Friday, June 15, 2018 from 10:00 AM to 3:00 PM EDT
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South Carolina Press Association 
106 Outlet Pointe Blvd.
Columbia, SC 29210

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Jen Madden 
S.C. Press Association 

The secrets of doing more with less and making money at the same time!

Daily and weekly ad directors and ad managers: Longtime SCPA member Butch Hughes, a retired ad director and publisher, will be on hand to moderate an ad director’s roundtable and to share best practices, sales management tips and ideas to drive revenue. Our goal is for ad managers to leave the session with new money-making ideas. 

In the morning, we’ll host an ad manager roundtable to discuss what’s working and not working in your market. Topics are up to the group, but will include: innovative ways to build revenue and ad ideas that work (including success stories from the past year); new life in print advertising (specials, pricing); generating new revenue streams (sponsored content, video, contests/events and more); growing your digital revenue; challenges you’re facing; and recruiting and retaining sales reps.

In the afternoon, Hughes will ensure attendees leave Columbia better equipped to lead sales teams to stop the erosion in advertising revenue; grow revenue in controllable categories; increase advertising account penetration; all with the goal to meet and exceed revenue expectations and improve newspaper cash flow. In the two hours, we will explore:

  • Advertising Sales Structure
  • Average Monthly Account Load by Salesperson
  • Average Monthly Sales Revenue by Salesperson
  • Advertising Rate Structure vs “Clown Shoes and Rubber Nose Specials”
  • “There’s Still 52 Weeks In A Year” Advertising Strategy
  • Using “The Perfect Week" To Increase Sales
  • Real World Results from The Perfect Week
  • Controllable vs Un-Controllable Revenue
  • Print vs Online vs Bundled
  • Bundled Packages That Work

Hughes retired in October 2017 as Regional Vice-President of Civitas Media in Davidson, NC. He published 52 newspapers in South Carolina, North Carolina, Virginia, West Virginia, Tennessee, Kentucky and Oklahoma. Butch is a Knoxville native and is a graduate of the University of Tennessee with a degree in Communications. His newspaper career spanned 32 years in advertising sales and sales management.  He was publisher in Anderson; ad director in Knoxville, Evansville, IN and San Luis Obispo, CA. Prior to his move to Anderson, Butch was general manager in Memphis.

The cost to attend is $45, which includes lunch. Thanks to SNPA for sponsoring lunch!

Participants are asked to bring niche and special sections to share, as well as send ideas for discussion topics and specific questions. You can do this directly on the registration form, or by contacting Jen Madden.

Please note this event is limited to SCPA and SNPA advertising directors and advertising managers (if that’s not your title, but you handle the duties, you are welcome to attend).