good morning I would like to welcome you all to the LSA co-op advertising 101 presentation this morning very excited to offer this to you and just a couple things first of all we are recording this session so it will be available if you'd like to show it to other members of your team at some other point and also if you have questions on your screen you should see an area where you can type in a question we will get to all questions at the end because it just is really hard for me to be able to go back and forth between questions and the actual presentation so just be aware of those things my name is Phil Harris by the way and I look forward to working with all of you at some point or if some of you that I may have already worked with as I said we're gonna do coop 101 today one of the things that like to discuss what is co-op advertising quite simply it's an agreement between a manufacturer and a retailer to share advertising costs while creating brand name awareness with local consumers I like to simplify it it means that if you have a retailer and they carry a brand name product there's a good chance they can get money from that manufacturer to help them advertise that product in their local media when I say local media I mean newspaper radio cable TV outdoor digital sometimes it could be social media under digital it can be creating websites any type of media whether it be the restaurant placemat with different retailers listed on a restaurant placemat a lot of times things like that obviously need to get prior approval but when I say media it's pretty much all encompassing just a couple sample ads here we've got one for a shoe store one for a spine and an outdoor advertising so again you know everything's in play with co-op when it comes to different types of media and hopefully different types of products it's estimated now in the United States there's about 70 billion dollars in available co-op roughly half of that is left on the table each year so we're figuring between 30 and 35 billion dollars is what is unused which is just an incredible amount of money and you need to get your share of that for your local advertisers and that's why co-op matters that's why it's so important to incorporate co-op into your regular sales calls co-op dollars for cross media most of the time when you get a co-op balance they don't say okay this much is for newspapers as much as for radio this much is for digital it's a it's a co-op balance now there are some manufacturers that may limit but most manufacturers nowadays are pretty open to any type of media and advertisers that use co-op I'll spend their beers they out spend their competition just because you know they have more money to spend on advertising and hopefully using the same that they were using out of their pocket and then adding co-op to it why should caught matter to you it's a big pot of available marketing dollars to tap you can obviously increase your client ad spend which means you make more money your retailer captures a greater share and you can win new business with using co-op as a media you're trying to sell more advertising if you can walk in sell your product but also some on the idea that hey we can help you pay for your advertising you win new media and when new advertising excuse me also for your retailer they win new business because they're gonna bring more people into their store value-added service that you can offer your customer when you have a co-op department or a co-op initiative within your media you're adding a value-added service to all of your customers all of your advertisers and clients more leads for the same money or less money hopefully for the same because they're gonna spend the same amount of money out of their pocket at co-op dollars to add grease or advertising and co-op drives retention and reduces churn and that's again on both levels for you if you're helping your advertiser pay for their schedule you're driving retention of your customer you get a loyal customer and it reduces them leaving you but it also does the same thing for the actual advertiser it drives retention because it keeps it greater mind awareness their store where maybe for other people in the market sell the same product their store stays top of mind awareness because they're in the media all the time using co-op to increase their advertising finally some basics of coop or why it's so important to offer this assistance you know most retailers know that there's co-op out there we figure about forty to fifty percent don't use it based on forty to fifty percent of the dollars going unused maybe even more it's not because they don't want free money it's because all the programs are can be complex and they're all different so if I'm a advertiser let's say that I own a shoe store I own a Yamaha ATV dealership I'm busy opening my store in the morning taking care of my book work taking care of ordering product taking care of closing the store at night etc etc I just don't have time and I don't have time to learn how to take advantage of it so by you offering this service and us simplifying it for you you really make it easier for the customer it's available for digital and all other media there's all kinds of promotional opportunities available with co-op and as I said the process can be confusing for your local store you know they don't do advertising that's our job we can assist you with the pre-approval and proof of delivery for the ads and you can help them with the reimbursement and they're