Higher Revenue + Lower Costs + Innovation = Highest Profitability

A R e v e n u e I n i t i a t i v e P l a n

A revenue initiative plan to meet and exceed revenue budgets by implementing custom strategies that provide sustainable, local-direct cash infusions, focused sales forces, bolstered market recognition, and a positive corporate image.

Global Innovative Marketing970 Sidney Marcus Blvd N.E. Ste. 2414 | Atlanta | GA 30324 | Phone (404) 513-6001 | fax (866) 941-4755

CON T E N T S Process Overview We grow all new, pre-sold

local direct billing.

New Revenue SourcesWe motivate new accounts with creative

and effective marketing proposals.

Custom Sales Strategy Together we forecast applicable rates and

create attractive yet profitable annual offers.

Sales Training Experienced trainers with extensive

broadcasting background.

Attendance IncentivesMinor cost,

big reward.

Presentations Creative, topical and customized.

Designed to close the deal.

Program Costs 100% commission driven.

No additional fees.

Attrition GIM provides shared attrition partnership;

it’s only fair.

Next Steps

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Contents

REVENUE INITIATIVE PLAN

Discover the power of innovation

Process Overview IHigh impact training, innovative presentations, maximum revenues

Sales Tra ining to Sales Revenue

Global Innovative Marketing works with your staff to grow your local dollars exponentially. Through a detailed training process, your sales staff will learn

how to identify qualified prospects that match your stations’ demos and build a sizable database. Additional training prepares them to gain acceptance from the prospects to attend our presentations. Along with extensive sales training, a series of easy and helpful acronyms are used to ensure that AE’s remember how to lead a relevant conversation, and close the sale on the spot.

During our highly entertaining presentations, we use a case study approach to show prospects ways to gain market share and take business from their competitors. By the time a presentation is over, clients are fascinated by the unique marketing and sales ideas they have learned and are in a buying frame of mind.

We illustrate the financial rewards of booking early, by comparing our offer to a department store’s once a year “Midnight Madness” sale. Our offers contain enough frequency, making sure clients get results and minimize attrition. All the advantages to accepting our offer are illustrated by everyday life examples, making it possible for non-professional marketers to assimilate.

AE’s are trained on attrition combating methodology, and growing participating businesses into larger accounts. The entire program is designed for maximum and sustainable revenue yields, while representing optimum cost efficiency to your station(s).

Right now, your competition is working towards taking your market share. Your partnership with Global Innovative Marketing provides you with a strategy to prevent that from happening, and to take their market share. Our industry has changed, and traditional ways of selling do not work anymore. Act now! Remember that you cannot change what you tolerate.

New Revenue Sources IIWith huge presentation attendance, you can’t miss your target!

It’s A Numbers Game.The bigger the database, the bigger the turnout. The bigger the turnout the more revenue we generate. Global Innovative Marketing takes steps to optimize your program each step of the way.

Mega Prospec t ingWe Mega Prospect! Each account executive is expected to enter over one hundred new business names into the database. Of course, all account executives should be prospecting as part of their regular job description, but often, they do not do it with the fervor necessary to achieve major success. Sometimes, at the beginning of an initiative, account executives assume that what we are asking them to do is overwhelming. However, we come prepared with enough market research to show them that the number of prospects expected of each one, when compared to the total number of businesses in their market, is very attainable. We stay in constant communication with station sales management to monitor the individual and collective progress of the sales department. We are not above calling an individual AE that is falling behind to offer assistance and additional training. We absolutely make sure that we go into presentation week with enough critical mass to assure success.

An excellent residual benefit enjoyed by the sellers, is the quality database that continues to yield benefits after our offer closes. There will be a number of businesses that attend presentations, but do not buy because our offer was not right for them at that particular time. However, they demonstrated that they are open to marketing ideas and that they believe in your stations just by the mere fact that they attended our presentations. Therefore, the next time you have a special sale or promotion, your sellers already have a list of qualified, interested businesses to pitch. These are HOT PROSPECTS. At the next level will be businesses that accepted our invitation to attend presentations, but were not able to go because of extenuating circumstances. These are considered WARM PROSPECTS. After our revenue initiative, your sales staff will have pre-prospected for a long period of time.

Custom Sales Strategy IIIA strategy devised just for you.

Careful Planning, Accurate ProjectionsAs an initial step in making sure our pricing is correct, we meet with station management to analyze rate forecasts for the following twelve months. While it is important to offer an attractive rate in our proposals, we are not looking for the lowest unit rate your stations have to offer. There are plenty of incentives to offer those businesses that purchase our one year memberships, such as captivating marketing concepts used by national leaders of industry, offering to convert a percentage of unsold inventory into bonuses, and upgrading spots from ROS to prime time whenever possible.

The first phase of a Global Innovative Marketing program guides your sales staff through an exercise that builds a substantial database. Based on past experience, we can estimate what percentage of the businesses in the database will accept our invitation to attend our presentations. Beyond that, we can estimate a percentage of businesses that will actually attend, and finally a percentage that will actually buy. Since we will have brainstormed with station management, and created our sales packages well in advance, we can project with a high degree of accuracy, how much revenue you can expect. Remember that because we only add businesses that have not been on your air to the database, sales generated on a GIM revenue initiative will consist of all new, local direct accounts.

Food for Thought:

GIM increases pressure on

inventory which results in a

higher average unit rate. In

addition, equitable distribution

of spots creates inventory

usage in all day-parts.

Sales Training IVYour Trainer Understands the Business

Conducting programs with experienced trainers discovers your full potential.

