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To Whom It May Concern, It is my pleasure to nominate Amber VanOrman for College Newspapers Business and Advertising Manager’s Student Sales Representative of the Year. Amber has worked as an ad representative, what the Daily Titan calls account executive, for the past year-and-a-half, beginning in the summer of 2009. I have worked with Amber on a number of levels since she’s been with the Daily Titan. When Amber first began at the Daily Titan she was a little timid when it came to making sales calls, but as the weeks passed she proved she was a force to be reckoned with. Amber excelled in making sales as well as handling customer service issues. She was recently promoted to the Assistant Director of Advertising position and is on track to take over the Advertising Department once I graduate in May. Amber has gone above and beyond her call of duty to service the Daily Titan. She has also taken on the challenge of organizing fundraisers to help raise money so more of the advertising staff is able to attend CNBAM and have the same experience she had at last year’s conference. Amber has been awarded Employee of the Month, Cold-Call All Star and Sales Person of the Semester countless times. Not only does Amber have a great attitude, but she is also a great sales person. Her strategy to make sales is one that I have never seen or come across. Amber has had extremely high sales goals and has beaten those goals repeatedly, setting an example for new AEs in the office. She is super friendly and always follows up with her clients on a daily basis. I always get phone calls from clients complimenting on Amber’s attitude, presence and overall skill set as an AE. Sincerely, Adrian Gaitan Advertising Sales Director Daily Titan California State University Fullerton


_____________________L.A.  Computer  Company______________________    

                      January  21,  2011             TO  WHOM  IT  MAY  CONCERN:       Amber  VanOrman  has  been  our  Account  Executive  for  our  advertisements  in   the  Daily  Titan  since  August  2010.    She  met  with  us  and  showed  us  several  options   as  to  how  we  could  increase  our  business  by  advertising  in  The  Daily  Titan   newspaper.    She  helped  us  get  the  most  out  of  our  limited  budget  and  we  were  able   to  stretch  our  dollars  to  enable  us  to  commit  to  an  entire  year  of  advertising.    By   balancing  the  school  schedule  and  timing  when  printing  would  take  place,  she   enabled  us  to  maximize  our  viewing  time  in  the  paper.    This  is  paramount  since  we   really  wanted  to  “be  seen”  as  often  as  possible  yet  our  budget  was  thin.    Many  other   advertising  venues  aren’t  willing  to  go  that  extra  mile  to  fit  our  needs.    Amber  did   that  and  never  made  us  feel  pressured  or  pushed  into  anything  we  weren’t  willing  to   do.    She  always  showed  the  upmost  respect,  returning  phone  calls  and  emails  in  an   extremely  timely  fashion.         In  a  nutshell,  she  set  up  a  plan  for  us  that  fit  our  needs  perfectly!    Amber’s   professionalism  in  her  industry  is  very  clear  and  her  enthusiasm  tells  me  she  really   enjoys  what  she  is  doing.        Kudos  for  doing  a  great  job!    

 

 

 

 

 

 

 

Sincerely,  

     

     

     

     

     

     

     

Robin  Motiwalla   Marketing  Manager   L.A.  Computer  Company  

               

2993  E.  White  Star  Ave.,  Anaheim,  CA  92806  P714-­630-­8200  F714-­630-­8280  


.

Personal Selling Philosophy: At the age of 15 I decided what I wanted my career to be for the rest of my life. My means of discovering this may have been unconventional but my passion proves my ways worked. I discovered my love for Advertising while watching a movie on ABC Family, there was a woman who had a relatively minor role and she was a brand manager for an advertising agency. Shortly after watching the movie and with no real knowledge of the advertising industry I told my parents that I wanted to be in advertising. I did a bit of research here and there about what I was getting myself into but nothing could have changed my mind at this point. When it came time to apply for college I was the only person in my group of friend who knew exactly what I wanted to do with my life. I chose to come to Cal State University, Fullerton because of the amazing Advertising Communications major it offered and it close proximity to home, San Diego. I made my journey to CSUF in the fall of 2007 as the only student from my high school, and I would not have had it any other way. The fact that I did not know anyone to begin with really helped me to focus on my work and make friends who were interested in what I am interested in. Currently at Cal State University, Fullerton I am surrounded by my amazing group of friends, most of which are advertising majors and just as passionate as me. As of 2009, I am active member of the Ad Club and I plan to run for office in the club next semester. I have to say that the one thing that helped me the most in college has been my participation in The Daily Titan Newspaper. I started my time at The Daily Titan in the fall of 2009 as a rather shy individual who just knew she wanted to get involved in the campus and be a part of anything that had to do with advertising. My Advertising Manager Adrian Gaitan took a big chance on me and I feel like I have made him and my Professor Advisor Robert Safe proud. I started out as an Account Executive and won multiple awards in my 3 semesters including Most Improved, Top Sales, Salesperson of the Semester and Best Media Sales Semester. Currently I am the Assistant Advertising Sales Director and I am training to take over as Advertising Sales Director in May. I becoming Ads director my goal in college and I did everything in my power to make that happen. I can confidently say that I am ready and excited to be the Advertising Sales Director.


Based on my sales numbers I was nominated for the position as Director and I would like to take a moment to discuss my achievements with sales and how I increased my numbers. In the fall of 2009, my first semester, I will admit I had a lot to learn and my sales reflected it. I made a small total of only $1, 291.21 and it was obvious I was in need of a little more training. At this time I took the initiative to ask my peers to listen to me on the phone and come with me on walk-ups to let me know what they think I could do better. This worked to an extent. During my second semester my sales increased to $8,371.31. This increase is due to my knowledge of how to handle different personalities and my memorized knowledge of our media kit. I found that the more I memorized from the media kit, the better I could tell my clients what would work best for them. I learned that the client has no idea what they want; I have to tell them what hey want based on the research I have conducted on their business and my knowledge of their target market. It was at this time that I learned how to put together advertising plans. I began to send my clients plans that I think would work for them based on the budget they would let me know they had. If I could not get a budget from the client I would send them three plans, one with a small budget, one with a medium budget and one with a large budget and then alter them by what the client would respond to. Coming off of a large increase the semester before and my first trip to CNBAM following semester was amazing. I went from $8,371.31 to $23,867.16 and I can attribute the majority of my increase to my experience at CNBAM. I used each and every seminar to my advantage and participated in any question and answer and any role-playing. My current selling philosophy is this, no client will renew if you do not find the correct plan for them that not only works with their business but with their budget as well. Each plan I put together must focus on the benefits the client wants from their advertising. Through my advertising education I have learned the importance of reach and exposure and I use those to help my clients. For example, I put together a plan for a company called L.A Computer Company for their Iphone screen repair service. I found that people whose Iphone screen breaks with go to the first place they see that will repair it. So, for this particular plan we needed to focus on exposure, we needed the ad to be out as much as possible because if the ad is not out on the particular day that a students screen breaks, they will probably go somewhere else because it is not fresh in their mind. We decided that we would set a plan that will put ads through the entire academic year; we switched up the size and placement of the ads to maximize the response with a somewhat small budget. Overall, the client has received excellent response and she still has an entire semester of advertising scheduled! In my time at The Daily Titan I have learned so much about what I can achieve and myself. I have great hopes and ambitions for the future and I can attribute a great amount of that to my experience with The Daily Titan. Thank for considering me for Sales Representative of the Semester!


Advertising Account Executive Goal: Maintain existing clients and introduce new ones to the multiple advertising opportunities we offer. Work closely with clients to supply the best possible form of promotion for their business. Job description: Weekly responsibilities include following up with existing and previous clients to ensure their satisfaction. A minimum of 30 cold calls and seven face-to-face meetings with customers each week. Professionalism is key at all times is while maintaining a positive attitude. Weekly Duties: 1). Communication with clients: email, phone calls, fax, etc. 2). Scheduling ad run dates. 3). Collecting insertion orders along with payment. 4). Meeting with face-to-face with clients and researching potential clients to visit for the week. 5). Communicating with production team about ad revisions, new builds, or concepts. 6). Sending tear sheets to clients who ran for the week along with invoices and receipts. 7). Following up with clients from the previous week to see if there were any questions or concerns. 8). When needed, mentoring new members of the staff in contacting clients, billing, suggesting advertising optios, etc. Hours: Monday through Friday, 15 hours required. Sales meetings are scheduled on Fridays at 12:30 pm. All employees must attend. * Some weekends are required when workshops or Daily Titan events are scheduled.


Amber VanOrman 3240 Quartz Lane H-15, Fullerton, CA 92831

Key Attributes

(858) 699-4108 Avanorman@dailytitan.com

Excellent listener, outstanding team leader, easy to get along with, unbeatable organizational skills, goal oriented, passionate.

Employment 2009 – Present

Assistant Director of Advertising/ Account Executive The Daily Titan Newspaper Fullerton, CA *Promoted to Assistant Director Fall 2010 *Most improved sales Fall 2009 *Salesperson of the semester Spring 2010 *Recognized for media bundling *Major clients- Archstone Apartments, UCR Graduate School, Fullerton Chamber of Commerce, Angel’s baseball, Anaheim Ducks

2007 - Present Part-Time Sales Representative American Eagle Outfitters San Diego/Brea, CA *Opened the most credit cards 6 months in a row *Certified Denim Expert *Organizational Manager- handling marketing and floor set organization

2004 - 2009

Full Time Sales Manager Pacific Sunwear San Diego, CA *Worked from seasonal sales representative to full time sales manager *Made weekly and monthly sales goals and pushed my team to meet them *Led a team with an “everyone has equal say” attitude *Handled customer service issues with many compliments called into corporate by satisfied customers *Top sales increase, Back to School 2009

Education

B.A In Progress – California State University, Fullerton *Advertising Major *Ad Club Member 2008-Present

High School Diploma – University City High School *Team Captain-Varsity Water Polo, Varsity Swim Team *Advanced Placement Classes (History, English, Science)

Additional

College Newspaper Business & Advertising Manager Convention- Attended CNBAM 2010 with The Daily Titan Newspaper

References

All professional and character references available upon request


Printed: 1/27/11 9:27 AM

Page 1 of 3

The Daily Titan Summary Statistics

Criteria: date >= 1/1/09 and date <= 12/31/09 and rep = VanOrman, Amber

Display Ad Summary By Customer Type Customer Category

Customer Type

Charge

Local

Local

Space

Advertisers

%

19 100.0%

Ad Dates

%

91 100.0%

Inches

%

1,437.5 100.0%

Dollars

%

$11,624.64 126.1%

Color

2

10.5%

3

3.3%

27.0

1.9%

$0.00

0.0%

Other

1

5.3%

2

2.2%

63.0

4.4%

($502.74)

-5.5%

Discount

7

36.8%

21

23.1%

510.0

35.5%

($1,905.79)

-20.7%

Position

3

15.8%

10

11.0%

84.0

5.8%

$0.00

0.0%

Totals for Customer Category Local

19 100.0%

91 100.0%

1,437.5 100.0%

$9,216.11 100.0%

Grand Totals

19 100.0%

91 100.0%

1,437.5 100.0%

$9,216.11 100.0%

* Items in italics are included in the values for ad space.


Printed: 1/27/11 9:27 AM

Page 2 of 3

The Daily Titan Summary Statistics

Criteria: date >= 1/1/09 and date <= 12/31/09 and rep = VanOrman, Amber

Display Ad Paid vs. Unpaid Analysis Ad Type

Charge

Make Good Paid Ads

Totals for all Ad Types

* Items in italics are included in the values for ad space.

Advertisers

%

Ad Dates

%

Inches

%

Dollars

%

Space

2

9.5%

2

2.2%

28.0

1.9%

$0.00

0.0%

Space

19

90.5%

89

97.8%

1,409.5

98.1%

Color

1

4.8%

2

2.2%

15.0

1.0%

$0.00

0.0%

Other

1

4.8%

2

2.2%

63.0

4.4%

($502.74)

-5.5%

Discount

7

33.3%

21

23.1%

510.0

35.5%

($1,905.79)

-20.7%

Position

2

9.5%

9

9.9%

72.0

5.0%

$0.00

0.0%

21 100.0%

91 100.0%

1,437.5 100.0%

$11,624.64 126.1%

$9,216.11 100.0%


Printed: 1/27/11 9:27 AM

The Daily Titan Summary Statistics

Criteria: date >= 1/1/09 and date <= 12/31/09 and rep = VanOrman, Amber

* Items in italics are included in the values for ad space.

Page 3 of 3


Printed: 1/27/11 9:27 AM

Page 1 of 3

The Daily Titan Summary Statistics

Criteria: date >= 1/1/10 and date <= 12/31/10 and rep = VanOrman, Amber

Display Ad Summary By Customer Type Customer Category

Customer Type

Charge

Local

Local

Space

Advertisers

%

24 100.0%

Ad Dates

%

86 100.0%

Inches

%

Dollars

%

989.5 100.0%

$8,428.33

86.3%

Color

1

4.2%

1

1.2%

30.0

3.0%

$300.00

3.1%

Other

1

4.2%

1

1.2%

8.0

0.8%

($63.84)

-0.7%

Discount

1

4.2%

4

4.7%

48.0

4.9%

($97.03)

-1.0%

Position

4

16.7%

18

20.9%

176.0

17.8%

$1,200.00

12.3%

Totals for Customer Category Local

24 100.0%

86 100.0%

989.5 100.0%

$9,767.46 100.0%

Grand Totals

24 100.0%

86 100.0%

989.5 100.0%

$9,767.46 100.0%

* Items in italics are included in the values for ad space.


Printed: 1/27/11 9:27 AM

Page 2 of 3

The Daily Titan Summary Statistics

Criteria: date >= 1/1/10 and date <= 12/31/10 and rep = VanOrman, Amber

Display Ad Paid vs. Unpaid Analysis Ad Type

Charge

Make Good Paid Ads

Totals for all Ad Types

* Items in italics are included in the values for ad space.

Advertisers

%

Ad Dates

%

Inches

%

Dollars

%

Space

1

4.0%

1

1.2%

6.0

0.6%

$0.00

0.0%

Space

24

96.0%

85

98.8%

983.5

99.4%

$8,428.33

86.3%

Color

1

4.0%

1

1.2%

30.0

3.0%

$300.00

3.1%

Other

1

4.0%

1

1.2%

8.0

0.8%

($63.84)

-0.7%

Discount

1

4.0%

4

4.7%

48.0

4.9%

($97.03)

-1.0%

Position

4

16.0%

18

20.9%

176.0

17.8%

$1,200.00

12.3%

25 100.0%

86 100.0%

989.5 100.0%

$9,767.46 100.0%


Printed: 1/27/11 9:27 AM

The Daily Titan Summary Statistics

Criteria: date >= 1/1/10 and date <= 12/31/10 and rep = VanOrman, Amber

* Items in italics are included in the values for ad space.

Page 3 of 3


!""# $%&'()*+"

Central Michigan Life Newspaper


Riverwood Resort and Golf 1313 E. Broomfield Rd. Mt. Pleasant, MI 48858 989-772-5726 

























www.riverwoodresort.com

January
21,
2011
 
 To:
College
Newspaper
Business
&
Advertising
Managers
Assoc.
 We
here
at
Riverwood
would
like
to
highly
recommend
Anne
Magidsohn
for
this
 esteemed
honor.

It
has
been
our
pleasure
to
work
closely
with
Anne
from
Central
 Michigan
Life
newspaper.
 Anne
is
always
on
time
for
appointments.

She
understands
thoroughly
the
 concepts
we
try
to
convey
in
our
ads,
and
makes
suggestions
to
better
improve
 our
ad
quality.

Anne
knows
what
will
appeal
to
the
readers
of
CMLife
because
 she
herself
is
a
student
at
the
university;
this
knowledge
is
a
huge
asset
to
us
and
I
 am
sure
to
the
other
accounts
she
represents.
 Based
on
Anne’s
professional
attitude,
communication
skills,
and
attention
to
 details,
I
would
not
hesitate
to
recommend
her
to
any
business
seeking
an
 advertising
representative
to
effectively
aid
their
organization
through
 advertisements.
 
 Sincerely,



Terri Sommerville
 Terri
Sommerville,
Riverwood
Resort



Dear CNBAM Judges: First and foremost, allow me to thank you for going over my statement of my sales philosophy and entry for being Sales Representative of the Year at the Central Michigan Life Newspaper. I know there are mass amounts of applicants, and I sincerely appreciate your time and consideration. In September of 2009, I joined this wonderful team of Advertising Executives with little experience at selling. The most sales experience I brought to the table was from my waitressing job at Ruby Tuesday, which may seem to be a completely different experience than selling ads. In reality, I’ve come to learn that the main goal is very much the same. In order to sell, you must be able to make connections on personal, and still professional, levels. Central Michigan Life Newspaper has offered me an experience in sales and advertising that I cannot receive anywhere else. From my classes, Ruby Tuesday, and most definitely the newspaper, I’ve obtained skills and knowledge that have allowed me to prepare this philosophy in sales. In all of my marketing classes here at CMU, I’ve come to realize the most important thing in marketing and sales is that research must be done. It poses as the top priority because without it, you won’t be able to understand your client, target market, and other aspects that are crucial in the world of advertising sales. Before meeting with a client for the first time, I make sure I’ve done my research – how the client works, their likes and dislikes, WHO the client is selling to, and what they are selling. Other information is gathered as well such as their budget and what ads they have run in the past, if any, with Central Michigan Life Newspaper. By gathering this data, I am able to understand who my client is before I meet with them. This ensures that I am able to ask and answer the correct questions, and the client feels confident in relying on an advertising representative who knows her stuff. Always be prepared with information is key, and I am passionate about gathering information to not only just “make a sale” but to help my clients strive in their businesses through advertising. Another top priority in sales is to always make that connection with the client. As stated before, in order to sell anything, a connection must be made. Working at Ruby Tuesday has opened my eyes to understand this concept – while I’m serving guests for dinner, I make a conscience effort to always make a connection to ensure they feel comfortable and trusting that I will guide them in the right direction by giving them an enjoyable experience. This, to me, is the same when it comes to working with my clients. I’ve formed great relationships with a number of clients during my time as an advertising representative, and I strive to maintain those relationships with all of my clientele. For instance, I have sustained a relationship with one of my favorite clients from a local pizza place called The Grotto. I did my research in order to understand their target market to be CMU Students, and even though they were an up-and-coming business with a tight budget, I helped come up with ways to reach their market through a number of promotional aspects with the newspaper. We started with


the crossword sponsor as their constant promotion to be recognized in our issue everyday. In order to have The Grotto be the crossword sponsor, I came up with designs and got my client to become excited about the opportunity to being this sponsor everyday for an entire school year. The Grotto also attended a number of events CM-Life has held such as our Wares Fair event and Football Tailgates that allowed them to promote their business directly to their target market – the students. By showing them the great exposure these events would bring them, I was able to make more CMU Students aware of this newer pizza place, increasing their business throughout the year. Another relationship I’ve maintained would be with Riverwood Resort and Golf. They’ve been a client with CM-Life for many years, and being able to create monthly advertisements for their bowling center and golf course, I’ve helped to keep this business a popular one to their customers. It also takes a creative mind and drive in order to be an advertising sales representative. Throughout my time at CM-Life I’ve created campaigns, ad designs, and plenty of sales pitches with fresh ideas for my clients. You’ve got to think outside of the box in order to not only come up with effective ads, but to be able to sell them to clients as well. As an advertising representative, I’ve come up with ideas for clients to guarantee that they’ve caught the attention of their market. Without creativity, there would never be a competitive advantage. My work and dedication to clients is never ending. Just because one ad is sold does not mean that my work is complete. Being able to follow up and discuss the success and effectiveness on that specific ad is what gives my clients the ability to trust me. It shows that I care more about how their business is doing rather than just making sure I make revenue for the month. This allows my clients to take into consideration the ideas I have for promotions that help their businesses strive in the long run. I try to come up with numerous campaigns for each client in order to make sure they are successful. It’s crucial for my clients to understand the number of ways to promote their business, whether it’s through online advertising, advertisements in the newspaper, and outside events and posters. To conclude, my philosophy is simple – in order to sell and maintain sales, you must understand what, why, and to whom a client is trying to sell to themselves. This way, my sales are made, and my clients are striving in business. Dedicating my time and passion to creativity in the business world and being a part of the Central Michigan Life Newspaper staff has been a great honor and still is. I’ve recently moved up to Advertising Manager which began this month, and I look forward to striving in every way possible not only as a new manager, but as a sales rep. Thank you again for this opportunity to be the best that I can be. Sincerely, Anne Magidsohn - Central Michigan Life Newspaper


Appendix: 1. Resume of Anne Magidsohn 2. Description of Duties 3. Sales Records of Revenue 4. Advertising Examples 5. Outstanding Awards


ANNE
MAGIDSOHN
 


Current
Address:
 
 
 
 4075
S.
Isabella
Rd.
Apt
TT10

 
 Mount
Pleasant,
MI
48858
 
 
 (810)
919‐7742
magid1ae@cmich.edu



 
 
 



 
 
 



 
 
 


Permanent
Address:
 6219
Meadowwood
Ln.
 Grand
Blanc,
MI
48439
 (810)
694‐5548



 OBJECTIVE:

To
work
in
sales
and
advertising
upon
graduation.
 