claiming this is our recasts main page and we try to update this every few years just to keep it fresh and get the leav latest technology so there may be a little bit of a face change to this in the near future but it'll still have all the same great information and we try to always make it as easy as possible pretty much everywhere you want to go on our site you can reach from right here at the top of the page or right here with a quick search I'm just gonna type in a manufacturer name and I typed into what Kawasaki you can see it's an intuitive search so it'll finish the word for you which is good for me because I have a terrible speller sometimes and it'll bring up all the different manufacturers that are under that and I can get in go to another one and I want to do Yamaha because look at all the different Yamaha plans that you have to choose from so I like to show a couple different searches here real quick and it gives me all these different choices okay so we're gonna go to motorcycles scooters ATVs and snowmobiles because that kind of cuts across most markets obviously in southern Texas you're not going to have snowmobiles but you may have ATVs and scooters so click on the link so it brings up my co-op program and you're gonna see here that we have all kinds of links so we're gonna kind of go through and what I use this for is I'm just gonna go through the different terms that we want to make sure that we're all on the same page when it comes to co-op and then we'll come back and kind of touch base on these links first thing we're always gonna provide you with a manufacturer dress and a manufacturer contact obviously very important you know who to call we supply you with ads and scripts and promotions but sometimes we may not get everything like in this case we don't have a script so if you need a radio script you could very easily call Lori if we didn't have a web bad but we had a script you call Lori or Kathy and gas for that or we can assist you sometimes if you're our customer we will assist you but having the manufacturer contact information is important in any co-op endeavor so you know who to contact sometimes they'll have a different co-op administrator then who actually handles the marketing and co-op contact but it looks like this is the same group so pretty easy to do we try to give you the email address is also great for co-op claiming great for asking questions online we will do co-op research for you if you go out and talk to your customer and get some information but sometimes you can just email directly the manufacturer and find out what their co-op balance is also for co-op add approvals it's always important to get every ad approved before you run it I know we get ads directly from the manufacturer you may get directly from the manufacturer but once you tag it if you've done something like rearrange the ad or made the logo too big you always just want to email it over I actually have scripts that I supply to all of our new customers to say hey you know this is filled with ABC media we're getting ready to run this ad for Joe's Motorsports and Joe would really like to run this ad as soon as possible just want to make sure it's acceptable for co-op reimbursement but I do all these so I email them over to any new customers that we get and you can have these already ready-made for your sales reps so you make it really simple to get at approval at all times I usually email it over and I've worked with different media and helped about if I don't hear back within a couple hours like all I Laurie this is Phil Harris just trying to make sure that ad was approved he really wants to run it as soon as possible and again it can be video it can be a script it can be I mean with a script you have already made radio commercial print ad digital whatever it is it all works the same we'll give you the claiming information how soon the claim has to be in the source of reimbursement that the manufacturer offers nowadays you'll see two different types of reimbursement it'll either be a credit memo or it'll be a cheque most manufactures use a credit memo nowadays it's the same as getting money if they spend $100,000 and they've got their bill the average of the manufacturers just gonna give them a credit on that bill if they use 5,000 in coop they're gonna get a $5,000 credit so they only know ninety five thousand instead of one hundred works the same way as getting a check but it's just easier than having to send money back and forth the next area is a trade promotion structure and of course I chose a manufacturer not thinking without an accrual comment so I'm gonna go up here real quick and just choose a different manufacturer just for demonstration purposes and I am going to put in here Mohawk and I'm pretty sure they do a two percent accrual so it'll make it easier for me so I've got Mohawk and they have a two percent of cruel and I want to just real quickly give you some definitions these are all on our website so you can always find you know what the meaning is but accrual percent is a percentage applied to the net purchases that the dealer makes for the manufacturer to earn their co-op dollars so if I have a dealer that spent two hundred thousand dollars with Kawasaki or with Mohawk or whoever they would have two percent of that or four thousand dollars back in their coop balance now the manufacturer doesn't just hand them the four thousand dollars what they tell them is will reimburse each ad you run featuring our products at 50 