Personal Contribution $24,675.62 $27,333.46 $49,049.09 $29,495.51 $27,582.71 $30,078.58 $25,771.92

Personal Sales as % Goal 70.5% 80.2% 84.6% 67.0% 86.5% 69.1% 58.6%

Total

138

$290,500

$310,500.85

$213,986.89

73.7%

Personal as % of Total Sales 59.9% 60.0% 81.6% 55.8% 73.8% 69.0% 86.6%

Total Sales as % of Goal 117.7% 133.7% 103.7% 120.1% 117.2% 100.2% 67.6%

68.9%

106.9%

Summary: Goals and total sales are aggregated across the two Account Executives in the Campus territory. For 2008, my personal contribution accounted for 74% of goal and 69% of total sales.

Client Activity 2008 active accounts: 151

â&#x2014;?

New accounts: 32

â&#x2014;?

Special Selling Efforts Basketball Preview Campus contribution: $1,343.35 Personal contribution: $1,177.85 New Student Guide Campus contribution: $11,159.88 Personal contribution: $8,355.85 Exam Survival Guide Campus contribution: $2,284.23 Personal Contribution: $2,284.23 Graduation Guide Campus contribution: $3,371.71 Personal contribution: $1,515.60 SportSaturday Final Four Edition Campus contribution: $2,334.20 Personal contribution: $2,334.20

Reactivated accounts: 11

Account Management As one of two Account Executives in The Daily Tar Heelâ&#x20AC;&#x2122;s largest sales territory I depend heavily on sound management of my time and resources. I am currently pursuing a double-major and serve in leadership roles of two Chapel Hill organizations. At The Daily Tar Heel office I rely on a system of call sheets, calendars and electronic schedules to keep me organized. Leaving the campus calendar available to our managers helps keep us all on the same page at deadline.

Market Information In October of 2008 I held several meetings with my fellow Account Executives at The Daily Tar Heel. A theme in our discussion led to the idea to provide advertisers with specific market statistics to remind them of our ever-strong faculty and staff readership. This sheet was created in addition to our current market statistics information.

Advertising Campaigns In 2008 I worked with UNC Summer School to publicize their registration deadline in the spring. Our goal was to excite students about attending Summer School while informing parents of the financial and academic benefits it brings. We chose a convergence campaign which included ads in our print edition and on dailytarheel.com. Our designers created the ads and we carried out a very successful campaign. UNC Summer School plans to continue this campaign for spring 2009 registration.

Innovation Over the course of my time with The Daily Tar Heel, I have created my own methods for providing the best information to clients. I first created this Advertising Invoice to provide a quick, professional summary of a sale to clients before deadline. I attached this invoice with our in-house insertion order so that our Business Manager could account for all my paperwork to the advertiser. Upon request or suggestion, any advertiser can obtain documentation of an ad insertion without having to wait for the monthly bill. Now every Account Executive in our office uses some version of this template I created.

My most difficult struggles with UNC student organizations are the lack of knowledge about newspaper advertising and high turnover in student leadership. Solving this communication gap required an easy-to-read price breakdown of various ad sizes in our paper. I created this document as a solution. This price breakdown has been adapted for use with campus accounts and other territories including Display Classifieds. This saves me a great deal of time when meeting with new clients and has helped me to close sales with new student leaders!

MEGAN BARBER RATCLIFFE mratcliffe@unc.edu ● 919.428.4589 ● 220 Elizabeth Street E9 ● Chapel Hill, NC 27514 _____________________________________________________________________________________________ EXPERIENCE

The Daily Tar Heel, Chapel Hill, NC August 2007 - Present Senior Account Executive - Jointly responsible for a territory with a $40,000 monthly goal - Assist clients in placing advertisements and making advertising decisions - 3-time Account Executive of the month - Provide support for 10 other Account Executives - Train an Assistant Account Executive Account Executive August 2005 – April 2007 - Oversaw all Display Classified sales in 2005-2006 - Maintained and built a territory with over 40 clients and a $10,000 monthly goal - Illustrated creativity with ad layouts and theme pages Customer Service Representative January 2005 – April 2005 - Input classified advertisements via phone, fax, or email - Daily responsible for outbound calling regarding classified renewals - Outbound sales regarding special publications for classified ads Nationwide Insurance-Bates Agency, Covington, GA May 2005 – August 2005 Licensed Sub Agent- Auto and Fire - Attended a 40-hour class to sell and maintain auto and homeowners policies - Produced and dispersed direct mail documents to policy holders - Quoted and sold auto insurance policies under Agent The Covington News, Covington, GA January 2001 – December 2001 Office Assistant - Responsible for all tearsheets for local and national clients - Assisted circulation director and office manager with daily tasks - Input classified advertisements via phone and fax

HONORS

2005 Southern University Newspaper of the Year, 2007 SUN Best Sales Presentation, 2007-2008 Princeton Review #1 ranking for college newspapers

EDUCATION

University of North Carolina at Chapel Hill Bachelor of Arts in Journalism and Mass Communication, expected May 2009 Concentration: Advertising Bachelor of Arts in Music, expected May 2009

RELEVANT COURSE WORK

Advertising Copy & Communication Advertising Media

ACTIVITIES

Cane Creek Cloggers, dancer, 2005-Present; PR committee, 2007-Present UNC Chamber Singers, Alto, 2004-2006; Student Director, 2007-Present Resurrection United Methodist Church; Worship Leader, 2006-Present

SKILLS

Microsoft Word, Excel, PowerPoint and Publisher Adobe Photoshop American Sign Language

Account Planning Advertising Campaigns

January 5, 2009

CNBAM Award Selection Committee: I am writing to recommend Brittany Falzone-D’Andrade for the Sales Representative of the Year award given by CNBAM to honor outstanding student achievement. Brittany was hired as an account executive for Student Media Marketing in August of 2007. Her presence was felt immediately, as she took the tasks very seriously and excelled in them. Throughout her first semester, she proved to be a very conscientious, reliable and dedicated member of the staff who was always looking for creative ways to improve sales and work flow. By being around her, I think you would quickly understand why she has made such a significant impact in our area. She bears a tremendous amount of responsibility, and not once have I questioned her dedication or understanding. She has a true thirst for continued knowledge and is always looking for ways to improve our operations and sales. Her understanding of sales and people are beyond her formal education and continues to amaze me. Early in her sales career with the University Times, Brittany was selected to attend the Southern University Newspaper Conference in Raleigh, NC, where she participated in the live, face-toface 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. As far as numbers go, Brittany, has excelled in sales – she’s simply a natural. Last year, she brought in a total of $51,857 in sales. That accounted for 43 percent of our local sales which were at $119,418. The numbers speak for themselves. I contribute the bulk of this achievement to the hard work that Brittany put into preparing herself to be the most well-educated sales representative on our staff. With her in-depth knowledge of our products and their features, she easily correlates them into benefits for her clients. In addition to maintaining high sales goals and building relationships with clients, Brittany is a valuable resource to other account executives. They look to her to share her expertise and knowledge. They often ask for her assistance on sales calls, and she readily makes herself available to help.

