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Local Media Association is the only non-profit, professional trade association specifically serving the suburban and community newspaper industry. Local Media Association represents and supports the suburban and community newspaper industry through leadership, education, promotion, research and the advancement of high standards. Learn More
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Posted on Thursday, May 17, 2012 in Local Media Association News, General Interest, SNA Foundation | |
The Local
Media Innovation Alliance April Report, SoLoMo, is a fascinating case study
coming out of Morris Communications.
SoLoMo
stands for Social, Local, Mobile - and it is getting a lot of attention these
days. Our report author Shannon Kinney spent a few days with the team in
Savannah, GA, to understand it better and participate in related advertiser
workshops
Full Story | Comment 0 |
Posted on Tuesday, May 15, 2012 in Local Media Association News, General Interest | |
What is the magic number when it comes to digital sales reps? That was
the big question during Local Media Association’s webinar with Borrell
Associates titled: Assessing Local Digital Sales Forces. During the
webinar Pete Conti, Executive Vice President, answered the question and
presented some interesting statistics.
* There are some 80,000+ local account executives (24K+ in Newspapers;
16k+ in Radio; 15k+ in Directories; and 7k+ in TV and Pureplay)
* The percentage of local account executives selling digital (85% in Newspapers; 80% in Directories; 75% in TV and 25% in Radio)
* Newspapers have a higher percentage of dedicated digital reps (more than TV and Radio)
So how many reps do you need? In many cases just having one dedicated
person selling digital can make a huge difference. When asked, Conti
said that on average, one dedicated digital sales rep can bring in
between $175-$200,000.
Starting salaries for digital account executives average $44,000; the
median is $35,000. To access the full report and receive a discount as
an LMA member visit www.borrellassociates.com
Full Story | Comment 0 |
Posted on Friday, May 11, 2012 in Local Media Association News, General Interest, Conferences | |
Live from the Local Media Association/Blinder Group/Florida Press Association Revenue Summit
By Al Cupo, Vice President, Local Media Association
From the presentation ‘Boost Your Revenues by Turning-on Your Sales People’
Presented by: Pason Gaddis, President & Group Publisher, Florida Weekly
Pason Gaddis
4 Simple Steps to Creating a World Class Team
- Culture - Create an entrepreneurial atmosphere.
- Allow your self-starters to grow.
- Be a champion of team work.
- Provide the support necessary for sales staff to be successful.
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Posted on Friday, May 11, 2012 in Local Media Association News, General Interest, Conferences | |
Live from the Local Media Association/Blinder Group/Florida Press Association Revenue Summit
By Nancy Lane, President, Local Media Association
The Power of Print
Gareth Charter talking with Thomas Byrd, President/COO, Independent Newsmedia Inc. after his presentation.
Charter kicked off the session with this announcement, "Two of our weeklies just published the largest billing issues in their history. The Landmark - $100,946 and Milbury-Sutton Chronicle - $18,013. Average issue for The Landmark is $20,000."
Full Story | Comment 0 |
Posted on Friday, May 11, 2012 in Local Media Association News, General Interest, Conferences | |
Live from the Local Media Association/Blinder Group/Florida Press Association Revenue Summit
By Nancy Lane, President, Local Media Association
Bruce Faulmann
From Bruce Faulmann, VP Sales & Marketing, Tampa Bay Times
Seller Comp Plan – Key Performance Indicators: they influence behavior & drive performance. “No more than 5 KPI’s”:
- They measure active accounts (# per month- ranges from 15 to 40+)
- New account growth (# per month – ranges from 1 -7)
- Customer retention – 80% is the goal from month to month (the # that advertised last month that also advertised this month)
- Revenue diversification – any healthy business does this - % print and % digital/everything else. It is a custom # for each rep.
Performance to budget: 4 KPI’s: +45%; 3 KPI’s: +20%; 2 KPI’s -10%; 1 KPI -20%; 0 KPI -25%. If they miss their budget but make all 4 KPI’s, he pays them $850.
Full Story | Comment 0 |
Posted on Friday, May 11, 2012 in Local Media Association News, General Interest, Conferences | |
Live from the Local Media Association/Blinder Group/Florida Press Association Revenue Summit
By Al Cupo, Vice President, Local Media Association
Matt Coen
From the Session ‘Evolving Opportunities with Deals, Promotions and Contests’
Presented by Matt Coen, President, Second Street
Promotions
Online promotions will continue to grow and will outpace other forms of online advertising in the next several years.
