Most of your sales staff should be composed of generalists but having a couple of key specialists in advertiser categories can be very profitable. Newspapers have practiced this for years. Muscle-build your sales team with 1 to 3 key specialized sales reps. Strategically identify and target your top five advertiser […]
The 2021 holiday retail season presents enormous opportunity for retailers, especially as they look to make up ground lost in the pandemic. Consumer mobility is at or near COVID-era highs, and OOH has a unique position to engage consumers when they are most likely to act – at or near […]
High performing out of home sales reps use all the sales tools at their disposal. One under-utilized tool is management involvement in the sales process. Including your manager in important presentations/sales calls isn’t a sign of weakness, rather the opposite; it demonstrates you are prepared, confident, and smart enough to […]
By Kevin Gephart My post on Handling Handling Collections During a Disrupted Market generated this question from a reader. I have a client that has had a perm’d billboard for a while. Because this past year was especially rough they have fallen behind in payments and their annual contract is […]
Here are my thoughts for maximizing collections during a recession or a disrupted market (e.g. covid). If, as a sales rep, you are subject to a commission/compensation charge-back for uncollectible accounts, take full responsibility for the process/outcome. Companies provide business office support for collections but when your compensation at stake […]
By Kevin Gephart Assuming you have diversity of personality-types within your sales department, make a formal determination of which rep fits into which of the four basic personality types: drivers, expressives, amiables, or analyticals. (If you’d like more info on these personality types, send me an email). Understand which category […]
Last week’s Sales Tip focused on local advertisers’ sentiment, so this week’s follow up is Borrell’s Local Advertising Agency Survey, which was also fielded from April – June 2021. The key takeaways from Borrell’s Local Agency Survey include: In choosing a media company, agencies place highest value on one that […]
By Kevin Gephart (I hope any sales rep readers will forgive me if I put on my management hat. I spent over a third of my career in management.) Any compensation plan that disadvantages either party will eventually disadvantage both parties. I’ve resigned from a number of rep positions because […]
Borrell Associates’ latest Local Advertiser Survey, which was fielded from April – June 2021, was recently released and contains valuable insights for OOH. The profile of Borrell Associates’ 2,811 respondents included: 79% small or medium size businesses 60% in business for over 20 years 83% independent businesses Top five individual […]
Momentum Continues to Build in OOH Transit Earlier this month, OAAA hosted a panel of OOH transit media experts to discuss innovation, opportunities, and trends in the recovering marketplace. Just-released OOH second quarter 2021 revenue underscores the momentum of the Transit category as it jumped 20 percent compared to […]
