Target Marketing and the Marketing Mix

Click the target marketing picture to the right and watch the video.
Respond with a comment/answers to the questions below:

1. What do you think the presenter means by the term media?

2. Give me an example of when you think you have been target marketed to?

3. If you had a business on Salem St. downtown how would you market to the local citizens of Apex?

Risk in Sports!!!

You are are college junior who is rated as a top ten pro prospect for the NFL draft. You could potentially earn a signing bonus of 4-6 million dollars. Answer the questions below as comment posts.













1. What are some of the risks you have to deal with until you are drafted?



















2. How can you protect yourself from these risks?











3. What could potentially happen if you don't protect yourself?

BONUS: What is the famous company that handles issues like this??

Stadium Merchandise Vendors

Read the questions below.   Use what you have learned about stadium merchandisng to  answer the questions as comments post.

1. Have you ever wondered why the merchandise shops are always at the entrances/exits of a stadium? Explain why this is so important.

2. Why do you think stores put cash registers right near the entrance/exit to their stores?

3. Has a product display ever influenced you to purchase a product? Explain why?

4. What are some issues that a stadium merchandise vendor has to think about as far as how they layout their store for trafic flow? Be detailed.

The Print Advertisement

Click on the add below and read the content. Answer the questions below as comments.











1. Who do you think is the ad's target market? Answer in detail with the three catagories below.







a. Demographics







b. Psychographics







c. Product Behavior











2. What is the headline of this ad?



















3. What is the selling message for this ad?









4. Describe what the illustration is for this ad. Do you think it is effective? Why?











5. Does this ad influence you to buy this product? Explain why whether you answered yes or no.

Effecting Selling.

Coffee Veteran Mosely Explores Effective Selling And Innovation


CHERRY HILL, NJ — “Today, we need to deliver not only a great cup of coffee,” said Jim Mosely, sales manager for Southern Refreshments (Tucker, GA). “We have to provide service beyond the cup, and many different products. We have to raise the bar.”



Speaking at the National Automatic Merchandising Association’s first-ever OCS Summit, Mosely pointed out coffee service started out with a simple plan: drop off a brewer and ship enough coffee and basic supplies (filters, condiments, stir-sticks) to keep the client brewing. Today, however, competitive operators must be prepared to provide total breakroom solutions, and it can be helpful to look imaginatively at ongoing product introductions in order to find attractive additions.



He noted that technology is creating almost unbounded opportunity. For example, it would be perfectly feasible right now to design a “coffee terminal” that would respond to voice commands, and perhaps “read” programmable mugs that store their owners’ preferences in memory. It is useful to imagine things like this, he suggested, so one can respond quickly when something new enters the market.



Mosely showed the audience a novel paper towel dispenser, about the size of a toaster, that loads with recycled-paper wipes feeding out a hold in the front. The number of sheets in a single load is equivalent to five rolls of conventional paper toweling. Operators can sell this, he emphasized. “Green’ is the future.”



The products and services to be sold are done so in the context of the operating company’s vision, the speaker observed, and sales training consists primarily of imparting that vision while sharing proven methods of communicating. This requires the salesperson to understand the prospect’s needs and expectations, and to determine how the company can meet them.



“Use a form that can accommodate all the necessary information,” he recommended. “That includes the name, address and phone number of the company, the county or municipal tax rate, the name and title of the decision-maker and the qualification: the number of people, the hours and days worked, the number of shifts – the night shift will drink more coffee – and the average age of the clientele. It used to be that the ‘older crowd’ drank more coffee; that may be changing now. What is the ratio of male to female patrons? Is it a white-collar or a blue-collar location? Is the coffee free? What’s the ethnic balance? A predominantly Hispanic population will tend to use more sugar; an Asian clientele often prefers tea to coffee. How many breakrooms are there, and what kind of access do employees have? What’s the lunch schedule? This is important for vending, too,” Mosely continued. Asking the right questions at the outset makes it much easier to come up with a program that will please the account.



It’s also very helpful to ask about the prospect’s present service. “Ask, ‘How would you rate it: Average? Fair? Poor?’ Don’t suggest ‘good’ or ‘excellent’ as choices,” the speaker advised. “And ask, ‘If you could wave a magic wand, what would you wish for as the perfect service?’”



