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April 2019
ANA News
The 2019 BNC and Advertising contest open next week, May 1. Are you ready to compete? Now is the time to get your contest entries ready. The opening date is q uickly a pproaching! In case you missed it, you no longer have to mail in any of your entries. ANA’s contest is an e-upload only. The contest system (ACES) can accept entry files up to 100MB per entry.
NEW Divisions: Continuing on from the 2018 updates, the contest will now have two separate divisions: 1. Professional Newspapers 2. College Newspapers/News Organizations Colleges** will still adhere to all the same categories, rules and pricing structure as set up for the professional newspapers. The General Excellence points they earn will be in their Division 6 only. This is the same rule as for all other divisions as well: no paper competes outside its division.
Add to your calendar …
Files larger than 100MB should be uploaded to Google Drive, Drop Box, issuu.com, etc., or your own hosting site. BUT, remember all URLs must remain active and accessible until October 4. PRICING FEES: In an effort to encourage greater participation, an early bird rate of just $9*per entry, is in place May 1 through 15. On May 16 entries return to the very affordable regular price of just $10*. After that, a $12 late fee would apply to entries submitted (by approval only). ANA member’s news. A roundup of happenings and events ����������������page
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The 80th Annual Meeting and Fall Convention, September 28. It’s the event of the year for meeting up with other members from different parts of our state and for workshops related to today’s newsroom, advertising and graphics topics. The day caps off with the big evening reception where editorial recipients and newsroom winners receive their plaques and certificates; and the exciting finale where newspaper of the year is announced. It’s a full day of something for everyone. Make sure to save the date! If you have questions or need help contact Julie O’Keefe at j.okeefe@ananews.com or call her at (602) 261-7655, xt.110. *Good only on BNC categories: 10-29; Advertising categories: 1-12. **Colleges are excluded from competing in Story of the Year, Journalist of the Year and Photographer of the Year.
Kevin Slimp: 2019 Publishers Survey. Annual survey offers insight to industry ������������� page
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Production: Taking Inventory of Critical Onsite Parts ������������� page
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ANAgrams is a quarterly e-publication produced by the Arizona Newspapers Association 1835 W. Adams St. Phoenix, AZ 85007-2603 Office (602) 261-7655 • Fax (602) 261-7525 www.ananews.com
ANA Staff Tim Thomas Executive Director / ext. 102 t.thomas@ananews.com Julie O’Keefe Communications Manager / ext. 110 j.okeefe@ananews.com Cindy London Ad Placement Manager / ext. 112 c.meaux@ananews.com
The Arizona Newspapers Association (ANA) was established in 1930 and incorporated in 1956. It is the successor to the Arizona Press Association of 1905, and the Arizona Daily Newspaper Association of 1922. The Association is governed by an 11-member board of directors elected by the member newspapers. The ANA is a nonprofit trade association representing more than 92 Arizona newspapers.
ANA Board of Directors President Kyle Larson, General Manager – Larson Newspapers (Sedona) 1st Vice President Jeanie Hankins, Publisher – The Wickenburg Sun 2nd Vice President Colleen Brady, Publisher – Arizona Daily Sun (Flagstaff) 3rd Vice President Jill Jorden Spitz, Editor Arizona Daily Star (Tucson) Secretary / Treasurer Brian Kramer, Publisher – White Mountain Independent, Payson Roundup Lisa Reilly, Publisher Yuma Sun Cloves Campbell, Publisher Arizona Informant Luige del Puerto, Associate Publisher Arizona Capitol Times Kelly Soldwedel, Assoc. VP Western News&Info, Inc. Anthony Bratti, Regional VP Sales – Arizona Republic/Republic Media (Phoenix) Past President Manuel Coppola, Publisher – Nogales International
Page 2 | ANAgrams ■ April 2019
Christiane Amanpour to receive 2019 Zenger Award By Michael Gordon Chesnick Outreach Coordinator, University of Arizona School of Journalism CNN journalist Christiane Amanpour, whose reporting on violence and human rights abuses in Iraq, Bosnia and Syria has earned her worldwide reChristiane Amanpour spect, has been named the 2019 winner of the Zenger Award for Press Freedom by the University of Arizona School of Journalism. Amanpour will be honored Friday, Sept. 20, at a public reception and lunch at 11:30 a.m. at the Marriott University Park Hotel, 880 E. Second St. Tax-deductible tickets ($100 each) or tables of 10 ($1,000 each) are available now through a secure UA Foundation site, with proceeds going toward student reporting projects and travel. UA School of Journalism Professor Mort Rosenblum, a former bureau chief and special correspondent for The Associated Press, will introduce Amanpour. He met her during the 1991 Gulf War on her first major international assignment for CNN. He also worked with her in the Balkans, Africa, the Middle East and Afghanistan. “Since her insightful coverage of Desert Storm nearly three decades ago, Christiane has exemplified the gutsy, upclose reporting and thoughtful analysis that helps a wobbly world stay on course,” Rosenblum said. “She shows how news is not about grand events but rather the real people behind them.” Started in 1954 by the UA journalism program, the John Peter and Catherine Anne Zenger Award honors those who have made extraordinary contributions to press freedom and the people’s right to know around the world. Past recipients include the late Washington Post publisher Katharine Graham; Dean Baquet, executive editor of The New York Times; and Carmen Aristegui of CNN en Español.
