NewsClips July 2014 by Ontario Community Newspapers Association

newsclips JULY 2014

Can a Newspaper Run Advertising for E-Cigarettes? By Anne Lannan OCNA Executive Director

Good question. The answer depends on a few factors: A) if they contain nicotine (some do not, most do); and B) if the advertising/marketing is making a health claim. In brief, if they contain nicotine then they would require market authorization under the Food and Drugs Act before they can be imported, advertised or sold. Currently none are authorized in Canada. If they DO NOT contain nicotine they may be legal for sale in Canada, BUT, if they are marketed as an aid to stop smoking, they are to be considered a health product/medical device and would require approval as a drug or device by Health Canada. So, in general, if an e-cigarette does not contain nicotine and does not make any health claims, they are legal in Canada and can be advertised. Please review on a case by case basis and contact Health Canada for clarification. Christopher Tang, Health Canada, Senior Compliance Officer, T: (416) 952-2201, Christopher.Tang@ hc-sc.gc.ca Health Canada’s position (July 2014) pertaining to the importation and sale of Electronic Cigarettes On March 27, 2009, Health Canada posted a Public Advisory and a Notice to Stakeholders about electronic smoking products which are available at the following URL addresses: Public Advisory: http://www.hc-sc.gc.ca/ahc-asc/media/advisoriesavis/_2009/2009_53-eng.php Notice to Stakeholders: http://www.hc-sc.gc.ca/dhp-mps/prodpharma/ applic-demande/pol/notice_avis_e-cig-eng.php As per this advisory/notice, electronic cigarettes fall within the scope of the Food and Drugs Act and Regulations. As such, market authorization must be granted by Health Canada prior the importation and sale of these products in Canada. As of July 2014, no electronic smoking products have been granted market authorization in Canada. The Therapeutic Products Directorate (TPD) of Health Canada is the Canadian federal authority that regulates pharmaceutical drugs and medical devices for human use. Prior to being given market

WHAT’S INSIDE: July 2014

IBC JOINS JUNIOR CITIZEN AWARDS OCNA is thrilled to welcome IBC as a new co-sponsor of the Ontario Junior Citizen of the Year Awards.

See Page 5

authorization, a manufacturer must submit substantive scientific evidence of a product’s safety, efficacy and quality as required by the Food and Drugs Act and Regulations. This is done through the filing of a drug submission to the TPD. Here are additional information to clarify the sale and the importation of electronic cigarettes: ▄▄ a non-refillable disposable electronic smoking product (e.g., e-cigarette) prefilled with nicotine (or any other drug or Natural Health Product [NHP]) is considered to be a drug (or NHP)/ medical device combination product and requires a DIN (or NPN). In this case, its drug delivery system is to be reviewed for safety and efficacy but a medical device license is not required; ▄▄

a refillable electronic smoking product (e.g., e-cigarette) with nicotine or intended to be used with nicotine (or any other drug or NHP) is considered to be a drug (or NHP) delivery system and, therefore, a Class II medical device, and its nicotine (or drug or NHP) component requires a DIN (or NPN). (Please note that no medical device licence is to be issued until the associated drug component has received a DIN [or NPN].); ▄▄

an electronic smoking product (e.g., e-cigarette) associated

PERSONAL SALES MANAGEMENT Strategies to help you chart your course to sales success.

See Page 8

SOCIAL NETWORKING - OR ‘NOT’ WORKING Employers are struggling to decide what is and is not appropriate for use during company time.

See Page 8

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

ASSOCIATION NEWS

Advertising Alert: Electronic Cigarettes >>> Continued from Front Page

with a health claim but not associated with nor intended to be used with nicotine (nor any other drug nor NHP) is considered to be a Class I medical device; and ▄▄

an electronic smoking product (e.g., e-cigarette) not associated with any health claim and not associated with nor intended to be used with nicotine (nor any other drug nor NHP) is not regulated under the Food and Drugs Act Health Canada classifies the nicotine component of an electronic cigarette product as a ‘New Drug’ under the Food and Drug Regulations. New Drugs are regulated under Part C, Division 8 of the Food and Drug Regulations and require the filing of a New Drug Submission (NDS). As well, the nicotine delivery system component of the electronic smoking product is considered to be a Class II medical device. In order to sell this device in Canada, the manufacturer must first obtain an ISO 13485:2003 CMDCAS certificate from one of Health Canada’s recognized registrars. Once this certification has been obtained, the manufacturer must submit a Class II medical device licence application to the Medical Devices Bureau. Nicotine is a also Schedule F drug and there are restrictions against its importation. Refer to Section 6.0 titled ‘Human Drug’ of the Guidance Document 0084 GUI for further information. You may visit the following link for a copy of the document, http://www.hc-sc.gc.ca/dhp-mps/compli-conform/import-export/gui-0084_biu-uif-eng.php The information mentioned will help you to decide if the product is a drug, a device or a product which is not regulated under the Food and Drugs Act and its Regulations.