The next step is to propose a visit to the breakroom. This, with the information already gathered, will enable the sales rep to make a recommendation: “You qualify for our single-cup system; let’s see whether one can be installed in the available space...OK, I’ll leave you this one for a couple of days; play with it.”



Mosely observed that, in this presentation, he has not mentioned price, nor asked for a demo. And, he said, that scenario is just one of many that can be envisioned, along with other questions that might be asked. One would be, “Do you have a ‘green’ program?” he noted, and invited the audience to suggest others.



There were many replies, ranging from whether the location receives regular visitors (like a medical office), presently pays rental on a brewer or a water dispenser, presently pays with a credit card and/or orders online – and, “What do you buy, other than coffee?”



The questionnaire is the key, Mosely summarized. “It’s my garden; it lets me plant the seeds, and control how they grow. It can be updated regularly with ongoing order information, and used as the guide to truly personalized service.”


1.  Who does Mr. Mosely sell to, B2B or retail customers?     How do you know this?




2.  In the second half of the article what “steps” is Mr. Mosely going through? Give me evidence from the article do not just give a one word answer.



3. Go through the steps of the pre-approach and identify how Mr. Mosely addresses each step.

Do You Have What It Takes to Close the Sale??

Many entrepreneurs have little or no experience in outside sales. Finding new prospects and explaining features and benefits — the stock-in-trade of salesmanship — can be difficult for an entrepreneur who isn’t sales-oriented. But inexperience can be crushing when it comes time to close the sale. After all, even sales pros often have trouble closing the deal.
Although it may be difficult, closing doesn't have to be painful or bewildering. Here are a few basic pointers to help demystify this potentially awkward process:
· Close from the beginning. Don't confuse this idea with the hard sell; the cutthroat approach alienates many potential customers. Instead, explain your agenda. Tell the prospect exactly what you're selling and how it can benefit their business. Being up front about your intentions promotes an honest, mutually respectful, and rewarding discussion — paving the way for a smooth close.
· Learn to recognize when potential customers are ready to buy. A customer might indicate they're ready by asking questions about the product or the buying process: "How long would delivery take?" "What does that button do?" or "Is an upgrade available?" Other signs include complaints about previous vendors and interested comments such as "Really?" or "Good idea."
· Don't respond to questions with merely a yes or no. Answer your prospect's queries with questions of your own. Carefully chosen, these return questions can help lead to a sale. For example, instead of answering the question, "Does this come in black?" with merely an affirmative, you could say, "Would you like it in black?"
· Free trials often lead directly to sales. In sales-speak, this approach is sometimes called the "
Free trials often lead directly to sales. In sales-speak, this approach is sometimes called the "puppy-dog" close, because it's reminiscent of the attachment children develop to a puppy after keeping it overnight. This strategy works well for all sorts of businesses and appears frequently in magazine subscriptions, where you can receive one month for free; Internet services, where there are often free 30-day memberships; and car sales, where potential buyers are offered test drives.
Suggest specific terms. Rather than asking whether your prospect wants to buy, suggest a specific buying scenario and then ask if your customer agrees to it. For example, "We can ship 150 units on Tuesday for $1,000. Do you want us to do that?" addresses three separate questions: the number of units to be shipped, the price of the shipment, and time it will be sent out. If your prospect is uncomfortable with any of the specifics — for example, he wants shipment on Monday — he will say so. You've offered him a chance to let you make decisions about details that otherwise would delay a sale. But be sure you know enough about your customers' needs to make reasonable suggestions. Otherwise you'll sound ignorant and pushy.

1. Why is closing the sale so important? Be detailed!!

2. Explain what kinds of things salespeople have done in the past that helped you make a buying decision.

3. What do you think is the most important thing you can do as a salesperson to inusre you close a sale?? Think it through because I have given you the answer to this in the past.

Whe do Products Fail so Often

In our free marketing economy we have the right to start our own business and make a profit. We also have the right fail and loose money. Sometimes we fail because we don't listen to our customers. It is estimated that up to 80% of new product introductions fail. Read the excerpts below and answer the questions as comment posts.








Product Failure #1 - McDonald's Arch Deluxe In an effort to class up the McDonald's brand, the company created the Arch Deluxe, a product marketed towards adults with more sophisticated palates. Just one problem -- people don't go to McDonald's for sophistication.



