Adlinage F08

Nine new publications join CNBAM SEPTEMBER 2008

Welcome to our nine new CNBAM members who have joined us since the convention in March. Please join the Board in welcoming the following:

THE CONSULTANT SAYS—

It’s NOT about Perfection... It is ALL about Progress! One Step at a Time on Your Newspaper Adventure Two simple secrets to be successful are developing a strong skill set and having the right attitude. Let’s explore learning and incorporating each of them into your day to day activities, helping to assure your ongoing personal growth and success. As you go forward, consider the process of growing to be an adventure, a journey or an opportunity to learn and practice different techniques and strategies. As you begin, let yourself enjoy the journey, have some FUN, allow yourself to stumble now and again, but, most of all, stick with it ... the longer the better and the better you’ll get! Here are some guideposts to help you along the way ... • Relax ... Challenge yourself and strive to be the best of the best, but recognize that anxiety is common and is brought on by fear of failure. Overcome this fear by taking action, moving forward a step at a time and remembering ... when you are uncomfortable, you are growing! • Be Patient With Yourself ... Don’t be too critical and don’t give up if your first efforts did not

achieve what you had hoped for. Judge your skill acquisition in terms of its continuing improvement, looking for progress NOT perfection. Michelangelo, when asked about the source of his genius, replied, “Genius is patience.” • One Step at a Time ... Learn one new skill rather than tackling everything at once. It’s Chuck Nau not how many steps ... rather it’s the direction you are headed that counts most. Tackle smaller revenue accounts first, then as you gain experience and confidence (... which comes through doing), broaden your account development moving to regional, majors or larger revenue accounts. It’s better to approach smaller accounts and succeed, and be encouraged to continue, than to approach larger accounts, fail and be discouraged and tempted not to continue. • Start With Questions ... It’s all about questions. Don’t tell to sell. Ask your potential accounts questions, questions about themselves, their business, their customers, their goals. ASK questions! PROGRESS continues on page 2…

• UVU Review at Utah Valley University, Oren, Utah — A weekly broadsheet for UVU’s 25,000 students. Robbin Anthony is the ad manager. • The Nevada Sagebrush at University of Nevada, Reno — A 5,000 circulation weekly broadsheet for UN’s 17,000 students. Brook Barlow is the advertising coordinator. • The Bennett Banner at Bennett College, Greensboro, North Carolina — A monthly broadsheet publication. Dr. Lona Cobb is the adviser and Jacqueline Hernandez is the Ad Manager. • The Cardinal Points at SUNY Plattsburgh in Plattsburgh, New York — A 3,000-circulation weekly broadsheet for Plattsburgh’s 6,200 students. Ashley Roberts is the Advertising Manager for the paper. • The Campus Digest at Tuskegee University in Tuskegee, Alabama — A monthly publication for the 300 students at Tuskegee. Janene Tate is the Adviser. • The News Record at the University of Cincinnati in Ohio — The MWF publication has a circulation of 7,300 for the 36,500 students on the Cincinnati campus. Nick Schneider is the Business and Advertising Manager. • The Northeastern News at Northeastern University in Boston — A twice-weekly tabloid for Northeastern’s 20,000 students. Carlton Jones is the Business Manager. • Baylor Lariat at Baylor University in Waco, Texas — 7,000 papers published four days a week for Baylor’s 14,000 students. Julie Freeman is the Director of Student Publications. • UVI Voice at the University of the Virgin Islands in Kingshill, VI — A monthly publication for the UVI’s 3,000 students. Dr. Robin Sterns is the Advisor.

Welcome to you all, and we hope to meet you at the convention in Charlotte in March 2009!

President’s Notes of Mentoring or the Adviser’s Dinner), great speakers and numerous sessions.

Who knew the summer would fly by and that I would once again miss it? Whether you are on a semester or quarter system, the fall semester is here and our back-to-school issues will hit the stands within the next few weeks. As the new school year approaches I just wanted to give a few updates … The board met in July to have our Summer Board meeting and host our inaugural Student Ad Manager Workshop in Chicago. We discussed the ins and outs of our convention, contest, Web site, 2011 convention site, marketing CNBAM and so much more.

Start planning now for the 2009 convention in Charlotte, March 25 through March 29, 2009. The registration form will be available soon. Watch for convention updates on the listserve.

