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You’re In vit e d .Inland’s 125th Annual Meeting October 24-26 | Renaissance Chicago HotelInland Press Association Foundation InlandPress.org For program details, see page 5, call (847) 795-0380 or visit InlandPress.org.

124th Annual Meeting New Models New Revenues Oct. 25-27, 2009 | Renaissance Chicago Hotel New Solutions Attend the Inland Press Association’s124th Annual Meeting, For more information, Oct. 25-27, 2009, at the Renaissance Chicago Hotel, in downtown Chicago. Newspaper executives will find excellent training and networking see page 5, call opportunities at this must-attend event. This year’s session topics include: 847-795-0380 or visit inlandpress.org • Separating Truth from Fiction on • Legal Update: Risks and Newspapers in Recession Opportunities Facing Newspapers • The Economics of Publishing in a Free Content Market • Event Marketing and How It Can • New Revenue Generators: Mobile, Video, Local Search, Personalized News and More Inland Service Advertisers and Drive • Models for Revenue — The Issue Works for You Revenue of Charging for Content Photo courtesy of © City of Chicago

Attend the 2011 New Business Development Conference August 4-5 The Omaha (Neb.) World-Herald “Creating a Culture of Innovation Hotel: Inland Hilton Garden Inn Omaha Downtown/Old and New Revenue Development” Market Area, 1005 Dodge St., Omaha, NE 68102. Sessions include: Phone: (402) 341-4400 • Online Initiatives to Grow Market Share Room Rate: $129 for single, double or king Cut-off date for this rate is Wednesday, July 29. Works for You • Creating a Culture of Innovation Shuttle service will be provided. • New Product Development • Understanding the Retailing Environment Conference registration opens at 8 a.m. on For more information Thursday, Aug. 4, followed by sessions from • Effective Advertising and Professional Presentations 8:30 a.m. to 5 p.m. On Friday, Aug. 5, sessions or to register, visit • Monetizing Social Media run from 8 a.m. to 4 p.m., when the conference InlandPress.org. • Employee New Business Rewards and Incentive Programs adjourns.PAGE 6 The Inlander | InlandPress.org | JUNE 2011

Last chanceto register Newspaper• Informative andmotivational speakers Business• Roundtables and “greatidea” exchanges to helpgrow your revenue Development• Great ideas for specialtyproducts, special sections,niche publications, multi-platform sections, online and Conferencee-mail products, content,design, sales and marketing• Attendees receive GreatIdea DVD that includes allcontest entries Aug. 6-8, 2009For more information, see Doubletree Hotelpage 6, call 847-795-0380 Arlington Heights, Ill. or visit nbdn-inland.org. newspaper business development network Inland Press Association Foundation inlandpress.org

$219,375* Your employees are your most precious assets. Losing them is costing you thousands of dollars every year. I nland can help you reduce turnover and save money with the Employee Attitude Survey and the Newspaper Industry Compensation Survey. Inland’s industry standard for compensation planning and the employee survey can help your media company hire the right employees, set the right compensation, and find the right motivation to keep them productive and engaged. Enroll today at InlandPress.org/Research and start keeping more of your cash. Inland * Annual costs related to employee turnover based on a mathematical calculation of a business with 100 employees. Costs include separation pay, termination and hiring administrative costs, employee pre-screening, interviewing, background checks, medical exams, time spent doing the employee’s work until a replacement is found, productivity loss, a new employee’s learning curve, and more. Works for You Source: University of Wisconsin Extension PAGE 18 The Inlander | InlandPress.org | MARCH 2011

Thrive in a Attend the fast-changing world ... Group Executives ConferenceFor more, see page 10,call 847-795-0380 or Sept. 21-23, 2009visit inlandpress.org InterContinental Hotel Kansas City, Mo. • Understand the evaluation and financing of newspapers in today’s marketplace. • SEO, SEM, rich media, video, directories, search or e-mail marketing—which yield the most revenue and how can you get it? • Get the latest cost-cutting efficiencies and strategies to use at your newspaper.Inland Inland Press FoundationWorks for you Your Best Value in Media Training