 EDUCATION
 
 CENTRAL
MICHIGAN
UNIVERSITY
‐
Mount
Pleasant,
Michigan
 
 Bachelors
of
Science
in
Business
Administration


































ETA
Grad:

May
2012
 
 Major:

Marketing
 
 Minor:

General
Business,
Art
 
 GPA:

3.2/4.0
 
 WORK
EXPERIENCE
 
 
 
 
 CENTRAL
MICHIGAN
LIFE
NEWSPAPER
 
 
 
 
 
 Advertising
Manager


















 
 
 
 
 
 









1/2011‐present
 • Managing
a
team
of
advertising
executives
 • Design
sign
advertisements
with
advertising
clients
 • Keep
records
of
sales
and
revenue
goals
 
 Advertising
Executive

 
 
 
 
 
 
 








9/2009‐12/2010
 • Created
sales
pitches
for
current
advertising
specials
 • Maintained
relationships
with
advertising
clients
 
 RUBY
TUESDAY,
Mount
Pleasant/Flint,
Michigan
 
 
 
 










3/2006‐present
 Wait
Staff
 • Present
a
professional
atmosphere
at
each
table
 • Create
an
enjoyable
experience
for
guests
 • Responsibly
balance
shift
server
report
 
 AWARDS/EXTRA
CURRICULARS
 
 • National
Society
of
Collegiate
Scholars
 
 
 
 






















Jan‐2009
 • Dean’s
List
–
Central
Michigan
University
 
 
 
 






















Jan‐2009

 • Awarded
3rd
place
–
Grand
Blanc
High
School
Art
Contest

 
 




















May‐2009
 • Honor
Roll

 
 
 
 
 
 
 















Jan‐2003/May‐2007
 • Lunch
Buddies
Mentor/Coordinator
 
 
 






























Sept‐2009/present
 • Michigan
Merit
Award
 • MEAP
Scholarship
 
 Microsoft
Office



Artistically
Creative



Teamwork



Customer
Service
 
 References available upon request 


Description of an Account Executive The basic function of an Advertising Account Executive at Central Michigan Life Newspaper is to introduce the paper around the marketing area to businesses, organizations, and advertising clientele. An executive is to do this through a number of sales techniques and by bringing advertising opportunities to them through the publication. The primary goal is to increase advertising sales in the executive’s territory. Specifically speaking, and advertising account executive is to perform a number of tasks in order to achieve the basic function: • • • • • • • • • •

Maintain contact with all clients from their list on a weekly basis Search for new clients to target Use sales techniques to persuade clients to place ads in CM-Life Make return calls to clients who say no & come up with ideas for them to say yes Give and explain the rate card, media kit, and other advertising opportunities to clients Create effective advertisements Showing proof of advertisements to clients as well as receiving payment Service walk-in clients, faxing information, handing phone inquiries Research the market throughout the territory Attend weekly group and individual sales meetings with managers

By completing all of the above tasks, an advertising account executive can bring business to the publication and gain experience in the field of sales and advertising. Maintaining a position at CM-Life allows for growth of an executive as well as the growth of the publication throughout the marketing territory. This position is definitely a timely position, but in return, an extremely rewarding one.


Anne
Magidsohn
‐
2010
Revenue
Numbers
 Month


Goal


January
 February
 March
 April/May
 August/September
 October
 November/December


Sales Records of Revenue:


 $1,324.90

 
 $1,043.30

 
 $2,189.16

 
 $1,501.64

 
 $8,335.62

 
 $5,160.59

 
 $9,701.40



Revenue

 %
of
Goal
Exceeded
 
$1,730.25



3.05%



$1,410.00



3.35%



$2,597.00



1.86%



$2,187.50



4.56%



$7,645.41



‐8.30%



$6,355.55



23.20%



$10,615.56



8.61%


New Clients Gained: •

So Fine Hair Salon

CMU College of Business Administration

CMU Women’s Studies

Beauti Control


Advertising Examples:


Outstanding Awards:

â&#x20AC;Š


January 20, 2010

Dear CNBAM Judges: You’ve heard the old cliché, “good things come in small packages”, right? Well, take that cliché, change the words good to great and small to 4’10”, and you have Anne Magidsohn. In a recent sales contest she took on the alias: Agent “Midget”son. But, normally, we just call her Annie. I have had the pleasure to work closely with Annie on the advertising staff of Central Michigan Life for the last year and a half. During this time, I have found her to be one of the best advertising representatives we have ever had. Having made that bold statement, you would think I was talking about her strength in terms of revenue produced. In fact, revenue is only one component of what makes a salesperson outstanding. Success in sales requires the ability of balance. A great sales person knows how to balance the needs of her employer, while balancing the needs of the customer. This balance is what makes it a win-win situation for both. Another old cliché, I know, but it is true.

cm-life.com

Annie has that balance. Annie is a student of relationship sales. She doesn’t go in for the kill. Instead, Annie takes the time to learn each of her clients likes and dislikes. She studies her advertisers’ customers and works to develop advertising messages that will bring her businesses results. Annie also works to match up each of her accounts with the appropriate special packages, pages or sections CM LIFE offers during any given month. Annie won’t pitch every thing to every advertiser, instead she looks for the “right fit”. This careful evaluation of each of her customers, matching their goals with our products, assures Annie of long-term sales because of the trust she has earned. Because of Annie’s balance, those long-term sales equate to monthly goals almost always met. If only we all had an office of “Annies”, we would never have to worry about those pesky goals! Annie’s relationship approach is not reserved for just her top accounts either. Annie works this hard for all her customers, even those who may only run once a semester or year. What Annie hasn’t included for you in this package is her first semester’s account list in the fall of 2009. It consisted of many small accounts, with little history of advertising. But, Annie was a quick study, and in that first 436 Moore Hall, Central Michigan University, Mount Pleasant, MI 48859 PHONE: (989) 774-3493 FAX: (989) 774-7804 EMAIL: advertising@cm-life.com


semester she quickly established a “milk route” and faithfully followed a schedule each week. Each account was seen face-to-face. Many times, it did not even include a sales attempt. Annie’s hope was to develop a relationship with each customer that eventually would bring them the confidence to trust her and try advertising in CMLIFE. Not all of them were easy and not all of them bought anything, but she always went back on the next scheduled appointment or routine day, determined to win them over. Of the successes she did have with these clients, it was because of her positive attitude and inability to give up. Annie had success with these smaller accounts by going back when most representatives would have given up. Annie’s efforts were recognized by the managers and rewarded in the spring 2010 semester with a bigger account list. Annie’s success using relationship sales techniques are shown in her attached appendix. Through her “constant” efforts she showed solid gains in her territory (11.2% increase in revenue). These are the steady kind of sales growth numbers all managers like to see. And given the current economy here in Michigan, we are even more ecstatic about these gains.

cm-life.com

Annie’s influence on the sales staff has been equally outstanding. She assisted the fall managers with training and team meetings. She has worked with her fellow teammates in brainstorming and team calls. In less than a year on staff, Annie is looked upon by the other advertising representatives as a mentor and leader. Her passion for advertising, for CM LIFE and for her customers is contagious. She reminds us everyday, “It’s not about the size of the agent, it’s about the size of the magnifying glass. Take a closer look at your customers, give them the attention they need and everyone will be successful.” As someone who has worked with a lot of advertising sales representatives for more than 30 years, I feel confident recommending Annie as the CNBAM Sales Representative of the Year. Sincerely,

Kathleen Simon Assistant Director of Student Media Central Michigan Life 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


Philosophy of Personal Selling Colleen Curran The skills and techniques that are used in personal selling build personal relationships with potential clients and customers. It is a relatively new and revolutionary idea to sell customers what they want rather then convince them to buy what they don't want. Being able to identify what a customer is looking for in a purchase is the target and being able to build long-term, profitable relationships with customers will ensure hitting the bulls-eye. My philosophy on personal selling focuses on just that: building long-term, profitable (for both the client and the seller) relationships primarily through communication, rather than creating immediate sales with one-time customers. I have found that building valuable relationships will last through the times; these relationships can be both personal and professional. In personal selling having a profitable relationship means more then seeing an increase in revenue, it means having a mutually beneficial relationship between the two parties involved. A long-term and profitable relationship is complex and has many factors underlying its success. The most important factor can be characterized as communication; there are many parts of communication and all are particularly valuable. In personal selling, communication requires more then a pitch; it requires a connection on a personal level in which both parties are equal participants in forming the relationship. A good salesperson attempts to know his prospect before their first meeting; you should do your research and know something about the prospect's company, what they do and who their target audience is. The more you know about your prospect, the easier it is to start a meaningful conversation with him about his business. Knowing about a prospectâ&#x20AC;&#x2122;s business makes you more credible and likeable in the eyes of the buyer. With potential clients it is important to get their attention and interest; I have found from experience that the best way to get their attention is to talk about what they are interested in... Why not start with their business? Showing interest in their business is both relevant and can help you connect with the prospect. Before you present a pitch to a prospect you have to ask him what he is looking for; the best first impression is one in which you show genuine interest in the person's business and their business' needs. There is a significant value in demonstrating that you genuinely care about your customers; your care will increase the chances that customers will remain loyal to you and continue to build your shared relationship. In the big picture, it leads to continual business and possibly more referred clients in the future. Many salespeople today use the telephone as a means of pitching to prospects; in my personal selling philosophy, calling to pitch a product is a huge foul. There are certainly some clients that you can not reach easily by car; please take into consideration that this note is primarily for local customers and clients. Never call a local client to give a pitch, I stress that it is important to set up a meeting to discuss your product in person. There is a distant value of knowing your customers personally; meeting with them on a regular basis builds that long-term relationship. Knowing your customer personally also gives you character and can help the customer associate a product, a meeting and a face to you; this increases your odds of the client remembering you and they just might be interested in working with you again. A client, especially one that doesn't have a strong relationship with you, can easily dismiss a phone call but an in-person meeting makes it a lot easier to sell a product, and to offer alternatives if your suggested product isn't what the client desires. It's always good to be prepared. However, it is not always good to stick to a prepared sales presentation which involves an encounter where the salesperson does almost all of the talking. Many of us have experienced a situation when we want to speak and contribute to the conversation but the conversation is set in motion and we just can't seem to get a word in. Many salespeople approach prospective clients and do all the talking; they are focused on getting their information across without


interest in knowing the prospect's needs. My personal selling philosophy encompasses a concept where the customer does most of the talking. I approach my prospects and clients with a pitch at hand but it is not my main intention at our meeting. My first plan is to ask questions to get the prospect talking; you should have a list of openended questions in mind or written down to help generate conversation. The goal in this conversation is to understand the prospect's needs and offer solutions to satisfy their needs. However, once you offer your product to the client, you then must allow the client to keep talking â&#x20AC;&#x201C; the prospect may have other ideas which you should always be open to hear. Working to help your client includes tailoring pitches to his needs rather then selling them what you want to sell. One advantage of personal selling is that the pitch can be adjusted and individualized to the prospect. Once you determine what your prospect wants you can tailor the sales pitch to accommodate them; hence why asking questions, getting them involved in conversation and meeting in person are vital parts of successful communication. One thing that I always practice and stress to my peers is following-up with customers. Calling or stopping by to ensure everything went well or to see if the client has any questions is critical in creating a successful relationship. Personal selling is all about satisfying the customer; in my book, following up is necessary to determine whether or not your customer is satisfied. My personal selling philosophy is based around the idea that a company should maintain a strong, long-term relationship with its customers in order to achieve success and continuous business. To follow this philosophy, individuals must understand the importance of communicating with their customers. In order to have a long-term relationship customers have to feel good about doing business with the company. They should feel that you are there to support them and that their needs influence your pitch; they should feel that you are looking out for their best interest. In return, you will yield great benefits of a mutually valuable and profitable relationship.


Job Description: My overall responsibility as an account executive is to maintain the relationship between The State Newsâ&#x20AC;&#x2122; advertising department and the cliental. In this position I serve as a liaison between the client and our creative team to ensure the clientâ&#x20AC;&#x2122;s goals are being met on every advertisement and project. I also manage pitches to a variety of clients and prospective clients based on their business, marketing plan and budget. The most important skills needed to be successful are communication and acute people skills. Being able to communicate with a wide variety of business owners and clients face to face is essential. An account executive must be well organized, handle pressures and work well with deadlines. Leadership and outgoingness are also attributes that underlie the superior performance of an account executive.


Colleen's Sales Records

2010 Month January February March April May June July August September October November December

2010 Goals 2010 Revenue 2009 Month January February March April May June July August September October November December

2009 Goals 2009 Revenue

Retail Goal Revenue Liner Goal Revenue Total $2,000.00 $1,829.00 $400.00 $573.00 $2,402.00 $2,000.00 $3,663.00 $500.00 $888.00 $4,551.00 $7,000.00 $7,290.00 $600.00 $817.00 $8,107.00 $8,000.00 $9,105.00 $800.00 $890.00 $9,995.00 $14,000.00 $7,460.00 $3,000.00 $1,888.00 $9,348.00 $13,000.00 $10,296.40 $4,000.00 $4,046.00 $14,342.40 $10,000.00 $9,757.00 $2,000.00 $3,550.00 $13,307.00 $16,000.00 $15,475.00 $2,000.00 $2,113.00 $17,588.00 $15,000.00 $17,575.00 $2,000.00 $2,538.00 $20,113.00 $30,000.00 $27,180.00 $3,500.00 $4,241.00 $31,421.00 $18,000.00 $15,600.00 $6,000.00 $8,656.00 $24,256.00 $12,000.00 $8,908.00 $4,000.00 $3,425.00 $12,333.00 $147,000.00 $28,800.00 $167,763.40 $175,800.00 $167,763.40 Retail Goal Revenue Liner Goal Revenue $500.00 $129.00 $550.00 $153.00 $2,000.00 $545.00 $600.00 $616.00 $4,000.00 $3,187.00 $500.00 $365.00 $2,000.00 $1,311.00 $950.00 $692.00 $1,000.00 $769.00 $600.00 $620.00 $2,000.00 $3,667.00 $600.00 $1,295.00 $2,000.00 $5,225.00 $600.00 $1,249.00 $2,000.00 $1,863.00 $600.00 $567.00 $15,500.00 $5,000.00 $20,500.00 $22,253.00

$282.00 $1,161.00 $3,552.00 $2,003.00

$1,389.00 $4,962.00 $6,474.00 $2,430.00 $22,253.00


DTN │ TSN 2009-2010 Contract Review • Spend at least $100,000 with The State News • Classified display rate is $10.30 • Invested: $94,832.55 • Classified liner rate is $1.30 • Invested: $32,755.00 • Other advertising • Invested: $9,252.50 • Total advertising investment: $136,840.05 Why The State News? • Largest and most efficient advertising medium in East Lansing community • Continue to offer innovative products, both online and in print • Readership of 46,600 • Circulation of 24,000 M-F 2010-2011 Proposed Contract • Spend at least $150,000 with The State News • Classified display rate: $10.10 (20 cent decrease) • Classified liner rate: $1.30 (no increase) OR • Commit to $100,00 with The State News • Classified display rate: $10.40 (10 cent increase) • Classified liner rate: $1.30 (no increase) I appreciate any and all input. Your business is truly valued by The State News and I look forward to building on an already positive relationship between DTN Management and The State News. Colleen Curran Senior Account Executive The State News 517.432.3010 curranc3@gmail.com


DTN â&#x201D;&#x201A; TSN Print Media Daily Newspaper: 6-column x 20-inch broadsheet Circulation of 24,000 M-F Readership of 46,600 AdRax: 17 x 21 inch posters printed in process color on high gloss paper. These posters are located above the newspaper racks in 10 high traffic areas on campus. Thousands of students pass by these posters and see your ad even if they are not picking up the paper. $500 per month for 1-3 AdRax (progressive rates available). Pre-Print Inserts: Visibility is key and color is included. Inserts $81 per thousand, 20,000 min. New Print Media Post-Its: Front page exposure! Ads are 3x3 inches, process color and placed above the fold to catch the eye as soon as the paper is picked up. These Post-Its are easy to peel off and can be placed anywhere with their adhesive backing. $100 per thousand, 24,000 requirement. Online Media Large Rectangle: Appears on all pages of statenews.com. 300 x 250 pixels, $700 per month Leaderboard: Seen at the top of every page except the homepage. 728 X 90 pixels, $500 per month Skyscraper: One scroll down and it appears on the page, stay on the page as you continue to scroll for a longer exposure time. 120 x 600 pixels, $500 per month New Online Media Online Housing Guide: Post listings per month and actively update and change property-listing info at anytime. Easy for students to use and find the housing they're looking for. Initial listing $150 per month (progressive rates for additional listings.) Online Sponsorships E-mail: Sent out daily with highlights for new stories before the paper hits the racks. $50/month. Video: Sponsor the Featured Multi-Media on the home page of statenews.com. $200/month Feature Classified: Appears on the front page of statenews.com as a sponsor for the featured classified box. The box is present on each page of the website. $300/month Mobile Web: Now you can reach viewers on statenews.com from any Internet capable mobile device. $50/month Last October (2009) Stats Unique visits: 145,898 Number of visits: 352,896 Large Rectangle: 139,380


Personal Statement I love my job. My job is to meet people, and help them grow their business, using our mediums. I got into selling in high school managing the student store, and programs like Deca and have been refining my technique for the last several years. My philosophy on selling is based on trust. Trust is of vital importance and without it the relationship will go nowhere, meaning no business is accomplished. My pitch is to let the product (student and facultyâ&#x20AC;&#x2122;s eyes) do the selling. I am truly interested in all parts and types of business which makes it very easy for me to talk with clients about their company and industry which is a fast way at building a rapport. As soon as I can I like to take the relationship personal. Many of my clients are small business owners who want and need a strong relationship to ensure their money is well spent. My favorite way of turning a business relationship personal is to get them to talk about their personal reasons for being in business. This is comfortable and excites small business owners. While I am very deliberate about how I move the relationship, I am very sincere in how I got about it. Many of my clients have funny, exciting stories about what brought them to that point, and I genuinely enjoy every single one of my learning experiences with them. After I feel that I know the client and the company, I go into my pitch. My pitch is very simple because I love my product, and I know it works. I search out a student that works for the person or company and have them do the pitch. This works amazingly well because the student/ employee often has a strong relationship with the employer. To get the student to do a strong pitch I ask them to tell their boss, my client, popular sections of the paper. Ramtalk is a daily section that garners huge interest from students, and generally students will remember that dayâ&#x20AC;&#x2122;s ram talks. Then I ask them if they remember any recent ads. They usually do. If they donâ&#x20AC;&#x2122;t I ask them where there favorite pizza places, bagel places, etc and often times these are frequent advertisers in our paper and I am able to correlate their success and their advertising to make clear value propositions to the client.


