Selling Successful Strategies/Tactics and Best Practices in a Changing Media Environment
Selling Challenges
Do you feel sometimes like all the media changes and challenges are like this? ? ?
Question? What are you doing today that you were not doing 15 to 20 years ago?
The changing media landscape 1965 2005 Broadcast TV Cable TV (limited) Movies AM & FM Radio Reel-to-reel tape Telephone Postal Mail Newspapers Books Magazines (9, 000 titles) Broadcast TV CD, cassette, MP 3 Cable TV VCR, DVD, PVR Pay TV, VOD Internet & Web Satellite TV Email Movies Web browsing AM & FM Radio Instant msg. Satellite Radio PC gaming Telephone Music downloads Mobile Phone P 2 P, etc. Postal Mail PDAs Newspapers Pagers Books Console/handheld Magazines (17, 000+titles) game devices *And in 2005 Telcom TV such as FIO’s and Social Network sites along with RSS feeds, Avatars and Second Life weren’t even on the radar screen yet. Source: Ball State University, Center for Media Design, 2005.
A Brief History of New Media How Long it Took to Reach Critical Mass • Radio – 38 years = 50 million homes • Television – 13 years = 50 million homes • Cable – 43 years = 50 million homes • Cell Phones – 8 years = 50 million homes Source: Media. Week 6/25/07
The Media Landscape is Reshaping • Consumer Empowerment grows, fed by tech advances. • Content remains the drive, good for program originators. • Video travels to more screens, large and small. Live and VOD. Interactive and passive. • Wireless emerges as a major force as a consequence of a ubiquitous personal appliance and constant connection. • High Def is a consumer home-run; Digital's greatest benefit?
The Media Landscape is Reshaping • Online Search continues to grow, a major part of the landscape. • Research becomes crucial, as marketers seek differentiation between media choices and more accountability. • Traditional media adapt to the digital environment and retain value… providing wide reach and targeting. Multiplatform campaigns rule.
Still Video-Centric, Now Multi-Screen It’s a multi-screen world for the consumer. . . • TV Receiver • Computer • Wireless device • Mobile
In the last 18 months, an estimated 200 TV stations have begun offering consumers mobile TV packages they can receive on their cell phones or other hand held devic Source: Media. Week 6/25/07
While stations agree that mobile could be the next big thing, no one is exactly sure how to monetize it yet. Source: Media. Week 6/25/07
In The Mobile Play 3 Steps to Follow: Branding, communication and persuasion Its Appeal: Cognitive, emotional, apparitional, behavioral In the end like the web, the success of any communication is how well it connects the customer to the brand… and Spot TV is here to help.
Issues Facing Stations • Most of these initiatives have a small niche audience (Stations are use to “broadcast audience”) • Technology Integration issues • Rights issues – not sure what we can do with the content we have • Labor issues (Potential union issues with video content) • Almost every sale is time consuming • Different success metrics
Follow the Leaders According to a recent survey commissioned by Outsell*, approximately 80 percent of advertisers currently use the Internet and the adoption rate is expected to grow to 90 percent by the end of 2008. *Outsell, Inc. Ad Spending Study 2007
Remember We’re TV People! • Prestige & Editorial Enhancement • Unique packaging • Over the air promotion • Full Circle Advantage • Price competitive • Creative Differentiator • Quality customer service
Strategies & Tactics Multiplatform Opportunities
Who Do You Want To Be 18 -34, 18 -49 or 25 -54? The GM Success Story!
How do you sell a huge 25 -54/35 -54 client like GM a title sponsorship and grow your station share from a 4 to 8 with: • Down budgets • Tired syndicated programming M-F, 5 -8 pm • Poor performing old WB Prime • Weak performing Late News AND • Over all ratings attrition?
Develop a Sponsorship Package that is Engaging Compelling Multiplatform Creative Ownership Localized
KSWB PRESENTS Exclusive Premiere Partnership KSWB will soon become The CW Network affiliate in San Diego. KSWB will make a huge impact on the local market with this landmark transformation. On-air excitement building will begin in the summer and continue through the launch of America's newest broadcast network. One Exclusive Premiere Partnership is Available for GM
Premiere Event • Flight- 4 week minimum • Promos-150 minimum, : 30, : 20, : 10 and : 05 • Lower Third Banners- 1 week prior, selected time periods • Squeeze Credits- 1 week prior, selected time periods • Premiere Night Sponsor Billboards - 8 • Creative Launch Execution Value $125, 000
Go. Vember Driving viewership and building your brand awareness! In November, San Diego's CW will conduct an exciting watch to win contest, awarding a brand new featured Chevy HHR vehicle. This is an invaluable product integration and presentation platform, as the Chevy HHR will "star" in an extensive on-air campaign utilizing Chevy vehicle footage.
