imPRESSions Free Community Papers of New York
SPRING 2017
Association of publishers of free distribution shopping guides, newspapers and periodicals throughout New York State
Conference Wrap-up
Kevin Slimp
Graphic Awards Winners
HR Conference in May
Much more…
TABLE OF CONTENTS facebook.com/fcpny
2017 Annual New York State Human Resources Conference
page 5
Executive Director’s Message
page 3
Dan Alexander Honored
page 9-12 Rt. 96 Diner
Pre-Sorted Standard US Postage
Midway between Interlaken
1885 Route 96A, Ovid,
NY 14521 • 607-869-4091
In This Issue
Auctions ...........................5 Automotive .....................15 Business Directory ... 12-14 Campers .........................15 Childcare ..........................7 Dining/Entertainment .....10 Employment ................. 6-7 Farm ...............................11 For Rent ..........................15 Motorcycle......................15 Pets/Livestock ................11 Reader Ad Form .............14 Real Estate .....................15 Sheds .............................11
INSERTS:
Big M ............................Partial Save-A-Lot ...................Partial
Daily Breakfast, Lunch & Ovid on Rt. 96 & Dinner Specials Tuesday, 8/16 ........ Wednesday, 8/17 ... Pork Loin Dinner Thursday, 8/18....... Hot Turkey Sandwich Friday, 8/19 ............ Prime Rib Saturday, 8/20 ....... Fish Dinner or Seafood Platter Sunday, 8/21 .......... CLOSED Monday, 8/22 ............ Regular Menu Tuesday, 8/23 ........ Spaghetti w/Meatballs or Sausage Scalloped Potatoes & Ham Hours: Sun 8-2;
• Fax: 607-869-9851 • Email:
Mon-Tues * * * NOTE: NEW PHONE 11-7; Wed-Fri 8-7; Sat Closed NUMBER 607-294-0063 ***
shopperads@zoom-d
GREAT PLACE GREAT MUSIC
&RPHWR«
sl.com • Website: www.scashopper.com
PAID Watkins Glen, NY Permit #17 ECRWSS
Postal Patron
Locally Owned and Operated
SALES 101
page 17
AUGUST 15, 2016
GREAT PEOPLE GREAT
Page 8-9
Fridays on the
Brewdeck DILF
The Backtalk Band
cover
Dinners Available 6-8pm
Full season schedule
online wagnervineyards.com at
866-924-6378 9322 State Route 414,
Lodi
Plan To Attend The 19th
OFFICE HOURS:
Annual Pickin’ In The
om
Monday - Thursday: 7:30am - 4:00pm FRIDAY: CLOSED
DEADLINE:
Lizzy Show
THURSDAY AT NOON
OUR STAFF:
Publisher • Bridgette Stewart Sales • Nicole Hayward • Jim Stewart Art Dept. & Reception/Sales • Amanda Hayward
CIRCULATION:
For more info visit www.pickininthepasture.co m or call (607) 582-6363
Locally Owned & Operated
The opinions expressed in this publication are not necessarily those of the publisher.
TICKETS (per person)
SMC Update with Donna Hanberry .................................... 15 IFPA Announcement ................................................................... 16
Legalese with Nick Fiorenza ............................................
[email protected] Follow the signs from Lodi
5 OFF
$ ANY 2016 DAY TICKET
PUBLISHER/EXECUTIVE DIRECTOR
PRESIDENT
David Grayson AD SALES
Tom Cuskey
[email protected]
29
GRAPHIC DESIGN/LAYOUT
Dan Holmes
[email protected]
Connect on LinkedIn
13
New from the Information Industry by Joe Mathes ......... 27
LODI, NY
The Little Roy and
11,400 Mailing to over 10,850 Homes in Interlaken, Ovid, Lodi, Romulus, Fayette, Willard, Seneca Falls, Waterloo & Trumansburg, along with bulk drops in the above towns.
The Seneca County Area Shopper will not knowingly accept or publish advertising which is fraudulent or ing in nature. The misleadpublisher reserves the sole right to edit or reject any and all advertising for any reason. The County Area Shopper Seneca assumes no financial responsibility of typographical errors in advertisements; but if at fault, will reprint the portion of the ad in which the error appears.
Pasture
AUGUST 25, 26, 27
AUDITED BY
EMAIL:
[email protected]
Kevin Slimp - Favorite Apps for Journalists .....................
Associate Members..................................................................... 24
~ Aug. 19 ~ ~ August 26 ~ Live Music 8-11pm - $3
page 6
page 7
Board of Directors .............................................................. 18
FUN
LOCAL EVENTS:
Trumansburg Fair.....
Introducing AdSense
page 4
Graphic Awards Winners and Video
Conference photos
ADVERTISING, EDITORIAL & PRODUCTION FCPNY 109 Twin Oaks Drive Suite C2 Syracuse, NY 13206 Toll Free: 877-275-2726 Fax: 877-790-1976 www.fcpny.com
FREE COMMUNITY PAPERS OF NEW YORK
– NEWSLETTER –
Published for the benefit of our members.
Volume 39 Number 2 • Spring 2017 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.
@fcpnynow
The opinions of the individual contributors or correspondents do not necessarily reflect those of the publication or its management.
fcpny
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.
page 2 SPRING 2017
www.afcp.org
imPRESSions
www.ifpa.com www.cvcaudit.com www.paperchain.com
GREETINGS
Dan Holmes
From the Desk of Your EXECUTIVE DIRECTOR Welcome to the Spring edition of imPRESSions newsletter. It is loaded
I strongly encourage you to take advantage of similar opportunities
with details about the events going on within our state and industry
made available to you. One that you can learn about in this issue is
and includes lots of educational information to help you run your
the annual conference of IFPA to be held in September in neighboring
business and increase your revenue and profits.
New Jersey, just across the border of New York State and just across the river from beautiful New York City. This will prove to be an equally
In early April FCPNY participated in a first-ever collaboration with
valuable gathering of publishing professionals and I encourage every
the New York Press Association when we joined their annual
FCPNY member to consider joining the conference for all or part of
conference in Saratoga Springs. More than 50 FCPNY members
the schedule.
joined compatriots and yes, competitors, from NYPA and the New York Newspapers Advertising and Marketing Executives for two days
Please take note of the announcement about our new AdSense
of seminars and networking. It was amazing to hear the observations,
program found within this issue. Conceived as a way to augment the
concerns and questions from members of those organizations. They
revenue opportunities of FCPNY, your board of directors is asking all
parallel the issues that FCPNY members face every day. We look
members to contribute one ad space on your publication website for
forward to future collaborations as we protect and grow the print
the placement of advertising to support the FCPNY benefits that are
industry and build on the synergies that exist amongst all of us.
so important to the continued growth and integrity of our members.
In two days as I write this article I will depart for Louisville, KY for
You will also find a handful of articles from sales professionals that
the annual conference of AFCP. This meeting is also a collaboration
are provided to stimulate the creativity and effectiveness within your
co-sponsored by AFCP and SAPA, the Southeastern Advertising
sales force.
Publishers Association. I expect to hear much more of the same from the 100’s of attendees from these and other state and regional
We always include an article from our good friend, Kevin Slimp to
association members from across the country. These trips always
secure the interest of members of your graphics department. And
make me realize just how similar our challenges are, no matter
Donna Hanbery has provided information about the comments she
where we conduct our business, and the information gathered
solicited from publishers across the country to provide to the Postal
at these events helps everyone involved to gain strength and
Rate Commission as they consider whether to change the parameters
confidence in what we do.
of rate increases from the United States Postal Service. This is a critical
imPRESSions
SPRING 2017 page 3
Executive Director’s Message (cont.)
costs.
NEWS
We also have provided a timely article from our human resource partners
DAN ALEXANDER HONORED
deliberation that could have a substantial impact on our future postal
at Ferrara, Fiorenza PC law firm. They will be holding their annual Human Resources Conference on May 4-5 at the newly re-developed Marriott Syracuse Downtown. FCPNY is a co-sponsor with the Printing Industry Alliance of this annual presentation on the ever-changing complexities of Human Resources and Employment Law. This is a great opportunity to stay abreast of these changes, information on the conference is included in these pages. I hope the information we have provided is helpful as you embrace the rejuvenating power of Spring and the beneficial affect it has on your business. Dan Alexander, Sun Community News publisher and FCPNY
Happy Selling!
board member, was honored with the Craig S. McMullen Distinguished Service Award at the recent Association of Free Community Papers (AFCP) conference in Louisville, KY. Dan has been a major contributor to the AFCP board through the
SHARE THE NEWS We are happy to email a PDF and a link to the online flip-book of our newsletter to any and all of your staff members. Simply send us a list of names and emails to:
[email protected]
years, currently serving as the FCPNY representative to that group. He has chaired the association’s membership committee and alternative revenue committee and has been a “go to” person for FCPNY, AFCP and other publishing group members through the years. He currently serves as chair of the Paper Chain committee. As described in the award presentation, Dan is “the type of person who is the first to pitch in, the first to come to everybody’s rescue when they need it and the last person to expect anything in return for their efforts.” Congratulations, Dan, from your friends and colleagues at FCPNY!
page 4 SPRING 2017
imPRESSions
2017 Annual New York State Human Resources Conference May 4-5, 2017 Marriott Syracuse Downtown Syracuse, New York Human Resources and Employment Law keeps changing. How will you face the new challenges ahead?
Human Resources and Employment Law keeps changing. The approach of the new administration in Washington, D.C. to passing and enforcing various employment laws is much different than that of past administrations. Consequently, your compliance obligations and challenges have changed – and will continue to change – dramatically. In short, compliance hasn’t gotten any easier. The 2017 Annual New York State Human Resources Conference at the Marriott Syracuse Downtown is designed to help you prepare for what’s next! This Conference (held at the Turning Stone Casino in years past) has been presented annually for more than a decade and has been hailed by participants as being THE preeminent HR and employment law education conference, bar none. Unlike other conferences, this one is structured to provide you with a real, no nonsense opportunity to work with experienced Employment Law Attorneys (as well as other participants) to develop your organization’s best strategies for complying with new and existing HR/ employment laws. Our presenters are experienced employment law attorneys, and a former U.S. Dept. of Labor investigator, who will make sure you know the latest developments in employment law and rule changes looming on the horizon. But, more importantly, they will give you the suggested tools and strategies to defend yourself against employment claims and compliance pitfalls.
