PNA Calendar of Events

On the Road - Lehighton

  • Date: Jul 25, 2018 - Jul 25, 2018
  • Location: Lehighton
  • Address: The Times News
  • Contact: Teresa Shaak
  • Email:
  • Phone: 717-703-3003

We’re hitting the road and bringing valuable advertising training to northeastern Pennsylvania!

For advertising sales reps and managers, we have sessions on co-op advertising and understanding and responding to your competition as well as a focus on sales strategies such as cold calling, handling objections and closing the sale.

Cost: $39 per person.  Coffee with breakfast pastries as well as lunch included.  Sending three or more people from the same paper?  We offer a discount.  Call us for more details.  To register, email the PNA Foundation or phone (717) 703-3003 by July 19.

PLEASE NOTE: This workshop will be held at The Times News, 594 Blakeslee Blvd. Dr. W., Lehighton, PA 18235. Specific directions and parking details will be provided with registration confirmations.



9:30 a.m. – 10:45 a.m. – Increase Revenue through Co-op Advertising

Cooperative advertising, or co-op, is the sharing of costs for locally placed advertising between a retailer and a wholesaler or manufacturer. It is estimated that an alarming one-third of all available co-op dollars go unused each year – just imagine all of that missed opportunity! In this session, we will discuss the benefits of co-op advertising, and review the various types of co-op ads and programs available.  A short demonstration of the co-op database AdMall will be included. 

Presenter: Jane Hungarter, PNA Director of Marketing

11 a.m. – 12:15 p.m. – Understanding and Responding to Your Competition

It’s a media jungle out there! As advertising revenue continues to fragment, understanding and responding to local advertising competitors has become increasingly important for sales reps who are looking to secure their share of the local market.  During the session, we will discuss the strengths and weaknesses of media ranging from traditional (broadcast television, outdoor, radio, etc.) to new media sources (programmatic, social, search, etc.) so you are better prepared.

Presenters: Jane Hungarter, PNA Director of Marketing and Matt Caylor, PNA Director of Strategic Services

12:15 p.m. – 1 p.m. – Lunch

1 p.m. – 3 p.m. -- Revenue-Generating Sales Strategies

Get motivated with positive strategies for generating revenue including cold calling, building relationships, handling objections, closing the sale and other important refreshers.

Presenter: Renee Tacka, Professor, Graham School of Business, York College of PA and former Advertising Sales Director


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Contact Us  |  3899 North Front Street, Harrisburg PA 17110  |  Phone: (717) 703-3000  |  Fax: (717) 703-3001