Feb Newsletter

Fun facts about Charlotte

January 2009

–Charlotte may be big on auto racing but if that isn’t your speed, there are lots of other things to do and see.

THE CONSULTANT SAYS—

When business is tough to get... Why advertise in a possible recessionary period? Simply put ... those retailers, service providers, professional businesses and companies that maintain or increase their advertising spending during a difficult or challenging economic environment do, indeed, get ahead. In an economic downturn, business is NOT bad. Rather, business is tough to get. For those local retailers, service providers, professional businesses or companies who take an assertive, yet well thought out, consistent and ongoing advertising program, opportunities do exist to increase sales and profits which in turn leads to an increase in market share. Whereas, a REDUCTION in advertising expenditures guarantees reduced profits, sales and lost market share due, in part, to three significant impacts ... LOSS of top-of-mind awareness, LOSS of image in the marketplace and local college community and a CHANGE in attitudes and perceptions held about the retailer, service provider, professional business or company.



http://www.10best.com/Charlotte,NC/ –Less than one mile from the hotel is a great place to dance the night away called The Breakfast Club. http://www.360charlotte.com/NightLife/BreakfastClub.html Chuck Nau

Why should you counsel your advertisers and clients to advertise in a slow or slowing economy? To be successful, to grow and to survive, a retailer, a service provider, a professional business or company needs to have a constant presence in their community. This presence comes through a community awareness of that business and ‘who they are’ and ‘what they do’. This awareness and presence takes place through a consistent and ongoing advertising program. What strategy might you suggest to assist your client in seizing the opportunity presented by an economic downturn? Consider, if you will the following ... Stress BENEFITS. Talk VALUE. Your readers and advertisers and their customers are looking for reassurances during these challenging and, possibly, uncomfortable times. Reiterate to your advertisers the importance of reducing (buying) risk by stressing benefits and values, rather than just price, in their advertising message. TOUGH continues on page 2…

–Located just a few blocks from the hotel, Whiskey River boasts a unique blend of rock and country for those 21 and up. You can take your turn on the mechanical bull! http://www.360charlotte.com/NightLife/WhiskyRiver.html –The average high temperature in March is 64 degrees. The average low is 42 degrees. –Charlotte is the largest city in North Carolina , 19th largest city in the US –In 2008, Charlotte was voted “Best Place to Live in America” by relocate-america. com –Nicknamed the Queen City, Charlotte (as well as the county containing it) is named in honor of the German Princess Charlotte of Mecklenburg, who had become queen consort of British King George III the year before the city’s founding. –A second nickname derives from later in the 18th century. During the American Revolutionary War, British commander General Cornwallis occupied the city but was driven out soon afterwards by hostile residents, prompting him to write that Charlotte was “a hornet’s nest of rebellion,” leading to another city nickname: The Hornet’s Nest. This is also the reason for the city’s former NBA team the Charlotte Hornets.

President’s Notes Dawn Zuerker CNBAM President

It is almost here…. In just a couple of months we will all be gathering again at the CNBAM Convention in Charlotte, North Carolina. VP/Convention Planning Eric Melendez has been working diligently to prepare an excellent choice of speakers and sessions. Whether you came last year or haven’t been in a few years, this will be another great year to attend the CNBAM convention. New this year is the Wednesday afternoon Newspaper Association of America session on Digital Sales. The NAA is bringing in industry professionals to share their knowledge with us. This year there will be only one business meeting held Friday afternoon when no other sessions are offered. See the article in this newsletter detailing the tentative agenda for the meeting. If you would like to add any business to the meeting, please email or call me. I also urge you to consider running for a CNBAM board position. See the article in this newsletter about the six Executive

