Winter - FCPNY

Transcription

Winter - FCPNY

Newsletter
Free Community Papers of New York
Association of publishers of free distribution shopping guides, newspapers and periodicals throughout New York State
WINTER EDITION 2012
In This Issue
Executive Director’s Message
3
President’s Message
4
Marketing Director’s Message
5
Super Conference Speakers!
6-7
Industry News
8, 18
SMC Update
9
PaperChain Update
11
CPAN Winter Incentive
12
Legalese with Joe Steflik
13
New FCPNY Board Member
13
Associate Members
THE 2012
Join Us e
for Somic
Class n!
u
Movie F
Our BIGGEST
Conference of
the Year!
16 -17
Legislative Update
19
Nominate for Salesperson
of the Year!
20
Kevin Slimp: PDF Properties
22
SALES 101
23-25
Brought to you by the FCPNY Sales
Management Division, this section of
our association newsletter will prove
to be a valuable resource to you and
your sales team.
Board of Directors and
Travel Reimbursement
26
Our mission is to unite
and educate our
members for their
strength and prosperity.
Free Community Papers of New York
1-877-275-2726
P.O. Box 11279 Syracuse, NY 13218
www.fcpny.com
n s u lta n t
co
e
in
vo i c
d
on e b u y • o n
T
of
ow
he P er
e • o ne
a
Sunday -Monday
March 18-1 9, 2012
at the Turning Stone
Resort & Casino
5 4 3 2 1 0 1 2 3 4 5 6
Details and speakers on page 6!
Like us at
facebook.com/fcpny
INSTANTLY INCREASE
YOUR PROFIT BY OFFERING
MOBILE COUPONS
TO YOUR CUSTOMERS.
* Your White-Labeled Platform
* No Set-up Fee
* You Earn the Revenue
* Free 90 day Trial to the First 10 Newspapers
Contact Ken today: 262-512-5011 or ubertk@discoverhometown.com
www.HometownMobileMarketing.com
2
www.fcpny.com
SEE AN INTERACTIVE MAP OF OUR PUBLICATIONS • DOWNLOAD THE FCPNY PUBLICATION AUDIT REPORT • REVIEW MEMBER BENEFITS
Greetings
Dan Holmes
From the Desk of Your Executive Director
Another year of challenges and changes has come and gone. As 2012
begins, one thing is certain: Change is constant in our business … and
in our lives.
FCPNY is committed to help ease the transition necessary to keep up with
the change that is so evident, and rapid, in our industry. We are focused on
bringing you information that will keep you ahead of the competition if you
choose to embrace new technologies and consumer preferences. You will
have to decide what makes sense for your business in your market.
Did you know that early estimates suggest
that there was a 60% increase this Christmas
in purchases made with a mobile device? That
signifies a lot of business conducted on a platform that either competes with, or perfectly
complements, your print product.
member who twice served as president. He was the recipient of the
Publisher of the Year award in 2009.
• Congratulations also goes to our current president Steve Harrison,
who recently purchased the Webster Pennysaver and incorporated it
into his Genesee Valley Penny Saver group of publications.
• Congratulations and thanks to all of our participating publications, as
well as the many advertising brokers, who have increased sales revenues
generated through our CPAN classified advertising
network. Due to your efforts, the rebates distributed
to our member publications increased 30% over the
amount distributed in 2010. CPAN is the funding
mechanism for all that FCPNY is able to accomplish
to strengthen your publications and our industry.
“Mobile devices and tablets:
The most interesting fact is
that the choice is yours—
competition or complement.”
How about this one: There was a 173%
increase in the number of iPads, and similar
tablet device purchases, this Christmas. That is a huge number of tablets in
the hands of your readers. Like the mobile device, the tablet can be competition to your print product … or it can be a complement to it.
The most interesting fact is: The choice is yours—competition or complement. FCPNY will try to provide information that helps you make this
decision, starting with our dissemination of articles on our website, within
our quarterly newsletter and on our Facebook page. We also provide this
information via the “AdMall Minute” as part of the AdMall member benefit.
This resource provides a significant amount of information if you spend just
a little time each day reviewing it and clicking through to the articles.
On a final note, recently you should have received
a request from PaperChain to take four minutes of
your valuable time to complete an industry survey
to obtain your opinion regarding the value and purpose of PaperChain, the
national marketing arm of the free paper industry. I encourage you to please
complete the survey.
HAPPY NEW YEAR to you all, and please let us know how FCPNY can
provide more value to you in 2012.
We also will provide insights and peer discussions at our various conferences
throughout the year. The first conference will be our Super Conference,
which will be held at the Turning Stone Resort & Casino outside of Syracuse
March 18-19, 2012. During this meeting, publishers and sales managers will
have the opportunity to discuss their experiences and thoughts regarding
the new opportunities and threats facing us. We also will provide advice
and insights from a panel of vendors and publishers who are facing these
issues head on. Join us to find out what is, and is not, working.
We will continue to provide information at our Sales Managers Meeting
June 10-12, 2012, at the Inn on the Lake in beautiful Canandaigua. And
our Publishers Meeting in October 2012 will be the final meeting, where
we will actually take the pulse of the participants to find out what they
have embraced and how it has worked at their publications.
On a few other notes, I would be remiss not to recognize a few achievements from 2011:
• Congratulations to Bridgette Stewart from the Hi-Lites in Watkins Glen
and the Seneca County Shopper for her recognition as the 2011 Publisher of
the Year.
• Best wishes to Bill Jones who sold his Moneysaver Advertising shopper
to Tioga Newspapers in October. Bill was a longstanding, active, FCPNY
FREE COMMUNITY PAPERS OF NEW YORK
Winter 2 0 1 2
3
Letter
Steve Harrison
From Our Board President
Happy holidays, everyone! 2012 should be interesting. Our president
may or may not change. The economy seems to be hanging on tenuously to
recovery as the media gives it exhaustive coverage. Europe has become so
important to our stock market that it seems to ebb and flow by the hour based
on the continent’s ability to overcome its collective debt. (Ever since Kathy
and I—along with my sister, Kim; her husband, Jerry; and our dear friend,
Janice—returned from Italy, Europe’s economy has sunk to new lows. The
gelato was outstanding!)
“Hello, I’m a Mac” days is truly incredible. Barbara Walters, on her famous
annual TV special, named Steve Jobs posthumously as the “Most Fascinating
Person of 2011”—the most influential person. For our industry, he may be just
“most influential.”
Thanks to many of you who have responded to our generous incentives,
Community Papers Advertising Network (CPAN) is continuing to attract new
advertisers. Another incentive program has just
begun for our winter months, which you’ll see in
this newsletter. These incentives are real, and many
of your advertising compatriots are enjoying real
dollars in their respective pockets. Why not give it
a try? Simply brainstorm what businesses in your
community could use millions of customers buying
their products. Give them a call and uniquely state
your CPAN selling proposition of statewide coverage
at an affordable rate. (On a cost-per-home basis,
it’s hard to explain because mathematically it’s so
cheap!) “And … what can they win, Don Pardo?” “Why … an all-expense
paid trip to the Free Community Papers of New York’s Super Conference this
coming spring.” Along with another boatload of money for just selling classified
ads in the network, CPAN advertising works because of all the circulation it
represents and all of the readers it reaches. Why not invite a business to
experience the power of CPAN? And … your pocket may experience our
CPAN incentive!
“...demonstrate an
‘unwavering belief’
in your paper’s ability
to make a difference
in your marketplace...”
One thing’s for sure—our free paper industry will
keep producing advertising solutions for our customers, and win even more advertising dollars
for our consistency, relevance and uniqueness.
Why so optimistic? Our papers are tried and true.
Yes, our online competitors are numerous And
I’m betting the ever-expanding web will potentially lead to a successful 2012 for all of us. Kind
of like cable TV with all its channels—as an
advertiser, you get lost. Isn’t it far easier to get lost on the World Wide Web?!
But we have to sell ourselves. In advertising, we’re taught to uncover our
customer’s unique selling proposition (USP) or what makes them different—
perhaps better—in the marketplace.
What is our USP as an industry? We are welcomed into every home in our
areas of coverage and have a solid history, and 7 out of 10 people enjoy reading our papers—pretty strong selling points … unique selling points … and, I
think, as 2012 unfolds, a continued viable solution for our customers’ advertising needs. And permit me to draw an analogy: At this moment in time, there
is a Denver quarterback who is enjoying a remarkable run (as I type, the New
England Patriots are coming up and will be put to the test, but his run is still
remarkable). You can point to a lot of factors that have led to his improbable
success as a challenged passer of the football. However, it’s pretty obvious
that he possesses an unwavering belief in his ability, as well as that of his
teammates. As we enter 2012, how about this resolution: to demonstrate an
“unwavering belief” in your paper’s ability to make a difference in your marketplace, affect buying decisions and deliver your unique selling proposition!
In a few weeks, as a company, we will celebrate the 35-year career of one
of our best graphic artists, Sally DeMunn. She began with us when Compugraphics were the rage of every art department (some of you may be
wondering what in the world a “Compugraphic” is). There was no such thing
as “what you see is what you get” typesetting 35 years ago. You were pretty
much at the mercy of a 5-inch wide window, no higher than a half inch, which
only let you see the “letters” that you struck along with the code that translated into font and size. You hoped you hit the right keys! Sally easily types,
still today, over 120 words a minute. She has been our go-to keyboardist for
those verbose real estate and auction ads through the years. Her work ethic
