Anagrams April 2016

WWW.ANANE WS.COM

Payson Roundup promoting literacy

Plan now!

BNC and Advertising contests open May 1

Member News

Here are some general items to keep in mind as you gather and prepare for the contests: Entry dates are May 1–27. ­Mail-in entries must be postmarked or ­received by May 27, 2016. Our new online system does not allow us to ­accept entries after the posted­ deadline, so get your entries submitted as soon as possible. The contest ­period dates for entries/materials is ­between May 1, 2016 and April 30, 2016.

“Our newspaper industry has a vested interest in literacy. Publishers and editors can look for ways to encourage younger readers to seek information and entertainment through our print, digital and mobile platforms,” says John Naughton, publisher of the Payson Roundup.

Research done by Read On Arizona shows that when families read ­together (such as sharing a newspaper article or a comic strip), learning happens and memories are created. This is known as family literacy. Education studies reveal that children are more apt to engage in voluntary reading when they see their parents reading. Newspapers, read at home or used as a learning tool at schools, help readers of all ages improve language skills.

“We are always looking for ­innovative ways to engage readers,” ­comments Naughton, who believes that ­newspapers play an important role in supporting local community literacy projects. Last year The Payson Roundup helped launch Payson’s first major book festival, which attracted 60 authors and 500 visitors to Payson. This ­community newspaper is a primary sponsor of the 2016 Payson Book Festival, set for July 23 at Gila Community College. The family - friendly event is presented by

See 2016 contests on page 5

See bOOK fESTIVAL page 2

ANA News ANA is pleased to announce to its ­membership the opening of the ­annual Better Newspapers and Excellence in ­Advertising Contests for 2016.

Beginning on May 1 through May 27, ­participants can upload their digital entries.

ANA is also happy to report that we are continuing our partnership with the Illinois Press Association’s ­contest management: ACES (Advanced Contest Entry ­Systems, formerly known as ICES).

In the 2016 rules packet you will have instructions on how to set up an ­online ­account for your ­organization if you do not have one from last year. If you do not remember or know your ­newspaper’s log-in from 2015 ­contact Julie O’Keefe at ­j.okeefe@ananews. com or call her at (602) 261-7655, xt.110. for that information.

The packet also ­contains rules for eligibility, ­circulation divisions (automatically ­calculated by the­ system to take out the guess work), whic categories are for online ­entry, which should be entered by mail – and how to create labels for your mail-ins plus where to send them.

Member News: ANA Network paying off for sales reps ��������������������� page

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April 2016

Staring you in the face: How to cash in on 2016 political advertising ������������������������� page

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Teaming up: How production and ad departments can drive revenue ����������������������� page

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Member News

Payson book festival continued from page 1

Arizona Professional Writers (formerly Arizona Press Women) and Gila Community College. More information is available at www.paysonbookfestival.org Recognized in 2015 by ANA as the best non-daily newspaper in Arizona, and named as the national Local Media Association newspaper of the year among non-daily papers with less than 10,000 circulation, the Payson Roundup supplies local schools with 150 papers per edition. Teachers use newspapers as tools www.paysonroundup.com to increase language skills and equip youth with skills needed to understand and evaluate news media stories as well as detect misinformation.

Naughton adds, “Publishers need to encourage a diversified customer base.

This includes supporting community literacy projects that ensure young readers will continue to find satisfaction by exploring the world through reading newspapers via many platforms.”

Congratulations to Shayne Caffrey at the Arizona Daily Sun Shayne sold our first-ever ad in our Quarter Page Network! Through his efforts, the Arizona Daily Sun earned a commission of $1,665.90. Way to go Shayne!

Shayne played an instrumental part in selling the Quarter Page Network to Northern Arizona University’s Civic Service Institute. NAU is running a three week campaign in nine member newspapers.

ANA offers two selling options for our Quarter Page Network: Your client can choose a minimum of nine newspapers or buy specific zones. To learn more click here.

Q2 Bonus Time is underway

Cheers to these individual bonus earners: • Annie Lewis at the Casa Grande Dispatch earned $20 • Mark Ruiz at the White Mountain Independent earned $50 • Rick Nathan at the White Mountain Independent earned $50 • Wiley Acheson at the White Mountain Independent earned $100 You too can earn bonus dollars until the end of June. Sell a new AzCAN or AzDAN. You can also earn bonus dollars if the ad hasn’t run in the last six weeks. Click here for the Bonus Chart and see how much you can earn. Happy Selling!

Wick Communications hires new digital marketing specialist Wick Communications is pleased to announce our New Digital Marketing Specialist, Anthony Morales. He will be responsible for the scheduling, fulfillment, and optimization of digital advertising for all of Wick Communications’ websites and its products.

Anthony will perform regular reporting and tracking, interpret implications to ad teams, report metrics appropriately, analyzing web traffic data, maintaining email databases, promotional products, training, customer service and work with the Digital Media team on technical issues.

Page 2 | ANAgrams ■ April 2016

ANAgrams is a quarterly e-publication produced by the Arizona Newspapers Association 1001 N. Central Ave., Suite 670 Phoenix, AZ 85004-1947 Office (602) 261-7655 • Fax (602) 261-7525 www.ananews.com

ANA Staff Paula Casey Executive Director / ext. 102 p.casey@ananews.com Julie O’Keefe Communications Manager / ext. 110 j.okeefe@ananews.com Cindy London Ad Placement Manager / ext. 112 c.meaux@ananews.com Liisa Straub Accounting Assistant / ext. 105 L.straub@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 115 A ­ rizona newspapers.

ANA Board of Directors President Donovan Kramer Jr. Co-Publisher – Casa Grande Dispatch 1st Vice President Kit Atwell Executive VP – Western News&Info, Inc. 2nd Vice President Manuel Coppola Publisher & Editor – The Nogales Internationa 3rd Vice President Marc Marin Publisher – Arizona Silver Belt and Copper Country News Secretary / Treasurer Rebecca Bradner Publisher – Green Valley News and Sun, Sahuarita Sun Steve Pope General Manager – AZ Local Media Chase Rankin Arizona Republic /Republic Media (Phoenix) Kyle Larson General Manager – Larson Newspapers Marty Carry VP Advertising Sales/Marketing – Arizona Daily Star ANA Director Seat – Open Position in Weekly Circulation Past President Don Rowley Publisher – The Arizona Daily Sun

Are you prepared to cash the political advertising checks waiting for you?

At a time when all local media are searching aggressively for new ­sources of revenue, a huge opportunity is ­staring us in the face. The interest level by the general public has never been higher as they consider choices for President of the United States.