NEWSCLIPS VOLUME 03, ISSUE 10 3228 South Service Rd. Suite 116 Burlington, ON L7N 3H8 p.905.639.8720 f.905-639.6962 e. info@ocna.org w. www.ocna.org

OCNA BOARD PRESIDENT

Gordon Cameron

FIRST VP

Dave Adsett

SECOND VP

Andrea DeMeer

SECRETARY/ TREASURER

Dave Harvey

PAST PRESIDENT

Mike Mount

DIRECTORS

Anne Marie Creskey Abbas Homayed Mike Power Rick Shaver Ray Stanton John Willems

Looking to Become a Community Newspaper Owner/Publisher? Working at a community newspaper, especially in a smaller market, is a lifestyle. Being involved in the fabric of the community, having a stake in the economic well-being of the community, and being able to make a difference are all part of the thrill of this business. We have seen a number of new community newspapers start across the province in the Continued on Page 5 >>>

IN THIS ISSUE... 05 ........................................................IBC JOINS JUNIOR CITIZEN AWARDS 08 ............................................................PERSONAL SALES MANAGEMENT 09 ...................................................ADVERTISING’S DIRTY LITTLE SECRET

OCNA STAFF EXECUTIVE DIRECTOR

Anne Lannan

CONTROLLER

Todd Frees

MEMBER SERVICES

Karen Shardlow Kelly Gorven

ACCOUNTING

Lucia Shepherd

AD*REACH

Ted Brewer Carolyn Press Erica Leyzac

10 ................THE IMPORTANCE OF FRAMING BUSINESS NEGOTIATIONS 11 ...........................................................................DOING SOME SIMPLICITY 12 ..........................................SOCIAL NETWORKING - OR ‘NOT’ WORKING 13 ...........................ENTER YOUR BEST WORK IN THE 2014 EPPY AWARDS

July 2014

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MEMBER NEWS

Updated Version of OCNA Media Guide Now Available

OCNA MEMBER SPOTLIGHT

Created in 2013, this year’s updated version of the OCNA Media Guide continues to be a great training tool for those new to the business as well as a refresher for seasoned professionals. Updates include an editorial section on Reporter’s Notes and advertising information about hockey pools, alcohol advertising, loans and financial services. The file is can be found on the OCNA member’s Web site (please note you must be logged in as a member to access it). Open the PDF and use the Bookmarks to find the sections of interest to you. You can also click on the index to take you directly to that section. Thank you to the Community Newspaper Reciprocal Insurance Exchange (www.cnrie.ca) for its support of this training tool.

NEWSNOW LAUNCHES NEW MAGAZINE NIAGARA WEST NewsNow –– a publication serving communities in Niagara West –– has now launched a new glossy magazine. ClubWEST Magazine was delivered to 15,000 homes on July 3, with Canadian golf legend Mike Weir on its inaugural cover. Weir officially opened the Mike Weir Winery in Beamsville in June and took time to speak with NewsNow owner/publisher Mike Williscraft about his involvement in the wine industry. The new publication hits high-income homes from Winona to Jordan and all points in between. It will be published six times a year. “The response has been really overwhelming. We are very lucky to have enjoyed a great deal of readers and advertisers since our start-up in 2012, so this kind of growth with verticals is a great step,” said Williscraft. This was the second new publication NewsNow has launched in as many months as it also made a successful initial foray into neighbouring Stoney Creek with a Progress Edition in June. Check out the magazine at clubwest.ca NewsNow is an independent weekly which has expanded its circulation to just under 26,000 covering the communities of Grimsby, Lincoln, West Lincoln and Winona.

Newspapers Canada Announces New UPS Members Benefit Program Newspapers Canada is pleased to announce an exclusive UPS Members Benefit Program now available to members of the Canadian Community Newspapers Association (CCNA) and the Canadian Newspaper Association (CNA).

Introducing UPS

As a global leader in logistics, UPS offers unmatched knowledge and experience to keep your business competitive in a rapidly expanding international marketplace. With a broad range of services for the transportation of packages and freight, UPS is proud to offer flexibility and reliability that helps deliver satisfaction to your customers.