1. Explain why you think this new product failed.







2. As a Marketer what would you have done to try and make this a success?











Product Failure #2 - Betamax Video Recorder The Sony Betamax VCR hit stores in 1975. A year later, Sony's rival released another video recorder -- the VHS. By early 1977, four other companies were selling VHS machines. Meanwhile, Sony chose not to license Betamax technology. Because the two formats were incompatible, consumers had to choose between the two.

1. Why do you think this product failed?

2. Sony could have done something very simple to make this new product successful. What do you think that is??

Papa John's Entrepreneurial Spirt

Read the press release below and answer the questions as comment posts.

Super Bowl, Super Offer: Papa John's to Give America Free Pizza If Super Bowl XLV Goes into Overtime


First Super Bowl to be Played Under New Postseason Overtime Rules May Be First to Deliver Free Pizza

Dallas Cowboys Wide Receiver Miles Austin Serves as Spokesperson

LOUISVILLE, Ky.--(BUSINESS WIRE)-- No Super Bowl has ever gone into overtime. And no pizza company has ever called such a bold play: Papa John's, the Official Pizza of the NFL and Super Bowl XLV, announced today that it is offering a free large pizza to everyone in America if Super Bowl XLV, to be played on Feb. 6 in North Texas, goes into overtime.

"The Super Bowl is the largest stage in all of sports, and being the Official Pizza Sponsor of Super Bowl XLV, there's no better event or day to serve as a platform for our largest offer ever," said Andrew Varga, Papa John's chief marketing officer. "We're going to be working overtime Super Bowl Sunday to make sure our customers have a great day with the highest-quality pizza, and we're hoping for an unprecedented overtime so that we can deliver on this offer for America."

To be eligible for a free large, up to three-topping pizza if Super Bowl XLV goes into overtime, all consumers need to do is register for Papa John's online customer loyalty program, Papa Points, at www.papajohns.com any time now until 11:59 pm ET Saturday, Feb. 5, 2011. Then if Super Bowl XLV goes into overtime, the free pizza will be awarded to all Papa Points enrollees Monday, Feb. 7 in the form of 25 Papa Points — the amount of points needed to redeem a large up to three-topping pizza. Consumers can redeem the 25 Papa Points for the free pizza anytime through June 30, 2011.

Overtime has more significance than ever this postseason. Prior to the 2010 season, the NFL adopted a modified sudden death format only for the postseason. Each team now has the opportunity to possess the ball at least once in the extra quarter unless the team that receives the overtime kickoff scores a touchdown on its first possession.

Papa John's fan and Dallas Cowboys wide receiver Miles Austin knows first-hand the excitement of NFL overtime. Austin, who is serving as spokesperson for Papa John's Super Bowl XLV overtime offer, set a Cowboys single-game record of 250 yards receiving in his first NFL start ever in 2009, including a 60-yard touchdown reception in overtime to beat Kansas City.

"As a Dallas Cowboy I know everything is bigger in Texas, and this offer certainly fits that criteria. I'll be leading the cheers for Super Bowl XLV to go in overtime, so I can win a free large, three-topping pizza from Papa John's along with everyone in America," Austin said.

A total of 27 postseason NFL games have gone into overtime, starting with the 1958 NFL Championship. While none of the 10 playoff games this season went into overtime, two post-season games were decided in overtime in 2010, including the NFC Championship when New Orleans defeated Green Bay 31-28 and went on to win Super Bowl XLIV.

Both Green Bay and Pittsburgh have experience in playoff overtimes: Green Bay is 2-3, and Pittsburgh is 2-2 in postseason overtime games.

Papa John's is the only national pizza chain to offer a customer loyalty program. Once registered in Papa Points at www.papajohns.com, customers earn one point for every $5 spent online. When customers accumulate 25 points, they receive a promo code for free pizza with an online purchase from Papa John's. It's that simple.

Papa John's is in the first year of a multi-year sponsorship with the NFL and Papa John's is also the Official Pizza of the Arizona Cardinals, Atlanta Falcons, Baltimore Ravens, Dallas Cowboys, Houston Texans, Indianapolis Colts, Miami Dolphins, New York Giants, New York Jets, Philadelphia Eagles, Seattle Seahawks, St. Louis Rams, Tennessee Titans and Washington Redskins.