Board positions opening up for 2009-2010. Serving on the Board is a great way to learn about the workings of the organization and contribute to its success. Our new student representative Charlotte Lilley is looking for roundtable leaders. Roundtables are always a highlight of the convention, but we can’t hold them without leaders. We need you to lead a roundtable. Advisers and students can lead discussions. Roundtable leaders should begin the conversation with a few ideas from his/her school and then involve all the people at the table in the discussion. Roundtables are a great opportunity to meet people from other schools and exchange ideas. If you have always wanted to run for a CNBAM Board position but never asked any questions about the position we are offering this opportunity one more time. On February 17 join the CNBAM board to discuss available board positions that will be up for election in March. President, VP Membership, VP Convention Planning-elect, VP Awards, VP Public Relations and Student Representative. Join us at 9 PST/10 MST/11 CST/12 EST, the conference call number and code will be posted to the list on Monday, Feb. 16. I’m looking forward to seeing you all in March. Until then, if there is anything your CNBAM Board can do for you, please contact me. Dawn Zuerker CNBAM President [email protected] 806-742-3384

...TOUGH continued from page 1 Capitalize on local AWARENESS and FAMILIARITY. Your readers and advertisers and their customers should be aware of and familiar with your local retailers, service providers, professional businesses and companies through past advertising campaigns. Leverage that awareness and familiarity to reduce (buying) reluctance while reinforcing the advantages of safety and security in shopping locally. The best advice and the best value ... always come from someone you KNOW! Maximize COMPETITIVE ADVANTAGES. Help your advertisers seize the moment

when their competitors may be cutting back or eliminating their advertising, by identifying and articulating what separates and makes them unique or different from others. Providing the college community, the marketplace with information about ‘who they are’ and ‘what they do’ will grow market share. It’s all about LONG TERM. Coach your advertisers to plan and prepare for growth when the economic uncertainty ends. Don’t seek to reinvent the past or worry about the present, look to and design the future! Don’t sell an ad. Sell an IDEA, a CAM-

PAIGN. –Talk to advertisers about investing in a series of ads, within a timeframe, with a set aside or allocated budget, to meet an identified need, problem or opportunity with a desired outcome ... rather than placing one time, single shot ads or promotions. –Helping the retailers, service providers, professional businesses and companies in your college community create a public awareness of ‘who they are’ and ‘what they do’ helps your college community, your retailer, your newspaper, both in print and online, and you GROW. TOUGH continues on page 3…



Are you in need of a resume booster? Lead a roundtable! Sign ups are now open! We need the best of the best (which is who we are at CNBAM) to lead our roundtables. I know each and every one of you has a deep understanding of how your paper works and what you and yours do to make it profitable. We need your knowledge! Please read on and see if this is something that would interest you. If so, contact me by Friday, February 20th. What is a roundtable? The highly attended roundtables are one of the most popular and most useful parts of the convention. These 25-minute discussions provide an opportunity to actually sit down with other reps/managers/coordinators/etc and discuss specific areas of our newspaper industry, such as Special Sections or Promoting Your Newspaper. All topics are extremely interesting and I can guarantee you will learn a surprising amount of beneficial information. During the roundtables we learn from each other and leave the convention with great ideas to increase the success of our papers.

...TOUGH continued from page 2 Through a local environment of news and advertising, your newspaper creates the marketplace for your college community. © 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.

What is your job as roundtable leader? Leaders are the moderators of a roundtable. You will begin the discussion, usually by having everyone introduce themselves, then introduce the topic at hand. The leader position is not an intimidating one, you are merely guiding a discussion – not presenting – and ensuring the flow of brainstorming. Usually, everyone at the roundtable speaks in equal time. You do not have to be an expert on the topic as everyone is learning, but an understanding of the topic is required. This is your time to be as creative as you want by bringing materials and examples to assist the discussion. Why should you be a roundtable leader? –You can use it as a resume booster –You can discuss your roundtable in an interview and ‘WOW’ your interviewer

Suggested* Roundtable Topics –Ideas of your own are welcome!– Avoiding Legal Issues in the Ad Office Circulation Classified Selling Strategies Closing the Sale Cold Calling Collection Techniques Conducting Sales Meetings Convergence Copyright Issues for Ad Materials Customer Service Dealing with Difficult Clients Developing Strategic Partnerships Forecasting Sales Getting along with Editorial

–You get great practice for the workplace

Handling Objections

–You can flex your creativity as much or as little as you want

Hiring & Training Staff Hyper-local content and product

–You get to title yourself as Leader

Interoffice Relationships

–You get to be a very useful part of CNBAM!