percent seventy five percent or 100 percent that's what the participation percent is so if it's a fifty percent participation they have four thousand dollars and they're caught balance you're gonna offer them an eight thousand dollar proposal and you may stretch that out smaller media may stretch that out over a whole year larger media that may cover a quarter it just depends on where you're at and how much your dealer has so if it's a hundred percent participation and you've got four thousand dollars you could present them a four thousand dollar schedule that would be a hundred percent paid now I always suggest you still per second with an eight thousand dollars schedule and pay half that even if it's a hundred percent participation because you want to not only get as much vert izing opportunity for them but that increases their exposure so they sell more but again putting together that proposal the first time if it's a new client then you're gonna look at how much money you found what you think is a good advertising schedule for and incorporate those co-op dollars into that proposal if it's a current advertiser I always tell people look at what they spend now we're just gonna use big round numbers for some of you $1,000 a month would be very little and advertising for your media and for some of you $1,000 much might be way more than what anybody would spend I just use it as a round number again you're gonna put it into perspective in your media and in you and the area of the country that you are so if we have a dealer that spends $1,000 a month and we find them six thousand dollars in advertising in co-op dollars and it could be from different manufacturers what I would do is I'd say okay if I take that six thousand dollars and I spread it out over an entire year that gives me five hundred dollars I can add to their co-op to their advertising every month so I'm gonna take $1,000 count client and up them to a $1,500 a month spend but none of its coming out of their pocket extra it's all gonna be co-op so that's how you want to propose those dollars when you find them fit it into a schedule for a current advertiser or put together a schedule for a new advertiser all right let me keep going accrual period that's when they earn the money in this case this is a great example for me to show you because they're never the same I'm gonna go back here to the previous screen and you can see Yamaha has an accrual period from June to May what a great one to show too because I want to show you they're not all calendar year so these are two really good examples to use for showing the accrual period each manufacturer is different yes most are January to December the majority but there are a lot of them out there that offer co-op based on seasonal periods or in the case of the Mohawk it's a rolling period so what they do is they say every 12 months the past 12 months you have caught based on your purchases excuse me so what a new month goes by they throw off thirteen the thirteenth month of dollars that you may have earned that month so that's why you're always gonna use the oldest co-op dollars first and they know that with this type of plan okay and then the performance period is when you spend it it's the same 12-month rolling with a rolling plan with going back to the Yamaha plan the accrual period and their performance period starts in July so they give you a full month to earn dollars for the next year starting in July 1st through June 30th so really neat program the way it's set up because they want it to be seasonal they know most of their advertising is gonna come in the spring now granted you can buy recreational vehicles in South Florida South Texas or in Florida Texas in California and other states year-round but they know they also have dealers in New York Chicago and you know northern states and they know that you're not gonna sell as many ATVs and then there are recreational vehicles maybe in the middle of winter so that's why they do it this way just depends on the manufacturer but the money's there and that's how the accrual and performance period gelt we always give manufacturers plan comments these are right from the manufacturer co-op plan everything we have on here is for the manufacturer co-op plan they're gonna have some comments that clarify any of this information that may not have been understandable so we always tell people you know if you have access to a co-op plan or if you have our service or whatever co-op service you have always look to see if there's any plan comments available and to make sure that you're it's just a safety net to make sure you reach all of the things you need and then we break it down by media so you know here's the print media specs the claim requirements they're gonna be the biggest thing if you're using the Curt the ads that the men facts rounds available you're in really good shape but you always want to make sure you do what the claim requirements say now this is not all for one type of claim they want a full page tear sheet and the invoice but if you're gonna use magazines or if it's mailed or etc etc then they want to do these other things so it's not as bad as it looks the claim is not as hard as all of this it's just each one house each different type of print would have a different claim and then we can go down to digital and we break it down like I said by banner advertising search engine marketing social media etc so all different kinds of media are available for coop ok I'm gonna scroll back up