“I’m proud to receive the Zenger award, named for a couple whose powerful partnership laid the foundation for press freedom in the nascent United States, a freedom that has been the envy of the world, and emulated with great sacrifice wherever possible,” Amanpour said. “This redoubles my struggle for the freedom, safety and independence of the press, the most vital pillar of any democracy.” Amanpour, known for her tough interviewing style, is CNN’s chief international anchor of the network’s global affairs program “Amanpour,” which is based in London. An expanded show, “Amanpour & Co.,” also airs on PBS in the United States. In Sarajevo in the early 1990s, she exposed the brutality of the Bosnian War and genocide committed against Muslims. In 2004, she reported exclusively from the courtroom at the trial of Saddam Hussein, where the former dictator was sentenced to death for crimes against humanity. In 2014, Amanpour broke the news of a dossier that alleged to show the torture of prisoners by government forces in Syria. She also interviewed embattled Venezuelan President Nicolás Maduro about his country’s violent demonstrations. Amanpour has won 11 Emmy awards, four Peabody awards, two George Polk awards, three duPont-Columbia awards and the Courage in Journalism Award. She has used her profile to raise awareness of global issues and journalists’ rights and is a board member of the Committee to Protect Journalists, the Centre for Public Integrity and the International Women’s Media Foundation. She began at CNN in 1983 as an entrylevel assistant on the international desk in Atlanta, after graduating summa cum laude from the University of Rhode Island with a B.A. in Journalism. • Click here to read more about the Zenger Award. • Zenger tickets: Go to UA Foundation site. Reprint courtesy of University of Arizona School of Journalism
c r a u l o e y n d k a r rs! a M
The 80th Annual Meeting and Fall Convention September 28, 2019 Workshops and Training Sessions planned throughout the day.
Excellence in Advertising Awards presented during the afternoon luncheon.
Better Newspapers Contest Awards (BNC) presented at the evening reception.
Ideally located, less than 15 minutes south of Sky Harbor Airport and minutes from Tempe, Scottsdale and Chandler.
Wild Horse Pass Hotel & Casino 5040 Wild Horse Pass Blvd. Chandler, AZ 85226 All parking and valet is complimentary. Each room features one king size bed or two double beds, a 40” flat screen TV with premier channels, in-room safe, coffee maker, hair dryer, iron/ironing board and complimentary high-speed wireless internet. ADA rooms are available based on hotel availability. In room dining is always a phone call away, available 24-hours a day.
April 2019 ■ ANAgrams | Page 3
ANA Members’ news What’s news at YOUR newspaper? … ANA wants to know! Promotions or new hires? Special events? National awards? Tell us about it! Submissions about happenings in our newspaper community are always welcome. Send your email to Julie O’Keefe, editor of ANAgrams.
Navajo-Hopi Observer editor wins Associated Press, NAU journalism award Katherine Locke has had a busy six years. On Feb. 13, Locke, associate editor for the Navajo-Hopi Observer, was recognized for her work in the field of journalism and for her dedication and passion in covering Native American stories. Read more about Locke’s achievement.
The ANA Ad Services Team is part of Your sales team. Call Cindy London (602) 261-7655, Ext. 112
Daily Wildcat grabs Western national awards News&Info 2018 Advertising Graphics Awards
The Arizona Daily Wildcat took second place for best website and best weekly newspaper and fifth for best special edition at the ACP national journalism convention. Congrats to the Arizona Daily Wildcat staff for winning three awards at the Associated Collegiate Press national college journalism convention in La Jolla, Calif.: second place each for best website and best weekly newspaper and fifth for best special edition.
of readers say their community newspaper keeps them informed. Page 4 | ANAgrams ■ April 2019
Visit our Flickr pages Source: National Newspaper Association 2018 Readership Survey
90%
Western News&Info, Inc. held it’s inter-organization 2018 Advertising Graphics Awards presentation on March 15, 2019. This event took place at the StoneRidge Prescott Club in Prescott, Arizona. In attendance were the CEO’s, advertising and graphics departments from their publications. There were eight categories up for competition. Winners are listed here.
