ANAgrams OCTOBER 2019

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2019 Fall convention coverage ANA News

ANA’s 2019–20 President, a message to the association Jeanie Hankins, publisher of The Wickenburg Sun, is the 2019-20 Arizona Newspaper Association president. She has served on the ANA board since 2016. Hankins is a 1993 ­graduate of Grand ­Canyon ­University Jeanie Hankins with a ­Bachelor ANA President – of Arts degree in 2019-20 ­Communications/ Journalism. Publisher: ­­Hankins began her The Wickenburg career in weekly Sun ­newspaper at the Douglas Budget (Douglas, Wyo.) in 1994 as a reporter/photographer. She soon advanced to editor and spent a dozen years covering and serving in the community. Hankins then assumed the role of general manager for Wyoming Newspapers Inc., and oversaw the ­operation of seven rural community papers and the press ­operation based in Torrington, Wyo. In 2012, Hankins ­relocated to Page, Ariz., where she served as publisher of the Lake Powell Chronicle. A Wickenburg native, ­Hankins pursued a return to her hometown and was hired as editor at The Wickenburg Sun in 2014 and became

publisher in 2017. Hankins served for five years on the Wyoming Press Association Board of Directors and held the office of ­president-elect prior to leaving the state. She has won numerous awards for news writing, opinion writing and ­photography from the National ­Newspaper Association, the Wyoming Press Association and the Arizona Newspaper Association. “I am privileged to have the ­opportunity to continue the craft of community journalism in my hometown, and I look forward to leading the ANA as we strengthen our foothold in today’s changing marketplace,”­ Hankins said. ANA Priorities this year The ANA has undergone ­major ­changes in the past year. Longtime ­executive director Paula Casey ­announced her retirement, ­generously providing a time period in which to find another executive director. For several months, the ANA board’s hiring ­committee vetted candidates, ­resulting in the hiring of Tim Thomas who assumed the role early in 2019. During the transition to a new­ ­executive director, the ANA office was relocated to the Capitol Times office, See ANA President Message, page 2

Convention coverage: Of the Year, General Excellence winners and photos ��������������� page


NNA president, Adelman, sees upcoming 2020 postage increase as manageable ������������������� page


2019-2020 ANA board The new 2019-20 Officers for the ANA board were nominated and selected on Saturday afternoon, ­September 28. • Jeanie Hankins Williams, Publisher – Wickenburg Sun, President • Kyle Larson, General ­Mgr. – Sedona Red Rock News, Camp Verde Journal, Outgoing President • Brian Kramer, Publisher – White Mountain Independent (Show Low), Payson Roundup • Colleen Brady, Publisher – ­Arizona Daily Sun (Flagstaff) • Lisa Reilly, Publisher – Yuma Sun, Bajo El Sol • Manuel C ­ oppola, ­Publisher – Nogales ­International • Luige del Puerto, ­Assoc. V.P. – Western News&Info • Kelly Soldwedell, ­Editor/ Assoc. Publisher – Arizona ­Capitol Times • Kevin Martinelli, VP Local – The Arizona Republic/ • Jennifer Sorenson, Publisher – Herald/Review (Sierra Vista) • Dru Sanchez, Publisher – Green Valley News See page 3 for a ­pictorial roster of the ANA board. Early lessons learned: Commentary by Mark Miller, AFMA presindent ����������page


ANA president, message ANAgrams is a quarterly e-publication produced by the Arizona Newspapers Association 1835 W. Adams St. Phoenix, AZ 85007-2603 Office (602) 261-7655 ANA Staff Tim Thomas Executive Director / ext. 102 Julie O’Keefe Communications Manager / ext. 110 Cindy London Ad Placement Manager / ext. 112

