strategies for increasing adult course sales in north america hugo loyola mary louise baez

Strategies for Increasing Adult Course Sales in

North America

Hugo LoyolaMary Louise Baez

Agenda

1. new components and strategy to support adoptions

2. presentation software solutions and upcoming products

3. competitor updates and strategies

4. new opportunities with TBL

15 minutes

15 minutes

10 minutes

20 minutes

New components for Interchange Third Edition

Description• Integration Kits

StrategyRetention and support to current customers

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QuickTime™ and a decompressor

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QuickTime™ and a decompressor

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QuickTime™ and a decompressor

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QuickTime™ and a decompressor

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New components for Interchange Third Edition

Description• Animated

Presentations

StrategyRetention and lead to help you get new adoptions

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Animated Animated PresentationPresentation

© Cambridge University Press 2011. This presentation is not for sale. Created using content from Interchange Third Edition.

Created by Kaj Schwermer

Unit 1Unit 1

Unit 2Unit 2

Unit 3Unit 3

Unit 4Unit 4

Unit 5Unit 5

Unit 6Unit 6

Unit 7Unit 7

Unit 8Unit 8

Unit 9Unit 9

Unit 10Unit 10

Unit 11Unit 11

Unit 12Unit 12

Unit 13Unit 13

Unit 14Unit 14

Unit 15Unit 15

Unit 16Unit 16

Progress Check 1-2

Progress Check 1-2

Progress Check 3-4

Progress Check 3-4

Progress Check 5-6

Progress Check 5-6

Progress Check 7-8

Progress Check 7-8

Progress Check 9-10

Progress Check 9-10

Progress Check 11-12

Progress Check 11-12

Progress Check 13-14

Progress Check 13-14

Progress Check 15-16

Progress Check 15-16

Click on a Unit.

© Cambridge University Press 2011. This presentation is not for sale. Created using content from Interchange Third Edition.

keysnewspaperstelevisions

clocksstampstickets

briefcasespurses

© Cambridge University Press 2011. This presentation is not for sale. Created using content from Interchange Third Edition.

Student’s Book Intro, unit 2, page 9What’s this?

are these?They’re book bags

‘s thisIt’s a watch

‘s thisIt’s a cell phone

are theseThey’re sunglasses

© Cambridge University Press 2011. This presentation is not for sale. Created using content from Interchange Third Edition.

Student’s Book Intro, unit 2, page 10What’s this?

Animated Animated PresentationPresentation

© Cambridge University Press 2011. This presentation is not for sale. Created using content from Interchange Third Edition.

Created by Kaj Schwermer

Unit 1Unit 1

Unit 2Unit 2

Unit 3Unit 3

Unit 4Unit 4

Unit 5Unit 5

Unit 6Unit 6

Unit 7Unit 7

Unit 8Unit 8

Unit 9Unit 9

Unit 10Unit 10

Unit 11Unit 11

Unit 12Unit 12

Unit 13Unit 13

Unit 14Unit 14

Unit 15Unit 15

Unit 16Unit 16

Progress Check 1-2

Progress Check 1-2

Progress Check 3-4

Progress Check 3-4

Progress Check 5-6

Progress Check 5-6

Progress Check 7-8

Progress Check 7-8

Progress Check 9-10

Progress Check 9-10

Progress Check 11-12

Progress Check 11-12

Progress Check 13-14

Progress Check 13-14

Progress Check 15-16

Progress Check 15-16

Click on a Unit.

© Cambridge University Press 2011. This presentation is not for sale. Created using content from Interchange Third Edition.

Japan

Brazil

the USA

Russia

© Cambridge University Press 2011. This presentation is not for sale. Created using content from Interchange Third Edition.

Student’s Book 1, unit 1, page 4Please call me Beth.

Good morning.

Hello.

Hi.How are you?

How’s it going?

Good night.

Good-bye.

Have a good day.

See you later.

See you tomorrow.

© Cambridge University Press 2011. This presentation is not for sale. Created using content from Interchange Third Edition.

Student’s Book 1, unit 1, page 6Please call me Beth.

© Cambridge University Press 2011. This presentation is not for sale. Created using content from Interchange Third Edition.

