2010 august

V I S I T U S A T W W W . S A P A T O D A Y . C O M

Southeastern Advertising Publishers Association (931) 490-0400 (931) 490-0488 fax 1

SAPATodayAdvancing the free paper industry by providing resources for success and venues for sharing ideas.

THE MONTHLY NEWSLETTER FOR THE FREE PAPER INDUSTRY AUGUST 2010

Board of DirectorsThe leadership of SAPA is in good hands. The board of directors, director, and assistant are listed with contact information.Page 3

6 Good Ways To Make An Impression If you want to make a good impression on your potential customers follow these 6 rules.Page 3

Conference ScheduleJoin SAPA and IFPA in the Music City, Nashville, Tennessee on September 23 - 25, 2010. Plan now to attend this Megevent!Page 8

Successful Online Ad FormsRichard Clark tells what makes great online ad forms and what doesn’t.Page 5

So Easy Even A Sales Rep Could Do ItLandy Chase of Char-lotte, NC explores why sales reps get such a bad reputation.Page 6

In The MailboxDonna Hanberry talks about the different programs and policies at the US Postal Service and how they will effect you.Page 9

Alan Lingerfelt, publisher of the Piedmont Shopper in Danville, Virginia and SAPA Treasurer, has discovered a column, Listen to Life, that fits the mission of his paper per-fectly.

“Our mission is to provide positive and uplifting information to our community,” Lingerfelt says. “The Listen to Life column’s positive, everyday ‘life lesson’ stories rein-forces our mission every single week.”

Listen to Life is a weekday column written by motivational speaker, coach, and author Dr. Joey Faucette. Dr. Joey’s everyday sto-ries are syndicated in a newspaper column as well as a short-form radio show across the U.S. His website, www.ListentoLife.org, showcases these stories and has readers in

Weekly ColumnFree To SAPA Members

over 50 countries. He has written the Listen to Life column for 10 years now.

Lingerfelt says, “We have been running the Listen to Life column for over a year now. It is the most popular column we run. Our readers look for it every single issue.”

A unique feature of the Listen to Life col-umn is that it includes an ad box, two col-umns by one inch, allowing publishers to sell “sponsorships.” Since readers look for the column, they discover the ad at a higher rate than with other box ads.

“Not only is it our most popular column, and you can sell it,” Lingerfelt adds, “but you can’t beat the price—Dr. Joey provides it for free!”

He also notes that access is easy. “We sim-ply enter our username and password, download a document, and then choose our story.” Dr. Joey provides the column shell, so it’s as easy as cutting and pasting the story. While the Piedmont Shopper is a weekly, papers with greater frequency have the rights to use all five weekday columns as per their run schedule at no charge.

Lingerfelt says, “As the treasurer of SAPA, I know many of our members. I highly rec-ommend that my fellow publishers include the Listen to Life column as a standard for their readers.”

To start carrying the Listen to Life column for free and use it to generate revenue for your publication or to review a sample, email [email protected] or call 1.877.4DRJOEY. Your username and pass-word will be issued and you may start carry-ing the column within a week.

Southeastern Advertising Publishers Association



Cutting Ad Rates Can Be A Tricky Gameby Bob Berting

While many publishers don’t believe in rate cutting, they feel forced to do it to stay competitive. However, rate cutting can be a tricky game. There are many financial, bud-geting, managerial, and sales reasons to stay on the rate card. Let’s take a look why:

EFFECT ON THE SALES TEAMRate cutting puts a lot of pressure on the sales team by creating ambiguity and confu-sion about how they are to conduct business and how far to go with cutting deals. On the other hand, publishers are sometimes frus-trated by the demands of their salespeople who want to make easier sales by offering clients special rates.

CREATING INSECURE SALESPEOPLEForced into price-cutting and deal making, many salespeople perceive themselves and their publications as weak. No one can be convincing as an advertising salesperson if he or she is insecure about their product. Breaking the rate card is also viewed as unprofessional by many media buyers, as well as advertising agencies. Also how can a client trust your word if he or she discov-ers their competition got a better deal from you? On the other hand, prospects who pressure salespeople to get a price break, of-ten turn into difficult clients, who will des-ert you for the next better deal.

Salespeople get side-tracked

Instead of concentrating on building and selling the value of their publication, many salespeople are busy worrying about how much to give away and when.

