2007-6a

APPENDIX

Advertising Account Executive Job Description As an Advertising Account Executive my job description was to contact every account assigned to me, which was 50, to service every account and to seek out new accounts throughout the year while handling any new accounts assigned by the Advertising Director. I was required to sell advertising space for all required special sections, to work with designers to design ads for my clients, to assist my clients with writing copy for ads, to create spec ads that stimulate my client’s interest in advertising. I had to proof all ads with clients until they were satisfied, collect prepayments when applicable, provide tear sheets to my clients of their advertisements, prepare sales presentations for my clients, and attend weekly staff meetings.

Examples of Work

As an Advertising Account Executive I fulfilled my job

description but also went beyond that. I designed numerous ads for my clients, which I am enclosing an example of a very

successful ad series I did for a local jewelry store. I created a special plaza section, which I am including tear sheets of also. I designed this plaza section to give small businesses a chance to join together and combine efforts in order to have a big ad that stands out. As an incentive I offered the title on top, a map and spots for weekly specials for free.

With my work as an account representative I saw what we were missing in our media kit and helped plan and implement the new media kit. I also created a package for the

Mustang Daily that offers a generous discount if the clients choose to do both print and online advertising. Lastly, I am including my client contact information spreadsheet that I

designed and constantly updated according to my weekly visits.

Ad Rep Tag Line Col X

Akshita Downtown Brewing Company -- SPOT 2 XEmily Beverly's 3 XEmily Takken's (make good) -- FULL 3 XEmily Coverings -- PAGE 3 5 XEmily Career Services 3 XEmily College of Business 5 XEmily College of Science and Math 5 XEmily Collge of Liberal Arts 5 XGarrett High St. 2 XLindsay Baja Fresh -- revised ad 2 XLindsay Thielen Partners -- Tahoe Joe's 2 XLiz KPMG 5 XLiz Splash Café -- SPOT 3 XLiz Buck Wild 3 XLiz Castoro Cellars 2 XLiz University of SLO Law School 2 XLiz Ed Zacaharias Congrats ad 3 XLiz Yanagi Sushi 2 XLiz Prime outlets 3 xLucy Foresty Garden Center 3 XLucy Paramoount Farms Grad Ad 5 xMegan M Simply Skin 1 XMegan M Central Coast Catering 2 XMegan M Fast Frame 3 XMegan M Bladerrunner spa 2 XOther La Cuesta Inn 2 XOther Irene Trudeon -- Commencement ad 2 XOther Joan Colombo 2 XOther El Corral 3 XOther ROTC 5 XOther Marian McGuire 2 XOther Woodstocks 4 XOther Nancy Gragnani Grad Ad 2 XOther Shirley Bruggemann congrats ad 2Other Lorraine Brewster congrats ad 2Other Diane Gibbon-Beatty congrats ad 2 xRachna Meribel 2 XRachna Coldstone Creamery 3 XTim Giuseppes 3 x

InchesAd Size Total

Total Size CPI Color Ad Total

8 16 275 10.00$ 50.00$ 210.00$ 8 24 123 10.00$ -$ 240.00$ 8 24 147 -$ 100.00$ 100.00$

16 80 259 10.00$ 800.00$ 6 18 493 8.00$ -$ 144.00$ 8 40 565 8.00$ 320.00$ 8 40 605 8.00$ 320.00$ 8 40 665 8.00$ 320.00$ 6 12 617 10.00$ 120.00$ 4 8 339 8.00$ -$ 64.00$ 4 8 96 94.00$

16 80 88 10.00$ -$ 800.00$ 8 24 179 10.00$ 50.00$ 290.00$ 8 24 307 9.00$ -$ 216.00$ 4 8 315 10.00$ -$ 80.00$ 4 8 323 10.00$ -$ 80.00$ 6 18 419 -$ -$ 100.00$ 8 16 475 10.00$ -$ 160.00$ 8 24 715 10.00$ 240.00$ 6 18 683 10.00$ 180.00$ 8 40 755 10.00$ 400.00$ 3 3 99 10.00$ -$ 30.00$ 4 8 331 10.00$ -$ 80.00$ 2 6 401 10.00$ -$ 60.00$ 2 4 525 10.00$ 40.00$ 4 8 8 8.00$ -$ 64.00$ 4 8 155 50.00$ 4 8 347 50.00$ 8 24 371 8.00$ 192.00$ 8 40 459 8.00$ 320.00$ 4 8 501 50.00$ 5 20 521 no charge per paul -$ 4 8 625 50.00$ 4 8 691 50.00$ 4 8 763 50.00$ 4 8 771 50.00$ 4 8 283 6.25$ -$ 50.00$ 8 24 395 10.00$ -$ 240.00$ 8 24 795 10.00$ -$ 240.00$

6,944.00$

7,524.00$

June17th-21st 24th-28th 1st-5th 8th-12th 15th-19th 22nd-26th May 29th-2nd

ads ran 1 4 3 6 5 5 4col-in 16 40 24 72 56 28 40revenue 112.00$ 192.00$ 176.00$ 630.00$ 452.00$ 498.00$ 396.00$

ads ran 10 18 19 20 22 15 19col-in 154 448 448 450 364 254 534revenue 1,232.00$ 3,392.00$ 3,594.00$ 3,280.00$ 2,884.00$ 2,100.00$ 4,272.00$

ads ran 5 13 16 14 15 6 11col-in 28 126 123 134 176 12 63revenue 207.00$ 707.90$ 567.00$ 383.00$ 532.90$ 137.90$ 366.00$

ads ran 4 8 3 1 5 2 0col-in 42 114 18 12 72 12 0revenue 343.94$ 1,065.90$ 99.96$ 98.00$ 470.00$ 96.00$ -$

ads ran 0 0 0 0 0 0 0col-in 0 0 0 0 0 0 0revenue -$ -$ -$ -$ -$ -$ -$

ads ran 3 8 5 4 5 5 3col-in 24 224 74 64 72 70 12revenue 192.00$ 2,182.00$ 560.00$ 470.00$ 470.00$ 518.00$ 91.00$


ads ran 3 8 4 3 5 1 0col-in 20 156 18 6 60 0revenue 140.00$ 1,588.00$ 90.00$ 60.00$ 437.00$ 28.00$ -$

ads ran 0 3 0 0 0 0 0col-in 0 60 0 0 0 0 0revenue -$ 600.00$ -$ -$ -$ -$ -$


ads ran 0 0 0 0 0 0 0col-in 0 0 0 0 0 0 0revenue -$ -$ -$ -$ -$ -$ -$

ads ran 7 16 10 12 17 9 9col-in 234 222 168 178 276 172 146revenue 2,186.00$ 1,290.99$ 427.99$ 506.99$ 1,569.00$ 694.00$ 858.99$


ads ran 0 3 0 0 0 0 0col-in 0 7 0 0 0 0 0revenue -$ 720.00$ -$ -$ -$ -$ -$

ads ran 0 2 0 0 2 0 0col-in 0 40 0 0 48 0 0revenue -$ 422.00$ -$ -$ 432.00$ -$ -$

ads ran 45 108 77 80 98 66 60col-in 589 1937 1,042 1079 1303 740 895revenue 4917.42 16923.27 6,729.43$ 6,632.47$ 8323.88 5165.38 6625.47

ads ran 60col-in 895revenue 13,569.47$

ads rancol-inrevenue

2,923.00$

8,459.96$

600.00$

2,666.00$

20,754.00$

5,145.70$

2,293.80$

3,067.00$ Michelle Gilman

Other (Paul/Jennifer/Sarah/Taiga)

Monthly

Rachna Chhabria

Tim Esteban

-$

960.00$

854.00$

Veronica Baume

2,807.00$

Megan Dilley

Megan Mahoney

Garrett Colburn

Lindsay Smith

Liz Carmo

Lucy Bowerearts

James Manley

-$

4,641.00$

7,089.86$

69,205.32$

Ad Rep ProgressAd Rep

1532526

3214164

Weekly

Quarterly

Akshita Deora

MayApril

Emily Hormuth

7585

TOTALS

Campus Ads

534

TOTALS

21,840.69$ 26,851.16$

2006 Quota to Goal Revenues

Month 2005 2006 % to QuotaJanuary 4,000.00$ 6,654.00$ 166%February 7,606.00$ 7,623.00$ 100%

March 5,264.00$ 5,265.00$ 100%April 4,913.00$ 6,185.00$ 126%May 19,253.00$ 21,449.00$ 111%June 11,751.00$ 7,141.00$ 61%July 7,142.00$ 7,148.00$ 100%

August 23,477.00$ 30,297.00$ 129%September 5,682.00$ 11,826.00$ 208%

October 4,597.00$ 4,968.00$ 108%November 4,398.00$ 3,991.00$ 91%December 1,811.00$ 1,890.00$ 104%

Total 99,894.00$ 114,437.00$ 115%

Elizabeth Carmo 672 Rancho Drive • San Luis Obispo, CA • (805) 441-7832 • [email protected]

Objective

To work for an established and creative company in Newspaper Sales and Marketing Education

• Cuesta College, San Luis Obispo, CA- June 2002-2004 AA Degree, Dean’s List- 4 semesters, Cumulative GPA: 3.6

• California Polytechnic State University, San Luis Obispo, CA- June 2004-March 2007 Bachelor of Science in Business Administration: Marketing Concentration, Cumulative GPA: 3.2

Experience Mustang Daily Newspaper, 2005-2007 • Assistant Ad Manager in Sales Training and Development

o Implemented a new training program o Created new special sections, media kits and housing guide

• Advertising Representative o Increased every special section sales by 30% o Responsible for maintaining 50 accounts with local businesses, made 60% of all sales o Maintained close and fun business relationships with advertising accounts

• Conferences o National Media Convention, St. Louis, MO o Advertising Conference, San Jose, CA and San Luis Obispo, CA o CNBAM Conference, Philadelphia, PA

India Inc., Solo Press, Carpinteria, CA 93106, 2002-2007 • Marketing

o Implemented a marketing plan for Solo Press o Collaborated and marketed a new poetry journals o Marketed Solo nationally and through EBSCO and Swets Blackwell distributors

• Designer and Editor

o Production and design for various poetry journals, including Solo Café 1, 2 and Café Solo o Created Solo Press web site, www.solopress.org o Designed pamphlets, flyers and order forms for Solo Press o Assistant editor and distributor of Solo: A Journal of Poetry o Editor for Solo Café 1, Solo Café 2 and Café Solo: 40th Anniversary Issue

• Administrative Assistant

o Bookkeeper for India Inc. o Organize conference events o Create and edit poetry manuscripts for publication o Edited PhD Dissertation at University of California, Santa Barbara

Language and Technical Skills

• Fluent in Portuguese • Conversational in Spanish • Proficient in Microsoft Office 2004, Adobe Illustrator, iWeb, Pages, Keynote, and SPSS

References

• Paul Bittick, Mustang Daily General Manager, (805) 756-2537 • Glenna Luschei, Solo Press Publisher, (805) 543-1058

$0

$10,000

$20,000

$30,000

$40,000

$50,000

$60,000

$70,000

$80,000

$90,000

$100,000

1

WOW/BTS 2005 Total Liz WOW/BTS 2005 Total WOW/BTS 2006 Total Liz WOW/BTS 2006 Total

18.3% 22.9%

WOW/BTS 2005 Total

Liz WOW/BTS 2005 Total Liz %

WOW/BTS 2006 Total

Liz WOW/BTS 2006 Total Liz %

77976 14286 18.32% 94281 21568.6 22.88%

Client Contact Phone Number Notes

Liz Carmo Client List

Photographer: [email protected] Guide: 16 pages, all color; questionnaire due Aug. 30CLIENTS CONTACT PERSON PHONE

MB/Cayucos/LO10th Street Grill (LO) 528-20112 Dogs Coffee Co. Billy Clayton 772-2633Ascot Inn Shawn Styler 772-4437Bayside Café Dawn Eorst 772-1465BJ's ATV Rentals 481-5411Breakers/Sandpiper/Best West. Teri 772-7317 772-4771 faxCad's Café (LO) Jim 528-1557 cell:234-4633 Cayucos Surf Co. Kevin McClory 995-1000 995-1515 faxCentral Coast Carnival Huy 772-7190Central Coast Music Ed Frawley 772-4930 772-7685 faxDairy Creek Golf Course Pat Comerford 471-4360 cellDiStasio's (LO) Ken 528-8760Giancarlo's 772-4041Great American Fish Co. Jim 772-4707Harbor Hut Kit/Brandon 772-2255Hofbrau Stan Van Beurden 423-

1230 cell466-4588off 461-9005fax 772-2411MB 460-9428 Ata

Inn at Morro Bay 772-5651International Café (Crepery) Roger Kidd 801-5219Jimmy Bumps Pasta(LO) 528-4898Just Next Door Lindsay Kovacevich 528-0459Kitty's Kitchen Mary Hennessey 772-3677La Casita Restaurant (LO) Martin 528-2786Las Cazuela's Javier Cadena 772-1272 MB 528-8423 BayMorro Bay Golf Course Pat Comerford 471-4360 cellMcCabe & Co. Hair Studio Chris McCabe 528-5266Morro Bay Surf Co AnthonyMorro Rock Bar & GrillCentral Coast Tattoo Chrys Young 772-2902Ocean Front Pizza (Cay) Mike-owner; Nate- 995-2979Otter Rock Karaoke Jamie cell:235-5123fax:772-0195Pizza Port Mike Perry 772-9540Rio Salon Leon 771-8700Rock Café Espresso Bar Cory/ Diane Fehling 234-0445 cellRose's Fish & Steak House Denise 773-1222 fax:773-6123Sabetta's Pizza 772-0200Sea Pines Golf Course Gary/Lisa 528-4653

Sea Shanty (Cay) Billy & Carol 995-3272Seashore Candy 772-5517Skippers (Cay) 995-1122State Park Marina Rentals Paul Gillan/Jamie 772-7472Sub Sea Tours Kevin 772-9463Sunset Inn (Cay)Sweet Springs Saloon (LO) Rochelle 528-3764Sylvester's (LO) Larry 528-0779res 528-0207 faxTKD (Morro) Christine 772-2431Tus Amigos 528-7149Whale's Tale 772-7555Windows on the Water 772-0677

Foothill / Santa RosaABC Bonds Greg Sullivan 544-1000Advance Payday Mike 543-2000Azhiaziam Michael Jones 544-3302Babbo's Kari 543-1736Cabo San Luis Dan 783-2226 fax:544-0035Cakery Yarrow 545-7777Carl's Jr. Colby Sato 745-7667 fx:714-781-2718Club 24/ Café 24 Sanaz Rahimi 781-8181Cork 'n' Bottle/Campus Bottle Tom Kridi 543-8637 /528-1176Designer Cuts Samantha 544-7202Domino's Nate 544-3636Fantastic Sam's Kelly w/Majestic Adv 938-7822 938-7832 faxFoothill Cyclery Josh 541-4101Fresher Nails 783-2676Healthworks Atsuko Rees 542-0900 cell:441-0545J.D. Boone's Dan 544-6465 fax:544-0035Jamba Juice Alan Falstreau 549-0637 Foot 549-0733 dtKona's Paula 440-0119Lo Mejor de Acapulco Paz 787-0208Lombard's Matt/Billy 545-5959McDonald's Mona/Bob 473-3031Nails Poly Jimmy/Danny 541-0606 cell:268-4829Panda Express John Sands/Linda 626-799-9898 Planet Beach Sallie Hoge 545-8267Quizno's Ed Glass 786-4678Royal Thai Sam 544-9778SLO Kickboxing Scott Evans 215-8137Studio Video Kenny 543-0707Subway Foothill Mike 543-3399Taj Palace Raj 543-0722

Traditional Tattoo Shad Perlich 541-8282Univer-cellUPS Billie Jo 541-9333US Nails Tony 541-6624Verizon Wireless Corp. Kelly Holmstrom 925-279-6051

Higuera StreetBaja Fresh David-owner/Antonia 546-2710 officeBanana Republic Michelle Hellman 1800-333-7899x75900x2Blue Eric/Patricia 783-1135Buona Tavola Sofia 545-8000Downtown Centre 7 Dave 546-8600Fast Frame Susan 541-3455Hudson's David 541-5999Mo's BBQMonterey Motors Ron 541-8818Panalivo Dider Cop 545-8700 549-0378 faxSakura Express Richard Ben Azzouz 786-0430 cell818-613-7700Splash Joanne 773-4653PB 544-7567SLOStraight Down Mike Rowley/Tracy 543-3086 fax:543-6749Thai Classic Nop 541-2025Thai Palace/Basil (Atas) Judy 238-9945 594-1744Urban Optics Dr.Schultz/Nancy Billings543-5200Urban Outfitters not here yet

Garden / ChorroBali Isle Wendy 544-7662Benvenuti Anissa 541-5393Blazing Blenders Alex 546-8122 cell:441-7368Bull's Tavern 543-2217Copeland's Nick Kostal 543-0660x172fax:543-1173Corner View Patty/Bill 546-8444Costume Capers Debi Hernandez/Keith 544-2373Frog 'n' Peach Hank Owens 595-3764Garden Street Essentials Chandra Willard 550-1399 cell G. Street Goldsmith 543-8186Habitat Jennifer 541-4275Hamilton Estate Jewelry 541-1170 fax:541-5281Kragen Adam Larez 782-9179Landis Damion 544-9198Linnae's Maryanne 541-5888Mission Grill Sean Fareis 547-5545 cell:704-4441Mother's Tavern

Simply Skin Mary Lemus 459-5551cell 786-4929fSLO Brew Mary Hoffman 543-1843SLO Swim Shelley Filip 781-9604 781-0276faxState Farm Susan Rodroguez 783-7050Stigers Optical Images Shirl 544-3364 fax:544-3365Tanner's Cove Sharon Smith 474-1693Thomas Everett Lorily 543-6480Tio Alberto's Martin 546-9646Tom Mel Thomas Setser 543-6480Uptown Jean Co. Heliu 781-9500x201Vienne VaiYello Kiss Alyssa 542-0526

Madonna/LOVRBella Gente Patricia/Tara/NewTimes 541-4153 546-8208Carla's Fashion Celia 541-3621De Tolosa Ranch Nick Rogers 543-7900GNC corp Kelly Dunbar 412-288-4776Jenny Craig corp Brenna 800-939-6677Laguna BBQ & Brew Fernando 547-1485Launderosa John Eulberg 227-6392 (ph and fax)Mandarin Gourmet Eric/ Elain 541-4590Mattress/Bed Discount Center Michael 785-0197Ocean Nails 544-3126Subway Darren Nichols 781-0749 Upper Crust/S. Lombardi Adv Cliff/Steph 542-0400/ 544-9220

South HigueraAladdin Bail Bonds Bill 542-0742 fax:542-9746Auto Zone John 783-1212Car Sterio Store Bob 544-4292Cheap Wheel Rent-a-Car Bruce Johnson 543-3792Double D Drain Doctors David Payne or Alicia 544-1214Drum Circuit Steve Econo Lube 'n' Tune Diana 544-2976Farm Supply 543-3751Glass Gallery Garrett/Larry Brebes 550-0423/787-0513 fax:787-0816Hobbe'sJiffy Lube Rachel 489-5779 fax:489-2372Margie's DinerMidas Dave 541-1855 AG:481-5211McCarthy's Cars Mike (owner) / Ron 544-1900

Miracle Embroidery Steve Urman 543-7243 543-2168 faxOwen's Music Kevin Owens 543-9588Paul's Cleaners Angelo/Rod 543-2250 fax:543-3408San Luis Auto Body Dana Davidson 466-7401fax 466-74700 offSan Luis Auto Repair Debbie 541-8691San Luis Motor Sports James Jessen 541-2200 fax: 0787Tire Pros Sandy Rosinski 581-1311The Tire Store Tom 541-TIREWrona's John 543-3180

SALONSDay Nails and Spa Chu 783-2863SLO Town Barber Mark 712-1753

HOTELSSycamore Springs Ray Hill 595-7302 fax:595-4006Inn at Avila Beach 595-2300Boutique Hotel Collection Kendi Root 544-4444x255

HOUSINGBay Osos Brokers Leon Van Beurden 528-1133California West Ellie 543-9119Mission Real Estate Frank or Jill DuFault 781-6060San Luis Property Management Justin Gomez 541-1662Valencia Sarah 543-1450Yost 543-8321

HEALTHCAREFinnegan Chiropractic Dr. Chris Finnegan 549-0990Dentists (A-H in phonebook)Family Dentistry Angela 543-8675Laurence Ackerman D.D.S. Dr. Ackerman 543-7993Los Osos South Bay Dental 528-2511

SLO No'sAbercrombie CharlieAtmosphere 544-3326Bali's Bart Schwan 594-1172

Big Sky Charles 545-5401Chevron/ Dave's Automotive Dave Schnebly/Darren 543-7318f 543-4415Chico's VivianDebonaireDizzy'sEuro Tan Linda 781-0155Finders KeepersFirestone Grill 783-1001General Dentistry Dr. Scott Morton 543-2887Granite Stairway Mountaineer 541-1533Hands 543-1921Healthplus Catie Asper 543-5950 ext 201Hollywood Video corporate 1-8SPEAK-TO-USLaguna Cleaners Ken 544-5725Lincoln Deli 543-5443Lucky Lulu'sMcCarthy's 544-0268Mee Hang Lo 543-6627Michael Morrison Dr. Morrison 481-1789Poorboy's SandwichesPottery Barn corporate 1-800-922-5507Sakura Now 541-2754Salon 544 Sherry 544-1717Serengetti West Elaine 546-8706Shack Steve/FabrizioSLO Perk MarciaSoho Studio/store Pam 546-0303Talbot's Kathleen 547-1890University Barber ShopUptown Espresso Randy 783-1300Wayne's Tire Bill Huffman/Russell 543-5492 SM:928-2661

MB/LO No'sBackstage Salon Karen Hammon 772-1083Best Beauty Supply & Salon Laurie Mace 528-6333Café del Via (Cay) Troy/Donovan 995-2545 offCC Dance Julie/Kelly 528-2077Crill's Candy/Salty Taffy Savannah/Huy (wee) 772-1679Dorn's Chris Dorn 772-4415Embarcadero Inn Ed Biaggini 772-6897 fax 772-5453 offFlying Dutchman Paul Van Beurden 772-2269Giovanni's GiovanniHair Lines (LO) Ray Ramirez 528-0848Hot Dog Factory Larry

Legend's/Fuel Dock/Buey Bill/Casey 772-2525 off 772-2426 faxLolo's Nick 772-4091 772-5686 rest.Los Osos Fitness Terry Benko 528-1190MBYC Sailing Lessons Brooke 528-8789 cell 772-3981 Morro Bay Realty Sharon/ Dick Fisher 772-6590 ext 30Museum of Natural History Denise Tallman 772-2694 ext. 101Rock Kayak Co. Tony Foster 772-2906Ruddell's Smokehouse (Cay) Jim 995-5028Schooner's (Cay) Troy/Donovan 995-2545 off 995-3883 rest.Sea Kayak Rentals (Shell) 773-3500Taco de Mexico Lucille/Manuel 772-5796

NOTESWOW CONTACT: 756-2467

last year: WOW 2x6 BTS 5x10, not interestedcontact for yearcontact for yeartoo busy for summer contact during yearSandpiper 772-7503 Best Western 772-2212, contact during yearsigned up for WOW 2x4 BTS 2x4 need to bring in proof, maybe 2x5WOW/ BTS 2x4 make up order signatureinterested contact for yearadvertise Grand Opening, emailing infocontact for yearavail 10-11am, 2-3 pm, follow up

call for year not interested, call for yearsummer, WOW/BTS 2x4

waiting for proof, WOW/BTS 2x8open after 4 pm2x4 both weeks spotcall after 12 during year11:30-9pm; avail 3-5 no T-W; call in July for new budgetafternoons bestworking on deals to advertise, follow upWOW ad 2x4 $100, call her to write check and bring in proofcall Aug 21stsame owner as Rose's WOW/BTS 2x4 check if she emailed ad and checkfollow up in JulyWOW/BTS 3x8 blue, maybe summerchanging owners Aug 1, follow up in Aug.thinking about the school yearWOW/ BTS spot redinterested, faxed info, call 8/9 Rose's #:772-4441open at 11:30, contact by phoneleft message, follow up

contact for year

follow up for year2x4 both weeks, full color, wants to see artworkcall between 10-5

interested for band ads during year; Th. Paper 2x6 like the Grad2x4 both weeks, spot color; wants to see advery busy contact for yearcontact for yearafternoon's after fourwindowsonthewater.net (open at 5pm)

WOW/ BTS 3x8 spot redfollowup2x4 summer, WOW, BTS, no colorcheck for school yeardropped off papersfollow up during yearinterested during year; [email protected] to do dual adtwo Quarter pages, follow up for dealsWOW/BTS 3x6 spotinterested during year has ads readydid WOW/BTS back pagewill call me2x4 both weeks, purpledropped off paperstrades for during yearleft message

remodeling in Sept, come back late Sept for Grand Openingleft message

faxed info 626-372-8316, call for yearfollow up during yearWOW/BTS 1/4 page full colorfollow up did WOW/BTS 2x4, will call meWOW/BTS 2x4, pick up CDinterested in school year, contact late sept.not right now

mtg Aug 18th about regular ad run ($8 base rate)WOW/BTS half pageWOW/BTS 3x6come back in Decembercorporate…giving message to Kelly

faxed info, interestedemailed Michelle at [email protected]/BTS 3x8 spot color bluebefore opening at 5mktg dept has papers, will contact ussummer 2x4, WOW/BTS; wants one more summer selling store, no adv.

