Major Metro Daily Newspaper Ad Sales, Prepress & Finance

INCREASE COLLABORATION, EFFICIENCY AND REVENUE in an organization experiencing low sales productivity and cooperation between inside/outside sales representatives, accounting staff, and the prepress team

Project Focus

• Daily Metro Newspaper’s Advertising, Prepress, and Finance Departments
• Assess, redesign and implement new standards, workflows, processes, organization structure, incentives, rates, policies and procedures
• Identify, measure and realize opportunities to improve customer service, quality, productivity, and efficiency related to ad sales and production

Client Gains: Financial and Operating Benefits

• 300%+ increase in new prospect contacts
• Increased selling time for ad sales reps by 42-75%
• 8% increase in revenue during first four months of new operating processes
• 24% increase in average number of active accounts (vs. prior year) in first four months following implementation

Key Changes that Supported Client Goals

• Developed service, quality and productivity standards for all departments
• Redesigned workflows, processes, policies and procedures
• Implemented a new model for sales operations with redesigned standards, teams, roles and responsibilities, supported by strategic planning, goal-setting, and incentives for sales staff and management
• Designed and implemented a weekly sales planning system
• Developed contact and business databases to support the sales planning process and expand market penetration
• Created a simplified rate structure and rate compliance program
• Introduced eight new QA checks into the ad flow process
• Designed and implemented a process to systematically identify and eliminate root causes of errors
• Implemented tracking, reporting, and communication processes
• Implemented a balanced staffing and scheduling system
• Assessed, trained and supported staff in adoption of new operational models

Print Friendly