2011 Presentation

Most recent conferences listed first.

2011 Classified Multimedia Conference

November 9-11, 2011

WEDNESDAY, NOVEMBER 9, 2011

Keynote: New and Exciting Opportunities in Classified – Print/Web/Mobile/Social

There is magic in the synergies of print and digital that still need to be defined. This segment will layout the 5 Step blueprint in combining your classifieds print/web/mobile and social media to win back your classified market share. It’s easier than you think.

With Janet DeGeorge, President, Classified Executive Training

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Real Estate – Multimedia Packages and Partnerships that Work

Multimedia packages using new tools and new technologies are working in markets large and small. Special opportunities exist at the agent level for these types of packages and many community media companies are starting to see success. Packages include print and online, but now other components such as social, mobile and more can be added. Today’s real estate reps need to be digitally savvy with the ability to leverage print. In this session, we will explore several good examples.

With Bob Birkentall, Director of Real Estate Advertising, GateHouse Media, Inc.

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Social Marketing – Be the Local Expert

Help your clients promote their offers, deals, sales and events via Facebook, Twitter, Foursquare, email marketing and more. It is an easy upsell using turnkey technology. And it is perfect for the many service categories that are typically handled by the classified team as well as auto dealers. Closely.com was founded by one of the inventors of mapquest.com, and their clients include Gannett, advertising agencies and other non-newspaper media companies. Get in the social marketing game and watch your digital revenue grow.

With Jim Misuraca, VP- Business Development, Closely, Inc.

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THURSDAY, NOVEMBER 10, 2011

Creating a World Class Sales Force, Part 1 – Motivation, Compensation, Training and Product Mix

In today’s marketplace, classified sales representatives are expected to sell a wider range of products and services than ever before. This session will take a close look at how some of the best classified departments in North America have restructured and trained their outside and inside sales staff to capitalize on the many programs now available to their clients.

With Bill Casey, Director of Training and Sales Development, Gatehouse Media, Inc., and Allane Taormina, Regional Call Center Manager, The Tampa Tribune

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Creating a World Class Sales Force, Part 2 – Separate, Hybrid or Combined Sales Staffs: What Models are Working?

Everyone is looking for a successful print and digital sales model that makes sense! Thanks to the recent SNAF Innovation Mission (six day study tour to visit North American’s most innovative community media houses), promising trends have been identified. In this session, conference participants will hear specifics of one integrated sales approach currently in use at the St. Petersburg Times. Participants will also learn the facts associated with companies that have gone the opposite direction by developing separate or hybrid sales models.

With Peter Conti, Executive Vice President, Borrell Associates, and Dawn Philips, Tampa Advertising Manager, St. Petersburg Times and Tampa Bay Times

[DOWNLOAD] Peter Conti's presentation

[DOWNLOAD] Dawn Philips' presentation

Creating a World Class Sales Force, Part 3 – The Classified Ad Agency

This is possibly the most exciting new trend in the business right now and there are plenty of opportunities for both retail and classified sales teams to benefit from it. In this session, we will look at two case studies from newspapers who have figured out how to do it right. These successful companies are using their sales staff to expand their offering of products to include social networking, creative services, web site design and hosting, search, marketing materials and more. Find out how you can expand your services and watch your revenue grow.

With Nancy Summers, CEO, Veranos Resources LLC

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Borrell Research Report “Digital Classifieds – Opportunities for Community Media Companies in the Next 12 Months”

What’s in store for both online and mobile classifieds next year? Borrell Associates Executive VP Peter Conti will share new information and forecasts for suburban and community newspapers and their interactive operations. Use this research to plan accordingly for new products and services in the coming year.

With Peter Conti, Executive Vice President, Borrell Associates

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Going Social with Classifieds

Can classifieds be ‘socialized?’ If you’ve ever networked for a job, or bought a car from a friend, you understand the concept: Buying and selling (or job-hunting) with people you know is safer and better than dealing with random strangers. So the question isn’t: “Can we add social media to our classifieds?,” it’s “How are people integrating social media elements into their classifieds – and what does it mean to us?” Peter M. Zollman of the AIM Group / Classified Intelligence will present some case studies and examples showing how social media and classifieds are merging.

