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                                                            .
Inland’s 125th Annual Meeting
    October 24-26 | Renaissance Chicago Hotel


Inland Press
 Association    Foundation   InlandPress.org
                                               For program details,
                                               see page 5, call
                                               (847) 795-0380 or
                                               visit InlandPress.org.
124th Annual Meeting
                                                                                              New Models
                                                                                                              New Revenues
                  Oct. 25-27, 2009 | Renaissance Chicago Hotel



                                                                                                                            New Solutions




                                                                 Attend the Inland Press Association’s124th Annual Meeting,                     For more information,
                                                                 Oct. 25-27, 2009, at the Renaissance Chicago Hotel, in downtown
                                                                 Chicago. Newspaper executives will find excellent training and networking      see page 5, call
                                                                 opportunities at this must-attend event. This year’s session topics include:   847-795-0380 or
                                                                                                                                                visit inlandpress.org
                                                                 • Separating Truth from Fiction on    • Legal Update: Risks and
                                                                 Newspapers in Recession               Opportunities Facing Newspapers

                                                                 • The Economics of Publishing in a
                                                                 Free Content Market

                                                                 • Event Marketing and How It Can
                                                                                                       • New Revenue Generators: Mobile,
                                                                                                       Video, Local Search, Personalized
                                                                                                       News and More                             Inland
                                                                 Service Advertisers and Drive         • Models for Revenue — The Issue          Works for You
                                                                 Revenue                               of Charging for Content

                                                                                                                                                    Photo courtesy of © City of Chicago
Attend the
   2011 New Business
   Development
   Conference
   August 4-5
   The Omaha (Neb.) World-Herald




   “Creating a Culture of Innovation                        Hotel:

                                                                                                                 Inland
                                                            Hilton Garden Inn Omaha Downtown/Old
   and New Revenue Development”                             Market Area, 1005 Dodge St., Omaha, NE
                                                            68102.
   Sessions include:                                        Phone: (402) 341-4400
   • Online Initiatives to Grow Market Share                Room Rate: $129 for single, double or king
                                                            Cut-off date for this rate is Wednesday, July 29.
                                                                                                                 Works for You
   • Creating a Culture of Innovation
                                                            Shuttle service will be provided.
   • New Product Development
   • Understanding the Retailing Environment                Conference registration opens at 8 a.m. on          For more information
                                                            Thursday, Aug. 4, followed by sessions from
   • Effective Advertising and Professional Presentations   8:30 a.m. to 5 p.m. On Friday, Aug. 5, sessions      or to register, visit
   • Monetizing Social Media                                run from 8 a.m. to 4 p.m., when the conference
                                                                                                                  InlandPress.org.
   • Employee New Business Rewards and Incentive Programs   adjourns.


PAGE 6 The Inlander | InlandPress.org | JUNE 2011
Last chance
to register
      Newspaper
• Informative and
motivational speakers




                                   Business
• Roundtables and “great
idea” exchanges to help
grow your revenue




                                Development
• Great ideas for specialty
products, special sections,
niche publications, multi-
platform sections, online and



                                 Conference
e-mail products, content,
design, sales and marketing

• Attendees receive Great
Idea DVD that includes all
contest entries                                     Aug. 6-8, 2009
For more information, see                         Doubletree Hotel
page 6, call 847-795-0380                     Arlington Heights, Ill.
 or visit nbdn-inland.org.




     newspaper business
     development network
                                Inland Press
                                Association    Foundation   inlandpress.org
$219,375*
                                                                      Your employees are
                                                                   your most precious assets.




                                                          Losing them is costing you
                                                        thousands of dollars every year.
                                                       I
                                                           nland can help you reduce turnover and save money with the Employee Attitude Survey and the
                                                           Newspaper Industry Compensation Survey. Inland’s industry standard for compensation planning and the
                                                           employee survey can help your media company hire the right employees, set the right compensation, and
                                                       find the right motivation to keep them productive and engaged. Enroll today at InlandPress.org/Research
                                                       and start keeping more of your cash.


                                                                                                                                                       Inland
                                                       * Annual costs related to employee turnover based on a mathematical calculation of
                                                       a business with 100 employees. Costs include separation pay, termination and hiring
                                                       administrative costs, employee pre-screening, interviewing, background checks, medical
                                                       exams, time spent doing the employee’s work until a replacement is found, productivity loss,
                                                       a new employee’s learning curve, and more.                                                      Works for You
                                                                                                           Source: University of Wisconsin Extension


 PAGE 18 The Inlander | InlandPress.org | MARCH 2011
Thrive in a                           Attend the
  fast-changing world ...
                                           Group Executives
                                              Conference
For more, see page 10,
call 847-795-0380 or
                                                                Sept. 21-23, 2009
visit inlandpress.org                                       InterContinental Hotel
                                                                 Kansas City, Mo.

                                                  • Understand the evaluation and financing
                                                    of newspapers in today’s marketplace.

                                                  • SEO, SEM, rich media, video,
                                                    directories, search or e-mail
                                                    marketing—which yield the most
                                                    revenue and how can you get it?

                                                  • Get the latest cost-cutting efficiencies
                                                    and strategies to use at your
                                                    newspaper.




Inland              Inland Press Foundation
Works for you Your Best Value in Media Training
Ideas
                                                                                                       How newspaper group
                Listen Up.                                                                             executives will benefit
     Inland Press Foundation Webinars                                                                  from Inland and SNA
                                                                                                          Newspaper leaders will find           newspapers for sale or for acquisi-
                           Look at what they’re saying:                                                quality training and valuable net-
                                                                                                       working opportunities when the
                                                                                                                                                tion in today’s economy? What do
                                                                                                                                                you recommend when a newspaper
                                                                                                       Inland Press Association and the         transaction becomes necessary or
                                                                                                       Suburban Newspapers of America           highly desirable? Is there any cap-
       “Well done. Great speaker and great                     “The Webinars are a very efficient      join forces this fall.                   ital out there for newspaper acqui-
       information. I hope our management                      way of keeping informed of the             Inland’s Group Executive Con-         sitions, refinancing or other major

       team takes this information seriously                   latest information. They are greatly    ference will be held in conjunction      capital purposes? What are the
                                                                                                       with SNA’s Publishers’ & Adver-          prevalent terms?
       and makes the much-needed                               appreciated.”                           tising Directors’ Conference Sept.          Values of newspapers in the cur-
       changes. Thank you for your time,                       — Mark Wolf, The Truth, Elkhart, Ind.   21-23 at the InterContinental Hotel      rent market can still be established
                                                                                                       in Kansas City, Mo.                      based on EBITDA multiples and
       and I must say the follow-up and                                                                   “Inland is all about improving        hard assets, but the caveat is the
       communication prior to the Webinar                                                              business practices and results,” said    lack of a “bottom” for forecast prof-
       was fabulous! Well done.”                                                                       Ray Carlsen, Inland’s executive          its. Where available financing has
                                                                “Packed with useful information.       director. “The efficiencies and syn-     slowed transactions, creative seller-
                            — Tiffany Willard,
                                                                Good presenters.”                      ergies represented by this collabo-      financed deals are making a come-
            Dubuque (Iowa) Telegraph Herald                                                            ration can encourage all newspa-         back. With John Cribb, managing
                                                                                — Clara Tappa,         pers to work together and improve        director, Cribb, Greene & Associ-
                                                                         Kenosha, (Wis.) News          the business.”                           ates, Bozeman, Mont.; Owen Van
                                                                                                          “The Inland Group Executives’         Essen, president, Dirks, Van Essen
                                                                                                       conference has a great reputation,       & Murray, Santa Fe, N.M.; and
                                                                                                       and we are delighted that they will      Frank Greuter, Sr. V.P., Citizens
      “I found the Webinar to be
                                                                                                       be joining us in Kansas City this        Bank, Publishing Group, Boston.
      very helpful. Quite a few                  “Very informative            “Great Webinar.          fall,” said Nancy Lane, president of        Building an Opportunity Map
      things discussed in the                    especially for small         We need as much          SNA. “By joining forces, we can          for Online Ventures — Whether
      Webinar are already in                     papers such as ours.         online education as
                                                                                                       provide even better programming          it’s SEO, SEM, rich media, video,
                                                                                                       to the members of both organiza-         directories, search or e-mail mar-
      place here in Edmonton.                    We’ll do more.”              possible.”               tions. This is a win/win for all.”       keting, all content areas do not gen-
      However, the idea for                        — Marshall Smith,           — David Jakeman,           The Group Executives Confer-          erate equal revenues. Which yield
      a Recruitment Media                             Idyllwild (Calif.)        Messenger News,        ence will start with a reception         the most revenue and how can we
                                                                                                       Monday evening, Sept. 21, and            get it? Find out how we can trans-
      Kit made attending the                               Town Crier             Fort Dodge, Iowa     continue Tuesday, Sept. 22—one           late the web business we have to a
      Webinar well worth it.                                                                           day prior to the official start of the   sustainable business model by fo-
      Thank you.”                                                                                      SNA Fall Conference. The groups          cusing on the right things that pay.
                                                                                                       will have joint programming for the      Finally, take advantage of your op-
                   — Willy Grant,
                                                                                                       morning sessions on Wednesday,           portunity by understanding how to
          The Edmonton Journal,                      “The Webinar was helpful. I can’t take all my     Sept. 23.                                measure, price and sell your total
                 Alberta, Canada                     account reps out of the office, but the quick        Members of both associations          audience.
                                                     and to-the-point presentation is good info.”      will have access to the full Inland         Cost-Cutting Efficiencies and
                                                                                                       and SNA programs at member               Strategies — Topics to include
                                                     — Tina West, Courier Times, New Castle, Ind.      rates. On Wednesday morning, In-         content alternatives, outsourcing,
                                                                                                       land Press members have the op-          centralization, partnership oppor-
                                                                                                       portunity to participate in a joint      tunities, elimination/reduction of
                                                                                                       session with SNA Fall Conference         services newspapers thought they
                                                                                                       attendees. Inland members can reg-       couldn’t live without, and more.
       Find out what
                                                                     Inland
                                                                                                       ister to attend the rest of the SNA         HR Law Updates — A new ad-
                                                                                                       Fall Conference for an additional        ministration at the federal level is
                                                                                                       $404 for SNA on Wednesday af-            bringing substantial change that
     everyone is getting                                                                               ternoon, all day Thursday and Fri-       will greatly effect newspaper op-


     excited about. Visit
                           Works for You                                                               day morning sessions.
                                                                                                       Tuesday sessions include:
                                                                                                                                                erations. This is an essential session
                                                                                                                                                for those who want to be proactive
                                                                                                                                                in dealing with change.
                                                                                                         Evaluation and Financing of               For a complete list of Wednes-
     Inlandpress.org/training/webinars                                                                 Newspapers in Today’s Market
                                                                                                       — How in the world do you deter-
                                                                                                                                                day’s half-day joint sessions and to
                                                                                                                                                register, please visit Inlandpress.
                                                                                                       mine a realistic value and price on      org/training.

PAGE 10 The Inlander | Inlandpress.org | JUNE 2009
Honor your journalists

Enter the 2009


Newsroom
  Contests          Inland Press Association invites entries to its 2009
                    Newsroom Contest to recognize high-quality performance,
                    encourage, motivate and re-energize newsroom staff and
                    prominently identify newspaper excellence.

