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imPRESSions Free Community Papers of New York

Association of publishers of free distribution shopping guides, newspapers and periodicals throughout New York State

SPRING 2016

m m u S i t e & h t B d e e y h ond! c a e R e W

Inside:

• Sales Summit Wrap-up • Graphic Award Winners • Industry Updates • Photos, news & more

TABLE OF CONTENTS facebook.com/fcpny

Executive Director’s Message

Sales & Training Director’s Message

page 5

3

6

SALES 101

Pete DeMola acknowledged with prestigious state-wide award NY Publishers Score Well in AFCP National Awards The Sun Salutes Their Own Rising Stars

Dan Holmes [email protected] PRESIDENT

David Grayson AD SALES

Tom Cuskey [email protected]

Connect on LinkedIn

page 9

7 Board of Directors ................................................................. 8 Kevin Slimp - Pressing Issues ........................................... 13 Associate Members..................................................................... 1 8 Legalese with Nick Fiorenza ............................................. 2 2 SMC Update with Donna Hanberry .................................... 2 7 PaperChain Update ................................................................

page 15

PUBLISHER/EXECUTIVE DIRECTOR

2016 GRAPHIC AWARDS WINNERS

20 21

GRAPHIC DESIGN/LAYOUT

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 2016 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 2016

www.afcp.org

imPRESSions

www.ifpa.com www.cvcaudit.com www.paperchain.com

GREETINGS

Dan Holmes

From the Desk of Your EXECUTIVE DIRECTOR I have just one message for this edition of your imPRESSions

Review the samples provided through this link www.cvcaudit.com/

newsletter and it fits well with the arrival of spring and the spirit of

publishers/audit_promotion.aspx to see what other publishers

rejuvenation that it brings.

have done to promote the information provided by CVC.

Every year FCPNY provides each of our members the opportunity to

In addition to the verified circulation information you receive, CVC

work with Circulation Verification Council (CVC), an independent,

also provides valuable readership survey data for each publication.

third-party reporting audit company. CVC provides an audited

These reader surveys determine reader demographics and purchase

statement of your circulation that can unlock increased revenue and

intentions vital to advertising purchase decisions. CVC utilizes multi-

place your publication and your sales representatives in an elevated

tier study platforms that can include online, QR code, in-paper, blast

professional status versus your competition.

email, Facebook and Twitter, and phone studies. CVC reader surveys can also differentiate reader demographics and purchase intentions

These days, with increased competition for advertising revenues and

for multimedia presentations (print, website, digital edition, etc.)

circulation, audited circulation places publications ahead of the pack. To ensure advertising decision makers have the data they need to

The primary reason we have chosen CVC as our audit fulfillment

fully consider a publication and to earn a competitive advantage

company is because of their absolute commitment to remain

against other media, publishers can turn to circulation audits and

independent and provide unquestionable data about our member

readership studies.

publications. Another equally important reason is because of CVC’s constant availability to help our publishers make the most of their

Just like other supplies you purchase for your publication, circulation

readership and circulation data. Tim Bingaman, president of CVC, is

audits are tools. Publishers who complete an audit and are proactive

just a phone call away for hands-on guidance and training to assure

in its use and promotion will see the full benefit of FCPNY’s $30,000

you of making the most of your CVC audit value. Tim will personally

annual investment. To get the biggest return on this investment,

train you and your sales reps on what your data means and how to

make sure you promote your audit, and allow CVC to help. It’s easy

positively influence customers in your market and generate additional

and it’s free. Many audit promotion programs are included in the cost

revenue for your publication. Tim was the guest presenter for May

of your audit, so feel free to use what works for your publication.

in our monthly training webinar series, an opportuninty that too few took advantage of.

imPRESSions

SPRING 2016 page 3

Executive Director’s Message (cont.)

You can learn more about your CVC audit and begin to make the

NEWS

most of the information it provides by downloading this PDF and visiting www.cvcaudit.com As always, you can also call on me and Tom Cuskey in your FCPNY office to answer any questions you may have. Almost all of our member publications take advantage of the CVC audit but if you are one of the few who does not, give us a call today. We will help you pull together the limited information you need to report

“People fear what they don’t understand and hate what they can’t conquer.”

your data to CVC and take advantage of this wonderful FCPNY member

– ANDREW SMITH

benefit. To those who are receiving annual audits I strongly encourage you to make the very most of the information it provides.

We hope no one actually fears selling an AdNetworkNY

Until next quarter, Happy Spring and Happy Selling!

classified ad, but there are a lot of FCPNY member sellers out there who haven’t conquered the opportunity yet. To that end we have distributed a 90-second video infomercial to all publishers, hoping that each will use it as a sales training tool and marketing aid. If one visits

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]

our retail website -- http://www.adnetworkny.com/ -- you’ll also find the video in the center of the home page. We’ve tried to demystify the process and introduce prospects to the value that network ads deliver. They’re not for every customer you currently sell but they can be very attractive to those who need more extensive market coverage on a consistent basis. If you haven’t watched, do so today and please consider adding it to your classified pages on your own website, too. Network classifieds fund all member benefits and generate revenue for your customer and your paper!

page 4 SPRING 2016

imPRESSions

2016 SALES & GRAPHICS SUMMIT DELIVERS CONTENT & VALUE Nearly sixty publishers, sales personnel and graphic artists gathered on April 1 at the RIT Inn and Conference Center in Rochester for the 2016 Sales & Graphics Summit hosted by Free Community Papers of NY. The conference garnered great reviews from attendees on content delivered by our two expert presenters. Dennis Wade made the trip north from his Texas home to share with sales attendees the benefit of his years of experience as a sales director and publisher in our industry. Dennis’ “Right Thing, Right Way, Right Now” presentation focused on building sales research and presentation skills. Dennis has spoken to a number of association groups but this was his first time with FCPNY members and his message was enthusiastically received. One of the many comments received summed up Dennis’ efforts perfectly: “Outstanding presentation-Dennis was effective and efficient!” On the graphics side, our speaker was no stranger to working with FCPNY. Graphics guru Kevin Slimp worked with member creative staffers in attendance, introducing them to the latest tips, techniques and trends. Kevin also wrapped up our day with a talk on the health and direction of our industry. Kevin visits many papers around the country through the year and is enthusiastic that the print industry is a great place to be in business right now. Please watch your email and future newsletters for news on upcoming FCPNY training and networking events.

imPRESSions

SPRING 2016 page 5

A MESSAGE

Tom Cuskey

From Your SALES & TRAINING DIRECTOR You can’t be too rich or too thin…or too well trained. Spring

program for you…no charge, just cover driving/travel expenses.

2016 industry conference season was a testimony to that last item as

It’s a member benefit you’ve earned and shouldn’t hesitate to

publishers continue to rely on associations like ours to provide skill-

cash in on! Summer is a great time to train and gear up for fall

honing opportunities to sales and marketing personnel (lucky for me!).

selling. CLICK HERE for info.

1. FCPNY Sales Summit

3. AFCP/San Diego

The FCPNY Sales Summit, held April 1 in

Jim Busch, everyone’s favorite training

Rochester, was attended by nearly 60 salespeople

resource and Paper Chain’s Link &

and publishers who took advantage of Dennis

Learn author, was honored for his

Wade’s Right Thing, Right Way, Right Now

contributions at the conference with

program and some of the innovative approaches

the Gladys Van Drie Volunteer Award.