to the top one of the things that most manufacturers are gonna have on their website is a dealer locator we just like to be able to link to that so that you don't have to look so if we all know where our Yamaha dealers are in our market they're big and we probably have heard of them because there's probably not seven or eight in one market but this is great for a lot of smaller stuff too where you may not know how many dealers carry it for example I'll go back to Mohawk you may not know where all your Mohawk dealers are because some carpet places may have Karastan or they may have different Shaw they might not all carry the exact same now Mohawks a pretty big name so most of them are gonna do it but this just takes you out to the manufacturers website put in your zip code and it tells you where your local dealers are in your market so kind of handy you're gonna look up remember most of the time your majors of Nationals are gonna handle co-op if they're like a Walmart or Lowe's Diplo's or or Bernards they're handling your co-op themselves you're looking for the Sutton carpet centers the von der hides these I know because this is my market Ron's carpet these are all locally owned so those are the ones you're gonna want to work with okay so that's the dealer locator ad planner is the actual ad planner what we get most of the SPECT information that we offer comes from that but you can always contact that manufacturer if you need something else we've got print ads digital ads scripts usually we'll have logos and product art for outdoor and sometimes you can use some of the digital ads can be converted to an outdoor advertising definitely if it's a digital screen in different places we also tell you what promotions a manufacturer running so Mohawk has two promotions going on right or well one major promotion home for the holidays expires at the end of November so this is one you'd want to get on right away then we give you the different ads again these are manufacturer ads that you want to get prior proved after you tag them okay digital ad scripts everything that's available that's kind of the coop plan in a nutshell with all the different terms that we try to make available to you if you have questions type them in I'll get to them at the end but now I want to kind of talk about the coop process and how it works so I'm gonna bring up a different screen and this is just something I use and we've used and this is a tried true out-of-the-box solution to coop it's an eight step process that we feel is the best way to work with co-op the first step obviously with any sales process and we all know this is you have to target we're gonna save targeting for the end of my presentation because it's the most fun part to show so I always like to save to the end but the second step is setting up your advertiser call you've got important information for the advertiser here so you really want to make sure that you try to set up an appointment in advance now we all have those advertisers I sold newspaper and I sold radio before I came to work with recasts and co-op at four recast so I had clients that I can walk in sit down have a cup of coffee and they would give me all the time that I needed but we also have those clients that we know run the whole oh and they're so busy that you really need to try to set up a time when they're gonna have somebody else there to run the store while you want to visit with them okay so it's not a bad idea set up this advertiser call what I tell you is we provide you with a co-op brochure and what I tell sales reps whatever I do training also when I go out and do on-site training for different media and I work with sales reps I use these five steps to present co-op and what I tell people are and when I tell sales reps when you call to make that initial appointment let them know hi Bob its Phil at XYZ media I'm really excited to come in and talk to with you today or tomorrow if you have some free time we have partnered with a company to bring you to help you with using your coop this company has been doing this for over 35 years they built relationships with manufacturers all across the country and it's gonna be something that we can offer for free to you to assist you with taking advantage your coop we can help you identify your brand opportunities will actually do the accrual research for you with any luck we'll be able to add advertising more advertising to your budget without spending more money out of your pocket we can actually you know increase your advertising buy and use co-op to pay for it we have access to add materials through this company called recast LS a co-op recess we have add materials available that we can make sure that we get your ads approved by the manufacturer to assure that you get your reimbursement and finally we can assist you with your claiming I always tell people to say we're gonna assist you with your claiming don't ever tell them you're gonna do it for them you may end up doing it for them because it's really in some instances it can be really easy you know for it depends on on the industry and it depends on the manufacturer but some of them they just want the script the actual aired you know live script and an invoice you can email again I've got ready-made templates for emails that we offer and it says you know hey just wanted to let you know we read these ads for Joe's outdoor world and he took advantage of co-op I've included the invoice and the ads and I've CC Joe please accept this for for his