Everyone
needs a dog in their world. For me, it was Lady. Her one ear down and
one ear up pose, always made me wonder what she was thinking. A friend
to all and an enemy only to little rat dogs, Lady became a true member
of our family in a very short time. And while she was only with us for
seven wonderful and memorable years, she remains in our hearts. Hope
this photo of her made you smile.
My story
After 6 years of successful sales and management at various newspapers, I was asked to start up a co-op department. I remember thinking to myself, "Co-op? All I know about co--op is when a client asked me for a tear sheet."
Fast forward 9 years and I find myself in San Jose, California. At this point, with my team, we had already successfully launched and grown co-op and vendor departments in Dallas and Miami.
So how do you take a newspaper's co-op revenue from zero to a million in less than 2 years? Then double that in another 2 years? And then expand to adjacent markets and double it again to $6 million? Hire the right person. Train them. Gain management support. Make adjustments quickly. Stick with it. And above all target. This success led me to our corporate offices, through company sales and resales, to Media News Group. MNG had a mission. Replicate the success we had in the Bay Area to all of their markets- large and small. So while other newspaper companies were eliminating, we added. The result is amazing $24 million in less than 4 years. And it continues to grow.
Other accomplishments and contributions:
Proud recipient of the 2002 Newspaper Association of America John Maione Award, highest award for co-op leaders in the industry, awarded by peers.
Board of Directors, Co-op Federation 1993-2001
Board of Directors, Display Federation 2002-2007
Published in numerous trade journals
Fast forward 9 years and I find myself in San Jose, California. At this point, with my team, we had already successfully launched and grown co-op and vendor departments in Dallas and Miami.
So how do you take a newspaper's co-op revenue from zero to a million in less than 2 years? Then double that in another 2 years? And then expand to adjacent markets and double it again to $6 million? Hire the right person. Train them. Gain management support. Make adjustments quickly. Stick with it. And above all target. This success led me to our corporate offices, through company sales and resales, to Media News Group. MNG had a mission. Replicate the success we had in the Bay Area to all of their markets- large and small. So while other newspaper companies were eliminating, we added. The result is amazing $24 million in less than 4 years. And it continues to grow.
Other accomplishments and contributions:
Proud recipient of the 2002 Newspaper Association of America John Maione Award, highest award for co-op leaders in the industry, awarded by peers.
Board of Directors, Co-op Federation 1993-2001
Board of Directors, Display Federation 2002-2007
Published in numerous trade journals
My success is driven off the quality work of those around me. Leading the sales reps to the money won't necessarily guarantee they can sell. But if you couple the co-op training with an outstanding sales training program, you will be successful.
My thanks to the leadership, mentoring and friendship of these individuals who have inspired me to create this company:
Dave, Mike, Tim, Barb, Marc, and Michael
My thanks to the leadership, mentoring and friendship of these individuals who have inspired me to create this company:
Dave, Mike, Tim, Barb, Marc, and Michael
