newsclips
JUNE 2013
Canadian Jewish News Confirms Print Newspaper Will Continue On June 14, 2013 the Board of Directors of the Canadian Jewish News (CJN) confirmed they will continue its print publication. “We are acting upon the recommendations of an expert adviser who has given a viable blueprint for continuing,” Donald Carr, President of CJN stated on their website. “As I have said on previous occasions, the CJN must make some strategic changes to its business model and the way in which we produce the newspaper. Everything that is required of subscribers, advertisers, guarantors, our staff and the board of directors must come together. We believe that it will.” In April, the CJN board of directors arrived at a decision to cease publication of its print edition due to difficulty with industry changes and decreased advertising. The plan was to publish a digital edition only. The CJN was founded roughly 42 years ago and has served Jewish People in Canada, Isreal and in all its habitations with weekly editions in both Toronto and Montreal. The paper’s announcement to close shocked many in Canada’s 375,000-strong Jewish community and triggered a public outcry. “Thank you for believing in the CJN. Join us in reviving and renewing this important institution - by subscribing and advertising immediately,” said Carr. The CJN will be moving to a new location in Toronto this summer. Publishing will resume with the August 1st edition.
QuarkXPress9 and Adobe Customer Announcements Starting July 1st, 2013, Quark Software will only support upgrading from one previous version of QuarkXPress to the current version. Impact for QuarkXPress 3, 4, 5, 6 and 7 users: You may have seen many communications around the One Price Promotion, which enables you to upgrade to QuarkXPress 9 from ANY previous version. Currently you also get QuarkXPress 10 for free when you upgrade. It is almost unprecedented in the industry to provide an upgrade path from such legacy versions of a software product. Quark Software Inc. has provided this upgrade path for the last two upgrade cycles but this will be the last time. The promotion is coming to an end on June 30th, 2013. As per the above, beginning on July 1st licenses will no longer be eligible for upgrade to QuarkXPress 9 or 10. Impact for QuarkXPress 8 users: You may have read that QuarkXPress 10 is on the way and will ship in August. Once QuarkXPress 10 is available, QuarkXPress 8 will no longer be eligible for an upgrade. That means you have a limited window of time to upgrade to QuarkXPress 9 and stay current. If you upgrade to QuarkXPress 9 now, you will also receive QuarkXPress 10 for free. Support for opening legacy QuarkXPress documents and projects: Due to modernisation that has been undertaken for QuarkXPress 10, it will only support opening documents saved in QuarkXPress 7 and above. If you want to ensure you have a route to opening legacy QuarkXPress files on modern operating systems and a way to migrate files to version 10, you will need at least one license of QuarkXPress 9. Adobe Deadline Approaching In May, Adobe announced its shift to Creative Cloud, a membersipbased service providing users with access to download and install the next generation of Adobe creative desktop applications including InDesign, Photoshop and Illustrator. This new product can be purchased monthly at various prices including offers for individuals, students and teachers. For existing customers, a discounted rate of US $39.99 is offered if they sign up by July 31, 2013.
WHAT’S INSIDE:
ALARMING STATS OF RETAIL IN DIGITAL
TUNE UP YOUR TEAM FOR ACTION
Digital is a must, both online and offline.
Key motivators for employee success.
See Page 8
See Page 14
FLUST LEFT: IT’S A CHOICE Flush left text is every bit as readable as justified text.
See Page 21
June 2013 MONTHLY PUBLICATION OF THE ONTARIO1 COMMUNITY NEWSPAPERS ASSOCIATION www.ocna.org
ASSOCIATION NEWS
INDUSTRY NEWS
BY ANNE LANNAN OCNA EXECUTIVE DIRECTOR
NEWSCLIPS VOLUME 02, ISSUE 11 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
Blue Box Program
As you have heard Ontario’s Minister of the Environment Jim Bradley is scrapping the Waste Diversion Act, and has introduced the proposed Waste Reduction Act. The association is meeting with the Ministry in July during the public review period for feedback and comment and will keep members abreast of implications. The Act is intended to kick start more diversion from landfill to the recycling stream, which has stalled at a 25 per cent diversion rate. The proposed new Waste Reduction Act would: 1. Establish individual producer responsibility requirements relating to the diversion of end of life products which result in designated wastes. The Act would enable the setting of standards related to waste diversion and services. Producers would have the flexibility to determine how best to meet the standards. It would make producers and those persons related to a producer or group of producers equally responsible for meeting the set standards.
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
2. Ensure consumer protection by requiring all-in pricing for designated wastes under the Act. The Act would also require any seller displaying waste diversion costs, embedded in the price of a product, to be stated in a transparent and accurate manner. 3. Require producers to reimburse a municipality for tshe municipality’s collection and handling costs for designated wastes. 4. Transform Waste Diversion Ontario into the new Waste Reduction Authority with responsibility to oversee the compliance and enforcement of the new individual producer responsibility regime. It would operate a registry, allow for inspections and enforcement, and be able to issue monetary penalties for non-compliance with the Act and regulations. The Authority would be financed by fees and administrative penalties, determined through future regulations. 5. Repeal the Waste Diversion Act, 2002, but provide for the continuance of the four currently operating waste diversion programs through re-enacted provisions (Part VII) Continued on page 9 >>>
IN THIS ISSUE... 04 .........................TEMBEC FOUNDER REOPENING OLD SAWMILL 06 .............................................................MAGAZINE FUND DEADLINE 07 ............................................................................INVOICING TAXES 08 .....................................ALARMING STATS OF RETAIL IN DIGITAL 13 ......HOW EFFECTIVELY DO YOUR SALES TEAMS NEGOTIATE?
