2013-5a-2 by CNBAM

Zach Congdon, Best Sales Representative The Daily Texan My personal selling philosophy has changed over the last year and a half as the media landscape continues to transition as well. I’ve been at The Daily Texan in the advertising department for close to two years, and with that experience I have learned to adapt several other sales representatives’ selling styles into my own composite one based on their successes and failures. One thing that I have learned, and that always holds true, is that each client must be evaluated on an individual basis. The hardest thing to do is look at a client and tell them that your services don’t fit their needs because students aren’t their target market. That is the hard call that good sales representatives must make, and the truly great ones still make their quotas once they pass on a client. Personally, I took it upon myself to replenish and amplify my account list since it seemed like the best way to rise through the ranks at the company. In 2011, the annual revenue for my list totaled $21,104.16. Under my supervision, I grew this number to $26,176.50 by the end of 2012. I had a few recurring clients upon my arrival at Texas Student Media, but the best way to increase revenue is to add some new clients to the old customer list. With that in mind, I went on to get most new business for the month in March and January of 2012. Additionally, I won most new business consecutively in June and July 2012, which is the most difficult time to convince clients to advertise because they sometimes believe there is lost value in targeting half of the normal amount of students on campus. By years’ end, I also received the award of Top New Media Performer, which goes to the account executive, or sales rep that sells the most TV and Radio advertising for the entire year. It is also interesting to note the added benefit in reactivating clients that ceased to run with us because that is usually among the harder sales. One must convince the client that our advertising was favorable to them after they may have decided otherwise. I always took pride in my persistence towards my clients, and seldom, if ever, did I miss out on contacting a client to schedule an ad. Whenever we had new sales promotions or events coming up, I would blast it out to each client I thought would benefit most. As one of my best clients, Sonia over at Trinity University, would attest, I always contacted her frequently and with useful information. This aspect can be extrapolated to all my clients whom I remain in contact with weekly. I even send them all personal holiday greetings before I leave for winter break. Another achievement, of which I am very proud, is my GPA once starting at The Daily Texan. I posted back-toback 3.5 semesters and never dipped below a 3.165 while working here. When I first started at the university, I did not transition that well from high school and it took a changing of majors from engineering to communications to allow me to flourish. And all this while holding a job at the same time! It would not be wise for me to take all the credit for how far I have become as an account executive. The friendships and professional relationships I have formed here are some that I hope to find in my career once I leave The Daily Texan. As a sales team, we work as a cohesive unit that is comprised of 12 like-minded souls that exhibit episodes of

ZACH CONGDON Zcslick21@aol.com Unit B• 616 W. 35th St. • Austin, TX 78705 • (512) 517-6824 EDUCATION _ The University Austin

Texas

Bachelor of Science, Public Relations

EXPERIENCE Congdon Farms – Assistant; Lockhart, TX • Create official company documents, route sheets, and compensation agreements. • Engage in sales to current and prospective clients. • Design labels for launch of new products. Texas Student Media Advertising – Assistant Student Manager; Austin, TX • Manage an account of 25 clients. • Call and email clients daily. • Put in orders after sales are made, initiate creative process. • Train new employees in sales and knowledge. • Oversee the sales of broadcast and new media entities among students. • Assist the student manager in any regard and manage the team in their absence. ACADEMIC PROJECTS PR 348: Nonprofit Public Relations for The Autism Project • Create a planbook for a nonprofit. • Assess the needs of the company. • Devise a public relations strategy that is optimal and achievable. LEADERSHIP EXPERIENCE AND ACTIVITIES Texas Exes Student Chapter, Active Member

December 2013 _____ Fall 2003 – Present

Summer 2011 – Present

Fall 2012

Fall 2010 – Present

UT PRSSA, Active Member Fall 2012 – Present • Attend meetings and utilize workshops. TSM Advertising, Pod Leader • Oversee two to three employees. • Delegate project tasks. • Manage call and meeting sheets for subordinates. • Assist with general company inquiries and accompany employees on meetings. TSM Advertising, Student Assistant Manager • Oversee office operations and assist account executives in sales. • Delegate daily tasks and analyze monthly sales goals.

Spring 2012-Fall 2012

Fall 2012-Present

ADDITIONAL INFORMATION _ Computer Skills: MS Word, Excel, PowerPoint, Access, AMP Report, AdPro, Basic research fundamentals. Languages: Third semester proficiency in Spanish. Interests: Intramural sports, exercise, radio, television and film. Work Status: Eligible to work in the U.S. with no restrictions.

DATES: 8/20/12-12/31/12

Texas Student Media Account Executive Purpose: The TSM Account Executives (AE) main purpose is to gain useful real world experience in working in an Advertising sales office. Secondly, TSM AEs are responsible for bringing in revenue for all TSM departments in order to continue the operation of each entity.

Qualifications: A student enrolled in The University of Texas at Austin on the start date of training. This student must be in good standing with the University and not on Academic Probation and must be able to pass a criminal background check.

Duties: !

Work a minimum of 4 hours a day focused on sales duties.

Account Executives must conduct a minimum of 15 client meetings per month. Not meeting the minimum number of sales meetings will result in a dock of 1/2 of monthly stipend.

Assist current and prospective clients in a professional manner while educating them on reaching the UT market though products Texas Student Media has to offer.

Track, manage and turn in all reports as specified by the Student Manager. These reports include projections, meeting sales, call sheets and meeting monthly sales goals.

Maintain monthly sales goals for print, online and broadcast products as set forth by Assistant Director.

Attend all sales meetings and mandatory TSM events hosted by the Advertising Department.

Keep open communication with the Advertising Adviser and Student Manager on any major happening on assigned account list or with personal aspect that affect the work place.

_____________________________ Account Executive (Print Name)

_________________________________ Account Executive (Signature)

________________ Date

_____________________________ Advertising Adviser (Print Name)

_________________________________ Advertising Adviser (Signature)

________________ Date

DEPARTMENT OF EDUCATION

January 13, 2013

To Whom It May Concern: The Department of Education at Trinity University offers a Master of Arts in School Psychology program and during the last two years, we have placed ads in numerous college newspapers in the State of Texas. I am delighted to learn that Zach Congdon has been selected to represent The University of Texas at Austin / Texas Student Media for best sales rep. Of all the sales representatives I have dealt with over the last two years, by far Zach Congdon has been most professional, courteous, knowledgeable and efficient. He answered questions and took care of our needs in a most expeditious manner. Indeed, he developed a great relationship and just recently I mentioned his great work to the other members of our staff when we had to contact other sales representatives for missing or incorrect information. I couldnâ&#x20AC;&#x2122;t help notice the difference in Zachâ&#x20AC;&#x2122;s attentiveness and accommodations to us as clients. I am pleased to give Zach Congdon my highest recommendation for best sales representative in his role as Account Executive and Assistant Student Manager with the University of Texas at Austin. Please feel free to contact me if you need any additional information in this regard. Sincerely,

Sonia Mireles Academic Office Manager Department of Education Trinity University

TRINITY UNIVERSITY

ONE TRINITY PLACE

WWW .TRINITY.EDU

SAN ANTONIO, TEXAS

(210) 999-7501 voice

78212-7200

(210) 999-7592 fax

January 1, 2013

CNBAM Committee: I highly recommend Zach Congdon as a candidate for the CNBAM Best Sales Representative award. I work with Zach in my position as Advertising Adviser for the Texas Student Media Advertising department. He initially joined our team as an Account Executive and proceeded to take on additional roles as Project Manager, Broadcast Manager and has now been promoted to Student Advertising Assistant Manager. Since acquiring his position he rose through the ranks to the top and has successfully received every award available to recognize his efforts as: highest earning account representative, generating most new business revenue, and broadcast sales revenue bonuses. The biggest award is his promotion to Student Advertising Assistant Manager. He has held the Sales Rep of the month award consistently, more than any other sales person on the team for the past year. He sold over $25k in Texas Student Media products last year, is currently at 121% of his print goal, 101% of his broadcast goal and tracking to exceed overall sales goals for this year. I am grateful for his continued investment in Texas Student Media, the contributions he has made to our team and am confident that he will strive in any role he attains. I wish him the best with all of his future endeavors and feel his work ethic, continued success in sales and positive attitude make him quite deserving of this CNBAM award. Sincerely,

CJ Salgado Advertising Adviser Texas Student Media University of Texas at Austin (512) 475-8590 office cj@austin.utexas.edu

uniqueness. Once I was here for long enough, I saw some of those friends leave and new ones enter, but with time came the experience I had been waiting for. I am now the Senior Account Executive of the team having been here the longest. With that position comes a great deal of requirement in the leadership realm. This is partly why I was promoted to Assistant Student Manager last fall as well, although I continue my position as a sales representative to show as I go. There were many nights where the professional broadcast manager, Carter Goss, and I would hash out deals enticing enough to almost sell clients on the spot. Then in the coming weeks we would sell as many of those as we could, it was a great way to tack on additional revenue to a sale that we would not have had otherwise. We run a tight ship around here, and every account executive is accountable in every aspect of their daily duties. As an overseer of this regard, it is important that I keep everything running smoothly and professionally. It is for these reasons that I believe I will be recognized on a national scale for Best Sales Rep of 2012.

Best sales representative 2012

Advisor Recommendation January 23 2013 To whom it may concern: Kimiya Enshaian is a tenacious and talented student who, within a short period of time, has distinguished herself at Cal State Fullerton by having been appointed the Assistant Advertising Manager and for the Daily Titan Newspaper.

As a professor and student publicationâ&#x20AC;&#x2122;s advisor, I have been impressed by Kimiyaâ&#x20AC;&#x2122;s dedication to her work. She displays maturity beyond her years. Kimiya has been willing to tackle difficult projects under deadlines and a busy schedule. She never complains and manages to make those around her feel at ease during any difficult times.

Kimiya is a self-starter who cares about being the consummate professional. Her leadership skills, and especially her ability to train new students have been very impressive as she too was in their shoes not too long ago.

Kimiya will be an asset in any activity she chooses because of her strong will and dedication to succeed. She has a strong career ahead of her. Her eagerness to learn from her mistakes and willingness to accept criticism make her an ideal candidate. She has the talent and skills to excel in any path she so chooses to follow.