Student’s Book 1, units 3-4, page 28Progress check

Other Animated Presentations

• Passages 2E• Let’s Talk 2E• Strategic Reading 2E

New components for Interchange Third Edition

Description• IWB Fresh Ideas

StrategyRetention, training and support to current customers

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QuickTime™ and a decompressor

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QuickTime™ and a decompressor

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QuickTime™ and a decompressor

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QuickTime™ and a decompressor

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Presentation Software Solutions

Solutions for every classroom

IWB + MimioClassware + MimioAnimated Presentations (PPT)

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QuickTime™ and a decompressor

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QuickTime™ and a decompressor

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QuickTime™ and a decompressor

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Available this summer!

Two brand new technology products for IC3

1. Videos / VRB2. Online

Workbooks

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New components for Interchange Third Edition

Description• New Videos!

StrategyRetention and lead to help you get new adoptions

QuickTime™ and a decompressor

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IC3 New VideosRevision features

• all 64 videos (one per unit, all levels) were re-shot to update and re-establish relevancy

• popular scripts were updated • new authentic clips were found • unpopular videos were redone from

scratch with the help of professional script writers

• for the higher levels

•

IC3 New VideosRevision features

• student worksheets and teachers' resource materials rewritten/updated as well

• new video program retains the remarkably wide variety of genres teachers love

• new to revision: amateur content 'school project' videos, YouTube-style travelogs

•• humorous sketches• news reports• interviews educational programs• local news reports• authentic clips •

Sample Videos

1. Level Intro, Unit 6 "My life" (personal profile: scripted documentary; present tense for routine)http://vimeo.com/17689534(password for this one is ”interchange")

2. Level 2, Unit 13 "Street performers" (YouTube-style travelog; participle adjectives (boring/bored)http://vimeo.com/13709756 (password for this one is “nesson")

New components for Interchange Third Edition

Description• New Online

Workbooks

StrategyRetention and lead to help you get new adoptions

IC3 Online Workbook Features

• The online workbooks provide all the activities in the print WBs, but in an interactive format

• Teachers can easily check student results online

• Teachers can create additional course content, but cannot change CUP-created content

IC3 Online Workbook Benefits

• Instant results: system instantly checks student work, so teacher's don't have to

• No more record keeping: system tracks student attendance, time spent online, and scores

• Motivation through technology: Students can interact with the material in a 21st Century online environment

• Instant feedback: After a student submits their work, they are told instantly which items they got right

New components for Touchstone (print edition)

Description• Placement Test

now on discs!Strategy

Growth and support to current customers

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QuickTime™ and a decompressor

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QuickTime™ and a decompressor

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New components for Touchstone (print edition)

Description• Animated

Presentations (PPT)

StrategyGrowth and support to current customers

QuickTime™ and a decompressor

are needed to see this picture.

New components for Touchstone

Description• Flash

Presentations

StrategyGrowth and support to current customers

QuickTime™ and a decompressor

are needed to see this picture.

sometimessometimessometimessometimes

alwaysalways

II

usuallyusually

oftenoften

hardly everhardly ever

nevernever

have dinner in front of the TV.have dinner in front of the TV.

I have dinner in front of the TV.I have dinner in front of the TV.SometimesSometimesAlso:Also:

100%100%

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Competitor News

Top Notch 2ETop Notch 2E (Pearson)things users liked in 1E

1) “Pedagogy”: Making English Unforgettable

- Multiple exposures to language- Multiple opportunities to practice it- Systematic recycling

Top Notch 2ETop Notch 2E (Pearson)things users liked in 1E

2) Complete and Flexible- Quantity and quality of the

components that accompany the course

- Easily adaptable to different teaching situations, student populations, teaching beliefs, and styles

Top Notch 2ETop Notch 2E (Pearson)things users asked for in

2Ea) More reading skillsb) More listening comprehensionc) A writing syllabusd) More practicee) Clearer differentiation from levels

Fundamentals, and 1f) Professional developmente) Clearer page design with more photos

Top Notch 2ETop Notch 2E (Pearson)Revision features

Enhanced Visual Design- Every page re-designed- Photo Story in every unit- Higher proportion of photos to

illustrations- Clearer labeling of lesson parts

Top Notch 2ETop Notch 2E (Pearson)Revision features (fixes)