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
14 ..............................................TUNE UP YOUR TEAM FOR ACTION 16 ...........................................................FLUSH LEFT: IT’S A CHOICE 17 ......................................................................DON’T BE ‘SALES-EY’ June 2013
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ASSOCIATION NEWS
Frances Lankin to Chair Ontario Press Council
OCNA MEMBER UPDATES
Order of Canada recipient, the Hon. Frances Lankin P.C., has been selected chair of the Ontario Press Council. She replaces Robert Elgie, who died April 3 at age 84. Lankin, a former Ontario cabinet minister who has spent a lifetime in public service, was selected to lead the largest of five press councils in Canada at a June meeting. “Because we are in the initial stages of considering the establishment of a national media council to replace the provincial bodies, this is a critical time for press councils. It is extremely important an independent body exists to oversee public complaints and ensure ethics are encouraged and acceptable journalistic practices are followed. I am honored to be selected,” said Lankin, who lives near North Bay. Lankin, the sixth chair since the Ontario Press Council was founded in 1972, recently co-authored a provincial report recommending a revamp of Ontario’s social assistance programs. Lankin joined the press council in 2012 and served on the executive committee. In 2009, she was also appointed by Prime Minister Harper to the Queen’s Privy Council and a Member of the Security Intelligence Review Committee, which reviews the operation of the Canadian Intelligence Security Intelligence Service. As well, she is a member of the boards for Metrolinx, the Ontario Hospitals Association, the Literary Review of Canada and the Institute Of Corporate Directors (ICD). After serving as the MPP for the Toronto riding of Beaches-East York for 11 years, Lankin was selected president and CEO of the Toronto United Way, where she served for more than a decade. A graduate of the Rotman/ICD Director’s Education program, Lankin has also received honorary doctorates for public service from Ryerson and Queen’s universities. The Ontario Press Council was formed to serve as a medium between the public and the press, to defend freedom of speech and freedom of the press and to adjudicate unresolved complaints over the conduct and content of more than 150 member news organizations. The Council is an independent body with representatives from a broad cross-section of the public and active journalists and its decisions, which encourage the highest ethical and professional standards for journalists, are reached through consensus of its voluntary members. June 2013
AYR NEWS CELEBRATES 100TH YEAR Congratulations to the Schmidt family who has published the Ayr News for 100 years (1913-2013). Pictured below is Heidi (Schmidt) Ostner on the left and Irene (Schmidt) Adeney on the right during the 2012 International Plowing Match in Roseville. The two are shown with a display of early newspaper equipment and the first desk from the Ayr News.
WEST NIPISSING TRIBUNE PUBLISHER TAKES A DUNKING West Nipissing Tribune Publisher Suzanne Gammon and staff journalist Allison Loranger experiened a whole slew of dunkings for a good cause on May 25th. The fundraiser was for ‘Returns for Leukemia’. The event took place at the Beer Store in Sturgeon Falls, with 20 local personalities participating. Tribune Publisher Suzanne Gammon had a special reason to brave the tank for the first time as a member of her family is currently battling leukemia. Though the water was decidedly a bit ‘grungy’ by late afternoon, she took it in stride as she went down into the deep more than once. She said, “I’m happy to do it because getting dunked into this grungy water sure isn’t as bad as fighting leukemia. It’s the least I could do.” West Nipissing Police Chief Chuck Seguin took the opportunity to be sure the media got a thorough soaking by being first in line to dunk her. Suzanne has vowed to get back at him next year. Over $1,600 was raised.
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ASSOCIATION NEWS
Tembec Founder Reopening White River Sawmill Courtesy of Northern Ontario Business
Forestry icon and Tembec founder, Frank Dottori is reopening a former Domtar sawmill in White River. Under the banner of White River Forest Products, the operation has guaranteed softwood supply of 500,000 cubic metres of spruce, pine and fir. “We’re saying by Oct. 1 we should be up and running,” said Dottori who’s part of an ownership group in a three-way partnership of private investors (53 per cent), Pic Mobert First Nation (23.5 per cent) and the Township of White River (23.5 per cent). Dottori, who holds 49.8 per cent of the private ownership piece, expects to be a hands-on boss for the operation valued between $20 million and $25 million. Since retiring from Tembec in 2006, Dottori set up his own consulting company and used his 34 years of forest industry experience to dive into the renewable energy field, particularly ethanol.
He's been serving on many industryrelated associations and is chairman of CRIBE (Centre for Research and Innovation of the Bio-Economy) and AV Terrace Bay, part of the Canadian operation for the Aditya Birla Group of India. Two years ago, the White River mill was obtained by Rentech, a California biofuels company, and was to be converted to a biojet fuel plant. Rentech was unable to find an economical way to make green jet work in the lab and left White River to dive into the wood pellet business by buying shuttered mills in Wawa and Atikokan. Dottori is eyeing the U.S. housing market and anticipates new home stats across the border returning to their traditional level of 1.2 million new homes annually. “This is a good solid business to get into,” said Dottori. “It’s supply and demand and I think people will start wanting new
houses and furniture.” Dottori had hoped to start delivering lumber in July but was stymied by ‘bureaucratic delays,’ namely, getting a safety inspector to review the operation that's been closed for six years in order to get power hooked back up. “They shut it down as if it was going to restart.” When Domtar closed the mill in 2007, Pic Mobert and the Township of White River stepped forward to save the mill from the wrecking ball and keep the mill's forest licence intact. Dottori’s group signed an agreement in principle in January and closed the deal March 1. The company is planning to invest $15 million to modernize the mill over the next 15 months, including installing a high-speed saw line to replace an existing one.