From this point we work on a marketing plan. Once we have the ads put together I walk around and ask peers what they think about the ads. I often find that both the client and I are too close to the project to have unbiased opinions so searching out more opinions ensures the best chance at success for the client, and the best shot for me to keep them on board with us. I lose very few clients once they start, I believe I have lost 3 total in my year with the paper and I took these loses very hard. The biggest thing that I have learned this past semester is that I donâ&#x20AC;&#x2122;t know who is trying to reach our market. This has changed who I approach, and made my relationship building more important. I have begun to reach out to a wider variety of businesses in my territory including dentists, chiropractors, pretty much anybody. I still start the relationship the same way, but I have started asking why they target who they do. This new approach has opened countless new opportunities for me. I graduate in May and will be going into sales. The independence and the pay for performance have become very important to me, and will make prevent me from resting on my laurels and will keep me competitive in no matter what I get into in my future.

Tyler Newlon


Tyler
Newlon
 rtnewlon@simla.colostate.edu
 
Cell
520‐456‐6617
 2006
Winfield
Ct.
 Fort
Collins,
CO
80526




 EDUCATION


Colorado
State
University,
Ft.
Collins,
CO
 Bachelor
of
Science
in
Business
Administration,
anticipated
graduation
May
2011
 Concentration:
Marketing
 Bachelor
of
Science
in
History,
anticipated
graduation
May
2011
 Current
GPA
3.0




 WORK
EXPERIENCE
 Account
Executive
at
the
Rocky
Mountain
Collegian
at
Colorado
State
University
(December
09
‐
on
going)
 I
have
beat
my
goal
by
more
than
30%
every
month.
Sales
person
of
the
month
5
out
of
my
10
months.

Sales
 person
of
the
year
my
first
year.


 • Managed
clients
advertising
accounts

 o Work
with
clients
on
print
and
online
copy
 o Follow
up
to
ensure
satisfaction

 o Handle
billing
directly
with
clients
 • Prospecting
including
cold
calling,
and
referrals
 • Sell
advertising
to
new
and
existing
clients
in
person,
over
phone,
and
through
e‐mail
 • Exemplary
time
management
skills
used
to
ensure
copy
is
done
on
time
on
a
daily
basis
 • Use
Microsoft
Excel,
Power
Point,
Google
Apps/
Analytics,
to
improve
client's
experience
 

 Marketing
Intern
with
the
Colorado
Eagles
(October
2008‐
March
2009)


 • Improve
fans
experience
through
in
promotional
planning
and
execution

 • Manage
a
sales
team
selling
in
game
selling
Chuck‐a‐puck
which
raises
money
for
local
organizations
 • Build
sponsor
packets
for
both
current
and
potential
sponsors

 o Review
and
ensure
execution
of
contracts

 o Review
sales
plans

 • Learned
firsthand
about
cooperation
between;
The
Eagles,
government
officials,
the
arena,
and
Sponsors
 
 PADI
DIVE
MASTER­
Alpine
Scuba
(October
2010‐
ongoing)
 • Manage
student
paper
work

 • Teach
Students
basic
skills
 o Refine
skills
to
ensure
they
are
comfortable

 • Ensure
safety
students
and
instructors
by
keeping
track
of
dive
times
and
emergency
plan
 o Executed
plan
twice
when
unforeseen
events
needed
action
preventing
two
deaths.
 
 

 Food
Server
in
Dining
Halls
at
Colorado
State
University
(September‐
January
2008)
 Busser
at
family
owned
and
operated
Italian
Restaurant
in
Sierra
Vista
AZ
(
January‐
July
2007)
 Clerk
at
Pioneer
Title
Agency
(2003‐2008,
part
time
while
on
school
breaks)
 



ACTIVITIES
 

 Associated
Students
of
Colorado
State
University‐
Senator
for
College
of
Business
(2008‐09)
 • Distribute
over
$200,000
of
student
fees
through
the
Student
Funding
Board

 • Raised
awareness
on
campus
of
ongoing
events
 
 Northern
Adult
Hockey
League

(
January
2008
–
ongoing)

 • Compete
weekly
in
an
extremely
competitive
and
athletic
games




They

the

save,

You

save,

Everybody

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Collegian Coupon

book!

Fall 2010 Coupons for CSU studentsby CSU students The Collegian Coupon Book is the CSU coupon book distributed throughout the Lory Student Center, to the residence halls, and is the only coupon book included in the University Bookstore’s pre-textbook orders! Collegian Coupons will reach more students, faculty and staff than any other coupon book available. And best of all, at a cost less than other coupon books! The beginning of the school year is an ideal time for businesses to introduce themselves to new students unfamiliar with the community and also remind returning students where to go for the best deals. More than 25,000 students will attend CSU in the spring. CSU students will spend in excess of $20.9 million while in Fort Collins. Don’t miss this opportunity to reach the lucrative CSU market with a money saving offer.

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Distribution: 18,000 Format: Each coupon measures 4 3/8” wide x 2 3/8” deep Publishes: Monday, August 9 Deadline: Monday, July 19

Tyler Newlon 970-491-1775 Direct 970-491-1690 Fax advertising1@collegian.com

Call Me Today!


Adam Carver Advertising Sales Representative


Dear CNBAM judges, This letter serves as a letter of nomination for Adam Carver as Sales Representative of the Year. Adam began working at the Daily Vidette here at Illinois State University this past summer. Typically, at the Daily Vidette, we only hire those that will be with us for more then a year. A Vidette employee, at the time of Adam’s interview, but soon to be Illinois State almuni, stated boldly, “ I know our rule on hiring, but trust me—you want this guy.” From the beginning, even in his interview, it was evident that Adam possessed the skills that were essential to have in our line of work. He presented himself and his experiences, with confidence, yet was still able to be humble in his successes. At the time of the interview process, Adam had one more year left at Illinois State. Typically, we do not hire seniors. However, after a few more interviews, it was clear that Adam was still in the front running for the position. I called Adam the week before spring finals and offered him the position at the Daily Vidette. His enthusiasm for the position was evident starting with that first call to him. Excited to learn about training and more about the position, Adam contacted me multiple times before his start date. Adam came in his first day determined to do well and to show not only myself, but the rest of the Vidette that we had made the right decision to hire him. Selling in the summer at the Daily Vidette is extremely different then it is during the school year. There are only 5,000 students on campus in the summer and a paper only once a week, comparable to the 20,000 students on campus during the school year and a paper Monday through Friday. Essentially, selling in the summer is much more difficult and discouraging then it is during the year. To add to the difficulty of selling in the summer, Adam was new to the staff. Nonetheless, Adam came into the Vidette Building with a smile on his a face and the attitude of a winner. This summer Adam’s quota was much higher than the sales from the year before. While he didn’t fulfill his quota this summer, he worked hard to generate new business and was able to acquire two new accounts for the Vidette. Adam’s dedication extends even more to his work with his clients. I can recall company that Adam has worked with since he began here in the summer, Chicago Style Pizzeria. This company is your typical “Mom & Pop” restaurant here in Bloomington-Normal. They had never advertised with us before and had never expressed interest either. Unfamiliar with advertising, they were very hesitant to work with the Daily Vidette. However, Adam worked closely with them this summer, and by September, Chicago Style Pizzeria was doing at least one week of advertising each month and was able to fit it into their budget. More than ever before relationships are an important part of building and maintaining a strong partnership and Adam did an exceptional job working with them.


In late August, I was faced with a huge roadblock. A veteran Marketing Consultant, going into her third year working at the Vidette, suddenly had to leave ISU for personal reasons. That summer, she had acquired one of our largest accounts, Young America Realty. Being one of our largest clients, it was important that we had someone that would adapt quickly to the client’s needs and expectations. Other people had the experience and However, since everyone already had multiple clients that were realty companies, as the sales Manager, I saw a conflict of interest. In the process of finding my veteran rep’s replacement, there was one name that kept coming to mind—Adam. In just three months, he had shown more dedication and passion for the job then most people on staff, but also had the skills I needed to fill this vacancy. Adam’s attitude, dedication, professionalism, and enthusiasm also reflect on his work. The numbers tell the story of a very successful marketing consultant. In the fall semester, with just one account, Adam earned the Vidette around $43,000 in revenues. In the past, Young America’s advertisements had little to no similarity, making it difficult for readers to differentiate this company from other realty companies. Adam, along with his ad production artist, was able to make advertisements for Young America that were similar looking, and focused on luxury and city style apartment living. The ads have been very effective and Young America has seen great results from them. Adam Carver has worked at the Daily Vidette for only six months. However, his interest in the Vidette and his dedication are equal to people that have worked here for years. In addition to that, his performance also indicates a strong member of the sales staff. As I said before, Adam has fulfilled his quota 3 out of 4 times. For the months of August, September, and October, Adam fulfilled his quota and even exceeded it by 187% in the month of August. The combination of his dedication and work ethic are what makes him worthy for the title as Advertising Sales Representative of the Year. As his manager and friend, it is my honor to nominate him for this award. Thank you for your time and consideration. Regards, Kelly Cravens The Daily Vidette Advertising Sales Manager


(309)454-2338 OnCampus (309)457-8571 Residential (309)457-3714Fax

REALTY,Inc. 311S.MainSt. Normat,1L61761 www.yarealty.com

Jonuory21,2010

Letterof recommendotionfor Adom Corver Towhom it moy concern: Adom hosworked with YoungAmerico Reoltyos our od rep with ihe DoilyVidettefor the lost5 months. Adom's work hos been outstondingin ihiscopocity. He hos o greot understondingof our portfolioond whot our visionis.Adom hqs been detoiled oriented ond very impressive for o college student. Sincerely

u\

-\

AnthonyBufko StudeniPortfolioMonoger YoungAmerico ReoltyInc iony@yqreolty.com

. DE V E L O P ME NT . B UI L DE RS P ROP E B TY MA NA GEME NT


Adam Carver The Daily Vidette Illinois State University Personal Selling Philosophy

Much has changed in the style of selling from the 1900’s to now. Around that time, selling was just about the transaction, individual effort, and sales volume. Now, selling has developed into relationships, teams, and sales productivity. Selling has become consultative. It is about developing a relationship with the client so that their needs are met through the means that the salesperson has to offer. While that one big sale may give you the commission you are looking for, in the long run a developed relationship with a client will pay off more than just a one time homerun of a sale. Being a consultative sales person does take more time and effort than your typical “used car salesman” approach. It takes listening, not just hearing. While getting to know a client, it is vital to be able to listen and understand the needs they are trying to convey to you. Some may be more difficult than others to uncover, but that ability to listen and understand is the reason why salespeople can either succeed or fail in this profession. Although my time with the Daily Vidette has not been long, I have been able to develop a very close relationship with a business in the community called Chicago Style Pizzeria. It is a mom and pop style of pizza place with owners who are in their 60’s. After meeting with them the first couple times, I was able to understand their needs and help them advertise how we both felt could help their business see more traffic from college students. I had worked with them for an entire semester and when the time came to get new client zones in the spring I decided to work with them again. It was not because they were putting money in my pockets by any means. It was one of the lower sales zones, but the relationship and understanding I had developed made me want to continue working to improve their business. Selling takes resiliency. Hearing the word “no” over and over again never feels good, but after handling an objection and realizing this business just does not want what you have to offer then it is time to move on and find the next business that does. It can be demoralizing to hear “no” time after time, but being able to put that behind you and make another call, go on another visit, or sell a new idea is how you succeed. It is a competitive fire that dwells inside that will not accept another “no.” Consultative selling is the drive to improve a business, while being able to make money yourself. That passion to know what you have to offer these clients will help their business if they give you a few minutes of their time. And when you hear a client say “yes” to your idea, all of those “no’s” made you a better salesperson for continuing your efforts.


Adam A. Carver

Permanent Address: 413 Haddassah Ct., Naperville, IL 60565

Phone: 630.862.4364

Email: aacarve@ilstu.edu

Education Illinois State University Graduation Date: May ‘11 Major: Marketing (Professional Sales)  Coursework covering business areas such as sales forecasting, marketing research, strategic marketing management, and professional sales planning and analysis Cumulative GPA of 3.47/4.00 Illinois State University Dean’s List Baldwin-Wallace College Aug ‘07-May ‘08

Work Experience The Daily Vidette June ‘10-Present Executive & Marketing Consultant- Advertising Sales Managing relationships with existing clients while attracting new clients to advertise in a newspaper that reaches over 15,000 readers per issue Sold over $75,000 worth of advertisements: print, online and display Illinois State University Athletics Marketing Department May ‘10-Present Marketing & Sales Intern Marketing, promoting, and advertising Illinois State University Athletics to businesses, members of the community, and students Met with potential business partners to create advertising and sponsorship opportunities Walk4Life, Inc. May ‘08-Aug ‘08 Sales and Production Associate Aided with assembly of products, organized files and workspace, and provided input for marketing, advertising and product ideas Represented the company by selling and advertising the product in store and at a diabetes conference in Washington, DC

Skills

Proficient in Microsoft Office productivity tools including Access, Excel, Power Point, and Word, and experience using social media tools Conversational in Basic Spanish

Leadership and Volunteer Experience Delta Sigma Pi International Business Fraternity Aug ‘09-Present Chancellor Utilizing effective policies and procedures to encourage appropriate chapter operations Attending and facilitating bi-weekly meetings of more than 60 people VP of Community Service, Pledge Class Lead a committee that is responsible for the planning of community service events Scheduled, organized, and delegated information and responsibilities for events between 18 pledge brothers International Student Volunteers May ‘09-June ‘09 Volunteer Worked at a refugee children’s home in Thailand to improve living conditions and agricultural life in the village

Honors Member of the Golden Key International Honour Society Member of the National Society of Collegiate Scholars

Jan ‘09-Present Jan ‘09-Present


The Daily Vidette

Marketing Consultant Job Description Marketing Consultants will gain experience in advertising, sales, account management, developing budgets, and prospecting for new business. Marketing Consultants are responsible for prospecting new clients, account management, generating maximum sales from multiple geographic territories, providing an excellent level of customer service and meeting all monthly goals. They will work in conjunction with advertising production staff to create and design innovative, effective advertisements and campaigns to meet clientsâ&#x20AC;&#x2122; needs. Marketing Consultants are responsible for meeting all deadlines and attending weekly meetings. In addition, marketing consultants need to have excellent interpersonal communications skills. This position offers a high level of independence and autonomy; because of this, Marketing Consultants need to possess a professional manner, positive attitude, strong work ethic, and the ability to manage time effectively. All applications should be submitted along with a resume to the Daily Vidette building, on the corner of Locust and University, by April 14th, 2010. If you have any questions or require further information regarding this position please contact Kelly Cravens at dvkacrave@exchange.ilstu.edu. Kelly Cravens dvkacrave@exchange.ilstu.edu The Daily Vidette Office: 309-438-8742


The Daily Vidette

Marketing Consultant Job Description and Expectations Marketing Consultants are the core of the Advertising Sales department. The following are expectations of Marketing Consultants: Generate maximum sales from potential and existing clients:

Marketing consultants will meet with clients weekly and provide an excellent level of customer service. They must make time to prepare for each meeting by checking zone summaries, account reports, and creating proposals. They must make cold calls and visits to prospects in their zones as well as media kits and thank you notes to clients. Attend daily office hours and administrative office work: During the school year, marketing consultants are expected to be in the office for an assigned 30 minutes every day. This time is used to work within the office and to complete their weekly point packets. While only 30 minutes per day are required in the office, they will work approximately 10 to 12 hours per week including staff and client meetings, cold calls, working with artists, collecting prepays, and proofing advertisements. Work in conjunction with the Advertising Production Staff: Each marketing consultant will work closely with their assigned artist to create and design innovative, effective advertisements and campaigns to meet clientsâ&#x20AC;&#x2122; needs. They must complete all ad request and spec requests completely while allowing ample time for the advertisements to be designed. Information for ad requests must be to the artist three days before the ad is running. If any problem arises, the marketing consultant is responsible for informing the Advertising Sales Manager. Meet monthly individual and team goals, deadlines, and attend meetings They are responsible for meeting all monthly individual and team goals. These goals will be given by the Business Adviser and the Advertising Sales Manager. All advertisements must be entered into the computer three business days before the advertisement is scheduled to run and all artwork must be given to their artist by this time. They are responsible for attending weekly Sales Staff meetings as well as weekly Team Meetings. Generate area involvement in special promotions The Advertising Sales Manager will assign special tasks for the marketing consultants to do during special promotions. Each is responsible for completing these tasks with a positive attitude. Other duties as assigned by the Advertising Sales Manager


The Daily Vidette

Marketing Consultant Application Name: ___________________________

Expected Graduation Date: __________

Phone Number: ____________________

Email: __________________________

Major: ___________________________

Minor: __________________________

How many credit hours do you plan to take next semester? ______

How many hours per week are you available next semester? ______

Will you be in the Bloomington-Normal area this summer? __________ Do you have access to transportation during the school year? _________ Current Local Address: Street: ___________________________ City, Zip: ________________________

Home Address: Street: ___________________________ City, Zip: ________________________

Next Semester Address: Street: ___________________________ City, Zip: ________________________

Employer Information Please list your three most recent positions held: Employer 1: From:______ To: ________ Job Description: Reason for leaving: Supervisor: Phone: May we contact your former employer? ____ Yes ____ No Employer 2: From: To: _______ Job Description:_______________________________________________ Reason for leaving: Supervisor: Phone: May we contact your former employer? ____ Yes ____ No Employer 3: From: To: _______ Job Description: Reason for leaving: Supervisor: Phone: May we contact your former employer? ____ Yes ____ No (Please complete next page)


Describe in detail any relevant past work experience you have: __________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ Describe your strengths in a work environment: ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ Please list any extracurricular activities and/or offices held at ISU: ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ Please describe any relevant skills, traits, and/or experiences that relate to the position you are applying for and how these traits would benefit the Daily Vidette:

How did you hear about this position? _________________________________


Tuesday, January 25, 2011 10:15 AM

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2009-2010 Sales Comparison 25,000

Dollars

20,000 15,000 10,000

5,000 0

Summer

August

September

October

Novemeber/December

2009 Sales

4,773

1,695

18,701

15,189

7,422

2010 Quota

7,565

872

18,202

18,077

15,431

Adam's Sales

5,516

2508

22,812

21,311.46

12,147


Meatheads Burgers and Fries Option 1: 10” Black/White every week (beginning the week of January 10) 10” Black/White in every supplement (on bundle contract) Weekly ad: 10” x open rate $11.75 x 5% prepay discount = $111.63 per week $111.63 x 15 weeks = $1,674.45 for the semester Supplements: *If you run in all four supplements (Rental Guide, Homecoming, Dining & Entertaining, Back to Spring) and sign a bundle contract, receive a 10% discount in addition to the 15% consecutive discount! 10” x open rate $11.75 x 5% prepay discount x 10% bundle contract discount x 15% consecutive discount = $85.39 per supplement $85.39 x 3 supplements = $256.17 for the semester

Option 2: 20” Black/White every week (beginning the week of January 10) 20: Black/White in every supplement (on bundle contract) *Because of the number of inches Option 2 would use, you would qualify for the 300” contract rate of $9.95 Weekly ad: 20” x contract rate $9.95 x 5% prepay discount = $189.05 per week $189.05 x 15 weeks = $2,835.75 for the semester Supplements: 20” x contract rate $9.95 x 5% prepay discount x 10% bundle contract discount x 15% consecutive discount = $144.62 per supplement $144.62 x 3 supplements = $433.86 for the semester


a

We decided to begin a campaign for Young America Realty that included the “Best of” symbol in our main ads for the Fall 2010 semester. The full page “Best of” symbol ad was the start of the campaign (left).

Our second “Best of” ad (full page) included a view of city style apartment living that was able to attract the attention of readers with a bright, slick style (above).

To continue our “Best of” campaign, we decided to incorporate an apartment pricing list while including pictures of the most popular locations on campus in a double truck (left).


Also included in our “Best of” campaign was a full page ad that had the most popular places on campus. While these places weren’t the most modern like the city style apartments, we were able to bring the clean, slick idea to the readers because of the campaign we were running (left).

To start off a new Spring 2011 semester, we were able to kick start a new campaign that showcased Young America’s different locations and floor plans compared to their competition (below).