Dennis teaches to build your business.

A very surprised and humbled Jim is pictured here with wife Glenda and

2. MACPA

grandson Matt.

As a proud member of AFCP’s The Leadership Institute (TLI) faculty, I had the opportunity to travel to Pennsylvania in

TLI Online

April and spend a couple of days with the folks at the MACPA (Mid-

Jim is also the force behind many of the TLI class offerings, seven

Atlantic Community Papers Association) spring conference. Day one was

of which are available online to AFCP members. Non-members

geared to publishers and day two offered a more sales focused agenda.

can sample any two of the classes offered – and they are a great

The Bible says you can’t be a prophet in your hometown but travelling

new-hire training resource or a tune up for salespeople of any

400 miles to train doesn’t necessarily make me any smarter. Class

vintage. CLICK THIS LINK to see what is offered.

reviews and comments were all good, however. My job is to help members with sales training needs –

So what are you waiting for? I’d be honored to come to your office and present a custom training

page 6 SPRING 2016

imPRESSions

please let me know how I can be of service to you!

Tom

PAPERCHAIN UPDATE By Dan Alexander

Strength in Numbers In the late 1990’s a handful

Some of the PaperChain founding organizations

of new and creative ways to seize opportunities

of free paper leaders began

no longer exist and a number of our collective

in both the print and the digital arena.

to look beyond their own

members have been forced to rein in the size

publications and their

and scope of their operations. We’ve witnessed

PaperChain and many of our franchises were

immediate free paper

many who could not weather the storm and

born out of an entrepreneurial spirit; an idea

markets and initiated an

have ceased publishing, including some iconic

that required hard work and an investment of

expansive discussion, looking

franchises and we’ve seen consolidations,

time and money. That commitment still lives on

buyouts and many young professionals stepping

today in many successful free paper publishing

forward into leadership roles.

enterprises.

at the industry as a whole across the nation. This was done to identify and pursue greater awareness of the industry and to actively look

While our numbers may not be as large as in

at new opportunities for free paper publishing

past years, those of us operating today have

companies.

adapted to be prepared for the opportunities that lie ahead. Simply put the free paper

That discussion lead to what was called the

At the same time, we’ve witnessed similar

industry is stronger and better positioned today

Delta Project, which eventually lead to the

activity in competing media, in many ways

to excel in today’s competitive environment

creation of the organization we know today

leveling the playing field that at one time did

than at any time in our history.

as PaperChain.

not work to our favor. The well traveled Kevin Slimp tells us that

Now in it’s thirteenth year of existence the

Today we see greater acceptance of free

responses from a recent survey of over 800

organization, made up of all the state, regional

community papers as strong buys, both locally

publications show locally owned and operated

and national free paper associations, has been

and nationally through media agencies. We’ve

papers are almost twice as likely to have

forced to weather some rough economic seas

also witnessed publishers breaking the former

experienced improved health over the past

over the last few years.

free paper mold to expand services in a number

three years.

imPRESSions

SPRING 2016 page 7

PAPERCHAIN (CONT.)

FCPNY BOARD OF DIRECTORS FCPNY is one of the oldest and largest state organizations of free circulation papers. Over the past several

We all know the value print holds as part of a strong marketing mix, despite much publicity to the contrary

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:

regarding the viability of print products. Slimp’s results prove that our media has strong staying power for many years to come and is still highly valued by the general public as a source of local information. The mission of PaperChain, and for that matter all of us in the free paper industry, is to wisely share our resources and especially our collective knowledge so

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

James Austin

Carla Chase

Christine Kennedy

John McIntyre

Yorktown Pennysaver, Yorktown Heights

Warsaw Penny Saver, Warsaw; Perry Shopper, Perry

Spotlight Newspapers, Delmar

Dan Alexander Denton Publications, Elizabethtown

that we not only enhance our own properties but that we work together to build a solid foundation for this industry. The PaperChain Board of Managers welcomes and encourages all association members to consider playing a more active role in the organization’s committee activities. Please contact me or your

Community Papers of Western NY, Cheektowaga; Angola Pennysaver, Angola

Chuck Palermo Wayuga Printing & Publishing, Red Creek and Wolcott

CPAN Directors

association’s board representative if you are willing to add your voice to the mission of guiding the industry during what we believe will be a very important time.

page 8 SPRING 2016

imPRESSions

John Rozeski

Randy Shepard

Richard Snyder

Steve Harrison

Cheryl Tears

RW Publications, Orchard Park

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

CREATIVITY AND EXCELLENCE HIGHLIGHT THE 2016 FCPNY GRAPHIC AWARDS The 2016 Sales & Graphics Summit held April 1st at the RIT Inn and Conference Center in Rochester was the setting for the 2016 FCPNY Graphic Awards presentation. Committee co-chairs Karen Sawicz (Lake County Media) and Bridgette Stewart (HiLites/Seneca County Area Shopper) provided enthusiastic narration for the presentation, honoring all of the member companies that submitted more than 300 entries in this year’s competition. Awards were given in categories encompassing graphics, design creativity, online websites and Facebook pages, editorial offerings and original photography. A new aspect to recognizing our winners and contributors was implemented this year, and our committee hopes it will catch on in future competitions. We asked that entries include the names of the graphic designers who created them as well as the name of the salesperson responsible for making the opportunity happen with the customer. While not all entries included that information in this inaugural effort, we look forward to recognizing even more staff members in next year’s presentation. Many thanks go to our judges who freely give of their time and talent to evaluate all of the entries we received. They include Darrell Davis of Metro Creative Graphics. Sharon Henderson, now retired from the Scotsman Press and independent graphic artist Kristy Ryan. Online and editorial judges included Tami Scott, Jonathan Romano, Dick Colvin and Matt Meader. A complete list of this year’s winners is below and on the following pages. Thanks again to all entrants and congratulations to this year’s winners.

AND THE WINNERS ARE... Cat # Category Description

Division Div. Desc.

Place

Publication

1

General Excellence

Magazine

1st

Genesee Valley Publications

1

General Excellence

Magazine

2nd

The Merchandiser

2

General Excellence

Tabloid A Up to 15% non-advertising

1st

Norwich/Sidney/Wharton Valley Pennysavers

2

General Excellence

Tabloid A Up to 15% non-advertising

2nd

Lake Country Pennysaver

2

General Excellence

Tabloid A Up to 15% non-advertising

3rd

Seneca County Area Shopper

2

General Excellence

Tabloid B More than 15% non-advertising

1st

Syracuse New Times

2

General Excellence

Tabloid B More than 15% non-advertising

2nd

Turnpike/Oneonta-Cooperstown Pennysavers

3

Sales Presentation

1st

Genesee Valley Publications

4

Ad Design Contest

AdNetworkNY Promotion

1st

Genesee Valley Publications

5

Best Grocery Ad

A

B&W

1st

Norwich/Sidney/Wharton Valley Pennysavers

5

Best Grocery Ad

A

B&W

2nd

Norwich/Sidney/Wharton Valley Pennysavers

5

Best Grocery Ad

A

B&W

3rd

Norwich/Sidney/Wharton Valley Pennysavers

imPRESSions

SPRING 2016 page 9

2016 FCPNY GRAPHIC AWARDS WINNERS Winners announced April 1, 2016 Cat # Category Description

Division Div. Desc.