Dawn Zuerker CNBAM President

My thanks to Kami Hammerschmith for all of her hard work putting together the workshop and planning the many sessions and meals for the students. I hope those of you who were able to send a student have heard great feedback on the event and plan to send another ad staff member next year. The evaluations we received have been very positive. I would also like to thank Kodi Wilson from Louisiana State University and Dave Graham from the University of Pennsylvania for taking time out of their busy schedules and planning the many sessions they presented to the 30 students in attendance. Despite increasing convention costs, the registration fee for Charlotte will remain at $175. The same great benefits will continue, five meals included (not including Evening

The 2011 convention has been narrowed down to St. Louis and Nashville. Anne Richard, Convention Planning-Elect, is busy working on getting information on both of these fun towns. Recruitment for Board positions is an interesting and somewhat daunting task every year. The Board is planning on having a couple of conference calls for those who are interested in running for office but would like more information. We also are working on a responsibilities of duties grid and planning a detailed calendar of what each position is accountable for. Every position on the CNBAM Board is necessary for this organization to continue to grow and move forward with the changing trends. I’m looking forward to another great year and seeing you all in Charlotte in March. Until then, if there is anything your CNBAM Board can do for you, please contact me at 806-742-3384. Sincerely, Dawn

...PROGRESS continued from page 1 Questions help people open up ... Questions demand answers ... Questions put you in control ... Questions give you valuable information. Nothing I SAY today will teach me anything, if I am going to learn something today I need to LISTEN! • NOs! ... Understand them and use them to your advantage. When a potential account tells you “no”, be sure you understand, through questioning, what prompted the “no”. Guard your time, today and tomorrow, by giving yourself permission to tell yourself and others “no” so your time, your valuable time, is not carelessly given away.

• Accept Your Mistakes ... When things do not go the way you had hoped or planned, pause for a moment and ask yourself these two questions ... “What did I do right?” and “If all things were the same, what would I do differently the next time?” To incorporate your mistakes and to learn from them, just go back to the point where you first slipped up and start again. Focus on designing the future, NOT redesigning on the past. • Use The Correct Tools ... Whether it’s your newspaper, your media kit and rate card, special section calendar or credit application, use them and use them correctly to enhance and maximize your selling

efforts and success. Don’t relay only on your tools at hand. Invest in yourself with different experiences, looking for the teaching moment, in continuing education and volunteer opportunities outside of your newspaper. Practice your newly acquired skills with friends and acquaintances, so they will become natural to you day in and day out. • Lighten Up ... Fear of failure may cause you to subconsciously push too hard, to “white knuckle” sell. Anticipate minor setbacks, have FUN and laugh at yourself. You can do it! You know you can! Be patient ... PROGRESS continues on page 3…

2009 CNBAM Conference: Charlotte, the Queen City Start planning now! CNBAM goes to the Queen City March 25th – 29th, 2009. Charlotte provides great restaurants, hot nightspots, fabulous shopping and historic sites. The convention will be held at the Hilton Charlotte Center City. This fourdiamond hotel is located in the center of America’s Financial and Banking Center, which means there is a lot to do within a short distance. Some of the nearby attractions are NASCAR’s Lowes Motor Speedway, Carowinds Theme

and Amusement Park, Discovery Place, Concord Mills Mall, The Blumenthal Performing Arts Center and the Billy Graham Library. CNBAM has locked in the room rate of $159 per night, plus tax. Our members can expect a great

Eric Melendez VP/ Convention Planning

Photos courtesy of Visit Charlotte.

hotel experience — the hotel went through a $25 million remodel in 2007. After reviewing evaluations from the San Antonio convention, I’m happy to say that your suggestions are helping to shape the 2009 convention. At the convention, you can expect: • Roundtables on two different days • A pre-convention workshop, for advisers, on web sales held during registration on Wednesday from 1:00 to 5:00 p.m. • Great keynote speakers • Tons of informative sessions, and of course… • Fun times with new and old friends. Once again, American Airlines has supplied CNBAM attendees with a discount of 5 percent off the lowest published fare. You can book flight arrangements at www.AA.com or by calling 1-800433-1790, reference code A1139AJ for discount. For those on the east coast, you may want to look into taking a train to Charlotte. It may be more cost effective than flying. You can check on fares and schedules at www.amtrak.com The convention is a short seven months away, so start planning now. This will be one CNBAM Convention you won’t want to miss! As always, if you have any suggestions for the convention, you can email them to me at ericmelendez@ studentmediacorp.com.

...PROGRESS continued from page 2 Good Luck? It’s simply where preparation meets opportunity! • Don’t Overlook the Obvious ... Much like an artist, develop your depth perception and judgment. In other words, the farther away you go, the smaller things become. Don’t go too far away from your existing accounts in search of the next new bigger account over the horizon. You may just lose your perception of that existing account and not realize that had you asked they would have happily said yes to a larger and larger ad dollar expenditure with your newspaper.

