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newsclips

MARCH 2013

TILBURY TIMES EDITOR RECEIVES MARY KNOWLES AWARD Congratulations to Gerry Harvieux, Editor of the Tilbury Times, for receiving the prestigious 2012 Community Award in Memory of Mary Knowles. Gerry was presented his award at the BNC Gala on Friday March 22 at the Hilton Garden Inn in Vaughan. Gerry is as passionate for the newspaper as he is for his community, a place he has called home for more than 40 years. He is always willing to help others and strives to make various organizations and projects succeed. His many involvements include organizing the Tilbury Annual Santa Claus Parade, participating on the board for the Tilbury Rotary Club, helping the Tilbury Drug Awareness Team and volunteering with the Tilbury Youth Centre. Perhaps most notable, is his involvement with the Tilbury Family Funfest, an event he took leadership of in 2009. He has helped grow the event’s sponsorship from $5,000 to $40,000. At one time the event drew roughly 1,000 guests. Now it welcomes more than 5,000 over the course of three days. Gerry has also served as a volunteer judge for the OCNA Better Newspaper Competition and the OCNA Junior Citizen of the Year Awards. He tends to avoid the spotlight and instead prefers to focus the attention on those who helped him accomplish the various projects. However, his contributions have not gone unnoticed and he was selected to be the recipient of the 2012 Community Award in Memory of Mary Knowles. The Community Award in Memory of Mary Knowles Award is coordinated by the Ontario Community Newspapers Foundation (OCNF) and focuses on recognizing outstanding individuals within the community newspaper business who contribute their own time to the betterment of their community. The award also recognizes the intimate connection community newspapers have with their communities. Mary Knowles was a dedicated newspaper person, and an active community member who passed away from breast cancer in 1996. This award was created in her memory and has recognized many incredible individuals over the years.

WHAT’S INSIDE:

BNC WINNERS ANNOUNCED

TIPS TO NAVIGATE PRICE TRAPS

COLOURFUL OR COLOURIZED?

First, second and third winners of the BNC Awards.

Tips and topics to navigate price traps in business negotiations.

Colour can add - or detract - from your design. Use it tastefully.

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See Page 16

See Page 20

March 2013 MONTHLY PUBLICATION OF THE ONTARIO1 COMMUNITY NEWSPAPERS ASSOCIATION www.ocna.org


INDUSTRY NEWS

TRENDS AND CHALLENGES IN RETAIL FLYERS BY ANNE LANNAN OCNA EXECUTIVE DIRECTOR

Thanks to all our members who came out to the OCNA Spring Convention and participated in the training sessions. The responses have been very positive as the session provided a great opportunity to look at our industry from all sides. The Industry Panel session proved to be very informative with a nice mix of presenters both from our industry as well as McLaren M2 Universal, Kubas Primedia, and the Canadian Federation of Independent Business.

NEWSCLIPS VOLUME 02, ISSUE 07 3228 South Service Rd. Suite 116 Burlington, ON L7N 3H8 p.905.639.8720 f.905-639.6962 e. info@ocna.org w. www.ocna.org OCNA BOARD PRESIDENT

Gordon Cameron

FIRST VP INTERIM

Dave Adsett

SECOND VP

Andrea DeMeer

SECRETARY/ TREASURER

Dave Harvey

PAST PRESIDENT

Mike Mount

DIRECTORS

Abbas Homayed Mike Powers Rick Shaver Ray Stanton John Willems

If you want to continue to learn more and are looking to find out what some of our major advertisers are saying about business today, you may want to attend the 2013 RAC Symposium, presented by Retail Advertising and Marketing Canada, being held on Thursday, April 25, at the International Centre in Toronto. Attending the day-long event will be retailers, advertisers, agency and media professionals. The registration fee of $350 for members and $450 for non-members includes Continental Breakfast, Lunch, Full Day Seminar, Breaks, and Cocktail Reception. The sessions will focus on key topics, trends and issues in marketing, retail strategy, advertising and promotions. Some of the confirmed speakers are John Clinton, Chief Executive Officer, Edelman – Canada; John Rocco, Vice President, Marketing - Brand & Public Relations, Sears Canada; Karim Salabi, Executive Vice President, Marketing, Rona Canada; Chris Hodgson, Sector Lead, Multi-Channel Solutions, Google Canada; and Yona Shtern, Chief Executive Officer, Beyond the Rack. Of particular interest to community newspapers is the Print Panel discussion on the trends and challenges in retail printed flyers with Karl Broderick, Regional VP, Quebecor Media; Denise Costello, Group SVP, RR Donnelley; and Bruce Jensen, VP Sales, TC - Transcontinental Print. Check it out at http://racsymposium.ca/

IN THIS ISSUE... 06 .........................................BNC AWARD WINNERS ANNOUNCED

OCNA STAFF EXECUTIVE DIRECTOR

Anne Lannan

CONTROLLER

Todd Frees

MEMBER SERVICES

Karen Shardlow Kelly Gorven

NETWORK CLASSIFIEDS

Carol Lebert

ACCOUNTING

Lucia Shepherd

AD*REACH

Ted Brewer Carolyn Press Erica Leyzac

09 .....PUBLISHER RECEIVES QUEEN’S DIAMOND JUBILEE MEDAL 10 ..................................SPRING CONVENTION PHOTO GALLERY

We’ve Moved!

12 ............................................SPORTS FANS LIKE NEWSPAPERS

Our new address is: 3228 South Service Rd. Suite 116 Burlington, ON L7N 3H8 Please update your records accordingly.

