Loading...
HomeMy WebLinkAboutContracts & Agreements_15-95_CCv0001.pdf FIRST AMENDMENT TO MARKETING PROGRAM AGREEMENT This FIRST AMENDMENT TO MARKETING PROGRAM AGREEMENT (Amendment") is made and entered into this 11th .. -_ day of May 1995, by and between the Inland Empire Economic Partnership, a non-profit mutual benefit corporation (hereinafter referred to as 11IEEP11 ) and City of Redlands, (hereinafter referred to as "SPONSOR" ) , who are collectively referred to herein as the "Parties. " RECITALS WHEREAS, SPONSOR and I EP entered into a Marketing Program Agreement dated _�_)i ? , 1995 (the "Agreement" ) ; and WHEREAS, the Parties now desire to amend the Agreement to extend the term thereof and to include certain performance goals, all as set forth herein; NOW THEREFORE, in consideration of the mutual covenants and promises contained herein and other good and valuable consideration, the receipt and sufficiency of which are hereby acknowledged, LEEP and SPONSOR agree as follows : 1 . Effect of Amendment; Definitions . This Amendment shall be construed as an amendment to the Agreement to the extent and in accordance with the subject matter stated herein. For purposes of this Amendment, capitalized terms used herein shall be given the same meaning ascribed to such terms in the Agreement . 2 . Section 1 . 1 : Inland Empire Marketing Program. Section 1 . 1 is 'hereby amended to include a new Subsection reading as follows: G. IEMP Performance Measures . IEEP shall monitor and report the results of the IEMP in accordance with the standards set forth on Exhibit "B" attached hereto and incorporated herein by this reference . " The text of such Exhibit "B" is set forth on Exhibit "All to this Amendment, which is incorporated herein by this reference. 3 . Section 1 . 2 : Term of Agreement . Section 1 .2 of the Agreement is hereby amended to read in its entirety as follows : "Subject to the terms and conditions set forth in this Agreement, the term of this Agreement shall commence on March 1, 1995, and shall continue thereafter through and including February 29, 1996 . From and after February 29, 1996 , this Agreement shall terminate and the parties hereto shall have no further debt or obligation hereunder. " IN WITNESS WHEREOF, the parties hereto have caused this Amendment to be executed on the day and year first above written. INLAND EIRE E ONOM C PARTNERSHIP: By: MP BRIAN COLLINK, President ATTEST;: CITY OF YEDL Ds: By: , ` is Clerk Its : tyta�rc�r APPROVED AS TO FORM: By. nla Counsel 2 Exhibit "A" INLAND EMPIRE MARKETING PROGRAM (IEMP) PERFORMANCE MEASURES The Inland Empire Economic Partnership will monitor and communicate results of the marketing effort. Goals will be established. Tactics to achieve goals will be defined. Effectiveness of eac tactic will be evaluated. Adjustment to the mix of sales tactics will be made as necessary. Outcome of the effort will be chronicled and summarized. Customer service will be monitored as well. An outline of performance measures follows. Goals are addressed first. 1. Goals 1. Maximize the number of companies locating industrial, office and distribution operations in the Inland Empire. 2. Make every effort to ensure that companies establishing new operations in the region provide the highest quality jobs for all citizens. 3. Assist the two counties and municipalities in efforts to retain and expand the existing industrial base. 4. Provide the most responsive and highest quality service to corporate prospects. 5. Maintain harmonious and effective working relationships with IEEP partners. 6. Promote the importance of both a viable manufacturing sector and economic development to the region's populace. H. Tactics 1. Direct Mail. • Primarily to companies operating in the coastal counties of Southern California • Some national especially to the securities, real estate and site selection industries • International component to focus on the global network present in the US (e.g., consulates, foreign banks, foreign subsidiaries, etc.) 2. Media relations. • Placements primarily in Southern California media outlets Some national (e.g., the corporate real estate journals) 3. Limited advertising (initially in selected business publications covering Los Angeles and Orange Counties). 4. Prospect development trips. • Several per year to firms and their advisors basin in Southern California • Occasional national visitations to brokers and consultants located in major cities such as Chicago and New York. • Several local business volunteers will assist in making calls 5. Red Carpet Tour. • One or two days a year when brokers, developers, consultants, and Trade and Commerce officials come to the Inland Empire to see and hear positive developments in the region 6. Telemarketing. • Professional firm retained to call 15% to 25% of firms featured in the targeted mailing list 7. Sales literature. • Creation of several pieces designed to inform companies on the many advantages of living and running- a business in the Inland Empire 8. Custom research (to be ftu-nished for prospects displaying serious interest in the region). 9. Close, effective relations with the California Department of Trade and Commerce. 10. Active participation in selected organizations (e.g., IDRC and NACORE). 