Top 10 U.S. Newspaper Advertising Sales and Production

IMPROVE CUSTOMER SERVICE and increase advertising revenue and productivity

Project Focus

• Newspaper Advertising Sales, Advertising Production, Operations, and Administration
• Assess, redesign and implement new workflows, processes, policies, procedures, and organization structure
• Improve quality, service, productivity, and resource management

Client Gains: Financial and Operating Benefits

• 30% increase in sales time for generating revenue
• 70% decrease in spec-ad turnaround time, from 10 days to three
• 40% reduction in number of proofs pulled — with a 50% decrease in number of proof revisions per ad
• 12% increase in sales revenue
• 96%+ conformance with quality standards for ad layouts and materials
• 98% of display ads submitted from sales on time, enabling production to meet service target of 8:00 AM next-day delivery for proofs
• Tracking system to monitor status of 99% of display ads
• Increased productivity of ad production team by 24%

Key Changes that Supported Client Goals

• Designed/implemented new operational model with redefined roles, responsibilities, and even “routine days” for the entire sales team, from the street to support and production
• Optimized roles, putting sales managers and sales reps on the street producing ad revenue, rather than performing ad support functions
• Developed and implemented standards of service, quality and performance for sales, advertising and related operations
• Developed and implemented a management reporting and communication system for daily measurement and reporting of key indicators and results
• Designed and implemented a 74-module employee skills training program for a workforce of more than 500
• Developed customized training solutions and trained 25 managers to be more effective in the redesigned environment

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