Partnership Goals
The Velocity Program and Impact Program is to combine traditional media, online advertising to local web traffic generated by Radio Station Websites, Television Station Websites, and Newspaper Websites, development of business websites for media clients that have features like email marketing, photo galleries, self update, and website maintenance and hosting services to build sales and successful branding for our clients. Most of our affiliates are able to attribute 20% or more of the sales price of these packages to NTR (Non-Traditional Revenue) and internet advertising budgets.
Our experienced team of sellers will work with your sales force to meet with prospective clients 1 on 1 in their place of business to present our exclusive program. The Impact and Velocity Programs are specifically designed to increase internet sales revenue obtained from existing clients, and attract new clients for our Media Partners. A common by-product of our style of selling is the sales training we provide in prospecting and selling new clients.
Planning An Event
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Whether it's your first event or your tenth, NGM is focused on helping you coordinate from start to finish. Our knowledgeable team can support you in planning, scheduling, staffing and executing a successful Impact/Velocity experience.
Roles:
| New Generation Media |
| Market Manager |
This is the NGM team leader for your event. In most cases, this will be Eric Van Cleave or Jennifer Meier. |
| Event Coordinator |
NGM employee responsible for producing paperwork and keeping planning on track according to our timeline. In most cases, this will be Jessica Schiller. |
| Affiliates |
| Affiliate Manager |
Usually a Sales Manager, responsible for being the primary contact during planning. |
| Affiliate Coordinator |
Usually a Sales Assistant who will be responsible for printing paperwork, creating sales packets and managing the appointment schedule on your end. This person will communicate with our Event Coordinator in the weeks leading up to your scheduled sales event. |
To help you get started, here is a basic outline of what to expect:
| First Call Outline |
Things NGM will need: |
1. Questions
2. Schedule-Review and approve
3. Launch Date – Re-Directs and Standard
4. Pricing – send examples, Top 100 Direct Clients
5. Hotel/Air Cost/Meals
6. Phone Jam Kickoff Date – Travel arrangements, follow up call date
7. Affiliate Agreement – Must be done prior to event
8. Next Call? |
- Web contact
- Web traffic stats
- Electronic Logos
- List of Sellers-contact information
- One Pagers or Media Kit on Stations
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Sales Event Preperation
The key to a successful event is planning. Most, if not all, details should be complete one week prior to the first day of sales appointments for your event. NGM will provide you with a timeline outlining all needed items and reasonable due dates for completing all the planning steps.
Details… Details… Details…
In preparation for your sales event, there are a number of details that must be in order:
- Travel and Hotel Accommodations
- Market Overview and Sales Team Contact Information
- Program Pricing and Schedule
- Paperwork and PowerPoint Presentations
- Appointment Schedule Coordination
Typically, our affiliates assign one Affiliate Coordinator who will act as the primary contact for our Event Coordinator to organize these details.
Paperwork Overview
Program pricing must be approved by all participating managers. Once pricing has been determined and NGM has received all important details contained in our Market Overview Document, there are a number of sales documents to be created:
- Contract(s)
- Brochure(s)
- Contingency Form
- Website Development Form
- Website Development Guide
- PowerPoint Presentation(s)
The exact number of documents will vary according to the pricing structure set forth.
NGM will prepare all supporting sales documents and submit to participating managers for review no later than two weeks before your scheduled sales event. It is extremely important these documents be reviewed and changes submitted to the Event Coordinator no later than one week prior to your sales event to ensure a smooth planning process.
Once paperwork is approved, it is the responsibility of the Affiliate Coordinator to create Sales Packets as specified below.
Printing Paperwork and Creating Sales Packets
Listed below is a sampling of the sales documents that will be provided along with instructions on how to prepare this paperwork for your sales event. The Affiliate Coordinator will be responsible for creating and replenishing Sales Packets before and during the event. It is recommended you start with 30-50 Sales Packets and always double check to be certain program launch dates and package details are correct.
In order, each Sales Packet will contain:
1. Brochure
2. Contract
3. Exhibit A – Contingency Form
4. Website Development Guide
5. Website Production Form
6. Any other necessary documents (credit app., etc.)
Every document must be printed, stapled, collated and placed within separate folders for each appointment before the scheduled group meeting on the first day of the sales event.
Agency contracts will be provided separately via email and should be printed and placed in small stacks close to the standard sales documents, but should not be confused with standard documents. Typically, you do not need to create separate sales packets for agency appointments. AE’s should collect agency paperwork in advance of any agency appointments. AE's will be responsible for collecting all paperwork/packets from a central location in preparation for any standard or agency appointments. NGM reps will carry only a couple of sales packets for backup.
Downloading Paperwork
To request instructions for how to download paperwork for your sales event, please contact Jessica Schiller via email or by phone @ 707-799-7237. If Jessica is not available, please contact your NGM Market Manager.
Managing the Appointment Schedule
Up to this point, one MS Excel spreadsheet has been provided to track all scheduled appointments. The Affiliate Coordinator will be asked to email a copy of the current file one week prior to the sales event so that NGM can create a complete sales tracking tool. The appointment setting spreadsheet looks like this:
By 4:00pm on each day prior to sales appointments, each Account Executive and NGM Rep needs to be given a copy of the following day’s schedule with NGM Reps assigned to specific appointments*. Only one person should be responsible for the appointment schedule to keep new, rescheduled and cancelled appointments less of a confusing task. This person will need to be the central ‘hub’ of information for all AE’s and NGM Reps and this task will require constant attention each day throughout the sales event. The NGM Market Manager will be available to help and consult in the scheduling of appointments.
Please email or give hard copy of the appointment schedule for each day to each NGM seller and Affiliate Seller.
* When assigning NGM Reps to appointments, please consider the geographical logistics of getting each rep back and forth across town in a timely manner.
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In preparation for your sales event, there are a number of details that must be in order:
Travel and Hotel Accommodations
Market Overview and Sales Team Contact Information
Program Pricing and Schedule
Paperwork and PowerPoint Presentations
Appointment Schedule Coordination
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