Race to advertising event

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Publishers, ad directors and sales reps not interested in increasing revenue should stay home from this year’s advertising conference.

The rest will experience an interesting change in venue during Run for the Revenue – An Advertising Conference You Can Bet On.

You heard correctly.

We will head to Indiana Downs and Grand Casino Friday, Sept. 27 for training followed by the 64th annual awards gala presented by the Indiana Newspaper Advertising Executives Association and the HSPA Foundation.

Advertising conference

What: Run for the Revenue – An Advertising Conference You Can Bet On

When: Friday, Sept. 27, 2013

Where: Indiana Downs and Grand Casino, Shelbyville

Information: (317) 803-4772

“The board decided to try something completely different to motivate people to attend,” said Mike Rossetti, advertising director at The Republic (Columbus) and president of INAEA. “We will change times in the usual program to allow people to enjoy the horse track or casino after the awards gala.”

Kelly Wirges, a 20-year veteran trainer and consultant for media companies, will conduct three sessions during the day.

During the early-morning session for publishers and managers, she will discuss the different skill sets necessary for high-performance ad sales teams. She will include methods to create a self-directed work force that eliminates managers’ tendency to feel like babysitters.

Her other two sessions cover topics for all attendees.

During a progressive prospecting discussion, Wirges will emphasize persuasive communication, setting appointments and developing exit strategies.

In the afternoon, she will teach methods to lower client resistance and ways to address objections, questions and concerns.

Three panelists will present Publishers’ Pearls and Perils during lunch. They will share their viewpoints on the state of the industry – pearls of wisdom to succeed and possible perils to avoid.

Presenters include Pat Lanman, editor and general manager of Vevay Newspapers and president of the HSPA Foundation; Jack Pate, president and publisher of the Evansville Courier & Press and vice president of the HSPA Foundation; and Chuck Wells, vice president and group publisher for HNE Media.

“These publishers represent the various sizes of newspapers across our state,” HSPA Foundation Director Karen T. Braeckel said. “Pat heads up two small nondailies, Jack oversees one of our large dailies, and Chuck has mid-sized and small dailies and nondailies.”

The training portion will end with the ever-popular round tables. Pate will moderate “Selling Audiences.” Laurie Ragle, advertising director for Hoosier-Times Newspapers, will lead New World of Objections. Hoosier-Times advertising sales manager for display and digital Chad Giddens will steer Digital/Social Media. And Wells will guide you through an elevator speech.

Heavy hors d’oeuvres will replace dinner during the awards presentation. An earlier finish will allow participants to enjoy activities afterward at Indiana Downs.

Watch for the brochure and list of Advertising Contest winners soon.