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APA election ballots to be mailed Friday El Dorado editor recognized by firefighters’ association


Ar kansas


Publisher Weekly

Vol. 14 | No. 19 | Thursday, May 9, 2019


Serving Press and State Since 1873

Convention speaker to bring ideas for increasing sales, revenue Years ago, Carol Grubbe sold advertising for a radio station right across the street from the local newspaper. She watched from her office window as what appeared to be a revolving door of advertisers walked in and out of the newspaper building.

presentation on Thursday, June 27, will highlight strategies for increasing sales success.

That’s one reason why she ended up on the print side of the media advertising business in her next job. And that’s where she realized, frankly, that the officewindow perception was not exactly the reality of newspaper advertising sales. Now that she’s moved on to digital sales with TownNews.com, Grubbe recognizes ad sales takes leg work and relationshipbuilding, no matter the medium. Grubbe is the first featured speaker at the Arkansas Press Association’s annual convention in Hot Springs. Her

“I’m going to present on something I’ve learned for the past couple years, and it has helped me with my sales. It is a way of communicating with co-workers to improve sales,” Grubbe said in a telephone interview. She has made the same presentation to media organizations in Nebraska and Kansas, and both times participants have “a different mindset about working with co-workers and in sales.” Grubbe, TownNews.com’s senior regional sales manager, said it is important in sales to have the ability to communicate to different clients based on their personalities and behaviors, a skill she said she’s learned over more than two decades of sales experience.

Carol Grubbe sharing sales tips

Grubbe, a native of Kelso, Missouri, was Continued on Page 2

Paxton Media names new publisher to helm Jonesboro, Paragould newspapers Paxton Media has named Reece Terry as publisher of the Jonesboro Sun and Paragould Daily Press. Terry was previously publisher of the Daily Corinthian newspaper in Corinth, Mississippi. He will continue as group publisher for that paper as well as newspapers in Booneville, Mississippi, and Hammond, Louisiana. Terry’s first day at the Arkansas papers was May 1. He replaces David Mosesso, who retired. As publisher of another Paxton newspaper, Terry said he’s known Mosesso for almost

two decades and that they’ve talked in detail about the newspaper business in Northeast Arkansas over the last few years. Terry is encouraged about the opportunities and challenges in Jonesboro and Paragould.

in Arkansas learning the community and looking for “opportunities to grow circulation, to grow revenue and do all the things we need to do to be successful.”

“We’ve conversed a lot about the market, and I’ve had trips over here,” Terry said. “There’s a lot of growth in Jonesboro. Craighead County is the third-fastest growing county in Arkansas, and there’s a lot going on.”

Terry’s newspaper experience includes advertising sales, production, sales management and systems management. He has been a production manager, chief engineer, operations manager and station manager in broadcasting before moving to the newspaper industry, according to the Jonesboro Sun.

Terry said he will spend his initial time

In The Sun’s announcement of Terry’s Continued on Page 2

Paxton Media names new publisher to helm Jonesboro, Paragould newspapers Continued from Page 1

Convention speaker to bring ideas for increasing sales, revenue Continued from Page 1

previously the digital sales manager for Rust Communications. She has been with Moline, Illinois-based TownNews.com for seven years. TownNews.com is a digital media organization that provides the content management system (CMS), or a website’s nuts and bolts, for more than 1,900 media organizations across the country. The product is tailored to media outlets, giving newspapers the ability to post calendars, polls, classified ads, photos and videos, among other features.

Reece Terry

hiring, Mosesso said the new publisher was one of the “top performing” executives with Paxton and that Terry is a perfect fit for the community. Terry said he believes newspapers have an important role to play. “We have an obligation to report accurately and fairly, and, at the same time, we have the responsibility to be a good corporate citizen in the communities we serve,” Terry said. Terry is a past president of the Mississippi Press Association and past chairman of the Mississippi Press Education Foundation. He is a Rotarian and Paul Harris Fellow, and he serves as immediate past chairman of the CorinthAlcorn Chamber of Commerce Economic Development Council. He and his wife, Sharon, have two children and a grandchild.

Industry Quote of the Week “Journalism can never be silent: That is its greatest virtue and its greatest fault. It must speak, and speak immediately, while the echoes of wonder, the claims of triumph and the signs of horror are

Grubbe acknowledges that the transition to a digital presence has been a hard sell for some newspapers, but more and more publishers have recognized the importance of content on multiple platforms. “I have some clients where digital and the website is all on the backburner,” Grubbe said. “They have a website up and that’s all they want to do, and that’s fine. But what I normally see is those people will go to a conference, or talk to a cohort in the field, and say ‘OK, now I need to focus on digital.”