3x10 WOW/BTS pick up cd with logowill forward paper to corp.2x4 both weeks, spot color; digital camera for addid WOW/BTS 3x8, dropped off ad and rest quest.faxed info, follow upnot back until Augmaybe laterdid 3x6 for one, follow up, is doing ad

call ThursWOW/ BTS half pageowner there at nightleft message, faxed info cell:925-683-6590WOW/ BTS 3x8Interested, follow up in August M-T 12pm, no W, R-Sun 11amsent email [email protected] off papers, left message

dropped off papers; rarely in storefaxed info/left messageWOW/BTS 2x5two 3x10, spotmaybe interested; dropped off papers5 full pages, page 2 of RG

summer 1x3, WOW on file alreadyselling, call Sept 1st2x4 BTS and during school year, need to make up adleft messageWOW/ BTS 2x4SLO Swim Shelley's sister, wants a 4x6interested in indiv advertising,avail M-R

meet Tues 26 at 9:30left messagecreepy guydid 2x8 in one, not satisfied, create spec ad; open at 12

3 summer, WOW/BTS 2x8 pick up ad on 25th

1/4 pg spot WOW/BTSleft messagefax: 760-696-4108 [email protected] WOW/BTS 3x8left messageafter 6pm

not now, come back during year; reffered us to Day Nails

[email protected] got info, will get back to me

faxed info, will contactdropped off paperwork, follow upfollow up in Dec for new budget, tell them Car Audio is infollow up on 8/10

2x4, both weeks, spot colorgive idea for advertising2x8 WOW/BTS, wants to see WOWdropped off paperwork, follow up2x4 WOW/BTS

faxed info, will get back to me

left messagedropped off paperwork, follow up

full color 3x8 both weeksWOW/BTS 3x8 red, bring in prooffaxed infofollow upWOW/BTS 2x4, pick up ad 7/21will call us back(male)9-10 AM

WOW/BTS 2x4, bring in proof, need tax#already signed up

[email protected] maybe during school year

Apple Farm, Cliffs, Inn at MB

not interested3x8 full color, WOW, bring in proofleft messagedid WOW/BTS 5x10, not interested for fall

20 Runs for Daily paper, do make up ads

Tues/Th mornings2x8 WOW/BTS, blue

don’t advertiseno advertisingdoesn’t advertise

no advertisingdid WOW/BTS full page, left message and faxno local advdon’t advertisedoesn’t advertisenot interesteddoesn’t advertisenot interestednot interesteddoesn’t advertisedoesn’t advertisento interestedno local adv.not interesteddoesn’t advertisedon't advertisedon’t advertisedoesn’t need advertisingnot interested

no local adv.not interested; will contact if interested in futurenot interestednot interestednot interestednot interestedleft messageno local advertisingnot interestedno budget right nowfollow up on 6/30

not interestednot interestedhours: 5-9pm Wed-Sun; same owner as Schooner'snot interestednot interestednot interestedoffice at 1164 Market Str; not interestednot interestednot interestednot interestednot interested

free live music; contact Wed/Thurs; faxed infosaid noavail 8-2pm; not interestednot interestednot interestednot interesteddoesn't advertise; depends on WOW to contact himsister covers T&W; will call us backnot interestednot interestednot interested

Client Dates Ad Size Ad Type Payment Amount Rec'dHofbrau summer 2x4 b&w CR x prepay $456.00 xMcCabe & Co. Hair Studio wow 2x4 b&w MU x prepay $95.00Sylvester's (LO) wow/bts 2x4 spot CR prepay $184.30Azhiaziam summer 2x4 b&w CR x prepay $60.80 x

wow/bts 2x4 b&w prepay $136.80 xFoothill Cyclery wow/bts 5x10 full CR prepay $1,045.00Quizno's wow/bts 3x8 full CR prepay $600.40Fast Frame summer 2x4 b&w MU x prepay $45.60 x

wow/bts 2x4 spot MU billing $194.00Panalivo wow/bts 3x16 full CR prepay $1,010.80Sakura Express wow/bts 2x4 spot MU prepay $184.30Simply Skin summer 1x3 b&w PU x billing $105.00

wow/bts 1x3 b&w CR x billing $55.50Drain Doctors wow/bts 2x4 spot MU prepay $184.30 xMiracle Embroidery wow/bts 2x8 b&w CR x prepay $273.60 xSLO Swim bts 2x4 b&w MU x prepay $95.00 xMission Real Estate wow 3x8 full MU prepay $380.00State Park Marina Rentals wow/bts 2x4 full MU prepay $326.80Cad's Coffee House (LO) wow/bts 2x4 spot MU prepay $184.30Central Coast Tattoo wow/bts 2x4 b&w CR prepay $136.80Rock Café Espresso Bar wow 2x4 spot MU x billing $125.00Healthworks wow/bts 2x4 spot MU x prepay $184.30Bella Gente summer 2x8 b&w MU x billing $288.00

wow/btsLaurence Ackerman D.D.S. wow/bts 2x8 spot MU prepay $321.10Designer Cuts wow/bts 3x6 spot CR billing $374.00Studio Video wow/bts 2x4 b&w MU prepay $136.80San Luis Auto Repair wow/bts 2x4 b&w MU billing $144.00Day Nails & Spa wow/bts 2x4 b&w MU x billing $136.80Owen's Music Company wow/bts 3x8 spot MU prepay $457.90Just Next Door wow/bts 2x4 spot MU prepay $184.30Otter Rock Karaoke wow/bts 3x8 spot MU prepay $457.90Yello Kiss wow/bts 2x8 full MU billing $288.00Splash wow/bts 3x8 spot MU x prepay $457.90Laguna BBQ Brew wow/bts 3x8 spot MU $532.00UPS wow/bts 3x6 b&w CR x prepay $307.80Urban Optics wow 3x6 b&w CR prepay $213.75Blazing Blenders wow/bts 4x10 b&w MU billing $720.00Monterey Motors wow

Total Sales $10,627.85

Notesget wow/btsshow ad/get check

show ad

take pictures

PU summerget check, deliver papers

picture rec'd

show ad w/Mccabeget summer

emailing info

MUSTANG DAILY My basic belief is that you are never selling the customer; you are building a relationship with them and helping their business succeed. I began as an account executive in the summer of 2005 with no prior sales experience. My first sales call was at a local retail store and I was so nervous. I went in and said, "Hi, my name is Liz and I am from the Mustang Daily. Do you want to advertise with us?" I laugh at this every time I train new account executives, telling them that is exactly what you should not do or say. I quickly learned that approach was not successful. I decided to take a "not selling" approach and relax and have fun. I was now just trying to get to know the customer and their business and then judge if advertising with the Mustang Daily was appropriate for them and if so what campaigns would be appropriate. This approach changed the Mustang Daily in my eyes. Most clients I visited said "You're from the Mustang Daily and your not trying to sell me?" I always explained to them that I was there to help their business and in order to do so I wanted to get to know them and their business at a personal level. That summer I created 30 new accounts and got 50 local businesses to advertise. This was not easy with my approach since I visited each business at least five times prior to selling them. Doing this made my 2005-06 school year a lot easier. I had formed a strong relationship foundation and now I continued visit them and let them know what advertising campaign and special editions would be most beneficial for their business. I believe what sets me apart from other account executives is that I truly care about my clients and they trust me completely. My General Manager, Paul Bittick, took a big risk in moving his top sales person, accounting for 30% of all sales in a 14 staff office, to becoming the Training and Staff Development Manager in Fall of 2006. I was very hesitant to make this move because I would have to give up my beloved clients that I had spent over a year building relationships with. Paul said to me that he wanted all of the account executives to succeed to the level that I had and he had faith in me that I could turn the staff around and increase overall sales. Our sales increased 16% in that Fall Quarter from the previous Fall Quarter, proving that Paul had made the right decision. I still visit my old clients on a regular basis and I am in constant interaction with my account executives about what campaign or design their new clients, many of my old ones, would like best. Recently I proposed that we do a special holiday edition and I saw the project through. One of my old clients was particularly reluctant to advertise in this issue since we didn't know how successful it would be and his new account representative was getting frustrated that he wouldn't commit. I called him up and asked him why he was so hesitant and he said, "Liz, if you think it will be beneficial to me then lets go for it." This statement truly made all those months of

building a relationship worth it. He trusted his only business in my hands. My goal is for each of my account executives to earn that trust from every one of their clients. The account executives who have followed that philosophy, which I heavily instill within the office, have had a tremendous boost in sales and are gaining more long-term customers. I will graduate this March and leave a beautiful city and the Cal Poly Mustang Daily behind. I hope that all my past clients and account executives will remember me and all my advice. It is so great to hear from my account executives how much my clients miss me but I always tell them that they will miss you too. I know that they will all make a lasting impression just as I hope I have. Thank you for considering me for account executive of the year. My time at the Mustang Daily will always be in my heart and all my experience will foster a new career outside of college publications. Thank you and warm wishes, Liz Carmo Training and Staff Development Manager Mustang Daily

Bethlehem Stirnaman 10838 Cresson St. Norwalk, CA 90650 562-868-3829

Objective: To obtain a career in advertising sales. Experience: A background of success and growth. February 2006 to present- Daily Titan at Cal State Fullerton, 2600 E. Nutwood Ave. Suite 660 Fullerton, CA 92831. 714-278-4019.

- Awarded the Most Potential Award for the Spring Semester 2006. - Selected to help teach and mentor a team of students in a Media Sales class. - My team made the most sales in the history of the class. - Promoted to Assistant Manager Fall 2006. - Given responsibility of training all new staff. - Created a new incentive program for the office. - Awarded Sales Person of the Semester of the Fall 2006. - Earned numerous bonuses over the past year for sales.

July 2005 to February 2006- Wood Ranch Barbeque and Grill, 12801 Towne Center Drive. Cerritos, CA 90703. 562-865-0202. -Started as hostess and awarded with responsibility of coordinating the hostesses. -Contribute to other positions in the restaurant. -Took on a leadership role and cultivated other team members. -Close relationship with managers and help improve methods of service. -Knowledgeable past requirements in products. -Creative, helpful, and friendly! January 2005 to July 2005- Venice Cantina, 23 Windward Ave. Venice, CA 90241 310-399-8420. - Started as hostess. Assumed cocktail waitress duties. Promoted to Head Hostess June 2005 - Skills include “Open Table” hostess program. - Worked special events as hostess. - Reliable, supportive and contributing! -Catered to many celebrities including Cuba Gooding Jr. and Sugar Ray. - Great people skills; cultivating relationships with regular customers.

Education: 2003 to present- Cal State Fullerton: Communications major. - Dean’s List every semester - National Society of Collegiate Scholars 1999 to 2003- Santa Fe Springs High School - Golden Seal Award - National Honor Society - “Distinguished” and “showcased” award in all four areas of senior project. - Key Club service organization member and participant in Mentor Program to an “at risk” child. Skills: Knowledge in Adobe Photoshop, ADPRO, Power Point, and other computer programs. Also proficient in Microsoft Office, Macs and PC’s.

8 January 2007 Regarding Training Program Dear CNBAM, The Daily Titan prepares students for careers in advertising media sales, including newspapers and the Internet. As media sales people, our job is to help create a critical connection between marketers and markets and help match (or create) the right message for our medium – a message that connects marketers with customers. Our “product” is space and time. The Daily Titan serves as an applicable apprenticeship for a career in many fields including Public Relations, Media, Account Management or Creative Services. As employees of the Daily Titan, through our training program, students will learn to do many things. Students gain knowledge of the media process including basic terms and concepts used for presenting and closing a sale. They also learn how to confidently deliver “cold call” and “walk-up” sales presentations, to work with campus media organization in a sales capacity, and to demonstrate oral and written communication skills appropriate for proposal writing and client presentations. Best Regards, The Daily Titan Staff

11 January 2007

Job Description and Quota

I maintain three positions at the Daily Titan. The first is an Account Executive. My

primary objective is to sell advertising space for the Daily Titan and the Daily Titan website.

This includes maintaining existing clients and also creating new clients. I accomplish this by

making telephone calls and in territory meetings to present the Daily Titan media kit and paper to

them. I help clients create an ad campaign that is effective for their business. My quota is to

have a total of $1,500 in sales every two weeks.

My second position at the Daily Titan is as the Assistant manager. My responsibilities

include training all new employees. The position also includes working with other managers on

problem solving, creating new employee programs, and communicating with other staff on how

to make the paper run smoother. In addition, I also aid in the daily record keeping and paper

work for the paper.

My third position at the paper is to help teach the advertising sales class. Every week I

meet with my team of students and act as their mentor. This experience has given me the

opportunity to create a new sales program for the class. I work hands on with my group helping

develop leads and sales tactics. I also work with the leaders of the other groups to help them

know how to run their teams. These three positions keep me busy, but I wouldn’t have it any

other way

8 January 2007

Beth Stirnaman’s Sales Philosophy

My sales philosophy is simple, and it can be summed up in one word, honesty. My

ultimate goal as an Account Executive at the Daily Titan is not to sell advertising. If this were

my goal, I would only be hurting my name as well as the name of the paper. When money is the

ultimate goal, the customer’s best interest comes in second place. My sales philosophy is to be

totally honest with my customers. This means only accepting business from those I know will

benefit from advertising in our paper. I also do not trying to talk customers into spending their

money on advertising that will not help them despite the pressure to meet sales goals.

As an account executive, I have made so many new friends. And these friends fuel my

paycheck! I know my clients vacation spots, how their children are doing, and how they are

feeling that day. I am the number one zone salesperson at the Daily Titan and I believe that the

personal relationship I have with my clients is why I have achieved that rank. My clients trust

me to only sell them advertising that will help their business. A customer’s trust is the most

valuable thing to me in my job. This standard of honesty I hold to myself allows me to help my

customers achieve their goal of getting their business out to our students, faculty, and staff.

I have standards for myself in every area of my life, including my life at work. My

clients are very important to me. When they put their trust in me to help their business grow, I

make it a point to not let them down. I truly believe that this way of conducting my professional

life is much more rewarding for both my professional and my personal life.

We here at Pepe’s Finest Mexican Food would like to commend Beth on her skills in sales, advertisement and public relations. Thanks to her, we can truly say our business has increased. When Beth first came into the restaurant and presented us with the idea of advertising in The Daily Titan, we were definitely skeptical. Over the years we had always encountered a countless number of advertisement salesmen. Salesmen who were trying to sell us on the idea of advertising in newspapers, local magazine circulations, internet and even radio. We had always believed in the old fashion “word of mouth” form of advertisement. But thanks to Beth’s ideas and insight she convinced us to advertise in The Daily Titan. It has been a pleasure working with Beth. She is an excellent saleswoman and very knowledgeable in her field. She provided us with many unique and effective ideas when helping us create our ads. She was always available when we needed an answer to a question. Thanks to her this venture has developed into a great success. We would highly recommend her services and look forward to doing more business with her in the future. Sincerely, John Lopez President Frederick Russi CEO

January 10, 2007 To: CNBAM From: Robert Sage Adviser and Business Manager for Daily Titan Cal State Fullerton Re: Advertising Sales Representative of the Year I nominate Beth Stirnaman for CNBAM Advertising Sales Representative of the Year. Achievement: Beth is responsible for the largest urban sales zone at the Daily Titan. Over the past year she sold more than $42,000 in sales, which accounts for 16% of our total sales. This past semester she brought in 12 new accounts, which were largely responsible for a 27% increase in territory sales. In addition Beth was appointed assistant sales manager and director of training. She has a skill set that’s hard to describe. She’s low key, yet direct. She has a “personal” style that empowers customers to push the envelop and results in placements in multiple media (print and online). Territory Management: Beth has mastered the traditional management approach to her territory. She goes where the money is. Her first goal is to manage and renew accounts that are currently running. Second, she contacts accounts that have run in the past six months but have dropped out for one reason or another. Third, she continually looks at competitive media, principally publications that circulate in her territory for leads. And finally, she knows her “numbers.” She knows she has to make a minimum of 20 cold calls per day in order to generate five appointments per week that will result in one advertising sale. Beth practices excellent time management skills and good record keeping given her three Daily Titan positions and school. Interaction:

At the end of each semester, the Daily Titan has an awards dinner. Last fall, Beth won the “greatest sales potential” award. In the spring she won “the salesperson of the year” award. These awards would never have taken place if it weren’t for Beth’s ability to establish strong professional relationships with clients and co-workers. She believes that after her third NO she’s so close to a final sale she can smell it. I wish we could clone her. Innovation: I teach an advertising sales class (Comm. 454) on Tuesdays and Thursdays. In order to give the class (20 students) a “hands on” experience, I asked Beth to take over and design a “sales” curriculum wherein each member of the class would meet in the Daily Titan offices one day per week and practice their sales skills. Beth promptly enlisted the aid of three other account executives and created four groups that would compete against each other. As an incentive, Beth recommended that each account executive would receive a separate 10% commission for all advertising sold in their group. To motivate the students she created a two-tier system wherein the individual and/or the group that met a minimum sales level would not have to take the final (thereby getting a 95 score). The results were as follows: one student sold $3,200 worth of ads and her group sold a total of $5,200 in advertising. Personal Philosophy: Attached

Month/Special Section Goal Total Sold PercentJanuray-06 $6,276 $6,203 99%Spring Bar Guide-06 $216 $325 150%Februray 2006 $6,631 $6,061 91%Valentine's Special-06 $97 $196 202%Greek Special-06 $77 $154 200%March-06 $8,335 $9,046 108%Spring Sports-06 $118 $127 108%VEISHEA Special-06 $703 $1,497 213%Spring Tab-06 $1,195 $1,293 108%April-06 $11,461 $18,930 165%August-06 $3,280 $5,158 157%September-06 $10,628 $12,988 122%Career Tab Special-06 $140 $309 220%Fall Bar Guide-06 $2,389 $2,080 87%October-06 $13,850 $15,180 110%Gridion Contract Special-06 2 full pages 2.5 pages 125%November-06 $13,855 $15,847 114%Hoops Special-06 $1,712 $1,900 111%Gift Guide-06 $2,707 $3,043 112%December-06 $5,523 $5,162 94%

*Note: When I started selling in January 2006, I was managing a very small territory thatonly consisted of 13 accounts. From August 2006-current I have managed a full geographic territory.

January 2006*-December 2006 Sales Records

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Job Description

Earn while you learn! As an advertising account executive working for the Iowa

State Daily you will gain real-world experience managing a geographic territory. You

will create advertising programs and campaigns, give presentations and work with your

client’s advertising budget to assess their needs. Excellent communication and customer

service skills are a must. Must be goal/success driven and have a desire to perform better

than 80% of your peers. Ambitious, hard-working and motivation to excel are essential to

your success. Expected to act and dress professionally while working. Being highly-

organized and dedicated to work in this energetic, fast-paced environment is a must.

Personal Philosophy on Selling When I first came into this job at the Iowa State Daily I was unfamiliar about the way they ran the

advertising department, and how much work it can take to get a single ad in the paper. However, having a strong

background in the service industry has served me well from the very beginning for this job. Nonetheless, I am

going to talk about what I have learned and what has helped me be successful as a sales representative!

Be the boss of your territory: I run my territory as if it were my own business. I take responsibility for

all of the advertising needs of my clients within a geographic region. I am always brainstorming new advertising

campaigns for my clients and giving each of them the best ads I possibly can. In addition to sales, I make sure

that my clients pay their bills and will collect or set up payment plans if need be.

See the significance in what you do: The Iowa State Daily is an awarding winning publication serving

the Iowa State Community. I believe that it is my honor and privilege to be selected to work at the Daily, and not

my right. I see the value in advertising and how it contributes to the Daily. It is my job to fund the paper so that

students, faculty and staff can continue to read their favorite morning paper.

