Inlander front pages designed by Michelle Finkler.

1. the
Inlander
AUGUST 2009 | Vol. 23, No. 8
knowledge for newspapers
Mailed Monday July 27 from Algonquin, Ill.
Inform post office if it arrives after Aug. 10. Address service requested.
Inland
Special Sections training
Special Report Last chance “The Webinar was helpful. I
can’t take all my account reps
to register
out of the office but the quick
and to-the-point presentation is
good info.”
— Tina West,
Courier Times, New Castle, Ind.
Aug. 6-8
newspaper business
Newspaper Business development Conference
Development Conference
Share ways to make money
through new and emerging print
and online products. Who should
attend? Our group includes pub-
Aug. 6-8, Doubletree Hotel, Arlington Heights, Ill. lishers, ad directors, marketing
personnel, specialty products
managers and special sections
To register, visit InlandPress.org. Click on editors—people who are ener-
“Event Registration” under the “Training” tab. gized and able to take back to
their papers practical solutions
that they can put to work quickly.
For more information, call 847-795-0380
To read the report, see pages 12-13
the doubletree hotel, arlington
or visit NBDN-Inland.org. heights, ill.
Aug. 11 | Webinar
the sales Compensation
Do you know how to lead your people in a bear market? dilemma: a webinar
Presentation and
By Adolfo Mendez gating and helping employees grow. discussion
EDitor E is for Emotional Intelligence. Nothing impacts sales behavior,
Now a popular trend in business, EI (or positively or negatively, more
than compensation. Discussion
It’s a bear market, but EQ, emotional intelligence quotient) will center on reviewing current
Bill Osborne, a consultant refers to the ability to manage your plans and their effectiveness in
who has spent his entire emotions and the emotions of others. today’s changed and competitive
career with newspapers, The concept was the brainchild of Dan- environment, in driving the sales
behavior and results you seek and
isn’t bearish. iel Goleman, a psychologist and author in hiring and retaining the best
Osborne said the word of the 1996 book, “Emotional Intelli- sales personnel.
“bear” can serve as a gence.” with larry Maynard, President, ngM
Partners, oswego, ill.
useful acronym when A is for Attention. To successfully
discussing newspaper give employees the attention they desire Aug. 13 | Webinar
leadership in tough times, begins with being able to observe and
and he explained how during a recent properly interpret their behavior.
driving Productivity
Inland Webinar. R is for Rewards. Recognize em- through employee
Leaders can be effective if they return ployees so they can feel good about engagement
to what he described as the BEAR ne- their work, stay motivated and perform The Gallup Company has reported
cessities. Those are: to your expectations. that up to 29 percent of employ-
ees can be actively engaged in
B is for Basics. Return Osborne said leadership and manage- your business, and that means 70
to the basics, such as ment are different. Leadership is the percent can be disengaged. Find
leading by example, ability to get people to act in a specific out how you can determine what
percent of your employees are
serving your team, dele- lEADErship: ContinuED on pAgE 8
engaged and learn the eight steps
to driving employee engagement
as well as how to align recognition
Contest winners reader Contributions blogging suCCess and rewards systems to support
Here are the winners of the Relying on readers for content is A California newspaper high productivity.
with Mark ernst, J.d., President, ernst
2009 Newspaper Business nothing new for this North Carolina company’s blog site on pets enterPrises, llC.
Development Contest. paper. gets readers engaged. Additional training information on pages
19-22 or visit InlandPress.org. Select “Event
Page 5 Page 7 Page 10 Registration” under the “Training” tab.

2. the
Inlander
APRIL 2010 | Vol. 24, No. 4
knowledge for newspapers
Mailed Monday March 29, from Algonquin, Ill.
Inform post office if it arrives after April 12. Address service requested.