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 Jeanie Hankins, Publisher – ­ The Wickenburg Sun 1st Vice President Colleen Brady, Publisher – ­ Arizona Daily Sun (Flagstaff) 2nd Vice President Lisa Reilly, Publisher – ­ Yuma Sun Secretary / Treasurer Brian Kramer, Publisher – White Mountain Independent, Payson Roundup Dru Sanchez, Publisher Green Valley News Jennifer Sorenson, Publisher Herald/Review (Sierra Vista) Manuel Coppola, Publisher Nogales International Luige del Puerto, Associate Publisher Arizona Capitol Times Kelly Soldwedel, Associate VP Western News&Info, Inc. Kevin Martinelli, VP Local – Arizona Republic/ (Phoenix) Past President Kyle Larson, General Manager – Larson Newspapers, (Sedona)

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and a new accounting firm was hired. These major changes coincided with the legislative session, so Tim had to hit the ground running with everything from figuring out new workspaces to keeping an eye on ­legislation, while also making plans to meet the goals the board had laid out for him. The tasks are many We know there is work to be done to remodel ANA and ANA Ad Services into thriving organizations. The Board has been successful in significantly reducing ­expenses, and now we

Reminder! 2020 Media Directory updates

due Nov. 4

What do we need from you?

1. Any address, phone, email, administrative or p ­ ersonnel changes. 2. Your publication’s circulation: •C urrent audit report: ABC, VAC, etc. •O r Form PS 3526 •O r Publisher’s Statement (enclosed in the email notice) 3. L astly, we'll need your current Advertising Rate Sheets. The information we gather serves as an invaluable resource for ANA membership as well as for local and national advertisers and ad ­agencies who are interested in placing ads in your paper. Please don’t hesitate to call us with any questions. You can reach us at (602) 261-7655, ext. 110 or by email at

must turn our attention to ­building ­relationships, which will foster increased ­awareness of our ­organization, increased participation ­in the ­association and increased revenue. To foster a better relationship ­­between ANA and newspapers across the state, Tim will be reaching out with phone calls and site visits to get to know our members better, and find out how the organization can more effectively serve them. He will also be visiting non-members, finding out what ANA can do to earn their membership. Tim and the staff at ANA will be ­working with member papers and ­advertisers to help them develop a ­better understanding of the statewide advertising opportunities in our ­publications, as well as preprints. In relation to that, we anticipate the ­return of pool payments for ­publications ­participating in the 2×2 program. Tim will also be sharing information, such as guidelines for ­marijuana advertising, and enhanced digital opportunities, to assist ANA members with the everchanging landscape. These are just a few of our goals. Many more will be discusses and carried out during our 2019 convention and in the coming year. It’s a new day at ANA. It’s a great time for us to develop new energy, and step forward together onto the road ahead. I hope that all of us will work this year to strengthen our influence, get to know our new executive director and build stronger relationships inside and outside our organization to give us the muscle to keep pushing forward. As your 2019-20 president, I ­welcome your ideas, feedback and ­discussion. Please feel free to contact me at (928) 684-5454 or

ANA Ad Services. Call Cindy London (602) 261-7655, Ext. 112

2019 - 2020

Board of Directors and Officers

Jeanie Williams

Colleen Brady

Brian Kramer

Lisa Reilly

Publisher Wickenburg Sun

Publisher Arizona Daily Sun (Flagstaff)

Publisher Yuma Sun, Bajo El Sol


1st Vice President

2nd Vice President

Publisher White Mountain Independent (Show Low), Payson Roundup Secretary/Treasurer

Luige del Puerto

Manuel Coppola

Kyle Larson

General Manager Larson Newspapers, LLC (Sedona) Out-going President

Kelly Soldwedel

Associate Vice President Western News&Info, Inc

Jennifer Sorenson

Editor / Assoc. ­Publisher Arizona Capitol Times

Dru Sanchez

Publisher Nogales International

Kevin Martinelli

Publisher Herald/Review (Sierra Vista)

Publisher Green Valley News, Sahuarita Sun

Vice President Local The Arizona Republic/

New to the Board

New to the Board

New to the Board

October 2019 ■ ANAgrams | Page 3

This year Arizona Newspapers Association celebrated a m ­ ilestone – its 80th Annual Meeting and Convention. Not many know that the current association is the ­successor to the Arizona Press Association of 1905, and the Arizona Daily Newspaper Association of 1922. ANA was established in 1930 and incorporated in 1956.