ARE YOU LOOKING TO IMPROVE THE Community QUALITY OF YOUR NEWSPAPER? The Community Newspaper Review is NOT a professional Newspaper critique program. Review community It IS a program that makes use of the skills and experience of newspaper professionals. OCNA will pair newspapers similar-sized publications wherever possible to critique each 2013 other’swith papers. Each newspaper, who completes the program by the deadline (September 6, 2013) will receive a free registration to the first editorial webinar in the Fall of 2013. Download the registration form from the members section of our website (you must be logged in as a member to access this). Fill this form out and fax to 905-639-6962 no later than July 5, 2013. Remember, there is no charge to participate. For more information, contact Karen Shardlow OCNA at 905-639-8720 ext 232 or e-mail k.shardlow@ocna.org. June 2013
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ASSOCIATION NEWS
Town Crier’s Suspended
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Sutton All Pro Realty, Inc. 10 - 1434 Chemong Road - Peterborough - K9J 6X2
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Lindsay Post Ceases Publication
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June 2013
Multimedia Nova announced that it has been placed into receivership and publication of the Town Criers, Toronto Today and Vaughan Today have been suspended indefinitely. The decision was made based on financial problems, including failure to receive a multimillion dollar grant from the Government of Italy to support the, now ceased, Italian language daily Corriere Canadese. For 34 years, the Town Crier published hyperlocal news and features in nine different Toronto neighbourhoods. “Our communities are filled with wonderful people and amazing stories and we sincerely hope that they continue to be told, “ said Town Crier managing editor Gordon Cameron in a letter to readers on the paper’s website.
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On Friday June 14, 2013 the Lindsay Post ceased publication. "It is with regret that we close the Lindsay Post, effective June 14," Publisher Darren Murphy said. "I have been involved with the Lindsay Post in different roles for about 10 years and we have made numerous attempts to change the business model to try and make this operation sustainable. Unfortunately the market has not been able to support continued publication of the newspaper. This has been a difficult business decision and does not reflect negatively on the great people of this community. " Murphy thanked employees for their hard work and effort over the years. He also noted the loyal support of many long-time readers and advertisers. Six staff members were let go from the Sun Media newspaper. The twice-weekly broadsheet has existed for more than 152 years in the City of Kawartha Lakes. The Post's website will be redirected to its sister newspaper, the Peterborough Examiner. The Examiner will be available in select Lindsay stores and in some areas through home delivery. www.ocna.org
ASSOCIATION NEWS
Denise Tucker Appointed Manager, National Sales of Metroland Media Group Metroland Media Group recently announced the appointment of Denise Tucket to the position of Manager, National Sales effective Monday June 17th, 2013. For the past five years, Denise has been leading the learning and development initiatives companywide as Director, Employee Development with her team of internal and external learning professionals, and previous to that was in a Senior Sales Managment role at Sun Media. Denise will be able to utilize her industry knowledge, tremendous drive and enthusiasm along with her natural coaching abilities to lead the team of Corporate Account Executives to manage and grow the Corporate Sales revenue by providing innovative, customer focused solutions.
Magazine Fund Deadline August 1 The application deadline to the Magazine Fund with the Ontario Media Development Corporation is August 1.
Applicant Eligibility ▄▄
Independent, Canadian-owned and controlled, Ontariobased magazine publishers may apply for this program.
In the case of affiliated companies and subsidiaries, only one may apply for funding. ▄▄ Affiliated a corporation must maintain full control over editorial processes, have editorial autonomy from any other publisher applying for this program, and must produce separate financial statements.
To be eligible to apply, the corporation must: ▄▄
Be a magazine publisher, publishing at the time of application; ▄▄
Derive more than 50% of the Company’s revenue from magazine revenues and related brand extension of the core business (i.e. trade shows, website, television properties); ▄▄
Be Ontario- based, with its central place of business located in Ontario and pay Ontario corporate taxes;
OPG is a proud partner of many community activities and initiatives, like local sports teams, environmental projects and science fairs. We’re committed to powering Ontario, and we’re just as dedicated to making our communities even better places to live, work and play.
▄▄ ▄▄
Be incorporated in a Canadian jurisdiction at the time of application submission; be financially solvent at the time of application, as indicated in the provision of the most recent year’s financial statement
For full details, go to http://www.omdc.on.ca/magazine/Funding/Magazine_Fund.htm
@ontariopowergen
June 2013
OP3145_Community_E_1.indd 1
Be at least 75% Canadian-owned and controlled;
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ASSOCIATION NEWS
A NOTE TO OCNA MEMBERS: Invoicing Taxes We have received a few inquiries lately so thought we would share this tax information with you. If a newspaper is invoicing a client for advertising or subscriptions and that client’s billing address is in another province, you would invoice them their provincial tax rate. Ontario, New Brunswick, Newfoundland – 13% Nova Scotia – 15% PEI – 14% British Columbia, Alberta, Saskatchewan, Manitoba, Quebec - 5% Clients from the United States don’t get charged any of our taxes, unless they are registered to pay HST in Canada.
OCNA’s Board of Directors is pleased to welcome the following newspaper as probationary Active Member: Newspaper Toronto Kanadan Sonomat
Circulation
Ownership
1,370
Independent
Ceased Publications: Toronto Bayview Mills Town Crier (May 2013) Toronto Beach-Riverdale-East York Town Crier (May 2013) Toronto Forest Hill Town Crier (May 2013) Toronto Leaside Rosedale Town Crier (May 2013) Toronto North Toronto Town Crier (May 2013) Toronto Today (May 2013) Vaughan Today (May 2013) Lindsay Post (June 2013) Midland Free Press (June 2013)
June 2013
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CONNECT WITH US! OCNA and Ad*Reach are now on Twitter! Follow us @OCNAAdreach for frequesnt association updates, industry news, upcoming events and more.