On a personal level, Kimiya is upbeat, has an infectious personality, and is fun to be around. She has an ability to take on a managerial role with her staff while also bonding with them in a genuine fashion. Sheâ&#x20AC;&#x2122;s one of the good people! Personally, I think she is the top choice in sales representatives and the model Account Executive.

Sincerely, Robert Sage Professor, Communications Department Faculty Advisor--Business Manager, Daily Titan

client Recommendation January 15, 2013

In August of 2012, we utilized The Daily Titan newspaper to promote our bar and grill to the students and faculty of California State University Fullerton. We had never advertised with this publication before, and were willing to give it a try. We wanted a catalyst to get our marketing efforts off the ground and into the newspapers and campus of CSUF. I, along with my team, began working with Kimiya Enshaian and we were immediately pleased with her professionalism and eagerness to help us execute our campaign. Kimiya was organized, attentive to our business needs, and above all trustworthy with prompt follow up. I felt I could rely on her knowledge of the best platforms to advertise my clientâ&#x20AC;&#x2122;s business. Her efficiency to get the job done correctly the first time around was impeccable. She possessed a sense of self confidence and a compassion for my client that made me realize I was working with a dependable person. After creating our extensive campaign together, Kimiya continuously showed a willingness to go the extra mile for Bourbon Street Bar & Grill. If we ran short on time to produce artwork, she and our graphic designer were in close contact to ensure the job was completed accurately and on time. Her attention to the needs of our client business was exceptional and she has yet to disappoint us. I look forward to continuing our rapport with Kimiya and our next advertising campaign with the Daily Titan and hope that this semesterâ&#x20AC;&#x2122;s campaign brings as much success as our last.

Regards, Rob Hallstrom | 714 Media 714.473.7033 rob@714media.com 111 n. harbor, suite a, 2nd fl fullerton, ca 92832 714media.com

personal philosophy I cannot say that there is one specific way or technique I use to sell ad space, nor do I have a motto for every sale. However, if I were to think of a few common denominators characterizing every my persona during every sale, it would be a combination of sincerity, trust, knowledge, patience, and good follow-thru. Possessing these traits is what I truly believe led me to becoming successful with my clients and allowed our paper to prosper. California State University Fullerton is comfortably located between the metropolis that is Los Angeles and the easy-going suburban living of Orange County so I have the pleasure of working with a wide array of businesses with a broad spectrum of different needs. Some are small, family-owned spots with local fame while others are nationally recognized. No matter whom it is, I love strategizing ways that a client can make a splash on our campus. Whether they are a new or returning client, I try to instill a sense of a new beginning for them. Not only do I want to leave the client satisfied, but also excited about their advertising campaign. In the words of Robert Kennedy, “You’re happiest while you’re making the greatest contribution.” Luckily, in terms of the work that I do, I can definitely relate to this quote. From the start of my job as an Account Executive and now as the Assistant Advertising Director, I have made sure to be genuine in my efforts to help advertisers have the best experience with our newspaper. Through this dedication I have gained a sense of self satisfaction and made a mark in my paper. Whether they are promoting a specific deal, a new location, or simply getting their name out there, I make it a point for them that their business is now my business. With this mindset, neither party fails.

appendix

Job Description: Assistant Advertising Director/ Senior Account Executive As Senior Account Executive:

• Goal as Senior Account Executive: $12,000/semester • Number of clientele: 600+ • Cold calling to local businesses • Making appointments to discuss advertising campaigns with business owners and managers • Work as medium between the client and the graphic designers who are working on ad artwork • Proofing and monitoring advertising schedules • Seizing new clients through random walk-ups • Promoting the newspaper through school events such as DiscoverFest and the Food and Music Festival

As Assistant Director:

• Make decisions with Ad Director in hiring/letting go Account Executives • Closing newspaper issues on alternating days with Ad Director • Being in charge of managing the office and staff when the Director is not available • Aiding in training efforts for new staff as well as refresher courses in training through out the semester • Distributing client lists evenly throughout the office • Assisting in directing the Friday morning meetings • Planning events alongside with the Ad Director and Promotions Manager • Assist in choosing awards for staff

sales made

Spring Sales 2012 Week 1 $300.00 Week 2 $2,899.26 Week 3 $6,686.94 Week 4 $0.00 Week 5 $0.00 Week 6 $0.00 Week 7 $0.00 Week 8 $141.60 Week 9 $2,782.06 Week 10 $0.00 Week 11 $0.00 Week 12 $0.00 Week 13 $168.15 Week 14 $0.00 Week 15 $0.00 Week 16 $0.00 TOTAL: $12,978.01 AE GOAL $8,000 % Earned 162.23%

Fall Sales 2012 Summer ‘12 $1,425.00 Week 1 $13, 728.71 Week 2 $0.00 Week 3 $2,116.80 Week 4 $0.00 Week 5 $0.00 Week 6 $1,724.65 Week 7 $0.00 Week 8 $500.00 Week 9 $2,182.48 Week 10 $0.00 Week 11 $150.00 $250.00 Week 12 Week TG TG Week 14 $0.00 Week 15 $0.00 Week 16 $0.00 $20,652.64 TOTAL: AE GOAL $12,000 % Earned 172.11%

K I M I Y A E N S H A I A N

CELL: 949.378.2225 EMAIL: k_enshaian@yahoo.com

13 Saint Elizabeth Laguna Niguel, CA 92677

E D U C A T I O N Bachelor of Arts : Communications; Emphasis in Advertising California State University Fullerton, G PA: 3.6

Expected Graduation Date: May 2013

S K I L L S & Q U A L I T I E S

¥ ¥ ¥ ¥ ¥

Proficient w ith M icrosoft Word, Excel, Outlook, PC and M ac Computers Bilingual: English/Farsi Well-‐-‐-‐organized, creative thinker, quick learner, great time management skills Team-‐-‐-‐o riented, positive o utlook, flexible attitude Strong verbal and w ritten communicator

E X P E R I E N C E & R E L A T E D C O U R S E W O R K

ASSISTANT ADVERTISING DIRECTOR/SENIOR ACCOUNT EXECUTIVE Jan. 2012-‐-‐-‐present

The Daily Titan-‐-‐-‐ at California State University, Fullerton ¥ Media Sales for local and national businesses ¥ Arrange m eetings w ith new and returning clients to discuss budget and goals ¥ Act as a liaison between client and graphic artists ¥Consistently exceed my sales goals within short periods of time ¥ Manage an office of 11 employee’s progress and performance

STYLE GURU INTERNSHIP

College Fashionista Aug. 2012-‐-‐-‐Dec. 2011 ¥ Taking photos of students on campus w ith “style” and spotlighting them on the website ¥ Promoting the College Fashionista brand through various social m edia outlets: Facebook, Twitter, Google+ and Pinterest

STAFF WRITER

The Lariat-‐-‐-‐ at Saddleback Community College Jan. 2011-‐-‐-‐ May 2011 ¥ consistently completed w eekly articles ahead o f deadline ¥ Delivered engaging and professionally w ritten stories

CLUBS ¥ Lamba Pi Eta-‐-‐-‐ Communications Honors Society ¥

Golden Key International Honours Society

RELATED COURSEWORK

Prin. of Advertising/Prin. of M arketing/Writing for Advertising/Advertising Media/Advertising Creative

Strategy and Execution I/Advertising & Brand Communication M anagement

Office of Student Media Georgia Southern University John Harvey, Director Statesboro, GA 30460 Tel: 912-478-0069 Email: johnharvey@georgiasouthern.edu

Jan.10, 2013 College Newspaper Business and Advertising Managers (CNBAM) To Whom It May Concern: Iâ&#x20AC;&#x2122;ve been in the media business for 39 years, and in all that time I have never met a sales representative better than Phillip Scroggin. And that is the short answer to why I support his nomination for the CNBAM Sales Representative of the Year Award. Phillip is a born salesman, an energetic young man with the gift to communicate and the mind of an entrepreneur. The secret to his success is that he thinks like his clients. He understands their needs and goals and finds a way for his products -- the eight publications (student newspaper, general interest magazine, arts mag, website, et al) of the Office of Student Media â&#x20AC;&#x201C; to help those clients meet them. Phillip takes the time to become a partner, and the result is that he builds tremendous repeat business. The thing about Phillip, though, is that he is not only a people person who works well with his clients, he also is highly organized and does his homework faithfully. When the students were called back to start the current Spring Semester, it was no surprise that Phillip was the first to arrive. It is no wonder then then that for the past two years Phillip has been our dominant revenue-generator, bringing in up to 33% of our annual gross and nearly 80% of all ad sales revenues from our sales force. So dominant a figure has he been, in fact, that when Student Media held a sales contest two years ago, he ran away with the victory and two tickets to a Braves game, and when we repeated it this year, he tore out to such an early lead that the others basically quit the race. And that is why it was a no-brainer that he was chosen recipient of the 2012 Georgia Southern Student Media Directors Award. This year he has been given an additional challenge: He was promoted to Sales Manager in charge of a staff of four representatives. He has been equally successful at that, inspiring and mentoring his staff to break our current sales quotas. These are just a few of the reasons I so strongly recommend Phillip Scroggin for this award . I request that your committee give his candidacy serious consideration. Sincerely,

John Harvey

Phillip Scroggin CNBAM Best Sales Representative Personal Selling Philosophy While many personal selling philosophies may be complex, the one I personally stand by is quite simple. In every business relationship I develop and grow, I want to strive my hardest to make sure the client wins. Every salesperson has personal motivations in each sales opportunity, as well as incentives to garner the best deal for his/her organization. However, focusing on the client leads to long-term success for both parties. When a business seeks out our organization's services, they are seeking our help in accomplishing a goal. Be it higher revenues, larger traffic for an event, or greater awareness, these organizations need to be heard by our readership. I want to aid them in such endeavors. I want them to win.

When I approach local and regional firms about doing business with the Georgia Southern University Student Media Organization, I enter and leave with the intent of increasing their brand equity in the minds of our readership via custom tailored advertising placement. There are many competitors out there who also want a piece of our audience's fiscal pie, and fight aggressively to capture â&#x20AC;&#x153;brain-spaceâ&#x20AC;? through various marketing mediums. I seek to give my clients a leg up on such competition, and establish them as the primary choice in the minds of our readership.

