Deseret Media's KSL.com launched their department in January, 2010. Today the department employs 19 part-time people in telesales people billing $240,000 a month in sales of digital media, with the average sale of just $260. This case study explores products, pitches, hiring practices, compensation, and management. more

BizzBuzzSearch.com, a spin off from the Evening Post Company, aims to take on Yelp in smaller markets by partnering with high traffic local media sites. Here's how the platform works. more

A key new directory partnership opportunity in the home services area, ServiceAlley.com, launched three weeks ago as a partnership between Teachstreet and the Washington Post. The group is challenging Angie’s List, IYP’s and even Valpak for the home services categories. Here is an outline of how it works and our recommendations. more

SeniorChecked, a directory of certified home service providers, demonstrates how local directories are evolving to serve different kinds of marketplaces. After the original business strategy faltered, a team of executives at AOL left to turn-around the start-up. Here's their plan, led by CEO Chris Spanos, to solidify the business model and take a run at the Better Business Bureau. more

Customized shopping sites developed by the Evening Post Publishing Company include elements of business directories, coupon sites and dining guides. Each is a standalone site, but relies heavily on newspaper site promotions. Together four sites generate $400,000 a year, and growing. Here's a close look at ShopBrazos. more

BCLocalBiz.com, a directory launched at Black Press in April 2010, is designed to compete directly with IYP’s in its local markets. Project manager Jason Naidu's team started with a database from Axiom, loaded into eDirectory software. The software mapping was enhanced to identify hyper-local neighborhoods and communities, allowing a user to refine their search. A home page widget also promotes featured listings, and with 115 sales in the first quarter. Here's an analysis of the site. more

Dick Larkin's sales force calls on every white van with a ladder, walks construction sites and, yes, trolls the drive through at McDonalds. In a world evolving towards agency-style marketing experts, his teams focus on the one-call close. Does Larkin have anything to teach us? You decide. more

YellowBook.com is doubled 2009 online sales to $400 million in 2010. Since yellow page companies had a head-start on other media in transforming their companies lessons learned are relevant to all media types. At Borrell Associates Local Online Advertising conference, Patrick Marshall, Chief New Media officer, gave nine keys to their success. more

Yellow page directory companies got a head-start on other media in transforming their companies to interactive media. In particular, YellowBook.com is on track to double 2009 online sales to $400 million in 2010. At Borrell Associates Local Online Advertising conference, Patrick Marshall, Chief New Media officer, gave ten keys to success. more