By John Kimball But … there is often a tendency to focus on the reports of huge money at The John Kimball the national, presidential races when Group local media really have the ace up their sleeves. Politics is a very local business when it comes to the amount of election activity and newspapers, radio stations and local TV are very local businesses with very local connections.

Borrell and Associates estimates that nearly 75% of all political activity this election will be at the county and ­local level. And that’s where you have the brand recognition, ­influence and connections that can turn election hopes to winning realities.

But none of that works if we don’t understand who we’re John Kimball presenting at this year’s Mega-Conference in Austin, Texas. talking to and what they really need from us to be successful. And keep in mind that “success” in politics is pretty easy opposition to the candidates (and all of them in races with – you win or you lose! several people running). It’s kind of like understanding who At the very local level where newspapers and local broad- the other car dealers are when calling on the auto category. cast outlets have the best opportunities, the candidates • Begin your presentation by showing the audience you are usually not professional politicians and do not have the deliver and why the people who go to the polls and vote are ­advantage of political ad agencies or media consultants to the same folks who engage with you every day. help with media analysis and placement. Often they are • Show how you cover the territory that they want to ­using friends and relatives to help in their campaign who are represent. Use a map that details their district and your not professional media buyers. Our rate cards and programs ­coverage. can be confusing and difficult to understand.

• Tell your story quickly, and help So how can you take advantage of the candidate understand how you that “ace up your sleeve” and proDo we have a crack at the can help them tell THEIR story to vide these candidates with the kind potential voters. of help and guidance they need to national money? ­Certainly, • As your portfolio of products win in the primaries and general has expanded, you cannot expect but it is a much heavier lift election? and doesn’t have ­nearly ­candidates to figure out a multiHere are a few ideas to consider: product solution by themselves. the potential as ­paying That’s your job and you must show • Begin by making sure that those assigned to political in your ­attention to what’s in your them what you have, who the solu­organization have a basic undertions reach and how to buy them in own ­backyard. standing of the category. Too ­often, one easy step. They will not take the we have asked people to make time to understand all the nuances calls on candidates without even of your rates and programs. ­rudimentary knowledge of who they are calling on and who • Make it easy. Create packages of all your products, else is seeking the same office. You wouldn’t do that in other (Bronze, Silver, Gold, and Platinum) then put package pricimportant categories, don’t do it with political either. es together and present them as package solutions. For • Know who all the candidates are for each office so when the sales rep makes the call, they can acknowledge the See Political Advertsing page 17 April 2016 ■ ANAgrams | Page 3

Mark your calendars!

The 77th Annual Meeting and Fall Convention September 23 – 24, 2016

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.

Page 4 | ANAgrams ■ April 2016

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2016 BNC and Advertising contests continued from page 1

ANA

Better Newspapers and Excellence in Advertising Contests

2O16

Previous entries are not eligible.

Individual entry fees remain at a very reasonable rate of $10 per entry. So, to improve your chances, enter unlimited entries per allowable category with just a low fee for each.

As in contests past, plaques will be awarded to First Place winners, and certificates to Second and Third Place winners in each category.

We’ll be e-mailing the 2016 entry and rules packet next week (April 27) to publishers, managing editors and ad directors.

If you haven’t already, now is the time to start organizing your ­contest entries! Please help us get the word out and forward this newsletter to publishers, editors, writers, ad managers and web and graphics teams.

While you’re getting your entries ready, don’t forget to make plans to ­attend the ANA Fall Convention and ­Annual Meeting.

We are glad to report – the 2016 ­convention will be held again at the ­exciting and conveniently located, Wild Horse Pass Hotel and Casino on ­September 23-24.

Ideally situated, less than 15 ­minutes

south of Sky Harbor Airport and­ minutes from Tempe, Scottsdale and Chandler. Free transportation is ­offered to its neighboring attractions ­including 36 holes of Troon Golf, Rawhide­ Western Town, Aji Spa and Koli ­Equestrian ­Center. There’s also the Phoenix Premium Outlets mall neighboring the hotel location.

Wild Horse Pass Hotel and Casino is a premier hotel featuring tastefully appointed rooms with a wealth of amenities at a reasonable price.

Complimentary wireless internet in guest rooms and meeting space, no resort fee, no shipping receiving/fees, complimentary parking and valet, use of lounges, outdoor space and ­separate entrance to hotel and­ meeting space.

ANA is bringing in several notable trainers from the publishing industry or this year’s training and workshop schedule.

In our program to date, Kevin Slimp, nationally-renowned speaker and ­trainer in the publishing world. ­Recently referred to as “the most popular ­speaker among community newspaper publishers” by Publishers Auxiliary and “America’s Consumer Guru” by Across Tennessee.

The keynote address on Friday, Sept.

23 will be Ken Paulson, dean of the ­College of Mass Communication at Middle Tennessee State University and president of the Newseum Institute’s First Amendment Center. He formerly edited USA Today and led the Freedom Forum and Newseum.

As you can see we have already ­started signing up an all-star line up of professionals to bring you current and relevant training for today’s news world.

We’re looking forward to another exciting and successful convention and would be delighted for all our members to take part in what promises to a truly wonderful event.

SPJ Western Regional Conference in Phoenix, April 29-30 The Valley of the Sun chapter hosts “A Thirst for News.” on April 29-30 at the Heard ­Museum in Phoenix.

Highlights include the keynote: a one-onone interview

by The Arizona Republic‘s E.J. ­Montini with ­Maricopa ­County Sheriff Joe ­Arpaio, Las ­Vegas ­Review-Journal deputy editor Jim Wright talk about what ­journalists can learn from the ­recent ­purchase of the newspaper, must-have tips on getting public ­records, gain insight on ­covering drought and other vital ­water ­issues as well as what you’ll need to ­cover race issues in your ­community — and get tips on how to rebrand yourself as a relevant 21st ­century ­journalist. Plus a whole lot more for ­professionals and journalism students, including the annual regional Mark of Excellence Awards ­luncheon ­honoring the best in our ­region’s ­collegiate ­journalism. Students will get resume critiques and undergo mock ­interviews with real newsroom ­managers and ­recruiters.

Click here for more information and registration.

Arizona Newspapers Association

Newspapers Deliver!

April 2016 ■ ANAgrams | Page 5

Available NOW!

This directory is loaded with useful information: •M ember Newspaper listings •M ember Printing Facilities •A NA Services & Benefits •A NA Advertising Services Media Kit •C ollege & University newspaper listings •A rizona Broadcasters Assoc. listings • And much more

We hope you will find the 2016 directory to be a handy planning tool.

Part of your membership with ANA includes a complimentary copy in the mail.

Additional directories are available for $40, call (602) 261-7655 Page 6 | ANAgrams ■ April 2016

The most overused word in advertising I can imagine this scene playing out hundreds of times every day.