Issues Facing Advisers

How do you become a roundtable leader? 1. Take a look at the suggested roundtable topics to the right 2. Find a topic that you know well and that sparks your interest 3. Contact me BY FEBRUARY 20TH via email: [email protected] or phone: 831.601.6429 Thank you to the people who have volunteered so far! Your knowledge will be very useful and appreciated by all. Please pass this information on to staff members who are not on the CNBAM list who might be interested.

Issues Facing Student Managers Management Tips & Tricks Management Training Marketing a New Product Newspaper Promotions Online Sales Strategies Promoting your Newspaper Prospecting Resume Follies to Avoid Running an Effective Meeting Sales Training Games Selling a Weekly Publication Selling to Agencies ROUNDTABLE continues on page 9…

Second Annual Student Workshop announced Kami Hammerschmith Past President

The 2008-09 CNBAM Executive Board is pleased to announce the 2nd Annual Summer Student Ad Manager Workshop, July 15-18, 2009, at the University Center in Chicago, IL. The workshop is limited to the first 30 registrants, so act now! Attendees will discuss issues with their peers, share ideas, network, hear from top industry sales and training leaders, and get prepared to lead their staff in a successful sales year! The cost of the three-day workshop is $195 plus transportation to and from Chicago and two dinners. The $195 registration fee includes lodging, three breakfasts, two lunches, one dinner, and program materials. The lodging and meeting space will be in the University Center, 525 South State

Street, in downtown Chicago. Rooms will be quads with individual sleeping rooms and shared bathrooms/common space. The registration form is included in this newsletter. With the full Adobe Acrobat, you can fill it in (using the hand tool) and save it. If you only have Acrobat Reader, you can fill it in and print it out.

A workshop brochure with additional information will be available on the CNBAM website soon. Speaker information will be announced as they are confirmed. If you have any additional questions, please contact Kami Hammerschmith, CNBAM Past President and summer workshop planner, at kami.hammerschmith@oregonstate. edu or 541-737-6379.

Order your CNBAM T-Shirt

Name: School: T-Shirt Size: Write how many T-shirts you want of each size. XS S M L

This image will be printed on a short-sleeved, white T-shirt. You can pick up your order at the convention.

XL XXL

Total Due

Total Quantity: x $10= Payment Type: Check Visa MC (Circle one) Credit Card Number Name on Card:

Exp. Date:

Fax order form to: 805-756-6784, Att: Paul Bittick. Mail check payment to: CNBAM, c/o Mustang Daily Att: Paul Bittick Cal Poly - Rm 26-226 San Luis Obispo, CA 93407

Student Ad Manager Workshop Registration Form Deadline: May 1, 2009

nagers college newspaper business & advertising ma

CNBAM’s Student Ad Manager Workshop registration fees include six meals, lodging, and program material. Please plan carefully, as no refunds will be given. Substitutions may be made. One attendee per school. Please note, that while the final registration deadline is May 1, 2009, there is only space for 30 attendees, on a first-come, first-served basis. A waiting list will be established for those interested in attending after the 30 spaces are filled. Below, please enter your publication information, along with information about the student attendee. Mail this completed form with payment to: CNBAM, c/o Mustang Daily Attn: Paul Bittick Cal Poly San Luis Obispo, CA 93407

(or fax to: 805-756-6784)

Publication Information Name of Publication:

Total Due

College or University:

Payment Method:

Address: City:

Check

State:

City:

State:

Credit Card #: Expiration Date: Email:

Student Attendee Information Student Attendee’s Name:

Title:

Email:

Cell phone/Contact number:

Summer Address: City:

State:

Any special dietary needs? How long have you been working at your college newspaper? What are the three most important topics/issues you would like to discuss at the workshop(s)?

