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Focus on the Future, ANA 2014 Fall Convention ANA News The Arizona Newspapers Association is proud to present the schedule and speakers for the 2014 Annual Meeting and Convention, Sept. 1920, in Scottsdale. We’ve been planning a fantastic event that will feature industry speakers who’ll be bringing current “know-how” presentations for today’s newsrooms, sales and design departments. Additional highlights of the convention will feature the Annual Meeting and FOI Awards Luncheon. During the luncheon the next incoming president for the association will be introduced. Friday’s luncheon is presented in part by Valley of the Sun Society of Professional Journalists (SPJ) and Associated Press Media Editors (APME). A portion of the luncheon allotted to awarding the SPJ Silver Key Society Awards and the Phil Alvidrez Award for Excellence in Journalism. Saturday’s events end with the BNC Awards with a slide show presentation of all the winning entries.

Convention Speakers John Marling is a nationally recognized speaker with programs presented to newspaper and press associations and more than 20 state newspaper associations. John has 13 years newspaper experience and has held positions as publisher of seven suburban newspapers. He also has held numerous other managerial positions in advertising, circulation and marketing. In 1985 Marling founded Pulse Research and has since conducted hundreds of onsite management planning sessions and trained thousands of sales people on effectively selling with research information.

Mark Scarp is a faculty associate (adjunct professor) at ASU’s Walter Cronkite School of Journalism and Mass Communication, where he teaches j o u r n a l i s m Convention speakers, see page 3

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You can easily register at http:/bit. ly/1sQEDz5, or see page 16 to print and send a faxable copy to 602-261-7525. Here’s a brief outline of the awards ceremonies for 2014. Advertising Awards Luncheon – September 19, noon. ANA Annual Meeting & FOI Awards Luncheon – September 20, noon. BNC Awards Reception – September 20, 5 p.m. – 7 p.m. This year’s convention will be held at the Chaparral Suites Scottsdale. 5001 N. Scottsdale Road, Scottsdale, AZ 85250. Call 1-800-528-1456 to make a reservation and ask for the ANA rate of $124. Cutoff date, Sept. 5th.

Robin Roberts, 2014 Cronkite Award Robin Roberts, the a wa rd - w i n n i n g anchor of “Good Morning America” on ABC News, will be the 2014 recipient of the Walter Cronkite Award for Excellence in JourRobin Roberts nalism, Arizona President, State University Pulse Research announced today. Photo: Jon Wason CC Roberts will accept the 31st annual award, given by the Walter Cronkite School of Journalism and Mass Communication, at a luncheon Roberts, continues on page 2

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ceremony Oct. 6 at the Sheraton Phoenix Downtown Hotel. “I’m truly humbled to join the list of remarkable journalists who have received the Walter Cronkite Award,” said Roberts. “I'm honored to be selected and look forward to spending time with the students at Arizona State University. I know we're all in great hands with this next generation of journalists.”

Good Morning Americas’ Robin Roberts waves to fans. Photo: Kevin Barron CC

Roberts was named co-anchor of “Good Morning America” in 2005, leading the broadcast to the top of the morning show ratings and three consecutive Emmy Awards for Outstanding Morning Program. With more than 20 years of broadcasting experience, she has conducted interviews with newsmakers that include President Barack Obama, Academy Award-winning actor Sidney Poitier and basketball legend Kareem Abdul-Jabbar. From 1990-2005, Roberts was a contributor to ESPN, serving as one of the network’s most versatile commentators. Her assignments included anchoring “SportsCenter” and contributing to “NFL Primetime.” She also served as a contributor to “Good Morning America” while working at ESPN. Page 2 | ANAgrams ■ August 2014

Recently, Roberts faced public battles with a rare bone marrow disorder called myelodysplastic syndrome in 2012 and breast cancer in 2007. For her courageous spirit, she has been recognized with awards and honors, including the Susan G. Komen Foundation, the Congressional Families Cancer Prevention Program, ESPN’s Arthur Ashe Courage Award at the ESPYS and the prestigious Peabody Award for “Robin’s Journey” in 2013. Roberts has reported on news around the globe, including a trip to Africa with former President Bill Clinton for a firsthand look at the AIDS crisis. She also played an important role in the coverage of the 2008 presidential election and Hurricane Katrina in 2005. A native of the Mississippi Gulf Coast, Roberts graduated with a communications degree from Southeastern Louisiana University in 1983. She was a standout performer on the women’s basketball team, ending her career as the school’s all-time leading scorer and rebounder. Roberts started her broadcasting career in college at WHMD/WFPR radio in Hammond, Louisiana, where she was the sports director. From there, she worked in sports broadcasting for television stations in Mississippi, Nashville, Tennessee, and Atlanta before joining ESPN. She is the recipient of numerous broadcast awards and is the author of two books, “Everybody's Got Something” and “From the Heart: Eight Rules to Live By.” “Robin Roberts’ outstanding contributions to our profession, and the great personal courage she has demonstrated, make her the perfect recipient for this year’s Cronkite Award,” said Cronkite School Dean Christopher Callahan. “We are excited for our students, alumni, supporters and friends to hear her inspirational story and celebrate her career.” For more information about the Cronkite Award Luncheon, please contact Cronkite Director of Development Liz Bernreuter at 602.496.9444 or liz.bernreuter@asu.edu

