With two/thirds of the digital spend from SMB's going to marketing and promotions, an increasing number of local media companies are offering non-traditional media services, and a few have started in-house agencies. This 14 page report summarizes current models for setting up an inhouse agency, including core staff, products and pricing, key lessons learned, target accounts and handling sales. more

One of the first successful ad agencies started by a local media company, Times Digital Group is a year old with a variety of major accounts. President David Cate and Business Development, Patrick Savage walks us through their formula including: Formation, staffing, products, and the secret sauce that make an in-house agency successful. more

These top recommendations for 2012 in large part came from seminars and conversations at American Press Institute's December 2012 media seminar. They flow from two basic revenue generators: Traffic and direct sales, and include several of the key "to do" take ways from media executives who attended. Referred vendors are included. more

Back to basics means a healthy sales department that can "block and tackle" to increase digital revenues. Here are 15 basic steps from Robert Granfeldt, VP Digital Media, Southern Community Newspapers, based in Georgia, who recently executed an 85% year over year gain in 2011. Included are four worksheets to calculate a relaistic assessment of your site sales - and sales reps contributions - plus metrics for pricing your site that show its full potential. more

Here are four worksheets you can use to calculate your sites current banner ad sales and revenue potential, explained step by step. The were contributed by the Digital Media director for Southern Community Newspapers, with one extra by LMI staff. Every local media selling banner ads should be using these charts. more

Here is a list of proven ideas that create high-conversion headlines, and samples of actual headlines with response rates. Use these samples to create high-conversion banner ads that build data collection programs via opt-ins for email, SMS or Facebook likes. more

This case study looks at the digital services model used by Dow Jones Local Media Group. Its strength is combining a variety of services for local merchants who are shifting marketing dollars to digital - but not to advertising. Included is the organizational structure, products, vendors, sales force issues, and results for the first three months. more

Sales of a a package of pure digital products and services rolled out this summer at Morris Communications-owned Jacksonville.com. This report looks at the four components of the SoLoMo package; marketing materials; sales strategies; critical vendors and customer support. The program generated immediate interested and about 100 sales across three markets in the first months. more

One dramatic tactic to focus the sales effort on year-over-year increases is the use of travel incentive programs - that is, awarding trips to advertisers in return for meeting specific spending targets. The total pay-off in increased sales is well into six figures at Hudson Valley Media Group. Here's how the program works. more

Beef up your mobile media kits, bundles and proposals with a few key statistics. For mobile here are ten Super Sales Statistics to use, including statistics by usage, industry category and iPhone versus Android. Plus we suggest how to utilize these in promotional materials. more