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w w w. b r i l l i a n t p u b l i s h i n g . c o mJuly | 2010$10.00

TM

page 8

page 16

Are you addicted?

Listen to this (if you dare!)

10 Tips to Better

Pricing

A S I : 9 5 2 8 0 | S A G E : 5 7 5 9 0 | P PA I : 1 1 4 1 5 4

Ca lendars | G r e e t i n g C a r d s | F o l d e r s | F r a m e s & M o r e

Few things are this simple – few this e!ective. In business, calendars are the handshake that lasts. They’re a memorable introduction – an ongoing thank you – a business card that sits front and center 365 days a year. Re-discover the impact of the desktop calendar, appearing daily with:

B e N o t i c e d . B e A p p r e c i a t e d . B e R e m e m b e r e d .C o n t a c t W a r w i c k A t :

P : 8 0 0 . 3 8 3 . 7 1 4 9E : i n f o @ w a r w i c k p u b l i s h i n g . c o mw w w. w a r w i c k p u b l i s h i n g . c o m

features: 8 Are you addicted? listen if you dare

14 16 10 Tips to better pricing

6 publisher's letter

7 contributors:

18 travel:

20 incentives:

22 24 exhibit:

26 strategies:

28 case study:

31 ad-index

32 staying sharp:

32

18

8

Vol. 7, No. 07 2010

4 Brilliant Results | July 2010

Vol. 7, No. 07 2010

Shhhhh....take a moment to listen to the sounds around you. What do

you hear? Have you ever thought of the “sounds” that your company and

its products portray? Is there a familiar sound that makes you think of your

company/product. Can you capture that in your next marketing campaign?

Sounds make people feel and feelings make people buy (or not buy) a

product. Our cover story this month will make you open your ears and just

but today it is often lost in the hum of our ever faster moving technology. Most

savvy business people agree that technology is a good thing; but with all

our connections are we forgetting the most basic requirement for enduring

success...continuing to educate ourselves about that which can increase

our market share? Don’t simply price yourself out of the market, check out

our 10 tips to better pricing and see where your company stands.

Speaking of education. Have you tried to build your brand with a school?

Remember building a brand starts early. Education and children are the key

to our success as a country as well as a nation. Just think if today’s children

are “loving you”, your bottom line as well as the country’s bottom line will be

and more productive. You never know what a good “de-clutter” session

could have on your overall production.

Thank you for your continued readership and be sure to link to us at

www.brilliantpublishing.com so you always have brilliant information at the

click of your mouse and a less cluttered bookshelf.

publisher’s letter

Brilliant Publishing LLC9034 Joyce Lane

Hummelstown, PA 17036Ph: 717.571.9233Fax: 717.566.5431

PUBLISHER / ADVERTISINGMaureen Williams

[email protected]

717-608-5869

EDITORIALEditor in ChiefMaryAnne Morrill

Senior EditorMichelle Donofry

Style EditorCharity Plata

Asst. EditorMolly Anika

CONTRIBUTING WRITERSDaniel Burrus, Michael Merrick Crooks,

Barton Goldsmith, Ph.D., Rafi Mohammed, Arnold Light, CTC, Martin Lindstrom,

Dave Ribble, MAS, Ed Rigsbee, Barry Siskind, Dr. Peter Tarlow

PRODUCTION / DESIGNArt DirectorJeremy Tingle

Brilliant Results is published monthly by Brilliant Publishing LLC,

9034 Joyce Lane Hummelstown PA 17036 (717) 608-5869; Fax#

(717) 566-5431. Postage paid at Michigan City, IN and additional

offices. POSTMASTER please send address changes to Brilliant

Results, 9034 Joyce Lane, Hummelstown PA 17036. Volume 7.

Number 07. Brilliant Results subscription rates: one-year $120;

Canadian $160 USD; one-year foreign $225 USD. All subscriptions

are non-refundable. Copyright © 2010 Brilliant Publishing LLC. All

rights reserved. The publisher reserves the right to accept or reject

any advertising or editorial material. Advertisers, and/or their agents,

assume the responsibility for any claims against the publisher based

on the advertisement. Editorial contributors assume responsibility for

their published works and assume responsibility for any claims against

the publisher based on published work. No part of this publication can

be reproduced in any form or by electronic or mechanical means,

including information storage and retrieval systems, without written

permission from the publisher. All items submitted to Brilliant Results

become the sole property of Brilliant Publishing LLC. Editorial content

does not reflect the views of the publisher. The imprints, logos,

trademarks or trade names (Collectively the “Marks”) displayed on

the products featured in Brilliant Results are for illustrative purposes

only and are not available for sale. The marks do not represent the

implied or actual endorsement by the owners of the Marks of the

product on which they appear. All of the Marks are the property of

the respective owners and is not the property of either the advertisers

using the Marks or Brilliant Results.

Make it a Brilliant Day

Maureen [email protected] 717-608-5869

brilliantresults™

www.bri l l iantpubl ishing.com6 Brilliant Results | July 2010

contributors

a Ed Rigsbee,

b Arnold Light, CTC

www.lightconsults.com

c Barry Siskind

www.siskindtraining.com.

d Barton Goldsmith, Ph.D.

www.BartonGoldsmith.com.

e Martin Lindstrom

f Dave Ribble, MAS,

g Dr. Peter Tarlow

h Michael Merrick Crooks

i

j Daniel Burrus

Phone # 800-467-1996www.DisplaySolutions.net

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www.bri l l iantpubl ishing.com

HAVE YOU EVER been in a café when suddenly, over in the

corner, a baby starts giggling? If you have, you might have noticed that

every woman, regardless of age, looked up, momentarily distracted from

tune into this sound. Check out YouTube and you will notice that among

the most-watched videos on the site, is one of a baby giggling. More

than 107 million people have downloaded it.

There can be no doubt – sound is immensely powerful. And yet 83 per

cent of all the advertising we are exposed to on a daily basis (bearing in

mind that the average person will see two million TV commercials in a

single lifetime) focuses, almost exclusively, on the sense of sight. That

leaves just 17 per cent for the remaining four senses. Consider to what

connections. We rely on it to dial or text on our cell phones. Interestingly,

the revenue from the slot machines in Las Vegas fell by 24 per cent

when the whirring and tinkling sounds were removed. Furthermore,

experiments conducted in restaurants show that when music slower than

8 Brilliant Results | July 2010 www.bri l l iantpubl ishing.com

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the rhythm of a heartbeat is played, we eat slower and

we eat more!