                     · Community Leadership Award, co-sponsored by             · Editorial Excellence Awards, co-sponsored by William
                        University of Missouri School of Journalism            Allen White School of Journalism, University of Kansas



Inland
                  · Local News Writing Awards, co-sponsored by University of   · Front Page Contest, co-sponsored by Medill School of
                    Kentucky School of Journalism and Telecommunications                 Journalism, Northwestern University

                                    · News Picture Contest, co-sponsored by Indiana University School of Journalism
Works for You
                For more information, see page 4, call 847-795-0380 or visit InlandPress.org
Inland
                                                                                  Works for You




         CHANGING MODELS
     on distributing and protecting
content and serving the community




2010 Key
Executives Conference
    Feb. 28 - March 3 | South Seas Island Resort | Captiva Island, Fla.
           For more information, see page 5, visit InlandPress.org or call (847) 795-0380.
20 Reasons to Attend Inland’s
 Key Executives Conference
15                                                                              2
         You’ll learn everything you need to know about E-Readers.                     You’ll get tips on how to organize for speed and flexibility to
         (Presented by Ray Marcano, Internet general manager, Cox                      expand your commercial opportunities and grow new revenue.
         Ohio Publishing)                                                              (Presented by Chuck Peters, CEO, Gazette Communications)




1 You’ll know how to get your share of the projected $3 billion in political ad spending in 2010.
  (Presented by John Kimball, president, The John Kimball Group LLC, and former Newspaper
  Association of America chief marketing officer)                                                        16
                                                                                                                        You’ll appreciate the opportunity
                                                                                                                        to network with like-minded,
                                                                                                                        successful professionals.




7                                                13
   You’ll get ideas (and share some of your                      You’ll discover how to take advantage of ad networks without them taking
   own) on how to generate new revenue                           advantage of you.
   during Inland’s Idea Exchange.                                (Presented by Kerry Oslund, vice-president of Digital Media for Schurz Communications)




6                                                                10
   You’ll see some of the winners of 2010 Print                                 You’ll find out what national retailers are looking for from local
   Quality Competition, co-sponsored by Southern                                newspaper sites and how you can be a part of this growth opportunity.
   Lithoplate, and the New Frontier Awards.                                     (Presented by Katie Risch, director of Media Relations, Centro, Chicago)




8  You’ll learn about the real opportunities that exist to help you launch a paid content model in 2010.
   (Presented by Gordon Crovitz, former publisher of the Wall Street Journal and co-founder of Journalism
   Online Venture)                                                                                                 19            You can participate
                                                                                                                                 in Inland’s Tennis
                                                                                                                                 Tournament.




17                                                          14
         You’ll hear about the latest current social                       You’ll leave the conference with proven ways to ensure your sales staff
         media strategies that foster community                            produces top sales results.
         engagement and reach new customers.                               (Presented by Mike Blinder, president, The Blinder Group, New Port Richey, Fla.)




3                                                                          11
  You’ll hear Pulitzer Prize-winning journalist Alex S. Jones,                          You’ll enjoy an Oceanside reception sponsored by Publishing
  director, Harvard University’s The Joan Shorenstein Center on                         Group of America (American Profile, Relish and Spry
  the Press, Politics and Public Policy, deliver a keynote speech.                      magazines) with great food, cocktails and conversation.




9                                                                           5                                          18
  You’ll learn how to better leverage your products with your audience                   You can join the Inland                      Your spouse or guest
  in today’s economy.                                                                    Golf Tournament while                        can enjoy a Shelling
  (Presented by Sue Beck, president, Print Marketing Concepts Inc., Houston)             at the resort.                               Cruise to Cayo Costa.




12                                               20
        You’ll be able to plan and shape                        You’ll learn about the legal challenges facing newspapers and what to do about them.
        the future of Inland Press during                       (Presented by Camille Olson and Richard Lapp, partners, Seyfarth Shaw, Chicago)
        committee planning meetings.




4
  You’ll hear about newspapers that have improved their classified                           There’s lots more to do while at Captiva Island — boating,
  advertising strategies.                                                                    fishing, kayaking, jet skiing, swimming (in resort pools or the
  (Presented by Mark Stange, classified advertising director, Cox Newspapers)                beach), go shopping or visit an art and photo gallery!




Inland Press
                                                                                                             Feb. 28-March 3
                                                                                                             South Seas Island Resort
                                                                                                             Captiva Island, Fla.
                                                                                                             For details on sessions, see page 4. For more,
Association                        Foundation                           InlandPress.org                      visit InlandPress.org or call (847) 795-0380.
“Journalists and sales staff need more
 training than ever. I think if you have
   less people, they have to be better.
    If you train them, they’re smarter,
          faster, more entrepreneurial
                    and they’re happier.

  “You can’t tell staff, ‘I’m asking you
   to do three jobs, and I’m not going
 to train you.’ That will only erode our
                products and revenues.

                “The impact of Inland’s
              training can be dramatic.
                 Good training can take
                      10 people and help
                     them to handle the
                  work of 12, but when
                 cutbacks force people
                    to take the work of
                 others, no training can
               actually mean 10 people
              only get done what eight
                     people did before.”
                                — Bill Ostendorf
                          President and Founder
                Creative Circle Media Consulting




            Inland
            Works for You
unleash your
financial power
   this summer.
Attend Inland’s 2010
Management & Costs Workshop.
On Tuesday, June 29, Inland will host the Management & Costs Workshop.
This one-day training session provides an overview of benchmarking, a high-
level summary of the 2010 National Cost & Revenue Study results, followed by a
working session using case studies to provide participants with a greater understanding
of how to maximize the benefits of participation in the National Cost & Revenue Study.
where & when:
8 a.m. to 5 p.m. June 29 at Inland’s office in the Chicago suburb of Des Plaines, Ill. Registration opens at 7:45 a.m.
who should attend:
Both participants and potential participants in the National Cost & Revenue Study. Specifically, publishers, CFOs, controllers, department
managers and other operational decision-makers as well as new personnel who may need to work with the study materials.
why you should attend:
• Participants who do not posses a strong background in looking at operations from a financial perspective will benefit from real-world discussions.
• Financial professionals will gain a clearer understanding of how to use the results of the National Cost & Revenue Study as a benchmarking resource.
• Case Studies cover general management, advertising, circulation, production and editorial issues.
Facilitating this year’s workshop will be Steven Pope, president and publisher of the Colorado Springs (Colo.) Gazette and regional vice president for Freedom
Communications.
registration information:
Participants in the 2010 National Cost & Revenue Study pay $175 per person to attend the June workshop. The fee for general registrants is $275. To register,
visit InlandPress.org and select the “Training” tab.
hotel information:
Accommodations will be available at the Comfort Inn Des Plaines/O’Hare, 2175 E. Touhy Ave., Des Plaines, IL, 60018, can be reserved by calling (847) 635-1300
ext. 501 (be sure to ask for Nicole and the Inland Press Association block). Rooms are $69 for the night of June 28.




Inland Press
      Association                               Foundation                              InlandPress.org
                                                                                                                               For more information,
                                                                                                                               e-mail Tim Mather, Inland’s
                                                                                                                               Financial Studies Manager,
                                                                                                                               at tmather@inlandpress.org.
Ten Reasons to Attend This
  Year’s Annual Meeting
1        7           9
       You’ll be better                                         You’ll get better acquainted                                                                         You’ll find out the
       positioned to know fact                                  with new revenue generators                                                                          winners of our 2009
       from fiction regarding                                                                                                                                        Newsroom Contests
       newspapers                                                Learn how mobile, video, local search,




                5
                                                       personalized news and local online advertising are
Earl Wilkinson, the executive                          being used to become a significant component                         You’ll be equipped              Find out who won in the
director of the International                          of the revenue budget—and may, in fact, be the                       with the legal risks            following categories: News
Newsmedia Marketing                                    primary growth area. These new revenue generators                    and opportunities               Writing, News Picture,
Association, will discuss why                          can enhance your relationships with readers and the                  facing your business            Community Service, Editorial
your business model might be at                        broader community.                                                                                   Excellence and Front Page.
risk and what you can do to                                                                                        Get the latest trends,




     3
become better positioned for                                                                                       enforcement policies and
financial recovery as the                                                                                          practices—as well as the
economy improves.                          You’ll get ideas on how to                                              biggest risks—that newspapers
                                           publish in a free content market                                        will face from Washington.
                                                                                                                   Are independent contractor
                                  Christie Hefner, the former CEO of Playboy Enterprises and executive             relationships under intense
                                  committee member of the Magazine Publishers Association, is                      scrutiny again? Richard Lapp
                                  scheduled to speak, offering insight and analysis on the economics of            and Camille Olson, partners




                                                                                                                                                             2
                                  publishing in a free content market. She believes the publishing industry        with Seyfarth Shaw, a Chicago-
                                  as a whole can succeed by driving integration between print and online           based law firm, will help you
                                                                                                                                                                     You’ll get the latest
                                  while consistently producing quality products with strong branding.              minimize your risk.
                                                                                                                                                                     on the “Free vs.
                                                                                                                                                                     Pay” debate




4                                 6                                        8
         You’ll hear from                  You’ll get dozens of
         three experts on                  ideas on generating                       You’ll learn how to allow your                                          Join Mayer Maloney,
         developing digital                revenues through                          readers to guide your innovation                                        publisher of the Herald Times,
         information products              print products                                                                                                    Bloomington, Ind., as he
                                                                                                                                                             moderates a panel discussion
Find out about the steps taken    Join Jim Normandin, vice                 Laura Gordon, former senior vice president                                        on the advantages and
and the lessons learned by        president and publisher of the           of Marketing/Chief Innovation Officer for The                                     disadvantages of charging for
these industry leaders: William   Telegraph Herald in Dubuque,             Dallas Morning News, will discuss how to use                                      online content. Is a pay model
Grueskin, associate dean,         Iowa, as he moderates an                 reader feedback to create a product portfolio                                     inevitable?
Columbia University School        Inland “Idea Exchange” on                they want and maybe pay more for.
of Journalism, and former         niche products, specialty




                                                                            10
managing editor of the Wall       publications, chamber or B2B
Street Journal and WSJ.com;       publications, directories, etc.                            It’s a time to celebrate, a time to honor old friends
Lou Ferrara, vice president                                                                  and a time of new beginnings for Inland
of digital and sports at The
Associated Press; and Tom                                                                    Congratulate Scott C. Schurz, vice chairman of the board of Schurz
Heslin, executive editor of                                                 Communications and the recipient of the Ralph D. Casey Award. Say a fond farewell
the Providence Journal, who                                                 to Ray Carlsen, recipient of the Distinguished Service Award, who is retiring as
developed the paper’s Web site                                              executive director of Inland Press Association. Catherine Scott serves as Inland’s new
and sports offerings.                                                       executive director during this new chapter in Inland’s history. (Connie Schulz, who
                                                                            won a Pulitzer Prize in 2005, is scheduled to deliver the keynote address. Schulz is a
                                                                            Creators Syndicate columnist.)