is of the highest level. You might have someone like Sally at your publication
and, if you do, like us, you’re extremely lucky. And from the late 70s, what a
technology ride Sally has had. Early on, we identified the Macintosh computer
as a real game changer when it came to setting type. The Mac mainstreamed
the term “wysiwyg.” And to see how far those machines have come since the
4
www.fcpny.com
WE KNOW HOW TO CLOSE THE DEAL!
Mechanicville Express Newspaper, Mechanicville, NY
New owners Cindy and Tom Mahoney
We proudly represented Kathleen & Gary McNall
Closed July 28, 2011 in Saratoga County,NY
Home Reporter Newspaper, Brooklyn, NY
Spectator Newspaper, Brooklyn, NY
Spectator Extra Shopper, Brooklyn, NY
New owners Vicki and Joshua Schneps
We proudly represented the late J. Frank Griffin
Closed February 4, 2011 in Uniondale, NY
Let us help you too! We provide confidential,
caring, customized service.
Order your appraisal today and discover
the value of your publication!
NEWSPAPERS - SHOPPERS - MAGAZINES
,".&/(3061DPNt
626 RXR Plaza, West Tower, 6th Floor, Uniondale, NY 11556
DOWNLOAD CPAN MEDIA KIT • ACCESS MEMBER INFORMATION • REVIEW AREAS THAT WE SERVE • ACCESS MEMBERSHIP BROCHURE
A Message
Erika Perez
From the Desk of Your Marketing Director
Isn’t it exciting? The start of a new year is always so refreshing,
and 2012 is as promising as ever! Thanks to the hard work of our
ad brokers, the dedication of our CPAN committee and the quarterly
classified incentives, 2011 saw the return of some of our CPAN
classified revenue. We exceeded last year’s total revenue and ended
the year at 95% to our aggressive budgeted goal. Display ads came
in at 98% to goal, and inserts finished strongly and over budget at
106% to goal.
eNews
2011 also saw the addition of FCPNY’s eNews. From time to time,
there are items that don’t make it into the newsletter and/or are
simply timely items of interest that are linked to the association
website or Facebook page. eNews is proving to be an effective
means of communicating this information to you as FCPNY members.
If you have newsworthy items that you would like to share, please
forward them to me at eperez@fcpny.com. If, for some reason, you
are not receiving these e-mails, please let me know, and I will be
sure and add you to our e-mail list.
FALL INCENTIVE WINNERS
YOU COULD BE NEXT
CPAN’s new Winter Classified Incentive Program has been announced.
Our latest and greatest incentive program runs from now until the
run week of March 12, 2012. If you sell three or more statewide
ads during the term of this incentive (December 26, 2011- March 12,
2012), for every new ad you submit, your name will be placed in a
random bonus drawing for a $500 VISA gift card! In addition, you
can earn extra money with the sales of new CPAN ads—either $75
or $100 per consecutive insertion. Details can be found on page 12.
YOUR CHANCE TO WIN $300
In addition to the commission building offer outlined on page 12,
any member publication’s sales associate who sells a new ad into
the CPAN program during the term of the winter incentive will have
a chance to be placed into a drawing for $300. With just one entry
allowed per selling member publication, your chances of winning
are very good!
YOUR FREE TICKET
The winner of the $300 member publication-only prize also will be
invited to attend the 2012 Super Conference FREE OF CHARGE—
hotel room (one night) and travel expenses (round-trip mileage)
included. The conference is scheduled for Sunday, March 18, and
Monday, March 19, 2012, at the Turning Stone Resort & Casino in
Verona, N.Y. We have a terrific slate of speakers and events planned
(see pages 6 and 7), so now’s the time to sell for your chance to
win!!
NOMINATE TODAY
By the time you read this, we will have prepared and judged the entries for the 2012 Graphic Awards Contest. Don’t forget to recognize
the sales talent within your organization by nominating someone
for the 2011 Sales Professional of the Year awards. Thanks to the
generosity of AdMall, the cash prizes have been bumped to $300
each for both the inside and outside sales awards, and $50 for the
Rookie of the Year award. Details can be found on page 20.
Congratulations to Pam Slaven of Tower Publications,
winner of the $500 grand prize from the CPAN Fall Classified Incentive Program, which ended the run week of Dec.
19, 2011. In addition to winning an iPad in 2011, Pam also
earned a total of $5,700 in incentives, in addition to any
commissions. Way to go, Pam!
Congratulations to Drew Muehlig of Genesee Valley
Publications, winner of the $250 member salesperson
prize, and to the Tri-State Pennysaver in Pelham, winner
of the $250 member publication prize!
There’s always something new and exciting happening in your
association office, and 2012 will be no different. Get ready for
great things, and we wish you all the best this year!
Great links, tips, news,
articles and more!
facebook.com/fcpny
Winter 2 0 1 2
5
THE 2012
Sunday -Monday, March 18-1 9, 2012
at the Turning Stone Resort & Casino
Our BIGGEST
Conference of
the Year!
KEYNOTE
The Speakers
Accountability Drives Ability
DIANE CIOTTA
This session is for all attendees and
will kick off our conference. Diane
will identify how human nature, combined with modern conveniences,
can foster complacency—inducing
attitudes and actions that result in
an unproductive vicious cycle. The message is focused
on specific behaviors that, when practiced with conviction, will encourage an enthusiastic commitment
to both professional and personal goals—affecting
a gratifying return on investment.
Publishers & Operational Managers
Publishers will be engaged throughout the meeting
in discussions concerning the present realities and
future expectations of our industry. We will focus on
alternative revenue sources, both print and electronic,
and on the integration of print and electronic. This will
include, among other things, the growth of web and
mobile revenue opportunities. Presenters will include
industry vendors and peer publishers who are pioneering the growth of these expansion products.
NEW from CVC and
What’s In It for You!
TIM BINGAMAN
2012 holds exciting new changes for
your CVC audit information, and this
session will bring you up-to-date on
the new programs available to your publication now
and during your September 2012 audit.
Would you like to know how online reader demographics
differ from print reader demographics? How Facebook,
Twitter, and e-mail databases can allow publishers
to have instant studies? Would you like to ask openended questions to gather information on what specific
advertisers or ads your readers want to see, or specific
information about their likes and dislikes? How about
knowing how purchase scores and demographics differ
from edition to edition?
CVC is upgrading to a new multi-tier research platform using traditional phone studies supplemented by
online, e-mail, QR code and in-paper studies. These
changes will allow publishers to ask more questions,
include open-ended response questions, reach younger
readers and have data on individual editions never
available before. This session will review how other
publishers have successfully implemented these studies to learn more about their readers—a session you
will NOT want to miss!
USPS Alternative Delivery Options
We have invited several panelists from the USPS to
discuss delivery options for those publications that
have mailed circulation. Not in the mail? You’ll want
to be a part of this panel to provide insight into the
alternatives you are using. This is sure to be a spirited
discussion in light of recent developments.
Register online toda
y!
www.fcpny.com
5 4 3 2 1 0 1 2 3 4 5 6
6
www.fcpny.com
All Sales –Inside, Outside, Classifieds –
and Sales Managers
Capturing Consistent
Incremental Revenue
DIANE CIOTTA
This is a complementary module
that focuses on maximizing dollars
from targeting prospects that have
never advertised, rekindling dormant
accounts and upselling current customers. Concepts
address the process of identifying and eliminating
unproductive relationships to afford increased time
and energy to engage in new business opportunities.
Techniques include gaining a confident understanding
of business needs versus advertising wants as the
key to obtaining a long-term commitment through
a results-oriented program.
Practical Ways to Leverage
Your Publication’s Audit
TIM BINGAMAN
Your CVC Audits are provided and
paid for by FCPNY. Are you using
yours to its full advantage? In this
challenging selling environment, we all need to use our
audits to arm us with the information we need to make
more sales! This fast-paced and informative session
will feature practical, real-life demonstrations on how
to use your CVC audit to your advantage in the field.
Tim will also show you how to access and put to good
use the resources CVC provides. He, along with David
Crawford from SRDS, will explain what media buyers
look for within your audits, which will enable you to
give them exactly the information they are searching
for. Bring your publication’s audit and your questions.
This session is a MUST for every sales professional!
Graphics
ELLEN HANRAHAN
Ad creation has changed, but good
design is always at the core. Ellen
officially retired from the Hartford
Booster in May of 2009, but continues
to stress the ability to create readable, effective ads.
Our ever-changing industry offers a challenge to
continue to develop the skills and techniques necessary
to create successful advertising now and to pass that
information to future graphic designers.
On Sunday afternoon, Ellen will present to both sales
and graphics attendees. This session, “Ad Talk: Good
Design for Great Results,” will cover how to create
advertising that gets noticed. We owe it to our customers to produce readable, legible and memorable ads
to get their message to the masses, and both graphics
and sales can help to organize and unify the process.
Comparing and explaining how to achieve the best ad
message for the customer will be a major focus. Her
information on ad design and working as a team will
enlighten your team and your organization.
On Monday morning, Ellen will work with our graphics
attendees only, and will present “Ad Talk: Quick and
Effective Small Space Ads.” This session will cover
easy shortcuts to developing an effective small-space
ad, and she will show you how to create a big impact
by following some basic rules of design. Also covered
will be how to use dingbat fonts as graphic elements in