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ASSOCIATION NEWS
Sun Media Shuts Down 134-Year-Old Paper, Midland Free Press After publishing for 134 years, Sun Media has decided to cease publication of the Midland Free Press. In recent years, the paper has dealt with financial challenges. The staff worked hard to improve the deficit but it was not enough to justify the investment required to continue publishing. “It really gives you pause for a newspaper that’s been in the area for over 100 years. It’s going to be quite a loss,” said Midland Mayor Gord McKay in a release on J-Source. ca. The Midland Free Press was a member of the Canoe Sun Media Community Newspapers. In 2010 it won Best Front Page for a newspaper with a circulation of more than 10,000 during the 2010 OCNA Better Newspaper Awards. The final issue of the Free Press was distributed on Thursday, June 20.
Hey, Ontario, 33 community papers in Western Canada can’t be all wrong — they all have happy readers
Bruce Penton’s sports column because they run
— For Canadian community papers only — Only $10 per week ($7 if one company signs up three or more of its papers.) — Penton is a former community newspaper publisher in Saskatchewan. — Column consists of short lead on topic of general interest (Blue Jays, NHL, curling, CFL/NFL football, etc.), followed by a selection of humourous quips from variety of internet sources. Publishers say the humourous aspect of the column is why their readers love it. “Bruce’s column is ideal for The Drumheller Mail. It gives us the bridge we need for a commentary on Big League Sports, plus it is very saleable to a sponsor needing weekly exposure.” — Publisher Ossie Sheddy.
By Giselle Abramovich Senior Editor, Brands/Deputy Managing Editor Digiday
Digital technology is forcing retailers to redefine how they market and sell to consumers. That means embracing digital channels like social media and mobile. We’ve heard the sob stories of retailers like Borders and Circuit City that inevitably failed because they didn’t embrace digital fast enough. Digital is a must, both online and offline, and only some retailers are starting to get that.
Here are some alarming facts about retail in digital:
Time spent with mobile apps (127 minutes per day) is starting to challenge television (168 minutes). Yet mobile budgets aren’t nearly as high as TV. (Tech Crunch) ▄▄
Fifty-four percent of consumers would consider ending their relationship with a retailer if they are not given tailor-made, relevant content and offers. (CMO Council) ▄▄
Fifty-seven percent of consumers will not recommend a business with a poorly designed mobile site. (Mobile Marketer) ▄▄
Fifty-three percent of consumers have stopped an in-store purchase as a result of using their mobile phone. Thirty-eight percent have done so because they found a better price in another store, and 30 percent have because they found a better price online. (Mobile Commerce Daily)
▄▄
Retailers’ average response time to a post by consumers in social media is seven hours, more than enough time for the person to go ahead and purchase from the competition. (Exact Target) ▄▄
Fewer than half of retailers collect social network data from third-party domains and only 8 percent thought it made an important contribution to generating insights. (ATKearney) ▄▄
The top 100 retailers on Facebook by fan count have an average of 1.2 million likes. They’re seeing an average of only 2 percent engagement rate. (Compendium) ▄▄
Seventy-five percent of retail product pages have a Facebook share button, while only 22 percent of retailers’ product pages encourage sharing an item via Pinterest, even though Pinterest now drives more sales and more new customers than Facebook. (Exact Target and Econsultancy) ▄▄
Sixty-five percent of retailers’ shopping cart abandonment rates are over 50 percent. (E-tailing) ▄▄
Bruce Penton
Give it a try; you won’t be disappointed First to sign up gets it free for three months.
For free samples: Phone 403-878-0812 or email: brucepenton2003@yahoo.ca June 2013
Alarming Stats of Retail in Digital
Only about 33 percent of retailers see more than 10 percent of online revenue via mobile devices. (E-tailing) ▄▄
Retailers say data is at the bottom of their list of initiatives planned to improve website performance. Email is at the top of the list of priorities followed by on-site search and merchandising, respectively. (E-tailing) ▄▄
Ninety-two percent of retailers are struggling with online/offline integration. (RSR Research) ▄▄
Thirty-one percent of retailers are conflicted as to whether new technologies in-store will be tools or distractions. Yet consumer surveys have shown time and time again that technologies like mobile apps and QR codes linking to product information have driven people to make a purchase in store. (RSR Research) ▄▄
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ASSOCIATION NEWS
>>> Continued from page 2
OPC Changes and Journalism Branding in the new Act. Once the programs are transitioned into the new regime, the re-enact provisions (Part VII) would be repealed.
Ontario Press Council
The Ontario Press Council is currently conducting research and reviewing if it should adjudicate public complaints against the Toronto Star and the Globe and Mail in regards to coverage of the Rob Ford crack cocaine allegations. OPC Executive Director Don McCurdy said he has received approximately 40 phone complaints about the matter, although only a handful have followed the formal written complaint process. The Press Council’s role is to promote the highest ethical and professional journalistic standards among its members, and serves as a medium of understanding between the public and the press by reviewing all complaints, offering explanations of its decisions and supporting the role of the press in a democratic society. This would be the first hearing to be chaired by Order of Canada recipient, the Hon. Frances Lankin P.C., who was appointed in June. She replaces Robert Elgie, who passed away in April.
Tour the Printery Museum
Mackenzie Heritage Printery and Newspaper Museum has sent a mailing to all OCNA member newspapers with an Appreciation Days Invitation and Pass to visit the Museum between August 1 and September 1. This is Canada’s largest working printery museum located in Niagara and OCNA has supported it since its inception. OCNA staff will be there for a Tour the afternoon of Tuesday, August 27. Members are welcome to join us! The Printery is also having a Golf Tournament on Wednesday, September 11 at the Whirlpool Golf Course along the Niagara Parkway. If interested e-mail haljan@gmail.com or call Harold Meighan at 905-684-7672.
