If I had a million dollars: Selling AMD

14 Mar, 2003 at 7:27pm ET Article published in Tech

AMD is losing the public. They never really had them on the global or even
the national scale; at least not in the traditional terms that the mass public
would be familiar with. This may be a presumptuous statement considering that
AMD is no slouch when it comes to providing marketing materials and information
online, at events or to the media such as this site.

AMD does not have a visible presence in the big three of television, newspaper
or radio. AMD does not have dancing lab workers, aliens or, now identifiable,
jingles that infiltrate every aspect of today’s media life. AMD isn’t
a recognizable icon on television. There isn’t a recognizable jingle on
radio. Their logo isn’t part of everyday newspaper circulation.

The reason is that AMD does not have a vault the size of Uncle Scrooge’s
complete with diving board and piles of coins and bills to fund this pop culture
marketing of processors.

“From here I can hear the gasps of shock and outrage at
these incredulous statements.”

From here I can hear the gasps of shock and outrage at these incredulous statements.
AMD marketers will cry out that I know nothing of what I’m saying and
claim that I must have had my head in the sand for the last year to have missed
AMD’s marketing efforts.

But it’s true.

Unless you are looking for AMD…AMD isn’t easily seen. You can’t
go more than 50 feet without tripping over an Intel ad in newspaper, radio or
television. Can you hear the Intel jingle in your head? Do you remember the
dancing lab workers dressed in shiny costumes looking like a toxic chemical
“phat” crew on their way to American Bandstand?

Is a Dell computer made with an Intel processor or an AMD processor?

Those who frequent computer tech sites know there are two consumer processor
makers to choose from. Perception of those processors may split into two schools
of thought. The first has the buying public analogizing one processor as the
family car; dependable, reliable and made in America. The other school of thought
may assume the competing processor is like a kit car; it’s for do it yourself
people and who like to fiddle and have the time to do so.

Can you guess which processor is assumed to be which?

Conduct an impromptu survey and you’ll find that 8 or 9 out of 10 people
just want a computer to turn on and work. They just want to use it and may not
know or don’t care what a processor really is. The buying public sets
aside a budget and goes out to buy what they perceive as the best that their
budget can afford.

Indeed the buying public is becoming computer friendly but not informed and
educated about the choices. Not on a mass scale.

Who makes the choices for you?

Marketing does.

The buying public is measured in millions and AMD needs to address those millions.
If the goal is to sell an XYZ processor then, in the big picture, who cares
what particular model they choose as long as it is the XYZ processor? Keep in
mind that the XYZ processor company wants you to upgrade, upgrade, upgrade!

If color mattered then be assured that the XYZ processor company would be producing
processors in a variety of colors. I do know of one computer manufacturer that
does consider an upgrade to be a color change. When was the last time you saw
the familiar fruit on a laptop in a movie or TV show? Even they are more visible
in the mass media circles than AMD.

The point is I am a consumer. I represent a cross section of consumers which
can amount to many millions of buyers and many billions of potential dollars.
If I don’t see AMD then what will I ask for come time to purchase at the
store?

Obviously expensive.

The obvious answer to you is that AMD should advertise and television presents
the best medium to reach the masses. AMD can be or should be just as visible
as the competition. It is true that AMD has been on television. It’s a
Flying Dutchman story of sorts. A few have said they’ve seen the AMD commercial
but the rest of us think the existence of it is more fiction than fact.

But it’s not that easy.

AMD’s competition probably spends more on a marketing campaign for a
single product than AMD earns in a year. AMD’s proverbial David would
lose this battle against Goliath in a head on confrontation. The competition
has a larger war chest when it comes to advertising dollars. AMD would put itself
in financial peril if it tried to compete on the same advertising scale as its
rival.

It’s about now that AMD’s marketing department is laughing this
off as babble from a uniformed nobody from nowhere.

But it’s not.

