Brochures

Continued from inside
save the Date!
Capitalize on Co-op
Thurs., DeC. 2 | 2 p.m. CenTral
There may be no such thing as a free lunch – but there is
plenty of free advertising for your customers! You know
it’s out there – co-op advertising that will pay your adver-
tisers to put ads in your paper or shopper! Some programs
reimburse a specified portion of the cost while others of-
fer up to 100 percent! But thousands of those dollars nev-
er get used. Make sure you’re ready to help your customers
take advantage of their share of the manufacturer and sup-
plier dollars that can help them grow their business. We’ll
discuss how to find co-op programs, how to help custom-
ers get the ads they need and how to help them report
their expenditures.
With Kate Thompson, publisher, Algona Publishing Compa-

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ny, Algona, Iowa; and Barb Trimble, publisher, Valley News,

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Shenandoah, Iowa neWs meDia eXeCuTiVes ConferenCe
Feb. 20-23 | Renaissance Vinoy | St. Petersburg, Fla.

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staying Cool under Powered by Inland Press Association, SNA and SNPA. Three

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industry associations, one mega-conference.
pressure — no matter What

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Thurs., DeC. 9 | 10:30 a.m. CenTral VisiT inlanDpress.orG for more informaTion!
In this Inland Webinar, we’ll uncover the issues and hot
buttons associated with a pressure-filled environment.

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We’ll discuss reaction time and the demons that don’t go

Inland
away. You’ll learn the dangers of over-arousal and what
happens when you win the battle and lose the war and

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how not to get lost in the drama. Staying cool is all about
making choices: taking a second look, deciding not react-
ing and action-planning. Works for You
LO
With Bill Osborne, president, The People Business, Arnold,
Md.
No
how to Get in the Digital Game
Without Breaking the Bank
WeDs., DeC. 15 | 2 p.m. CenTral
Inland Press Foundation
701 Lee St., Suite 925
ve
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G be
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Starting or improving your digital offerings can appear Des Plaines, IL 60016 De
daunting, especially from a cost standpoint. But there are a
(847) 795-0380 ce
number of low-cost or even free options that newspapers
m
large and small can take advantage of to spruce up their FAX: (847) 795-0385 be
digital presence. This Inland Webinar will walk publishers
and digital managers through some of the available op- inland@inlandpress.org r
tions. InlandPress.org
With Ray Marcano, senior manager, Strategic Initiatives,
CMGdigital

Inland Inland Press Foundation
Your Best Value in Newspaper Training
Works for You

increase Your advertising sales all the rage: What You need to Know
I nland Webinars offer timely training that travels to
you. Webinars are 60 to 90 minutes and cost $75 for
Inland members and co-sponsoring state
associations and $125 for non-members. See
InlandPress.org for a complete list of co-sponsoring
Through local Business seminars
Thurs., noV. 11 | 2 p.m. CenTral
If you are planning to launch a new product, a new adver-
tising program or want to increase your sales leads, devel-
Before You leap into the app World
Thurs., noV. 18 | 2 p.m. CenTral
IPad apps are all the rage. Developers launch them every
day, and publishers are looking for ways to create apps for
associations. oping and launching a series of business seminars can help them and get them to market as quickly as possible.
you and your local sales team generate new and increased They’re even looking ahead to apps that will also work on
local business advertising sales. Learn how to build a busi- Android tablets. But there are a whole host of questions
To register for an Inland Webinar, visit inlandpress.org and
ness seminar program to increase your product and adver- publishers need to be aware of before they leap into the
select “Event Registration” under the “Training” tab.
tising sales with local businesses. Elements include devel- app world. Among them:
Call Inland Program Director Patty Slusher at (847) 795-
oping a local business value-based presentation, creating a • Build vs. buy: Most small to midsized publishers don’t have
0380 with questions or e-mail inland@inlandpress.org.
seminar offering and attracting your business audience to the resources to hire a vendor to build their app at a cost
the seminars, promotion and direct marketing techniques, of $11K (for a very basic app) and up. Do they have the in-
Important Reminder: Please budget 90 minutes for each press coverage, and helping your sales team generate and ternal resources to build it themselves?
Inland Webinar; however, some Webinars may run only follow through on sales leads.
60 to 75 minutes in length. Length of Inland Webinars • app workings: Will your content-management system easi-
With Debbie Holzkamp, principal, HDS Premier Consulting, ly allow content to flow from your website to the app, or
varies based on content and audience interaction.
LLC will you need to make modifications on your end?
• ads: Where should the ads go and how big should they
supervisory skills Training: Your mobile Web and advertising — be? Should they contain motion or not?