Promotions are all about the ability for people to interact with businesses in their market; it’s what the advertisers want.
Benefits of a successful online promotion include:
- Increases awareness / builds audience
- Generates ad revenue / develops sponsors
- Collects email addresses / grows user database
Promotion Opportunities to Consider:
- Sponsored contests (football winner picks, wedding contests, cutest kids, pizza payoff, lucky dog photos, etc).
- Client-centric agency contests tied to advertisers’ Facebook pages. The local publication makes these contests work by providing a turnkey program to individual businesses that includes design, promotion and tracking services.
Full Story | Comment 0 |
Posted on Thursday, May 10, 2012 in Local Media Association News, General Interest, Conferences | |
Live from the Local Media Association/Blinder Group/Florida Press Association Revenue Summit
By Nancy Lane, President, Local Media Association
At the start of the second day, Mike Blinder asked attendees to share their top take aways/action items from the first day. More than 20 hands shot up immediately to share with the group. In no particular order, these were the top ones:
- Start a new business development team and hire hunters (many mentioned this in reference to Chris Edward's presentation from Cedar Rapids - featured yesterday on this site)
- Have your sales reps collect video testimonials from their clients and share them at the weekly sales meeting. This came from Jim Doyle's "8 to be Great". Jim is the top sales trainer to the TV industry.
- Many liked the iPad app that Brainworks showcased during the working lunch. It is designed for sales reps and features a location-based map that shows them businesses in the area that are and are not advertising with the paper. Helps with prospecting while on the road.
- Big format banner ads coming out of Europe (from Nancy Lane's presentation on WAN-IFRA study tour) - many are eager to experiment with them
- Add more digital expertise to their team (came from several presentations)
- Have the sales team write their own job descriptions and work with each rep on a new business development plan
- Getting back to sales basics with the account executives (attendees expressed their plans in a number of ways)
Full Story | Comment 0 |
Posted on Thursday, May 10, 2012 in Local Media Association News, General Interest, Conferences | |
Live from the Local Media Association/Blinder Group/Florida Press Association Revenue Summit
Session Focused on 8 Hot Trends from Recent WAN-IFRA tour
Nancy Lane
Revenue Summit attendees were intrigued and inspired by some of the top trends coming out of the most innovative media houses in Europe. Lane's top takeaways included:
- Multi-Channel Offerings are the Norm
- European Media Houses Are Making Huge Investments in Mobile & Tablets
- Sales Structure – Digital Experts Support Sales Teams
- Home Page Rules – Beautiful Design; Impressive Revenue Results
- Editorial Supports 360 Advertising Strategies
- Social Strategies Focus on Facebook
- Print is Important; Leverage It to Grow Digital
- Increased Investment in Video or “TV”
Full Story | Comment 0 |
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Date/Time: Thursday, May 24, 2012 - 3:00 PM Eastern Time

Tony Casale
This webinar will focus on what users today are looking for from newspaper websites and how to build your online audience, including:
- The newspaper website user and how they differ from print readers both in demographics, media usage and attitudes
- The changing media market and what types of news and information are most likely to attract online users.
- Why and how the image of your website may be affecting its usage and what you can do about it.
- The importance of evolving your digital products to keep pace with the evolving media environment and which have the most potential for growth.
Presented by: Tony Casale, CEO, American Opinion Research
HOW TO REGISTER
IMA Members: FREE; Local Media Association Members: $89; Nonmembers: $89
Click here to register
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World Class Culture, Product Development & Innovation
May 21-25, 2012
What does innovation look like? The 2012 West Coast Innovation Mission will include visits to some of the world’s most successful technology companies and media houses. The agenda intentionally includes a diverse mix of companies. This one-week tour is intended to expose attendees to some of the best minds in the media and technology worlds.
Watch for daily blog posts as our featured stories all next week!
More Conferences
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 The Local Media
Foundation is the only organization of its kind that focuses solely on suburban and community newspapers and supports their role as the leading local information providers, now and in the future, through research and education. read more
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