A sales person sits in an advertiser’s office and says,

By John Foust “Let’s talk about your next ad camNewspaper paign. What are Consultant and your thoughts?”

Trainer That’s a sensible ­c o n v e r s a t i o n starter. Ask an open-ended question, hear the other person’s ideas and go from there.

Let’s say the advertiser answers, “Quality. We’ve got to let people know we believe in quality.” That sounds like a harmless comment, but it’s an ­example of where bad ideas come from. If the sales person does not probe for an explanation, “We believe in quality” will end up as theme of the advertising. And that ad campaign will get lost in a world of other vague ­advertising claims.

I believe that “quality” is the most overused word in advertising. It’s ­everywhere. Advertisers boast of ­quality products, quality ­customer ­service, quality people, quality ­selection, ­quality traditions and quality reputations. They act as though ­consumers ­automatically understand what they are talking about. But in ­reality, the word “quality” is trite and has little meaning in today’s marketplace.

“Quality” is not the answer to a ­question. It’s another question. It’s your cue to dig for information. ­Pretend you’re a lawyer on a search for evidence to prove your point. Find where your advertiser’s unique quality comes from, and let that become the idea.

Generally speaking, there are two types of evidence that can be used in advertising: product proof and ­human proof. The right choice can define quality and make it come to life in the consumer’s mind. Let’s take a

closer look: 1. Product proof. To find this kind of evidence, make a list of features and benefits. Then narrow it to the most relevant information. Are there special ingredients? Is there a unique ­manufacturing procedure? What about guarantees? Is there a story of a ­customer who is still using the product after an impressive number of years – or miles – of service?

This approach presents the ­product as a hero. If you face a specific ­problem, don’t you want the product that will save the day? When you want certain benefits, don’t you want the product that is proven to deliver those ­benefits?

2. Human proof. There are two ways to use human proof: (1) a ­testimonial from a happy customer or (2) a ­statement from someone who works for the advertiser.

When an advertiser says, “We’re ­really good,” that’s just another ­marketer bragging about themselves.

But it means something when a real live customer says, “They’re really good, and here’s why.” That’s the power of a customer testimonial.

A statement from someone ­representing the advertiser is what I call an in-house testimonial. For ­example, the technician who tells you that – when you buy a car from his dealership – you can count on his 24 years of experience to keep your car in tip-top condition. Or the chef who tells you she would be honored to prepare a meal for your special event.

Proof can make “quality” statements come to life. (c) Copyright 2016 by John Foust. All rights reserved.

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

HOW CAN YOUR NEWSPAPER EARN EXTRA MONEY? by selling ads in the

Az Display Ad Network

NORTH CENTRAL ZONE WESTERN ZONE

EASTERN ZONE

AzDAN has 72 participating newspapers with a 662,582 circulation reach!

1. Choose your market.

Select either statewide distribution or one of our four geographic regions based on your advertising needs.

2. Choose your week.

Your ad will run once in each newspaper during your selected week (based on a Monday thru Friday schedule).

SOUTH CENTRAL ZONE

3. Send us your ad.

Due to the varied column widths of participating newspapers four ad widths are preferred for best publication: 2.37”, 3.22”, 3.75” and 4.25”.

IT’S EASY AND ECONOMICAL! EASTERN REGION 13 newspapers / 62,814 circ.

NORTH CENTRAL REGION 9 newspapers / 60,920 circ.

MARICOPA COUNTY 18 newspapers / 303,381 circ.

Arizona Range News (Willcox) Bisbee Daily Review Bisbee Observer Copper Era (Clifton) Douglas Dispatch Eastern Arizona Courier (Safford) Navajo Times (Window Rock) San Pedro Valley News-Sun Sierra Vista Herald Silver Creek Herald (Snowflake/Taylor) Tombstone News Tribune-News, The (Holbrook)

Bugle, The (Camp Verde) Chino Valley Review Daily Courier (Prescott) Lake Powell Chronicle (Page) Navajo-Hopi Observer (Flagstaff) Payson Roundup Prescott Valley Tribune Verde Independent (Cottonwood) Williams-Grand Canyon News

AVAILABLE ONLY WITH STATEWIDE BUY

White Mountain Independent

SOUTH CENTRAL REGION 23 newspapers / 170,851 circ.

(Show Low)

WESTERN REGION 9 newspapers / 64,616 circ.

Bajo El Sol (San Luis) Bullhead City Bee Kingman Daily Miner Mohave Valley Daily News (Bullhead City)

Parker Pioneer Quartzsite Times Standard, The (Kingman) Today’s News-Herald (Lake Havasu City)

Yuma Sun

Apache Junction/Gold Canyon News Apache Junction Independent Arizona City Independent Arizona Silver Belt (Globe) Bulletin, The (Sonoita) Casa Grande Dispatch Coolidge Examiner Copper Basin News

Ahwatukee Foothills News Arizona Capitol Times Daily News-Sun (Sun City) East Valley Tribune Foothills Focus (New River) Fountain Hills Times Glendale Star Glendale Today Mesa Independent Peoria Independent

Eloy Enterprise Explorer Newspaper (Tucson) Florence Reminder/Blade Tribune Green Valley News and Sun Marana News Maricopa Monitor Nogales International Pinal Nugget (San Manuel)

Peoria Times Peoria Today Queen Creek Independent Scottsdale Independent Surprise Today Town of Paradise Valley Independent Wickenburg Sun Wrangler News (Tempe)

Oracle Town Crier (monthly) Sahuarita Sun San Carlos Apache Moccasin San Manuel Miner Southeast Valley Ledger

(San Tan Valley)

Superior Sun Tucson Weekly

Contact Cindy London at 602-261-7655 ext. 112 or c.meaux@ananews.com to see just how simple and EASY IT IS! 2016 Arizona Media Directory

April 2016 ■ ANAgrams | Page 7 61

Production: How the production and ad departments can team up to help drive revenue For years, ­popular at larger metros. e­ xperts have Contrary to what many of these been predicting ­experts believe, the printing industry the fall of news- hasn’t completely fallen asleep at the papers.

There wheel, but new innovative ideas for are websites and print are getting harder to come by. blogs ­chronicling For this reason, I believe we should

By Jerry Simpkins the decline of re-explore some basic revenue­ n e w s p a p e r s ­producing ideas that may be new to GM, Hi-Desert and rebirth of some and old-hat to others. Key to Publishing ­journalism. The these revenue producers is teamwork.

Web is full of the Within this ­article I hope to take a bit horror stories about layoffs, the ax of a different spin outlining my thoughts falling again and nails being ­pounded on how ­production can partner with­ into print’s coffin. Granted, we’ve advertising to help drive revenues struggled, but we’re still around and outside of our basic ROP realm. providing an effective resource to our Spadeas readers and advertisers alike.

