NewsClips October 2013 by Ontario Community Newspapers Association

newsclips

OCTOBER 2013

TC Media Unveils its New Local Newspaper TC Media recently announced the launch of newly redesigned Web sites for all of its local newspapers across Canada including the ones in Ontario and Saskatchewan. The new sleek, optimized and stylish local, regional and community information sites put greater emphasis on content, with fast and simple navigation. Partners and advertisers are given a prime position since the new interface brings a broader scope to conventional advertising formats. “Over 160 Web sites have been revamped to keep pace with industry trends and better meet the needs of consumers and advertisers,” says Laurent Elkaim, Vice President, Digital Products and Operations Management, Local Solutions, Quebec and Ontario. “Our new Web sites broaden the reach of our local information offering in print and mobile, making it possible to share news from all regions across Canada on a continual, real-time basis.” In addition to the brand new design, visitors will find a wealth of topical content about their own communities. The sites provide detailed coverage of local political, economic, sports, cultural and community news, making them the go-to source for local information. Site content is enriched by greater emphasis on photos, slideshows and a new video gallery. A new events calendar has also been added to keep people informed about what’s happening in their community. The site also benefits local advertisers because TC Media’s network of local Web sites offers them a bigger gateway to neighbouring communities and direct access to a local, targeted and engaged audience. Visit yourlocalnews.ca to find your local information Web site. About TC Media Canada’s leading provider of media and marketing activation solutions, employing about 4,000 people, TC Media reaches 24 million consumers in Canada through its integrated multiplatform offering that includes print and digital media, the production of magazines, newspapers, books and custom content, mass and personalized marketing, interactive and mobile applications, TV production and door-to-door distribution. TC Media is a brand of Transcontinental Inc. (TSX: TCL.A, TCL.B, TCL.PR.D), which has about 9,500 employees in Canada and the United States, and reported revenues of C$2.1 billion in 2012. Web site: www.tc.tc

WHAT’S INSIDE:

INTRODUCING NORFOLK NEWS

ADOBE CREATIVE CLOUD UPDATE

MAXIMIZING EMPLOYEE PERFORMANCE

Metroland Media Brant Group’s newest weekly newspaper

Common misconceptions and new features.

Are employees your most important asset?

See Page 5

See Page 11

See Page 13

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

ASSOCIATION NEWS

Launch Your Web Presence One Step Beyond

NEWSCLIPS VOLUME 03, ISSUE 03 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

By Anne Lannan OCNA Executive Director OCNA BOARD

Community newspaper publishers who have been waiting for a full Web solution to take them online or to the next stage online will be pleased to hear that the Ontario Community Newspapers Association has developed a Web site template to do just that. As the corporately-owned community newspaper groups have developed their own sophisticated and fully-functional solutions, this Web site template has been designed with our independently-owned newspapers in mind. Many of them have expressed their concern that they did not have the expertise on staff to tackle a project like this on their own, so it was easier to do little or nothing at all. Some have said that since the vast majority of their revenues are generated from their print products, they didn’t feel a sense of urgency to invest in an online solution. So the OCNA Board of Directors gave the go ahead for OCNA to develop a turn-key solution that is both affordable and user-friendly. It’s a system that the group of users can share and grow together with as future enhancements will be available for all. The association acknowledges the financial support from Canadian Heritage’s Collective Initiatives Fund for this project. The Web site template was developed by Media Shaker from Edmonton who has used their behind the scenes content management system to build a robust solution. Publishers can consider the template like a buffet and pick and choose the functionality and layouts that they feel are best suited to their markets. Set-up and standard customization for each newspaper is included in this project, so each site will have the look, functionality and branding as you choose, and the development cost has been covered for you! The only cost publishers will have moving forward is the $60 monthly hosting, maintenance and upgrade fee. And even better is the access to future development that will be, in part, dictated and initiated by the user group. Continued on Page 8 >>>

IN THIS ISSUE... 05 ....................................................INTRODUCING NORFOLK NEWS 06 ......................STAR/GLOBE REPORTS ON FORDS APPRORIATE 08 .....................................................IT’S NOT ALL ABOUT REVENUE 09 ...........TIPS TO NEGTIATE SMARTER FROM A WEAK POSITION 11 ...............................................ADOBE CREATIVE CLOUD UPDATES