“My position on my soapbox is neither uninformed nor precarious.
It is one that is based on 15 years of reaching the masses through television
as a writer/producer/director of advertising campaigns but I’m also a
customer and the customer is always right.”

My position on my soapbox is neither uninformed nor precarious. It is one that
is based on 15 years of reaching the masses through television as a writer/producer/director
of advertising campaigns but I’m also a customer and the customer is always
right.

So where’s my money and where’s my mouth?

It is an undeniable fact that AMD needs to reach the public and on a scale
that can affect an increase in market share and revenue. That costs money and
to hire an ad agency to produce slick ethereal television spots that are placed
at a cost of millions of dollars in television airtime is financial suicide.
(See definition of David and Goliath where Goliath wins.) I’ve also seen
ad agencies bill out over $100,000 artwork charges for what amounted to a typed
press release in a full page newspaper ad. This didn’t include the $500,000
bill for placing it in one coast to coast publication. The $100,000 artwork
charge for what you and I could have typed in 5 minutes is what stunned me.
Nevertheless AMD needs to reach the public and in such a way that the piranhas
won’t consume the budget in a commission frenzy.

The traditional mediums are the aforementioned television, and also radio and
newsprint.

Already touched upon is the high cost of television 30-second advertising.
The uphill challenge is that the public may not be totally familiar with the
AMD brand. It may be hard to believe but a 30-second advertising campaign would
have to be monumental to educate the consumer in order to build brand awareness
and trust from scratch. So would the cost.

An equally suicidal route is to blanket every morning newspaper across the
country with full page ads touting the impressive features of the AMD processor.

So what?

Flip the page. The next day the paper is in the recycling box, wrapped around
the fish or lining the bird cage. AMD’s owners would not be proud to say
that their company’s name proudly lines every birdcage in America.

Radio?

Between the weather and the traffic comes a smooth voice seducing the listener
to the advantages of AMD. “AMD who?” The listener’s lack of
familiarity immediately jumps to the familiar. “It must be another Intel
ad.” Thank you AMD for some free advertising for the competition. Radio
and newsprint is best to reinforce another medium, an offer or sale in this
particular situation but not as a mass media educational launch.

It’s not to say that these mediums aren’t effective and aren’t
of great importance to a marketing campaign. It’s just that when the buying
public is sliced into chunks of millions and those millions, on the whole, aren’t
familiar with the product…the failure of a 30-second television or radio
buy or print campaign is inevitable.

What’s left?

We’re not selling processors here

The first thing to come to grips with is that we aren’t selling processors
here.

Blasphemy!

AMD sells the dream. Kids are learning. Families are working together. The
world is at their fingertips. Business deals are done and people find success.
The hard earned buck goes further and you’ve got something better than
your neighbor does.

It’s the American dream.

AMD shouldn’t sell the processor to the masses. It’s the dream
made real by AMD processor that should be sold.

This cannot be done easily within the timeframe of a 30 or 60-second commercial
message. Not unless the market has a familiarity with and trust in the product.
In AMD’s situation the mass public must be educated, swayed, and reassured
about AMD. Their eyes must be opened to the choice and they must feel good about
making that choice.

AMD’s competition has an already established image with the masses. People
perceive INTEL as better not because it is but because they don’t know
any better. How then to begin to educate the masses in broad, cost effective
strokes?

The easiest route to the mass market is through an infomercial.

28 minutes and 30 seconds later

Infomercial television provides a selling tool that can be an affordable and
effective educational selling tool compared to its 30-second cousin. It is more
effective, in this case, to educate and establish an awareness of the many details
and facets involved.

“Keep an open mind before envisioning some hyper salesperson
rushing about the stage yelling ‘but wait…there’s more!'”

Keep an open mind before envisioning some hyper salesperson rushing about the
stage yelling “but wait…there’s more!”

