2013-5b by CNBAM

MEGAN SCHNEIDERADVERTISING MANAGER

CENTRAL MICHIGAN UNIVERSITY

January 23, 2013 Dear CNBAM Judges: It is with great pleasure that I write this letter of recommendation for Megan Schneider for CNBAM's 2013 Advertising Manager of the Year. I have had the honor to work with Megan and watch her grow over the past two years on the advertising staff of Central Michigan Life. Megan has risen through the ranks in our organization, starting out in our "Shark Tank" as a sales trainee. Megan had to prove herself in order to earn a territory and the title of Account Executive. Megan studied other sales representatives, mentored with advertising managers and worked her way up to Advertising Manager this past fall. During this time, she also balanced other interests and leadership roles at Central Michigan University, including a year as a Residence Assistant. There were many days that Megan ran on no sleep and sheer will. But through it all, she never failed in her dedication and passion to Central Michigan Life. As an account executive, Megan believed in relationship sales. She never went in for the kill, but instead took the time to learn about each of her clients likes and dislikes. She studied her advertisers' customers and worked to develop advertising messages that would bring her customers results. Megan's calm nature, positive attitude and creative approaches made her a great representative and helped her achieve her goals almost every month. As an advertising manager, Megan has approached her role in a similar way. Keep calm and carry on. Megan believes that positive reinforcements builds positive attitudes and positive results. In planning for her first semester as an advertising manager, Megan attended CNBAM's Summer Advertising Managers conference. She came back confident, fired up and ready to implement changes to the department. Megan wanted this new staff to have as many tools as possible to be prepared, trained and motivated. In her first semester as Advertising Manager, Megan has led our sales staff through an improved sales training process; introduced a new multi-media sales opportunities including mobile; and established new reward and recognition programs to keep the staff motivated. And on top of it all, managing her own account list of many of CM LIFE's largest accounts. And how has this worked out for her? Megan's sales team has exceeded their first semester goals by 14% and she has exceeded her personal goals by 7%. I have mentioned to her more than once that I have never seen a more calm staff. At times it frightens me how calm they are. "Why aren't they freaking out about making their goals?" I ask every month, freaking myself out. And at the end of the each month her team's revenues are on the mark. By the end of Megan's tenure as advertising manager, I hope to learn her "Keep calm and carry on" philosophy. It is for all these reasons, and more, that I enthusiastically (but calmly) recommend Megan for the CNBAM 2013 Advertising Manger of the Year award.

Kathleen Simon Sincerely,

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

January 23, 2013 Dear CNBAM Judges: Please accept this letter of recommendation for Megan Schneider as CNBAM’s Advertising Manager of the Year. I have had the privilege of working with Megan for the past two years and this year she is my Advertising Manager at Central Michigan Life Newspaper. Management is a tough job. In any profession, and at any age, balancing the role between mentor and authority figure, and colleague and friend, is a challenge. While it is a challenge, it is a challenge that Megan overcomes day after day. Last year Megan was a Senior Account Executive and I was new to the job. She offered advice, listened to problems, offered creative solutions, and became someone in the office that new hires on staff looked to as a role model. She has carried this reputation over to her management style and it is acknowledged and respected by each student in the office. Megan leads by example. She is always working on new sales pitches, spec ads, or motivational tools for the office. She is not only an exemplary Advertising Saleswoman, but is also an extraordinary Advertising Sales Manager. In addition to seeing her clients and making her monthly goals, Megan holds weekly meetings for her team, as well as meeting with us one-on-one. She knows that not everyone on staff responds the same way. Megan knows when to push and when to dish out “tough love,” but she also knows when to be encouraging and supportive. It takes a unique manager to be able to balance that line with each of the students on staff, and that is exactly what Megan does. In addition to being Advertising Manager, Megan is involved in campus RSO’s, volunteers whenever she can, and of course, is a full-time student. Even on her “off time,” she is never off the clock. To Megan, Central Michigan Life is not a nine-to-five job. She is extremely dedicated to her clients and to our staff. She is constantly taking calls, sending emails, and brainstorming new spec ad ideas. Megan is always looking for new opportunities to boost morale and new clients to increase revenue. Megan has “it.” She has that thing that makes her staff watch and listen to her. She leads by example, she leads by encouragement, and she leads by challenging us. Megan has offered me advice and moral support, as well as sales ideas and techniques. Without her guidance, I would not be the advertising representative I have become today. Megan’s professional attitude and willingness to help those around her are infectious and will make her an extremely positive addition to any company she moves on to. It has been an honor working so closely with Megan and getting to know her on such a personal level. Inside and out, Megan is a tremendous leader and I look forward to seeing what the future holds for her.

Rebecca Paciero Sincerely,

Rebecca Paciero Senior Account Executive/Training Manager Central Michigan Life

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

Personal Philosophy Dear CNBAM Judges, “Desire to inspire before you expire.” May of 2009. My senior year of high school. Alone, I slouched over in my car, the Temple Theatre staring back at me. One hour from then I would walk. The walk I ever so often dreamt of for years. The walk that puts everything I’ve ever known behind me. It was a sign I was looking for. An answer to the parade of questions, wondering where to take my life from here. “Desire to inspire before you expire,” it said, so elegantly painted on the abandoned building opposite the theater. I thought back to that moment my first day as Advertising Manager for the Central Michigan Life newspaper. How I’ve grown, how I’ve changed, how I’ve inspired. Being a student ad manager is interesting because instead of professionals, we work with students. To me that meant more than just a title or a pay raise, but an opportunity to guide these students, mold them into passionate and successful individuals, and inspire. To inspire a group of individuals my age meant I had to step into the role as leader, motivator, and innovator. I had to bring my own unique set of talents and leadership abilities while still embodying the attributes of previous managers in hopes of leaving a footprint on the lives of my ad reps as my managers did me. But most importantly I wanted my ad reps to have an experience they will carry with them for years to come. To walk into this office on their first day and be given the opportunity I was given to grow. Grow as an individual, as a salesperson, and as a professional. Coming in as Advertising Manager I knew there would be challenges but I was excited to tackle them head on by mirroring the managerial qualities I previously stated. Below is a summary of how I was able to embody my own unique set of talents, leadership abilities, and exceptional managerial skills to blossom into a quality manager. Lead by example. I wanted to first make it clear to my ad reps that I was more than just their manager; I was their leader. I wasn’t the person with the most money or glory but the person who took all of the blame when anything went wrong, handled client criticism, and took on the tasks others were hesitant to do. While I was their leader I understood the importance of leading by example. To me that meant making my goal, being in the office at 9 a.m. on a Friday, making up for my team’s lost revenue, and building long-lasting client relationships. It was my passion for the CM Life newspaper that I wanted to the ad reps to clearly see and embody. New revenue. When our office was down on their goals it was my job to brainstorm new revenue ideas. The management staff and myself would dedicate time to researching competing media for cold calls and brainstorm new section ideas. This year we implemented a few new special sections to increase revenue when dollars were lost. New special editions included the CM Life Bucket List, the Soaring Eagle Water Park and Hotel Special Edition, and mobile bundling. Our new special editions along with continual research for cold calls brought us in about $66,000 worth of new revenue. I found this to be one of the most important aspects to being a manager because (as I lead into my next point) it’s difficult to motivate a staff when revenue is down without creative and innovative ways to boost it back up.

CENTRAL MICHIGAN UNIVERSITY

Personal Philosophy

(cont.)

Motivate. This year we had a large turnover, which meant we were losing all of our trained, acclimated sales people to the real world. But that was a challenge I was ready to tackle when we hired a young, fresh group of hungry-eyed individuals. With everything these ad reps needed to be trained on (effective sales presentations, communication, building relationships with clients, etc.) the most important thing for me to do as a leader was continue to encourage and motivate the new ad reps. Motivational tools such as “Mama’s Fridge”, “Café Kudos”, and the leader board kept our team on their toes and hungry to strive for more. Bi-weekly one-on-ones was crucial in the success of my team. This allowed me to dig deeper and understand the root cause of issues ad reps were having with difficult clients or lost revenue. It provided an opportunity to get to know my ad reps on a personal and professional level so they were comfortable talking with me about obstacles they were facing. Keep calm and carry on. I find our office atmosphere to be a little different this year in which I believe is partly due to my relaxed personality. The key is to trust yourself and your ad reps. When deadlines near, instead of frantically rushing around the office assuming my ad reps have not done their job, I remind them of the coming deadline and the goal they need to make, and not to mention encourage them. “I know you can do it.” “You can continue to impress me so now lets go make this sale!” “Don’t give up when you have had so much success thus far.” With the right attitude the work will get done. This all brings me back to the idea of leaving an everlasting impression on my ad reps. I walk into work day after day with the desire of inspiring these unique and talented individuals before I’m gone. My goal is to leave CM Life in a better place than it was when I inherited it. Through the dedication, passion, and hard work of each individual on staff, I have no doubt in my mind I will have accomplished my goal with the help of my team. I want to thank you for this amazing opportunity to share with you my experience with CM Life. I feel honored to be considered for such a prestigious award as Advertising Manager of the Year. Thank you for your time and consideration. “When you have exhausted all possibilities, remember this - you haven’t.” –Thomas A. Edison Sincerely,

Megan Schneider Megan Schneider Advertising Manager Central Michigan Life Central Michigan University

CENTRAL MICHIGAN UNIVERSITY

APPENDIX

MEGAN SCHNEIDER

1. Resume 2. Advertising Manager Expectations 3. Goals and Revenue 4. Recognition+Motivation=Success 5. Recognition+Motivation=Success 6. The IV Drip & Struggle Bus 7. The Cold Call 8. New Revenue Ideas 9. CM LIFE Mobile App

CENTRAL MICHIGAN UNIVERSITY

Megan Schneider

Integrate Generate Develop Innovate Excel Balance Advance Scheduled Influence Revamp Formulate Implement Exceed Collaborate Accelerated Enhanced

who I am A visionary who thrives on pressure, deadlines, and a marketing challenge; who passionately advocates for their client by understanding the customer and producing multi-faceted media campaigns that achieve clientâ&#x20AC;&#x2122;s stated goal.

what I have accomplished Humane Animal Treatment Society Mount Pleasant, MI 2013-present PR Intern

-Maintain social network sites such as Facebook, Twitter, and Pinterest. -Design brochures, posters, and pamphlets for events. -Educate the public about services offered.

Central Michigan Life Mount Pleasant, MI 2012-present Advertising Sales Manager

-Lead and motivate a sales team of 15 representatives to maximize sales through effective sales presentations and skilled media programs. -Determine monthly goals, individual/team, of 50,000+ and lead the staff to meet/exceed these goals. -Build and maintain accounts in the Mount Pleasant area through client relationships, effective sales presentations, and maintaining client campaigns.

Central Michigan Life 2011-2012 Advertising Executive

-Strived to maintain and manage accounts through various media: print, digital, and outdoor. -Met and exceeded individual and team sales goals through effective sales presentations and client campaigns. -Brought new business by effectively prospecting the region. -Generated $95,490.05 in sales since January 2011.

CMU Residence Life Mount Pleasant, MI 2010-2012 Resident Assistant

-Built and maintain a community among the floor and hall. -Planned, promoted, and presented monthly programs of all types. -Mediated issues among residents and roommates: listened, advized, resolved. -Mentored first year students.

CMU Camps & Conferences Mount Pleasant, MI 2011-2012 Conference Assistant

where I found my passion

why you need me

Central Michigan University Mount Pleasant, MI Bachelor of Applied Arts -Integrative Public Relations Expected Graduation: May 2013

989-482-8195

-Counseled youth sports camps. -Planned programs and built relationships.

schne1me@cmich.edu

how I have made a difference Alternative Breaks: Participant and Site Leader: For the last 3 years I spent my spring break bringing justice to social issues in different areas of the US International Student Volunteers: In the summer of 2012 I journeyed to Ecuador to help build a playground and teach English to underpriveleged students.

1810 Edgewood Dr. Mount Pleasant, MI

ADVERTING MANAGER EXPECTATIONS MEGAN SCHNEIDER

Responsibilities primarily include managing the CM Life Advertising Executives, conduct and lead weekly meetings, act as a PR agent for the CM Life newspaper using marketing and PR tools, and most importantly build revenue through effective sales presentations and multi-faceted media campaigns. Day to day functions • Meetings Conduct weekly team meetings and bi weekly one-on-one sessions to brainstorm, review goals, role-play, review deadlines, and obtain suggestions on tools they need from management to be successful. • Meet weekly with advisor to review status of current numbers, issues, and brainstorm • new revenue opportunities. • Lead Friday weekly staff meeting. Discuss new revenue opportunities, review goals, • and conduct team building and motivational exercises. • During the crucial first 6 weeks provide reassurance, knowledge, and help to keep new staff organized and motivated. • Meet with Professional Design staff and student graphic designers to review expectations for the semester. Develop a communication plan to keep open dialog between staffs. • Attend monthly production meetings with edit and production staff. • Build and maintain client list by making face-to-face calls, maintaining client relationships, and help clients reach their overall advertising goal (give them a return on their investment). • Create and distribute spec ads to clients for fresh and exciting ideas. • Search for new revenue growth opportunities by researching competing media for new accounts. Meet and exceed personal, sales team, and office goals. • • Maintain recognition program for sales staff to boost morale. • Lead by example and demonstrate the tools to be successful to ad reps.

CENTRAL MICHIGAN UNIVERSITY

GOALS AND REVENUEMEGAN SCHNEIDER Personal SALES GOALS 2012 Month January February March April/May Aug./Sept. October Nov./Dec.

Goal $4,259.43 $4,333.53 $3,343.11 $9,148.23 $14,009.62 $8,244.00 $13,706.87

revenue $3,472.72 $2,257.55 $4,490.70 $9,767.64 $16,781.33 $8,164.60 $16,631.39

% made 82% 52% 134% 107% 120% 99% 121%

NEW ACCOUNTS ACQUIRED Salon 312 Members First Credit Union Let’s Roll Tobacco Oakland University 9 and 10 News WCZY

$269.50 $2,400.00 $1,206.30 $2,200.00 $425.00 $425.00

BUSINESS GROWTH CMU Bookstore United Apartments Hungry Howies

2011 $15,212.67 $11,520.05 $3,550.62

TEAM SALES GOALS 2012

Month Aug./Sept. October Nov./Dec.

Goal $35,761.93 $24,851.25 $24,161.98

revenue $43,636.95 $23,277.46 $30,042.90

2012 $18,197.68 $13,329.01 $7,415.38

% made 122% 94% 124%

CENTRAL MICHIGAN UNIVERSITY

RECOGNITION + MOTIVATION =SUCCESS MEGAN SCHNEIDER

Recognition

is key to boosting morale in a Sales office. High fives, small candy bags, and rounds of applause at team meetings always seem to do the trick. But this year I came up with the idea for “Mama’s Fridge.” As children the best thing in life was seeing that A+ vocab test displayed on the family fridge. In our case, well-written emails, properly filled out insertion orders, well designed ads, and awesome sales are displayed on “Mama’s Fridge.” Not only is this for the managers to recognize but also for the staff to visually see the great success their peers are having. And not to mention, it can always put a smile on your face first thing in the morning when you see yesterday’s ad hanging on “Mama’s Fridge.”

CENTRAL MICHIGAN UNIVERSITY

RECOGNITION + MOTIVATION =SUCCESS MEGAN SCHNEIDER

Cafe Kudos

gives our representatives the opportunity to give kudos to their peers. Receiving recognition from a peer is always motivating; a managerâ&#x20AC;&#x2122;s job is to recognize and acknowledge their staff for achievements but when coming from a peer it becomes more personal because that staff member took the time to reflect upon their peersâ&#x20AC;&#x2122; success. As a manager I want to make sure that my staff is given the opportunity and materials to recognize their peers.

CENTRAL MICHIGAN UNIVERSITY

THE IV DRIP & STRUGGLE BUS MEGAN SCHNEIDER The IV Drip Theory This theory recognizes the idea that continual training is key to building a successful sales team. The weekly “Sales Drip” from our Professional Sales Majors offer our staff tips on how to overcome objections, the best questions to ask, role playing, and how to build successful lasting client relationships. It’s important as a manager to continually bring knowledge to your staff for high quality performance.

The CM LIFE Struggle Bus The Bus allows representatives to write down their frustrations/struggles throughout the week and display them on the Struggle bus for others to see. At our Friday sales meeting we clear the Struggle bus. One by one we discuss the struggles and offer tips for each other on how to overcome them. This gives me a chance to acknowledge the problems my staff is facing and later reflect on what I can do as a manager to help them overcome their obstacles.

CENTRAL MICHIGAN UNIVERSITY

THE COLD CALL

MEGAN SCHNEIDER The Cold Call As a manager I see the cold call as being a crucial element to the success of our business. This year I was driven to design a process that helped my executives master the technique of cold calling in order to build our client list and boost our sales/revenue. With a detailed presentation, a cold call script, and a ledge of questions, our representatives have been able to achieve the technique of cold calling. This year we added 83 new clients to our list and generated $57,110.05 in revenue from cold calls/new clients.

T.E.C.C. Board (The â&#x20AC;&#x153;Effingâ&#x20AC;? Cold Call Board) keeps track of cold calls our representatives are working on. This allows the representative to visually see their progress with the business as well as myself and the other managers. This gives me the opportunity to know exactly how well my representatives are moving along with their cold calls and then brainstorm how we can make that sale.

CENTRAL MICHIGAN UNIVERSITY

NEW REVENUE IDEASMEGAN SCHNEIDER Soaring Eagle Hotel & Water Park Special Edition The Waterpark Edition was a special edition created to congratulate the Saginaw Indian Chippewa Tribe on their new Waterpark and Hotel. It was a chance for us to give back to the Tribe as they are very loyal to CM Life and recognize their efforts in the Mount Pleasant community. We produced $5,915 in new revenue.

BUCKET BUCKET LIST LIST

G R A N D

O P E N I N G MAY 21, 2012

February 1, 2012

What's onon yours? yours? What's

What's on Yours? Hey CMU Seniors, did you know you only have 12 weeks until graduation? What is left on your CMU Bucket List to do? Central Michigan Life has compiled a list of 200 different suggestions gathered from our staff and our readers. How many can you check off as D.O.N.E. ? And, for all you CMU underclassmen out there: Get on it! The time goes by fast and there are hundreds of things to do and experience in your home away from home.

S AV E T H I S H A N D Y R E F E R E N C E , A N D B E S U R E T O S H A R E W I T H U S W H AT YO U ’ V E A C C O M P L I S H E D D U R I N G YO U R T I M E H E R E AT C M U.

The Bucket List The Bucket List section was an idea the managers worked together to create. We were looking to not only increase revenue but also showcase our client businesses and the exciting products/services they have to offer; products/services you wouldn’t want to leave Mount Pleasant without trying! We brought in $2,635 in new revenue.

Your Family

ION FUN-CDeAstiTnation! APRIL 27, 2012 A Look Inside...........................3

Getting Connected ....................8

Hotel Information ......................5

New Jobs For The Area ..............8

Waterpark Welcoming ................6

Community Reactions ................9

Photostory ..............................7

Something For All .................. 10

CENTRAL MICHIGAN UNIVERSITY

CM LIFE MOBILE APP Get in the Game! CMU Football season is the biggest time on campus and in Mount Pleasant during the fall, so score big with a

Print, Digital and Mobile combination!

Game Days

These special prices give your business a great impact during this high readership time!

Thursday, August 30 CMU vs. sE Missouri state

Get 1 online rectangle ad from aug. 29-nov. 28, 7 front page ad strips, as well as 2 mobile push notifications per game day Plus, bonus 8th page 1/2 off!

Saturday, October 20 CMU Homecoming vs. ball state

It is election season, and tight races are predicted at all levels - local, state and national. Central Michigan Life, is the most followed media in the Mount Pleasant and Central Michigan University communities, offers a diverse readership for all political parties - students, faculty, staff AND community readership.

Saturday, November 3 WEsTERn WEEKEnd

Get 1 online tile/button ad from aug. 29-nov. 28 and 1 mobile push notification per game day. Plus, bonus 8th half page at 1/2 off!

Saturday, November 17 CMU vs. Miami

295 buy 7 quarter pages at $295 each - free full color included. per ad

2012 Political ad Rates

Saturday, October 27 CMU vs. akron

495 buy 7 half pages at $495 each - free full color included. per ad

central Media cafe

Friday, October 12 CMU vs. navy

795 buy 7 full pages at $795 each - free full color included. per ad

.c om

Saturday, September 8 CMU vs. Michigan state

Multi-Media Buys

Plus, bonus 8th quarter page at 1/2 off!

All paid and discounted/free ads must run in FALL 2012 semester at customers discretion. Advertisers can choose to use front page ad strips and push notifications in different days than ads run.

will be used heavily during football season to promote our advertisers. CM Life has the largest fan base of any media on Facebook and Twitter in Mount Pleasant.

LIFE CENTRAL MICHIGA N

Gosse makes impact as she adjusts to college lifestyle, 7

Social Media

Central Michigan University

Vice president forums

By Annie Harrison

| Friday, Oct. 7, 2011

Phi Mu sorority asking for donations to sign giant beach ball,

[cm-life.com]

begin, two finalists seeking

will visit campus Senior Reporter after an exCherise Peters, former tended nationwide search that ciate asso- will undergo began last spring. Central Michigan a series of interThe forums ment vice president for enroll- views Univer- will be Western Washington and open forums. sity is holding open services and registrar University, forums next dates’ held during both candi- Georgia at Daniel Shelley, Three previous week for two finalists visits State University, assistant vice finalists viswill ited campus seeking the Bovee from 4 to 5 p.m. in visit campus the position of the and held open fo- president for enrollment manThursday. University first agement and director rums in April and Search committee ident of Enrollment vice pres- Lake Michigan Room. Center’s May. of unand Student dergraduate Melik Peter Khoury, man Chris Ingersoll, co-chairSteven Johnson, associate Services. dean of the vice senior Rochester admissions at the vice College of president president for Strategic Institute of TechnolCMU announced Poin a press agement for enrollment man- and Kevin Health Professions, sitioning release that two VPESS at Upper Iowa Univer- ogy were all finalists as of April. Love, a professor finalists will visit at Howard University, management, of sity, Eileen Coughlin, Ingersoll campus Monday. announced in vice presi- be reached and Love could not dent for the release that the for comment. candidates Academic Student Affairs and Support Services at university@cm-life.com

78 fewer students on campus this year

GRIFFIN POLICY

Freshman class down by 316

Off-campus FTIAC freshman enrollment, however, A LOSS | 2

CMU FALL 2011

w Overall Enrollment: 28,311 w Undergraduate Enrollment: 21,698 w Graduate enrollment: 6,613 w Minority Enrollment: 4,718 w New Freshman (FTIAC) Enrollment: 3,899 w Other Freshman Enrollment: 1,191 w Total Freshman Enrollment: 5,090 w Undergraduate Student Credit: 284,200 w Graduate Student Credit Hours: 43,106

436 Moore Hall, CMU, Mt. Pleasant P: (989) 774-3493 F: (989) 774-3040 advertising@cm-life.com

*Data from the Office Institutional Research of

About fifteen students stand in a circle and release yellow balloons evening outside Charles to symbolize their experiences V. Park Library.

PHOTOS BY ASHLEY

related to suicide as

MILLER/STAFF PHOTOGRAPHER

part of Suicide Prevention

never forgotten

Week on Wednesday

State and local and university leaderspoliticians will meet Monday to discuss the future of higher education in Michigan. The semiannual Griffin Policy Forum will cover “The Future of Higher Education in Michigan” and will begin at 7 p.m. in the George Ross Powers Hall Ballroom. The forum is sponsored by the Robert and Marjorie Griffin Endowed Chair in American Government, the College ities and Social and of HumanBehavioral Sciences, and the department of political science at Central Michigan University.

The event will be by Peter Luke of Boothmoderated vices. Panelists includeNews SerMichael Boulus, executive director of the presidents’ council and versities of Michigan, state uniDon past chairman of MichiganGilmer, house appropriation and higher education appropriation committees, Lou Glazer, Michigan Future Inc. President, and University President George Ross. Griffin Endowed Chair Maxine Berman said she is excited to have such a diverse group on the panel to discuss the issue at hand. “The panel will bring many different perspectives, can each talk separatelyas they about the issue as it ties to the budget, the history of institutions philosophical aspects,” and the she said. The forum will be structured with the first half dedicated to panel discussion overseen by the moderator, and the second half will be an open question and answer session for the audience. Sarah Buckley, CHSBS coordinator of marketing and events, said past audiences forums have always of Griffin been glad to have the opportunity to speak their minds in this format. “The forum is a good opportunity for students, faculty and the community to learn more about the issue by asking questions in addition to listening to the panel

Students release balloons, reflect on personal experiences with suicide | Staff Reporter

By Jamie Favazza

Corrine Kay was sitting by the pond west of the Charles V. Park Library Wednesday evening when she noticed balloons being inflated nearby. “The one night I decide to take a walk, and I find this happening,” Kay said. The Ann Arbor freshman found about 30 students with yellow helium-filled balloons writing thoughts, poems and prayers on purple paper butterflies they then tied to a balloon’s string. They were forming a circle and preparing to launch the butterflies and balloons into the sky in a symbolic launch as part of Suicide Prevention Week. “I found out that the event was personal, Ann Arbor freshman Corrine because my dad died from Kay suicide two years before the Suicide Prevention holds on to her balloon and attached note to her father ago,” Kay said. Week symbolic balloon Her butterfly read, Charles V. Park Library. release Wednesday evening “I miss you Dad, outside you’re the best.” “I don’t know where that balloon’s going to land, but I know he sees it,” she said.

• 72% of college students are interested in politics • 87% of college students say they will vote in the next election

In this same survey, these 18-25 year olds said the most important issues to them are:

By Alayna Smith Staff Reporter

28% economy 16% social issues 20% health care 15% energy

When it came to party affiliation, college students identified themselves as:

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2012 Holiday Package A BALLOONS |

Greeks react to suspens

By David Oltean

If you go...

Forum to focus on future of higher ed

By Mike Nichols Senior Reporter

Central Michigan University had a loss of 78 students this fall with of 28,311 registered. a total This is a 0.3 percent decrease, according to the Office of the Registrar’s annual report. Mary Meier, assistant rector of institutional disearch, was responsible refor producing the statistics. She said the numbers taken from enrollment are annually after the eighth day of classes, 10 percent of the way into the They use a data semester. freeze file that produces a snapshot of who is enrolled at the time. “We know we’re comparing equivalent in time,” she said. points “I think it’s a good way of doing it. That’s the way most other universities do it.” The most significant change was the drop of oncampus first-time-in-anycollege (FTIAC) by 316 students, freshmen a 7.5 percent loss from fall 2010. It was the largest percent loss of the one-year enrollment comparisons.

According to a 2012 HuffingtonPost.com survey:

position

Steven Johnson w When: 4 p.m. Monday w Where: Bovee University Center’s Lake Michigan Room. Cherise Peters w When: 4 p.m. Thursday w Where: Bovee University Center’s Lake Michigan Room.

“I don’t know where that balloon’s going to land, but I know he sees it.” Corrine Kay, Ann Arbor freshman

31% democrats 8% independent 15% republicans 36% undecided

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A FORUM | 5

ions

with non-fraternity Senior Repor ter broth- suspensions. ers, while Alpha However, Chi After the suspensions was suspended until Rho Jackson emphasized the the importance fall of 2014 for of Lambda Chi of the policies hazing al- held Alpha and legations. Alpha Chi Rho, by Greek Life. the Cen“It’s obviously Lambda Chi Alpha’s tral Michigan a sad day University was fate any time Greek community determined by our communithe all- ty gets is now Greek left with nine smaller,” Jackson social fra- Alpha judicial board and said. ternities. “It’s unfortunate Chi Rho’s hazing for al- an organization legations were Both suspensions investigat- alumni and the were ed and issued during the to acted upon by their tory over lose all that hisSeptember, but month of national chapter. the actions of the groups a few members, Mount Pleasant faced their suspensions senior for fraternity but in order for Taylor different reasons. Jackson, life to grow, Lambda dent presi- everyone Chi Alpha was needs to be held suspended nity of the Interfrater- accountable for four years Council, said to the same for cident involving an in- sad to see the Greekhe was policies and standards.” alcohol munity comshrink after the Alpha Chi Rho, 614

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Mobile Mobile is becoming more and more relevant in our community and although many believe print is a dying medium in our society, I find myself disagreeing. As a manager I want to make my executives aware that mobile/digital mediums are not replacing print but an opportunity for new revenue. With this being said I wanted to concentrate on bundling and not solely selling mobile. Bundling mobile with every special section, contract, and special editions we produced in 2012 was necessary and not only brings in new revenue for us but gives our clients the opportunity to reach further into their target market.

CENTRAL MICHIGAN UNIVERSITY

CNBAM Advertising Manager of the Year Submission Paul Gimmel

The Daily Kent Stater Office Of Student Media 205 Franklin Hall, Kent State University 330-672-2586

January 9, 2013 To whom it may concern, I am writing this letter to recommend Paul Gimmel to you as the CNBAM’s Advertising Manager of the Year. Paul is a senior managerial marketing major at Kent State University and works as the Advertising Sales Manager for the Daily Kent Stater. Paul began working at the Daily Kent Stater during the fall semester of 2010 and became the manager in the spring of 2012. As a previous Account Executive of the Daily Kent Stater, I have had the privilege of working with Paul as my manager. I began working at the Daily Kent Stater in the fall of 2011 and left when I graduated this past December. Paul is by far the most influential member of the staff, but in particular with training the new staff members. He always takes the time to make sure everyone is comfortable in the environment. All too often, Paul will go beyond his responsibilities to push other students on the staff to fulfill their true potential. Paul is the prime model of leading by example. His communication skills via telephone, email and in-‐person meetings are exceptional. These communication techniques have become the standard procedure in our office. Since his tenure as manager, Paul is responsible for over $373,000 in team sales for the Daily Kent Stater, of which, $131,835 were his personal sales. He is also responsible for about $100,000 more in team sales from the other media he manages. Paul led the team to finish 29% over the goal in spring 2012, and 4% over goal in summer of 2012. Paul handles some of the toughest accounts with ease and grace. Whenever a problem arises, Paul always handles the situation promptly and professionally. Paul’s personality is very easy-‐going and likeable, which excels him to be great at what he does. Maintaining professional business relationships is something that Paul takes seriously and passes on to his staff. He always meets his sales goals and pushes others to do the same. Through his years of experience in the Kent State Office of Student Media, he has worked with every media outlet, including broadcast (TV and radio), online, mobile and print (daily paper and magazines). Outside of the office, Paul is a member of the American Marketing Association and the Alpha Tau Omega Fraternity. Paul’s motivation to always be involved outside of the classroom is what makes him stand out from the rest. He always treats people with genuine respect and generosity. I cannot recommend Paul enough for the Advertising Manager of the Year Award. He is a highly qualified candidate that possesses the expertise and experience to deserve this great honor. Please feel free to contact me if you would like any additional information on this extraordinary candidate. Sincerely, Tom Grasso Kent State University 440.668.1242 (cell) tgrasso1@kent.edu

January 18, 2013 CNBAM Board Re: Sales Manager of the Year Award Dear Board Members, I am submitting this nomination on behalf of Paul Gimmel for the Sales Manager of the Year award. Paul began working in the Office of Student Media at Kent State University during the Fall 2010 semester. Paul was eager to learn and we saw his leadership potential right away. Paul wanted to learn as much as he could. He began selling advertising for our six magazines that fall and did a fabulous job. For the spring semester Paul sold for our two broadcast units – TV2 and Black Squirrel Radio. He was just as successful in broadcast media sales. Paul moved into selling our newspaper, the Daily Kent Stater during the summer of 2011. He continued with the Daily Kent Stater that fall and was awarded the position of Daily Kent Stater sales manager in the spring of 2012, a position he continues to hold. In fact, we only had one sales manager in the past hold that position for three semesters. Paul managed this feat because he began working with us early in his college career and has done such a stellar job our governing board unanimously chose him again! Paul is a born leader. His direct supervisor, Tami Bongiorni, and I trust him completely to manage the student staff. He sets the bar high for them. They like and respect him and want to work hard for him. He works closely with the new reps and often goes out with all of the reps on outside sales calls. Tami left for maternity leave last April. We all know how hectic April is. Paul took over. I didn’t have to step in at all to make sure things were running well with the sales staff. I was so relieved and grateful because I had so much on my plate. Luckily Paul worked in the sales office this past summer. Tami did not come back to work until late July. Again, Paul’s leadership helped me to focus little on Tami’s responsibilities and more on mine. Nashville was Paul’s first CNBAM conference. At Kent State we fund most of the student’s first conference. Paul enjoyed CNBAM so much he paid his own way to go to Miami. I had so many compliments about Paul from other advisers in Miami. Tami was unable to attend and Paul kept a watchful eye on our students in Miami.

Paul is a leader outside of our media office. In addition to working in our office this past summer, Paul was an intern at WRL Advertising in Canton, Ohio. He’s a member of the American Marketing Association and leads a team of nine other students in an international case competition. He has also held several elected executive board positions at his fraternity, Alpha Tau Omega. Paul is a senior Managerial Marketing major, which means we’ll lose him at the end of the Spring 2013 semester. Perhaps I can persuade him to go for his masters? Paul is one of those outstanding student leaders. He has a can-‐do attitude, is highly responsible, has a strong work ethic, and is well liked and respected by his supervisors, student staff and clients. Paul deserves the recognition of the Sales Manager of the Year. Please feel free to contact me if I can provide any additional information. Sincerely, Lori Cantor Manager Office of Student Media Kent State University Kent, OH 330.672.0887 lcantor@kent.edu

Personal Statement of Management Philosophy My actions and experiences throughout my life and during my tenure at the Office of Student Media has positively shaped the way I lead the advertising staff of The Daily Kent Stater. In return, my tenure at The Daily Kent Stater has also positively shaped my life and has allowed me to experience and begin my career in media sales and advertising. The start of 2012 began the start of my management position at The Daily Kent Stater. I was extremely nervous for my first day. Handling the national accounts, managing 13 different media units and keeping my team motivated enough to go above and beyond their sales goal was a very intimidating experience. I sat down at a desk that was used by the people who shaped the professional I am today. Our Fall 2011 numbers were up, and I needed to do everything that I could to continue that trend. Not only was it my first day as sales manager, but I had two new account executives that were looking up to me for guidance. Both of the new hires had no previous sales or advertising experience, and everyone understands how challenging of a job this can be for a new hire. I wanted to make myself a valuable resource to them, and to the rest of my staff. I took it upon myself to always make sure that my staff knew that I wasn’t managing them. We are a team together. I provide them all the training, tools and resources they will ever need, and of course, if they ever need me I am always available. Some account executives can perform very well without much assistance, while others need some help creating a proposal or prospecting clients. The staff knows I am here for them, yet I respect their accounts, and I do not want to overstep any boundaries. My first semester as manager started off extremely well. Sales were high and my team was constantly exceeding goal. I was manager for about one month when I found out that my supervisor and mentor, Tami Bongiorni, was pregnant and would be going on leave in a couple months. During the time that she was on leave, the Daily Kent Stater was preparing for our “Last Call” paper. This is the last paper of the semester and is one of our larger special sections. This was my first time taking full responsibility for the sales and production of a special section. I was able to produce a section that was 40% larger than the year before. We finished this semester above goal, a great way to begin summer. During the summer, Tami was still on maternity leave, and I was splitting my time between my summer internship at an advertising agency and the Daily Kent Stater. At the Daily Kent Stater I was training two existing staff members to sell for a daily paper, instead of digital. In addition, we were finalizing the launch of our new mobile application and preparing for our largest paper of the year, the Orientation issue. This issue is responsible for over half of summer’s total revenue. Tami returned to work a couple weeks before the space reservation, and my staff finished at 104% to goal. This was incredible semester for me because I had pretty much done everything single-handedly. I knew that Tami was there for me if needed, but I had proved to my team and the professional staff that I had the knowledge and experience to be where I was. With the continued trend moving towards digital, it was important for me to understand how this will affect our business. I was heavily involved in the marketing of our new mobile application, and a lot of pressure was put on our sales team. To solve the need for an increase in digital advertising, I created a digital advertising sales team. The digital team sold advertising and provided account management for our three websites, and the mobile app. They worked as a team with print representatives, and allowed us to put a larger focus on digital media and really grow our digital sales. The app launch was a success and there was a large increase in overall digital business, especially with new digital business.

We finished this fall at 90% to goal. Our national accounts spent a significantly smaller amount of money than they did in years past. This was definitely an unexpected hit. Our percentage of local and on-campus ad revenue increased dramatically and my reps worked harder than ever to do as much as they could to soften this blow. To make sure that this doesnâ&#x20AC;&#x2122;t continue into the spring, I made some very drastic changes. A large emphasis is being put on in-person client meetings. The reps are now required to do three inperson existing client calls a week. Already in our first week of spring, my team has gone on more inperson meetings than they did in a given month last year. This will allow them to grow their current accounts. There is also a larger emphasis on prospecting. Reps will provide reports at the weekly meetings that summarize the meetings they went on, the prospects they are going after, challenges they are having and their biggest accomplishment of the week. This will allow us to grow our new business. Both of these together will help us rely less on national advertising money and assist my staff on achieving and going above our spring sales goal. It is important for me to also understand the needs and wants of my staff. I have always assisted them on client calls and am constantly providing support and sales tips to them. I also encourage my staff to help each other out. I know that everyone of my reps can leave their work with another executive, and the task will be completed on time, and professionally. They also realize they are a team, and this can be seen through the atmosphere of the office. I know that my team looks forward to coming to work. Thereâ&#x20AC;&#x2122;s always a laugh or a smiling face in our office, and this positive atmosphere brings everyone together and encourages sales. My philosophy as an account executive, a sales manager, and as a person is very simple; I want every single person on my team to be the best that they can be. Whether it is school, work, or something personal, my staff knows I am available to talk and guide them through any situation, and because life does throw curveballs, I know that whenever I am struggling with something, they are there for me. This relationship is very unique and has strengthened our team. This helps us achieve our sales goals, or tackle the problems that do arrive. Every person I currently work with, and have worked with at the Daily Kent Stater has inspired me and left an impression on the work that I do. I will be graduating and leaving The Daily Kent Stater this May, and my only goal is to continue to earn the respect of my staff, and to inspire them to work smarter and to be a better person than they might have been before. This award is extremely prestigious, and it is an honor to be considered for it. Thank you,

Paul Gimmel Advertising Sales Manager Office of Student Media, Kent State University

Appendix I.

Resume

II.

Advertising Sales Manager Job Description

III.

2012 Sales Records & Special Advertising Sections

IV.

Motivation

Team Building

VI.

Team Building (continued)

VII.

Special Event Newspapers and New Revenue

VIII.

Marketing

Paul F. Gimmel 5th

6268 Avenue Kent, Ohio 44240 EDUCATION Bachelor of Business Administration in Managerial Marketing Kent State University, Kent, Ohio Major GPA – 3.57, Cumulative GPA – 3.30 Dean’s List Client Projects • Integrated Marketing Communications Plan for Donate Life America • Segmentation Plan for W.S. Tyler • Integrated Marketing Communications Plan for Pearson

330-858-8690 Pgimmel@kent.edu May 2013 Fall 2011, Spring 2010 Fall 2012 Spring 2012 Fall 2011

WORK EXPERIENCE Advertising Sales Manager January 2012 – Present Office of Student Media, Kent State University • Manage a team of 7 account executives • Responsible for over $500,000 annually in advertising sales across 13 different media • Succeeded highest revenue generated special section in over a decade • Handle all national advertising accounts, while maintaining service to local and on-campus accounts Junior Account Executive May 2012 – August 2012 WRL Advertising, Canton, Ohio • Provided AE’s with event planning, research, pre-meeting briefs, and miscellaneous account assistance • Collaborated with creative team to develop a concept for an International internal branding campaign • Prospected and made presented to new accounts to establish own clientele Senior Account Executive August 2010 – December 2011 Office of Student Media, Kent State University • Sold and provided account management for media including magazines, radio, TV, and newspaper • Managed important deadlines and regularly met or exceeded sales goals • Built lasting relationships with important on-campus and community advertisers • Sold over half the revenue generated for the 2011 Orientation (Back-to-School) issue, which had the highest total sales in 5 years Crew Member Arby’s, Kent, Ohio ADDITIONAL EXPERIENCE & AWARDS Case Competition Team Captain, American Marketing Association, KSU Executive Board Member, Alpha Tau Omega, Zeta Zeta Chapter Most Valuable Account Executive, Office of Student Media Most Improved Account Executive, Office of Student Media

November 2006 – February 2011

August 2012 – Spring 2013 August 2010 – Spring 2012 Fall 2011 Spring 2011

Advertising Sales Manager Job Description

•

The sales manager shall be responsible for the advertising operations of the Daily Kent Stater and all other media counterparts. The sales manager, in consultation with the Student Media Business Manager and Advertising Manager, shall appoint other members of the advertising sales staff.

•

The sales manager shall assist the Student Media Business Manager and the Advertising Manager in keeping accurate records of all media transactions involving funds received from advertising. This task shall be achieved in a manner consistent with University, Student Media and Daily Kent Stater policies.

•

The sales manager shall be familiar with the policies established by the Student Media Policy Committee and the Journalism and Mass Communication Media Board, the laws of libel and accepted practices of journalism and advertising.

•

The sales manager shall inform the Student Media Business Manager and Advertising Manager as well as the SMPC and the JMC Media Board of substantive changes in media advertising practices.

•

The sales manager shall be a key counterpart in training, managing and planning of advertising procedures and actions within the Office of Student Media.

2012 Advertising Sales Records Spring 2012

Personal Sales

Team Sales

To Goal

$57,563

$185,552

129%

$56,744

104%

$130,789

90%

31%

Summer 2012

$28,989 51%

Fall 2012

$45,283 34%

Special Advertising Sections Special advertising sections are a crucial part to the success of the Daily Kent Stater. Over the course of 2012, my advertising staff generated about $100,000 of revenue from special advertising sections. While I was manager, I took a special section that generated about $5,000 an issue and turned it into one of our highest revenue generating special sections. The spring Renterâ&#x20AC;&#x2122;s Guide generated $10,789.42, a 124% increase from the previous year. Due to an increase of off-campus housing, this issue definitely had a lot of potential. My staff was able to take this increase of housing and not only sell our services to them, but they kept their current housing accounts competitive and current. Both of these together led to a very successful Renterâ&#x20AC;&#x2122;s Guide. The issue is now our second highest revenue generating special section of the year, and is well known through campus.

Motivation Stateropoly To increase competition between the account executives, sales games are played regularly. During 2012 the sales games played included Office Basketball, Twister and Stateropoly. Rules for the games are customized to offset current challenges the sales force is facing. The winner of Stateropoly received $25 in gift certificates to a local restaurant, and a day off of work. Everyone was excited to possibly win a day off of work and this game allowed our reps to compete for that prize while increasing their sales.

Employee of the Month

At the end of every month, account executives vote for the employee of the month. During November of 2012, I was voted employee of the month by my team. This was initiated at the beginning of this fall. I brought the idea back with me from the CNBAM Sales Manager workshop in Chicago. I keep the winner a surprise and their picture is printed inside one day’s newspaper. Account executives get extremely excited to see their face in the newspaper, and since the whole team gets to vote it is a wellrepresented form of our best account executive of the time, not as me picking a favorite.

Kick Ass Award

The kick ass award is given to account executives who go above and beyond. It could be awarded to a rep if they sign a large contract or if they handle a difficult situation well. The award is a funny, lighthearted award, but holds a lot of value and respect throughout the staff.

Additional Motivation Techniques

Normally our account executives make 8% or 10% commission, depending on what type of client it is. If an account executive gets a new client that is not a call-in, to begin advertising with us, then they receive 15% commission on all ads ran during that semester. This is a nice incentive for representatives to gain new business. As a team, if the Daily Kent Stater reaches it’s advertising revenue goal for a particular week, the account executives get to wear sweatpants to work that Friday! Sales incentives are also set at the beginning of each semester. Incentives are based on number of new clients received, number of contracts signed and total revenue generated for the semester. Incentives range from $50 - $200 per category.

Team Building Staff Outings Daily Kent Stater advertising account executives celebrate the end of a successful first week back at work. Throughout the year we hang out and host multiple game nights to bond and release some of the stresses of work.

Sales Goal Wall & Quote Board

Next to the account executives desks is a wall with all of our sales goals for all of the different media solutions our office provides. Over time, as we get closer to goal, we rip down our “money” sheets. Reps enjoy ripping the sheets off, and it is also a visual reminder of the money that we need to generate to achieve goal. In the middle of this wall is our office quote board. With an office filled with college students, many funny and memorable things are said. The quote board is a spot for reps to remember all the funny quotes and conversations in our office.

Team Building (continued) Rec Center Team Building

Daily Kent Stater advertising, classified and design staff took training week outside of the office this year. The team building courses at the Kent State Recreational Center involved many different physical and mental activities that taught us to act more like a team. This was the first year we did this and it was a well-liked, non-conventional way to bond as a staff and become closer with the team.

Team Community Service

Â Daily Kent Stater advertising account executives take a break from work to plant daffodils outside Franklin Hall. Franklin Hall is the home of the Daily Kent Stater. We have high pride in every aspect of the paper, including what potential clients or readers think of the building.

Special Events & New Revenue Special Event Revenue

Kent State University and the Daily Kent Stater had a very exciting year. Kent State’s baseball team moved on to the College World Series, the football team became nationally ranked and traveled to their first bowl game since the 70s, and President Barack Obama visited our campus. We were able to take these unique special events and turn them into revenue generators for our newspaper. Since most of these events happened very quickly (when we found out Obama was visiting, we had two and a half days to sell the issue before deadline), an organized manager and dedicated staff were necessary for the success of all of these papers. In 2012 we made $11,984 in new revenue off of our special event newspapers.

KentWired Mobile Application

The KentWired mobile application was released this fall. To encourage our advertisers to spend their money in digital, a digital sales team was created. Besides the responsibility of advertising sales, I was also highly involved in the marketing. The app launch was a success and by midterms the app had over 1,000 users. The mobile application generated $4,000 in new revenue.

Marketing Advertising Outside of Own Media

In order to gain new readers and eyes, the Office of Student Media advertises and promotes outside of our own media. As the advertising sales manager this is a key component to our success because more eyes on our products can turn into more ad sales. On the left is a gobo of our new mobile app. The KentWired app logo is projected onto the top of the Kent State Library, which is also the tallest building in Portage County. Below, on the right, is a picture of the regional transit bus, with our ad. Not only do buses like these run on campus, but they also run all over our coverage-area. Kent State has a very large commuter population, and being able to reach them in all of the areas we cover is critical. Our TV station, TV2, is broadcasted throughout campus and throughout Portage County. We also advertise our special live TV events inside of the Record-Courier, the Portage County newspaper.

Additional Marketing Initiatives

The Office of Student Media executed many other marketing events during 2012. One of our most effective included the Kent Business Expo, which is pictured on the left. An account executive and myself ran the event. While one person was behind the booth, the other was prospecting and talking to local business owners. This allowed us to build our prospect lists while promoting our media to community members attending the event.

Another one of our best marketing events included sponsoring two Kent State Men’s Basketball games. Before the game, the advertising and design staff began working on a flysheet that prints in the newspaper closest to the game. On one side of the flysheet is a poster, and the other is ads. The poster generates $1,600 per game. On top of our normal circulation, we print 2,000 additional posters that are draped over the seats in the stadium. Fans then hold them up during the game. We also have a table at the entrance of the game, and sponsor multiple t-shirt throws that feature our radio stations mascot, Url The Squirrel. Our advertisers love advertising on the poster because it gets them inside the stadium, a place they normally wouldn’t be able to advertise in. It is also a great way to promote our media to students on our campus, as well as the faculty, staff and community members that attend the game. Other marketing events include participating in the Homecoming Parade, attending chamber events and participation at multiple fairs on and off campus including Blastoff, The Black Squirrel Festival, The Housing Fair, The Festival of the Arts, and The Heritage Fest.

KATIE RUSS

CNBAM Advertising Manager of the Year

www.mustangdaily.net | 805.756.1143 | advertising@mustangdaily.net

LETTERS OF RECOMMENDATION To Whom It May Concern:

It is with great pleasure that I recommend Katie Russ for the College Newspaper Business and Advertising Managers (CNBAM) Advertising Manager of the Year.

The Mustang Daily has been fortunate having several outstanding and appropriately recognized advertising managers in recent years. Dedication to the newspaper, respect of their peers, organization and willingness to do whatever it takes to get the job done are demonstrated qualities of these past managers and also of Katie Russ.

Although you won’t find sales numbers among the following pages, there is no question in my mind that the Mustang Daily would not have experienced the financial success it has in the past year without Katie Russ as Marketing Manager. She originally started as an unpaid marketing intern in August 2011. It didn’t take long before I started to take notice of her dedication to the newspaper despite the fact she was working for free. It was a very easy decision to promote her to Marketing Manager in January 2012. In the past year, she planned the Housing Fair, which attracted more than 25 businesses to the campus. That event resulted in generating more than $16,000 in revenue. Katie also oversaw the Mustang Daily’s Open House display and promotion, the Chamber of Commerce annual business fair booth and several different Farmer’s Market displays.

This summer she planned and organized the first ever Mustang Daily Business Expo, an event that combined the sale of a coupon book with display space on the campus. This was a major success and will be repeated yearly thanks to her planning and organizational skills. Katie is the type of manager that I would love to clone, so the Mustang Daily could be the continuing beneficiary of her dedication. And she does all of this while working another job, volunteering as a business development adviser at a local nonprofit health clinic and maintaining above a 3.0 grade point average as a Business Marketing major. It goes without saying; Katie Russ is quite a remarkable and dedicated young person. I sincerely hope that once you have had the opportunity to review her documents, you will agree that Katie Russ is well deserving of the title “CNBAM Advertising Manager of the Year”. Sincerely,

www.mustangdaily.net | 805.756.1143 | advertising@mustangdaily.net

LETTERS OF RECOMMENDATION To the CNBAM selection committee, It is my great pleasure to reccomend Katie Russ as CNBAM’s Advertising Manager of the Year. Katie has worked hard to find new, effective ways to connect our advertisers and our readers. Thoughout this school year, I have seen her spearhead efforts to increase and optimize our social media presence. Her efforts have been instrumental in engaging our readers and our advertisers, as well. She has utilized our Facebook page as an effective marketing tool to promote our special editions and events. A caption contest Katie introduced on Facebook encouraged our online followers to interact with our staff and each other. She even makes a point to follow and tag our advertisers whenever appropriate — an elegant way to cultivate lasting client relationships and to give our advertisers as much exposure as possible. During my time at the Mustang Daily, Katie has been one of the most reliable and inventive staff members I have had the privilege of working with. She is always mindful of upcoming deadlines, and is sure to communicate her needs well in advance of those deadlines. Katie is also quick to develop new methods to increase readership and involve Cal Poly students — whether the method is as novel as our monthly email newletter or as simple as strategically-placed sandwich boards, it is always effective. Despite working another job and volunteering, Katie is able to devote an inordinate amount of time to the Mustang Daily. She coordinated our very first Business Fair, which brought local businesses to the Cal Poly campus during Fall quarter, and she regularly organizes the Mustang Daily’s involvement in sporting events, the local farmer’s market, and student life in general— all ways that help grow our readership and give advertisers more incentive to run with us. Working with Katie has been an enjoyable and fulfilling experience. Her dedication, reliability, and resourcefulness as Marketing Manager has contributed to the success of the Mustang Daily in incalculable ways. When you get the opportunity to review her work, I trust that you will find Katie Russ is an exemplary candidate for Advertising Manager of the Year. Regards,

John Larwood Arts Director Mustang Daily | California Polytechnic State University San Luis Obispo, CA

www.mustangdaily.net | 805.756.1143 | advertising@mustangdaily.net

MANAGEMENT PHILOSOPHY

As the marketing manager of the Mustang Daily, I take a great amount of pride in utilizing a management philosophy that fosters teamwork and a cohesive work environment. As the word collage shows above, the marketing manager position encompasses many different aspects of managing a team. Many of the projects that we work on require, almost exclusively, working in teams. Everything from coordinating events, to public relations projects involves working with others. Because of the strong emphasis on teamwork, we have weekly marketing meetings where everyone talks about what they are working on, what they would like to work on in the future, and what the hope to accomplish over the next week. I have found having these meetings really helps to keep everyone on the same page, and helps me gauge how I am doing as a manager and what I could be doing better. Weekly meetings also help to foster communication between team members and typically invoke questions that help clarify projects or tasks. Open communication is another integral part about having a successful team. I strongly believe that being able to communicate clearly and openly with everyone, weather it’s a fellow manager, and editorial staff member, or a marketing associate can make or break and organization. Mangers should be available to discuss different aspects of their team member’s duties, and should have an invested interest in their feedback. As a team, we also work on communication by providing individual quarterly evaluations. Every member is tasked with giving two points of constructive criticism and two compliments to each member of their team including their manager. This helps to continually improve the team while providing feed back and encouragement. I strive to listen to my team member’s feedback and use it to improve my own management skills. I also look for ways to help team members improve by giving them actionable points that they can improve on.

www.mustangdaily.net | 805.756.1143 | advertising@mustangdaily.net

MANAGEMENT PHILOSOPHY Another key attribute of my management strategy is setting an example for other members on the marketing team. I aim to be punctual, responsible, communicative, and accountable. I have worked with other managers in the past that expect these traits of their staff but do not exhibit them themselves. Demonstrating these traits sets a high standard for everyone on the team, myself included, and leads to a higher quality of work. Leading by example also requires a hands-on approach, to every project no matter how large or small it is. I make it a point to check in with each person on my team on a regular basis to make sure their projects are running smoothly. I believe an effective manager balances providing an adequate amount of guidance, while still letting the individual learn things on their own and take on independent tasks. I have found this to be especially effective with new projects that our department hasnâ&#x20AC;&#x2122;t undertaken before. Many times in our meetings, we will have brainstorming sessions to generate new ideas to increase revenue or readership. Often times, others will come up with great ideas that we have never tried before, such as the Business Fair, an event we launched for the first time this year. By providing guidance based on other events I have worked on I was able to help lead others in the right direction, but they were able to come up with original, creative ideas that were hugely successful. I think this leads to team members that are proud of their work and ultimately, make them more invested in the overall success of the Mustang Daily. My goal is to have associates feel empowered to speak up about new ideas they have, even if we havenâ&#x20AC;&#x2122;t tried anything like it before. At the end of the day, my goal is always to fell like I have put in 110%. Having a team that cares about their jobs and the overall success of the newspaper makes my job exponentially easier. In my experience, I have learned that the best teams are those that care about their work and feel that their opinions and feedback are taken seriously. I believe that it is a mangerâ&#x20AC;&#x2122;s primary function to inspire success by leading by example and focusing on teamwork, communication, and guidance. Creating an environment conducive to these traits can have huge payouts in the long run in the form of better work quality and higher morale. The Advertising Manager of the Year award signifies more than a title. To me, this prestigous award represnts the personal growth that I have experienced while working at the Mustang Daily. Serving as a manager at the Mustang Daily has helped me realize my career goals and expanded the opportunities available to me. Thank you for considering my submission for the Advertising Manager of the Year award, it is an immense honor to be nominated. Thank you,

Katie Russ Mustang Daily Marketing Manager

www.mustangdaily.net | 805.756.1143 | advertising@mustangdaily.net

APPENDIX I. Resume II.