Negotiating rates encourages salespeople to focus too much on price. Instead of working as consultant-counselors, they must now operate as “deal-makers.” Instead of build-ing long range relationships, they are in dan-ger of losing the confidence of their clients. For the new salesperson who is still learning sales skills and gaining confidence, they do not need to see experienced salespeople ne-gotiating rates.

RATE CUTTING ESTABLISHES A DANGEROUS PRECEDENT

Many salespeople offer rate deals because they think once the advertiser is in their publication, they can get them back on regular rate card rates in the future. But the salesperson is setting a precedent that’s on the record with their customer.

Most industries have data on their costs per sales call, which is why you see leads gener-ated far differently today than you did only ten years ago.

Bob Berting (Mr. Community Paper) is a professional speaker, newspaper sales trainer, e-book author, and publisher marketing con-sultant. Bob’s website is www.bobberting.com. He can be reached at 800-536-5408 or [email protected].

ARE YOU STILL WAITING TO GO ONLINE?

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When creating a website there are many con-cerns to consider along with all the benefits you hear about. Understanding that the process of putting your company and publication online is a big and important step, SAPA has partnered with web experts, JB Multimedia, to offer a simple, ef-fective, and FREE solution for its members.

You may be asking: “Is this what my readers want?” “Will I be able to make money online?” or “Does having a web site REALLY help me in the long run?” The answers are: “Yes, yes, and yes!”

When can you begin? Right now.

JB Multimedia is an innovative and forward-thinking company (just like you!) and they know what questions to ask to get you going. Commu-nity papers are at the heart of their business. We worked with them to develop the perfect first site for every SAPA member. Let their 6 years of ex-perience in Digital Publishing guide you as they have done for hundreds of papers nationwide.

So let’s get started on building your custom-designed site today! Simply visit http://www.jbmultimedia.net/mysapasite/, fill out the form, and you’ll have your new site up in less than 2 weeks!

If you have questions in the process, or think this is too good to be true, call Douglas Fry at the SAPA Office: 1-800-334-0649, or Justin Gerena at JB Multimedia: 888-592-3212 x710.



PresidentRussell

QuattlebaumSoutheast Sun

Enterprise, AL 334-393-2969

Vice PresidentTony OnellionBargains PlusSlidell, LA

985-649-9515

Past PresidentGreg Ledford

Shelby Shopper & Info

Shelby, NC 704-484-1047

TreasurerAlan Lingerfelt

The Piedmont Shopper

Danville, VA434-822-1800

Board MemberWill ThomasExchange, Inc.

Fayetteville, TN 931-433-9737

SecretaryCaroline

QuattlebaumSoutheast Sun

Enterprise, AL 334-393-2969

Executive Director

Douglas FrySAPA Headquarters

Columbia, TN931-490-0400

Board MemberJW Owens

SGS Publications, Inc.Keystone Heights,

FL 863-634-8499

Past PresidentGary Benton

Peddler ADvantageParis, TN

731-644-9595

Administrative Assistant

Vickie BeldenSAPA Headquarters

Columbia, TN931-490-0400SA

PA

Lead

ersh

ip Integrity is the most valuable and respected quality of leadership. Always keep your word.

Brian Tracy

By John Foust, Raleigh, NC

There’s a lot of truth in the old saying, “People don’t care how much you know until they know how much you care.”

Yes, it is possible to impress an advertiser by sharing your knowledge of readership studies, demographics and advertising principles. But facts and figures will take you only so far in building solid client relationships. Let’s take

a look at six ways to show advertisers you honestly care about them and their businesses:

1. Respect their time. Show up on time (or better yet, a few minutes early) for appointments. Return calls and e-mails promptly. To be late without notice is inexcusable. If you are get caught in a traffic delay, call to let them know.

2. Get to know the gatekeeper. You will be wise to cultivate your relationship with the gatekeeper, because (1) that is the person who has daily access to your primary contact, and (2) he or

6 Ways To Make A Good Impression

continued on page 4



she can keep you posted on relevant developments in the office. Always be courteous, express appreciation for help, and – if appropriate – make note of important birthdays.

3. Be an idea machine. Sales people have a tendency to present ideas when they’re making a pitch for new business or when they’re promoting special advertising products. The problem with this approach is that it makes it look like you’ll put on your thinking cap only when you’re asking for money.

One way to set yourself apart from the competition is to constantly look for ways to help your advertisers get better results from their existing budgets. Think beyond spec ads. Present new marketing strategies and tactics that you believe will help accomplish specific goals.