And Brittanyâ&#x20AC;&#x2122;s efforts have not gone unnoticed. In November 2007, she was the winner of the â&#x20AC;&#x153;Saddle Up for CNBAMâ&#x20AC;? competition, where she had the highest dollar amount in sales and was awarded with a trip to the annual convention. Also in 2007, she was recognized by Student Media with the Rising Star award, for showing amazing promise as a member of the Marketing staff. Since then, she received the Diamond Sales Award for more than $45,000 in sales and has been named Employee of the Month numerous times. In closing, Brittany is a role-model student in the Student Media Marketing Department and here at UNC Charlotte who is well-deserving of this most distinguished award. She certainly fits the bill and I encourage you to give strong consideration to her achievement and nomination. Sincerely, Kelly Merges Marketing Adviser

M A R C H

B R I T T A N Y F A l Z O N E D ’ A n d r a d e A C C O U N T E X E C U T I V E , S T U D E N T M E D I A M A R K E T I N G

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C o n g r a t u l a t i o n s Br i t t a n y !

S T U D E N T M E D I A : i n v e s t i G a t e T H E p o s s i b i l i t e s

rittany

Falzone D -â&#x20AC;&#x2122;Andrade

514 Lippard Farm Road Statesville, NC 28625

Education

(704) 657-2761 bfalzone@uncc.edu

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 Senior Account Executive Named Employee of the Month in March 2008 Brought in more than $51,500 in annual sales accounting for 43 percent of all local sales and earned Diamond Level Sales Award Selected to attend the Southern University Newspapers Conference and the College Newspapers Business and Advertising Managers Conference 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

Skills

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 Formal - 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) Seasoned Leadership capabilities Public Speaking Excellent Organizational skills Highly Innovative

JOB DESCRIPTION SENIOR ACCOUNT EXECUTIVE Student Media Marketing The Senior Account Executive shall call on and meet with clients to sell advertisements for the publications and service such accounts on a regular basis. Distinguishing Features of the Job: Each Senior Account Executive is hired on a permanent basis and has worked for Student Media Marketing for at least one year unless otherwise determined by the Advertising Sales Manager. Each Senior Account Executive is required to meet all standards and goal and shall have specified monthly sales quotas to meet, as this is a commission-based position. 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 via time clock; 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 • Makes daily phone calls to the sales office voice mailbox in order to check phone messages from their clients • Maintains 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 Director • Attends all sales meetings • Turns in weekly call sheets to the sales manager • 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 client, follows up on leads in a timely manner, and makes outside sales calls • Sells a complete line of UTimes products (Special Sections, UTimes and Nineronline) • Keeps clients informed of any special issues or promotions • Correctly completes all necessary paperwork in a timely manner • Adheres to department deadlines • Monitors contract status of accounts to stay on target and keeps Business Manager informed • Adheres to billing and credit policies as posted by the Business Manager; hand-delivers invoices to clients as deemed necessary • Provides support and help to other Account Executives and serves as a mentor and sources of knowledge for account executives and junior 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 Senior 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 Merges, 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 Rev. 3.1.08 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. _____________________________________________

_________________________________________

October 2008 $16,000.00 $15,098.88

$14,000.00

$12,000.00

$10,000.00 $8,461.22 $8,000.00

Brittany Falzone‐D'Andrade October Total Sales October Local Sales

$6,000.00

$4,000.00

$2,000.00

$0.00

Personal Selling Philosophy

Brittany Falzone-D’Andrade

UNC Charlotte

The first characteristic of ‘selling’ that any salesperson must understand is that selling and customer service are each other’s equivalent. Despite the product or concept - exceptional, respectable and professional service must be executed from start to finish. In business fields such as advertising and marketing, the quality of customer service must be as impressive as the quality of the products. The sale of any product must first begin with the salesperson selling herself. It is true that first impressions are everything. When approaching a customer for the very first time, eye contact, hand shaking, smiling, and friendly small talk offer an initial glimpse of how pleasurable working with you could potentially be. As a saleswoman, I understand that success is only possible with personality. A personality that exemplifies upstanding character, confidence, class, communication, and commitment is the perfect fit for the sales field. I believe in pursuing each and every task, from the very smallest to the most important with passion. When a job is done passionately, it is noticed by others and that leads them to believe that you are a hard worker, which is something I genuinely enjoy being. The ability to work hard and passionately can guide you through any job or situation that life may throw you. Furthermore, enthusiasm in the work place leads to endless possibilities. After all, victory follows the struggles and frustrations, not the other way around. Each interaction, whether positive or negative, is a learning experience, and education is never ending. More specifically, as an Account Executive I enjoy being knowledgeable about various forms of advertising and being able to assist businesses in choosing how to best promote

themselves. The more questions they have, the more productive I feel. When they ask for personal suggestions, it is confirmation that I am doing my job well, which furthers my motivation to work hard and work well. When a customer is satisfied, I am satisfied. Selling is more than a demonstration of a product, a sale, a signature and a profit. A good salesperson knows that client relationships are key. Customers should always be heard and feel valued. Each one should feel like they are your priority. Dreams are exciting, and I believe that customers should sense your excitement about seeing their business succeed just as they do. As a salesperson, I act promptly to respond to questions/concerns and allow my actions to validate that my word is my word. Follow-ups are yet another key to succeeding. I also believe in ‘going the extra mile’ to send a friendly greeting or a simple hello to touch base with a less frequent client. Small touches such as these, that are genuine, will keep you in the mind of a customer for future references, and most of all, they will be appreciative and often impressed. Selling is a task that can make any willing person a productive person. The ability to sell creates an “I can do anything” and “failure is not an option” attitude. I feel blessed to have been given the gifts I have that allow me to succeed in a sales job and more so the traits that are acquired by an honest, productive and successful salesperson!