3.

Visa

Address:

Zip:

Fax:

2.

OR

Name on Card:

Telephone:

1.

$195

Zip: Gender:

Male

Female

Zip:

MC

Students interview at CNBAM 2009 in Charlotte! It’s time to send your resume in for the Hiring the Best resume CD for the Charlotte convention. Hiring the Best is distributed to recruiters and sponsors at the convention in Charlotte, and is also made available to members of the NAA (Newspaper Association of America) — all looking for the best college newspaper advertising employees in the country — YOU! Does it work? You could be working at Alloy Media + Marketing, Gannett newspapers in Tallahassee, FL, Nashville, TN, Phoenix AZ, Shreveport, LA, or Des Moines, IA, or Gannett television in Denver, CO — all companies who hired students at last year’s convention. You don’t have to be attending the convention to send in your resume. Don’t miss your chance for all of our recruiters and vendors to see what a great employee you would make! Submit your one page resume and the information at the bottom of this page to Kami Hammerschmith at [email protected] by Friday, February 13.

Resumes may be submitted by students at all CNBAM member newspapers. –Design your resume in vertical format, with one-inch margins all the way around. Limit your resume to one page, one side (you may bring a two-page resume to the convention to share with recruiters, but for the book, it MUST be one page). Write a brief objective statement indicating the kind of job you are seeking. If you are limiting your search to a specific geographic area, indicate this as well. Place your name and contact information prominently at the top of your resume. Include your expected date of graduation. Save your resume as follows: lastname-firstname-school.doc. –To be included in the book, resumes must be received by Friday, Feb. 13, at 5 p.m. Resumes are to be emailed (PDF or Word format only) to Kami Hammerschmith at kami.hammerschmith@oregonstate. edu. Write “RESUME” in the subject of your email and include the informa-

tion below. The information MUST be included with your attached resume or your resume will not be included in the book. There is also a flyer on the CNBAM website, www.cnbam.org with information on the resume CD or if you have questions, call Kami at 541-737-6379. Please include the following information in the body of the email, with your resume attached. Subject line: RESUME Name Email University/College Phone Area(s) of interest: sales, marketing, creative, web, other Region(s) of interest: northeast, southeast, west coast, midwest, northwest, southwest Will you be attending the convention in Charlotte?

Friday night party announced! College Media Networks is once again hosting the Friday Night Party at the Convention in Charlotte. It will be at HOM (pronounced home) which is a short walk from the hotel. It is a 3-level night club and promises to live up to the kind of party CNBAM is accustomed to. After Friday’s sessions throw your dancing shoes on and strut your stuff to HOM. See you there at 7pm.

116 West 5th St. Only 4 blocks from the convention hotel

Is sales like dating and relationships? Eric Melendez VP Convention Planner

Come to the convention in Charlotte and find out! Think about it. Both require a good first impression. Sometimes you will face rejection in both. But the main goal in sales and dating is to build a lasting relationship where both parties will benefit. Laugh and learn when Andy Masters discusses the similarities among sales and dating. It has been my experience that people buy based on relationships. When businesses have to cut advertising dollars, it is easier to say “no” to salespeople that you have no relationship with. Andy’s speech will give you and your staff specific tools you can use to better your client relationships, which will hopefully lead to better sales.

College, 37 Keys to College Success and 37 Keys to Greek Success. His fourth book “77 Reasons Why Sales & Service Are Just Like Dating & Relationships” will publish in February. In addition to the great keynote speakers, there will be over 40 sessions and over 40 roundtable discussions. Going to conventions such as this one are particularly important during tough sales climates. The convention is a great way to connect with colleagues, brainstorm ideas for generating new revenue and seeing what is working for other publications. Don’t miss out on this year’s convention – you just may find the key to saving your sales numbers! Convention Details: Dates: March 25th – 29th



Registration Deadline: February 25th.

