Tg swi ppt 61713 (2)

“Motivating People - Driving Results“
“Your Leader In Results Based Marketing“
716-871-1111 www.ThinkTargetGroup.com

Introduction
Brian Sebastian – Owner of The Target Group Inc.
I am a Business Performance “Optimization” and
“Implementation” Specialist
My strength is finding overlooked sales opportunities or under
performing business activities that most organizations don‟t
see or know how to tap

Introduction
My goal for today is to accomplish 4 Things:
1. Talk about the power of Systems, Optimizing, and the ability to
Implement.
2. Strategies to help you… Attract, Convert and Retain Clients, while
reducing costs and improving your bottom line.
3. Show how you can grow your business 15-100% or more without
spending any extra money on advertising.
4. Learn more about your organization, identify hidden assets and
opportunities that can be optimized, answer all of your questions, and
see if it is a fit for us to work together.

Business Performance Specialists
Sales & Marketing
- Attract, convert and retain clients
- Increase sales, Improve margins & Grow your business
-Increase brand recognition and market share
Human Resources
- Recognize employees and increase their performance
- Establish the “right” behavior and culture in your work
place
- Motivate, appreciate and drive employees to be their
very best.
- Reduce costly employee turnover.
Operations
- Recover “lost money” due to errors and overcharges
- Drastically reduce operations costs

Our Mindset Is “Working Together”
At The Target Group our goal is to
”WORK TOGETHER” with you and
your organization on the things
most important to business growth.
T.E.A.M! (Together Everyone
Achieves More)
Not looking for the typical
buyer/seller relationship.

Accomplishments - TEAMWORK
Our Target Team:
Credited with 14 consecutive PPAI Golden Pyramid Awards for creativity and
innovative in measurable marketing campaigns.
SGIA Golden Image Award Impressions
Award
The PPAI Award

Some of our highlights include:
• 25 years in business.
• Selected as the “Promotional Distributor of choice” for the RNC (Republication
National Convention) being vetted and beating out all other companies for this
honor.
• Provided Promotional Products for George W. Bush and awards for his Inaugural
Dinner.
• Formed a “Strategic Alliance” with Jim Kelly four time AFC Champion and Hall of
Fame Quarterback of the Buffalo Bills, bringing in his company Hall of Fame
Promotions into The Target Group.
ACCOMPLISHMENTS

Strategic Alliance
The Target Group welcomes Jim Kelly & Hall Of Fame
Promotions!
Organized Professionals Blooper

1989 TARGET PROMOTIONS
OPENED
Relationship Building: Promotional Product Marketing is a powerful form of
advertising when used correctly! Promotional Products create a lasting
memorable impression, Brand your company, and will help you Attract,
Convert, and Retain clients.
• Useful
• Wanted
• Appreciated
• Long Lasting
• Build Good Will
• Very Cost Effective
• Lowest cost per impression
• Best way to Brand

Custom apparel, branded clothing,
uniforms, and team gear is a moving
billboard as well as a personal
endorsement for your organization.
Capabilities include: Embroidery, screen
printing, letters, numbers, tackle twill, all
over print, 4 color process, and multi-
media.
• Newest innovative equipment. 14 color
high speed machine, container pricing!
Quality can‟t be matched! On-line
stores, and complete fulfillment services.
• http://www.targetda.com/ http://www.sportcousa.com/sa-
catalog2013.html
Custom Apparel

Creative Piece Design – Attract &
Convert
RESULTS!
This Creative Marketing Piece generated an
incredible 25% response rate and 75 new
members!
We lowered the cost to acquire a new
member from approximately $2,500.00
before our creative piece, And reduced it
down to $52.00 per new member!
Can you see how a “Targeted” Creative
Piece can create a positive response? Can
you see how measurable it is to use this type
of direct rifle shot marketing?
Can you see how this would work in your
business?

Convert

Convert
Pizza Cutter
Promotion

Convert
Swiss Army
Knife
Promotion

• KEY: It costs the same amount of time, money, and effort to
market and operate your business whether your strategy is
successful or NOT!!
• Just for fun, Write a short 30 second commercial, (elevator
speech) about how you would explain your company.
Optimize For Results

YOUR MESSAGES MUST BE COMPELLING!
“What We Do”
Messages that do not resonate
(“I, We”)
vs.
“What’s In It For You”?
Benefit Driven Message (Impact)
(“You, Your”)
Headlines must be intriguing, and
capture the prospects attention.
The right headline can
outperform by as much as 500%
or more!
Pain / Fear outsells gain 5/1 Emotions outsell logic 5/1

WHY EXCEPTIONAL CUSTOMER SERVICE
IS THE NEW MARKETING!
• 12-72 Rule. News travels fast especially bad news!!
• Jeff Jarvis – Unhappy experience with Dell Inc. over laptop computer
• Went on buzzmachine.com & sent an open letter to Michael Dell
• Others jumped on to tell their Dell horror stories
• Consumers went to Dell‟s site and posted harsh messages
• Consumers Googled Dell they were hit with the harsh messages
• Grabbed attention of PC World, Business Week, & The Wall Street Journal
• 1,000‟s upon 1000‟s heard about it

• Bob Garfield received poor, unresponsive service by Comcast Cable
• Launched a site…“comcastmustdie.com”
• Over 700 supportive comments online
• Vince Ferrari called to cancel his AOL account
• The representative was rude, and refused to cancel
•He recorded the 21 minute conversation, posted it on YouTube and had 62,827
views in two days.
• He was called by CNBC, The New York Times and appeared on the Today Show

Their
pains
Their fears
Their
worries
Their
problems
Their interests
Their
frustrations
Their
challenges Their
troubles
Their
difficulties
“YOUR NUMBER One Marketing OBSTACLE
YOUR PROSPECT‟S PREOCCUPATION BARRIER!
YOU HAVE COMPETITION FOR YOUR MESSAGES
Your audience is exposed to approximately 2500 marketing messages a day!
What are your prospects thinking about? – Themselves!