Whatever the focus, Grubbe said she’s committed to helping clients create a digital presence that fits their needs. She’s motivated to sell. “My favorite part about all of this is sales and brainstorming about how to increase revenue,” Grubbe said. The annual APA convention is June 26-29 at the Hotel Hot Springs in Hot Springs. Grubbe’s presentation begins at 1:30 p.m. on Thursday, June 27, just after the roundtable luncheon that kicks off the convention. For more information about the annual convention, or to register, visit the APA website at www.arkansaspress.org

APA election ballots to be mailed Friday Ballots for the 2019 Arkansas Press Association election will be mailed Friday, May 10, and designated voters at APA member newspapers will have until Friday, May 24, to return them in the envelope provided.

· Lori Freeze of the Stone County Leader in Mountain View

Designated voters are reminded to sign the outside of the envelope provided for the return of the ballot. A spot for that signature is clearly visible on the outside of the return envelope.

The APA executive board does not appear on the ballot. It is:

Seven candidates will appear on the ballot, including one new nominee, Jennifer Allen of the Pine Bluff Commercial. Also on the ballot will be APA board members continuing in their roles: · Kelly Freudensprung of The Saline Courier in Benton

still in the air.”

· Crystal Costa of GateHouse Media, Arkansas

— Henry Anatole Grunwald

· John Robert Schirmer of the Nashville News-Leader

Arkansas Publisher Weekly

Carol Grubbe visiting with session attendee


· Eliza Gaines of the Arkansas DemocratGazette in Little Rock · Sue Silliman of the Camden News

· President: John Bland of The Times Dispatch in Walnut Ridge · Vice-President: Rusty Turner of the Northwest Arkansas Democrat-Gazette in Fayetteville · Second Vice-President: Ellen Kreth of the Madison County Record in Huntsville · Immediate Past President: Tom White of the Advance-Monticellonian in Monticello. The newly elected APA board members will assume their seats on the board at the conclusion of the annual APA Convention to be held June 26-29 in Hot Springs. May 9, 2019

It’s Tee Time!

APA bylaws changes up for vote

APA’s annual golf tournament to benefit the Arkansas Newspaper Foundation will be held at the Hot Springs Country Club on Wednesday, June 26. It begins with a noon lunch and 1 p.m. shotgun start. Entry is $150 per person or $500 for a four-person team. Call APA at (501) 3741500 or email ashley@arkansaspress. org for more information. Full convention registration packets will be mailed to APA members next week.

The Arkansas Press Association Board of Directors recommends member approval of changes to the association’s bylaws to allow full membership for media affiliates, including specialty media outlets and online news organizations. The addition of media affiliate members will provide APA with a robust and active membership that reflects the current state of the newspaper industry. The bylaws change should also create new revenue opportunities for the association to use for advocacy, education, and marketing in the newspaper industry. APA Executive Director Ashley Wimberley said the addition of affiliate members is a trend across the country. “Our counterparts in other states have seen the value in strengthening their associations and enhancing policy influence by growing membership to include nontraditional sources like online news outlets,” Wimberley said. “This bylaws change will benefit the association and all its members.”

The bylaws changes members are asked to approve include membership eligibility for “media affiliate” members. Those would include specialty media outlets and online news outlets. Specialty news publications eligible for membership will be monthly, quarterly or annual magazines and college newspapers in Arkansas. The publications must be continuously published for at least six months and may not contain more than 75 percent advertising. Online news members will include websites that features local news, editorial comment or other content that has the primary function of informing, instructing, enlightening and entertaining readers. The content must be regularly revised and it may not serve as a special-interest platform. The website must have a known mailing address in Arkansas. If the bylaws changes are approved, the APA will have newspaper, media affiliate and associate members.

El Dorado editor recognized by firefighters’ association The El Dorado News-Times’s Terrance Armstard thought he was about to cover an event when he learned he was actually the guest of honor.

He was chosen for the award because of his commitment to coverage of the firefighters and the events.

Armstard, the newspaper’s editor and photographer, was named 2019 Media Person of the Year by the El Dorado Professional Firefighters Local 1974. According to a report in the NewsTimes, the firefighters’ group had asked Armstard to come to the awards ceremony to snap photos, but the honoree learned when he got to the event that the ceremony was to recognize him. “I was actually already set to get a photo of perhaps one of the firemen receiving an award or being acknowledged, but rather than that happening, I was told I was brought there under false pretenses and there actually was an award, but the award was actually being given to me, which shocked me,” Armstard said in the newspaper’s report. Arkansas Publisher Weekly

“He’s done a lot for us to make sure when we’re doing any kind of association event … and through our department, he’s always there to get our coverage when we needed it,” Firefighters Local 1074 Vice President Justin Tolin said. “He has done so much for us throughout the years.” Armstard said firefighters contributed in an indirect way to other awards he’s received. He recently won five first-place awards in the Arkansas Associated Press Managing Editors’ competition. Four of those winning photos were of onduty local firefighters.