• Step Back ... Teach yourself to regularly and frequently to ‘step back’ and look at the big picture, your overall account list or sales territory rather than always intently focusing on each and every account. Where are you going? What are you trying to achieve? What are you attempting to manage? Asking yourself similar questions and pausing to take an overview will ensure that you do not stray very far before you realize you’re making a mistake or focusing on the wrong accounts or the wrong areas of opportunity. Don’t forget, like some of the best symphonies, some of the best newspaper careers, are unfinished! Enhancing your

strengths ... Minimizing your weaknesses is a challenge. It is also hard work. But the rewards are usually hard earned and well deserved. If you expect the best ... you’ll get the best! Have Fun!!!! ... and Good Luck! © MURRAY & NAU, INC. Chuck Nau of Murray & Nau, Inc. is a Seattle area based publishing consultant and sales and management trainer. He has been a speaker for and conducted advertising, marketing, management and sales training workshops with newspapers, niche publishers, publishing groups and press associations, throughout North America. Comments and questions are welcome and may be directed to Chuck via email: [email protected]. or at (425) 603-0984.

Ad managers ‘summer school’ a success The inaugural CNBAM Summer Student Ad Manager Workshop was held in Chicago, July 20-23. Thirty students from across the United States met Sunday evening at a kick-off dinner with the CNBAM Board at a traditional Chicago pizza restaurant. Kodi Wilson from Louisiana State University and Dave Graham from the University of Pennsylvania were the Kami Hammerschmith primary session Past President leaders. CNBAM Board members Chirs Richert, Dawn Zuerker, Matt Mielke and Kami Hammerschmith also led sessions. Hanna Kahn from Alloy Media + Marketing presented the Alloy Readership Study and College Explorer Study. Jack Brady from the Newspaper Association of America presented a session on getting your share of the fall political advertising. Students unanimously supported CN-

BAM continuing to offer the Summer Student Ad Manager Workshop. When

asked, would you recommend that CNBAM continue to offer a Summer Student Ad Manager Workshop? Why or why not?, comments included, “Yes, it was fun and beneficial. I learned so much and it was so much more personable because there were only 30 of us, as opposed to the big CNBAM conference,” “Yes, definitely. It was nice to be around a smaller group of people my age who are all facing the same issues as I am,” and “Yes. It has been very informational and helpful. I will be taking back a lot of new ideas and information that I can’t wait to share with my staff.” The CNBAM Board is looking at dates to schedule the 2nd Annual Summer Student Ad Manager Workshop in July 2009. Final dates and registration materials will be available later this year.

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CNBAM is holding a contest for a T-Shirt design. We will be selling T-Shirts at our convention in Charolotte, and we want YOU to design it. The winner will receive 12 T-Shirts for their staff or a free registration to the convention. The board will pick their top five choices and will post them to our facebook group. There, our members can vote for their favorite. The design with the most votes will be the winning design for our T-Shirt. Your design must include the CNBAM logo and can’t use more than two colors. Send entries to Eric Melendez before September 30th. [email protected]

CNBAM offers student managers ideas, connections year-round Over the summer, myself and a handful of other managers attended CNBAM’s inaugural “Summer Ad Manager Workshop” which was held in Chicago. As an Ad Manager, this workshop was a huge benefit for me because I came out of it with a lot of fresh ideas that I can implement at my paper, with sessions and other students offerMatt Mielke ing a plethora of Student Board Representative different perspectives and insights. The workshop also served to inspire a few ideas that can help me, as your elected Student Representative, better represent your views as students and improve CNBAM as a whole. One of CNBAM’s main strengths lies within its membership of approximately 150 schools. The combined knowledge and experience of this network is unparalleled and it represents the ultimate resource for finding unique solutions to problems we all face. Chances are, the issues that you face now have probably been dealt with before, and possibly in a manner you would never think of. Our conventions are amazing, the camaraderie and sharing of ideas creates an enthusiasm we all feel. But that buzz, that zeal, it doesn’t have to be a once a year feeling. In fact, it’s in everyone’s best interest we stay connected. Not only can fellow students offer help in discovering new innovations to help your newspaper, but feedback about your CNBAM experiences can help us improve the organization. If market research class taught me anything, it’s that progress and positive enhancement cannot occur without feedback from the consumer. By letting your thoughts and issues be heard, you will be directly contributing to CNBAM’s growth. The CNBAM Facebook’s Facelift This is going to be the main hub of discourse. Most of us already use it, and

