cases(working moms)

16
,(.,1:-\ Working Moms Confldentiai Information for TerrySchiller You are Tea thiller, sF licabd Stl6 Repsenhtive tor Holltlile, I p'od!.* oI releviJion shds dd notim pichr6, lft*ed in LG Angels Ir t February lt l9s, dd ior md rah Taylor de involved ir , negotiation over the sale ot one oI Hollyvillds syndicd€d prF'tr. wo'hrf v,fl tuy.or r tre Ao8ffig Vec3"r or wcrn oneoI ro r ind.P"ndh' i"le,B,r'r.boE - o' oeo. wrl]l!oned t}cpoPnhJ buyq ol lr'r'dftl8 v'm Thogl- sf" .ow rsid6 in cnicaSoi Taylo' sP€ ner chil'lhoo,l md e{ly adux yes in Alabe Background Fo y lle i!' r:jo prdu€r. I relei5o 1+oqs uPP yingrhe U-ree m4or U S Plevis oa .-Mo';, wi$ r ,.tu ce ?'.dJ io a d \dl. of h'4rLr neMorl television progrm gTicallt resujr in a 20i6 1631or Honyville Alhr a lrogrmt initi3r m, Ho wine n:l(s ib morey dtrcxgh syndica tjo. (i. e , ening d'e shows lo Hollyv e ir iniereded in syndicating i6 neec:r hil 'l/,rhi, Mo,N lh3 r.,y fo..*: r- rlnce woEen who re h}l6s ro b:lan . tnet lives* advddsing acou p -3..oo. h,ld,eo ytslFB 'he P'osrda,ei 6uf'v'iMSad ralc cd d' ll",' -",y '"-.r -d--.. r" 40 €&vld {ome' r-h d"m;F"p - a"I";r'der h, |n.'00 p n s " ! o whi.ha6i a c Llga qe\ft t o.6oR,cl.\ Iot The vabe or ry,r"n8 Mdrr to a local5bdon b lrgely deremired by Lie eaF'dadbr rle.now Ad!erE4\prr l-'gle,.aElorProgldftl}d'h..,i,3erv.eherniP. €"'ha'lv.olldi+ew'naftJ .uii"*; i" -nehd in n" Ni.l.- 'atings. fise Gtings,dPr$.d s a Pelmhge ot a[ householdj Fi$ televniod, neasulehow manytel4;ioc an bned inroa Pdi.de pld8lm lor dnPle in bg horseholds, a "2 E$s" Be8 &d 60,m0 householdr wde tuned inio thatlngrxm Forrtndi.ar€d trdgrid, a ntirg cfl0 ir.o.sidBedex.elj-i rr'roilitr8 ,lofi'ratings de dPeded to bE sdnewherc jn rhe Engeor 7 b r 0 pohk oE of rhelo.al telev*ion naikeb Hollyville ha hrcded tor thesyndnafion ol Ltui" Mor is Chnagq lllinoB The chicago mdkei k maL'Jyselved by rh€e rceoric 3id Idur hde.lndeni tehvkiotrdahos lecuse ot Fadenl colmunj.atioro Comninidn rtSulations,o y iiceicnde* {atioN de hsalryible to puil$e wolt,8 Mdl rhe Iour indcpendeni blevisidn aPfnw al h. Dtrlt. ,/,dr4r 4r d, Nn rvj{r tii330rr, or{ rJ

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Page 1: Cases(Working Moms)

,(.,1:-\Working Moms

Confldentiai Information for Terry Schiller

You are Tea thiller, sF licabd Stl6 Repsenhtive tor Holltlile, Ip'od!.* oI releviJion shds dd notim pichr6, lft*ed in LG Angels Ir t February lt l9s, ddior md rah Taylor de involved ir , negotiation over the sale ot one oI Hollyvillds syndicd€dprF'tr. wo'hrf v,fl tuy.or r tre Ao8ffig Vec3"r or wcrn one oI ro r ind.P"ndh'i"le,B,r'r.boE - o' oeo. wrl]l!oned t}cpoPnhJ buyq ol lr'r'dftl8 v'm Thogl- sf".ow rsid6 in cnicaSoi Taylo' sP€ ner chil'lhoo,l md e{ly adux yes in Alabe

Background

Fo y lle i!' r:jo prdu€r. I rele i5 o 1 +oqs uPP ying rhe U-ree m4or U S Plevis oa.-Mo';, wi$ r ,.tu ce ?'.dJ io a d \dl. of h'4rLr neMorl

television progrm gTicallt resujr in a 20i6 1631or Honyville Alhr a lrogrmt initi3r m,Ho wine n:l(s ib morey dtrcxgh syndica tjo. (i. e , ening d'e shows lo

