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- Bachelor of Arts
- MA in Clinical Psychology
- Graduate Education
- Continuing Education
- Event Calendar
- 2014-2015 AUSB-NASW Seminar Series
- Information Sessions
- Commencement
- Past Events
- Antioch in Conversation: Homelessness
- Our Environment In Focus
- Trustee Forum Healthcare
- Scholarship Benefit Concert Event
- Antioch In Conversation: Our Environment – Arise
- MBA Workshop – Building a Socially Responsible Partnership: The Entrepreneur's Role
- Trustee Forum: How Can We Balance Homeland Security and Personal Privacy?
- Trustee Forum Immigration
- Trustee Forum Immigration (ESP)
- Psychology Seminar Series
- The Symposium on Healthy Aging
- The Healthy Child and Adolescent Psychology Workshop Series
- Summer Writing Institute 2013
- Authors@Antioch: Andrea Hutton
Past Events
AUSB Information Session 5:30 pm
AUSB Information Session @ AUSB Campus Click here to RSVP
Jan 14 @ 5:30 pm – 7:00 pm
Antioch University Santa Barbara invites you to attend this Information Session to learn more about the programs we offer, admission application requirements, and financial aid. Our Information Sessions provide an opportunity for you to hear from faculty and meet with … Continue reading →
Environment In Focus: Cowspiracy 4:00 pm
Environment In Focus: Cowspiracy @ AUSB Campus Click here for more info
Jan 22 @ 4:00 pm – 6:00 pm
Cowspiracy: The Sustainability Secret is a groundbreaking feature-length environmental documentary following an intrepid filmmaker as he uncovers the most destructive industry facing the planet today – and investigates why the world's leading environmental organizations are too afraid to talk about … Continue reading →


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Welcome to
Jacobo Physical Therapy
You living life well… is essential to what we do.
We at Jacobo believe it is not enough for us to just live life but it is essential for us to live life well. In pursuit of this goal, we have grown to understand our community's needs and consistently strive to develop the most comprehensive programs to meet your high standards. So instead of telling you, we'd rather show you what our clients think of us.
Jacobo's Total Quality of Care model raises the bar of treatment.
So, you're injured. What's next? Tell your Doctor you want Jacobo. Everyone claims they're committed to quality of care. But Jacobo combines an exceptional & knowledgeable staff with state-of-the-art facilities and value adding service model to yield greater recovery & rehabilitation outcomes. No one, except Jacobo can say they are that committed to your health.
Direct Access Law
As of January 1, 2014, California law under AB1000 allows licensed physical therapists to provide direct physical therapy evaluation and treatment services for a period of up to 45 calendar days or 12 visits without a patient first going to their primary care physician. If you haven't seen your primary physician but know you need a physical therapist, don't hesitate to make an appointment with us!

subset: commoncrawl


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'It was the best': More than 70 years after high school, sweethearts attend prom
This photographer's secret to help new moms love their bodies again
NBC cuts ties with Donald Trump in wake of immigration comments
Toddler learns to rock climb before walking, climbs 7-foot wall by herself
See the TODAY anchors make hilariously cheesy cameos in 'Sharknado 3'
This flavor-packed veggie burger recipe will wow your vegetarian BBQ guests
Watch this dog have a ball in his very own birthday ball pit
Surprise! See who shocked Ellie Kemper on her first day on TODAY's Take
Meet the World's Ugliest Dog: Hunchback Quasi Modo has 'bubbly personality'
Summer squash tips, recipes: How to shop and store them, plus make squash quinoa
Longer hours, lower wages, but happy? It's the new work-life blend
Prison escapee's condition upgraded, no longer critical
See inside this college student's 145-square-foot home
Kendall tops Kim as Queen of Instagram likes with record-breaking pic
8 easy birthday cakes that look hard to make ... but aren't
Worf actor Michael Dorn, fans will send a million muffins to revive 'Star Trek'
Waze adds adorable kids' voices to help you drive safer
Fight the frizz! 9 dos and don'ts for smooth and shiny summer hair
Ted Cruz on same-sex marriage, health care: Supreme Court violated its oath
Prison may be hell on 'Orange is the New Black,' but jumpsuits are heaven
Aw! Man demonstrates 17 sweet and silly ways to hold a baby
Watch Ed Sheeran rock out to 'Beast of Burden' with the Rolling Stones
Sweet! Sandra Bullock calls 5-year-old son Louis a 'great leading man'
Giada's ultimate party food: Buffalo shrimp and chicken salad in lettuce cups
Bottoms up! Specialty cocktails made just for KLG and Hoda
Holy mess! Katy Perry battles nuns over sale of former Los Angeles convent
So, you made it through our #NoSugarTODAY detox! Now what?
More women are keeping their maiden names
Grizzly bear climbs onto car at Yellowstone, family freaks
Head outside! 3 DIY outdoor games kids, parents will love
'Top Gun' sequel confirmed! But will Tom Cruise take flight again?
