2010-5a-3 by CNBAM

To Whom It May Concern: As his manager, I feel privileged to be able to recommend George Wright for the CNBAM advertising representative of the year award. From Day 1 George has demonstrated unwavering dedication, careful attention to detail, and genuine enthusiasm for his job. George’s dedication to The Daily Pennsylvanian is evident in the long hours he spent in the office and perseverance in the face of adversity. I could always count on George to manage a daily deadline, accompany a fellow rep on an early morning sales visit, or even to visit one customer every single day for a week straight, even though it involved about hour of travel time each time. His efforts in the latter instance were critical to the success of the DP’s inaugural Menu Guide. For part of his time with the DP, he was even on crutches since he broke his foot. George is such an outstanding ad rep because he never tried to use his injury, or his difficult class schedule, or his other extra curricular activities as an excuse to do anything but exceed expectations. Meticulous care has also allowed George to ensure ads run error free and customers stay happy. George has served as a flawless conduit between customers and the design staff and ensured that every adjustment to every proof is carried out correctly. When Kaplan Test Prep scheduled a front page ad, whose price is inclusive of color, but then provided copy that was in black and white, George worked with a concept with the design department then went back to Kaplan and got them really excited about this new alternative. George was also always careful to review lists of customers that had run in previous special issues and to inquire about current plans. This once resulted in Campus Park-n-Ride deciding to run a half-page color ad worth about $900. George’s ability is best complemented by his genuine enjoyment of his work. This fall I received an unsolicited note of praise from the marketing fellow at the Philadelphia Orchestra informing me how “it is rare to find a student with his level of knowledge and attention to detail.” I also know that George’s customer visits frequently last much longer than those of his peer’s and that he will invariably come back glowing with stories of running across a fellow Southerner named Eleanor at Dwight’s Southern BBQ, of gentle ribbing he received from Bill at Cherry St Tavern, or of some weekend vacation Meghan from Kaplan Test Prep is currently planning. It is absolutely true that his customers look forward to seeing him, but more importantly, I know how happy he is to visit each and every one of them. I heartedly recommend George’s work, ability, and energy for this award and very much hope that I have been able to even partially convey how valuable he is to The Daily Pennsylvanian’s advertising department. Sincerely,

Miranda Luna Advertising Manager

To whom it may concern, It is with great privilege that I write to you in recommendation of George Wright of the University of Pennsylvania’s Daily Pennsylvanian. Over the course of the past seven months, Mr. Wright has played an invaluable role in the creation and implementation of The Philadelphia Orchestra’s advertising campaign. I have worked with many college publications in the greater Philadelphia area, and it is rare to find a student with his level of knowledge, enthusiasm, and attention to detail. Because of his exemplary service, I encouraged a restructuring of the Orchestra’s budget to accommodate a more than 100% increase in our advertising with the Daily Pennsylvanian. I was continuously impressed by Mr. Wright’s dedication to go above and beyond his job requirements—from working with me to determine the most lucrative days to run our advertisements, to sending follow-up emails to inquire about the success of the initiatives he helped promote. These personal touches make Mr. Wright an exemplary member of your organization, and an unquantifiable asset to the Daily Pennsylvanian’s advertising team. Best regards,

Rachel Sanders Marketing Fellow 215.893.1968 rsanders@philorch.org

GEORGE WRIGHT PERSONAL SELLING PHILOSOPHY As a native of the south, I have grown up always being taught the importance of interacting with neighbors and other family members. Almost every week throughout middle and high school, my next-door neighbors invited my family over to sit on the front porch in the swinging bench, enjoy some snacks, and chat. I would listen to their stories of going to the mountains for the weekend, teaching jujitsu during WWII, and playing basketball in college. I had a genuine interest in their lives, and everyone present on that front porch always enjoyed the opportunity to slow down, talk about their own lives, and listen to the stories of others. Instead of focusing solely on logistics and ad products, all sales meetings should focus primarily on the client, perspective customers, and measurable goals. Only when these three items have been thoroughly discussed and reviewed is it appropriate to discuss logistics such as payment and deadlines. For my first few sales calls on customers, I was visibly nervous, and I focused more on the newspaper’s products rather than the customer and prospective business. When I realized the flaws with this approach, my job became much easier, and I’m sure that my customers enjoyed dealing with me more. I began asking clients about their lives, and what they liked best about their business. In each face-to-face interaction I had with a client, I tried to envision us sitting on a front porch, chatting about business, and enjoying each other’s company. This more personal approach worked well for several reasons. First, in many cases, it revealed which advertising strategies would yield the best results for a given client. One of the managers of Sava Fashion, one of my clients, told me how her store was trying to mainly target parents due a higher price point. Second, I came across as less of a greedy, stereotypical sales rep and more of a genuine, honest, and well-intentioned college student. At the same time, however, all ad sales meetings have one purpose: raise revenue for the client and the newspaper. I am a firm believer that Penn’s student market is extremely financially able, and that significantly raising a client’s revenue is a result of effectively guiding the monetary resources of these students. The role of an ad rep should be to listen to the client’s goals, and then use his or her familiarity with the newspaper’s products to craft a targeted, effective advertising campaign for the business. While this campaign should be targeted, it must also be thorough and comprehensive. The rep must be sure to include all potential audiences and do so within the client’s budget. In addition to keeping all communications personal and strictly adhering to the client’s business goals, ad reps must above all employ a very high level of general organization. Giving the impression, even through one email or phone call, that the ad rep is disorganized will severely reduce the client’s trust in both the ad rep and the newspaper as a whole. On the other hand, if an ad rep shows through timely response to emails and voicemails and punctuality at meetings that he or she values the customer’s time highly, the customer will begin to trust the ad rep more and in turn advertise more with the newspaper. This must always be in an ad rep’s mind, as it is one of the absolute most important strategies for gaining someone’s trust in a sales situation. One of the sales visits I made last semester was to Dwight’s Southern Barbeque. Even after I saw the name of the restaurant, I knew how I was going to approach the meeting. After she spoke with me for some time about moving to Philadelphia from the south, the owner decided to buy color for her ad, something she has not done for any other Daily Pennsylvanian sales rep after almost three years of being a DP client.

Printed: 1/25/10 4:39 PM

The Daily Pennsylvanian Top Customer

Criteria: zone = Zone 3 - West and custType = (Local) and runDate >= 9/3/09 and runDate <= 12/14/09 Display: true, Classified: true, Catetory/Customer/Month

Sep '09 - Dec '09 Inches Dollars

Sep '08 - Dec '08 Inches Dollars

Sep '07 - Dec '07 Inches Dollars

Sep '06 - Dec '06 Inches Dollars

Local Byblos

480.00

$4,368.00

480.00

$4,453.20

336.00

$2,883.60

316.50

$2,778.70

Domino's (Center City)

346.50

$3,291.75

267%

94.50

$1,368.30

189.00

$2,039.90

276.00

$2,561.20

Cherry St. Tavern

132.00

$2,239.08

20%

110.00

$1,922.00

63.00

$648.90

63.00

$630.00

Rum Bar

123.00

$1,488.50

-24%

162.00

$2,019.00

174.00

$1,670.40

$0.00

The Bards

100.00

$1,020.00

$0.00

Campus Park 'n Ride

64.00

$921.60

$0.00

Salento

64.00

$684.80

$0.00

Govberg Jewelers

63.00

$984.67

63.00

$824.67

63.00

$1,048.90

$0.00

Mama Palma's

60.00

$642.00

60.00

$642.00

60.00

$618.00

75.00

$750.00

Devon Seafood

60.00

$1,282.00

$0.00

45.00

$943.50

45.00

$907.50

Bellini Grill

53.75

$300.00

-43%

94.50

$977.45

$0.00

108.00

$1,004.40

Trophy Bikes, Inc.

36.00

$380.00

-56%

81.00

$1,570.00

William Penn Realty Group

24.00

$256.80

La Fontana

24.00

$256.80

Deloitte & Touche-Human Resources

16.00

$190.40

-49%

31.50

$374.85

Walnut Bridge Coffee House

15.00

$160.65

67%

9.00

$107.10

Salon Hairspray

15.00

$178.50

Coldwell Banker Preferred

10.00

$119.00

1,686.25

$18,764.5

Local total

67%

37.50

63.00

$630.00

$732.50

$0.00

31.50

$359.10

$0.00

21.00

$239.40

$0.00

6.00

$71.40

$0.00

1,191.50

$14,329.9

1,020.00

$11,184.2

The above customer list is for the west sales zone and shows the incoming revenue for top customers for the Fall 08 and Fall 09 semesters. During the Fall 09 semester, George was the assistant manager in charge of this zone.

946.50

$9,261.80

SALES REP GOAL RECAP GENERAL INFORMATION SALES REP:

George Wright

DATE RANGE:

9/3/09 – 12/14/09

GOAL INFORMATION GOAL PERIOD

GOAL INCHES

ACTUAL INCHES

9/28/09 – 10/9/09

341

256.5

75.22

10/12/09 – 10/23/09

307

807.89

10/26/09 – 11/6/09

112

11/9/09 – 11/20/09

210

182.5

∞∞ 86.90

11/23/09 – 12/4/09

170

36.47

12/7/09 – 12/14/09

170

152.5

89.71

SUMMARY INFORMATION TOTAL GOAL INCHES:

929

TOTAL ACTUAL INCHES:

1072.5

% OF SEMESTER GOAL:

115.45

Gmail - The Daily Pennsylvanian

1/25/10 4:27 PM

George Wright <wrightgd@gmail.com>

The Daily Pennsylvanian George Wright <wrightg@sas.upenn.edu> To: rdilullo@septa.org

Mon, Sep 28, 2009 at 7:44 PM

Hi Rich, I am sending this email a second time because I got an error that it might not have worked the first time. My apologies if you receive a duplicate message. I'm sorry I missed your call today; I had class starting at 2:00. I have attached the last ad that you ran with us--it ran on March 1st and 2nd of 2006. I thought that with Fall Break and Thanksgiving Break coming up, now might be a good time to promote SEPTA's R1 and R7 lines. It goes without saying that students are very receptive to cheaper options when it comes to travelling. Furthermore, fall break and thanksgiving break are the first times that some of the new students are getting off campus for the first time. While they are still building familiarity with the area, it will be important to keep SEPTA in their minds. I know I personally spoke with someone recently who thought that Amtrak was the only train service between Philadelphia and New York! While I cannot speak to future advertising plans, I do know Amtrak has found it very rewarding to maintain a presence on Penn's campus during high travel times by advertising with the DP. Also, for your reference, I attached our rate book. In it, please find details regarding pricing and sizing. And always feel free to email me or call me if you have any questions. I look forward to hearing from you. Best, George Wright -George D. Wright University of Pennsylvania, Class of 2012 The Daily Pennsylvanian | Assistant Advertising Manager (615) 482-4174 2 attachments 51448_Septa Finance 101.pdf 198K ratecard.pdf 3353K

https://mail.google.com/mail/?ui=2&ik=7e78927f90&view=pt&search=starred&msg=1240341706f6427e

Page 1 of 1

Gmail - Re: University Square

1/25/10 4:28 PM

George Wright <wrightgd@gmail.com>

Re: University Square Jacquie <jacquie.hembrey@gmail.com> To: "George D. Wright" <wrightg@sas.upenn.edu>

Mon, Dec 7, 2009 at 11:23 PM

Definitely interested!! I'll get you an 2x3 ad by tomorrow. Thanks for offering this to us. I really appreciate it. On Dec 7, 2009, at 11:20 PM, "George D. Wright" <wrightg@sas.upenn.edu> wrote: Jacquie, A quick update regarding one of our upcoming issues. On Wednesday December 14, as you know, we will be publishing our Final Exams week issue. In the center fold of this issue, University Square will be running a full spread on University City restaurants and shops. That is, the ad content will be bordered on all sides by 2" x 3" free ads for local businesses. Currently, all of the spaces are taken. However, we are anticipating that one or two businesses might not be able to get everything ready by the deadline (3 PM this Wednesday). If you would like, if you send me your ad copy for this, I can put you at the front of the waiting list for space. Again, this would all be at no cost to you. Please let me know if you're interested. Best, George

https://mail.google.com/mail/?ui=2&ik=7e78927f90&view=pt&search=starred&msg=1256c878b86f4322

Page 1 of 1

George D. Wright

216 S. 41st Street, Philadelphia, PA 19104 (C) 615-482-4174 / wrightg@sas.upenn.edu

EDUCATION University of Pennsylvania Candidate for Bachelor of Arts with a major in Urban Studies