Hollyv e ir iniereded in syndicating i6 neec:r hil 'l/,rhi, Mo,N lh3 r.,y fo..*: r-rlnce woEen who re h}l6s ro b:lan . tnet lives * advddsing acoup -3 . .oo . h , l d ,eo y t s lFB ' he P 'os rda ,e i 6u f ' v ' iMSad ra l c cd d 'l l " , ' - " , y ' " - . r - d - - . . r " 40 €&v ld {ome ' r -hd"m;F"p - a"I";r'der h, |n.'00 p n s " ! o whi.ha6i a c Llga qe\ft t o. 6oR,cl.\ Iot

The vabe or ry,r"n8 Mdrr to a local 5bdon b lrgely deremired by Lie

eaF 'dadbr r l e .now Ad !e rE4 \p r r l - ' g l e , .aE lo rP rog ld f t l } d ' h . . , i , 3e rv .ehe rn iP .€ " ' ha ' l v . o l l d i +ew 'na f t J.uii"*; i" -nehd in n" Ni.l.- 'atings. fise Gtings, dPr$.d s a Pelmhge ot a[ householdjFi$ televniod, neasule how many tel4;ioc an bned inro a Pdi.de pld8lm lor dnPle in

bg horseholds, a "2 E$s" Be8 &d 60,m0 householdr wdetuned inio thatlngrxm For rtndi.ar€d trdgrid, a ntirg cfl0 ir.o.sidBed ex.elj-i rr'roilitr8,lofi'ratings de dPeded to bE sdnewherc jn rhe Enge or 7 b r 0 pohk

oE of rhe lo.al telev*ion naikeb Hollyville ha hrcded tor the syndnafion ol Ltui"Mor is Chnagq lllinoB The chicago mdkei k maL'Jy selved by rh€e rceoric 3id Idurhde.lndeni tehvkiotrdahos lecuse ot Fadenl colmunj.atioro Comninidn rtSulations,o yiiceicnde* {atioN de hsalry ible to puil$e wolt,8 Mdl rhe Iour indcpendeni blevisidn

aPfnw al h. Dtrlt.,/,dr4r 4r d, Nn rvj{r t i i330rr, or{ rJ

Page 2: Cases(Working Moms)

$aoons r chi.dso a'e, in oder ot mrker share wwrN, wCHr, wILl, and wXrZ 1/rotkirs ManB jsrr €ypssiv" rd y!e1z rh: efrlsr i.rior! wlLL i rlso n.t interrs€c n t%*inr r,z!, b<iur'b tutut pm3ffisg i3 ori.nhn bMrd l3{9 tar old 'M q/WN, Chj€s.! hqn6r Dredind.p.nda" dErdt hB r su.tstut prcgff in L\r 600 ttne ,tor. Hd.kr L\e irh;n B.*rpdrar in. pu.he or |torJdtS rloft by . .mpltftor cortd sddoly .JrEr ib m,td tead.EhjFcoft.qlgrly' WWIN b v€ry int Eb.l e le\6in6 rfi. pmg|e wCHr is dlo 'rbebd aot1&*'1r8Mdr ror th. l&r ih4 y.s, WCHI h! b.€n in. p@r finDo,l FddoD dd nin8.l:Mrhd lnpGed ,ev* buyl,ag dtdciid 6 L\e lt.tion Th@ r€tricrioF hrve linrly shbil2edwcHl'r frsnd.l pcidod bui h u€ Fee ib 'ldrys hav. talto t ! 6.hind $6. dr wwN. wcHris Im*ing for @ pr.3ffi,or rh. 199196 l€e.,

You ud Tatlo' lEv: nt dm b.lore ihE tea. lgq Jo' ls L\u En nnrE at a brdeshoq o'r tdu.ry 4 1995, you cJled T!/lor b hquif 6 b ,ndn r wcHr *o.td b. hhBr.d inpu(hstng rh. d8h6 b bro.dcai wd*'t, Mor6 h Chicago. Sire ln.D you .nd Trytor have otrjedout your preiintury dilssioB .iher by hlephoM ot fa1 Tne eo ot yon hrv. a'ans.d b nrer aiTaylor/3 dMbM Chidgo oltR bd6w mhin8i Yd re ning in tr@ (!s An3.t6 Td wjlb€ in rowt ror 4 houB b.rore ryin3 on ro N.w Y.rt ciry.

:

Tho brues

You job ! b 8.r L\€ tnghar po$ible ftr p6fit lmh lt€ syndt..Uon ot !vo'h, M@s. h theprn r.w ye.F, Houyl iue h* brd dirfi.ul9 srndj.rs.s ib prcsrrN. In jd lnb pst y.', ydu wsftmbl. rd s.ll eo sho$, borh of uNch HoUniIc! ruag@r had dptrEd !o sFdicrrecons.gued, IE onpa)/s fDftiar F3jrion h6 d.bidd.<I si5ritkany fton ib r.dy fu6.drlan. Tnsetorc, it is lhporhnt io tou md io Hollraill. rlEr yor nq.drk su(stuIy lor UEsFdlc.tion ot worhtS Md'i Tlr.r e .t lst ttwe jssua ro be n€odabdr Iee per ridq os psrb ? ud tlP p.yffit crro.