Will grapes keep the mosquitoes away? Health tips from Dr. Oz
Amazing rock-climbing baby climbed walls before she could walk
Small plane crashes into home, killing 3 people
Outer banks of North Carolina on alert after 2nd shark attack
#LoveWins the Internet after Supreme Court ruling
Experts seek answers in unmanned SpaceX rocket explosion
Angelina Jolie, Brad Pitt enjoy royal tea with Duchess Kate, Prince William
A father and daughter's story of survival during the Everest earthquake
Weekend TODAY's anchors talk about going through the sugar detox
What we can learn from Joe Riley, mayor of Charleston for 40 years
Splish splash! 5 DIY water games for kids to enjoy
Stolen valor: Fake soldiers impersonate heroes for popularity, profit
Brunch is served! Sausage and sweet potato hash with baked eggs
How this trainer inspired millions to transform their bodies - and lives
Try this one-pot paella with shrimp, chorizo and peas to liven up dinner
Busting sunglasses myths: How to pick protective (and cool!) shades
Troubled teens get help from an unlikely source: Wolves!
Summer hotel deals under $200 per night!
Guess who brings more debt to a relationship?
Star-spangled style: DIY home decorations for July 4
Talented makeup artist perfectly re-creates cartoon characters on her face
Are all 'processed foods' really bad for you?
Hate crunches? 3 tough, but amazing moves to build your core
Reese Witherspoon developing film about 'Napkin Notes' dad's poignant story
'Great day for America': How stars reacted to landmark same-sex marriage ruling
These 6 canines are competing to be named the World's Ugliest Dog
'I'm a girl stuck in a boy's body': A 10-year-old's journey from Liam to Lia
Bobbie's Buzz: Sand-repellent beach gear and other fun summer finds
See the 'adorable' name this tiny octopus might get
The dachshunds dressed as Minions from 'Despicable Me' will brighten your day
What's cooking? TODAY Food is your new one-stop shop for easy recipes
Take a peek inside Bobbie Thomas' beautiful (and blue!) baby shower
Disney World bans selfie sticks
What's your sign? Nail salon matches mani to your astrology
Want to be a part of TODAY's Happiness Series? Enter here!
We are getting ready to kick off TODAY's Happiness Series, and we want you to participate!
Featured video


text: We here at Zany PNR Addict are beyond ecstatic to be participating in the Release Day Blitz of Statistic by Dawn Robertson. I can tell you now that you won't be able to put this one down … trust me I had to stop reading just to do this post and knowing it is sitting there is driving me absolute bugfuck! 728 more words


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You can now invite anyone to meet at your favorite Starbucks.
Limited-time feature
36 year old woman | White Bear Lake, MN, USA | Seeking men 32-38 within 30 miles
I'm looking for love. Real love. Ridiculous, inconvenient, consuming, can't-live-without-each-other love.
I love my friends and family. They mean the world to me. I tend to do things for others before myself. I'm grateful for my family who is alway supportive of me and never judgmental. I love people, being around people, and helping people. I want to enjoy life and have fun. Life is too short to always be stressing about. Live. Love. Laugh. I am extremely busy with two jobs but love to meet new people and fun! I'm looking for a man who is genuine, can make me laugh, and will be there through good times and bad. I am a social person, so you'd need to be able to get out of the house once in awhile. I love trying new things, traveling, meeting new people. I hope the person I'm with is the same. Non-judgemental is essential. I don't necessary believe we need to enjoy all of the same activities but the same values and goals are important. I'd love to hear and learn about you!
Coffee and conversation , Dining out , Movies/Videos , Music and concerts , Watching sports , Wine tasting
Baseball, Cycling, Dancing, Football, Other types of exercise, Skiing, VolleyBall, Walking / Hiking, Weights / Machines, Yoga
I exercise 1-2 times per week.
I have Dogs
My dog is my buddy. Love him so much!
I live in WBL so I tend to hang out there. Love St. Paul, the Happy Gnome, Sweeneys, DiGiddios, McGoverns! I love Target Field and would like to know Minni better. I want to travel more. My BFF lives in Vegas - always fun.
Minnesota State University Moorhead, Moorhead, MN
I love all music, country, rock, pop, RB. I love it all! Movies I love romatic comedies, comedies, some action, some suspence. I hate horror! Peanut butter Raspberries The lake! Boat rides Puppies
I enjoy going to movies and trying new things. I love spending time with my friends. I love going to Twins games, watching football, and surprising guys with my knowledge of football.
Tina Fey's "Bossy Pants"
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|What she is looking for
|5'6" (167cms)
|5'8" (172cms) to 6'3" (190cms)
|Body type:
|About average
|About average, Athletic and toned, A few extra pounds, Stocky
|No preference
|Dark brown
|No preference
|No preference
|Social Drinker
|Social Drinker
|Administrative / Secretarial
|No preference
I work for a mechanical contractor in St. Paul full-time and part-time at a restaurant in WBL.
|$35,001 to $50,000
|$35,001 to $50,000, $50,001 to $75,000, $75,001 to $100,000, $100,001 to $150,000, $150,001+
|Never Married
|Never Married, Widow / Widower, Divorced
|Have kids:
|Yes, and they sometimes live at home, No, Yes, and they live away from home
|Wants kids:
|Not sure
|Definitely, Someday, Not sure
|White / Caucasian
|Black / African descent, Latino / Hispanic, White / Caucasian
I'm half freaky deaky Dutch!
|Christian / Other
|Christian / Protestant, Spiritual but not religious, Christian / Other
I have faith but not strongly religious. I believe in everone's right to what they believe.
|Bachelors degree
|Bachelors degree
I love learning new things and am attending Aveda in the fall.


