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Automotive - An Industry Analysis Presented To Claritas Precision Marketing Conference By: Cynthia Reyes-Methvin, Rese

Automotive - An Industry Analysis Presented To Claritas Precision Marketing Conference By: Cynthia Reyes-Methvin, Research Analyst The Spokesman-Review Spokane, Washington May 17, 1999 The Spokesman-Review’s Vision The Spokane Market

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Automotive - An Industry Analysis Presented To Claritas Precision Marketing Conference By: Cynthia Reyes-Methvin, Rese

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  1. Automotive - An Industry Analysis • Presented To • Claritas Precision Marketing Conference • By: Cynthia Reyes-Methvin, Research Analyst • The Spokesman-Review • Spokane, Washington • May 17, 1999

  2. The Spokesman-Review’s Vision • The Spokane Market • The Spokesman-Review’s Advertising Departments Role as a TMSC • Our Purpose • Our Vision, Mission and Values • Our Customer Segments • Our Service Premise • Our Products and Services • View of Spokane, WA • Demographic Snapshot • Market Comparative Analysis • Automotive Industry Challenges • National and Local Levels • Case Study: Ford Dealership • Analysis • Forecast of Key Issues • Partnership with Claritas & The Spokesman-Review

  3. the preferred information source of news and advertising for the Inland Northwest. To inspire greater citizen involvement in solving community problems

  4. The Inland Northwest

  5. MONTANA SPOKANE COUNTY WASHINGTON IDAHO CANADA MONTANA IDAHO WASHINGTON Bonners Ferry Republic Kettle Falls LINCOLN PEND Colville Troy OREILLE BONNER Libby FERRY STEVENS Sandpoint Newport Priest River Chewelah Deer Park Grand Coulee Rathdrum Hayden Lake Wilbur Spokane Coeur d'Alene Davenport Liberty Lake LINCOLN KOOTENAI Cheney ( Wallace Soap Lake SPOKANE Odessa Ephrata BENEWAH Quincy Ritzville Moses Lake SHOSHONE ADAMS WHITMAN GRANT LATAH Colfax Pullman Moscow PMA Market Coverage MSA Market Coverage

  6. TOTAL POPULATION OF SPOKANE COUNTY 1980-2000

  7. $4,500,000 $4,000,000 $3,500,000 $3,000,000 $2,500,000 $2,000,000 $1,500,000 $1,000,000 $500,000 $0 1998 SPOKANE COUNTY RETAIL SALES ($000) $4,225,956 (000’s) $998,689 $595.930 $573,136 $516,563 $303,165 Total Retail Sales Auto General Furniture/ Furnishings/ Appliance Eat/Drink Food Merchandise Source: 1998 Sales & Marketing Management’s Survey of Buying Power

  8. our customer by helping them fulfill their marketing and promotional informational needs.

  9. To be the predominant “Total Marketing Services Company” in the Inland Northwest, providing advertising media, strategic marketing, campaign development and promotion planning to our external customers. To be the “COMPANY OF CHOICE” in regard to employment by top professionals in the communications industry who, once employed by us, become our internal customer.

  10. Three Customer Segments • Consumer Reader • Commercial Advertiser • Internal Customer

  11. We are part of a service industry

  12. We believe that our readers value media that can inform, amuse, inspire and provoke both thought and action. Our advertisers and their agents value a medium that provides them a fair return on promotion dollars invested, hassle-free processes and value beyond the core purchase. Our internal customers a meaningful and satisfying work, fair wage and benefit package, and continuous growth and learning.

  13. Newspapers Offers: • Small space scattered throughout the issue to attract the greatest number of different readers at once. • Continuity schedules that build reach over time. • Schedules that reinforce an advertiser’s key selling season. • Blockbuster spreads that command immediate attention. • Sunday magazines or freestanding inserts to compliment the regular newspaper buy. • Detailed, up-to-date information that enables consumers to make informed buying decisions. Source: NAA “Why Newspapers” 1999

  14. Our Resources Belden Associates Research & Consulting Services

  15. Demographic Snapshot • Population Approx.. 412,600 • Rank Among U.S. MSA’s 121 of 320 • Estimated Total Households 161,800 (Rank 119) • Median Adult Age 44 other markets 42* • MSA Median Household EBI $32,732 (Rank 169) • Washington State Median HH EBI $36,919 • U.S. Median HH EBI $34,618 • Education 55% attended College • Other Markets 51% attended College • Lower Median HH Income Other markets are 4% higher • Reasons why to lower HH income 37% Fewer women work full time; 44% other markets. • Slightly fewer white-collar workers 38% Spokane; 41% other • Slightly more retired 22% Spokane; 19% other • More Single-Family Dwellings 81% Spokane; 74% other • More Adults with Children • Under 18 at Home 43% Spokane; 39% other • *Other Belden Markets Source: Survey of Buying Power, S&MM, Belden Associates Spokane Market Study 1998.