Can sound make us buy more, want more, dream

more and eat more? Any 50-year-old American can sing

a whole range of television jingles from the 1970s – they

are all well stored in the recesses of our brain. Yet if

you were to ask the same of the generation who have

the magical tunes disappeared, or has the advertising

world lost sight of the fact that people do indeed have

speakers at home?

WE DECIDED TO PUT THESE QUESTIONS TO THE TEST.

By teaming up with neuroscience marketing company

BUYOLOGY INC and Elias Arts a sound identity

company, we wired up 50 volunteers and subjected them

to neuroscience-based galvanic, pupil and brainwave

methods. We learned that sound has remarkable

power. This may not be surprising for many, but it was

brands have made their way into the world’s ten most

powerful sounds over the past 20 years. The sound of

brands came in ahead of some of the most familiar and

comforting sounds of nature. But it was in the second

and third places where the most astonishing surprises

occurred.

Forget the sound of waves or the song of birds – they

didn’t even make the top 10 – but a computer chip, which

most of us have never even seen, took the prominent

second spot. Who could have imagined just how

strongly we would respond to the sound of Intel? This

result indicates that repetition is the key, since most of us

can’t even sing it. What this tells us is that there’s no limit

to this phenomenon, because after all, a computer chip

doesn’t really have a sound.

The third most powerful sound is a young one –

not much older than 10 years – and yet it had such a

profound effect on our research subjects that the

moment they heard it, they removed their headsets,

and reached for wherever they keep their cell phones

to answer its ‘vibrating’ call. Regardless of whether the

July 2010 | Brilliant Results 9www.bri l l iantpubl ishing.com

phone is switched to ‘silent’, the vibration has a sound of its

own. It’s hardly surprising that the Blackberry has been dubbed

a CrackBerry – even President Obama is hooked.

Psychologically speaking, this is not a happy discovery.

is check our BlackBerry. Going to the bathroom, brushing

our teeth and eating breakfast take a back seat. Increasingly

people sleep beside their phones – that message that arrives

at 4:00AM is now a priority!

If we take a look at the list of non-branded sounds the ATM

/ cash register is listed number three. Are we that focused on

us all into greedy individuals? The Buyology study sheds

some surprising light on a sound we’re all very familiar with –

the sound of the ATM Cash machine. Remember the sound;

the beep-beep-beep as you type in your pin-code – then the

desperately long waiting time until the ATM accepts (or rejects)

you – and then the classic counting sound followed by the

click – as the dollars are spit out of the machine? In order to

do so the respondents were hooked up with EMG. The team

observed the Corrugator muscle activity, which is an indicator

of negative (frown) or positive (muscle relaxation) emotional

valence, occurring spontaneously and, for the most part,

outside a person’s voluntary control.

The team in particular observed two different dimensions

of the sounds tested: the arousal effect (indicating the interest

and engagement by the respondents as measured by changes

valence (the awareness of the sound).

The national pride is still in top of our minds as the Star Spangled

Banner hits the radio waves. The iconic national anthem written

in 1814 by the 35-year-old amateur poet Francis Scott Key after

witnessing the bombardment of Fort McHenry by Royal Navy

ships in Chesapeake Bay during the Battle of Baltimore in the

War of 1812 – has not (yet) been overtaken by technology.

Some call it the Goosebumps tune as it connects with most

Americans at a tribal level.

Imagine this; a hot summer day – the temperature outside

has just hit the 100°F – and you’re holding an ice-cold cola in

your hands – with the mist dripping down the side. You have

prepared a glass with ice – and lemon – and pour the cola on

The respondents not only could hear the sparkle – they also

felt a thirst like never before – making the “soda poured into a

glass” sound ranking as the highest food sound of them all, at

The sound of a steak hitting the BBQ, a hot summer night –

THE MOST ADDICTIVE

SOUNDS IN THE

WORLDNon-branded and branded sounds

1. Baby giggle

2. Intel

3. Vibrating phone

4. ATM / cash register

5. National Geographic

6. MTV

7. T-Mobile

8. McDonald’s

9. ‘Star Spangled Banner’

10. State Farm

Branded sounds1. Intel

2. National Geographic

3. MTV

4. T-Mobile

5. McDonald’s

7. State Farm

8. AT&T

9. Home Depot

10. Palm Treo

11. PC Richard

Top 10 non-branded sounds1. Baby giggle

2. Vibrating phone

3. ATM / cash register

4. ‘Star Spangled Banner’

6. ‘Hail to the Chief’

7. Cigarette light and inhale

8. ‘Wedding March’

9. ‘Wish Upon a Star’

10. Letterman theme


– not only making most people hungry but hitting the list as the 6th

most addictive non-branded sound in the world.

We have over the years conducted some of the most advanced

neuroscience studies on smoking. By monitoring the Nucleus

Accumbens – also called the craving spot the team has among

other things concluded that the health warning on cigarette packs

has absolutely no effect – if anything – it encourages us to smoke

more – not less.

Now comes another discovery from the team – smoking is far

from gone from our society. The sound of someone lightening a

sound of a soda being poured, and is situated at place number seven

on the list. As innocent as this discovery may seem it represents

a dimension that has far more worrisome consequences. In 1989

the concept of Mirror Neurons was discovered – the concept that

when we see people act – we often feel we are doing the same

movements ourselves. The discovery of the Mirror Neurons has

by many been seen as the biggest discovery after the DNA. The

food industry plays on this – and so does the tobacco industry

whenever they get a chance.

Who said our society had quit smoking – perhaps – but

underneath there’s a ticking bomb of desire – ready to explode

the day the tobacco industry discovers a way to plant sounds at a

subliminal level in bars and restaurants.

Even though the sound of a vibrating phone has taken second

place to a baby’s giggles, it seems that in just over a decade

technology provides the predominant sounds for daily life. Perhaps

it’s just a matter of time before brains registering the sounds of

become sounds that are immediately brand-related and we will

think Outback, Marlboro and Dr Pepper.

Accumbens – also called the

craving spot the team has among

other things concluded that

the health warning on cigarette

packs has absolutely no effect

– if anything – it encourages us

to smoke more – not less.


By: Daniel Burrus

TODAY WE’RE IN an era of technology-driven

and/or how the industry in general works.

Unfortunately, most companies are using technology only

view technology as a way to “do more with less,” “streamline

While that is certainly one good use of technology, you

products and services. In this case, technology becomes a

tool of creation. You can create new products, new services,

and entire new markets, which then creates new jobs and

careers.

