Kin•et•ic•ology ™: MARKETING GROUP
n 1. The science of setting business in motion.
C I T Y B R E W
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K A M P G R O U N D S O F A M E R I C A
MEDIA: billboards, magazine Ads, flyers, seasonal newsletters, Rack cards SERVICES PROVIDED: creative development, copy writing, graphic design, media placement.
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ERE. H N I T T U B R U O GET YAND YOUR PECS. AND YOUR ABS. Fitness rt-- at Granite ery body pa body--and ev eat. ing for every rking Up A Sw eth Wo som rt s Sta re’ s. The Excuse Stop Making
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If you build it…
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W W W . G R A N I T E B I L L I N G S . C O M B, Billings, MT 3838 Avenue 406.294.5040 billings.com www.granite
FIND OUT WHY 90% OF THE PEOPLE WHO VISIT OUR CLUB JOIN OUR CLUB.
B, Billings, MT 3838 Avenue 406.294.5040 billings.com www.granite
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Proud Spon sor and Of fic ial Health Club of
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3838 Avenue B, Billings, MT 406.294.5040 www.granitebillings.com
ite is a dre
am come tru Come in tod e. ay to lea rn why 90% of people who the visi t our club join our club.
• Wa tch you r favorite tea m on our hig tech cardio hequipment ’s personal TV’s . • Lift weight s, swi m laps, shoot hoops choose from or ove r 100 wee kly classes tha t fit you r schedu le, inte rest s & goa ls. • Great sum me r kids fitn ess and swi mm ing pro grams!
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G R A N I T E
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W W W . G R
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F I T N E S S
406.294.5040 / 3838 Avenue B, Billings, MT
w w w . g r a n i t e b i l l i n g s . c o m
MEDIA: Direct mail, T-shirts, flyers, billboards, Advertisements SERVICES PROVIDED: marketing strategy, creative development, branding, copy writing, graphic design, tv production, media placement, public relations.
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E B I L L I N G S . C O M
K OO ConďŹ dential Controlled Distribution, Internal Use Only.
OK BO AY PL
KODAK NEXPR Digital Produc ESS S3000 tion Color Pres vs. s HP INDIGO 55 00 Digital Press
OUTPERFORM. OUT BOX. OUTSELL.
ConďŹ dential Con
trolled Distribu
tion, Internal Use
Only.
ConďŹ dential Controlled Distribution, Internal Use Only.
4
Remind your prospect the most proďŹ table applications are longer run variable jobs that are on-going and predictable. The more of this type of work they do, the more they will derive from Kodak’s speed, automation and productivity. Point 2 - How many print providers run 1- or 2-color work on their 6-color presses and expect to stay in business? HP sells their 1 color digital capability as a big advantage. If a print provider is running that much b/w work, there is more cost effective equipment for that purpose. It is your job to keep your prospect’s eye on the most proďŹ table digital applications for them. Point 3 - Additional products and services and proďŹ tability are what’s top of mind for print providers, and the importance of quality must be measured and balanced.* Your job is to demonstrate Kodak’s value proposition which clearly points to more revenue and higher proďŹ tability than HP’s claim to better quality. HP leans heavily on the print provider’s sense of the importance of being offset-like, however, being offsetlike also has limitations which we will address in detail throughout this Playbook. They include: Â’ 2`gW\U bW[S Â’ >WQYW\U O\R P`WQYW\U Â’ 1][[]RWbg ^`WQW\U Â’ Ab]QY ^S`T]`[O\QS WaacSa Â’ 1]Z]` 4ORS
*Summary of survey taken from Kodak’s Road Show
I’m a winner each and every time
I go into the ring. ConďŹ dential Controlled Distribution - Internal Use Only.
COLOR QUALITY
Whether conventional, digital, or a combination of the two, print remains a powerful medium that inuences people in mass marketing, 1:1, and cross media. Kodak’s innovative solutions, tools, professional and business development services help print providers integrate these converging mediums to drive proďŹ table business growth in ways that HP can not.