JULY/AUGUST EDITION 2014

UPS Members Benefit Program

It’s free to register and there are no minimum shipping requirements. CCNA and CNA members can take advantage of the following exclusive discounts with a new or existing UPS account. Small Package Services: ▄▄ 30% off shipments within Canada ▄▄ 30% off shipments to the U.S. ▄▄ 30% off shipments to worldwide destinations ▄▄ 25% off imports into Canada Freight Services: ▄▄ Savings start at 70% off heavyweight, LTL shipments

WELCOME TO THE CLUB:

Mike Weir!

Also Included: ▄▄ 20% off brokerage entry preparation fees ▄▄ Weekly Service Charge (Automatic Daily Pickup) – 100% waiver ▄▄ UPS On-Call Pickup® service – 100% waiver ▄▄ Freight Collect 3rd Party Surcharge – 100% discount July 2014

BRIAN JAGERSKY

Pulls No Punches

FRESH & FABULOUS Summer Menu

Club West Front.indd 1

2014-06-25 2:24 AM

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ASSOCIATION NEWS

TRAINING ONLINE MEDIA CAMPUS WEBINARS: Affordable media insurance for Canadian Community Newspapers

Service includes: Libel, Invasion of Privacy, Plagiarism, Piracy, Infringement of Copyright, PrePublication Hotline Contact us for a quote: Todd Frees, General Manager 905-639-8720 ext. 234 t.frees@ocna.org

OCNA has teamed with the Online Media Campus to help the association fulfill its mission of providing affordable and relevant training to members. ▄▄

August 21 - InDesign 301: Working with Images and Graphics

InDesign offers MUCH more than just placing photos. Are you interested in taking your ads and editorial pages to the next level of design? Then this class is for you. You’ll also see some of the many features that integrate InDesign with Illustrator and Photoshop for additional power. Some of what you’ll learn: - Working with Photoshop files in InDesign - Using Illustrator files and tools in InDesign - Cool design tricks that are fun and easy ▄▄

CONNECT WITH US! @OCNAAdreach Follow us for frequent association updates, industry news, upcoming events and more. Or on Facebook: https://www.facebook.com/ pages/Ontario-CommunityNewspapers-Association-

August 29 - Salesperson vs. Professional Visitor: Breaking Through the Sales Cycle

CLASSIFIED AD

There are a lot of theories, ideas and techniques out there to overcome objections and closing skills. If you are using any that work, please continue using those. If you are having challenges overcoming the objections and closing sales, please join me for this webinar as we will give you techniques, words and phrases to help. This webinar will cover: • The top 5 objections you will hear on a daily basis and how to overcome those objections • Understanding the internal objections we give ourselves • Two different approaches to dealing with objections • A refocus on ‘buying signals’ • Closing techniques of the professionals ▄▄

September 12 - Mobile First News Strategy

If it doesn’t work on mobile, it doesn’t work. Learn to cover daily and breaking news for multiple platforms including mobile, web, tablet and print. This session covers what to break for mobile, how to add multimedia elements from the field and how to expand the story for tablet and print readers.

For more information and to register, visit: www.onlinemediacampus.com

July 2014

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ASSOCIATION NEWS

Putting Entrepreneurial Skills to Work >>> Continued from Page 2

last few years. Entrepreneurialism is alive and well in Ontario’s community newspapers. Starting a business from the ground up has its benefits for those interested in launching a new product out of the gate. The other more turn-key option is to become an owner of an existing community newspaper. Being connected with the 300+ weekly newspapers in Ontario, I often hear from publishers who are looking to create a succession plan for their business. They may not be ready to retire now or may want to gradually transition from their role, but either way, they want to ensure their business stays strong, and they have their ear to the ground waiting for the right professional who loves this business like they do. If you or anyone you know have that entrepreneurial spirit, feel free to contact me for any opportunities.

Insurance Bureau of Canada Joins Junior Citizen Awards The Ontario Community Newspapers Association is thrilled to welcome the Insurance Bureau of Canada (IBC) as a new co-sponsor of the Ontario Junior Citizen of the Year Awards. IBC will be joined by returning co-sponsor TD Bank when this year’s Awards are launched in September. The Insurance Bureau of Canada holds the same values as the association in regards to ensuring our next generation of leaders gets properly recognized and receives the encouragement needed to continue to build their communities. Members of the IBC, located in every community across the province, are heavily involved locally and are eager to support the program. The 2014 Ontario Junior Citizens of the Year Awards mark the programs 34th anniversary. The Junior Citizen of the Year Task Force is now developing plans to celebrate the 35th anniversary of the awards. We are proud to have been able to recognize approximately 4,000 young people through nominations and recognition in their local newspapers. As well, more than 400 have been recognized at the provincial level. If you have any thoughts about how to celebrate this milestone, please let me know. We’ll keep you posted.

