solution selling promotions - even in crisis...#secondstreetlab @secondstreet the opportunity with...
TRANSCRIPT
![Page 1: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/1.jpg)
Solution Selling Promotions - Even In Crisis
![Page 2: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/2.jpg)
Ruth PresslaffEnterprise Sales
Welcome!
Liz HuffDirector of Affiliate Success
![Page 3: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/3.jpg)
Why Promotions?
![Page 4: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/4.jpg)
#secondstreetlab @secondstreet
The Opportunity with Promotions
Billions
2012 2014 2016 2018 2020 2022
Local Advertising Local Promotions/Marketing
Credit: Borrell
2006 2008 2010
$299
$250
$122
$266
$226$200
$184
$115$130$134
$122$122$120$84 $87 $97 $106 $129
2x 2.5x
![Page 5: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/5.jpg)
Promotions may also help incentivize customers who may be reluctant to patronize your business.
U.S. Small Business Administration
![Page 6: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/6.jpg)
A Tale of Three Businesses...
Frozen and unwilling to consider ANY new
investment
Know investment is good, but paralyzed in their decision making
Sees this as opportunity to build new business.
Ready to invest!
![Page 7: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/7.jpg)
Anything that is not trackable and ROI centric is going to get hit. The further you get away from the ability to track results, you are going to have more people pull back from [it] more quickly.
Former AOL CEOTim Armstrong
![Page 8: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/8.jpg)
Promotions Overview
![Page 9: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/9.jpg)
Custom Advertiser Sweepstakes
![Page 10: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/10.jpg)
Photo Contest
![Page 11: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/11.jpg)
Video Contest
![Page 12: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/12.jpg)
Codeword Sweepstakes
![Page 13: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/13.jpg)
Poll
![Page 14: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/14.jpg)
Survey
![Page 15: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/15.jpg)
Quiz
![Page 16: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/16.jpg)
Ballot
![Page 17: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/17.jpg)
Bracket
![Page 18: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/18.jpg)
What Advertisers Want Now
![Page 19: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/19.jpg)
In the last 15 days...
Advertisers Want...
To be promoted
Ideas
Advice
To stay relevant
Opportunity to be
on-air/in print/online
Leads
Credit: Borrell
![Page 20: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/20.jpg)
Seeking a media company
that integrates the various
forms of advertising
without buying individual
pieces one at a time.
They WantA PACKAGE
Source: Comment from Borrell’s 2019 Local Advertiser Survey
![Page 21: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/21.jpg)
Credit: Borrell
Used Digital & Traditional Media Together
74%
Used Traditional Methods Only
22%
Used Other Methods
1%
Used Digital Methods Only
3%
![Page 22: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/22.jpg)
Know the industry, have the
data... Be creative and
proactive. Know the market
for our industry... Knowledge
is key.
They Want Reps To
BE PREPARED
Source: Comment from Borrell’s 2019 Local Advertiser Survey
![Page 23: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/23.jpg)
Advertisers to Target Right Now
![Page 24: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/24.jpg)
![Page 25: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/25.jpg)
What to Focus on Right Now
![Page 26: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/26.jpg)
You know your advertisers need you
![Page 27: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/27.jpg)
Having conversations is KEY
![Page 28: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/28.jpg)
Make sure you are giving them the right ideas and solutions, at the right time
![Page 29: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/29.jpg)
Customize your registration form● Be sure that your custom promotions:
○ Drive the measurable outcomes they are looking for
■ Ask the right lead-gen questions
■ Include an opt-in
■ Incentivize sharing
![Page 30: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/30.jpg)
Bundle Package ● Be sure that your custom promotions:
○ Are part of a bundled campaign with elements of
your media company needed to drive success■ Core■ Email■ Online■ Social■ Promotion
![Page 31: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/31.jpg)
The Right Prize● Be sure that your custom promotions:
○ Have the appropriate prize to drive the right audience
![Page 32: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/32.jpg)
Price Appropriately● Be sure that your custom
promotions:○ Priced appropriately
![Page 33: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/33.jpg)
Case Studies
![Page 34: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/34.jpg)
Nurses Who RockWCSX-FM | Detroit, MI
● Showcase and celebrate nurses during
this pandemic
● One participant won a $150 Family
Feast from a sponsoring local pizza
restaurant for their nominated nurse
![Page 35: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/35.jpg)
Raise the RoofKNDE-FM | College Station, TX
● 272 entries
● 253 homeowners
● 44 wanted
consultation
![Page 36: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/36.jpg)
Take A Walk Photo GalleryWGN-TV | Chicago, IL
● Great exposure and community
engagement for Law Firm that
sponsored the gallery
![Page 37: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/37.jpg)
Hero of the WeekOrlando Sentinel | Orlando, FL
● Honoring those who are helping out
during crisis
● Sponsored by Window Company -
filling their pipeline for later
![Page 38: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/38.jpg)
Big Splash Gas Card GiveawayKETK-TV | Tyler, TX
● Sponsored by Pool Company - filling
their pipeline and getting service from
people who are investing in their
homes/yards
● $1,500 per month for station
![Page 39: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/39.jpg)
Restaurant Sponsored PromotionsErie Times-News, Zimmer Radio, West Kentucky Star, & St. Louis Magazine
#secondstreetlab @secondstreet
![Page 40: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/40.jpg)
Coronavirus QuizHerald Mail | Hagerstown, MD
● Sponsored Hagerstown Kia and
Hagerstown Honda
● Shifted dollars from college basketball
to this quiz
● $3,000 revenue
![Page 41: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/41.jpg)
Win a Florida Vacation & Staycation SweepsNew York Daily News & Indy’s Child
#secondstreetlab @secondstreet
![Page 42: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/42.jpg)
Wildlife Safari Enter to WinKEZI-TV | Eugene, OR
● Wildlife Safari: Families can remain in
their vehicle and drive through park
filled with all kinds of animals
● Prize: 4 tickets to the park plus a 4
person daily encounter of your choice
![Page 43: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/43.jpg)
Home But NOT Alone! Photo Contest Paducah Sun | Paducah, KY
● Sponsored by Portable Buildings
● People are investing in home storage
and organization right now
![Page 44: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/44.jpg)
Don’t Forget
![Page 45: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/45.jpg)
When talking to advertisers....
● Target the right advertisers
● Be empathetic
● Understand their immediate needs
● Communicate how you can help
● Bring solutions
![Page 46: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/46.jpg)
Resources
![Page 47: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/47.jpg)
lab.secondstreet.com
Second Street Lab
![Page 48: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/48.jpg)
lab.secondstreet.com9 am - 5 pm CT, Monday through Friday
Chat NOW with Success!
![Page 49: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/49.jpg)
The Radio Playbook
secondstreet.com/radio
![Page 50: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/50.jpg)
Turnkey List
secondstreet.com/turnkeys
![Page 51: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/51.jpg)
Seller’s Guide
secondstreet.com/sellers-guide
![Page 52: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/52.jpg)
Sales One-Sheets for Top Advertisers
secondstreet.com/sales-one-sheets
![Page 53: Solution Selling Promotions - Even In Crisis...#secondstreetlab @secondstreet The Opportunity with Promotions Billions 2012 2014 2016 2018 2020 2022 Local Adver tising Local Promotions/Marketing](https://reader034.vdocuments.us/reader034/viewer/2022042310/5ed85bb3ccc74c106c24c0b2/html5/thumbnails/53.jpg)
Ruth PresslaffEnterprise Sales
Thank You!
Liz HuffDirector of Affiliate Success