Meet the "Sales Boot Camp" Speakers
Want to improve your overall sales skills?

Whether you are an experienced sales person, a rookie, a front line sales manager, a general manager or a publisher, the Community Papers of Florida (CPF) annual conference scheduled May 3-4 at the Caribe Royale Resort in Orlando is designed just for you.

Elaine Buckley: Sales Boot Camp

The Sales Boot Camp sessions will feature Elaine Buckley, considered one of the most dynamic sales trainers in the free paper industry.

Buckley is the vice president of territory sales for Harte-Hanks in the Southern California market, the largest free paper publication in America.

The 35-year veteran of Harte-Hanks is responsible for over 100 outside sale representatives, and a footprint of approximately five million direct mailed circulation.

Over the years Buckley has collected materials from her senior reps as well as her own firsthand experiences, and put together a comprehensive, classroom-style sales training program for new trainees.

Buckley is a member of the Southwest Association of Community Papers (SACP) and has served as the association's president.

The pride and joy of her life are her son, Michael, and grandson, Zackary.

As one of 10 children, she said, "Having a large family gave me a strong competitive spirit. This is also why one of my favorite topics to train on are ways to be more competitive in our selling environment and have a better understand of competition."

Her competitive nature is revealed in one of her side activities. As an active card player, she has entered and won some poker tournaments.

Buckley's first of four sessions is scheduled at 9:30 a.m. Saturday.

David Crawford: Media Panel

David Crawford will lead a Media Panel at 2:30 p.m. Friday.
Crawford has made print media his career. He is currently a regional account manager at SRDS at Standard Rate & Data Service (SRDS).

SRDS is considered the Bible of the advertising agencies, which cite the company as their number one resource in the industry. Through the efforts of PaperChain the free paper industry data is now listed along with the daily newspapers on their Website.

Crawford has enjoyed over ten years as a print media buyer and planner. The account roster he helped manage is a who's who of companies such as Home Depot, Bed Bath and Beyond, and JCPenney. He also worked on national campaigns for the likes of Coca Cola and Turtle Wax. He has worked day to day with the young media buyers and planners that we talk about on a daily basis (managing a staff of 15 with the average age of 24 during his agency days).

He understands what it takes to get a planner's attention and what information motivates them to look deeper within a market. His experiences buying and managing staffs of advertising decision makers have made David an asset to his media partners.

Crawford currently lives in suburban Atlanta with his wife, Juli, and two daughters, Lily and Miranda.

Malanie Mathewson: Media Panel

Joining Crawford on the panel is Malanie Mathewson, the vice president and chief sales officer of Intersect Media Solutions (IMS), the advertising services arm of the Florida Press Association (FPA). In this capacity, she oversees validating the value of newspaper advertising to clients and facilitating advertising placements in newspapers in Florida and nationwide. IMS is responsible for placing over $60 million of advertising with FPA members each year. Melanie joined IMS in 2008.

IMS and FPA are committed to the success of newspaper companies as vital sources of news, advertising and information on which millions of readers depend on each day.

Melanie is passionate about newspapers and the clients they serve. Her career spans 30 years, having served in revenue leadership roles at metro and community newspapers. Her career experience is equal in both size operations, enabling her and her team to present the unique attributes of each. Melanie holds a BA in Journalism from the University of South Carolina.

Her industry involvement includes: past president of the Advertising Federation of Charleston; past president of Mid-Atlantic NAME; former board director of Local Media; API Advisory Board for Community Newspapers; Honorary Life Member Award, Mid-Atlantic NAME; and board director of FNAME.

Gary Hawken: Three Minute Idea Fair

The Three Minute Idea Fair will kick off the Community Papers of Florida (CPF) conference scheduled May 3-4 at the Caribe Royal Resort in Orlando.

Gary Hawken returns to moderate this session at 1 p.m. on Friday.

Hawken, the former owner and publisher of Flashes Shopping Guide in Stuart, was a member of the Community Papers of Florida CPF) for over 30 years. He has held every office including president, and served on the board of directors for close to 20 years.

For over 10 years he chaired the conference idea fairs. For his service to the association, in 1996 he was the recipient of the CPF Presidential Award.

A graduate of the University of Florida, he is a huge supporter of the "Gator Nation."

The Idea Fair is scheduled for 1 p.m. First prize will be $300; second prize, $200; and third prize, $100.

Tim Bingaman: CVC Audit Update

The President of Circulation Verification Council (CVC), Tim Bingaman, will update members on CVC audits and its activities at 4 p.m. Friday at the CPF conference in Orlando.

The CPF board has approved funding for CVC to conduct annual audits for members that participate in the association's classified network.

Bingaman and his wife, Sue, founded CVC in 1992 when they audited 13 papers. CVC now provides audits for over 1,200 papers with a circulation of over 60 million. CVC also maintains a database of over 22,000 ad agencies.

Prior to starting CVC, Bingaman worked on several Gannet publications before joining Ralph Ingersoll's team, where he was involved with the startup of the St. Louis Sun.

He has received several honors from the free paper industry, including the AFCP Distinguished Service Award.

A copy of the conference agenda is attached.



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