Job Description

III. Team Organization IV. New Revenue Ideas V. Awards VI. Marketing Events VII. Sales Records VIII. Incentives

www.mustangdaily.net | 805.756.1143 | advertising@mustangdaily.net

RESUME

Katelyn M. Russ 1512 Mill St.

EDUCATION:

katiemruss@gmail.com

San Luis Obispo, CA

California Polytechnic State University Bachelor of Science in Business Administration Concentration: Marketing Management

(805) 550-‐2835

Graduation Date: June 15, 2013

*Funded 100% of college tuition and expenses

WORK EXPERIENCE:

Mustang Daily News Publication Position: Promotions Director • • • • •

San Luis Obispo, CA

•

08/2011-‐Present

08/2009-‐Present

Assisted guests with checking in/ checking out, and daily hotel operations Trained new hires on operational procedures and corporate standards Provided customer service as a top priority, and maintained Manager On Duty status in the absence of the front office manager Acted as a liaison between department managers and front desk

Market Motive Scott’s Valley, CA Position: Internet Marketing and Administrative Intern • •

GPA: 3.13

Managed and coordinated the marketing team, including organizing weekly meetings, scheduling and assigning tasks and deadlines. Oversaw social media marketing campaigns including Facebook and Twitter accounts Responsible for PR initiatives, including sporting event sponsorships, community outreach programs, overall campus awareness, and readership promotions. Planned, coordinated, and attended promotional events Previous positions held at Mustang Daily include marketing intern and marketing manager

Martin Resorts Pismo Beach, CA Position: Front Desk Lead (multiple properties) • • •

06/2012-‐09/2012

Managed and maintained the internal CRM database, Sugar, and qualified sales leads. Integral member of producing curriculum materials related to internet marketing including educational videos, tests, and comprehension quizzes Responsible for responding to customer feedback, and performing internal client account audits

RELVANT COUREWORK AND SKILLS:

• • •

Marketing courses including executing client-‐based market research including secondary research, interviews, surveys, focus groups, and distilling recommendations. Extensive statistical research using IBM SPSS to analyze qualitative and quantitative data Proficient experience in Excel, PowerPoint, InDesign, Photoshop, and Illustrator

*References are readily available upon request

www.mustangdaily.net | 805.756.1143 | advertising@mustangdaily.net

JOB DESCRIPTION Marketing Manager The Marketing Manager is an integral part of the advertising team. The primary function of the marketing manager is to manage the marketing team, and ensure advertisers are receiving the maximum return on their investment. The marketing manager is responsible for conducting weekly meetings, overseeing the development of new interns and liaising between various managers and staff members within both the advertising and editorial departments. Specifically, the marketing manager focuses of three main pillars including; increasing student readership, improving advertisement response rates, and fostering community involvement.

Basic Functions: • Manage social media marketing campaigns, primarily Facebook and Twitter • Coordinate promotional events, Business Fair and Housing Fair • Promote special editions • Organize guerilla marketing campaigns: mass postering, street chalking, sandwich board marketing, face-to-face hand outs • Conduct weekly marketing meetings to generate new ideas • Work with various campus entities to reserve event spaces and related campaigns • Aid advertising representatives to maximize selling potentials • Work with Campus Athletics to arrange sports marketing sponsorships at major athletic events • Creating spec ads for house ad campaigns.

Hours: Minimum of 15-20 hours per week. Must be able to work daily Monday through Friday and attend all sales meetings, managers meetings and marketing meetings.

Pay: Hourly based on workload and marketing schedule. Over time required contingent upon events.

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TEAM ORGANIZATION Marketing Calendars At the beginning of every month I created a calendar with all of the marketing events and publishing dates of special editions. This helped keep our team organized both within advertising and editorial. I also created a Marketing Event Sign Up poster to keep track of individuals signed up for events.

MARKETING MTG 10.12.12 Social Media (Peter/ Annie) 5 Reasons to pick up the Mustang Daily? Schedule tweet for T-shirt toss, FB t-shirt toss should be closer to the day of Post get caught ads in color on FB Nothing is scheduled in Hootsuite

Weekly Meetings Every week I conducted a meeting with everyone on the marketing team. I created agendas like the one pictured, to keep everyone organized, and on the same page. The end of every agenda featured an Assignments, and Deadlines section with specific tasks for each person. I found that this helped keep individuals on top of what they were responsible for doing. The “Upcoming Events” section also served as a reminder of major marketing events coming up in the near future.

MISC. Missing sandwich board?? Increasing readership projects. Scavenger Hunt? Free stuff Friday? Caption contest? Tie in with social media? Best For CP Categories: Google doc -Add ideas? Progress, where are we? Clean stands Email marketing campaign T-shirt toss + BBQ Contact info from Biz Fair (Taylor) Election edition, #CPvote Marketing folder on the server (Annie) Housing Fair Taglines? Theme ideas: Sports --> Baseball OR Treasure hung ---> Housing hunt Canned Food Drive (Annie) Update How should we promote it Where are food bins going CNBAM We need to take pictures of all the promo stuff we do! Sandwich boards, chalking

UPCOMING EVENTS OCT 16 T-Shirt Toss @ 7 (UCSB soccer) OCT 18 Homecoming Edition on stands OCT 20 T-Shirt Toss @ 6 OCT 31 Alcohol Awareness Publishes NOV 1

Canned food drive begins

To Do’s, Assignments and Deadlines Taylor: Sandwich boards, homecoming Peter: Get started on promotional video of MD facts? UCSB soccer game? Annie: Clean up the “marketing” file on the server Annie & Peter: Continue with social media... ask me if you need help with this! Alex: Thank you’s, progress? Annie: Get Caught Marika: FB timeline additions (add awards + phone 805.756.1143 email marketing @ mustangdaily.net

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NEW REVENUE IDEAS Coupon Books

In the Fall of 2012, the Mustang Daily launced its first ever Coupon Book. The coupon book brought in completely new revenue, and featured coupons by our advertisers. The advertisers in our coupon book were also invited to our first ever Business Fair on the Cal Poly campus

MUSTANG DAILY

COUPON BOOK 2012

BRING THE

AWESOME WITH YOU! REAL TIME NEWS AND DEALS AT YOUR FINGERTIPS

SCAN TO DOWNLOAD OR SEARCH MUSTANG DAILY IN THE APP STORE

daily

stang

@mu us on Follow r! Twitte

MOBILE APP

Business Fair In October of 2012 we organized our first ever Business Fair. The fair was designed to introduce Freshman to local businesses in the San Luis Obispo community. The fair featured food samples, givaways, demonstrations, and music. All student attendants were given coupon books, Menu Guide editions, and Mustang Daily logoâ&#x20AC;&#x2122;d sunglasses. Business vendors were able to directly market to students on campus and drive more traffic to their business.

www.mustangdaily.net | 805.756.1143 | advertising@mustangdaily.net

NEW REVENUE IDEAS Election Signature Page To take advantage of the highly publisized Presidential Eleciton this past November, we offered businesses a unique opportunity to encourage students to get out and vote on election day. Our Election Signature Page ran on several occations prior to the election. This opportunitys allowed businesses to increase their public relations with the Cal Poly populations.

Mustang Mix Ups Puzzle Pack Menu Guide Many of our local competitors publish Menu Guides featuring local restaurantsâ&#x20AC;&#x2122; menus. We thought it would be a great service to both students and advertisers to publish our own Menu Guide. This new form of revenue was highly successful, and is now a yearly tradition. In addition to having the Menu Guide on newsstands, we also worked with Campus Housing to get the publication in the campus dorm rooms.

We published our first Mustang Mix Ups Puzzle Pack as an insert in our highly anticipated Graudation Edition in Spring 2012. The puzzle pack was targeted towards students that need a break from studying and enjoy crossword and Sodoku puzzles. This gave advertisers the opportunity to capitalize on a new opportunity to reach a different student demographic.

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AWARDS Outstanding Leadership Award The Outstanding Leadership Award is given to an individual that exemplifies leadership qualities including team work, commitment, and positive attitude. I was given this award at the end of 2011 when I was a marketing manager. This award means a lot to me because when I first started working at the Mustang Daily as an intern I set a personal goal to take on more leadership rolls and become a more valuable asset to the Daily.

Team Member of the Month Award I was awarded the Team Member of the Month Award in April of 2011 and October of 2012. This award is given out every month to someone on the marketing, design, or advertising team that has demonstrated explary work for that month. I received this award twice for coordinating our Spring Housing Fair and our Fall Business Fair.

www.mustangdaily.net | 805.756.1143 | advertising@mustangdaily.net

MARKETING EVENTS Buiness Fair The Mustang Daily launched their first Business Fair this past fall. The picture to the left was taken with the Mustang Daily marketing team wearing the Business Fair event t-shirts while increasing student interest in the University Union.

WOW Block Party The WOW Block Party occurs during the week of welcom, prior to the start of Spring Quarter. Freshman are invited to come check out all of the clubs and orgnaizations they can get involved with. We handed out Coupon Books and promoted our upcoming Business Fair. The Block Party helped us make an impression on new students and create brand awareness. Open House Open House takes place at the end of Spring quarter every year. The event attracts propective Cal Poly students and their parents to tour the university. The Mustang Daily attended the club showcase to hand out our Open House Edition and talk to studentss that are interestedin getting involved with the paper.

www.mustangdaily.net | 805.756.1143 | advertising@mustangdaily.net

SALES RECORDS Edition Best For Cal Poly Menu Guide Housing Fair Mustang Mix-Ups Puzzle Pack Business Fair Total

Amount Sold $ 20,515.00 $ 8,300.00 $ 14,624.00 $ $ $

12,454.00 9,630.00 65,523.00

Social Media A large portion of Managing the marketing team involves overseeing our social media campaigns. We completely rebranded our Facebook page in Spring 2012 to change our Facebook user name from mustangdaily.net to Mustang Daily so our brand was easier to search online. In a few short months we were able to grow our Facebook “likes” to 826. We also grew our Twitter follower base to over 3,000!

Although, I did not take a direct hand in selling advertisements, pictured to the left are the five main publications the marketing team promotes. One of the major selling points of this editions is the fact that they are heavily promoted.

912 Mobile App Downloads

We also launched our Smart Phone Mobile Application featuring both news stories and a “deals” page, where advertisers could run coupons. Since August of 2012, we have received over 900 downloads of our app.

3,044 Tw i t t e r Followers

826 Facebook Likes! www.mustangdaily.net | 805.756.1143 | advertising@mustangdaily.net

INCENTIVES Incentives are critical to keep of team morale and recognize those that are going above and beyond their regular job tasks. Along with normal salaries, and bonuses for exceeding monthly goals, we also use a shout-out box and announce both an account executive of the month, and team member of the month to give special recognition to the top performers of the month.

Shout- Out Box The shout out box is used to collect positive comments about coworkers. Any employee at the Mustang Daily can write an anonymous note to other people on the advertising team. The shout out box recognizes ad reps who are excelling. The box can also be used to welcome new reps, thank designers for an awesome spec ad, or congratulate reps for a great sell.

Team Member of the Month and Account Executive of the Month Awards

The Team Member of the Month Award is give to an individual on the advertising staff who has demonstrates exemplary work throughout the month.

www.mustangdaily.net | 805.756.1143 | advertising@mustangdaily.net

T N E M E G A N A M T N E STUD

PEER

December 12, 2012 CNBAM Judges, I am pleased to write a recommendation for Annabel Mellon. I met Annabel when I first began working for LSU Student Media in May 2010. As scary as it was taking on a job as an account executive, Annabel made my introduction into the world of sales, quotas and deadlines less stressful than it would have been without her. Under her management I worked my way up to Business Manager, and I believe I am qualified to say with all honesty that Annabel is not only a stellar manager, but also an amazing friend who deserves to be recognized as Manager of the Year. Annabel has all of the qualities a good manager should possess. Aside from her organizational skills, time management, and attention to detail, she is authoritative without being bossy, encouraging without being pushy, and firm without being mean. In other words, Annabel is a human being as well as a manager, treating those she supervises with a kindness and understanding that reveals great personal insight. While it is difficult to pull a staff together to make deadlines and exceed previous sales month after month, Annabel has done just that throughout the year. Her ability to delegate tasks while still remaining friendly and positive creates an inviting work environment we all enjoy. One problem that many people have in supervisory positions is the tendency to micromanage. I have always found this particular trait insulting because it sends a message to the staff that their work is not good enough. However, Annabel allows each one of us the freedom to do the job our position requires. Because she does not intrude her unsolicited opinion upon the staff, we are able to build confidence and succeed beyond our expectations. Annabel has given me the confidence I need to succeed in such a demanding job. Several times I wanted to quit and give up, but it is was solely her encouraging words that gave me the strength and determination to stay. Because Annabel believed in me, I had the opportunity to climb to the position of Business Manager, an achievement I could not have accomplished without her. I think her personality, kindness and positive attitude is what makes Annabel a successful manager. She not only has the ability to successfully manage her staff, but also the ability to make every individual feel like they matter and can succeed. She is acutely aware of potential problems, attempting, and more often than not succeeding, in solving them. An excellent judge of people, Annabel knows when to be tough and when being too tough would make her staff fall apart. Both her knowledge and her empathy encourage her staff to consult her, even when they have to reveal mistakes. Because she herself has worked on so many aspects of The Daily Reveille she is sensitive to the extreme stress we all feel when deadlines approach, and her personal experience assures all of us. When problems do arise, she handles them efficiently and supports her staff in the process. While she makes it clear that mistakes can be avoided, when they occur she moves on after dealing with them, allowing her staff to learn from their experiences and profit by mistakes rather than be defeated by them. Annabelâ&#x20AC;&#x2122;s management style has resulted in an improvement in staff morale and an exceedingly pleasant workplace. The various jobs we all do are still stressful and demanding, but Annabel guides us through them with grace and professionalism. For these reasons Annabel Mellon deserves to be named Manager of the Year. Her administrative skills, professional knowledge, and unreserved warmth and generosity make her the ideal manager. Sincerely, Rebecca Hageman Business Manager LSU Student Media

B SALES TEAM MEM

December 1, 2012 CNBAM Judging Committee,

When I first met Annabel Mellon, I was an intern looking for a better position at LSU Student Media. I was offered two positions. One required more work with better benefits, and the other entailed less work and a more consistent pay but without the benefits. I was conflicted by which one to take. Annabel saw this and took me outside after my interview and spoke honestly with me about the two job opportunities. She understood that I was nervous about taking on more responsibility than I could handle, and jumping into an intense job in the middle of a semester. She told me what I needed to hear. She gave me all the negatives and the positives of the job. She spoke to me as a friend and not a manager. I ended up choosing the more difficult job. Now, I am a Sales Account Executive, and Annabel has been my Print Sales Manager for the past three months. Since I was new, Annabel trained me and made sure I was prepared for print sales and all the difficulties that come with sales. I really appreciate the time and patience she took in helping me to be the sales woman I am today. She was always motivating me, and she never let me feel discouraged as I trekked through my first two weeks in sales. I learned a lot from Annabel; honesty being the main one—being honest with your customers, co-workers, and yourself, and never relying on excuses. Annabel’s dedication for her job is reflected in the excellent work she continually does. Her leadership affects our entire print staff. I can tell the difference in our staffs attitude when Annabel is in the office from when she is not. Her organizational skills help everyone to be on task and on time. Our office works more efficiently because of her. Annabel is constantly being handed more work and more responsibilities because of her efficiency to produce results. She’s reliable and personable, and keeps our office running. Annabel has also taught me the value of motivation. Watching her succeed in sales and as a manager has inspired me to be better at my job. I am so fortunate to be able to work with someone I can aspire to be. Not only is Annabel my manager, but my friend as well as everyone else’s friend in the office. She demands respect in the most admirable way— by being kind. Annabel is genuine person through and through and deserves not only to be the leader of our print sales team but to be honored with the distinction of Sales Manager of the Year. Sincerely,

Kristen Hinton Print Sales Account Executive LSU Student Media

Y H P O S O L I H P T N ONAL MANAGEME

MY PERS

M A N A G E M E N T

Motivating your team no matter the actual cause for motivation. You can’t be fixed on only motivating for sales goals or for your own personal agenda. A manager needs to be there for their sales family in matters of their private lives, too. You are only a tiny part of your sales representatives’ lives and knowing what is going on in their life will help you and your sales agenda in the long run. Acting. Not like role playing, but by being action-oriented. I always need to start tasks immediately and then do small parts each day or I would never get everything done in regards to the big picture. Thomas Aquinas said it best, “If the primary aim of a captain were to preserve his ship, he would keep it in port forever.” Never say.......no. I never want to deny my staff an idea or embarrass them for suggesting something. If they have an idea, I make sure to find a way we could implement that idea or how we could later use it to better our team. This would be the “no question is dumb” philosophy. Attention to your staff. When a sales rep. tells me something or asks a question, I make sure to turn my chair completely to them and listen genuinely to what they’re saying. It’s never fun when you know that the person you’re talking to isn’t paying attention to anything you’re saying. My staff matters to me and my attention matters to them. Goal-orientation is super important. If I’m not goal-oriented, my staff definitely won’t be goal-oriented. When I first became manager, it was hard to start budgeting and using specific goals to keep me and my team focused. I noticed how sales would go down. Now I’m very acute in setting goals and budgets for each staff member. Emotional control. It’s very important to leave all of your outside problems at the door when you go to work. Each person deserves to work with you as an emotionally-controlled, sane person. If you’re having a bad, moody day, you can’t take out those feelings on your staff or co-workers. It causes inconsistency and makes you not at your best. Methodize. An organized atmosphere, with defined expectations and continuous habits make for a successful work environment. When the atmosphere is chaotic and little is understood about your expectations, you tend to let up on your responsibilities. Energy for everything you do. Nobody likes to be around a “negative Nancy,” and when just one person in the office is low on energy, or unhappy with what they’re doing, it brings everyone down. I try to keep my energy up and a focus on the big picture to keep my sales team energetic and ready to make some sales. Need for delegation. While I think I can do everything on my own, I seriously cannot. It’s important as a manager to know what to delegate and when to delegate. When I first tried to delegate, I realized that I had assigned a task too easy for my staff member which resulted in the feelings of being insubordinate. Now I know to assign harder, more complex tasks that require knowledge of our sales team. Thank. You are only as good as your team. You can’t do everything on your own and each person adds a particular value or characteristic to your team. It’s important to say thanks or acknowledge a sale, or a nice gesture, or a good idea, that my sales representatives do because each sale is important, especially to the person who made the sale.

Annabel Mellon

LOUISIANA STATE UNIVERSITY LSU Student Media

NOMINATION Best Sales Manager of the Year

ANNABEL MELLON OBJECTIVE To s e c u r e a p o s i t i o n w h e r e m y e x p e r i e n c e i n a d v e r t i s i n g , m a r k e t i n g , a n d m a n a g e m e n t will be employed to better the company and allow me to attain my career aspirations.

EXPERIENCE G G P, I N C . - M A L L O F L O U I S I A N A B AT O N R O U G E , L A ! MARKETING INTERN OCT 2012-DEC 2012 ‣ Aided in the planning and execution of special events ‣ Collaborated with mall retailers and outside vendors for event sponsorships ‣ Event leader of “Fall Fest on the Boulevard” which included the effective use of team leadership, delegation, and organization. L S U S T U D E N T M E D I A B AT O N R O U G E , L A ! S A L E S M A N A G E R M AY 2 0 1 1 - N O V 2 0 1 2 ‣ Broke three team sales records (Freshman Orientation Guide, Football Guide, and Fashion, Health, & Beauty Guide) ‣ Increased overall total revenue of two special sections (Career Guide; Best of LSU) ‣ Wo r k e d w i t h t h e v a r i o u s e n t i t i e s o f S t u d e n t M e d i a o n a r e g u l a r b a s i s a s w e l l a s d u r i n g s p e c i a l e v e n t s ( L i v i n g E x p o H o u s i n g F a i r ; T i g e r B i t e s Ta s t i n g E v e n t ) ‣ Executed weekly sales meetings and quarterly sales trainings to further the s t a f f ’s e d u c a t i o n a b o u t t h e i n d u s t r y a n d n e w t e c h n i q u e s ! ! A S S I S TA N T S A L E S M A N A G E R D E C 2 0 1 0 - M AY 2 0 1 1 ‣ Maintained efficiency and organization within the advertising office ‣ Interviewed and trained new account executives ‣ Collaborated with other managers for planning and creating office goal incentives ! ! SALES ACCOUNT EXECUTIVE MAR 2010-DEC 2010 ‣ Maintained past and present advertising clients ‣ Prospected for new business in the local area ‣ Created genuine relationships with clients, superiors, and coworkers PELICAN MARKET CAFE COVINGTON, LA ! A S S I S TA N T M A N A G E R J U N 2 0 0 8 - S E P 2 0 0 8 ‣ Assisted first-time restaurant owners by implementing new ideas, services, and strategies within the restaurant ‣ Communicated effectively with coworkers, kitchen staff, and management to ensure customer satisfaction

E D U C AT I O N L O U I S I A N A S TAT E U N I V E R S I T Y D E C 2 0 1 2 ‣ MAJOR Mass Communication/ Advertising ‣ MINOR Business Administration/ Management

SKILLS P E R S O N A L S K I L L S! ! ! ‣ Strong attention to detail ‣ Highly organized ‣ Great with time management ‣ Goal-oriented/ goal-setter P R O F E S S I O N A L S K I L L S! ! ! ‣ Te a m l e a d e r s h i p / t e a m p l a y e r ‣ Steadfast under pressure ‣ Proficient in Microsoft Office programs and Adobe programs (AdPro, Photoshop, InDesign)

ACHIEVEMENTS AWARDS/MEMBERSHIPS ‣ C N B A M “ B e s t S a l e s M a n a g e r o f t h e Ye a r ” N o m i n a t i o n D E C 2 0 1 2 ‣ C N B A M “ B e s t S a l e s M a n a g e r o f t h e Ye a r ” N o m i n a t i o n D E C 2 0 1 1 ‣ C N B A M “ B e s t S a l e s R e p r e s e n t a t i v e o f t h e Ye a r ” A w a r d D E C 2 0 1 0 ‣ American Advertising Federation (AAF) Member 201-2012 ‣ Phi Sigma Theta Society 2008-2012 ‣ National Honor Society 2004-2008 ‣ T i m e s - P i c a y u n e : S t . Ta m m a n y S t a n d o u t ” f o r 5 - y e a r s ! of volunteer work SEP 2005

JOB DESCRIPTION •

Lead sales team to achieve sales goals as outlined by the Advertising Advisor

•

Assist in prospecting, ensure past accounts are being called on, and look back on historical information to maximize sales revenues Responsible for meeting personal and team sales goals Create individual goals for each sales representative Execute the weekly print sales staff meeting

• • • • • • •

Handle problems with staff, accounts, clients, and other entities of Student Media Process all contracts, insertion orders and production requests Ensure billing and accounting duties are maintained for all clients and accounting departments through invoices and monthly contract updates Maintain a productive environment through weekly team meetings, individual meetings, and semi-annual training programs to ensure continual education

PRODUCTIVITY RECORDS PERSONAL SALES NUMBERS

$400,000

$286,728

$300,000

$304,202

$183,701

$200,000

$100,000

$3,110 Spring 2010

$13,961

$15,625

Fall 2010

Spring 2011

Fall 2011

Spring 2012

Fall 2012

**I graduated in December 2012 so the decrease in personal sales number for that semester are a result of transitioning accounts to other sales reps.

PRODUCTIVITY!

OBJECTION BOARD

OFFICE INNOVATION “MY 1ST SALE WALL”

When I first became manager, we had a ton of new students applying to take on the challenging role of an account executive. I decided to start the tradition of the “My 1st Sale Wall” in which I took pictures of each person’s first sale. I found that the wall really motivated new employees, as well as current staff, because the huge smiles behind each face are great motivations to keep pushing, and not taking “no” for an answer!

MOTIVATION IN THE OFFICE! SPRING BREAK Each Spring Break item equaled a particular amount in the Point System (based on ad sizes in the Reveille). At the contest deadline date, I added up all the points and rewarded the rep with the highest points with the awesome SPRING BREAK COOLER!

CLUE-ish For this game, the print team joined up with the broadcast department and we all tried to sell as much as possible for our event Living Expo... the contest went great and we ended up having our highest event participation from the student body yet!

Statement of Management Philosophy Trevor R. Nelson As manager I believe to obtain successful results in improving sales and efficiency in the office I must craft my student sales team into feeling comfortable and confident at the work place. The tools I use to achieve this comfort and confidence among the student employees are to get them involved on some of the decision-making processes for our office-learning environment, get the employees to open up to one another and share obstacles and successes in their daily work lives, and to use the self fulfilling prophecy. I believe these three strategies allow for a happy comfortable work environment as well as, provide them with the poise they need in selling our products to clients. By getting the student account executives involved in some of the decision-making process for our office-learning environment I like to see how they learn best. What I have learned is that reviewing one of our sales pitch flyers every meeting three times a week to ingrain the knowledge of our products into their minds has been a great confidence builder when interacting with their clients. Also, every meeting after reviewing the chosen flyer for that day I have one account executive run through a mock meeting to try and sell the specific product we reviewed to the assistant manager. After we complete the mock meeting, the sales team, including the professionals, gives a critique on what they thought the account executive did well on, and what they might want to work on. Another tool I find useful to get the student sales team to bond for a more comfortable work environment is an exercise I call obstacles and successes. Twice a week during meeting we go around the table so each person can share one obstacle that they have been facing in their job and one success too. This allows the sales team to be supportive towards one another by helping each other with their obstacles and sharing potential ways to turn this

obstacle into a success. This exercise also gives them the chance to congratulate one another on their successes. The self-fulfilling prophecy is another strategy I find useful to create a comfortable work environment and a way to build confidence. Self-fulfilling prophecy is any positive or negative expectation about circumstances, events, or people that may affect a personâ&#x20AC;&#x2122;s behavior toward them which causes the expectations to be fulfilled. I believe that if I am positive towards my sales teamâ&#x20AC;&#x2122;s abilities, and continue to reinforce a positive expectation within them, than they will be able to accomplish any task I assign. This works for sales calls, meeting, or special projects they are given. Through these three tools of getting them involved on some of the decision-making processes for our office-learning environment, getting the students to open up to one another and share obstacles and successes in their daily work lives, and to use the self fulfilling prophecy, it is my philosophy that these will allow my team to work in a contented work environment as well as, give them the assurance they need to be successful.

January 1, 2013

CNBAM Committee: I highly recommend Trevor Nelson as a candidate for the CNBAM Best Manager award. I work with Trevor 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, Digital Manager and has now been promoted to Student Advertising 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 digital sales revenue bonuses. The biggest award is his promotion to Student Advertising Manager. He is currently at 180% of his year to date goal, which he has exceeded by $7k. He has consistently surpassed his sales goals and has been a great role model for his team. Trevor posseses the ultimate â&#x20AC;&#x153;can doâ&#x20AC;? attitude! He strives to exceed all goals that have been given to him and does so with a positive and confident attitude. His leadership has shifted the dynamic of our team and we look forward to seeing the improvements that will arise due to him being in this role. I am grateful for his contributions to our team and confident that he will strive in any role he attains. I wish him the best with all of his future endeavors and feel he is 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

1/13/12

To Whom It May Concern: Trevor R. Nelson was promoted to Student Advertising Manager of The Daily Texan in Fall 2012 after being an account executive for only five months. This feat can solely be attributed to his hard work, dedication and shear strength of character in and out of the office. He has been one of the few account executives to win consecutive Sales Superstar of the Month awards in my past two years of service to our advertising department. When he rose to the position of peer leader for us other students here at the university, he humbly accepted the challenge to serve as both a role model and commander in chief. There have been a few instances in which he persevered as a leader although none were overly dramatic considering his comfortableness as a natural director of people halted the growth of any undesirable situations. As the senior sales representative here at The Daily Texan, I have seen many managers come and go. While the others were more than satisfactory, I find my job satisfaction highest in the last few months under Trevorâ&#x20AC;&#x2122;s guidance and support. I strongly believe the best way to manage a group, no matter what type of group it may be, is to lead by example. His sales numbers and professional attitude in the work environment have only strengthened my convictions that he deserves to be recognized on a national scale as the Best Advertising Manager. I put my full support behind this candidate, as I know I would expect nothing less from him. If you have any requests for additional recommendation on my part, feel free to contact me at the information given below. Sincerely, Zachary Congdon Senior Account Executive/Assistant Student Manager (512) 517-6824 atx@texasstudentmedia.com Texas Student Media

Trevor R. Nelson 7205 Hart Lane, Apt. 3024 Austin, Texas 78731

Trevor.Nelson87@yahoo.com Cell: 817.368.0965

Education University of Texas, Austin, Texas – 18 Credits

Spring, 2012- Present

Austin Community College, Austin, Texas – 9 Credits

Fall, 2011

Northwest Vista College, Kerrville, Texas – 46 Credits Honors Program and Dean’s List – Four Semesters

January, 2009 – May, 2011 GPA: 3.58

Professional Activities Director Underground TV ,Four 24 minute episodes Skit Director and Writer – 10 Skits Actor – Two Skits KVHC Public Television, Kerrville, Texas

February. 2011 – Feb, 2012

Guest Speaker, Talk to Me with Malcolm Thomas KVHC Public Television, Kerrville, Texas

March 11, 2011

Writer Crossing the Line, Two 3-7 min. Webisodes TSTV, University of Texas, Austin, Texas

February 23, 2012May 1, 2012

Writer Combo Breaker, One 10 min. Episode TSTV, University of Texas, Austin, Texas Writer Daily Texan, One 30 sec. Commercial TSTV, University of Texas, Austin, Texas

February 23, 2012March 3, 2012 March

29, 2012

Work Experience Food Service Supervisor July, 2008 – July, 2011 Peterson Regional Medical Center Kerrville, Texas 78028 Supervised 32 food service employees in the cooking, and the distribution of meals according to patients’ individualized medical requirements in a 200 bed hospital.

Digital Pod Leader May 20, 2012- Present Texas Student Media Advertising Department Austin, Texas 78705 Supervise 2 Account Executives and Co-Supervise UT tailgates where business by spots to market their products. I also call businesses to sell ad space and time, and in charge of promotional campaigns for online advertising with TSM. Wrote sales script for all Account Executives.

Community Service Activities Guest Speaker - Troubled Teens Program Starlite, Centerpoint, Texas La Hacienda, Hunt, Texas Via Del Sol, Centerpoint, Texas

2008 - 2010 2008 - 2010 2008 - 2010

Volunteer Experience 720 Club Committee, Treasurer CA Committee in the Hill Country, District Unity Chair

References Available Upon Request

August, 2008 â&#x20AC;&#x201C; April. 2010 September - December. 2010

Student Advertising Manager The Daily Texan Purpose: The Student Advertising Manager position provides support to the Student Advertising Director, Professional Ad Manager and Director through sales insights to the ad sales team. The Student Ad Manger will establish a streamlined approach to all sales initiatives, assist Student Ad Director in training program for future and current student employees, and facilitate the success of our current revenue goals. Qualifications: A student from TSM advertising department will fill the position for The Daily Texan Student Ad Manager. The student selected should have demonstrated leadership abilities and have completed at least one semester, preferably two, on the staff. The student should have met or exceeded sales goals on a consistent basis and been diligent about paperwork, meeting attendance and client service. It is a decided bonus for candidates to have exhibited profound initiative and teamwork skills.

Duties:  Bring high-energy involvement to the student sales staff meetings on Mondays, Wednesdays and Fridays. Student Ad Manger will present information and small training initiatives on a weekly basis at designated meetings  Meet frequently with the Texan Student Advertising Director, along with the Advertising Manager, Director of Sales and Marketing and TSM Director as necessary to review goals and achievement of the current sales goal attainment  Manage Supplement Managers to include the provision of prospects for sales initiative. Accountability is critical for the lead generation to have any benefit so we need follow-up with each rep once a week for each special to determine status. Based on your meetings and feedback we need you to update Student Ad Director, Retail Ad Manager and Ad Director with a conservative projection for each special by rep each week. As prospects are sold, the Student Ad Manager should continue to provide other prospects.  Track all sales initiatives with Supplement Managers and develop a creative way to make the information known to the reps on a regular basis.  Assist in hiring and training all incoming reps on the sales process.  Assist Student Ad Director in paperwork to include Feedback Reports, Time Sheets, Meeting Logs and Sales Binders.  Attend predetermined weekly and monthly meetings with Department Heads and Managers  Keep staff motivated and focused on tasks at hand and be willing to help when student ad reps numbers are in question or struggling to make quota

Best director Amanda Fesenden 2012

Manager Recommendation

January 24, 2013 To: CNBAM From: Robert Sage Adviser and Business Manager for Daily Titan Cal State Fullerton I nominate Amanda Fessenden for CNBAM Advertising Manager of the Year. Achievements: Under Amanda’s leadership this past semester, the Daily Titan achieved a great sense of direction and fresh focus that was much needed. All departments contributed to this achievement including display, classified, and national sales and promotions.This success was largely due to the creation and execution of an innovated training program that Amanda set in place and dictated to her employees. Amanda developed this program over the summer break and all staff members were required to participate. A strong supporter of CNBAM’s mission, Amanda was attended the Miami convention and presented last year at The Daily Titan’s social media seminar where she discussed the importance of moving the newspaper into the digital age. She also participated in the Saturday morning selloff despite being struck by a terrible flu and managed to impressively handle the objections with pose and confidence. Administration: Style or substance? Amanda is very well liked in the office, well-respected as a point of authority, and looked to for guidance. A natural born leader, with strong creative skills, she implements learning in the most fun and influential manners. If faced with an Account Executive who is afraid of cold calls or walk ups, she personally takes them on their appointments to curb his or her fear, watch how she pitches the sale, incorporates them in the conversation and come to grips with the objections faced on each sales call. Her time management skills are excellent and when she says, “I’m going to see what I can do” you can rest assured that she will come up with answers. She’ll gladly work nights and weekends, whatever is required to keep ads coming in, advertisers properly serviced and the office running smoothly.

Relations: One of the elements of the ad manager’s job is to work flawlessly with her adviser (me), department chairs, deans, and professional staff. I can say without doubts that Amanda gives and gets the highest recognition for her professional skills. One of the important byproducts of Amanda’s leadership as we have taken note of now is staff longevity. By parking her ego at the door she is able to be “first” among equals, which encourages staff longevity and empowerment. It also keeps her work consistently flawless because of she still takes her role seriously; trying to perfect the glitches in her abilities. Improvements: One of Amanda’s greatest achievements was her recognition of the union that should be set in place between the advertising and the editorial sides. Common smongst newspaper organizations, the two departments of the paper often distance themselves from one another. Amanda managed to disarm the editor in chief and managing editor with her friendly and supportive approach. Her mission was to created unity between the two departments by holding mixers for the two staffs. She also kept in constant communication with the managers of editorial to ensure that all information was shared and everyone was on the same page. She instated that every other Friday there needs to be meetings to discuss topics of interest between one another. Before her time as manager, the management of both sides could barely keep a conversation flowing. Now that she broke down the barriers of mistrust, the working environment is much more enjoyable.

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

Manager Recommendation

To Whom it May Concern

I first met Amanda during her time as the Senior Account Executive at the newspaper. She was by off the first person I encountered in the office that stood out for her ability to lead, her strong selling technique and her charismatic personality. She was the person in the office that helped me with all my questions and gave me solutions that worked. Time and time again during that period she was not only my aid but the resource of our whole office. When the end of the semester came around and the time came for Amanda to step up as the next director of advertising, she handled the challenge with strength and confidence. Her innovative ideas on how to improve the office in small but simple ways got all the staff who were returning the office next semester excited about what our new director had in store. During the summer leading up to her first semester as director, Amanda and I worked closely as a team to rework the foundation of the paper in order to make it more successful, organized and running smoothly. Her great ideas consistently amazed me and her thorough execution of these ideas was incredible to me. She was faced with a large task of cleaning up the dirty work of prior directors who had left Amanda with piles of papers and zero tracking system of staff sales and successes. Amanda learned from their mistakes and instated a highly proficient and organized system of organization that she hopes to pass on the next director. As a large chunk of account executives with ‘seniority’ left and fresh faces entered our staff, Amanda was faced with the challenge of making training sessions fun, informative, and useful to her new staff. She paid the utmost attention to making sure the training was well planned and jam-packed. Fast forwarding to the present day, Amanda’s keen understanding of her staff’s needs and her willingness to evolve as a director is what makes everyone in the office appreciate her presence. She has managed to find the perfect equilibrium between assertion and compassion. Her staff appreciates the time she puts into making sure everyone feels at home in our office. Unlike prior years, Amanda’s staff loves to be in office and the team is truly one unit working towards one goal. Her efforts do not stop inside the advertising department, as Amanda has made a continuous effort to instill a sense of family between the advertising and editorial staff. She has pushed

both departments to get to know each other, value one another, and feel as though we are all one organization, which is more than most newspapers can really say. Amandaâ&#x20AC;&#x2122;s repellence towards animosity, drama, and diversion from the purpose of being in the office has created nothing but good vibes between everyone working together. I believe that her effort to see her staff grow professionally has improved their relations with their client base as well as thought them how to properly interact with one another. Amanda routinely checks up on the work of her Account Executives to ensure that they are on track. She has placed small incentives throughout the weeks to keep the morale in the office high and it has brought us much success. Whereas before, The Daily Titanâ&#x20AC;&#x2122;s turnover rate was high and the managing team has to stress over filling up multiple chairs, Amandaâ&#x20AC;&#x2122;s concern is quite the opposite. Her team is so pleased with their jobs that majority of the staff wants to not only stay longer but also would like to move up in the paper. The ambition running in the office is nothing short of sky-high. Though her time spent as the director will be no more than a year, the changes Amanda has made have already surpassed the expectations of the staff and I.

Please contact for further assistance if needed Sincerely Kimiya Enshaian kenshaian@dailytitan.com Assistant Advertising Director

Managing Philosophy

I have always been a natural leader, taking on roles throughout my academic career, and extracurricular career to lead people. Being offered the role as the Ads Director for the Daily Titan was clearly something I could not pass up. It is simply part of my nature to want to take charge and see people succeed. Thus, I wanted to see a brand new ads office at the Daily Titan. Our office has gone through some detrimental turmoil. Times where employees did not respect one another, managers did not care to respect the staff; the two departments (editorial and ads) were in an ever lasting all out war. The turn over rate of staff members here was by the semester. It was my personal goal to create a brand new foundation for this office. In order to do this I knew I had to lead with the utmost respect for my staff, my advisor, and editorial. I lead with a very understanding, positive, affirmative, and straight to the point style. I believe that positive reinforcement and affirmative action get the job done. From previous experience I knew that berating the staff for disappointing results, only backfired. It made myself and others not want to do well. Everything was an aftermath ordeal. Nothing was set up from the start to help us reach specific goals. This semester I made sure implement the “Titan Boost System.” Just as we learned the Disney Dime system in Chicago (Manager’s work shop), I gave it a CSUF Titan twist. Every day not only am I complimenting our team on their work, but their peers are as well. I make sure to track their weekly progress from the beginning of the week by setting them up with goals to meet by that Friday. Then, on the follow Monday we look at what they were able to accomplish. If they were unable to accomplish a goal we go over what they struggled with, what I can help them with, or a new way for them to approach the subject. I give everyone printed out statements, deadlines, and goal contract. This way we can sign, date, and commit to the subject at hand. It is physical, visual, and it gives meaning to what it is that they are required to do. I have an open door policy, in a sense where the staff can come individually communicate to me with what they are struggling with, in or outside of the office. This was I can work with them better and help them still be successful in the office. I have also, gone on walk-ups/appointments with AE’s to help further the training. Reprehending the staff, yelling, punishments, and threats are not steps to making any business successful. When serious, unacceptable matters occur, I do handle it with all sincerity and seriousness. I lead with a three-strike-system. For every three minor errors, the staff member then attains an official “strike.” Minor errors include: not turning in proper documentation on time, missing a deadline, missing an error in the dummies, etc. However, some people have skipped the three errors and gone straight to a strike. These actions include not doing the amount of work required whatsoever, not coming into work without any notification, and blatant inappropriateness in the office. Whether it is a error, or a strike, I pull the staff member in for a meeting, where I present to them a write up, we both sign it, and on their states what the next step will be if improvements are not met. Eventually, after three official strikes the staff member is relieved from their position here at The Daily Titan. Fortunately, I have never had to do this. There was an incident where one staff member was not doing the work required, disrespectful, and constantly distracting other em-

ployees. After, his second strike we moved him to a cubicle closer to the advisor. Not only was he begging us not to (even though he knew that was the next step if improvements were not met), but he was trying to convince us of the improvements he would make if we didnâ&#x20AC;&#x2122;t move him. Of course we still moved him and from that point on he became one of our most successful Account Executives. When our team as a whole has motivation issues I pull everyone in for a motivation meeting. When I hear about drama going on, I immediately pull everyone in for a meeting to set everyone straight that this is work, not a reality show. And, after these meetings everyone gets right back to professional mode. My greatest challenge as director has been with our advisor and our staff being so close outside of the office. With the team being so close it has made it difficult to properly train them when to separate social time from work time. But, after a very serious meeting, the contracts they had to fill out, and addressing the simple facts that I knew exactly what was going on, everyone snapped out of it pretty quickly. I strongly stood by my belief of not punishing people, yelling, name-calling, or taking away incentives to get successful/positive results. And, I am very happy to say that none of that took place this semester. The first two months of me taking over as director were incredibly difficult for my advisor and I. He truly didnâ&#x20AC;&#x2122;t understand how to properly communicate with me because he was so used to previous directors arguing with him and getting unprofessional in their discussions. Also, I did not understand what it was that he wanted from me because he never explained it. Eventually, it got to a point where I found out he said some very unpleasant things about me to some other staff members. I then, asked him for a meeting with my assistant (for a third party witness) and came overly prepared to work this issue out. I let him have the floor, never interrupted, and apologized to him for allowing him to feel how he felt. I then presented to him a two page list of everything I had done, the new sales binder I created to track weekly sales, broken down by teams, individuals, percentages, and comparisons of other semesters, a rec letter from the Editor in Chief, copies of all my meeting documents, and more. I then came up with the idea that we have a once a week meeting to go over the previous week, goals we want to set for the upcoming week, and any issues that arise in the office. From that point on we have practically been best friends. And, I have never seen our Advisor so happy (even compared to when we had our previous Director). I genuinely believe that respect has been the key to my success as a leader. This job as a leader in the Daily Titan has been difficult, challenging, but oh-so-ever rewarding. I have never loved a job or leadership role so much in my life. Our relations with one another in this office are strong, people like coming to work, editorial and ads get along, staff members have grown into the best AEâ&#x20AC;&#x2122;s/production managers, and for the first time ever the Daily Titan has not had to hire anyone new for the upcoming semester. This place is better because I wanted to make it better. I have poured my heart into leading people and helping them become successful.

Apendix

18 CALLE RANCHERA, RANCHO SANTA MARGARITA, CA 92688 (949) 285-0384 ARF1FESSENDEN@DAILYTITAN.COM TWITTER.COM/FEZZINDEZIN

AMANDA FESSENDEN OBJECTIVE To attain the award for Best Ads Director. KEY WORDS Determined, dynamic, collaborator, leader, organized, positive, self-starter, ambitious, energetic, and outgoing. EDUCATION BA Communications; Advertising Concentration California State University, Fullerton Anticipated Graduation: August 2013 WORK EXPERIENCE May 2012 to Present The Daily Titan

Director of the Advertising Department

Manage 13 people, oversee Account Executives, graphic designers, marketing campaigns, plan special sections, track sales, hire, train, reconstructed training manuals, implemented an incentives program, close/finalize issues, run meetings, monthly reviews, have sold over $20,000.00 of advertising, and handle all problems. January 2012 to May 2012

Assistant Advertising Director/Senior Account Executive November 2011 to January 2012

Account Executive

August 2009 to November 2011 American Eagle Brea, CA

Sales Associate

Customer service, sales, go backs, fitting rooms, cashiering, and floor sets. June 2007 to September 2008 Starbucks Coffee Inc. Laguna Woods, CA

Barista

Cash handling, register, sales/customer service, stock/supplies, and cleaning, bartender (an assortment of beverages), and food service. June- August 2003, 2004 (summer employment) Geffen/Interscope Records Santa Monica, CA

Production Intern

Filing records and data entry of past albums, documentation removal and product demolition. EXPERIENCE Launched a mobile application, improved social media, planned Special Section Campaigns, iPad Giveaway Campaign, oversaw the DT Food & Music Festival campaign/event, and reconstructed a positive/successful work environment in an advertising department. SKILLS Microsoft Office (Word, Excel, Powerpoint), Adpro, and Prezzi.

Sales Binder Tracks Previous Semester Sales Weekly Sales Individual Sales Goals Employee of the Week votes/winners Employee of the Month votes/winners Titan Team Winners Friday Meeting Reports My Personal Sales November 2011-December 2012 $25,120.35

Previous Years Sales

Fall 2012 Sales

Spring 2013 Sales

Achievements

Implemented a new Incentives Program Established rapport with Editorial Implemented a more hands on/interactive training program Reorganized Sales Tracking/Goal Tracking Set up a staff contracting system for success Set up Production Project Deadlines Plan with Promotions Executive in detail about our promotional plans for the year Oversee trade agreements Track/Oversee my meetings (Ads Meetings/Advisor Meetings/Editorial Meetings) Close Issues, Finalize Issues Oversee Paper Boy Hold Monthly/Semester Employee Reviews Handle any complications that arise (with clients and office relations/systems) Delegate new tasks/projects Making sure the office runs successfully

Christina Bender

Personal Philosophy Dear CNBAM Judges, College newspapers nationwide have undergone many changes because of the shift to digital products. While this may be discouraging for some managers, I see an opportunity for college newspapers. As a student leader at The Vidette, I believe that the newspaper industry is not dying, but it is changing. My goal this past year was to create a change for the better. I no longer saw myself as a “manager”, but I saw myself as a “leader”. I strive to lead the staff by example, with a strong work ethic and a positive attitude. My personal philosophy is simple: “work hard, play hard.” We call ourselves a “Vidette family” because of our closeness. I believe in The Vidette and my goal is to graduate from Illinois State knowing that I made a difference at the Vidette. Last March of 2012, I was terrified of applying for the Advertising Sales Manager position. Could I really learn to manage my peers? Will I be able to lead our sales staff to increase revenues? Then at the 2012 CNBAM Miami Conference, I gathered a lot of useful resources from speakers and colleagues, I made connections with other college newspaper sales representatives, and most importantly, I enjoyed every minute of the week. My passion then became bettering the future of The Vidette. If you look at my productivity records, sales to date are unfortunately down, but I truly believe the positive attitude in the office is immeasurable. Being a Marketing Consultant is not just a part-time job for the students, but they are finding out their true passions and they are becoming young professionals. This past year, I have conducted many successful sales contests. I love taking pictures of the winners of the sales contests. I have also created a Marketing Team, the Vidette Street Team. They have grown from a team of 4 to a team of 9. I have also had 2 full semesters of leading a staff of 6 Marketing Consultants (summer 2012) and a staff of 12 Marketing Consultants (fall 2012). If I could pick my most favorite moment at the Vidette, it would be watching each Videtter grow professionally and personally. As a leader, I believe respect is a two-way street. I entrust a number of responsibilities to my team leaders and I have full faith in them. I would not be as successful as I am today without the structure here at the Vidette. I am excited to graduate in May and to return to the Vidette in a year seeing it grow even more. I am thankful for the Vidette family and everything it has done for me, professionally and personally. Sincerely, Christina Bender Christina Bender Advertising Manager The Vidette Illinois State University

Christina Bender

Appendix 1. Advertising Sales Manager Job Description 2. Productivity Records 3. Sales Contests 4. Pimpinâ&#x20AC;&#x2122; Proposal 5. Resume

Christina Bender

Advertising Sales Manager Job Description 

Coordinating sales and promotion activities: The advertising sales manager will coordinate sales campaigns and promotions in order to create interest in the community for The Vidette and to increase sales. Examples of these activities include: hand delivering supplements, creating tailgating activities, running creative house ads, involving students by passing out promotional items, etc…



Monitor and supervise members of sales staff: On a daily basis, the advertising sales manager will interact with staff members as well as the business advisor. They will check the advertising reports and help to educate the staff on sales tips. The ad sales manager will keep track of the staffs points and dollar quotas and help each staff member to achieve their goals.



Recruit, train and organize advertising sales personnel: Each semester, the advertising sales manager will create a recruitment campaign in order to hire new marketing consultants. This will include running house ads, setting up tables, hosting an open house, and anything else in order to create awareness. They will interview and make the final decision in hiring marketing consultants, as well as the advertising production manager. They will then create a training program in order to prepare their marketing consultants to interact with clients. The advertising sales manger will also be responsible to put staff members on probation or termination.



Achieve advertising sales deadline and dummy the newspaper: The advertising sales manager is in charge of making sure the staff reaches the financial goals set for each month. They will work with each staff member to make sure this goal is obtained. They will share the responsibility with the business advisor to blueline the paper on a daily basis.



Formulate sales incentives for the advertising sales staff In order to motivate the staff members, the advertising sales manger will create sales incentives for the staff members. For example, creating trade agreements with local businesses to use as prizes for staff members, and creating games to keep the staff involved. The advertising sales manager will work with the business manager to set a budget for sales incentives.



Attend and orchestrate meetings The advertising sales manager will have to attend monthly publication board meetings and weekly manager meetings. They may also have to meet with clients if certain circumstances arise. They will coordinate weekly sales staff meetings and meet with their team leaders on a weekly basis as well.



Stay up to date with revenue growth opportunities With the newspaper industry advancing dramatically, it is vital that the Ad Sales Manager understand and practice sales development.

