| What is the total number of employees at your office and nationally? How has this changed over the last 2 years? | |
|---|---|
| Scott Davis, Executive Vice President | Approximately 220; ~ 5-10% growth in the past two years |
| Carolyn Contois - Director, Strategic Alliances, Sony | 5 on our team - tens of thousands across One Sony |
| What are the total revenues for your office (substitute & indicate billings if this is the only available number): | |
| Scott Davis, Executive Vice President | Billings:$391 million |
| Carolyn Contois - Director, Strategic Alliances, Sony | approx 40 million (lower projections per Covid) |
| List your clients for the past 2 years (grouped by industry category, indicate past/current client). Cut and paste from another document if this helps. | |
| Scott Davis, Executive Vice President | Arden Theatre Arts & Entertainment Past Feld Entertainment, Inc. Arts & Entertainment Current Herschend Family Entertainment Arts & Entertainment Current New York Racing Association Arts & Entertainment Current Rush Street Gaming Arts & Entertainment Current Sight & Sound Theatres Arts & Entertainment Current The Barnes Foundation Arts & Entertainment Current The Franklin Institute Arts & Entertainment Current Acura Motor Co Automotive Current Calumet Automotive Past Ford Motor Company Automotive Current Icahn Enterprises Automotive Current Miller Transportation Group Automotive Current Connect America Business Services Current Philadelphia Convention & Visitors Bureau Business Services Current Pilot Freight Services Business Services Current Ricoh Business Services Past Avis Group Consumer Services Current Expert Link, Inc Consumer Services Past Lundy Law Consumer Services Current My Alarm Center Consumer Services Past PE Money Consumer Services Current Rosenbaum & Associates Consumer Services Past Toppers Spa Consumer Services Current Hess Corporation E-Commerce Current Community College Of Philadelphia Education Current Education Affiliates Education Current Kent State University Education Current La Salle University Education Past Peirce College Education Current Rosemont College Education Current Temple University Education Current Widener University Education Current Beneficial Bank Financial Current Berkshire Hathaway Financial Current Bryn Mawr Trust Financial Current Mutual of Omaha Financial Current PSECU Financial Current Regions Financial Financial Current Free Library of Philadelphia Government / Non-Profit Current CWOPA Government / Non-Profit Current Health Promotion Council of Southeastern PA, Inc Government / Non-Profit Past PA Coalition for Oral Health Government / Non-Profit Current Sunday Breakfast Rescue Mission Government / Non-Profit Current Air Medical Group Holdings Healthcare / Pharma Current AKRIMAX Pharmaceuticals Healthcare / Pharma Past Bluebird Bio Healthcare / Pharma Current Christiana Care Healthcare / Pharma Current Community Blood Center Healthcare / Pharma Current Covance Healthcare / Pharma Current Einstein Healthcare Network Healthcare / Pharma Current Ethos Health Communications Healthcare / Pharma Current Geisinger Health System Healthcare / Pharma Current Grand View Health Healthcare / Pharma Current Health Partners Healthcare / Pharma Current Inspira Medical Centers Healthcare / Pharma Current Jefferson Health Healthcare / Pharma Current Lancaster General Health Healthcare / Pharma Current Lehigh Valley Health Network Healthcare / Pharma Current Medicago Healthcare / Pharma Current Mennonite Home Communities Healthcare / Pharma Past Nemours Healthcare / Pharma Current Princeton HealthCare System Healthcare / Pharma Current Rothman Institute Orthopaedics Healthcare / Pharma Current RWJBarnabas Health Healthcare / Pharma Current Temple University Health System Healthcare / Pharma Current Tenet Health Healthcare / Pharma Current Tower Health Healthcare / Pharma Current Trinity Health Healthcare / Pharma Current UHS Healthcare / Pharma Current UPMC Healthcare / Pharma Current Arkema Inc. Manufacturing Current Streamlight, Inc. Manufacturing Current Beasley Broadcasting Group Media Past CBS Media Current Sinclair Broadcast Group Media Current Viacom Media Past Artsana Packaged Goods Current Beam Suntory Packaged Goods Current Bimbo Bakeries USA Packaged Goods Current Blue Diamond Growers Packaged Goods Current Cumberland Packing Corp. Packaged Goods Current Herr Foods Inc. Packaged Goods Past Hostess Brands Packaged Goods Current Kroger Packaged Goods Current Nice-Pak Products Packaged Goods Current Perrigo Packaged Goods Current Pylon Manufacturing Packaged Goods Current Schiller Grounds Care, Inc. Packaged Goods Past Scotties Facial Tissues Packaged Goods Current El Pollo Loco QSR/CDR Current Belk, Inc. Retail Current Boscov's Department Stores Retail Current Pet Retail Brands Retail Current Rita's Italian Ice Retail Current Royers Flowers and Gifts Retail Current Sheetz Retail Current The Mattress Factory Retail Current UPG Retail Current Wawa Retail Current Weis Markets Retail Past Keystone Sports & Entertainment Sports Past Philadelphia 76ers Sports Current ARRIS Technology Current Unisys Technology Current SEPTA Transportation Current Apple Leisure Group Travel & Tourism Current Discover Lancaster Travel & Tourism Current Elmwood Park Zoo Travel & Tourism Past National Constitution Center Travel & Tourism Past Philadelphia Zoo Travel & Tourism Current State of Delaware Travel & Tourism Current Visit Alexandria Travel & Tourism Current Wildwoods Travel & Tourism Past PA American Water Utilities Current Talen Energy Utilities Past UGI Utilities Current |
| Carolyn Contois - Director, Strategic Alliances, Sony | See category review Clients are across verticals Brands are mainly procurement vendors Net new prospecting is direct to brands and via agency relationships (mainly Sony's AORs IPG and OMD) Clients include: Amex, British Airways, Deloitte, Dell, J&J, Uber, Kia, Adobe etc. |
| Bullet point the services you offer your clients: | |
| Scott Davis, Executive Vice President | Offline media (broadcast, print, out of home - national & local) Digital media (search, social, display, video, programmatic, mobile, native) Sports Marketing services Direct response services SEO Site Analytics Business Intelligence services (media mix modeling, analytics, dashboard development, mapping solutions, etc.) Trafficking |