EXPERIENCE COUNTSAt Global Innovative Marketing, we have a solid broadcasting sales and management background. We understand AE’s needs and challenges, and in turn, they will relate to us because we have been in their shoes. Your entire sales team will benefit from the useful and practical training it receives during the execution of our initiative. With GIM, your initiative will be conducted by an experienced broadcaster, who has a background in diverse markets and formats, and is an accomplished public speaker.

OTHER COMPANIESWe encourage you to inquire about the background of the person who would be assigned to conduct your programs. More than likely it will be a person that had never set foot inside a radio station prior to joining the company. He or she will have been assigned to memorize “The Presentation” and “The Program”. Often, those persons lack public speaking skills and audiences can perceive their lack of true marketing experience and knowledge.

Global Innovative Marketing

has experience you can

count on. Who do you

want in your corner?

Attendance Incentives V

D o n ’ t J u s t C r o s s Yo u r F i n g e r s

C r e a t i n gI n c e n t i v e s

We incentivize prospects to attend our presentations firstly by pointing out the competitive advantages they will learn. Additionally, we award each business a small spot bank consisting of 6A-12MD rotators. Prospects are told that these spots come with no strings attached, and all they have to do is attend our presentation. This is our way of stimulating the local economy, as we have a vested interest in the growth and health of same. As stations usually have the inventory available to run these wide rotators, we find that the benefits far exceed the cost.

We give away an attractive door prize at every presentation. In the past we have given bottles of fine wine, dinners for two at local restaurants, tickets to sporting events or other entertainment venues, trips to Las Vegas, Caribbean Carnival Cruises, etc. Different door prizes attract different demos, so let’s have something for everyone. If you have trade with local merchants, this is an excellent way to use it.

ENCOURAGE

STIMULATE

ENTERTAIN

UPGRADE

ATTRACT

REWARD

SUCCEED

Presentations VI

In conjunction withThe Small Business Council of the Corpus Christi Chamber of Commerce

Tejas Broadcasting invites you to:

The Power of Being Different

©

The Power of Being Different

HOSTED AT:

Designs with powerful content, imagery and even color psychology.

Innovative Content Maximizes Revenue

Prospective clients are invited to attend our presentations at a fine hotel or other prestigious location, thus putting forward a positive image of your station(s). Because clients are in our venue, we control the environment. We will have elicited some of their challenges or desires and provide an immediate strategy to address these concerns. This is possible through an extremely attractive yet time limited offer. Each businessperson will be surrounded by peers, many of whom will be buying. It is a contagious atmosphere that has a psychological effect. All these factors point to an immediate closing. It’s all by design. It works!

As times change, so does GIM. All of our presentations are creative, topical and customized for the market we are working in.

OTHER COMPANIES:

They want you to think that being a huge, multinational company is an asset, when actually the opposite is true. The only way they can execute programs in dozens of countries, is to rely on a single, canned presentation designed in a foreign country. This “one size fits all” approach results in boring, unimaginative PowerPoint presentations and scripts. This presentation is repeated in city after city, country after country, year after year. Please ask yourself if the fact that they work in Europe and Australia brings any advantages to your program.

Tejas Broadcasting Invites You To:

Why They Buy

©

Why They Buy

Program Costs VIIStraight Commission Means-

All the rewards. None of the risk. Straight Commission: It ’s Only Fair

OTHER COMPANIES

They nickel and dime client stations with every kind of charge they can devise. For starters, a “licensing fee” is assessed, ranging from $2,500 to $5,000 per market, in return for market exclusivity. At GIM, we think that market exclusivity is dictated by professional courtesy and common sense.

Client stations are also charged an extra fee for an assistant to travel with the trainer, incurring additional airline fares, meals, hotel accommodations, etc. At a minimum of four market visits per program, these charges add substantial amounts to the program costs. Clients are also assessed other manufactured costs, such as fees for equipment, and training manuals.

GIM trainers travel alone, utilizing a remote support team. There are no bogus charges or fees of any kind.

Relax: Global Innovative Marketing works entirely on straight commission. There are

no hidden or additional fees or charges.

AttritionVIIIOnly pay commissions on accounts you keep. Now that’s a bright idea. Only GIM Shares the Attrition Burden

Global Innovative Marketing works on a straight commission of monthly billing. We are highly motivated to fight attrition and take a pro-active approach to prevent it.

Our competitors deduct a projected yearly attrition allowance of 15%. They then take the remaining amount, and expect to receive 15% commission, divided into twelve equal monthly payments, regardless of how much attrition you actually have. If the attrition exceeds 15%, as it often does, they expect you to live with it while they continue receiving their full commission, as the contract states. At GIM we have no formula with which to tie you up legally after presentation week. We receive 15% straight commission on billing calculated every month. That puts us on equal attrition risk with the client, which we believe is the fair way to handle the matter. If other companies have confidence in their work and results, we suggest they should also work on a straight commission basis.

OTHER COMPANIES STICK IT TO YOU

Contact GIM President G. Patrick Perez to set up a face to face, get acquainted meeting. After a personal, one-hour long presentation, all the strategy and tactics of a sales initiative will be discussed and explained to your satisfaction. A start date for the initiative will be mutually agreed upon.

Your GIM trainer will personally lead all the training necessary to conduct a sales initiative. Your managers may be involved as much or as little as they would like. We take full responsibility for teaching your AE’s the best practices necessary for the execution of a successful program. Of course, your sales staff needs to know that we have your full and undivided support and that you expect them to follow the trainers instructions completely and at all times.

Next Steps IXWe look forward to helping you

reach your revenue potential.

Where We Go From Here

GIM kindly asks you to consider if you really need to print this.

Will hundreds of thousands of brand new local direct dollars help you to hit your numbers this year?

It all starts with your call toG. Patrick Perez, GIM President,

at 404.513.6001.