Ideas How newspaper group Listen Up. executives will benefit Inland Press Foundation Webinars from Inland and SNA Newspaper leaders will find newspapers for sale or for acquisi- Look at what they’re saying: quality training and valuable networking opportunities when the tion in today’s economy? What do you recommend when a newspaper Inland Press Association and the transaction becomes necessary or Suburban Newspapers of America highly desirable? Is there any cap- “Well done. Great speaker and great “The Webinars are a very efficient join forces this fall. ital out there for newspaper acqui- information. I hope our management way of keeping informed of the Inland’s Group Executive Con- sitions, refinancing or other major team takes this information seriously latest information. They are greatly ference will be held in conjunction capital purposes? What are the with SNA’s Publishers’ & Adver- prevalent terms? and makes the much-needed appreciated.” tising Directors’ Conference Sept. Values of newspapers in the cur- changes. Thank you for your time, — Mark Wolf, The Truth, Elkhart, Ind. 21-23 at the InterContinental Hotel rent market can still be established in Kansas City, Mo. based on EBITDA multiples and and I must say the follow-up and “Inland is all about improving hard assets, but the caveat is the communication prior to the Webinar business practices and results,” said lack of a “bottom” for forecast prof- was fabulous! Well done.” Ray Carlsen, Inland’s executive its. Where available financing has “Packed with useful information. director. “The efficiencies and syn- slowed transactions, creative seller- — Tiffany Willard, Good presenters.” ergies represented by this collabo- financed deals are making a come- Dubuque (Iowa) Telegraph Herald ration can encourage all newspa- back. With John Cribb, managing — Clara Tappa, pers to work together and improve director, Cribb, Greene & Associ- Kenosha, (Wis.) News the business.” ates, Bozeman, Mont.; Owen Van “The Inland Group Executives’ Essen, president, Dirks, Van Essen conference has a great reputation, & Murray, Santa Fe, N.M.; and and we are delighted that they will Frank Greuter, Sr. V.P., Citizens “I found the Webinar to be be joining us in Kansas City this Bank, Publishing Group, Boston. very helpful. Quite a few “Very informative “Great Webinar. fall,” said Nancy Lane, president of Building an Opportunity Map things discussed in the especially for small We need as much SNA. “By joining forces, we can for Online Ventures — Whether Webinar are already in papers such as ours. online education as provide even better programming it’s SEO, SEM, rich media, video, to the members of both organiza- directories, search or e-mail mar- place here in Edmonton. We’ll do more.” possible.” tions. This is a win/win for all.” keting, all content areas do not gen- However, the idea for — Marshall Smith, — David Jakeman, The Group Executives Confer- erate equal revenues. Which yield a Recruitment Media Idyllwild (Calif.) Messenger News, ence will start with a reception the most revenue and how can we Monday evening, Sept. 21, and get it? Find out how we can trans- Kit made attending the Town Crier Fort Dodge, Iowa continue Tuesday, Sept. 22—one late the web business we have to a Webinar well worth it. day prior to the official start of the sustainable business model by fo- Thank you.” SNA Fall Conference. The groups cusing on the right things that pay. will have joint programming for the Finally, take advantage of your op- — Willy Grant, morning sessions on Wednesday, portunity by understanding how to The Edmonton Journal, “The Webinar was helpful. I can’t take all my Sept. 23. measure, price and sell your total Alberta, Canada account reps out of the office, but the quick Members of both associations audience. and to-the-point presentation is good info.” will have access to the full Inland Cost-Cutting Efficiencies and and SNA programs at member Strategies — Topics to include — Tina West, Courier Times, New Castle, Ind. rates. On Wednesday morning, In- content alternatives, outsourcing, land Press members have the op- centralization, partnership oppor- portunity to participate in a joint tunities, elimination/reduction of session with SNA Fall Conference services newspapers thought they attendees. Inland members can reg- couldn’t live without, and more. Find out what Inland ister to attend the rest of the SNA HR Law Updates — A new ad- Fall Conference for an additional ministration at the federal level is $404 for SNA on Wednesday af- bringing substantial change that everyone is getting ternoon, all day Thursday and Fri- will greatly effect newspaper op- excited about. Visit Works for You day morning sessions. Tuesday sessions include: erations. This is an essential session for those who want to be proactive in dealing with change. Evaluation and Financing of For a complete list of Wednes- Inlandpress.org/training/webinars Newspapers in Today’s Market — How in the world do you deter- day’s half-day joint sessions and to register, please visit Inlandpress. mine a realistic value and price on org/training.PAGE 10 The Inlander | Inlandpress.org | JUNE 2009

Honor your journalistsEnter the 2009Newsroom Contests Inland Press Association invites entries to its 2009 Newsroom Contest to recognize high-quality performance, encourage, motivate and re-energize newsroom staff and prominently identify newspaper excellence. · Community Leadership Award, co-sponsored by · Editorial Excellence Awards, co-sponsored by William University of Missouri School of Journalism Allen White School of Journalism, University of KansasInland · Local News Writing Awards, co-sponsored by University of · Front Page Contest, co-sponsored by Medill School of Kentucky School of Journalism and Telecommunications Journalism, Northwestern University · News Picture Contest, co-sponsored by Indiana University School of JournalismWorks for You For more information, see page 4, call 847-795-0380 or visit InlandPress.org

Inland Works for You CHANGING MODELS on distributing and protectingcontent and serving the community2010 KeyExecutives Conference Feb. 28 - March 3 | South Seas Island Resort | Captiva Island, Fla. For more information, see page 5, visit InlandPress.org or call (847) 795-0380.