    Inland Press Association                                                                                                            124th Annual Meeting
                                                                                                                                        Oct. 25-27
                                                                                                                                        Renaissance Chicago Hotel
     124 years of service to newspapers | 1885-2009                                                                                     For more, visit InlandPress.org
                                                                                                                                        or call 847-795-0380
Ideas
Assess your company’s effectiveness managing employees
                                                         By Adolfo Mendez                                ployees really think about the job “is a         is required of them. People have a better
                                                         EdITor                                          critical part of assessing where we are to-      time hitting the target if they know what it
                                                                                                         day,” Ernst said. “Employees make the dif-       is.”
                                                            When is the last time you conducted an       ference. The difference between a well-run          Newspaper job descriptions could be re-
                                                         employee survey?                                company and a poorly run company isn’t           written to better reflect the goals of the busi-
                                                            “If you’ve not done a survey at all, or in   the equipment inside; it’s the two-legged        ness, he said. “The flaw I always find with
                                                         a very long time, an employee survey is a       things running around.”                          a lot of job descriptions is they have way
                                                         really good way to set some benchmark              Managing the managers is also critical to     too much information, and they’re not fo-
                                                         data,” said Mark Ernst, president of Ernst      keeping expenses down and retention.             cused on the outcome. Most jobs have three
                                                         Enterprises LLC. “Inland’s got some ter-        “Many employees quit because of their man-       to five key objectives or measureables. Once
                                                         rific benchmark data that you can take a look   ager. Hiring a bad manager costs 14 times        you break it down to results, you’re losing
                                                         at to see where you stake up against the        that manager’s salary in terms of loss of        a lot of the activity. A lot is in managing
                                                         many newspapers that have taken the sur-        productivity,” he said. “The investment in       activity, not in managing results.”
                                                         vey. At least you’ll know, ‘Where are           manager training pays massive divi-                 Ernst suggests changing employee evalu-
                                                         we?’”                                           dends.”                                          ation forms to reflect a focus on desired
                                                            An employee survey can help determine           Managers often mistakenly focus on ac-        results, as opposed to activity. “What are the
                                                         how successful your company is in engaging      tivity at the expense of results, he said. “If   results that they’re getting paid to deliver
                                                         your employees, he said. “Engaging employ-      you say, ‘I want you to make 25 cold calls       and how are they doing it? Slim [the form]
                                                         ees is really critical because our employees    a day. I want you to set at least two appoint-   down, but focus on the meat,” he said.
                                                         are what we call elevator assets, which         ments per week,’ somebody can do all those          Finally, be sure to provide whatever train-
                                                         means they leave. They go home at night,        things and not sell a thing. And they’ll say,    ing employees need to do their jobs compe-
                                                         and they might not come back,” he said.         ‘Well, I did everything I was supposed to        tently, he said. “Jim Rosse, the former CEO
                                                            Now may be a good time to conduct a          do,’ but they didn’t achieve anything. So        of Freedom [Communications], used to talk
A bad manager might be a huge hit on a TV sitcom—        survey because as the economy improves,         focusing on results in terms of setting ex-      about employees becoming vintage,” Ernst
like Michael Scott, the pompous and deluded boss in      your most valuable people might actually        pectations is critical. You want everything      said. “If you were still working on that 286
NBC’s hit comedy series “The office”—but a poorly        surprise you and leave, he said.                to be achievement, results-based.”               IBM machine on your desk, how productive
trained manager in reality is no laughing matter. “The
manager is the single most important factor that            “It’s not the poor performers who quit.         Another area of common confusion is           would you be? And yet, many of our em-
influences employee satisfaction and morale,”            It’s your top performers who quit. And they     work expectations, he said. “This is critical:   ployees are coming to work with skills they
consultant Mark Ernst said during a recent Inland        leave with that institutional knowledge,” he    define clearly performance expectations. If      were taught many years ago.”
Webinar. “Many employees quit because of the             said.                                           it cannot be measured, it doesn’t exist,” he
manager.” PHOTO: NBC                                        Knowing what your most valuable em-          said. “Everybody should know exactly what                        Contact: Mark Ernst, mark@eellc.us




  Boost morale at your newspaper
    Participate in Inland’s Employee Attitude Survey
      Increase job satisfaction, longevity and productivity. Assess management performance,
   personnel policies, and the value of benefits packages. Pinpoint and correct sources                                             To participate, contact Karla Zander, human
   of discontent, inefficiency and turnover. Identify programs that are already maintaining                                        resources research manager, at 847-795-0380
   high morale. Enhance not only your bottom line, but the quality of your product and your                                                 or kzander@inlandpress.org.
   newspaper’s reputation in the community. Knowing how your employees think about the
   company they work for can make your newspaper run more efficiently, enhance its quality,
   and save you the expense of high employee turnover.
      Of course, with Inland’s 80-plus years of experience in compiling newspaper-industry
                                                                                                                                                   Inland
   research studies come the familiar, unconditional guarantees. Pertinence. Accuracy.
   Confidentiality. The Inland Press Association helps you manage even better.                                                                     Works for You
PAGE 12 The Inlander | InlandPress.org | MAY 2010
The First American newspaper was
published on September 25, 1690
S    ince that time, newspapers such as
     yours have provided information
on the most important current events,
including: the first U.S. census in
1790, man’s first step on the moon, the
Journeymen Printers Union strike in
1776, the Boston Tea Party, every major
armed conflict around the world, the
establishment of the armed forces, the
Gettysburg Address, the Pony Express,
the great Chicago fire of 1891, the
gunfight at the O.K. Corral, the first
minimum wage, “The Star-Spangled
Banner,” Pearl Harbor, desegregation, the
Mall of the Americas, the assassination
of JFK and MLK, postage increases,
the ozone layer, “Star Wars,” the World
Trade Center bombing, the treaty of Paris,
the Enola Gay, the Ford Model-T, 123
manned space flights, Al Capone, the
gold rush, computers, Albert Einstein, the
World’s Fairs, Social Security, the Titanic,
the Bill of Rights, MRIs, the Internet, the
                                                   WS
fall of the Berlin Wall, cloning, “Citizen      NE
Kane,” the Olympics, and 44 Presidents.




                                    Imagine what you’ll learn tomorrow.
Energize
your staff...
      Enter the 2010
Newspaper Business
 Development
  Contest                                                                               Give your staff a reason to
                                                                               stay motivated and optimistic about
                                                                     the future in these uncertain times. Enter the
                                                                2010 Newspaper Business Development Contest,
                                                                       sponsored by the Inland Press Foundation.
                                                Also participate in the New Business Development Conference,
                                Aug. 5-7, at the Doubletree Hotel Chicago in Arlington Heights, Ill., and receive
                          a DVD containing the latest revenue-generating ideas from papers across the country!

               Category 1:                          Category 2:
               New Products / New Revenues          Special Sections
               • Theme Pages                        • Travel / Tourism / Transportation
               • Stand-Alone Publications           • Arts / Entertainment
               • Online Products or Services        • Sports
               • Newspapers Fighting Cancer         • Marketing Materials, Collateral Items & Incentives
               • Non-Traditional Initiatives        • Environment & ‘Going Green’
               • Other                              • Business / Industry
                                                    • Health, Family & Youth
                                                    • Education / Career
                                                    • Vendor Support
                                                    • Shelter
                                                                                         Deadline
                                                    • Glossy Publications
                                                                                         is July 9


Inland Press
 Association     Foundation                        InlandPress.org
                                                                                           For more,
                                                                                           see page 19, visit
                                                                                           NBDN-Inland.org or
                                                                                           call (847) 795-0380.
Energize your staff
               Enter the 2011
   Newspaper Business Development Contest




G
       ive your staff a reason to stay motivated   Category 1:                        Category 2:
       and optimistic about the future in          New Products / New Revenues        Special Sections
       these uncertain times. Enter the 2011       • Theme Pages                      • Travel / Tourism / Transportation
Newspaper Business Development Contest,            • Stand-Alone Publications         • Arts / Entertainment
sponsored by the Inland Press Foundation.          • Online Products or Services      • Sports
                                                   • Newspapers Fighting Cancer       • Marketing Materials, Collateral Items & Incentives
Also, participate in the New Business              • Non-Traditional Initiatives      • Environment & ‘Going Green’
Development Conference in August, and              • Other                            • Business / Industry
                                                                                      • Health, Family & Youth
receive a DVD containing the latest                                                   • Education / Career
revenue-generating ideas from papers               Contest Deadline                   • Vendor Support
across the country!                                   is June 24!                     • Shelter
                                                                                      • Glossy Publications




  Inland Press
        Association                        Foundation                      InlandPress.org
                                                                                                             For more,
                                                                                                             see page 5, visit
                                                                                                             NBDN-Inland.org or
                                                                                                             call (847) 795-0380.


                                                                                                     MAY 2011 | InlandPress.org | The Inlander PAGE 7
Ideas
To sell digital, keep your offers simple, avoid jargon and price it right
By Adolfo Mendez                              digital right now,” Blinder said.           be a part of, even if they can’t fully   can be more robust, with the adver-     to that.”
EDIToR                                           The Journal Register Company’s           articulate its benefits.                 tisers’ contact, email, even a Google      Pricing will be determined by
                                              ad reps raised more than $1 million            “My team is telling me on the         Map showing their location,”            your market, “but we strive for a $10
  Looking for ways to help your               in digital revenue during a recent          phone that the numbers haven’t           Blinder said.                           CPM for local advertising,” Blinder
advertisers reach the “recession-             campaign, he said, with the ads sold        changed in the last eight years. Half       However, sales staff was trained     said. “I think we should all be aware
proof” consumer? Look no further              evenly distributed among existing           the advertisers we call on hate their    to avoid the use of technical jargon    of the fact that the small dogs in our
than online, said Mike Blinder,               advertisers, new advertisers and            website; they’re not jazzed about        when selling digital. “We always        market are still spending digital dol-
president of The Blinder Group in             businesses that hadn’t advertised           them,” he said. “Our line is that        lead with audience,” Blinder said.      lars,” Blinder said. “And the ques-
New Port Richey, Fla.                         recently, Blinder said.                     they don’t hate them, they think         “I always say we sell audience, not     tion is how are we going to get a
  “The research shows that your                  John Krivosheyff, corporate di-          they’re in redevelopment all the         technology. We sell four things:        piece of that action? You’ve got to
online audience is a recession-proof          rector of sales development and             time.”                                   reach, frequency, offer and imme-       look at it like this: If I don’t sell this,
audience, which is likely the main            training for the Journal Register              In such cases, it helps to offer      diacy. Well, reach is the audience      my competitor will sell it.”
reason online advertising continues           Company, said two-thirds of the             advertisers a link to a landing page     and that audience is defined as ei-
to rise with local advertisers,”              sales made were possible because            they’ll actually like. “It can be as     ther young/old, rich/poor, near/far,                        Contact: Mike Blinder,
Blinder said during a recent Inland           sales reps had an existing relation-        simple as a PDF of a print ad, or it     man/woman. It always boils down                            mike@blindergroup.com
Webinar. “In our tough economic               ship with the prospect. Krivosheyff
conditions, people are looking to             also attributed much of new online


                                                                                              2011 Group Executives Conference
reach someone who is most apt to              advertising revenue to keeping ad
spend money, and I call that a re-            offers simple.
cession-proof audience. You can                  “One of the reasons I think we
call it whatever you want.”                   have good retention on the con-
  That’s one of the points Blinder            tracts we sell is we manage all ex-            Don’t miss this exclusive gathering of top media executives
said he made when training hun-               pectations,” Blinder said. “We
dreds of sales reps representing              manage click expectations, we                  managing multiple properties from around the country!
about 20 websites owned by the                manage expectations as far as the
Journal Register Company in Yard-             results that will be performed from
ley, Pa. John Paton, CEO of the               this. Our philosophy is simple: We
Journal Register Company, and his             bring them easy, desirable, simple
“digital first” strategy have become          solutions that they can grasp,” he
well-known in the publishing in-              said.
dustry, and Blinder has seen first-              Blinder said his experience work-
hand how management drives this               ing with small-business owners—
mantra from the top down.                     he says his company calls around
  “They’re screaming, ‘Digital first,         5,000 advertisers every year—
digital first, digital first!’ and there’s    convinces him that they believe the
a lot of pressure on JRC to sell              Internet is something they need to


  $25           Local online spending went up
                                                                            $22.7 $22.9
                                                                    $21.6
                  Local businesses
 $20            advertising online to
                                                            $18.2
                  top $22B by 2012
  $15
                                                    $13.1


  $10                                        $8.7

                                     $5.7
                              $4.8
  $5
                       $2.7
         $1.7   $2.1

  $0
                                                                                                                                                                               Hotel information:
        2002 2003 2004 2005 2006 2007 2008p 2009 2010 2011 2012
  This graph is part of the presentation Mike Blinder, president of The Blinder                                         The Oxford Hotel in Denver. Phone: (303) 628-5400.
  Group, encourages ad reps to use during sales calls. “I call this the [former                                          Rooms are $180 a night, single or double occupancy.
  professional hockey player] Wayne Gretzky skate-to-where-the-puck-is-going
  page,” Blinder said. “I say, look, Mr. Advertiser, even in tough economic times,
  local online spending is rising, and if you’re not there, your competitor may
                                                                                              Inland                            Cut-off date for this rate is Monday, Aug. 15.
  be.” Dollar amounts represent billions. Graphic by Michelle Finkler, based on               Works for You                                               For more, visit InlandPress.org.
  blinder Group data



                                                                                                                                                               APRIL 2011 | InlandPress.org | The Inlander PAGE 7
Attend Inland’s 2011
     Group Executives Conference
         Don’t miss this exclusive gathering of top media executives
         managing multiple properties from around the country!
                                                                                September 14-16
                                                                                  Denver, Colo.