I want my clients to see that I, as a representative of Student Media, am invested in their business in every way possible. From my appearance, to the way I speak, to my consistent communication with clientel, my desire is to emulate professionalism to those I meet as a salesperson. Maintaining an image worthy of my organization is key to my success. My clients don't know the designers who create their ads, or the distribution team that lays out papers containing their ads on the racks each morning. They know me, and judge our newspaper based upon my image and performance. Though I receive too much of the credit and the blame in my position, I want my clients to feel that I will put the responsibility upon myself to guarantee the marketing value they deserve.

Phillip Scroggin CNBAM Best Sales Representative Personal Selling Philosophy

In total, I want my clients to win in every business deal I am involved in. I want their business to flourish, I want the student and staff readers to gain value from my clients, and I want my organization to grow and blossom as I bring in more sales via current account growth and new accounts. This mantra has garnered me great success during my time here, and I hope that I can build upon these business principles when I graduate to sales at the next level.

Phillip Scroggin II phillipscroggin09@yahoo.com Cell (912) 610-4851

Professional Summary Sales professional with a passion for building relationships and adding business value through enterprise technology offerings. Utilizes ability to generate opportunities, win business, and grow the profitability of both new and established relationships. Eager to drive business growth and compete in the information technology arena.

Professional Experience Georgia Southern University Office of Student Media Statesboro, Georgia

7/2011-present Advertisement Sales Representative • Set the record for most sales revenue recorded in a single year with $33,464.28 in print marketing placements. • Sold $12,263.25 in marketing placements during first semester of employment by gaining 20+ new clients. Increased performance by 72% in second semester with $21,201.03 via current account growth and new account wins. • Experience in all phases of the sales process, including prospecting, relationship building, prospect qualifying, presentations/proposals, and closing methods. • Promoted to Sales Manager in third semester to hire, train, and mentor sales staff. Sold $22,464.72 despite added managerial role. • Key member of the advertising department which earned 1st place in General Advertising at the 2011 Georgia Collegiate Press Association Better Business Contest.

IBM Inside Sales Smyrna, Georgia

Summer 2012 Summer Intern • Generated leads via marketing to each salesperson’s account base with content concerning trending software, hardware, and service solutions. Used analytics to turn contacts who viewed the marketing collateral into a call list for opportunity identification. • Created and delivered a software quick reference guide to the Public Sector Sales team, which facilitated revenue growth and provided insight into the software portfolio that is most beneficial to the Public Sector customer set. • Qualified IBM for bid placement with the United Nations via code entry on the internal website. • Presented the sales team with the most competitive sales strategies for the IBM endpoint management solutions. Presentation included product highlights, subset information, Gartner reports, and competitive comparisons. • Made “cold calls” on specific offerings to generate new opportunities/leads in various territories of the Public Sector.

Olive Garden Statesboro, Georgia

3/2010-8/2011

Busser

Great Southern Exterminating Inc. Midway, Georgia Sales Representative • Sold termite protection warranties to homeowners. • Inspected homes for signs of termite infestation. • Achieved certification from the Georgia Structural Pest Control Commission.

Summer 2009

Education Georgia Southern University Statesboro, Georgia Bachelor of Business Administration: Double major in Marketing with an emphasis in Sales and Sales Management and Information Systems with an emphasis in Technology Sales and Marketing Graduation date, 05/2013 GPA: 3.6/4.0

Honors & Professional Accomplishments • • • • •

•

Office of Student Media: Sales Department MVP, Fall 2011; Director’s Award, Spring 2012 Beta Gamma Sigma National Business Honors Organization inductee, Spring 2012 American Marketing Association member, Fall 2011-present Association of Information Systems Treasurer, Fall 2012-Spring 2012 SPIN sales certified professional, Fall 2012 Qualified for national competition at Georgia Southern University Sales Competition, Fall 2012

Position Description: Sales Manager:

Responsible for assisting in the hiring, training and mentoring of the Sales Representatives; will assist the Business Manager in carrying out extra duties; also will still be responsible for maintain clients.

Shift Specifics:

Varies

Preferred Qualifications:

Previous experience with Student Media

Salary:

Stipend and commission

Number of Position:

3.3.5 Retail Manifest By Sales Rep Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates Publications: Sales Types: Sales Reps:

All All P Scroggin

Sections: Sales Offices: Billing Offices:

All All All

Sales Rep Summary Sales Rep P Scroggin

Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

5,809

$4,050.00

$1,072.72

$106.94

$25.30

$128.45

$21,964.72

171

5,809.3341

$4,050.00

$1,072.72

$106.94

$25.30

$128.45

$21,964.72

171

Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

Boro Beat

500

$0.00

$30.00

$1,110.00

Game Day May Day

161

$0.00

$225.00

$675.00

The George-Anne

4,935

$4,050.00

$1,072.72

$119.69

$149.83

$18,279.72

122

The Neighborhood

213

$0.00

$533.33

$1,600.00

$0.00

$50.00

$300.00

$4,050.00

$1,072.72

$106.94

$128.45

$21,964.72

171

Totals:

Publication Summary Publication

Website - Online Product Totals:

Report Date:

5,809.3341

1/24/2013 4:48:37 PM

Generated By:

Chloe

$25.30

Page 37 of 37

3.3.5 Retail Manifest By Sales Rep Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates Publications: Sales Types: Sales Reps:

All All P Scroggin

Sections: Sales Offices: Billing Offices:

All All All

Sales Rep Summary Sales Rep P Scroggin

Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

4,757

$1,350.00

$1,098.23

$86.50

($2,055.93)

$75.08

$11,863.25

158

4,757.1219

$1,350.00

$1,098.23

$86.50

($2,055.93)

$75.08

$11,863.25

158

Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

Boro Beat

108

$0.00

$30.00

$240.00

Game Day May Day

172

$0.00

$243.75

($25.00)

$237.50

$950.00

$0.00

$22.50

$15.00

$24.00

$240.00

The George-Anne

3,899

$1,350.00

$1,098.23

$73.64

($1,520.93)

$63.65

$8,083.25

127

The Lantern Walk

215

$0.00

$225.00

($525.00)

$93.75

$375.00

The Neighborhood

213

$0.00

$533.33

$1,600.00

$0.00

$187.50

$375.00

4,757.1219

$1,350.00

$1,098.23

$86.50

$75.08

$11,863.25

158

Totals:

Publication Summary Publication

Out and About

The Reflector Totals:

Report Date:

1/24/2013 4:51:55 PM

Generated By:

Chloe

($2,055.93)

Page 34 of 34

MIN NES OTA DA ILY

SALES REPRESENTATIVE OF THE YEAR Eli Jochim

Adam Moen 1319 7th Street SE Minneapolis, MN 55454 January 22, 2013 Dear College Newspaper Business & Advertising Manager Representative, I am writing on my experience working with Eli Jochim of the Minnesota Daily Newspaper. As the founder of a company, strategy consultant, and public speaker, I am accustomed to working with experienced professionals in healthcare, advertising, finance, and entrepreneurship. In those interactions, integrity, creativity, and flexibility distinguish successful business people and lead me to ask myself one of the most important questions of relationships: â&#x20AC;&#x153;would I want to work with that person again?â&#x20AC;? After working with Eli on my advertising campaign for the initial launch of my website OURspace.com.es, I have no doubt I would be thrilled to work with Eli again. I realized I needed a print advertising component to my advertising campaign a week before I had my social media team organized to begin our social media blitz. I remembered conversations with Eliâ&#x20AC;&#x2122;s older brother Jesse, an old classmate of mine, where Jesse had described how Eli worked at the Minnesota Daily. Six days before I had scheduled to officially launch, I called Eli to see if there was any way he could get my advertisement ready in time. Our conversation was brief but thorough; he immediately invited me to the office to discuss terms. I wanted the most complicated advertisement the Daily offers and gave just about the least time possible to fill the order for a full page insert as well as a weekly add in a premium location. Eli worked with me consistently through the evening and early morning, always calling and following up when he said he would, to organize this order. He was creatively taking my basic requests and working with the design team to quickly get my ads mocked up and approved. He always including me in the decision making and offered constructive feedback on how to make my promotion more enticing. Despite a complicated and time-sensitive order, Eli and I overcame the barriers and placed my order in a matter of hours. I was thrilled to see my ads displayed all over campus for the next several weeks. I saw a spike in web utilization and got many compliments from students around campus. These helped reinforce my appreciation for Eli and his services although it was not until 3 days after my first advertisement was printed did I realize the care Eli puts into his work. I received a large manila folder in the mail with a copy of the Minnesota Daily publication that included my insert and ran a few days ago. Along with the memento of my first ever print advertisement for my organization, Eli had beautifully handwritten a thank you note. Over the course of the next 4 weeks I consistently received similar manila folders each with a new note of thanks and often a spirited comment I certainly enjoyed. It was touching to see this level of gratitude for our business relationship. I greatly appreciated his professionalism, integrity, creativity, and flexibility throughout the process. I look forward to working with Eli on his future endeavors in whatever capacity possible and highly endorse his abilities as a business person and friend. Kind Regards, Adam Moen Founder

January 13, 2013 Dear CNBAM Judges, It is with great pleasure that I write to you today to recommend Eli Jochim for CNBAM’s 2013 Advertising Sales Representative of the Year award. There are many reasons why Eli is an ideal candidate for this prestigious award, the most obvious being the sales results he has brought to the Minnesota Daily. From May-December 2012, he finished at 159% of goal overall, increasing the revenue from his client list 22% from the previous year. In the eight months he has worked at the Daily, Eli has been top selling Retail Account Executive for seven of those months, a remarkable achievement considering that he is surrounded by other talented individuals. During this time, he has also increased the size of many of his contracts, signed new clients and has exceeded every expectation. While Eli’s sales numbers speak for themselves, The Minnesota Daily is incredibly blessed that his ability to generate revenue is only one small part of what makes him an outstanding Account Executive. One of Eli’s greatest strengths is his ability to take care of his clients. He is constantly innovating and looking for ways to serve them better, whether he is developing a new campaign or giving insights into the student population. Eli puts himself in the shoes of his clients, always looking out for their best interests and making it clear that his interactions with them are about much more than just the sale. His ability to plan effective campaigns, consistently follow-up with clients and his flawless customer service are just a few more of the things that have made Eli so successful as an Account Executive. Additionally, Eli excels at building relationships, both with his clients and his co-workers. He is highly respected by everyone in the office, and is recognized as both a leader and an innovator. If there is a brainstorming session happening, it is guaranteed that Eli will be present and doing everything he can to assist his teammates. Due to his commitment to the sales team and the organization, Eli will become the Senior Retail Account Executive next semester, a position which greatly increases his responsibilities and will allow him to continue his positive influence on the sales staff. I truly cannot say enough positive things about Eli – his willingness to help others, his client management skills, and his commitment and passion for the Minnesota Daily. He is always striving to learn new things and improve, while also working hard to better those around him. It is with great confidence that I nominate Eli Jochim for this prestigious award. He has exceeded all of the expectations and requirements of a sales representative, and is deserving of this honor. Sincerely, Bailey Alto Retail Sales Manager

Dear CNBAM Judges,

My name is Eli Jochim and I’d like to thank you for your consideration in this competition. When I found out

that I was nominated to represent the Minnesota Daily as the Sales Consultant of the Year I was absolutely thrilled. And as I began looking through the list of items expected of my application, and started asking myself what my “personal selling philosophy” is, the first natural response was already staring me in the face. Personal! Selling has to be personal. I’ve found that business relationships are no different than everyday friendships in that they both rely on a positive rapport built up and maintained by both parties. The easiest and most obvious way to make a new friend is to take genuine interest. It’s no different in selling. And, to me, it makes the whole job worthwhile.

