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Grow your customer engagement to annual commitments

Arrive in time for this Monday morning BONUS SESSION!

Mike Centorani, Julie Foley and Liz Crider Huff

Come early to the Mega-Conference and take advantage of a bonus workshop that runs all Monday morning, Feb. 26 – focused on growing your customer engagement to annual commitments. 

This bonus session will focus on how to successfully sell the combination of print and digital solutions in the "Real World" in 2018. It will specifically demonstrate how to gain greater credibility with any small- or medium-sized business owner by learning how to "speak their language" and make the right sale for better long-term relationships.

The Mega-Conference will be held Feb. 26-28 in San Diego.

Our presenters are:

  • Mike Centorani, co-founder of Sales Transformation Now
  • Julie Foley, director of affiliate success, Second Street
  • Liz Crider Huff, director of affiliate success, Second Street

They will be examining best practices for selling unique solutions for engaging readers, connecting them to customers and managing a consultative sales team in the real world.

This bonus session, which runs from 8:30 a.m. - Noon, is open to everyone who is registered for the Mega-Conference ... at no extra cost.

Centorani said: "Participants of this session will walk away with 'Real World' sales approaches and strategies they can use immediately." He said, "Two of the most common objections salespeople hear is: 'I want to think about it' or 'I'm not interested.' This session will teach salespeople the true reasons why they keep hearing these objections and specific ways to win these same types of potential clients over by taking a completely different sales approach."

Huff is encouraging publishers to send their sales executives to this workshop.  "Learn learn how to engage your audience, grow and monetize your email database and drive measurable results for your advertisers," she said.

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Register for the Mega-Conference before rates increase Feb. 5.

About our presenters:

Mike Centorani is the co-founder of Sales Transformation Now, Inc. and the former vice president of sales training and development at Matchcraft. Sales Transformation Now offers sales training and sales management consulting for traditional media and search companies throughout the U.S. and in 22 countries worldwide. He brings more than 30 years of print media experience combined with over 20 years of digital marketing expertise. Sales Transformation Now was chosen by Google to offer sales training to its Google Premier SMB Partners in 2011. He has worked with many of the largest newspapers in the U.S., such as GateHouse Media, Scripps, Digital First Media, Newsday Media, McClatchy, Lee Enterprises, AdvanceNet, Maine Today Media, and others. In 2016, he was a Google Certified "Micro-moments" Speakers.

Centorani is known for his "real world" approach to the sales call process and his ability to teach sales reps "how to speak the small business owner's language" and "make the right sale" based on their specific needs. 

He has a bachelor's degree from the University of Binghamton in upstate New York with a major in English and a minor in advertising.

Julie Foley is director of affiliate success at Second Street. Previously she worked for Morris Multimedia. Foley works one-on-one with many of Second Street's clients to help them find success through creating engaging campaigns that drive results. When she's not at Second Street, you can find her spending time with her family and cheering on her beloved Georgia Southern University Eagles.

Liz Crider Huff is the director of affiliate success at Second Street and has extensive background in media. She is a huge advocate of the power of engagement campaigns for every department within an organization, including sales, marketing, audience development and editorial.

So Many Options to Choose From at Mega!
The 2018 Mega-Conference will have more than three dozen sessions for attendees to choose from – offering an array of professional development opportunities with something for everyone.

Learn about TEAM DISCOUNTS for newspapers that bring more than one person to the conference.

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The Key Executives Mega-Conference is a joint effort of the Inland Press Association, Local Media Association, Southern Newspaper Publishers Association, News Media Allliance and the California News Publishers Association.

In its eighth year, Mega-Conference attendance ranges from 700-900 attendees. Most of the attendees are owners, publishers, digital officers or revenue officers of media operations with both print and digital assets, serving their local communities.  A sizable trade show is associated with the conference.

Conference program view all
Ad fraud cost the newspaper industry an estimated $8 billion in losses in 2017. The question for publishers has changed from "Are you losing revenue due to ad fraud?" to "How much revenue are you losing due to ad fraud?"

In addition to highlighting some case studies at the Key Executives Mega-Conference, highlights will be shared on the Solutions Stage from a recent study conducted by Dev/Con Detect, on the top 2,000 ranked Alexa news sites, benchmarking what percent of those sites had vulnerabilities to ad fraud, what types of fraud and tips.

Casey Hester, vice president, customer success with Dev/Con Detect, says: "Most cybersecurity companies working in media and advertising are focused on blocking bots and malware that only treat the symptoms. Our technology and indexing identifies the exact hijacked ad slots, ad-injections, and networks allowing 'spammy,' low-quality ads."

The Mega-Conference will be held Feb. 26-28 in San Diego, Calif.

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Local media companies are using their audience, content and brand to open a huge new market through local ticketing. At the Key Executives Mega-Conference, find out how ticketing can generate new money, drive email growth and diversity your brand and company.

