|Webinar: Photoshop Tricks and Tips
Russell Viers is an international speaker who, since 1997, has presented in 23 countries for publishing events including AdobeMAX, where he was honored as an AdobeMAX master. In addition to speaking, he has helped many major publications and designers learn techniques to work faster and improve quality including Better Homes and Gardens, Ladies Home Journal, American Greetings, and many others!
Cost to attend: $35
|Ad Sales Basics
Join us at SCPA Offices in Columbia on Thursday, June 7, from 10 a.m. until 3 p.m., as we cover the basics of advertising sales and get your revenue-producing staff off to a great start!
Ad Basics, SCPA's popular quarterly sales training workshop, is designed for newspaper ad sales employees with less than a year’s experience.
Alanna Ritchie, Ad Director for the S.C. Newspaper Network, will conduct this full-day workshop. A veteran of weekly and daily newspaper sales, Alanna will help attendees understand sales basics, including selling against competition, dealing with objections, closing skills, basic design and consultative selling.
Attendees will receive our Ad Basics notebook, which contains a wealth of information that Alanna has collected over the years.
Cost to attend is $45, which includes a boxed lunch.
|Webinar: Motivating Plans for Inside and Outside Sales
Have you been using the same commission plans for many years and the sales reps still keep missing goal, and so YOU miss budget? Or are you constantly changing your plans, frustrating sales reps who need to plan to meet goals? It’s time to stop and consider that there is a better and easier way to set commission plans that will just about guarantee goals are achieved!
Meet the Trainer: Janet DeGeorge first started her newspaper career in San Jose Mercury News over 20 years ago. She is a graduate of San Jose University with a degree in advertising and marketing and has completed all course work towards a master’s of science in mass communications. DeGeorge is a former vice president of the Western Classifieds Advertising Association, a key speaker at regional and national advertising conferences and has produced numerous articles and webinars regarding classified advertising. She has been president of Classified Executive Training & Consulting since 2001. She specializes in classified sales training for sales reps and new managers, outbound sales training and redesigns of print and online products and rate packages to uncover new revenue sources.
Cost to attend: $35
|Been There, Done That: Ad Manager Roundtable and Sales Workshop
Daily and weekly ad directors and ad managers: Longtime SCPA member Butch Hughes, a retired ad director and publisher, will be on hand to moderate an ad director’s roundtable and to share best practices, sales management tips and ideas to drive revenue. Our goal is for ad managers to leave the session with new money-making ideas.
In the morning, we’ll host an ad manager roundtable to discuss what’s working and not working in your market. Topics are up to the group, but will include: innovative ways to build revenue and ad ideas that work (including success stories from the past year); new life in print advertising (specials, pricing); generating new revenue streams (sponsored content, video, contests/events and more); growing your digital revenue; challenges you’re facing; and recruiting and retaining sales reps.
In the afternoon, Hughes will ensure attendees leave Columbia better equipped to lead sales teams to stop the erosion in advertising revenue; grow revenue in controllable categories; increase advertising account penetration; all with the goal to meet and exceed revenue expectations and improve newspaper cash flow. In the two hours, we will explore:
- Advertising Sales Structure
- Average Monthly Account Load by Salesperson
- Average Monthly Sales Revenue by Salesperson
- Advertising Rate Structure vs “Clown Shoes and Rubber Nose Specials”
- “There’s Still 52 Weeks In A Year” Advertising Strategy
- Using “The Perfect Week" To Increase Sales
- Real World Results from The Perfect Week
- Controllable vs Un-Controllable Revenue
- Print vs Online vs Bundled
- Bundled Packages That Work
Hughes retired in October 2017 as Regional Vice-President of Civitas Media in Davidson, NC. He published 52 newspapers in South Carolina, North Carolina, Virginia, West Virginia, Tennessee, Kentucky and Oklahoma. Butch is a Knoxville native and is a graduate of the University of Tennessee with a degree in Communications. His newspaper career spanned 32 years in advertising sales and sales management. He was publisher in Anderson; ad director in Knoxville, Evansville, IN and San Luis Obispo, CA. Prior to his move to Anderson, Butch was general manager in Memphis.
The cost to attend is $45, which includes lunch. Thanks to SNPA for sponsoring lunch!
Participants are asked to bring niche and special sections to share, as well as send ideas for discussion topics and specific questions. You can do this directly on the registration form, or by contacting Jen Madden.
Please note this event is limited to SCPA and SNPA advertising directors and advertising managers (if that’s not your title, but you handle the duties, you are welcome to attend).
|Mission One: Revenue, print, digital, mobile and more, Atlanta
Mission One: Revenue is a unique conference devoted to all the ways newspapers can generate revenue – with print, digital, mobile, events, video and beyond.
Mission One: Revenue will be held June 19-21 at the offices of The Atlanta Journal-Constitution.
SCPA is co-sponsoring a conference this summer with the Southern Newspaper Publishers Association, Inland Press Association, The Blinder Group, Georgia Press Association and Alabama Press Association.
This conference combines the strength of previous conferences on generating revenue through digital platforms and others focused on more legacy revenue strategies.
If you want an email-able graphic, please let me know.
View agenda and register today!
Seating is limited to 100 attendees. $395 for first attendee, $200 for second and subsequent attendees from the same newspaper. Make sure to register at the member rate.
Accomodations: The Westin Atlanta Perimeter North, Group Rate: $189, 770-395-3900, Book a room
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