Christina Bender

Productivity Records Christina Bender (Manager)

EMPLOYMENT SUMMARY

Month SUMMER Survival Guide AUGUST SEPTEMBER Rental Guide OCTOBER Homecoming Guide NOVEMBER Dining & Entertainment Guide DECEMBER JANUARY Back to Spring Guide FEBRUARY Sex in the Birdhouse MARCH APRIL Best of Guide MAY Preview Guide Career

2011/2012 Academic Year $32,590.46 $28,780.55 $44,698.29 $134,242.88 $11,441.03 $154,233.06 $7,557.51 $86,827.45 $0.00 $35,526.39

2012/2013 Academic Year $32,925.05 $31,377.60 $42,009.55 $128,471.77 $13,046.19 $116,365.58 $8,136.40 $46,913.26 $7,488.56 $22,950.03

$9,163.64

$10,254.95

$545,061.26

$459,938.94

Percent over Quota 1.03% 9.02% -6.02% -4.30% 14.03% -24.55% 7.66% -45.97% #DIV/0! -35.40% #DIV/0! 11.91% #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! -15.62%

Number of New Accounts 18 4 3 9 1 1 7

Christina Bender

Sales Contests

Left: Marketing Consultant, Nick, shoots to win points in Sales Pong. Right: Fall 2012 sales contest, Sales Pong, gives the Marketing Consultant a fun way to earn points while selling Vidette products. Below: Feet on the Street is a sales contest to give the winner who gets the most visits in a week $10 and a pair of socks!

Christina Bender

Pimpin’ Proposal of the Week To: ADVERTISER From: VIDETTE MARKETING CONSULTANT Date: __________ Subject: Advertising Proposal (Subject to change) The Vidette would like to offer ADVERTISER the following advertising packages. We believe that the scope of this campaign will increase your number of Illinois State customers during the 2012-2013 year and increase profit and customer loyalty. The campaign will run for INSERT TIME PERIOD. Package A: Scope: x inch contract paired with special edition, ______    

Contract: x runs, $x per semester ($x per ad) 4 half-page ads: $1,944.00 Grand Total: INSERT TOTAL Total savings from contract rate: INSERT TOTAL

Package B: Scope: x inch contract paired with special edition, ______    

Contract: x runs, $x per semester ($x per ad) 4 half-page ads: $1,944.00 Grand Total: INSERT TOTAL Total savings from contract rate: INSERT TOTAL

Package C: Scope: x inch contract paired with special edition, ______    

Contract: x runs, $x per semester ($x per ad) 4 half-page ads: $1,944.00 Grand Total: INSERT TOTAL Total savings from contract rate: INSERT TOTAL

Thank you, NAME OF MARKETING CONSULTANT The Vidette, Marketing Consultant INSERT PHONE NUMBER INSERT EMAIL

Left: This is a template I created for the sales staff to use when creating proposals for clients. Before, there was no layout for creating proposals for clients. I wanted to give the Marketing Consultants a professional document that they can give to their clients on Vidette letterhead. Below: Marketing Consultant, Matt Bernard, received the most “Pimpin’ Proposal of the Week” award. He created a cost-efficient proposal for a new business.

Chloe Nichole Douglas 1022 Planters Lane Statesboro, GA 30458  P hone: 770-990-4632 E-Mail: douglas_chloe@yahoo.com

Education:

CND

Northgate High School Newnan, Georgia Graduated 2010 Georgia Southern University Statesboro, Georgia Bachelor of Child and Family Development Graduating 2014

Experience: Student Media Georgia Southern University Statesboro, Georgia 30458 912-478-7459 [March 2012-Present] Starting Position: Sales Representative Current Position: Business Manager Job Tasks: • Manage Sales, Marketing and Distribution teams • Set weekly goals • Work on the Execute board with members from the other departments • Work on the Advisory board with University Staff • Work closely with each department laying out publications • Improving the overall function of the Business division • Work closely with Production so Ads are made to specification Discovery Point #29 3052 Sharpsburg McCullum Road Sharpsburg Georgia 30277 770-254-1880 [August 2008-July 2011] Starting Position: Assistant Teacher Ending Position: Teacher Job Tasks: • Planned and carried out weekly activities for children aged 6 weeks to 12 years • Monitored children activity and interactions on a daily basis • Corrected behaviors when needed • Informed parents on good behaviors and disciplinary issues • Cleaned establishment (classrooms, cafeteria, and bathrooms) twice a day • Participated as a chaperone/teacher on field trips

To who it may concern; My name is Chloe Douglas and I am the Business Manager for Student Media at Georgia Southern University. I oversee the sales division, the advertisement design division, the marketing division and the distribution division. I have been in my position since June of 2012, and in that time, I believe that I have turned my division around. I came into Student Media as a Sales Representative in March of that same year, and have quickly climbed the ranks. When I started at Student Media, I was a business major, and I really didnâ&#x20AC;&#x2122;t know what I was doing. I was quickly thrown into being the Business Manager, and ended up swimming instead of sinking. I was made Business Manager with very little experience and was told that I was now in charge. Looking back, I realize just how unorganized the department was. I dove right into the position and never looked back. I began to straighten things up and selfteach, self-develop and self-train, and eventually, I had a real, growing organization on my hands. Upon becoming the Business Manager, the very first thing I realized about the department was that we were working with a structure and a hierarchy that simply did not work. Back then, there was a head of the department, the Business Manager, whose job was to oversee each and every detail within all divisions of the department. There were basically no shared tasks, and everything was up to the Business Manager. I knew that one person couldnâ&#x20AC;&#x2122;t do it all, which is why I think the organization was failing. There was an Assistant Manager under the Business Manager, who carried out any and all items that the head manager could not attend to, as well as selling advertisements. Finally, there were the sales representatives, who, quite obviously, sold the ads. I quickly realized that this structure did not work and set to reorganize the sales division for maximum productivity. I created a new position: Sales Manager. The new job would be to oversee the sales representatives, which I renamed as Account Executives, so that clients would see them as more respectable representatives. The Sales Manager then took some of the responsibility from the Business Manager by hiring the Account Representatives and being their mentor through their sales endeavors. The creation of this new position allowed the Business Manager to be more focused on all of the divisions, as well as the relationship that the business department had with the other departments within Student Media. This strengthened the relationships between the business department and the publications, especially the newspaper, as well as strengthened the relationship with the clients. With the old hierarchy that we were using, things constantly went wrong. We would have to give clients free ads or discounted prices because of mess-ups, and we were $15,000 in debt. Now, with the new system, we have almost eliminated the mistakes, and have cut our discounts by 60%, because of the more balanced jobs, and for the fall semester, we made $10,000 more than the recorded amounts for the semester before. We are no longer in debt. I credit this accomplishment to not only the structural changes, but also in the changes we have made within our specific jobs. I personally feel that one of my jobs is to be a representative for our clients within Student Media. I am constantly concerned about

their business and try to always have the clientsâ&#x20AC;&#x2122; best interests in mind. I work closely with the layout of the newspaper, and am constantly thinking of better ways to do things for the clients to ensure that their advertisements are being seen in the best way possible. I have also tried to change the way of thinking within my department into a more professional and business-like approach. I have encouraged my staff to act as if they are working in a very renowned sales business, and I think that attitude has paid off. We now have regular, consistent business meetings, where we discuss our goals, upcoming publications, weekly reports of each division (marketing, design, sales and distribution) and try to work out any issues that each division is currently having. I believe that these meetings have boosted the morale of my staff and have made us a better team. I believe that we have accomplished such big goals in the past two semesters because we do work so well as a team. My goal for the rest of this semester is to come out on top. I want to continue to stay debt-free and continue to grow our sales. I also want to expand the team, and add in as many Account Representatives as we can to better serve our clients and to reach a wider range of clientele. I want to change our contracts to be better understood by both client and representative alike, and to make the process of selling advertisements a pleasant one.

Office of Student Media Georgia Southern University Arielle Coambes, Editor-in-Chief Statesboro, GA 30460 Tel: 404-550-7751 Email: gaeditor@georgiasouthern.edu

Jan.14, 2013 College Newspaper Business and Advertising Managers (CNBAM) To Whom It May Concern: Chloe Douglas began at Student Media as a friend of one of the newspaper’s editors. She spent enough time here that the director jokingly challenged her to join up with the business division and earn us some money. John Harvey, the director, couldn’t have known at the time that a challenge is Chloe’s kryptonite. She took the job and immediately began impressing, right out of training. When the then-Business Manager unexpectedly quit, Chloe was fresh as a sales rep; still, the division needed a leader. She decided to step up. She took over a division that was crumbling under inefficiency, bravely accepting the challenge of managing a short-staffed team that was accustomed to a leadership style of complacency. She was a blaze of energy as the new Business Manager. She expertly navigated old customs, analyzing them with an unbiased eye and eliminating unprofitable practices, like providing unnecessary discounts to advertisers. She further emphasized efficiency by instituting a three-check system, one that required sales reps and ad designers to be in constant communication between themselves, with advertisers and with their managers. She reorganized the leadership structure of her second-level managers, incorporating a system focused on training correctly from the lowest level. She also became a staple on the Executive Board, which is made up of the leaders of each student division. This four-person board is the highest decision-making entity of Student Media, and Chloe carved herself a position on this board as an advocate for the Business Division, representing its interests clearly. During her fierce campaign to organize a profitable Business Division, Chloe has also kept up a professional and courteous demeanor. This seems near impossible when considering the other half of her life: Being a full-time student. These dual responsibilities seem easy on Chloe’s shoulders, earning her the respect of staff across Student Media. Sincerely,

Arielle Coambes

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: Last spring on several occasions I saw this enthusiastic coed in our Newsroom kibitzing with friends and finally stopped to ask why she didnâ&#x20AC;&#x2122;t work for Student Media. She said she was not a journalist, so I challenged her to join our Business Division. Three months later she was advertising manager overseeing a staff of 11 students and taking responsibility for generating annual ad revenues of $135,000. This is a letter of recommendation for Chloe Douglas as the Advertising Manager of the Year Award. I cannot think of anyone who has done a better job turning around such a dysfunctional Business Division in as quick and orderly a fashion as Chloe has. In her role as advertising manager, Chloe is in charge of all sales, marketing and distribution for eight student publications, including our new award-winning website. She also serves on both the Executive Board and the Student Media Advisory Board. It was the way she shot to the top and persevered through the adversity of making difficult changes that makes her so deserving of this award. The division she inherited was in total disarray and had suffered the surprising departure of our graduate assistant and business manager. Under their leadership the year before, Student Media had fallen $30,000 short of our goal and the confusion and lack of leadership were costing us lots of money in terms of mishandled ads. Weâ&#x20AC;&#x2122;ve all seen that. Under Chloe, however, our losses have stopped and our sales have soared. She instituted a variety of processes to ensure ads are handled properly, and she has greatly improved communications between staff departments and, in fact, across divisions. She is a go-getter who is not afraid to make waves if she knows she is right, and as a result she has very quickly become a highly effective and popular manager. Those are all great qualities, but in this case she has stats to back her up. Under her leadership revenues increased 35% during summer and fall semesters, and her staff not only stabilized but grew by four new reps, all of whom are finding success within her system. Chloe Douglas is a dynamo, and for the reasons outlined here and many, many more, I strongly recommend her for this award. Sincerely,

John Harvey

Position Description:

Shift Specifics:

Business Manager: Responsible for managing Marketing, Distribution, and Sales staff; effective management/ leadership for business assistants and sales representatives; and will assist professional staff in the billing process. Serve as Student Executive Officer on Student Media Advisory Board.

Varies

Preferred Requirements: Previous work experience with Student Media

Salary Range:

Stipend

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates Publications: Sales Types: Sales Reps:

All All All

Sections: Sales Offices: Billing Offices:

All All All

Publication: Boro Beat

Issue Date: 10/13/2011

Advertiser

Width

Wing Maxx

5.28

Height

Units Description

2.56 13.5168 Wing Maxx Boro Beat Specials Ad

OrderImg# 173_1

Rate Name Boro Beat

Rate

Adjustment

$30.00

Price TFN $30.00 No

Hold Section Boro Beat

Sales Rep P Scroggin

Issue Summary: 10/13/2011 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:50 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

Generated By:

Chloe

Page 1 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 10/20/2011

Advertiser

Width

Wing Maxx

5.28

Height

Units Description

2.56 13.5168 Wing Maxx Boro Beat Specials Ad

OrderImg# 173_1

Rate Name Boro Beat

Rate

Adjustment

$30.00

Price TFN $30.00 No

Hold Section Boro Beat

Sales Rep P Scroggin

Issue Summary: 10/20/2011 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:50 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

Generated By:

Chloe

Page 2 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 10/27/2011

Advertiser

Width

Wing Maxx

5.28

Height

Units Description

2.56 13.5168 Wing Maxx Boro Beat Specials Ad

OrderImg# 173_1

Rate Name Boro Beat

Rate

Adjustment

$30.00

Price TFN $30.00 No

Hold Section Boro Beat

Sales Rep P Scroggin

Issue Summary: 10/27/2011 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:50 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

Generated By:

Chloe

Page 3 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 11/3/2011

Advertiser

Width

Wing Maxx

5.28

Height

Units Description

2.56 13.5168 Wing Maxx Boro Beat Specials Ad

OrderImg# 173_1

Rate Name Boro Beat

Rate

Adjustment

$30.00

Price TFN $30.00 No

Hold Section Boro Beat

Sales Rep P Scroggin

Issue Summary: 11/3/2011 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:50 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

Generated By:

Chloe

Page 4 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 11/10/2011

Advertiser

Width

Wing Maxx

5.28

Height

Units Description

2.56 13.5168 Wing Maxx Boro Beat Specials Ad

OrderImg# 173_1

Rate Name Boro Beat

Rate

Adjustment

$30.00

Price TFN $30.00 No

Hold Section Boro Beat

Sales Rep P Scroggin

Issue Summary: 11/10/2011 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:50 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

Generated By:

Chloe

Page 5 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 11/17/2011

Advertiser

Width

Wing Maxx

5.28

Height

Units Description

2.56 13.5168 Wing Maxx Boro Beat Specials Ad

OrderImg# 173_1

Rate Name Boro Beat

Rate

Adjustment

$30.00

Price TFN $30.00 No

Hold Section Boro Beat

Sales Rep P Scroggin

Issue Summary: 11/17/2011 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:50 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

Generated By:

Chloe

Page 6 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 12/1/2011

Advertiser

Width

Wing Maxx

5.28

Height

Units Description

2.56 13.5168 Wing Maxx Boro Beat Specials Ad

OrderImg# 173_1

Rate Name Boro Beat

Rate

Adjustment

$30.00

Price TFN $30.00 No

Hold Section Boro Beat

Sales Rep P Scroggin

Issue Summary: 12/1/2011 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:50 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

Generated By:

Chloe

Page 7 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 12/8/2011

Advertiser

Width

Wing Maxx

5.28

Height

Units Description

2.56 13.5168 Wing Maxx Boro Beat Specials Ad

OrderImg# 173_1

Rate Name Boro Beat

Rate

Adjustment

$30.00

Price TFN $30.00 No

Hold Section Boro Beat

Sales Rep P Scroggin

Issue Summary: 12/8/2011 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:50 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

Generated By:

Chloe

Page 8 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Game Day May Day Advertiser

Width

Height

10.25

GSU University Bookstore Wing Maxx

Issue Date: 10/6/2011 Units Description

10.25 Roster Sponsorship Spreads 5.25 53.8125 Wing Maxx GameDay Mayday Ad

10.25

OrderImg# 130_1

Rate Name

175_1

Rate

Adjustment

Roster Spread

$300.00

($100.00)

Half Page Horizontal

$225.00

Price TFN

Hold Section

Sales Rep

$200.00 No

Sports

HOUSE

$225.00 No

Sports

P Scroggin

Issue Summary: 10/6/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

$0.00

$262.50

($100.00)

$212.50

$425.00

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 9 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Game Day May Day Advertiser

Width

Height

10.25

GSU University Bookstore Wing Maxx

Issue Date: 10/13/2011 Units Description

10.25 Roster Sponsorship Spreads 5.25 53.8125 Wing Maxx GameDay Mayday Ad

10.25

OrderImg# 130_1

Rate Name

175_1

Rate

Adjustment

Roster Spread

$300.00

($100.00)

Half Page Horizontal

$225.00

Price TFN

Hold Section

Sales Rep

$200.00 No

Sports

HOUSE

$225.00 No

Sports

P Scroggin

Issue Summary: 10/13/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

$0.00

$262.50

($100.00)

$212.50

$425.00

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 10 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Game Day May Day

Issue Date: 10/20/2011

Advertiser

Width

Height

Wing Maxx

10.25

Units Description 10.25 Wing Maxx GameDay Mayday Roster Package Ad

OrderImg# 174_1

Rate Name Roster Spread

Rate

Adjustment

$300.00

Price TFN $300.00 No

Hold Section Sports

Sales Rep P Scroggin

Issue Summary: 10/20/2011 Units

Features

Discounts

Average Rate

$0.00

$300.00

Report Date:

1/24/2013 4:50:50 PM

Adjustment

Average Price

Price

Holds

Ad Count

$300.00

Generated By:

Chloe

Page 11 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Game Day May Day Advertiser

Width

Height

10.25

GSU University Bookstore Statesboro Tire & Brake

Issue Date: 11/3/2011 Units Description

10.25 Roster Sponsorship Spreads 5.25 53.8125 George Anne GameDay Mayday Homecoming ad

10.25

OrderImg# 130_1

Rate Name

205_1

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Roster Spread

$300.00

($100.00)

$200.00 No

Sports

HOUSE

Half Page Horizontal

$225.00

($25.00)

$200.00 No

Sports

P Scroggin

Issue Summary: 11/3/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

$0.00

$262.50

($125.00)

$200.00

$400.00

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 12 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Out and About Advertiser

Issue Date: 9/22/2011

Width

Height

3.5

GSU Greek Life

Units Description 7 Myth and Fact ad

OrderImg# 153_1

Rate Name Out and About 8 or more

Rate

Adjustment

$22.50

Price TFN $22.50 No

Hold Section Out and About

Sales Rep HOUSE

Issue Summary: 9/22/2011 Units

Features

Discounts

Average Rate

$0.00

$22.50

Report Date:

1/24/2013 4:50:50 PM

Adjustment

Average Price

Price

Holds

Ad Count

$22.50

Generated By:

Chloe

Page 13 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Out and About Advertiser

Issue Date: 9/29/2011

Width

Height

3.5

GSU Greek Life

Units Description 7 Myth and Fact ad

OrderImg# 153_1

Rate Name Out and About 8 or more

Rate

Adjustment

$22.50

Price TFN $22.50 No

Hold Section Out and About

Sales Rep HOUSE

Issue Summary: 9/29/2011 Units

Features

Discounts

Average Rate

$0.00

$22.50

Report Date:

1/24/2013 4:50:50 PM

Adjustment

Average Price

Price

Holds

Ad Count

$22.50

Generated By:

Chloe

Page 14 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Out and About Advertiser

Issue Date: 10/6/2011

Width

Height

3.5

GSU Greek Life

Units Description 7 Myth and Fact ad

OrderImg# 153_1

Rate Name Out and About 8 or more

Rate

Adjustment

$22.50

Price TFN $22.50 No

Hold Section Out and About

Sales Rep HOUSE

Issue Summary: 10/6/2011 Units

Features

Discounts

Average Rate

$0.00

$22.50

Report Date:

1/24/2013 4:50:50 PM

Adjustment

Average Price

Price

Holds

Ad Count

$22.50

Generated By:

Chloe

Page 15 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Out and About Advertiser

Issue Date: 10/13/2011

Width

Height

3.5

GSU Greek Life

Units Description 7 Myth and Fact ad

OrderImg# 153_1

Rate Name Out and About 8 or more

Rate

Adjustment

$22.50

Price TFN $22.50 No

Hold Section Out and About

Sales Rep HOUSE

Issue Summary: 10/13/2011 Units

Features

Discounts

Average Rate

$0.00

$22.50

Report Date:

1/24/2013 4:50:50 PM

Adjustment

Average Price

Price

Holds

Ad Count

$22.50

Generated By:

Chloe

Page 16 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Out and About

Issue Date: 10/20/2011

Width

Height

Fixx Rite Auto Repair

3.5

GSU Greek Life

3.5

Advertiser

Units Description 7 George-Anne Out and About student campaign ads 7 Myth and Fact ad

OrderImg# 203_1

Rate Name

153_1

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Out and About 8 or more

$22.50

$22.50 No

Out and About

P Scroggin

Out and About 8 or more

$22.50

$22.50 No

Out and About

HOUSE

Issue Summary: 10/20/2011 Units

Features

Discounts

Average Rate

$0.00

$22.50

Report Date:

1/24/2013 4:50:50 PM

Adjustment

Average Price

Price

Holds

Ad Count

$22.50

$45.00

Generated By:

Chloe

Page 17 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Out and About

Issue Date: 10/27/2011

Width

Height

Fixx Rite Auto Repair

3.5

GSU Greek Life

3.5

Advertiser

Units Description 7 George-Anne Out and About student campaign ads 7 Myth and Fact ad

OrderImg# 203_1

Rate Name

153_1

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Out and About 8 or more

$22.50

$22.50 No

Out and About

P Scroggin

Out and About 8 or more

$22.50

$22.50 No

Out and About

HOUSE

Issue Summary: 10/27/2011 Units

Features

Discounts

Average Rate

$0.00

$22.50

Report Date:

1/24/2013 4:50:50 PM

Adjustment

Average Price

Price

Holds

Ad Count

$22.50

$45.00

Generated By:

Chloe

Page 18 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Out and About

Issue Date: 11/3/2011

Width

Height

Fixx Rite Auto Repair

3.5

GSU Greek Life Terry's Salon & Tan

3.5 3.5

2 2

Advertiser

Units Description 7 George-Anne Out and About student campaign ads 7 Myth and Fact ad 7 George-Anne Out and About first time Terry's advertisements

OrderImg# 203_1

Rate Name

153_1 225_1

Rate

Out and About 8 or more

$22.50

Out and About 8 or and moreAbout Out 8 or more

$22.50 $22.50

Adjustment

$5.00

Price TFN

Hold Section

Sales Rep

$22.50 No

Out and About

P Scroggin

$22.50 No $27.50 No

Out and About Out and About

HOUSE P Scroggin

Issue Summary: 11/3/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

$0.00

$22.50

$5.00

$24.17

$72.50

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 19 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Out and About

Issue Date: 11/10/2011

Width

Height

Fixx Rite Auto Repair

3.5

GSU Greek Life

3.5

Advertiser

Units Description 7 George-Anne Out and About student campaign ads 7 Myth and Fact ad

OrderImg# 203_1

Rate Name

153_1

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Out and About 8 or more

$22.50

$22.50 No

Out and About

P Scroggin

Out and About 8 or more

$22.50

$22.50 No

Out and About

HOUSE

Issue Summary: 11/10/2011 Units

Features

Discounts

Average Rate

$0.00

$22.50

Report Date:

1/24/2013 4:50:50 PM

Adjustment

Average Price

Price

Holds

Ad Count

$22.50

$45.00

Generated By:

Chloe

Page 20 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Out and About

Issue Date: 11/17/2011

Width

Height

Fixx Rite Auto Repair

3.5

GSU Greek Life Terry's Salon & Tan

3.5 3.5

2 2

Advertiser

Units Description 7 George-Anne Out and About student campaign ads 7 Myth and Fact ad 7 George-Anne Out and About first time Terry's advertisements

OrderImg# 203_1

Rate Name

153_1 225_1

Rate

Out and About 8 or more

$22.50

Out and About 8 or and moreAbout Out 8 or more

$22.50 $22.50

Adjustment

$5.00

Price TFN

Hold Section

Sales Rep

$22.50 No

Out and About

P Scroggin

$22.50 No $27.50 No

Out and About Out and About

HOUSE P Scroggin

Issue Summary: 11/17/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

$0.00

$22.50

$5.00

$24.17

$72.50

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 21 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Out and About

Issue Date: 12/1/2011

Width

Height

Fixx Rite Auto Repair

3.5

GSU Greek Life Terry's Salon & Tan

3.5 3.5

2 2

Advertiser

Units Description 7 George-Anne Out and About student campaign ads 7 Myth and Fact ad 7 George-Anne Out and About first time Terry's advertisements

OrderImg# 203_1

Rate Name

153_1 225_1

Rate

Out and About 8 or more

$22.50

Out and About 8 or and moreAbout Out 8 or more

$22.50 $22.50

Adjustment

$5.00

Price TFN

Hold Section

Sales Rep

$22.50 No

Out and About

P Scroggin

$22.50 No $27.50 No

Out and About Out and About

HOUSE P Scroggin

Issue Summary: 12/1/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

$0.00

$22.50

$5.00

$24.17

$72.50

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 22 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Out and About

Issue Date: 12/8/2011

Width

Height

Fixx Rite Auto Repair

3.5

GSU Greek Life

3.5

Advertiser

Units Description 7 George-Anne Out and About student campaign ads 7 Myth and Fact ad

OrderImg# 203_1

Rate Name

153_1

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Out and About 8 or more

$22.50

$22.50 No

Out and About

P Scroggin

Out and About 8 or more

$22.50

$22.50 No

Out and About

HOUSE

Issue Summary: 12/8/2011 Units

Features

Discounts

Average Rate

$0.00

$22.50

Report Date:

1/24/2013 4:50:50 PM

Adjustment

Average Price

Price

Holds

Ad Count

$22.50

$45.00

Generated By:

Chloe

Page 23 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Issue Date: 8/23/2011

Width

Height

10.25

Frontier Communications

OrderUnits Description Rate Name Img# 51.25 1/2 page color 106_1 Half Page Features: Color: Full 4 CMYK $75.00 Vertical Discounts: Prepay/Schedule Discount ($22.50)

Rate

Adjustment

$225.00

($74.25)

Price TFN $203.25 No

Hold Section

Sales Rep

Display ROP P Scroggin

Issue Summary: 8/23/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

$75.00

$22.50

$225.00

($74.25)

$203.25

Generated By:

Chloe

Report Date:

1/24/2013 4:50:50 PM

Page 24 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

Height

10.25

2.6

Frontier Communications

Uptown Pizza

Issue Date: 8/25/2011 OrderUnits Description Rate Name Img# 51.25 1/2 page color 106_1 Half Page Features: Color: Full 4 CMYK $75.00 Vertical Discounts: Prepay/Schedule Discount ($22.50) 26.65 Weekend Wrap 117_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06)

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$225.00

($74.25)

$203.25 No

Display ROP P Scroggin

$56.25

($6.56)

$30.00 No

Display ROP P Scroggin

Issue Summary: 8/25/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

$75.00

$42.19

$140.63

($80.81)

$116.63

$233.25

Generated By:

Chloe

Report Date:

1/24/2013 4:50:50 PM

Page 25 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Issue Date: 8/30/2011

Width

Height

10.25

Frontier Communications

OrderUnits Description Rate Name Img# 51.25 1/2 page color 106_1 Half Page Features: Color: Full 4 CMYK $75.00 Vertical Discounts: Prepay/Schedule Discount ($22.50)

Rate

Adjustment

$225.00

($74.25)

Price TFN $203.25 No

Hold Section

Sales Rep

Display ROP P Scroggin

Issue Summary: 8/30/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

$75.00

$22.50

$225.00

($74.25)

$203.25

Generated By:

Chloe

Report Date:

1/24/2013 4:50:50 PM

Page 26 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 27 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Report Date:

Width

Issue Date: 9/1/2011 Height

1/24/2013 4:50:50 PM

Units Description

OrderImg#

Generated By:

Rate Name

Chloe

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Page 28 of 93

3.3.4 Retail Manifest By Publication and Advertiser Carwash Express

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

10.25

51.25

Frontier Communications

GSU Career Services

GSU CRI

10.25

10.25 105.062 5

5.25

26.25

5.25

26.25

GSU Greek Life

10.25

2.6

26.65

GSU Student Affairs & Enrollment Management

10.25

Hibbett Sports

Southern Palace

Sports Emporium

10.25 105.062 5

10.25

51.25

10.25

2.6

26.65

5.25

26.25

Statesboro Tire & Brake

10.25

The Sir Shop

10.25

2.6

26.65

Uptown Pizza

10.25

2.6

26.65

Report Date:

1/24/2013 4:50:50 PM

5.25 53.8125

Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates 1/8 page Thursday B&W 103_1 Eighth Page $56.25 Discounts: Prepay/Schedule Discount ($5.63) Out and About Fall 142_1 Eighth Page $56.25 Discounts: Prepay/Schedule Discount ($5.63) 1/2 page color 106_1 Half Page $225.00 Features: Color: Full 4 CMYK $75.00 Vertical Discounts: Prepay/Schedule Discount ($22.50) Career Services 112_1 Full Page $450.00 Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Regular CRI Fall 2011 110_1 Quarter Page $112.00 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Wellness Center 111_1 Quarter Page $75.04 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) Myth Fact 114_1 Eighth Page $56.25 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06) Weekly Buzz 116_1 Full Page $450.00 Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Hibbett Sports 113_1 Half Page Features: Color: Full 4 CMYK $75.00 Vertical Discounts: Prepay/Schedule Discount ($22.50) Weekend Wrap Ad 115_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06) 1/4 Page Regular 102_1 Quarter Page Discounts: Prepay/Schedule Discount ($11.20) 104_1 Half Page Discounts: Prepay/Schedule Discount Horizontal ($22.50) Fall 2011 Scheduled 100_1 Eighth Page Runs Guaranteed Placement: Yes; Page Number: 3; Discounts: Prepay/Schedule Discount ($3.77) Weekend Wrap 117_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06) Generated By:

Chloe

($18.56)

$32.06 No

Display ROP Larkin

($27.82)

$22.80 No

Out and About

($74.25)

$203.25 No

($242.50)

$50.00 No

Display ROP HOUSE

($47.80)

$100.00 No

Display ROP HOUSE

$1.87

$125.65 No

Display ROP HOUSE

($88.76)

$22.80 No

($103.50)

$189.00 No

Display ROP HOUSE

$225.00

($52.50)

$225.00 No

Display ROP Scroggin

$56.25

($6.56)

$30.00 No

Boro Beat

$112.00

($36.96)

$63.84 No

Display ROP P Scroggin

$225.00

($74.25)

$128.25 No

Display ROP P Scroggin

$37.69

($3.29)

$30.63 No

Display ROP P Scroggin

$56.25

($6.56)

$30.00 No

Display ROP P Scroggin

Holly Hillhouse

Display ROP P Scroggin

Out and About

HOUSE

Larkin

Page 29 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Issue Summary: 9/1/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

605

$375.00

$533.26

$156.64

($781.44)

$89.52

$1,253.28

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 30 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne Advertiser Averitt Center for the Arts

Express Tune & Lube Frontier Communications

GSU Career Services

GSU CRI

Issue Date: 9/6/2011

Width

Height

Units

7.5

10.25

76.875

10.25

2.6

26.65

10.25

51.25

10.25

10.25 105.062 5

GSU Health Services

5.25

10.25

26.25

5.25 53.8125

GSU SOAR Team/Parent Programs

10.25

51.25

Performing Arts Center

5.25

26.25

Statesboro Tire & Brake

The Marsh Law Firm

The Sir Shop

Report Date:

10.25

5.25 53.8125

5.25

26.25

10.25

2.6

26.65

1/24/2013 4:50:50 PM

OrderDescription Rate Name Img# 1/4 Page Regular Ad 119_1 Three Quarter Discounts: Prepay/Schedule Discount ($23.35) Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) 1/2 page color 106_1 Half Page Features: Color: Full 4 CMYK $75.00 Vertical Discounts: Prepay/Schedule Discount ($22.50) Career Services 112_1 Full Page Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Sex and Chocolate 121_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Discounts: Prepay/Schedule Discount ($15.08) University/Non-Profit ($37.69) 1/2 Page Vertical 118_1 Half Page Vertical Discounts: Prepay/Schedule Discount ($15.08) University/Non-Profit ($37.69) PAC Fall Schedule 120_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) 104_1 Half Page Discounts: Prepay/Schedule Discount Horizontal ($22.50) Fall Semester Reg. Ad 107_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Fall 2011 Scheduled 100_1 Eighth Page Runs Guaranteed Placement: Yes; Page Number: 3; Discounts: Prepay/Schedule Discount ($3.77)

Generated By:

Chloe

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$233.50

($146.31)

$63.84 No

Display ROP HOUSE

$56.25

($27.82)

$22.80 No

Out and About

$225.00

($74.25)

$203.25 No

$450.00

($242.50)

$50.00 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$150.75

$172.98 No

Display ROP HOUSE

$150.75

$97.98 No

Display ROP HOUSE

$75.04

$48.78 No

Display ROP HOUSE

Holly Hillhouse

Display ROP P Scroggin

$225.00

($74.25)

$128.25 No

Display ROP P Scroggin

$112.00

($36.96)

$110.84 No

Display ROP HOUSE

$37.69

($3.29)

$30.63 No

Display ROP P Scroggin

Page 31 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Issue Summary: 9/6/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

524

$300.00

$445.45

$166.18

($653.18)

$93.58

$1,029.35

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 32 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 9/8/2011

Advertiser

Width

Height

Units

Carwash Express

10.25

2.6

26.65

Crabby Joe's

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

10.25

51.25

Frontier Communications

GSU Career Services

GSU CRI

10.25

10.25 105.062 5

5.25

26.25

GSU Greek Life

10.25

2.6

26.65

GSU Health Services

10.25

5.25 53.8125

GSU Student Affairs & Enrollment Management

10.25

10.25 105.062 5

Heavenly Ham

5.25

James Woods/Choices of the Heart

5.25

Mattress U

10.25

2.6

MattressU McAlisters Deli

10.25 10.25

2.6 2.6

Report Date:

1/24/2013 4:50:50 PM

OrderDescription Rate Name Img# 1/8 page Thursday B&W 103_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Boro Beat 8 Runs 141_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) 1/2 page color 106_1 Half Page Features: Color: Full 4 CMYK $75.00 Vertical Discounts: Prepay/Schedule Discount ($22.50) Career Services 112_1 Full Page Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Myth Fact 114_1 Eighth Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06) Sex and Chocolate 121_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Discounts: Prepay/Schedule Discount ($15.08) University/Non-Profit ($37.69) Weekly Buzz 116_1 Full Page

Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) 26.25 Puzzles Ad September 134_1 Quarter Page Discounts: Prepay/Schedule Discount ($11.20) 26.25 Fall 2011 Semester Ad 105_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) 26.65 255_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) 26.65 1/8 page B&W 133_1 Eighth Page 26.65 1/8 Page Regular Ad 122_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77)

Generated By:

Chloe

Rate

Adjustment

$56.25

($18.56)

$32.06 No

Display ROP Larkin

$56.25

($20.62)

$30.00 No

Boro Beat

Larkin

$56.25

($27.82)

$22.80 No

Out and About

Holly Hillhouse

$225.00

($74.25)

$203.25 No

$450.00

($242.50)

$50.00 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$56.25

($88.76)

$22.80 No

$150.75

Price TFN

Hold Section

Sales Rep

Display ROP P Scroggin

Out and About

HOUSE

$172.98 No

Display ROP HOUSE

$450.00

($103.50)

$189.00 No

Display ROP HOUSE

$112.00

($0.80)

$100.00 No

Display ROP Tucker

$75.04

($1.00)

$47.78 No

Display ROP Larkin

$50.62 No

$50.63 No $32.06 No

Display ROP Tucker Display ROP Holly Hillhouse

$56.25 $56.25 $37.69

($5.62) ($1.86)

Tucker

Page 33 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 9/8/2011

Advertiser

Width

Height

Units

Southern Palace

10.25

2.6

26.65

5.25

26.25

Sports Emporium

Statesboro Tire & Brake

10.25

5.25 53.8125

The Sir Shop

10.25

2.6

26.65

Uptown Pizza

10.25

2.6

26.65

OrderDescription Rate Name Img# Weekend Wrap Ad 115_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06) 1/4 Page Regular 102_1 Quarter Page Discounts: Prepay/Schedule Discount ($11.20) 104_1 Half Page Discounts: Prepay/Schedule Discount Horizontal ($22.50) Fall 2011 Scheduled 100_1 Eighth Page Runs Guaranteed Placement: Yes; Page Number: 3; Discounts: Prepay/Schedule Discount ($3.77) Weekend Wrap 117_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06)

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$56.25

($6.56)

$30.00 No

Boro Beat

$112.00

($36.96)

$63.84 No

Display ROP P Scroggin

$225.00

($74.25)

$128.25 No

Display ROP P Scroggin

$37.69

($3.29)

$30.63 No

Display ROP P Scroggin

$56.25

($6.56)

$30.00 No

Display ROP P Scroggin

Larkin

Issue Summary: 9/8/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

741

$300.00

$589.76

$128.27

($760.71)

$72.98

$1,386.70

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 34 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 9/13/2011

Advertiser

Width

Height

Units

Express Tune & Lube

10.25

2.6

26.65

10.25

51.25

GSU Annual Giving

GSU Career Services

10.25

GSU CRI

10.25 105.062 5

GSU Health Services

10.25

Heavenly Ham

5.25

10.25

The Marsh Law Firm

26.25

5.25 53.8125

Statesboro Tire & Brake

The Sir Shop

5.25

26.25

5.25 53.8125

5.25

26.25

10.25

2.6

26.65

OrderDescription Rate Name Img# Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Phone A Thon Thank You 146_1 Half Page Ad Vertical Discounts: Prepay/Schedule Discount ($22.50) University/Non-Profit ($56.25) Career Services 112_1 Full Page Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Sex and Chocolate 121_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Discounts: Prepay/Schedule Discount ($15.08) University/Non-Profit ($37.69) Puzzles Ad September 134_1 Quarter Page Discounts: Prepay/Schedule Discount ($11.20) 104_1 Half Page Discounts: Prepay/Schedule Discount Horizontal ($22.50) Fall Semester Reg. Ad 107_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Fall 2011 Scheduled 100_1 Eighth Page Runs Guaranteed Placement: Yes; Page Number: 3; Discounts: Prepay/Schedule Discount ($3.77)

Rate

Adjustment

$56.25

($27.82)

$225.00

Price TFN $22.80 No

Hold Section Out and About

Sales Rep Holly Hillhouse

$146.25 No

Display ROP HOUSE

$450.00

($242.50)

$50.00 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$172.98 No

Display ROP HOUSE

$150.75

$112.00

($0.80)

$100.00 No

Display ROP Tucker

$225.00

($74.25)

$128.25 No

Display ROP P Scroggin

$112.00

($36.96)

$110.84 No

Display ROP HOUSE

$37.69

($3.29)

$30.63 No

Display ROP P Scroggin

Issue Summary: 9/13/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

396

$225.00

$410.52

$164.52

($433.42)

$95.75

$861.75

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 35 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 9/15/2011

Advertiser

Width

Height

Units

Carwash Express

10.25

2.6

26.65

Chow Time

10.25

2.6

26.65

Crabby Joe's

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

Franklin Toyota

5.25

26.25

Frontier Communications

10.25

51.25

GSU Career Services

GSU CRI

10.25

10.25 105.062 5

5.25

26.25

GSU Greek Life

10.25

2.6

26.65

GSU Health Services

10.25

GSU Office of Student Leadership

GSU Student Affairs & Enrollment Management Report Date:

5.25 53.8125

10.25

51.25

10.25

51.25

10.25

10.25 105.062 5

1/24/2013 4:50:50 PM

OrderDescription Rate Name Img# 1/8 page Thursday B&W 103_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) 1/8 Page B&W 143_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Boro Beat 8 Runs 141_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Reg. FT Ad Fall 11 108_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($7.50) 1/2 page color 106_1 Half Page Features: Color: Full 4 CMYK $75.00 Vertical Discounts: Prepay/Schedule Discount ($22.50) Career Services 112_1 Full Page Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Myth Fact 114_1 Eighth Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06) Sex and Chocolate 121_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Discounts: Prepay/Schedule Discount ($15.08) University/Non-Profit ($37.69) Flu Vaccine 147_1 Half Page Discounts: Prepay/Schedule Discount Vertical ($15.08) University/Non-Profit ($37.69) Annual Fall Leadership 144_1 Half Page Conf. Vertical Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($22.50) University/Non-Profit ($56.25) Weekly Buzz 116_1 Full Page

Generated By:

Chloe

Rate

Adjustment

Price TFN

Hold Section

$56.25

($18.56)

$32.06 No

Display ROP Larkin

$37.69

($1.86)

$32.06 No

Display ROP Holly Hillhouse

$56.25

($20.62)

$30.00 No

Boro Beat

Larkin

$56.25

($27.82)

$22.80 No

Out and About

Holly Hillhouse

$75.04

$7.50

$150.04 No

Display ROP HOUSE

$225.00

($74.25)

$203.25 No

Display ROP P Scroggin

$450.00

($242.50)

$50.00 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$56.25

($88.76)

$22.80 No

Out and About

Sales Rep

HOUSE

$150.75

$172.98 No

Display ROP HOUSE

$150.75

$97.98 No

Display ROP HOUSE

$225.00

$221.25 No

Display ROP HOUSE

$189.00 No

Display ROP HOUSE

$450.00

($103.50)

Page 36 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 9/15/2011

Width

Height

Units

Heavenly Ham

5.25

26.25

Hungry Howies

5.25

26.25

James Woods/Choices of the Heart

5.25

26.25

Advertiser

Papa Johns

10.25

Southern Palace

10.25

2.6

26.65

5.25

26.25

Sports Emporium

10.25 105.062 5

Statesboro Tire & Brake

10.25

5.25 53.8125

The Sir Shop

10.25

2.6

26.65

Uptown Pizza

10.25

2.6

26.65

OrderDescription Rate Name Img# Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Puzzles Ad September 134_1 Quarter Page Discounts: Prepay/Schedule Discount ($11.20) GA 1/4 Page 135_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) Fall 2011 Semester Ad 105_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) Papa Johns Back Page 124_1 Full Page Runs Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) Weekend Wrap Ad 115_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06) 1/4 Page Regular 102_1 Quarter Page Discounts: Prepay/Schedule Discount ($11.20) 104_1 Half Page Discounts: Prepay/Schedule Discount Horizontal ($22.50) Fall 2011 Scheduled 100_1 Eighth Page Runs Guaranteed Placement: Yes; Page Number: 3; Discounts: Prepay/Schedule Discount ($3.77) Weekend Wrap 117_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06)

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$112.00

($0.80)

$100.00 No

Display ROP Tucker

$75.04

($3.70)

$63.84 No

Display ROP Tucker

$75.04

($1.00)

$47.78 No

Display ROP Larkin

$301.50

($46.35)

$300.00 No

Display ROP Damon

$56.25

($6.56)

$30.00 No

Boro Beat

$112.00

($36.96)

$63.84 No

Display ROP P Scroggin

$225.00

($74.25)

$128.25 No

Display ROP P Scroggin

$37.69

($3.29)

$30.63 No

Display ROP P Scroggin

$56.25

($6.56)

$30.00 No

Display ROP P Scroggin

Larkin

Issue Summary: 9/15/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

947

$525.00

$760.80

$143.27

($797.64)

$96.30

$2,118.56

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 37 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 9/20/2011

Advertiser

Width

Height

Units

Chow Time

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

Frontier Communications

10.25

51.25

GSU Annual Giving

10.25

51.25

GSU Career Services

10.25

10.25 105.062 5

GSU CRI

5.25

26.25

GSU Health Services

10.25

51.25

GSU Office of Student Leadership

10.25

51.25

GSU Student Affairs & Enrollment Management

5.25

26.25

Heavenly Ham

5.25

26.25

Re:fuel

10.25

5.25 53.8125

Statesboro Tire & Brake

10.25

5.25 53.8125

The Marsh Law Firm

Report Date:

1/24/2013 4:50:50 PM

5.25

26.25

OrderDescription Rate Name Img# 1/8 Page B&W 143_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) 1/2 page color 106_1 Half Page Features: Color: Full 4 CMYK $75.00 Vertical Discounts: Prepay/Schedule Discount ($22.50) Phone A Thon Re-run 145_1 Half Page Discounts: Prepay/Schedule Discount Vertical ($22.50) University/Non-Profit ($56.25) Career Services 112_1 Full Page Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Flu Vaccine 147_1 Half Page Discounts: Prepay/Schedule Discount Vertical ($15.08) University/Non-Profit ($37.69) Annual Fall Leadership 144_1 Half Page Conf. Vertical Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($22.50) University/Non-Profit ($56.25) Open House 148_1 Quarter Page Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Puzzles Ad September 134_1 Quarter Page Discounts: Prepay/Schedule Discount ($11.20) ADHD Ad for Shire 123_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal 104_1 Half Page Discounts: Prepay/Schedule Discount Horizontal ($22.50) Fall Semester Reg. Ad 107_1 Quarter Page Features: Color: Full 4 CMYK $75.00

Generated By:

Chloe

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$37.69

($1.86)

$32.06 No

Display ROP Holly Hillhouse

$56.25

($27.82)

$22.80 No

Out and About

$225.00

($74.25)

$203.25 No

$225.00

($146.25)

$0.00 No

Display ROP HOUSE

$450.00

($242.50)

$50.00 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$150.75

$97.98 No

Display ROP HOUSE

$225.00

$221.25 No

Display ROP HOUSE

$112.00

$72.80 No

Display ROP HOUSE

Holly Hillhouse

Display ROP P Scroggin

$112.00

($0.80)

$100.00 No

Display ROP Tucker

$350.00

($125.00)

$300.00 No

Display ROP HOUSE

$225.00

($74.25)

$128.25 No

Display ROP P Scroggin

$112.00

($36.96)

$110.84 No

Display ROP HOUSE

Page 38 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 9/20/2011

Advertiser

Width

Height

The Sir Shop

10.25

2.6

OrderUnits Description Rate Name Img# Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) 26.65 Fall 2011 Scheduled 100_1 Eighth Page Runs Guaranteed Placement: Yes; Page Number: 3; Discounts: Prepay/Schedule Discount ($3.77)

Rate

Adjustment

$37.69

($3.29)

Price TFN

$30.63 No

Hold Section

Sales Rep

Display ROP P Scroggin

Issue Summary: 9/20/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

603

$375.00

$554.74

$173.60

($780.78)

$104.99

$1,469.86

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 39 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne Advertiser Center For International Studies

Issue Date: 9/22/2011

Width

Height

5.25

Units Description 26.25 Study Abroad

Crabby Joe's

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

GSU Career Services

10.25

GSU CRI

10.25 105.062 5

5.25

26.25

10.25

2.6

26.65

GSU Health Services

10.25

51.25

GSU Office of Student Leadership

10.25

51.25

GSU Greek Life

GSU Student Affairs & Enrollment Management

10.25

10.25 105.062 5

Heavenly Ham

5.25

26.25

Hungry Howies

5.25

26.25

Mattress U

10.25

2.6

26.65

MattressU

10.25

2.6

26.65

Report Date:

1/24/2013 4:50:50 PM

OrderImg# 149_1

Rate Name Quarter Page

Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Boro Beat 8 Runs 141_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Career Services 112_1 Full Page Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Myth Fact 114_1 Eighth Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06) Flu Vaccine 147_1 Half Page Discounts: Prepay/Schedule Discount Vertical ($15.08) University/Non-Profit ($37.69) Annual Fall Leadership 144_1 Half Page Conf. Vertical Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($22.50) University/Non-Profit ($56.25) Weekly Buzz 116_1 Full Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Puzzles Ad September 134_1 Quarter Page Discounts: Prepay/Schedule Discount ($11.20) GA 1/4 Page 135_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) 255_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) 1/8 page B&W 133_1 Eighth Page Generated By:

Chloe

Rate

Adjustment

$112.00

Price TFN $147.80 No

Hold Section

Sales Rep

Display ROP HOUSE

$56.25

($20.62)

$30.00 No

Boro Beat

Larkin

$56.25

($27.82)

$22.80 No

Out and About

Holly Hillhouse

$450.00

($242.50)

$50.00 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$56.25

($88.76)

$22.80 No

Out and About

$150.75

$97.98 No

Display ROP HOUSE

$225.00

$221.25 No

Display ROP HOUSE

HOUSE

$450.00

($103.50)

$189.00 No

Display ROP HOUSE

$112.00

($0.80)

$100.00 No

Display ROP Tucker

$75.04

($3.70)

$63.84 No

Display ROP Tucker

$50.62 No

$50.63 No

Display ROP Tucker

$56.25 $56.25

($5.62)

Tucker

Page 40 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 9/22/2011

Advertiser

Width

Height

Units

Pita Pit

10.25

2.6

26.65

Southern Palace

10.25

2.6

26.65

The Sir Shop

10.25

2.6

26.65

Uptown Pizza

10.25

2.6

26.65

OrderDescription Rate Name Img# B&W 1/8 Page 140_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Weekend Wrap Ad 115_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06) Fall 2011 Scheduled 100_1 Eighth Page Runs Guaranteed Placement: Yes; Page Number: 3; Discounts: Prepay/Schedule Discount ($3.77) Weekend Wrap 117_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06)

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$37.69

($1.86)

$32.06 No

Display ROP Unassigned

$56.25

($6.56)

$30.00 No

Boro Beat

$37.69

($3.29)

$30.63 No

Display ROP P Scroggin

$56.25

($6.56)

$30.00 No

Display ROP P Scroggin

Larkin

Issue Summary: 9/22/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

657

$300.00

$627.12

$126.82

($559.39)

$74.67

$1,269.41

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 41 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 9/27/2011

Advertiser

Width

Height

Carwash Express

10.25

2.6

5.25

Center For International Studies

Charlie Chen

OrderUnits Description Rate Name Img# 26.65 Car Wash Fall Runs 156_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) 26.25 Study Abroad 149_1 Quarter Page

10.25

2.6

26.65

10.25

2.6

26.65

Chow Time

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

GSU Career Services

10.25

10.25 105.062 5

GSU CRI

5.25

26.25

GSU Health Services

10.25

51.25

GSU Office of Student Leadership

10.25

51.25

Heavenly Ham

5.25

26.25

James Woods/Choices of the Heart

5.25

26.25

McAlisters Deli Sports Emporium

Report Date:

10.25

2.6

5.25

1/24/2013 4:50:50 PM

Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Tokyos 1/8 Page 163_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Orient Express 164_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) 1/8 Page B&W 143_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Career Services 112_1 Full Page Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Flu Vaccine 147_1 Half Page Discounts: Prepay/Schedule Discount Vertical ($15.08) University/Non-Profit ($37.69) 1/2 Page Vertical Color 161_1 Half Page Vertical Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($22.50) University/Non-Profit ($56.25) Puzzles Ad September 134_1 Quarter Page Discounts: Prepay/Schedule Discount ($11.20) Choices of the Heart Ad 157_1 Quarter Page

Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) 26.65 Fall Run Schedule 155_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) 26.25 1/4 Page Fall Run 159_1 Quarter Page

Generated By:

Chloe

Rate

Adjustment

$37.69

($1.86)

$112.00

Price TFN $32.06 No

Hold Section

Sales Rep

Display ROP Larkin

$147.80 No

Display ROP HOUSE

$37.69

($1.86)

$32.06 No

Display ROP Tucker

$37.69

($1.86)

$32.06 No

Display ROP Tucker

$37.69

($1.86)

$32.06 No

Display ROP Holly Hillhouse

$56.25

($27.82)

$22.80 No

Out and About

$450.00

($242.50)

$50.00 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$97.98 No

Display ROP HOUSE

$150.75

Holly Hillhouse

$225.00

($50.06)

$171.19 No

Display ROP HOUSE

$112.00

($0.80)

$100.00 No

Display ROP Tucker

$48.78 No

Display ROP Larkin

$75.04

$37.69

($1.86)

$32.06 No

Display ROP Holly Hillhouse

$112.00

($36.96)

$63.84 No

Display ROP P Scroggin

Page 42 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

Height

5.25

10.25

2.6

The Marsh Law Firm

The Sir Shop

Issue Date: 9/27/2011 OrderUnits Description Rate Name Img# Discounts: Prepay/Schedule Discount ($11.20) 26.25 Fall Semester Reg. Ad 107_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) 26.65 Fall 2011 Scheduled 100_1 Eighth Page Runs Guaranteed Placement: Yes; Page Number: 3; Discounts: Prepay/Schedule Discount ($3.77)

Rate

Adjustment

Price TFN

$112.00

($36.96)

$110.84 No

$37.69

($3.29)

$30.63 No

Hold Section

Sales Rep

Display ROP HOUSE

Display ROP P Scroggin

Issue Summary: 9/27/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

552

$300.00

$483.53

$108.95

($455.49)

$69.01

$1,104.16

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 43 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 9/29/2011

Advertiser

Width

Height

Units

Bliss Berry

10.25

51.25

Boomers Vision Center

10.25

2.6

26.65

Carwash Express

10.25

2.6

26.65

Charlie Chen

10.25

2.6

26.65

5.25

26.25

Crabby Joe's

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

Fletcher Martin Ewing Associates Franklin Toyota

5.25

26.25

GSU Career Services

10.25

Chilis

GSU CRI

10.25 105.062 5

5.25

26.25

10.25

2.6

26.65

GSU Health Services

10.25

51.25

GSU Office of Student Leadership

10.25

51.25

GSU Greek Life

Report Date:

1/24/2013 4:50:50 PM

OrderDescription Rate Name Img# GA Color Vertical 138_1 Half Page Features: Color: Full 4 CMYK $75.00 Vertical Discounts: Prepay/Schedule Discount ($15.08) Boomers 1/8 Page 167_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Car Wash Fall Runs 156_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Charlies Fried Chicken 165_1 Eighth Page 1/8 Pg Discounts: Prepay/Schedule Discount ($3.77) FAFFF Ads 154_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Boro Beat 8 Runs 141_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Arby's Inserts 125_1 2-4 Pages Inserts Reg. FT Ad Fall 11 108_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($7.50) Career Services 112_1 Full Page Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Myth Fact 114_1 Eighth Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06) Flu Vaccine 147_1 Half Page Discounts: Prepay/Schedule Discount Vertical ($15.08) University/Non-Profit ($37.69) 1/2 Page Vertical Color 161_1 Half Page Vertical Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($22.50) University/Non-Profit ($56.25)

Generated By:

Chloe

Rate

Adjustment

$150.75

($32.42)

$178.25 No

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP Larkin

$37.69

($1.86)

$32.06 No

Display ROP Tucker

$112.00

($187.00)

$0.00 No

Display ROP Damon

$56.25

($20.62)

$30.00 No

Boro Beat

Larkin

$56.25

($27.82)

$22.80 No

Out and About

Holly Hillhouse

$225.00 No

Inserts

HOUSE

$45.00

Price TFN

Hold Section

Sales Rep

Display ROP Tucker

$75.04

$7.50

$150.04 No

Display ROP HOUSE

$450.00

($242.50)

$50.00 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$56.25

($88.76)

$22.80 No

Out and About

$97.98 No

Display ROP HOUSE

$171.19 No

Display ROP HOUSE

$150.75

$225.00

($50.06)

HOUSE

Page 44 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

GSU Student Affairs & Enrollment Management

10.25

Heavenly Ham

Hungry Howies

James Woods/Choices of the Heart

Issue Date: 9/29/2011 Height

Units Description

Rate Name

10.25 105.062 Weekly Buzz Full Page 5 Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) 5.25 26.25 Puzzles Ad September 134_1 Quarter Page Discounts: Prepay/Schedule Discount ($11.20) 5.25 26.25 GA 1/4 Page 135_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) 5.25 26.25 Choices of the Heart Ad 157_1 Quarter Page

Papa Johns

10.25

Party Impressions

10.25

2.6

26.65

10.25

2.6

26.65

Pita Pit

10.25

2.6

26.65

Southern Palace

10.25

2.6

26.65

5.25

26.25

The Sir Shop

10.25

2.6

26.65

Uptown Pizza

10.25

2.6

26.65

Sports Emporium

OrderImg# 116_1

10.25 105.062 5

Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) Papa Johns Back Page 124_1 Full Page Runs Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) Party Impressions 1/8 166_1 Eighth Page Page color Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($3.77) Fall 11 eighth page 169_1 Eighth Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($3.77) B&W 1/8 Page 140_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Weekend Wrap Ad 115_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06) 1/4 Page Fall Run 159_1 Quarter Page Discounts: Prepay/Schedule Discount ($11.20) Fall 2011 Scheduled 100_1 Eighth Page Runs Guaranteed Placement: Yes; Page Number: 3; Discounts: Prepay/Schedule Discount ($3.77) Weekend Wrap 117_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06)

Rate

Adjustment

$450.00

($103.50)

$189.00 No

Display ROP HOUSE

$112.00

($0.80)

$100.00 No

Display ROP Tucker

$75.04

($3.70)

$63.84 No

Display ROP Tucker

$48.78 No

Display ROP Larkin

$75.04

Price TFN

Hold Section

Sales Rep

$301.50

($46.35)

$300.00 No

Display ROP Damon

$37.69

($1.86)

$107.06 No

Display ROP P Scroggin

$37.69

($1.86)

$107.06 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP Unassigned

$56.25

($6.56)

$30.00 No

Boro Beat

$112.00

($36.96)

$63.84 No

Display ROP P Scroggin

$37.69

($3.29)

$30.63 No

Display ROP P Scroggin

$56.25

($6.56)

$30.00 No

Display ROP P Scroggin

Larkin

Issue Summary: 9/29/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

977

$675.00

$691.33

$115.05

($908.36)

$86.40

$2,246.51

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 45 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 46 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Report Date:

Width

Issue Date: 10/4/2011 Height

1/24/2013 4:50:50 PM

Units Description

OrderImg#

Generated By:

Rate Name

Chloe

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Page 47 of 93

3.3.4 Retail Manifest By Publication and Advertiser Chow Time

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

GSU Career Services

10.25

GSU CRI

10.25 105.062 5

5.25

26.25

5.25

26.25

GSU Health Services

10.25

51.25

GSU Office of Student Leadership

10.25

51.25

GSU PAC

5.25

26.25

10.25

2.6

26.65

GSU Student Affairs & Enrollment Management

Party Impressions

10.25

2.6

The Forum

10.25

5.25

10.25

2.6

The Marsh Law Firm

The Sir Shop

Report Date:

1/24/2013 4:50:50 PM

Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates 1/8 Page B&W 143_1 Eighth Page $37.69 Discounts: Prepay/Schedule Discount ($3.77) Out and About Fall 142_1 Eighth Page $56.25 Discounts: Prepay/Schedule Discount ($5.63) Career Services 112_1 Full Page $450.00 Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Regular CRI Fall 2011 110_1 Quarter Page $112.00 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Wellness Center 111_1 Quarter Page $75.04 Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) Flu Vaccine 147_1 Half Page $150.75 Discounts: Prepay/Schedule Discount Vertical ($15.08) University/Non-Profit ($37.69) Black and White Run 1/2 162_1 Half Page $225.00 Vert Vertical Discounts: Prepay/Schedule Discount ($22.50) University/Non-Profit ($56.25) Quarter page 10/4 170_1 Quarter Page $112.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Internship Ad 171_1 Eighth Page $56.25

Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06) 26.65 Fall 11 eighth page 169_1 Eighth Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($3.77) 105.062 Fall 11 GA Full Page 168_1 Full Page 5 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 26.25 Fall Semester Reg. Ad 107_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) 26.65 Fall 2011 Scheduled 100_1 Eighth Page Runs Guaranteed Placement: Yes; Page Number: 3; Discounts: Prepay/Schedule Discount ($3.77) Generated By:

Chloe

($1.86)

$32.06 No

Display ROP Holly Hillhouse

($27.82)

$22.80 No

Out and About

($242.50)

$50.00 No

Display ROP HOUSE

($47.80)

$100.00 No

Display ROP HOUSE

($0.90)

$47.88 No

Display ROP Holly Hillhouse

$97.98 No

Display ROP HOUSE

$83.86 No

Display ROP HOUSE

$72.80 No

Display ROP Holly Hillhouse

$36.56 No

Display ROP HOUSE

($62.39)

Holly Hillhouse

$37.69

($1.86)

$107.06 No

Display ROP P Scroggin

$301.50

($46.35)

$300.00 No

Display ROP HOUSE

$112.00

($36.96)

$110.84 No

Display ROP HOUSE

$37.69

($3.29)

$30.63 No

Display ROP P Scroggin

Page 48 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Issue Summary: 10/4/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

551

$300.00

$499.66

$135.68

($471.73)

$84.04

$1,092.47

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 49 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 10/6/2011

Advertiser

Width

Height

Units

Boomers Vision Center

10.25

2.6

26.65

Carwash Express

10.25

2.6

26.65

5.25

26.25

Crabby Joe's

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

Franklin Chevrolet

10.25

2.6

26.65

GSU Career Services

10.25

GSU Center for Tech Support

Chilis

GSU CRI

GSU Greek Life

GSU Health Services

GSU Student Affairs & Enrollment Management

10.25 105.062 5

5.25

26.25

10.25

2.6

26.65

10.25

51.25

10.25

10.25 105.062 5

Hungry Howies Report Date:

26.25

5 1/24/2013 4:50:50 PM

OrderDescription Rate Name Img# Boomers 1/8 Page 167_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Car Wash Fall Runs 156_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) FAFFF Ads 154_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Boro Beat 8 Runs 141_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Puzzle Page Sponsorship 150_1 Eighth Page Ad Career Services 112_1 Full Page Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Techxpo Ad 178_1 Quarter Page Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Myth Fact 114_1 Eighth Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06) Flu Vaccine 147_1 Half Page Discounts: Prepay/Schedule Discount Vertical ($15.08) University/Non-Profit ($37.69) Weekly Buzz 116_1 Full Page

Rate

Adjustment

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP Larkin

$112.00

($187.00)

$0.00 No

Display ROP Damon

$56.25

($20.62)

$30.00 No

Boro Beat

Larkin

$56.25

($27.82)

$22.80 No

Out and About

Holly Hillhouse

$56.25

$18.75

$75.00 No

Display ROP Account

$450.00

($242.50)

$50.00 No

Display ROP HOUSE

$112.00

($30.86)

$41.94 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$56.25

($88.76)

$22.80 No

Out and About

$97.98 No

Display ROP HOUSE

$150.75

Price TFN

Hold Section

Sales Rep

HOUSE

$450.00

($103.50)

$189.00 No

Display ROP HOUSE

5.25

Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) 26.25 Text_L8R Ad 177_1 Quarter Page

$112.00

($24.92)

$122.88 No

Display ROP HOUSE

5.25

Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) 26.25 GA 1/4 Page 135_1 Quarter Page

$75.04

($3.70)

$63.84 No

Display ROP Tucker

Generated By:

Chloe

Page 50 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Issue Date: 10/6/2011

Width

Height

5.25

James Woods/Choices of the Heart

OrderUnits Description Rate Name Img# Discounts: Prepay/Schedule Discount ($7.50) 26.25 Choices of the Heart Ad 157_1 Quarter Page

McAlisters Deli

10.25

2.6

26.65

Party Impressions

10.25

2.6

26.65

Pita Pit

10.25

2.6

26.65

Southern Palace

10.25

2.6

26.65

5.25

26.25

Sports Emporium

The Forum

10.25

10.25 105.062 5

The Sir Shop

10.25

2.6

Uptown Pizza

10.25

2.6

Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) Fall 2011 runs 160_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Fall 11 eighth page 169_1 Eighth Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($3.77) B&W 1/8 Page 140_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Weekend Wrap Ad 115_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06) 1/4 Page Fall Run 159_1 Quarter Page Discounts: Prepay/Schedule Discount ($11.20) Fall 11 GA Full Page 168_1 Full Page

Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 26.65 Fall 2011 Scheduled 100_1 Eighth Page Runs Guaranteed Placement: Yes; Page Number: 3; Discounts: Prepay/Schedule Discount ($3.77) 26.65 Weekend Wrap 117_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06)

Rate

Adjustment

$75.04

Price TFN

Hold Section

Sales Rep

$48.78 No

Display ROP Larkin

Display ROP Holly Hillhouse

$37.69

($1.86)

$32.06 No

$37.69

($1.86)

$107.06 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP Unassigned

$56.25

($6.56)

$30.00 No

Boro Beat

$112.00

($36.96)

$63.84 No

Display ROP P Scroggin

$301.50

($46.35)

$300.00 No

$37.69

($3.29)

$30.63 No

Display ROP P Scroggin

$56.25

($6.56)

$30.00 No

Display ROP P Scroggin

Larkin

Display ROP HOUSE

Issue Summary: 10/6/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

870

$450.00

$653.43

$114.17

($867.75)

$67.60

$1,554.79

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 51 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 10/11/2011

Advertiser

Width

Height

Units

Charlie Chen

10.25

2.6

26.65

10.25

2.6

26.65

Chow Time

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

GSU Career Services

10.25

GSU Center for Tech Support

10.25 105.062 5

5.25

26.25

GSU CRI

5.25

26.25

GSU Health Services

10.25

51.25

Party Impressions

10.25

2.6

26.65

The Forum

10.25

The Marsh Law Firm

The Sir Shop

Report Date:

10.25 105.062 5

5.25

10.25

2.6

1/24/2013 4:50:50 PM

OrderDescription Rate Name Img# Tokyos 1/8 Page 163_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Orient Express 164_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) 1/8 Page B&W 143_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Career Services 112_1 Full Page Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Techxpo Ad 178_1 Quarter Page Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Flu Vaccine 147_1 Half Page Discounts: Prepay/Schedule Discount Vertical ($15.08) University/Non-Profit ($37.69) Fall 11 eighth page 169_1 Eighth Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($3.77) Fall 11 GA Full Page 168_1 Full Page

Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 26.25 Fall Semester Reg. Ad 107_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) 26.65 Fall 2011 Scheduled 100_1 Eighth Page Runs Guaranteed Placement: Yes; Page Number: 3; Discounts: Prepay/Schedule Discount ($3.77)

Generated By:

Chloe

Rate

Adjustment

$37.69

($1.86)

$32.06 No

Display ROP Tucker

$37.69

($1.86)

$32.06 No

Display ROP Tucker

$37.69

($3.92)

$30.00 No

Display ROP Holly Hillhouse

$56.25

($27.82)

$22.80 No

Out and About

$450.00

($242.50)

$50.00 No

Display ROP HOUSE

$112.00

($30.86)

$41.94 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$97.98 No

Display ROP HOUSE

$150.75

Price TFN

Hold Section

Sales Rep

Holly Hillhouse

$37.69

($1.86)

$107.06 No

Display ROP P Scroggin

$301.50

($46.35)

$300.00 No

Display ROP HOUSE

$112.00

($36.96)

$110.84 No

Display ROP HOUSE

$37.69

($3.29)

$30.63 No

Display ROP P Scroggin

Page 52 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Issue Summary: 10/11/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

500

$300.00

$382.50

$123.58

($445.08)

$79.61

$955.37

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 53 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 10/13/2011

Advertiser

Width

Bliss Berry

10.25

Boomers Vision Center

10.25

2.6

26.65

Carwash Express

10.25

2.6

26.65

Charlie Chen

10.25

2.6

26.65

Cosmic Charleys

10.25

2.6

26.65

Crabby Joe's

10.25

2.6

26.65

Deals Furniture and Mattress Outlet

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

Franklin Chevrolet

10.25

2.6

26.65

5.25

26.25

Franklin Toyota

GSU Auxiliary Service

10.25

GSU Career Services

10.25

GSU Center for Tech Support

GSU CRI

GSU Greek Life

Report Date:

Height

Units

5.25 53.8125

10.25 105.062 5

OrderDescription Rate Name Img# GA B&W Horizontal 137_1 Half Page Discounts: Prepay/Schedule Discount Horizontal ($15.08) Boomers 1/8 Page 167_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Car Wash Fall Runs 156_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Charlies Fried Chicken 165_1 Eighth Page 1/8 Pg Discounts: Prepay/Schedule Discount ($3.77) 1/8 Page GA Ad 182_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Boro Beat 8 Runs 141_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) George Anne Daily Deal's 194_1 Eighth Page ad Discounts: Prepay/Schedule Discount ($3.77) Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Puzzle Page Sponsorship 150_1 Eighth Page Ad Reg. FT Ad Fall 11 108_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($7.50) Eagle Express Ad 193_1 Full Page

Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) University/Non-Profit ($75.38) 10.25 105.062 Career Services 112_1 Full Page 5 Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) 5.25 26.25 Techxpo Ad 178_1 Quarter Page

5.25

10.25

2.6

1/24/2013 4:50:50 PM

Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) 26.25 Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) 26.65 Myth Fact 114_1 Eighth Page Features: Color: Full 4 CMYK $75.00 Generated By:

Chloe

Rate

Adjustment

Price TFN

Hold Section

$150.75

($7.42)

$128.25 No

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP Larkin

$37.69

($1.86)

$32.06 No

Display ROP Tucker

$37.69

($1.86)

$32.06 No

$56.25

($20.62)

$30.00 No

Boro Beat

$37.69

($3.92)

$30.00 No

Display ROP P Scroggin

$56.25

($27.82)

$22.80 No

Out and About

$56.25

$18.75

$75.00 No

Display ROP Account

$75.04

$7.50

$150.04 No

Display ROP HOUSE

$301.50

($51.97)

$219.00 No

Display ROP HOUSE

$450.00

($242.50)

$50.00 No

Display ROP HOUSE

$112.00

($30.86)

$41.94 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$56.25

($88.76)

$22.80 No

Sales Rep Tucker

Display ROP P Scroggin

Out and About

Larkin

Holly Hillhouse

HOUSE

Page 54 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

GSU SOAR Team/Parent Programs

10.25

GSU Student Activities

GSU Student Affairs & Enrollment Management

Issue Date: 10/13/2011 Height

5.25 53.8125

10.25

Units

5.25

26.25

10.25 105.062 5

Hungry Howies

5.25

James Woods/Choices of the Heart

5.25

Papa Johns

10.25

Party Impressions

10.25

2.6

26.65

Pita Pit

10.25

2.6

26.65

Southern Palace

10.25

2.6

26.65

5.25

26.25

TC Outdoors

10.25

2.6

26.65

The Forum

10.25

Sports Emporium

The Sir Shop

Report Date:

10.25 105.062 5

10.25

1/24/2013 4:50:50 PM

2.6

OrderDescription Rate Name Img# Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06) Mocs Chatt 1/2 Page 197_1 Half Page Horizontal Discounts: Prepay/Schedule Discount ($22.50) University/Non-Profit ($56.25) Homecoming Ad Quarter 200_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) Weekly Buzz 116_1 Full Page

Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) Papa Johns Back Page 124_1 Full Page Runs Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) Fall 11 eighth page 169_1 Eighth Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($3.77) B&W 1/8 Page 140_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Weekend Wrap Ad 115_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06) 1/4 Page Fall Run 159_1 Quarter Page Discounts: Prepay/Schedule Discount ($11.20) TC Outdoors George176_1 Eighth Page Anne ad for fall season Discounts: Prepay/Schedule Discount ($3.77) Fall 11 GA Full Page 168_1 Full Page

Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 26.65 Fall 2011 Scheduled 100_1 Eighth Page Runs Guaranteed Placement: Yes; Page Number: 3; Generated By:

Chloe

Rate

Adjustment

$225.00

$22.00

$75.04

Price TFN

Hold Section

Sales Rep

$168.25 No

Display ROP HOUSE

$48.78 No

Display ROP HOUSE

$450.00

($103.50)

$189.00 No

Display ROP HOUSE

$75.04

($3.70)

$63.84 No

Display ROP Tucker

$48.78 No

Display ROP Larkin

$75.04

$301.50

($46.35)

$300.00 No

Display ROP Damon

$37.69

($1.86)

$107.06 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP Unassigned

$56.25

($6.56)

$30.00 No

Boro Beat

$112.00

($36.96)

$63.84 No

$37.69

($1.86)

$32.06 No

$301.50

($46.35)

$300.00 No

$37.69

($3.29)

$30.63 No

Larkin

Display ROP P Scroggin

Display ROP HOUSE

Display ROP P Scroggin

Page 55 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 10/13/2011

Advertiser

Width

Height

Uptown Pizza

10.25

2.6

OrderUnits Description Rate Name Img# Discounts: Prepay/Schedule Discount ($3.77) 26.65 Weekend Wrap 117_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06)

Rate

Adjustment

$56.25

($6.56)

Price TFN $30.00 No

Hold Section

Sales Rep

Display ROP P Scroggin

Issue Summary: 10/13/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

1,216

$525.00

$836.04

$120.45

($739.71)

$84.22

$2,442.37

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 56 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 10/18/2011

Width

Height

Units

5.25

26.25

Chow Time

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

GSU Career Services

10.25

Advertiser Averitt Center for the Arts

10.25 105.062 5

GSU CRI

5.25

26.25

GSU Student Activities

5.25

26.25

Office of Alcohol and Other Drugs

5.25

26.25

Ogeechee Tech

10.25

Party Impressions

10.25

Re:fuel

10.25

5.25 53.8125

The Forum

10.25

10.25 105.062 5

The Marsh Law Firm

The Sir Shop

Report Date:

5.25 53.8125 2.6

5.25

10.25

2.6

1/24/2013 4:50:50 PM

26.65

OrderDescription Rate Name Img# 1/4 Page Regular Ad 119_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) 1/8 Page B&W 143_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Career Services 112_1 Full Page Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Homecoming Ad Quarter 200_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) 207_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($28.00) 4 Series Change per Run 201_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Fall 11 eighth page 169_1 Eighth Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($3.77) ADHD Ad for Shire 123_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Fall 11 GA Full Page 168_1 Full Page

Generated By:

Chloe

Rate

Adjustment

$75.04

($3.70)

$63.84 No

$37.69

($3.92)

$30.00 No

Display ROP Holly Hillhouse

$56.25

($27.82)

$22.80 No

Out and About

$450.00

($242.50)

$50.00 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$48.78 No

Display ROP HOUSE

$75.04

Price TFN

Hold Section Y

Sales Rep

Display ROP P Scroggin

Holly Hillhouse

$112.00

($18.75)

$140.25 No

Display ROP Tucker

$150.75

($0.29)

$225.46 No

Display ROP Larkin

$37.69

($1.86)

$107.06 No

Display ROP P Scroggin

$350.00

($125.00)

$300.00 No

Display ROP HOUSE

$301.50

($46.35)

$300.00 No

Display ROP HOUSE

$112.00

($36.96)

$110.84 No

Display ROP HOUSE

$37.69

($3.29)

$30.63 No

Display ROP P Scroggin

Page 57 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Issue Summary: 10/18/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

556

$525.00

$344.75

$146.74

($558.24)

$117.67

$1,529.66

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 58 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 10/20/2011

Width

Height

Units

5.25

26.25

Boomers Vision Center

10.25

2.6

26.65

Carwash Express

10.25

2.6

26.65

Cosmic Charleys

10.25

2.6

26.65

Crabby Joe's

10.25

2.6

26.65

Deals Furniture and Mattress Outlet

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

Franklin Chevrolet

10.25

2.6

26.65

GSU Career Services

10.25

Advertiser Averitt Center for the Arts

10.25 105.062 5

GSU CRI

5.25

26.25

GSU SOAR Team/Parent Programs

10.25

51.25

GSU Student Activities

5.25

26.25

GSU Student Affairs & Enrollment Management

10.25

10.25 105.062 5

Hungry Howies

5.25

James Woods/Choices of the Heart

5.25

McAlisters Deli

Report Date:

10.25

1/24/2013 4:50:50 PM

2.6

OrderDescription Rate Name Img# 1/4 Page Regular Ad 119_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) Boomers 1/8 Page 167_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Car Wash Fall Runs 156_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) 1/8 Page GA Ad 182_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Boro Beat 8 Runs 141_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) George Anne Daily Deal's 194_1 Eighth Page ad Discounts: Prepay/Schedule Discount ($3.77) Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Puzzle Page Sponsorship 150_1 Eighth Page Ad Career Services 112_1 Full Page Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) SOAR Recruitment Ad 218_1 Half Page Vertical Discounts: University/Non-Profit ($56.25) Homecoming Ad Quarter 200_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) Weekly Buzz 116_1 Full Page

Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) 26.25 GA 1/4 Page 135_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) 26.25 Choices of the Heart Ad 157_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) 26.65 Fall 2011 runs 160_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Generated By:

Chloe

Rate

Adjustment

$75.04

($3.70)

$63.84 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP Larkin

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$56.25

($20.62)

$30.00 No

Boro Beat

$37.69

($3.92)

$30.00 No

Display ROP P Scroggin

$56.25

($27.82)

$22.80 No

Out and About

$56.25

$18.75

$75.00 No

Display ROP Account

$450.00

($242.50)

$50.00 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$225.00

($0.50)

$168.25 No

Display ROP HOUSE

$48.78 No

Display ROP HOUSE

$75.04

Price TFN

Hold Section

Sales Rep

Larkin

Holly Hillhouse

$450.00

($103.50)

$189.00 No

Display ROP HOUSE

$75.04

($3.70)

$63.84 No

Display ROP Tucker

$48.78 No

Display ROP Larkin

$32.06 No

Display ROP Holly Hillhouse

$75.04

$37.69

($1.86)

Page 59 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 10/20/2011

Advertiser

Width

Ogeechee Tech

10.25

Party Impressions

10.25

2.6

26.65

Pita Pit

10.25

2.6

26.65

Re:fuel Southern Palace

5 10.25

5.25 2.6

26.25 26.65

Sports Emporium

10.25

2.6

26.65

Statesboro Tire & Brake

10.25

TC Outdoors

10.25

The Forum

10.25

The Sir Shop

Height

Units

5.25 53.8125

2.6

26.65

10.25 105.062 5

10.25

2.6

OrderDescription Rate Name Img# 4 Series Change per Run 201_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Fall 11 eighth page 169_1 Eighth Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($3.77) B&W 1/8 Page 140_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) SCAD Ads 187_1 Quarter Page Weekend Wrap Ad 115_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) University/Non-Profit ($14.06) George-Anne "Sir Shop" 202_1 Eighth Page style ads for Fall '11 Discounts: Prepay/Schedule Discount ($3.77) George-Anne half page 204_1 Half Page repeat Horizontal Discounts: Prepay/Schedule Discount ($15.08) TC Outdoors George176_1 Eighth Page Anne ad for fall season Discounts: Prepay/Schedule Discount ($3.77) Fall 11 GA Full Page 168_1 Full Page

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$150.75

($0.29)

$225.46 No

Display ROP Larkin

$37.69

($1.86)

$107.06 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP Unassigned

$175.00 $56.25

$12.00 ($6.56)

$187.00 No $30.00 No

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$150.75

($7.42)

$128.25 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$301.50

($46.35)

$300.00 No

$37.69

($3.29)

$30.63 No

Display ROP HOUSE Boro Beat Larkin

Display ROP HOUSE

Display ROP P Scroggin

Issue Summary: 10/20/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

1,005

$300.00

$591.85

$112.19

($502.10)

$81.66

$2,123.11

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 60 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 10/25/2011

Width

Height

5.25

Charlie Chen

10.25

2.6

Chow Time

10.25

2.6

Cosmic Charleys

10.25

2.6

Express Tune & Lube

10.25

2.6

GSU Career Services

10.25

GSU CRI

5.25

GSU SOAR Team/Parent Programs

10.25

GSU Student Activities

5.25

GSU University Bookstore

10.25

Ogeechee Tech

10.25

5.25

Party Impressions

10.25

2.6

Sports Emporium

10.25

2.6

The Forum

10.25

Advertiser Averitt Center for the Arts

Report Date:

1/24/2013 4:50:50 PM

Units Description

OrderImg# 216_1

Rate Name

26.25 Averrit Center Rocky Quarter Page Horror for 10-25 Discounts: University/Non-Profit ($28.00) 26.65 Tokyos 1/8 Page 163_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) 26.65 1/8 Page B&W 143_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) 26.65 1/8 Page GA Ad 182_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) 26.65 Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) 105.062 Career Services 112_1 Full Page 5 Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) 26.25 Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) 51.25 Final Info. Session Ad 1/2 219_1 Half Page Vert Vertical Discounts: Prepay/Schedule Discount ($22.50) University/Non-Profit ($56.25) 26.25 Homecoming Ad Quarter 200_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) 105.062 Fall Scheduled Runs 126_1 Full Page 5 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) University/Non-Profit ($75.38) 53.8125 4 Series Change per Run 201_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal 26.65 Fall 11 eighth page 169_1 Eighth Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($3.77) 26.65 George-Anne "Sir Shop" 202_1 Eighth Page style ads for Fall '11 Discounts: Prepay/Schedule Discount ($3.77) 105.062 Fall 11 GA Full Page 168_1 Full Page 5 Features: Color: Full 4 CMYK $75.00

Generated By:

Chloe

Rate

Adjustment

$112.00

($20.16)

$63.84 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP Tucker

$37.69

($3.92)

$30.00 No

Display ROP Holly Hillhouse

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$56.25

($27.82)

$22.80 No

Out and About

$450.00

($242.50)

$50.00 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$225.00

$22.00

$168.25 No

Display ROP HOUSE

$48.78 No

Display ROP HOUSE

$75.04

Price TFN

Hold Section

Sales Rep

Holly Hillhouse

$301.50

($51.97)

$219.00 No

Display ROP HOUSE

$150.75

($0.29)

$225.46 No

Display ROP Larkin

$37.69

($1.86)

$107.06 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$301.50

($46.35)

$300.00 No

Display ROP HOUSE

Page 61 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

Height

5.25

10.25

2.6

The Marsh Law Firm

The Sir Shop

Issue Date: 10/25/2011 OrderUnits Description Rate Name Img# Discounts: Prepay/Schedule Discount ($30.15) 26.25 Fall Semester Reg. Ad 107_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) 26.65 Fall 2011 Scheduled 100_1 Eighth Page Runs Guaranteed Placement: Yes; Page Number: 3; Discounts: Prepay/Schedule Discount ($3.77)

Rate

Adjustment

Price TFN

$112.00

($36.96)

$110.84 No

$37.69

($3.29)

$30.63 No

Hold Section

Sales Rep

Display ROP HOUSE

Display ROP P Scroggin

Issue Summary: 10/25/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

712

$450.00

$532.84

$132.64

($466.50)

$98.30

$1,572.84

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 62 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 10/27/2011

Advertiser

Width

Height

Units

Boomers Vision Center

10.25

2.6

26.65

Carwash Express

10.25

2.6

26.65

Charlie Chen

10.25

2.6

26.65

Cosmic Charleys

10.25

2.6

26.65

Crabby Joe's

10.25

2.6

26.65

Deals Furniture and Mattress Outlet

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

Franklin Chevrolet

10.25

2.6

26.65

5.25

26.25

Franklin Toyota

GSU Career Services

GSU CRI

10.25

10.25 105.062 5

5.25

26.25

5.25

26.25

GSU Kappa Kappa Gamma Fraternity

5.25

26.25

GSU Student Activities

10.25

51.25

Report Date:

1/24/2013 4:50:50 PM

OrderDescription Rate Name Img# Boomers 1/8 Page 167_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Car Wash Fall Runs 156_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Charlies Fried Chicken 165_1 Eighth Page 1/8 Pg Discounts: Prepay/Schedule Discount ($3.77) 1/8 Page GA Ad 182_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Boro Beat 8 Runs 141_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) George Anne Daily Deal's 194_1 Eighth Page ad Discounts: Prepay/Schedule Discount ($3.77) Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Puzzle Page Sponsorship 150_1 Eighth Page Ad Reg. FT Ad Fall 11 108_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($7.50) Career Services 112_1 Full Page Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) GSU Dance Team Ad 223_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) 1/4 Page B&W 222_1 Quarter Page Homecoming Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) Homecoming Ad 2 WEEK 199_1 Half Page OF Vertical Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($15.08) University/Non-Profit ($37.69)

Generated By:

Chloe

Rate

Adjustment

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP Larkin

$37.69

($1.86)

$32.06 No

Display ROP Tucker

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$56.25

($20.62)

$30.00 No

Boro Beat

$37.69

($3.92)

$30.00 No

Display ROP P Scroggin

$56.25

($27.82)

$22.80 No

Out and About

$56.25

$18.75

$75.00 No

Display ROP Account

$75.04

$7.50

$150.04 No

Display ROP HOUSE

$450.00

($242.50)

$50.00 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$112.00

$147.80 No

Display ROP HOUSE

$75.04

$48.78 No

Display ROP Holly Hillhouse

$172.00 No

Display ROP HOUSE

$150.75

($0.98)

Price TFN

Hold Section

Sales Rep

Larkin

Holly Hillhouse

Page 63 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

GSU Student Affairs & Enrollment Management

10.25

GSU University Bookstore

10.25

Hungry Howies

James Woods/Choices of the Heart

Issue Date: 10/27/2011 Height

Units Description

10.25

5.25 53.8125

Papa Johns

10.25

10.25 105.062 5

Party Impressions

10.25

2.6

26.65

Pita Pit

10.25

2.6

26.65

Re:fuel Sports Emporium

5 10.25

5.25 2.6

26.25 26.65

Statesboro Tire & Brake

10.25

5.25 53.8125

TC Outdoors

10.25

The Forum

10.25

Report Date:

Rate Name

10.25 105.062 Weekly Buzz Full Page 5 Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) 10.25 105.062 Fall Scheduled Runs 126_1 Full Page 5 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) University/Non-Profit ($75.38) 5.25 26.25 GA 1/4 Page 135_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) 5.25 26.25 Choices of the Heart Ad 157_1 Quarter Page

Ogeechee Tech

The Sir Shop

OrderImg# 116_1

2.6

26.65

10.25 105.062 5

10.25

1/24/2013 4:50:50 PM

2.6

Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) 4 Series Change per Run 201_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Papa Johns Back Page 124_1 Full Page Runs Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) Fall 11 eighth page 169_1 Eighth Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($3.77) B&W 1/8 Page 140_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) SCAD Ads 187_1 Quarter Page George-Anne "Sir Shop" 202_1 Eighth Page style ads for Fall '11 Discounts: Prepay/Schedule Discount ($3.77) George-Anne half page 204_1 Half Page repeat Horizontal Discounts: Prepay/Schedule Discount ($15.08) TC Outdoors George176_1 Eighth Page Anne ad for fall season Discounts: Prepay/Schedule Discount ($3.77) Fall 11 GA Full Page 168_1 Full Page

Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 26.65 Fall 2011 Scheduled 100_1 Eighth Page Runs Guaranteed Placement: Yes; Page Number: 3; Generated By:

Chloe

Rate

Adjustment

$450.00

($103.50)

$189.00 No

Display ROP HOUSE

$301.50

($51.97)

$219.00 No

Display ROP HOUSE

$75.04

($3.70)

$63.84 No

Display ROP Tucker

$48.78 No

Display ROP Larkin

$75.04

Price TFN

Hold Section

Sales Rep

$150.75

($0.29)

$225.46 No

Display ROP Larkin

$301.50

($46.35)

$300.00 No

Display ROP Damon

$37.69

($1.86)

$107.06 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP Unassigned

$175.00 $37.69

($81.50) ($1.86)

$93.50 No $32.06 No

Display ROP HOUSE Display ROP P Scroggin

$150.75

($7.42)

$128.25 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$301.50

($46.35)

$300.00 No

$37.69

($3.29)

$30.63 No

Display ROP HOUSE

Display ROP P Scroggin

Page 64 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

Issue Date: 10/27/2011 Height

OrderUnits Description Rate Name Img# Discounts: Prepay/Schedule Discount ($3.77)

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Issue Summary: 10/27/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

1,214

$675.00

$743.56

$125.06

($676.64)

$98.44

$2,756.36

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 65 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 11/1/2011

Advertiser

Width

Height

Units

Chow Time

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

GSU Career Services

10.25

10.25 105.062 5

GSU Center for International Studies

5.25

26.25

GSU CRI

5.25

26.25

5.25

26.25

GSU Kappa Kappa Gamma Fraternity

5.25

26.25

GSU Student Activities

10.25

51.25

The Forum

10.25

The Marsh Law Firm

The Sir Shop

Report Date:

10.25 105.062 5

5.25

10.25

2.6

1/24/2013 4:50:50 PM

OrderDescription Rate Name Img# 1/8 Page B&W 143_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Career Services 112_1 Full Page Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) 6th Annual International 217_1 Quarter Page Festival Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Wellness Center 111_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) 1/4 Page B&W 222_1 Quarter Page Homecoming Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) Homecoming Ad 2 WEEK 199_1 Half Page OF Vertical Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($15.08) University/Non-Profit ($37.69) Fall 11 GA Full Page 168_1 Full Page

Generated By:

Chloe

Rate

Adjustment

$37.69

($3.92)

$30.00 No

Display ROP Holly Hillhouse

$56.25

($27.82)

$22.80 No

Out and About

$450.00

($242.50)

$50.00 No

Display ROP HOUSE

$112.00

($7.55)

$140.25 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$75.04

($0.90)

$47.88 No

Display ROP Holly Hillhouse

$48.78 No

Display ROP Holly Hillhouse

$75.04

Price TFN

Hold Section

Sales Rep

Holly Hillhouse

$150.75

($86.98)

$86.00 No

Display ROP HOUSE

$301.50

($46.35)

$300.00 No

Display ROP HOUSE

$112.00

($36.96)

$110.84 No

Display ROP HOUSE

$37.69

($3.29)

$30.63 No

Display ROP P Scroggin

Page 66 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Issue Summary: 11/1/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

473

$375.00

$423.71

$138.18

($504.07)

$87.93

$967.18

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 67 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 11/3/2011

Advertiser

Width

Height

Units

Boomers Vision Center

10.25

2.6

26.65

Carwash Express

10.25

2.6

26.65

Charlie Chen

10.25

2.6

26.65

Cosmic Charleys

10.25

2.6

26.65

Deals Furniture and Mattress Outlet

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

Franklin Chevrolet

10.25

2.6

26.65

Georgia Southern University FYE

5.25

26.25

GSU Career Services

10.25

10.25 105.062 5

GSU Center for International Studies

5.25

26.25

GSU CRI

5.25

26.25

GSU Kappa Kappa Gamma Fraternity

5.25

26.25

GSU Student Activities

5.25

26.25

GSU Student Affairs & Enrollment Management

10.25

10.25 105.062 5

OrderDescription Rate Name Img# Boomers 1/8 Page 167_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Car Wash Fall Runs 156_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Tokyos 1/8 Page 163_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) 1/8 Page GA Ad 182_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) George Anne Daily Deal's 194_1 Eighth Page ad Discounts: Prepay/Schedule Discount ($3.77) Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Puzzle Page Sponsorship 150_1 Eighth Page Ad Keep Bulloch 228_1 Quarter Page Beautiful/GSU FYE partnership event ad Discounts: University/Non-Profit ($28.00) Career Services 112_1 Full Page Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) 6th Annual International 217_1 Quarter Page Festival Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) 1/4 Page B&W 222_1 Quarter Page Homecoming Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) Homecoming Ad Quarter 200_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) Weekly Buzz 116_1 Full Page

Rate

Adjustment

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP Larkin

$37.69

$7.44

$41.36 No

Display ROP Tucker

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$37.69

($3.92)

$30.00 No

Display ROP P Scroggin

$56.25

($27.82)

$22.80 No

Out and About

$56.25

$18.75

$75.00 No

Display ROP Account

$84.00 No

Display ROP P Scroggin

$112.00

Price TFN

Hold Section

Sales Rep

Holly Hillhouse

$450.00

($242.50)

$50.00 No

Display ROP HOUSE

$112.00

($7.55)

$140.25 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$75.04

$48.78 No

Display ROP Holly Hillhouse

$75.04

$48.78 No

Display ROP HOUSE

$189.00 No

Display ROP HOUSE

$450.00

($103.50)

Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 68 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 11/3/2011

Width

Height

Hungry Howies

5.25

James Woods/Choices of the Heart

5.25

Advertiser

OrderUnits Description Rate Name Img# 26.25 GA 1/4 Page 135_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) 26.25 Choices of the Heart Ad 157_1 Quarter Page

McAlisters Deli

10.25

2.6

26.65

Pita Pit

10.25

2.6

26.65

Sports Emporium

10.25

2.6

26.65

TC Outdoors

10.25

2.6

26.65

The Forum

10.25

The Sir Shop

10.25 105.062 5

10.25

2.6

Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) Fall 2011 runs 160_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) B&W 1/8 Page 140_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) George-Anne "Sir Shop" 202_1 Eighth Page style ads for Fall '11 Discounts: Prepay/Schedule Discount ($3.77) TC Outdoors George176_1 Eighth Page Anne ad for fall season Discounts: Prepay/Schedule Discount ($3.77) Fall 11 GA Full Page 168_1 Full Page

Rate

Adjustment

$75.04

($3.70)

$75.04

Price TFN

Hold Section

Sales Rep

$63.84 No

Display ROP Tucker

$48.78 No

Display ROP Larkin

$37.69

($1.86)

$32.06 No

Display ROP Holly Hillhouse

$37.69

($1.86)

$32.06 No

Display ROP Unassigned

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$301.50

($46.35)

$300.00 No

$37.69

($3.29)

$30.63 No

Display ROP HOUSE

Display ROP P Scroggin

Issue Summary: 11/3/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

819

$225.00

$581.16

$105.78

($473.26)

$68.07

$1,497.64

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 69 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 11/8/2011

Width

Height

5.25

10.25

2.6

10.25

2.6

Express Tune & Lube

10.25

2.6

GSU Career Services

10.25

GSU Center for International Studies

5.25

GSU CRI

5.25

GSU Kappa Kappa Gamma Fraternity

5.25

10.25

2.6

10.25

2.6

Re:fuel

10.25

5.25

RJ Pope

10.25

2.6

The Forum

10.25

Advertiser Averitt Center for the Arts

Charlie Chen

Hendley Properties, Inc.

Report Date:

1/24/2013 4:50:50 PM

Units Description

OrderImg# 232_1

Rate Name

26.25 Averitt Center Ad in Quarter Page George-Anne Discounts: University/Non-Profit ($28.00) 26.65 Tokyos 1/8 Page 163_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) 26.65 Orient Express 164_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) 26.65 Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) 105.062 Career Services 112_1 Full Page 5 Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) 26.25 6th Annual International 217_1 Quarter Page Festival Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) 26.25 Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) 26.25 1/4 Page B&W 222_1 Quarter Page Homecoming Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) 26.65 Eighth-page Planter's 230_1 Eighth Page Row ad Discounts: Prepay/Schedule Discount ($3.77) 26.65 eighth page 231_1 Eighth Page Notes: Ad ran on Thursday, November 3. Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($3.77) 53.8125 ADHD Ad for Shire 123_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal 26.65 George-Anne clothing line 227_1 Eighth Page advertising for Fall '11/Spring'12 Discounts: Prepay/Schedule Discount ($3.77) 105.062 Fall 11 GA Full Page 168_1 Full Page 5 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) Generated By:

Chloe

Rate

Adjustment

$112.00

Price TFN

Hold Section

$84.00 No

Sales Rep P Scroggin

$37.69

$7.44

$41.36 No

Display ROP Tucker

$37.69

$7.44

$41.36 No

Display ROP Tucker

$56.25

($27.82)

$22.80 No

Out and About

$450.00

($255.00)

$37.50 No

Display ROP HOUSE

$112.00

($7.55)

$140.25 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$48.78 No

Display ROP Holly Hillhouse

$75.04

Holly Hillhouse

$37.69

$13.96

$47.88 No

Display ROP Holly Hillhouse

$37.69

$13.96

$122.88 No

Display ROP Holly Hillhouse

$350.00

($125.00)

$300.00 No

Display ROP HOUSE

$37.69

$16.80

$50.72 No

$301.50

($46.35)

$300.00 No

Display ROP P Scroggin

Display ROP HOUSE

Page 70 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

Height

5.25

10.25

2.6

The Marsh Law Firm

The Sir Shop

Issue Date: 11/8/2011 OrderUnits Description Rate Name Img# 26.25 Fall Semester Reg. Ad 107_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) 26.65 Fall 2011 Scheduled 100_1 Eighth Page Runs Guaranteed Placement: Yes; Page Number: 3; Discounts: Prepay/Schedule Discount ($3.77)

Rate

Adjustment

Price TFN

$112.00

($36.96)

$110.84 No

$37.69

($3.29)

$30.63 No

Hold Section

Sales Rep

Display ROP HOUSE

Display ROP P Scroggin

Issue Summary: 11/8/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

582

$450.00

$387.76

$127.13

($490.17)

$98.60

$1,479.00

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 71 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 11/10/2011

Advertiser

Width

Bliss Berry

10.25

Boomers Vision Center

10.25

2.6

26.65

Carwash Express

10.25

2.6

26.65

Charlie Chen

10.25

2.6

26.65

Deals Furniture and Mattress Outlet

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

Franklin Chevrolet

10.25

2.6

26.65

5.25

26.25

Franklin Toyota

GSU Career Services

10.25

Height

Units

5.25 53.8125

10.25 105.062 5

GSU Center for International Studies

5.25

26.25

GSU CRI

5.25

26.25

GSU Student Affairs & Enrollment Management

Hendley Properties, Inc.

Hungry Howies

Report Date:

10.25

10.25 105.062 5

10.25

2.6

5.25

1/24/2013 4:50:50 PM

OrderDescription Rate Name Img# GA Color Horizontal 139_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Discounts: Prepay/Schedule Discount ($22.50) Boomers 1/8 Page 167_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Car Wash Fall Runs 156_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Charlies Fried Chicken 165_1 Eighth Page 1/8 Pg Discounts: Prepay/Schedule Discount ($3.77) George Anne Daily Deal's 194_1 Eighth Page ad Discounts: Prepay/Schedule Discount ($3.77) Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Puzzle Page Sponsorship 150_1 Eighth Page Ad Reg. FT Ad Fall 11 108_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($7.50) Career Services 112_1 Full Page Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) 6th Annual International 217_1 Quarter Page Festival Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Weekly Buzz 116_1 Full Page

Chloe

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$225.00

($99.25)

$178.25 No

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP Larkin

$37.69

$7.44

$41.36 No

Display ROP Tucker

$37.69

($3.92)

$30.00 No

Display ROP P Scroggin

$56.25

($27.82)

$22.80 No

Out and About

$56.25

$18.75

$75.00 No

Display ROP Account

$75.04

$7.46

$150.00 No

Display ROP HOUSE

$450.00

($255.00)

$37.50 No

Display ROP HOUSE

$112.00

($7.55)

$140.25 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$450.00

($103.50)

$189.00 No

Display ROP HOUSE

$37.69

$13.96

$47.88 No

Display ROP Holly Hillhouse

$75.04

($3.70)

$63.84 No

Display ROP Tucker

Holly Hillhouse

Page 72 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Issue Date: 11/10/2011

Width

Height

5.25

James Woods/Choices of the Heart

Units Description 26.25 Choices of the Heart Ad

Papa Johns

10.25

Pita Pit

10.25

2.6

26.65

RJ Pope

10.25

2.6

26.65

Sports Emporium

10.25

2.6

26.65

Statesboro Tire & Brake

10.25

TC Outdoors

10.25

The Forum

10.25

The Sir Shop

10.25 105.062 5

5.25 53.8125

2.6

10.25 105.062 5

10.25

2.6

5.25

Yamaha of Statesboro

26.65

OrderImg# 157_1

Rate Name Quarter Page

Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) Papa Johns Back Page 124_1 Full Page Runs Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) B&W 1/8 Page 140_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) George-Anne clothing line 227_1 Eighth Page advertising for Fall '11/Spring'12 Discounts: Prepay/Schedule Discount ($3.77) George-Anne "Sir Shop" 202_1 Eighth Page style ads for Fall '11 Discounts: Prepay/Schedule Discount ($3.77) George-Anne half page 204_1 Half Page repeat Horizontal Discounts: Prepay/Schedule Discount ($15.08) TC Outdoors George176_1 Eighth Page Anne ad for fall season Discounts: Prepay/Schedule Discount ($3.77) Fall 11 GA Full Page 168_1 Full Page

Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 26.65 Fall 2011 Scheduled 100_1 Eighth Page Runs Guaranteed Placement: Yes; Page Number: 3; Discounts: Prepay/Schedule Discount ($3.77) 26.25 George-Anne first time 229_1 Quarter Page cycle repair ads Discounts: Prepay/Schedule Discount ($7.50)

Rate

Adjustment

$75.04

Price TFN

Hold Section

Sales Rep

$48.78 No

Display ROP Larkin

Display ROP Damon

$301.50

($46.35)

$300.00 No

$37.69

($1.86)

$32.06 No

Display ROP Unassigned

$37.69

$16.80

$50.72 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$150.75

($7.42)

$128.25 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$301.50

($46.35)

$300.00 No

$37.69

($3.29)

$30.63 No

Display ROP P Scroggin

$75.04

($3.70)

$63.84 No

Display ROP P Scroggin

Display ROP HOUSE

Issue Summary: 11/10/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

1,005

$450.00

$583.37

$120.51

($600.54)

$89.93

$2,158.40

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 73 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 11/15/2011

Advertiser

Width

Height

Units

Express Tune & Lube

10.25

2.6

26.65

GSU Career Services

10.25

GSU CRI

10.25 105.062 5

5.25

26.25

GSU Health Services

10.25

Hendley Properties, Inc.

10.25

2.6

26.65

RJ Pope

10.25

2.6

26.65

The Forum

10.25

The Marsh Law Firm

The Sir Shop

5.25 53.8125

10.25 105.062 5

5.25

10.25

2.6

OrderDescription Rate Name Img# Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Career Services 112_1 Full Page Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Sex Ad 242_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Discounts: Prepay/Schedule Discount ($15.08) University/Non-Profit ($37.69) Eighth-page Planter's 230_1 Eighth Page Row ad Discounts: Prepay/Schedule Discount ($3.77) George-Anne clothing line 227_1 Eighth Page advertising for Fall '11/Spring'12 Discounts: Prepay/Schedule Discount ($3.77) Fall 11 GA Full Page 168_1 Full Page

Rate

Adjustment

$56.25

($27.82)

$22.80 No

Out and About

$450.00

($255.00)

$37.50 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$172.98 No

Display ROP HOUSE

$150.75

Price TFN

Hold Section

Sales Rep Holly Hillhouse

$37.69

$13.96

$47.88 No

Display ROP Holly Hillhouse

$37.69

$16.80

$50.72 No

Display ROP P Scroggin

$301.50

($46.35)

$300.00 No

Display ROP HOUSE

$112.00

($36.96)

$110.84 No

Display ROP HOUSE

$37.69

($3.29)

$30.63 No

Display ROP P Scroggin

Issue Summary: 11/15/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

423

$300.00

$335.76

$143.95

($386.46)

$97.04

$873.35

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 74 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 11/17/2011

Advertiser

Width

Height

Units

Boomers Vision Center

10.25

2.6

26.65

Carwash Express

10.25

2.6

26.65

Deals Furniture and Mattress Outlet

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

Franklin Chevrolet

10.25

2.6

26.65

5.25

26.25

Franklin Toyota

GSU Career Services

GSU CRI

10.25

10.25 105.062 5

5.25

26.25

GSU Health Services

10.25

5.25 53.8125

GSU Student Affairs & Enrollment Management

10.25

10.25 105.062 5

Hendley Properties, Inc.

10.25

2.6

Hungry Howies

5.25

James Woods/Choices of the Heart

5.25

McAlisters Deli RJ's Seafood and Steaks

Report Date:

10.25

2.6

5.25

1/24/2013 4:50:50 PM

Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) 26.65 Eighth-page Planter's 230_1 Eighth Page Row ad Discounts: Prepay/Schedule Discount ($3.77) 26.25 GA 1/4 Page 135_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) 26.25 Choices of the Heart Ad 157_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) 26.65 Fall 2011 runs 160_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) 26.25 George-Anne coupon 235_1 Quarter Page advertisement Generated By:

Chloe

Rate

Adjustment

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP Larkin

$37.69

($3.92)

$30.00 No

Display ROP P Scroggin

$56.25

($27.82)

$22.80 No

Out and About

$56.25

$18.75

$75.00 No

Display ROP Account

$75.04

$7.46

$150.00 No

Display ROP HOUSE

$450.00

($255.00)

$37.50 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$172.98 No

Display ROP HOUSE

$150.75

Price TFN

Hold Section

Sales Rep

Holly Hillhouse

$450.00

($103.50)

$189.00 No

Display ROP HOUSE

$37.69

$13.96

$47.88 No

Display ROP Holly Hillhouse

$75.04

($3.70)

$63.84 No

Display ROP Tucker

$48.78 No

Display ROP Larkin

$75.04

$37.69

($1.86)

$32.06 No

Display ROP Holly Hillhouse

$75.04

($3.70)

$63.84 No

Display ROP P Scroggin

Page 75 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 11/17/2011

Advertiser

Width

Height

Units

Sports Emporium

10.25

2.6

26.65

Statesboro Tire & Brake

10.25

TC Outdoors

10.25

The Forum

10.25

The Sir Shop

5.25 53.8125

2.6

10.25 105.062 5

10.25

2.6

5.25

Yamaha of Statesboro

26.65

Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 26.65 Fall 2011 Scheduled 100_1 Eighth Page Runs Guaranteed Placement: Yes; Page Number: 3; Discounts: Prepay/Schedule Discount ($3.77) 26.25 George-Anne first time 229_1 Quarter Page cycle repair ads Discounts: Prepay/Schedule Discount ($7.50)

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$150.75

($7.42)

$128.25 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$301.50

($46.35)

$300.00 No

$37.69

($3.29)

$30.63 No

Display ROP P Scroggin

$75.04

($3.70)

$63.84 No

Display ROP P Scroggin

Display ROP HOUSE

Issue Summary: 11/17/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

847

$300.00

$544.25

$114.49

($475.33)

$80.22

$1,684.64

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 76 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 11/29/2011

Advertiser

Width

Height

Units

Express Tune & Lube

10.25

2.6

26.65

GSU Career Services

10.25

GSU CRI

10.25 105.062 5

5.25

26.25

Hendley Properties, Inc.

