SIPA 2011

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Frank Finn, EVP & COO

Briefings Media Group, LLC
Briefings Media Group
 Publishing & training company
Provide valuable information to help
business people grow their companies
and succeed in their careers
Wide range of product offerings from
magazines and newsletters to audio
conferences and face-to-face seminars

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Briefings Media Group
 Primary topic areas:
Communication
Healthcare Facility Management
Human Resources
Leadership
Management & Professional Development
Motivation & Recognition
Safety

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Why Deal with Resellers?
 Incremental revenue
 No upfront cash investment
 Extend reach
 Add promotion frequency
 Gain credibility
 Build customer database

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Barriers to Partnership Deals
 List protectiveness
 Sacrificing a share of revenue
 Marketing opportunities are scarce
Partner promotions play second fiddle to
house promotions
 Performance uncertainty
 Maintaining partnerships takes time
 ³Show me the money!´
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Find the Right Fit
Focus on a product that:
- Sells in volume to a well-defined list
- Via a low-cost marketing channel
- At a price that is high enough to net
the reseller at least $100

Focus on resellers who reach the right

prospects via the right channel
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Key Considerations
 Is the juice worth the squeezing?
Make sure the reseller:
 Is actively selling comparable products
 Has large enough list or sufficient traffic
 Reaches the right types of prospects
 Agrees to ongoing promotions vs. one-
shots

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Key Considerations
 Retain control of fulfillment
Reseller handles transaction, pays
wholesale price to you
You receive customer¶s contact info &
ship product
Opportunity to upsell
Build customer database

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Typical reseller/partner terms
 Revenue-share
50/50 on collected dollars for videos, webinars,
audio conferences, etc.
Fixed commission for in-person event
registrations
Up to 80% to partner on renewables
 Seller provides promotion to reseller
 Reseller sends promotion & conducts
transaction
 Reseller pays seller share 45 days from
month-end
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Seeking Partners
 Briefings launched our own reselling
operation in 2009
 Focusing on audio conferences &
webinars
 Seeking partners with products in
Management
HR
Safety
Finance

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Contact Information

Frank Finn
Executive Vice President & COO
Briefings Media Group, LLC
804-762-9600 ext. 249
ffinn@briefingsmediagroup.com

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