text:
List all words starting with masterfulness
2 words found.
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- Brickerville Fire Company honors Wilbur May for 68 years of service
- Chocolate Walk tickets on sale now
- Manheim receives three Townie Awards
- Lititz Independence Day: Schedule of Events
- 'The Odd Couple' turns 50
- Penn Township, Pleasant View partner for community day
- Witmer earns valedictorian title for Manheim Central's class of 2015
- Passenger pigeons once flocked to Lititz
- Manheim Central will graduate 235
- Festival of the Red Rose
Lititz's diamonds Christmas star tradition started in 1937
By: RON REEDY Special to the Record Express, Staff Writer
Christmas in Lititz is not complete without the classic star ornaments on the downtown streetlights. This year marks their 75th anniversary as a local tradition.
The first known community Christmas tree appeared at the Lititz Memorial Square in 1915, marking the start of Christmas decorations in downtown Lititz. In 1936, the decorations went beyond Memorial Square as two evergreen trees were attached to each of the 40 Washington Boulevard light standards in the business section. They were illuminated at night with different colored light bulbs. The Lititz Chamber of Commerce was the originator of this new Yuletide decorative treatment.
For the first time, in 1937, through the efforts of the Chamber, 10 large star-shaped frames with colored lights (symbolic of Moravian stars) were placed throughout the Memorial Square area.
Christmas decorations of 1938 featured a huge and brightly lighted star suspended high in the air directly over the fountain at the square in such a way that it could be seen from a considerable distance. Additional stars were placed on light standards near Memorial Square as well as along Broad and Main streets. Another feature in 1938 was a Christmas Eve service at the square, which included a community carol sing, now held in Lititz Springs Park, usually on the first Friday in December. In 1939, 10 new stars were added.
On Dec. 7, 1940 the principle business streets of Lititz were bathed in a bright glow of white lights. A total of 22 new stars were completed under the direction of Robert Hower, industrial arts teacher at Lititz High School. With the new stars, a total of 38 were placed on the light standards along Broad and Main. Also, each standard was decorated with evergreen trees.
In 1944, it was decided that only lighted Christmas decorations would be placed around Memorial Square and that the Yuletide stars on the light standards throughout the business section would not be used until after the war. However, five stars were placed on light standards which surrounded the square.
In early November of 1945, a total of 38 stars, each containing a total of 30 colored bulbs, were placed on light standards along Broad Street, from Orange Street to Lincoln Avenue, and along Main Street, from the square to Cedar Street. The move to have the entire central section of Lititz lighted for Christmas was launched by Burgess Victor Wagner.
"This is one year, with so many of our boys home and more returning everyday, Lititz must have as fine a Christmas decorations as ever," Wagner declared. "We have had enough brown-outs and black-outs, so now let's have a good old-fashioned Christmas for a change."
Today, there are 48 stars placed on the downtown Washington Boulevard light standards along Broad Street, from Lincoln Avenue to Orange Street, and along Main Street, from Memorial Square to Linden Hall.
In 1982, according to an article published in the Record Express, borough council agreed to construct exact replicas of the town's old Christmas stars, which were deteriorating.
The proud tradition of stars in downtown Lititz during Christmas continues to this day. More STARS, page A3


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The 2015 Barrel Fair will be held on Sunday 16th August (it is always the 3rd Sunday in August) and plans are underway for this years event. The band 'Moon after Sundown' have been booked for the Saturday evening open air dance. They are a young band providing a repertoire of music to suit all age groups.
The Barrel Fair continues in its aim to support he local community and on an annual basis we pay for the village tubs, upkeep of memorial gardens and provide the Village Christmas tree, we also strive as well as making money for the village to organise an enjoyable family day out. In December all school children are invited to a Christmas party and this year over 50 attended who were entertained by Punch and Judy, their nuggets and chips were cooked by the Crown and Father Christmas brought all a gift. We have also supported the Middleton School with their purchase of musical instruments the local community field and the annual bonfire party held on New Years Day.
Stalls are already being booked for this year so if you would like one please contact Arlette Smith on 01728 648378 or firstname.lastname@example.com for a booking form. We have a number of Barrel Fair baseball caps for sale in either khaki or black and these can be purchased by using the above contact details. Cost is £7.00 including postage. The Committee have said many times they could not continue without the support of the local community so please make a note in your diary for 2015. If you can only give us one hour of your time it would ease the workload.
We look forward to welcoming you on Saturday evening 15th and Sunday 16th August 2015. For any further details please use the above contact details
If you live in East Anglia, and are looking for high-quality private tutors to work with your children, then please visit www.angliantutoring.co.uk


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PRLog - May 2, 2014 - Slovenia is a fantastic destination for your summer holidays this year. The culture is rich and varied, and it's probably somewhere you haven't actually been before too! Rogaška Slatina, in the East of Slovenia, is a great place to visit, and the Grand Hotel Rogaška are running a special Summer Holiday Promotion to encourage people to visit this part of the country.
