A Goal Without A Plan Is Just A Wish

What’s your plan to achieve your goal?

Not sure

Let’s admit it, many goals ask us to work a little. In order to achieve goals, we need to do something, right? But if the plan to achieve the goal is simply a hope, or even a promise, to simply “sell more stuff” it’s just as likely that we won’t. And if we actually do, we do not have a mechanism for knowing if we have hit the goal or whether or not what we are doing is helping us to achieve it.

If your sales plan is simply to “try harder”, here are some questions that still need to be answered.

  • HOW MUCH HARDER are you going to have to work?
  • HOW MUCH MORE STUFF do you have to sell?
  • WHAT STUFF exactly are you going to sell?
  • TO WHOM are you going to sell it?

So what does a PLAN look like?

All plans take four specific components into consideration. You’ve heard the words before, but let’s look at them in the context of a “plan” to achieve a “goal”.

  • GOAL — A primary outcome.
  • STRATEGY — The approach you take to achieve a goal.
  • OBJECTIVE — A measurable step you take to achieve a strategy.
  • TACTIC — A tool you use in pursuing an objective aligned with your strategy.

So, you have a sales goal. That sales goal is specific, measurable, and trackable.  The sales plan you put into play to achieve that goal might look like this.

  • Goal: You know what you have in the books already, so your goal this month might be the “gap” between what you’ve already booked and the actual sales goal for your territory.
  • Strategy: Depending on your gap, identify and concentrate on the products, or customers, or business category that will provide the most traction.
  • Objective: Based on your goal/gap, identify how many of these products or customers you will need to achieve the goal, or close the gap. And don’t forget to break that down to # per week, or even # per day.
  • Tactic: Closing customer(s) X, Y, and Z from your pipeline, or using one of the packages we have already created, or focusing on the soon-to-close special section that will successfully fill your gap.

Ok, I got it. But why is this important now?

Effective with period 9 we are taking on a new “goal”, one that you’ve heard a little about last month in order to get familiar, but it’s really going into action this month. The new goal is to reach and maintain a minimum 70% sell thru on O&O websites. And that is not going to be achieved if we just, “work harder and sell more stuff”, it’s not that easy. Here’s the PLAN.

The 70% Solution

A 70% sell thru means that for every 1,000 available ad impressions on our sites, we will sell 700 of them. (Check out the AdOps section of today’s MOM for our most recent sell thru report.) We are not at that metric at this moment. We are close on a couple of sites, but our performance is what we are looking at. Our latest sell thru report is available in the AdOps section of today’s MOM. So as a group, ENC will want to establish a firm 70% floor overall. Our new plan will roll out this week, and all of us will be seeing details on it very quickly.

  • Goal: Achieve a minimum 70% sell thru across consolidated ENC websites
  • Strategy: Develop and deliver sales packages rich in impressions, that will provide great value and benefit for customers
  • Objective: Based on inventory forecasts, determine how many impressions each sales rep will be responsible for in order to achieve the 70% sell thru goal. Put a measurement of this metric in place.
  • Tactic: Using the impression rich packages, determine how many need to be closed in order to achieve the individual goal, and establish a target list of customers for which presentations will be created to close and achieve the goal. Monitor our progress against delivering these sales to these customers.

The 70% sell thru floor is now a GateHouse-wide benchmark. Achieving this places us in a very strong position for our future, but also for the future of our local businesses. It’s a good goal, and our plans to achieve, including Strategies, Objectives, and Tactics will be just as good as we proceed through the end of the year and into 2018.


Quote(s) of the week

“Hope is not a strategy.”

-Vince Lombardi

“If you don’t know where you are going, you’ll end up some place else.”

-Yogi Berra

“A goal without a strategy is just a wish.”

-Antoine de Saint-Exupéry

Getting To Know Your MOM

  • Follow MOM, receive an email notification every time a new update of MOM is published. If you are a WordPress user and are logged in, just click the Follow button in the admin bar. If you are not a WordPress user, or are logged out, just click the Follow button in the lower right-hand corner of your blog’s home page.
  • The menu in the upper right includes tabs that will maintain static pages. We will keep updating the information on these pages as we go, but you should be able to find links, names, and phone numbers that you need on a regular basis. You can use this kind of like your own in-house directory.
  • Rate any post, or leave a comment. 
  • MOM is available on ALL devices…desktop, mobile (Android & iOS), and tablet.
This is your MOM, at least at work that is.

