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To Whom It May Concern: It is a great honor for me to nominate Adrian Gaitan for College Newspapers Business and Advertising Manager’s Advertising Manager of the Year award. Mr. Gaitan is a strong and efficient leader who works hard daily to improve the quality of our publication. He is dependable, honest, and open-minded. In a short period of time Mr. Gaitan has taken the Daily Titan under his wing and greatly evolved the advertising department. Each month, he sets new goals for himself and his staff and he is able to accomplish them. Mr. Gaitan continues to raise the bar for the advertising department and shows the strong qualities of a leader. I have had the pleasure of working with him both in the editorial and advertising sides of our publication. When I was Managing Editor of the Daily Titan we were able to work closely and improve the relationship between advertising and editorial, which is often a difficult one to build. However, Mr. Gaitan made this easy. He was always willing to discuss issues that came up between both sides and we were always able to work in unison to improve the paper. When my time as Managing Editor was up, Mr. Gaitan hired me as an Account Executive. He has motivated me to learn the ways of advertising in order to expand my views and knowledge of newspapers. I have experienced working with him on multiple projects as both a colleague and a supervisor. I am always inspired and encouraged by his work ethic and professionalism. He truly deserves this award for all of the hard work he has put into the Daily Titan and positive impact he has made on all who surround him. Sincerely,

Monzerrath Gonzalez Former Managing Editor and Account Executive The Daily Titan California State University Fullerton


MEMORANDUM TO:

To Whom It May Concern

FROM:

Crystal Schmidt, ASI Marketing & PR Manager

SUBJECT: Adrian Gaitan –Daily Titan, California State University, Fullerton DATE:

1/26/11

As the Advertising Sales Director for the Daily Titan at California State University, Fullerton, Adrian Gaitan has excelled in providing great customer service to the Marketing and Promotions department for the Associated Students Inc. Adrian consistently goes above and beyond his regular duties to ensure ads purchased by the Marketing office are timely and accurate. Adrian consistently follows-up on orders and helped us coordinate ad placement for student programs and departments including the Student Recreation Center, Titan Student Union and Associated Students, CSUF, Inc. Since August 2009, Adrian has successfully placed nearly $30,000 worth of ads for the Marketing department. He is quick to alert us if there is a problem and presents effective solutions. Adrian has been great to work with, and in addition to the qualities as described above, possesses numerous others that makes him the perfect candidate for the 2011 Ad Manager of the Year.

Sincerely,

Crystal Schmidt Marketing & Public Relations Manager Associated Students, CSUF, Inc.


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Advertising Sales Director Personal Management Philosophy: When I first started at the Daily Titan back in February of 2008 I never saw myself in the position I’m in today. To be honest, I only began working in the Advertising Department because I wanted to get my foot in the door and eventually become an editor. Little did I know after two months as an account executive I would become the director of advertising. Advertising sales was something I was never really interested in, but something I happen to be good at doing. I owe that to my outgoing personality and love for communication and working with people. As an account executive I had a sales goal of $5,000. New to advertising sales on a college level I was really intimidated and never thought I would exceed my goal, but I did. Not only did I beat my sales goal by the end of the semester, but also I beat it in a little over a month making around $7,000. Being an account executive really taught me how to deal with customers as well as students who are my friends and co-workers. I took what I learned as an account executive and incorporated it into my management philosophy as the advertising director. I took the ambition I had inside of me and tried to give off a sort of presence that was positive and inspirational to my account executives. I love to lead by example and show my account executives, and other team members, how to go above and beyond. My first semester as director of advertising I took my sales goal of around $23,000 and doubled it to $40,000 trying to show my team members to try to go above and beyond what is expected of them. Not only did I beat the $40,000 sales goal, but also I nearly doubled that making $78,765. This is something I’ve done every semester since. I have made it a personal goal to always double my sales goals to help motivate my staff and bring up staff morale. I have also taught my team members to be more creative and to not be afraid of thinking outside the box. I came up with the concept of a circus theme for the 2009-2010 Media Kit in honor of the Daily Titan celebrating 50 years of journalism and advertising excellence. For the 2010-2011 Media Kit I came up with the concept of “Get to Know Your University” and took photos of locations around campus tying them into the media kit to be cohesive. I then oversaw the production team who designed the media kit and edited the publication.


Before I took over as the director of advertising, the Daily Titan did not have a Facebook or a Twitter. I took it upon myself to once again show my team members to be well rounded in the sense of “publishing” something that everyone could relate to. Along with creating the Facebook and Twitter, which now have thousands of followers and friends, I also was a key contributor in creating a new website for the Daily Titan. I, along with my professor adviser, Robert Sage, moved away from CoPress and onto WordPress. Our site is now the 49th most visited college website in the nation according to thecampusbuzz.com. Most currently I have shown my team members to once again think outside the box and have had a Daily Titan iPhone App designed by Amuzu, Inc. We have had the app around two years and have more than 2,000 downloads. My pride and joy of my time at the Daily Titan is the Daily Titan’s 50th Anniversary Collector’s Edition. Not only was I an editor of the publication I also ran the advertising for the publication. About four years ago we published something similar celebrating the university’s 50th anniversary, which made the Daily Titan around $25,000. Under my advisement and sales strategies that I taught to the ad reps we made $23,000. Yes, we made $2,000 less than the school’s 50th Editions, but one must consider the recession we are currently in. I, along with my entire staff believe this to be a great accomplishment in comparison to the university’s 50th because four years ago we were not in a recession. Another idea I’m proud to say I created was a sponsorship of special sections. The sponsor pays a flat rate that covers the cost of the printing fee for the special section and in return they would receive a full-page, full-color ad on the back page of the special section and their logo strategically placed on the cover of the special section. This took like wild fire and the Daily Titan had companies competing for this sponsorship opportunity. I have and continue to try to be an inspiration to my team members and try to push them to their very limits. In doing this I get them to accomplish so much more than then give them credit for, and I know they appreciate what I do for them and vice versa. I constantly inspire them with three simple words they all enjoy and that we have adopted as our office slogan, “GO TEAM GO!” Sincerely, Adrian Gaitan Advertising Sales Director Daily Titan California State University, Fullerton


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Advertising Sales Director Job Description: The Advertising Sales Director is in charge of all aspects of the advertising department and the staff. The Advertising Sales Director is responsible for supervising, recruiting, training and motivating the entire advertising staff, which includes the sales staff, promotions, ad production and distribution. They need to be aware of the office atmosphere and keep everyone on track. The Sales Director sets monthly sales goals for the office and individual sales representatives (with assistance from the Business Manger) and implements the means for reaching and surpassing these goals, including incentive programs. They also should have a basic understanding of all advertising staff members’ job functions. In addition, they are responsible for: •

Checking the main phone line and distribution of all leads.

Making sure that dummies are complete, 3 days before the specific paper runs.

Updating policies, procedures, media kits, and all other office paperwork.

Administering monthly evaluations of all advertising staff.

Organizing and conducting weekly sales meetings with all advertising staff. In addition, the also organize and conduct regular manager meetings with the Special Sections Manger, Promotions Manager, Production Manager, and Business Manger to discuss anything of importance for the maintenance and good name of the Daily Titan.

Working as a liaison between editorial and advertising and maintaining good relations with Editor in Chief and editorial staff.

The Advertising Sales Director must possess a minimum of one year’s experience with The Daily Titan. They must have excellent communication skills and be able to write effective evaluations and correspondence and must be able to perform job responsibilities in a mature, professional manner. The Sales Director must possess a positive attitude, superb customer service skills, and a desire to work in a management position. An energetic personality is needed to establish rapport with account executives and other peers. They must be able to identify false or misleading advertising. The Advertising Sales Director can expect to spend 40+ hours a week in the office and be fully available (expect for school classes) Monday through Friday, 9 a.m. to 5 p.m.


Adrian Gaitan 2818 S. Cucamonga Ave. Ontario, CA 91761 909-367-3990 agaitan@dailytitan.com EDUCATION: California State University, Fullerton, Fullerton, CA Graduation Date: May 2011 Bachelor of the Arts, Communications – Journalism/Advertising & Marketing/PR WORK EXPERIENCE: Daily Titan, Fullerton, CA February 2009-Present Director of Advertising, Copy Chief, Co-Editor in Chief & Account Executive • Manage a staff of 15 including: account executives, a national sales and promotions team, a classifieds manager, a production team and a Webmaster. • Prospect for new clients as well as manage existing local and national accounts, acting as a liaison between clients, the production team and Webmaster. • Create an effective media kit for the academic year including a publication calendar along with schedule for special section inserts/events. • Create new and innovative promotions to drive sales as well as establish semester sales goals along with bonuses and sales incentives. • Edit, close and finalize issues/calculate page count on a daily basis. • Run weekly sales meetings, hire and train new staff on media sales/marketing and handle customer service issues. • Develop monthly promotions, including running events, to increase campus readership. Abercrombie & Fitch Co., Numerous Stores, CA August 2005-Present Brand Representative (Model), Assistant Manager & Part-Time Impact • Act as an ambassador of the Abercrombie & Fitch brand by knowing, understanding and representing the product to customers. • Manage and train new associates as well as run orientations and conduct interviews. • Supervise and run the stockroom and sales floor to drive sales and beat daily sales goals. • Help home office open new stores in the Southern California region. CSUF College of Communications, Fullerton, CA August 2010-Present Strategic Planning Committee – Student Representative • Provide the rationale and approach to prepare a strategic plan for the College of Communications. • Formulate a brand vision statement/improve the college’s effectiveness and efficiency. • Develop a mission statement and determine corresponding organization values for the college. • Identify strategic goals and related priority programming areas for the College of Communications. Shayne & Company Creative Marketing, Corona, CA September 2010-Present Marketing Assistant • Promote fashion, retail and media operations at official launches for a small marketing firm. STRONGEST ATTRIBUTES: • Excellent work ethic and leadership skills • Extremely organized and prompt • Excellent people and public speaking skills • Persistent, confident, positive, innovative/creative thinker and extremely focused


Printed: 1/26/11 7:24 PM

Page 1 of 3

The Daily Titan Summary Statistics

Criteria: date >= 1/1/09 and date <= 12/31/09 and rep = Gaitan, Adrian

Display Ad Summary By Customer Type Customer Category

Customer Type

Charge

Advertisers

%

Ad Dates

%

Inches

%

Dollars

%

Local

Local

Space

41

71.9%

154

51.9%

3,782.0

37.8%

$34,722.73

44.2%

Color

4

7.0%

7

2.4%

258.0

2.6%

$635.00

0.8%

Other

1

1.8%

9

3.0%

283.5

2.8%

($2,262.33)

-2.9%

Discount

7

12.3%

25

8.4%

533.0

5.3%

($1,625.82)

-2.1%

Position

10

17.5%

45

15.2%

634.5

6.3%

$0.00

0.0%

41

71.9%

154

51.9%

3,782.0

37.8%

$31,469.58

40.0%

Space

16

28.1%

143

48.1%

6,230.5

62.2%

$46,825.36

59.6%

Color

6

10.5%

7

2.4%

478.0

4.8%

$2,700.00

3.4%

Other

2

3.5%

10

3.4%

345.0

3.4%

($2,368.80)

-3.0%

Position

5

8.8%

15

5.1%

559.0

5.6%

$0.00

0.0%

Totals for Customer Category University

16

28.1%

143

48.1%

6,230.5

62.2%

$47,156.56

60.0%

Grand Totals

57 100.0%

Totals for Customer Category Local University

On Campus

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

297 100.0%

10,012.5 100.0%

$78,626.14 100.0%


Printed: 1/26/11 7:24 PM

Page 2 of 3

The Daily Titan Summary Statistics

Criteria: date >= 1/1/09 and date <= 12/31/09 and rep = Gaitan, Adrian

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

3.4%

8

2.7%

252.0

2.5%

$0.00

0.0%

Space

56

96.6%

289

97.3%

9,760.5

97.5%

Color

10

17.2%

14

4.7%

736.0

7.4%

$3,335.00

4.2%

Other

3

5.2%

19

6.4%

628.5

6.3%

($4,631.13)

-5.9%

Discount

7

12.1%

25

8.4%

533.0

5.3%

($1,625.82)

-2.1%

Position

15

25.9%

60

20.2%

1,193.5

11.9%

$0.00

0.0%

58 100.0%

297 100.0%

10,012.5 100.0%

$81,548.09 103.7%

$78,626.14 100.0%


Printed: 1/26/11 7:24 PM

The Daily Titan Summary Statistics

Criteria: date >= 1/1/09 and date <= 12/31/09 and rep = Gaitan, Adrian

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

Page 3 of 3


Printed: 1/26/11 7:05 PM

Page 1 of 3

The Daily Titan Summary Statistics

Criteria: date >= 1/1/10 and date <= 12/31/10 and rep = Gaitan, Adrian

Display Ad Summary By Customer Type Customer Category

Customer Type

Charge

Advertisers

%

Ad Dates

%

Inches

%

Dollars

%

Local

Local

Space

23

62.2%

126

47.9%

3,493.5

39.1%

$25,951.98

43.2%

Color

2

5.4%

2

0.8%

93.0

1.0%

$900.00

1.5%

Discount

1

2.7%

4

1.5%

126.0

1.4%

($211.68)

-0.4%

Position

5

13.5%

30

11.4%

519.0

5.8%

$0.00

0.0%

23

62.2%

126

47.9%

3,493.5

39.1%

$26,640.30

44.4%

Space

14

37.8%

137

52.1%

5,434.0

60.9%

$34,969.36

58.2%

Color

3

8.1%

8

3.0%

861.0

9.6%

$1,200.00

2.0%

Other

3

8.1%

13

4.9%

409.5

4.6%

($2,751.84)

-4.6%

Position

3

8.1%

25

9.5%

1,389.0

15.6%

$0.00

0.0%

Totals for Customer Category University

14

37.8%

137

52.1%

5,434.0

60.9%

$33,417.52

55.6%

Grand Totals

37 100.0%

Totals for Customer Category Local University

On Campus

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

263 100.0%

8,927.5 100.0%

$60,057.82 100.0%


Printed: 1/26/11 7:05 PM

Page 2 of 3

The Daily Titan Summary Statistics

Criteria: date >= 1/1/10 and date <= 12/31/10 and rep = Gaitan, Adrian

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

2.6%

1

0.4%

30.0

0.3%

$0.00

0.0%

Space

37

97.4%

262

99.6%

8,897.5

99.7%

Color

5

13.2%

10

3.8%

954.0

10.7%

$2,100.00

3.5%

Other

3

7.9%

13

4.9%

409.5

4.6%

($2,751.84)

-4.6%

Discount

1

2.6%

4

1.5%

126.0

1.4%

($211.68)

-0.4%

Position

8

21.1%

54

20.5%

1,878.0

21.0%

$0.00

0.0%

38 100.0%

263 100.0%

8,927.5 100.0%

$60,921.34 101.4%

$60,057.82 100.0%


Printed: 1/26/11 7:05 PM

The Daily Titan Summary Statistics

Criteria: date >= 1/1/10 and date <= 12/31/10 and rep = Gaitan, Adrian

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

Page 3 of 3


L E T T E R o f R E C O M M E N DAT I O N

Dear cnbam Judges, It is my great pleasure to write to you to nominate Cassie Gerken for the award of cnbam Advertising Manager of the Year. I have served as adviser to The University Daily Kansan for over three years now and can honestly say that Cassie is one of the finest managers to ever work at our organization. I welcome the opportunity to tell you why I feel so strongly about this. One of the first things one observes about Cassie is her work ethic. Cassie believes that the work day starts early and doesn’t end until late in the day or night when all tasks are accomplished. For the first two months of the Spring it could be argued that the majority of the sales staff did not share Cassie’s work ethic as they underperformed in terms of total sales. In addition to that a great majority of the staff were graduating seniors who early on seemed to have developed a sense of entitlement that led them to believe they could coast through their final semester on staff with minimal effort. After the first two months Cassie addressed the full staff and urged them to do better from top to bottom. She rallied her management staff, had countless one on ones with the individual account executives and helped them plot out strategies for their individual territories that would lead them to achieve goal. The results were dramatic as for the remainder of the semester the staff not only hit budget but exceeded it finishing nearly $14,000 over the previous year for those three months. To keep the momentum going Cassie developed continuous training for her staff beyond the normal training that took up the first week of the semester. She asked senior staff members that were outstanding in individual areas to help train their peers. One week the focus would be on new business with The Kansan’s top cold caller leading the session and the next week the focus would be on creating proposals that sell with another account executive leading the session. These training sessions helped her staff to grow their skill sets and continue to improve weekly at their jobs which was also reflected in our numbers as March through may we consistently hit goal. In addition Cassie’s leadership helped create numerous selling opportunities for her staff. Routinely our web-site www.kansan.com would run out of inventory for account executives to sell so Cassie created new selling opportunities in the form of on-line leader boards, increasing the web inventory by 45% and web revenue by nearly 15% in the Spring. This momentum carried over into the fall where web revenue through the assistance of added inventory has grown by nearly 30% over the previous year. Cassie worked hard with the Apartment Association of Lawrence to bring The Kansan’s first apartment fest to campus and allow The Kansan’s share of housing dollars to increase. To capitalize off of the men’s basketball teams 2000th win she worked with editorial to create a special section that led to thousands of dollars in incremental revenue. And during the Spring The Kansan took over the campus yearbook The Jayhawker and transformed it into a magazine providing The Kansan with a new source of revenue for the years to come. She also started a team of marketing interns who worked daily to help promote the paper through various methods and help keep readership high in the process. In March Cassie was faced with a crisis unlike any that a student business manager at The Kansan had ever faced before. The student body president upset with repeated negative editorial coverage of his regime proposed legislation through Student Senate that would cut The Kansan’s $83,000 in funding which represented nearly 10% of our total budget. The president tried to justify these cuts by claiming that Kansan writers could be influenced to write certain stories by Senators who threatened to remove this funding and thus this constituted an “unethical relationship”. These cuts would have absolutely crippled The Kansan and forced our organization to make drastic cuts that would have compromised our ability to cover campus news effectively. This legislation passed through the finance committee and was one full Senate vote away from being approved. Faced with this crisis Cassie kept her same constant cool head and worked diligently to solve the problem as this conflict drew media coverage nationwide. She first attempted to resolve the matter through communication with the student body president. When that failed she then investigated the matter thoroughly along with the Student Editor and found that the proposed legislation was actually a direct violation of a Supreme Court ruling regarding funding of student newspapers as it would be removing funding from The Kansan for editorial content that might be written in the future. Armed with this knowledge Cassie along with the student editor approached both the Chancellor and the Provost of the University directly informing them that not only was the proposed legislation unfair, it was also unconstitutional. Through Cassie’s efforts the Chancellor ordered the student body president to restore The Kansan’s funding which it was in a landslide vote in full Senate. At the end of the day The Kansan kept its funding and won a victory not only for itself, but also for all other college papers and more importantly won a victory for the Constitution itself. Through all of this Cassie’s demeanor was absolutely calm, cool and collected. Her staff never had any sense of the stress that she was under as she knew that if she showed these pressures it would rattle them. She also performed all of her duties as business manager while balancing a full class load including Ad Campaigns the capstone course for advertising majors at the ku journalism school. At the end of her term Cassie’s hard work grew The Kansan’s revenue, created new selling opportunities in both print and on-line, blazed new paths for marketing the paper and fought off threats to the First Amendment itself. I believe that her accomplishments are worthy of this prestigious award and hope that you will see fit to reward her for her accomplishments. Sincerely, Jon Schlitt