Summer Holidays at the Grand Hotel Rogaska
Rogaška Slatina itself is a beautiful part of Slovenia. Nestled within beautiful countryside and rolling hills, the Grand Hotel Rogaska itself is right by the park and woodlands. The town itself is famous as a spa and health resort, where for centuries people have flocked to drink the Donat MG mineral water from its springs; famed for its curative properties.
The hotel itself is a large, historic 194 room hotel with a spa and the Rogaška Riviera, a complex of thermal pools. They are offering all stays between the 1st April and 30th September the opportunity to stay for 3 nights at the hotel for the price of 2. To redeem this fantastic offer, simply goto http://www.grandhotel-
The offer includes the following:
Accommodation in chosen room with half-board.
Free entry to swimming pool, saunas and fitness of Spa & Beauty Centre.
Free entry to thermal swimming pool complex Rogaška Riviera (summer season).
One bottle of natural mineral water DonatMG in room on arrival.
Acquagym in swimming pool of Spa & Beauty Center
Free Wi-Fi internet in room.
Free entrance to HIT Casino Fontana.
So for a fantastic summer holiday in Slovenia look no further than the Grand Hotel Rogaška!
Vestibule Marketing
Vestibule Marketing


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VIEWS: 5 PAGES: 63 POSTED ON: 5/5/2011 Public Domain
2002 MARKETING PLAN Campaign Synergy Reach New Markets G U R N E IT C E Awareness to Sale E A U N Teaming & Coverage Shorten Cycle D N N Optimize Resources A L S M IT A T E ED A N A X D D T IS E C T S A O ( T Grow Revenue Al E Reduce SG&A Improve Customer Satisfaction a Tammy Priest, N.Am. Mkt. Mgr. S Retail Store Solutions s Agenda 2001 - A Year in Review 2002 Sales Coverage Model 2002 Marketing Plan 2002 Channel Programs Retail Store Solutions 2001 - A Year in Review Created awareness in key segment areas through IBM's direct mail campaigns/telemarketing ƒ Continue the momentum in 2002 with co-marketing programs Introduced co-marketing/incentive programs for our BP/ISVs ƒ ISV advertisements w/ customer references ƒ Dollar for Dollar co-marketing ƒ Dealer Sign-Up incentive ƒ SurePOS 500 quarterly incremental growth campaign ƒ SurePOS 500/printer bundle ƒ New dealer kits, launch kits Focus on PR ƒ Established a Win database ƒ Press releases: Hudson's Bay, CVS, Kmart, PGA Tour, Schlotsky's, Giant Eagle, Virgin Retail Store Solutions Channels Scorecard Retail Store Solutions Key Focus Areas for Success in 2002 Define coverage model to ƒ Leverage IBM sales reps. (DSL's, PSM's, Inside POS specialists, SMB reps, ITSRs) ƒ Keep momentum going on campaign leads ƒ Ensure all leads are nurtured/closed Define a marketing plan to: ƒ Address New Opportunity Areas ƒ Continue Brand Awareness for key segments Retail Store Solutions Coverage Model Lead Process: Dallas POS Specialists will be key focal point for leads/closes/tracking/reporting! IBM Cross Sector Co-mkt Sales Team results 800 Inbound DSL Web BRC POS BP Specialists nurture & Direct Mail assign ISV Telemarketing & Telesales It is critical that our POS specialists Trade Shows receive feedback on leads and results from co-mkt, ads, $ for $ initiatives. Retail Store Solutions What is the role of our Inside POS Specialists at the Dallas Sales Center? Focus on cold calling, respond to 800 numbers, nurture leads and input/update leads in the system for qualification: ƒ Kelly Shepherd - East and Canada ƒ Lisa Lane - Central and West Focal point for all new SMB leads coming in from the field ƒ Kelly Shepherd Educate, gain mindshare of ITSRs (300 in Dallas, 200 in Atlanta) ƒ Kim Espinosa Qualify leads, assign to a BP, PSM, or DSL ƒ Roland Sanchez Track leads ƒ < $100K = Roland Sanchez ƒ > $100K-$1M = Partner Solutions Mgr.'s ƒ > $1M = Distribution Sales Leaders Distribute weekly lead reports to DSL's and PSM's for reviews Retail Store Solutions What is the role of a Partner Solution Manager (PSM)? Grow Business Partners and ISV's IBM revenue within their respective areas for Retail Store Solutions ƒ Focal point for SMB territories (BUE's, Reps, TPM's) Enhance Distributor/Business Partner relationships ƒ Encourage use of Promotions & Marketing programs First point of contact for Kiosk opportunities in SMB Opportunity owner of Business Partner leads > $100K Responsible for Business Partner customer satisfaction Retail Store Solutions Who are the Partner Solution Managers? Area 11 Area 4&5 Area 2 Joe Delgado Mike Weathers Ed Solomon 520-623-1081 734-434-0166 404-252-7566 firstname.lastname@example.com firstname.lastname@example.com firstname.lastname@example.com Petroleum Specialist Grocery - ESL Hospitality C-Stores (Area 4,5,11) Area 7 Derrick Hurley 865-539-0969 Area 10 email@example.com Michael Allen Grocery, SelfCheckout 901-861-5426 (Area 2,7,10) firstname.lastname@example.com Specialty, Kiosks RSS Channels Mgr - Mike Dragon 317-566-3724 email@example.com What is the role of Distribution Sales Leaders (DSLs)? Increase RSS revenue