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Career Highlights : Melissa Fisher

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Work sample highlights. Rebranding, product development, process improvement, enterprise systems, etc.

Work sample highlights. Rebranding, product development, process improvement, enterprise systems, etc.

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  • We aggressively promote our activities and we’ve gotten wonderful exposure that contributes to our brand image. <br /> We have a centralize PR team that our franchisees can use for local press efforts too. <br /> During bioterrorism we believe it kept our name save as crackpots were immediately identified and dealt with … <br /> Again having the local owner in each market is a wonderful thing for our company. <br />
  • Now I’m no researcher … but let me speak to the high level of how this all comes together… using one of our syndicated and proprietary tools <br />
  • Taking a look at where our network has historically been. <br /> Franchisees choose how frequently and when their mailings were delivered. <br />
  • Review sales structure here. <br /> Factoids on ad volume or client counts from local vs national <br />
  • To provide the unparalleled degree of consultative and customer service where we offer research is just the beginning. <br /> Our sales representatives are prepared by the most comprehensive development program in the advertising industry. <br /> Training and development is the functions of Valpak University. <br /> Immediately after hiring sales representatives, candidates receive two weeks of comprehensive educational and practical application sessions. <br /> They are made aware of all facets of the advertising business. They are coached in general marketing and promotion an how Valpak applies the disciplines for customers benefits, <br /> They are provided access to materials that will enable to make the most professional presentations for potential and current advertisers. <br /> This is the initial orientation program. <br /> The next step is field supervision and evaluation. In a couple of months based on these evaluations, candidates have shown significant progress. <br /> Additional enhancement programs are provided at VPU at least once a year through the career of the sales representative. <br /> Once a year, we invite all of our franchisees, their Sales Managers, office staff, and sales representatives to Coupon U. <br /> This special session of VPU enables u to describe progress, new programs, and initiatives. Special courses are offered to allow each person to hone their skills in areas that may need fine-tuning. <br /> The major feature of this event is to have over a thousand sales representatives share their experiences and success. <br /> We have available to them about 3000 spec ads that can be customized so advertisers can get an idea of how their business could be portrayed. <br /> We have over 6000 samples of successful ads, sorted by category and success stories and testimonials from our customers. <br /> They are provided reference material that describes the most effective offers by category to provide our advertisers the expertise required to construct effective programs. <br /> They are taught how to select the proper mailing areas for maximum efficiencies for our advertisers. <br /> Extensive training in determining customers needs and set the proper expectations for post mailing evaluations. <br /> At this event we recognize outstanding performance and reward those achievers. <br /> So when you combine our branding programs and our advanced research efforts with the best equipped sales force, you maintain and build leadership. <br />   <br /> That is the Valpak way. <br />
  • Centralized Intelligence: We all know about the world of James Bond… the world of the CIA, NSA, KGB, Scotland Yard and Her Majesties Secret Service ….. but the new ‘big thing’ in marketing is about Business intelligence and centralizing it for your easy access and use. <br />   <br /> Valpak has more knowledge about its consumer audience and its clients business industry than any company I know… and it’s that knowledge that sets us apart from your competitors. <br />   <br /> Think about BOND and why “M” uses him uses him… <br />  Leveraging business intelligence offers us the following: <br />  It’s something more predictive <br />  It DOESN’T leave things up to CHANCE, It anticipates what’s going to happen <br />  It gets you the results you want – the first time–helping you to avoid potential pitfalls <br />   <br /> It’s not simply one thing, but rather a process. Knowing about the needs of your clients, understanding their industry and opportunities that other businesses just like theirs have leveraged <br />   <br />  is what’s going to make you smarter. <br />