Sales and Marketing Adviser, The University Daily Kansan


L E T T E R o f R E C O M M E N DAT I O N

Dear cnbam Judges: It is an honor and privilege to recommend my friend, manager and peer, Miss Cassie Gerken, for the cnbam Advertising Manager of the Year award. After nearly two years serving The University Daily Kansan as a student Account Executive, Zone Manager, and Advertising Director, I have witnessed an underlying fact that defines the success or shortcoming of a manager: Attitude is not everything. Attitude is the only thing. When discussing a professional such as Cassie, the unmatched influence of her positive attitude is the first thing that should come to mind. For as long as I have known Cassie, she has been a leader not simply by title but by her ability to set an example and raise the performance standard for her peers and those she manages. Day in and day out, you could always count on Cassie to bring her best to our publication and its employees. She was the calm and collected figure we knew we could approach for a solution to our problems, be it with our sales numbers, problem clients or motivation. Cassie served as The Kansan’s Sales Manager during my first semester on staff as an Account Executive. From day one, she made her brand as a manager apparent to us newcomers. We were not just number generators to her. Instead we were welcomed into the traditional, professional and social club of The Kansan. We immediately felt as if we were important players contributing to something far greater than ourselves. She became a true professional resource and friend. I never hesitated approaching Cassie with a challenge, knowing that she would provide me with a solution. Because she helped me and the other new hires feel a personal connection to The Kansan, we also felt an investment in its continued growth and success. When Cassie served as Zone Manager, she continued to set the best example with her positive attitude. With daily deadlines, four sales reps’ sets of challenges as well as challenges on her own client list, you would expect a normal rep and manager to waver in composure every now and then. Cassie never flinched. She continued to set a wonderful example for her reps and peers. She was still the problem-solver her peers looked towards in times of their own adversity. Cassie accompanied me on several of my client calls, continuing to give me constructive suggestions for improvement, despite the fact that my success did not directly affect or benefit her zone. When Cassie became The Kansan’s Business Manager, she hired me as one of her Zone Managers. For the first time, I was able to experience firsthand how she coached a team of fellow managers. She made it known to all of us that she worked for us, not us for her. She made sure that our ideas to improve staff were heard and made a priority. She had the wonderful ability to make each of us feel respected, listened to and appreciated, regardless of our personalities or points of view. When there was an occasional dispute, she did not lose her cool. She simply listened and helped us come to an agreeable solution. With her help, each of the managers was able to come up with sales team incentives that motivated staff and rewarded exceptional performance. Perhaps the most impressive part of Cassie’s time as student Business Manager was the manner in which she handled a seemingly insurmountable challenge thrown to her by the University’s student body president. The president proposed and lobbied for legislation that would cut $83,000 from The Kansan’s student funding, or 10% of our total publication’s budget. During a time of economic struggle, this cut would have drastically hindered our ability to perform as both a news and advertising service. The cut would have especially wounded the editorial staff, as we would have had to cut many of the paid reporter and photographer positions at The Kansan, thus rendering us far less effective in reporting campus, local and national news to the student body. Cassie again stayed consistent, and she didn’t flinch. She worked with The Kansan’s student Editor and the University’s Chancellor and Provost to stop the student body president from continuing with legislation that would ultimately violate the First Amendment. I can honestly say I was not worried throughout this ordeal, because I knew the type of leader Cassie was. I was always confident she would take care of business and protect our 106-year-old publication. That our funding remains and the president’s legislation was blocked is largely due to the work she did behind the scenes to find a solution. I cannot think of a manager at The University Daily Kansan who is more worthy of this prestigious award. Cassie paved the way for a new generation of students to carry on the tradition and success at our publication. After I was hired student Business Manager, I spent hours upon hours consulting with her, asking questions, seeking her advice and wisdom. She did what she does best and empowered me with stories of her own experiences and all the things she learned on the job. When her time as Business Manager was finished, I felt ready to step in to her former job, the highest possible student leadership role at The Kansan. I have learned so much from Cassie, personally and professionally. I will always feel confident looking to her for advice, and I am sure that my peers would agree – Cassie Gerken has made an astounding impact on our professional and our personal lives. I owe much of my own development as a sales consultant, including my being named the cnbam Sales Representative of the Year in 2010, to her coaching and encouraging guidance. Her positive attitude, consistent work performance, cool head and ability to lead by example make her worthy of Advertising Manager of the Year. It is my hope that you will reward her many accomplishments with an honor of this caliber. Sincerely, Joe A. Garvey

Director of Digital/Interactive, The University Daily Kansan


M G M T. P H I L O S O P H Y

I am fresh out of college. As of July last year and every day since, I’ve learned what it is like to always be the youngest of my “peers,” having the least amount of traditional “real world” experience. So sitting down to write about my management philosophy is an interesting and humbling concept.

Serving as business manager for The University Daily Kansan was the most rewarding experience of my college career. It taught me so much about the inner workings of an organization but mostly it taught me about facilitating the individuals who make it great. Of course, I valued all the traditional managerial gems: praise in public, critique in private; leave your personal problems at home and lead by example. But when it comes down to my personal philosophy, I would sum it up as this: my job as business manager was to enable the diverse talents of my staff. I wanted to focus on creating opportunities for fellow students, supplying them with the tools needed to succeed, guiding their personal growth and setting the organization up for future success. I visualize the structure of an organization as an inverted pyramid; the leader at the tip serving the whole from the bottom up. Being a leader doesn’t mean you’re the smartest, most talented or innovative of the bunch. It means you know the importance of enabling your team. The Kansan is bursting with talented young adults. It amazed me to be surrounded by these individuals and I wanted to facilitate their achievement. I knew my purpose on staff and had the resources to accomplish my managerial goals, but it came to my attention immediately that there are always obstacles in the path of success. My strongest personal accomplishment was maintaining focus in light of such trials. When things didn’t go as planned, my goal was to remain collected and use my resources to overcome obstacles without losing sight of my purpose: enabling my team. In my time as business manager I was dealt a real test to this concept. Well into the spring semester, our adviser received word that the Student Senate president had aspirations of cutting The Kansan’s funding. While we prided ourselves on our self-made financial success, this funding gave us the stability to develop opportunities for the diverse interests of ku students. Remembering my purpose as business manager, I worked closely with the editor-in-chief and our advisers to devise a solution. The editor and I shared the belief that our efforts couldn’t hinder our daily obligations to our staffs and we worked hard to keep things “business as usual” while working behind the scenes on the Student Senate dilemma. In the meantime, the editor and I worked to prevent our funding from being cut. We met with our advisers, legal resources and Senate allies to outline Constitutional obligations, the nature of the funding threat and what its success might mean for other student media across the nation. Having discovered that this potential cut was in violation of our First Amendment rights and specific legal precedence relating to student media, the editor and I took multiple approaches to ensure this bill would not pass. Our attempts to reach out to the Senate president were met with hostility and “official statements” delivered by staff members on his behalf and the motion to strip our funding continued to make progress through Senate. Finally, the editor and I assembled a letter to the Chancellor to encourage her involvement. Our letter yielded positive results. Within days, the Senate president reached out to us for a private meeting after which he ceased his endeavor. Our allies in Senate were able to propose a shift in the bill that not only saved our funding but protected it from being singled out again in future budget cuts.


M G M T. P H I L O S O P H Y

The ironic thing about management is that the individual parts of the job can sometimes overshadow the primary goal. I knew that coming in every day and putting out fires like the funding cut was necessary but ultimately, it wasn’t the point. The point of my job was to take care of all of that so that I could create opportunity for my peers and help them grow their skill sets. With this purpose in mind, I sought to fortify our online program. Kansan.com often struggled. The bones of the web site were solid and it certainly had a lot of potential but repeatedly documented losses and needed some direction when it came to sales. To help find that direction, I reinstated a position that had been cut in previous semesters. Despite sales being down, the online coordinator and I increased web inventory and worked to create the tools needed to sell it. She and I met often to identify the opportunities and arm the sales team with the techniques necessary to accomplish our goals. In weekly meetings, the online coordinator shared traffic statistics, appealing benefits and client testimonials that would both pump up the sales team and give them knowledge needed to sell their clients on the power of an online presence. Sales shot through the roof within a month. Inventory was nearly sold out; by the end of the semester we had almost doubled the previous semester’s online sales. More importantly, my sales team was creating multi-media marketing campaigns that worked for their clients and accomplishing tangible successes that would benefit them post-graduation in an evolving digital world. The opportunities I aimed to create were focused both on impacting the individuals and sustaining the future of The Kansan. The end of the semester meant one of the largest turnovers in our organization’s history with 17 senior “addies” graduating. It was important to me to work to prepare new reps to fast-track into management roles in the coming semester. I knew these efforts would be crucial to ensuring the success of The Kansan after our large class graduated. My weekly meetings with my sales manager, Carolyn and my adviser, Jon, were centered on a person by person evaluation of strengths and improvements. We set to identify each team member’s dynamic and harvest their potential that would feed into future semesters. I had one-on-ones to establish short and long term goals to help staff members see the bigger picture of where their efforts might take them within their career at The Kansan. Recognizing each person’s unique talents and aspirations helped us put together the puzzle pieces for a promising future staff. The diversity of our team was what made it so impressive but it also meant that managerial decisions were met with differing opinions. I realized that a manager has to use her resources to choose a path and be a leader to get everybody on board. I maintained transparency with my management team to approach decisions objectively and learned that best choices were made through our collective input. We embraced the need to bring our individual strengths to the table to offer a well-rounded management style to our staff. That dynamic left me with a valuable lesson which I continue to use in my career. No single person can offer everything an organization needs; the key to being a good manager is recognizing the value of others. It isn’t about teaching everyone to do things just as you would do; most often it’s about putting the right people in the right place with the right tools and just letting them shine. The entire Kansan staff contributed to my success as manager and I am humbled by this opportunity to represent their amazing talent and achievements through this award. Thank you for your consideration.

Sincerely, Cassie Gerken


STUDENT BUSINESS MGR. DESCRIPTION

S TA F F S T R U C T U R E

Outlining the staff structure is the first duty of the student business manager. To accomplish organizational goals and utilize the talents of our staff, I altered the structure by making two primary additions. First, as mentioned previously, I appointed an online coordinator responsible for identifying revenue opportunities and implementing strategic plans to grow our online products. Secondly, I focused on The Kansan as a brand. I established a marketing director in charge of guiding a newly appointed marketing team, oriented specifically toward managing brand image and promoting awareness among our audience.

S TA F F D E V E LO P M E N T Hiring & Training

One of the most important responsibilities of the student business manager is hiring. Because of the number of graduating seniors on staff, I had an obligation to the organization’s longevity to recruit great talent with leadership potential. After hiring, I organized and led staff training. Training was a week-long workshop focused on consultative selling, professionalism, creative collaboration and embracing opportunities on staff.

Continued Education

Throughout the spring semester, I focused on providing tools through ongoing training. I worked with individuals on my team who excelled in various areas to share best practices with their peers. In our weekly meetings, I introduced a focus topic for the week and employed fun incentives to encourage my team to implement what they learned.

FORECASTING

The student business manager’s financial duties include working closely with the adviser to budget for the semester; assign salary and commission structures and forecast losses and opportunities.

R evenue O pportunities

In addition to creating internal revenue opportunities and tools for the staff as with our online efforts, I was responsible for identifying external opportunities over the spring semester. These especially included sales related to basketball and housing. To capitalize on apartment season, I worked with my marketing & promotions managers to create the first annual on-campus Housing Fair. This allowed us to benefit and interact with both our advertising business partners and our student audience. The regrettable outcome of our men’s basketball season eliminated the potential benefit of the ncaa tournament so we turned our focus to the season’s accomplishment: our 2000th win. Having identified this opportunity early on, we were able to do a weekly “countdown to 2000,” publish a commemorative edition of The Kansan and market celebratory merchandise. These efforts generated additional revenue to make up for the inability to publish a championship edition and the revenue opportunities that our shortened season had diminished.

GENERAL

The position of student business manager included these duties among other daily responsibilities as needed. I headed up the management team and placed great focus on guiding new managers as they created their own managerial styles. We worked together to bring our vision to the staff and lead them toward The Kansan’s organizational goals.


A . R E V E N U E I N I T I AT I V E S

1

Our increased online focus yielded an 82% increase in sales over the previous semester.

KANSAN

.com

Sports Inside ............................................................... The ad in this section is displayed when any link to a sports story is clicked on and is displayed next to the story.

Features & Benefits

• Online ads have the advantage of being able to have moving objects within the ad, so they are more eye-catching to visitors.

• Readers spend a lot of time on these pages as they are reading the sports stories, so the ad appears on the page for a long amount of time. • Sports Inside is a great source for students, faculty & staff, alumni, and KU fans to get news about KU sports if they do not have access to our daily paper. • Basketball Season will attract a lot of attention to this page since KU is known nationally for its basketball team. Kansan. com is the best place for alumni around the country to catch up on sports stories.

Jayplay

.com

Features & Benefits • Online ads have the advantage of being able to have moving objects within the ad, so they are more eye-catching to visitors. • The Jayplay section is limited to only one advertiser, so an ad in this section will receive all of the traffic on this section, giving your busines more exposure. • This section is beneficial for advertisers currently advertising in our Jayplay tabloid to reinforce the existing campaign and have a media mix as well.

• The popular and entertaining stories in Jayplay attract a lot of .comfrom students. attention Kansan.com holds all recently written Jayplay stories, as well as stories An ad on the Homepage is at the top right corner of the page andwritten months ago.

KANSAN

Example Size (300 pixels x 250 pixels)

KANSAN

..................................................................

The ad in this section is displayed when the “Jayplay” tab is clicked on, including anything under the “Jayplay” tab. Features stories that appear in our popular Jayplay tabloid that comes out every Thursday along with the daily paper.

Homepage ..............................................................

Example Size (300 pixels x 250 pixels)

is next to all of the breaking news or top stories It is easily visible to anyone looking at the page.

Features & Benefits

Open Rate: $240 per month

Open Rate: $225 per month Four Month: $220 per month FREQUENCY Four Month: $205 per month FREQUENCY Twelve Month: $200 per month RATES................................................... Twelve Month: $185 per month • The advertisements on the Homepage is one of the first things that RATES.................................................. Guaranteed Minimum Monthly Impressions: 8,000 viewers see when they visit Kansan.com.

Guaranteed Minimum Monthly Impressions: 7,500

• The Homepage is available to a broader audience since all visitors will see the ad before they visit their desired section (news, sports, opinion, etc.) • Online ads have the advantage of being able to have moving objects within the ad, so they are more eye-catching to visitors.

Example Size (300 pixels x 250 pixels)

Open Rate: $650 per month

Four Month: $500 per month FREQUENCY Twelve Month: $450 per month RATES..................................................

Minimum Monthly Impressions: 20,000

2

The 2000th Commemorative edition and merchandise created revenue opportunities that our shortened season had otherwise diminished.

3

The Housing Fair provided us the opportunity to benefit and interact with both our advertising partners and our student audience.