Journalism Education and Branding
We had talked earlier about the 43 per cent decline in the number of applications to journalism programs at community colleges from 2003 to 2011, although the number of enrolments had remained steady at 730. Last year saw a blip in the enrolment numbers at Sheridan College as the number of students enrolled went from 90 to 65. We were encouraged to hear that next year’s numbers are on par with the average. Newspapers Canada is also in talks with deans of journalism schools across Canada who have asked for assistance in promoting the profile of journalism as a career with high school students. The association is providing the programs with accurate and positive information about our industry. Another interesting conversation had at the Sheridan College program advisory committee meeting recently was how journalists are branding themselves as an entity in their particular field of interest; especially important for freelancers and bloggers. The journalist becomes the expert and source of information on a particular niche. For example fashion writers who are called upon to speak Mackenzie Printery & Newspaper Museum at fashion events. Are community newspaper editors and publishers branding themselves well enough to be seen as the niche expert for their community?
Interesting Articles
http://newsosaur.blogspot.ca/ This link will take you to a column by Alan Mutter, Reflections of a Newsosaur. ‘Although nearly $26 million was donated to 50 non-profit journalism start-ups in recent years, most are flubbing the mission-critical task of finding ways to financially sustain their efforts for the long term.’ http://www.businessinsider.com/facebook-advertising-ecosystem-2013-6 This Business Insider article talks about the staggering increases in Facebook advertising revenue from approximately $350 million at the beginning of 2010 to approximately $1.3 billion by the end of 2012. The article talks about the ‘more sophisticated, varied, and data-intensive’ advertising offering available. June 2013
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PRESS SERVICE
ONTARIO PRESS SERVICE Ontario Press Service is distributed by OCNA on behalf of press service clients. May 29, 2013 677 WORDS - Rock the vote for Ontario finalist in quest for $100,000 BDC Young Entrepreneur Award grand prize - Cordon Media’s Milan Baic ready to tap into opportunity with game-changing app - The Business Development Bank of Canada (BDC) announced today that the turning point project, “DealTap”, submitted by local businessman Milan Baic will represent Ontario in the finals of the 2013 BDC Young Entrepreneur Award. 396 WORDS - Breathe Easy on Clean Air Day and Every Day this Summer - The arrival of summer not only brings warm temperatures and long, sun-soaked days of camping, swimming, boating, playing sports and other outdoor fun, it also brings more humidity and smog. As Canada gets ready to observe Clean Air Day on Wednesday, June 5, the Ontario Lung Association says that a few simple precautions will help you breathe more easily as those lazy, hazy days of summer roll along. 919 WORDS - Bruce County citizens’ group concerned by series of secret nuclear waste meetings - Research by a group of Bruce County citizens shows a relationship between county council and the nuclear industry shrouded by a long series of secret meetings on the industry’s efforts to dispose of Canada’s nuclear waste, including a discussion on the timing of announcements and how they might affect the municipal elections. 966 WORDS - ONTARIANS ARE STRIPPING DOWN TO STAY COOL - Direct Energy survey finds three-quarters of Ontarians wear minimal clothing and one-third sleep naked when it’s hot outside – According to a recent survey conducted for Direct Energy, Ontario homeowners will do just about anything to stay cool throughout the summer like sleep naked (32 per cent) or wear fewer clothes (73 per cent). Whatever the preference though, Direct Energy wants to help Ontarians keep cool and save money this summer season. 417 WORDS – Direct Energy – Energy efficient tips for the summer June 5, 2013 459 WORDS - Longest Day of Play - By ParticipACTION - As the national voice of physical activity and sport participation, ParticipACTION wants to turn back time and get kids playing again! On the longest day of the year, June 21, let’s take advantage of the extra daylight to enjoy the Longest Day of Play. Turn off the TV; go to the park, schoolyard, or your local recreation centre, and just play! June 12, 2013 438 WORDS – A win / win / lose for Wynne - Ms Wynne’s ploy to recapture some of the rural support that was lost to the Liberals, due to their Green Energy Act’s exclusion of any municipal right to object to the wind turbine farms being foisted on them, is her recent announcement that, from now on, municipalities will have the right to do so. A great public relations gesture. However, the caveat to her announcement was found in her remark “We always have to balance the greater good with the local good “. 986 WORDS – Heart & Stroke Foundation - Heart and Stroke Foundation report emphasizes there is life after stroke - Recovery can continue for years, with survivor family and friends playing essential role - More Canadians are surviving strokes due to advances in awareness and medical services but a new report by the Heart and Stroke Foundation reveals that more than onethird of Canadians mistakenly believe that the recovery period is limited to a few months. 562 mots – La journée pour s’amuser - Par ParticipACTION - Rappelez-vous lorsque nos quartiers étaient animés d’enfants actifs s’amusant après l’école, après le souper et une grande partie de la fin de semaine. Le rire des enfants et le plaisir de s’amuser avec leurs amis remplissaient les rues jusqu’à ce que les lampadaires s’allument et que les parents appellent leurs enfants pour la nuit.
Word and PDF files are available on the OCNA website at www.ocna.org. Please note: You must be logged in as a member to access these files. June 2013
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www.ocna.org
GET YOUR PRESS IDENTIFICATION CARDS OCNA can provide you with laminated, business card-sized Press Cards. Cost is $10 each for the first three, and $5 for each one thereafter.
Managing Editor
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GORDON CAMERON Town Crier Newspapers 416-785-4311 101 Wingold Ave Toronto, ON M6B 1P8
April 23, 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.