Spadeas are simple to run on press In my opinion, this takes us to a point and provide advertisers a unique that we believe and accept that news- ­product to get their message in the papers arenot an public eye. Just effective vehicle about ­every for advertisers ­paper I’ve and ­journalists worked at, if we to reach the didn’t already public, or stop run them, we’d feeling sorry start to. Simple for ourselves spadeas come and ­produce a in two ­varieties: ­product that the three quarter public values and and one half advertisers feel Web spadeas. confident will get A three quarter results. spadea is a full Over the page on the rear years, newspawith a half page pers have tried vertically on various ideas to the front. This boost revenues ­provides the and stay afloat. ­opportunity to Some of these sell coupons (or ideas have been Spadeas offer advertisers premium front page any advertiser ingenious, others ­position and is simple to run for any property with ­p re s e ntat i o n ) not so much. I a single width press. on the front remember when that stands newspapers would only accept full out, while also selling a full back page run preprints. Someone finally came of ­conventional advertising, perhaps up with zoning inserts and revenues linking this entire spadea to a soared for a while. Much the same common theme. ­happened when A/B runs became A half page spadea is simply a “dinky” Page 8 | ANAgrams ■ April 2016

half-Web wrapped around the spine of the broadsheet. This allows for either a half page on the front and back or a full page “pull off” that can be sold.

A possible downside with the half page spadea can be inserts ­bumping into the back “flap” (half page) and causing challenges for distribution.

More often than not, this doesn’t ­happen, but it can. Be sure to get your distribution folks onboard early in the process.

Running a hi-brite or offset grade paper on the spadea further helps it stand out and can produce additional revenue.

From the production side, this takes no more time and effort than running a full Web of paper and gives your ­advertising department one more sales tool.

Depending on roller configurations and press hardware, some properties can run gate-folds adding yet another vehicle for advertisers.

Post-It Notes Call it what you will: Post-It notes, NewsNotes, Sticky Notes, NoteAds or just plain Notes. Typical Post-It notes come in two sizes: 3”x 3” and 3” x 4.”

They can be die cut in various shapes: houses for realtors, cars for auto ­dealers, etc.

Base material is produced in large rolls, slit into smaller width rolls and sold to printers who specialize in ­providing the newspaper industry with adhesive note products. Base material can come in many different textures and thicknesses; adhesive patterns can be adjusted to meet your needs. Most times the property can request the adhesive pattern that works best for them. Companies such as NewsNotes in Middleton, Wisc. provide a full range of quality base product. They provide full adhesive coverage, top only, sides, dots, stripes; the sky’s the limit.

With a strong technical and quality control background, they are able to

adjust the tackiness of the product on the front-end to provide a note that sticks to your paper without tearing the product when removed (often a big complaint with readers).

Post-It Notes are popular with ­advertisers who trust these notes end up on refrigerators throughout our ­coverage area. Applied on the ­front-page or section front, they will not be missed by readers.

Given the right equipment, notes are easily applied in production. Note ­applicators are available through many vendors. I’ve found one of the more popular and easiest units to operate made by Profit Packaging. I’ve operated this unit at several properties and found it to be user friendly, reliable and solidly built. It can be mounted in a fixed position on any delivery conveyor or is fully portable and can move from inserter to inserter, even placed on the end of your stitcher trimmer or mailing machine—basically anywhere there is a conveyor line. For many presses, this unit can run on your pressline at press speed, although I’d advise you to ­incorporate it into your insert line to prevent press shut downs during the occasional misstep you might have.

If you don’t have the equipment to apply notes, you still have an option to help advertising sell these popular items. Faux (pronounced “foe”) Post-It notes can be printed on the front page.

Everyone is accustomed to a ­yellow Post-It note. Simply reproduce the ­image on your front page and ­market this to advertisers. This provides a simple way to offer notes without the initial equipment investment and cost of material.

Folding/Printing With many small print shops closing their doors, it’s easy to inexpensively pick up a small folder. Having a folder on-site not only gives you the ability to help your distribution department by folding oversized inserts, but also can give you a revenue stream by charging for folding of oversized and out of spec inserts.

You can also pick-up a small sheet-

fed press to print outside single sheet ­commercial work and also help your circulation department by printing rack cards at a moment’s notice to cover breaking news and increase rack sales.

Revenue from Waste Streams Hard as we try to keep press waste to a minimum, we will still have paper waste. Most properties simply throw paper together and wait for that big fat check from the recycler.

Managing and organizing waste can contribute to your overall revenue.

There are several ways to increase what you are paid for your waste.

First, separate paper stocks; recyclers pay a premium for clean/white waste verses printed waste.

If you have a baler, you really have an advantage. Baled waste commands a higher price than loose waste.

Keeping cardboard separate and ­tying it in neat “bale-like” units also pays a nice reward.

Plastic wrap and strapping is a little known revenue opportunity to many.

I only recently figured this one out ­myself. Every paper I’ve ever worked at has thrown plastic in the trash. I’ve never had a recycler tell me anything different. Not only were we losing ­recycle revenue from plastic, but were also paying “trash” disposal for the plastic.

Now we separate all plastic in a ­specific container and are selling our old plastic to the recycler. All the used strapping, plastic wrap, plastic ­banding material, most companies pay to ­dispose of has now become revenue instead of expense. It all adds up.

In addition, we recycle our waste plates. Although the market jumps around quite a bit, we all use plates and have to sell them to a recycler. Find a company you trust that operates above board. Check weights or waste quantity (however you’re paid out) before the recycler leaves. Always get receipts and keep track of how inventory ties back to your waste (this may not be ­possible if you sell by the pound as many of us do). Don’t get wrapped up with the guys who “will pay you top dollar

because we need them for roofing.”

There is a degree of liability selling to local individuals or anyone other than your trusted recycler. Waste ink on the plates, sharp edges causing injury, etc.

Deal with a trusted recycler only.

Review Your Inserting/Preprint Costs Although we strive to treat our ­customers fairly, it’s a two-way street.

Out of spec preprints cost mailrooms additional labor. Discussing these ­challenges with your advertising ­department in advance and having them explain insert specifications to customers can often avoid problems on the back end. If after pointing out requirements to customers you then receive out of spec inserts, it can justify an upcharge in preprint costs and additional revenue.

At a property I managed in Texas, our advertising department sold a ­client on our ability to insert “just about ­anything.” When we had a full-run ­insert of powdered drink mix packets, things didn’t end well. While it really was quite comical I have nightmares about it to this day.