B. LETTER TO THE CHANCELLOR

March 16, 2010

Dear Chancellor Gray-Little, We are writing to ask your advice on how best to handle the situation involving Student Senate and The Kansan. As you know, Student Body President Mason Heilman is leading the effort to strip the Kansan of any student funding. He maintains that Student Senate funding of the Kansan is akin to the U.S. government funding The New York Times. The analogy is not valid. The money that Student Senate directs to the Kansan is a simple user fee, the same as a subscription fee. The student body has repeatedly voted to approve the fee so students would have access to the Kansan, KJHK and other student-run media. It is also troubling that the student body president, elected to serve the needs of all ku students, continues to pursue this issue despite sincere attempts to resolve it through the system. Moreover, he has publicly stated that he wants to exclude the Kansan from receiving any funding because it endorses candidates and covers Student Senate. That can only be seen as an attempt to affect content, which opens the door to a challenge as a violation of the First Amendment. If this issue persists, it ultimately will put the University in a less-than-favorable light, something we are trying to avoid. Nevertheless, the Kansan has no alternative but to protect the responsible distribution of funds as voted on by the student body. The media fee is appropriate and, more importantly, vital to the fiscal well-being of all student media, including the Kansan. Therefore, we ask that you help resolve this issue. A quick and quiet resolution is in the best interest of all parties, including Mr. Heilman. The Kansan is certainly open to alternatives and is willing to discuss them if it results in continued support as endorsed by the student body through its approval of the media fee. Weâ&#x20AC;&#x2122;d welcome an opportunity to meet with you to answer any questions and to seek out an appropriate and equitable resolution.

Respectfully, Stephen Montemayor

Cassie Gerken

Editor-in-Chief

Business Manager


Paige Winans Central Michigan University

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


Personal Philosophy If there is one thing that I have learned throughout my three years at Central Michigan Life, it is that relationships take hard work, commitment and dedication. The foundation of Central Michigan Life depends on relationships. Since starting at the newspaper on October 13, 2008, I have been building relationships. After accepting the position of account executive, I had apprehensions about handling the tasks that were being asked of me. Quickly, I learned that in order to thrive at my role, I would need to build bonds with strangers such as my new clients and co-workers. I went from a first year student with no clear insight regarding what career path I would choose to finding a love for sales, advertising and most importantly management. It is because of this opportunity at Central Michigan Life that I strive to make the staff, the newspaper and myself collectively better.

Laying the Foundation In May 2010, I was named Advertising Representative of the Year. Moments after, the position of Advertising Manager was passed on to me. However, preparation for the role started months before. As a result of a large senior class of account executives, Central Michigan Life faced one of the largest turnover rates in history. This necessitated that I lead more than 30 interviews within a one month span. The future success of the advertising department relied heavily on my employee selections. Ten account executives were hired and put through a newly designed training program that I helped developed and implement over the course of five weeks. Throughout that time period I was responsible for the organization and productivity of the process, while not losing sight of my sales, clients and new co-workers. After attending the CNBAM Ad Managers Workshop in Chicago this past July, my passion for managing was made more apparent than ever. I returned to my team of account executives as a better leader who was determined to get Central Michigan Life out of a 20 percent revenue decline. With a three person summer staff, I prepared the account executives for our publication’s biggest issue of the year, the Back to School Edition. We had a goal of $27,808.18, which was surpassed by $6,289.83. As a result, my confidence in my staff and management skills were reconfirmed. The revenue numbers that were achieved because of that special edition set the tone for the rest of year and continues to carry on. Today, I can proudly say Central Michigan Life is about $50,000 ahead.

Building the Relationships A full staff of 15 account executives arrived in August and I was quickly reminded the value of building relationships. A sales pitch is a structured process, one that requires that a rapport be established and that the client has faith in the product. Comparably, I too needed to get to know the staff individually and deliver on the leadership abilities I promised my team and myself. Each day, I look forward to visiting all of the account executive’s desks. Initially, I ask the individuals what is their biggest frustration in regards to their clients, co-workers or managers. While tackling their problems, I closely listen for feedback and provide solutions. I believe every account executive should walk away from a conversation feeling encouraged. Hence, I wrap up our talk by asking, “What did you accomplish?” Monthly, I hold one-on-one meetings with each of my account executives where feedback is given and insight is gained. The open communication that is applied to every facet of Central Michigan Life has allowed the newly hired staff to have a smooth transition and paved the way for professional and personal growth across the board.


Tools to Succeed Advertising consists of time sensitive challenges on a daily basis. With five different deadlines, two meetings and three office hours per week, the newly hired staff had a hard time grasping the importance of meeting these deadlines. As the year progressed forward and more deadlines were being missed, I learned a valuable lesson. I needed to help the account executives help themselves. Thus, monthly calendars containing all deadlines were distributed. When an abundance of specials or unique editions were being offered, each account executive would receive a special section progress report containing dates and information of importance.

Also, by holding each account executive responsible for a monthly revenue goal, they develop a competitive spirit and the ability to meet time-sensitive objectives. On a weekly basis, a revenue progress report is turned in to me. However, whether the account executives realize it or not, this report provides them with a lesson in accountability. These items allowed the staff to stay on schedule and on top of revenue until they adjusted to the organization’s way of life. Ultimately, building a relationship must come first and the success in sales will soon follow. Often, I find myself professing this advice to my account executives. While when spoken it is meant as advice for their clients, this philosophy holds true for the relationships we have made with each other throughout the staff.

In a market full of salespeople, I needed to show the account executives the importance of making their voice stand out from the rest. No longer would they just sell Central Michigan Life. They would offer and develop insight, essentially become marketing resources. No longer would they walk through a client’s doors and be viewed as someone who is trying to make the sale. Today, my account executives have developed relationships with their clients that have surpassed my expectations. They are the client’s trusted voice of reason in a market full of media and competition. The people and the success of Central Michigan Life keep my passion for managing alive. I am grateful to be a part of an organization that has developed into a large family. This opportunity has allowed me to mature not only in a professional setting, but in all other aspects of my life. I have grown into a more dedicated, confident, responsible and innovative person. Each day creates a chance for me to work on my flaws and grow as an individual. I ask you to consider me for CNBAM’s Advertising Manager of the Year, as it will not only be a reflection on myself, but on the staff that has helped me mold into the leader I am today. Thank you for your time and consideration, Paige Winans


January 20, 2011 Dear CNBAM Judges: I don’t think I am alone as an advisor in saying that once every few years a special student will come along that you instinctively know…she is the one. Well, truth be told, that wasn’t my initial reaction with Paige Winans. (Clearly my “star” radar was not working correctly!) When I met Paige she was a second semester freshman. She struck me as personable and enthusiastic, but still a risk, as she was unsure of what her major was going to be. I had some reservations because we had already hired two other freshmen (my stars) and a third one on a staff of 12 was probably pushing our luck. But she impressed us with her outgoing personality and fearless attitude. Almost immediately, I could see my concerns were unfounded. As a matter of fact, this young freshman was about to teach our junior and senior sales representatives a few things. Paige was a quick study, and immediately successful with her customers as an account executive. And if you consider the account list she was given, (you know those accounts, the ones that the seasoned account executives cast off; the ones that weren’t running, were doing less than last year or they just didn’t have success with. In other words: the bottom of the barrel), this says a lot about her skills. Paige never flinched at the challenges presented her. She just shifted her Type A personality into gear. In that first year, she probably spent more money on gas then she made in commission. But, she never complained. Paige was just that diligent about her job. Her hard work paid off, and Paige was able to make gains in her territory, and in her first month made her sales goals. As a matter of fact, she made her goals every month in her career as an account executive.

cm-life.com

It is safe to say that in her first semester at CM LIFE, Paige discovered what she was good at, and decided her major. Paige absorbed all the weekly lessons in our sales meetings and taught us a few new ones. During her first semester on staff, Paige saw other sales representatives struggling with organizing themselves to meet the demands of sales deadlines for the daily paper and the large amount of special pages and sections we produce. (Plus, managing the work load of being a full-time student.). Paige methodically created charts of each special page or section and taped them to the wall next to her cubicle. On those charts she would know exactly which accounts she was going to pitch for each product. Next to each accounts names were columns indicating if they had been seen, if a spec ad had been created and shown, and if they were sold and what size. She eagerly helped her peers develop their own charts. Now this may not seem groundbreaking, but it definitely changed the culture of our sales department. By teaching this skill, Paige was able to break down the overwhelming aspects of sales, and show her co-workers how to work smarter and more effectively. Two years later, these charts are a regular part of our training procedures with new advertising representatives. During Paige’s second year on staff, her previously mentioned Type A personality pushed her into overdrive. She was not merely satisfied with achieving her goals, but in helping her team make theirs. Paige would take the time to help her co-workers come up with ideas for their customers, role play special section pitches, and eagerly volunteer to go on team calls if she felt it would help close a sale. It was no surprise that she was named the 2010 Advertising Representative of the Year at Central Michigan Life. By this time, Paige was spending more time in the office then the managers and by doing so she was absorbing the minute details of running an advertising department. She was carefully studying the managers, their responsibilities, and management styles and quietly making notes. And when the time came for open applications for the Fall 2010 advertising manager positions, Paige was the first one to apply. And this time there was no doubt about her skills. (My “star” radar was fully functional this time!) 436 Moore Hall, Central Michigan University, Mount Pleasant, MI 48859 PHONE: (989) 774-3493 FAX: (989) 774-7804 EMAIL: advertising@cm-life.com


From the time Paige took the reigns last spring, she was focused and determined to set standards and raise the bar in the advertising department. She was able to partner and implement new ideas with the other two advertising managers on staff (the previously mentioned other freshman she hired in with). Paige’s first challenge was dealing with the largest turnover of account executives in the last ten years. We would be replacing 66% of our sales staff. On top of that, we had come off one of our worst years ever. CM LIFE was down 20% in sales in 2009. The critical importance of hiring the right people was not lost on her. After 30 interviews, ten new account executives were hired and immediately put into a fiveweek training program. It should come as no surprise that this training program was newly developed and implemented by Paige. When this staff returned in the fall, we experienced no down time. Her hires were spot on; it was if they had all worked as account executives all their lives. Within the first week of our return, Paige set the bar high for our goals. To recover the 20% revenue we lost in the previous school year. Our back-to-school special section set the tone for the semester. Our goal was $27,808, and the sales staff achieved over $34,000. Since August, our sales staff has made revenue goal every month.

cm-life.com

I believe it has been Paige’s skills that have led Central Michigan Life to a recovery from advertising revenue decline we had seen in 2009. Not only are we up $50,000, but also we are thriving in a climate when many newspapers, including our professional community paper, are struggling for revenues and relevance. From a personnel standpoint, Paige is a respected leader amongst the advertising and professional staffs. Paige constantly is pushing and assisting us all to reach our goals. She is firm but patient and constant in her leadership style. Paige understands the important role of advertising revenue in supporting the mission of publishing a newspaper and website. She knows that you have to drive the ideas and create excitement for the customer to buy. Paige also realizes there is never a “down” time. If we slack off for even a moment, it means losing an opportunity. Oh, and if all this isn’t enough, Paige has accomplished all of this, and carried a course load that will have her completing college in 3 years! Meaning, she has taken at least 6 classes every semester while working almost full time at CM LIFE. AND, wait for it: she is on the Dean’s List. Type A all the way! It is for all these wonderful reasons and attributes, I am happy to recommend Paige Winans for CNBAM’s Advertising Manager of the Year recognition. 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


January 11, 2011

Dear CNBAM Contest Judges: Management is a balancing act. Managers have to walk the line of colleague, authority figure, problem-solver, listener, mentor and many other types they need to be at the drop of a hat. At a collegiate level, it is especially challenging considering that managers are also around the same age and in the same classes as their account executives. The balancing act of authority and power becomes quite a struggle in this scenario. However, Paige Winans, advertising manager in the Central Michigan Life Advertising Office has done an exemplary job and is an ideal example of a manager that can balance the position. Paige has been one of my favorite people to work with professionally and get to know personally. Last year, when we were both account executives, she was always willing to help in the office, teaching and mentoring new staff members. Her earnest need to help others is one that stems from wanting the sales staff and the advertising department to succeed. Moreover, it comes from being the genuine person that she is. This summer, Paige turned from being my colleague to my manager. The transition from helpful peer to strong role-model and leader has been inspiring. Paige has really flourished in the manager position. She takes the time to have one-on-one discussions with everyone on her team. Paige always offers ideas, solutions to solve problems regarding sales goals, advertising ideas and client concerns. She also uses one of the most underrated, under-used skills a manager can have: listening. She takes the time to listen and understand the struggles we are having with our clients, our sales, our staff, and our anxieties. There is quite a difference between talking and communicating, Paige is able to fully communicate with her staff. Another strength Paige has is dedication to her position and the office. She is always the first one in and the last one out of the office. If another manager has to leave or has a change of plans, Paige is willing to step up and take on the task, such as laying out the paper or determining goals. Her dedication does not stop once she walks out the office door. There is no such thing as off hours for her. Paige is always looking for opportunities, including new clients, new advertising ideas, and ways to motivate the staff. Paigeâ&#x20AC;&#x2122;s genuine, honest personality combined with her ability to listen and problem solve has led our staff to one of our best years in sales. As a leader, she is someone we have all relied on for solutions, ideas and advice. As a student, she still finds the time to continuously make the Deanâ&#x20AC;&#x2122;s List. As a manager, Paige has the ability to enhance our sales operations, team morale and achieving our goals. Paige is clearly someone who is an asset to any sales staff and deserves to be recognized for her continued contribution to Central Michigan Lifeâ&#x20AC;&#x2122;s Advertising Department through her sales achievements, leadership abilities and innovative thinking. Sincerely, Casey Booyinga Senior Account Executive

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


Advertising Manager JOB DESCRIPTION. Reports To: Assistant Director, Student Media Basic Function: Responsible for managing and directing the Advertising staff for Central Michigan LIFE. This includes conducting goal-setting meetings monthly with the team Advertising Managers, handling national accounts, and leading weekly sales meetings. Primary goal is to increase Advertising Revenue in CM LIFE. BASIC FUNCTIONS. 1 . Maintain contact with Advertising Managers on a daily basis. 2. Establish annual, monthly and weekly lineage/revenue goals. 3. Maintain records for monitoring progress towards lineage/revenue goals. 4. Develop sales contests for Account Executives. 5. Review issues of CM LIFE, evaluate advertising and distribute results and suggestions to staff. 6. Assist Account Executives in developing account lists and establishing new accounts. 7. Create and maintain office schedules for Account Executives. 8. Attend and participate in departmental meetings and training sessions. 9. Supervise layout of ads with account executives for each edition of CM LIFE. 10. Conduct goal and sales meetings for account executives. 11. Assist Account Executives in developing sales presentations and advertising strategies for clients. 12. Meet and exceed agreed upon sales and service objectives for the office. 13. Project knowledge of market, customers, competition, newspaper and advertising. 14. Adhere to and enforce established deadlines, policies, procedures, etc. 15. Follow up on requests from Account Executives and Assistant Director of Student Media. 16. Recommends special promotional and sales programs designed to increase lineage and revenue and to enhance advertising status of the newspaper. 17. Assist in selection, training and development of advertising sales staff.

QUALIFICATIONS. 1. 2. 3. 4. 5.

Must have previous CM LIFE sales experience. Must have demonstrated ability to deal with a variety of accounts effectively. Outstanding communication skills, both oral and written. Working knowledge of all departments of CM LIFE (business, composition, editorial and advertising) and knowledge of computer systems. Ability to interact with people in a positive, upbeat manner.

HOURS. 20-30 hours per week. Must be present at all deadlines. Managers are allowed 3 personal days off per semester. Exceptions will be made for graduating seniors who are interviewing. Personal time does not include sick days. Frequent absences will not be tolerated.

PAY. Salary: $35.00 per week

Commission: 1% of total sales, excluding National Accounts and Student Media.


Paige M. Winans______________________________________  winan1pm@cmich.edu, winansp@gmail.com  217 E. Pine St.  Westphalia, Michigan 48894  (989) 640‐3878  

EDUCATION_______________________________________________________________________________________   Central Michigan University, Mount Pleasant, Mich.         