“A customer is the most important visitor on our premises, he is not dependent on us. We are dependent on him. He is not an interruption in our work. He is the purpose of it. He is not an outsider in our business. He is part of it. We are not doing him a favor by serving him. He is doing us a favor by giving us an opportunity to do so.” -Mahatma Gandhi

January 9, 2009 Dear CNBAM Judges: Chad Jandrositz is our Sales Representative of the Year, and we hope you’ll award him that title on a national basis, too. Chad has shown the natural ability of a born salesman from his first day of work; more importantly, he has proven to be among the most consistent sale people I have ever known. His work ethic and general attitude are unparalleled, his enthusiasm is contagious and his sales efforts reward us all. Normally reserved for order taking from rep firms and agencies, our National Sales position requires only ten hours per week, and a meticulous eye for detail. Since our national sales have steadily been declining over the past several years, this year we decided to expand the position to more of an outgoing cold calling sales capacity. While making the salary of previous National Account Executives, Chad would also be paid on a straight commission basis for any business he pulled in independently. When the Business Manager first hired Chad Jandrositz, she suggested that he prospect online, using other college newspapers’ web sites for ideas. After seeing a hotel button offering rooms to students for an out of town football game, Chad took that idea and ran with it. An athlete and sports enthusiast, Chad called every hotel in the cities Pitt was scheduled to play football; now, he’s busy calling hotels in those cities where our basketball team will play. For Pitt’s Sun Bowl in El Paso, Chad sold eight buttons for our site, as well as several print ads and an insert. He is comfortable making up to thirty cold calls per day, while still juggling the normal incoming insertion orders from our rep firms, and maintaining relationships with those customers who are not geographically in our market. His tickler system is as sophisticated as I’ve seen in a student. When Chad says he’ll call a customer back next Tuesday afternoon, he actually follows through; commitments are carefully recorded in his calendar. It just gets done. Named Sales Representative of the week six different times, Chad has also been named Sales Representative of the Month (October) and Sales Representative of the Semester (Fall, 2008). Our student managers consider attitude, work ethic and revenue over quota for our monthly and semester awards. The weekly award is based strictly on quantitative calculations. Account Executives at The Pitt News receive points for each task they perform over the course of the week: any phone call counts as one point, a face-to-face sales call counts for three points, a new contract counts for ten and so on. Chad makes so many points that sometimes the rest of the staff combined can’t match him. When we split into two new teams this semester, several of our reps asked if Chad could just be his own team.

Ultimately, when a sales person is judged, we look at comparative quotas and revenues. We have no numbers to compare against Chad, because the national rep firms’ media buys are

that we most certainly would not have seen. Above and beyond the nation rep firmsâ&#x20AC;&#x2122; buys, completely from cold calling efforts, Chad has increased our bottom line by $4,494 since September. Most of his viable leads are in cities where our athletes play on an annual or semiannual basis, so he will leave his replacement with a rich list of clients. Chad Jandrositz is, according to our job requirements for the National Account Executive, supposed to work 10 hours per week here at The Pitt News. He works a solid 20 and there is no hourly wage to motivate him to do so. An athlete who plays for the Pitt club baseball team up to 20 hours a week, he also carries a current 3.5 GPA. While he is busier than most of our students, he is also one of our most collected; though he has only been here since the end of August, he is also one of our greatest role models. Thank you for considering Chad for the Sales Representative of the Year Award. I know that he would treat that title with respect. Sincerely,

Laurie Holding Advertising Adviser The Pitt News 412-648-7978

Pittsburgh Motor Scooters Lieberth and Sons Dodge, Inc. 303 Hulton Road Oakmont, PA 15139

December 29, 2008 Chad Jandrositz Account Executive The Pitt News 434 William Pitt Union Pittsburgh, PA 15260 To whom it may concern: This summer I inquired about advertising our new motor scooters in The Pitt News, the University of Pittsburgh student/faculty daily newspaper. Just as we have suspected, advertising with this paper has worked well. Mr. Jandrositz was our advertising contact. He reached out to us via phone and communicated with use via phone, email and fax in create an advertising campaign for the fall semester. He successfully created advertisements, and positioned them well in the newspaper to enhance our business exposure. We worked together to create a strategic campaign which fulfilled my 15x contract with The Pitt News. Over the course of our advertising campaign, Mr. Jandrositz and I worked together modifying and enhancing ads through numerous proofs until everything was perfect. I believe that through Mr. Jandrositz's efforts, and his talent, we received the best newspaper advertising for the money. His effective positioning made this possible. Mr. Jandrositz also provided feedback on the various advertisement responses in order to help create a larger return for my investment. In my opinion, Mr. Jandrositz will be a very effective advertising executive someday and should be recognized as CNBAMâ&#x20AC;&#x2122;s National Sales Representative of the Year Sincerely, Michael D. Lieberth, Owner Pittsburgh Motor Scooters Lieberth and Sons Dodge, Inc. 303 Hulton Road Oakmont, PA 15139

December 20, 2008 To: Members of the 2008 CNBAM Awards Re: Personal Selling Philosophy I believe it is an absolute necessity for me to build and maintain relationships and trust with my customers in order to be successful in sales. I’ve applied this philosophy in two different ways in order to affectively reach out to my customers. I separate my customers into two groups, those whom are the frequent national accounts (Alloy, Allied, MJS, and other clients in the greater Pittsburgh area) and those whom I am prospecting (hotels, restaurants, and bars in opposing teams’ cities). When interacting with my national customers, I have worked to create, build upon, and maintain personal and professional relationships with them. It is very important to be as close to them as possible in order for me to better understand what my customer’s needs are, what their target market is, as well as what is the best suit for their needs. I believe that the more I know about my customer’s business and wants, the more beneficial and helpful I can be to them. By establishing trust with my national customers, I act as a highly valuable resource tool for them. I want to be their communication median between their business and the student body of the University of Pittsburgh. I enjoy extending my knowledge of The Pitt News, marketing and college students to my customers so that they are more informed to help them decide how to advertise with us. It is important to me that my customers feel comfortable coming to me with their own advertising campaign ideas and questions as well as listening to my advice. By maintaining a positive, honest relationship with my customers, it makes future interactions easier to handle, more beneficial to the customer, and most of, more exciting and fun. For those whom I am prospecting, it is necessary for me to quickly establish trust with them. My prospects in cities miles away from Pittsburgh are always weary about placing ads in a college newspaper. It is so very important that I am able to reassure that their investment in The Pitt News will be beneficial and of value to them by holding a conversation with them about what their goals from placing an ad are, what their budget is, and what would they consider to be a success from placing this ad. When dealing with these business, such as hotels, it’s been very crucial to let them know how many students are on campus, who reads the paper, what percentage of the student body reads, the number of hits on our website, and the amount of money students spend. By holding a conversation with a sales director or sales manager from businesses miles away, discussing the topics stated above has been my sales philosophy in building trust. For any customer, I feel that commitment is an essential aspect of maintaining trustful relationship. I take pride in what I do and say. My philosophy is to treat my customer the same

way that I would treat a friend. I do not believe in making promises that cannot be kept or making excuses for something I screwed up. Being honest and straight forward will help me build and maintain lasting customer relationships that I’ll be able to pass on to new reps in the future. Another aspect of relationship building and trust involves my coworkers. At The Pitt News, everyone is assigned to 1 on the 3 sales teams but overall, everyone is apart of The Pitt News sales team. You need to be able to have the confidence to rely on your fellow coworkers incase you have promised something to a customer and are now unable to fulfill that because you have to run to class. I believe that working together with members of my sales team, my business and sales managers, as well as my advisor and those at the front desk are a major player in my success thus far. To be able to acquire such a relationship, I believe that I must support coworkers work, ideas, skills, etc as well as understanding what their role is in our production. My close relationship and level of trust that I have established with my customers is directly correlated with my success that I have exhibited so far with The Pitt News in which I plan on carrying these experience with me throughout the many stages of my future sales career. Applying My Selling Philosophy: Personal Selling Process for New Prospects: 1. Prospecting – I search for businesses that I feel would benefit from the college market. 2. Homework – I attempt to figure out what the likely needs of the business are. 3. Pre-Approach – I use my homework information in order to decide how to approach the business. 4. Approach – I attempt to get in touch with the business via phone or email. 5. Presentation – I provide my prospect with information about our paper and student body to exemplify the statistics that are of interest to the business owner. • Handling Objections – I have to be able to handle questions and conflicts to keep interest of the potential customer. 6. Closing – This is when I ask the prospect if they will advertise with The Pitt News 7. Follow-Up - Here I contact the customer after their ad has run to make sure customer is satisfied and also mail them a copy of the paper that their ad ran in.