I truly enjoy and stand firmly behind the practice of putting yourself in one’s shoes. When I am approaching a

client I try my best to imagine how I would feel, what my fears and doubts would be, and what exactly I’d hope to gain from a relationship with the Minnesota Daily if I were the business owner. The only way to do this effectively is to simply talk with the client. I love sitting down with different business owners and learning about how their company works and gaining insight to industry strategy. I happen to do a lot of work with bars and breweries around the Twin Cities and let me tell you, when Matt and I sit down to talk about how Town Hall Brewery is going to roll out the new seasonal brews to the law school crowd across the street, it’s fun, prosperous business. Managing a healthy client relationship can be as simple as sharing a couple microbrews, talking hops, and figuring out how to get the work hard/play hard crew next door to stop in for a burger and a beer after the exam. When you work to make friends of your clients and put yourself in their shoes, you can’t help but care about their success.

I believe that when you’ve reached this point and realized that the more successful your client is, the more

successful you will be, then you can be truly effective as a marketing consultant and have something to offer that is a cut above the rest. A partnership.

Advertising can be a fickle investment and would-be advertisers are always wary of a flop or a campaign that

lacks evidence for its effectiveness. But, like I said before, when you form a personal relationship with your clients you can begin to reduce this risk. As students, the salesmen of CNBAM have an un-trumped insight to the niche target market that they are a part of and that many of their clients pursue. When you consider this for a moment it seems completely probable, even expected that we be able to provide the very best consultancy. And this is just where I love to let my creative and strategic juices flow.

Building campaigns is like solving an equation except that for as much as I dislike calculus, I equally and

oppositely enjoy doing this for my clients. The back and forth that goes into detailing the perfect campaign is when my client and I get to learn the most about the relationship between the business and its customers as well as its competition. By the end of this strategic process I feel confident in the integrity of the client’s campaign and their relationship with the Daily.

Before I know it, I’ve sold something. It wasn’t underhanded; I don’t feel greasy. On the contrary, I’m excited.

It’s not about the sale or the check I can expect. It’s thrill of seeing my new ally flourish. That’s my personal selling philosophy; treat your client like you treat yourself. Sincerely, Eli Jochim

APPENDIX I. Resume II.

Retail Sales Job Description

III.

Sales Records

IV.

Examples of Work

JOB DESCRIPTION As a retail sales consultant at the Minnesota Daily, Eli’s job description requires that he: • Prospect and approach new clients. • Kindle relationships with current clients with regular contact and sales presentations. • Visually and strategically analyze advertisements and contracts. • Manage the daily billing and output of advertisements.

SALES RECORDS Sales compared to last year Summer – Fall 2011: $22,565,66 Summer – Fall 2012: $27,607.40 Increase of 22% Goal for Summer – Fall 2012: $17,401.00 Achieved 158.6%

EXAMPLES OF WORK The Metro Transit was the first new client that Eli signed. They are currently running an integrated Marketing Campaign totaling $20,000, which includes online, print, and newsstand advertisements.

Print Ad

Rack Ad

Online Ad

Print Ad

MIN N ESOTA DAILY 2221 University Ave. SE Suite 450 Minneapolis, MN 55455 www.mndaily.com

C N B A M

2 0 1 3

Taylor Trevino OU Student Media

Best Sales Representative

TAYLOR TREVINO

CNBAM 2013

TAYLOR TREVINO

CNBAM 2013

TAYLOR TREVINO

CNBAM 2013

! To!Whom!It!May!Concern,! ! !!!!!!!This!is!a!letter!of!recommendation!for!Taylor!Trevino.!I!have!known!Taylor!for!over!a!year!now!and! she!has!absolutely!been!a!godsend.!She!reached!out!to!me!and!my!company!in!regards!to!advertising! and!strategizing!a!marketing!plan!geared!towards!the!students!at!the!University!of!Oklahoma.!Being! somewhat!new!to!the!student!housing!environment,!I!started!off!completely!overwhelmed.!She!has,! however,!walked!me!through!the!many!facets!and!nuances!of!marketing!with!a!student!paper.!Anytime!I! have!asked!for!her!opinion!regarding!ads!I!was!preEplanning,!she!always!responded!with!helpful!tips!and! insightful!observations.!! !!!!!!!Not!only!has!she!been!extremely!helpful,!but!she!responds!well!before!I!expect!her!to,!often! reaching!out!to!me!directly!through!phone!call,!or!when!I!am!out!of!the!office,!replying!to!emails! promptly!and!efficiently.!!Taylor!is!very!proactive!and!contacts!me!about!advertising!opportunities!she! believes!would!be!good!for!our!company,!carefully!explaining!the!adâ&#x20AC;&#x2122;s!audience,!where!it!will!be! distributed,!how!many!copies,!etc.!She!helps!me!immensely!and!certainly!makes!my!life!so!much!easier.! She!goes!above!and!beyond!what!I!ever!expected!of!her!and!I!sincerely!hope!she!receives!Sales!Rep!of! the!Year.! Sincerely,!! Halie!Hites! Leasing(and(Marketing(Manager( The$Reserve$on$Stinson$

TAYLOR TREVINO

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APPENDIX



CNBAM 2013

Personal Selling Philosophy To me, being a good sales representative means more than knowing your product and having the ability to recite information to a client. My selling philosophy is about building meaningful relationships that are unlike a typical business connection. Clients mean more to me than a way to reach a sale’s goal; they are real people from whom I can learn. My purpose is to approach each client with sincere intentions, as well as creative ideas, so that their business will benefit from interaction with me. When I approach a client for the first time, the most important thing to me is learning about their business and who the client is as a person. As their sales representative, I desire to know how the business started and what goals the business hopes to achieve. One can learn a lot from someone who has taken the time and effort to pursue their dreams in owning a local business, or even an agency executive who is gaining experience to reach their ideal career. Even after my clients are familiar with me, I still make an effort to put them first and continue to find out more about them. There are many times when I have called on clients due to a new advertising opportunity and have spent most of my time talking with them about their family or anything that is on their mind. Sales are important, but people are most important. If a client feels a connection with me, they are more likely to call on me to advertise something or become more receptive when I introduce them to my advertising recommendations for the business. My connection with my clients has become more apparent with the passing of our business manager, Stacy. Every client of OU Student Media was well acquainted with Stacy and her sweet personality. In a tough time like this, I found my clients and I reminiscing about this wonderful woman and giving each other support. I believe part of what enables me to create connections like these and is an important aspect of my selling philosophy, is how I allow myself to be human. When I’m speaking with clients, I approach with respect but also with a relaxed sensibility. It is important to be able to laugh at yourself when you make a mistake or have one of those days when you seem to no be able to speak so eloquently and end up mixing words and syllables together. Everyone has days like that. This makes sales that much more pleasing because I am able to enjoy conversations with clients since many of them joke with me often. A special characteristic of my selling philosophy is my ability and desire to go above and beyond my job description. On a daily basis, I am responsible for producing sales revenue as well as supervising sales staff. Although I could get by simply by doing those things, it is more important to me that my client feels satisfied with all aspects of their advertising experience, including creative. I give my input on ads for many of my clients since they feel I know what they like and what will work best for their business. I usually work closely with a designer but on occasion I have completed an ad myself. An example of this was when a new client’s artwork had issues in production the night before the paper was to publish, so I came back to my office at 9pm to rebuild the entire ad and stay till my client was satisfied with the artwork. As you can see, my selling philosophy is about putting my clients first. I feel I can benefit more as a person by learning and listening to them than making it mostly about getting a sale. I enjoy the time I get to spend with my clients, even if they tell me odd stories about life sometimes.

TAYLOR TREVINO



APPENDIX



CNBAM 2013

Job Description As an account executive, I am responsible for working a minimum of 20 hours per week. I am responsible for having thorough knowledge of the advertising rate card and each of my accounts. I report directly to the student advertising manager and the associate director. I must also: • Regularly call on new accounts, prepare proposals and make presentations to develop new regular clients for Student Media. •

Make personal contact with entire client list to ensure satisfaction with the AE’s customer service.

•

Keep clients informed of upcoming special sections and other promotional opportunities.

•

Attend weekly sales meetings

•

Complete a minimum of five cold calls per week.

In addition to operating as an account executive, I also share responsibilities with the sales manager position, as I was named OU Student Media’s first Assistant Advertising Manager. As an assistant advertising manager, I am responsible for assisting the Advertising Manager and Associate Director with sales staff supervision; the planning and coordinating of regular daily advertising sales, special sections, special publications and promotions; client relations and customer service; and new business development. I must serve as a role model for the entire advertising staff in all aspects of the job — knowledge of the newspaper, sales, organization, professionalism, morale and motivation. I supervise and assist account executives with the preparation of proposals and presentations for existing and prospective clients; Assist account executives with meeting their goals and improving their sales efforts through coaching and other supportive measures; Assist the Assistant Director and Advertising Manager with identifying and resolving any training, motivational, disciplinary or other problems with the sales staff or individual account executives. I also assist the Associate Director and Advertising Manager with training associate account executives as well as create innovative ideas for marketing OU Student Media as an organization and its publications.