  • Valpak has hundreds of thousands of clients and they come from all walks of life. <br /> Some mom & pops today are New Americans and so we have some of our know best sales literature local materials in over 20 languages <br /> Others are “mad hatters” and need to process information on their own time – we we provide interactive sales tools. <br /> Servicing sales this way ensures our brand is consistently delivered in the marketplace <br />
  • Big bad graphics <br /> New <br />
  • How we help local reps capture market-wide and regional buyers <br /> Speak to strategy of PPP if you like and how team from home office goes into markets etc. <br />
  • Owner’s purchase business in a box and assisting in motivation and education is part of Valpak’s offering. <br /> We reach all levels of our organization through on-line, magazine publications, newsletters and interactive media <br />
  • Missing CyberValues & See them Grow <br />
  • Key Points for Presenter to Make on this Slide: <br /> This slide should be used to transition to the next, where the elements of TMC (Targeted Market Coverage) are covered in a text-based way. This is a great slide to introduce the advertiser to our product line visually, and to the fact that we have a number of product options which complement the blue envelope. <br />
  • Do you incorporate solo mail in your media mix? <br /> How much do you mail? <br /> How often do you mail <br /> What have you tested against? <br /> What were the results <br /> Do you have your own customer database? <br /> Do you do any direct to consumer advertising? <br /> Do you have a sample so that I can provide a price quote? <br />
  • How do you use e-media? <br /> What kind of metrics do you use today? <br /> What % of your sales come from online? <br /> Do you use the same offers online as offline? <br /> How do you measure success? <br /> What is your budget for online? <br /> Valpak.com® Average Click-through: 2.17% <br /> Doubleclick Analysis Industry Average: .04% <br /> Valpak.com® Advantage: 56.5 times more effective <br /> Every month, Valpak.com® averages: <br /> Nearly 1 Million User Visits <br /> Over 24 Million Coupon Views <br /> Nearly 8.5 Million Page Views <br /> Over 150,000 Coupons Printed <br />
  • We handle everything and manage your keywords on all 5 major search engines. <br />
  • Current <br /> Complex batch process – very reliant on Key people for success <br /> 1960s equipment - smaller and less sophisticate <br /> Manual w/ multiple handling – Press, cutting, folding <br /> Quality checking – after the product is produced <br /> Departments/silos – command and control at each step in the workflow <br /> Warehouse WIP – lots of material movement! <br /> Print by order – long runs with limited versioning <br /> Push – optimize by department or equipment type <br /> Future <br /> Streamline/continuous (JIT) <br /> Leading-edge equipment – larger faster and more computerized equipment <br /> Automated/integrated/inline – press has inline cutting and folding for 90+% of the volume <br /> Quality embedded – part of the process at each step of the way… equipment also has technology to assist in QA <br /> Cells/teams – collaborative focus by the group across the entire process <br /> Print by NTA - 10M runs –, sales flexibility <br /> Buffering - just in time <br /> Pull schedule – optimize across the plant by delivery point <br />
  • TraDigital Platform <br />
  • E-Commerce team distributes 1.4 million Ent. Membership Books annually <br /> Accelerated growth in Daily Deal and other digital products <br /> Products marketed via email to over 3 million active and registered customers <br /> Entertainment.com drives a proven and consistent powerful brand presence <br /> Strong affiliate CPA and CPM partners, such as Google, Commission Junction and MyPoints, utilized to maximize channel profitability <br /> Highest potential for growth over next 3-5 years <br /> Significant opportunities for large, long-term partnerships and cobranding <br /> Very profitable channel, comparatively low marketing costs to registered users/existing customers <br /> CY 2011 Channel Revenue Forecast - $31 million <br />
  • Over 80 large corporate customers purchase custom print and digital products as acquisition or loyalty strategies for their customers. <br /> Large loyalty customers include Amex, McDonalds, Interval, Amoco and Tropicana among others. <br /> Thousands of local businesses purchase Entertainment products for loyalty plays – insurance agents, realtors and home services companies are key sectors using products as consumer premiums. <br /> Strong potential for accelerated growth in syndication of content/offers. <br />
  • Over 80 large corporate customers purchase custom print and digital products as acquisition or loyalty strategies for their customers. <br /> Large loyalty customers include Amex, McDonalds, Interval, Amoco and Tropicana among others. <br /> Thousands of local businesses purchase Entertainment products for loyalty plays – insurance agents, realtors and home services companies are key sectors using products as consumer premiums. <br /> Strong potential for accelerated growth in syndication of content/offers. <br /> Business Services <br /> Corp Mar/Com programs <br /> SMB <br /> Syndication Growth <br />