PRESIDENT

Gordon Cameron

FIRST VP INTERIM

Dave Adsett

SECOND VP

Andrea DeMeer

SECRETARY/ TREASURER

Dave Harvey

PAST PRESIDENT

Mike Mount

DIRECTORS

Abbas Homayed Mike Power Rick Shaver Ray Stanton John Willems

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

12 ............................A SIMPLE FORUMLA FOR (SALES) MEETINGS 13 ....................................MAXIMIZING EMPLOYEE PERFORMANCE

October 2013

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ASSOCIATION NEWS

Former OCNA Director Recognized

OCNA MEMBER UPDATES

Don MacLeod, former OCNA Board member and CCNA Board member, was recognized last month with a CCNA President's Quill for his longtime dedication to the community newspaper industry. Now working in Kingston at the Easier to Read Directory, MacLeod served on the OCNA Board of Directors from 1996-2003 and then again from 2006-2013. During that time he also served on CCNA's board from 2007-2012. Pictured below, left to right, with Tracey Evoy, Eaiser to Read Controller; Bobbie Moore, Easier to Read Operations Manager; Don MacLeod, Sales Manager, and Anne Lannan, OCNA's Executive Director.

CORNWALL SEAWAY NEWS NAMED BIG BUSINESS OF THE YEAR Big Brothers and Big Sisters, Cornwall Chapter recently celebrated its 40th anniversary with a gala at Aultsville Theatre in Cornwall. OCNA member, Cornwall Seaway News was feted for its commitment to Big Brothers and Big Sisters, as the newspaper was named Big Business of the Year. “We’re so honoured to receive this prestigious award,” said TC Media General Manager Rick Shaver. “We’ve been a supporter of Big Brothers for many years, and we will continue to be a solid community partner for years to come.”

BREAKING NEWS

Newspaper layout expert goes freelance • More than 20 years’ experience in newspaper production Deadline-driven, meticulous • production professional • Reasonable rates • References available

Pictured above, TC Media General Manager Rick Shaver (far right) receives his award along with Big Brother and Big Sister of the Year, Bob Carlisle and Anne Bourdon.

If you are an established or start-up newspaper looking for a reliable design and production expert to work from home, give me a call...let’s chat.

DIRECTOR OF ADVERTISING RETIRES FROM BRAMPTON GUARDIAN Earlier this year, David Oliver retired from his position as Director of Advertising with the Brampton Guardian after 25 years. David first joined the team at the Metrolandowned community newspaper in 1988 after working in radio broadcasting for 20 years. Scott Hartman, previously Retail Sales Manager, has taken David’s place as the new Advertising Sales Manager.

613-612-5373 • patti@pattimoran.ca www.coroflot.com/pattimoran

October 2013

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ASSOCIATION NEWS

Advertising Alert

OCNA MEMBER UPDATES

MAJOR SPORTING FRANCHISES

With the Grey Cup taking place on Sunday, November 24 in Regina, it’s important for newspapers to remember the guidelines around NFL and CFL trademarks and advertising.

PUBLISHER OF DIVERSITY REPORTER RELEASES DOCUMENTARY TITLED ‘MALALA: A GIRL FROM PARADISE’

According to federal law, the NFL and CFL retain the exclusive right to control marketing of the Super Bowl and all of its association trademarks. These trademarks include the phrases “Super Bowl”, “Super Sunday”, “National Football League”, “NFL”, and the shield and all Super Bowl logos. The CFL has trademarks on “CFL” and“Grey Cup”. In addition, the NFL and CFL teams also own federally registered trademarks for the team names, uniform and helmet designs. Therefore, without the express permission of the NFL and CFL, these can not be advertised.