OUTPERFORM . OUT BOX. OUTSELL. HP talks a great deal about image quality because they don’t want to talk about productivity, application exibility or true proďŹ tability. With digital print there is more money to be made with an emphasis on the application and service provided than with offset like printing. (We deal with this speciďŹ cally in the segment brochures). Eliminating HP’s stand about their perceived quality advantage is to demonstrate the combination of Kodak’s superior work ow, automation, quality and throughput, and what that means to that speciďŹ c prospect’s business model. HP focuses on the quality that comes out of the press, but end users do not receive work directly from the press. They get it delivered in the mail, packed and unpacked from boxes, handed out at trade shows, etc. Ask your prospect to survey HP customers to ďŹ nd out how many lost end-customers, not because the samples were bad, but because the product delivered to the end-customer was. HP loves to talk about how pretty their output is, but HP output can’t stand up to the real-world performance of NexPress Press output.
-George Foreman
5
Point 1 - Each additional color on the Indigo Press is an additional click charge and an additional pass through the press, reducing productivity by 20% per color. NexPress Press runs at the same speed regardless of the number of colors.
K O D A K
Point 2 - Indigo Press must be run at 67% speed to produce its highest quality in 6/c at 50% higher click, 18
MEDIA: sales folder & booklets SERVICES PROVIDED: creative development and graphic design
plus the cost of ink, and additional cost of UV coating or lamination. Ask your prospects, “Are you able to charge that much more for digital work to offset that decrease in speed and productivity?� Using the light magenta and light cyan for photo applications, how will it look in six months when the album has faded on their coffee table? Point 3 – Color matching - it is no wonder why HP offers PMS colors. According to the IPA study, NexPress Press matches Pantone colors between 50-65% more accurately than the HP Indigo 5500. In an on-demand world, which one looks better on your prospects’ bottom line?
Within the page - RIT had the same color targets on various parts of the sheet. There was a 3 to 7 delta e variation within the page. Throughout the run - RIT monitored the same color targets over the span of a 1000 sheet run. There was a 3 to 11 delta e variation between the start and end of the press run. The point is that HP has a real issue about color consistency. It is not just from reprint to reprint, or from job to job, it is within the run, on the sheet of any job. [SEE ADDENDUM PAGE 27 - CHARTS 8 AND 9]
I’ve seen Dempsey ďŹ ght
Point 4 – Creative exibility - Aside from the cost, smell, and productivity issues, UV coaters are ood coaters. All direct mail and other heavily used output from an HP will have to have the glossy look regardless of the design. Kodak knows that quality must be exible on ConďŹ denti Contr many substrates and applications, andalwe can olled protect Distribution, Intern al Use Only. without glossing. We can produce three-dimensional images that almost jump off the page without a ood coating, in addition to watermarks and other applications that are more impactful, if not more than any PMS color. Point 5 - Color Uniformity - According to RIT’s independent study of color uniformity, the Indigo 5500 showed signiďŹ cant variation within the page and throughout the run. What does that mean? A 4 delta e variation is visible to the naked eye. This test was based on a run of 1000 sheets. ConďŹ dential Controlled Distribution - Internal Use Only.
and I was impressed with his
TKO
Point 1 - Conventional print providers, based on their size, focus on make ready and press speed. The goal is to print as many jobs per shift as possible to reduce the impact that ďŹ xed costs have on each job. For example, most print providers do not run their rated speed, but rather ďŹ nd the best balance of quality and production. Here, Indigo Presses are more like offset than NexPress Presses because to increase the color gamut (6 color) and perceived print quality of Hexichrome or PMS colors (5 color), the Indigo Press will run 67% to 80%
of its rated speed (57% to 67% with null cycle). We are different here, whether 4 or 5/c, our offset class quality always runs at our rated speed.
Point 4 - The other major distinction that you will need to drive home to your prospects will be the tremendous value Kodak brings to the manufacturing and workow process around the NexPress Press. In this Playbook we will discuss in further detail how variables like print speed, adhesion issues, scuffing, software, and other inherent variables directly impact your businesses’ productivity, customer’s satisfaction, and proďŹ tability, and how Kodak’s commitment to a seamless and integrated workow consistently outmatches HP.
TKO
HP boasts that the Indigo Press is “just like offsetâ€?. They push hard on their print attributes that are easy for print providers to understand, such as how the Indigo Press uses the same offset transfer process from blanket to sheet, liquid inks that reduce toner build up and the utilization of PMS colors. They emphasize that their digital solution is the simplest transition from conventional to digital sales and proďŹ tability. Kodak believes that the paradigm of digital should represent a new way of printing that complements and augments offset – not merely mimics it – as part of our new value proposition. We think under various conditions and circumstances, our digital print is better than offset. Kodak is continuously automating workow to drive productivity and proďŹ t in an integrated system that affects the entire press room. What does offset-like mean? The fact is offset quality is commodity priced. As you will see in the “roundsâ€? to come there are no “knock outâ€? punches. Our strategy is about well thought out and executed combinations of reliability, throughput, cost of ownership and image quality that has us stand out from HP’s offering.