START BY AUDITING THE HIDDEN MARKETING ASSETS
IN YOUR BUSINESS
FIND AND WORK ON THOSE THAT ARE UNDERUTILIZED AND/OR
UNDERPERFORMING
FIND OVERLOOKED SALES OPPORTUNITIES AND UNTAPPED SALES
POSSIBILITIES
Attract, Convert and Retain Clients

COMMON HIDDEN MARKETING ASSETS
There are numerous Hidden Marketing Assets that may be limiting your growth.
Here are a few common ones.
UNDERPERFORMING ASSETS NEGATIVE IMPACT ON YOUR BUSINESS
Advertising that falls short
Broken Sales & Marketing Process
Poor Website Performance
Reduces Prospects
Reduces Prospects, Lowers
Conversion Rate, and Lowers
Customer Worth
Customer Worth

UNDERUTILIZED ASSETS NEGATIVE IMPACT ON YOUR BUSINESS
Relationships with Other Businesses
Competitive Advantage not
Articulated or Integrated
Past Customers
Limits New Prospects
Customer Worth
Reduces Conversion Rate and
Lowers Customer Worth

KNOW YOUR CORE SALES NUMBERS!
…How many new prospects are you touching a month from all sources?
…How many prospects are buying a month (your conversion rate)?
…What is your average sale?
Remember, the DATA SPEAKS!
It will tell you what assets are underperforming and/or underutilized.
It will show you overlooked sales opportunities and untapped sales possibilities.
GET YOUR ARMS AROUND YOUR CORE SALES NUMBERS!

MARKETING WITH A SYSTEM
Marketing and Sales Results Occur, Good or Bad,
Because a System is in Place Producing Them!
RANDOM MARKETING
“Silver Bullet” Unrelated
Mercy of the Marketplace Hit n‟ Miss
Hope

MARKETING WITH A SYSTEM
Capture Core Sales Numbers
Track Core Sales Numbers
Map Results / Develop Ratios
Evaluate Results
Tweak and Optimize the Process
Create a Sustainable and Repeatable Process

MAPPING YOUR CORE SALES NUMBERS
AN EXAMPLE
BROKEN SALES AND MARKETING SYSTEM
(SALES ARE FLAT, DECLINING)
MAP YOUR PROCESS AND EVALUATE RESULTS!
Retail Store Mails 500 Pieces to Prospects with a Coupon
50 Prospects Enter the Store
Sales Conversation Takes Place
10 Sales are made
Average Sale = $80 x 10 Equals $800

OPTIMIZATION
YOU WANT TO GET THE MOST OUT OF EVERY STEP
IN YOUR SALES AND MARKETING PROCESS
SO, HERE ARE SOME KEY OPTIMIZATION QUESTIONS FOR EACH STEP IN THE EXAMPLE:
Step 1 – Retail Store Mails 500 Pieces to Prospects with a Coupon
* Direct-Response Advertising – Ads, Billboards, etc.?
* Referrals?
* Networking?
* Joint Promotions?
* Business Alliances?
* Publicity Opportunities?
* Search Engine Optimization (SEO) for our website?
* Database Marketing – Prospective Customers, Current Customers,
Past Customers?
GOAL = INCREASE PROSPECTS AND CUSTOMER WORTH

OPTIMIZATION
Step 1 – How Do I Make the Direct Mail and E-Mail More Effective to Increase
Prospects?
* Right Target Market?
* A Different, More Compelling Headline?
* A Different Offer?
* Build in more Benefits?
* Offer Proof and Testimonials?
* “You” Approach Rather Than a “We” or “Us” Approach?
* Test it on a Smaller Population Before we Roll it Out?

OPTIMIZATION
Step 2 – 50 Prospects Enter the Store
* How do we create a more positive impression?
* How do we make the store more inviting?
* How do we create a relevant greeting?
GOAL = INCREASE THE CONVERSION RATE
Step 3 - How Do We Increase the Persuasiveness of Our Sales Conversations with
our Prospects, Prospective Customers, Current Customers, and
Past Customers?
* Are we hiring the right people?
* Do Our Sales Reps Have Consultative Sales Training That Teaches Them How to
Build Rapport, Trust, and Integrity in Their Sales Conversations?
* Do our Sales Reps Know How to Sell to Different Styles of Buyers?
* Do our Sales Reps Know How to Ask for an Order Without Being Pushy and
Shovey?

OPTIMIZATION
Step 4 – Sale Is Made or Not Made
* How do we improve the closing rate of our reps?
* How do we generate more buying commitment during the sales conversation?
Step 5 – How Do We Increase the Average Value of a Sale?
* Are There Upsell Opportunities?
* Are There Cross-Sell Opportunities?
* Are There Back-End Selling Opportunities?
GOAL = INCREASE THE WORTH OF A CUSTOMER

• Let‟s think about your sales letters, brochures, your post
card campaigns, your website, your email campaigns, etc.
Are you sure they are all conveying the proper message?
Are they really getting the results you are looking for? Can
they be optimized to get better results?