Act professional: The Iowa State Daily is a real business with real bills to pay and real clients in the

Ames and surrounding communities. When I go out to my clients I am the face that represents the Daily and it is

my job to act professionally. I believe that you should always be punctual, courteous and dress professionally

when going out to see your clients. The experience that I get at the Daily is as real-world as if I would go work

for the local town paper.

Earn the Trust: I believe that in order to be a successful sales representative you have to earn the

respect of the clients for which you serve. When I first received my territory I went out and met with all of my

clients one-by-one and introduced myself to them. During each visit I made each of them a promise that I would

be the best sales representative they have ever worked with at the Iowa State Daily. I work harder and harder

every day to keep the promise I made to my clients.

Attitude is Everything: Having a positive attitude and being confident in myself has really given me the

edge to succeed with my clients. Selling is not always easy and I have had to present to some pretty intimidating

clients. If I feel good about myself and am excited about what the Iowa State Daily has to offer, my attitude

radiates onto my clients and they get just as excited as I am. I like to keep myself motivated at work because there

are always so many things to get done in a day. Every time I go in to sell to my clients, I act like I have already

won the sale and am just coming in to get the copy. This has worked for me, because I am always so excited

about the Daily and the special sections that we are selling, and my clients can tell that I am enthusiastic about it

and are more likely to buy. I always tell myself that someone has to tell the Iowa State Community about this

great product or service and I want to be the one to do so! Better yet, I could not think of a better print

publication to serve their needs.

Get Organized: A critical part of my job is the homework that I have to do for it. I have to research my

clients and their history with the Daily. I have to make my personal selling plans and goals for each month and

most importantly, I have to stay organized. I treasure my black binder and calendar where I keep all my

appointments and selling materials that I use for work.

Be persistent: I do not like to take “no” for an answer. I am very persistent, which you have to be if you

are going to sell anything. I believe that when advertisers tell me “no” it is because I did not present the

information well enough the first time around for them to want to say “yes.” But, after I change my presentation I

always go back and try it again so they will say “yes.”

Put your interests aside: I believe in doing what is in the best interest for your client, and not yourself. I

only ask my advertisers to spend money on advertisements that are meaningful to them and will give them Top of

Mind Awareness (TOMA). An important rule that I always remember is what the advertising will do for my

clients, not for me, because they are the ones that are running their business and trying to reach people. I work for

them and develop advertising strategies that will meet their needs.

Take Responsibility: As a sales representative I love getting calls from my clients about how much they

like their ads and how great the color looked and so forth. The calls that are not much fun are the ones that I get

because there was a problem with an ad. Even if the problem was not an error on my part, I take full

responsibility for the problem and do not point fingers at my co-workers. I realize that I am held accountable for

any problems or situations that may occur, and I always want to make the situation right. I do not like unhappy

clients and I will do whatever is within my means to correct or fix something to please them.

Communication is Key: The biggest most important aspect of selling is communication. Whether it’s

sending emails, writing thank-you cards, responding to phone calls and the obvious face-to-face interaction,

excellent communication and people skills are the heart of selling. Some of my favorite people are the clients for

which I serve. Having built strong relationships with my clients, I look forward to seeing them even when I am

not selling.

Never Settle: I never stop looking for new business, and am always thinking of ways to grow my

business and bring more profit in to support the Daily’s operations. I work with my existing accounts to present

new advertising programs and campaigns, and look for new business to sell into the Daily as well.

Work hard, play hard: I have not found any other job on campus that is as demanding and time

consuming as working at the Iowa State Daily, but I love it! I love the feeling of looking through the paper each

day and saying “That’s my ad!” I take pride in all the work that I do, because it means something to me and my

clients. My advertising position is 100% commission-based which is very motivating when I am selling, because

the harder I work servicing my territory the more I get compensated. And at the end of a long day or weekend, I

like to play hard and reward myself for the hard time and hours I have put it.

Ramsey Auto: Subaru & Mazda

Spring Advertising 2007December 4, 2006

Tom & Kate CareySteve Martelli

Presented by: Sarah Pattison

Fall’s Success

Introduced and created awareness ofRamsey Auto

Effectively executed advertisementsweekly

Maintained excellent communicationthroughout the process

Strategically positioned ads in primelocations to ensure visibility

Color is Everything!

Increases readership by 70%

Color Makes all the Difference!

ISU Daily + Ramsey Auto

You made the right choice! Movement to advertising in college

newspapers is a national trend Students are AND will be in the market for a

lot of “firsts” at this time in their lives– Will be buying while in college

Faculty and Staff are making lots of $$– New vehicle is always in the back of their mind– Almost $327 MILLION was spent on salaries

Market Share

Iowa State Universitymakes up 63% of theAmes population withit students, faculty andstaff totaling 31,749people.

Reaching the ISU Communityand MORE…

All of our advertisers get a FREEsubscription!

That is almost 400 business people inAmes and surrounding communities!

Iowa State Daily gives you a uniqueopportunity to reach an ELITE group ofpeople that no one else can reach!

Readership is stronger than ever!

NEW 2006 Market Research Study,shows that students, faculty and staffread or looked through the Iowa StateDaily more than any other printpublication in a 7-day period!

Reach a variety of students at ISU

1/3 of the students that graduate from AmesHigh go to Iowa State. They stay around thecommunities, where their families are!

20% are over the age 25 18% are graduate students 13% of students are non-traditional 8% are international students and go to

school here year-round! They come to theU.S. with money and the need for a car!

Cars our are mainform of transportation!

81% of students have a car in Ames! 39% of those students choose to have

their cars serviced locally in Ames. 21% of the students enrolled at Iowa

State plan on buying a car within thenext 12 months!

Print Edition is still the favorite!

Portability– Can still carry it with you everywhere and pull it out

whenever or wherever you want to read it!

Morning Paper– First thing that people see in the morning and read!

– Ritual morning habit to read the newspaper!

More impact with print edition!

Website is catching up… Website is still relatively new and still being

developed.– Thank you for your patience with this!

It is going in the right direction, but we stillhave technology kinks and issues to work out!

NEW**Website won Pacemaker Award!!• One of 12 awards given to college newspaper Websites across

country at College Media Awards!• Our Website is among the elite schools to receive this award!

Print, as always, pushes for the Website– Includes little tidbits to connect reader feedback and

news updates at Website to drive traffic!

Print & Onlinego hand in hand!

Advertising in both, print and online,gives you the best of both worlds!

Great way to complement each other! Allows you to target the faculty and

staff, but will also give you the addedadvantage of targeting students as well!

Remember theWall Street Journal Article?

Big Campus: College newspapers around theUS are drawing young readers and luringmajor advertisers.

They are the only newspaper sector that isnot loosing an audience in print editions.

“As one group of students leaves, anothercomes in and the tradition of reading thecollege paper continues.”

New article in Baltimore Sun reinforcesstrength in college newspapers!

Subaru Forester online banner at top of pagefor story…– Coincidence? I don’t think so!

Research supports that college newspapersare still being widely read across campuses!

“While in college, many students will bemaking major first-time purchasing decisions– cars, insurance, electronics – a marketadvertisers dearly covet.”

Aspirations for Spring

Maintain and strengthen presence among theISU Community– Larger advertising plan

Incorporate “still” into online tile ads– (Instead of flash which has had problems downloading)

Create eye-catching and appealing ads Continue to meet deadlines on timely basis!

An advertising planfor Spring!

Iowa State Daily Print Edition– Bottom banner Front-page advertising on Tuesday’s Edition– Bigger ad on 1st Friday of every month in Auto Page section– Run ads in key locations in special sections to

reinforce the impact of your advertising!

Online Tile Ad– Get 50% discount for running ad in the print edition.– Flexibility

Provides great partnership!

Front page advertising

Your ad will be the FIRST ad thatpeople see in the morning!

Elite opportunity that Daily is offering– Leading pioneers of a national trend– Great trial price for advertisers!

Have first right of refusal when contractexpires!

It’s Go Time!

Black is back!

-Sample of Front-page Advertisement!

Questions, Cares, Concerns?!

Feel that advertising with the ISU Dailyis a great opportunity for both– Daily give you exclusive opportunity to reach

ISU Community is an elite medium– Great you to build T.O.M.A when students,

faculty and staff are making a car purchase

Thank you for being SO HELPFUL!– Great communication and response!

OBJECTIVESelf starter with strong leadership and teamwork ability seeks summer 2007 internship with potential for full-time position upon graduation. Able to coordinate and execute projects successfully and meet deadlines. Detail-oriented, and strong written and verbal communication skills. Problem-solving, organizational and time management skills.

EDUCATION IOWA STATE UNIVERSITY, Ames, Iowa

■ Bachelor of Arts/ Major: Advertising, December 2007■ Bachelor of Science/Major: Marketing, December 2007■ Emphasis in Account Management

EXPERIENCE Student Manager, January 2007- Present Advertising Account Executive, August 2005-Present Iowa State Daily, Ames, IA

■ 100% commission-based sales position■ Meet and surpass monthly quotas ■ Service geographic territory with advertising needs■ Participate in monthly board meetings■ Develop and pitch advertising plans to prospect clients■ Brainstorm, plan and budget new advertising campaigns for clients■ Leadership in training new employees about procedures and presentations

Marketing Intern, May–August 2006 National Pork Board, Clive, IA

■ Aided in preparing presentations to give to national committees■ Assisted in market research to complement “Don’t be blah” campaign■ Monitored website daily and wrote reports■ Created and assisted with graphic design materials ■ Wrote press material for consumer homepage

Participant, Account Executive Team, March 3-4, 2005 ISU Integrated Marketing Conference, Ames, IA

■ Developed integrated marketing campaign for Iowa Credit Union League in 48 hours■ Worked with advertising professionals to develop planbook and presentation for client

Customer Service Representative, March 1999-June 2004 Hy-Vee Food Stores, Sioux City, Iowa

■ Consistently handled customers’ needs and complaints ■ Chosen to represent my age group in developing new faculty dress code■ Routinely assisted and guided new employees about store operations

OTHER ACTIVITIES & AWARDS■ Iowa State University Dean’s List: Fall 2003-Spring 2005■ Career Day Ambassador: Fall 2003, 2004■ Ad Club: Fall 2004-present ■ Runner’s High Club: Fall 2004-Spring 2006, Social Chair-2005■ Marketing Club: Fall 2005-present ■ GRIT Student Ad Program Participant: Spring 2006 RELATED COMPUTER SKILLS Microsoft Word, Excel, PowerPoint, Outlook, Adobe InDesign and Photoshop

Sarah Pattison214 S. Hyland, Apt. 5, Ames, IA 50014

phone: 712.898.6365email: [email protected]

energetic >> organized >> hardworking >>

references available upon request

January 29, 2007 Dear CNBAM Judges, It is with pleasure that I recommend Jennifer Lentz for CNBAM’s Sales Representative of the Year award. As general manager for The State News, I have had the privilege of working with Jennifer for two years. In that time, she has probably handled more accounts than any sales representative – now numbering over 130, mentored new account executives, and generated nearly $140,000 in revenue. Jennifer’s success as a sales representative has been the result of a strong work ethic, uncompromising standards, and exceptional customer service. What impresses me most about Jennifer is her unwillingness to give up. She perseveres when others may doubt her or when she receives objections from advertisers. This quality is one that I have grown to respect in her and prefer to see in sales representatives. Give me one sales rep who’s willing to work for the long run over two that go for the quick sale and I’ve got a stronger sales staff. Jennifer understands and establishes customers for the long run. Another of the characteristics that truly makes Jennifer a leader within our office is her approach to reestablishing old accounts or finding new ones. While she searches for new businesses or the reasons why an advertiser stopped running, she passes this information along to newer sales reps thus helping them not only establish accounts but helping them learn how to find new business. This unselfishness is rare among successful sales reps but certainly makes our staff stronger and defines Jennifer as a leader. Jennifer’s attitude, ability to sell, attention to detail and work ethic make her a true leader. It is for these reasons, I am proud to have Jennifer as an account executive and hope that you find it appropriate to reward her works by naming her Sales Representative of the Year. Sincerely, Marty Sturgeon General Manager

Personal Selling Philosophy

When getting hired in as an Account Executive at a college newspaper some

people might be lucky enough to be given accounts and keep revenues stable for certain

repetitive clients. When I was hired at The State News I knew that the road ahead was not

going to be easy. Despite this challenge, I knew I would be able to bring in new clients,

increase the inches for the current clients running, and increase sales for The State News.

There may be different styles of selling but I will examine what has worked for

me in the past 2 years while employed at The State News. For the clients that were not

advertising I was able to get in contact with them, create sale plans, and set up meetings

time with them. By doing this I was able to build relationships with these clients. After I

established a relationship, I made sure that I kept that line of communication open with

them as well. From there I was able to find what the client was seeking and deliver

successfully.

Not only have I succeeded bring in new clients, but I have been able to take

clients I have and increase their advertising inches. I developed relationship with these

clients but not on the level it needed to be. By taking these relationships to the next level

I was able to better understand my clients, their business and what they wanted.

Besides building relationships with my clients I have been able to build them with

my co-workers as well. I have done this for the duration of my employment at The State

News and also by becoming a team leader. As a leader I work with co-workers while in

the office and during our meetings to monitor their progress with their clients. This

allows me to make sure they are keeping up on communication with their clients, which

mean contacting them weekly and also following up with them weekly. Other duties

associated with being a leader is making sure the employees are aware of promotions,

contests and other things that may be going on for the newspaper.

One cannot do all of this without having efficient time managing skills. I am a full

time student at Michigan State University and must budget time when I am not at work to

keep up with schoolwork. Not only am I handling my time between work and school, I

am trying to juggle some down time for myself to rest and prepare for becoming a

Mother. At the start of the ‘06 fall semester I became pregnant and had to adjust my time

management. I am expecting this spring, but hope to be back at The State News in the

fall.

Leadership, relationships, communication, co-workers, time management; these

are a few objectives that represent my philosophy of selling. Lastly, I would like to point

out that even though I was not handed the biggest accounts, I dedicated my time to the

accounts I received and it was more fulfilling to my experience then purely handling

large accounts. I will be able to take that with me and look back on that and apply it to

other situations in my life.

ennifer Lynn-Raquel LentzJ

1730 Huntsville Drive, Apt. G - Haslett, MI 48840517-719-7856 - [email protected]

Senior Account Executive January 2007 - Present

Account Executive February 2005 - January 2007The State News, East Lansing, MI - Execute print and online advertising sales of over $168,000. - Integral part of revenue building team for the largest collegiate newspaper in the country (daily circulation of 28,500). - Manage and maintain over 20 regularly running contractual clients and 30 prospective & seasonal accounts. - Assist clients in developing effective advertising campaigns.

Advertising Sales Team Leader January 2007 - PresentThe State News, East Lansing, MI - Oversee and manage a team of Account Executives. - Hold weekly meetings regarding sales execution & advertising strategy.

Michigan State UniversityEast Lansing, MIJanuary 2004 - Present, GPA 2.38Bachelor of Science in Family and Community Service, Fall 2008

PRE1 Smart Publisher; AdPro; Windows; Microsoft Office

experience

education

skills

JL

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Chris Pumpelly Division 6a – Sales Representative of the Year

The University Daily Kansan The University of Kansas

December 27, 2006

CNBAM Selection Committee

Salesperson of the Year

To Whom It May Concern:

I have to admit that when Chris Pumpelly first told me he wanted to switch from ad

design to ad sales 18 months ago, I was skeptical about his ability to sell well. He was so

different than most other salespeople. In fact, he’s different in general; he’s very, very

quirky. However, I learned two things very quickly about this designer-turned-salesman:

he has natural sales talent, and his quirkiness surprisingly enhances this talent. Chris is an

oddball; there’s just no way around it. But I believe this that makes him deserving of your

award for Salesperson of the Year. Let me explain what I mean.

First, Chris sells with an absolutely unmatched passion for delivering what his clients

need. He sells what he calls “smart campaigns”, and he knows when his solutions are

right because he spends time learning about his clients. He uses that knowledge to

develop innovative campaigns that help his customers connect with students. And he

does this with very quirky and yet very professional enthusiasm.

For example, Chris has worked with KU Information Technology for over a year now.

This office manages email, Internet, research and library services. It’s not the most

exciting account, and for years, their ads have been dry, boring and text-heavy. When

Chris first took on this account, he held several meetings to understand what this client

needs and what results they expect from the Kansan. He knew that frequency would be

key, and he knew that the client would have to trash the dry copy. He shared honest, blunt

feedback with this customer, and she grew to trust Chris.

After some work, Chris presented an innovative idea involving an anchored-position ad

on a high visibility page with some much edgier copy that spoke to how students use Info

Tech’s products. The better ads combined with a stable, frequent schedule was absolutely

the perfect solution. The customer bought Chris’s idea and has been satisfied with it and

him for over a year now.

In short, this client, like all of his clients, bought Chris. They buy his energetic passion,

his unconventional ideas, his attentiveness to their needs, and his unfaltering faith in the

Kansan’s ability to deliver results. These are accounts that have been with the Kansan for

years, but it wasn’t until Chris that they started to really believe in what they’re doing

with us. That makes for valuable, lasting relationships that deliver results for the clients

and credibility for the Kansan.

Even further, Chris has built a successful leadership career by combining his natural

talent with dedication to bettering the Kansan. He has coached other salespeople with the

same passion he brings to his clients. His love for this organization comes out in the form

of (very loud) shouts of joy when we achieve a goal, or goofy smiles and funny dances to

lighten the mood in the office, or on-the-spot, over-the-top celebration when a new

salesperson makes even the smallest step in progress toward his or her goal. Nobody else

on staff does these things as often, as expressively, as heartfeltly as Chris. He leverages

his sometimes unhinged enthusiasm about this paper to motivate other salespeople, to

help them through stress and challenges, and to inspire in them the same passion he

works with every day.

So when people tell me that Chris is a bit quirky, I can’t help but smile. He is

unconventional. He is wildly creative. He is strange and enthusiastic in his motivation

styles. But it works, because in every relationship - clients or peers - Chris starts by

listening and finding innovative ways to deliver what his customers or his fellow

salespeople need.

To conclude, Chris matches all of the qualifications you’ve noted, but that’s not why I

recommend him. He’s not an expert on our products. He hasn’t memorized the rate card,

and he hates doing paperwork. Those things are important, but they do not make results

happen. Chris knows this. He knows that clients say “yes” because of a trusting

relationship and a hell of a smart idea. It’s strikingly simple, and yet so many salespeople

don’t know this. Chris does, and that makes him different. He has leveraged his

quirkiness into results for his clients, inspiration for his peers, and a record-breaking sales

career at the Kansan. For this reason, I recommend him for this award.

Sincerely,

Jennifer Weaver

Sales and Marketing Adviser

The University Daily Kansan

January 5, 2007


I am very honored to write a recommendation for Chris Pumpelly for the award of

Salesperson of the Year. My business has been in Lawrence for four years and Chris and

I have worked together for the last year and a half. After this time I can honestly say I

have never had a better advertising representative, from the Kansan or otherwise. It is

unfortunate he will be leaving the paper in May to graduate.

The KU campus is very important to my financial success. Since Chris is a student, I rely

on him to discuss strategies and brainstorm new ideas to bring fresh customers into the

club and help create loyalty among current customers. One of his main talents is his

ability to be creative with my ads while working within a tight budget. Every time we run

an ad campaign with Chris, we see more students coming through the door than we

expect.

Being a nightclub, my schedule is hectic and fast-paced. Despite this, Chris has always

been very professional and accommodated for my needs. Even though we sometimes can

only meet at midnight to talk about my advertising, Chris is dependable and keeps his

word.

Once again, I grateful for the success we have had and therefore very pleased to write this

letter of recommendation. His professionalism and knowledge are beyond his years. I

hope the Kansan will continue to hire sales reps of his caliber. He will be missed.

Yours,

Will Reed

General Manager

AllStars Sportsbar and Cabaret

Chris Pumpelly Division 6a – Sales Representative of the Year Personal Selling Philosophy To Whom It May Concern:

People talk about their “greatest strength” or their “greatest weakness” in interviews. Examples they give are typically sanitized and cliché, and the “weakness” is usually still a strength anyway (i.e., “I am a perfectionist.” Yeah, sure.) Generally, I think the question is unnecessary and pointless in interviews. However, I am going to talk about my greatest strength and weakness in this letter. Why? Because it’s in how we handle the things that are right and wrong about us that make an effective salesperson exceptional. Part of my personal selling philosophy is acknowledging my weaknesses and dealing with them. In my last two years selling for The University Daily Kansan, I have overcome many weaknesses, transforming them into strengths. My personal selling philosophy centers on three of those things: need for belief in what I do, building deep, honest relationships and working with unmatched passion. My Greatest Weakness

My greatest weakness-slash-strength in sales is my stubborn need to believe before I sell. Allow me to explain. When I first started working in the creative department at The University Daily Kansan my freshman year, I privately observed the behaviors of the salespeople and tried to emulate their best practices. The most successful account executives—in every dimension from time management to consistently breaking goal—were the ones who acted with supreme integrity and confidence in the products they sold. The truly successful saw the inherent value in the medium in which we work. When it came time to move away from creative toward advertising sales, I aggressively embraced the notion that I must first believe in what I am selling before I can attempt to sell it to someone else. Otherwise, I am selling not for the client’s benefit, but for mine. So, I began to learn about everything we offer. Coupons, ROP, tabloid, special sections; we have a dizzying range of products. But I knew that to be the best, I must realize how each one fits into a marketing mix for the thousands of clients who invest millions of their hard-earned dollars into our products. My Greatest Challenge

Holding belief in the product and, consequently, selling it, is something I do exceptionally well in relation to a professional salesperson. Part of the reason for this is that I am the target market for my clients, and I—not some media director buying space solely off of CPM—know best how to reach them. Beyond this, my clients trust me because of the nature of our interactions. I challenge myself to enjoy a consultative relationship with every client, and to do so first requires honesty and mutual trust brought about by this honesty. This goes beyond cordiality and thank-you notes. I, in at least the most basic way, want my clients to see me as a “friend” of sorts in the business. But this does not mean making small talk and telling jokes. Sometimes the best thing a client needs is frank honesty from a friend. For example, there is a popular drinking establishment in Lawrence, which for years had relied on word of mouth and sporadic ROP advertising. “Everyone knows us,” said John, the owner. Unfortunately, John was losing share to the dozens of other bars in more convenient locations. The bar’s reputation wasn’t the best in town, to boot. Nervous as I may have been, I took a chance

Chris Pumpelly Division 6a – Sales Representative of the Year Personal Selling Philosophy with honesty. I explained to John how things are changing with perceptions and student tastes, told him that a drastic change was needed. John, proud as he was, was not happy to hear this. Still, it was at that moment we forged a relationship based on trust rather than affability. Since then, John’s signed our largest contract, worth ten times the amount he had run in the past. My Greatest Strength

Finally, I build my momentum in sales off of my greatest strength. It’s not in perfect rote memorization of the rate card. It probably isn’t in keeping in line with authority. My greatest strength lies in my passion to see my clients and the Kansan as an organization succeed. Saying it’s my greatest strength is an understatement. I thrive on it. I realized far too late in life that if I want to be successful, I couldn’t stop being who I am. Part of who I am lies in this enthusiastic urge to challenge the status quo and motivate others by my ambition. I know that I am good at what I do, but I don’t need my ego stroked. I am much more fulfilled by transferring my energy into those with whom I work. Let me give you a great example.

