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New date! Circulation Best Practices Workshop


Jun 12, 2020


PNA Headquarters, Harrisburg, PA


Teresa Shaak



PNA Training Circulation Best Practices

The PNA Foundation and I-SCMA present a program focused on best practices for subscription sales, retention, single copy sales, business partners, independent contracting and management. This workshop is specially created for circulation managers, district sales managers, regional/zone supervisors, audience development directors as well as anyone wanting to improve their circulation revenue and employee/contractor management.

Tentative agenda:

9:30 a.m.                                            Introductions and Welcome

9:30 – 10:30 a.m.                             Communication Effectiveness

Attendees will start off the morning on the right foot with an inspiring and helpful look at communication.  A broad discussion of the DiSC personality trait assessment will be followed by thoughts on personal engagement, productive conflict and emotional intelligence.  Whether you’ve been managing for a few months or dozens of years, acknowledging and improving your communication skills is vital. Presenter: Mike Greene, Owner, Integrity Works Coaching

(Mike Greene is the owner of Integrity Works Coaching – an integrity-driven coaching, training and consulting company focused on planned and purposeful growth for individuals, teams and organizations, with a specific focus on sales, leadership, communication and team development.  Mike has authored three books, 60 Second Time Out, 60 Second Leadership and 60 Second Perspective.  For more than 30 years, Mike has been an exceptional sales and business leader with proven experience in business coaching and development, sales planning and execution, and training and workshop facilitation.)

10:45 a.m. – 11:30 a.m.                Effective Recruitment and Retention Practices for Independent Contractors

Finding and retaining carriers is one of today’s biggest challenges. We will be discussing the ins and outs of the carrier perspective, how to recruit new carriers and how to keep the carriers you have.  Presenter:  Joe Nealon, Director of Circulation, The Times-Tribune (Scranton) & The Citizens’ Voice (Wilkes-Barre)

11:45 a.m. – 12:30 p.m.                Events

Check back soon for details on this session.Presenter:  Carole DeAngelo, Advertising Director, Observer-Reporter, Washington

12:30 p.m. – 1:00 p.m.                 Lunch

1:00 p.m. – 1:45 p.m.                   Digital Subscription Sales – How to grow digital subscriptions and revenue

Learn about the impact of a hard paywall on digital subscriptions, web traffic, and revenue. See the metrics. Discuss the pros and cons. Presenter: Dave Sickle, Director of Circulation, Republican Herald (Pottsville) & Standard-Speaker (Hazleton)

2:00 p.m. – 2:45 p.m.                Single Copy Sales

Make the most of your single copy sales opportunities. Topics include collections, scan based sales and POP displays. Presenter:  Dave Fellabaum, Executive Director Information Systems, Trib Total Media (Pittsburgh)

3:00 p.m. – 4:00 p.m.                 Sharing Ideas Roundtable & Workshop Wrap-up

Roundtable discussion on retail sales, POP displays and other avenues to sales growth as well as retention. Also, closing comments, answers to questions still unanswered, etc.  Moderator: Roque Carrasco, Circulation Manager, The Indiana Gazette


June 12
10:00 am - 4:00 pm
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Pennsylvania NewsMedia Association Foundation


Pennsylvania NewsMedia Association Headquarters
3899 North Front Street
Harrisburg, PA 17110 United States
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Workshop Registration Form

Registration for this one-day workshop is just $69 for PNA and I-SCMA Members; $99 for non-members (includes lunch). Please register by June 5.