20 Reasons to Attend Inland’s Key Executives Conference15 2 You’ll learn everything you need to know about E-Readers. You’ll get tips on how to organize for speed and flexibility to (Presented by Ray Marcano, Internet general manager, Cox expand your commercial opportunities and grow new revenue. Ohio Publishing) (Presented by Chuck Peters, CEO, Gazette Communications)1 You’ll know how to get your share of the projected $3 billion in political ad spending in 2010. (Presented by John Kimball, president, The John Kimball Group LLC, and former Newspaper Association of America chief marketing officer) 16 You’ll appreciate the opportunity to network with like-minded, successful professionals.7 13 You’ll get ideas (and share some of your You’ll discover how to take advantage of ad networks without them taking own) on how to generate new revenue advantage of you. during Inland’s Idea Exchange. (Presented by Kerry Oslund, vice-president of Digital Media for Schurz Communications)6 10 You’ll see some of the winners of 2010 Print You’ll find out what national retailers are looking for from local Quality Competition, co-sponsored by Southern newspaper sites and how you can be a part of this growth opportunity. Lithoplate, and the New Frontier Awards. (Presented by Katie Risch, director of Media Relations, Centro, Chicago)8 You’ll learn about the real opportunities that exist to help you launch a paid content model in 2010. (Presented by Gordon Crovitz, former publisher of the Wall Street Journal and co-founder of Journalism Online Venture) 19 You can participate in Inland’s Tennis Tournament.17 14 You’ll hear about the latest current social You’ll leave the conference with proven ways to ensure your sales staff media strategies that foster community produces top sales results. engagement and reach new customers. (Presented by Mike Blinder, president, The Blinder Group, New Port Richey, Fla.)3 11 You’ll hear Pulitzer Prize-winning journalist Alex S. Jones, You’ll enjoy an Oceanside reception sponsored by Publishing director, Harvard University’s The Joan Shorenstein Center on Group of America (American Profile, Relish and Spry the Press, Politics and Public Policy, deliver a keynote speech. magazines) with great food, cocktails and conversation.9 5 18 You’ll learn how to better leverage your products with your audience You can join the Inland Your spouse or guest in today’s economy. Golf Tournament while can enjoy a Shelling (Presented by Sue Beck, president, Print Marketing Concepts Inc., Houston) at the resort. Cruise to Cayo Costa.12 20 You’ll be able to plan and shape You’ll learn about the legal challenges facing newspapers and what to do about them. the future of Inland Press during (Presented by Camille Olson and Richard Lapp, partners, Seyfarth Shaw, Chicago) committee planning meetings.4 You’ll hear about newspapers that have improved their classified There’s lots more to do while at Captiva Island — boating, advertising strategies. fishing, kayaking, jet skiing, swimming (in resort pools or the (Presented by Mark Stange, classified advertising director, Cox Newspapers) beach), go shopping or visit an art and photo gallery!Inland Press Feb. 28-March 3 South Seas Island Resort Captiva Island, Fla. For details on sessions, see page 4. For more,Association Foundation InlandPress.org visit InlandPress.org or call (847) 795-0380.

“Journalists and sales staff need more training than ever. I think if you have less people, they have to be better. If you train them, they’re smarter, faster, more entrepreneurial and they’re happier. “You can’t tell staff, ‘I’m asking you to do three jobs, and I’m not going to train you.’ That will only erode our products and revenues. “The impact of Inland’s training can be dramatic. Good training can take 10 people and help them to handle the work of 12, but when cutbacks force people to take the work of others, no training can actually mean 10 people only get done what eight people did before.” — Bill Ostendorf President and Founder Creative Circle Media Consulting Inland Works for You

unleash yourfinancial power this summer.Attend Inland’s 2010Management & Costs Workshop.On Tuesday, June 29, Inland will host the Management & Costs Workshop.This one-day training session provides an overview of benchmarking, a high-level summary of the 2010 National Cost & Revenue Study results, followed by aworking session using case studies to provide participants with a greater understandingof how to maximize the benefits of participation in the National Cost & Revenue Study.where & when:8 a.m. to 5 p.m. June 29 at Inland’s office in the Chicago suburb of Des Plaines, Ill. Registration opens at 7:45 a.m.who should attend:Both participants and potential participants in the National Cost & Revenue Study. Specifically, publishers, CFOs, controllers, departmentmanagers and other operational decision-makers as well as new personnel who may need to work with the study materials.why you should attend:• Participants who do not posses a strong background in looking at operations from a financial perspective will benefit from real-world discussions.• Financial professionals will gain a clearer understanding of how to use the results of the National Cost & Revenue Study as a benchmarking resource.• Case Studies cover general management, advertising, circulation, production and editorial issues.Facilitating this year’s workshop will be Steven Pope, president and publisher of the Colorado Springs (Colo.) Gazette and regional vice president for FreedomCommunications.registration information:Participants in the 2010 National Cost & Revenue Study pay $175 per person to attend the June workshop. The fee for general registrants is $275. To register,visit InlandPress.org and select the “Training” tab.hotel information:Accommodations will be available at the Comfort Inn Des Plaines/O’Hare, 2175 E. Touhy Ave., Des Plaines, IL, 60018, can be reserved by calling (847) 635-1300ext. 501 (be sure to ask for Nicole and the Inland Press Association block). Rooms are $69 for the night of June 28.Inland Press Association Foundation InlandPress.org For more information, e-mail Tim Mather, Inland’s Financial Studies Manager, at tmather@inlandpress.org.