Why is this important? Currently the United States is

digging out of the worst recession since the 1930s, and the

global economy is suffering its worst setback in decades. The

key to recovering is all about jobs and how to create them. You

don’t create jobs by increasing productivity; you create jobs by

creating new products, services, and markets. So even though

we have a statistical recovery, we have a human recession. As

such, recovery can’t be jobless.

The bottom line is that we can use technology to eliminate

jobs or create them. It’s time for businesses to focus on

the following guidelines.

KNOW WHERE YOU’RE GOING Look at your product, service, or industry and see how

didn’t stop there. They then expanded to other products and

again. They developed a large IT, logistics, and warehouse

system and they now rent out their enterprise IT platform and

warehousing space to other companies. So they are not only

Another example is Apple. Back in early 2000, before they

launched the iPod and iPhone, most people thought Apple

was quickly going out of business. That’s when the company

How to Use Technology to Today’s Economy


again with the iPhone, which is telecommunications.

Now they’re doing it again with the iPad, which will launch

themselves as well as their industry.

So when it comes to your company and your industry,

ask yourself some key questions, such as:

What is growing and what is shrinking?

Where is the direction of the future going based

on technology? (For example, getting more energy

Virtual marketing and social networking also represent

long-term trends.)

Based on where your customers and your industry

are going, is there a way to use technology to create

new opportunities?

UNDERSTAND HOW TECHNOLOGY IS AFFECTING YOUR CUSTOMERS

Look at how technology is affecting your customers

in your industry right now. But don’t just look at

productivity. Look at the overall customer experience

as well as who is buying your offerings. For example, in

the late 1970s, when ultra light aviation was born, the

manufacturers targeted that demographic – people

to get a pilot’s license. One company, UltraSports,

thought they could attract a better customer, so they

and the market?”

didn’t have a license or the income to afford buying an

aircraft, UltraSports decided to target commercial jet

After all, these pilots were the best pilots, they loved

the ultra light aircraft itself by adding a stick and rudder

like an airplane rather than a hang-glider, which better

appealed to their new target market. UltraSports went

then made product changes accordingly.

So when it comes to your customers, ask yourself

some key questions, such as:

Is there a better customer? For example, maybe

you’re selling to a customer who can only afford low-

margin products and services.

Who is your ideal customer?

Is there a customer you don’t have but should have?

customer?

Is there a way to use technology to enhance your

product or service in some way that opens up a market

or creates a new market for you…and thus new jobs?

Take Competition Seriously

the marketplace as well as what makes you unique.

you compete. For example, when was the last time

you bought something from the Polaroid Company?

At one time, they were the king of instant photography.

But then technology and digital photography changed

their industry, and the way they competed (instant

photography) changed…but Polaroid didn’t change with

it. Instead, they made the mistake many businesses do:

their costs.

Similarly, the Kodak Company was failing for over a

decade. Finally, they looked at how they competed in

the past as well as what it would take to compete in the

future. That’s when they embraced digital photography.

across the country, it’s their digital products division

However, when you pinpoint a way to use technology to

create new products and services, you add new revenue

streams and new jobs.

So when it comes to competing in a technology-

driven age, ask yourself some key questions, such as:

how you compete?

Is there a way you can use technology to change

your product or how you service people?

your customer’s experience?

Staying ahead during a technology-driven

transformation is indeed possible. It’s all about looking

at where your customers are going rather than where

they have been. It’s about looking at where technology

is evolving and how it is shaping the market, not where

it used to be. When you ask the right questions and take

action on what the answers reveal, you can use


The following 10 pricing tips can

and better serve customers by

providing options.

STOP MARKING UP COSTS. The most common mistake in

pricing involves setting prices by

marking up costs (“I need a 30%

margin”). While easy to implement,

these “cost-plus” prices bear

absolutely no relation to the amount

that consumers are willing to pay. As

daily.

SET PRICES THAT CAPTURE VALUE.

Manhattan street vendors

understand the principle of value-

based pricing. The moment that

it looks like it will rain, they raise

their umbrella prices. This hike has

nothing to do with costs; instead it’s

all about capturing the increased

value that customers place on a

safe haven from rain. The right way

to set prices involves capturing the

value that customers place on a

product by “thinking like a customer.”

Customers evaluate a product and

its next best alternative(s) and then

ask themselves, “Are the extra

bells and whistles worth the price

premium (organic vs. regular) or does

the discount stripped down model

make sense (private label vs. brand

name)?” They choose the product

that provides the best deal (price vs.

attributes).

CREATE A VALUE STATEMENT. Every company should have a

value statement that clearly articulates

why customers should purchase their

product over competitors’ offerings.

is not a time to be modest. This

of your frontline so they can look

customers squarely in the eye and

say, “I know that you have options,

but here are the reasons why you

should buy our product.”

REINFORCE TO EMPLOYEES THAT IT IS OKAY TO EARN HIGH PROFITS.

I’ve found that many employees

are uncomfortable setting prices

above what they consider to be “fair”

and are quick to offer unnecessary

discounts. It is fair to charge,

“what the market will bear” prices

to compensate for the hard work

bring products to market. It is also

important to reinforce the truism that

most customers are not loyal – if a

new product offers a better value

(more attributes and/or cheaper

price), many will defect.

REALIZE THAT A DISCOUNT TODAY DOESN’T GUARANTEE A PREMIUM TOMORROW.

Many people believe that offering

a discount as an incentive to trial a

product will lead to future full price

purchases. In my experience, this

rarely works out. Offering periodic

discounts serves price sensitive

customers (which is a great strategy)

but often devalues a product in

customers’ minds. This devaluation

can impede future full price

purchases.

UNDERSTAND THAT CUSTOMERS HAVE DIFFERENT PRICING NEEDS.

In virtually every facet of business

(product development, marketing,

distribution), companies develop

strategies based on the truism that

customers differ from each other.

However, when it comes to pricing,

many companies behave as though

PRICING IS ONE OF THE MOST POWERFUL – YET UNDERUTILIZED – STRATEGIES AVAILABLE

TO BUSINESSES. A MCKINSEY & COMPANY STUDY OF THE GLOBAL 1200 FOUND THAT IF COMPANIES

INCREASED PRICES BY JUST 1%, AND DEMAND REMAINED CONSTANT, ON AVERAGE OPERATING

PROFITS WOULD INCREASE BY 11%. USING A 1% INCREASE IN PRICE, SOME COMPANIES WOULD

SEE EVEN MORE GROWTH IN PERCENTAGE OF PROFIT: SEARS, 155%; MCKESSON, 100%, TYSON,

81%, LAND O’LAKES, 58%, WHIRLPOOL, 35%. JUST AS IMPORTANT, PRICE IS A KEY ATTRIBUTE THAT

CONSUMERS CONSIDER BEFORE MAKING A PURCHASE.