an ad and how to determine what is the most effective
typeface for an ad. Making sure that small ads don’t get
lost on a page or “merge” into other ads takes only a
few easy steps. She also will demonstrate some simple
techniques from InDesign and Photoshop to add a little
more impact to your ads. The goal? To simplify your job
and enhance your product.
5 4 3 2 1 0 1 2 3 4 5 6
Winter 2 0 1 2
7
Industry News
Dynamic Duo Joins Genesee
Valley Penny Saver
Members:
Colleen Farley and Daria Reitknecht have joined the
Genesee Valley Penny Saver as sales managers.
Do you have a news item
about someone or something within your organization that you would like
included in our quarterly
association newsletter?
Pass it along to Erika at
eperez@fcpny.com!
Colleen is now the regional manager for the Batavia
and Brockport markets, and she is no stranger to
the free paper industry. She has been a valuable
contributor to the FCPNY association on the sales
manager and publisher levels. She began her career
in newspapers in 1974, and has worked in both the
daily and community paper industries.
Daria also enjoyed a distinguished career in advertising working for over 20 years at The Shopping
Bag/Advertiser in Rochester. Daria made a successful,
however brief, foray into private business as the owner of an upscale consignment shop. After
selling her business, she returned to print as Genesee Valley’s overall advertising sales manager.
Stay ahead of your
MultiAd’s media solutions help you:
• Create & sell with efficiency
• Drive new business
• Maximize co-op for you and your advertisers
• Improve your workflow
• Enhance your creative process
CreativeOutlet.com | Recas® | Creator Professional
800.245.9278 | create@multiad.com
8
www.fcpny.com
multiad.com
SMC Update
by Donna E. Hanbery, Saturation Mailers Coalition
Postmaster General Tells Association
Leaders, Congress and the Press
What He Wants for Reform
As executive director for the Saturation Mailers Coalition
(SMC), I have an opportunity to participate in monthly
briefings with the postmaster general, his senior staff
and other association leaders. The postmaster general
has been open and candid in these meetings. In November, the Postmaster General
(PMG) was outspoken in telling associations, attendants at the Mailers Technical
Advisory Committee (MTAC), and those convened for an address before the National
Press Club in Washington, D.C., what he thinks the Postal Service needs in terms of
postal reform.
Currently, there are multiple bills pending in the House and Senate that are styled as
postal reform packages. Although Postmaster General Donahoe was grateful for the
leadership and engagement of Congress and the administration in advancing reform
legislation, he stated the bills as written “do not come close to enabling cost reductions of $20 billion by 2015—which they must do for the Postal Service to return to
profitability.” He stated the bills would provide “at best one year of profitability, and
at least a decade of steep losses.”
Donahoe has repeatedly talked about the top three things he believes the Postal
Service must have. Donahoe and other postal leadership have been adamant about
wanting approval to switch from six- to five-day delivery. “We can’t afford to keep
delivery at six days a week.”
The Postal Service also is seeking changes in the law that would give it authority to
control its health care and retirement costs. The Postal Service is seeking authority
to reduce the current size of its workforce and infrastructure to be more in line with
reductions in volume. Current prohibitions on laying off postal workers, as well as
mandated benefits, have prevented the Postal Service from eliminating head count.
In the future, the Postal Service is seeking flexibility to hire more temporary or flexible employees who would get a different package of health care and benefits than
that of existing employees.
A source of irritation for postal management, and an issue that should bother mailers
as well, is the requirement that the Postal Service and ratepayers fund Medicare employment taxes even though Postal Service retirees do not benefit from these funds.
Current law requires the Postal Service and mailers to prefund retiree health benefit
costs by $5.5 billion annually even though other private and federal programs are not
subject to these prefunding mandates. The Postal Service wants to restructure its
health care system to make it independent of federal programs.
The Postal Service is also seeking a refund of the overpayments it has made to its
Federal Employees Retirement System (FERS) retirement fund. Some of the Postal
Service’s financial “losses” are due to requirements to make payments to FERS even
though it is not disputed that the Postal Service has overfunded FERS. A refund or
credit of some or all of the FERS overfunding would help the Postal Service offer
buyout packages to reduce head count, and could provide needed funds for debt
reduction and other capital expenses including, but not limited to, the need to replace
the Postal Service’s aging fleet of vehicles.
Although some Washington commentators are skeptical that any substantive reform
will pass given the current impasse environment in Congress and an upcoming election year, it is clear that the Postmaster General and his staff will remain
outspoken in describing the steps they believe are needed to provide the Postal
Service with the legal framework and business model it needs.
Winter 2 0 1 2
Update on In-Home Dates
On November 29, 2011, the Postal Service sent letters to customers and made an
announcement that it would no longer process mail based upon mailer-requested
in-home dates but would stick to the applicable service standards that will vary
with the type of mail, the entry location and the time of entry. The announcement
also was subject to a heated discussion at the quarterly meeting between Postal
Service and industry representatives at the MTAC.
SMC shared the announcement with members. SMC received substantial feedback
and concern that this change could erode decades of effort by local newspapers
and free community papers, including weekly and monthly shared mail programs,
to develop relationships with the Postal Service where mail is entered at local post
offices (DDUs) to obtain an expected day or two-day window of delivery for advertisers.
SMC’s Executive Director Donna Hanbery promised to take up the issue with the
Postal Service during its next monthly meeting between association leaders and the
Postal Service Executive Team.
On December 21, 2011, Hanbery asked postal leadership to discuss the announcement
about in-home dates. Hanbery explained that many SMC members have weekly
programs that have been built around an expected in-home date. Hanbery explained,
“Our members have worked to coordinate delivery of our mail deep into the system
with the expectation that we will have delivery on a regular in-home date or in-home
date window. SMC members are worried over unintended consequences and, in light
of talk about Saturday closure, our ability to make promises to retailers, like grocers,
that are sensitive to sale break dates.”
Postmaster General Pat Donahoe personally fielded the question. He promised that
clarification would be issued on this subject and said, “Tell your members to feel
free to keep putting an in-home date on the materials.” Where mail is being brought
to local post offices and is drop-shipped—particularly mail such as free papers and
shared mail packages where automation is not necessary—the Postal Service will
continue to honor requested delivery dates. The PMG said, “If you drop-ship to the
DDU, and you have had Tuesday delivery, you will still get Tuesday delivery.”
For mail that is brought to the DDU and does not need to be automated, it appears
that the Postal Service will continue to honor in-home date requests as it has in the
past. For mail that is entered at an upstream location and needs to be transported
for local delivery, or mail that is automated, it appears the Postal Service may still
follow its service standards and not a mailer’s request for specific in-home dates. In
a follow-up request to the Postal Service seeking written clarification on the in-home
date policy, Hanbery was advised that the Postal Service will be putting out a letter
and a color coding chart that would clarify its service standards. It is expected that
the letter will state that mailers bringing saturation flats to a DDU for local delivery
may continue to have the Postal Service honor its requested in-home dates.
PRC Order “Backburners” Exigency Filing
On December 20, 2011, the Postal Rate Commission (PRC) issued an order finding that
the Postal Service’s submission of materials to support an exigent request—relating
to the Postal Service’s alleged recession revenue losses of $2.3 billion—was not
sufficient to allow the PRC to conduct further proceedings. The PRC stated “if the
Postal Service wishes to pursue its Exigent Request, it must complete the submission
of its entire case to the Commission. A complete case would include all information,
materials, and testimony on which the Postal Service would rely to demonstrate
that its Exigent Request satisfies the causal nexus of ‘due to,’” as interpreted in a
prior Commission ruling. Further, the submission would need to include a schedule
of proposed rates harmonized with the Postal Service’s most recent Consumer Price
Index (CPI) price adjustments.
9
#
9
+
#USTOMER3ATISFACTIONAND#OMPETITIVE0RICING
-ORETHAN*UST0RINTERS7EARE0UBLISHERS4OO
9OUR/NE3TOP0RINT2ESOURCE
+EEPS5PWITHTHE,ATEST4ECHNOLOGIES
,OCATIONSIN4RUMBULL#4AND"ENNINGTON64
0LEASECONTACTUSFORA&2%%CONSULTATIONPRINTSAMPLESQUOTE
7EALSOOFFERASIMPLEONLINEQUOTEREQUESTFORM
3PRING(ILL2OAD4RUMBULL#4
WWWTRUMBULLPRINTINGCOM
.EWSPAPERSs0UBLICATIONSs3HOPPERSs#ATALOGSs-AGAZINESs$IRECTORIESs#OUPON"OOKS
#OLLEGE#OURSE#ATALOGSs"USINESSAND&INANCIAL0ERIODICALSs&REE3TANDING)NSERTSs!DVERTISING3UPPLEMENTS
10
www.fcpny.com
PaperChain Update
Brian Gay Bids
PaperChain Farewell
Save the Date
This is my last article as chairperson of PaperChain. It has been my privilege and honor to
work with some of the finest people in the free
paper industry.
There are a few people who need to be
singled out for their hard work and dedication
to the PaperChain cause:
Greg Birkett – Is the new chairperson as of
January 1, 2012. Greg has been an inspiration
to many on the committee. He works tirelessly on every task assigned to him.