Bachelor of Applied Arts, May 2011  Major: Integrative Public Relations  Minor: Advertising  GPA: 3.56 (overall) 

Central Michigan Life Newspaper, Mount Pleasant, Mich.  Advertising Manager, May 2010‐Present    ‐Oversee a staff of 16 account executives      ‐Design, present and sell advertisement to assigned clients     ‐Meet time‐sensitive publication deadlines    ‐Establish client relationships through regular and personal meetings    Central Michigan Life Newspaper, Mount Pleasant, Mich.  Account Executive, October 2008‐May 2010    ‐Designed, presented and sold advertisement to assigned clients     ‐Met time‐sensitive publication deadlines    ‐Established client relationships through regular and personal meetings    ‐Made cold calls on a monthly basis 

WORK EXPERIENCE_____________________________________________________________________________                         

INTERNSHIPS__________________________________________________________________________________

         

Central Michigan Community Hospital, Mount Pleasant, Mich.  Public Relations Intern, December 2010‐May 2011  Collegiate Health Administration Preparatory Society, Mount Pleasant, Mich.  Public Relations Intern, August 2010‐December 2010  Central Michigan Life, Mount Pleasant, Mich.  Wares Fair Intern Assistant, June 2010‐September 2010 

INVOLVEMENTS_______________________________________________________________________________        

American Advertising Federation at CMU, Mount Pleasant, Mich.  Elected Vice President, August 2010‐Present  College Newspapers Business Advertising Managers Conference, Chicago, Ill.  Advertising Manager Attendee, July 2010 

     

Central Michigan University Board of Trustees Scholarship, August 2008‐May 2011  Central Michigan Life Advertising Account Executive of the Year, 2009  Central Michigan University Deans List, Spring 2008 & Spring 2009  CNBAM Third Place Best Black and White Display Advertisement, March 2009 

 

Microsoft Office (Word, PowerPoint, Excel, Publisher)  Adobe (PageMaker, InDesign, Photoshop) 

 

Neil Hopp, Director of Student Media at CM LIFE, (989) 774‐3493  Nicole Sanders, CMCH  Internship Supervisor, (989) 587‐5100 

 

HONORS________________________________________________________________________________________

COMPUTER SKILLS___________________________________________________________________________  REFERENCES__________________________________________________________________________________    Kathy Simon, Assistant Director of Student Media at CM LIFE, (989)774‐3401 

 


In the fall of 2009, a new position was envisioned at Central Michigan Life. Initially, the plan was to hire account executives that would be responsible only for cold call accounts. The position would act as a training period for those hired and give Central Michigan Life an opportunity to gain revenue. Once Central Michigan Life faced a turnover rate, these trainees would be waiting to fill the vacant spot. Thus, the Advertising Sales Trainee role was created. As the year went on and trainees were hired, the group was nicknamed the â&#x20AC;&#x153;shark tankâ&#x20AC;?. After all, this part of the staff was determined to catch the big fish (client) on a daily basis. They were selling against each other in a small territory. However, as the shark tank grew, this segment of Central Michigan Life lacked structure, direction and most importantly revenue growth. After taking over the role of manager in 2010, I was determined to redesign the shark tank and acquire revenue gains. We first began with organization. A formalized position description was created. Structure took place when the four newly hired shark tank members were trained along side the account executives. Assigned cold call account lists were distributed to each member. They now had the tools to succeed, items that were absent during the first year. As the shark tank became more developed and sales were being made, the advertising managers needed assistance in overseeing this part of the staff. Two new management positions evolved. We filled the shark tank managers vacant spots with account executives that had the chance to fill my role next year. This facet of Central Michigan Life acted not only as a training group for future account executive, but for future managers. The shark tank managers have now developed the position into a thriving area of our sales staff. What was once only bringing in hundreds of dollars per month is now gaining our paper thousands. The redesign of the shark tank has been one of my proudest moments and has established a consistent revenue increase.

Revenue Gains


September Amy Annie Becca Caitlin Carly Casey Eric Hollee India Joey Justin Kelsey Morgan Paige Shawn Terra Juile

GOAL $2,570.98 $8,335.62 $1,734.11 $3,744.41 $7,532.73 $11,990.55 $2,151.36 $6,742.50 $2,457.86 $4,890.43 $9,207.30 $2,405.26 $3,315.46 $2,803.56 $1,482.01

REVENUE Percentage Ad Count $2,668.55 3.8% 5 $7,645.41 -8.3% 34 $2,332.00 34.5% 34 $4,353.82 16.3% 20 $7,482.20 -0.7% 29 $5,671.32 -52.7% 31 $2,342.08 8.9% 16 $7,302.45 8.3% 23 $2,147.21 -12.6% 16 $2,978.67 -39.1% 18 $6,379.99 -30.7% 10 $2,307.05 5 $2,107.68 -12.4% 13 $5,281.96 59.3% 22 $13,394.03 377.8% 23 $2,375.38 60.3% 10 $89.70 1

Chippewa Crew

$22,604.02

$33,352.52

47.6%

101

Maroon Platoon

$26,398.71

$20,432.98

-22.6%

107

$22,361.41

$20,677.25

-7.5%

96

$71,364.14 $76,859.50

7.70%

310

Team Pleasantville

Sales Office

Ultimately, I have learned helping account executives help themselves results in higher revenue figures and a more cohesive and organized staff. This past year, we implemented monthly goal and special section progress reports. Both of these items acted as a reminder and a sales motivator. The goal and quota progress report is posted on a weekly basis. Account Executives motivate each other after the numbers are made visible. They make a personal goal to be the one who rises to the top. Special section progress reports act as an organizational and research tool. By requiring that these charts be updated on a weekly basis, the staff is forced to research if their clients have participated in years past. Results of special section sales pitches are discussed at team meetings.

Positive feedback has been a vital element of my management efforts. Before this year, at times the Central Michigan Life staff lacked the recognition they deserved. The front of the office is now dedicated to recognizing individuals who proved superior during the given month. At the end of each month, goals and quotas are tabulated, character is judged and figures are carefully looked over. Awards such as Ad Rep of the Month, Biggest Revenue Increase, Encouraging Executive and Special Section Star are handed out at the allstaff meetings. The selected account executives are praised for their positive attitude and dedication. After, the Central Michigan Life Super Star board is updated for those account executives that received a recognition award or made their revenue goal. Something as little as a sticker can lead to increased motivation and revenue gains.

Sales Motivators


ANNUAL COMPARABLE SALES

June July August September October November December TOTALS

Account Executive '09-'10 Advertising Manager '10-'11 $1,709.50 $6,081.00 255.70% $1,048.50 $3,542.50 237.80% $5,121.56 $37,467.04 631.50% $4,803.88 $5,281.96 9.95% $2,893.10 $9,150.13 216.27% $3,898.30 $19,160.45 391.50% $2,266.81 $4,624.71 104.01% $21,741.65 $85,307.79 292.37%

2010-2011 ADVERTISING MANAGER GOALS AND QUOTAS Goal

Revenue Figures

June July August September October November December TOTALS

Quota $3,003.52 $3,322.22 $26,413.49 $3,315.46 $6,349.94 $12,576.61 $3,625.87 $58,607.11

$6,081.00 $3,542.50 $37,467.04 $5,281.96 $9,150.13 $19,160.45 $4,624.71 $85,307.79

102.46% 6.63% 41.84% 59.30% 44.10% 52.34% 27.54% 45.55%

Holding one’s self to the standards that they expect out others is vital in management. Hence, what I expect out of the account executives on a daily basis I hold true to myself. Last year, Central Michigan Life faced a revenue deficit. Determined to set an example for the rest of the account executives, I made a personal vow to make my required goal each month. In August alone, I added almost $35,000 to the paper’s comeback effort. Each account executive has not been perfect in making goal on a monthly basis. However, I believe my sales numbers gain me credibility and act as a push to others along the way. Members of the team may fall short from month to month. Yet, it is motivators such as mine and other’s revenue percentage increases that helped this paper out of a economic slump and around $50,000 ahead.

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


Care Bach CNBAM 2011 Ad Manager of the Year

Reveille


College Newspapers  Business  and  Advertising  Managers   January  20,  2011     To  Whom  It  May  Concern:   This  letter  is  to  recommend  Care  Bach,  Sales  Manager  for  LSU  Student  Media,  for  the   CNBAM  Admanager  of  the  Year  award.    As  the  Advertising  and  Product  Analyst  for   Campus  Federal,  I  have  worked  with  Care  for  almost  a  year  on  all  aspects  of  our   advertising  with  LSU  Student  Media.     It  has  been  a  pleasure  working  with  Care.    She  always  provides  us  with  excellent   recommendations  on  ad  placement  and  notifies  us  in  plenty  of  time  before  the  ad  is  due.     I  would  like  all  of  my  account  representatives  to  have  the  same  qualities  as  Care.     Thank  you  for  your  time.  Please  feel  free  to  contact  me  with  any  questions  or  concerns   you  may  have  on  this  matter.             Sincerely,       Sarah  M.  Lyles   Advertising  and  Product  Analyst   Campus  Federal  Credit  Union      

         


Dear CNBAM Judges Committee, I would like to take an opportunity to offer a formal recommendation for Care Bach for Ad Manager of the Year. Over the past year, she has epitomized what it means to manage people effectively. Since she has become Print Manager here at LSU, our staff has flourished during hard times at Louisiana State University. Holding the position as the manager of the Advertising Team is perhaps the most important student job on campus. LSU Student Media is a predominantly independent entity in the university, getting minimal funding from the university. We are responsible for providing about half of the total budget for all of the different divisions of LSU Student Media. Care is responsible for about half of our total revenue. So, you can see the type of impact she makes on the university. Care is everything that a manager should be. She is energetic. She is a great teacher. She is supportive. Most of all, she is understanding. Care has taught me everything I know about selling, and most of my success with LSU Student Media can be directly connected to advice Care has given me. Care is without a doubt, a leader by example. I can speak for all the account executives at LSU Student Media when I say that we all find her enthusiasm and dedication both inspiring and motivating. As part of the Print Sales team, Care has worked hard to build authentic relationships with the all of us as well as her clients. Her efforts have created a happier and more productive team, as well as a winning one. Under Care’s leadership, our Advertising Staff recently won Southern University Newspaper’s “SUNNY” award for “Best College Newspaper Advertising Staff.” She also sacrificed her own travel expenses, which are usually paid for by the university, so some of the other account executives could attend as well, including me. Her creativity as a manager is definitely one of her strong points. There is never a time in the office when a game or contest isn’t in effect, further motivating the sales team. Care routinely pulls money out of her own paycheck to provide prizes and additional awards for the winning teams. She has also organized several out of the office events to promote team building. Several of our more experienced account executives would attest to me saying our office is as close as it’s ever been. Care is one of the main reasons. If you are looking for a manager who balances her duties as an account executive and leader while also maintaining a professional, yet friendly, office environment… then I encourage you to look no further than Care Bach for Manager of the Year. She truly deserves it. Sincerely, John Foley Senior Account Executive


Management Philosopy From what I have learned through countless experiences, life is all about relationships. This has certainly held true in my position as sales manager at LSU Student Media. It took me several accounts of trial and error to learn how to maintain a steady relationship with all of the people I come across through my work. From dealing with tricky clients, meeting with directors and media board members, and communicating with my staff, I have learned that relationships are not only important in this business, but they are imperative. It has been my goal throughout the management process to establish not only a professional relationship with every person I come across, but to go a step further to develop a more personal connection. I have found that one of the hardest jobs in the world is peer management, and it is very difficult to hold oneself to a self-earned respect and trust in this situation. I try to maintain a constant relationship with all my clients, peers, and directors so that I can learn and grow from each individual in my work environment. Through working from an account executive up to sales manager at LSU Student Media, I have had an invaluable experience, which will set the groundwork to begin my career. I have learned not only to communicate with students my own age, but with business professionals from various backgrounds. I have learned to grow through each experience, even if the situation does not seem to be positive at the time. Like many other college students before me, Student Media has given me the confidence to go out into the world as a self-made business professional with valuable experience and input. I am now truly dedicated to building relationships based upon a newfound theory that only student media could have taught me. I have learned to look beyond situations and see the growth obtained through each experience. I hope to continue my education and learning beyond student media and jump into a career path that I can truly develop in as an independent and self assured professional.


Team Building and Competitions

In order to bring a competitive and fun edge to the office I put together different games for the staff to set goals in order to get them to push themselves and compete with their co-workers. This competition was themed “Harry Potter” and there was a “Good” vs. “Evil” team. For these competitions I turned every account executive’s face into a character from the movie. There were different goals to reach on an individual level, which would then contribute to the team’s success. The staff loved the humor in it as well as being able to demonstrate their success to their peers.


As a staff we try to get together frequently to spend time together outside of the office. Some of our out-of-office activities include dinners, pool parties, luncheons, an annual Christmas party and End of the Year party, and our semi-annual party with our editorial staff. As a department, every semester we hold a Kickball tournament with all of the different entities of Student Media.


For the launch of the new Harry Potter movie, our paper did a themed false front page. The advertising department was able to help out with the creative ideas in this paper, and I encouraged clients to follow the theme in thier ads.


Fall 2010 Personal Sales Budget


Sales Call Logs -- Fall 2010

Rep

164 106 147 82 499

14 9 14 5 42

5 6 3 3 17

closing % 36% 67% 21% 60% 40%

Aug. Sept. Oct.

200 229 147

14 16 5

4 2 1

29% 13% 20%

Nov.

91

1

1

100%

Total

667

36

8

0%

Annabel

Aug. Sept. Oct. Nov. Total

143 216 201 163 723

19 9 19 10 57

4 5 6 3 18

21% 56% 32% 30% 32%

Tori

Aug. Sept. Oct. Nov. Total

25 161 156 126 468

3 12 11 9 35

2 3 2 8 15

67% 25% 18% 89% 0%

Rebecca

Aug. Sept. Oct. Nov. Total

144 178 184 100 606

11 9 12 6 38

6 3 2 1 12

55% 33% 17% 17% 32%

Scott

John

Johnston

Total Sales

Week Aug. Sept. Oct. Nov. Total

# calls

# appts.

# closings

Aug.

100

6

0

0%

Sept.

162

13

4

31%

Oct.

128

15

3

20%

Nov.

148

7

0

0%

Total

538

41

7

17%

Aug. Sept. Oct. Nov. Total

632 1058 963 710 3363

67 68 76 38 249

21 23 17 8 69

31% 34% 22% 21% 28%

Each week, each account executive turns in a report of their total calls, appointments and sales. I meet with them individually every Friday to discuss their progess and closing ratio. During this meeting we discuss ways to improve thier closing ratio and obtain more appointments. It is a good way for the team to see their individual progess and how they can increase their sales numbers.


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Advertising Manger Duties and Responsibilities 1. Maintain and handle all current ad representative duties for specific territory which is laid out is Ad Rep Duties doc. 2. Work with account executives to be aware of goals and strategic planning on how to achieve those goals. 3. Stocking of all sales materials that pertain to special issues and specific sales specials. 4. Update any and all sales flyers for upcoming specials issues. 5. Production Report Check and ad materials Check 6. Layout set up for Designer 7. Any special task as needed 8. Coordinate with other office employees on special issues.


Appendix Advertising Manager of the Year 1. Statement of Management Philosophy (Brandon Panoke) 2. Sales Records August-December 2009 3. Sales Records August-December 2010 4. Welcome Catholics Ad example 5. Mac 24/7 Ad example 6. Sales goals August 2010 7. Sales goals September 2010 8.

Sales goals October 2010

9.

Advertising Manager Duties

10. Resume


Welcome Catholics! Catholic Community at UH, Newman Center welcomes you! â&#x20AC;˘ A JESUIT MINISTRY

MONDAY DECEMBER 6 7:30 PM

RECONCILIATION AND CONFESSION A place to put some calm in your busy, crazy week!

1941 EAST WEST RD at MAILE WAY 808 988-6222 past the Korean Pagoda Study Ctr, across the parking lot

www.newmanhawaii.org

Mass Schedule Saturday 5pm Sunday 9am and 11am Student Mass 5pm Daily Mass Monday - Friday 12:10pm


Division 5- Personnel Awards Category 5b. Advertising Manager of the Year Statement of Management Philosophy: My management philosophy is the same as my personal philosophy, which is to treat everyone with respect. I believe in being a facilitator rather than a dictator. My main goal is to earn the respect of the team for which I represent. Earning respect is not the same as being liked. When respect is earned, trust is earned. When I have the trust of my team, I am confident that they will respect the advice and direction that I share with them. Communication is another principal in my management philosophy. I make myself available for my team regardless if they need to talk or just vent about daily stressors. One of the core values in being an effective communicator is to listen a little more than talking. This is critical when I am trying to gain an understanding of the challenges that my team is facing. If one of my team members is facing a shortfall on making their sales goal, I try to give advice only after I find out what obstacles they are encountering. The primary struggle is time management. In addition to being an assistant advertising manager, I am also a sales rep and a full-time student. So, I understand the difficulties in balancing my school schedule with my work schedule. I make sure that my team knows that I understand how difficult it is to manage a school schedule and a work schedule. As long as I can see the effort made by my team, I am willing to shoulder some of their responsibilities to make the process as smooth as possible. Thankfully, I am blessed with a competent team who is capable of fulfilling their job responsibilities.


Overall, I donâ&#x20AC;&#x2122;t allow the job title to get to my head and build an ego. I have worked for a few managers that have tended to be on a power trip, and I vowed to never take that same angle. I leave the job title behind me and assume the position as another member of the team that is working towards the common goal of selling our paper and making our paper as valuable and informative as possible.