responsibilities as a supervisor a local opportunity • free vs. paid: What’s your strategy. Do you want users to
Tues., noV. 16 | 10:30 a.m. CenTral pay for access to the app? If you do, how do you differen-
WeDs., noV. 3 | 10:30 a.m. CenTral tiate between your free (website) and paid (app) digital
This Inland Webinar will begin with a general market up-
The human resources challenges for employers and man- offerings? And if it’s free, does a free app justify the initial
date including key drivers, forecasts and the technology
agers is constantly changing. Do you have the confidence and ongoing expenses?
landscape. We’ll take a comprehensive look at strategies
to deal with your employees effectively? Do you know • Circulation: If your app is paid, what types of news packag-
for building mobile usage and driving local mobile adver-
what managerial mistakes could put your company in es will need to be created?
tising, and review mobile solutions from applications to
jeopardy? Find out with this Inland Webinar on hiring,
analytics, advertising to news alerts. Also covered: mobile • Content: If your app is paid, do you take content off your
termination, employee reviews and other timely issues
publishing strategies nationwide and what others are doing site so that content is only available to users who pay?
that will help you become a better, more informed man-
that is working. We'll develop the framework of an achiev- With Ray Marcano, senior manager, Strategic Initiatives,
ager.
able mobile plan for the next two years. CMGdigital
With Tom Riebock, director of Human Resources, Wick
With Tom Kenney, president, Verve Wireless Inc., Encinitas,
Communications, Sierra Vista, Ariz.
Calif.
Get found! Discover and understand
What major and national newsroom Training: how Customers find Your Website
advertisers Wish You Knew The art of the interview
fri., noV. 19 | 10:30 a.m. CenTral
What good is your website if you don’t build a road to it?
WeDs., noV. 10 | 2 p.m. CenTral
Thurs., noV. 18 | 10:30 a.m. CenTral This Inland Webinar will uncover simple steps to generate
This Inland Webinar will outline the most common con-
The best interviews resemble a conversation as opposed more traffic and revenue for your news site. We'll simplify
cerns and frustrations of major and national accounts. This
to a grilling. This Inland Webinar will cover how you create technical information and make understanding complex
session will help ad directors and publishers prepare for
that conversation experience while still maintaining con- and sometimes confusing web issues easy to understand as
one-on-one meetings with major and national accounts.
trol of the interview. We’ll also cover the single most com- well as motivating and fun! You’ll learn:
Topics covered will include:
mon challenge during an interview that trips up even vet- • How search-engine optimization makes generating more
• Distribution methods – zip distribution, zoning, non-paid, eran journalists, and how you either hurt or help the inter-
TMC and alternative revenue with your website a reality, and simple ways to
view based on what you project to the interviewee. start today
• Pricing strategies – forced bundling and zone charges With Kim Strong, director of Business Development and • What search engines like Google demand in order to
• Special sections – how, when and where they fit in writing coach, The Patriot-News, Mechanicsburg, Pa. drive more traffic to your website
• Digital opportunities – how they’re bought and how you • Five steps for marketing a website to search engines
can sell them
With Shane Peterson, president, Mohican Web Ware Inc.,
With Bill Day, strategy director, Howell Creative Group, West Jordan, Utah
Williamsburg, Va. Updated Oct. 29, 2010
Continued on back flap

plan now to attend These
Service Excellence: The Winning liVE inland Training Sessions
Edge in Today’s Marketplace
WEdS., OcT. 13 | 10:30 a.M. cEnTral FaMilY OWnErS & nExT
In this Inland Webinar, we’ll learn why customer service is
an attitude, not a department, why internal service is as GEnEraTiOn lEadErShip cOnFErEncE
important as external service and why attitude is a choice This annual conference is designed to meet the train-
that is controllable. We’ll discuss the two levels of custom- ing needs of family owners of newspapers of all sizes.
er service—listening skills and handling customers with lis- Oct. 23 | Chicago
tening problems. We’ll focus on improving the basics, in-
cluding greetings, hold, transfers, returning calls and voice- 125Th annual MEETinG
mail and dealing with angry or unreasonable customers. Annual convocation of newspaper owners, executives
Lastly, we’ll learn the three steps for maintaining our com- and publishers for updates on business strategies and
posure. tactics including revenue, distribution, editorial, legal
With Bill Osborne, president, The People Business, Arnold, updates and online issues.
Md. Oct. 24-26 | Chicago

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caregiver and Family responsibility —

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a continuing challenge for Employers

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TuES., OcT. 19 | 2 p.M. cEnTral
This Inland Webinar will discuss the full range of legal im-

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plications as employers try to grapple with employee con-

Inland
cerns as they cope with caregiver and family responsibility.
This increasingly important area involves compliance with

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many laws as well as practical responses to issues raised.
We will review the law and work through various scenarios
faced by employers.
Works for You
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With Gerald Pauling, partner, Seyfarth Shaw LLP, Chicago

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Your Best Strategy for leveraging aBc’s
audit changes to Boost advertising Inland Press Foundation
Se
G
revenue and Grow circulation 701 Lee St., Suite 925 pt
em
WEdS., OcT. 20 | 10:30 a.M. cEnTral
The Audit Bureau of Circulations' fundamental measuring Des Plaines, IL 60016
stick of paid circulation received a facelift on Oct. 1. Does (847) 795-0380 be
your circulation department understand the new rules and
FAX: (847) 795-0385 r|
definitions? Do you have a strategy for hybrid and bundled Oc
subscriptions? Has someone explained the recently imple- inland@inlandpress.org to
mented changes to your advertising department? If you
InlandPress.org be
answered "No" to any of these questions, this Inland Webi-
nar is for you. We will review the most recent ABC rule
r
changes and definitions that took effect Oct. 1, including
the most recent changes regarding electronic editions. In
addition, you'll learn what key strategy questions you need
to consider in order to make sure both your circulation
and advertising departments are up to speed.
With Steve Wagenlander, director of Audience Develop-
ment, The Post and Courier, Charleston, S.C.
Works for You