Register online at www.PIAlliance.org or call (800) 777-4742
This conference is dedicated to helping employers not simply survive the ever-changing regulation of the workplace, but to thrive in that environment. The information and materials our instructors provide are the product of decades of experience. Rest assured, the information presented will be relevant and timely for the challenges you will continue to face – and the new challenges ahead.
imPRESSions
SPRING 2017 page 5
NEW! INTRODUCING ADSENSE As you know, AdNetworkNY classified ads are the association’s
We will provide you with an FCPNY AdSense Network code for your
largest source of revenue and also fund the member benefits
website at the following site http://altrevtech.com/_/FCPNY.
our FCPNY publishers enjoy. As our classified advertising
Please place this individualized code on your website as soon as
market declines we consistently seek new alternative revenue
possible. This code is for a responsive ad – VARIABLE SIZE (one size
sources to replace those lost classified dollars. This communic-
fits all). Responsive ad units allow you to support a wide range
ation is an introduction to a new program that will do just that.
of devices (i.e.,computers, phones,tablets, etc.) by automatically adapting their size to fit your page layout. Regardless of which
Effective immediately, FCPNY is launching a Google AdSense
device users use to visit your site, responsive ad units can help you
Network. We are asking our member publications to set aside
provide a great ad experience.
one unsold display ad space on your website and designate it for this program, much like the way you set aside space in your print
Other ad sizes are available upon request. We have carefully filtered
publications to run the AdNetworkNY ads. Our project consultant,
out ads pertaining to dating, chat, gambling, alcohol, tobacco and
fellow weekly publisher Joe Mathes, will fill the donated space with
other potentially offensive categories.
ads from Google’s AdSense Network and FCPNY will benefit from the revenue from that one spot on your publication website.
If the process I have described sounds like Greek to you and you are not tech savvy, not to worry; your IT person or website vendor should
The Board of Directors approved this program enthusiastically. They
be able to place it on your site with relative ease. If you do not have
also agreed to begin the new website advertising network by placing
a tech saavy person on your staff, or at your disposal, FCPNY can also
the AdSense code on all board member sites in order to perfect the
help you. If you have any technical questions or need assistance in
system before rolling it out to the full FCPNY membership.
placing the code, contact Dan at 877-275-2726 or
[email protected]
The FCPNY AdSense Network will help your association continue to
Thank you again in advance for your participation, your timely
provide member benefits like: CVC audits and readership studies,
placement of the FCPNY AdSense code on a premium position of
AdMall sales and research tools, conferences, Leadership Summits,
your website is greatly appreciated. If you are interested in placing
on-site and online training with Tom Cuskey, imPRESSions newsletter,
more than one ad on your website we can help you do so and each
human resources support and more. Your participation is vital and urgent!
additional ad will be paid directly to you in full.
page 6 SPRING 2017
imPRESSions
CONFERENCE PHOTOS
The regi
FCPNY partnered with the New York Press Association (NYPA) and New York Newspapers Advertising & Marketing Executives (NYNAME) to present a statewide focused industry conference. Members of all three organizations gathered April 7 & 8 at the Gideon Putnam Resort in Saratoga Springs for presentations from experts in sales, marketing, management, graphics, editorial and more. Attendance was good, discussions were fruitful and spirits were high. Many thanks to NYPA and NYNAME for their hospitality, cooperation and energy!
Dan Alexander an d Ed Coats, Sun Community News and Printin g consider what seminars to atten d.
tlight John McIntyre from Spo ards. aw his s Newspapers accept
tnam
e Gideon Pu
ors hall at th
h and vend stration boot
Genesee Valley award winners Steve Harrison, Christie Leone, Daria Reitknecht, Mary Shepard and Awards co-chairperson Karen Sawicz. The Genesee Valley Pennysaver staff reviews the seminar choices and sample publications.
Karin Weale, RW Publications, ne tworks with Brad London, La ke Country Med ia during breakf ast. FCPNY President and LeRoy Pennysaver publisher David Grayson confers with AdNetworkNY chairman and Genesee Valley Pennysaver publisher, Steve Harrison.
imPRESSions
SPRING 2017 page 7
CONFERENCE PHOTOS
Lake Country Penn ysaver’s Brad Lond on, Marissa Olles and Publisher, Karen Sa wicz
New Turk from the Syracuse Chris Malone and Robin ck clo er falg Tra the s including Times accept their award nce elle Exc al ner Ge – presented for first place
Attendees enjoy the FCPNY Graphic Awards presentation during Saturday lunch on Putnam ballroom.
Graphic Awards presentation in the Gide
ast.
ted during Saturday breakf
Graphic Awards are presen
Dan and Gayle Alexander from Sun Community News join Karen Sawicz to receive their awards.
page 8 SPRING 2017
imPRESSions
Karen Fien, Barbara Burke, Vicki Caspersson from Westside News traveled across the state to accept their many awards.
2017 FCPNY GRAPHIC AWARDS WINNERS Winners announced April 7, 2017 Cat # Category Description
Division Div. Desc.
Place
Publication
1 General Excellence
Magazine
1st
Genesee Valley Pennysaver
2nd
The Merchandiser
3rd
All Island Media
2 General Excellence
1st
Seneca County Area Shopper
2nd
Lake Country Media
3rd
The Hi-Lites
2 General Excellence
1st
Syracuse New Times
Tabloid A Up to 15% non-
advertising content
Tabloid B More than 15% non-
2nd
Sun Community News
advertising content
3rd
Westside News
3 Sales Presentation
1st
Genesee Valley Pennysaver
4 Ad Design Contest
Promoting AdNetworkNY
1st
Lake Country Media
2nd
Lake Country Media
3rd
Genesee Valley Publications
5 Best Grocery Ad
1st
Norwich/Sidney/Wharton Valley Pennysavers
A
2nd
Turnpike/Oneonta-Cooperstown Pennysavers
3rd
Genesee Valley Pennysaver
5 Best Grocery Ad
1st
The Merchandiser
2nd
The Merchandiser
3rd
Genesee Valley Pennysaver
6 Best Restaurant Ad
1st
All Island Media
2nd
Lake Country Media
B
A
B&W
Color
B&W
eo See a vid of all the ners 2017 win OW WATCH N
Rt. 96 Diner Midway between Interlaken
1885 Route 96A, Ovid,
NY 14521 • 607-869-40
In This Issue
Auctions ...................... .....5 Automotive .....................1 5 Business Directory ... 12-14 Campers ...................... Childcare .........................15 Dining/Entertainment ....7 .....10 Employment ................. 6-7 Farm ...................... .........11 For Rent ...................... ....15 Motorcycle...................... 15 Pets/Livestock ................11 Reader Ad Form .............14 Real Estate .....................1 5 Sheds ...................... .......11
INSERTS:
Big M ........................ ....Partial Save-A-Lot ...................Par tial
91 • Fax: 607-869-98 51 • Email:
Mon-Tues * * * NOTE: NEW PHONE 11-7; Wed-Fri 8-7; Sat Closed NUMBER 607-294-0063 ***
shopperads@zoom-dsl.
GREAT PLACE GREAT MUSIC
&RPHWR«
Pre-Sorted Standard US Postage PAID Watkins Glen, NY Permit #17
& Ovid
on Rt. 96 Daily Breakfast, Lunch & Dinner Specials Tuesday, 8/16 ........ Wednesday, 8/17 ... Pork Loin Dinner Thursday, 8/18....... Hot Turkey Sandwich Friday, 8/19 ............ Prime Rib Saturday, 8/20 ....... Fish Dinner or Seafood Platter Sunday, 8/21 .......... CLOSED Monday, 8/22 ............ Regular Menu Tuesday, 8/23 ........ Spaghetti w/Meatballs or Sausage Scalloped Potatoes & Ham Hours: Sun 8-2;
com • Website: www.scash
opper.com
ECRWSS
Postal Patron
Locally Owned and Operated
AUGUST 15, 2016
GREAT PEOPLE GREAT
FUN
LOCAL EVENTS:
Trumansburg Fair.....
Page 8-9
Fridays on the
6 Best Restaurant Ad
B
1st
The Merchandiser
2nd
All Island Media
3rd
All Island Media
6 Best Restaurant Ad
1st
All Island Media
2nd
All Island Media
3rd
All Island Media
7 Best Conv. Store/Deli Ad
1st
The Merchandiser
2nd
Genesee Valley Pennysaver
3rd
All Island Media
C
B
Color
Full Color on gloss stock
Color
Brewdeck
~ Aug. 19 ~ DILF
~ August 26 ~ The Backtalk Band
Live Music 8-11pm - $3
cover
Dinners Available 6-8pm
Full season schedule
online wagnervineyards.com at
866-924-6378 9322 State Route 414, Lodi
AUDITED BY
EMAIL:
[email protected]
OFFICE HOURS:
Monday - Thursday: 7:30am - 4:00pm FRIDAY: CLOSED
DEADLINE:
Plan To Attend The 19th
Annual Pickin’ In The
LODI, NY
The Little Roy and
Lizzy Show
THURSDAY AT NOON
OUR STAFF:
Publisher • Bridgette Stewart Sales • Nicole Hayward • Jim Stewart Art Dept. & Reception/Sa les • Amanda Hayward
CIRCULATION: 11,400
Mailing to over 10,850 Homes in Interlaken, Ovid, Lodi, Romulus, Fayette, Willard, Seneca Falls, Waterloo & Trumansburg, along with bulk drops in the above towns.
For more info visit www.pickininthepastur e.com or call (607) 582-6363
Locally Owned & Operated The Seneca County Area Shopper will not knowingly accept or publish advertising which is fraudulent or ing in nature. The misleadpublisher reserves the sole right to edit or reject any and all advertising for any reason. The County Area Shopper Seneca assumes no financial responsibility of typographical errors in advertisements; but if at fault, will reprint the portion of the ad in which the error appears.
The opinions expressed in this publication are not necessarily those of the publisher.
