Gabriella Hoffman
Sales Representative
436 Moore Hall • Mt. Pleasant, MI 48859 (989) 774-3493 • advertising@cm-life.com
CENTRAL MICHIGAN UNIVERSITY
Letter of Rec. 1
Letter of Rec. 2
PERSONAL PHILOSOPHY Appendix
Resume
Job Description
Goal & Revenue
New Business & GROWTH
Work Examples 1
Work Examples 2
Awards
January 25, 2014 Dear CNBAM Judges: It is with great pleasure that I write this letter of recommendation for Gabriella Hoffman for CNBAM’s 2014 Sales Representative of the Year. I have had the honor to work with Gabriella and watch her grow over this first year and a half on the advertising staff of Central Michigan Life. As an account executive, Gabriella believes in relationship sales. She never goes in for the kill, but instead takes the time to learn about each of her clients. Her considerate nature and her love of people immediately earns their trust, and helps her gain a clear understanding of their likes and dislikes. Gabriella also studies her advertisers’ customers and works to develop advertising messages that will bring her clients results. Gabriella’s calm nature, positive attitude and creative approaches make her a great advertising representative and ambassador for Central Michigan Life. As an account executive, Gabriella is invested in learning and growing to be the best possible account executive. In her first year as a representative at CM Life she eagerly signed up to attend CNBAM 2013 convention, paying her own airfare in order to go. She also attended the CNBAM Student Ad Manager conference this past summer. It is her willingness to strive to be better that sets her apart from many other sales representatives on our team. She isn’t here for the line on her resume, she wants to be part of the legacy. Gabriella’s other strengths include her strong organizational, customer service and creative skills. These abilities have lead to a high success rate in developing new accounts and making sales. Gabriella is also a strong advocate of the “paper route” theory. The “paper route” is taken from the old term “milk route”. We believe a consistent presence with our clients is crucial in developing sales. Gabriella has established a daily “paper route” that she uses to maintain this presence. Each publishing day she targets a certain account list, uses the “paper delivery” as an opportunity to say “Hi” to the client and start a conversation. The customer becomes accustomed to seeing her at a certain time each week, and is ready to spend time with Gabriella. Gabriella utilizes this time with the client to find out what is going on at their business and talk about what CM Life is working on. This comfortable approach to the sales process makes the client more receptive to trying new ideas. Gabriella is constantly recognized by her peers as well. In her first year on staff she won numerous awards from her managers or fellow staff members. Gabriella has won the “Most Ads Sold” in the months of January and February 2013;” Encouraging Executive of the Month” in September 2012; and “Advertising Representative of the Month” for November and December 2012. At our annual banquet in April 2013, Gabriella was chosen “Best New Advertising Representative” by the advertising managers and professional staff for her outstanding improvement over the year. Central Michigan Life is truly fortunate to have Gabriella on our staff, and even more fortunate to have her with us for another two years. Gabriella will continue to set the bar for future account executives to reach. I believe Gabriella Hoffman is an excellent choice for CNBAM’s 2014 Sales Representative of the Year. She demonstrates all of the qualities of an excellent salesperson and leader on the sales floor. It is my honor to nominate her for this prestigious award. Sincerely,
Kathleen Simon Kathleen Simon Assistant Director, Student Publications Central Michigan University
436 Moore Hall • Mt. Pleasant, MI 48859 (989) 774-3493 • advertising@cm-life.com
CENTRAL MICHIGAN UNIVERSITY
Letter of Rec. 1
Letter of Rec. 2
PERSONAL PHILOSOPHY Appendix
Resume
Job Description
Goal & Revenue
New Business & GROWTH
Work Examples 1
Work Examples 2
Awards
December 4, 2013 Dear Selection Committee, I am writing to recommend Gabriella Hoffman for the honor of CNBAM’s Sales Representative of the year. I have had the pleasure of working with Gabriella throughout the fall semester on advertising for Country Place Apartments. During this time, she has helped Country Place increase sales by creating updated advertising to help capture the traffic at Central Michigan University. I am a fairly new Property Manager and having her help with our advertising needs was a huge relief. She made recommendations to revamp our current ad, making it more attractive and also sold us additional advertising that has already proven to boost sales. She presented us with multiple options and communicated the benefits, describing which options would best fit our needs. Gabriella was very easy to work with and was able to provide us with the perfect advertising package that worked for our target market, as well as within our budget. Our time spent working on this project showed how knowledgeable, dedicated and hardworking she truly is. I highly recommend Gabriella; she is a great example of what an advertising representative should be. Sincerely,
