Tuesday, June 15, 2010
SNA Revenue Boot Camp
Tuesday, June 15, 2010 / 8:15 am - 8:45am:
BAGLES & COFFEE
Tuesday, June 15, 2010 /- 8:45am - 10:30am
FIX YOUR SALES ORGANIZATION
Most sales departments need an overhaul. some are broken or stuck in another time without effective accountability and leadership. the structure must be fixed and the team must be motivated. this is easier said than done, but help is on the way. In this lively opening session, we will explore new sales structures that work and motiviate the sales team. The focus will be on growth strategies with an emphasis on local sales and improving performance. The approach will include online, print, mobile and more. The results will impress.
Mike Blinder, President, Blinder Group, Inc.
Kevin L. McCrudden, President, Motivate America & Superior Sales Training/Founder of National Motivation & Inspiration Day
Tuesday, June 15, 2020 /10:30am - 10:45am
Tuesday, June 15, 2010 / 10:45am - 11:45am
COLD CALLING/PROSPECTING NEW BUSINESS
Pre-qualified appointments translate into more sales than random cold calling. Why then don't more newspaper companies use this tried and true approach? In this session we wil dive deep into the process and show you how to set up a successful system at your company that will pay dividends and reduce wasted sales time.
Mike Brooks, Mr. Inside Sales
Tuesday, June 15, 2010 / 11:45am - 1:00pm
WORKING LUNCH - THE BREAKOUT YEAR FOR MOBILE - ARE YOU READY?
Mobile marketing is about to explode. Do you have a strategy in place to capitalize on the newest disruptive technology that is going to take over your market?
Borrell Associates recently released a stunning report - 2010 U.S. Local Mobile Advertising & Promotions Forecast - Part 1: Mobile Coupons Set to Cash In. The projections are pretty unbelievable: local mobile marketing will generate well over half a billion dollars this year and grow to almost $15 billion in five years. National mobile marketing is huge as well, going from $8.4 billion in 2010 to $42 billion in 2014.
In this session Borrell President Colby Atwood will discuss the research in greater detail. All attendees will also receive the mobile spending projections for their specific DMA. Attendees will then review a case study from a mobile coupon test that was executed in four test markets in the month of May. Shooger CEO Alex Stancioff and zip2save.com President Nancy Lane will share the lessons learned, success stories, pricing strategies, marketing strategies, bundling opportunities and more. All test markets involve community newspapers, dailies and weeklies, in a variety of market sizes. Attendees will benefit from the lessons of the test and be able to return with a winning strategy to implement in their market.
Speakers: Colby Atwood, President, Borrell Associates; Alex Stanicoff, CEO, Shooger; and Nancy Lane, President, zip2save.com & SNA
Tuesday, June 15, 2010 / 1:00pm - 3:00pm
LIVE ADVERTISER WORKSHOP
Many companies are having success with advertiser workshops for they present a terrific opportunity to get in front of new advertisers and close business. In this session, attendees will attend a live advertiser workshiop being conducted for The Las Vegas Sun and Review-Journal Publishing Company. Attendees will see how it is handled from start to finish and will have time to talk to the advertisers at the end to get their impressions.
Time will be spent at the end of the session discussing strategies to implement at your company and you will leave with all the materials you need to conduct an advertiser workshop in your own market!
Speaker: Rob Curle, Editor, Greenspun Interactive/Las Vegas Sun
Workshop Host: Mike Blinder, President, Blinder Group, Inc.
Tuesday, June 15, 2010 / 3:00pm - 3:15pm
Tuesday, June 15, 2010 / 3:15pm - 4:15pm
WHAT THE COMPETITION IS UP TO
We are bringing in the big sales consultants from Yellow Pages and Broadcast TV/Cable to show you how they are working with their media clients to aggressivley to after the newspapers' market share. Understand what the competition is doing and then plan your counterattack.
Tim Burke, President, Burke Advertising Marketing & Cunsulting LLC
Dick Larkin, The Small Business (Yellow Page) Commando
Tuesday, June 15, 2010 / 4:15pm - 5:15pm
MAKING RESULTS ORIENTED ADS
Let's face it, we are building ineffective ads for both our print and online products that help convince our local advertising that our medias do not work! We need to focus on making messages that get results for our customers. Learn what works and doesn't work. And, what you need to do today to change the creative we produce.
David Fowler, Author Ads That Jump & Ultimate Money Making Newspapers Ads
Tuesday, June 15, 2010 / 5:15pm - 6:15pm
MEET THE AUTHORS COCKTAIL HOUR
Enjoy cojmplimentar cocktails and have the opportunity to get signed DISCOUNTED copies of books from today's speakers/authors.
Wednesday, June 16, 2010 / 9:30am - 10:30am
WHAT NATIONAL ONLINE ADVERTISERS WANT FROM YOU
Legacy sites, niche sites, affiliations with national sites, mobile & more -- your digital offerings to potential advertisers are probably plentiful.
But are they meeting their needs? Are you able to effectively sell them and most importantly, are the advertisers getting results? We will hear from a
variety of advertisers on this subject and learn what is working and what is not, where the budgets are going, and what you can do to better position yourself
to secure their advertising budgets.
NOTE: Attendees who register for teh Blinder/SNA Boot Camp only can attend this breakout session at no additional cost.
Moderators: Nancy Lane, President, Suburban Newspapers of Americca & firstname.lastname@example.org, Mike Blinder, President, The Blinder Group
Panel: National advertising executives from big box retailers and online agencies
Note: The following two sessions require full registration to the E & P Conference for those wishing to attend.
Wednesday, June 16, 2010 / 2:00pm - 3:00pm
MAKING MONEY WITH ONLINE SHOPPING SITES
This space will be worth $46 million dollars by 2014* – do you have a plan to capture your share of this revenue? The categories that make up online shopping sites – coupons, advertising circulars, promotions, contests, deals and more – are about to explode over the next five years. Now is the time to plan your strategy; time is of the essence.
There is an industry-wide movement underway that is bringing local media together – newspapers, radio stations, TV, pure plays and more – to develop a comprehensive national shopping site that has a hyper-local focus. zip2save.com launched in mid-October 2009 and is experiencing rapid growth in traffic and revenue. New media partners are signing up every week and advertisers are getting results.
In this session you will learn about the strategy of zip2save.com, the research behind it, the reaction from national and local advertisers and success stories from media partners.
NOTE: Attendees who register for the Blinder/SNA Boot Camp only can attend this breakout session at no additional cost.
Moderators: Nancy Lane, President & CEO, zip2save.com
Colby Atwood, President, Borrell Associates, a zip2save media partner and a current zip2save national advertiser
Wednesday, June 16, 2010 / 3:00pm - 4:00pm
WHAT LOCAL ONLINE ADVERTISERS WANT FROM YOU
We are all seeing the numbers from McKinsey and Borrell on how “Main Street is Going Interactive.” Now hear from the actual LOCAL customers themselves on what their perceptions are about the products and solutions they are buying! A panel of local business marketing professionals (retail, medical, service, etc.) who are currently using online advertising will talk frankly about what they are doing; they’ll discuss their current results and what they expect from their investment.