16 ..........................................10 TIPS TO NAVIGATE PRICE TRAPS 18 ............................................................THE PEOPLE PRINCIPLES 20 .................................................COLOURFUL OR COLOURIZED? 21 ........SELLING ADS IN A WORLD OF BRIGHT SHINY OBJECTS March 2013

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ASSOCIATION NEWS

MIKE MOUNT RECOGNIZED FOR WORK AS OCNA PRESIDENT A special thank you goes to Mike Mount for his tremendous leadership as OCNA President for the past year. Mike was recognized with a charicature of himself produced by cartoonist Steve Nease. He was presented with it by Abbas Hoyamed, OCNA Director and Publisher of the Sudbury Northern Life, during the President’s Premiere Lunch at OCNA’s 2013 Spring Convention. Gordon Cameron, Managing Editor of the Town Crier Newspapers, was welcomed as In-Coming President during the lunch.

MEMBER NEWS GRIMSBY/LINCOLN/WEST LINCOLN NEWSNOW EXPANDS NewsNow recently hired a fourth sales consultant in Bill McCrie, who last worked in newspapers at Sarnia Observer for 10-plus years. NewsNow also just expanded its distribution March 21 into Winona with another 1,500-plus homes. This adds to the communities of Grimsby, Lincoln and West Lincoln already served by NewsNow, which was only launched in May 2012, It also pushes total circulation up close the the 25,000 mark with 24,824 now covered. This expansion is Phase I of growth into Winona, situated in the northwestern edge of Hamilton.

EXPRESS WELCOMES BACK REPORTER

David Zilstra Communications Invigorate your ad planning calendar… to Increase sales and your bottom line! Let David Zilstra help you….battle your competition (print or broadcast), revamp your ad plan, add proven vertical and sustained features, help you generate new business, and steer your ad team in the right direction.

The Oshawa Express is happy to welcome Reporter Katie Richard back to the newsroom from maternity leave. She is the proud mother of Miller Munroe Richard, who was the Oshawa Express' own little ‘leapling,’ born on February 29 2012. Katie will be writing sports for the newspaper as well as doing some layout and magazine work.

David has over 20 years of print sales and management experience, and is ready to help provide your operation with the boost it may need during these challenging times. For a confidential discussion please feel free to call or email David at any time. 705-770-0232 David.Zilstra@gmail.com

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ASSOCIATION NEWS

MEMBER NEWS BARRY’S BAY, THE VALLEY GAZETTE CONTINUES TO GROW The Valley Gazette recently hired two new employees, Debbie Robbins and Sarah Hyatt. Debbie will be acting as front office manager. With 17 years experience in the newspaper business, Debbie joins the Valley Gazette with the experience of working with a team dedicated to informing the community. “I am looking forward to working with this talented team,” she said. “They have delivered a quality newspaper to our community for the last 32 months.” Robbins has lived in the area for over 25 years, so she knows the community and the people well. With the ability to sell, design, manage, organize and report, the Valley Gazette is enthusiastic in sharing the many talents Debbie possesses, and welcomes her with open arms. Sarah Hyatt will be filling in for Christine Hudder for the next few months reporting for the paper. Sarah is a graduate of the journalism-print program at Oshawa’s Durham College. In the past she has worked for Northumberland News and the Brighton Independent. In addition she has worked in the GTA with publications such as Oshawa This Week and MSN Canada. Sarah enjoys digging up stories that matter to people and communities. She is dedicated to giving people and communities a voice and telling stories. She looks forward to her time with the Valley Gazette.

INTRODUCING YOURHAMILTONBIZ.COM There’s a new online news service dedicated to the Hamilton area business community. For five days a week, 52 weeks a year, YourHamiltonBiz. com will provide subscribers with a daily feed of information. Located in Hamilton and supported by Star Media Group, a division of Toronto Star Newspapers Ltd., this site is filled with news that can be used to enhance or grow a business. YourHamiltonBiz.com is the only media agency dedicated to daily journalism targeted at the the business community in the Hamilton area. The Conference Board of Canada recently predicted the HamiltonBurlington economy will grow faster than any other community in Ontario. The site aims embrace this change and act as a partner in forging a community full of opportunities. March 2013

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ASSOCIATION NEWS

QUILL AWARD PRESENTATIONS

Chris Clark started his career with the newspaper industry in the late 1970s when he began working as a reporter and sports editor at the Portage la Prairie Daily Graphic. He now works as Editor for the Guelph Tribune, a position he landed in 1986.

Mark Dawson, Sales Manager, Grimsby Lincoln News and Niagara Farmer's Monthly is proud to have dedicated the last 39 years to the media industry. After 26 years in print, he spent another 10 years in broadcast.

Andrea DeMeer's 27 year career has seen her on both sides of the editorial and advertising departments. She currently serves as Group Publisher of eight community newspapers panning from Goderich to Ingersoll. Andrea also serves on the OCNA board of directors.

Peter Winkler started as a proof boy in the ad department of the KW Record in 1979. For the past 30 years has served as advertising manager, advertising director, general manager and publisher of newspapers in the Fairway Group, Brampton and Southwestern Ontario.

Sandy Baillie, Receptionist, Grimsby Lincoln News has been the face of newspapers in Grimsby Lincoln for the past 39 years. She began her career at the former Grimsby Independent in 1974 before moving to the Grimsby Lincoln News in 1998.

Richard Hutton began his career with the newspaper industry in 1978 when he joined the team at the Hamilton Spectator. He spent 20 years there before working at newspapers in Calgary, Cambridge, Guelph and Simcoe. He has spent the past eight years with Niagara This Week as Reporter/Photographer.

Keith Roulston, Publisher of the Blyth Brussels Citizen began his career with the newspaper industry in 1969 after graduating from the journalism program at Ryerson University. He has served as publisher of the Blyth Brussels Citizen since 1985.

Neil Dring graduated from journalism at Fanshawe College in 1979 and has since spent time with the Simcoe Reformer, Orangeville Banner, Hamilton Spectator before jumping at the opportunity to become owner and publisher of the Sachem in 1995.