December 20, 2008 To: Members of the 2008 CNBAM Awards Re: Description of Job Over the past four months, I have learned and experienced an extensive amount of knowledge regarding how a business operates, the production of the paper, and most importantly, the art of sales. I currently hold the National Advertising Sales Representative position for The Pitt News, the University of Pittsburgh’s student produced newspaper. My job entitles me to sell ad space in our daily newspaper by: • • • • •

Working a minimum 12 hours per week Managing national advertising accounts from advertising firms Drawing up advertising proposals and programs Designing ads for clients Developing and maintaining long term client relationships for The Pitt News

Before this year, the national advertising sales representative for The Pitt News was considered to be just an order taking position. It was considered a position where the rep would place orders, answer calls from national advertisement placing firms, and also respond to emails. This is quite common for almost all national representatives for college newspapers. Over the past two years, national sales have plummeted, and quota hasn’t reached in over a year. My sales and business managers had given me the challenge and the freedom to change this trend and help bring national sales out of its two year slump. Since the start of this school year, I have taken national sales to a whole new level. In doing so, I began prospecting businesses in the greater Pittsburgh area (outside the local reps’ territories) that could benefit by business from the college demographic, such as golf courses, car dealerships, paintball fields, museums, theaters, etc. I was able to establish solid relationships with about 5 of these prospects who ran ad campaigns with The Pitt News. From my prospecting, I was able to create a relationship with approximately 10 prospects (car dealerships, motorcycle dealerships, and outdoor activities) for the placement of ads in the up coming spring semester. Both my managers and I are expecting to see huge results in the spring. I also realized that there was a major opportunity in which could be very advantageous for The Pitt News. This idea involved the University’s sports teams. I created a new market to which The Pitt News can sell. I began prospecting hotels, restaurants, and bars in cities where our football and basketball teams traveled to play their away games. By doing so, I was able to obtain ads from hotels in Cincinnati, OH, Syracuse, NY, South Bend, IN (Notre Dame), Washington DC (Georgetown), and even El Paso, TX (The Sun Bowl). From September to this point in December, I have been able to acquire about 25 new customers out of about 110 prospects for The Pitt News, bringing in approximately $5,500 in addition revenue from cold calling prospects. Although my prospecting revenue is not directly added to my monthly national quota on the sales reports, I have been quite successful with my quotas.

up on contracts to help promote frequency. This was quiet different then what previous national reps have done. To tackle the task of trying to revive old accounts, I had made contact with 9 businesses that had advertised with The Pitt News within the pat 8 years. I was proficient in reviving 2 accounts which were inactive for over 4 years. By promoting frequency, I was able to have clients place more ads then they usually have done. For example, 180s, an company selling Pitt behind the head earmuffs, called in wanting to advertise with before Christmas break as much as possible, as big as possible, but for as little as possible. They had given me a budget range of $2,000 to $4,000 but preferred to stay at or below $3,000. I drew up several proposals promoting full and half page ads running twice a week to 5 times a week. With over the phone and email interaction, I was able to discuss with Andy (the marketing rep from 180s) the different proposals and how certain campaigns were more impressionable to students. Figure 7 was the proposal decided on as well as the ad campaign that they recently ran with The Pitt News. By implementing these new tactics to increase national sales, for the first time in over a year, national sales quota was met in September when I reached 105% of my quota. In October I struggled due to the harsh economic conditions reaching only 61% quota. I was able to rebound in November by reaching 89% quota. For the second time this year, I was able to make quota in December by reaching 321%. These numbers were obtained by using the reviving and frequency tactics and did not include the prospecting approach. Figure 6 illustrates meeting quota with my additional revenue added from prospecting. I have been successful in meeting the goals my mangers have set for me by implemented many new aspects to position such as: • Working 15+ hours a week • Making a minimum of 15 phone calls per day • Prospecting 5 to 10 businesses per week • Making phone calls to national advertising agencies and other accounts • Implementing a sports marketing strategy • Setting up appointments to meet with clients • Establishing new clients and long-term relationships

By working hard to create new relationships and turnaround national sales, I have been my sales team’s weekly point leader all but two weeks. I was named Rep of the Week 6 times, Rep of the Month in October, and I also was just selected by the student management team as the Rep of the Semester and for my hard work will be receiving a free book scholarship in the spring.

Appendix 9

Chad Jandrositz School Address: 207 Chesterfield Ave. Pittsburgh Pa, 15213

Junior @ University of Pittsburgh caj17@pitt.edu Cell: (610) -248-5749

Home Address: 116 Spring St. Nazareth, Pa 18064

Objective:

To represent The Pitt News as the 2008-2009 CNBAM Sales Representative of the Year..

Education:

University of Pittsburgh, College of Business Administration Bachelor of Science in Business Administration Major: Marketing GPA: 3.43

Relevant Courses:

Introduction to Marketing, Human Resource Management, Organizational Behavior, Managing in Complex Environments, Managerial Ethics and Stakeholder Management, Business Economics

Relevant Skills:

• •

Personal Selling Time Management

Volunteer & Community Services:

• • •

Volunteer at County Home Volunteer Assistant Community League Athletic Coach Volunteer “Hugger” at local Special Olympics

Work Experience:

Activities &Awards:

• •

Proficient in Photoshop Design • • Conflict Management

Organizational Leadership 10/04, 10/05, 10/06 Spring Summer/Winter 03-08 Spring 04,05,06

