1. They’ve Been Caught!

2. Seasonal Advertisers - Customers who want to get a jump on their competition such as jewelry stores, lawn and garden, etc. Inactive Advertisers - What businesses in your territory are inactive? What businesses ran with you in in 2012, 2013, or 2014 but are not currently active? Now is an excellent opportunity to find out why they are inactive and uncover problems you can help them solve. We are winning customers back – be a part of it! New Business Advertisers - Are there businesses that have recently opened in your territory? This initiative may allow them to run a grand-opening campaign with more impact than they thought they could afford. What about customers who’ve never advertised with us? Don’t forget those that are spending with competitors. Active Advertisers – Sell pick-ups into a second weekly community Publication. Add Digital. Add Propel. Engage your Audience and Reach the Right Customer They’ve Been Caught Targets!

3. Prospecting Resources Customer List and Comparison Reports – Inactive and Active Accounts – Seasonal Accounts – Churned Accounts Competitive Media Brigitte and Amanda will also provide Hoover data AdMall Prospecting – Seasonal – Co-op – Events

4. They’ve Been Caught Goals! Group Goal of $100,000 in Incremental Business Individual goals will be handed out separately Contest launched on 5/1. Runs for a total of 4 weeks starting on 5/11 and ending on 6/5 100 Prospects required of each Rep entered on google doc by Friday, May 8 th at 3pm

5. ‘They’ve Been Caught‘ Incentives Each MMSE to achieve goal will receive a $100 Visa Gift Card Every week, two $25 Visa Gift Cards will be awarded: One to the MMSE selling the highest contract value and one to the MMSE selling the most contracts. If overall goal of $100,000 is met AND you achieve your individual goal, top performers who have sold the most number of contracts will receive the following: – 1 st Place: $500 Visa Gift Card – 2 nd Place: $250 Visa Gift Card – 3 rd Place: $100 Visa Gift Card

6. They’ve Been Caught Celebration! To celebrate reaching our overall revenue goal of $100,000, the Publisher and managers will take the entire ad staff out to enjoy a nice dinner!

7. They’ve Been Caught Rules! Qualifiers/Disclaimers: Only contracts from prospect list will qualify. Propel-only sales will also qualify towards contest. Ad agreements must be signed for a minimum term of 8 weeks and maximum of 52 weeks. Contracts may not be extended. No addendums to contracts are permitted at any time. All ad agreements must be turned into Sally and it is the MMSE’s responsibility to ensure all signatures are complete before sending to Sally Contest officially ends at 5pm on June 5th. No exceptions. Sally will create a google doc with a sheet for each rep listing their 100 prospects. Brigitte & Amanda will check in each morning to find out which appointments are made for the day and which proposals are going out the door. New Business Bonus will not apply to any “They’ve Been Caught” contracts.

8. Rates BASE B&W RATES PublicationFullHalfQuarterEighth Dover Post $ 359.00 $ 219.00 $ 129.00 $ 69.00 Kent County Sunday $ 359.00 $ 219.00 $ 129.00 $ 69.00 Middletown Transcript $ 309.00 $ 179.00 $ 89.00 $ 59.00 Smyrna Clayton Sun Times $ 229.00 $ 139.00 $ 59.00 $ 49.00 Sussex Countian $ 229.00 $ 139.00 $ 59.00 $ 49.00 Milford Beacon $ 249.00 $ 159.00 $ 69.00 $ 59.00 Hockessin Community News $ 349.00 $ 199.00 $ 119.00 $ 69.00 Color $ 70.00 $ 40.00 $ 30.00 $ 20.00 Ad Enhance $ 10.00 RATES WITH COLOR & AD ENHANCE PublicationFullHalfQuarterEighth Dover Post $ 439.00 $ 269.00 $ 169.00 $ 99.00 Kent County Sunday $ 439.00 $ 269.00 $ 169.00 $ 99.00 Middletown Transcript $ 389.00 $ 229.00 $ 129.00 $ 89.00 Smyrna Clayton Sun Times $ 309.00 $ 189.00 $ 99.00 $ 79.00 Sussex Countian $ 309.00 $ 189.00 $ 99.00 $ 79.00 Milford Beacon $ 329.00 $ 209.00 $ 109.00 $ 89.00 Hockessin Community News $ 429.00 $ 249.00 $ 159.00 $ 99.00