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CASE STUDY

  FOR ONE OF THE 10 LARGEST NEWSPAPERS IN THE U.S.
Business Challenge   To improve customer service and increase advertising revenue and productivity.

Project Focus   To assess, redesign and implement new work-flows, processes, policies, procedures and organization structure to improve quality, service, productivity and costs in the Advertising, Operations and Administration areas.

Financial and
Operating Benefits

  
  • 12% increase in sales revenue
  • 30% increase in sales time for generating ad revenue
  • 70% reduction in turnaround time for spec ads from 10 to 3 days
  • 50% reduction in number of proof revisions per ad
  • 96% compliance to layout quality standards for Sales Associates
  • 98% of all display ads turned in on time, with proofs provided by 8:00 AM next day
  • 99% ability to track all display ads
  • 98% adherence to quality standards on ads
  • 40% reduction in number of proofs pulled
  • 24% increase in productivity in Ad Production
Key Changes  
  • Designed and implemented operational model with new roles, responsibilities and routine days for Sales Support department Managers, Sales Associates, and Sales Assistants, which enables Sales Managers and Sales Reps to be available to be out producing ad revenue rather than performing ad support functions
  • Developed and implemented Advertising and Operations standards of service, quality and performance and implemented daily measurement of results through a management reporting and communication system which included key indicator reports
  • Designed and implemented an employee skills program for an employee population base of 514 through 74 training modules
  • Designed and implemented a management training program for a management population base of 25, enabling managers to be effective in the redesigned environment



   

For more information email
Mr. Brennan Malanaphy
Vice President, Business Development
e-mail: Email Brennan