ANAgrams is a quarterly e-publication produced by the Arizona Newspapers Association 1001 N. Central Ave., Suite 670 Phoenix, AZ 85004-1947 (602) 261-7655 / office • (602) 261-7525 / fax www.ananews.com ANA Staff Paula Casey Executive Director / ext. 102 p.casey@ananews.com Julie O’Keefe Communications Manager / ext. 110 j.okeefe@ananews.com Sharon Schwartz Network Advertising Manager / ext. 108 s.schwartz@ananews.com Cindy Meaux Ad Placement Manager / ext. 112 c.meaux@ananews.com Liisa Straub Accounting Assistant / ext. 105 L.straub@ananews.com

The Arizona Newspapers Association (ANA) was established in 1930 and incorporated in 1956. It is the successor to the Arizona Press Association of 1905, and the Arizona Daily Newspaper Association of 1922. The Association is governed by an 11-member board of directors elected by the member newspapers. The ANA is a nonprofit trade association representing more than 115 A rizona newspapers.

ANA Board of Directors President Joni Brooks Publisher – The Yuma Sun 1st Vice President Don Rowley Publisher – Arizona Daily Sun 2nd Vice President Donovan M. Kramer, Jr. Co-Publisher – Casa Grande Dispatch 3rd Vice President Kit Atwell Executive VP – Western News&Info, Inc. Secretary / Treasurer Phil Vega Publisher – Sierra Vista Herald Chris Stegman VP Advertising – The Arizona Republic Bill Toops Publisher – Glendale Star/Peoria Times Manuel Coppola Publisher & Editor – The Nogales International Charlene Bisson Publisher – Sun City Independent, Sun City West Independent, Surprise Independent, Peoria Independent, Arrowhead Ranch Independent and Sun Life Magazine. Chase Rankin Publisher Arizona Daily Star Past President Pam Miller Publisher – Verde Independent/The Bugle

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ethics and diversity. He currently is communications manager of the Heard Museum in Phoenix. Mark worked as a full-time journalist for 24 years, having held various positions at the East Valley Tribune and its predecessor, the Scottsdale Progress. A member of the Valley of the Sun chapter board of the Society of Professional Journalists for 22 years, Mark has served six terms as president of the chapter. He also served from 1997 to 2003 on the SPJ national board of directors, representing Region 11 (Arizona, California, Hawaii and Nevada). As past president, Mark supervises several chapter programs for the professional and educational benefit of journalists. A recipient of the Arizona Newspapers Association’s Freedom of Information Award, he also represents the Valley of the Sun SPJ chapter on the board of directors of the First Amendment Coalition of Arizona. He served as coalition president from 2001 to 2005. Jim Hart. After more than 12 years working his way through the ranks to become Ad Director at a suburban Chicago daily newspaper, spent three more years as Ad Director in Dubuque, Iowa. This is where Jim discovered direct marketing and hasn’t been the same since. Moving on to the Arizona Republic, Jim launched their direct marketing efforts, oversaw the building of their database and built a solo mail sales di-

vision. During this time he was named the Arizona Direct Marketer of the Year by the Arizona Direct Marketing Association. Hart was hired by Astech Intermedia, the newspaper industries largest direct marketing vendor where he worked closely with dozens of newspapers in the US, Australia and England. This allowed him to see patterns where a set of tactics that worked great in one competitive situation, fizzled in another. Eight years ago Jim moved out on his own where he has been blessed with a steady flow of challenging projects. The past year has been spent creating the PandDNow Program, which now has over 50 newspaper clients. It’s not uncommon for the newspapers to triple their business in short order. Janet DeGeorge, President of Classified Executive Training & Consulting since 2001, first started her newspaper career as a classified sales rep and then Classified Manager at the San Jose Mercury News more than 20 years ago. She then headed to Southern California as a Recruitment Advertising Manager before moving to Arizona as the Classified Director of the Scottsdale and Mesa Tribune. She graduated from San Jose State with a degree in Advertising and has completed all course work towards a Masters of Science in Mass Communication.

DeGeorge is a former Vice resident of the Western Classified P Advertising Association, a key speaker at local, regional and national advertising conferences, and has had more than 75 articles published in classified trade publications over the past ten years.