There are challenges

AMD wants the public to buy their product but they don’t sell it directly.
There isn’t an “AMD store”. AMD wants the public to believe
their product is better yet the majority of the public is more aware of the
competition. AMD wants to sell a product to a consumer who walks into a store
or looks on-line to a major distributor and sees an overwhelming amount of the
other brand name. The majority of the public is also brand loyal and brand loyalty
is where a consumer purchases a product because they are afraid of taking a
risk on another product. Their habitual choice may not be the better product
but they are afraid the new product will disappoint them and thus they will
have wasted their money.

The challenge is to effect change in the public’s perception that AMD’s
competition has a more reliable, more stable, a faster and a more powerful processor
has to be broken. The message is to educate and prove to the masses that there
is a choice either in an off-the-shelf system or a single product purchase that
provides better value. The task is to demonstrate that AMD empowers the consumer
to make this choice that can be trusted to fulfill the needs of their lifestyle.
The icing is to wrap all this up in a warm cloak of positive images of a better
tomorrow. The goal is to drive the customers into stores or on-line asking for
AMD.

Ask around in the neighborhood how many are familiar with AMD or what is the
brand name of PC they would buy. Chances are they aren’t familiar with
AMD and they would buy a Dell or an INTEL PC. That’s proof of what we
in the advertising game call top of mind awareness. Unfortunately the first
products that come to the top of the consumer’s mind are the competition.
If you asked 10 people in your neighborhood and 7 or 8 answered in the way suggested
that’s 70 or 80 percent of the neighborhood. Now think bigger to 70 or
80 percent of the people in your city, state and finally the entire country.
The number of future potential AMD customers needing to educated rises into
the millions, over 225 million in the US alone.

This “flowery” description of an infomercial seems rather simple
doesn’t it? It isn’t but the task of getting more than three executives
to agree on a direction may be the greater challenge. That is another story
in itself.

An infomercial is like a circus or fair midway attraction. It is bright lights,
noise, and excitement complete with the barker luring you into the tent.

Infomercial elements can be broken down into key categories:

Strong presenter/presentation
Testimonials
Product demonstration of features, advantages and benefits
Product proof
The pay off
Call to action

Every project starts with a concept and this is no different. This concept
has to allow for the story to move from topic to topic yet remain focused on
the goal. A news magazine format allows for a broad range of subjects to be
covered and brought to a single conclusion.

Presenting the presenter

Who hosts this epic? Should it be a movie star and which age group should this
person appeal to? Would Vin Diesel make a cool host? Perhaps Pierce Brosnan
or Halley Barry? Should this person be an AMD representative or an unknown?
Star power can be effective as the television viewing audience may flip by the
AMD infomercial and stop caught by the dynamic looks of Halley Barry and then
wonder what she’s hosting. The “barker” has done their job.
Sadly no one will stop dead in their tracks hanging on every word of George
Smith, AMD lab technician. A yesteryear television or movie star may come at
a cheaper price but AMD isn’t about yesterday. The reality is that star
power costs and the theoretical million dollar budget would be gone in the form
of talent fees.

The choice is then of neutrality and assumption. The viewing audience would
assume that this “neutral” unknown would be a reputable anchor if
that person were properly cloaked in the visual robes of a news magazine show.
The infomercial borrows credibility from its real cousins.

“The news magazine concept features a central anchor and
his/her armada of reporters becoming the thread that pulls the story along to
its conclusion.”

The news magazine concept features a central anchor and his/her armada of reporters
becoming the thread that pulls the story along to its conclusion. Stone Philips
of NBC’s Dateline is an example of such a person. People watch Dateline
by the millions whether you like Mr. Phillips or not. The host must appeal to
the largest cross section of the viewing public. That person must exude trust,
confidence, and authority and be able to establish an instant connection with
the viewer. This is our infomercial barker whether that person sports a skimmer,
cane and loud suit and calls loudly from atop a box or is dressed in suit and
tie and gently beckons you in.

But wait…there’s more!

