1. 5 Steps to Deals Revenue Growth
February 27, 2014
D R I V I N G
#
R E V E N U E
#PromotionsLab
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B U I L D I N G
D A T A B A S E
|
G R O W I N G
A U D I E N C E

2. How to Interact with Us
Twitter Hashtag:
#PromotionsLab
Note: We are recording this
webinar and you will receive
an email with links to the
recording and the slide deck.
GoToWebinar™
Questions Panel
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3. What We Offer
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4. #
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5. Speakers
Matt Chaney
Dir. of Affiliate Success
@mattchaney
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#PromotionsLab
Katie Wilson
Digital Advertising Director
Quad-City Times

6. Quad-City Times
• Davenport, IA
• DMA: 99
• Sunday
Circulation: 50K
Deals Database:
50K+
• Contest
Database: 80K+
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#PromotionsLab

7. $2MM
from deals
in
2013
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#PromotionsLab

8. WINNER: BEST OVERALL
PROMOTION
Quad-City Times
Davenport, Iowa
² Millions in Revenue
² 25,000 Opt-Ins
² 116 Contests
² 117,000 Deals Sold
² Reader’s Choice Ballot
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9. Step 1:
Deal Quality
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10. What is
Deal
Quality?
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11. What is
Deal
Quality?
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12. What is
Deal
Quality?
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#PromotionsLab

13. What is
Deal
Quality?
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#PromotionsLab

14. What is
Deal
Quality?
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15. Why Deal
Quality Matters
for Your
Program
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16. Game Plan:
Deal
Quality
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17. Deal Quality:
Run & Rerun
Proven Winners
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18. Deal Quality:
Leverage
Historical Data
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19. Deal Quality:
Have a Deal
Review Committee
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20. Step 2:
Sales Focus
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21. Make deals a
regular part of
the discussion
What is Sales Focus?
Have a deal
champion or
sales lead
Incentivize your
sellers
Prioritize deals
throughout your
#PromotionsLab
# organization
Align deals with
other sales
efforts

22. Why Does Sales Focus Matter?
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23. Why Does Sales Focus Matter?
Success
takes
work
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24. Why Does Sales Focus Matter?
Success
takes
work
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#PromotionsLab
Earning
potential
is huge

25. Why Sales Focus Matters for Your Program
Success
takes
work
#
#PromotionsLab
Earning
potential
is huge
Diversify
your
digital
revenue

26. Why Sales Focus Matters for Your Program
Success
takes
work
#
#PromotionsLab
Earning
potential
is huge
Diversify
your
digital
revenue
Uncover
new
target
accounts

27. Game Plan:
Sales Focus
#
#PromotionsLab

28. Regular Topic at
Tuesday Sales
Meetings
Keep Sales
Force Trained
and Informed
#
Healthy
Competition
Among Sales
Reps
Deals are a
Priority of Digital
Advertising
Director
#PromotionsLab

29. Regular Topic at
Tuesday Sales
Meetings
Keep Sales
Force Trained
and Informed
#
Healthy
Competition
Among Sales
Reps
Deals are a
Priority of Digital
Advertising
Director
#PromotionsLab

30. Regular Topic at
Tuesday Sales
Meetings
Keep Sales
Force Trained
and Informed
#
Healthy
Competition
Among Sales
Reps
Deals are a
Priority of Digital
Advertising
Director
#PromotionsLab

31. Regular Topic at
Tuesday Sales
Meetings
Keep Sales
Force Trained
and Informed
#
Healthy
Competition
Among Sales
Reps
Deals are a
Priority of Digital
Advertising
Director
#PromotionsLab

32. Regular Topic at
Tuesday Sales
Meetings
Keep Sales
Force Trained
and Informed
#
Healthy
Competition
Among Sales
Reps
Deals are a
Priority of Digital
Advertising
Director
#PromotionsLab