Check us out
on Issuu
ANA Members’ news Arizona Daily Star to shut down Tucson press, move printing operations to Phoenix
Star’s printing, packaging operations to be moved to Phoenix The change will eliminate about 60 jobs in the Star’s Tucson printing and packaging operations. About 15 of those jobs are part-time; the rest are full-time. Jobs in other areas, including news, are not affected and will stay in Tucson. D’Orlando, the newspaper’s publisher, praised the Star’s printing and packaging workers for their dedication to producing consistently high-quality products. Some may transfer to the Arizona Republic in Phoenix, where the Star will be printed, or to other newspapers owned by Lee Enterprises and Gannett, which are partners in operating the Star. Affected workers also will be invited to a job fair at the Star, 4850 S. Park Ave., intended to match their skills with local companies. Read the full story.
Innovative storytelling to drive Republic partnership with Flinn Foundation
With Flinn’s generous support, The Republic is hiring a multimedia reporter and a digital developer to chronicle Arizona’s bioscience sector, tell the state’s story of innovation in creative ways and deliver those stories to the community through live events and in front of students at all levels. Our mutual goal is to deepen public understanding of bioscience research and clinical advances in Arizona and to do so through new technologies — virtual and augmented reality, video and motion graphics. We’ll do that with a two-year, $300,000 grant from Flinn with terms that protect our independence. The Flinn Foundation is hands-off of our journalism. Read more.
Going back to the Origins History Video A Conversation with Bob & Walt Wick
Recorded June 20, 2008 in Minneapolis, Minnesota with moderator Tom Lee, this conversation with Bob and Walt Wick of Wick Communications details their history in the community newspaper business going back to the origins of the company under their father Milton Wick. Wick Communications is a familyowned community media company with newspapers, websites, magazines and specialty publications in 10 states. The home office is in Sierra Vista, Arizona, with ten member newspapers in ANA.
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April 2019 ■ ANAgrams | Page 5
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Page 6 | ANAgrams â– April 2019
2019 Publishers Survey Annual survey offer insights into future of industry by Kevin Slimp kevin@kevinslimp.com I was excited about the opportunity to speak to the publishers of New York recently at the NYPA Spring Convention. Let’s face it, New Yorkers take their newspapers seriously, and the NYPA convention is always special. I spoke on eight topics over two days while in New York, but it was the second session that drew the biggest crowd. The room was packed to hear me speak on the topic, “What’s Really Happening at Newspapers Today.” Fortunately, I was a week into crunching numbers from my 2019 survey of U.S. newspaper publishers. I quizzed the audience before sharing the results of the survey to see how they thought other publishers would respond to the survey’s 35 questions. On some, they were close. On others, they were audibly surprised. We began conducting this annual survey in 2014, while I was directing the Newspaper Institute at The University of Tennessee. In each year since, we’ve had between 400 and 700 publishers participate. That’s easily enough to indicate results representative of the industry. While with the New York group, I took some time to look at the differences between daily and non-daily papers. We examined the numbers of locally-owned newspapers to those owned by large groups. We even compared newspapers in New York state to papers in other geographical areas of the country. In coming columns, I’ll share some of the most interesting details from these comparisons. In this column, I will share some general results of the completed questionnaires.
Where are the participants located? No surprise here. Most respondents came from the Southeast, Midwest and Northeast geographical areas of the U.S. It makes sense, since these are the areas with the most newspapers. These were followed by the Southwest, West Coast, and Pacific Northwest. I always get a chuckle out of this question. There will always be a few publishers from Texas who select “other,” and insist Texas is its own geographical region.
How many copies are printed? This one always seems to stump the audience. Most folks usually seem to think
other papers are much larger than their own, so they will guess somewhere around 10,000. Then when I ask how big their papers are, they will usually come in around 3,000 to 5,000. Audience members always seem surprised to learn that most of their papers are like most other newspapers in the business.
