1. Presented by Dave Casper, Senior VP Services dcasper@rab.com

2. Today’s RAB New ways to help you build relationships, grow accounts, close sales and make more money!New ways to help you build relationships, grow accounts, close sales and make more money! –Fresh perspectives –New services –Money making ideas –State-of-the-art systems New ways to help you build relationships, grow accounts, close sales and make more money!New ways to help you build relationships, grow accounts, close sales and make more money! –Fresh perspectives –New services –Money making ideas –State-of-the-art systems

3. RAB Member Service Monday - Friday, 7am-6pm (cst) Monday - Friday, 7am-6pm (cst) More than 100,000 consultant sessions a year More than 100,000 consultant sessions a year Highly skilled consultants Highly skilled consultants Customized solutions Customized solutions Toll Free: 800-232-3131 Toll Free: 800-232-3131

4. RAB Online Services World’s largest online radio sales and marketing resourceWorld’s largest online radio sales and marketing resource 24/7 access to all RAB sales tools and resources24/7 access to all RAB sales tools and resources Most utilized of all RAB serviceMost utilized of all RAB service 12,000 sellers per week12,000 sellers per week http://www.RAB.com http://www.RAB.com

5. Radio Advertising Bureau Mission Make it easy Save you time Make you look good Help you grow clients and build relationships Help you make money Make it easy Save you time Make you look good Help you grow clients and build relationships Help you make money

6. Problem: How do I effectively communicate the power of radio to my clients and prospects?

7. Radio Marketing Guide and Factbook Documents awesome power of radio to deliver resultsDocuments awesome power of radio to deliver results –Time spent listening –Listening by location –Specialized listener profiles –Product categories and radio –Media comparisons –Compelling radio facts

8. The Media tab leads you to the latest pro-Radio data and compelling facts profiling key competitive media

9. This includes RAB’s 48-page, full-color Radio Marketing Guide and Fact Book where you’ll find the latest on… Radio audiences Radio audiences Listening habits Listening habits Radio and consumers Radio and consumers Key advertisers Key advertisers This includes RAB’s 48-page, full-color Radio Marketing Guide and Fact Book where you’ll find the latest on… Radio audiences Radio audiences Listening habits Listening habits Radio and consumers Radio and consumers Key advertisers Key advertisers

10. Media Targeting 2000 Compelling radio rationaleCompelling radio rationale Consumer’s share of media timeConsumer’s share of media time Media’s proximity to purchaseMedia’s proximity to purchase Radio’s upscale audience reachRadio’s upscale audience reach Value of radio’s At Work audienceValue of radio’s At Work audience Available on CD RomAvailable on CD Rom Available soon at RAB.comAvailable soon at RAB.com

11. Radio Gets Closer: Heavy Discount Store Shoppers Media Targeting 2000 65% of heavy discount store shoppers are exposed to Radio within one hour of making their largest purchase of day!

12. Problem: How can I prove my station is the perfect media option to advertise and sell my client’s goods and services?

18. Problem: How do I identify and sell my format’s best new business prospects? How do I identify and sell my format’s best new business prospects?

19. Customized for your formatCustomized for your format Identifies your best business prospectsIdentifies your best business prospects Shows how your audience shops/buysShows how your audience shops/buys Simmons Research

25. Problem: How can I enhance the value of my stations specialty programming … like professional sports? How can I enhance the value of my stations specialty programming … like professional sports?

26. Custom Reports - Sports Sports on RadioSports on Radio Pro FootballPro Football College FootballCollege Football BaseballBaseball Pro BasketballPro Basketball College BasketballCollege Basketball HockeyHockey Simmons Research

27. Baseball Listeners Source: RAB/Simmons Private Eye Target Report Index vs. General Population Baseball listeners are 136% more likely to have bought common stock!

28. Radio - TV Index Comparison vs. General Population “Own or Lease” Source: RAB Simmons Private Eye Target Report, Format Index Baseball: The Listener vs. The Viewer

29. Problem: How can I get a share of budget when it’s already allocated to another media? How can I get a share of budget when it’s already allocated to another media? - Cable - Outdoor - Direct Mail - Newspaper - Etc.