In all he does, Frank is highly regarded by his peers, co-workers and supervisors. What he doesnâ&#x20AC;&#x2122;t know he learns fast. I am confident he will always achieve his goals and objectives. He is the type of employee you would want to clone. Unfortunately, we will lose Frank the end of the school year when he graduates. In the future, we are confident we will hear of great things happening for Frank and will be privileged to have touched his path of learning and to help advance his career. Frank Batres is truly deserving of this award. He exemplifies what this award is about, and so I urge you to select him for this honor. Please call if you have any questions. Respectfully,

Cesi Myers Advertising Adviser The Breeze James Madison University 410-991-9215 C 540-568-1674 O


  

    





I began selling advertisement space for a sports website when I was a sophomore in High

School. This is when my core values and beliefs in the industry started to take form and be developed. Although some of my beliefs and values have changed or evolved, there is one principle that has never wavered. Be honest. Every time I meet or speak with a client, I believe it is imperative to listen to every question they may have, and be as candid as possible when responding to their questions. This is my golden rule in selling. During my college career and through my experience working with The Breeze, I have been introduced to a variety of strategies to sell products. The first thing any salesperson must do before making contact with a client is conducting research about the clients’ business. Knowing what your client needs before speaking with them will only help your chance to sell them on your product. For most sales people, making contact with the client can be the most intimidating. If you do not make contact the client, you will never have the opportunity to sell them. Selling to a client starts with building a trusting relationship. Listening to your client’s needs and wants is key aspect in selling. A salesperson must always be able to adjust the sales pitch to meet the needs of the client. When dealing with a client, a salesperson must be reliable. I believe that being accountable for what you say you will do for the client is critical in building a long-lasting relationship. An expression I learned from a class I took that has fostered my belief in accountability and reliability is, “promise the moon, and deliver the stars.” This phrase epitomizes how a salesperson should handle an account. Telling the client what you can do for them, then delivering more than what you promised only enhances the professional relationship and increases the trust between the two.


Ultimately, a salesperson is an intermediary between the client and the product. It is the salespersonâ&#x20AC;&#x2122;s job to show interest in what the client needs and know what the client expects from buying the product. Although a salesperson should never guarantee or promise results from placing advertisements, it is crucial for the salesperson to guarantee and promise they will do what they can to meet the clientâ&#x20AC;&#x2122;s expectations. I believe conducting research; being candid, accountable and reliable; and listening are all traits that are necessary for a salesperson to be successful. Possessing these traits will only improve the chances of making the sale and garner a trusting relationship between the client and salesperson.


Duties and Responsibilities of Advertising Representatives Welcome aboard! Chances are if you are reading this you intend to join or are currently a new member or our staff. Here are a few guidelines as to what is expected of you in your tenure here on the advertising staff at Ka Leo O Hawaii. 1. Contact current customers concerning advertising needs and assist customers in developing advertising programs using knowledge of budget limitations of customers and researching display advertising techniques and audience characteristics. 2. Contact prospective retail advertisers, explain the advantages of advertising in order to sell advertising space and to solicit advertising contracts. 3. Coordinate with Advertising Department in developing advertising proposals for new and existing accounts. 4. Solicit sales for special promotions and sections as necessary. 5. Handle corrections, adjustments and billing problems, following up as necessary with the BOP office, beau press and other departments. 6. Develop advertisement and prepare layout according to information received from advertisers and process for publication following up as necessary and as directed. 7. Prepare various reports, forms and correspondence such as expense reports, contract requests, unfulfilled contract reports, cancellations, and renewals, tearsheet requests and correspondence with accounts. 8. Maintain files of accounts, artwork, and account correspondence. 9. Attend mandatory staff meetings and team meetings. 10. Strive to achieve quota each month. If unable to do so for valid reasons then a meeting will be scheduled with the advertising manager for evaluation. 11. Fill out and meet with advertising manager for monthly evaluations. 12. Perform other related duties with advertising department as necessary and directed.


Appendix Advertising Manager of the Year 1. Statement of Personal Philosophy (Keith Tseng) 2. Sales Records August-December 2010 3. Hawaiian Brianâ&#x20AC;&#x2122;s Ad example 4. Fendu Boulangerie Ad example 5. Sales goals August 2010 6. Sales goals September 2010 7.

Sales goals October 2010

8.

Advertising Account Executive Duties

9.

Resume


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Keith Tseng Personal Statement In the world of advertising we cannot confuse the terms “Ad Rep” and “Sales Rep.” I have never made a sale for my newspaper and I stand proudly by that statement. What some may consider sales, I consider partnership development. Building a solid relationship with my clients and our organization is the most important aspect of being an ad rep. This means that establishing rapport with my clients and interacting with colleagues is crucial to the success of our organization. I strive to be the best ad rep by harvesting relationships, working on campaigns, and creating good rapport with everyone. If I approached a client with the mindset that I’d just make the quick sale, we’d all end up losing. The client will feel cheated, there will be no response from the ad, and our organization burns a bridge. Every prospective client I meet is a potential partner that can share in the mutual benefit of advertising. I have them know from the get-go that I don’t want to sell anything to them that isn’t worth buying. The Ka Leo newspaper offers a service that seeks to help businesses prosper by reaching a niche market. By establishing a partnership, I let the clients know we must both put forth our best effort to gain results. If one party fails so will the other. A good sales rep will lock a client into a long-term contract, but a good ad rep will trust in their services and let the client see results before pushing them into a uncomfortable situation. I believe in the power of our school newspaper and the needs of an organization can be fulfilled with the right advertising campaign. I’ve worked with many clients who have no idea how to set up a campaign and many who have their own personal ideas. I always take some time to bounce ideas back and forth with clients regardless of whether or not they choose to listen to my suggestions. Being a student and


pursuing a degree in marketing gives me an edge in credibility because I know firsthand what ads will work and what ads won’t in our segmented market. Tattoo parlors, thrift shops, and shave ice stores all require different creative concepts and promotions. Fully understanding what the client provides and their needs is crucial to developing ads and campaigns. I’ll voice my opinion on the format of the ad, size, frequency, promotion, and concepts in order to create the best possible campaign from start to finish. Servicing the ads until approval means interacting with designers and ad managers several times before production. Strong verbal communication and organizational skills enables me to conduct a harmonious process of information between the parties. Being in-tune with the client makes it much easier to explain to the designers what we’re trying to convey in our restricted dimensions of our newspaper. I’ve learned a lot this school semester about being an ad rep, but I’ve only scratched the surface. Being a representative of my newspaper holds a great deal of significance to me and I can show my appreciation by harnessing my skill set. The more I continue to interact with new clients, integrate my personal marketing techniques, and harvest strong relationships, the more I’ll become the best ad rep that I can be.


To CNBAM Judges, I would like to nominate Keith Tseng for the Sales Representative of the Year. I feel that Keith has showed great enthusiasm as well as determination to make goals and work with clients. Keith is a new member of our staff and started in June as did many others, but has showed hard work and persistence pays off. Keith started in an underperforming territory and was able to bring in ads and got the opportunity to move to a better territory where his sales spiked dramatically. I feel that he consistently takes care of his clients and makes sure that the ads are to their standards. Keith does an amazing job of prospecting for clients and finding ads where traditional sales reps would have not even tried. Our staff is very new, and actually none of which have been here for more than 6 months, but Keith seems to be operating at a level of a 2nd year sales representative. The overall performance of Keith has been beyond what other peers are achieving in his same roll and I look forward to Keith taking on more responsibility over the next couple years and is a very good candidate to become our next Student Advertising Manger. Thanks, Rob Reilly Advertising Manager University of Hawaii Board of Publication 2445 Campus Road 107 Hemenway Hall Honolulu, HI 96822 Ph: 808-956-3210


Keith Tseng 3055 Lakimau Street Honolulu, HI 96815 808-778-6994 keithty@hawaii.edu Objective Seeking a position in marketing where I am able to utilize my organizational skills and friendly personality to gain further work experience and facilitate an energetic environment. Education University of Hawaii at Manoa 2500 Campus Road Honolulu, HI 96822 Expected Graduation Date: 2012 President William McKinley High School 1039 South King Street Honolulu, HI 96814 Graduation Date: 2008 Volunteer and Work Experience Ka Leo O Hawaii Newspaper 2010 – Present Thinker Toys June 2009 – Present Pono Realty April 2008 – Present Hawaii Prince Charity Walk May 2008 Honolulu Marathon December 2006 KCC Cactus Garden Clean Up February 2005 Japanese Festival November 2004 KCC Cactus Garden Clean Up November 2004 A+ After School Program 2002 Makiki Stream Clean Up April 2002 Skills and Activities Japanese Level 1 and 2 Proficient in Microsoft Office Microsoft Word Microsoft Excel Microsoft Power Point Microsoft Labels 80 WPM Honor Roll Various Times Academy of Finance 2005-2007


References 1. Ann A. Shinsato (Supervisor) Pono Realty 1311 Kapiolani Blvd. Suite 306 Honolulu, HI 96814-4513 (808)-392-3649 2. Joan Gilbert Prudent Investors Realty 1311 Kapiolani Blvd. Suite 306 Honolulu, HI 96814-4513 (808)-598-8640 3. Rob Riley (Supervisor) Ka Leo O Hawaii 1755 Pope Road Building 31-A, Room 12 Honolulu, HI 96822 808-7292987 4. Nadia Lee (Assistant Manager) Thinker Toys Ala Moana (808)-282-4908


Sales Goals and Contract Bonuses Monthly & Weekly Advertising Account Executive Goals Lash Hairston - $150 per issue 8/4, 8/11 -- $2000 Welcome Guide 8/23/10 -- $250 per issue 8/25, 8/27, 8/30 â&#x20AC;&#x201C; Monthly Total = $2,950 Brandon Panoke - $125 per issue 8/4, 8/11 -- $2000 Welcome Guide 8/23/10 -- $200 per issue 8/25, 8/27, 8/30 Total = $2,850 Alana Kenner - $125 per issue 8/4, 8/11 -- $2000 Welcome Guide 8/23/10 -- $200 per issue 8/25, 8/27, 8/30 Total = $2,850 Keith Tseng - $125 per issue 8/4, 8/11 -- $1500 Welcome Guide 8/23/10 -- $125 per issue 8/25, 8/27, 8/30 Total = $2,850 Michael Young - $125 per issue 8/4, 8/11 -- $1500 Welcome Guide 8/23/10 -- $125 per issue 8/25, 8/27, 8/30 Total = $2,850 Sammy Khamis - -- $500 Welcome Guide 8/23/10 -- $100 per issue 8/25, 8/27, 8/30 Total = $800 12% commission for making goal for first or second half of month Welcome Issue Goal = $9,500 8/4, 8/11 = $1,000 per issue 8/25, 8/27, 8/30 = $2,000 per issue

Contract Bonuses August 2010 All contracts signed receive a $1 bonus per ad scheduled for the duration of the contract. 5x = $5, 10x = $10, 20x = $20, 30x = $30, 40x = $40, and so on. Any number that is signed will be added together at the end of the month and added to stipend payment in August. Please see me with any questions. Rob Reilly -


Sales Goals and Contract Bonuses October 2010 Monthly & Weekly Advertising Account Executive Goals Nick Webster- $500 per week – Housing Guide $500, Halloween Issue $500 Total monthly goal = $3,000 Brandon Panoke - $500 per week – Housing Guide $1,000, Halloween Issue $500 Total monthly goal = $3,500 Keith Tseng - $300 per week – Housing Guide $500, Halloween Issue $500 Total monthly goal = $2,200 Michael Young - $300 per week – Housing Guide $500, Halloween Issue $500 Total monthly goal = $2,200 Bryant Cabrera - $200 per week – Housing Guide $500, Halloween Issue $500 Total monthly goal = $1,800 Justin Nicholson - $400 per week – Housing Guide $500, Halloween Issue $500 Total monthly goal = $2,600 Paul Klimke - $300 per week – Housing Guide $500, Halloween Issue $500 Total monthly goal = $2,200

Bonuses October 2010 Commision will be based on percentage of Goal – <75% = 8% commission >75% - 90% = 10% commission >90% - 100% = 12% commission Sales Bonus for Housing Guide and Halloween Issue : Top sales person gets a $25 gift card to Big City Diner and choice of a pair of Football or Volleyball tickets. All signed contracts of 10x or greater get a $10 bonus on their stipend. Rob Reilly -


Sales Goals and Contract Bonuses September Monthly & Weekly Advertising Account Executive Goals Lash Hairston - $700 per week – Dining Guide $1,500/ total monthly goal = $4,300 Brandon Panoke - $700 per week – Dining Guide $1,500/ total monthly goal = $4,300 Alana Kenner - $700 per week – Dining Guide $1,500/ total monthly goal = $4,300 Keith Tseng - $500 per week – Dining Guide $1,000/ total monthly goal = $3,000 Michael Young - $500 per week – Dining Guide $1,000/ total monthly goal = $3,000 Sammy Khamis - -- $500 per week – Dining Guide $1,000/ total monthly goal = $3,000 Paul Klimke - -- $500 per week – Dining Guide $1,000/ total monthly goal = $3,000

Bonuses September 2010 Commision will be based on percentage of Goal – <75% = 8% commission >75% - 90% = 10% commission >90% - 100% = 12% commission Sales Bonus for Fall Dining Guide : Top 2 sales people get a $25 gift card to Big City Diner and choice of a pair of Football or Volleyball tickets. All signed contracts of 10x or greater get a $10 bonus on their stipend. Rob Reilly -


Ad Commission Report Pub: Ka Leo - Issue Range 8/4/10 to 12/13/10 Ad ID 203

Acct Name

Ad Description

Chg Type

1$ off deal 1$ off deal 1$ off deal 1$ off deal 1$ off deal 1$ off deal 1$ off deal 1$ off deal 1$ off deal 1$ off deal 1$ off deal 1$ off deal 1$ off deal 1$ off deal 1$ off deal 1$ off deal 1$ off deal 2x1.5 - Assistance League 2x1.5 - Assistance League 2x1.5 - Assistance League 2x1.5 - Assistance League 2x1.5 - Assistance League 2x1.5 - Assistance League 2x1.5 Clay Cafe 2x1.5 Clay Cafe 2x1.5 Clay Cafe 2x1.5 Clay Cafe 2x1.5 Clay Cafe 2x1.5 Clay Cafe 2x1.5 Clay Cafe 2x1.5 Clay Cafe 2x1.5 Clay Cafe 2x1.5 Clay Cafe 2x1.5 Clay Cafe 2x1.5 Clay Cafe 2x1.5 Clay Cafe 2x1.5 Clay Cafe 5x5 Honolulu Burger Co. 2x3 Eat More Burgers 2x3 Eat More Burgers 2x3 Eat More Burgers 2x3 Eat More Burgers 2x3 Eat More Burgers 2x3 Eat More Burgers 2x3 Eat More Burgers 2x3 Eat More Burgers 2x3 Eat More Burgers 2x3 Eat More Burgers 2x3 Eat More Burgers

Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad

Commission Total % Amount

CRM Three

Ad Type: Display - Box 11345 Fendu Boulangerie 11345 Fendu Boulangerie 11345 Fendu Boulangerie 11345 Fendu Boulangerie 11345 Fendu Boulangerie 11345 Fendu Boulangerie 11345 Fendu Boulangerie 11345 Fendu Boulangerie 11345 Fendu Boulangerie 11345 Fendu Boulangerie 11345 Fendu Boulangerie 11345 Fendu Boulangerie 11345 Fendu Boulangerie 11345 Fendu Boulangerie 11345 Fendu Boulangerie 11345 Fendu Boulangerie 11345 Fendu Boulangerie 11454 Assistance League - Thrift Store 11454 Assistance League - Thrift Store 11454 Assistance League - Thrift Store 11454 Assistance League - Thrift Store 11454 Assistance League - Thrift Store 11454 Assistance League - Thrift Store 11503 Clay Cafe 11503 Clay Cafe 11503 Clay Cafe 11503 Clay Cafe 11503 Clay Cafe 11503 Clay Cafe 11503 Clay Cafe 11503 Clay Cafe 11503 Clay Cafe 11503 Clay Cafe 11503 Clay Cafe 11503 Clay Cafe 11503 Clay Cafe 11503 Clay Cafe 11516 Honolulu Burger Co. 11518 Honolulu Burger Co. 11518 Honolulu Burger Co. 11518 Honolulu Burger Co. 11518 Honolulu Burger Co. 11518 Honolulu Burger Co. 11518 Honolulu Burger Co. 11518 Honolulu Burger Co. 11518 Honolulu Burger Co. 11518 Honolulu Burger Co. 11518 Honolulu Burger Co. 11518 Honolulu Burger Co.

$5,178.06 $30.78 $30.78 $30.78 $30.78 $30.78 $30.78 $30.78 $30.78 $30.78 $30.78 $30.78 $30.78 $30.78 $30.78 $30.78 $30.78 $30.78 $31.50 $31.50 $31.50 $31.50 $31.50 $31.50 $37.80 $35.10 $35.10 $35.10 $35.10 $35.10 $35.10 $35.10 $35.10 $35.10 $35.10 $35.10 $35.10 $35.10 $270.00 $64.80 $64.80 $64.80 $64.80 $64.80 $64.80 $64.80 $64.80 $64.80 $64.80 $64.80

10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0%

$517.81 $3.08 $3.08 $3.08 $3.08 $3.08 $3.08 $3.08 $3.08 $3.08 $3.08 $3.08 $3.08 $3.08 $3.08 $3.08 $3.08 $3.08 $3.15 $3.15 $3.15 $3.15 $3.15 $3.15 $3.78 $3.51 $3.51 $3.51 $3.51 $3.51 $3.51 $3.51 $3.51 $3.51 $3.51 $3.51 $3.51 $3.51 $27.00 $6.48 $6.48 $6.48 $6.48 $6.48 $6.48 $6.48 $6.48 $6.48 $6.48 $6.48

Printed: Friday, December 10, 2010 â&#x20AC;˘ Page 1


Ad Commission Report Pub: Ka Leo - Issue Range 8/4/10 to 12/13/10 Ad ID

Acct Name

Ad Description

Chg Type

11518 11518 11537 11561 11562 11562 11562 11562 11563 11563 11563 11563 11563 11565 11566 11566 11566 11567 11567 11567 11568 11570 11570 11587 11588 11588 11600 11600 11600 11600 11602 11602 11602 11602 11602 11602 11602 11602 11602 11617 11617 11617 11617 11617 11617 11617 11617 11617 11617 11645 11645

Honolulu Burger Co. Honolulu Burger Co. Honolulu Burger Co. D-Boy Productions D-Boy Productions D-Boy Productions D-Boy Productions D-Boy Productions D-Boy Productions D-Boy Productions D-Boy Productions D-Boy Productions D-Boy Productions D-Boy Productions Paris Station Paris Station Paris Station Paris Station Paris Station Paris Station Crayon Inked European Lingerie European Lingerie Tattoo Hawaii Tattoo Hawaii Tattoo Hawaii Ailana Shave Ice Ailana Shave Ice Ailana Shave Ice Ailana Shave Ice Crayon Inked Crayon Inked Crayon Inked Crayon Inked Crayon Inked Crayon Inked Crayon Inked Crayon Inked Crayon Inked Drift Surf Drift Surf Drift Surf Drift Surf Drift Surf Drift Surf Drift Surf Drift Surf Drift Surf Drift Surf Best Printing Best Printing

2x3 Eat More Burgers 2x3 Eat More Burgers 2x3 Stacked ad to equal 1/4 page 2x6 Haunted House 2x3 Haunted House 2x3 Haunted House 2x3 Haunted House 2x3 Haunted House 2x1.5 Haunted House 2x1.5 Haunted House 2x1.5 Haunted House 2x1.5 Haunted House 2x1.5 Haunted House 2x3 Haunted House Give-A way Trade 2x3 Designer Bags 2x3 Designer Bags 2x3 Designer Bags ROS Online Ads for Ka Leo ROS Online Ads for Ka Leo ROS Online Ads for Ka Leo 3x2 Crayon Inked 3x4 Costume Supplies 3x4 Costume Supplies 2x1.5 Visual Issue

Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad

2x1.5 Ailana Shave Ice 2x1.5 Ailana Shave Ice 2x1.5 Ailana Shave Ice 2x1.5 Ailana Shave Ice 1x4 Crayon Inked 1x4 Crayon Inked 1x4 Crayon Inked 1x4 Crayon Inked 1x4 Crayon Inked 1x4 Crayon Inked 1x4 Crayon Inked 1x4 Crayon Inked 1x4 Crayon Inked 2x1.5 Drift Surf 2x1.5 Drift Surf 2x1.5 Drift Surf 2x1.5 Drift Surf 2x1.5 Drift Surf 2x1.5 Drift Surf 2x1.5 Drift Surf 2x1.5 Drift Surf 2x1.5 Drift Surf 2x1.5 Drift Surf 2x1.5 Best Printing 2x1.5 Best Printing

Commission Total % Amount $64.80 $64.80 $0.00 $151.20 $75.60 $75.60 $0.00 $0.00 $37.80 $37.80 $37.80 $37.80 $37.80 $0.00 $72.00 $72.00 $72.00 $30.00 $30.00 $30.00 $72.00 $180.00 $0.00 $36.00 $45.00 $45.00 $37.80 $37.80 $37.80 $37.80 $50.40 $50.40 $50.40 $50.40 $50.40 $50.40 $50.40 $50.40 $50.40 $37.80 $37.80 $37.80 $37.80 $37.80 $37.80 $37.80 $37.80 $37.80 $37.80 $40.50 $40.50

10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0%

$6.48 $6.48 $0.00 $15.12 $7.56 $7.56 $0.00 $0.00 $3.78 $3.78 $3.78 $3.78 $3.78 $0.00 $7.20 $7.20 $7.20 $3.00 $3.00 $3.00 $7.20 $18.00 $0.00 $3.60 $4.50 $4.50 $3.78 $3.78 $3.78 $3.78 $5.04 $5.04 $5.04 $5.04 $5.04 $5.04 $5.04 $5.04 $5.04 $3.78 $3.78 $3.78 $3.78 $3.78 $3.78 $3.78 $3.78 $3.78 $3.78 $4.05 $4.05

Printed: Friday, December 10, 2010 ��&#x20AC;˘ Page 2


Ad Commission Report Pub: Ka Leo - Issue Range 8/4/10 to 12/13/10 Ad ID

Acct Name

Ad Description

Chg Type

11645 11645 11645 11645 11645 11667 11698 11707 11707 11727 11727

Best Printing Best Printing Best Printing Best Printing Best Printing M&M's Aloha Patties Hawaiian Brian's Billiards Paris Station Paris Station Soho Computer Repair Soho Computer Repair

2x1.5 Best Printing 2x1.5 Best Printing 2x1.5 Best Printing 2x1.5 Best Printing 2x1.5 Best Printing 2x6 M&M Aloha Patties 2x6 Nite Life Guide 2x1.5 Make Good 2x1.5 Make Good 2x1.5 Soho Computer Repair 2x1.5 Soho Computer Repair

Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad Ad

Commission Total % Amount $40.50 $40.50 $40.50 $40.50 $40.50 $180.00 $162.00 $0.00 $0.00 $37.80 $37.80

10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% 10.0%

$4.05 $4.05 $4.05 $4.05 $4.05 $18.00 $16.20 $0.00 $0.00 $3.78 $3.78

Total

$5,178.06

$517.81

Grand Total

$5,178.06

$517.81

Printed: Friday, December 10, 2010 â&#x20AC;˘ Page 3


December 20, 2010 CNBAM Award Selection Committee: It is with great pleasure that I recommend Michael Magee for the Sales Representative of the Year award given by CNBAM to honor outstanding student achievement. Mr. Magee joined our sales force in June of 2010. Immediately, he struck me as a value-driven young man, with completion of his Eagle Scout badge, who would make a significant impact in Student Media Marketing. Since working with Mr. Magee, I found him to be an extremely responsible, devoted, and reliable employee who many times went beyond the call of duty to accommodate last minute requests and complete job responsibilities, often filling voids left by other students who failed to meet expectations. Perhaps Mr. Mageešs greatest attribute is his personality. It is rare that we come across students with such a delightful disposition. On more than one occasion, Iâ&#x20AC;&#x2122;ve had clients, student leaders and other students speak highly of Mr. Magee. They note particularly how his positive attitude is almost contagious and wish to continue working with Student Media solely because of him. When you throw his remarkable work ethic in the mix, what you have is an intelligent, mature, and compassionate young man who will undoubtedly have a positive impact on whatever he endeavors. Sales is where Mr. Magee excels. With a long list of clients, Mr. Magee brought in more than $14,400 in sales from June 1 through December 31, 2010. That revenue accounts for almost 31 percent of our revenue for the entire year.


Mr. Magee leads the race when it comes to selling special sections as well. For our welcome Back issue, one of our biggest publications of the year, Mr. Magee sold more than $6,200 in advertisements. That accounts for 38 percent of sales for the entire publication. Without Mr. Magee, we would be far from making our goals. He makes our goals a reality in many cases. In addition, he has coached other sales representatives and provided them with assistance with their sales approach. I have always found other staff members to be pleased with his service and knowledge. When Mr. Magee teams up with other sales representatives, the end result is always a sale. He would have it no other way. Selling ads for the paper is not Mr. Mageeâ&#x20AC;&#x2122;s only endeavor. Mr. Magee stepped up to a leadership position and has effectively served as our circulation manager during his first semester at Student Media. He arrives on publish days before many students are even awake for their classes to make sure the papers are delivered on time and to their appropriate locations. Not only does he make sure the papers that he sells the ads for are distributed, he is in the office everyday working hard to keep our paper running strong. Mr. Mageeâ&#x20AC;&#x2122;s efforts have not gone unnoticed. This past fall, he was selected to attend the Southern Universities Newspaper Conference where he was a nominee for the Best Sales Presentation award. In August of 2010, he was recognized by Student Media as the August Employee of the Month award, for his outstanding performance during his first two months selling for our Welcome back issue. In closing, I think Mr. Magee would make an excellent choice for Sales Representative of the Year Award. It takes many a full year to complete what Mr. Magee has accomplished so far and it is a strong qualifier for what he can do with the rest of his time here at Student Media. For this, I strongly urge you to consider him for this most prestigious award.

Sincerely,

Tim Gheen Marketing Director


December 22, 2010 Dear CNBAM Award Committee: I am writing to nominate Michael Magee for the Sales Representative of the Year award. I cannot think of a person who deserves this honor more than Michael. As the Assistant Director for the Center for Leadership Development at UNC Charlotte, I have had the opportunity to work with many student sales representatives. However, none have impressed me as much as Michael. He is knowledgeable about the products he offers, he is passionate about helping us get the most advertising bang for our buck, and he has the most contagious positive attitude of anyone I have ever encountered. Working with Michael is truly a pleasure. Michael consistently uses his knowledge of the products offered by Student Media to help me create marketing campaigns for upcoming events and speakers hosted by the Leadership department. For example, we will be hosting an event featuring Tavis Smiley next month, when I contacted Michael for ideas he was ready with multiple advertising opportunities to present to me. I had only been interested in advertising in The University Times, but after talking with Michael, we decided that my advertising dollars would best be used on a mix of newspaper advertisements, radio spots, and with a banner advertisement on Nineronline.com. Knowing I can count on Michaelâ&#x20AC;&#x2122;s expertise in advertising allows me to focus on the bigger picture. I canâ&#x20AC;&#x2122;t tell you how helpful that is. In addition to being knowledgeable about the best options for his clients, Michael is, simply put, a joy to work with. His can do attitude and genuine manner make you feel at ease during sales calls. His quick response to phone calls and emails let you know your business is a priority to him. In fact, of all the vendors, sales reps, and other professionals I deal with, Michael stands out as one of the most responsive and helpful people I do business with. For these reasons and countless more, I am happy to nominate Michael Magee for Sales Representative of the Year. Sincerely, Stephanie Schmidt Assistant Director for the Center for Leadership Development UNC Charlotte


Personal Selling Philosophy Michael Magee My name is Michael Magee. I think the most important attribute for a successful salesperson is that they are not afraid to try. This simple lesson of trying and doing your best is what I was taught all through my youth and obviously sticks with me to this day. Anything is easily accomplished if you try to fulfill the task. I truly believe following this life philosophy has led to my success as an account executive for the University Times. In sales, we are required to try things all the time. For example, we have to try to connect with strangers on cold calls to convince them our services meet their needs, we have to try to convey the clientâ&#x20AC;&#x2122;s vision to the production team to create advertisements that meet the highest of standards, and we have to try to reach goals month after month. I feel that my willingness to try these things has set me apart from others on in my field. As a youth I consistently remained active in my community as a Boy Scout. During this time I held multiple leadership positions and planned and carried out many community service projects. I stuck with boy scouts all the way to the end to receive the honor of Eagle Scout, a very prestigious award that I am so proud of. I know this experience shaped my personality to enable me to have the confidence needed to reach out to potential clients and


really understand and implement the ideas they have. I believe in our advertising and its ability to increase sales for our customers, so it is easy for me to try to sell it. It is during these activities as a youth were I began to understand that if you truly try you would accomplish. This is something I really believe if you try you will succeed. If you donâ&#x20AC;&#x2122;t try your best then why try at all? This is the way I look at things. That way of thinking gives me assurance that I will succeed. It allows me to work with others knowing we will achieve what we set out to do. For instance, I know the production team at The University Times is the best around. I know if I try to explain what my client wants, they will be able to deliver. Having that attitude makes the entire process more fun, and more fruitful. Also, I know that trying my best to make sales will result in attaining my sales goal month after month. I have faith that my effort will produce the results Iâ&#x20AC;&#x2122;m after as long as I am trying my best. To sum up, my philosophy is very simple: all you have to do is try to be your best. If you honestly try you will not fail and will see yourself on the road to success. This is something I honestly believe and will believe to my last days. I will never stop trying; therefore, I will always succeed.


JOB DESCRIPTION ACCOUNT EXECUTIVE Student Media Marketing The Account Executive shall call on and meet with clients to sell advertisements for the publications and service such accounts on a regular basis. Distinguishing Features of the Job: Each Account Executive is hired on a permanent basis, after completing an 8-issue stint as a Junior Account Executive and promoted by the Sales Manager. He/She is required to meet all standards and goals, and will have specified monthly sales quotas to meet, as this is a commission-based position. Responsibilities and Duties: • Keeps at least 10 office hours a week between the hours of 8:00 and 5:00 p.m. Monday through Friday via time clock; these office hours will be posted in the office. If, for some reason, he/she cannot be in the office, he/she must inform the Advertising Sales Manager. Failure to meet office hours requirement will result in deductions in pay. • Makes daily phone calls to the sales office voice mailbox in order to check phone messages from their clients. • Must maintain weekly and monthly sales quotas established by Advertising Sales Manager • Set up a minimum of two face to face appointments a week with potential advertisers. • Attends sales workshops when advised. These workshops will be held upon notice of the Advertising Sales Manager and will be conducted by the Advertising Sales Manager and Marketing Adviser • Attends all sales meetings • Turns in weekly call sheets to the sales manager or receive a $10 deduction each week these sheets are not turned in. • Proofs his/her ads before the set deadline. Once the ad is proofed he/she should fill out an ad revision/correction form and turn in for the Creative Director. All correct ads, upon proofing, shall be placed in the bin in the Creative Director’s office; • Dresses in a professional manner when meeting with clients or when an occasion deems it necessary and proper; • Maintains open communication between client accounts to insure proper service; • Helps with any walk-in or call-in clients, follows up on leads in a timely manner, and makes outside sales calls • Sells a complete line of UTimes products (Special Sections, U-Times, and NinerOnline) • Keeps clients informed of any special issues or promotions • Correctly completes all necessary paperwork in a timely manner • Adheres to department deadlines • Monitors contract status of accounts to stay on target and keeps Business Manager informed • Adheres to billing and credit policies as posted by the Business Manager; hand-delivers invoices to clients as deemed necessary • Provides support and help to other Account Executive • Does related work as needed. • Understands that at the end of each year all accounts will be reviewed and redistributed. Required Knowledge and Skills: •Must be a student currently enrolled at UNC Charlotte •Must possess and maintain a minimum GPA of 2.0 •Must be in good disciplinary and academic standing with UNC Charlotte •Must work well with others •Must have good communication skills and project professional image The Account Executive reports to the Student Media Marketing Advertising Sales Manager and /or Marketing Director. Questions about this position and its responsibilities should be directed to your supervisor. Grievances may be taken to the Student Media Board and/or Student Media Adviser. For further information, contact: Kelly Merges, Marketing Adviser, Cone University Center, UNC Charlotte, Charlotte, NC 28223-0001 Phone 704.687.2663 The University of North Carolina is composed of the 16 public senior institutions in North Carolina. An equal opportunity employer Rev. 2.25.09 By signing below, I acknowledge that I have read and understand the above job description which outlines the responsibilities as well as qualifications for the position stated. I also understand that by not fulfilling the responsibilities listed above, I can face termination from the position stated. _____________________________________________

_________________________________________


Percentage  of  Sales  by  Rep                                                                                                                                                     Fall  Semester  2010   1%   2%   5%   Magee     $14,419.90     31%  

3%  

1%   Na#onal     $12,875.00   28%  

Na#onal     House     Magee     Brooks   Barnhill  

House     $13,253.16   29%  

Cudney     Williamson     Holness    


Sales  vs  Goals  for  Michael  Magee                                                                                                         August  2010  -­‐  December  2010   Total    

Dec-­‐10  

Nov-­‐10  

Oct-­‐10  

Sep-­‐10  

Aug-­‐10  

$0.00  

$2,000.00  

$4,000.00  

$6,000.00  

$8,000.00  

$10,000.00  

$12,000.00  

$14,000.00  

$16,000.00  

Aug-­‐10  

Sep-­‐10  

Oct-­‐10  

Nov-­‐10  

Dec-­‐10  

Total    

Goal    

$1,000.00  

$4,000.00  

$4,000.00  

$3,000.00  

$1,500.00  

$12,500.00  

Sales    

$2,384.96  

$3,183.14  

$4,328.96  

$2,369.40  

$2,153.44  

$14,419.90  


Survival  Guide  2009  vs  2010   33.45%   Increase  

2010  

2009  

0  

Survival  Guide    

5000  

10000  

15000  

20000  

2009  

2010  

15342.25  

20475.5  

25000  


Percentage  of  Sales  by  Rep                                                                                 Welcome  Back  Issue  2010   Na3onal     Accounts     7%   House  Accounts     55%  

Magee  $6,241.00  

House  Accounts  $9,065.00    

Magee     38%  

Na3onal  Accounts  $1,200.00  


Michael Magee

11201 Silverton Drive Harrisburg, NC 28215

(704) 359-7264 MMagee10@uncc.edu

Education

University Of North Carolina at Charlotte August 2009-Present Expected Date of Graduation May 2013 Current GPA is 3.13 Hickory Ridge High School, Harrisburg, NC August 2006-2009 Experience Senior Account Executive The University Times, Charlotte, NC June 2010- Present - Meet with area businesses to sell advertising in twice-weekly campus newspaper - Maintain client list of over 100 clients while prospecting for new business - Create and present proposals for business sales presentations - Act as liaison between clients and design team - Conduct contract negotiations for extended ad campaigns Circulation Manager The University Times, Charlotte, NC August 2010 - Present

- Schedule and oversee delivery of 14,000 newspapers, twice weekly, to more than 60 locations by 9 am - Supervise and train staff of three - Maintain the condition of more than 50 racks - Place posters as directed by national agency

Manager/Key Holder Danaâ&#x20AC;&#x2122;s Ice Cream, Harrisburg, NC April 2010 - Present

- Open and closing duties - Maintain accurate inventory counts - Take orders, control portions, and serve customers in a timely manner - Operate point of sale cash register - Customer service and problem solving - Assist owner with bi-weekly food order

Awards/Honors

Named Employee of the Month in August 2010 for University Times Brought in more than $14,400 in fall sales accounting for 31 percent of all local sales Selected to attend the Southern University Newspapers Conference and the College Newspapers Business and Advertising Managers Conference to represent The University Times Marketing Department

Named Eagle Scout by Boy Scouts of America in 2008 Skills

Seasoned Leadership capabilities Self Starter Excellent Organizational Skills Highly Innovative


Kelsie J. Langley Kelsie Langley 2010 ADVERTISING SALES REPRESENTATIVE

of the

YEAR NOMINEE

THE UNIVERSITY DAILY KANSAN

College Newspaper Business & Advertising Managers, Inc.


RECOMMENDATION

from JON SCHLITT, ADVISOR

1

To Whom It May Concern: It is my great pleasure to write to you today to recommend Kelsie Langley from The University Daily Kansan for College Newspapers Business and Advertising Managers Sales Representative of the Year Award. Kelsie’s story is the quintessential story of perseverance. In her first semester on The Kansan Kelsie was a rookie account executive facing virtually impossible odds as her largest account representing nearly half of her monthly quota was unable to pay its bill for the entire Spring semester and virtually crippled Kelsie’s ability to hit goal in the process. Despite these challenges Kelsie kept an upbeat attitude and looked to improve her skill set daily so that when the storm clouds over her territory parted she would be ready. She never once asked for special privileges or complained that she wasn’t making enough money, she simply looked to get better day by day. This past Fall Kelsie was able to show what she was truly capable of. She returned to The Kansan again, this time as a senior account executive and the results were truly astounding. The accounts she was given to work with had their own unique challenges once again. But Kelsie’s development was obvious as she conquered these challenges by creating new opportunities for her accounts such as front-page advertising on special sections and by constantly growing her new business. For the Fall she posted revenues of nearly 200% to goal and $18,000 over goal as well. Her sales into special sections were outstanding and her growth of new business was excellent as well. Above all though the reason Kelsie has achieved these successes is because of who she is. From the first day that I met her in training in January of 2010 I was struck by not only how intelligent she is but also how inquisitive she is. She is always seeking to learn more about how she can improve at her position and provide the best results possible to her clients. As a senior account executive this Fall she has assisted her zone manager in overseeing the day to day management of a team of three other account executives, one creative and one intern. Kelsie has been able to pass along to her teammates how to overcome obstacles and be successful as well as the zone has achieved 108% to goal for the semester. I’ve served as adviser to The Kansan for over three years now and have never seen an account executive make the transformation that Kelsie did. The challenges Kelsie faced in her first semester were so immense, I worried that they would hinder her development to the point that she wouldn’t return. Her numbers for the entire year are impressive, but when one takes a moment to think about the obstacles she overcame her numbers in my opinion are astounding. In this challenging sales environment that we all find ourselves in now they serve as an example for all other account executives on the values of patience and developing ones set of skills. I can think of no better account executive from our organization to submit for this award and hope that you will recognize her with this prestigious award. Sincerely,

Jon Schlitt Sales and Marketing Adviser The University Daily Kansan

Kelsie Langley THE UNIVERSITY DAILY KANSAN


RECOMMENDATION

from KRISTA PETERSON, CLIENT

2

December 20, 2010 To whom it may concern: The purpose of this letter is to recommend Kelsie Langley for Advertising Representative of the Year at the College Newspaper Business and Advertising Managers Convention. Kelsie has been my representative from the University Daily Kansan for this past semester and has done an excellent job servicing me on behalf of my client, Commerce Bank. I have been in the advertising business 20+ years, spending most of those years here at Bernstein-Rein Advertising where I have purchased television, radio and newspaper. Here at Bernstein-Rein, we take pride in providing the best service possible to our valued clients, and we expect no less from the vendors we work with. Our vendors, alongside us, provide a team effort in making our clients advertising campaigns successful and ultimately growing their business. Kelsie has not only been attentive in correctly placing and maintaining my Commerce Bank ads from communicating rates, size and deadline requirements and addressing billing issues, but she has shown that she sees the bigger picture, by providing me with opportunities that she feels would benefit my client, knowing that these were not in my original media plan. One specific example is the University Daily Kansan’s Basketball Poster Series. This series of posters appears in the Daily Kansan on six different game days within the basketball season and feature a specific message to the opponent. Fans attending these home games hold the posters up at the start of each game to “intimidate” the other team. As the fans hold the posters up facing outward, they are faced with my client’s ad which appears on the back side. Kelsie clearly communicated all the different options for buying into this package, explaining the discounts available, size requirements and even took the time to remind me about the deadlines as they were approaching. The campaign was a success and I am predicting that my client will want to participate again next year. I feel Kelsie deserves this award because I have the opportunity to compare her to many other student newspaper representatives that I work with around the United States, so I know the difference between excellent service and just mediocre service. I have even worked with some representatives that just aren’t ready for the real-world. Kelsie sincerely is at the top of my list as being one of the best, most attentive, polished and informed student newspaper representatives I have ever worked with. I wish her luck in her future career in advertising and am confident she will find success. I hope you will award her this honor, as she certainly deserves it. Sincerely, krista peterson media acquisition specialist bernstein-rein  |  4600 madison avenue  |  kansas city, missouri  64112 agency  816  756  0640  |  direct  816  960  5894  |  fax  816  399  6894 kristapeterson@bradv.com  |  www.bernstein-rein.com

realize the potential of your brand.