Work Needed to Obtain Industry Benchmarks The Inland Press Association’s new performance benchmarking tool, Publisher Benchmarks, has replaced the Cost and Revenue Study. Publisher Benchmarks comes pre-loaded with numerous benchmarking metrics, allowing an organization to instantly compare its performance to other media companies in such areas circulation size, region, business model, outsourcing or in-sourcing peers, family or corporate ownership, average or top performers, profit, revenue and revenue source, staffing, expenses and more. The tool allows for deep dives into data with pre-set metrics including, for example, the ability to track the performance of production operations by cost per page, prepress hours per page, inserts per hour, cost of outsourced distribution and more. Inland’s Financial Studies Manager Tim Mather told me that participants are mainly U.S. daily newspapers. He understands the need for community newspaper publishers to be able to access a management decision-making tool like this as well, but they have not been able to get enough of a critical mass of weekly newspapers to participate in the study as it now stands. Many weekly newspaper publishers do not need to measure against the same metrics as a daily newspaper, so he is hoping to develop a separate tool for the weeklies later this year which means it would be another year and a half before publishers could access any results. OCNA will continue to communicate with Inland to assist in the development of such a tool.

Information about OCNA’s Community Newspaper Review Program can be seen on PAGE 13. If you’re interested in receiving constructive critique on your newspaper, you won’t want to miss out! July 2014

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ASSOCIATION NEWS

ONTARIO PRESS SERVICE Ontario Press Service is distributed by OCNA on behalf of press service clients. July 2, 2014

352 WORDS – Asthma Doesn’t Take a Summer Holiday, provided by the Ontario Lung Association 277 WORDS – Passport Magazine & Coupon Book: Now available at more locations, provided by the Attractions Ontario July 24, 2014

336 WORDS – Ontario Volleyball Association - The Ontario Volleyball Association (OVA) is thrilled to announce that Sophie Bukovec and Tia Miric won gold at the U21 Beach Volleyball World Championships in Larnaka, Cyprus this past weekend, July 27th. Word and PDF files are available on the OCNA website at www.ocna.org. Photos may also accompany press releases. Please note: You must be logged in as a member to access these files.

ISWNE Elects Sosniecki As President Longtime Missouri publisher Gary Sosniecki has been elected president of the International Society of Weekly Newspaper Editors (ISWNE) for 2014-15. Sosniecki was elected by the membership at the recent ISWNE conference in Durango, Colo. Barry Wilson, managing director of Asset Media Services, a global newspaper consulting business in Australia, was named vice president. Sosniecki, with his wife Helen, will host the 2015 ISWNE conference in Columbia, Mo., June 24-28. Wilson will host the 2016 conference in Australia. Marcia Martinek, editor of the Herald Democrat in Leadville, Colo., and Andy Schotz, managing editor of The Gazette in Gaithersburg, Maryland, were elected to three-year terms on the ISWNE board of directors. Steve Ranson, editor of the Lahontan Valley News in Fallon, Nev., was elected to a two-year term. A 1973 graduate of the University of Missouri School of Journalism, Sosniecki has had a 34-year newspaper career that included owning three weekly newspapers and publishing a small daily, all in Missouri. Gary and Helen Sosniecki owned the Humansville Star-Leader from 1980 to 1986, the Webster County Citizen in Seymour from 1988 to 1999 and The Vandalia Leader from 2003 to 2007. From 1999 to 2003, they were editors and publishers of The Lebanon Daily Record and vice presidents of its parent company, Lebanon Publishing Co., in Lebanon, July 2014

Mo. He also has worked for The Jackson, Tenn., Sun, the Southern Illinoisan in Carbondale and the Hillsboro, Kan., Star-Journal. Sosniecki is a past president of the Missouri Press Association, the Missouri Press Service and the Ozark Press Association and, with his wife, was a vice president of the Missouri Associated Press. He is a two-time recipient of ISWNE’s Golden Quill award for editorial writing, and he and his wife received the organization’s lifetime-achievement award, the Eugene Cervi Award, in 2003. The Sosnieckis received the National Newspaper Association’s Community Development Award in 1998 and its President’s Award in 2007. Since January 2008, Sosniecki has been a regional sales manager for TownNews.com in Moline, Ill. The Sosnieckis live in Le Claire, Iowa. 6

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GET YOUR PRESS IDENTIFICATION CARDS OCNA can provide you with laminated, business card-sized Press Cards. Cost is $10 each for the first three, and $5 for each one thereafter.

