Online Revenue SolutionsWeb 101 for Local Business Seminars

Guaranteed Revenue, Superior Sales Training

Mel Taylor MediaMel Taylor Media

MelTaylorMedia.com 267-625-5313 Mel@MelTaylorMedia.com

www.MelTaylorMedia.com 267-625-5313

mel taylor media ‘ b 101’ f l l b i ‘web 101’ for local business

success stories

• $146,000 new quarterly business

& Cablevision$ q y

• 26 new contracts

• $ 144,000 new quarterly business• 41 new contracts

Times-Shamrock Communications• $238,000 new annual business

Times Shamrock Communications

why? web 101 seminar why? web 101 seminar benefits to local media property

• an educated local business buys more web an educated local business buys more web > the consultative approach

• immediate & LONG-TERM web revenue

• better than a cold call

superior qualified lead generation• superior, qualified lead generation

• sales-rep training included

why ylocal business seminar ?

local business wants to buy web, but…

• confused / lack of knowledge

don’t totally trust sales rep• don’t totally trust sales rep

• don’t want a HARD SELL

• think Google or their website is enough

• never been properly offered webp p y

melmel taylortaylor media media yytestimonials testimonials

Our ‘Web 101 for Small Business’ seminar was a huge success

• $140 000 in new revenue and signed 26 NEW advertisers• $140,000 in new revenue and signed 26 NEW advertisers• Increased average revenue per account by 18%.

Mel is charismatic, well spoken and easily captures attention of the crowd. He takes the time to build a story that can p y p ymake the most difficult concepts seem easy.

Before the client seminar (where Mel trained our sales staff) he addressed the most common objections. Mel helped give the sales staff more confidence, and made them fully prepared to sell.

At the client seminar Mel engaged the audience spoke in terms that made them comfortable and made professionalAt the client seminar, Mel engaged the audience, spoke in terms that made them comfortable, and made professional reference to promote our Newspaper website, without losing credibility as a professional, outside consultant.

Dan Sarko ; VP of Interactive; Tribune

melmel taylortaylor media media yytestimonials testimonials

We generated over $140k of new (quarterly) online business. e ge e a ed o e $ 0 o e (qua e y) o e bus ess.

The seminar results far exceeded our expectations.

Mel’s presentation was also a very effective learning tool for our print sales staff, reinforcing our in-house web training.g g

One key to our success was Mel’s presentation style. He was able to build the advertisers’ web comfort by using non-tech, easy to understand methods & terminology.

John D’Orlando, VP Advertising; Orlando Sentinel g

melmel taylortaylor media media testimonials testimonials

• Your knowledge and experience in what works, and what doesn't, to generate online revenues is sorely needed in the Broadcast industry. Your recommendations are simple, practical, and can be executed immediately. Feedback from attendees was as high as we've ever gotten. John Potter VP Training; Radio Advertising Bureaug g g g

• As an event planner, I have the opportunity to place many different types of speakers on various industry programs. Rarely do I encounter a speaker of the caliber of Mel Taylor. Not only is he extremely knowledgeable in and well-prepared for his subject matter, he is also a very entertaining speaker and a pleasure to work with. He is an asset to any program. Marsha Stoltman; America East Conferencey p g ;

• Refreshing, easily understandable & entertaining….for managers and sales reps! I am recommending Mel for future events that educate local businesses about online marketing, as well as online sales training initiatives for traditional media execs. Tara Cleary; New England New Media Association

• Mel, Thank you so much for helping Clear Channel Philadelphia take 100% share of the “Cirque Du Soleil” Theatre buy. $60 thousand dollars for us! Your “integrated marketing approach” blew the client away. We even took $10,000. of their print budget ! The client said they were VERY impressed with your presentation and program, ….and they don’t impress easily ! Tara Kelly, Clear Channel Radio

• Mel Taylor has sold new media for newspapers, radio and television, and knows what it takes to get past low CPM’s and remnant ads. We hired Mel Taylor Media at WTEN in Albany and saw immediate benefits. In addition y yto innovative internet training and development for our sales team, Mel worked closely with the news director and web developer. Our site now looks better and is more appealing to our advertisers as well as our viewers. The best part: revenue is up. Mike Sechrist, WTEN Television, Albany, NY

Mel Taylor Mediayrecent success story

Results: 90 day web-sales initiative

Mid-Size Market

2008 2009 Increase2008 2009 Increase

February  $71,813  $134,847  88%

March  $97,304  $160,756  66%

April $110,000 $164,475 49%

Mel Taylor Media popular WEB SALES programs

Web Revenue Boot Camp for Local Media (1 day in market, suggested agenda)

popular WEB SALES programscustom programs available

• 8a-9:30 Competitive Online Environment• 9:30-11a Web Sales 101; vocabulary, ad units, overcoming common objections•11a-12:15 Using Web to increase overall revenue share. Pricing, packages • Working lunch: Web for Sales Management: Media kits one-sheets budgets rate cards inventory Working lunch: Web for Sales Management: Media kits, one sheets, budgets, rate cards, inventory, job descriptions, compensation packages, category targets, & management by objectives• 2p-3p: Web Sales 101 for Editorial, programming, and newsroom staffs. Content that sells.• 3p-4p: Web-masters and Web Producers; sales-friendly sites

Web Marketing 101 Seminars for Local Business• Up to 3 local business seminars in a day. • Close business on the spot

Vid li f t t h M lT l M di

All InclusiveTotal Price

$12 950• Video clips from recent event here: www.MelTaylorMedia.com

Web Revenue Effectiveness Audit• We do a ‘deep dive’ into your current digital sales efforts & your local market’s competitive environment. K d li bl i l d h i t f d ti ifi i t ti i l t ti d

$12,950.+ Travel

Key deliverables include a comprehensive set of recommendations, specific instructions on implementation and a collection of sales & marketing templates.

Local Online Local Online Advertising ShareAdvertising ShareLocal Online Local Online Advertising ShareAdvertising Share

R di

Directory10.8%

Other4%

Radio

Directory10.6%

Other4%

Online Only P Pl

TV8 3%

Radio2.1%

Online Only TV

8 9%

Radio1.7%

Pure Play47.2%

Newspaper27.7%

8.3% Online Only Pure Play

51.7%Newspaper

23 6%

8.9%

27.7% 23.6%

Borrell

20082008 20092009

Digital Sales Digital Sales Digital Sales Digital Sales Training = RevenueTraining = Revenue

Who does the most training?Who does the most training?

The New Workshop from Mel Taylor Media

Online Business 101Online Business 101for Editorial, Newsrooms & Web Producers

“When newsroom editors & writers understand

basic online sales & business models,

they create more advertiser-friendly & profitable websites”