CAB Local's Focus: Sales Ideas


The Cabletelevision Advertising Bureau is expecting attendance for its
upcoming Local Cable Sales Management conference to hold at 700 participants,
roughly the total from a year ago.

This year's conference -- co-chaired by Cox Communications Inc. vice
president of ad sales Billy Farina and Dave McFarland, who left Lifetime
Television in January as VP of affiliate ad sales and distribution marketing --
is set June 22 through 24 in Salt Lake City. Last year's gathering was held in
May at Walt Disney World in Orlando, Fla.

The CAB had expected the Disney venue to bolster attendance until the 2001 ad
slump dictated otherwise. Its confabs in Denver in 2000 and in Chicago in 1999
pulled 900 and 1,000, respectively.

The CAB Local's paramount goal is to come up with ideas that local sales
managers can take back to their markets, said trade group vice president of
local sales and marketing Kevin Barry. To that end, there will be more
roundtable discussions to develop 'more hands-on information,' he noted.

Some 100 of the 700 attendees will come from Time Warner Cable, which will
convene its own off-site sales meeting prior to the convention, president of ad
sales Larry Fischer said. That's quite an uptick from a year ago, when the MSO
did not support the conference, he added.

During the conference itself, the CAB's Cable Advertising & Promotions
(CAMP) committee -- formed last fall to improve dealings between networks and
their affiliates with respect to promotional tie-ins and other marketing-related
matters -- will meet.

Co-chaired by Adelphia Media Services director of marketing and promotions
Scott Pesner and Comcast Corp. senior director of marketing and promotions
Kellie Grutko, this group was the outgrowth of a contentious panel session at
last year's CAB Local.