  16. National • Predicted Decline in U.S. Auto Sales in 1999 • Car Sales Slowed to Recessionary Levels • Industry Consolidation Continues into 21st Century • Fewer Dealerships, Larger Volumes • Safety Equipment: A Key Market • Dealer Competition Increases • Internet No Longer a Love-Hate Relationship

  17. Local Spokane & Washington State Automotive Dealer Sales $999 million (123) Washington State Dealer Sales $12 billion (18) Source: Survey of Buying Power Online, S&MM.

  18. Local TAXABLE RETAIL SALES - AUTOMOTIVE SPOKANE COUNTY, WA Source: Department of Revenue, WA State

  19. Local Economic Factors for Decline • Slower Job Growth • Higher Unemployment • Slower Wage Growth • Slower Population Growth • Slower Retail Sales Growth • Y2K Effects

  20. Customer Requirements • Increase Profitability • New Marketing Opportunities • Increase Market Share • Target, Segmentation, Positioning • Marketing Strategy • Automotive Consumer Profile • Branding Campaign Development • Competitive Analysis

  21. 99009 99009 99009 99009 99009 99009 99009 99009 99009 99006 99006 99006 99006 99006 99006 99006 99006 99006 83801 83801 83801 83801 83801 83801 83801 83801 83801 83803 83803 83803 83803 83803 83803 83803 83803 83803 99003 99003 99003 99003 99003 99003 99003 99003 99003 0 5 10 99005 99005 99005 99005 99005 99005 99005 99005 99005 99021 99021 99021 99021 99021 99021 83858 83858 83858 99021 99021 99021 83858 83858 83858 83858 83858 83858 99251 99251 99251 99251 99251 99251 99251 99251 99251 Miles 99258 99258 99258 99258 99258 99258 99258 99258 99258 99208 99208 99208 99208 99208 99208 99208 99208 99208 99025 99025 99025 83835 83835 83835 99025 99025 99025 83835 83835 83835 99025 99025 99025 83835 83835 83835 99217 99217 99217 99217 99217 99217 99217 99217 99217 99218 99218 99218 99218 99218 99218 99218 99218 99218 83854 83854 83854 99201 99201 99201 83854 83854 83854 99201 99201 99201 83815 83815 83815 83854 83854 83854 99201 99201 99201 83815 83815 83815 83815 83815 83815 99224 99224 99224 99224 99224 99224 99224 99224 99224 99027 99027 99027 99027 99027 99027 99027 99027 99027 99205 99205 99205 99205 99205 99205 99205 99205 99205 99216 99216 99216 99207 99207 99207 99216 99216 99216 99207 99207 99207 99216 99216 99216 99207 99207 99207 83814 83814 83814 99212 99212 99212 83814 83814 83814 99212 99212 99212 83814 83814 83814 99212 99212 99212 99204 99204 99204 99204 99204 99204 99204 99204 99204 99202 99202 99202 99202 99202 99202 99202 99202 99202 83816 83816 83816 83816 83816 83816 83816 83816 83816 99001 99001 99001 99001 99001 99001 99037 99037 99037 99001 99001 99001 99037 99037 99037 99037 99037 99037 99203 99203 99203 99203 99203 99203 99203 99203 99203 99019 99019 99019 99011 99011 99011 99019 99019 99019 99011 99011 99011 99019 99019 99019 99011 99011 99011 99206 99206 99206 99206 99206 99206 99016 99016 99016 99206 99206 99206 99016 99016 99016 99016 99016 99016 99022 99022 99022 99022 99022 99022 99022 99022 99022 99223 99223 99223 99223 99223 99223 99223 99223 99223 99014 99014 99014 99014 99014 99014 99014 99014 99014 99020 99020 99020 99020 99020 99020 Wendle Locations 99020 99020 99020 99023 99023 99023 99023 99023 99023 99023 99023 99023 99036 99036 99036 99036 99036 99036 99036 99036 99036 83810 83810 83810 83810 83810 83810 83810 83810 83810 Competitors Locations 83833 83833 83833 83833 83833 83833 83833 83833 83833 Zip Code Boundaries 83842 83842 83842 83842 83842 83842 83842 83842 83842 83876 83876 83876 83876 83876 83876 83876 83876 83876 99030 99030 99030 99030 99030 99030 99030 99030 99030 Water Boundaries 99012 99012 99012 99012 99012 99012 99012 99012 99012 99031 99031 99031 99031 99031 99031 99031 99031 99031 99004 99004 99004 99004 99004 99004 99004 99004 99004 99039 99039 99039 99039 99039 99039 99039 99039 99039 99018 99018 99018 99018 99018 99018 99018 99018 99018 Dealership Locations