Mohsin Abbas, an award-winning Pakistan-Canadian journalist and publisher of the Diversity Reporter, recently released a documentary film he made about the remarkable courage of Malala Yousafzai, a 16-year-old school girl from his native Pakistan. ‘Malala: A Girl from Paradise’ tells the story of Malala Yousafzai, who made international headlines last October after being shot in the head and neck by a Taliban gunman while on a school bus with classmates. Abbas and a four-member file crew recently spent nine months in Pakistan, UK and Czech Republic, where they interviewed friends, teachers and many others for the documentary. He says insurgency in the volatile tribal regions makes it one of the most dangerous areas in South Asia for working journalists. The documentary explores how the failure to silence Malala has inspired men, women, and children, not only in Swat Valley but beyond the borders of Pakistan. The film tells how a young girl from a remote village stood up against Stone Age ideologues who wanted to take a nation of 200 million back in time. For more information visit www.malala-film.com.

For more information, visit OCNA’s Online Media Guide at http://ocna.org/filebrowser/ocna_programs_services/ OCNA+Media+Guide

Mohsin Abbas with Swati Children while filming his documentary ‘Malala: A Girl from Paradise’.

October 2013

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ASSOCIATION NEWS

David Zilstra Communications

CONNECT WITH US! OCNA and Ad*Reach are on Twitter!

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. 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.

INTRODUCING METROLAND’S NEWEST ADDITION: NORFOLK NEWS

For a confidential discussion please feel free to call or email David at any time. 705-770-0232 David.Zilstra@gmail.com

TRAINING

On October 3, Metroland Media’s Brant group published the first edition of Norfolk News, a new weekly newspaper and Web site providing hyperlocal coverage of Norfolk County. The Norfolk News team is dedicated to providing comprehensive coverage of the Norfolk community, from important news of the day to festivals, community events and people making a difference. Len Offless, general manager of Metroland Media's Brant group, serves as general manager of the new publication. Norfolk News advertising staff includes advertising manager Laurie-Beth Russell and media consultants Jimmie Ann Cutler and Victoria Bezemer. The Norfolk News editorial team includes editor John Zronik, who also serves as editor of Metroland Media's Brant News, senior reporter J.P. Antonacci and reporters Katie Starr and Darryl G. Smart. From its scenic towns and villages to vast rural areas, Norfolk County is a beautiful and vibrant place where residents take great pride in their community. The Norfolk News team looks forward to reflecting that pride each and every week in their new publication.

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.

ONLINE MEDIA CAMPUS WEBINARS: November 7 - Developing a Competitive Sales Advantage Advertising options are great; competition is fierce. This session will cover how newspaper salespeople can effectively become the media consultant of choice in their market. Recommending the right combination of options and solutions to clients, at the right time, is key to producing the right results you want. Deadline to register for the $35 fee is Monday, November 4. A $10 late registration fee begins on Tuesday, November 5. To register, visit: http://www.onlinemediacampus.com/2013/09/1223/

October 2013

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ASSOCIATION NEWS

Star, Globe Reporting on Fords Appropriate, Ontario Press Council Hearing Concludes The Toronto Star and Globe and Mail each followed appropriate journalistic guidelines when producing and publishing stories about alleged drug involvement by Toronto Mayor Rob Ford and his brother, Toronto Councillor Doug Ford, the Ontario Press Council has concluded. Public complaints against both newspapers were dismissed in separate decisions released today following public hearings held by the Press Council Sept. 9 at Ryerson University. George Thomson, senior director at the National Judicial Institute and a former deputy minister and judge, chaired the three-person panel convened by the Press Council to hold hearings and make recommendations. The panel also included Joanne De Laurentiis, president of the Investment Funds Institute and former chief of staff with a provincial minister, and Drew Gragg, deputy editor of the Ottawa Citizen. In dismissing the public complaints, however, the Press Council expressed concern that not enough has been done to build public understanding of the laws and regulations governing the role of the media and news coverage – particularly where investigative journalism techniques are employed. When writing stories where such techniques are used, it urges news organizations to make better efforts to explain their approach and why it serves the public interest. “Transparency will help consumers of media better understand the reasons behind decisions to cover specific issues,” said Frances Lankin, Chair of the Ontario Press Council. “It will also help the public to understand the journalistic guidelines and court decisions that define the ethical and legal parameters within which reporters do their jobs.” The formal complaints questioned the practices employed by each newspaper in its reporting. Complaints against the Star argued its May 17 story, “Rob Ford in ‘crack cocaine’ video scandal,” lacked credibility since an alleged video showing the mayor smoking what appeared to be crack cocaine has not surfaced. Complaints against the Globe argued its May 25, 2013 story, “Globe Investigation: The Ford family’s history with drug dealing,” was defamatory to the Fords