4. Don’t make every call a sales call. Rapport goes beyond sales presentations. You’re in trouble if you

call or visit an advertiser and hear, “What are you trying to sell this time?”

It’s smart to show your genuine interest by staying in touch just to say “hello,” share interesting news about a hobby of theirs, or to extend congratulations for special accomplishments.

Building rapport can build sales. People like to do business with people they like.

5. Find a way to say “yes.” When an advertiser asks about something that is out of your area, be careful about saying “no.” It’s better to say, “Yes, I’ll look into that for you.”

A common example is the advertiser who asks you to arrange positive news coverage. Instead of saying “that’s not my job” or “company policy prevents that,” thank them for their interest and offer to provide information on your paper’s press release protocol.

6. Create ads that work. This is the most powerful tool in your relationship-building toolbox. When a

client’s ads are getting positive results, he or she will have a positive opinion of you and your paper. Your calls will be welcomed. Your e-mails will be answered. And your ideas will be given serious consideration.

After enough successful campaigns, you will no longer be seen as a media representative or a sales person. You will be a marketing partner.

(c) Copyright 2010 by John Foust. All rights reserved. E-mail John Foust for information about his training videos for ad departments: [email protected]

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The three “C’s” of leadership are Consideration, Caring, and Courtesy. Be polite to everyone.

Brian Tracy



Successful Online Ad Formsby Richard Clark

One standard that holds true for online ad placement systems is that the ads taken by the online system often average 20% to 30% larger than the ads placed by the live staffs. This seems to be true for all of the online systems that offer upsells and pric-ing, rather than just a “type your ad here and we’ll call you” form. There are several reasons for this phenomenon.

First, the advertisers don’t feel pressured to buy, and so are more open to the upsell.

Second, the site always-always-always of-fers all of the upsells to every customer and never starts helping the customer re-duce the size of the ad to save money. It sticks with what it suggests.

Third, the site is patient, never rushing the customer to make a decision. The on-line site will let the customer think and ponder and try the ad several ways with-out rushing to get to the next advertiser that is on hold.

Fourth, the website usually shows the ad-vertiser a proof, and a picture is worth a thousand words. The advertiser can see for himself how much more eye catching his offer will be with upsells.

Many publishers take these basic findings and decide that if the online robot consis-tently outsells the live staff and is much cheaper than live staff, why not push as much classified transient business as pos-sible to an online ad robot. This is fuzzy logic, because it doesn’t consider all of the facts.

Higher abandonment rate: A lot of the ads that are started on the online form are never completed. This is unusual with live staff. Part of the reason for this is that the online form has little ability to “read” the potential advertiser and com-promise to save the sale. The ads that are completed online often have all of the “as-sumptive” or “forced” add-ons, but the newspaper gets nothing on the ads that are abandoned mid-placement. Fortu-nately, a good many of these advertisers call and place ads with the live staff when the online form fails. Unfortunately, there are plenty of advertisers that simply move over to Craigslist, E-bay or elsewhere while they are online.

Throwing away a top advantage: Many newspapers force certain kinds of ads to be placed via the online form. Free ads are the most common of these, but more and more papers are also offering better pricing if ads are placed online. This ex-cludes many of the “non-internet-savvy” readers from participating in these pro-grams, depriving your classified readers from the deals they would have offered. The ability to call and talk to a live local person is one of the paper’s classified de-partment’s strongest advantages over the many online competitors. This should be promoted, rather than eliminated.

Slow sites: Just because an online system can do something, doesn’t mean you nec-essarily have to use that feature. For in-stance, some systems have the ability to display numerous proofs of the submitted ad with various combinations of upsells. These sites usually work well with the newspaper’s ultra high-speed lines, but

take forever to display over the advertis-ers’ considerably slower residential-grade “hi-speed,” or worse wi-fi or even dial-up connections. Ideally, the site would not offer more than three versions for the ad-vertiser to choose from. Also, if the site doesn’t work well or display correctly be-cause of something at the advertiser’s end, the advertiser doesn’t care who’s fault it is. They just go elsewhere.

Accounting system versus sales system: Many newspaper classified sites require users to register and give a considerable amount of personal contact information before allowing the ad placement pro-cess to continue. Some even require that a package be chosen before the ad text is entered. Often these packages show no reason why one should be purchased over any other. If the potential advertiser is ex-perienced and knows just what they want, great. Otherwise, they often abandon the process and go someplace else. A better way would be to get the advertiser started with the ad placement, then have them choose the package and price, and then have them give their contact and payment information.

