Wanda Borges has been specializing in commercial insolvency practice and commercial litigation representing corporate clients throughout the United States for more than 20 years. She is a faculty member for the NACM's Graduate School of Credit and Financial Management at Dartmouth College. Ms. Borges has also been a regular lecturer for Fundamental of Business Law for the Non-Lawyer and the Broadcast Cable Financial Management Association and the Broadcast Cable Credit Association on Creditor's Rights in Commercial Litigation and Insolvency Matters.

Broadcast television is beginning to capture a larger share of advertiser’s dollars by providing both TV and Internet ad solutions. We see the Internet as a one-on-one marketing medium AND sometimes it serves as a new mass medium as well. Our training session will assist TV Sales Pros to better understand how to integrate a web ad strategy within their traditional budgets so that advertisers may continue to rely even more on you, their television ad sales executive. Also we’ll discuss stand alone Internet sales opportunities for your station. We will discuss what you need to know to be on top of your game introducing Internet solutions and cover some pitfalls to avoid as you establish your customer’s marketing expectations.

Consultative selling is the norm today. But how do you get timestarved business people to give your salespeople enough face time to do a needs analysis? A questionnaire won’t cut it. You have to bring information to trade. Then you need new tools that “real consultants” use with their paying clients. You’ll get that and more in this immediately actionable program.

Al Tompkins teaches television producing, writing, leadership, storytelling, and ethics. He helps journalists think about their role as newsroom leaders, and writes and teaches about trends in media convergence. As a faculty member of the Poynter Institute, Al pays special attention to storytelling techniques that can turn dull but important topics into memorable stories. He has taught more than 2,000 newscast producers in Poynter’s one-day workshops conducted in 32 states since 1998.

Rosemary Scott is an expert on Hispanic Marketing with over 20 years of experience in Research, Marketing, and Public Relations. She is a well known marketer who has talked about the vibrant Hispanic market at multiple venues across the country including many RAB and NAB Conventions, Colleges and Universities, the International Association of Fairs and Expositions Conventions, and various Writer’s Associations

from the author of Creating Powerful Radio - Getting, Keeping and Growing Audiences, comes an exciting and insightful day of radio programming.

Roy Stewart, Senior Deputy Chief of the FCC's Media Bureau, and NMBA Washington Counsel, Vince Curtis and Frank Jazzo, will discuss current legal and policy developments and proposals at the FCC. Topics will include the FCC's Localism proceeding, the new Enhanced Disclosure requirement for television stations, the DTV transition and DTV education efforts, and the use of FM translators by AM stations, among others.

Join us for lunch on Saturday, May 31st at NMBA, courtesy of Dan Giesler of Giesler Broadcast Supply and Steve Schott of Continental Electronics Corp. After lunch, the SBE will have two great presentations: The first one will be APT's excellent overview of Audio Over IP, hosted by APT's Kevin Campbell. APT is a leading manufacturer of audio codecs and Kevin's presentation on Audio Over IP is nationally considered one of the best on the subject. Kevin was kind enough to make room in his schedule for a visit to Albuquerque.

Following Kevin's talk, we'll be joined by Ken Bass. Ken does the inspections for the Alternative Broadcaster Inspection Program, or ABIP, in cooperation with our own NMBA. Many of you have already met Ken through your ABIP inspections. Ken will be giving us an overview of the program and walk us through how he conducts an inspection. These alternate inspections can save you a visit from the FCC and make it lot easier to keep your facility in compliance.

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Relationships remain the key ingredient to broadcast and Internet sales success (critical for sales managers too). Come prepared to enjoy an updated 2008 program that is regarded the best personality based sales program in the advertising selling world. It’s loaded with practical skill sets that you’ll be able to use right away in the field. This is expertise that is proven to close incremental sales for broadcast and Internet solutions. The session is customized for you with a 23-page profile so you’ll learn some interesting things about your own particular selling and leadership style.

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Building communication at your station can begin with traffic and sales managers. As a successful business woman and manager, Delores D. Stroud, MBA, Ph.D. (“Deedee”) will help participants examine and evaluate their workplace norms; determine, understand and value various workplace team roles; and introduce participants to a new communication style.