June 2013
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ASSOCIATION NEWS
TRAINING
David Zilstra Communications
OCNA is pleased to announce a partnership with Online Media Campus to help the association fulfill its mission of providing affordable and relevant training to members.
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.
ONLINE MEDIA CAMPUS WEBINARS: July 19th - Time-Saving Tips for InDesign Users
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.
Do you find yourself digging through menus and panels to find the commands you need in InDesign? InDesign has a variety of features that allow you to speed up your workflow without compromising the quality of your design. Learning to use these features effectively will help you on your way to becoming an InDesign expert.
For a confidential discussion please feel free to call or email David at any time. 705-770-0232 David.Zilstra@gmail.com
Learn how to customize your InDesign workspace, use Master Pages effectively, place images/image grids and use paragraph, character and object styles. In addition you’ll learn the many keyboard shortcuts and table of contents options.
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To register visit www.onlinemediacampus.com OCNA is currently arranging the Fall Webinar schedule. If there is a topic you’d like to learn more about, please contact Karen Shardlow at k.shardlow@ocna.org.
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Contact us for a quote: Todd Frees, General Manager 905-639-8720 ext. 234 t.frees@ocna.org
Metro e-Connect
The new multimedia ad program that is changing the way we connect. OCNAHOW2013
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BUSINESS
How Effectively Do Your Sales or Buyer Teams Negotiate? By Patrick Tinney, Managing Partner Centroid Training & Marketing The reason I am so fascinated by skills surrounding business negotiation is because there are no rules. No boundaries, no normal, no constant. Just an opportunity to build a bridge toward fulfillment for two parties with mutual interests and contiguous needs. A business negotiation is a meeting of minds that exposes business objectives, expectation gaps and collaborative opportunity. In modern business, there has been an attempt by the academic and business community to rationalize negotiation into a ‘fourlegged stool’ surrounding a discussion of cooperative negotiation concepts and philosophy. The terms we hear very often are ‘Win/ Win, Win/Lose’ and so forth as a vehicle to rationalize the path to closure of smartly crafted business deals. Experience in business has taught me that when quarterly and year-end bonuses are paid to sales and procurement professionals to close smart, profitable deals, the spectrum of opportunities means something different to everyone around the bargaining table. With this in mind may we now explore the ‘five-legged stool’ of business negotiation philosophy.
minded but believe me it happens in business more than you might expect. Think of this technique as a blocker approach to a threatening business competitor.
5. Win a Little Extra - This negotiation approach is known as ‘a bigger piece of the pie’, it suggests winning a little more in a negotiation entails creativity and determination while maintaining a solid client relationship. By shear nature the most influential countries globally are built on entrepreneurial aspiration and competition. Think countries such as Japan, China, South Korea, United States, Germany, Great Britain, Australia and Canada to mention a few. And from a business stand point some of these countries have business strategy and game theory built right into their cultural fabric. Tony Fang author of ‘Chinese Business Negotiation Style’ believes that negotiation stratagems driven by the writings of Sun Tzu and his book ‘The Art of War’ are deeply embedded in most far eastern cultures including China, Japan and South Korea. The net/net is that Chinese business negotiators start every negotiation believing they are going to win. At a speaking engagement with the Peterborough Chamber of Commerce, I pointed out to the audience that according to Statistics Canada the average Canadian household earns just under $3,000,000 over the course of 30 years. If this is the case, every single percentage point that we can earn in a lifetime of negotiations for our families is worth about $30,000. This is a significant amount of money. The interesting thing about business is that there are no barriers as to how much money we can make or save in business negotiations. Can you imagine the arithmetic at play when you start applying just a single percentage point to large corporations? The greater opportunity is that the gains can be much larger than a single percentage point. So, this begs the question ‘How effectively do your sales or buyer teams negotiate’ for your company?
1. Win/Win - Also known as ‘Cooperative Bargaining’ hinges on both parties searching for and finding mutual value. Negotiation partners expand opportunities to find a path to positive closure of business negotiations concluding with a resounding ‘Yes’. 2. Win/Lose - Also known as ‘Game Theory Bargaining’ is based on the concept that in a game we have a winner and a loser. In this scenario the intended winner will use all the tactics and strategies she/he can to win the game. ‘Yes’ in this case means…Yes! I’ve won! 3. Lose/Win - This negotiation concept could be seen as strategic negotiation. By that I mean as a business we may be willing to lose money on a deal so that we can make money in the future. In buyers markets, sellers may use this strategy to lock up much needed market share in hopes of weathering a longer range storm.
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.
4. Lose/Lose
- I refer to Lose/Lose as a spoiler position. Meaning, if we can’t win then neither of us will win. You might think this approach is a little small June 2013
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HUMAN RESOURCES
Tune Up Your Team for Action A TwoGreySuits Article by Ron Guest Economic slowdowns can make people sluggish and lose focus, so we’ve compiled several easy ways, other than money, to give your team a motivational tune-up. You want them to be ready for action at any time. Millions of baby boomers will be retiring in the next few years, leaving a large staffing gap in organizations, and employees will be in the driver’s seat when it comes to employment choices. Therefore, keeping your employees motivated should be a key strategy for running your business today, and more importantly, for the future. Here is how we suggest do this:
low morale and higher turnover rates. It is also important to avoid setting unattainable goals. They don’t work because employees will develop a sense of helplessness, which is also demotivating. Good managers will properly challenge employees and help them become more competent as they reach their goals.
Continuous Improvement – When you give employees the opportunity to continue their learning (on the job or by taking courses or attending seminars), they are more likely to achieve their full potential and strive towards new goals and aspirations.