Andy has given speeches all over the country regarding sales, time management, work-life balance and education. He has also written three books that target the college students: Life After

Registration: $175 Hotel: Charlotte Center City Hotel Rate: $159/ night single-quad American Airline Discount: 5%, reference code A1139AJ

Business agenda announced CNBAM Business Meeting

VP Convention Planning Elect

Tentative Agenda

VP Membership

Friday, March 27, 2009

VP Awards

Charlotte, N.C.

VP Public Relations Student Representative

I. Roll call

b. SPLC Donation

II. 2008 Business Meeting Minutes

c. 2012 Site Suggestions (Eastern United States)

III. Board updates IV. New Business a. Nominations for 2009-2010 Executive Board (6 positions) President

V. Other New Business a. Elections for 2009-2010 Executive Board (6 positions) VI. Adjournment

Welcome to new CNBAM members! We have more new members to welcome to CNBAM!

Cooper Point Journal at The Evergreen State College

In Olympia, Washington. Published weekly, the Cooper Point Journal has a circulation of 1,300 for the 4,500 students. Bryn Harris is their Business Manager.

The Blue & White Flash at Jackson State University in Jackson, Mississippi. A tabloid is published weekly for the 8,256 students. Sylvia T. Watley is the Director.

The Knight News at Queens College Flushing, New York. Published bi-weekly, The Knight News has a circulation of 3,000 for the 18,000 students. Jason P. Hochberg is their business manager. We are excited to have you all as new members and we look forward to your contributions to the CNBAM listserve. Welcome to everyone, and we hope to see you in Charlotte.

Executive Board positions and what they entail If you’re looking for a way to get involved with an organization that gives so much to training and teaching students and their advisers, take a look at positions open on CNBAM’s 2009-2010 Executive Board! Nominations and elections will take place during CNBAM’s Friday afternoon business meeting in Charlotte, March 27, 2009. If you’re interested in running for one of the positions listed below or if you have questions, feel free to e-mail or call me at [email protected] or 806-7423384. The board will host another informational conference call on February 17, 2009 at 9PST/10MST/11CST/12EST to discuss the workings of the board and the requirements that are expected of each position. If you are interested please watch the listserv for the conference call phone number on February 16. Dawn Zuerker 2007-2009 CNBAM President

board • Appoints audit committee (comprised of two CNBAM members) and meets with audit committee and secretary/treasurer via conference call at end of fiscal year

• Assists the Vice President – Convention Planning for the first year of term; becomes Vice President – Convention Planning for second year of term

• Provides report at annual business meeting

During the planner-elect year:

• Writes column for the CNBAM newsletter • Maintains articles of incorporation (to be filed every 10 years; due for renewal in 2010) • Ensures completion of all executive board duties VICE PRESIDENT – AWARDS One-year position • Organizes the annual CNBAM advertising contest • Recommends changes in the contest rules to the executive board

PRESIDENT Two-year position; elected in spring of odd years

• Solicits and appoints judges; coordinates judging of all contest entries

• Guides the board towards the completion of the organization’s goals and objectives

• Receives contest entries; decides which entries to present to the Disqualification Committee to determine disqualification of entries

• Recruits candidates and oversees election of new executive board members; this includes providing membership with information about positions to be filled • Coordinates approval of budgets and expenditures with assistance from the secretary/treasurer; signs checks (See II. FINANCIAL for details) • Recommends the creation of new committees to the executive board, as needed; works with executive board members to appoint committee members • Maintains the policies and procedures, including board position descriptions; recommends changes to the executive

Two year commitment; elected annually

• Develops annual budget, with input from the executive board, by September 1 annually

• Works with the Vice President – Public Relations to distribute contest entry information to the membership

• Prepares and schedules all meetings, including conference calls; establishes agendas

VICE PRESIDENT – CONVENTION PLANNING-ELECT

• Orders/creates award plaques, certificates and other items for recognition • Plans and coordinates the annual awards presentation • Works with the Student Representative to provide a “convention in review” presentation at the annual awards banquet • Coordinates dissemination of entry and winner information to schools, through the newsletter, listserv, website and other means; this includes but is not limited to list of winning entries, comments and critiques from judges, etc. • Sends thank you notes to judges • Submits a proposed budget to the President by August 1 and proposes expenditures to the President