Classified Executive Training & onsulting specializes in all classified C print and multi-media sales training including online, social media and mobile classified marketing, training both managers and sales staff, redesigns of print and online products, rate packaging and new business training to recover lost classified revenues in all classified categories. Brandon Quester is the founder and executive director of the Arizona Center for Investigative Reporting, a nonprofit news start-up that provides statewide original and collaborative accountability reporting in Arizona. Quester, an investigative and multmedia journalist, has reported on children living along the U.S. - Mexico border, U.S. soldiers serving in Kuwait and Iraq and various immigration reporting projects in Central America and the Caribbean. In addition to his work with AZCIR, Quester’s work has appeared in news organizations such as The New York Times, The Washington Post, The Center for Public Integrity and NBC News. A lot has happened to Kevin Slimp since his last visit to ANA four years ago. He has been invited to keynote the biggest newspaper conferences in the world since gaining attention during his involvement in the aftermath of the Times-Picayune mess in New Orleans. Often referred to as the “News Guru,” Kevin has spoken at conferences throughout North America this year Speakers, continues on page 4 August 2014 ■ ANAgrams | Page 3

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and is in high demand as a consultant to some of the biggest and smalles papers in the business. Kevin’s syndicated column can be found in more than 60 industry-related professional publications in the US, Canada, Europe, Asia and Australia. He spends much of this time researching and writing about trends in the industry. One of his columns, related errors in a “60 Minutes” episode concerning the newspaper business, was featured on the editorial pages of more than 1,000 American newspapers in 2013. Don’t miss the chance to hear the man Publisher’s Auxiliary called, “The most popular and effective speaker among newspaper publishers today.” Across Tennessee Magazine called Kevin “America’s Consumer Crusader” in 2013. No matter what you call him, you’re sure to gain a lot of insight and have a lot of fun listening to Kevin. Kristin Gilger is associate dean in charge of professional programs for the Walter Cronkite School of Journalism and Mass Communication at Arizona State University. She directs more than five dozen part-time faculty members, oversees the school’s growing professional programs and serves as a liaison to the news industry. Gilger was director of Student Media at ASU from 2002-2007, directing student publications. Under her leadership, Student Media won numerous top national awards Prior to coming to ASU, she spent 21 years in various reporting and editing roles at newspapers across the country, including deputy managing Page 4 | ANAgrams ■ August 2014

editor for news at The Arizona Republic, managing editor of the Salem (Ore.) Statesman Journal and served in several editing roles at the Times-Picayune. Gilger holds master’s and bachelor’s degrees in journalism from the University of Nebraska. David

Cullier

is associate professor and director of the University of Arizona School of Journalism, where he has taught public affairs reporting, law, computerassisted reporting, and access to public records for the past eight years. Before entering academia he was a newspaper reporter and editor in the Pacific Northwest. He is the immediate past president of the Society of Professional Journalists and is co-author of “The Art of Access: Strategies for Acquiring Public Records.” Lynn Ruby, Founder & CEO of Ruby Marketing Systems delivers dynamic interactive, informationpacked presentations designed to transform the way participants think about using social media to market their business. Her presentations engage, motivate and provide actionable information for entrepreneurs and small businesses who want to use the power of social media effectively, affordably and efficiently. Ruby brings extensive experience to her presentations. She has been an entrepreneur for more than six years with a 25 year background in corporate

marketing including real estate, law and accounting, retail, B2B, business development and training. Lynn is passionate about helping businesses learn how to use social media to super-charge their marketing results in a doable, affordable, repeatable step-by-stey system. Chris Stegman was named Vice President of Advertising at Republic Media in October of 2011. Over the course of his 10 years with Gannett, at Republic Media, he has held various Senior leadership positions within the advertising department. Prior to joining Gannett, Stegman served as The Vice President of Advertising for Clarity Media/The Examiner Newspaper Group in Denver Colorado, where he was responsible for local and National revenue within its three newspaper properties. He began his advertising career with Advo Incorporated (now Valassis) where he worked as an Account Executive and from their moved into Sales Management and eventually Sr. Sales Management. Jeff Cook was named Director of Digital Sales at Republic Media in July of this year. Prior to joining Gannett, Cook served as Digital Sales Manager for ABC15 in Phoenix, where he was responsible for local and national digital revenue. He began his advertising career with Village Voice Media where he worked in a variety of different roles, starting as an Account

Executive, moved in to a Print Manager role and eventually became Director of Online Sales. In 2001, Eric Buskirk founded Verican, a provider of web, email and mobile advertising and telemarketing solutions for more than 100 newspapers in six countries. He is also the owner of three c o m m u n i t y newspapers located in Nevada and Southern California and a services facility, which after more than eight years in Beijing, China, was recently moved to Tijuana, Mexico. Prior to starting Verican, Eric spent nearly ten years working on financial and sales management systems for companies such as Motorola, Intel, JP Morgan Chase and Gillette. Eric has a B.S. in Finance and an MBA. Daryl Hively founded Guarantee Digital in 2011. A media veteran of 28 years, Daryl held senior roles with companies that include Knight Ridder Digital, Advance Internet, Scripps, Digital First and most recently Journal Communications. While at Journal, Hively launched a digital agency division, becoming one of the first media companies to venture into the Digital Services category. With best practices learned, Hively opened Guarantee Digital and bagan working with local merchants in the suburbs of Milwaukee. Soon, Guarantee Digital was helping other media launch Digital Agencies of their own. Hively and team are ready to share their success for launching and growing a profitable digital agency.