With Peter Zollman, Founding Principal, Advanced Interactive Media Group LLC, Classified Intelligence / Classified Intelligence Report

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FRIDAY, NOVEMBER 11, 2011

Interactive Employment Opportunities – Hyperlocal, Strategic Partnerships and Pricing/Commission Plan Changes

Recruitment has been a growth category for many companies this year. In this session, we will explore new strategies that are contributing to this growth including the creation of hyperlocal recruitment sites, strategic partnerships with national sites and new pricing strategies and changes to commission plans. Don’t miss this all-star panel and their secrets to driving growth in the recruitment category.

With Jeff Jones, Vice President of Classified Revenue, Cnhi; Eddie Kolo, Classifieds and Inside Sales Manager, Durham Division, Metroland Media Group; and Jim Williams, Regional Advertising Director, Journal Register Company

[DOWNLOAD] Jeff Jones' presentation

[DOWNLOAD] Eddie Kolo's presentation

[DOWNLOAD] Jim Williams' presentation

Directories Come to Life with QR Codes, Video and More

Are you directories stuck in the 70s? Is your demand for listings shrinking or inconsistent? Bring your directories back to life. Find out how integrating QR codes into your directories can increase revenue and ad count.

With Eddie Kolo, Classifieds and Inside Sales Manager, Durham Division, Metroland Media Group

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Private Party and In-Column Opportunities: Print and Online

We all know that private party and in-column advertising has been a major challenge in the last several years. Many publications started to allow free ads in place of paid in order to maintain ad count in print and on their web sites. This session will take a look at two case studies from publication companies that have decided to aggressively pursue this once profitable category with a new approach to paid ads in their local markets.

With Jeff Jones, Vice President of Classified Revenue, Cnhi, and Gina Wilcox, Director of Digital Business Development, New York Times Regional Media Group

[DOWNLOAD] Jeff Jones' presentation

[DOWNLOAD] Gina Wilcox's presentation

2011 Local Media Daily Deals Summit

November 9-10, 2011

WEDNESDAY, NOV. 9

Daily Deals Boot Camp – How to Launch or Re-Launch in the Next 60 Days

Want to launch a daily deals program in your market? Or re-launch after a less than successful first attempt? Then this boot camp is for you! This bonus session, presented by Second Street Media, will outline the steps to get you started. This is especially designed for companies that have not launched yet but will also serve as an excellent refresher course for those that have or those that are not happy with their results. Shannon Dunnigan, Chief Executive Officer at RadarFrog.com, a division of GateHouse Media, Inc., will also share her experience with launching a deals product including lessons learned. Valuable tips will be shared that will be helpful to anyone already selling in this space. All attendees are welcome to attend this pre-summit bonus session.

Special Pre-Summit Bonus Session – especially designed for newcomers. Presented by Second Street Media Solutions

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THURSDAY, NOV. 10

Keynote: Daily Deals = Big Revenue Gains – Three Stand Out Cases

We have identified three companies that are knocking it out of the park when it comes to daily deals revenue. In this powerful opening keynote, these companies will share their secrets to success, lessons learned and plans for the future.

With Tim D’Avis, Digital Director, Quad-City Times and Director of Digital Media, Lee Enterprises; Cynthia Philpot, Product and Business Development Consultant, Morris DigitalWorks; and Kyle Smart, Account Executive – KSL Deals, Deseret Digital Media

[DOWNLOAD] Tim D'Avis' presentation

[DOWNLOAD] Cynthia Philpot's presentation

[DOWNLOAD] Kyle Smart's presentation

Sales Structure – What is Working?

In this session, we will take a look at the use of existing staff versus daily deals specialists to find out what is working best. We will also explore commission and bonus plans for this space and discuss how to motivate and train sales reps in selling this new platform to local merchants. Kyle Smart will share several strategies including the use of digital-only reps, integrated staff and telesales to sell the deals products (and which categories are working best for each). Shannon Dunnigan will share how to “make the light bulb go off” for local reps to get them to sell this product.

With Kyle Smart, Account Executive – KSL Deals, Deseret Digital Media, and Shannon Dunnigan, Chief Executive Officer, RadarFrog.com, a division of GateHouse Media, Inc.