in SMB named accounts with a focus on leads from sales center or IBM reps > $1M ƒ Focal point for these accounts and calls on customer, if necessary for validation of lead ƒ Initiate/Update OMNotes record for pipeline identification ƒ Assist customer with introductions to appropriate Business Partner solutions Engage PSM if a Business Partner customer satisfaction issue surfaces or multiple partners engaged on same opportunity Pass validated opportunity to Business Partner for proposals ƒ DSL disengages; brought back in only if needed to close Update opportunity tracking system ƒ Forecast owner passed to PSM ƒ OMNotes record passed to PSM Retail Store Solutions Who are the Distribution Sales Leaders? Area 4&5 Mike Kolbert Central Region (4/5) Partner Solution Mgr Distribution Sales Leader 312-245-6642 Bill Bleil ND Area 11 firstname.lastname@example.com WA 414-223-6642 MN Distribution Sales Leader email@example.com WI SD OR MI Bruce Petty WY 818-715-6869 IA NE OH WY NE Eastern Region (2) IN firstname.lastname@example.com NV IL WV Distribution Sales Leader UT CO KY KS MO David Inch Area 10 410-349-8531 AZ OK NM Distribution Sales Leader AR email@example.com Shari Kurtenbach TX 972-280-2322 firstname.lastname@example.com DSL's report to RSS Regional Sales Mgrs. Who are the Food Service Specialists? Central Region ND WA Food Services Specialist MN Beverly Deluise WI SD MI OR 910-256-3416 WY email@example.com NE IA WY NE OH IL IN NV WV Western Region UT CO KY Food Services Specialist KS MO Eastern Region (2) Ramsey Eddins Food Services Specialist OK 972-393-6882 AZ NM AR Bill Kennedy email@example.com 336-721-4469 TX email@example.com Food Service Specialists report to RSS Regional Sales Mgrs. North America Marketing Dept. Tammy Priest North America Marketing Manager Jill Carr Nancy Greene Belinda Whitaker-Gary New Sector, AMG IMC PartnerWorld Interface Channel Co-Mkting, interface, ibm.com Communication WW Liaison Jim McKenzie Sarah Wind ISV Marketing Manager Kiosks Press Events/Win Reports Goal: Increase awareness of the RSSol brand in the Marketplace and to drive incremental NA revenue through the sales channel ƒ PartnerWorld ƒ Direct Mail Campaigns –Joint Advertising with ISVs and BPs –Web support; communication ƒ Marketing Programs/promotions ƒ Press Releases/Win Reports ƒ Sales Tools Retail Store Solutions Marketing Plan 2002 Marketing Strategy Explore/Expand New Markets Expand New Solutions Excel in SMB space Retail Store Solutions RSS Strategy - Explore New Markets Public Sector, Travel & Transportation, Media & Entertainment, Banking & Finance ƒ Drive New Market Promotions ƒ Execute Marketing Plan –Grow Awareness among IBM teams IBM RSS for –Grow Awareness with customers Other Sectors ƒ Replicate Successes ƒ Leverage Dallas Sales Center resources to build pipeline Retail Store Solutions Expand New Solutions RSS Strategy - Expand New Solutions Build Brand Awareness ƒ New Solutions, ie. NetVista Kiosk, in new markets Leverage PartnerWorld programs Build Solution Partnerships through PWD Retail Store Solutions NA Kiosk Market Opportunity Kiosk presents huge revenue opportunities Kiosk market is expected to more than double in the next 5 years ($276M to $594 M) Expected compound growth rate of 24.1% in the next 5 years Retail Store Solutions Kiosk Brand Awareness IBM NetVista Kiosk Sales Kit: ƒ Will include updated Kiosk brochure and education CD, ISV information, Kiosk Business Study, Summit Research, Kiosk Solution Sheets and whitepapers ISV Sales Presentations: ƒ Will be scheduling conference calls and Webinars with key ISV's and IBM sales reps to further educate them on the applications available for kiosk. Direct Mail Campaign: ƒ Department, general merchandise, grocery and drug stores. Dealer Sign Up Incentive for ISV's: ƒ For every new dealer that an ISV signs up to be a business partner, the ISV will receive a one-time fee of $500 after the dealer sells 10 units. ISV Ad Program: ƒ Any StoreProven ISV or BP is eligible for this co-marketing program Are you StoreProven for Kiosk? Are you engaged with an ISV to provide total solution? Retail Store Solutions Expand by Leveraging PartnerWorld Programs PartnerWorld For the North American Retail Store Solutions Division Business Partner PartnerWorld is a tiered membership program with resources available to IBM Business Partners worldwide. Three levels of membership Benefits include: ƒ PartnerWorld Lead Management (PWLM) - a lead tracking tool ƒ Incentive programs - rewards programs, co-marketing offerings ƒ Education and certification opportunities ƒ BP Connections - a business partner networking tool. ƒ and more... Retail Store Solutions PartnerWorld 2002 No change to the criteria for 2002 to become Premier and Advanced level Business Partners Benefit changes to PartnerWorld 2002 for RSSD Business Partners ƒ North America RSS has implemented our own Rewards program to better meet the needs of our partners in place of the PartnerRewards Program. ƒ Dollar for