FRIDAY, FEBRUARY 17

2 to 5 pm
Internet Sales Training
(concurrent with Classified)
The goal of this half-day workshop is to arm you with the knowledge and tools necessary to help your clients incorporate online advertising into their media mix. Participants will learn how to educate clients in new media, identify online advertiser needs in key industry categories (retail, restaurants, automotive, employment and real estate), and formulate strategies for targeting "challenging" advertisers.
Presenter: Kevin Hoppes, Times-Shamrock Newspapers

SATURDAY, FEBRUARY 18

9 am to 12 noon
Create New Sales Opportunities with NTR (Non-Traditional Revenue)
In today's competitive media environment, you need more than just a cellphone, a high-concept media kit, decent demos and a great paper to sell. You need new tools to help solve your clients' evolving marketing needs and challenges. NTR is such a tool. In this interactive half-day session, you'll learn:

• About the different types of NTR
• How to craft a sponsorship proposal that will sell
• About new trends in the sponsorship industry and how they impact alt-weeklies
• How to identify good NTR prospects

2 to 5 pm
Creative Consultative Selling
(concurrent with Classified)
Today’s buyers have more choices of what to buy and whom to buy from. Customers often say: I'm bored with my advertising, My advertising isn't working, What would you do? What should I do? I'm going to try another way to advertise, I'll call you if I decide to use you again. What they may be thinking but not saying is.... I'm not getting the customers I need through your advertising. Often a natural response is to say: Go Bigger, Add Color, Go More Weeks. As we know, that rarely works. What the customer really wants are the creative marketing promotional ideas to bring customers in the door. Creative Consultative Selling introduces the creative tool of mindmapping to quickly and easily come up with those great marketing and promotional ideas to increase store sales. Combine creative ideas and advertising campaigns to generate customer response and newspaper revenues.
Presenter: Diane Rossi, Integrity Sales