30. The Media Factbook Media guide for advertisersMedia guide for advertisers Newspaper, TV, cable, Newspaper, TV, cable, Outdoor, POP, magazines Outdoor, POP, magazines Direct mail, Internet, yellow pages Direct mail, Internet, yellow pages Perceived strengths of competitorsPerceived strengths of competitors Major weaknesses of competitorsMajor weaknesses of competitors Logic for adding radio to the mixLogic for adding radio to the mix

31. The Media tab leads you to the latest pro-Radio data and compelling facts profiling key competitive media

32. And Media Facts profiling 10 competitive media… Industry summaries Industry summaries Advantages Advantages Disadvantages Disadvantages Plus Radio Plus Radio And Media Facts profiling 10 competitive media… Industry summaries Industry summaries Advantages Advantages Disadvantages Disadvantages Plus Radio Plus Radio

33. Problem: How can I successfully compete against the newspaper? How can I successfully compete against the newspaper?

34. Radio’s biggest, most difficult local competitorRadio’s biggest, most difficult local competitor Out bills Radio 3 - 5 times Out bills Radio 3 - 5 times Our most vulnerable competitor Our most vulnerable competitor Current information on newspapersCurrent information on newspapers Training & presentation materialsTraining & presentation materials Local circulation and reach dataLocal circulation and reach data –Noting and sectional readership Newspaper

35. Available for all ABC audited papersAvailable for all ABC audited papers –Starch & Sectional versions –Up-dated 2x each year Average daily circulationAverage daily circulation Local market penetrationLocal market penetration New: Multiple markets reportsNew: Multiple markets reports New: Custom geography reportsNew: Custom geography reports RAB Newspaper Performance Reports

36. Problem: How can I increase billing from my retail accounts with co-operative advertising dollars? How can I increase billing from my retail accounts with co-operative advertising dollars?

37. Co-operative Advertising 5,000 radio approved plans on RAB.com5,000 radio approved plans on RAB.com By manufacturer By manufacturer By product By product By expiration date By expiration date Co-op Connection weekly e-mailCo-op Connection weekly e-mail Co-op Training Corner on RAB.comCo-op Training Corner on RAB.com Co-op plans from national manufacturesCo-op plans from national manufactures

38. RAB.com makes Co-Op easily with the tools and resources you need… Search more than 5000 Radio-ready plans Search more than 5000 Radio-ready plans Co-Op training Co-Op training Pre-approved scripts Pre-approved scripts Special forms and letters Special forms and letters RAB.com makes Co-Op easily with the tools and resources you need… Search more than 5000 Radio-ready plans Search more than 5000 Radio-ready plans Co-Op training Co-Op training Pre-approved scripts Pre-approved scripts Special forms and letters Special forms and letters

39. Problem: How do we find and secure new sources of non-traditional revenue?

40. Non-Traditional Revenue Marketplace Update via e-mailMarketplace Update via e-mail Category Spotlight on RAB.comCategory Spotlight on RAB.com Cause Related Marketing on RAB.comCause Related Marketing on RAB.com NTR Case StudiesNTR Case Studies NTR Proposal Books 1-8NTR Proposal Books 1-8 NTR Tip of the DayNTR Tip of the Day Ask the NTR Experts on RAB.comAsk the NTR Experts on RAB.com Annual Promotions CalendarAnnual Promotions Calendar Marketing, merchandising, retail termsMarketing, merchandising, retail terms Marketplace Update via e-mailMarketplace Update via e-mail Category Spotlight on RAB.comCategory Spotlight on RAB.com Cause Related Marketing on RAB.comCause Related Marketing on RAB.com NTR Case StudiesNTR Case Studies NTR Proposal Books 1-8NTR Proposal Books 1-8 NTR Tip of the DayNTR Tip of the Day Ask the NTR Experts on RAB.comAsk the NTR Experts on RAB.com Annual Promotions CalendarAnnual Promotions Calendar Marketing, merchandising, retail termsMarketing, merchandising, retail terms

41. RAB also devotes extensive resources to non-spot revenue with valuable features designed to give you a unique competitive edge… NTR Proposals NTR Proposals Marketplace Update Marketplace Update NTR Tips NTR Tips Cause Marketing and more Cause Marketing and more RAB also devotes extensive resources to non-spot revenue with valuable features designed to give you a unique competitive edge… NTR Proposals NTR Proposals Marketplace Update Marketplace Update NTR Tips NTR Tips Cause Marketing and more Cause Marketing and more

42. Problem: How do I find current research to add impact and credibility to my presentations? How do I find current research to add impact and credibility to my presentations?