new ideas to Grow revenue increase Your advertising Sales

in Your Fourth Quarter
ThurS., SEpT. 30 | 10:30 a.M. cEnTral
Is your smaller-market newspaper having such a great year
that you want to make it better? Or, are your numbers fall-
Through local Business Seminars
ThurS., OcT. 7 | 2 p.M. cEnTral
If you are planning to launch a new product or a new ad-
vertising program, or want to increase your sales leads, de-
ing a little short and you’d like to come up with some ideas veloping and launching a series of business seminars can
associations. help you and your local sales team generate new and in-
to bring them back? Explore some new ideas to generate
more revenue for your fourth quarter — or any time sales creased revenue. This Inland Webinar will help you build a
To register for an Inland Webinar, visit inlandpress.org business seminar program to increase your product and
need a boost. We’ll discuss special sections, ROP ideas and
and select “Event Registration” under the “Training” tab. advertising sales with local businesses. Elements include
ways to capitalize on your website’s opportunities. Both
Call Inland Program Director Patty Slusher at (847) 795- developing a local business value-based presentation, cre-
presenters have backgrounds with small dailies and weekly
0380 with questions or e-mail inland@inlandpress.org. ating a seminar offering and attracting your business audi-
publications and have great ideas that you can put in place
tomorrow! Participants are encouraged to bring their best ence to the seminars, promotion and direct-marketing
Important Reminder: Please budget 90 minutes for each techniques, press coverage and helping your sales team
ideas, as there will be plenty of opportunities to share!
Inland Webinar; however, some Webinars may run only generate and follow through on sales leads. This approach
60 to 75 minutes in length. Length of Inland Webinars With Kate Thompson, publisher, Algona Publishing Compa-
ny, Algona, Iowa; and Barb Trimble, publisher, Valley Times, can help sales leaders, marketers and local property lead-
varies based on content and audience interaction. ers to launch their 2011 programs and generate new sales
Shenandoah, Iowa
leads.
With Debbie Holzkamp, principal, HDS Premier Consulting
Supervisory Skills Training: Your What Major and national LLC
responsibilities as a Supervisor in 2010 advertisers Wish You Knew
ThurS., SEpT. 23 | 10:30 a.M. cEnTral
The human resources challenges for employers and manag-
Fri., OcT. 1 | 10:30 a.M. cEnTral
This Inland Webinar will outline the most common con-
hiring and Testing issues —
ers is constantly changing. Do you have the confidence to cerns and frustrations of major and national accounts. This What Every Employer needs to Know
deal with your employees effectively? Do you know what session will help ad directors and publishers prepare for Fri., OcT. 8 | 10:30 a.M. cEnTral
managerial mistakes could put your company in jeopardy? one-on-one meetings with major and national accounts. This Inland Webinar will discuss the full range of legal obli-
Find out with this Inland Webinar on hiring, termination, Topics covered will include: gations faced by today’s managers. We will discuss practi-
employee reviews and other timely issues that will help • Distribution methods – zip distribution, zoning, non-paid, cal steps employers can take to minimize liability and pro-
you become a better, more informed manager. TMC and alternative vide guidance on policies and practices.
With Tom Riebock, director of Human Resources, Wick • Pricing strategies – forced bundling and zone charges With Pam Devata, partner, Seyfarth Shaw LLP, Chicago
Communications, Sierra Vista, Ariz. • Special sections – how, when and where they fit in
• Digital opportunities – how they’re bought and how you Value pricing, Sales channels and
untangling Web 2.0 — understanding can sell them audience-Based Sales, Oh My!
Social Media in the Workplace With Bill Day, strategy director, Howell Creative Group,
Williamsburg, Va.
TuES., OcT. 12 | 2 p.M. cEnTral
This is an Inland Webinar exploring business-side innova-
ThurS., SEpT. 23 | 2 p.M. cEnTral
tions for the newspaper industry. The goal of the program
Social media (Facebook, Twitter and the like) is a key focus
will be to help newspaper executives examine the underly-
of our employees. This Inland Webinar will walk you how to improve Your recruitment ing assumptions of their business models and discuss alter-
through navigating the legal issues underlying the domi-
nance of social media in our lives.
packaging and positioning natives for the post-digital landscape. Topics covered will
WEdS., OcT. 6 | 10:30 a.M. cEnTral include:
With Devjani Mishra, partner, Seyfarth Shaw LLP, New York Most newspapers continue to take whatever the recruit- • Value-based pricing models – CPM, pay per engagement,
City ment category gives them while others have pretty much partnership and rational rate cards
given the category up to online competitors. The truth is,
• Sales channel management – volume-driven, impact-
the combination of your newspaper’s print and online re-
What to Expect From OSha in 2010/2011 cruitment products is vastly stronger than any other com-
driven and technology-led sales strategies to increase
TuES., SEpT. 28 | 2 p.M. cEnTral revenue and reduce expenses
petitor because of its local presence. Are you actively le-
This Inland Webinar will highlight the renewed compliance veraging and promoting your strengths, or are you one of • Audience-based sales – building a culture that focuses on
issues that employers need to grapple with in dealing with the many who assume advertisers “will figure it out and delivering value to clients, not selling products to adver-
OSHA. The agency has changed its focus and increased its find you?” In this lively session, we will discuss specific tisers
activity dramatically, and you need to be prepared. steps you can take to improve your recruitment sales ef- With Bill Day, strategy director, Howell Creative Group,
With Brent Clark, partner, Seyfarth Shaw LLP, Chicago forts, visibility and results for local recruitment sales, cur- Williamsburg, Va.
rent agency sales and agencies not yet running with your
newspaper.
With Larry Maynard, chairman, NGM Partners LLC, Os-
Updated Sept. 9, 2010 wego, Ill. Continued on back flap

Continued from inside supervisory skills training: Your
Building Effective Ads and Responsibilities as a supervisor in 2010
Reducing Advertiser Churn thURs., sEpt. 23 | 10:30 A.m. CEntRAl
The human resources challenges for employers and
WEds., sEpt. 1 | 2 p.m. CEntRAl
managers is constantly changing. Do you have the
Effective advertising sells products and services for your confidence to deal with your employees effectively? Do
advertisers. When advertising works, your customers will you know what managerial mistakes could put your
stay happy and with the newspaper, and your “advertiser company in jeopardy? Find out with this Inland Webinar
churn” will be reduced. Find out how to keep your on hiring, termination, employee reviews and other timely
advertisers happy and coming back for more. In this Inland issues that will help you become a better, more informed
Webinar, you’ll learn: manager.
• How to connect with today’s consumer by understanding With Tom Riebock, director of Human Resources, Wick
how consumer buying patterns have changed Communications, Sierra Vista, Ariz.
• Why newspapers work to reach consumers and the
strengths they bring to the table
• How to uncover what an advertiser wants to
What to Expect from OshA in 2010/2011
communicate through his advertising and the differences sEptEmBER 2010 | dAtE tBA
This Inland Webinar will highlight the renewed compliance

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in types of ads to use
issues that employers need to grapple with in dealing with

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• A reminder of the value of advertising — why businesses OSHA. The agency has changed its focus and increased its
need to continue to advertise even when times are tough

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activity dramatically, and you need to be prepared.
• How people read the newspaper and ads in today’s With attorneys from Seyfarth Shaw LLP, Chicago

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culture

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With Sue Beck, president, Print Marketing Concepts Inc.,
Houston Untangling Web 2.0: Understanding
social media in the Workplace