Class of 2012 Philadelphia, PA

University School of Nashville • Cum Laude Honor Society • College Board AP Scholar Award • Computer Science Department Award for designing, programming, and implementing an electronic system for students to register for a locker • Disciplinary Board Representative • Student Newspaper Layout Design Editor • Varsity Swim Team Most Improved Swimmer Award, 2006-2007 Season • Varsity Swim Team Most Valuable Swimmer Award, 2007-2008 Season • Recipient of Boy Scouts of America Eagle Scout Award

2008 Nashville, TN

WORK EXPERIENCE Nashville Metropolitan Transit Authority Nashville, TN Planning Department Intern Summers and Winter Breaks, 2008 and 2009 • Assisted with scheduling revisions for tri-yearly system changes • Contributed to database management during major system upgrades and enhancements • Performed various fieldwork duties including on-board surveys and marketing promotions, analysis of potential stop locations, parking lot usage surveys • Used leading transit industry software including Trapeze FX, DRI/TwinVision CRS 600, and Orbital OrbCAD/AVL The Daily Pennsylvanian Philadelphia, PA Assistant Advertising Manager Fall 2009 Advertising Representative Spring 2009 • Personally negotiated over $39,000 of sales to local, national, and university-affiliated clients • Developed targeted campaign concepts for clients and supervised copy creation • Mentored, trained, and supervised a team of three new Advertising Representatives in sales techniques and procedure both in the office and in the field • Grew revenue generated from businesses in team’s territory by 30% in September 2009 – December 2009 compared to the same period in 2008 • Assisted Advertising Manager with general administrative duties such as verifying that ad reps met weekly requirements, running department meetings, and managing deadlines Awards: Inaugural winner of the Business Staff Member of the Year award, recognized twice as the Business Staff Member of the Fortnight University School of Nashville Nashville, TN Office Assistant Summers 2006 and 2007 • Greeted campus visitors and directed them to various locations throughout the building • Answered telephone calls to the school’s front desk • Cataloged books donated for the school’s textbook library for scholarship students • Helped prepare for major events on campus • Prepared mass mailings for the school’s Annual Fund and general announcements COMMUNITY SERVICE Siloam Family Health Center Nashville, TN Spanish Clinical Interpreter Fall 2007, Spring 2008 • Assisted Spanish-speaking families communicate with doctors and nurses • Performed general office duties such as filing medical charts and checking phone messages Nashville Humane Association •

Volunteered by walking dogs and cleaning animal kennels

SKILLS Proficiency with Microsoft Office, PHP, MySQL, JAVA Fluency in Spanish (reading, writing, speaking)

Nashville, TN Summer and Fall, 2006

CNBAM Awards Contest C/o Sara Judd, V/P Awards Washington University Student Media, Inc. 1 Brookings Drive Campus Box 1039 St. Louis, Missouri 63105 January 19th, 2010 Dear CNBAM Awards Selection Committee: It gives me immense pleasure in recommending Ms. Jacqueline Brabyn for CNBAMâ&#x20AC;&#x2122;s Sales Representative of the Year. In the 12 years I have worked with Student Media UCLA both as a student sales rep and now a full-time business manager, I have never worked with a more outstanding individual than Jacqueline. Her initiative, enthusiasm, and success is unparalleled among the 100 or so reps I have worked with here. I can think of no better individual, real or imagined, to receive this honor. Jacqueline began as an intern in March of 2008. From the beginning she stood out among her peers. Advertising interns are split up into group projects that work on targeting and creating new streams of revenue for Student Media UCLA. In addition, the 60 or so interns are responsible to participate in street level marketing for our clients. This consists of handing out materials on campus and other types of street events. Jackieâ&#x20AC;&#x2122;s participation in street level marketing surpassed anything seen at the time or since. She distributed over 10,000 materials in a 15-week period. Of the hundreds of interns we have had since the program began, no one has approached that amount. Her dedication was a foreshadowing of her success to come. Within a week working as a sales rep, Jacqueline was able to step in and become one of the top sales reps in the office. She had a meteoric rise to the top, and was really our best sales rep in almost every way by the time school started in the fall of 2008. Most sales reps start without any current customers. That first year, a repâ&#x20AC;&#x2122;s sales are a result of what new business you bring in. A good year for a first year sales rep at UCLA would be about $50,000. Some reps have approached $80,000 or so their first year in the best of situations. Jacqueline sold $180,000. She was not only top in sales her first month and year among all reps in the office. She accounted for nearly 25% of all sales that reps made during 2009. As I write this, she is ahead of her pace from her first full year. You will see in the attached documents provided, her fall of 2009 vs. 2008 sales comparisons with an increase of 31%. Jacqueline works extremely hard. She comes in early and stays late. She does what it takes to get the job done, if that means making other sacrifices to her social life and free

time. Doing the job the right way is very important to her. One of the biggest challenges of my job is trying to keep students focused on selling when they have other priorities. Jacqueline earned my confidence from the beginning because I could trust her to get through leads quickly, efficiently, and at the same time, produce. She makes twice as many calls as anyone in the office, and comes in focused, not worrying about her classes or other commitments like the average sales rep. She is always my first thought when I ponder who should receive a new lead that I think is important. There are always old customers that I know we can get back. They require the right person who can talk on the phone, build relationships, and then close. Jacqueline has earned my confidence from the number of leads and old customers she was able to convert to sales. Especially cases where past reps could not. Jacqueline was also instrumental in showing innovation in helping me create new products to help make up for declining revenues. She helped develop and lead sales in a two new ROP sections in 2009. One was a spring break guide and the other a grad school insert. We also developed a new quarterly entertainment magazine in 2009. Jacqueline led in sales each issue and helped me develop materials to get this magazine launched. She also has been instrumental in leading sales in new advertising products such as online advertising and outdoor advertising at UCLA. As we go forward as a business, it is essential that we create new revenue streams to replace declining revenues in the traditional areas. Having someone like Jacqueline to throw ideas off of, and then actually go out and sell these new products has been so critical in making sure they launch with success. I think that is remarkable when you consider Jacquelineâ&#x20AC;&#x2122;s role is part-time, and factor in all the other things she is involved with at UCLA. She double majors in communications and history, with a minor in film and television, all carrying a 3.85 GPA. Two days a week she has begun to expand her sales experience by interning at Fox Sports as an Ad Sales intern. She participates in the UCLA Club Water Polo team half of the year. The fact that she finds time to do all this while working pretty much at a professional level at The Daily Bruin is staggering. Finding time to participate in all these things shows great balance in her life that serves her well in everything she does. I have been very fortunate to work with some great sales reps in my time here. We have reps go on to many different professions upon graduation- from top law and business schools, to becoming the leading sales people in their companies within their first year. We produce the best type of student UCLA (if not any college) can provide to the working world. Jacqueline is the model for that type of student. I consider myself fortunate that she is only a junior, and I get her for another 18 months before she goes out in the world to great success. I hold Jacqueline in the highest regard, and strongly recommend her for the CNBAM sales rep of the year. Sincerely Jeremy Wildman Business Manager, Student Media, UCLA Daily Bruin jwildman@media.ucla.edu

January 21, 2010 College Newspaper Business & Advertising Managers Association Re: Jacqueline Brabyn To Whom it May Concern: I am writing in regard to the upcoming selection for the Sales Representative of the Year Award in the College and Newspaper Business & Advertising Managers Association. Our company has a strong presence at UCLA, interacting with numerous departments throughout campus. I have worked directly with Jacqueline and because of her customer service I have dramatically increased my investment in marketing on campus utilizing several facets of the UCLA Daily Bruin, both in print, and other opportunities. On several occasions Jacqueline has shown great creativity in packaging different advertisement options with the Daily Bruin, and she works especially hard to accommodate our schedule if we are on a tight publishing deadline. One of the greatest things that I appreciate about Jacqueline is that she is customerfocused. She always connects with me on a timely basis, and because my business centers around meeting the needs of customers, this is a â&#x20AC;&#x2DC;best practiceâ&#x20AC;&#x2122; that is of great value to me. Jacqueline demonstrates strong capabilities of a college newspaper sales representative, and is in fact the only representative in my territory that I have known of in the past 10 years that has consistently stayed with a campus newspaper, building up their own clientele. I encourage you to consider choosing Jacqueline as the CNBAMA Sales Representative of the Year. Her tenacity and strong customer service skills are much needed as we navigate thru the ever-changing world of college business today. Kindest Regards,

Eleanor Boudreau Territory Sales Representative Jostens College Division Los Angeles / Santa Barbara Region

Statement of Personal Selling Philosophy UCLA great John Wooden once said, “success breeds satisfaction; satisfaction breeds failure.” In order to enjoy continued success and greater achievements, tendencies toward complacency and acceptance must be trumped with a fervent drive to achieve more. My adherence to Wooden’s words has ensured continued success as a Sales Representative at the UCLA Daily Bruin, and is imbedded in my efforts to enhance the quality of the organization, to provide customer satisfaction, and to increase sales. Wooden’s rule has helped drive me to my numerous record breaking sales achievements. When working in sales one must understand that not every lead will end in a sale, there are many no’s involved. This realization can be difficult, especially as a rookie, however the key to my success is to remain motivated, continue to search for new leads, and to understand the needs of the customer in order to present an advertising plan that would be most effective for them. This dedication ultimately lead to more yes’s, or sales. In fact, in my first Back-to-School Issue I achieved top sales among all Account Executives as a rookie. While this was a great achievement I did not let myself become satisfied, and I went on to achieve top sales among all account executives for that entire quarter, and broke the Daily Bruin record for sales made in a rookie quarter. Once again I did not let myself become satisfied, I knew I could do even better and strived for more. I continued to consistently produce the highest number of outbound cold calls, always looking to expand business while still increasing the dollars of renewed business. My work ethic and dedication helped me achieve Account Executive of the Year for the 20082009 school year, and the highest sales for the school year. While I was proud of myself, I knew I had an even larger goal to focus on. My next goal was to beat the sales of my rookie fall quarter, which was no easy feat. I set quotas for myself each week to ensure my goal would become a reality, and it did. In the fall quarter of 2009 I sold just over $90,000 beating my previous fall mark by over $20,000 and simultaneously beating the Daily Bruin record for sales made in a single quarter. After a year and a half of following Wooden’s words, I achieved my greatest sales accomplishment to date, selling $184,691.74 for the 2009 year and concurrently breaking the decade-long Daily Bruin annual sales record. Having accomplished this feat during a time of recession and great hardship for the newspaper industry reflects my tenacity and commitment to being the best. As always, my work is not done, and I hope to continue to increase my sales in 2010. Sales totals are not the only means by which the performance of a Sales Representative can be weighed. One can bring in new revenue, but if they do not listen to and cater to the needs of their clients it is unlikely the business will be renewed. That is why I find it essential to my success as an Account Executive to maintain close professional relationships with my customers. Before pitching a campaign to a client or lead I will review their target market, and work to create a package that will best catch the attention of that market. I will also pay attention to their budget, and find creative ways for them to get the most bang for their buck. After the sale is made I make sure to organize set, timed reminders to make sure their entire experience with the Daily Bruin is as smooth and efficient as possible. Finally, after the run is complete I ask for

feedback to better understand what worked and didn’t work for them to better understand how I can improve their future advertising campaigns. Overall, I make sure to never assume that I fully understand a long-term client’s needs, but instead make it a priority to continue to strengthen my relationship with them, and their experience with the Daily Bruin. These efforts that have lead me to be the current Daily Bruin leader in bringing in new clientele (59 for the 2009 year), while also allowing me to increase the revenue of my renewed clients by about 20%. A key to the future success of the Daily Bruin as a business is that as Sales Representatives we work to keep our current clients happy to ensure renewed business, thus by following up with my clients I am working to secure the paper’s future success. Another essential part of my work as a Sales Representative is to always strive to create and introduce new ways to bring in business. It is a hard time for the newspaper business at the moment. We are not only in a recession, but are also competing with more advertising options than ever before. That is why I am always looking to find new ways to make the Daily Bruin, as well as our other advertising options, an attractive business investment for clients. One such idea was to create new specialized ROP (Run of Press) Inserts in the paper which would attract specific markets that our clientele were interested in targeting. Two such inserts I created were our new Spring Break Issue and Graduate School Issue, each of which brought in numerous new clients, as well as attracted old clients who had been looking for something more specific. Innovations like these keep the Daily Bruin a successful advertising option for our clients, and by continuing to work through my ideas and improve them with each run, I again help to ensure both current and future successes for the Daily Bruin. Another important aspect of my work at the Daily Bruin is to take a leadership role and help my co-workers with their sales. I have taken an especially strong role in our hiring and training program. Over the past few quarters I have assisted my manager with the interview process, and have always been looking for new talent to bring to the paper. I have also mentored a number of interns by shadowing their initial sales efforts, and giving them tips for success along the way. Another avenue by which I have taken a leadership role is to gain more Advertising experience and knowledge at the television level with my internships with 20th Century Fox Television and Fox Sports. I have then been able to take the strategies I have learned there and offer them to my co-workers. It is important that I continue to work with my fellow Sales Reps by setting an example and offering help whenever needed for two reasons: first, to keep the work environment a supportive one, and second, to encourage the success of the team as a whole, not just on the individual level. A fellow Sale Rep once asked me what there was left for me to do with the Daily Bruin now that I have been so successful. Well thanks to Wooden’s wise words, I still have everything to do, as I cannot accept I have achieved all I can. I can and will continue to set new goals for myself, the Daily Bruin, and my clients, and strive to achieve them.