Ten Reasons to Attend This Year’s Annual Meeting1 7 9 You’ll be better You’ll get better acquainted You’ll find out the positioned to know fact with new revenue generators winners of our 2009 from fiction regarding Newsroom Contests newspapers Learn how mobile, video, local search, 5 personalized news and local online advertising areEarl Wilkinson, the executive being used to become a significant component You’ll be equipped Find out who won in thedirector of the International of the revenue budget—and may, in fact, be the with the legal risks following categories: NewsNewsmedia Marketing primary growth area. These new revenue generators and opportunities Writing, News Picture,Association, will discuss why can enhance your relationships with readers and the facing your business Community Service, Editorialyour business model might be at broader community. Excellence and Front Page.risk and what you can do to Get the latest trends, 3become better positioned for enforcement policies andfinancial recovery as the practices—as well as theeconomy improves. You’ll get ideas on how to biggest risks—that newspapers publish in a free content market will face from Washington. Are independent contractor Christie Hefner, the former CEO of Playboy Enterprises and executive relationships under intense committee member of the Magazine Publishers Association, is scrutiny again? Richard Lapp scheduled to speak, offering insight and analysis on the economics of and Camille Olson, partners 2 publishing in a free content market. She believes the publishing industry with Seyfarth Shaw, a Chicago- as a whole can succeed by driving integration between print and online based law firm, will help you You’ll get the latest while consistently producing quality products with strong branding. minimize your risk. on the “Free vs. Pay” debate4 6 8 You’ll hear from You’ll get dozens of three experts on ideas on generating You’ll learn how to allow your Join Mayer Maloney, developing digital revenues through readers to guide your innovation publisher of the Herald Times, information products print products Bloomington, Ind., as he moderates a panel discussionFind out about the steps taken Join Jim Normandin, vice Laura Gordon, former senior vice president on the advantages andand the lessons learned by president and publisher of the of Marketing/Chief Innovation Officer for The disadvantages of charging forthese industry leaders: William Telegraph Herald in Dubuque, Dallas Morning News, will discuss how to use online content. Is a pay modelGrueskin, associate dean, Iowa, as he moderates an reader feedback to create a product portfolio inevitable?Columbia University School Inland “Idea Exchange” on they want and maybe pay more for.of Journalism, and former niche products, specialty 10managing editor of the Wall publications, chamber or B2BStreet Journal and WSJ.com; publications, directories, etc. It’s a time to celebrate, a time to honor old friendsLou Ferrara, vice president and a time of new beginnings for Inlandof digital and sports at TheAssociated Press; and Tom Congratulate Scott C. Schurz, vice chairman of the board of SchurzHeslin, executive editor of Communications and the recipient of the Ralph D. Casey Award. Say a fond farewellthe Providence Journal, who to Ray Carlsen, recipient of the Distinguished Service Award, who is retiring asdeveloped the paper’s Web site executive director of Inland Press Association. Catherine Scott serves as Inland’s newand sports offerings. executive director during this new chapter in Inland’s history. (Connie Schulz, who won a Pulitzer Prize in 2005, is scheduled to deliver the keynote address. Schulz is a Creators Syndicate columnist.) Inland Press Association 124th Annual Meeting Oct. 25-27 Renaissance Chicago Hotel 124 years of service to newspapers | 1885-2009 For more, visit InlandPress.org or call 847-795-0380

IdeasAssess your company’s effectiveness managing employees By Adolfo Mendez ployees really think about the job “is a is required of them. People have a better EdITor critical part of assessing where we are to- time hitting the target if they know what it day,” Ernst said. “Employees make the dif- is.” When is the last time you conducted an ference. The difference between a well-run Newspaper job descriptions could be re- employee survey? company and a poorly run company isn’t written to better reflect the goals of the busi- “If you’ve not done a survey at all, or in the equipment inside; it’s the two-legged ness, he said. “The flaw I always find with a very long time, an employee survey is a things running around.” a lot of job descriptions is they have way really good way to set some benchmark Managing the managers is also critical to too much information, and they’re not fo- data,” said Mark Ernst, president of Ernst keeping expenses down and retention. cused on the outcome. Most jobs have three Enterprises LLC. “Inland’s got some ter- “Many employees quit because of their man- to five key objectives or measureables. Once rific benchmark data that you can take a look ager. Hiring a bad manager costs 14 times you break it down to results, you’re losing at to see where you stake up against the that manager’s salary in terms of loss of a lot of the activity. A lot is in managing many newspapers that have taken the sur- productivity,” he said. “The investment in activity, not in managing results.” vey. At least you’ll know, ‘Where are manager training pays massive divi- Ernst suggests changing employee evalu- we?’” dends.” ation forms to reflect a focus on desired An employee survey can help determine Managers often mistakenly focus on ac- results, as opposed to activity. “What are the how successful your company is in engaging tivity at the expense of results, he said. “If results that they’re getting paid to deliver your employees, he said. “Engaging employ- you say, ‘I want you to make 25 cold calls and how are they doing it? Slim [the form] ees is really critical because our employees a day. I want you to set at least two appoint- down, but focus on the meat,” he said. are what we call elevator assets, which ments per week,’ somebody can do all those Finally, be sure to provide whatever train- means they leave. They go home at night, things and not sell a thing. And they’ll say, ing employees need to do their jobs compe- and they might not come back,” he said. ‘Well, I did everything I was supposed to tently, he said. “Jim Rosse, the former CEO Now may be a good time to conduct a do,’ but they didn’t achieve anything. So of Freedom [Communications], used to talkA bad manager might be a huge hit on a TV sitcom— survey because as the economy improves, focusing on results in terms of setting ex- about employees becoming vintage,” Ernstlike Michael Scott, the pompous and deluded boss in your most valuable people might actually pectations is critical. You want everything said. “If you were still working on that 286NBC’s hit comedy series “The office”—but a poorly surprise you and leave, he said. to be achievement, results-based.” IBM machine on your desk, how productivetrained manager in reality is no laughing matter. “Themanager is the single most important factor that “It’s not the poor performers who quit. Another area of common confusion is would you be? And yet, many of our em-influences employee satisfaction and morale,” It’s your top performers who quit. And they work expectations, he said. “This is critical: ployees are coming to work with skills theyconsultant Mark Ernst said during a recent Inland leave with that institutional knowledge,” he define clearly performance expectations. If were taught many years ago.”Webinar. “Many employees quit because of the said. it cannot be measured, it doesn’t exist,” hemanager.” PHOTO: NBC Knowing what your most valuable em- said. “Everybody should know exactly what Contact: Mark Ernst, mark@eellc.us Boost morale at your newspaper Participate in Inland’s Employee Attitude Survey Increase job satisfaction, longevity and productivity. Assess management performance, personnel policies, and the value of benefits packages. Pinpoint and correct sources To participate, contact Karla Zander, human of discontent, inefficiency and turnover. Identify programs that are already maintaining resources research manager, at 847-795-0380 high morale. Enhance not only your bottom line, but the quality of your product and your or kzander@inlandpress.org. newspaper’s reputation in the community. Knowing how your employees think about the company they work for can make your newspaper run more efficiently, enhance its quality, and save you the expense of high employee turnover. Of course, with Inland’s 80-plus years of experience in compiling newspaper-industry Inland research studies come the familiar, unconditional guarantees. Pertinence. Accuracy. Confidentiality. The Inland Press Association helps you manage even better. Works for YouPAGE 12 The Inlander | InlandPress.org | MAY 2010