The reporters have their own segments and each reporter is there to guide that
particular facet of the story. A reporter is the conduit to introduce any element,
person and situation. The anchor bridges the segments and leads the viewer to
the goal.

Reasons for reporters

These reporters could “cover” a variety of events or topics in
such a way to provide information to support the goal. Remember that goal is
a collection of compelling reasons to buy AMD.

An example story could feature a reporter assigned to cover a LAN party and
introduce the audience to the subculture world of PC enthusiasts who as proud
of their PCs as car buffs at a classic car convention. There lay the path to
hear it straight from the mouths of “people just like you and I.”
This creates a connection with one demographic; teens, young adults and enthusiasts.
Which of you geeks reading this wouldn’t tune in to see how AMD covered
the LAN party and modding culture we are so very proud of?

Underlying this would be the “hidden messages” of advertising.
Those are the “satanic instructions” carefully embedded and only
heard if the song is played backwards like everyone did with their Styx albums.
LAN party goers could be interviewed about why they chose AMD and why they “mod”
their systems. In the interviewees responses would be those hidden consumer
messages and they would reveal themselves to be value, performance and…fun.
Why did you buy an AMD processor?

Another infomercial reporter could uncover the secrets of do it yourself system
builders. Could not the entire process from a box of parts assembled into a
complete working system be condensed into a 2-3 minute segment along with some
helpful tips? Remember the majority of the viewing audience thinks a computer
is a box that you shove CDs into. To them assembling a PC is something only
a person with an engineering degree can do. This demystifies the do-it-yourself
barrier and provides confidence for the viewer to go out and purchase an upgrade
processor or the parts to assemble their own PC. In this case the viewer feels
rewarded that they are saving money while gaining performance.

There is the question of stability and reliability and if it already hasn’t
been answered by the LAN party goers it will be covered in an outright comparison
debate. Enter the third reporter whose goal isn’t to prove that AMD systems
are more stable and more reliable than the competition. It is to show that AMD
systems are just as reliable and just as stable as the competition. In essence
the two are the same in this respect so why not make the smarter choice…which
of course is AMD. The hook to this comparison is again cost savings and additional
features.

Integral to this is the performance issue. Reporter number three speaks with
such well known tech personalities as…I’m all flushed with excitement…not
me. But why not interview well known web or magazine writers and reviewers?
They bring credibility and can easily explain the concept of benchmarking to
lead us to the conclusion that AMD offers equivalent or better performance at
a better dollar value. Through a simple demonstration and explanation of a single
benchmark program the audience could easily grasp the entire concept of other
charts, numbers and graphs. All they need understand is that a benchmark program
measures the performance of a particular aspect of a computer. Do you care what
fuel mixture was used in the dragster or just that it wins?

This could lead straight into a side by side price and hardware comparison
of systems. The exact price need not be mentioned but the fact that the competitor’s
processor driven system costs more and may offer less features is what is important.
The reporter’s rhetorical question is heard, “Do you mean to tell
me that these two systems are the same for what you get but this one is a little
bit faster and costs less? And there’s no difference in stability or reliability?
And you’re telling me that this system can cost more to upgrade something
like RAM?” (Using RDRAM as the example)

“Again the viewer is lead to the obvious conclusion that
value, performance, stability and reliability is in AMD’s corner.”

Again the viewer is lead to the obvious conclusion that value, performance,
stability and reliability is in AMD’s corner.

Four of the key categories which are strong presenter/presentation, testimonials,
product demonstration of features, advantages and benefits and product proof
have been repeatedly used and in such a way that the audience feels they are
investigating for themselves through the impartial AMD anchor and reporters.
The fifth, testimonials, are important to help, excuse the pun, hammer the point
home.

There are specific groups that need to be represented in order to appeal to
a wide demographic and already two have been heard from. The enthusiast market
and tech editor have been interviewed but now it’s the turn of business
and family. IT professionals and small and large business owners provide further
supportive statements of stability, reliability and a new word…productivity.
Reporter number four investigates this aspect.