Pasture
AUGUST 25, 26, 27
TICKETS (per person)
imPRESSions
[email protected] Follow the signs from Lodi
5 OFF
$
ANY 2016 DAY TICKE T
SPRING 2017 page 9
2017 FCPNY GRAPHIC AWARDS WINNERS Winners announced April 7, 2017
If you do not appoint a Designated Driver, one will be appointed for you! Please Don’t Drink & Drive!
This Message Brought To You By These Concerned Businesses:
❦THE UNIQUE SHOP
May you have a safe and prosperous New Year - Drive Safely Gary, Ginny, JoAnne 130 S. Union St. • Spencerport • 352-1350
Division Div. Desc.
Place
Publication
8 Best Single Ad
B&W A
1st
Lake Country Media
2nd
The Merchandiser
3rd
The Merchandiser
8 Best Single Ad B&W
1st
Seneca County Area Shopper
B
Up to 12”in depth
12” or more in depth
2nd
Seneca County Area Shopper
9 Best Single Ad Color
1st
Westside News
2nd
Genesee Valley Pennysaver
3rd
Westside News
9 Best Single Ad Color
A
B
Up to 12”in depth
1st
Lake Country Media
2nd
Lake Country Media
3rd
Turnpike/Oneonta-Cooperstown Pennysavers
9 Best Single Ad Color
Color Gloss up to 12”
1st
All Island Media
in depth
2nd
All Island Media
3rd
All Island Media
10 Best Ad Series
1st
Westside News
2nd
Westside News
3rd
Westside News
11 Best Automotive Ad
1st
Norwich/Sidney/Wharton Valley Pennysavers
2nd
Turnpike/Oneonta-Cooperstown Pennysavers
3rd
Turnpike/Oneonta-Cooperstown Pennysavers
11 Best Automotive Ad
1st
The Merchandiser
2nd
The Merchandiser
3rd
Genesee Valley Pennysaver
11 Best Automotive Ad
C
A
B
3 to 10 ads
B&W
Color
1st
All Island Media
2nd
All Island Media
12 Best Institutional Ad
1st
Lake Country Media
2nd
Lake Country Media
3rd
Genesee Valley Pennysaver
12 Best Institutional Ad
1st
All Island Media
2nd
Westside News
3rd
Chase Media Group
page 10 SPRING 2017
imPRESSions
C
12” or more in depth
A
B
Full Color on gloss stock B&W
Color
24 Hr. TOWiNg Auto Sales & Service
Auto & Truck Accessories
SNOWPLOWS Eric Smith, Pres.
585.638.5130
Flatbed Service
Automotive
rePair & Service cLeaN USeD carS Utility Trailer Sales Mini Storage Spaces 56 State St., Holley, NY 14470
Steven J. thompSon, DDS Wishing you a Healthy & Happy New Year!
42 Public Square Holley • 638-5435 www.thompsondentalcare.com The New York State Governors Traffic Safety Committee and the NYS STOP-DWI Foundation have released a “Have A Plan” mobile app. This app provides you with a timely and convenient resource that enables you to locate and call a taxi service, program a designated-driver list, educate yourself on Blood Alcohol Content levels as well as information on DWI laws and penalties or even report a suspected impaired driver. The app is available for Apple, Droid, and Windows smart phones. As seen in this photo from the Orleans County Sheriffs office, local police agencies are putting up these displays describing the “Have A Plan” effort. In the photo are the Orleans County Sheriff, Randall Bower (right) and Deputy Ryan Flaherty.
www.thestewartinsuranceagency.com
Happy New Year from
Dr. Cary A. Kazdan, Optometrist Dr. Peter Micca, Optometrist Keith Oetinger, Optician
[email protected]
MANN INSURANCE AGENCY Keep yourself and others safe and your insurance premiums low. Please don’t drink and drive.
SPENCERPORT OPTICAL
37 Market Street, Brockport
637-5104 • 637-0669
24 West Avenue • Spencerport • 352-1960
[email protected] www.manninsurancebrockport.com
www.spencerportoptical.com
585-520-0015
for all of your heating and cooling needs and more djlgroupheatingandcooling.com
High Tech Repair with Hometown Care!
Full Auto Care
164 LyeLL Ave. SpenCeRpoRT
In Loving Memory of
352-4700
We would be happy to take your Used Oil!
Barbara A. Bartlett Please Drive safely.
Happy New Year!
Your Community Credit Union Kelly M. Lewis Agent
59 South Main Street Brockport, NY 14420
585-637-5358
Fax: 585-637-2172
2775 Spencerport Rd., Spencerport 585-352-6890 www.spnfcu.org
117 S. Union St., Spencerport, NY 14559
Federally Insured by the NCUA. We do business in with the Federal Fair Housing Law and the Equalaccordance Credit Opportunity Act. Membership subject to eligibility.
State Farm Insurance Companies Home Offices: Bloomington, Illinois
(585) 352-5756
www.spencerportinsuranceagency.com
Brought To You By
WESTSIDE NEWS INC.
VEHICLE? A N E W any mo del ! N G F O R! Any ma ke, S H O P P Ido fee s! it for you den Let us lers hip or hid No mo re dea
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The RRW Relay for Life Team
June 4th, 2016 11 am - 3 pm
Stroll through the vineyard and taste RRW wines with the labels hidden, and draw a poker card at each stop. Prizes awarded for the most wines guessed correctly, and best poker hand!
Also enjoy on the same day... • Hog Roast • Buccaneer BBQ • Local Farmers /Artisan Market • Live Music • Wine Tasting! • Raffle
at 2805 State Highway 80, Burlington Flats, NY 607-965-0626 • www.rusticridgewinery.com
Like us on
182248-1
Cat # Category Description
Pennysaver • NORWICH EDITION
2017 FCPNY GRAPHIC AWARDS WINNERS
nline.com
www.pennysavero
SEPT. 20, 2016
SECTION
A
INDEX Miscellaneous 8,10 & 13A Reader Ads...2-5, GROCERY A Pine Ridge Grocery.........9 ...11A Service Pharmacy.......
SELLs IT FAST
GUIDES .....10A Bridal Directory......... .18-20A Home Improvement. Tools...........................20A Hometown Business Directory....................6-7A 2A Reader Ad Form............1 COUPONS Countryside .4A Stove & Chimney......... Premier Roofing & Remodeling.................20A ...11A Service Pharmacy.......
Winners announced April 7, 2017
It’s Easy...
Division Div. Desc.
Place
Publication
12 Best Institutional Ad
C
1st
All Island Media
2nd
All Island Media
Full Color on gloss stock
13 Best Agency Design Ad
B
Color
14 P&D Single Sheet Insert
1st 1st
Lake Country Media
2nd
All Island Media
3rd
All Island Media
15 Self Promo Own Publ.
1st
Sun Community News
2nd
Norwich/Sidney/Wharton Valley Pennysavers
2 4 6
8 $ 11 $ 13
$
rs pape Private ad rate
DELIVERY: 607-334-7722 3 or 1-800-236-136
[email protected] Internet: www.pennysaveronline.com E-mail:
[email protected] Facebook: www.facebook.com/ pennysaveronline
In-paper self promotion
3rd
Westside News
15 Self Promo Own Publ.
1st
All Island Media
2nd
All Island Media
3rd
The Hi-Lites
16 Self Promo Other/Alt.
1st
Genesee Valley Pennysaver
2nd
Genesee Valley Pennysaver
3rd
Chase Media Group
16 Self Promo Other/Alt.
1st
Genesee Valley Publications
2nd
All Island Media
B
A
B
Front Page Banner
Other Media
Rate Card
3rd
Seneca County Area Shopper
17 Self Promo - Classifieds
1st
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Our goal at Sun Community News is to publish accurate, useful and timely information in our newspapers, news products, shopping guides, vacation guides, and other specialty publications for the benefit of our readers and advertisers. We value your comments and suggestions concerning all aspects of this publication.
Publisher/CEO
o you think we’ll ever get our house in order? The anger that so many of our fellow countryman feel today has grown out of the dissatisfaction and frustration of seeing the nation’s political parties so vehemently disjointed. We are now witnessing the same behavior within the Republican party as those in the established inner circle attempt to derail candidates they find unsuitable. And while the Republicans are in full destruct mode, the Democrats are becoming equally divided in what was expected to be an easy path to the nomination for Hillary Clinton. Senator Sanders’ surprisingly successful socialist campaign, is “bernin’” the party while the DOJ continues their ever expanding investigation into Clinton’s past discretions with classified documents. We’ve seen how this two party polarization can stifle political and economic growth in the country. Just imagine the effect it will have when the same culture tears at the fabric inside the two established parties. Infighting of this magnitude only serves to leave the country in an impotent state with nothing getting accomplished except further debt, dysfunction, anger and despair. Our nation has always been able to rise above the petty disagreements and come together to accomplish great things, but in this environment there is no clear overwhelming choice that any majority can agree upon or support. What no one seems willing to accept is we all lose when any of us lose. Respect and compromise is the only path to healing. President Lincoln saw this clearly after the civil war despite it being an unpopular position at the time. He understood the nation needed to heal after the bitter fighting and the only solution was to forgive and unite under a common cause. Sadly his life was taken before he could enact his plans. Yet he stands today as one of our nation’s greatest presidents. We must recognize and respect this great melting pot of ideas and people we call home and find solutions that respect the will of all her people, not just those lucky enough to be in power at the moment. Our strength is only evident when it is focused on the common good and right now it’s anything but. Dan Alexander is CEO of Sun Community News. He may be reached at
[email protected].