Inland
Enter the 2010 Attend Inland’s training
&
Newspaper Business
Development Contest ADVERTISING “I thought the Inland Webinar
on classifieds was excellent! It
was very informative. I would
EXECUTIVES
definitely recommend this ses-
sion to others. I will be making
Attend the 2010 changes in my department based
on this Webinar! Thank you!”
New Business
Development
Conference
CONFERENCE Carin Wharton, supervisor,
classifieds, Riverside (Calif.)
Press Enterprise
June 15-16 April 6 | Webinar
Contest deadline is July 9. Weekly newspaper
For more information, see page 5. Doubletree Hotel Chicago Focus: Effective Web
Conference is Aug. 5-7 at the Doubletree in Arlington Heights, Ill. Sites For Weekly
newspapers
Hotel Chicago in Arlington Heights, Ill. For more, see page 4. We’ll cover the basics of what you
need on your Web site and what
you don’t, how to keep it active
Pioneer Newspapers’ Facebook face-off and what kinds of costs you might
incur. How much should your Web
site reflect the paper or go be-
yond it? This Inland Webinar will
address design and user research,
Two papers use contest staffing, writing for the Web and
new revenue opportunities. This
to grow audience on
isn’t intended to dive deep on any
topic but to give you a solid over-
view of how you stack up, where
popular social network you should go and what not to
bother with!
WITh BILL OSTEndORF, PRESIdEnT,
CREaTIvE CIRCLE MEdIa COnSULTIng,
By Adolfo Mendez PROvIdEnCE, R.I.
Editor
April 13 | Webinar
Like a couple of teenagers racing to get the driving Productivity
most Facebook friends, two Pioneer Newspa- and Motivating With
pers on the West Coast recently competed non-Financial Practices
against each other to see who could get the most and Incentives
Facebook fans. This Inland Webinar will focus on
The stakes were high: three large combina- the management practices that
tion pizzas and bragging rights. can drive productivity without in-
While both papers were successful in using creasing costs. We will also focus
on the role non-financial incen-
Facebook to grow their audience, there was a tives have on changing employee
clear winner: The Herald & News, a 15,000-cir- behaviors. This Inland Webinar
culation daily in Klamath Falls, Ore. will encourage attendees to assess
Annah Backstrom (from left), Holly owens and Joanna Markell, members of the copy desk at the Herald & News the business’ engagement practic-
Ironically, the idea for the contest didn’t
in klamath Falls, ore., hold up their digital Now Superstar awards given to them for general excellence by es; identify the actions that must
come from the winning paper. Pioneer Newspapers. the Herald & News recently beat a sister paper in a contest to determine which would be change to move to an account-
FAcEBook: coNtiNuEd oN PAgE 8 the first paper to grow their Facebook fans by 100. IMAgE by ANdREw MARIMAN ability culture; discuss strategies
for implementation of actions;
and discuss the importance of
nEW MEMBER PROFILE PICTURE PagES FOR ManagERS alignment of recognition and re-
ward systems.
The New Haven (Conn.) Register A pictorial spread of the 23rd If your staff isn’t working WITh MaRk ERnST J.d., PRESIdEnT, ERnST
combines compelling content Annual Key Executives Conference the way you’d like, could EnTERPRISES, LLC.
with latest technology. held in Captiva Island, Fla. you be the problem? Additional training information on pages
18-21 or visit InlandPress.org. Select “Event
PagE 6 PagES 12-13 PagE 17 Registration” under the “Training” tab.

3. the
Inlander
JANUARY 2010 | Vol. 24, No. 1
knowledge for newspapers
Mailed Monday Dec. 28, from Algonquin, Ill.
Inform post office if it arrives after Jan. 11. Address service requested.
Inland
training
Small “The conference was wonderful.
The information was extremely
Newspaper
useful, and the networking
opportunities were excellent.
See you next year.”