Jennifer Vandermeer, Editor, Ingersoll Times and Norwich Gazette she joined the Niagara News team as a reporter in 1988. She landed her first editor's role at the Norwich Gazette in 1999 and has since taken on the same role with the Ingersoll Times.

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ASSOCIATION NEWS

BETTER NEWSPAPER COMPETITION WINNERS ANNOUNCED Listed below are the winners of the BNC Awards as announced at the BNC Awards Gala on Friday March 22 at the Hilton Garden Inn in Vaughan.

General Excellence Awards

General Excellence Awards recognize overall achievement by circulation class in editorial, advertising and layout. Class 1 1st: Gravenhurst Banner 2nd: Barry's Bay, The Valley Gazette 3rd: Minden Times Class 2 1st: Winchester Press 2nd: Kincardine Independent 3rd: Burks Falls Almaguin News Class 3 1st: Eganville Leader 2nd: Huntsville Forester 3rd: Nunavut News/North Class 4 Sponsored by Metro Creative Graphics 1st: Ottawa Hill Times 2nd: Niagara This Week, The Leader 3rd: Niagara This Week, Town Crier Class 5 1st: Elmira-Woolwich Observer 2nd: Dundas Star News 3rd: Renfrew Mercury EMC Class 6 Sponsored by Northern News Services 1st: What's Up Muskoka 2nd: Stoney Creek News 3rd: Whitby This Week Class 7 1st: Brant News 2nd: Burlington Post 3rd: Newmarket Era/Aurora Banner Class 8 - College/University 1st: Algonquin College - Algonquin Times 2nd: Niagara College - Niagara News 3rd: Ryerson University - Ryersonian March 2013

College & University Awards

College and University Awards recognize the work of Journalism students in Photography, News Writing, and Feature Writing. Student Feature Writing Sponsored by Ontario General Contractors Association 1st: Ryerson University - Otiena Ellwand 2nd: Humber College - Katlyn Fledderus 3rd: Ryerson University - Katherine Engqvist Student News Writing Sponsored by Ontario Journalism Educators Association 1st: Ryerson University - Katia Dmitrieva 2nd: Humber College - Alex Consiglio 3rd: Ryerson University - Sarah Robinson Student Photography 1st: Ryerson University - Joelle Tomlinson 2nd: Loyalist College - Kristen Haveman 3rd: Loyalist College - Dan Pearce Best College/University Newspaper Website 1st: Loyalist College - QNET News 2nd: Ryerson University - Ryersonian 3rd: Humber College - Humber Et Cetera

Premier Awards

Premier Awards honour individual works in both editorial and advertising categories. Arts & Entertainment 1st: New Hamburg Independent 2nd: North Bay Nipissing News 3rd: Manitoulin Expositor Best Business & Finance Story 1st: Gravenhurst Banner 2nd: New Hamburg Independent 3rd: Markham Economist & Sun

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Best Editorial (circ 10,000+) 1st: Mississauga News 2nd: Uxbridge Times-Journal 3rd: Oshawa Express Best Editorial (circ -9,999) 1st: Nunavut News/North 2nd: Sioux Lookout Wawatay News 3rd: Burks Falls Almaguin News Education Writing Sponsored by Ontario Journalism Educators Association 1st: Toronto Forest Hill Town Crier 2nd: Caledon Enterprise 3rd: Sioux Lookout Wawatay News Environment Ontario 1st: Vankleek Hill Review 2nd: What's Up Muskoka 3rd: Hamilton Mountain News Feature Writing (circ 10,000+) Sponsored by O'Donnell, Robertson & Sanfilippo 1st: Ottawa Hill Times 2nd: Clarington This Week 3rd: North Bay Nipissing News Feature Writing (circ -9,999) Sponsored by O'Donnell, Robertson & Sanfilippo 1st: Vankleek Hill Review 2nd: New Hamburg Independent 3rd: Nunavut News/North Health & Wellness 1st: Peterborough This Week 2nd: Orleans EMC 3rd: Burks Falls Almaguin News Heritage Sponsored by Fort Frances Times 1st: Elmira-Woolwich Observer 2nd: Prescott Journal 3rd: Brampton Guardian Best Investigative News Story 1st: Caledon Enterprise 2nd: Waterloo Chronicle 3rd: Gravenhurst Banner www.ocna.org


ASSOCIATION NEWS

Best News Story (circ 10,000+) Sponsored by Hydro One Networks Inc. 1st: Toronto Today 2nd: Toronto Forest Hill Town Crier 3rd: Scarborough Mirror Best News Story (circ -9,999) Sponsored by Hydro One Networks Inc. 1st: Nunavut News/North 2nd: Parry Sound North Star 3rd: West Carleton Review EMC Best Rural Story (circ 10,000+) Sponsored by Ontario Federation of Agriculture 1st: Ottawa Hill Times 2nd: What's Up Muskoka 3rd: Newmarket Era/Aurora Banner Best Rural Story (circ -9,999) Sponsored by Ontario Federation of Agriculture 1st: Manotick Messenger 2nd: Minto Express 3rd: West Carleton Review EMC Best Feature/News Series (circ 10,000+) 1st: Thunder Bay Source 2nd: Brighton/East Northumberland Independent 3rd: Oshawa This Week

Columnist of the Year 1st: Toronto-Beach-Riverdale-East York Town Crier - Sandra Bussin 2nd: Brock Citizen - Neil Crone 3rd: Whitby This Week - Brian McNair

Photographer of the Year 1st: Northumberland News - Karen Longwell 2nd: Burlington Post - Eric Riehl 3rd: Oshawa This Week - Sabrina Byrnes

Stephen Shaw Award for Reporter of the Year Sponsored by Ontario Power Generation 1st: Oakville Beaver - David Lea 2nd: Lindsay Post - Lisa Gervais 3rd: Oshawa Express - Geoff Zochodne

