Out of Home Sales Expert Kevin Gephart on the AI threat to sales reps I’m often asked whether AI will replace OOH sales reps. It will replace reps who don’t use AI Fairmount Outdoor President Billy Tolson on what makes a good billboard lease I think the biggest thing is […]
Many OOH sales reps see their company’s Customer Relationship Management (CRM) system as a one-way street: they put information in but get little value back. Salespeople have long been asked to work for their CRM. What if their CRM started working for them? What if every rep, including your most […]
Recently a question was posed: “what is your take on an auto-renewal clause in ad contracts, particularly ones that revert to month-to-month after an initial expiration? As an operator, always put a 30-day auto-renewal clause in your ad contracts as a safety net. Longer auto-renewal terms make it difficult to […]
DOOH now represents 39%+ of total U.S. OOH and is exploding at about 9% growth per year!! Consumers are embracing it. Research shows 62% noticed digital advertising, 50% notice “all” or “most” digital ads, and 65% engaged overall. Marshall McLuhan famously said, “The medium is the message.” Consumers love digital […]
What if your business manager kept your OOH company’s financial information in their head? Or on Post-it notes? Or in a notebook they took home every night? You’d be terrified! I continue to be surprised by how many OOH companies allow something similar with one of their most valuable assets: […]
A big “thank you” to the billboard operators who responded to the recent Short-Term vs. Long-Term Contracts survey. One surprising result: more than 85% said they will accept contracts of six months or less. There are very limited times when a short-term contract makes sense. But before agreeing to […]
On last week’s Bell Board Podcast out of home sales expert Kevin Gephart said this about selling short term versus long term out of home contracts. I wrote an article about that, and I got an email from someone well-known in the business who said, “Kevin, I agree with you […]
Neil Bell, host of The Bell Board Posdcast has a new show out featuring sales consultant extraordinaire Kevin Gephart. You say we’re not selling out-of-home space, we’re selling ideas — but a lot of operators are still running their sales departments like order takers. It’s a pervasive problem. In […]
I’ve been running a series in which I answer OOH sales questions asked by Billboard Insider readers. Last week I said to avoid short term sales plans. Today I discuss whether it’s wise to bundle ad design, production and installation charges. Should I bundle ad design, production, and installation—or charge […]
Thanks to everyone who submitted their toughest out of home sales questions. Last week I discussed why one location costs more than another and whether there’s a minimum effective ad spend. Today I discuss whether a short term out of home ad campaign makes sense. “Is a short term out […]