Headquartered in Louisville, Kentucky, Papa John's International, Inc. (NASDAQ: PZZA) is the world's third largest pizza company. For 10 of the past 11 years, consumers have rated Papa John's No. 1 in customer satisfaction among all national pizza chains in the American Customer Satisfaction Index (ACSI). Papa John's also was honored by Restaurants & Institutions Magazine (R&I) with the 2009 Gold Award for Consumers' Choice in Chains in the pizza segment. Papa John's is the Official Pizza Sponsor of the National Football League and Super Bowl XLV, XLVI and XLVII. For more information about the company or to order pizza online, visit Papa John's at www.papajohns.com.

© 2011 NFL Properties LLC. Team names/logos/indicia are trademarks of the teams indicated. All other NFL-related trademarks are trademarks of the National Football League.

Miles Austin's participation was scheduled by NFL PLAYERS, the marketing and licensing subsidiary of the NFL Players Association.



Papa John's International, Inc.
Tish Muldoon, 502-261-4987
Senior Director, Public Relations
tish_muldoon@papajohns.com

Source: Papa John's International, Inc.

News Provided by Acquire Media

1. Do you think this is an example of a business/person being Entrepreneurial?  Explain your answer!!!



2. What are the potential risks for Papa John's with this promotion?




3. Is this promotion an example of mass marketing or target marketing?   Explain your answer!!




4. Lastly give your opinion on whether you think this is a good marketing technique or not?

Target Marketing and The Marketing Mix

Click the target marketing picture to the right and watch the video.

Respond with a comment/answers to the questions below:

1. What do you think the presenter means by the term media?

2. Give me an example of when you think you have been target marketed to?

3. If you had a business on Salem St. downtown how would you market to the local citizens of Apex?

Spending and The Super Bowl

Read the press release below and answer the questions below as  comments.

For Immediate Release


Kathy Grannis (202) 783-7971

grannisk@nrf.com


Super Bowl Equals Party Time, According to RAMA Survey

-Spending Expected to Reach $10.1 Billion-
Washington, January 25, 2011 – Football fans have had the date circled for months now, and with Super Bowl Sunday fast approaching, more people than ever will celebrate the big game. According to a new survey by the Retail Advertising and Marketing Association, conducted by BIGresearch, the average consumer is expected to spend $59.33 on game-related merchandise, apparel and snacks, up from $52.63 last year. Total Super Bowl spending is expected to reach $10.1 billion.*



Of the 171 million people who will watch the game, the most in the survey’s history, nearly 34.9 million (15.0%) are planning to throw their own party, up from last year’s 31.6 million, and another 61.2 million (26.3%) plan to attend a party, also up from the 58.8 million who said they would go to a party in 2010.



“Getting friends and family together for a party is a great way to watch the Super Bowl, and with all of the planning and preparation that goes into throwing a good party, retailers have cause for celebration too,” said Mike Gatti, Executive Director, RAMA. “Consumers hoping to wow their friends and family with a new HDTV should act fast as this is one of the most popular times of the year to buy new televisions.”



Further good news for retailers is that of those who plan on watching the game, at least 4.5 million (4.5%) will take advantage of retailers’ promotions and buy a new television, compared to the 3.6 million who said they would last year, and the 2.7 million who said they would in 2009.



Grocery, apparel, electronic, sporting goods and home furnishing stores can expect to see their share of Super Bowl related spending as sports fans head out to buy food and beverages (69.5%), team apparel or accessories (7.3%), decorations (6.0%), and furniture or a new entertainment center (2.0%).





Of the millions of people planning to tune in on February 6, nearly half (47.0%) say the game itself is the most important part. Over one-quarter (25.8%) watch for the commercials, 19.5 percent enjoy getting together with friends, and 7.7 percent say the half time performances are most important.



“With millions of people getting together to watch the game every year, advertisers plan and prepare meticulously for this annual opportunity to reach and engage viewers with bolder and more effective ways,” said Phil Rist, Executive Vice President, Strategic Initiatives, BIGresearch. “With over a quarter of viewers saying the commercials are the most important part, it’s clear the Super Bowl isn’t just about football.”



As for the entire game-watching experience, nearly three-quarters (74.9%) of viewers say they see the commercials as entertainment. Some viewers aren’t as keen though, with 17.0 percent saying advertisers should save their money and pass along savings to shoppers and 9.5 percent saying it makes the game last too long.