| Carolyn Contois - Director, Strategic Alliances, Sony | Consultation on entertainment strategies and facilitate partnership opportunities across One Sony Business Units (Pictures, Music, PlayStation, Electronics). Opportunities include co-marketing, media, experiential, development/content integration, innvoation/tech, loyalty |
| What percent of new revenue comes from the following sources: | |
| Scott Davis, Executive Vice President | 41-50% |
| Carolyn Contois - Director, Strategic Alliances, Sony | 11-20% |
| Expanding on your answer above, how has most new business come in? | |
| Scott Davis, Executive Vice President | The vast majority has been responses to RFI/RFPs we've received, followed by client referrals (or following a client from company A to company B). We do outbound outreach, but have had only limited success there. |
| Carolyn Contois - Director, Strategic Alliances, Sony | Via procurement relationships and pitching Alliances as a value-add offering |
| Have you done any outbound business development over the last 2 years? If so, please explain. | |
| Scott Davis, Executive Vice President | Yes, we have about 10 people each assigned a business category. They are responsible for identifying potential leads, and communicating with them. Typical communication involves a customized, creative mailing to introduce Harmelin (nicely produced); white papers, emails, phone calls, articles. Typically ~6 contacts per year per prospect (or at least we aspire to that - in actuality it is lower). |
| Carolyn Contois - Director, Strategic Alliances, Sony | Yes, we do a great deal of net-new prospecting. Much of this is cold outreach although we strive leverage relationships, network at conferences etc. |
| Do you use any project management / account management software to help manage your accounts and any production / billing? | |
| Scott Davis, Executive Vice President | Limited. We use SharePoint for file management. We use STRATA as our media buying and management system. We use Advantage as our billing and accounting system. We have homegrown a digital communications hub to improve communications between digital planners and buyers. But I would not say we have a formal project management software solution (like Basecamp) that we use effectively. |
| Carolyn Contois - Director, Strategic Alliances, Sony | We have begun using Salesforce |
| Do you use any CRM, marketing or project management software for any of your new business activities? | |
| Scott Davis, Executive Vice President | We use Insightly as our CRM system (newly onboarded in 2017). We had a homegrown system prior to that. We do not use a marketing or project management system for new business development. |
| Carolyn Contois - Director, Strategic Alliances, Sony | Winmo, ANA, Trade websites |
| How aligned and focused would you say your management team is as it relates to organic growth and new business? | |
| Scott Davis, Executive Vice President | Over the past number of years we have been heavily focused on new business, and less focused on organic growth from a top-down standpoint. We challenge each VP / team leader to retain and grow their accounts but have not given them the tools or training to really do so effectively (until now). Our efforts in new business have been far more formalized and significant. I critically assess that we often do our best, most strategic work for prospects, not our paying clients. |
| Carolyn Contois - Director, Strategic Alliances, Sony | Top town alignment to a One Sony vision but in reality Sony operates in silos. |
| How often do you submit a strategy/execution recommendation with no in-person presentation? | |
| Scott Davis, Executive Vice President | 25% |
| Carolyn Contois - Director, Strategic Alliances, Sony | 25% |
| What Research and Strategic resources are available to your account teams? For example, do you have Strategic/Account Planning or do you subscribe to any research services? | |
| Scott Davis, Executive Vice President | We subscribe to a large amount of media and consumer research studies and services - from Nielsen to MRI to ComScore and many more. We use ORC and WARC for category and client insights. We have census data available, can source information from vendors like Google and Facebook. |
| Carolyn Contois - Director, Strategic Alliances, Sony | We do not have strategic/account planning resource or much current access to data (we are working on a One Sony data stack that will change this). Our team must wear many hats and with varied degree of strategy experience. We are planners, account, project management, creative, media etc. |
| What do you see as the single biggest challenge for your teams as it relates to Organic Growth? | |
| Scott Davis, Executive Vice President | Our AEs do not like to "sell" to their clients - they like to service them. They do not like having money conversations, and often believe that the more of a client's media budget that Harmelin keeps, the less effective our media plan will be. When we roll out new services, our AEs are often afraid to bring them to their clients, because they either don't understand our offering (and don't want to feel stupid to their client) or don't believe in / trust our service offerings (and to be fair, sometimes when we roll out a new offering, it can be half-baked, not fully baked...) |
| Carolyn Contois - Director, Strategic Alliances, Sony | Brand partners hear about individual opportunities directly from Business Units Sony divisions still operate independently without strong collaboration Facilitating tactical opportunities prevents partnership growth |
| What do you see as the biggest opportunity for your teams as it relates to Organic Growth? | |
| Scott Davis, Executive Vice President | Our clients love us! They are loyal and trust Harmelin Media greatly. They see the value we have to offer. We should really have little resistance in adding additional services to many of our clients. We continue to expand our service offerings (within media and in tangential fields like SEO and analytics) to keep up with perceived client needs. There should be plenty of 'low hanging fruit' for us to attract. We just need the process and the know-how. |
| Carolyn Contois - Director, Strategic Alliances, Sony | To shift from being tactical facilitators to consultative partners driving higher-value, long-term, integrated partnerships |