2620 WAIOMAO RD. UNIT A

«ADDRESS», «ADDRESS» «ADDRESS»

TEL ( 8 0 8 ) 2 2 3 - 4 3 6 7

EMAIL B P A N O K E @ H A W A I I . E D U

BRANDON PANOKE PROFILE A highly loyal and self-motivated individual with leadership potential who is a problem solver and creative thinker. An individual who is concerned both with the integrity of his work as well as maintaining positive relations within his workplace. WORK EXPERIENCE SALES REP/ASST ADVERTISING MANAGER, KA LEO O HAWAII Honolulu, HI 2010•

Built and maintained positive relationships with clients

Consistently achieved personal sales goals

Facilitated team members to help make overall sales goals each month

COURIER/HANDLER, FEDEX HONOLULU, HI 2003-2009 • Maintained and serviced customer accounts • Established new accounts by highlighting the benefits for shipping with FedEx • Rewarded for safe work practices every year • Promoted to team lead in 2008 GUEST SERVICES/HOST, SHERATON HONOLULU, HI 2000-2005 • Served as Union Shop-Steward for Food and Beverage department in 2001 • Assisted various hotel staff with their duties to accomplish daily tasks • Promoted to Relief Supervisor VOLUNTEER WORK SURFRIDER SPIRIT SESSIONS HONOLULU, HI 2010 • Mentored At-risk teens going through the Juvenile Drug Court system for an 8-week program • Encouraged communication and expression through surfing and mediated journaling sessions EDUCATION University of Hawaii @ Mānoa — B.A. Interdisciplinary Studies-Advertising, Minor: Economics • Expected completion Spring 2010 Kamehameha Schools • High School Diploma 1999 SKILLS • Windows OS • Mac OSX • Microsoft Office REFERRALS Available upon request


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 9/3/09 to 12/14/09 Ad ID 202

Acct Name

Ad Description

Chg Type

All Are Welcome All Are Welcome All Are Welcome All Are Welcome All Are Welcome All Are Welcome All Are Welcome All Are Welcome All Are Welcome All Are Welcome All Are Welcome All Are Welcome Da Local Choke Hole Da Local Choke Hole Da Local Choke Hole Da Local Choke Hole Da Local Choke Hole Da Local Choke Hole Da Local Choke Hole Da Local Choke Hole

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

Commission Total % Amount

CRM Two

Ad Type: Display - Box 10632 Catholic Campus Ministry 10632 Catholic Campus Ministry 10632 Catholic Campus Ministry 10632 Catholic Campus Ministry 10632 Catholic Campus Ministry 10632 Catholic Campus Ministry 10632 Catholic Campus Ministry 10632 Catholic Campus Ministry 10632 Catholic Campus Ministry 10632 Catholic Campus Ministry 10632 Catholic Campus Ministry 10632 Catholic Campus Ministry 10883 Pipeline Smokeshop 10883 Pipeline Smokeshop 10883 Pipeline Smokeshop 10883 Pipeline Smokeshop 10883 Pipeline Smokeshop 10883 Pipeline Smokeshop 10883 Pipeline Smokeshop 10883 Pipeline Smokeshop

$1,101.60 $72.00 $72.00 $72.00 $72.00 $72.00 $72.00 $72.00 $72.00 $72.00 $72.00 $72.00 $72.00 $29.70 $29.70 $29.70 $29.70 $29.70 $29.70 $29.70 $29.70

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%

$110.16 $7.20 $7.20 $7.20 $7.20 $7.20 $7.20 $7.20 $7.20 $7.20 $7.20 $7.20 $7.20 $2.97 $2.97 $2.97 $2.97 $2.97 $2.97 $2.97 $2.97

Total

$1,101.60

$110.16

Grand Total

$1,101.60

$110.16

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


Ad Commission Report Pub: Ka Leo - Issue Range 8/23/10 to 12/13/10 Ad ID 202

Acct Name

Ad Description

Chg Type

Welcome Catholice 2x4 Welcome Catholice 2x4 Welcome Catholice 2x4 Welcome Catholice 2x4 Welcome Catholice 2x4 Welcome Catholice 2x4 Welcome Catholice 2x4 Welcome Catholice 2x4 Welcome Catholice 2x4 Welcome Catholice 2x4 5x5 Student Housing 5x5 Student Housing 3x4 student housing ads 3x4 student housing ads 3x4 student housing ads 3x4 student housing ads 3x4 student housing ads 3x4 student housing ads 3x4 student housing ads 3x4 student housing ads

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 Two

Ad Type: Display - Box 11289 Catholic Campus Ministry 11289 Catholic Campus Ministry 11289 Catholic Campus Ministry 11289 Catholic Campus Ministry 11289 Catholic Campus Ministry 11289 Catholic Campus Ministry 11289 Catholic Campus Ministry 11289 Catholic Campus Ministry 11289 Catholic Campus Ministry 11289 Catholic Campus Ministry 11328 Hawaii Student Suites 11328 Hawaii Student Suites 11329 Hawaii Student Suites 11329 Hawaii Student Suites 11329 Hawaii Student Suites 11329 Hawaii Student Suites 11329 Hawaii Student Suites 11329 Hawaii Student Suites 11329 Hawaii Student Suites 11329 Hawaii Student Suites 11335 Nugget Style Productions 11335 Nugget Style Productions 11335 Nugget Style Productions 11335 Nugget Style Productions 11335 Nugget Style Productions 11335 Nugget Style Productions 11335 Nugget Style Productions 11335 Nugget Style Productions 11335 Nugget Style Productions 11335 Nugget Style Productions 11335 Nugget Style Productions 11335 Nugget Style Productions 11335 Nugget Style Productions 11335 Nugget Style Productions 11335 Nugget Style Productions 11335 Nugget Style Productions 11335 Nugget Style Productions 11335 Nugget Style Productions 11335 Nugget Style Productions 11335 Nugget Style Productions 11335 Nugget Style Productions 11348 Teddy's Bigger Burger 11348 Teddy's Bigger Burger 11348 Teddy's Bigger Burger 11348 Teddy's Bigger Burger 11348 Teddy's Bigger Burger 11348 Teddy's Bigger Burger 11348 Teddy's Bigger Burger 11348 Teddy's Bigger Burger

2x3 10% off 2x3 10% off 2x3 10% off 2x3 10% off 2x3 10% off 2x3 10% off 2x3 10% off 2x3 10% off

$19,061.37 $78.00 $78.00 $78.00 $78.00 $78.00 $78.00 $78.00 $78.00 $78.00 $78.00 $270.00 $270.00 $129.60 $129.60 $129.60 $129.60 $129.60 $129.60 $129.60 $129.60 $40.00 $40.00 $40.00 $40.00 $40.00 $40.00 $40.00 $40.00 $40.00 $40.00 $40.00 $40.00 $40.00 $40.00 $40.00 $40.00 $40.00 $40.00 $40.00 $40.00 $40.00 $70.20 $70.20 $70.20 $70.20 $70.20 $70.20 $70.20 $70.20

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%

$1,906.14 $7.80 $7.80 $7.80 $7.80 $7.80 $7.80 $7.80 $7.80 $7.80 $7.80 $27.00 $27.00 $12.96 $12.96 $12.96 $12.96 $12.96 $12.96 $12.96 $12.96 $4.00 $4.00 $4.00 $4.00 $4.00 $4.00 $4.00 $4.00 $4.00 $4.00 $4.00 $4.00 $4.00 $4.00 $4.00 $4.00 $4.00 $4.00 $4.00 $4.00 $4.00 $7.02 $7.02 $7.02 $7.02 $7.02 $7.02 $7.02 $7.02

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


Ad Commission Report Pub: Ka Leo - Issue Range 8/23/10 to 12/13/10 Ad ID

Acct Name

Ad Description

Chg Type

11348 11368 11376 11379 11393 11402 11403 11404 11420 11421 11421 11421 11421 11421 11421 11421 11421 11430 11430 11430 11430 11430 11430 11430 11430 11430 11430 11430 11430 11430 11430 11430 11431 11431 11431 11431 11431 11431 11431 11431 11431 11431 11431 11431 11431 11431 11431 11431 11432 11432 11432

Teddy's Bigger Burger First Hawaiian Bank 7-Eleven Kokua Market Nailery Salon & Spa Icon Entertainment Hawaii Student Housing Aloha E-Bike Zap Cafe & Lounge Zap Cafe & Lounge Zap Cafe & Lounge Zap Cafe & Lounge Zap Cafe & Lounge Zap Cafe & Lounge Zap Cafe & Lounge Zap Cafe & Lounge Zap Cafe & Lounge The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity

2x3 10% off 3x9 FHIB 20548 5x5 - 7-Eleven 3x4 Co-Op 2x6 Nailery Back to School 2x6 Welcome Issue 3x4 Welcome Issue 5x5 Welcome Issue 2x3 Welcome Students Ad 2x1.5 Zap Cafe and Lounge 2x1.5 Zap Cafe and Lounge 2x1.5 Zap Cafe and Lounge 2x1.5 Zap Cafe and Lounge 2x1.5 Zap Cafe and Lounge 2x1.5 Zap Cafe and Lounge 2x1.5 Zap Cafe and Lounge 2x1.5 Zap Cafe and Lounge 2x2 Monday Special 2x2 Monday Special 2x2 Monday Special 2x2 Monday Special 2x2 Monday Special 2x2 Monday Special 2x2 Monday Special 2x2 Monday Special 2x2 Monday Special 2x2 Monday Special 2x2 Monday Special 2x2 Monday Special 2x2 Monday Special 2x2 Monday Special 2x2 Monday Special 2x2 Wednesday Special 2x2 Wednesday Special 2x2 Wednesday Special 2x2 Wednesday Special 2x2 Wednesday Special 2x2 Wednesday Special 2x2 Wednesday Special 2x2 Wednesday Special 2x2 Wednesday Special 2x2 Wednesday Special 2x2 Wednesday Special 2x2 Wednesday Special 2x2 Wednesday Special 2x2 Wednesday Special 2x2 Wednesday Special 2x2 Wednesday Special 2x2 Friday Special 2x2 Friday Special 2x2 Friday Special

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

Commission Total % Amount $70.20 $285.00 $285.00 $140.00 $140.00 $160.00 $140.00 $285.00 $75.60 $37.80 $37.80 $37.80 $37.80 $37.80 $37.80 $37.80 $37.80 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00

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%

$7.02 $28.50 $28.50 $14.00 $14.00 $16.00 $14.00 $28.50 $7.56 $3.78 $3.78 $3.78 $3.78 $3.78 $3.78 $3.78 $3.78 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60

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


Ad Commission Report Pub: Ka Leo - Issue Range 8/23/10 to 12/13/10 Ad ID

Acct Name

Ad Description

Chg Type

11432 11432 11432 11432 11432 11432 11432 11432 11432 11432 11432 11433 11434 11434 11434 11434 11434 11434 11434 11434 11434 11434 11436 11443 11444 11444 11444 11444 11445 11445 11445 11445 11446 11446 11447 11447 11447 11447 11447 11450 11451 11451 11451 11451 11451 11451 11451 11451 11451 11451 11451

The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity The Varsity Quest Global Management/ Dolphin Quest Sweetwater Dental LLC Sweetwater Dental LLC Sweetwater Dental LLC Sweetwater Dental LLC Sweetwater Dental LLC Sweetwater Dental LLC Sweetwater Dental LLC Sweetwater Dental LLC Sweetwater Dental LLC Sweetwater Dental LLC Aloha E-Bike Panos for Progress Panos for Progress Panos for Progress Panos for Progress Panos for Progress Nailery Salon & Spa Nailery Salon & Spa Nailery Salon & Spa Nailery Salon & Spa Nailery Salon & Spa Nailery Salon & Spa Friends of Kim Coco Friends of Kim Coco Friends of Kim Coco Friends of Kim Coco Friends of Kim Coco Peace Cafe Peace Cafe Peace Cafe Peace Cafe Peace Cafe Peace Cafe Peace Cafe Peace Cafe Peace Cafe Peace Cafe Peace Cafe Peace Cafe

2x2 Friday Special 2x2 Friday Special 2x2 Friday Special 2x2 Friday Special 2x2 Friday Special 2x2 Friday Special 2x2 Friday Special 2x2 Friday Special 2x2 Friday Special 2x2 Friday Special 2x2 Friday Special 2x6 make good ad 2x1.5 Sweetwater Dental 2x1.5 Sweetwater Dental 2x1.5 Sweetwater Dental 2x1.5 Sweetwater Dental 2x1.5 Sweetwater Dental 2x1.5 Sweetwater Dental 2x1.5 Sweetwater Dental 2x1.5 Sweetwater Dental 2x1.5 Sweetwater Dental 2x1.5 Sweetwater Dental 5x2 Stack with 5x5 for a 3/4 page 5x9.5 Welcome Issue Ad 2x6 Welcome Week Wicked Deal 2x6 Welcome Week Wicked Deal 2x6 Welcome Week Wicked Deal 2x6 Welcome Week Wicked Deal 2x2.5 Nailery 20% off 2x2.5 Nailery 20% off 2x2.5 Nailery 20% off 2x2.5 Nailery 20% off 2x6 Vendor Table Special 2x6 Vendor Table Special 2x3 Board of Education 1,3,6 if possible 2x3 Board of Education 1,3,6 if possible 2x3 Board of Education 1,3,6 if possible 2x3 Board of Education 1,3,6 if possible 2x3 Board of Education 1,3,6 if possible 2x3 Welcome Back Issue 2x1.5 puzzle Sponsorship 2x1.5 puzzle Sponsorship 2x1.5 puzzle Sponsorship 2x1.5 puzzle Sponsorship 2x1.5 puzzle Sponsorship 2x1.5 puzzle Sponsorship 2x1.5 puzzle Sponsorship 2x1.5 puzzle Sponsorship 2x1.5 puzzle Sponsorship 2x1.5 puzzle Sponsorship 2x1.5 puzzle Sponsorship

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

Commission Total % Amount $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $36.00 $0.00 $32.40 $32.40 $32.40 $32.40 $32.40 $32.40 $32.40 $32.40 $32.40 $32.40 $0.00 $600.00 $112.00 $112.00 $112.00 $112.00 $0.00 $0.00 $0.00 $0.00 $245.40 $245.40 $75.60 $75.60 $75.60 $75.60 $75.60 $70.20 $40.37 $40.37 $40.37 $40.37 $40.37 $40.37 $40.37 $40.37 $40.37 $40.37 $40.37

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%

$3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $3.60 $0.00 $3.24 $3.24 $3.24 $3.24 $3.24 $3.24 $3.24 $3.24 $3.24 $3.24 $0.00 $60.00 $11.20 $11.20 $11.20 $11.20 $0.00 $0.00 $0.00 $0.00 $24.54 $24.54 $7.56 $7.56 $7.56 $7.56 $7.56 $7.02 $4.04 $4.04 $4.04 $4.04 $4.04 $4.04 $4.04 $4.04 $4.04 $4.04 $4.04

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


Ad Commission Report Pub: Ka Leo - Issue Range 8/23/10 to 12/13/10 Ad ID

Acct Name

Ad Description

Chg Type

11451 11451 11451 11451 11451 11463 11463 11471 11471 11471 11472 11472 11473 11473 11473 11473 11473 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11474 11477 11477 11478 11507

Peace Cafe Peace Cafe Peace Cafe Peace Cafe Peace Cafe McCully Bicycle McCully Bicycle Hawaii Student Housing Hawaii Student Housing Hawaii Student Housing Hawaii Student Housing Hawaii Student Housing Hawaii Student Housing Hawaii Student Housing Hawaii Student Housing Hawaii Student Housing Hawaii Student Housing Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop Pipeline Smokeshop American Civil Liberties Union (ACLU) American Civil Liberties Union (ACLU) American Civil Liberties Union (ACLU) Hope 968

2x1.5 puzzle Sponsorship 2x1.5 puzzle Sponsorship 2x1.5 puzzle Sponsorship 2x1.5 puzzle Sponsorship 2x1.5 puzzle Sponsorship 5x5 McCully Bicycle 5x5 McCully Bicycle 4x9 Housing Guide Ad 4x9 Housing Guide Ad 4x9 Housing Guide Ad 2x6 Housing Guide Ad 2x6 Housing Guide Ad Online Ad - Medium Rectangle Online Ad - Medium Rectangle Online Ad - Medium Rectangle Online Ad - Medium Rectangle Online Ad - Medium Rectangle 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 2x1.5 Da Local Choke Hole 1x3 Talk Story 1x3 Talk Story Online ad - Skyscraper 2x4 Hope 968

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

Commission Total % Amount $40.37 $40.37 $40.37 $40.37 $40.37 $315.00 $236.25 $453.60 $453.60 $453.60 $151.20 $151.20 $15.00 $15.00 $15.00 $15.00 $15.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $27.00 $36.00 $36.00 $15.00 $96.00

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%

$4.04 $4.04 $4.04 $4.04 $4.04 $31.50 $23.63 $45.36 $45.36 $45.36 $15.12 $15.12 $1.50 $1.50 $1.50 $1.50 $1.50 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $2.70 $3.60 $3.60 $1.50 $9.60

Printed: Friday, December 10, 2010 â&#x20AC;˘ Page 4


Ad Commission Report Pub: Ka Leo - Issue Range 8/23/10 to 12/13/10 Ad ID

Acct Name

Ad Description

Chg Type

11508 11508 11508 11508 11508 11508 11508 11508 11508 11559 11559 11559 11559 11559 11580 11580 11580 11580 11603 11603 11603 11603 11611 11611 11611 11618 11637 11637 11637 11637 11637 11647 11647 11678 11678 11692 11704 11706 11719 11719 11719 11719 11719 11720 11720 11720 11733 11737 11750 11753

Conceptions Center for Ovum Donation Conceptions Center for Ovum Donation Conceptions Center for Ovum Donation Conceptions Center for Ovum Donation Conceptions Center for Ovum Donation Conceptions Center for Ovum Donation Conceptions Center for Ovum Donation Conceptions Center for Ovum Donation Conceptions Center for Ovum Donation Aloha E-Bike Aloha E-Bike Aloha E-Bike Aloha E-Bike Aloha E-Bike 7-Eleven 7-Eleven 7-Eleven 7-Eleven Hawaiian Holy Smokes Hawaiian Holy Smokes Hawaiian Holy Smokes Hawaiian Holy Smokes Hawaiian Holy Smokes Hawaiian Holy Smokes Hawaiian Holy Smokes Cafe Anasia Bella Mia Pizzaria Bella Mia Pizzaria Bella Mia Pizzaria Bella Mia Pizzaria Bella Mia Pizzaria Hula Swirl Hula Swirl A-E-A Phillips Co., Inc. A-E-A Phillips Co., Inc. Mac 24/7 Aloha E-Bike House Of Flys Mahiku Farmers Market Mahiku Farmers Market Mahiku Farmers Market Mahiku Farmers Market Mahiku Farmers Market Mahiku Farmers Market Mahiku Farmers Market Mahiku Farmers Market Core Group One San Lorenzo Bikinis City & County of Honolulu Dept. of Parks & Recreation Himalayan Treasure Inc.