Today’s Newspaper:

Connecting With Our Local


This year, 48 newspapers entered in the Better Newspapers Contest (BNC) for a total of 1,534 entries. The BNC consists of nine categories that measure the overall quality of the newspapers and 26 categories that honor individuals who contribute to journalism excellence. A special thank you to the Nevada Press Association, for judging the entries this year. The Herald/Review (daily newspaper; Jennifer ­Sorenson, publisher) and Navajo Times (non-daily newspaper; Tom Arviso Jr., publisher) took home the coveted award for Arizona Newspaper of the Year. Newspaper of the Year Awards are calculated from honors won in the Excellence in Advertising Contest added together with winning entries from Page 4 | ANAgrams ■ October 2019

the Better Newspapers Contest. Reporter Perla Trevizo, from the Arizona Daily Star and Alexis Bechman, Payson Roundup, (non-daily) were named the ANA 2019 Journalists of the Year. Kelly Presnell of the Arizona Daily Star and Keith ­Morris, Payson Roundup (non-daily) were named, for the second year in a row, the ANA 2019 Photographers of the Year. Richard Ruelas, Jason Pohl, The Arizona ­Republic, (daily newspaper), for ‘Border Strike Force’ and ­Jonathan Clark, Nogales International, (non-daily), ‘On Election Day, military installs razor wire’ won the ANA 2019 Stories of the Year.


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Click here to see more photos of the convention.

October 2019 ■ ANAgrams | Page 5

Today’s Newspaper:

Connecting With Our Local


3rd Place Casa Grande Dispatch Co-Publishers: Donovan Kramer Jr., Kara Cooper Division 5-Daily over 25,000 1st Place Arizona Daily Star Publisher: John D’Orlando 2019 Advertising General ­E xcellence Awards Division 1 Non-Daily – under 3,500

1st Place The Verde Independent Publisher: Babette Cubitt

Division 5-Daily over 25,000 1st Place Arizona Daily Star Publisher: John D’Orlando 2019 BNC STORY OF THE YEAR Awards Non-Dailies Division Jonathan Clark Nogales International ‘On Election Day, military installs razor wire’ Daily Division Richard Ruelas, Jason Pohl The Arizona Republic ‘Border Strike Force’

2nd Place 2019 BNC Newspaper Coolidge Examiner 2019 BNC PHOTOGRAPHER of General Excellence Awards Publisher: Donovan Kramer Jr. the YEAR Awards Division 1 Non-Daily – Under 3,500 Non-Dailies Division Division 2-Non-Daily 3,500-10,000 1st Place Keith Morris 1st Place Arizona Capitol Times Payson Roundup Associate Publisher: Luige del Puerto White Mountain Independent Daily Division Publisher: Brain Kramer 2nd Place Kelly Presnell 2nd Place Nogales International Publisher: Arizona Daily Star Payson Roundup Manuel Coppola Publisher: Brain Kramer 3rd Place 2019 BNC JOURNALIST of 3rd Place The Camp Verde Journal General the YEAR Awards Green Valley News Manager: Kyle Larson Non-Dailies Division Publisher: Dru Sanchez Alexis Bechman Division 2 Non-Daily 3,500-10,000 Division 3-Non-Daily over 10,000 Payson Roundup 1st Place 1st Place Daily Division Payson Roundup Navajo Times Perla Trevizo Publisher: Brian Kramer Publisher: Tom Arviso Jr. Arizona Daily Star 2nd Place 2nd Place Phoenix Business Journal 2019 BNC NEWSPAPER Prescott Valley Tribune Publisher: Ray Schey of the YEAR Awards Publisher: Joe Soldwedel, 3rd Place Non-Dailies Division Co-Publisher: Kit Atwell Green Valley News Navajo Times Division 4-Daily under 25,000 Publisher: Dru Sanchez Publisher: Tom Arviso Jr. 1st Place Daily Division Division 3 Non-Daily over 10,000 Herald/Review Herald/Review 1st Place Publisher: Jennifer Sorenson Publisher: Jennifer Sorenson Navajo Times 2nd Place Publisher: Tom Aviso Jr. The Daily Courier 2nd Place Publisher: Joe Soldwedel, Click here to visit our convention & Tucson Weekly Co-Publisher: Kit Atwell contest page for links to Publisher: Jason Joseph the press release of winners and 3rd Place 3rd Place slide show presentations. Yuma Sun Prescott Valley Tribune Publisher: Lisa Reilly Publisher: Joe Soldwedel, Co-Publisher: Kit Atwelll Division 4-Daily under 25,000 1st Place Arizona Newspapers Association Herald/Review Publisher: Jennifer Sorenson 80th Annual Meeting 2nd Place & Fall Convention Arizona Daily Sun September 28, 2019 Publisher: Colleen Brady Page 6 | ANAgrams ■ October 2019