The First American newspaper waspublished on September 25, 1690S ince that time, newspapers such as yours have provided informationon the most important current events,including: the first U.S. census in1790, man’s first step on the moon, theJourneymen Printers Union strike in1776, the Boston Tea Party, every majorarmed conflict around the world, theestablishment of the armed forces, theGettysburg Address, the Pony Express,the great Chicago fire of 1891, thegunfight at the O.K. Corral, the firstminimum wage, “The Star-SpangledBanner,” Pearl Harbor, desegregation, theMall of the Americas, the assassinationof JFK and MLK, postage increases,the ozone layer, “Star Wars,” the WorldTrade Center bombing, the treaty of Paris,the Enola Gay, the Ford Model-T, 123manned space flights, Al Capone, thegold rush, computers, Albert Einstein, theWorld’s Fairs, Social Security, the Titanic,the Bill of Rights, MRIs, the Internet, the WSfall of the Berlin Wall, cloning, “Citizen NEKane,” the Olympics, and 44 Presidents. Imagine what you’ll learn tomorrow.

Energizeyour staff... Enter the 2010Newspaper Business Development Contest Give your staff a reason to stay motivated and optimistic about the future in these uncertain times. Enter the 2010 Newspaper Business Development Contest, sponsored by the Inland Press Foundation. Also participate in the New Business Development Conference, Aug. 5-7, at the Doubletree Hotel Chicago in Arlington Heights, Ill., and receive a DVD containing the latest revenue-generating ideas from papers across the country! Category 1: Category 2: New Products / New Revenues Special Sections • Theme Pages • Travel / Tourism / Transportation • Stand-Alone Publications • Arts / Entertainment • Online Products or Services • Sports • Newspapers Fighting Cancer • Marketing Materials, Collateral Items & Incentives • Non-Traditional Initiatives • Environment & ‘Going Green’ • Other • Business / Industry • Health, Family & Youth • Education / Career • Vendor Support • Shelter Deadline • Glossy Publications is July 9Inland Press Association Foundation InlandPress.org For more, see page 19, visit NBDN-Inland.org or call (847) 795-0380.

Energize your staff Enter the 2011 Newspaper Business Development ContestG ive your staff a reason to stay motivated Category 1: Category 2: and optimistic about the future in New Products / New Revenues Special Sections these uncertain times. Enter the 2011 • Theme Pages • Travel / Tourism / TransportationNewspaper Business Development Contest, • Stand-Alone Publications • Arts / Entertainmentsponsored by the Inland Press Foundation. • Online Products or Services • Sports • Newspapers Fighting Cancer • Marketing Materials, Collateral Items & IncentivesAlso, participate in the New Business • Non-Traditional Initiatives • Environment & ‘Going Green’Development Conference in August, and • Other • Business / Industry • Health, Family & Youthreceive a DVD containing the latest • Education / Careerrevenue-generating ideas from papers Contest Deadline • Vendor Supportacross the country! is June 24! • Shelter • Glossy Publications Inland Press Association Foundation InlandPress.org For more, see page 5, visit NBDN-Inland.org or call (847) 795-0380. MAY 2011 | InlandPress.org | The Inlander PAGE 7