                                                                                    Hotel information:
                                                         The Oxford Hotel in Denver. Phone: (303) 628-5400.
      Inland                                              Rooms are $180 a night, single or double occupancy.
                                                               Cut-off date for this rate is Monday, August 15.
      Works for You                                                      For more, visit InlandPress.org.

PAGE 8 The Inlander | InlandPress.org | MAY 2011
Attend Inland’s 2011
   Group Executives Conference
          Don’t miss this exclusive gathering of top media executives
           managing multiple properties from around the country!




                         September 14-16 | Denver, Colo.
    Hotel information:
    The Oxford Hotel in Denver. Phone: (303) 628-5400. Rooms are $180 a night,
    single or double occupancy. Cut-off date for this rate is Monday, August 15.
                                                                                   Inland
    For more, see page 11. Register online at InlandPress.org.
                                                                                   Works for You
PAGE 8 The Inlander | InlandPress.org | JUNE 2011
Training
How do you know what employees consider to be important?
   Teresa Amabile is one of those
thinkers I like to track. She’s a
                                            Leadership                      perience coaching journalists con-
                                                                            sidering a new career. Yes, they are
professor and director of research                                          worried about the dismal state of
at the Harvard Business School                                              the newspaper industry. Yes, they
and frequently rolls out research                                           feel overworked by doing more
that challenges conventional wis-                                           with less. But what drives many of
dom.                                                                        them to consider leaving journalism
   Take motivation theory, for ex-                                          is a sense that they are stalled,
ample. When Amabile surveyed                                                locked in a cycle of tedious work
600 managers in dozens of compa-
nies about what they believed mo-
                                            Edward Miller                   with few prospects for learning new
                                                                            skills. Companies have swept away
tivated their employees, she got                 Marietta, Ga.              programs for personal and profes-
these conventional results:                                                 sional development, and with them
• Recognition                          on the manager’s list: a sense of    the optimism that comes from life-
• Incentives                           personal progress.                   long learning.                         The newsroom of the Northwest Herald, owned by Shaw Newspapers in Dixon, Ill.,
• Interpersonal support                    “On days when workers               If there’s any good news in this    is part of a corporate culture. “Our culture, the SHAW CULTURE, is one
• Clear goals                            have the sense they’re making      for newsroom managers it is this:      characterized by a sincere recognition that our associates are important,
                                                                                                                   significant and valuable,” the company states. image supplied
• Support for making progress            headway in their jobs,”Anabile     Sustaining colleagues’ sense of per-
   Sounds right. All are legitimate      writes, “or when they receive      sonal progress is within your con-       Managers need to remember that        Harvard Business Review, Jan/Feb
factors of motivation. But here’s        support that helps them over-      trol. How?                             negative events generally have a        2010.
what Amabile discovered when she         come obstacles, their emotions     • Negotiate clear and meaningful       greater effect on people’s emotions,
compared the survey to a multiyear       are most positive and their          goals.                               perceptions and motivation than            Edward Miller, a personal and professional
study tracking the day-to-day ac-        drive to succeed is at its peak.   • Include people in decisions that     positive ones. Helping people feel        coach to journalists and news executives in
 tivities, emotions and motivation       On days when they feel they are      affect their work and their life.    a sense of personal progress will         the U.S., Finland and Sweden, is the former
   levels of hundreds of knowledge       spinning their wheels or en-       • Be courageous and inventive          mitigate the negative and facilitate     editor and publisher of The Morning Call in
      workers in a wide variety of       countering roadblocks to             about fighting for resources.        the positive.                               Allentown, Pa. He can be reached at (770)
        settings. The order is           meaningful accomplishment,         • Learn to coach and teach, not just                                             402-1210. This article originally appeared in
            wrong. The chief motiva-     their moods and motivation are       supervise.                              Recommend reading: “What Re-          “Reflections on Leadership,” Miller’s weekly
               tor for the workers       lowest.”                           • Offer recognition and feedback,      ally Motivates Workers” by Teresa            e-mail essay on newsroom management
                   was in last place     This correlates with my own ex-      especially about progress.           M. Amabile and Steven J. Kramer.                                        and leadership.


  St
           ay
                         co m
                                             p etit
                                                                   i v e w i t h I n l a n d R e s e a rc h
  Newspaper Industry Compensation Survey                                                                           Employee Attitude Survey
       THE INDUSTRY STANDARD IN COMPENSATION PLANNING                                                              BOOST MORALE AT YOUR NEWSPAPER
   • An extremely powerful tool to              • Nearly 100 newspaper-specific                  Increase job satisfaction, longevity and productivity. Assess management
   determine how competitive you are            positions measured, including seven              performance, personnel policies, the value of benefits packages. Pinpoint
   today and to track trends and future         online positions.                                and correct sources of discontent, inefficiency and turnover. Identify programs
   hiring plans.                                                                                 that are already maintaining high morale. Enhance not only your bottom
                                                • Includes a comprehensive industry
                                                                                                 line, but the quality of your product and your newspaper’s reputation in the
   • Survey form and final results              benefits survey.
                                                                                                 community. Knowing how your employees think about the company they
   available in Excel 5.0 and can be
                                                • Custom and regional reports                    work for can make your newspaper run more efficiently, enhance its quality,
   imported into most HRIS programs.
                                                available.                                       and assist you in reassessing your company after work force reductions.

   The 2010 NICS is now available to participants! For                                           Contact Karla Zander (info at left) for
   additional participation and report details, contact
   Karla Zander, human resources research manager, at
                                                                                                 more information or to schedule your
                                                                                                 survey. To view a sample survey, visit
                                                                                                                                                                           Inland
   847-795-0380 or kzander@inlandpress.org.                                                      SurveyMonkey.com/s/SampleEAS.
                                                                                                                                                                           Works for You

                                                                                                                                               JUNE 2010 | InlandPress.org | The Inlander PAGE 19
discover new
revenue sources
Attend Inland’s Advertising Executives Conference

                                                                       June 15-16
                                                            Doubletree Hotel Chicago
                                                                  Arlington Heights, Ill.




Even veteran newspaper
advertising department
managers will benefit from
Inland’s annual conference
for advertising executives.
Why? Because the program is
developed by some of the best
and brightest minds working in
newspaper advertising today.

If you’d like to secure new revenue
and learn new ways newspapers, or
news media companies, can evolve as
an advertising medium, then plan now
to attend this upcoming conference.




Inland Press
     Association                   Foundation   InlandPress.org
                                                                         For program details,
                                                                         see page 5, call
                                                                         (847) 795-0380 or
                                                                         visit InlandPress.org.
Inland News
                                                                                                     Profitability: Analyze your
                                                                                                     newspaper with Inland study
                                                                                                     Continued from page 1                       for newspapers of 10,000, 25,000,
                                                                                                                                                 50,000 and 100,000 circulation.
                                                                                                     enue (about 20 percent) and a decline          Designed to help newspapers work
                                                                                                     in circulation expenses (about 9 per-       “smarter, not harder,” the 2010 Na-
                                                                                                     cent). The traditional measurement for      tional Cost & Revenue Study covers
                                                                                                     successful circulation departments has      financial reporting for 2009, the most
                                                                                                     been 46 percent.                            recent year for which there is data. The
                                                                                                        Traditional Wisdom measurements          2010 study results were released to
                                                                                                     are benchmarks developed over many          participants May 25, continuing an
                                                                                                     years and commonly accepted as the          earlier publication schedule started last
                                                                                                     industry standard.                          year.
                                                                                                        “The validity of those standards are        The latest study also reveals reduc-
                                                                                                     put to the test via the Inland/MFM Na-      tions in staffing levels with 4.6 to 4.9
                                                                                                     tional Cost & Revenue Study, which          full-time employees (FTEs) per 1,000
                                                                                                     shows what the ‘real’ practice is for a     daily circulation. The traditional mea-
                                                                                                     given newspaper,” according to Tim          surement for staffing has been 5.3
                                                                                                     Mather, Inland’s financial studies man-     FTEs per 1,000 daily circulation.
                                                                                                     ager.                                          To compare more “traditional wis-
                                                                                                        The National Cost & Revenue Study        dom” with the 2009 facts, visit Inland’s
                                                                                                     for Daily Newspapers is considered the      website, InlandPress.org.

    Reach new heights with                                                                           industry standard for analysis and serves
                                                                                                     as a valuable benchmarking and budget-
                                                                                                     ing tool for newspaper companies. In-
                                                                                                                                                    For questions or comments regard-
                                                                                                                                                 ing the National Cost & Revenue Study
                                                                                                                                                 or the findings here, contact Mather via
                                                                                                     land’s findings, derived from 178 daily     e-mail at tmather@inlandpress.org or

       Inland’s General                                                                              newspaper participants, reflect realities   by phone at (847) 795-0380.




   Performance Assessment Salaries: NICS results similar
                                                                                                     to surveys from other industries
      A confIdenTIAl MonThly benchMArkIng                                                                                                                     “Due to reductions
                                                                                                     Continued from page 1

                                                                                                                                                              in staffing levels in
         resource for dAIly newsPAPers                                                               ing managers saw salary increases in
                                                                                                     the range of 12 percent.                                 many papers,
                                                                                                        Robert J. Greene, CEO of Reward                       people are being
                          • Receive your Executive Summary                                           $ystems Inc. in Glenview, Ill., has                      asked to do more
                          • Make the Top 10 List                                                     served as quality control consultant to
                                                                                                                                                              while at the same
                          • Compare your performance to other papers                                 the NICS for more than 10 years. “The
                                                                                                                                                 time their rewards are limited
                                                                                                     2010 NICS showed the same pattern
                          • Real-time data                                                           of smaller salary increase budgets as       due to economic pressures.”


