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June 8-10 Crowne Plaza Hotel & Conference Center Springfield, Illinois

Dear Colleagues: Plan now to join us at the annual convention of the Illinois Press Association, June 8-10 at the Crowne Plaza Hotel and Conference Center in Springfield! Why should you attend? As your state press association, our goal is to create a dynamic and educational program that will pay tangible dividends for your investment. We think we’ve done that, and invite you to check out some of the benefits of your participation:

• • • • •

Be energized, inspired and encouraged from cutting-edge, keynote addresses from industry pros and outside-the-box thinkers who believe in the power of local newspapers Hear current research results (compiled in April 2011) for Illinois newspaper industry trends, commissioned by the IPA and presented by Newton Marketing & Research of Oklahoma City, Okla. Take home new ideas and solutions from multiple breakout sessions for both editorial and advertising participants Enjoy networking with newspaper industry colleagues Take advantage of opportunities for assistance in solving specific problems at your newspaper Study examples of some of the best writing, photojournalism and advertising work created in 2010 Now – more than ever – a chance to show support for the newspaper industry you love, your state press association, and your colleagues; to be a part of the annual gathering that celebrates the mission that is community journalism in Illinois Relax, have some fun, and learn We look forward to seeing you in June! Your friends at the Illinois Press Association


Speakers Prior to Honolulu, he was employed with Georgia-based Morris Multimedia, Inc., serving as general manager for The Times in Gainesville, Georgia. He was also the director of advertising and marketing for The Daily News Journal in Murfreesboro, Tennessee.

Keynote Speaker: Jason Taylor

Jason Taylor is President of the Chattanooga Times Free Press, a top ranked newspaper both regionally and nationally in advertising, circulation and online performance. He moved to Chattanooga three years ago from Honolulu, Hawaii, where he was the Senior Vice President of Sales and Marketing for the state’s largest newspaper.

Jason serves on numerous boards in the Chattanooga community and various newspaper organizations. He and his wife Honey have three young children, Hope, Haley and Jackson. Keynote Speaker: Bill Day

Bill Day is an experienced media executive with a successful record leading project teams to improve sales and reduce expenses for Fortune 500 companies.

Jason was recognized as the 2006 executive of the year among Gannett’s 96 daily newspapers. He also received the company’s Chairman’s Award in 2006 and 2007 as well as numerous other industry accolades. In 2010 he was recognized with the American Advertising Federation Silver Medal Award for lifetime achievement, to which he still claims he was not old enough to receive.

Bill has spent most of the last decade working in and with newspapers, helping to build and implement market-leading applications for properties from major metros to community papers. He led projects as diverse as the print rollout, event marketing development and pricing strategy for multiple publications.

Jason’s unique, high-energy approach to newspaper management has generated many new ideas that have been adopted across the country. He is one of the industry’s top-rated speakers and celebrates the fact that newspapers can continue gaining market share through creativity and increased accountability.

At Gannett, Bill was integral to the 3

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Speakers design, development and launch of Sunday Select, leading the sales effort with national retailers like Target, Best Buy and Staples. In 2008, he was recognized by Target as the Corporate Media Partner of the Year for his efforts to align Gannett’s capabilities with Target’s needs.

states and has been a partner at Imagine Create Inc., an advertising agency working with a wide variety of businesses. In her 20+ year media career, Kelly has worked side-by-side, as well as trained all facets of the business from carriers and circulation executives to advertising managers, sales representatives and publishers.

Most recently, he has been named to the faculty of American University’s School of Communications where he lectures on Media Economics, Management and New Media Ecosystems.

In 1993, she launched ProMax Training & Consulting, Inc., which specializes in maximizing productivity, profits and people. Since this time, ProMax has partnered with hundreds of media organizations, addressed numerous organizations with keynote presentations and has trained thousands of advertising executives across the country.

Passionate about the future of newspapers, Bill has launched a Media Strategy Practice with Howell Creative Group in Williamsburg, VA. He resides in Williamsburg with his wife, Sharon, and their two delightful children, whose names he often gets wrong.

Kelly’s educational background includes a Bachelor’s degree in Journalism-Advertising from the University of Nebraska, and a degree in graphic design from Platt College of Graphic Design in Ontario, California.