Presenting Go. Vember *On-air promotion * Watch to win excitement! Viewers will be encouraged to watch The CW weeknights 7 -10 pm. Each night viewers can qualify by watching and dialing the toll free number. At the end of the promotion, all qualifiers will draw for their chance to win the new 2006 Chevy HHR. The winner and their new vehicle will then be featured in a post promotion campaign. One lucky winner will drive away a brand new 2006 Chevy HHR.
Go. Vember Creative KSWB On-Air Execution • Flight- 5 week • Promos- 125 minimum : 30, : 20, : 10 and : 05 • Call Now Promos- 40 : 10 • Squeeze Credits- 4 week flight, selected time periods • KSWB-TV Website w/ video test drive and sponsor link- 5 weeks • Creative Contest Execution The value of “The CW Go. Vember” promotion: $160, 000
Gain Momentum Through Go. Vember 2006 Over $285, 000 worth of unmatched creative, strategic and promotional value! Featuring a comprehensive CW on-air launch sponsored by GM coupled with an exciting watch to win contest and a live event grand prize drawing! This multi-leveled marketing campaign will build excitement, boost awareness and deliver value for General Motor brand vehicles and the local San Diego Chevy Dealerships.
• Launch Promos • Premiere Promos • Sponsorship BB • Lower Thirds • Squeeze Credits • CW Half Hour Special
Go. Vember Watch to Win Promotion
• : 30’s Promos • : 20’s Promos • : 10’s Watch Now • : 10’s Call Now • Squeeze Credits
Now Let’s Take a Look at the Creative
And GM is Still Looking for More Opportunities in 2008 and Our Share Keeps Growing! 2006 2007 2008 4 share 8 share 10 share
CW 5 Commuter Cast SAP Closed Caption
Website Elements
Next Steps: Follow up on the results of our localized sponsorship. Keep the momentum going with GM and the local dealerships.
New Currency J. D. Powers, Polk Data and Scarborough Research
Young Buyers are on the Rise • The percentage of auto buyers age 16 -35 has increased 17% since 2004 while the percentage of buyers age 50 or older has declined 45%. U. S. Vehicle Makes - 2004 vs. 2006 Brands Classified by Buyer Age Composition %P 16 -35 % P 36 -49 % P 50+ 2004 25. 4% 37. 2% 39. 4% 2006 29. 6% 48. 8% 21. 6% % Chg +17% +31% -45% Source: Tom Libby, J. D. Powers & Associates Custom Study 2004 & 2006
Who Do You Want To Be? Who is Buying Cars? 12 -17 18 -24 18 -34 *18 -49 25 -34 25 -49 25 -54 35 -54 50+ Source: Polk San Diego 06/07 *In the last six months represented 51% of all new car sales and 63% of all used cars in San Diego County.