  22. Ford Customers New Ford Truck Buyers New Ford SUV Buyers New Ford Car Buyers New Ford Van Buyers Used Car & Truck Buyers

  23. New Empty Nests-19 Greenbelt Families-17 Boomers & Babies-20 Mobility Blues-25 Big Sky Families-41 Kids & Cul-de- Greenbelt Families-17 Sacs-05 Gray Collars-26 Military Quarters-40 Shotguns & Pickups-44 Pools & Patios-04 Gray Collars-26 Ford New Truck Profile Lifestyles of Top Ford New Truck Owners Online Product Info Last Mo. Smoke Non Filter Cigarettes Go to Ice Hockey Games Eat at Domino’s Pizza Coupons for Tobacco 4+Overnight Camp Trips Demographics of Ford New Truck Owners: From Affluent ($52,600) to Lower Middle ($29,300) Income, College Graduates to High School Education, Suburban to Rural, Professionals to Farmers, Couples & Families, Age Range from 25-64 emphasis in the 35-54 Age Group. The following Prizm Clusters make-up the Top Ford New Truck Profile Group (Top Indices from 325 to 167) • Boomers & Babies: Young White-Collar Suburban Families - Upper Middle Income, 25-54 years, College Educated, Professional (325) • Mobility Blues: Young Families, Middle Income, Under 24 years, 25-34 years, HS/Some College, Blue Collar/Service (Index 291) Kids & Cul-de-Sacs: Upscale Suburban Families - Affluent, Family, 35-54 years, College Educated, Executive/White Collar (Index 254) • Greenbelt Families: Young, Middle-Class Town Families - Upper Middle, Family, 25-54 years, HS/College, White Collar (Index 238) • New Empty Nesters: Upscale Suburban - Upper Middle Income, Couples, 35-64 years, College Educated, Professional (Index 238) • Big Sky Families: Midscale Couples, Kids & Farmland - Upper Middle Income, 35-54 years, HS/Some College, Blue Collar/Farm (Index 222) • Gray Collars: Aging Couple in Inner Suburbs - Middle Income Couples, Over Age 55, High School Education, Blue Collar/Service (Index 205) • Military Quarters: GI’s & Surrounding Off-Base Families - Lower Middle Income, Age 25-54, Service/White Collar, Some College (Index 187) • Shotguns & Pickups: Rural Blue-Collar Workers & Families - Middle Income, Family, 35-64 years, High School, Blue Collar (Index 182) • Pools & Patios: Established Empty Nesters - Affluent, Couples, Age 55-64 years, College, Professional (Index 167) Media Habits of Top Ford New Truck Buyers Product Usage by Top Ford New Truck Buyers f/X: Net Audience Fitness Magazine Bght Bridgestone Tires LYr Bght Mattress <$250 LYr Home Shopping Network MTV Bght Tires at Autoparstore Used Credit Union Car Loan Motorcycle Magazine Classic Rock Bght Bedroom Furn $250+ LYr Domestic/Imported Beer Heavy Users Actual-Potential Grid for New Ford Truck Customers INVEST & DOMINATE Areas by ZIP Code MPI (Potential) 200 83815 99036 99208 99003 99037 99212 83814 99023 99005 99201 99216 83842 99202 99019 99203 99217 99011 99204 Invest Dominate 99021 99205 99218 99020 99251 99022 99206 99223 95 105 99025 99207 99224 AI (Actual) 0 200 Neutral Innovate Maintain Innovate Maintain 0 Source: 1998 Claritas, Inc..