Greg also is one of the first to volunteer.
John Draper – Is this year’s secretary and has done a fantastic job of taking the minutes. He also serves on the Executive Committee. John is 100%
behind the mission of PaperChain and is willing to step forward when he is
asked to help.
Douglas Fry – Is always willing to step forward whenever he is called upon
2012
Sales Managers
Conference
JUNE 10-12, 2012
Canandaigua, N.Y.
www.theinnonthelake.com
to work—often behind the scenes—to get the job done. Douglas is truly an
asset to PaperChain.
Alyse Mitten-Beahr – Has served as the treasurer for four years and
stepped down from that position on January 1, 2012. She also is the person
responsible for all the blogs, Facebook and Twitter feeds. She assumed the
duties to head up the Technology Committee two years ago during the strategic
planning session. Alyse’s dedication to PaperChain is unparalleled.
Looking for a Complete
Combination Solution
?
for Print and Online
Special Sections
Carlos Guzman – Is head of the Public Relations Committee. He also is
Now you can get
fully-templated, full-color
print special sections
and companion,
ready-to-post online
MicroSite sections from
Metro Editorial Services!
dedicated to the PaperChain mission and has worked diligently to secure our
sponsorship of Rotary International as our charity to promote.
Loren Colburn – Has been an inspiration to all on the PaperChain Committee. Often he is the voice of reason, and is always willing to share his knowledge and experience whenever the need arises. Loren is a true reflection of
what PaperChain is all about.
Janelle Anderson – Is the person in charge of the Member Relations
Committee, and is responsible for the Link & Learn, as well as the new Link
& Earn program. She is one of the most dedicated people I know. Janelle is
always looking out for what is best for PaperChain.
+
View samples and get
more information from
metrocreativeconnection.com,
call Gwen Tomaselli
at 1-800-223-1600,
or send an e-mail to
gtomaselli@metro-email.com
PaperChain’s mission is “to enhance the value of the members and the free
paper industry by coordinating unified standards, education and marketing.”
I think that the PaperChain Committee has fulfilled this objective. As always,
we appreciate your comments and opinions. You can send them to me at
briangay@mchsi.com.
Thanks to all of you; it truly has been an enjoyable two years.
Brian Gay
Winter 2 0 1 2
I Ready to sell
I Professional,
eye-catching designs
I Timely, relevant
editorial content
I Extremely Cost Effective!
Metro Creative Graphics, Inc.
1.800.223.1600
www.metrocreativeconnection.com
11
Announcing
the new...
Winter
Incentive Program
Sell any new* statewide classified ad
and CPAN will pay YOU
(yes, YOU the seller)
Sell any new* zoned classified
ad and CPAN will pay YOU (ah
hem…YOU the seller)
$100 PER AD!
$75 PER AD!
That’s right – for EVERY new ad you sell, you will receive $$$ FROM CPAN!
CPAN will pay you for
EACH CONSECUTIVE WEEK
the new advertiser runs during the term of
this incentive!**
EARN UP TO $1,200
PER NEW ADVERTISER!
This incentive program spans a 12-week
period. You have the potential to sell
your new advertiser all 12 weeks
and earn up to $1,200!
Don’t
Forge
If yo
u se l l
ad s d 3 o r mo
re s
ur i
pro gr
am , f ng t hi s i n t ate w ide
s ubm
c
o
i t, yo r E VE RY e n t i ve
u
in a r
n
a n do r n ame w e w ad yo
$500 m b onus drai l l be place du
w i ng
V ISA
f or a
G IF
t!
T CAR
D!
Questions? Please contact
Erika Perez, FCPNY Marketing Director
877-275-2726 • eperez@fcpny.com
* “New” meaning any ad that has not been placed in the CPAN classified ad program in the last year or since December 26, 2010.
**To qualify for multiple week incentives, ads must be consecutive run weeks as well as direct repeats of the first ad with no changes.
NOTE: This incentive period will include ads run from the run week of December 26, 2011 (deadline is Friday, December 15, 2011) until the run week of
March 12, 2012 (deadline is Friday, March 2, 2012.) You must submit the attached insertion order with each ad to qualify for entry in this contest.
12
www.fcpny.com
Legalese
by Joseph J. Steflik, Jr. Esq. Coughlin & Gerhart, LLP
A Hectic End of 2011 ... and Planning for 2012
Various federal and state agencies (and
the New York Legislature) have implemented, attempted to implement or set
the stage to implement in 2012 a variety
of changes which will impact employers.
Wage Deductions. The New York
Legislature has a bill (Assembly A08465)
which would significantly amend the
severe restrictions placed on paycheck
deductions by the New York State
Department of Labor (NYSDOL). It would
allow, upon voluntary written authorization, deductions for prepaid legal
plans, charities, parking, fitness/health club dues, cafeteria/vending machine
purchases, tuition, day care, overpayment of wages and advances. Passage of
this legislation would appear to be in the best interests of both employees and
employers.
Handheld Mobile Phones. The Federal Motor Carrier Safety Administration,
by rule effective Jan. 3, 2012, prohibited the use of handheld mobile phones
by commercial drivers. The rule does not ban the use of hands-free devices.
Drivers can be fined up to $2,750; a civil penalty up to $11,000 can be imposed
on the employer.
NLRB on Union Organizational Efforts. The National Labor Relations Board
(NLRB) voted on Nov. 30, 2011, to make proposed changes in its election
procedures, which will make it easier for unions to organize employers. The
vote was 2-1 with both Democrats voting in favor and the lone Republican
voting against the resolution. The final rule was approved, again by a 2-1 vote,
on Dec. 21, 2011. This will complete a year where the Democratic appoin-
tees have been able to overturn multiple NLRB precedents and made it more
difficult for employers to resist unionization. The NLRB decision in Specialty
Healthcare required an employer to have “overwhelming” evidence in order
to challenge the unit selected by a union as not appropriate; this means a
union may pick a small group of employees to organize, even if there are other
employees doing the same work. Brandon Regional Medical Center found that
an inflatable “rat” was not coercive and could be displayed at an employer’s
location. Off-duty employees were allowed to distribute handbills on employers’
properties in New York, N.Y.
Planning for 2012. Employers should take time to review their personnel
manuals and procedures. This should include (but not be limited to):
1. Compliance with Labor Law § 195 (Wage Theft Protection Act) – notice
to employees of pay rates, basis of pay rate, how employee is paid
(hourly, weekly), exemptions under U.S. or New York State law, etc.
2. OSHA – confirm that manual has a provision for disciplinary action
up to and including termination for violation of safety rules
3. Review telephone, mobile phone and computer policies to insure
compliance with NLRB and federal privacy rules
4. Confirm all required postings are in place (in particular the NLRB
poster on the right to organize)
In addition, as I advise every year, draft a job description for each employee;
this is essential to establish any exempt Fair Labor Standards Act (FLSA) classification, status of supervisor, and establishment of essential job duties for
purposes of discipline and disability claims.
Have a happy and prosperous New Year!
Kelly Schecter Joins the FCPNY Board of Directors
Kelly Schecter has been
appointed to fill a vacant
seat on the FCPNY Board
of Directors. Kelly is the
publisher of the DansvilleWayland Pennysaver
and fills the seat vacated
by Bill Jones when he sold
his publication last fall.
Kelly graduated from Alfred State College in
2001 with a degree in graphic arts, then went
back for another year to take some marketing
and advertising courses. She began her career
with the Hornell-Canisteo Penn-E-Saver in June
2002 as a graphic artist. In November 2006,
Kelly was promoted to operations manager
overseeing both sales and graphics. She became
publisher of the Hornell-Canisteo Penn-E-Saver
in February 2007. Kelly transferred to the
Dansville-Wayland Pennysaver in January 2010,
and in April 2010 merged the Pennysaver with
the weekly newspaper. She now manages both
publications in addition to dansvilleonline.com.
Winter 2 0 1 2
Kelly lives in Wayland with her husband, Joe,
and two children: Justin is 5, and Olivia is 3.
Kelly is a member of the Dansville Chamber
Promotions and Marketing Committee, and is a
Dansville Rotarian.
When she has time between work and family,
Kelly enjoys playing volleyball, riding horses,
traveling and being crafty.
13
By Patronizing Our Associate Members...
AdMall Sales Development
Services Inc.
Virtual sales assistant for media
advertising.
Denise Gibson
600 N. Cleveland Ave., Suite 260
Westerville, OH 43082
Phone: 304-863-6748
Fax: 800-548-4223
dgibson@admall.com
www.admall.com
AFL Web Printing
The publishers’ resource of choice -- in
New York and the Northeast -- for daily,
weekly, monthly, and niche publications.
Bob Walters, VP
70 Seaview Drive
Secaucus, NJ 07094
2 Executive Drive
Voorhees, NJ 08043
Phone: 856-566-1270
bwalters@aflwebprinting.com
www.aflwebprinting.com
Philadelphia, PA 19143
Phone: 215-724-1700
Fax: 215-724-3313
msimon@bartash.com
www.bartash.com
Circulation Verification Council
(CVC)
Circulation audits & readership studies.
Tim Bingaman
338 South Kirkwood Road Suite 102
St. Louis, MO 63122
Phone: 800-262-6392
Fax: 314-822-0666
tbingaman@cvcaudit.com
www.cvcaudit.com
Content That Works
Niche content syndication. Helps subscribers
unlock new local revenue opportunities and
build sales through the targeted use of highquality, special -interest content.
ANOCOIL Corp.
The largest independent manufacturer of
plates in North America. A pioneer in the
development and manufacture of digital and
analog printing plates for the newspaper and
commercial printing markets.
Jay Faulkner
Dan Dalton
4410 N. Ravenswood Ave., Ste 1
Chicago, IL 60640
Phone: 909-793-9890
Fax: 773-728-8326
dan@contentthatworks.com
www.contentthatworks.com
CoolerAds.com / KAESU
Offering web solutions for
community papers.
60 East Main St.
PO Box 1318
Rockville, CT 06066-1318
Phone: 860-871-1200
jfaulkner@anocoil.com
www.anocoil.com
Joe Nicastro
1 Bank Street
Rockaway, NJ 07866
Phone: 973-809-4784
Fax: 240-332-7489
joe@kaesu.com
www.kaesu.com
Barrett Concepts
Provides an array of web services and
consulting.
Brad Barrett
138 Palm Coast Pkwy, Suite 187
Palm Coast, FL 32137
Phone: 888-567-9483
