2017 Executive Board PRESIDENT Walter Goggins Tennessee Valley Printing Co. Circulation Director Florence, AL 1ST VICE PRESIDENT Donna Prentice Tampa Bay Times Sales Initiative Manager Tampa, FL BUSINESS PARTNER LIAISON Kelly Epley Never Stop Select Services President Wilmington, NC TREASURER Rob Kearley Venice Gondolier Sun Circulation Director Venice, FL SECRETARY Georgina Tougher Treasure Coast Newspapers Circulation Sales Specialist Stuart, FL 1 WE’VE PAID-OUT MILLIONS TO NEWSPAPERS Do you qualify? Size of your newspaper ✓ circulation. OR In a market we currently ✓ serve. Your edge in entertainment. In print. Online. Always advancing. 2017 Executive Board PRESIDENT Keven Zepezauer The Wilson Times Company General Manager Wilson, NC 1ST VICE PRESIDENT David Adams The Daily Reflector Circulation Director Greenville, NC TREASURER Carole Foster The Greenville News Local Sales Manager Greenville, SC VENDOR REPRESENTATIVE Kelly Epley Never Stop Select Services President Wilmington, NC 3 Table of Contents SCMA Executive Board ������������������������������������������������� 1 MACMA Executive Board�����������������������������������������������3 Table Of Contents ��������������������������������������������������������� 5 Agenda ��������������������������������������������������������� 7, 9, 11, 13 President’s Letter ��������������������������������������������������������15 Ask the Experts Speakers ��������������������������������������16-17 Speakers������������������������������������������������19, 21, 23, 25, 27 Publisher’s Forum Speakers������������������������������������28-29 William C� Green Jr� Service Award �������������������������������31 William C� Green Jr� Service Award Recipients ��������������33 Clarence W� Bevinger Award ����������������������������������������35 Clarence W� Bevinger Award Recipients �����������������������37 MACMA Lifetime Achievement Award ����������������������� 39 SCMA Associate Members ����������������������������������������� 41 MACMA Vendors & Business Partners ������������������������ 43 SCMA Lifetime Members ������������������������������������������� 45 MACMA Honorary Members ���������������������������������������47 SCMA Members ����������������������������������������� 49, 51, 53, 55 MACMA Members ��������������������������������������������57, 59, 61 SCMA Past Presidents �������������������������������������������62, 63 MACMA Past Presidents ���������������������������������65, 66, 68 Advertiser Index ��������������������������������������������������������� 69 Notes Pages ����������������������������������������������������������� 70-77 5 Data Intelligence Made Simple With the Inka Solutions data intelligence suite, newspapers can easily manage acquisition and retention efforts across multiple channels. • Secure and Proven SQL Server Database Infrastructure • Powerful, Easy-to-use Analytics Reporting • Campaign Management and Unlimited List Fulfillment See how 100+ newspapers are increasing profitability utilizing our 50 years of combined newspaper experience and technology. Schedule a private meeting with us at SCMA Visit us online at www.inka-solutions.com/scma Inka Solutions | (530) 600-3204 | [email protected] CONFERENCE AGENDA 2017 SOUTHERN CIRCULATION MANAGERS’ ASSOCIATION & MID-ATLANTIC CIRCULATION MANAGERS’ ASSOCIATION Sunday, April 23rd - Tuesday, April 25th Welcome to Atlanta! Sunday, April 23rd 8:00 a.m. - 4:00 p.m. Vendor Setup 10:00 a.m. - 3:30 p.m. Golf Enjoy a round of golf with friends and coworkers. Don’t miss this great opportunity to enjoy Atlanta’s Municipal Golf Course. 12:30 p.m. - 4:00 p.m. Registration Open 4:30 p.m. - 6:00 p.m. Ask the Experts INKA Solutions. – Bill Truett, Executive Vice President Newscycle – Jason Goldberg, Circulation Sales Engineer Subscriber Promotions – Rich Brest, Owner NTVB Media, Inc. – Michael A. Keever, SVP/CMO In this session, we will have a panel of some of our most trusted business partners discussing some of the industry’s most popular trends and the roles they play in helping circulation leaders across the country to achieve revenue and budget goals. 6:00 p.m. - 8:00 p.m. Opening Reception & Cocktail Party Co-Sponsored by The Zinser Law Firm and King & Ballow Law Offices Set the tone with an intimate networking event & reception for audience & circulation leaders. Monday, April 24th 7:30 a.m. - 8:30 a.m. Hot Ideas Conference attendees join in on this round table discussion to discuss some of the hottest ideas which will focus on home delivery & single copy sales initiatives. 