Dollar Program for Premier and Advanced BPs Retail Store Solutions IBM Retail Store Solutions Continuing PartnerWorld Evolution Attempt to Reduce Complexity for Business Partners with Hybrid Business Models and for Emerging Business Partner Types Developer Track Software Track Web Integrators PartnerWorld Systems and Services Track ASPs Personal Systems Track Systems Integrators Retail Store Solutions Expand by Building Solution Partnerships PartnerWorld For Developers http://www.developer.ibm.com ƒ Single point of entry into IBM's global resources for developers who build solutions using IBM technologies. ƒ Three membership levels - Member, Advanced, Premier ƒ Benefits include: ƒ Marketing and Sales Support ƒ Marketing education, co-marketing promotion, and other opportunities ƒ Education & Certification ƒ Online education, technical workshops, professional certification oppotunities ƒ Technical Support ƒ Access to cross platform porting ƒ Incentives and Business Support ƒ HW discounts and leasing ƒ Financing ƒ Flexible financing to help you and your customers ƒ Relationship Management and Membership Communications ƒ Electronic access to timely information and tools Retail Store Solutions RSS Strategy - Excel in the SMB Space Clear coverage model ƒ Minimize channel conflict; optimize channel strengths ƒ SMB Territory Model linkage Improved Business Partner Focus ƒ New Programs/Promotions ƒ Replicate successes ƒ Alliances ƒ Sales Tools Focus on Press Relations Retail Store Solutions Projected 2002 Retail Marketplace Retail Store Solutions EXCEL in SMB - New Marketing Plans and Programs Co-marketing programs Promotions/programs New RSS Rewards Program ISV marketing programs Press Relations Retail Store Solutions Execute co-marketing campaigns 1st Qtr. execution!! Provide templates for our Business Partners to use in their marketing execution.....continue focus on Food Service, Specialty, Small Grocery ƒ Postcard for events, new product info. ƒ Direct Mail Piece –6 pages that are customized with pictures and text ƒ Template for Segment Ad in PDF Format Provide photos and verbage for Business Partners to use in their own campaigns Business Partners and ISVs are responsible for the creation, mailing and placement of the above ƒ Leads will go directly to the BP or ISV ƒ Monthly reporting to IBM Retail Store Solutions Upgrade Campaign - provides growth path, investment protection, value. Upgrade campaign for BP end-users ƒ $400 trade-in for 4683, 4684, 4693 & specific models of the 4694 and SurePOS 700 ƒ Ends 6/02 NCR Trade-in Campaign for Business Partner end-users ƒ $300 Trade In for NCR POS systems (selected models) when migrating to latest models of the IBM 4694 or SurePOS 700 ƒ Ends 6/02 Retail Store Solutions Mid-Market Program Focus for 2002 Foodservice Bundle ƒ Rebate to Distributors/T1 BPs that purchase a minimum of 250 sets of SurePOS 500's and a single station printer per month. Distributors pass their rebate dollars to you SurePOS 600 Bundle - Coming Soon ƒ Distributors/SP1 Incentive payment for a cumulative number of "bundles" made up of specific models of the SurePOS 600 & 4610 Printer ƒ Based upon transaction with SP2's and end users ƒ Minimimum quantities must be met in each claim period Independent Grocer Bundle ƒ IBM ACE Software & SurePOS hardware bundled package for Distributor and SP1's New Markets Incentive - Airports & Independent Grocer - Coming Soon ƒ SP1/SP2 Incentive Payment for selling into these markets ƒ All Point of Sale hardware and software products qualify ƒ Documentation includes invoice from IBM or certification of cost of good sold from the Distributor Retail Store Solutions New Retail Store Solutions' Reward Program for Resellers...... a simplified incentive plan for the POS Business Partner Objectives: Drive revenue for IBM and the Retail Store Solutions Business Partner. Enhance the benefit to the RSSD Business Partners Maximize the number of RSSD Business Partners that can benefit. Reduce the administrative workload for the Business Partner. Retail Store Solutions RSSD Reward Program for Solution Providers Based on actual revenue generation Payments to be made 4 times per year Minimum revenue attainment requirement for participation lowered from $250,000 annually to $12,500 quarterly. Current Plan Proposed Reward Plan for Solution Providers .5% for Member level, Less than $12.5K quarterly - no payment .75% for Advanced (A) $12,500 - $62,499 quarterly - .5% of revenue level, and 1.2% for (B) $62,500 - $124,999 quarter - .9% of that range + A Premier level - with (C) $125,000 - $1,249,999 - 1.2% of that range + A + B minimum prior year's (D) $1,250,000 & higher - 1.3% of that range + A + B + C revenue of $250,000 to participate. Payments based on revenue per quarter only and is not cumulative. Retail Store Solutions RSSD Reward Program recognizes Premier and Advanced-level Business Partners A one-time bonus in first regular payment ƒ Premier level BPs will received $5,000 ƒ Advanced