Cartoonist of the Year 1st: Oshawa Express - Jim Bradford 2nd: Ottawa Hill Times - Michael DeAdder 3rd: Brant News - Dave McCreary

Editor of the Year 1st: Oshawa This Week - Joanne Burghardt 2nd: Ottawa Hill Times - Kate Malloy 3rd: Waterdown Flamborough Review Brenda Jefferies Best Feature Photo (circ 10,000+) 1st: Whitby This Week 2nd: Uxbridge Times-Journal 3rd: Sarnia/Lambton This Week Best Feature Photo (circ -9,999) 1st: Haliburton County Echo 2nd: Niagara This Week, Town Crier 3rd: Kincardine Independent Best Photo Layout 1st: Clarington This Week 2nd: Elmira-Woolwich Observer 3rd: Barry’s Bay, The Valley Gazette

Best Feature/News Series (circ -9,999) 1st: Nunavut News/North 2nd: Meaford Express 3rd: Gravenhurst Banner

Best Sports Photo 1st: Mississauga News 2nd: Ajax/Pickering News Advertiser 3rd: Burlington Post

Sports & Recreation Story 1st: Ancaster News 2nd: Burlington Post 3rd: Newmarket Era/Aurora Banner

Best Spot News Photo 1st: Whitby This Week 2nd: Sudbury Northern Life 3rd: Peterborough This Week

Humour Columnist of the Year 1st: Waterloo Chronicle - Bob Vrbanac 2nd: Lindsay Post - Peggy Armstrong 3rd: Orillia Today - Frank Matys

Best News Photo 1st: Toronto Bloor West Villager 2nd: Rainy River Record 3rd: Brant News

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Community Service Sponsored by Young Drivers of Canada 1st: What's Up Muskoka 2nd: Oakville Beaver 3rd: Scugog Standard Best Vertical Product 1st: Fort Frances Times 2nd: Bracebridge Examiner 3rd: Barry’s Bay, The Valley Gazette Best Front Page (circ 10,000+) Sponsored by Laurentian Publishing 1st: Burlington Post 2nd: Niagara this Week, Welland 3rd: Port Perry Star Best Front Page (circ -9,999) Sponsored by Laurentian Publishing 1st: Cobden Sun 2nd: Fort Frances Times 3rd: New Hamburg Independent Best Sports Section Sponsored by Metroland Media Group Ltd., Southwestern Ontario Division 1st: Burlington Post 2nd: Kincardine Independent 3rd: Bracebridge Examiner Special Section (circ 10,000+) 1st: Huntsville Forester 2nd: Barrie Advance 3rd: Niagara this Week, Niagara Falls Special Section (circ -9,999) 1st: Cobden Sun 2nd: Eganville Leader 3rd: Barry’s Bay, The Valley Gazette www.ocna.org


ASSOCIATION NEWS

>>> Continued from page 9

BETTER NEWSPAPER COMPETITION WINNERS Best Creative Ad 1st: Mississauga News 2nd: Burlington Post 3rd: Orillia Today

Original Ad Idea (circ -9,999) 1st: Barry's Bay, The Valley Gazette 2nd: Manotick Messenger 3rd: Wingham Advance Times

In House Promotion 1st: Creemore Echo 2nd: Brant News 3rd: Elmira-Woolwich Observer

Use of Process Colour 1st: Elmira-Woolwich Observer 2nd: Cobden Sun 3rd: Oakville Beaver

Local Retail Layout Sponsored by Metro Creative Graphics 1st: Orangeville Banner 2nd: Kawartha Lakes/North Durham CAPS Community News 3rd: Milton Canadian Champion

Best Community Newspaper Web Site/Web Portal (circ. 10,000+) Sponsored by Giant Tiger Stores Limited 1st: Mississauga News 2nd: Caledon Enterprise 3rd: Thunder Bay Source

Original Ad Idea (circ 10,000+) 1st: What’s Up Muskoka 2nd: Kawartha Lakes/North Durham CAPS Community News 3rd: Waterdown Flamborough Review

Best Community Newspaper Web Site/Web Portal (circ. -9,999) Sponsored by Giant Tiger Stores Limited 1st: Manitoulin Expositor 2nd: Sioux Lookout Wawatay News 3rd: Creemore Echo

ONLINE Special Project/Event/ Breaking News Coverage 1st: Thunder Bay Source 2nd: Oshawa This Week 3rd: Mississauga News Surfer's Selection (circ. 10,000+) 1st: Toronto-Beach-Riverdale-East York Town Crier 2nd: Toronto Today 3rd: Elmira-Woolwich Observer 3rd: Thunder Bay Source Surfer's Selection (circ. -9,999) 1st: Manitoulin Expositor 2nd: Creemore Echo 3rd: Barry’s Bay, The Valley Gazette Congratulations to the winners of the BNC Awards and thanks to all OCNA members for participating!

DUPLICATE PLAQUE ORDERS BNC Award winners interested in purchasing duplicate plaques for staff should contact Karen Shardlow at k.shardlow@ocna.org or 905-639-8720 ext 232. Each additional plaque will cost $35. Please have your orders in no later than Tuesday, April 30.

Service includes: Libel, Invasion of Privacy, Plagiarism, Piracy, Infringement of Copyright, Pre-Publication Hotline Contact us for a quote: Todd Frees, General Manager 905-639-8720 ext. 234 t.frees@ocna.org

Affordable media insurance for Canadian Community Newspapers

March 2013

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ASSOCIATION NEWS

COMMUNITY NEWSPAPER EDITOR LOSES CANCER BATTLE Rod Jerred was no stranger to the newsroom. He graduated from Sheridan College and worked at several newspapers within Halton Region including the Milton Canadian Champion, Burlington Spectator and Oakville Journal Record. He spent 25 years working as editor for the Oakville Beaver before accepting a position with Hamilton Community News a little over a year ago. Unfortunately, Rob lost his battle to melanoma last month at the age of 58. His passing has impacted the Hamilton and Halton community tremendously. On March 20, Rod was recoginized as the ‘ultimate community newspaperman’ by Oakville MPP Kevin Flynn at Queen’s Park. ‘Many have credited Rod’s belief that his role in every issue of the newspaper was to connect people with their community as what caused the success Rod had. Rod connected many. He was never afraid to give a voice to those in need,” MPP Flynn said.

