Creating community support and strengthening key client relationships that would support Northrop Grumman’s role in our local community was the challenge issued to the Cox Marketing Services team. Northrop Grumman’s main source of business and revenue is not the general market consumer. Rather, it is the United States Military, local government, and high-tech industry. They wanted to do something that would garner recognition and support for their contributions as well as recognize their key clients and end users of their products – our men and women in uniform.

By really taking the time to understand Northrop Grumman’s unconventional situation, Cox Marketing Services was able to generate unique ideas. Northrop Grumman could make a scholarship contribution to strengthen their commitment to the local community while recognizing their traditional role of providing security for our local soldiers and sailors. Cox Marketing Services’ strong relationship with the U.S. Army’s Recruiting Division could only add resources to a future campaign with Northrop Grumman.

Cox Marketing Services created Salute to Hometown Heroes on AM580 WDBO, K92FM, and 96.5 WHTQ. These salutes recognized specific local sailors, soldiers and retired war heroes living within Central Florida both on the air and on each station’s website. Additionally, Northrop Grumman awarded a $2,000 scholarship toward any Central Florida military family’s child pursuing a college major in Science, Technology, Engineering or Math. The campaign kicked off on Memorial Day and concluded on the 4th of July at Cox Radio’s Fireworks at the Fountain where Northrop Grumman hosted a Military VIP Viewing area and Northrop Grumman Executives recognized local military heroes from the main Bandshell stage.

This campaign generated an overwhelming response as Northrop Grumman and Cox Radio received numerous phone calls and e-mails supporting the message. Northrop Grumman’s key points of contact at both the United States Army and Navy acquisition units reached out to Lee Barnes, Corporate Lead Executive for Northrop Grumman, to personally thank him for investing in this campaign.