  24. Blue Blood Estates-01 Boomers & Babies-20 Mobility Blues-25 New Empty Nests-19 Kids & Cul-de-Sacs-05 Young Influentials-18 Executive Suites-03 Winner's Circle-02 Greenbelt Families-17 Pools & Patios-04 Greenbelt Families-17 Ford New SUV Profile Lifestyles of Top Ford New SUV Owners Used CompuServe Last Mo. Add Bathroom Remodel Bedroom Go Downhill Skiing Own Timeshare Residence Play Tennis on Vacation Demographics of Ford New SUV Owners: From Elite ($94,500) to Middle Income Level ($28,000+), College Graduates, Suburban Families & Couples, Professionals to Blue Collar Occupations, Primary Age Group from 35-54. The following Prizm Clusters make-up the Top Ford New SUV Profile Group (Top Indices from 713 to 255) • Blue Blood Estates: Elite Super-Rich Families-Elite, Family - 35-54 years, College Graduates, Professional (Index 713) • Boomers & Babies: Young White-Collar Suburban Families - Upper Middle Income, 25-54 years, College Educated, Professional (Index 455) • Mobility Blues: Young Blue-Collar/Service Families -Middle Income, Families/Couples, <35 years, HS/Some College, BC/Service (Index 455) • New Empty Nesters: Upscale Suburban Fringe Couples-Upper Middle Income, 35-64 years, College Graduates, Professional (Index 416) • Kids & Cul-de-Sacs: Upscale Suburban Families-Affluent, Family, 35-54 years, College Educated, Executive/White Collar (Index 408) • Young Influentials: Upwardly Mobile Singles & Couples-Upper Middle, <24 & 25-34 years, College Graduates, Professional (Index 386) • Pools & Patio’s: Established Empty Nesters - Affluent, Couples, Age 55-64 years, College, Professional (Index 380) • Greenbelt Families: Young, Middle-Class Town Families - Upper Middle, Family, 25-54 years, HS/College, White Collar (Index 328) • Executive Suites: Upscale White-Collar Couples - Affluent, 25-54 years, College Graduates, Professional (Index 281) • Winner’s Circle: Executive Suburban Families - Wealthy, 35-54 years, College Graduates, Professional (Index 255) Media Habits of Top Ford New SUV Buyers Product Usage by Top Ford New SUV Buyers Home Shopping Network Motorcycle Magazines Bght Bridgestone Tires LYr Bght Elec Air Cleanr Last Yr.. f/X:Net Audience Classic Rock Bght Bedroom Furn $250+ Bght 35mm Camera Last Yr.. Baby Magazines Learning Channel $250+ Sport Jacket Lst Yr.. Bght Sears Tires Last Yr... Actual-Potential Grid for New Ford SUV Customers INVEST & DOMINATE Areas by ZIP Code MPI (Potential) 200 83815 99205 83814 99207 99005 99206 83816 99212 99019 99208 99020 99216 99021 99217 99023 99251 Invest Dominate 99037 99218 99201 99026 99203 99223 99202 95 105 99204 99224 AI (Actual) 0 200 Neutral Innovate Maintain Innovate Maintain 0 Source: 1998 Claritas, Inc.

  25. New Empty Nests-19 Boomers & Babies-20 Mobility Blues-25 Executive Suites-03 Winner's Circle-02 Kids & Cul-de- Sacs-05 Greenbelt Families-17 Country Squires-14 Gray Collars-26 Family Scrabble-50 Greenbelt Families-17 Gray Collars-26 Ford New Car Profile Lifestyles of Top Ford New Car Owners Online Product Info Last Mo. Smoke Non Filter Cigarettes Go to Ice Hockey Games Stay at Motel 6 on Vacation Collect Stamps Buy New Wave Music Demographics of Ford New Car Owners: From Upper Middle ($52,600) to Lower Middle ($17,800) Income, College Graduates to Less than High School Education, Suburban to Second City, Professionals to Blue Collar, Families/Couples, Primary Age Range from 25-54 The following Prizm Clusters make-up the Top New Ford Car Profile Group (Top Indices from 318 to 194) • Boomers & Babies: Young White-Collar Suburban Families, Upper Middle Income, 25-54 years, College Educated, Professional (Index 318) • Mobility Blues: Young Families, Middle Income, Under 24 years, 25-34 years, HS/Some College, Blue Collar/Service (Index 300) • Executive Suites: Upscale White-Collar Couples - Affluent, Couples, Age 25-54, College Educated, Executive/White Collar (Index 262) • Kids & Cul-de-Sacs: Upscale Suburban Families - Affluent, Family, 35-54 years, College Educated, Executive/White Collar (Index 242) • New Empty Nesters: Upscale Suburban - Upper Middle Income,Couples, 35-64 years, College Educated, Professional (Index 240) • Winner’s Circle: Executive Suburban Families - Wealthy, Family, Age 35-64, College Educated, Executive (Index 238) • Gray Collars: Aging Couple in Inner Suburbs, Middle Income Couples, Over Age 55, High School Education, Blue Collar/Service (Index 236) • Family Scramble: Low-Income Hispanic Families - Poor Families, Under Age 35, Less than High School Education, BC/Service (Index 217) • Country Squires: Elite Exurban Families - Wealthy, Family/Couple, Predominant Age 35-64, College Educated, Executive (Index 213) • Greenbelt Families: Young, Middle-Class Town Families - Upper Middle, Family, 25-54 years, HS/College, White Collar (Index 194) Media Habits of Top New Ford Car Buyers Product Usage by Top New Ford Car Buyers Motorcycle Magazine Classic Rock Bght Tires at Autoparstore Bght Mattress <$250 LYr f/X:Net Audience Fitness Magazine Bght Bridgestone Tires LYr Bght Elec Air Cleanr LYr Home Shopping Network MTV Bght Bedroom Furn $250+ LYr Domestic/Imported Beer Heavy Users Actual-Potential Grid for New Ford Truck Customers INVEST & DOMINATE Areas by ZIP Code MPI (Potential) 200 83815 99202 99216 99005 99203 99217 83814 99023 99020 99205 99218 83842 99204 99021 99206 99223 99011 99251 Invest Dominate 99027 99207 99224 99019 99037 99208 95 105 99201 99212 AI (Actual) 0 200 Neutral Innovate Maintain Innovate Maintain 0 Source: 1998 Claritas, Inc.

