1. Plan and Prepare Evaluate Needs Build The Solution Present and Close Follow Through

2. ? ? ? ? ? ? ? ? ? ? ? ? ? ? What is the purpose of the Present and Close step? ?

3. To explain the value of the solution and gain agreement. The purpose of Present and Close

4. Summarize the objectives1 Introduce the audience 2 Introduce the solution (BIG IDEA) 3 Present the media plan (with value)4Show the investment5 Handle objections6 Ask for the business7

5. Insert Client Logo Smith’s Sports Media Solution

6. Goals & Objectives Your Audience Solutions Our Commitment Agenda

7. During our previous meeting on April 20 th, you shared a wealth of information about where you are now and your future goals. Here’s what I heard… Where Your Business is Now #1 local sporting goods store in the market for mountain bikes. Only location in the area for ski/snowboard tunings and custom boot fittings. Recently introduced new line of cruiser bicycles. Your Goals Increase mountain bike sales from 7 to 10 per month. Increase awareness of ski/snowboard tuning services and boot fittings. Increase sales of cruiser bikes from 6 to 10 per month. What You Told Us

8. GeographiesDemographicsBehaviors The Right Audience

9. Meet Chad: He enjoys mountain biking on the weekends. He reads the daily and Sunday newspaper at least once a week. –His favorite section is the Business section. He spends more than 3 hours per day on the internet at home and uses the internet to do the following activities: –Shop –Check the news and weather –Bank online He prefers to shop at a locally owned business over a national chain store and he doesn’t mind paying more for higher quality products. Source: 2011 Ad-ology Audience Interests + Attitudes Study, Bicyclists The Right Audience

10. Meet Mei Lei & daughter Soo Lin: They spend the weekends during the summer at their house in Beach City. Mei Lei gets her news from the daily and Sunday newspaper. She prefers to shop at locally owned businesses. She spends more than 3 hours each day on the internet for personal use. Source: *2011 Ad-ology Audience Interests + Attitudes Study, Bicyclists The Right Audience

11. Meet Scott: He is a recreational snowboarder. He is in his early 20’s. He is not married. He is likely to view a website from his Smart Phone. He spends more than 3 hours per day on the internet at home and uses the internet for the following activities: –Check Sports Scores –Watch Videos –Check His Facebook Page –Online banking He prefers to shop at a locally owned business over a national chain store and he doesn’t mind paying more for higher quality products. Source: *2011 Ad-ology Audience Interests + Attitudes Study, Skiers and Snowboarders. The Right Audience

12. Meet Brad: Him and his wife enjoy their annual ski vacation. He spends more than 3 hours per day on the internet at home. He enjoys reading the local daily and Sunday newspapers at least once a week. –His favorite section is the business/money section. He prefers to shop at a locally owned business over a national chain store and he doesn’t mind paying more for higher quality products. Source: *2011 Ad-ology Audience Interests + Attitudes Study, Skiers and Snowboarders. The Right Audience

13. GeographiesDemographicsBehaviors Reaching The Right Audience

14. Three Campaigns Based on Your Locations and Season: Mountain Bike Excursions “Cruise on Down” “We’re Ready for Winter, Are You?” Your Creative Campaign

15. The #1 local media Web site in Rochester The Democrat & Chronicle Reaching 65% men in the Rochester market Reach local men. Over 200,000 unique visitors a year from Rochester Yahoo!.com reaches nearly 80% of the Rochester DMA Smith’s Sports Smith’s Sports Smith’s Sports Smith’s Sports Multi-Media Campaign

16. The #1 local media Web site in Rochester The Democrat & Chronicle Reaching 70% women in the Rochester market Reach local moms. Over 250,000 unique visitors a year from Rochester Yahoo!.com reaches nearly 80% of the Rochester DMA Smith’s Sports Smith’s Sports Smith’s Sports Smith’s Sports Multi-Media Campaign

17. 6am 9am 1pm 4pm 6pm Reads the morning paper Checks email Reads about tomorrow’s weather forecast Checks stocks on Yahoo! Finance Goes online to research local happy hours Reach The Right Audience All Day

18. The Media Plan: Apr.-Sept. Campaign Dates: April 1 – Sept 31 Primary Audience: Men (25-44) & Women (25-44) Placement Democrat & Chronicle – Strip Ad DemocratandChronicle.com – Skyscraper Yahoo! Male Targeted – Large Box Yahoo! Female Targeted – Large Box Yahoo! Behavioral Targeted (Bikers) – Skyscraper Metromix.com Run of Site – Large Box Momslikeme.com Run of Site- Large Box Total Impressions 500,000 Total Monthly Value $8,500 Monthly Investment $6,000

19. The Media Plan: Oct.-Mar. Campaign Dates: October 1 – March 31 Primary Audience: Men (25-44) Placement Democrat & Chronicle– Strip Ad DemocratandChronicle.com Male Targeted – Skyscraper Yahoo! Male Targeted – Large Box Yahoo! Behavioral Targeted (Skiers/Snowboarders) – Skyscraper Metromix.com Run of Site – Large Box Total Impressions 500,000 Total Monthly Value $8,500 Monthly Investment $6,000

20. This proposal will help achieve your goals of Target men 25-45 with the right message at the right time Target women with the right message at the right time Increase mountain bike and cruiser bike sales each month Increase awareness of ski/snowboard tuning and fitting services D&C Media Group’s consultative approach will ensure your campaign delivers the quality results you’re seeking. Help with developing compelling creative Review and optimize your campaign placements monthly Review monthly reports to verify you’re seeing the results you need Committed to Delivering Results

21. Sally Smith Account Executive Democrat & Chronicle Media Group Phone: (123) 456-7890 Fax: (123) 123-4567 ssmith@gannett.com With You Every Step of the Way

22. Handle objections Actively uncover objections  Are there any issues that would prevent us from moving forward?  If we can address this issue, are you ready to launch as planned? 6

23. Pick an objection from the hat ACTIVITY … and then handle them  Get it out there  Show them you care  Address the objection  Reinforce

24. Ask for the business You can’t get what you don’t ask for. Plan for it, then do it. “The investment is $5,000 dollars per month. Let’s go ahead and get this started for you.” 7

25. NEED SUMMARY SLIDE HERE.