33. Step 3:
Database Growth
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#PromotionsLab

34. Deals Revenue from Email
66%
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35. Great Deals = More Email Signups
520
135
Avg.
Daily
Sign-­‐ups
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#PromotionsLab
Avg.
Sign-­‐up
for
Top
10
Deals

36. Why Deal Database Growth Matters
Revenue
Growth
1
#
2
3
4
5
6
7
8
9
#PromotionsLab
10
11
12
13
14
Email
Growth
1
2
3
4
5
6
7
8
9
10
11
12
13
14

37. Email List Size & Revenue Impact
Stone
Bridge
Golf
Course
40,000
600
35K
Emails
35,000
500
30,000
L
i
s
t
S
i
z
e
25,000
513
Sold
20,000
15K
Emails
15,000
10,000
5,000
205
Sold
100
-­‐
0
1st
Run
#
S
a
l
e
s
300
V
o
l
u
200
m
e
400
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2nd
Run

38. Grow Deal Database with Contests & Ballots
Deals
Ballots
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Contests

39. Never Buy
an Email List
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40. Game Plan:
Database
Growth
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41. Contest Strategy = Sustained Database Growth
Last 3 months:
26 contests
10,000+ entries
17,000+ opt-ins
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#PromotionsLab

42. Sweepstakes:
Sweepstakes:
Zac Brown Concert
Ticket Giveaway
Entries: 1,335
Deal Opt-ins: 770
Opt-in Rate: 57%
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#PromotionsLab

43. Sweepstakes:
#
#PromotionsLab
Ultimate Man Cave
Giveaway
Entries: 1,869
Deal Opt-ins:
1,014
Opt-in Rate: 54%

44. “Every touch point with a
consumer is an opportunity to
capture an email.”
- Tim D’Avis
Director, Digital Products, Lee Enterprises
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#PromotionsLab

45. Make it Easy
to Sign-up
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46. Step 4:
Database Engagement
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47. What is Database Engagement?
Making
Audience
Top-of-Mind
Keeping
Audience
Active
Database
Engagement
#
#PromotionsLab
Giving
Them a
Voice

48. Why Does Database Engagement Matter?
Why Does
Database
Engagement
Matter?
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Encourages Spending & Sharing
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49. #
Fosters Loyalty with Your Program
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50. Why Does Database Engagement Matter?
Helps Your Better Target the Right Advertiser
# #PromotionsLab

51. Game Plan:
Database
Engagement
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52. $5 Credit – Sent Before Store
Average Purchases by Depositors
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#PromotionsLab
• Credits activate
buyers
• Must follow-up a
credit with great deals
• Over 100 new
purchases
• One person ended up
buying 7 items

53. Importance of Engagement
Quad-City Times
All Sites
Active
30%
Inactive
51%
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#PromotionsLab
Active
49%
Inactive
70%

54. Audience Survey
Sales Flyer
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55. Free Deal - Checkers
• 2,276 claimed
• 1,144 new
users
• Over $55K in
new revenue
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56. Step 5:
Evolve the Model
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57. What is Evolving the Model?
2001
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2014

58. Why Does Evolving the Model Matter?
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59. Game Plan:
Evolving
the
Model
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60. Valentine’s Day: $22K
Mother’s Day: $30K
Father’s Day: $45K
Shop Local: $35K
BIG Deal: $101K
Cyber Week: $117K
Stocking Stuffers: $48K
$398,000!
FATHER’S
DAY DEALS
STORE
Run a Get It Today Half-Price
Deal for Father’s Day to ensure
foot traffic with new & existing
customers. PLUS, be a part of
this incredible shared advertising
package!
DEALS STORE
IMPORTANT
DATES & DETAILS
PROMOTIONAL
VALUE
INCLUDED
Runs: Monday, June 10, 2013
through Sunday, June 16, 2013
Ad deadline: Wednesday, June 5, 2013
All deals must be approved and contract in house by the above ad
deadline. Deals must be a 50% discount or better. Each deal is a 50/50
revenue share and includes $9,650 of promotional value listed below.
As a participant in the Father’s Day Deals program, your business
name and / or logo will be included in all of the shared promotional
opportunities below.
Promo email blast to 35,000+ deals subscribers ................................................. $2,250
Quad-City Times full page promotion ad ............................................................. $3,150
3 - 1/4 page Quad-City Times promotion ads ...................................................... $2,250
100, 000 ROS promotion impressions on qctimes.com (728x90) ......................... $2,000
TOTAL ...... $9,650
#
QCT media group
What Deal Stores Mean to Us
#PromotionsLab
Call or email Jennifer at
563.383.2296 jlucier@qctimes.com
print
digital
mobile
social

