NAB Small Market Television Exchange

September 23 - 25, 2010
Hyatt Regency Resort at Gainey Ranch, Scottsdale, Ariz.

Schedule

Playing to Win: The Game Plan

"You were born to win, but to be a winner, you must plan to win, prepare to win and expect to win."
-Zig Ziglar, author and motivational speaker

Game Day 1: Thursday, September 23
7:30 a.m. Exchange golf and Lunch (on property)
Sponsored by: Weather Central
10 a.m. – 3:30 p.m. Small Market Group Roundtable
(invitation only)
2 - 3:30 p.m. Huddle Sessions: (optional)
Reserve your seat for one of the concurrent, pre-kick off sessions. There will be no coaches, only the trading of ideas among team members’ hard-won lessons, failures and successes. Each discussion will accommodate 50 participants.
  • Money Making Plays and Downs
    You name it, we talk about it! From grants and government money to your digital second channels, this open exchange of NTR ideas will keep you from being clipped and out in front of your division.

  • Double Coverage: Digital/Internet Sales Management Exchange
    Did you know that within the small market conference of television stations, approximately 200 broadcasters have Internet/new media in their job descriptions? Meet these staffers and compare notes on operational and sales management issues.
4 - 5 p.m. Warm Up Reception
Exhibit Hall Open – Win a Prize
5 - 6:30 p.m. Kick Off: Program and Keynote
Sales Promotion Exchange – Round 1

Money Makers Competition
Sponsored by: Harris Corporation
6:30 - 7:30 p.m. Tailgate Reception
Sponsored by: The Nielsen Company
Exhibit Hall Open
Game Day 2: Friday, September 24
7 - 8:30 a.m. Pancakes by Committee
Sponsored by: Continental Television Sales

Exhibit Hall Open
Instant Replay: Attendee Winning Client Commercials
8:45 - 9:45 a.m.

Specialty Team
Advertising: An Insider’s Perspective – Casual Dining
Fumble: "A number of regional brands are finding a surprising way to drive efficiency – a national cable buy. Domino’s, Dairy Queen and Sonic have all increased reach and improved sales by swapping local television spending for national cable." Advertising Age, June 28, 2010

Blocking: If you can think like a restaurant executive by understanding the ins and outs of this important advertising category, you’ll be a smarter, savvier player. Participate in this session, and you’ll take back the ball!

Suiting Up: Steven Chucri, Arizona Restaurant Association
Craig Culver, Culver Franchising Systems
John Heaphy, Happy Daz Restaurants, Inc.
Matt Mcmahon, Ouback Steakhouse, Inc.

9:45 - 10:25 a.m. Sales Promotion Exchange – Round 2
Money Makers Competition
Sponsored by: Harris Corporation
10:30 - 10:55 a.m. Coffee Break
Sponsored by: Holiday Vacations
10:55 - 11:55 a.m.

Executive Coach Training
Self-Assessment and Development
"To Help Others, Start With Yourself"

You are successful. But . . . is there one thing that may be holding you back from being more on top of your game? The long-term goal of this session is to foster positive performance. You may or may not experience an “AHH HAA” moment with the self-analysis assessments, but everyone will leave with a coaching plan that is guaranteed to help improve one’s own personal performance. Put your plan into action and then share the self-analysis strategy with your staff. This session is the first step to a better you, a more productive team and a stronger bottom line.

Coach
Peter McCampbell, Chief Talent Officer, Human Capital Metrics LLC

12 - 1:30 p.m. Buffet Lunch
Sales Management Plays and Reports
A Sales Compensation/Incentive Exchange

Sponsored by: Second Street Media Solutions

You may win a prize for your best practice idea!
Exhibit Hall Open
1:35 - 2:15 p.m. Sales Promotion Exchange – Round 3
Money Makers Competition
Sponsored by: Harris Corporation
2:15 - 3:15 p.m.

Executive Coach Training
Team Assessment and Development

Sales Readiness and Performance
There is overwhelming data that shows that sales staff who receive three hours or more of coaching a month, on average, achieve 107 percent of quota, compared with the 82 percent for those who don’t. This session will give you strategies for creating a coaching environment that will move your sales team into their “stretch” zone and the ability to reach their sales targets.

Coach
John Reid, Senior Consultant, RICHARDSON

3:15 - 3:55 p.m. Sales Promotion Exchange – Round 4
Money Makers Competition
Sponsored by: Harris Corporation
4 - 5 p.m. Win a prize!
Exhibit Hall Open
Exhibit Hall – Sales Theater featuring the One Sheeter
7 - 9 p.m. Friday Night Pep Rally: Team Colors, Games and Prizes
Poolside Minute to Win Games
Sponsored by: Warner Bros. Domestic Television
Game Day 3: Saturday, September 25
7 - 8:30 a.m. Breakfast of Champions
Sponsored by: Apex Media Exhibit Hall Open

Instant Reply: Attendee Winning Branding Commercials
8:40 - 9:45 a.m.

Specialty Team
Advertising: An Insider's Perspective - Financial

Eligible Receiver: Although banks and financial service organizations are fiercely competitive, this past year has made many organizations a little hesitant to make the forward pass and have limited their traditional marketing practices and campaigns.

Quarterback: The information shared during this session will help you go for the long ball, providing you with an inside look of the playing field which will allow you to strengthen your client’s position in the community.

Suiting Up: Leslie Harless, First Federal Bank of Louisiana
Mike Liner, City Bank Texas
Jana Rieker, Bankers Trust.

9:45 - 10:45 a.m.

Executive Coach Training
The Decision Making Process

Humans are gambling animals by nature. Every time we have an action – deciding which job applicant to hire or whether to monetize a news story – we are betting our time, reputation, effort and money in the hope of achieving some future result. You’ll explore with the co-author of Make Your Own Luck: 12 Practical Steps to Taking Smarter Risk, the strategy of “Predictive Intelligence.” Some people base their business bets on dumb luck, but not the great ones like Bill Gates and Warren Buffet.

Coach
Eileen Shapiro, President, The Hillcrest Group, Inc.

10:45 - 11 a.m. Coffee Break
Sponsored by: Holiday Vacations
11 - 11:20 a.m. Sales Promotion Exchange – Final Vote
Money Makers Competition
Sponsored by: Harris Corporation
11:20 a.m. - 12 p.m.

The Captain's Message
Side-by-Side with Your AE: Ten Steps for Local Success
One of the great sales training captains will share his insights on how you can execute some easy, direct steps to strengthen your sales team's marketing skills and interpersonal relationships with their clients. Selling in a "recovery" environment requires a new attitude and a new approach to Main Street. Change your Call to Play and see more action!

Captain
Tom Ray, Executive Vice President, Jim Doyle and Associates

12 - 12:30 a.m. Closing Game Musical Salute
Featuring
Charlie Fox, Composer
Sponsored by BMI
12:30 - 1:30 p.m. Closing Game Awards Ceremony
Buffet Lunch
Prizes – Prizes – Prizes

Play to Win!




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