The underlying message is that AMD systems are good for the workplace, large
or small, and if business can count on AMD then so can the home consumer. The
big business interviewees provide further credibility to the proof of reliability
and stability while the small business person represents entrepreneurial America;
the little guy who needs the tools to get ahead at an affordable price.

The fourth reporter also follows the story to the other testimonial element;
into the family home. AMD systems empower the children to do better at school.
If the family is budget conscious then AMD systems provide value while maintaining
competitive performance. The family can get today’s tools without taking
out a second mortgage. They may even be able to get two systems so “Dad
and the kids aren’t fighting over the PC.” Again the included message
of stability and reliability shine through.

Calling all consumers!

The call to action is the barker with his hand out before you enter the tent.
An infomercial isn’t effective unless it motivates the viewer to do something.
That “something” is for the consumer to be motivated to march right
into their favorite store, in person or on-line, and buy AMD.

But there’s no AMD store.

AMD is in a position where they cannot publicly choose sides. To align themselves
with a system builder would alienate the OEM and vice versa thus losing the
accompanying consumer. AMD wants both OEM and off-the-shelf system buyers.

The public is now fired up by the AMD infomercial and is ready to whip out
a credit card, dial that 800 number or jump on the web and click their heart
out. Without an outlet for the viewer the infomercial falls flat like a movie
without an ending. Where’s the payoff?

AMD can create this ending to leave the viewer with a sense of accomplishment
and fulfillment.

The answer is simple and that is to borrow on what websites are doing everyday.
The viewer can be driven to a website where they can choose one of two paths.
Both follow similar multiple choice questions to determine the viewer’s
needs and wants and both will lead to an eventual printout page of information.
That physical paper is the motivation to make the correct choice. They are one
final step from fulfillment.

The complete system buyer will receive an information printout of suggested
features and specifications that they can hand across to a store employee. This
makes the consumer more secure in their dealings with the store. They are given
information to get a better understanding of what the components, their choices,
are all about.

AMD has empowered the viewer with knowledge and has made shopping for a pre-built
system easier. Of course the website will offer a variety of choices for on-line
or in-person retailers. AMD avoids the pitfall of specifically recommending
any one retailer. The consumer has made the final choice.

The second path is for the more experienced or DIY builder. Similar multiple
choice questions determine a possible end result and a list of AMD recommended
component suggestions that meet the criteria of user needs and requirements.
Most of this information already exists on the AMD website. If a website visitor
determined they wanted a 2800+ processor then there is only a certain number
of AMD approved motherboards that meet the support requirements. This process
is further fine tuned by the website visitor selecting certain on-board features
or not. The eventual printout is a list of recommended components making it
easier for the DIY to complete their task. OEM manufacturers receive no special
favor as it is the consumer’s choices that determine the final list.

The bow on the present

Lastly there is the “warm fuzzy” to wrap around the entire infomercial.
This is the final pay off. The pay off are the resulting after effects from
owning an AMD system and not the system itself. The spouse hasn’t cheated
on you, the car magically un-dents and the dog comes back home.

In reality it is positive images of the better life AMD brings…the dream.
It is images are of kids eagerly raising hands at school to answer a question.
It is the guy on the line working hard both at AMD and at the auto plant. This
connects AMD and their values to everyday people that work hard for America.
It is the business meeting that ends with the deal. It is also of the teenager
fraggin’ his buddies online.

It is the Dad and his daughter learning together in the early evening.

These “warm fuzzies” are tied to the call to action. Perhaps these
images are underscored by a familiar tune. Emotions are stirred by an announcer
telling of the whole process that these images…the dream…can be
found right now with AMD…where smart choices are made. Chevy did it with
Bob Seger’s “Like a rock”. Perhaps one of Bruce Springsteen’s
songs can be had within the million dollar budget.