Sara Priesman Sara Priesman Property Manager Country Place Apartments
436 Moore Hall • Mt. Pleasant, MI 48859 (989) 774-3493 • advertising@cm-life.com
CENTRAL MICHIGAN UNIVERSITY
Letter of Rec. 1
Letter of Rec. 2
PERSONAL PHILOSOPHY
Appendix
Resume Job Description
Goal & Revenue
New Business & Work Examples 1 GROWTH
Work Examples 2
Awards
Dear CNBAM Judges, Thank you for taking the time to review my application for Sales Representative of the Year. It would be a great honor to receive this recognition. I appreciate the opportunity to highlight my experiences and successes at Central Michigan Life. Working at CM Life is truly a pleasure and has provided exceptional experience in the field of advertising and sales. My Central Michigan Life journey began in the spring of 2012 when I was hired as an Account Executive. I was excited to begin at CM Life and had high aspirations to work with a team of highly motivated account executives and become an integral part of this team. The positive CM Life atmosphere is contageous. I immediately fell in love with my new position at CM Life and quickly became interested in a leadership role. Day in and day out, I am giving 110% and constantly pushing myself to achieve this goal. Through my hard work and dedication, Central Michigan Life quickly became second nature to my everyday routine. Right away, I was given a large account list containing all the churches in the Mount Pleasant area. I can still remember being fairly overwhelmed with the length of my list. However after just a few weeks, I had established rapport with the clients and was pleased to feel at ease meeting with them on a weekly basis. In addition, I was able to fall back on my hometown Parish Council experience in relating to my clients. Since I have become so eager to succeed, my managers assigned me with my favorite challenges I have faced thus far at CM Life. I can clearly remember the day when I came into the office and my manager told me that because of my hard work, I was assigned a cold call. It was Central Michigan Rehab, a physical therapy rehabilitation center. I was anxious to take on this client, but was ready to tackle this challenge. Going into the first meeting, I was hopeful that CM Life would be able to provide value to Central Michigan Rehab. I properly prepared for the first meeting, researched the business, checked CM Life’s records for any past advertising, and put together a sample media kit to leave with the client. I presented it to the client and learned they desired a two-day per week run schedule for the next several months. Leaving the meeting, I assured the client that CM Life would bring excellent value to their business because we reach the student market most effectively. During the initial meeting, I also mentioned I would work on pricing and several ad designs. A follow-up meeting was scheduled for four days later. At this meeting, the client was pleased with the various ad designs my team of graphic designers created. I also showed various pricing options to my client and made sure they all fell within the budget they had originally expressed to me. The very next publication day, Central Michigan Rehab was running a 3x4 ad in full color. I was able to use my sales techniques and provide excellent value to the client with this successful call. I am grateful that my managers trusted me to take on this cold call because now I am confident that I can create and pitch similar campaigns to not only current clients, but cold calls as well. Learning the importance of frequent, meaningful, and personal interaction with each client has tremendously shaped my success at CM Life and it is one of my favorite aspects of my job. The personal interaction has become more and more important as I have been able to develop relationships and have been able to bring value to various businesses with all of the media options available at CM Life. I strive to build a personal relationship with each client while diligently working on their advertising campaigns and understanding the nature of their business. Providing value to each client in a way that is understandable to them and within their budget is a sales technique that is extremely important to be successful as an account executive. One of the most important techniques that helps me build such strong relationships with my clients is my daily “paper route”. Through this paper route, I am able to visit each client at least once a week, if not more. Every time one of my client has an ad running, I make sure to take them a copy of that edition’s paper the day it runs. This gives me the opportunity to talk to my client about their advertisement as well as building a more personal relationship. In addition to helping build strong relationships, my paper route helps me manage the time demands of a sales territory as well as my full class load. The CM Life paper route became
436 Moore Hall • Mt. Pleasant, MI 48859 (989) 774-3493 • advertising@cm-life.com
CENTRAL MICHIGAN UNIVERSITY
Letter of Rec. 1
Letter of Rec. 2
PERSONAL PHILOSOPHY