10 TIPS TO BETTER PRICING Start Generating New Profits and Growth Tomorrow Morning


their customers are identical by setting

just one price for each product. The

key to developing a comprehensive

pricing strategy involves embracing

customers’ pricing needs differ in

three primary ways: pricing plans,

product preferences, and product

valuations. Pick-a-plan, versioning,

and differential pricing tactics serve

these diverse needs.

PROVIDE PICK-A-PLAN OPTIONS.

Customers are often interested in

a product but refrain from purchasing

simply because the pricing plan does

not work for them. While some want to

purchase outright, others may prefer

a selling strategy such as rent, lease,

prepay, or all-you-can-eat. A pick-a-

plan strategy activates these dormant

customers. New pricing plans attract

customers by providing ownership

options, mitigating uncertain value,

offering price assurance, and

OFFER PRODUCT VERSIONS. One of the easiest ways to

customers is to offer good, better,

and best versions. These options

allow customers to choose how much

to pay for a product. Many gourmet

restaurants offer early-bird, regular,

and chef’s-table options. Price

sensitive gourmands come for the

early-bird specials while well-heeled

diners willingly pay an extra $50 to sit

at the chef’s table.

IMPLEMENT DIFFERENTIAL PRICING.

For any product, some customers

are willing to pay more than others.

Differential pricing involves offering

tactics that identify and offer discounts

to price sensitive customers by using

hurdles, customer characteristics,

selling characteristics, and selling

strategy tactics. For example,

customers who look out for, cut out,

coupons are demonstrating (jumping

a hurdle) that low prices are important

to them.

USE PRICING TACTICS TO COMPLETE YOUR CUSTOMER PUZZLE.

Companies should think of their

potential customer base as a giant

tactic adds another customer

Normans buy at full price (value-

based price), Noncommittal Nancys

come for leases (pricing plans), High-

end Harrys buy the top-of-the-line

(versions), and Discount Davids are

added by offering 10% off on Tuesday

promotions (differential pricing).

Starting with a value-based price,

employing pick-a-plan, versioning,

and differential pricing tactics

adds the pricing related segments

necessary to complete a company’s

consumers pricing choices generates

strategy, it is fertile ground for new

pricing is that many concepts are

straightforward to implement and

immediately.

What better pricing windfall can

your company start reaping tomorrow

morning?

10 TIPS TO BETTER PRICING Start Generating New Profits and Growth Tomorrow Morning


travel

THE GROWTH OF TOURISM

INFORMATION OPTIONS NOT

ONLY PROVIDES US WITH

MORE CHOICES, BUT ALSO

HAS MADE PEOPLE EVER

MORE SKEPTICAL ABOUT

WHAT THEY SEE AND READ.

COMPUTER PROGRAMS SUCH

AS PHOTO-SHOP® NOW

MAKE IT POSSIBLE TO CHANGE

A PICTURE. IN FACT, A NEW

TOURISM AND TRAVEL ADAGE

MAY NOW BE: SEEING IS NO

LONGER BELIEVING.

This radical change in what we

believe means that in the world

of tourism old styles of brochure

writing are no longer credible. While

brochures still must produce a

sense of the magical they must also

give correct product information.

Brochures are still very much a part

of a tourism industry’s promotional

materials, and are especially needed

to give such essential pieces of

information as hours of operation,

prices, etc. While there are many

great advantages to the new paperless

world, not everyone can travel with a

traveling. Good brochure writing

seeks to lower stress and create a

connection between your customers

and you.

In order to help you get brilliant

results from your brochures here are

some concepts to consider:

Brochures are an important

secondary form of marketing. Good

brochures serve as an initial welcome

to the area and as a piece of material

to take home after a vacation or visit.

This is especially true for business

travelers who may be considering

returning to a local with their families

at a later date. Brochures also can

serve as a motivational tool so as to

sight or locale.

WHEN WRITING BROCHURES CONSIDER THE FOLLOWING:

· Make your brochures easy to

essential information as hours of

operation, phone numbers, prices

and how to get there, then the

brochure will do more harm than

good. Thus make your brochures

that is easy on the eye.

· Be Honest. Expectations are an

important part of a tourism program.

A brochure must, like the trip itself,

produce a sense of theatrical magic.

The romance of travel is still very

much a part of the postmodern world.

If the brochure, however, promises

things that simply do not exist, or its

promises are so exaggerated as to

be dishonest, then the traveler will

be disappointed. Psychologically,

Developing your Tourism Brochure Writing Skills.


the traveler feels cheated and angry.

These negative feelings will promote

negative word-of-mouth advertising.

· Be concise and precise. Tourists

do not desire to wallow through vast

amounts of material that say little in

many words. Tourists are on vacation

and want to relax. A brochure should

then be concise. In the same manner,

tourists do not know the area. Directions

should be precise and accurate and

hours for exhibits should be as up-to-

date as possible. Some brochures now

state that hours and admission fees are

advise calling (with phone numbers

provided) for updated information.

· Clear and easy to read. Many

people, especially those over 40, use

reading glasses. If the brochure's print

is too small many tourists will simply

not read it. Often cities in their rush to

provide vast amounts of information

on a single page forget that if a tourist

does not read the brochure not only is

the unread material now worthless, but

may cause the tourist to simply go

somewhere else. An easy trap in which

to fall is to make maps too small.

· Colorfulness of brochure. Dull

colors may indicate a boring city. Most

people are affected by colors and color

combinations. The colors used should

be dynamic and act as a subconscious

sales-pitch. A brochure should speak

to its reader not only through words

but also through images, colors, and

design.

· Do not use a canned photo. There

is nothing that destroys your credibility

more than using a photo from another

locale. Too often multiple locales

use the same photo; creating client

disappointments and loss of credibility

· Write texts in the active rather than

in the passive voice. The active voice

indicates involvement. When a location

uses a passive voice in its brochures

it detaches itself from the tourist

experience and from the individual.

Following these simple guidelines is

one more way to achieve brilliant

results.

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The “Perfect Pencil” from Graf von Faber-Castell is the pencil as art. Enjoyment in writing and sketching with a classic pencil means that it should always be sharp. But where to keep the sharpener? The best place is on the pencil, integrated in the extender, which protects it while conveniently in your pocket. Together with the replaceable eraser under the pencil’s cap, everything is always accessible for writing, correcting, and sharpening.