    N
                                                                                                     have other major surveys that measure
             ewspaper executives have indicated     The GPA is applicable for daily newspapers
                                                                                                     market rates across industries,” said                                 robert J. greene,
             a desire to have more timely data by   of any size! Performance categories include
                                                                                                     Greene, who holds a doctorate. “The                          Ceo of reward $ystems inc.
             which to evaluate the performance      gross profit, circulation, advertising, labor,   variable compensation numbers gener-
    of their newspapers. Inland’s monthly           EBITDA, electronic/digital media, accounts       ally declined, which is to be expected
    General Performance Assessment may              receivable and capital expenditures. Output      as profits are squeezed since incentive     paper & Press Association, Newspaper
    also be used as a supplement to Inland’s        is in the form of percentages, percentage        plan payouts are typically tied to rev-     Association of America and Pacific
    National Cost & Revenue Study for Daily         point changes, percent of revenue, and           enue and/or profits.                        Northwest Newspaper Association and
    Newspapers. It is a confidential survey in an   percent change vs. prior year, without              “Due to reductions in staffing levels    state associations in California, Colo-
    electronic format for both data submission      exposing the underlying data.                    in many papers, people are being asked      rado, Florida, Georgia, Hoosier State
    and distribution.                                                                                to do more while at the same time their     (Ind.), Iowa, Nevada, New York and
                                                                                                     rewards are limited due to economic         North Carolina.


                                                                        Inland
   Questions? Please contact                                                                         pressures.”                                    Newspapers pay for the study based



                                           GPA
                                                                                                        The study is co-sponsored by Inland      on their circulation size. Newspapers
       Tim Mather, Inland’s
                                                                                                     Press Association, four national and        that participate in the study also may
  financial studies manager, at                                                                      regional associations and nine state as-    order regional, custom and other tar-
  tmather@inlandpress.org or                                            Works for You                sociations. The co-sponsors are: MFM/       geted studies. For further information
     by calling 847-795-0380.                                                                        INFE International Newspaper Finan-         on the compensation survey, contact
                                                                                                     cial Executives, New England News-          Inland at (847) 795-0380.

PAGE 4 the inlander | inlandpress.org | JuLY 2010
e




                                                                                                                                       NBDN-Inland.org or
                                       s




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                                                                                                                                                              Association
                                                                                           A
                                                            t te
Co-sponsored by Florida Press Association.
For more information, see page 5, call (847) 795-0380 or visit InlandPress.org.
Thank You
  Inland appreciates donations to the Inland Press
  Foundation as received from the following supporters:

                                            Major Contributors
Journal Gazette Foundation, Inc.           John Mathew                             Bliss Communications
Fort Wayne, Ind.                           Sierra Vista, Ariz.                     Janesville, Wis.

Brehm Communications, Inc.                 Cox Media Group                         Dolph Simons Family Fund
San Diego, Calif.                          Atlanta, Ga.                            Douglas Co. Community Foundation
                                                                                   c/o Dolph Simons III
Forum Communications Company               Miller Group Charitable Trust Fund      World Company
Fargo, N.D.                                at the Chicago Community Foundation     Lawrence, Kan.
                                           c/o NewsTribune
                                           LaSalle, Ill.




                                                  General & Memorial Contributions
                       The Hutchinson News                          R. John Mitchell             Record-Eagle
                       Hutchinson, Kan.                             Rutland Herald               Traverse City, Mich.
                                                                    Worchester, Vt.
                       The New Mexican                                                           Teresa M. Chebuhar
                       Santa Fe, N.M.                               Eagle Newspapers             San Antonio, Texas
                       (Memorial gift for Morley Cowles             Salem, Ore.
                       Ballantine, Durango Herald)                                               HDS Premier Consulting
                                                                    Athlon Sports                Laguna Niguel, Calif.
                       Delphos Herald, Inc.                         Nashville, Tenn.
                       Delphos, Ohio                                                             Bellefontaine Examiner
                       (Includes memorial gift for Wally Lage)      Gary Meyer                   Bellefontaine, Ohio
                                                                    West Sherburne Tribune
                                                                    Big Lake, Minn.