Respect
– The Golden Rule applies at work - treat your employees the way you would want someone to treat you: be courteous, professional, considerate and fair. A high standard of workplace behavior will help to retain the best employees.
MOTIVATING EMPLOYEES FOR SUCCESS: KEY MOTIVATORS
Equality
– Ensure managers treat their employees equally regardless of their gender, marital status, job title and status, etc. Adhere to the relevant provincial or federal employment standards acts to avoid non-compliance issues. Ensure you have an updated HR Policy guide so all employees and managers know the meaning of equality in the workplace.
Compensation
-- The first thing we usually think of to motivate employees is compensation (money and benefits). It is one of the main issues people consider when deciding to join an organization. However, recent studies suggest that money is well down the list of things that are important to employees these days. However, it is still very important to know where you are paying relative to market, because employees paid well below market are at risk of leaving. New employees are motivated by the challenges of their new job and the opportunity to apply their skills and knowledge to prove their worth to their new boss. Existing employees who are well entrenched in their position may be less inclined to apply themselves as much to their tasks and responsibilities. They know they won’t be seeing an increase in pay anytime soon. Therefore, you need to find additional ways to motivate employees. Here are eight other ways employers can motivate their staff:
Tools and Resources
– Make sure employees have all the necessary tools to do their job effectively. This may involve supplying the latest technology or simply giving them a better work station with adequate lighting. The proper tools and resources will go a long way to stimulate better employee performance. Many companies underestimate this.
Feedback and Recognition – This is very effective and costs nothing! Sometimes just a simple comment such as “Great job!” or “I appreciate your input and feedback” can go a long way to keep employees motivated. Make employees feel appreciated and valued for their efforts and opinions.
Management Training
- Make sure managers are well trained. The number one reason an employee quits their job is unhappiness with their manager (supported by extensive research). Exit interviews may not reveal this, but it is true! Poor people management is poor business! Give your managers the training to effectively motivate and develop employees.
Listen to Employees – Allow employees the opportunity to share their opinions and make their voices heard. After all, these are the individuals who are supporting your company from the ground up. They deserve the chance to share their viewpoints.
Goal Setting/Challenge – Employees want to have goals
While many employees are self-motivated, the above suggestions will help to boost someone who requires it. Implementing various retention and incentive programs within your workforce will help employees maintain a high level of motivation. Although receiving a salary, health benefits and vacation time off is sufficient motivation for some employees, in the long run you can find other ways to continually inspire and motivate employees. With these simple
for which they can strive. They want to know the employer’s expectations and their specific responsibilities…and they want their performance to be evaluated accordingly. They earn a sense of accomplishment when they reach these goals. Setting goals is often overlooked as a way to motivate employees. If the job is very routine, it can become demotivating and uninspiring, resulting in June 2013
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HUMAN RESOURCES
techniques you can help your employees stay energized and enthusiastic about their work. Companies that are successful in the future will have figured this out.
DO YOUR EMPLOYEES HAVE YOUR BUSINESS CODE OF CONDUCT?
ONE FINAL WORD. Giving employees positive and constructive feedback can truly motivate them to strive for success. The absence of feedback gives an employee the feeling that you don’t care about them, or that everything is OK, which may not be the case. Communicate well, and you shall be rewarded!
The Business Code of Conduct is a subset of your HR Policy Manual and contains only those policies that employees are required to follow as they go about daily business of the company. When every employee has received and acknowledged receipt of your Business Code of Conduct, your company is in a strong legal position, especially if an employee breaches any of the policies it contains. The TwoGreySuits HR service that OCNA is offering our members absolutely free includes a complete Business Code of Conduct available with one click.
This article is part of the TwoGreySuits ‘Employee Performance Management’ Series and is offered by our partner, the TwoGreySuits HR Power Centre as a service to our members.
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.
Make Money with Network Classifieds OCNA’s Network Classified Advertising is an easy way for you to earn additional revenue. Upsell your retail and classified advertisers and earn a 35% commission. An All Ontario 25-word ad is $475. You earn $166.25 each time you upsell your client into the program. You already know that advertisers in community newspapers get results. Help your advertisers extend their reach into a region of the province, across Ontario, or right across the country. They Win – You Win. The possibilities are endless: »Online revenue – any retailer with a web site. Let the Networks drive traffic to their site for increased sales »Real estate – any agent with vacation properties, commercial properties, and luxury homes. Buyers from outside your newspaper distribution area need to know »Events – Fairs, Markets, Shows, Theatre, Concerts, Sports. Spread the word to draw more people »Help Wanted – Trades and other positions that individuals would relocate or commute to should be advertised here
Contact OCNA Network Classified Coordinator Lucia Shepherd for full details at l.shepherd@ocna.org or 1-800-387-7982 ext 223. June 2013
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DESIGN
Flush Left: It’s a Choice
By Ed Henninger Henninger Consulting Most newspapers set their body text justified. It runs from the left edge of the column to the right edge and the spacing between words is evenly distributed. Some choose to set body text flush left for columns, features and the like, pushing the extra word spacing to the right side of the type. I’ve recently received some inquiries about the difference between the two and if one is better than the other. I often recommend flush left text throughout when I’m redesigning small newspapers. Although there are editors (and typographers) who will go to their graves screaming that one is superior to the other, there is no incontrovertible proof that either is easier to read. There also is no incontrovertible proof that one is longer than the other over the length of a full story. Nevertheless, justified text is clearly the choice at most newspapers. Why? For many newspapers, it’s because “that’s the way we’ve always done it.” Or the editor learned long ago during a J-school
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TRADITION:
class that “justified should always be used for hard news, though you may use flush left for features and columns and the like.” It’s my belief that the professor who laid down that rule was told many years before that “justified should always be used for hard news, though you may use flush left for features and columns and the like.” For all of my almost-50 years in newspapering, it’s been “the way we’ve always done it.” In the face of all that, I suggest that flush left text is every bit as readable, every bit as comfortable as justified text.