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staying Cool Under sEptEmBER 2010 | dAtE tBA
Social media (Facebook, Twitter and the like) is a key focus
pressure — no matter What of our employees. This Inland Webinar will walk you
thURs., sEpt. 9 | 10:30 A.m. CEntRAl

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through navigating the legal issues underlying the
In this Inland Webinar, we’ll uncover the issues and hot dominance of social media in our lives.
buttons associated with a pressure-filled environment.
We’ll discuss reaction time and the demons that don’t go With attorneys from Seyfarth Shaw LLP, Chicago

Au
LO
away. You’ll learn the dangers of over-arousal and what
happens when you win the battle and lose the war and how to improve Your Recruitment
how not to get lost in the drama. Staying cool is all about gus
G
packaging and positioning
making choices: Taking a second look, deciding not
t|
Se
reacting and action-planning. WEds., OCt. 6 | 10:30 A.m. CEntRAl
Most newspapers continue to take whatever the
With Bill Osborne, president, The People Business, Arnold,
recruitment category gives them while others have pretty pt
Md.
much given the category up to online competitors. The em
Growing single-Copy sales:
truth is, the combination of your newspaper’s print and
be
online recruitment products is vastly stronger than any
r|
12 proven tips for Your newsroom other competitor because of its local presence. Are you
actively leveraging and promoting your strengths, or are Oc
FRi., sEpt. 10 | 10:30 A.m. CEntRAl
you one of the many who assume advertisers “will figure it to
Most newsrooms don’t focus on some of the core things
out and find you?” In this lively session, we will discuss be
they need to do to help give their single-copy sales a
boost. The wording of headlines, the design, wording and specific steps you can take to improve your recruitment r
selection of material to refer to from “top boxes” and the sales efforts, visibility and results for local recruitment
use of photos are all crucial to getting more people to sales, current agency sales and agencies not yet running
pick up the newspaper. This Inland Webinar will provide an with your newspaper.
overview of key research results and offer a dozen proven With Larry Maynard, chairman of NGM Partners LLC,
tips that will absolutely help grow circulation—even today. Oswego, Ill.
Learn what the newsroom can and can’t do to move the
numbers. For additional Inland Webinars in October, visit InlandPress.
org. Our website contains the most up-to-date listing of
With Bill Ostendorf, president, Creative Circle Media
Inland Webinars.
Works for You
Consulting, Providence, R.I.

Contracting with independent

I nland Webinars offer timely training that travels to please visit inlandpress.org for the most
Contractors — strategies for Compliance
Inland members and co-sponsoring state thURs., AUG. 19 | 10:30 A.m. CEntRAl current listing of inland Webinars.
This Inland Webinar will focus on the legal issues involved
with independent contractors and will provide a wealth of
InlandPress.org for a complete list of co-sponsoring practical information for minimizing legal liability. This is a Wage and hour law: hours,
associations. tricky area and one of key importance to the industry. Exemptions and lawsuits, Oh my!
With Camille Olson and Richard Lapp, partners, Seyfarth thURs., AUG. 26 | 10:30 A.m. CEntRAl
To register for an Inland Webinar, visit inlandpress.org
Shaw LLP, Chicago This Inland Webinar will review the landscape of federal
and select “Event Registration” under the “Training” tab.
wage and hour laws, providing a primer for HR and
Call Inland Program Director Patty Slusher at (847) 795- employers in this key area.
0380 with questions or e-mail inland@inlandpress.org. managing Yourself and leading Others —
With Alexander J. Passantino, of counsel, Seyfarth Shaw LLP,
Changes in Attitude pay Big dividends Washington, D.C.
Important Reminder: Please budget 90 minutes for each FRi., AUG. 20 | 10:30 A.m. CEntRAl
Inland Webinar; however, some Webinars may run only In this Inland Webinar, we’ll focus on how attitude affects
60 to 75 minutes in length. Length of Inland Webinars behavior and productivity. You’ll learn how to identify the Better headlines for
varies based on content and audience interaction. signposts of attitudes, how attitudes are formed, how our today’s media Environment
thinking leads to positive and negative actions and taking tUEs., AUG. 31 | 10:30 A.m. CEntRAl
responsibility for our thoughts. We’ll show how perception What do readers want from your next headline, caption,
Your Role in managing Your sales team — can turn into reality and offer tips for dealing with difficult page one “refer” or web home page? We’ll cover all the
people.
Getting Back to Being the leader With Bill Osborne, president, The People Business, Arnold,
critical elements that can make or break your appeal to
readers. Learn the importance of these elements along
thURs., AUG. 12 | 10:30 A.m. CEntRAl
In this Inland Webinar, you’ll learn how to set and Md. with proven techniques that will help dramatically
communicate goals by developing the Big Three: vision, improve all of them. This Inland Webinar will also cover
mission, goals. We’ll focus on behavior and how to improve Re-Growing Classifieds: display type and why the first rule about display type is to
everyone’s performance, return to accountability and keep forget all the rules you’ve ever heard about display type.
the pressure from overloading your sales staff, balancing Creating Effective sales scripts “They’re nuts and were not written for users,” says Bill
pressure with enthusiasm and reward, reward, reward. In WEds., AUG. 25 | 10:30 A.m. CEntRAl Ostendorf. “We have brand new rules for display type—
putting it all together, we’ll show you how to create an Every sales presentation should be scripted, but they headlines, captions, breakouts—that work and that are
action plan and set and monitor milestones. should never sound scripted. This old adage is true very different than anyone learned in college.” Ostendorf’s
whether your reps are outbound-prospecting for new views on display type come from major industry research
With Bill Osborne, president, The People Business, Arnold, business, upselling voluntary advertisers or soliciting along with his own experience running focus groups for
Md. renewals. Some of these "conversational scripts" should be dozens of newspapers. They’ll be simple tips and insights
followed as closely as possible, while others should be you can put to work today. A “must” for copy editors, news
sEO for dummies: A Few "points to cover" in the sales presentation. In this Inland editors, designers and top managers.
Webinar, you will be provided with a few sample scripts
things You need to Know that you can modify for use at your publication, as well as
Consulting, Providence, R.I.
FRi., AUG. 13 | 10:30 A.m. CEntRAl learn the dos and don'ts of effective sales script order,
Search engine optimization is a critical aspect of your phrasing and timing.
website. Even if you have one of the major website-hosting
With Richard Clark, president, Classified Development,
sales sheets for Outbound
firms managing your site, many aren’t addressing critical
SEO factors. In this basic session, we’ll focus on removing Johnson City, Tenn. prospecting: how to Create them,
the mystery about how search engines find and feature and the Right Way to Use them
your site and simple steps you can take to improve how Readers, Relationships, Revenue WEds., sEpt. 1 | 10:30 A.m. CEntRAl
well your stories perform in search optimization. WEds., AUG. 25 | 2 p.m. CEntRAl To re-grow classifieds, newspapers need to outbound-
With Bill Ostendorf, president, Creative Circle Media Newspapers that identify loyal readers and build prospect as though the phone might never ring on its own
Consulting, Providence, R.I. relationships by targeting their lifestyle interests can turn ever again. Getting prospects interested in advance of the
those relationships into lucrative opportunities, valued sales call boosts the success of outbound efforts
by audiences and advertisers alike. Ruth Presslaff from tremendously. The right benefit sales sheets sent in advance
Keeping the Workplace harassment-Free — Presslaff Interactive Revenue, an e-mail/database of the call are a great tool for creating this interest. In this
legal Obligations of managers marketing company that provides software and Inland Webinar, you will learn the basic principals behind
WEds., AUG. 18 | 10:30 A.m. CEntRAl marketing expertise to more than 1,000 media creating simple sales sheets that grab more attention from
This Inland Webinar will discuss the full range of legal properties, will cite case studies demonstrating the prospects, and the right way to use them.
obligations faced by today’s managers. We will discuss endless opportunities to market to core customers once With Richard Clark, president, Classified Development,
practical steps employers can take to minimize liability you know who they are. Johnson City, Tenn.
and provide guidance on policies and practices. With Ruth Presslaff, president, Presslaff Interactive Continued on back flap
With Pamela Q. Devata, partner, Seyfarth Shaw LLP, Chicago Revenue, Torrance, Calif.
Updated July 21, 2010

