CMG Best PracticesDan Prudhomme, Orlando TV

Best Practice: Structure“Right People in the Right Seat on Bus”Structure:• Internet Sales Manager/Digital Sales Director: Dan Prudhomme –

Provides leadership, focus & accountability.

• Digital Team – Three Internet Only Sellers/One Ad Ops Manager: More focus and dedicated personnel means more revenue.

• Three Cross Media Specialists (CMSs): Provides up front cross platform sales expertise coupled with engaged back-end customer service.

• GSMs, LSMs, Sales Managers and 20 Account Managers: All Managers and AEs have their compensation plan tied to the success of achieving Internet budgets.

Best Practice: Self-Inspection“WFTV, WRDQ & wftv.com”

• Audit includes Internet• .com % Tracking Boards• Increased Accountability• Compensation:

Team GoalsManager tie-insNew Business w/Internet

Hot Categories“Digital CNA = Layered Digital Solutions”

• Automotive• Entertainment• Home Improvement• Healthcare• Travel

Best Practice: Sponsorships“Niche wftv.com SOV opportunities with ad units”

• ABC Video Player• Academy Awards• High School Football• Holidays• Hurricane Guide• Local Experts• Weather

Best Practice: SEM/SEO“Process & Systems”

• SEM Checklist: Pre-Sales Appointment Post-Sales Appointment (Fulfillment) Post Campaign Launch (Retention)

• SEO Checklist: Pre-Sales Appointment Post-Sales Appointment (Fulfillment) Retention

Best Practice: Audience Extension“Targeted The Right Audience”

• Yahoo!• Recrue Media• Cox Digital Solutions

• Google Display

Network

Best Practice: Optional Digital Training“Extra beyond Staff, Combo & Focus meetings”

• Yahoo!• Recrue• Cox Digital• Google Display

Network

New Best Practice: .COMAROO“Showcasing the complete digital portfolio”

• Check here to see the stars of the show…

Best Practice: Online Sales Contest“Spring into Summer Sales Drive”• Four Teams• Core O&O products included • Monthly Winners (June-August)• Face Off

– Pitch competition for teams– Decks used for Download

• Digital Download– Presentation to Clients

• Overall Winners– Individual AE & Winning Team

• Prizes

New Best Practice: Lost & Found“Inactive Accounts”

• List of AWOL accounts from 2011-12

• Prizes for Top 3 “MIA” closed and booked

• First come, first serve