  • One of top three Product Fundraising companies in North America <br /> Annually, over 5 million students at an est. 16,000 elementary, middle and high schools sell Entertainment products as part of their fundraising campaigns <br /> Profitable inside sales and call center operations sells EP products as fundraisers to over 10,000 community groups and direct to school organizations <br /> Significant growth potential with High Schools and Youth Sports products through rapidly growing Entertainment Extreme Fundraising division <br /> Powerful acquisition channel for kids and families that positively impacts other sales channels <br /> Over $1 Billion raised on behalf of schools and other non-profits in North America since 2000 <br /> CY 2011 Channel Revenue Forecast - $63 million <br />
  • Schools trust us – want more! <br /> Sally – opportunity to reboot brand with new products <br /> Can develop more digital products <br /> Online S/M tools to help manage, prospect & sell <br />
  • Huge brand awareness, exposure and loyalty without any major ad campaign! <br />
  • E-Commerce team distributes 1.4 million Ent. Membership Books annually <br /> Accelerated growth in Daily Deal and other digital products <br /> Products marketed via email to over 3 million active and registered customers <br /> Entertainment.com drives a proven and consistent powerful brand presence <br /> Strong affiliate CPA and CPM partners, such as Google, Commission Junction and MyPoints, utilized to maximize channel profitability <br /> Highest potential for growth over next 3-5 years <br /> Significant opportunities for large, long-term partnerships and cobranding <br /> Very profitable channel, comparatively low marketing costs to registered users/existing customers <br /> CY 2011 Channel Revenue Forecast - $31 million <br /> Did all this with minimal marketing investment and no brand advertising. <br /> Huge opportunity with top web brands: Yahoo, AOL, MSN, Google <br />

Career Highlights : Melissa Fisher Career Highlights : Melissa Fisher Presentation Transcript

  • MELISSA L. FISHER melissafisher7@gmail.com |mobile 248.687.9070   Building business value through fostering a shared vision, rewarding innovation and worshiping execution. Work Samples & Career Highlights 2000 - 2013 1
  • Accomplishment Overview Executive Vice President, MarCom February 2000-December 2008 Melissa L. Fisher | melissafisher7@gmail.com | Mobile 248.687.9070 2
  • Evolving the Valpak Brand Coupons Savings  Everyday Values Recipient  Participant  Member 3
  • Managed User Experiences Develop Consistency Look - Location - Likeability 4
  • Identified Steps to Success: Look Inconsistent Franchise Experience Before rebranding • Upgrade packaging look & feel • Establish graphic standards • Enforce identity standards – internally & externally 5
  • Identified Steps to Success: Redesign 6
  • Evolving Product Package 1999 2008 2000 7
  • 2002: Big TV or Studio Partners 8
  • In 2004, Promotions Delivered Over $10.5 Million in Brand Exposure For Valpak! 9
  • 008 National Partnerships Delivered over $15MM In Cross Media 10
  • Public Relations: Free Advertising 11
  • Research Leads Decisions 12
  • Consumer Engagement Studies: Focus Groups, Eye Tracking & Pupil Dilation 13
  • Audience Selection Refined • Territory selection • Date of Delivery • 3-D Audience Segmentation • Purchase Power • Advertiser Segmentation 14
  • Identified Consumer Segments Created Internal Personas to Aid Understanding 15
  • In-Home Delivery Focus: Evolution from Production to Pay Periods Prior to 2002 Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Today Future: In home on pay weeks Week 1 Week 2 Week 3 Week 1 Week 4 Week 3 16
  • Measuring the Mix Valpak’s new content score card Developing a consistent user experience. 17
  • Network Averages 2004 Enve lope Count Total Pieces Dining Entertain m ent/ Leisure Health / Beauty / Fitness Hom e / Garden Leisure / Travel Medical Prof. / Gen. Services Shops / Retail Suspect NAIC Techno / Com m . Transportation National January February March April May June July August September October November December 39,663,000 42,823,000 56,136,000 31,035,000 43,793,000 54,045,000 27,226,000 42,468,000 32,393,000 0.78 0.63 0.72 0.67 0.97 0.81 0.79 1.00 0.80 0.45 0.42 0.58 0.63 0.18 0.07 0.14 1.28 - 0.02 0.09 0.19 0.21 0.33 0.14 1.01 1.40 1.57 1.75 1.73 1.92 1.84 2.15 1.78 2.05 0.63 0.28 0.53 0.03 0.42 0.45 0.48 0.66 0.02 1.67 0.05 0.05 0.07 0.01 0.04 1.03 2.08 2.24 2.90 2.05 1.73 3.25 2.93 2.28 1.97 4.28 3.57 1.36 3.38 4.68 3.32 4.59 4.50 3.92 0.75 0.33 0.02 - 3.04 3.34 2.88 3.03 3.10 2.81 3.19 2.93 2.93 0.94 0.24 0.47 0.66 0.09 0.08 0.06 0.05 0.34 369,582,000 13.45 0.80 0.43 0.19 1.78 0.41 0.37 2.43 3.60 0.11 3.01 0.32 39,663,000 