Brief rundown on that puts product or service marketing managers in the right frame of mind when getting ready to launch a more formal marketing program.

1. © Copyright 2013 – Prosperity Plus Management Consulting, Inc.
The Marketing Success Checklist
Presented by
Tim Votapka and Karin Greene

2. © Copyright 2013 – Prosperity Plus Management Consulting, Inc.
Today’s Discussion Points
Introductions & Background
Definitions:
Marketing
Promotion
Fundamentals of Promotion
Questions You Need to Ask Yourself
Recap
Q/A

3. © Copyright 2013 – Prosperity Plus Management Consulting, Inc.
Introduction
20 years of B2B marketing communications
and promotional strategies in business
systems, healthcare/biotech, electronics…
Joined Prosperity Plus in 2009
Real-world tools for improving profit,
cash flow & growth.
Marketing & promotion programs
Mergers & Acquisitions
Consulting programs based on
industry experience combined with
the very successful Hubbard®
Management SystemTim Votapka
VP and Director of
Marketing Services

4. © Copyright 2013 – Prosperity Plus Management Consulting, Inc.
Introduction
Karin Greene
Creative Director
Professional Graphic designer for 25 years
Brochures
Advertising
Direct Mail
Email
Newsletters
Websites
Trade Show Graphics
Corporate Branding Programs
B2B experience in business systems,
publishing, healthcare, corporate world
Joined Prosperity Plus in 2007

5. © Copyright 2013 – Prosperity Plus Management Consulting, Inc.
Hubbard Management System
Created by L. Ron Hubbard
Author of Dianetics
Founder of Church of Scientology
Also created Narconon, Criminon, Applied
Scholastics
Trained as an engineer
Created one of the largest bodies of documented
management technology in existence. Main body of the work
is outlined in a series of encyclopedia-sized books called the
Organization Executive Course and the Management Series.
Additional materials in course packs, books and recorded
lectures.

6. © Copyright 2013 – Prosperity Plus Management Consulting, Inc.
Definition of Promotion
“To make something well known and well thought of; to
send something out that will cause people to respond
either in person or by their written order or reply to
the end of receiving service or buying commodities,
all to the benefit of the person and the solvency of
the organization.”
From an article by L. Ron Hubbard

7. © Copyright 2013 – Prosperity Plus Management Consulting, Inc.
Definition of Marketing
“The conceiving and packaging and the moving of a
specific product into public hands; to prepare and
take to and place on the market in such a way as to
obtain maximum potential and recompense.”
From an article by L. Ron Hubbard

8. © Copyright 2013 – Prosperity Plus Management Consulting, Inc.
The Fundamentals of Promotion
1. Workable technology. This means something to
offer that is desirable and will be received by
individuals in the public body.
2. Good execution of the technology. This means
holding a constant of application without variation in
how it is done from person to person or place to
place.
From an article by L. Ron Hubbard

9. © Copyright 2013 – Prosperity Plus Management Consulting, Inc.
The Fundamentals of Promotion
3. Accumulation of the identities of persons. This is
done by getting lists of names, by personal contacts,
etc. But however it is done it is totally the
accumulation of identities.
4. Offering those identities something they will
buy, a book, a commodity or a service.
5. Delivering what is offered.
From an article by L. Ron Hubbard

10. © Copyright 2013 – Prosperity Plus Management Consulting, Inc.
Vehicles for Promotion
Assess each one carefully and
be prepared to fund a program
that’s built on frequency,
continuity – not hit-miss.
Print Ads
Postcards
Billboards
Brochures
Emails
Broadcast Ads
Social Media
Web
Events

11. © Copyright 2013 – Prosperity Plus Management Consulting, Inc.
Why Do We Promote Our Business?
Drive in more business.
Promotion must be so huge and effective so that even if other
divisions are blocking the line or driving people off, so many
people are being crowded into the organization by promotion
that it makes up for any waste done by other parts of the
organization.
If a promotional program does not seem to work, find out where
it is NOT being applied – don’t change and abandon the
program. Spot instead the noncompliance which is preventing it
from going into operation.
From an article by L. Ron Hubbard

12. © Copyright 2013 – Prosperity Plus Management Consulting, Inc.
So Now Let’s Analyze how well Your
Marketing Engine is Running…

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Here’s What You Need To Ask:
1. Marketing Strategy:
Do you have a basic strategy written down?
Is your marketing strategy coordinated with
your growth strategy?
Do you have a (gulp) marketing budget?

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Here’s What You Need To Ask:
2. Marketing Personnel
Do you have a person solely in charge of marketing?
If not, who handles this function now? (The IT guy?
The CEO? Reception/Admin? Outsourced?)
How much of their time (or yours) is spent on
marketing?

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Here’s What You Need To Ask:
3. Database
Do you have a well-managed database or CRM in place?
Do your sales reps actively collect new identities (email
addresses too) and how are these entered into your
database?
Is your prospect database current? How often is it
updated?

16. © Copyright 2013 – Prosperity Plus Management Consulting, Inc.
Here’s What You Need To Ask:
4. Your Identity in the Marketplace
Do prospects see/hear your name?
How often are you “touching” them with promo?
What do prospects think of when they see/hear
your name?
Who’s more well known: You or Your
Competition?

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Execution is the Key to Success
How often are you promoting your
products, services, etc?
What successful actions or
campaigns have worked well?
How does your promo differ
between customers and prospects,
vertical markets?
How well do you track responses?

18. © Copyright 2013 – Prosperity Plus Management Consulting, Inc.
Here’s What You Need To Ask:
6. Your Competition
Are you stealing business from your competitors, or
are your competitors stealing business away from
you?
How are you differentiating yourself from your
competitors in the marketplace?
How often do your prospects see/hear your message
vs. the competitors’ message?

19. © Copyright 2013 – Prosperity Plus Management Consulting, Inc.
Here’s What You Need To Ask:
7. The Sales Force
What do you do now to keep your sales team informed and in the
loop on your marketing program?
What kind of follow up is your marketing program getting from
your sales team?
How do you know if everyone understands your marketing
program:
Why it’s there
What our positioning target is
What the overall goal is
Who is responsible for it

20. © Copyright 2013 – Prosperity Plus Management Consulting, Inc.
Quick Recap
Do you have a marketing strategy?
Do you have that “gulp” budget?
How well known are you in your territory?
How good is your database?
Are you capable of executing your promotional program?
How are you doing vs. your competition?
Is your sales team following up on your promotional
efforts?

21. © Copyright 2013 – Prosperity Plus Management Consulting, Inc.
Recap
Is your marketing engine stalled or misfiring?
Get help a marketing tune-up
Get in touch with us about a Marketing Analysis
Affordable
Thorough
Completely confidential
Can only lead to better marketing mileage!

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Questions?
Please use the chat box
All names will remain confidential
Feel free to follow up with us off line
Fill out the survey and we’ll send you the
slides later on in exchange
Thank you for attending
Contact:
631-382-7762
Email: tvotapka@prosperityplus.com