8:30 a.m. - 8:45 a.m. Welcome to Atlanta Steve Edwards, Cox Media Group Commercial Manager 7 CONFERENCE AGENDA CONTINUED Monday, April 24th - continued 8:45 a.m. - 9:30 a.m. Transformational Leadership Mark Medici, Cox Media Group Multi-Market Vice President, Audience As the Multi-Market Vice President of Audience for Cox Media Group Newspapers, Mark’s teams are responsible for all aspects of audience growth, development and revenue across all CMG Newspapers Consumer platforms. From changes in society to the way we lead, Mark will share his vision of how media has changed and how we are transforming as an industry both internally and externally. 9:30 a.m. - 10:00 a.m. Parade of Business Partners Meet our business partners who support our association, our newspapers and our industry 10:00 a.m. - 10:30 a.m. Break - Please visit our Business Partners 10:30 a.m. - 11:15 a.m. “State of the Industry: The Alliance of Media” John Murray, VP of Audience Development, NMA For newspaper companies the absolute focus remains on building audience and revenue. We look at many of the changes in the newspapers business model and the move to market and create content across platforms. In this session, we will discuss the overall condition of the industry and the methods used to transform our businesses in ways that meet the many needs of our advertisers and consumer markets. 11:15 a.m. - 12:15 p.m. Legal Panel- Overtime Laws and Unionization Michael Zinser, The Zinser Law Firm Mark Hunt, King & Ballow Law Offices In this session, we will discuss some of the most recent and popular topics affecting our industry today. During these discussions we will look to the experience of two of the industry’s most well-known legal professionals, Mark Hunt and Michael Zinser who have focused their practices almost exclusively on legal issues that confront newspaper companies – providing consultation and litigation service to hundreds of newspapers across the United States. 12:15 p.m. - 1:15 p.m. Business Lunches 9 L. MICHAEL ZINSER, PRESIDENT THE ZINSER LAW FIRM, P.C. MACMA GENERAL COUNSEL FIGHTING FOR THE RIGHTS OF MANAGEMENT FOR OVER 40 YEARS. VISIT US AT WWW.NEWSPAPERLABOR.LAW AND WWW.INDEPENDENTCONTRACTOR.LAW THE ZINSER LAW FIRM, P.C. 414 Union Street, Suite 1200, Nashville, TN 37219 | 615.244.9700 | www.zinserlaw.com CONFERENCE AGENDA CONTINUED Monday, April 24th - Continued 1:15 p.m. - 2:15 p.m. Dual Track Round Table Workgroups Group 1: Single Copy Sales (increases other than price) Group 2: Social Media Engagement & Sales Group 3: Redelivery Service (to redeliver, or not) Group 4: Turn Key Internet Marketing Programs 2:15 p.m. - 3:15 p.m. Audience Acquisition & Retention Strategies Nikhil Hunshikatti –Director of Marketing & Research Columbus Dispatch In this session we will discuss the use of subscriber/user data to determine acquisition and retention modules that reduce churn and increase overall rev- enue. Learn ways to reduce your newspapers churn and improve your overall subscriber retention rate. 3:15 p.m. - 3:45 p.m. Break - Please visit our Business Partners 3:45 p.m. - 4:30 p.m. Alternative Revenue Sources Bernie Kosanke, Director Audience Development Distribution Services Southeast Region The McClatchy Co. In this session will we discuss various ways to diversify and expand rev- enue through both operational and audience development initiatives. 4:30 p.m. - 7:00 p.m. Dinner On your own Enjoy all that Atlanta has to offer!) 7:00 p.m. - 10:30 p.m. Casino Night | MACMA/SCMA Invitational Golf Award Presentation Sponsored by: 11 Made with at least 20% POST-CONSUMER recycled plastics Our delivery bags are made in the U.S.A. All of Continental’s delivery bags are manufactured in central Missouri. This keeps jobs in the U.S.A. and allows us to ship efficiently coast to coast. Continental’s Eco-Cycle bags are used by the nation’s leading newspapers. Our Eco-Cycle bags are made with recycled materials AND they’re recyclable. Eco-Cycle bags contain at least 20% post-consumer recycled materials. They’re accepted at thousands of retail locations across the country that have plastic bag recycling bins. www.plasticfilmrecycling.org lists outlets that accept plastic newspaper bags. Eco-Cycle bags are recycled into outdoor decking, construction items, railroad ties and other plastic items. 1-800-325-0216 www.continentalproducts.com BRING IT BACK YOUR STORE RECYCLES PLASTIC BAGS Made in the U.S.A. www.plasticbagrecycling.org CONFERENCE AGENDA CONTINUED Tuesday, April 25th 7:30 a.m. - 8:30 a.m. Continental Breakfast 8:30 a.m. - 9:30 a.m. The Audience Executive’s Playbook Bill Huffine, Multi-Media Executive In this segment we look to discover strategic ideas and initiatives to help new and seasoned newspaper professionals grapple with topics such as leadership, customer service, customer acquisition and reten- tion, retail sales, and revenue and expense management for maximum profitability. 9:30 p.m. - 10:30 a.m. Publisher’s Forum Don Bailey – The Telegraph, Macon, GA Scott