Group Managing Editor

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

Feb. 25, 2014 Date

Contact Kelly Gorven at k.gorven@ocna.org or call 906-639-8720 x239 x 221 for a Publisherâ&#x20AC;&#x2122;s Authorization Form and instructions on how to send photos.

July 2014

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ADVERTISING

Personal Sales Management...In a Challenging Economic Environment By Chuck Nau

In today’s struggling retail environment, selling newspaper advertising, whether online, in paper, special sections or niche publications, continues to be an ongoing challenge. Coupled with the evolving and changing advertising media (consider the internet’s impact on other media), your sales territory or account list management strategies need to change, too! No matter the size or scope of your account list or sales territory, the following strategies will serve you well in managing and helping you achieve your selling goals. These recommendations are based on my experience both in meeting the revenue goals of a newspaper and enhancing and maximizing an individual’s resources. But first, let’s step back and clarify our definition of a sales territory or account list. Your account list or sales territory should be defined in terms of objectives (what is to be achieved?); potential (type, where, from whom, volume); designed, organized, or structured so that results will be achieved (timeframe and plan of attack); coverage (will you be able to contact who you need to, to get the business); plus, in the case of a geographic territory, what determines physical size or location of the aea to be covered? But wait, you love to sell. You would rather sell than manage your accounts. So do you sell first, then manage later or manage first in order to sell your accounts? Ideally, you should manage to sell. Let’s examine some strategies to help you chart your course to sales success...

will go away in a year. ▄▄

Practice time management. Stop procrastinating and wasting time. Know yourself and understand the value of time, using your most productive time during the day to be with your clients! Don’t allow your e-mail to become a major distraction. Discipline yourself to check-in with your e-mail only at selected times throughout the day. ▄▄

Say NO! Don’t allow time to be thoughtlessly given away. Good customer service does NOT mean never saying no. ▄▄

Organize your information. How? By developing a pitch book. A pitch book ideally is a three ring binder and/or its electronic equivalent that contains information on your market, your newspaper, your competition plus any data you need to tell and sell your newspaper’s story. Make sure your information is accessible,presentable and current. ▄▄

Delegate and use all available resources. Everyone at your newspaper is part of your sales and marketing team. Remember, no one can do it all. Keep all your newspaper resources in the selling loop, enhance and use them! ▄▄

Insure your personal and professional growth. Don’t overlook or abuse your physical, emotional, mental, and spiritual needs. Take time for you. Maintain a positive attitude, don’t dwell on past failures or rejections - use them to build on future successes. Network and build professional friendships in your market and ajacent communities. Develop peer relationships with other salespeople and newspapers. Reward yourself by taking care of yourself.

▄▄

First and forement, focus on your managerial aims. Or put another way, what exactly is it you are trying to manage or achieve? Increased revenue? More ad count? Greater special section participation? Expanded geographic or specific retailer (e.g. shopping centre) growth? New business or category growth? ▄▄

Enhance your selling time...by regularly scheduling activities that allow greater selling time while reducing overall expenses. Remember, the best selling situation is face to face client contact.

Keep fine tuning. Learn from others. Look for opportunities to excel. Keep changing and challenging yourself to take the time to plan and manage so you will achieve selling success.

▄▄

Realistically rate your accounts. Regularly review your account list or sales territory and prioritize each account potential both on a short term (30-60-90 day) and long term (6-12-18 month) basis, and on a more revenue (+), flat revenue (0), or less revenue (-) growth basis. Don’t overlook those accounts that are at risk (due to credit limitations, personnel changes, competitive changes or market impacts). Note them and give them the ‘kid glove treatment’ to save or maintain the business.

...and remember, something good is going to happen today, look for it! (c) Murray & Nau, Inc. CHUCK NAU of Murray & Nau, Inc. is a Seattle area based publishing consultant and sales management trainer. He has been a speaker for an conducted advertising, marketing, management and sales training workshops with newspapers, niche publishers, publishing groups and press associations, throughout North America. Comments are questions are welcome and may be directed to Chuck via e-mail: murnau@nwlink.com or (425)-603-0984.