level BPs will receive $3,000 Retail Store Solutions Dollar for Dollar Program for Retail Store Solutions Business Partners - Reseller Designed to assist the BP in funding an approved marketing plan or campaign that may not otherwise be funded. Offered to Premier and Advanced partners Premier Partners will be reimbursed for 50% of the expenses incurred for the defined campaign up to a maximum of $15,000. Advanced Partners will be reimbursed for 50% of the expenses incurred for the defined campaign up to a maximum of $8,000. Retail Store Solutions ISV Marketing Programs Dealer Sign-up Incentive Program ƒ Continue through 2002 Developer Assistance Program ƒ Provide technical assistance to ISVs ISV Ad Program Trade Shows Retail Store Solutions ISV Programs - Dealer Sign Up Incentive Dealer Sign-up Incentive Program ƒ Program pays ISV $500 for: –Each Dealer/Reseller that becomes an IBM BP and sells a minimum of ten system units –Payment is made for the first ten system units only ƒ Continue through 2002 ƒ ISV application must be StoreProven Retail Store Solutions ISV Marketing Programs - DAP Designed to provide technical assistance to ISVs that do not have the expertise required to experience a successful porting to our platforms. ƒ RSSD will work with the ISV by either having the ISV come to a lab in Raleigh or send a Tech Support person to the ISV site. ƒ Cost to provide such assistance will be picked up by NA Marketing up to $1,000 per ISV. ƒ Specific criteria must be met Retail Store Solutions ISV Programs - BP Advertisements Any ISV or Business Partner that has a StoreProven solution and has had a win or success with IBM during the past 6 months is eligible for this co-marketing ad program. IBM will fund 1/2 of the ad placement cost and provide the ad template for the ISV to insert their artwork and text. Retail Store Solutions Sample ISV / BP Ad Template for 2002 Retail Store Solutions "The Value of the IBM Solution" CD A tool designed especially for our Business Partners A video that provides an overview of all the products and services offered by IBM Retail Store Solutions. ƒ Hardware products, software solutions, financing, and services ƒ Retail hardened and reliability testing footage ƒ StoreProven overview ƒ Testimonials from Opryland Hotels, Hudson Bay Company and Kmart AVI files of the testing clips that may be imported into Freelance or PowerPoint ƒ water resistence test, vibration test, printer testing, and ESD testing ƒ video only, or video with narration Clip art of current products that may be imported into other presentations Other video clips on the CD include the SurePOS 500, SurePOS 700 and the IBM NetVista Kiosk Retail Store Solutions Win Reports NA wins have been referenced and used WW Tell your PSMs about your WIN! Contact Sarah Wind directly ƒ email@example.com ƒ 919/301-7142 Wins will be used as an internal tool for our sales team to know where YOU are winning. Retail Store Solutions Press Releases Not all wins can be turned into press releases... ƒ Quality over quantity Requirements for a press release ƒ "Big" win with well-known company ƒ First of a kind, newsworthy, innovative technology, application, solution etc. Encourage you to work with Greg Thompson Retail Store Solutions NA Support and Program Offerings Ed Wallenborn Charlie Blunt Las Vegas, NV January, 2002 NA Sales and Support Programs Program awareness/refresher Sources of further information Key Contacts Purpose: Enable Partners to leverage available programs to drive sales and customer satisfaction Retail Store Solutions Topics POS HW Development / Demo. Program Trial Program Financing Program SuccessLease Special Bids VAE (Value Added Enhancement) StoreProven PartnerInfo Primary focal point for assistance Retail Store Solutions Development/Demo Program SPs ISVs Can acquire up to 20 of each machine type X X authorized to sell* (Devmt Can be Purchased: Discount = 50% X only) Can be Leased: 1% of list price per month (Devmt X only) with IGF (min. $10k list price) Product retained at least 12 months eligible X *SureOne not X Retail Store Solutions Trial Program IBM Trial Program Intended for "High probability to win opportunities" Products you are authorized to sell Up to $200K of trial product per calendar year Trial Duration.... 