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Certificates and Diplomas should be displayed proudly! Choose the Style 560 to accommodate an 8 x 10 vertical or horizontal certificate, or the 566 to accommodate an 8 ½ x 11 vertical or horizontal certificate. (Please specify direction when ordering.) Both frames are available in either black or blue. Add foil imprinting (additional charge) to customize your frame selection.

3M PROMOTIONAL MARKETS

This wall mounted dispenser can be custom printed in up to 4 colors and holds a Post-it® Flag Writing Tool. A 3”x 3” 50-sheet Post-it® Pop-Up Note Pad in Canary Yellow is included along with 2 sets of Command™ Picture Hanging Strips for easy wall-mounting.

3M PROMOTIONAL MARKETS

Enjoy the new sleek design and comfort grip of the Contour Series – 2 Great tools in one: Post-it® Flags and a black gel pen. Integrated flag dispenser comes loaded with 50 flags and the black barrel can be custom printed in up to 4 colors.


incentives

WITH ALL THE cuts in

education budgets this year due to

lack of funds by many municipalities it

would stand to reason that incentives

to reward students for achieving certain

levels, behavior and attendance would

not survive. But it’s not the case. In fact

there seems to be a trend by many

schools to introduce and or expand

their motivation programs.

For example, in Huntsville Alabama,

there’s a program called “Learning

Earnings”, which rewards good

grades and behavior with everything

from snacks to iPods. Piloted last

spring at three Huntsville schools,

“Learning Earnings” now boast more

than 100,000 students in Alabama

and Florida that participate in the

program. The online-based business

is supported by advertisers, whose

products, coupons, and gift cards

are the students' rewards. Started by

Adam Pearson, who attended public

schools in Huntsville and co-founded

the company, the objective according

to Pearson, "is to develop a tool that

would help our students put their best

foot forward. Students get Learning

Earnings’ ‘bucks’ for good grades and

The program isn't designed to bribe

students, but rather to school them in

good classroom habits until they can

In the classrooms, students get bucks

for being nice and completing their

homework.”

As in an incentive program for

business the rewards must match the

task. And for the younger kids, the

rewards range from healthy snacks to

stickers to toy racecars. Middle and

high school students can earn gift

cards, movie passes and electronics.

Once ‘bucks’ are earned through a

point system the rewards are delivered

by the company to the schools.

A recent study conducted by

Harvard economist Roland Fryer

Jr., who directs Harvard’s Education

Innovation Laboratory (EDLab),

suggests that cash incentives could

spur improvement in students’ grades,

test scores, literacy rates, and even

their behavior. Fryer has spent more

than $6.3 Million dollars since 2007 on

incentive studies to help kids improve

their performance. These studies

were conducted in New York, Dallas,

Chicago, and Washington, D.C. in more

than 250 urban schools with 18,000

students participating. The outcomes

varied and the rewards (cash) varied

in each location according to the

achievement level.

Sara D’Alessandro, one of Fryer’s

research assistants on the project,

explained the motivation behind the

study, released in April as a working

paper by the National Bureau of

Economic Research, “We learned that

well-designed incentives programs—

actions—have better results than

paying students for end results. When

you pay students for actions—like

attendance, good behavior, homework

completion, reading books, and so

forth—you get results.”

But it’s not all positive because

psychologists take opposing views

of how external rewards, from warm

praise to cold cash, affect motivation

and creativity. Behaviorists, who study

the relationship between actions and

their consequences, argue that rewards

can boost performance at work and

school. Cognitive researchers, who

study various aspects of mental life,

maintain that rewards often undermine

creativity by fostering dependence on

approval and gifts from others.

The latter view has gained many

supporters, especially among

educators. But the careful use of small

monetary rewards sparks creativity

in grade-school children, suggesting

that properly presented inducements

indeed aid inventiveness, according

to a study in the June Journal of

Personality and Social Psychology.

Performance improvement in

education is important and as we are

whether it be business, education,

research or government is driven by

engagement. To make a participant

more engaged in whatever they are

doing is the key factor in keeping

that participant happy, motivated and

productive. If a participant is engaged

the intrinsic instinct will naturally shine

through and make that individual more

receptive to extrinsic rewards for a job

well done.

There is a new opportunity in

involved in the incentive marketing

business whether it involves design and

won’t happen easily because an

educational institution is an “unlikely

partner”, but with hard work and

could pay off handsomely as it has for

“Learning Earnings” as noted above.

Have A Rewarding Day!

Education and Incentives… Unlikely Partners



Three days of contacts, content, and creativity.

20

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2009 Attendee

“I can gather a lot of di!erent ideas in

person and check on the quality of products.

Coming here spurs creativity…you can learn how they have

been used e!ectively.”

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department pg

I’M SITTING HERE staring in disbelief at an $83 UPS bill

for 4 lightweight, plastic calculator

samples that look like Lego® blocks.

When I ordered the samples, I didn’t

know that they were being shipped to

me DIRECTLY FROM CHINA! Now

I’ve got four, $5 samples that cost me

north of $20 each. After a bitchy email

out that I can’t show them to anyone

anyway. Why? Because in addition

complained that the numbers on the

calculator, that are the same color as

the buttons, don’t show up as well as

they did in the photo on which I based

my decision to order the samples. I

was informed that the product is

being remanufactured to correct

that problem. Great! I now have 4

calculators that do not accurately

not likely to spend another $80+ to

get the new ones.

What did I learn for my $83? I

learned that I must now verify the

shipping point. I learned that even if

the email is written in perfect English,

it might very well be coming from

someone in China … who writes in

perfect English. And while I always

knew that U.S. phone numbers have

10 digits, including the area code,

I now know that China telephone

numbers have 11 digits. And unless

you really look at it and count the

stupid numbers, China phone

numbers look just like domestic

I must be ever vigilant, because a

single microscopic detail can turn my

world … your world … upside down in

a heartbeat!

The Internet is changing the world

of promotional products, drastically.

It’s time for suppliers and distributors

to embrace the changes and roll with

out here and address the elephant

standing in the middle of the room.

Increasingly, buying imprinted

promotional products is just a mouse

click away. In fact, the ability to buy

direct from overseas manufacturers

isn’t all THAT hard and will continue to

get easier. So basically, anyone with

a pulse and an Internet connection

can save boatloads of money buying

direct from China. I hear the sound of

TAPS in the distance, and it’s getting

louder, signaling the demise of U.S-

based importers/decorators and the

marketing

French-Kissing The Changing Face

Of Our Industry


promotional products distributor, as

we now know them. There! I said it.

