THE Revenue Conference

THE opportunity to grow NEWSPAPER revenue


Tuesday, June 19, 2018

8:00 a.m. Registration, Coffee and light breakfast

8:15 a.m. Welcome and Introductions

8:30 a.m. Want Big Revenue? Think BIG.
This keynote will get right to the crux of the challenges newspapers have before them-but also the many opportunities those very challenges open up. Our speaker will set the stage for the opening day with two goals: Thinking big-and thinking revenue.

9:15 a.m. You've got Revenue! Creating email sales campaigns that work
This session will take you step-by-step through what it takes to create effective email campaigns. You'll learn how to discern the difference between the many email lists brokers. You'll learn how to set advertiser expectations for their campaigns. At this session, digital media sales expert Greg Swanson will add another tool to your sales kit by laying out how to sell the retargeting of respondents across social media, the web-and even with snail mail.
With Greg Swanson, partner/business development leader, and Destination Commerce Corp.'s OneBoat community CMS

10:15 a.m. Break

10:30 a.m. Re-Thinking Real Estate Revenue, NOW!
The local real estate landscape has changed before our eyes-and back in favor of newspapers! Owners and agents are moving money out of digital verticals like Zillow and Trulia, preferring marketing options that raise their "top of mind awareness" and personal brand within the neighborhoods they serve. You in newspapers already own the solutions they crave. Learn how to win back the sizable local dollars that are now in play!
With Jim Brown, vice president, sales and marketing, Borrell Associates; Shelli Lundgren, Digital Manager, Pamplin Media Group; Mike Blinder, President, Blinder Group

11:30 a.m. Lunch

12:30 p.m. Engage Your Audience, Grow Your Revenue. How? Promotions!
Our speaker reviews the latest and greatest engagement promotions including sweepstakes, photo and video contests, quizzes, ballots, community photos, email, newsletters and MORE! Strap yourself and bring your calculator. Julie Foley has lots of energy and even more success stories. This will easily pay for your trip.  With Julie Foley, Director of Affiliate Success, Second Street.

1:30 p.m. Break

1:45 p.m. Let's Put On a Show! Events That Make Money for Any Sized Newspaper
GateHouse Live is the industry leader in producing events for GateHouse Media's many newspapers and other papers as well. At this session, GateHouse Live's top executives-Jason Taylor, Lyndsi Lane and Ellie Kuhn-will share the secrets of what it takes to generate brand-new revenue streams by staging events and the subsequent revenue opportunities that accompany them. With Jason Taylor, president, Lyndsi Lane, vice president and Ellie Kuhn, sales and marketing director, GateHouse Live

2:45 p.m. Break

3:00 p.m. Recruiting Sales People Who Can Sell-And Keeping Them!
In this session, our speaker will guide you through the entire process of assembling high-achieving sales leaders, from the questions each organization must ask itself before hiring anyone to the ongoing process of keeping sales people motivated. You'll learn how to hire based on your organization's core competencies, and how to map those to your sales process. With Charity Huff, managing director, Maroon Ventures

4:00 p.m. Break

4:15 p.m. You Made How Much? Doing what? Part I
A participant's round-robin with exchanges of revenue ideas and successes. Everyone participates-and someone will win big!

5:00 p.m. Adjourn

Wednesday, June 20, 2018

8:00 a.m. Coffee and light breakfast

8:30 a.m. Digital Services: Necessary Evil or Profit Center?
Is there still profit in selling services to local advertisers? Some media companies have decided this is their "holy grail" for survival. Others have dumped the whole effort. Who's right? And, what's working to make money for newspapers of all sizes with digital services? With Shannon Allen, vice president of digital sales, Federated Media and Brock Berry, CEO of AdCellerant

9:30 a.m. Case Study: The Telegraph Herald in Dubuque Generated $500K+ and you can too!
Learn how a few events, book publishing, rejuvenating a tired TV Magazine and an exciting new entertainment venture added nearly $600K in revenue at the TH. In addition, you'll hear about a new way to engage the younger generation and about the data that was captured from these activities and how they plan to use it for future opportunities. With Mike Fortman, Group Director of Advertising, TH Media, Dubuque, Iowa.

10: 15 a.m. Break

10:30 a.m. Branded Content: Putting Its Phenomenal Growth to Work for You
There is serious money to be made utilizing this marketing tactic that has seen impressive and dramatic growth in just a few short years. And it looks like the opportunities from branded content will continue to ramp up. Learn how your media company can leverage this revenue growth strategy.

11:30 a.m. Lunch

You Made How Much? Doing what? Part II
A participant's round-robin with exchanges of revenue ideas and successes. Everyone participates-and someone will win big!

12:45 p.m. Vote Yes! Seizing Local Political Dollars Now!
Tons of hyperlocal cash will be available over the next few years on candidates and ballot issues. Do you know how to mine these dollars so you don't miss out on this huge adverting revenue category? Learn from our speaker and representatives from two local newspapers presenting their experience winning political ad dollars in small and medium markets. With John Kimball, managing general partner, The John Kimball Group

1:15 p.m. Maximizing Your Print Ad Dollars

Sure, subscriptions are down and younger readers seem to prefer digital news. However, the printed legacy product is far from dead in credibility, audience, reach-and the results it gets! At this session, learn the latest methods being implemented today to maximize ad revenue from every inch you print.

2:00 p.m. Break

2:15 p.m. Making Money From Our "Frenemies:" Facebook and the rest. The Social Media Revenue Opportunity
Media publishers cannot ignore Facebook's dominance as a competitor for local ad dollars and it's perceived high value from our local advertisers. Should we "play in their sandbox" by offering Facebook products in tandem with our local solutions? Or, do we find more creative ways to leverage their audience to our benefit? If you are perplexed at finding profit from social media, this panel will show you the most effective ways to produce local dollars from these channels.

3:00 p.m. Adjourn