Don’t forget the KISS: The old “Keep It Simple Stupid” axiom is often forgotten with online ad placement forms. If the system isn’t really easy for someone that has never placed an ad anywhere to use, they won’t use it. They will simply go to a classified site that is easier to use, like craigslist. While on the subject, most ad-vertisers don’t want to spend half an hour with your site, examining all of their op-tions, they just want to advertise their rental unit, vehicle, service, etc.

The same proven sales principals that ap-ply to your live staff should be evident with your online ad placement form. There should be a customer-centered at-titude. Remember that the advertiser doesn’t really want to place an ad; they just want to sell something. The online ad placement form should be an easy way for them to accomplish this.



So Easy A Sales Rep Could Do Itby Landy Chase

Ever ask someone who isn’t a sales person what they think sales people do for a liv-ing? I ask them all the time. Here are the top three responses:

“They drive around in the sunshine all day visiting people and picking up or-ders.”

“They tell jokes and schmooze people and get paid to do it”.

“They make too much money and don’t do any real work.”

Perhaps these people have a point; there really must not be much to it. At least, that would be a reasonable conclusion when I look at my side of the sales business.

You see, I make a living speaking to and training sales people, and thus have the opportunity to examine what other peo-ple say and do – in short, what they bring to the table – when it comes to deliver-ing information to sales people. So I get to see a side of this business that most of you normally do not have access to. There are thousands of excellent speakers who are highly knowledgeable on a range of different subjects. However, when the subject matter is Sales, this side of the

business can get interesting.

To cite a few examples:

The subject of sales is a popular one for speakers, due to market demand for effec-tive ideas on this topic. Not surprisingly, if you look through a speaker directory you will note that at least seventy-five percent of those listed offer topics that they have developed on selling.

What you won’t see noted in said direc-tories is that at least two-thirds of these “sales experts” offering topics on sales have, themselves, no career sales experi-ence of any kind. Ah, but they will be hap-py - for a fee, of course - to tell your group how it’s done.

So easy, a sales-man could do it.

One of the most successful people in my business has not (to date) spent a day of their adult life employed as a business-to-business sales person. A great marketer, this individual has built a very successful business advising thousands of business people in how to sell - a job that, in case you’re interested, they’ve never actually had themselves.


Companies routinely train their sales teams with internal staff who, while ca-pable people in their respective areas, have not worked in sales. This creates a learning environment in which we have a teacher whose experience level and knowledge base is exceeded by every per-son being instructed.


So, has the point been proven? Is there really nothing, skill-wise, to selling? Well, that depends on your definition of sales – or, perhaps, whether or not your defini-tion is based on experience. As a business owner who has spent my career immersed in sales, I can say without hesitation that true selling – not “peddling”, mind you, but real business development work – re-quires more skill and mental horse-power than any other business discipline. There is also a reason why, with attorneys and physicians, it is one of the three high-in-come occupations in this country. In the book The Millionaire Next Door, Thom-as Stanley and William Danko identified “the ability to work well with people” as one of their subject’s most important characteristics of building wealth. In sales, this translates to being able to per-suade prospective clients to buy. This is the most valued ability that anyone, sales person or otherwise, can have in the mar-ketplace. Even in this economy, you won’t see many professionals with this ability who are looking for employment.

If “the ability to work well with people” is

continued on page 7



so important, how does this translate into selling success? I have worked with top sales people in over sixty industries. In my observation, here are five key abilities that top sales people consistently demon-strate:

The ability to consistently generate new opportunities with qualified prospects; The ability to get an audience with the right person, i.e. the Decision-Maker; The ability to conduct an effective Cli-ent Needs Analysis; The ability to pres-ent logical solutions that are lock-step with identified needs; The ability to run an efficient business (also known as Time Management).

Does this sound like an easy job to you? Only if you think that running a business is easy, because that’s exactly what these top sales people do. They are essentially franchised by their employer to run a business in their market or territory, and they personally manage a productive, ef-

ficient operation. They are true “rainmakers” – people who understand, and adapt to, the complexi-ties involved in moving people to make decisions in their favor.

If you’re one of these people, you already know that, despite its complexities, you have the best job in the world. If you as-pire to be one of them, remember the words of Confucius: “A workman bent on good work will first sharpen his tools.” Seek out resources that provide you with better ways to execute the five skills out-lined in this article. Once you get started, it isn’t difficult to do. In fact, its so easy...well, you know.