Ol&gPslls rne revoft you r.eiv. ton $. ihoa ir debmined by dutriplyins iheaSred npon r- Fr r r. by $. rD hdividuai show pElledfoi an overall s.ris Guch s ,1/o'hi'3 ibnr. l\tuknry inom' eu\ ad its rtuork M w h t00 rids

3 on Fd a P!* of a 5 year .onhpn.ti.. nd ttolyvill. poli.y, rfi. lagrh oI rhi; dbrt rd tlE numbe of ddE c no*n€od.bleopt'nisdc.n, 'ou euld lilc b cdr s70,00 pd ride

l2! Bur! &! TitE x It inponut b d dnt tlbrlir8 Mor6 lDhhh iB pororid vrhebeyond 0€ tiv. year of dE connacL Yor p'rlirnln.'y dirdsioB Hjrh Tiytoi h:w ter*d on 6ruc per ddE *hi.n n.N $rr wcHI .ourd bb|dcat rhe rme ride 6 riro during r!? life ot rtre.on tr&L Tod r, ttolrt'3 Ma'a has slL5iuual vJ!. tftau& oI i6 nt tuo'! popllairy 'fte !atu. oIrhe show trrond Lire ,ivJ t€ar .onh.d l-g.ly d.P.nds m lfal iudicn- inr.ar for tlolhn, Mrur,ive y.r* tom now. Youbelievethat5'uN/ritLowrrh.ndrliv.y.a6ai.prcbnblybonwb5utai,, sfth iudi.n.c i'nenn , r,vo,ri"3 MruJ. wcHI .ould eaily ebdadcar !tr*ir3 Ma,r i', tn. rid $R y.aro. ln rhis casc it L hiiJ ro itusi're Horiyvitte se(i.gnu.h tor rhe rho* h the ndr r.!id ot syndicadon.

You b€licve L\,r r conri.r Bhkh incrded Ihe nun,ber ol ruE F€r t r. rd 7 lould einMccalw rhe €xpniion cf rli. dismt fiv. tGr iSremenr youro/hrh is wo(h 5s0qm0 more in

drrofi,.. ; rrnrnal a3lceDcnt sirrr 6 ,r,x/6'h rr 'he i'r&Ds' hvorv.n s n'Ls/irc, $.n yot-na , i p r r " i r h r nd | ' *n r v , i uc D ' i . i { by tM.dq . ro i {A t \ ' r . ' hHornvq, i' e r B/dh, rh{c is srr rrr nd srhd rd rk) ryqrb r r ruo! ps rir o (i t4r)r),1u0 {]rstr,ur) wq'tLt!!!, yL! rAr

Page 3: Cases(Working Moms)

diltrre inreEt jn ln. shw thrr you Ettnare a 5200,000 drdbn in dre NPv of rh. 3hor, .^npapd ro6 r@ p* tide. Holltaille policv 5p{ifi.dly sbte thar any ag,ean.ntide ovq a tyer .dtrad ir not a<.phbie.

-Il! l! rfflii:ed in ln. lollowin3 hble

B!!i!g

^rrhousn h/.,rrn8 Mdm *ir1 b. rord for brca,rd{ $di3 in 195, yor hope rhar yourrelatjonship wi$ ln. blyer of w-hr'8 trB uill .onhnue whsn tubre shops beo'hc availabl. Youhrve orh$ !ho! s rhi tcu L.risv, rhe ind.p.nded nadd^s uill be dcnrr.d ir ru.l.-iry.

bbl price up tonr, ud addidon.l payheb ot 5i oI inc iobl !n. h ech ol y.a6 r md 2. ot6up, DUFF sffi:Iy Fet r prFrnE sprd a.niy .v.r 0E dtte 5 y.a p.dod. Y.!' fffiiaidaiyi h6 inioa.d to in:| yor rnud dkdar fdor (whid EnRB Hoxyvillds co:l ot aribl

t _Fnr betuen ,R..virStr.tro up fonr dd h.20 in yen 1. snnih r ro .p indif.rhr b€N.!n Edvhg 5r.00 up tont sdSl.,s in r.rr 2 You should e lhn disut t ftr ro SuodJy rhs ccr ol delay.d FFmr

h !@ J'| dr6bd vilue oI rhe dear knh ,!cHr i! ti! ep6hd NPv of pv.nu., 'djusknrd finffiins c6b, plc ny djsw* in NPv involvins l6/bue B6d6 you p{ii;inarydLc5ioa frrh T.ylor, you nrve bl|rd atNiwly ej$ rh. ph8ra ll1@ss lFm wWN. trse.onvesatios have led you to b.lievs WWIN is li*.ly to mke an.fill tor wo*jrgMdr6 nrolgh ine