Jacqueline Brabyn Sales Representative UCLA Daily Bruin

Appendix for Jacqueline Brabyn Job Description........................................................................................................................... 1 Awards and Achievements List of Awards Earned and Achievements Made ................................................................... 2 Memo from Sales Manager addressing Back-to-School Sales ............................................. 3 Top Sales and Account Executive of the Year Plaques ........................................................ 4 Sales Records Customer History for 2009 Year ............................................................................................ 5 This documents lists my 2009 overall sales totals, new client sales totals, and renewed client sales totals. It also gives sales totals for each one of my clients. Finally it compares my sales this year to that of my clientâ&#x20AC;&#x2122;s buys from past years and sales reps. Fall 2009 Sales Records ....................................................................................................... 7 This document breaks down the Daily Bruin Sales totals of each of our Account Executives for the Fall Quarter by week. It also offers my Fall Sales total from the previous year for comparison. Finally it includes my personal goals for each week. Resume ........................................................................................................................................ 8 Second Recommendation.......................................................................................................... 9

Job Description Working Title: Account Executive Duties Summary: Account Executive for Daily Bruin external display advertising department. Responsible for selling new clients, servicing existing clients, and providing basic customer service needs to prospective clients in general. As an account executive one must set an example of professionalism and dedication to the department. Report To: Daily Bruin Sales Manager - Jeremy Wildman Specific Duties and Responsibilities: I.

Staff Development a. Consistently meets with sales groups and sales manager to review performance relative to goals so as to support personal development. b. Provide ongoing support to all staff in developing their job skills II. Organization and Administration a. Organize records of all insertions to ensure all artwork and payment deadlines are met. b. Organizes specific duties so as to ensure smooth and efficient customer service c. Ensures that the customer billing is conducted efficiently and according to Daily Bruin financial policy. III. Communication a. Communicates in a professional manner with customers, staff, and management. b. Maintains and ensures personal contact with all clients. c. Actively works new leads and consistently follows up with all other leads.

Awards and Achievements Awarded Account Executive of the Year for 2008-2009 Year Top Sales for 2008-2009 Year Broke the following Daily Bruin Sales Records: - Amount sold in a year (Sold $184,691.74 in 2009) - Amount sold in a single quarter (Sold $90,316.50 in Fall 2009) - Amount sold in one's first quarter as a Sales Rep (Sold $68,708.90 in Fall 2008) - Amount sold for Back-To-School (Sold $25,155 in September 2009) Created the following Special Issues to attract new clientele by offering them a specialized ROP insert catering to their target market: - Spring Break Issue (January 29, 2009) - Graduate School Issue (October 28, 2009) Leadership Achievements: - Mentor new interns by shadowing them during their training and giving advice on advertising strategies -One such intern has now become one of our top Sales Representatives. -Assist Advertising Manager with ideas on future markets and advertising campaigns Other Sales Achievements: - Brought in 59 new clients to the Daily Bruin in the year 2009 for a total of $55,482.46. - Increased my renewed clients advertising sales by $20,170.98 in 2009. - For the year 2009 I represented 5% of the Daily Bruin Account Executive workforce (1 of 20 Sales Representatives), yet brought in 23.5% of the External Advertising Business.

MEMO To: From: Date: Subject:

Display Reps Jeremy Wildman October 9th, 2009 Back To School/September Sales

I wanted to congratulate all of you on a good effort for Back To School sales this past month and a half. In a difficult economic climate, it is essential for us to start strong this year, and it appears we have done that with our Registration Issue for back to school week. This years sales were fueled by some awesome performances and a record total at the top. Leading the way were great efforts from three people- Jacqueline Brabyn, Justin Wedell, and Tiffany Thompson. Jacqueline was exceptional. Not only topping her sales from last September, she also sold the most for the month ever recorded, to date. She also sold the most new accounts. Justin finished second and Tiffany third. Here are the totals: Top Sales: Jacqueline Brabyn $25,155* 2nd: Justin Wedell $16,734 3rd: Tiffany Thompson $15,423 Most New Accounts: Jacqueline Brabyn 12 new customers *Highest total for month of September to date I am very encouraged by our start and thought everyone did a very good job selling. This is only the beginning and we must continue this momentum now that school has begun. We cannot be infected by our successes so far. Good work, and I look forward to when these checks are issued next week!

Jacqueline Brayn Customer History January-December 2009 + past customer history w/other sales reps 2008 2007 2006 2009 Returning Customers Dollars % Change Dollars Dollars Dollars University Credit Union $27,891.00 160% $17,448.00 $22,130.00 $12,522.00 Aveda $23,153.00 581% $3,983.00 $0.00 $0.00 NAS Recruitment Communications $9,594.00 650% $1,476.00 $1,560.00 $465.00 Pre-Law Society $7,632.00 133% $5,760.00 $3,888.00 $0.00 UCLA Annual Fund-Senior Class Giving $5,928.00 138% $4,299.00 $5,562.00 $1,715.50 Josten's $4,460.00 248% $1,800.00 $0.00 $0.00 City of Los Angeles Dept of Airports $4,337.33 60% $7,198.00 $7,137.70 $0.00 Callan Advertising Company $4,108.50 163% $2,515.20 $1,533.10 $1,697.30 Berkeley Review $3,800.00 200% $1,900.00 $0.00 $0.00 UC Irvine $3,465.00 59% $5,869.00 $4,671.00 $6,465.00 UNIVERSITY OF SAN FRANCISCO $3,321.00 100% $3,321.00 $3,321.06 $2,215.08 Dr. Steven Burres $3,247.20 367% $885.60 $2,361.60 $2,916.00 Phillips Graduate Institute $3,150.00 84% $3,742.50 $2,029.50 $0.00 UCLA EAP $2,890.00 412% $702.00 $0.00 $456.00 Bristol Farms $2,156.00 24% $8,860.00 $0.00 $0.00 West LA Dental $2,063.00 188% $1,095.00 $1,805.20 $0.00 Matteo's Restaurant $1,922.50 95% $2,029.50 $0.00 $0.00 Caruso Affiliated $1,500.00 16% $9,550.00 $0.00 $0.00 Don Zierdt Agency $1,500.00 142% $1,060.00 $4,797.20 $4,887.50 Pace University Law $1,490.00 151% $990.00 $972.00 $942.00 Culver City Bus $1,450.00 146% $990.00 $0.00 $0.00 Happel & Associates $1,386.00 116% $1,196.25 $471.00 $0.00 Santa Monica Big Blue Bus $1,380.00 65% $2,135.00 $4,510.00 $1,648.00 USC Annenberg School of Communication $1,000.00 202% $495.00 $412.50 $825.00 London Bridge Resort $990.00 75% $1,317.50 $0.00 $0.00 Bruins for Israel $765.00 300% $255.00 $495.00 $0.00 Cornerstone Research $718.75 44% $1,650.00 $1,428.00 $1,281.00 Chi Alpha Christian Fellowship $510.00 200% $255.00 $185.64 $240.00 University of Hong Kong $495.00 133% $371.25 $0.00 $0.00 Metro Tours $492.00 4% $11,635.50 $5,755.00 $14,176.80 Pro Computer Center $420.00 117% $360.00 $0.00 $0.00 Barry University $412.50 100% $412.50 $0.00 $3,096.00 Ultimate Improv $398.00 68% $584.00 $323.20 $150.00 FRED SEGAL - SANTA MONICA $396.00 43% $930.00 $697.50 $939.00 Phiten USA Inc. $350.00 71% $495.00 $0.00 $0.00 Pier Limousine $187.50 57% $330.00 $0.00 $0.00 Yamato Restuarants $150.00 20% $742.50 $0.00 $0.00 Hardmoneyloans.org $100.00 25% $400.00 $0.00 $0.00 Total Renewed Customer Sales $129,209.28 118% $109,038.30 $76,046.20 $56,637.18

Dollars New Customers Los Angeles Dodgers $5,525.00 Satori Sciences Inc. $4,090.00 USC Marshall School of Business $2,670.00 Mixed Chicks $2,475.00 Rosarito Inn $2,095.00 Pom Wonderful $2,000.00 Muscle Milk $2,000.00 AMERICAN FEDERATION OF TEACHERS $1,995.00 It's A Grind $1,500.00 Web Deventions $1,475.00 Socko's Sub $1,400.00 Amtrak $1,350.00 USC Leonard Davis School of Gerontology $1,345.00 Lake Havasu City $1,200.00 Civic Entertainment Group LLC $1,195.00 Department of Pulmonary Medicine $1,155.00 Deveco Corporation $1,150.00 Samuel Merritt University $1,031.25 UC Merced Graduate Division $1,000.00 Contiki Tours $1,000.00 Western State University $995.00

Change New New New New New New New New New New New New New New New New New New New New New

2008 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00

2007 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00

2006 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00

The Robert Group Ohio College of Podiatric Medicine I-Tennis Spagg.com Madewell Gnomon School of Visual Effects SETC USC School of Theatre Dr. Shayestenar National Alliance on Mental Illness Beachtree Properties Extraordinary Conceptions Mill Creek Equestrian Center Rosarito Tourism Gladstone's Feusner Bluprint PR USC School of Pharmacy Estero Beach Hotel The Rental Connection.com Dr. Stephan Simonian Easter's Production Center for the Study of Religion Psychic Boutique Robertson Exit 14A Films Swift Passport Counterpart Book & Harmony Gallery Annette Cooper (Apartment) Palomino Euro Bistro Tongal The Culver Hotel Ngo: An Italian Cafe CULVER CITY HOME BREWING SUPPLY CO. WeDeliverWeed.com Durkee & Assoc. Next Chapter Books Pediatric Pain Program Julie Farb Total New Customer Sales Total Sales

$995.00 $990.00 $990.00 $800.00 $800.00 $795.00 $702.00 $700.00 $664.20 $617.41 $600.00 $595.00 $575.00 $550.00 $550.00 $550.00 $550.00 $500.00 $500.00 $397.50 $382.50 $350.00 $350.00 $349.80 $346.50 $300.00 $247.50 $200.00 $175.00 $150.00 $99.00 $99.00 $99.00 $66.00 $66.00 $55.00 $46.80 $33.00 $55,482.46 $184,691.74

New New New New New New New New New New New New New New New New New New New New New New New New New New New New New New New New New New New New New New

$0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00

$109,038.30

$76,046.20

$56,637.18

Fall Sales 2009 Report.xls Daily Bruin Fall 2009 Sales (Statistics imported from AdPro) Sales Rep Sept. Week1 Week 2

