Transforming ad revenues

Until quite recently advertising was a pretty straightforward business for newspaper publishers, and often even a relatively easy one: Customers were happy to give us money and our sales representatives simply had to take orders from advertisers rather than actively sell our products.

Moving from ‘sales’ to ‘solutions’

As with the traditional print/digital divide in newsrooms, advertising departments have frequently been separated, but that’s changing as publishers rethink their customer service strategies. Here, we find out how two publishers are both uniting and transforming their sales staff and strategies.

‘Find out what you don’t know’ 

Interview with Eamonn Byrne, the Director of The Byrne Partnership Ltd, based in Edinburgh Scotland.

Suppliers ready to provide support

Today’s advertising departments, particularly sales staff, are looking for sophisticated yet simple tools to have the most up-to-date vital information right at their finger tips at all times – for preselling, selling, booking, tracking and invoicing advertising across different media. And in some cases, they are relying on their system providers to serve as strategic advisors and an “interface” to best-practice sales.

Property ads reconsidered

As newspapers attempt to reclaim classifieds revenue from the property portals, it seems that all strategies and tactics are open to consideration, including acquisition, outsourcing to third parties, buying tools, or even pooling resources with old rivals.

Publishers find new ways to be creative

Beginning here and continuing online, we profile publishers from Germany, Belguim and Turkey building innovative cross-media efforts in order to build audiences across platforms and to create real value for their advertisers.