But what I haven’t brought to light

yet, is this: that sea of opportunity

awash with the siren song of huge

savings can be full of menacing

reptile-like pitfalls that will eat you

alive. The fact is, you don’t know…

what you don’t know. Let’s look at just

one aspect - shipping.

Say your $10,000 worth of

thingamabobs is on the container

ship and the ship sinks? It happened

to an associate. He didn’t purchase

insurance because he didn’t know he

had to. The manufacturer said, “Not

our problem. We have no control over

what happens once we ship it.” He

was out ten grand.

Or, you order silicone bracelets

at the last minute for your event.

You saved gobs of cash and feel

pretty good about yourself until you

China to your doorstep in time for

your event … will cost you more than

you saved. And that’s assuming the

“customs Gods” smile favorably on

your shipment. Because if they don’t,

your event will happens “sans promo

item”. At which point whomever you

answer to, won’t care one iota about

how much you saved.

that your contract with the supplier

listed freight as “EXW SHANGHI”. You

know what that means? That means,

as the buyer, you are responsible for

getting the goods loaded onto a truck

at the factory and getting them to your

doorstep. At which point you’d wish the

contact said, “DDP YOUR ADDRESS”

which means the seller is responsible

for cargo insurance, import customs

clearance, payment of customs duties

and taxes and delivery of the goods to

your doorstep.

EXW and DDP are two of 13

International Commercial Terms

contract responsibilities and liabilities

between buyer and seller. These

published in 1936 by the International

Chamber of Commerce in Paris.

INCOTERMS eliminate the need

for buyer and seller to engage in

lengthy shipping negotiations for each

transaction because the INCOTERM

at www.Export911.com. Click on

“Export Department” and scroll down

to International Commercial Terms.

After you wade though 6 pages of that

check out the other 70 export-related

topics you can learn.

Is it possible to buy direct from China

and not get screwed? Absolutely!

Every day, hundreds of U.S.-based

promotional products suppliers import

everything from mugs and pens to

apparel and watches from China and

elsewhere without a problem. And

everyday they hope they’ll be able to

keep their U.S. staff working through

orders they get from distributors…

who have received an order from you,

because you chose not to cut out the

middleman in an effort to save .05¢

per unit.

I sincerely believe, however, that

greed will win out and the future will

see numerous U.S.-based importers/

decorators folding and along with

them many, many distributors. The

industry is changing. To survive,

themselves, Google-proof their

business and offer effective, creative

concepts and programs — or perish.

that also manufacture products, will

have to evolve and become more

innovative and offer what China can’t

— or perish.

who don’t manufacture, will have

to carve a clear niche within the

marketplace — or perish.

Doom and gloom…Not at all.

In fact, I foresee tremendous

opportunity — for those who are

willing to French kiss the changing

face of this industry.

The Internet is changing the

world of promotional products,

drastically. It’s time for suppliers

and distributors to embrace the


department pg

E-ADVERTISING IS OFTEN measured as a Cost

Per Impression (CPI) or Cost Per

Thousand Impressions (CPM). This

is not a new technique; traditional

marketers have been using

something similar for ages. Whether

you advertise on television, radio,

you will often look to CPI as your

For example if you know that

one million people will see your

advertisement and you are quoted a

CPM of $ 10.00 your total advertising

cost will be $ 10,000. The CPI then

divides this number by 1,000 so that a

$10.00 CPM equates to a $ .01 CPI.

At a trade show we have a similar

method of measurement called

Visitor Intensity (VI). This measures

the number of visitors you can

expect over the life of the show. The

calculation is simple enough, take

the number of square feet of your

exhibit and multiply it by the number

of show hours and divide that by the

cost. For example if you took 200

square feet for a trade show that was

18 hours long and your costs were

$12,000, your Visitor Intensity ratio

would be $3.33.

that the intensity cost is higher than

the CPI you are used to paying for

– this can be explained easily when

you look closely at your audience.

1. Targeted audience

While the audience at an exhibition

might be smaller than what you might

expect in other marketing forms, the

focus of that audience is greater.

Exhibitions are highly targeted affairs

focused on a theme or an industry.

The people who attend have to have

a pretty compelling interest before

they make the decision to invest a

day or two walking the show.

2. Quality of the audience

There is some truth to the

observation that audiences at

exhibitions are smaller than they were

years ago. But, the good news is that

those who choose to walk the exhibit

halls are of higher quality. They

directly affect the buying decision,

they are prepared to make quicker

decisions and they are further along

in the selling cycle than the people

you meet when you make a cold call.

3. Ability to meet face to face

In a face-to-face environment,

visitors have a chance to ask

questions that relate to your product

or service. They also have a chance

to assess you and your staff to

develop a feeling of comfort in their

ultimate decision.

THERE ARE A FEW ADDITIONAL BENEFITS TO USING “INTENSITY” TO MEASURE. 1. Benchmark

Exhibitions are dynamic;

attending the same show year after

year doing the exact same thing is

a mistake. There is a strong need

to ensure your exhibition plans are

in a constant state of improvement.

But, what improvements should you

make and how will you measure

their impact? The answer is through

the establishment of benchmarks.

Change is best measured when you

have something to measure it against

and one of these benchmarks is your

Visitor Intensity.

2. Show selection

When it comes to selection you

need to ensure that your criteria are

based in rationality. Choosing a show

because everyone is there or you are

concerned about your absence being

conspicuous, may be based in some

One of the methods of selecting the

shows you want to attend is to use

Visitor Intensity as your barometer.

3. Setting performance standards

Once you have some history with

Visitor Intensity, you will have a good

scale on which to base your exhibition

expectations. Your goals for new

shows should ensure that you are

constantly meeting these standards.

This is also helpful for your booth

staff as well as; it empowers them

to proactively look for methods of

helping your exhibit meet or surpass

its goals.

Think of Visitor Intensity as an

excellent tool to add to your show-

planning arsenal. When you compare

Visitor Intensity to cost per impression

just make sure you are comparing

apples to apples.

exhibit

Measure the Intensity of your Exhibit Traffic


department pgstrategies

HOW DO I STOP THE

INSANITY? MONTHLY, I GET

ABOUT 60 TRADE MAGAZINES

MAILED TO MY OFFICE.

DAILY, I RECEIVE ABOUT

10 ELECTRONIC NEWSLETTERS

IN MY EMAIL IN-BOX.