Kelly Wirges

Kelly Wirges has enjoyed a career in newspaper sales, marketing, training and management. She has held positions as Creative Director, Account Executive, Sales Manager, as well as Sales Development and Training Director. She has worked at five major newspapers in four different 4

Speakers of methods to improve hometown newspaper products and profits.

Ken Blum

Ken Blum has been involved with paid and free circulation community newspapers and a variety of other publishing ventures for 41

His e-mail newsletter, Black Ink/The Newsletter, goes to more than 2,800 newspapers. He served two terms as president of the Buckeye Press Association and is a past recipient of the Ohio Newspaper Association’s highest honor, The President’s Award. He is a past state chairman of the National Newspaper Association and has served on the contest, membership and Publishers’ Auxiliary committees of NNA. Over the years he has been the recipient of dozens of personal state and national awards for his feature stories, columns, editorials and photographs.

years. For 30 years, he was the editor and manager of a group of newspapers, shoppers and specialty publications operated by Dix Newspapers in Ohio. In 1997, he launched Butterfly Publications, his own publishing, speaking and advising firm related to the community newspaper industry. He has written two monthly columns for Publishers’ Auxiliary, the official publication of the National Newspaper Association, including Editor’s Notebook and Black Ink, a column that covers all aspects of running a community newspaper that has appeared since 1982. In all, he has written more than 375 columns about the operation of hometown newspapers. Numerous state associations run his columns in their newsletters.

Ken has been a guest lecturer at The American Press Institute in Reston, Virginia, and speaks at state press association meetings and seminars across the country. He also has done work for The United States Information Agency to mentor independent publishers in the former Soviet Union. He is an active member of Toastmasters International and has earned the Accomplished Toastmaster Award. He was one of the contributing authors of the book The Newspaper commissioned by the National Newspaper Foundation. As a newspaper advisor and speaker at press meetings, Ken has visited all 50 states.

Ken’s book—Black Ink/The Book—was released in late 1998 and has become a best-seller in the community newspaper industry, More than 2,800 copies have been sold in the US, Canada, Europe and Australia. The book focuses on hundreds 5

Speakers Barry Newton

George Garties

Barry Newton is director of Newton Marketing & Research and held a similar position at a state newspaper association for 11 years. He has served as marketing director of a retail chain of fast food/dairy stores, account representative at an advertising agency and sales representative for a daily newspaper. He has been conducting newspaper readership surveys since 1983.

George Garties is AP’s Bureau Chief for Illinois and Indiana, responsible for the news cooperative’s business relationship with newspapers and digital media in that region. Before taking his present position in 2007, he was Chief of Bureau for Colorado and Utah, based in Denver. He previously worked as a reporter, editor and manager in AP bureaus in California, Arizona and New York. A graduate of the University of Hawaii, George began his journalism career as a reporter and editor at The Honolulu Advertiser.

Barry has served as a member of the Curriculum Development Committee for the Oklahoma CareerTech system and special instructor for the Small Business Management Division of the Oklahoma CareerTech. He has also been active teaching advertising and business communications to small businesses through the Small Business Administration.

John O’Connor

John O’Connor has been an Illinois state Capitol reporter for The Associated Press since 1998, focusing on a variety of enterprise and investigative pieces. Among recent work, his report on a secret early prisoner-release program forced Gov. Pat Quinn to shut it down 6

Speakers and prompted a change in state law requiring minimum sentences. His article on the gaping racial disparity in the way public school discipline is meted out resulted in a legislative task force to tackle the problem, and an appointee of Quinn’s for a new job stepped aside after O’Connor showed she had misled lawmakers two years earlier on the work a highly paid chauffeur did for the state agency she ran.

Bruce Rushton

Bruce Rushton has been a professional journalist for nearly 25 years, working at newspapers in Washington, Missouri, Arizona and Illinois. His work has won recognition from such organizations as Investigative Reporters and Editors, the G. and R. Loeb Foundation, the Missouri Bar Association, the Arizona Press Club, the Illinois Associated Press Editors Association, the Illinois Press Association, the National Association of Black Journalists, the Missouri Press Association, the American Society of Newspaper Editors and the Association of Capitol Reporters and Editors. He has twice been named news writer of the year by GateHouse Media in chain-wide competition. Bruce is considered an expert on the Illinois Freedom of Information Act and is adept at covering government, courts and law enforcement. He holds a bachelor’s degree from Yale University.