• Submits a proposed budget to the President by August 1 and proposes expenditures to the President • Assists the Vice President – Convention Planning with planning the agenda and arranging for speakers • Assists Student Representative in coordinating roundtable sessions for convention • Sends thank you notes to convention vendors • Recruits professional members and convention vendors • Works with the Vice President – Convention Planning to coordinate vendor presence during the convention • Coordinates convention site arrangements for the following year; this includes working with hotels to obtain bids, visiting the convention city and hotels under consideration, and establishing contacts with local media and convention/visitor organizations • Provides Vice President – Public Relations with information on convention for the following year, for distribution to the membership VICE PRESIDENT – MEMBERSHIP One-year term for a Two-year position; usually elected in even years • Chairs the recruitment committee for development of new members; this includes identifying committee members to mail membership information, e-mail and call prospective members, and related activities • Coordinates the annual CNBAM resume book CD and/or online resume registration project

• Organizes contact information on prospective school members • Contacts all members from prior year who have not renewed by October 1 annually • Develops and distributes training material to members (Ad Resource Guide)

ment throughout the year • Organizes and promotes roundtable sessions for the convention • Organizes and promotes student activities for the convention, including the opening reception

...ROUNDTABLE continued from page 3 Selling with Spec Ads Special Events for Newspapers Staff Recognition & Compensation

• Provides one article annually for the CNBAM newsletter related to training

• Assists the Vice President – Awards with the awards presentation at the annual awards banquet

Strategies for Circulation Success

• Coordinates the annual ADeas contest and presentation at the convention

• Provides a “convention in review” presentation at the annual awards banquet

Theme Pages & Special Sections

• Promotes the CNBAM listserv; this includes insuring that there is a host for the listserv, soliciting members to join the listserv, updating members on policies, etc.

• Greets and introduces speakers during the convention

• Submits a proposed budget to the President by August 1 and proposes expenditures to the President VICE PRESIDENT – PUBLIC RELATIONS One-year position

Territory Analysis & Management Time Management Tips for First Time Managers

• Presents the “Issues Facing Student Managers” session at the annual convention • Writes a column for the CNBAM newsletter • Assists the Vice President – Membership with recruitment • Submits a proposed budget to the President by August 1 and proposes expenditures to the President

• Serves as editor of AdLinage, the CNBAM newsletter; this includes planning issues, coordinating deadlines, writing and solicitation of articles, design and production

Convention Sessions

• Updates and maintains the CNBAM website

Some of the sessions being offered in Charlotte are....

• Oversees hosting of CNBAM website • Works with the Vice President – Membership to produce recruitment and other membership materials

issues facing advisers... show me the money? more fun! more ads!

• Assists the Vice President – Convention Planning with listserv and website updates to the membership • Works with the Vice President – Convention Planning to produce the convention agenda/booklet, registration packet, nametags, and other convention materials • Maintains a calendar of CNBAM and related events; this includes regional conventions, professional conferences, training opportunities and CNBAM deadlines • Submits a proposed budget to the President by August 1 and proposes expenditures to the President STUDENT REPRESENTATIVE One-year position • Organizes and promotes student involve-

ice, ice baby... making cold calls

jump the hurdle (overcoming objections)

classified selling strategies

North Carolina state flag

dealing with difficult customers selling theme pages & special sections issues facing student managers ... and many more!

Shipping items for the info exchange?

If you are mailing items for the information exchange to the hotel, you can send them to yourself at: Hilton Center City CNBAM/(your name) 222 E. Third Street North Carolina, NC 28206 Please do not have items arrive prior than 72 hours before your arrival. The hotel charges 50¢/lb to hold packages (rate may change). The information exchange will take place on Sat., March 28.

Dogwood, North Carolina state flower