How is it all done?

Editing together an infomercial is an art of succeeding in three areas. The
first is to present enough information in order for the viewer to be motivated
to a call to action. This has to be accomplished quickly and wherever they may
tune into the timeline of the infomercial. The second is to drive the viewer
to act upon the call to action. The third, as a bonus, is to make it entertaining
thus keeping the viewer’s attention and extending your time to further
impress the message upon them.

“That’s it in a nutshell and some may argue otherwise.”

That’s it in a nutshell and some may argue otherwise. The exact combination
and sequence of events and “parts” of this particular infomercial
is another topic. Give me two weeks in an edit suite and I can show you but
for now it stems from research, experience, knowledge and “gut instinct.”
It also is the constant message repeated over and over again in such a way that
it is new each and every time. The barker calls the customers to the same show
but each time his mouth opens the invitation is different.

If you want to see how it’s done for yourself then watch any infomercial
and see just how often a strong presenter acting as a third person (representing
you…the viewer) works with another strong presenter, the barker, to use
the tools of testimonials, product demonstrations and proof to provide the pay
off which motivates you to purchase their wares. Then take a look how often
they repeat that combination of tools, changing it subtly each time, to push
you towards the call to action.

I bet you if you watch closely you’ll see that all the elements are used
and reworked every few short minutes. You can watch and in a short time get
everything needed in order to make a decision to purchase yet the entire infomercial
is a complete story with a beginning, middle and end.

That’s basically how infomercials work and some work very well.

How much?

These are the two words I hear most often. The other two words I hear more
often than that shouldn’t be included but they usually follow “How
much?”

Let’s begin by using a broad brush for the theoretical television buy.
A good place to begin is with the top 50 US Television markets.

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height=17 align=”center” style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 700; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-ALIGN: center; TEXT-DECORATION: none”>Rank style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 700; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-ALIGN: left; TEXT-DECORATION: none” width=239 x:str=”DMA “>Designated Market Area size=2>® (DMA) width=80 align=”center” style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 700; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-ALIGN: right; TEXT-DECORATION: none”>TV

Households

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>1 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>New York style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”7282320″>7,282,320

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>2 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Los Angeles style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”5318040″>5,318,040

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>3 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Chicago style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”3351330″>3,351,330

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>4 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Philadelphia style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”2830470″>2,830,470

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>5 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>San Francisco-Oak-San Jose style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”2436220″>2,436,220

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>6 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Boston (Manchester) style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”2353500″>2,353,500

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>7 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Dallas-Ft. Worth style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”2195540″>2,195,540

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>8 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Washington, DC (Hagrstwn) style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”2169230″>2,169,230

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>9 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Atlanta style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”1971180″>1,971,180

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>10 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Detroit style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”1899910″>1,899,910

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>11 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Houston style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”1814140″>1,814,140

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>12 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Seattle-Tacoma style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”1659100″>1,659,100

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>13 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Tampa-St. Pete (Sarasota) style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”1620110″>1,620,110

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>14 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Minneapolis-St. Paul style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”1594740″>1,594,740

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>15 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Cleveland-Akron (Canton) style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”1528840″>1,528,840

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>16 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Phoenix style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”1524130″>1,524,130

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>17 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Miami-Ft. Lauderdale style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”1486860″>1,486,860

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>18 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Denver style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”1366250″>1,366,250

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>19 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Sacramnto-Stktn-Modesto style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”1227600″>1,227,600

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>20 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Orlando-Daytona Bch-Melbrn style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”1224470″>1,224,470

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>21 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Pittsburgh style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”1165660″>1,165,660

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>22 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>St. Louis style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”1156370″>1,156,370

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>23 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Portland, OR style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”1061080″>1,061,080

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>24 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Baltimore style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”1060450″>1,060,450

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>25 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Indianapolis style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”1019870″>1,019,870

