Radio Sales Café

Hi there,

 

I am the Co-op advertising director for three radio stations and an internet site.

I have been doing this for over five years and am looking for some fresh, new ways

to present different co-op categories to the sales reps.  We do co-op alerts, have

done contesting for "new co-op leads", I do go on calls with reps, etc.  Any other ideas?

It seems that coop plans are much more complex than they used to be. And so labor intensive for the customer to claim their coop. Do you find that customers use it as much as they used to? Do you actively look for coop plans for the customer, or do you go from what they tell you?

Gail,

Congratulations to you on your success with co-op. Based on what you've written, I think we should be coming to you for advice.

Hi Gail! Are there any clear Co Op leaders on the sales teams? What I've noticed in our cluster is it's usually one or two sellers on the sales staffs that really excel at non-traditional selling. If this rings a bell with you ... then could you ask them for their help with putting Co Op sales meetings for the entire sales teams?

Sales contests - have been successful too with prizes like, gas cards, dig cams or an iPad!


I'm in the process of finding where to find specific co opportunities (i.e. Kohler - do they offer co op, if so amounts and media choice) ... can you tell me any resources that you use?

Thanks so much and good luck!!

Kimberly Hellstrom

Thank you for the compliment. But in the weeks ahead, think of me if something comes to mind.

Gail

I would love more info on ntr. If you have any suggestions, or how to go about getting the contacts, that would be very helpful. It seems that the coop plans have become fewer and far between. Plus there seems to be so much required paperwork that many of my clients don't use it anything like they used to.

Thank you for the ideas.

As for where I get specific opportunities - I practically force (ha!) our sales reps to get me the names
& email addresses of the distributors the retailers work with. From there I have created a filing system of categories and opportunities. The other route - which is more time consuming - is finding the head office via internet and making contact with the marketing department. But often those folks don't bother returning calls and emails. Very frustrating. There is money in the co-op "mine", but we really have to work hard to get at it! Good luck to you too!