  26. 99148 99148 99148 99148 99148 99148 99148 99148 99148 99181 99181 99181 99156 99156 99156 99181 99181 99181 99156 99156 99156 99181 99181 99181 83813 83813 83813 99156 99156 99156 83813 83813 83813 83813 83813 83813 83856 83856 83856 83856 83856 83856 83856 83856 83856 83811 83811 83811 83811 83811 83811 83811 83811 83811 83809 83809 83809 83809 83809 83809 83809 83809 83809 83804 83804 83804 99009 99009 99009 83804 83804 83804 99009 99009 99009 83804 83804 83804 99009 99009 99009 99173 99173 99173 99173 99173 99173 99173 99173 99173 83869 83869 83869 83869 83869 83869 83869 83869 83869 99110 99110 99110 99110 99110 99110 99110 99110 99110 99006 99006 99006 99006 99006 99006 99006 99006 99006 83803 83803 83803 83803 83803 83803 83803 83803 83803 83801 83801 83801 83801 83801 83801 99003 99003 99003 83801 83801 83801 99003 99003 99003 99003 99003 99003 99013 99013 99013 99013 99013 99013 99013 99013 99013 99034 99034 99034 99034 99034 99034 99034 99034 99034 99040 99040 99040 99040 99040 99040 99040 99040 99040 99021 99021 99021 99021 99021 99021 99021 99021 99021 83858 83858 83858 83858 83858 83858 99005 99005 99005 83858 83858 83858 99005 99005 99005 99005 99005 99005 99026 99026 99026 99026 99026 99026 99026 99026 99026 83837 83837 83837 99208 99208 99208 83837 83837 83837 99208 99208 99208 99251 99251 99251 83837 83837 83837 99208 99208 99208 99251 99251 99251 99251 99251 99251 99258 99258 99258 99258 99258 99258 99025 99025 99025 99258 99258 99258 99025 99025 99025 83835 83835 83835 99025 99025 99025 83835 83835 83835 99218 99218 99218 83835 83835 83835 99218 99218 99218 99218 99218 99218 Legend 99201 99201 99201 99201 99201 99201 99201 99201 99201 99029 99029 99029 99217 99217 99217 99029 99029 99029 99217 99217 99217 99029 99029 99029 99217 99217 99217 99027 99027 99027 83854 83854 83854 83815 83815 83815 99027 99027 99027 83854 83854 83854 83815 83815 83815 99027 99027 99027 83854 83854 83854 83815 83815 83815 99224 99224 99224 99224 99224 99224 99207 99207 99207 99224 99224 99224 99207 99207 99207 99207 99207 99207 99205 99205 99205 99205 99205 99205 99205 99205 99205 99216 99216 99216 99216 99216 99216 99216 99216 99216 83814 83814 83814 99212 99212 99212 83814 83814 83814 99212 99212 99212 83814 83814 83814 99212 99212 99212 99019 99019 99019 99019 99019 99019 99019 99019 99019 99122 99122 99122 99122 99122 99122 99001 99001 99001 99122 99122 99122 99001 99001 99001 99037 99037 99037 99001 99001 99001 99037 99037 99037 99037 99037 99037 99203 99203 99203 99203 99203 99203 99203 99203 99203 99204 99204 99204 99204 99204 99204 99204 99204 99204 99011 99011 99011 99011 99011 99011 99011 99011 99011 99206 99206 99206 99206 99206 99206 99016 99016 99016 99206 99206 99206 99022 99022 99022 99016 99016 99016 99016 99016 99016 99022 99022 99022 99022 99022 99022 83816 83816 83816 83816 83816 83816 83816 83816 83816 99223 99223 99223 99223 99223 99223 99223 99223 99223 83839 83839 83839 83839 83839 83839 83839 83839 83839 99008 99008 99008 99008 99008 99008 99008 99008 99008 99023 99023 99023 99023 99023 99023 99036 99036 99036 99023 99023 99023 99036 99036 99036 99036 99036 99036 83810 83810 83810 83810 83810 83810 83850 83850 83850 83810 83810 83810 83850 83850 83850 83850 83850 83850 83833 83833 83833 83833 83833 83833 83833 83833 83833 99020 99020 99020 99020 99020 99020 99020 99020 99020 99014 99014 99014 99014 99014 99014 99014 99014 99014 99030 99030 99030 99030 99030 99030 99030 99030 99030 83842 83842 83842 83842 83842 83842 83876 83876 83876 83842 83842 83842 83876 83876 83876 83876 83876 83876 Zip Code Boundaries 99031 99031 99031 99031 99031 99031 99031 99031 99031 99012 99012 99012 99012 99012 99012 99012 99012 99012 99004 99004 99004 99004 99004 99004 99004 99004 99004 Actual-Potential 83873 83873 83873 83873 83873 83873 99039 99039 99039 83873 83873 83873 99039 99039 99039 99039 99039 99039 83851 83851 83851 83851 83851 83851 99032 99032 99032 83851 83851 83851 99032 99032 99032 99032 99032 99032 99018 99018 99018 83861 83861 83861 99018 99018 99018 83861 83861 83861 Dominate 99018 99018 99018 83861 83861 83861 99202 99202 99202 99202 99202 99202 99202 99202 99202 Invest 83808 83808 83808 0 10 20 83808 83808 83808 83808 83808 83808 Maintain 99017 99017 99017 99017 99017 99017 99149 99149 99149 99017 99017 99017 99149 99149 99149 99033 99033 99033 99149 99149 99149 99033 99033 99033 99033 99033 99033 Innovate Miles Actual-Potential Ford New Trucks