How is the health of your newspaper? When it comes to guessing the overall health of most newspapers, audience members usually guess correctly. Almost 45 percent of publishers in the survey responded their overall health as “Not bad, but not great.” That was followed by 36 percent who responded the health of their papers was “Relatively healthy.” Only 10 percent oºf newspaper publishers indicated their papers are in “Poor health,” while less than one percent checked “Near death.” Compared to one year ago, 52 percent of publishers indicate their papers are “About the same” health. 23 percent of papers seem to be in better shape than a year earlier, while 25 percent indicated they are in worse shape. When compared to three years ago, the numbers aren’t quite as rosy. “Better than three years ago” was selected by 24 percent of respondents. “About the same” was the answer for 25 percent, and 49 percent indicated they are in worse shape than three years ago.
Where is the money coming from? Most folks in the New York audience guessed correctly to the question, “What is the primary revenue source of you main publication?” They were, however, surprised by the low number of papers than answered something besides “Print Advertising.” A full 95 percent of respondents answered “Print Advertising” when asked what was their primary revenue source. Another three percent indicated “Print Subscriptions,” while 3 percent answered either “Digital Advertising” (1.6 percent) or “Digital Subscriptions” (.3 percent). It seems that digital is a long way from “the goose that laid the golden egg.” While many survey participants indicated they see some benefits from their digital presence, many are hard-pressed to find any financial benefits.
What’s the bottom line? Well, I’m still crunching numbers but it’s safe to say this year’s survey looks a lot like the surveys from 2014-2018. There are fewer newspapers without a digital presence. Newspapers aren’t quite as optimistic
Most newspapers print 5,000-6,000 copies. about their long-term futures, but most think they will be around for a long time to come (12 years or longer) in printed form, though publishers aren’t as confident as they were in previous years. What surprised attendees the most in New York? From their responses to the survey results, I’d guess they were surprised that their newspapers were so similar to other papers around the U.S. Like in most geographical areas, the large majority of New York papers are locally-owned. New York has its share of big metro papers, but most newspapers are weekly/community publications. They’re not making the profits they were 30 years ago, but they are healthy and expect to continue in business for a long time to come. When I began to call my session to an end, one of the audience members asked if I could share a little more information. I was surprised when other audience members indicated they’d like to learn more. I continued to share some of what I’d learn visiting thousands of newspapers over the years and answering questions, while others shared their thoughts. The truth is that I like just about every place I visit, and my few days in New York left me once again with the realization that our industry is in good shape. With spring convention season behind me, I suppose I’ll have to visit a few papers to keep my adrenaline flowing.
April 2019 ■ ANAgrams | Page 7
Page 8 | ANAgrams ■ April 2019
of government transparency
gs
FOIA
Notice
Public notices have been running in local newspapers for well over 100 years and they remain the primary means to disseminate notice in all 50 states. But longevity and tradition don’t preclude the need for change. So it is only natural that with the advent of the internet, policymakers have started asking whether newspapers are still the best venue for public notice. Many who haven’t considered the issue deeply assume that newspapers have out-served their usefulness as the primary source of public notice. The tendency to make this assumption is especially prevalent among elite quarters of society. College-educated professionals who work in large metro areas and spend much of their day on desktop computers, tablets and smartphones often shortcut consideration of important issues and conclude that public notice should be moved exclusively to the web. Scratch the surface of those flimsy assumptions, however, and it becomes clear that local newspapers are still the best distribution system for public notice. In the remainder of this pamphlet, we will explain why. It’s not about newspapers versus the internet Most newspapers supplement their print notices by publishing them on their own websites. Many others post notices on statewide public notice websites operated by their state press associations. In fact, laws have been passed in 13 states specifically requiring newspapers to supplement
three-legged stool
P ublic
and Texas Press Association
Along with open meeting and freedom of information laws, public notice is an essential element of the
Meetin
Presented by Public Resource Center
Why Public Notice Should Remain in Newspapers
Open
Public Notice: An American Tradition
Newspapers
remain the primary vehicle for public notice in
all 50 states
Since the first U.S. Congress, public officials have understood that newspapers are the best medium to notify the public about official matters because they contain the
essential elements of public notice: Accessibility Independence
vs Verifiability This is not about “newspapers vs the internet”.
It’s newspapers and newspaper websites vs government websites and newspaper websites have a much larger audience. Moving notice from newspapers to government websites would
reduce the presence of public notices on the internet i��PUBLIC NOTICE: AN AMERICAN TRADITION
the print versions of their notices by posting them on their own sites or their state press associations’ aggregated site, or both. There are also two national websites that index newspaper notices by state and allow for site-wide searches. So the proper framework within which to consider this issue doesn’t pit newspapers versus the internet.