The survey found 17.4 percent admit the commercials make them aware of the advertisers’ brand. Another 7.7 percent say the commercials influence them to buy products from advertisers.



The survey also found that young adults are more likely to be influenced by commercials, with 15.4 percent of 18-24 year-old viewers agreeing that the commercials influence them to buy products from the advertisers. Among other age groups, the numbers drop, with 11.0 percent of 25-34 year-olds, 7.3 percent of 35-44 year-olds, 5.7 percent of 45-54 year-olds and a 5.5 percent of 55-64 year-olds saying they are influenced by the ads.

1. What is the total spending expected on the Super Bowl this year?




2. How many people are expected to watch the game?



3. How may people are expected to buy a new television?



4. Over half of the people planning on tuning in say the game itself is the most important part. What percentage watch for the commercials?



5. What group is most likely to be influenced by the commercials?



6. Are you planning on watching the Super Bowl? Do you watch it for the game or the commercials?

Stadium Food Vendors are the Worth the Cost??

Going out to a professional or college sporting event can be very expensive. It is bad enough that we have to pay $50-$150 or more per ticket but then there is the cost of food and drink. Answer the questions below to let me know how you feel about buy food and drink at a sporting or entertainment event.

1. Why are food and beverage products at sporting events so expensive?

2. Why do we spend two, three and sometime four times as much to buy food and drink at a sporting event than a normal restaurant?

3. Do you think these outrages prices are fair?

4. What can you do about them?

Are you Loyal to a Particular Brand??

Does brand reconition matter to you?

Are you loyal to a particular brand?

If you are loyal to a brand tell me what it is about the brand that makes you loyal.

If you are not currently loyal to a brand pick one that you think you could be loyal to and tell me why.

Big Wins Big Bucks!!!

Click the link below and read the article from Sunday's News and Observer. Answer the questions as comments posts.


Big-Sports-Wins-Mean-Big-Money



1. What do you think would be a good use for a school to use royalty money on??



2. Do you think the royalties should only be used to help other students with the cost of their education(since that is what colleges are suppose to be for)? Explain.



3. Do you think 10% is fair amount for the universities to get? Should it be more or less? Explain your answer either way.

Madison Avenue and the Video Game

We have learned about differnt types of advertising media(broadcast, print etc.). Placing ads in online video games has become very popular. Read the follow article from Businessweek and answer the questions as comments post.

http://www.businessweek.com/magazine/content/06_09/b3973105.htm



1. What types of things would you advertise in a video game?





2. Why would you advertise these things in video games?







3. What would probably be some demographic characteristics of your audience?







4. Have you ever encountered an advertisement in a video game? Describe it.







5. Do you think advertising in an online video game is a good idea? Explain.

The picture to the right is part of the "Got Milk" ad campaign. Read the questions below and answer them as comment posts.






1. What do you think of when you hear the term ad campaigns?




2. What are some ad recognizable ad campaigns that you can think of?




3. Why do you think you can still remember them?




4. Do you think the ad campaign was effective? Explain.

The Promotional Mix

Answer the questions below as comments posts.

Sample Promotional Mix
Company: Pampered Pets Pet Sitting Service Employees go into people's homes to feed pets, take them for walks, change litter boxes

Target
Market: People who work long hours and don't have enough time to take care of their pets
People who are going on vacation and don't want to put their pets in a kennel and don't have anyone who could stay at their house
Elderly people who are unable to care for their pets but want to keep them

Communication
Objectives: We need to:
introduce our service to the public
create awareness of our service
get people to use our service, not our competitor's
get veterinarians to recommend our service
have at least one veterinarian agree to treat our clients' pets on an emergency basis, a feature that competitors don't offer
Design Message
Content: If you care about your pet's welfare when you aren't home, then you will use our services/It's so convenient and reasonably priced that you can't afford not to use our services

Format: Fliers, brochure, ads in local newspapers and Yellow Pages

Promotional
Methods: Advertising
Yellow Pages, local newspapers
Sales Promotions
Coupons that can be punched out 1 punch per day, after 20 punches, get one day free or at discounted rate
Public Relations
Not applicable at this time. As business grows, we plan to offer to contribute part of customers' payments to an animal shelter.
Direct Marketing
Fliers in mailboxes throughout local neighborhoods, to veterinarians, apartment complexes where elderly live, to pet shops. As business grows, we will send a newsletter to customers.
Personal Selling
To veterinarians, pet shop owners, travel agents, apartment/condominium management to refer people to our services. This only requires existing personnel time, no added budget cost incurred here.