Who Do You Want To Be? We Want To Be 18 -49 - Balance Your Buy! This report has been prepared using Strata Nu. Math research. Strata Nu. Math and report designs Copyright 2007 Strata Marketing, Inc. 312 -222 -1555 Nielsen Audience Estimates Copyright 2007 Nielsen Media Research - Nov 06, Feb 07, May 07 Source Field Codes: TP- Time Period
San Diego CW 5 Has the Highest Index in San Diego Monday-Sunday Sign-On to Sign-Off Source: San Diego, Scarborough Feb 06 -Jan 07/A 18 -49
The Purchase Funnel Source: CNW Marketing Research/Time Inc. Auto Purchase Process December 2005
The Six-Month Intender Window The research has shown that the purchase process begins within six months from the eventual acquisition. The study shows that the process begins on average, at 5. 2 months before the purchase/lease of a new vehicle. Source: CNW Marketing Research/Time Inc. Auto Purchase Process December 2005
Consideration Interval Needs Phase (6 months – 4 months) Intenders are assessing the models that are available for basic consumer needs and desires, size, space and styling. There are still more than four models on the shopping list at the end of this period. Cross-segment consideration is high during this phase and this movement between segments accounts for the initial changes in the shopping list. Intender Focus 6 months my needs models available styling 6. 5 5 months my needs models available 6. 2 4 months models available my needs 3 months models available features 5. 6 2 months features models available 3. 3 1 month price features 2 weeks price features Acquired Source: CNW Marketing Research/Time Inc. Auto Purchase Process December 2005 Models on Shopping List 4. 1 2. 8 1. 7
New Cars Sold November 2006 – April 2007 A 18 -44 = 26, 385 units or 51% A 18 -34 = 9, 851 units or 19% Source: Polk San Diego 06/07
Used Cars Sold November 2006 – April 2007 A 18 -44 = 25, 197 units or 63% A 18 -34 = 11, 970 units or 30% Source: Polk San Diego 06/07
New Cars Sold Bob Stall #1 Chevrolet November 2006 – April 2007 A 18 -44 = 216 units or 49% Total sales A 18 -34 = 64 units or 15% Total sales Source: Polk San Diego 06/07
Chevrolet Totals November 2006 to April 2007 Source: Polk San Diego 06/07
Positive: We made a lot of money – doubled our share!! Plus we were able to sell 4 local San Diego Chevrolet Dealers – • Bob Stall Chevrolet • Poway Chevrolet • Mossy Chevrolet • Peoples Chevrolet
Negative: Toyota – Annual Carl’s Jr. – Rtg’s and UD issues Nissan – Men Jack in the Box – We do very well VW – Budgets Mc. Donalds – We do very well All these accounts wanted to know why they were not offered the opportunity
Other Successful Selling Tactics Include Text Messaging Why Text Messaging? Couple of things to highlight: • 252 million cell phones in U. S. compared to 112 million TV sets • 30 billion text messages are now delivered per month, less than 2% of these are ad supported
Fully Integrated Mobile Marketing Platform Vibes Advantage: Application Intelligence Text. TV™ i. Radio™ Mobile Clubs Text Adventure Text-2 -Screen etc. Mobile Marketing Applications Messaging Connectivity Reporting / Back-end Vibes Advantage: Experience / Full Service Billing Analytics Monitoring Vibes Advantage: Carrier Binds SMS MMS
Mobile Industry Stats and Facts U. S. Mobile • Mobile sector…. $350 billion business mobile sector • Consumers are rapidly expanding the way they use mobile phones – 237 million wireless subscribers in the U. S. – 70 percent use their phones to text message – 32+ million accessed the Internet on their phones last month – 41% use their phones to send picture messages Source: Nielsen Mobile, The Global Standard in Independent Measurement of Mobile Media Messaging • 2. 3 trillion SMS will be sent in major markets worldwide in 2008 • 300 billion messages will be sent in 2008 in North America up from a predicted 189 billion in 2007…. approx 1 billions text messages a day in the US • The next frontier… – Social networking – Mobile search – Mobile advertising Source: Gartner Research, CT
Three Routes to Increasing Mobile Revenue Station Driven Promotions Sales Promotions Station Message Inventory
Vibes Revenue Generation Tactics Station Promotions • Text-2 -Win – Client sponsored – Prize can be provided by sponsor partner • Text-2 -Vote – Daily feature within specific dayparts – Client sponsored on-air and within message • Mobile Alerts – Daily/weekly updates regarding station promos – Contests • Text-4 -Tix – Daily/weekly feature in one or more dayparts
Vibes Revenue Generation Tactics Sales Promotions • • • Text-4 -Info/Spot Tags – Include station short code and keyword in the CLIENT commercial – Utilize station sales promo inventory to run additional promo spots Online Banner Tags – List text entry versus online entry Retail POS – Tag client POS in store with short code and keyword – Eliminate tear pads Events – Text 2 Screen – Text 2 Win On-Premise Entry Alternative – Utilize text for event/on-premise contests
