Latest E&P Exclusive Content on Revenue
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A proactive approach to winning political advertising

The circus is coming to town — to every city in America. And only the donkeys and elephants will be performing in the center ring. It’s America’s quintessential, quadrennial big show — the 2024 presidential, congressional, state and local elections. Despite how little attention and money print media and newspapers receive from many political campaigns, there are still opportunities to generate additional revenues — especially suburban and small-market newspapers with hyper-local reporting.
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Merchandising builds brand awareness, generates news subscriptions and maximizes retention

Merchandising has become a valued revenue stream for many newspapers and news outlets to generate new subscriptions, increase awareness of their quality journalism, promote community identity and boost the bottom line to expand newsrooms and coverage. Although the purpose of merchandising promotions is extra revenue, they are also often fun — for the community and newsrooms.
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Celebrate your community to generate sales

Special sections enhance local communities and provide excellent sponsorship opportunities of significant value. News media outlets excel at effectively conveying the worth of these special sections, which can highlight the positive aspects of your community and greatly benefit local and regional businesses through sponsorships.
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Leveraging layered advertising strategies to boost your bottom line — and your advertisers’

News media publishers should leverage layered advertising strategies to boost their bottom line — and their advertisers’. Numerous strategies and techniques exist that may fit advertisers’ needs. Here are a few ideas....
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Approaching click-to-cancel in three steps

Getting onsite click-to-cancel right is imperative for the coming generation of news media and will require techniques built on highly valuable content, efficient user experiences and transparency. Any applicable future adaptations needed in your onsite cancellation and retention experiences should not be viewed as obstacles but as opportunities to reassess and refine your product strategy and communication flows.
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Here's three ways AI could improve media sales

Richard E. Brown, senior director of retention for The Daily Beast, believes that everything is an opportunity, and every opportunity is a chance to build something enduring and expansive for the future. With that optimistic spirit in mind in examining AI, he sees three discernable applications that the business side of news media may benefit from immediately.  

The future of funding journalism

One of the evergreen questions Editor & Publisher ponders as we chronicle today’s business of news is: How will newsrooms — now and in the future — be funded? As we stand, one quarter into 2023, it felt timely to reach out to news publishers to hear their goals for revenue this year; how their newsrooms may benefit from philanthropic support; and if they’re counting on legislative relief to come from state or federal governments.
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Try pairing passion with your sales strategy

One of my favorite things about being a revenue leader is perfecting the overall sales strategy. I love harmonizing the beat of all sales and marketing efforts to help others and grow revenue. Growth in any industry is a skill set rooted in a genuine passion for helping others. Sales is the business of people, and having a passion for helping people is a must if you’re going to grow.

Revenue Roundup: Co-op advertising. Billions hiding in plain sight

Too many newspapers and other media, their advertising sales reps, local businesses and retailers are unaware there is a giant pile of billions of dollars they could utilize to increase everyone’s revenues. That pile of $75 billion is in the form of annual co-op advertising funds manufacturers make available to local businesses and retailers to co-prom the manufacturers’ products and services.
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2023 will belong to the optimist who sees opportunity everywhere

2023 will belong to the optimist, the engineers and the can-do spirit. Cynicism and doubt only leave bitter tastes and bleak futures, and if you stay there, you may be unable to recoup. The second half of 2022 was tumultuous and left too many highly talented individuals unemployed on both the content and revenue side of media. Therefore, do whatever possible to stop this cycle and not take the losses and learnings from last year in vain.
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Digital to dominate 2023 ad spending

It’s a new year and time for media, agencies and local advertisers to digest the many competing forecasts for 2023 ad spending. There will be sales quotas; agencies will create pitches; and local advertisers will search for the most effective media mix. However they may approach these tasks, the universal forecast is: Digital advertising will continue to gain on legacy media and become an even more dominant force.
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Meet the 2022 class of "Sales Superstars"

This year's Sales Superstars stand out in their ability to stand up against the challenging times newspapers face today. They stay focused and get the job done for their customers, their communities and the companies they represent. Our list of 16 individuals spans the age range, years of experience and small to large markets. Their words ring with wisdom born in the trenches. With extreme appreciation and celebration, we introduce E&P’s 2023 Sales Superstars.
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2023 will be the year of re-emergence for news media

2023 will be the year of re-emergence for news media. Why? The tracks have been set for news organizations to reemerge as innovative tech companies delivering personalized and substantive information. Yes, you read that correctly. Your local news company will become a partner with you throughout your day instead of only providing top-line regional and national news, politics and opinions.

Revenue roundup: News media claims a stake in sports betting

The sports-betting pie is increasing at an enormous rate. The American Gaming Association reports that during August 2022, sports betting generated $471.4 million in revenues, a 116.2% increase from August 2021. For the year to date, those revenues were $3.97 billion, a 69.6% increase compared to the first eight months of 2021. The smart people in sports media recognized very quickly that reporting on sports betting was a natural extension of its overall coverage.
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Three things that won’t be acceptable in 2023

If you have plans or projects to implement that will nurture a more sophisticated and user-friendly environment at any level, then now is the time to execute. Readers, subscribers and advertisers are losing patience, and we must deliver experiences that align with current societal trends. If you’re wondering where to start, take a deep dive into three critical areas where you may want to improve your organization’s proficiency heading into the new year.
Industry News on Revenue
Advertisers paid a premium for airtime during the first Republican presidential debate on Fox News, but it looks like they’ll be getting a major discount during round two on Wednesday night.
U.S. local advertising will grow a healthy 4.4% in 2024, to $157.1 billion, according to Borrell Associates. While demand for digital formats drive much of the growth, Borrell also noted that traditional forms of media appear to be stabilizing.
For the last seven weeks, national TV political advertising has climbed to $3.7 million.
“I want The New York Times’ advertising to be the essential partner for every brand looking to engage with an elevated consumer.” — Joy Robins, The New York Times
Mandating a simpler cancellation process would confuse consumers and create problems for businesses, trade groups say.
"The decline of local news isn’t just another industry that was disrupted by the rise of the internet, but it is having very insidious implications on the state of our democracy, and philanthropy is beginning to see its role in helping to rebuild it." — Sarabeth Berman, CEO of the American Journalism Project
Here are some best practices for engaging corporate funders.