Ryan has gathered the very best media revenue ideas from
newspaper and media companies around the globe and is
ready to share them with you! But, can you keep up? This
is 20 minutes of fun where Ryan shares 20 ideas from his
global adventures working with over 400 media companies
and over 15,000 media sales reps. Every idea is working
today in media companies large and small. All ideas are
proven and are bringing in revenue! This is a rapid-re format
where a live countdown clock on the screen will keep Ryan
on track and keep you wondering how he has this much
information packed into 20 minutes. A question and answer
session will follow Ryan’s presentation.
20 Revenue Ideas
in 20 Minutes!
Monday, March 30
12:00 p.m. – 1:30 p.m.
MONDAY, MARCH 30
Breakfast in the Chocolate Lobby
7:30 - 8:30 a.m.
Generate More Advertising Revenue through Contests and Promotions
8:30 – 11:30 a.m.
From “Best of” and “Cutest Pet” contests, to “Win a Free Hot Water Heater” sweepstakes, newspapers have found
success growing advertising revenue through internal and advertiser promotions. This half-day workshop will teach you
how to build, organize, sell and stage promotions in both digital and print. Whether you have never held a promotion,
or utilize them regularly, you will walk away with some new ideas and strategies to ensure success.
Be an Invaluable Resource to your Advertising Clients: An advertising rep workshop
8:30 – 11:30 a.m.; 2:00 – 4:30 p.m.
Part 1: Dr. James Bissell presents his highly-rated digital advertising workshop. This workshop provides an overall
digital review of market trends, advertising sales techniques and combining print and digital strategies, with an
emphasis on Google Analytics, search engine marketing (AdWords), social advertising and display advertising.
Part 2: Making an advertising sale is great! It means you’ve closed a deal, earned a commission and perhaps even hit
your numbers for the month/quarter/year. However, building and maintaining lasting relationships with your advertisers
is the key to your long-term success. Effective sales professionals understand the value of asking the right questions
and listening attentively to the answers before formulating a recommendation. This workshop will provide you with the
knowledge, tools and training to become an asset to your clients and a top-performer within your organization.
Keynote Luncheon & Advertising Contest Awards
Vendor Solutions Center
12:00 - 1:30 p.m.
How to Find, Train and Retain Great Salespeople!
3:00 – 4:30 p.m.
We all know that nding quality salespeople is a difcult task. So, what can we do to nd, train and retain high-quality
sales professionals that will help us achieve our nancial goals? Media sales veteran Ryan Dohrn has created and
managed advertising sales teams at ABC TV, Morris Publications and PennWell Publishing. While he does not claim to
have the “employment holy grail”, he does have some ideas that have worked to nd some great salespeople today!
From job descriptions to comp plans, Ryan will share seven ideas for media sales recruitment success.
Editor & Publisher 25 Under 35 Awards Reception
Vendor Solutions Center
5:00 - 6:30 p.m.
TUESDAY, MARCH 31
Breakfast in the Vendor Solutions Center
7:30 - 8:30 a.m.
Advertising Management Roundtable – An active and engaging exchange of ideas
8:00 – 10:00 a.m.
Whether you’re looking for some new revenue-generating programs, interested in learning about various commission
structures, eager to gain tips on how to motivate your sales team, or have other advertising management-related
questions, be sure to attend the always popular advertising roundtable where ad managers and senior staff share their
grandest initiatives and most difcult challenges. This is a unique opportunity to compare notes with your industry
peers in an open and honest environment. Bring your most successful ideas and prepare to learn from others about
exciting new opportunities.
Founder, Brain Swell Media