Place

Publication

5

Best Grocery Ad

B

Color

1st

The Merchandiser

5

Best Grocery Ad

B

Color

2nd

The Merchandiser

5

Best Grocery Ad

B

Color

3rd

The Merchandiser

6

Best Restaurant Ad

A

B&W

1st

All Island Media

6

Best Restaurant Ad

A

B&W

2nd

Norwich/Sidney/Wharton Valley Pennysavers

6

Best Restaurant Ad

B

Color

1st

Genesee Valley Publications

6

Best Restaurant Ad

B

Color

2nd

The Merchandiser

6

Best Restaurant Ad

B

Color

3rd

All Island Media

7

Best Conv. Store/Deli Ad

A

B&W

1st

All Island Media

7

Best Conv. Store/Deli Ad

A

B&W

2nd

My Shopper/Mohawk Valley

7

Best Conv. Store/Deli Ad

B

Color

1st

All Island Media

7

Best Conv. Store/Deli Ad

B

Color

2nd

Genesee Valley Publications

7

Best Conv. Store/Deli Ad

B

Color

3rd

Chase Media Group/Yorktown Pennysaver

8

Best Single Ad B&W

A

Up to 12” depth

1st

All Island Media

8

Best Single Ad B&W

A

Up to 12” depth

2nd

Lake Country Pennysaver

8

Best Single Ad B&W

A

Up to 12” depth

3rd

Lake Country Pennysaver

8

Best Single Ad B&W

B

12” or more depth

1st

The Hi-Lites

8

Best Single Ad B&W

B

12” or more depth

2nd

The Hi-Lites

9

Best Single Ad Color

A

Up to 12” depth

1st

The Merchandiser

9

Best Single Ad Color

A

Up to 12” depth

2nd

Norwich/Sidney/Wharton Valley Pennysavers

9

Best Single Ad Color

A

Up to 12” depth

3rd

The Merchandiser

9

Best Single Ad Color

B

12” or more depth

1st

Norwich/Sidney/Wharton Valley Pennysavers

9

Best Single Ad Color

B

12” or more depth

2nd

Norwich/Sidney/Wharton Valley Pennysavers

9

Best Single Ad Color

B

12” or more depth

3rd

Seneca County Area Shopper

10

Best Ad Series

3 to 10 ads

1st

All Island Media

10

Best Ad Series

3 to 10 ads

2nd

The Merchandiser

10

Best Ad Series

3 to 10 ads

3rd

Seneca County Area Shopper

11

Best Automotive Ad

A

B&W

1st

Norwich/Sidney/Wharton Valley Pennysavers

11

Best Automotive Ad

A

B&W

2nd

Norwich/Sidney/Wharton Valley Pennysavers

11

Best Automotive Ad

A

B&W

3rd

Norwich/Sidney/Wharton Valley Pennysavers

11

Best Automotive Ad

B

Color

1st

The Merchandiser

page 10 SPRING 2016

imPRESSions

2016 FCPNY GRAPHIC AWARDS WINNERS Cat # Category Description

Division Div. Desc.

Place

Publication

11

Best Automotive Ad

B

Color

2nd

The Merchandiser

11

Best Automotive Ad

B

Color

3rd

The Merchandiser

12

Best Institutional Ad

A

B&W

1st

Lake Country Pennysaver

12

Best Institutional Ad

A

B&W

2nd

Chase Media Group/Yorktown Pennysaver

12

Best Institutional Ad

A

B&W

3rd

Lake Country Pennysaver

12

Best Institutional Ad

B

Color

1st

The Merchandiser

12

Best Institutional Ad

B

Color

2nd

All Island Media

12

Best Institutional Ad

B

Color

3rd

The Merchandiser

13

Best Agency Design Ad

B

Color

1st

Chase Media Group/Yorktown Pennysaver

14

Single Sheet Insert

1st

All Island Media

14

Single Sheet Insert

2nd

Marketplace Today

14

Single Sheet Insert

3rd

Marketplace Today

15

Self Promo Own Publication

A

In-paper self promo

1st

Chase Media Group/Yorktown Pennysaver

15

Self Promo Own Publication

A

In-paper self promo

2nd

Syracuse New Times

15

Self Promo Own Publication

A

In-paper self promo

3rd

All Island Media

15

Self Promo Own Publication

A

In-paper self promo

HM

Turnpike/Oneonta-Cooperstown Pennysavers

15

Self Promo Own Publication

B

Front Pg Banner

1st

My Shopper/Mohawk Valley

15

Self Promo Own Publication

B

Front Pg Banner

2nd

Genesee Valley Publications

15

Self Promo Own Publication

B

Front Pg Banner

3rd

Seneca County Area Shopper

16

Self Promo Other/Alternative Media. A

Other Media

1st

All Island Media

16

Self Promo Other/Alternative Media. A

Other Media

2nd

Genesee Valley Publications

16

Self Promo Other/Alternative Media. A

Other Media

3rd

Chase Media Group/Yorktown Pennysaver

16

Self Promo Other/Alternative

1st

Lake Country Pennysaver

16

Self Promo Other/Alternative Media B

Rate Card

2nd

Chase Media Group/Yorktown Pennysaver

16

Self Promo Other/Alternative Media B

Rate Card

3rd

Genesee Valley Publications

17

Self Promo - Classifieds

1st

Chase Media Group/Yorktown Pennysaver

17

Self Promo - Classifieds

2nd

Norwich/Sidney/Wharton Valley Pennysavers

17

Self Promo - Classifieds

3rd

Turnpike/Oneonta-Cooperstown Pennysavers

18

Special Promotions

A

In-paper/special section

1st

Genesee Valley Publications

18

Special Promotions

A

In-paper/special section

2nd

My Shopper/Mohawk Valley

18

Special Promotions

A

In-paper/special section

3rd

Turnpike/Oneonta-Cooperstown Pennysavers

18

Special Promotions

B

Sep section/pullout

1st

Syracuse New Times

19

Separate Publications

A

Magazine/Newsprint

1st

Syracuse New Times

Media B Rate Card

imPRESSions

SPRING 2016 page 11

2016 FCPNY GRAPHIC AWARDS WINNERS

Cat # Category Description

Division Div. Desc.