10.25

2.6

26.65

RJ Pope

10.25

2.6

26.65

5.25

26.25

RJ's Seafood and Steaks

The Forum

10.25

The Marsh Law Firm

The Sir Shop

10.25 105.062 5

5.25

10.25

2.6

OrderDescription Rate Name Img# Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Career Services 112_1 Full Page Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Eighth-page Planter's 230_1 Eighth Page Row ad Discounts: Prepay/Schedule Discount ($3.77) George-Anne clothing line 227_1 Eighth Page advertising for Fall '11/Spring'12 Discounts: Prepay/Schedule Discount ($3.77) George-Anne coupon 235_1 Quarter Page advertisement Discounts: Prepay/Schedule Discount ($7.50) Fall 11 GA Full Page 168_1 Full Page

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$56.25

($27.82)

$22.80 No

Out and About

$450.00

($255.00)

$37.50 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$37.69

$13.96

$47.88 No

Display ROP Holly Hillhouse

$37.69

$16.80

$50.72 No

Display ROP P Scroggin

$75.04

($3.70)

$63.84 No

Display ROP P Scroggin

$301.50

($46.35)

$300.00 No

Display ROP HOUSE

$112.00

($36.96)

$110.84 No

Display ROP HOUSE

$37.69

($3.29)

$30.63 No

Holly Hillhouse

Display ROP P Scroggin

Issue Summary: 11/29/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

395

$225.00

$290.49

$135.54

($390.16)

$84.91

$764.21

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 77 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 12/1/2011

Advertiser

Width

Height

Units

Carwash Express

10.25

2.6

26.65

Charlie Chen

10.25

2.6

26.65

Deals Furniture and Mattress Outlet

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

Firehouse Subs

10.25

51.25

Fletcher Martin Ewing Associates Franklin Chevrolet

10.25

2.6

26.65

5.25

26.25

Franklin Toyota GSU Career Services

GSU CRI

10.25

10.25 105.062 5

5.25

26.25

5.25

26.25

5.25

26.25

GSU Student Activities

10.25

10.25 105.062 5

GSU Student Affairs & Enrollment Management

10.25

10.25 105.062 5

Hendley Properties, Inc.

Report Date:

10.25

1/24/2013 4:50:50 PM

2.6

OrderDescription Rate Name Img# Car Wash Fall Runs 156_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Charlies Fried Chicken 165_1 Eighth Page 1/8 Pg Discounts: Prepay/Schedule Discount ($3.77) George Anne Daily Deal's 194_1 Eighth Page ad Discounts: Prepay/Schedule Discount ($3.77) Out and About Fall 142_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) Half page, full color 257_1 Half Page George-Anne ad Vertical Features: Color: Full 4 CMYK $75.00 Arby's Inserts 186_1 2-4 Pages Inserts Puzzle Page Sponsorship 150_1 Eighth Page Ad Reg. FT Ad Fall 11 108_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Career Services 112_1 Full Page Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Regular CRI Fall 2011 110_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Wellness Center 111_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) Shooting range quarter 262_1 Quarter Page page ad Discounts: University/Non-Profit ($28.00) Full page full color 261_1 Full Page "lighting of sweetheart circle" ad Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($112.50) Weekly Buzz 116_1 Full Page

Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) 26.65 Eighth-page Planter's 230_1 Eighth Page Row ad

Generated By:

Chloe

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$37.69

($1.86)

$32.06 No

Display ROP Larkin

$37.69

$7.44

$41.36 No

Display ROP Tucker

$37.69

($3.92)

$30.00 No

Display ROP P Scroggin

$56.25

($27.82)

$22.80 No

Out and About

Holly Hillhouse

$225.00

$300.00 No

Display ROP Holly Hillhouse

$45.00

$225.00 No

Inserts

$56.25

$18.75

$75.04

HOUSE

$75.00 No

Display ROP Account

$150.04 No

Display ROP HOUSE

$450.00

($255.00)

$37.50 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$75.04

($0.90)

$47.88 No

Display ROP Holly Hillhouse

$84.00 No

Display ROP HOUSE

$112.00

$450.00

($412.50)

$0.00 No

Display ROP HOUSE

$450.00

($103.50)

$189.00 No

Display ROP HOUSE

$37.69

$13.96

$47.88 No

Display ROP Holly Hillhouse

Page 78 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Issue Date: 12/1/2011

Width

Height

5.25

James Woods/Choices of the Heart

McAlisters Deli

10.25

Papa Johns

10.25

Sports Emporium

10.25

Statesboro Tire & Brake

10.25

Steve Key/OfficeMax

2.6

OrderUnits Description Rate Name Img# Discounts: Prepay/Schedule Discount ($3.77) 26.25 Choices of the Heart Ad 157_1 Quarter Page

26.65

10.25 105.062 5

2.6

26.65

5.25 53.8125

8.5

93.5

TC Outdoors

10.25

2.6

26.65

The Forum

10.25

The Sir Shop

10.25 105.062 5

10.25

2.6

5.25

Yamaha of Statesboro

Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) Fall 2011 runs 160_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) Papa Johns Back Page 124_1 Full Page Runs Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) George-Anne "Sir Shop" 202_1 Eighth Page style ads for Fall '11 Discounts: Prepay/Schedule Discount ($3.77) George-Anne half page 204_1 Half Page repeat Horizontal Discounts: Prepay/Schedule Discount ($15.08) 263_1 2-4 Pages Discounts: Prepay/Schedule Discount Inserts ($420.75) TC Outdoors George176_1 Eighth Page Anne ad for fall season Discounts: Prepay/Schedule Discount ($3.77) Fall 11 GA Full Page 168_1 Full Page

Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 26.65 Fall 2011 Scheduled 100_1 Eighth Page Runs Guaranteed Placement: Yes; Page Number: 3; Discounts: Prepay/Schedule Discount ($3.77) 26.25 George-Anne first time 229_1 Quarter Page cycle repair ads Discounts: Prepay/Schedule Discount ($7.50)

Rate

Adjustment

$75.04

Price TFN

Hold Section

Sales Rep

$48.78 No

Display ROP Larkin

Display ROP Holly Hillhouse

$37.69

($1.86)

$32.06 No

$301.50

($46.35)

$300.00 No

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$150.75

($7.42)

$128.25 No

Display ROP P Scroggin

$45.00

($3,584.25)

$202.50 No

Inserts

$37.69

($1.86)

$32.06 No

$301.50

($46.35)

$300.00 No

$37.69

($3.29)

$30.63 No

Display ROP P Scroggin

$75.04

($3.70)

$63.84 No

Display ROP P Scroggin

Display ROP Damon

Tucker

Display ROP P Scroggin

Display ROP HOUSE

Issue Summary: 12/1/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

1,153

$450.00

$1,086.64

$134.28

($4,510.09)

$102.11

$2,552.70

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 79 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 80 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Report Date:

Width

Issue Date: 12/6/2011 Height

1/24/2013 4:50:50 PM

Units Description

OrderImg#

Generated By:

Rate Name

Chloe

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Page 81 of 93

3.3.4 Retail Manifest By Publication and Advertiser Bliss Berry

10.25

51.25

10.25

2.6

26.65

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

GSU Career Services

10.25

Charlie Chen

GSU CRI

10.25 105.062 5

GSU University Bookstore

10.25

5.25

26.25

10.25 105.062 5

Hendley Properties, Inc.

10.25

2.6

26.65

Hungry Howies RJ Pope

5 10.25

5.25 2.6

26.25 26.65

5.25

26.25

Suzuki Polaris of Statesboro 10.25

2.6

26.65

RJ's Seafood and Steaks

The Forum

10.25

The Marsh Law Firm

Report Date:

10.25 105.062 5

1/24/2013 4:50:50 PM

5.25

Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates GA B&W Vertical 136_1 Half Page $150.75 Discounts: Prepay/Schedule Discount Vertical ($15.08) Tokyos 1/8 Page 163_1 Eighth Page $37.69 Discounts: Prepay/Schedule Discount ($3.77) Orient Express 164_1 Eighth Page $37.69 Discounts: Prepay/Schedule Discount ($3.77) Out and About Fall 142_1 Eighth Page $56.25 Discounts: Prepay/Schedule Discount ($5.63) Career Services 112_1 Full Page $450.00 Classified Page Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) Regular CRI Fall 2011 110_1 Quarter Page $112.00 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) Fall Scheduled Runs 126_1 Full Page $301.50 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) University/Non-Profit ($75.38) Eighth-page Planter's 230_1 Eighth Page Row ad Discounts: Prepay/Schedule Discount ($3.77) "Feed the Beast" 259_1 Quarter Page George-Anne clothing line 227_1 Eighth Page advertising for Fall '11/Spring'12 Discounts: Prepay/Schedule Discount ($3.77) George-Anne coupon 235_1 Quarter Page advertisement Discounts: Prepay/Schedule Discount ($7.50) George Anne service and 237_1 Eighth Page accessories coupon ad Discounts: Prepay/Schedule Discount ($3.77) Fall 11 GA Full Page 168_1 Full Page

Generated By:

Chloe

($7.42)

$128.25 No

Display ROP Tucker

$7.44

$41.36 No

Display ROP Tucker

$7.44

$41.36 No

Display ROP Tucker

($27.82)

$22.80 No

Out and About

($255.00)

$37.50 No

Display ROP HOUSE

($47.80)

$100.00 No

Display ROP HOUSE

($51.97)

$219.00 No

Display ROP HOUSE

$37.69

$13.96

$47.88 No

Display ROP Holly Hillhouse

$112.00 $37.69

($112.00) $16.80

$0.00 No $50.72 No

Tucker Display ROP P Scroggin

$75.04

($3.70)

$63.84 No

Display ROP P Scroggin

$37.69

$16.80

$50.72 No

Display ROP P Scroggin

$301.50

($46.35)

$300.00 No

Display ROP HOUSE

$112.00

($36.96)

$110.84 No

Display ROP HOUSE

Holly Hillhouse

Page 82 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Issue Summary: 12/6/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

631

$300.00

$418.64

$132.82

($526.58)

$86.73

$1,214.27

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 83 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 12/8/2011

Advertiser

Width

Height

Units

Carwash Express

10.25

2.6

26.65

Charlie Chen

10.25

2.6

26.65

Deals Furniture and Mattress Outlet

10.25

2.6

26.65

Express Tune & Lube

10.25

2.6

26.65

Fletcher Martin Ewing Associates Franklin Chevrolet

10.25

2.6

26.65

5.25

26.25

Franklin Toyota GSU Career Services

GSU CRI

10.25

GSU Student Affairs & Enrollment Management

10.25

GSU University Bookstore

10.25

GSU Zeta Tau Alpha

10.25

James Woods/Choices of the Heart

Re:fuel RJ's Seafood and Steaks

Report Date:

10.25 105.062 5

5.25

26.25

10.25 105.062 5

Discounts: Prepay/Schedule Discount ($45.00) University/Non-Profit ($112.50) 10.25 105.062 Fall Scheduled Runs 126_1 Full Page 5 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) University/Non-Profit ($75.38) 10.25 105.062 Ad Placement for Posting 266_1 Full Page 5 Our House payment Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($112.50) 5.25 26.25 Choices of the Heart Ad 157_1 Quarter Page

1 5

1/24/2013 4:50:50 PM

5 5.25

Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) 5 Frontier Inserts 268_1 2-4 Pages Inserts 26.25 George-Anne coupon 235_1 Quarter Page advertisement Generated By:

Chloe

Rate

Adjustment

$37.69

($1.86)

$32.06 No

Display ROP Larkin

$37.69

$7.44

$41.36 No

Display ROP Tucker

$37.69

($3.92)

$30.00 No

Display ROP P Scroggin

$56.25

($27.82)

$22.80 No

Out and About

Holly Hillhouse

$225.00 No

Inserts

HOUSE

$45.00 $56.25

$18.75

$75.04

Price TFN

Hold Section

Sales Rep

$75.00 No

Display ROP Account

$150.04 No

Display ROP HOUSE

$450.00

($255.00)

$37.50 No

Display ROP HOUSE

$112.00

($47.80)

$100.00 No

Display ROP HOUSE

$450.00

($103.50)

$189.00 No

Display ROP HOUSE

$301.50

($51.97)

$219.00 No

Display ROP HOUSE

$450.00

($112.50)

$300.00 No

Display ROP Account

$75.04

$45.00 $75.04

$48.78 No

($3.70)

$225.00 No $63.84 No

Display ROP Larkin

Inserts HOUSE Display ROP P Scroggin

Page 84 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 12/8/2011

Advertiser

Width

Height

Units

Sports Emporium

10.25

2.6

26.65

Statesboro Tire & Brake

10.25

Steve Key/OfficeMax

5.25 53.8125

Suzuki Polaris of Statesboro 10.25

2.6

26.65

TC Outdoors

10.25

2.6

26.65

The Forum

10.25

Yamaha of Statesboro

10.25 105.062 5

5.25

OrderDescription Rate Name Img# Discounts: Prepay/Schedule Discount ($7.50) George-Anne "Sir Shop" 202_1 Eighth Page style ads for Fall '11 Discounts: Prepay/Schedule Discount ($3.77) George-Anne half page 204_1 Half Page repeat Horizontal Discounts: Prepay/Schedule Discount ($15.08) Inserts ordered on dec 2 267_1 2-4 Pages make up entry to show on Inserts invoice Discounts: Prepay/Schedule Discount ($22.50) George Anne service and 237_1 Eighth Page accessories coupon ad Discounts: Prepay/Schedule Discount ($3.77) TC Outdoors George176_1 Eighth Page Anne ad for fall season Discounts: Prepay/Schedule Discount ($3.77) Fall 11 GA Full Page 168_1 Full Page

Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 26.25 George-Anne first time 229_1 Quarter Page cycle repair ads Discounts: Prepay/Schedule Discount ($7.50)

Rate

Adjustment

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$150.75

($7.42)

$128.25 No

Display ROP P Scroggin

$202.50 No

Inserts

$45.00

Price TFN

Hold Section

Sales Rep

Tucker

$37.69

$16.80

$50.72 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

$301.50

($46.35)

$300.00 No

$75.04

($3.70)

$63.84 No

Display ROP HOUSE

Display ROP P Scroggin

Issue Summary: 12/8/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

939

$375.00

$709.47

$135.89

($626.27)

$116.76

$2,568.81

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 85 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The Lantern Walk Advertiser

Width

Charlie Chen GSU University Bookstore

10.25 10.25

Heavenly Ham Mattress U

10.25 10.25

Party Impressions

10.25

Quiznos Subs

10.25

Terry's Salon & Tan

10.25

Wing Maxx

10.25

Issue Date: 12/12/2011 Height

Units Description

OrderImg# 243_1 132_1

Rate Name

5.25 53.8125 Business Size Sponsor Half Page Horizontal 10.25 105.062 Lantern Walk Grad Full Page 5 Special Discounts: University/Non-Profit ($106.25) 5.25 53.8125 "card size" Lanternwalk 258_1 Half Page Horizontal 5.25 53.8125 Business Size Sponsor 244_1 Half Page Section Horizontal 5.25 53.8125 Lantern Walk Party 256_1 Half Page supplies ad Horizontal 5.25 53.8125 Lantern Walk business 248_1 Half Page card ad for catering 2011 Horizontal 5.25 53.8125 Lantern Walk 2011 233_1 Half Page business card ad Horizontal 5.25 53.8125 Lantern Walk business 241_1 Half Page card sized party platters Horizontal ad

Rate

Adjustment

$225.00 $425.00

($175.00)

$50.00 No $318.75 No

$225.00 $225.00

($175.00) ($175.00)

$50.00 No $50.00 No

$225.00

Price TFN

$225.00 No

$225.00

($175.00)

$50.00 No

$225.00

($175.00)

$50.00 No

$225.00

($175.00)

$50.00 No

Hold Section

Sales Rep

Tucker Regular HOUSE Lantern Walk -

Tucker Tucker

Regular Lantern Walk Regular Lantern Walk Regular Lantern Walk Regular Lantern Walk

P Scroggin P Scroggin P Scroggin P Scroggin

Issue Summary: 12/12/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

482

$0.00

$106.25

$250.00

($1,050.00)

$105.47

$843.75

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 86 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The Neighborhood Advertiser

Width

Boomers Vision Center

10.25

Carwash Express

10.25

Copper Beach Towne Houses Cove Deals Furniture and Mattress Outlet Franklin Chevrolet Frontier Communications GSU University Bookstore

10.25 10.25 10.25 10.25 10.25

The Forum

The Garden District

The Grove

10.25

University Pines Willow Bend

10.25

Issue Date: 11/7/2011 Height

Units Description

OrderImg# 184_1

Rate Name

Rate

5.25 53.8125 Oktoberfest Reflector for Half Page Boomers Horizontal 5.25 53.8125 Half Page Neighborhood 215_1 Half Page Ad Horizontal Neighborhood Inside 211_1 Inside Front Front Cover 5.25 53.8125 Cove 208_1 Half Page Horizontal 5.25 53.8125 Neighborhood Deal's 195_1 Half Page Advert. Horizontal 5.25 53.8125 Half Page Chevy Ad 152_1 Half Page Horizontal 10.25 105.062 Fall 2011 Neighborhood 209_1 Full Page 5 ad 5.25 53.8125 Half Page for 212_1 Half Page Neighborhood- Off Horizontal Campus Store Discounts: University/Non-Profit ($100.00) Neighborhood Back 220_1 Back Cover Cover Fall 11 Features: Special Placement $100.00 10.25 51.25 Half Page Neighborhood 213_1 Half Page Ad Vertical 10.25 105.062 Full Page Grove Ad 214_1 Full Page 5 Neighborhood Page 3 210_1 Page Three 5.25 53.8125 Half page 226_1 Half Page Horizontal

$400.00

$400.00 No

$400.00

$400.00 No

$1,000.00

$1,000.00 No

$400.00 $400.00

$400.00 No $400.00 No

$400.00 $800.00

Adjustment

($200.00)

$400.00

$1,000.00

Price TFN

$200.00 No $800.00 No $300.00 No

($100.00)

$1,000.00 No

$400.00

$400.00 No

$800.00

$800.00 No

$1,000.00 $400.00

$1,000.00 No $400.00 No

Hold Section

Sales Rep

Regular P Scroggin Neighborhoo Regular Larkin Neighborhoo Premium HOUSE Regular Neighborhoo Regular Neighborhoo Regular Neighborhoo Regular Neighborhoo d

Tucker P Scroggin Account P Scroggin HOUSE

Regular Larkin Neighborhoo Regular Neighborhoo Regular Neighborhoo Premium Regular Neighborhoo

Account HOUSE Account Holly Hillhouse

Issue Summary: 11/7/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

638

$100.00

$600.00

($300.00)

$576.92

$7,500.00

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 87 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: The Reflector

Issue Date: 10/10/2011

Advertiser

Width

Height

Units

Carwash Express Cosmic Charleys Franklin Chevrolet GSU University Bookstore Hungry Howies Moon River Brewing The Forum

10.25 5 5

5.25 53.8125 5.25 26.25 10.25 51.25

5 10.25

5.25 26.25 5.25 53.8125

OrderDescription Img# 1/2 Page Reflector Ad 181_1 Quarter Page Reflector 183_1 Reflector Half Page 151_1 129_1 Reflector Ad 188_1 Half Page Refl Ad 189_1 Reflector Page 2 180_1 Features: Special Placement $75.00

Rate Name Half Page Horizontal Quarter Page Half Page Vertical Back Cover Quarter Page Half Page Horizontal Inside Front Cover

Rate

Adjustment

$250.00 $125.00 $250.00 $700.00 $125.00 $250.00 $600.00

($50.00) ($50.00) ($280.00)

($275.00)

Price TFN $200.00 $125.00 $200.00 $420.00 $125.00 $250.00 $400.00

No No No No No No No

Hold Section

Sales Rep

Regular Reflector Regular Reflector Regular -Reflector Regular Reflector Regular Reflector Regular Reflector

Larkin P Scroggin Account HOUSE Tucker P Scroggin Larkin

Issue Summary: 10/10/2011 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

211

$75.00

$0.00

$328.57

($655.00)

$245.71

$1,720.00

Report Date:

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 88 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Website - Online Product Width

Advertiser

Height

Campus Media Group

Issue Date: 9/5/2011 Units Description Georgia Power Ad

OrderImg# 191_1

Rate Name Online Box Ad

Rate

Adjustment

$50.00

Price TFN $100.00 No

Hold Section Online

Sales Rep HOUSE

Issue Summary: 9/5/2011 Units

Report Date:

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

$0.00

$50.00

$100.00

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 89 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Website - Online Product Width

Advertiser

Height

Campus Media Group

Issue Date: 9/12/2011 Units Description Georgia Power Ad

OrderImg# 191_1

Rate Name Online Box Ad

Rate

Adjustment

$50.00

Price TFN $100.00 No

Hold Section Online

Sales Rep HOUSE

Issue Summary: 9/12/2011 Units

Report Date:

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

$0.00

$50.00

$100.00

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 90 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Website - Online Product Width

Advertiser

Height

Campus Media Group

Issue Date: 9/19/2011 Units Description Georgia Power Ad

OrderImg# 191_1

Rate Name Online Box Ad

Rate

Adjustment

$50.00

Price TFN $100.00 No

Hold Section Online

Sales Rep HOUSE

Issue Summary: 9/19/2011 Units

Report Date:

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

$0.00

$50.00

$100.00

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 91 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication: Website - Online Product Width

Advertiser

Height

Campus Media Group

Issue Date: 9/26/2011 Units Description Georgia Power Ad

OrderImg# 191_1

Rate Name Online Box Ad

Rate

Adjustment

$50.00

Price TFN $100.00 No

Hold Section Online

Sales Rep HOUSE

Issue Summary: 9/26/2011 Units

Report Date:

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

$0.00

$50.00

$100.00

1/24/2013 4:50:50 PM

Generated By:

Chloe

Page 92 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2011 - Dec 31, 2011 Date Last Modified: All Dates

Publication Summary Publication

Units

Features

Discounts

Average Rate

Boro Beat

108

$0.00

$30.00

Game Day May Day

202

$0.00

$267.86

Out and About

147

$0.00

$22.50

The George-Anne

20,073

$10,575.00

$15,129.58

The Lantern Walk

482

$0.00

The Neighborhood

638

$100.00

The Reflector

211

Website - Online Product Totals:

Report Date:

21,861.4344

1/24/2013 4:50:50 PM

Average Price

Price

Holds

Ad Count

$30.00

$240.00

($325.00)

$221.43

$1,550.00

$15.00

$23.21

$487.50

$129.61

($20,070.40)

$89.19

$43,166.50

484

$106.25

$250.00

($1,050.00)

$105.47

$843.75

$100.00

$600.00

($300.00)

$576.92

$7,500.00

$75.00

$0.00

$328.57

($655.00)

$245.71

$1,720.00

$0.00

$50.00

$200.00

$100.00

$400.00

$10,750.00

$15,335.83

$140.61

($22,185.40)

$101.28

$55,907.75

552

Generated By:

Chloe

Adjustment

Page 93 of 93

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates Publications: Sales Types: Sales Reps:

All All All

Sections: Sales Offices: Billing Offices:

All All All

Publication: Boro Beat Advertiser

Issue Date: 8/23/2012 Width

Boomers Vision Center RJ Pope

Height

5.28 5.28

Units Description

2.56 13.5168 Boro Beat Fall Ad 2.56 13.5168 G/A Daily

OrderImg# 541_1 539_1

Rate Name Boro Beat Boro Beat

Rate

Adjustment

$30.00 $30.00

Price TFN $30.00 No $30.00 No

Hold Section Boro Beat Boro Beat

Sales Rep P Scroggin P Scroggin

Issue Summary: 8/23/2012 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

$60.00

Generated By:

Chloe

Page 1 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 8/30/2012 Width

Advertiser Boomers Vision Center RJ Pope

Height

5.28 5.28

Units Description

2.56 13.5168 Boro Beat Fall Ad 2.56 13.5168 G/A Daily

OrderImg# 541_1 539_1

Rate Name Boro Beat Boro Beat

Rate

Adjustment

$30.00 $30.00

Price TFN $30.00 No $30.00 No

Hold Section Boro Beat Boro Beat

Sales Rep P Scroggin P Scroggin

Issue Summary: 8/30/2012 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

$60.00

Generated By:

Chloe

Page 2 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 9/6/2012 Width

Advertiser Boomers Vision Center Charlie Chen

5.28 5.28

RJ Pope

5.28 5.28

Height

Units Description

2.56 13.5168 Boro Beat Fall Ad 2.56 13.5168 Charlie's Fried Chicken Ad 2.56 13.5168 Orient Express Ad 2.56 13.5168 G/A Daily

OrderImg# 541_1 559_1

Rate Name

558_1 539_1

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Boro Beat Boro Beat

$30.00 $30.00

$30.00 No $30.00 No

Boro Beat Boro Beat

P Scroggin P Scroggin

Boro Beat Boro Beat

$30.00 $30.00

$30.00 No $30.00 No

Boro Beat Boro Beat

P Scroggin P Scroggin

Issue Summary: 9/6/2012 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

$120.00

Generated By:

Chloe

Page 3 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 9/13/2012 Width

Advertiser Boomers Vision Center Charlie Chen

5.28 5.28

RJ Pope Wing Maxx

5.28 5.28

Height

Units Description

2.56 13.5168 Boro Beat Fall Ad 2.56 13.5168 Tokyo/Orient/Charlie's Fried Chicken 2.56 13.5168 G/A Daily 2.56 13.5168 Boro Beat Free Fries

OrderImg# 541_1 557_1

Rate Name

539_1 598_1

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Boro Beat Boro Beat

$30.00 $30.00

$30.00 No $30.00 No

Boro Beat Boro Beat

P Scroggin Tucker

Boro Beat Boro Beat

$30.00 $30.00

$30.00 No $30.00 No

Boro Beat Boro Beat

P Scroggin P Scroggin

Issue Summary: 9/13/2012 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

$120.00

Generated By:

Chloe

Page 4 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 9/20/2012 Width

Advertiser Boomers Vision Center Charlie Chen

5.28 5.28

RJ Pope Wing Maxx

5.28 5.28

Height

Units Description

2.56 13.5168 Boro Beat Fall Ad 2.56 13.5168 Tokyo/Orient/Charlie's Fried Chicken 2.56 13.5168 G/A Daily 2.56 13.5168 Boro Beat Free Fries

OrderImg# 541_1 557_1

Rate Name

539_1 598_1

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Boro Beat Boro Beat

$30.00 $30.00

$30.00 No $30.00 No

Boro Beat Boro Beat

P Scroggin Tucker

Boro Beat Boro Beat

$30.00 $30.00

$30.00 No $30.00 No

Boro Beat Boro Beat

P Scroggin P Scroggin

Issue Summary: 9/20/2012 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

$120.00

Generated By:

Chloe

Page 5 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 9/27/2012 Width

Advertiser Boomers Vision Center Charlie Chen

5.28 5.28

RJ Pope Wing Maxx

5.28 5.28

Height

Units Description

2.56 13.5168 Boro Beat Fall Ad 2.56 13.5168 Tokyo/Orient/Charlie's Fried Chicken 2.56 13.5168 G/A Daily 2.56 13.5168 Boro Beat Free Fries

OrderImg# 541_1 557_1

Rate Name

539_1 598_1

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Boro Beat Boro Beat

$30.00 $30.00

$30.00 No $30.00 No

Boro Beat Boro Beat

P Scroggin Tucker

Boro Beat Boro Beat

$30.00 $30.00

$30.00 No $30.00 No

Boro Beat Boro Beat

P Scroggin P Scroggin

Issue Summary: 9/27/2012 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

$120.00

Generated By:

Chloe

Page 6 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 10/4/2012 Width

Advertiser Boomers Vision Center Charlie Chen

5.28 5.28

RJ Pope Wing Maxx

5.28 5.28

Height

Units Description

2.56 13.5168 Boro Beat Fall Ad 2.56 13.5168 Tokyo/Orient/Charlie's Fried Chicken 2.56 13.5168 G/A Daily 2.56 13.5168 Boro Beat Free Fries

OrderImg# 541_1 557_1

Rate Name

539_1 598_1

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Boro Beat Boro Beat

$30.00 $30.00

$30.00 No $30.00 No

Boro Beat Boro Beat

P Scroggin Tucker

Boro Beat Boro Beat

$30.00 $30.00

$30.00 No $30.00 No

Boro Beat Boro Beat

P Scroggin P Scroggin

Issue Summary: 10/4/2012 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

$120.00

Generated By:

Chloe

Page 7 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 10/11/2012 Width

Advertiser Boomers Vision Center Charlie Chen

5.28 5.28

RJ Pope Wing Maxx

5.28 5.28

Height

Units Description

2.56 13.5168 Boro Beat Fall Ad 2.56 13.5168 Tokyo/Orient/Charlie's Fried Chicken 2.56 13.5168 G/A Daily 2.56 13.5168 Boro Beat Free Fries

OrderImg# 541_1 557_1

Rate Name

539_1 598_1

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Boro Beat Boro Beat

$30.00 $30.00

$30.00 No $30.00 No

Boro Beat Boro Beat

P Scroggin Tucker

Boro Beat Boro Beat

$30.00 $30.00

$30.00 No $30.00 No

Boro Beat Boro Beat

P Scroggin P Scroggin

Issue Summary: 10/11/2012 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

$120.00

Generated By:

Chloe

Page 8 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 10/18/2012 Width

Advertiser Boomers Vision Center Charlie Chen

5.28 5.28

RJ Pope Wing Maxx

5.28 5.28

Height

Units Description

2.56 13.5168 Boro Beat Fall Ad 2.56 13.5168 Tokyo/Orient/Charlie's Fried Chicken 2.56 13.5168 G/A Daily Boro Beat Ads 2.56 13.5168 Boro Beat Free Fries

OrderImg# 541_1 557_1

Rate Name

539_1 598_1

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Boro Beat Boro Beat

$30.00 $30.00

$30.00 No $30.00 No

Boro Beat Boro Beat

P Scroggin Tucker

Boro Beat Boro Beat

$30.00 $30.00

$30.00 No $30.00 No

Boro Beat Boro Beat

P Scroggin P Scroggin

Issue Summary: 10/18/2012 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

$120.00

Generated By:

Chloe

Page 9 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 10/25/2012 Width

Advertiser Boomers Vision Center Charlie Chen

5.28 5.28

RJ Pope Wing Maxx

5.28 5.28

Height

Units Description

2.56 13.5168 Boro Beat Fall Ad 2.56 13.5168 Tokyo/Orient/Charlie's Fried Chicken 2.56 13.5168 G/A Daily Boro Beat Ads 2.56 13.5168 Boro Beat Free Fries

OrderImg# 541_1 557_1

Rate Name

539_1 598_1

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Boro Beat Boro Beat

$30.00 $30.00

$30.00 No $30.00 No

Boro Beat Boro Beat

P Scroggin Tucker

Boro Beat Boro Beat

$30.00 $30.00

$30.00 No $30.00 No

Boro Beat Boro Beat

P Scroggin P Scroggin

Issue Summary: 10/25/2012 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

$120.00

Generated By:

Chloe

Page 10 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 11/1/2012 Width

Advertiser Boomers Vision Center Charlie Chen

5.28 5.28

RJ Pope Wing Maxx

5.28 5.28

Height

Units Description

2.56 13.5168 Boro Beat Fall Ad 2.56 13.5168 Tokyo/Orient/Charlie's Fried Chicken 2.56 13.5168 G/A Daily Boro Beat Ads 2.56 13.5168 Boro Beat Free Fries

OrderImg# 541_1 557_1

Rate Name

539_1 598_1

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Boro Beat Boro Beat

$30.00 $30.00

$30.00 No $30.00 No

Boro Beat Boro Beat

P Scroggin Tucker

Boro Beat Boro Beat

$30.00 $30.00

$30.00 No $30.00 No

Boro Beat Boro Beat

P Scroggin P Scroggin

Issue Summary: 11/1/2012 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

$120.00

Generated By:

Chloe

Page 11 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 11/8/2012 Width

Advertiser Boomers Vision Center Charlie Chen

5.28 5.28

RJ Pope

5.28

Height

Units Description

2.56 13.5168 Boro Beat Fall Ad 2.56 13.5168 Tokyo/Orient/Charlie's Fried Chicken 2.56 13.5168 G/A Daily Boro Beat Ads

OrderImg# 541_1 557_1

Rate Name

539_1

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Boro Beat Boro Beat

$30.00 $30.00

$30.00 No $30.00 No

Boro Beat Boro Beat

P Scroggin Tucker

Boro Beat

$30.00

$30.00 No

Boro Beat

P Scroggin

Issue Summary: 11/8/2012 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

$90.00

Generated By:

Chloe

Page 12 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 11/15/2012 Width

Advertiser Charlie Chen

5.28

RJ Pope

5.28

Height

Units Description

2.56 13.5168 Tokyo/Orient/Charlie's Fried Chicken 2.56 13.5168 G/A Daily Boro Beat Ads

OrderImg# 557_1

Rate Name

539_1

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Boro Beat

$30.00

$30.00 No

Boro Beat

Tucker

Boro Beat

$30.00

$30.00 No

Boro Beat

P Scroggin

Issue Summary: 11/15/2012 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

$60.00

Generated By:

Chloe

Page 13 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 11/29/2012 Width

Advertiser Boomers Vision Center Charlie Chen

5.28 5.28

RJ Pope

5.28

Height

Units Description

2.56 13.5168 Boro Beat Fall Ad 2.56 13.5168 Tokyo/Orient/Charlie's Fried Chicken 2.56 13.5168 G/A Daily Boro Beat Ads

OrderImg# 541_1 557_1

Rate Name

539_1

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Boro Beat Boro Beat

$30.00 $30.00

$30.00 No $30.00 No

Boro Beat Boro Beat

P Scroggin Tucker

Boro Beat

$30.00

$30.00 No

Boro Beat

P Scroggin

Issue Summary: 11/29/2012 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

$90.00

Generated By:

Chloe

Page 14 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Boro Beat

Issue Date: 12/6/2012 Width

Advertiser Charlie Chen

Height

5.28

Units Description

2.56 13.5168 Tokyo/Orient/Charlie's Fried Chicken

OrderImg# 557_1

Rate Name Boro Beat

Rate

Adjustment

$30.00

Price TFN $30.00 No

Hold Section Boro Beat

Sales Rep Tucker

Issue Summary: 12/6/2012 Units

Features

Discounts

Average Rate

$0.00

$30.00

Report Date:

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

Generated By:

Chloe

Page 15 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Game Day May Day Width

Advertiser Hungry Howies TC Outdoors

1 10.25

Issue Date: 8/30/2012

OrderHeight Units Description Img# 10.25 10.25 Sposorship Ad both sides 572_1 of Roster. Gday Mday 5.25 53.8125 TC Self574_1 Defense/Hunting/Fishing AD

Rate Name

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Roster Spread

$300.00

$300.00 No

Jeremy

Half Page Horizontal

$225.00

$225.00 No

Display ROP P Scroggin

Issue Summary: 8/30/2012 Units

Features

Discounts

Average Rate

$0.00

$262.50

Report Date:

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$262.50

$525.00

Generated By:

Chloe

Page 16 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Game Day May Day Advertiser

Width

Height

10.25

Hungry Howies TC Outdoors

Issue Date: 9/27/2012 Units Description

10.25 Sponsorship Page. ON THE ROSTER (Invoice Only) 5.25 53.8125 TC SelfDefense/Hunting/Fishing AD

10.25

OrderImg# 631_1

Rate Name

574_1

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Roster Spread

$300.00

$300.00 No

Display ROP Tucker

Half Page Horizontal

$225.00

$225.00 No

Display ROP P Scroggin

Issue Summary: 9/27/2012 Units

Features

Discounts

Average Rate

$0.00

$262.50

Report Date:

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$262.50

$525.00

Generated By:

Chloe

Page 17 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Game Day May Day Advertiser

Issue Date: 10/11/2012

Width

Height

10.25

Steak and Shake

Units Description 10.25 Sponsorship for Games, Invoice only. For gameday mayday

OrderImg# 645_1

Rate Name Roster Spread

Rate

Adjustment

$300.00

($97.50)

Price TFN $202.50 No

Hold Section

Sales Rep

Display ROP Jaclyn

Issue Summary: 10/11/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

$0.00

$300.00

($97.50)

$202.50

Generated By:

Chloe

Report Date:

1/24/2013 4:50:05 PM

Page 18 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Game Day May Day Advertiser

Width

Height

10.25

Steak and Shake TC Outdoors

Issue Date: 11/1/2012 Units Description

10.25 Sponsorship for Games, Invoice only. For gameday mayday 5.25 53.8125 TC SelfDefense/Hunting/Fishing AD

10.25

OrderImg# 645_1

Rate Name

574_1

Rate

Adjustment

Roster Spread

$300.00

($97.50)

Half Page Horizontal

$225.00

Price TFN

Hold Section

Sales Rep

$202.50 No

Display ROP Jaclyn

$225.00 No

Display ROP P Scroggin

Issue Summary: 11/1/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

$0.00

$262.50

($97.50)

$213.75

$427.50

Generated By:

Chloe

Report Date:

1/24/2013 4:50:05 PM

Page 19 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Game Day May Day Advertiser

Issue Date: 11/8/2012

Width

Height

10.25

Steak and Shake

Units Description 10.25 Sponsorship for Games, Invoice only. For gameday mayday

OrderImg# 645_1

Rate Name Roster Spread

Rate

Adjustment

$300.00

($97.50)

Price TFN $202.50 No

Hold Section

Sales Rep

Display ROP Jaclyn

Issue Summary: 11/8/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

$0.00

$300.00

($97.50)

$202.50

Generated By:

Chloe

Report Date:

1/24/2013 4:50:05 PM

Page 20 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Issue Date: 7/5/2012

Width

Height

Units

5.25

26.25

5.25

26.25

5.25

26.25

7.5

10.25

76.875

GSU Career Services

Hungry Howies

Willow Bend

OrderDescription Rate Name Img# quarter hot jobs 502_1 Quarter Page Discounts: University/Non-Profit ($18.76) quarter page social media 503_1 Quarter Page Discounts: University/Non-Profit ($18.76) "Feed the Beast" RUN 259_1 Quarter Page COLOR Features: Color: Full 4 CMYK $75.00 499_1 Three Quarter Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($23.35) University/Non-Profit ($58.38)

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$75.04

($31.28)

$25.00 No

Display ROP HOUSE

$75.04

($31.28)

$25.00 No

Display ROP HOUSE

$112.00

$187.00 No

Display ROP Douglas

$233.50

$226.77 No

Jeremy

Issue Summary: 7/5/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

156

$150.00

$119.25

$123.90

($62.56)

$115.94

$463.77

Generated By:

Chloe

Report Date:

1/24/2013 4:50:05 PM

Page 21 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

Bliss Berry

10.25

GSU Career Services

Issue Date: 7/12/2012 Height

Papa Johns

10.25

The Marsh Law Firm

Willow Bend

Rate Name

5.25 53.8125 *Right Side when open Half Page the Paper* Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($22.50) 5.25 26.25 quarter pg sociaql media 507_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) 5.25 26.25 quarter page office hours 508_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) 5.25 26.25 504_1 Quarter Page

Joselove-Filson Advertising, Inc.

Units Description

OrderImg# 427_1

10.25 105.062 5

5.25

10.25

26.25

5.25 53.8125

Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) Twice a Month Pizza 277_1 Full Page Specials Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) quarter page black and 506_1 Quarter Page white qr code Discounts: Prepay/Schedule Discount ($7.50) Half Page Color 10.25 x 495_1 Half Page 5.25 Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($15.08) University/Non-Profit ($37.69)

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$225.00

($92.50)

$185.00 No

$75.04

($23.78)

$25.00 No

Classified Display

HOUSE

$75.04

($23.78)

$25.00 No

Classified Display

HOUSE

$112.00

($25.76)

$150.04 No

Display ROP HOUSE

$301.50

($46.35)

$300.00 No

Display ROP Damon

$75.04

$67.54 No

Display ROP HOUSE

$150.75

$172.98 No

Display ROP Tucker

Sports

Jeremy

Issue Summary: 7/12/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

318

$300.00

$176.64

$144.91

($212.17)

$132.22

$925.56

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 22 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

Height

Units

5.25

26.25

5.25

26.25

5.25

26.25

GSU Career Services

Joselove-Filson Advertising, Inc. Re:fuel Willow Bend

Issue Date: 7/19/2012 OrderDescription Rate Name Img# quarter social media 510_1 Quarter Page Discounts: University/Non-Profit ($18.76) quarter page hot jobs 511_1 Quarter Page Discounts: University/Non-Profit ($18.76) 514_1 Quarter Page

Features: Color: Full 4 CMYK $75.00 5 5 Inserts 515_1 2-4 Pages Inserts 5.25 53.8125 Half Page Color 10.25 x 495_1 Half Page 5.25 Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($15.08) University/Non-Profit ($37.69)

1 10.25

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$75.04

($31.28)

$25.00 No

Classified Display

HOUSE

$75.04

($31.28)

$25.00 No

Classified Display

HOUSE

$75.04

$150.04 No

Display ROP HOUSE

$45.00 $150.75

$225.00 No $172.98 No

Inserts Sports

HOUSE Jeremy

Issue Summary: 7/19/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

138

$150.00

$90.29

$84.17

($62.56)

$119.60

$598.02

Generated By:

Chloe

Report Date:

1/24/2013 4:50:05 PM

Page 23 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

Bliss Berry

10.25

Issue Date: 8/14/2012 Height

Units Description

OrderImg# 427_1

Rate Name

5.25 53.8125 *Right Side when open Half Page the Paper* Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($22.50)

Rate

Adjustment

$225.00

($92.50)

Price TFN $185.00 No

Hold Section

Sales Rep

Display ROP Tucker

Issue Summary: 8/14/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

$75.00

$22.50

$225.00

($92.50)

$185.00

Generated By:

Chloe

Report Date:

1/24/2013 4:50:05 PM

Page 24 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

Aspen Heights

10.25

Averitt Center for the Arts

Bliss Berry

10.25

GSU Career Services

5 5

GSU CRI

10.25

GSU Department Of Human Resources

7.5

GSU Student Activities

10.25

Re:fuel

10.25

10.25 Textbook Brokers

10.25

Issue Date: 8/21/2012 Height

Units Description

OrderImg# 542_1

Rate Name

10.25 105.062 Anti-Apartment color ad Full Page 5 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 5.25 26.25 George-Anne Daily: 9 to 5 536_1 Quarter Page Musical Discounts: University/Non-Profit ($28.00) 5.25 53.8125 1/2 color summer ad 543_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal 5.25 26.25 making an appointment 531_1 Quarter Page Discounts: University/Non-Profit ($18.76) 5.25 26.25 your new career 532_1 Quarter Page development specialist Discounts: University/Non-Profit ($18.76) 5.25 53.8125 Half Page CRI 529_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Discounts: University/Non-Profit ($37.69) 10.25 76.875 535_1 Three Quarter Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($87.13) 5.25 53.8125 WOW half page ad 534_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Discounts: University/Non-Profit ($37.69) 10.25 105.062 Amazon Services LLC 523_1 Full Page 5 Features: Color: Full 4 CMYK $75.00 2.6 26.65 Bigwords.com Eighth 525_1 Eighth Page Page B/W 2.6 26.65 1/4 blwh books in back 544_1 Eighth Page groud for first week Discounts: Prepay/Schedule Discount ($3.77)

Rate

Adjustment

$301.50

$21.15

Price TFN

Hold Section

Sales Rep

$367.50 No

Display ROP P Scroggin

$112.00

$84.00 No

Display ROP P Scroggin

$150.75

$225.75 No

Display ROP Jeremy

$75.04

($6.28)

$50.00 No

Classified Display

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$150.75

$188.06 No

Display ROP HOUSE

$348.50

$336.37 No

Display ROP HOUSE

$187.50 No

Display ROP HOUSE

$450.00

$525.00 No

Display ROP HOUSE

$56.25

$56.25 No

Display ROP HOUSE

$32.06 No

Display ROP Jeremy

$150.75

$37.69

($0.56)

($1.86)

HOUSE

Issue Summary: 8/21/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

580

$450.00

$261.95

$173.48

$6.17

$191.14

$2,102.49

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 25 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

Aspen Heights

10.25

Bliss Berry

10.25

GSU Career Services

5 5

Joselove-Filson Advertising, Inc. Re:fuel

10.25

10.25 Sports Emporium

Textbook Brokers

10.25

Troy Marsh

Issue Date: 8/23/2012 Height

Units Description

OrderImg# 542_1

Rate Name

10.25 105.062 Anti-Apartment color ad Full Page 5 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 5.25 53.8125 *Right Side when open 427_1 Half Page the Paper* Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($22.50) 5.25 26.25 1/4 553_1 Quarter Page Discounts: University/Non-Profit ($18.76) 5.25 26.25 1/4 554_1 Quarter Page Discounts: University/Non-Profit ($18.76) 5.25 26.25 Franklyn Toyota Quarter 519_1 Quarter Page Page Color Features: Color: Full 4 CMYK $75.00 10.25 105.062 Amazon Services LLC 523_1 Full Page 5 Features: Color: Full 4 CMYK $75.00 2.6 26.65 Bigwords.com Eighth 525_1 Eighth Page Page B/W 5.25 26.25 Showroom-Brand ad 549_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) 2.6 26.65 Eighth Page 555_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) 5.25 26.25 Quarter 546_1 Quarter Page Features: Color: Full 4 CMYK $75.00

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$301.50

$21.15

$367.50 No

Display ROP P Scroggin

$225.00

($92.50)

$185.00 No

Display ROP Tucker

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

$150.04 No

Display ROP HOUSE

$450.00

$525.00 No

Display ROP HOUSE

$56.25

$56.25 No

Display ROP HOUSE

$75.04

($3.70)

$63.84 No

Display ROP P Scroggin

$37.69

($1.86)

$32.06 No

Display ROP Jeremy

$112.00

$187.00 No

Jaclyn

Issue Summary: 8/23/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

448

$375.00

$101.44

$148.26

($89.47)

$166.67

$1,666.69

Generated By:

Chloe

Report Date:

1/24/2013 4:50:05 PM

Page 26 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

Aspen Heights

10.25

Bliss Berry

10.25

GSU Admissions Office

GSU Alpha Omicron Pi

10.25

GSU Career Services

5 5

GSU Student Affairs & Enrollment Management

10.25

RJ Pope The Sir Shop

5 10.25

Issue Date: 8/28/2012 Height

Units Description

OrderImg# 542_1

Rate Name

10.25 105.062 Anti-Apartment color ad Full Page 5 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 5.25 53.8125 1/2 color summer ad 543_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal 10.25 51.25 Thanks to Soar team 563_1 Half Page Discounts: Prepay/Schedule Discount Vertical ($22.50) University/Non-Profit ($56.25) 5.25 53.8125 Welcome new Pledge 562_1 Half Page Class Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($56.25) 5.25 26.25 1/4 blwh 566_1 Quarter Page Discounts: University/Non-Profit ($18.76) 5.25 26.25 1/4 blwh 567_1 Quarter Page Discounts: University/Non-Profit ($18.76) 10.25 105.062 Weekly Buzz INVOICE 561_1 Full Page 5 ONLY Discounts: University/Non-Profit ($75.38) 5.25 26.25 G/A Daily Brand List ads 540_1 Quarter Page 2.6 26.65 Southern Marsh Puzzles 568_1 Eighth Page Page Emergency AD

Rate

Adjustment

$301.50

$21.15

Price TFN

Hold Section

Sales Rep

$367.50 No

Display ROP P Scroggin

$150.75

$225.75 No

Display ROP Jeremy

$225.00

$146.25 No

Display ROP Jaclyn

$225.00

$243.75 No

Display ROP Jaclyn

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$301.50

($37.12)

$189.00 No

Display ROP HOUSE

$75.04 $56.25

($24.19)

$75.04 No $32.06 No

Display ROP P Scroggin Display ROP P Scroggin

Issue Summary: 8/28/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

474

$225.00

$278.05

$165.01

($52.72)

$153.26

$1,379.35

Generated By:

Chloe

Report Date:

1/24/2013 4:50:05 PM

Page 27 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

Aspen Heights

10.25

Bliss Berry

10.25

Frontier Communications

GSU Career Services

5 5

GSU Student Affairs & Enrollment Management

10.25

Issue Date: 8/30/2012 Height

Units Description

OrderImg# 542_1

Rate Name

10.25 105.062 Anti-Apartment color ad Full Page 5 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 5.25 53.8125 1/2 color summer ad 543_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal 5.25 26.25 571_1 Quarter Page Features: Color: Full 4 CMYK $75.00 5.25 26.25 1/4 blwh 566_1 Quarter Page Discounts: University/Non-Profit ($18.76) 5.25 26.25 1/4 blwh 567_1 Quarter Page Discounts: University/Non-Profit ($18.76) 10.25 105.062 full pg 575_1 Full Page 5 Discounts: University/Non-Profit ($75.38) 5.25 26.25 Franklyn Toyota 526_1 Quarter Page

Joselove-Filson Advertising, Inc.