ANA extends a grateful thank you to the

Sponsors of the Award Plaques  Arizona Daily Star 

 Navajo Times 


 Payson Roundup 

The Arizona Republic/ USA Today   Casa Grande Valley Newspapers Inc. 

 Phoenix Business Journal   White Mountain Independent 

NNA welcomes moderation in 2020 postage increases The annual increase in postage classes heavily used by newspapers has been revealed by the US ­Postal Service and ­National Newspaper Association was pleased that they are relatively moderate, in line with inflation. NNA president Matt Adelman, ­publisher of the Douglas (WY) ­Budget, said he thought the overall increases in Periodicals postage would be manageable even with other ­industry stresses in 2020. The average increase for Within County postage will be just under 1.5 percent and for Outside County about 1.9 percent. Both of those rates are within the rate cap set by the Postal Regulatory Commission of 1.9 percent. The firstclass stamp will remain at 55 cents, pending resolution in a court appeal from last year’s 5 cent increase. The new rates will go into effect

January 26, 2020, unless the PRC takes action to stop them. But NNA continues to stress to USPS that printers need incentives to lower the postal handling costs of containers of newspapers. The plastic sack is the most commonly-used ­container. Its price rises 6.8% at the carrier route/5 digit level when ­entered at the ­origin office, to $3.93. The sack was hit with a nearly 10 percent increase last year, as USPS tries to recover the increasing cost of mail handling. Unfortunately, white flats trays or tubs, which USPS says it ­prefers for efficient handling, are charged the same price as sacks, even though most experts believe the trays are less costly for USPS to handle. “This conversation about flats trays has gone on with USPS for more than a decade now,” Adelman said. “We continue to urge publishers to use them, but we recognize that many printers think they take up too much room in the shop and in the delivery vehicle. With every possible

e­ fficiency—including good use of space—needed right now in our end of the business, we are urging USPS to recognize their preference for the trays with a pricing signal before we begin to see printers and publishers drift back to the sacks. “Having said that, we appreciate the Postal Service’s recognition of the importance of keeping newspapers in the mail. Finding the newspaper in the mailbox enhances the value of the mailbox and that is good for readers and other users of the mail. People look forward to their paper and when it is late, we certainly hear about it. We and USPS both have work to do to shore up service performance. This labor, which never seems to be totally finished, will be much easier if newspaper mailers do not have to dramatically increase subscription prices just to get the newspaper to the readers,” he said. Contact: Tonda Rush,

October 2019 ■ ANAgrams | Page 7

Arizona Cities Represented by

w w w. a n a n e w s . c o m

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Arizona Newspapers Association

Arizona Pre-Printed Insert Delivery Program Statewide & Regional



Y O U R M A R K E T S - Y O U R C U S TO M E R S Arizona Daily Sun Williams-Grand Canyon News