In 2010, The AP recognized his work by awarding him its Oliver S. Gramling Journalism Award. The award carries a $10,000 prize and recognizes excellence in journalism. The AP lauded him “for repeatedly breaking news by digging through documents and by building relationships with sources.” Prior to his time with AP, John worked for the Waterloo Courier, The Bloomington Pantagraph, The St. Louis Sun, The Arlington Heights Daily Herald, and The State JournalRegister. Outside of work, John is a “big brother” to 17-year-old Kenny and is active in community theater. He was born in Freeport, Ill., and was graduated from Loras College in Dubuque, Iowa and Sangamon State University, now the University of Illinois at Springfield.


Educational Sessions 10:20 – 11:30 a.m. An Easy Page of Advertising Every Week Ken Blum Author and Newspaper Advisor In this session, Ken asks, “How much would it mean to your newspaper to add a page of advertising every week?” Whether you’re from a small weekly or a daily, attend this session and Ken guarantees that you’ll gain at least one page per week of plus advertising...and probably more.

Thursday, June 9 8:30 – 10:00 a.m. Jump-starting Your Sales Culture for 2011 and Beyond—60 Ideas in 60 Minutes Jason Taylor President, Chattanooga Times Free Press, Chattanooga, Tenn. This session will explore specific, tangible changes you can make with your sales force to increase revenue and performance in these ever-changing times. These ideas are not consultant advice, but real ideas that can work in your market. These points are just the boost you need to re-start your revenue engine.

2:15 – 3:15 p.m. Unveiled: The IPA Research Project Barry Newton, President Newton Marketing & Research The “hot off the press” statewide market research for Illinois newspapers will be unveiled. Conducted in spring 2011, these results will teach you how to use this information to increase readership, drive revenue and show that Illinois newspapers and their websites are still very relevant, reliable and get results!

10:20 – 11:30 a.m. Progressive Prospecting Kelly Wirges President & CEO, ProMax Training & Consulting, Inc., Omaha, Neb. • Effective communication to secure an appointment / Language that sabotages your success. • Implementing a Professional Exit Strategy—What to say when clients are not interested in “keeping the doors open.” • Turning objections into sales. • Methods to lower client resistance and build professional partnerships.

3:30 – 4:45 p.m. Why Facebook, Patch and Google want your clients – hyper-local advertising Bill Day Strategy Director, Howell Creative Group A 90 minute session examining the changing dynamics of local-local advertising. How does the emergence of nationally based, but locally 8

Educational Sessions focused, enterprises impact your newspaper? We’ll look at what’s happening with consumers, advertisers and the publishers themselves. Participants will walk away with a better sense of the challenge and some strategies to implement in the field. • Consumer behavior – good enough substitutes, finite time and the decline of traditional media outlets. • Advertiser behavior – used-tohaves, never-hads and wish-wecoulds. • Publisher behavior – are we picking fights we can’t win? • Strategies for success – how can local media companies build strategies to compete and win in a post-digital landscape.

Friday, June 10 8:00 –9:30 a.m. Newspapers Under Seige – A Rational Approach to the Future of Print Bill Day Strategy Director, Howell Creative Group This session examines the history of newspaper pricing models and the impact of digital media for their future. The goal of the conversation would be to engage senior newspaper leadership in a dynamic conversation about the unexamined nature of our business model. • Much has been made of paywalls, aggregators and their impact on the health and future of newspapers, but these conversations focus on audience and miss the connection to revenues. • Newspapers aggregated audience numbers continue to grow. More people than ever interact with our content across an ever-increasing number of platforms. • That same proliferation of platforms that drives usage has also fundamentally redefined the newspaper value proposition. • Newspaper pricing strategy is disconnected from both perceived and actual value delivered.

3:30 – 5:00 p.m. Persuasive Communication Kelly Wirges President & CEO, ProMax Training & Consulting, Inc., Omaha, Neb. • The three proven communication techniques to generate interest and sales. • Deliver advertising recommendations that clients cannot refuse. • Preparing a value statement that encourages prospects to want to learn more.