Brrion b .onve*arion, ,our benconveE rion, L lnat ItwIN'e offs 'ill.om in,irh: trt pBen v.i!r qi n- nuiiiqtr

, You find it dilficult !o Btiture hos tuch WCHI nnShr paI for r{trkirgMdnr OIcoureetn.mounr ant sbtjon is rilrirg ro pay lor a 3yndl.ared proSrd deplnds la:g.ly on dE expetedr..r3r for the 5hos. To h.lp de@in. rfte valle of L\e prcgd b wct4 yotrr tulysB haveetnEed ure .id..! $ar tvo*';g Mo'l 'a68r wirl ,rll wilhn' ertu pohr nnss ir wcHtbroad.ate rh€piogrm lhe lnlohation ir Fovia.d in ine.ha* below|

Pmb,bililv

Page 4: Cases(Working Moms)

Thr lMoeling

ro! ee .wrly pldv,hg yor;etra rifnom$ h <-hi..6o wiL\ xin rayloi inrourory pEvioa tubng 'ith TryLrr, yo fou.d he.lo b€ du\s slow ot speh n codd hrv.jBr !.6T,yrol'Solrh€hddwl,htydlondydE€llwrring606nishhdsnrIGtorh.r orr$.othehu,l, hd pFmrid a orpl. Fa .go, :t . ttrly ,ounA +., to PEgrffirA Mfi6a rl WCHLnniaa $.! rt is mp.ht.nd hidl, 'e8dd.d. You aE hop.lDl tl{ 0E orhc ol $enespbdon !,Il b. .he FofibbL rd. or woTt'lA Mo'B 60 WCHL HouyvllL'! Iilcal yee d66 { riedd oI drlr 6on$, ud it would bc g@i to! you end ydr ompmy it you .o!ld do* . d..l on

You' rnldid dulysr hd t6vid.d ' drifdon ot a .dpL d.rl for you (Exlt*n ^). Yo!e mt In d b d€ tbr.tu. ru3a6rl.d by ydr.ralylt Eds $ir olslirjon is ini6d.d b b.hdpful to! o4dlring tne vniru pik6 .f . n.gotuEd ,grffimr rd b Frcvid. a 'aoDbl. bai!lor evaln.thg my pbpc€d d.d. You saly{ ha dro provided you vi$ a let of'zE rur?luddeaL (E:libit 4. An L\6e de!& rre sa.dy a 3@d to you as yonr h.n dEmdle b n 8odrHng.ofcou*, yo rhould 6y 1o g€t . d.|] $.t is behr to' Hvllyviue ths sy ol rie d€a}

Page 5: Cases(Working Moms)

ExhibltA

Erample: N.t Pr$er,t Value Calcuratlon

Ashe d.t you hrr. R.h.J u rSrlmrt wid, Xn Trvlor m the sd. ot rlbtkir{ nr

' purd@Fic tso!00 Fr Utle

. Irs/drlc

. pay@ittd 50* of pdc. prid ln Yar 0

30t ol prie pdd h Y€a! 1

20t ot pd.. pal.t ln Yea 2

TI€ *r ps6t vdu..f inn *rem

1, Pr%Dn Radle (550,000 r lcc due) t6,0{0,000

?- F ht V.l!. or Pr%lfi n.v.nu.

I'tEot vrlu? ol Yar 0 Pr}mb (sot ottsn4 - t2,500,000

Pr56tv'iu.otYdl Pdyllnb (301ots5lrt/ 0.20) - t,2tor00

Pisi v.rJ.ItY4 2 PhFdb: rrot oftsl,4 / 0.|4) - r6aa.ar!

Pr6otvJu.otal?ayndb a1,44;.14

3, ErFd.dRun{rid.ldjGh.nr t5.o,00o

.. FrpcritN.rlttgrviu.0n'.rrtrr43) \e1\ral

5, Surpl6 dN.r P6.nr vrlu. !s! n r.n:donPrl.!.f!.,7s0,000 n94aaa

Page 6: Cases(Working Moms)

Exhlblt E

Sample Z€ro Su.Plus ooals

43.5d

50t

4g.@

53,rU 6 fiA 30A 20i

4?.3r 90Jt 20i

4279 30t 20t

,s.9a 9 fia 30t

55,O 1O 50t 30t 20t

51,32 50t

Page 7: Cases(Working Moms)

REPORT TORM

KlrJTaylot a.ys' N@(r):

PuEhapne $ous.ltFr riu.): 5

Dld yon aach b ag'!6ho

If you E.ci.d { !8Mmt d*lb€ tie tnrer of rhc dal on erd ot h€ !is, TtdappExidb th. bt I pFft 6!m d'. d.al. fel tc b tur. (&d mb) '@r'b |fup6N tharattRt rh. worlh ot )ou agremnt rd prcvide r appsinb value tor .rch islc