Place

Publication

19

Separate Publications

A

Magazine/Newsprint

2nd

Lake Country Pennysaver

19

Separate Publications

A

Magazine/Newsprint

3rd

Westside News

19

Separate Publications

B

Magazine/Heavy or Glossy

1st

Lake Country Pennysaver

19

Separate Publications

B

Magazine/Heavy or Glossy

2nd

Genesee Valley Publications

19

Separate Publications

C

Magazine/Combo stock

1st

All Island Media

19

Separate Publications

C

Magazine/Combo stock

2nd

Norwich/Sidney/Wharton Valley Pennysavers

19

Separate Publications

C

Magazine/Combo stock

3rd

All Island Media

19

Separate Publications

D

Tabloid

1st

Norwich/Sidney/Wharton Valley Pennysavers

19

Separate Publications

D

Tabloid

2nd

Turnpike/Oneonta-Cooperstown Pennysavers

19

Separate Publications

D

Tabloid

3rd

Norwich/Sidney/Wharton Valley Pennysavers

20

Editorial Community/Customer Svc

1st

Tri-State Pennysaver

20

Editorial Community/Customer Svc

2nd

Genesee Valley Publications

21

Editorial Best Writing

A

General News

1st

Syracuse New Times

21

Editorial Best Writing

A

General News

2nd

Westside News

21

Editorial Best Writing

B

Feature article

1st

Syracuse New Times

21

Editorial Best Writing

B

Feature article

2nd

Chase Media Group/Yorktown Pennysaver

21

Editorial Best Writing

C

Editorial

1st

Syracuse New Times

21

Editorial Best Writing

C

Editorial

2nd

Genesee Valley Publications

22

Best Original B&W Photo

B

w/News

1st

Syracuse New Times

22

Best Original B&W Photo

C

w/Sports

1st

Syracuse New Times

23

Best Original Color Photo

A

w/Feature or News

1st

Syracuse New Times

23

Best Original Color Photo

A

w/Feature or News

2nd

Westside News

23

Best Original Color Photo

A

w/Feature or News

3rd

Westside News

24

Online Presence

A

Website

1st

Syracuse New Times

24

Online Presence

A

Website

2nd

Tri-State Pennysaver

24

Online Presence

A

Website

3rd

Chase Media Group/Yorktown Pennysaver

24

Online Presence

B

Facebook

1st

Syracuse New Times

24

Online Presence

B

Facebook

2nd

Tri-State Pennysaver

24

Online Presence

B

Facebook

3rd

Genesee Valley Publications

page 12 SPRING 2016

imPRESSions

By Kevin Slimp, “THE NEWS GURU” If a person hangs around

Those days are past. I don’t stress or worry about

long enough, he’s bound to

upcoming trips. One reason is there’s simply

get noticed. That’s my theory

no time for worry while visiting two or three

anyway.

papers each week. A more likely explanation is there’s not much I haven’t seen after 20 years of

When asked why I receive so

consulting, so issues that might be huge in the

many requests for help from

eyes of a client often have simple solutions when

newspapers, I simply mark it down to longevity.

seen through the eyes of experience.

I’ve been around the business long enough for most publishers, and others, to know me.

Here are some of the most common questions I’m asked while on-site at newspapers:

On Tuesday of last week, I received requests to visit five newspapers in four states. For some,

Question 1: Is there a better way to

the most pressing need is training. A few seek

produce my newspaper?

advice concerning the overall structure of their

The topic of production comes up a lot during

operations. Still others are hoping I can find the

my visits. This particular question is one of the

solution to problems which have plagued their

most difficult, because there’s almost always

newspapers for too long.

someone who doesn’t like my answer. Ponder this: How often do you visit some type of

Ten or 15 years ago, I would worry a bit before

business and think, “There’s got to be a better

boarding on a plane to make a consulting visit.

way?” If you’re like most, the answer would be,

Concerned there might be bigger problems than

“That happens a lot.”

I could solve, it was always a relief to eventually get on the flight back home.

That’s what makes this a difficult question. It’s not that I don’t know the answer. Usually, within

In Cambridge, Minnesota, the staff wanted to learn how to get the best results on the page. That led to inviting them to visit the printing plant to learn how a press works and why dot gain, color settings and resolution are so important.

just a few minutes I’ve noticed several potential improvements to the workflow. It’s natural for people to resist change. So I tread this question gently, hoping to gain the trust of most everyone on staff before sharing my thoughts. For instance, most people enjoy designing pages. The truth, however, is it’s important to have good designers working on pages and good writers writing stories. Sure, photographers sometimes like having total control of their photos, but there’s often someone on staff who is particularly skilled at color editing, leaving the photographer more time for what they do best, shooting photos.

imPRESSions

SPRING 2016 page 13

SLIMP CONTINUED

As an adviser, I use experience to guide me in

As much as the good folks at Adobe want

Sometimes the answer is “yes.” If they own

knowing when to advise changes, and when to

you to believe otherwise, the answer is almost

three papers in one county with a total

realize, for the time being, things might work

always found in the method used to create the

circulation of 1,600, it probably doesn’t take

better as they are.

PDF files.

three full-time design staffs to lay out the pages.

Question 2: Why are we having so many

One of the most common messages I receive

However, often the answer is “not so fast.”

problems with ads clogging up the system

after visiting a client is, “We’ve already covered

or printing incorrectly?

your cost in savings from ads printing correctly.”

Research indicates often the best way to

I don’t like bringing up issues with PDF files.

It’s not rocket science. Ensuring those PDF files

produce long-term growth is improving the

Sometimes it seems like I’ve spent my life

are error-free before sending them to the RIP

quality of the products. Moving to a central

dealing with them. But the truth is I haven’t

will make everyone sleep better.

production facility often has more to do with

visited a paper in a long time that didn’t have issues with PDF files.

reaching short-term cost reduction goals than Question 3: Will we increase profits and

achieving long-term growth.

produce better papers by centralizing Most don’t realize their trouble is coming from

production?

As often as not, when faced with this question,

PDF files. A pressman might ask, “Why do files

When approached with the idea of moving the

I will have serious discussion with a publisher,

coming from advertising cause errors when

productions of multiple newspapers to a central

CEO or other manager, resulting in a decision to

going through the RIP (raster image processor)?

office, I’ve found it wise to do more listening

use current resources to improve the quality and

A publisher might ask, “Why are we losing so

than talking.

profits of their newspapers, rather than cutting

much money because ads aren’t printing right in our paper?”

to grow, which rarely works in the long run. Most clients are already hoping I will say, “Yes, that’s a good idea,” before I arrive.

A page designer might ask, “Why are quotation

I could write a column titled, “The 100 most often asked questions during on-site visits,”

marks turning to strange symbols?” or “Why

I figure, however, they’re paying me good

but the editor of this publication might not be

are boxes appearing on the page where letters

money and want objective answers, rather

pleased with such a topic. So, for now, let’s stick

should be?”

than having me placate their egos – improving

with these three.

my chances of being invited back. page 14 SPRING 2016

imPRESSions

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. 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 Tom Cuskey at [email protected] Gary Hill Lake Country Pennysaver PRESIDENT

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

3 Signs You Are Positively Engaged at Work By Dr. Joey Faucette

“How do you know you’re doing what you’re supposed to be doing for work?” the college student asked me. A middle-aged guy and I had the same discussion recently as he transitions careers. The answer lies in your heart; what you “Believe” about your work, the third core practice of a Work Positive lifestyle. What emotionally engages you about your work? What are you looking for at work? These conversations prompted my own looking for and discovering 3 Signs You Are Positively Engaged at Work:

You Look Forward

You avoid that internal conversation of “Come on now. You gotta go to work. You’ve got bills to pay. Let’s go!” You look forward to the morning with curiosity and expectation for what positive experiences you’ll have.

You Look Up The next sign you’re positively engaged at work is when you regularly look up and the day is about done. Suddenly the clock reads, 2:16PM, and you think, “Really? I’ve worked 5 hours? Seems more like 2…” Of course the rate at which time flies or crawls is totally determined by your perception. Lack engagement? Five o’clock takes forever to arrive. You’re packed up, desk clean, and ready to go by 4:30.

When you are positively engaged at work, you look forward to the morning.

Positively engaged? You look up and suddenly the day is almost done.

Now you might think, “Dr. Joey, I’m not a morning person.” All the more reason that this sign means you’re positively engaged at work.

You’re in The Flow, that sweet spot of productivity and purpose that rewards you with a satisfying sense of “I get paid to do this?”

You get out of bed with a certain sense of anticipation—“I wonder what will happen today?”

You look up and are amazed by how quickly the day passes.