brad@barrettconcepts.com
www.barrettconcepts.com
Bartash Printing, Inc.
Printer of weekly newspapers, direct mail
shoppers and niche publications such as real
estate, auto, parenting, boating and more!
16
Free distribution newspaper, shopper
& magazine appraisers, broker &
management consultants.
Kim Shepard
97 Main Street, Suite 5,
Delhi, NY 13753
Phone: 607-746-2477
Fax: 607-746-6272
kim@dckr.com
www.dckr.com
John Cribb
104 E. Main St., Suite 402
Bozeman, Montana 59715
Phone: 406-586-6621
jcribb@cribb.com
www.cribb.com
Kevin B. Kamen
626 RXR Plaza - West Tower, 6th Floor
Uniondale, NY 11556
516-379-2797 or
FL Office 727-786-5930
info@kamengroup.com
www.kamengroup.com
Heartland Payment Systems
Electronic payments processor for remote
deposit capture & check management
services, payroll, and credit & debit cards at
wholesale costs.
John Blocker
8248 Iliad Dr.
Manlius, NY 13104
Phone: 315-263-3659
Fax: 888-704-3149
jblocke1@twcny.rr.com
www.heartlandpaymentsystems.com
Hometown Mobile Marketing
Text message advertising platform for mobile
coupons, surveys, donations, blasts and more.
Ken Ubert
W130 N10437 Washington Dr.
Germantown, WI 53022
Phone: 262-512-5011
Fax: 262-242-9450
ubertk@discoverhometown.com
www.HometownMobileMarketing.com
Community newspaper association of member
publications with independent owners.
Specializing in: brokering, shopper
businesses, consulting and appraisals.
www.fcpny.com
Kamen & Co. Group Services
Promotion Products - apparel, calendars,
banners, pens, mugs, etc.
IFPA
Independent Free Papers of America
Cribb Greene
Eric Roberts
5400 Grays Ave.
Decker Direct
Gary Rudy, Executive Director
107 Hemlock Drive
Rio Grande, NJ 08242
Phone: 800-441-IFPA
Fax: 609-889-8359
gary@ifpa.com
www.ifpa.com
JB Multimedia, Inc.
Display your publication online
with an interactive digital edition.
Robert Durso
P.O. Box 704
N.Bellmore, NY 11710
Phone / Fax: 888-592-3212
info@jbmultimedia.net
www.jbmultimedia.net
Kidsville News!
Produces monthly educational
newspaper for children K-6th grade,
teachers and parents. Currently
published in 24 states.
Bill Bowman
PO Box 53790
Fayetteville, NC 28305
Phone: 910-222-6200
Fax: 910-222-6199
bbowman@kidsvillenews.com
www.kidsvillenews.com
LaserLink Rubber Stamps & Signs
Increase your profits by offering rubber
stamps and engraved signs to your customers.
Call for a FREE Sales Kit.
Mark Donahue
6418 Route 96
Victor, NY 14564
Phone: 800-226-7754
Fax: 800-230-8552
orders@laserlinkstamps.com
www.laserlinkstamps.com
MediaBids.com
The newspaper and magazine advertising
marketplace.
June Peterson
448 Main St.
Winsted, CT 06098
Phone: 860-379-9602
Fax: 860-379-9617
info@mediabids.com
www.mediabids.com
Member Service Group
Comprehensive package of payment system
solutions, including credit & debit card
processing, NSF check recovery and electronic
check conversion.
Paul Huntley
10555 New York Ave., Suite 101
Urbandale, IA 50322
...We Say Thank You for Their Support!
Phone: 888-697-8831
Fax: 515-334-7461
paulhuntley@membergroup.com
www.membergroup.com
Metro Creative Graphics, Inc.
The largest and most comprehensive ad building,
revenue generating, art and advertising service.
Available online at MetroCreativeConnection.
Gwen Tomaselli
519 Eighth Avenue
New York, NY 10018
Phone: 800-223-1600
Fax: 212-967-4602
gtomaselli@metro-email.com
www.metrocreativegraphics.com
MultiAd
Providing virtually everything needed to create
and sell retail, classified and co-op advertising.
The industry’s largest selection of art, ads,
photographs and more.
Mary Armstrong, Sales Support
Representative
1720 West Detweiller Drive
Peoria, IL 61615
Phone: 800-245-9278 ext. 5324
Fax: 309-690-5989
sales_builder@multiad.com
www.multiad.com
NAPS
North American Precis Syndicate, Inc.
Nationwide distributor of free, noncopyrighted features (health & fitness,
home improvement, car care, bridal, holidays,
etc.) to newspaper editors.
Gary Lipton
415 Madison Avenue, 12th Floor
New York NY 10017
Phone: 212-309-0107
Fax: 800-440-4329
glipton@napsnet.com
www.napsnet.com
Penny Lane Promotional Products
An advertising specialty service with over
300,000 products available to display your
company logo, brand name clothing
embroidered or screened.
Barb or Jamie
1471 Rt. 15
Avon, NY 14414
Phone: 800-836-3652
www.plpp.info
PennySaverUSA.com
Trumbull Printing
Provides free classified websites to weekly
newspapers & shopper publications.
A full service commercial printer with
complete pre-press, binding, mailing,
inserting and shipping capabilities.
Specializing in newspapers, publications,
shoppers, catalogs, magazines, directories,
coupon books, college course catalogs,
business and financial periodicals, free-
Loren Dalton, President
11311 White Rock Rd.
Rancho Cordova, CA 95742
Phone: 916-636-1380
Fax: 916-636-1301
ldalton@pennysaverusa.com
www.pennysaverusa.com
SMC - Saturation Mailers Coalition
SMC represents saturation mailers, including
free papers, shared mailers, and coupon
envelope mailers, that share a common
interest in maintaining fair and reasonable
postal rates and regulations.
Donna Hanbery, Executive Director
33 South 6th Street, Suite 4040
Minneapolis, MN 55402
Phone: 612-340-9350
Fax: 612-340-9446
hanbery@hnclaw.com
– NEWSLETTER –
Published for the benefit of our members.
Volume 35 Number 1 Winter 2012
Publisher/Executive Director
Dan Holmes
dholmes@fcpny.com
President
A 30+year old systems integrator that serves
the newspaper business worldwide. Offers
newspaper systems for the following prepress areas: ad order entry and accounting,
ad dummying and pagination, production and
workflow management, editorial and much
more. Specializes in software development,
systems engineering and integration,
technical support and training.
Steve Harrison
SRDS Standard Rate & Data Service
Connects publishers with media decision
makers all day, everyday. SRDS.com has
powerful functionality to help buyers select
markets and newspapers in which to place
their advertising dollars.
Gustave C. Semon
205 Spring Hill Rd. Trumbull, CT 06611
Phone: 203-261-2548
Fax: 203-261-8310
gsemon@trumbullprinting.com
www.trumbullprinting.com
Software Consulting Services, LLC
Phil Curtolo
630 Selvaggio Drive - Suite 420
Nazareth, PA 18064
Phone: 610-746-7700
Fax: 610-746-7900
phil@newspapersystems.com
www.newspapersystems.com
standing inserts and advertising supplements.
Contact us for a free quote.
Managing Editor/
Marketing Director
Erika Perez
eperez@fcpny.com
Graphic Design & Layout
Advertising, Editorial
& Production
FCPNY
PO Box 11279
Syracuse, NY 13218
Toll Free: 877-275-2726
Fax: 315-472-5919
www.fcpny.com
FCPNY is not liable for errors appearing in
advertisements beyond the cost of the space
occupied by the error, and notification must be
made in writing within 10 days of publishing.
The right is reserved by FCPNY to edit, reject or
cut any copy without notice.
NO CASH REFUNDS.
The opinions of the individual contributors or
correspondents do not necessarily reflect those
of the publication or its management.
FCPNY may include material produced under
copyrighted or syndicated ad service. Permission of the publisher must be obtained before
copying any of the material from any issue of
the FCPNY Newsletter.
Trish Delaurier
1700 Higgins Rd., DesPlaines, IL 60018
Phone: 386-760-1035
Fax: 847-375-5374
tdela@srds.com
www.srds.com
Winter 2 0 1 2
17
Industry News
Genesee Valley Acquires
the Webster Pennysaver
Members:
Steve Harrison, president and publisher of the Genesee Valley Penny Saver (GVPS), is pleased to announce the acquisition
of the Webster Pennysaver. The paper began publishing in 1946 by the Mayo’s, and was acquired by Lorene and Lee Flora
in 1955. Serving Webster, Ontario and Walworth, the circulation has steadily grown to 20,000. Another one of the success
stories in our industry, the Webster Pennysaver had modest beginnings and involved a lot of manual labor. Geoffrey and Jill
Mohr have been the principal owners since 1990. They are looking forward to enjoying retirement, and spending time with
their kids and grandchildren. Coverage began with the Webster-Ontario edition of the Genesee Valley Penny Saver on
Jan. 8, 2012. This will bring total circulation for GVPS to over 173,000 weekly.
Do you have a news item
about someone or something within your organization that you would like
included in our quarterly
association newsletter?
Pass it along to Erika at
eperez@fcpny.com!
Payment Processing For You
WE TAKE A PERSONAL APPROACH.
Merchant Cards
At MSG Payment Systems, we believe having a fast, secure
and low cost merchant account shouldn’t come at the sacrifice of
reliable customer service. Creating a customer-focused culture is
a central element of providing retail, PC and web-based payment
processing to our merchants. We strive to offer the total customer
experience with reliable service, innovative payment technology
and competitive pricing that can help you manage your payment
systems while keeping your processing fees to a minimum.
eCommerce Payments
Check & ACH Transactions
Recurring Payments
Merchant Cash Advance
Remote Deposit Capture
Have you reviewed your credit card processing
program in the last 12 months? We can help!
Call today and request a free analysis of your account. Contact
MSG Payment Systems at (888) 697-8831.
18
www.fcpny.com
MSG PAYMENT SYSTEMS
www.msgpaymentsystems.com
Legislative Update
by Mara B. Ginsberg, Esq. Principal, Hinman Straub, PC
Normally at this time of year, the governor and the legislature, while gearing up
for session in January, are not engaged
in legislative activities. The 2012 legislative session began on Wednesday, Jan. 4,
2012, with the governor’s State of the State
address.The last day for the governor to
submit the 2012-2013 Executive Budget
to the Legislature was Tuesday, Jan. 17.
However, even before the Jan. 4, 2012,
legislative session commenced, and before Governor Cuomo even completes one full year of his term of office, the
Legislature held a special session and reached unprecedented agreements
with the governor. Bills passed both houses nearly unanimously. See below
for an outline of the personal income tax changes, as well as revisions to the
controversial Metropolitan Transportation Authority (MTA) payroll tax.
The measure to reform the state’s tax code will raise taxes on wealthy New
Yorkers while providing a modest tax cut for middle-class New Yorkers.
Governor Cuomo said the plan is the antidote to an ailing national economy
and gridlock in Washington, D.C. The tax code revisions will increase state