[DOWNLOAD] Kyle Smart's presentation

[DOWNLOAD] Shannon Dunnigan's presentation

What’s This Space Worth; Where is it Going? Borrell Associates Breaks Down the Numbers

Borrell Associates has produced a report for SNA that specifically identifies the hottest opportunities in daily deals for community media companies. Learn where to put your resources over the next 12 months and also find out what this space will be worth in the next 1-5 years.

With Peter Conti, Executive Vice President, Borrell Associates

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Email Marketing: The Lynchpin to Building Revenue

Talk to successful companies and they’ll tell you that building the email database is a critical step. At Deseret Digital for example, 80% of their deals are coming from email marketing. You’ll hear how companies have developed email campaigns prior to launching their deals sites in order to have critical mass and successful campaigns. They will also share their ongoing efforts to grow this database.

[DOWNLOAD] Tim D'Avis' presentation

[DOWNLOAD] Cynthia Philpot's presentation

[DOWNLOAD] Dawn Willis' presentation

Top Trends in Daily Deals

Second Street Media has hundreds of partners in the United States that are using their deals platform. These partners range in size from large metro dailies to small community weeklies. In this session, they will share trend information that they have gathered from all of their clients. This will include the top ten categories, the largest deals in both large and small markets, unusual deals and marketing strategies that are working.

With Matt Coen, President, Second Street Media, and Matt Cheney, Director of Affiliate Deals Success, Second Street Media

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What’s Next? Daily Deals 2.0

Many think that the current “Groupon-like” model is not sustainable for the long-term. Others think that it is here to stay but will evolve into new kinds of deals. In this session, we will take a sneak preview of Daily Deals 2.0. Several companies are developing the next generation of deals. These include: niche deals sites, deals built on lower discount structures, deals on demand, private deals, best customer deals, mobile deals and more. This new generation of deals opens up this space to more businesses. Stick around to learn about the evolution of this very exciting space.

With Matt Coen, President, Second Street Media; Terry Kukle, Vice President - Business Development, Metroland Media Group, and Jim Misuraca, VP- Business Development, Closely, Inc.

[DOWNLOAD] Jim Misuraca's presentation

2011 Fall Publishers’ and Advertising Directors’ Conference

September 13-16, 2011

WEDNESDAY, SEPT. 14

Chris Stegman -- Developing a World Class Sales Force; Case Study # 1: The Arizona Republic

The Arizona Republic recently made some bold moves to develop a "world class sales force." In this exciting session, Chris Stegman, Director of Retail Advertising, Republic Media, explained the details of the plan, the early results and the lessons learned.

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Mike Petroff -- Developing a World Class Sales Force; Case Study # 2: Deseret Digital

At Deseret Digital, developing a world class sales force means establishing a separate staff for digital (with separate management/P&L responsibility, etc.). It also means tapping the power of the legacy staff to sell digital products that make sense. In 2011, digital revenue is expected to grow by 50%. They obviously have a strategy that is working.

In this session, Mike Petroff, Executive Vice President and Chief Operating Officer, Deseret Digital, will discuss their major initiatives for 2011 and specifically their sales force strategy that includes a heavy emphasis on sales leaders with extensive digital backgrounds. According to his boss Clark Gilbert, "strategy is never more than 49% of the solution; you must have great people to implement." Indeed Mike Petroff has assembled such a team.

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Meriel Bradley -- Video + Blogging + QR Codes + Print = Great New Revenue Stream

Meriel Bradley, Director of The Digital Video Group, Metroland Media, will showcase the hottest new product being developed at her company. ShopTalk is a brilliant concept that combines the power of video, blogs, mobile and print to deliver a comprehensive marketing plan for local retailers.

This product blew away Innovation Mission attendees during their visit to Metroland Media Group in May. In fact, most included it in their top three takeaways from the entire trip. According to one attendee, “The Video/Blogging concept from Metroland has sparked an entirely new product set here locally, when used in conjunction with our marketplace, will provide a way for us to meet and exceed advertiser needs.”

Don’t miss this fascinating presentation that is sure to inspire. The concept can be easily implemented regardless of market size. Prepare to be wowed.