— Carla Zuill
IN
The Royal Gazette Bermuda
Focus 10 LA
Jan. 12 | Webinar
W
20 20 specific steps to
EB ND
take if you seriously
Want growth in
classified line ads
IN
An Inlander Special Feature Fo This Inland Webinar will offer 20
r mo specific steps to take if you are
AR
re, serious about having a classified
se ep section that is good for the read-
ers, good for the advertisers, good
ag
S
es for the staff, and that meets rea-
16 sonable budget expectations. The
Grow circulation, page 12 an first 10 steps should be easy. The
Publisher raises prices, page 13 d1 second 10 steps are considerably
7. tougher, but are critical to reach-
ing excellence in your classifieds.
Richard Clark has 33 years of clas-
sifieds experience. This is your
Avoiding the pitfalls of social networking
chance to tap into his knowledge
base and get your classifieds back
on a growth track.
With richarD clark, PresiDeNt,
classifieD DeveloPmeNt, JohNsoN city,
teNN.
By Adolfo Mendez lot different from a Facebook.” Washington, D.C. going to really nail that son of a
Editor Newspaper publishers engage in For example, editorial employees [expletive deleted] this time.” Jan. 13 | Webinar
social networking when they try to who are not careful on their per- Appearance often accounts for Due and Done: “total
The Internet’s social networking get readers to comment on stories, sonal Twitter account or Facebook more than the actual facts, Hart time management
strengths are a boon for newspa- use blogs to engage readers and pages—or even company e-mails— said. “I’ve been representing jour- for the New year”
pers, but it’s also made publishers encourage them to e-mail a story to can suggest that they are not “a nalists for 23 years, and I have Why are some people so effective
contend with inappropriate content a friend. neutral and dispassionate reporter never in my life met a reporter who at getting what’s due DONE? They
and comments posted to their sites “Anything that somebody in the just reporting on the facts,” Hart published a story with actual mal- seem to have endless energy and
by readers, and contemplate setting community puts on your site is said. ice, with knowledge of falsity or move from one project to anoth-
er—always staying focused on
limits or establishing policy on em- user-generated content,” Marcano “You want to take battle meta- serious subjective doubt as to truth, whatever they are doing (and able
ployees’ use of social networks. said. “And the reason there’s a lot phors out of your newsroom,” Hart but I’ve seen some plaintiff’s at- to keep their cool). These people
“When people think of social of interest in user-generated content said. “Errors are inevitable in the torney make a very good go at are not only fun to be around, but
networks, they often think of Face- is that more and more people are fast-paced world of news reporting. showing a judge that a reporter had, they know how to get great re-
sults. Make 2010 the year that you
book, MySpace, Twitter. They doing it.” Errors do slip in to stories from in fact, published with actual mal- join their ranks. You’ll learn four
don’t think about social networking But the digital era not without its time to time. You want to be able ice and they’ve always done that basic concepts that will make
in the context of newspapers,” said pitfalls, so publishers should take to defend those as errors that oc- based on statements that were made your job more rewarding than
Ray Marcano, Internet general specific steps to protect themselves, curred in good faith. You don’t that were taken out of context and ever before. This Inland Webinar is
a “whole life” course because
manager for Cox Ohio Publishing. according to Jonathan Hart, an at- want to have an e-mail from a re- what you learn for your job can be
“A publisher’s social network is a torney with Dow Lohnes PLLC, in porter to an editor that says, ‘I’m SociAl NEtworkiNg: coNtiNuEd oN pAgE 10 used at home, too!
With DaN chioDo, PresiDeNt, imPact
traiNiNg aND DeveloPmeNt, JoPliN,
Niche PublicatioN oNliNe DisPlay aDs eNter iNlaND coNtests mo.
How a Michigan paper helps Improve your Web site and The deadlines are fast approaching
luxury resort reaching wealthy you’ll improve your advertisers’ for Print Quality and New Frontier Additional live training information on
clientele. results. contests. pages 16-17 or visit InlandPress.org.
Select “Event Registration” under the
Page 6 Page 7 Page 8 “Training” tab.