The Pitt News: National Account Executive/Advertising Sales Representative 8/08-present • Work 15+ per week making sales calls, meet with clients, creating long term client relationships, creating proposals & advertising programs, reviving accounts, designing ads, prospecting new business nationally and locally. • Generated $39,049.00 in revenue from September 1st to December 8th. • Made 321% of December quota in 6 days • Manage national advertising accounts from advertising firms such as Alloy Media & Marketing, MJS Communications, and Allied Advertising. • Changed job description by adding new tasks and requirements to the job Shafer Landscaping and Lawn Care: Landscaper and Designer 06/04- present • Assisted in landscape designs, pond constructions, and manual labor. • Interacted with the customers and provided them with knowledge of the services. Little League Baseball Umpire: Home Plate and Base Umpire 05/07-present • Efficiently managed games while maintaining a safe conditions, demonstrated leadership, authority, and respect to all aspects of the game • Dealt with conflict from players, coaches, and fans. Self-Employed: Lawn Care, Landscaping, & Snow Removal 11/99- present • Grew my snow removal business from 2 neighborhood accounts to 16 accounts throughout the town of Nazareth over 10 years. • Grew my lawn care business from 2 lawns in town and expanded to 11 accounts in Nazareth & Bethlehem over 8 years; invested in upgrading to a riding lawn mower. lawn mower to increase time efficiency and appearance of yards. • Used Excel to manage expenses, revenue, profit, and hourly earnings. • Nominated for CNBAM Sales Representative of the Year 12/08 • Named The Pitt News Sales Rep of the Semester 2008 12/08 • Selected to be Sales Team Leader for Spring of 2009 12/08 • Named The Pitt News Rep of the Week 6 Times 9/08-present • Named The Pitt News October Rep of the Month 10/08 • Pittsburgh Club Baseball (12-20 hours per week) 1/07-present • Phi Bet Lambda Member (Collegiate FBLA) 1/08-9/08 • National Honor Society President 05-06

Appendix 6

Contact: Andy 180 Cold Weather Gear *Prices Reflect our 8x rates. Print Advertisements Date 11/19/2008 11/20/2008 11/21/2008 11/24/2008 11/25/2008 12/1/2008 12/2/2008 12/3/2008 12/4/2008 12/5/2008 12/8/2008 NovemberDecember

Notes

Cost

Color Charge

Total

Best ofâ&#x20AC;Ś

$296.00

$148.00

$444.00

$296.00

$148.00

$444.00

$296.00

$148.00

$444.00

$296.00

$148.00

$444.00

$296.00

$148.00

$444.00

$296.00

$148.00

$444.00

$296.00

$148.00

$444.00

$296.00

$148.00

$444.00

$296.00

$148.00

$444.00

$296.00

$148.00

$444.00

Free

$296.00

$148.00

$444.00

Free

$100

Ad 1/2 Page Horizontal 1/2 Page Horizontal 1/2 Page Horizontal 1/2 Page Horizontal 1/2 Page Horizontal 1/2 Page Horizontal 1/2 Page Horizontal 1/2 Page Horizontal 1/2 Page Horizontal 1/2 Page Horizontal 1/2 Page Horizontal

Fall Finals Week Edition

Online

20,000 impressions

Total Investment: Discount

Total Investment with Discount

Chad Jandrositz Natinoal Ad Representative The Pitt News

$4,984.00 $888.00

$4,096.00

Ad placed in every publication from Wednesday November 19th until our last publication Online advertising is a great way to continue to draw attention to your product to people outside the Pittsburgh Area such as parents, relatives, alumni, and people interested

(P) 412-648-7978 (F) 412648-8491 advertising@pittnews.com www.pitt.news.com

in Pitt.

Figure 1:

National Sales R evenue 2007 vs. 2008 14,000 12,000 10,000

Revenue

8,000 6,000

2007 Sales

4,000

2008 Sales

2,000 0

September

October

November

December

Month

Figure 1 illustrates that amount of National Sales revenue in comparison between the 2007 representative and myself as the 2008 representative. The large difference in revenue for October was an unfortunate effect of the recent stock market troubles and current economic crisis.

Figure 2:

National Sales (2007, 2008, and 2008 Additional R evenue) 14,000 12,000 10,000

R evenue

8,000

2007 S ales

6,000

2008 S ales

4,000

2008 Additional S ales

2,000 0

S eptember

O ctober

November

December

Month

Figure 2 shows the amount of revenue generated in 2007 and 2008 as well as the revenue created by the new aspects of my position. This additional revenue was generated from prospecting cities where the football and basketball teams were traveling to, local businesses outside the local repsâ&#x20AC;&#x2122; territories, and reviving dead accounts.

Figure 3:

Figure 3 illustrates the total amount of revenue generated per month, including the additional revenue that I obtained while implementing the new aspects of my position. The data helps show that the additional revenue has helped rebound the struggling National Sales when this data is compared to the data in Figure 1.

Figure 4: National Sales 2007 vs. 2008 (Including Additional R evenue) 14,000

Revenue

12,000 10,000 8,000

2007

6,000

2008

4,000 2,000 0 September

October

November

December

Month

Figure 4 shows the same data as Figure 3 but in a linear way to exemplify the trend of my 2008 sales being above the sales of the 2007 representative over the 4 month time span.

Figure 5:

Total National Sales R evenue

$35,620.00 , 48%

$39,049.00 , 52%

2007 2008

Figure 5 illustrates that total amount of revenue generated from September to December in 2008 compared to those months in 2007. It shows that I was able to increase revenue for a declining territory by 4%. To do so, I generated an approx. an extra $3,500 for The Pitt News

Figure 6:

Quota to Goal Revenues Month September October November December Total

Quota

Revenue + Additional

$ 10,388.00 $ 12,954.00 $ 10,592.00 $ 1,686.00 $ 35,620.00

$ $ $ $ $

12,108.00 9,023.00 11,231.00 6,687.00 39,049.00

% to Quota 117% 70% 106% 397% 110%

Figure 6 shows what my quota, revenue, and percent to quota were for each of the 4 months in our Fall 2008 Semester.

January 8, 2009 Dear CNBAM Judges: As a second year veteran of The Pitt News, Niki Kalemnous has proven herself on many levels. In the office, she acts as mentor and friend to the rest of the sales team, and she leads by example with her strong work ethic. She acts as liaison between production, the design team and the customer to create effective advertising campaigns that ultimately win both her customers and herself more business. Niki is a dedicated employee, a loyal friend and a businesswoman with true integrity. I am proud to present Niki Kalemnous to you as a nominee for CNBAM’s Sales Representative of the Year Award. Our territories are broken down geographically here at The Pitt News, and while most reps are assigned very small areas that surround the University, we do have several outlying territories which all call for especially assertive and polished representatives. The challenges that these particular territories present include customer indifference to our very specific target audience and the simple fact that businesses outside of the campus are just not as familiar with our product. Many do not see the potential benefits to their businesses in placing their message before college students. What impresses us most about Niki is the fact that even while she had the veteran rep’s privilege of choosing her territory for the 2008/2009 academic year, she chose one of the most challenging territories, our Squirrel Hill region. This year, she has spent her time familiarizing merchants and corporations in this small commercial territory with the University of Pittsburgh market; it has involved formal presentations, assertive follow up and consistent face-to-face meetings. Niki excels at all. Revenue in the Squirrel Hill territory has increased by 39% over 2007/08. Niki has brought in 9 new contracts, mostly from national chains, which previous reps have all avoided. Niki realized that even though the big chains (Dave and Buster’s, TGIFriday’s, Chick-fil-A) are marketed on a national scale, they are also willing to spend some of their regional advertising budgets on the university market. All of Niki’s new accounts have promised media buys in The Pitt News for 2009/2010. Besides her new business, Niki has also focused on upselling current contracts, bringing in twelve increased agreements since September. Niki knows that the sale begins at the contract signing. She is conscientious about steady follow up with current customers, but she never allows a day to go by without adding prospects to her sales funnel. She is hungry for the sale, but balances that desire with sincere concern that she is keeping her customers’ best interests at heart.