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Digital Revenue Growth – Best in Class Practices: Daily Deals, Email Marketing, Paid Search and More

Some companies are leading the transformation charge on the digital side of our business and we have identified several that will wow you with their progress. This session will include a heavy focus on the revenue results associated with the new tools of transformation as well as strategic decisions and vendor choices.

With Jodi Bell, Vice President of Advertising, The Augusta Chronicle; Chase Rankin, Vice President, Advertising Sales and Marketing, Arizona Daily Star; and John Tucker, Publisher, Lake Media

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THURSDAY, SEPT. 15

"Innovation is a State of Mind"

Eighteen senior level media executives participated in all or part of SNA Foundation’s North American Innovation Mission, a week-long study tour in May. The group met with Clark Gilbert and his team at Deseret Digital and also conducted meetings/visits with senior level executives from Journal Register Company, Metroland Media Group, Dow Jones Local Media, MIT, Examiner.com and GateHouse Media.

Since that time, the attendees have participated in monthly conference calls and webinars to follow up on what they have learned and to also share what they have implemented as a result of attending the Innovation Mission. In this session, they will share new strategies that they have developed since returning. These strategies focus on revenue growth, emerging content strategies, changes in culture and new business models.

With Nancy Lane, President, SNA; Jon Rust, Co-President, Rust Communications; Robert Brown, President and COO, Swift Communications; Brandon Erlacher, Publisher, The Truth (Elkhart, IN); and Suzanne Schlicht, COO, The World Company

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Becoming the Local Advertising Agency

According to Kurt Lozier at Dow Jones Local Media Company, "about two thirds of the local digital ad dollars in most markets are being spent on promotion and infrastructure; we now have an opportunity to go after those dollars by creating our own ad agencies in-house."

In this session, we will examine two amazing success stories including one from a very small market. We’ll also hear direct from Centro and their unique perspective on digitial sales in the local market. Learn how to help local businesses in your market with all of their marketing needs including social media, search, print jobs, web site development and more. It’s a lucrative concept that is being embraced by many of North America’s most innovative media houses. Learn more about the concept and start developing a new revenue stream tomorrow.

With Mike Blinder, President and CEO, The Blinder Group; David Cate, New Media Director, Kingsport (TN) Times News; Kathi Hammer, Director of Advertising, Hudson Valley Group/Dow Jones Local Media; and John Hyland, Midwest Director, Centro/Lift

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[DOWNLOAD] David Cate -- Kingsport (TN) Times-News -- Case Studies

[DOWNLOAD] Kathi Hammer -- Hudson Valley -- Case Studies

[DOWNLOAD] Borrell Research

Colby Atwood -- Borrell Research Report “Main Street Interactive”

How can the local community newspaper best support its small and medium-sized business advertisers in this tumultuous time of stagnant economy and disruptive media technology? Colby Atwood, President, Borrell Associates Inc., will provide an overview of ad spending at the local newspaper level and projections for online, social and mobile ad spend. This will be a challenging presentation that will force you to take a hard look at "anti-mass media" and how your company needs to embrace it to win the hearts and wallets of the local business advertiser.

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Charging for Content – Two Case Studies

Many newspapers are now charging for content online; many are using the metered model. In this session we will showcase two of the most successful, best-in-class case studies.

With Jodi Bell, Vice President of Advertising, The Augusta Chronicle, and Joe Boydston, Vice President of Technology and New Media, Daily Republic, McNaughton Newspaper Group

[DOWNLOAD] Jodi Bell's presentation

[DOWNLOAD] Joe Boydston's presentation

SNA/The Blinder Group Revenue Leadership Summit

May 18-20, 2011

Click here to access the materials from this conference.

2011 Multimedia Key Executives Conference

February 21-23, 2011

MONDAY, FEB. 21

Clark Gilbert -- Disruptive Innovator Putting Principle into Action at Deseret Media

Clark Gilbert, president and CEO of Deseret News Publishing Company and Deseret Digital Media, will address content strategies and the changing business model.

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Top 5 “Real World” Money Makers

The Blinder Group made more than 5,000 sales calls during a tough 2010, closing more than $20 million of new digital and print revenue mostly in small markets. This session will detail the Top 5, most lucrative, moneymakers from last year. Participants will receive detailed information on each idea, including: deployment methodology, target advertiser categories closed, actual sales materials used and more!