IdeasTo sell digital, keep your offers simple, avoid jargon and price it rightBy Adolfo Mendez digital right now,” Blinder said. be a part of, even if they can’t fully can be more robust, with the adver- to that.”EDIToR The Journal Register Company’s articulate its benefits. tisers’ contact, email, even a Google Pricing will be determined by ad reps raised more than $1 million “My team is telling me on the Map showing their location,” your market, “but we strive for a $10 Looking for ways to help your in digital revenue during a recent phone that the numbers haven’t Blinder said. CPM for local advertising,” Blinderadvertisers reach the “recession- campaign, he said, with the ads sold changed in the last eight years. Half However, sales staff was trained said. “I think we should all be awareproof” consumer? Look no further evenly distributed among existing the advertisers we call on hate their to avoid the use of technical jargon of the fact that the small dogs in ourthan online, said Mike Blinder, advertisers, new advertisers and website; they’re not jazzed about when selling digital. “We always market are still spending digital dol-president of The Blinder Group in businesses that hadn’t advertised them,” he said. “Our line is that lead with audience,” Blinder said. lars,” Blinder said. “And the ques-New Port Richey, Fla. recently, Blinder said. they don’t hate them, they think “I always say we sell audience, not tion is how are we going to get a “The research shows that your John Krivosheyff, corporate di- they’re in redevelopment all the technology. We sell four things: piece of that action? You’ve got toonline audience is a recession-proof rector of sales development and time.” reach, frequency, offer and imme- look at it like this: If I don’t sell this,audience, which is likely the main training for the Journal Register In such cases, it helps to offer diacy. Well, reach is the audience my competitor will sell it.”reason online advertising continues Company, said two-thirds of the advertisers a link to a landing page and that audience is defined as ei-to rise with local advertisers,” sales made were possible because they’ll actually like. “It can be as ther young/old, rich/poor, near/far, Contact: Mike Blinder,Blinder said during a recent Inland sales reps had an existing relation- simple as a PDF of a print ad, or it man/woman. It always boils down mike@blindergroup.comWebinar. “In our tough economic ship with the prospect. Krivosheyffconditions, people are looking to also attributed much of new online 2011 Group Executives Conferencereach someone who is most apt to advertising revenue to keeping adspend money, and I call that a re- offers simple.cession-proof audience. You can “One of the reasons I think wecall it whatever you want.” have good retention on the con- That’s one of the points Blinder tracts we sell is we manage all ex- Don’t miss this exclusive gathering of top media executivessaid he made when training hun- pectations,” Blinder said. “Wedreds of sales reps representing manage click expectations, we managing multiple properties from around the country!about 20 websites owned by the manage expectations as far as theJournal Register Company in Yard- results that will be performed fromley, Pa. John Paton, CEO of the this. Our philosophy is simple: WeJournal Register Company, and his bring them easy, desirable, simple“digital first” strategy have become solutions that they can grasp,” hewell-known in the publishing in- said.dustry, and Blinder has seen first- Blinder said his experience work-hand how management drives this ing with small-business owners—mantra from the top down. he says his company calls around “They’re screaming, ‘Digital first, 5,000 advertisers every year—digital first, digital first!’ and there’s convinces him that they believe thea lot of pressure on JRC to sell Internet is something they need to $25 Local online spending went up $22.7 $22.9 $21.6 Local businesses $20 advertising online to $18.2 top $22B by 2012 $15 $13.1 $10 $8.7 $5.7 $4.8 $5 $2.7 $1.7 $2.1 $0 Hotel information: 2002 2003 2004 2005 2006 2007 2008p 2009 2010 2011 2012 This graph is part of the presentation Mike Blinder, president of The Blinder The Oxford Hotel in Denver. Phone: (303) 628-5400. Group, encourages ad reps to use during sales calls. “I call this the [former Rooms are $180 a night, single or double occupancy. professional hockey player] Wayne Gretzky skate-to-where-the-puck-is-going page,” Blinder said. “I say, look, Mr. Advertiser, even in tough economic times, local online spending is rising, and if you’re not there, your competitor may Inland Cut-off date for this rate is Monday, Aug. 15. be.” Dollar amounts represent billions. Graphic by Michelle Finkler, based on Works for You For more, visit InlandPress.org. blinder Group data APRIL 2011 | InlandPress.org | The Inlander PAGE 7

Attend Inland’s 2011 Group Executives Conference Don’t miss this exclusive gathering of top media executives managing multiple properties from around the country! September 14-16 Denver, Colo. Hotel information: The Oxford Hotel in Denver. Phone: (303) 628-5400. Inland Rooms are $180 a night, single or double occupancy. Cut-off date for this rate is Monday, August 15. Works for You For more, visit InlandPress.org.PAGE 8 The Inlander | InlandPress.org | MAY 2011

Attend Inland’s 2011 Group Executives Conference Don’t miss this exclusive gathering of top media executives managing multiple properties from around the country! September 14-16 | Denver, Colo. Hotel information: The Oxford Hotel in Denver. Phone: (303) 628-5400. Rooms are $180 a night, single or double occupancy. Cut-off date for this rate is Monday, August 15. Inland For more, see page 11. Register online at InlandPress.org. Works for YouPAGE 8 The Inlander | InlandPress.org | JUNE 2011