AND, SOCIAL ELECTRONIC

NETWORKING—BETWEEN

LINKEDIN, FACEBOOK, AND

TWITTER, I’M BOMBARDED

HOURLY.

INFORMATION ASSAULT

it hard to decide where to dedicate

your time? For over 20 years I have

been listening to my friend, Dr.

Terry Paulson, talk about “today’s”

just gets worse—and the productivity

professionals—yeah sure thing.

We have a two-fold challenge –

retention.

FOR THE REST OF US

Back in the mid-1990s I used

to teach a full-day course for the

Dun & Bradstreet Foundation titled,

“Managing Multiple Priorities” which

was a solid program (for the day) on

getting stuff done. The course was

deeply based in tactics yet strategy

is the real issue. Let’s face it, how

many “pending” emails are in your

inbox, neatly stored in an archive

system? With how many sources of

Most importantly, how many much of

this information do you really need?

A couple years ago, for some

unknown reason, America Online

closed the email account that I had

been using for over a decade and I

thought the world had come to an

was no major disaster and actually

was a nice spring-cleaning. The point

is that we hold onto so much that we

might “someday” use and all that stuff

is creating what I call, information

constipation. Right this minute, look

toss? Before you read another word,

get up and toss it—yes, I mean right

now! Admit it, didn’t that feel good?

That’s what we all need more of – the

willingness to toss stuff.

TOSS AND BLOCK

The, what to toss question

has both physical and emotional

elements. Letting go of the physical

stuff is generally easier than the

Sipping from a Fire Hydrant


emotional. As an example, it is much easier for me to toss

longer need the subscriptions—thinking that I might miss

out on an important piece of information. Then there is the

issue of what to block all together. More on making those

decisions later.

De-cluttering one’s mind and workplace is a very

liberating experience, but one must also make decisions

on one’s standard operating procedures (SOPS)—what

to accept, to keep, to toss, or to block. This goes for

both the mind and workplace. Without doing this, you

will soon be, again, in confusion. Below, I’ve listed some

to develop some sort of system for yourself on easily

retrieving the stuff you really, really, really do need. And

that is very little. Perhaps understanding why we do not

get stuff done will help in the decision process?

WHY WE DO NOT DO STUFF

The information below is from a survey I recently

conducted. I asked the question, “What keeps you from

be effectively the same, I listed them separately because

they are subsets of the issue:

10% - Lack of time

11% - Fear of failure/lack of

9.5% - Lack of focus/distractions

9.5% - No motivation/purpose/passion

8.5% - Over commitment

8.5% - Change in priorities

4% - Circumstances beyond personal control

5% - Miscellaneous

18% - Denial (Survey respondents stated,

“I always do what I say.”)

Reviewing the above list, which one is your Achilles heel?

there is one over-arching issue that when resolved, the

others cascade behind and become resolved.

Getting Over It

At the end of each day, we all do a quick mental review

and are either pleased or displeased with the day’s

activities. When pleased, we sleep well—but, when we

believe we could have achieved so much more; sleep can

be an elusive commodity.

Below are some questions to ask yourself about the

1. Do I really, really, really need to look at this?

2. Do I really, really, really need to keep this?

3. What’s the worse thing that could happen if I didn’t

have access to this?

4. Am I really, really, really willing to tell others to stop

sending me stuff?

My best suggestion is for you to adopt the philosophy

scan and dump most of what you do accept. This will keep

you in the know, and out of the clutter. The reality is, you

great lesson that I learned from AOL closing my account

was that I really didn’t need all that information that I was

hording. How about you?

De-cluttering one’s mind and

workplace is a very liberating

experience, but one must

also make decisions on one’s

standard operating procedures

(SOPS)—what to accept, to

keep, to toss, or to block.


department pgcase study

CLIENT: University/Retail Store

OBJECTIVE: A university committee was searching for a clever way to help new students

adjust to the campus layout. With funds in short supply, they teamed up

with an area coffee shop chain who contributed 50% of the cost.

SOLUTION: Made in the USA, the BPA free, Thermal Traveller TT17 Travel Tumbler was the product of

choice as it could easily accomplish the goals of both parties. One month prior to the school

semester, all new students received their orientation package by mail. Included along with

all the basic forms and materials was the Thermal Traveller. The large 4-color process

imprint provided an ideal way for the university to display a layout of the campus. The coffee

shop chain placed their logo on the map to show the location of their stores. In addition,

RESULTS: The reaction from students was overwhelming. The ‘map mug‘ provided a more discreet and

activity to such a degree that they offered to provide 100% of the cost the following semmester.

A PROMOTIONAL PRODUCT EDUCATIONAL SUCCESS STORY

This case study was provided by VISIONUSA. For more information visit wwwvision1usa.com

or email [email protected].


department pg

IT HAS BEEN said that

Graveyards are the richest place on

great books never written, great music

never played, great discoveries that

died with those who never had the

chance to see them through. Einstein

said, “Intellectual growth should

commence at birth and cease only

at death”. Couple that with a later

quote: “The only thing that interferes

with my learning is my education” and

you can appreciate how little regard

he had for the ‘sitting in school just

because you have to’ idea.

As a company that represents

enterprise, I am sure you believe all

kids should have a good education.

Perhaps you control what your

company does in the way of marketing

and advertising to improve your

market-share and if so, I have some

great news for you; your company has

a golden opportunity to greatly help

the ‘intellectual growth’ of our young

ones while picking up some valuable

market-share in the process.

A time honored tradition, we send

our kids to school, we expect our

teachers to babysit them and we

expect our hard-earned tax dollars to

produce the next brilliant generation

of go-getters and innovative thinkers.

Some of us hold dear the idea of great

educators opening up our children’s

intellect so that more good stuff can

be poured in that will, ultimately, make

for a better world. It’s a nice idea.

But, intellectual growth in junior

highs and high schools across

America has become a pipe dream.

If teachers are not being laid off, they

are being asked to handle twice the

student load as before due to extreme

budget cuts. Schools are foregoing

needed repairs. Great instructors

who dreamed at one time of making

a difference are opting out to go work

in the corporate world and in the

aftermath, under-developed minds

are being allowed to drift because no

one is there to stimulate their talents.

pointing and criticism of the whole

thing from so-called adults who want

to shift the blame for all this, but as

the sun sets on another day in this

country’s broken school systems, it

is the collective ‘we’ who suffer the

results because we are turning out

half-baked children who’s potential

was, when they came into this world,

over the moon.

