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Day 1: Wednesday, October 14

*All times are Eastern Daylight

Time Session
12-1 p.m. LIVE Virtual Networking Meet and Greet
Sponsored by Comscore
1-1:10 p.m.

Conference Welcome and Opening 

1:10 – 1:30 p.m.

Business as Unusual: Applying 2020 Lessons for a Successful 2021  

Pivoting to a virtual world, JDA consultants continue to close hundreds of thousands of dollars in 2020, and our closing ratios are up. Join us for a fast moving 20 minutes, where we’ll cover what we’ve learned during the pandemic and what we recommend all sales professionals do RIGHT NOW to ensure a successful 2021. As Marshall Goldsmith reminds us, “what got you here won’t get you there.” 

Presenters 

1:30 – 2 p.m.

AE Success Stories

What do account executives (AEs) need to be successful in the current environment? What’s working well for them and what could be improved? What do their managers need to know to help them succeed? Get these answers and more from AEs at various levels in their careers, from just getting started in TV sales to having built a career spanning decades. 

Presenters 

  • Christa Ceiri, digital account executive and broadcast sales, WICZ-TV and WBPN-TV Binghamton, N.Y., interviewed by Bob Berry, Station Manager, KIMA-TV Yakima, Wash.
  • Dominic Montano, account executive, KASA-TV Albuquerque, NM, interviewed by Julie Milam, General Manager and General Sales Manager, WNKY Bowling Green, Ky.
  • Valerie Cosby, marketing specialist KTBS Shreveport, La., interviewed by Jason Hagiwara, president and general manager, KITV, Honolulu, Hawaii

2 – 2:25 p.m.

Building an Inclusive Culture to Attract a Diverse Team 

Television broadcasters from large to small have long sought to build talented and diverse teams that reflect their communities. Attracting the best, brightest and most diverse talent requires extra effort. Keeping that talent involves commitment. How do you define diversity within your organization? What steps should you take to develop an equitable and inclusive environment? This panel will examine what some broadcast organizations have taken to lead the way in shifting the diversity, equity and inclusion landscape in our industry. 

Moderator 

  • Michelle Duke, president, NAB Leadership Foundation and chief diversity officer, NAB 

Panelists 

  • Binnu Palta Hill, assistant dean for Diversity and Inclusion, Wisconsin School of Business
  • Shona Pinnock, diversity and inclusion director, Meredith Corporation
  • Grady Tripp, vice president and chief diversity officer, TEGNA 

2:25 – 2:40 p.m.

Break
Sponsored by Holiday Vacations

2:40 – 2:55 p.m.

Best of Money Makers: Winningest Campaigns 

Hear from the winningest Money Makers over the past five years as they discuss their winning campaigns and tips for creating successful sales promotion ideas. 

2:55 – 3:25 p.m.

Helping Build Black and Hispanic Owned Businesses.

Do your station’s advertisers reflect the diverse businesses in your community? Is there untapped revenue potential in your market from businesses that don’t consider television as part of their marketing mix? Learn how stations can work with their local Black and Hispanic chambers of commerce to help educate their member businesses about the power of local broadcast and the role of television in their growth and success.

Moderator

  • Andrew Givens, station manager, director of sales, KMSS-TV Shreveport, La.

Panelists

3:25 – 3:40 p.m.

Best of Money Makers: Top Money Makers – Part 1: Reflecting on the Past 

Hear from stations who have had the most campaigns recognized as Money Makers in the past five years. In Part One, they will discuss their past campaigns and their creative process for developing multiple successful sales promotions. 

3:40 – 4 p.m.

A Fireside Chat with Dr. Oz   

4 – 4:20 p.m.
LIVEQ-and-A with Dr. Oz  
Sponsored by Sony Pictures Television
4:20 – 5:30 p.m.
Social Hour
Sponsored by Sony Pictures Television

Day 2: Thursday, October 15

*All times are Eastern Daylight

Time Session
12-1 p.m. LIVE Virtual Networking Meet and Greet

1 – 1:05 p.m.