PRODUCT PHILOSOPHY
lack of knowledge.
-Gene Tunney All customers are looking for impact. Kodak’s impact is providing more and more visually unique and quality based solutions now and into the future. For example, our Kodak NexPress Intelligent Dimensional Dry Inks leverages the strength of three-dimensional images to improve recall and response. Most importantly, digital printing is a business and image quality is just one factor in the health of that business. Productivity, uptime and cost efficiency, especially on multiple colors, are also key issues, and Kodak NexPress Press easily outperforms Indigo Press on every one. 19
dream
consulting
dream
consulting RU S S C H E R RY
D R E A M
1 3 0 2 2 4 t h S t re e t We s t # 1 5 3 Billings, MT 59102-3861 • 866.709.6660
W W W. D R E A M B I G C O N S U LT. C O M
B I G
MEDIA: Logo, business card, Letterhead, Website, informational Packet SERVICES PROVIDED: marketing strategy, creative development, branding, copy writing, graphic design, media placement, public relations.
FACILITATION Today people are starting to look more and more for wellness and healing options that address the entire person. Most businesses can similarly treat an ailing corporate culture by looking beyond the business.
“I CONNECT
Russ guides you to the steps which will: •
engage others
“A NEW PHILOSOPHY, a new way
•
enlist aid
of life, is not given for nothing. It has
•
energize operations
to be paid dearly for and only acquired
Barking orders, crunching numbers, measuring the bottom line - while all these
with much patience and great effort.”
with people
so they can
elements have a place in managing a business,
reconnect
they leave something out: the human element.
Fyodor Dostoevsky
Russ knows the absolute necessity of a
with your
motivated workforce to create a healthy company culture. Using of-the-minute business trends as benchmarks, he acts like a corporate psychological therapist. You know the business solutions, he knows the people solutions.
BUSINESS GOALS.”
With assistance from Russ, any business can go from simply surviving to thriving.
Russ Cherry
www.dreambigconsult.com
“Sight is weak and PERCEPTION is STRONG. . .
CHARISMATIC KEYNOTE
MEET RUSS CHERRY PEOPLE Russ Cherry has excelled in the people industry for over 12 years, calling himself “a teacher at heart.” Drawing from his own business experience, Russ knows first-hand the value of synthesizing company objectives into daily behaviors that yield measurable results. ENGAGE Logging 75,000 air miles per quarter, he travels nationwide connecting with thousands of people each year. From entry level positions to executive management, Russ aims to help each person recognize and maximize their individual potential.
“Using powerful principles as
undeniable as
GRAVITY,
Russ Cherry connects with 10,000 people each year through: •
Keynote addresses
• •
One-on-one and group coaching Cherry Skills Russ training and development
•
Facilitation among internal groups
ACHIEVEMENTS Russ earned his Bachelor of Arts in Speech Communication from Montana State University. “The Russ also holds Master Trainer distinction from Achieve Global, an international skills training and consulting firm.
“An
When it comes to keynote addresses, Russ harnesses the power of communication. Unlike many keynote speakers, Russ customizes his content for each audience. Telling the hard truth and asking the tough questions, Russ creates an unforgettable presence that is totally relevant and unique EMPOWERED to each audience.
organization
Using his extraordinary life experiences as and springboard, he takes the opportunity individuals haveof speaking before a captive audience to remind people what it feels like to the knowledge, be great.
is one inboth which anchor
skill, desire, and By blending
business
personal
emotional currents, he gives people:
to personally • Cause to pause I can show
succeed.” • Reason to reflect • Stephen Covey
people how to
DREAM only way to BIG.”
BETTER A BUSINESS Russ Cherry
is by BETTERING the
Motivation to move forward
Since many people experience a profound connection during his addresses, following the lecture, Russ makes himself available to answer questions and accept feedback. To foster and fortify employees’ newfound tools, follow-up engagements with Russ are also beneficial.