co-op claim for October so you may do him but I always tell people you'll assist in case they have to do it themselves or they want to pretty simple but okay the next step when you're doing this co-op stuff is prepare your packet now you've set up your your meeting prepare your ad packet and I just tell you you know you you want to probably include something especially if it's a new client something that's is one of your media collateral marketing collateral page just so you can make sure you sell him on yourself first doesn't matter how much work you can do for them with coop if you don't sell them on your media it won't help so you want to sell them on your media then you want to maybe use that Yamaha spec a digital ad script whatever it is the promotion that they're running if they have a promotion going and maybe even the co-op plan you don't have to have every product line they carry in your packet you just need one reason to walk in the door the best way I can use to describe co-op or co-op services when I was selling radio and when I was selling newspaper years ago both my general sales manager and my ad director the biggest thing they would preach to us is don't be an order-taker have a reason to go see your customer that's what co-op is that's what these specs are their reasons to walk in the door so you put all this inside that co-op brochure I showed you now I'll go over a little bit and you're ready to go out and talk to your advertiser so now I'm gonna skip back to the brochure for a minute this is just at 11 by 17 two-sided color copy that we can create for you you fold it down the middle so it comes to an 8 and a half by 11 four-page brochure I literally when I go out and do on-site training with customers I go through this front page step by step even though you've already told them it's like the old saying you know when you're giving a presentation what you're gonna tell him telling and then told them what you told them it's an old saying old cliche but it works so what I do is inside my brochure I've got all that marketing collateral stuff and the Yamaha spec ad etcetera but the first thing I want to do is I just wanted to come out talk to you a little bit I'm working with your local sales rep from the local media I don't say it that way but you know I use their name and I just wanted to inform you you know this is a free service there is no cost to you we've been working with manufacturers for over 35 years with co-op and Britt and building relationships with them and we provide this service to local media then that can provide it to their advertisers we can identify all your sources of brand advertising opportunities we will actually do the accrual research for you so we need to get a little information today but then we can find out what you have with each manufacturer we can get the ad materials available get them approved and finally we can assist you with the claiming open up to the next page and I don't necessarily go over all this but the nice thing is I can tear this down the middle and I can leave the front page and the inside front page with the advertiser so he knows all the nice stuff I'm going to do for him but then on this side instead of seeing this authorization form or co-op request form excuse me what I'm gonna see is my marketing collateral page for my media if I include it I may not if they're an old customer then I have a spec ad and a promotion from Yamaha that I've got maybe a co-op program etc I explain to them you know this is what's available you have manufacturers in your store that reimburse anywhere from 50 to 100 percent let's go ahead and get this process started the next thing I do and I can't stress this enough this top part and I don't know why the lines didn't show up here but they didn't this top part have it all fills out the reason being it's a psychological thing with your customer they see it and they assume while he's already started this process for me so I have my advertisers name name address etc I may even have one of the manufacturers written in maybe I know they carry Yamaha so I have Yamaha written in but I tell them you know I've showed you Yamaha but not only can we work with Yamaha we can work with all the different vendors that you work with so you write in the name of the vendor put in their customer number with that vendor and if they buy through a manufacturer epidural distributor especially a distributor we need to know who the distributor is name phone number and a contact person if you can get it the more information you get right here you've got them excited about coop at this point they're excited about the whole process so the more information you get right here the easier the whole thing's gonna be because sometimes there are some hiccups when you're calling manufacturer to get co-op balances but if we have more information we can delve deeper into the process finally you're gonna have them sign an authorization letter again and have your media name here we we personalize this with your logo the whole nine yards have all the bottom part filled out so all they have to do is sign it all this does is it allows us to do the research for that advertiser some manufacturers will require it some even required on your on the letterhead the media ladder hat or the dealer letterhead but most of them will accept an authorization letter just like this so you just need to get them to sign off at that point we're gonna flip back to our eight step process you're gonna supply