2x1.5 Donors Needed 2x1.5 Donors Needed 2x1.5 Donors Needed 2x1.5 Donors Needed 2x1.5 Donors Needed 2x1.5 Donors Needed 2x1.5 Donors Needed 2x1.5 Donors Needed 2x1.5 Donors Needed 3x4 Ride an E-Bike 3x4 Ride an E-Bike 3x4 Ride an E-Bike 3x4 Ride an E-Bike 3x4 Ride an E-Bike 5x5 7-11 Grid Iron 5x5 7-11 Grid Iron 5x5 7-11 Grid Iron 5x5 7-11 Grid Iron 5x5 Grid Iron Specials 5x5 Grid Iron Specials 5x5 Grid Iron Specials 5x5 Grid Iron Specials 2x2 Best Smoke Shop in Town 2x2 Best Smoke Shop in Town 2x2 Best Smoke Shop in Town 2x3 Cafe Anasia 2x2 Bella Mia Pizzeria 2x2 Bella Mia Pizzeria 2x2 Bella Mia Pizzeria 2x2 Bella Mia Pizzeria 2x2 Bella Mia Pizzeria 2x3 Hula Swirl Grand Opening 2x3 Hula Swirl Grand Opening 2x1.5 Recruitment 2x1.5 Recruitment 5x5 Night Life Guide 5x5 Ride an E-bike 2x3 Nightlife Guide 2x2.5 Farmers Market Ad 2x2.5 Farmers Market Ad 2x2.5 Farmers Market Ad 2x2.5 Farmers Market Ad 2x2.5 Farmers Market Ad Online Ad Leaderboard Online Ad Leaderboard Online Ad Leaderboard 5x5 Pizza Hut Ad 5x5 15% off X-mas Special 2x3 Summer Recruitment 2x1.5 Himalayan Treasures

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

Commission Total % Amount $35.10 $35.10 $35.10 $35.10 $35.10 $35.10 $35.10 $35.10 $35.10 $140.40 $140.40 $140.40 $140.40 $140.40 $243.75 $243.75 $243.75 $243.75 $243.75 $243.75 $243.75 $243.75 $54.00 $54.00 $54.00 $81.00 $54.00 $54.00 $54.00 $54.00 $54.00 $85.50 $85.50 $45.00 $45.00 $320.00 $292.50 $81.00 $67.50 $67.50 $67.50 $67.50 $67.50 $15.00 $15.00 $15.00 $315.00 $315.00 $67.50 $45.00

Total

$19,061.37

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%

$3.51 $3.51 $3.51 $3.51 $3.51 $3.51 $3.51 $3.51 $3.51 $14.04 $14.04 $14.04 $14.04 $14.04 $24.38 $24.38 $24.38 $24.38 $24.38 $24.38 $24.38 $24.38 $5.40 $5.40 $5.40 $8.10 $5.40 $5.40 $5.40 $5.40 $5.40 $8.55 $8.55 $4.50 $4.50 $32.00 $29.25 $8.10 $6.75 $6.75 $6.75 $6.75 $6.75 $1.50 $1.50 $1.50 $31.50 $31.50 $6.75 $4.50

$1,906.14

Printed: Friday, December 10, 2010 â&#x20AC;˘ Page 5


Ad Commission Report Pub: Ka Leo - Issue Range 8/23/10 to 12/13/10 Ad ID

Acct Name

Ad Description

Chg Type Grand Total

Commission Total % Amount $19,061.37

$1,906.14

Printed: Friday, December 10, 2010 â&#x20AC;˘ Page 6


To CNBAM Judges:

My name is Sammy Khamis; I am an Advertising Account Executive for the Ka Leo O’ Hawai’i and I would like to nominate my partner Brandon Panoke. He is the current Student Advertising Manager for the Ka Leo and is a great one indeed. I had the wonderful chance to be his Partner in crime for our territory and though this was my first job, I had an amazing and easy transition with Brandon. He demonstrates strong leadership that makes it easy to follow him but is also a friend you can talk to about personal affairs. His BIGGEST concern in the sales job is making sure the client gets the best possible treatment with the fairness and honesty as if “he was walking in the clients shoes” This really inspired me to look past just making the sale or squeezing as much money as you can from the client. Instead, if the client is happy then the more willing they will be to spend money without remorse. Brandon Panoke is a man that anybody can trust with their life (and an amazing partner to rely on) and expect it to be done over and beyond.

Mahalo,

Sammy Khamis Advertising Account Executive


The State News - Kelsey Sopel Management Philosophy Beginning in May I was faced with the smallest staff The State News has seen in quite some time. We had 10 seniors graduate, all had worked at least two years at The State News. Out of the remaining seven Account Executives, all but three were hired just that Fall. Despite the drastic change, when I looked at them I didn’t see inexperience, I saw fresh enthusiastic faces that our office had been missing. Their thirst for knowledge was refreshing and I knew that I had three short summer months to get them ready to be leaders of the office. We jumped full force into a summer full of learning, bonding, and motivation. For many, the accounts that they earned were their first experience in working with contracted clients. With many contracts expiring in the summer it was up to these new AEs to resign the clients and get a campaign in order for the upcoming school year. I made sure to attend as many sales calls as possible with the AEs. I have found this to be one of the most beneficial ways to get to know everyone and also get a sense of their sales style. I started working at The State News in 2007 as a freshman. This was the best choice I could have made. It gave me time to soak in what every account executive knew and learn how to become the best that I could. By the time I had my evaluations in May I was ready to step up and take on something more. I knew that even as the youngest account executive in the office I had the power to lead by example. As I surpassed my goals, this didn’t go unnoticed. The veteran account executives were not to be outdone by a “newbie” so they pushed harder and closed more sales. Fast forwarding to today, it’s not any different. My favorite way to lead is by setting an example; communicate effectively with my team, and creating a little friendly competition along the way. Setting an Example I love being the first one into the office and being able to greet the account executives as they come in. It helps set the tone for the rest of the day, if I came in with my eyes half open and mumbled a hello it doesn’t help get the staff fired up. I also don’t hesitate to take a classified liner call-in if everyone is busy. I think it’s important that the staff sees that you are willing to do anything to help them out. There shouldn’t be a hierarchy of duties in the office. Communicating Effectively I love our Friday staff meetings, it’s a time for us to all come together and share our successes of the week and also plan for the future. I kick off every meeting with “kudos.” This is simply a shout out to those that have been kicking butt that week. It’s also a great time for the staff to show their appreciation for someone who may have helped them out with a client while they were in class. The staff


meeting also gives us a chance to address anything that is not working effectively. I like to always ask what kind of feedback they have been getting on the current promotion? What kinds of objections are you facing? This does a couple of things: it gets the staff involved so it’s not just me talking at them, but it also allows the other account executives to see that they aren’t the only one dealing with that same objection. Hearing how other AEs handle it may spark an idea that could potentially close a sale (something we are all aiming for). In addition to the weekly staff meetings, our staff is split into teams. The team leader holds a meeting once a week on either a Monday or Tuesday. This gives the AEs a chance to talk more one-on-one and share any struggles they are having. The advancement process is a big topic in the team meetings and the team leaders take it on themselves to help the AEs set goals and follow up with them on their progress. I like to talk with the team leaders each week to touch base on any issues or ideas that they have. It’s a great time to praise them for their hard work and keep them fired up. They are the ones leading their teams and I know how important having them excited is. I also meet with the management team which is composed of the Assistant Manager, Classified Manager, AdRax Manager, and Web Manager. They help organize office competitions and additional training sessions if necessary. This month we held our first “Professional Development Morning.” The management team and myself organized a breakfast to kick off the meetings and arranged several activities to help build sales skills and overcoming objections. Friendly Competition Each year the staff is different, some prefer on-going competitions that the winner is unveiled at the end of the semester. Other staffs like the minicompetitions along the way. I have learned with my staff they like to celebrate the min-victories and let’s face it, with the economy the way it has been we can all use a little celebration. Now the next question is always, “so what do we win?” We’ve exhausted the free food and client possibilities. So this semester I asked the staff if they would each be wiling to pitch in $5 for the chance to win $100 if you won the competition. Needless to say they jumped on this idea and you hear that buzz of friendly trash talking and high fives with their teammates again. I think a big part of making a successful competition is including your team when deciding on the prize. I have loved my nearly four years at The State News. I have worked with a diverse staff and learned something from each one of them. That’s the best thing about working in this industry, the ability to learn something each day and grow as not only a leader but as a person.


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


2009-2010 Revenue Comparison Report

January Retail Liners Web Posters

February Retail Liners Web Posters

March Retail Liners Web Posters

April Retail Liners Web Posters

May Retail Liners Web Posters

June Retail Liners Web Posters

2009

2010

$123,895.53 $106,377.53 $12,548.00 $3,970.00 $1,000.00

$112,199.00 $94,446.00 $11,423.00 $5,530.00 $800.00

Retail Liners Web Posters

$139,756.18 $117,804.48 $15,311.70 $5,840.00 $800.00

$138,137.00 $114,293.00 $16,827.00 $5,617.00 $1,400.00

Retail Liners Web Posters

$130,624.00 $109,448.00 $14,056.00 $6,320.00 $800.00

$130,605.00 $100,328.00 $16,852.00 $13,025.00 $400.00

$121,694.00 $97,412.00 $19,422.00 $4,060.00 $800.00

$145,304.00 $120,023.00 $20,866.00 $4,415.00 $0.00

Retail Liners Web Posters

$61,672.60 $54,453.60 $5,679.00 $1,540.00 $0.00

$41,578.00 $33,525.00 $4,293.00 $3,760.00 $0.00

Retail Liners Web Posters

$73,172.00 $64,649.00 $7,691.00 $832.00 $0.00

$81,024.00 $70,075.00 $7,979.00 $2,970.00 $0.00

July

August

September Retail Liners Web Posters

October

November

December Retail Liners Web Posters

2009

2010

$64,950.00 $58,661.00 $5,457.00 $832.00 $0.00

$54,370.00 $44,610.00 $7,780.00 $1,980.00 $0.00

$79,681.00 $75,302.00 $3,347.00 $1,032.00 $0.00

$84,025.00 $75,062.00 $6,250.00 $2,713.00 $0.00

$132,645.00 $113,237.00 $12,950.00 $4,258.00 $2,200.00

$118,293.00 $91,916.00 $12,715.00 $12,162.00 $1,500.00

156,318.70 131,105.00 19,123.70 3,590.00 2,500.00

129,646.00 $105,059.00 $15,822.00 $6,765.00 $2,000.00

104,983.50 79,206.00 17,805.00 5,472.50 2,500.00

105,219.00 77,679.00 19,975.00 7,065.00 500.00

80,391.00 66,168.00 9,303.00 3,720.00 1,200.00

64,915.00 48,613.00 9,667.00 6,135.00 500.00


Professional Development Day Breakfast (Each member of Management Team bring something) - Bagels Quiche Fruit - Juice - Cinnamon Rolls Web Info Session – Evan and Kaelyn State News Website - Go over redesign Perks for each web location Who to pitch to? Finding prospects Stats.statenews.com - How to read What do they mean? Explaining to clients - Important to know New Online Options - Mobile Video Sponsorship Feature Classified Sponsorship Email Sponsorship What are they? Who to pitch to? Clean up breakfast “So What Game” - Given a feature of The State News (example: We publish 5 days a week) - Have to answer “So What?” – why would an advertiser care?

Overcoming Objections - Cold Calling - Everyone stand to one side of the room - Jessie reads objections - If you have heard this before, move to other side of room - Share what you’re response was to the advertiser Overcoming Objections - Classifieds - Colleen takes turns reading objection and everyone responds - Round-Table discussion Overcoming Objections - Best of MSU - Everyone draws a slip of paper with an objection on it for why an advertiser wouldn’t want to run in the “Best of MSU” promo - Each person takes a turn overcoming that objection Open Up Round-Table - Any questions? - Concerns? - Still unsure about how to pitch something?


Fall Housing Guide Tips When do we publish? Who should run? Why should they run? Talking points and FAQ • Publishes Oct. 12th – Correlates with MSU housing fair • Special section in the paper and includes editorial content that relates to student housing. • Students are actively looking for places to live next year and trying to see all of their options. • This is a great opportunity for the smaller realtors to gain exposure and compete with the large companies. • Who to contact: Anyone that is participating in the housing fair and realtors big and small. Price • • • •

1/8 Page (3x5) - $320 1/4 Page (3x10) - $580 1/2 Page (6x10) - $990 Full Page (6x20) - $1,850

Deadlines • Space – Weds, Sep 22nd • Copy – Mon, Sep 27th • G&S – Thurs, October 7th

Scheduling the ad • Publication date- 10/12/10 • Kelsey or Darla MUST override rates! • Copy reference- Housing Guide: Insert Copy Reference Here • Page Request – Housing Guide • Normal Color Prices • Will count for BULK inches only Online Housing Guide • All properties launched by October 1st will be listed in our ½ page ad promoting the Online Housing Guide • This ad will run in our daily paper as space is available as well as in the Fall Housing Guide special section • We will need to know who is participating by September 22nd, this gives advertisers time to get their properties updated on the website before launching October 1st.

---------DO NOT FAX--------


Work Experience Advertising Manager The State News, East Lansing, MI

• • • • • •

Led advertising department responsible for generating $2 million dollars annually Motivated staff of 20 in weekly staff meetings and served as day-to-day resource Recruited, hired and trained 9 new account executives Prepared bi-weekly payroll, assessed goals and reported monthly revenue to State News Board of Directors Developed and executed innovative promotions to raise revenue Scheduled ads and coordinated run dates with national agencies

Senior Account Executive The State News, East Lansing, MI • • • • •

• •

June 2010 - Present

Responsible for acclimating 96 residents to community Aided in roommate problem-solving and conflict management Assisted property manager with touring potential residents and follow-up calling Organized monthly community events to encourage resident interaction

Social Media Monitor Isobar Australia, Sydney, Australia •

October 2007-April 2010

Generated over $250,000 and recruited 25 new advertisers since hired Cold called businesses to discuss advertising options such as print, web and AdRax Counseled clients in developing cross-platform sales plans Managed clients that run on a regular basis and over 50 seasonal accounts Held positions as AdRax Manager, Classified Manager and Assistant Manager

Community Assistant The Landings, East Lansing, MI • • • •

May 2010 - Present

September-November 2009

Conducted social media monitoring for clients such as HSBC, Luxottica and Sydney Opera House Prepared monthly monitoring reports for Luxottica Created PowerPoint presentations used to pitch social media campaigns

Education

Michigan State University GPA 3.7/4.0 • • • • •

Awards

May 2011

Bachelor of Arts Degree in advertising Bachelor of Arts Degree in communications with a specialization in sales Study Abroad in Sydney, Australia Michigan State University Honors College Dean’s List

Scholarships

Sales Achievements

True Value Scholarship David Ralph Scholarship Cole Cole Foundation Kimball Clarke & Marion

2007 - 2011 2009 - 2011 2009 - 2010 2009 - 2010

September - November 2009 August 2008 - Present August 2008 - Present

Study Abroad Scholarship Gleaner Life Insurance Michigan Promise Community Foundation

State News Account Executive of the Year Nominated at National Conference for Account Executive of the Year

2009 - 2010 2007 - 2008 2007 - 2008 2007 - 2008 2008 - 2009 2008 - 2009

Notable Events

Michigan Colligiate Press Association Seminar Guest Speaker

College Newspapers & Advertising Managers Conference Round Table Leader

• •

• •

Presented on various ways to increase your college newspaper’s online presence and generate new forms of revenue Provided examples on how The State News is applying these techniques

March 2009

Led conversation at national advertising conference Offered techniques to create multi-platform promotions and competitions to increase readership participation

Computer Skills

September 2010

Microsoft Word, Excell, PowerPoint, InDesign, Mac OS, Windows

kms

kelsey m sopel 355 Norton Gibbs Dr. Ithaca, MI 48847 Cell Phone (989) 763.4255 Email Address kelseymsopel@gmail.com


ISSUE

MINNESOTA DAILY ADVERTISER MINNESOTA DAILY ADVERTISER Fall Semester Newsletter, September 2010

Fall Semester Newsletter, September 2010

BI-SEMESTERLY NEWSLETTER

BI-SEMESTERLY NEWSLETTER

In this issue Letter from the Director P.1-2 Info on Fall Special Issues P.2-4

THE MINNESOTA DAILY The Mission To provide coverage of news and events affecting the University community. To provide a forum for the communication and exchange of ideas for the University community. To provide educational training and experience to University students in all areas of newspaper operation. To operate a fiscally responsible organization to ensure its ability to serve the University in the future.

MARKETING CONSULTANT OF THE MONTH

Special Offers P.3 Supplemental Articles P.4 Advertising Statistics P.4

Letter from the Director Greetings from The Minnesota Daily sales floor! We hope this newsletter finds you well. The University of Minnesota academic year has kicked off to a great start and here at the Daily, we’ve been doing big things! The Fall Semester is an incredibly exciting time for us and for the University community. It brings 7,000 new freshman, 3,000 new transfer students, and tens of thousands of returning students, faculty, staff, and alumni.

prepared to offer you great customer service with a well trained sales team. In the beginning of the summer we hired 14 new Marketing Consultants and have been rigorously training them over the summer with weekly activities and seminars. We have also sent many of our sales employees to the annual Associated Collegiate Press conference where they learn different sales skills from professionals.