Recipient of ANF 2014 scholarship selected ANA News On May 5, the Arizona Newspapers Foundation, Inc. announced an open-call for applications to its scholarship program for full-time journalism students attending Arizona State University, University of Arizona or Northern Arizona University. After reviewing several applications and nominations from faculty and employers, the foundation is happy to announce this year’s $1,000 scholarship has been awarded to Caitlin Schmidt. Schmidt, a UofA student, has been involved with The News Apprenticeship program. Students work at either the metro newspaper or public radio/TV more than 10 hours a week and spend an additional three hours in the classroom with the other apprentices on special topics, while also attending their regular classes and outside work. Caitlin spent a semester working at the Arizona Daily Star, covering health and medicine which drew regular praise from her editors. She generated a front-page story on a ban on e-cigarette sales to minors, as well as covered stories on the Affordable Health Care Act, HIV-AIDS, gluten-free food, bullying, diabetes, hookah lounges, and vegans, among others. She did so well that she was invited back for a semester of independent study focusing on youth health issues and sex education. She has 24 published clips, several which received more than one million views, 13 bylines – six with front-page publication. Schmidt has spent June to August 2014 as a CNN Digital Features Intern, covering health, travel, technology. Though Schmidt’s internship and independent study are in print, her professor wrote highly of her that she is extremely adept and experienced in multiplatform journalism using Social Media and Final Cut among other programs to tell her stories. In her application Caitlin wrote, “The one setback I experienced during school was financial difficulty. I was working full-time, as well as attending school fulltime during my first two years, and eventually that proved to be too difficult. I had a seizure, took the semester off and returned to school and work the following semester. My grades suffered and I was forced to make a choice, but it was an easy one. Since I stopped working, my grades have improved tremendously, and I’ve had time to take on the internships that I wasn’t able to before.” If I hadn’t stopped working, I probably wouldn’t have worked for the Star or spent the summer with CNN. I would rather struggle financially then jeopardize my future in a career that I love.” “I love being a reporter, and know that I’m doing important work, as well as catering to an audience that wants to learn. The University of Arizona and the internships I’ve had will leave me well-prepared to be as successful as I want to be in the industry ... the University of Arizona School of Journalism has taught me the skills necessary to be competitive in the media market, in a print or an online publication,” wrote Schmidt, “the faculty is supportive and knowledgeable, and I couldn’t have studied at a better school.” August 2014 ■ ANAgrams | Page 5

ANA 2014 Convention schedule of events - September 19 Morning Keynote 8:30 a.m. – 9:15 a.m.

John Marling, president and co-founder of Pulse Research, will reveal Pulse of Arizona survey results.

Room: Desert/Fiesta I

Learn the current shopping plans of your readers. Pulse of Arizona focused on categories such as financial, medical, retail, restaurant, real estate and automotive.

Concurrent Sessions:

AD SALES Training Jim Hart, Integrated Advertising Solutions Room: Desert/Fiesta I How to build a high volume advertising marketplace.

DIGITAL/MULTI-MEDIA Chris Stegman, VP Advertising at Republic Media Room: Fiesta II & Granada II Leading a newspaper team into the Digital Age.

Jim Hart, Integrated Advertising Solutions Room: Desert/Fiesta I Print and Deliver.

Daryl Hively, Founder and CEO Guarantee Digital Room: Fiesta II & Granada II Best Practices for Selling Digital Agency Services in your market.

9:20 a.m. – 10:30 a.m.

Newspapers are making the same handful of mistakes when it comes to driving high volume. I’ll show them what they are.

10:40 a.m. – Noon

A blueprint in place at over 150 newspapers that’s driving high volume Print and Deliver (single sheets)

12:10 a.m. – 1:50

2:00 a.m. – 3:30 a.m.

In this educational session, Daryl will cover best practices learned from Guarantee Digital’s most successful markets, including many that are generating 6-figure revenue, selling both existing and new clients.

Excellence in ADVERTISING AWARDS Luncheon Janet DeGeorge, President, Classified Executive Training & Consulting Room: Desert / Fiesta Classified Executive Training Program

Jeff Cook, Digital Sales Director Republic Media Room: Fiesta/Granada II Compete against Digital pure plays.

Lynn Ruby, Founder & CEO, Ruby Marketing Systems Room: Paloma I You’re Social, Now What? Making Social Media Work for You.

Eric Buskirk, Founder, Verican Room: Fiesta/Granada II

This program will include the top 10 ways to increase your classified line and display revenue in print, and looking closely at best practices at community newspapers just like yours.