Educational Sessions community newspapers become their readers’ “newest best friend.”

9:45 – 10:45 a.m. The Care and Feeding of Investigative Journalism John O’Connor AP Reporter, Illinois State Capitol Bruce Rushton The State Journal-Register Join two of Illinois’ top investigative journalists, John O’Connor of The Associated Press and Bruce Rushton of The State Journal-Register, as they reinforce the commitment newspapers must make to aggressive journalism that holds government, elected officials and those who are paid with taxpayer dollars, accountable. During a tumultuous time of newspaper industry change, cutbacks, and “doing more with less,” listen to O’Connor and Rushton as they outline why investigative journalism is more important now than ever to our state and communities.

11:00 – 11:45 a.m. Protect – and Profit – from Your Content Online George Garties, Associated Press Bureau Chief for Illinois and Indiana AP’s News Licensing Group is being formed to give newspapers a way to protect their content online, and to control and monetize its use. Join George Garties as he discusses this interesting new development for newspapers in protecting their original content. 11:00–11:45 a.m. Dr. Blum’s Group Therapy for Community Newspapers Ken Blum Author and Newspaper Advisor Are irrational readers making you irritable? Are you getting panic attacks over out-of-county postal delivery? Are a competitor’s tactics driving you over the edge? Is your computer system out to get you? Do you have a problem that’s driving you crazy? Let’s talk about it. Ken uses his degree in psychology to help solve the problems that bug you the most.

9:45 – 10:45 a.m. How to Be Your Reader’s Newest Best Friend Ken Blum Author and Newspaper Advisor Do readers look at your newspaper as a friend or foe? Do they understand your newspaper’s mission as a fair-minded guardian of the truth and public welfare? Can you do a better job of relating to readers on a personal level, both in your news pages and via outstanding customer service? In this session, Ken presents a smorgasbord of methods to help 10

Special Events Opening Reception

IPA/IPF Social

Wednesday, June 8 7:00–9:00 p.m. A get-together for all early arrivals, ad managers and exhibitors!

Thursday, June 9 7:30–9:00 p.m. A celebration of honors, including our Fourth Estate and ACORN members, featuring food and fun!

IPA Advertising Awards Luncheon & Dessert Auction

IAPEA Awards Dinner

Thursday, June 9 7:30–9:00 p.m. A member event for the Illinois Associated Press Editors Association.

Thursday, June 9 11:45 a.m.–2:00 p.m. The Illinois Press Association is proud to recognize advertising members for outstanding work in the past year. Immediately following lunch, auctioneer Dusty Polhemus will “auction” off desserts. You’ll need to pool your money together with others at your lunch table to bid on assorted cakes, pies and pastries. All money raised from the dessert auction goes to the Illinois Press Foundation.

IPA News-Editorial Awards Luncheon

Friday, June 10 12:00–2:30 p.m. Come celebrate the best journalism and photojournalism of 2010.

Presidents’ Reception

Thursday, June 9 6:00–7:30 p.m. Please join our hosts, the presidents of the IPA, IPF and IAPEA in welcoming our VIP guests. There will be a live auction featuring thousands of dollars of donated merchandise, so don’t miss out! All proceeds benefit the Illinois Press Foundation’s educational efforts.


Accommodations and Travel Crowne Plaza Hotel & Conference Center

Cancellation policy for both hotels:

3000 South Dirksen Parkway Springfield, Illinois 62703 (217) 529-7777 $123/room +12% tax Ask for the IPA/IPF Room Block

Reservations must be guaranteed with a valid credit card or advance cash deposit equal to the value of one night’s accommodation. Guaranteed deposits are refundable if the reservation is cancelled at least 24 hours prior to the date of arrival.

Holiday Inn Express

3050 South Dirksen Parkway Springfield, Illinois 62704 (217) 529-7771 $89/room + 12%tax Ask for the IPA/IPF Room Block

Check-in time is after 4:00 p.m. and check-out time is 11:00 a.m. Guests arriving before 4:00 p.m. will be accommodated as rooms become available. Rooms occupied beyond 11:00 a.m. are subject to one-half the daily rate, until 6:00 p.m., after which the full rate applies. Guest room check out prior to confirmed departure date will result in a $50 early departure fee, unless the front desk is notified at time of check in.