that information if we're your co-op provider you're gonna supply it to us or if you have a comp manager and you're at your at your store or at your media or somebody to do those research or you may do the research or just dress me from the co-op plan itself where you're gonna call each manufacturer find out what the dealer has available okay once you get those co-op balances for your dealer you're ready to put together that proposal we kind of talked about that when we were talking about the participation percent but you want to put together a proposal that uses all those co-op dollars and takes advantage of all of those co-op dollars you may not get it all because maybe it's too much maybe you have a dealer that spends a thousand a month and they have $37,000 and co-op well you may not be able to get them to go from 12,000 to 49,000 or 37,000 and in the advertising but you put together a schedule you know is good for them I'm gonna tell you one little story it's my only anecdote I'm gonna share today but I was working with a newspaper in Indiana and they had a dealer that sold and I yeah they did they sold like ATVs motorcycles snowmobiles the whole nine yards and I was telling him about coop and the one of the sales reps asked a question about you know this guy won't do print he likes to see his face and hear his voice so he only does radio and TV because he doesn't like he you know he can't see his face and I said alright let's go out and talk to him so we went out and talked to him we did the coop research they had forty nine thousand dollars in coop a couple months go by I called the sales rep I said hey did you know he goes why don't wanna I don't want to go out there and talk to him cuz he'll spend it to another media not me and I was like okay we still have to present it let's figure out a way to get him to use some but even if he spent some in other media if he cement some with you and he's not spending anything with you now you're not losing anything same thing if he spends it all with somebody else you're still not losing the only the only way we can go here is up so I was gonna go back to Indiana we put together three different proposals the first one was to use the full forty nine thousand dollars or ninety eight thousand dollars schedule which I knew the guy was gonna pass out when we presented it to him but I wanted to shock him at first then we had two other proposals one where we used half but for his media and finding the third one we used like 25% or like 12,500 for his media it would have been a $25,000 buy because it was 50% so we went out there and sure as heck you know he dropped his chin drop to the table when we tried to get him to spend forty nine thousand out of his pocket and forty nine thousand and co-op but the more we talked and the big kicker was you got to think of ways to get a hook I took spec ads out we got his picture off his website because of course he loved to look at himself we slapped his picture in the corner of the spec ad and he loved it because he thought oh now I could figure out a way to have my face on my ads so we ended up getting him getting him to sign off on the $12,500 co-op by 25 thousand dollars but we weren't done there we knew you know what we can control this whole co-op budget we said now you've got still got $37,000 in Kampala we'll be glad to help you with your radio TV and other sources of coop if you want we can help you with that advertising help you place those co-op dollars he loved it and the nice thing was that media now had control of his entire advertising budget and every year they would go in at the beginning of the year and they would a lot hears we're gonna give you the for a do here's gonna give you it for TV and they keep adding a little bit more for their media doesn't matter whether you are radio TV or newspaper if you find a budget like that you can control where they spend it all so you can help your media and maybe help the other ones too because there was so much that's the only anecdote I'll tell today because I know it was long and takes a lot of time but the idea is they got a customer that became very loyal because not only did they help him advertise and increase his advertising in the newspaper but they also helped him with his other media - if you win it's okay to help somebody else win as long as you get the big win and it doesn't matter what media you're from so you put together the proposal go out present it to the advertiser at that point once you present it to your advertiser get them to sign off on it you may have to increase their contract level which you'll again increase your advertising because now you're lowering the rate but they're gonna get more advertising so you're gonna make a really loyal customer get the ads ready get pre-approval as I said it's an email to get pre-approval usually no matter what kind of ad it is save that pre-approval get them get the email back in writing for the pre-approval just it's just the way to cover yourself a lot of times at these manufacturers that co-op person may may leave and it may be somebody different next month and they may say well that ads not approve well you've got proof that it was approved for your dealer so provide the claiming and then you're ready for the next month to set up the schedule so that's kind of how the process works the brochure is a great tool to use just to present co-op it just works you know to present it from beginning to end here's what co-op is here's what we're going to do