South Georgia Immediate Care Center

5.25

Sports Emporium

5.25

Troy Marsh

5.25

Features: Color: Full 4 CMYK $75.00 26.25 George-Anne Color 527_1 Quarter Page Quarter page Features: Color: Full 4 CMYK $75.00 26.25 Showroom-Brand ad 549_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) 26.25 564_1 Quarter Page Features: Color: Full 4 CMYK $75.00

Rate

Adjustment

$301.50

$21.15

Price TFN

Hold Section

Sales Rep

$367.50 No

Display ROP P Scroggin

$150.75

$225.75 No

Display ROP Jeremy

$112.00

$187.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$301.50

($37.12)

$189.00 No

Display ROP HOUSE

$75.04

$150.04 No

Display ROP HOUSE

$75.04

$150.04 No

Display ROP Jaclyn

$75.04

($3.70)

$75.04

$63.84 No $150.04 No

Display ROP P Scroggin Display ROP Jaclyn

Issue Summary: 8/30/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

448

$450.00

$150.55

$131.60

($32.23)

$158.32

$1,583.21

Generated By:

Chloe

Report Date:

1/24/2013 4:50:05 PM

Page 28 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 9/4/2012

Advertiser

Width

Height

Units

Bliss Berry

10.25

5.25 53.8125

Chow Time

10.25

5.25 53.8125

Dominos/Cowabunga

5.25

26.25

Don Zierdt Agency

5.25

26.25

Kappa Delta

10.25

Party Impressions

5.25 53.8125

RJ Pope Suzanne Tatum

5.25

5 10.25

26.25

5.25 26.25 5.25 53.8125

Troy Marsh

5.25

26.25

US Air Force

10.25

51.25

OrderDescription Rate Name Img# NEW Half page color 579_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Discounts: Prepay/Schedule Discount ($15.08) Half Page color 577_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Discounts: Prepay/Schedule Discount ($15.08) Domino's Location 582_1 Quarter Page Opening AD (back page cover for full pages) Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($7.50) Quarter page B/W 560_1 Quarter Page Peacecorps ad Discounts: University/Non-Profit ($43.75) 578_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Discounts: Prepay/Schedule Discount ($22.50) University/Non-Profit ($56.25) Game Day Mayday 584_1 Quarter Page INVOICE ONLY (True Blue AD) G/A Daily Brand List ads 540_1 Quarter Page 1/2 page color ad. 556_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Discounts: Prepay/Schedule Discount ($22.50) University/Non-Profit ($56.25) 564_1 Quarter Page Features: Color: Full 4 CMYK $75.00 USAF Half page Vertical 570_1 Half Page Features: Color: Full 4 CMYK $75.00 Vertical

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$150.75

$210.67 No

Display ROP Jeremy

$150.75

$210.67 No

Display ROP Jeremy

$138.84 No

Display ROP P Scroggin

$175.00

$131.25 No

Display ROP HOUSE

$225.00

$221.25 No

$112.00

$112.00 No

Display ROP P Scroggin

$75.04 $225.00

$75.04 No $221.25 No

Display ROP P Scroggin Jaclyn

$75.04

$150.04 No

Display ROP Jaclyn

$350.00

$425.00 No

Display ROP HOUSE

$75.04

($3.70)

Jeremy

Issue Summary: 9/4/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

398

$525.00

$238.91

$161.36

($3.70)

$189.60

$1,896.01

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 29 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

Aspen Heights

10.25

1 Bliss Berry

10.25

Dominos/Cowabunga

GATA's

10.25

GSU Career Services

5 5 5 5

GSU Center for Entrepreneurial Learn/Lead

GSU Student Activities

10.25

GSU Student Affairs & Enrollment Management

10.25

Hibbett Sports

Sports Emporium

Issue Date: 9/6/2012 Height

Units Description

OrderImg# 542_1

Rate Name

10.25 105.062 Anti-Apartment color ad Full Page 5 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 3.5 3.5 G/A Daily Inserts Order 586_1 2-4 Pages 09/04 (INVOICE ONLY) Inserts 5.25 53.8125 *Right Side when open 427_1 Half Page the Paper* Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($22.50) 10.25 215.25 Domino's Location 582_1 Full Spread Opening AD Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($48.91) 5.25 53.8125 Half page horizontal 594_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal 5.25 26.25 Hot jobs 589_1 Quarter Page Discounts: University/Non-Profit ($18.76) 5.25 26.25 Getting the interview 590_1 Quarter Page Discounts: University/Non-Profit ($18.76) 5.25 26.25 INvoice only 591_1 Quarter Page Discounts: University/Non-Profit ($18.76) 5.25 26.25 Invoice only 593_1 Quarter Page Discounts: University/Non-Profit ($18.76) 5.25 26.25 1/4 ad for new minor 587_1 Quarter Page Discounts: University/Non-Profit ($28.00) 5.25 53.8125 WOW half page ad 534_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Discounts: University/Non-Profit ($37.69) 10.25 105.062 full pg 575_1 Full Page 5 Discounts: University/Non-Profit ($75.38) 10.25 51.25 Costa del Mar AD 565_1 Half Page horizontal or vertical?? Vertical 5.25 26.25 Showroom-Brand ad 549_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50)

Rate

Adjustment

$301.50

$21.15

$367.50 No

Display ROP P Scroggin

$45.00

$67.50

$225.00 No

Inserts

$225.00

($92.50)

$185.00 No

Display ROP Tucker

$489.10

($24.09)

$491.10 No

Display ROP P Scroggin

$300.00 No

Display ROP HOUSE

$225.00

Price TFN

Hold Section

Sales Rep

P Scroggin

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$84.00 No

Display ROP Account

$112.00

$150.75

($0.56)

$187.50 No

Display ROP HOUSE

$301.50

($37.12)

$189.00 No

Display ROP HOUSE

$225.00 No

Display ROP P Scroggin

$63.84 No

Display ROP P Scroggin

$225.00 $75.04

($3.70)

Issue Summary: 9/6/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

799

$375.00

$325.17

$175.00

($94.44)

$179.85

$2,517.94

Generated By:

Chloe

Report Date:

1/24/2013 4:50:05 PM

Page 30 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 9/11/2012

Advertiser

Width

Height

Units

Aspen Heights Chow Time

1 10.25

3.5 3.5 5.25 53.8125

Dominos/Cowabunga

10.25

5.25 53.8125

GSU Career Services

5.25

26.25

5.25

26.25

GSU FCA

5.25

26.25

RJ Pope Troy Marsh

5 5

5.25 5.25

26.25 26.25

OrderDescription Rate Name Img# Anti Apartment Inserts 601_1 2-4 Pages Inserts Half Page B/W 577_1 Half Page Discounts: Prepay/Schedule Discount Horizontal ($15.08) Domino's Location 582_1 Half Page Opening AD (back page Horizontal for full pages) Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($15.08) 1/4 bl wh 602_1 Quarter Page Discounts: University/Non-Profit ($18.76) 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) FCA Mud Run 600_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($28.00) G/A Daily Brand List ads 540_1 Quarter Page 564_1 Quarter Page Features: Color: Full 4 CMYK $75.00

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$45.00 $150.75

$67.50

$225.00 No $135.67 No

Inserts P Scroggin Display ROP Jeremy

$150.75

($7.42)

$203.25 No

Display ROP P Scroggin

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$112.00

$159.00 No

Display ROP Jaclyn

$75.04 $75.04

$75.04 No $150.04 No

Display ROP P Scroggin Display ROP Jaclyn

Issue Summary: 9/11/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

242

$225.00

$95.68

$94.83

$47.52

$131.00

$1,048.00

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 31 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

Aspen Heights

10.25

1 5

GSU Career Services

5 GSU Phi Mu

10.25

GSU Student Affairs & Enrollment Management

10.25

Sports Emporium

Statesboro Tire & Brake The Sir Shop

10.25 10.25

Issue Date: 9/13/2012 Height

Units Description

OrderImg# 542_1

Rate Name

10.25 105.062 Anti-Apartment color ad Full Page 5 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 3.5 3.5 Insertion Order 610_1 2-4 Pages Inserts Page 5.25 26.25 1/4 bl wh 602_1 Quarter Discounts: University/Non-Profit ($18.76) 5.25 26.25 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) 5.25 53.8125 Welcome their new girls 596_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Discounts: University/Non-Profit ($56.25) 10.25 105.062 Weekly Buzz 595_1 Full Page 5 Discounts: Prepay/Schedule Discount ($30.15) University/Non-Profit ($75.38) 5.25 26.25 Showroom-Brand ad 549_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) 5.25 53.8125 Fall Coupon Promotion 597_1 Half Page Horizontal 2.6 26.65 G/A Daily Puzzles Page- 608_1 Eighth Page Fraternity Rush AD (10.25x2.6) Discounts: Prepay/Schedule Discount ($3.77)

Rate

Adjustment

$301.50

$21.15

$367.50 No

Display ROP P Scroggin

$45.00 $75.04

$67.50 ($6.28)

$225.00 No $50.00 No

Inserts P Scroggin Display ROP HOUSE

$75.04

($6.28)

$50.00 No

$225.00

Price TFN

Hold Section

Sales Rep

Display ROP HOUSE

$243.75 No

Display ROP Jaclyn

Display ROP HOUSE

$301.50

($6.97)

$189.00 No

$75.04

($3.70)

$63.84 No

Display ROP P Scroggin

$150.75 $37.69

($1.86)

$150.75 No $32.06 No

Display ROP P Scroggin Display ROP P Scroggin

Issue Summary: 9/13/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

427

$150.00

$240.72

$142.95

$63.56

$152.43

$1,371.90

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 32 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

Chow Time

10.25

Issue Date: 9/18/2012 Height

Units

5.25 53.8125

OrderDescription Rate Name Img# Half Page color 577_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Discounts: Prepay/Schedule Discount ($15.08) 1/4 ad 580_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Domino's Location 582_1 Quarter Page Opening AD (back page cover for full pages) Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($7.50) 1/4 bl wh 602_1 Quarter Page Discounts: University/Non-Profit ($18.76) 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) 2 ads per paper 612_1 Eighth Page

Couture Galore Boutique

5.25

26.25

Dominos/Cowabunga

5.25

26.25

GSU Career Services

5.25

26.25

5.25

26.25

10.25

2.6

26.65

10.25

2.6

Discounts: University/Non-Profit ($9.42) 26.65 2nd ad per paper 613_1 Eighth Page

GSU Office of Student Leadership

GSU Student Affairs & Enrollment Management

Discounts: University/Non-Profit ($9.42) 5.25 53.8125 Half page H. Color ad 619_1 Half Page Eagles in DC Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($37.69) 5.25 26.25 1/4 page B&W "Launch 616_1 Quarter Page Your career today" 5.25 26.25 G/A Daily Brand List ads 540_1 Quarter Page 2.6 26.65 Brand Promotion Page 2 605_1 Eighth Page quarter & Puzzles Page AD Schedule Discounts: Prepay/Schedule Discount ($3.77)

10.25

Re:fuel

RJ Pope The Sir Shop

5 10.25

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$150.75

$210.67 No

Display ROP Jeremy

$75.04

$150.04 No

Display ROP Jaclyn Display ROP P Scroggin

$75.04

($3.70)

$138.84 No

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$37.69

$28.27 No

Display ROP Jaclyn

$37.69

$28.27 No

Display ROP Jaclyn

$187.50 No

Display ROP Jaclyn

$112.00 No

$150.75

($0.56)

$112.00 $75.04 $37.69

($1.86)

$75.04 No $32.06 No

HOUSE

Display ROP P Scroggin Display ROP P Scroggin

Issue Summary: 9/18/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

345

$300.00

$120.40

$81.98

($18.68)

$96.61

$1,062.69

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 33 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser A Smokin' PLace

Aspen Heights

GSU Career Services

GSU Center for International Studies

GSU Office of Student Leadership

Width

Height

10.25

5.25

10.25

2.6

51.25 Half Page Vertical Ad Half Page Color. Created by client. Vertical Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($22.50) 105.062 Anti-Apartment color ad 542_1 Full Page 5 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 26.25 1/4 bl wh 602_1 Quarter Page Discounts: University/Non-Profit ($18.76) 26.25 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) 26.25 Ad is in Email on Ads1 615_1 Quarter Page and also on dropBox. Just needed to be resized to Quarter page 5x5.25 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) 26.65 2 ads per paper 612_1 Eighth Page

10.25

2.6

Discounts: University/Non-Profit ($9.42) 26.65 2nd ad per paper 613_1 Eighth Page

GSU Student Activities

10.25

GSU Student Affairs & Enrollment Management

10.25

Joselove-Filson Advertising, Inc.

Party Impressions

South Georgia Immediate Care Center

Report Date:

Issue Date: 9/20/2012 Units Description

OrderImg# 628_1

Rate Name

Discounts: University/Non-Profit ($9.42) 5.25 53.8125 WOW half page ad 534_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Discounts: University/Non-Profit ($37.69) 10.25 105.062 Weekly Buzz 595_1 Full Page 5 Discounts: Prepay/Schedule Discount ($30.15) University/Non-Profit ($75.38) 5.25 53.8125 Half page H. Color ad 619_1 Half Page Eagles in DC Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($37.69) 5.25 26.25 Franklyin toyota quarter 625_1 Quarter Page page color Features: Color: Full 4 CMYK $75.00 5.25 26.25 Game Day Mayday 584_1 Quarter Page INVOICE ONLY (True Blue AD) 5.25 26.25 George-Anne Color 527_1 Quarter Page Quarter page

1/24/2013 4:50:05 PM

Generated By:

Chloe

Rate

Adjustment

$225.00

Price TFN

Hold Section

Sales Rep

$277.50 No

Display ROP Jeremy

Display ROP P Scroggin

$301.50

$21.15

$367.50 No

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$112.00

$147.80 No

Display ROP Jeremy

$37.69

$28.27 No

Display ROP Jaclyn

$37.69

$28.27 No

Display ROP Jaclyn

$150.75

($0.56)

$187.50 No

Display ROP HOUSE

$301.50

($6.97)

$189.00 No

Display ROP HOUSE

$150.75

($0.56)

$187.50 No

Display ROP Jaclyn

$75.04

$150.04 No

Display ROP HOUSE

$112.00

$112.00 No

Display ROP P Scroggin

$75.04

$150.04 No

Display ROP Jaclyn

Page 34 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

Height

Units

5.25

26.25

Sports Emporium Statesboro Tire & Brake Textbook Brokers

Issue Date: 9/20/2012

10.25 10.25

5.25 53.8125 2.6 26.65

The Sir Shop

5.25

26.25

Wing Maxx

5.25

26.25

OrderDescription Rate Name Img# Features: Color: Full 4 CMYK $75.00 Showroom-Brand ad 549_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) Fall Coupon Promotion 597_1 Half Page Horizontal Eigth page ad B/W "buy 547_1 Eighth Page rent sell" Discounts: Prepay/Schedule Discount ($3.77) Brand Promotion Page 2 605_1 Quarter Page quarter & Puzzles Page AD Schedule Discounts: Prepay/Schedule Discount ($7.50) Game Day Mayday 599_1 Quarter Page Tailgate Specials AD (INVOICE ONLY) Features: Color: Full 4 CMYK $75.00

Rate

Adjustment

$75.04

($3.70)

$150.75 $37.69

Price TFN

Hold Section

Sales Rep

$63.84 No

Display ROP P Scroggin

$150.75 No $33.92 No

Display ROP P Scroggin Display ROP Jeremy

$75.04

$10.55

$78.09 No

Display ROP P Scroggin

$112.00

($75.00)

$112.00 No

Display ROP P Scroggin

Issue Summary: 9/20/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

739

$600.00

$347.89

$121.09

($67.65)

$131.33

$2,364.02

Generated By:

Chloe

Report Date:

1/24/2013 4:50:05 PM

Page 35 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 9/25/2012

Advertiser

Width

Chow Time

10.25

5.25 53.8125

Couture Galore Boutique GSU Career Services

10.25 5

2.6 5.25

26.65 26.25

5.25

26.25

5.25

26.25

10.25

2.6

26.65

10.25

2.6

Discounts: University/Non-Profit ($9.42) 26.65 2nd ad per paper 613_1 Eighth Page

GSU Center for International Studies

GSU Office of Student Leadership

GSU Student Affairs & Enrollment Management

10.25

RJ Pope The Sir Shop

5 10.25

Troy Marsh

Height

Units

OrderDescription Rate Name Img# Half Page B/W 577_1 Half Page Discounts: Prepay/Schedule Discount Horizontal ($15.08) 1/8 ads 581_1 Eighth Page 1/4 bl wh 602_1 Quarter Page Discounts: University/Non-Profit ($18.76) 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) Ad is in Email on Ads1 615_1 Quarter Page and also on dropBox. Just needed to be resized to Quarter page 5x5.25 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) University/Non-Profit ($28.00) 2 ads per paper 612_1 Eighth Page

Discounts: University/Non-Profit ($9.42) 10.25 105.062 Student Fees and Voting 630_1 Full Page 5 Ad Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($112.50) 5.25 53.8125 Half page H. Color ad 619_1 Half Page Eagles in DC Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($37.69) 5.25 26.25 G/A Daily Brand List ads 540_1 Quarter Page 2.6 26.65 Brand Promotion Page 2 605_1 Eighth Page quarter & Puzzles Page AD Schedule Discounts: Prepay/Schedule Discount ($3.77) 5.25 26.25 564_1 Quarter Page Features: Color: Full 4 CMYK $75.00

Rate

Adjustment

$150.75

Price TFN

Hold Section

Sales Rep

$135.67 No

Display ROP Jeremy

$37.69 $75.04

($6.28)

$37.69 No $50.00 No

Display ROP Jaclyn Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$112.00

$147.80 No

Display ROP Jeremy

$37.69

$28.27 No

Display ROP Jaclyn

$37.69

$28.27 No

Display ROP Jaclyn

$450.00

$412.50 No

Display ROP Jaclyn

$150.75

($0.56)

$187.50 No

$75.04 $37.69

($1.86)

$75.04 No $32.06 No

$75.04

$150.04 No

Display ROP P Scroggin Display ROP P Scroggin

Display ROP Jaclyn

Issue Summary: 9/25/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

451

$300.00

$264.60

$109.54

($14.98)

$111.24

$1,334.84

Generated By:

Chloe

Report Date:

1/24/2013 4:50:05 PM

Page 36 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 37 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Report Date:

Width

Issue Date: 9/27/2012 Height

1/24/2013 4:50:05 PM

Units Description

OrderImg#

Generated By:

Rate Name

Chloe

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Page 38 of 84

3.3.4 Retail Manifest By Publication and Advertiser Dominos/Cowabunga

10.25

GSU Career Services

5.25

26.25

5.25

26.25

10.25

2.6

26.65

10.25

2.6

Discounts: University/Non-Profit ($9.42) 26.65 2nd ad per paper 613_1 Eighth Page

GSU Office of Student Leadership

GSU Student Affairs & Enrollment Management

10.25

10.25 105.062 5

Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates Domino's Location 582_1 Full Page $301.50 Opening AD (back page for full pages) Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 1/4 bl wh 602_1 Quarter Page $75.04 Discounts: University/Non-Profit ($18.76) 1/4 bl wh 603_1 Quarter Page $75.04 Discounts: University/Non-Profit ($18.76) 2 ads per paper 612_1 Eighth Page $37.69

Discounts: University/Non-Profit ($9.42) 10.25 105.062 Weekly Buzz 595_1 Full Page 5 Discounts: Prepay/Schedule Discount ($30.15) University/Non-Profit ($75.38) 10.25 105.062 Student Fees and Voting 630_1 Full Page 5 Ad Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($112.50) 10.25 105.062 634_1 Full Page 5 Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($75.38) 5.25 26.25 Quarter page Vote ad 635_1 Quarter Page

GSU Student Government Association

Joselove-Filson Advertising, Inc.

5.25

Re:fuel South Georgia Immediate Care Center

1 5

5 5.25

Sports Emporium

5.25

10.25 5

5.25 5.25

5.25

Statesboro Tire & Brake The Sir Shop

Wing Maxx

Report Date:

1/24/2013 4:50:05 PM

Discounts: University/Non-Profit ($18.76) 26.25 Franklyin toyota quarter 623_1 Quarter Page page color Features: Color: Full 4 CMYK $75.00 5 624_1 2-4 Pages Inserts 26.25 George-Anne Color 527_1 Quarter Page Quarter page Features: Color: Full 4 CMYK $75.00 26.25 Showroom-Brand ad 549_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) 53.8125 Fall Coupon Promotion 597_1 Half Page Horizontal 26.25 Brand Promotion Page 2 605_1 Quarter Page quarter & Puzzles Page AD Schedule Discounts: Prepay/Schedule Discount ($7.50) 26.25 Game Day Mayday 599_1 Quarter Page Tailgate Specials AD (INVOICE ONLY) Features: Color: Full 4 CMYK $75.00

Generated By:

Chloe

$10.15

$356.50 No

($6.28)

$50.00 No

Display ROP HOUSE

($6.28)

$50.00 No

Display ROP HOUSE

$28.27 No

Display ROP Jaclyn

$28.27 No

Display ROP Jaclyn

$37.69

$301.50

($6.97)

$450.00

$301.50

$111.38

Display ROP P Scroggin

$189.00 No

Display ROP HOUSE

$412.50 No

Display ROP HOUSE

$412.50 No

Display ROP Jaclyn

$75.04

$56.28 No

Display ROP HOUSE

$75.04

$150.04 No

Display ROP HOUSE

$45.00 $75.04

$225.00 No $150.04 No

Inserts HOUSE Display ROP Jaclyn

$75.04

($3.70)

$63.84 No

Display ROP P Scroggin

$150.75 $75.04

$10.55

$150.75 No $78.09 No

Display ROP P Scroggin Display ROP P Scroggin

$112.00

($75.00)

$112.00 No

Display ROP P Scroggin

Page 39 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Issue Summary: 9/27/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

742

$450.00

$413.68

$141.43

$33.85

$157.07

$2,513.08

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 40 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 10/2/2012

Advertiser

Width

Chow Time

10.25

5.25 53.8125

Couture Galore Boutique Deals Furniture and Mattress Outlet

10.25 5

2.6 5.25

26.65 26.25

5.25

26.25

5.25

26.25

GSU Career Services

Height

Units

GSU CRI

10.25

5.25 53.8125

GSU Health Services

10.25

10.25 105.062 5

OrderDescription Rate Name Img# Half Page color 577_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Discounts: Prepay/Schedule Discount ($15.08) 1/8 ads 581_1 Eighth Page George-Anne General 620_1 Quarter Page Promotion ADs Discounts: Prepay/Schedule Discount ($7.50) 1/4 bl wh 602_1 Quarter Page Discounts: University/Non-Profit ($18.76) 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) Iron Eagle Half page color 622_1 Half Page Horizontal Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($37.69) Full page flu shot ad 637_1 Full Page

10.25

2.6

Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($75.38) 26.65 2 ads per paper 612_1 Eighth Page

10.25

2.6

Discounts: University/Non-Profit ($9.42) 26.65 2nd ad per paper 613_1 Eighth Page

GSU Student Government Association

5.25

Hendley Properties, Inc.

5.25

Kennesaw State Univ Press

10.25

RJ Pope The Sir Shop

5 10.25

5.25 2.6

5.25

GSU Office of Student Leadership

Troy Marsh

Report Date:

1/24/2013 4:50:05 PM

Discounts: University/Non-Profit ($9.42) 26.25 Quarter page color One 636_1 Quarter Page week one vote ad Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($18.76) 26.25 Plantors Row, Greenbriar 588_1 Quarter Page and Hawthorne ads rotated Discounts: Prepay/Schedule Discount ($7.50) 105.062 Dr. Brooks Football Book 447_1 Full Page 5 Ad Real Date Yet to Be Determined Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($45.00) 26.25 G/A Daily Brand List ads 540_1 Quarter Page 26.65 Brand Promotion Page 2 605_1 Eighth Page quarter & Puzzles Page AD Schedule Discounts: Prepay/Schedule Discount ($3.77) 26.25 564_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Generated By:

Chloe

Rate

Adjustment

$150.75

Price TFN $210.67 No

Hold Section

Sales Rep

Display ROP Jeremy

$37.69 $75.04

($3.70)

$37.69 No $63.84 No

Display ROP Jaclyn Display ROP P Scroggin

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$150.75

$188.06 No

Display ROP HOUSE

$301.50

$301.12 No

Display ROP HOUSE

$37.69

$28.27 No

Display ROP Jaclyn

$37.69

$28.27 No

Display ROP Jaclyn

$75.04

$131.28 No

$75.04

($5.40)

$450.00

$75.04 $37.69

$75.04

$62.14 No

$480.00 No

($1.86)

$75.04 No $32.06 No

$150.04 No

Display ROP HOUSE

Display ROP Jaclyn

Display ROP HOUSE

Display ROP P Scroggin Display ROP P Scroggin

Display ROP Jaclyn

Page 41 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Issue Summary: 10/2/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

608

$450.00

$267.04

$115.27

($23.52)

$125.90

$1,888.48

Generated By:

Chloe

Report Date:

1/24/2013 4:50:05 PM

Page 42 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

Aspen Heights

10.25

Averitt Center for the Arts

Deals Furniture and Mattress Outlet

Dominos/Cowabunga

GSU Career Services

5 5

GSU CRI

10.25

GSU Health Services

10.25

GSU Office of Student Leadership

10.25

Issue Date: 10/4/2012 Height

Report Date:

10.25

Rate Name

10.25 105.062 Anti-Apartment color ad Full Page 5 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 5.25 26.25 G-A Daily Laura Monk & 640_1 Quarter Page High Cotton Promotion Discounts: University/Non-Profit ($28.00) 5.25 26.25 George-Anne General 620_1 Quarter Page Promotion ADs Discounts: Prepay/Schedule Discount ($7.50) 10.25 215.25 Domino's Location 582_1 Full Spread Opening AD Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($48.91) 5.25 26.25 1/4 bl wh 602_1 Quarter Page Discounts: University/Non-Profit ($18.76) 5.25 26.25 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) 5.25 53.8125 Half page Horiz. color 621_1 Half Page Watter crysis Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($37.69) 5.25 53.8125 Iron eagle and well I am 632_1 Half Page Half page horizontal Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($37.69) 5.25 53.8125 Iron eagle cont. Half page 633_1 Half Page color horiz. Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($37.69) 5.25 53.8125 Flu shot half page color 638_1 Half Page ad Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($37.69) 2.6 26.65 2 ads per paper 612_1 Eighth Page

10.25

GSU Student Affairs & Enrollment Management

Units Description

OrderImg# 542_1

2.6

Discounts: University/Non-Profit ($9.42) 26.65 2nd ad per paper 613_1 Eighth Page

Discounts: University/Non-Profit ($9.42) 10.25 105.062 Weekly Buzz 595_1 Full Page 5 Discounts: Prepay/Schedule Discount ($30.15) University/Non-Profit ($75.38)

1/24/2013 4:50:05 PM

Generated By:

Chloe

Rate

Adjustment

$301.50

$21.15

$112.00

Price TFN

Hold Section

Sales Rep

$367.50 No

Display ROP P Scroggin

$84.00 No

Display ROP P Scroggin

$75.04

($3.70)

$63.84 No

Display ROP P Scroggin

$489.10

($24.09)

$491.10 No

Display ROP P Scroggin

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$150.75

$188.06 No

Display ROP HOUSE

$150.75

$188.06 No

Display ROP HOUSE

$150.75

$188.06 No

Display ROP HOUSE

$150.75

$188.06 No

Display ROP HOUSE

$37.69

$28.27 No

Display ROP Jaclyn

$37.69

$28.27 No

Display ROP Jaclyn

$301.50

($6.97)

$189.00 No

Display ROP HOUSE

Page 43 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 10/4/2012

Width

Height

Units

Hendley Properties, Inc.

5.25

26.25

Sports Emporium

5.25

26.25

Advertiser

Statesboro Tire & Brake The Sir Shop

10.25 5

5.25 53.8125 5.25 26.25

OrderDescription Rate Name Img# Plantors Row, Greenbriar 588_1 Quarter Page and Hawthorne ads rotated Discounts: Prepay/Schedule Discount ($7.50) Showroom-Brand ad 549_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) Fall Coupon Promotion 597_1 Half Page Horizontal Brand Promotion Page 2 605_1 Quarter Page quarter & Puzzles Page AD Schedule Discounts: Prepay/Schedule Discount ($7.50)

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$75.04

($5.40)

$62.14 No

Display ROP Jaclyn

$75.04

($3.70)

$63.84 No

Display ROP P Scroggin

$150.75 $75.04

$10.55

$150.75 No $78.09 No

Display ROP P Scroggin Display ROP P Scroggin

Issue Summary: 10/4/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

931

$450.00

$449.71

$146.09

($24.72)

$144.65

$2,459.04

Generated By:

Chloe

Report Date:

1/24/2013 4:50:05 PM

Page 44 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 45 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Report Date:

Width

Issue Date: 10/9/2012 Height

1/24/2013 4:50:05 PM

Units Description

OrderImg#

Generated By:

Rate Name

Chloe

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Page 46 of 84

3.3.4 Retail Manifest By Publication and Advertiser Aspen Heights

10.25

Couture Galore Boutique Deals Furniture and Mattress Outlet

10.25 5

2.6 5.25

Dominos/Cowabunga

10.25

5.25

GATA's GSU Career Services

5 5

5.25 5.25

5.25

10.25

5.25

10.25

5.25

GSU Health Services

10.25

5.25

GSU Office of Student Leadership

10.25

2.6

10.25

2.6

5.25

5 10.25

5.25 2.6

5.25

GSU CRI

Hendley Properties, Inc.

RJ Pope The Sir Shop

Troy Marsh

Report Date:

1/24/2013 4:50:05 PM

Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates 105.062 Anti-Apartment color ad 542_1 Full Page $301.50 5 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 26.65 1/8 ads 581_1 Eighth Page $37.69 26.25 George-Anne General 620_1 Quarter Page $75.04 Promotion ADs Discounts: Prepay/Schedule Discount ($7.50) 53.8125 Domino's Location 582_1 Half Page $150.75 Opening AD (back page Horizontal for full pages) Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($15.08) 26.25 GATA's quarter page BW 647_1 Quarter Page $75.04 26.25 1/4 bl wh 602_1 Quarter Page $75.04 Discounts: University/Non-Profit ($18.76) 26.25 1/4 bl wh 603_1 Quarter Page $75.04 Discounts: University/Non-Profit ($18.76) 53.8125 Iron Eagle Half page color 622_1 Half Page $150.75 Horizontal Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($37.69) 53.8125 Iron eagle and well I am 632_1 Half Page $150.75 Half page horizontal Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($37.69) 53.8125 Flu shot half page color 638_1 Half Page $150.75 ad Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($37.69) 26.65 2 ads per paper 612_1 Eighth Page $37.69 Discounts: University/Non-Profit ($9.42) 26.65 2nd ad per paper 613_1 Eighth Page Discounts: University/Non-Profit ($9.42) 26.25 Plantors Row, Greenbriar 588_1 Quarter Page and Hawthorne ads rotated Discounts: Prepay/Schedule Discount ($7.50) 26.25 G/A Daily Brand List ads 540_1 Quarter Page 26.65 Brand Promotion Page 2 605_1 Eighth Page quarter & Puzzles Page AD Schedule Discounts: Prepay/Schedule Discount ($3.77) 26.25 564_1 Quarter Page Features: Color: Full 4 CMYK $75.00

Generated By:

Chloe

$21.15

$367.50 No

Display ROP P Scroggin

($3.70)

$37.69 No $63.84 No

Display ROP Jaclyn Display ROP P Scroggin

($7.42)

$203.25 No

Display ROP P Scroggin

($6.28)

$75.04 No $50.00 No

Display ROP Account Display ROP HOUSE

($6.28)

$50.00 No

Display ROP HOUSE

$188.06 No

Display ROP HOUSE

$188.06 No

Display ROP HOUSE

$188.06 No

Display ROP HOUSE

$37.69

$28.27 No

Display ROP Jaclyn

$28.27 No

Display ROP Jaclyn

$75.04

($5.40)

$62.14 No

Display ROP Jaclyn

$75.04 $37.69

($1.86)

$75.04 No $32.06 No

Display ROP P Scroggin Display ROP P Scroggin

$75.04

$150.04 No

Display ROP Jaclyn

Page 47 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Issue Summary: 10/9/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

611

$450.00

$233.43

$98.78

($9.79)

$111.71

$1,787.32

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 48 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 10/11/2012

Width

Height

Deals Furniture and Mattress Outlet

5.25

GSU Career Services

5.25

GSU Health Services

10.25

5.25

GSU Office of Student Leadership

10.25

2.6

26.25 George-Anne General Quarter Page Promotion ADs Discounts: Prepay/Schedule Discount ($7.50) 26.25 1/4 bl wh 602_1 Quarter Page Discounts: University/Non-Profit ($18.76) 26.25 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) 53.8125 Flu shot half page color 638_1 Half Page ad Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($37.69) 26.65 2 ads per paper 612_1 Eighth Page

10.25

2.6

Discounts: University/Non-Profit ($9.42) 26.65 2nd ad per paper 613_1 Eighth Page

Advertiser

GSU Student Affairs & Enrollment Management

10.25

Hendley Properties, Inc.

Joselove-Filson Advertising, Inc.

7.5

5.25

Party Impressions

5.25

South Georgia Immediate Care Center

5.25

Sports Emporium

5.25

10.25 5

5.25 5.25

Report Date:

Rate Name

Discounts: University/Non-Profit ($9.42) 10.25 105.062 Weekly Buzz 595_1 Full Page 5 Discounts: Prepay/Schedule Discount ($30.15) University/Non-Profit ($75.38) 5.25 26.25 Plantors Row, Greenbriar 588_1 Quarter Page and Hawthorne ads rotated Discounts: Prepay/Schedule Discount ($7.50) 10.25 76.875 The Clubhouse 639_1 Three Quarter

Statesboro Tire & Brake Suzanne Tatum

Units Description

OrderImg# 620_1

1/24/2013 4:50:05 PM

Features: Color: Full 4 CMYK $75.00 26.25 Franklyn toyota Quarter 650_1 Quarter Page page color Features: Color: Full 4 CMYK $75.00 26.25 Halloween Costume 651_1 Quarter Page Promotions AD Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) 26.25 George-Anne Color 527_1 Quarter Page Quarter page Features: Color: Full 4 CMYK $75.00 26.25 Showroom-Brand ad 549_1 Quarter Page Discounts: Prepay/Schedule Discount ($7.50) 53.8125 Fall Coupon Promotion 597_1 Half Page Horizontal 26.25 Chinese pac event 652_1 Quarter Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($7.50) University/Non-Profit ($18.76) Generated By:

Chloe

Rate

Adjustment

Price TFN

$75.04

($3.70)

$63.84 No

Display ROP P Scroggin

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$150.75

$188.06 No

Display ROP HOUSE

$37.69

$28.27 No

Display ROP Jaclyn

$37.69

$28.27 No

Display ROP Jaclyn

$301.50

($6.97)

$189.00 No

$75.04

($5.40)

$62.14 No

Hold Section

Sales Rep

Display ROP HOUSE

Display ROP Jaclyn

$348.50

$423.50 No

Display ROP HOUSE

$75.04

$150.04 No

Display ROP Account

$112.00

$175.80 No

Display ROP P Scroggin

$75.04

$150.04 No

Display ROP Jaclyn

$75.04 $150.75 $75.04

($3.70)

$63.84 No

Display ROP P Scroggin

$150.75 No $123.78 No

Display ROP P Scroggin Display ROP Account

Page 49 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 10/11/2012

Advertiser

Width

Height

Textbook Brokers

10.25

2.6

10.25

2.6

10.25

5.25

The Forum

The Sir Shop

Wing Maxx

Units Description

OrderImg# 547_1

Rate Name

26.65 Eigth page ad B/W "buy Eighth Page rent sell" Discounts: Prepay/Schedule Discount ($3.77) 26.65 Eighth Page midseason 555_1 Eighth Page run. Discounts: Prepay/Schedule Discount ($3.77) 105.062 Full Page color 653_1 Full Page 5 Features: Color: Full 4 CMYK $75.00 26.25 Brand Promotion Page 2 605_1 Quarter Page quarter & Puzzles Page AD Schedule Discounts: Prepay/Schedule Discount ($7.50) 26.25 Tent Event Game Day 643_1 Quarter Page Promotions-INVOICE ONLY Features: Color: Full 4 CMYK $75.00 26.25 Game Day Mayday 599_1 Quarter Page Tailgate Specials AD (INVOICE ONLY) Features: Color: Full 4 CMYK $75.00

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$37.69

$33.92 No

Display ROP Jeremy

$37.69

$33.92 No

Display ROP Jeremy

Display ROP Account

$301.50

($51.50)

$325.00 No

$75.04

$10.55

$78.09 No

Display ROP P Scroggin

$112.00

($75.00)

$112.00 No

Display ROP P Scroggin

$112.00

($75.00)

$112.00 No

Display ROP P Scroggin

Issue Summary: 10/11/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

816

$675.00

$274.58

$115.01

($223.28)

$123.44

$2,592.26

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 50 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 10/16/2012

Advertiser

Width

Height

Units

Couture Galore Boutique GSU Career Services

10.25 5

2.6 5.25

26.65 26.25

5.25

26.25

GSU Health Services

10.25

5.25 53.8125

GSU Student Activities

10.25

51.25

Hendley Properties, Inc.

5.25

26.25

The Forum

10.25

The Sir Shop

10.25

2.6

5.25

Troy Marsh

10.25 105.062 5

OrderDescription Rate Name Img# 1/8 ads 581_1 Eighth Page 1/4 bl wh 602_1 Quarter Page Discounts: University/Non-Profit ($18.76) 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) Flu shot half page color 638_1 Half Page ad Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($37.69) 661_1 Half Page Features: Color: Full 4 CMYK $75.00 Vertical Discounts: University/Non-Profit ($37.69) Plantors Row, Greenbriar 588_1 Quarter Page and Hawthorne ads rotated Discounts: Prepay/Schedule Discount ($7.50) Full Page color 653_1 Full Page

Features: Color: Full 4 CMYK $75.00 26.65 Brand Promotion Page 2 605_1 Eighth Page quarter & Puzzles Page AD Schedule Discounts: Prepay/Schedule Discount ($3.77) 26.25 564_1 Quarter Page Features: Color: Full 4 CMYK $75.00

Rate

Adjustment

Price TFN

$37.69 $75.04

($6.28)

$37.69 No $50.00 No

Display ROP Jaclyn Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$150.75

$188.06 No

Display ROP HOUSE

$150.75

$188.06 No

Display ROP Account

$75.04

($5.40)

$62.14 No

$301.50

($51.50)

$325.00 No

$37.69

($1.86)

$32.06 No

$75.04

$150.04 No

Hold Section

Sales Rep

Display ROP Jaclyn

Display ROP Account

Display ROP P Scroggin

Display ROP Jaclyn

Issue Summary: 10/16/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

368

$300.00

$124.17

$108.73

($71.32)

$120.34

$1,083.05

Generated By:

Chloe

Report Date:

1/24/2013 4:50:05 PM

Page 51 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 52 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Report Date:

Width

Issue Date: 10/18/2012 Height

1/24/2013 4:50:05 PM

Units Description

OrderImg#

Generated By:

Rate Name

Chloe

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Page 53 of 84

3.3.4 Retail Manifest By Publication and Advertiser Advocates for Preserving Public Education

5.25

10.25

Deals Furniture and Mattress Outlet

5.25

Dominos/Cowabunga

5.25

10.25

5.25

GSU Health Services

10.25

5.25

GSU Student Affairs & Enrollment Management

10.25

Hendley Properties, Inc.

5.25

Party Impressions

5.25

10.25 5 10.25

5.25 5.25 10.25

5.25

Aspen Heights

Don Corleones

GSU Career Services

Statesboro Tire & Brake Steak and Shake The Forum

The Sir Shop

Report Date:

1/24/2013 4:50:05 PM

Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates 654_1 Quarter Page $112.00

$0.00

$100.80 No

Display ROP Jaclyn

$301.50

$21.15

$367.50 No

Display ROP P Scroggin

$75.04

($3.70)

$63.84 No

Display ROP P Scroggin

$75.04

($3.70)

$138.84 No

Display ROP P Scroggin

$525.00 No

Display ROP Jeremy

26.25 Voter Awareness, PUZZLES PAGE Discounts: Prepay/Schedule Discount ($11.20) 105.062 Anti-Apartment color ad 542_1 Full Page 5 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 26.25 George-Anne General 620_1 Quarter Page Promotion ADs Discounts: Prepay/Schedule Discount ($7.50) 26.25 Domino's Location 582_1 Quarter Page Opening AD (back page cover for full pages) Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($7.50) 105.062 Full Page Color!!! WHOO 664_1 Full Page 5 Features: Color: Full 4 CMYK $75.00 26.25 1/4 bl wh 602_1 Quarter Page Discounts: University/Non-Profit ($18.76) 26.25 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) 53.8125 Flu shot half page color 638_1 Half Page ad Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($37.69) 105.062 Weekly Buzz 595_1 Full Page 5 Discounts: Prepay/Schedule Discount ($30.15) University/Non-Profit ($75.38) 26.25 Plantors Row, Greenbriar 588_1 Quarter Page and Hawthorne ads rotated Discounts: Prepay/Schedule Discount ($7.50) 26.25 Halloween Costume 651_1 Quarter Page Promotions AD Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) 53.8125 Fall Coupon Promotion 597_1 Half Page Horizontal 26.25 1/4 George-Anne Runs 646_1 Quarter Page 105.062 Full Page color 653_1 Full Page 5 Features: Color: Full 4 CMYK $75.00 26.25 Brand Promotion Page 2 605_1 Quarter Page quarter & Puzzles Page AD Schedule Discounts: Prepay/Schedule Discount ($7.50)

Generated By:

Chloe

$450.00

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$188.06 No

Display ROP HOUSE

$150.75

$301.50

($6.97)

$189.00 No

$75.04

($5.40)

$62.14 No

Display ROP Jaclyn

$112.00

$175.80 No

Display ROP P Scroggin

$150.75 $75.04 $301.50

($51.50)

$150.75 No $75.04 No $325.00 No

Display ROP P Scroggin Display ROP Jaclyn Display ROP Account

$75.04

$10.55

$78.09 No

Display ROP P Scroggin

Page 54 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Issue Summary: 10/18/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

764

$450.00

$263.29

$160.35

($52.13)

$169.32

$2,539.86

Generated By:

Chloe

Report Date:

1/24/2013 4:50:05 PM

Page 55 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 10/23/2012

Width

Height

5.25

10.25 10.25

2.6 10.25

5.25

10.25

5.25

Hendley Properties, Inc.

5.25

Hungry Howies

5.25

Party Impressions

5.25

The Forum

10.25

The Sir Shop

10.25

2.6

5.25

Advertiser Cambridge @ Southern

Couture Galore Boutique Dominos/Cowabunga

GSU Career Services

GSU Health Services

Troy Marsh

Units Description

OrderImg# 671_1

Rate Name

26.25 G/A Apartment Quarter Page Promotions Features: Color: Full 4 CMYK $75.00 26.65 1/8 ads 581_1 Eighth Page 105.062 Domino's Location 582_1 Full Page 5 Opening AD (back page cover for full pages) Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 26.25 1/4 bl wh 602_1 Quarter Page Discounts: University/Non-Profit ($18.76) 26.25 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) 53.8125 Flu shot half page color 638_1 Half Page ad Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($37.69) 26.25 Plantors Row, Greenbriar 588_1 Quarter Page and Hawthorne ads rotated Discounts: Prepay/Schedule Discount ($7.50) 26.25 quarter page B/W MEAL 668_1 Quarter Page DEALS 26.25 Halloween Costume 651_1 Quarter Page Promotions AD Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) 105.062 Full Page color 653_1 Full Page 5 Features: Color: Full 4 CMYK $75.00 26.65 Brand Promotion Page 2 605_1 Eighth Page quarter & Puzzles Page AD Schedule Discounts: Prepay/Schedule Discount ($3.77) 26.25 564_1 Quarter Page Features: Color: Full 4 CMYK $75.00

Rate

Adjustment

$75.04

$8.96

$159.00 No

Display ROP P Scroggin

$37.69 $301.50

$10.15

$37.69 No $356.50 No

Display ROP Jaclyn Display ROP P Scroggin

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$188.06 No

Display ROP HOUSE

$150.75

$75.04

($5.40)

Price TFN

Hold Section

Sales Rep

$62.14 No

Display ROP Jaclyn

$112.00

$112.00 No

Display ROP Jeremy

$112.00

$175.80 No

Display ROP P Scroggin

Display ROP Account

$301.50

($51.50)

$325.00 No

$37.69

($1.86)

$32.06 No

$75.04

$150.04 No

Display ROP P Scroggin

Display ROP Jaclyn

Issue Summary: 10/23/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

501

$450.00

$127.83

$119.03

($52.21)

$141.52

$1,698.29

Generated By:

Chloe

Report Date:

1/24/2013 4:50:05 PM

Page 56 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 57 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Report Date:

Width

Issue Date: 10/25/2012 Height

1/24/2013 4:50:05 PM

Units Description

OrderImg#

Generated By:

Rate Name

Chloe

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Page 58 of 84

3.3.4 Retail Manifest By Publication and Advertiser Cambridge @ Southern

5.25

Caribe Court

5.25

Deals Furniture and Mattress Outlet

5.25

GATA's

5.25

GSU Career Services

5.25

GSU Health Services

10.25

5.25

GSU Student Affairs & Enrollment Management

10.25

Hendley Properties, Inc.

5.25

Joselove-Filson Advertising, Inc.

5.25

Party Impressions

5.25

South Georgia Immediate Care Center

5.25

10.25 5 10.25

5.25 5.25 10.25

5.25

Statesboro Tire & Brake Steak and Shake The Forum

The Sir Shop

Report Date:

1/24/2013 4:50:05 PM

Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates 671_1 Quarter Page $75.04

$8.96

$159.00 No

Display ROP P Scroggin

$112.00

$0.20

$176.00 No

Display ROP P Scroggin

$75.04

($3.70)

$63.84 No

Display ROP P Scroggin

26.25 G/A Apartment Promotions Features: Color: Full 4 CMYK $75.00 26.25 G/A apartment 672_1 Quarter Page promotions Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) 26.25 George-Anne General 620_1 Quarter Page Promotion ADs Discounts: Prepay/Schedule Discount ($7.50) 26.25 683_1 Quarter Page Features: Color: Full 4 CMYK $75.00 26.25 1/4 bl wh 602_1 Quarter Page Discounts: University/Non-Profit ($18.76) 26.25 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) 53.8125 Flu shot half page color 638_1 Half Page ad Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($37.69) 105.062 Weekly Buzz 595_1 Full Page 5 Discounts: Prepay/Schedule Discount ($30.15) University/Non-Profit ($75.38) 26.25 Plantors Row, Greenbriar 588_1 Quarter Page and Hawthorne ads rotated Discounts: Prepay/Schedule Discount ($7.50) 26.25 Franklyn toyota Quarter 650_1 Quarter Page page color Features: Color: Full 4 CMYK $75.00 26.25 Halloween Costume 651_1 Quarter Page Promotions AD Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) 26.25 George-Anne Color 527_1 Quarter Page Quarter page Features: Color: Full 4 CMYK $75.00 53.8125 Fall Coupon Promotion 597_1 Half Page Horizontal 26.25 1/4 George-Anne Runs 646_1 Quarter Page 105.062 Full Page color 653_1 Full Page 5 Features: Color: Full 4 CMYK $75.00 26.25 Brand Promotion Page 2 605_1 Quarter Page quarter & Puzzles Page AD Schedule Discounts: Prepay/Schedule Discount ($7.50)

Generated By:

Chloe

$75.04

$150.04 No

Display ROP Account

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$188.06 No

Display ROP HOUSE

$150.75

$301.50

($6.97)

$189.00 No

$75.04

($5.40)

$62.14 No

Display ROP Jaclyn

$75.04

$150.04 No

Display ROP Account

$112.00

$175.80 No

Display ROP P Scroggin

$75.04

$150.04 No

Display ROP Jaclyn

$150.75 $75.04 $301.50

($51.50)

$150.75 No $75.04 No $325.00 No

Display ROP P Scroggin Display ROP Jaclyn Display ROP Account

$75.04

$10.55

$78.09 No

Display ROP P Scroggin

Page 59 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Issue Summary: 10/25/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

633

$600.00

$225.64

$117.43

($60.42)

$137.05

$2,192.84

Generated By:

Chloe

Report Date:

1/24/2013 4:50:05 PM

Page 60 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

Height

5.25

10.25 10.25

2.6 5.25

5.25

Cambridge @ Southern

Couture Galore Boutique Dominos/Cowabunga

GSU Career Services

GSU Center for Tech Support GSU Health Services

Issue Date: 10/30/2012

10.25

Hendley Properties, Inc.

Party Impressions

The Forum

10.25

The Sir Shop

10.25

Units Description

OrderImg# 671_1

Rate Name

26.25 G/A Apartment Quarter Page Promotions Features: Color: Full 4 CMYK $75.00 26.65 1/8 ads 581_1 Eighth Page 53.8125 Domino's Location 582_1 Half Page Opening AD (back page Horizontal for full pages) Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($15.08) 26.25 1/4 bl wh 602_1 Quarter Page Discounts: University/Non-Profit ($18.76) 26.25 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) 26.25 Tech Expo 1/4 b/w 685_1 Quarter Page

5.25 53.8125 Flu shot half page color 638_1 Half Page ad Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($37.69) 5.25 26.25 Plantors Row, Greenbriar 588_1 Quarter Page and Hawthorne ads rotated Discounts: Prepay/Schedule Discount ($7.50) 5.25 26.25 Halloween Costume 651_1 Quarter Page Promotions AD Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) 10.25 105.062 Full Page color 653_1 Full Page 5 Features: Color: Full 4 CMYK $75.00 2.6 26.65 Brand Promotion Page 2 605_1 Eighth Page quarter & Puzzles Page AD Schedule Discounts: Prepay/Schedule Discount ($3.77)

Rate

Adjustment

$75.04

$8.96

$159.00 No

Display ROP P Scroggin

$37.69 $150.75

($7.42)

$37.69 No $203.25 No

Display ROP Jaclyn Display ROP P Scroggin

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$112.00

$112.00 No

Display ROP Account

$150.75

$188.06 No

Display ROP HOUSE

$75.04

($5.40)

$112.00

Price TFN

$62.14 No

Hold Section

Sales Rep

Display ROP Jaclyn

$175.80 No

Display ROP P Scroggin

Display ROP Account

$301.50

($51.50)

$325.00 No

$37.69

($1.86)

$32.06 No

Display ROP P Scroggin

Issue Summary: 10/30/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

423

$375.00

$112.76

$109.32

($69.78)

$126.82

$1,395.00

Generated By:

Chloe

Report Date:

1/24/2013 4:50:05 PM

Page 61 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 11/1/2012

Width

Height

Cambridge @ Southern

5.25

Caribe Court

5.25

Deals Furniture and Mattress Outlet

5.25

GATA's

5.25

GSU Career Services

5.25

GSU CRI

10.25

5.25

GSU Health Services

10.25

5.25

GSU Student Affairs & Enrollment Management

10.25

8.5 5 5

11 5.25 5.25

10.25 5 10.25

5.25 5.25 2.6

5.25

Advertiser

Re:fuel RJ Pope South Georgia Immediate Care Center Statesboro Tire & Brake Steak and Shake Textbook Brokers

The Sir Shop

Report Date:

1/24/2013 4:50:05 PM

Units Description

OrderImg# 671_1

Rate Name

26.25 G/A Apartment Quarter Page Promotions Features: Color: Full 4 CMYK $75.00 26.25 G/A apartment 672_1 Quarter Page promotions Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) 26.25 George-Anne General 620_1 Quarter Page Promotion ADs Discounts: Prepay/Schedule Discount ($7.50) 26.25 1/4 page B/W FOR 696_1 Quarter Page TUESDAY NOT THURSDAY! Features: Color: Full 4 CMYK $75.00 26.25 1/4 bl wh 602_1 Quarter Page Discounts: University/Non-Profit ($18.76) 26.25 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) 53.8125 Iron eagle and well I am 632_1 Half Page Half page horizontal Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($37.69) 53.8125 Flu shot half page color 638_1 Half Page ad Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($37.69) 105.062 Weekly Buzz 595_1 Full Page 5 Discounts: Prepay/Schedule Discount ($30.15) University/Non-Profit ($75.38) 93.5 inserts 687_1 2-4 Pages Inserts Page 26.25 G/A Daily Brand List ads 540_1 Quarter 26.25 George-Anne Color 527_1 Quarter Page Quarter page Features: Color: Full 4 CMYK $75.00 53.8125 Fall Coupon Promotion 597_1 Half Page Horizontal 26.25 1/4 George-Anne Runs 646_1 Quarter Page 26.65 Eigth page ad B/W "buy 547_1 Eighth Page rent sell" Discounts: Prepay/Schedule Discount ($3.77) 26.25 Brand Promotion Page 2 605_1 Quarter Page quarter & Puzzles Page AD Schedule Discounts: Prepay/Schedule Discount ($7.50)

Generated By:

Chloe

Rate

Adjustment

$75.04

$8.96

$159.00 No

Display ROP P Scroggin

$112.00

$0.20

$176.00 No

Display ROP P Scroggin

$75.04

($3.70)

$63.84 No

Display ROP P Scroggin

$112.00

Price TFN

Hold Section

Sales Rep

$187.00 No

Display ROP Jeremy

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$150.75

$188.06 No

Display ROP HOUSE

$150.75

$188.06 No

Display ROP HOUSE

$301.50

($6.97)

$189.00 No

Display ROP HOUSE

$45.00 $75.04 $75.04

($3,982.50)

$225.00 No $75.04 No $150.04 No

Inserts Account Display ROP P Scroggin Display ROP Jaclyn

$150.75 No $75.04 No $33.92 No

Display ROP P Scroggin Display ROP Jaclyn Display ROP Jeremy

$78.09 No

Display ROP P Scroggin

$150.75 $75.04 $37.69

$75.04

$10.55

Page 62 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 11/1/2012

Width

Height

The Sir Shop

5.25

Wing Maxx

5.25

Advertiser

Units Description

OrderImg# 643_1

Rate Name

26.25 Tent Event Game Day Quarter Page Promotions-INVOICE ONLY Features: Color: Full 4 CMYK $75.00 26.25 Game Day Mayday 599_1 Quarter Page Tailgate Specials AD (INVOICE ONLY) Features: Color: Full 4 CMYK $75.00

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$112.00

($75.00)

$112.00 No

Display ROP P Scroggin

$112.00

($75.00)

$112.00 No

Display ROP P Scroggin

Issue Summary: 11/1/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

702

$600.00

$248.40

$104.71

($4,136.02)

$125.71

$2,262.84

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 63 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 11/6/2012

Width

Height

Units

Averitt Center for the Arts

5.25

26.25

Cambridge @ Southern

5.25

26.25

10.25 5

2.6 10.25

26.65 51.25

GSU Alpha Omicron Pi

5.25

26.25

GSU Career Services

5.25

26.25

5.25

26.25

10.25

51.25

Advertiser

Couture Galore Boutique Flordia Costal School of Law

GSU French Professor

GSU Health Services

10.25

5.25 53.8125

GSU Student Activities

10.25

10.25 105.062 5

Hendley Properties, Inc.

The Forum

10.25

The Sir Shop

10.25

5.25

26.25

10.25 105.062 5 2.6

OrderDescription Rate Name Img# WWII Show AD 700_1 Quarter Page Discounts: University/Non-Profit ($28.00) G/A Apartment 671_1 Quarter Page Promotions Features: Color: Full 4 CMYK $75.00 1/8 ads 581_1 Eighth Page Flordia Costal College of 662_1 Half Page Law Half page Vertical Vertical Features: Color: Full 4 CMYK $75.00 Morgan Love For Home 701_1 Quarter Page coming Features: Color: Full 4 CMYK $75.00 1/4 bl wh 602_1 Quarter Page Discounts: University/Non-Profit ($18.76) 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) Ad for french week 1/2 705_1 Half Page page VERTICAL Vertical Discounts: Prepay/Schedule Discount ($22.50) University/Non-Profit ($56.25) Flu shot half page color 638_1 Half Page ad Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($37.69) Homecoming Ad special 704_1 Full Page placement for adjacent the 1/2 ad they are running Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($75.38) Plantors Row, Greenbriar 588_1 Quarter Page and Hawthorne ads rotated Discounts: Prepay/Schedule Discount ($7.50) Full Page color 653_1 Full Page

Features: Color: Full 4 CMYK $75.00 26.65 Brand Promotion Page 2 605_1 Eighth Page quarter & Puzzles Page AD Schedule Discounts: Prepay/Schedule Discount ($3.77)

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$112.00

$0.00

$84.00 No

Display ROP P Scroggin

$75.04

$8.96

$159.00 No

Display ROP P Scroggin

$37.69 $350.00

$37.69 No $425.00 No

Display ROP Jaclyn Display ROP Account

$112.00

$187.00 No

Display ROP Jaclyn

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$225.00

$146.25 No

Display ROP HOUSE

$150.75

$188.06 No

Display ROP HOUSE

$301.50

($113.62)

$187.50 No

$75.04

($5.40)

$62.14 No

$301.50

($51.50)

$325.00 No

$37.69

($1.86)

$32.06 No

Display ROP Jaclyn

Display ROP Account

Display ROP P Scroggin

Issue Summary: 11/6/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

577

$450.00

$268.61

$148.33

($175.98)

$148.75

$1,933.70

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 64 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 11/8/2012

Width

Height

Cambridge @ Southern

5.25

Caribe Court

5.25

10.25

GATA's

5.25

GSU Career Services

5.25

GSU Center for International Studies

10.25

5.25

GSU Student Affairs & Enrollment Management

10.25

Hendley Properties, Inc.