There is no greater joy that I get from selling ads than to hear that an ad worked. I have a particular client—the manager of a gentleman’s club—who is strictly limited in his freedom to advertise as he wishes. Be it budget constraints or problems with deadlines, it’s hard to make things work for him. I wanted so badly for things to work that I made the ads myself and met with him at midnight a couple times, since that was his only available moment. After one particular campaign last semester, I had the meeting I dream about. “Chris, you made it happen, buddy,” he said. It wasn’t much, but those simple words alleviated any irritation or hardship that comes with this job. When it comes down to it, my selling philosophy isn’t about handling objections. It’s not about writing the best proposal. It’s not even about saving the day through creating a successful product or selling a big ad. My selling philosophy is about people. The secret is finding new and better ways to work through my difficulties to connect with those people on a personal level. Through my belief in the Kansan, manifested in my passion for what I do and conveyed through meaningful professional relationships, I have become one of the most successful salespeople at the paper. But what’s infinitely more important is that through all of this, my clients have also found success. Sincerely, Chris Pumpelly

Chris Pumpelly

Division 6a – Sales Representative of the Year

Job Descriptions

Spring 2006: Zone Manager

“-Positively coach sales team to sell more advertising, maintain production relationships

with customers and develop new business for all Kansan products.

-Provide on-going training for the team, including sales skills, leadership, resolving

objections, time management and facilitating design training as needed for creatives.

-Manage and evaluate team’s performance using meetings, call logs, sales/linage reports,

and going on sales calls.

-Sell advertising above quota for your accounts and maintain productive relationships

with your customers.

-Support the Business Manager and Sales Manager in the Kansan’s mission, including

new ideas, planning for long-term growth, developing products, resolving staff and client

issues and motivating the staff.”

Fall 2006: Major Accounts Representative

“The Major Accounts Representatives will discover, develop and maintain relationships

with the top accounts of The University Daily Kansan. It is the primary role of Major

Accounts to not only grow ROP revenue over the previous semesters, but also create

innovative advertising and promotional solutions for the Kansan’s most important clients.

Major Accounts Representatives must also attend and contribute at management

meetings. ‘Majors’ representatives are expected to have the strongest repertoire of skills

in the areas of advertising sales, customer service, time management, leadership and

coaching newer account executives. In short, ‘Majors’ are expected to be the best

representatives the Kansan has to offer.”

Chris Pumpelly Division 6a – Sales Representative of the Year Sales Records

2006 Goal vs. Actual Revenue by Semester

2006 Goal vs. Actual Revenue by Semester

2006 Goal vs. Actual Revenue by Month

2006 Goal vs. Actual Revenue

TOTAL

Chris Pumpelly Division 6a – Sales Representative of the Year Sales Records

By the Numbers

QUOTA vs. ACTUAL REVENUE Zone Manager QUOTA REVENUE % to QUOTA Jan-06 1761.56 1386.9 79% Feb-06 6632.19 4248.51 64% Mar-06 5935.89 5125.6 86% Apr-06 4810.71 6196.78 129% May-06 4366.08 6988.85 160% SPRING 2006 23506.43 23946.64 101.87% Majors QUOTA REVENUE % to QUOTA Aug-06 7430.01 10028.5 135% Sep-06 8079.7 9462.55 111% Oct-06 9597.15 14235.9 148% Nov-06 5719.65 8632.3 151% Dec-06 3257.15 8191.53 250% FALL 2006 34083.66 50550.78 148.31% TOTAL 2006 57590.09 74497.42 129.36%

Conclusion: By exceeding my revenue goal by nearly $17,000 more than 2005’s numbers, I helped my sales team beat its Spring 2006 numbers and the Kansan as a whole smash its Fall 2006 goal.

Chris Pumpelly Division 6a – Sales Representative of the Year Sample Proposal August 24, 2006 Dear Diandra,

It was great to get in touch with you today. It got hectic in the office right after I got off the phone, so I apologize I was unable to get back with you immediately. Anyway, I want to catch you up on a few things. First, as of August 1, the Kansan went to a contract rate system, replacing the old “earned rate” system. As you know, almost every major newspaper follows this rate structure and it delivers a much better consistency in your rates. Our new rate card can be found at www.kansan.com/advertise. The contract rate information is on page 3. I took a little time looking at your history and here is what I recommend, based on what you’ve invested in the past:

We will run the (1) 4 col. x 5 inch "Monday Madness" ad each Monday along with (1) 4 col. x 5 inch "Late Night Special" ad each Thursday. Given there are 31 weeks left in the academic year, this would equal 1,240 column inches up through the end of May. This is not including any special sections (listed on page 5 of the rate card) or any online advertising (www.kansan.com/inventory). At this time, however, I would recommend the 1,000-inch contract agreement level, which equals $8.20 per column inch.

But if you believe you would like to once again be involved in most every special section and Poster Series, please consider the 1,500 inch agreement level. This offers a pci rate of $7.90. Think this over a little and please contact me with any questions.

Sincerely, Chris Pumpelly Major Accounts Representative Work: (785) 864-4358 Mobile: (316) 519-3266 Fax: (785) 864-5261 [email protected]

Christopher J. Pumpelly

1145 Indiana St., Apt. #2, Lawrence, KS 66044 • Mobile: (316) 519-3266 • E-mail: [email protected]

Education: University of Kansas Lawrence, KS William Allen White School of Journalism and Mass Communications

Bachelor of Science in Journalism with an Emphasis in Strategic Communications College of Liberal Arts and Sciences

Bachelor of Arts in Communication Studies – Graduation date: May 2007 Experience: The University Daily Kansan Lawrence, KS Senior Account Executive/Zone Manager/Major Accounts August 2005 – present

• Build relationships with more than 40 clients

• Exceeded fall 2006 semester by more than 148 percent to goal

• Coach new members of team in sales and time management

Promotions Manager January – May 2005

• Analyzed needs of the Kansan marketing environment

• Prepared and executed revenue-generating events

• Educated staff with pertinent marketing information

Creative/Creative Director January 2003 – December 2004

• Coached, directed and supported a staff of seven creatives

• Acted as a liaison between creative, production and sales teams

• Collaborated with marketing manager to deliver an effective self-promotion campaign The News Tribune Tacoma, WA Advertising Sales Intern Summer 2006

• Contacted and analyzed needs of clients in two territories

• Created and sold an $18,000 advertising plan to an inactive account

The Wichita Register / Daniels Publishing Wichita, KS Production Assistant Summer 2003

• Created print advertisements for clients in the Wichita area

• Assisted the editor with design and layout of the magazine

• Prepared and sent final documents to press Honors:

• College Newspaper Business and Advertising Managers, Inc. - Third Place, Best Online Display Ad, 2004 • The University Daily Kansan Advertising Staff

- Creative of the Month: February 2003, July 2004 - Manager of the Month: April 2005, April 2006 - Senior Account Executive of the Month: October 2005 - Kansan Pride, October 2006 - Sales Team of the Semester: Spring 2006

Chris Pumpelly Division 6a – Sales Representative of the Year Additional 2006 Achievements

• Active Accounts: 2005 vs. 2006

Conclusion: In addition to growing overall revenue by nearly $17,000 more than 2005’s numbers, I realized my goal of involving more inactive and new business accounts into my sales focus.

• Secured most contracted revenue on staff ($54,000) • Top revenue getter for Fall 2006 • Awarded Kansan Pride – Oct. 2006 (recognizes staff members who

demonstrate outstanding spirit and drive) • Spring sales team under my leadership was awarded “Outstanding Zone of

the Semester” • Awarded membership to the Kansan “K Club” after bringing in more than

$10,000 in August 2006 (10 issues) • Awarded “Manager of the Month” in April 2006

Katie Abrahamson The University Daily Kansan

Division 6a

December 28, 2006

CNBAM Selection CommitteeSalesperson of the Year


I am excited to recommend Katie Abrahamson for CNBAM’s Salesperson of the Year. Ihave to admit that when I first met Katie a year ago, I was unsure about her ability toeffectively generate ad revenue for the Kansan. She was so sweet, so nice in herinterview; I wondered if she could handle fierce objections and difficult sales calls.

In her first 30 days, I learned that I was wrong to doubt her. First, she approached herclient list aggressively and strategically. This enabled her to deliver exceptional customerservice to her active accounts while prospecting for new business. She also showedpassion for her product and the value she brings to their businesses.

Second, Katie used her uniquely genuine and sincere personality to endear herself to herclients, even those that have traditionally been very cold to the Kansan. Several of herclients had, over the years, grown very impatient with disengaged, disorganizedsalespeople who just “take the order.” These clients wanted more ideas, feedback andplans than the average salesperson offered. They also wanted topnotch customer service.Katie was challenged to prove to these clients that she could provide these things with theutmost professionalism and attentiveness to their needs.

To say that Katie jumped to the challenge would be a gross understatement. She provedto these clients, herself and her team that not only is she brave enough to push theenvelope, but that she could respond with sharp but polite professionalism and strategicselling skills that resulted in fantastic ads that satisfied the customer. She proved thatbreaking through age-old barriers requires that a salesperson listen to a client, offer asmile and show a genuine interest in developing a strong relationship.

Now that Katie is quickly progressing through the ranks at the Kansan, I’m not sure whyI ever doubted her abilities. She is one of those rare salespeople that is able to connectwith clients of all types on a very human, very trusting level. Further, Katie consistentlyexceeds her quotas, is regularly activating new accounts, and maintains excellent clientrelationships. For these reasons, I highly recommend her this award.

Sincerely,

Jennifer WeaverSales and Marketing AdviserThe University Daily Kansan

December 20, 2006 To Whom It May Concern: I am writing to highly recommend Katie Abrahamson as “Salesperson of the Year,” representing the student newspaper, The University Daily Kansan, at the University of Kansas (KU). In my position as associate director of marketing at the Lied Center of Kansas—home to the performing arts at the university and a state-of-the-art facility in the region—I worked closely with Katie during the fall 2006 semester on our advertising needs within the student newspaper. And, I look forward to working with her during the spring semester as well. Advertising for the Lied Center in the University Daily Kansan is a key component in our marketing strategy to reach University of Kansas students, to provide them with information about upcoming performing arts events, and to encourage them to buy tickets. The center is part of the university structure, but it is 85% self-supporting, and its primary means of support is generated ticket revenue, so it is very important that we reach a key constituency for us, which are KU students. And, our primary means of doing that on the KU campus is through advertising in the Kansan. So, it is imperative that I have an advertising representative at the newspaper that I can rely on, and Katie is definitely that person. In working with her on our advertising needs, she has always been reliable, courteous, conscientious, and informative with regard to providing me with promotional options at the newspaper. She has gone “the extra mile” on several different occasions in making herself available for questions or concerns that I might have with regard to our ad buys or placements, and in keeping the lines of communication open. In short, Katie is one of the best advertising representatives that I have worked with at the Kansan in my eight years of working with student representatives there. Again, I highly recommend her as “Salesperson of the Year.” Cordially, Brad Knauss Associate Director of Marketing Lied Center of Kansas

Katie Abrahamson Personal Sales Philosophy Division 6a Weary from walking in the bitter January cold, I tried to hold my head high as I entered yet another business. I remember thinking, I suppose it is true that for every ten “No’s” you’ll receive one “Yes.” Despite feeling less than perfect, these negative thoughts instantly disappeared when I began describing to this client why advertising in The University Daily Kansan is the best way to reach the student market. I tried to incorporate everything I had just learned at the Kansan’s weeklong intensive training program, and I added my personal touches. I provided this business with an innovative idea for reaching KU students, and before I knew it, I had made my first sale as an account executive.

The euphoric feeling after that first sale is a memory I will always keep with me; suddenly, I felt on top of the world, and I was ready to tackle other difficult clients. Day after day, I became a little less anxious before visiting clients and I began building valuable relationships with them. The managers and other account executives at the Kansan motivated me to perform my best – whenever any of my colleagues had a successful day, I would also go above and beyond what was necessary in order to present innovative ideas to my clients. My drive to succeed is evident in achieving and exceeding my monthly and semester sales quotas. Exceeding my semester sales quotas would not be possible if my clients did not trust both the product, and myself; therefore, my sales philosophy is based building customer relations and perseverance. As my strongest personality trait, perseverance allows me to achieve sales excellence. Perhaps more importantly, perseverance allows me to activate new and zero-quota accounts that are now consistently and successfully reaching the student market by means of the Kansan.

Building customer relations is, to me, of the utmost importance. Each client has unique needs and concerns, and one must maintain a level of professionalism even when a particular client is difficult to manage. In my two semesters on staff, I have thrived on building relationships with clients who have previously been disappointed with advertising in the Kansan. During meetings with such clients, I delve into the clients’ needs, ask questions about business sales, and finally, ask how I can successfully manage their account. Being honest with a client shows my commitment to improving their business; this “help me help you” theory is necessary for all client interactions.

Another difficult aspect of client relations involves handling objections. To combat every objection, I provide my clients with testimonials and other success stories from similar local clients. I also provide a number of reasons why their business should advertise in hopes that they would see a revenue growth from the student market. I also make a strong emphasis on being truly interested in my client’s business goals and do not push unnecessary sales for personal reasons. (In other words, I put my clients’ needs and interests first, and in doing so, it is easier to achieve sales quotas.) Gaining the client’s trust, however, does not happen in one day. I usually visit and contact many clients at least three times before making one sale, and after each sale, I follow up by delivering a

copy of the paper and mailing a thank you note. Although contacting clients a certain numbers of times can generate sales, my proudest moments are those where clients consistently saw results from their advertisements and they are excited (no longer hesitant) to begin specialized, promotional or branding advertisements.

One of my favorite clients is Saffee’s, which is a woman’s clothing boutique in Lawrence. For a number of semesters, Saffee’s advertised about twice a semester in the Kansan but understandably did not see a growth in student revenue. I met with the owner, Steve, to learn more about his boutique and we discussed the new fashion trends for Spring. After gaining Steve’s trust as a reliable and selfless account executive, I presented Steve with an advertising proposal based on creating awareness of the Saffee’s brand. By promoting the brand in a variety of the Kansan’s products, including advertisements in special sections, run-of-press and an online campaign, Steve saw his revenue increase from the female student market. By effectively presenting myself as a knowledgeable, motivated and dedicated account executive, Saffee’s is now a consistent client with the Kansan, and is one of the more popular female clothing boutiques in Lawrence.

Perseverance is a trait I try to exude when meeting with clients and also when working with colleagues in the advertising office. When I meet with clients, many of the ideas I present are dismissed and I must think quickly to present another, more specialized idea. I am always prepared to present a variety of options that will fit my client’s needs. Similarly, many of my clients have busy schedules and are sometimes late for a meeting. Instead of being personally offended, I use this time to browse through the business, look at the products and sale items and gain more information to use for their comprehensive campaign. This proves to my clients that I am devoted to bettering their business.

Another important aspect of being an account executive is conducting a level of professionalism in the advertising office. Working on a staff of 30 peers is dynamic; each individual brings a new selling technique to the staff and we all learn from one another. Undoubtedly, some of my colleagues have difficulties reaching their monthly quotas, and I try to encourage them to persevere. As a senior account executive this past semester, I trained and motivated entry-level account executives. In particular, I enjoyed asking my peers how they had developed their client relations, and then I suggested a number of tactics for strengthening these relations. By providing suggestions on how they could present themselves to their particular clients, our zone was able to successfully reach our semester revenue quota. Although a life of sales is like a rollercoaster, the one “Yes” I receive for every ten “No’s” is well worth the work. I believe that my innate sense of developing customer relations and above all, my perseverance has not only allowed The University Daily Kansan to see a growth in accounts and revenue, but has also facilitated an increase in awareness for each client.

APPENDIX

Katie Abrahamson Monthly Quota vs. Revenue, 2006 Quota Revenue

January $740.10 $390.60February $806.57 $1,829.12March $2,371.18 $2,310.38April $2,222.97 $2,485.74May $1,688.05 $2,864.18August $1,534.77 $3,926.01September $4,032.38 $4,587.70October $7,187.48 $7,841.26November $6,341.07 $5,832.67December $2,026.57 $2,704.05Annual Total $28,951.14 $34,771.71

Conclusion: By exceeding my monthly sales quotas, I successully helped TheUniversity Daily Kansan exceed it's Fall 2006 quota of $420,867.

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Semester Quota RevenueSpring 2006 $7,828.87 $9,880.02Fall 2006 $21,122.28 $24,891.69Annual Total $28,951.15 $34,771.71

Conclusion: For Spring 2006, I exceeded my quota by 26%, or a revenue growth of $2,051.15. For Fall 2006, I exceeded my quota by 18%, or a revenue growth of $3,769.41.

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Katie Abrahamson Active AccountsMonth Quota Accounts Active AccountsJanuary 5 2February 2 7March 9 4April 6 4May 7 8August 5 7September 12 13October 14 15November 12 14December 7 7

Conclusion: By activating new and zero-quota accounts, I was able to achieve $2,051.15 in revenue growth for Spring 2006 and $2,531.15 in revenue growth for Fall 2006.

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Katie Abrahamson Other Notable Achievements/Brief Job Description Division 6a Fall 2006

• Sold $41,550 amount in annual contractual revenue, fourth highest on staff • Sold $1700 in online revenue which was 196% over my semester goal

o My online sales accounted for 31% of zone’s online revenue goal and 13.7% of staff’s online revenue goal

• Activated six new accounts, totaling $2,531.15 in revenue growth • Up-sold seven accounts by at least 84% over quota, totaling $6,533.15 in revenue growth • Awarded Senior Account Executive of the Semester • Awarded Senior Account Executive of the Month, August

Spring 2006

• Activated four new accounts, totaling $2,051.15 in revenue growth • Awarded Account Executive of the Semester • Awarded Senior Account Executive of the Month, May

Job Description: Senior Account Executive Manage roughly 25 accounts composed of local, regional and student businesses and organizations. Propose and sell advertising campaigns catered to these clients and incorporate a variety of avenues for advertising. Must be knowledgeable on the University Daily Kansan’s products and propose a product and marketing mix for a client. Requires between ten and fifteen hours a week. Payment is commission based.

Katie Abrahamson Division 6a Examples of Work Client: Hobb’s, Inc. is a men’s and women’s clothing and accessory boutique. Locally owned and operated in Lawrence, Kan., Hobb’s carries a variety of designer labels and caters towards the creative minds. According to Hobb’s website hostofcool.com, “The unexpected is the expected at Hobb’s as merchandise evolves in every direction.” Advertising Campaign: For Hobb’s, I wanted to develop an advertising campaign that is consistent with their image as an eclectic boutique. Hobb’s placed a variety of advertisements throughout the Kansan’s products, including Sex on the Hill (special section), run-of-press and online advertisements on Kansan.com, respectively. (These advertisements are not to scale and the online advertisement can be found within this document). Goal: To increase student awareness of the Hobb’s brand and to gain an increase in student revenue for Fall 2006. To design consistent advertisements that features the Hobb’s brand. Results: By consistently promoting and branding Hobb’s unique clothing lines, Hobb’s saw an increase in student revenue. Hobb’s also increased their advertising expenditures with the Kansan by 254% since Fall 2005. Currently: Hobb’s is advertising on Kansan.com and I am developing another campaign for the Spring semester. I plan to incorporate the consistent, unique feel of these advertisements into this new campaign as well.

December 19, 2006 Dear CNBAM Judges:

As a second year veteran at The Pitt News, Dennis Hazenstab has proven himself on many levels. In the office, he acts as mentor and friend to the rest of the sales team, and he leads by example with his strong work ethic. He acts as liaison between production, the design team and the customer to create effective advertising campaigns that ultimately win both his customers and himself more business. Dennis is a dedicated employee, a loyal friend and a businessman with true integrity. I am proud to present Dennis Hazenstab to you as a nominee for CNBAM’s Sales Representative of the Year Award.

Our territories are broken down geographically here at The Pitt News, and while most reps are assigned very small areas that surround the University, we do have several outlying territories which all call for especially assertive and polished representatives. The challenges that these particular territories present include customer indifference to our very specific target audience and the simple fact that businesses outside of the campus are just not as familiar with our product. Many do not see the potential benefits to their businesses in placing their message before college students. Dennis spent his first year at The Pitt News in our on-campus Forbes Avenue territory and had great success there, with revenues up 19% over the previous year. What impressed us most about him, though, is the fact that even while he had the veteran rep’s privilege of choosing his territory for the 2006/2007 academic year, he chose one of the most challenging territories, our North Side/Strip District region. This year, he has spent his time familiarizing merchants and corporations in this remote territory with the University of Pittsburgh market; it has involved formal presentations, assertive follow up and consistent face-to-face meetings. He excels at all.

Revenue in the Strip District and North Side of Pittsburgh has increased by 67% over

2005. Perhaps more importantly, though, is that most of that increase is comprised of new business. Dennis has brought in 36 new contracts, and all have allowed for room in their 2007 budget for advertising in The Pitt News. Dennis knows that the sale begins at the contract signing. He is conscientious about steady follow up with current customers, but he never allows a day to go by without adding prospects to his sales funnel. He is hungry for the sale, but balances that desire with sincere concern that he is keeping his customers’ best interests at heart.

Dennis Hazenstab must also be recognized this year for his acute sense of marketing and public relations on behalf of The Pitt News. He initiated special trade agreements with Live Nation, The Pittsburgh Penguins and The Pittsburgh Pirates, ultimately winning significant readership involvement as well as increased advertising revenue. Instead of working flat trade deals, Dennis made formal presentations to these organizations that involved a split between cash and tickets. Together with our Arts & Entertainment and Sports editors, he created trivia games that required reader participation and reward in the form of free tickets. Readers had to appear in person at our front desk with answers to the trivia questions in order to qualify to win, and the program resulted in an infectious excitement on campus. Revenue from the advertisers increased over last year by a collective $16,000, and our relationship with the sports teams and Live Nation is more professional and more productive for all.