  27. 99148 99148 99148 99148 99148 99148 99148 99148 99148 99181 99181 99181 99156 99156 99156 99181 99181 99181 99156 99156 99156 99181 99181 99181 83813 83813 83813 99156 99156 99156 83813 83813 83813 83813 83813 83813 83856 83856 83856 83856 83856 83856 83856 83856 83856 83811 83811 83811 83811 83811 83811 83811 83811 83811 83809 83809 83809 83809 83809 83809 83809 83809 83809 83804 83804 83804 99009 99009 99009 83804 83804 83804 99009 99009 99009 83804 83804 83804 99009 99009 99009 99173 99173 99173 99173 99173 99173 99173 99173 99173 83869 83869 83869 83869 83869 83869 83869 83869 83869 99110 99110 99110 99110 99110 99110 99110 99110 99110 99006 99006 99006 99006 99006 99006 99006 99006 99006 83803 83803 83803 83803 83803 83803 83803 83803 83803 83801 83801 83801 83801 83801 83801 99003 99003 99003 83801 83801 83801 99003 99003 99003 99003 99003 99003 99013 99013 99013 99013 99013 99013 99013 99013 99013 99034 99034 99034 99034 99034 99034 99034 99034 99034 99040 99040 99040 99040 99040 99040 99040 99040 99040 99021 99021 99021 99021 99021 99021 99021 99021 99021 83858 83858 83858 83858 83858 83858 99005 99005 99005 83858 83858 83858 99005 99005 99005 99005 99005 99005 99026 99026 99026 99026 99026 99026 99026 99026 99026 Legend 83837 83837 83837 99208 99208 99208 83837 83837 83837 99208 99208 99208 99251 99251 99251 83837 83837 83837 99208 99208 99208 99251 99251 99251 99251 99251 99251 99258 99258 99258 99258 99258 99258 99025 99025 99025 99258 99258 99258 99025 99025 99025 83835 83835 83835 99025 99025 99025 83835 83835 83835 99218 99218 99218 83835 83835 83835 99218 99218 99218 99218 99218 99218 99201 99201 99201 99201 99201 99201 99201 99201 99201 99029 99029 99029 99217 99217 99217 99029 99029 99029 99217 99217 99217 99029 99029 99029 99217 99217 99217 99027 99027 99027 83854 83854 83854 83815 83815 83815 99027 99027 99027 83854 83854 83854 83815 83815 83815 99027 99027 99027 83854 83854 83854 83815 83815 83815 99224 99224 99224 99224 99224 99224 99207 99207 99207 99224 99224 99224 99207 99207 99207 99207 99207 99207 99205 99205 99205 99205 99205 99205 99205 99205 99205 99216 99216 99216 99216 99216 99216 99216 99216 99216 83814 83814 83814 99212 99212 99212 83814 83814 83814 99212 99212 99212 83814 83814 83814 99212 99212 99212 99019 99019 99019 99019 99019 99019 99019 99019 99019 99122 99122 99122 99122 99122 99122 99001 99001 99001 99122 99122 99122 99001 99001 99001 99037 99037 99037 99001 99001 99001 99037 99037 99037 99037 99037 99037 99203 99203 99203 99203 99203 99203 99203 99203 99203 99204 99204 99204 99204 99204 99204 99204 99204 99204 99011 99011 99011 99011 99011 99011 99011 99011 99011 99206 99206 99206 99206 99206 99206 99016 99016 99016 99206 99206 99206 99022 99022 99022 99016 99016 99016 99022 99022 99022 99016 99016 99016 99022 99022 99022 83816 83816 83816 83816 83816 83816 83816 83816 83816 99223 99223 99223 99223 99223 99223 99223 99223 99223 83839 83839 83839 83839 83839 83839 83839 83839 83839 99008 99008 99008 99008 99008 99008 99008 99008 99008 99023 99023 99023 99023 99023 99023 99036 99036 99036 99023 99023 99023 99036 99036 99036 99036 99036 99036 83810 83810 83810 83810 83810 83810 83850 83850 83850 83810 83810 83810 83850 83850 83850 83850 83850 83850 83833 83833 83833 83833 83833 83833 83833 83833 83833 99020 99020 99020 99020 99020 99020 99020 99020 99020 99014 99014 99014 99014 99014 99014 99014 99014 99014 99030 99030 99030 99030 99030 99030 99030 99030 99030 Zip Code Boundaries 83842 83842 83842 83842 83842 83842 83876 83876 83876 83842 83842 83842 83876 83876 83876 83876 83876 83876 99031 99031 99031 99031 99031 99031 99031 99031 99031 99012 99012 99012 99012 99012 99012 99012 99012 99012 Actual-Potential 99004 99004 99004 99004 99004 99004 99004 99004 99004 83873 83873 83873 99039 99039 99039 83873 83873 83873 99039 99039 99039 83873 83873 83873 99039 99039 99039 83851 83851 83851 Dominate 83851 83851 83851 99032 99032 99032 83851 83851 83851 99032 99032 99032 99032 99032 99032 99018 99018 99018 83861 83861 83861 99018 99018 99018 83861 83861 83861 99018 99018 99018 Invest 83861 83861 83861 99202 99202 99202 99202 99202 99202 99202 99202 99202 0 10 20 Maintain 83808 83808 83808 83808 83808 83808 83808 83808 83808 Innovate 99017 99017 99017 99017 99017 99017 99149 99149 99149 99017 99017 99017 99033 99033 99033 99149 99149 99149 99033 99033 99033 99149 99149 99149 99033 99033 99033 Miles Actual-Potential Ford New SUV’s

