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For 20 years Morrison and Abraham has been empowering media sales departments nationwide with the confidence to generate new wealth consistently, effectively and efficiently. Morrison and Abraham can power your business development effort by teaching your staff how to create new wealth from new prospects in new categories. Our client base includes radio stations, television stations and newspapers.
We’re strategists. We’re motivators. We’re sellers.
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To see more photos click here.
SMART MONEY SUMMIT XIX
APRIL 26 & 27, 2007
THE ROYAL SONESTA HOTEL, NEW ORLEANS
Smart Money Summit 2007 was a raging success. To see more photos click on this a two-day seminar offered to Sales Professionals and Sales Management at media companies to enhance sales efforts. The seminar provides an interactive opportunity for media clients to learn from industry experts in target categories and from each other through presentations, panel sessions and Q&A.
“I closed a $6 million deal for my company based on what I learned at SMS last year!!”
Business Development Manager, Cox Television
In the past, our past speakers have included:
- Anthony Parinello, best-selling author of Selling to VITO
- Neil Rackham, best-selling author of SPIN Selling and Rethinking the Sales Force
- Stephen C. Lundin, PhD, Co-author, FISH!
- Debbie Haber, GM Regional Manager, GM Mediaworks
- Kevin Martini, Senior Director of Individual Segment Marketing, Nextel Communications
- Lynn Wilson, National Field Marketing Director, Key Bank
- Kevin Martin, Senior Brand Manager, Schieffelin & Somerset
- Jim P. McGuiness, Regional Business Development Manager, Bayer Consumer Care Division
“The best seminar you will ever attend in your career. I would send my whole staff if I could”
General Sales Manager, CBS Radio
“This is the best conference. I can just walk away and make money.”
Director of Sales, Jefferson Pilot
To give you a better sense of how content rich and high impact a typical SMS event is, here are some materials from past seminars.
| SMS XVII - 2004 | SMS XVIII 2005 |
To reserve a seat for yourself and for your staff, click on button below.
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To see any of the trainings below, please contact your Field Consultant. For non-clients, please contact our Corporate Headquarters at 781-986-2100.
Updated Industry Training – Alcoholic Beverages
This industry has proven to be a steady and reliable money-maker for many sellers in the media industry. But there have been several significant changes over the past year, including several laws and several growth areas worth mentioning. They include imported beer, craft beer, premium wines and spirits. The training includes an updated Brown Forman landscape, over 20 success stories, and modified Dialing for Dollar questions.
Updated Industry Training – 2007 Industry Trends
This report unveils the leading trends in 2007 in a wide range of industries, including Media, Wireless, Telecom, Consumer Electronics, Retail, Home Improvement, Travel and more. Learn what to expect and where to divert your energy, along with what account to focus on in this highly informative Power Point presentation.
Updated Skill Set Training – Co-Op Advertising & Dealer Groups
Co-Op remains an underutilized source of revenue, with nearly 50% of co-op budgets going unused every year. Whether you're a veteran sales manager or a new account executive, this training will help you tap into the $50 billion Co-Op market.
New Industry Training – E-Commerce
E-Commerce spending grew 24% in 2006 (ComScore Networks, Jan 2007), compared to the overall US economy at 3.5%. This industry has proven to be a steady growth market, and this training reveals where the growth is occurring, who to contact, what to say, and much more. Don't miss out on what is fast becoming the most important industry of our times - E-Commerce.
Google Rules - GM Drools
This presentation discusses the digital transformation is underway, and how consumer driven companies, like Google, are surpassing the old stalwarts like General Motors. It offers examples of how to repurpose your own traditional media into digital assets and gives several success stories that demonstrate how to do so.
Updated Industry Training – Automotive
The massive automotive industry is the leading source of ad revenue, so it's especially important when its ad spending slows down. See what the latest trends are, who the leading advertisers are, and what new vehicles to expect in 2007.
NEW Skill Set Training – NASCAR
NASCAR is the second most popular sport in America, and represents an excellent new revenue opportunity. This training provides an in-depth background as well as details on how to maximize your dollars from this sport. Whether your advertisers want to activate a national sponsorship, or want to associate with the sport without sponsorship, this training is a must see. Also included in this training is a sample script, Dialing for Dollar questions, over a dozen success stories and interactive quiz.
Updated Industry Training – Home Improvement
Home Improvement Industry Sales grew 9.2% in 2005 to $286.9 billion. 2006 sales are expected to surpass $312 billion. Another sign of continued growth is last year’s ad spending growth of 5.5% to $3.6 Billion. This industry consists of about 90,000 home improvement retailers in the US, 20,000 of which are hardware stores. Each of these retailers represent unused co-op marketing dollars. This training delves into co-op, along with many other new advertising opportunities. Learn how the industry is structured, who the top players are, what categories and trends to pursue, who to speak to, what questions to ask, and much more. Included in this training are over a dozen new success stories and a complete landscape of Lowe’s home improvement stores. With over 26 million homeowners doing home improvement projects annually this industry is too big to overlook
NEW Skill Set Training – Branding
Branding is often the top priority of marketers, so we’ve developed a Branding skill set training. This training offers an overview of branding’s history, its major concepts, and its evolving nature. We’ve also provided Dialing for Dollar questions, insider tips, and mistakes to avoid. There is also an interactive quiz on top brands.
Updated Industry Training – Consumer Packaged Goods
This industry consists of food, beverages, health and beauty items (non-prescription), household products, and pet food and supplies. Food and beverage sales alone make up $519.3 billion. In 2005, food and beverage sales were up 5.2%, but overall CPG sales increased only 1.6%. This massive and mature industry does not grow quickly, but there is rapid growth within specific product areas. For example, sports drinks, bottled water and coffee all surged in 2005. There were also a record number of new products in 2005 as a result of the health and wellness trend and FDA dietary guidelines. This training helps you find new revenue by providing details on the hottest trends, sample scripts and questions, a complete landscape of ConAgra Foods, new idea starters, and dozens of success stories.
Updated Industry Training – Telecommunications
Telecommunications revenue grew by about 9% in 2005, and is projected to grow by another 10% in 2006. In addition to its ongoing revenue growth, there is a lot in-flux. Wireless revenue has surpassed local phone revenue, broadband Internet access is booming, fiber optics will soon become mainstream, mega mergers are changing the landscape and VoIP is revolutionizing the industry. Based on these changes and the industry’s rapid growth, this training is critical in staying up to date with the latest trends and rising companies.
Updated Industry Training – Healthcare
The healthcare industry is the largest industry in the US, garnering over $2 trillion in 2005, more than 15% of the country’s Gross Domestic Product. Healthcare spending rose by 7.4% in 2005, more than twice as fast as the US economy, driven in part by the rising number of aging baby boomers, the fact that Americans are living longer (77.6 years), and Americans want more expensive services due to improved results (i.e. cardiology, gastroenterology, MRI). Ad spending rose by 5.6% to $2.3 billion. Based on sheer magnitude and a bevy of changes such as Medicare reform, this industry deserves your attention.
Updated Skill Set Training – Selling Sponsorships
Sponsorship spending has outpaced traditional ad spending for the last five years, and is expected to do very well again in 2006, reaching $13.4 billion. This growth results from an explosion in sponsorship opportunities, improvements made by existing properties, and the gradual shift in advertising dollars from traditional advertising to nontraditional marketing channels, such as sponsorships and event marketing.
Updated Skill Set Training – Sports Marketing
This training has been recently updated with 17 new success stories, several idea starters, an in-depth profile of each of the major professional sports leagues, sponsorship hot buttons for each industry, techniques to measure ROI, a list of decision makers, two different scripts, and an updated spreadsheet on how to price a sports sponsorship. With sports representing 66% of all sponsorships, this skill set training is important.
To see any of the trainings below, please contact your Field Consultant. For non-clients, please contact our Corporate Headquarters at 781-986-2100.
"The people of Fort Grace Strategies possess a blend of hands-on experience, business knowledge and driven personalities that provide a unique formula for successful new business development."
Cindy DeLuca, Director of Business Development, WTAE-TV, Pittsburgh
"Just wanted to say that the training today was one of the best I've been through in 5 years. It made a ton of sense and she made it look possible for any of us to succeed."
Matt Wakefield, Entercom Seattle
“WOW! Your two days with us last week were awesome – thank you. We have been following up on the many suggestions you made and the whole group is re-energized. I can't tell you how many positive comments our sellers made to me about you and your material. Now we truly have no excuse to miss any NTR budgets. Again, thanks for a great two days.”
Bill Hooper,
Vice President/General Manager,
WWMX-FM, Baltimore
"Your meetings were received better than any training we have done at this company"
Jose F. Rodiles, General Sales Manager, KMLE, Infinity Phoenix
"The Fort Grace major market meeting is the "superbowl" of business development for every manager. It is a gathering of media's most creative minds in an arena that promotes sales and marketing opportunities. Fort Grace teaches you another approach to identifying new opportunities and winning business."
Sharon Garrett, New Ventures Manager, San Francisco Chronicle
"I just wanted to take a moment to let you know how much I enjoyed meeting you and sitting in on the training session here in Atlanta. This is one of the first "training" courses where I feel like I gained something I can put to work on the "streets"."
Tracy Queen, Sr. VP/Sales, Interep Atlanta
"The University has been a life-saver for me this year. In usually 24 hours I can receive a comprehensive company profile, a who's who within the corporation, and success stories within the desired industry!! I would describe the university as the cliff notes to prospecting within our industry. It cuts my landscaping time in half which allows me to grasp the knowledge to be proficient within an unfamiliar industry."
Lauren Kinnucan, Interep Chicago
"I had been working with a client for more than 2 years and was unable to break into other departments to secure additional funding. University was able to pull specific sponsorships these other departments had completed in the past. With the names they were able to pull, and the past sponsorships, I was able to develop and sell a program that netted $150,000"
Sherri Bult, Infinity Marketing Group, Boston
"I cannot thank you guys enough for all the hard work you’ve done for WBZ in the past couple of weeks. I know we have inundated you since Sue’s visit here last week. Your quick response, attention to detail and thorough research is much appreciated! Thank you for your superior service. You guys are real pros!"
Megan Gillespie, Business Development Manager, Infinity Broadcasting Boston
"Thanks! I wanted to let you know that one of your Seller Source leads led me to a cold call and meeting which resulted in the close of business!
Keep 'em coming Seller's Source!"
Desmonique Bonet, Director of Marketing, Interep Marketing Group, New York
"I go through it item by item in Sellers Source to search for leads or info applicable to anything my reps are working on. I then cut and paste the info onto a separate email and send it to that rep. It sums most of it up for me"
"I use Sellers Source to find out what’s happening with current clients and as a lead generator."
"The Sellers Source is my bible! Very Useful -- I don't have to read 20 different magazines."
"We use Sellers Source as a lead source for NTR possibilities. The leads are handed out at weekly sales meetings"
"Within one week of seeing the Sellers Source lead, I conducted a Needs Analysis conversation over the phone with the CEO. Within three weeks I closed the program."
"Great job with all that you do with the Sellers Source!!!"
For a complete list of our testimonials listed by product and by client type, go to our Testimonials Page.
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