As you will see on Dennis’ resume, The Pitt News shares him this year with Dell

Computer, who hired Dennis this summer as the campus Dell Representative for the University of Pittsburgh. Dennis has received several special awards from Dell for his sales performance and was named Dell’s Representative of the Quarter for the second quarter of 2006.

While other sales representatives spend a good amount of office time worrying about

upcoming exams and projects, Dennis keeps his academic life and his work at The Pitt News separate. An Accounting and Marketing double major, Dennis carries a 3.8 GPA; he is modest when speaking about his grades, but consistently helps other students after hours in their exam preparation.

For friendly competition’s sake, we split our sales force into two teams, and this year

Dennis was appointed Team Captain. He is charged with monitoring his team members’ paperwork, sales presentations and prospecting activity. His efforts paid off this semester when his team won. Always willing to accompany less experienced reps on sales calls, Dennis also assists in drafting other reps’ proposals and ad design. He serves as an invaluable role model, lending a hand wherever needed while consistently exceeding his quota, sometimes by more than 100%.

More important than grades or final sales revenues is the measure of character.

Dennis Hazenstab is a good-natured man with solid principles. He displays a work ethic that serves as a model to other employees, while still maintaining a refreshing light-hearted approach with his customers and prospects. He has applied to be next year’s Business Manager at The Pitt News and is looking forward to improving our internal operations and procedures in 2007. I thank you for this opportunity to share one of our most treasured assets, and appreciate your consideration in awarding Dennis Hazenstab with CNBAM’s Sales Representative of the Year.

Sincerely, Laurie Holding Advertising Adviser

The Pitt News 412-648-7820

December 28, 2006 Members of CNBAM, Over the last year at Boomerangs Bar & Grille, one of our most valuable assets has come from someone outside of our normal operations. As my advertising representative from The Pitt News, Dennis Hazenstab and I have worked together to build a strong professional and personal relationship that has directly translated into growth for my business. As a result of his dedication and the trust he has built with me and my staff, I am recommending Dennis for the CNBAM 2006 Sales Representative of the Year. Using Dennis as a consultant in reaching the college demographic, I have been able to penetrate The University of Pittsburgh market faster and stronger than I ever anticipated. In addition to working with me in developing an efficient and successful advertising campaign, Dennis also regularly attends onsite promotions and personally monitors the success of our programs through his social networks as a student. In my experience working with Dennis, I can see he is truly passionate about what he does and has a genuine concern for the success of his customers. During times of adversity for my business and our relationship with The Pitt News, his persistence in following up and finding solutions to problems has been most evident. After one incident in particular, he consistently met with me in person, well after normal business hours, and showed his resolve in maintaining a long term relationship between my business and The Pitt News. His positive attitude and work ethic remain steadfast despite the time of day or the complexity of the situation. As a dedicated and loyal customer of The Pitt News I am excited to work with Dennis again in 2007 and support him in his effort to become the next Business Manager. However, despite what takes place throughout our professional careers, I look forward to continuing the trust and respect Dennis and I have for one another. I am proud to nominate Dennis Hazenstab as the 2006 CNBAM Sales Representative of the Year. Thanks, Jared Hosack Owner/Director of Operations Boomerangs Bar and Grille 3909 Forbes Avenue Pittsburgh, PA 15213 412.578.8491 www.boomerangsbar.com

January 2, 2007 To: Members of the 2007 CNBAM Awards Re: Personal Selling Philosophy The personal and professional relationships I work to build with my coworkers and my customers have become the single most important part of my sales philosophy at The Pitt News. However, I will carry the establishment of trust and respect for all of the people involved in my business throughout my sales career and beyond. In the office, I want to work as closely as possible with every aspect of our business. Developing a broad understanding of production, editorial and billing has helped me relate with my peers and with my customers. Working with the entire staff to promote the overall efficiency of our operations provides a better product for our customers and develops an environment where everyone involved can succeed. The trust and dedication I promote through the people around me will transcend into the growth of my sales and more importantly the growth of our business. Building a relationship with my customers where we can relate personally and professionally has been instrumental in my ability to help their business grow. I want to be as close as possible with my customers, so I can understand their specific needs and develop solutions that fit them best. I am an invaluable resource at their disposal and I want to extend my knowledge in marketing and my knowledge as a college student to develop the most effective advertising campaign as possible. I have had the most success in sales when I have been able to work with customers to brainstorm a promotion, make it successful and work together to make it even better in the future. After establishing a strong and cohesive relationship, working together and problem solving as a team becomes fun and easy. Maintaining trust and a commitment to customer service is the other step in continuing a successful relationship. I take pride in phone calls from advertisers where they are overcome with excitement because we developed a plan for success and it worked. Similarly, I take pride in being the first person called when there is a problem or we make a mistake. All of my customers understand I am working for them and whatever situation arises, we will work through together and we will find a solution. The ability to interact

my customers during high points and low points has been one of one of the most rewarding and challenging parts of sales. The close relationship and level of trust I have with my customers has directly translated into success at The Pitt News and will continue to help me grow as a sales person throughout my career.

2006 Quota to Goal Revenues

Month 2005 2006 % to QuotaJanuary 4,000.00$ 6,654.00$ 166%February 7,606.00$ 7,623.00$ 100%

March 5,264.00$ 5,265.00$ 100%April 4,913.00$ 6,185.00$ 126%May 19,253.00$ 21,449.00$ 111%June 11,751.00$ 7,141.00$ 61%July 7,142.00$ 7,148.00$ 100%

August 23,477.00$ 30,297.00$ 129%September 5,682.00$ 11,826.00$ 208%

October 4,597.00$ 4,968.00$ 108%November 4,398.00$ 3,991.00$ 91%December 1,811.00$ 1,890.00$ 104%

Total 99,894.00$ 114,437.00$ 115%

OBJECT IVE Represent The Pitt News as the 2006 CNBAM Sales Representative of

the Year.

EDUCAT ION

University of Pittsburgh College of Business Administration Majors: Market ing & Accounting Graduat ion: Apr i l 2008 Minor: Economics

GPA: 3.8103

SK I LLS Knowledge and understanding of Microsoft Office- Excel and

PowerPoint, and Microsoft Word. Strong Communication and Presentation Skills.

WORK EXPER I ENCE

The Pitt News Sept 2005-Present Advert is ing Account Execut ive Pittsburgh, PA Sell print advertising in person and over the phone, create ads, and set up advertising contracts for customers in Downtown Pittsburgh, Oakland and Bloomfield. Developed nearly 30 new accounts through research, prospecting and cold calling.

Dell May 2006-Present Campus Representat ive Pittsburgh, PA Market student purchase program that generates over 1 million dollars in revenue a year. Make presentations and cold calls to University departments. Meet and develop relationships with potential customers to give recommendations and assist in the purchasing of Dell, Microsoft and Intel products.

Majestic Ridge Golf Course June 2001-Aug 2005 Supervisor Chambersburg, PA Assisted in hiring and training of new employees, formatted schedules and oversaw daily operations. Coordinated dining facility for banquets and gatherings of over 150 guests.

AWARDS AND ACT IV IT I ES Mid-Atlantic Rep of the Quarter for Dell (June-August 2006)

Rookie of the Year at The Pitt News (2005-2006) Recognized on a National Call for Outstanding Performance by Dell

DENNIS P HAZENSTAB, JR.

APT #307 3609 FORBES AVE P ITTSBURGH , PA

PHONE (717) 404 1768 • E -MA IL DPH14@P ITT .EDU

Sales Proposal and Presentation

I have prepared a sales presentation for a fictitious restaurant coming to The University of Pittsburgh campus. My slides have a general pattern followed during all of my presentations. In my first slide, I have outlined details about their business that I would have already established over the phone or in person before the date of my presentation. Knowing the facts they gave me and the other information I found through simple research, I use this information to relate their strengths to the specific characteristics of our market. Once I have established the correlation between their needs and our market, I use statistics, demographics and testimonials to demonstrate why The Pitt News is the most effective media in reaching their target market. At this time, I make a formal proposal outlining the total investment of a campaign in our publication. During this time and throughout the rest of the presentation, I always remain open to questions and maintain the ability to adjust my presentation at anytime. While the length of this application prohibits me from representing all of the unique tools I utilize on my sales calls, I am always prepared with a second proposal. Usually, the second proposal is a smaller investment in case the customer is particularly taken aback by the initial proposal. I would also have spec ads prepared and pasted throughout our paper to give the customer an idea of how their ad would look in our publication.

January 4, 2007

A Relationship with

BEFORE

& AFTER

•  Opening Friday, February 9th, The Before and After Café is a 24-hour eatery expanding its chain to The University of Pittsburgh.

•  The restaurant plans to provide excellence in dining and service by offering great food at a great price.

•  In addition to the dining experience, B&A will also offer other amenities; wireless, Panther Funds, study areas, etc.

The Pitt News

The Pitt News

Your expertise in many areas and our diverse culture.

•  Breakfast, lunch and dinner offer the ability to target many different and undeveloped markets in Oakland.

•  Late night service and quality work well with a population that never sleeps.

• Accommodating setting spreads appeal across a larger segment.

• Buying income of $7 million per month.

• 10.1 million dollars spent at full service restaurants annually.

The Pitt News

• The Pitt News publishes Monday through Friday, 14,000 copies per day.

• Our publication reaches over 37,000 members of the Pitt family.

-17,000+ undergraduate students

-10,000+ graduate students

-10,000+ faculty and staff

• 7 out of 10 undergraduate students read TPN in a given week.

• Other schools, other media and our commitment to increasing readership.

The Pitt News

•  Advertising with The Pitt News reaches your target market with a highly competitive rate.

•  We provide additional services including online advertising and ad design.

• Our Customers

-Follow ups, weekly meetings, personalized service

“Of all our advertising, The Pitt News provides us with the best return on our investment. We get consistent results every time we advertise in The Pitt News. People

are always bringing in The Pitt News and stating, ‘I want this.’ “

-Lawrence M. Rettger, Corporate Sales Manager, Pac Comm Wireless

The Pitt News

One quarter every Monday and Thursday with color on a 15x contract. Date Size Space Charge Color Charge Total

1/22/2007 Quarter Vertical $150.00 Free Color $150.00 1/25/2007 Quarter Vertical $150.00 $75.00 $225.00 1/29/2007 Quarter Vertical $150.00 $75.00 $225.00 2/1/2007 Quarter Vertical $150.00 $75.00 $225.00 2/5/2007 Quarter Vertical $150.00 $75.00 $225.00 2/8/2007 Quarter Vertical $150.00 $75.00 $225.00

2/12/2007 Quarter Vertical $150.00 $75.00 $225.00 2/15/2007 Quarter Vertical $150.00 $75.00 $225.00 2/19/2007 Quarter Vertical $150.00 $75.00 $225.00 2/22/2007 Quarter Vertical $150.00 $75.00 $225.00 2/26/2007 Quarter Vertical $150.00 $75.00 $225.00 3/1/2007 Quarter Vertical $150.00 $75.00 $225.00

3/12/2007 Quarter Vertical $150.00 $75.00 $225.00 3/15/2007 Quarter Vertical $150.00 $75.00 $225.00 3/19/2007 Quarter Vertical $150.00 $75.00 $225.00

Total Investment: $3300.00

The Pitt News

The Pitt News

434 William Pitt Union

Pittsburgh, PA 15260

Office: 412.648.7978

Fax: 412.648.8491

[email protected]

Please contact us at anytime as your thoughts are invaluable to us.

January 16, 2007 Dear CNBAM Judges: It is a pleasure to write this letter of nomination for CNBAM’s Sales Representative of the year for The Pitt News’ Jeremy Burke. Jeremy has worked here for over a year, and has been assigned the Golden Triangle, Pittsburgh’s downtown, as his territory. I’m sure he will attach his revenue tracking, as his numbers speak for themselves. We are tremendously proud of Jeremy and grateful to him for the inroads he has made among Pittsburgh’s largest corporations. It has been a joy to watch Jeremy expand our horizons over the past year, and we will miss him horribly when he graduates this April. Jeremy Burke is articulate, reliable and proud of a job well done, and he carries an air of maturity well beyond his years. All of these characteristics have helped him in his territory, which is comprised of a customer base very different from our other territories’. While most of our reps concentrate on bars and independently owned shops, Jeremy focuses on making appointments with Human Resources professionals at USX, ALCOA, PNC Bank, Mellon Bank and Westinghouse. He usually is in the position to dress in suit and tie, and enjoys his corporate role here. Jeremy has consistently surpassed his monthly revenue quota in his territory, finishing 2006 at nearly 30% over 2005 revenues. He is known for his banner months, finishing at well over 100% increases; in fact, in November of 2006, he brought in 211% more than November 2005. He is unafraid of cold calling, spending a healthy amount of time each day in pursuing new prospects. We have appreciated the pace he sets in the office, the urgency he builds into every day tasks, and he has served as an excellent role model in his work ethic. Jeremy has proven himself to be an excellent sales personality and I’m sure he will be a true asset to Nabisco when he starts there in May. Thanks very much for considering Jeremy Burke for CNBAM’s Sales Representative of the Year Award. Sincerely, Laurie Holding Advertising Adviser The Pitt News 412-648-7820

Jeremy Burke The Pitt News

CNBAM Submission

The core of my personal selling philosophy is centered on relationships; the relationships that I build with my customers, with my co-workers at The Pitt News, and my relationships with my fellow sales representatives. By constantly focusing on my interactions with those around me, I was able to improve as an account executive, a student, and as a person in general throughout the past year. Since most of my co-workers are also students, I happen to know a lot of them as more than just co-workers. To me, they are my classmates, my friends, and often times, my source of help. When I started as a sales rep, I was full of ambition and a little short on the technical know-how. By working as a team with our inside sales staff, design team, and other sales reps, I was able to quickly learn what it takes to succeed, and eventually thrive as an account executive. The team-based environment has been extremely helpful to me, and I try to pass this along to the newer reps whenever I can. To maintain and improve my relationships with other sales reps, I make sure that I can always spend time helping them in their own territories. While we are required to maintain 15 hours each week within our own territory, I try to additionally help newer reps for at least one more hour each week by going over a sales call, canvassing their territory, or lending support in any way I can. Through it all, I have been able to maintain a high GPA, and received a 3.23 QPA this past fall semester. This was my first returning semester to the paper where I could really start to help others in the same way that I was helped when I first started. Of the utmost importance, my relationships with my customers, I take special pride in treating each one with professionalism, courtesy, and doing everything I can for every client. Over the past year, I have realized increases of revenue for my territory of 29% over the past year for total revenues of $41,671. This included being the sales rep that was the most “over-quota” in April 2006, realizing 211% of my quota in November 2006. In addition, in October 2006 I realized over $10,000 in revenue from my territory. This is only the fourth time in the 99 year history of The Pitt News that a sales rep brought in greater than $10,000 from his/her territory in one month. Because of this, I was inducted into The Pitt News Sales Rep’s Hall of Fame this past year. Also, I was voted as the Sales Rep of the Semester for the Fall 2006 semester. Besides maintaining current accounts, I have also aggressively pursued new customers throughout the past year. During 2006, I was able to sign 11 new accounts, and also revive 4 inactive accounts, which accounted for a substantial part of the increase in revenue from 2005. For all of my accounts, I follow up with phone calls to confirm to the customer that their ad ran on particular days. This gives me the opportunity to go the extra mile for my customers as well by answering any additional questions that they might have, personally mail tear sheets or copies of the paper to them, and also up-sell and place more advertisements with The Pitt News in the future.

Jeremy Burke (717)341-4806 269 N. Dithridge [email protected] Pittsburgh, PA 15213 Education University of Pittsburgh, College of Business Administration Pittsburgh, PA

Major: Marketing Expected Graduation: April 2007 GPA: 3.02

Pontificia Universidad Católica de Valparaíso Valparaíso, Chile Semester Study Abroad Program July 2005 – December 2005

Work Experience Nestle Purina Pittsburgh, PA Regional Sales Intern May 2006 – August 2006

• Managed territory consisting of 6 Wal-Marts in Pittsburgh area • Responsible for all sales figures and ensuring proper roll-out of new items • Presented business building presentation to regional manager

The Pitt News Pittsburgh, PA Account Executive January 2006 – Present

• Responsible for all advertising sales in Downtown Pittsburgh territory • Maintain existing accounts and make cold calls for new businesses • Process ads, check proofs, and handle billing and credit for clients

Boscov’s Department Stores Lancaster, PA Executive Intern May 2005 – July 2005

• Assisted store manager and HR manager in daily operations of store • Aided various departments by fulfilling cashier staffing needs • Organized and executed a store-wide co-worker training program

Visitor Direct Marketing Lancaster, PA Advertising Sales Representative June 2004 – August 2004

• Identified new customers and sold advertising spots on company’s maps • Continued sales by ensuring customer support and distributing maps

Eden Resort Inn and Conference Center Lancaster, PA Front Desk Agent/Restaurant Host/Banquet Caterer November 2001 – August 2004 • Represented hotel by greeting, checking-in, and checking-out guests • Addressed and resolved customer comments and concerns • Responsible for maintaining a personal bank of $150

Activities Alpha Kappa Psi Pittsburgh, PA Pledge Class Fundraising Chairman, Spring 2005 January 2005 - Present • Participate in a professional business fraternity firmly based upon brotherhood, integrity, and service to others • Organized, planned, and executed successful fundraisers that raised over $1,300

Boy Scouts of America April 1997 – March 2002 Eagle Scout • Organized and executed ground re-seeding service project for church • Held many leadership positions including Patrol Leader, Assistant Patrol Leader, and Troop Guide

Jeremy Burke CNBAM ApplicationAppendix

Month 2005 Rev 2006 Rev % Change February 6404 3307 -49%

March 4620 5054 9%April 5111 6845 34%

Summer Hiatus

September 4744 6228 31%October 6258 10445 67%

November 3462 7197 108%December 1743 2595 49%

Totals 32342 41671 29%

1

Megan Barber

Personal Selling Philosophy

Chapel Hill, North Carolina is without a doubt the epitome of a college town. Our

newspaper, The Daily Tar Heel, in so many ways, is the primary source of communication

between the students and the Orange County community. I am so privileged to be a direct part

of this relationship by providing our product to the businesses and groups of the area.

I began working in newspapers at the age of 15 in my hometown. There I learned the

importance of providing advertisers everything they needed from our office. Now, five years

later, I am a part of an advertising team that is rooted in exceptional customer service.

Advertisers can rest assured that we will go above and beyond expectations to help them reach

our readers. Whether by phone, email or in person, my clients know I will contact them within

24 hours regarding their requests with the method that is best for them. I strive to develop

advertising schedules that are reflective of each client’s marketing strategy. I work to provide

unique ways to say “thank you” to my clients. From bringing extra copies of our dining guide to

my housing clients for their residents to helping a client new to Chapel Hill find a graphic design

class on campus, I want each advertiser to know that I am a representative of the service we

provide on print each day. This not only helps me meet monthly sales goals, but also keeps

clients’ trust- they know I will go out of my way for them.

With all the tasks required for exceptional customer service comes the necessity of a

positive attitude. This not only benefits my clients, but my co-workers as well. This positive

demeanor communicates I have advertisers’ best interests at heart and fosters trust not only in

me, but in The Daily Tar Heel as a whole. Again, this is just part of the bigger picture I keep in

my mind on each phone call or visit with a client. I have found the most effective way to portray

a positive attitude is by following up with a smile. This puts advertisers at ease and supports my

credibility, and sooner than later they are ready to run another ad!

2

Organized, helpful time in the office is essential to my individual success and our success

as a team. Files of past advertisements, detailed client information, and knowledge of all our

issues and special sections are important standards for a sales representative– if properly kept,

it will reflect upon clients and the success of their businesses. Organization helps co-workers

keep my clients informed and happy when I am not available. A helpful attitude continues to

cultivate positive client relationships and supports our advertising team as a whole.

My motivations as a sales representative are not about goals or profits. Instead, I strive to

do what is best for my clients, and I work hard to help our whole team reach its goals. The Daily

Tar Heel quickly became for me a learning experience far different than anything I could learn

in a classroom, and I am proud that my clients and co-workers have seen me grow into an

exceptional representative of an exceptional team and newspaper.

January 5, 2007

CNBAM Sales Representative of the YearLetter of Recommendation and NominationMegan Barber

Dear Judge(s);

Megan Barber clearly distinguishes herself as one who merits being recognized with thetop national award for sales in our industry. Megan is ambitious, hardworking, innovativeand positive - I strongly recommend Megan Barber for the CNBAM Sales Representativeof the Year.

Megan has worked for The Daily Tar Heel since 2004 - her freshman year. Originally, shewas hired as a customer service representative working in our classified department.Megan quickly proved that she was a talented sales associated. Therefore, she moved toan outside sales assistant position and was quickly promoted a semester later toaccount executive. In one word Megan is motivated. She’s a great “brainstormer”, full ofcreativity and always positive - key qualities for a successful sales representative.Dedicated to topnotch work and customer service, Megan continually proves herself tobe an organized, professional and talented representative of our newspaper.

Megan has excelled in her sales territory each year. In her freshman year, Megan madeinnovations in outbound calling in our classified department. After taking over The DailyTar Heel’s display classified department her sophomore year, Megan producedoutstanding numbers. Megan systematically tracked each display classified ad’s lifethrough a uniquely written spreadsheet. This allowed her to retain an unprecedentednumber of clients. As only a junior, Megan inherited one of our largest territories in thefall 2006 and managed to generate long-term commitments from advertisers that hadnever appeared in the paper (though not new to the area). These new relationships wereforged through excellent customer service and hard work.

Megan has met or surpassed her goal most months. Although her numbers can speakfor themselves, I am most interested in highlighting Megan’s incredible efforts incustomer service and support. Megan’s constant smile and positive attitude has ledclients to call and brag on her for her outstanding service. For example, Megan routinelytakes DTH Menu Guides to clients who are new to town and to her housing clients fortheir residents. Megan even went so far as to help a client find a class on campus.

Megan is known for going above and beyond what she is called to do with clients and co-workers. She has continually surpassed her goals, exceeded my expectations and servedas a leader to The Daily Tar Heel sales staff. Megan manages her territory with grace,ease and class- she provides a positive attitude throughout the office and her territory.Each one of these characteristics has clearly led to her unprecedented success as aSales Representative.

Without reservation, I nominate Megan Barber for CNBAM Sales Representative of theYear.