You Look Around The third sign you’re positively engaged at work is when you look around at the team you’re with…and smile. You know John is positively engaged with his work, also, because he smiles back. You think about his Dad who is ill and you remind yourself to ask next time you talk. You know Amy is positively engaged with her work, too, because she smiles back even though she’s tired of being pregnant and yet she is in the office so the team finishes the big project on time. When you look around at the team with a smile, with fondness and empathy in your heart, with knowledge in mind of their life situations, and with gratitude in your spirit for the privilege of working with these folks, you are positively engaged with your work. You Believe and enjoy your Work Positive lifestyle! Dr. Joey Faucette is the #1 best-selling author of Work Positive in a Negative World (Entrepreneur Press), Work Positive coach, & speaker who helps business professionals increase sales with greater productivity so they get out of the office earlier to do what they love with those they love. Discover more at www.GetPositive.Today.

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SPRING 2016 page 15

SALES 101

QR Code Stands for Quick Response Code – Isn’t That What You’re Advertisers Are Asking For? By Rita Butters, Southern Tier Shopper

QR codes are a great way to bridge off line to online media. A QR code enables a paper to digitally transfer information. QR Codes allow more interaction than print media. This allows a new dimension of communication between advertiser and consumer. A TV commercial or radio commercial cannot utilize QR codes the way print can. How does a QR code work?

What can a QR Code do? • View a Mobile Website • Send a Text Message • Send an Email • View a Message or Special Offer • Download Contact Details (VCard) • View a Google Maps Location • View A Social Media Profile • View a Video

page 16 SPRING 2016

imPRESSions

Suggested Uses… A video trailer of your business – show your entire stock in panoramic sweeps of your business or focus on a single product (for instance one car showing shots of the exterior & interior including the running motor vs. a panoramic sweep of the whole lot). A customer giving testimonial to your services or products. A QR Code can link to a preexisting YouTube video i.e. one showing a painting technique that an advertiser having a special on paint can place in their ad. Anything you can think of to show and/or say in 30-45 seconds (which is longer than you think) can be embedded to a QR Code. A QR Code can direct a consumer to an existing website whether it’s yours or a specific website with product information. (i.e. if you sell Kubota tractors or Benjamin Moore Paint, the QR Code can lead to the webpage that lists the features and benefits of that particular item that the manufacturer has on their website). This can also be used if the manufacturer is offering a coupon on their website that is accepted at your store to direct consumers to the savings and have them bring that in to you. To pass on your contact information – scanning a QR Code can lead to a download of your business name, address & contact information along with a list of your services to the phone or tablet that scanned the code. A QR Code can also

direct someone to your customer service contact to inquire about more information. A QR Code can allow you to add the scanner to your email contacts for sending newsletters or special sale announcements. You could also send an email inviting them to an exclusive sale for “members” or an email with a special offer to first time customers. You could establish a customer loyalty program from this contact. Scanning a QR Code could get a consumer a one time message from you or a special offer good only when they show the message on their phone at your store (this allows you to give a nice incentive without it being available to the “general” public so that it doesn’t cost the advertiser very much. You could also use this one time message to enter the consumer in a contest or offer a free prize to be picked up at your business. You can use a QR Code to give the viewer a Google map with your businesses pinned, which includes driving directions. This is good when you rely on tourist trade or if you have a bit of an “out of the way” location. If you use Facebook or other social media to promote your business and are having a lot of luck with it or need to get the message out for more people to “like” your page a QR Code in your ad can direct consumers to your social media location.

SALES 101

Action Power Memo Joe’s Knows: Your monthly dose of motivation for winners!

Take Responsibility by Joe Bonura,CSP

The Blame Game Stop pointing your index finger and blaming circumstances or others for what happens to you. Whenever you point that finger, three other fingers are pointing back at you. I heard that expression many years ago, and it comes to mind every time I am tempted to play the blame game. I had to retype this entire opening paragraph because I forgot to turn off my touchpad, and I erased everything that I had already typed.

My Bad The touchpad made me do it. Not true! The cause was that I forgot to turn off the touchpad, and I had to start over. It forced me to go online and learn how to turn off my touchpad, something that I did not know until now. So I learned something new instead of getting upset and blaming the computer. It also gave me new material to write about.

I Am a Fan Recently my wife and I watched a movie about the young Walt Disney. I have been a fan of Walt Disney for many years. I read his book in 1978 after my ad agency lost 70% of our business. We had put all of our eggs in one basket and watched the basket. The basket turned over, and we were short our largest account. Needing a respite, I decided to take my family on a trip to Disney World in Orlando. While I was there, I bought a copy of a book called, “Disney.” The timing was perfect.

Who Is Oswald? I read the book in one day. Walt never blamed anything or

anybody for his setbacks. He always accepted what happened and moved forward. As you walk around Disney World, it is hard to believe that the man who conceived and built it had gone bankrupt several times and that his first theater cartoon hit was not Mickey Mouse, but a character called Oswald the Rabbit. An unscrupulous business partner stole the idea, and put Walt out of business.

The Magic Kingdom Disney did not point fingers. He simply picked himself up and started over again. The Magic Kingdom waved its magic wand on my thinking, and when I returned home from our Disney experience, I came back from our loss and we built the business to one of the largest advertising agencies in Kentucky. Today there is probably a government program for those who want to lick their wounds instead of licking their problems. If we are not careful, a handout can keep us from trying again; a handout might have caused me to stay in failure mode. I had no choice but to move forward and learn from my mistakes.

Success Breeds Success It is wise to study the lives of successful people to see how they overcame adversity to become effective and prosperous. Perhaps we make it too easy for our young people to succeed. I have often learned more from my failures and adversities than from my successes. If you help a young bird to break free from its shell, the young bird will soon die; breaking out of the shell gives the bird strength to survive.

Poor Me I am glad I watched the Walt Disney movie again because I am grateful to Walt Disney for his example when I needed it most. I concede that it was not fair that the client left our agency. At the time I could have felt sorry for myself and played the victim. Instead, I chose to turn a lemon into lemonade. Several years later, that same client chose our agency as the agency of record for his business. Ironically, a few months ago when I ran into the former CEO of that company, he admitted that terminating our agency was one of he worst business decisions he had ever made.

Own Up Take responsibility for the circumstances that are suppressing you. Own up to the fact that no matter what is happening, it can be changed if you decide to take positive action. I walk at our church’s health facility three times a week. I see a blind man named Ron walking the track every time I am there. He told me that he has been going to the health club for ten years. Ron is in good shape because he decided not to stay home and stay blind. He can see better than most of us who have our eyesight. Make today the day you take full charge of your life and future and stop pointing outward, and start pointing inward. To see Joe and hear one of his favorite selling tips check out this video: https://www.youtube.com/watch?v=Q9AyPsDMu0I. 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 and get seven FREE videos. www.throwtherabbitandgetthatjob.com “Throw the Rabbit - The Ultimate Approach to Three-Dimensional Selling” Paperback Order your copy of Joe Bonura’s book: http://www.bonura.com

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SPRING 2016 page 17

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

ANOCOIL Corp. The largest independent manufacturer of plates in North America. A pioneer in the development and manufacture of digital and analog printing plates for the newspaper and commercial printing markets.

Jay Faulkner 60 E. Main St. P.O. Box 1318 Rockville, CT 06066-1318 Phone: 860-871-1200 [email protected] www.anocoil.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

page 18 SPRING 2016

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Bartash Printing, Inc.