What additions do you plan to make to your account list or sales territory, in terms of NEW business? Grow your online revenue from BOTH new and existing accounts? Much like retailing, if you remain stagnant, 15% to 25% of your business July 2014

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ADVERTISING

Advertising’s Dirty Little Secret By John Foust Raleigh, NC

Advertising has a dirty little secret. Most ad managers know it, but don’t like to bring up the subject in staff meetings. Most sales people know it, but wouldn’t dare mention it in sales presentations. And most advertisers know about it, even though it rarely figures into their marketing plans. What is this dirty little secret? Ad churn. When an ad campaign doesn’t work – or falls short of expectations – the advertiser is likely to pull out of the paper. And the sales person is faced with the challenge of finding a replacement for that lost revenue. It’s all about expectations. In their eagerness to close the deal, sales people have a tendency to oversell the possibility of making their prospects’ phones and cash registers ring. “Just run some ads,” they say, “and you’ll expand your customer base and increase sales.” But once the ads start running, the new advertiser’s focus shifts from words (what the sales person said) to results (what the ads actually do). If the ads don’t meet expectations, other media choices become more enticing. In my opinion, disgruntled advertisers are the primary prospects for new media outlets. If they’re unhappy with Publication A, they’ll readily consider Publication B. Churn is expensive. I’ve heard that the costs of replacing a lost customer can be as high as ten times more than the cost of keeping an existing client. Losing one advertiser can hurt, but losing a number of advertisers can be devastating. The days of John Wanamaker are long gone. Wanamaker, the marketing pioneer who opened Philadelphia’s first department store in 1896, famously said: “Half the money I spend on advertising is wasted; the trouble is I don’t know which half.” Today we have Pay-Per-Click online advertising (PPC), in which advertising charges are based on response numbers.

The growth of PPC advertising is pressuring traditional media to produce measurable results for advertisers. That’s why it is increasingly important to manage expectations. Simply running ads is not enough. Those ads have to work. There are essentially two types of advertising: image ads and response ads. Image ads are designed to build recognition and response ads are intended to generate immediate results. Unfortunately, some advertisers think that ‘putting their name out there’ in image ads will produce customers right away. That’s possible, but not likely. When new customers don’t flood in, an advertiser might jump ship and run ads elsewhere. On the other hand, response ads can give advertisers an immediate reading on results. The key is to make the right offer. Instead of saying, “here’s a whiz-bang benefit of using our widget,” say “here’s why you should buy our widget today.” Although image ads and response ads play different roles, both are important. Brand recognition is a good thing. And immediate response is a good thing, too. Churn is a big concern in the advertising world. Perhaps it’s time for those ad managers who have been saying, “Sell ads” to start saying, “Sell ads that work.”

(c) Copyright 2013 by John Foust. All rights reserved. JOHN FOUST has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using his training videos to save time and get quick results from in-house training. E-mail for information: jfoust@mindspring.com

MARK YOUR CALENDARS! Independent Publishers’ Retreat NOVEMBER 7-8 The Conference Centre at FERN 4432 Fern Resort Road Orillia, Ontario Independent Publishers can look forward to social and networking opportunities, informative sessions, food and fun! For more information, contact Karen Shardlow at k.shardlow@ocna.org or 905-639-8720 ext 232. July 2014

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BUSINESS

The Importance of Framing Business Negotiations By Patrick Tinney Managing Partner Centroid Training & Marketing When readying to engage in the last face to face stage of a large business negotiation, it is a mistake to overlook framing the proceedings. Too often, I see neophyte, stressed or harried negotiators rush to crack open negotiations with their bargaining partners without setting the stage for all at the table. It’s truly

to get closer to the door of a deal.

4. Spirit of Agreement - The spirit of agreement is really a nice way of saying ‘code of conduct’ or ‘code of common courtesy’. There will either be honour among men (meaning men and women) or there will be honour among thieves. Whether faced with cooperative bargaining or game theory competition, it is always good to know there will be a framework for overcoming obstacles and blockages in a professional manner.

a missed opportunity. By framing the past, present and future dealings with a customer we have a unique moment to contextualize our intentions. In doing so, we also have one last opportunity to check the temperature of the other side for their openness to cooperate and collaborate. If we don’t experience cooperative feedback from our bargaining partners, expect a longer, thornier bargaining engagement. This last touch-base with the customer allows us to shift strategic and tactical gears to fit the terrain. There are a number of ways to frame negotiation, however, the subjects we detail below are at the top of our list of must do’s! This is your opportunity to be a storyteller of all things good about getting smart deals done that stand the test of time.

5. Mutual Opportunity - During the framing process it is good to get measurement for everyone to have a meaningful piece of opportunity. When framing this part of the negotiation if we get a sense from the other side that the deal will be lopsided in their favour it is time to suggest that we look at a bigger pie. By expanding the opportunity for both parties the negotiation takes shape to give our side the incentive and fortitude to conclude a fulfilling and constructive deal. 6. Determination - There is a strong connection between momentum and determination in successfully closing a large business negotiation. When framing a large negotiation we really want to hear from the other side that they will see it through knowing that we will both have ‘puts and calls’ that will need to be addressed and successfully navigated with everyone’s interests taken into consideration. If at this point you get a limp response from the other side you may be in trouble. However, if the other side is affirmative and enthusiastic you are ready to go! And, well on the way to closing another smart, accretive deal!