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>26 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>San Diego style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”1004220″>1,004,220

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>27 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Hartford & New Haven style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”980410″>980,410

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>28 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Charlotte style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”962540″>962,540

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>29 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Raleigh-Durham (Fayetvlle) style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”929460″>929,460

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>30 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Nashville style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”880670″>880,670

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>31 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Milwaukee style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”860350″>860,350

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>32 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Cincinnati style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”854250″>854,250

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>33 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Kansas City style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”852510″>852,510

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>34 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Columbus, OH style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”835780″>835,780

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>35 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Greenvll-Spart-Ashevll-And style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”792110″>792,110

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>36 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Salt Lake City style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”769230″>769,230

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>37 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>San Antonio style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”718730″>718,730

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>38 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Grand Rapids-Kalmzoo-B.Crk style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”713800″>713,800

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>39 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>West Palm Beach-Ft. Pierce style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”700850″>700,850

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>40 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Birmingham (Ann and Tusc) style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”690030″>690,030

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>41 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Norfolk-Portsmth-Newpt Nws style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”677610″>677,610

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>42 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>New Orleans style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”658830″>658,830

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>43 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Memphis style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”653840″>653,840

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>44 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Buffalo style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”639190″>639,190

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>45 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Oklahoma City style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”636970″>636,970

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>46 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Greensboro-H.Point-W.Salem style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”634140″>634,140

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>47 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Harrisburg-Lncstr-Leb-York style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”626660″>626,660

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>48 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Providence-New Bedford style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”624020″>624,020

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>49 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Albuquerque-Santa Fe style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”620230″>620,230

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>50 style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” width=239>Louisville style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center width=80 x:num=”612300″>612,300

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17> style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none”> style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center x:num=”587200″>

style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; HEIGHT: 12.75pt; TEXT-DECORATION: none” align=center height=17>Total style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none”> style=”BORDER-RIGHT: medium none; PADDING-RIGHT: 1px; BORDER-TOP: medium none; PADDING-LEFT: 1px; FONT-WEIGHT: 400; FONT-SIZE: 10pt; VERTICAL-ALIGN: bottom; BORDER-LEFT: medium none; COLOR: windowtext; PADDING-TOP: 1px; BORDER-BOTTOM: medium none; FONT-STYLE: normal; FONT-FAMILY: Arial; WHITE-SPACE: nowrap; TEXT-DECORATION: none” align=center x:num=”587200″>71,246,140

*source http://www.nielsenmedia.com/FAQ/index.html

The top 50 markets represent 67% of the estimated 106,641,910 TV households
in the US.

If every TV household in that 67% bought just one AMD Athlon XP 1700+ processor
at average price of $60 USD* that would translate to over 4 Billion dollars
in gross revenue to AMD.

*lowest price on pricewatch.com March 13, 2003

But it doesn’t work that way. 71 million people just don’t go out
and buy an Athlon XP 1700+ the very next day or does buying airtime at one station
in each of the top 50 US markets guarantee that all of those 71 million viewers
will be watching. The digital universe provides for a hundred channel choices
and the media pie is sliced up thinly amongst many competitors.

“It can as little as one percent of one percent.”

Marketers hope to capture a percentage of the whole and motivate a percentage
of that percentage to make an actual purchase. It can as little as one percent
of one percent.

If one percent of one percent of the total TV households actually buys an AMD
Athlon XP 1700+ processor the total revenue drops to just under $500,000 in
gross revenue. Not what we hoped for.

Then again consumers don’t buy that way either. They buy all sorts of
processors with different price ranges.