Sincerely,

Megan G. McGinityMarketing/Advertising Director(919) 962-0175

3

January 16, 2007CNBAM Judges:

I would like to nominate Megan Barber from The Daily Tar Heel for Sales Representative of the

Year. I have been very fortunate to be a member of the advertising staff for over three years, and

in that time, Megan’s enthusiasm for her position has far exceeded that of any other co-worker

during my participation. What distinguishes Megan as an outstanding staff member is her

positive attitude and dedication not only to her clients, but also to the other Sales

Representatives in the office.

Megan’s incredible attention to detail has allowed her to develop very strong relationships with

clients and increase her sales. In her sophomore year, Megan was the display classifieds sales

representative. She took her experience in that territory and applied it to her current territory in

which she is responsible for selling display advertisements. Despite her job description, Megan

goes above and beyond her required duties by seeing opportunities for display classifieds and

going out of her way to get additional classified advertisers in the paper. She does not receive

full commission for these sales since they are outside of her territory. This proves that Megan is

very conscious of the importance of meeting team goal and not just her own.

Megan is dedicated to developing her sales skills to their greatest potential. During our one-on-

one meetings she is always prepared with questions and concerns about meeting goal and how

to better serve her clients. Megan has suggested theme pages that would be very beneficial to

the businesses in her territory and a great way to get new clients in the paper. She has also

attended several conferences to participate in various sales seminars. She took the initiative to

raise enough scholarship money for one conference so that not only were her fees covered, but

she donated the rest for other staff members.

4

The Daily Tar Heel ad staff has always been a group of motivated and dedicated students who

try to maximize the sales within their territories. The reason why Megan was selected amongst a

group of these successful individuals is her incredible positive attitude and dedicated to serving

her co-workers and clients. Megan has been known to do everything from personally deliver

copies of our special sections to her main clients, to come into the office after hours if there is

any work left incomplete, and win over clients with her extensive efforts to avoid mistakes and

consistently follow-up after every sales call.

It has been my pleasure to work with Megan and I am confident that she is a worthy candidate

for this award.

Sincerely,

Jorie Gripman

Advertising Manager

The Daily Tar Heel

5

Cool Blue Rentals206 Oak Park Dr.

Chapel Hill NC 27517(919) 605-4810

To Whom It May Concern,

This is a letter of recommendation for Megan Barber regarding her work as an advertisingrepresentative of The Daily Tar Heel.

I am a local property manager. My company, Cool Blue Rentals, has developed a unique nichein the local rental market in newer, higher quality single family homes made available to thestudent population, as well as the general public. I worked for several years with a professionalmarketing and advertising consultant to create the image of the company and develop theappropriate advertising strategy. The Daily Tar Heel is my primary advertising outlet.

Starting this year, I am no longer working with my private consultant, but rather directly withthe DTH staff. Megan is my primary account contact. I am pleased that Megan has theexperience and aptitude to understand my advertising strategy and help me build on it.

Because of Megan’s careful attention to my account in the past, and her alertness to thedeparture of my consultant, the transition to working directly with the DTH for all my needs hasbeen painless and smooth. Megan now coordinates my over all advertising schedule, thecomposition of ads, and most importantly keeps the work on schedule and prompts me prior todeadlines.

It is my pleasure to comment on the merits of Megan’s work. I would be happy to provide anyadditional information as needed and can be contacted at the above address and phone.

Regards,

Glen Greenstreet

6

MEGAN ELIZABETH [email protected]

Current Address Permanent Address122 S Roberson St. 8179 Dearing St. SEChapel Hill, NC 27516 Covington, GA 30014____

EDUCATION University of North Carolina at Chapel HillSCHOOL OF JOURNALISM AND MASS COMMUNICATIONBachelor of Science in Journalism, expected May 2008Concentration: AdvertisingBachelor of Arts in Music, expected May 2008

RELEVANT Advertising Copy & Communication Account PlanningCOURSE WORK Client-Side Management Advertising Campaigns

HONORS 2005 SUN Advertising Staff of the Year

EXPERIENCE The Daily Tar Heel, Chapel Hill, NC 8/2005-PresentACCOUNT EXECUTIVE- Sold an average of $8,000 per month of advertising space- Maintained and built over 40 client relationships in a designated

geographical territory- Maintained over 75 client relationships over the summer in 5

geographical territories- Oversaw local activity of national clients that include Aveda,

Papa John’s Pizza, and Arby’s- Sold the largest Daily Tar Heel in June 2006 with one other

Account Executive- Illustrated creativity with ad layouts and theme pages- Oversaw all Display Classified sales in 2005-2006 with increases in sales from previous yearsCUSTOMER SERVICE REPRESENTATIVE 1/2005-4/2005- Handled front desk activities and directed all telephone calls- Assisted any customers when visiting the office- Input classified advertisements via phone, fax, or email- Daily responsible for outbond calling regarding classified renewals- Outbound sales regarding special publications for classified ads

Nationwide Insurance, Bates Agency, Covington, GA 5/2005-8/2005LICENSED SUB-AGENT- Auto and Fire- Attend a 40 hour class to earn required Georgia license

to sell and maintain auto and homeowners policies- Produced and dispersed a number of direct mail documents

to policy holders- Took renewal and premium payments from personal and

commercial clients- Quoted and sold auto insurance policies under Agent- Responsible for all document filing within office

The Covington News, Covington, GA 1/2001-12/2001ADVERTISING ASSISTANT- Responsible for all tearsheets for local and national clients- Assisted Advertising Representatives with daily tasks- Answered and directed telephone calls- Input classified advertisements via phone and fax

ACTIVITIES UNC Chamber Singers, Alto, 2004-PresentBoard of Directors, UNC Wesley Foundation, 2005-2006Praise Team Leader, Resurrection United Methodist Church, 2006-Present

SKILLS Microsoft Excel, PowerPoint, and Publisher, American Sign Language

7

Job Description

Account Executives maintain and build client relationships in their designated geographicalterritory and sell advertising space in The Daily Tar Heel. An Account Executive strives to meet

and exceed goals on a monthly basis.

Achievements

Total Sales for 2006: $91,302.62

Total Team Sales for 2006: $972,397.93

Special Selling Efforts:Mail Home 2006-Sold by 2 Account Executives:

2005 Sales: $33,205.58Goal: $35,000Sales: $38,538.89Personal Contribution: $20,269.45

Welcome Back 2006-Sold by 2 Account Executives:2005 Sales: $31,134.79Goal: $33,000Sales: $34,550.60Personal Contribution: $15,781.11

Fall 2006 New Clients:CitrusTwo Blue Rentals

Fall 2006 Reactivated Contract Clients:O2 FitnessThe Carolina Inn

Interaction

TeamworkTeamwork is indispensable to the success of The Daily Tar Heel. Meeting personal goals areimportant, but only to help reach the overall goal as a team. Sometimes territories experiencechange that can improve or hurt sales for a particular month. Our ad manager implemented theuse of a “goal-o-meter” that focuses on the team’s success. For example, someone can make upsales in their territory if another account executive is struggling to meet goal. Teamworkfacilitates a positive working environment that is reflected daily in interactions with clients.

8

Territory Management

Programmed Clients (on contract or schedule):Cat’s CradleColonial Village at Highland HillsThe Villages of Chapel HillO2 FitnessThe Carolina InnArmadillo GrillTownsend Bertram and CompanyGlaceau, Inc.Papa John’s PizzaTar Heel RentalsCool Blue RentalsThe Lumina

Time ManagementI spent between 12 and 15 hours in the office each week while maintaining a B average andparticipating in 2 other community organizations. The territory is organized by client foldersand a contact book. Contact names and numbers, past ads, schedules, and other importantactivity is available so that anyone else could find information or run the territory if necessary.In addition, a large calendar is used to write the run dates and ad sizes of each client. There is aplace beside each name to indicate that the client has paid or that both the insertion order andad layout are in before deadline. Time management and paying close attention to details iscrucial in this job because juggling school and work can get busy. Organization can double-check work that otherwise could get by with a mistake.

Advertising CampaignsThe owner of Tar Heel Rentals, a small, private rental company in Chapel Hill, came to me whenhis marketing coordinator decided to pursue other interests. Worried that his advertisingschedules would become ineffective or nonexistent, we worked together to create a campaign of5 ads strategically scheduled throughout the rental season. Working with me and our officefreed up funds that he normally put into a paid marketing associate and allowed him to runmore inches with The Daily Tar Heel. The following is the ad he ran in our Housing sectionsthis fall.

WWW .T AR H EEL R ENTALS . COM Visit our website today!

V Visit our website and see houses along with floor plans, locations and much more!

T HE T IME H AS C OME !

We have the houses to suit you perfectly!

Renting to students more than 17 years!

V

We make it so easy!

10

Innovation

Display Classified OrganizationBecause display classified ads have different costs depending on the run length, it is oftendifficult to keep costs and dates organized. I developed an easy-to-use excel document to keeptrack of all display classified sales throughout each month. Each ad size, rate, and cost is easilyaccessible for not only me, but anyone needing to know any display classified information.When another account executive took over the territory in fall 2006, I provided her with all mydocuments so that she would be able to easily maintain and increase sales the next year.

Spec AdsShadowood Apartments scheduled a _ page ad each week in our summer edition of The DailyTar Heel. The ad they decided to run didn’t seem to be effective, so I took some ideas from aconversation with their marketing coordinator and made a new ad for them. Filled with themesand colors of summer, the spec ad we created for them was quickly adopted and used for theremainder of the summer. The following is both the before and after summer advertisementsfor Shadowood Apartments.

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$16,359.16

$8,678.82

$3,708.00

$2,148.00 $1,705.00

$600.00

$0.00

$2,000.00

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$18,000.00

Total Sales Adrian Brad Elliot Sarah Brittany

2006 Survival Guide Sales

January 18, 2007 CNBAM Award Selection Committee: I am writing to recommend Adrian Richardson for the Sales Representative of the Year award given by CNBAM. The Charlotte 49ers Athletic Department annually creates a contract with the University Times to aid in the promotion of Charlotte 49ers athletic events to the student body and the surrounding community. Since my tenure at UNC Charlotte, Adrian Richardson has been our sales representative from the U Times and he has done a great job! Adrian works with me to construct an ad run schedule that will be the most beneficial to athletics and our objectives. During the two years that Adrian has worked on the athletics account, I have not encountered any major issues; and whenever I have a concern Adrian promptly returns my calls and fully addresses all my questions. Adrian is involved with various other groups around campus, but still finds the time to stop by my office just to say hello. I feel that Adrian is a well-rounded student and a great U Times sales representative. It is with full recommendation that I suggest Adrian Richardson for the CNBAM Sales Representative of the Year! Sincerely, Tekeisha Bowman Assistant Marketing and Promotions Director Charlotte 49ers Athletics

January 19, 2007 CNBAM Award Selection Committee: It is with great pleasure that I recommend Adrian Richardson for the Sales Representative of the Year award given by CNBAM to honor outstanding student achievement. Mr. Richardson joined our sales force in October of 2004. Immediately, he struck me as a value-driven young man who would make a significant impact in Student Media Marketing. Since working with Mr. Richardson, I found him to be extremely responsible and reliable—a devoted employee who many times went beyond the call of duty to accommodate last minute requests and complete job responsibilities, often filling voids left by other students who failed to meet expectations. Perhaps Mr. Richardson’s greatest attribute is his personality. It is rare that we come across students with such a delightful disposition. On more than one occasion, I have had clients, student leaders and other students speak highly of Mr. Richardson. They note particularly how his positive attitude is “almost contagious.” The nature of our organization dictates that we constantly be “on the go” and we truly appreciate those souls who can be the sane voice in the madness. When you throw his remarkable work ethic in the mix, what you have is an intelligent, mature, and compassionate young man who will undoubtedly have a positive impact on whatever he endeavors. Advertising sales is where Mr. Richardson excels. With a long list of clients, Mr. Richardson brought in more than $44,500 in sales from January 1 through December 31, 2006. That revenue accounts for almost 25 percent of our revenue for the entire year. Mr. Richardson leads the race when it comes to selling special sections as well. For our Survival Guide, our biggest publication of the year, Mr. Richardson sold more than $8,500 in advertisements. That accounts for 52 percent of sales for the entire publication. Without Mr. Richardson, we would be far from making our goals. He makes our goals a reality in many cases.

In addition, he has coached other sales representatives and provided them with assistance with their sales approach. I have always found other staff members to be pleased with his service and knowledge. When Mr. Richardson teams up with other sales representatives, the end result is always a sale. He would have it no other way. Student Media Marketing is not Mr. Richardson’s only endeavor, as he has served as a Resident Advisor (R.A.) for three years. He is sometimes awake during the night resolving roommate issues or tending to sick students. No matter what happens with his R.A. position, he is in the Student Media offices - bright-eyed and ready to sell on any given morning. And Mr. Richardson’s efforts have not gone unnoticed. In 2005, he was selected by his peers to attend the Newspaper Association of America Conference. In 2006, he was recognized by Student Media with the Top Seller award, for making the highest sales in the 2005-2006 academic year.

In closing, I think Mr. Richardson would make an excellent choice for Sales Representative of the Year Award, and I strongly urge you to consider him for this most prestigious award. Sincerely, Sarah Peifer Marketing Director

$183,553.15

$44,591.91

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Jan - Dec 06 Adrian's Sales

Adrian Richardson

Adrian Richardson's sales accounted for approximately 25 percent of all annual sales in 2006.

My Personal Selling Philosophy

By: Adrian Richardson

Working as an advertising representative for the University Times (UTimes) at

UNC Charlotte (UNCC) has helped me develop many skills.

My communication skills have improved tremendously within the past few years.

My creativity has enabled me to effectively come up with creative ideas to get my

prospective and current clients to listen to the benefits of advertising with the newspaper

and online with the UTimes. Interpersonal skills are also needed because one must be

able to talk to his or her clients to fully understand the client’s personality.

Another skill I feel is very important is having a great relationship with your

clients. It is not all about closing a deal but it is about creating a great relationship with

your client so you will have a better understanding of their advertising needs. I have

been fortunate to create this relationship with a few of my clients and our positive

relationship has been rewarding for the both of us.

Organizational skills are definitely needed as an advertising sales representative.

With this skill, I have been able to utilize my organizational skills to handle my clients’

paperwork as well as my paperwork to make sure our business transactions are handled

accordingly. I have been able to budget my clients’ funds to organize proposals that best

fits my clients’ budgets.

In a nutshell, these are a few of my selling philosophies that enable me to be a

great advertising sales representative. I know there are other factors that help one to be

an effective sells representative but these are the basic skills one must possess to so

he/she can grow in these areas of expertise.

ADRIAN RICHARDSON [email protected]

Permanent Address Local Address 6905 Wicklow Drive F203 Hunt Village Brown Summit, NC 27214 Charlotte, NC 28223 336.375.1095 704.737.9662 Objective To be an enthusiastic and self-motivated marketing/sales professional while assisting an organization in achieving its marketing goals. Education University of North Carolina at Charlotte Charlotte, North Carolina Bachelor of Arts in Communication Studies – Public Relations May 2008 Bachelor of Science in Business Administration – Marketing May 2006

Experience CSTV/Atlantic 10 Conference Charlotte, North Carolina Marketing Intern Fall 2006 – Present

• Negotiate promotional deals with local vendors to provide food and entertainment for the Atlantic 10 Shootout.

• Develop marketing strategy to create awareness for the Atlantic 10 Shootout. • Act as liaison between Atlantic 10 Coordinator and University Times Newspaper.

University Times Advertising Charlotte, NC

Senior Account Executive Fall 2004 – Present • Sell advertising space to a client base for bi-weekly, 10,000 circulation newspaper. • Conduct face-to-face meetings with new/current clients. • Establish new advertisers through “cold calls” and investigate competitive media. • Maintain and grow customer relationships with over 100 clients.

Achievements: Employee of the month – November 2005 Top Seller of the Year – 2005-2006 Department of Housing & Residence Life Charlotte, NC Resident Advisor Fall 2004 – Fall2006

• Provide overall leadership to residents by initiating area activities. • Implement programs to increase self-confidence and teambuilding amongst residents. • Deliver presentations on various aspects of succeeding after college • Assist residents with various situations regarding their student development on an around-the-clock basis.

Conference Assistant Summer 2004; 2005; 2006

• Acted as an ambassador for the University and the Department of Housing & Residence Life • Staffed check-in and check-out stations for all conferences using housing facilities. • Maintained accurate records of keys, access/conference cards, assignments and other operational records. • Staffed the 24 hour service desk, providing front-line customer service to conference guests and staff.

Leadership Activities

• Sports Marketing Association – Advertising Committee Fall 2005 - Present • Southern University Newspaper Conference Norfolk, Virginia September, 2006 • Newspaper Association of America Conference Orlando, Florida February, 2006

Computer Skills

• MS Word, Excel, PowerPoint

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February 2006 Sales Rep Progress Chart

Final Status: $22,325.79 Reg. Issue: $15,180.79Hous. Guide: $7,145.00

Nationals, $2,877.25

Brad, $7,399.13

Goal: $6,500Reg: $4,619.13

HG: $2,780YOU MADE GOAL!

Elliott, $1,202.26

Goal: $6,000Reg: $702.26

HG: $500

Adrian, $7,755.85

Goal: $6,500Reg: $5,540.85

HG: $2,215YOU MADE GOAL!

Kara, $2,146.79

Goal: $6,000Reg: $996.79HG: $1,150

Amy, $524.75

Goal: $5,000Reg: 24.75HG: $500

$0.00

$2,000.00

$4,000.00

$6,000.00

$8,000.00

$10,000.00

$12,000.00

$14,000.00

$16,000.00

$18,000.00

$20,000.00

$22,000.00

$24,000.00

$26,000.00

$28,000.00

$30,000.00

$32,000.00

1

Goal: $30,000: Final Status - $22,325.79

October 2006 Sales Rep Progress Chart

Final Status: $17,664.08

*$3,335.92 under Goal!

Keith, $150.00

Goal-$850.00

Brittaney, $705.15

Goal-$950.00

Elliott, $3,393.51

Goal-$2,500YOU MADE GOAL

Adrian, $5,464.25

Goal-$2,900YOU MADE GOAL!

Chase, $2,707.22

Goal-$2,700YOU MADE GOAL


$0.00

$2,000.00

$4,000.00

$6,000.00

$8,000.00

$10,000.00

$12,000.00

$14,000.00

$16,000.00

$18,000.00

1


JOB DESCRIPTION SENIOR ACCOUNT EXECUTIVE Student Media Marketing The Senior Account Executive shall call on and meet with clients to sell advertisements for the publications and service such accounts on a regular basis.

Distinguishing Features of the Job: Each Senior Account Executive is hired on a permanent basis and has worked for Student Media Marketing for at least one year unless otherwise determined by the Advertising Sales Manager. Each Account Executive is required to meet all standards and goal and shall have specified monthly sales quotas to meet. Responsibilities and Duties: • Keeps at least 10 office hours a week between the hours of 8:00 and 5:00 p.m. Monday through Friday; these office

hours will be posted in the office. If, for some reason, he/she cannot be in the office, he/she must inform the Advertising Sales Manager

• Daily phone calls should be made to his or her voice mailbox in order to check phone messages from their clients. • Must maintain weekly and monthly sales quotas established by Advertising Sales Manager • Attends sales workshops when advised. These workshops will be held upon notice of the Advertising Sales Manager

and will be conducted by the Advertising Sales Manager and Marketing Adviser; • Attends all sales meetings • Logs all calls in account log binder. Each Account Executive will have an account log binder to record all phone

conversations with their clients. Under any circumstances the account log binder shall never leave the office; • At the end of employment, he/she must return his/her copy of the Student Media Marketing Handbook and his/her

account log binder. The Office Manager will hold the last paycheck • Proofs his/her ads before the set deadline. Once the ad is proofed he/she should fill out an ad revision/correction form

and turn in for the Creative Director. All correct ads, upon proofing, shall be placed in the bin in the Creative Director’s office

• Dress in a professional manner when meeting with clients or when an occasion deems it necessary • Maintains open communication between client accounts to insure proper service • Helps with any walk-in or call-in clients • Keep clients informed of any special issues or promotions • Correctly complete all necessary paperwork • Adheres to department deadlines • Monitor contract status of accounts to stay on target • Adhere to billing and credit policies as posted by the Business Manager • Provide support and help to other Account Executives • Does related work as needed Required Knowledge and Skills: •Must be a student currently enrolled at UNC Charlotte •Must possess and maintain a minimum GPA of 2.0 • Must be in good disciplinary and academic standing with UNC Charlotte •Must work well with others •Must have good communication skills and project professional image

The Account Executive reports to the Student Media Marketing Advertising Sales Manager and /or Marketing Director. Questions about this position and its responsibilities should be directed to your supervisor. Grievances may be taken to the Student Media Board and/or Student Media Adviser.

For further information, contact: Kelly Lusco, Marketing Adviser, Cone University Center,

UNC Charlotte, Charlotte, NC 28223-0001 Phone 704/687-2663

The University of North Carolina is composed of the 16 public senior institutions in North Carolina. An equal opportunity employer 8/6/06 By signing below, I acknowledge that I have read and understand the above job description which outlines the responsibilities as well as qualifications for the position stated. I also understand that by not fulfilling the responsibilities listed above, I can face termination from the position stated. _____________________________________________ _________________________________________

JOB DESCRIPTION ACCOUNT EXECUTIVE Student Media Marketing The Account Executive shall call on and meet with clients to sell advertisements for the publications and service such accounts on a regular basis.

Distinguishing Features of the Job: Each Account Executive is hired on a permanent basis and is required to meet all standards and goals. Each Account Executive shall have specified monthly sales quotas to meet. Responsibilities and Duties: • Keeps at least 10 office hours a week between the hours of 8:00 and 5:00 p.m. Monday through Friday;

these office hours will be posted in the office. If, for some reason, he/she cannot be in the office, he/she must inform the Advertising Sales Manager;

• Daily phone calls should be made to his or her voice mailbox in order to check phone messages from their clients.

• Must maintain weekly and monthly sales quotas established by Advertising Sales Manager; • Attends sales workshops when advised. These workshops will be held upon notice of the Advertising

Sales Manager and will be conducted by the Advertising Sales Manager and Marketing Adviser; • Attends all sales meetings; • Logs all calls in account log binder. Each Account Executive will have an account log binder to record all

phone conversations with their clients. Under any circumstances the account log binder shall never leave the office;

• At the end of employment, he/she must return his/her copy of the Student Media Marketing Handbook and his/her account log binder. The Office Manager will hold the last paycheck;

• Proofs his/her ads before the set deadline. Once the ad is proofed he/she should fill out an ad revision/correction form and turn in for the Creative Director. All correct ads, upon proofing, shall be placed in the bin in the Creative Director’s office;

• Dresses in a professional manner when meeting with clients or when an occasion deems it necessary and proper;

• Maintains open communication between client accounts to insure proper service; • Helps with any walk-in or call-in clients; • Sell a complete line of UTimes products (Special Sections, U-Times, and NinerOnline) • Keep clients informed of any special issues or promotions; • Correctly complete all necessary paperwork; • Adheres to department deadlines; • Monitor contract status of accounts to stay on target; • Adhere to billing and credit policies as posted by the Business Manager; • Provide support and help to other Account Executives • Does related work as needed. Required Knowledge and Skills: •Must be a student currently enrolled at UNC Charlotte; •Must possess and maintain a minimum GPA of 2.0; •Must be in good disciplinary and academic standing with UNC Charlotte •Must work well with others; •Must have good communication skills and project professional image.