TrainingHow do you know what employees consider to be important? Teresa Amabile is one of thosethinkers I like to track. She’s a Leadership perience coaching journalists con- sidering a new career. Yes, they areprofessor and director of research worried about the dismal state ofat the Harvard Business School the newspaper industry. Yes, theyand frequently rolls out research feel overworked by doing morethat challenges conventional wis- with less. But what drives many ofdom. them to consider leaving journalism Take motivation theory, for ex- is a sense that they are stalled,ample. When Amabile surveyed locked in a cycle of tedious work600 managers in dozens of compa-nies about what they believed mo- Edward Miller with few prospects for learning new skills. Companies have swept awaytivated their employees, she got Marietta, Ga. programs for personal and profes-these conventional results: sional development, and with them• Recognition on the manager’s list: a sense of the optimism that comes from life-• Incentives personal progress. long learning. The newsroom of the Northwest Herald, owned by Shaw Newspapers in Dixon, Ill.,• Interpersonal support “On days when workers If there’s any good news in this is part of a corporate culture. “Our culture, the SHAW CULTURE, is one• Clear goals have the sense they’re making for newsroom managers it is this: characterized by a sincere recognition that our associates are important, significant and valuable,” the company states. image supplied• Support for making progress headway in their jobs,”Anabile Sustaining colleagues’ sense of per- Sounds right. All are legitimate writes, “or when they receive sonal progress is within your con- Managers need to remember that Harvard Business Review, Jan/Febfactors of motivation. But here’s support that helps them over- trol. How? negative events generally have a 2010.what Amabile discovered when she come obstacles, their emotions • Negotiate clear and meaningful greater effect on people’s emotions,compared the survey to a multiyear are most positive and their goals. perceptions and motivation than Edward Miller, a personal and professionalstudy tracking the day-to-day ac- drive to succeed is at its peak. • Include people in decisions that positive ones. Helping people feel coach to journalists and news executives in tivities, emotions and motivation On days when they feel they are affect their work and their life. a sense of personal progress will the U.S., Finland and Sweden, is the former levels of hundreds of knowledge spinning their wheels or en- • Be courageous and inventive mitigate the negative and facilitate editor and publisher of The Morning Call in workers in a wide variety of countering roadblocks to about fighting for resources. the positive. Allentown, Pa. He can be reached at (770) settings. The order is meaningful accomplishment, • Learn to coach and teach, not just 402-1210. This article originally appeared in wrong. The chief motiva- their moods and motivation are supervise. Recommend reading: “What Re- “Reflections on Leadership,” Miller’s weekly tor for the workers lowest.” • Offer recognition and feedback, ally Motivates Workers” by Teresa e-mail essay on newsroom management was in last place This correlates with my own ex- especially about progress. M. Amabile and Steven J. Kramer. and leadership. St ay co m p etit i v e w i t h I n l a n d R e s e a rc h Newspaper Industry Compensation Survey Employee Attitude Survey THE INDUSTRY STANDARD IN COMPENSATION PLANNING BOOST MORALE AT YOUR NEWSPAPER • An extremely powerful tool to • Nearly 100 newspaper-specific Increase job satisfaction, longevity and productivity. Assess management determine how competitive you are positions measured, including seven performance, personnel policies, the value of benefits packages. Pinpoint today and to track trends and future online positions. and correct sources of discontent, inefficiency and turnover. Identify programs hiring plans. that are already maintaining high morale. Enhance not only your bottom • Includes a comprehensive industry line, but the quality of your product and your newspaper’s reputation in the • Survey form and final results benefits survey. community. Knowing how your employees think about the company they available in Excel 5.0 and can be • Custom and regional reports work for can make your newspaper run more efficiently, enhance its quality, imported into most HRIS programs. available. and assist you in reassessing your company after work force reductions. The 2010 NICS is now available to participants! For Contact Karla Zander (info at left) for additional participation and report details, contact Karla Zander, human resources research manager, at more information or to schedule your survey. To view a sample survey, visit Inland 847-795-0380 or kzander@inlandpress.org. SurveyMonkey.com/s/SampleEAS. Works for You JUNE 2010 | InlandPress.org | The Inlander PAGE 19

discover newrevenue sourcesAttend Inland’s Advertising Executives Conference June 15-16 Doubletree Hotel Chicago Arlington Heights, Ill.Even veteran newspaperadvertising departmentmanagers will benefit fromInland’s annual conferencefor advertising executives.Why? Because the program isdeveloped by some of the bestand brightest minds working innewspaper advertising today.If you’d like to secure new revenueand learn new ways newspapers, ornews media companies, can evolve asan advertising medium, then plan nowto attend this upcoming conference.Inland Press Association Foundation InlandPress.org For program details, see page 5, call (847) 795-0380 or visit InlandPress.org.

