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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, Research Analyst

  • The Spokesman-Review

  • Spokane, Washington

  • May 17, 1999


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  • 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


  • Slide3 l.jpg

    the preferred information source of news and advertising for the Inland Northwest.

    To inspire greater citizen involvement in solving community problems


    Slide4 l.jpg

    The Inland Northwest the Inland Northwest.


    Slide5 l.jpg

    MONTANA the Inland Northwest.

    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



    Slide7 l.jpg

    $4,500,000 the Inland Northwest.

    $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



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    • 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.


    Slide10 l.jpg

    • Three Customer Segments in the Inland Northwest, providing advertising media, strategic marketing, campaign development and promotion planning to our

    • Consumer Reader

    • Commercial Advertiser

    • Internal Customer


    Slide11 l.jpg

    We are part of a service industry in the Inland Northwest, providing advertising media, strategic marketing, campaign development and promotion planning to our


    Slide12 l.jpg

    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.


    Slide13 l.jpg

    • Newspapers Offers: amuse, inspire and provoke both thought and action.

    • 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


    Slide14 l.jpg

    Our Resources amuse, inspire and provoke both thought and action.

    Belden Associates

    Research & Consulting Services


    Slide15 l.jpg

    Demographic Snapshot amuse, inspire and provoke both thought and action.

    • 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.


    Slide16 l.jpg

    • National amuse, inspire and provoke both thought and action.

    • 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


    Slide17 l.jpg

    Local amuse, inspire and provoke both thought and action.

    Spokane & Washington State

    Automotive Dealer Sales $999 million (123)

    Washington State Dealer Sales $12 billion (18)

    Source: Survey of Buying Power Online, S&MM.


    Slide18 l.jpg

    Local amuse, inspire and provoke both thought and action.

    TAXABLE RETAIL SALES - AUTOMOTIVE

    SPOKANE COUNTY, WA

    Source: Department of Revenue, WA State


    Slide19 l.jpg

    • Local Economic Factors for Decline amuse, inspire and provoke both thought and action.

    • Slower Job Growth

    • Higher Unemployment

    • Slower Wage Growth

    • Slower Population Growth

    • Slower Retail Sales Growth

    • Y2K Effects


    Slide20 l.jpg

    • Customer Requirements amuse, inspire and provoke both thought and action.

    • Increase Profitability

    • New Marketing Opportunities

    • Increase Market Share

    • Target, Segmentation, Positioning

    • Marketing Strategy

    • Automotive Consumer Profile

    • Branding Campaign Development

    • Competitive Analysis


    Slide22 l.jpg

    99009 amuse, inspire and provoke both thought and action.

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    Wendle Locations

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    83810

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    Competitors Locations

    83833

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    Zip Code Boundaries

    83842

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    Water Boundaries

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    Dealership Locations


    Slide23 l.jpg

    Ford Customers amuse, inspire and provoke both thought and action.

    New Ford Truck Buyers

    New Ford SUV Buyers

    New Ford Car Buyers

    New Ford Van Buyers

    Used Car & Truck Buyers


    Slide24 l.jpg

    New Empty Nests-19 amuse, inspire and provoke both thought and action.

    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..


    Slide25 l.jpg

    Blue Blood Estates-01 amuse, inspire and provoke both thought and action.

    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.


    Slide26 l.jpg

    New Empty Nests-19 amuse, inspire and provoke both thought and action.

    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.


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    99148 amuse, inspire and provoke both thought and action.

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    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


    Slide28 l.jpg

    99148 amuse, inspire and provoke both thought and action.

    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


    Slide29 l.jpg

    99148 amuse, inspire and provoke both thought and action.

    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


    Slide30 l.jpg

    The Automotive Industry is Changing Rapidly! amuse, inspire and provoke both thought and action.


    Slide31 l.jpg

    • Market Identified & Measured amuse, inspire and provoke both thought and action.

    • Large Profitable Segments

    • Reachable Market

    • Segment Responsiveness

    • Stable Segments


    Slide32 l.jpg

    Our Recommendation amuse, inspire and provoke both thought and action.


    Slide33 l.jpg

    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.


    Slide34 l.jpg

    Sales & Marketing Management, Survey of Buying Power Northwest.

    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


    Slide35 l.jpg

    Thank You Northwest.

    The End


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