despite its addictive nature, it can be used to help CNBAM better understand the issues facing its current membership. Aside from the polls and surveys I’ll be posting, there will be discussion boards where you can find help or ideas from other students across the nation. Besides fattening your “friends list,” you can make the next convention less about meeting new people and more about catching up with old friends. So if you haven’t joined the CNBAM Facebook group yet, do so soon and start having your ideas heard. Ad Linage’s “The Kudos Corner” While there may only be one “Student Advertising Manager of the Year” or “Student Sales Rep of the Year,” many others do amazing work that deserves recognition. This new feature will be in future Ad Linage Newsletters as a space for you to submit these stories of victory and have them read by all. Submissions can be about yourself or others but please keep “creative embellishment” to a minimum. Submissions should be no more than 300 words, and emailed to me at [email protected]. The CNBAM Board will review entries and each month select a new tale of triumph to be featured in the column. Those tales of achievement and perseverance can inspire others to work at their full potential, so make it known and get that well deserved kudos. Student List-Serve This will be another tool to keep the lines of communication open between us. Moderated by myself, this will be a students-only network where you can voice your thoughts or seek some advice. I’ll also be using it to send out announcements and updates to keep you all informed about CNBAM’s activities and new information regarding the convention. As soon as it’s all up and running, I’ll send out info on how you can join so be on the lookout.

Membership renewals to be mailed soon… Dues will remain the same this year, $75 for newspapers with weekly circulation 40,000 or less and $125 for newspapers with circulation above 40,000. Please take a few minutes to fill out the membership update form. This allows CNBAM to keep the listserv and membership roster current. Credit cards or checks will be accepted for payment. Newspapers will have until Oct. 31 to renew their membership. If you have any questions or do not received a renewal notice by Sept. 1, please contact Secretary-Treasurer Paul Bittick at 805-756-2537 or [email protected].

To subscribe to the CNBAM list, send a message to… cnbam-admin@dailypennsylvanian. com with the following information: 1. Your Name: 2. Your School: 3. Your Newspaper: 4. Your Title/Position: 5. Your E-Mail Address: 6. Student or Professional? 7. If Student, when does your position end?

New CNBAM website just around the corner! This fall CNBAM will launch a new website with lots of innovative features. Soon (once yours truly gets the hang of web design) you will be able to register for the convention online, students will load resumes for vendors and recruiters to review, and by next fall you will be renewing your memberships, all on the new and improved website! Lots of other features are in the works, but I’ve gotta hold something back for the next newsletter, so stay tuned! — Christy Harrison, VP/Public Relations

CNBAM 2008 Conference — San Antonio, Texas

Deep in the Heart of Texas, March 26-30, 2008

At the summer board meeting, the CNBAM Board outlined this conflict of interest policy. All board members will be required to sign the agreement before their term of office.

CNBAM Conflict of Interest Policy The reputation of College Newspaper Business and Advertising Managers, Inc. is critical to our continued success. This reputation is predominately dependant upon public perception of the conduct of our Executive Board and members. Therefore, all Executive Board and members should strive to: 1. Communicate honestly and openly to avoid misrepresentation; 2. Exhibit respect and fairness toward all those with whom we come into contact; 3. Ensure all information, which is confidential, privileged or non-public, is not disclosed inappropriately; 4. Avoid conflicts of interest (or the perception of conflict of interest) by: a. Not initiating any transaction in which they may have self-interest. Self-interest shall be considered any transaction in which one has a financial or material interest in the vending party. This extends to transactions that may benefit any person who is a member of one’s immediate family. As soon as one becomes aware of such relationship, one must disclose it. Upon disclosure, it will be at the discretion of the Executive Board whether to allow the member to continue the business relationship or not.

b. Not having a significant financial or personal interest in any sponsor/supplier of goods or services to CNBAM. Upon disclosure, it will be at the discretion of the Executive Board whether to allow the member to continue the business relationship or not. c. Not accepting more than nominal (under $50.00) monetary value from firms, service providers, vendors, CNBAM members, or any other person or entity with which CNBAM does business or has any type of formal or informal relationship. CNBAM considers attendance at conventions and events sponsored by itself and business-related meals as ordinary business and thus not subject to restriction. Acceptance of such items having more than nominal monetary value without prior disclosure and approval could result in disciplinary action. Such acceptance should be reported to the Finance Executive Board member

immediately for appropriate follow-up and resolution. Requests for exception to this policy must be made in writing. d. Not participating in activities that will result in a conflict of interest with CNBAM. All activities must be compatible with CNBAM’s right to the performance expected of all Executive Board members and members. e. Recusing ones self from any decision-making discussions of the matter, or engaging in substantive discussion of the matter before a final decision has been rendered. The recusal should be noted in all applicable minutes regarding the decision making process. f. Board members cannot be partor full-time employees of professional newspapers or other media organizations. Student board members may serve short-term internships.

CNBAM Confidentiality Policy Personal information should be considered confidential if it is not readily available to the public, and such information should not be disclosed or made accessible to any individual – member or nonmember – nor any entity that does not have a legitimate personal or CNBAM related need for such information. Types of information subject to this policy include, but are not limited to • Personal data •CNBAM member data •Vendor bids and related information CNBAM retains the exclusive right to determine which entities or individuals may be granted access to such information. Members must exercise good judgement and care at all times regarding all dissemination of CNBAM information.