Inserting booklets, oversized ­product, or any out of spec product should be priced accordingly and ­additional ­revenue (fairly) should be figured into the mix and handed down to the advertiser.

Plate Changes While on-the-fly plate changes will contribute to paper waste, when properly priced out and sold accordingly, plate changes for advertisers within the run can mean an additional source of advertising revenue. Take into account time, waste, and zoning considerations in distribution before undertaking this.

While it can be a bit of extra work for the press crew, it can also provide an additional source of revenue to your advertising department.

A/B Runs Referred to earlier, A/B runs seem to be making a comeback at some ­properties with collect/two-around see Team Up page 10 April 2016 ■ ANAgrams | Page 9

Team up to drive revenue continued from page 9

presses. Explained clearly to advertisers this can become an Outsource gloss/enamel printing for covers (if you don’t attractive alternative offering yet another option to increase have U/V or heatset ability), stitch and trim and perfect revenue. bound booklets. If you’re lucky enough to have a ­Diddie Front Page Advertising or similar U/V press, work closely with advertising and Perhaps more of a topic for advertising and editorial commercial to actively sell this ability. to work out and overstepping the production slant of this If you have a commercial opportunity that exceeds the ­article, front page advertising has become more and more ­capabilities of your production department, don’t be afraid popular in our industry. Front page banners are now ­common to broker jobs. Managed properly and priced accordingly, place. While once upon a time editors would strongly object, advertisers and/or print customers will pay for your ­services they have now jumped on-board and realize any revenue is in composing and overall management of the printing good revenue and front page advertising doesn’t seriously ­process. Mark-up the job, and with the simple organization compromise the journalistic integrity of the product. and management of the processes, it can easily contribute to your bottom line.

Commercial Printing Focus on quality. Help your advertising department in ­every I can’t say enough about how commercial printing can way you can. Print a ­quality enhance your bottom line product like you were paying for and increase revenues. For it yourself. Every complaint that many properties it can be the our advertising departments ­difference between losing have to address with customers money and making money at affects our credibility as an month-end. ­organization and takes them If you have a press, you away for doing their jobs. had better be actively selling There are several ­different ­commercial printing. I won’t go ways that production can help ininto detail here, but I strongly crease revenue. Once ­regarded advise you to check out our as “an expense ­department,” June 2015 issue and review my production can work handarticle on commercial printing Outside commercial printing and special sections is one way in-hand with­ ­advertising, (bit.ly/1oNnSY5). I believe it can many newspapers have increased profits. circulation and commercial to help improve the bottom line in generate new ideas and print most print organizations.

Provide exemplary customer service. Keep a clean press- opportunities to increase revenue, add strength to our room and encourage your advertising department to franchises, and contribute to the overall bottom line of conduct tours with advertisers. Keep a solid archive of the company.

Jerry Simpkins is the general manager at Hi-Desert sample products and encourage customer feedback to Publishing in Yucca Valley, Calif. Contact him on LinkedIn.com improve your crews’ performance.

Assist your commercial sales division by inviting customer or at simpkins@tds.net. press proofing for particular clients.

Article reprinted with permission from Editor & Pubisher.

s t o your newspaper’s o 2016 revenue … participate in the B

ANA Ad Network Call our Advertising Specialist Today! (602) 261-7655, ext. 112 Page 10 | ANAgrams ■ April 2016

The Journalistic Method: Five principles for blending analysis and narrative to disprove your working hypothesis, and you should engage in a continuing process of revision of the hypothesis, if necessary. If you don’t design your reporting in such a way that if your hypothesis is flawed, you will find that out before you finish the story, then you are leaving yourself open to getting the story seriously wrong.

3. Mapping the discourse. On any important issue, there is likely to be a long-running debate with a set of ­established compass points. Therefore the idea that you can find ‘an ­expert’ who can explain the issue quickly over the phone is unrealistic, and so, ­probably, is the idea that you can find two experts, one on each side, who between them can do justice to the subject. Instead, you should ­familiarize yourself with the expert discourse on the subject. You don’t need to read ­everything, but you need to know what the major schools of thought are, and where the debate stands at present, and you should be able to read the ­primary material for yourself as a way of enriching what other people tell you about it.

4. Evaluating the data. Never ­accept a conclusion from an expert at face value. Instead, you should follow the steps that led to the conclusion, and you should make some judgment as to whether the methodology and ­presentation are sound. You should also find out whether somebody else has drawn a different conclusion about the same subject.

5. Transparency. Journalism is not scholarship and does not generally use bibliographies or footnotes, but you should use attribution in your work in such a way that readers and colleagues can see, to the greatest extent possible, where your information came from and how you have reached your conclusions. Therefore, the use of anonymous sources should be kept to a minimum – you should always try to

avoid saying something important with only the testimony of an unnamed person as proof. Even your ­journalistic competitors should be able to tell, from your work, how to pursue your story further.

Nicholas Lemann is the Joseph Pulitzer II and Edith Pulitzer Moore ­Professor of Journalism and Dean Emeritus at the Columbia University Graduate School of Journalism.

www.ANAnews … it’s where you can get access to

.com

A central problem in the practice of journalism is that most of the time, we are trying to engage in ­narrative and analysis at the

By Nicholas same time. They Lemann don’t ­n aturally g o t o g e t h e r.

Joseph Pulitzer II and Edith Pulitzer Journalists more often unwittingly Moore Professor of Journalism and let the narrative distort the analysis Dean Emeritus than vice versa. at the Columbia What follows is an University attempt at a Graduate School journalistic of Journalism version of the scientific method, aimed at protecting us from writing stories that are factually accurate and narratively compelling, but still fail to capture the truth of a situation.

1. Awareness. On any complicated subject, beware, when you set out, of overly simple conceptions of what ‘the story’ is. Often these involve your ­having unwittingly accepted somebody else’s frame of reference, or ­having been primed to see the story in a ­certain way, or having mistaken ­correlation for causation, or having succumbed to some other form of embedded ­misperception. As a first step, you should always stop and ask yourself what you have bought into ­before you have ­begun.

2. Forming a hypothesis. It’s ­healthier to admit to yourself that you have one than to go into a story with the idea that you have no presuppositions at all – that would be impossible. You should state a working hypothesis (to yourself, anyway), and then ask yourself what would prove the hypothesis false and what would be an alternate hypothesis to explain whatever it is you are ­investigating. As you report, you should try not just to prove but also

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April 2016 ■ ANAgrams | Page 11

You’re making the abrupt leap from staffer to boss. Now what?

It is Friday afternoon and you’re a work should be fulfilling. reporter at the top of your game.