Steve Nease neasecartoons@gmail.com

Under Rod’s leadership, the Oakville Beaver was recognized as the best newspaper in Ontario for four years in a row. Thoughts and sympathy go out to his family, friends and co-workers. He will be missed by the newspaper industry.

IGNACE DRIFTWOOD PUBLISHER RECEIVES QUEEN’S DIAMOND JUBILEE MEDAL At a ceremony hosted by Kenora/Rainy River MPP Sarah Campbell on February 18, Dennis Smyk received a Queen’s Diamond Jubilee Medal. Dennis Smyk has dedicated his life to his community. In the 1960s, he founded the Ignace Youth Club after recognizing the need for young individuals living in Ignace to gather. He served as town councillor and mayor for many years. Was a firefighter and Chief of the Ignace Fire Deparment, putting his own life at risk to help others. Some of the many committees he volunteered for include the Ignace Economic Development committee, the Recreation Committee and the Ignace and Area Business Association. Most importantly, in partnership with his wife, Jackie, he created the Ignance Driftwood and has worked countless hours to provide news to his community. This newspaper has been serving its community for more than 40 years. March 2013

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PHOTO GALLERY

OCNA’S SPRING

Friday March 22 at the Hilt

March 2013

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PHOTO GALLERY

G CONVENTION

ton Garden Inn in Vaughan

March 2013

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ASSOCIATION NEWS

REPORT: SPORTS FANS LIKE PRINT NEWSPAPERS COURTESY OF NEWSPAPER NATIONAL NETWORK

According to a recent study from the Newspaper National Network, more male sports fans chose local print newspapers over other media outlets when asked where they received their information. Of the 404 male sport fans between the ages of 18 and 54 who were polled, 69 percent of them said the sports section in a newspaper was their ‘go to’ source for sports coverage. The majority of these men agreed that newspaper sports coverage provides more depth about the teams and players than anywhere else and admitted that reading it was a relaxing experience. In addition, newspaper web sites beat competitors such as ESPN.com and league sites when asked where they went for sports news online. Sports sections of newspaper web sites was the choice of 76 percent polled while 66 percent chose ESPN.com. In conclusion, this report proves that sport fans like to receive their information from newspapers. Newspaper National Network is the designated sales and marketing arm of the newspaper media industry for national advertisers to place multi-marketing advertising.

SILVER QUILL AWARDS PRESENTED TO KAWARTHA LAKES THIS WEEK EMPLOYEES Three staff members at Kawartha Lakes This Week received Silver Quill Awards for working for more than 25 years in the newspaper business. Norma Strangway, Chris Wizowski and Jeff Braund were recognized at a special celebration on March 25 with publisher Bruce Danford, Ontario Community Newspapers Assocation executive director Anne Lannan and regional general manager Mary Babcock (right). March 2013

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GET YOUR PRESS IDENTIFICATION CARDS OCNA can provide you with laminated, business card-sized Press Cards.

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Cost is $10 each for the first three, and $5 for each one thereafter.

Jan. 28, 2013 Date

Contact Kelly Gorven at k.gorven@ocna.org or call 906-639-8720 x239 for a Publisher’s Authorization Form and instructions on how to send photos.

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TECHNOLOGY

KEVIN FIXES EVERYTHING AT ONCE!

BY KEVIN SLIMP INSTITUTE OF NEWSPAPER TECHNOLOGY Sometimes I’m in a quandary when it comes to deciding the topic for my column. So today, I took to Facebook – you’ve probably heard of it – and asked journalists to key in with their own thoughts. My post:

the relationship between the demise of print journalism and events in New Orleans. Another hand – and another question – followed. This was followed by another. Finally I said, “I’m really supposed to be speaking to you about customer service. Would you rather spend time talking about this instead?”

Should my column today focus on (choose one):

1. The state of the industry, in particular what is going on in the Syracuse N.Y. area

‘Yes,’ was the resounding, verbal response. It looked like a southern church service as I saw people saying ‘yes’ and shaking their heads in affirmation.

2. Technology and software 3. Reaction to my recent

speeches and columns concerning the Newhouse/New Orleans situation

“OK,” I said, “let’s talk about it.” And talk about it we did. Almost every person in the audience held a hand in the air to ask a question or make a comment. I used language I don’t normally use when asked about ‘experts’ who say print is dead. Verbal cheers arose from the audience as I gave my honest opinions about various concerns.

I knew that options #1 and #3 were similar and could skew the results, but I threw caution to the wind and asked anyway. Within a few minutes, I had 44 responses. I discarded two from non-journalists. The results: 1: 12 votes (state of industry) 2: 15 votes (technology) 3. 13 votes (New Orleans)

Finally, after half an hour, I announced that I was going to talk about customer service. The crowd laughed and wrote frantically as I discussed customer service snafus I’d dealt with and, afterwards, a line formed. Everyone, it seemed, loved my stories about customer service. But it was the other topic - the future - they wanted to discuss.

Is Syracuse a newspaper graveyard? Several voters, led by editors and publishers in New York, chimed in that the situation in Syracuse, where 17 community papers, owned by Scotsman Media Group, closed in one day – more precisely, one moment – in March, should be my emphasis due to the timeliness of events. I have a keen interest in what took place in Central New York on March 11, partially because I was in Syracuse when the announcement took place. In addition to the physical proximity of the announcement, the situation follows the dismantling of another daily owned by Advance/Newhouse in Syracuse.