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TAYLOR TREVINO

APPENDIX



CNBAM 2013

Record of Sales- Overview

January 2012 to December 2012

• 18 new clients signed • Total Revenue for 2012 o $83,391.12

Special Section Sales • Back To School o $4,365 • Finals Week o $2,985 • Gift Guide o $2,022.50 • HSC Sower o $6,735 • Sower o $7,414 • Inserts o $2,200 • Living Guide o $275 • oudaily.com o $2,495 • Inside The Huddle o $4,460 • Best Of o $195 • Norman Music Festival o $275 • Year In Review o $4,247.50

TAYLOR TREVINO



APPENDIX



CNBAM 2013

From Drab to Fab! Whatever direction you are heading ......

The road always leads home Coventry Cove 5400 North Harvey Ave. Oklahoma City, OK.73118 405.842.0712

North OKC

Sapulpa Pinehurst Amartments 9260 Freedom Road Sapulpa, OK. 74066 918.227.9920

Aspen Place 2700 Indian Creek Blvd. Oklahoma City, OK. 73120 405.751.6433

Midwest City

Midwest Territory 1505 North Midwest Blvd. Midwest City, OK. 73110 405.736.6045

South OKC Eastlake Village 12901 Southwestern Ave. Oklahoma City, OK. 73170 405.691.4646

Meadowood Village 6345 East Reno Ave. Midwest City, OK. 73110 405.737.6897

Meadow Park Apartments 1105 1/2 SW 74th St. Oklahoma City,OK.73139 405.634.6329

Norman OU

I helped Avalon Apartments go from running a black and white, not-so-fun, eighth page ad to this beautiful full-page, color ad in our Year In Review publication. This ad boosted their leasing and presence to students. The management of each complex even framed this ad!

Chickasha Winds of Oak Ridge 201E Almar Drive Chickasha, OK. 73108 405.222.4777

Avalon Apartments 2920 S. Chautauqua Ave. Norman, OK. 73072 405.579.0158

Beaumont Crossing 900 23rd St. SE Norman, OK. 73071 405.364.9071

Whether it be for school, your new career or a change in lifestyle We have an apartment to fit your needs at one of our many communities. Because with NPMA It’s all about living!

Visit our website: www.NPMA.ws

TAYLOR TREVINO Profile

Education

Relevant Coursework

214.886.3153 930 Chautauqua Ave Norman, OK 73069 Taylor.S.Trevino-1@ou.edu

Enthusiatic, resourceful and adaptable Excellent communication and leadership skills Naturally creative Able to balance demanding academic schedule with extracurricular responsibilities Proficient in Word, Excel, PowerPoint and Photoshop The University of Oklahoma (2010 - current) Gaylord College of Journalism and Mass Communication Advertising major/Sociology minor Introduction to Mass Communication, Writing for Mass Media, Introduction to Advertising, Advertising Research, Advertising Media, Advertising Copy and Layout, Interactive Advertising, Introduction to Public Relations, Principles of Marketing

Experience OU Student Media Assistant Advertising Manager • July 2012 - present Create new and innovative marketing concepts for OU Student Media. Contribute and assist with training of new staff. Supervise and aid sales staff with their assigned clients. Manage 68 clients by maintaining contact and giving advertising recommendations to achieve sales. Prospected and secured 9 new clients for a total of 18 to date. Associate Account Executive • January 2012 - July 2012 Responsible for building a realtionship and contacting assigned clients to reach sales goal. Prospected and secured 9 new clients Alpha Gamma Delta Philanthropy Coordinator • January 2012 - May 2012 Coordinated monthly community service events. Responsible for planning a spring event for 500+ guests, including gathering donations to cover all costs. Continuous Open Recruitment Coordinator • January 2011 - December 2011 Organized informal recruitment events every week, after formal recruitment, to share our sisterhood with unaffiliated women. These events included philanthropic activities, dinners and fun, creative projects.

Activities

Awards & Recognition

Ad Club OU Big Event Alpha Gamma Delta W.C. Vanderworth Award, OU Student Media • Spring 2012 1st Place Race to the Finish for Sales Goal, OU Student Media • March, May and August 2012

State News The

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January 3, 2013 To Whom It May Concern: It is my pleasure to nominate Brandon Ventimiglia as a candidate as the Sale Representative of the Year for 2012. Brandon joined The State News in October 2011 and has made his way up the ladder as one of our top sellers and has served in some of our highest management positions. I have found Brandon to be the main character in an on-going success story. It is a story that has allowed me to see what will power and conviction can accomplish. Brandon is self-motivated, which makes him successful as an account executive and an excellent role model for the staff. He constantly surpasses his monthly quotas, bringing in $76,000 of sales in his first year. Brandon has a knack for sales, especially in acquisitions as he has brought in more than 10 new businesses in his first year. His natural ability to connect with local businesses has been recognized by the professional staff and new account executives. After being at The State News for only two months, Brandon showed a commitment to the job and a willingness to take on new roles. He was the only AE from his hiring class to ask for a leadership role this past spring; he served as our Religious Directory Manager. Over the summer Brandon stepped up as the Online Advertising Manager and this fall served as the Assistant Advertising Manager where he assisted in training six new account executives. His efforts in training our new staff members has led to an increase of $5,000 within their first month of working at The State News. Brandon can manage, administrate and train, but what he can really do is lead by example. Brandon's commitment to his job and his desire to succeed are traits that are unrivaled in the office and many AEs look up to his conviction. These traits will bring him even more success in his coming years at The State News. Brandon’s outstanding sales record, proven leadership, and unfaltering commitment makes him deserving of the honor of CNBAM Sales Representative of the Year. Please do not hesitate to call me if you have any questions regarding Brandon’s eligibility for this award. Sincerely,

Colleen Curran Advertising Manager The State News 517.432.3010

www.statenews.com

1. 2. 3. 4. 5. 6.

Resume Job Description Goals and Revenue Sales Tip Sales Plan Awards

EXPERIENCE The State News, East Lansing, MI Account Executive  November 2011 – Present • Developing creative and effective sales promotion strategies for local businesses while incorporating web, print and various other advertising media • Prospecting and maintaining new businesses • Managing 20+ accounts while ensuring client satisfaction • Accountable for meeting deadlines Assistant Advertising Manager  August 2012 – December 2012 • Tracking weekly sales calls of 14 employees • Creating work schedule for all employees • Assisting Advertising Manager in training new employees • Conducted weekly meetings with Account Executives to discuss concerns or ideas Web Manager  May 2012 – August 2012 • Managed website advertisements based on run dates • Provided website statistics to staff • Updated excel spreadsheet outlining advertisement availability • Encouraged and aided the staff in selling online advertising Religious Directory Manager  January 2012 – May 2012 • Handled weekly directory for 20+ religious affiliations • Encouraged coworkers to prospect new religious business

ACTIVITIES • • •

President, Snyder-Phillips Hall Government  August 2012 – Present Vice-President, Honors College Programming Board  August 2012 – Present Mentor, Honors College First Year Council  August 2012 – Present

TECHNICAL SKILLS •

•

Microsoft Office System (Microsoft Word, Microsoft Excel, Microsoft PowerPoint®) Macintosh iWorks (Pages, Keynote, Numbers®)

BRANDON VENTIMIGLIA

Michigan State University, East Lansing, MI  May 2015 • Honors College • Bachelor of Arts, Advertising and Psychology • Minor, Spanish Language • GPA: 3.77 Dakota High School  September 2007 – June 2011 • Summa Cum Laude • GPA: 4.0

W201 Phillips Hall, East Lansing, MI 48824  586-913-6460  brandonventi@gmail.com

EDUCATION

Job Description

The State News is one of the largest college newspapers in the country with a readership of over 46,600 students, faculty and alumni. Therefore, printing 18,000 papers daily, Monday through Friday is no little feat. As an account executive at The State News it is necessary to meet the basic, daily job requirements that ensure the prosperity of the publication. Such expectations include: • Managing 20+ accounts and ensuring client satisfaction. • Developing creative and effective sales promotion strategies for local businesses while incorporating web, print and various other media. • Prospecting and maintaining new business. • Meeting all specified deadlines. • Cold calling potential clients and keeping their business. In addition to performing these requirements, I have also held the roles of Assistant Advertising Manager and Web Manager in which numerous other responsibilities were delegated to me. Those included: Assistant Advertising Manager: • Tracking weekly sales calls of 14 employees. • Creating work schedule for all employees. • Assisting Advertising Manager in training new employees. • Conducting weekly meetings with account executives to discuss concerns or ideas. Web Manager: • Managed website advertisements based on run dates. • Provided website statistics to staff. • Updated excel spreadsheet outlining advertisement availability. • Encouraged and aided the staff in selling online advertising.

Sales Record for Brandon Ventimiglia 2012 2012 Month January February March April May June July August September October November December

Retail Goal $2,000.00 $6,500.00 $6,000.00 $7,000.00 $2,500.00 $3,750.00 $3,500.00 $8,250.00 $10,000.00 $10,000.00 $10,500.00 $6,000.00

Actual Sales Percent Achieved $3,206.00 160.30% $7,381.20 113.56% $4,279.80 71.33% $4,760.70 68.01% $2,283.00 91.32% $3,701.80 98.71% $3,865.00 110.43% $11,957.65 144.94% $11,405.25 114.05% $8,206.30 82.06% $11,293.40 107.56% $4,734.60 78.91%

Totals Retail Classified 2012 Goal $76,000.00 $8,750.00 2012 Actual Sales $77,074.70 $6,307.70 Achieved 101.41% 72.09%

Classified Goal Actual Sales Percent Achieved $550.00 $45.00 8.18% $550.00 $162.50 29.55% $700.00 $245.90 35.13% $750.00 $789.60 105.28% $400.00 $478.50 119.63% $750.00 $773.50 103.13% $700.00 $425.50 60.79% $700.00 $468.50 66.93% $950.00 $993.00 104.53% $1,300.00 $956.60 73.58% $1,000.00 $737.30 73.73% $400.00 $231.80 57.95%

Planning A Successful ! Face-To-Face Meeting!