Budget: Five hundred brochures for display in pet shops and veterinarian offices will cost $150. As business grows, we will expand to two-color pieces. Fliers can also be created inexpensively. Two hundred fliers will cost $20 to copy on colored paper (distribute in spring and summer). Yellow Pages ad will be limited to an informational in-column listing, 1 inch for $300 for the year in the local book. This book is sufficient. Small ads in the local newspaper will cost $300 for two placements. Rolodex cards will cost $160 for 500. Five hundred punch-out cards will cost $27.
Total promotional budget: $977

Promotional Mix: Advertising 61% $596
Sales Promotions 3% $29
Public Relations 0% $0
Direct Marketing 36% $352
Personal Selling 0% $0
Measuring Results
It's now one year later and Pampered Pets is evaluating its promotional mix:

Communication Objectives:

We successfully introduced our service to the target markets and have a steady base of customers. We have the support of several veterinarians and were able to form an emergency services agreement with two in the area. This year, we will expand into certain areas of the neighboring county while enlarging the current customer base.

Promotions Channels:
Advertising:

Yellow Pages: Response is slow but steady. We will renew as is ($350).
Local Newspapers: Steady advertising will be put on hold as word-of-mouth referrals are fairly strong. We will place two small ads before the summer and Christmas holiday seasons ($425).

Sales Promotions:

Punch-out Cards: These have proven a success. This year we will add a special discount coupon to attract new customers and to thank customers for their referrals (one free day for every five referrals who become customers) to replace last year's 21st day free program. ($55)

Public Relations:

When a pet we cared for died, a small donation was sent to the local branch of the ASPCA. The owners were touched and sent a thank-you note. They also told their friends, which resulted in more referrals. We will continue to do this and also send cards when client's pets have surgery. During the holidays, food and supplies were donated to the ASPCA, and our picture was in the newspaper, which generated more referrals for the holiday season ($100).

Direct Marketing:

The fliers were successful, so we will continue to use them and increase the number of mailings from two to four. The Rolodex cards and letters were successful; but because we ordered such a large quantity last year, we don't need to order more. We also have brochures left from last year, so we don't need more. I plan to launch a newsletter on our Web site in six months ($180).

Personal Selling:

Total Budget: $1,110
New Promotional Mix:
This Year Last Year
Advertising 70% 61%
Sales Promotions 5% 3%
Public Relations 9% 0%
Direct Marketing 16% 36%
Personal Selling 0% 0%

1. What percent of their total marketing budget is advertising?

2. What was their direct marketing effort for the first year?

3. Why do you think Pampered Pets increased it's advertising budget in year 2?

4. What is the new sales promotion that Pampered Pets is doing in the second year?

The Art of Advertising

After watching the Old Spice commercial answer the questions below as comment posts:


1.What type of media is being use for this ad?




2. Do you think the ad is effective? Explain your answer either way.





3. What is the main selling message for this ad?




4. Who is the target audience for this ad. Be specific.

Big Money for the Big Dance

Read the article and answer the questions below as posted comments.

Big Dollars Likely to Lead to Bigger NCAA Tournament

CNNChris IsodoreMarch 18, 2010 NEW YORK (CNNMoney.com)
Who's going to win this year's NCAA men's basketball tournament? Your guess is as good as ours. Probably better, actually.

But here's one March Madness guarantee you can count on: the wildly popular tournament is going to generate tons of cash for the NCAA. And that's why an expanded tournament is likely, possibly as soon as next year. The 65-team tournament will bring in roughly $650 million for the NCAA this year -- with the vast majority of that coming from broadcast rights payments from CBS.

That money basically funds the entire operation of the National Collegiate Athletic Association, and is the financial lifeblood of many smaller schools' athletic departments.
The big schools get most of that money. And more often than not, the more profitable programs make it to the Final Four over so-called Cinderellas. But profits aren't a guarantee of success. There are plenty of big money schools not in this year's tournament.