1inY@2 rhdld rd.t to 1001

N.t prolft oftfi! tro, (in milliorct) -

Ple6e indi.aE $e crlKt the n€gohirion h.d o. your rohhto$hip wirh ydr ounhlP*(tl

56

wr' mud, hud nodkr veD 'nu.n.iJlr.(dhy rchrioGhip on ny ElariorshiP n,y rcl.rio'ship*nh ny counbrp6n q'hntounkrpa{ wirhaycounbiparr

Brieri, vh,! tu t&N rm thiB nsori.son ff ncr inpoi rbyoup.edryl

Page 8: Cases(Working Moms)

PRE-NEGOTIATION FORM

fl.ebfttlyoudimLIErujorconponmbotyturthE l

r'vh'r 6,orr ruger $ lPlw (lulllN t mpmv.mdr dr'n )dd BATNA o

Page 9: Cases(Working Moms)

Working Moms

Confidential Information tor Kim Taylot

You ,rc l|tn Trylor, Pbermnng Murger oI wcHI, on€ ol four irdep€nd*r blevlion*aiioro h ori.!Eo. Altholgh you no' Eid. i^ chi..goi you sFr ydr .hirdhood md @ly .dun

ft is F.bdary 19! 195, md yo! rnd ldy s.hilrer @ i,volv€d in . p8dndm o@ dE !eof N ot HoUrwinCs syndic,H F.arm, 116*i'A Md6 S.lile b Syxdi.ald sdsRlprersrativ. tor Holyviue rnc, u inr.m.tjon.r produ.er o, rar.vision sho@ ud mrirn pictuls,lcabd 5 Ld an3el6 Hollyaiue G iir.6rd in s/ndicahng ib rutuo'r hil worb)'rn a wcHris om or ihe pobdal ,uyeE ol wr*irf Mo,tr.

E.ckground

Honyville r, r najor producd ot hl.vjsion show!, 6upplylng rie tlws mjo! U,S. rehvnimneeork drh tud-dn prcsnm, Tald riona rhe pFducrion od 6le oI fiErdn neMrl*L;i:i:: tr:6:5.r tpictt '6qHollyvjllen'l6tbnmyinDughsFdi.ation(ie',se||hgtheshow!foof rcar bleviion sbrioro).

worki"g M,rB fooses on th@ wonm *ho ue rryint ro bahn.. rhei liv6 a, adv.niringr<our .:drjG dd norl€B oI pF*hod .nildF.. I}e .how! popubrity r.Jte.b the pbsranrs.x.€Idi wrjring fd tdend .cL Tlre PIilMy vie{hg !udih.e, 4st of rhe rorrl aldtence, oNisbor,49yearoldwomn Su.hddognphicnltenide.lfor$e6:[email protected] viewdslup,6F Jy tor lrd khv&ion shdoE su.h a wcHL

Ttu valu. of rvo,r,t, rrrtu to , I@l shtion is ldg.lt dehmimd bt ih.gopraEd by fie 3hoq. Ad!€rriss Fy nther rard toi proSr@ tn* rbad a hBd viewcship,espcially tor .udim.es wi$ a&..tiv. d6osi.phi.3 A ..sorks src6 in ahacriry a lr'seJlnic.e ir End€d i: ib Nielf r.6€s. tr6. Erins:. .xpNd a . peftdrrs€ ot.ll hou*trotd3srh rerevisb$, deauE hov 6dy hlevisioru re tured tro. paticulr prognm ror.ranrple, inchkr8o's martet oI3 nirio! vieuhs iou*hord,, a -2,adig" hc4 rhd 60,000 hodldhords Nerch,ned tnro dit pro8nN For 3yndi6r.d pr*r:tu, a !:rins oI 10 k cotridercd .\rtnofr rlorrlrMontr', Erings are .xpftkd ro b€ soheuhere in rhe raSa or 7 b ro poinc.

ore ol ii '.l6al r.l.visid n:arr€b llollyvnLe his Lngered Io' ths sy'r1i.idon ot wol],fMdr tr Chi.agq illiL'oi3. lhe chiciSo maikd k hri y se./ed b/ 0re rerkrrs rrd rox'

q / r , ( n { , , r r d A ^ 4 . & ! ' r ! n , t r r r i ,

Page 10: Cases(Working Moms)