• If you want more sales…. ALL of your marketing
must say the right thing and convey a benefit driven
message!
• Using the right Headlines, Copy writing, and Visuals,
makes the difference when it comes to maximizing
RESULTS! In print, in video, on the web, in any
advertisement or marketing campaign. Your
message needs to convey your U.S.P and ALWAYS
have a call to action!
Optimize at Every Touch Point.

Which Works Better: Headline A or Headline B?
A. Push Button Shave Cream
B. Moisturized Shave Cream
A Pulled better by more then 2 to 1.
The convenience of push buttons out pulled the
appeal of moisturized shave cream.
The Power of Words

Which works Better: Headline A or Headline B?
A. How to legally stop paying corporate taxes through an “S”
Corporation.
B. Form your own corporation without a lawyer for under $50
Option B Pulled 5 Times better than Option A!
The Power of Words

Which works Better: Headline A or Headline B?
A: What is buffered aspirin?
B: How to stop a headache without upsetting your stomach.
Answer A pulled 50% better.
The winning headline offered information and only had four
words.
The Power of Words

Rate these headlines in order of which pulled best (1) and
which pulled worst (5). These were a series of headlines
used in a trade magazine.
( ) How to talk to a horse
( ) Free way to start horsing around
( ) How to adopt a horse
( ) Free gift if you love horses
( ) Free lessons in horse training
The Power of Words

They are in reversed order, 5-4-3-2-1. Research has
revealed that the word “free” works magic in ads and so do
the words “how to”.
( 5 ) How to talk to a horse
( 4 ) Free way to start horsing around
( 3 ) How to adopt a horse
( 2 ) Free gift if you love horses
( 1 ) Free lessons in horse training
The Power of Words

The bottom line is this… your business is either
“Growing” or „Dying” it is never staying the same.
The question is, which way are you going?
Are you doing everything you can to optimize and
systematize EVERY area of your business? Or are
you just spending more money on advertising
hoping to bring in more customers?

Do you have an effective and formal process in place to attract the right prospects?
• How many leads are you generating per month?
• How many of those leads are you converting into customers?
• What happens to the leads that did not convert?
• What happens to the leads when they come in?
• What is the average customer worth to your organization?
• How long does the average customer stay with your organization?
• Are there customers that no longer do business with you?
• Do you have a formal process in place to get those customers back?
• Do you have a formal process to get more referrals? (98% of all businesses need referrals
but only 3% of them have a formal policy in place).
• Do you have a “Touch” system to stay connected with your clients etc.?
• Are you taking full advantage of co-op marketing, cross promoting and endorsement
opportunities?
Systematizing & Metrics

Do you participate at trade shows? Are your trade shows as effective as
they can be? Or are you participating because your competitors are?
Look at the expense…The cost of participating in the show, the cost of your
booth, the labor hours invested at the booth, cost of the brochures, cost of
any promotional items used, cost of invitations, and the cost of post show
follow up etc.. With so much being spent anyway, doesn‟t it make sense
to get the best results possible?
Question…Is it important for you to get “the right” people to your booth? If it
is, can you see the benefit of us putting a formal process in place to do
this?
Trade Show Success

Multi- Pillar Marketing
can uncover $10,000-
$1,000,000 or more in
new found sales from
your business in the
next 90-120 days!
Hidden Marketing Assets

Multi-Pillar Marketing
System
• This system uses “Core” tried and true marketing
practices that will ALWAYS work in ANY economy.
• Used by IBM and Dell in their E-learning for over 25
years.

Small Business Administration
Study
• 60% of all new businesses fail
within the first six years of
operation
• Dun and Bradstreet estimates 82%
will go under by their 10th
anniversary

Two Reasons Why
Businesses Fail
• Failure to understand the market
for the business‟s product or
service.
• “One of the biggest problems with
small-business owners is that they
have a great idea about going into
business, but they don’t have a
clue about the amount of work it
will take to get their product or
service to their clients.”
Moe Mowry - Business

How should your marketing and selling be different
today?
• Multi-Pillar / Asset Marketing
• Discover your hidden assets
• Systematize your marketing process
• Optimize all of your current processes

“Optimizing & Leveraging” hidden marketing
assets
1. Past customers / clients
2. Owner expertise
3. Staff expertise
4. Under-promoted U.S.P.
5. Unique product or service
or delivery
6. Sub-par sales performance
7. Relationships with other
businesses
8. Location
9. Reputation
10. Current sales / marketing
process
11. Current customers / clients
12. Prospective customers / jobs
13. Up-selling and packaging
opportunities
14. Average client value
15. Community relationships

“Getting the maximum return, for the least amount of
expense, for the longest duration of time … on
everything you are currently doing now, have done in the
past … and will do in the future.”
Optimizing and Leveraging

Many companies will
not survive the
challenges of
marketing because
they are only using one
or two pillars.
Advertising
SalesStaff

8
Systemization
“In order for any business to work, it must become a system, so
that the business works exactly the same way every time,
down to the very last detail.”
Michael Gerber-Consultant Author,
The “E” Myth