42,823,000 56,136,000 31,035,000 43,793,000 54,045,000 27,226,000 42,468,000 32,393,000 YTD: 14.34 12.32 12.86 12.64 13.32 12.90 14.67 14.67 14.07 19.63 20.19 23.33 23.79 26.62 24.93 23.39 24.83 26.02 2.98 2.87 2.90 3.06 3.89 2.97 3.20 3.13 3.47 0.56 0.52 0.64 0.65 0.92 1.10 0.99 1.35 0.97 1.86 1.81 1.89 1.64 1.80 1.67 1.22 1.63 1.56 5.01 5.71 7.52 8.77 8.95 8.32 8.08 7.89 8.87 0.14 0.14 0.12 0.15 0.14 0.06 0.03 0.04 0.14 1.50 1.49 1.64 1.52 1.65 1.72 1.61 1.73 1.83 2.72 2.65 2.85 2.59 2.84 2.62 2.40 2.61 2.62 0.70 0.76 0.76 0.99 1.00 0.87 0.84 0.88 0.83 0.68 0.71 0.78 0.92 0.91 0.82 0.87 0.72 0.78 0.30 0.36 0.63 0.44 0.84 1.31 0.94 1.53 1.64 3.17 3.17 3.58 3.05 3.67 3.46 3.22 3.33 3.32 369,582,000 23.64 3.14 0.86 1.71 7.63 0.11 1.64 2.68 0.84 0.79 0.89 3.36 37.09 3.94 1.29 1.90 9.41 0.52 2.01 5.11 4.44 0.90 3.90 3.68 Network January February March April May June July August September October November December YTD: Grand Total: Measuring success from month to month and against full Valpak network performance. Was the first time Franchisees had a benchmark and focus on product content mix to improve audience response/engagement. 18
  • Client Landscape & Sales Channels National Regional Citywide Mom & Pop’s 19
  • Our Pricing Evolution Production Driven: Commodities/Equipment based. (1968 – 2001) Sales Driven: Free market – highest bidder or bulk purchaser. (2002 - present/Matrix, Intermarket Sales Policy) Ultimate Goal Market Driven: Fill consumer need first to get best results for advertiser which would yield value and deliver higher CPM pricing. 20
  • Training & Development: ® The Valpak Way 21
  • Centralized Intelligence The Valpak Way • It’s something more predictive • It doesn’t leave things up to chance; it anticipates what’s going to happen • It gets sale the results you want – the first time–helping you to avoid potential pitfalls • Helps new sales reps succeed 22
  • Standardized Sales Support: • Sales tools in over 20 languages • • • Print Collateral CDROMs Interactive Internet Presentations Virtual tours • Intranet Support: • Presentation Builder • Audience Profiler • Ad Advisor System • Ad Design System 23
  • Standardized Sales Advice: Category Research Center • Support all sales channels – National ₋ Regional ₋ Local • Monthly Volume – 897 Calls – 5,200 online – 17,500 Industry Info – 7,500 Presentation Builder – And Growing 10% use monthly • 133 business categories constantly updated Co-op Case Studies Ad samples Testimonials Reported best offers • • • • • … And much more 24
  • Standardized Product Support: • • • • • • 200,000+ stock photo resource Over 3,000 templates to choose Business category specific designs Best promotional practices Focused for client success and predictable response New Revenue 300 Graphic Artists For Custom Ad Design 25
  • Standardized Business Development: • Franchised Brands • Proprietary brand knowledge of best offer ensures success • Takes all “guess” work our of local rep hands • 250 brands supported • Represent 80 of top 100 clients 3 Billion ads delivered in 2008! 26
  • Communications Sales Support: • Stay connected and collaborate – – – • Motivate Educate REPEAT! Custom tools by audience type – – – – – – Franchise Owners Sales Management Sales Support Local Sales Reps Key Account Sales Reps National Sales Reps 27
  • Products Developed A Marketing Services Portfolio of Products for National & Local businesses 28
  • Consolidation of Competing Products In 2000 there were 8 competing products and sales teams Cooperative or solo mail Cooperative or solo sampling Internet promotions 29
  • 2008 DIRECT MARKETING OPTIONS 30
  • THE BLUE ENVELOPE • • • • • Over 45 Million Unique Addresses in 10,000 Increments (Neighborhood Trade Areas) Variety of Size & Color Formats 110 Nielsen DMAs Nearly 520 Million Mailings Annually Recognized: 9 in 10 adults (92%) receiving Valpak are aware of it. Retained: 84% of recipients keep Valpak Coupons for future use. Redeemed: Consumers are 26% more likely to redeem Valpak offers than other co-op direct mail brands. National Demographic Profile Average HH Income Head of Household 25-54 Yrs. Old Median Adult Age Hold White Collar Jobs Attended College Average Home Value U.S. $66,952 57% 45.11 60% 52% $224,124 Valpak $85,796 ® 59% 45.84 70% 64% $329,106 Source: Claritas, a Nielsen Company – 2000 Census with current year projections, January 2008 31
  • BLUE ENVELOPE FORMATS Standard Insert 1 Panel Coupon 8 ¼” x 3 ½” Flyers Superflyer 10 ½” x 16 ½” ½” lip on back page of flyer 3 Panel Flyer 8 ¼” x 10 ½” 2 Panel Flyer 8 ¼” x 7” Specialty Magnet 8 ¼” x 3 ½” 8,12 &16 Page Booklets 8 ¼ ” x 3 ½” Cardstock 1 & 3 Panel 8 ¼ ” x 3 ½” or 8 ¼” x 10 ½” 32