Increase loyalty and ratings Let viewers get more involved with their favorite show Extend the interaction beyond the airtime of the show Keep audiences the show and station top-of-mind Draw in new viewers with viral text message programs
Jack in the Box Sponsorship Includes: • 3 weeks of promotional support (May 2 nd – May 18 th) • 12 in program / Smallville banners • 2 bonus banners inside the 90 minute Smallville finale on May 18 th • 4 in show / Smallville promos • 27 episodic promos with JIB’s logo in high profile areas • 21 text to win promos in high profile areas • 3 weeks of web exposure on kswbtv. com • Bounce back text message with a JIB offer for every participant Total Value: $60, 000
Date Participants Messages Received 6 -Mar 8 -Mar 15 -Mar 22 -Mar 29 -Mar 5 -Apr Total Messages Message Dialogue/Person 8 22 143 126 153 227 TOTAL 61 168 954 726 1165 1947 122 336 1908 1452 2330 3894 15. 3 13. 3 11. 6 15. 2 17. 2 679 5021 10042 14. 7 Smallville Text Trivia Results
Two and a Half Men Contest To help kick-off this fall’s most successful prime access show in San Diego, Mc. Donald’s was the presenting sponsor of the Two and Half Men Text Message contest. . For 1 week, viewers had the opportunity to win $100 Arch Cards by text messaging during the program of Two and a Half Men at 6 pm and 7 pm, Monday through Friday. Promotional spot ran September 28 th - October 5 th Total Number of : 20 Spots: 62 Value of Promo Spots: $18, 600 : 10 Second “Text Now” message inside program Aired 2 x’s per night. Total Number of Text Now: 10 Value of Message: $4, 000 Execution of Contest with Vibes Media. Value: $5, 000 Total Value of Promotion: $27, 600
Text Engages the Viewer Overall Smallville Text Trivia Results Date Participants Messages Received Total Messages Message Dialogue/Person May 4 6, 556 13, 112 15. 54 May 11 400 2, 949 5, 898 14. 75 May 18 573 4, 640 9, 280 16. 20 TOTAL 844 1, 817 14, 145 28, 290 15. 57
We have successfully utilized Jack in the Box Mc. Donald’s Sea World Macy’s Target Carl’s Jr. Disneyland Pizza Hut
What About the Web and vmix. com www. sandiegocw. com
Engage Your Audience: Video Commenting using VMIX Capture Technology
Community Content Community Driven Content - Prep Sports
Local Sports Fanatics shots from video camera phones Video e. Card promotions around players or games Best Tailgate party video/ slideshow contests Online mash ups for fans of players still coupled with UGC set to music
Multi-media Content Ingestion Invite community to submit videos and photos with high-level interest News / Weather Extreme weather conditions Exceptional images: nature and outdoor adventure Politics/ Law Video letter to Government Officials Reader video Soap Box Travel Video tours Vacation highlights Local, regional, national travel spots Current/ Local Events Message to the troops Gas prices, community activities, local music scene, sports, education Video to editor and reporters
Video and Photo Promotions In parallel with Special Sections: Bridal, Travel, home improvement and career Community Events: graduation, prep-sports and more Hallmark/ National Holidays: Mother’s day, Valentines, Thanksgiving, etc.
Mobile Upload • Capture and share media wherever, whenever • Easy upload to your custom email address • Submit from Cell phone or any mobile device
Fully Skinned Experience: CORE Branded as CW 5
Interactive Audience Solutions
Best Practices
Question: What kind of manager do you think you are? What kind of manager do you want to be?
Do you think of your star salesperson like Willy Loman from Death of a Salesman and Clark Gable’s slick-talking adman in The Hucksters. Are they more like Professor Harold Hill from The Music Man, or Danny De. Vito and Richard Dreyfuss as pathetic pitchmen in Tinmen. If they are then you might be managing like this:
Quick Test #1 List three words that best describe your ability to be a successful manager 1)Me 2)Myself 3)I
Quick Test #2 A great manager sets SMART GOALS Question: What are Smart Goals? S Specific M Measurable A Achievable R Realistic T Time Based
Which is Harder… A) Managing yourself B) Managing people Or C) Just being a manager
Remember “The conventional definition of management is getting work done through people, but real management is developing people through work. ”
Proactive vs. Reactive In today’s ever changing and challenging media landscape there are two skills one must understand use correctly and efficiently. Both are actions: Proaction is acting in anticipation of future problems, needs, changes and/or requests while Reaction is action needed to fix problems, needs, changes and/or requests rather than initiating or instigating them. In a nut shell, being proactive is the same as being reactive. The only difference is in being proactive you do the acting ahead of time. Being strategic will be key to your success.
