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Promotions Summit 2014
Promotions Summit 2014
Promotions Summit 2014Promotions Summit 2014
Julie Foley
Director of Affiliate Success
Second Street
@julie_foley
PRESENTERS
#PromotionsSummit
Matt Chaney
Director of Affiliate Success
Second Street
@mattchaney
Matt Coen
President & Co-Founder
Second Street
@mattcoen
Promotions Summit 2014Promotions Summit 2014
Follow @secondstreetlab on Twitter!
Want to win an exclusive prize? Be the
one who tweets the most with our
hashtag #PromotionsSummit
Note: We are recording this webinar
and you will receive an email with links
to the recording and slide deck.
QUESTIONS & TWITTER
Promotions Summit 2014
secondstreetlab.com/summit
Promotions Summit 2014Promotions Summit 2014
WHO WE ARE
Promotions Summit 2014Promotions Summit 2014
Promotions Summit 2014Promotions Summit 2014
ATTENDEES
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014#PromotionsSummit
Promotions Summit 2014#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
Promotions Summit 2014Promotions Summit 2014
I feel the need.
The need for
promotions.
Top Gun
Promotions Summit 2014#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014#PromotionsSummit
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014#PromotionsSummit
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
WHY NOT YOU?
#PromotionsSummit
Promotions Summit 2014
SHIFT IN SPEND
1
Promotions Summit 2014#PromotionsSummit
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
PROMOTIONS ARE A GROWING TREND
Source: Borrell Associates
$0
$10
$20
$30
$40
$50
$60
$70
$80
$90
2008 2009 2010 2011 2012 2013 2014 2015 2016 2017
Online
Promotions
are
Exploding
Promotions Summit 2014Promotions Summit 2014#PromotionsSummit
“Don’t underestimate
your potential.”
Promotions Summit 2014Promotions Summit 2014#PromotionsSummit
“I want you to think big
and I want you to think
differently.”
Promotions Summit 2014Promotions Summit 2014#PromotionsSummit
“Advertisers want
results you can
measure those results
with promotions.”
Promotions Summit 2014Promotions Summit 2014
NEXT STEP:
#PromotionsSummit
Next Step:
Think big, think
differently and ask for
more resources to
maximize your
promotions revenue.
Promotions Summit 2014
ADVERTISERS WANT
MEASURABLE RESULTS AND
PROMOTIONS DELIVER THEM
2
Promotions Summit 2014#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
1.  Generate Leads
2.  Drive Foot Traffic
3.  Grow Social Engagement
4.  Grow Email Database
5.  Collect Data
WHAT ADVERTISERS WANT
#PromotionsSummit
Promotions Summit 2014#PromotionsSummit
The Challenge:
Double the Number of
Weddings Booked during
their Season
Promotions Summit 2014Promotions Summit 2014
THE SOLUTION
#PromotionsSummit
Promotions Summit 2014#PromotionsSummit
“The resort had 10 weddings booked as a result
of the contest.”
- Elizabeth Perry, Cox Media Group
Promotions Summit 2014#PromotionsSummit
The Challenge:
Grow Foot Traffic during
Slow Period + Increase
Awareness
Promotions Summit 2014Promotions Summit 2014
THE SOLUTION
#PromotionsSummit
Promotions Summit 2014#PromotionsSummit
“To date, we've done a half million dollars with
just this one account doing deals.”
- J. Tom Shaw, Shaw Media
Promotions Summit 2014#PromotionsSummit
The Challenge:
Increase Foot Traffic
Promotions Summit 2014Promotions Summit 2014
THE SOLUTION
#PromotionsSummit
Promotions Summit 2014#PromotionsSummit
“The advertiser was thrilled with all the new
customers they saw as a result of the deal.”
- Brenda Fedak, Belleville News-Democrat
Promotions Summit 2014#PromotionsSummit
The Challenge:
Grow Facebook Likes and