for you okay I want to talk a little bit about targeting and the first thing I want to go over is we for our clients send out daily leads we send out two to three daily leads to all of our subscribers their sales reps everybody so this is one we sent out it's not the email version because I just put it on my browser but it pretty much looks similar to this may not have as much information but you find the links right here for the dealer locator the comp plan all the links are in the email so we're literally hand-delivering sales leads to your sales reps on on a regular basis okay so you click on this it takes me right to the co-op program and I'm ready to go so that's one form of targeting I want to go back to the main page add materials anytime a manufacturer has new add materials available it's a way to target so I'm going to show you just what new add materials that we've gotten in but if you can get new add materials from manufacturer however you do it these are just new add materials we brought in last week all these different manufacturers we got add materials from so there's that Polaris off-road this is from the week before drill Yankee is like bird feeders coop is everywhere from vehicles to construction equipment to bird feeders you can find coop the next area for doing research I'll go back to that once new any time of manufacturers running a promotion it's a good time to talk to them about coop if you have a dealer that carries these products it's a good time to talk to about caught because they're running some type of promotional of that here's one for Suzuki this is for New Holland etc etc John Deere Mazda there was one for these April air in-home humidifiers and air cleaners last the week before there's just all kinds of manufacturers they're always running promotions and that gives you a good opportunity not only is it a good opportunity for the advertiser to advertise it's a good reason for you to go out and talk to them doing a quick search is a great way to make sure that an industry is good for coop I always go in here and say I want the formal co-op those two percent fifty percent type plans and then I just go in and say okay let's see who would be a good one to work with so I go into the category if I'm going out let's say I'm going to a grocery store and I always use this one to show guess what not every industry has co-op grocery is the terrible industry if for those of you that are familiar with grocery they do their the manufacturer does stuff a little bit different the the people that they buy like frito-lay frito-lay gives them a kick back based on if they'll put their product on an end cap or on the eye level shelf so it's not anything that we can defect in co-op but let's go back to that advanced search and we will choose motorcycles atvs and snowmobiles it's a monster category so it doesn't hurt to prequalify whether somebody's gonna be good you don't want to go into a grocery store and ask them about co-op and do a lot of work for nothing the more work that you do that you when you when you target and do smart targeting the easier this whole process becomes look at all of them you know you've got Christmas coming up you've got Valentine's Day you got Mother's Day so you know there's always Rolex Rolex is a great one for fourth quarter well year round if you know cuz there's always gonna be Rolex co-op you know for Valentine's Day there's co-op for jewelry you know it's not a bad idea just to prequalify where you're going hunting and fishing we're right now in the middle of hunting seasons all kinds of different hunting seasons coming up just so I do a quick search just to prequalify and see if it's a good opportunity so great way to target and with that alright finally you can target by categories I'm gonna go into this coop brand targeting just click on targets up here I don't have to go down you can click and target by month for seasonal products we know that you're not gonna walk into a place that sells snow bills and try to sell them co-op advertising in the middle of April or May now they probably have ATVs and motorcycles and other stuff then button watercraft that you could talk to about born I'm going to talk to him about snowmobiles so you know you want to target by what's gonna be hot that time of year pure and simple you know you can also target by top manufacturers we know that certain manufacturers offer more co-op than others this was based on our research from first quarter of last year so we found four silhouette optical we made ten calls each dealer averaged about five hundred and thirty dollars but look at this for Toro lawn and garden during first quarter four calls each dealer had almost five thousand dollars in their co-op balance you know here's one for kawasaki the dealer had sixteen thousand that doesn't happen every day but what does that sure give your your co-op and your advertising and your personal as a sales rep it really helps with the bottom line of your commission so those are the different types of targeting that are available there's some more but you know think big products think seasonal and think you know what can I do to help my advertiser take advantage of this coop and at the same time do what's best for them if you put your customer first you're gonna come out ahead I want to thank everybody for sitting in on our LSA coop 101 webinar will probably be offering more types of these in the near future so be on the lookout and I thank you very much everybody have a great day