Week 3

Week 4

Week 5

Week 6

Week 7

Week 8

Week 9

Week 10

2009 Fall Totals

Sales Rep

2008 Fall Totals % Change

J. Brabyn

$25,115.66

$8,652.90

$4,531.00

$7,866.62

$6,379.62

$9,049.50

$4,991.10

$5,786.00

$6,689.50

$2,223.00

$9,031.60

$90,316.50 J. Brabyn

$68,708.90

31%

J. Wedell

$17,878.88

$5,479.00

$3,656.00

$3,509.36

$2,162.34

$6,874.36

$6,091.70

$7,908.00

$2,609.36

$2,590.20

$7,000.86

$65,760.06 J. Wedell

$49,773.00

32%

T. Thompson

$16,404.70

$3,225.50

$2,423.19

$2,439.75

$3,293.50

$2,649.75

$5,699.35

$3,640.10

$2,411.95

$3,633.75

$2,838.75

$48,660.29 T. Thompson

$9,107.50

$4,489.50

$3,512.00

$7,124.00

$1,692.50

$2,937.00

$1,039.50

$903.50

$1,812.50

$2,928.80

$6,259.70

$41,806.50 T. O'Kelly

$6,368.42

$1,858.50

$2,097.88

$625.00

$1,277.50

$2,619.99

$225.00

$4,213.73

$38,294.53 K. Everds

$682.50

$1,272.30

$472.30

$1,022.70

$55.35

$2,183.50

$2,223.20

$2,142.30

$23,333.03 A. Manji

T. O'Kelly K. Everds

$14,506.51

$2,238.50

$2,263.50

A. Manji

$11,355.00

$1,217.50

$706.38

$0.00 $48,068.80

n/a -13.10%

$0.00

n/a

$16,403.50

42%

M.C. Pruitt

$2,286.00

$346.50

$231.00

$256.00

$1,028.45

$1,080.50

$1,117.50

$1,721.50

$1,009.00

$481.50

$1,264.00

$10,821.95 M.C. Pruitt

$0.00

n/a

M. Stevens

$0.00

$305.70

$498.60

$1,220.10

$540.60

$1,245.60

$369.00

$351.00

$280.50

$322.50

$1,692.00

$6,825.60 M. Stevens

$0.00

n/a

E. Batres

$668.00

$92.00

$175.00

$292.00

$92.00

$825.00

$92.00

$592.00

$500.00

$0.00

$3,420.00 E. Batres

$0.00

n/a

C. Chang

$0.00

$495.00

$333.00

$1,758.00

$2,586.00 C. Chang

$0.00

n/a

A. Nguyen

$0.00

$263.25

$763.25

C. Betzler

$0.00

$800.00

$450.00

$0.00

$1,816.25 A. Nguyen

$0.00

n/a

$1,250.00 C. Betzler

$0.00

n/a

V. Ciardi

$0.00

$120.00

$152.00

$0.00

$272.00

V. Ciardi

$0.00

n/a

D. Kurzrock

$0.00

$100.00

D. Kurzrock

$0.00

n/a

R. Chapin

$0.00

n/a

R. Chapin MISC.

Total sales: Average:

$0.00

$1,334.00

$260.00

$104.00

$0.00

$27.50

$313.25

$55.00

$98,656.25

$26,307.10

$18,100.67

$29,758.75

$18,319.81

$26,498.89

$22,044.10

$22,825.70

$21,849.80

$15,931.20

$37,119.19

$337,411.46

$8,221

$2,192

$1,508

$2,480

$1,527

$1,656

$1,378

$1,427

$1,366

$996

$2,320

$1,404.08

Page 1

$0.00

2148.75 MISC.

JACQUELINE C. BRABYN 424 Landfair Avenue, Apt. 15, Los Angeles, CA 90024 – (760) 473-7356 – jbrabyn@ucla.edu

EDUCATION University of California, Los Angeles Bachelor of Arts in Mass Communications and History Minor in Film, Television. And Media Studies • 3.851 Cumulative GPA • College Honors Program • Bunche Alumni Scholar

Expected June 2011

WORK EXPERIENCE Daily Bruin Advertising (UCLA Newspaper) Account Executive / Sales Representative June 2008 - Present • Awarded Account Executive of the Year for 2008-2009 • Achieved top sales over all Account Executives for 2008-2009 year. o Broke Daily Bruin record for top sales in first quarter as an Account Executive in Fall 2008. o Broke Daily Bruin record for top sales within a quarter in Fall 2009. • Manage and expand portfolio of client contracts and advertisements. • Identify future markets to pursue and cold call hundreds of leads. • Mentor and train newly hired Account Executives. Marketing and Advertising Intern Spring 2008 • Developed and implemented a marketing strategy that expanded clientele by creating a region specific advertising model, which was awarded Best Marketing Plan. • Recognized as the Top Intern and promoted to Account Executive. Fox Sports September 2009 - Present Ad Sales Intern • Create PowerPoint Presentations for various clients and to promote specific features. • Contacted stations reps across the US to build a catalog of all available Outdoor Sponsorships for the year. • Analyze advertisement performance using Neilson Overnight Data and work with Account Executives to fashion make-good plans for any underperforming advertising portfolios. Twentieth Century Fox Television Studio Marketing and Research Intern • Awarded Fox Intern Spotlight Award Honorable Mention. • Composed weekly Promotional Highlight Reports. • Analyzed awareness research. • Compiled research for all major networks’ primetime show promotional advertisements.

Summer 2009

Alumni Scholars Club September 2007 - Present Communications Coordinator for the Marketing Committee • Create and edit bimonthly video commercials to publicize upcoming ASC events. • Manage calendar, and constantly update our online social networking groups. Complete over 30 community service hours each year.

ACTIVITIES & INTERESTS • • •

UCLA Club Water Polo Team Undergraduate Communications Association (UCA) UCLA “The Den” Spirit Club

OTHER SKILLS • •

Proficient in Microsoft Word, Excel, PowerPoint, I-Movie, Ad Pro, and reading Neilson Overnight Data Experience with Media Ocean.

January 20, 2010 From: Todd Bennett The Berkeley Review 1074 Gayley Avenue Los Angeles, CA 90025 To the College Newspaper Business and Advertising Managers: I’m writing on behalf of Jacqueline Brabyn, our company’s account representative with the Daily Bruin newspaper at UCLA. It is an honor to support her nomination for your award and to present some of the experiences our company has shared with her over our tenure together. I have been working with Jacqueline for the past two academic years and I have to start by saying what a pleasure it’s been to deal with someone so organized and professional. Admittedly, we are not an easy client to work with, being that we need a great deal of deadline reminders, insights into the college student psyche, and a preference to handle business in person. We are a small company looking to stretch our advertising dollar and reach a small, target audience of the student population. For us, Jacqueline has been the perfect representative. Every quarter, when we renew our contract, I set a meeting time with Jacqueline to choose the dates we wish to run advertisements, the advertisement size, and sign the contract. What I have greatly enjoyed is her flexibility and willingness to come in to the office outside of her normal office hours to take care of our transaction. And for every meeting we’ve had, she has been there before I arrived, even the times I came early. When I sit down, she already has the details in the works, clearly having done plenty of prep work prior to my arrival. We’ll discuss the student population we are aiming to reach and she’ll offer suggestions of what days are ideal for placing ads as well as other advertising options. She has a running knowledge of not only the standard, scheduled events (such as major sporting events and campus job fairs), but also some of the annual “spontaneous” events that students scan the paper the next day to get details about. She is patient as I select the dates, optimal use of color, advertisement dimensions, and contemplate cost effectiveness. Once I’ve decided on the dates, she’ll write up the contract and make sure I leave with a copy and a calendar of deadlines for submission. While it could stop there, she goes the extra mile by sending email reminders to me of when I need to submit the ad as well as the best means by which to submit the ad. On one occasion when I completely missed the deadline, she saved us by holding the space and allowing me to run a previous ad. It was good on-the-spot problem solving. In addition to her wonderful work as a sales rep, she also has been cordial and professional to the utmost degree. It’s a pleasure to work with someone who abides by the standards of the business world in the college setting. I know she will graduate and we will move on to a new advertising representative. The new person will have some big shoes to fill. Sincerely, Todd Bennett CEO, The Berkeley Review

December 19. 2009 CNBAM Award Selection Committee: I am writing to recommend Sara Ingram for the CNBAM Sales Representative of the Year award. Ms. Ingram was hired as an account executive for Student Media Marketing in August of 2009. I made her acquaintance at one of the summer orientation sessions held on campus where she expressed an interest in working for Student Media. Upon attending our workshops held prior to the start of the academic year, her presence was felt immediately, as she had a bubbly, outgoing personality. She started with our sales force on the first day of the academic year, taking the position of junior account executive very seriously. Throughout her first month, she proved to be a dedicated new staff member who was always working her office hours and eager for the next sales call. Being around Ms. Ingram, I think you would quickly recognize why she has made such a significant impact in our area. She is always willing to help other account executives or clients with questions or concerns. Not once have I questioned her dedication to sales and marketing. Her understanding of sales and people seem to come natural. Ms. Ingram has been the top seller for two consecutive months, bringing in more than $2800 in sales in October and more than $2750 in sales in November. This is exceptional, as most new sales representatives bring in between $1,000 and $2,000 of advertising in a typical month. I contribute this to the hard work that she puts into preparing herself to be the most well-educated sales representative on our staff. With her extensive knowledge of our products and their features, she easily correlated them into benefits for her clients, smoothly surpassing her goals for those months. In addition to calling on new businesses and maintaining high sales Ms. Ingram is a role model for other account executives. They look up to her and forward to her sharing her expertise and wealth of knowledge.

In closing, Ms. Ingram is an asset to the Student Media Marketing Department here at UNC Charlotte who is well-deserving of this award. Sincerely, Kelly Merges Marketing AdviserÂ

Sara Ingram Personal Selling Philosophy UNC Charlotte

Selling is more than just passing off a product or service onto a client; it is

creating and distributing a positive idea with insurmountable potential to hopeful customers. I believe it is necessary to produce a sense of trust and friendship through organization and timeliness to be a successful salesperson.

It takes a strong and willing individual to carry a company’s product or

service in a professional and passionate manner. The field of marketing deserves these committed employees who are devoted to seeing their hard work turn into the business and optimum success that companies strive for. Our job is to cater to companies and show them how advertising really proves worthy in the long run. This stars out with a caring smile and strong handshake. I have found that my customers know me best by my positive attitude and memorable “happy voice”. This first show of openness and understanding is what promotes further business between my clients and myself.

My customers know that I am here for their success, not just my own. My job

is done when my advertising businesses are beyond happy; they are satisfied and know there is no better way of creating their reputation and spreading their name. What I enjoy most is leaving a meeting with not only a sale, but also a new friend and someone who knows they can believe in what I do and who I am. This job provides me with a sense of pride, which is crucial to being successful. Through the ups and downs of selling, I learn what works and what does not, and how to continue when I hit a rough spot. There is no better strategy then picking up and starting over once you have hit this point.

Next to building strong interactions and relationships, organization and

promptness are vital to successful selling. As the amazing director of my marching band high school career always said, “If you’re early, you’re on time, if you’re on time, you’re late, and if you’re late…we’ll see you later”. I am always prompt to my meetings and prepared for any questions I may receive. Being more than prepared and always on time lets my customers know that I am completely reliable and trustworthy. I strive to do what is best for my customers and make sure that they are aware of this. As an Account Executive, I am here to show businesses how far they can go and the goals they can reach through marketing and advertising.

Marketing is crucial to local businesses, and as a salesperson I do not want to

be just another stop along the road to success. I want to be remembered, to be needed, and to be appreciated. My philosophy of kindness and diligence is what will put me there. I am open to learning and open to listening, but most of all, I want to be open and approachable to my customers. Selling needs interaction, sincerity, and a positive attitude. Being the determined individual that I am, I am here to provide all of these top‐notch traits and I am more than pleased to do so!

JOB DESCRIPTION ACCOUNT EXECUTIVE Student Media Marketing The Account Executive shall call on and meet with clients to sell advertisements for the publications and service such accounts on a regular basis. Distinguishing Features of the Job: Each Account Executive is hired on a permanent basis, after completing an 8-issue stint as a Junior Account Executive and promoted by the Sales Manager. He/She is required to meet all standards and goals, and will 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. Failure to meet office hours requirement will result in deductions in pay. • Makes daily phone calls to the sales office voice mailbox in order to check phone messages from their clients. • Must maintain weekly and monthly sales quotas established by Advertising Sales Manager • Set up a minimum of two face to face appointments a week with potential advertisers. • Attends sales workshops when advised. These workshops will be held upon notice of the Advertising Sales Manager and will be conducted by the Advertising Sales Manager and Marketing Adviser • Attends all sales meetings • Turns in weekly call sheets to the sales manager or receive a $10 deduction each week these sheets are not turned in. • Proofs his/her ads before the set deadline. Once the ad is proofed he/she should fill out an ad revision/correction form and turn in for the Creative Director. All correct ads, upon proofing, shall be placed in the bin in the Creative Director’s office; • Dresses in a professional manner when meeting with clients or when an occasion deems it necessary and proper; • Maintains open communication between client accounts to insure proper service; • Helps with any walk-in or call-in clients, follows up on leads in a timely manner, and makes outside sales calls • Sells a complete line of UTimes products (Special Sections, U-Times, 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 Executive • Does related work as needed. • Understands that at the end of each year all accounts will be reviewed and redistributed. Required Knowledge and Skills: •Must be a student currently enrolled at UNC Charlotte •Must possess and maintain a minimum GPA of 2.0 •Must be in good disciplinary and academic standing with UNC Charlotte •Must work well with others •Must have good communication skills and project professional image The Account Executive reports to the Student Media Marketing Advertising Sales Manager and /or Marketing Director. Questions about this position and its responsibilities should be directed to your supervisor. Grievances may be taken to the Student Media Board and/or Student Media Adviser. For further information, contact: Kelly 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. 2.25.09 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 2009 Account Executive Sales Adams: $1367.26

Brooks: $2336.85

Lewis: 1755.24

Ingram: $2801.1

Ciriano: $1738.29

500

1000

1500

2000

2500

3000

November 2009 Account Executive Sales Ciriano: $2373.38

Brooks: $1447.52

Lewis: $297.65

Ingram: $2757.02

Adams: $1279.68

500

1000

1500

2000

2500

3000

Printed: 1/25/10 3:29 PM

Page 1 of 5

The Minnesota Daily Ad List

Criteria: rep = Sherwood, Kirsten and date >= 1/1/09 and date <= 12/31/09 Ad No.

