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Bob McInnis is a 30-year veteran of the business side of the newspaper industry. After graduating from Dartmouth College in 1984, he got a job as a newspaper ad rep at his hometown’s weekly newspaper group.

He eventually served as ad director there and at a larger group of 10 quality community newspapers before being hired by 750,000-circulation Newsday/New York Newsday as training manager, responsible for the training and support of more than 100 ad reps.

He then launched his consulting practice and has spent the years since working with more than 1,000 newspapers and newspaper associations throughout the world. While the variety of products have evolved over the years to include digital, the motivations behind why local businesses buy advertising has not, making the integration of paid digital — and even selling against social media — seamless.

McInnis teaches the latest techniques in digital lead generation, revenue generation and marketing automation at Hofstra University’s Zarb School of Business in New York City. He also speaks extensively about programmatic advertising. You can learn more at www.ads-on-line.com