INDIVIDUAL. I help them see how great they can be” Russ Cherry
www.dreambigconsult.com
and
anecdotes and mixing hard-line facts with OPPORTUNITY
www.dreambigconsult.com
uss takes “Russ the PULSE of the group and ADAPTS accordingly, creating a safe environment that brings out people’s
BEST.” Bruce Whittenberg Executive Director Leadership Montana
G R A I N S O F M O N T A N A
MEDIA: billboards, menus, Wall Posters, interior signage SERVICES PROVIDED: marketing strategy, creative development, branding, graphic design, media placement.
legacy smiles
legacy smiles
Dr. Michael W. Stuart, D.D.S.
L E G A C Y
legacy smiles
1537 Avenue D Billings, MT 59102 406.248.2669 WWW.LEGACYSMILES.COM
S M I L E S
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MEDIA: Logo, business card & Letterhead, Website SERVICES PROVIDED: marketing strategy, creative development, branding, copy writing, graphic design, media placement, public relations.
LASER SKIN THERAPIES CoolGlide Vein Therapy Tiny spider veins, deep blue leg veins, blood blisters and port wine stains are now treatable—regardless of skin tone.
LASER SKIN T HERAPI
There is no need to find ways to hide spider veins on your face, neck, arms or legs anymore. With CoolGlide Vein Therapy, pulses of light cause the blood within the vein to coagulate. The vessel is eventually destroyed and blood flow is redirected to veins that are deeper within the skin’s surface and are no longer visible. For those with hemangioma, port wine stains or other vascular lesions will also be amazed at the results that a single CoolGlide session can bring.*
ES
Titan Laser Tr eatments An excellent cho ice for tightening your jawline, chin Imagine ProWave Laser Hair Removal tightening , forehead, abd your
*If you know a child or an adult with a congenital vascular lesion or unsightly brown birthmark, ask about our charitable work in this field.
G.M. C
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IPL.te Da skin arerkm new where fad nin len R ueLig andshort, Rbe in e, Ju Byou leav enil! dyour g, len.R o ing fa Our mission is to help you look and your very best—in to very best you. c p sk z e thefeel e o with li o il e c n sh d ill rt lo nat eil is ility. icine,cat also is clea ents e. s m wonder e Mo wine We hoio the c rer, heathlthi stains es her tim Be su anadne. xCpoenrt fully spnit. the M ntana Me member o o-dire e beresand foar spa dic ontan a medical an resalon. f We are not Advanced Laser Center is, first and practice. aebeauty to te sisulte ato childor t a may b alWe ar cto im withforemost, a mo al Associa the Ameri ren an d servic es lltoyou tionspbroeving th r of Rocknd mos e team e heand unta can Aexpect when tion an should r fam d aduundergo My staff and I have the skills, expertise training that patients they ins,our r y tr c t g e ad e M ily. fr lt in d Adv liv exclu ing snow at cieon s. my of ndges nait in Ma es of her ountain anced eresearched sk any medical procedure like those offered here. As a physician, I iin have personally each of the sive g, pla nald vfaasc y, and pat Life S Family Me yingtheir uppand dic miluylar le we ients. products and techniques we utilize to evaluate their effectiveness, ensure safety, that they golf an in ort verify e , si th w in in d ten e theons suilclhbe nis, te Obstetric Montana are scientifically and medically appropriate for our patients. Boze asgin t s. In Acad achin o man em g, vac he area atto ioning r free tim y of Family Our laser technicians are fully certified, and we have registered and licensed practical nurses on staff e, she M at the 2520 17th St W Suite 204 • Billings, MT 59102 • 406.252.0022 enjoy edicine, o make certain that you are safe and comfortable at all times. c 252 e 0 an s hik h St W Suite 204 www.billingsadvancedlaser.com and sp 252017t • Billings, MT endin ing in 17 ww illithng 2w.b Stsad 591 g tim Our products and services are the advanced and the best Wtechnologically 02very ww van • 406 Suitced 25w52.b .25available. e 17limost 2.0022 Advanced e 20las com 200il th in 4 •er. Stad ww Bill Laser Center is one of theww few offi ces the U.S.—and the only one in this area—to offer the complete Wva 7nthgs in .b1il gs n ww S , ce M lingSst W uite d2laser. T 59 .biunmatched 10 line of Cutera lasers, which have an reputation for fast, safe and effective results. 0 2 co a 4 llin dvSau • 406.25 nitceed • Billinm gsa 2. 00 22 va n 20la 4s r.c gs, MT 5 We believe that our patients are special andddeserve cedto •eB 9102 il om • 406 be well taken care of. We want to make sure that youlaser.clings, M .252.0 om T 59 0 22 feel comfortable whenever you visit and know that we 102 • 40 value you as a client. If at any time you have questions 6.25 2.00 about one of our procedures, please do not hesitate to 22 ask me, one of our nurses or one of our estheticians. We would be happy to help in any way.