Published by Denton Publications, Inc.
www.suncommunitynews.com/editorials
Dan Alexander
D
www.SunCommunityNews.com
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Publisher ............................................................................................Daniel E. Alexander Associate Publisher ............................................................................................ Ed Coats Operations Manager ............................................................................... William Coats General Manager Central...................................................Daniel E. Alexander, Jr. Managing Editor ...........................................................................................John Gereau General Manager North ................................................................. Ashley Alexander General Manager South .................................................................Scarlette Merfeld
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EDITORIALS
Taking in refugees will be good for the Adirondack Park
T
he world can be a dark place. Unless you’ve been living under a rock — which is actually a legitimate lifestyle here in the Adirondack Park — you’ve likely caught a whiff of the uncertainty that continues to grip the nation. An autocratic renegade real estate developer is poisoning the well of reasonable discourse with his brand of pugnacious faux-populism. The situation across the political aisle is equally odorous, with voters forced to choose between a socialist who wants to remake our political system and a craven opportunist who is allergic to the truth. Flint, Michigan is embroiled in a deadly water crisis stemming from profound government malfeasance. Zika, a new mosquito-borne virus, is threatening to become the new ebola, while storm clouds continue to gather over the global economy. It’s times like this when we could all use some good news. That’s why we’re so heartened by the efforts of a local group of civic leaders to turn on the light. This winter, a collective of religious institutions, nonprofits and other citizens assembled to discuss a burning question: How can we open ourselves up to refugees in a hostile political environment? The group, now known as the North Country Refugee Collaboration Project, met at the Keene Valley Congregational Church on a late-January evening — Martin Luther King, Jr. Day — and emerged three hours later brimming with ideas: “It is clear that we see a need and want to respond right now,” said a memo issued after the meeting. “We want to capture that energy and commitment, and continue to see it grow and expand to other groups (secular, governmental and faith-based) in our area.” The report mapped out a blueprint for moving forward, designating goals, timelines and point people for each task. This is wonderful news for many reasons, namely because this group is acting as our collective moral compass. We live under a growing shadow of ugliness. One of the key goals of the Islamic State is for the United States to alienate, marginalize and denigrate Muslim populations. This, they hope, will aid in their recruitment efforts. We saw this in the aftermath of the Paris and San Bernardino attacks, where our politicians — including several of our state and federal representatives — tripped over themselves to put the brakes on federal immigration programs. Spiked with inflammatory and fearful language, this was partisan hackery at its worst. Refugees, especially those from war-torn regions like Syria, are already the most severely scrutinized group to enter the country. Terrorist attacks on American soil, for the most part, have been carried out not by refugees, by naturalized citizens or those carrying student visas. (And that’s to say nothing of the toxicity being spewed by Donald Trump — “Who’s going to pay for the wall? They are!” — when it comes to our amigos to the south.) While last fall’s attacks by Islamic militants have largely faded into the
rearview, America continues to be at a crossroads. An estimated 4 million Syrians are trying to leave the country. Of those, only an infinitesimal number will eventually make it to American soil. This year, President Obama has recommended accepting 85,000 (and 100,000 in 2017). While the number has already proven to be fodder for critics, it’s a drop in the bucket when compared to the 4.2 million immigrants who are already in the country. We hope some of these Syrians will find their way here. Taking in refugees is good for America — and in particular, the Adirondack Park — for a few simple common sense reasons. The first is jobs. One of the most chief complaints we hear from the North Country business community is the lack of a dependable workforce. From small businesses to large employers to the region’s leading nonprofits, the refrain is simple: It’s tough to fill low-paying slots with good, reliable help. For many, the choice is simple: Why work when you can collect benefits? Immigrants don’t share that mindset. Schools. Combatting the demographic decline remains one of the region’s most vexing problems. When it comes to the public school landscape, we’re in a new era of permanent austerity where discussion is punctuated by buzzwords like mergers, shared services and consolidation — not growth, prosperity and expansion. Old timers fondly talk of a working family in each house. We can have that again. Diversity. At 96 percent white, we’re a homogenous bunch that does not resemble the shifting demographics of the country (the remaining four percent are prison inmates). This really puts us at a disadvantage, especially our kids, who aren’t exposed to the benefits of a multicultural tapestry, from learning new traditions, enjoying culinary experiences or simply expanding their intellectual universe. We’re not naive. The international press is rife with reports of refugees who have refused to assimilate in communities that are also ill-equipped to handle the influx, be it through nativist attitudes, a lack of housing and educational infrastructure or whatever else. But unlike the European Union, we’re a single country that has the immigrant experience etched into our national consciousness. We did, and continue to, rely on newcomers to maintain a vibrant economy and colorful cultural landscape. The North Country Refugee Collaboration Project is clearly in its embryonic stages. They face a long road ahead. But it pales in comparison to the horrors from which Syrians are fleeing: Rape. Torture. Murder. This group is doing a good thing, offering a flicker of hope in this era of domestic and international uncertainty. We support their mission. The Sun Community News Editorial Board is comprised of Dan Alexander, John Gereau, Pete DeMola and Keith Lobdell. We value your opinion and want to hear from you. Drop us a line on our new Facebook page, follow us on Twitter, or email us at
[email protected].
OPINION POLICY
Sun Community News welcomes letters to the editor • Letters can be sent to its offices, 14 Hand Avenue, PO Box 338, Elizabethtown, 12932 or e-mailed to
[email protected] • Letters can also be submitted online at www.suncommunitynews.com. • Letters should not exceed 400 words and must be signed and
include a telephone number for verification. Sun Community News reserves the right to edit letters for length and/or content. Letters deemed inappropriate will be rejected. Endorsement letters for announced political candidates are not accepted and are considered paid advertisements.
y.com
www.westsidenewsn
Issue No. 24
June 12, 2016
DISTRIBUTED TO
N AND KENDALL
CLARKSON, HAMLI
fic voiced again Concern over traf elopment ed Clarkson dev regarding propos
neighbors,” Aled not to see more “I’m disappoint turn-out for the regarding the light might be that exander added, suggested one reason process, “our public hearing. She with the approval residents feel frustrated she said. matter,” Walker Road in opinion doesn’t who lives on Sweden weden/ Julie Lapinski, said the entire Clarkson/S the Town of Sweden, will be impacted by the increase Brockport community proposed development. “I don’t by the said, but, “this in traffic created she growth,” with smart have a problem quality of life and t. It affects our is a huge developmen Road, Diana Nienobody cares.” of Sweden Walker Another resident about the Brook is worried not only her home behind dermeier, said she duplexes proposed t at the Sweden Field project, but potential developmen and additional intersection. what is good for Walker/Ridge Road Board should plan “The Planning places for this project There are better who live in this the community. our plate for people are concerned ... there’s a lot on ge Road) ... we area (Sweden Walker/Rid area.” it is too big for that said they are not other residents Niedermeier and development and the for proposed happy with lighting is useless. “No one wants to walk the sidewalk proposed r said. “You’re takNiedermeie Road,” what on Sweden Walker planning. It’s not This is very poor ... that’s our ing our sunsets. the boards decide we want ... but whateverr said. said the board frustration,” Niedermeie Engineer J.P. Schepp and requested Clarkson Town traffic impact studies he said has reviewed two . “It’s a work in progress,” traffic busy additional information increase in the already hasn’t made a regarding how the ted. “The state flow will be accommoda state roads. We are going to do both are loud they you call, hearing final the state, we are what we can with and clear.” with Costich Engiproject manager Michael Montalto, (which indicated traffic impact studies have taken into neering, said the would be minimal) and growth,” in the impact on traffic development ... account, “more intense done nothing from an approval has DOT “The he said. the area. have not signed-off,” standpoint, they the Planning Board the purpose of continue Montalto noted advance plans and housing public hearing was to help Brook Field at Clarkson the project. dialogue regarding elevations for the proposed reviews site plans and Board. K. Gabalski photo. of Costich Engineering 7 by the Clarkson Planning Michael Montalto held Tuesday, June
Ridge Road and Walker Road and west corner of Sweden 265 residential units. and the main concern, includes 31.3 acres continues to be The impact on traffic on Sweden Walker Road, who told Clarkson residents Clarkson and Sweden continue to particularly of are already dangerous, traffic volumes Residents of both that they t proposed say current heavy members June 7 other developmen in traffic the Planning Board Brook Field and over the increase t even without have serious concernsat Clarkson housing developmen “There are in the area. Field Sue Alexander said. mailboxes,” proposed Brook four “I’ve lost my mailbox. I don’t the Brook afraid to walk to would bring. Alexander also is currently reviewing bad crashes ... I’m I live in Clarkson.” The Planning Board no action June 7. Chair Donald want to live in Greece. to look into the backyards of Brook took “We will conField proposal and not want west side of Sweden residents for attending. be no decision said she does are planned for the Osborne thanked he said. “There will Field villas, which comments,” .” sider your your attendance Walker Road. for the southtonight. We appreciate development is proposed The Brook Field
by Kristina Gabalski
development during
a public hearing
6 of 201 Class larkson Herald To 26The News and Hamlin-C Salute edition of Suburban section in the June
a special at a savings up to 33%. SES! over 33,000 homes can put your own S FOR BUSINES of special section pricing to reachonly $39 per school. You TWO OPTION and take advantage own listing at together with your at no extra charge. 1. Put your own messageon separate pages for each high school are graduating this year 2. Join other businesses staff members or your own children who $19.00. to graduate for only special message here ry ad to your favorite • Place a congratulato the right. INDIVIDUALS Size 2-3/8” x 1-7/8”. See example at Sales
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News Call Your Westside 11 Representative at 352-34
Congratulations Liam Martin
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SPRING 2017 page 11
2017 FCPNY GRAPHIC AWARDS WINNERS
k State
Advertise Across New Yor Ads enjoy great
market reach and readership.
Winners announced April 7, 2017 Cat # Category Description
Division Div. Desc.