And it can be — if, from day one, you have a strategy for Your story is featured on the news- achieving your most important objective: room’s homepage. Your inbox is filled To help your staff succeed. with tips from sources, requests from And how do you do that? By building with each individual viewers, complaints from city ­council a relationship designed to help them do their best work. members. A young reporter asks Embracing that objective will influence the way you

By Butch Ward for your advice. A local ­journalism lead your staff. You’ll choose behaviors that bring you and ­professor wants you to teach your staff closer instead of behaviors that keep them at Senior Faculty, her class. a ­distance. Which brings me to my first piece of advice, The Poynter But all of this is about to change. something you should not do: Institute For come Monday morning, you Don’t change yourself. will become an editor. In an ­awkward New managers often are advised they need to develop ritual that plays out routinely in newsrooms every- a new, more distant persona. Avoid friendships with staff, where, successful ­reporters, they’re told, so you can more ­photographers and other easily do the “tough stuff” ­journalists take a scary leap. managers sometimes have to Staffers with whom you r ­ egularly They become bosses. do. I think that’s bunk. ­Defining socialized are clearly changing my relationships with staffers For many, it is a difficult transition. the subjects of their conversations on the assumption that they And why wouldn’t it be? will someday fail strikes me when they see you approach.

One day you’re responsible for as the stuff of self-fulfilling managing one person’s work prophecies.

— your own. The next day you Do you have to make some are managing the work of a group — people who not only changes? Sure. You can’t engage in the same level of are different from you, they are different from each other. ­management-bashing. You shouldn’t be the last person They have different skill sets. standing at the staff’s happy hour. You will undoubtedly Different goals. possess information that you cannot freely share with all Different motivators. of your cronies.

And different work habits.

But don’t change the essence of the person your newsWithin hours of sitting in your new chair — maybe within room has known and, hopefully, respected. Because that, sight of the chair from which you confidently attacked your more than anything else, is the change that your colleagues old job — you make some startling discoveries: — now direct reports — are watching for. Will this person Reporters whose work you previously had only seen in we trusted become “one of them?” Will the new boss put published form are turning in stories that need attention. the needs of the company ahead of ours?

Colleagues who loved the ideas you used to share at None of that needs to happen. lunch are balking at your suggestions for assignments they Earlier this year I wrote a column about the importance might pursue. of trust and pointed to a 2013 Harvard Business Review Staffers with whom you regularly socialized are clearly article in which researchers Amy J.C. Cuddy, Matthew changing the subjects of their conversations when they see Kohut and John Neffinger urged managers — especially you approach. new managers — to first demonstrate they can be trusted You feel lost, much like I do in my dreams when I’m before trying to prove they are competent. ­racing around campus, looking for my final exam, realizing This is hard, because on that first day in the manager’s that in the months since I last attended class, the professor chair, you’re desperate to show the staff how good you are. moved it to a new classroom.

Problem is, they know better. They know the truth: Yes, Except this is not a dream. you were a really good journalist, and you might be a very Does it have to be this way? Does the move from good manager — someday. But on day one? ­reporter to editor need to be so hard? After all, the idea of So why pretend? What’s more important is for you to ­broadening your impact from just your work to a group’s demonstrate that the journalist they know, and trusted, Page 12 | ANAgrams ■ April 2016

isn’t planning to change in the ways that matter most: your onstrate that on your staff, everyone’s input matters. values, your integrity, your concern for them.

Be clear about expectations.

You still can be trusted.

You almost certainly have different expectations for your That’s the agenda for day one, and here are some ideas staff than the boss you are replacing. Some of these expecfor helping you get off to a good start. In the doing, you’ll tations have to do with content: the kinds of stories reportdevelop some habits that will serve you well on day 1,000, ers and photographers pursue, the relationship between too. speed and accuracy, how much voice your writers can Meet each staffer anew. employ. But you also have expectations about a hundred You may know a lot about the people you now super- other matters: vise. But enough to be a good boss for them? Almost cerHow much work do you expect staffers to produce each tainly not. Do you know, for instance, how they do their day? job? Sure, you know what their job is, but do you know What do you expect them to achieve on social media? how they do it? How they write a story? How they decide How do you want staffers to communicate with you? to frame a photograph? How they organize their notes?

Do you send emails after hours? And how quickly do you How they edit video? Think about it: You can’t help people expect them to be answered? do their jobs more effectively if you don’t know how they If one of your goals as a manager is to provide your staffdo them. This is especially imers with regular feedback on portant if the staffer has a job their performance — and that Remember, whether it’s your should be one of your most imthat you used to have, because unless you ask, you’ll be tempt- first day as a boss or the day of portant goals — then begin by ed to assume they do their job your retirement party, what your establishing the expectations by like you did. That’s probably their performance will be staff has to say is almost ­always which wrong. measured. important than what But there are other things more And let’s be practical. You you need to know. What’s their you have to say. Plus, asking can’t address all of your expecdream job? What do they like ­questions and really listening to tations in one conversation. But doing best? What do they feel that’s OK, because this is a conthe a ­ nswers demonstrates that most confident doing, and what versation you want to have on you’re ­focusing on them. is most challenging? a regular basis. After all, your Remember, whether it’s your expectations will change over first day as a boss or the day of time, and it’s important that your retirement party, what your staff has to say is almost your staffer always has the latest version of them. always more important than what you have to say. Plus, And while you’re at it, let your staffers know what they asking questions and really listening to the answers dem- can expect from you. onstrates that you’re focusing on them. That helps build Establish your schedule. trust.

Part of helping someone trust you involves letting them Don’t stop being a reporter. know they can count on you to be there for them. In very One of the most common misconceptions rookie man- practical terms, that means following a routine that the agers have about their new role is that it requires them staff can rely on. Sadly, some managers accomplish this by to have all of the answers. If only you did. Indeed, your being the first ones to work and the last ones to leave. In role does require you to lead the search for answers — but other words, they are always there. your success usually depends on bringing the knowledge That’s a bad idea, both for you and for the staffers who and ideas of others to bear on that search. interpret your constant presence as a message that they So on day one, when someone comes to ask what they should always be there, too. If you arrive at work early each should do to address a problem, resist the urge to tell them day, schedule the workflow so that you will leave after an what to do. Ask what they think. And if at the end of the appropriate number of hours. If you do that every day, the conversation you don’t think you’ve heard a good solution, staff will know when they can reach you — and they might say that. Ask the staffer to come back tomorrow or next do the same. week or whenever you’ve both had a chance to do some To the degree you can, also try to establish a rhythm more reporting. Then resume the effort to collaborate on within your day so that staff knows when you’re most likely an answer. to be available for them. And don’t be afraid to explicitly What’s the best possible outcome? The staffer solves the tell staff what times are most convenient for you to talk problem. That gets both a solution and allows you to demSee Staffer to Boss page 14

April 2016 ■ ANAgrams | Page 13

continued from page 13

From staffer to boss

about non-urgent matters. Your goal is to be accessible and fulfill your other responsibilities within a reasonable work day.