Three Ways to Exponential
Growth
1. Attract More prospects
2. Increase conversion rate of prospects to
customers
3. Increase in the value of customer
a. Increase in the average transaction
value
b. Increase in the number of transactions
c. Increase client retention

Three Ways to Exponential Growth
Growth objective 20%
Small improvements in each area will
give you dramatic growth overall
Number of
Prospects
Closing
Ratio
Number of
Customers
Average
Customer
Gross
Sales
Now 200 x 20.00% = 40 x $1,000 = $40,000
1) 240 x 20.00% = 48 x $1,000 = $48,000
2) 200 x 24.00% = 48 x $1,000 = $48,000
3) 200 x 20.00% = 40 x $1,200 = $48,000
4) 240 x 24.00% = 57.6 x $1,200 = $69,120
Actual Growth Achieved 72.80%
Number of
Prospects
Closing
Ratio
Number of
Customers
Average
Customer
Gross
Sales
Now 200 x 20.00% = 40 x 1,000 = $40,000
Number of
Prospects
Closing
Ratio
Number of
Customers
Average
Customer
Gross
Sales
Now 200 x 20.00% = 40 x 1,000 = $40,000
1) 240 x 20.00% = 48 x 1,000 = $48,000
Number of
Prospects
Closing
Ratio
Number of
Customers
Average
Customer
Gross
Sales
Now 200 x 20.00% = 40 x 1,000 = $40,000
1) 240 x 20.00% = 48 x 1,000 = $48,000
2) 200 x 24.00% = 48 x 1,000 = $48,000
Number of
Prospects
Closing
Ratio
Number of
Customers
Average
Customer
Gross
Sales
Now 200 x 20.00% = 40 x 1,000 = $40,000
1) 240 x 20.00% = 48 x 1,000 = $48,000
2) 200 x 24.00% = 48 x 1,000 = $48,000
3) 200 x 20.00% = 40 x 1,200 = $48,000
4) 240 x 24.00% = 57.6 x 1,200 = $69,120
Number of
Prospects
Closing
Ratio
Number of
Customers
Average
Customer
Gross
Sales
Now 200 x 20.00% = 40 x $1,000 = $40,000
1) 240 x 20.00% = 48 x $1,000 = $48,000
2) 200 x 24.00% = 48 x $1,000 = $48,000
3) 200 x 20.00% = 40 x $1,200 = $48,000

Performance Based Marketing
Performance is maximized only when all marketing
assets are leveraged in a multi-pillar system, growing
the business all 3 ways.

Performance Based Marketing
No better investment in your business than marketing
“Marketing and innovation make money,
everything else is a cost.”
Peter Drucker
Management Consultant

Performance Success Stories
• Retail Store
• $2,000 investment
• $250,000 sales increase in 1st year
• Annual ROI – 5,000%2
• Professional
• $3000 investment
• $62,500 sales increase in 90 days
• Service Company
• $30,000,000 sales increase over 2 years
• Annual ROI – 12,500%2
• Manufacturing Company
• $550,000 sales increase in 1st year
2 Assuming 40% Gross Margin
1 Utilized all 3 ways to grow the business, optimized and leverages all assets, implemented multi-pillar system

Marketing Multi-Pillar System
1. Uncovering and Creating Your U.S.P. / E.V.P.
2. Understand & Optimize Your Current Marketing Systems and Metric
3. Understand & Optimize Your Current Sales Systems and Metric
4. Understand & Optimize Your Sales Management Practices
5. Understand & Optimize Your Current “Customer Buying Experience”
6. Understand & Optimize Your Employee Performance /Recognition
Strategies
7. Organize / Optimize your Current Database & Develop a Marketing
System
8. Create a Marketing Alliance System
9. Develop Community Marketing & Strong Public Relations
10. Develop & Establish a Stronger Web & Internet Marketing Presence
11. Develop and Implement a Strong Social Networking Presence
12. Develop Strong One to One Direct Marketing Campaigns
13. Examine All Media Marketing & Advertising Possibilities, Metrics, &

Having a USP like …Best Price, or Highest Quality, is
like not having one at all! Everyone says the same
thing. It does NOT Differentiate you from anyone else!
A good USP will let others know about your company,
what you stand for, and why they should buy from you
over all others including doing nothing at all!
USP’s Are Vital To your Success

Here are a few companies or brands that have such a strong
USP you can define them in some cases with as little as one
word!
• Crest Toothpaste – “Cavity Prevention”
• Visa – “Everywhere”
• Volvo – “Safety”
• Fed X – “When it positively needs to be there overnight”!
• Ferrari – “ Speed”
• Mercedes – “ Prestige” – “Engineering”
• Toyota – “ Reliability”
USP’s Are Vital To Your Success

“A coach is someone
who makes you do
what you don’t want
to do so you can be
who you want to be”
Tom Landry,
former Dallas Cowboys Coach
How We Work With You

A successful company’s
marketing is systematized
through multiple marketing
pillars, leveraging & optimizing
marketing assets, growing their
business all 3 ways
1. U.S.P. / E.V.P.
2. Exponential Marketing
3. Relationship marketing –
Optimize customer base
4. Strategic alliance marketing
5. Custom advertising – Web
optimized the media
6. Community relations marketing
7. “One to One” direct marketing
8. Web - Word of mouth referral
Asset Marketing
$
Pillars

4 Ways We Work With Clients
1. Random Marketing
We become the primary source for all individual
or specific marketing needs. Promotional items,
custom apparel, brochures, a website, video
shoot, copy writing, graphic design, logo
creation, a redesign on a brochure, or any other
form of marketing or advertising.