Welcome Remarks 

1:05 – 1:20 p.m.

Best of Money Makers: Top Money Makers –  Part 2: Looking to the Future  

The top Money Makers return to discuss the current state of the industry and share their forward-thinking strategies for creating revenue-generating campaigns in the new normal. 

1:20 – 1:40 p.m.

Maximizing ROI & Marketing Forward in the Covid Era 
Brought to you by vCreative“These unprecedented/uncertain times…” “The new normal…” “In this together…” We’ve all heard this messaging from marketers… a lot. How should you be marketing to the post-pandemic consumer? What messaging will strike the right tone? What are consumers expected to do? How can your clients advertise effectively? Get these answers and more through qualitative and quantitative research conducted by marketing and research consultancy SmithGeiger and its Elevate division.

Presenters: 

1:40 – 2:05 p.m.

Impression Based Selling 

As the industry embraces a transition to audience measurement based on impressions rather than ratings, how do sales executives clearly and confidently explain the benefits of fully integrated campaigns to advertisers? What do sellers need to know to translate reach and frequency? Learn from these experts so you can explain the benefits of being on air and online with your station in simple terms.

Moderator

Panelists

  • Nancy Beall, EVP, Advertiser Agency Services, ComScore
  • Paul LeFort, Senior Vice President and Sales Director, Local Media Client Solutions, Nielsen

2:05 – 2:25 p.m.

New Automotive Client Strategies  

Automotive still reigns supreme for local broadcast. As car sales rebound, what should you know about dealer concerns and strategies? How should auto advertising messages be adjusted on your station? Hear direct from these dealers about what works, what resonates and what’s keeping them up at night.

Moderator

Panelists

  • Ben Boles, Media Director, Jerry Damson Automotive Group and North Alabama Honda Dealers Association
  • Jason Forte, sales manager, Lithia Chrysler Dodge Jeep Ram FIAT, Medford, Ore.

2:25 – 2:40 p.m.

Break
Sponsored by Holiday Vacations

2:40 – 3 p.m.

Winning with Home Improvement 

Showcasing a successful home improvement client and the most recent independent home improvement marketing data available on the market, Brad Seitter will share the strategy and formula that ties it all together. Find out what it takes for every salesperson to immediately hit the streets with confidence and win big in this category!

Presenter 

  • Brad Seitter, executive vice president, Local and National Business Development, TVB 

3 – 3:25 p.m.

Disruption Demands Pivoting: Strategies for Emerging Categories 

Retail, financial, law firms and tourism: attendees will learn trends and tips for each of these verticals, as well as how to engage the business leader and the “CRB approach.” Participants will also walk away knowing how to explain the real and lasting advantages of broadcast television versus other media.  

Presenter 

  • Adam Armbruster, senior partner, Eckstein, Summers, Armbruster & Company    

3:25 – 3:35 pm.

Best of Money Makers: Most Talked About Campaign 

There is always at least one campaign that breaks through the competition and keeps us talking even years later. Hear from the station with the most talked about campaign of the past five years as they discuss what made this sales promotion so special and memorable, as well as the creative process behind it and more. 

3:35 – 3:55 p.m.

Politics, Pandemics and Poetry: Why Broadcasters Remain Salient in a Post-COVID America 

How can broadcasting shine and show our marketing strength as we come out of this to remain competitive with other media and retain clients that are new to television?   

Presenter 

3:55 – 4 p.m.

Closing Remarks 

4 – 5 p.m.

LIVE Virtual Happy Hour 
A Fireside Chat with Mike Post
With legendary TV show theme song composer Mike Post
courtesy of BMI, brought to you by vCreative
Interviewed by Mike Steinberg, executive vice president, Creative and Licensing, BMI

LIVE After-Hours Chat
in the Virtual Networking Lounge immediately following the happy hour.