Based in Charlotte, NC, Landy Chase, MBA, CSP is an expert who specializes in speaking to corporations and associations on professional selling and sales manage-ment skills. He can be reached by visiting his website at www.landychase.com or by calling (800) 370-8026.

So Easy A Sales Rep Could Do It

continued from page 6

There are seldom, if ever, any hopeless situations, but there are many people who lose hope in the face of some situations.

Zig Ziglar

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Super Conference Sept. 23-25, 2010: Plan now for a great conference in 2010. IFPA will join with SAPA in Nashville, Tennessee at the beautiful Hilton Downtown. We selected a hotel right in the heart of downtown, located next to the Country Music Hall of Fame. You will experience the energetic, unique nightlife as well as a Friday evening musical extravaganza sponsored by CVC. You’re sure to

Conference Scheduleshear something that suits your musical taste as you are entertained by the “Nashvegas Allstars.” You’ll sample some of the best the South has to offer as well as an educational, entertaining, and exciting schedule of events. Now, more than ever, you’ll benefit from attending this upcoming conference. Call Douglas Fry at 1-800-334-0649 for more info.

SAPA Annual Conference: Birmingham, AL July 15 & 16, 2011: SAPA always has the best conferences in the industry. Next year’s conference at the Wynfrey Hotel in Birmingham, Alabama will be no exception. Great speakers, enjoyable time to mingle with your publishing friends, and opportunities to network make this conference another “must attend” event. The Wynfrey Hotel adjoins a huge shopping experience so you might want to plan an extra day or two.

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by Donna Hanbery

In late June, the Postal Service announced its financial results for the month of May and for its fiscal year to date. The results reminded me of the World Cup games. When you look at the numbers, the score between loosing money and making money is very close. If you ask me, the reason the Postal Service is down and the USPS Treasury is up, is due to bad calls by Congress and a failure by the Postal Service and mailers to blow their horns, scream and shout, and demand fair treatment.

Let me explain. In May, the Postal Service posted a net loss of $642 million. $458 million of those sums are mandated to be paid into a “trust fund” that the Postal Service needs to fund under current law. The Postal Service’s losses year-to-date are now $2.9 billion. If the Postal Service did not have to pay money into this trust fund it would have shown a net profit year-to-date of over $760 million!

What is going on here? Congress put the “trust fund” requirement in the 2006 law so that the postal payments could look like government tax revenue and make the federal budget deficit appear smaller.

Here is where it gets really funny. The Postal Service does not have the cash to make these payments. To make the payments it must borrow money from the treasury, with the obligation to pay interest on the

money, so it can turn around and pay the money back into the treasury “interest free.”

Sounds screwy? There is definitely some screwing going on! It is mailers and their customers that are being asked to step up to the plate with an exigency postal rate increase to keep the Postal Service lights on while it continues to fund these monthly obligations.

The sad part about all of this is that the Postal Service is really doing pretty well as a business. In spite of changes in mailing and media habits, and a steep recession that has cut business and consumer spending, the Postal Service is seeing some increases in mail volumes and is working to reduce employee work hours and costs.

To borrow another soccer term, it is time for someone to cry foul and get out the red cards. The OIG January report on overpayments by the USPS to the civil service retirement liability, and more recent updates to OIG reports of postal overpayments have not been rebutted. The PRC just sent a report of an independent audit to Congress that further concludes the USPS and ratepayers have overpaid $50 billion to $55 billion. There is uncontroverted evidence that the Postal Service and postal ratepayers have been overcharged. Lets hope Congress takes action to even the score and give the Postal Service and mailers a fighting chance to survive in today’s competitive

rate environment.

CONGRESSIONAL RESOLUTION HAS 223 SPONSORS

As of July 1, 2010, a House Resolution to preserve 6-day mail delivery had a total of 223 sponsors. The text of House Resolution 173 reads “That it is the sense of the House of Representatives that the United States Postal Service should take all appropriate measures to ensure the continuation of its 6-day mail delivery service.”

With so many sponsors, the Postal Service’s hopes of getting approval to drop a day of delivery before this Congress appears to be D.O.A.

CONGRESSIONAL PANEL CONSIDERS POSTAL PROBLEMS

On June 23, 2010, the Senate Subcommittee on Federal Financial Management, Governmental Information, Federal Services, and International Security and the House Subcommittee on Federal Work Force, Postal Service, and the District of Columbia held a joint hearing on the challenges facing the US Postal Service.