MOM’s 5MQ

Test your knowledge with MOM’s 5 Minute Quiz. This week’s quiz is a repeat of last week’s quiz, covering the Total Website Plus. Please spend 5 minutes with this quiz.

Reminder: the 5MQ is mandatory for all ENC MMSE’s.

Deadline for completing this week’s 5MQ is Tuesday @ 3:00 PM

Here’s this week’s 5MQ


 Q3 Revenue Race

All digital revenue counts towards our overall performance, but we’ve added a few packages to help open up even more conversations. We have intermediate and short term campaign specials that fit many budgets and offer digital campaigns with print support. And in addition, those that participate are able to add additional ENC Media Group components value priced for easy adoption.

For details on the Revenue Race packages check them out here on the Drive.


IMPORTANT-Brief Pause on ThriveHive Order Entry 

ThriveHive is installing a new order entry, workflow management and finance system.  As a result no new orders can be accepted until 9am eastern on Wednesday August 30th at ThriveHive. You can submit orders via the usual processes starting at that time.

Updated ThriveHive Deadlines for Labor Day

Please check the ThriveHive training website for special Labor Day deadlines, sorry there will be no exceptions.

Fall 2017 Online Solutions Academy

Join the Training Team for a series of live webinars to learn individual solutions and ask questions in a virtual classroom. You can attend a single session or all. Webinars will be held Tuesdays at Noon Eastern / 9 am Pacific starting October 10th and last for about an hour. You can register on the ThriveHive training site, through the Gatehouse LMS.


Sales

 Readers Choice-Extension Packages

3 & 6 month specials in presentation format, using the preferred GateHouse presentation

  • Special pricing on Readers Choice packages now available for ALL BUSINESSES THAT RECEIVED A VOTE.
  • Please review the presentations available. They will require your customization based on good customer understanding and some needs evaluation.

Q3 Revenue Race Multimedia Packages

Here’s the deck describing the packages already created. If you want to modify them, just make the proposal internally, we can make these work for local businesses.

TRANSFORMATION PROCESS

  1. Plan and prep: do your research
  2. Call opening: make the right intro based on your research and questions to get the right to perform your needs analysis (remember, you can use the Readers Choice voting as a basis for questions.)
  3. Needs Analysis: start your needs assessment
  4. Develop Solutions:choose the package that fits the needs, just modify the presentation provided
  5. Gain Agreement in Principal: make the convincing presentation, gain agreement in principal to help the business build their brand for a chance at winning next year.
  6. Gain Agreement in Price: close the sale

Note: proposals are on the drive. DO NOT MODIFY THE PROPOSALS ON THE DRIVE. Download and modify on your hard drive.


AdOps

DIGITAL REPORTS

IMPORTANT DEADLINES FOR AD PROOFING

  • All Ad’s for My Onslow/ Reader’s Choice must be approved by Noon, Thursday 8/31 (*any issues contact Tina)
  • All ad’s for the Labor Day Holiday weekend must be approved through Tuesday, Sept 5th.
    • Saturday, Sunday, Monday, Tuesday papers will all be done on Friday, Sept 1st.

Front Page Note Alert

  • Starting September 1st we are coming into the busy season with the Sticky note company…please be mindful of the creative deadline date that is on the calendar. There will be no room for negotiation for scheduling and fulfillment.
    • Creative is due by 5pm on the creative deadline day…to ensure that we are able to have the sticky note delivered on time.

Request For Email Communication

In the monthly AD Op’s Meeting on Aug 22nd, the team was asked to start moving more towards using email for communication on all tasks that are requested of them. This assures that we have a documented trail to follow if we need to go back and check something.

  • ALL SALES PERSONNEL ARE REQUESTED TO START USING EMAIL IN COMMUNICATING ALL ADOPS ISSUES. 

AdOps Personnel

  • Stacey will be out on Monday 8/28
  • Mariela will be out on Thursday & Friday 8/31 & 9/1


Promotion

 REDUCED PRICING!!!!

PRO FOOTBALL FACEOFF

Advertisers get the chance to pick the winners each week for the entire season.

Great exposure for any participating business.

Value pricing to fit most budgets

Reader Prizes

  • Trip to Hawaii
  • NFL Fatheads
  • 2-3 Day Getaway Vacations

Advertiser Prizes

  • 2 Tickets to the Superbowl
  • A chance to win a $5,000 marketing campaign

Check out the sales deck, here.