Along with the return of the Gopher community comes the return of our fall athletics. To celebrate the 2010 fall athletics the Minnesota Daily has created a Fall Sports Preview. It’s a comprehensive look at the entire athletic department including information on various teams including Men’s Football, Men’s and Women’s Cross Country Running, Men’s Hockey, and much more.

Along with new consultants, we have a new management team consisting of Christian Santacana as Business Operations Officer, myself, Ryan Eddy, as Sales Productivity Director, Mackenzie Davis as the Retail Sales Manager, and Ellie Lijewski as the Classifieds Sales Manager with over 12 years of combined sales and customer service experience. We are now prepared and excited to take on the Fall semester with a buzzing sales floor and new, motivated management!

On top of all of the special issues we are offing this semester we are also

We congratulate U of M Junior, Nick Lundquist for being awarded Marketing Consultant of the Month! He has only been a member of our sales team for 3 months and has really proven to be a great asset to our company and sales department.

MN DAILY RECENT AWARDS Associated Collegiate Press Summer 2010 *Best 4-year College Daily Newspaper

Letter from the Director As a sales department, and as students of the University of Minnesota, we know what it takes to effectively get our attention. This knowledge combined with a powerhouse marketing department, and highly skilled ad design department has served our community and its businesses well for over a hundred years.

We left the conference with fresh ideas for improving our special publications, starting new ones, and improving our training programs. Most importantly however, we left the ACP conference with a new sense of enthusiasm and excitement for the possibilities that the best and largest college newspaper in the country can achieve.

The Minnesota Daily is an award winning newspaper that strives on a daily basis to fulfill the needs and desires of our student body along with the businesses that help make our community what it is. This July the Daily was honored at the Associated Collegiate Press conference held in Minneapolis with three awards; Best 4-Year College Daily Newspaper, Best Website, and Best Special Publication (given for Ski-U-Mah Grad Issue).

We hope that we have the privilege of working and strengthening our relationship with your business in the future… Best Wishes, Ryan Eddy Sales Productivity Director

Special Issues Tech Times Issue 00 Month Yearspecial publications. We strive Here at The Minnesota Daily, we pride ourselves on our to offer our community interesting editorial content in fresh, new ways. Every special issue is different and highly anticipated in its own respect. This also means that we offer businesses a chance to increase their exposure and marketing power to our readership, most of the time for a discounted price. Here is a preview to the special publications we have been working on this Fall… NOTE: *** = DISCOUNTED PRICING

Back to School - 9/7/10 *Best Website *Best Special Publication (TCF Bank Stadium Guide)

Broadsheet/Newspaper Style – The Back to School Issue is the highest read issue of the year. Tens-of-thousands of students, faculty, and staff return for the Fall semester along with 7,000 new freshman and 3,000 new transfer students that need to familiarize themselves with the area.


STATISTICS Advertising in a Recession

NEW COLOR PRICE This past summer at the Minnesota Daily we have decided to lower our price on color. As of this fall the cost of color for any advertisement is $250!! We hope that you will take advantage of this opportunity to make their ad stand out more than ever.

Give Us Your Testimonial The Minnesota Daily greatly appreciates your business. If you appreciate ours let us know and get FREE COLOR on your next advertisement.

McGraw-Hill Research study of over 600 Businesses found that:

Special Issues ***Fall Sports Preview – 9/11/10 (Saturday) Tabloid/Magazine Style - The TCF Bank Stadium Guide is an inaugural magazine-style, gloss-cover, publication that will be released during the first football game of the season. It includes editorial content focusing on the Gopher Football team’s history at the University of Minnesota, a comprehensive look at the stadiums used in the past, content and info on the new TCF stadium, and an up-and-coming Gopher Football/Sports section. This one is going to be BIG! ***Bar and Beer Guide- 9/16/10 Tabloid/Magazine Style - The TCF Bank Stadium Guide is an inaugural magazine-style, gloss-cover, publication that will be released during the first football game of the season. It includes editorial content focusing on the Gopher Football team’s history at the University of Minnesota, a comprehensive look at the stadiums used in the past, content and info on the new TCF stadium, and an up-and-coming Gopher Football/Sports section. This one is going to be BIG!

Mention this Newsletter!

Homecoming Issue - 10/2/10 Broadsheet/Newspaper Style – The Homecoming Issue, especially this year with a new on-campus stadium, will continue to be a huge part of football and our U of M culture. This issue, carried into the stadium and waved around in the seats by tens-of-thousands of fans, will focus on all things homecoming as a supplement to one of the most exciting times of the year!

Mention this newsletter by October 1st to your Marketing Consultant and get 15% off your next regular publication advertisement!

***Halloween Spread – 10/12, 13, and 15 Broadsheet/Newspaper Style - Our famous Halloween spread is the ultimate entertainment piece for the week of Halloween. Students can’t help but to pick this one up and read it in classes. Content is packed full of Halloween tips, stories, and more. Run your ad for three full days (plus the weekend – Fri, Sat, and Sun) all for one low price.

M INNESOTA D AILY A DVERTISER

September 2010

***Fall Finals Issue – 12/15/10 Broadsheet/Newspaper Style – The wildly popular Fall Finals Issue is a satirical issue much like the Onion but with our own brand and flavor mixed in. Students often look forward to this issue for the pure entertainment and humor value. This issue sits on the racks and in students’ hands for ALL of Finals week and the interim period between semesters. Get extended marketing power for less! What issue should I run in? Any special issue is a perfect opportunity to market your business. Why? Because they are the most highly read issues of the year! They provide you and your business with the opportunity to get maximum exposure for the same or, most of the time, discounted price. ***Make sure to contact your Marketing Consultant for pricing info and any other questions you may have!

New Product Launching Soon! - MUST READ Great news! The Minnesota Daily is launching a Daily Deal site targeted towards the University community! Yes, there are a few of these sites popping around, but very few that specialize in just the Twin Cities and none that specialize on our college campus. Want to bring tons of new customers in? Want to create a larger loyalty base? Want to make a serious amount of money? Pretty soon, you’ll be able to run a great deal for University students on the Daily’s Deal site. Let us know if you’re interested and we’ll provide you with more details soon!

1981-1982 – business that maintained or increased their ad spend during this time * Averaged higher sales growth during the recession and in the following 3 years! ---------1985 – sales of the businesses that maintained or increased their ad spend during that recession * Sales had risen 256% over those that had cut back on advertising ---------2001 – another study found that aggressive recession advertisers * Increased market share 2 ½ times the average for all businesses in the postrecession Source: mpdailyfix.com and McGraw-Hill Research

Call your Marketing Consultant or the Sales Productivity Director for more info! 612.435.5684 www.mndaily.com


Aaron M. Riippa 2221 University Ave SE, Suite 450 Minneapolis, MN 55414 January 27th, 2011

CNBAM Award Contest

Dear CNBAM Award Judges, As the Sales Productivity Director at The Minnesota Daily, Ryan Eddy deserves with the utmost consideration to be named CNBAM’s Advertising Manager of Year. Ryan has shown to me, and to the entire organization here at The Minnesota Daily that he governs his work through the highest standards of quality, respect, and leadership. Ryan has demonstrated his hard work through increased sales by reducing rates and developing new clients, conducting customer service workshops, and working to cultivate success amongst our Sales Representatives. Ryan Eddy’s success as Sales Productivity Director is not something that happened by luck, but rather by a long, successful career at The Minnesota Daily, which includes time spent as a Marketing Consultant and Retail Sales Manager. As Sales Productivity Director, Ryan designed, organized, and led a New Client Revenue contest. This contest worked with our Sales Representatives to expand their client lists and work to generate new and lasting streams of revenue for The Minnesota Daily. The goal for this contest, starting in August of 2010 and ending in mid-December 2010, was $20,000, through Ryan’s individual coaching, determination, and experience the contest ended with over $38,000 in revenue, a 190% of our goal. Ryan’s business savoir faire and competence lead to working to reduce rates for our ad spaces and color for the first time in years. He understood what the customers wanted and needed during these hard economic times, and by through careful calculations, working with our sales managers, publishers, and finance team, he helped establish reduced rates which would ultimately lead to an overall increase of advertisers. Having this business acumen only demonstrates further of why Ryan Eddy should be awarded the CNBAM Advertising Manager of the Year. Like all good managers Ryan has developed the trust and insight from his fellow managers and Sales Representatives. Ryan has conducted numerous sales workshops and customer service workshops, which are essential to the long and prosperous nature of our organization. Ryan actively listens and cares what his employees are saying, a true hallmark of a quality manager. Ryan has demonstrated through hard work, leadership, and the highest standards of quality why he is exactly what you, the CNBAM Ad Manager of the Year judges, need and are looking for a in a candidate. Selecting Ryan for this prestigious award will only reaffirm our belief in the qualities that make a manager great. Sincerely,

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


Sales Productivity Director Job Description

The Sales Productivity Manager is an extremely rewarding position that prides itself on creativity, innovation, and having a well rounded scope of sales and the art of selling. The Sales Productivity Manger (SPM) is in charge of creating new initiatives from new advertising avenues, to sales incentives, to special issues, to discount pricing. The (SPM) is in charge of in house projects such as calculating a monthly budgeted goal for all the sales teams and crafting sales write ups (selling point packets) for special issues. Implementation and negotiation of various sales partnerships is also another aspect of the position. The (SPM) works closely with the classified and retail manager to develop a continual training program throughout a marketing consultantâ&#x20AC;&#x2122;s career at the Daily. The position acts as the structural glue of the department, analyzing weak areas of a consultantâ&#x20AC;&#x2122;s performance and holding seminars and workshops on how they can better improve. The Sales Productivity Manager will work across the division ensuring collaboration and cohesion between, Ad Production, Finance, and Distribution. Applicants should be creative, advantageous, hard working, and enthusiastic. Must be able to collaborate and teach to ensure growth and development in all areas of the department.

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


Ryan C. Eddy

623 14th Ave. SE Minneapolis, MN 507.450.7306 eddyx044@umn.edu Education

University of Minnesota School of Journalism and Mass Communication Major: Strategic Communication Minor: Business Management Carlson School of Management Proficient in Spanish CIMBA Study Abroad Program Proficient in Microsoft Office and Adobe InDesign Cumulative GPA: 3.36

Minneapolis, MN

Venice, Italy Spring Semester 2010

Work Experience May 2010 - Present • • • • • May 2009 - Jan 2010 • • • • Oct 2008 - May 2009 • • • •

Minneapolis, MN Sales Director The Minnesota Daily Responsible for ensuring the financial success and profitability of all publications. Create a newsletter twice a semester that is sent to over 500 clients educating them on everything the Minnesota Daily is working on including special offers, new publications, and various demographic information. Work side by side with approximately 20 sales representatives on all client presentations. Work individually with all of the sales representitives to produce contracts and build their client list. Oversee sales of 4 different departments that attribute to an annual revenue of 2.5 million dollars. Minneapolis, MN Retail Sales Manager The Minnesota Daily Developed weekly sales meetings with Sales Department. Mentored all 19 Marketing Consultants through the employee development program. Created sales incentives, goals, and contests to help motivate and energize the Sales Department. Worked closely with the creative, online, and editorial departments to better monetize our paper and online website. Minneapolis, MN Retail Marketing Consultant The Minnesota Daily Assisted in the marketing of 40-50 clients to the large population of students and faculty at the University of Minnesota. Advised local businesses how to strategically reach students through a variety of Minnesota Daily products including reach and frequency. Prospected new clients and create distinctive sales pitches to successfully cater to their needs to continually grow The Minnesota Daily’s client base. Strived to meet and exceed team goals; reached on several occasions at up to 115% target figures.

Involvement and Leadership Experience Oct 2008 - Present

President University of Minnesota Ski and Snowboard Club • • • •

Jan 2008 - Sept 2008

Minneapolis, MN

Organize the annual winter ski trip to Colorado as well as smaller local weekend trips. Communicate with local ski and snowboard shops to set up sponsorships for the club. Facilitate weekly meetings in which we discuss upcoming club events. Educate 250 members on other ski and snowboard events in the Twin Cities area including movie premiers, shop grand openings, and season pass rates to the local ski areas. Welcome Week Leader Orientation and First Year Programs

Minneapolis, MN

• Lead a group of 30 to 40 incoming freshmen through different activities including the student organization and job fair, campus and Minneapolis tours, and other personal development and team building activities on campus. The work as a Welcome Week Leader amounted to over 120 hours of community service.


5b. Student Advertising Manager of the Year CNBAM 2010 Ryan Eddy, Sales Productivity Director The Minnesota Daily Personal Management Philosophy My career at the Minnesota Daily started in fall 2008 as a retail sales representative. At that time I was tasked with managing a client list of roughly 40 clients while also trying to reach out and prospect new business. Later that year I had the privilege of being promoted to the Retail Sales Manager position. In this position I got my first taste of management. I was in charge of overseeing the sales of 10 sales representatives as well as coordinating weekly meetings to help educate them on new issues, sales techniques and incentives. In the spring of this year I was able to take on my current position of Sales Productivity Director. In this position I oversee the sales of all 20 sales representatives as well as the creation of all special issues and incentives. In my most recent position I find myself so lucky to have had these other experiences at the Minnesota Daily because it allows me to understand how every sales position thinks and functions. When creating goals, special issues, or incentives I make sure think about it from those different perspectives. I believe that by having an understanding about how the sales reps and the sales managers think I am able to better motivate and challenge them as their manager. I also feel that by having experience working with clients I am able to better prepare our reps for how to build relationships, expand their client list, and present new material. Overall when managing I think it is very important to have a thorough understanding of the position and the people that you are in charge of. You need to be sensitive to the different ways that people work and learn and then versatile in how you help them to become stronger at what they do. I attribute my success as a manager to the fact that I myself have faced the same obstacles that our sales representatives and managers have faced. These experiences are what allow me to implement different ideas and methods that help make out sales team successful. I am very appreciative to both the Minnesota Daily and the CNBAM associates for being considered for Sales Manager of the Year award and I wish the best of luck to all other candidates. Sincerely, Ryan Eddy

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


5b: Student Ad Manager of the Year

To Whom It May Concern: I am writing this letter of recommendation in support of Ryan Eddy for CNBAM Ad Manager of the Year 2010. My name is Christian Santacana and I am the Business Operations Officer and Co-Publisher for The Minnesota Daily. Ryan Eddy is our Sales Productivity Director and has been since May 2010. Before that, he was our Retail Sales Manager for a year. Ryan Eddy was actually brought from outside of our applicants pool to be our Sales Productivity Director. As a management team, we were not comfortable with our applicants and sought Ryan out to fulfill the position. It was an excellent decision as Ryan has proved to be an invaluable asset to our company and newspaper. Since Ryanâ&#x20AC;&#x2122;s involvement on our management team, we have seen a number of things improve and new, successful initiatives. At the end of the summer, we had seen that many other college newspapers in CNBAM had decided to raise their rates around 3 to 5%. Ryan came up with the idea of dropping the rates instead for our local retail and university clients. In the last four months, we have seen an increase of 5% in our local retail revenue over last year along with a 1% increase in our university revenue. Our local retail is meeting our budget this year for the first time in years and our university revenue is 114% over budget. Not only has Ryan brought innovation to the table, but he has also led a sales department in much success. Towards the end of the summer, Ryan led our sales team to pulling in literally 100% more rack advertisement revenue over the previous year. He then went on to break our Triple Threat Contest record with a total of $69,000 in sales on a $65,000 goal. Later, he spearheaded our New Client Revenue Contest which brought in $38,000 of new business on a goal of $20,000! Lastly, Ryan has been an excellent coach and resource to our sales reps. His primary job focus is spearheading special contests and coaching our reps to further success. Ryan spends the majority of his day on the sales floor and out of his office, coaching reps or just helping them with any issues that might arise. He has been instrumental in problem solving and remains to be a leader in our company. We are very proud of Ryan and we recommend that he be awarded the honor of CNBAM 2010 Advertising Manager of the Year.

Sincerely, Christian Santacana

Business Operations Officer The Minnesota Daily


KATHRYN ABBAS

G N I S

Texas Student Media The Daily Texan

2011

I T R E R V E D G A NA A M

ADVERTISING MANAGER of the year

College Newspaper Business & Advertising Managers, Inc.