3:40 a.m. – 4:50

Learn the benefits of using social media networks. Dos & Don’ts of each channel. Tips on how to tell if it’s working for you.

Page 6 | ANAgrams ■ August 2014

The Printing Digital Money workshop is designed to provide simple and immediate action tiems to increase newspaper profits. Eric will share his experiences gained from seeing the successes and failures of hundreds of newspapers during more than 13 years, including his own first-hand experience of owning two California newspapers, including one he purchased the day it was to shutdown.

Registration form on page 16

ANA 2014 Convention schedule of events - September 20 Morning Keynote 8:30 a.m. – 9:15

Kevin Slimp, Director, Institute of Newspaper Technology, will open today’s sessions.

Concurrent Sessions:

AD/MULTIMEDIA/DESIGN Kevin Slimp, Director, Institute of Newspaper Technology Room: Hacienda III / Paloma III Tips to Improve Ad and Page Layout.

NEWSROOM Mark Scarp, Faculty Associate of Journalism at Cronkite School of Journalism & Mass Comm. Room: Paloma I Digital Media Ethics: Beyond “Post It Now, We’ll Fix It Later” and Other Dubious Ethical Strategies.

Kevin Slimp, Director, Institute of Newspaper Technology Room: Hacienda III / Paloma III Teach Me New Tools in InDesign

Josh Hoffner & Brian Skoloff, AP Room: Paloma I Journalism on a Shoestring

Room: Kiva I & II

9:20 a.m. – 10:30

10:40 a.m. – Noon

12:10 a.m. – 1:50 p.m.

2:00 a.m. – 3:45 p.m.

Learn to use tools you didn’t know existed in InDesign CS3 - CC. Kevin will teach tools and methods that will save you hours in production each week!

ANNUAL MEETING & FOI AWARDS LUNCHEON co-sponsered by SPJ, APME and ANA

Kevin Slimp, Director, Institute of Newspaper Technology Room: Hacienda III / Paloma III Color Correction & Advanced Photo Editing in Photoshop CS-CC This class is perfect for anyone who deals with photos, from the novice to the seasoned veteran.

4:00 p.m. – 5:00 p.m.

Kevin Slimp, Director, Institute of Newspaper Technology Room: Hacienda III / Paloma III What’s This Creative Cloud all about?

Kevin will show you many of the new features and tools available in Creative Cloud applications from Adobe.

5:00 p.m. – 7:00 p.m. Registration form on page 16

Big news breaks and you want to provide your readers with text, photos and video. But you’re the only reporter on the scene. Josh and Brian will discuss ways to make the most of your time in the field to produce text, photos and video in a lively fashion, even if you don’t have the staff, equipment or resources that you think you need.

Brandon Quester, Founder and Executive Director, Arizona Center for Investigative Reporting Room: Paloma I Investigative reporting on a shoe string. From negotiating public records costs to using open source tools. Add depth and breadth to your reporting, for free.

Kristin Gilger, Associate Dean, Cronkite School & David Cullier, Director UofA School of Journalism Room: Paloma I J-School Partnerships Kristin and David will discuss programs and partnerships that can benefit news organizations around the state.

BNC AWARDS & NEWSPAPER OF THE YEAR RECEPTION August 2014 ■ ANAgrams | Page 7

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Newspapers are still here and still making money NAA News The sky is always falling and newspapers are always dying. For more than a decade, that has been a common and constant refrain. Caroline Little While working at washingtonpost. President and CEO com, the Guardian US, and now, Newspaper the Newspaper Association of America Association of America, I have been asked frequently about the state of the industry as people search for the worst. Though newspaper media is enjoying the largest audiences ever as well as continuing to play a unique and critical role in our communities, there is one fact that always tends to be obscured or outright ignored – newspapers are still making money and newspapers remain a good investment. A year ago at this time, John Henry and Jeff Bezos made high-profile acquisitions of The Boston Globe and The Washington Post, respectively, which confirmed that newspapers are viable investment options with the ability to grow. Earlier this month, The Washington Post announced record web traffic for July as well as hiring more than 60 people in the first seven months of the year. A company hiring 60 people in seven months sounds like a healthy one to me. This summer, the newspaper industry has seen a wave of spin-offs, with Tribune and Gannett both forming publishing-only companies. E.W. Scripps and Journal Communications spun their combined publications off into a new company, Journal Media Group. This is an exciting time for the newspaper industry as these compa-