The Account Executive reports to the Student Media Marketing Advertising Sales Manager and /or Marketing Director. Questions about this position and its responsibilities should be directed to your supervisor. Grievances may be taken to the Student Media Board and/or Student Media Adviser.

For further information, contact: Kelly Lusco, Marketing Adviser, Cone University Center,

UNC Charlotte, Charlotte, NC 28223-0001 Phone 704/687-2663

The University of North Carolina is composed of the 16 public senior institutions in North Carolina. An equal opportunity

employer

10/6/04 By signing below, I acknowledge that I have read and understand the above job description which outlines the responsibilities as well as qualifications for the position stated. I also understand that by not fulfilling the responsibilities listed above, I can face termination from the position stated. _____________________________________________ _________________________________________

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April 2006 Sales Rep Progress Chart


*$395.53 under goal!


Brad, $6,601.18

Goal: $8,900Elliott,

$2,936.28Goal: $6,700

Adrian, $4,814.50

Goal: $8,900

Chase, $13,630.61

Goal: $6,500YOU MADE GOAL!!

$0.00

$2,000.00

$4,000.00

$6,000.00

$8,000.00

$10,000.00

$12,000.00

$14,000.00

$16,000.00

$18,000.00

$20,000.00

$22,000.00

$24,000.00

$26,000.00

$28,000.00

$30,000.00

$32,000.00

1


1195 Meadow Lane, Lexington, NC 27292

(336)-682-9833 [email protected]

CHASE NIFONG

Objective To be awarded CNBAM Sales Representative of the Year

Experience March 2006-Present The University Times Charlotte, NC Advertising Sales Representative

Nominated for CNBAM Sales Representative of the Year for 2006 Named employee of the month for April and September 2006 Held the record of highest sales in a month with over $13,600 sold in April Awarded Marketing Department’s Rising Star Award for 2005-2006

Summer 2005 Vector Marketing Winston-Salem, NC Cutco Cutlery Sales Representative

Sold $9,250 of Cutco Cutlery in three months Promoted 3 times with pay raises Repeatedly in top 5 weekly sales reps Received “Grand Day” award, for over $1000 in sales in one day Member of company Key Staff team

Summer 2004 Christo’s Restaurant Lexington, NC Waiter

Called to work another waiter’s shift before my training was complete Earned $1000 in tips

1993-2004 Family Lawn Business Lexington, NC Began landscaping projects at age 10 Maintained 10-15 clients per week

Education 2004-Present University of North Carolina at Charlotte Charlotte, NC Pursuing a B.A. Political Science, with a concentration in Public Policy 2003-2004 Appalachian State University Boone, NC

Skills Extra-curricular

Activities

Word Processing and Excel for PC’s and Macs, Communication, and Office Skills Baptist Campus Ministry 2005-2006 Coordinated events for organization at large 2006-2007 Coordinated programs for organization at large Captain of intramural volleyball and softball for three years, flag-football

for two years, and soccer for a year Service mission trips to South Florida, East St. Louis, and anticipation of

trip to Charleston SC

$183,553.15

$25,958.22

$0.00

$20,000.00

$40,000.00

$60,000.00

$80,000.00

$100,000.00

$120,000.00

$140,000.00

$160,000.00

$180,000.00

$200,000.00

Jan. - Dec. 06 Sales Chase Nifong's Sales

Chase Nifong

Chase's sales account for almost 15 percent of the total annual sales. Keep in mind he was hired in March of 2006 and did not sell for Jan. or Feb.

January 19, 2007 CNBAM Award Selection Committee: I am writing to recommend Chase Nifong for the Sales Representative of the Year award given by CNBAM to honor outstanding student achievement. Mr. Nifong was hired as an account executive for Student Media Marketing in March of 2006. His presence was felt immediately, as he took the tasks very seriously and excelled in them. Throughout his first semester, he proved to be a very conscientious, reliable and dedicated member of the staff who was always looking for creative ways to improve sales and work flow. By being around him, I think you would quickly understand why he has made such a significant impact in our area. Mr. Nifong bears a tremendous amount of responsibility, and not once have I questioned his dedication or understanding. He has a true thirst for continued knowledge and is always looking for ways to improve our operations and sales. His understanding of sales and people are beyond his formal education and continues amaze me. In only his second month of employment, Mr. Nifong brought in more than $13,500 in sales. This is rare, as some of our best sales representatives bring in between $3,000 and $5,000 of advertising in a typical month. I contribute the bulk of this achievement to the hard work that Mr. Nifong put into preparing himself to be the most well-educated sales representative on our staff. With his in-depth knowledge of our products and their features, he easily correlates them into benefits for his clients. His successes did not end there. Since then, Mr. Nifong has gone on to sell several high-dollar contracts, most recently an $11,000 contract with a local pizzeria. That contract alone accounts for 6 percent of our revenue for the year. In addition to maintaining high sales goals and building relationships with clients, Mr. Nifong is a valuable resource to other account executives. They look to him to share his expertise and knowledge. They often ask for his assistance on sales calls, and he readily makes himself

available to help. And Mr. Nifong’s efforts have not gone unnoticed. In April of 2006, after only two months of employment, he was recognized by Student Media with the Rising Star award, for showing amazing promise as a member of the Marketing staff. In closing, Mr. Nifong is a role-model student in the Student Media Marketing Department and here at UNC Charlotte who is well-deserving of this most distinguished award. He certainly fits the bill and I encourage you to give strong consideration to his achievement and nomination. Sincerely, Sarah Peifer Marketing Director

Chase Nifong

The University Times

Charlotte, NC

Sales Representative of the Year

My Selling Philosophy

Meeting clients’ needs, managing my time wisely, and simply “being there” has

allowed me to excel as an account executive in Student Media Marketing.

I believe that in order to sell an ad, I must first find a client with a need to

advertise in my newspaper, then identify what the need is, then research how my

newspaper can help the client meet that need. I try to not just see a need but also envision

future possibilities.

Working in a business world where it all comes down to numbers, what is most

important in my opinion is the client’s satisfaction with my performance. If I am not able

to go into a sales meeting and make the client feel that a decision to advertise in my paper

is the correct one, then I have not done my job as an account executive. I have sales

goals just like other sales reps, but what I think is equally important is the number of

clients I service. During my time with each client, I make sure that I am more than just

access to space in the newspaper. I believe in serving as a consultant to my client’s

business and that I have as much at stake as the client does in whether or not they succeed.

Aside from taking pride in the area of consulting, I also spend much of my time

on cold calls. Important advice I have received from my managerial staff is to always

visit potential clients and use any offers or coupons. While out, I also check up on my

current clients many times with my co-workers. This goes a long way when trying to

make the sales staff think and act like a team.

One of the biggest keys to my success in our office can be attributed to my efforts

to always maintain a consistent office schedule. During my record month in which I sold

over $13,500 in advertising, I can attribute that success to my devotion to working the

scheduled office hours I set for myself, which in return, led to many more advertising

opportunities. I always try to stay caught up on paperwork, so that I have time available

to go on sales calls. Many of these sales calls I have found just by answering the phone

in the office - just being there added to my success. At this point, identifying the need of

the client was complete and what was imperative to do next was let them know that the

answer was The University Times. The next step was to listen and ask questions so that I

could be as educated about their business as possible, and finally complete the sale.

However, I have found that a sale does not end after the contract or insertion order

is signed. Equally as important as the sale is calling after ads have run to see if they were

successful or if changes needed to be made, thus leading to more opportunities.

I would like to conclude by stating that the things I have achieved to be

nominated for Sales Representative of the Year would not have been possible without the

help of the individuals who gave me the nomination. I still look to them for guidance and

motivation, which they are always more than willing to provide.

January 18, 2007 Recommendation for Chase Nifong, University Times Sales Rep, UNC Charlotte From: Will Crockett, Director of Marketing for the Performing Arts, UNC Charlotte I am writing to recommend Chase Nifong for recognition in his role in Marketing/Ad sales for the University Times at UNC Charlotte for his outstanding customer service skills. As the Director of Marketing for the Performing Arts, I run ads frequently in the paper. Chase’s conduct is nothing short of professional. In all my dealings with vendors, other off-campus ad reps and other professionals, I would rank Chase as one of the most responsive and helpful individuals that I interact with on a frequent basis. He promptly returns my voice mails and emails when I need to hear from him - an invaluable trait for a sales rep. Since he’s so prompt to answer my concerns, it helps me to layout my ads and get them in, even when I was afraid my work wouldn’t make the deadline. I’ve been doing business with Chase long enough that he knows my needs - size of ads, placement, and other details. It is incredibly helpful that we’ve been able to build a relationship over the years we’ve been working together, and I appreciate the fact that he truly treats me like a client, even though he’s balancing a student workload. Working with him is truly a worry-free and stress free experience, which is a reflection of his work ethic and skill. Chase has been very proactive in letting me know of additional marketing and advertising opportunities. He is very aware of how we program in the arts, and I appreciate him keeping me in mind as I build an audience base. Chase’s work has had an impact in the overall quality of the paper. The paper now has a stronger focus on UNC Charlotte students and campus life in general. The paper is quickly becoming a much more student-friendly piece and highlights on-campus activities more than in years past. As a result, the paper strengthens the UNC Charlotte community, and there’s no doubt that the University Times will play a crucial part in the growth of the student body. Even though Chase is only a cog in those wheels, he has done excellent work and set the standard high for his predecessor. Sincerely, Will Crockett Director for Marketing of the Performing Arts UNC Charlotte

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December 2006 Sales Rep Progress Chart


*$1,008.68 under Goal!

Keith, $74.25

Goal-$1,000

Brittaney, $360.08

Goal-$1,000

Elliott, $755.57

Goal-$1,000

Adrian, $886.67

Goal-$1,500

Chase, $1,933.90

Goal-$1,500 YOU MADE GOAL!! Nationals,

$1,663.50

$0.00

$2,000.00

$4,000.00

$6,000.00

$8,000.00

$10,000.00

$12,000.00

$14,000.00

$16,000.00

$18,000.00

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Month Goals

Page 2

Fall 2006 Monthly Account Executive GoalsAugust: 8.22.06-9.1.06 November: 10.31.06-12.1.06Account Executive Goal Actual % Difference Account Executive Goal Actual % DifferenceDevin Armstrong 295.55 160.5 -46% Devin Armstrong 538.22 714.25 33%Jim Keane 295.55 78 -74% Jim Keane 538.22 172.5 -68%Kent Shackleford 295.55 160.5 -46% Kent Shackleford 538.22 662.25 23%Kim Heitmann 295.55 -100% Kim Heitmann 538.22 60 -89%Mike Bury 295.55 47.25 -84% Mike Bury 538.22 664.03 23%Shammy 295.55 1501.25 408% Shammy 538.22 286 -47%Thomas Southerland 295.55 432.25 46% Thomas Southerland 538.22 428.5 -20%Charles Hsu 131.99 334.75 154% Charles Hsu 240.37 464.5 93%Josh Allen 131.99 8 -94% Josh Allen 538.22 554.75 3%Katelynn Reilly 170.23 142.5 -16% Katelynn Reilly 674.57 1123.25 67%Sara Thompson 88.50 15.75 -82% Sara Thompson 399.18 356 -11%

Total 2,591.56 2,880.75 11% Total 5,619.90 5,486.03 -2%

September: 9.5.06-9.29.06 December:12.5.06-12.6.06Account Executive Goal Actual % Difference Account Executive Goal Actual % DifferenceDevin Armstrong 567.07 591.75 4% Devin Armstrong 73.33 272 271%Jim Keane 567.07 453.75 -20% Jim Keane 73.33 -100%Kent Shackleford 567.07 535.5 -6% Kent Shackleford 73.33 143.75 96%Kim Heitmann 567.07 202.75 -64% Kim Heitmann 73.33 -100%Mike Bury 567.07 299.25 -47% Mike Bury 73.33 158 115%Shammy 567.07 193.25 -66% Shammy 73.33 39.5 -46%Thomas Southerland 567.07 455.75 -20% Thomas Southerland 73.33 31.75 -57%Charles Hsu 253.25 489.75 93% Charles Hsu 32.75 -100%Josh Allen 253.25 468.75 85% Josh Allen 73.33 149 103%Katelynn Reilly 326.63 483.39 48% Katelynn Reilly 42.24 191.5 353%Sara Thompson 554.85 514.81 -7% Sara Thompson 20.55 44 114%

Total 5,357.46 4,688.70 -12% Total 682.19 1,029.50 51%

October: 10.3.06-10.27.06 Semester Total 18,323.68 ####### 3%Account Executive Goal Actual % DifferenceDevin Armstrong 418.36 498.25 19%Jim Keane 418.36 234 -44%Kent Shackleford 418.36 622.25 49%Kim Heitmann 418.36 308 -26%Mike Bury 418.36 402.25 -4%Shammy 418.36 468.5 12%Thomas Southerland 418.36 595 42%Charles Hsu 186.84 408 118%Josh Allen 186.84 87.5 -53%Katelynn Reilly 240.97 685.25 184%Sara Thompson 529.35 497 -6%

Total 4,072.56 4,806.00 18%

Sheet1

Page 1

Fall 2006 AE GoalsTotal Local Inches 8 Local AE 1 VA AE 1 NAT'L AE 2 C'burg AE's Total Inch Goal

Week (LA + UA) (63.89% LA Inches)Local AE #1 Local AE #2 Local AE #3Local AE # 4Local AE #5 Local AE #6 Local AE #7 Local AE #8 (4.6% Local Inches)Total National Inches(20% Nat'l Inches) C'burg AE #1C'burg AE#2(LA + UA + Nat'l)Total AE GoalWeek 1 1,732.50 1,162.24 145.28 145.28 145.28 145.28 145.28 145.28 145.28 145.28 83.68 247.00 49.40 129.7643 64.88213 64.88 1,979.50 1,295.32Week 2 1,792.00 1,202.15 150.27 150.27 150.27 150.27 150.27 150.27 150.27 150.27 86.55 195.50 39.10 134.2208 67.1104 67.11 1,987.50 1,327.81Week 3 1,964.25 1,317.71 164.71 164.71 164.71 164.71 164.71 164.71 164.71 164.71 94.87 742.25 148.45 147.1223 73.56116 73.56 2,706.50 1,561.03Week 4 1,778.19 1,192.89 149.11 149.11 149.11 149.11 149.11 149.11 149.11 149.11 85.89 853.25 170.65 133.1864 66.59322 66.59 2,631.44 1,449.43Week 5 1,540.00 1,033.10 129.14 129.14 129.14 129.14 129.14 129.14 129.14 129.14 74.38 481.25 96.25 115.346 57.673 57.67 2,021.25 1,203.73Week 6 1,480.00 992.85 124.11 124.11 124.11 124.11 124.11 124.11 124.11 124.11 71.48 697.50 139.50 110.852 55.426 55.43 2,177.50 1,203.83Week 7 1,209.25 811.22 101.40 101.40 101.40 101.40 101.40 101.40 101.40 101.40 58.41 601.50 120.30 90.57283 45.28641 45.29 1,810.75 989.93Week 8 988.50 663.13 82.89 82.89 82.89 82.89 82.89 82.89 82.89 82.89 47.74 1,063.00 212.60 74.03865 37.01933 37.02 2,051.50 923.47Week 9 1,494.50 1,002.58 125.32 125.32 125.32 125.32 125.32 125.32 125.32 125.32 72.18 377.00 75.40 111.9381 55.96903 55.97 1,871.50 1,150.16Week 10 1,296.86 869.99 108.75 108.75 108.75 108.75 108.75 108.75 108.75 108.75 62.64 605.25 121.05 97.13481 48.56741 48.57 1,902.11 1,053.68Week 11 1,591.25 1,067.48 133.44 133.44 133.44 133.44 133.44 133.44 133.44 133.44 76.86 649.75 129.95 119.1846 59.59231 59.59 2,241.00 1,274.29Week 12 1,796.94 1,205.47 150.68 150.68 150.68 150.68 150.68 150.68 150.68 150.68 86.79 409.89 81.98 134.5908 67.2954 67.30 2,206.83 1,374.24Week 13 1,021.75 685.44 85.68 85.68 85.68 85.68 85.68 85.68 85.68 85.68 49.35 632.00 126.40 76.52908 38.26454 38.26 1,653.75 861.19Week 14 2,008.50 1,347.39 168.42 168.42 168.42 168.42 168.42 168.42 168.42 168.42 97.01 304.25 60.85 150.4367 75.21833 75.22 2,312.75 1,505.25Week 15 874.50 586.65 73.33 73.33 73.33 73.33 73.33 73.33 73.33 73.33 42.24 102.75 20.55 65.50005 32.75003 32.75 977.25 649.44

Total 22,568.99 15,140.29 1,892.54 1,892.54 1,892.54 1,892.54 1,892.54 1,892.54 1,892.54 1,892.54 1,090.08 7,962.14 1,592.43 1690.417 845.2087 845.21 30,531.13 17,822.80

Sheet3

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Special Section AE GoalsTotal Local Inches 8 Local AE Total VA & NTL 2 C'burg AE's Total Inch Goal

Special Section (LA + UA + NA) (63.89% LA Inches)Local AE #1 Local AE #2 Local AE #3Local AE # 4Local AE #5 Local AE #6 Local AE #7 Local AE #8 1 VA AE 1 NAT'L AE C'burg AE #1C'burg AE#2(LA + UA + Nat'l)Total AE GoalFootball Preview 1,492.17 1,566.78 195.85 195.85 195.85 195.85 195.85 195.85 195.85 195.85 1,018.41 0.00 117.3517 58.67585 58.68 1,492.17 2,585.18Fall Career Guide 232.86 73.93 17.25 17.25 17.25 17.25 17.25 17.25 17.25 17.25 158.93 79.46 79.46 17.15247 8.576234 8.58 312.32 312.32Dining Guide 966.00 919.34 114.92 114.92 114.92 114.92 114.92 114.92 114.92 114.92 46.66 23.33 23.33 68.85873 34.42937 34.43 989.33 989.33Fall Collegiate Living 690.50 657.15 86.25 86.25 86.25 86.25 86.25 86.25 86.25 86.25 33.35 16.68 16.68 49.22045 24.61022 24.61 707.18 707.18Basketball Preview 659.83 433.24 92.06 92.06 92.06 92.06 92.06 92.06 92.06 92.06 226.59 113.29 113.29 32.45 16.225 16.23 773.12 773.12Spring Collegiate Living 739.75 704.02 88.00 88.00 88.00 88.00 88.00 88.00 88.00 88.00 35.73 17.86 17.86 52.7311 26.36555 26.37 757.61 757.61Spring Career Guide 574.25 182.32 22.79 22.79 22.79 22.79 22.79 22.79 22.79 22.79 391.93 195.96 195.96 13.6561 6.828048 6.83 770.21 770.21Best Of 672.73 559.71 69.96 69.96 69.96 69.96 69.96 69.96 69.96 69.96 113.02 56.51 56.51 41.92238 20.96119 20.96 729.24 729.24Tech Fundamentals 3,136.74 2,860.08 357.51 357.51 357.51 357.51 357.51 357.51 357.51 357.51 276.66 138.33 138.33 214.22 107.11 107.11 3,275.07 3,275.07

Total 9,164.83 7,956.58 1,044.60 1,044.60 1,044.60 1,044.60 1,044.60 1,044.60 1,044.60 1,044.60 2,301.26 641.43 641.43 607.5629 303.7814 303.78 9,806.26 10,899.27

Special Section goals

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2006-2007 Special Section Account Executive GoalsFall Career Guide Spring Collegiate Living Basketball PreviewAccount Executive Goal Actual % Difference Account Executive Goal Actual % Difference Account Executive Goal Actual % DifferenceDevin Armstrong 17.25 34.5 100% Devin Armstrong 88.00 -100% Devin Armstrong 92.06 17.25 -81%Jim Keane 17.25 -100% Jim Keane 88.00 -100% Jim Keane 92.06 -100%Kent Shackleford 17.25 -100% Kent Shackleford 88.00 -100% Kent Shackleford 92.06 -100%Kim Heitmann 17.25 -100% Kim Heitmann 88.00 -100% Kim Heitmann 92.06 -100%Mike Bury 17.25 45.72 165% Mike Bury 88.00 -100% Mike Bury 92.06 -100%Shammy 17.25 -100% Shammy 88.00 -100% Shammy 92.06 17.25 -81%Thomas Southerland 17.25 -100% Thomas Southerland 88.00 -100% Thomas Southerland 92.06 17.25 -81%Charles Hsu 8.58 -100% Charles Hsu 26.37 -100% Charles Hsu 16.23 -100%Josh Allen 8.58 -100% Josh Allen 26.37 -100% Josh Allen 16.23 -100%Katelynn Reilly 79.46 152.64 92% Katelynn Reilly 17.86 -100% Katelynn Reilly 113.29 69 -39%Sara Thompson 79.46 8.64 -89% Sara Thompson 17.86 Sara Thompson 113.29

Total 296.86 232.86 -22% Total 704.48 - -100% Total 903.49 120.75 -87%

Dining Guide Spring Career Guide Tech FundamentalsAccount Executive Goal Actual % Difference Account Executive Goal Actual % Difference Account Executive Goal Actual % DifferenceDevin Armstrong 114.92 69 -40% Devin Armstrong 22.79 -100% Devin Armstrong 357.51 -100%Jim Keane 114.92 17.25 -85% Jim Keane 22.79 -100% Jim Keane 357.51 -100%Kent Shackleford 114.92 -100% Kent Shackleford 22.79 -100% Kent Shackleford 357.51 -100%Kim Heitmann 114.92 8.61 -93% Kim Heitmann 22.79 -100% Kim Heitmann 357.51 -100%Mike Bury 114.92 77.64 -32% Mike Bury 22.79 -100% Mike Bury 357.51 -100%Shammy 114.92 8.64 -92% Shammy 22.79 -100% Shammy 357.51 -100%Thomas Southerland 114.92 17.25 -85% Thomas Southerland 22.79 -100% Thomas Southerland 357.51 -100%Charles Hsu 34.43 25.92 -25% Charles Hsu 6.83 -100% Charles Hsu 107.11 -100%Josh Allen 34.43 51.75 50% Josh Allen 6.83 -100% Josh Allen 107.11 -100%Katelynn Reilly 23.33 -100% Katelynn Reilly 195.96 -100% Katelynn Reilly 138.33 -100%Sara Thompson 23.33 Sara Thompson 195.96 Sara Thompson 138.33