Changes to Content- New "Preview" lessons with more

productive pedagogy- Expanded focus on reading and listening

skills- More practice exercises on Student's

Book and on Student's disc- Better differentiation between

Fundamentals and Level 1

Using Pub Track

Description• Identify Top Notch

users and create a hit list in your territory

StrategyTarget Top Notch users

School City (School)State

(School)Department

Course Number

SectionEstimated

EnrollInstructor ISBN 13 Title Period

Metropolitan St Coll Of Denver Extended Camp DENVER CO ESL 33 1 30 9780132386241

Top Notch 3 (PK w/Super CD-ROM)

Academic Year 2010

University Of Northern Colorado Greeley CO AAA SSS A 1 AAA 9780131997301

Top Notch Fundamentals (PK w/Super CD-ROM)

Academic Year 2010

University Of Northern Colorado Greeley CO CIE 26 1ST SESS 10 STAFF 9780131997301

Top Notch Fundamentals (PK w/Super CD-ROM)

Academic Year 2010

University Of Northern Colorado Greeley CO CIE 26 10 STAFF 9780131997301

Top Notch Fundamentals (PK w/Super CD-ROM)

Academic Year 2009

University Of Northern Colorado Greeley CO CIE 26 10 STAFF 9780131997301

Top Notch Fundamentals (PK w/Super CD-ROM)

Academic Year 2010

University Of Northern Colorado Greeley CO CIE 26 10 STENECK 9780131997301

Top Notch Fundamentals (PK w/Super CD-ROM)

Academic Year 2009

University Of Northern Colorado Greeley CO CIE 26 20 STENECK 9780131997301

Top Notch Fundamentals (PK w/Super CD-ROM)

Academic Year 2009

University Of Northern Colorado Greeley CO CIE 36 10 STENECK 9780131997301

Top Notch Fundamentals (PK w/Super CD-ROM)

Academic Year 2009

University Of Northern Colorado Greeley CO CIE 36 20 INGRAM 9780131997301

Top Notch Fundamentals (PK w/Super CD-ROM)

Academic Year 2009

OnlineSelf-studyLearning

Online Collaborative

Learning

Face-to-Face

LearningTouchstoneTouchstone Content and Content and

Learning Learning OutcomesOutcomes

Touchstone Blended Learning is an integrated solution for all

Touchstone Online – Core concepts1. Learning Outcomes – from classroom to

Cambridge LMS reporting

2. Activity sets; e-Learning that teaches (and tests)

3. Four content types: closed, open, test, game-based.

4. Media types: audio, Flash animation, video, media recording, images, PDF, Games

5. Cambridge LMS packed with Web 2.0 Tools: Voice Tools, Blog, Wiki, Chat, and Forum

INSTITUTIONINSTITUTIONIncreased retention More contact hours

Competitive advantage

CAMBRIDGECAMBRIDGELong term adoption

contract

TEACHERTEACHERFocus on classroom

interaction

MOTIVATED MOTIVATED STUDENTSTUDENTMeeting Meeting

OutcomesOutcomes

Benefits for:

The Ideal Touchstone Blended Learning Customer

• 1,000 + Ss per year• PLS, IEP, or other college special program

w/ central ordering• NO bookstores!!• Uses integrated skills textbooks• Embraces technology• Buying power: $ 41 (TS SB + online

WB) $52 (TS SB + online

SB+WB)

TS Blended Sales Model

Qualifying the customer

PilotSale

Ongoing support

Qualifying the customer

Customer queryCambridge initiated contact

Does the customer meet the specs? (Rep and MLB)

WebEx or in person demo

Pilot

Pilot Agreement: 2 weeks - term

Training for TsWebEx or on-site

Technology Assessment(MLB sets up via UK)

The SaleCurrent customer or New?

Account set-upContract

Training for all staff

Order to West NyackDedicated Rep(s)

WN0 prepares bundles

Nurturing the customerCurrent customer or New?

Account set-up +Contract

Rep + MLB checking in w/ customer Beginning, mid-term, end of term

Order to West NyackDedicated Rep(s)

WN0 prepares bundles

TBL Support

• Mary Louise Baez Product Champion US

• Andrea Saunderson Product Champion Canada

• Hugo Loyola Product Manager

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What’s next?? – continue prospecting!!

Thank you!

@hloyola