Place
Publication
19 Separate Publications
C
Magazine format using
1st
Genesee Valley Pennysaver
combination of paper stocks
2nd
All Island Media
3rd
Norwich/Sidney/Wharton Valley Pennysavers
19 Separate Publications
Tabloid
1st
Syracuse New Times
D
2nd
Norwich/Sidney/Wharton Valley Pennysavers
20 Editorial Comm/Cust Svc
1st
Genesee Valley Pennysaver
2nd
Lake Country Media
21 Editorial Best Orig Writing
1st
Westside News
2nd
Syracuse New Times
21 Editorial Best Orig Writing
1st
Syracuse New Times
2nd
Westside News
21 Editorial Best Orig Writing
1st
Sun Community News
A B C
General News Feature article Editorial
2nd
Syracuse New Times
22 Best Orig B&W Photo
1st
Sun Community News
2nd
Sun Community News
23 Best Orig Color Photo
1st
Westside News
2nd
The Merchandiser
3rd
Westside News
24 Online Presence
1st
All Island Media
2nd
Sun Community News
3rd
Spotlight Newspapers
24 Online Presence
A A
A
B
w/ Feature or General News w/ Feature or General News
Website
1st
Spotlight Newspapers
Facebook
2nd
Sun Community News
3rd
Genesee Valley Pennysaver
Congratulations to our winners and thanks to all who entered. Plan now to participate next year – make time each week to review publications, select the best ads, stories and photos and help us salute you and your staff for all of their efforts!
page 12 SPRING 2017
imPRESSions
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By Kevin Slimp, “THE NEWS GURU”
In April, I was asked to speak
Mail Today” in bold red letters over the picture.
on the topic, “New Tools for
Another reminded users a state of emergency
Newspapers” at an industry-
was in effect for their county.
SLACK (FREE) Nathan Simpson, Shelbyville, Kentucky, was the first to write to me about Slack, an app
related conference in Des
that allows teams to check off to-do lists while
Moines, Iowa. Taking the
working together on a project.
easy way out, I quickly went online and asked newspaper
I did a little research and found examples of sales
professionals to share their favorite apps,
staffs, designer groups and marketing teams
programs and devices.
using Slack to keep track of their progress while all working on the same project.
I quickly learned editors, designers, photo-
FAST SCANNER (FREE)
graphers, ad reps and other folks at newspapers have definite favorites to help with their daily tasks. Let’s examine a few.
TOUT (FREE) Several users wrote to tell me about Tout,
PHONTO (FREE)
an application which allows users to record,
Phonto is a simple application that allows users
upload and distribute video using smart
to add text to pictures on their smartphones. Kim
phones and tablets.
Shepherd, Delhi, New York, wrote that she used Phonto for weather updates online. She was
Michael Smith, Aiken, South Carolina, explained
even nice enough to send a couple of samples.
his daily newspaper used Tout to record and
One was a photo of a postal carrier trying to
upload videos from the field, while an editor
deliver mail in the snow, with the words “No
examined and approved the material using a
Kristi Nelson Bumpus, a metro reporter in Tennessee, was the first to comment about scanning software. She noted that her current favorite was Fast Scanner, a free app by Hang Nguyen. Fast Scanner allows the user to take a pic on their phone, then quickly convert the image to a highres PDF which can be sent directly from the app via email or messaging.
desktop version of Tout.
imPRESSions
SPRING 2017 page 13
SLIMP CONTINUED
PERCENT CALCULATOR & PERCENTAGE CALCULATOR (FREE) Several ad reps wrote in about calculator apps. No one wants to pull out a pen and paper in front of a client to calculate percentages. Two apps, Percent Calculator and Percentage Calculator, were the most mentioned. Adobe Sign (free for Adobe CC subscribers) Adobe Sign is another scanning application with an important twist. Using their fingers, Adobe Sign allows users to sign documents on their phone screens. Documents can be scanned, converted to PDF and signed, all in
archives of web pages related to a topic is a
reproduction, Camera+ is a must-have app.
breeze with Instapaper.
SNAPSEED (FREE)
I use Camera+ almost daily to shoot RAW images on my iPhone 7, which uses dual lenses
Snapseed may be the best photo editing
to produce RAW images. Compared to the
application for the phone. Many of the tools
camera app that comes built-in with the iPhone,
available in Photoshop, Lightroom and other
Camera+ produces results which are far superior.
editing applications are available from within Snapseed.
I received dozens of suggestions, which made preparing for my session in Des Moines a snap.
Shadows & highlights, dodge & burn, spot
If you have a favorite app, I’d love to know
repair, tuning and more are available all while
about it for future columns. Send me a note
working from a phone or tablet.
at
[email protected].
one sequence. Kevin Slimp is CEO of newspaperacademy. In addition, Adobe signature is legally binding,
com and director of The Newspaper Institute.
compliant with e-signature laws around the
Contact Kevin at
[email protected].
world.
INSTAPAPER (FREE) Instapaper is a favorite of reporters and researchers who need to search and save information on the Internet. A simple click allows users to save web pages and stories to a phone, tablet or computer. Creating
page 14 SPRING 2017
imPRESSions
CAMERA + ($2.99-$4.99) Simply stated, Camera+ is the best app for taking pictures on an iPhone or iPad. For photographers who want total control over their photos and wish to attain the highest quality
SMC UPDATE By Donna E. Hanbery, SATURATION MAILERS COALITION The Saturation Mailers
and the Parcel Shippers, to make a general,
My thanks again to everyone that gave the
Coalition, along with the
broad legal argument, that the system is
initial feedback to my survey and request for
Small Business Legislative
working and that the Commission should
suggestions for our comments, the people
Council, and all of our re-
find no changes need to be made.
that gave comments on the initial draft,
ciprocal free paper members, including FCPNY
and everyone that has agreed to support As an executive committee member of Post-
the comments.
and other National, Regional, and State Free
Com, I had an opportunity to preview the
Paper Associations, filed comments with the
PostCom comments. Through SMC’s Board
They were filed Monday, March 20 on the
Postal Regulatory Commission in connection
membership on PostCom, we contributed
filing deadline. These are final and these
with the 10 year rate review proceeding. A
support and ideas, for very detailed com-
comments have been reviewed and approved
copy of the full document is available via the
ments of PostCom along with the Alliance
by our leadership within SMC and the
link at the end of this article.
of Nonprofit Mailers and the Association of
Association Leaders.
Magazine Media. These comments make In short, we argued that the rate system is
complex legal arguments in support of
I anticipate a flurry of activity following our
working and should not be changed. Our
the current system and respond with legal
filing with much additional follow-up during
comments include feedback from many of
authority, as well as economic and statistical
the next months as this process proceeds. It
our individual members. If you read them,
analysis, to the questions the PRC raised in
will take some time to read and digest all of
you may recognize some of your own quotes
its Order. These comments were written with
the various comments, and to get industry
if you talked to me about the rate review,
knowledge that the issues being considered
expert feedback. I will share a brief analysis of
or submitted comments.
in this case could lead to future appeals and
where everyone is coming from in the ‘next
proceedings before the Commission.
few weeks.
of mailers to sign on to comments with the
Click on this link for the final draft of
At this point, the PRC has not announced
Data and Marketing Association, Catalog
the comments SMC submitted along with
any specific schedule or deadline for the next
Mailers, Forest and Paper Association,
the Small Business Legislative Council, and
step. But I will share things as they develop.
Association for Postal Commerce, Envelope
the collective group of national, regional,
Manufacturers, Greeting Cards, Idealliance,
and state Free Paper Associations.
We also joined with several other Associations
imPRESSions
SPRING 2017 page 15
IFPA ANNOUNCEMENT On September 28 - 30, 2017 IFPA will have a history making conference in FCPNY’s back yard. For nearly the entire history of the Independent Free Papers of America (IFPA) there has been a desire to conduct a conference in New York City. However, as with nearly every endeavor there were hurdles to overcome. The biggest challenge has always been the price of hotel accommodations.
short subway ride (3 minute walk to the PATH station direct to NYC) or scenic ferry ride across the river to Broadway and the Financial District and all the sights of New York City. If you want to do some shopping without going far from the hotel the Newport Centre Mall is right across the street.
Looking at hotel sites one can easily find rates from $250 to over $500 a night for a lower budget hotel. That’s a bit rich for most of us for a conference. The next challenge is that none of these hotels have enough meeting space to conduct a conference that allows us all to sit in the same room without sharing someone else’s lap.
Times Square, World Trade Center Memorial Plaza, the Museum of Modern Art, Broadway Theater District, the Statue of Liberty, Ellis Island, and the Museum of Natural History are just a few of the features that await you all close by.
So, IFPA continued looking for sites that had reasonable rates, could accommodate as many people as we have at an annual conference, and didn’t charge astronomical rates for food and beverage. After nearly 20 years of searching we finally found one across the river from downtown New York City.
But a conference is much more than sightseeing. Joe Nicastro, conference chairman, has developed a jampacked schedule of events that will educate, entertain, and motivate each attendee to become better as a result of taking part in the conference.
IFPA has negotiated a very reasonable rate of only $189 per night at the exceptional Westin Jersey City Newport Hotel. This hotel is a
Jason Evans is the keynote speaker. He teaches sales professionals the most powerful sales techniques that enable them to close more
page 16 SPRING 2017
imPRESSions
deals. Greg Steward is a hands-on business adviser and executive coach who works with owners to help them attain the goals and objectives so they can manage the business and not have it manage them. Ryan Dohrn is well known to most in our industry. He is an award winning sales trainer and coach. Patti Singer teaches how to harness the power of social media to connect with readers and advertisers. Russell Viers will help you adapt to changes in our industry. From film to pixels, paste-up to pagination, print to electronic media. Metro Creative Graphics will help when you bring your graphics challenges to their team for solutions that work. Then they’ll look at the good ads vs. bad ads. This informative track with be lots of fun and informative. If you would like to get more information simply go to IFPA.com and click on the Conference link. If you’d like to speak with the director of IFPA call Douglas Fry at 931-2235708. We hope to see you there.
SALES 101 presented by your FCPNY Sales Management Division Each quarter, 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.
The Patient Salesperson: It’s Planting Season Good sales results require time, sunshine, water and – oh, yes – fertilizer. selling forever but even more so now as retailers continue to put their eggs in more baskets than ever before. A successful salesperson has to patiently build results and keep working their field to get the maximum harvest. We can learn a lot from the approach farmers take to working their turf if we want to grow our results.