Ad Type

Ad Size

First Run

Last Run

Customer No.

Customer Name

Copy Ref

22017

Display

6 x 10.5

5/7/09

NA0015

Alloy Media and Marketing Journeys

22982

Display

Video Box 9/1/09

9/1/09

NA0015-132

Army ROTC

ROTC - Online 20K

22983

Display

6 x 10.5

9/8/09

NA0015-103

AT&T

back-to-school

22986

Display

2x4

9/8/09

NA0015-133

Big Words, Inc.

$900: Avg

23051

Display

6 x 10.5

9/8/09

NA0015-122

Hewlett-Packard

Get Educated

23053

Display

6 x 10.5

9/8/09

NA0015-134

Cram 101

23054

Display

3 x 10.5

9/8/09

NA0015-121

23058

Display

6x5

9/9/09

23059

Display

6 x 10.5

9/9/09

23062

Display

6 x 10.5

23063

Display

23064

Rep

Publications

$989.10

MNDLY

$160.00

MNOnline

$1,414.10

MNDLY

$125.60

MNDLY

$1,414.10

MNDLY

Why Study...

$0.00

MNDLY

Radio Shack

THE SHACK

$819.55

MNDLY

NA0015-135

PotBelly

Take a Dunchbreak

$896.00

MNDLY

9/9/09

NA0015-036

Target

Expect More. Pay

$1,414.10

MNDLY

9/9/09

NA0015-136

Factory Design Labs

Get Packed & GO

$1,414.10

MNDLY

6 x 10.5

9/14/09

NA0015-134

Cram 101

Why Study...

$989.10

MNDLY

Display

Header

9/9/09

NA0015-135

PotBelly

Potbelly-Internet

$70.00

MNOnline

23085

Display

2x4

9/21/09

NA0015-131

Lupine Press

Clementa

$125.60

MNDLY

23086

Display

2x4

9/22/09

NA0015-131

Lupine Press

Clementa

$125.60

MNDLY

23087

Display

6 x 10.5

9/22/09

NA0015-136

Factory Design Labs

Get Packed & Go

$1,414.10

MNDLY

23128

Display

5 x 15

9/9/09

NA0015-137

Pricewaterhouse Coopers Corporate

$1,177.50

MNDLY

23129

Display

3 x 10.5

9/10/09

NA0015-116

Summit Entertainment

$494.55

MNDLY

23130

Display

5 x 15

9/16/09

NA0015-137

Pricewaterhouse Coopers best places to start

$1,177.50

MNDLY

23131

Display

6 x 10

9/15/09

NA1207-002

Ernst and Young

Ernst & Young Fall 09

$1,034.40

MNDLY

23132

Display

3 x 10

9/29/09

NA1207-002

Ernst and Young

Ernst & Young fall 09

$517.20

MNDLY

23217

Display

3 x 10.5

9/10/09

NA0015-037

Fox Searchlight

500 DAYS OF

$494.55

MNDLY

23221

Display

3 x 10.5

9/28/09

NA0015-134

Cram 101

Cram101

$494.55

MNDLY

23222

Display

3 x 10.5

10/12/09

NA0015-134

Cram 101

$494.55

MNDLY

23223

Display

3 x 10.5

9/15/09

NA0015-138

Gardasil

Fact #6

$575.00

MNDLY

23224

Display

3 x 10.5

9/15/09

NA0015-138

Gardasil

Fact #11

$575.00

MNDLY

23225

Display

3 x 10.5

9/15/09

NA0015-138

Gardasil

Fact #12

$575.00

MNDLY

23226

Display

3 x 10.5

9/15/09

NA0015-138

Gardasil

Fact #19

$575.00

MNDLY

23228

Display

6 x 10.5

9/17/09

NA0015-138

Gardasil

Gardasil is Available

$0.00

MNDLY

23234

Display

3 x 10.5

9/21/09

NA0015-138

Gardasil

Fact #12

$575.00

MNDLY

23235

Display

3 x 10.5

9/21/09

NA0015-138

Gardasil

Fact #6

$575.00

MNDLY

Sorority Row

Total Cost

Printed: 1/25/10 3:29 PM

Page 2 of 5

The Minnesota Daily Ad List

Criteria: rep = Sherwood, Kirsten and date >= 1/1/09 and date <= 12/31/09 Ad No.

Ad Type

Ad Size

First Run

Last Run

Customer No.

Customer Name

Copy Ref

23236

Display

3 x 10.5

9/21/09

NA0015-138

Gardasil

Fact #11

23237

Display

3 x 10.5

9/21/09

NA0015-138

Gardasil

23238

Display

6 x 10.5

9/23/09

NA0015-138

23240

Display

2x4

9/15/09

23241

Display

2x4

9/16/09

23242

Display

4x7

23243

Display

23351

Total Cost

Rep

Publications

$575.00

MNDLY

Fact #19

$575.00

MNDLY

Gardasil

Interested in Gardasil

$900.00

MNDLY

DN1314

Don Zierdt Agency

Peace Corps

$142.48

MNDLY

9/16/09

DN1314

Don Zierdt Agency

Peace Corps

$142.48

MNDLY

10/1/09

NA0015-140

Columbia University

MPA Info Sessions

$439.60

MNDLY

5 x 15

10/1/09

NA0015-137

Pricewaterhouse Coopers Jumpstart your prof

$1,177.50

MNDLY

Display

5 x 15

10/7/09

NA0015-137

Pricewaterhouse Coopers Corporate

$1,177.50

MNDLY

23352

Display

5 x 15

10/20/09

NA0015-137

Pricewaterhouse Coopers Best places to start..

$1,177.50

MNDLY

23353

Display

5 x 15

11/5/09

NA0015-137

Pricewaterhouse Coopers Jump start..prof

$1,177.50

MNDLY

23354

Display

5 x 15

11/11/09

NA0015-137

Pricewaterhouse Coopers Corporate

$1,177.50

MNDLY

23361

Display

3 x 10

10/6/09

NA1207-002

Ernst and Young

Ernst & Young Fall09

$517.20

MNDLY

23362

Display

3 x 10

10/13/09

NA1207-002

Ernst and Young

Ernst & Young Fall09

$517.20

MNDLY

23363

Display

3 x 10

10/20/09

NA1207-002

Ernst and Young

Ernst & Young Fall09

$517.20

MNDLY

23364

Display

6 x 10

11/10/09

11/16/09

NA1207-002

Ernst and Young

FAKE AD-DO NOT

$1,034.40

MNDLY

23365

Display

3 x 10

11/17/09

NA1207-002

Ernst and Young

Ernst & Young fall09

$517.20

MNDLY

23371

Display

3 x 10.5

9/17/09

NA0015-138

Gardasil

Fact #11

$574.92

MNDLY

23372

Display

3 x 10.5

9/17/09

NA0015-138

Gardasil

Fact #1

$574.92

MNDLY

23373

Display

3 x 10.5

9/17/09

NA0015-138

Gardasil

Fact #9

$574.92

MNDLY

23374

Display

3 x 10.5

9/17/09

NA0015-138

Gardasil

Fact #12

$574.92

MNDLY

23375

Display

3 x 10.5

10/6/09

NA0015-138

Gardasil

Fact #11- FIRST IN

$575.00

MNDLY

23376

Display

3 x 10.5

10/6/09

NA0015-138

Gardasil

Fact #9- SECOND IN

$575.00

MNDLY

23377

Display

3 x 10.5

10/6/09

NA0015-138

Gardasil

Fact #12 - THIRD IN

$575.00

MNDLY

23378

Display

3 x 10.5

10/6/09

NA0015-138

Gardasil

Fact #1- FOURTH IN

$575.00

MNDLY

23379

Display

6 x 10.5

10/8/09

NA0015-138

Gardasil

Interested/Gardasil-

$900.00

MNDLY

23380

Display

3 x 10.5

10/12/09

NA0015-138

Gardasil

Fact 19

$575.00

MNDLY

23381

Display

3 x 10.5

10/12/09

NA0015-138

Gardasil

Fact 11

$575.00

MNDLY

23382

Display

3 x 10.5

10/12/09

NA0015-138

Gardasil

Fact 6

$575.00

MNDLY

23383

Display

3 x 10.5

10/12/09

NA0015-138

Gardasil

Fact 12

$575.00

MNDLY

23384

Display

6 x 10.5

10/14/09

NA0015-138

Gardasil

Interested In Gardasil

$900.00

MNDLY

Printed: 1/25/10 3:29 PM

Page 3 of 5

The Minnesota Daily Ad List

Criteria: rep = Sherwood, Kirsten and date >= 1/1/09 and date <= 12/31/09 Ad No.

Ad Type

Ad Size

First Run

Last Run

Customer No.

Customer Name

Copy Ref

23385

Display

3 x 10.5

10/20/09

NA0015-138

Gardasil

Fact 19

23386

Display

3 x 10.5

10/20/09

NA0015-138

Gardasil

23387

Display

3 x 10.5

10/20/09

NA0015-138

23388

Display

3 x 10.5

10/20/09

23389

Display

6 x 10.5

10/22/09

23390

Display

3 x 10.5

23391

Display

23392

Total Cost

Rep

Publications

$575.00

MNDLY

Fact 11

$575.00

MNDLY

Gardasil

Fact 6

$575.00

MNDLY

NA0015-138

Gardasil

Fact 12

$575.00

MNDLY

10/22/09

NA0015-138

Gardasil

Interested in Gardasil

$900.00

MNDLY

10/26/09

NA0015-138

Gardasil

Fact 11*SECOND IN

$575.00

MNDLY

3 x 10.5

10/26/09

NA0015-138

Gardasil

Fact 6*THIRD IN

$575.00

MNDLY

Display

3 x 10.5

10/26/09

NA0015-138

Gardasil

Fact 19 *FIRST IN

$575.00

MNDLY

23393

Display

3 x 10.5

10/26/09

NA0015-138

Gardasil

Fact 12*FOURTH IN

$575.00

MNDLY

23394

Display

6 x 10.5

10/28/09

NA0015-138

Gardasil

Interested in Gardasil

$900.00

MNDLY

23395

Display

3 x 10.5

11/3/09

NA0015-138

Gardasil

Fact 11*FIRST IN

$575.00

MNDLY

23396

Display

3 x 10.5

11/3/09

NA0015-138

Gardasil

Fact 9*SECOND IN

$575.00

MNDLY

23397

Display

3 x 10.5

11/3/09

NA0015-138

Gardasil

Fact 12*THIRD IN

$575.00

MNDLY

23398

Display

3 x 10.5

11/3/09

NA0015-138

Gardasil

Fact 1*FOURTH IN

$575.00

MNDLY

23399

Display

6 x 10.5

11/5/09

NA0015-138

Gardasil

Interested in Gardasil

$900.00

MNDLY

23400

Display

3 x 10.5

11/9/09

NA0015-138

Gardasil

TBD

$0.00

MNDLY

23401

Display

3 x 10.5

11/9/09

NA0015-138

Gardasil

TBD

$0.00

MNDLY

23402

Display

3 x 10.5

11/9/09

NA0015-138

Gardasil

TBD

$0.00

MNDLY

23403

Display

3 x 10.5

11/9/09

NA0015-138

Gardasil

TBD

$0.00

MNDLY

23404

Display

6 x 10.5

11/11/09

NA0015-138

Gardasil

TBD

$900.00

MNDLY

23566

Display

Video Box 10/1/09

10/1/09

NA0015-132

Army ROTC

Start Leading USA'S

$160.00

MNOnline

23567

Display

Video Box 11/1/09

11/12/09

NA0015-132

Army ROTC

Start Leading USA'S

$160.00

MNOnline

23568

Display

6 x 10.5

9/23/09

NA0015-141

ACER America Corp

AT&T Netbook

$1,414.10

MNDLY

23595

Display

3 x 10.5

10/1/09

NA0015-037

Fox Searchlight

Whip It

$494.55

MNDLY

23598

Display

3 x 10.5

9/24/09

NA0029

Campus Media Group

Beer in Hell

$603.23

MNDLY

23678

Display

6 x 10

10/19/09

NA0015-094

General Motors

GM Offers a Discount

$942.00

MNDLY

23679

Display

6 x 10

10/5/09

NA0015-094

General Motors

GM Offers a Discount

$942.00

MNDLY

23680

Display

3 x 10.5

10/8/09

NA0015-069

Focus Features

A Serious Man-reg

$494.55

MNDLY

23681

Display

3 x 10.5

10/1/09

NA0015-069

Focus Features

A Serious Man

$494.55

MNDLY

23757

Display

6 x 10.5

11/19/09

NA0015-138

Gardasil

Interested in Gardasil

$862.66

MNDLY

Printed: 1/25/10 3:29 PM

Page 4 of 5

The Minnesota Daily Ad List

Criteria: rep = Sherwood, Kirsten and date >= 1/1/09 and date <= 12/31/09 Ad No.

