Maximizing Revenue Across All Channels

April 20 - April 22, 2009

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Featured Discussion Leaders

Lisa French Senior Consultant, Talent Plus Session: Building a Hiring Profile for Sales Executives and Developing Compensation Plans that Drive Business

Mark Juron Senior Business Consultant, Talent Plus Session: Building a Hiring Profile for Sales Executives and Developing Compensation Plans that Drive Business

Suzanne Raitt Vice President of Marketing and Innovation, Canadian Newspaper Association Session: Communicating ALL Your Value

Paula Stallard Vice President, Advertising and Sales, Richmond Times Dispatch Session: Territory Optimization: Deciding who calls on who, via what channel, to sell what products.

This seminar is part of API's "Transformation Series," which is being co-sponsored by the McCormick Foundation.

An in-depth seminar for senior revenue executives that focuses on how the new local media sales department can be organized, staffed, trained, compensated and supported in order to take maximum advantage of burgeoning local online revenue growth.

Fellowships are available for this seminar.  For more information, please click here.

Who Should Attend?

Publishers, advertising and sales directors, and other senior leaders responsible for revenue from business customers.

How Your Organization Will Benefit

Historically newspaper advertising departments have been set up solely to maximize print advertising revenues in their markets. But print revenue is declining fast, and most newspapers aren’t organized or equipped to tap into market potential of many new online revenue channels that are springing up.

Seminar attendees will return home with a deeper understanding of:

• How to measure the revenue potential of your market
• How to organize the sales staff to maximize revenue potential
• How to hire, train and motivate the reps you need
• The need for new territory optimization, both geographical and categorical
• How to structure compensation plans for sales staff to meet new revenue targets for different sales channels
• Which online opportunities should be addressed first
• Leveraging technology to maximize sales efforts

What They Say

“This was one of the most interesting and world-view changing seminars I have ever attended. It has made me hopeful about the future of our industry -- and really excited!”
Maria Archangelo, Associate Publisher
The Stowe (VT) Reporter

“This seminar was one of the most practical and useful seminars I have ever attended. It was very well organized and the  presentations were a good mix.”
Kim Ballard, Advertising Sales Manager
Gaylord (Mich.) Herald Times

“Excellent training! I got my money's worth on the first day!!”
Suzanne Williams, Advertising Director
The Wenatchee (Wash.) World

(From alums of API's 2008 Transforming the Advertising Department seminar)

The Particulars

Please read:
:: API's Registration, Tuition and Hotel Policies
:: Special requirements for international members

Tuition: $795

Hotel/Meal Package: $735.
This charge is in addition to the tuition fee, and is paid directly to the hotel by the seminar member upon checkout.

Location: Reston, Virginia

(This seminar has already occured)