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