Appendix
Resume Job Description
Goal & Revenue
New Business & GROWTH
Work Examples 1
Work Examples 2
Awards
my daily routine very quickly after starting this job. Each day, I write down a plan for the following day including my class schedule and what clients must be seen. This on-going routine keeps me accessible to all my clients each week on a set schedule. They are excited to see me and are open and receptive to my presentations. In addition, this constant routine makes it very easy for me to write down the clients visited on my call log for my advertising adviser and manager to review at the end of the week. This is an excellent way for me to track my progress with clients. Keeping this record of my client interaction is beneficial to ensure I am working my territory to the best of my ability and to ensure each client is being seen on a regular basis. When this occurs, mutual success, for both myself and my client’s business transpires. This mutual success provides a return on investment for the client as well as an increase in advertising sales to help me achieve my revenue goals. Central Michigan Life has been an excellent place to work. The experience I have received at CM Life has exceeded my highest expectations. The skills acquired while at this job are like none other and I am extremely thankful for this experience. Taking the chance to apply to work at CM Life is one of the great decisions I have made during my college career. It has truly changed my life in ways nothing else could. The skills of advertising and sales, which I have learned and developed through this job will carry over into my future career. Each day, I look forward to coming into the office and going out to visit clients. I am proud to be employed through CM Life and am grateful to have an opportunity to improve the operations of CM Life. My co-workers have become some of my best friends, I enjoy being in the office and am in the office more than I am in my apartment on any given week. The CM Life office has become my home away from home, I enjoy spending countless hours in the office with each members of the excellent staff. In our office, we have a saying “bleeding CM Life”. To “bleed CM Life” means to put forth your greatest effort possible, going beyond the job expectations, while positively promoting CM Life. I came into this job and strived to “bleed CM Life”; I believe I have accomplished this every day over the past year and a half. CM Life has provided the opportunity for me to perform with dedication, commitment and confidence. I feel that these attributes have helped me develop into an outstanding account executive. Beyond my experience with Central Michigan Life, the CNBAM organization has provided me with great opportunities to grow and become successful in advertising sales. Having attended the 2013 CNBAM conference and the 2013 Student Ad Managers Conference I have been able to expand my knowledge in the field and gain excellent training to improve my performance at CM Life. The additional training provided by the CNBAM conference was monumental in my growth within my career at CM Life. I would like to thank you once again for taking the time to review my application. Sincerely,
Gabriella Hoffman Gabriella Hoffman Advertising Account Executive Central Michigan Life Central Michigan University
436 Moore Hall • Mt. Pleasant, MI 48859 (989) 774-3493 • advertising@cm-life.com
CENTRAL MICHIGAN UNIVERSITY
Letter of Rec. 1
Letter of Rec. 2
PERSONAL PHILOSOPHY
Appendix
Resume Job Description
Goal & Revenue
New Business & GROWTH
Work Examples 1
Work Examples 2
Awards
Appendix 1. Resume 2. Job Description 3. Goals & Revenue 4. New Business & Growth 5. Work Examples 6. Awards
436 Moore Hall • Mt. Pleasant, MI 48859 (989) 774-3493 • advertising@cm-life.com
CENTRAL MICHIGAN UNIVERSITY
Letter of Rec. 1
Letter of Rec. 2
PERSONAL PHILOSOPHY Appendix
Resume
Job Description Goal & Revenue
Gabriella Hoffman
New Business & GROWTH
Work Examples 1
4697 Pinehaven Drive Saginaw, Michigan 48638 989.274.0490 hoffm1gc@cmich.edu
Education
Bachelor’s Degree of Applied Arts Central Michigan University August 2011-Present Major: Integrative Public Relations Minor: Advertising Expected graduation May 2015
Employment
Central Michigan Life Advertising Manager May 2013-Present Mount Pleasant, Mich. Maintain accounts in the Mount Pleasant area, with the use of sales techniques, including presentations and campaigns Oversee client accounts averaging a total of $9,000.00 per month Coordinate sales activities to increase overall office revenue Manage a team of three Account Executives to promote advertising revenue Calculate monthly goals and revenue, both team and individual, of $50,000+ Empower office members to meet monthly sales goals while fostering team work and positive client relationships Central Michigan Life Account Executive April 2012-April 2013 Mount Pleasant, Mich. Manage approximately 30 advertising accounts Meet monthy goals averaging a total of $4,000 per month Design advertisements to best meet clients’ needs and budget Strive to achieve personal, team, and office goals Interact with clients to build lasting and valuable relationships Promoted to Advertising Manager MacDonald Broadcasting Sales Assistant May 2013-August 2013 Saginaw, Mich. Assisted the sales team with daily client management, including phone and email communication Prepared promotional materials to positively display MacDonald Broadcasting Produced sales flyers to gain advertising revenue Worked with the public relations department to plan and facilitate events