Plan Now to Attend
The Positive Story About Newspapers: These LIve Training Sessions
Actionable Ideas to Strengthen
Your Competitive Position CIRCuLATION mANAGemeNT ACADemY
TueS., JuNe 22 | 10:30 A.m. CeNTRAL Practical training for those involved in day-to-day manage-
Your newspaper is not a commodity; it has many positive ment of circulation operations. Academy includes training
strengths and provides benefits to advertisers no other in home deliver and single copy sales; customer service;
media can. This lively session will burst the bubble of the administrative duties and reporting; and more.
perceived imminent demise of the newspaper industry by June 10-11 | Des Plaines, Ill.
highlighting the key strengths of your newspaper and the
industry overall. Newspapers have lost sight of the differ- ADveRTISING exeCuTIveS CONfeReNCe
ence between “not performing as well as we once did but Revenue idea sharing, staff development and organization-
still a profitable enterprise” and “soon going out of busi- al strategies and problem-solving tips for newspaper ad-
ness.” This session is designed to give every participant ac- vertising and operations management staff.
tionable ideas and information they can use immediately June 15-16 | Arlington Heights, Ill.
to strengthen their sales story, their competitive position
mANAGemeNT & COSTS WORkShOP

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and to motivate and refocus their associates. There are
more than 1,400 daily newspapers and thousands of week- This workshop provides an overview of benchmarking, a

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ly newspapers that continue to provide coverage, audience high-level summary of the 2010 National Cost & Revenue

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reach and deliver customers to advertisers like no other Study results, followed by a working session using case
media, and it’s time we delivered that message. studies to provide participants with a greater understand-

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With Larry Maynard, president, NGM Partners, Oswego, Ill. ing of how to maximize the benefits of study participation.

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June 29 | Des Plaines, Ill.
Developing and Selling a multimedia NeW buSINeSS DeveLOPmeNT CONfeReNCe

CA IN
Advertising Program: Packaging, Share ways to make money through new and emerging
Commission and Training print and online products. Sessions also include staff de-
ThuRS., JuNe 24 | 10:30 A.m. CeNTRAL velopment and organizational and motivational strategies.

TA AR
Sales success will come from redesigning your advertising Aug. 5-7 | Arlington Heights, Ill.
offering to increase revenue per advertiser campaign with
your local business customers. Improve your customer’s re- GROuP exeCuTIveS CONfeReNCe

LO
sults by developing and offering multimedia solutions that Exclusive annual gathering for newspaper group executives
give advertisers more reach, more frequency, more touch and publishers for updates on business strategies and op-
points to the consumer, priced at a good value for double erational tactics for those managing multiple properties.

G
the audience reach. Improve sales performance with your Sept. 15-16 | St. Louis
sales team through simple-to-use customer materials, sales
skill training and a redesigned commission plan. This ses- 125Th ANNuAL meeTING Ma
sion will help you explore building a multimedia pricing, Annual convocation of newspaper owners, executives and
y
packaging, commission, sales toolkit and training program. publishers for updates on business strategies and tactics
including revenue, distribution, editorial, legal updates and | J
With Debbie Holzkamp, president, HDS Premier Consulting,
online issues. un
LLC
Oct. 24-26 | Chicago e
Important Reminder
Please budget 90 minutes for each Inland Webinar, howev- Inland Press Foundation
er, some Webinars may run only 60-75 minutes in length.
Length of Inland Webinars varies based on content and au- 701 Lee St., Suite 925
dience interaction. Des Plaines, IL 60016
(847) 795-0380
more Webinars Added Regularly! FAX: (847) 795-0385
inland@inlandpress.org
Check InlandPress.org for the most current list of Inland
Works for You
Webinars. InlandPress.org