OLLIN
BIO
NEW
S
A D V A N C E D
WELCOME
I truly am excited to have the opportunity to work with you and to help you achieve your goals. Again, welcome to Advanced Laser Center.
L A S E R
Dr. Julie Hugelen Reil
Julie Hugelen Reil, M.D.
C E N T E R
2520 17th St. W Suite 204 • Billings, MT 59102 406.252.0022 • 866.252.0022 • fax 406.245.1228 www.billingsadvancedlaser.com
MEDIA: Personal invite & Website, business card, collateral SERVICES PROVIDED: marketing strategy, creative development, branding, copy writing, graphic design, media placement, public relations.
2520 17th St W Suite 204 • Billings, MT 59102 • 406.252.0022 www.billingsadvancedlaser.com
B A X T E R M E A D O W S
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R O C K Y M O U N T A I N H E A L T H
Clay Fosjord Director of Operations cfosjord@rmhn.org Direct 406.555.5555
P 406.238.6066 F 406.238.6068 Toll Free 1.866.275.7646 www.rmhn.org 315 N. 25th Street • Suite 201 Billings, MT 59101
N E T W O R K
P 406.238.6066 • F 406.238.6068 • Toll Free 1.866.275.7646 315 N. 25th Street • Suite 201 • Billings, MT 59101 www.rmhn.org
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O. NEW ENZ T O P C H E F. . U N E M NEW
t 5 910 2 billings, m erg lane, 15 0 2 r e h b
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chef james honaker and staff invite you to experience
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exclusively at
wednesday nights beginning at five sample four delightfully unique appetizers perfectly paired with two selections from BE’s extensive wine list
just BE
B I S T R O
N A K ER JA M ES H O ne r/C he f Ow
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lan e 1502 rehbe rg 102 billin gs, mt 59 51.09 99 off ice 40 6.6 res na n.n et bis tro en zo @b
Owner/Chef
1502 rehberg lane billings, mt 59102 office 406.651.0999 bistroenzo@bresnan.net
E N Z O S
MEDIA: banner, business cards, Direct mail, Wine & beverage menu SERVICES PROVIDED: marketing strategy, creative development, branding, copy writing, graphic design, media placement, public relations.
B I S T RO EN ZO
3024 2nd Ave N, Billings, MT 59101 t XXX HPPEFBSUINPOUBOB DPN
BORN: WEIGHT: PARENTS: WHERE: STATS:
EGG #3011
June 16, 2008 2.3 ounces Mrs. Cluckington and Glennis Rath aka “The Egg Lady� Billings, Montana High in Omega-3 Fatty Acids. Chemical and hormone free. Destined to be used in an amazing spinach omelet.
DO YOU KNOW WHERE YOUR FOOD COMES FROM? WE DO. GET FRESH AND GO LOCAL AT GOOD EARTH MARKET.
G O O D
BUY LOCAL
ere Do you know wh do. es from? We your food com and Go Local at Get Fresh . ket Good Earth Mar
SANDWICH #21 CREATED: 3 minutes ago HEIGHT: 3.2�
E A R T H
01 Billings, MT 591 3024 2nd Ave N,259-2622 (406) ontana.com thm ear ood w.g ww
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www.goodearthmontana.com
BIRTHPLACE: Good Earth Deli STATS: Thick-sliced turkey,
fresh organic veggies and delicious, natural cheese piled high on Stella’s all-grain bread. Destined to be lip-smacking history in mere moments.
DO YOU KNOW WHERE YOUR FOOD COMES FROM? WE DO. GET FRESH—AND GET LUNCH—AT GOOD EARTH MARKET.
M A R K E T
MEDIA: Advertising and signage SERVICES PROVIDED: marketing strategy, creative development, branding, copy writing, graphic design, media placement, public relations (Pro Bono Client).