Kelsie Langley THE UNIVERSITY DAILY KANSAN


PERSONAL SALES PHILOSOPHY

3

Dear CNBAM judges: Thank you for reviewing this statement of both my sales philosophy and experience during my time at The University Daily Kansan. This past year has been demanding and at times difficult, but overall, it’s been a year marked with great personal success. I would not have achieved this success without serious dedication and drive for selling, for my position on staff or for our publication, The University Daily Kansan. Having not sold prior to working on the ad staff in January 2010, I wasn’t quite sure how I would do as an Account Executive or if I would enjoy the line of work. Although my first semester on staff was marred with many challenges, I valued the experience of consultative selling to my clients. I faced thousands of dollars of churn on my assigned client list each month during the spring semester due to businesses that were about to close their doors for good – seemingly an insurmountable challenge to a new sales hire. However, I did my best to make the most of the opportunities I was given. I employed all possible resources to help me with my challenges – my adviser, multiple Zone Managers, my strategic communication classes at The University of Kansas, two Advertising Directors and two previous Sales Rep of the Year nominees/winners as well as books I had acquired on the subject of sales. I was able to apply the knowledge and advice shared with me in order to create my own personal selling style and motivation to succeed. As a result, I generated $46,651.93, or $8,870.39 over yearly quota for 2010. I finished the fall 2010 semester more than 200 percent to goal, or a total of $18,682.09 over semester quota. For the entire year, despite the plethora of challenges on my lists, I finished at 123 percent to goal. The power of my sales strategy derives from dedication—to my position and to my clients’ businesses, to develop and preserve committed personal relationships with clients, to illustrate consistent professionalism of the highest quality, and lastly, to build confidence between clients and the many products and opportunities that The University Daily Kansan has to offer. Though I achieved great success in my sales goals this year, selling has never been strictly about numbers for me. While I struggled through the spring 2010 semester, facing challenges from my two biggest clients, I still took pride in my position and felt fulfilled in my ability to help businesses build awareness, brand themselves and increase KU student traffic flow. By helping businesses accomplish these goals, I achieved my personal sales goals and quotas while contributing to the staff ’s goals. Most importantly, however, I obtained personal gratification by helping my clients. Through the campaigns I built, I guided perception of local businesses in the minds of the KU student body. My campaigns were the result of thorough needs analyses and a strong knowledge of our publication’s target audience. Because I make business needs a priority, I am able to build strong relationships with individual clients. I work extremely hard to develop and preserve personal relationships with my clients. For instance, one client in the fall semester, The Grove Apartments, ended the previous summer semester on poor terms with his past representative. I discussed the client’s concerns in great detail with the past representative, the Advertising Director and The Kansan’s Sales and Marketing Adviser in order to prepare for the first client call. Conducting the necessary client and situational research allowed me to be completely in the know of expectations, past actions and possible future concerns. During the meeting, I was able to alleviate all concerns and mend the previously wounded

Kelsie Langley THE UNIVERSITY DAILY KANSAN


PERSONAL SALES PHILOSOPHY (continued)

4

relationship. Because I instilled a new confidence in the client for our publication, I was rewarded with a new relationship and lots of advertising. The relationship developed into one of the strongest I had during the fall semester, contributing to 22.32 percent of my total semester quota and generating $8,434.60 in advertising. I remain dedicated to leadership by example and displaying professionalism of the highest quality to the best of my ability. Commerce Bank, one of my clients in fall 2010, was frustrated with production errors. In order to make the client happy and not lose the respect I had earned, I took full responsibility for the mistakes. We worked together to find a solution for the problems. Because of my honest and consistent communication with the client, a potential mountain of an obstacle became no more than a mere speed bump during the campaign. As an Account Executive, I can remember feeling extremely overwhelmed during our first week of training in learning all aspects of each of The Kansan’s many products. I worked to further discuss product details with my Zone Manager throughout the semester, so that I could truly communicate the benefits of each product to my clients. As a Senior Account Executive in the fall, I found myself discussing these same product details—discussing their audiences, distributions and editorial information—to other Account Executives who were unsure of what products to pitch to their clients. Because I’m sure there will be other new Account Executives who will feel just as overwhelmed as I once felt during my first semester selling, I plan to pass on my knowledge to others, helping them further understand all aspects, details and benefits of each Kansan print product. Lastly, as a sales representative I build confidence between each of my clients and the many products and opportunities that The University of Kansan has to offer. One of my clients, Schumm Foods, became disenchanted with Kansan advertising because he did not see immediate success after only one week of modest advertising. He seemed set on pulling advertising for the rest of the semester. In order to overcome this particular objection, I drafted a student survey in regards to his category of business and distributed it to students on campus. The results reinforced a need to get his message out to the students and creatively shape the perception of his restaurant. With these results, the client decided to try advertising once again, with a few small changes I recommended. When I followed up on the results of the new campaign, the client was pleased, as his student traffic had increased significantly. Because of the extra time and attention I dedicated to providing the client with survey numbers and pre-tested campaign ideas for his business, the client had more confidence in me as a rep. He saw I was dedicated to the professional relationship and to the success of his business. I wasn’t there just to earn a paycheck. As a result of my efforts, I look forward to working with Schumm Foods again next semester. To close, my knowledge of the sales process and my ability to work with all types of client personalities makes me a strong candidate for this prestigious award. My coworkers named me Salesperson of the Semester and Hardest Worker on staff for fall 2010 through a staff vote. These honors would not have been possible without sincere dedication, perseverance through adversity, consistent professionalism and my ability to instill confidence about our publication to our clients. While my personal success has been earned, I realize this is just the beginning. I will never be finished with training or learning, as I plan to perform, grow and evolve in becoming the nation’s best sales representative. Thank you very much for this opportunity. Sincerely, Kelsie J. Langley

Kelsie Langley THE UNIVERSITY DAILY KANSAN


5

Résumé

Kelsie Langley 620-491-0047 klangley@kansan.com

Education University of Kansas, Lawrence, Kansas William Allen White School of Journalism and Mass Communications Bachelor of Science in Journalism, strategic communication emphasis Concentration in English, History and Anthropology Current GPA: 3.74

Experience The University Daily Kansan Zone Manager, January 2011 - present • Manage an account list of 25 local, regional and national clients • Coach a team of four sales reps and one graphic designer • Responsible for more than $35,000 in sales monthly • Create monthly sales incentives to motivate and reward Senior Account Executive, August 2010 - December 2010 • Sold more than 200 percent to semester sales goal • Responsible for growth and retention of more than 25 client accounts • Led entire staff in semester sales percentage to goal for fall semester

References Jon Schlitt Sales & Marketing Adviser The University Daily Kansan (785) 864-7666 jschlitt@kansan.com

Typhoon Creative Partnership, Ltd., London, England Creative Services Intern, May 2010 - August 2010 • Assisted advertising video production crew with filming duties on set • Organized and executed client presentations • Edited Advetising Director’s client proposals and recommended strategies Joe Garvey for changes and presentation Advertising Director The University Daily Kansan The University Daily Kansan (316) 619-6011 Account Executive, January 2010 - May 2010 jgarvey@kansan.com • Consultative-sold to more than 25 local, regional and national clients • Performed each step of the sales process (needs analysis, campaign Jonathan Bannister creation, proposal, close and follow-up) for advertising clients Film/Production Agency Director • Established relationships with assigned clients Tyhoon Creative Ltd. • Created creative communication campaigns based on client goals (020) 7269-6990 jbannister@typhooncp.com

Honors

• Rose Spurrier Scholarship • Watkins-Berger Scholarship • Salesperson of the Semester (December 2010) • Senior Account Executive of the Semester (December 2010) • Hardest Worker of the Semester (December 2010) • K-Club ($1,000 in sales commission) (September - November 2010)

Krista Peterson Media Planner Berstein-Rein (816) 756-0640 krista_peterson@bradv.com

Kelsie Langley THE UNIVERSITY DAILY KANSAN


SENIOR ACCOUNT EXECUTIVE JOB DESCRIPTION

6

As an Account Executive for spring 2010 and a Senior Account Executive for fall 2010, I am in charge of managing and boosting approximately 30 local and national client accounts. I am part of a complete sales team we call zones, consisting of three Account Executives, a Senior Account Executive, a Zone Graphic Designer, a Marketing Specialist and a Zone Manager. My role as Account Executive includes creating strategic campaigns according to each client’s business needs. In order to accomplish this, I had to become extremely knowledgeable of The University Daily Kansan as well as its products and opportunities, an expert of The Kansan’s target audience (namely, KU students) and a professional problem-solver. My goal is to provide the highest professionalism and dedication to my clients and my publication. I am responsible for collaborating with fellow coworkers, such as the Zone Graphic Designer, in order to communicate and create the most creative and effective advertising campaigns while also keeping in mind the needs of each client. As a Senior Account Executive this past fall, I retained all of the aforementioned skills and expectations of an Account Executive while adding an important leadership role to the staff and to my zone, setting an example for other entry-level sales reps through my dedication, professionalism and attitude. I showed respect to all coworkers, but especially those within my zone, by helping and guiding them through any questions or challenges they came across. Just as important as my responsibility to lead by example, I was also in charge for being the Zone Manager’s ‘second-in-command’ for the new group of Account Executives. I assisted my ZM, Carolyn, with ongoing training, zone incentive creation and planning of zone social events. When I was a new Account Executive, I had many questions about the sales process, our products and our clients. My job in the spring as the Senior was to help the manager answer those questions and build confidence in the rew sales representatives. We practiced cold calling, objection handling, closing, and presenting campaigns to clients in small training settings. During my time as Senior Account Executive I was expected to be the breadwinner for my staff. I dealt with a much larger client list than the Account Executives - all filled with clients who were seen as potential dangers as they might choose to pull advertising. My list certainly had a lot of risk, but I did everything I could to make sure it yielded high reward. How? I constantly thought of out-of-the-box communication ideas for my clients. I gave them superior service in my ability to follow-up to check on campaign efficiency, and I frequently sought new business acquisition opportunities. I achieved great success during this semester, becoming the top sales person on staff and breaking my semester quota by more than 200 percent. I averaged 212.64 percent to goal each month this fall as a Senior Account Executive, contributing an additional $18,682.09 of revenue to my semester goal. My fall sales accounted for 34.7 percent of my zone’s semester quota, helping us to break our zone semester quota by 108.1 percent.

Kelsie Langley THE UNIVERSITY DAILY KANSAN


7

ADVERTISING CAMPAIGN EXAMPLES CLIENT: JEFFERSON’S RESTAURANT

BASKETBALL your 2010-2011 bask

etball headqurters

PITCHERS Monday Specials $5.00 Burger Baskets Tuesday Specials $0.60 Oysters $10.95 Crablegs Wednesday Specials $0.50 Wings Thursday Specials $5.00 Burger Baskets $5.00 Bud and Bud Lt. Pitchers Friday Specials $5.75 Salads

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In fall of 2010, Jefferson’s ultimate goal was to increase traffic and sales on Thursdays. Because of the research I had done prior, I knew Jefferson’s offered great deals on Thursdays that students would be interested in, if informed of such. I also knew that our Jayplay tabloid was the very best product to combat Jefferson’s challenge, as it highlights upcoming entertainment and food and drink specials. Since Jayplay is also distributed on Thursdays, I recommended this product to the client. After just two weeks of advertising a quarter-page ad in Jayplay along with Weekly Specials, the client told me that Jefferson’s was packed on Thursday. Because of these great results, the client continued to run a quarter-page ad in Jayplay along with Weekly Specials very frequently throughout the rest of the semester. With few additional recommendation in our special products—namely, Basketball Preview, Homecoming, Sex on the Hill and Finals Guide.—the client was very pleased with all ads created as well as the direct results and awareness brought to his restaurant. All in all, it was worth the $4,410.00 investment to make.

Kelsie Langley THE UNIVERSITY DAILY KANSAN


8

ADVERTISING CAMPAIGN EXAMPLES (continued) CLIENT: COMMERCE BANK/BERNSTEIN-REIN

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YOUR MONEY

( On-campus branch ( Seven on-campus ATMs ( Email Alerts

( Mobile Banking1 and Online Bill Pay ( Instant Issue Check Card

Commerce was voted â&#x20AC;&#x153;Best Bankâ&#x20AC;? by KU students in University Daily Kansan survey.3

Open and use a myRewards Student Checking Account and earn up to $125.2

Apply today at our location inside the Kansas Union.

Apply today at our location inside the Kansas Union.

785-864-5846

Commerce was voted â&#x20AC;&#x153;Best Bankâ&#x20AC;? by KU students in University Daily Kansan survey.2

Apply today at our location inside the Kansas Union.

commercebank.com/kucard 1 Your mobile carrierâ&#x20AC;&#x2122;s text messaging and web access charges may apply. 2 To receive incentive, you must complete certain actions in the first 3 months and your account must be in good standing three full months after opening. Incentive credited the next month. Maximum total incentive $125. Incentive of $10 or greater reported as interest to the IRS. Minimum deposit to open $100. Annual Percentage Yield 0%. Limited-time offer. 3 Voted Best Bank in 2010 Top of the Hill. ask listen solve and call click come by are trademarks of Commerce Bancshares, Inc. Š 2010 COMMERCE BANCSHARES, INC.

785-864-5846 Commerce was voted â&#x20AC;&#x153;Best Bankâ&#x20AC;? by KU students in University Daily Kansan survey.2

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commercebank.com/kucard Your mobile carrierâ&#x20AC;&#x2122;s text messaging and web access charges may apply. 2Voted Best Bank in 2010 Top of the Hill. ask listen solve and call click come by are trademarks of Commerce Bancshares, Inc. Š 2010 COMMERCE BANCSHARES, INC.

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While I did not personally have a say in the creation of the Commerce Bank ads of fall 2010, I did recommend multiple opportunities that I felt beneficial for this company. With a pre-determined media mix of full color Jayplay and full color daily paper advertising, I recommended that Commerce Bank advertise within the Basketball Poster Series, which would allow the client to be directly in the faces of the student population at every home menâ&#x20AC;&#x2122;s basketball game (in addition to the normal 12,000 impressions within the daily paper). The client greatly appreciated this recommendation and was pleased that I explained the various details and this product, in both pricing/rates and in the details of distribution. The additional $1,075.00 investment of a total $7,815.00 yearly investment total was thought to be money well spent, as the client expressed interest in again advertising within this series in spring 2011. Publications:







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CLIENT: BROWNâ&#x20AC;&#x2122;S SHOE FIT CO.

p a re n t s we e ke nd nd

SPECIAL

20% off

regular price with Student I.D. *some exclusions may apply expires 9-27-10

NEW ARRIVALS DAILY

20% off

regular price with Student I.D. *some exclusions may apply expire exp expires ires 9 9-27-10 27 10

829 M Massachusetts h tt Lawrence L 842-8142 842 8142 o 6, Thurs. till 8:00, Sat 9 to 5:30, Sun 12 to 5 Mon-Fri 9 to

829 Massachusetts Lawrence 842-8142 Mon-Fri 9 to 6, Thurs. till 8:00, Sat 9 to 5:30, Sun 12 to 5

829 Massachusetts Lawrence 842-8142 Mon-Fri 9 to 6, Thurs. till 8:00, Sat 9 to 5:30, Sun 12 to 5

As a small client with a limited budget, BSFC used short-term, black and white daily paper campaigns, highlighting an influx of new shoe models or a discount within the ad to increase sales in older models. The campaign has a consistent look: visuals of the product, a vertical shape, a wallpaper background and key words describing the intended special. Throughout 2010, BSFC invested a total of $1,404.40. While the client mentioned that it is sometimes hard to tell where increased traffic stems from, he did mention that sales were at least even if not increased in comparison to the year prior while utilizing these short-term campaigns.

Kelsie Langley THE UNIVERSITY DAILY KANSAN

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YOUR MONEY

YOUR MONEY

ON CAMPUS. ONLINE. ON YOUR ID.


ADVERTISING CAMPAIGN EXAMPLES (continued)

9

CLIENT: SCHUMM FOODS

Why wait til Tonight?

Daily

Drink

serving $2.50 FROZEN MARGARITAS Every Friday from 11am-midnight

Specials Sunday - Tuesday 11am - 10pm Wednesday - Saturday 11am - Late 719 Massachusetts 785.856.BREW (2739)

721 MASS * next to Buffalo Bobâ&#x20AC;&#x2122;s * 856-Brew (2739)

After re-evaluating The Dynamite Saloon ads and the strategy behind them through market research on the student population, I recommended a campaign of one spot color daily paper ad that would drive traffic on Fridays, one full-color Jayplay ad and the additional Weekly Specials in Jayplay each week. The campaigns highlights specials of The Dynamite Saloon with extra focus on drink specials. Total investment in all ads this semester, with a break during re-evaluation of the campaign, was $5,056,80. By the end of the semester, I had re-established confidence with my client, as he saw direct results from the Friday daily paper spot color ads and from a short two-day campaign (not shown above) highlighting a free concert.

Kelsie Langley THE UNIVERSITY DAILY KANSAN


ADVERTISING CAMPAIGN EXAMPLES (continued)

10

CLIENT: LEGAL SERVICES FOR STUDENTS >ff[clZbX^X`ejkB$JK8K<

FREE LEGAL ADVICE ...because knowing the law is your best defense

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LSS invested $5,342.60 in 2010 with two main goals: inform students that LSS is located on campus and that services are free and confidential. The campaign I helped create advertised LSS in every issue of The Wave sports tabloid, every distribution of the Basketball Poster Series, the Basketball Poster and Basketball Preview. In addition to this sports branding, LSS also advertised in other popular special sections like Homecoming and Sex on the Hill, as these products offered extra distribution and extended shelf life. LSS was pleased with the media mix of its awareness campaign, deeming the sports branding and special section additions more worthwhile than the ‘too common’ ads in ROP of the past. LSS also expressed much enthusiasm in the Basketball Poster Series and plans to continue that interest in the 2011 spring series.

CLIENT: UNIVERSITY DANCE COMPANY The University of Kansas School of the Arts Department of Dance presents

THE UNIVERSITY

DANCE COMPANY

AU D I T I O N UNIVERSITY DANCE COMPANY

7:30 p.m. Thursday, April 22, 2010 7:30 p.m. Friday, April 23, 2010 Lied Center

Tuesday, January 19 7:00 pm Studio 242 Robinson Center

NO SOLO MATERIAL REQUIRED

The Department of Dance, School of the Arts and the School of Music present

UNIVERSITY DANCE COMPANY AND KANSAS UNIVERSITY SYMPHONY ORCHESTRA THURSDAY AND FRIDAY, NOVEMBER 18-19, 2010 LIED CENTER OF KANSAS, 7:30 PM With conductor David Neely, soloist Patrick Suzeau and a flamenco work by guest artist Melinda Hedgecorth. These performances are dedicated to Janet Hamburg.

FOR FURTHER INFORMATION Featuring guest choreographer Hayley Mac and soloist Patrick Suzeau Tickets on sale at the Lied Center, Murphy Hall and SUA box offices. Call (785) 864-ARTS (2787) for tickets. Paid for by

STUDENT SENATE one community. many voices.