  • • Customized direct mail programs – For special market coverage to complement a Valpak mailing. – To target geographically - radius mailings around a location or a target market area (i.e. closest 2500 homes, a neighborhood, or ZIP code) – To reach specific market segments – with targeted consumer or business lists – For time-sensitive promotions - grand openings, special sales events, holidays or limited time offers (between Valpak mail dates) – To respond quickly to promotion opportunities, competitive factors or market conditions • Extensive Format Options. • List Purchasing or Client Supplied Database w/PRIZM targeting efficiencies. • 6 Regional Print Sites – Mail enters USPS closer to destination. • Planet Code Tracking. • Post Mailing Analytics. 33
  • • America’s #1 Local Coupon Internet Website • Local Coupons Online, 24/7 • Targeted Distribution – National Demographic Profile Household Income: 46% earn $50K+ Age: 72% of heads of households are 25–54 61% female, 39% male 71% attended college 68% are homeowners Geographic and Interest Category • Links/Offers Can Be Changed in 48 Hours • 1.1 Million Unique Monthly Users Source: comScore, Plan Metrix Site Audience Profile Report, Summer Release 2007 34
  • VALPAK.COM CONSUMER EXPERIENCE • Enter ZIP Code, City/State, Keyword or Distance • Choose Category • Select Link or Offers • Link or Print Offers 35
  • ADVERTISER WEB PAGE ON VALPAK.COM 36
  • ADVERTISER WEB PAGE ON VALPAK.COM 37
  • VALPAK.COM Mobile Launching 2008 & Beyond Long-term Integration with 3rd Party Partners In Mobile Payment Space 38
  • Mobile Marketing Save $3 39
  • MAXIMIZING EXPOSURE THROUGH SYNDICATION + • • Syndication + Search Engines WHETHER A BUSINESS HAS A WEBSITE OR NOT, the Valpak.com Business Profile Page increases their visibility on the web. We put our client’s businesses in front of CONSUMERS who are SEARCHING online for specific products or services in their local area. 40
  • EXTEND CURRENT BUSINESS MODEL Envelope SEM Directory Advertisers share postage Advertisers share traffic cost Target by demo/geography Target by intent/geography Environment for savings Environment of solutions/savings Incentive call to action Incentive call to action Coupon allows tracking Reporting & call tracking Valpak Search Engine Marketing Solution • • Ads that appear on Search Engine’s Results Pages that are relevant to the search the consumer is performing. A measurable way for a businesses to advertise a specific product or service to a consumer showing interest or intent. 41
  • CAPTURING THE POWER OF CONSUMER INTENT • Advertising campaigns on all FIVE major search engines • Turnkey – Customized business profile pages – Keywords, Ad Copy, Bidding Management, Customized Profile • Complete Tracking and Reporting – Exposures, clicks, links and phone calls tracked and reported • Sustainable “Online Envelope” – Co-operative model with shared cost to provide additional exposure and increased Advertiser ROI • Low risk Advertiser investment 42
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  • CALL TRACKING A New Service Launched in 2008 Quantity: Number of calls and their characteristics Maximize their advertising spend Monitor trends to make staffing decisions 2 1 Valpak provides an advertiser a unique phone number to appear in their ad. Quality: Listening to recorded calls. Train new and current staff on phone skills. Identify trends based on consumer requests. When a consumer dials the phone number it rings through to the advertiser. 3 Info about the call is captured and reported to the advertiser. Value Builders as Perceived by the Advertiser • • • • • • • Knowing cost per lead Cost per sale & VOC Source of Lead Understand closing cycles Better analysis/creation of ads Assessment of media mix and results Better follow-up on leads • • • • • Analysis of lost opportunities Repeat customer intelligence Trusted partner w/ critical real-time data Solutions to possible internal challenges Discover new markets 46
  • Valpak Digital Growth Options as of 2008 Marketplace Sell Services Develop Content Distribute Content Host Content Vanity Search Advertiser Profile Page Deep/Rich Content 1st & 2nd Tier Search Engines Valpak.Com Valpak Select Product Description/Availability City/Local Sites Kudzu.Com E-mail Offer/Coupons/ Call to Action Social Networks & Applications Aggregate Web Savings Response Analysis SEO Mobile Partnerships Cox Affiliated Sites Reputation Management Powered by Model Widgets, Gadgets, Toolbar aids Loyalty Program Video Adify like 47
  • Accomplishment Overview Company Overview & Key Accomplishments February 2009 - June 2013 Entertainment Promotions Proprietary and Confidential – Do not copy, share or redistribute.
  • Entertainment – Key Assets In North America Content : 73,000+ local, regional and national merchants with 150,000+ offers at 440,000+ locations. • Noteworthy: 80% merchant retention annually Consumers: 12MM unique visitors, 1.8MM registered members. Over 1M mobile app downloads. Sales Channels: Products distributed through • • • • Fundraising Retail Direct To Consumer | eCommerce Private Label Market stats are for North America only. International Licensed markets: Australia, New Zealand, South Africa & Bali are not part of this overview.
