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February 2nd 2005
A Study of Super Bowl Commercials
 Mike Wien, founder and senior consultant at Wien & Associates, helps clients grow more consistently and profitably by applying nearly three decades of senior level marketing and sales expertise to their operations. Wien & Associates clients benefit from both time-tested instincts and the predictive power of a 50-point marketing diagnostic tool. Success is delivered in the form of stronger implementation and more predictable sales growth. www.wien&associates.com
Wien’s own track record has been notable for this type of value delivery. As a senior marketing executive, he has developed marketing programs that increase sales and market share for such major organizations as:
Deloitte & Touche
Cole Taylor Bank
Citibank
Omni Hotels
PepsiCo (Frito-Lay and Pepsi-Cola Bottling Group)
Mr. Wien’s most recent role was national director of marketing for Deloitte & Touche, the global audit, accounting and consulting firm. In that position, he drove the e-Business marketing initiative, along with the national industry-marketing program, new service development and marketing human capital services.
Mr. Wein has a bachelor’s degree in marketing from Colorado State University and an MBA from Northwestern University.
Mr. Mike Wien gave an interesting presentation on Super Bowl commercials.
He reviewed each commercial’s public ratings and the logic behind their design. He discussed the rating system, how it worked, and which companies and their products were in the coveted leaders positions or as he phrased it; “owned” Super Bowl advertising.
Mr. Wien graciously sent us a copy of his presentation for our members to review Click here to view sample slide. If you are a member and would like a copy of Mr. Wein’s presentation sent to you please email your request to:
amaprograms@yahoo.com.
Mr. Wien has been asked to speak at the AMA-Atlanta Professional Collegiate Conference on February 25th, where he will cover THIS year’s commercials!
March 16th 2005
A Proven Formula of Success in any Business
 Bob Focazio or Bob, as he likes to be called, graduated from the Pace University in NYC. He spent two years in the military and the next 26 years were spent with AT&T. He started his journey as a sales representative and was promoted to sales manager, a general sales manager, and finally to National Vice President of Sales in 1988.
He was responsible for managing 3,000 sales representatives and an additional 4,000 support people. He had an annual revenue target of $2 billion and an annual budget of $335 million!
From 1993 to 1996 he helped AT&T with their sponsorship of the 1996 Olympics in Atlanta, GA and headed up the sales effort earning $175 million in revenue from the event.
Bob retired from AT&T in 1996 and became the President and CEO of TIC Enterprises, which was a small entrepreneurial company that focused on sales outsourcing for Fortune 500 companies. He retired from TIC Enterprises in 2002 to start Focazio Consulting, which focuses on sales and sales management training.
He is the President and CEO of Focazio consulting. He runs all aspects of the business from finding clients, delivering materials, billing, and customer satisfaction.
He has been a marketing instructor at the Georgia State University since 2003. He currently teaches the Principles of Selling course offered to all business majors.
According to him, his biggest challenge has been finding companies that are willing to invest in their human capital as training for sales people in terms of their skills has become a lost art. “When I find a company that is willing to do that I really feel good about the fact I can help them improve their lot in life.”
Bob will be sharing with the group his three keys to success, which over his 35 years in business has proven to be a formula for success in any business he has touched. They are to have fun on the job, to never forget how good you are and being a risk taker and how all three of these can lead to success.
If you would like to purchase Mr. Focazio’s book MANAGERIAL ODYSSEY please send your email requests to: amaprograms@yahoo.com
March 23rd 2005
The Benefits of AMA Membership in the Marketing field
 Ken Bernhardt Chair of Georgia State’s Marketing Department, Regents' Professor, and Taylor E. Little, Jr. Professor of Marketing.
His educational background includes a B.S. at Washington and Lee University, an M.B.A. at Harvard University, and a PhD. at the University of Michigan.
His specialization includes buyer behavior, product management, services marketing, and strategic marketing management.
Mr. Bernhardt has published numerous textbooks, monographs and articles on marketing and consumer behavior in professional journals such as Journal of Business Research, Journal of Marketing and Public Policy, Marketing and American Education Research Journal, and Journal of Retailing. He is a former president of the Association for Consumer Research and is former chairman of the American Marketing Association.
Mr. Bernhardt’s current research interests involve consumer attitudes and behavior, public policy issues in marketing and the marketing of services. He is chair of the Marketing Department, has won numerous teaching awards, and has been engaged in consulting and research assignments for many businesses, including BellSouth, Kimberly-Clark, Chick-fil-A and UPS.
Mr. Bernhardt will share his vast experience in the field of marketing and the benefits that AMA membership has given him.
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