nies will now devote their undivided attention to their publications. However, as with the investments last year, these spin-offs have been spun into more gloom and doom for the industry. It is simply not accurate. In fact, buried in the depths of one particular article that signaled the death of newspapers is this gem of a sentence: “Newspapers continue to generate cash and solid earnings.” Think about that for a moment – an industry that generates cash and solid earnings is on its death bed? I refuse to accept that. What is true is our industry’s business model has changed dramatically in the past half-dozen years. In 2007, 80% of newspaper media revenue was generated from advertising. In 2013, less than half of total revenue (46%) was from advertising in the daily and Sunday print newspaper. Revenue from readers paying for print and digital news and information accounted for nearly three out of ten revenue dollars, up from less than two in ten in 2007. Income from new, non-traditional sources is now rising rapidly. What is also true is that the public’s thirst for news keeps rising. Data from the digital measurement firm comScore show that 161 million people visited newspaper websites in the month of March. We are witnessing audience increases across the country, from the aforementioned Washington Post to The Times-Picayune, which announced 5.6 million unique visitors to NOLA.com this July. There is more demand than ever for news and journalism. There are also more competitors. There was no BuzzFeed or Facebook or Huffington Post 15 years ago. New digital channels offer consumers a dazzling array of options, all of which compete for time and attention. And advertisers face challenges in trying to catch up to these fragmenting audiences.

In my three years as CEO of NAA, I have witnessed an amazing transformation. Newspaper companies look drastically different in 2014 compared to 2011. There has been an increased focus on digital properties. Newspaper reporters and columnists have taken advantage of Twitter to build brands and large readerships. Innovation on the design side has led to beautiful works of long-form journalism, which include The Unforgotten by the Boston Globe and Breaking Ball from The Wall Street Journal that ran in July. Newspaper companies are using the power of their brands to create new, non-traditional streams of revenues from event hosting to digital marketing. The evolution of the newspaper industry continues every day. The explosion of mobile readership thanks to smartphones and tablets has caused newspapers to create new mobile strategies. There is increasing demand from readers for more targeted content, which has given rise to niche sites and blogs developed by newspapers devoted to special areas of interest, such as food, high school sports and fashion. For me and many in the newspaper industry, it is a fascinating and exhilarating time. We are in the midst a dramatic, historic shift for an industry that has been around as long as the United States of America. The world has changed and newspapers have changed. The notion of what a newspaper company is should change for the general public. It is no longer simply about print. It is about all platforms. People don’t think, “I’m reading the newspaper” when scrolling through nytimes.com but they should. Despite all the changes, one thing remains the same – newspapers still make money. To download a Word version of this column for publication, click http://bit.ly/1pHWjwH.

August 2014 ■ ANAgrams | Page 9

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Hunters and farmers I was talking to Kirby about the makeup of the ad team he manages. “A big key is to match personalities with job tasks,” he said. “For years, I’ve heard that salespeople can be categorized as either hunters or farmers.” These terms are self-explanatory. Hunters live for the thrill of the chase. Ask them to find new prospects, and By John Foust they’ll be out the door in an instant. Advertising They love to attend networking events, Trainer find people who have just opened businesses in town, and make presentaRaleigh, NC tions to new prospects. On the other hand, farmers are at their best when they are providing customer service and working with clients to move them to the next marketing level. The top technology & design instructors in the world gather together once each year for three days of incredible training at the

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T E C H N O L O G Y

“It’s important to have both types,” Kirby said. “In industries like real estate and automotive, it’s fine to have a lot more hunters than farmers, because they’re always dealing with new prospects. But in the media business, where you build long-term marketing partnerships, you need more balance. Hunters keep the sales pipeline filled and get new advertisers started in the right direction. And farmers strengthen existing relationships.” In other words, hunters provide width and farmers provide depth. Hunters specialize in bringing in new advertisers. And farmers specialize in helping those advertisers develop, analyze and tweak their marketing campaigns. One is not better than the other. They’re simply different. By nature, hunters need the stimulation of newness. New prospects. New contacts. Instant results. Get a contract today and start looking for the next one tomorrow. Farmers take a longer view. Plant seeds and help them grow. What did they learn from the last marketing campaign? How can they build on that? “Obviously, it’s not always practical to have one group for new business and one group for existing accounts,” Kirby explained. “That’s why the best managers become matchmakers with account assignments. In addition to making the right hires, they have to figure out how to make the best use of the talent on their staffs. Along the way, it’s part of their job to help hunters become better farmers and farmers become better hunters.” Kirby’s comments are right on target. In general terms, many hunters need to work on providing better customer service – an area which does not produce the instant gratification of a new contract. And many farmers need to cultivate prospecting skills which require a higher level of assertiveness. Kirby also had some observations about sales managers. “A lot of managers have risen through the ranks,” he said. “They became sales managers, because they did a good job as sales people. It’s human nature for managers to want to surround themselves with people like them, but that can be a mistake. They have to be flexible enough to cultivate personalities that may be the opposite of theirs. They shouldn’t approach management like they approached selling. Now, their success depends on helping others perform at their best.” Hunters and farmers. Effective ad departments have both. And effective managers know how to develop both. (c) Copyright 2014 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. Email for information: john @jouhnfoust.com. August 2014 ■ ANAgrams | Page 11