785-864-4264

Tickets on sale at the Lied Center and Murphy Hall box offices. Call (785) 864-ARTS (2787) for tickets. Tickets $15 general public, $10 students/seniors, $5 advance KU student price Group rates and advance purchase discounts on tickets available

$15 Public, $10 Students and Senior Adults Group rates and advance purchase discounts on tickets available

UDC advertises with The University Daily Kansan to increase timely awareness of upcoming auditions and concerts. The strategy (in both spring and fall 2010) usually consisted of a week full of advertising leading up to the event—typically involving three to four black and white daily paper ads and one black and white Jayplay tabloid ad. Normal weekly investment for these short-term campaigns was $344.75 on average, contributing to a total investment of $1,457.75 for 2010. These campaigns helped effectively increase awareness of the upcoming events to KU students. Though working with a smaller budget, we were still able to create a media mix on campus.

Kelsie Langley THE UNIVERSITY DAILY KANSAN


2010 REVENUE/ACQUISITION TRACKER

11

Kelsie Langley - 2010 Total Revenue Numbers Month January February March April May Spring 2010 Totals

Run of Press Jayplay The Wave Special Sections $194.25 $240.00 NA NA $1,211.58 $360.00 NA NA $2,149.08 $395.00 NA $250.00 $1,167.15 $1,196.25 NA NA $132.75 $20.00 NA $1,785.00 $4,854.81 $2,211.25 NA $2,035.00

August September October November December Fall 2010 Totals

$3,578.72 $3,802.22 $4,227.40 $2,498.65 $787.88 $14,894.87

$940.00 NA NA $4,060.00 $925.00 $1,855.00 $840.00 $2,360.00 $840.00 $3,385.00 NA $6,855.00 $2,605.00

2010 Yearly Totals

$19,749.68 $9,066.25 $1,765.00

$410.00 $3,323.00 $3,138.00 $340.00 $7,211.00

Online NA NA NA $240.00 NA $240.00 NA NA NA NA NA

$5,768.00

Total $434.25 $1,571.58 $2,794.08 $2,603.40 $1,937.75 $9,341.06

$4,518.72 $9,197.22 $10,245.40 $8,836.65 $4,512.88 $0.00 $37,310.87 $240.00 $46,651.93

Kelsie Langley - 2010 New Business Revenue Numbers Month

Jayplay The Wave $0.00 $0.00 $0.00 $0.00 $115.00 $0.00 $101.25 $0.00 $0.00 $0.00 $216.25 $0.00

Special Sections $0.00 $0.00 $250.00 $0.00 $210.00 $460.00

August September October November December Fall 2010 Totals

$3,452.72 $825.00 $0.00 $3,041.22 $3,015.00 $655.00 $3,291.40 $810.00 $540.00 $2,157.40 $1,480.00 $540.00 $787.88 $810.00 $0.00 $12,730.62 $6,940.00 $1,735.00

$0.00 $0.00 $2,273.00 $575.00 $1,610.00 $4,458.00

$0.00 $4,277.72 $0.00 $6,711.22 $0.00 $6,914.40 $0.00 $4,752.40 $0.00 $3,207.88 $0.00 $25,863.62

2010 Yearly Totals

$13,604.47 $7,156.25 $1,735.00

$4,918.00

$0.00 $27,413.72

January February March April May Spring 2010 Totals

Run of Press $0.00 $0.00 $340.00 $401.10 $132.75 $873.85

Online $0.00 $0.00 $0.00 $0.00 $0.00 $0.00

Total $0.00 $0.00 $705.00 $502.35 $342.75 $1,550.10

In 2010, I activated 15 total zero quota and new business accounts

Kelsie Langley THE UNIVERSITY DAILY KANSAN


NEW BUSINESS SALES/COMPETITION

12

Total 2010 Revenue from New Business & Zero Quota Clients 41% 59%

1 New Biz & Zero Quota Revenue 2 Revenue from Clients with Quota In 2010, new business accounted for 59% of my total sales

FALL SEMESTER SALES COMPETITION One obvious test of how well a sales rep has performed for the year is how many contracts they were able to bring in. The Advertising Director for the fall semester decided to make this a sales competition based on a three-point system. The points were assigned according to: 1) Highest percentage to goal, 2) Highest percentage of new business revenue and 3) Highest number of contracts signed. Whichever rep had the most out of the three points were declared the winners at the end of the semester. By the end of the semester, my zone had the highest percentage to goal and the most contracts signed. We acquired 20 contracts, accounting for more than $70,000 in revenue for The Kansan. I led all zone members in the number of contracts I brought in.

Kelsie Langley THE UNIVERSITY DAILY KANSAN


13

CLIENT/TERRITORY GROWTH

Fall 2009 & Fall 2010 Revenue from The Grove $3,000 $2,500 $2,000 $1,500 $1,000 $500 $0 1 Aug.,

2 Sept.,

Fall 2010 Revenue Fall 2009 Revenue 3

4 Oct.,

Nov.,

5

Dec.

Fall 2009 Revenue Fall 2010 Revenue I inherited The Grove Apartments in the fall semester of 2010. Before that semester, The Grove was a dormant account. They had experienced many conflicts with past reps and had voiced many concerns with our management staff and advisor. I was facing no quota for them, only challenges of bad past relationships with The Kansan. I met frequently with the client at The Grove, listened to his concerns and mapped out an idea to make amends. The client was big into non-traditional advertising ideas. Once I knew this, I worked with my creative time to create a new campaign, utilizing several different media options. As a result, youâ&#x20AC;&#x2122;ll see the huge growth on the graph on what The Grove was willing to invest with me working with them.

Kelsie Langley THE UNIVERSITY DAILY KANSAN


14

SPECIAL SECTION REVENUE

Total Special Section Sales Fall 2010

17.88%

1 2 2

Special Section Sales Basketball Preview

$12,000.00

Basketball Schedule

Revenue

$10,000.00

Basketball Poster Series Top of the Hill

$8,000.00 $6,000.00

Sex on the Hill

$4,000.00 $2,000.00

Finals Guide

$0.00

Homecoming

1

2

(1) My Sales; (2) Total Staff Sales

Kelsie Langley THE UNIVERSITY DAILY KANSAN


Retail Marketing Consultant Job Description

Job responsibilities include servicing new and existing accounts and develop new business. Maintain account records and make sales calls on current and prospective clients. Responsible for achieving sales quotas and meeting daily deadlines. Attend bi-weekly sales and advertising meetings. Work with sales interns to prospect new business. Perform special duties as directed by the Sales Manager. Must be highly motivated and possess excellent interpersonal skills. Attention to detail and organization are essential. Previous sales and customer service experience is helpful. Must be a University of Minnesota student and able to work 20-25 hours per week. A commitment of at least one year is preferred, but not required.

2221 University Avenue Southeast | Suite 450 | Minneapolis, MN 55414 Office: (612) 627-4080 | Fax: (612) 435-5865 www.mndaily.com


Nick Lundquistâ&#x20AC;&#x2122;s Sales Records Month May June July August September October November December January

Revenue Sold

Monthly Sales Goal

$225 $0 $64.50 $0 $13,819.37 $5,732.15 $10,159.65 $3,789.60 $6,011.46

$285 $1,000 $1,250 $1,000 $10,000 $6,525 $3,250 $2,875 $2,750

Percent of Sales Goal Achieved 79% 0% 19.4% 0% 138.2% 87.95% 313% 132% 218.6%

Total Revenue: $39,794.73 Goal Total: $27, 935.00 Total Average Monthly Revenue: $4, 974.00 Average Monthly Revenue from September-January (School year with 4 papers per week as opposed to once a week in the summer): $7 ,901.00


Nick Lundquist 2221 University Avenue SE, Suite 450 Minneapolis, MN 55414 January 26, 2011 CNBAM Awards Contest C/o Sara Judd, VP/Awards Washington University Student Media, Inc 330 Danforth University Center Saint Louis, MO 63105 Dear CNBAM Awards Judges, When I became a Marketing Consultant for the Minnesota Daily, I took on the responsibility of connecting over 80,000 students, faculty, employees, alumna, and other active members of the University of Minnesota community with local businesses and restaurants in the surrounding neighborhoods. My colleagues and I are very fortunate to live, study and work in the Twin Cities, an area full of upbeat and competitive business, as well as rich and diverse cultures that welcome any and all people. As a native of Minneapolis, I embraced this job and considered it as a way for me to help promote the growth and prosperity of my hometown, and I have genuinely enjoyed meeting the people of Minneapolis that have similar aspirations. In all honesty, I was very intimidated and taken back when I received my internship at the Daily. The fast-paced environment and demanding responsibilities that were placed upon me were things I had never experienced in previous years, so I knew there would be a large gap that I would need to get used to to as quickly as possible. However, one thing I have always relied upon in my life is my willingness and overall determination to adapt to changes and create the best possible outcomes given the resources I have at my disposal. I took that mindset with me as I began my internship, and did not allow myself to fall behind and become discouraged. I was able to meet with a prospective client in my first week as an intern, solidifying a sale and, in turn, moving up to an already existing clientele. Although I was excited, I understood that my job responsibilities just increased vastly and that I would need to figure out a way to succeed. With no previous sales experience under my belt, I decided to not only take in the instruction and guidance of my managers and director, but also find my own niche that would help me succeed in the strenuous workforce known as Sales. For me, the main thing that I believe has attributed to my success thus far at the Daily is my genuine excitement for creating real relationships with the people I meet. When many people think of sales, they may think of manipulation and smooth talking, but I strictly believe in the method of listening to the clients and figuring out what their overall mission is at their business. I truly enjoy hearing all of these different peopleâ&#x20AC;&#x2122;s ideas and outlooks on not only their business, but also their overall life outside of work. I think that connecting with these people in a civilized and genuine manner, rather than me being another random salesman hoping to bring in a few dollars, is the first step in setting the foundation for a great partnership. I am not ignorant to the fact that these managers 2221 University Avenue Southeast | Suite 450 | Minneapolis, MN 55414 Office: (612) 627-4080 | Fax: (612) 435-5865 www.mndaily.com


deal with people such as myself on a daily basis, and I am sure they hear the same sales pitch every time, which is why I try and diversify myself from the rest. I want these people to consider me as a partner rather than a salesman, because that is truly what I want out of it. As I mentioned earlier, I want to connect these local businesses to the vastly populated community that makes up the University of Minnesota because I understand that these potential customers will help drive the businesses that I am helping promote through the Minnesota Daily. Another big part of my sales approach is that I do not believe in rushing anything. Although I understand that the Daily is driven by profit, I believe the best way to attain that profit is by first, creating the relationship with the client, and then second, figuring out the best campaign that will bring in the most return. In my opinion, it is pointless to rush a client into signing a contract on the first meeting or pitching them a poor campaign solely to bring in revenue for the Daily when I know it will not bring in return for the client. I want the managers who are giving me their investments to not only see the value in the campaign they are running, but be comfortable with it as well. That way, regardless of any return, they understand that I genuinely wanted what was best for their company and instead of pulling their budget, they will instead want to make altercations for the next go-around. As I just mentioned, I want these clients to consider the money they give to the Daily for advertising as an investment rather than a purchase. I will be straightforward with clients when I tell them this. They cannot always expect to see immense return and profits right away. The point of advertising with the Daily is to get their names out to all of these people who are looking for new businesses to give their money to. It is just a matter of finding the best campaign possible in hopes of drawing in new customers for these businesses, and that is always my main focus when meeting with clients. When a majority of salesmen leave a meeting without selling an ad, they feel as if they have failed. For me, if I have created interest and a relationship with this client on a personal level, and have set up for myself another meeting, then I consider that just as much of as a sell as anything else. A strong example of what I was just speaking of can be found when I was able to take two separate accounts, equally paying just under 10K, both under the same ownership, and combine the two accounts into one, and then creating a contract which would had saved them a total of over 5K collectively if they had ran on the contract in the previous year. However, instead of advising them to be content with the saved revenue during the upcoming school year, I recommended they take that saved money and put it towards a more broader campaign, which led me to solidifying them on $4,800 in Rack Advertising, which, in turn, put the Daily well over our goal for Rack sales. That contract brought in the same number of revenue for the Daily, but also broadened this clients campaign. I was fortunate enough to move up to the Senior Marketing Consultant position a couple months ago, and since then have been able to help work with my peers as a leader, which I strongly enjoy. I hope to sharpen my skills in the near future by doing increased prospecting and figuring out ways I can internally help the Daily reach that next level of success. I am truly thankful for the consideration by both the Minnesota Daily and CNBAM associates as a candidate for Sales Rep of the Year, and it would be an amazing accomplishment for the Daily, the University of Minnesota, and myself. Sincerely, Nick Lundquist 2221 University Avenue Southeast | Suite 450 | Minneapolis, MN 55414 Office: (612) 627-4080 | Fax: (612) 435-5865 www.mndaily.com


2221 University Avenue Southeast | Suite 450 | Minneapolis, MN 55414 Office: (612) 627-4080 | Fax: (612) 435-5865 www.mndaily.com


Mackenzie Davis 2221 University Avenue SE, Suite 450 Minneapolis, MN 55414 January 26, 2011 CNBAM Awards Contest C/o Sara Judd, VP/Awards Washington University Student Media, Inc 330 Danforth University Center Saint Louis, MO 63105 Dear CNBAM Awards Judges, As the Retail Sales Manager at The Minnesota Daily, I am writing to you with immense pleasure to recommend Nick Lundquist to be the CNBAM Sales Representative of the Year. I have not only been Nickâ&#x20AC;&#x2122;s direct supervisor for most of his employment with the Daily, but I have been privileged to know him personally for six years previously. As an old friend, I was especially critical of Nickâ&#x20AC;&#x2122;s performance when he was first hired, but after annihilating the competition in numerous sales contests and consistently crushing his monthly sales goals, he has proven to be an outstanding Marketing Consultant and has become an essential part of the sales team. Nick was hired in May of 2010 with the Daily Dozen Internship Program as a Marketing Consultant, where he and roughly six others were given the task of prospecting new businesses to run advertising. This involved researching, prospecting, cold-calling, arranging meetings, pitching campaigns, and closing sales. After the first month, Nick was the only new sales rep to close on sales, achieving 79% of his sales goal in May. He was given a desk as a Retail Marketing Consultant, and quickly demonstrated his talents in July by selling $5,500+ in rack ads alone to win first place in the Rack Ad Contest. Nick continued to gain respect of the sales team by taking first place in the Triple Threat Contest, selling over $13,000 within the month of September, and was voted as Sales Rep of the Month. He was then promoted to be the Senior Marketing Consultant, where he received a list of responsibilities beyond his job as a sales rep, including conducting check-in every day, gathering missing payments, compiling run sheets, leading by example, and being an important contributor to weekly sales meetings. If there is one thing that Nickâ&#x20AC;&#x2122;s positive attitude and drive for success brings to the Minnesota Daily, it is revenue. Looking at his sales numbers over the past six months, he has accounted for $39,500+ in total sales, which is 142% of the goals that were set for him. He averaged just over $7,900 per month in sales from September-January, and brought in a little under $8,500 in the New Client Revenue Contest, taking first place in that as well. For the month of November, with no special issues, he sold $10,159, hitting 315% of his $3,200 goal. These numbers speak for themselves 2221 University Avenue Southeast | Suite 450 | Minneapolis, MN 55414 Office: (612) 627-4080 | Fax: (612) 435-5865 www.mndaily.com


A fun fact about Nick is that in the eighth grade, he was voted “Most Outgoing” by his classmates for the yearbook. I did not know him at that time, but I think if our 15-person sales team voted among themselves today, he would receive the same award. Perhaps it is this quality that makes him such a great sales rep, because when he approaches a potential client with a proposal for an advertising campaign, he does so with the ease of an everyday conversation. As a result, follow-up calls become friendly chats, and formal client meetings become casual conversation ending in a closed sale or signed contract, many times. It is these interpersonal skills that have allowed him to establish repertoire with clients very quickly and has lead to better client relationships and valuable partnerships that contribute considerable amounts of revenue for the Daily. Aside from sales, Nick has played an active role in the promotion and implementation of the Daily’s new online deal site, MNDailyDeal.com, and has continued to support the development of the product into a successful moneymaker. He has also demonstrated a passion for leadership by volunteering to take on more responsibility in the planning and transition from our old ad software to SalesForce, and has sat in on meetings with the Board of Directors to gain insight on the operations of the MN Daily as an organization. Nick has been a key contributor of revenue and an essential leader on the sales team at the Minnesota Daily, and typifies everything that an outstanding sales representative should be. He has a deep knowledge of our product and industry, positive attitude, has built long-term relationships among clientele, and is a motivational leader at any meeting he attends. Coming from a person with very high of expectations of Nick Lundquist, I am very proud of everything he has learned and accomplished, and it is with great pleasure that I recommend him as the CNBAM Sales Representative of the Year. If you would like additional information about Nick, you can telephone me at (612) 435-2749. Sincerely,

Mackenzie Davis Retail Sales Manager

2221 University Avenue Southeast | Suite 450 | Minneapolis, MN 55414 Office: (612) 627-4080 | Fax: (612) 435-5865 www.mndaily.com


Maryanne Lee Texas Student Media The Daily Texan

V I T A T S N E E L S A SPRE E R 2011

CNBAM Sales Representative of the year

College Newspaper Business & Advertising Managers, Inc.


Maryanne Lee Texas Student Media The Daily Texan

N A Y R A MLEE

E N


MARYANNE LEE Texas Student Media The Daily Texan

n

io t a d

en m Letter of Recommendation om c e fR o ter t e L

January 27, 2011

CNBAM Awards Committee, In nominating Maryanne Lee for Salesperson of the Year, her position with Texas Student Media and The Daily Texan has been exemplary. She has demonstrated what it is to be both a student and a professional advertising representative. Achievement: Maryanne is an incredible role model and works so well with her peers that she has been nominated as Student Advertising Manager after only one semester. In that position, Maryanne continues to manage her account list, bringing the revenue up in her territory at least 10% over last years figures, this on top of mentoring to current and new Student Ad Representatives. She has continuously brought in new clients to maintain the monthly sales numbers, bringing back and/or replacing those accounts that have fallen off and opted not to run. Speaking to special selling efforts, Maryanne lends her expertise to the sales force whenever we have other editions or media to promote. It is usually the case that we recruit students to head up our special editions, and Maryanne will walk the assigned person through the process of what we expect in a leadership role like this. She brings a unique sense of commodore and mentorship that translates to a successful sales team in whatever effort our advertising department is trying to accomplish. On top of her leadership duties, she has never lost sight of what attention is needed in her own territory. Whether it is sell an old client or work up a proposal for a new one, she always hits the mark. Maryanne has a wonderful way of making the client feel comfortable while looking out for their best interest. It seems to translate to “Relationship Sales” when you speak to her clients. Maryanne will become our lead trainer to all the new Student Ad Reps. Territory Management: In addition to the aforementioned about Maryanne’s territory, she is meticulous with keeping in touch with her accounts. Even on break, be it holiday or class, Maryanne is in communication above and beyond what is typical of student ad reps. She always steps up and handles any problem or issue herself to ensure that client/ad rep relationship is maintained. As for presentations, Texas Student Media has great media presentation material, from our slick media kit, flyers, fact sheets and proposals. With all the tools we have to offer, is still up to the ad rep to create a program and/or campaign, which Maryanne has excelled in her presentations. As confusing as the tool can be, she has brought the information to laymen’s terms and fine-tuned the campaign with an Excel program she immediately became accustomed with. When it comes to time and money management, Maryanne keeps up with the use of a laptop and cell phone while in close contact with our bookkeeping department to make sure everyone is coordinated and on schedule.


