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An electrified atmosphere greeted the
100+ participants who gathered last month
for the 3rd annual Local Revenue Summit,
co-sponsored by Local Media Association
and The Blinder Group with an assist from
the Florida Press Association. Revenue-
responsible professionals traveled from
throughout the North America, as well as
South Africa and Europe, to take part in
the fast-paced 3-day program in Tampa,
“The vibe was definitely one of high
energy,” said LMA Vice President Al Cupo.
“Most of the participants were extremely
engaged which led to a lot of give and
take, a real enhancement to the many
top-notch speakers and presentations
LMA President Nancy Lane and Cupo
both uploaded almost real-time feeds to
the LMA website with several reports. Cupo
also masterminded several live webinars
to enable remote access for those that
couldn’t travel to Tampa.
The website reports, available now at
www.localmedia.org/news, provide insight
into several presentations including:
Four Steps to Creating a World Class
Key Performance Indicators &
Compensation Plans to Boost
Evolving Opportunities with Deals,
Promotions & Contests – including 8
Steps to more successful promotions!
New Business Development Teams – a
case study from Cedar Rapids, Iowa. The
presentations from the Summit are now
available on LMA’s website. Find them
under the Conferences tab.
The summit ran for 3 days with a spe-
cial emphasis on weekly newspapers on
day three. At the start of the second day,
Mike Blinder, president of The Blinder
Group, asked attendees to share their top
takeaways/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 presenta-
tion from Cedar Rapids).
Have your sales reps collect video tes-
timonials from their clients and share
them at the weekly sales meeting. This
Local Revenue Summit
sizzled with tremendous
energy & ideas
Thomas Byrd, left, of Independent Newsmedia (FL) chats with Gareth Charter,
publisher of The Holden Landmark (MA) after Charter’s Friday keynote on the
importance and vitality of weekly community newspapers. Among other things,
Charter shared how his company’s focused execution of fundamentals recently
yielded the company’s largest ever billable edition - close to $101,000 for The
Landmark which averages $20K most weeks.
Speaker and record-setting sales professional Steve Waterhouse inspired the group
on the topic of ‘Turbo Charge Your Sales Team.” Revenue Summit moderator and
co-sponsor Mike Blinder, of The Blinder Group, is at left in front row.
The Local Media Association Revenue Summit, held last month in Tampa, attracted
100+ attendees from throughout North America, Europe & South Africa. “The
average newspaper could have walked away with a minimum of $500,000 to
$800,000 in new revenue generating ideas,” said one of the attendees after the
came from Jim Doyle’s “8 to be Great.”
Jim is the top sales trainer to the TV
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 plots busi-
nesses in the area that are and are not
advertising with the paper and helps
with geo-prospecting while on the
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).
MEMBER BENEFIT ALERT!
In addition to the posts now available
on the website, Local Media Association
will be issuing a free-to-members white
paper in the coming weeks that will outline
the highlights and key takeaways from the
entire summit. It is just one more new
member benefit that has been added this
year. Check out the website today and be
on the lookout for this valuable report
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