April 27
Ohio University Pickerington Center

Who Should Attend

  • Ad Directors, Managers
  • Sales Representatives
  • Publishers
  • General Managers
  • Editors
  • Designers
  • Writers

The Program

8-9 am
Registration and Continental Breakfast

9 am-Noon
Morning Agenda: Selling inside Out

The brand new program created especially for ONA will feature three parts:

Part One: Guiding customers to tell you exactly what they need and want from your newspaper. A new professional sales approach centered on getting the client involved in reaching a positive close.

Part Two: Overcoming “Chicken Little”. Chicken Little was wrong. The sky is not falling. Community newspapers remain the best way to get the greatest advertising results. A positive look at ways to overcome the “newspapers are dead” misconception and attacks of other media.

Part Three: Putting service where the mouth is! Five exercises, each introduced with specific new material, on how to satisfy customers and increase sales.

1-4 pm
Afternoon Agenda

Sales promotions that increase revenue, build circulation and win awards. Updated monthly, this program outlines 50 to 60 of Iowa Information’s most recently produced sales promotions. Many feature fresh locally produced editorial material sure to attract new subscribers and amaze newspaper contest judges.

There will be a one-hour break for lunch. Lunches provided by ONA.

The Instructor

Peter WagnerPeter W. Wagner is founder and publisher of Iowa Information Inc., which publishes The N’West Iowa REVIEW, the Sheldon Mail-Sun, OKOBOJI magazine, DISCOVER travel guide and a half-dozen other monthly and bi-monthly specialty publications serving northwest Iowa. The company, headquartered in Sheldon, Iowa, was founded in 1962 and has more than 50 full-time employees.

Wagner, who grew up in Sioux Falls, S.D., and attended college at the University of South Dakota, moved to Iowa in 1962 to help launch a new radio station. But within months of his arrival, he had put his Ford Falcon up as collateral and used the money to start a free-circulation paper, The Golden Shopper. He found running that advertising newspaper to be profitable but unfulfilling and decided to use his journalism background to start The N’West Iowa REVIEW in July, 1972.

When he and his wife, Connie, started the newspaper, they did so with three paid subscribers and a handful of skeptical advertisers. Today, more than 6,000 subscribers receive the 80-plus page newspaper every week.

In the last 20 years, the REVIEW has won more than 200 first place awards in state and national contests and has been Iowa’s Newspaper of the Year an unprecedented 17 times. It was named NNA’s Best of States winner all seven years it was awarded and general excellence winner for mid-sized weeklies 10 consecutive years. The New York Times called the REVIEW “arguably the best weekly in the country.”  The American Journalism Review reported it “was better than most smaller market dailies.”

An internationally recognized public speaker, Wagner has made presentations on advertising sales and general management at newspaper conferences and conventions across the United States and Canada. His unique approach to advertising sales is being copied by hundreds of newspapers across the North American continent.

Wagner has also served in advisory roles at journalism schools across the Midwest and spent eight years as a member of the NNA’s board of directors. He currently serves as President of the National Newspaper Association Board of Directors.


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Ohio University Pickerington Center
12943 Stonecreek Drive
Pickerington, Ohio 43147