El Dorado News-Times News Editor Terrance Armstard is presented the 2019 Media Person of the Year Award by EFD Firefighter Lt. Will Silvey


Armstard’s brother is a firefighter, which makes the award more meaningful, he told the newspaper.

May 9, 2019

“Dear Abby” ANF seeking items for silent auction scholarship open to Hot Springs in Hot Springs. college journalists ANF supports the Arkansas newspaper industry through funding of paid internships, scholarship opportunities, literacy projects and sponsorship of conference speakers.

The National Society of Newspaper Columnists Education Foundation is offering a $5,000 scholarship to a college newspaper columnist. The Dear Abby College Columnist Scholarship contest is open to undergraduate students who write bylined general interest, editorial or specialized columns that appear in print or online editions of college publications.

The types of auction items being sought include: • Lodging packages

• Artwork and sculpture • Dinner gift certificates

• Golf course certificates

The columns must have been published between Aug. 13, 2018, and June 14, 2019. Entrants must submit three bylined columns for review. There is no entry fee. The scholarship is funded by the support of Jeanne Phillips, also known as Dear Abby. The winner will be chosen by judges selected by the columnists’ foundation. The deadline for entry is June 28. Visit dearabby.com/scholarship for more information.

• Gift baskets

• Autographed items

• Arkansas sports merchandise or paraphernalia The Arkansas Newspaper Foundation seeks contributions of items for its annual silent auction to be held in conjunction with the Arkansas Press Association’s convention from June 26-29 at the Hotel

• Indoor and outdoor items and gifts To donate an item, contact Terri Cobb at terri@arkansaspress.org. All items donated will be listed on APA’s social media and in convention materials.

Mark Your Calendar 2019 APA Convention June 26-29, Hotel Hot Springs

Arkansas Publisher Weekly


May 9, 2019

Guest Column:

Do you have a sales prevention department? By John Foust

Every business has procedures in need of tweaking. Do any of those procedures at your newspaper involve the advertising department? It might be a good idea to take a look. I remember a Monday night long ago when my cable TV stopped working. I called the customer service line and went through the frustrating process of getting a real person on the line. That person was nice, but said they couldn’t do anything about my cable until Thursday. Between Monday and Thursday, I received at least six automated messages to remind me of the appointment. On Thursday, I made plans to be home to meet the service tech. When he arrived, he quickly determined that the cable box needed to be replaced. He retrieved a new box from his truck and installed it in a couple of minutes. Then the real trouble started. He couldn’t activate the box until he received authorization from the cable company. As he explained it, the box which he had just connected to the TV had to be transferred in their records from the company’s inventory to his truck’s inventory to my TV. He submitted that request, but they couldn’t make the switch right away because he had to wait his turn. He was a nice fellow. As we sat in the kitchen and waited, he talked about his

Arkansas Publisher Weekly

work, his family and his children’s interests. Along the way, he mentioned that he liked his job, but that he spent most of his time waiting for the home office to authorize the equipment he installed. After an hour of waiting, I tried to help by placing a call to customer service. When I eventually got someone on the line, I explained the problem and handed the phone to the technician. The customer service rep said she would look into the problem. But after more waiting, the tech decided to call another technician to see if he had a cable box that had already gone through an inventory switch. The new tech showed up a little later, and luckily that box worked. The end result was that he was there for three hours to do twenty minutes of work, he was over an hour late for his next appointment, and -- worst of all -- he said it was an ordinary day. The story doesn’t end there. About an hour after the technician left, I received another automated phone call to remind me of the appointment.


Everyone I encountered was genuinely concerned about my problem, but they were limited by a faulty internal system. I’m reporting this experience in excruciating detail to illustrate the negative chain of events that can result from a flawed process. I’ve run across some newspapers with similar system defects. In fact, I once heard of an office that had such a stringent credit process that people referred to it as the “sales prevention department.” The challenge is to find problems and fix them. If you do that, you’ll become a customer service hero.

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

May 9, 2019

Profile for Arkansas Press Association

Arkansas Publisher Weekly: May 9, 2019  

The Arkansas Publisher Weekly is the only direct source for late-breaking news regarding Arkansas' newspapers and related industries. Publis...

Arkansas Publisher Weekly: May 9, 2019  

The Arkansas Publisher Weekly is the only direct source for late-breaking news regarding Arkansas' newspapers and related industries. Publis...