i ,d4r i.t telev;ion dahons. s comksion rcgll ioE, c,tlyind.p.,,{nt s6tioN aE lc3rlly ,ble to pu(hde tto*t,3 Mo,6. Tlt lour indep€M..r Ielevisi@sitio$ tn ahidg. ir1 h .idr ol r,aikei :h.re, wwN, WCHI. tYIt L, Ma WX'iZ W*i,g Mans i3rm aEsive ,or w)fi4 rhe $rll6t rrruo.. VJLL 6 also nor inlde{€d i. worri"S M',6, beauseib ondr pb8r?mina i! otented r@rd l3r9 t@ old netr wwN, Chj63o! ni8h6r r.t dtudepdddr rcady hd a 5u..6stui Progrrn in the 6 00 time doirfar d. pnrh4€ ot r44*'% ltld,E b, a.mpdibr cdld siously atld i6 nrker LadeBlipColwuo, L wwlN B ven drser?d In p.n.hsra rhe proFd v?CHl i! il.o atD4:od rorb,b,i^&";. -d ifi 18, $; y.s wcHahr h!6 n ! p@r rilu.d F;-jbr ed l:lmsneirh6 inFced ,evee buyiry EMcri.B on ria i'tion. I1la. rski.tioro h .linaly nabiliadwCHI'r [email protected] pcitjor but in tle pI@ iB raljlB, ha vr lall.n Ja b.hind ti6e ot wwlN. WCHIn lookil8 lor n.w progrd tor lhe 199196 se&n.

You dd schiller IEve rur on.. betoE, rhR 'tdt aS;, tor Ie thu hrho*. Onjduary.l,199t schil€r c.lled you abour to inquir€ 6 to ]h.lner wCHI would b€i.rd€6d nr purclains.he nghb b br.ad.d tt'rt3lr,rf h Chic4o. Si@ tna, you MdS.lrile! have .amed ont your pElin'jJ'rry dilssioN e h.r by relephone or fax. The eo ctlouhde rtre.i b rot d ydr doMtoh Chi.ago ot6.. bnoro, nonrhS. Schiller ii ltying nriEm Lor An6.l6 ad wil h. in toM tor 4 hours b€lop nyiJrg on ro New York city.

- The lssuesir.^4rn

Your bt d p!@mnie rups..l.ir to ,lts wcHfs orMr r:tiryr pcinon r rhe<l.igo nuicl evrluaE rhe lud';eie p.kni'l oI ib onlnr orr.rirlgi. rdya $. ped3Fdic.tion rulcr, debdjft *hat prdu.tt n€ avrilabl., -d eSoth& $. b6t p6sible pri.. forrh. pbgraB tharyo! dea bt" ba.lici:l b wCHl. Ydr i.wni.E bt js to B.t rh. b6. pdaaid bffi tor w,rhi!8 Morf.

unr t99t wcHI fouow.d - aSgr.Bive buyinS:bar!8y. Drrjng rhis rioq sho* werebou8nt not orly to rir, bur d$ b pEvelt .o'np€riror toh purchding ihen. nf, .n,l rex *arhat ttCHI piid @ hjSh a pn.. ror mo{ p!o8rs, adi d r G!lr, tne lbtion lound i6elf inIinr.irl diffiNlry. To remdy ri. rib'tioa lvcHl cm.led rll stnCi.,tid hyn1g tor rh'€ y4E.Althagh 6e 5bd.. ir now our or finffiiar bolbL, iB dtr. tcition h4 .bd.d b€..!se oI $elact ol rcw pEdrcr CoNequod, WCHI ir now iired a rh. €oId hdep€ndhi sbdon ln $echnago mrk.t ei.h r El.rively lo,lrdrenold Ebg and -@r derF8Fphi6.

ro impd. ia tu d pcida wcFo ha redy ru Fri-d yd q!94!a:9_!t!r/og;ans. Alrho*h Fo{ or ln. bsr Fogrffi avrilrbl. tor tn. r9t96 se*on have alEady bpns;td.-yon wac lffidy rctilled er Hourv'j|.. om oI rh.le.dins podueE ir b" indJ<bv, 6reka;s hbn.s Mor'; 'o ,yndkadon:ioF* $e v.l!;-d ,ir pds'br.Frhd. yd ir"Gsor.h.d your.cnFritoB p'%raMing p'orire and di€n.e poririoninS. oI ur€ {r€ otlprndependent nadoB, you b€li.v€ Jd oilt wv'IN t inGftned tn purhdiry tne prglrn^hhouSh wwlN ak?ady hii r nros 6:00 F n show, wwN seN ro wanr to prc c,npt wcl ll bypu rhaing ,Vo:tr'"t Mr'x and b.oad.6riry rh. shov in a ditf€rcnr dtu dor Inli8l oIrhirand rr,€i r : i o r i n rd rc i . , l l Fens r r r . rou . \pAa thnww!w. .o ( . 'Hoyqh .soodpJ .e fo r r \epo ! , i r .