5.25

Hungry Howies

5.25

8.5 1 5

11 3.5 5.25

5 10.25

5.25 5.25

Advertiser

Deals Furniture and Mattress Outlet Dominos/Cowabunga

Re:fuel South Georgia Immediate Care Center Steak and Shake Steve Key/OfficeMax

Report Date:

1/24/2013 4:50:05 PM

Units Description

OrderImg# 671_1

Rate Name

26.25 G/A Apartment Quarter Page Promotions Features: Color: Full 4 CMYK $75.00 26.25 G/A apartment 672_1 Quarter Page promotions Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) 26.25 GDMD-Complementary 674_1 Quarter Page Promotion 26.25 George-Anne General 620_1 Quarter Page Promotion ADs Discounts: Prepay/Schedule Discount ($7.50) 105.062 Domino's Location 582_1 Full Page 5 Opening AD (back page for full pages) Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 26.25 1/4 page B/w 721_1 Quarter Page Homecoming Ad 26.25 1/4 bl wh 602_1 Quarter Page Discounts: University/Non-Profit ($18.76) 26.25 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) 53.8125 Calender 717_1 Half Page Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($56.25) 105.062 Weekly Buzz 595_1 Full Page 5 Discounts: Prepay/Schedule Discount ($30.15) University/Non-Profit ($75.38) 26.25 Plantors Row, Greenbriar 588_1 Quarter Page and Hawthorne ads rotated Discounts: Prepay/Schedule Discount ($7.50) 26.25 GAME DAY MAY DAY! 715_1 Quarter Page RETAIL ONLY 93.5 inserts 687_1 2-4 Pages Inserts 3.5 Inserts 722_1 2-4 Pages Inserts Page 26.25 George-Anne Color 527_1 Quarter Quarter page Features: Color: Full 4 CMYK $75.00 26.25 1/4 George-Anne Runs 646_1 Quarter Page 53.8125 Half Page B/W 716_1 Half Page Horizontal Generated By:

Chloe

Rate

Adjustment

$75.04

$8.96

$159.00 No

Display ROP P Scroggin

$112.00

$0.20

$176.00 No

Display ROP P Scroggin

$112.00

($112.00)

$0.00 No

Display ROP P Scroggin

$75.04

($3.70)

$63.84 No

Display ROP P Scroggin

$301.50

$10.15

$356.50 No

Display ROP P Scroggin

$112.00 No

Display ROP Jeremy

$112.00

Price TFN

Hold Section

Sales Rep

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$243.75 No

Display ROP HOUSE

$225.00

$301.50

($6.97)

$189.00 No

$75.04

($5.40)

$62.14 No

Display ROP Jaclyn

$112.00 No

Display ROP Jeremy

$225.00 No $157.50 No $150.04 No

Inserts Account Inserts HOUSE Display ROP Jaclyn

$75.04 No $202.50 No

Display ROP Jaclyn Display ROP Tucker

$112.00 $45.00 $45.00 $75.04

$75.04 $225.00

($3,982.50)

Page 65 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 11/8/2012

Advertiser

Width

Height

The Forum

10.25

5.25

The Sir Shop

OrderUnits Description Rate Name Img# Discounts: Prepay/Schedule Discount ($22.50) 105.062 Full Page color 653_1 Full Page 5 Features: Color: Full 4 CMYK $75.00 26.25 Brand Promotion Page 2 605_1 Quarter Page quarter & Puzzles Page AD Schedule Discounts: Prepay/Schedule Discount ($7.50) 26.25 Tent Event Game Day 643_1 Quarter Page Promotions-INVOICE ONLY Features: Color: Full 4 CMYK $75.00

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$301.50

($51.50)

$325.00 No

$75.04

$10.55

$78.09 No

Display ROP P Scroggin

$112.00

($75.00)

$112.00 No

Display ROP P Scroggin

Display ROP Account

Issue Summary: 11/8/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

861

$525.00

$285.65

$130.24

($4,219.77)

$144.97

$2,899.40

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 66 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 11/13/2012

Width

Height

Units

A Smokin' PLace

10.25

51.25

Aspen Heights Cambridge @ Southern

1 5

3.5 5.25

3.5 26.25

GSU Career Services

5.25

26.25

5.25

26.25

Advertiser

GSU Center for International Studies

10.25

Hendley Properties, Inc.

The Forum

5.25 53.8125

10.25

5.25

26.25

10.25 105.062 5

OrderDescription Rate Name Img# 1/2 page color Vertical Ad 725_1 Half Page Features: Color: Full 4 CMYK $75.00 Vertical Inserts for Aspen Heights 723_1 2-4 Pages Inserts Page G/A Apartment 671_1 Quarter Promotions Features: Color: Full 4 CMYK $75.00 1/4 bl wh 602_1 Quarter Page Discounts: University/Non-Profit ($18.76) 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) Calender 717_1 Half Page Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($56.25) Plantors Row, Greenbriar 588_1 Quarter Page and Hawthorne ads rotated Discounts: Prepay/Schedule Discount ($7.50) Full Page color 653_1 Full Page

Rate

Adjustment

$225.00

Price TFN

Hold Section

Sales Rep

$300.00 No

Display ROP Jeremy Inserts P Scroggin Display ROP P Scroggin

$45.00 $75.04

$67.50 $8.96

$225.00 No $159.00 No

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$243.75 No

Display ROP HOUSE

$225.00

$75.04

($5.40)

$62.14 No

$301.50

($51.50)

$325.00 No

Display ROP Jaclyn

Display ROP Account

Features: Color: Full 4 CMYK $75.00

Issue Summary: 11/13/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

319

$300.00

$101.27

$137.08

$7.00

$176.86

$1,414.89

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 67 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 11/15/2012

Width

Height

Aspen Heights Cambridge @ Southern

1 5

3.5 5.25

Caribe Court

5.25

Deals Furniture and Mattress Outlet

5.25

Franklin Toyota

5.25

GSU Career Services

5.25

GSU Center for International Studies

10.25

5.25

GSU Student Affairs & Enrollment Management

10.25

Hendley Properties, Inc.

5.25

Kaitlin Jenkins

10.25

2.6

Steak and Shake The Forum

5 10.25

5.25 10.25

Advertiser

Units Description

OrderImg# 695_1 671_1

Rate Name

3.5 Tri-fold Inserts 2-4 Pages Inserts Page 26.25 G/A Apartment Quarter Promotions Features: Color: Full 4 CMYK $75.00 26.25 G/A apartment 672_1 Quarter Page promotions Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) 26.25 George-Anne General 620_1 Quarter Page Promotion ADs Discounts: Prepay/Schedule Discount ($7.50) 26.25 712_1 Quarter Page Features: Color: Full 4 CMYK $75.00 26.25 1/4 bl wh 602_1 Quarter Page Discounts: University/Non-Profit ($18.76) 26.25 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) 53.8125 Calender 717_1 Half Page Horizontal Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($56.25) 105.062 Weekly Buzz 595_1 Full Page 5 Discounts: Prepay/Schedule Discount ($30.15) University/Non-Profit ($75.38) 26.25 Plantors Row, Greenbriar 588_1 Quarter Page and Hawthorne ads rotated Discounts: Prepay/Schedule Discount ($7.50) 26.65 1/8 page ad. 727_1 Eighth Page Discounts: Prepay/Schedule Discount ($5.63) 26.25 1/4 George-Anne Runs 646_1 Quarter Page 105.062 Full Page color 653_1 Full Page 5 Features: Color: Full 4 CMYK $75.00

Rate

Adjustment

$45.00 $75.04

$67.50 $8.96

$225.00 No $159.00 No

Inserts P Scroggin Display ROP P Scroggin

$112.00

$0.20

$176.00 No

Display ROP P Scroggin

$75.04

($3.70)

$63.84 No

Display ROP P Scroggin

$112.00

Price TFN

Hold Section

Sales Rep

$187.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$243.75 No

Display ROP HOUSE

$225.00

$301.50

($6.97)

$189.00 No

$75.04

($5.40)

$62.14 No

Display ROP Jaclyn

$50.62 No

Display ROP Jeremy

$75.04 No $325.00 No

Display ROP Jaclyn Display ROP Account

$56.25 $75.04 $301.50

($51.50)

Issue Summary: 11/15/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

504

$375.00

$231.13

$123.35

($3.47)

$142.80

$1,856.39

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 68 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 11/27/2012

Width

Height

Aspen Heights

3.5

Cambridge @ Southern

5.25

Dominos/Cowabunga

10.25

5.25

GSU Career Services

5.25

The Forum

10.25

The Sir Shop

10.25

2.6

Advertiser

Hendley Properties, Inc.

Units Description

OrderImg# 728_1

Rate Name

3.5 Late November Inserts 2-4 Pages Order Inserts 26.25 G/A Apartment 671_1 Quarter Page Promotions Features: Color: Full 4 CMYK $75.00 53.8125 Domino's Location 582_1 Half Page Opening AD (back page Horizontal for full pages) Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($15.08) 26.25 1/4 bl wh 602_1 Quarter Page Discounts: University/Non-Profit ($18.76) 26.25 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) 26.25 Plantors Row, Greenbriar 588_1 Quarter Page and Hawthorne ads rotated Discounts: Prepay/Schedule Discount ($7.50) 105.062 Full Page color 653_1 Full Page 5 Features: Color: Full 4 CMYK $75.00 26.65 Brand Promotion Page 2 605_1 Eighth Page quarter & Puzzles Page AD Schedule Discounts: Prepay/Schedule Discount ($3.77)

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

$45.00

$67.50

$225.00 No

Inserts

$75.04

$8.96

$159.00 No

Display ROP P Scroggin

$150.75

($7.42)

$203.25 No

Display ROP P Scroggin

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($5.40)

$62.14 No

Display ROP Jaclyn

$301.50

($51.50)

$325.00 No

$37.69

($1.86)

$32.06 No

P Scroggin

Display ROP Account

Display ROP P Scroggin

Issue Summary: 11/27/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

294

$225.00

$63.87

$104.39

($2.28)

$138.31

$1,106.45

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 69 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne

Issue Date: 11/29/2012

Width

Height

Cambridge @ Southern

5.25

Caribe Court

5.25

Deals Furniture and Mattress Outlet

5.25

Franklin Toyota

5.25

GATA's GSU Career Services

5 5

5.25 5.25

5.25

GSU Student Affairs & Enrollment Management

10.25

Hendley Properties, Inc.

5.25

8.5 10.25

11 10.25

5.25

Advertiser

Re:fuel The Forum

The Sir Shop

Units Description

OrderImg# 671_1

Rate Name

26.25 G/A Apartment Quarter Page Promotions Features: Color: Full 4 CMYK $75.00 26.25 G/A apartment 672_1 Quarter Page promotions Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) 26.25 George-Anne General 620_1 Quarter Page Promotion ADs Discounts: Prepay/Schedule Discount ($7.50) 26.25 712_1 Quarter Page Features: Color: Full 4 CMYK $75.00 26.25 1/4 b/w 730_1 Quarter Page 26.25 1/4 bl wh 602_1 Quarter Page Discounts: University/Non-Profit ($18.76) 26.25 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) 105.062 Weekly Buzz 595_1 Full Page 5 Discounts: Prepay/Schedule Discount ($30.15) University/Non-Profit ($75.38) 26.25 Plantors Row, Greenbriar 588_1 Quarter Page and Hawthorne ads rotated Discounts: Prepay/Schedule Discount ($7.50) 93.5 Inserts frontier 738_1 2-4 Pages Inserts 105.062 Full Page color 653_1 Full Page 5 Features: Color: Full 4 CMYK $75.00 26.25 Brand Promotion Page 2 605_1 Quarter Page quarter & Puzzles Page AD Schedule Discounts: Prepay/Schedule Discount ($7.50)

Rate

Adjustment

$75.04

$8.96

$159.00 No

Display ROP P Scroggin

$112.00

$0.20

$176.00 No

Display ROP P Scroggin

$75.04

($3.70)

$63.84 No

Display ROP P Scroggin

$112.00

Price TFN

Hold Section

Sales Rep

$187.00 No

Display ROP HOUSE

$112.00 $75.04

($6.28)

$112.00 No $50.00 No

Display ROP Jeremy Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$301.50

($6.97)

$189.00 No

Display ROP HOUSE

$75.04

($5.40)

$62.14 No

$45.00 $301.50

($3,982.50) ($51.50)

$225.00 No $325.00 No

$75.04

$10.55

$78.09 No

Display ROP Jaclyn

Inserts HOUSE Display ROP Account

Display ROP P Scroggin

Issue Summary: 11/29/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

540

$300.00

$176.75

$119.52

($4,042.92)

$139.76

$1,677.07

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 70 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Width

Aspen Heights

10.25

Cambridge @ Southern

Chandler's Corner, LLC

Dominos/Cowabunga

10.25

GSU Career Services

5 5

Issue Date: 12/4/2012 Height

Units Description

OrderImg# 542_1

Rate Name

10.25 105.062 Anti-Apartment color ad Full Page 5 Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 5.25 26.25 G/A Apartment 671_1 Quarter Page Promotions Features: Color: Full 4 CMYK $75.00 5.25 26.25 Quarter Page ad with 731_1 Quarter Page coupon Discounts: Prepay/Schedule Discount ($11.20) 5.25 53.8125 Domino's Location 582_1 Half Page Opening AD (back page Horizontal for full pages) Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($15.08) 5.25 26.25 1/4 bl wh 602_1 Quarter Page Discounts: University/Non-Profit ($18.76) 5.25 26.25 1/4 bl wh 603_1 Quarter Page Discounts: University/Non-Profit ($18.76) 5.25 26.25 Fast Pitch Ad 739_1 Quarter Page

GSU Center for Entrepreneurial Learn/Lead

Hendley Properties, Inc.

5.25

Monarch 301

10.25

Oaseas Resorts

10.25

Textbook Brokers

10.25

2.6

The Forum

10.25

Discounts: University/Non-Profit ($28.00) 26.25 Plantors Row, Greenbriar 588_1 Quarter Page and Hawthorne ads rotated Discounts: Prepay/Schedule Discount ($7.50) 105.062 Full Page, Color, Special 741_1 Full Page 5 Placement on Back Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) 105.062 Full Page 733_1 Full Page 5 Features: Color: Full 4 CMYK $75.00 26.65 1/8 page 749_1 Eighth Page Discounts: Prepay/Schedule Discount ($3.77) 105.062 Full Page color 653_1 Full Page 5 Features: Color: Full 4 CMYK $75.00

Rate

Adjustment

$301.50

$21.15

$367.50 No

Display ROP P Scroggin

$75.04

$8.96

$159.00 No

Display ROP P Scroggin

$100.80 No

Display ROP Jasmine

Display ROP P Scroggin

$112.00

Price TFN

Hold Section

Sales Rep

$150.75

($7.42)

$203.25 No

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$75.04

($6.28)

$50.00 No

Display ROP HOUSE

$84.00 No

Classified Display

Display ROP Jaclyn

$112.00

Jaclyn

$75.04

($5.40)

$62.14 No

$301.50

$25.00

$371.35 No

Display ROP Jasmine

$450.00

$525.00 No

Display ROP HOUSE

$37.69

$33.92 No

Display ROP Jeremy

$325.00 No

Display ROP Account

$301.50

($51.50)

Issue Summary: 12/4/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

658

$450.00

$163.37

$172.26

($21.77)

$194.33

$2,331.96

Generated By:

Chloe

Report Date:

1/24/2013 4:50:05 PM

Page 71 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 72 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The George-Anne Advertiser

Report Date:

Width

Issue Date: 12/6/2012 Height

1/24/2013 4:50:05 PM

Units Description

OrderImg#

Generated By:

Rate Name

Chloe

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Page 73 of 84

3.3.4 Retail Manifest By Publication and Advertiser Boy Scouts

5.25

26.25

Cambridge @ Southern

5.25

26.25

Caribe Court

5.25

26.25

Circle K international

5.25

26.25

Deals Furniture and Mattress Outlet

5.25

26.25

GSU Career Services

5.25

26.25

5.25

26.25

5.25

26.25

GSU Student Activities GSU Student Affairs & Enrollment Management

Hendley Properties, Inc.

Monarch 301

10.25

Re:fuel South Georgia Immediate Care Center

10.25 105.062 5

5.25

26.25

10.25 105.062 5

8.5 5

11 5.25

93.5 26.25

Textbook Brokers

10.25

2.6

26.65

The Forum

10.25

Willow Bend

10.25

Report Date:

10.25 105.062 5

1/24/2013 4:50:05 PM

Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates 1/4 boy scouts 753_1 Quarter Page $112.00 Discounts: University/Non-Profit ($28.00) G/A Apartment 671_1 Quarter Page $75.04 Promotions Features: Color: Full 4 CMYK $75.00 G/A apartment 672_1 Quarter Page $112.00 promotions Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($11.20) Dog add 751_1 Quarter Page $112.00 Features: Color: Full 4 CMYK $75.00 Discounts: University/Non-Profit ($28.00) George-Anne General 620_1 Quarter Page $75.04 Promotion ADs Discounts: Prepay/Schedule Discount ($7.50) 1/4 bl wh 602_1 Quarter Page $75.04 Discounts: University/Non-Profit ($18.76) 1/4 bl wh 603_1 Quarter Page $75.04 Discounts: University/Non-Profit ($18.76) Student Activies 748_1 Quarter Page $75.04 Discounts: University/Non-Profit ($18.76) Weekly Buzz 595_1 Full Page $301.50 Discounts: Prepay/Schedule Discount ($30.15) University/Non-Profit ($75.38) Plantors Row, Greenbriar 588_1 Quarter Page and Hawthorne ads rotated Discounts: Prepay/Schedule Discount ($7.50) Full Page, Color, Special 741_1 Full Page Placement on Back Page Features: Color: Full 4 CMYK $75.00 Discounts: Prepay/Schedule Discount ($30.15) Frontier inserts 742_1 2-4 Pages Inserts George-Anne Color 527_1 Quarter Page Quarter page Features: Color: Full 4 CMYK $75.00 Eigth page ad B/W "buy 547_1 Eighth Page rent sell" Discounts: Prepay/Schedule Discount ($3.77) Full Page color 653_1 Full Page

Features: Color: Full 4 CMYK $75.00 5.25 53.8125 1/2 page color ads 750_1 Half Page Features: Color: Full 4 CMYK $75.00 Horizontal Discounts: Prepay/Schedule Discount ($15.08) University/Non-Profit ($37.69) Generated By:

Chloe

$84.00 No

Display ROP Jeremy

$8.96

$159.00 No

Display ROP P Scroggin

$0.20

$176.00 No

Display ROP P Scroggin

$159.00 No

Display ROP HOUSE

($3.70)

$63.84 No

Display ROP P Scroggin

($6.28)

$50.00 No

Display ROP HOUSE

($6.28)

$50.00 No

Display ROP HOUSE

$56.28 No

Display ROP HOUSE

($6.97)

$189.00 No

Display ROP HOUSE

$75.04

($5.40)

$62.14 No

$301.50

$25.00

$371.35 No

Display ROP Jasmine

$45.00 $75.04

($3,982.50)

$225.00 No $150.04 No

Inserts HOUSE Display ROP Jaclyn

$33.92 No

Display ROP Jeremy

$325.00 No

Display ROP Account

$172.98 No

Display ROP Jeremy

$37.69

$301.50

$150.75

($51.50)

Display ROP Jaclyn

Page 74 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Issue Summary: 12/6/2012 Units

Features

Discounts

Average Rate

Adjustment

Average Price

Price

Holds

Ad Count

752

$525.00

$330.70

$124.95

($4,028.47)

$145.47

$2,327.55

Report Date:

1/24/2013 4:50:05 PM

Generated By:

Chloe

Page 75 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The Neighborhood Advertiser

Width

Cambridge @ Southern

10.25

Caribe Court Copper Beach Towne Houses Frontier Communications

10.25

The Exchange @ Statesboro The Grove The Islands

10.25

University Pines

10.25

Issue Date: 11/1/2012 OrderHeight Units Description Img# 5.25 53.8125 Neighborhood Apartment 670_1 Promo AD 5.25 53.8125 Apartment Promotion AD 675_1 658_1 10.25 105.062 Neighborhood 5 Communications Promo AD

10.25 105.062 The Islands FULL PAGE 5 AD FOR NEIGHBORHOOD 5.25 53.8125

Rate Name

Rate

Adjustment

Price TFN

$400.00

$400.00 No

$400.00 $1,000.00

$400.00 No $1,000.00 No

669_1

Half Page Horizontal Half Page Horizontal Inside Front Cover Full Page

$800.00

$800.00 No

676_1

Back Cover

$1,000.00

$1,000.00 No

659_1 663_1

Page Three Full Page

$1,000.00 $800.00

$1,000.00 No $800.00 No

660_1

Half Page Horizontal

$400.00

$400.00 No

Hold Section

Sales Rep

Regular Neighborhoo Regular Neighborhoo Regular Neighborhoo Regular Neighborhoo d Regular Neighborhoo Regular Neighborhoo Display ROP

P Scroggin P Scroggin Account P Scroggin Account HOUSE Jeremy

Regular Account Neighborhoo

Issue Summary: 11/1/2012 Units

Features

Discounts

Average Rate

372

$0.00

$725.00

Report Date:

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$725.00

$5,800.00

Generated By:

Chloe

Page 76 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: The Reflector Width

Advertiser

Issue Date: 10/1/2012 Height

Kennesaw State Univ Press

OrderUnits Description Img# Inside Front Cover for Fall 448_1 Reflector Date Yet To Be Determined

Rate Name

Rate

Inside Front Cover

$600.00

Adjustment

Price TFN $600.00 No

Hold Section Premium

Sales Rep HOUSE

Issue Summary: 10/1/2012 Units

Report Date:

Features

Discounts

Average Rate

$0.00

$600.00

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$600.00

Generated By:

Chloe

Page 77 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Website - Online Product Advertiser

Width

Height

Caribe Court

Issue Date: 10/22/2012 Units Description ONLINE BOX AD PROMOTION

OrderImg# 673_1

Rate Name Online Box Ad

Rate

Adjustment

$50.00

Price TFN $50.00 No

Hold Section Online

Sales Rep P Scroggin

Issue Summary: 10/22/2012 Units

Report Date:

Features

Discounts

Average Rate

$0.00

$50.00

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$50.00

Generated By:

Chloe

Page 78 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Website - Online Product Advertiser

Width

Height

Caribe Court

Issue Date: 10/29/2012 Units Description ONLINE BOX AD PROMOTION

OrderImg# 673_1

Rate Name Online Box Ad

Rate

Adjustment

$50.00

Price TFN $50.00 No

Hold Section Online

Sales Rep P Scroggin

Issue Summary: 10/29/2012 Units

Report Date:

Features

Discounts

Average Rate

$0.00

$50.00

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$50.00

Generated By:

Chloe

Page 79 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Website - Online Product Advertiser

Width

Height

Caribe Court

Issue Date: 11/5/2012 Units Description ONLINE BOX AD PROMOTION

OrderImg# 673_1

Rate Name Online Box Ad

Rate

Adjustment

$50.00

Price TFN $50.00 No

Hold Section Online

Sales Rep P Scroggin

Issue Summary: 11/5/2012 Units

Report Date:

Features

Discounts

Average Rate

$0.00

$50.00

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$50.00

Generated By:

Chloe

Page 80 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Website - Online Product Width

Advertiser

Height

Caribe Court

Issue Date: 11/12/2012 Units Description ONLINE BOX AD PROMOTION Online calender

GSU Center for International Studies

OrderImg# 673_1

Rate Name

718_1

Rate

Adjustment

Price TFN

Hold Section

Sales Rep

Online Box Ad

$50.00

$50.00 No

Online

P Scroggin

Online Box Ad

$50.00

$37.50 No

Online

HOUSE

Discounts: University/Non-Profit ($12.50)

Issue Summary: 11/12/2012 Units

Report Date:

Features

Discounts

Average Rate

$0.00

$12.50

$50.00

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$43.75

$87.50

Generated By:

Chloe

Page 81 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Website - Online Product Advertiser

Width

Height

Caribe Court

Issue Date: 11/26/2012 Units Description ONLINE BOX AD PROMOTION

OrderImg# 673_1

Rate Name Online Box Ad

Rate

Adjustment

$50.00

Price TFN $50.00 No

Hold Section Online

Sales Rep P Scroggin

Issue Summary: 11/26/2012 Units

Report Date:

Features

Discounts

Average Rate

$0.00

$50.00

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$50.00

Generated By:

Chloe

Page 82 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication: Website - Online Product Advertiser

Width

Height

Caribe Court

Issue Date: 12/3/2012 Units Description ONLINE BOX AD PROMOTION

OrderImg# 673_1

Rate Name Online Box Ad

Rate

Adjustment

$50.00

Price TFN $50.00 No

Hold Section Online

Sales Rep P Scroggin

Issue Summary: 12/3/2012 Units

Report Date:

Features

Discounts

Average Rate

$0.00

$50.00

1/24/2013 4:50:05 PM

Adjustment

Average Price

Price

Holds

Ad Count

$50.00

Generated By:

Chloe

Page 83 of 84

3.3.4 Retail Manifest By Publication and Advertiser Run Date: Jul 01, 2012 - Dec 31, 2012 Date Last Modified: All Dates

Publication Summary Publication Boro Beat Game Day May Day

Units

Features

Discounts

Average Rate

662

$0.00

$30.00

Adjustment

Average Price

Price

Holds

Ad Count

$30.00

$1,470.00

213

$0.00

$271.88

($292.50)

$235.31

$1,882.50

The George-Anne

17,621

$13,050.00

$7,195.92

$129.41

($17,863.41)

$143.63

$58,458.96

407

The Neighborhood

372

$0.00

$725.00

$5,800.00

The Reflector

$0.00

$600.00

Website - Online Product

$0.00

$12.50

$50.00

$48.21

$337.50

$13,050.00

$7,208.42

$131.39

$142.81

$68,548.96

480

Totals:

Report Date:

18,867.8232

1/24/2013 4:50:05 PM

Generated By:

Chloe

($18,155.91)

Page 84 of 84

MIN NES OTA DA ILY

ADVERTISING MANAGER OF THE YEAR Bailey Alto

Shelby Hegy Sales Productivity Director The Minnesota Daily 2221 University Ave SE, Suite 450 Minneapolis, Minnesota 55455 January 10th, 2013

CNBAM Awards Review Committee and Judges, It is with great pride that I nominate Ms. Bailey Alto for the award of Best Advertising Manager of the Year. Bailey’s work ethic, commitment to The Minnesota Daily and ability to connect with advertisers and other members of the staff make her incredibly worthy of such an award. Bailey’s work ethic is unparalleled and is evident in every task that she completes. These tasks are completed on time and consistently exceed our expectations with respect to quality, innovation, and creativity. When not working on her own projects, Bailey is always willing to offer suggestions and bring a fresh perspective to other’s tasks. The Minnesota Daily is consistently looking for talent that shows a commitment to The Minnesota Daily as high turnover plagues our organization. Bailey’s commitment is clear as she is always looking for new ways to improve our sales department and her enthusiasm and passion for our organization inspires not only her staff but also the staff of other departments. This commitment has reduced our employee turnover during the fall semester, as only one Marketing Consultant sought voluntary termination. Finally, the most impressive skill that Bailey possesses is her ability to connect with others. Prior to being an Advertising Manager, Bailey was a very successful Marketing Consultant. Bailey was the 2012 Sales Employee of the Year, which shows her ability to relate to clients and gain their trust via her ability to connect and understand their needs. Bailey also connects with our sales staff on a daily basis both on a personal and professional level. By getting to know her staff, she is better able to motivate them and keep overall office morale high which was crucial to the success of our fall semester. In terms of revenue, September is by far our biggest month and it also provides momentum which carries into the rest of the semester. After falling 18% short of our September goal, many of our Marketing Consultants were discouraged and left feeling unmotivated. Bailey’s actions and ability to connect with others are what saved the rest of our fall semester. Bailey was able to relate to the shortcomings of the Marketing Consultants and keep morale high even in the challenging times. Bailey’s leadership, determination, reliability, and attention to detail have earned her the right to be considered amongst the best Advertising Managers in the country. If you have any questions or concerns regarding Bailey’s nomination, please do not hesitate to contact me.

Sincerely, Shelby Hegy Sales Productivity Director The Minnesota Daily

Dear CNBAM judges, I thank you for reviewing my management philosophy and accomplishments during my tenure at The Minnesota Daily, and for considering me for the honor of being named the Best Advertising Manager. When I began my role as the Retail Sales Manager in May 2012, I was unaware of the difficulties and challenges I would face while in this position. However, from these struggles came opportunities for growth, both for the organization and for myself as a person and a leader. This position is much more to me than a title or a section of my resume â&#x20AC;&#x201C; it means that I have the opportunity to guide my staff and share my passion for The Minnesota Daily. Since becoming a member of the organization in May 2011, I have strived to be innovative, curious, and dedicated, while also serving as a role model to other account executives. One of the largest challenges we faced as a sales staff was our relative inexperience. I oversee eight Retail Account Executives and one National Account Executive. When I began my new role, eight of these nine positions had been vacated by graduating reps, leaving myself and our management team to fill these positions. This lack of experience was initially very evident, as we struggled to meet our sales goals for the months of May and June, finishing at 54 and 55 percent of goal, respectively. This was an incredible wake-up call for myself and our sales team, but provided me with the chance to discover areas of improvement and made me even more motivated to achieve success. As our knowledge and skill continued to grow, so did our revenues. In July and August, we proceeded to finish at 94 and 107 percent of goal, respectively. In all honesty, financially we experienced both great highs and great lows throughout my time as a manager, with our lowest moment coming in September 2012, when we finished at only 82% of goal after achieving 110% of goal for that month the previous year. However, as clichĂŠ as it may sound, this was a turning point during the year. In the next three months, we finished at 96, 129 and 99 percent of goal while also achieving milestones for our special issues and creating new initiatives for motivating and training our account executives. One of the most unique aspects of The Minnesota Daily is that it is entirely student-run. We have no adviser to guide us, and are held fully responsible for both our successes and our failures. I am truly proud of all that we are able to accomplish at the Daily, and my achievements as a manager would not have been possible without my coworkers. While we are held accountable as a team, I feel that my role as a manager is to take full responsibility for our failures while recognizing my staff for our successes. I wholly understand the value of motivation and recognition, and it was incredibly important to me that the account executives understand how valuable they are to the sales team. Like anyone who is truly passionate about their organization, my main goal as the Retail Sales Manager was to leave The Minnesota Daily in better shape that I inherited it. We are often asked to consider what qualities make one a good leader, and my greatest strengths are very rarely found on anyoneâ&#x20AC;&#x2122;s list. However, I think my slightly unconventional approach to leadership and management is one of the things that has made me most successful. I prefer to lead quietly by setting a positive example for my coworkers and treating everyone with the upmost respect, anticipating that I will be given the same in return. I am often in the office before it opens and after it closes, and can be found running from desk to desk answering questions, coaching sales reps, and exchanging stories. There is truly nothing that I would not do for my sales staff, and as that became clear, my coworkers extended me the same courtesy. As the semester went on, my staff became increasingly responsive, which is evident through our numerous successes. It is difficult to explain how being a leader of the Minnesota Daily team has impacted me, but the following is a summary of how I have developed as a manager and also how I have assisted in the growth of the account executives.

Accountability In the past, the Sales Department has always been relaxed about hours spent in the office and the number of phone calls made on a daily basis. Initially, we continued this trend, and quickly realized that we were not getting the most out of our Account Executives. In order to try and change behaviors and attitudes, we implemented a tracking system. It became required for sales reps to sign in and out every time they came to the office, with warnings being issued if they did not meet fifteen hours or if they were in the office less than four days a week. Additionally, we developed a tracking system for calls and meetings, requiring all representatives to make twelve calls a week and go on four meetings a month. While these numbers are small, we did not want to overwhelm anyone with changes and decided to encourage slow but steady progress. We have seen these changes lead to increased time spent at the Daily, as well as more sales and client meetings as a result of the cold calls. Motivation One of the major decisions made this year was changing how we motivate our Account Executives. In previous years, individual winners of sales contests were rewarded for their work, but there was no motivation for our staff to succeed as a team. This year, we largely eliminated the monetary rewards for individuals and instead developed incentives for meeting team goals which would reward everyone for their efforts. These systems typically involved tiers with a low, highly attainable goal at the bottom to get everyone started, and a very challenging goal with a great reward to motivate our team until the very end, with other tiers in between. This proved to be incredibly successful, causing us to reach more than 200% of goal for both our Homecoming Issue and our Fall Finals Issue. In order to further motivate my Account Executives, I began doing bi-weekly one-on-ones. These meetings are only 15-20 minutes, but sitting down with each person individually allowed me to better understand my staff and how they are motivated, and also gave me the opportunity to help them develop goals and plans for how to achieve them. Additionally, I was able to stay updated on everyoneâ&#x20AC;&#x2122;s progress, answer questions, and deal with minor problems before they became unmanageable. Recognition As previously stated, I understand just how important it is to receive positive recognition as an Account Executive. With our decreased monetary awards, it was even more crucial to let each rep know how valued their individual contributions were. Each week at our sales meeting, I give shout-outs to the reps in order to recognize their accomplishments. I have also developed a Sales Rep of the Week award, as well as a large, centrally-located monthly leader board which makes it easy to track progress to goal and see who is performing well. Finally, once a month, I sit down and write an individualized letter to each of my Account Executives to let them know what they are doing well, what they have improved on, and how these contributions are valued by myself and the organization. I believe that this recognition has created a more positive environment and inspired everyone to strive to do their best work. My role as the Retail Sales Manager at the Minnesota Daily has shaped my college experience and helped me to develop into the person I am. During my time at the Daily, I have learned how to be a leader, and have worked incredibly hard to be respected by my sales staff. I will continue to try and be the best manager I can be, and I am incredibly grateful for all the opportunities that this position has provided me. I am honored to be considered for the award of Best Advertising Manager, and I thank you for this opportunity. Sincerely,

Bailey Alto Retail Sales Manager The Minnesota Daily

APPENDIX I. Resume II.

Retail Sales Manager Job Description

III.

Sales Records

IV.

Special Issue Numbers and Incentives

Team Motivation

VI.

On-going Training

VII. One-on-Ones VIII.

Account Executive Management

IX.

Marketing Events

JOB DESCRIPTION Retail Sales Manager

Primary responsibility is to manage account executives through on-going training, weekly meetings and other means. Goal is to increase advertising revenue for the Minnesota Daily.

Responsibilities: •

Works with Sales Productivity Director and Classified Sales Manager to hire, train, supervise and motivate Account Executives

•

Assist with large scale advertisers and national clients

•

Oversee day-to-day operations of the Retail Group

•

Answer questions from Marketing Consultants

•

Ensure excellent customer service and ongoing satisfaction

•

Achieve revenue goals and projects

•

Analyze performance versus goals to reach the highest revenue for the Daily

Basic Functions: •

Assist and motivate Account Executives

•

Update monthly goals

•

Conduct sales department meetings

•

Conduct one-on-one meetings with Account Executives

•

Attend client meetings with sales staff

•

Interview, hire and train employees as needed

•

Assist Account Executives in developing sales presentations

•

Work with Marketing Communications Department on promotion of special issues and sales support ideas

•

Continue to develop sales skills and training for the department

•

Conduct employee performance appraisals and upward flows

•

Develop incentives and contests in order to further motivate Account Executives

•

Hold phone jams and contests

•

Check bonuses and approve timecards

•

All other duties as assigned

Hours: 20 hours per week. Must work Monday through Friday and attend all meetings.

SALES RESULTS 2012 Sales: Monthly Goals vs Actuals

M ON TH

S AL E S

AC T U AL

May

$55,000.00

$51,740.60

June

$19,800.00

$10,872.66

July

$12,700.00

$11,887.73

August

$23,200.00

$24,790.82

September

$137,211.00

$112,765.32

October

$86,760.00

$83,277.41

November

$49,900.00

$64,561.73

December

$37,400.00

$37,149.39

TOTAL

$422,071.00

$397,045.66

As you can see, our biggest struggle came during the month of September. While all months contribute to the year and are incredibly important for meeting our semester goals, if September was not included in these numbers, my team would have finished at 99.7% of our goal during my tenure as the Retail Sales Manager. Even with the inclusion of September, we finished at 94% overall. Now that we have managed to hit our stride, I anticipate great numbers for the spring semester as well. My team contributed greatly to the overall success of the Minnesota Daily. In 2012, our Retail Sales department contributed 36.1% of all revenue, up from 33.5% the previous year. This amounts to $10,000+ additional dollars over the course of eight months.

Percentage of Overall Monthly Revenue: Retail Sales

M ON TH

P ERCE N TAG E O F R E V E N U E , 20 11

PE R C E N TAG E O F R E V E N U E , 2 0 1 2

May

28.4

33.3

June

24.0

41.1

July

31.1

18.4

August

14.0

42.9

September

46.7

32.9

October

41.2

36.9

November

34.9

37.8

December

48.0

45.6

Average

33.5

36.1

SPECIAL ISSUE SALES AND INCENTIVES Special Issue Sales, 2011 vs. 2012

I SS UE

20 11 S AL E S

20 12 S AL E S

Survival Guide

$27,667.82

$34,802.92

Back to School

$37,385.39

$29,176.15

Fall Sports Preview

$16,441.84

$11,135.50

Bar and Beer Guide

$3,930.53

$5,360.09

Homecoming

$10,865.76

$19,948.97

Game Issue

$5,883.46

$3,280.40

Fall Finals

$9,963.06

$19,650.45

TOTAL

$112,137.86

$123,354.48

One of the huge reasons for our success was our Special Issue sales. While we struggled with those issues that came out in the month of September, we far surpassed goals for the Survival Guide, Homecoming Issue, and Fall Finals Issue.

Fall Finals Incentive Our Fall Finals incentive was by far our most successful Special Issue of the semester. We attribute this to our incentive, which provided our Account Executives with motivation to keep selling long after they had reached the $9,500 goal. We found out early in the semester that the staff was motivated by clothes, Taco Bell, and competition â&#x20AC;&#x201C; so all of these elements in incorporated to create the incentive. Ultimately, we surpassed even our highest expectations, and threw a party as our final reward.

PE R C E N TAG E O F R E V E N U E , 2 0 1 2

Homecoming Incentive The Homecoming Issue was the first time that a team incentive was the main focus, as opposed to an individual incentive. We decided to motivate the staff with the promise of a week-long feast, which would also encourage office attendance.

MOTIVATION AND RECOGNITION

Sales Rep of the Week Sales Rep of the Week was created to recognize the Account Executives on a more regular basis. We previously only recognized a Sales Rep of the Month, but felt that there were great things being done on a weekly basis which also deserved recognition. The winning rep receives a certificate, and also receives a lovely trophy (pictured left) at their desk for the week. We purposely made the trophy large and ridiculous in order to attract attention and ensure that everyone knew who had received the award.

Shout Outs Monthly Leader Board I created the Monthly Leader board shortly after becoming the Retail Sales Manager. While we used to keep reps individually updated on their progress to goal, they were often unaware of where they stood in relation to others. The board provided them with an opportunity to demonstrate how well they were doing, and they were always personally congratulated by many of their co-workers when they made it into the top 5. Many reps were motivated by the opportunity to have their face on the wall, even if it meant that everyone was going to see their goofy picture!

This year, we took our shout outs to another level. While I still acknowledge people at our weekly sales meeting, I also created a shout out box, which encouraged Account Executives to congratulate and recognize each other for reasons both silly and serious. Everyone looked forward to hearing the shout outs read to the group, and many reps kept all of them and hung them around their cubicle.

ON-GOING TRAINING AND DEVELOPMENT When I was a University Account Executive, I was given a very limited number of opportunities to continue my training and improve my sales skills. One of my main goals as a manager was to ensure that there were on-going training opportunities so that we were all able to continue to learn and become better sales reps. Below are a few presentations that demonstrate the some of the training I conducted with my Account Executives.

Whatâ&#x20AC;&#x2122;s so Good About That? When I returned from CNBAM in 2012, one of my goals was to make use of the things I had learned. I took what I had learned from Bob Circosta and created a presentation that focused on the difference between selling features and selling benefits.

The Importance of the Follow-Up I felt it was crucial to explain to my account executives why the follow-up is so important to retaining clients and generating new business, as well as the best methods and practices for conducting the follow-up.

PE R C E N TAG E O F R E V E N U E, 2 0 1 2

Cold Calling for Beginners When my account executives first started, the most expressed concern was cold calling. Everyone was nervous to make their first call, and afraid that they wouldnâ&#x20AC;&#x2122;t know what to say if the business owner answered. This presentation was created to ease concerns and give reps an idea of what to expect.

ONE-ON-ONES When I was a University Account Executive, I was given a very limited number of opportunities to continue my training and improve my sales skills. One of my main goals as a manager was to ensure that there were on-going training opportunities so that we were all able to continue to learn and become better sales reps. Below are a few presentations that demonstrate the some of the training I conducted with my Account Executives.

One-on-ones were an incredibly important tool for connecting with the Account Executives. These were completed on a bi-weekly basis, and often included the rep answering some questions beforehand so that I was aware of what issues were most important to discuss. Additionally, I would take notes during the one-on-one so I remember what topics should be brought up again in the future. Main focuses of one-on-ones: • What the account executive is doing well • What they feel can be improved • How they are progressing toward goal • Are they reaching personal goals? • Answering questions, hearing concerns and resolving problems • Suggestions on how I can improve as a manager

ACCOUNT EXECUTIVE MANAGEMENT While my overall goal as a Retail Sales Manager is to increase revenue for the Minnesota Daily, my day-to-day goal is to do everything I can to ensure that my Account Executives are informed, working hard, and feeling valued. I recognize how valuable my staff is to our organization, and wish to do everything in my power to support and teach them. Below are a few things which demonstrate this commitment to my sales team.

Sales Rep Trackers While they were not the most fun thing that was created, the trackers truly improved the performance of my Account Executives. By signing in at the office and keeping track of calls and meetings, they were held accountable for their actions. We saw increased attendance, and heard many more people on the phone. I also sent out emails each week to those who I felt had done an exceptional job filling out their trackers. The fall semester was a trial-run, and at the end of December, the Account Executives and managers voted and chose to continue using them in the spring semester, demonstrating their effectiveness.

Account Executive Binders I created binders for my Account Executives that are filled with all the basics they could ever need to know about sales and the Minnesota Daily. They contain information about cold calling, scheduling ads, creating contracts, important deadlines, and how to sell online ads. This binder allowed the reps to have all the key information in one place so that they could have answers quickly, and gave me more time to focus on teaching things that could not be just written down and memorized.

Letters to Account Executives One of the best methods I have found for recognizing employees for their efforts is to send them a personalized email telling them how much I value their hard work. I have included an example of one of the first letters I wrote to a rep, as well as a few of the responses I received in return. As you can see, there was a lot of positive feedback, and everyone really appreciated hearing that their hard work had not gone unnoticed. I made an effort to write these emails on a regular basis, and many reps have told me that they made a difference when they were feeling discouraged or having a rough day.

MARKETING EVENTS As a manager, I believe one of my most important jobs is to share my passion for the Minnesota Daily. It is so important to promote our paper in order to increase readership and build recognition around campus. Our Sales staff attends various marketing events during the year, and even creates our own. This fall, we rented a golf cart and spent the first three days of classes driving students between the East Bank and West Bank of our campus while talking to them about our paper and giving them Daily gear. We also attend t-shirt giveaways, coffee and donut handouts, and freshmen events. Not only do these events promote our paper, but give our staff a chance to build relationships outside of the office. I love promoting the Daily and letting everyone know why they should read it â&#x20AC;&#x201C; Iâ&#x20AC;&#x2122;ll even dress up at the mascot to do it!

Kearsten Howland

Best Advertising Manager

Best Advertising Manager |2

Management Philosophy Dear CNBAM Judges, I want to thank you for this opportunity to share how my personal experiences have shaped my management philosophy as OU Student Media Advertising Manager. As a leader, I always put my staff first, stand beside my team to support them, help them overcome new challenges, and congratulate them on their accomplishments, big or small. I have learned that each day comes with victories and defeats, but also new possibilities. Every day is unique and unlike the day before in the office, which is just one of the many reasons why I love what I do. As I share my story, I hope it brings you as much joy as it has for me. My journey in advertising began with working at OU Student Media as an Account Executive in the middle of my junior year. By the end of my second month working, I had exceeded my goal over 646 percent. It was just a few months later when I was offered a promotion for Advertising Manager position. With a large senior class graduating, I was responsible for helping my small staff reach their goals and highest potential as well as recruiting and training new staff members. As an Account Executive, I learned very quickly that every client is unique in different ways. There is in not a “one-sizefits-all” approach when working with clients. That is also true for managing my peers as well. Just as understanding each client and their particular needs is vital for achieving success, I must also tailor my coaching style to each individual to achieve positive outcomes and strengthen relationships. There are many different communication and learning styles, and I always strive to help my staff achieve their highest potential in a style that fits them best. A top priority of mine is to always lead by example. In addition, I focus more on coaching and empowering my team instead of “managing” my team. I strive to be a leader who is thought of as an approachable and inspiring coach, rather than a superior. It is important to me that I help my staff succeed, but it is also jut as important to help my staff acquire the skills necessary for success. Jumping in and taking over when issue or conflict arises stifles learning and can be discouraging. Instead, I ask questions that facilitate positive thinking and support them by providing constructive feedback or advice. I believe this not only helps my team develop independence and problem solving skills, but it also strengthens our relationships and builds trust for one another. Under my leadership, we have published six special sections, and four of those publications have had issues exceed the previous year’s revenue. I believe the key to success lies from within. By that, I mean a successful sales team derives from a positive atmosphere where everyone feels confident, comfortable, and motivated. As Advertising Manager, I have put a lot of effort into helping not only my sales team, but also our design team develop stronger relationships with each other to help open up the lines of communication and ensure smooth operation of activities. That is why I highly value our staff lunches every Friday, our staff meetings every Monday morning, and our 2 on 1’s that my advisor and I hold with staff members every other week. Rather than focusing only on results, like sales quotas, I believe it is more important to focus on the behaviors and activities that lead to the successful results and stronger relationships. I am truly dedicated to helping my team succeed. I am usually the last one to leave the office everyday, and ready to greet everyone with a smile and spark of motivation every Monday in our staff meetings.

Best Advertising Manager |3

Sacrificing as much of my time as necessary to help others is something I’m always happy to do. Very often, that means going along with new hires on their first sales meetings, not to cut in and make a sale for them, or critique them afterwards, but to boost their confidence and serve as a lifeline if they need it. I put a large emphasis on planning and forecasting each month to help everyone stay on track and work towards their monthly goals. Each account executive completes a monthly forecast at the beginning of the prior month because “failing to plan is planning to fail.” Empathy is another value of mine as Advertising Manager. I understand that we are all students, and under a lot of pressure. I make sure that my staff does not look at their goals or upcoming deadlines as added stress. I encourage my team to go that extra mile for clients or coworkers and your hard work will always be noticed. Which is why we began writing Thank You letters to at least two of our accounts each week. Although it seems like sending hand written letters is a lost tradition in the business world, I see Thank You letters as a simple way to strengthen relationships and help clients feel appreciated and feel good about their experience with OU Student Media. This year has been an unforgettable and historic year for the advertising staff. This year, I had the opportunity to play a large role in developing our first mobile app. As Advertising Manager, I was responsible for making sure my team was well trained and knowledgeable of the new products and services. Role-playing and enacting lifelike sales meetings is another tactic we use to help prepare account executive and increase confidence before presenting new information to clients. I also had the opportunity to voice my input in the new redesign for the oudaily.com website. The new website offered clients more online advertising opportunities and options. I helped develop a new rate structure for the mobile app and the new website. My sales team and I were very excited about the upcoming website makeover and we were able to share that excitement with clients, which ended up resulting in a 65 percent increase in online revenue compared to the previous fall semester. I take pride in my team for how well we have adapted to change and our ability to continue to move forward, even when dealing with the loss of our beloved office managers who passed away after fighting a rare and aggressive form of cancer. She was always someone we who would drop everything to help a students. We referred to her as the “glue” that held Student Media together. After losing such an irreplaceable and inspirational staff member, my team needed support and guidance more than ever. As Advertising Manager, I vowed to go above and beyond and give one hundred and ten percent just as Stacy did every single day. I want thank you again for this opportunity and I would like to conclude with one of my favorite quotes that sums up my management philosophy, “Success isn’t just about what you accomplish in life, it’s about the struggles you overcome what you inspire others to do.” –Anonymous Sincerely,

Kearsten Howland Advertising Manager University of Oklahoma

Best Advertising Manager |4

Advertising Manager Job Description The Advertising Manager is responsible for assisting the Assistant 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. The primary function of the Advertising Manager is to assist the individual advertising account executives to ensure a successful effort by the entire advertising staff. The Advertising Manager is the lead student on the advertising staff and is the designate for routine acceptance and rejection of advertising. DUTIES: SUPERVISE AND BE RESPONSIBLE FOR THE DAILY ACTIVITIES, SALES AND PROFESSIONAL CONDUCT OF THE STAFF OF ADVERTISING ACCOUNT EXECUTIVES AND ADVERTISING INTERNS. • Regularly call on new accounts, preparing proposals and making presentations to develop new, regular advertisers for The Oklahoma Daily, which may then be assigned to other staff members for further sales and servicing. • Assist account executives with the preparation of proposals and presentations for existing and prospective clients. • Assist account executives with meeting their goals and improving sales efforts through individual meetings, team sales calls, coaching and other supportive measures. • Keep account executives informed of current and prospective advertiser activity in competing media. • Keep account executives informed of upcoming university and local events, and holidays, for promotion. • Make presentations at weekly staff meetings to enhance sales efforts. • Identify needs and strategies for improvements related to the advertising staff’s work flow, productivity, organization and communication. • Coordinate past advertiser and new prospect lists for special promotions.

ASSIST THE ASSISTANT DIRECTOR IN THE HIRING AND SUPERVISION OF THE ADVERTISING STAFF AND IN COORDINATION ALL SALES AND STAFF ACTIVITIES. • • • • • •

Identify and resolve any training, motivational, disciplinary or other problems with the sales staff or individual account executives. Make personal contact with advertisers to determine the advertiser’s satisfaction with The Oklahoma Daily and their assigned account executive. Design and implement new advertising promotions. Recruit and train new advertising staff members. Meet weekly with Assistant Director for sales planning, updates, discussion of staff progress and other sales and promotional issues. Oversee the activities of the advertising staff in absence of Assistant Director.

LIAISON FOR THE ADVERTISING STAFF WITH OTHER AREAS IN STUDENT MEDIA TO ENSURE SMOOTH OPERATION OF ADVERTISING STAFF’S ACTIVITIES. • • •

Available (on-call) for advertising-related problems on evenings The Oklahoma Daily or special publications are in production. Consult with the editor on potentially controversial ads and inserts. Approve the layout of the newspaper by noon, one day prior to publication.

HANDLE AND MANAGE THE ADVERTISING ACTIVITIES OF A SELECTION OF CAMPUS AND COMMERCIAL ACCOUNTS, AS APPROVED BY THE ASSISTANT DIRECTOR.

2000 Four Lakes Dr. Blanchard, OK 73010

Kearsten(Howland! Experience!! OU!Student!Media! Advertising!Manager!May$2012(Present! !

Lead sales team in revenue each month by working with over 80 clients, both national and local, through face-to-face, phone, and email interaction

Assisted in the development process and training for the first Oklahoma Daily Mobile App

Interview prospective employees and assist in training and staff development

405.919.8072 kearstenh@ou.edu

Skills!and!Qualifications! !

Shadowed local radio advertising sales rep (March 2012)

Proficient in Microsoft Office and SharePoint

Knowledgeable in Final Cut Pro and Adobe Photoshop and InDesign

Team building and leadership skills

Innovative problem solver

Thrive in deadline-orientated and fast paced environments

Strong interpersonal communication and relationship building skills

Ability to successfully coordinate, plan, and manage multiple responsibilities

Organize and conduct weekly staff meetings and presentations

Responsible for ensuring prospect forms, timesheets, and ad deadlines are met

Increased revenue in four special sections and online revenue by 65%

Account!Executive!January$2012(May$2012$ !