  • 50 Years of Industry Leadership and Innovation 2010 Extreme Savings High School Pack 2000 1998 1992 2009 Entertainment.com CMS Division 1960 1980 1985 1990 1995 1962 1983 1992 1999 First Coupon Book Published IPO Acquired by CUC / Cendant. Carlyle Group buyout of CUC. iPhone App 2000 2002 Android/BB App Entertainment Daily Deals pilot Fundraising Bundles with DigitalSavings Club.com First co-branded SaversGuide.com 2011 Mobile Redemption 2005 2008 IAC/InterActive Acquired by Corp acquires MH Equity Entertainment fpr $300M Investors 2012 Complete Digital Conversion 2010 2013 Acquired by HSP Group (Founders Children)
  • 1 Company Overview Merchant / Offer / Promotion / Consumer Network Content Network Merch./Retail/Ecom. • Local Merchants • Regional Retailers • Chain Stores • National Brands • Affiliates Value Added • Maps / Reviews • Menus /Information • Contests / Games • Videos / Photos Social / Viral • Ratings & Reviews • Sharing Events • Communities • Videos / Photos Offer Cloud MultiMedia Platform Offer Packages • Memberships • Offer Bundles • Deals • Freemium Platform Engine • Mobile • Online • Email • Text • Social • Games • Location/Maps • Registered Card • Mobile Wallet • Broadcast / VOD • Keycards • Digital Print • Traditional Print Promotion Network B-to-C Distribution • Entertainment Mobile • Entertainment.com • Digital Affiliates • Retail Partners B-to-B-to-C Distribution • Syndication • Digital Media • Cause Marketing • Traditional Media B-to-B Distribution • Corporations • Organizations • Associations • Key Verticals • SMB’s Targeted Consumers Direct/Digital/Retail • Savvy Shoppers • Active Seniors • Gift Givers • Travelers • New Movers Digital/Mobile/Cause • Online Shoppers • Deal Seekers • Local Searchers • Supporters/Patrons • Family $ Stretchers Co-Branded • Valued Buyers • Club Members • Employees
  • Entertainment Merchant Content Network Entertainment Promotions Proprietary and Confidential – Do not copy, share or redistribute.
  • 2 Merchant Platform Trusted Offer Platform Drives Top Industry Retention Rate Merchant Platform Offer Cloud Promotion Network Mass-Market Consumers Local/Regional/Chain/National Merchants, Retailers & Brands Merchants 214K $7.0M 750 226K $3.0M Entertainment Content Network One of the largest merchant networks Broad based merchant type and size Best-in-class offers BOGO & 50% off Unrivaled offer breadth, depth, appeal Robust SMB content in 100 DMAs in 45 states • Also Canada, Australia & New Zealand Distribution 73,722 Natl./CPG/Other • • • • • Offer Value Core Verticals Consistent 80% merchant retention Locations 440 K $10.0M Share of Merchant Locations by Type/Industry Industry Vertical Local Dining Recreation/Travel Services Retail Natl./CPG/Other Total Locations 43,093 16,721 14,856 12,685 87,355 Locations National/ Chain 56,620 16,994 13,348 40,024 226,000 352,986 Total 99,713 33,715 28,204 52,709 226,000 440,341
  • 2 Merchant Platform Hyper-Local Merchants that Consumers Demand • 56% in dining category • Provide best-in-market offers – Acquisition: 50% off or BOGO – Loyalty: 10-20% off ongoing offers • 80% merchant retention • 90% full participation in all promotional programs • 70% merchants now using mobile offers Expansion planned for merchant up-sell opportunities who seek more strategic acquisition, retention and loyalty offers Popular Categories • • • • • • • • • • • Auto Casual Dine Entertainment Fast Casual Fast Food Fine Dine Health & Beauty Retail Services Sports & Recreation Travel
  • 2 Merchant Platform Top Chain/Regional Brands that Consumers Love • Trusted Brands with Best-in-Market Offers − 2,000+ highly recognized regional and chain brands • Redemption Available at all Locations − 60,000+ locations and growing Growing cross-platform category with efficient signing and acquisition of multi-unit locations in operating markets.