One publisher asked if I could address all the publishers of his group during a summer meeting. A university professor asked if I could speak at a national academic conference related to journalism. A lot of folks, it seems, are tired of hearing that print journalism is dead, when their own circumstances elucidate a different reality. Now let’s make those photos look better!

The end is near. Or is it?

As you might have guessed, with a vote so close, I decided to fit a little of all three topics into this month’s column.

Which leads me to option #3, the New Orleans TimesPicayune. Recent circumstances convince me that interest in the events in New Orleans continues to plague the thoughts of many journalists. During a recent convention, I stood in front of a sizable group of publishers and ad managers to speak to them, presumably about customer service.

So what is the question I’m asked more than any other related to publishing technology? It’s not about new features in Adobe CS6 applications or the latest platesetter. It’s not even about PDF files. The question I’m asked most often is, “How can I get my photos to look better in print?”

Before I began to speak, a hand went up from the audience. That doesn’t normally happen as I begin to speak. A question was posed to me concerning the future of newspapers and March 2013

So let’s talk about a feature in Photoshop that’s been around 14

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TECHNOLOGY Reducing the amount of red in skin is a big help in keeping your photos from looking too dark and muddy. Using Photoshop's Hue/Saturation tool, click on the skin (center) to reduce the amount of red ink in the original (left) photo.

since our grandparents’ days: Hue/Saturation. It might not be as exciting as some of the newer tools in Photoshop, but it’s rare that I edit a photo without it. Here’s the premise behind my love of the Hue/Saturation tool. The most common irritation most newspapers have with photos is the contrast and clarity of skin tones when printed. A big reason for this is that skin, when printed, is primarily created with red ink. Red tends to look much darker when printed on newsprint. The Hue/Saturation tool is a big help with this peccadillo. Try this on a photo and see how it works: 1. After adjusting the levels or curves, click on Image>Adjustments>Hue/Saturation 2. Select any color from the ‘Master’ color list 3. With your mouse, click on an area that contains skin in the photo 4. Adjust the ‘Lightness’ to the right, just a tad, to lighten It doesn't matter which color you choose from the master list when the skin using Photoshop's Hue/Saturation tool. 5. Click ‘OK’ and celebrate with donuts for everyone! There you have it. It seems we’ve fixed, or at least discussed, a little of something for everyone. No need to thank me. It’s what I do.

Reducing the amount of red in skin is a big help in keeping your photos from looking too dark and muddy. the

Using Photoshop's Hue/Saturation thehelp skin in (center) to reduce the amount of looking red ink in Reducing the amount of red intool, skinclick is aonbig keeping your photos from original (left) photo. too dark and muddy. Using Photoshop's Hue/Saturation tool, click on the skin (center) to reduce the amount of red ink in the original (left) photo.

KEVIN SLIMP serves as the director of the Institute of Newspaper Technology. He is a faculty member of the University of Tennessee College of Communication and Information and makes his home in Knoxville, Tennessee. Kevin’s insight on technology is highly sought after at various industry events across North America. www.kevinslimp.com March 2013

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BUSINESS

10 TIPS TO NAVIGATE PRICE TRAPS IN BUSINESS NEGOTIATIONS! BY PATRICK TINNEY MANAGING PARTNER CENTROID TRAINING & MARKETING

“Price is what you pay. Value is what you get”. - Warren Buffett Recently, I read a column on business negotiation that suggested one of the ways to navigate the buyer price tactic… ‘You are too expensive’…was to simply shrink the quantity of the seller’s offering to fit the buyer’s price. Is this a bad idea? Not really. The challenge is that price is so much more complicated than a ‘scale to fit’ equation.

to execute flawlessly?’ When you can articulate your brand promises effortlessly you will talk clearly to the market and avoid more price traps.

Price is also about quality, time, brand, uniqueness, demand, supply, risk, innovation competition and hidden value. If you are able to ask the right questions of potential buyers prior to and during negotiations using the above topics in the right combinations you will be much more successful at navigating price traps. You will also be much clearer about the buyer’s true objectives and intentions toward you and your company.

5. Demand - Markets of all types are driven by need and demand. If there is great demand in the market, expect prices to rise! In everyday life, think of the lack of fresh drinking water in many parts of Africa and the Middle East. At the opposite end of the spectrum, think of asbestos. Who uses asbestos products anymore?

So let’s explore tips and topics to navigate price traps in negotiations:

1. Quality - The overall quality of our offering is key relative to price. If quality can be adjusted then price definitely has the potential to be adjusted up or down.

6. Supply - The overall availability to our product in the market has a great bearing on price. If our product is scarce and in demand prices may go up. Think Apple products. However, if there are too many sellers in the market of our product and not enough buyers, think commoditization and lower prices. 7. Risk - Most businesses do their best to manage and control risk. Upside risk exposure usually demands insurance or higher prices. Risk off environments where there is little monetary exposure generally ushers in lower prices. To illustrate, when hurricane season is on in the USA there is always a chance that oil exploration rigs in the Gulf of Mexico could be damaged when these huge storms erupt. If storms are tracking toward oil exploration rigs at harrowing speeds, expect the market to price in upside risk and higher prices for oil.

2. Time

- If we can alter the timelines to deliver our offering then it is very likely that price can be altered. I once told a printer I was working with that his company could print our products on off-shifts if he liked to help him manage his time production scheduling better. I just wanted good quality at a great price! We both got what we wanted!

3. Brand - To some buyers brand means nothing. To others it is paramount. Understanding your brand and its positioning in the market has a huge bearing on price. Try not to get too caught up in all of the noisy definitions of brand. The clearest meaning of brand is…. ‘What are our consistent, repeatable, promises that the market expects us March 2013

4. Uniqueness - This is just a pretty way to describe our ‘Point of Difference’. If we can confidently describe our point of difference the negative price discussion stands a much greater chance of being neutralized.