Here, the advantage goes to justified text. It’s certainly a more traditional, more conservative approach. Some would argue that this gives your paper more credibility.
READER REACTION:
When asked about the difference between justified and flush left body text, the strong majority of readers don’t even notice—and those that do will say it makes no difference to them. In the illustration with this column, the text on the left is justified. Check the type next to that mug shot. The word spacing is awful, isn’t it? Now check the type next to the mug shot in the column that’s set flush left. No ragged word spacing there, because all of the space is pushed to the right of the column. Unfortunately, most editors at most small newspapers pay little attention to this—partly because they haven’t been trained to and partly because they just don’t notice it. And, if they do notice it, they don’t know how to fix it or they feel they just don’t have the time to make any adjustments on deadline. So, they let this go. And it looks sloppy. And looking sloppy certainly detracts from their newspaper’s credibility. I am not arguing here that you should change your body text from justified to flush left. I am pointing out that it’s worth considering. When I’ve redesigned newspapers using flush left throughout, there’s been very little reader reaction to the switch—if they notice at all.
Some points to consider: LENGTH: Again, there is no
incontrovertible proof that a story set flush left will be any longer than one set justified. It depends on the paragraph breaks.
COMFORT:
There is no proof that justified text is any easier to read than flush left—or vice versa. One advantage to flush left is that it automatically adds more negative space to the page, giving your paper a more open look.
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Here’s a quick story to sum up: A few years ago, I mentioned to a publisher—and the VP for editorial of the group I was working with—that they should consider flush left as part of the redesign we were working on. They both argued that justified was the only acceptable way to run body text and that readers would not like the change. The next day, I asked them to look at some mockups. I had prepared two sets—each of four pages—for them to review. Each set was comprised of mockups of page 1, the opinion page, the sports front and the obits page. Remember: this is a publisher and a VP/Editorial. These guys are experienced newspapermen who have reviewed thousands of pages during their time in the business. They have an eye for what works. I gave them about five minutes to review the pages while I sat silent. After the five minutes, I asked them to tell me the difference between the two sets. “None. There is no difference,” they insisted. I pointed out to them that in one set, the body text was justified, while in the other set the text was flush left. That afternoon, the decision was made to set body text flush left.
ED HENNINGER is an independent newspaper consultant and the Director of Henninger Consulting, offering comprehensive newspaper design services at www.henningerconsulting.com. www.ocna.org
ADVERTISING
Don’t Be ‘Sales-ey’ By John Foust Raleigh, NC I remember talking to a frustrated advertiser who was complaining about a certain media sales rep. “I was interested in his publication,” the advertiser told me, “and in fact I had called him to set the appointment. But from the moment he walked into my office, he was insincere and sales-ey. He spent the whole time boasting about how great his paper was. After a few minutes, it was obvious that all he cared about was making a sale. He never made an effort to learn about my business. I couldn’t get rid of him fast enough.” I’ve heard the same complaint from a number of advertisers. Sales people who are ‘too sales-ey’ don’t sell much. Without a doubt, there’s a lot of truth in the old saying, ‘People don’t care how much you know until they know how much you care.’ This leads us to one of the most effective phrases a salesperson can use: ‘Help me understand.’ Begin with these three words, and you’ll open the door to rapport and information. ‘Help me understand’ is other-centred, not self-centred. Although you are of course referring to yourself and your personal understanding of a given situation, you are asking for the other person’s perceptions and ideas. You are putting them in a position of influence.
‘Help me understand how you’d like to grow your business’... ‘Help me understand how you make your marketing decisions’... ‘Help me understand what you’d like to accomplish in this ad campaign.’ These are questions without question marks. And they are designed to do exactly what they claim – to help you better understand your prospect’s situation. That same advertiser then told me about another sales person – one who spent most of the initial appointment learning about his business. “She focused all of her attention on me. It was almost like a news interview. She didn’t brag about her paper or cover my desk with charts and statistics. She simply expressed interest in my business and listened to what I had to say. “A funny thing happened along the way,” he explained, “As we talked – or more accurately, as I talked and she listened – I conducted a pretty good analysis of my marketing. From her perspective as a media specialist, she encouraged me to consider things from different angles. She wasn’t sales-ey at all, but she ended up with a big advertising contract. That first sales person could have learned a lot from her.” It’s obvious that you shouldn’t begin every sentence with ‘Help me understand.’ There are
plenty of other phrases or questions you can use. For example: ‘Tell me more about _____’... ‘How would you describe _____ ?’... and ‘I’d like to know how _____’. All of these techniques must be supported by a sincere interest in the other person. Otherwise, they’re just manipulative gimmicks to pry information from the other person. Without sincerity, you deserve to fall flat on your face. Remember, ‘People don’t care how much you know until they know how much you care.’
(c) Copyright 2013 by John Foust. All rights reserved. JOHN FOUST has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using his training videos to save time and get quick results from in-house training. E-mail for information: jfoust@mindspring.com
QUEEN’S PARK DAY September 25, 2013
Publishers and General Managers will be invited to meet with MPPs, senior civil servants and fellow publishers at Queen’s Park to discuss issues concerning the industry and show the provincial government how important newspapers are as a viable source of information. Meetings will be arranged with MPPs throughout the day. A Publishers’ Reception will take place in the afternoon.
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WWW.OCNA.ORG . INFO@OCNA.ORG
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