Strategies for Increasing Adult Course Sales in North America Hugo Loyola Mary Louise Baez
Dec 30, 2015
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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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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Presentation Software Solutions
Solutions for every classroom
IWB + MimioClassware + MimioAnimated Presentations (PPT)
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QuickTime™ and a decompressor
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are needed to see this picture.
QuickTime™ and a decompressor
are needed to see this picture.
QuickTime™ and a decompressor
are needed to see this picture.
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
are needed to see this picture.
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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QuickTime™ and a decompressor
are needed to see this picture.
QuickTime™ and a decompressor
are needed to see this picture.
QuickTime™ and a decompressor
are needed to see this picture.
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