Kingman Daily Miner Today’s News-Herald

Navajo-Hopi Observer

The Bugle Chino Valley Review The Daily Courier Prescott Valley Tribune Verde Independent

Parker Pioneer Copper Era The Arizona Republic

Eastern Arizona Courier

Yuma Sun

Arizona Range News Douglas Dispatch San Pedro Valley News-Sun Sierra Vista Herald/Review

Casa Grande Dispatch Arizona Daily Star Green Valley News Sahuarita Sun

Nogales International


One Order. One Bill. Inexpensive. Timely. Simple.

Program Requirements: 1) Advertiser must buy at least four newspapers in Arizona and/or have a minimum insert buy of 100,000 to receive the special rate of $24.75 CPM. 2) Prepayment is required unless credit has been established. 3) No guarantee that all newspapers will accept the insert order (newspapers have the right to accept/decline). 4) Insert does not count towards any contracts. 5) Advertiser must ensure inserts are delivered to each newspaper 10-days prior to insertion date. 5) Advertiser understands that participating newspapers have a one week window to insert the inserts however, newspapers will do their best to insert on the day requested. Updated 02-13-19

October 2019 â– ANAgrams | Page 9

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 Page 10 | ANAgrams ■ October 2019

Right and left brain selling Diane was telling me about her early days in selling. “One day stands out in my mind,” she said. “I had back-to-back Ad Libs appointments By John Foust with two different Newspaper prospects to talk Consultant and about a special Trainer section. The first person was interested in what his ad would look like and the importance of selecting illustrations to project the right image. The second person jumped right into the numbers and wanted to know the details of rates and tracking systems. “Both people bought ads, but it fascinated me that they arrived at their decisions in such different ways. Both cared about the appearance of their ads, but the first person cared more. Both people cared about numbers, but the second person cared more. “That’s when I realized that there is a lot of truth in the right brain-left brain concept I had heard so much about. The left side is the logical, mathematical side and the right side is the emotional, creative side. Of course, no one is 100 percent on either side, but most people have a natural tendency toward one side. Tendencies usually show up in childhood. Left brain children are better at math and right brain children are better at creative writing.” Diane explained that these traits are clearly evident in adults. “We’ve all been in conversations where the other person seems to be on a completely different wavelength. That could be due to different thinking styles. One of the key principles of selling is to ‘know your audience,’ which goes beyond knowing

their company history and marketing motives. We have to get in step with the other person’s thinking style, too. “During a sales presentation, I try to adapt to the other person’s style. When I’m talking to left brainers, I focus on facts and figures – and I use testimonial examples with lots of statistical evidence. When I talk to right brainers, I concentrate on creative strategy, with similar testimonials. When I meet with two or more people, I make sure to include information for both types.” What about the ads themselves? “It’s interesting to study ads that deliberately take thinking styles into consideration,” Diane said. “Look through a technical publication and you’ll see ads that are filled with product specs and statistics. The same advertisers would have to take a different approach in a publication which appeals primarily to right brain readers. But in a general interest setting – like a newspaper – it’s smart to include ad elements that appeal to both types. “All of this has convinced me that flexibility is one of the most important traits of an advertising professional,” she explained. “Too many people in this business think they can make the same presentation to everybody. That just doesn’t work. We have to make adjustments and do everything possible to connect. We shouldn’t expect them to adapt to us. We have to adapt to them.” Diane makes a good point. It’s not always about right and wrong. Sometimes it’s a matter of right and left. 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:

Early lessons learned Tim Thomas called me a few weeks ago. He invited me to speak to his local in state newspaper group at Wild Horse Pass. Commentary His organization By Mark Miller helps guide all the small-town Arizona Food Marketing Alliance, n e w s p a p e r s across Arizona President as they look for ways to be relevant in today’s electronic version of everything times. Thinking about the newspaper business brought back some great memories. Growing up in a family of six children, there was not many extras. Going out for dinner at Bob’s Big Boy was only on very special occasions. We were always looking for ways to earn a little extra spending money. We would mow lawns and baby sit for our neighbors. At eleven years old you could start delivering the Phoenix Gazette, the afternoon paper. They dropped off the papers at 3:00, so you could start your route right after school. I saved up your money to buy a paperboy special bike. That was a bike with a heavy-duty frame that had a spring on the front fork. Then you needed to add a basket in the front and on both sides of the back wheels so you could get all the papers in one load, so you did not have to reload. That was my first lesson in logistics. Once you turned twelve, you could deliver the Arizona Republic, the morning paper. The papers would hit the driveway about 5:30 AM. The alarm was set but most mornings the brakes on the trucks would wake us up. The morning paper was where the big money was. If you really hustled, you could handle 100 houses a day. Lesson

learned, get up early and work fast. My dad told us several times, “the people on our routes were counting on us and we could not let them down”.

Most people need the newspaper to start their days. That was my next lesson, when someone is counting on you don’t let them down. The hardest part of the job was not getting up early, it was collecting the money for the paper. We had to go to every house every week to collect the 70 cents they owed us. Most people did not have the change so they would hand you a dollar bill. Instead of giving the change right back, I would ask, do you need the change. In most cases they would say, just keep it. 30 cents extra from most houses was a lot of money, the tip doubled the profit. The next big lesson, it never hurts to ask for a little extra. Most people like to say yes if you ask the right question in the right way. My sisters saw that we were making good money and wanted to see if they could help. Since collecting was the part of the job that most paperboys did not like, I let them go around and collect the money. They could keep all the tips that they received. That was my

next lesson, outsourcing. Early on, my mom took us down to the Valley National Bank close to our house so we could open a savings account. After we collected all the money from our customers, we had to get a money order to pay for the newspapers, no electronic transfers back then. Whatever was left, that was our profit. Every week we rode our bikes to the bank and put in half of what we earned. My brothers learned that you could also take the money out of your account. When I was 18, I had enough money to buy a brand new 1973 Ford truck, both of my brothers had to buy old used cars. Lesson learned, save as much as you can it will pay off later. It is too bad that the kids today do not have the same opportunities that we did in the 60’s and 70’s. We had more freedom and that gave us more responsibility. That freedom helped us in our personal and business life. The young adults today have to learn at school, from the internet, their friends and hopefully from their parents.

Arizona Newspapers Association 1835 W. Adams St. Phoenix, AZ 85007-2603 Office (602) 261-7655

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… it’s where you can get access to

Mark Your Calendar Meetings, Events, Dates, etc.

ANA Board Meetings

Dec. 5 – 1 p.m. Via conference call. Contact Tim Thomas for more ­information.

ANA Closures for Holidays Thanksgiving

November 28 – 29

• upcoming events • member benefits • public notices • webinar training • newsletter archives • our media directory

and much more … Page 12 | ANAgrams ■ October 2019

Christmas Break

December 24, 2019 through January 1, 2020

What’s news at your n ­ ewspaper? Promotions or new hires? Special events? National awards? Tell us about it! Send your email to Julie O’Keefe

Webinars & Training For links and more information visit our training calendar. November 8, 2019 100 Minute Production Extravaganza! 9 - 10:40 AM /Ariz. Time Price: $69 Presenter: Kevin Slimp Do not miss this! 100 minutes of advanced InDesign, Photoshop, Acrobat, and more! This is a “DO NOT MISS” event, led by the news guru himself. Class size is limited. You won’t want to miss this one. Kevin will cover InDesign scripts, tables, datamerge and more. He will look at Photoshop settings, advanced editing tips and more. He will discuss the best settings to use to create PDF files for newspaper presses, and what to do with those nasty bad files you get from advertisers.

Did you Know? ANA Ad Services can help you place ads outside your local footprint and out of state?

For more information, contact Cindy London, (602) 261-7655,