Email List + Sell $18k in
Gift Cards
Promotions Summit 2014Promotions Summit 2014
THE SOLUTION
#PromotionsSummit
Promotions Summit 2014#PromotionsSummit
“The bank increased their social engagement
by 12,000% and drove $100,000 in sales the
first year of their gift card program.”
- Brandy Carter, SmartReach/Entercom
Promotions Summit 2014#PromotionsSummit
The Challenge:
Grow Awareness and
Email Database
Promotions Summit 2014Promotions Summit 2014
THE SOLUTION
Facebook
sweepstakes
and integrated
print & online
campaign
#PromotionsSummit
Promotions Summit 2014#PromotionsSummit
“We had 80,000 people enter, which was
amazing. We grew the outlets database by
47,000. It was one of the most successful
promotions we’ve ever run.”
- Jamie Kinnaird, BH Media
Promotions Summit 2014Promotions Summit 2014
1.  Generate Leads
2.  Drive Foot Traffic
3.  Grow Social Engagement
4.  Grow Email Database
5.  Collect Data
WHAT ADVERTISERS WANT
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
NEXT STEP:
#PromotionsSummit
Next Step:
Start every sales call
with a needs analysis
conversation and pitch
promotions designed to
meet those needs.
Promotions Summit 2014
THERE ARE FOUR PILLARS
TO PROMOTIONS SUCCESS 3
Promotions Summit 2014Promotions Summit 2014
FOUR PILLARS
Planning
Growing Database
Empowering Your Sales Team
Leveraging Promotional Tools
Promotions Summit 2014#PromotionsSummit
"We build our
email database
whenever we
possibly can."
"We are always,
constantly, every
week generating
money with
promotions. Every
single week.”
"1,100 new
emails from free
deal lead to $55k
in revenue over
the next 6
months.”
Promotions Summit 2014Promotions Summit 2014#PromotionsSummit
"Move
incentives away
from the size of
your database
to the size and
engagement of
your database."
"Everything we
do we ask if we
can “gate” it
and create a
targeted
impression from
it."
"The simplicity
of planning is so
overlooked as a
driver of
business. I’m
still stunned by it
every day."
Promotions Summit 2014Promotions Summit 2014
NEXT STEP:
#PromotionsSummit
Next Step:
Develop and implement
a promotions plan that
includes a calendar and
a goal for revenue &
database growth.
Promotions Summit 2014
OPTIMIZE, EXPERIMENT
AND INVEST IN RESOURCES 4
Promotions Summit 2014#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
ONLINE FORMATS – MARKET TOTAL
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
YOUR PROMOTIONS RESOURCE
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
ACTIONABLE CONTENT
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
PLAYBOOKS
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
DOWNLOADABLE WORKSHEETS
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
NEWSLETTER
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
REPORT CARDS
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014#PromotionsSummit
“92% of local sales managers
believe more digital sales
training is needed.”
Promotions Summit 2014Promotions Summit 2014#PromotionsSummit
“92% of local sales managers
believe more digital sales
training is needed.”
“42% of local sales managers
rate their sales rep’s ability to
sell digital as poor.”
Promotions Summit 2014Promotions Summit 2014
ON DEMAND TRAINING
#PromotionsSummit
Promotions Summit 2014#PromotionsSummit
Contest Sales Planning Contest Sales
Deal Sales
Promotions Summit 2014#PromotionsSummit
Earn Certification
Promotions Summit 2014Promotions Summit 2014
NEXT STEP:
#PromotionsSummit
Next Step:
Sign up for Promotions
University and visit
secondstreetlab.com
/summit to download
more resources.
Promotions Summit 2014
DATA HAS POWER
5
	
