The Inlander

February 2019

Digital Edition of the Inland Press Association. Offering financial research, salary compensation survey, training for advertising, classifieds, editorial, circulation, social media, human resources, special sections and niche products.

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Mailed from Sterling, Ill. FEBRUARY 2019 Vol. 34, No. 2 INL ANDER THE Stay engaged. Find solutions. Move forward. INLAND GAINS 'THE LEDE' The lede for this month's report is about, well, The Lede—Inland's newly launched digital newsletter coming to your email in-box every Friday. In The Lede, you'll find news of your association, upcoming Inland events and webinars, industry developments and success s t o r i e s t h a t yo u c a n implement at your organi- zation. It's just another way your association is providing more value for your membership. If you are not receiving The Lede, sign up by going to Throughout this year, Inland will provide more opportunities for strengthening your newspaper or media business revenue, your c o n t e n t , yo u r a u d i e n c e o u t r e a c h a n d engagement. It starts at the end of this month with the Key Executives Mega-Conference at the Paris Las Vegas February 25 through 27. There's still time to register, and you can see the complete program starting on page 12. And next month, we're reintroducing the Vi r t u a l H u m a n Re s o u rc e s M a n a g e m e n t Conference in a new format with online sessions all day March 13 and half day on March 14. What hasn't changed is that this Inland event remains the only conference devoted to the unique issues newspaper HR pros face in a business that REPORT FROM THE PRESIDENT DOUG PHARES MEGA, CONTINUED ON PAGE 9 PHARES, CONTINUED ON PAGE 9 FAMILY OWNERS COMPLETE PROGRAM PAGE 11 A GAME PLAN FOR YOUR TEAMS AT THE MEGA-CONFERENCE BY MARK FITZGERALD Lured by strong programming proven over its nine years—and a registration discount for multiple attendees from the same newspaper—more news organizations are sending teams to the Key Execu- tives Mega-Conference. The 2019 Mega-Conference does indeed offer not just something for every department leader, but so many sessions promising valuable learnings that a guide to the program might be as important as a floor plan of the Paris Las Vegas meeting venue. Here, then, are suggestions of don't-miss sessions made according to the responsibilities of executives attending as a team: If you're a sales executive: Be sure to get to the Mega-Conference early Monday for the two Morning Bonus Sessions led by Brain Swell Media founder Ryan Dohrn. His first session, 10 habits of highly effective sales profes- sionals, promises strategies that can pump up inbound sales leads by 25% to 30%. He follows that with a workshop on sales culture. Lineup Systems executive Shawn DeWeese wraps up the sales session by explaining Seven sneaky ways your sales tech is costing you (and how to stop the bleed). Monday afternoon's breakout session, Do you know who else is selling services to your SMBs?, is an absolute must-attend for anyone responsible for selling digital services or advertising. Charles Laughlin, project leader of the Tech Adoption Index for the Local Search Association, will reveal who is in your market trying to squeeze your sales team out. Hear from the biggest players in newspaper sales at Tuesday morning's breakout session, Drive revenue with sales models that deliver, moderated by WeHaa's national director of digital marketing and sales, Michael Martoccia. This rock star panel includes Addy Earles, director of digital revenue for Schurz Communications; Jared Merves, chief revenue officer for Belo + Company; and Michael Rosinski, the vice president of strategic sales for Hearst. Later on Tuesday morning, sales executives will have a tough choice between two sessions devoted to generating revenue from two legacy sources that have slumped in recent years: recruitment classifieds and automotive. How Tribune Media is regaining market share and outsmarting the competition looks at publisher's success in reviving recruitment, told by Tribune's vice president of classified advertising, Gladys Arroyo, and Recruitology CEO Roberto Angulo. At the same time, two WeHaa executives, President Cesar Montes and Vice President of Sales Kevin Collins, talk with Seattle Times Director of National Sales Tom Parker about automotive in a session entitled Winning back auto revenue the easy way using promotions and events. If you're a publisher or general manager: Every general session at this year's Mega-Con- ference offers something valuable to publishers and general managers, starting with the keynote address from Philadelphia Media Network Publisher and January 18, 2019 MEMBER NEWS DMN on making changes readers will like Dallas Morning News Publisher Grant Moise introduced substantial changes to its print edition in a note to its readers. Read more. Gainesville Sun and Ocula Star- Banner name new publisher Veteran newspaper executive Robin Quillon was chosen to spearhead strategy and operations for the two Florida newspapers. Read more. Leading with The Lede Watch your email inbox Friday afternoons for The Lede, Inland's weekly newsletter. You'll find news of your association, upcoming events, industry developments and success stories that you can implement at your organization. If you're not already getting The Lede, subscribe for free here:

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