Total 805.02 276.06 -66% Total 542.33 - -100% Total 2,993.45 - -100%

Fall Collegiate Living Best OfAccount Executive Goal Actual % Difference Account Executive Goal Actual % DifferenceDevin Armstrong 86.25 39.5 -54% Devin Armstrong 69.96 -100%Jim Keane 86.25 63 -27% Jim Keane 69.96 -100%Kent Shackleford 86.25 63 -27% Kent Shackleford 69.96 -100%Kim Heitmann 86.25 94.5 10% Kim Heitmann 69.96 -100%Mike Bury 86.25 68.94 -20% Mike Bury 69.96 -100%Shammy 86.25 78.75 -9% Shammy 69.96 -100%Thomas Southerland 86.25 74.25 -14% Thomas Southerland 69.96 -100%Charles Hsu 24.61 -100% Charles Hsu 20.96 -100%Josh Allen 24.61 -100% Josh Allen 20.96 -100%Katelynn Reilly 16.68 160.5 862% Katelynn Reilly 56.51 -100%Sara Thompson 16.68 Sara Thompson 56.51

Total 686.33 642.44 -6% Total 644.69 - -100%

Fall 2005 Monthly Account Executive GoalsJanuary: 1.17.06-1.27.06 April: 4.4.06-4.28.06Account Executive Goal Actual % Difference Account Executive GoalBarrett Clark 336.94 285 -15% Barrett Clark 1,080.00Chris Miles 336.94 160.25 -52% Chris Miles 1,080.00Andrew Cady 336.94 150 -55% Andrew Cady 1,080.00Kent Shackelford 336.94 127 -62% Kent Shackelford 1,080.00Geoff Nattans 336.94 252.25 -25% Geoff Nattans 1,080.00Morgan Allen 336.94 159 -53% Morgan Allen 1,080.00Thomas Southerland 336.94 331.75 -2% Thomas Southerland 1,080.00

#DIV/0! Mike Bury 1,080.00Katelynn 194.07 63 -68% Katelynn 415.29Megan Oliver 160.30 76 -53% Megan Oliver 423.70

Total 2,712.95 1,604.25 -41% Total 9,479.00

February: 1.31.06-2.28.06 May: 5.2.06-5.25.06Account Executive Goal Actual % Difference Account Executive GoalBarrett Clark 936.51 1168.75 25% Barrett Clark 540.00Chris Miles 936.51 491.5 -48% Chris Miles 540.00Andrew Cady 936.51 318.14 -66% Andrew Cady 540.00Kent Shackelford 936.51 701.5 -25% Kent Shackelford 540.00Geoff Nattans 936.51 1323 41% Geoff Nattans 540.00Morgan Allen 936.51 487 -48% Morgan Allen 540.00Thomas Southerland 936.51 790.75 -16% Thomas Southerland 540.00

#DIV/0! Mike Bury 540.00Katelynn 539.42 536.97 0% Katelynn 95.04Megan Oliver 421.89 405.89 -4% Megan Oliver 98.17

Total 7,516.88 6,223.50 -17% Total 4,513.21

March: 3.1.06-3.31.06 Semester Total 30,349.42Account Executive Goal Actual % DifferenceBarrett Clark 757.53 783.5 3%Chris Miles 757.53 167.5 -78%Andrew Cady 757.53 433.25 -43%Kent Shackelford 757.53 1173.5 55%Geoff Nattans 757.53 393 -48%Morgan Allen 757.53 173.5 -77%Thomas Southerland 757.53 668 -12%Mike Bury #DIV/0!Katelynn 436.33 408.76 -6%Megan Oliver 388.37 386 -1%

Total 6,127.39 4,587.01 -25%

Actual % Difference1440.78 33%192.75 -82%760.5 -30%

1546.14 43%724.25 -33%

364 -66%725.28 -33%

158 -85%950.5 129%

639.75 51%

7,501.95 -21%

Actual % Difference370.25 -31%

197 -64%-100%

300.75 -44%315 -42%

-100%58.75 -89%78.75 -85%164.5 73%201.5 105%

1,686.50 -63%

21,603.21 -29%

Fall 2005 Monthly Account Executive GoalsAugust: 8.23.05-9.2.05 November: 11.1.05-12.2.05Account Executive Goal Actual % Difference Account Executive GoalBarrett Clark 336.94 244.5 -27% AE #1 721.01Chris Miles 336.94 396.81 18% AE #2 721.01Dainel Riddick 336.94 141.75 -58% AE #3 721.01Emily Olsen 336.94 317 -6% AE #4 721.01Geoff Nattans 336.94 370.75 10% AE #5 721.01Iliana Chioariu 336.94 245 -27% AE #6 721.01Thomas Southerland 336.94 1241.11 268% AE #7 721.01Ty Biagas 336.94 927.25 175% AE #8 721.01Kim Blessing 194.07 16 -92% VA AE 415.29Megan Oliver 160.30 31.5 -80% Nat'l AE 423.70

Total 3,049.89 3931.67 29% Total 6,607.06

September: 9.6.05-9.30.05 December:12.6.05-12.7.05Account Executive Goal Actual % Difference Account Executive GoalBarrett Clark 936.51 690.75 -26% AE #1 165.01Chris Miles 936.51 321.75 -66% AE #2 165.01Dainel Riddick 936.51 507 -46% AE #3 165.01Emily Olsen 936.51 272.5 -71% AE #4 165.01Geoff Nattans 936.51 684.75 -27% AE #5 165.01Iliana Chioariu 936.51 534.25 -43% AE #6 165.01Thomas Southerland 936.51 594 -37% AE #7 165.01Ty Biagas 936.51 185.5 -80% AE #8 165.01Kim Blessing 539.42 863.64 60% VA AE 95.04Megan Oliver 396.61 896 126% Nat'l AE 98.17

Total 8,428.10 5550.14 -34% Total 1,513.30

October: 10.4.05-10.28.05 Semester Total 26,483.26Account Executive Goal Actual % DifferenceAE #1 757.53 100%AE #2 757.53 100%AE #3 757.53 100%AE #4 757.53 100%AE #5 757.53 100%AE #6 757.53 100%AE #7 757.53 100%AE #8 757.53 100%VA AE 436.33 100%Nat'l AE 388.37 100%

Total 6,884.91 0 100%

Actual % Difference100%100%100%100%100%100%100%100%100%100%

0 100%

Actual % Difference100%100%100%100%100%100%100%100%100%100%

0 100%

9481.81 64%

Total Local Inches 8 Local AEWeek (Local + University) (63.89% Local Inches) Local AE #1 Local AE #2 Local AE #3Week 1 2,016.00 1,352.42 169.05 169.05 169.05Week 2 2,002.10 1,343.10 167.89 167.89 167.89Week 3 3,007.00 2,017.23 252.15 252.15 252.15Week 4 3,445.20 2,311.20 288.90 288.90 288.90Week 5 2,739.30 1,837.65 229.71 229.71 229.71Week 6 1,976.60 1,325.99 165.75 165.75 165.75Week 7 2,174.00 1,458.42 182.30 182.30 182.30Week 8 2,913.10 1,954.24 244.28 244.28 244.28Week 9 1,919.10 1,287.42 160.93 160.93 160.93Week 10 2,027.50 1,360.14 170.02 170.02 170.02Week 11 2,371.60 1,590.98 198.87 198.87 198.87Week 12 2,550.40 1,710.92 213.87 213.87 213.87Week 13 2,054.00 1,377.92 172.24 172.24 172.24Week 14 1,622.20 1,088.24 136.03 136.03 136.03Week 15 1,967.80 1,320.09 165.01 165.01 165.01

Total 34,785.90 23,335.95 2,916.99 2,916.99 2,916.99

Spring 2006 Ad Rep Goals

1 VA AELocal AE # 4 Local AE #5 Local AE #6 Local AE #7 Local AE #8 (4.6% Local Inches)

169.05 169.05 169.05 169.05 169.05 97.37167.89 167.89 167.89 167.89 167.89 96.70252.15 252.15 252.15 252.15 252.15 145.24288.90 288.90 288.90 288.90 288.90 166.40229.71 229.71 229.71 229.71 229.71 132.31165.75 165.75 165.75 165.75 165.75 95.47182.30 182.30 182.30 182.30 182.30 105.00244.28 244.28 244.28 244.28 244.28 140.70160.93 160.93 160.93 160.93 160.93 92.69170.02 170.02 170.02 170.02 170.02 97.93198.87 198.87 198.87 198.87 198.87 114.55213.87 213.87 213.87 213.87 213.87 123.18172.24 172.24 172.24 172.24 172.24 99.21136.03 136.03 136.03 136.03 136.03 78.35165.01 165.01 165.01 165.01 165.01 95.04

2,916.99 2,916.99 2,916.99 2,916.99 2,916.99 1,680.16


1 NAT'L AE Total Inch GoalTotal National Inches (20% Nat'l Inches) (Local + University + Nat'l) Total AE Goal

422.01 84.40 2,438.01 1,534.20379.48 75.90 2,381.58 1,515.70568.48 113.70 3,575.48 2,276.17264.51 52.90 3,709.71 2,530.50779.01 155.80 3,518.31 2,125.75371.08 74.22 2,347.68 1,495.68432.51 86.50 2,606.51 1,649.92479.23 95.85 3,392.33 2,190.79389.98 78.00 2,309.08 1,458.11640.14 128.03 2,667.64 1,586.10546.96 109.39 2,918.56 1,814.92648.28 129.66 3,198.68 1,963.76494.98 99.00 2,548.98 1,576.12428.31 85.66 2,050.51 1,252.26490.83 98.17 2,458.63 1,513.30

7,335.77 1,467.15 42,121.67 26,483.26


advertiser name dates impressions total positions sections notes Sept Oct Nov Dec Jan Feb Mar Apr May June July max impressionsmedium rectangle

Finelight Strategic Marketing 10/9 - 10/23 50,000 medium rectangle classifieds, all 50,000

Acer America Corp 10/7 - 11/5 25,000 medium rectangle all 20,000 5,000

Steve's Place 11/2 - 11/30 50,000 medium rectangle all 50,000

Sol Spa 11/4 - 12/4 100,000 medium rectangle all 90,000 10,000

Revolution Bike and Bean 11/2 - 11/14 50,000 medium rectangle all 50,000

IU Summer Sessions 10/27 - 11/20 10,000 medium rectangle arts, all 2,500 7,500

Pavilion Properties 10/22 - 5/31 770,000 medium rectangle classifieds, housing, all 35,000 105,000 105,000 105,000 105,000 105,000 105,000 105,000

Nicks English Hut 9/25 - 12/25 200,000 medium rectangle HoosierHype, Sports, all short 10,000 65,000 65,000 60,000

Les Champs Elysees 12/1 - 12/31 10,000 medium rectangle all 10,000

Eye Center of Southern IN 11/19 - 1/15 200,000 medium rectangle all 50,000 100,000 50,000

Eye Center of Southern IN 1/19 - 7/15 600,000 medium rectangle all 25,000 50,000 50,000 50,000 50,000 50,000 25,000

Bloomington Shuttle Service 11/16 - 12/21 100,000 medium rectangle all short 50,000 50,000

Auto Body Specialists 11/23 - 12/23 100,000 medium rectangle all short, make-good 25,000 75,000

Educational Testing Service 12/7 - 1/7 10,000 medium rectangle all 7,500 2,500

10,000 172,500 497,500 417,500 182,500 155,000 155,000 155,000 155,000 50,000 25,000 500,000top banner

Indieana Handicraft Exchange 9/21 - 10/2 25,000 top banner news 21,000 4,000

Bloomington Needs 11/2 - 12/31 200,000 top banner HoosierHype, Sports, all 100,000 100,000

Marsh 8/18 - 12/31 as many as possible top banner news 100,000 100,000 100,000 100,000The Grad Center of NY 9/21 - 12/07 as many as possible top banner all 25,000 100,000 100,000 25,000Star of America 11/16 - 12/28 100,000 top banner all short, make-good 33,000 67,000

146,000 204,000 333,000 292,000 0 0 0 0 0 0 0 600,000bottom banner

Argentum Jewelry 11/23 - 12/18 10,000 bottom banner all 5,000 5,000Argentum Jewelry 11/23 - 12/18 10,000 bottom banner all 5,000 5,000Vance Music Center 11/23 - 12/18 10,000 bottom banner all 5,000 5,000Vance Music Center 11/23 - 12/18 10,000 bottom banner all 5,000 5,000Yarn's Unlimited 11/23 - 12/18 10,000 bottom banner all 5,000 5,000Downtown Bloomington, Inc 11/23 - 12/18 10,000 bottom banner all 5,000 5,000Goods For Cooks 11/23 - 12/18 10,000 bottom banner all 5,000 5,000Lady Bugs Gifts & Tea 11/23 - 12/18 10,000 bottom banner all 5,000 5,000Optiks 11/30 - 12/25 10,000 bottom banner all 500 9,500Spaah! Incorporated 11/30 - 12/25 10,000 bottom banner all 500 9,500Indiana Running Company 11/30 - 12/25 10,000 bottom banner all 500 9,500

0 0 41,500 68,500 0 0 0 0 0 0 0 300,000skyscraper

IU SLIS 10/1 - 1/31 as many as possible skyscraper all 100,000 100,000 100,000 100,000

IU SLIS 10/1 - 1/31 as many as possible skyscraper news 100,000 100,000 100,000 100,000

Steve's Place 12/1 - 12/31 50,000 skyscraper all 50,000

0 200,000 200,000 250,000 200,000 0 0 0 0 0 0 500,000wide skyscraper

IU Auditorium 1/14 - 2/11 100,000 wide skyscraper all 50,000 50,000

OnCampus Advertising KAUST 11/17 - 12/31 75,000 wide skyscraper all extended 30,000 45,000

Roadworthy Guitar & Amp 10/5 - 10/26 25,000 wide skyscraper all 25,000

Bloomington Shuttle Service 11/4 - 12/21 50,000 wide skyscraper all short 50,000 50,000

Bloomington Shuttle Service 11/9 - 12/21 50,000 wide skyscraper all short 50,000 50,000

0 25,000 130,000 145,000 50,000 50,000 0 0 0 0 0 200,000left button

IU UITS 1/11 - 1/29 200,000 left button all 200,000

IU UITS 8/31 - 12/31 as many as possible left button all 100,000 100,000 100,000 100,000

Revolution Bike and Bean 12/4 - 12/31 85,000 left button all short 85,000

100,000 100,000 100,000 185,000 200,000 0 0 0 0 0 0 500,000right button

Underground Printing 12/1 - 12/8 136,658 right button all pulled - orig 300K 136,658

0 0 0 136,658 0 0 0 0 0 0 0 500,000

GDM 1/14/10 Grand Totals 256,000 701,500 1,302,000 1,494,658 632,500 205,000 155,000 155,000 155,000 50,000 25,000 3,100,000

Dear Selection Committee: It is of great pleasure to nominate Katelynn Reilly for the CNBAM Sales Representative of the year. I had the pleasure of working side by side with Katelynn last spring before moving up to the Ad Director position, and was immediately impressed by her professionalism and natural selling ability. Katelynn, a Freshman at the time, had no trouble jumping in full force with the Virginia Account Executive position. Katelynn has dedicated herself to the sales position and has been able to gain many new clients in her time as an Account Executive. Her diligence in calling clients and with creating relationships with clients has helped her to regularly meet and exceed monthly goals. This past November we challenged her to sell 1000 inches, almost double her actual goal, which she met and exceeded, placing 1123.25 inches. Katelynn was also awarded top seller out of 11 Account Executives for our Basketball Preview special section, and was the winner of our competition challenge. Katelynn is always willing to take on whatever is thrown her way. Shortly after the beginning of this year she has taken on the National Account Executive client list in addition to her existing Virginia clients making her list 60+ clients. Each of these positions are extremely difficult considering selling is done primarily over the phone, so getting clients to "call back" is nearly impossible as is finding the person in charge of making the advertising decisions. Katelynn has been able to take on this feat due to her persistence and excellent organizational skills. One of the impressive things about Katelynn is her ability to use her creativity when selling. Just the other day she was telling me she had friends circle items they would buy from Kroger's 10 for 10 deal insert from the local paper and sent it to their marketing representative as proof that it would be beneficial to advertise to the college market. She did this after being told they were not interested in advertising. This is just one example of Katelynn's determination and creativeness as an Account Executive that has helped her to be so successful. Katelynn has also acted as a mentor to the entire staff at the Collegiate Times. She has helped in training new Account Executives how to make cold calls and how to be efficient with their time. Considering Katelynn does most of her work on the phone in the office, she has been able to learn how things operate. There have been times when the office staff turns to her when they have questions about how to do something or where to find something. She is always willing to give advice and lend a hand when needed and people respect that kindness she is always emitting. Katelynn has truly made an impact with the Collegiate Times and everyone she has worked with. It has been a pleasure working with her and I fully recommend her for this nomination. Sincerely, Megan Oliver Advertisng Director, Collegiate Times

618 North Main St. Blacksburg, VA 24060

Katelynn Reilly Personal Statement

I walked into my position at the Collegiate Times knowing only one thing

about sales; the customer comes first. I didn’t have any real sales experience nor was I given comprehensive training. This would scare most people, but it helped motivate me to succeed.

My major is Communications and in the future I hope to have a career in Public Relations. I didn’t pursue a position with the Collegiate Times; I feel that destiny brought the position to me. I started with the Collegiate Times at the beginning of spring semester my freshman year. Coming in, I was one of the CT’s youngest employees; in addition to that I am a Communications major so no one expected me to be a great sales person.

I started off strong and stayed that way; selling our normal four papers a week and went on to blow my goals for special sections out of the water. The first month I made my goal, but from then on I didn’t just meet my goals, I crushed them. Many months I doubled and tripled my goal in November of this year I quadrupled my goal. Special sections are my specialties and last year I was responsible for creating and introducing a brand new special section. Additionally, I am responsible for bringing in a majority of the ads in the Career Guides.

This November I took on an unheard of venture-two jobs. Since January, I was the Virginia Account Executive but in November I took on the National Account Executive position as well. By holding these positions, I am in charge of all advertising outside of Blacksburg and Christiansburg, the towns where Virginia Tech is located. By doing this, I saved the CT money by not having to hire a new Account Executive. Since November, I have taken on both the National and Virginia goal and beat both, in addition to acquiring many new national clients.

Many people ask me what makes me stand out when it comes to selling. The difference in my selling technique is that I care about my clients. I create relationships with my clients; I don’t just use them to make my quota. My personal motto is that once the relationships are formed the money will follow. Knowing my clients is very important to me. I like to call my clients about twice a month to check in and see how their lives our going. This is a large task considering I have over one hundred clients. I usually send out a couple letters each semester, which have important dates and warm wishes. Holiday cards are another way I keep the Collegiate Times in my client’s minds. Building these relationships has been key to my success.

Working while going to college isn’t an easy task and requires a large amount of organization. Luckily, I work very well under pressure and have found I work better while busy. Another key to my success has been my dedication. I usually spend about fifteen to twenty hours a week in the office. This sets me apart from the other Advertising Executives.

When I got the position I was told that certain clients don’t advertise anymore because they are “problem clients”. One client who I was told was a lost

cause was Tommy from Caribbean Tan. Tommy owed the CT over one thousand dollars and hadn’t advertised in about a year. When I first called Tommy he wanted nothing to do with me as soon as he heard I was with the CT. I made the effort and went to see Tommy. While there, I put him on a payment plan and started running new ads for him. Within a few months he was all paid up and was advertising about two times a week. Tommy is now one of our regular clients and has no problem working with the CT.

Prospecting is a task I’ve become very good at. I think I succeed at this because of my persistence and my ability to think outside the box. I constantly bring on both seasonal and regular clients. I love to search for different events going on around the state and contact them for advertising. I enjoy expending the advertising base of our paper to statewide accounts.

Working for the Collegiate Times has been one of the best experiences of my life. I have learned so many business strategies and information I would have never learned before. The best part about the CT is the fact that you learn by doing. I have learned so much from working there and cannot wait to apply for a management position next year.

KATELYNN REILLY 2244 Millcrest Terrace Current- 229 West Eggleston Midlothian, VA 23112 Blacksburg, VA 24060 (804) 332-0113 [email protected] Objective To obtain an internship that will allow me to use my public relations skills and

improve upon them. Skills Writing; Sales; Marketing; Planning; Time Management; Organization Education Bachelor of Arts, Communications;

Virginia Tech, Blacksburg, VA Focus: Public Relations; Minor: Event Planning and Marketing Expected Year of Graduation: May 2009

Experience National Advertising Executive, Collegiate Times, Virginia Tech Blacksburg, VA, January 2006- present

• Contacting current clients and prospecting new advertisers. • Creating special sections and selling advertising for them. • Work 15-20 hours a week during school year.

Public Relations Coordinator, ESPN-Sport’s Addict Radio Blacksburg, VA, September 2006- present

• Created a marketing and PR campaign. • Helped to increase radio market share on campus through publicity.

Sales Associate, Viva! A Marketplace For Healthy Living Commack, NY, November 2003- August 2005

• Responsible for all operations at small local business. Volunteering Cofounder, Dance Marathon, Virginia Tech

• Marketed and publicity Dance Marathon on campus. • Headed the executive committee for planning. • Attended Children’s Miracle Network Leadership Conference.

Coordinator, Light The Night, Commack, NY • Organized and coordinated walk for over 300 people in my High School. • Marketed the event and fundraised.

Intern, WLIE Business Talk Radio Deer Park, NY, December 2004- June 2005

• Organized and filed client bills. • Helped market the station to local businesses.

Honor Nominated for National Account Executive of the Year (2006)

Top Seller of the Month- Collegiate Times (February 2006) Dean’s List (Spring 2006, Fall 2006)

Communication student of the year (2005) Winner of several Rotary club scholarships for community service (2005) Published article in “Newsday” which is distributed to 300,000 households

(2001) Organizations Public Relations Students Society of America (Firm Member) Leadership Development Team (Hospitality Committee) Wysocki Memorial Club (Cancer Fundraising) Dance Marathon Club (Co-Founder and Executive Board)

Documents

2007-6a