Ad Type

Ad Size

First Run

Last Run

Customer No.

Customer Name

Copy Ref

23806

Display

3 x 10.5

10/8/09

NA0015-037

Fox Searchlight

regular broadsheet

23810

Display

6 x 20

10/19/09

NA0015-142

Sierra Club AMM

Dirty

23848

Display

Video Box 10/7/09

10/7/09

NA0015-141

ACER America Corp

23872

Display

2x4

10/19/09

10/20/09

DN1314

23963

Display

6 x 10

10/21/09

10/29/09

23967

Display

1x5

10/20/09

24067

Display

6 x 10

24101

Display

24102

Total Cost

Rep

Publications

$494.55

MNDLY

$2,309.00

MNDLY

nation's fastest 3G -

$320.00

MNOnline

Don Zierdt Agency

Peace Corps

$306.40

MNDLY

DN1314

Don Zierdt Agency

Red Watch - "A Friend

$2,137.20

MNDLY

10/20/09

NA0029

Campus Media Group

Halloween Costumes

$95.75

MNDLY

11/2/09

NA0015-094

General Motors

GM Offers a Discount

$942.00

MNDLY

2x2

10/29/09

NA0333

Artist

$0.00

MNDLY

Display

2x2

10/29/09

NA0333

Composer

$0.00

MNDLY

24116

Display

3 x 10.5

12/9/09

NA0015-014

S. Callan Advertising Company S. Callan Advertising Company Paramount Pictures

The Lovely Bones

$0.00

MNDLY

24133

Display

3 x 10

11/3/09

NA1207-002

Ernst and Young

Corporate

$517.20

MNDLY

24181

Display

Video Box 10/30/09

10/30/09

LR4216

Doran Companies

Sydney Hall

$300.00

MNOnline

24247

Display

4 x 15

11/18/09

NA1207-003

Verizon Midwest

$1,246.10

MNDLY

24262

Display

3 x 10.5

11/9/09

NA0015-138

Gardasil

Fact 19 - FIRST IN

$537.08

MNDLY

24263

Display

3 x 10.5

11/9/09

NA0015-138

Gardasil

Fact 11 - SECOND IN

$537.08

MNDLY

24264

Display

3 x 10.5

11/9/09

NA0015-138

Gardasil

Fact 6 - THIRD IN

$537.08

MNDLY

24265

Display

3 x 10.5

11/9/09

NA0015-138

Gardasil

Fact 12 - FOURTH IN

$537.08

MNDLY

24275

Display

6 x 10

12/7/09

NA0015-094

General Motors

GM Offers a Discount

$942.00

MNDLY

24276

Display

3 x 10.5

12/9/09

NA0015-014

Paramount Pictures

Up In The Air

$919.55

MNDLY

24297

Display

3 x 10.5

11/12/09

NA0015-143

Sony Pictures

Boondock Saints II-

$707.05

MNDLY

24318

Display

3 x 10.5

11/16/09

NA0015-138

Gardasil

Fact #11- FIRST IN

$537.58

MNDLY

24319

Display

3 x 10.5

11/16/09

NA0015-138

Gardasil

Fact #9, SECOND IN

$537.58

MNDLY

24320

Display

3 x 10.5

11/16/09

NA0015-138

Gardasil

Fact #12 - THIRD IN

$537.58

MNDLY

24321

Display

3 x 10.5

11/16/09

NA0015-138

Gardasil

Fact 1, FOURTH IN

$537.58

MNDLY

24334

Display

2x4

11/17/09

11/18/09

DN1314

Don Zierdt Agency

Peace Corps

$284.96

MNDLY

24338

Display

Video Box 11/12/09

11/12/09

NA0029-040

Adobe

Adobe-75K

$600.00

MNOnline

24351

Display

3 x 10.5

11/30/09

NA0015-138

Gardasil

Fact 19 - FIRST IN

$325.08

MNDLY

24352

Display

3 x 10.5

11/30/09

NA0015-138

Gardasil

Fact 11-SECOND IN

$325.08

MNDLY

24353

Display

3 x 10.5

11/30/09

NA0015-138

Gardasil

Fact 6- THIRD IN

$537.58

MNDLY

Printed: 1/25/10 3:29 PM

Page 5 of 5

The Minnesota Daily Ad List

Criteria: rep = Sherwood, Kirsten and date >= 1/1/09 and date <= 12/31/09 Ad No.

Ad Type

Ad Size

First Run

Last Run

Customer No.

Customer Name

Copy Ref

24354

Display

3 x 10.5

11/30/09

NA0015-138

Gardasil

Fact 12- FOURTH IN

24355

Display

6 x 10.5

12/2/09

NA0015-138

Gardasil

Interested in Gardasil

24392

Display

4 x 16

12/3/09

NA0029-041

Transylmania

24427

Display

4 x 15

12/2/09

NA1207-003

24428

Display

4 x 15

12/9/09

24582

Display

2x4

12/8/09

24608

Display

6 x 20

12/10/09

Totals: 126

Total Cost

Rep

Publications

$537.58

MNDLY

$900.00

MNDLY

Transylmania

$1,225.60

MNDLY

Verizon Midwest

$1,459.10

MNDLY

NA1207-003

Verizon Midwest

$1,459.10

MNDLY

12/10/09

DN1314

Don Zierdt Agency

Peace Corps

$427.44

MNDLY

12/10/09

NA0029-042

UGC Media, LLC

Fame, Fortune,

$2,723.00

MNDLY

$84,578.39

Joe Garvey

The University Daily Kansan

Dear CNBAM Judges, It is my great pleasure to write to you today to nominate Joe Garvey for the award of Sales Representative of the Year for CNBAM. This was Joe’s first year as an account executive at The University Daily Kansan and it was an outstanding success as Joe finished at 207% or over $32,000 over goal. I’d like to take a few moments to talk about how he has been so successful. One of Joe’s best qualities is his professionalism. Day after day and client after client Joe goes out of his way to make sure that their needs are met. He does thorough needs assessments with each account so that he can probe exactly what it is that sets their business apart from others and thus how he can market them as effectively as possible. He sells them on the value of the student market and demonstrates through market data that The Kansan is their best way to reach that market. Joe crafts quick surveys with questions about the client and then circulates them to students so he can share with an advertiser what his target market’s impressions of that advertiser are. And if an advertiser is hesitant about spending money in a down economy Joe will present statistical and historical evidence showing them the market share they stand to gain by being aggressive with their spending. When it is time to put the campaign together Joe favors a mix of products and media, mixing print and on-line along with special sections to give an advertiser the largest reach possible. Once an ad is sold Joe is thorough in proofing the ad out and equally thorough in following up with his clients after their ads run. If a campaign is not successful he digs deep to find what adjustments need to be made to make it a success. And if a campaign is a success he works to build off why it was such a success so that those results can continue down the road. Another of Joe’s great qualities is his drive to succeed. He is not satisfied with merely achieving quota, he desires to go above and beyond to help The Kansan out as much as possible. This is most concretely demonstrated through his prospecting of and activating of new business. For this past year Joe has activated over $25,000 in new business alone. To do this Joe has contacted businesses as close as a new pizza restaurant in Lawrence to sports bars 30 miles away in Kansas City to national companies selling nutritional products. No matter how good the revenue may look with his active accounts Joe is constantly looking to fill the funnel with new business in case any of his actives should fall out. These new businesses have also been an ingredient to Joe’s success selling special sections where he sold 17% of all special sections revenue this past Fall semester. On a staff with 17 separate account executives that is an outstanding accomplishment. In addition to activating new business, Joe has brought back churned business. The best example of this is Dr. Kevin Lenahan a local optometrist who at one time was an advertiser spending upwards of $16,000 per year with The Kansan but dropped out as he felt his interests were not being taken into mind by his account executives. Joe took on the challenge of bringing Dr. Lenahan back, met with him and learned as much as he could about all three aspects of his business. He discovered through market surveys that students for the most part would not purchase glasses the day of an ad but rather in the future when the need arose. Joe therefore came back to the client with a comprehensive multi-tiered advertising plan that stressed top of the mind awareness so that students would remember him when they needed glasses. The results have been tremendous as Dr. Lenahan’s faith in The Kansan has been renewed and his spending is back to where it once

was but more importantly he has gotten far better results with his spending. Joe has also utilized non-traditional means to get results for his clients. When The Kansan partnered with a local night club for a “I love the 90’s party” in late October. Joe sensed a tremendous opportunity for several of his clients and sold them into it. For Gambino’s a new pizza restaurant they were given the opportunity to give out a slice of pizza to each person attending. Campus Apartments gave out t-shirts with their logo on them and the aforementioned Dr. Lenahan gave out sunglasses and t-shirts with his logo on them as well. All three of these advertisers got to brand themselves to all attendees but also will continue to brand themselves in the weeks and months to come as students continue to use their merchandise. Another great quality of Joe is that he is not selfish with the skill set that he has learned. When Joe sees other reps struggling to overcome obstacles with clients he is always quick to offer them support by sharing how he himself has overcome the same challenges and help them plot strategies to do the same. In the middle of this semester as several account executives were challenged to bring in more new business Joe organized an outing for himself and three other account executives to downtown Lawrence. On this outing Joe took these account executives from door to door of businesses that were not running and helped coach the reps on how to approach these businesses and on tactics that he had found effective in doing so. They observed him first approaching new business and then quickly found their own groove and got comfortable quickly. All three account executives came back with a slew of new business leads and appointments but more importantly a better understanding on how to do it on their own the next time. This is my third year as the adviser of The Kansan and before that I spent eight years working for Gannett and McClatchy. I can say without a doubt that Joe Garvey is one of if not the best account executives that I’ve ever had the pleasure of working with. Not only because of the sales numbers that he brings to our organization but also because of the way he can help others become better at their own jobs. His talent is of the highest caliber and definitely deserving of the prestigious award. Sincerely,

Jon Schlitt Sales and Marketing Adviser The University Daily Kansan `

R. KEVIN LENAHAN OPTOMETRIST & ASSOCIATES PO Box 4365, Topeka, KS 66604 www.LenahanEyeDoc.com administration@LenahanEyeDoc.com 2008 SW Gage Blvd Topeka, KS (785) 354-8383 Fax (785) 354-8386

935 Iowa Ste 3 Lawrence, KS (785) 838-3200 Fax (785) 838-3844

710 Topeka Ave Lyndon, KS (785) 828-3331 Fax (785) 828-3304

307 Ridge St Ste 106 Tonganoxie, KS (913) 417-7171 Fax (913)417-7182

12/18/2009

Dear CNBAM Judges: It is a pleasure to write a letter of recommendation for Joe Garvey, our sales representative for the University Daily Kansan. Joe has made strides far beyond my expectations in our advertising campaign for this school year. He has made a continual effort to learn more about our business and the best way to reach the wide array of students and faculty at the University of Kansas. His recommendations on the places to run ads, as well as when and how to run them, has increased our visibility on campus far better than any rep has in the past. Joe’s concern for the success of our ad campaign became even more apparent when he put together a 90’s Party in conjunction with our business. This allowed us to get product directly into the hands of KU students, all the while giving this market a new outlook on our business. Not only was the 90’s Party a great success, but it was fun to look around during the night and see nearly every person wearing sunglasses we provided with our company name on them. Towards the end of this semester, Joe approached me with a survey he had taken upon himself to conduct both online and on campus to see the effectiveness of our advertising on campus. These results are invaluable to our business, and have given me a new perspective on where we need to go with our advertising next semester. Joe is an exceptional sales representative that has gone above and beyond to ensure nothing but success for my company. Because of Joe, I feel the University Daily Kansan is now one of my most effective tools in advertising. I am looking forward to continuing our business relationship in the future. Sincerely,