The Congressional Panel included members of the House of Representatives and the Senate with an interest in postal affairs. Senator Thomas Carper (D-DE) opened the proceeding and remarks were made by Representatives Stephen Lynch (D-MA), Jason Chaffetz (R-UT), Gerald Connolly (D-VA) and Eleanor Holmes Norton (D-DC). Senator Tom Coburn (R-OK) also commented on the hearing.

Witnesses that were invited to present to the

USPS Update

continued on page 10



panel included a diversity of businesses and mailers with officials from the American Lung Association, Hallmark Cards, Amazon.com, Netflix, and e/mailers of catalogs and prescription drugs. In addition to a panel of witnesses representing mailers, labor was well represented with 7 witnesses from the various postal unions and postmaster and supervisor associations.

In spite of the diversity of elected panelists, and witnesses, there were some strikingly common themes and perspectives.

Nearly all of the congressional panelists and witnesses acknowledged that the chief problem facing the Postal Service and mailers was the Congressional requirement that it pre-fund retiree health care. Representative Eleanor Norton questioned why the Postal Service was required to do

something that no one in the private sector does. Nearly every business witness, and all labor representatives, described retiree health care pre-funding requirement, and the $75B in over-payments identified by the OIG, as urgently needing congressional action and reform. Many witnesses urged Congress to apply the $75B CSRS over-payment to the pre-funding requirement of postal retiree health benefits. If that was done, there would be no need to seek an exigent rate increase or to eliminate Saturday delivery.

Many of the witnesses questioned the wisdom of the proposal to eliminate Saturday delivery. Representative Stephen Lynch stated he was against it and that it would hurt the long term viability of the Postal Service. Nearly all of the postal

labor witnesses, and most of the business representatives, questioned the wisdom of reducing service at this critical time and suggested this action would make customers look to competitors. Some mailers indicated they would support a shift to a 5-day delivery schedule if the alternative was higher postal rates.

In proceedings that can often be contentious and diverse, there was a unique consistency of message. The Postal Service is facing a fiscal crises but it is not due to economic downturns or the migration of mail to the internet. The chief cause of the Postal Service’s financial woes is an unjustified, and unprecedented, requirement that the Postal Service aggressively pre-fund postal retiree health benefits – even when there is ample evidence that the Postal Service, and in turn mailers, have already over-paid the total cost of benefits, and then some, with over-payments to the Postal Service Civil Retirement System Fund.

USPS Updatecontinued from page 9

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by Brian GayI had a great call from Jim Bush the author of monthly “Link and Learn.” He wants to know if the readers of “Link and Learn” would like to have a few articles about sales management and management in general. Jim and I are working on a project that will benefit all sales reps and managers. There will be more about this project revealed later. That way you have to come back to read the updates to find out what is happening.

PaperChain is doing an email blast to media buyers and the click through rate is been quite impressive. This particular campaign is for the various a s s o c i a t i o n s ’ classified networks. Th i s i s an area t hat i s u n d er a l o t o f p r e s s u r e right now and any ad d i t i o na l h e l p and promotion is greatly appreciated by all of the various associations. These networks provide the major funding of your association.

When you attend t h e S A P A /IFPA conference i n S e p t e m b e r , please stop by the PaperChain booth

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and check your SRDS listings on one of several computers that we will have set up. There will be someone at the booth from the PaperChain committee to help you log on and to answer any questions you may have. This is just one of the benefits your paper enjoys by belonging to PaperChain. It is extremely important that you have correct information in your SRDS listing. That is how a media buyer learns how to contact you. After all, it is your money!

Please bring any success stories that you have because of your SRDS listings. We enjoy sharing them with other PaperChain Members.

The PaperChain Committee will sponsor a strategic planning session after the SAPA/IFPA conference on September 25 and 26, 2010. If you have any suggestions that will help the movement, please give them to your PaperChain Committee member or send them to me at [email protected].

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Justin Gerena, President, Director of Salesp: 888.592.3212 x710e: [email protected]

JB Multimedia, Inc. P.O. Box 704 N. Bellmore, NY 11710 888.592.3212 phone/fax www.jbmultimedia.net

M a k i n g p u b l i c a t i o n s i n t e r a c t i v e.