Marketing

Pie Chart(s) of the Week

In a couple of weeks the 2017 version of Borrell’s SMB advertising survey will be available. This new survey will offer the most up-to-date insight into what local businesses are doing to market their business today, as well as their plans for the coming years. Also included will be their view of how WE are doing. And don’t forget, this survey includes input from businesses in our own markets. We are going to see exactly what OUR local customers are doing and what they want to do.

Another group of data sets from the survey will be exactly HOW local businesss are utilizing media today. The two charts below are sneak peaks into the Borrell survey resulsts from 2017, take a look.

This may not be “news” to many, but an overwhelming majority of local businesses, nearly 75% in fact, use traditional and emerging media platforms in combination with each other. A small minority, 22% depend on traditional media only, while an even smaller group, just 3%, rely on digital only.

Again, this is not a surprise to many, but it leads to the next question for us to ask…

Of all the businesses we work with, are 3/4’s of them utilizing our print AND digital services? is our ratio closer to 50%, 40%, or maybe even 30%? This data clearly tells us that 3 out of every 4 customers should be taking advantage of multiple channels with in using our solutions.

 

This year’s suvey is also telling us that an overwhelming majority of local businesses consider themselves to be significantly inexperienced when it comes to making advertising decisions. And a nearly idetnical number are making there decisions without input from other sources. This is relatively startlying, but also shows us the opportunity we have. ThriveHive is a Premier SMB Partner with Google, and has also been named Agendy of the Year by the Local Media Association. Each one of us has passed the Google Digital Sales certification, as we are wll on the way to all being certified in Google Analytics for Beginners. It’s a shame that local businesses in our markets would ever want to go it alone with the level of expertise we can share with them. But it’s out job to tell them that we actually have this level of expertise. Are we doing that daily?


 

Training

…the new norm

I’ll Show You Mine If You Show Me Yours

Have you completed the GOOGLE ANALYTICS FOR BEGINNERS training yet? If so, please send me a copy of your certificate.

All MMSE’s are to complete this training by September 1. 

Hint: While working/studying in a group is sometimes helpful, every MMSE will need to complete their own view of the testing. If you have any questions or concerns please drop me a note for assistance. Completing the course and tests will take more than just a couple of hours. You should easily be able to carve out 3-4 90 minute periods in order to complete the training and take the test.

Prospecting w/Tom Ellis

Tom Ellis will be in ENC land on September 25-28 to visit with each one of us with a very specific agenda…prospecting.

Tom will focus on the following

  • Research and planning leading to a phone call or in-person cold call
  • Cold opening and transition to customer needs analysis
  • Field calls, either via appointment or walk in

His request is for a 3-4 session with every member of the sales team. We have time to set our schedules accordingly, so please grab your available time on the sign up sheet here. Please do this as soon as possible so you may arrange your schedules. Thanks.

Christmas In July Really Happened Last February

This is not the last time you will hear someone talk about thinking ahead. And frankly every tool we now have at our disposal points us in that direction. Why? Well local businesses…OUR CUSTOMERS… are already doing the same.

In a recent study conducted by Campaigner, an email marketing company with signification penetration in the retail sector, one-third of businesses surveyed have already started preparing their marketing plans for the 2017 holidays. More businesses than ever are going to be commencing holiday campaign preparations before September in 2017.

Sixty-two percent of retailers said early preparation of holiday marketing content was “most helpful in last year’s holiday season…”

 

Every sales opportunity we have now is designed to take our cusotmers well into, and through the end of the year. Our Q3 bundles offer extended campaigns into the end of October. And the Readers Choice extension bundles enable 3 and 6 month versions. All of our focus is helping our local businesse do EXACTLY WHAT THEY ARE TELLING US to do…help them into and thru the holiday season and through year-end. And it won’t stop there. Our Front Page Note sales initaive will start up abain in December, which means we will have a number of businesses we will want to approach to discuss full 2018 campaigns with, very soon.

In the end, this is not “adding” to anybody’s work load. In fact, it is helping to organize and focus what we can and should be doing for local businesses…helping them sustain themselves through the year, and through prime selling seasons for them.

It’s only summer now, schools are just ready to start up again but local businesses are already looking at the Fall, holidays, and a new year. That’s also where we are headed. It may be too early to wish y’all a Happy Holidays, but it’s not too early to start planning on how we can make them that way.

 


Quote(s) of the week

“Plans are of little importance, but planning is essential.”