2. Creative Piece Developer:
We will create the perfect “WOW FACTOR” piece, designed to
command attention and brand your companies name, products or
services in the mind of your client, as well as create an immediate
call to action. For this we charge $2500. This price includes the time
it takes to evaluate what the desired result is, brain storm possible
scenarios, research and develop ideas, the time to bring all the
elements together meaning copy writers, graphics, samples,
packaging etc. to a custom creative piece designed for your
organization. This fee covers creative consulting, any samples,
mock ups, or art renderings needed to present. We do rebate 10%
of this fee back to be used toward the cost of the individual marketing
pieces developed.

3. Multi - Pillar Marketing Implementer:
Implement our proven 13 pillar hidden marketing asset
system to your organization and increase your business in
all ways possible. Each pillar takes about 2-6 weeks to
complete. You can decide how many and which pillars you
wish to execute. The cost per pillar ranges in price between
$3000 to $9000 each. Each Pillar is designed to build
strength off each other and in your organization and
continue to build for many years.

4. Project Manager Position:
As your Project Manager we will help implement All Performance
Marketing Pillars, Projects and Strategies into your business over the
coarse of 1 full year! The total cost is $50,000. The financial investment
is for time spent in researching, analyzing, planning, organizing, project
managing and helping to implement success strategies and processes
necessary to grow your organization in the best and fastest way possible
without wasting money on un-needed advertising! The investment does
not include the cost to (build websites, print brochures, etc.) These
strategies will bring back multiple times more value than the amount
invested once implemented.
Bonus: If you are ready to move forward and we can agree to terms in the

We are the ONLY performance marketing & consultant team
that guarantees our performance! Our goal is to make this
no risk to you!
Our Un-conditional Guarantee!!!
Any fees you pay me or my company to execute any of the
marketing systems, the fee will be covered by the increases
in revenue or net profit that the systems generate or I‟ll keep
working the system at NO COST until you are satisfied!
Our Un-Conditional Guarantee!!!

The Target Group
We are the missing piece to your puzzle!
Lets Get Started!
Call us at 716-871-1111
or send us an e-mail at
info@thetargetgroupinc.com

Military heroes are willing to die for
it…

Performance & Recognition
Recognition
Everyone needs to be Wanted, Appreciated, and Recognized!
When employees are recognized properly:
• Their self esteem goes up.
• Their attitude improves.
• Their performance sky rockets.
• They will become ambassadors for the organization.

The following outlines the importance of
Performance and Recognition Strategies
and how The Target Group can help you

At the Target Group, our greatest ability is to
“Motivate People & Drive Results!”
We help organizations reduce the high cost of
employee turnover and improve employee performance.
The strategies and programs we have will allow you to attract and
retain quality employees while motivating them to perform at
much higher levels.

For over 20 years, we have been helping some of the most
successful organizations improve their businesses.

Although many organizations we work with are from different industries, the
one constant with all of them is …PEOPLE!! At The Target Group our
specialty is “Motivating People – Driving Results”

COST TO REPLACE AN EMPLOYEE: $13,295
500 employee company
x 10% turnover rate
= 50
x 13,295 cost per employee
$664,750
Source: Robert Half International

RECOGNITION DRIVES RETENTION
Top 5 Reasons Good Workers Leave:
Limited chance for advancement 41%
Lack of recognition 25%
Low Salary/Benefits 15%
Unhappy with Management 10%
Bored with Job 5%
Don‟t Know/No Answer 4%
Source: Aberdeen

“Cash is Not King” when it comes to increasing performance!
Yes it’s true…Employees will always say they would like cash for their employee
performance award. But, is that really the right question to ask?
The question managers need to ask themselves is “what motivates
our employees to perform at higher levels”? Here are the facts!
• Merchandise awards are remembered longer than cash awards.
• 60% of employees view cash as compensation.
• 53% of employees look at bonuses as something they are due.
• Merchandise / luxury awards outperformed their cash group counterparts by 70-80%.
Source: Robert Half International

Why Merchandise (Luxury) Awards Outperform Cash!!!
• With money, an employee may ask him/herself “Is that all I’m worth?” which may be
worse than not having an incentive at all.
• Cash incentives and bonuses often become expected compensation.
• Non-cash incentives tend to be kept separate from compensation, thus standing out
as rewards for performance.
• Non-cash incentives, such as luxury awards, are things people would love to have but
would never justify purchasing with their own money. This actually increases the
intrinsic value of the award.
• Luxury incentives have trophy value and are more likely to be acknowledged than
cash.
Check out the following link to see an amusing video covering the topic of Cash Gifts:
Seinfeld Video – “Gifts Are More Appreciated Than Cash”

UtiliTarget / Cost Recovery
• Recover lost money in your utility and
telecommunication bills
• 98% success rate in full audit with
companies with more than 200 employees
• Proven process with more than 10,000
account locations audited across the US
since 1991
• More effective than in house reviews and
requires minimal staff time

Case Examples / Bill Analysis
You never know what to expect in an audit. Some of the clients who are doubtful that we will find
anything new are completely amazed at what our process uncovers. We know from experience that
there is value in taking a deeper look.
A Regional Department Store with Locations in PA, NJ, MD, WV, NY, CT, and NH, received a refund of
$68,000 from a prior electric supplier for billing errors and received a rate schedule change for one
facility that saves $24,000 annually.
We identified $80,000 in erroneous installation and termination charges for a National Financing
Company on their data network. In addition, fraudulent credit card use was uncovered as well as
minimum charges billed for phone lines that had been discontinued two years prior.