CoolerAds.com

JB Multimedia, Inc.

Printer of weekly newspapers, direct mail shoppers and niche publications such as real estate, auto, parenting, boating and more.

Offering Web solutions for community papers.

Displays publications online with an interactive digital edition.

Joe Nicastro 5 Vista Dr. Flanders, NJ 07836 Phone: 973-809-4784 Fax: 240-332-7489 [email protected] www.coolerads.net

Robert Durso P.O. Box 704 N. Bellmore, NY 11710 Phone/Fax: 888-592-3212 [email protected] www.jbmultimedia.net

Eric Roberts 5400 Grays Ave. Philadelphia, PA 19143 Phone: 215-724-1700 Fax: 215-724-3313 [email protected] www.bartash.com

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

Cribb, Greene & Associates Specializing in brokering, shopper businesses, consulting and appraisals.

John Cribb 7512 Loon Road Helena, MT 59602 Phone: 406-579-2925 [email protected] www.cribb.com

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

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

ASSOCIATE MEMBERS 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; 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

North American Precis Syndicate, Inc. (NAPS) Nationwide distributor of free, noncopyrighted features (health and fitness, home improvement, car care, bridal, holidays, etc.) to newspaper editors.

Gary Lipton 415 Madison Ave., 12th floor New York, NY 10017 Phone: 212-309-0107 Fax: 800-440-4329 [email protected] www.napsnet.com

Penny Lane Promotional Products Penny Lane Promotional Products - Receive a 10% commission for any order your company places through Penny Lane! Use promo code: FCPNY. Visit our terrific website and choose from over 1 million products. Apparel too!

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

Lorie Browne: [email protected] Shannon DiFranco: [email protected] Phone: (800) 836-3652 www. PennyLanePromo.com

Standard Rate & Data Service (SRDS)

Saturation Mailers Coalition (SMC)

David Crawford 1451 Millmoore Terrace Dacula, GA 30019 Phone: 770-614-0588 Fax: 847-375-4606 [email protected] www.srds.com

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

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.

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.

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 as well as complimentary booth space at all of our conferences. Contact Tom at [email protected] for more information

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SPRING 2016 page 19

SUN EDITOR NAMED WRITER OF THE YEAR Pete DeMola acknowledged with prestigious state-wide award By John Gereau [email protected]

ELIZABETHTOWN — Sun Community

human interest piece about the prison break in

News Editor Pete DeMola has been named

Dannemora; a lighthearted feature about the

writer of the year by the New York Press

Essex County Fair and a whistleblower article

Association. DeMola was one of 57 newspaper

about a plan to pump PCB-laden water from

professionals vying for the honor, which

an old missile silo in Lewis, New York.

was judged by members of the Washington Newspaper Publishers Association.

The judges said DeMola’s writing style and attention to detail stole the show. “Pete was

The state-wide acknowledgement is one

easily the winner of the writer of the year

of the most prestigious awards given by

competition,” the judges wrote.

the association each year. In their critique, the judges said DeMola did a great job of

DeMola said he was honored. “Sun Community

investigative reporting — best among the

News is a great place to work. Without the

57 entries — and said he did a fine job of

support of my colleagues, this wouldn’t have

storytelling using vivid words to help.

been possible,” DeMola said.

“He showed great depth in many stories, too,” the judges went on to say.

Sun Community News Publisher Dan Alexander said DeMola brings a skill set and ethic to the

The articles on which DeMola was judged

organization that is not easy to find.

included an in-depth investigative piece on

page 20 SPRING 2016

imPRESSions

former embroiled Essex town clerk William

“We’ve known for some time that we had

Morgan; an article about a businessman who

an extremely talented writer on The Sun

conned the community one nickel at a time; a

team,” Alexander said. “His work ethic, strong

NEWS (CONT.)

personal drive and inquisitive nature are talents that make for an excellent reporter and Pete certainly embodies what every newspaper looks for in a reporter.” “But,” Alexander continued, “Pete also has that unique intangible skill that allows him to see beyond the surface of a story and create an image for our readers that brings even routine articles to life.” “Pete is a rare talent that we are honored to have writing for Sun Community Newspapers,” Alexander said.

NY Publishers Score Well in AFCP National Awards

FCPNY publishers battle among each other in our annual graphic and editorial awards competition, and that must toughen them up to excel in the national awards spotlight if this year’s AFCP Best of the Best Awards is any indicator. At AFCP’s recent conference in San Diego, FCPNY member publishers took home some of the top honors in graphics, editorial and general excellence categories. Winning members included: • All Island Media

• My Shopper

• Genesee Valley Pennysaver

• Norwich & Sidney Pennysavers

• Lake Country Media

• Sun Community News

• Turnpike/ Cooperstown Pennysaver • The Merchandiser

Notable winners featured My Shopper finishing in First Place and the Norwich & Sidney Pennysavers with an Honorable Mention in General Excellence for papers with less than 10% editorial content. Genesee Valley Pennysaver took First Place in General Excellence for papers in the 10% to 25% editorial content category. All Island Media placed third in the overall Best of Show category based on total points for awards won in all categories. Congratulations to all of our member participants.

A Syracuse native, DeMola is now an editor based in Essex County, New York. Following his graduation from Syracuse University in 2005, DeMola traveled

The Sun Salutes Their Own Rising Stars

to China, where he spent five years living in Beijing honing his craft at a series of new media start-ups and state-run media outlets. Stints in Guilin, Hong Kong and Korea followed.

Sun Community News of Elizabethtown – and sister publications New Market Press of Vermont – proudly saluted two of

Since returning to live full-time in the United States

their staff members who were nominated to participate in

in 2013, Pete has been reporting on some of the

AFCP’s Rising Stars program. Rising Stars celebrates the con-

most critical issues facing the Adirondack Park,

tributions of young professionals in the free paper industry

including economic development and the effect

and provides additional training and mentoring to help them

state policies have on rural, local governments.

grow into leadership positions within their sponsoring com-

DeMola joined the editorial team at Sun Community News in December of 2013.

panies. Sun Community account executive Ciara Thompson and Vermont Eagle general manager Ashley Charron were

Pictured, l to r, are New Market publisher Ed Coats, Ashley, Ciara, Sun Community sales manager Scarlette Merfeld and publisher Dan Alexander.

among the 2016 group of Rising Stars.

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SPRING 2016 page 21

LEGALESE By Nick Fiorenza FERRARA, FIORENZA PC New York State Budge Increases Minimum Wage and Creates Paid Family Leave As part of the newly-enacted

• For workers in New York City employed by

the economy in each region and the effect

New York State Budget,

small businesses (those with 10 employees

of the minimum wage increases statewide to

the minimum wage will

or fewer), the minimum wage would rise

determine whether a temporary suspension

be increasing to $15 per

to $10.50 by the end of 2016, then another

of the scheduled increases is necessary. That

hour and employees will

$1.50 each year after, reaching $15 on

analysis will be submitted to the Department of

be entitled to paid family

12/31/2019.

Labor for review and possible action.

• For workers in Nassau, Suffolk and

Paid Family Leave

leave. The specifics of the programs are described below.

Westchester Counties, the minimum wage $15/Hour Minimum Wage While the new minimum wage will eventually

would increase to $10 at the end of 2016,

The State Budget also created new paid family

then $1 each year after, reaching $15 on

leave requirement for all employers in New

12/31/2021.