1. History - Past bargaining sessions with our negotiation partner can motivate the future. By speaking to the history of our two companies and the successes we have enjoyed, we are able to shine light on future opportunities. If this is our first business negotiation, we can elect to profile how our business category regularly conducts and concludes successful cooperative negotiations. The idea is to look for planks to build a solid bridge with our customer. 2. Common Interests - By visiting common interests with our negotiation partner we are laying even more solid planks on our bridge to a successful deal. Common interests may have both monetary and non-monetary implications. Common interests may even include potential community building philanthropic opportunities.

There may be some out there who think framing negotiations in the final stages of a bargaining session is too theatrical or a waste of time. To those I say...a deal is not a deal until the goods have been delivered and we have been paid in full. I would also say that poorly crafted deals are bound to leak oil or may be unreliable in the delivery phase. So my friends, frame your deals smartly. Tell the other side they matter and you care. Tell them everyone deserves to make a profit!

3. Common Objectives - In siting common objectives with our negotiation partner we are really asking a question. We are querying about closure of distance for the larger items in the negotiation such as price, quality and time (‘The Big Three’). When we speak to the other side about ‘The Big Three’ and get positive feedback, then we know entering the bargaining continuum will be easier. However, if we get silence or disagreement, rest assured there will be more heavy lifting July 2014

PATRICK TINNEY is the founder of Centroid Training and Marketing, a consulting firm helping organizations make and save money through consultative selling, sales prospecting and business negotiation training. www.centroidmarketing.com. 10

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DESIGN

Doing Some Slimplicity By Ed Henninger Henninger Consulting

PAGE LABELS: Too strong and often competed for attention with the

I recently had the distinct pleasure of sharing a full workday with n Kevin Slimp. Kevin calls himself ‘the news guru’. I too, have been called a ‘guru’ occassionally. And, yes, I’ve been called many other things too! Kevin had been asked by the publisher of a group of papers in New Jersey to take a look at his papers and offer suggestions for improvement. Kevin and I had already done a couple of presentations jointly and he invited me along to help out. So, on a day in early May, we met a bit west of Asheville, NC, to spend the day together reviewing 10 papers. It was a delight working with Kevin and discovering that we shared many of the same thoughts about what we were seeing. What follows is a brief look at key points we suggested. I believe many of you can find a few of these will apply to your publication.

lead headline on the page.

HEADLINES: Often the same font and size, page after page after page. Definitely need to use other fonts in the family for more contrast.

ORGANIZATION: Some events listings packages jumped from page to page to page - occasionally more than 8 or 9 pages.

NAMEPLATES: All needed tweaking, some were badly in need of complete redesign.

We did find that editors in most of the papers were trying their best to offer a package that was comfortable and easy to read. We appreciate those efforts. But there’s a sense that some of those editors are ‘swimming upstream’ because of a lack of design training. It was fun working with Kevin and we’re planning to do more of these evaluations as time goes by.

TEXT TYPE: Throughout these papers, text was in a face that was too light, a bit too condensed - and way too small.

PHOTOS: Many were poorly cropped and some were muddy and dark. Often, there were too many in a package and none were dominant.

STORIES: Far too long. Remember, readers will only give you 12”-15”

ED HENNINGER is an independent newspaper consultant and the Director of Henninger Consulting, offering comprehensive newspaper design services at: www.henningerconsulting.com.

before they quit a story.

STANDING HEADS: Not well designed and inconsistent.

July 2014

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HUMAN RESOURCES

Social Networking - or ‘Not’ Working A TwoGreySuits Article Company policy around social media continues to be a hot topic of conversation around the water coolers in the workplace. In some cases employees are getting clobbered with harsh discipline for things they didn’t even know there was a policy on. With the increasing use of many social media such as twitter, Facebook, blogs, MySpace, YouTube, LinkedIn, etc., employers are struggling with what is and is not appropriate for use during company time and even outside of the normal business hours. Social media has become an important and every day component of how we now communicate, and it is certainly spilling over into the workplace. In terms of what is or is not appropriate for use at work, confusion abounds!!! An overall philosophy statement used now by many companies often looks something like this: “While you are on company time, please refrain from online activities that don’t bring value to the Company. Think of your personal time online just as you think of personal phone calls or emails.” Many managers would say they have a very significant time theft issue going on in the workplace (unproductive social media use) and also that it is not that easy to deal with or properly address. Sound familiar? Many employers now block access to certain websites such as game sites, social networking sites, entertainment sites, shopping/ auction sites and sports sites. Some companies even use URL blocks to stop employees from visiting external blogs. The other side of all this is the fact that social networking sites are a valuable part of marketing and advertising in today’s market from a business perspective. Many organizations are figuring out how to leverage off this, as an example, having a corporate Facebook page to which all employees can contribute. Many managers would tell you they are having difficulty in drawing the line on use of social media in the workplace. We often hear that employees want access so they can communicate at

