Rules of Engagement

We have an incredible business model that allows publishers to work together. Our strongest publishers are the ones that work well together. It is part of our culture to share leads and help build each other's magazines. Both Publishers and, more importantly, clients can greatly benefit in markets with multiple magazines. The end goal is to do what is in the best interest of the client. There is no long-term benefit to overselling a prospect. Placing them in the magazines that make sense for their business is a win-win. Having one point of contact at LP streamlines communication for everyone involved. Publishers should collaborate and work in a manner that gets the sale closed, respecting boundaries – both personally and territorially. The healthiest approach is to view any other Publisher or Account Manager in your area not as a threat, but as a partner in sales for your magazine.

1. No Publisher/Account Manager will actively prospect in the distribution zip codes of another publication.
   1. Actively prospecting in another publication’s zip code is defined as a concentrated, focused effort to gain business, including cold-calling and drop-ins.
   2. A Publisher/Account Manager may not contact any current advertiser or “active” prospect to discuss LP business without prior permission from the currently assigned Account Manager.
   3. If a personal lead or referral is made within the zip codes of another publication, then the publisher in the zip code needs to be contacted before the meeting is set so they have the option of going to the meeting jointly.
      1. Personal referral is a strong connection between the publisher and the prospect.
      2. Examples include but are not limited to family members, friends, etc.
      3. Personal referrals are not people that you met casually at an event, acquaintances, etc.
      4. If both the publisher in the zip code and out of the zip code have a personal referral, the publisher in the zip code’s relationship takes priority.
2. A Publisher/Account Manager may contact any company that is not currently a customer or active prospect of another Publisher/Account Manager outside of established distribution zip codes.
   1. A customer is defined as any account under a current agreement in ARC.
   2. If the account is a Past Customer, you need to contact the previous publisher before contacting the client to see why they are a past customer. If the original publisher has a strong opportunity to re-sign them, the other publisher may not pursue them.
      1. Examples include but are not limited to it being a seasonal business, the client having a personal challenge and a plan to return when it’s resolved, the client being in the process of moving/remodeling, etc.
   3. An active prospect is anyone who has been shown a meeting task activity open in ARC within the last 90 days.
   4. Any account falling into these categories will be considered active and will not be open to pursuit.
3. Agencies will be handled on a case-by-case basis. However, once pricing has been presented to an agency, no publisher may present lower pricing, even if it's for a different client.
4. Once a meeting is set up with any prospect, the account must be entered into ARC before the meeting, and a Task entry must be made in ARC to ensure the account status is considered to be “active”. Please be sure to do your due diligence when trying to find if an account is in ARC so a duplicate is not entered.
5. The great thing about Lifestyle Publications is that we have publishers, or will have publishers, right next to you. You’ll have a great opportunity to become “sales reps” for each other. You will want to make sure to present each other's magazines at every appointment. If you are not, then we may open it up to the other publisher to sell to the client as well.
6. A Publisher is to be bcc’d on any proposal that includes their publication at the time it is sent out.
7. Only a Publisher can determine the pricing or editorial for their particular magazine(s). However, the general guideline will be to go no lower than the published 36-month rate without prior approval.
8. The assigned Publisher/Account Manager has the responsibility for total management of the account, including but not limited to art, collections, customer service, etc.
9. Existing publishers are expected to support newly launched magazines by sending individual emails to current clients, introducing the new neighboring magazines & their publisher with a carbon copy, & providing an opportunity to extend their advertising into the new markets. These relationships are to be facilitated by the current Account Manager and not the incoming Publisher. You can send out an email and make introductions to your clients, but typically, you won't want to do this until the new publisher reaches $10K. At $10K, you must send these emails out to your clients, allowing them to advertise in the neighboring magazine. If you refuse to, then talk to your leader about why.
10. The Publisher of an incoming cross-sale agrees to pay the Account Manager the standard commission rate of 15% unless different arrangements have been agreed to by the parties. Commissions are only paid once monies have been received. Commissions must be paid within 10 days of when the publisher is paid unless other arrangements have been mutually agreed upon.
11. Any disputes or conflicts should be addressed between the Publishers involved. If a mutual resolution cannot be agreed upon, go to the Regional Director to resolve the matter. They will help to determine who will be assigned to manage the account.