Advertising conference: Network connection


Communication stands out as a theme of this year’s Advertising Conference and Awards Gala.

And that includes the exchange of ideas between state newspaper advertising staffs.

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

Registration: CLICK HERE

Information: (317) 803-4772

The annual training and awards event – sponsored by the Indiana Newspaper Advertising Executives Association and the HSPA Foundation – heads to Indiana Downs and Grand Casino Friday, Sept. 27 for Run for the Revenue – An Advertising Conference You Can Bet On.

The planning committee designs the Advertising Conference with networking in mind, said Mike Rossetti, advertising director at The Republic (Columbus) and president of INAEA.

“We thrive when we share ideas, from the big profit-makers to smaller-scale projects,” he said. “Knowing what worked and what didn’t for others improves everyone’s odds of a successful year.”

Participants can expect training sessions followed by the 64th annual awards gala. The day will end in time for attendees to bet on the ponies, play the slots or grab dinner.

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

A panel discussion and round-table discussions led by Indiana adver­tising executives will round out the day.

Rossetti’s suggestion for getting the most out of the Advertising Conference?

Share. And listen, he said.

“It’s not just the rookie sales reps who benefit,” Rossetti said. “Veterans need fresh ideas and ways to rejuvenate enthusiasm too.”

In her first of two morning sessions, Wirges will share best practices for publishers and managers to communicate with and motivate their advertising staffs.

She will discuss the different skill sets necessary for high-performance ad sales teams, including methods to create a self-directed work force.

Later during a progressive prospecting discussion, Wirges will emphasize persuasive communication.

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

During lunch, three Indiana newspaper leaders will present a panel discussion on Publishers’ Pearls and Perils.

The training portion of the day will end with rotating round-table discussions led by state advertising managers and publishers.

A reception with heavy hors d’oeuvres will proceed the awards presentation.

Register at or return the registration brochure newspapers received by mail.