43. Who, what, when, how, where, why, trends and misc. 180 business categories 24/7 access via RAB.com Updated continuously Integrated in PROposal Wizard Who, what, when, how, where, why, trends and misc. 180 business categories 24/7 access via RAB.com Updated continuously Integrated in PROposal Wizard RAB Instant Background Reports RAB Instant Background Reports

44. Problem: How do I get up to speed and stay informed about important sales and marketing issues? How do I get up to speed and stay informed about important sales and marketing issues?

45. “Don’t send us untrained sellers. We don’t have the time to teach them about our business.” “Don’t send us untrained sellers. We don’t have the time to teach them about our business.” “In today’s information age, more than ever you must do your homework.” John S. Quigley, Sr. Manager / Field Media Services, Busch Media Group Knowledge is Power Meyer Berlow, SVP / Interactive Services AOL

46. Hot consumer and marketing newsHot consumer and marketing news 500-700 new articles every week500-700 new articles every week 4,000+ categories4,000+ categories Over 800 discrete sourcesOver 800 discrete sources Over 50,000 current clippingsOver 50,000 current clippings New: Hispanic and African AmericanNew: Hispanic and African American New: View & Print while onlineNew: View & Print while online Online: Articles on DemandOnline: Articles on Demand Offline: RAB Client FilesOffline: RAB Client Files RAB Articles on Demand

47. Emailed weekly to 35,000 sellersEmailed weekly to 35,000 sellers Personal trainer for radio salesPersonal trainer for radio sales Timely radio marketing informationTimely radio marketing information Supporting audioSupporting audio Downloadable graphicsDownloadable graphics Links to additional/related materialsLinks to additional/related materials RAB Personal Weekly Sales Meeting

48. Radio Sales Today Emailed daily to 35,000 sellersEmailed daily to 35,000 sellers Advertiser newsAdvertiser news Consumer newsConsumer news Current research and emerging trendsCurrent research and emerging trends Information every seller must knowInformation every seller must know Emailed daily to 35,000 sellersEmailed daily to 35,000 sellers Advertiser newsAdvertiser news Consumer newsConsumer news Current research and emerging trendsCurrent research and emerging trends Information every seller must knowInformation every seller must know

49. Problem: How do I prove the effectiveness of local radio advertising to my toughest prospects?

50. Radio Success Stories Over 2,000 local success storiesOver 2,000 local success stories Broad selection of business categoriesBroad selection of business categories Wide variety of market sizesWide variety of market sizes

51. Problem: How do I get my client’s and prospects excited about advertising on radio? How do I get my client’s and prospects excited about advertising on radio?

52. Over 1,000 commercials in MP3Over 1,000 commercials in MP3 Over 1,300 radio scriptsOver 1,300 radio scripts Over 1,500 promotional ideasOver 1,500 promotional ideas Creative Resource DirectoryCreative Resource Directory Radio Mercury Award WinnersRadio Mercury Award Winners RAB Creative Resources

53. In the Idea Center, sellers will find thousands of original, fresh thought-starters, covering… Copy Copy Promotions Promotions Commercial audio Commercial audio Success stories Success stories In the Idea Center, sellers will find thousands of original, fresh thought-starters, covering… Copy Copy Promotions Promotions Commercial audio Commercial audio Success stories Success stories

54. The best radio creative in the worldThe best radio creative in the world Annual competitionAnnual competition $100,00 grand prize$100,00 grand prize $225,000 in total prizes$225,000 in total prizes Online or CD RomOnline or CD Rom Radio Mercury Awards

55. Problem: How to I quickly and easily prepare great looking, client focused, researched based proposals?

56. Radio Sales Assistant includes RAB’s highly acclaimed proposal writing tool, PROposal Assistant.

57. PROposal Assistant stores as many proposals as you can write, making it easy to retrieve past presentations.

58. PROposal Assistant speeds development by keeping your personal information from proposal to proposal.

59. On the Client screen, choose your research category and set up your client’s data. Category data comes directly from RAB Instant Backgrounds. PROposal Assistant contains more than 10,000 research highlights sorted into 190 categories.

60. PROposal Assistant supports up to three Advertising Objectives. These help define exactly what this campaign will accomplish.

61. Why Your Station tells your station’s unique, powerful story. Again, research highlights are paired with objectives to help you present a logical plan.