2, 4, or up to 6 months Carrying & return charges waived up to $100K IBM pays transportation charges both ways Retail Store Solutions Financing Financing Program Objectives Focus on ease-of-use and "smaller" transactions May encompass Hardware, Software, & Services IBM content not required Variety of options to address end-user needs and payment stream Accommodates Franchise environment Retail Store Solutions Financing SuccessLease Administered by Heller Financial Solutions under $100K Up to 48 month Terms One page Lease Document! No signed delivery and acceptance Document - installation verification Same Day payment of invoices On-Line application (www.SuccessLease2000.com or 877-319-6513) Quick credit and approval response Retail Store Solutions SPECIAL BIDS Purpose of Special Bid process To address unique market circumstances that may justify an adjustment to standard pricing and/or Ts & Cs Ensure and maintain equity for all Partners in same situation Primary Requirement for a Special Bid Must be a competitive situation Bid must describe competitive situation & estimated functions, configurations, prices Required Partner action SP2s work with Distributor to submit bid to IBM SP1 submits bid directly to IBM Required IBM action Ensure adjustments are legally defensible and fairly administered (Robinson Patman) Ensure situation is properly recorded and documented for audit purposes Retail Store Solutions VAE (Value Added Enhancement) Approved VAE required to sell IBM POS HW A VAE is the POS Solution (application) that is driving IBM POS HW sale and will be the primary installed POS application Each VAE is HW platform specific VAE requirement not applicable to 4835 NetVista Kiosk Primary requirements to establish a VAE SW application must be ported to the IBM POS HW platform Two installed POS references SW marketing rights have been acquired or Joint Mkt. agreement SP/1 - applies directly to IBM for approval (IBM Link- ADDNFORM) SP/2 - applies through Distributor to IBM for approval Retail Store Solutions VAE (Value Added Enhancement) Continuing effort by IBM to enhance VAE offerings and streamline the approval process Added Internet Managed Services VAE (for Retail ISP/ASP Providers) 4695 & 4694 VAEs automatically transferred to SP500 (4840) & SP700 (4800) Established more clearly defined/flexible installed reference requirements On-site Verification Checklist - established more flexible process to accommodate Partners with no installed references VAE requirement for NetVista Kiosk (4835) replaced with Marketing Criteria Checklist Retail Store Solutions StoreProven Vendor self test for POS and Kiosk SW applications Web-based (http://www.developer.ibm.com/retail/storeproven) developer friendly step by step process dedicated IBM technical support staff Benefits to SW Developers (ISV/SP2/SP1) product exposure from direct links on IBM web pages added awareness for leads from IBM sales teams point of competitive differentiation catch and fix compatibility problems earlier Benefits to Customer wide selection of IBM compatible solutions standard, quantified criteria for ensuring compatibility reduction in compatibility issues one more way to manage risk Retail Store Solutions PartnerInfo Single path into IBM resources/information www.ibm.com/PartnerInfo Access levels from General Public to Partner 800-426-9990 for ID and Password Administration Categories: Partner Programs BP Operations Guide, Agreements, BP Exhibits Customer and BP Announcement letters Rebate forms, etc.... POS Business Tools POS Configurators, PartnerCommerce/Server Business Solutions (e-SARs, InsiderInfo) Financing (IGF) Business Services (IGS) Retail Store Solutions NA Retail Store Solutions Partner Information Sources 2/8/01 Clarifications Programs Information Sources SPs ISVs Development -BP Exhibits - General Information Distr. / IBM CBU Jim McKenzie PartnerInfo Rep Demo Machines ( Partner Prgm>NA Chan Com> BP Libr> Exhibits) Trial Programs -BP Operations Guide PartnerInfo ( Partner Prgm>NA Chan Com> BP Libr> Operations Library) -BP Ann Letter 597-124 -BP Ann Letter 598-229 -Channel Comm CC9912-153 IBM Financing -PartnerInfo ( Partner Prgm>Financing) -IBM Global Financing Website (www-1.ibm.com/financing) IBM Services -BP Operations Guide PartnerInfo ( Partner Prgm>NA Chan Com> BP Libr> Operations Library) -IBM Global Services Website (www.ibm.com/services/) Special Bids -BP Operations Guide PartnerInfo ( Partner Prgm>NA Chan Com> BP Libr> Operations Library) StoreProven -www.developer.ibm.com/retail/storeproven (cont.) NA Retail Store Solutions Partner Information Sources 2/8/01 Clarifications Programs Information Sources SPs ISVs VAEs -BP Operations Guide Distr. / IBM CBU Jim McKenzie PartnerInfo Rep ( Partner Prgm>NA Chan Com> BP Libr> Operations Library) -BP Ann Letter 599-237 RSSol VAE Strategy -BP Ann Letter 500-216 Retail ASP/ISP VAE -BP Ann Letter 501-156 Kiosk VAE Change Certification www-1.ibm.com/certify (Select a Certification > Retail Store Solutions) PartnerWorld www.ibm.com/partnerworld PartnerRewards -PartnerInfo ( Partner Prgm > PartnerSupport>Part.Rewards ) InsiderInfo -www.ibm.com/solutions/retail/store ( Partners > InsiderInfo ) PartnerInfo -PartnerInfo ( Partner Prgm>Programs BPs can use > PartnerInfo) Thank you for participating in this year's Education Conference! You are key to our 2002 Success! Become StoreProven for both POS & Kiosk Know your Dallas POS Specialists ƒ Kim Espinosa ƒ Roland Sanchez ƒ Lisa Lane ƒ Kelly Shepherd Track & report your individual marketing results Remember to promote your customer WINS! ƒ Contact Greg Thompson Retail Store Solutions THANK-YOU
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