-Winston Churchill
(Prime Minister of Great Britain, ’40 – ’45, ’51 – ’55.)

“In preparing for battle I have always found that plans are useless, but planning is indispensable.”

-Dwight D. Eisenhower
(Five star general, US Army, responsible for planning and supervising the successful invasion of France and Germany in 1944–45, aka D-Day.)

Getting To Know Your MOM

  • You can be notified of the updates, when they happen.
  • The menu in the upper right includes tabs that will maintain static pages. We will keep updating the information on these pages as we go, but you should be able to find links, names, and phone numbers that you need on a regular basis. You can use this kind of like your own in-house directory.
  • Because this is a blog, you can comment. You can discuss things, you have the right to offer your feedback and ask for more information on anything you see, or don’t see. MOM will continue to give you basically, what you are going to need for the whole week to succeed. But now you can give back. Let MOM know what is going on. We can start a regular discussion. If you want to see something more about a part of our business, just ask. We have several individuals now contributing to MOM, so responses will have several perspectives.
  • MOM is available on ALL devices…desktop, mobile (Android & iOS), and tablet.
This is your MOM, at least at work that is.

MOM’s 5MQ

Test your knowledge with MOM’s 5 Minute Quiz. This week’s quiz tests our assignment from last week covering the Total Website Plus. Please spend 5 minutes with this quiz.

Deadline for completing this week’s 5MQ is Tuesday @ 3:00 PM

Here’s this week’s 5MQ


 

 Q3 Revenue Race

All digital revenue counts towards our overall performance, but we’ve added a few packages to help open up even more conversations. We have intermediate and short term campaign specials that fit many budgets and offer digital campaigns with print support. And in addition, those that participate are able to add additional ENC Media Group components value priced for easy adoption.

For details on the Revenue Race packages check them out here on the Drive.

Business Boost Summer Giveaway-Ends Aug. 28

ThriveHive is driving leads already with the Business Boost Summer Giveaway. We are qualifying these leads at this time and will start to distribute to appropriate territories.

As a reminder, take a look at the great prizes GateHouse and ThriveHive are offering…

  • Grand prize: One lucky winner will receive $10,000 in FREE custom digital marketing, run by our experts
  • Runner-up prizes: Two lucky winners will receive $5,000 in FREE custom digital marketing for their business
  • Additional prizes: Each week during the length of the contest, 15 lucky participants will receive a $50 Amex gift card
  • Everyone who enters will win a free digital marketing consulting session with one of our experts

IMPORTANT-Early Order Deadlines for GateHouse

ThriveHive is installing a new order entry, workflow management and finance system.  The project is extensive and will rollout in phases over the coming months. Phase 1 of this project goes live on Monday August 28th. This phase includes minimal impact to our GateHouse partners. However, there will be one major change impacting the close of fiscal period 8. All orders for fiscal August must be in ThriveHive by 5pm eastern on Thursday August 24th. This applies to orders from all sales channels and no exceptions can be allowed. Additionally, we cannot accept any new orders after 5pm eastern on Thursday August 24th to 9am eastern on Wednesday August 30th at ThriveHive. Sales reps can submit orders via their usual processes starting at 9am on Wednesday August 30th. All orders after 5pm on Thursday August 24th are fiscal September and begin billing and fulfillment on Wednesday August 30th. Read more about this on the ThriveHive training website.

Updated ThriveHive Deadlines for Labor Day

Please check the ThriveHive training website for special Labor Day deadlines, sorry there will be no exceptions.

 


Sales

 Readers Choice-Extension Packages

3 & 6 month specials in presentation format, using the preferred GateHouse presentation

  • Special pricing on Readers Choice packages now available for ALL BUSINESSES THAT RECEIVED A VOTE.
  • Please review the presentations available. They will require your customization based on good customer understanding and some needs evaluation.

Q3 Revenue Race Multimedia Packages

Here’s the deck describing the packages already created. If you want to modify them, just make the proposal internally, we can make these work for local businesses.

TRANSFORMATION PROCESS

  1. Plan and prep: do your research
  2. Call opening: make the right intro based on your research and questions to get the right to perform your needs analysis (remember, you can use the Readers Choice voting as a basis for questions.)
  3. Needs Analysis: start your needs assessment
  4. Develop Solutions:choose the package that fits the needs, just modify the presentation provided
  5. Gain Agreement in Principal: make the convincing presentation, gain agreement in principal to help the business build their brand for a chance at winning next year.
  6. Gain Agreement in Price: close the sale

Note: proposals are on the drive. DO NOT MODIFY THE PROPOSALS ON THE DRIVE. Download and modify on your hard drive.