Processor	Price*

Athlon XP 3000	$561
Athlon XP 2800	$374
Athlon XP 2800 333	$364
Athlon XP 2700	$253
Athlon XP 2600	$219
Athlon XP 2600 333	$218
Athlon XP 2500	$173
Athlon XP 2500 333	$170
Athlon XP 2400	$123
Athlon XP 2200	$97
Athlon XP 2100	$83
Athlon XP 2000	$71
Athlon XP 1900	$63
Athlon XP 1800	$58
Athlon XP 1700	$52

rocessor Lowest Price in USD (pricewatch March
13, 2003)

With the average price being $192 USD the total gross revenue jumps to nearly
1.4 million dollars.

One percent of one percent of 71 million people is only 7100 people and the
results will be a little bit better. If 10 percent of that 1 percent actually
purchases a processor due to the infomercial then the total gross revenue jumps
dramatically to over 13 million dollars.

Not a bad return on a one million dollar investment.

We know that 71 thousand people aren’t going to buy just a processor.
They buy complete systems and if the average price is $1000 USD then the total
gross revenue tops 71 million dollars…from a single one million dollar
investment.

That’s how much can be made but at what cost?

Late night 30-minute time blocks can be bought at a very good price. Infomercial
time blocks can be had for as low as $200 USD depending on station and reach
or how many viewers are watching a particular station at a given time. Let’s
position AMD’s infomercial in the second most cost effective time of 11:30PM
to 1am, depending on availability.

Let’s set our range from $200 to $1000 USD per 30 minute block. Some
stations are more expensive and others are more cost effective depending on
viewers reached.

If the average is $600 then airing this infomercial once in each of the 50
top US markets anywhere from 11:30 pm to 1 am would cost $30,000. An infomercial
is most effective when aired repeatedly. So let’s say we air this 10 times
on one station in each market. Total cost is approximately $300,000 USD.

Book two stations in each market of similar rates and the investment becomes
$600,000 USD and now you’re getting to the audience from two different
sources. But let’s stop there as we are getting 20 occasions over two
stations in the top 50 US TV markets.

So now we still have $400,000 left for the actual production of the infomercial.

Production involves hammers

Projects like these involve massive amounts of preplanning. It can take 1 or
2 months of writing and pre-production before cameras roll. In respect of not
making you stand around for a month or so I will mock up an overview theoretical
budget but using fairly accurate production numbers.

Calendars, dates and schedules

The production calendar would cover many more pages but here it is in brief.

Studio

5 days construction and pre-light
1 day anchor segments
1 day tech site interviews
1 day product demo segments
1 day specialty interviews
1 day B-roll for website call to action
2 days teardown

Field work

2 day travel and 2 days shoot for IT professional, 2 x small business owner,
2 x home buyer and LAN party receives 1 day scout in addition. One month on
the road including airfare, accommodations, per diems, ground transportation
for crew of 10.

Post production

20 days edit suite
2 days audio sweetening
5 days 2D graphics as necessary in segments
Show packaging (opening animation, bumpers, closing, titling)
Audio post score

Talent

1 anchor
5 reporters

I’ll save you from the 150 odd entry lines in the budget and boil it
down to one simple number.

$398, 041.01 USD**

I think the penny is for good luck.

Just remember how many TV households are in the top 50 US markets; 72 million.
If just 10 percent of that 1 percent of total TV households who watched bought
an AMD system because of the infomercial…one million dollars invested
will generate 71 million dollars in return.

How about it AMD?

If I had a million dollars.

* **The author of this editorial presents dollar figures for
illustrative purposes only. These are not actual quotations but estimates based
upon available data. The author is a production manager of an actual Television
station and post production house. This editorial is a free form of opinion.

Comments

3 Oct 2012 ~ 1:09pm Thrax wat
3 Oct 2012 ~ 1:14pm ardichoke iknorite? Why did this post from 2003 suddenly pop to the top of the Discussions page?
3 Oct 2012 ~ 1:34pm primesuspect It's a Vanilla thing. Old articles don't have discussion threads and in order to prevent spam, we create a discussion thread for it. People have linked to this article and we'd rather them see legitimate comments instead of the broken comments from the old CMS. It's complicated.

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