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Inlander Ads

  • 1. You’re In vit e d . Inland’s 125th Annual Meeting October 24-26 | Renaissance Chicago Hotel Inland Press Association Foundation InlandPress.org For program details, see page 5, call (847) 795-0380 or visit InlandPress.org.
  • 2. 124th Annual Meeting New Models New Revenues Oct. 25-27, 2009 | Renaissance Chicago Hotel New Solutions Attend the Inland Press Association’s124th Annual Meeting, For more information, Oct. 25-27, 2009, at the Renaissance Chicago Hotel, in downtown Chicago. Newspaper executives will find excellent training and networking see page 5, call opportunities at this must-attend event. This year’s session topics include: 847-795-0380 or visit inlandpress.org • Separating Truth from Fiction on • Legal Update: Risks and Newspapers in Recession Opportunities Facing Newspapers • The Economics of Publishing in a Free Content Market • Event Marketing and How It Can • New Revenue Generators: Mobile, Video, Local Search, Personalized News and More Inland Service Advertisers and Drive • Models for Revenue — The Issue Works for You Revenue of Charging for Content Photo courtesy of © City of Chicago
  • 3. Attend the 2011 New Business Development Conference August 4-5 The Omaha (Neb.) World-Herald “Creating a Culture of Innovation Hotel: Inland Hilton Garden Inn Omaha Downtown/Old and New Revenue Development” Market Area, 1005 Dodge St., Omaha, NE 68102. Sessions include: Phone: (402) 341-4400 • Online Initiatives to Grow Market Share Room Rate: $129 for single, double or king Cut-off date for this rate is Wednesday, July 29. Works for You • Creating a Culture of Innovation Shuttle service will be provided. • New Product Development • Understanding the Retailing Environment Conference registration opens at 8 a.m. on For more information Thursday, Aug. 4, followed by sessions from • Effective Advertising and Professional Presentations 8:30 a.m. to 5 p.m. On Friday, Aug. 5, sessions or to register, visit • Monetizing Social Media run from 8 a.m. to 4 p.m., when the conference InlandPress.org. • Employee New Business Rewards and Incentive Programs adjourns. PAGE 6 The Inlander | InlandPress.org | JUNE 2011
  • 4. Last chance to register Newspaper • Informative and motivational speakers Business • Roundtables and “great idea” exchanges to help grow your revenue Development • Great ideas for specialty products, special sections, niche publications, multi- platform sections, online and Conference e-mail products, content, design, sales and marketing • Attendees receive Great Idea DVD that includes all contest entries Aug. 6-8, 2009 For more information, see Doubletree Hotel page 6, call 847-795-0380 Arlington Heights, Ill. or visit nbdn-inland.org. newspaper business development network Inland Press Association Foundation inlandpress.org
  • 5. $219,375* Your employees are your most precious assets. Losing them is costing you thousands of dollars every year. I nland can help you reduce turnover and save money with the Employee Attitude Survey and the Newspaper Industry Compensation Survey. Inland’s industry standard for compensation planning and the employee survey can help your media company hire the right employees, set the right compensation, and find the right motivation to keep them productive and engaged. Enroll today at InlandPress.org/Research and start keeping more of your cash. Inland * Annual costs related to employee turnover based on a mathematical calculation of a business with 100 employees. Costs include separation pay, termination and hiring administrative costs, employee pre-screening, interviewing, background checks, medical exams, time spent doing the employee’s work until a replacement is found, productivity loss, a new employee’s learning curve, and more. Works for You Source: University of Wisconsin Extension PAGE 18 The Inlander | InlandPress.org | MARCH 2011
  • 6. Thrive in a Attend the fast-changing world ... Group Executives Conference For more, see page 10, call 847-795-0380 or Sept. 21-23, 2009 visit inlandpress.org InterContinental Hotel Kansas City, Mo. • Understand the evaluation and financing of newspapers in today’s marketplace. • SEO, SEM, rich media, video, directories, search or e-mail marketing—which yield the most revenue and how can you get it? • Get the latest cost-cutting efficiencies and strategies to use at your newspaper. Inland Inland Press Foundation Works for you Your Best Value in Media Training
  • 7. Ideas How newspaper group Listen Up. executives will benefit Inland Press Foundation Webinars from Inland and SNA Newspaper leaders will find newspapers for sale or for acquisi- Look at what they’re saying: quality training and valuable net- working opportunities when the tion in today’s economy? What do you recommend when a newspaper Inland Press Association and the transaction becomes necessary or Suburban Newspapers of America highly desirable? Is there any cap- “Well done. Great speaker and great “The Webinars are a very efficient join forces this fall. ital out there for newspaper acqui- information. I hope our management way of keeping informed of the Inland’s Group Executive Con- sitions, refinancing or other major team takes this information seriously latest information. They are greatly ference will be held in conjunction capital purposes? What are the with SNA’s Publishers’ & Adver- prevalent terms? and makes the much-needed appreciated.” tising Directors’ Conference Sept. Values of newspapers in the cur- changes. Thank you for your time, — Mark Wolf, The Truth, Elkhart, Ind. 21-23 at the InterContinental Hotel rent market can still be established in Kansas City, Mo. based on EBITDA multiples and and I must say the follow-up and “Inland is all about improving hard assets, but the caveat is the communication prior to the Webinar business practices and results,” said lack of a “bottom” for forecast prof- was fabulous! Well done.” Ray Carlsen, Inland’s executive its. Where available financing has “Packed with useful information. director. “The efficiencies and syn- slowed transactions, creative seller- — Tiffany Willard, Good presenters.” ergies represented by this collabo- financed deals are making a come- Dubuque (Iowa) Telegraph Herald ration can encourage all newspa- back. With John Cribb, managing — Clara Tappa, pers to work together and improve director, Cribb, Greene & Associ- Kenosha, (Wis.) News the business.” ates, Bozeman, Mont.; Owen Van “The Inland Group Executives’ Essen, president, Dirks, Van Essen conference has a great reputation, & Murray, Santa Fe, N.M.; and and we are delighted that they will Frank Greuter, Sr. V.P., Citizens “I found the Webinar to be be joining us in Kansas City this Bank, Publishing Group, Boston. very helpful. Quite a few “Very informative “Great Webinar. fall,” said Nancy Lane, president of Building an Opportunity Map things discussed in the especially for small We need as much SNA. “By joining forces, we can for Online Ventures — Whether Webinar are already in papers such as ours. online education as provide even better programming it’s SEO, SEM, rich media, video, to the members of both organiza- directories, search or e-mail mar- place here in Edmonton. We’ll do more.” possible.” tions. This is a win/win for all.” keting, all content areas do not gen- However, the idea for — Marshall Smith, — David Jakeman, The Group Executives Confer- erate equal revenues. Which yield a Recruitment Media Idyllwild (Calif.) Messenger News, ence will start with a reception the most revenue and how can we Monday evening, Sept. 21, and get it? Find out how we can trans- Kit made attending the Town Crier Fort Dodge, Iowa continue Tuesday, Sept. 22—one late the web business we have to a Webinar well worth it. day prior to the official start of the sustainable business model by fo- Thank you.” SNA Fall Conference. The groups cusing on the right things that pay. will have joint programming for the Finally, take advantage of your op- — Willy Grant, morning sessions on Wednesday, portunity by understanding how to The Edmonton Journal, “The Webinar was helpful. I can’t take all my Sept. 23. measure, price and sell your total Alberta, Canada account reps out of the office, but the quick Members of both associations audience. and to-the-point presentation is good info.” will have access to the full Inland Cost-Cutting Efficiencies and and SNA programs at member Strategies — Topics to include — Tina West, Courier Times, New Castle, Ind. rates. On Wednesday morning, In- content alternatives, outsourcing, land Press members have the op- centralization, partnership oppor- portunity to participate in a joint tunities, elimination/reduction of session with SNA Fall Conference services newspapers thought they attendees. Inland members can reg- couldn’t live without, and more. Find out what Inland ister to attend the rest of the SNA HR Law Updates — A new ad- Fall Conference for an additional ministration at the federal level is $404 for SNA on Wednesday af- bringing substantial change that everyone is getting ternoon, all day Thursday and Fri- will greatly effect newspaper op- excited about. Visit Works for You day morning sessions. Tuesday sessions include: erations. This is an essential session for those who want to be proactive in dealing with change. Evaluation and Financing of For a complete list of Wednes- Inlandpress.org/training/webinars Newspapers in Today’s Market — How in the world do you deter- day’s half-day joint sessions and to register, please visit Inlandpress. mine a realistic value and price on org/training. PAGE 10 The Inlander | Inlandpress.org | JUNE 2009
  • 8. Honor your journalists Enter the 2009 Newsroom Contests Inland Press Association invites entries to its 2009 Newsroom Contest to recognize high-quality performance, encourage, motivate and re-energize newsroom staff and prominently identify newspaper excellence. · Community Leadership Award, co-sponsored by · Editorial Excellence Awards, co-sponsored by William University of Missouri School of Journalism Allen White School of Journalism, University of Kansas Inland · Local News Writing Awards, co-sponsored by University of · Front Page Contest, co-sponsored by Medill School of Kentucky School of Journalism and Telecommunications Journalism, Northwestern University · News Picture Contest, co-sponsored by Indiana University School of Journalism Works for You For more information, see page 4, call 847-795-0380 or visit InlandPress.org
  • 9. Inland Works for You CHANGING MODELS on distributing and protecting content and serving the community 2010 Key Executives Conference Feb. 28 - March 3 | South Seas Island Resort | Captiva Island, Fla. For more information, see page 5, visit InlandPress.org or call (847) 795-0380.
  • 10. 20 Reasons to Attend Inland’s Key Executives Conference 15 2 You’ll learn everything you need to know about E-Readers. You’ll get tips on how to organize for speed and flexibility to (Presented by Ray Marcano, Internet general manager, Cox expand your commercial opportunities and grow new revenue. Ohio Publishing) (Presented by Chuck Peters, CEO, Gazette Communications) 1 You’ll know how to get your share of the projected $3 billion in political ad spending in 2010. (Presented by John Kimball, president, The John Kimball Group LLC, and former Newspaper Association of America chief marketing officer) 16 You’ll appreciate the opportunity to network with like-minded, successful professionals. 7 13 You’ll get ideas (and share some of your You’ll discover how to take advantage of ad networks without them taking own) on how to generate new revenue advantage of you. during Inland’s Idea Exchange. (Presented by Kerry Oslund, vice-president of Digital Media for Schurz Communications) 6 10 You’ll see some of the winners of 2010 Print You’ll find out what national retailers are looking for from local Quality Competition, co-sponsored by Southern newspaper sites and how you can be a part of this growth opportunity. Lithoplate, and the New Frontier Awards. (Presented by Katie Risch, director of Media Relations, Centro, Chicago) 8 You’ll learn about the real opportunities that exist to help you launch a paid content model in 2010. (Presented by Gordon Crovitz, former publisher of the Wall Street Journal and co-founder of Journalism Online Venture) 19 You can participate in Inland’s Tennis Tournament. 17 14 You’ll hear about the latest current social You’ll leave the conference with proven ways to ensure your sales staff media strategies that foster community produces top sales results. engagement and reach new customers. (Presented by Mike Blinder, president, The Blinder Group, New Port Richey, Fla.) 3 11 You’ll hear Pulitzer Prize-winning journalist Alex S. Jones, You’ll enjoy an Oceanside reception sponsored by Publishing director, Harvard University’s The Joan Shorenstein Center on Group of America (American Profile, Relish and Spry the Press, Politics and Public Policy, deliver a keynote speech. magazines) with great food, cocktails and conversation. 9 5 18 You’ll learn how to better leverage your products with your audience You can join the Inland Your spouse or guest in today’s economy. Golf Tournament while can enjoy a Shelling (Presented by Sue Beck, president, Print Marketing Concepts Inc., Houston) at the resort. Cruise to Cayo Costa. 12 20 You’ll be able to plan and shape You’ll learn about the legal challenges facing newspapers and what to do about them. the future of Inland Press during (Presented by Camille Olson and Richard Lapp, partners, Seyfarth Shaw, Chicago) committee planning meetings. 4 You’ll hear about newspapers that have improved their classified There’s lots more to do while at Captiva Island — boating, advertising strategies. fishing, kayaking, jet skiing, swimming (in resort pools or the (Presented by Mark Stange, classified advertising director, Cox Newspapers) beach), go shopping or visit an art and photo gallery! Inland Press Feb. 28-March 3 South Seas Island Resort Captiva Island, Fla. For details on sessions, see page 4. For more, Association Foundation InlandPress.org visit InlandPress.org or call (847) 795-0380.
  • 11. “Journalists and sales staff need more training than ever. I think if you have less people, they have to be better. If you train them, they’re smarter, faster, more entrepreneurial and they’re happier. “You can’t tell staff, ‘I’m asking you to do three jobs, and I’m not going to train you.’ That will only erode our products and revenues. “The impact of Inland’s training can be dramatic. Good training can take 10 people and help them to handle the work of 12, but when cutbacks force people to take the work of others, no training can actually mean 10 people only get done what eight people did before.” — Bill Ostendorf President and Founder Creative Circle Media Consulting Inland Works for You
  • 12. unleash your financial power this summer. Attend Inland’s 2010 Management & Costs Workshop. On Tuesday, June 29, Inland will host the Management & Costs Workshop. This one-day training session provides an overview of benchmarking, a high- level summary of the 2010 National Cost & Revenue Study results, followed by a working session using case studies to provide participants with a greater understanding of how to maximize the benefits of participation in the National Cost & Revenue Study. where & when: 8 a.m. to 5 p.m. June 29 at Inland’s office in the Chicago suburb of Des Plaines, Ill. Registration opens at 7:45 a.m. who should attend: Both participants and potential participants in the National Cost & Revenue Study. Specifically, publishers, CFOs, controllers, department managers and other operational decision-makers as well as new personnel who may need to work with the study materials. why you should attend: • Participants who do not posses a strong background in looking at operations from a financial perspective will benefit from real-world discussions. • Financial professionals will gain a clearer understanding of how to use the results of the National Cost & Revenue Study as a benchmarking resource. • Case Studies cover general management, advertising, circulation, production and editorial issues. Facilitating this year’s workshop will be Steven Pope, president and publisher of the Colorado Springs (Colo.) Gazette and regional vice president for Freedom Communications. registration information: Participants in the 2010 National Cost & Revenue Study pay $175 per person to attend the June workshop. The fee for general registrants is $275. To register, visit InlandPress.org and select the “Training” tab. hotel information: Accommodations will be available at the Comfort Inn Des Plaines/O’Hare, 2175 E. Touhy Ave., Des Plaines, IL, 60018, can be reserved by calling (847) 635-1300 ext. 501 (be sure to ask for Nicole and the Inland Press Association block). Rooms are $69 for the night of June 28. Inland Press Association Foundation InlandPress.org For more information, e-mail Tim Mather, Inland’s Financial Studies Manager, at tmather@inlandpress.org.