Archivability
Publishing notices on the internet is neither cheap nor free Click on image to download
The only relevant question is whether public notices should be published in newspapers and on their websites, or exclusively on government websites. The answer is clear if not self-evident. The print and electronic versions of newspapers draw far larger audiences than government websites. That is true both collectively on a national level, and locally in comparisons
Newsprint is inherently superior to the internet for public notice
because reading a newspaper is a serendipitous process. We find things in newspapers we weren’t expecting to see. On the internet, we search for specific information and ignore everything else.
Citizens continue to learn about vital civic matters from
newspaper notices.
Documented examples of people taking action and alerting their community after reading a newspaper notice are reported on a regular basis. (See page 10)
Verifying publication is difficult-toimpossible on the web. That’s why the courts subject digital evidence to far greater scrutiny than evidence published in newspapers
Significant numbers of people in rural areas still lack high-speed internet access. Those who are older than 65 or who have lower incomes or lack high-school diplomas are also cut off from the internet in far higher numbers than the average.
Moreover, the real
digital divide for public notice is growing due to the massive migration to smartphones and other small-screen digital devices
Requiring independent, thirdparty newspapers to ensure that public notices run in accordance with the law helps
prevent government officials from hiding information
they would prefer the public not to see
Governments aren’t very good at publishing information on the internet. Unlike newspaper publishers,
Grade
public officials aren’t compelled by the free market to operate effective websites. Click on image to download
between specific newspapers and the government bodies within their distribution areas. At the national level, more than 169 million people in the U.S. recently reported reading a newspaper at least once a month in print, on a website or via mobile app. That’s roughly 69 percent of the U.S. adult population. By contrast, only about
PUBLIC NOTICE RESOURCE CENTER��ii
one-third of U.S. adults reported using the web or an app to access state government websites over a much-lengthier twelve-month period. It is even more illuminating to completely discount the print versions of local newspapers and focus solely on their websites. The traffic to those sites invariably dwarfs the size of the audience that visits websites associ-
ated with the city and county governments they cover. Space doesn’t permit an exhaustive comparison, but contrasting the audience ranks of a random selection of websites operated by newspapers and governments located in varying urban, suburban and rural locales [in state] across the U.S. provides a useful demonstration. As the chart on the inside back cover makes clear, eliminating newspaper notice and moving it to government websites would significantly reduce the presence of public notices on the internet. Of course, there’s no reason to discount the print versions of local newspapers. Although the public conversation about newspapers tends to focus on the shift to digital, over 80 percent of their readers continue to read a print version of the paper. Moreover, local newspaper readership in small communities is commonly recognized to be stronger than in metro areas. Newspaper readers are also more civically engaged than average Americans, so they’re more likely to pass on to others the information they read in notices. Individuals who always vote in local elections are 27 percent more likely to read a daily newspaper than a typical adult. Seven in 10 of those regular voters read newspaper media in print, online or on mobile devices in a typical week, and nearly eight in 10 contribute money to political organizations. Policymakers have long understood this dynamic. It’s one of the reasons they’ve passed laws limiting the publications that qualify to run public notices to those that report local or general news. It’s hardly surprising that far more people read the print and electronic versions of newspapers than visit government websites.
Find the complete booklet, Public Notice: An American Tradition, click here. April 2019 ■ ANAgrams | Page 9
Production: Taking Inventory of Critical Onsite Parts We’ve all had them: the restless failure, and one simple diode on a drive can take down nights tossing and turning thinking multiple units, a folder or even your entire press. about if that certain weak critical When you start to put together a list, speak with your part is going to make it through the vendors (press and drives); no one is going to know better press run or not. Unfortunately, very what key components you should have on the shelf. few of us are lucky enough to have a Sit down with your crews and develop a list of critical parts backup press on site. Some of us are that everyone agrees are the pieces that you absolutely By Jerry Simpkins fortunate enough to have secondary need to have on the shelf in the event of catastrophic folders, and some of us even have an failure. These parts should be the ones that have far Vice President, adequate onsite parts inventory that reaching risk for loss of multiple units or a single point of West Texas Printing Center, LLC we’ve accumulated over the years. failure that can render your press inoperable. But for the most part, the majority Determine Your True Need of us are in the same boat. We’ve Carefully evaluate need. got a decent stock of parts on hand, yet it seems that The tendency when developing such a list is to cover every time something serious breaks down, it’s a part the all your bases, yet finanmanufacturer has to order, and cially this isn’t always it’s going to take days or even I wish I had the magic plan on how practical. Sure, it would weeks to get to our site. I wish I had the magic plan to avoid those sleepless nights, but be nice to not have to on how to avoid those sleepless aside from an onsite backup press worry about any single part and have a replacenights, but aside from an onsite or