4. the
Inlander
FEbRUARy 2010 | Vol. 24, No. 2
knowledge for newspapers
Mailed Monday Jan. 25, from Algonquin, Ill.
Inform post office if it arrives after Feb. 8. Address service requested.
Inland
An Inlander Special Feature training
SALES Help your sales staff make the most of 2010 with these proven
“Great presenter and great
FOCUS
techniques from top industry experts. See pages 12 and 13.
reminders by e-mail so we
Additional articles throughout this edition of The Inlander focus didn’t forget to attend. It was
on your classifieds department, special sections, qualifying leads easy to get logged onto the
and handling tough sales. Webinar. I appreciated the
opportunity to ask questions
during the presentation, and I
appreciated receiving the
a preview of the 2010 Key executives conference presentation so that I don’t
forget anything! Please contact
me in the future for more
By Kathy Ballanfant classifieds-oriented Webinars.”
Inland Press assocIatIon PresIdent-elect
— Malia Miller, advertising
Tired of the winter weath- manager, The Daily Courier,
er? Blustery winds, chapped lips Prescott, Ariz.
and hands, stuffy noses and heavy
clothing can take a vacation—and Feb. 3 | Webinar
so can you—if you join Inland embrace a
Press Association reader-centered
members this Feb- classifieds model to
ruary at Florida’s
South Seas Island
grow the franchise
In this Inland Webinar, you will
Resort on Captiva learn the best ways to grow reve-
Island. nues and strengthen your classi-
The sugary sand fieds franchise by identifying and
beaches, waving meeting your readers’ needs. Your
advertisers don’t actually want
Kathy Ballanfant palms, cocktails ads, they want their ads to pay
around the pool, off. Only your readers can give
and friendly manatees peering from advertisers the results they
the water will be a refreshing trop- want. Even though the process of
embracing market-driven classi-
ical break for most of us. You can fieds requires a substantial shift in
play tennis or golf, learn to sail, rent mindset, the actual process is
a jet ski or charter a fishing boat— straightforward.
or just loll about in the sun sipping with richard clark, presideNt,
classified developmeNt, JohNsoN city,
soda through a straw. teNN.
Put that together with a terrific
Feb. 10 | Webinar
program (see page 24), focusing on
issues to help you make money and who else wants
interest readers, lots of networking the south seas Island resort on captiva Island, Fla., the site of the 2010 Key executives conference, is a tranquil tropical-
to sell more web?
opportunities with fellow newspa- island destination along the Florida Gulf coast. PhoTo by KAThy bAllANFANT CPM selling is the pits. You need
per professionals, a fabulous pro- to evaluate the CPM of your ban-
ner inventory to calculate the ef-
gram for spouses, and you have an about paid content, social media complete details). Monday, and Tennis and Golf fective rate you deserve. But nev-
invitation you can’t turn down! and community engagement. Na- But don’t worry—there’s plenty Tournaments will be on stage Tues- er tell the advertiser what it is—
Take a look at the program for tional advertising—as well as po- of time for networking (and play), day afternoon. For those who don’t especially if you are trying to sell
Key Executives—there’s informa- litical advertising—and how to get too. An oceanside reception and play tennis and golf ... well, there small- and medium-sized busi-
nesses! Want to sell more Web?
tion about E-readers, ad networks your share are sure to be sessions sunset festivities will be the eve- Start by attending this Inland We-
and sales management, sessions that will be packed! (See page 4 for ning attraction both Sunday and PrevIew: contInued on PaGe 9 binar, where you’ll learn about a
proven model that has generated
millions of dollars in new online
New member profile Niche publicatioNs classified ad departmeNt revenue during the past year!
with mike bliNder, presideNt, bliNder
A Canadian paper offsets Newsletters attract an increasing Are you maximizing your group iNc., New port richey, fla.
single-copy sales decline number of readers and advertisers classified sales department Additional training information on pages
with gains in home delivery. in Florida. for optimal success? 19-21. To register, visit InlandPress.org.