revenue for the next three years, eliminating the current fiscal year deficit
and reducing the projected 2012-2013 deficit in half by about $1.6 billion.
By reducing what was predicted to be a $3.5 billion deficit, these actions are
expected to ease the process of negotiating the 2012-2013 spending plan.
The governor has said that he expects no new taxes or fees in his spending
plan for next year.
Personal Income Tax Rate Revisions
• Make revisions to the personal income tax rates for the tax years
2011 through 2014:
Annual Income Range
Current Tax Rate
2012-2014 Tax Rate
$40,000 - $150,000
6.85%
6.45%
$150,000 - $300,000
6.85%
6.65%
$300,000 - $2 million
7.85% - 8.97%
6.85%
8.97%
8.82%
Over $2 million
• Direct the Commissioner of Taxation to index the tax rates and the
standard deduction to inflation through a “cost-of-living adjustment”
in 2013 and 2014.
• Reduces the MTA payroll tax to 0.11% per $100 of payroll (from 0.34%)
for employers with a payroll between $1.25 million and $1.5 million
annually.
• Reduces the MTA payroll tax to 0.23% (from 0.34%) for employers with
a payroll between $1.5 million and $1.75 million annually.
• Exempts from the payment of the MTA payroll tax “any eligible
educational institution,” which is defined as:
- any public school district
- BOCES
- a public elementary or secondary school
- a school approved pursuant to Education Law Article 85 or 89
to serve students of school age with disabilities; and
- a nonpublic elementary or secondary school that provides
instruction in grade one or above.
Additionally, regarding the MTA, there is now a prohibition from the diversion of funds from the MTA or any of its subsidiaries to the state’s general
fund unless the governor declares a fiscal emergency and communicates
such emergency to the legislative leaders, and a statute is enacted into law
authorizing such diversion.
New Legislators
Seven vacant State Assembly seats were filled at the Sept. 13, 2011, primary
election and Nov. 8, 2011, general election. The Assembly Democrats retain
their 99-51 majority in that house. Three Assembly members were elected
to other offices this past Election Day, meaning that another round of special
elections are likely next March or April.
The new members of the Assembly are:
Phil Goldfeder, 23rd Assembly District (D, WF, I) – Democrat Phil
Goldfeder was elected to succeed former Assemblymember Audrey Pheffer.
He was previously a member of Senator Chuck Schumer’s staff as director of
intergovernmental affairs. He also worked for Mayor Michael Bloomberg as
a representative for Queens. The 23rd A.D. includes Ozone Park, Lindenwood,
Howard Beach, Broad Channel and the Rockaways in Queens.
Michael Simanowitz, 27th Assembly District (D, WF, I) – Democrat
Michael Simanowitz was elected to succeed longtime Assemblymember Nettie Mayersohn. Simanowitz served as Mayersohn’s chief of staff for almost
15 years. He has been a Democratic district leader in the area for almost 10
years and is involved with numerous local civic organizations. He was previously a planner and community liaison at New York City Housing Preservation
and Development. The 27th A.D. includes part of Flushing in Queens.
The current “high earner surcharge” expired as scheduled on Dec. 31, 2011.
Rafael Espinal, 54th Assembly District (D, C) – Democrat Rafael
MTA Payroll Tax Revisions
• Permanently repeal the MTA payroll tax for employers with a payroll
under $1.25 million annually.
Espinal was elected to succeed Democrat Darryl Towns, who was appointed
by Governor Cuomo as commissioner and CEO of the state’s Homes and
Community Renewal. Espinal is a lifelong Brooklyn resident and the child of
Continued on page 21
Winter 2 0 1 2
19
Generously sponsored by:
Who will you nominate for...
Deadline: Friday, February 17, 2012
CASH
PRIZES!
S
SINCE
1993, we have honored over 80 Top Sales Achievers and are
in our 1 9th year of recognizing outstanding Sales Professionals.
Recognize your sales talent in three categories!
Your salespeople can either be NOMINATED
BY THEIR MANAGER or can NOMINATE
THEMSELVES for these achievement awards.
3
For SELF NOMINATIONS, submissions must receive
MANAGER’S review and permission to be entered
for consideration in any one of the three categories.
Nominations will be restricted to no more than 500
words and should speak to the following criteria:
1
$300
CASH
PRIZE!
2
$300
CASH
PRIZE!
Sales Professional of the Year – Inside Sales
Winner receives a commemorative plaque, as well as a
$300 cash prize! Minimum of two years sales experience
with your company.
• Attitude
• Prospecting New Business
• Knowledge of Product and Competition
• Customer Service
• Sales and Communication Skills
• Overall Sales Performance and Achievements
(please provide performance-to-goal percentages)
• Making the Most of the Changing Business Environment
Sales Professional of the Year - Outside Sales
Winner receives a commemorative plaque, as well as a
$300 cash prize! Minimum of two years sales experience
with your company.
• Attitude
• Knowledge of Product and Competition
• Overall Sales Performance and Achievements
• Making the Most of the Changing Business Environment
• Community Involvement
• New Product Participation
Rookie of the Year
Winner receives a commemorative plaque, as well as
a $50 cash prize! Less than two years sales experience
with your company.
• How Have you Quickly Grasped Knowledge of the
Community Paper Industry?
• Attitude
CASH
PRIZE!
• Overall Sales Performance
$50
IMPORTANT - PLEASE NOTE:
All nominations prepared by the nominee’s manager must
be no more than 500 words. All nominations prepared by
the nominee themselves must be no more than 500 words,
and must be approved and submitted by the nominee’s
manager. We request that managers please include a 50word paragraph about the nominee. This will be used during
the Gala Awards Dinner on Sunday, March 18, 2011, at the
FCPNY Super Conference where we will recognize all of
the nominees.
We strongly encourage you to send your nominees to the
conference and the Gala Awards Dinner so they can experience their recognition in front of their peers. There is no limit
to the number of nominees per publication. To register for
the Super Conference, visit our website at www.fcpny.com
E-mail your nomination(s) to Erika Perez,
FCPNY marketing director, at
eperez@fcpny.com. We will need the
nominee’s name, position and publication.
5 4 3 2 1 0 1 2 3 4 5 6
20
www.fcpny.com
Legislative Update
Continued from page 19
Dominican immigrants. He previously worked as a community liaison for New
York City Councilman Erik Martin Dilan. The 54th Assembly District includes
Bushwick, Cypress Hills, City Line, East New York and parts of BedfordStuyvesant.
Dan Quart, 73rd Assembly District (D, WF) – Democrat Dan Quart was
elected to succeed Democrat Jonathan Bing, who stepped down to join the
Cuomo administration. Quart is a lawyer and served on Community Board 8
for eight years. His priorities include education, transportation, health care
and housing. The district includes Manhattan’s Upper East Side, Midtown
East, Turtle Bay and Sutton Place.
Anthony Brindisi, 116th Assembly District (D, WF, I) – Democrat
Anthony Brindisi was elected to succeed Democrat RoAnn Destito, who
joined the Cuomo administration as commissioner of general services. A
former Utica School Board Member, he is a partner in the Utica-based firm
Brindisi, Murad, Brindisi, Pearlman, Julian & Pertz, LLP, where he practices
personal injury law. The district includes the cities of Utica and Rome, and
the towns of Floyd, Marcy and Whitestown.
activist who once served as chief of staff for the Erie County Legislature. He
has been a housing advocate before government agencies for much of his
career. The district includes part of Buffalo and all of Grand Island.
Raymond Walter, 148th Assembly District (R, I, C) – Republican
Raymond Walter was elected to succeed Republican Jim Hayes, who resigned to take a private sector position. Walter is an attorney with Magavern
Magavern Grimm LLP, specializing in elder law. His priorities include reducing
unfunded state mandates and supporting the UB 2020 expansion plans. The
district includes the towns of Amherst and Pendleton, and the Martinsville
section of North Tonawanda comprises the 148th district.
The Assembly members who were expected to resign at the end of 2011 to
take other positions are Michael Spano (D-Yonkers), Marc Molinaro (R-Red
Hook) and Mark Schoeder (D-Buffalo).
Sean Ryan, 144th Assembly District (D, WF) – Democrat Sean Ryan
was elected to succeed Democrat Sam Hoyt, who joined the Cuomo administration to work on economic development. Ryan is an attorney and Democratic
As you review the list of new legislators, as always, let Dan Holmes and me
know if you have a personal relationship with any of these members. As we
learn of the legislative committee assignments, we will meet with existing
and new members to educate them about our papers and our businesses, as
well as to promote our issues and raise concerns. Your help is encouraged
and appreciated on the local level because “all politics is local.”
2B?+;A;TCH?+;E?LM
Genesee Valley Publications
2010 - 2011
BRIDAL
PLANNER
Area
Caterers
t4QFDJBMJ[JOHJOwYw
t'BTU5VSOBSPVOE
Beautiful
Wedding
Locales
Gorgeous
Jewelry
Chemicals
Filters
Presented By
Official Game Prog
Pumps
ram $2.00
Heaters
Stylish
Gowns
Tasty Cakes
Tie the
Knot
Your
Own Way
Expressive
Flowers
Lights &
Niches
VS.
Artistic
Photography
2011
Tuxedos,
Limos,
and more!
TH UR SD AY, DE
CEM BE R 23 , 20
10
BLU E CR OS S AR
EN A
For Your
Special Publications
s
Boards & Rail
Misc.
www.li
vingst
oncoun
tycham
ber.com
A Pu
Genesee blication of the
Valley
Penny
www.
Saver
gvpenn
ysaver.
com
Northern
Supply, Inc.
© Rejoice Designs & Photography
Since 1948
Product
og
tallo
Cata
LIVIN
BUSINGSTON COUN
ESS D
TY
2011 IRECTORY
/2012
Winter 2 0 1 2
3PVUFt"WPO/:
585-226-8111
&NBJMQMQ!HWQFOOZTBWFSDPN
QFOOZMBOFQSJOUJOHDPN
21
PDF Properties...Grrrr
How you make them really does matter when it comes to printing
No problem, gang. Glad to help. That’s what
you pay me for.
Kevin Slimp
Then on to New England ...
Institute of
Newspaper Technology
kevin@kevinslimp.com
I spent my weekend with two clients. The first
was a 60,000 circulation newspaper in North
Carolina. The second was a large shopper in New
England.
As I’ve written before, I never know what I’m
going to run into when I visit a newspaper. In
North Carolina, my assignment was to observe
the operation and make suggestions to improve