  • 13. Ten Reasons to Attend This Year’s Annual Meeting 1 7 9 You’ll be better You’ll get better acquainted You’ll find out the positioned to know fact with new revenue generators winners of our 2009 from fiction regarding Newsroom Contests newspapers Learn how mobile, video, local search, 5 personalized news and local online advertising are Earl Wilkinson, the executive being used to become a significant component You’ll be equipped Find out who won in the director of the International of the revenue budget—and may, in fact, be the with the legal risks following categories: News Newsmedia Marketing primary growth area. These new revenue generators and opportunities Writing, News Picture, Association, will discuss why can enhance your relationships with readers and the facing your business Community Service, Editorial your business model might be at broader community. Excellence and Front Page. risk and what you can do to Get the latest trends, 3 become better positioned for enforcement policies and financial recovery as the practices—as well as the economy improves. You’ll get ideas on how to biggest risks—that newspapers publish in a free content market will face from Washington. Are independent contractor Christie Hefner, the former CEO of Playboy Enterprises and executive relationships under intense committee member of the Magazine Publishers Association, is scrutiny again? Richard Lapp scheduled to speak, offering insight and analysis on the economics of and Camille Olson, partners 2 publishing in a free content market. She believes the publishing industry with Seyfarth Shaw, a Chicago- as a whole can succeed by driving integration between print and online based law firm, will help you You’ll get the latest while consistently producing quality products with strong branding. minimize your risk. on the “Free vs. Pay” debate 4 6 8 You’ll hear from You’ll get dozens of three experts on ideas on generating You’ll learn how to allow your Join Mayer Maloney, developing digital revenues through readers to guide your innovation publisher of the Herald Times, information products print products Bloomington, Ind., as he moderates a panel discussion Find out about the steps taken Join Jim Normandin, vice Laura Gordon, former senior vice president on the advantages and and the lessons learned by president and publisher of the of Marketing/Chief Innovation Officer for The disadvantages of charging for these industry leaders: William Telegraph Herald in Dubuque, Dallas Morning News, will discuss how to use online content. Is a pay model Grueskin, associate dean, Iowa, as he moderates an reader feedback to create a product portfolio inevitable? Columbia University School Inland “Idea Exchange” on they want and maybe pay more for. of Journalism, and former niche products, specialty 10 managing editor of the Wall publications, chamber or B2B Street Journal and WSJ.com; publications, directories, etc. It’s a time to celebrate, a time to honor old friends Lou Ferrara, vice president and a time of new beginnings for Inland of digital and sports at The Associated Press; and Tom Congratulate Scott C. Schurz, vice chairman of the board of Schurz Heslin, executive editor of Communications and the recipient of the Ralph D. Casey Award. Say a fond farewell the Providence Journal, who to Ray Carlsen, recipient of the Distinguished Service Award, who is retiring as developed the paper’s Web site executive director of Inland Press Association. Catherine Scott serves as Inland’s new and sports offerings. executive director during this new chapter in Inland’s history. (Connie Schulz, who won a Pulitzer Prize in 2005, is scheduled to deliver the keynote address. Schulz is a Creators Syndicate columnist.) Inland Press Association 124th Annual Meeting Oct. 25-27 Renaissance Chicago Hotel 124 years of service to newspapers | 1885-2009 For more, visit InlandPress.org or call 847-795-0380
  • 14. Ideas Assess your company’s effectiveness managing employees By Adolfo Mendez ployees really think about the job “is a is required of them. People have a better EdITor critical part of assessing where we are to- time hitting the target if they know what it day,” Ernst said. “Employees make the dif- is.” When is the last time you conducted an ference. The difference between a well-run Newspaper job descriptions could be re- employee survey? company and a poorly run company isn’t written to better reflect the goals of the busi- “If you’ve not done a survey at all, or in the equipment inside; it’s the two-legged ness, he said. “The flaw I always find with a very long time, an employee survey is a things running around.” a lot of job descriptions is they have way really good way to set some benchmark Managing the managers is also critical to too much information, and they’re not fo- data,” said Mark Ernst, president of Ernst keeping expenses down and retention. cused on the outcome. Most jobs have three Enterprises LLC. “Inland’s got some ter- “Many employees quit because of their man- to five key objectives or measureables. Once rific benchmark data that you can take a look ager. Hiring a bad manager costs 14 times you break it down to results, you’re losing at to see where you stake up against the that manager’s salary in terms of loss of a lot of the activity. A lot is in managing many newspapers that have taken the sur- productivity,” he said. “The investment in activity, not in managing results.” vey. At least you’ll know, ‘Where are manager training pays massive divi- Ernst suggests changing employee evalu- we?’” dends.” ation forms to reflect a focus on desired An employee survey can help determine Managers often mistakenly focus on ac- results, as opposed to activity. “What are the how successful your company is in engaging tivity at the expense of results, he said. “If results that they’re getting paid to deliver your employees, he said. “Engaging employ- you say, ‘I want you to make 25 cold calls and how are they doing it? Slim [the form] ees is really critical because our employees a day. I want you to set at least two appoint- down, but focus on the meat,” he said. are what we call elevator assets, which ments per week,’ somebody can do all those Finally, be sure to provide whatever train- means they leave. They go home at night, things and not sell a thing. And they’ll say, ing employees need to do their jobs compe- and they might not come back,” he said. ‘Well, I did everything I was supposed to tently, he said. “Jim Rosse, the former CEO Now may be a good time to conduct a do,’ but they didn’t achieve anything. So of Freedom [Communications], used to talk A bad manager might be a huge hit on a TV sitcom— survey because as the economy improves, focusing on results in terms of setting ex- about employees becoming vintage,” Ernst like Michael Scott, the pompous and deluded boss in your most valuable people might actually pectations is critical. You want everything said. “If you were still working on that 286 NBC’s hit comedy series “The office”—but a poorly surprise you and leave, he said. to be achievement, results-based.” IBM machine on your desk, how productive trained manager in reality is no laughing matter. “The manager is the single most important factor that “It’s not the poor performers who quit. Another area of common confusion is would you be? And yet, many of our em- influences employee satisfaction and morale,” It’s your top performers who quit. And they work expectations, he said. “This is critical: ployees are coming to work with skills they consultant Mark Ernst said during a recent Inland leave with that institutional knowledge,” he define clearly performance expectations. If were taught many years ago.” Webinar. “Many employees quit because of the said. it cannot be measured, it doesn’t exist,” he manager.” PHOTO: NBC Knowing what your most valuable em- said. “Everybody should know exactly what Contact: Mark Ernst, mark@eellc.us Boost morale at your newspaper Participate in Inland’s Employee Attitude Survey Increase job satisfaction, longevity and productivity. Assess management performance, personnel policies, and the value of benefits packages. Pinpoint and correct sources To participate, contact Karla Zander, human of discontent, inefficiency and turnover. Identify programs that are already maintaining resources research manager, at 847-795-0380 high morale. Enhance not only your bottom line, but the quality of your product and your or kzander@inlandpress.org. newspaper’s reputation in the community. Knowing how your employees think about the company they work for can make your newspaper run more efficiently, enhance its quality, and save you the expense of high employee turnover. Of course, with Inland’s 80-plus years of experience in compiling newspaper-industry Inland research studies come the familiar, unconditional guarantees. Pertinence. Accuracy. Confidentiality. The Inland Press Association helps you manage even better. Works for You PAGE 12 The Inlander | InlandPress.org | MAY 2010
  • 15. The First American newspaper was published on September 25, 1690 S ince that time, newspapers such as yours have provided information on the most important current events, including: the first U.S. census in 1790, man’s first step on the moon, the Journeymen Printers Union strike in 1776, the Boston Tea Party, every major armed conflict around the world, the establishment of the armed forces, the Gettysburg Address, the Pony Express, the great Chicago fire of 1891, the gunfight at the O.K. Corral, the first minimum wage, “The Star-Spangled Banner,” Pearl Harbor, desegregation, the Mall of the Americas, the assassination of JFK and MLK, postage increases, the ozone layer, “Star Wars,” the World Trade Center bombing, the treaty of Paris, the Enola Gay, the Ford Model-T, 123 manned space flights, Al Capone, the gold rush, computers, Albert Einstein, the World’s Fairs, Social Security, the Titanic, the Bill of Rights, MRIs, the Internet, the WS fall of the Berlin Wall, cloning, “Citizen NE Kane,” the Olympics, and 44 Presidents. Imagine what you’ll learn tomorrow.
  • 16. Energize your staff... Enter the 2010 Newspaper Business Development Contest Give your staff a reason to stay motivated and optimistic about the future in these uncertain times. Enter the 2010 Newspaper Business Development Contest, sponsored by the Inland Press Foundation. Also participate in the New Business Development Conference, Aug. 5-7, at the Doubletree Hotel Chicago in Arlington Heights, Ill., and receive a DVD containing the latest revenue-generating ideas from papers across the country! Category 1: Category 2: New Products / New Revenues Special Sections • Theme Pages • Travel / Tourism / Transportation • Stand-Alone Publications • Arts / Entertainment • Online Products or Services • Sports • Newspapers Fighting Cancer • Marketing Materials, Collateral Items & Incentives • Non-Traditional Initiatives • Environment & ‘Going Green’ • Other • Business / Industry • Health, Family & Youth • Education / Career • Vendor Support • Shelter Deadline • Glossy Publications is July 9 Inland Press Association Foundation InlandPress.org For more, see page 19, visit NBDN-Inland.org or call (847) 795-0380.
  • 17. Energize your staff Enter the 2011 Newspaper Business Development Contest G ive your staff a reason to stay motivated Category 1: Category 2: and optimistic about the future in New Products / New Revenues Special Sections these uncertain times. Enter the 2011 • Theme Pages • Travel / Tourism / Transportation Newspaper Business Development Contest, • Stand-Alone Publications • Arts / Entertainment sponsored by the Inland Press Foundation. • Online Products or Services • Sports • Newspapers Fighting Cancer • Marketing Materials, Collateral Items & Incentives Also, participate in the New Business • Non-Traditional Initiatives • Environment & ‘Going Green’ Development Conference in August, and • Other • Business / Industry • Health, Family & Youth receive a DVD containing the latest • Education / Career revenue-generating ideas from papers Contest Deadline • Vendor Support across the country! is June 24! • Shelter • Glossy Publications Inland Press Association Foundation InlandPress.org For more, see page 5, visit NBDN-Inland.org or call (847) 795-0380. MAY 2011 | InlandPress.org | The Inlander PAGE 7
  • 18. Ideas To sell digital, keep your offers simple, avoid jargon and price it right By Adolfo Mendez digital right now,” Blinder said. be a part of, even if they can’t fully can be more robust, with the adver- to that.” EDIToR The Journal Register Company’s articulate its benefits. tisers’ contact, email, even a Google Pricing will be determined by ad reps raised more than $1 million “My team is telling me on the Map showing their location,” your market, “but we strive for a $10 Looking for ways to help your in digital revenue during a recent phone that the numbers haven’t Blinder said. CPM for local advertising,” Blinder advertisers reach the “recession- campaign, he said, with the ads sold changed in the last eight years. Half However, sales staff was trained said. “I think we should all be aware proof” consumer? Look no further evenly distributed among existing the advertisers we call on hate their to avoid the use of technical jargon of the fact that the small dogs in our than online, said Mike Blinder, advertisers, new advertisers and website; they’re not jazzed about when selling digital. “We always market are still spending digital dol- president of The Blinder Group in businesses that hadn’t advertised them,” he said. “Our line is that lead with audience,” Blinder said. lars,” Blinder said. “And the ques- New Port Richey, Fla. recently, Blinder said. they don’t hate them, they think “I always say we sell audience, not tion is how are we going to get a “The research shows that your John Krivosheyff, corporate di- they’re in redevelopment all the technology. We sell four things: piece of that action? You’ve got to online audience is a recession-proof rector of sales development and time.” reach, frequency, offer and imme- look at it like this: If I don’t sell this, audience, which is likely the main training for the Journal Register In such cases, it helps to offer diacy. Well, reach is the audience my competitor will sell it.” reason online advertising continues Company, said two-thirds of the advertisers a link to a landing page and that audience is defined as ei- to rise with local advertisers,” sales made were possible because they’ll actually like. “It can be as ther young/old, rich/poor, near/far, Contact: Mike Blinder, Blinder said during a recent Inland sales reps had an existing relation- simple as a PDF of a print ad, or it man/woman. It always boils down mike@blindergroup.com Webinar. “In our tough economic ship with the prospect. Krivosheyff conditions, people are looking to also attributed much of new online 2011 Group Executives Conference reach someone who is most apt to advertising revenue to keeping ad spend money, and I call that a re- offers simple. cession-proof audience. You can “One of the reasons I think we call it whatever you want.” have good retention on the con- That’s one of the points Blinder tracts we sell is we manage all ex- Don’t miss this exclusive gathering of top media executives said he made when training hun- pectations,” Blinder said. “We dreds of sales reps representing manage click expectations, we managing multiple properties from around the country! about 20 websites owned by the manage expectations as far as the Journal Register Company in Yard- results that will be performed from ley, Pa. John Paton, CEO of the this. Our philosophy is simple: We Journal Register Company, and his bring them easy, desirable, simple “digital first” strategy have become solutions that they can grasp,” he well-known in the publishing in- said. dustry, and Blinder has seen first- Blinder said his experience work- hand how management drives this ing with small-business owners— mantra from the top down. he says his company calls around “They’re screaming, ‘Digital first, 5,000 advertisers every year— digital first, digital first!’ and there’s convinces him that they believe the a lot of pressure on JRC to sell Internet is something they need to $25 Local online spending went up $22.7 $22.9 $21.6 Local businesses $20 advertising online to $18.2 top $22B by 2012 $15 $13.1 $10 $8.7 $5.7 $4.8 $5 $2.7 $1.7 $2.1 $0 Hotel information: 2002 2003 2004 2005 2006 2007 2008p 2009 2010 2011 2012 This graph is part of the presentation Mike Blinder, president of The Blinder The Oxford Hotel in Denver. Phone: (303) 628-5400. Group, encourages ad reps to use during sales calls. “I call this the [former Rooms are $180 a night, single or double occupancy. professional hockey player] Wayne Gretzky skate-to-where-the-puck-is-going page,” Blinder said. “I say, look, Mr. Advertiser, even in tough economic times, local online spending is rising, and if you’re not there, your competitor may Inland Cut-off date for this rate is Monday, Aug. 15. be.” Dollar amounts represent billions. Graphic by Michelle Finkler, based on Works for You For more, visit InlandPress.org. blinder Group data APRIL 2011 | InlandPress.org | The Inlander PAGE 7
