Mission One Revenue

Mission One: Revenue 2019


Mission One: Revenue 2019 opens with an agenda laser-focused on the top line August 15-17 at the Austin American-Statesman.

Here’s the agenda as of March 1:

Thursday, August 15th, 2019

1:00 p.m. Welcome and Introductions

1:15 p.m. 10 Habits of Highly Effective Sales Professionals

This workshop is all about sales lead generation! Pump up your in-bound sales leads by 25-35 percent in the next 30-days! Learn “the” 10 critical sales questions that move conversations forward.

Presented by Ryan Dohrn, founder, Brain Swell Media

2:15 p.m. Gaining New Real Estate Revenue. A $100k Case Study from Wehco Media

Today’s real estate landscape has changed with newspapers needing to find better solutions to help Realtors gain listings from local home sellers. Plus, we need to find innovative ways to approach the individual agents who are now spending their own dollars on marketing and advertising. Learn how the Northwest Arkansas Democrat Gazette found $100,000+ in new real estate revenue by offering new print and digital offerings. Attendees will leave with actionable ideas and sales materials to use to go to market immediately.

Presented by Beth Johnson, Real Estate Specialist NWA Media

3 p.m. Break

3:15 p.m. Five Minute Sponsor Spotlight: Real Revenue Solutions

Hear from two of our conference sponsors who are generating big revenue for their newspaper clients.

3:30 p.m. Pathways to a sustainable digital subscription business

The newspaper industry’s new reality is that it must shift from a business model that was nearly exclusively driven by advertising to one in which the consumer supports a greater share of revenue. This session explores all the ways—with content, loyalty and membership programs, premium user experiences and services—that newspapers can guide their digital audience through the revenue funnel, turning them from casual drive-bys to paid subscribers.

4:15 p.m. Recapturing Auto Revenue

Like most markets, auto dealers have abandoned their traditional marketing, opting for other digital platforms and more targeted audiences. That’s meant an erosion of auto dollars for newspapers of all sizes. In this session, learn about a few best practices, case studies and the actual turnkey solutions you can take back home and implement this summer and fall.

Presented by Rick Myers, President Grow Local Media, Mike Martoccia, National Director-Digital Marketing & Sales-Wehaa.

5:15 p.m.  Adjourn

Friday, August 16th, 2019

8:00 a.m. Coffee and light breakfast

8:30 a.m. Closing Ad Buys On the First Sales Call

What if you could close more deals on the first call? What would that mean to your sales team and to your revenue? Hear how more than 75 newspapers across the nation are using the Present, Competitive and Dominant (PCD) proposal template to present ideas to advertisers on the spot. Learn a simple yet effective way to present a multi-media solution to your advertisers on the very first call.  This tool has increased revenues by 35% and close rates by 40% in many markets. Come learn the secrets from those that have put the program into action and have seen the results.

Presented by Ryan Dohrn, founder, Brain Swell Media

9:30 a.m. Case Study: Success with Small Market Weeklies

This session details how a weekly publisher in small Michigan markets was able to launch a new weekly, at the suggestion of local businesses, that was profitable from day one. Learn from the success of a small company that knows how to super-serve its readers and advertisers. 

Presented by Jim Stevenson, Owner/Publisher of The Spinal Column Weeklies (Highland, Michigan)

10:15 a.m. Break

10:30 a.m. Five-Minute Sponsor Spotlight: Real Revenue Solutions

Hear from two more of our conference sponsors who are generating big revenue for their newspaper clients.

11:45 a.m.Lunch

12:45 p.m. Brand-new Branding Campaigns That Bring in New Revenue

Marketing is not just about instant ROI for the advertiser and click and acquisition metrics. It’s also about helping businesses properly position themselves in the local market place against their competitors. But offering effective branding campaigns to your advertisers requires superior salesmanship and a new focus on providing the right messaging. Hear how newspapers are generating new revenue by helping local businesses understand the need to invest in ongoing multimedia advertising branding campaigns. Learn how to add new full-year contracts from new advertiser categories immediately. Attendees will leave with actionable takeaways to implement immediately for sizable gains to their top line.

Presented by Mike Blinder, President Blinder Group

1:30 p.m. Break

1:45 p.m. Five-Minute Sponsor Spotlight: Real revenue Solutions

Hear from two more of our conference sponsors who are generating big revenue for their newspaper clients.

2:00 p.m.  Just Text Me! Marketing the SMS Way

Text marketing is being used more and more by local SMBs as a new direct marketing tool. This form of marketing takes advantage of the most popular form of direct communication—SMS messaging or texting—to attract new customers, develop relationships and increase sales. Hear from local newspapers have found the secret to making money with messaging.

3:00 p.m. Break

3:15 p.m.  Five Minute-Sponsor Spotlight: Real revenue Solutions

Hear from two more of our conference sponsors who are generating big revenue for their newspaper clients.

3:30 p.m.  Making Money from Email Marketing

Email has become one of their major ways local SMBs market to current and new customers. This session looks at the best methods to deploy in order to provide local businesses with the most effective solutions. Learn how email marketing can us build audience and reach new advertisers. Top experts at target marketing will break down what’s working and who’s making money with it.

Presented by Kristen Frey, Digital Revenue Director, NPG Newspapers & Greg Heiman, Enterprise Business Development Manager, Site Impact.

4:15 p.m.  Classified Makeovers

Classifieds aren’t dead—they still provide a vital marketing vehicle for recruitment, real estate, automotive and services. This session focuses on how local newspapers can compete with digital verticals to keep making money from these essential classified categories. Learn how profits can still be made from this legacy revenue stream

Presented by Bill Ostendorf, President Creative Circle Media

5:00 p.m. Adjourn

Saturday, August 17th, 2019 

8:15 a.m. You Made How Much Doing What??!

One of our most popular session from Mission One: Revenue  2018 returns this year, as all attendees in a " round-robin" exchange revenue ideas and successes. Everyone participates—and some will win big cash for the best money making ideas.

9:15 a.m. Break

9: 30 a.m. Five Minute Sponsor Spotlight: Real revenue Solutions
Hear from two more of our conference sponsors who are generating big revenue for their newspaper clients.

9:45 a.m.  Using Your Digital Services to Find New Digital—and Print—Advertisers

We sell social media, contests, even lead generation services to our advertisers. How about using those same solutions to help our sales force get in front of more potential advertisers? Hear how GateHouse Media has generated more than $20 million by deploying online contests to get more appointments for their sales people. In another case study, learn how a newspaper in a Texas market used social media campaigns to bring prospects to local business workshops.

Presented by Rebecca Capparelli, VP Promotions, GateHouse Media

10:45 a.m.  That’s Entertainment! That’s an Untapped Revenue Source

Too often, newspapers seem to simply give up on entire advertising categories and stop investing in the content that would attract readers and advertisers. That’s a big mistake when it comes to the entertainment category. Local entertainment businesses have plenty of money to spend. This session takes a close look at the ways some newspapers are generating hundreds of thousands in new revenue by bringing back entertainment content, posting online calendar listings—and aggressively chasing local entertainment ad spend.

Presented by Rob Ritterbusch, Vice President of Advertising for Central Division of GateHouse Media, Al Getler, Sales Manager, Advantage Newspaper Consultants

11:45 p.m. Wrap Up and Adjourn