Being Proactive To be proactive you need to ask yourself what is likely to happen, then take action before it happens. Remember the phrases: “Always begin with the end in mind” and “put first things first. ” These are essential to being proactive. Additionally, it takes energy and creative thinking to rise above the differences of the moment. See the big picture, take actions to make the changes or build upon the relationships you need to make. And Don’t Forget to be Strategic!
Let’s take action: We are all in sales, what could you be doing right now that will make a difference in our selling process? • Being positive vs. negative. • Cultivating ideas that are strategic, unique and creative then take action. • Getting to know every level at a business: owner, receptionists, media director, supervisor, AE, planner, buyer and assistant. • Getting to know the D. O. M. (District Operational Manager) and the R. O. M. (Regional Operational Manager) of all your clients in your local marketplace. • Anticipate success and failures with all of your on-air schedules. • Follow up with pre/post selling letters and thank you cards.
• Be in the know! Know your station inside & out. Know your numbers and national trends. Know your competition. Know your market and the local economy. Know the industry and know you are in charge because you are being proactive. • Technology – are you involved and keeping yourself up to date? Keep updated on the web, mobile VOD, OOH, and other technology changes? How are your advertisers utilizing these technologies in their media mix? • Create strategic opportunities, always follow through, exceed the expectations of your advertising agencies and direct accounts. We are doing more as sales reps and managers than ever before and ad agencies are very demanding and on short time lines. So being proactive and anticipating these tasks is a must. “There’s no crying in media. ”
• NCDA - who is the president of your local NCDA? Who is the president of your local Toyota, Ford, Chevy, VW, Nissan, Jeep, etc. dealers’ association in your market? These people should be your friend and friends of the station. Relationships • Anticipate under-delivery, promo weight, good will, snowflake rates, DR, bottom feeders, off-the-grid card rotators, program changes, specials, poor overnights, etc. Manage your existing inventory systems and look for improvements and efficiencies. • Take control. You need to be accountable and knowledgeable. Your good attitude will improve accessibility/response time, your flexibility/creativity, your leadership, your diplomacy, your communication, your visibility and your relationships. If you are not doing these things… then you are REACTIVE
Now Let’s React You are told that you are not on the buy or you are getting a really low share. Next, a direct account is on the phone and they are mad as hell. Your schedule is not posting, they are getting little to no response, you have preempted a large percentage of their schedule, your overnights are weak, your competition is offering upgrades and the cable guys just gave them 1000 spots! Sound Familiar? Time for a good reaction plan!
Reaction • Think before you speak. • Don’t engage or debate with a client if you are fired up, in a bad mood, mad at your spouse, fighting with your boss or co-worker. • Be creative. • Think Win, Win. • If you go down in flames do it with a manager and remember you are not always going to win. Walk away with your head held high and learn from each situation. • Be honest. • Dig deeper, ask questions, be engaged.
• Remember that many times if you had been proactive maybe you wouldn’t be in this place. • Offer solutions not excuses. • Say what you mean and mean what you say. • Don’t blame others or situations, always take responsibility. • Be specific on time lines for follow through. 2008 Will Be Great!
Proactive vs. Reactive Both important Both essential Both effective Both are skills necessary to rise above your competitors One sets you on the track for success…. Be Proactive in 2008
MY GSM Check List for 2008 üI will always display leadership and always lead by example üI will be strategic, proactive and not reactive üI will always begin with the end in mind, think win-win and put first things first üI will maintain pride, integrity and credibility and maintain effective, clear communication and constantly build on existing relationships while always cultivating new ones
MY GSM Check List for 2008 üI will remain focused on training both locally and with the national rep firm and continually recruit for the best talent available while maintaining a good successful plan üI will continually analyze the marketplace, identify share/gains/losses and pricing tendencies and adjustment strategies üI will maintain a effective inventory management yield program and focus on forecasting and financial reporting
Last But Not Least My Mission Statement I will work hard to be the best GSM I can be. Through teamwork, positive attitude, leadership and creativeness, we will win and hit our 2008 Plan