a parts inventory that contains ment on the shelf that backup press or a parts inventory that contains each and every part each and every part for a second can bail you out of every for a second press (not likely), press (not likely), we’re all at the issue, but most companies we’re all at the mercy of that one mercy of that one critical part that simply are not able to have a few million dollars worth critical part that someday is going someday is going to sneak up and of parts sitting idle on the to sneak up and bite us. shelves. You’re going to So, what can we do to minimize bite us. have to determine cost the risk? Quite a bit. and value verses reality and arrive at a list that covers the Research and Involve Everyone Start out by sitting down with the press manager and majority of issues that can stop you in your tracks, while becrews to discuss what items are most likely to take you ing logical about the financial impact on the organization. As you’re putting together the list of critical parts, you down. Many of the parts on press are items we can “MacGyver:” a little bit of baling wire, some duct tape, gobs should detail next to each part what areas of the press will of crazy glue, and you’re back up and running. Other parts be impacted or limited in the event of failure. Not only is we can have machined either in our own shop or a machine this necessary research to develop a solid list, but it will also come in handy when it comes time to request funding shop across town. Broken shafts, even some gears, bearings and various and justify the purchase. Outside of physical need and financial impact, other steel parts, can often be picked up or crafted locally. But then there are those specialized parts that we just can’t thoughts that need to go into the process are: obtain from anyone but the manufacturer; more than likely • Projected delivery times and product availability. Depending on where your press was manufactured and those are the parts that are going to break at midnight on the vintage of your press, you could be looking at anya Saturday night. where from overnight shipping of a part up to months (yes, Personally, what keeps me up at night is the potential failure of electronics, the “drive parts.” Presses today are inmonths) for that custom drive part to be manufactured corporating more and more electronics. As a result, they’ve and delivered. Your reaction may be “How can I go become easier to run and quality of the final product is weeks or months without this part?” And that should vastly improved, but with those gains come new and difbe your reaction. That’s exactly why you need to do an ferent challenges. More electronics mean more points of excellent job of determining your critical parts Page 10 | ANAgrams ■ April 2019
requirements because this isn’t just a scare tactic, it is reality. the issue; i.e. have you lost a single unit, a tower, Many years ago, we had much more simplistic presses. multiple units, a folder, or entire functionality of the If there was a problem with the water system, you flush press. Determine if you have limited availability on it out, put a new elbow and hose on it, replace a sock, press or are up against a hard fail of all components. etc. If you could change a radiator hose on your car, If you’ve lost a unit or two, you’re going to have to you could probably figure out how to repair the water split runs, have multiple section runs, drop color, drop system on a press. Now we’ve incorporated spray bars, page counts, adjust deadlines, etc. Simply put, you’ll turbos, multiple electronics, and very high-end dampenhave to do what’s necessary to get the paper out. ing systems that do a fabulous job—when they work. If you’re facing an extended period of downtime, you’re Problem is, like everything else, things break and parts going to need to contact alternative print sites that simply aren’t as easy to repair or as accessible as they you have a backup/contingency agreement established used to be. with. You’re also going to • Manufacturing times/ have to move forward with delivery times verses a plan of how to handle any other options. I’ve writcommercial work you have ten articles before on on the docket. contingency and disaster When a Breakdown Afplanning. If you don’t fects Your Commercial Base have a comprehensive Keep in mind managing disaster plan in place, I’d your commercial base is key recommend reading over at this point. Many of our properties survive on out“Developing an Effecside printing. tive Business Continuity While everyone underand Recovery Plan” pubstands that breakdowns lished in the June 2016 happen and problems arise, issue of E&P, then putting you need to show your together a plan of your New press consoles allow operators to control printing units from a accounts that you are still own (preferably before central location rather than running up and down ladders and darting in control and that their you need it). from one end of the press to the other to set ink and water. There are product is the primary • A basic contingency tremendous advantages to the newer equipment in addition to less concern to everyone wear and tear on press operators. plan. Keep in mind that involved. They need to be if you have d eveloped confident in your ability to a solid list of critical onsite parts and e stablished deliver and you need to follow through on any promises that inventory, all this is a moot point. First, you’ll you make. Customer service really needs to take a front need to determine how bad the problem is. Is the necessary part sitting on the shelf? Problem row seat, and you need to make sure you are clearly and solved. Or is it a part that isn’t readily available from the truthfully communicating with your customers throughout manufacturer? Obviously, the first thing to do is exhaust your whole situation. When it comes to managing these important commercial your contacts. I’m sure no one really needs this advice since this is what we all do immediately. Call around, reach accounts through a breakdown, you must remember that to out to vendors, ask for advice and alternatives, search the each client they are the only customer, and appropriately, internet for refurbished parts, etc. Be vigilant and they will