11. Attendance, often with Team California, at several trade shows. M. Performance Measures A. Marketing Tactics I Direct Mail. Number mailings per year • Companies contacted per mailing Response rate Number Percent 2 2. Telemarketing. • Number of companies contacted • Prospects generated Number Percent of companies contacted 3. Advertising. • Number of placements by publication • Number of qualified inquiries • Feedback from marketplace on effectiveness of image building 4. Media relations. • Number of placements Local Southern California coastal counties National • Samples and reprints of placements 5. Prospect trips (companies, consultants, brokers, etc.) • Number by geographic market • Active prospects generated 6. Trade shows. • Nature of each show Description Location Attendance characteristics IEEP participation Contacts made Prospects generated • Participation with other players (e.g., Trade and Commerce) • Intention to participate in the next show 3 7. Synopsis of special events (e.g., Red Carpet Tour, Fam Tours). • Nature of event • Purpose Participants • Prospects generated • Accomplishment of purpose • Proposed changes for next similar event • Outside (Non-IEMP) funding generated 8. Synopsis of other sales activities (e.g.,). • Local gatherings of businesses and government leaders • Educational sessions • Small Business Development Center • Other B. Lead/Prospect Activity Report 1. Number of leads by source • Direct mail • Telemarketing • Advertising • Prospect trips • Media placement • Referrals Trade and Commerce Utilities Real estate broker Consultant Existing company County Municipality Other 4 2. Number of Leads by Industry • Manufacturing • Office • Distribution • R & D 3. Number of Leads by Geographic Location • County if in California MSA if from out of state • Country if foreign 4. % Leads converted to prospects 5. Number of prospects (at least a second contact and/or serious interest expressed) • By lead source (same as above) • By industry Major sector (two digit SIC) Specific industry (three or four digit SIC) • By geographic origin (same as above) • Initial geographic interest County City • Potential employment • Potential capital investment • Closure rate % announced for Inland Empire % announced for a competitor location % project canceled or on indefinite hold 5 6. Number of announcements • Total • Employment • Capital investment • County • Industry • Lead source • Geographic origin area C. Active Prospect Profile will be maintained by IEEP (by project without company identification unless prospect has given permission). 1. Lead source 2. Geographic origin source 3. Industry 4. Function (e.g., assembly) 5. Employment 6. Capital investment 7. Key operating requirements • Utilities • Transportation • Suppliers • Available building • Building size • Site size • Environmental • Training • Other 8. Incentives requested 6 9. Geographic areas under consideration 10. Known competitor areas 11. Contact trail (including dates) • Information sent • Telephone conversations • Visits to Inland Empire • Other 12. Key players involved • JEEP • Trade and Commerce • County • Municipality • Other 13. Current status 14. Next steps required • What • Who • When 15. Closure • Date • Outcome • Additional economic development assistance required if decision favorable for Inland Empire 16. Miscellaneous remarks D. Financial quarterly update (which could be combined with the Quarterly Lead/Prospect Activity Report Summary). I Budget vs. expenses • By sales tactic • Promotional material 7 • Research • Payroll • Overhead • Other 2. Average pendture per prospect generated, by sales tactic • By sales tactic • Overall 3. Economic wealth creation via the marketing effort • Employment • Payroll Retail sales` Stag and local tax revenue (if available E. Customer satisfsction survey (rating on a 1 to 10 scale with 10 highest) to be included in Quarterly Lea rospect Activity Report}. 1. Responsiveness • Speed • Completeness 2. Quality of information 3. (duality of materials • Appearance • Usefulness 4 Knowledge of region 5. Understanding of the company's needs 6, Courteousness ' . Overall performance 8.. Minimum overall score should be 8 or higher F. Community Partner Satisfaction Survey (rating on a I to 10 scale with 10 highest) 1. Information flow from IEEP to communities • Timely • Useful • Complete 2. Quality of Materials • Accuracy • Appearance 3. Assistance provided by IEEP to communities 0 Prospect Management 4. Prospect Quality 0 Community "fit" 5. Overall Performance 6. Minimum overall score should be 8 or higher G. Suggested modifications to the marketing campaign(recommend to community partners as needed and summarized changes in Quarterly Report). I. Modification 2. Rationale 3. Cost implications A quarterly update would include the following: 1. Lead/Prospect Activity 2. Financial 3. Customer Satisfaction Survey 4. Modifications to Program (if appropriate) Prospect profiles will be sent to constituent members on an as needed basis. Formal announcements should also be faxed to IEMP Community Partners (to include an official press release) as soon as the decision is made public. A meeting will be held with the IEMP Community Partners after each quarterly report is submitted. 9 TEMP COMMLMTY PARTNERS ROSTER Jon Dittmer Steve Harding City of Banning City of Murrieta David Dillon Brian Oulman City of Beaumont City of Norco Dennis Halloway Carrie Bedord City of Calimesa City of Ontario Redevelopment Janet Pruyn Linda Daniels City of Chino City of Rancho Cucamonga Leigh De Santis Marjorie Pettus City of Claremont City of Redlan& Jim Bradley Andrew Green City of Corona City of Rialto Frank Schuma Bob Wales City of Fontana City of Riverside John Donlevy Timothy Steinhaus City of Grand Terrace City of San Bernardino EDA Shannon Murphy Candace Cassel City of Hemet City of San Jacinto Britt Wilson Mary Jane McLarney City of Highland City of Temecula Phyllis Rogers John McMains City of Lake Elsinore City of Yucaipa T. Milford Harrison Brad Hudson City of Loma Linda Riverside County Econ. Dev. Agency Christine Caldwell Tom Laurin City of Montclair San Bern. County Dept. of Econ. Dev Linda Guillis City of Moreno Valley A 4 MAY 2 "i 5 F,