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 email your request to Dan Holmes at
[email protected]. Gary Hill Lake Country Pennysaver PRESIDENT
1. Plant early, plant often
Scarlette Merfeld Denton Publications 1ST VICE PRESIDENT
Meg Bourdette RW Publications
Rita Butters Southern Tier Shopper
Daria Reitknecht Genesee Valley Penny Saver Lisa Thomas Chase Media Group
It’s spring – that’s the good news. For many advertising/marketing salespeople spring is the premier selling season. Retailers wake up from their winter sleep (as do consumers), the lawn & garden/ home improvement segments take off, auto lots attract attention, Easter, Mother’s Day, graduations – all these events come together in a sales-target rich environment. Yes, that’s the good news. The bad news: if you think you can hit the streets now, knock on doors and bring home the numbers you are wrong; it’s too late to start when things are already warming up. That’s been a fact of
In our part of the country, farmers plant in the spring. As a salesperson, we often believe we are too busy harvesting in the spring to work on planting new sales-seeds but the fact is that we have to carefully plant year-round and give seeds time to sprout and grow. Farmers work hard year-round and so should we; consistent effort brings consistent results.
2. Make the sun shine Your attitude will make you or break you. Your prospects and customers pick up on your attitude before any marketing information and product benefits are shared. Stand out in a cloudy world -- have a sunny, successful outlook on what you do. And on those
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SPRING 2017 page 17
SALES 101 continued... inevitable and occasional days when you don’t feel like a golden ray of warmth, fake it until you do. Never let your guard down or your smile fade.
3. Keep your turf moist and fertile
Farmers have to pray for rain. You can make it rain whenever you want, you lucky devil. Sprinkle product benefits, valuable marketing information and helpful facts often. Don’t overwater; you’ll drown a good prospect if you aren’t patient and consistent.
FCPNY 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 this opportunity to say “thank you” to:
PRESIDENT David Grayson*
1ST VICE PRESIDENT Bridgette Stewart*
2ND VICE PRESIDENT Bill Brod*
TREASURER Karen Sawicz*
LeRoy Pennysaver, LeRoy
The Hi-Lites, Watkins Glen
Syracuse New Times
Lake Country Media, Albion
New Director Welcome! Are you interested?
4. Fertilize
Two methods work best. First, use the best fertilizers developed by professionals. AdMall and CVC have independent, third party facts that develop fast growth and interest. Second, natural manure will never lose its value. “BS” – as in “bonafide schmoozing” or “basic salesmanship” is what you personally bring to the table. It’s authentic relationship building, focusing on what is best for the customer, that makes the crops grow tall.
Dan Alexander Denton Publications, Elizabethtown
James Austin Community Papers of Western NY, Cheektowaga; Angola Pennysaver, Angola
Carla Chase Yorktown Pennysaver, Yorktown Heights
John McIntyre
Chuck Palermo
Spotlight Newspapers, Delmar
Wayuga Printing & Publishing, Red Creek and Wolcott
CPAN Directors
5. Harvest when ready
Timing is everything. Pick the fruit when at the height of ripeness. Be patient; don’t try to pick too soon or let opportunities die on the vine. Watch and listen – know when to take action. Not every seed sprouts but the more you plant the better chances you have at a consistent harvest of results.
Meg Bourdette
Randy Shepard
Richard Snyder
Steve Harrison
Cheryl Tears
RW Publications
County Shopper, Delhi
Snyder Communications, Norwich
Genesee Valley Publications, Avon
The Merchandiser, Clifton Springs
* Officers serve on both the FCPNY and CPAN Board of Directors
page 18 SPRING 2017
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SALES 101
Action Power Memo
Joe’s Knows: Your monthly dose of motivation for winners! by Joe Bonura,CSP
Getting To Know You Are you suffering from technology overkill? When calling clients and business associates, do you hear recorded messages more often than live voices? Does it become more and more difficult to reach people by phone? This is Part One of a two-part message on using voice mail to your advantage. Part one covers overcoming voice mail roadblocks while making warm calls. Warm calls are referrals and prospects that know of you, but do not know you, and business associates who know you, but do not return your calls. Part Two will feature using voice mail efficiently when cold calling for prospects.
Take The Live Option The first rule of voice mail: If you have the option of reaching a live person, take it! Usually dialing zero after the beep will send you to an assistant or receptionist. Ask for the assistant’s name, and say, “Linda, I was just in Bob’s voice mail. What is the best time to reach him in person?” Call back at the suggested time, and if you are unable to reach him at that time, forward to the assistant again, asking for her by name, and say, “Linda, I was unable to reach Bob at the time you
suggested. I would leave a message; however, I am difficult to reach, and we will probably play voice mail tag. How can I reach him now?” You will be amazed at how often you find your contact by having the resolution to ask this question.
Cutting Down On Voice Mail Tag Do you want to eliminate voice mail tag? Since your callers know you, your contacts are likely to call you back. If there is a chance they will reach your voice mail, let them know how your system works when leaving a message on their voice mail. When I am on the phone, my voice mail kicks on, even though I am in the office. I tell my contacts the best time to reach me, and if they reach my voice mail, I am probably on the phone. Leave a message, and I will call back within 15 minutes.
Warm Calling - It Is All In The Message
es most of the time, and a good message is critical to your success. I will give you several suggestions for leaving a powerful voice mail message.
Always Prepare A Voice Mail Script Before You Make The Call Yes, a script (as a prompter). Write your message in full prose, or simply list the main points that you wish to make. State your purpose clearly and ask for what you want.
Your key objective in warm calling is to reach your contact. Unlike cold calling, you will leave messag-
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SPRING 2017 page 19
SALES 101 Continued
Include A Benefit Statement
Create A Sense Of Urgency
Begin by creating a desire in them to speak with you. Design your personal benefit statement by asking a question. For example: “How would you like to increase the return on your marketing investment? We may be able to show you how.”
Give the contact a pressing reason to call back. Give date deadlines, or let them know if you are running out of stock. For example: “Joe will be in Chicago for one day on January 19th conducting a seminar on negotiating long-term contracts. I thought you would be interested, so call by next week because space is limited.” Never, never, never lie about your deadlines or stock availability to create urgency - it is not worth ruining your credibility.
If your company has recently provided a new service, let the customer know by designing your question with that benefit in mind. For example: “I heard that you are forming a telemarketing department. Are you aware that Joe has a seminar series to help telemarketers overcome cold-call jitters? Call me to discuss the possibilities.”
Referrals Are Gold When my marketing manager has a referral, she states the contact’s name at the beginning of her message. For example: “I promised Bob Quinn that I would contact you. Because Bob hired Joe to train his salespeople, Bob is experiencing phenomenal results. He felt you could benefit from Joe’s expertise.”
“Detail, Detail” When recording, always deliver a detailed message, and think of it as a one-way conversation that your contact will eventually complete. An advantage to voice mail is that you can ask exactly what you wish and can be assured that it is communicated the way you want to say it. Secretaries and receptionists may interpret your message incorrectly to a prospect.
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Be Unique Create a voice mail script that is distinguishable from others by adding your own personality, sound effects, singing, music, anything attention-grabbing. I have a colleague who uses dialects and impersonations to get callbacks. Exercise discretion and determine whether your unique factor is appropriate to the situation based on your level of familiarity with the contact.
Be Clear And Concise Keep your message to 35 seconds or less. Preparation is the key to keeping your timing sharp. Unprepared callers tend to ramble, so practice your message before dialing.
Real People Still Exist In the age of technology, you encounter voice mail so often that it is surprising when you reach a live contact. Be ready to turn your voice mail script into a human conversation.
To see Joe and hear one of his favorite selling tips check out this video: Joe Bonura is also the author of the new number one best seller on Amazon’s Kindle, “Throw the Rabbit and get that Job in 30 days or Less.”Check it out at www.throwtherabbitandgetthatjob.com and get seven FREE videos. “Throw the Rabbit - The Ultimate Approach to ThreeDimensional Selling” Paperback. Order your copy of Joe Bonura’s book: http://www.bonura.com Joe Bonura & Associates, Inc. 407 Landis Lakes Court, Louisville, KY 40245 (502) 553-1746
[email protected] ABOUT JOE BONURA His background is unique. Joe owned and operated a highly successful advertising agency for 18 years. During that time, he found his advertising campaigns were more effective when he educated his clients in the areas of sales and service. He conducted training seminars for his clients as added value. Word spread that Joe was a quality speaker, and more and more people asked him to speak. The demand became so high that he sold the agency to three of his associates to start his own speaking and consulting company, Bonura Business Development Group, Inc. Joe is past President of the Kentucky Speakers Association, served on the National Speakers Association Board of Directors for five years, and is a Certified Speaking Professional (CSP), a prestigious designation earned by only 8% of the 3,600 member National Speakers Association.
SALES 101
Action Power Memo
Joe’s Knows: Your monthly dose of motivation for winners! by Joe Bonura,CSP
The Chill Is Gone (Using Voice Mail, Part Two) Part One encompassed principles of voice mail when calling people you know or who know of you. This article focuses on how to use voice mail to your advantage when making cold calls. Voice mail can be a disheartening obstacle for sales people cold calling for prospects. For our purposes, we will define a cold call as a person who does not know who we are, was not a referral, and was not expecting the call. Follow along as I take you through the anatomy of a cold call and overcoming the voice mail blues. Let’s take the chill out of cold calling.
The Prospect Who Knew Too Much If you get voice mail on your initial dial to a prospect, give the receiver only your name and company; do not leave your phone number. It is your responsibility to reach the prospect, and leaving your number will only frustrate your prospect, especially if you are difficult to reach. If you leave your number on voice mail or with a secretary, you have relinquished control of the situation. When you call again, the secretary can tell you that he has your number and will return your call. As a general rule, people who do not know you will probably not return your call. Try this approach:
“This is Ann from Joe Bonura & Associates calling. Sorry we missed you this time. I will call back this afternoon. Please expect my call.” You have raised the prospect’s curiosity. When you call again, they just might want to know who you are.
Take The Live Option In Part One, I recommended taking the live option when warm calling. The same applies to cold calling, so I will repeat my recommendations. If you have the option of reaching a live person, take it. Usually dialing zero after the beep will get you to an assistant or receptionist. Ask for the assistant’s name, and say, “Linda, I was in Bob’s voice mail and I promised I would call him back. What is the best time to reach him in person?” Call back at the suggested time, and if you are unable to reach him, forward to the assistant again, asking for her by name, and say, “Linda, I was unable to reach Bob at the time you suggested. I would leave a message; however, I’m difficult to reach sometimes, and I am afraid we will play voice mail tag all day. How can I reach him now?” You will be amazed at how often you find your contact by simply asking this question. The receptionist will sometimes page him for you.