> > >

W W W. C O O L E R A D S . C O M

973-809-4784 Cell240-332-7489 Fax

PREMIER SPONSOROF THE

SAPA/IFPA CONFERENCECoolerAds is proud to be the premier sponsor of the SAPA/IFPA Fall Conference.

Be sure to check out our Internet Café at the Conference allowing you to stay in touch with your business and check emails while at the show.

Increase revenue, productivity and efficiencies with CoolerAds, a complete online management system designed specifically for the publishing industry.

Join us for breakfast on Friday morning and you could win a new IPad. All you have to do is attend the breakfast to see what is new and exciting about CoolerAds and how your publications can benefit from the CoolerAds system.

Being a publisher of community papers for 25 years as well as a member and past President of IFPA, I can assure you that our system will help your publications. The CoolerAds system does not cost you any out-of-pocket money and is a great fit for any size publication. Join the over 150 publica-tion titles already using CoolerAds.

Stop by our booth or go to www.cooleradsseminars.com now to schedule a time to meet at the show. You can also view our webinar www.kaesu.com before the show. As always, with CoolerAds there is No Obligation… a Free Trial… and no long term commitment.

Joe Nicastro: 973-809-4784 or [email protected]



Specifi cation

s

Quantity2000400060008000100001200014000160001800020000220002400026000280003000032000340003600038000400004400048000520005600060000640006800072000760008000084000880009200096000100000

Quantity2000400060008000100001200014000160001800020000220002400026000280003000032000340003600038000400004200044000460004800050000520005400056000580006000062000640006600068000700007200074000760007800080000820008400086000880009000092000940009600098000100000

Cost$250$289$329$369$409$449$489$529$569$609$649$689$729$769$809$849$889$929$969$1,009$1,092$1,172$1,249$1,323$1,393$1,460$1,511$1,571$1,628$1,682$1,732$1,779$1,823$1,864$1,902

Cost$309$409$535$609$709$809$909$1,019$1,109$1,209$1,312$1,412$1,509$1,603$1,693$1,780$1,851$1,931$2,008$2,082$2,156$2,219$2,283$2,344$2,402$2,456$2,508$2,578$2,647$2,714$2,780$2,844$2,907$2,968$3,013$3,070$3,126$3,180$3,232$3,283$3,332$3,380$3,426$3,471$3,514$3,555$3,595$3,633$3,669$3,704

Flyer 8.25” x 10.5”

10.5” x 17” Foldedto 10.5” x 8.5”

FLYER Program

Pulaskskkii WeWeWWeWeebebbPulaski Web

FLYERPrinted on 70# Gloss TextTwo SidedProcess Color

TurnaroundSend PDF fi les to PWI by Monday 5:00 PM CST and the fl yers will ship by Friday of the same week.

ShipmentPrice includes packaging for shipment to one loca-tion. Freight charges are additional.

931-363-5005 | 800-693-5005 Pulaski Web | 908 9th Street | Pulaski, TN 38478



2010 IFPA/SAPA ConferenceSeptember 23 - 25, 2010

Hilton Downtown, Nashville, TennesseeCompany Name _____________________________________________________________________

Address ___________________________________________________________________________

City ______________________________________ State ______________ Zip Code ______________

Contact Name _______________________________________________________________________

Phone (______) ____________________________ Fax (_____) _____________________________

Email _____________________________________________________________________________

Southeastern AdvertisingPublishers Association

Southeastern AdvertisingPublishers Association

Please print the following information as you’d like it to appear on your name badge. Make additional copies of this

form as needed.

Name ___________________________________

Title ____________________________________

E-mail ___________________________________Confirmation materials will be sent to this e-mail address

❍ Management ❍ Sales ❍ Graphics

Name ___________________________________

Title ____________________________________



Name ___________________________________

Title ____________________________________



Name ___________________________________

Title ____________________________________



Name ___________________________________

Title ____________________________________



Name ___________________________________

Title ____________________________________



SAPA members qualify for

REDUCED HOTEL RATESNO CHARGE FOR MEALS

NO REGISTRATION FEES!Please act now:

1- Call the hotel (615) 620-1000 and make your reservations, tell them you are with IFPA/SAPA. Or register online at:

www.sapatoday.com/events.htmlYou’ll be quoted a rate of $159 per night. SAPA will buy down your room to $99 per night.

2- Fax the completed registration form to 931.490.0488

SPACE IS LIMITED • REGISTER TODAY!

2010 august

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