Select “Event Registration” under the
page 5 pages 6-7 page 11 “Training” tab.

5. the
Inlander
JULY 2009 | Vol. 23, No. 7
knowledge for newspapers
Mailed Monday June 29, from Algonquin, Ill.
Inform post office if it arrives after July 13. Address service requested.
Inland
Inland Press Association’s training
124th Annual Meeting
New Models,
“The Webinars are a very
efficient way of keeping
informed of the latest
information. They are greatly
appreciated.”
— Mark Wolf,
The Truth, Elkhart, Ind.
New Revenues, July 14 | Webinar
Putting stories,
New Solutions sales in Motion via Video
Today’s story telling can’t be con-
fined to simple headlines and
text. We’ll examine the video
PREVIEW
tools and training you’ll need to
connect with today’s action-ori-
ented, visual audience.
With chris Krug, general Manager,
Vice President Of neWs and cOntent,
shaW suburban Media; and J. tOM
Plan to attend this year’s For more, shaW, Vice President Of MarKet
deVelOPMent, shaW suburban Media
Annual Meeting on Oct. 25-27 at see page 5
July 15 | Webinar
the Renaissance Chicago Hotel
how does a newspaper
cultivate and Profit
from a Vibrant ‘local
U.S. dailies see declines in revenue, profits over 5-year span Marketplace directory’?
Discover how to create a profit-
able online community for those
Operating profit remains in the Trend Analysis: Five-year trend (2004-2008) advertisers in your market who
would traditionally not look to
your print or online product as an
double-digits despite the downturn Circulation Advertising
Revenue
News & Editorial
Expense
Operating Profit advertising resource. Develop a
user-friendly source for your com-
munity advertisers with upsell op-
15,000 or less 4.3% 9.2% -64.8%
By Adolfo Mendez five-year period ending in 2008. tions to grow their business and
Editor Overall, daily newspapers of all 15,001 to 25,000 -9.8% -0.3% -50.2% your bottom line.
With sara WilhelM, Vice President,
circulation sizes have experienced 25,001 to 50,000 -14.7% -10.6% -190.4% sales and business deVelOPMent,
A triple whammy of declining double-digit and even triple-digit 50,001 to 80,000 -18.6% -7.2% -82.9%
MediaPhOrMedia/laWrence JOurnal
WOrld
circulation, advertising and classi- declines in operating profit, the
fied revenue has been eroding the study found. The steepest decline 80,001 and up -28.9% -10.2% -100.1%
SoURcE: INLANd PRESS ASSocIATIoN
July 16 | Webinar
profits at U.S. dailies over the past in profits has occurred in daily pa-
five years, according to a report by pers in the 25,001- to 50,000-cir- Tim Mather, Inland’s financial significant decline in profits, the leadership in
the Inland Press Association. The culation size, which, together, aver- studies manager, who helped pre- Trend Analysis average overall tough times
sole circulation group showing a aged a 190 percent decline from pare the 2004-2008 Trend Analysis, shows newspaper operating profits Leading in tough times requires
taking personal accountability,
hopeful sign was the under 2004 to 2008. said newspaper profits remain still ranged from more than 11 per- building trust and creating a moti-
15,000-circulation category, which Inland’s analysis of financial strong. “It was interesting to see cent to 15 percent of gross revenue vational environment. Whether
actually showed a 2.5 percent data sheds light on more than 120 that, despite the downturns in virtu- in all circulation groups except it’s a layoff, economic downturn,
growth in gross revenues during the papers across the country. ally all revenue sources and the StUdy: ContinUEd on pAgE 15 bankruptcy or other change, this
discussion will provide proven
leadership techniques that will
bring about results.
Online case study niche PrOducts self-defeating acts With bill OsbOrne, President, the
Georgia paper finds success with Why an Indiana paper took a Are you making these five PeOPle business, arnOld, Md.
building a ‘sense of community’ on ‘more is less’ approach with management mistakes that
its Web site. special sections. undermine revenue growth? Additional training information on pages
19-22 or visit Inlandpress.org. Select “Event
Page 9 Page 12 Page 15 Registration” under the “Training” tab.

