John Barry, President of Brainworks Software, speaks about his company, his products, and the newspaper industry. He explains how modern newspapers can, and must, adapt to today's market realities, and how innovative software that can generate revenue as well as manage operations, will be the key differentiator for newspapers that prosper going forward.
Many newspapers still lack the modern tools, technology, functionality and work flow that their new competitors have, putting them at a severe disadvantage in the battle for advertising dollars. John shows how Brainworks overcomes this by building state-of-the-art selling strategies into their systems that empower newspapers to compete and win in the race for revenue.
What differentiates Brainworks from everyone else? We're focused on just one thing: maximizing revenues for newspapers. We do this by looking at every angle of opportunity, either existing or emerging, and then fully exploit these to make newspapers more profitable.
How can newspapers get consistently high performance from their phone room staffs? Brainworks embeds the proven techniques of top ad-sellers right in the software, then monitors every sale while in progress, and provides in-context prompts and cues for up-sells, cross-sells, frequency builds, Web and more to maximize the value of every sale by every rep. Nothing is overlooked, so there's absolutely no need to leave money on the table anymore. John describes in detail.
John continues his discussion of classified advertising software with three notable success stories of dramatic revenue increases at Brainworks' sites: The Houston Greensheet's immediate seven-figure annual ad revenue increases; Tyler Morning Telegraph's 47 consecutive months of increased classified ad revenue; and The Port Charlotte Sun Herald's 37% increased classified revenue in the first year after installation.
John Barry On ... Web-based Classified and Order Entry Tools
Revenue that newspapers are losing to the Internet can be recaptured if publishers learn to incorporate Web-based tools into their methodologies. Brainworks offers a full suite of proven Internet tools that are derived from the Web's most successful selling models. John details these tools, and talks about one site that has experienced seven-figure increases in revenue since rolling out the Brainworks suite.
John discusses the need for real-time information in modern newspaper management, and a solution from Brainworks that empowers anyone in the organization to get the precise information they need when they need it.
Getting the most from out-bound reps requires knowing how they're spending their time and what activities they're engaged in. John explains that by collecting this data and interpreting it in graphical form, ad directors and managers can continually monitor the productivity of their teams and acquire new accounts.
This presentation played throughout NEXPO 2008. In it John explains Brainworks' approach to software development and the value Brainworks' products bring to newspapers. In addition, several customers comment on why they chose Brainworks and their experience with the products and company.
In this detailed interview John speaks about how the company began, the philosophy behind the products and how his passion for helping newspapers motivates everything he does.