expect to be treated as such. Have a solid plan and aggressive. Next, you should have a list on-hand of any/ if things veer off track as the TV commercial says “Don’t all other print sites with similar equipment and have pre- let them see you sweat.” Remain professional, and remain established reciprocating agreements with them; i.e. if confident in your ability to manage despite the challenges. Not only is the repair going to result in an unanticipatthey need a part you have on the shelf (and can spare) you ed expense but during these hard times, there is a major share that part with them and vice versa. One of the many things that make our industry a great one is that despite risk to revenue as well. Last year, following a serious fire on a press, I took on a couple small commercial accounts competition between publications the camaraderie and strictly to help them out. Its times like this that my concerns brotherhood between print sites still remains strong. move to helping my printing comrades out of a hole and Next, if you still haven’t located the critical part, you’ll need to clearly determine the far reaching scope of See: Inventory, page 12
April 2019 ■ ANAgrams | Page 11
2019
directory Available
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It’s your instant connection to the association and handy planning tool. Additional directories are available for $40, to order click here. Or call (602) 261-7655 Page 12 | ANAgrams ■ April 2019
Production: Taking invetory from page 11
assisting with any commercial jobs so that they can continue publication. It’s not a time to capitalize on other’s misfortune and not a time to swoop in to steal jobs. If you win a job fair and square based on quality, price or similar issues, that’s fair game, but if you’re truly a steward of our industry, you have to play fair. My point is some of these customers, after working with a new printer for a period of time, discover that they would rather do business with the new shop, either based on price, location, quality or customer service, and as much as fairness does come into play, most of us will take on a new customer if it is their wish. The best way to keep a customer on the front-end is to deal with them honestly and fairly, and keep their best interest in mind. Normally, if you follow the path of treating the customer as you would want to be treated, you will retain their loyalty and their business even through the turmoil of a press breakdown. Above all else, if you find yourself helping out another property through their challenges, remember the difference between “earning” a client and “stealing” a client. Integrity is everything in our business. Capital Funding I’ve always been a firm believer in spending (or preserving) the company’s money like it was my own. If you carry this process into capital projects and you’ve done your research and homework, I find the chances of successfully obtaining funding runs about 100 percent. If you need funding and you’re truly striving to protect the company’s best interest, get your facts in-line and seek approval with a vengeance—you’ll be successful. Detail the need, outline the scope of the project, present options, present
challenges, analyze and detail financial risk, clearly outline gains (increased profitability, new revenue streams, increased productivity and reliability), calculate and clearly explain any return on investment, etc. The list is endless. The better, more detailed case you can make for the expenditure, the better your chances are for approval. Depending on your press, I continue to believe the primary need is for replacement components within the electronic drive panels and controls of our newer presses. These drives are the communication system and the heart of our presses. Failure of any one of these components can severely limit availability of specific sections of a press and may lead to further communication issues within multiple units of the press. In the end, keeping the necessary components in-stock will minimize downtime, is critical to continuous seamless operation, and can reduce or avoid any overtime or temporary help needed if you are forced to do split runs due to reduced page capacity. As our presses age, components are more likely to fail, increasing the need for us to strategically stock our shelves with critical components. At the very least, you’ll get a good night’s sleep. Jerry Simpkins is vice president of the West Texas Printing Center, LLC in Lubbock, Texas. Contact him on LinkedIn.com or at simpkins@tds.net. Reprinted with permission: Editor&Publisher.
Four words for ad professionals: “Oh yeah? Prove it.” I once encountered a car dealer who took advertising puffery to new levels. They publicized themselves as being Ad-Libs number one in By John Foust every conceivable category. Their Newspaper Sales general advertisConsultant and ing theme was, Trainer “We’re number one.” Their new car slogan was, “We’re number one in new cars.” Their used car slogan was, “We’re number one in used cars.” Their service department’s slogan was, “We’re number one in service.” And of course, their logo featured their name inside a number one. That approach must have simplified their advertising strategy meetings: “Let’s just tell everybody we’re number one in everything.” I’m no legal expert, but I suspect that they could not have been prevented from using that exaggeration, because saying “we’re number one” is like saying “we’re the best.” It’s just too common to be taken as a serious deception. The more important issue is in the fact that the ads had no credibility. There was no proof to back up the claims. Consumers were never presented with any reasons to believe what the dealership was saying. I thought of that old ad campaign recently, when I saw a series of ads for another car dealership. Like the old dealership, they were marketing themselves as a preferred place to buy a car. But unlike those old ads, these claims were on solid ground, because they were supported by evidence. The ads showed long-time customers holding up fingers to represent the number of cars they had purchased from the dealership. It was an attention grabber – a simple and effective way to sell the dealership’s longevity and reputation.