Tne vtue of w'*'rt Mol* ro wcHl ir derc'rined by rdvenliryivcnu€ (r rundron oi rrrshr,,t popuhity).trd Diynrena ro Horlyvirl. (. fuxrion oI the rc,N ro. nqorhr. fihs.hi[.,

n f . rhc 'c r rc i rh in$rcs is lesrob .n .3orh td ,on5nr rnk , t cP{ r ik , dp i ,yDr r r rnns

Page 11: Cases(Working Moms)

0l_E!!:_&!-!!9 adE.Bhs '!vanu. k divd by rarins: ^rhoosh rou qpFr rhlr 'trproFd ri. dr.w aborr 3.' ':d13 2or'. )oL rno ' crl, ticrll) rhar bo'h 'n. 'dhn8r :dd:. vp. r. 13 re!.'* g;r-;F rtiFiFlFe-;66 r 'he /.ob4bi-, .4 $.riie show!

"ting sil tall witiin €ach ot th! follolinS ran36 i5 giv4 by lne table balow:

lrqE

3

rnB. y@' ov.rrl 6dnra or 'ne e tgl9lljgljElq4l4lllf I' om the sl-ow b .qur ,o

0 .25 r t . 0M+oz jx t sM+o25x ta .oM+0 .5x t8 .sM- t r s t1 , t

'Ihn vdudd eslrc that.,ci 6d. wi h€ m 6 ritB lf you dc able b rogoti.raddftionar rurc, L\.n wcHl {iu obbin noE !dv.*in8 i*sug You srimE rhr eacfi .ddiiio.ilrun F' brl., up b 10 lrn. inreds 11. advf,brng,elenue oI rh. show bv s400.000 (.r. 7,,8; dd" **r; .dd ssoo.ooo d . 6/ hrr. qourd :di s .000.000. d( ). 6;;i " j * ;e;o.,{cHi h@ld b€ uMbl. to b'co(a' rv. ' 1"? i,,tl, mon rl-d l0 nms pli ride. o1$F f.pJdc. n E

ol ruB oer nde bdq 6 riaio-u?:-

.2lrePanda Tn bbl crof $. pb3'.n is detued by huldplyhs $c.3red uponte per tide bt *. nrhb.r .t dda ,!6rhn8 }tutr niu ad ib *No ( run wi$ r00 6t16. TIE lmdd6 * b€ina oridd d pdr .a a fiv. y.{ cft&t rn k€ih ol rh. onhd ,'d d'€ nlDb.r otdds e tucn.gotirbre Yd, ,brion hr! nalllg!{moF rhu t0,000

hevajlting rie prjceyou *ould ba willi^8 to pzy lot t iltntg tla$,you areawdre rlrryiu cm pukhlse a dlflerdr progra, vurk nrd /osrk, ror rhs ine tLne dot ton ano$erprodu.er Ypr_rj-llELibllE tbe9!!riD3:siu-!r!!q!!! 6 peilb! lnd yo! have al'eady benquoed a v€r, luw (hu t nd-nesodable) pn(e, Cosequ.nd, aboush ln? rdv.' dljng ftvrue wil b.

p lirfi . *r pofi' of rs.00o.00o cl9j unrotubry. Mkhrltc,.z), i,,*.'i Kr6. Ei-,mre.;p'6rdenrois,T€; 6-;Is. ,*r.;Iff-! risle md h; .ord yd$.r rv dedl wh(h .4nE lc lnJ '5'000,000 h atral d prcfiB voJyo!rt!!!4 rhur $y d., ror l.fr, M@! hst smmk .r rar 6i' mud profir (i.... t5M),;ven 'f the arin8 tor, olt b b. in rhc 7 oolnl rae..

(31 Pavh.nt T.rft. h your bief dllo$ion wiL\ Hollyvill., rh.y hava suss*red rharpalnenb b€ timsd !!ch that 50I js '@ived up tdnr, and - in yeau I and 2. Alrhor8hrh$eir.wclllt shndnd p!/mgnt tm, yor ob\ iody prcfer Io iprad rbe parmen6 mcre eveilv ovcr 5yeda. Your 'h.rcirl amryst n5 ; nr tdor (r!kh !e0eb rh.rihon r cdn or.rpit aM other rinr.i.r rcBidt ioE) i5 r0r.I.dher Noidr, rdu ac inditrcin'b<r{tu payi',g t1.u0 uplmnt.ld ir0 jn/.r1. Sinrila'ly, rou lrc ir ilferc b.een Fying5r 00 up Ldr dd 5r.2l in ypar 2. hs, Fu ..n v* rhe disount lidor ro quanfiIy rhesrvinF dr

h !N, rhe ap<lelrallqqline d$r b ryc! | n 'he etF dNPvofrryoNe(iiiLnnrr.' u N pci nrle)uri'Dr rhc dr€tn.NFV oI pi),'r.ir11oL--. 'ly *ljrn Jiinii,r iiJ,';;'* | nn

Page 12: Cases(Working Moms)

rFrD s:qr ro^n w$ IIDAror J44 n r?'n I'dp ! F or iG prno+ rcI 5n.o: JrJ 1f lq!'rrd t6;E t'u o-iln-u!:PF?q