While other sales representatives spend a good amount of office time worrying about upcoming exams and projects, Niki keeps her academic life and her work at The Pitt News separate.

when speaking about her grades, but consistently helps other students after hours in their exam preparation. Currently striving to graduate Magna Cum Laude, Niki carries a 3.5 GPA. For friendly competition’s sake, we split our sales force into two teams, and this year Niki was appointed Team Captain. She is charged with monitoring her team members’ paperwork, sales presentations and prospecting activity. Her efforts paid off this semester when her team won. Always willing to accompany less experienced reps on sales calls, Niki also assists in drafting other reps’ proposals and ad design. She serves as an invaluable role model, lending a hand wherever needed while consistently exceeding her quota. More important than grades or final sales revenues is the measure of character. Niki Kalemnous is a good-natured woman with solid principles. She displays a work ethic that serves as a model to other employees, while still maintaining a refreshing light-hearted approach with her customers and prospects. I thank you for this opportunity to share one of our most treasured assets, and appreciate your consideration in awarding Niki Kalemnous with CNBAM’s Sales Representative of the Year. Sincerely, Laurie Holding Advertising Adviser The Pitt News 412-648-7820

January 9, 2009 Dear Members of CNBAM, Over the past year at Color Me Mine Pittsburgh, I’ve had the opportunity to work with Niki Kalemnous. As my advertising representative from The Pitt News, Niki and I have built a strong professional and personal relationship that has directly translated into growth of my business. As a result of her dedication and the trust she has built with me, I am recommending Niki for the CNBAM 2008 Sales Representative of the Year. Using Niki as a consultant in reaching the college demographic, I have been able to successfully penetrate The University of Pittsburgh student market. We have worked to develop an efficient and successful advertising campaign that specifically promotes Friday night as “College Night” at our studio location. In addition to the student market, my advertisements have successfully reached the PITT faculty and staff. As a small business, I have a limited advertising budget. For this reason, Niki has used her creativity to make my campaign as affordable and successful as possible. She shows dedication to keeping up with our events, and by extension, she proposes the most effective advertising schedule. As a loyal customer of The Pitt News, I am excited to work with Niki for the remainder of the year. I’m appreciative of her efforts to promote Color Me Mine Pittsburgh and proud to nominate her as the 2008 CNBAM Sales Representative of the Year. Thank you, Allison Rhodes Owner Color Me Mine Pittsburgh 5887 Forbes Ave. Pittsburgh, PA 15217 412-421-2909 www.pittsburgh.colormemine.com

To: Members of the 2009 CNBAM Awards Committee From: Niki Kalemnous Date: January 9, 2009 Re: Personal Selling Philosophy Through my experience in advertising sales at The Pitt News, I’ve developed a personal selling philosophy, which focuses on the process of building and maintaining customer relationships. When I have a potential customer or prospect, I first change my role from a salesperson to a consultant. I start by imagining if and how the customer can benefit from advertising in our newspaper. Then, I take time to research the company or organization before I visit them or make a phone call. Specifically, I look at their products or services and consider how our college demographic may benefit from what they offer. I also take notice to specials, discounts, sales or events that may attract the student market. I meet face-to-face with my customers whenever possible to ask questions and have a two-way conversation. This helps me build a professional and personal rapport in our world of emails and phone calls. Combining my research, advertising knowledge, and understanding of the college market, I can then brainstorm with customers to develop an effective campaign. Together, we work to grab the attention of our target audience and send out the right message in the advertisements. Once I’ve proven my dedication to improving the customers business and not just simply selling them something, the trust builds between us. From there, a relationship is established. Ultimately, if my customers begin to see that their investment in our newspaper is paying off, I’ve gained a new customer. This proves that when you take time in the beginning of the sales process to make sure what you’re selling works for your customer, you can develop a mutually beneficial relationship. Really, it’s not just about making a sale; it’s about establishing a relationship with a customer, which transcends into the growth of my sales and more importantly, the growth of our business. Effectively maintaining relationships is equally important to creating new ones. Regular customers, who I’ve already gained their trust, make my job easier. I continue to act as their consultant, constantly communicating with my customer to produce an advertising schedule that will bring them the most success. Additionally, my customers understand that I work for them, and if a problem should arise, I will find a solution. This shows I value their investment in The Pitt News and gives them more reason to trust me. I find my job very rewarding when a customer’s business grows as a result of my work. I believe in what I sell, and I accredit a large part of my success at The Pitt News to this very thought. I also believe that my success stems from my ability to look beyond the sale, and focus primarily on building and maintaining relationships. From here, the sales just fall into place.

The Pitt News Job Description Account Executive Accountability:

Business Manager, Sales Manager, Advertising Advisor

Responsibilities: Service all the advertising needs of businesses within a given geographic territory. Market The Pitt News advertising opportunities to these accounts, selling advertising space adequate to meet monthly sales quota. Specific Duties: 1. Maintain in-person contacts with all accounts as required to sell display advertising for The Pitt News, special sections, inserts, online and classified advertising. 2. Sign clients to contracts, and develop long-term advertising plans. 3. Provide creative suggestions, design spec ads or campaigns to assists accounts with effectiveness in advertising. 4. Prospect by cold calling and preparing encompassing presentations for new businesses. 5. Process necessary paperwork for ad insertion, billing and credit. Check and adjust ad proofs. 6. Maintains daily sales logs, including call reports, prospecting forms and time register. 7. Review monthly account advertising linage reports and previous year's newspapers to make sure all accounts are called on. 8. Attends sales meetings, monthly one-on-ones and training sessions. 9. Work a minimum of 15 hours per week, scheduled between 9 and 5 daily. Post regular office hours with managers. 10. Performs any other duties relating to the business/advertising department as requested by the supervisor.