Unsubstantiated claims are lazy. It takes practically no effort to write a headline like, “We’re number one” or “Best deals in town.” On the other hand, it takes some creativity to come up with the right kind of supportive evidence. The work is worth the effort. While consumers ignore exaggerations and unsupported claims, they respond to relevant promises and offers that are backed up by evidence. When you’re writing an ad or making a sales presentation, it might help to imagine someone sitting on the other side of the desk with arms crossed, saying, “Oh yeah? Prove it.” There are many forms of proof – statistics, photographs, and testimonials, for example. Here’s how evidence can help: “Our new widget is the best on the market” has no muscle. It’s better to say, “According to XYZ research, our widget has a 95 percent durability rating.” “Our paper is better than any other advertising option” is an empty statement. It’s better to write, “Let me tell you about the great results that Retailer X gained from advertising in our paper. Their sales increased by 27 percent during the first month.” “Our customers love us” is weak. It’s more effective to say, “Here’s what our customers say about us.” Just because we believe something doesn’t make it believable to others. There is power in proof. Make that imaginary skeptic on the other side of the desk smile and you’re on the right track. John Foust has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using his training videos to save time and get quick results from in-house training. E-mail for information: john@ johnfoust.com
Consumers rate newspapers as the media …
with the most trusted and believeable advertisments.
most valuable in planning for shopping.
most preferred for receiving advertising.
Newspapers Deliver April 2019 ■ ANAgrams | Page 13
Arizona Cities Represented by
w w w. a n a n e w s . c o m
Page 14 | ANAgrams â– April 2019
Arizona Newspapers Association
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Ph: 602-261-7655 / www.ananews.com April 2019 ■ ANAgrams | Page 15
Webinars Details, Details!
Newspaperacademy.com Apr. 26, 8 – 9 a.m., MT Price: $49 Presenter: Ed Henninger Ed is the master of newspaper design, and he knows a thing about how even the seemingly-smallerst detail can make or break a reader. In “Details, Details: Sweating the small stuff,” Ed will discuss design elements and approaches that speak volumes about your newspaper. You gotta get ’em right if you want to keep and attract readers. More Information
10 Proposal Tips to Close Ad Deals NOW!
Newspaperacademy.com May 1, 11 a.m. – 12 p.m., MT Price: $49 Presenter: Ryan Dohrn Join ad sales expert Ryan Dohrn will share advertiser proposal examples that highlight 10 important things every rep needs to do when writing proposals. These examples are working at newspapers of all sizes around the USA. Ryan will slowly walk through each example and dig deep on the exact ideas on pricing, set-up, discounts and long-term potential buys. You don’t want to miss this one! More Information
Selling Response
Online Media Campus May 9, 11 a.m. – 12 p.m., MT Price: $35 Don’t have the highest circulation in your market or the lowest rates? Are your prospects claiming they have no money and that your print and digital publications no longer work? Are they turning to “free” social media instead? Don’t let that prevent you or your ad staff from bringing in serious ad revenue. You just need to make the shift to selling response. More Information
Page 16 | ANAgrams ■ April 2019
Happenings & Events ANA BOD Meetings May 16 via conference call, 1 p.m. August 1 via conference call, 1 p.m. September 27 - Board Meeting Part of the ANA Fall Convention schedule.
www.ANAnews
.com
ANA Calendar
… it’s where you can get access to
September 28 - ANA Annual Meeting. Part of the ANA Fall Convention schedule. Dec. 5 via conference call, 1 p.m.
ANA Office Holiday Schedules May 27 Memorial Day – CLOSED July 4 - 5 Independence Day – CLOSED September 2 Labor Day – CLOSED November 28 & 29 Thanksgiving – CLOSED December/January Dec. 25 through Jan. 1, 2020 – CLOSED
Save the Date! The ANA 80th Fall Convention and Annual Meeting Septenber 28 Where: Wild Horse Pass Hotel & Casino, 5040 Wild Horse Pass Blvd., Chandler, AZ. Workshop sessions, networking opportunities, and everybody’s favorite event — the award c eremonies. Make your plans now!
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