8. Innovation - Buyers love creative ideas. Businesses readily buy innovation that puts them ahead of their competitors even for a short period of time. If your company thinks innovation 16

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BUSINESS

TRAINING when it develops and markets its products it can ask for higher prices in an otherwise stagnant market.

9. Competition - The marketplace loves and depends on competition to keep negotiated prices in check. However, if you develop a product with unique expertise required to operate it you can demand remarkably high prices. Not so long ago there were was no such thing as a website. Most companies just used traditional media such as brochures, flyers and newspapers to speak to their customers. When the first websites were introduced to the market banks in the western world instantly realized e-commerce potential and spent enormous amounts of money getting their brands up on the internet. In those days, there were very few technology companies who had the knowledge to write complicated code to power websites. This quorum of unique internet development companies with great programming and database manipulation expertise created a sellers vertical market that regularly tested just how much the market would bear for the build out of websites. It was a technology banquet! Sellers ruled negotiations and pricing!! 10. Hidden Value - Many businesses have purchased equipment, buildings, licenses, technology and data that are fully paid for. In a negotiation where price is at the fore front many of the above items may be of great interest to your negotiation partner and neutralize the importance of price. Again, you have to ask the right questions to navigate price traps in business negotiations!! “What is a cynic? A man who knows the price of everything and the value of nothing�. - Oscar Wilde Copyright Centroid Marketing 2012 PATRICK TINNEY is the founder of Centroid Training and Marketing, a consulting firm helping organizations make and save money through consultative selling, sales prospecting and business negotiation training. For more on Patrick visit centroidmarketing.com

NEWSPAPERS CANADA WEBINAR SERIES: April 9th - Mobile Marketing for Executives April 16th - NNA Multimedia Finalists (FREE) April 23rd - Mobile for Newsrooms May 14th - Excelling at Classified Sales May 21st - Excelling at Corporate Sales June 4th - Great Idea Awards Newspaper Marketing Winners (FREE) June 25th - Newspapers 101: Cross-Media Studies (FREE) Visit www.newspaperscanada.ca/programs/webinars to learn more about each webinar and to register. For more information about the Newspapers Canada webinar series please contact Tina Ongkeko at tongkeko@newspaperscanada.ca. March 2013

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HUMAN RESOURCES

THE PEOPLE PRINCIPLES: WAYS TO BUILD A PEOPLE-CENTRED WORKPLACE A TWOGREYSUITS ARTICLE Let’s admit it. Every workplace is fundamentally about people. Sure, we need information systems and technology and supply chains and metrics. Improvement in these areas is a good thing. But these are the inanimate aspects of work. The real heart and mind of every organization are found in its people. People are what differentiate organizations from one another, how they think, act, treat fellow employees and customers, etc.

be so easy to manage. Look for and leverage those precious differences in yourself and your colleagues. As long as you have meaningful goals in common, you’ll achieve uncommon success.

7. Tell stories If you want to shape the workplace culture, become a raging gossip of good news. Look for real-life examples of employees serving each other and their customers. Then tell those stories over and over.

If you truly want to bring out the best in people, you need to take action, whatever your role in the organization. Consider the following ideas and think about how you would rate yourself on each one as a manager. These ideas are time tested and are keys to unleashing human potential in organizations. More importantly, make a concerted effort to adopt some of these in the next few days and weeks and I guarantee you will start seeing a noticeable difference.

1.

Think HOW, not what

2.

Don’t say, ask

8. Engage people back…LISTEN When someone tries to engage you in conversation, be conscious of your reaction. In a hectic work environment, it’s easy to be dismissive. Listening to someone is the greatest respect you can offer an individual. Take the time to open your ears, your mind and heart. 9. Show your emotions You’re not a robot or a potted plant. If you’re thrilled, angry, enthused, confused, curious, whatever, let it show in a constructive way. It’s more than okay to be human.

Assignments and deadlines keep us focused on the work itself, sometimes so much that we lose sight of the people who do the work. Maintain a wider perspective. Instead of asking people what they’re doing, ask them HOW they’re doing.

10.

You THINK you know the right approach or the right answer, and maybe you do. But if you want to engage and empower people, skip the statements and start asking questions. Go from “here’s what I think” to “what do YOU think?”

3. Work it out now When conflicts arise, letting them simmer is easier in the short term but destructive in the long term. Unless you’re fond of grudges and hurt feelings, start resolving today’s conflicts today.

This article is part of the TwoGreySuits Employee Performance Management Series and is offered by our partner, the TwoGreySuits HR Power Centre as a free service to our members.

4. Just say thanks There’s no need for fancy awards and rewards because there’s no substitute for simple, sincere appreciation. Make a habit of putting your gratitude into words.

The HR Power Centre and HR Hot Line is a one-of-a-kind product specifically designed to get you the answers you need fast, in hundreds of different HR situations.

5. Take action inclusively A bias for action is a good thing. But the action should be done WITH people and not to them or despite them. If you’re going to implement anything that affects anyone, gather a group of co-creators.

Signing up is simple and free for OCNA members. Just visit https://www.twogreysuits.com/sign_up/regform/index. html?r=OCNA complete the signup page and you’ll have immediate access. Why wait? Don’t let important people management issues go unresolved when you can deal with them today.

6. Turn up the differences A workplace full of do-as-you’re-told clones would March 2013

Be the real you

We’ve all met people who are one way one day -then someone else the next. It’s no fun for anyone, including the chameleon. Get to know yourself, and remain true.