FREE SOFTWARE Readers send their questions to Kevin for honest answers Kevin Slimp The News Guru kevin@kevinslimp.com So much to write about, so little space. That’s my dilemma this morning. I’ve had people writing and calling, wanting my thoughts concerning some quotes from well known industry “experts” about changes at Gannett and Scripps. Readers have been asking what I think about The Times-Picayune adding two print delivery days - that’s back up to ve days a week delivery - plus returning to a full broadsheet page. Our industry must be in a free-fall. Or is it? My dilemma doesn’t revolve around those things, however. I promised to pen a question/answer column this month and I keep my promises. I might have to write a second column later, but for now here are a few questions I’ve received over the past few weeks from readers: From Heidi, in Iowa: Our publisher suggested I email you with an InDesign question that we have. Occasionally we will receive pre-built ads in pdf format that were built in InDesign. When we pull the PDF onto our pages in InDesign and the PDF the page to send to press sometimes a white box will appear on the ad or part of the art will be whited out. Do you know what could be causing this? I still get asked about these white lines all the time, Heidi. Karen wrote a couple of days after you,

putting it like this: “What causes the white lines in a PDF? This inquiring mind wants to know. I got one from a client this morning and it was loaded with them.” These white lines come during the creation side of the PDF process. So there’s not a lot you can do to keep it from happening, other than hoping your advertiser stops sending you PDF les with white lines. I have a couple of pieces of good news for you, though. First, these lines are due to issues with transparency. Those issues have decreased over time and are much less common than they were a few years ago. As your advertisers upgrade their software, this will happen less often.

Page 12 | ANAgrams ■ August 2014

Those pesky white lines still cause designers problems. Second, these lines don’t print most of the time. They are “visual elements” that don’t exist when printed. Should it still concern you that you have lines on your page, there are a few fixes on your end. One of the easiest is to turn off the “Smooth Line Art” option in Acrobat. A second x is to open the PDF le in Photoshop at a high resolution (600

Firefox and Gimp are examples of quality open source software. Still, there’s nothing to replace InDesign,Quark or Acrobat. or higher) and save the le from there. From Jim, in Chicago: I’ve been very happy with our NewEdit/Quark newsroom pagination set up. However, in the process of purchasing new hardware and software I learned that Baseview had priced themselves out of our market. So we are now about to use InCopy/InDesign. (We’ve purchased and installed the new Macs, and shortly will begin to switch over). Any suggestions, comments and advice you can ŏer in this process would be greatly appreciated. First, let me congratulate you on making the move to new hardware and software. You should see a tremendous increase in productivity, after a few days of growing pains while you learn the new software. The best advice I can give to you is to have an expert trainer come in to work with your staff for two days. Learning InDesign and InCopy is simple, with good training. Without it, I’ve seen staffs work at a snail’s pace for months and years, never really getting

a grasp on how to use the software efficiently. Good trainers pay for themselves in no time. From Carrie in North Carolina: My publisher asked me to ask you if there is any open source software, in place of Adobe and Quark products, available that would work to produce our publications. So I’m asking. Is there? No, Carrie. There isn’t. Sure, you could use Gimp to replace Photoshop, but anything beyond that would require a signicant investment in time. There are many good open source apps out there, including OpenȮce, Inkscape and Gimp. But there is a reason Adobe and Quark products aren’t cheap. If you want to create a quality publication, investing in quality hardware and software is a necessity.

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kevinslimp.com email Kevin at kevin@kevinslimp.com On-site training and consulting: press/color improvement workflow consulting

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FAC-AZ seeks entries for “S.T.A.R.” Awards

Phoenix, AZ — The First Amendment Coalition of Arizona (FAC-AZ) has put out a call for entries for its S.T.A.R. Award. The acronym stands for “Supporting Transparency and Advocacy Recognition.” “The legacy of the First Amendment is a right to a free press and open government. The STAR Award celebrates and honors those meritorious efforts to keep our government transparent in the tradition of the First Amendment,” explains Morgan Loew, president of the First Amendment Coalition of Arizona and an investigative reporter for KPHO Channel 5, the CBS affiliate in Phoenix. Award nominations are open to any media, public officials, nonprofit organizations, advocacy groups, legal professionals, or any other person or entity in Arizona that has worked to defend or protect the principles of the First Amendment, with an emphasis on government transparency, and further the public’s right to know through advocacy or published works. All work must have been published or aired from June 1,

Consumers rate newspapers as the media…

2013 to June 1, 2014. Self-nominations are welcome. FAC-AZ works to defend, promote and expand public access to government. The coalition is a broad-based organization of people who believe in the power of transparency in a democratic society. Members include media organizations (ANA, SPJ, ABA, APC), First Amendment lawyers, media companies, nonprofits, advocacy groups, and more. Recently the FAC-AZ opened its membership to

individuals who also have a passion for the First Amendment and for open government. Students, educators, reporters, community activists and more are welcome to join. The contest is open only to FACAZ members, however, an individual membership of $50 ($25 for student submissions) can be purchased at the time the entry is submitted. For contest details and an entry form, visit www. arizonafoi.com. The entry deadline is Sept. 8, 2014.