Professional Experience
PR Central May 2012-Present Mount Pleasant, Mich. Account Executive: Journalism Digital Discovery Coordinate bi-weekly group meetings Communicate with all members to ensure progress towards group goals Create marketing pieces to reach target audience of high school juniors and seniors MacDonald Broadcasting May 2012-August 2012 Saginaw, Mich. General Sales Manager Job Shadow Assisted with on location radio broadcasts Promoted radio contests to listeners Met with clients to discuss radio advertising
Awards
Central Michigan Life September 2012-May 2013 Encouraging Executive: September Advertising Representative of the Month: November and December Most Ads Sold: January and February Best New Advertising Representative of the Year
Work Examples 2
Awards
Letter of Rec. 1
Letter of Rec. 2
PERSONAL PHILOSOPHY Appendix
Resume
Job Description
Goal & Revenue
New Business & GROWTH
Work Examples 1
Work Examples 2
Awards
Account Executive Job Description The job description of an account executive at Central Michigan Life is to work to the best of your ability and positively promote, introduce, and sell the various media options of CM Life to the Central Michigan marketing area. An Account executive’s primary goal is to increase advertising sales in the executive’s given territory. Advertising Account Executive are required to perform the following tasks: 1. Use the sales method to pitch and sell advertising to business owners in the community 2. Meet with clients regularly to discuss various advertisements to best fit the client’s needs 3. Deliver papers to all clients on each publication day (M, W ,F) 4. Design spec ads to meet client’s needs 5. Prospect for new accounts in the area to potentially increase advertising dollars. 6.Track progress of sales to be reported to the manager on a weekly basis, while working towards a monthly advertising goal 7. Ensure each ad has been proofed by the client before the publication deadline 8. Meeting all space and artwork deadlines 9. Complete necessary paperwork with the proper computer data entry for each ad 10. Plan advertising campaigns with clients to receive a return on investment 11. Attend weekly sales and team meetings By completing the tasks listed above, account executives gain knowledge and experience in the field of advertising and sales. Personal growth as an account executive will transpire as well. Central Michigan Life will see growth throughout the executive’s market territory if executed properly.
436 Moore Hall • Mt. Pleasant, MI 48859 (989) 774-3493 • advertising@cm-life.com
CENTRAL MICHIGAN UNIVERSITY
Letter of Rec. 1
Letter of Rec. 2
PERSONAL PHILOSOPHY Appendix
Resume
Job Description
Goal & Revenue
New Business & Work Examples 1 GROWTH
Work Examples 2
Awards
Goals and Revenue
Month
Goal
Revenue
%Made
January February
$3,222.47
$2,403.11
75%
$2,487.70
$2,575.72
103%
March
$1,638.50
$2,833.10
173%
April/May
$3,371.78
$3,643.51
108%
August/September
$15,271.73
$11,291.26
October
$6,850.10
$7,544.31
110%
November/December
$14,817.51
$18,429.82
124%
74%
TOTAL YEAR GOAL: $47,659.79 TOTAL YEAR REVENUE: $48,720.83 TOTAL % MADE: 102%
436 Moore Hall • Mt. Pleasant, MI 48859 (989) 774-3493 • advertising@cm-life.com
CENTRAL MICHIGAN UNIVERSITY
Letter of Rec. 1
Letter of Rec. 2
PERSONAL PHILOSOPHY Appendix
Resume
Job Description
Goal & Revenue
New Business & Work Examples 1 GROWTH
Work Examples 2
Awards
New Business & Growth
NEW ACCOUNTS ACQUIRED
Revenue Earned
Central Michigan Rehabilitation, LLC
$2,913.75
The Plate Boutique
$625.00
The Grove Apartments
$6,620.00
Organization of Women Leaders
$311.25
BUSINESS GROWTH
Revenue 2012
Revenue 2013
Papa’s Pumpkin Patch
$1,061.10
$1,092.00
St. Mary’s University Parish
$0.00
$660.00
Country Place Apartments
$467.00
$2,535.00
436 Moore Hall • Mt. Pleasant, MI 48859 (989) 774-3493 • advertising@cm-life.com
CENTRAL MICHIGAN UNIVERSITY
Letter of Rec. 1
Letter of Rec. 2
PERSONAL PHILOSOPHY Appendix
Resume
Job Description
Goal & Revenue
New Business & GROWTH
Work Examples 1
Work Examples 2
Awards
St. Mary’s University Parish This campaign positively displayed the effectiveness of frequency. Father Denis presented this idea to me and I was delighted to begin working on a campaign with him. This was something very different for him; typically the client ran infrequent Religious Corner liners. The uniqueness of the photos presented in the ads were well received by students across campus because of the recognizable faces. The use of black and white only added to the uniqueness and drama of the ads. The consistent design promoted brand awareness and in total the campaign brought in $400.00 in new revenue. The client was pleased with the outcome of this campaign in achieving their goal to increase Mass attendance during the Lenten season.