61. FATHER’S
DAY DEALS
STORE
2014
THURSDAY,
MARCH 20SUNDAY,
MARCH 30
Multiple deals including big ticket items
available at 50% off retail value*
Run a Get It Today Half-Price
Deal for Father’s Day to ensure
foot traffic with new & existing
customers. PLUS, be a part of
this incredible shared advertising
package!
Big Deals
Big deals will have a retail price of $500 or more. Each deal will be sold
for 50% of its retail price. Advertisers will then receive 100% of the
deal’s full retail value in advertising credit with the Quad-City Times.*
DETAILS:
More Deals
In addition to “Big Deals,” more deal opportunities will be available in
THE BIG DEAL’S promotion store. These deals will also be available to
DEALS STORE
IMPORTANT
DATES & DETAILS
purchase at 50% off the full retail value.**
Runs: Monday, June 10, 2013
through Sunday, June 16, 2013
Deadline: Monday, March 10, 2014
Ad deadline: Wednesday, June 5, 2013
All deals must be approved and contract in house by the above ad
deadline. Deals must be a 50% discount or better. Each deal is a 50/50
revenue share and includes $9,650 of promotional value listed below.
Full color double truck publishing March 16 ...............................$8,325
2 - Total Dominance .....................................................................$5,000
5 - 3 col. x 10.4” print ads in QCT products ................................$2,250
SHOP
SHAREDLOCAL
PROMOTION:
DEALS STORE
10 - 3 col. by 6” print ads in QCT products .................................$4,500
5 - 6 col. by 10” print ads in QCT products .................................$7,500
2013
As a participant in the Father’s Day Deals program, your business
name and / or logo will be included in all of the shared promotional
opportunities below.
PROMOTIONAL
VALUE
Hit the holidays running when youPromo emaila deal35,000+ deals subscribers ................................................. $2,250
feature blast to that
Quad-City
immediately drives traffic! Run a 50% off Times full page promotion ad ............................................................. $3,150
or better
INCLUDED
3 - 1/4 page Quad-City Times promotion ads ...................................................... $2,250
deal for your business this Cyber Week, Monday,
100, 000 ROS promotion impressions on qctimes.com (728x90) ......................... $2,000
December 2 through Sunday, December 8, and get two
TOTAL ...... $9,650
weeks of amazing promotion starting on November 24.
Participants will receive
Call or email Jennifer at
563.383.2296 jlucier@qctimes.com
QCT media group
in all promotional materials
print
Deadline: Monday, November 18
Deal store dates: Monday, December 2 through Sunday, December 8
#
#PromotionsLab
digital
mobile
social
50K ROS impressions on qctimes.com (728x90)..........................$1,000
2 - Floating bars ...........................................................................$1,000
2 - 80K Contest promotional email blast .....................................$12,000
Total promotion $42,175
Run a Get It Today Half-Price Deal for Shop Local to
Call Rachel new & existing customers. PLUS,
ensure foot traffic with at 563.383.2388 or
email this incredible shared advertising package!
be a part of info@qctmediagroup.com
*All deals are subject to the deal committee’s approval. Big deals must be of significant value to be eligible for the advertising
Main Deals: Main deals will or more (subject to
trade. Significant value is of $500 have a higher retail deals committee approval). Advertising credit applies ONLY after the deal has
sold. Advertisers must use trade credit within 90 days of THE BIG DEAL sale (or by June 29, 2014). Advertiser must meet prior year
price. for the same be timeframe BEFORE trade credits can be applied. Cash spending is required for commercial printing (inserts
spending Each deal will 90 sold for 50% of its retail price.
or other), Frontwill then receive 100% of the deal’s full retail advertising rates. Some deals, such as vehicles, may be subject to smaller
Advertisers Page Ad Notes, or significantly discounted
discounts.
value in minimum quantity of 100. Each deal is subject to deals committee approval before acceptance into the store. Deals
**Requires aadvertising credit with the Quad-City Times.*
must be available for sale at 50% of the full retail value. The revenue collected is split 50/50 between the advertiser and the QuadCity Times. The Quad-City Times assumes the cost of all expenses associated with the transaction(s).
More Deals: In addition to “Main Deals,” smaller deal opportunities will be available in Shop Local store. These deals will also be
available to purchase at 50% off the full retail value.**
DEALS STORE
DATES & DETAILS
Runs: Wednesday, September 11, 2013
through Wednesday, September 18, 2013
Ad deadline: Wednesday, September 4, 2013