Set A Telephone Appointment If you still have not reached Bob, set a telephone appointment on his voice mail to reduce tag time and increase your chances of reaching him. Your message may sound something like this: “This is Ann calling from Joe Bonura & Associates where we work with organizations that want to increase sales and improve customer service by providing
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SALES 101 Continued
unique, top-notch educational programs. I could not reach you the last few times that I called. I don’t know you, Bob, and you don’t know Joe Bonura & Associates. I’m not even sure I can help you until I know more about your company. I would like to set a fiveminute telephone appointment to ask you a few questions. Please check your calendar for either 4pm tomorrow or 10am Wednesday morning. I will call your assistant this afternoon to confirm a time. You may call me toll-free at (give phone number) if you would like to confirm earlier or a different time.”
The 800 Number Dilemma Many sales people vacillate on whether to use a tollfree number in their message because they run the risk of positioning themselves as telemarketers. If you have presented yourself professionally and positively, using a toll-free number will not change your prospect’s impression of you. Potential prospects are more likely to return a long distance call that is toll-free (today most calls are toll-free as part of your phone plan).
Faxing Past Voice Mail If Bob continues to be unreachable, it is time for one last strategy: send a fax. Since you are prospecting for qualified leads, fax your prospect a fax back sheet that has all the questions that need answers to determine whether he is a viable prospect. Leave space for him to answer the questions and fax back a response.
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You could do the same with an email. However, the prospect would be more likely to respond to a FAX in an overcommunicated email environment. Sometimes the old way is better. Include Questions Such As: • Are you the decision maker for our product/service? • Who else would you involve in the decision making process? • Are you interested in knowing more about how we can help you to...? Examples: help you to (reach more customers?) help you to (drive a more fuel efficient car?) help you to (have the vacation you’ve always dreamed of?) help you to (save money on health insurance?) • Are you using a competitive product/service? If yes, which one? • What would you change about your current product/service? • What else would you need to know about us? • What questions do you have for us? • Should we continue to call? • If yes, what’s a good time to call? We use this method in our office as a final effort. It helps us to treat prospects the way they want to be treated.
Know When To Give Up If none of the methods work on the prospect, MOVE ON! About five calls to the same prospect, with no response, is a sign to pitch the lead. The secret to successful cold calling is to have an extensive prospect list. Spend your energy on a new lead, and you are more likely to get favorable results.
To Call Or Not To Call That Is The Question
Whenever you pick up the phone, ask yourself, “What’s the worst thing that can happen if I make this call?” Next ask yourself, “What is the best thing that can happen if I make this call?”
Then, Make The Call!
SALES 101
The Challenge of Client Engagement By John Foust, Raleigh, NC
These days, there’s a lot of talk about employee engagement. According to Gallup research, approximately 30 percent of employees in the US and Canada are fully engaged in their jobs; their organizations have won their heads and their hearts, and they are passionate about their work. On the other hand, roughly 50 percent of employees are not engaged; they are essentially going through the motions in jobs they see as unfulfilling and not using their talents. Even worse, about 20 percent are actively disengaged; they hate their jobs and spread their bitterness by complaining to coworkers, and along the way, they may even try to undermine the operation.
1. Make advertisers part of the creative process. Too many sales people forget this important principle. Listen to their ideas, before you present yours.
Although there are a number of reasons for these abysmal engagement numbers, the number one cause is an employee’s relationship with his or her manager. And the number one symptom of disengagement is turnover. Wise organizations – and wise managers – are working hard to create engaging environments and reduce employee dissatisfaction.
4. Host a focus group of key advertisers. This is a good way to explore how your paper can better serve your business community. You can also include discussions on possible changes in your products and services. Give them a voice in the decision process.
In the media industry, smart advertising managers are looking at another kind of engagement – customer engagement. They are asking, “What do our advertisers think of the way we manage our relationships with them? How many of them are excited about running with us? How many are running by rote? And how many are advertising with us, but resent it?” How does this impact the churn – or the advertiser turnover – rate? Look at it from the advertisers’ point of view. If a paper’s contact with them is always about selling something or asking for money, the relationship is on thin ice. If you were to measure your accounts’ engagement rate, would you find similar numbers? Out of every ten advertisers, do you have three big fans, five passive participants and two vocal complainers? While this is not a problem that can be solved overnight, here are some thoughts which may be springboards for ideas you can use at your paper:
2. Attend special events hosted or promoted by your advertisers. Show them that you’re engaged in their activities and interests. 3. Host special events for advertisers. Use these occasions to express appreciation for their business and provide them with networking opportunities.
5. Speak at service clubs in your area. Take promotional material, but don’t make sales pitches. Talk about the role of journalism in your community. 6. Host career days for high school and college students. Don’t say, “Sit in the corner and watch us do our jobs.” Make it a worthwhile experience. 7. Adopt a local nonprofit agency each year. Solicit ideas from your advertisers, regarding which agency to select. Run articles to promote the organization’s fundraising and volunteer efforts. © Copyright 2017 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:
[email protected]
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ASSOCIATE MEMBERS By Patronizing Our Associate Members... We Say Thank You for Their Support 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
[email protected] www.admall.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
[email protected] 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.
Eric Roberts 5400 Grays Ave. Philadelphia, PA 19143 Phone: 215-724-1700 Fax: 215-724-3313
[email protected] www.bartash.com
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Buffalo News (The) Newspaper printing, commercial sheet fed printing, bindery services, website design, website and search optimization, distribution services, direct mail, TMC and insert printing.
Bryan Carr 1 News Plaza Buffalo, NY 14240 Phone: 716-849-4171
[email protected] www.buffalonews.com
Circulation Verification Council (CVC) Circulation audits and readership studies.
Tim Bingaman 338 S. Kirkwood Rd., Suite 102 St. Louis, MO 63122 Phone: 800-262-6392 Fax: 314-822-0666
[email protected] www.cvcaudit.com
CoolerAds.com Offering Web solutions for community papers.
Joe Nicastro 5 Vista Dr. Flanders, NJ 07836 Phone: 973-809-4784 Fax: 240-332-7489
[email protected] www.coolerads.net
Independent Free Papers of America (IFPA) Community newspaper association of member publications with independent owners.
Gary Rudy, Executive Director 107 Hemlock Dr. Rio Grande, NJ 08242 Phone: 800-441-4372 Fax: 609-889-8359
[email protected] www.ifpa.com
JB Multimedia, Inc. Displays publications online with an interactive digital edition.
Robert Durso P.O. Box 704 N. Bellmore, NY 11710 Phone/Fax: 888-592-3212
[email protected] www.jbmultimedia.net
Kamen & Co. Group Services Free distribution newspaper, shopper and magazine appraisers, and broker and management consultants.
Kevin B. Kamen 626 RXR Plaza, West Tower, 6th floor Uniondale, NY 11556 Phone: 516-379-2797 Phone FL Office: 727-786-5930
[email protected] www.kamengroup.com
MediaBids.com Mediabids’ free, online tools allow publications to sell ads in print and digital editions to businesses across the U.S. Additionally, newspapers can run customsized ads from national, direct-response advertisers and get paid for each call the ads generate.
June Peterson 448 Main St. Winsted, CT 06098 Phone: 860-379-9602 Fax: 860-379-9617
[email protected] www.mediabids.com
Metro Creative Graphics, Inc. The largest and most comprehensive adbuilding, revenue-generating, art and advertising service. Available online at MetroCreativeConnection.com
Gwen Tomaselli 519 Eighth Ave. New York, NY 10018 Phone: 800-223-1600 Fax: 212-967-4602
[email protected] www.metrocreativegraphics.com
MSG Payment Systems Comprehensive menu of payment systems, including credit and debit card processing; eCommerce; recurring payments; ACH/eCheck processing; mobile payments; payroll;
ASSOCIATE MEMBERS Customer Information Manager; and more.
Paul Huntley 10555 New York Ave., Suite 101 Urbandale, IA 50322 Phone: 888-697-8831 Fax: 515-334-7461
[email protected] www.msgpay.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 1720 West Detweiller Dr. Peoria, IL 61615 Phone: 800-245-9278, ext. 5324 Fax: 309-690-5989
[email protected] www.multiad.com
Penny Lane Promotional Products An advertising specialty service with over 300,000 products available to display your company logo, including brand-name clothing embroidered or screened.
Lorie Browne 1471 Rt. 15 Avon, NY 14414 Phone: 585-226-3103
[email protected] www.pennylanepromo.com
Saturation Mailers Coalition (SMC) 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 33 South 6th St., Suite 4160 Minneapolis, MN 55402 Phone: 612-340-9350 Fax: 612-340-9446
[email protected]
Software Consulting Services, LLC Founded in 1975, SCS’s business is providing software to newspapers of all shapes and sizes. SCS’s Community Advertising System packages the core systems a publisher needs to put out a paper, from ad order entry and accounting to ad dummying and pagination. SCS also provides on-premise equipment to run the system and 24/7/365 support as part of an affordable monthly subscription.
Phil Curtolo 630 Municipal Dr., Suite 420 Nazareth, PA 18064 800-568-8006
[email protected] www.newspapersystems.com
Standard Rate & Data Service (SRDS) 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.
David Crawford 1451 Millmoore Terrace Dacula, GA 30019 Phone: 770-614-0588
FCPNY WELCOMES TWO NEW PUBLICATION MEMBERS
Fax: 847-375-4606
[email protected] www.srds.com
Trumbull Printing A full-service commercial printer with complete prepress, binding, mailing, inserting and shipping capabilities. Specializing in news-papers, publications, shoppers, catalogs, magazines, directories, coupon books, college course catalogs, business and financial periodicals, freestanding inserts and advertising supplements. Contact us for a free quote.