436 Moore Hall • Mt. Pleasant, MI 48859 (989) 774-3493 • advertising@cm-life.com
CENTRAL MICHIGAN UNIVERSITY
Letter of Rec. 1
Letter of Rec. 2
PERSONAL PHILOSOPHY Appendix
Resume
Job Description
Goal & Revenue
New Business & GROWTH
Work Examples 1
Work Examples 2
Awards
Papa’s Pumpkin Patch In September of 2013, I met with Papa’s Pumpkin Patch to discuss a new plan for their fall advertising. The owner of Papa’s Pumpkin Patch proposed the idea to update and reimagine the ad campaign for the upcoming autumn season. I was delighted to learn that he wished for a new series of creative ads. I took this opportunity to design a new image for his business. With this new opportunity I thought of a new look incorporating a new cartoon pumpkin, to give Papa’s Pumpkin Patch a fresh and creative look. The ads that I presented to the client were well received and the owner was pleased. In addition to the new ad design, the client was also willing to invest more money into advertising with CM Life. Continuing, the innovative ad shape was something new for Papa’s Pumpkin Patch, and they agreed to give it a try; this made a great statement in the paper the day before Halloween. Overall, Papa’s Pumpkin Patch was thrilled with the outcome of their fall 2013 campaign.
436 Moore Hall • Mt. Pleasant, MI 48859 (989) 774-3493 • advertising@cm-life.com
CENTRAL MICHIGAN UNIVERSITY
Letter of Rec. 1
Letter of Rec. 2
PERSONAL PHILOSOPHY Appendix
Resume
Job Description
Goal & Revenue
New Business & GROWTH
Work Examples 1
Work Examples 2
Awards
Awards In the course of my employment at CM Life, I have been recognized with the following awards for my excellence as an account executive. Through my hard work and dedication, I have earned these awards, which symbolize the importance and significance of my responsibility to my clients, my supervisor and my team.
MOST
:
ADS
SOLD
CM Life Presents
GABRIELLA HOFFMAN as ad rep of the month for
Advertising Manager
March 1, 2013
Date
Kathleen Simon
Assistant Student Director
:
as Advertising Executive of the month for
January/February
Becca Baiers
Advertising Executive of the Month CM Life Presents GABRIELLA HOFFMAN November/December
Becca Baiers
March 1, 2013
Advertising Manager
Date
December 10, 2012
Date
Kathleen Simon Assistant Student Director
December 10, 2012
Date
Best New Encouraging Advertising EXECUTIVE Rep of the Month CM Life Presents CM Life Presents GABRIELLA HOFFMAN GABRIELLA HOFFMAN :
:
as Best New Advertising Representative for
2012-2013 Becca Baiers
Advertising Manager
April 20, 2013
Date
Kathleen Simon Assistant Student Director
April 20, 2013
Date
as Encouraging Executive of the month for
September
Becca Baiers
Advertising Manager
October 1, 2012
Date
Kathleen Simon Assistant Student Director
October 1, 2012
Date
436 Moore Hall • Mt. Pleasant, MI 48859 (989) 774-3493 • advertising@cm-life.com
CENTRAL MICHIGAN UNIVERSITY