York State. The specifics of the new law are as

be the same for all workers, according to

follows:

Governor Cuomo’s office, employees in

• For workers in the rest of the state, the

different areas of the State and those who

minimum wage would increase to $9.70 at

work for small or large businesses will see the

the end of 2016, then another .70 each year

increase as follows:

after until reaching $12.50 on 12/31/2020 –

• Workers will be able to take leave to:

after which will continue to increase to $15

1) bond with a new child (including adopted

• For workers in New York City employed

on an indexed schedule to be set by the

and foster children); 2) care for a seriously

by large businesses (those with at least

Director of the Division of Budget in consult-

ill child, parent, parent-in-law, spouse,

11 employees), the minimum wage

ation with the Department of Labor.

domestic partner, grandchild, or grand-

would rise to $11 at the end of 2016, then

parent; or 3) address certain military

another $2 each year after, reaching $15

Beginning in 2019, the state Division of Budget

on 12/31/2018.

Director will conduct an annual analysis of

page 22 SPRING 2016

imPRESSions

• Becomes effective January 1, 2018

family needs.

LEGALESE (CONT.)

Feeling left out?

• Beginning in 2018: employees will be eligible for up to 8 weeks of leave a year. In 2019 and 2020: up to 10 weeks of leave a year. In 2021 and following years: up to 12 weeks of leave a year. This will not reduce the duration of disability benefits available to biological mothers. They will still be eligible for benefits for pregnancy-related disability and recovery from childbirth. • Like the Family and Medical Leave Act (FMLA) employees on such leave will have job protection as well as continuation of health care benefits. • Paid family leave benefits will be funded by employee payroll deductions. • The benefits will be phased-in. In 2018, a worker will receive 50% of his or her average weekly wages up to a cap that is equal to 50% of the statewide average weekly wage. This amount will increase over the following 3 years to 67% (approximately 2/3) of the worker’s average weekly wages, up to a cap of 67% of the statewide average weekly wage. Please note that this law is not simply a state paid version of the federal FMLA. Unlike the FMLA, this new state law provides paid leave as opposed to unpaid FMLA leave. Moreover, the paid leave cannot be used for the employee’s own serious health condition, but rather only for a family member’s condition. If you have any questions regarding these changes in New York State law, please do not hesitate to contact me.

Don’t get mad, get involved! The FCPNY Sales Management Division offers sales managers and team leaders the opportunity to share, learn, ask, laugh, cry… No kissing, though. Contact Tom 877-275-2726 [email protected] imPRESSions

SPRING 2016 page 23

LEGALESE By Nick Fiorenza FERRARA, FIORENZA PC Dear Clients and Friends:

at that same 40th percentile level, going

how much he/she will receive if a particular

forward. In other words, it is likely that the

goal is met.

Today, the U.S. Department of Labor (DOL)

threshold level will increase every three years.

published its long-awaited new rules governing

Accordingly, employers with exempt employees

By way of example, let’s say that an employer

who is exempt and non-exempt from receiving

earning at or near $913 per week should be

has an otherwise exempt employee whose

overtime under the Fair Labor Standards Act

prepared to keep pace with these triennial

base salary is $900 per week. Technically,

(FLSA). Since 2004, employees have been

adjustments or else be prepared to treat the

this would not satisfy the new $913 salary

properly classified as exempt if they met three

employee as non-exempt (i.e., paying him/her

threshold test. But, if that employer had a

tests: 1) a salary level test; 2) a salaried basis

overtime) following one of these adjustments.

practice of giving the employee a $50 per

test; and 3) a duties test. The new rules only

week bonus if a certain production goal is

affect the salary level test. Under the old rules,

Another significant difference between the

met, that nondiscretionary bonus could be

an employee had to be paid at least $455 per

old and new rules is that employers will be

counted toward satisfying the test. In fact, up

week to satisfy this test. The new rules, which

permitted to count a portion of nondis-

to 10% of the $913 (or $91.30) could come

will go into effect on December 1, 2016, will

cretionary bonuses, incentives, and commissions

from such a bonus program. If, however, the

require that an employee be paid at least

paid to employees toward the new $913 per

bonus is not paid because the goal is not met,

$913 per week.

week threshold. Specifically, these payments

the employer would have to make a “catch-

can make up (at most) 10% of the required

up” payment to ensure that the employee’s

The DOL based this new salary threshold

salary level. The new regulations also require

overall compensation meets the $913 per

(which translates into $47,476 per year) on

that these payments be made on a quarterly

week threshold. The new rules would allow

the 40th percentile of weekly earnings for

or more frequent basis in order to be counted

employers to make these “catch-up” payments

all full-time salaried workers in the lowest-

toward that 10% cap. Nondiscretionary bonuses

at the end of each quarter.

wage Census Region of the country (which

and incentives are those that are paid based

is currently the Southern U.S.). This level will

on measurable factors, like a company’s

The salary threshold for the highly-compensated-

be “updated” every three years (beginning

productivity or profits. Unlike discretionary

employee (HCE) exemption was also modified

on January 1, 2020) to maintain the threshold

bonuses, an employee can calculate exactly

by the new rules. Under the current rule,

page 24 SPRING 2016

imPRESSions

LEGALESE (CONT.)

if an employee makes at least $100,000 per year and satisfies a modified duties test, the employee would be considered exempt. Beginning on December 1, employees can only qualify for the HCE exemption if they earn at least $134,004 annually. Like the



Current regulations effective until 12/1/16

Proposed Rule (7/15)

Salary Level $455 weekly

$970 weekly adjusted annually to keep pace with the 40th percentile of full-time salaried workers nationally.

$913 weekly adjusted every 3 years to keep pace with the 40th percentile of full-time salaried workers in the lowestwage Census region (currently the South)

HCE Total Annual $100,000 annually Compensation Level

$122,148 annually, adjusted every year to keep pace with the 90th percentile of full-time salaried workers nationally

$134,004 annually, adjusted every 3 years to keep pace with the 90th percentile of full-time salaried workers nationally.

Automatic None Adjusting

Annually based on consumer price index or another percentile basis

Every 3 years, maintaining the standard salary level at the 40th percentile of fulltime salaried workers in the lowest-wage Census region, and the HCE total annual compensation level at the 90th percentile of full-time salaried workers nationally.

standard salary threshold discussed above, this amount will also be adjusted every three years. However, those adjustments will be tied to the annual earnings of the 90th percentile of full-time salaried workers nationally. Employers should note that the final rule ‘differs from the rules the DOL proposed last July in some significant ways. The following chart compares the current overtime regulations ‘with the proposed rule changes

Final Rule Effective on 12/1/16



(from July 2015) and the final rules that will go into ‘effect December 1, 2016. Bonuses No provision to count nondiscretionary bonuses and comm issions toward the standard salary level

Proposed rule requested comments on counting nondiscretionary bonuses and commissions toward standard salary level

Up to 10% of standard salary level can come from non-discretionary bonuses, incentive payments, and commissions, paid at least quarterly.



imPRESSions

SPRING 2016 page 25

LEGALESE (CONT.)

What can you do to prepare?