the production workflow. Simple enough.
In New England, I was asked to train the staff
as they began the conversion from QuarkXpress
to InDesign. Again, simple enough.
However, as is often the case, my initial assignment turned out, in both instances, to morph
into other areas.
“We had this problem with our new
printer this week ...”
Back to North Carolina. I met with the entire
staff, visited each person individually and made
recommendations where appropriate. After
lunch, I learned that there had been an issue with
one of the pages when plates were being made at
the new printer.
This was the first issue printed with the new
printer. Changing printers was a wise decision,
by the way. The print quality was significantly
better. Photos looked almost magazine quality,
compared to photos in previous issues.
There was one problem, however. After receiving all the files and running the pages through
the raster image processor (RIP), which converts
Those CID fonts. They’re killers to RIPS. Printers
often mistake errors in pages to other sources
when often it’s one or more CID fonts in a PDF ¿le.
22
www.fcpny.com
“PDF Producer,” lets you know this PDF ¿le was
exported using Adobe PDF Library. That means
the creator exported it from InDesign, Illustrator
or Photoshop. In this case, InDesign.
the files when creating the plates, one page kept
“kicking out.” There was an error on the page
which would not allow it to go through the RIP.
In the evening, after deadline, the designer
went back to the page to see where the problem
was. After some time, he realized it was with a
font. He finally changed the font to something
else, sent the file back to the printer, and it made
its way through the RIP.
His question to me was, “Why did this happen? We’ve never had this problem before. Ever.”
If you’ve been reading my columns very long,
you’ve probably seen something I’ve written
about the importance of creating PDF files the
right way. When you don’t, problems happen.
In the case of the North Carolina newspaper,
the new printer had instructed the paper to export their PDF files from InDesign using a preset
that worked “perfectly with their system.”
Well, perfectly when the pages actually print.
For years, the newspaper had created their
PDF files using Acrobat Distiller, with never a
problem. Suddenly, in their first effort using the
new system, there was a problem.
Normally, I’d just suggest that the designer
ignore the instructions from the printer and create the files the way he always had. However, the
preset provided created invisible lines that were
used to place the pages together before going
through the RIP.
We looked closely at the files that were created
using the printer’s settings and attempted to create a preset in InDesign, via Distiller, that would
create the same lines. When we thought we had it
right, we called the printer, sent a couple of files
and received word that the files printed perfectly.
And, as is usually the case, the PDF files were
approximately one-third the size of the files that
were exported from InDesign.
So after a day of training the staff of the New
England shopper, some questions were posed
about creating PDF files.
The printer, who had two representatives
at the training, instructed the group that they
should export the PDF files using a preset they
would provide.
Joe, my contact at the paper, asked if this was
the best way to create the PDF. When I answered
negatively, the printer asked what kind of issues
come up in PDF files that are exported. When I
started describing problems that could arise, he
said, “We’ve been experiencing those from several of our customers.”
I stayed around an extra couple of hours
and talked with a couple of the folks from the
shopper and a representative from the press. We
installed PDF printer drivers and created InDesign printing presets (not to be confused with
export presets) on each of the ten machines, new
iMacs, then set up Distiller to receive the files via
“Watched Folders” and make the PDFs.
When done, the process of making PDFs was
as fast as it would have been exporting the files,
the files were less than half the size they would
be if exported and I had a very happy printer on
my hands.
“I think this is exactly what we’ve been looking
for,” he told me before I headed out to dinner
with the bosses.
At dinner that night, Joe, who hired me to come
to New England, said, “You know, that last hour
you spent with us fixing our PDF problems was
worth every penny we spent to get you up here.”
No problem, Joe. That’s what I do.
Coming Soon to a City Near You
Grand Rapids, Michigan. . . . . . . . . . .MPA
January 27-28
Des Moines, Iowa . . . . . . . . . . . . . . . INA
February 3
Nashville, Tennessee . . . . . . . TPA
February 8-10
Denver, Colorado . . . . . . . . CPA
February 24-25
Hershey, PA . . . .MACPA
March 9
Houston, TX . . . . TCNA
March 23
kevin@kevinslimp.com
Invite Kevin to your next conference or training event!
SALES 101 presented by your FCPNY Sales Management Division
101
Each month, this special section features articles written by your fellow FCPNY sales
managers and publishers, as well as relevant items of interest from sales trainers, authors
and contributors. We expect that you will find these articles informative and timely, and
we encourage you to share them with your sales staff when you feel it is appropriate.
If you are a sales manager and would like to be involved with the FCPNY Sales Management
Division Board, or if there is a particular topic that you would like to see addressed in future
editions, please e-mail your request to Erika Perez at eperez@fcpny.com.
Meg Bourdette
RW Publications
Colleen Farley
Genesee Valley
Publications
SECRETARY
Gary Hill
Scarlette Merfeld
Lake Country
Denton Publications
Pennysaver
1st VICE PRESIDENT
Getting my feet wet...
Well, it has been a year and a half since I became the general
manager for three weekly publications at the ripe old age of
24. I’ve had a lot to wrap my brain around, and there is still
a lot left I have to learn. I want to share a few challenges that
I have experienced. As you all know, there is never a dull moment in the newspaper business.
One of the challenges that I’ve faced in my new position is
managing a staff of which I was once a part. At first, I found it
difficult to be authoritative with people to whom I became so
close as co-workers and friends. It was suggested to me that I
was being too nice and that my authority was not being taken
seriously. I came to the realization that if I didn’t get control
of the situation, it would create a snowball effect, and I wouldn’t
be respected or followed as their manager.
Some may say I have an open/relaxed style of management. I
have found that by being open-minded to the staff’s ideas and
letting them run with those ideas, it has helped me to regain
their respect. I trust them to do their jobs and be creative
in coming up with new ways to generate revenue for their
Winter 2 0 1 2
Peggy Samere
Scotsman
Community Papers
Kelly Schecter
Dansville-Wayland
Pennysaver
Bridgette Stewart
The Hi-Lites/
Seneca County
Shopper
Written by Ashley A. Alexander
Northern General Manager | Denton Publications
publications. They know that I support them and will do anything to help them be successful. In return, they know what
is expected of them, and if they do not meet or exceed those
expectations, there will be consequences.
Something else I had difficulty with was the turnover in staff.
People who were my friends were leaving and, in a way, I felt
betrayed. But I realized that for every person who came and
went, someone new was ready and willing to start. You may
have to kiss a few frogs to find the right fit. I am very happy
with the staff I have now. They are all hard-working and positive people. You have to be happy to sell.
Every day is a learning experience for me in the management
world of the newspaper business. I am fortunate enough to
be surrounded by people who have a wealth of knowledge in
this industry, and if I can demonstrate to those with whom and
for whom I work that learning in this business is a lifelong
process, I believe it will serve as a solid foundation on which
to build a strong publishing organization.
23
So What?
Written by Brian Gay
“We are what we repeatedly do. Excellence, then, is not an
act, but a habit.” …Aristotle
they read it—then we now can really answer the question
(25,000 x .98 = 24,500; 24,500 x .78 = 19,110).
So What?
Of those 19,110 homes that read the paper, 21% (or 4,013)
are going to buy a new or used car or truck in the next 12
months.
Two of the most important words to a salesperson are “So
what?” Of all the things we can say, why those two words?
A typical advertising salesperson will say things like:
“We have a circulation of 25,000.”
“We have the best graphic artist on our staff.”
“We have been around since 1965.”
“We carry all the major food stores.”
What is the response to all of these statements? You
guessed it: “So what?” Salespeople are really good at listing all the features about their paper, but they do not do so
well in converting the feature into a benefit. If a salesperson
is calling on a hardware store and they see a lot of new
lawn mowers, the conversation should go something like
this: “Mr. Jones, I see you have several new lawn mowers in your inventory. Do you know the XYZ paper goes
to 25,000 homes each week? What this means to you is
that every home in your market gets a copy of our paper,
and your ad will go to all of your customers and potential
customers. Our paper reaches the very homes you need to
reach—the ones that need a new lawn mower.”
The salesperson just took a dull statement about a circulation of 25,000 and answered the question “So what?”
The salesperson turned the feature into a benefit that was
relevant to the owner of the hardware store.
As salespeople, we feel comfortable talking about our
papers and using terms that mean something to us. These
same terms mean very little to your customer. A readership
score on your audit of 78% means nothing to an advertiser. However, when you say that 98% of the homes in the
market receive the paper and, of those homes, 78% read the
paper, that means that three out of four homes in the market
will be exposed to the customer’s advertising message.
There is no other advertising medium that can come close
to that type of coverage and market penetration.
Selling by the numbers is an expansion of answering
“So what?” Many papers have done readership studies to