Directions: both hotels are located off Interstate 55, exit 94 (Stevenson Drive).


Registration Details Register online at Full Conference Registration

Early Bird Fee Late Fee (through May 18) (beginning May 19) Per Person Per Person IPA Member—Individual $175 $225 IPA Member—Three or more individuals $132 add $50/per registrant Included with Full Conference Registration

Opening Reception IPA Advertising Awards Luncheon & Dessert Auction Presidents’ Reception IPA News-Editorial Awards Luncheon

7:00 p.m., Wednesday, June 8 11:45 a.m., Thursday, June 9 6:00 p.m., Thursday, June 9 12:00 p.m., Friday, June 10

Not Included with Full Conference Registration

IPA/IPF Social ($30) IAPEA Awards Dinner ($65)

7:30 p.m., Thursday, June 9 7:30 p.m., Thursday, June 9

Name (as you would like it listed on your name badge): __________________ ____________________________________________________________ Newspaper/Organization:_________________________________________ Title: ________________________________________________________ Address: _____________________________________________________ City: ________________________________________________________ State, ZIP: ____________________________________________________ Phone: _____________________________ Fax: _____________________

FAX TO: (217) 241-1301 Mail to: Illinois Press Association Attn: Convention Registration 900 Community Drive Springfield, Illinois 62703

Questions? Lynne Lance 217-241-1300


Registration Details (continued) Full Conference Registration – Group rate applies to 3 or more individuals from the same newspaper. Please print name & title of each person registering, and indicate which events each will be attending. A. Opening Reception; B. IPA Advertising Awards & Dessert Auction; C. Presidents’ Reception; D. IPA News-Editorial Awards Luncheon • Additional single events: E. IPA/IPF Social ($30); F. IAPEA Awards Luncheon ($65) add add (free) (free) (free) (free) ($30) ($65)







Reg. Fee

1st Registration


2nd Registration


3rd Registration


4th Registration


Total $

Total of all events $ __________ Non-Members Add $90 to Total

Single Event Registration Individuals not attending the convention may register to attend only the following single events. IPA Advertising Awards Luncheon & Dessert Auction ($55) IAPEA Awards Dinner ($65) IPA News-Editorial Awards Luncheon ($55)

11:45 a.m., Thursday, June 9 7:30 p.m., Thursday, June 9 12:00 p.m., Friday, June 10

Single Event Registration – No Convention Print name & title of each person registering. A. IPA Advertising Awards Luncheon & Dessert Auction ($55); B. IAPEA Awards Dinner ($65); C. IPA News-Editorial Awards Luncheon ($55) ($55)






Total $

Name Name Name Name Total of all events $ ____________

Method of payment (Make Checks Payable to Illinois Press Association) Check Visa Mastercard American Express Credit Card # ________________________________ Expiration Date _________________ Name on Card _____________________________________________________________


IPA Convention 2011 Agenda-at-a-Glance June 8–10, 2011

Crowne Plaza Hotel & Convention Center Springfield, IL Wednesday, June 8

7:00–9:00 p.m.

Opening Reception

Thursday, June 9

7:30 a.m.–6:00 p.m. 8:30–10:00 a.m. 10:20–11:30 a.m. 11:45 a.m.–2:00 p.m. 3:30–5:00 p.m. 6:00–7:30 p.m. 7:30–9:00 p.m. 7:30–9:00 p.m.

Exhibits Open Opening Session Educational Sessions IPA Advertising Awards Luncheon & Dessert Auction Educational Sessions Presidents’ Reception IPA/IPF Social IAPEA Awards Dinner

Friday, June 10

7:30–12:30 p.m. 7:30–8:00 a.m. 8:00–9:30 a.m. 9:45–10:45 a.m. 11:00–11:45 a.m. Noon–2:30 p.m.

Exhibits Open IPA Annual General Meeting Keynote Session Educational Sessions Educational Sessions IPA News-Editorial Awards Luncheon


Crowne Plaza Hotel & Conference Center, Springfield, Illinois

June 8 – 10, 2011

Don’t miss this exciting event!

900 Community Drive Springfield, Illinois 62703

Illinois Press Association

2011 IPA Convention  

Convention information and registration

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