62. Click Enter a Schedule to set up an easy-to-read schedule grid featuring dates, day parts, rates and totals.

63. Finally you’re ready to PRINT and FINISH. You can use one of six pre- designed templates or open your freshly created proposal in Microsoft Word.

64. In MS Word, you can add client logos, spell check and touch up your presentation.

69. CASE STUDY: Automotive 0% financing offered by OTHER dealerships are making it difficult for your client to compete – –Campaign Objectives Generate excite and increase interest for new 2003 releases Increase the number of test drives Maintain dealership marketshare 0% financing offered by OTHER dealerships are making it difficult for your client to compete – –Campaign Objectives Generate excite and increase interest for new 2003 releases Increase the number of test drives Maintain dealership marketshare

70. Start in RESEARCH… You can choose an Instant Background from more than 190 product and service categories, loaded with fresh facts and updated daily. Start in RESEARCH… You can choose an Instant Background from more than 190 product and service categories, loaded with fresh facts and updated daily.

71. Instant Backgrounds get you up to speed on the Automotive category FAST! Each report covers 8 critical aspects of consumer behavior: Who buys When they buy Why they buy Where they buy What the buy How they buy Business trends Miscellaneous Instant Backgrounds get you up to speed on the Automotive category FAST! Each report covers 8 critical aspects of consumer behavior: Who buys When they buy Why they buy Where they buy What the buy How they buy Business trends Miscellaneous

72. RAB Autosignal is published ever other week and sent to members via email. A complete archive is available in the Automotive section… Trends New releases The latest news direct from Detroit RAB Autosignal is published ever other week and sent to members via email. A complete archive is available in the Automotive section… Trends New releases The latest news direct from Detroit

73. Next, visit the Idea center for promotions, copy, success stories and crystal clear MP3 commercials.

74. RAB.com’s category based search engine makes it easy to find EXACTLY what you’re looking for. In MP3 Commercial Audio, select the AUTO-NEW DOMESTIC category… RAB.com’s category based search engine makes it easy to find EXACTLY what you’re looking for. In MP3 Commercial Audio, select the AUTO-NEW DOMESTIC category…

75. RAB.com will return a complete list matching your search. Jim Paul Valley Olds Jim Paul Valley Olds Radio-Mercury Award winning commercials Radio-Mercury Award winning commercials RAB.com will return a complete list matching your search. Jim Paul Valley Olds Jim Paul Valley Olds Radio-Mercury Award winning commercials Radio-Mercury Award winning commercials

76. In copy, get your creative energy flowing with hundreds of great copy ideas.

77. Also in the Idea center, search more than 2000 Radio sales success stories, profiling the unique marketing power of Radio.

78. In Research, sellers can search RAB’s library and archives. In this section, you’ll find… Instant Backgrounds Instant Backgrounds Articles Articles Automotive Automotive Street Sheets Street Sheets Special reports Special reports And more… And more… In Research, sellers can search RAB’s library and archives. In this section, you’ll find… Instant Backgrounds Instant Backgrounds Articles Articles Automotive Automotive Street Sheets Street Sheets Special reports Special reports And more… And more…

79. Next, check Articles on Demand. Get the latest articles, emerging trends, quotable facts and more. The online electronic library contains extensive articles, containing more than 350,000 clippings from key industry trade publications.

80. Your search will deliver the article title, date and source. Once you’ve reviewed available articles, they can be faxed or viewed online. Your search will deliver the article title, date and source. Once you’ve reviewed available articles, they can be faxed or viewed online.

82. The Training and Certification section keeps sellers up to speed on the latest techniques and emerging trends. Two-year archive of weekly sales meetings Two-year archive of weekly sales meetings RAB’s professional certification courses RAB’s professional certification courses The RAB Training Academy The RAB Training Academy The Training and Certification section keeps sellers up to speed on the latest techniques and emerging trends. Two-year archive of weekly sales meetings Two-year archive of weekly sales meetings RAB’s professional certification courses RAB’s professional certification courses The RAB Training Academy The RAB Training Academy

83. RAB Weekly Sales meetings are located in the TRAINING section of RAB.com. This is one of the most comprehensive training libraries in Radio. Check keywords for a list of topics and get up to speed quickly. RAB Weekly Sales meetings are located in the TRAINING section of RAB.com. This is one of the most comprehensive training libraries in Radio. Check keywords for a list of topics and get up to speed quickly.

85. Each Sales Meeting features full text, audio and links to additional RAB.com resources..