An Employer's Guide to Health Care Reform for the Newspaper Industry
Tues., June 8 | 8:30 a.m. Pacific
This Inland Webinar will feature attorneys from Seyfarth Shaw providing an up-to-the-minute review of federal mandates for employers and employees in the new health care law, the Patient Protection and Affordable Care Act, and the Health Care & Education Affordability Reconciliation Act. This webinar will help those in the newspaper industry understand and interpret this law and learn the top things you should be doing now to be ready for its phase-in beginning in 2011, and full implementation over the next few years. The decisions you make now will affect your health care costs in the future.
With Jennifer A. Kraft, partner, Seyfarth Shaw, Chicago
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Become the Market Leader by Selling Your Zips Better
Tues., June 8 | Noon Pacific
Learn how newspapers are sitting on a goldmine of information that they can use to:
· increase pre-print and insert ad revenues;
· change pre-prints from a commodity business;
· provide real value to advertisers;
· leverage their distribution footprint and more!
This Inland Webinar will explain how using zip code data in new and intelligent ways can create a powerful sales tool and selling proposition. This new approach promises to inspire both advertising and circulation departments. (Chris will also explain why, when it comes to Zip Codes, redder is better!)
With Chris Kubas, Vice President, Kubas Consultants
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Three Steps to Effective Sales Interviewing
Weds., June 9 | 8:30 a.m. Pacific
This Inland Webinar will cover the most critical step in sales: effective interviewing. To be truly consultative in your sales approach with advertisers and prospects, you need to understand their aspirations, concerns, target market, inventory mix, peaks and valleys, advertising budget, etc. This session covers the basic questioning skills (asking closed-ended and open-ended questions) as well as delving deeper into elaboration and reflective questions. The B.A.C.K. T.O. B.A.S.I.C.S. interview process is covered that gives the student a more systematic approach to needs-analysis interviewing.
With John Lindsey, president, Lindsey & Associates, Phoenix, Ariz.
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The Positive Story About Newspapers: Actionable Ideas to Strengthen Your Competitive Position
Tues., June 22 | 8:30 a.m. Pacific
Your newspaper is not a commodity; it has many positive strengths and provides benefits to advertisers no other media can. This lively session will burst the bubble of the perceived imminent demise of the newspaper industry by highlighting the key strengths of your newspaper and the industry overall. Newspapers have lost sight of the difference between "not performing as well as we once did but still a profitable enterprise" and "soon going out of business." This session is designed to give every participant actionable ideas and information they can use immediately to strengthen their sales story, their competitive position and to motivate and refocus their associates. There are more than 1,400 daily newspapers and thousands of weekly newspapers that continue to provide coverage, audience reach and deliver customers to advertisers like no other media, and it's time we delivered that message.
With Larry Maynard, president, NGM Partners, Oswego, Ill.
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Your Best Strategy for Leveraging ABC's Audit Changes to Boost Ad Revenue and Grow Circulation (Repeat)
Weds., June 23 | 8:30 a.m. Pacific
This Inland Webinar is back by popular demand! The Audit Bureau of Circulations (ABC) fundamental measuring stick of paid circulation is about to get a facelift in October. Is your newspaper prepared? Does your circulation department understand the new rules? Has your circulation manager explained the impending changes to your advertising department? This Inland Webinar will review the most recent ABC rule changes and the changes set to take effect on October 1. In addition, you'll learn what key strategy questions you need to consider in order to make sure both your circulation and advertising departments are up to speed.
With Steve Wagenlander, director of Audience Development, Post and Courier, Charleston, S.C.
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Developing and Selling a Multimedia Advertising Program: Packaging, Commission and Training
Thurs., June 24 | 8:30 a.m. Pacific
Sales success will come from redesigning your advertising offering to increase revenue per advertiser campaign with your local business customers. Improve your customer's results by developing and offering multimedia solutions that give advertisers more reach, more frequency, more touch points to the consumer, priced at a good value for double the audience reach. Improve sales performance with your sales team through simple-to-use customer materials, sales skill training and a redesigned commission plan. This session will help you explore building a multimedia pricing, packaging, commission, sales toolkit and training program.
With Debbie Holzkamp, president, HDS Premier Consulting, LLC
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