62. Golf Card – Success & Learning Experience
Revenue:
Over $10K
More on
the Way!
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#PromotionsLab

63. What Deals Mean to
Advertisers
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#PromotionsLab

64. I Got Results!
Using the Quad-City Times
“The Get It Today Half-Price
Deals program generates lots
of excitement and is great
exposure. Both our new and
long-standing customers love
it!”
Mark, Owner
3280 Middle Road
Bettendorf, IA
bettoffice.com
“The Get It Today
Half-Price Deals program
generates lots of excitement and is
great exposure. Both our new & long
standing customers love it!.”
Mark, Owner
Call or email
Glenda Verdick
gverdick@qctimes.com
563.383.633
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#PromotionsLab
qctimes.com

65. “The Get It Today Half-Price
Deals’ have worked so well for
us at Great River Brewery. Our
regulars love getting a deal
and it has brought in so many
new and new regulars.
CHEERS!”
Dawn, Owner
#
#PromotionsLab

66. I Got Results!
Using the Quad-City Times
“The Quad-City Times Get It Today
Half-Price Deals’ program is the best
for getting customers in the door for a
small business! I highly recommend it
if you’re starting. I have new regular
massage customers from the deals!”
JoAnn, Owner
Massage
Kneads
601 Brady Street #202
Davenport, IA
563-940-4357
massagekneads.com
“The Quad-City Times
‘Get It Today Half-Price Deals’
program is the best for getting customers
in the door for a small business! I highly
recommend it if you’re starting out. I have
new regular massage customers
from the deals!”
JoAnn VanArnam, Owner
Call or email
Jacquelyn O’Briant
jobriant@qctimes.com
563.333.2209
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#PromotionsLab
qctimes.com

67. Tools for Success
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68. Planning Calendar
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69. Prospecting Worksheets
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70. Card Templates
S PA C A R D
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71. Coming Soon…New Deals ROI Calculator
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72. #
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73. Takeaways
Takeaways
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#PromotionsLab

74. 5 Steps to Deal
Success
Deal Quality
Evolve the
Model
Sales Focus
Success
Database
Engagement
#
#PromotionsLab
Database
Growth

75. Make Deals a
Regular Part
of the
Conversation.
#
#PromotionsLab

76. Success Starts
with a Plan.
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#PromotionsLab

77. Your
Database is
GOLD!
#
#PromotionsLab

78. Deal Quality
is YOUR
Top Priority.
#
#PromotionsLab

79. Questions?
Matt Chaney
Dir. of Affiliate Success
@mattchaney
#
#PromotionsLab
Katie Wilson
Digital Advertising Director
Quad-City Times