Over/Under Quota 5000 4000 3000

Dollars

2000 1000 0 -1000

Niki Kalemnous 003

005

011

-2000 -3000 -4000 Territory

Territory 003 004 005 006 011 012

Over/Under Quota $1,285 $1,425 -$37 -$2,239 -$1,004 -$10

Niki Kalemnous

$4,208

019 020 University/Student

$3,539 -$2,851 -$19,030

020

Nicole S. Kalemnous

(717)903-3777 · nicole.kalemnous@gmail.com Permanent Address: 1011 Apache Trail Mechanicsburg, PA 17055

Present Address until May 2009: 350 ½ Semple St. Pittsburgh, PA 15213

Education University of Pittsburgh, Pittsburgh, PA Expected graduation: May 2009 ❧ GPA: 3.52 ❧ Bachelor of Arts, Communications ❧ Public and Professional Writing Certificate ❧ Related Coursework: Independent Study in Meeting Planning, Integrating Writing and Design, Persuasive Writing in Advertising and Fundraising, Grant and Proposal Writing, Professional Editing John Cabot University, Rome, Italy ❧ Continued communications coursework during semester abroad

Jan. 2008- May 2008

Related Work and Internship Experience The Pitt News Account Executive ❧ Successfully sold print and web advertising in assigned territory ❧ Nominated for College Newspaper Business and Advertising Managers, Inc. Sales Rep of the Year ❧ Increased sales by 287% in September, 119% in October, 195% in November Inside Sales Staff ❧ Managed classified advertising and general office duties WHIRL Magazine Sales and Marketing Intern ❧ Assisted in planning the 2007 WHIRL Model Search through model recruitment, event promotion and on-site management ❧ Organized and continually updated the WHIRL event database ❧ Promoted the magazine through sales calls and magazine distribution ❧ Fact-checked the WHIRL Holiday Shopping Guide in December 2007 issue ❧ Assisted Creative Director on photo shoots by picking up, delivering and organizing items to be photographed The Event Group Office Manager Assisted in planning the following events through organizing exhibitor kits, invitations, programs, and signage, and event on-site supervision and volunteer management: ❧ Pennsylvania Restaurant and Foodservice Expo ❧ Studio 2200: Chihuly at Phipps Premiere Party ❧ Pittsburgh Walk and Dine: A Downtown Living Tour ❧ Girls Hope “Sweet 16” Fundraising Gala Intern ❧ Researched event trends and ideas ❧ Assisted with daily office duties University of Pittsburgh Public and Professional Writing Program Intern ❧ Planned “Writing in the Public Sector” Panel Event and Semester Banquet ❧ Wrote articles for quarterly newsletter, “Write Now”

Aug. 2008-Present

Aug. 2006- Dec. 2007

Aug. 2007- Dec. 2007

May 2007-Aug. 2007

Jan. 2007-May 2007

Aug. 2006-Dec. 2007

September October November December

2007 Revenue 2008 Revenue Percentage Increase $1,439.00 $4,139.00 287.6% $3,563.00 $4,236.00 118.8% $2,508.00 $4,885.00 194.7% $862.00 $1,622.00 188.2%

Sales Revenue Comparison $6,000.00 $4,885.00

Revenue in Dollars

$5,000.00 $4,139.00 $4,000.00

$4,236.00 $3,563.00 2007 Revenue

$3,000.00 $2,000.00

$2,508.00 $1,622.00

$1,439.00

$862.00

$1,000.00 $0.00

2008 Revenue

September

October

November

December

2007 Revenue

$1,439.00

$3,563.00

$2,508.00

$862.00

2008 Revenue

$4,139.00

$4,236.00

$4,885.00

$1,622.00

Month

New Business

JARED BARKER Texas Student Media The Daily Texan

N O

S R E P S r a E e L y A Sthe f o 2009 SALESPERSON of the year

College Newspaper Business & Advertising Managers, Inc.

JARED BARKER Texas Student Media The Daily Texan

D R E E R K A JBAR

JARED BARKER Texas Student Media The Daily Texan

io t a d

en m Letter of Recommendation om c e fR o ter t e L

CNBAM Awards Committee,

January 15, 2009

In nominating Jared Barker for Salesperson of the Year, his position with Texas Student Media and The Daily Texan has been exemplary. He has demonstrated what it is to be both a student and a professional advertising representative. Achievement: Jared is an incredible role model and works so well with his peers that he has been nominated as Salesperson of the Month several times in his short career with us. He has continuously brought in new clients to maintain the monthly sales numbers, replacing those accounts that have fallen off and opted not to run.

P.O. BOX D AUSTIN, TX 78713 UTEXAS.EDU/TSM/

ADVERTISING

(512) 471-1865 (PH) (512) 471-1576 (FAX)

THE DAILY TEXAN

DAILYTEXANONLINE.COM DAILYTEXAN.NEWSSTAND.COM

Speaking to special selling efforts, Jared lends his expertise to the sales force whenever we have other editions or media to promote. It is usually the case that we recruit students to head up our special editions, and Jared will do whatever it takes in a leadership role like this. He brings a unique sense of commodore and mentorship that translates to a successful sales team in whatever effort our advertising department is trying to accomplish. On top of his leadership duties, he has never lost sight of what attention is needed in his own territory. Whethim it is sell an old client or work up a proposal for a new one, he always hits the mark. Jared has a wonderful way of making the client feel comfortable while looking out for their best interest. It seems to translate to “Relationship Sales” when you speak to his clients. Territory Management: In addition to the aforementioned about Jared’s territory, he is meticulous with keeping in touch with his accounts. Even on break, be it holiday or class, Jared is in communication above and beyond what is typical of student ad reps. Jared always steps up and handles any problem or issue himself to ensure that client/ad rep relationship. As for presentations, Texas Student Media has great media presentation material, from our slick media kit, flyers, fact sheets and proposals. He has a great ability to create a program and/or campaign for individual clients, which Jared has excelled in his presentations. As confusing as the tool can be, Jared has brought the information to laymen’s terms and fine-tuned the campaign with an Excel program he adopted and made his own. When it comes to time and money management, Jared keeps up with the use of a laptop and cell phone while in close contact with our bookkeeping department to make sure everyone is coordinated and on schedule. I am also happy to report that Jared carries a full class load and keeps an above average score of 3.8. He has a very good head for all activity, be it work, school and social life. It all appears to be in a good and healthy balance.

TSTV

TEXASSTUDENTTV.COM

All records of Jared’s territory can be reviewed through monthly Performance Reports along with weekly Update Reports to keep track of how his territory is doing. These reports give managers, both student and professional, the ability to counsel any student ad rep when needed. Jared is great with mentoring fellow student ad reps when the numbers appear to be low while congratulating those that are excelling. Interaction: In all that Jared has accomplihed within his Texas Student Media term, the most outstanding thing would have to be his means of communicating with his peers, his clients and professional coworkers. In my 20 years of experience with the collegiate climate and most currently, the “Millennial” generation that Jared belongs to, I feel he represents hope for our future. His attitude in and out of the office environment is always positive. He reflects that attitude to all he meets, whether for business, a new student ad rep, or a stranger on the street. With all the pressures a student has on their plate, it never ceases to amaze me when one can manage to make the grade while holding down a job. Here at Texas Student Media, the job is as real as it gets, so for a student to make their goal is a feat in itself. For a student to excel at this job is yet another accomplishment, and Jared has gone beyond all requirements this job presents.