Case Examples / Cost Reduction
Two pharmaceutical clients, one in research & development and the other in specialized packaging,
asked us to help manage their utility expenses. Both companies are comprised of multiple locations
and have large energy expenditures.
After completing comprehensive audits, we identified refund opportunities of $180,000 and
$150,000 respectively. In addition, recurring savings that totaled approximately $260,000 per year
were also obtained through rate changes and timely procurement decisions.
We were able to obtain a $48,000 regulatory based refund for a plastics manufacturer with one
location and monthly savings of about $1,600. Additional recommendations for an equipment
upgrade and rate change produced another $3,300 per month.

Case Examples / Outsourcing
A New Jersey Hospital facility was looking at a rate increase of 14 percent with the start of full NJ
electricity deregulation. We negotiated favorable alternate supply rates to maximize savings versus
full service default rates. Savings have averaged $9,000 per month.
A Massachusetts property management firm was faced with increasing utility costs across multiple
locations. We advised them on best rate choices and handled the confusing alternate supplier
shopping process. Electric procurement savings have averaged over $17,000 per month.

UtiliTarget Explanation Video
UtiliTarget PowerPoint
UtiliTarget Information
UtiliTarget Website
UtiliTarget Print To Web
Campaign

A “Turnkey” Fundraising machine! The first of it‟s kind offering 5 star
quality food delivered directly to your door. This is an outstanding way to
raise money all year long, continue to grow every year, with little effort on
your end. Elite Specialty Meats is also an outstanding well received
Executive Gift!!
An impressive way to say Congratulations, I apologize, Happy Birthday,
Happy Holidays, or Thank You to clients, employees, vendors, friends, or
family!!
Cause marketing and Fundraising

• Creative Graphic Designs, Logo Creation, Branding (The right look and message is very
important. (Kleenex, sharpie example)
• Professional Headline and Copy Writing (It’s not only what you say it’s how you say it.)
• Contact Management Process and Development. Call scripting, data basing strategy and
development (Helping you stay organized)
• Client “Touch” systems – Email campaign development. (Keeping in front of your
prospects and clients with the right message in a timely manner)
• Power point design and creation – Training manuals – presentation systems
• Complete training in your facility or ours! (Convenience)
• Complete Website Design, Website correction, SEO (Organic, Ad words, and PPC). 3
parts… Having the “right kind of website that sells” a website that can be found by
people looking for your products and services. And a site that captures the persons
attention and information.
List of Things We Can DO

• Splash, Landing Page Creation and data capture.
• Companion “Boost” Site Creation and optimization. (mini sites that pertain exactly to the
advertisement rather than dropping a person into your complete website. This is a bridge
to the sale. These sites are SEO’d and video thumb nailed.
• Full service artwork / graphic design and printing. (Business cards, forms, brochures,
signs, banners) (any printer will print, but we design copy that Works before it gets
printed that’s the difference.)
• Variable Data printing and “PURL” technology. (Personalize any mailing and leading them
to a personal welcoming web experience.)
• Complete Video Production. For Training, Web and Television (our location or yours we
do it all.)
• Promotional Products. (choosing the right item and what to put on it)

• Creative Piece Design (taking the right item and packaging it correctly with call to
action, deliver to the right people and proper follow up and tracking results is key)
• Welcome Kit Creation (No better way to introduce your company or solidify a sale)
• Creative Packaging
• Custom Screen printed and embroidered apparel
• Incentives Awards
• Recognition, incentive and full performance programs
• Trade show success programs
• Wellness, safety, and suggestion programs
• Account activation and retention programs

• “Cause Marketing” programs used to raise money for your charity of choice and
build Public Relations for your organization
• Fundraising opportunities
• Mass Marketing, Print Media, Radio, TV, and Billboards
• Press Release Creation and Placement
• “Operations” Cost Recover strategies
Having these elements of your business done separately and put together by
anyone other than someone who understands your business and has a solid
understanding of marketing and advertising is like committing business malpractice.

Do you have a Sales funnel system, or use squeeze pages?
• http://www.keywordwinner.com/make-money/
• Is there a need for Custom CRM implementation or programming?
• Do you need a custom Mobile App developed for your
organization?
Question….What is it costing you NOT to have these things in place?
Optimizing Your Organization

Below are links to videos that explain in detail how The Target Group can help
you:
• Create Employee Excellence Health Care Video
• Recruit, Motivate, and Retain a quality work force HR Video
• Grow your Business Sales / Mktg. Video
• Develop a Safe Work Environment Video
• Increase Sales Video

Our Unique Selling Proposition
At the Target Group, we look at marketing differently than everyone
else! We will increase your business by 25 – 100% or more without
you having to spend any extra money on advertising! We do this by
optimizing many of your current assets, and developing systematic
ways to grow your business rather than just selling you more
advertising!
This is backed by Our Un-conditional Guarantee!!