  	
  
Promotions Summit 2014#PromotionsSummit
“There might be some gold
hidden in your database that
you’re not seeing today.”
Promotions Summit 2014
350 YEARS AGO
#PromotionsSummit
Antonie van
Leeuwenhoek
Peered Through
The Microscope
Promotions Summit 2014Promotions Summit 2014
WHAT HE SAW
#PromotionsSummit
300	
  Years	
  Later	
  
Promotions Summit 2014Promotions Summit 2014
DNA
#PromotionsSummit
850,000X	
  
Promotions Summit 2014Promotions Summit 2014
WHAT IF WE
BUILT A BETTER
MICROSCOPE?
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
UNDER THE MICROSCOPE
#PromotionsSummit
Data	
  DNA	
  
Promotions Summit 2014Promotions Summit 2014
WITH RICHER
PROFILES, WE
CAN APPLY
FILTERS
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
APPLYING FILTERS
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
APPLYING FILTERS
#PromotionsSummit
Wants to
refinance their
home?
Promotions Summit 2014Promotions Summit 2014
APPLYING FILTERS
#PromotionsSummit
Needs an oil
change?
Promotions Summit 2014Promotions Summit 2014
APPLYING FILTERS
#PromotionsSummit
Looking to
purchase
jewelry?
Promotions Summit 2014Promotions Summit 2014
APPLYING FILTERS
#PromotionsSummit
In the market for
a new car?
Promotions Summit 2014Promotions Summit 2014
APPLYING FILTERS
#PromotionsSummit
Likes Mexican
Food?
Promotions Summit 2014Promotions Summit 2014
PROMOTIONS
ALLOW YOU TO
EXPLICITELY ASK
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
PROMOTIONS
ALLOW YOU TO
INFER DATA
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
NEXT STEP:
#PromotionsSummit
Next Step:
Run more promotions to
collect more data.
Definitely run a ballot –
it’s a data goldmine.
Promotions Summit 2014
BALLOTS DRIVE AUDIENCE
AND REVENUE YEAR ROUND 6
Promotions Summit 2014Promotions Summit 2014
Promotions Summit 2014#PromotionsSummit
“We generated $75k at an 8k circulation paper
with our Reader’s Choice program.”
- Vince Johnson, Morris Multimedia
Promotions Summit 2014Promotions Summit 2014
Promotions Summit 2014#PromotionsSummit
“The level of engagement and the level of
voting was unbelievable.”
- Blair Barna, Charleston City Paper
Promotions Summit 2014Promotions Summit 2014
Promotions Summit 2014#PromotionsSummit
“This year, our state fair ballot will be a $100k
opportunity. It's a beautiful thing for us to have
ballots in our arsenal of products.“
- Marty Carry, State Journal-Register
Promotions Summit 2014#PromotionsSummit
Promotions Summit 2014#PromotionsSummit
“We had a 47% increase in participation, plus
made over $70k.“
- Jamie Kinnaird, BH Media
Promotions Summit 2014Promotions Summit 2014
NEXT STEP:
#PromotionsSummit
Next Step:
Add ballots to your
promotions calendar.
Promotions Summit 2014
DON’T BE AFRAID TO
SELL RESULTS 7
Promotions Summit 2014#PromotionsSummit
Promotions Summit 2014#PromotionsSummit
“Sell
actionable
ideas, not
media.”
“Hire people
with a
marketing
background”
“The follow-up
is the most
important part
of the sales
process.”
“Know your
successes
and share
them with
your sales
team”
Promotions Summit 2014
“Its not about
selling just print
or just online.
Its about all of it
combined.”
“People don’t
buy what you
sell. They buy
what you
BELIEVE.”
“You need
CASH!”
Promotions Summit 2014
“Make sure
reps are
having needs
analysis
conversation”
“Have a digital
only sales
team – it
makes all the
difference in
revenue.”
Promotions Summit 2014Promotions Summit 2014
NEXT STEP:
#PromotionsSummit
Next Step:
Have the confidence
that you can deliver the
results your advertisers
want with promotions.
Promotions Summit 2014
ECOMMERCE PROMOTIONS
WORK FOR EVERYONE 8
Promotions Summit 2014#PromotionsSummit
“At $2MM, our deals
program is a huge
amount of our annual
digital revenue.”
Promotions Summit 2014Promotions Summit 2014#PromotionsSummit
“Last	
  year	
  we	
  generated	
  