During a presentation on the Mega-Conference Solutions Stage in February, Deborah Fellows, president and founder of GeoTix, will share real numbers from local media so attendees can see exactly how ticketing can generate new money, drive email growth and diversify their brand and company.

She says: "Local ticketing is rooted in the local media company's brand and mission and each sale opens up opportunities beyond ticketing with local organizations.

"In addition, local media companies are all looking at products that chase people around the internet, far away from our brands, hoping to score an email address to start a conversation. Local ticketing allows local media to have a successful relationship with a customer, make money doing it and end up with an email address to start a dialogue."

The Mega-Conference will be held Feb. 26-28 in San Diego, Calif.

Register for the Mega-Conference

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A major new study of nearly 4,500 people who recently subscribed to their local newspaper shows in unprecedented detail what motivates new subscribers.

At the Mega-Conference next month, learn about the consumers' path to subscription, what factors make them willing to subscribe, and what actions trigger their final commitment.

Jeff Sonderman, deputy executive director, and Gwen Vargo, director of reader relations, both of the American Press Institute, will explain the most important approaches to growing subscribers, and facilitate the attendees sharing their own questions and experiences with subscription marketing.

"The customer's journey to subscribing is not short or straight," says Sonderman, "but it need not be a mystery either. By studying thousands of people who had just decided to subscribe to local papers, we've learned a lot about what motivates their purchases, what they want from the product, and how publishers can more effectively generate these new subscriptions."

Vargo said, "Whether publishers are working with a fully developed print and digital subscription strategy, or are just starting to focus on subscriptions as a revenue priority, they will find the research and recommendations valuable. This interactive session shares not only these significant research findings, but also translates these findings into actionable insights to support your subscription acquisition strategies and tactics."

The Mega-Conference will be held Feb. 26-28 in San Diego.

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A panel of top industry leaders, innovators and investors will share the strategy they are taking with their investments, their priorities and concerns for 2018 at next month's Key Executives Mega-Conference in San Diego.

The Mega-Conference will be held Feb. 26-28.

Panelists will include:

  • Penelope Muse Abernathy (moderator), Knight Chair in Journalism and Digital Media Economics, School of Journalism and Mass Communication, University of North Carolina, Chapel Hill
  • Mark Adams, CEO, Adams Publishing Group, Minneapolis, Minn.
  • Mark E. Aldam, president, Hearst Newspapers, New York, N.Y.
  • Jeremy Halbreich, chairman and CEO, AIM Media Management, Dallas, Texas
  • Jim Moroney, publisher and CEO, The Dallas Morning News, Dallas, Texas, and CEO, A.H. Belo Corporation

    "How do you decide when and where to invest? That's the primary question confronting newspaper publishers or owners, whether they are purchasing companies or investing in papers they own to increase their value," says Penny Abernathy. "Our panel of industry thought-leaders will discuss their own investment strategies and expectations of what they will receive in return."

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Attendees at the 2018 Mega-Conference will learn from marketing guru Andy Cunningham a new framework for positioning that will help answer the two most difficult questions our industry faces in the digital age:

  • Who are you?
  • And why do you matter?

Repositioning an old industry for a new relevance is possible. Come to San Diego Feb. 26-28 and learn how. The first 150 attendees in the room for this session on Feb. 28 will receive a copy of Cunningham's book titled "Get to Aha!"

Her book lays out the step-by-step framework that she will be presenting in her Mega-Conference workshop. This framework is designed to help companies determine their precise position in the marketing landscape, using her DNA-based methodology. "Then and only then," Cunningham says, "can you create a branding and marketing strategy that will build market momentum and crush the competition."

View the full conference program

Register for the Mega-Conference

Cunningham is CEO of Cunningham Collective, a marketing, brand and communication strategy firm that helps companies get traction in the market. She says, "Newspapers are like railroads – an old paradigm facing a new audience. If the railroad industry positioned itself in the transportation business, it might have thrived in a new era. Can newspapers make a shift before it's too late?"

She said, "Positioning a company for a new relevance in the digital economy may seem like a daunting task; but definitely doable. Here's what's required: an inventory of relevant assets; a new look at positioning with consideration of corporate DNA, category, community, competition, and consideration of context; and finally a decisive list of criteria for a new position."
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'Bring the Team' Discounts view all

The Mega-Conference program is packed with ideas to grow your business. And there's every reason for publishers to bring their marketing, digital, circulation and editorial executives as well.

Here's another reason – a new "Bring The Team" rate offer:

Pay the full registration fee for the first person, and bring as many other people from the same newspaper as you want for half price – a 50% discount!

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Innovation Award view all

Finalists for the 2018 Mega-Innovation Award will be announced here soon. They also will be recognized at the Mega-Conference in San Diego, Feb. 26-28.

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Hotel & Travel view all

The Key Executives Mega-Conference will be held at the Manchester Grand Hyatt San Diego. Full details are available here about hotel accommodations.

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