The sales team at Independent Newspapers KZN were facing some serious challenges; the press advertising market was in decline and print titles were losing their big customers to other media channels, such as free sheets, radio and TV. Independent Newspapers KZN knew they needed to totally rethink their strategy from the ground up, if they were to survive.
Enter NRS Media
In 2008, Independent Newspapers KZN sister company had already run a pilot project with NRS Media in Cape Town and were impressed by the results. Encouraged by their positive report, Independent Newspapers KZN decided to embark on the NRS Media AD Impact program.
It was a smart move because, in their first year, they completely reversed their fortunes and doubled the revenue target they had set themselves – that was back in 2009. Independent Newspapers KZN has now been working with NRS Media for six consecutive years. Over this period, they have substantially grown their business to 350% more than their first year achievement.
Plus, the NRS Media training that comes as part of the package, has added even more value by helping to re-focus the team on selling the unique benefits of advertising across the KZN stable, rather than just with individual titles.
Mariam Rahiman, Display Advertising Manager, said: “NRS Media took us back to basics with their sales coaching and they revived and refreshed our experienced sales people.With eight newspaper titles being sold from three separate sales teams, it was great to watch everyone work together towards one goal.”
She added: “Every year we set ourselves a high target and every year NRS Media help us to smash that target.”
And the future?
Mariam is confident of achieving another outstanding result, with the help of NRS Media.
Independent Newspapers KZN (Kwa Zulu Natal) is part of South Africa's premier newspaper publishing group / online news source. Independent Newspapers publish 20 national and regional newspapers as well as several community titles. Watch General Manager Greg Le Roux talk through how in 7 years with the help of NRS Media they've grown their business by 350%.