over	
  $580,000	
  in	
  gross	
  
revenue	
  from	
  deals	
  
stores	
  alone.”
Promotions Summit 2014Promotions Summit 2014
Cyber
Monday
Store
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014#PromotionsSummit
“We’ve made $85k
with our golf card so
far this year.”
Promotions Summit 2014Promotions Summit 2014
JS ONLINE
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
WISE-TV
#PromotionsSummit
$112k
Promotions Summit 2014Promotions Summit 2014
NEXT STEP:
#PromotionsSummit
Next Step:
Whether you have a
deals program or not,
run an ecommerce
promotion type you
haven’t tried before.
Promotions Summit 2014
PROMOTIONS ARE EXCITING
9
Promotions Summit 2014#PromotionsSummit
“There isn’t anything cooler than
putting together a great idea that
helps fulfill an advertiser’s
objective.”
– Marty Carry
Promotions Summit 2014Promotions Summit 2014
#fox50lipdu
b
Promotions Summit 2014Promotions Summit 2014#PromotionsSummit
“Do something your whole crew can have fun
with. Our whole station participates and we
have a blast!”
– Terri Overby, WRAZ Fox 50
Promotions Summit 2014Promotions Summit 2014
$200,000
in revenue
RESULTS
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
$100,000
in revenue
RESULTS
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
Promotions Summit 2014Promotions Summit 2014#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
NEXT STEP:
#PromotionsSummit
Next Step:
Have fun. Promotions
should be fun to sell,
and fun for your
audience and
advertisers.
Promotions Summit 2014
WHY NOT YOU?
10
Promotions Summit 2014#PromotionsSummit
“Be an internal change
agent in your
organizations.”
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
CARDS
SPA CARD
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
Promotions Summit 2014Promotions Summit 2014
Promotions Summit 2014#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
STORES
$168,000
in Revenue
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
Promotions Summit 2014Promotions Summit 2014
EVENTS + PROMOTIONS
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
ADVERTISER CONTEST
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
GROUP SWEEPSTAKES
#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014#PromotionsSummit
Promotions Summit 2014#PromotionsSummit
“After attending the Summit, I'm exploring
hiring a person dedicated to generating new
revenue through contests and promotions.”
– Shawn Palmer, Senior VP, Chief Revenue
Officer, Record-Journal
"In order to set my team up for success, I am
going to build a promotions plan and hire people
who really understand the value of promotions."
- Vince Johnson, Publisher, The Forsyth County
News
“I learned so much about how to use survey
questions for data collection and lead
generation to help sell contest sponsorships to
advertisers. I can’t wait to get that into action for
our properties.” – Jamie Kinnaird, Manager of
Contests and Promotions, BH Media
Promotions Summit 2014Promotions Summit 2014
NEXT STEP:
#PromotionsSummit
Next Step:
Take an idea from the
summit and implement
it. What are you waiting
for?
Promotions Summit 2014Promotions Summit 2014#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014#PromotionsSummit
Promotions Summit 2014Promotions Summit 2014
TAKEAWAYS
1.  There’s a Shift in Advertiser Marketing Spend to Promotions
2.  Advertisers Want Measurable Results and Promotions Deliver Them
3.  There are Four Pillars to Promotions Success
4.  Optimize, Experiment and Invest in Resources
5.  DATA has Power
6.  Ballots Drive Audience and Revenue Year Round
7.  Don’t be Afraid to Sell Results
8.  Ecommerce Promotions Work for Everyone
9.  Promotions are Exciting
10.  Why Not You?
#PromotionsSummit
Promotions Summit 2014
secondstreetlab.com/summit
Promotions Summit 2014Promotions Summit 2014
Julie Foley
Director of Affiliate Success
Second Street
@julie_foley
THANK YOU
#PromotionsSummit
Matt Chaney
Director of Affiliate Success
Second Street
@mattchaney
Matt Coen
President & Co-Founder
Second Street
@mattcoen

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Top Takeaways from the Promotions Summit

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