and lacked credibility because it relied on unnamed sources. The primary role of the Press Council is to deal with complaints from the general public. In so doing, it assess if news organizations followed acceptable journalistic and ethical practices, but it does not determine if facts in stories are true. In these hearings, senior editors from the Star and Globe were asked by the panel to provide detailed accounts about how information was obtained, what steps were taken to verify facts presented in separate stories by each newspaper, and how publishing the stories was in the public interest. At the hearings, the panel also heard from representatives of each newspaper about efforts made prior to publication to provide Mayor Ford, his brother Doug and other members and representatives of the Ford family opportunities to counter allegations that they were involved in the activities described in the stories planned for publication. According to Thomson, the Press Council looked at whether each newspaper had followed rigorous internal ethical standards and practices for investigative reporting. “The Press Council also considered recent Supreme Court decisions, codes of conduct and previous Council decisions to better define acceptable conduct by investigative reporters,” he said. “The panel concluded that The Star and the Globe both followed appropriate journalistic guidelines in their reporting on the Fords.” In its decisions, it was noted that that both Rob and Doug Ford were invited by the Press Council to participate in the process, but neither responded, filed a complaint or attended the hearing. The Ontario Press Council, the largest of five in Canada, was formed in 1972 to consider complaints from readers, cost-free, against any of its more than 150-member news organizations. The Council has considered more than 4,500 complaints and, of the complaints selected for public hearings, half have been upheld. Of the 15 members on the Press Council, more than half are individuals with a history of community service who are selected to represent the public.

PEOPLE IN THE NEWS

Like us on Facebook! Frequent updates on our Facebook page. Upcoming events, association changes, industry news, job postings and more!

Congratulations to Tembec’s Rick Steele, Vice President, Sales and Marketing (Newsprint), on his retirement with the company after 15 years of dedicated service. Renee Yardley, currently Vice President, Sales and Marketing (Board), will take on additional responsibilities under the new title Vice President, Sales and Marketing, (Paper). Renee has been with Tembec for 12 years and brings a wealth of experience to this new role. October 2013

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ASSOCIATION NEWS

OCNA’s Board of Directors is pleased to welcome the following newspaper as probationary Active Members: Newspaper

Circulation

Chatham Voice South Bruce Weekender Toronto Bayview Post Toronto Midtown Post Toronto North Toronto Post Toronto North York Post Toronto Richmond Hill Post Toronto Thornhill Post Toronto Village Post Uxbridge Cosmos

21,774 15,102 25,000 18,000 30,000 25,000 25,000 25,000 25,000 9,200

Ownership

Post City Magazines Inc. Post City Magazines Inc. Post City Magazines Inc. Post City Magazines Inc. Post City Magazines Inc. Post City Magazines Inc. Post City Magazines Inc.

The following are new Associate Members: Newspaper

Circulation

The Brock Press The Spoke

5,000 1,500

Ownership

WE WANT TO HEAR FROM YOU! Do you have:

• New Employees • An Upcoming Retirement • A New Special Section

Share your updates and photos with us! Send all information to newsclips@ocna.org

Brock University Conestoga College

OCNA’s Network Classified Advertising is an easy way for you to earn additional revenue. Upsell your retail and classified advertisers and each a 35% commission. An All Ontario 25-word ad is $475. You earn $166.25 each time you upsell your client into the program. LOGO ADS: OCNA recently introduced logo ads as an option. An All Ontario 25-word ad WITH LOGO and enhanced text is $975.

$$$

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 or Sports. Spread the word to draw more people > Help wanted - Trades and other positions that individuals would relocate or commute to

Contact OCNA Network Classified Coordinator Lucia Shepherd for full details at l.shepherd@ocna.org or 1-800-387-7982 ext 223.