  28. 99148 99148 99148 99148 99148 99148 99148 99148 99148 99181 99181 99181 99156 99156 99156 99181 99181 99181 99156 99156 99156 99181 99181 99181 83813 83813 83813 99156 99156 99156 83813 83813 83813 83813 83813 83813 83856 83856 83856 83856 83856 83856 83856 83856 83856 83811 83811 83811 83811 83811 83811 83811 83811 83811 83809 83809 83809 83809 83809 83809 83809 83809 83809 83804 83804 83804 99009 99009 99009 83804 83804 83804 99009 99009 99009 83804 83804 83804 99009 99009 99009 99173 99173 99173 99173 99173 99173 99173 99173 99173 83869 83869 83869 83869 83869 83869 83869 83869 83869 99110 99110 99110 99110 99110 99110 99110 99110 99110 99006 99006 99006 99006 99006 99006 99006 99006 99006 83803 83803 83803 83803 83803 83803 83803 83803 83803 83801 83801 83801 83801 83801 83801 99003 99003 99003 83801 83801 83801 99003 99003 99003 99003 99003 99003 99013 99013 99013 99013 99013 99013 99013 99013 99013 99034 99034 99034 99034 99034 99034 99034 99034 99034 99040 99040 99040 99040 99040 99040 99040 99040 99040 99021 99021 99021 99021 99021 99021 99021 99021 99021 83858 83858 83858 83858 83858 83858 99005 99005 99005 83858 83858 83858 99005 99005 99005 99005 99005 99005 99026 99026 99026 99026 99026 99026 99026 99026 99026 Legend 83837 83837 83837 99208 99208 99208 83837 83837 83837 99208 99208 99208 99251 99251 99251 83837 83837 83837 99208 99208 99208 99251 99251 99251 99251 99251 99251 99258 99258 99258 99258 99258 99258 99025 99025 99025 99258 99258 99258 99025 99025 99025 83835 83835 83835 99025 99025 99025 83835 83835 83835 99218 99218 99218 83835 83835 83835 99218 99218 99218 99218 99218 99218 99201 99201 99201 99201 99201 99201 99201 99201 99201 99029 99029 99029 99217 99217 99217 99029 99029 99029 99217 99217 99217 99029 99029 99029 99217 99217 99217 99027 99027 99027 83854 83854 83854 83815 83815 83815 99027 99027 99027 83854 83854 83854 83815 83815 83815 99027 99027 99027 83854 83854 83854 83815 83815 83815 99224 99224 99224 99224 99224 99224 99207 99207 99207 99224 99224 99224 99207 99207 99207 99207 99207 99207 99205 99205 99205 99205 99205 99205 99205 99205 99205 99216 99216 99216 99216 99216 99216 99216 99216 99216 83814 83814 83814 99212 99212 99212 83814 83814 83814 99212 99212 99212 83814 83814 83814 99212 99212 99212 99019 99019 99019 99019 99019 99019 99019 99019 99019 99122 99122 99122 99122 99122 99122 99001 99001 99001 99122 99122 99122 99001 99001 99001 99037 99037 99037 99001 99001 99001 99037 99037 99037 99037 99037 99037 99203 99203 99203 99203 99203 99203 99203 99203 99203 99204 99204 99204 99204 99204 99204 99204 99204 99204 99011 99011 99011 99011 99011 99011 99011 99011 99011 99206 99206 99206 99206 99206 99206 99016 99016 99016 99206 99206 