1. Marketing Dynamics
Business Communications
Research and Intelligence
Sales Development
www.markdynamics.com

2. The Company
 A business communications and sales development firm
established in 1988 by corporate executives with
consumer goods, financial services, health care,
telecommunications and oil industry experience in
marketing, public relations, advertising and sales.
 The company was founded to address expressed needs
for assignments where capabilities were not in place or
to bring a new perspective to issues.
 Key deliverables include market and product opportunity
projects, new product introductions, business
development programs, business communications (pr,
brochures, annual reports, sales collateral, print and
internet advertising)

3. Service Offerings
 Strategic Planning
Competitive Analysis, Financial Modeling, Business Plans
 Communications
Public Relations, Sales Collateral, Formal Presentations
 Sales Development
Sales and Incentive Programs, New Channels, Training
 Market Research
Focus Groups, Customer Surveys, Competitive Intelligence,
Forecasting, Trends Analysis
 Event Management
Business/Sales Meetings, Customer Events, Golf
Tournaments, Incentive Trips, Trade Shows

4. Our Approach:
 Step 1: Informational Meeting
 Step 2: Marketing Dynamics creates a customized
proposal.
 Step 3: Clients signs off on proposal and timeline.
 Step 4: Project is executed
 Step 5: Final Project Presentation and Analysis

5. Client Background
 Health Care:
Adventist Baylor Cleveland Clinic Dallas Rehab Epic Healthcare
Owen Healthcare Johns Hopkins Mass General Presbyterian
Hospitals Humana VHA Legend Pharmacies St.Paul Hospital
Strategic Health Systems
 Retail:
Gordons Hallmark Neiman Marcus Randalls/TomThumb Safeway
SAM's WAL*MART Zales
 Software:
IBM, Lotus Software Group, DB2 Software Group, FAA, Honda,
Dole Food Company, Union Bank of California, Software
Spectrum

6. Client Background:
 Consumer Brands:
American Airlines AnheuserBusch Avis ATT Betty Crocker BIMBO
Carnation Centex Chase ConAgra Continental Airlines Corona Dr.
Pepper Exxon FedEx Frito Lay Hertz Keebler Kraft Nabisco
NISSAN Pennzoil Porsche Procter & Gamble Quaker Oats Radio
Shack RJR Tobacco Sally Beauty Sara Lee Southland 7-11 Shell
Sprint Tyson Coca-Cola Pepsi

7. Promotional Experience
Ideation-Development, Legal Clearances and Evaluation
Coupons, co-promotions, sweepstakes, trade promotions,
Events, sampling, rebates
 Cigarette Brands Sampling, direct mail , events, educational
promotions
 Salad Dressings Sweepstakes, Seasonal promo’s,
 Wolf Chili Co-marketing with Burger King, ConAgra, Keebler,
Borden,Pepsi, sampling, events, cause integrated
trade/consumer
 Continental One Pass Reward Program
 Hertz, Avis Reward programs
 Pennzoil Rebates, merchandise
 Quaker State Winter Oil on case educational signage
 Texaco Havoline Internet scratch-wins, rebates
 Tom Thumb Grocery Zamboni ice machine promo

8. New Product Experience
Ideation-Evaluation-Development-Commercialization
 Cigarette Brands BrookWood Menthol,Camel Lights
 Salad Dressings Viva Parmesan, Creamy Parmesan
 Spreads/Blends Mother Nature’s Finest-Butter
 Wolf Chili Texas Two-Step Chili Fixin’s
 Wal-Mart Pvt. Label House Beautiful Paint
 Continental One Pass Reward Program
 Pennzoil SUV Motor Oil
 Quaker State Winter Oil
 Texaco Havoline Better Gas Mileage Formula
 Texaco Fuel System Cleaner
8

9. Results
 Achieved $3.4M in savings by consolidating corporate
direct mail and public relation programs for 87 unit
HUMANA hospital system.
 Increased Walmart private label paint sales by 27% via
development, design and project management of new
House Beautiful paint brand.
 Generated incremental $2.5M from a $450K sales team
promotion to re-motivate 1,500 sales associates after
return from bankruptcy.
 Increased "Seven Seas" salad dressing sales 17% via new
products, new distribution and facings by repositioning with
upscale packaging, new tv, radio, print advertising and
POP displays with promotions and retail incentive drivers.

10.  Boosted Texaco Havoline motor oil market share from
11% to 15% and brand awareness from 32% to 66%
behind “Get Better Gas Mileage” national new tv/radio/in-
store product launch.
 Drove 13% retail volume gains for Walmart and Sam’s
using in-store POS and on pack promotional tactics.
 Developed and launched Pennzoil SUV and Quaker State
Winter oil, setting sales records.
 Expansion market sales increased 34% in 8 months via
integrated retail and brand radio promotion in key markets
for Quaker Oats.
 Exceeded Quaker Oats operating income objectives by
21% using high impact programs and tie-in promotions
with Keebler, Frito-Lay, Burger King and ConAgra.

11. Evaluations
 “Richard's perseverance in selling Wolf Brand Chili on an untried
merchandising program has met with extremely positive results."
His input has resulted in key changes which have been
presented and accepted through top Quaker management “
W. Smithburg, CEO Quaker Oats Company
 “The integrated consumer and customer sales driver supported
with radio and a charity tie-in, is the best promotional vehicle we
have used. It is my recommendation we continue this program."
Memphis Food Broker
 “Eschewing TV entirely, the $35 million Quaker Oats unit used
targeted merchandising, which moved a lot of chili " - Sales &
Marketing Management Magazine
 “The $100,000 "Who's the Lowest" sweepstakes from RJR
Tobacco Company's Now cigarettes is an outstanding
example designed to reinforce advertising and stretch a
synergistic extra out of a combination of brand sell and
promotion." William A. Robinson, Advertising Age

12. Evaluations
 "A summer program tied to chili dog consumption generated
record June volume at standard deal rates, making up the
shortfall during the third quarter… The Borden cheese, Rotel
Chili dip Super Bowl promotion was an excellent shared cost
promotion orchestrated by Richard with other companies, who
paid for the majority of the cost” Wolf Brand President
 "Despite an extremely tight schedule and early production
problems which shortened the pre - sell, Wolf Brand has proven
its ability to successfully establish a strong presence in a new,
growing category...a year ahead of schedule." Wolf Brand
President
 "Seven Seas Viva Parmesan Dressing placed first in the
Condiment category of the contest" - Prepared Foods Magazine

13. Evaluations
 “You hit a home run with the new Quaker Winter product. Well
presented and sold to sales force to assure support. And this
was after a great SUV intro that set all time records ”
Chicago Sales Director, Shell Consumer Products
 “A business that has been in decline over the last several years
has shown growth in recent periods. This is a phenomenal
turnaround”.
“The promotions have delivered significant lift”
Segment Director, Safety-Kleen
 “The new House Beautiful paint line takes Walmart to a higher
quality and has been well received. System sales of 12,000
gallons popped to 60,000. Wow!” Design Director, Walmart