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HUMAN RESOURCES

THE DREADED ANNUAL PERFORMANCE REVIEW The annual performance review, when handled properly, should be an enjoyable, positive experience for both the employee and the manager. Too often, the opposite occurs resulting in employee feelings of surprise, resentment and misunderstanding. The TwoGreySuits HR service that OCNA is offering to our members absolutely free has all the tools, processes and teaching guides managers need to handle performance reviews effectively. Have a look at the video and then explore the HR Power Centre at www. twogreysuits.com. It contains everything you need for effective people management. And, when you need answers fast, you can talk to a senior HR Professional 24/7 through the HR Hot Line. Signing up is hassle free. Just click on the URL below and you will be taken to OCNA’s customized sign up page. Fill in the information and you will receive immediate access to the HR Power Centre. Hassle-free, effortless HR solutions for your business ...because HR happens. For more information, call us at 905 639 8720

H W

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Find out more now! Go online to metrocreativeconnection.com/e-connect, call 800-223-1600, email service@metro-email.com or scan the QR code to see how you can immediately implement and benefit from Metro e-Connect.

Metro e-Connect

The new multimedia ad program that is changing the way we connect. OCNAHOW2013

March 2013

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DESIGN

COLOURFUL OR COLOURIZED?

BY ED HENNINGER HENNINGER CONSULTING TWO OF MY FAVOURITE small-newspaper clients, The Imperial Republican in Imperial, NE, and the Ozona Stockman in Ozona, TX, are consistent design award winners. And…they are printed in black and white. No colour. I consider them proof that sound newspaper design can be consistently achieved without the use of colour. In 1986, Ted Turner bought the entire MGM library and had his technicians begin colourizing many of the great films in the vault. Even ‘The Maltese Falcon,’ a film always meant to be seen in black and white, suffered the fate of the colour retouching. It was a travesty. Colour is important, yes. We see in colour. We think in colour. We even dream in colour. But when we use colour in our newspapers, we have a responsibility to our readers and advertisers to use it with care. Some points to keep in mind:

BLACK AND WHITE ARE COLOURS, TOO: ‘Nuff

AVOID COLOUR TEXT:

said.

A colour headline might work well in a feature package, but let’s not run text in colour.

TINT BLOCKS:

These can be used to set off items like infoboxes and quotes, but use extreme care with tint blocks behind stories. Often, the text type must be converted to a bolder, larger sans serif to be read more easily.

COLOUR TO HIGHLIGHT: attention to a special package.

DON’T BE CUTE: Running a frame around an Easter story in little purple bunnies may seem like a good idea. It’s not.

Colour can add—or detract—from your design. Use it tastefully and it’s another tool in your kit. Use it badly and it makes your newspaper look gaudy and a bit silly.

A red label may give extra

COLOUR TO LINK ELEMENTS:

If you want to tie together the different pieces of a package on finding the right Christmas tree, a green rule or two might do, but…

ED HENNINGER is an independent newspaper consultant and the Director of Henninger Consulting, offering comprehensive newspaper design services and design evaluations at www.henningerconsulting.com.

WATCH THE RULES:

Don’t overuse rules or boxes in colour. It can create a dated look.

March 2013

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ADVERTISING

SELLING ADS IN A WORLD OF BRIGHT SHINY OBJECTS BY JOHN FOUST RALEIGH, NC

Meet Erica, a veteran of many years of sales presentations. “There’s a lot of talk these days about people who are drawn to Bright Shiny Objects,” she told me. “In most cases, that’s a reference to consumers rushing to purchase the newest technical gadget, even if their older version works just fine. But in reality, Bright Shiny Objects can refer to anything new and different.

advertisers. What are their thoughts on their current marketing? What are they considering for the future? What information can she provide that might be of help?

2. New audience. “Our number one product is readership,” Erica said. “When we expand our coverage, that’s big news. I’ve found it helpful to use a map to show the growth areas. A picture is worth a thousand words, and geographic changes are easy to illustrate.”

“One of the lessons I’ve learned over the years,” she said, “is that some people are restless. For whatever reason – desire for novelty, competition with peer groups, or plain old boredom – they are always on the lookout for new things. In the business world, they are constantly trying new procedures, new initiatives, new vendors – even new employees. If the new thing works, fine. If not, there’s always another new thing around the corner.”

3. New products. According to Erica, this is where you can

score big points. A new product – whether it’s a special section, a snazzy addition to your web site, or a social media feature – is an authentic Bright Shiny Object.

4. Improvements in existing products.

Does your paper have a new printing process? (That can mean better color and faster turnaround.) Do you have access to new market research? (Better targeting.) Have creative capabilities been improved? (Additional design staff, recent creative awards, etc.) Has your paper opened a new office or revamped the old office? Are there new ad discounts? (Save money, get more bang for the buck.)

Erica explained that she looks for evidence of the Bright Shiny Object syndrome. For example, is an advertiser always considering new themes or media plans? Are marketing proposals requested frequently? Has he or she ever tried to shorten a long-term ad contract? Does the account seem to have a new ad agency – and a tweaked brand identity – every year?

“It’s all about getting in step with advertisers,” Erica said. “I believe my paper can be just as bright and shiny as any other media vehicle.”

“These are signs of someone who likes Bright Shiny Objects,” she said. “So I build my presentations around newness. Of course, I mention my paper’s stability in being around for a long time, but I put a lot of emphasis on the new things we have to offer.” That’s a solid sales strategy. Let’s take a closer look:

(c) Copyright 2012 by John Foust. All rights reserved.

1. New information. “Like any good sales person, I ask a lot

of questions, Erica said. “There’s a lot of truth in the old saying, ‘knowledge is power.’ The only thing I can learn by talking is that I might be talking too much.”

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: jfoust@mindspring.com

She is consistently looking for new information about her

We want to hear from you! Please share your news and/or opinions with us: newsclips@ocna.org March 2013

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March 2013

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NewsClips March 2013  

Monthly publication of the Ontario Community Newspapers Association

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