Consider putting your company

in a position to do something about

this, particularly for the Art and

Science sides of education, because

these are the areas that are being hit

the hardest. Find out how you can

help raise money and attention for

Trumpets and Tap Shoes, Chemistry

Labs and Computers. Pick a school

or a school district. Check out what

their limited budgets are paying for

and don’t be surprised to learn that

kids are having to share textbooks

and other tools because there simply

isn’t enough of everything to go

around. Parents are taking second

jobs just to pay for Band Uniforms and

hosting Car Washes and Bake Sales.

They need our help. Moreover, this

country needs its kids to be as smart

and productive as they can be and

you can help make that happen.

Invite your Promotional Products

Specialist to show you ideas on how

to extend your Brand and Market-

share in the process. If your business

shows up to help, you deserve the

good press. Challenge the school

and challenge other, non-competing

companies to match your efforts.

I promise you, we can put more

than one logo on a school bag at

a time. And, just as the teachers

and administrators like to reward

students based on performance,

set up a similar set of standards for

the schools in exchange for your

involvement. Make them accountable

for achieving some things along the

way, too, in order to get your support.

If we all have the same goal, getting

there is assured.

The need to help the kids is now,

not later, for the sake of the planet

and all of humanity. If we can give the

kids the tools to learn, what

possibilities exist? Make it Personal,

because It’s All Personal.

it’s all personal

Looking toward the future.


Ad Index / Web Resource Guide June 20100

July advertiser’s index

Free Product Information: For free product information from these suppliers, please complete and mail this page to:

Fax to (717) 566-5431 or e-mail [email protected].

Name Title

Company Industry

Address City State Zip

Phone Fax E-mail

Please circle items of interest.

BRILLIANT IDEAS ARE HARD TO COME BY THESE DAYS....

Don’t get left behind

by your competition.

Stay in touch with

your cliental by

staying informed.

Brilliant Results

Magazine can do

just that for you!

Visit www.brilliantpublishing.com and sign up for a Subscription to Brilliant Results Magazine. Don’t wait any longer to get in on the best ideas for creating a successful business.


staying sharp

There is a direct correlation between the

health of a workforce and the bottom line of a

company.

Fact: Depression and anxiety related

disorders cost American business over 150

billion dollars a year.

Fact: 75% of doctor visits are stress related.

Fact: Most of today’s common illnesses are

preventable.

Fact: 40% of the US population over the age

of 40 has pre-diabetes.

Fact: Most people spend the bulk of their

savings on health issues.

they can make physical well-being part of

their company culture. Take the example of

Dole Food Company, which has a very well

established wellness program that includes

culture of respect for the human body. And it is

spearheaded by the CEO.

America is known as a country of very hard

workers; truth is we actually work too hard. The

problem is that the workaholic attitude keeps

us constantly sleep and rest deprived. There’s

no time to create new ideas because everyone

is playing catch up. In fact, only about 20% of

workers are performing to their full capacity.

We scoff at Europeans who take 6 weeks

profoundly higher than in the US and, in many

cases, so is their GDP.

Health care costs are going up by 10% a year;

if your margins aren’t doing that (then whose is

the budget. If you are able to keep costs down

How to Avoid the Health Care Crisis and Profit in the Process


by having a healthy workforce, it will

crisis and add to your bottom line, plus

help you create a stronger business.

Giving staff members this kind of

support to establish healthy lifestyles

will build loyalty in your team and more

The leadership of a team has to

understand the value of this culture

for themselves, personally, as well as

for the company. The team will follow

by example. The California Health &

Longevity Institute in Westlake Village

offers a dual-pronged experience,

which allows leaders to see the value

of this type of paradigm shift through

their Leadership Performance

program.

of the executive leadership of an

education and tools to help them

individual executive. Through this

model of leading by example, these

productive leaders inspire change in

their companies by getting healthy,

and that can’t help but trickle down

to the entire team. The improved

productivity more than pays the cost

of studies that prove this point.

Educate your leaders and middle

management and allow them to

educate the team. It will create a closer

bond between staff and management

and they will inspire the team as

well. Using some kind of a computer-

based program where team members

can log in, track their progress and

get points for doing better is also

very motivational. The points can

be used for healthy getaways, gym

memberships, even cash, etc.

director of California Health &

Longevity Institute, the only two

reasons not to exercise are sickness

and death. It’s a matter of making

the time and setting your priorities.

Replacing, recruiting and reeducating

high-level team members to get up to

more expensive than keeping your

workforce healthy. It’s a matter of

dollars and sense.

A Harvard study showed that

people who burn the most calories on

a weekly basis had lower all-cause

mortality than their more sedentary

counterparts. The jury is in; exercise

is your cheapest, easiest and most

accessible means of staying healthy;

it’s also a great anti-depressant.

Research shows that cardio

exercise has the same effect as a

number of anti-depressants. The key

is that this only takes place with 30

minutes of vigorous exercise on a

daily basis.

Nutrition counseling is more

important today than ever because

65% of our country is obese. There is

so much misinformation about health

because most of our data comes from

TV commercials and the promotion of

books and supplements that offer a

We are also an aging population

and if we take action now, most illness

is preventable. Even if your numbers

are within the range of “normal,” you

should get a deeper analysis. Blood

sugar is a good indicator of how close

you are to getting a chronic illness,

according to Paulette Lambert, a

educator and nutrition director at the

Institute.

Personal transformative moments

come when we learn what we don’t

know about our bodies. Even those

who exercise regularly and eat right

may not be in the state of health

they think they are. The willingness

to change is a lot easier once you

have the information you need. I have

personal experience in this area. Just

because the numbers on your lab tests

show that you are within the range of

normal, doesn’t mean that you are

immune to hardening of the arteries

or even diabetes.

What we know now is that a healthy

your company’s professional and

personal wellbeing and bottom line.

NUTRITION COUNSELING IS MORE IMPORTANT TODAY THAN EVER BECAUSE 65% OF OUR COUNTRY IS OBESE.

65%“”


off the cuffeducation

“The mind is not a “In times of change,

learners inherit the

Earth, while the learned

beautifully equipped

to deal with a world

“A mind once stretched

by a new idea never

regains its original

Sudoku ~

“Formal _______________ will make you a living; self-__________ will make you a fortune.” – Jim Rohn

Hint: As in numeric Sudoku each letter will appear only once in each heavily outlined cube of 9 boxes.

answer:


Demand quality: Promote your business

with Post-it® Brand products.

3M, P

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010

There’s

no hiding

from a bad

decision.

Make a good decision.

3M.com/promote or 1-877-863-6961

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