We can work with you in any of four
different ways:
1. Conduct a complete Marketing Audit
and Strategy Development Meeting.
2. Create your Customized Marketing
System and Plan for Implementation.
3. Conduct a 30 Day Fast Start Program
at your business.
4. Full Project Implementation.
22

Everything that our Target Hidden Marketing Assets
Marketing Systems will do for you is fully
guaranteed.
You will at least make back in profit any
fees that you pay to us or we will continue
to work for you at no charge until you do!
22

Promotional Products
Promotional products were used as far back as 1789 when President
George Washington used commemorative buttons for his inauguration.
If implemented correctly, promotional products is the most effective form
of marketing and advertising. They motivate people to act, build
goodwill and strengthen you brand. It is the only form of advertising that
is appreciated and people will actually thank you for.

Custom Apparel
At the Target Group we do it all when it
comes to custom branded clothing,
uniforms and team gear! Embroidery,
screen printing, letters, numbers, tackle
twill, all over print and multi-media.
• We can custom package and label each
piece.
• Build an on-line store
• Pick, Pack, ship and do complete
fulfillment services.
• Your one stop shop for all logoed clothing
and merchandise!
http://www.targetda.com/ http://www.sportcousa.com/sa-
catalog2013.html
Custom Apparel

We have complete fulfillment services to help you distribute your
“rewards” to your desired targets at specific times. No more
cluttered offices!
Complete Fulfillment

On-Line promotional Store
We will create your own customized online promotional store and host
the ecommerce site at no charge! See our Target Brand Easy System!
www.targetbrandeasy.com/hawks

Our Offer to You!
We are so confident in our custom embroidery, we would like to digitize your logo
for you free of charge and place it on a hat or polo shirt whichever you prefer (a
$120.00 Value)! When it comes to your logo and branding we don‟t play games
with stitch count or quality. We use the best machinery with the proper tension all
the time! When it comes to your logo it has to be GREAT!
Special Offer

Client Loyalty Programs
Looking for client loyalty and Retention? A Target Loyalty program will keep them with you
for the long run! For those of you who can take advantage of our loyalty program, you will
receive 5 points for every $1.00 you spend with our company! Points add up and turn into
Great Gifts! So register yourself now by clicking on the link below! Click on the client
survey link once you arrive at our website to register.
Target Loyalty Program

3 Reasons
3 Reasons to use Target Promotions and The Target Group for your
Promotional Products and Custom Apparel.
* Best Value!! We use a rating system with all of our suppliers and only
use A+ to B suppliers. We will not use any supplier under a “B”!
• American Made!! We do a great job with our all USA made product lines
so if buying American made is needed we can deliver!
• Large quantity buys. When you have the need for high volumes at lower
costs, you can trust the Target Group to deliver. We have our overseas
division with “boots on the ground” to make sure orders go well.

What Makes The Difference?
It‟s not the paint brush that‟s responsible for the Mona Lisa,
It‟s not the basketball responsible for Michael Jordan‟s success,
It‟s not just the Promotional Product that make the difference in a successful
campaign!
We are the difference!
We are The Target Group!

Anecdote: A man dies and finds himself at the Pearly Gates with both St. Peter
and the devil. St. Peter says you weren‟t supposed to die for another 10 years.
We‟ll have to send you back. The man is thrilled , but on his way out he sees one
door to heaven and one door to hell.
He hears a raging party behind the door to hell and takes a peek inside. Inside is
an incredible party, endless food, champagne, music, and every rock star from
history beckoning him to join them. He says if this is hell , I want in!
When he returns to Earth, he spends the next decade committing every sin he
knows, ten years to the day, he dies and meets the devil in the front of the door to
hell. As the door opens he hears no music and sees no party; only fire and
brimstone of a thousand damned souls.
He cries, “Wait! Where‟s the party?” the devil smiles and explains, “Oh, ten years
ago you were a prospect. Now you‟re a customer.”
A Quick Story

The Question……
How much time, effort, and money is your company spending to
attract new prospects only to lose them shortly after?
• Is your conversion rate the very best it can be?
• Are you selling everything you possibly can to all of your
clients?
• Are you keeping your clients as long as possible?
• What are you doing with those who are not currently buying?
Retain Your Clients & Reactivate the In-
active

The time to act is NOW! The good news is the hard part is already
done.
1. We already have a start on what needs to be accomplished and
how to go about it!
2. We have the right creative people, head line writers, copy writers,
printers, packaging specialists, promotional advertising specialists,
web designers, graphic designers, programmers, video producers,
and scripters in place to implement and execute to get the
RESULTS you are looking for?

Who is The Target Group Inc.?
• A team of creative marketing specialists
• Result driven copy writers
• Talented graphic artists
• Video specialists
• Web designers
• Web programmers
• Social networking gurus
• Print and Packaging specialists
• Some of the most highly touted creative marketing and cost
containments specialists in the country!!

What Can The Target Group Do For You?
• Develop a dimensional marketing campaign for your
business that will differentiate your company and make it
easy to set up appointments with prospects.
• Use “creative copy” to motivate prospects and clients to
action
• Use “cutting edge” graphics to stimulate interest from your
prospects and clients.

What Can The Target Group Do For You?
• Sell more by showcasing your products and services with
Video.
• Create a great looking website that is optimized properly,
driving more traffic and converting more sales.
• Create and drive your Social Networking presence
• Optimize and systematize your organization for success!

