April 29, 2010
Ohio University Pickerington Center

Who Should Attend

• Ad directors and ad sales representatives
• Anyone wanting to expand their knowledge and skills in print and/or online sales

The Program

8 – 9 a.m.
Registration and Continental Breakfast

9 a.m. – Noon

Whether it’s the old media or the new media …
A quick overview of the latest information on advertising across print, online, video and social media platforms; differences between online immigrants and online natives and their evolving media habits.

It is about the quality of the audience
Chuck will outline the value and differences of the eyeballs visiting newspaper Web sites compared to those that dart around the Web.

Newspapers and newspaper Web sites … still the one!
Chuck will arm attendees with the latest in newspaper and newspaper Web site studies reinforcing value. He’ll clarify a variety of selling techniques and presentation styles to be successful with potential and existing advertisers.

Lunch will be provided by ONA during a one-hour break.

1 – 4 p.m.

What’s your selling strategy online and in print?
Chuck will outline a variety of methods and techniques to present, sell and overcome objections from potential advertisers on complementing their print advertising or creating a stand-alone online marketing plan.

Strategies to teach, encourage and motivate retailers to succeed online with newspapers and their Web sites
Attendees will be coached in understanding the growing importance of online advertising to business owners, retailers, business professionals and service providers. This will include current online shopping trends as well as methods and strategies to seize upon these online advertising opportunities.

Why advertise when business is tough to get?
Chuck will coach attendees on how to deal with businesses that are cutting or dropping their advertising. He will outline a number of factors influencing how many dollars a retailer should invest in both print and online and ways to uncover revenue sources for potential clients to use for ads.

The Instructor
Chuck Nau, of Murray & Nau, Inc., is a publishing consultant with over twenty years of experience, having served the Seattle Times, Knight-Ridder Newspapers and the Chicago Tribune Company in a number of management, marketing, media and sales capacities. Chuck’s work as a publishing consultant includes a client list of newspapers, publishing associations and niche publications. His practice enables him to put his wide range of publishing experience to work for publishers, sales management teams and senior managers on both a day-to-day and special project basis. He has assisted clients as a management consultant, sales trainer, facilitator and coach/mentor in advertising, circulation and marketing areas. ONA members who have attended Chuck’s sales training sessions describe them as high spirited, interactive, motivational, very informative and fun. In addition to his consulting practice, Chuck has spoken to and conducted workshops for a number of national publishing groups, state press associations, and newspaper organizations. He has written a series of columns covering topics in advertising, management, marketing, and sales which have appeared in various newspaper industry and press association publications.

The Facility
Located in a suburb just east of Columbus, the Pickerington Center is a 15,000-square foot state-of-the-art facility. It features six ergonomically-designed classrooms equipped with technologically advanced instructional equipment. The site backs up to a wooded area and creek, a view that can be enjoyed from one of three lower-level patios. The center is a 12-15 minute commute from downtown Columbus or the airport. It has ample parking and many nearby hotels and restaurants.

Directions

View Larger Map

The Ohio University Pickerington Center is located about 10 miles east of downtown Columbus.

Take I-70 East to Pickerington exit #112A (State Route 256)

Proceed on State Route 256 for one mile (you can only go one way off this exit, south)

Turn left (at third light) onto Stonecreek Drive (US Bank on the corner)

Proceed a quarter-mile to Pickerington Center (on right)

Ohio University Pickerington Center
12943 Stonecreek Drive
Pickerington, Ohio 43147

Nearby hotel:
Hampton Inn, Pickerington
1890 Winderly Lane, Pickerington, Ohio 43147
(614) 864-8383

Training session questions?
Susan Bazzoli, Manager of Administrative Services:
sbazzoli@ohionews.org