Tompkins Weekly Todd Mallinson, President/Publisher Ithaca, NY Single edition 7,000 weekly controlled circulation TompkinsWeekly.com
Gustave C. Semon 205 Spring Hill Rd. Trumbull, CT 06611 Phone: 203-261-2548 Fax: 203-261-8310
[email protected] www.trumbullprinting.com
Associate members enjoy professional access to our publishers and decision makers
Western New York Pennysavers Warren Colville - Publisher Cattaraugus, Erie, Wyoming counties 5 editions 60,000 weekly mailed circulation WNYPennysaver.com
Contact Dan at
[email protected] for more information
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CELEBRATE! 2017 FREE COMMUNITY PAPER MONTH! Industry insiders know and recognize the valuable service our community papers provide to readers and advertisers, but all too often we become so wrapped up in publishing that those important facts get overlooked and we fail to market them adequately. It is increasingly important to remind those we serve of the unique value we provide to the community. PaperChain has historically provided marketing materials to celebrate Free Community Paper Month, This year we have updated all of the Free Paper Month materials and uploaded them to the PaperChain website. The materials on the website include two distinct sets of ads in a variety of sizes, a poster to display in your publications’ windows or around your towns, several Bill stuffers to be used in June and July and ad layouts for use on your website. In the spirit of independence and freedom celebrated nationwide every July we need every member publication to help to spread the word and demonstrate the reach of our industry nationwide. We encourage you do this by joining with other free papers across the country for a celebration of the Free Community Paper industry during the entire month of July.
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The Free Community Paper Month Logo is shown at the beginning of this article. Publishers are asked not to alter the Free Paper Month logo, but please use it often on your mast head, folios, within promotional ads, articles, on your websites and as filler throughout your paper leading up to and during the month of July. For all of the prepared original artwork and PDF’s of the artwork visit: http://paperchain.org/freepapermonth.html We encourage you to localize the ads and draw your reader’s attention to the important role your paper and staff play in this industry and how this industry stimulates the local and national economy. We are all so very busy these days but we also encourage you to brainstorm with your staff and find ways to use the month of July to highlight your publication’s accomplishments and the many ways your publications help drive and support the local economy. We have a list of ways to celebrate included on the PaperChain Website to help kickstart your discussion It is entitled “What are you doing to Celebrate Free Paper Month?” The 2017 celebration is only as big as you choose to make it. Ask your town or city, county and
state government leaders to consider taking action on a local proclamation formally recognizing Free Community Paper Month and your publication specifically. Suggested proclamation verbiage can also be found on the website. Your paper has made a great investment in your community and this industry. Only you and your staff can help us bring that story alive to your readers in this consolidated industry-wide effort. Please consider active participation in the July 2017 Free Community Paper Month celebration. Visit us on Facebook and let us know your plans for Free Community Paper Month. Thank you in advance for all you do to enhance the industry with every issue you publish and with your support of this project. On Behalf of PaperChain - Thank you for participating in Free Community Paper Month. Together We are Strong!...Together We Can Make a Difference!
NEWS FROM THE INFORMATION INDUSTRY By Joe Mathes
Demystifying Media: What’s the Future of Local Newspapers? Christopher Ali thinks that the doom-and-
After nearly 18 years, it’s time to say
than publishers can cut costs and boost digital
gloom narrative of newspaper journalism in the
good-bye
ad sales.
digital age is incomplete. In fact, he says, that
When we launched Media Life nearly 18 years
Read more
narrative isn’t even half the story. “So, what
ago, what inspired us was a quirky notion. It
does this mean? It means it is time to rewrite
was the sort of quirky notion entertained by
Advertising: (still) power in print
the story of local newspapers.”
editors and rarely anyone else.
According to a survey conducted by the National Newspaper Association, about two-
Demystifying Media: What’s the Future of
We’d write Media Life solely for its readers,
thirds of adult residents in small towns read
Local Newspapers?
media planners and buyers, and no one
their local newspaper, and 40 percent of
Read more
else. We’d write the stories they told us
people consider it their primary source of news.
they wanted. We’d write real stories, not Most people hate ads: Confessions
the pretend, advertiser-puffing stories then
In the same survey, 82 percent of those polled
of a disillusioned agency strategist
dominating the print trades.
either “strongly” or “somewhat” agreed that
Fraud in advertising is real. For a long time,
Read more
they would rather look through newspaper ads
agencies have been staffed by people that
than view them on the Internet.
Read more
are often just in it to prove they know what
Publishing To See Continued Declines
they’re talking about. There are few divisions
In Ad Revs
where that’s more apparent than in the
Advertising revenue for the U.S. newspaper
What is Programmatic Advertising?
strategy department.
and magazine industry will continue to decline,
The way that programmatic advertising works
With digital marketing being what it is,
per a negative forecast from rating company
is that in the time that it takes for a web page
strategy often becomes a code word for
Moody’s Investors Service.
to load, information about the user is gathered, such as age, gender, location, etc. as well as
bullshit based on “data.”
Read more
Moody’s predicts ad revenue will fall faster
the context of the website itself.
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SPRING 2017 page 27
CONTINUED
This information is then sent to an ad exchange
‘Take It or Leave Its’ or ‘So Whats’
I build one? How can I meet other people
where a number of organizations will have
Would Help
interested in chatbots?
bid to show their message to that profile of
Do you think there’s any correlation between
person - and the highest bidder is the ad that
a less-than-robust economy and marketers’
These are the questions we’re going to answer
is shown. A lot in the time is takes to load a
increased reliance on digital commerce and
for you right now.
page!
advertising?
Read more
The 21st century hasn’t been very cooperative
Yet more evidence native advertising
Print ads are the most trusted advertising
so far. David Brooks, columnist for The New
doesn’t work
channel when consumers are making a
York Times, says the current time period is
purchase decision
“looking much nastier and bumpier” than
Only a third of advertisers renew their campaigns,
MarketingSherpa asked 2,400 U.S. consumers,
the 20th century.
finds a new study. There’s no denying people
Read more
“In general which type of advertising channels
are interested in native advertising.
do you trust more when you want to make a
The internet has been playing havoc with all
purchase decision? Please sort the options into
sorts of traditional businesses, from retailing
But once they’ve had a taste of native, many
‘Ads I trust’ and ‘Ads I don’t trust that much’
to the media. And about all we’ve got to show
of them aren’t so gung ho.
categories.”
for the disruption is Amazon, Google and Facebook.
More than four out of five Americans (82%)
Read more
trust print ads (newspaper, magazines), while
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page 28 SPRING 2017
imPRESSions
LEGALESE By Nick Fiorenza FERRARA, FIORENZA PC
Delayed Federal Overtime Rules Likely to be Scrapped by Trump Administration, Widening the “Compliance Gap” for New York Employers As you may recall, the U.S.
attempting to get it lifted before the change
While this may be good news for employers
Department of Labor (DOL)
in administrations. However, they were
nation-wide, it will result in a further disparity
overtime regulations sched-
unsuccessful in obtaining such a review prior to
between federal and New York State employ-
uled to be implemented on
the inauguration of President Trump.
ment law compliance requirements. As we
December 1, 2016, were
reported on December 16, 2016, New York
delayed by a legal challenge
Since the new administration has taken over,
State’s weekly salary threshold had been
to the rules in a Texas federal
the DOL has now requested a further delay. In
substantially higher than $455 for some time.
court. A recent action by the DOL suggests that
court documents filed last week, the attorneys
In fact, effective December 31, 2015, New
the delay may become permanent.
for the DOL noted:
York’s salary threshold for overtime exemptions
The DOL regulations would have increased
“The federal government respectfully
employers missed (by being focused on the
the salary threshold for being treated as a
requests a 30-day extension .... The requested extension is necessary
impending increase in the federal salary level
“white-collar” exempt employee (i.e., exempt from receiving overtime pay for working more
to allow incoming leadership personnel
than 40 hours in a week) from $455 per
adequate time to consider the issues.”
was set at $675.00 per week. But what most
week to $913 per week. The Texas federal
to $913 per week), was the fact that New York State introduced its own new plan for increasing the State salary threshold. Specifically, as of December 31, 2016, the salary threshold for
judge hearing the case, issued a nation-wide
President Trump’s nominee for Secretary of
being considered exempt from overtime as
preliminary injunction which prohibited the
Labor, Andrew Puzder, opposes the regulations
a bona fide “executive” or “administrative”
DOL from moving forward with the regulations
and is scheduled for a confirmation hearing
employee in New York was increased as follows
until the case was resolved.
next week. Most commentators have
(for the various regions of the State):
suggested that when the new Labor Secretary The DOL under the Obama administration
“considers” these issues, that the regulatory
immediately appealed that injunction,
changes will be scrapped permanently.
imPRESSions
SPRING 2017 page 29
LEGALESE (CONT.)
• Upstate New York (i.e., outside of New York City,
their own salary thresholds will only need to pay $455 per week.
Nassau, Suffolk and Westchester counties)
Moreover, this amount will increase annually across the State until it
- $727.50 per week on and after December 31, 2016 and
well exceeds the federal proposed $913 per week.
increasing annually thereafter to $937.50 per week on and after December 31, 2020. • New York City - Employers of eleven or more employees - $825.00 per week on and after December 31, 2016 and increasing annually thereafter to $1,125.00 per week on
It is this “compliance gap” that has prompted many to decry that it is becoming increasingly difficult to operate a business in New York and remain competitive. Nonetheless, State officials have not indicated any intent to roll back these increases in light of the anticipated revocation of the federal rules.
and after December 31, 2018. - Employers of ten or fewer employees - $787.50 per week on and after December 31, 2016 and increasing annually thereafter to $1,125.00 per week on and after December 31, 2019. • Remainder of downstate (Nassau, Suffolk and Westchester counties) - $750.00 per week on and after December 31, 2016 and increasing annually thereafter to $1,125.00 per week on and after December 31, 2021. This means that if the commentators are correct and the federal overtime rules do not go in effect, New York employers will be paying a minimum of $727.50 per week to maintain an employee’s exempt status while employers in other states which do not have page 30 SPRING 2017
imPRESSions
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imPRESSions
SPRING 2017 page 31
e Free CVC readership lik s fit ne be er mb me ble lua va ng Help FCPNY to continue deliveri nces, online training with ere nf co , ols to rch ea res d an les surveys and audits, AdMall sa s support AND MORE. rce ou res n ma hu , ter let ws ne Tom Cuskey, imPRESSions
YOUR PARTICIPATION IS VITAL
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