-,"ffiN sFrP -s|&tr G'- F D" rr:'a no^ PrPhdo;;:;;;',;;' :,;i;;,. i-l-i" iL.p&,i, " rd..la rrqd 'v,4"q1-1191;;';.;,';i;;,,,,r,:, ,.ii;;;;q' & p{Fgs*.nrqs a,{' d p:'uo* 'P no^ (v rrq!{tu

"." !'aiii'

" '"i,]"n.. "q vr"s i;@r, ho,( mqsaos aqr eu'np no'( rs'? or

tu.r{@t !?E d.^',1 Ir'+ 1ol. E d oo:9:'{ q s@rP? dn ut o 3d'3 t lt{:'M t !qrl@ nt

. ;-ea *** q*aoi.r' -edi6.r{F ?uEuF'd:t'vI uoo! FaP ? '{ru q no'( tufrsrd

r ,,i*i. p--gi,rlr-.m trFqi tqru.g d alqsle^r tudo

irn ,rn H .ri* a.-;iiip; t.ir +q ot &{ !ns.d F.p Fq i{ 'i:l PFo' rol q8noqrv,t,j s:,;; ,i -.{."d ,'qesdd ? F t@ p'ot t 8qldpcw s rcr pr .lMrDE

".; ,e 'l; eqi .o -; !nq:s $k n6ar':^@"mr 1pt q)@' mr puro{ ito'{

il"'^,^'".,"j;:" '",i-,i"',"^*';J.{ rj r*q'o"'qu*- *: '"' rtr' &:^ 'Jn no^ mua:Jj*-;, -*

" s;- *"r -,'mqr ddDd r^?q rcr u lpo 41 rmw 8dr'oM sni p

" r,r,i r:'"x t. -*...a,,r -ta i*i,'Pris !rmr\ '&Dl $!a r,uor Foqs ars no{

Page 13: Cases(Working Moms)

ExhibltA

Exampl.: N6t Pr$.ntValue calcllatlon

Ax6. thlt yo{ h,v. Fr}ed ! tnbriE r3r@t m.h Tdry +h .r o $. puEhe oIttb*i'g Md, on 0r. iolosing bd:

' pu*hepd.e $60,000 ps rid.

. P.yturtu: 50t ofpriG p.B in Yar 0

5* of Drle p:id ln Yd 1

25: ol Fi.. pria in Yd 2

fh. crtdlrSon ot Ae net prdni v.h. ot thlr lgr.mdt n daotb.d b.low

Ext*t d Ev.n!. fron &. show

N.r v.b. of .|l. ltw (Btu + rdiE6Mt)

Pdc or .h. rhor (t6qm r lm 'itl6)

Pn . vtu. ol tl. Fi.e.{:}. rls

Pr6.ntvnmoIY.r0Palddb: (50noti6t,

Pr66t v.lu. ol Year l Paymdl4 (251otl6M)/ 010)

lEor vi* oI Ya 2 Pa)@E: (25r ot$I.r) / 0.a)

P'gt V.Ia of Nt PiynrE

Ndpsni6rrh..|id (Iirc3'''6riE5)

Surplur (Nd pE6t 16 cdrlbr td.. of ts,Om,mo)

tr8&9 v.

Page 14: Cases(Working Moms)

E hlbit B

sample Zoro SurPlus Deals

?a.a\

2

l

al

151

5150

3.rn 40i

33.94 7 3ot {01

47,71 3 3Ot 40t 30x

5650 9 30t .ot g1

65.t 10 3oi '0t a!{ 6 2ot 7ox

425? 7 2AX mx 2m 20i

5L76 a 2ol lox

br:,,a 9 20t 20*

10 i0: 2ot

Page 15: Cases(Working Moms)

REPORT FORM

rsrr s.ijns PLy6'NmG).

Ddtd FxiM+,ElrMl?

It you rea.h.d m aglend! dsdib. rh. dnktuu oI rfi. d.al on ...h ot th. iese. iidappbnlEr. th. br, p'.l hoh dE dsl. F.el lrd b m*e (.nd nok) '!|ffibl. smpdoB rhailJId $e wr.h ot td |3l@r ad prdld. d .pproxhE lrlft ror...[ ;r.

Nd pro6r or th.6hd (h Di|riou t)

PL.* irdt .c lll. eatu. 0E ft3otu6on hrd s ym r.l!ri.8hip -iln your ohbrps(t:

56

alient, whnt tlo ls tm dds mAori:dd sen mGt LnFl||nt ro y{ FEonally?

heh4 pir. (dbusd t Fr ud.): IJGyD

j ' : r r"v* 'o

Jax i,'r*'r-l9ri,'v*g

Page 16: Cases(Working Moms)

PRE.NEGOTIATION FORM

wlBr s your hlger rut'lb (rux.oE l nPrcv.m.r t over you' 3 aTlA or p6nr,on P"ef

PLas bd.ny ouuire th. hjor componenb ot your 3hE3]: