ABOUT US
Sales Methods | Case Studies | Personnel

HOW WE OUTPERFORM
EVERY OTHER SALES METHOD
IN THE INDUSTRY

SINGLE SOURCE EFFICIENCY delivers the benefits publishers want from outsourcing their advertising sales responsibilities including: cost reduction, quality improvement and the ability to redirect scarce company resources toward other activities.

Previously, the outsourcing used in publishing involved a cobbled-together sales force of small rep firms supervised by the publisher or advertising director. This model, unfortunately, creates a system that offers little or no efficiency, and is often counterproductive and frustrating.

SINGLE SOURCE EFFICIENCY solves the problems of traditional outsourcing tactics by shifting the emphasis from heavy entertainment expenses to transactions based upon information, speed and the bottom line. This new approach makes financial sense and produces impressive results, and it fits with today’s fast-paced buying approach.

The James G. Elliott Co., Inc. is able to quantify the actual impact upon a publisher’s bottom line. The savings are shown in black and white.

In addition to reducing expenses, increased sales revenue will have a positive impact on overall results.

SINGLE SOURCE EFFICIENCY gives publishers a significant time-saving advantage because the James G. Elliott Company is equipped to handle all sales management responsibilities, such as:

Making sure sales goals are met
Training and motivating sales force
Conforming with individual publication policies
Submitting vital reports when required
Setting proper staffing levels for all territories
Planning and regular sales analysis
Preparing sales materials, media kits and rate cards
Adjudicating commission splits

By providing management of these tasks, the James G. Elliott Co., Inc. model allows sales representatives to concentrate on doing what they do best.

SINGLE SOURCE EFFICIENCY enables the James G. Elliott Company to offer services similar to direct operations and outshine traditional representation methods.

Sufficient staffing—our people only represent one or two titles
Technological edge—for example, a unified VoIP telecom system to enhance communications and our own IT Staff to ensure reliable operations, and much more
Flexibility—our ability to adapt to our clients needs goes above and beyond the expected
Reporting—we provide regular progress reports to help with forecasting and to provide peace of mind to publishers
Research—We can provide research management through our in-house research services including our own IMS subscription

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HOW TO OUTSMART
YOUR COMPETITION

The James G. Elliott Co., Inc. provides contract services to publishers who wish to focus on growth while reducing costs in their operations by outsourcing some or all advertising related functions.

We can provide the following services:

Strategic planning and marketing
Business Development
Custom and Syndicated Research
Identifying additional ad revenue resources
Integrating ad selling strategies
Bundling media
Creating networks

Case Studies:

Provided temporary sales management for consumer magazine with a circulation of 2.5 million
Created a Hispanic speaking division to handle a bilingual publication
Created a consumer products ad network for association clients
Significantly increased the net per page for a $10 million magazine by increasing the ratio of consumer to mail-order advertising
Resolved a number of HR problems for a variety of consumer publications
Created new sales entities
Introduced consumer advertising in the home video marketplace
Generated advertising revenue in a medium that had never carried advertising before
Pioneered an advertising sales model for two of the largest internet service providers in the United States

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TECHNIQUES THAT OUTDISTANCE
OTHER SALES METHODS

The James G. Elliott Co., Inc. offers telemarketing sales where appropriate, such as small space and classified advertising for clients both online and in print.

We accept Visa, MasterCard and American Express.

OUTSPOKEN LEADERS
IN THE MEDIA BUSINESS

JAMES G. ELLIOTT, President
(213) 624-0900, Ext. 1514
j.elliott@jamesgelliott.com
Jim Elliott has over 30 years experience in the advertising industry. Before founding the James G. Elliott Co., Inc. in 1984, he held numerous executive positions, including Director of Field Services at CBS Magazines and Western Advertising Manager for Road & Track Magazine. Mr. Elliott has also been the president of the Magazine Representative Association of Southern California, currently serves on Caltech’s Industrial Relations Board and is chairman of the board of the Don Bosco Technical Institute.

DENNIS CONNAUGHTON, Corporate General Manager/Eastern Sales Director
(212) 588-9200, Ext. 1332
d.connaughton@jamesgelliott.com
Dennis Connaughton has over 30 years experience in the advertising industry. He has 20 years of experience at all levels of account services at three major U.S. advertising agencies, including holding the position of Management Supervisor for the Chevrolet account. Mr. Connaughton is a former publisher of Times Mirror Magazine’s Field & Stream Magazine and has been the general manager of the James G. Elliott Co., Inc. for 5 years.

BOB WASHBURN, Western Sales Director
(213) 624-0900, Ext. 1205
b.washburn@jamesgelliott.com
Bob Washburn is an advertising sales professional with over 20 years of experience in consumer and trade magazines. His career has incorporated over 10 years of high-level management positions. As a Senior Vice President Group Publishing Director at WEIDER Publications, Mr. Washburn was instrumental in the transformation and success of WEIDER’s “Enthusiast Group,” the most profitable division that includes the magazines Muscle & Fitness and Men’s Fitness. He is also the recipient of the Gold Medal Medallion, awarded for outstanding contributions to the sport of Body Building.

SUSAN M. BUNTING, Midwestern Sales Director
(312) 236-4900, Ext. 1104
s.bunting@jamesgelliott.com
Susan Bunting has over 14 years experience in sales and marketing. She has sold consumer, trade and retail custom publications; in addition, she worked in marketing management at Dole Packaged Foods. Ms. Bunting has been with the James G. Elliott Co., Inc. for 7 years and currently manages the Chicago office, in addition to selling advertising in the Midwest. She is a member of the Chicago Magazine Association.

SHANNON McANDREWS, Director, Asset Integration/Business Development
(212) 588-9200, Ext. 1338
s.mcandrews@jamesgelliott.com
Shannon McAndrews has over 8 years experience in the advertising industry. She was the Marketing Director of Sales Development at Kiplingers, where she successfully integrated their internal departments with the purpose of offering their clients more robust programs. Additionally, she spearheaded partnerships with outside media agencies. Prior to the Marketing Director position, she was the Sales Coordinator and then Senior Sales Development Director. Before joining the publishing side in 2004, she worked as a Senior Media Planner on primarily financial based accounts, both domestic and International. Ms. McAndrews is a member of the Financial Communication Society and Advertising Women of New York.

LESLIE PALMER, Detroit Manager
(248) 530-0300, Ext. 1402
l.palmer@jamesgelliott.com
Leslie Palmer is an advertising sales professional with over 10 years experience selling local and national publications. She worked for Flavin Associates representing publishers from American Express Publishing, Rodale and the AARP. Leslie was also the first Detroit Manager for Parenting Magazine covering the Michigan/Ohio territory. She is a member of the Detroit Magazine Representatives Association and the Adcraft Club of Detroit.