KVRX RADIO

TEXASSTUDENTTV.COM

In conclusion, it is my sincerest wish to see Jared Barker receive the recognition beyond Texas Student Media. He has achieved an honor within our own establishment of Salesperson of the Month, but I can only hope he will see the fruits of all his hard work by receiving the honor of CNBAM Sales Representative of the Year. Sincerely,

TEXAS TRAVESTY TEXASTRAVESTY.COM

Brad Corbett Texan Student Media The Daily Texan Advertising Manager (512) 475-6719 voice (512) 471-1576 fax

JARED BARKER Texas Student Media The Daily Texan

January 8, 2009

io t a d

e m om Letter of Recommendation c e fR o ter t e L

To Whom It May Concern: I have worked with Jared Barker for over seven months now. He is organized, efficient, extremely competent, and has an excellent rapport with my entire staff. His communication skills, both written and verbal, are excellent and I am impressed with his professionalism, attention to detail and prompt responses to my inquiries. Jared has been my sales representative at The Daily Texan since I began working at Direct Events. I have worked with other representatives during my career and he is, by far, one of the best to work with. He always has answers and assists me in other departments when my contacts are not available. In summary, I highly recommend Jared for any endeavor, award or position that he may seek to pursue. He will be a valuable asset for any organization. I can’t think of anyone who deserves this award more than Jared Barker. If you have any questions, please do not hesitate to contact me. Sincerely,

Lauren O’Rear Marketing Director Direct Events – Moontower Media

JARED BARKER Texas Student Media The Daily Texan

Pers o

Personal Philosophy

nal S

tatem

CNBAM Awards Committee, I was extremely excited to accept the position as an Account Executive for one of the largest college newspapers, The Daily Texan. I began the journey of my first sales position seven months ago, anxiously learning new sales techniques. My ability to learn quickly is reflected in my sales numbers, attitude, and the relationships I have built. After a month of employment with the Daily Texan, The University of Texas gave me the opportunity to study abroad in Singapore where I learned about international media and future media outlets. In my first month back from Singapore, I was awarded “Super Star Salesperson” of the month, an award that is given to only one sales representative per month. The recipient of this award is the individual who stands out among others by maintaining high sales numbers, organization, a great attitude, and a healthy sense of teamwork. Since that date, I have also been honored by receiving the “Most New Advertiser” award. I believe that a good salesperson should represent a combination of teamwork, relationships, trust, and organization. It goes without saying that each of these individual qualities is great to encompass; however, when combined, anything can be accomplished. Teamwork: Sales is a naturally competitive field of work. However, as a good salesperson I maintain a friendly and professional relationship between coworkers and prevent competition from damaging morale and friendships amongst coworkers. It is extremely important to remember that your sales team is exactly that, a team. As a team member, I work together with other employees to help preserve a strong and positive work environment, while continuing to support the company with great sales numbers. I enjoy seeing my coworkers succeed and feel accomplished when I have given them my immediate support. True teamwork creates a positive chain reaction within the work environment, and everyone working together ensures a prosperous future for the company. Relationships: Teamwork starts with a strong foundation of healthy relationships between members. Because good teamwork and strong relationships go hand in hand, when these values are established in the office it allows individual salespeople to create the most important relationship, that is, with the client. Sales is a process which one must handle delicately. The first step of this process is establishing the relationship with the client. One quality that allows me to succeed in sales is that I can easily adapt to any situation that I encounter. This is incredibly important in sales because one must always let the client set the mood or tone of the conversation. I never rush into cold-calls or first-meetings too hastily. The client must know that I am genuinely there to help them and their business. Often this is a hard obstacle to overcome, but with observation and practice I have learned that trust is vital towards building this relationship either with my team or with my client. Organization: Being organized is one of my personal favorite qualities that I possess. During my first week at The Daily Texan, I went through all of my folders and documents and gathered all of the insertion orders and artwork for each client and filed them in their individual folders. Not only did this save me time in the long-run, but I knew it would also save time for our creative department, clients, and even management if they would need to find something of mine while I was unavailable. I believe that every sales representative should encompass good teamwork skills, strong relationships in and out of the office, and great organizational skills. The one attribute that I believe sets me apart from any other representative is my natural ability to bring humor to situations without compromising professionalism. As I previously stated, it is important to allow the client to set the mood of the conversation; however, as a sales representative it is also my job to do everything possible to bring revenue to The Daily Texan. Therefore, my natural ability to bring humor into most situations is a common tactic I use in order to break the ice with new clients. Laughter is a great way to get into a persons heart, and once you have captured that side of them the relationship is established.

Jared Barker Sales Executive Texas Student Media The Daily Texan

ent

P P

N E

APPENDIX

X I D

JOB DESCRIPTION for Student Account Executives • Attend tri-weekly team sales Meetings • Work a minimum of 20 hours per week, 4 hours per day • Have transportation to conduct sales calls • Minimum of 2-semester commitment • Minimum of 2.5 GPA • Update projections • Maintain sales numbers • Generate new business • Minimum of 15 monthly appointments, including 4 with a student manager or professional advertising staff member

S E

R C

T P I

Sale

JARED BARKER Texas Student Media The Daily Texan

Sales numbers and Percentages

!"#$%&'()*"+,-%./'0$&"-'12+'' 3$+")'4$+5"+'

Quota $24,245.84

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Actual Sales $29,075.97 Percentage Achieved 120%

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Jared’s Sales $1,900.00

51%

All ten other reps $1,800.00 49%

Jared’s Sales $1,165.00

24%

All ten other reps $3,766.25 76%

JARED BARKER Texas Student Media The Daily Texan

Resume

Jared Barker 2801 Rio Grande, #304 ~ Austin, TX 78705 ~ 210-347-0587 ~ Jsbarker@mail.utexas.edu

Education The University of Texas at Austin Bachelor of Science, Advertising: TexasMedia • Business Foundations Program

May 2009 GPA: 3.00

Experience The Davis Group, Inc Austin, TX Intern Media planner/buyer Spring 2009 - Present • Gained knowledge about buying and investing media • Shadowed all employees to become well-rounded • Increased and improved organizational skills Texas Student Media (TSM) Austin, TX Account Executive Summer 2008 - Present • Created 20% of client roster • Worked as the liaison between clients and all departments within TSM • Exceeded monthly quota by 115% or more • Worked on commission Fall 2008 Media Strategist • Developed a one year media plan that would increase unit sales for Hallmark greeting cards in Wal-Marts. Media Specialist Spring 2008 • Prepared media recommendations for a prospective six month media plan for Austin Java café and coffeehouse. Consumer Research Spring 2008 • Evaluated secondary research and conducted primary research in a teamwork setting to draft statistical and competitive analysis for Starbucks coffee company.

Awards and Activities Studied Abroad in Singapore - Gained knowledge and experience in leading media strategies and in international advertising. Sales Super Star - TSM Most New Advertisers – TSM Texas Advertising Group Presidents list – 4.0 GPA University of Texas at San Antonio

Volunteer Experience FirstTAustin Art from the Street National Community Council Justice Mentor

Related Skills Media Software: MRI, SRDS, CMR, Nielsen, TNS, SQAD Computer: Word, Excel, Access, PowerPoint, Photoshop

2007 2007 2004-2005