October 2013

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ADVERTISING

Revenue...It’s NOT All About Revenue! By Chuck Nau, Murray & Nau Inc.

Publishers, senior managers and advertising managers often tell me that looking at the revenue numbers for an individual in their advertising department tells them whether they have a ‘star’ or an ‘also ran’ on their team. In my opinion, nothing could be further from the truth! Numbers, revenue numbers are important, but they are far from the whole truth and do very little to meet the strategic goals of your management team and your newspaper and its various products, both online and off. To get a clearer picture of your sales team and achieve BOTH your revenue goals and strategic goals for your newspaper, a wider focus needs to be undertaken. Simply put, as a manager, it is your responsibility to clarify BOTH expectations and outcomes to your sales team and to your newspaper in a clear, forthright and timely basis. Outlining your management’s vision to your sales team can and will be accomplished by adopting, with your sales team’s input, a series of expectations or standards of performance. Reviewed on a monthly basis, your standards of performance allow you the opportunity to coach, direct and motivate individuals on an equal basis with other sales team individuals. On an annual basis, your standards of performance form the catalyst for your individual annual performance reviews with your sales team members. Growing your newspaper’s revenue or, at the very least, maintaining it in a challenging economic environment is indeed paramount. It can never, ever, ever be the only focus, though! If your newspaper has recently made a substantial investment in technology or creative support and also finds itself in the throes of a competitive encroachment, the following standards will help point your sales team in the right direction to MAXIMIZE their new resources while MINIMIZING the threat from your competitors and at the same time protecting or increasing advertising revenues! • Achieve Annual Revenue Goal

• Achieve Individual Qtrly Incentive Goals • Adjustments - As a Percent of Annual Sls (Less than 1/2 of 1% of Revenue) • Digital Rate Programs or Spec Ads - Presented - Monthly Average • Digital Rate Programs or Spec Ads - Sold - Monthly Average • Achieve Annual New Advertiser Contracts • Meet Special Section Annual Lineage Goals • Sales Presentations Per Quarter (Print and/or Online) • Competitive Sales Presentations Per Quarter • Exceed Previous Year’s Ad Count by 10% Adopting a standard of performance model helps your sales team, both individually and collectively, understand and contribute to your newspaper’s overall strategic initiatives. It is NOT about evaluating your sales team’s efforts. It is NOT about counting the number of advertising accounts or new online rate programs or promotions this month compared to last year or number of accounts that were up or down in revenue against last year ... those methods are sophomoric and do nothing to focus and direct your sales team in meeting and achieving BOTH your newspaper’s revenue and strategic goals. It is ALL ABOUT clarifying, articulating, motivating and directing your sales team’s performance (e.g. achieving your desired outcomes). Standards of performance work ... it takes a little bit of time, research and fine tuning. It’s NOT working harder, it’s working smarter and in the final analysis, standards of performance pay big, big dividends. If you expect the best ... you’ll get the best! Chuck Nau of Murray & Nau, Inc. is a Seattle area based publishing consultant and sales and management trainer. Comments and questions are welcome and may be directed to Chuck via email: murnau@nwlink. com. or at (425) 603 - 0984.

>>> Continued from Page 1

OCNA Web Site Template - Classifieds and Announcements that users can upload with photos - Build pages in minutes - Hyperlink text to PDFs, or add YouTube videos with menu buttons - Online training videos of template functionality for your staff - And more…

Some of the highlights of the new system include: - A clean website that readers will enjoy returning to - Ability to set up and manage e-mail accounts, mass e-mails - Electronic subscriptions - Paywall for recurring invoicing and to manage subscriber access - Banner ads and Google ad serving - Create online forms and drop-down menus - Events and Featured Business Directory - Twitter, Facebook, Weather, Question of the Day, and other widgets October 2013

So let us give you a personalized walk through of the system so we can determine what your needs and wishes are and develop a solution that is meant for your business today and into the future. Please contact Anne Lannan (ext 228) or Todd Frees (ext 234) at OCNA, 1-800-387-7982. 8

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ADVERTISING

A Simple Formula for (Sales) Meetings By John Foust Raleigh, NC

Sherry works in the production department of a large paper. She told me about the special formula they frequently use in meetings that are intended to evaluate procedures. The meetings are based on three simple questions: (1) What should we start doing? (2) What should we stop doing? And (3) What should we continue?

mother had done it. Then she asked her grandmother about it and learned that the ends were trimmed to fit in her grandmother’s small oven. “Nothing is off-limits in our meetings,” Sherry explained. “We can’t afford to keep doing certain things because they’ve always been done.”