! Brandon Ventimiglia

Making First Contact • Don t be afraid to call or stop by a business. You need 50 cold calls to advance, anyway, so make it happen!! • Prepare what you re going to say beforehand. ! • ALWAYS introduce yourself and the paper.

Prospecting • Our fabulous system is designed to be your best friend in the prospecting process. ! • Look through old accounts to find potential clients. ! • Also look around East Lansing to find new businesses who haven t advertised before. ! • Search through the various other newspapers in the area, as well (Lansing State Journal, Noise, The Pulse).!

What Does a Successful Cold Call Include? • Personal greeting, your name, The State News.! • Professional communication is a must.! • Tell them something that you have noticed about their business.! –  I noticed you ve ran ads in the past ! –  I noticed you just opened up in East Lansing ! –  I noticed you ve been contacted in the past about advertising with us !

• Say you d like to set up a meeting to discuss future advertising.!

The Day of the Meeting • Call a few hours in advance to confirm with the client that they re still available.! •  This not only shows good customer service, but it also ensures that you don t waste your time (or theirs). ! !

What To Bring • Always have a rate card!! • Bring a copy of that day s paper.! • Calculator to crunch numbers.! • Promotion sheets.! • SPEC Ads.! • Previous Ads.

At the Meeting • Be professional, but personal. Clients like to know you re interested in their business and aren t just focused on making money. ! • Show them how you can help their business, whether it be by branding their image or announcing their specials.! • Stay calm and be confident. Know your product.! • Bring someone else with experience. They ll be there for back up. ! • Don t leave without setting up another meeting whether it be to SPIN sell, pitch a sales plan, or bring a promotion.!

Your turn to practice!

1/23/13

SILVER PACKAGE

GOLD PACKAGE

50k Impressions on statenews.com

50k impressions on statenews.com

Button Size Ad beginning on November 1st

Leaderboard sized ad beginning on November 1st

Mobile Web Ad

Research shows one of the top 3 uses of mobile data in 24-45 year olds is to obtain and read news. 1 month beginning on Nov. 1 on statenews.com’s mobile site

Front Page Ad

Finals Survival Guide Our special promotion during finals week that is full of puzzles and games. Remains on news stands for 5 days. Print on December 10. Full Page ad with full color on the back page

6x2 ad that includes process color, below the fold

Short-Term Print Contract

Three 2x10 ads featured on page 2A next to the sudoku puzzle, our most popular page in the paper.

Five 2x4 ads beginning in November. Due to the amount of advertising, Americans need to see a message at least 5 times before they will react to the message.

Finals Survival Guide

Premium Placement Print Ads

Half page ad that includes 1-color (Red) in a week long tabloid during Finals Week. Prints on December 10.

$1,899

Valued at over $2,300

$2,773

Valued at more than $3,600

PLATINUM PACKAGE 100k Impressions on statenews.com & Mobile Web Ad Large Rectangle size ad beginning in mid October and a Mobile Web ad beginning on November 1st

Inserts or Post-Its Double sided inserts on the Friday before finals that students can remove and keep. Post-its appears above the fold on the front page; can be easily peeled off and placed elsewhere.

APPENDIX

InsertsSurvival Finals or Post-Its Guide Half page ad including spot red in a week long tabloid during Finals. Prints on December 10.

3 Outdoor Advertising Posters (aka AdRax) 17” x 21” high gloss posters placed in high-traffic areas around campus. Flight of 30 days.

Page Dominating Ad 4x12 ad on Friday December 7, before finals week begins.

$3,820

Valued at more than $5,400

1/23/13

Our Strategy: Multiple channels and mobility will create holistic consumer package Print For the majority of MSU students who read The State News.

The State News crosses multiple channels

Online For students that read the online edition and alumni and parents who reside outside of East Lansing.

Outdoor For visitors on campus and a reinforcement for students.

The State Newsâ&#x20AC;&#x2122; web ads and locations

The State Newsâ&#x20AC;&#x2122; sample of Finals Survival Guide

salesperson of the year materials

Lorin Jetter University of Kansas

CNBAM 2012

To Whom It May Concern: It is my great pleasure to write to you today and nominate Lorin Jetter from The University Daily Kansan for CNBAM’s award of Best Sales Representative in the Nation. One of the first items that anyone uses to evaluate a Sales Representative are their numbers and Lorin’s were very impressive. She finished 2012 at 163% to the previous year representing an increase of nearly $20,000 over the previous year. She achieved these results through a combination of skill, resiliency and good old-fashioned hard work. Amongst these numbers were the re-activation of accounts that had been dormant for nearly a year, event marketing with one of the largest nightclubs in Lawrence and multi-media campaigns that allowed her advertisers to reach students through a number of different mediums. In addition to her own sales Lorin taught others to excel just as she has. After a challenging Fall of 2011 The Kansan underwent a massive re-organization of the advertising department which amongst other things included the creation of a Majors sales team. Not only did we want Lorin to be a part of this team we wanted her to be its leader. We wanted every account executive on that team to feed off of her passion, intelligence and competitive spirit and make them traits of their own in their day to day selling. The end results were that the Majors team finished last Spring at 148% to the previous year. Her team’s work was so good that they accounted for nearly $0.40 of every dollar that The Kansan sold in the Spring of 2012. Again these results were not by circumstance they were due to Lorin’s leadership of that team on a daily basis as they learned from the best account executive on our staff. Lorin’s great efforts have set a high standard for not only individual but team achievement here at The Kansan. The only people I know of that loved working with her more than her own clients were her fellow staff members. She helped all of her clients grow their businesses through intelligent and aggressive ad campaigns. And she helped all of her fellow co-workers grow as well through both learning from her and through striving to achieve her own high standard. I can think of no other person on our staff that is as worthy of this prestigious award and hope that you will see fit to reward her as the best in the nation at her profession. Sincerely,

Jon Schlitt Sales and Marketing Adviser The University Daily Kansan

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www.campuscourtku.com www.campuscourtku.com

1301 W 24th St

www.campuscourtku.com

P: (785) 842 -5111

F: (785) 842-7301

January 3, 2013 January 3, 2013

Dear CNBAM Judges:

Dear Dear CNBAM Judges: CNBAM Judges:

It is my pleasure to givetomy recommendation for for Lorin Jetter totobe the 2013 CNBAM Sales Representative It is my give Lorin Jetter bethe theberecipient recipient ofofthe CNBAM Sales January 3,my 2013 It ispleasure pleasure to my giverecommendation my recommendation for Lorin Jetter to the recipient of2013 the 2013 CNBAM Sales of the Year Award. I recently had the great fortune of working with Lorin while advertising with the University Daily Kansan Representative of theofYear I recently had the fortune of working with Lorin whilewhile advertising with the Representative the Award. Year Award. I recently hadgreat the great fortune of working with Lorin advertising with the for our business. Lorin immediately established a great rapport with me anda great really went above and beyond to assist University Daily Kansan for our Lorin immediately established rapport with me and really went Dear CNBAM Judges: University Daily Kansan forbusiness. our business. Lorin immediately established a great rapport with me and really went us with above and beyond to assist us with property and getting the most out ofout ourofmarketing budget. marketing ourabove property and getting the most out our of our budget. and beyond to assist us marketing with marketing ourmarketing property and getting the most our marketing budget.

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Lorin displayed exemplary Kansan asinone our effective advertising mediums. It is with great senseour of pride that recommend The time which I Lorin us was particularly crucial image andI that growing our Lorin presence Kansan asofone ofmost ourrepresented most effective advertising mediums. Itfor is are-branding with a great sense of pride I recommend Lorin customerJetter service and technical know-how that her performance has truly set the bar for success which remains unsurfor competitive your in a very market for andthis Lorin was instrumental in helping us to achieve our goals. Lorin displayed such Jetter for consideration your consideration foraward. this award. passed and her contributions to our efforts have clearly established theset University Kansan exemplary customer service and marketing technical know-how that her performance has truly the bar forDaily success whichas one of our most effective It is with atogreat sense ofefforts pridehave thatclearly I recommend Lorin Jetter for Daily your consideration remainsadvertising unsurpassedmediums. and her contributions our marketing established the University Sincerely, Kansan as one of our most effective advertising mediums. It is with a great sense of pride that I recommend Lorin Sincerely, for this award. Jetter for your consideration for this award.

Tony TonyConsole Console Tony Console Tony Console Sincerely,

Sincerely,

Tony Tony Console Console Leasing Manager Leasing Manager Campus CourtCourt at Naismith Campus at Naismith th 1301 W 24 St Tony Console1301 W 24th St Lawrence, KS 66046 Tony Console Lawrence, KS 66046 Leasing Manager Leasing Manager Campus Court at Naismith 1301 W 24th St Campus Court at Naismith th Lawrence, KS W 66046 1 3 01301 2W4Stt 2h 4 St ht S tP : (P7: 8 (57) 8 85 4) 28- 45 21 -1511 1 1 F : (F7: 8 (57) 8 85 4) 28- 47 23 -0713 0 1 113 0W 1 24 Lawrence, KS 66046

1301 W 24th St

P: (785) 842 -5111

F: (785) 842-7301

www.campuscourtku.com www.campuscourtku.com

www.campuscourtku.com

personal statement Dear CNBAM Judges,

Thank you for your time and consideration in reading through my materials for CNBAM’s 2012 Salesperson of the Year. In my wildest dreams, I never would have guessed that I’d be writing this letter to explain my personal philosophy on advertising sales. It is an incredible honor.

When I first started at the Kansan as a Classified Account Executive in the Fall of 2010, I honestly had no idea what I was doing. I was glad to have finally gotten the job, after applying for the third time, but still came with just a positive attitude and a long list of questions. In no time at all I started to idolize the great sellers at the Kansan above me, and looking back it’s funny to me because I had no idea that I was actually in a sales position.

However, I think that’s how I found my success. I had no idea that I was actually a salesperson; I just watched what everyone above me was doing and tried to imitate their success to the best of my ability. I thought of myself as a consultant, and went into every meeting thinking of it as a conversation as opposed to a pitch. I truly loved listening to business owners talk about their business and their livelihood. That kind of passion in any project is rare, and I would thrive off of their energy and make it my own.