Dr. Kevin Lenahan, OD

Dear CNBAM judges: Thank you for reviewing this statement of my sales philosophy and experience at The University Daily Kansan newspaper. This December marks the end of my first year on staff. It has been a year marked with great success for myself in regards to my sales and my clients’ businesses. This success could not have been possible without the tremendous passion I have for my work and for our newspaper. When I came to staff as an Account Executive in June 2009, I entered with very little sales experience. I had only an extremely positive attitude and a fervent desire to absorb as much information as possible about the science of sales and the business of advertising as possible. I pursued every resource available to me – my adviser, my classes at The University of Kansas, my Zone Manager, other experienced sales reps on staff, a previous Sales Rep of the Year nominee and two-time winner and the abundance of sales books, periodicals and other literature I had at my disposal. Armed with these tools, I adopted my selling style quickly and achieved 113% to June’s quota (my first month). Since then, I have consistently generated, on average, 216% to goal every month. I finished the fall semester at 256% to goal, or $25,439.30 over goal. For the year, I generated $61,052.55, or 207% to goal. The efficacy of my sales strategy relies wholly on my abilities to express my firm commitment to my clients’ businesses, to make a personal connection with my clients, to exude consistent professionalism and to build confidence in the many products and opportunities The Kansan has to offer. I can express these abilities in numerous ways. First, I do not enter any business meeting with a client until I have conducted the necessary client, situation and market research. This is an invaluable practice that enables me to provide my client with valuable ideas on how to reach students from the very first meeting. Time is not wasted on questions that I could easily find answers for myself because I have done my homework on the client. Therefore, I can get straight to what is most important – what the client’s needs are and how our publication can satisfy them. I bring a list of prepared needs-analysis questions to ask each client on the first sales call that stem from the research I gather. I conduct student focus groups and draft student surveys for a client so we know going forward what the client’s awareness level is with our students and the perceptions, opinions and connotations our students have of his business and intent to purchase certain products or use certain coupons or other incentives from the client. Second, I strive to make a personal connection with every client. I do this by observing everything that could potentially tell a story about my client’s personality: pictures of family, sports memorabilia, diplomas displaying past school attendance and area of expertise, clothing and jewelry, and of course facial expressions and body language. From this, I am able to quickly generate a profile of the client that is special and unique to him or her. I use these profiles during the meeting as a way to create rapport with the client and establish common ground. While I often use the theory of the four personality quadrants (amiable, analytical, expressive and driver) as references, I have had much more success with using observation to create a truer profile of my prospect’s personality. As a result, I am on a first-name basis with clients throughout the spectrum of personality. They like me and trust that I am personally invested in the success of each ad and campaign. For instance, when The Kansan hosted an ‘I Love The 90s’ party at The Granada, a local live music venue, our Promotions Manager opened up five sponsorship spots in the club for our advertisers to give specialty advertising items (such as hats, t-shirts, sunglasses) to the people in attendance. I quickly analyzed my client list and decided on three clients who would benefit the most from this event. With three quick phone calls, I had sold three of the five coveted sponsorship spots to Dr. Lenahan, Gambino’s Pizza and Campus Court Apartments. I even accompanied a coworker on a sales call to help persuade one of her clients, Game Guy (video games) to claim one of the spots. I was able to fill these spots through my ability to get clients excited about great opportunities and by having a great relationship with my clients – a relationship built on trust and mutual care. I have learned that when you do the work it takes to build this type of relationship, the selling process comes easily and naturally. Third, I brainstorm and research the best campaign strategies possible for each of my clients in order for them to utilize The Kansan’s various products in the most effective ways. For instance, by pulling a 2008 market study from Mintel Reports on peoples’ buying habits in regards to ice cream, I was able to suggest a ‘Kansan Coupons’ campaign to Ben & Jerry’s. The study showed that ice cream was often an impulse buy, so we created a coupon that was sure to pull students in with a friend to buy ice cream. The result was Ben & Jerry’s receiving 10 to 20 coupons per day from The Kansan. Another example is Gambino’s Pizza. They were new in town in July 2009 so Aaron, the owner, needed a strategy to create desire and awareness. After conducting a student survey and

brainstorming with coworkers, I decided to pitch him our ‘Menu Guide’ section that appears in our annual Back To School edition, paired with a run of press ad. He was also present at the aforementioned ‘I Love The 90s’ party giving away free pizza. Because he has been able to stay on the top of students’ minds all year, his business is gaining momentum and he is delighted at the progress he has made, despite the plethora of pizza competition in Lawrence. A final example is Dr. Lenahan, who is my highest volume client. Before this year, he had stopped advertising in our publication because his needs had not been met and past reps had pushed strategies on him that were not in his best interests. I came to him with needs analysis questions, several different market research studies on his industry to show areas of opportunities and threats and student surveys. Once I discovered what his goals were for the year, I developed a pulsing pattern of a run of press campaign mixed with a few special sections that were targeted to his specific audience and tailored to the opportunities in the market. The result of this was a new loyal advertiser, a great relationship with Dr. Lenahan and success for his business. New business prospecting has been vital to my success as an Account Executive. This year I activated 20 new business or zero quota accounts and sold $25,039.32 in new business advertising, or 37% of my total year’s sales. To find prospects, I reviewed local newspapers such as the Lawrence Journal-World and The Kansas City Star, as well as their corresponding niche products Pitch and Ink Magazines. I had success scanning through online ads at competitors’ Web sites and on social networking sites such as Facebook, which often featured KU-specific targeted ads. I also periodically performed territory prospecting in Lawrence. I researched a specific neighborhood and its businesses, and I walked door-to-door, distributing research and Kansan sales sheets catered to each business that was not currently running in our paper. I made sure each time to speak to the decision maker, or get their information from the employees if the decision maker was not present. Later in the fall semester, I organized a team of newer sales reps and took them on one such trip with me. I wrote up a mockdialogue, complete with different scenarios and techniques on how to locate and speak with the decision maker. The newer sales reps accompanied me to the first few calls, and then went off on their own, adapting my instructions to their own personal styles. Hence, I have been able to translate my emphasis on the importance of new business prospecting to other reps on staff, as well as using it to my personal advantage. My work for my clients does not end with the sale. I have conducted follow-up surveys to test the effectiveness of a campaign for Dr. Lenahan and other clients. I find out what has worked for my clients and what has not, in order to effectively plan future campaigns. I have sent clients handwritten thank you notes and holiday cards to express my appreciation for their continued support. Many of my clients appreciate meeting with me on a weekly basis to discuss the goings on of their business and of their lives. I provide these clients with copies our newspaper to show them where their ads were placed. I make sure to continue to ask questions to find out what they like and dislike about certain products and strategies, and I always leave them with something of value by providing information about current student trends and upcoming special sections. One such client, Vicki Kauzlarich, who is the property manager for Village Square Apartments in Lawrence, likes to meet with me about once every two weeks to talk for literally hours about current events, what the current student buzz is on KU living, her family, her hobbies and places she has visited. When it is time to talk business, she is open and receptive to my ideas. Because she knows that I care about her as a person and not as a quota number, she buys from me. This would not be possible without a professional follow-up. In summary, my passion and love for sales, my publication, my clients and my co-workers have resulted in great success for me in 2009. I became the top sales rep on staff as an Account Executive in 2009 by my persistence, my relentless work ethic, my willingness to go outside of my comfort zone and my dedication and eagerness to study books and other materials on the subject of selling and advertising. My work ethic and selling style has led me to a total of 207% to goal for 2009, or $32,217 over goal and a total of $9,654 in Special Sections, or 17% of total Special Section sales for the fall semester. I have recruited 20 new businesses, accounting for more than a third of my total year’s sales, or $25,039. I have broken quota every month while on staff, while averaging 216% to goal each month. I have had the time of my life while on staff at The Kansan, and I would not trade the relationships I have made with my co-workers and clients for anything. I am so excited to see what the future holds for me in the profession of selling. I realize that I will never complete my training and learning, and I am eager to continue to grow, work and adapt to become the nation’s best sales representative. Thank you so much for this opportunity. Sincerely, Joe A. Garvey The University Daily Kansan

Résumé

Appendix

Joseph A. Garvey 1404 Apple Lane • Lawrence, KS 66049 316.619.6011 • jgarvey@kansan.com Ed ucatio n

Ex peri ence

University of Kansas, Lawrence, Kansas William Allen White School of Journalism and Mass Communications Bachelor of Science in Journalism, strategic communication emphasis Double-Minor in Political Science and Communications • Cumulative GPA: 3.37 • Anticipated Graduation: December 2010 Th e Univ ersity Daily Kansa n, Lawrence, Ka nsas Account Executive, June 2009 – present • Sold 216% to goal on average every month since starting • Made K-Club during my second month (July) in five deadlines • Activated 20 new business accounts, accounting for more than $25,000 • Developed strategic ad campaigns for more than 40 local and national clients • Generated $61,052 in ad sales since my start date in June 2009 • Led new Account Executives on new business door-to-door prospecting trips • Led all Account Executives in a record-breaking summer semester in ad sales, selling total of $18,684.85 for June-July 2009 Departm ent of M usic and Da nce, La wr ence, Kansa s Recording Engineer / Recital Monitor, August 2008 – present • Recorded and edited audio for more than 40 concerts per semester • Served as School of Music ambassador, assist in department events Th e Univ ersit y Daily Kansa n Correspondent, Fall Semester 2007 • Wrote on a variety of topics including government and psychology Morid g e Ma n ufa ct uring, M o und ridg e, Kansas Market Researcher / Advertising Assistant, 2005-2007, seasonal • Created overseas client databases using Microsoft Office Programs • Researched competitors’ pricing and product line information • Kept inventory on hundreds of manufacturing products

Ho no rs

Salesperson of the Semester (out of 18 sales reps) – December 2009 Account Executive of the Semester (out of nine AEs) – December 2009 Chosen as a CNBAM representative (out of 15 applicants) – December 2009 Promotion to Zone Manager for Spring 2010 – December 2009 Account Executive of the Month – November 2009 Hardest Worker of the Month – November 2009 Nominated for Sales Representative of the Year – November 2009 Account Executive of the Month – September 2009 Hardest Worker of the Month – October 2009 Winner of Fall New Business challenge – September/October 2009 Winner of the Back To School Challenge – August 2009 K-Club (earning $1,000+ in commission off ad sales) – July 2009 Tanaka-Miller Journalism Scholarship Frederic B. Parkes Memorial Scholarship

Activities

Phi Al pha D elta La w Frat er nity 200 8 – pr esent PR C ommitt ee f or Phi Al pha D elta 2008 – pr esent

Description of an Account Executive

Appendix

As an Account Executive for the summer and fall semesters of 2009, I am in charge of managing the accounts of more than 40 local and national clients. I am part of a sales team consisting of two other Account Executives, a Senior Account Executive, a Zone Creative Designer and a Zone Manager. My role as Account Executive consists mainly of the creation of strategic, cost-effective and creative advertising campaigns for my clients. In order to do this, I must be an expert of the KU student body. I am responsible for gathering secondary research on Lawrence and the student body as a whole, as well as conducting my own primary research by way of focus groups and surveys of at least 30-50 KU students per study. A strategic campaign must emerge out of the research I conduct to justify its proposed effectiveness. I must also be a constant student of both selling and advertising. I have taken courses such as Message Development, Strategic Communication, Marketing Research Methods and Principles of Advertising in the William Allen White School of Journalism at KU in order to further my knowledge base in my profession. Also, throughout my short tenure on staff, I have purchased, read and studied books by experts in selling and people-handling, including: The Little Red Book of Selling, The Little Red Book of Sales Answers and The Sales Bible by Jeffrey Gitomer, How To Master the Art of Selling, by Tom Hopkins, How To Argue and Win Every Time by Gerry Spence and How To Win Friends And Influence People by Dale Carnegie. I have also studied countless literature on topics ranging from how to objection-handle, how to sell advertising in a down economy, how to close every sale and how to get referrals from loyal customers. Despite my position as an entry-level sales rep, I have taken the initiative to share my experience and studies with newer and returning sales reps on staff. In November 2009 I organized a prospecting day with two other Account Executives and one Marketing Intern. I drafted a mock dialogue with different scenarios depending on whether or not the decision maker(s) was present. The day was a lot of fun and hugely successful in terms of experience gained for both myself and the participating reps and the contacts and prospects we generated. In the summer semester of 2009, I was the top-selling Account Executive on staff with a total of $19,303 sold, or 176% to total summer quota. I averaged 165% to quota goal each month throughout the summer. My summer sales total accounted for 39% of my entire zone’s total for the summer. My zone as a whole generated $61,076 in advertising, which was 145% to its quota. The members of my zone were all highly competitive with one another, but we were also very close. As a new Account Executive, I utilized their talents, strengths and experiences to better myself and formulate my own selling strategy and personality. Their opinions, input and advice were invaluable tools that helped me achieve the success I had during my first semester. In the fall semester of 2009, I continued my role as top-selling Account Executive, and my hard work, persistence and relentless drive enabled me to become the top-selling salesperson on staff – out of 18 sales reps. I continued my streak of breaking quota every month at an average of 216% to goal. I generated a total of $41,748.70 in the fall, or 256% to goal. I generated $9,654 in Special Sections advertising, which accounted for 17% of the fall total in Special Sections. I worked closely with my Zone Creative Austin Falley – brainstorming on a daily basis to perfect current ads and ad campaigns we were running for my clients. He and I conducted focus groups in the fall with classes in the journalism school in order to better understand the readership habits of our publication and buying/shopping trends on campus. From these focus group sessions and other student studies I conducted, I gathered essential information about our student perceptions of my clients. I also spent extra time prospecting new business in the fall to grow The Kansan’s loyal customer base. I recruited new business from Lawrence, KS, Lenexa, KS, Kansas City, MO, Topeka, KS, Omaha, NE and Bethesda, MD. I took the initiative to work closely with newer members on staff when they needed assistance or advice on campaigns or client relations. I stepped into a leadership role during the fall semester so that I could help translate some of the successes I had had to other members of staff. Coaching other members of staff was an extremely helpful experience for me, as I learned quickly that one of the best ways to learn something is to teach it.