  • 2 Merchant Platform Leading Consumer Brands that Consumers Trust Best-in-Market Offers Strong Growth Categories •46% Travel & Leisure •44% Retail & Service 100% trackable and measurable investment TraDigital targeting capabilities driving top brand interest levels
  • 2 Merchant Platform Division Staffing after December 2012 Retrench Sales Team Local Content Chain & National Key Metrics/$ Produced by Team • Paid Advertising Revenue – Guarantees Placement • 80%+ Merchant Retention! • 20,000+ New Merchants Signed Annually
  • Systemic Sales Support for Consistent Client Counsel Similar to Valpak Examples: •Developed first GIS System •Created Best Practice Protocol for Offer Values •New Franchise Partner Program •New National Charity Business Development 58
  • 3 Offer Cloud Enabling Local/Social/Mobile Commerce Platforms Merchant Platform Offer Cloud MultiMedia Platform Platform Engine • Mobile • Online • Email • SMS • Social • Games • Location/Maps • Registered Card • Mobile Wallet • Broadcast / VOD • Loyalty/Key Cards • Digital Print • Traditional Print • 95% of all offers are online • 70% of all new clients use mobile offers • 66% of all merchants use mobile offers Promotion Network Targeted Consumers Hyper Local Offer Distribution
  • 3 Offer Cloud Offer Cloud Enables Multi-Media Platforms: Pizza Hut Client Example ONLINE DAILY DEAL MOBILE VDP PRINT CARD STANDARD PRINT
  • 3 Offer Cloud Mobile Commerce Leadership in Fraud Protection 1. One-time use consumer restrictions / security 2. Rotating crown confirms coupon is “live” 3. Short coupon validity (24 hours) 5. IVR to confirm Unique Validation ID 6. Consumer info displayed 2 Promo or Bar Code (if required by merchant) 4. 1 3 4 5 6
  • 3 Offer Cloud New Dimensional Database Enables New Media Distribution Entertainment maintains standard Firmagraphics for business as well as: • • • Offer Class – Introductory , Loyalty, Repeatable… Offer Type – BOGO, $$ off, % off, Free with purchase… Offer Score – a numeric value to quantify the overall quality of the offer • Discount Value - $$ amount of the discount • Redemption Vehicle – Online print, print, mobile… • First Category – Fast Food, Entertainment, Travel… • Second Category – American, Movie Theaters, Hotels… • Merchant Brand – Burger King, AMC, Marriott • Cuisine Type – Thai, French, German… • Geography – City, Service Area, Lat/Long… • Alternative Languages – Spanish, French Canadian • Expiration Dates … And more
  • 3 Offer Cloud Entertainment’s Unique Promotional Platform • At the epicenter of Entertainment’s business model is a robust new technological system which fuels – – – – Product innovation and distribution Merchant and consumer engagement Business intelligence and metrics Sales force optimization • A $20M CapEx project completing implementation Q1 2013
  • 3 Offer Cloud Netsuite Front Office to Back Office Platform 64
  • 3 Offer Cloud For The Sales Team • View of all tasks and opportunities with the customizable dashboard • Access to all prospect or customer information • Keep a track of activities like phone calls, appointments, and outstanding opportunities • Integration with Outlook for calendar & tasks 65
  • 4 Promotion Network Unique Distribution Channels Entertainment® reaches select consumers in a variety of distinct ways generating new and repeat traffic for merchants. Consumer Direct via Digital Distribution Retail Locations & Online Affiliates Partnerships with Major Corporations School & Community Group Fundraising
  • 4 Promotion Network B-C Direct Relationships With Millions of Consumers Entertainment markets multiple products directly to millions of consumers, through Entertainment.com and affiliate websites • 1.8 million Entertainment Book Memberships annually • Email marketing to 10+ million active/registered customers • Drives a proven and consistent powerful brand presence • Strong affiliates: Google, Commission Junction and MyPoints Highest potential for growth over next 3-5 years. Significant opportunities for large, long-term partnerships and co-branded products. • Very profitable channel, comparatively low marketing costs to registered users/existing customers
  • 4 Promotion Network B-C Major Retail Relationships & Brand Presence Entertainment products sold at over 27,000 stores nationwide through long-term partnerships with top retailers. • High brand awareness with front counter presence • 20 large national and regional retail partners • Very profitable channel, driven by low personnel and shared cooperative advertising/promotion costs Terrific potential for expansion in channel with co-branded products and other new and innovative consumer products
  • 4 Promotion Network B-B Dynamic Customer Engagement Programs Co-branded acquisition, retention, loyalty and growth programs for Fortune 1,000 companies and SMB’s. • Targeted private labeled solutions based on client’s marketing objectives & customer demographics. Key corporate partners include American Express, McDonalds, BP, Verizon, Comcast, Microsoft, Tropicana among many blue chip clients. • Thousands of local businesses buy Entertainment branded products for premium & loyalty applications. Key sectors include insurance agents, realtors a and home services companies. Strong potential for accelerated growth as companies look to add value and consumers use discounts.
  • 4 Promotion Network Private Label Solutions for Blue Chip Clients Acquisition Retention Loyalty Pre Acquisition Prospecting Up Sell
  • 4 Promotion Network TraDigital Platforms Create Customized Products Traditional & Digital Print, Card-Based and Digital Savings Platforms Traditional Print • • • • • Print On Demand Directories Coupon Sheets Savings Booklets National Values/Savings Spree Discount Books • Newsletters Digital Card-Based • Frequent Values, ongoing, repeatable offers • Online, Print & Mobile Directories Mobile • Mobile enabled coupons • Companion apps • Mobile enabled websites Online • • • • • SaversGuide Discount Dining Dollars Gift Card Program Movie Ticket Program Outbound Email Program
  • 4 Promotion Network Private Label Solutions As American Express integrated their Delta SkyMiles Program to new Delta customers as a result of the Northwest merger they needed a communication program that highlighted their comprehensive merchant acceptance in all categories among local merchants in the former Northwest markets. Amex partnered with Entertainment to build a multiple-touch integrated communication plan (both online and Direct Mail) to highlight the depth and breath of Amex merchants and to provide ‘everyday savings’ for key spend categories.