KATHRYN ABBAS Texas Student Media The Daily Texan

N Y R H S T A A B KAB


KATHRYN ABBAS Texas Student Media The Daily Texan

P.O. BOX D AUSTIN, TX 78713 UTEXAS.EDU/TSM/

ADVERTISING

(512) 471-1865 (PH) (512) 471-1576 (FAX)

THE DAILY TEXAN

DAILYTEXANONLINE.COM DAILYTEXAN.NEWSSTAND.COM

TSTV

TEXASSTUDENTTV.COM

KVRX RADIO

TEXASSTUDENTTV.COM

TEXAS TRAVESTY TEXASTRAVESTY.COM

n

io t a d

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


KATHRYN ABBAS Texas Student Media The Daily Texan

n

io t a d

en m m Letter of Recommendation o c e R f ro e t Let CNBAM Awards Committee,

P.O. BOX D AUSTIN, TX 78713 UTEXAS.EDU/TSM/

ADVERTISING

(512) 471-1865 (PH) (512) 471-1576 (FAX)

THE DAILY TEXAN

DAILYTEXANONLINE.COM DAILYTEXAN.NEWSSTAND.COM

TSTV

TEXASSTUDENTTV.COM

KVRX RADIO

TEXASSTUDENTTV.COM

TEXAS TRAVESTY TEXASTRAVESTY.COM

A year ago I was hired as an account executive for Texas Student Media. When I first started the job was a little overwhelming, something completely different than anywhere that I had previously worked, and if it hadn’t been for the guidance and direction of my manager, Kathryn Abbas, it would have been a far more difficult challenge. Her diligence and devotion to us, her advertising team, has never faltered and she is always ready to lend a helping hand or advice to anyone who comes to her with the need for it. Kathryn’s unwavering faith in her student team helps us to believe in ourselves. Whenever I needed her advice, she was always willing to make time to ensure we have the knowledge we need to succeed. Somehow she finds time to not only excel in professional duties in the office and as a full time student, but to help us excel in ours. It gives all of the student ad executives so much confidence in our abilities, especially when sales are down a bit, when you know that Kathryn has never once doubted that we could get the job done. That positive influence she provides is such a tremendous boost when struggling to make a sale. In addition to always being there for us, she always makes sure we are part of all aspects of Texas Student Media. When she meets with the professional staff, she brings up our issues, what problems we are facing, and gets our voice included in the big decisions around the office. Since none of the students are ever in the dark, we feel like professionals ourselves and thus conduct ourselves as professionals, something that is vital when just starting out in advertising. The respect Kathryn gives to us is one of the reasons why our team stays on task; we don’t have to be constantly reminded of deadlines or reprimanded for getting sidetracked because we know that is what is expected of us. Kathryn running the office in this way makes it more than just a workplace, it becomes a place where you are no longer a student on your own, but an account executive working with friends who communicate freely with one another. Kathryn is more than just our director, but also our leader, someone who is always there to help you out, who is always positive and ready for anything, and someone who is always pushing you to be better because she knows you can. A year has passed, and I have gone from the nervous and frightened new hire, to a professional advertising executive. There were tough times when I was certain that I wasn’t going to succeed and that this job was too much for me to handle as a student. As my director Kathryn never once doubted my abilities, she was and is constantly there to talk me through the challenges this career presents. She did this not only for me, but for every one of the other student executives, while managing her own account, while representing her team at board meetings, while working a second job as a realtor, and while taking a full semester of classes. I understand many student directors are applying to be the best, but Kathryn is stands apart from the rest because of the strength and leadership she not only exhibits every day, but also passes on to everyone at Texas Student Media. Her positive and devoted attitude is why I implore you to please give her the recognition she deserves as the Student Advertising Manager of the year. Thank you, Cameron McClure Student Account Executive Texas Student Media -- The University of Texas


KATHRYN ABBAS Texas Student Media The Daily Texan

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It has been just over three years now since I, as an eager freshman, accepted a position at Texas Student Media (TSM), an opportunity I stumbled on. At the time I knew very little about college and even less about advertising sales. Nevertheless TSM took a chance on a freshman and I took the account executive position as my second job (I also waited tables). As it turned out, I had a knack for relationship sales, the basis for achievement here at TSM. Yet it wasnâ&#x20AC;&#x2122;t until I went into management that I found my true calling. I have always been one to thrive on responsibility. My position as Student Advertising Director gave me a chance to do this and excel. Now as I enter my last semester I realize this organization has helped me to grow into a mature adult ready to take on the world with confidence and ambition. I will always be indebted to TSM for the lessons it has taught me, I was able to give back to the organization in a big way before my inevitable exit. In my first term as Student Advertising Director, I developed four basic principles. Building relationships, fairness, transparency and flexibility. It was these four principles that guided me to taking my next big step in management of delegating task efficient and effectively. As any manager understands, delegation is not just passing off your task to subordinates, but something much more complicated. Delegation involves, mutual respect, trust and accountability. Building Relationships The first and most important relationship you must build are with those reporting to you, they are not your underlings but a part of a team that can only work successfully as a whole unit. If you are not humble as a leader and provide service to your team, you become completely ineffective in your role as a leader. Iâ&#x20AC;&#x2122;ve learned building relationships go beyond only knowing facts about a person, but rather listening and being attentive to their needs. Through this philosophy in combination with fairness, transparency and flexibility, I have gained the trust and respect of my team. Thus allowing them to feel comfortable enough to honestly express to me their wants and needs. Yet what you do with this information is what that makes the difference between an mediocre manager and a superior manager. While it is most important to first build relationships with your team members, t is also important to develop those same relationships with those who effect your everyday operations. In our case this includes our professional staff, accounting department, and various leaders of our yearbook, newspaper, radio and television stations. By building up these mutual relationships, I have gained trust and respect that allows me the opportunity to get things done for the betterment of my team and TSM as a whole. New Challenges Over the spring semester I noticed many of our reps had become stressed out. This was a combination of economic downturn causing money constrains, leaving many to consider leaving TSM in search of a higher paying job. Aside form money issues, reps were facing the prospect of a social buying website to be sold, adding to their already overflowing plate of media sales. A media plate that included a daily paper, various supplements, radio, television, an iphone app and various websites. These stresses were added by clients expecting more results, which, for us meant increasing readership. While all of these things surmounted on the reps, I also knew that our department was under pressure to increase revenue due to potential budget shortfalls. Thus the result of the university reducing funding across the board. My motto has always been ACTIONS speak louder than words, and this was time for action. Summer served as the perfect time for important changes to be develop and enacted. Sacrificing for the greater good, I choose to retreat form my personal sales to solely focus on major projects. The team was lacking motivation and was in need of some dire help on the sales and marketing front. Motivating Solutions The first facet of my solution was to adjust the commission scale. We had been operating under the same complicated sliding scale for over ten years. Needless to say, the commission reps were receiving compared to the amount of work they put in was unfair. This need to be adjusted. After feedback from existing and exiting reps, I created three plausible scales for my superior to choose from. By the end of the summer, my team had a higher commissions to work towards. This switched their focus from needing a second job to making more sales for their ends to meet. Another form of motivation came from inspiration and insight by professionals out in the working world. Throughout the fall semester we had our first ever series of guest speakers. The list included professionals from Clear Channel Communications, career consulting, sales professor at the University of Texas and the Dallas Morning News.


KATHRYN ABBAS Texas Student Media The Daily Texan

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Expanding solutions I understood the launch of our social buying site, The Buys of Texas, would require a tremendous amount of time and work. Ad reps would be required to source deals as well as create a user base for the site. Adding the strenuous workload required for a successful launch would place too much strain on my ad repâ&#x20AC;&#x2122;s already overloaded schedules. With this knowledge, the Special Projects Team (SPT) was created. This team was composed of four members and one team leader. The SPT took on the challenge of deal sourcing, branding and creating a user database in order to ensure the successful launch of The Buys of Texas. The sheer volume of work for this project called for the establishment of a team leader. This allowed me the opportune chance to fully take the next step in management and delegate this task. The team leader and I then established the best means of communication and thus were able to accomplish the goals set forth for the successful launch of The Buys of Texas. This rapport helped the team leader to grow and flourish in a management role. It also allowed for my personal growth as the director of the department. After a month on the project my direct oversight was completely unneeded. The team leader now works at his dream job, The Richards Group as a media planner. The SPT was designed to be flexible with times, placing their focus and energy on one specific project. If the Buys of Texas program ceases to exist the SPT will continue taking on new projects that media offers TSM. The creation of the SPT team yielded a threefold advantage. Aside from establishing a prosperous Media team, SPT also serves as a starting point for potential ad reps, allowing them to grow into future roles as relationship salespeople. Finally the SPT hierarchy significantly helps to decrease our turnover rate. The second addition to the TSM advertising family is our Marketing team interns. This is where our most creative and ambitious members are housed. They are charged with creating different campaigns to increase readership of The Daily Texan as well as help promote events we host, such as our housing fair. Again, I look to this team to run wild with creativity, bring their ideas back to me where I make sure they have the things they need to accomplish their goals. While creating and implementing changes proved challenging at times, I understood the rewards from these changes would vastly improve TSM advertising as a whole. As my gift back to TSM for all the valuable years I spent here, I wanted instill a lasting structure for the advertising staff. As I have always held with my team, you must be flexible to keep from breaking. I believe now TSM advertising has the ability to bend and shift with the changing times in media and will always be ready to bend rather then break. Everyday I am thankful for being a part of the Texas Student Media family. The time I have spent here has shaped me into the responsible, innovative and respectful person I have become today. It has also allowed me the opportunity to enhance other students experiences while at the university. Thus only aiding me further in a larger purpose I look to serve. Each new day provides a chance for growth, growth from which I can contribute and benefit from. Although far from perfect, receiving the title of the College Newspapers Business and Advertising Manager of the year would be nothing short of an honor. Thank you for the consideration

Kathryn Abbas


Pers o

KATHRYN ABBAS Texas Student Media The Daily Texan

Resume

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KATHRYN ABBAS 608 A Franklin Blvd• AUSTIN, TEXAS 78751 • (512) 903-4563 • KATHRYNABBAS@HOTMAIL.COM

Education The University of Texas at Austin Bachelor of Science, Corporate Communications and Business Foundation

Austin, Texas May 2011

Experience Texas Student Media (TSM) Student Advertising Director

Austin, Texas June 2009 - Present • Led a sales team of 11 account executives, 4 special projects team members, and 2 marketing interns that accumulated over $2.5 million in annual revenue. Negotiated new pay structures for AE and Student Advertising Director. • Conceptualized, created and hired 6 new student positions in Texas Student Media without increasing cost. These positions included focused sales positions and a marketing team. Both positions added levels to the organization and created more room for advancement amongst students. • Developed and executed Texas Student Media training programs which trained in sales methods that included the bundling of the various media in the Texas Student Media portfolio. As well as intensive training on relationship sales. • Coordinated and led tri-weekly meetings designed to motivate and disseminate pertinent information to Texas Student Media Account Executives. As well as held leadership meetings weekly to assets goals and issues. • Negotiated and worked to form partnerships with other Texas Student Media departments so as to facilitate revenue generation and product effectiveness. • Created and implemented motivation strategies through a point system, which offers incentives for client use while not increasing overall cost for bonuses. • Adapted sales knowledge and techniques learned at College Newspaper Business and Advertising Managers conference and put into action in a high pace sales environment. Student Advertising Manager August 2008-December 2008 • Helped manage a team of 11 Account Representatives including duties such as hiring and training • Conceptualized and created new sales fliers and installed new methods to tracking new prospects within the office. • Attended weekly manger meetings as well as TSM board meetings throughout the semester • Collaborated with staff members to initiate a new marketing strategy to brand Texas Student Media to The University of Texas more effectively in an effort to combat decreasing readership numbers seen in our print products Account Executive January 2008 - May 2009 • Generated New Business • Worked as the liaison between clients and all departments within TSM • Exceeded monthly quota while working on commission • Updated weekly projection reports, attended tri-weekly staff meetings, analyzed consumer needs analysts reports, satisfied the 15 monthly client meetings requirement, and assisted in the creation of advertisements and marketing strategies • Managed, motivated and tracked sales of several supplements, including Greek Life, Summer in Austin, and all Double Coverage issues Santa Rita Tex-Mex Cantina W aitstaff

Austin, Texas August 2007- December 2009 • Wait on customers as a server for 20 plus hours per week; Work solely off of tips earned. Schlitterbahn Waterpark/Resort New Braunfels, Texas M ay 2007-August 2007 Lifeguard • Operated waterpark rides; Insured the safety of all Schlitterbahn waterpark guest

Licenses and Certificates • Texas Real Estate License • Conflict Mediation and Facilitation Certificate Leadership • • •

CNBAM Board-Student Representative, 2010-2011 University of Texas—Leadership Award Nominee 2010 Student Advertising Director, Texas Student Media, 2009-Present Student Ad Manager, Texas Student Media, 2008

• Awards • 2010 CNBAM- Advertising Manager of the Year • 2010 Texas Student Media Advertising- Jim Barger Advertising Award • 2010 Texas Student Media Advertising- Staff Member of the Year • 2009 Texas Student Media Advertising - Student Manager - 2008-2009 Fiscal year Activities • Austin Sports and Social Club- Social Soccer Spring 2008-Fall 2009 • University of Texas Intramural Soccer Team- Fall 2009 • Hill Country Ride for Aids Spring 2009

ent


KATHRYN ABBAS Texas Student Media The Daily Texan

Job Description Student Advertising Director Texas Student Media

Purpose: The Student Advertising Manager position provides leadership and training on “relationship based sales” to promote Texas Student Media brands while working to achieve the primary objective set forth by professional TSM Management of achieving the Student Advertising Team revenue goals of all TSM brands. The Student Ad Director gives specific direction and task assignments from the Student Ad Manager relative to fulfilling TSM Management goals as outlined above. It is the responsibility of the Student Ad Director to facilitate communication on various products revenue goals, features & benefits, and to build belief and confidence of Texas Student Media products within the Advertising Sales Team “Relationship Based Sales” is defined by working to facilitate long standing relationships with advertisers by identifying advertising goals, and matching the features and benefits of Texas Student Media products to produce an all encompassing media plan that achieves advertisers goals. Further, it is defined by prospecting and identifying new accounts that will benefit from Texas Student Media brands. The position participates in management and team meetings to enhance current sales programs, develop new streams of advertising revenue across all Texas Student Media products and build sales philosophy of relationship based sales. Responsibilities include actively hiring and training all student reps on Relationship Based Sales, coaching overcoming objections, participating in joint sales appointments, praising exemplary sales achievement and employing motivational and training strategies to maintain a positive and creative work environment. The position is selected by the professional selection committee once a year. This position reports to the professional TSM Advertising Director in consultation with the TSM Retail Advertising Manager and with dotted line to the TSM Director. Qualifications: Any Student Account Executive from the Texas Student Media Advertising Department that has established an ability to achieve personal revenue quotas, demonstrated leadership abilities by managing one or more special supplements and has completed at least one semester is eligible. It is highly recommended that more then two semester has been completed and that the student should have met or exceeded sales goals on a consistent basis. It’s a decided bonus for candidates to have exhibited profound initiative and teamwork skills.

Duties:         

Conduct hiring and training all incoming reps on the sales process. Complete paperwork to include Evaluations, Weekly Reports, and Meeting Logs. Attend predetermined weekly and monthly meetings with Department Heads and Managers Keep staff motivated and focused on tasks at hand and be willing to help when student ad reps numbers are in question or struggling to make quota Empower Student Advertising Manager with Task and Goals Meet frequently with the Texan Student Advertising Manager, along with the Advertising Manager, Director of Sales and Marketing and TSM Director as necessary to review goals and achievement of the current sales goal attainment Track all sales initiatives with Supplement Managers and develop a creative way to make the information known to the reps on a regular basis. Provide new advertising avenues for Texas Student Media as a whole Act as liaison between advertising department and all other TSM entities


Sale

s

KATHRYN ABBAS Texas Student Media The Daily Texan

Organizational Growth

Texas Student Media Advertising Organizational Chart 2009

Professional Staff Student Advertising Director Student Advertising Manager

9 Account Executives

Texas Student Media Advertising Organizational Chart 2010

Professional Staff Student Advertising Director Marketing Team Lead

4 Marketing Team Interns

Student Advertising Manager

Special Projects Team Lead

10 Account Executives

4 Special Projects Team Members


KATHRYN ABBAS Texas Student Media The Daily Texan

Motivational Incentives

2009 Commission Scale Monthly Sales Print Commission Plan: Percentage achieved of monthly goal determines the percentage of revenue paid to the Account Revenue Goal Percentage Revenue Executive based on the following scale. Our Commission Campus commission is paid at 10% of monthly revenue sold based upon Account Executive 0-49% 3% achieving 85% or higher of monthly Daily Texan 50-59% 3.5% print goal. 60-69% 4% Media Commissions: Radio / Television / Online KVRX, TSTV, Travesty and DailyTexanOnline. com revenue will be paid out at 20% dependent on Account Executive achieving 85% or higher of monthly Daily Texan print goal. Commission rate of 5% will be paid for KVRX, TSTV, Travesty and DailyTexanOnline.com for all Account Executives who do not qualify for media commission.

70-79% 80-89% 90-99% 100-109% 110-119% 120-129% 130-139% 140-149% 150 and over

4.5% 5% 5.5% 6.5% 7% 7.5% 8% 8.5% 9%

2010 Commission Scale The Daily Texan & Special Editions Monthly Incentive Plan: Percentage achieved of monthly print goal determines the percentage of revenue paid on the following scale:

Radio / Televi-

Revenue Goal Percentage Revenue Commission

Media Commissions: sion / Online KVRX, TSTV, Online & Mobile rev enue will be paid out at 15% dependent on Account Executive achieving 70% or higher of monthly print goal. Commis sion rate of 5% will be paid for KVRX, TSTV and Online for all Account Executives who do not qualify for media commission.

0-50% 51-70% 71-99% +100%

4% 5% 6% 11%

Fall 2010 Speaker Series Clear Channel Radio Ginger Nelson--General sales manager Jared Barker--Media Consultant University of Texas, College of Communications Dr. Keri Stephens--Professor of Building Sales Relationships

Dallas Morning News Jason Dove--Director of Sales and Marketing Macy English--Franchise Development Account Executive Casey Rowe Career Consulting Casey Rowe--Founder and Texas Student Media Client


KATHRYN ABBAS Texas Student Media The Daily Texan

Streams of Revenue

The Buys of Texas The University of Texas official social buying site

Launched Fall 2010

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Fashion Alley increased sales by 235% and raised $11,168

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Contact your rep for more information @ 517-471-1865

2011-5b  

CNBAM 2011 Awards

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