Examples of Effective Ad Campaigns

Appendix

Dr. Lenahan became my client in August 2009. Before this month, he had not advertised for nearly two years. I provided him with national and local market research, complete with eyeglass purchasing trends ranging in all price ranges, and student intent to purchase eyeglasses. Because he has begun advertising consistently in Run of Press and Special Sections, all three of his businesses (Lenahan Optometry, Your Eyeglasses For Less, The Spectacle) now dominate the share of voice in our paper in his category, resulting in top of mind with our students. The third ad was featured to promote his giveaways at the ‘90s Party’. He invested more than $8,000 for the fall semester.

Applebee’s was a new business I recruited in August 2009. We created a campaign for them that had a lot of synergy because of its consistency, frequency and the media mix that we suggested. They ran in every special section, including Back To School, Basketball Preview and The Wave, and had a weekly campaign in Jayplay, a weekly tabloid section that is featured inside our Thursday broadsheet.

Campus Apartments is a business I acquired in June 2009. There is huge apartment competition in Lawrence, so my client and I met on a weekly basis to brainstorm the most effective strategies for our campaigns. We took much time to prepare ads that were unique to the complex so that they would cut through the clutter of other apartment ads. As a result, their Lawrence properties get more referrals from the ads they run in our Run of Press and Special Sections than from any other media they are currently in. They, in turn, tripled their ad investment from June and July 2008, and allocated $5,000 more in their ad-spending budget for the Fall Semester.

Examples of Effective Ad Campaigns

Appendix

Dunn Bros Coffee is a business I acquired in June 2009. The owner, Eric, started the semester very skeptical about how much help advertising could do for his business. We created a weekly campaign for him that required small initial investments for smaller Run of Press ads, and we mixed in spot color occasionally for particular products he wanted to move. We also mixed in our Homecoming, Back To School, Basketball Preview and The Wave Special Sections to give him a branding media mix. The ad pictured in the middle above is one example of a month-long spot color campaign he ran in October. In 2008, he sold 200 of the pink breast cancer awareness mugs and was satisfied. In 2009, he ran the spot color ad weekly in Run of Press and sold 900 of the mugs (at $16 per mug) and had to reorder them every other day! He ran the third ad for National Coffee Day on September 28 and 29. He tripled his business from 2008, and could not have been happier. He knows now that The Kansan can work for him and his business. For a small initial investment, he has seen fantastic return. With his monthly coffee sales and promotional giveaways, he has built a base of loyal student patrons.

Gambino’s Pizza was a new business I recruited in June 2009. Aaron, the owner, was working with a very small budget, as he had just opened up shop in Lawrence. We came up with a plan that was cost-effective for him, relying heavily on Special Sections and promotional events. We did this in order to keep him in the sections with the proven highest readership and longest shelf life to maximize his investment. Involving him in promotional events like the ‘90s Party’ was a great and successful way for him to give value to students to create awareness, so that they would become loyal customers later on. I am happy to say his sales numbers have begun to take off and he is happy with the results with his marketing. He is faithful to The Kansan and will be a loyal advertiser in the future.

Examples of Effective Ad Campaigns

Appendix

Charles Easter, co-owner of Campus Cloth, had never wanted to run much advertising in our newspaper before 2009. He told me that past reps had allowed him to only run one ad to ‘see if it would work’, and he never got a good return. This resulted in him being a sporadic and often frustrated advertiser with our publication. He was a zero quota for months before I began to work with him. I put in the time and effort to find out what made his business stand out from all the rest of the KU apparel stores in Lawrence. My designer and I came to him with multiple spec ads that were the result of my needs analysis questioning with Charles and the research I had conducted. I found that many students did not know he existed, although he had a downtown location in Lawrence that had heavy traffic throughout the year. He realized his need to advertise after he discovered this perception. Also, we found that none of the students knew that he sold designer jeans – one of the only retailers in town who does so. We came up with a weekly Run of Press campaign for him that fit his budget and began to generate a heavy return on investment. He was happy with the results and was a faithful and consistent advertiser with us throughout 2009.

ArtsConnect Topeka is a non-profit organization new business that I recruited in September 2009. I came across an ad on Facebook that was for a fundraising event they were hosting, the ‘Arty Party’. I contacted the director of ArtsConnect, Kathy Smith, the second I saw the ad. I set up the meeting by letting her know the percentage of KU students who were from Topeka, as well as letting her know that a huge percentage of our students travel to Topeka and Kansas City every month. Also, I informed her that a good percentage of our faculty, GTAs and other staff were loyal readers of The Kansan (an important target audience she was hoping to reach). The first meeting at her offices in Topeka lasted for about an hour and a half as I got to know her and her business. She was not familiar with how advertising worked, so we came up with a campaign for her that included frequency in Run of Press and a biweekly campaign in Jayplay. She sold out of tickets for the Arty Party (300+ tickets sold) and was extremely happy with how the night went.

2009 Revenue Tracker

Appendix

Joe Garvey - 2009 Total Revenue Numbers Month June July Back To School Summer 2009 Totals August September October November December Fall 2009 Totals Yearly 2009 Totals

Run of Press 2,886.90 10,076.75 5,311.20 18274.85 244.13 6,678.99 8,271.51 7,986.92 3,548.15 26729.7 45004.55

Jayplay NA NA NA

Special Sections NA NA NA

0 1,110.00 1,110.00 0 60 140 2,420.00

0 0 425 5,049.00 3,825.00 3,245.00 12544

2420

12544

Online Total 205 3,091.90 205 10,281.75 NA 5,311.20 410 18684.85 0 1,354.13 75 8,288.99 0 13,320.51 0 11,871.92 0 6,933.15 75 41768.7 485

60453.55

Joe Garvey - 2009 New Business Revenue Numbers Month June July Back To School Summer 2009 Totals August September October November December Fall 2009 Totals Yearly 2009 Totals

Run of Press 459.5 737.55 1,879 3076.05 0 3,287.10 4,577.70 6,048.35 2,910.02 16823.17 19899.22

Jayplay NA NA NA

Special Sections NA NA NA

0 0 0 0 0 120 120

0 0 1605 1,824.00 1,045 770 5244

120

5244

Online Total 0 0 0 0 3076.05 0 0 0 4892.1 0 6401.7 0 7093.35 0 3800.02 0 22187.17 0

25263.22

In 2009, I activated 20 new business and zero quota accounts.

Joe Garvey

Appendix

*The following is a short dialogue I drafted for myself and three other members of my Fall Semester sales team. I wrote and distributed this document several days before I took the three reps to downtown Lawrence for territory prospecting. We went door-to-door and we used this dialogue to represent ourselves in a positive manner. The reps that came with me were less experienced, and all had expressed apprehension about in-person cold calling. I went through this dialogue with them, and they were able to adapt it to each of their own unique styles. With my encouragement and coaching, the three reps were able to overcome their fears and walk into business after business, delivering our publication, rate card and media kit and making great impressions. They finished the day of prospecting with several hot leads and great experience.

This letter is your key to making a sale today. Before we begin, here are a couple of things not to do. DO NOT say : « Can I speak to the boss/manager ? ». You will get hasseled and you will seem pushy and a hassle yourself. DO NOT make a sales presentation to a gatekeeper (receptionist, cashier, hourly employee). It’s a waste of your time, and you’re going to annoy them. DO NOT be intimidated by a prospect saying no. Thank them for saying no. And a list of things to do : DO your best to be friendly and make the gatekeeper your friend. DO know the business you are walking into. I know we have not been fully prepared on every place we are about to visit, but at the very least we can know a) what they sell b) the name of the business c) the location (and consequent advantages/disadvantages it creates) and d) why The Kansan could benefit their business WHAT WE WANT FROM THESE MEETINGS : 1)A name of the person in charge of advertising (hopefully the owner) and their contact information. THIS IS MOST IMPORTANT 2) Set an appointment to return, or to call. 3) Make a good impression of our publication and ourselves 4) Make a friend 5) Have fun ! Here’s your scenario with the gatekeeper : You walk into the store… «Hi my name is Beth and I was hoping you could help me» (Everyone wants to help, and it’s their job) «I was wondering who was in charge of your advertising?» Prospect replies : « Oh that’s John »

Joe Garvey

Appendix

Once you get the name, DOUBLE confirm : « Is he/she the person who decides on advertising ? Is there anyone else who works with them on this ? » If at this point the prospect asks why you want to know who else works with him, you say « I usually leave two packets of information if there are two people on the job » The prospect should just give you the name(s), as long as you have been nice. You : «What would John’s position be?» (He’s the owner) THEN you ask for the sale : «I’m leaving this packet of information for him along with my business card. I wonder if I could get his card?» If you get the card, you’ve made the sale. But it’s not over yet. «What would be the best time to try and contact him?» Once you get this, « Thank you so much for helping me. What was your name ? » They say : « Sherry » « Thank you, Sherry » (write their name down) Throughout all of this – be nice, take notes, observe and listen. WHAT HAPPENS IF THE OWNER SPEAKS TO YOU? This changes everything. If the person answers « I make the decisions, I’m John, I’m the owner » it’s YOUR job to cut to the chase, ask for the sale, and get out of there. They are busy and they deal with a ton of salespeople. They are not interested in your pitch (at that moment). Keep their needs in mind. With that said, continue to be personable, friendly and professional. Make a great impression of you as a rep and our publication. Let them know specifically how they benefit by meeting with you. « Great to meet you John ! I just wanted to let you know that that I’m your ad rep for The University Daily Kansan, and my job is to grow your student business. I’d love to set up a 5 or 10 minute meeting with you this week to see if I could help you do that ? » If he is not interested, he will tell you. Tell him : « I understand that the college market is not for everyone. Were there any specific reasons why you are not interested in growing your student business ? » If he is, he will get you his contact info, or set an appointment, or tell you to call him. Make sure to ask him when the best time to reach him is. Leave with a smile, hand him your stuff, and peace !

Campus Apartments Ad Revenue 2008-2009

$6,000.00 $5,306.00 $5,000.00

$4,000.00 $3,094.00 $3,000.00

$2,000.00 $655.40

$1,000.00

$1,110.00

$1,237.50

$600.60 $360.00

$117.60 $129.60

November

Months

October

September

August

December

July

June

$0.00 Dollar Amount Invested

Series1 2008 2009 Series2

$1,662.00

Campus Court Apartment Ad Revenue 2008-2009

$3,500 $3,062.50 $3,000 $2,500 $2,000 Dollar Amount Invested

$1,550.00

$1,500 $1,343.50 $1,000

$624.00

$500 $0

$1,345.42

$451.00

2008 Series1 2009 Series2

$1,237.50

$799.21

$0 S2 August

September

October Months

November December

Campus Apartments, shown on the top graph, is a client I acquired in June 2009. Campus Court at Naismith, shown on the bottom graph, is a client I acquired in August 2009. Campus Apartments represents three different apartment complexes in Lawrence. They had not run consistent advertising in the previous year, but after meeting with them I was able to uncover their needs and opportunities to grow their business. As a result, they became a large and faithful client. Campus Court had always been a faithful advertiser, but I presented them with great sponsorship opportunities that would brand them with KU sports, and they were extremely receptive.

Joe Garvey Special Section Revenue 2009 Other Reps' Special Sections Revenue

Joe's Special Sections Revenue

$9,654

17%

$47,134

83%

Joe Garvey New Business and Zero Quota Revenue 2009 New Business/Zero Quota Sales

Other Sales

$25,039

41%

$36,013

59%