Ten Steps to a Practical monetize Your Website: Web Advertising
you. Webinars are 60-90 minutes and cost $75 for
Performance management
Program for the New economy
WeDS., mAY 12 | 10:30 A.m. CeNTRAL
Options and Strategies That Work
TueS., mAY 18 | 10:30 A.m. CeNTRAL
This Inland Webinar will cover a thorough strategic adver-
tising plan beginning with assessing the value of your news
Many newspaper owners and top executives would like to
associations. To register for an Inland Webinar, visit implement a more formal performance management pro- content website to develop target revenue numbers. Our
InlandPress.org/training. Online registration is safe, secure gram to help spur high productivity. They would also like speaker will discuss the best banner sizes and ad formats
and easy to use. to change weak performers more quickly to acceptable for advertisers (leaderboards, half page, medium box, stat-
levels of performance or to exit the business. Unfortunate- ic ad, animated Gif, flash ad, and rich media); ad placement
Register online at InlandPress.org. Select “Event ly, they don’t have the expertise within their company to options for advertisers (homepage vs. in-story placement);
guide them through the process of determining what type niche content; how to sell small but valuable inventory
Registration” under “Training.” Call (847) 795-0380 with
of program would work best for them. In addition, they and how to go to market strategies for new categories/
questions or e-mail inland@inlandpress.org. To suggest a niche sites; selling SOV vs. CPM or both; packaging strate-
Webinar topic, e-mail inland@inlandpress.org have experienced complicated and poorly run perfor-
mance management programs that have created cynics of gies/program development; and finally, rolling it all out.
the work force and are the brunt of Dilbert cartoons. Learn This is a very comprehensive web advertising Inland Webi-
Please visit InlandPress.org for nar you won’t want to miss!
the 10 steps to implement a practical Performance Man-
the most current listing of Inland Webinars. agement Program for your newspaper. * This Inland Webi- With Jane Bogue, digital media consultant, Wells, Maine
nar pairs nicely with the May 5 session with Mark Ernst.
The fly in the Ointment: effectively With Mark Ernst J.D., president, Ernst Enterprises, LLC Working Through the haze: everything
managing the Problem employee You Need to know About e-Readers
WeDS., mAY 5 | 10:30 A.m. CeNTRAL evaluating Your Sales WeDS., mAY 26 | 10:30 A.m. CeNTRAL
Problem employees are not only difficult to manage, but
they can destroy morale and consume an inordinate
Performance for Local Sales Success You’ve heard the names — Kindle, Nook, Sony. But what do
e-readers mean to you? We’ll look at the e-readers that are
ThuRS., mAY 13 | 10:30 A.m. CeNTRAL
amount of a manager’s time. And in a difficult economy, on the market, the differences between them, how you get
Every sales organization is struggling to elevate their sales
these employees may become more prevalent, just when content to them and how they could impact the publish-
performance and results. That challenge becomes greater
you need them the least! In this workshop, we will discuss ing business.
every day as we add new products, require our sales asso-
the most challenging problem employees, why managers With Ray Marcano, Internet general manager, Cox Ohio
ciates to be multimedia experts, and try to sell in an ever-
are having a difficult time addressing this category of Publishing
expanding competitive environment. This lively session
worker, and discuss actions managers can take to minimize
will clearly outline the steps each newspaper needs to en-
the likelihood of a problem employee, and ways to make it
easier to have those challenging discussions with the prob-
sure sales success. The ideas can be implemented immedi-
ately to positively impact your sales organization and its
Three Steps to effective Sales Interviewing
lem employee. * This Inland Webinar pairs nicely with the WeDS., JuNe 9 | 10:30 A.m. CeNTRAL
results. This step-by-step plan will cover sales planning, This Inland Webinar will cover the most critical step in
May 12 session with Mark Ernst
revenue retention and growth, staff evaluation, how to sales: effective interviewing. To be truly consultative in
With Mark Ernst J.D., president, Ernst Enterprises, LLC identify and resolve internal and external obstacles, how your sales approach with advertisers and prospects, you
to make the most or your sales time and, most important- need to understand their aspirations, concerns, target mar-
Serving National Advertisers ly, how to think like your advertiser. ket, inventory mix, peaks and valleys, advertising budget,
Through Your Local Newspaper Sites With Larry Maynard, president, NGM Partners, Oswego, Ill. etc. This session covers the basic questioning skills (asking
TueS., mAY 11 | 10:30 A.m. CeNTRAL closed-ended and open-ended questions) as well as delv-
What are digital advertisers looking for in local websites? Weekly Newspaper focus: effective ing deeper into elaboration and reflective questions. The
B.A.C.K. T.O. B.A.S.I.C.S. interview process is covered that
How do they make their buying decisions and what can
you do to influence their digital spending? We’ll discuss
Websites for Weekly Newspapers (Repeat) gives the student a more systematic approach to needs-
best practices in digital advertising, how your local site fits
fRIDAY, mAY 14 | 10:30 A.m. CeNTRAL analysis interviewing.
Back by popular demand, this Inland Webinar will cover With John Lindsey, president, Lindsey & Associates, Phoenix,
into the big picture, and how to best work with national
the basics of what you need on your website and what you Ariz.
advertisers to maximize your digital revenue.
don’t, how to keep it active and what kinds of costs you
With Katie Risch, director of Media Relations, Centro, Chi- might incur. How much should your website reflect the pa-
cago per or go beyond it? We'll address design and user re-
search, staffing, writing for the web and new revenue op-
ImPORTANT NOTe: portunities. This session will give you a solid overview of
how you stack up, where you should go and what not to
Please budget 90 minutes for each Inland Webinar, howev- bother with! We’ll include live feedback on the first 10
er, some Webinars may run only 60-75 minutes in length. websites that sign up!
Length of Inland Webinars varies based on content and au- With Bill Ostendorf, president, Creative Circle Media Con-
dience interaction. sulting, Providence, R.I.
updated April 21, 2010 Continued on bACk flAp

