Marketing


Make Commissions Attainable


November 1, 2005

By Bill Mickey When Rich Fairfield was hired as the first new publisher in 35 years at Trevose, Pennsylvania-based Advertising Specialty Institute (ASI), a media company serving the promotional products industry, the sales group had been missing their budgets for several years. "They had years where they didn't get commissions," he says. "It was a little demotivating."

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The Workflow Architect


November 1, 2005

By Matt Kinsman Since taking over as director of editorial operations for Hearst Magazines in 2002, Ellen Payne has led her company through a major revamping of the publishing workflow, including the establishment of an in-house prepress operation and the switch from perennial magazine layout program Quark XPress to InDesign (Hearst was one of the first major publishers to do so).

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Quark Fights Back in Design Software Battle


November 1, 2005

By Bill Mickey Back in 1998, Quark Inc. opened discussions to acquire Adobe , a $240 million company at the time, for an estimated $2 billion. Not only did Adobe essentially ignore Quark's overtures, the following year it debuted InDesign;a page layout application that eventually knocked Quark out of its industry dominating stupor and inspired a full-on race for design-shop dominance.

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Next Generation Readers


November 1, 2005

By Jeffrey S. Klein "Dad, can I use your blackberry?" asked my 13-year-old daughter, as we were driving along the 101 Freeway in the San Fernando Valley. "Sure," I said, looking forward to a break in her "Top 20" music.

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Overcoming Objections


November 1, 2005

By Jena� Rubin When is the best time to overcome objections? Before you get them. Old-school-sales says the sale doesn't start until objections are raised. Untrue! Objections slow the sales process, not speed it up. Avoiding objections creates stress-free selling. Here are nine ways to avoid objections:

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AdsML and The State Of Online Insertion Orders


November 1, 2005

By Dylan Stableford Hate having to input an insertion order? Blame Alexander Bain. Bain , a Scottish mechanic, is credited with inventing "facsimile transmission over wires" in 1843 according to Wikipedia, and it wasn't too long after that the fax machine was born.

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New York Hits the Streets


November 1, 2005

By Bill MickeyCHAR(13) + CHAR(10)CHAR(13) + CHAR(10) This past summer, New York publisher Larry Burstein took the magazine into the subways of New York City with a guerrilla marketing campaign that, after one month, boosted newsstand sales by double digits and shot Web traffic through the roof. CHAR(13) + CHAR(10)

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Face Up: Snowboard


November 1, 2005

By Dylan Stableford Issue: September 2005 Frequency: Bimonthly Launched: 2004 Circulation: 75,000 Publisher: Mark Sullivan Graphic Designer: Aaron Draplin

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