Honor expertise — and experience.

Perhaps the reason I most loved working with the staff of The Philadelphia Inquirer was that so many people could do things I couldn’t do. Their expertise as ­reporters, ­writers, photographers, editors, designers and web ­producers humbled me. And so it made sense to do my job in a way that acknowledged that expertise and worked to create a newsroom in which it could flourish.

A lot of managers get that. But many find it harder to honor the experience of newsroom veterans, especially if they are resistant to the managers’ agendas. This is a ­crucial issue in resource-starved newsrooms, especially when new managers are younger and less experienced than members of their staff.

Arizona Newspapers Association Page 14 | ANAgrams ■ April 2016

My advice (especially now that I am one of those ­veterans) is don’t shy away from me. Find out what I think I’m good at. Find out what I love to do. Ask me to tell you stories I’m most proud of. Share with me your vision and invite me to suggest ways my skills might fit in. Tell me if I need to learn some new skills — and assure me you’ll help me succeed.

But don’t call me — or treat me as — a dinosaur. That’s not a tactic likely to help me, or you, succeed.

Don’t expect everyone to be you.

This might be the toughest challenge of all. Whether it’s editing a staffer’s work or selecting their assignments, your temptation is to define excellence by the way you did things. I used to rewrite stories to read the way I would have written them. And I framed assignments to appeal to my taste in stories.

Managers who try to clone themselves over and over get defeated in several ways. First, they snuff out ­other ­approaches and ways of thinking — ways that might ­connect with your public (most of whom, I feel safe in ­saying, are not just like you, either). Second, they suffocate the staffer’s initiative. Why try if, in the end, you’re going to change it to your way?

But wait, you say: The work that’s being turned in is just not good enough in its current form. That may be true, and I am not arguing for publishing or airing bad work. What I am advocating is an approach that involves the staffer in editing the work, so there is an ongoing conversation about how to improve the work over time. I am also ­advocating for an admission that in some cases, the work is not so flawed as to require your total redo. If it’s close, why not let the other approach win?

After all, you want the relationship you are building to be long and fulfilling. Few relationships thrive when one of the parties always wins. This is another case where the staff is watching: For all of your claims to the contrary, in the end, is it all about you?

Finally, remember the challenge you’re taking on is going to take some time to master. So try to be patient. Try to relax. Try to have fun. And most of all, try to be the person your boss believes can be a good leader.

Try to be you.

Butch Ward is senior faculty and former managing director at The Poynter Institute, where he teaches ­leadership, editing, reporting and writing. He worked for 27 years in newspapers, at The Philadelphia Inquirer and Baltimore News American, and was managing editor in both newsrooms.

Making Things Right kevin@kevinslimp.com

Doing the little (and big) things right is the key to success

The past four weeks have been a blur. I remember driving along a beach in Florida, using a snow shovel for the fi rst time during a blizzard in Minnesota, eating pizza Kevin Slimp with old friends in Des The News Guru Moines and standing in front of audiences in both Rochester and Saratoga Springs, New York.

As blurry as the weeks seem, there are several moments that were memorable. At one newspaper in Florida, the plan changed from leading classes to gathering the entire staff together for several hours of brainstorming, changing the editorial and design workflow in the process.

Sharing opinions at Coastal Breeze News in Marco Island, Florida.

While at the offices of Coastal Breeze News in Marco Island, Florida, I had the chance to meet Gary Elliot. Gary has been everything from president of the Chamber of Commerce to board member of the island’s realtors’ association. Val Simon, publisher, invited local writers and advertisers to stop by and meet me while I was at the newspaper, and Gary took her up on the offer.

As we visited, Gary took the opportunity to share why Coastal Breeze News is so popular in a town with three newspapers.

“People want local news,” Gary told me. “The big daily doesn’t carry local news like the [Coastal] Breeze. People who live here pick up this paper, see the faces of the writers and say, ‘I know him’ or ‘I know her.’ It makes a real difference. That’s why people love this newspaper, and that’s why adver-

tisers want their ads in this paper.”

The following week, I found myself in Des Moines, Iowa, speaking at one of my favorite conferences. Imagine my surprise as the group kept growing to the point where we had to add seats.

We even had a full house for the early Saturday session.

What seemed to interest attendees the most? Improving the quality of their papers. I didn’t hear any talk of reducing staff sizes or cutting costs.

This group seemed to know the secret: Improving quality. Quality of design. Quality of writing. Quality of service.

Do you want to increase readers, advertisers and profitability? The fi rst and most important step is improving quality.

The year 2015 was the “year of blizzards” in my life, but I dodged the weather bullet in 2016 ... or so I thought. In Kasson, Minnesota, my next stop after Des Moines, I woke up to fi nd my car buried under a mound of snow.

We almost cancelled the trip due to the approaching weather. We agreed at the last moment I would board the flight in Knoxville and head to Minnesota, arriving just before the storm.

We spent three days running press tests, holding classes and discussing workflow. I love it when a staff wants to learn. The group in Kasson asked me to stay late each day so we could look at their individual workstations, fi nd solutions to technical problems and discuss hardware upgrades and improvements.

Imagine my thrill a week later, when I heard from one of my new Kasson friends.

“Everyone is singing your praises,” she began. Apparently the press called to report the printing quality of their newspaper had improved drastically.

“They said the pictures are crisp, the dot gain is perfect and the color settings are right on target.”

Borrowing an old line from Ford, “Quality” really “is job one.” Reduce quality, and the result is fewer readers.

Reduce readers, and the result is fewer advertisers. Reduce advertisers, and

Checking out the dot gain and color settings in Kasson, Minnesota. the result is fewer pages. Reduce pages, and the result is even fewer readers.

It’s a never-ending cycle.

Finally, there was The Empire State. I made stops in New York to speak at two newspaper conferences over the past eight days.

In Rochester, I spoke to the entire group about my latest research. Afterwards, one publisher after another stopped me to tell me how the research mirrors what is happening at their own papers. The key, most everyone seems to agree, is improving, not cutting.

A few days later, in Saratoga Springs, I led eight classes for editors, designers and others. Between each class, I found publishers waiting in the lobby, wanting to ask my advice about where they should take their papers.

Some were from tiny papers. Some owned large groups.

In my travels, I was also able to meet with an industry executive from a major group in Europe and a newspaper industry leader in Canada.

Both talked to me about the danger of ever-growing groups of national corporations buying their papers and stripping them down.

Want your newspaper to grow?