find out what the readers will be buying over the next 12
months. To say that 21% of the homes to which we deliver
are going to buy a used or new car or truck in the next 12
months does not mean much to the auto dealer. But if your
paper’s circulation is 25,000—and 98% of the market say
they receive it, and 78% of the homes that receive it say
24
www.fcpny.com
“Mr. Auto Dealer, would you agree that roughly 25% will
be new cars? The National Auto Dealers Association estimates that the average price of a new car is $26,300. Would
you agree that the average price of a used car is $9,000?”
If he disagrees, use the numbers he gives you. If he agrees,
1,003 (.25 x 4,013) new cars will be purchased for over
$26 million (1,003 x $26,300), and over $27 million (.75
x 4,013 = 3,009 x $9,000) will be spent on used cars. “Mr.
Auto Dealer, our readers are going to be spending over $53
million for autos and trucks. These are just the buyers who
said they were going to buy. Shouldn’t your advertising be
in the paper that can get your message to the people who
are going to buy?”
I once went through a training exercise where we did roleplaying. Whenever the person representing the salesperson
would state a feature and not follow up with the benefit,
the entire class would yell out, “So what?” Even today, that
phrase is still with me whenever I make a sales call. Never
talk about a feature of your paper without answering the
question “So what?” Remember … you are only talking
about your paper unless you are answering the question
“So what?” Once you do that, you are selling.
Action Steps
• Make a list of all the features
about your paper.
• Now turn each feature into a benefit.
• Practice, practice and practice some more.
• Mentally ask “So what?” as you give
your presentation.
• Enjoy your selling success.
Don’t Take Your
Customers for Granted
I called on an auto dealer recently, and he commented on
how glad he was to see me in person and on a regular basis.
That got me thinking about how our business has changed
over the last 10 years with e-mails, websites, texting, blogs,
QR codes, etc. Where does it end?
Trying to stay on top of the technology wave is difficult.
Because all of us are forced to use so many communication
devices in our day-to-day activities, we have evolved into
different salespeople than we were a decade ago. It is easy
to let three or four weeks go by with contact only by phone,
Touching All the Bases
Burt is a real estate agent who told me about a call he
received from a telemarketer. “It was a company that was
selling advertising in some kind of print and online directory,” he said. “A minute or so into her spiel, she asked
if I wanted to hear the ad copy they had prepared for my
listing. That really took me by surprise because I had never
talked to anyone at that company before. To be honest, I
had never heard of them.
“As far as I remember, the copy went something like this:
‘In today’s ever-changing real estate market, you want a
representative who will keep your best interests at heart.
Burt understands the intricacies of buying and selling. From
his first day in the real estate business, he has been focused
on customer service. And over the years, he has developed
a strong network of contacts in the banking, construction
and relocation industries. Whether you’re interested in buying or selling, Burt is the right person to help with your real
estate needs. Customer service is his number one goal.’”
“Ridiculous, isn’t it?” he said with a laugh. “Now, I’m not
blaming the lady who called me because she was just doing
her job. But it was obvious that her company uses generic
ego copy to try to close sales in short phone calls. They
probably have one template for real estate, one for dentists,
one for attorneys and so on.”
“How in the world can anybody create effective advertising without learning something about the advertiser?” Burt
asked. “It was obvious that they were skipping a step in the
process.”
That telemarketing call reminds me of an old baseball
story. Jake Beckley, who played for the Cincinnati Reds
Winter 2 0 1 2
101
Written by Gary Hill,
Sales Manager | Lake Country Pennysaver
e-mail or texting. One thing that hasn’t changed, however,
is the value of our customers; and it is important to let them
know how much they mean to our publications. I think that
the best way to do this is via face-to-face interaction.
Plan on walking in the door regularly. You don’t always
have to try and sell your customers something. Just let them
know that you are there to help them and that you appreciate
their business. The message? Don’t take your customers for
granted.
By John Foust | Raleigh, NC
in the early 1900s, was running from second to third when
he noticed that the home plate umpire’s back was turned.
Not one to miss an opportunity, Beckley skipped third base
altogether—missing the bag by 15 feet—and sprinted to
home plate. He was emphatically called out, and when he
complained, the ump replied, “You got here too quick.”
Like Jake Beckley, Burt’s telemarketer tried to skip a
step—and was called out at the plate.
Spec advertising can play a valuable role in the sales process, as long as it is based on relevant information about the
advertiser. “I have bought spec ads before,” Burt explained.
“One thing that set those ads apart was that the people who
created them learned something about my business before
they presented ideas. They studied my previous advertising,
and they asked questions to learn what sets me apart from
my competitors. That put them in position to create ads that
weren’t generic, boilerplate ramblings like I heard from that
telemarketer.”
Burt wants his marketing to stand out, not blend in. And I
think it’s safe to say that the advertisers in your hometown
want the same thing.
It all starts with knowledge. That’s one step that is too
important to skip.
© 2011 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.
25
Board of Directors
FCPNY is one of the oldest and largest state organizations of free circulation papers.
Over the past several years, we have grown to be one of the most active. The members
of our board of directors have donated countless hours to our association, and we take
Travel
Reimbursement
A member benefit
you can’t afford not to use!
Reminder!
Transportation Reimbursement
this opportunity to say “thank you” to:
for National Conferences
PRESIDENT
Steve Harrison*
Genesee Valley
Penny Saver, Avon
1ST VICE PRESIDENT
Randy Shepard*
County Shopper, Delhi
2ND VICE PRESIDENT
Tom Cuskey*
Scotsman Community
Papers, Syracuse
TREASURER
Karen Sawicz*
Lake Country
Pennysaver, Albion
Get up
to$250!
The FCPNY Board of Directors has voted
to continue the policy of reimbursing
member transportation to your choice
of either one of the National Association
conventions in 2012.
Dan Alexander
Denton Publications,
Elizabethtown
Carla Chase
Yorktown Pennysaver,
Yorktown Heights
Mark Coyle
Fredonia Pennysaver,
Fredonia
Bridgette Stewart
The Hi-Lites,
Watkins Glen
FCPNY will reimburse up to $250 for any mode
of transportation per membership per year. You
can use this benefit for:
2012 AFCP Conference at The Sheraton Atlanta
Hotel in Atlanta, Ga., on April 19-21, 2012.
www.afcp.org
2012 IFPA Conference at the New Orleans Marriot
on September 20-23, 2012. www.ifpa.com
Denny Guastaferro
Metro Group, Inc.
Buffalo
Christine Kennedy
Warsaw Penny Saver,
Perry Shopper, Perry
Robert Rozeski
RW Publications,
Orchard Park
Kelly Schecter
Dansville-Wayland
Pennysaver
At-Large Directors
Debbie Schneider
Queens Pennysaver,
Queens
Richard Snyder
Snyder
Communications,
Norwich
*Also officers and directors of CPAN
26
www.fcpny.com
David Grayson
LeRoy Pennysaver,
LeRoy
There are three ways to submit your receipt:
1. Fax: 315-472-5919
2. E-mail: dholmes@fcpny.com or eperez@fcpny.com
3. Mail: FCPNY, PO Box 11279, Syracuse, N.Y. 13218
This is our way of expanding the educational
opportunities that we can provide to you, and we
encourage you to take advantage of what these
national conferences provide.
Colleen Farley
Genesee Valley
Publications
Sell Smarter!
™
450 Types of Local
Account Intelligence
10 Ways to Prospect
for New Business
Diagnosis Call™
Interview+Analysis
Consultative sales and marketing
intelligence for maximizing revenue
from your local-direct advertisers and
online media products.
25-30 new sales leads in every
edition of New This Week-featuring
limited-time opportunities your
accounts need to advertise now.
An interview-based sales call that
provides a powerful analysis of your
advertiser’s needs, opportunities and
the most effective way to sell them.
Prospect
Diagnose
Target
Finance
Present
Strategic Local Ad Sales...Simplified!
AdMall.com | 877-4-ADMALL
Winter 2 0 1 2
27
We know you’re taking the road less
traveled and the journey can be rough.
LET US HELP YOU
GET THERE
Your Partner in Publishing and
Overcoming Obstacles
Need printing, inserting, binding and
mailing for your publication? We’ve
got it all and much more... We can even
help with your direct mail campaign
by providing accurate saturation or
criteria based mailing lists. At Bartash,
we don’t just provide the service we help you reach your goals.
We offer Smart Publishers:
- The finest Newspaper, Niche Publication
and Magazine manufacturing available
- Comprehensive Subscription and
Circulation Management services
- Opportunities to Grow Your Business
with bartash:ROI
- Creo InSite™ Web Based Soft Proofing
- Internet Publishing with bartash:eDITIONS™
- Smart Phone App Development
- High Resolution, Bartash HD Printing (Fall 2011)
- Customized On-Site Training and
Strategic Needs Analysis
print media. digital media. endless possibilities
5400 Grays Avenue
Philadelphia, Pa. 19143
800.599.9792
bartash.com

Winter - FCPNY

Transcription

Similar documents

Summer - FCPNY

Winter - FCPNY

Advertising - Web Site Design, Web Site Development, Web Site

Carpe Salesem

Informer: The History of American Crime and Law Enforcement

Batch Production of Driving Distances and Times Using SAS® and

Welcome to the world of advertising! M 1

Johnny Cash Returns to `Stamping Ovation`

Bowler Pledge Form

Hackers gone wild! Spring Break in Oslo

PlentyOfFish`s self-service advertising platform (ads

Don`t buy school supplies at Staples!

Spring

Bombay Times Ad Rates

the program brochure

Rate Sheet 2014.indd - Paul Bunyan Communications

A Mobile Advertising Overview

papa-johns-gift-card-form copy

GONE BAD - Digital Citizens Alliance

CPA09 USA Pav Company 7

Pulseline

2016 MEDIA kIT - SRDS Media Planning Platform