With Mike Blinder, founder and president, The Blinder Group, New Port Richey, Fla.

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[DOWNLOAD] Top 13 Digital Objections and Counters

Collaboration: Digital Preprints, Mobile & More - Options for the Industry

With Doug Franklin, executive vice president, Cox Enterprises, Atlanta, Ga.; Randy Bennett, senior vice president of Business Development, Arlington, Va.

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TUESDAY, FEB. 22

Newspapers Under Siege: A Rational Approach to the Future of Print

A look at the history of newspaper pricing models, the impact of digital media for their future, and the unexamined nature of the newspaper business model.

With Bill Day, strategy director, Howell Creative Group, Williamsburg, Va.

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Part One Mobile Landscape: Commerce and Coupon Strategies

A three-step program on how publishers can launch a mobile strategy cheaply and quickly, with detailed examples of current mobile campaigns, including pricing and sales strategies. Also, learn about a major success story outside the newspaper industry. WRAL-TV in Raleigh, N.C., has one of the best wireless initiatives in the country, and they're working with other TV stations to bring this product to market.

Moderated by Gordon Borrell, Borrell Associates, Williamsburg, Va. Panelists include Sam Matheny, general manager, CBC New Media Group, LLC, Raleigh, N.C.; and Art Howe, executive chairman & co-founder, Verve Wireless.

[DOWNLOAD] Gordon Borrell's presentation

[DOWNLOAD] Sam Matheny's presentation

[DOWNLOAD] Art Howe's presentation

Part Two Mobile Landscape: Content. Delivery. Engagement.

Presentations from newspapers in different stages of mobile development. Stage One: simple options such as breaking news, movie listings, etc. Stage Two: a strong push on user engagement. Stage Three: specific targeted content and app development.

With John M. Humenik, president and publisher, Arizona Daily Star, Tucson, Ariz.; Henry Lopez, web editor, Santa Fe (N.M.) New Mexican; and Christopher Reen, executive vice president, Oklahoma Publishing Company, Oklahoma City, Okla.

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Advertisers' Survey Latest Results

Itz Publishing and Borrell Associates share the latest findings of nearly 4,500 small-and-medium-sized businesses in active correspondence with local newspapers as advertising clients or prospects.

With Greg Swanson, president, ITZ Publishing, Portland, Ore.

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Paid Content: Building Revenue Online

A comparison of pay content models at newspaper companies and strategies behind the ongoing efforts to build a profitable online business model.

With Matthew Skibinski, affiliate relations director, Press+, New York

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Leveraging Circulation Audit Changes to Boost Advertising Revenue and Grow Circulation

Make sure your newspaper is up to speed on new rules and definitions regarding paid circulation and learn what key strategy questions you will need to consider in order to make sure your circulation department is prepared for these important changes and how best to leverage them.

With Vince Casanova, senior vice-president, Tribune Publishing Operations

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Social Networking and the Growing Opportunity

How to develop your social networking strategy: best practices; discover who you should follow and how to increase your followers, establish ground rules and internal policies, learn strategies to give your networking a local emphasis and find out more about the next big thing (social video!).

With Eric Deggans, TV/media critic, St. Petersburg Times, St. Petersburg, Fla.

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WEDNESDAY, FEB. 23

Hyper-local: What the Competition is up to and Strategies to Succeed

Comprehensive look at the business and revenue models of AOL's hyper-local Patch, including how and what they’re selling to local business. Session also takes a broad look at: Reach Local, DataSphere, Groupon, Facebook, Google and various hyper-local publishers. Learn proven methods to effectively sell against this new group of digital competitors.

With Mel Taylor, president, Mel Taylor Media, Philadelphia, Pa.

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Solution-Based Selling: The Agency Approach

Newspaper companies that are transforming their sales organizations describe their efforts as an agency approach, but the definition of the agency—and the effectiveness of the execution—vary from paper to paper. Come share in a discussion of this new approach to selling and the key areas that are driving the most successful companies.

With Jason Taylor, president and general manager, Chattanooga Times Free Press, Chattanooga, Tenn.

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