MARYANNE LEE Texas Student Media The Daily Texan

n

io t a d

en m Letter of Recommendation om c e fR o ter t e L

I am also happy to report that Maryanne carries a full class load and keeps an above average score of 3.8. She has a very good head for all activity, be it work, school and social life. It all appears to be in a good and healthy balance. She know's her limits and how to stay on top of her game and know what each priority is. All records of Maryanne’s territory can be reviewed through monthly Performance Reports along with weekly Update Reports to keep track of how her territory is doing. These reports give managers, the ability to counsel any student ad rep when needed. Maryanne is great with mentoring fellow student ad reps when the numbers appear to be low while congratulating those that are excelling. Interaction: In all that Maryanne has accomplished within her short Texas Student Media term, the most outstanding thing would have to be her means of communicating with her peers, her clients and professional coworkers. In my 21 years of experience with the collegiate climate and most currently, the “Millennial” generation, I feel she represents hope for our future. Her attitude in and out of the office environment is always positive. She reflects that attitude to all she meets, whether for business, a new student ad rep, or a stranger on the street. With all the pressures a student has on their plate, it never ceases to amaze me when one can manage to make the grade while holding down a job. Here at Texas Student Media, the job is as real as it gets, so for a student to make their goal is a feat in itself. For a student to excel at this job is yet another accomplishment, and Maryanne has gone beyond all requirements this job presents. By taking on the duties of Student Ad Manager, she only added to her duties. In conclusion, it is my sincerest wish to see Maryanne Lee receive the recognition beyond Texas Student Media. She has achieved honors within our own establishment that include Salesperson of the Month, Top Supplement Sales, etc., but I can only hope she will see the fruits of all her hard work by receiving the honor of CNBAM Sales Representative of the Year. Sincerely,

Brad Corbett Texan Student Media The Daily Texan Advertising Manager (512) 475-6719 voice (512) 471-1576 fax


MARYANNE LEE Texas Student Media The Daily Texan

n

e m om Letter of Recommendation c e fR o er t t Le

on

i t a d

Letter of Praise This is a letter of recommendation for Maryanne Lee. She has been instrumental in promoting our cell phone repair business around the UT campus bringing awareness to the students, faculties, alumni, and many more about our services. She demonstrated what I believe are needed tools to succeed. First of all, her personality is just perfect for this job. She is always so cheerful and optimistic. Her excitement brings a lot of energy into our sessions. After talking to Maryanne, I always left with a great positive attitude that I am making a good sound decision for my business. Secondly, Maryanne didn’t just handle me like another business account. She invested a lot of her time and insight to my ads. As a 1st time business owner in the Austin area, marketing and advertising my business was certainly a challenge. Her insight in this field aided me to focus how I wanted to advertise strategically and not “just to advertise”. It’s not every day that the table is turned around where I am the student. Maryanne made her point across in our meetings whether it was in person or over the phone. Her confidence made it easy for me to rely on her expertise. Also, I didn’t make her job any easier. Like many business owner, I swayed back and forth in how I wanted to advertise so to stay within my budget. Consequently, Maryanne provided an assortment of advertising schemes and choices to meet my budget. Finally, there would be extended period of time that I did not get back to her. Maryanne stuck with me patiently and consistently reminded me how I can further take advantage of UT resources. Some of these resources wouldn’t even cost me anything to promote my business. It is important to maintain an aggressive marketing ad to continuously promote my business but my daily business operation keeps me from this. Catching on to this the other day, Maryanne told me that she would personally have to put a schedule together for things for me to do so I don’t forget since I am so busy. This suggestion is just another example that illustrates her proactive attitude towards me. In summary, Maryanne is my marketing department. As evidence of the effectiveness of the ads, I steadily have seen a slow increase in traffic with the UT students, faculty, and alumni. Regardless if this will be a successful marketing campaign or not to be judged over time, Maryanne has already demonstrated great devotion and patience in trying to help my business succeed. You can’t sell that! On a personal note, many thanks to Maryanne as I hope this letter solidifies her nomination as one of the best in her field.

Frank Chau Onsite Cellular Repair Owner 832-724-3389


MARYANNE LEE Texas Student Media The Daily Texan

Personal Sales Philosophy

I was only eleven when I set what remains one of my most ambitious personal goals. I joined a competitive jump rope team at my elementary school and despite having jumped for less than six months, with the encouragement of my coach, I set out to help make it one of the fastest teams in the region. Speed jumping is the timed alternation of your right and left foot. It isnʼt easy and at first I didnʼt share my coachʼs confidence in my abilities. I had a long way to go and I trained every day. I gave up recess and in time it paid off. I qualified for the National Championships along with my teammates in first place for our age division. Nationals gave us a new mountain to climb and once again our coach set the bar high. This time we set out to become one of the fastest teams in the nation. However, our inexperience caught up with us. We failed to place in our age division and we were crushed. Losing proved to be its own reward. That year I learned about the importance of empowerment. I learned how to empower myself and more importantly, how to empower my teammates. I learned how to set personal goals and develop a plan to achieve them. Our loss became my inspiration for the next season. Once again I set a goal to be on the fastest team in my age division. The next year, not only did I win at the regional level, but I also landed a gold medal win at the National Championships in my age division. To top it off, our team finished as one of the overall top six fastest speed teams in the country. We earned a chance to compete in the Grand Master Finals filmed for ESPN. Taking ownership of my personal goals, not only allowed for my individual success, it helped me to develop the discipline, time management skills, and attitude needed to motivate a team of jumpers. I didnʼt realize at age eleven that these qualities would influence all other aspects of my life. These personal values that have been so defining throughout my life are reflected in my personal sales philosophy. They allow me to remain focused and hone in on my passion for media. They allow me to remain as enthusiastic about media today as I was on the day I began. I am equally driven to land new clients while building and maintaining long-term client relationships. Having experienced what media buyers and marketing managers face firsthand in terms of tight budgets and tough decisions in allocating media dollars has given me great insight as an ad rep. I now see current and potential client as opportunities to challenge myself and help them feel empowered to reach out to the UT market for the first time or overcome the fear their advertising will not be effective. Though this could prove to be a very profitable venture for both sides, it is more important than just padding a bottom line. People bring campaigns to life and see the marketing objectives through. These people are my clients and it is truly a privilege to be entrusted with aligning the goals of their businesses to Texas Student Media. Maya Angelou once said, “I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel,” Regardless of the outcome, being nominated for Sales Representative of the Year is an honor in itself. My roles as both an Account Executive and Student Manager have had a profound impact on the course of my future career. While I only represent one of the numerous successful college sales representatives that make up college newspapers across the country, I know that having a role in shaping the ever changing media landscape is something I wouldnʼt trade for the world.


P P

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APPENDIX

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X I D


MARYANNE LEE Texas Student Media The Daily Texan

Job Description January 27, 2011 CNBAM Awards Committee, In nominating Maryanne Lee for Salesperson of the Year, her position with Texas Student Media and The Daily Texan has been exemplary. She has demonstrated what it is to be both a student and a professional advertising representative. Achievement: Maryanne is an incredible role model and works so well with her peers that she has been nominated as Student Advertising Manager after only one semester. In that position, Maryanne continues to manage her account list, bringing the revenue up in her territory at least 10% over last years figures, this on top of mentoring to current and new Student Ad Representatives. She has continuously brought in new clients to maintain the monthly sales numbers, bringing back and/or replacing those accounts that have fallen off and opted not to run. Speaking to special selling efforts, Maryanne lends her expertise to the sales force whenever we have other editions or media to promote. It is usually the case that we recruit students to head up our special editions, and Maryanne will walk the assigned person through the process of what we expect in a leadership role like this. She brings a unique sense of commodore and mentorship that translates to a successful sales team in whatever effort our advertising department is trying to accomplish. On top of her leadership duties, she has never lost sight of what attention is needed in her own territory. Whether it is sell an old client or work up a proposal for a new one, she always hits the mark. Maryanne has a wonderful way of making the client feel comfortable while looking out for their best interest. It seems to translate to “Relationship Sales” when you speak to her clients. Maryanne will become our lead trainer to all the new Student Ad Reps. Territory Management: In addition to the aforementioned about Maryanne’s territory, she is meticulous with keeping in touch with her accounts. Even on break, be it holiday or class, Maryanne is in communication above and beyond what is typical of student ad reps. She always steps up and handles any problem or issue herself to ensure that client/ad rep relationship is maintained. As for presentations, Texas Student Media has great media presentation material, from our slick media kit, flyers, fact sheets and proposals. With all the tools we have to offer, is still up to the ad rep to create a program and/or campaign, which Maryanne has excelled in her presentations. As confusing as the tool can be, she has brought the information to laymen’s terms and fine-tuned the campaign with an Excel program she immediately became accustomed with. When it comes to time and money management, Maryanne keeps up with the use of a laptop and cell phone while in close contact with our bookkeeping department to make sure everyone is coordinated and on


MARYANNE LEE Texas Student Media The Daily Texan

Job Description January 27, 2011 CNBAM Awards Committee, In nominating Maryanne Lee for Salesperson of the Year, her position with Texas Student Media and The Daily Texan has been exemplary. She has demonstrated what it is to be both a student and a professional advertising representative. Achievement: Maryanne is an incredible role model and works so well with her peers that she has been nominated as Student Advertising Manager after only one semester. In that position, Maryanne continues to manage her account list, bringing the revenue up in her territory at least 10% over last years figures, this on top of mentoring to current and new Student Ad Representatives. She has continuously brought in new clients to maintain the monthly sales numbers, bringing back and/or replacing those accounts that have fallen off and opted not to run. Speaking to special selling efforts, Maryanne lends her expertise to the sales force whenever we have other editions or media to promote. It is usually the case that we recruit students to head up our special editions, and Maryanne will walk the assigned person through the process of what we expect in a leadership role like this. She brings a unique sense of commodore and mentorship that translates to a successful sales team in whatever effort our advertising department is trying to accomplish. On top of her leadership duties, she has never lost sight of what attention is needed in her own territory. Whether it is sell an old client or work up a proposal for a new one, she always hits the mark. Maryanne has a wonderful way of making the client feel comfortable while looking out for their best interest. It seems to translate to “Relationship Sales” when you speak to her clients. Maryanne will become our lead trainer to all the new Student Ad Reps. Territory Management: In addition to the aforementioned about Maryanne’s territory, she is meticulous with keeping in touch with her accounts. Even on break, be it holiday or class, Maryanne is in communication above and beyond what is typical of student ad reps. She always steps up and handles any problem or issue herself to ensure that client/ad rep relationship is maintained. As for presentations, Texas Student Media has great media presentation material, from our slick media kit, flyers, fact sheets and proposals. With all the tools we have to offer, is still up to the ad rep to create a program and/or campaign, which Maryanne has excelled in her presentations. As confusing as the tool can be, she has brought the information to laymen’s terms and fine-tuned the campaign with an Excel program she immediately became accustomed with. When it comes to time and money management, Maryanne keeps up with the use of a laptop and cell phone while in close contact with our bookkeeping department to make sure everyone is coordinated and on


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MARYANNE LEE Texas Student Media The Daily Texan

Sales numbers and Percentages

Maryanne Lee’s Monthly Overview

Sales Staff Monthly Overview

Maryanne Lee’s Ad Sales Maryanne's Percentage to Goal  300%  250%  200%  150%  % to Goal  100%  50%  0%  AUG  

SEPT  

OCT  

NOV  

DEC  

Sales Staff Monthly Percentages to Goal  300.00%  Mariano 

Maryanne's Revenue 

250.00% 

Pa;  Cody 

200.00% 

$6,000 

Megan  150.00% 

$5,000 

Maryanne  Cameron 

100.00% 

$4,000 

Daniel  50.00% 

$3,000 

Revenue  Goal 

$2,000  $1,000  $0  AUG  

SEPT  

OCT  

NOV  

DEC  

Ryan  Sarah 

0.00%  AUG  

SEPT  

OCT  

NOV  

DEC  

Selen 


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MARYANNE LEE Texas Student Media The Daily Texan

Client Proposal TEXAS STUDENT MEDIA MARYANNE LEE

DELL LAUREN ALTER LAUREN_ALTER@DELL.COM Rate $ $ $ $ $ $ $ $

832.790.3007 EYESOFTEXAS@TEXASSTUDENTMEDIA.COM

Date 1/18/11 1/19/11 1/20/11 1/21/11 2/22/11 3/11/11 4/15/11 5/2/11

PRINT Welcome Back Edition The Daily Texan* The Daily Texan* The Daily Texan* Texas Travesty Longhorn Life: SXSW Preview Longhorn Life: Career Guide The Daily Texan

Dimensions 6 col. X 21" 3 col. 10.5" 3 col. 10.5" 3 col. 10.5" 5" x 5.75" 5" x 5.75" 5" x 5.75" 6" x 10.5"

Size Full Page 1/4 Page 1/4 Page 1/4 Page 1/2 Page 1/2 Page 1/2 Page 1/2 Page

Date 1/18 - 1/31 1/18 - 1/31

Broadcast KVRX (rate includes spot production) TSTV (rate includes spot production)

# of Spots 30 240

Length Rate :30 Seconds $ :15 Seconds $

Audience 450.00 60,000 500.00 17,127

Deadline ASAP ASAP

Date 1/18 - 1/31

Online DailyTexanOnline.com

Size 468 x 60 pixles

Type Rate Top Banner $

Audience 400.00 22,000

Deadline 1/13/11

Art Deadline 1/14/11

Date 2/23/11

EVENT SPONSORSHIP Housing Fair

Rate $

Audience 600.00 40,000

Deadline 2/7/11

Art Deadline N/A

3,315.10 817.15 817.15 817.15 996.00 996.00 996.00 1,822.00

Audience 48,000 90,000 48,000 48,000 90,000 48,000 48,000 48,000

Space Deadline 1/11/11 1/14/11 1/18/11 1/19/11 2/15/11 3/4/11 4/8/11 4/28/11

Art Deadline 1/13/11 1/18/11 1/19/11 1/20/11 2/17/11 3/7/11 4/11/11 4/29/11

Media: Daily Texan, KVRX, TSTV, Daily Texan Online

TOTAL

$

12,526.55

NOTE * Indicates you would receive the pick-up rate of $16.10 per column inch for running within 4 consecutive publishing days of the first run. All print costs listed are open rate and include full color. Everything highlighted yellow is part of the Experience Center Campaign. Welcome Back Edition: This edition of the Daily Texan is known as the Welcome Back Edition because it is the first issue of the semester to hit the stands. Reach the UT community just as they return to Austin, eager to jump back into campus life. The Texas Travesty: The Travesty is a monthly publication and is the largest college humor publication in the nation. Like the Daily Texan, this publication has its own stands around campus and is also handed out directly by the writers themselves to the students. Longhorn Life: SXSW Preview: Serves as a guide for students to the events of SXSW and reaches tourists in town for the week. Longhorn Life: Career Guide: This edition provides student with expert insight from a career counselor and is an encompassing guide to jobs and internships. Suggestions forisplaces students findday work the summer or upcoming alsobefore be featured. The Daily Texan: May 2nd the last Mondaycan class of over the Spring 2011 semester. Thissemesters is also thewill week Final Exams begin and a great way to catch the outgoing group of graduating seniors. Housing Fair: The Housing Fair is a once a year opportunity to market directly to students on campus. Dell would be able to pass out promotional materials and hold drawings or giveaways during the fair. Included in sponsoring the Housing Fair is a media package valued at $3,500. Print: Logo inclusion on 10 half page promotional ads in The Daily Texan 2 weeks prior to the event. Logo inclusion on one full page, full color ad in The Daily Texan the day of the event. Radio: 4 announcements per day for one week leading up to the Housing Fair and 4 announcements per day thanking participants the week following the Housing Fair. TV: Live interview filmed at event and feature airs during Spring 2010 semester on TSTV. Commemorative DVD provided to vendors for promotional use. Online: Logo inclusion on promotional web button for 1 week leading up to event.


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MARYANNE LEE Texas Student Media The Daily Texan

Client Media Flow Chart

TEXAS STUDENT MEDIA

Dell Media Flow Chart Spring 2011

Month

January

MARYANNE LEE 832.790.3007 EyesofTexas@Texasstudentmedia.com

February

March

April

May

Week

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

1

2

3

4

5

5

Days (M-F)

3-7

10-14

17-21

24-28

31

1-4

7-11

14-18

21-25

28

1-4

7-11

14-18

21-25

28-31

1

4-8

11-15

18-22

25-29

2-6

Frequency

Total Cost

PRINT The Daily Texan

5

$

7,588.55

1

$

996.00

2

$

1,992.00

56

$

450.00

2/23*

1

$

500.00

Commemorative DVD

240

3

$

400.00

1

$

600.00

1/18-1/21

5/2

Audience

48,000/day

48,000/day

Circulation

22,000/day

22,000/day

The Texas Travesty

2/22

Audience

90,000/month

Circulation

30,000/month

Longhorn Life Audience Circulation 2/9 - 2/11*

2/14 2/18*

2/21 2/23*

Audience

48,000/day

48,000/day

48,000/day

Circulation

48,000/day

48,000/day

48,000/day

The Daily Texan* HFS

3/11

4/15

48,000/day

48,000/day

22,000/day

22,000/day

10

BROADCAST KVRX

1/18 - 1/21 1/21 -1/25

Audience # of Spots TSTV

60,000/week

60,000/week

12

15

1/18 - 1/21 1/21 - 1/25

Audience # of Spots

1/31

2/16 2/22*

2/23 2/25*

2/28*

3/1 - 3/2*

60.000/week

60,000/week

60,000/week

60,000/week

60,000/week

3

1/31

17,127/day

17,127/day

17,127/day

96

120

24

ONLINE DailyTexanOnline.com

1/18 - 1/21 1/21 -1/25

Audience

22,000 Imps/Week

22,000 Imps/Week

1/31

2/16 2/22*

22,000 Imps/Week

22,000 Imps/Week

EVENT SPONSORSHIP Daily Texan Housing Fair Audience

2/23

20,000/day

TOTAL *HFS denotes any promotional media included in Housing Fair Sponsorship

$ 12,526.55


MARYANNE LEE Texas Student Media The Daily Texan

Resume

Maryanne Lee maryannelee11@gmail.com | 832.790.3007

Education The University of Texas at Austin B.S. in Advertising: TexasMedia, Business Foundations Degree Expected Dec 2011 Bridging Disciplines: Social Entrepreneurship & Non-profits with a concentration in Youth and Family Academic Honors: American Women in Radio Television-Houston Scholarship Recipient, July 2010; UT College of Communication College Scholar, Spring 2010; UT Communication Career Services Grant Recipient, Spring 2009; UT College of Communication Dean’s List, Spring 2009; University Honors, Fall 2007, Spring 2008 – 2010

Experience Texas Student Media Austin, TX Student Advertising Manager; Account Executive Aug. 2010 - Present • Identify sales opportunities, develop proposals and negotiate rates with prospective and existing clients • Execute advertising efforts placed by clients in print, radio, TV and online media • Build new and maintain existing relationships with over twenty-five clients Freed Advertising Houston, TX Media Intern – Clients: Baker Nissan, Church Services, & Ikea June – July 2010 • Gained experience executing broadcast media buys for radio, television and cable utilizing the media buying software Strata SBMS • Researched potential media buys in print and online vehicles for the Imperial Sugar/ Dixie Crystal Holiday campaign and presented options to the marketing director • Developed an Interactive Specification guide for improved workflow between media and creative teams in terms of Interactive media placements Mr. Youth/RepNation Austin, TX Procter & Gamble ReadyU Brand Ambassador Jan. 2010 – May 2010 • Created brand recognition and awareness among college students • Drove students to the Facebook Fan page and generate positive buzz around online promotions • Facilitated sample distribution product trial for P&G ReadyU brands among college students TAGlines Student Branding Agency Austin, TX Media Planner – Client: College Houses Jan. 2010 – May 2010 • Executed print and broadcast buys in The Daily Texan newspaper/online, Texas Travesty and KVRX • Managed a campaign budget of $5,000

Academic Projects Advanced Media Strategies Client: A&E Steven Seagal Lawman Spring 2010 • Developed an integrated national media campaign to promote the Season 2 launch of Steven Seagal Lawman as “must-see” television programming for the fall • Conducted a comprehensive competitive analysis of A&E’s first tier cable network competitors Client: TimeGate Spring 2010 • Developed a media strategy using nontraditional marketing tactics for the pre- and post-launch of Section 8 on the PlayStation Network • Provided product price recommendations based on the target audience identified for the client for North America Researched

Skills Media: eMarketer, Mintel, MRI, Nielsen, SRDS, Strata SBMS, SQAD, Computer: Microsoft Word, Excel, PowerPoint, Outlook, social media marketing via Facebook and Twitter

Leadership & Service Students for African Children’s Haven, Co-Founder, Co-President Texas Advertising Group, Member Austin Advertising Federation, Member Zavala Elementary School H.O.S.T.S Membership Program, Volunteer

Feb. 2009 - Present Sept. 2009 – May 2010 Sept. 2009 – May 2010 Aug. 2007 – Dec. 2009


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