Inland News Profitability: Analyze your newspaper with Inland study Continued from page 1 for newspapers of 10,000, 25,000, 50,000 and 100,000 circulation. enue (about 20 percent) and a decline Designed to help newspapers work in circulation expenses (about 9 per- “smarter, not harder,” the 2010 Na- cent). The traditional measurement for tional Cost & Revenue Study covers successful circulation departments has financial reporting for 2009, the most been 46 percent. recent year for which there is data. The Traditional Wisdom measurements 2010 study results were released to are benchmarks developed over many participants May 25, continuing an years and commonly accepted as the earlier publication schedule started last industry standard. year. “The validity of those standards are The latest study also reveals reduc- put to the test via the Inland/MFM Na- tions in staffing levels with 4.6 to 4.9 tional Cost & Revenue Study, which full-time employees (FTEs) per 1,000 shows what the ‘real’ practice is for a daily circulation. The traditional mea- given newspaper,” according to Tim surement for staffing has been 5.3 Mather, Inland’s financial studies man- FTEs per 1,000 daily circulation. ager. To compare more “traditional wis- The National Cost & Revenue Study dom” with the 2009 facts, visit Inland’s for Daily Newspapers is considered the website, InlandPress.org. Reach new heights with industry standard for analysis and serves as a valuable benchmarking and budget- ing tool for newspaper companies. In- For questions or comments regarding the National Cost & Revenue Study or the findings here, contact Mather via land’s findings, derived from 178 daily e-mail at tmather@inlandpress.org or Inland’s General newspaper participants, reflect realities by phone at (847) 795-0380. Performance Assessment Salaries: NICS results similar to surveys from other industries A confIdenTIAl MonThly benchMArkIng “Due to reductions Continued from page 1 in staffing levels in resource for dAIly newsPAPers ing managers saw salary increases in the range of 12 percent. many papers, Robert J. Greene, CEO of Reward people are being • Receive your Executive Summary $ystems Inc. in Glenview, Ill., has asked to do more • Make the Top 10 List served as quality control consultant to while at the same • Compare your performance to other papers the NICS for more than 10 years. “The time their rewards are limited 2010 NICS showed the same pattern • Real-time data of smaller salary increase budgets as due to economic pressures.” N have other major surveys that measure ewspaper executives have indicated The GPA is applicable for daily newspapers market rates across industries,” said robert J. greene, a desire to have more timely data by of any size! Performance categories include Greene, who holds a doctorate. “The Ceo of reward $ystems inc. which to evaluate the performance gross profit, circulation, advertising, labor, variable compensation numbers gener- of their newspapers. Inland’s monthly EBITDA, electronic/digital media, accounts ally declined, which is to be expected General Performance Assessment may receivable and capital expenditures. Output as profits are squeezed since incentive paper & Press Association, Newspaper also be used as a supplement to Inland’s is in the form of percentages, percentage plan payouts are typically tied to rev- Association of America and Pacific National Cost & Revenue Study for Daily point changes, percent of revenue, and enue and/or profits. Northwest Newspaper Association and Newspapers. It is a confidential survey in an percent change vs. prior year, without “Due to reductions in staffing levels state associations in California, Colo- electronic format for both data submission exposing the underlying data. in many papers, people are being asked rado, Florida, Georgia, Hoosier State and distribution. to do more while at the same time their (Ind.), Iowa, Nevada, New York and rewards are limited due to economic North Carolina. Inland Questions? Please contact pressures.” Newspapers pay for the study based GPA The study is co-sponsored by Inland on their circulation size. Newspapers Tim Mather, Inland’s Press Association, four national and that participate in the study also may financial studies manager, at regional associations and nine state as- order regional, custom and other tar- tmather@inlandpress.org or Works for You sociations. The co-sponsors are: MFM/ geted studies. For further information by calling 847-795-0380. INFE International Newspaper Finan- on the compensation survey, contact cial Executives, New England News- Inland at (847) 795-0380.PAGE 4 the inlander | inlandpress.org | JuLY 2010

e NBDN-Inland.org or s call (847) 795-0380.c es s n For more, visit sin rm es e ns n: tio r Bu tfo u so ec e er ts nn w Pla ven ak uc y f Co C s, Ill. pe od ver e n ls or ty e Pr co M ni Ne w Re W o na ur Re d mu Do io an n eight at Yo mic s ds om ow iv o Ne w ot Int no el Pa r C H m co od s, i fo nd Inland Press fe m ton H ya t nd Li e E t M er ing Ne e a ew d th ten ead ner he InlandPress.org iv at g N an Con -R art eT e rm in rs :E P Ar g t t fo ath pe aid ies nd ho en tha lin In re spa n P teg ts a W nt D s: Co r • B ew st o Stra tes DV p or lo A d . • N ate ile n tit de ea .m Co 0a s 10 ev ago | pe ? an Id • L ob ts, fits om Win Br eat :3 ion • M ven o C r ies t 9 ess . Pr ew and nd G tr s a y s ug e ic •E d a a ve en en b , A D l Ch an he N te edi cei st op ed ay pe re te n w id • T om al M ees con io lo r , at fol n F m. te C i oc nd all str 5, . O 5 p. ns. o • S tte des gi . r eH * A clu re ug p.m to ou Foundation ce , A 5 m. dj s in en ay to 8 a. ce a tre s er sd . 20 nf ur a.m un ren e in le Co Th 10 s r nfe nd Bu oub on m sion co ’s fro ses the d D s 6, en an wh A ew 5-6 | n l st I N ugu Association A t te

Co-sponsored by Florida Press Association.For more information, see page 5, call (847) 795-0380 or visit InlandPress.org.

Thank You Inland appreciates donations to the Inland Press Foundation as received from the following supporters: Major ContributorsJournal Gazette Foundation, Inc. John Mathew Bliss CommunicationsFort Wayne, Ind. Sierra Vista, Ariz. Janesville, Wis.Brehm Communications, Inc. Cox Media Group Dolph Simons Family FundSan Diego, Calif. Atlanta, Ga. Douglas Co. Community Foundation c/o Dolph Simons IIIForum Communications Company Miller Group Charitable Trust Fund World CompanyFargo, N.D. at the Chicago Community Foundation Lawrence, Kan. c/o NewsTribune LaSalle, Ill. General & Memorial Contributions The Hutchinson News R. John Mitchell Record-Eagle Hutchinson, Kan. Rutland Herald Traverse City, Mich. Worchester, Vt. The New Mexican Teresa M. Chebuhar Santa Fe, N.M. Eagle Newspapers San Antonio, Texas (Memorial gift for Morley Cowles Salem, Ore. Ballantine, Durango Herald) HDS Premier Consulting Athlon Sports Laguna Niguel, Calif. Delphos Herald, Inc. Nashville, Tenn. Delphos, Ohio Bellefontaine Examiner (Includes memorial gift for Wally Lage) Gary Meyer Bellefontaine, Ohio West Sherburne Tribune Big Lake, Minn.

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