Transcript Outbound Ranger

As we all know, the industry has
faced more than its share of
challenges over the last few years.
We simply are not selling ads like we used to.
Inbound call volumes are decreasing at alarming rates.
We need to be more aggressive with the competition.
Renewals are low hanging fruit, but getting all the call backs done is a real challenge.
We’re using a CRM, and we are collecting a lot of data, but it doesn’t seem to have an
impact on revenue.
Our account executives spend too much time on non-revenue
generating tasks.
Although the classified revenue stream is
diminishing, most still see it as revenue we
cannot afford to give up on. That said, given
the current climate, any investment in the
classified advertising franchise must have
real, measurable ROI that will be achieved
very quickly, if not immediately.
With the decrease of inbound calls, we must
use all means possible, including process and
technology improvements, to transform call
centers and inside sales teams into highly
effective OUTBOUND sales teams.
Furthermore, we must keep our account
executives on the telephone (selling) as much
as possible.
Supplying account executives with warm, fresh
leads is perhaps the single most important
element in keeping them “selling” as much as
possible.
Classified Ranger is designed to do just that by
collecting and delivering contact information for
individuals and organizations that are advertising
in your market. The data is collected at regular
intervals and becomes a very warm lead list for
your new business acquisition efforts.
Advanced options are available to ensure that
duplicate advertisers are not contacted too many
times.
Autotrader
PennysaverUSA
Careerbuilder
Realtor.com
Cars.com
Regional Help Wanted
Craigslist
Dice
eBay Classifieds (formerly
Kijiji)
Monster
Switchboard.com
Yellowpages.com
Trulia
Kaango
Add to this list any local sources that are unique to your marketplace.
Questions?
Revenue Will Increase …….Guaranteed
An “active engagement” process
combined with “single click feedback”
allow for the following:
Increased revenue & productivity
Absolute accountability
Outbound calling effectiveness tracking
Importing of leads from any competitor or source
Isolation of problems quickly and efficiently
Time savings
Dallas Morning News (Belo – circ. 264,459 daily)
• In 2010 increased revenue from renewals by over $100,000
against prior year
• In 2011 tracking to increase renewal revenue by more than
$200,000 over 2010
Before Outbound Ranger, we had no accurate and/or efficient way of managing
and tracking renewal sales. Ranger has made that process easy and has given us
tremendous insight into how effective our classified ads are for our clients as well
as the revenue potential associated with renewals. In 2010, we increased revenue
from renewals by over $100,000 against prior year. In 2011, we are already
tracking to increase renewal revenue by more than $200,000 versus 2010. We get
monthly support from their Marketing and Customer Service Director which is a
tremendous strategic and analytical added value. Outbound Ranger has helped
us improve customer satisfaction and take fuller advantage of some low-hanging
revenue streams!
Keith Pullias
Dallas Morning News
Calgary Herald (PostMedia Network) circ. 125,578 daily)
(Doubled Revenue In The First Month)
“If you think your staff is doing all they can with their callbacks on expired ads, I
suggest checking again. It’s very likely they are leaving real dollars on the table.
You could check every callback every day or, know its getting done timely and
efficiently with the help of Ranger Data.”
Gary Cobb
Calgary Herald
Shaw Media Network
“I have been managing classified advertising for more than 20 years, and have
never worked with a tool as efficient and effective as Outbound Ranger. The
product helps focus our sales time on what matters most. The reporting not only
measures our success, and identifies areas for development, it also provides a
measurable ROI.
Never have I worked with a vendor who provided more support. Grace Shields
spends time with me every month ensuring that we are getting the most out of
Outbound Ranger. She reviews our success, points out growth potential and
shares experiences from other newspapers that she works with throughout the
county. Grace is what sets Outbound Ranger apart from any other product.”
Shelly Bissell
Shaw Media
Year
% of Total
Total Leads Leads Called
Closing
Ratio
Potential
Revenue
Sales
% of Potential
Revenue
2009
43,133
22%
52%
$4,413,537
$655,709
15%
2010
31,757
49%
34%
$2,943,667
$761,462
26%
2011
26,014
52%
43%
$2,646,397
$947,489
36%
Manager Main
Application
•“Action Needed” notifies
management that something
requires your attention.
•The results of today’s calls are
displayed prominently
•Statistics describes how your
leads are assigned and
distributed
•Individual Account Executive
statistics are displayed
•Sales and other resolve counts
are displayed, separated by
ad/lead type
•Icons allow access to features
and display login status.
Report Examples
Because It’s Been Measured –You
Can Manage It!
Because the Outbound Ranger system is webbased users only need access to a web
browser and an internet connection – no
software installation necessary.
Because Classified Ranger is a service there are
no special requirements. Leads can be
deployed directly to your team.