A Strategy for Organizing Your Advertiser’s Information
I was talking to Greg, a veteran sales manager “Our sales team knows the importance of asking questions and gathering the right information,” he said. “But the key is to…
EDDM Retail Discount Approved
The Postal Regulatory Commission (PRC) approved the EDDM retail promotion that gives EDDM retail mail pieces entered between August 1 and September 30, 2020 a 10% reduction off the current…
Winning Back Advertisers After COVID
Many publishers, and their staffs, are worried about jump-starting their local advertisers following the COVID-19 shutdown.Although they’ve faithfully published their paper, often at a loss the last three months, some…
Problems With Poorly Designed Ads
I once conducted a 2 day sales training program for a chain of papers who were struggling to get more business. They had readers tell them that their ads were…
The Importance of Thinking Small
You may have heard about Volkswagen’s initial ad campaign. At a time when big gas guzzlers were the norm on the roads, a European carmaker had the seemingly impossible job…
Successful Publisher Shares Secrets of Success
Just before the world turned upside down in early March, I was making preparations to speak at the Kansas Press Association Convention. One of my keynotes had to do with…
Good Things are Happening!
Over the past 18 months, the Florida Media Association (FMA) has been slowly transitioning from an organization centered around network classified ads to a more membership-focused organization. The advent of…
It’s hurricane season. Are you ready?
The most comprehensive pre-planning disaster checklist that we've ever seen, made SPECIFICALLY FOR NEWSPAPERS, is available for download here: Disaster Checklist for Newspapers
USPS Incentive Filing for EDDM Retail
It has been a challenging few days. My office is in downtown Minneapolis where the recent police arrest and homicide of George Floyd has sparked days of civil unrest, lootings,…
USPS Board of Governors Adopts USPS Mission Statement
The USPS Board of Governors recently adopted a mission statement — the first in the Postal Service’s history — as part of the governors’ work to conduct long-range planning and…
Generating Revenue
Finding new ways to generate income during times of crisis. Like many of you, I’ve been working out of my home office for six weeks. Not only am I a…
A New Look at an Old Sales Technique
Carla has been selling advertising for many years. She has researched and tried a variety of techniques to answer objections. “Just about everybody knows the Feel-Felt-Found formula,” she said. “When…