“I don’t know the origin of the formula,” Sherry said, “because it was being used before I arrived. Like so many other techniques, the beauty is in its simplicity. We begin by posting three sheets of flipchart paper on the wall. One is labeled ‘start,’ one is labeled ‘stop,’ and one is labeled ‘continue.’ We focus on a specific issue and list ideas in each category. It’s natural to bounce back and forth between the categories. One idea leads to another, sometimes on a different sheet.”

3. What should we continue? “Of course we have to adapt to stay ahead, but change just for the sake of change is not a good thing,” Sherry said. “Some processes work fine – and we want to keep doing those things.” I believe Sherry’s technique can be used in a lot of departmental meetings – including advertising. Think of all the time that is wasted by sitting around the table trying to answer the vague question, “What should we try to change around here?” Wouldn’t it be better to focus everyone’s attention on these three specific areas?

Let’s take a look at the three questions:

1. What do we need to start doing? “In an industry that is changing faster than ever before, this forces us to think beyond the way we’re currently doing things,” Sherry said. “It also gives us permission to consider ideas we’ve heard about. We talk to people at newspaper conferences – and sometimes we call other papers – to ask how they approach certain problems. Why reinvent the wheel, when we can learn from others?

“Not all of our meetings produce groundbreaking ideas,” Sherry said. “But these three questions have helped us focus our attention on how to put out a better product. We don’t care who comes up with the ideas. All we care about is results.”

“We write down the ideas and analyze each one. What might work? What are the steps to implementation? How could we propose it to management?”

Results. That sounds like a pretty good reason to try this

2. What do we need to stop doing? “This reminds me of the story about the lady who cut the ends off a ham before putting it in the oven,” Sherry said. “A friend asked why, and she said her mother had always done that. The conversation motivated her to investigate and she learned that her mother did it because her

(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

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 October 2013

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BUSINESS

Seven Tips to Negotiate Smarter from a Position of Weaknesss By Patrick Tinney, Managing Partner Centroid Training & Marketing Negotiating from a weak stance happens for a variety of reasons: scarcity, time compressed or decompressed, lack of knowledge, lack of technology, lack of funds, fear and others… Winston Churchill may have been the greatest negotiator from a position of weakness in modern history. He understood the above reasons for smart negotiation from a weak stance and he made the most of it. Modern business and political diplomacy learned a lot from Churchill and his battle against the Axis of Evil in World War ll. Owing to his superb decision making process and brilliant tactics/strategy in negotiating with the U.S., USSR, France and his own countrymen what have we garnered?

bases with President Roosevelt. Both leaders were negotiating future opportunities. Churchill put in play one of his last negotiation chips to keep his country afloat. When businesses of all stripes face late payments or a financial squeeze the first thing they do is negotiate futures. Think about how many companies Warren Buffett negotiated with in the 2008 financial crisis on the basis of these companies selling futures.

5. Admit Strategic Weakness - Churchill secretly admitted Britain’s military and economic weaknesses to FDR while boldly telling Hitler that if the Nazi’s invaded Britain …the ‘Brits’ would fight to the last man. This confession of weakness to a potential negotiation partner showcased Churchill as a savvy negotiator and a leader to be trusted. In a key negotiation from a weak position imagine the courage it took for Churchill to pull the curtain back! 6. Get Creative and Innovate - As World War ll progressed, Britain’s factories, buildings and homes were being bombed to rubble. However, England was innovating. The English were working on an infantile experiment with the idea of combining bomb mentality, fusion science and uranium. Part of Britain’s creative negotiation for more supplies was its Atomic Bomb Science which was shared in full with the U.S. In a weak negotiation position how will your company add hidden value with your creative innovations to give you greater strength at the negotiation table?