6. the
Inlander
MAY 2009 | Vol. 23, No. 5
knowledge for newspapers
Mailed Monday April 27, from Algonquin, Ill.
Inform post office if it arrives after May 11. Address service requested.
Inland
Build your classifieds training
AN INLANDER SPECIAL FEATURE
Need Some “One investment we hold sacred
is our Inland Press Association
Improve your paper’s
bottom line with Revenue-Generating membership. We’ll be more
resilient through any economic
swing by belonging to a
strategies that
grow classifieds. Ideas? nuts-and-bolts organization
like Inland.”
— Dennis Waller
Attend the Newspaper Business Publisher, The Chronicle
See pages 12, 13 Development Conference Centralia/Chehalis, Wash.
Aug. 6-8 at the Doubletree Hotel May 7 | Webinar
in Arlington Heights, Ill. How to Improve Your
Recruitment Packaging
and Positioning
Learn how to improve your sales
Visit nbdn-inland.org efforts, visibility and results for lo-
cal recruitment sales, current agen-
For more conference information, see page 4. cy sales and agencies not currently
running with your newspaper.
WItH LaRRY MaYnaRd, CHaIRMan, nGM
downsizing your work force isn’t a cure-all
PaRtneRs, LLC, OsWeGO, ILL.
May 13 | Webinar
the next Great Frontier
By Adolfo Mendez eliminated more than 26,000 jobs through layoffs and Has arrived: Mobile
Editor buyouts since June 2007, according Paper Cuts, a Web The immediate revenue potential
of mobile technology may be lim-
site about the industry that is updated by a journalist. ited, but remember when they
What’s a newspaper to do when revenues keep dropping Downsizing, in general, could prove to be a costly mis- said that about the Internet?
but people costs don’t go down at all? “Obviously, the take, Greene said during an Inland Webinar titled, “Man- Now’s the time to learn how mo-
American answer is: ‘Downsize immediately,’” said Rob- aging Employee Costs in Difficult Economic Times.” bile technologies will affect your
readership.
ert J. Greene, CEO of Reward Sys- “One of the interesting issues about downsizing is that WItH RaY MaRCanO, InteRnet GeneRaL
tems Inc. in Glenview, Ill. the research tells us it rarely works effectively,” said ManaGeR, daYtOn (OHIO) daILY neWs,
U.S. newspapers have Greene, who holds a Ph.D. “Certainly it doesn’t produce and JIM MaxWeLL, VP OPeRatIOns, Rust
COMMunICatIOns InC.
the results that the paper was convinced it was going
to.” May 14 | Webinar
Before embarking on layoffs, human resource de-
partments should count the cost. “We want to be
Local sales
Work ForcE: continuEd on pAgE 9
account targeting
Most advertising managers want
all sales reps to sell all products
to all accounts. This is an unrealis-
tic goal set up for failure with a
dramatic negative impact on ad-
vertisers, on your advertising rela-
tionships and your sales results.
This session will discuss how to be
successful today by helping sales
associates determine which prod-
ucts should be presented to each
client based on that client’s
unique business needs.
WItH LaRRY MaYnaRd, CHaIRMan, nGM
New member profile VIdeO adVeRtIsInG Niche Products PaRtneRs, LLC, OsWeGO, ILL.
Nebraska paper proves content Are you taking advantage of the Stuck in a rut? Here’s how to
doesn’t have to be entirely free on growing trend toward online video restore value to your
Additional training on pages 19-22
the Internet. advertising? not-so-special sections. or go to www.inlandpress.org.
page 6 PaGe 7 Pages 15-16 Select “Event Registration” under the
Training heading.

7. the
Inlander
SEPTEMBER 2009 | Vol. 23, No. 9
Mailed Monday Aug. 31, from Algonquin, Ill.