July 2014

lunch or on breaks as this is the best way they know of quickly getting up to date with everything going on as opposed to even a few years ago when numerous (more time consuming) phone calls would serve the same purpose. What is an employer to do when an employee has MSN open all day on their PC so they can communicate with their spouse who is at home with the newborn? Every time the employee hears a ‘bling’ they stop what they are doing and connect on line with their spouse. Get the point – where is the dividing line? Employers need to take into consideration that social media has quickly become an important and significant cultural mainstay with how people choose to communicate, especially the younger generations. So, what is the answer then? Some companies, for example, have a very simple blogging policy which says. “Please be smart in your on-line activities. They reflect on both you and the company. The ability to publish things that never go away and can be forwarded endlessly, well, it gives us pause, and we hope it does you, too.”

This article is part of the TwoGreySuits ‘Employee Performance Management’ Series and is offered by our partner, the TwoGreySuits HR Power Centre as a service to our members. At TwoGreySuits, we have invested in the technology to professionally source the many talent pools in the market, in addition of course to being experts in interviewing and selection. The HR Power Centre and HR Hot Line is a one-of-a-kind product specifically designed to get you the answers you need fast, in hundreds of different HR situations. Signing up is simple. You can call us today at 905-639-8720. Why wait? Don’t let important people management issues go unresolved when you can deal with them today.

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HUMAN RESOURCES

TwoGreySuits Introduces Powerful New Benefit TwoGreySuits (TGS) has had an innovation breakthrough that can have a tremendous impact on your company’s success! Check out their new website at www.twogreysuits.com to learn more about how focusing on employee engagement can have a direct impact on profitability. The whiteboard video on the home page explains it all in less than two minutes. If you are already using the service, just log in and take advantage of one Individual Plan online training access absolutely free for OCNA members. If you are not currently taking advantage of this free member benefit, now’s the time to sign up. After experiencing the training, you will likely want all your managers and supervisors involved. You can subscribe to the TGS Corporate Plan online and enroll additional employees for only $39.50 per month per employee, a 20% discount from retail. And, you’ll be able to manage the training through an online administrative platform and measure your results using the TGS metrics package. Don’t wait! Improve Employee Engagement...Improve Profitability…by starting your training now to take advantage of this unique opportunity.

COMMUNITY NEWSPAPER REVIEW 2014 Are you looking to improve the quality of your newspaper? Would you like to receive honest and constructive comments and suggestions from other community newspaper professionals in the industry? The Community Newspaper Review is NOT a professional critique program costing thousands of dollars and performed by consultants. It IS a program that makes use of the skills and experience of community newspaper professionals who have helped earn this province’s newspapers the reputation for outstanding, quality products. They will offer thoughtful and constructive comments and suggestions about your product. Yes, it will be subjective; it’s their opinion. This year, OCNA invites community newspapers across Canada and in several regions of the United States to participate.

Important Dates to Remember Registration Form Due: Exchange information received from OCNA: Deadline to send papers to Reviewer: Deadline to return papers to Owner:

Enter Your Best Work in the 2014 Editor & Publisher EPPY Awards The 19th Annual Editor & Publisher EPPY Awards offer a great opportunity to showcase your work and gain visibility in the media industry. Each year, the EPPY’s attract the best talent from around the world — from Fortune 500 media companies to small, privately owned publications. All entries are judged and awarded according to Editor & Publisher’s set criteria by 79 distinguished media professionals. Created to reward, promote and encourage brilliance in all areas of communication, an EPPY Award remains the apex in many careers. There are 31 diverse categories, from best news or event feature on a website, to best innovation project. Check out all of the categories and decide which are most applicable to your work. Eligible entries must have been published between April 2013 and August 2014. The deadline for submissions is Aug. 29, 2014. For more information and to view a full list of categories, visit eppyawards.com. For questions regarding the Editor & Publisher EPPY Awards, contact Martha McIntosh at martha@editorandpublisher.com; 949.660.6150, ext. 216.

Friday, August 8th Wednesday, August 13th Monday, August 25th Monday, October 6th

For more information, contact Karen Shardlow at OCNA: 905-639-8720 ext 232, or e-mail k.shardlow@ocna.org

July 2014

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July 2014

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