Focus on customers and not ourselves, Arno Langbehn, CEO, B. Behr's Verlag GmbH & Co. KG, told us in a Pre-Conference Workshop titled Extraordinary Examples for Marketing, Product Development and Sales and How to Implement Them Successfully Into Your Publishing House at SIPA 2019 last month. That video is now posted here—it also includes Kiplinger President Denise Elliott and marketing director Chris Moffa talking about emails and renewals.

"What are you doing to create an experience that makes them feel a part of something bigger than themselves?" Brian Cuthbert, group vice president, Diversified Communications, asked during his session at SIPA 2019 titled Launching a New Event and Reinvigorating Existing Ones.

Members are descending here in Washington, D.C., for the 43rd SIPA Annual Conference. It seems that events for SIPA publishers these days can come in many shapes and sizes—from Chartwell's Customer Experience Conference to Jefferson Communications' summer camp fairs to Magna Publications' conference on student leadership to Spidell's tax seminars.

When a potential advertiser or sponsor approaches Ryan Vincent, director of media sales, EHS, Simplify Compliance, and says, "I would give you this much money if you can do that," like a good improv performer—which I'm sure he is—Vincent answers, "'We can do that.' I'm a big yes man," he said.

In a well-attended Pre-Con Workshop on Day One of SIPA Annual 2019, Arno Langbehn, CEO, B. Behr's Verlag GmbH & Co. KG, covered Steve Jobs—"It's not the customer's job to know what he wants"—superheroes (well, kind of, "The hero is the customer," Langbehn said)—Groundhog Day (the film and the idea of using the information that you know to sell)—and ponchos ($5 when dry, $20 when it's raining—strike when something's hot). 

"With many publishers launching new daily news podcasts, it is perhaps not surprising that the majority (75%) think that audio will become a more important part of their content."

It's amazing that by just spending time at SIPA Annual 2019: Make More Money, June 3-5 in Washington D.C., you can hear how to lift event attendance by 50%, increase webinar dollars, launch new products, start a high-end membership model, sell corporate licenses, use data to drive growth, and get an update on every legal issue facing you.

Chemical Watch recently switched from a subscription to a membership model, and they'll be coming to the perfect place, SIPA Annual 2019: Make More Money, to talk about it.