Advanced Web Analytics: What’s plan Now to Attend
Available and Using the Data Effectively These liVE Training sessions:
WEDs., April 28 | 2 p.m. CENTrAl
A detailed look into the differences between Web analytic
companies including Omniture, Nielsen, Google and oth- CirCUlATiON mANAGEmENT ACADEmY
ers and how their methodologies differ and how that can Practical training for those involved in day-to-day manage-
translate into buying into the right company for you. Learn ment of circulation operations. Academy includes training
how to use the information correctly to service advertisers in home deliver and single copy sales; customer service;
and sell more advertising and to create marketing materi- administrative duties and reporting, and more.
als that tell the right story about your Web site traffic. May 2010 | Location: TBD
With Henry Lopez, Web editor, the Santa Fe New Mexican,
Santa Fe, N.M. ADVErTisiNG ExECUTiVEs WOrkshOp
Revenue idea sharing, staff development and organization-
al strategies and problem-solving tips for newspaper ad-
Three steps To Effective sales interviewing vertising and operations management staff.
DATE TBA | 10:30 A.m. CENTrAl
This Inland Webinar will cover the most critical steps in June 2010 | Location: Chicago

IN
sales: effective interviewing. To be truly consultative in your
NEW BUsiNEss DEVElOpmENT CONfErENCE

10
sales approach with advertisers and prospects, you need to
understand their aspirations, concerns, target market, in- Share ways to make money through new and emerging

LA
ventory mix, peaks and valleys, advertising budget, etc. This print and online products. Sessions include staff develop-
session covers the basic questioning skills (asking closed- ment and organizational and motivational strategies, as

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20
ended and open-ended questions) as well as delving deeper well.

EB ND
into elaboration and reflective questions. The B.A.C.K. T.O. August 2010 | Location: Suburban Chicago (DoubleTree
B.A.S.I.C.S. interview process is covered that gives the stu- Hotel)
dent a more systematic approach to needs-analysis inter-

CA IN
viewing. Rapport building and listening bookend the ques- GrOUp ExECUTiVEs CONfErENCE
tioning process and give the student what is termed “The Exclusive annual gathering for newspaper group executives
Triangle Of Success For Sales.” Using these interviewing and publishers for updates on business strategies and op-

TA AR
skills will add to your success rate in advertising sales. erational tacticis for those managing multiple properties.
With John Lindsey, president, Lindsey & Associates, Phoenix, September 2010 | Location: St. Louis
Ariz.

LO
125Th ANNUAl mEETiNG
Annual convocation of newspaper owners, executives and
publishers for updates on business strategies and tactics

G
including revenue, distribution, editorial, legal updates and
online issues.
Oct. 24-26, 2010 | Location: Renaissance Chicago Hotel Ma
rc
h
| A
Visit inlandpress.org for the latest pr
information on inland training sessions. il

Inland Press Foundation
701 Lee St., Suite 925
please visit inlandpress.org for
the most current listing of
Des Plaines, IL 60016
(847) 795-0380
inland Webinars.
FAX: (847) 795-0385 Inland Inland Press Foundation
inland@inlandpress.org Works for You

I nland Webinars offer timely training that travels to Webinar Details making Big Dollars With Online Video
you. Webinars are 90 minutes and cost $75 for In- ThUrs., April 22 | 10:30 A.m. CENTrAl
Register online at InlandPress.org. Select “Event Registra- You don’t have to produce expensive TV spots. You don’t
land members and co-sponsoring state association” under “Training.” Call (847) 795-0380 with questions have to know about Flash. And, you don’t even have to
tions and $125 for non-members. See InlandPress.org or e-mail inland@inlandpress.org. To suggest a Webinar have any online video news content (but you should). This
for a complete list of co-sponsoring associations. To reg- topic, e-mail inland@inlandpress.org Inland Webinar will offer a concise, dynamic overview of
ister for an Inland Webinar, visit inlandpress.org/training. what you can do today to start making money with online
Online registration is safe, secure and easy to use. video, with very little risk and lots of reward. Mike Blinder
will even show how to steal these dollars from local
media relations: Connecting Online sales structure and broadcast TV and cable operators.
With sources is a Two-Way street sales program Development With Mike Blinder, president, Blinder Group, Inc., New Port
Richey, Fla.
fri., mArCh 19 | 10:30 A.m. CENTrAl April 15 | 10:30 A.m. CENTrAl
Confrontations are unavoidable if newspapers are doing Online advertising sales structure needs to be addressed
their jobs reporting both good and bad news. Relationships differently at every operation. This Inland Webinar will Building Effective Ads and
don’t always have to be rocky; however, connecting with take you from start to finish, addressing the many aspects
sources is a two-way street. This Inland Webinar offers to consider when developing an online sales plan. Find out
reducing Advertiser Churn
practical tips on how to foster an understanding so tradi- how to monetize your Web site by developing programs TUEs., April 27 | 10:30 A.m. CENTrAl
tional and nontraditional sources will be equally forth- and utilizing ad formats that resonate with advertisers and Effective advertising sells products and services for your
coming with good and bad news. generate results. advertisers. When advertising works, your customers will
stay happy and with the newspaper, and your “advertiser
With Jim Pumarlo, newspaper consultant, Community In this Inland Webinar, you’ll learn: churn” will be reduced. Find out how to keep your adver-
Newsroom Success Strategies, Red Wing, Minn. • How to establish the right structure for your operation tisers happy and coming back for more.
and make the right decisions to position your organization In this Inland Webinar, you’ll learn a lot, including:
Weekly Newspaper focus: Effective for stability and growth
• How to connect with today’s consumer by understanding
• The pros and cons of traditional sales teams, online-only
Web sites for Weekly Newspapers teams or a hybrid approach
how consumer buying patterns have changed
TUEs., April 6 | 10:30 A.m. CENTrAl • Why newspapers work to reach consumers and the
• The differences in what your traditional sales force strengths they bring to the table
We’ll cover the basics of what you need on your Web site
should sell as opposed to an online-only sales force and
and what you don’t, how to keep it active and what kinds • How to uncover what an advertiser wants to communi-
how to develop packages that sell out
of costs you might incur. How much should your Web site cate through his advertising and the differences in types of
reflect the paper or go beyond it? This Inland Webinar will • Why training your reps in several key areas to deliver sol- ads to use
address design and user research, staffing, writing for the id, accurate and necessary Web-related information may
be the most important thing you can manage to be suc- • A reminder of the value of advertising and why business-
Web and new revenue opportunities. This isn’t intended to es need to continue to advertise even when times are
dive deep on any topic but to give you a solid overview of cessful.
tough
how you stack up, where you should go and what not to • Managing your effort through a consistent message from
bother with! Plus, we’ll include live feedback on the first 10 management, goals, accountability and compensation. With Sue Beck, president, Print Marketing Concepts Inc.,
Web sites that sign up! Houston
With Jane Bogue, Digital Media Consultant, Wells, Maine
Consulting, Providence, R.I. Your Best strategy for leveraging ABC’s
The sales Compensation Dilemma: Aligning Audit Changes to Boost Ad revenue and
Driving productivity and motivating With Your pay, product lines and sales Goals Grow Circulation
Non-financial practices and incentives TUEs. April 20 | 2 p.m. CENTrAl WEDs., April 28 | 10:30 A.m. CENTrAl
TUEs., April 13 | 10:30 A.m. CENTrAl Nothing impacts the performance of your sales organiza- The Audit Bureau of Circulations (ABC) fundamental mea-
It’s not ALL about money. This Inland Webinar will focus on tion, positively or negatively, more than your compensa- suring stick of paid circulation is about to get a facelift in
the management practices that can drive productivity tion program. Your business has changed dramatically, and October. Is your newspaper prepared? Does your circula-
without increasing costs. We will cover the eight steps that your product line has changed dramatically. If you find tion department understand the new rules? Has your cir-
drive productivity. We will also focus on the role non-fi- yourself asking, “Why don’t my people sell the products I culation manager explained the impending changes to
nancial incentives have on changing employee behaviors. need them to sell?” your comp program is likely out of your advertising department? This Inland Webinar will re-
This Inland Webinar will encourage attendees to assess the sync with your goals and today’s needs. This session will view the most recent ABC rule changes and the changes
business' engagement practices; identify the actions that provide actionable ideas and information to realign your set to take effect on October 1. In addition, you’ll learn
must change to move to an accountability culture; discuss compensation program to best drive the sales behavior what key strategy questions you need to consider in order
strategies for implementation of actions; and discuss the your business needs. to make sure both your circulation and advertising depart-
importance of alignment of recognition and reward sys- With Larry Maynard, president, NGM Partners, Oswego, Ill. ments are up to speed.
tems. With Steve Wagenlander, director of Audience Develop-
With Mark Ernst J.D., president, Ernst Enterprises, LLC. ment at the Post and Courier in Charleston, S.C.
updated march 12, 2010 Continued on baCk flap