99206 99022 99022 99022 99016 99016 99016 99022 99022 99022 99016 99016 99016 99022 99022 99022 83816 83816 83816 83816 83816 83816 83816 83816 83816 99223 99223 99223 99223 99223 99223 99223 99223 99223 83839 83839 83839 83839 83839 83839 83839 83839 83839 99008 99008 99008 99008 99008 99008 99008 99008 99008 99023 99023 99023 99023 99023 99023 99036 99036 99036 99023 99023 99023 99036 99036 99036 99036 99036 99036 83810 83810 83810 83810 83810 83810 83850 83850 83850 83810 83810 83810 83850 83850 83850 83850 83850 83850 83833 83833 83833 83833 83833 83833 83833 83833 83833 99020 99020 99020 99020 99020 99020 99020 99020 99020 99014 99014 99014 99014 99014 99014 99014 99014 99014 99030 99030 99030 99030 99030 99030 99030 99030 99030 Zip Code Boundaries 83842 83842 83842 83842 83842 83842 83876 83876 83876 83842 83842 83842 83876 83876 83876 83876 83876 83876 99031 99031 99031 99031 99031 99031 99031 99031 99031 99012 99012 99012 99012 99012 99012 99012 99012 99012 Actual-Potential 99004 99004 99004 99004 99004 99004 99004 99004 99004 83873 83873 83873 99039 99039 99039 83873 83873 83873 99039 99039 99039 83873 83873 83873 99039 99039 99039 83851 83851 83851 Dominate 83851 83851 83851 99032 99032 99032 83851 83851 83851 99032 99032 99032 99032 99032 99032 99018 99018 99018 83861 83861 83861 99018 99018 99018 83861 83861 83861 99018 99018 99018 Invest 83861 83861 83861 99202 99202 99202 99202 99202 99202 99202 99202 99202 0 10 20 Maintain 83808 83808 83808 83808 83808 83808 83808 83808 83808 Innovate 99017 99017 99017 99017 99017 99017 99149 99149 99149 99017 99017 99017 99033 99033 99033 99149 99149 99149 99033 99033 99033 99149 99149 99149 99033 99033 99033 Miles Actual-Potential Ford New Cars

  29. The Automotive Industry is Changing Rapidly!

  30. Market Identified & Measured • Large Profitable Segments • Reachable Market • Segment Responsiveness • Stable Segments

  31. Our Recommendation

  32. the preferred source of news and advertising for the Inland Northwest. To inspire greater citizen involvement in solving community problems Our Philosophy our customer by helping them fulfill their marketing and promotional informational needs.

  33. Sales & Marketing Management, Survey of Buying Power Belden Associates 1998 Market Study Department of Revenue, WA State Spokane at the New Millennium, Shaun Higgins Spokane Journal of Business Automotive News Monthly Investment Review, Industry Surveys, Dec. 1998 Auto & Auto Parts Industry Survey, December 24, 1998 U.S. Motor Vehicle Market Quick Facts Cross-Sell Claritas, Inc. The Spokesman-Review S- R Research Team, Cynthia Reyes-Methvin & Jodi Nordby

  34. Thank You The End

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