Inform post office if it arrives after Sept. 14. Address service requested.
knowledge for newspapers
Inland
Honor your journalists LAST CHANCE training
TO REGISTER “Very informative especially
for small papers such as ours.
We’ll do more.”
— Marshall Smith,
Enter the 2009
Group Executives
Idyllwild (Calif.) Town Crier
Newsroom
Sept. 2 | Webinar
Conference
selling and Packaging
direct Mail advertising
Contests
Learn how to create direct re-
sponse advertising and what the
most important elements are in a
Sept. 21-23 Program information direct mail campaign. The pre-
and registration is at senter trains sales staffs to sell di-
InterContinental Hotel InlandPress.org. Click on rect mail/direct response adver-
Kansas City, Mo. “Event Registration” under tising. Find out why newspapers
are getting into direct mail, how
DEADLINE IS SEPT. 11 the “Training” tab or
call 847-795-0380.
to set up a direct mail program in-
house, the do’s and don’ts and
Inland For more information, see page 4 Co-sponsored by Inland Press Association
best practices.
With sue Beck, PresideNt, PriNt
Works for You
or visit InlandPress.org and Suburban Newspapers of America
MarketiNg coNcePts, iNc., houstoN,
texas
Sept. 9 | Webinar
Mind the gap:
Stop the Presses: Newspapers have a future the key to exceptional
customer service
The gap between exceptional cus-
By Adolfo Mendez That’s not to suggest today’s tomer service and service that dis-
appoints is only a small gap. Excep-
Editor market isn’t very challenging. “Al-
though we have certain challenges, special report: the digital tional customer service is not that
hard to achieve, and you can really
A daily diet of negative stories we’re actually a very formidable differentiate your company by fo-
about newspapers can confuse you and successful industry,” he said, transition of Newspapers cusing on the little things. Find out
how to determine what level of
about the facts, according to Larry adding that newspapers, for in- customer service you are actually
Maynard, chairman of NGM Part- stance, didn’t try to seek billion- delivering, how to align recogni-
WS
ners LLC in Oswego, Ill. dollar bailouts from the federal tion and rewards systems to ce-
“There are a lot good things go- government. NE ment in quality service and how to
develop feedback mechanisms to
ing on in newspapers today,” said “Although our industry is evolv- ensure exceptional service.
Maynard, who spent 25 of his 40 ing, the foundation of our business With Mark erNst, J.d., PresideNt, erNst
years in the newspaper business is very strong,” he said. eNterPrises, llc
working for Copley Newspapers. So what’s there to be happy Sept. 10 | Webinar
“Sometimes we lose sight of about?
that.” In most cases, a newspaper has
important lessons from
Maynard said the “true state of the “one of, if not the, strongest brand daily Newspapers
industry” is that newspapers have equity” in its local market, May- The Kubas Group will present les-
“unknown strengths,” which they nard said. “More often than not, To read the report, sons from North American daily
newspapers that have successfully
should be reminded of. “Each of us nobody is more familiar with the see pages 10-13 grown ad revenues. Two case
studies will be presented. You’ll
has many strengths, though some of
us may have lost sight of them.” FuturE: CoNtiNuEd oN PAgE 9 learn why cost-cutting is not the
way to succeed and what legacy
sales and business practices to
avoid and how these practices
Niche Products rethiNkiNg PriNt classifieds hoNoriNg Morley PiPer limit future ad revenues.
A paper in Dubuque, Iowa, gets its Taking a fresh approach can Colleagues bid former New With chris kuBas, vice PresideNt, the
kuBas grouP, toroNto, oNtario
sales reps excited about selling for a produce better results for England Newspaper Association
revamped holiday publication. the paper and advertisers. head a fond farewell. Additional training information on pages
20-22 or visit InlandPress.org. Select “Event
Page 8 Page 14 Pages 18-19 Registration” under the “Training” tab.