plan now to Attend These
For Editorial Departments:
The Art of the Interview lIVE Inland Training sessions
TuEs., AprIl 19 | 10:30 A.m. CEnTrAl
The best interviews resemble a conversation as opposed
moBIlE AnD soCIAl nETWorkIng BooT CAmp
Inland's 2011 Mobile and Social Networking Boot
to a grilling. This Inland Webinar will cover how you create
that conversation experience while still maintaining con- Camp will be a day-and-a-half workshop designed to
trol of the interview. We’ll also cover the single most com- help you understand the mobile and social networking
mon challenge during an interview that trips up even vet- environment and give you the information you need to
eran journalists, and how you either hurt or help the inter- develop a strategy for your news operation.
view based on what you project to the interviewee. April 27-28 | Suburban Chicago
With Kim Strong, director of Business Development and
writing coach, The Patriot-News, Harrisburg, Pa.

Tips for Improving newsstand sales
126Th AnnuAl mEETIng
Annual convocation of newspaper owners, executives
and publishers for updates on business strategies and 2011
INLAND
Thurs., AprIl 21 | 10:30 A.m. CEnTrAl tactics including revenue, distribution, editorial, legal
Newsrooms hate it when circulation folks tell them they updates and online issues.
are running the wrong stories. But most newsrooms don’t Oct. 16-18 | Chicago
build page 1 for effective newsstand sales, either. This In-
land Webinar will reveal some of the proprietary research To learn more about Inland Training, visit InlandPress.

WEBINAR
org and click on the "Training" tab.
conducted by Creative Circle Media Solutions to learn
how to improve newsstand sales. Learn how many budget
meetings manage to pick the wrong stories for page 1 re-
fers and how to fix it. Other key elements include the

Inland
wording of display type; alternative story forms and writ-

CATALOG
ing approaches; broadening the audience in headlines;
what is an appropriate number of elements above the fold;
and photo usage. The solution to growing newsstand sales
is getting newsrooms to abandon age-old rules about how
to write display type and captions and produce content Works for You
for readers, not rulebooks.
With Bill Ostendorf, president, Creative Circle Media Solu-
tions, Providence, R.I.
March | April | May
Improve Your newspaper Inland Press Foundation
Website with Better Web Design 701 Lee St., Suite 925
Thurs., mAY 5 | 10:30 A.m. CEnTrAl Des Plaines, IL 60016
Media sites are among the most cluttered and dysfunc- (847) 795-0380
tional sites on the web, and it’s time to shake things up.
This Inland Webinar will help you find your own way in- FAX: (847) 795-0385
stead of just following the crowd. How can newspapers inland@inlandpress.org
build audience and develop content for the web through
better design? What kinds of solutions can we develop for InlandPress.org
advertising and revenue growth? How can we increase
click-throughs on news and advertising? Want to learn
what the latest research really means? Want to know what
the biggest mistakes newspapers are making on the web?
This Inland Webinar will challenge you to change some
core approaches you are taking to your website and give
you a lot to think about. Get ahead of the competition
with a better perspective on what makes websites work
and what is holding newspapers back.
Works for You
With Bill Ostendorf, president, Creative Circle Media Solu-
tions, Providence, R.I.

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