Big dollar schools staying home. North Carolina, last year's champion, finished second to only Louisville in terms of revenue and profits for its basketball program last year according to figures filed with the Department of Education. It didn't make the tournament this year though.
Neither did three other schools in the top 10 in basketball revenue -- Illinois, Indiana and Arkansas. Still, those teams are certain to get more cash from this year's tournament than smaller schools that made it to The Big Dance.

About $167 million of the proceeds from the tournament is split among all the NCAA conferences based on the number of games each conference's teams played in over the last six years. That money is then typically divided evenly between members of the conference.
So North Carolina and their hated rival Duke will both see the same payday from the tournament, even if No. 1 seed Duke is the one cutting down the nets on April 5.
And because the payments are based on a six-year period, even if a Cinderella team from a smaller conference does well this year, that won't significantly increase the payout for smaller schools.

More teams mean more dollars. That's why it's very likely, if not certain, that this is the last year only 65 teams will be invited to the tournament.
There's too much potential for a lot more money if the tournament is expanded -- and too many smaller schools need more of the big money.

The most discussed expansion scenario is to have a field of 96 teams. The teams ranked 1-32, which are primarily the big-dollar schools from the six major conferences, would wait while teams ranked 33 through 96 would play each other for the right to challenge the Goliaths.
The extra games would be shown on cable and on the Internet, which are the two fastest growing sources of new rights money for sports broadcasts.

The NCAA is expected to opt out of the last three years of an 11-year, $6 billion deal with CBS after this year's tournament and seek a new long-term broadcast and Internet rights deal.
With more games to air in the week before the round of 64 begins, there is the likelihood of a much bigger payday, said Neal Pilson, a sports television consultant.
"I personally am not that excited about extending the tournament to 96 teams," he said. "But it likely will result in more money for the colleges. The NCAA has a fiduciary responsibility to at least find out what a new deal would be worth."
Pilson thinks Walt Disney (DIS, Fortune 500), with its combination of ABC and ESPN might be the front runner in the bidding for the NCAA. But he thinks CBS (CBS, Fortune 500) will fight hard to retain it, even if it means teaming with a cable network operator to make the bid. There are reports CBS is looking at a joint bid with Turner Sports, which like CNNMoney is a unit of Time Warner (TWX, Fortune 500).

Big win for the little guys. Who will benefit most from the additional dollars a new deal could bring? Surprisingly enough, the smaller schools.
In the current 65-team tournament, about half of the teams are from the six major conferences. But if you look at the RPI rankings of schools this year, a ranking that is widely considered to be what the tournament selection committee relies heavily upon, nearly two-thirds of the teams that could be added to a bigger tournament might come from the smaller conferences.
And since those schools would not have to play a top-ranked team in the first round, they would stand a much better chance to win at least one game. That would only help their programs and increase their future payouts.
Those small schools are far more dependent on the NCAA money than the major conference schools, which typically have their own TV deals and huge arenas.

Yes, far more of the tournament money flows to the Big East (about $27.5 million) than to the lowly Big West (about $4 million). But the Big East schools average revenue of $8.5 million and a profit of nearly $3 million annually.

By contrast, the Big West schools average just over $1 million in revenue and typically lose $80,000 each on basketball. Who do you think needs the extra money more?
So if you're struggling to fill out a 96-team bracket this time next year, you can blame the unusual combination of big money schools and the Cinderella teams.

1.Why would the NCAA want to expand the tournament from 65 to 96 teams?

2. Do you think this would be a good or bad idea? Why?

3. By allowing more teams to participate, does the tournament become more or less competitive? Why?

4. Who do you think would benefit the most from the possible change?

5. Do you think the money made through the tournament should go directly to schools or to their conferences and divided evenly? Why?

The Press Release

Read the press release below and answer the questions as comment posts:


Global Collaboration Brings the Worlds of Sports & Music Together Like Never Before

NEW YORK—May 23, 2006—Nike and Apple® today announced a partnership bringing the worlds of sports and music together like never before with the launch of innovative Nike+iPod products. The first product developed through this partnership is the Nike+iPod Sport Kit, a wireless system that allows Nike+ footwear to talk with your iPod® nano to connect you to the ultimate personal running and workout experience.

Nike CEO Mark Parker and Apple CEO Steve Jobs unveiled Nike+iPod at an event in New York attended by seven-time Tour de France champion Lance Armstrong and marathon world record-holder Paula Radcliffe.

