Terry Carmody spoke about the OOH national sales market on this week’s IBO webinar.  Here’s a summary of what he said.

Integration has about 15 people and we have many people on our team from the agency side.

National is different from a local sale.  National buyers may not be able to see your market first hand.  The agency world has changed.  Agencies are getting squeezed.  Teams have less and less time.  IMI & The IBO Speedway creates efficiencies and saves them time.

Make sure your info is accurate.  Make sure your pictures are good.  Quality photos is #1.  We see photos which are 10 years old.  That’s noticeable.  Clients want quality photos.

National buys have a lot of layers and a lot of requirements in their RFP.  A 24 year old working in a buying office in New York may not know about some smaller markets.  IBO Speedway helps with this.

Perview is a very strong system and it’s gaining more and more brand recognition.

National buys may involve a hold because there are multiple layers at the agency.  We try to limit holds to no more than 3-5 days.

Agency Payments won’t be up front.  They won’t be in 30 days.  But national agencies always, always pay.

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