  • 19. Attend Inland’s 2011 Group Executives Conference Don’t miss this exclusive gathering of top media executives managing multiple properties from around the country! September 14-16 Denver, Colo. Hotel information: The Oxford Hotel in Denver. Phone: (303) 628-5400. Inland Rooms are $180 a night, single or double occupancy. Cut-off date for this rate is Monday, August 15. Works for You For more, visit InlandPress.org. PAGE 8 The Inlander | InlandPress.org | MAY 2011
  • 20. Attend Inland’s 2011 Group Executives Conference Don’t miss this exclusive gathering of top media executives managing multiple properties from around the country! September 14-16 | Denver, Colo. Hotel information: The Oxford Hotel in Denver. Phone: (303) 628-5400. Rooms are $180 a night, single or double occupancy. Cut-off date for this rate is Monday, August 15. Inland For more, see page 11. Register online at InlandPress.org. Works for You PAGE 8 The Inlander | InlandPress.org | JUNE 2011
  • 21. Training How do you know what employees consider to be important? Teresa Amabile is one of those thinkers I like to track. She’s a Leadership perience coaching journalists con- sidering a new career. Yes, they are professor and director of research worried about the dismal state of at the Harvard Business School the newspaper industry. Yes, they and frequently rolls out research feel overworked by doing more that challenges conventional wis- with less. But what drives many of dom. them to consider leaving journalism Take motivation theory, for ex- is a sense that they are stalled, ample. When Amabile surveyed locked in a cycle of tedious work 600 managers in dozens of compa- nies about what they believed mo- Edward Miller with few prospects for learning new skills. Companies have swept away tivated their employees, she got Marietta, Ga. programs for personal and profes- these conventional results: sional development, and with them • Recognition on the manager’s list: a sense of the optimism that comes from life- • Incentives personal progress. long learning. The newsroom of the Northwest Herald, owned by Shaw Newspapers in Dixon, Ill., • Interpersonal support “On days when workers If there’s any good news in this is part of a corporate culture. “Our culture, the SHAW CULTURE, is one • Clear goals have the sense they’re making for newsroom managers it is this: characterized by a sincere recognition that our associates are important, significant and valuable,” the company states. image supplied • Support for making progress headway in their jobs,”Anabile Sustaining colleagues’ sense of per- Sounds right. All are legitimate writes, “or when they receive sonal progress is within your con- Managers need to remember that Harvard Business Review, Jan/Feb factors of motivation. But here’s support that helps them over- trol. How? negative events generally have a 2010. what Amabile discovered when she come obstacles, their emotions • Negotiate clear and meaningful greater effect on people’s emotions, compared the survey to a multiyear are most positive and their goals. perceptions and motivation than Edward Miller, a personal and professional study tracking the day-to-day ac- drive to succeed is at its peak. • Include people in decisions that positive ones. Helping people feel coach to journalists and news executives in tivities, emotions and motivation On days when they feel they are affect their work and their life. a sense of personal progress will the U.S., Finland and Sweden, is the former levels of hundreds of knowledge spinning their wheels or en- • Be courageous and inventive mitigate the negative and facilitate editor and publisher of The Morning Call in workers in a wide variety of countering roadblocks to about fighting for resources. the positive. Allentown, Pa. He can be reached at (770) settings. The order is meaningful accomplishment, • Learn to coach and teach, not just 402-1210. This article originally appeared in wrong. The chief motiva- their moods and motivation are supervise. Recommend reading: “What Re- “Reflections on Leadership,” Miller’s weekly tor for the workers lowest.” • Offer recognition and feedback, ally Motivates Workers” by Teresa e-mail essay on newsroom management was in last place This correlates with my own ex- especially about progress. M. Amabile and Steven J. Kramer. and leadership. St ay co m p etit i v e w i t h I n l a n d R e s e a rc h Newspaper Industry Compensation Survey Employee Attitude Survey THE INDUSTRY STANDARD IN COMPENSATION PLANNING BOOST MORALE AT YOUR NEWSPAPER • An extremely powerful tool to • Nearly 100 newspaper-specific Increase job satisfaction, longevity and productivity. Assess management determine how competitive you are positions measured, including seven performance, personnel policies, the value of benefits packages. Pinpoint today and to track trends and future online positions. and correct sources of discontent, inefficiency and turnover. Identify programs hiring plans. that are already maintaining high morale. Enhance not only your bottom • Includes a comprehensive industry line, but the quality of your product and your newspaper’s reputation in the • Survey form and final results benefits survey. community. Knowing how your employees think about the company they available in Excel 5.0 and can be • Custom and regional reports work for can make your newspaper run more efficiently, enhance its quality, imported into most HRIS programs. available. and assist you in reassessing your company after work force reductions. The 2010 NICS is now available to participants! For Contact Karla Zander (info at left) for additional participation and report details, contact Karla Zander, human resources research manager, at more information or to schedule your survey. To view a sample survey, visit Inland 847-795-0380 or kzander@inlandpress.org. SurveyMonkey.com/s/SampleEAS. Works for You JUNE 2010 | InlandPress.org | The Inlander PAGE 19
  • 22. discover new revenue sources Attend Inland’s Advertising Executives Conference June 15-16 Doubletree Hotel Chicago Arlington Heights, Ill. Even veteran newspaper advertising department managers will benefit from Inland’s annual conference for advertising executives. Why? Because the program is developed by some of the best and brightest minds working in newspaper advertising today. If you’d like to secure new revenue and learn new ways newspapers, or news media companies, can evolve as an advertising medium, then plan now to attend this upcoming conference. Inland Press Association Foundation InlandPress.org For program details, see page 5, call (847) 795-0380 or visit InlandPress.org.
  • 23. Inland News Profitability: Analyze your newspaper with Inland study Continued from page 1 for newspapers of 10,000, 25,000, 50,000 and 100,000 circulation. enue (about 20 percent) and a decline Designed to help newspapers work in circulation expenses (about 9 per- “smarter, not harder,” the 2010 Na- cent). The traditional measurement for tional Cost & Revenue Study covers successful circulation departments has financial reporting for 2009, the most been 46 percent. recent year for which there is data. The Traditional Wisdom measurements 2010 study results were released to are benchmarks developed over many participants May 25, continuing an years and commonly accepted as the earlier publication schedule started last industry standard. year. “The validity of those standards are The latest study also reveals reduc- put to the test via the Inland/MFM Na- tions in staffing levels with 4.6 to 4.9 tional Cost & Revenue Study, which full-time employees (FTEs) per 1,000 shows what the ‘real’ practice is for a daily circulation. The traditional mea- given newspaper,” according to Tim surement for staffing has been 5.3 Mather, Inland’s financial studies man- FTEs per 1,000 daily circulation. ager. To compare more “traditional wis- The National Cost & Revenue Study dom” with the 2009 facts, visit Inland’s for Daily Newspapers is considered the website, InlandPress.org. Reach new heights with industry standard for analysis and serves as a valuable benchmarking and budget- ing tool for newspaper companies. In- For questions or comments regard- ing the National Cost & Revenue Study or the findings here, contact Mather via land’s findings, derived from 178 daily e-mail at tmather@inlandpress.org or Inland’s General newspaper participants, reflect realities by phone at (847) 795-0380. Performance Assessment Salaries: NICS results similar to surveys from other industries A confIdenTIAl MonThly benchMArkIng “Due to reductions Continued from page 1 in staffing levels in resource for dAIly newsPAPers ing managers saw salary increases in the range of 12 percent. many papers, Robert J. Greene, CEO of Reward people are being • Receive your Executive Summary $ystems Inc. in Glenview, Ill., has asked to do more • Make the Top 10 List served as quality control consultant to while at the same • Compare your performance to other papers the NICS for more than 10 years. “The time their rewards are limited 2010 NICS showed the same pattern • Real-time data of smaller salary increase budgets as due to economic pressures.” N have other major surveys that measure ewspaper executives have indicated The GPA is applicable for daily newspapers market rates across industries,” said robert J. greene, a desire to have more timely data by of any size! Performance categories include Greene, who holds a doctorate. “The Ceo of reward $ystems inc. which to evaluate the performance gross profit, circulation, advertising, labor, variable compensation numbers gener- of their newspapers. Inland’s monthly EBITDA, electronic/digital media, accounts ally declined, which is to be expected General Performance Assessment may receivable and capital expenditures. Output as profits are squeezed since incentive paper & Press Association, Newspaper also be used as a supplement to Inland’s is in the form of percentages, percentage plan payouts are typically tied to rev- Association of America and Pacific National Cost & Revenue Study for Daily point changes, percent of revenue, and enue and/or profits. Northwest Newspaper Association and Newspapers. It is a confidential survey in an percent change vs. prior year, without “Due to reductions in staffing levels state associations in California, Colo- electronic format for both data submission exposing the underlying data. in many papers, people are being asked rado, Florida, Georgia, Hoosier State and distribution. to do more while at the same time their (Ind.), Iowa, Nevada, New York and rewards are limited due to economic North Carolina. Inland Questions? Please contact pressures.” Newspapers pay for the study based GPA The study is co-sponsored by Inland on their circulation size. Newspapers Tim Mather, Inland’s Press Association, four national and that participate in the study also may financial studies manager, at regional associations and nine state as- order regional, custom and other tar- tmather@inlandpress.org or Works for You sociations. The co-sponsors are: MFM/ geted studies. For further information by calling 847-795-0380. INFE International Newspaper Finan- on the compensation survey, contact cial Executives, New England News- Inland at (847) 795-0380. PAGE 4 the inlander | inlandpress.org | JuLY 2010
  • 24. e NBDN-Inland.org or s call (847) 795-0380. c es s n For more, visit sin rm es e ns n: tio r Bu tfo u so ec e er ts nn w Pla ven ak uc y f Co C s, Ill. pe od ver e n ls or ty e Pr co M ni Ne w Re W o na ur Re d mu Do io an n eight at Yo mic s ds om ow iv o Ne w ot Int no el Pa r C H m co od s, i fo nd Inland Press fe m ton H ya t nd Li e E t M er ing Ne e a ew d th ten ead ner he InlandPress.org iv at g N an Con -R art eT e rm in rs :E P Ar g t t fo ath pe aid ies nd ho en tha lin In re spa n P teg ts a W nt D s: Co r • B ew st o Stra tes DV p or lo A d . • N ate ile n tit de ea .m Co 0a s 10 ev ago | pe ? an Id • L ob ts, fits om Win Br eat :3 ion • M ven o C r ies t 9 ess . Pr ew and nd G tr s a y s ug e ic •E d a a ve en en b , A D l Ch an he N te edi cei st op ed ay pe re te n w id • T om al M ees con io lo r , at fol n F m. te C i oc nd all str 5, . O 5 p. ns. o • S tte des gi . r eH * A clu re ug p.m to ou Foundation ce , A 5 m. dj s in en ay to 8 a. ce a tre s er sd . 20 nf ur a.m un ren e in le Co Th 10 s r nfe nd Bu oub on m sion co ’s fro ses the d D s 6, en an wh A ew 5-6 | n l st I N ugu Association A t te
  • 25. Co-sponsored by Florida Press Association. For more information, see page 5, call (847) 795-0380 or visit InlandPress.org.
  • 26. Thank You Inland appreciates donations to the Inland Press Foundation as received from the following supporters: Major Contributors Journal Gazette Foundation, Inc. John Mathew Bliss Communications Fort Wayne, Ind. Sierra Vista, Ariz. Janesville, Wis. Brehm Communications, Inc. Cox Media Group Dolph Simons Family Fund San Diego, Calif. Atlanta, Ga. Douglas Co. Community Foundation c/o Dolph Simons III Forum Communications Company Miller Group Charitable Trust Fund World Company Fargo, N.D. at the Chicago Community Foundation Lawrence, Kan. c/o NewsTribune LaSalle, Ill. General & Memorial Contributions The Hutchinson News R. John Mitchell Record-Eagle Hutchinson, Kan. Rutland Herald Traverse City, Mich. Worchester, Vt. The New Mexican Teresa M. Chebuhar Santa Fe, N.M. Eagle Newspapers San Antonio, Texas (Memorial gift for Morley Cowles Salem, Ore. Ballantine, Durango Herald) HDS Premier Consulting Athlon Sports Laguna Niguel, Calif. Delphos Herald, Inc. Nashville, Tenn. Delphos, Ohio Bellefontaine Examiner (Includes memorial gift for Wally Lage) Gary Meyer Bellefontaine, Ohio West Sherburne Tribune Big Lake, Minn.