“Nike+iPod is a partnership between two iconic, global brands with a shared passion for creating meaningful consumer product experiences through design and innovation,” Parker said. “This is the first result, and Nike+iPod will change the way people run. Nike+iPod creates a better running experience. We see many more such Nike+ innovations in the future.”

“We’re working with Nike to take music and sport to a new level,” said Steve Jobs, Apple’s CEO. "The result is like having a personal coach or training partner motivating you every step of your workout."

The new Nike+ Air Zoom Moire is the first footwear designed to talk to iPod. Nike plans to make many of its leading footwear styles Nike+ ready, connecting millions of consumers to the Nike+iPod experience. With the Nike+ footwear connected to iPod nano through the Nike+iPod Sport Kit, information on time, distance, calories burned and pace is stored on iPod and displayed on the screen; real-time audible feedback also is provided through headphones. The kit includes an in-shoe sensor and a receiver that attaches to iPod. A new Nike Sport Music section on the iTunes® Music Store and a new nikeplus.com personal service site help maximize the Nike+iPod experience.

Armstrong, who is preparing for his first NY Marathon, said, “If you can incorporate time, distance and calories burned together and make it function for both the fitness runner and the high level athlete, it will take working out to a whole other level.”

“I definitely use music both ways,” Radcliffe said. “I listen to faster music if I am doing a workout in the gym to just get the best out of myself, but I also use it to help me relax in the buildup to a big race.”

Specially designed Nike apparel, including jackets, tops, shorts and an iPod nano armband, bring together the Nike+iPod experience with waterproof pockets that accommodate iPod nano and are designed to make it easy to operate while staying tuned to your music during an active workout.

Pricing & Availability

The Nike+iPod Sport Kit is expected to be available within 60 days for a suggested retail price of $29 (US) through the Apple Store® (http://www.apple.com/), Apple’s retail stores, Apple Authorized Resellers as well as Nike.com (http://www.nike.com/), Niketown, NikeWomen stores and select retail stores in the US.

The Nike+iPod Sport Kit requires a Nike+ shoe and an iPod nano with a Mac® with a USB 2.0 port and Mac OS® X version 10.3.9 or later and iTunes 6.0.5; or a Windows PC with a USB 2.0 port and Windows 2000, XP Home or Professional (SP2) and iTunes 6.0.5.

Nike, Inc. based near Beaverton, Oregon is the world’s leading designer, marketer and distributor of authentic athletic footwear, apparel, equipment and accessories for a wide variety of sports and fitness activities. Wholly owned Nike subsidiaries include Converse Inc., which designs, markets and distributes athletic footwear, apparel and accessories; Bauer NIKE Hockey Inc., a leading designer and distributor of hockey equipment; Cole Haan, which designs, markets, and distributes fine dress and casual shoes and accessories; Hurley International LLC, which designs, markets and distributes action sports and youth lifestyle footwear, apparel and accessories and Exeter Brands Group LLC, which designs and markets athletic footwear and apparel for the value retail channel.

Apple ignited the personal computer revolution in the 1970s with the Apple II and reinvented the personal computer in the 1980s with the Macintosh. Today, Apple continues to lead the industry in innovation with its award-winning desktop and notebook computers, OS X operating system, and iLife and professional applications. Apple is also spearheading the digital music revolution with its iPod portable music players and iTunes online.

Press Contacts:Shannon ShoulNike(503) 532-7511shannon.shoul@nike.com
Natalie Kerris
Apple(408) 974-6877nat@apple.com
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1. Why would Apple and Nike or any company for that matter put out a press release?



2. Explain two things that are newsworthy about this press release.



3. Who should you contact if you want to more about this partnership?



4. If you were the marketing manager for MassMediaDistribution.com would you pick up and publish this press release? Why?

Suggestion Selling - How to get More Dollars per Transaction!

After watching the video answer the questions below as posted comments:

Suggestion Selling



1. What does the narrator mean by a soft-sell when doing suggestion selling?




2. Based on what you heard in the video why is suggestion selling so important?




3. What is the difference between suggestion selling and upselling?




4. Do you think that suggestion selling has any value to the customers.?




5. When someone tries to do suggestion selling with you do you feel pressured? Why?