Resist the short-term fi xes, and look toward the long-term. Quality is what matters. Content is what matters.

Service is what matters. Cut those, and you can be sure you will cut readers.

April 2016 ■ ANAgrams | Page 15

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Page 16 | ANAgrams â– April 2016

Political advertising

continued from page 3

Major spend yet to come Repetitive ephemeral euphoria. That best describes the roller-coaster ride that political advertising has afforded media companies for decades. As the money-laden Presidential Election cycle begins its slow climb toward its peak − with all media on board for the ride − the upcoming twists, turns and inverted loops of 2016 are sure to thrill.

Political advertising is forecast to hit a record $11.4 billion in 2016, 20% more than the last comparable Presidential Election year of 2012.

But, that’s just part of the story.

While national elections will draw all the attention, almost half of that money will be spent at the local level, delivering messages about candidates and issues concerning governors, state legislative districts, ballot ­issues, and regional and city governments.

As has always been the case, TV gets the front seat on this roller-coaster. Despite the allure of digital media, things like banner ads and search advertising don’t do as good a job as television commercials persuading the electorate to like or dislike a candidate or a particular issue.

Still, the attraction to digital media is growing and will break the $1 billion level for the first time in 2016. That’s 9.5% of total spending − a far cry from the 30% to 50% of budgets that other ad categories earmark for digital media.

The price tag for running for office in this election cycle − at least when it comes to renting media channels − has resulted in the average presidential candidate needing to ante up $120 million, the average U.S. Senate candidate spending $7 million, the average U.S. House candidate $1.6 million, and the average local official $60,000. But that’s just average, calculated before fields are whittled down. The winners will have spent far more.

Some states will see bigger bounties. Media companies in big states such as California and Texas will see $1.2 billion and $896 million, respectively. But smaller states where Senate and other races are hotly contested will see big spending as well. These include Virginia ($459 million), Florida ($800 million) and Colorado ($295 million).

From the Borrell Associates political advertising outlook report. Details at www.borrellassociates.com

e­ xample “for an investment of $XXX you get this package of ­products” and show exactly what they look like. Don’t make them guess. Use ­graphics whenever possible so it’s clear what you are proposing to help them win.

• If they want to dig deeper – that’s great. They’re already sold at that point and it’s a matter of tailoring something that meets their need.

• Have an answer to the question “why should I advertise when you cover my campaign as a news story?” A good answer is “that doesn’t mean we’re telling the story YOU want told!”

• There is money in the Get Out The Vote (GOTV) advertising that comes a week or so before the election. Make sure you’re prepared with solutions for those opportunities as well.

Political spending between now and November is huge. Don’t ignore the category that can define success this year.

About the author: John Kimball is the Managing General Partner and CEO of The John Kimball Group, a media industry consultancy which provides clients with the tools for increasing political revenue and improving their advertising sales processes. Until June 2009, Mr. Kimball was the Chief Marketing Officer at Newspaper Association of America where he managed the marketing initiatives for the industry.

He is a graduate of Michigan State University and the Harvard Business School Executive Education program.

This article was originally published in the April issue of ­Local Media ­Association’s monthly newsletter Local Media Today.

Access the full issue at www.localmedia.org.

April 2016 ■ ANAgrams | Page 17

t

Calendar • Calendar • Calendar Webinars • Webinars • Webinars Digital Services Part 1: Increasing Ad Revenue Through Mobile Tue, May 6, 10:30 a.m. – 11:30 a.m. CST Today digital services that connect all sectors of commerce, business, tourism and people are more important than ever to local newspapers. By centralizing all community and business information, you position your paper as the main focal point for all community information, and become the one-stop shop for mobile, social and online promotional advertising coordinated across all channels.

This webinar will teach attendees how to review platforms for best practices, the power of video for services and how to drive new digital revenue through services such as social management, app development, paid placements, enhanced listings and more.

With Penny Merian, Chief Marketing Officer of HubCiti, and Nelson Clyde, President of T.B. Butler Publishing Co. Inc. and Publisher of the Tyler Morning Telegraph Arizona Newspapers Association, a co-sponsoring associate, receives a ­discounted rate of $15 per webinar.

Digital Services Part 2: How to Overcome Obstacles in Implementing New Digital Services Tue, May 26, 2 p.m. – 3 p.m. CST This second webinar in the digital services series provides a quick overview of its benefits for local newspapers—and actionable information on how to solve some of the perceived obstacles for implementing them with an already thinly stretched workforce. Learn what exactly is involved internally, how to take the burden off IT, efficiently sell digital services—and implement a portfolio of services that will increase revenue by up to 15% annually.

With Penny Merian, Chief Marketing Officer of HubCiti, and Nelson Clyde, President of T.B. Butler Publishing Co. Inc. and Publisher of the Tyler Morning Telegraph Arizona Newspapers Association, a co-sponsoring associate, receives a discounted rate of $15 per webinar.

Digital Services Part 3: Mobile Website vs. App – Why Do You Need an App? Tue, June 16, 10:30 a.m. – 11:30 a.m. CST Research shows our audience is spending more time online than with any other media—and much of that time on mobile is spent in apps. This is the classic “tipping point” that should shine a very bright spotlight on the need for an app. Topics include the rise of ad blockers, why 85% of people prefer an app over a mobile site, how base functionality is much better in an app and how an app can be more “sticky” within a community that a mobile site.

With Penny Merian, Chief Marketing Officer of HubCiti, and Nelson Clyde, President of T.B. Butler Publishing Arizona Newspapers Association, a co-sponsoring associate, receives a discounted rate of $15 per webinar.

Click here for a complete listing of Webinars and Training Sessions Page 18 | ANAgrams ■ April 2016

Happenings & Events ANA BOD Meetings May 12, via conference call, 1 p.m.

July 28, via conference call, 1 p.m.

Sept. 23, TENTATIVE date, to be determined based on the ANA Fall Convention schedule.

Sept. 24, ANA Annual Meeting. TENTATIVE date, to be determined based on the ANA Fall Convention schedule.

Dec. 8, via conference call, 1 p.m.

PLan NOW! ANA BNC and ­Exellence in Advertising Contest When: Accepting entries, May 1 — 27.

What: NOW is the time to start going

through your saved print-copies and digital archives for noteworthy entries in editorial and advertising.

Stay tuned for more information in “This Week @ ANA” during the next week.

Save the Date!

ANA Fall Convention and Annual Meeting Sept. 23, 24 Where: Wild Horse Pass Hotel & Casino, Chandler, AZ. WhAT: Mark your calendars! Two speakers are already confirmed: Kevin Slimp and Ken Paulson.

And of course we’ll be hosting everybody’s favorite events — the award ceremonies!

Make your plans now.–