We can negotiate smarter from a position of weakness if we observe just a few of the following stratagems Churchill employed:

1. Appear Strong - Remember the quote from Churchill’s famous World War ll speech, “We shall defend our island, whatever the cost may be, we shall fight on the beaches, we shall fight on the landing grounds, we shall fight in the fields and in the streets, we shall fight in the hills; we shall never surrender.” This speech put Britain’s enemies on notice. We can do the same with our negotiation partners but in less bellicose terms.

7. Sell Fear/Bullying - Safe to say Churchill was brilliant in alarming the world that Hitler was unjustly invading his neighbouring countries with a much wider and more monovalent plan in mind. I can tell you from personal experience if you want to mess up a large company you are negotiating with…just tell them you feel like they are being bullied with their tactics and that their course of business is preventing you from making money. Especially, if you can get to a VP/C Suite Officer of the company you are negotiating with. These executives cringe at a bullying narrative because it casts a noisy light upon them. Remember, senior executives do not like noisy issues that are sticky. Many will fold like a tent and become very conciliatory if you know how to gently push their hot buttons!

2. Show Leadership and Propose Solutions - In his time of dire need, Churchill ground out more proposals for help for his British people than imaginable. At times, Winston had multiple secretaries working two shifts a day! By doing so he was taking control of the narrative. He was opening negotiation discussions on his terms and scope. When in a weak negotiation position we must ask ourselves…in spite of the tough spot we are in is it not wiser to be in the tent driving the direction of the end game? 3. Build Partnerships - Strategic partnerships are paramount for poorly positioned negotiators. Britain was being smashed by the German Air Force and its Naval Submarine command. Churchill needed the U.S. to join the British in the War against Hitler. Churchill wrote and cajoled Franklin D. Roosevelt (FDR), then U.S. President, to help save the British and the world. Just prior to the bombing of Pearl Harbor, FDR moved toward Churchill offering more than just materials and food. It was a long negotiation - years in the making. So remember, when you are in a tough spot in a business negotiation and need to develop a strategic partnership, do not rule out your competitors as potential negotiating partners.

When negotiating from a weak position remember Winston Churchill! Never give in!

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. www.centroidmarketing.com.

4. Sell Futures - With the British Empire breaking up and on the way to bankruptcy, Churchill negotiated key land rights for naval October 2013

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TECHNOLOGY

Adobe Creative: Misconceptions and New Features By Kelly Gorven OCNA Member Services Coordinator

Adobe recently kicked off a North American tour called Create Now, introducing new ways to produce and share content with Adobe Creative Cloud. On Thursday, October 17 the tour stopped in Toronto where professionals, students and educators gathered for free seminars and learned about the latest changes to the Adobe software. When Adobe first announced the shift to Creative Cloud in May, there was some concern about the membership-based service. Not only was the cost and monthly payment a complaint, but there was confusion regarding how the programs will run. A common misconception was that the apps would run from a browser. To clarify, all applications will be downloaded from the Creative Cloud browser onto a client’s desktop. There is no need for constant Internet connection. These programs can run offline for up to 90 days. There are several different pricing options for membership, including the use of just one application. If previous InDesign users sign up before the end of this year, they can receive the application for $9.99 a month. Otherwise, the cost of a single application is $19.99 a month. This is for anyone who only uses one program from the Creative Suite. In addition, there are membership options for individuals, students and teachers, and groups. An abundance of education and training content is available on the Creative Voices portion of the Web site. The Creative Cloud allows users to sync, store and share files online. This is great for showing clients an ad in progress. They will be able to view the file (without sending it in an e-mail or worrying about the size and having to use Dropbox or YouSendIt) and make comments before the ad is complete. Users can find inspiration on ‘Behance’- a page that allows work to be uploaded publicly for others to comment and give feedback. There have been some improvements made to popular Adobe programs like Photoshop, Illustrator and InDesign. In addition, Creative Cloud offers a bunch of new programs including Edge tools (for example:

Edge Muse, Edge Reflow and Edge Animate) – for the creation of Web sites without using coding. These tools have been designed by the creators of InDesign, making it very friendly for graphic designers who have the eye for creating sites but are unfamiliar with HTML coding. The tools and format of the program is very similar to InDesign.