Responsible for contacting a minimum of five prospects a week and provide both a written and verbal status report each week

Academic!Awards!and! Activities!!

Develop and present individual marketing campaigns that a financially feasible for over 50 local and national accounts

OU Student Media Leadership Award (May 2012)

Exceeded personal sales goals every month and finished first in meeting my goal first three months as an account executive

Dean’s Honor Roll President’s Honor Roll (Fall 2012)

Arvest!Bank! Bank!Teller!January$2011($January$2012! !

Upheld exceptional customer satisfaction with accuracy, efficiency, and quality service while also handling over 100 transactions daily

Met and exceeded quarterly sales goals

Responsible for selling products and services through face-to-face communication and through weekly sales calls to customers

! Kearsten Howland

Advertising Club National Society of Collegiate Scholars OU Big Event (University’s official day of community service)

Education! University of Oklahoma Bachelor of Arts in Advertising Minor in General Business Expected Graduation: May 2014 Cumulative GPA: 3.6 1

Best Advertising Manager |5

Staff Development Team Building This summer we turned one of the days during training week into a team-building day at the Oklahoma City Zoo. This was something new this year, and I really think it helped the new team member bond with the veterans and made everyone feel more comfortable around each other. The Zoo trip was a great way to develop better relationships between the sales and design staff as well, which is just as important because we all work so close with each other. Getting to know one another better outside of the office really helped build the excitement for the new semester ahead.

Positive Reinforcement To be a great leader, I believe one must take genuine joy in the success of others. I truly appreciate how hard my team works on a daily basis and I make sure their hard work is recognized. I initiated a simple method for recognizing my staffâ&#x20AC;&#x2122;s achievements and motivating them to keep up the hard work by giving weekly â&#x20AC;&#x153;Shout Outsâ&#x20AC;? during our staff meeting. Along with their shout out, the account executive also receives a personalized reward, like his or her favorite soda or candy bar.

Another initiative to help motivate my team is our Race to the Finish competition. We keep our current sales for the current and upcoming month updated on our on a board in the office. Below the goals is a list for the Race for the Finish winners. The first account executive to reach his or her goal not only gets the recognition and gratification from hard work, but they also receive up to a $100 bonus. The 2nd place bonus is $75 and 3rd place receives a $50 bonus. We also encourage the sales team to keep going after meeting your goal.

Best Advertising Manager |6

Special Section Revenue Increases Current Special Publication Sales Compared to Previous Year

This year, my team increased sales compared to the previous year in four of the six special sections published in the summer and fall semesters. Despite our unusually small staff this summer, we still managed to surpass last yearâ&#x20AC;&#x2122;s sales in both Sower Magazines, our Back To School edition, several of our Inside the Huddle issues, online ads, and in our regular print publication!

Sales Increases in Special Publications $35,000 $30,000

$25,000

$20,000

Previos Year

$15,000

7.5%

5.2%

$10,000 $5,000 $Sower Magazine

HSC Sower

Back To School

Inside The Huddle

Current Year

Best Advertising Manager |7

Online and Print Sales Results Online Sales 2011

Online Sales 2012

Print Revenue

Online Revenue

98%

95%

Online Revenue increased 65% compared to last fall semesterâ&#x20AC;&#x2122;s online sales

Advertising Manager Sales Goals $45,000 $40,000 $35,000 $30,000 $25,000 $20,000 $15,000

Exceeded Sales Goal over 200% and finished 1st in the Race to the Finish Bonus initiative in June and July

$10,000 $5,000 $0 May

June

July

August

Personal Revenue

September

October

Monthly Goal

November

December

Best Advertising Manager |8

Revenue Initiatives Promotional Opportunities

t e e w S o o T DAY TINEâ&#x20AC;&#x2122;S ILY VALETHNE OKLAHOMA DA

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550 24th Av

enue N.W. 405-Daily 360-3634 We have weekly meetings with my advisor, the Oklahoma soonerbow l.c Editor-In-Chief and the newsroom advisor to discuss current om announcements and keep up with upcoming publications and opportunities. As you can see, there are many times throughout the year when we offer special promotions that not only offer a great value for our customers, but also provide an excellent selling opportunity for account executives. Many of our local businesses and University departments love to be on board for the specials and enjoy following the theme.

M BQ 149A FXTQ Room 7517 JBM / d Hall, 5.325. 0GGJD Copelan Fax: 40 21 mpus: OU Ca 405.325.25 On the Phone:

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____ _________ _________ _____ oup ______ _________ Business/Gr _________ ___ _________ _________ ___ ___ ss ___ dre Ad ___ ______ _________ ___ ___ ___ ___ ___ Phone ) _________ applicable Acct. # (if ____x$80 ___ ___ ___ Date(s)__ spaces â&#x20AC;&#x201D; ____ # of _____ _________ ____ Total $__ unt______ ac OU co bill me ___ pre-pay _________ ___ ___ ______ nature: ___ Client Sig

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19 n, OK 730 m A; Norma Room 149: www.OUDaily.co Van Vleet, line Mail: 860 s@ou.edu On m 149A ail: dailyad Hall, Roo Copeland 405.325.7517 E-m : pus Cam Fax: On the OU405.325.2521 Phone:

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Ad Summary by Rep

Issue Range 1/19/2012 to 12/10/2012

Rep

218

Ad Type

Total

Applied

Due

Kearsten Howland Classified - Box: 1 Category: Classified Display

$180.00

-$180.00

$0.00

Total for Classified - Box

$180.00

-$180.00

$0.00

Category: 8 For 5

$5,710.08

-$5,710.08

$0.00

Category: BTS-Campus

$1,350.00

-$1,350.00

$0.00

Category: BTS-Front News

$7,367.00

-$7,367.00

$0.00

Category: BTS-Sports/Ent

$1,720.00

-$1,720.00

$0.00

Category: Display

$76,045.77

-$76,045.77

$0.00

Category: Finals Week

$4,865.00

-$4,865.00

$0.00

Category: HSC Sower

$1,670.00

-$1,670.00

$0.00

Category: Inserts

$1,202.50

-$1,202.50

$0.00

Category: oudaily.com

$16,762.86

-$16,762.86

$0.00

Category: Sower

$11,490.50

-$11,490.50

$0.00

Category: Supplement

$10,050.00

-$10,050.00

$0.00

Category: Year In Review

$1,845.00

-$1,845.00

$0.00

Total for Display - Box

$140,078.71 -$140,078.71

$0.00

Total for Kearsten Howland

$140,258.71 -$140,258.71

$0.00

Grand Total:

$140,258.71 -$140,258.71

$0.00

Display - Box: 697

Ad Summary by Acct Category

Pub: The Oklahoma Daily - Issue Range 1/19/2012 to 12/10/2012

Account Category

Ad Count

Price

House

$0.00

Local

263

$30,795.50

National

$15,303.00

Non-Profit

$16,883.00

Student

University Totals

Disc

Tax

Total

$0.00

Invoiced

Amt D

$0.00

$29,935.50

-$29,935.50

$13,755.50

$0.00

$15,303.00

-$15,303.00

$9,444.50

-$203.50

$0.00

$16,679.50

-$16,679.50

$2,067.50

$5,121.82

-$459.00

$0.00

$4,662.82

-$4,662.82

$1,007.82

237

$75,677.89

-$2,000.00

$0.00

$73,677.89

-$73,677.89

$73,677.89

698

$143,781.21

-$3,522.50

$0.00

$140,258.71

-$140,258.71

$99,953.21

-$860.00

Applied

State News The

% 'RAND 2IVER !VE s %AST ,ANSING -) PHONE s FAX

-ICHIGAN 3TATE 5NIVERSITY S )NDEPENDENT 6OICE

January 7, 2013 Dear CNBAM Judges, Colleen Curran, CNBAMâ&#x20AC;&#x2122;s Advertising Manager of the Year. I think it sounds good â&#x20AC;&#x201C; no other name would sound better and Iâ&#x20AC;&#x2122;d like to tell you why I am pleased to write a letter of recommendation on her behalf. Colleen understands the role of an advertising manager and the importance of leadership. Itâ&#x20AC;&#x2122;s not only leading by example, setting high standards and establishing goals â&#x20AC;&#x201C; all of which she does well (as Iâ&#x20AC;&#x2122;m sure each of the nominees does). She understands that part of her job is providing the tools that enable the sales staff of 20 students to perform their jobs better and generate nearly $2 million across a wide variety of media. How does she do this? Look with me, if you will into her toolbox to see the skill with which she uses her tools. Blueprint. In the same way that a carpenter needs to know what sheâ&#x20AC;&#x2122;s building, an advertising manager needs to know what the plan for success is. Colleen is exceptional with time management skills so she wants to know what the big picture is â&#x20AC;&#x201C; what are we building. Once she sees the plan, then she develops the promotions, sales plans and goals that enable her sales reps to make the most effective use of their time when selling for the daily paper, web, mobile or social media. And, in these tough economic times, having a plan enables Colleen to focus on the aspects of the business she can control and minimize the effect of those items that she canâ&#x20AC;&#x2122;t. Level. Another reason Colleen is an exceptional advertising manager is that she is consistently listening to her staff. Leaders understand that each of us are given two ears and one mouth for a reason. Listening enables Colleen to know if her staff understands a promotion or if they have the motivation needed to make a sale. Listening lets the staff know that they do have a voice in the department thus creating greater commitment to a goal. This level playing field through listening encourages others to step up and become future leaders in the department. Her ability to be a good listener also allows her to be receptive to new ideas and revenue streams. Hammer. This may be Colleenâ&#x20AC;&#x2122;s most frequently used tool in that she continuously hammers on the importance of the details. Whether itâ&#x20AC;&#x2122;s providing better customer service, meeting deadlines, making one more sales call or preparing one more sales plan, the details do matter. Sometimes the reminders are gentle taps, sometimes theyâ&#x20AC;&#x2122;re more forceful but keeping a large staff moving forward does require staying on top of the details. Knowing when to use the more gentle approach versus the hard hitting is an important skill and one that Colleen uses appropriately. Tape Measurer. The success of any ad department is measured through sales, By tracking the progress of the department, Colleen is able to analyze strengths and weaknesses at any given time. If a change needs to be made, she is willing to do so and knows when that time is. The kind of success Colleen displays can only be achieved by using the right tool for the right job. Hopefully, Iâ&#x20AC;&#x2122;ve been able to show you why I believe Colleen Curran should be named the Student Ad Manager of the Year. Her work ethic, sales attitude, ability to motivate, and innovations simply work. Sincerely,

Marty Sturgeon General Manager

Â www.statenews.com

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January 9, 2012 Dear CNBAM Award Committee Members, It is my pleasure to nominate Colleen Curran for the Advertising Manager of the Year award. I have been working for The State News since October 2011, and Colleen has been my manager since my first day as an account executive. Colleen embodies the characteristics of a leader: dedication, integrity, assertiveness, creativity, and a strong direction and vision for the paper. Colleen started working for The State News as a freshman in October 2008, and has been striving to improve herself, her co-workers, and the paper as a whole, every day since. In her four years at The State News, Colleen has seen the paper evolve in an ever-changing media landscape, providing her with knowledge that exceeds anyone else in the advertising department. She has not only seen the paper evolve, but has been an active part in making sure it is keeping up. Colleen has been leading the way in the development of our social media, the evolution of our website, and integrating advertising into these new, budding areas. Colleen made our social media into a revenue stream, which has led to more than $1,200 in social media sales since March 2012. Colleen comes up with creative ways to solve problems and increase advertising revenue. Under Colleen's management, the advertising department has brought in over $1.5 million in revenue. Whether it is through exciting, new promotions, like the international section or football sponsorships, or a new take on social media or web advertising, Colleen brings fresh ideas to the table on how to change for the better. She encourages and teaches her staff to be expert salespeople and strong account executives all the way from their first day of training. In addition to working as our ad manager, Colleen also works as an Account Manager for SNworks and serves on the e-board of CNBAM as the Student Representative, bringing her excellence and expertise of sales to other outlets. On a personal level, working alongside Colleen has taught me, as an account executive and a student, how to work hard and push my sales and myself. As a manager, she does a fantastic job keeping a delicate balance of friendship and management with her staff. Colleen's choices and actions have inspired me to take on leadership roles at The State News, and have provided a role model of exactly what good management can and should be. I strongly believe that Colleen deserves the Advertising Manager of the Year. Please feel free to contact me with any questions about Colleen's qualifications for this award. Sincerely,

Lauren Corbeill Assistant Advertising Manager Account Executive The State News www.statenews.com

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Dear CNBAM Judges, I became the advertising manager in May 2011 – yes, I was crazy enough to stick around for a second year as advertising manager of The State News – and in my time I have transformed my understanding and developed my capabilities as a manager. This job is multi-faceted with surprises, challenges, wins and some losses. It is definitely a job that has taught me more than I thought it ever would. I continue to learn more every day because every day is a new experience when you work in a rapidly changing industry. I find this a bittersweet opportunity because it allows me to reflect on all I have accomplished since I came to The State News in 2008, and yet I can count the days until I graduate and move away from the environment that I find more like home than a work place. Since last year I have morphed from a new, inexperienced manager to a manager focused on long-term strategy and the future projection for The State News. In the past few months my role as manager has changed again. As I prepare to leave The State News, I must prepare my senior staff members to take on the management roles and I find myself playing the role of a counselor and advisor to those who will soon be running the advertising department. I wish to leave my staff with this exact philosophy that I share with you now: I have found that the job requirements of a manager make him or her a bit like a one-man circus. Ring Master. A manager can be described as the person who stage-manages the performance of their department. Managers introduce various “acts” and expect their staff to perform them. For instance, I regularly plan and develop special promotions; I present them to the staff and they perform by selling the promotion. Furthermore, like a ringmaster, managers are there to coach and guide the performers (or in my case, account executives) through their performance. I do this by holding weekly staff meetings where I present sales tips, conduct practice pitches and role-play on how to overcome objections to advertising. The role as a ringmaster is easily recognized as a manager who plans, organizes, coordinates and sees the big picture. Lion Tamer. In difficult times, I have needed to be fearless. When account executives get nervous or make a mistake, they come to me as their manager, as the leader. I have learned to be both a calm and reassuring resource. I take it upon myself to be available to and supportive of my entire staff. It is important for the lion tamer to never get hotheaded, and to always think things through in a time of chaos; this is the person that people turn to when problems arise. A manager needs to be able to calmly and confidently help their staff solve problems. Clown. My job as manager is also to inspire and motivate. This means maintaining a positive attitude and being a driving force behind office morale. It can be as simple as motivational emails, kudos to recognize one’s achievements and engaging staff members with activities both in and outside the office. The ability to captivate and engage is a form of art and a tremendous asset to a manager. Though this may be a difficult art to master, a manager needs to strive to improve and recognize that the role they serve is both an opportunity to teach and an opportunity to learn. Trapeze Artist. The trapeze artist has one of the trickiest jobs in the entire circus; she must walk a fine line that requires concentration and poise. In the management world, there are many fine lines that easily let us fall on one side or the other. One of the most distinguished lines walked is that between manager and friend. This is especially true within my own circus where I manage a student staff composed of my peers and friends. There are many other lines to walk and a manager needs to tread into these situations with ease. When faced with a difficult decision, a manager must be very fair and completely honest.

www.statenews.com

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Human Canon Ball. I always strive for greatness and a manager needs to set her sights high and aim for her goals. When a manager sets a goal it encourages each member of their staff to set personal goals. It also motivates the staff to contribute to the department’s goal. Setting goals is what drives managers to succeed and it pushes them to develop new tactics to motivate their staff. I put all of myself into my work; I throw everything I have to offer into this job, and continuously aim to reach further and to new heights. I am motivated by the fact that my staff sees my efforts and I want them to push themselves just as much. These are just some of the many facets of a manager’s role. I have been fortunate to have experience in all of these roles and many others. There is only one flaw in the one-man circus analogy and I must concede to it because it has been essential in my development and personal growth as a manager within this past year. The role of a manager can be compared to the one-man circus, as I have explained, and I have seen many managers before me take on these same roles. A good manager performs in all of these areas as a one-man circus but a great manager recognizes that she doesn’t need to do it alone. Teamwork. This is the final aspect of management that is necessary to be a great manager. I have developed a staff that relies on one another for support and motivation. They consult each other for advice and opinions. As a team problems are solved quicker, and ideas develop faster. As a team everyone has a chance to lead and a chance to coach, which builds individual performance and knowledge. It’s up to the manager to facilitate cooperation and to nurture its growth. Teamwork brings everyone together to achieve a common goal. When people work together they celebrate everyone’s achievements and overcome their co-worker’s challenges as if it were their very own. Teamwork is the complete conviction that fuels us toward results that, as individuals, we see as unattainable. I strive to be a great manager. It is a learning experience that will continue for years, and perhaps it is a role that cannot be mastered because we are constantly developing and changing. All of the performers that I referenced above are roles I know to be critical of any successful and effective manager. A manager should have the experience to be able to do it alone; however, a crucial part of my management philosophy is sharing my knowledge and teaching my staff so that, one day, they may become managers too. Although they may not know it, I rely on my staff just as much as they rely on me. They have taught me a great deal and I try whole-heartedly to apply what they have taught me to my job. That leaves me to say that teamwork makes the job of a manager meaningful and even more fulfilling. My goal as the advertising manager was to leave The State News better than it was when I started. Through dedication, passion for our product and our mission, and through years of taming lions, performing the trapeze and sometimes just clowning around, I feel that I have accomplished my goal. I thank you for your consideration and this wonderful opportunity. Sincerely,

Colleen Curran Advertising Manager The State News

www.statenews.com

colleen EDUCATI ON Mi chi ganSt at eUni ver si t y ,EastLansi ng,MI . Bachel orofAr t s,Adver t i si ng,expect edMay2013 Under gr aduat e.GPA:3. 4,GPAf orMaj or :3. 9

1418Gl enwoodDr i v e Tr oy ,MI48083 2486351056 c ur r anc 3@gmai l . c om @c ol l eenc ur r an2

EXPERI ENCE Adver t i si ngManager ,TheSt at eNews,EastLansi ng,MI( May2011-Pr esent ) •Pl annedandl aunchedt hef i r stsoci almedi ai ni t i at i vet ogener at er evenuet hr oughsoci almedi ast r eams, pr oduci ng$750+i nnewr evenueandacqui r i ng3newcl i ent s •I nt r oducedI nt er nat i onalSect i ont onewspapert oi ncr easer el at i vecont entandadver t i si ngsal esf orunt apped mar ket .I ncr easedi nt er nat i onalt ar get edadver t i si ngby120% •Leadadver t i si ngdepar t mentr esponsi bl ef orgener at i ng$2mi l l i ondol l ar sannual l ybydevel opi ngi nnovat i ve pr omot i onst or ai ser evenue •Conductweekl yst af fmeet i ngs,assessdepar t ment algoal s,pr epar ebi weekl ypayr ol landser veasdayt oday r esour cef orast af fof1530accountexecut i ves.Recr ui t ,hi r eandt r ai nnewAEs •At t endl ocalcl assesandt r avelt onat i onalconvent i onst ospeakoni ndust r yt r endsandi nnovat i onswhi l e r epr esent i ngTheSt at eNews,I nc. •Devel opedacont i nueddevel opmentpr ogr am t of ur t herAEs'i ni t i alt r ai ni ng Anal yt i cs&I nsi ght sI nt er n,RAPP,ElSegundo,CA( May-August2012) •Devel opact i onabl ei nsi ght sf orcl i entpr oj ect sbasedonconsumerdat aandr esear ch •Devel opanal yt i calr oadmapt odr i vemar ket i ngef f i ci ency ,col l abor at ewi t hdat abasemar ket i ngt eam t o eval uat eonl i necampai gnsandmaker ecommendat i onsf ormaxi mi zi ngt heef f ect i venessofmar ket i ng •Synt hesi zef i ndi ngsf r om dat aofmi cr osi t esr ecei vi ngt r af f i cof100, 000vi si t or s.Anal yzeandi nt er pr etmeani ngt o under st andt hest or ybet weenconsumerandbr and •Appl ysecondar yr esear chf i ndi ngst owar dbr andst of or m ahol i st i ccommuni cat i onsst r at egyacr ossmul t i pl e medi at ouchpoi nt s( emai l ,soci almedi a,di r ectmai l ,andwebsi t es) .Account si ncl udedToyot a,BankofAmer i ca, Mat t elandAAA •Pr oducedasemant i cdi ct i onar ybyconduct i ngpr i mar yr esear cht odet er mi nemani f est at i onofcul t ur alval uesi nt o popcul t ur emedi a Seni orAccountExecut i ve,TheSt at eNews,EastLansi ng,MI( Oct .2008-May2011) •Gener at edover$350, 000i nr evenueofcr osspl at f or m adver t i si ngsal es •Managedandmai nt ai nedr el at i onshi pswi t hover30cl i ent s.Managedl ar gestl ocalcl i entr esul t i ngi nani ncr ease ofannuali nvest mentf r om $100, 000t o$125, 000 •Ser vedasCl assi f i edManager( 1t er m)andAssi st antAdver t i si ngManager( 2t er ms) Mar ket i ngI nt er n,PADII nc. ,EastLansi ng,MI( Aug.2011-Dec.2011) •Pr omot edt heexci t i ngl i f est yl et hatscubadi vi ngbr i ngst ocol l egest udent s. •Devel opedandexecut edevent sandpr omot i onst or ai seawar enessofscubadi vi ng;eventpar t i ci pat i on var i edf r om 15-60st udent s

TOOLS Omni t ur edat aanal ysi s,Exper i anSi mmons,Mi nt elOxygen,eMar ket er ,Exper i anHi t wi se,For r est er ,eCai r nConser vat i on, andGoogl eAnal yt i cs.Al soski l l edi nExcelandPower Poi nt .

ACHI EVEMENTS St at eNewsAccountExecut i veoft heYear ,2009and2010-Nomi nat ed Col l egeNewspaperBusi nessandAdever t i si ngManager s,I nc. ,AccountExecut i veoft heYear ,2010-Nomi nat ed CNBAM Adver t i si ngManageroft heYear ,2011-Nomi nat ed St at eNewsMVPAwar d,2011-Nomi nat ed CNBAM Nat i onalSel l Of ,2012-Fi nal i st Of

Advertising Manager The Board of Directors appoints an Advertising Manager who shall be responsible for generating and adhering to the advertising policies through the management and supervision of the sales activities of the advertising department. The advertising manager shall consult with the advertising adviser and is responsible to the general manager and Board. The advertising manager serves at the pleasure of the general manager and the Board. ESSENTIAL DUTIES AND RESPONSIBILITIES include the following: Other duties may be assigned. 1. In consultation with advertising adviser, recruits, hires, trains, evaluates, motivates, and if necessary, disciplines the sales staff. 2. Adheres to the guidelines of the advertising policy and procedures in determining advertising acceptance. 3. Assigns sales territories and/or accounts to sales representatives and establishes performance goals on a department and individual basis. 4. Works with advertising adviser in analyzing sales statistics to create incentive plans and assists staff in promoting sales. 5. Ensures that all deadlines are met. 6. Resolves customer complaints. If an adjustment to the cost of an ad is needed, submits suggested discount to advertising adviser for approval. 7. Conducts staff meetings on a regular schedule. 8. Assists advertising adviser in proposing department budget and works within established boundaries of department budget. 9. Submits expenditures of the department to the advertising adviser for approval. 10. Provides written report to the Board of Directors before each meeting and makes other reports as the board may require. 11. Maintains a 2.0 GPA during the term of appointment and submits transcripts or grade report to the general manager for verification beginning with the semester of the appointment.

Sales Record University Sales

Web Sales

$155,000.00

$78,000.00

$150,000.00

$76,000.00

$145,000.00 $140,000.00 $135,000.00

$74,000.00 $72,000.00 2011 2011

$70,000.00 2012

2011

2012

University $141,859.69 $151,709.31 Sales

2011 Web Sales $72,605.00

2012 2012 $77,160.00

New Revenue Streams The State News is now selling sponsored tweets for your business or cause! example:

The State News @thesnews

PAID AD: Catch the X event with @CompanyX this Saturday for #charity. Food and drinks provided. http://companyx.com from East Lansing, Michigan

20 $50

per tweet

Clients know students are emerged in social media. In an effort to stack our digital dimes, I developed a program to sell ad space on our Twitter feed as an easy and affordable add-on to selling our print edition, which very recently has broken the $1,000 mark.

Outlined text on this artboar

for three

80% of MSU students on twitter follow The State News

Data collected from the Annual MSU Internet and Mobile Technology Survey

The State News has: 9,511 followers* *As of September 4, 2012

Average of 20 new followers a day. Call your account executive today

517-432-3010

In addition to my role as a manager, I dedicate additional time to selling The State Newsâ&#x20AC;&#x2122; content management system called Gryphon, housed under SNworks, in an effort to off-set loss of print revenue.

New Print Products Section C | International Guide | The State News | statenews.com | Friday, August 24, 2012

To bring relevant content to our international students, I worked with the Editor to create the International Section of our Welcome Week edition.

The football schedule was created to allow smaller local businesses an opportunity to purchase ad space with high-impact exposure.

Ross Newton The University Daily Kansan Advertising Manager of the Year Materials

Letter of Recommendation Jon Schlitt, Adviser To Whom It May Concern: It is my great pleasure to write to you today to recommend Ross Newton from The University Daily Kansan for CNBAM’s Advertising Manager of the Year Award. It’s difficult for me to sum up everything that Ross has meant to our organization in just a few pages but I will attempt as best I can. Ross started as Business Manager for The Kansan in the Summer of 2012 at what was a very tumultuous time for our organization. In the Spring of 2012 The Kansan was nearly crippled financially by close to $100,000 in advertising cutbacks to our University accounts forced by state budget cuts. A good majority of our account executives were unmotivated, our marketing efforts were unfocused and our organization’s overhead was no longer sustainable in the wake of the aforementioned revenue declines. This would be an intimidating set of issues for any manager to inherit but Ross attacked all of them with phenomenal skill. He started from scratch with his summer staff training a group of account executives who had never sold a dollar in their life. He not only taught them how to be effective market consultants but also instilled in them a sense of pride and obligation of working daily at The Kansan. Over the course of the summer his staff overcame tremendous churn and surpassed the previous year’s sales on our single largest publication of the year; The Back to School edition. When the Fall semester started he had to start over again with a new staff but he applied the same lessons and principles and after a rocky September he once again grew and led the staff into a group that bested last October-December’s sales. This growth was not by chance or the result of a massive amount of new business failing into our organization’s lap, it was a result of Ross leading and inspiring day after day. He demanded the best from those that worked under him and got it from them by delivering his own best performance day after day. When he saw his staff struggling in a particular area he would introduce new training to help them overcome these obstacles. If they needed extra motivation he would design new incentives that catered to their personalities. When he felt The Kansan needed a revenue boost for the month of November he worked to develop a new retro special section. When our retro special section needed some extra energy he dressed up in a throwback basketball uniform for a weekly all-staff meeting as he discussed the features and benefits of the section with the staff. If he wanted to fire up the staff for a holiday incentive he’d swallow his pride and dress up in an elf costume. When he himself felt tremendously ill for a good part of the Fall he fought through the pain daily. In short he went above and beyond day in and day out to solve the issues that challenged our organization and in the process inspired the people that worked for him. When we held staff meetings in the Spring you could feel defeat in the air with our account executives. Under Ross’ leadership you could feel daily a staff that was ready to go through a brick wall for him so that they could deliver success to their leader.

In addition to having to better motivate and lead our staff Ross had to oversee some of the biggest changes our organization had experienced in its 100 plus years of publishing. Due to the elimination of the Journalism school class that provided content for our entertainment tabloid; Jayplay and with our own editorial resources stretched thin we were forced to eliminate the section. And after a series of yearlong conversations we decided to cut the Friday edition of our paper as well to save costs and resources. These were changes that would lead to lower overhead of course but also put at risk over $130,000 in revenue that had been generated the previous Fall from these two products. Ross did not shy away from this challenge but instead was invigorated by it as he spent the better part of the summer figuring out how to make a new Thursday published weekend edition of The Kansan a success. He plotted out marketing, sales and distribution strategies and made suggestions on how to give the product a unique look to make it jump off the stands to readers not only on campus but all across the city. When the new Weekend edition of The Kansan was first introduced its initial version was fairly lackluster and the staff had no confidence in it and sales suffered in the process. Ross therefore worked overtime with editorial to improve not only the look of the product but the content as well. These suggested changes paid off and at the end of the day total revenues on our Weekend product came within 98% of total revenues of last year’s total revenues for Thursday, Jayplay and the Friday edition combined. Coupled with the reduced overhead of not having to publish both Jayplay and a Friday edition it gave our organization a much-need financial shot in the arm. These were accomplishments that we all celebrated but ones that wouldn’t have been possible without Ross’ leadership. I have worked in the professional field since 2001 and had the pleasure of working in both McClatchy and Gannett with some of the finest minds in media and I can say without a doubt that Ross Newton’s work as student business manager is one of the most phenomenal management jobs I’ve ever had the pleasure of witnessing. It was a job that re-ignited the passion of existing staff members, educated and set the tone for a new generation of account executives and that has set a path for our organization for years to come. I could think of no better candidate on our staff for this prestigious award and after the incredible work he has done this past year winning this award would be the ultimate reward for him. Sincerely,

Jon Schlitt Sales and Marketing Adviser The University Daily Kansan

Letter of Recommendation Elise Farrington, Student Sales Manager To the members of the CNBAM board: I am writing to recommend Ross Newton as a contender for the best collegiate advertising manager of the year. I have had the privilege to work with Ross the past two years at The University Daily Kansan and can wholeheartedly say that he has not only been an outstanding member of staff but he has been, hands down, the best manager I have seen at The Kansan. By the way Ross presents himself, has the ability to walk into a room and take charge. This is because he is not only respected by all of his colleagues and peers but he shows positive energy, motivation and true integrity. These are all qualities a true leader embodies and that Ross has been able to successfully harness and has helped make the Kansan ad staff a success. Ross’ leadership has been noticed from his early days as an Account Executive. He was always willing to help the staff at the drop of a hat as well as being extremely persistent in all of his clientele. From this, he was able to get the most stubborn of clients to run. From his clear leadership and selling abilities, he was promoted quickly to a Majors Account Executive where he successfully sold to KU Athletics who signed a $12,300 campaign that hadn’t been done before. This success among his other leadership traits was the boost to promote him into the Business Manager position that he absolutely excelled in. Ross’ ability to lead has been recognized in many different ways and in doing so, has led the staff to hitting their sales goal throughout the summer and almost every month throughout the fall semester. He is always positive, motivating and innovative in his ability to encourage the staff as a whole. Not only does he have an uncanny ability to motivate the staff, but he also has the ability to make sound and objective business decisions that helped pull The Kansan out of a rut from the previous year. His practical judgments eliminated a Thursday product that was sinking the paper as well as making the decision to cut Friday’s paper. This decision was risky but ultimately increased the overall revenue of The Kansan and contributed in increasing overall sales. Ross has been a wonderful manager to look up to and I am so thankful I have had the privilege to work with him my years on staff. He created a well-paved path for the paper to follow in the upcoming semesters and I’m excited to see what he will do next as our Marketing Manager this spring. All the best, Elise Farrington Sales Manager Fall 2012 efarrington@kansan.com (612) 655- 2685

Personal Statement of Management Philosophy 1/2 Dear CNBAM judges: First and foremost, thank you for reviewing this summary of my experience and management philosophy during my time as Business Manager for the University Daily Kansan. I started as Business Manager in May 2012. However, my journey really began in April at the CNBAM convention in Miami, Florida. I say this because when I was hired, I had no leadership or management experience. I was hired based off of my work ethic and success as a marketer and account executive for the Kansan. To make up for my lack of leadership experience I went into the CNBAM convention with a goal to soak up as much information as possible. The knowledge I acquired in that short period of time fueled my goals, leadership style and success as manager. In order to fully understand my management philosophy, one must first examine the condition the Kansan was in before I became Manager. The semester before I took over (Spring 2012) was to put it bluntly… a disaster. The staff was unmotivated, disorganized, lacked cohesion, and continually made up excuses blaming others for their mistakes. These problems contributed to the lowest point of the semester. The KU Men's basketball team advanced to the Final Four, and the Ad staff did a very poor job selling into the basketball wrap up section. The staff sold only a few thousand dollars when it could have easily been a huge success. The Kansan organization was headed in the completely wrong direction. The failure and frustrations of the previous semester motivated me to change the culture of the Kansan and get the organization back on track. The spring staff consisted mostly of seniors, expected to graduate that May. Therefore, my first task was to recruit young motivated talent and effectively train them to strengthen and compliment our seniors. After conducting over 50 interviews in one week (while studying for finals), I finally filled the staff roster. The next step was to cram as much knowledge as possible into one week of training. Usually, both the Business Manager and the Sales Manager lead the training seminars for the week. However, the Sales Manager I hired returned home for family issues for the remainder of the semester. Training week was my first time leading, for many of my new colleagues their first time learning within the realm of the Kansan, and ultimately, a new experience for us all. Prior to training week, I knew that I needed to make many drastic changes in order to get the Kansan back on track. I decided the best place to start was with the mindset of the Kansan ad staff employees. I needed both the newly hired employees and the remaining experienced workers to buy into my new system. At the start of training I placed four words in front of the staff, “One Band, One Sound.” I told them that like a band the Kansan is made up of different “instruments” but they all come together and rely on each other to produce one “sound.” If one instrument is out of tune the sound is off but if multiple instruments are out of sync the sound is unbearable. I explained that I wanted each of them to take pride in their work as individuals and be personally accountable. But I also wanted them to realize that their work as a team was just as important. I explained that it was going to take a total team effort to turn this organization around and they had a great opportunity in front of them. Team camaraderie alone would not be enough to right the Kansan ship, each staff member needed to be personally accountable for their work, as this was a trait the previous staff did not possess. I still remember a speech I gave at the start of the semester. I said, “Pretend you work at McDonald’s. If you did not show up to work one day without notifying anyone, you would probably get into trouble with management. If you failed to show up to work for two days in a row without notice, you would most likely be fired. While I realize there is a difference between working for McDonald’s and the Kansan, both are real jobs and should be treated as such.” To emphasize my speech, I implemented a three-strike program for the staff. I would allow each staff member to make three mistakes without repercussions. However, after the third mistake they would lose their monthly bonuses. Mistakes included missing the weekly staff meeting, not

Personal Statement of Management Philosophy 2/2 showing up to work, errors in pricing, advertisements running incorrectly etc. At first, my new approach appeared to be harsh; however, it set the tone and expectations for the semester. After a slow start in June, the ad staff really got into a groove in July with sales increasing by 65 percent. Despite a completely new staff with no previous selling experience and fighting major churn from three of the Kansan’s biggest clients, the ad staff hit quota for the Back to School special section. This section is the biggest publication the Kansan produces each year, accounting for over five percent of our organizations annual revenue alone. Ending the summer semester on a high note was extremely important because the challenge waiting for us in the fall was extremely daunting. The spring semester put the Kansan behind financially and therefore we needed to drastically lower expenses. After examining other student ran publications such as Georgia’s “Red and Black” Kansan management and myself re-evaluated our daily model. I decided to no longer publish a paper on Fridays. My reasoning behind this was that the Friday paper was notoriously our weakest, and many students didn’t attend classes on Friday. In addition to eliminating the Friday paper, The Kansan was no longer publishing the weekly Jayplay magazine. A university journalism class had produced content for Jayplay, yet was no longer an elective offered through the university. In addition, we could not afford to hire new reporters and run the section on our own. Luckily, I was aware of these changes during the summer and had time to compile a strategy to combat them. I proposed that we turn the Thursday paper into a weekend edition that would cover the upcoming weekend events and news. I also created additional special sections and events to create revenue. In addition, I oversaw the redesign of Kansan.com and the Kansan mobile app. To ensure the staff was up for these challenges I created multiple staff incentives. Everyone really enjoyed the healthy competition and especially, the incentive rewards. I dressed up as the NFL commissioner, an 80’s basketball player, and Buddy the Elf for these incentives to generate excitement. The staff responded in tremendous fashion as all of our special section sales increased thanks in part to the momentum gained from the incentives. The weekend edition finished roughly 98% of total revenues to last year’s total revenues for Thursday, Jayplay and the Friday edition combined. Also by not producing a Friday paper or the weekly Jayplay magazine the Kansan cut overhead expenses by five percent. These changes allowed the organization to grow revenue for three out of five months. Had it not been for a significant decrease in national revenue from ad agencies, which was out of our control, we would have hit quota for all five months. During my time as manager, my staff faced adversity on a daily basis: one of our staff members suffered a great tragedy- losing a friend in a car accident, The Kansan had a small controversy with football coach, Charlie Weis, and I myself was very ill for nearly half the semester. Yet we never ran from adversity we embraced it. After all, we were a staff comprised of mostly new hires, led by a manager with no leadership experience, dealing with arguably the most drastic changes in Kansan history. However, we not only survived while dealing with tremendous adversity, we thrived. At the end of the semester we had successful switched to a 4-day model thanks in part to a new and improved weekend edition. We radically improved the look of our digital products due in part to the redesign of Kansan.com and the mobile app. We drastically improved our in-house marketing efforts, lowered Kansan overhead expenses by five percent, and paved the way for future Kansan employees to be successful. All of this was possible because we came together as one band, and performed beautifully to produce one sound. It is a true honor to be nominated as conductor of The University Daily Kansan Band. Thank you and I hope you enjoy our sound. Sincerely, Ross Newton Business Manager The University Daily Kansan (May 2012 – December 2012)

ROSS

NEWTON WORK EXPERIENCE University Daily Kansan ($1.4 million per year student-run media company specializing in print, digital and interactive news products)

Business Manager May 2012 – December 2012 Overcame possible loss of $130,000 in revenue by introducing a new Weekend Edition to compensate for the loss of the Friday paper and weekly entertainment magazine.  Interactively trained and managed more than 50 new account executives, designers, and marketing specialists on sales and marketing best practices  Led staff to selling $418,056 in advertising sales (print/digital)  Led staff to sell $90,679 in advertising sales (print/digital) for June/July  Oversaw the development and launch of the redesign of Kansan.com  Introduced a new “Retro” Special Section  Maintained KU Athletics account Major Account Executive January 2012 – May 2012 • Sold $46,000 and exceeded quota by 130 percent for the semester (top seller for the semester) • Managed over 16 local, regional, and national accounts • Renewed relationship with KU Athletics, increased contract by $11,300 Account Executive August 2011 - December 2011 • Sold $22,000 and exceeded quota by 141 percent for the semester • Top seller for the month of August by $3,000 • Managed over 15 new business and local accounts Marketing & Production Specialist May 2011 – August 2011 • Managed Kansan’s Twitter and Facebook Accounts • Increased Twitter followers by 40 percent in two months • Increased Facebook “likes” by 73 in two months • Worked with Local Businesses for Social media giveaways and promotions • Worked with both Kansan news staff and ad staff to build the newspaper each week • First production team with no errors for the entire summer. 

ADDRESS 14730 W 128th Street Olathe, KS 66062

PHONE 913.706.1727

EMAIL Rnewton@kansan.com

REFERENCES Jon Schlitt Sales and Marketing Advisor University Daily Kansan jschlitt@kansan.com 785-766-6283

EDUCATION University of Kansas Lawrence, KS Bachelor of Journalism with a focus in Strategic Communications Expected Graduation: May 2013

AWARDS Malcolm Gibson General Manager University Daily Kansan Mgibson@kansan.com 785-864-7667 Garrett Lent Gar.p.lent@gmail.com 316-250-4466

• • • • • • •

Voted Best Manager for Kansan ad staff in Fall 2012 Voted Best Overall Sales Person for Kansan ad staff in Fall & Spring Voted Best Major Account Executive for Kansan ad staff in Spring 2012 Voted Best Account Executive for Kansan ad staff in Fall 2011 Voted Best Marketing Specialist for Kansan ad staff in Summer 2011 Voted most “Kansan Pride” for Kansan ad staff in Summer, Fall, and Spring Kansas Jayhawk Community College All-Academic Team 2009

SKILLS Computer: Microsoft Word, Microsoft Excel, Microsoft Powerpoint, C++, HTML, XML, Final Cut Pro, Facebook, Twitter, Instagram, Tweetdeck, Hootsuit, InDesign, Photoshop, Keynote, Pages, Numbers, and Prezi

Appendix -2 With the failure of the previous semester still looming over the Kansan I realized that radical change was needed in many areas. Therefore, everything you are about to read in this appendix is either completely new to the Kansan or has been significantly updated under my management. Job Description: My job was to create successful change while managing 40 full-time students. These students were still learning to prioritize studying, working for the Kansan, working other part-time jobs and internships, and maintaining a social life. I also brainstormed a solution to lower Kansan overhead expenses, increase readership and lower return rates, and improve the Kansan’s financial status by finishing the semester over quota. I did all of this while overseeing the redesign of Kansan.com and the Kansan mobile app. Duties: • Continue handling and managing the vastly important but rather difficult KU Athletics Account • Manage 40 Kansan ad staff employees • Create and manage a weeklong training program • Create and manage weekly staff meetings • Maintain and manage regular Kansan products • Attend Kansan Board Meetings • Create and maintain staff incentives

Training Every semester the Kansan ad staff requires all staff members to attend a weeklong training session. Past training schedules and presentations are usually saved on the Kansan server. Saving training information though has created a trend of never updating information. As a result, recent training sessions have been rather outdated and monotonous. I decided to create my own training schedule based off the needs of my staff. I also went through and updated each training presentation to modernize the information and design. In addition to updating training schedules and presentations I also designed training to be more interactive. I included entertaining videos, required the staff to perform more mock client calls, and conducted teambuilding exercises. Training was not over after the first week. I conducted spontaneous training sessions at staff meetings and via email throughout the semester as I saw necessary.

Appendix -3 Elim inating Jayplay Jayplay was an entertainment magazine that was published every Thursday. In this publication one could find many restaurants and lifestyle type advertisements. A University of Kansas journalism class provided content for Jayplay. This class was recently removed from the Journalism curriculum. Therefore, we had no content to put inside of Jayplay and we could not afford to hire new reporters. As a result we decided to no longer publish this product. Elim inating Friday: The lackluster performance of the previous semester had placed the Kansan organization in a financial debacle. We needed to reduce overhead in order to take a step in the right direction financially. I started brainstorming possible solutions during the summer semester. After researching Georgia’s “Red and Black” I examined the Kansan’s daily model. I spent most of my time studying the Friday publication. What I discovered is that the number of students on campus is drastically less on Friday as compared to all other publishing days. This is because most students do not attend classes on Friday. As a result Friday is the lowest readership day for the Kansan. There is very little advertising in the Friday paper and at times it cost us more money to print than we received in advertising. Consequently, I made the decision to eliminate the Friday paper and focus more attention on the Weekend edition. W eekend Edition: After eliminating the Friday paper and the Jayplay magazine I had succeeded in reducing Kansan overhead. However, those two publications were responsible for over $130,000 in advertising last semester. The Kansan was already behind financially, losing another $130,000 in revenue would devastate the Kansan organization. To avoid such calamity I proposed to transform the Thursday paper into a much larger weekend edition. This publication would have a significantly increased entertainment section to appeal to the loyal Jayplay advertisers. By adding weekend news to the Thursday publication we were able to leave this product inside distribution racks ThursdaySunday. The added shelf life was purposely designed to attract clients who usually advertised on Fridays. At the end of the semester, the weekend edition finished just two percent under the total revenue for Thursday, Friday, and Jayplay combined from last fall at the same time. The weekend edition was the highlight of the semester and has created a bright future for the Kansan organization. However, the weekend edition did not start off as a success. The first week the only difference between the Thursday paper and the weekend edition was a 2x2 color banner on the front page. After numerous meetings of me pleading with the news staff to make changes to their content and design we finally produced an attractive product. A new edgy design and updated entertainment and news content attracted numerous advertisers and readers. 1st Weekend Edition

Updated Weekend Edition

Appendix -4 Kansan.com Kansan.comâ&#x20AC;&#x2122;s design had not been updated in over four years and it showed. The redesign incorporated some of the same design elements while having an overall cleaner and sharper look. The main elements I requested from designer Tim Shedor was that the new website needed more inventory and ad space to allow for future growth in Kansan digital sales. He answered my request by more than doubling Kansan.com ad inventory.

Kansan Mobile App In order to have product synergy we also re-designed the Kansan mobile app to match the re-design of Kansan.com. In addition to a new design the app received new features. We were very fortunate at the University Daily Kansan to have two mobile apps (The Kansan Mobile app and LarryvilleKU.) In order to make marketing efforts easier and reduce confusion I decided to combine the two mobile apps into one. Therefore, the Kansan mobile app now features LarryvilleKU. Which is a geo-tagging map that allows users to view police citations, accident reports, restaurant reviews, bar specials, commercial bargains, local events and news. By adding LarryvilleKU we also added another revenue generator for our mobile app.

Appendix -5 New S Special Section: Retro Section In order to have a chance to reach our semester quota the Kansan ad staff would need help generating some extra revenue. I decided that creating a new special section would be the best way to do this. It just so happened that November 15th was the 100th anniversary of the University Daily Kansan producing daily news in print or online. However, I thought that a special section honoring just the Kansan would not draw many readers or advertisers. So I made the theme of the Retro Section to celebrate the rich history and traditions of the University of Kansas, the city of Lawrence and its businesses, and The University Daily Kansan. The design of the Retro Section was a vintage paper â&#x20AC;&#x153;retro look.â&#x20AC;? The content was comprised of interesting stories about the history of Lawrence, University of Kansas, and the Daily Kansan.

Appendix -6 Improved Marketing Efforts: Another area The University Daily Kansan had been struggling in for many semesters was marketing. The marketing team was unfocused, unorganized, and rarely followed through on their marketing ideas. Readership loyalty was steadily decreasing and my decisions to eliminate Jayplay and the Friday publication were not exactly welcomed the first few weeks. We needed to drastically improve the overall brand image of the Kansan and regain student trust. Therefore it was imperative that I change the persona of the marketing team. I demanded the marketing team have their own weekly meetings to brainstorm with each other marketing ideas and prepare for upcoming weeks. I also had the marketing manager Becca Ross assign each marketing specialist a certain task or responsibility so that multiple tasks were getting done rather than just one idea at a time. Added Distribution In order to improve readership and increase value/revenue in Kansan publications the marketing team added distribution to certain Kansan products. The back to school edition was hung on every single door in all of the dorms and apartment complexes in Lawrence. 4,000 copies of the regular daily paper were handed out before every home basketball game. 3,000 copies of every special section were placed on the doors of apartment complexes in Lawrence. 500 copies of the weekend edition were placed in each guest room of local hotels. Also, 200 copies of the weekend edition were distributed to student houses within a quarter mile of the football stadium before every home football game. More aggressive readership rewards program Another approach the marketing team took to increase readership and improve brand perception, was being more aggressive with the readership rewards program. I had passed along my idea of a â&#x20AC;&#x153;King of the Hillâ&#x20AC;? campaign to the marketing team and they produced a tremendous readership promotion. If students were caught reading the Kansan on campus they would receive some type of prize along with the crown of royalty. That student would also get their picture in the Kansan and shouted out on Kansan social media.

Appendix -7 Increasing Digital Awareness After launching the re-design of Kansan.com and the Kansan mobile app we needed a strong marketing campaign to increase the awareness of our new look products. Otherwise all the hard work that was put into re-designing the Kansan digital products would go unnoticed. The marketing team was more assertive in creating house ads to promote the digital products. As a result Kansan.com impressions increased, and downloads for the Kansan mobile app quadrupled. Kansan.com Kansan Mobile App • Full color 2x3 ads ran in each • Full color ½ page ads ran in each day’s paper day’s paper • Purchased 138 table tents for • Placed Posters inside of campus all the tables at the Kansas busses Union • Place posters around campus • Moved LarryvilleKU onto the • Kansan.com mouse pads at every mobile app computer in all of the libraries on campus • LarryvilleKU • Purchased 5,000 drink coasters to be used in local bars and restaurants • Purchased 7,000 wristbands to be used at bars/nightclubs • Created window decals to be placed in the front of participating businesses’ windows • Full page and half page print ad campaigns • Posters placed all throughout campus • Front page interactive digital ads on Kansan.com Planning Events I also pushed marketing members to search local businesses in Lawrence who might be interested to co-host events. As a result the marketing team successfully partnered with Dr. Lenahan and The Cave to host a Homecoming event and a Retro Party that went along with the new Retro Section.

Appendix -8 Incentives: With a multitude of Kansan products it was easy for the staff not to be motivated to sell the special sections. So I created these special incentives to create/generate excitement, buzz, and energy in the staff to increase revenue in the special sections. New Business Incentive: “The New Biz Draft” The goal of the “New Biz Draft” was to generate sales for businesses that have never run with the Kansan or haven’t run anything within a calendar year. With the NFL draft still fresh in my mind I came up with a new business incentive draft. I tried to create the incentive to resemble the NFL draft as much as possible. First I challenged the marketing specialists to “scout” as many new businesses as they could and rate them from 1-5 stars. The marketing specialist who found the most new businesses was rewarded with $50. I then took all 280 businesses the marketing team found and placed them into one large spreadsheet. The second step of the incentive was to hold the actual draft. The account executives thought they were walking into a regular staff meeting. To their surprise they were walking into “Radio City Music Hall” where they had assigned seats with their name and NFL team logo. They were handed the spreadsheet of businesses with ten minutes to look over their potential picks. Each account executive could draft ten businesses and had 60 seconds per round to choose. To add to the excitement I wore a full suit to play the role of the NFL commissioner. Jon Schlitt the sales and marketing advisor for the Kansan also wore a suit to play the role of “Draft Advisor.” Jon provided commentary after each pick to help the marketing specialist and account executive with ideas to approach each business. The Incentive resulted in a very enthusiastic staff, which led to many new sales that otherwise would not have been made.

Appendix -9 Holiday Incentive: Toward the end of the semester Kansan staff members tend to carry around more stress and they are typically less productive. Their classes are more difficult and the pressure of working for the Kansan starts to take its toll. Therefore, I decided to end the year with one more incentive to pick up staff morale and to increase productivity. I called it the “Holiday Incentive” since it was around Christmas time the name was relevant. The rules were simple: If you completed a task that I had written out, you would receive a slip with your name on it. At the end of the semester you would be able to place your slip(s) in a drawing for a chance to win up to eight prizes. I created the tasks by position on staff. To ensure the incentive was fair each position had the same amount of tasks with the same level of difficulty. Each task benefited the Kansan in some way or another. For example, a task I assigned the account executives was to break their personal quota. The more tasks they completed, the more slips they received, and the more slips they received, the higher the probability of winning a prize. Some of the prizes available were Beats by Dre Studio Headphones, a basketball autographed by the men’s basketball team, a $100 Visa gift card etc… The incentive was a huge success. It kept the entire staff focused, created healthy competition, and generated tremendous excitement in the office when it usually would have been rather somber. During the drawing I created even more excitement by dressing as Buddy the Elf. The staff really enjoyed it.

Appendix -10 M otivation: As Business Manager I really wanted to show my staff that I recognized their hard work and that I appreciated them. So I was creative in some of my ways to motivate them and show I had noticed them. For example, in some of the all-staff emails I would send out, I would mention someone who had recently done something that I liked. I also would include an inspirational quote or photo in the e-mails just in case someone was having a bad day. Em ployee of the m onth house ad: I wanted to give credit to those who were working hard. The ad in the paper was my way of thanking those who went above and beyond. It also inspired the staff to go the extra mile. New Business Friday: Because we did not publish a paper on Fridays I needed to motivate people to show up to work on Friday and not start their weekend early. Therefore, every Friday morning we started a new business challenge. It was something different every week but whomever got the most new business meetings or sales would receive some type of prize. This increased office attendance and productivity on Fridays. Helpfulness: I was in the office everyday even while fighting severe illness. I was usually the first one in the office and the last to leave. At the staff awards ceremony I was voted to have the most “Kansan Pride” and “most likely to pull an all-nighter in the office.” I was dedicated to help make the staff members’ jobs as easy as possible. That was in my mind when I created sales sheets, organized incentives and designed staff meetings.

I dressed up as a “Retro” basketball player at the staff meeting for the Retro Section.

Staff m eetings: In the previous semester staff meetings were extremely time consuming, unorganized, and unfocused. This resulted in the staff either not showing up or not paying attention. I desperately wanted to change this. I started by shortening the meetings to 45 minutes. I made new presentations with humorous pictures and videos. I made sure to limit the topics I covered to around five or six. I discovered the more information I tried to cram into one meeting the less the staff took away from it.