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 […]
Thanks to everyone who submitted their toughest OOH sales questions. I will continue to tackle the most common questions in the next few installments. Last week I reviewed how to compensate sales reps for selling digital. Today I talk about why one board costs more than another and what minimum […]
I’m running a series of columns in which I answer reader questions on sales. Last week I talked about selling long term versus selling short term. Today I talk about how to compensate sales reps for selling digital billboard advertising. How should I compensate my sales reps for selling Digital? […]
Thanks to everyone who submitted their toughest OOH Sales questions. I will answer the questions in my next few columns. A Billboard Insider reader asked: “How do I sell long-term versus short-term contracts?” Here are four principal elements: Always present all proposals as annual contracts. If an advertiser asks for […]