Make sure that you develop timekeeping

(Please note that you should work closely with

protocols/rules for any newly-reclassified

your employment attorney and proceed with

Employers have six months to prepare for these

employees. Don’t forget to pay for travel

caution under these circumstances because

changes. We recommend that you calculate

time, training time, etc. that you may have

changing employees’ exempt status may alert

the expense of giving additional overtime to

not done previously for these employees.

them to the fact that they have been paid

any newly-classified non-exempt employees

improperly in the past. The DOL can go back

based on their current work schedules.

Evaluate the pros and cons of continuing to

up to two years for such non-willful mistakes

Remember, anyone under the salary threshold

pay these on a salary basis even if they are

and collect from your company any unpaid

will be entitled to overtime for all hours

non-exempt. The law permits this but you will

overtime that they determine may be owed.

worked in excess of 40 per week. Compare

still have to track the employees’ hours worked

State departments of labor may be able to go

those expenses to the expenses associated

and pay them overtime any time they work

back even further.)

with increasing employee salary levels to

more than 40 hours in a week.

$913 per week or above, and make your decisions accordingly.

If you have any questions, please feel free Employers should also take this opportunity to

to contact us at the telephone numbers

make sure all employees are properly classified

listed below. In addition, our Firm’s affiliated

Develop strategies for containing overtime

based on the other tests, i.e., the salaried

consulting group (Delacroix Consulting Group,

expenses. For example, adopt and enforce

basis test and the duties test. Remember that

LLC) has a new video explaining these changes

a personnel policy that prohibits working

an employee must satisfy all three tests to be

and how they fit into the overall analysis of

overtime unless authorized to do so by a

properly classified as exempt from receiving

whether an employee is exempt or non-exempt;

supervisor. Employers must pay an employee

overtime. For example, should you discover

as well as a FLSA standard operating procedure

for all hours worked (even when they

that there is an employee who is improperly

for evaluating an employee’s exempt status.

violate such a policy), but an employer could

classified as exempt because he/she does not

still discipline an employee for working

meet the requirements of the “Executive”

unauthorized overtime.

exemption duties test, this change will give you the opportunity to correct that mistake.

page 26 SPRING 2016

imPRESSions

For more information click here.

SMC UPDATE By Donna E. Hanbery, SATURATION MAILERS COALITION Don’t Miss the Boat! Free Paper Publication Mailers Can Qualify for a 2% Discount If your publication is sent

& Marina in San Diego, I had the pleasure

learn about the promotion and to qualify

by Standard Mail, wheth-

of conducting our 20th annual mailers’

using the ad that accompanies this article.

er as a saturation publi-

roundtable. SMC members Carol Toomey

cation or part of a High

and Dan Alexander were there to describe

1. First, you should learn about the spe-

Density mail program,

the leg work they have done to learn about

cifics of the USPS promotion. A detailed

you could be earning an

the Postal Service promotions and how an

set of Program Requirements is available at:

up-front, 2% postal rate

easy to use app, Layar, provides technology

here. For those reading this article and not

discount under the Postal Service promotion

that is inexpensive to procure, and can make

being able to cut and paste the link, you can

program for Emerging and Advanced Tech-

the ad pages of free papers come alive with

go to the USPS RIBBS website, look at 2016

nology/Video in Print. The discount is avail-

video and interactive content.

Incentives and Promotions and download the Program Requirements for the Emerging and

able from now until August 31, 2016. You do not even need to find an advertiser to run

Importantly for all mailed free paper publish-

Advanced Technology Promotion. While you

an eligible promotion for you. PaperChain,

ers, Dan Alexander and PaperChain have

are at it, take a look at the Program Require-

as part of its participation in support of the

done the work to create an ad that promotes

ments for the Mobile Shopping Promotion

AFCP NANI Network, has done all the work

The Cruise Planners business of NANI and

and think ahead about using that promotion

for you in designing an ad that has already

AFCP that provides mailed free papers an ad

to save on postage from July through

been approved for participating mailed pub-

layout you can use in your paper to qualify

December 2016. (Only one promotion at a

lications by the Postal Service Incentive and

for the discount.

time may be used for postal discounts so if you are using the Emerging and Advanced

Promotions Department. These publications, many in New York State, are already enjoying the 2% discount every week.

A copy of the ad accompanies this article. But you do have to do some work

Technology/Video in Print promotion from

to qualify for this promotion.

the Mobile Shopping Promotion any time after August 31st.

During the annual AFCP/SMC postal breakout session at the Sheraton San Diego Hotel

now until August 31, 2016, you can begin

Here are the steps you need to follow to

imPRESSions

SPRING 2016 page 27

SMC UPDATE (CONT.)

2. Witness how the cruise ad comes alive!

5. Before you can claim the up-front 2%

by the Mailing Promotions Office and has

Take your smart phone and download the free

discount, a publisher must register at the

been used by many of your fellow FCPNY

Layar app on your phone. Use the Layar app to

USPS Gateway https://gateway.usps.com/

and national publishers.

scan the Cruise Planner ad and the advanced

eAdmin/view/signin for participation in the

video technology will transport you to the deck

program. If you are not the mailer/direct postal

Only one ad per week requires the pre-approval

of a free spirited cruise. The interactive ad

payer for entering your mail with the USPS,

of the USPS. However, mastering this augmen-

provides you with the website and a link to a

your mail service provider or printer will need

tation technology and developing your own

phone number for bookings and more infor-

to register for the promotion to claim the dis-

ads for customers could generate some ice

mation. This interactive feature of the ad is one

count when the postal statement is submitted.

added revenue by placing more augmented ads

of the requirements of the postal promotion. 3. The Layar technology is inexpensive, costing under $4 to provide a video or interactive content in your ad for a 30 day period. The cost to imbed an ad and keep it

in your publication. Publishers have discussed 6. The discount must be claimed at the

an upcharge of $50 to $100 or more per week

time of mailing using one of the permitted

for the augmented version. An even higher

methods of mail submission. Mailings

upcharge is possible if you are providing the

must be submitted electronically by Mail.

video taping and development of a marketing

Dat®; Mail.XML™; or Postal Wizard. The

campaign for you customers. What are you

live for up to 12 months is approximately $34.

requirements for qualifying advertising for the

waiting for? Follow these steps, save money

To learn about Layar and the program go to

promotions are complex and require that the

on your next mailing and create a whole new

Emerging and Advanced Technology be clearly

revenue stream for your publication.

www.layar.com. 4. An important requirement of the promotion is that you have your ad approved before you do a mailing. Ads can be approved by emailing them to [email protected] It generally takes two to three days for the ad to be approved. We suggest that you have the attached ad approved for your use even though it is preapproved for other publications. BETTER SAFE THAN SORRY! page 28 SPRING 2016

imPRESSions

shown on the ad, show the consumer what the consumer needs to do, and that the ad

Look forward to a more detailed article from

content provide interactive content that relates

me about the Mobile Shopping Promotion that

to the subject matter of the ad. But for adver-

will run from July 1 through December 31,

tisers that want to start saving money right

2016 and steps you can follow to qualify for

away, and want to help AFCP and NANI in the

that promotion with your paper and advertis-

process, the Cruise Planners ad that accompa-

ers, or ways to participate with a prepared ad

nies this article does meet these qualifications.

that will do the work for you, while helping

Although you must get the ad approved for

your industry and the association.

your publication, it has already been approved

The Golden Goose still provides opportunity if you know where to look for it…

When your staff sells network classified ads:

• your advertiser makes money • your sales rep makes money • your company makes money.

Call Tom at 877-275-2726 [email protected]