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Learn more about the MMPA Summit and Expo's revenue track

The April 21 Summit & Expo will feature four tracks, each packed with powerful speakers who are seasoned in their fields. In this issue of FinePrint, we’ll share details about the revenue track. Watch for details of other tracks in upcoming issues.

“Staging a Selling Experience”
Ready for a new perspective on your selling strategy in 2016? Experienced sales expert and entrepreneur David Dickey, CEO of The Second Story Sales Company, will present two sessions.

Dickey will help you discover how to stage selling experiences to deliver higher value to your customers and win more deals. Second Story Sales applies principles from Pine & Gilmour’s The Experience Economy to magazine sales. The result will make you memorable and compelling to prospects.


  • Prospecting and getting appointments
    • Online
    • On the phone
  • Preparing to stage a sales experience
    • Developing a theme
    • Assigning roles
  • Staging a sales experience
    • Constructing the sales story
    • Engaging a variety of the senses
    • Engaging multimedia
    • Creating discussion oases
    • Presentation tips
  • Debriefing a sales experience

Dave Dickey began his career with Aetna in various sales roles across accounts. He was also an early employee of Definity Health, where he led sales efforts for companies like ConAgra, Charter Communications, Coors Brewing, and Sara Lee. Upon the company’s sale to United Health Group, he became president of the Healthcare Transformation Group and grew net new fee revenues for United by $50 million in two years. Dickey then co-founded RedBrick Health and forged relationships with companies like Target and Ridgeview Medical Center. In 2009, he co-founded The Second Story Sales Company, which provides clients with strategic sales coaching.

“Power up Your Printed Publications and Promotions”
As a co-session with the design and technology track, Andy Bear, executive director of strategy, data and marketing solutions for Quad/Graphics Inc., will present “Print on Steroids: How to Power up Your Printed Publications and Promotions with Integrated Omnichannel Deployment.”

Innovative publishers are leveraging the power of their print brands with new and complementary mobile/digital applications, creating integrated campaigns that excite advertisers and engage readers. In this session, we’ll review real-world ways that print and digital are evolving together to help publishers create a new conversation with marketers and develop new audiences. You’ll see amazing examples of how publishers are successfully pushing the technology envelope with augmented reality, 3-D virtual reality, interactive imaging and video, one-click purchase, and more.

Bear is an advocate for combining the proven power of print with new and emerging channels to increase performance for publishers’ advertising, audience development, and related marketing campaigns. He has more than 30 years of experience and knowledge in graphic communications, technical implementation, and product development.

“Generating Revenue Utilizing Digital Media”
Wayne Metcalfe, director of sales for NXTbook Media, will share examples of how publishers and ad sales teams of various sizes are combining digital media with print solutions. He will discuss how to package ideas together, reuse existing content, add value to your advertisers, and supply new solutions.

Metcalfe has 29 years of experience in the publishing/printing industry, with the last 20 years focusing on Internet development for magazine and catalog publishers. He has helped develop Internet solutions that have reduced publishers’ printing and distribution costs, increased advertising revenue, and differentiated their publications from the competition.

Don’t miss the chance to invigorate your sales teams. The early-bird deadline ends March 21, so register now for the best rates.

MMPA Summit & Expo 2016
Media Innovation at Work
Thursday, April 21
McNamara Alumni Center

Early Bird (through March 21st)
Member: $235
Non-member: $335

Member: $300
Non-member: $400
Student: $60
Group of 5 or more
Member: $220
Non-member: $275

Register here.