This sort of personal investment in a client’s business can do wonders. If I had to pick the most important thing that I learned while I was at the Kansan, that would be it: that developing those heavily-invested relationships is key. If you gain a client’s trust, not only will it benefit your own personal numbers and portfolio, but they’ll become a consistent advertiser for years to come. That allegiance is beyond beneficial to the organization as a whole. As the organization grows, those businesses will grow alongside with it and become even larger clients. And quite frankly, a client with whom you have a strong relationship is much more likely to actually answer the phone when you call, saving everyone valuable time.

In order to develop these types of lasting relationships, I’ve found the most effective thing I could do was shut up and listen to what my clients had to say. Clients love talking about their business, and oftentimes just listening to their stories I could find inspiration to create their newest (and hopefully most successful) campaign. Additionally, by giving your client and outlet to voice their concerns and struggles with their business, they really begin

to feel at ease with you, and trust your point of view when offering any sorts of sales or marketing advice. Your clients begin to view you as a friend and confidant; someone whose opinion is intelligent.

Aside from active listening, I’ve also found that timing really is everything. Throughout my experience at the Kansan I found a number of my clients really thrived on any offer of exclusivity. They loved to feel as though they were the first or only client to receive this opportunity, and they loved the chance to brand their business among KU students even further. Because of this, any time the Kansan staff was introduced to a new special section, I made it my goal to call my clients immediately after the staff meeting so that my clients would have plenty of opportunity to secure any premium spots if they so wished. This sort of time sensitive maneuver was great for a couple of reasons:

1. It made my clients feel special and showed how important their business was to the Kansan, thus

furthering the relationship, and also;

2. It instilled a sense of urgency in my clients, encouraging them to act sooner rather than later.

Using this mindset of “timing is everything,” I was able to up-sell numerous clients by capitalizing on on-campus happenings and events such as the success of KU basketball.

All in all, the Kansan taught me more than I could imagine about not only sales, but about customer interaction and communication in general. I feel far more prepared to venture into any professional setting and be capable of conducting business and presenting myself as a valuable member of the team.

Most importantly, the Kansan became my second family for a couple of years, providing me with an environment where I got to be surrounded by inspiring and influential people every day. The relationships I’ve made not only with clients of the Kansan, but with my coworkers, will last me a lifetime. I am truly grateful not only for this nomination, but to have been involved with such an amazing organization to begin with.

Thank you again for your time and consideration.

Lorin Jetter University Daily Kansan Former Major Accounts Manager University of Kansas

appendix contents

RĂŠsumĂŠ .................................................. 1 Job Description ...................................... 2 Sales Numbers

Personal & Team .............................. 3

New Business & Special Sections .... 4

Examples of Work

The Granada .................................... 5

Campus Court & Quintiles ............... 7

Other Campaigns ............................. 8

Leadership & Innovation ....................... 9 Awards & Recognitions ....................... 10

résumé Experience

Full Sail University, School of Business Winter Park, Florida, Projected Graduation February 2014 - Master of Science in Internet Marketing with additional classes in leadership and management - Relevant coursework: advanced digital marketing strategies, search engine marketing and optimization University of Kansas, William Allen White School of Journalism and Mass Communications Lawrence, Kansas, Graduated May 2012 with a final GPA of 3.62 - Bachelor of Sciences in Journalism emphasis on Strategic Communication and a minor in business - Relevant coursework: message development, principles of advertising, strategic campaigns

785.221.4125 lorinjetter@gmail.com

Education

31 SE 5th St. Apt. 2103 Miami, FL 33131

Socialated Web Specialist – November 2012 – Present - Design, build and optimize websites for best performance on search engines - Maintain a company blog with posts about social media and internet marketing Miami Herald Media Company Advertising Account Executive – August 2012 – November 2012 - Build campaigns for clients including print, digital, direct response and event marketing advertising methods The Pitch Kansas City Sales and Marketing Intern – February 2012 – May 2012 - Built and maintained a database of competitors and their advertisers - Assisted in operations at Pitch-sponsored events and with street team The University Daily Kansan Major Accounts Manager – August 2010 – May 2012 - Managed a list of 10-15 local, regional and national clients - Led a team of three other Major Account Executives and one Major Account Creative - Was responsible for revenues made purely by prospecting regional and national new business - Planned and executed co-sponsored events at a local venue hosting more than 800 students - Assisted in the planning and execution of the 3rd Annual Apartment Fest, an on-campus day-long event - Planned and executed event marketing campaigns for multiple other local and regional clients - Ended semester at 119% to quota, zone ended at 100% to quota and brought in over $150 thousand Other University Daily Kansan positions held: Zone Manager, Account Executive, Classified Account Executive Federal Home Loan Bank of Topeka, Summer Public Relations and Research Intern, May 2009 – August 2009

Lorin Jetter

Objective: To be named the 2012 College Newspaper Business and Advertising Manager’s Inc.’s Salesperson of the Year.

Involvement

Ad 2 Miami, Miami, Florida, Board Member, September 2012 – Present The BIG Event at KU, Lawrence, Kansas, October 2010 – April 2011 Journalism Student Ambassadors Program, Lawrence, Kansas, Secretary, April 2010 – May 2012 National Society of Collegiate Scholars, Lawrence, Kansas, accepted invitation into membership Spring 2010 Golden Key Honour Society, Lawrence, Kansas, accepted invitation into membership Spring 2010 Delta Delta Delta Sorority, Lawrence, Kansas, August 2009 – Present

Honors

Major Account Executive and Zone of the Semester, the University Daily Kansan, Spring 2012 First Place Winner of the 2012 CNBAM Saturday Morning Sell Off CNBAM Best Advertising Staff in the Nation, the University Daily Kansan, 2011 & 2010 Manager of the Semester, the University Daily Kansan, Fall 2011 Honor Roll, University of Kansas, 2008 – 2012

Skills

Account management, client services, proposal writing, Adobe Master Suite 6, Microsoft Office, iWork, iLife, Google Analytics, Google Docs, social media, WordPress, Prezi, conversational Spanish

job description Basic Description The Major Account Manager will oversee 7-8 large Kansan clients as well as consistently advertising national clients. The Major Account Manager will also oversee three other Major Account Executives with similarly large clients as well as a Major Account Creative. All members of the major team will have substantial new business quotas which are to be met solely through acquiring new regional and national businesses. Time Commitment 9 am - 4 pm Monday - Friday, whenever the student isn’t in class All Kansan staff members must also be present at all appropriate zone, manager, or staff meetings as well as early morning special section distribution dates Pay Manager salary with sales-based commissions; opportunities for bonuses and incentives periodically

As the manager of a brand new team on the Kansan staff my role integral to the success of the team as a whole. At the start of the semester, the first order of business was to determine how we would divide up contacting major agencies and media outlets to solicit new regional and national business. This led to the first ever agency draft, where every member of the team got to select agencies in an NBA-draft fashion which they would be in charge of contacting on behalf of the Kansan. After the draft was complete, we also established rules on how new businesses in Kansas City, Topeka, Wichita and any other cities outside of Lawrence would be “claimed,” as our new businesses were not to be local. After we made a fair outline as to how new business was to be handled, we turned to our assigned clients. All “Major” clients were either major revenue sources for the Kansan, or once were and it was now in our hands to reactivate those accounts and to increase revenue spend from our already active accounts. Very early on in the semester it became clear that because our team was so experienced, our zone meetings would be more about strategizing new ways to get in front of our clients as opposed to basic selling techniques and strategies. Lastly, due to the larger nature of our major clients, the majors team also became very involved in any Kansan-sponsored events and promotions. The Majors team must be very active in brainstorming not only new ways to sell to our clients, but new products and opportunities to offer them. Many of our major clients became main sponsors in Kansan promotions.

sales numbers My Personal Numbers $50,000.00 My quota for the spring semester $45,000.00 of 2012 was a little over $29,000. $40,000.00 Through consistent work at increasing spending from active ad- $35,000.00 vertisers as well as a love of new $30,000.00 2011 business and activating zero-quota $25,000.00 2012 accounts, I was able to surpass my $20,000.00 quota month after month. At the $15,000.00 end of Spring 2012, I had brought $10,000.00 $5,000.00 in over $40,000 and beaten my $-‐ quota by 163%. January February March April May Total These numbers are also consistent with my time as a whole at the Kansan. I started at the Kansan in Fall 2010, and since that time have brought in $111,888.65 and have broken my quota by an average of 102% over five semesters, including a semester as a Classified Account Executive. After summing up all of my quotas since Fall 2010, I ended my experience at the Kansan at 108% to quota.

Major Accounts Team Numbers $200,000.00 The Kansan’s first Major Accounts $180,000.00 Team was nothing short of impres $160,000.00 sive over the course of the spring semester. Each member of the $140,000.00 team consistently met and sur- $120,000.00 2011 passed their quotas, ending the $100,000.00 2012 $80,000.00 semester at an average of 151% $60,000.00 to quota per representative. Addi $40,000.00 tionally, the Majors Team had such $20,000.00 success throughout the semester $-‐ that our total revenue accounted Alex Alicia Ross Lorin Total for 40% of the Kansan’s overall revenue for the semester. At the end of the semester, the Major Accounts Team had brought in more than $176,000 in revenue, and come in at 148% to quota. Even more impressive is the fact that all of our new business dollars were either regional or national revenue.

sales numbers New Business The overall purpose in creating the Major Accounts team was to increase revenues from national and regional clients. In order to do that, the Majors team started out immediately in the semester by contacting media buyers and planners at several regional and national Major Accounts Team new businesses agencies hoping to explain to them why their clients accounts activated in Spring 2012 needed the Kansan’s services and the KU student audi• Dancefestopia - $2,850 ence. Additionally, a tactic our team used was to take • Twin Oaks Golf Course - $110 a business we’d brought success to in Lawrence, and seek out similar businesses regionally. For example, • Standford & Sons Comedy Club - $310 due to the success I’d had working with the Granada • Zuva Marketing - $1,714.80 on events, I sought out events and festivals that could • INK Magazine - $250 use students in attendance. In doing so I was able to • Ruth Burke - $1,180 acquire Dancefestopia as a client and sell them into a • H&R Block - $810 consistent print and on-campus marketing campaign. • LUC Media - $1,830.90 At the end of the semester, the Major Accounts Team •Sullivan, Higdon & Sink - $1,665 had brought in over $10,000 in new business revenue Total: $10,720.70 solely from regional and national accounts.