New Features: Photoshop:

Content Aware Patch – Now allows you to preview what your image will look like when removing an object by simply clicking and holding (or hovering) over an area of the image. Vector Object – Allows for the adjustment of corners without having to delete the shape and drawing it again. Camera Raw Filter – Allows adjustment of specific layers. For example, you can change the brightness of a background without changing the entire image. Upright Feature – Lets you adjust the perspective of an image. Video Editor – For those know Photoshop but not Premiere Pro, Photoshop now includes a video editor! In addition, you can edit individual stills within a video. Shake Reduction – Under ‘Filter’ and ‘Sharpen’ this tool will reduce any blurred objects cause by movement while snapping a photograph.

Illustrator:

Auto Corner Generation – Creates custom brushes using a pixel image Touch Type Tool – Allows you to tilt individual letters without having to separate a word.

InDesign:

Font - Now you can search for fonts (type bold into the search menu and all bold fonts will appear). This new feature also allows you to ‘favourite’ fonts so your most used ones are available at the top of the menu bar. QR Code Generator - Yes, that’s right! Creating QR Codes can now be done in InDesign. This means you no longer have to search endlessly on the Web looking for a source to download a QR Code. Which also means you no longer have to pay to have a QR Code generated. Edge Muse allows designers to create Web sites without the use of code.

October 2013

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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.

Group Managing Editor

GORDON CAMERON Hamilton Community News 905-523-5800 333 Arvin Avenue Stoney Creek, ON L8E 2M6

July 8, 2013 Date

Contact Kelly Gorven at k.gorven@ocna.org or call 906-639-8720 x239 for a Publisherâ&#x20AC;&#x2122;s Authorization Form and instructions on how to send photos.

October 2013

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HUMAN RESOURCES

Maximizing Employee Performance A TwoGreySuits.com Article

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. Do you recognize this slogan? ‘Our product is steel. Our strength is people’ Or, how about this old adage, ‘people are our most important asset’. As superficial as these words sound, they are absolutely true and the sooner businesses recognize this and start doing something about it, the better off they’ll be on many levels. How is your company doing? Are people your most important asset? Find out by completing the checklist below. And, unless you’re completely satisfied with the results, you need to take action. That’s where we come in.

Maximizing Employee Performance: A Checklist

Do you have a clearly defined corporate mission and goals? Is your organizational structure clear? Is your reporting structure clear? Are your corporate goals and objectives well defined? Do you have written job descriptions for all positions in your organization? Do your employees know what they are accountable for? Do they have personal objectives? Do you have a consistent hiring process? Do you have a good orientation process for new hires? Are your training programs well advertised and adequate? Do you have a coaching or mentoring process for employees? Are all of your supervisors and managers well trained in “people management”? Does important information always reach all of your employees? Is there good communication in your company, top-down and bottom-up? Are your policies well defined? Do you have an employee handbook of policies? Are your procedures and work processes well defined? Are your compensation packages competitive? Are your wages competitive? Are your benefits competitive? Do you have a good bonus or pay-for-performance system? Do you have a good performance management process? Does your performance appraisal process focus on positive, continuous improvement? Have you ever been legally challenged on an employee termination? Is your company equipped to manage through a union organizing attempt? Do you have a confidential counseling program for troubled employees and their families? Do you have a process for successfully resolving employee conflicts? Do you have a process for dealing with management–employee conflicts? Do your employees use very few “sick days”? Do you have a lot of long-term employees? Is employee turnover minimal? Is your employee output/production at maximum? Are all of your employees reliable and rarely absent from work? Is your morale high? Are your customers regularly satisfied that you meet or exceed their expectations? Do your employees participate in various office gatherings or events? Are your WCB costs as low as they can be? Do you have a Privacy policy? Do you have social media workplace policies?

If you answered ‘NO’ to any of the above, it may be time to look at your organization with the objective of maximizing your employees’ performance to improve business results. Take The HR Power Centre Site Tour and then get your decision makers to sign up and start making people a strategic competitive advantage in your business. October 2013

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October 2013

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