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3526 form to include e-subs, e-requests for Oct. 1 filing date

FINALLY, electronic subscriptions can be reported with print readers on one form! And it only took 6 years.

Access to upcoming events, videos, member benefits, public notices and our annual directory. Links to the webpages of member newspapers, and extensive information about ANA and its activities.

Page 14 | ANAgrams ■ August 2014

Max Heath | NNA The National Newspaper Association has confirmed that the unified reporting of electronic subscriptions on one form with print subscribers, PS Form 3526, Statement of Ownership, Management and Circulation, is scheduled for release in hard copy and in the PostalOne! Max Heath postage payment NNA Postal Chair system computers for use in September for the Oct. 1 filing date. Newspapers that use the 3526 to show circulations to advertisers will now have one complete form available. Although this was the way NNA envisioned it when asking for this rule change back in the last decade, bureaucratic snafus, release schedules, and personnel retirements at the U.S. Postal Service all combined to thwart our efforts even after the approval three years ago. And, in other news, NNA is working on a new proposal to eliminate the “marked copy” for Periodicals. Instead, publishers would be able to keep their marked copies on file for later audit. This streamlined compliance rule will aid publishers in timely filing of their mailing statements. The August PostalOne! “Release 38” contains the change that is scheduled for use on Sept. 7, 2014, according to MTAC representative Brad Hill, president of Interlink Software. Other USPS

headquarters personnel had given reassurances, but this was the first tangible evidence of that. This means that the 3526-X form that was required in 2012 and 2013 to report electronic subscriptions as an addendum will now be a third page of the previous 3526 form. The 3526-X will cease to exist. For paid newspapers, there will be one unified 3526 with print and e-sub reporting. Likewise, for requester periodicals, there will be a unified 3526-R for print and e-requesters. Both hardcopy forms are already posted on Postal Explorer website. Scroll down the left blue toolbar to “Postage Statements,” then “Periodicals forms” and you will see the updated 3526 and 3526-R dated 7-2014. The new form allows combining the total paid print and electronic copies for both “Issue closest to filing date” and “Average copies for previous 12 months,” achieving NNA’s goal to get recognition for electronically-fulfilled subscriptions or requester copies added for those newspapers for whom the Statement of Ownership is their legal proof of circulation for advertisers, advertising agencies, and public notices. This change will include accessibility of a single automated online form that can be completed electronically visa PostalOne!. Many NNA members prefer to file the document electronically rather than hardcopy. Protecting, promoting and enhancing community newspapers since 1885

UA journalism profs in Turkey train Afghan instructors Two UA journalism professors are covering topics from weaving social media into class assignments to enhancing student media as part of a training session with Afghan journalism p rofessors taking place in Istanbul, Turkey. Professors Maggy Zanger and Kim Newton, along with trainers from Ball State University and San Jose State University, are working with 39 professors

Kim Newton works with Nangarhar University Professor Afsar Sadiq Shinwari during the Afghan Education Enhancement Training Program in Istanbul, Turkey. Professor Shinwari will be one of two Nangarhar University professors coming to the University of Arizona for the fall semester. (Photograph by Maggy Zanger)

from four Afghan university journalism departments to enhance their programs with training in developing assignments that use social media and the web to teach journalism skills. The 12-day training also covers ethics, website design, student media and public relations, which is a new professional field for Afghanistan.

"This is our third and, unfortunately, final summer institute," said Zanger, who directs the UA partnership with Nangarhar University in Jalalabad, Afghanistan, which is supported with a $1 million grant by the US Embassy in Kabul. Earlier trainings were held in the United Arab Emirates and India to provide a safe place for both Americans and Afghans to work together and explore other cultures. "Too often the view of Afghanistan and their people is associated with war. This program has provided a cross-cultural exchange with colleagues dedicated to educating the next generation," said Newton. "The experience has exposed the resilience of our Afghan colleagues to move their universities forward even through extreme adversity." When the training ends August 12, two of the six professors from Nangarhar University will come to the UA for eightweeks of continued training on campus. They will observe classes, visit local news media outlets and other journalism programs in Arizona and California. They will study English and work with Newton to develop their skills in photojournalism and multimedia production and with Professor Jeannine Relly on advanced reporting. Hannah Gaber, a UA graduate student in journalism and Middle Eastern and North African Studies who is assisting with the partnership program, was also in Istanbul for a week to conduct interviews and gather video to make a short documentary about the UA Nangarhar University partnership. This story forst appeared on The University of Arizona website, http://bit.ly/1wet0Xo

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Public notices provide accessible information about government activities. Who wins local government contracts? What new laws will take effect in your community? How are your taxes being spent? Every day, newspapers publish this and other important information in their public notices. www.PublicNoticeAds.com August 2014 ■ ANAgrams | Page 15

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