Special Sections As a salesperson, I am a huge believer in taking advantage of special sections, and quite frankly, there’s no better place to really push special sections than at a big basketball school like the University of Kansas. The Kansan has consistently been more and more innovative over the years by inventing new basketball special section products and capitalizing on the fact that the Kansan itself is part of KU Basketball pregame traditions. In capitalizing on these and several other special sections, I was able to increase Lorin’s Special revenue spend by a majority of my clients as well as use special sections Section Sales: 13% as a gateway to start new business advertisers on consistent campaigns. Special sections are also a great way to satisfy clients who thrive on exclusivity spots or premium advertising space or to instill a sense of urgency in slower1 clients. For example, one of my clients, Kendall with The Connection Apartments, was often very difficult to convince to commit 2 to any given advertising spot. However, when faced with the possibiliRes of Staff Special ty of having another apartment complex benefit from any exclusive or Section Sales: 87% premium spot, such as the inside cover of 100 Years of the Jayhawk, a special section with a very long shelf-life, he would jump at the chance to lock down the premium positions for himself and The Connection.

examples of work Granada: Consistent Campaigns I acquired the Granada theater in the Summer of 2011, and have worked on a slew of different campaigns and promotions with the owner, Mike Logan. To start, we ran consistent weekly campaigns that acted as printed marquees detailing all upcoming shows and events. Additionally, to generate more hype around all Granada shows we also created promotions and giveaways to really interest students. For example, in February of 2012 we ran a full color double truck twice that detailed every prominent show for the entire semester. Within the ad was also a contest description, telling students to take a photo with themselves and the calendar posted somewhere for a chance to win free tickets to the Granada for the entire semester. Many students participated by Tweeting, posting on Facebook, and using Instagram to showcase themselves with the poster in hopes of winning the semester-long show pass. Mike was very pleased with the results. Additionally, at that time the Kansan was just launching our new geo-targeted website: LarryvilleKU. In order to brand the Kansan and promote LarryvilleKU while promoting the Granada, we used the hype around this promotion and included “Find All Shows on LarryvilleKU.com” within all of the ads mentioning the Granada contest. This helped to gain more awareness for LarryvilleKU. Another campaign component I utilized while working with the Granada was finding opportunities to bring together multiple clients of the Kansan to benefit everyone involved. While most of these collaborations took place alongside Kansan-sponsored events, one promotion that started in my time as the Granada’s representative is still being used today. I worked with the AE assigned to Pizza Shuttle, a local late-night pizza delivery place in Lawrence to design new “over-21” wristbands to be used at the Granada. The new wrist bands featured Pizza Shuttle’s name and number for students to call for pizza after leaving the Granada, as Pizza Shuttle is the only pizza delivery option in Lawrence available after 2 am. While the Kansan didn’t take any direct profits as a result of this collaboration, both myself and the rep for Pizza Shuttle felt as if this innovative idea helped improve our relationships with our respective clients, building their trust with us and the Kansan’s overall brand. Both advertisers still run today.

examples of work Granada: Events In addition to the regular weekly campaigns that the Granada ran as well as special contests and promotions, I also worked with the Granada a number of times to create, promote, and execute University Daily Kansan Sponsored events to both promote the Granada while also branding the Kansan as the go-to medium for upcoming events and social occasions. For each of these events, the Granada ran an increased advertising presence in both ROP and Jayplay. The Granada also purchased an additional social media and marketing package that included social media and on-campus promotions. Using the Kansanâ&#x20AC;&#x2122;s social media accounts, we would use Twitter and Facebook to market the upcoming event as well as give away tickets and other VIP packages. The additional package also provided the Granada with an on-campus marketing component, which meant that myself along with the Kansanâ&#x20AC;&#x2122;s marketing team would hand out flyers and other promotional materials on campus to students in heavy foot-traffic areas. For example, for the Ying Yang Twins Mardi Gras event we passed out Mardi Gras beads with an attached flyer promoting the event. The Granada supplied the promotional materials as well as paid for the additional marketing package. Along with the advertising and marketing, the Kansan-sponsored events also meant that I had to be working during the events conducting any contests we had created or mediating any other clients who were participating in that particular event. As I mentioned before, many of the Kansan-sponsored events provided opportunities to involve other Kansan clients for the purpose of cross-promoting and branding multiple clients at once. On many occasions, clients other than the Granada were able to set up tables to give out freebies and interact with students throughout concerts and events. At one event, Dr. Lenahan, a local optometrist, was even able to get on stage to give away a trip to Vegas.

examples of work

Campus Court at Naismith After working with Tony at Campus Court at Naismith for a semester already, in Spring 2012 he knew he wanted to re-brand and reposition Campus Court Apartments as a luxury apartment complex in Lawrence. To do so, we created a consistent campaign that included impressive incentives to sign leases, one of which was a free cruise. To advertise these incentives, we used ROP full page prominent advertising as well as smaller ads within ROP, Jayplay and special sections. In total, Tony increased his advertising spend by 205% over the previous year.

Quintiles When I acquired Quintiles in Spring 2012 they hadn’t advertised at all since February of 2011 due to a misunderstanding and were very displeased with the Kansan overall. After several meetings and spec ads, I was finally able to convince their Communications Director to start advertising again by means of the basketball posters. Slowly, they began to add more and more to their Kansan advertising plans by including Jayplay, ROP, and special sections including Finals Guide, Insider’s Guide, Basketball Posters and Bracket Bash to name a few. At the end of the semester they were very please with their results and made it clear they planned to continue advertising for many semesters to come. Overall, I was able to increase Quintiles’ spending 602% over the year prior, bringing in over $7,000 in one semester, which was more than they had spent in the entirety of 2011.

examples of work KU Edwards Campus Although KU Edwards Campus has advertised with the Kansan for many years, they OF have often bounced around without a consistent or semester-long campaign. When I acquired their account in the Spring of 2012, I worked with the head of their marketing department to really plan out the entire semester and to make sure that no special sections or important dates were missed. Through a consistent branding campaign in both ROP and Jayplay as well as use of special sections such as Finals Guide, KU Edwards Campus was able to maintain a consistent presence in Kansan products throughout the Spring 2012 semester. Additionally, their sales within the Kansan increased 145% from the year prior.

Plaza Shopping. Vampire Movies. Psyc 300. Take a summer class at KU in KC.

STE P h

Dancefestopia Dancefestopia was a new business I activated in March of 2012. I worked with them to not only create an extensive color print campaign, but to also purchase marketing efforts for on campus flyer and t-shirt distribution. In total, Dancefestopia spent $2,850 over three months of advertising in the Kansan, and due to their success plan to advertise again for the event next year.

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It’s your summer. Make the most of it. Overland Park, KS 66213 • SummerOfYou.org

University Relations University Relations was a zero-quota account I acquired that rarely advertised. However, when I saw an opportunity for University Relations to preach safety to the students (celebrating the basketball team’s success), they jumped at it and bought a $1,071.78 full-page, full-color ad the day prior to the Final Four game. The KU Men’s Basketball team had just made it to the Final Four of the NCAA tournament, so immediately following I used a sense of urgency to encourage University Relations to secure the space.

leadership & innovation As the leader of an experienced team, it became my goal to find new and innovative ways to motivate this group of seasoned sellers. To start, that meant quick-paced and easy to follow incentives. I created this Bingo board at the right and used it a few times during my time in management at the Kansan. After 6 pm the night prior to any Bingo incentive, I would scramble the spaces and send it out to my team, setting the deadline from completion at 4 pm the next day. The first team member to complete a successful Bingo would be given an incentive such as an additional cash bonus or another appropriate prize. The Bingo incentive worked well because it was quick-paced with an immediate payout on the same day as competition. Additionally, no Bingo was possible without some sort of sale AND new business contact, encouraging sales representatives to constantly be utilizing new business. Aside from incentives, I needed to revisit how normal team activities would be conducted with a group of already well-established sellers. Instead of training-based team meetings, our meetings became more of brainstorming sessions where we could each voice our problems and concerns with clients as of late and try to determine new ways of dealing with stubborn or difficult sales. I also knew that my team was very motivated by numbers and competition, so within the Kansanâ&#x20AC;&#x2122;s set of Google Docs I made an additional folder for my Majors Team to stay informed. There I kept an active running total of all revenue my team generated, divided into our active account quotas, new regional and national business acquisitions, and a total number of all sales together. Lastly, there was a section where team members could see how much they could potentially get paid in a given month. The screenshot below was taken from the spreadsheet in mid-January 2012.

awards & recognitions Saturday Morning Sell Off Last year at CNBAM in Miami I had the great pleasure of representing my school in the Second Annual Saturday Morning Sell Off. The Sell Off was by far the highlight of my vacation in Miami, and it was truly a thrill to get to showcase my passion on stage in front of all of my peers and mentors. I know my competition was extremely stiff, including schools such as Cal Poly and Michigan, so winning was truly an honor. While attending the conference at all was a great experience, winning the sell-off made my week all the much better. My time at the Kansan is easily the highlight (or several highlights) of not only my college career, but the start of my professional career as a whole. Getting to showcase what the Kansan taught me was, and still is, one of my proudest professional moments.

University Daily Kansan Awards Every month awards for best staff members in every position are given out according to who the managers saw exerting the most effort throughout that month. Additionally, at the end of every semester the members of the Kansan staff have the opportunity to vote for their peers to win awards in a variety of categories including an award for every position on staff, as well as awards for other key players such as “Most Motivational” or “Most Kansan Pride.” I won numerous awards while employed at the Kansan, all of which are listed below. awards won while at the Kansan

Major Account Executive of the Semester Spring 2012

Lorin Jetter Advertising Director

Sales Manager

• Major Account Executive of the Semester (Spring 2012) • Zone of the Semester (Spring 2012) • Manager of the Semester (Fall 2012) • Salesperson of the Semester (Fall 2012) • Manager of the Semester (Summer 2012) • Salesperson of the Semester (Summer 2012) • Zone of the Semester (Summer 2012) • Account Executive of the Semester (Spring 2011)