• Jeff Jarvis – Unhappy experience with Dell Inc. over laptop computer
• Went on buzzmachine.com & sent an open letter to Michael Dell
• Others jumped on to tell their Dell horror stories
• Consumers went to Dell‟s site and posted harsh messages
• Consumers Googled Dell they were hit with the harsh messages
• Grabbed attention of PC World, Business Week, & The Wall Street Journal
• 1,000‟s upon 1000‟s heard about it

• Bob Garfield received poor, unresponsive service by Comcast Cable
• Launched a site…“comcastmustdie.com”
• Over 700 supportive comments online
• Vince Ferrari called to cancel his AOL account
• The representative was rude, and refused to cancel
• At one point the representative said “He wanted to talk to Ferrari‟s father!”
• He recorded the 21 minute conversation, posted it on YouTube and had 62,827 views in
two days
• He was called by CNBC, The New York Times and appeared on the Today Show

Their
pains
Their fears
Their
worries
Their
problems
Their interests
Their
frustrations
Their
challenges Their
troubles
Their
difficulties
“YOUR NUMBER ONE OBSTACLE
IN MARKETING COMMUNICATIONS
YOUR MAJOR MARKETING/SELLING OBSTACLE
YOUR PROSPECT‟S PREOCCUPATION BARRIER!
YOU HAVE COMPETITION FOR YOUR MESSAGES
Your audience is exposed to approximately 2500 marketing messages a day!
What are your prospects thinking about? – Themselves!

YOUR MESSAGES MUST BE COMPELLING!
“What We Do”
Prospecting Messages
vs.
“What In It For Me”?
Prospecting Messages
Headlines that are intriguing,
capture prospect attention and
the right headline can outperform
by as much as 500% or more!
Pain / Fear outsells gain 5/1 Emotions outsell logic 5/1

SO, HOW DO YOU INCREASE YOUR PROSPECTS, IMPROVE YOUR
CONVERSION RATE AND INCREASE YOUR CUSTOMER WORTH…ALL AT THE
SAME TIME?
START BY AUDITING THE HIDDEN MARKETING ASSETS
IN YOUR BUSINESS
HIDDEN MARKETING ASSETS ARE YOUR SMALL BUSINESS ASSETS
THAT ARE UNDERUTILIZED AND/OR ARE UNDERPERFORMING
THEY ARE ALSO OVERLOOKED SALES OPPORTUNITIES AND
UNTAPPED SALES POSSIBILITIES

There are numerous Hidden Marketing Assets. Your small business may have unique
Hidden Marketing Assets that may be limiting your growth.
However, there are some common Hidden Marketing Assets that apply
to a wide range of businesses.
UNDERPERFORMING ASSETS NEGATIVE IMPACT ON YOUR BUSINESS
Advertising that falls short
Broken Sales & Marketing Process
Poor Website Performance
Reduces Prospects
Customer Worth
Customer Worth

COMMON HIDDEN MARKETING ASSETS (Continued)
UNDERUTILIZED ASSETS NEGATIVE IMPACT ON YOUR BUSINESS
Relationships with Other Businesses
Competitive Advantage not
Articulated or Integrated
Past Customers
Limits New Prospects
Customer Worth
Reduces Conversion Rate and
Lowers Customer Worth

IF YOU WANT TO INCREASE SALES, CUSTOMERS, AND PROFITABILITY YOU MUST
KNOW YOUR CORE SALES NUMBERS!
For instance…
…How many new prospects are you touching a month from all sources?
…How many prospects are buying a month (your conversion rate)?
…What is your average sale?
Remember, the DATA SPEAKS!
It will tell you what assets are underperforming and/or underutilized.
It will show you overlooked sales opportunities and untapped sales possibilities.
GET YOUR ARMS AROUND YOUR CORE SALES NUMBERS!

MARKETING WITH A SYSTEM (continued)
SYSTEM MARKETING
Capture Core Sales Numbers
Track Core Sales Numbers
Map Results / Develop Ratios
Evaluate Results
Tweak and Optimize the Process
Create a Sustainable and Repeatable Process

OPTIMIZATION (continued)
Step 1 – How Do I Make the Direct Mail and E-Mail More Effective to Increase
Prospects?
* Right Target Market?
* A Different, More Compelling Headline?
* A Different Offer?
* Build in more Benefits?
* Offer Proof and Testimonials?
* “You” Approach Rather Than a “We” or “Us” Approach?
* Test it on a Smaller Population Before we Roll it Out?

Step 2 – 50 Prospects Enter the Store
* How do we create a more positive impression?
* How do we make the store more inviting?
* How do we create a relevant greeting?
Step 3 - How Do We Increase the Persuasiveness of Our Sales Conversations with
our Prospects, Prospective Customers, Current Customers, and
Past Customers?
* Are we hiring the right people?
* Do Our Sales Reps Have Consultative Sales Training That Teaches Them How to
Build Rapport, Trust, and Integrity in Their Sales Conversations?
* Do our Sales Reps Know How to Sell to Different Styles of Buyers?
* Do our Sales Reps Know How to Ask for an Order Without Being Pushy and
Shovey?

Step 4 – Sale Is Made or Not Made
* How do we improve the closing rate of our reps?
* How do we generate more buying commitment during the sales conversation?
Step 5 – How Do We Increase the Average Value of a Sale?
* Are There Upsell Opportunities?
* Are There Cross-Sell Opportunities?
* Are There Back-End Selling Opportunities?
GOAL = INCREASE THE WORTH OF A CUSTOMER

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