MY LSM CHECKLIST FOR 2008 I will always begin with the end in mind… “Go for New Business greatness. ” I will be strategic and proactive, not reactive. I will stay focused on the development of my team and the development of New Business. We have fresh, creative new business packages that include production elements and an aggressive inventory/yield management program in place. We are sending out handwritten thank you, birthday, congratulations and holiday cards to our clients. Our counter cable, radio, newspaper and Yellow Page pitches are up-to-date and our web, mobile and digital pitches are fresh and being used. I am driving maximum value for our on-air/on-line product by aggressively prospecting, pre-selling, presenting and negotiating on a daily basis. I have updated our local team’s SWOT Analysis, Team Mission Statement, Action Plan and Policies & Procedures for 2008. We have new 2008 New Business packages and incentive contests for Local AE’s in place. I am making routine calls with our team at both the agency and client level. I am making New Business calls on a regular basis. 2008 Will Be Great! “New Business is the Way To Win”
MY LSM CHECKLIST FOR 2008 EIGHT KEY ELEMENTS that make me a great Local Sales Manager are: 1) Leadership/Knowledge 2) Accountability/Integrity 3) Accessibility/Flexibility 4) Communication/Relationships 5) Forecasting/Inventory 6) Training/Recruitment 7) Teamwork/Creativity 8) It’s all about New Business is our focus and networking is key. Our AE’s are involved in the Chamber of Commerce, Ad Club, BBB, NCDA and local community organizations. I challenge myself weekly on how I can stay involved in the community. Our team is using www. tvb. org, CMR, Media Center, Scarborough and Polk Data to enhance our presentations. We have a system in place to track, target and convert accounts. (A must for developing New Business). Last but not least, the greatest asset I have as an LSM is my staff and the meaningful relationships/partnerships we create with them. I always praise and thank our AE’s and support staff that do well with a gift card or a plaque. And remember, there is nothing wrong with a spirited reminder to those who are not performing up to par. 2008 Will Be Great! “New Business is the Way To Win”
MY NSM CHECKLIST FOR 2008 I will be strategic, proactive, not reactive. I will always begin with the end in mind… I will put first things first and go for greatness for myself, the station and Tele. Rep. I have created and distributed to my rep firm our 2008 Policies & Procedures, SWOT Analysis, Mission Statement and our NSM Action Plan. I am using and empowering our rep firm to use www. tvb. org, CMR, Scarborough, Polk Data and other research tools to enhance our presentations. (A must to drive share in 2008) I have improved the process to keep Tele. Rep updated on our Each week I will ask myself these questions: am I organized? Am I prepared? Is my paperwork in order? Have I reviewed my travel plans? What are my priorities for the week? Where are the trouble areas? Are my relationships strong? Did I follow through on my promises or requests? Have I revisited my annual goals? Am I taking the necessary steps to achieve my goals? And am I being the best NSM I can be? I will kick ass in 2008. My quarterly Recap/Pre-sell meetings with my rep firm are the best they can be. (I have made them interactive, fun and meaningful). I will never ask a rep to do something I wouldn’t do. Our rep firm team is sending out overnight success stories and pre/post letters in a timely matter. ever-changing inventory, preemptions, programming, specials, web opportunities, digital, Nielsen overnights, and posting issues, etc. My Counter-Cable, Political and Multiplatform presentations are up-to-date. Tele. Rep has updated copies of all station sponsorship opportunities. 2008 Will Be Great!
MY NSM CHECKLIST FOR 2008 I will create an innovative sales strategy that can be utilized by others. I will think differently in 2008 and challenge my daily routine. I have created strategies to convert every low share and zero share advertiser in 2008. I have supplied Tele. Rep with updated Chamber of Commerce information, local retail trends, BBB info, NCDA info and other local economic changes in our market. I have put together or started to put together our ROM/DOM list for all the local clients who are bought nationally. I will make this a priority. I am in the know! I know my station inside and out, I know my numbers, I know my competition, I know my market and the local economy, I know the industry and, last but not least, I am in charge and I can make a difference. EIGHT KEY ELEMENTS that make me a great NSM are: 1) Leadership/Knowledge 2) Accountability 3) Accessibility/Response Time 4) Flexibility/Creativity 5) Diplomacy 6) Visibility/Relationships 7) Teamwork/Creativity I am routinely sending out handwritten thank you, birthday, congratulations and holiday cards along with industry related information to our clients. 8) A winning goal oriented attitude Lastly, remember to thank those at Tele. Rep that do well with a gift card or a plaque and remember there is nothing wrong with a spirited reminder to those who are not performing up to par. Tele. Rep is not responsible for my success, I am! 2008 Will be Great!
A Positive Winning Attitude is Contagious A Negative Losing Attitude is Infectious
Why Thanks! Sheath@tribune. com
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