  • 4 Promotion Network Private Label Solutions • • • Merchant discounts serve as basis for Tropicana Juicy Rewards On-pack points-based loyalty program Consumers enter on pack codes online to build points redeemed for discounts on healthy pursuits. “Tropicana Juicy Rewards takes the good things consumers have come to expect from Tropicana to a whole new level by offering them savings on the healthy, fun pursuits we know are important to them.“ -Neil Campbell, President.
  • 4 Promotion Network B-B-C Significant Youth Marketing Footprint Trusted partnerships and unparalleled access to schools and community groups who rely on us to meet their goals. • $2.5 Billion raised in partnership with Schools and Non-Profit Organizations • Annually, over 4.2 million students & family members selling Entertainment brand • Trusted personal relationships in 25,000 non-profit groups and organizations (14,000+ local schools) Cause Marketing is what Entertainment is historically known for, but the smallest profit producer of all sales channels. • Inside sales/contact center sells to 6,000+ community groups and direct market remote school organizations • New digital high margin products launching in 2012 • New IC Resellers
  • Channel Capabilities Flex To Meet Growing Demand Broader suite of partnerships/products to meet School Fundraising demands Online & Social Media Tools for Schools/Students/Families • Strong Pine Valley Relationship Chairperson Corner • Segment growth • Sales Techniques resonating Seller Section • Industry decline/consolidation • Lower emphasis, • Shutdown in 2013
  • A Leading and Trusted Consumer Brand Merchant Platform Offer Cloud Promotion Network Targeted Consumers • 8MM regular Entertainment users • 4.5MM memberships purchased • 10MM email/text list utilized • 30MM consumers reached • 200MM+ email/text promotions • 100MM+ addressable through expanding Entertainment Promotion Network
  • 4 Promotion Network B-C Partnering with Top Internet Brands Multi-channel Distribution: Offer Cloud allows large media companies to distribute and target offers to their consumers Flexible Offer Types: Deals, one-time offers, bundled offers, new digital products Multiple Pricing Models: Freemium, consumer pay, merchant pay, partner pay
  • 4 Merchant Platform Potential Features • • • • • • Merchants can Self-Provision Dual purpose: Portal for Reps or CSRs Payment Methods: Credit Card, PayPal Subscriptions & At-Will purchases Enables partnerships Core to New Co. concept – – – – – Distribution plus Destination Valuable Promotional Expertise Variety of options ROI based products Traceable, scalable, variable PLATFORM FEATURES Self provisioning Paid Ad Daily Deal Flash Deals Offer/Deal Redemption Offer/Deal Caps Unlimited Offers Offer Analytics Gift Certificates Promotion Network DESCRIPTION Manage business listing on EP network, upload logo, photos, menu & offers Upgrade book listing to full page ad, fine dine, etc. Run an Entertainment Daily Deal - revenue share with merchant Run a limited-time deal (certain days or times) – EP rev share Redeem/track print and mobile offers (and Daily Deals) at POS Cap the volume and distribution of offers across EP network Control number EP network offers, duration, 'digital only,' etc. View metrics on deal performance, redemption, etc. Offer printable/mobile gift certs with redemption (EP takes %) Offer Distribution Push offers to non-EP local directories (ie. Google places, Yelp) Social Distribution Push offers to social platforms (ie. Facebook, Foursquare) Business Listing Management Centrally control business listing across multiple local search sites (like Yext.com) Loyalty Program Customer Analytics Email Marketing Reputation Management Facebook Fan Page Track and reward customers with customs deals and incentives View metrics on customer demographics, spend, frequency of visits, etc. Send email blast to customer list with templated communications Monitor business (and competitor) reviews and social feedback Establish and manage templated Facebook fan page Custom Web Site Design and manage a dedicated business web site (monthly hosting fee) Online Booking Book services or make reservations with online scheduling tool
  • 4 Promotion Network Refresh Corporate Branding • Before • After 79
  • 4 Promotion Network Rebranding Fundraising Product • Before After 80
  • 4 Promotion Network Rebranding Retail Product • Before After 81
  • 4 Promotion Network Expanded Product Promotions Digital Coupon Memberships sold online and at point-of-sale in retail stores. Rebranded Coupon Book Cover and Interior Design 82
  • 4 Promotion Network Redesigned Website & Mobile Experiences 83
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  • Fundraising Channel: Organization: Merchant Channel: Product Categories: Gift Giving Discounts Gourmet Edibles Event Based Brands: Products: “Thons” Geographic Lifestyle Lifestage SF.com Cookie Dough Magazines Chocolates