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Ideas for Newspaper Executives
Articles and presentations by Len Kubas and his team. These include ideas for increasing ad revenues - both
digital and print, growing linage, and improving margins and profits.
To request an item below, just click on the title.
- The Next Newspaper Ad Sales Model,
July 2008. Discover how newspaper ad sales practices must change in the light of industry realities, and what you can learn, borrow, and use from Google's successful sales methods.
For your copy, click the link above, and provide your contact information.
- How to Sell More Print Advertising:
Lessons from Google, March 2008. Direct from the World Association of Newspapers' 18th Annual World Newspaper
Advertising Conference in Budapest, Hungary. Len Kubas discusses how any newspaper can grow its print advertising
business by adapting successful techniques used by Google. Click the link, e-mail us your contact info, and we'll
send you a copy.
- Navigating
Newspapers to a Brighter Future, January 2008. New and expanded. Originally published as part of the Newspaper
Association of America's "The Future of Newspapers" series. Len Kubas examines what's in store for newspapers
and the all-important steps needed to transition newspaper ad sales from print to digital. Click the link, e-mail
us your contact info, and we'll send you a copy.
- Preview 2008, December 2007. What is the outlook
for newspaper advertising revenues in 2008, and what strategic initiatives are newspapers planning for the new
year? Find out what over 500 newspaper executives and managers have to say about it. The outlook certainly has
changed since last year.
- Click here for info and a video on the Kubas Ad Cost Calculator.
This is a PC-based program designed to help sales reps cost ads instantly and accurately, so they can spend more
time selling and less time calculating!
- How the Big Money Sees Newspaper Advertising,
May 2007. Some of the largest advertisers have serious reservations about newspapers and the process of buying
them. This report is based on a joint survey with Newspaper Services of America (NSA),.the largest block of newspaper
advertising purchasing power in North America.
- Revenue Recovery for Higher
Newspaper Profits, April 2007. Click the link, e-mail us your contact info, and we'll send you a copy of
Kubas Consultants' presentation on Revenue Recovery for Newspaper Financial Managers from the April 10 INFE webinar.
- The Dynamic Discount Alternative
to Newspaper Advertising Contracts, November 2006. Dynamic Discount offers a potentially powerful antidote
to the downside of conventional newspaper advertising contracts. It borrows from existing ad sales practices, puts
them into a simple, systematic and disciplined program, and presents a whole new way to sell. Click the link above,
e-mail your contact co-ordinates, and you'll receive your copy shortly.
- Managing the Downside of
Newspaper Advertising Contracts, September 2006. The annual advertising contract is a cornerstone of newspaper
ad revenue. But there are significant perils and pitfalls to watch for, including potential fallout from Sarbanes-Oxley.
This article discusses the downside and offers over a dozen recommendations to improve advertising contract practices.
Click the link above, provide your contact info, e-mail, and you will receive your copy.
- The Case for Modular, May 2006.
Modular means selling ads by pre-set, logical page portions. This can have big benefits for newspapers, for both
growing revenues and decreasing costs. Modular is also particularly effective in cases of format reduction. Read
all about it in this primer on modular. Click the link above, provide your contact details, hit "send,"
and you will recieve your copy soon.
- The Case for Spending
Based Pricing, April 2006. Newspaper ad revenue expert and Executive Vice-President Ed Strapagiel discusses
the benefits of spending based pricing for advertising rates and contracts, and how to get the most advantage out
of this approach for newspapers already doing so. Click the link above, send us your contact info, and we'll send
you your copy.
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