AdOps

Upcoming Deadlines

MY Mag/Reader’s Choice  Magazine and Booth space reservation(new Bern & Kinston)

  • New Bern-August 7; creative final and approved by Friday, August 25th
  • Jacksonville-August 14; creative final and approved by Friday, Sept.1st
  • Kinston-August 21; creative final and approved by Friday Sept 8th

Events

  • Reader’s Choice Events
    • New Bern will be on Tuesday, September 26th ( New Bern Convention Center)
    • Kinston will be on Tuesday, October 10th CCS Neuse Center   5pm-7pm (both events)

Community paper deadlines for the month of August

  • Ad’s must be final and approved by 4pm by the dates below please and thank you!

    Trent Woods – Aug 9

    Fairfield Harbour Beacon – Aug 16

    Taberna Tribune – Aug 16

    Riverbender – Aug 23

Digital Notes-IMPORTANT

Just a reminder for Reader’s Choice O&O you need to order an audience package so we have options to fulfill our obligations, also make sure to contact Jennifer or Tina to reserve SBB’s on the Rich Media Calendar.  

Latest Ad Inventory and Rich Media Calendars Available

  • See the latest campaign reports here.
  • See the latest ad inventory for all Gatehouse properties here.

Ad Op’s Meeting

  • Jacksonville-Tuesday, August 22nd, 8:45am-10:00am

Promotion

 BRAND NEW!!!

PRO FOOTBALL FACEOFF

Advertisers get the chance to pick the winners each week for the entire season.

Great exposure for any participating business.

Value pricing to fit most budgets

Reader Prizes

  • Trip to Hawaii
  • NFL Fatheads
  • 2-3 Day Getaway Vacations

Advertiser Prizes

  • 2 Tickets to the Superbowl
  • A chance to win a $5,000 marketing campaign

Check out the sales deck, here.

 

College Football Pickoff

Jacksonville – Available  –  New Bern – SOLD  –  Kinston – Available  –  Keep thinking of prospects

Alissa will follow up with prospects you’ve all loaded on the drive. If the prospect is not there, we will be calling on them for you.

Upcoming Promotions – soon to be available!

ENC Show Promotions

  • Veteran’s Day
  • Halloween Sponsorship
  • Breast Cancer Awareness Promotions (Pink Sponsorship is SOLD)

Have A Prospect?

Tickets for Promotions

  • Tickets need to be written a certain way if an advertiser is participating in a promotion
  • Reach out to Alissa if you do not get a breakout of how tickets should be written for your promotion – it is VERY IMPORTANT we track these correctly so everyone gets the correct recognition of revenue! Including Sales Reps!

Marketing Campaigns in Promotions

  • These are adjustable to fit the advertiser’s needs – to a certain extent.
  • If you would like to change what is created in a promotion, discuss with Alissa.

Contact Alissa Garfinkel with ALL QUESTIONS regarding upcoming promotions. 


Marketing

Pie Chart(s) of the Week

Not All Local Businesses Spend The Same Way

Health Care Ad Spending 2016-2018

There is a difference in how locall businesses expect to spend their ad dollars, depending on the business category

All local businesses ARE NOT the same. And the SMB Advertising survey bears that out.

Take a look at the four pie charts below.

  • Miscellaneous Retail
  • HVAC Installation and Repair
  • Business Services
  • Legal Services

All four of these pie charts show how these particular local business categories “expect” to spend their 2018 advertising dollars.

 

And all four of these charts looks different. While online channels dominate all of these categories, the percentage range of that channel swings significantly, from an anticipated 40% of the ad budget for Legal Services, to more than 60% for Business Services. Miscellaneous Retail and HVAC Repair and Services show online holding 50% or better of the spend for those categories. Newspapers show up “relatively” strong in one of these categories, holding at just 15% of the ad budget for legal services. But the expected spending allocation for newspapers in the other categories is falling below 10%.

What’s the message?

The message here is simply that not all businesses expect to spend similarly. And that is because their messages are different, the reasons that consumers respond is different, and the way in which consumers find these types of businesses might be different.

These charts show 2018 expected spending, not total dollar amounts but the channel breakdown. It’s time we ask ourselves the following queswtions:

  1. Are we really looking hard at HOW shoppers find these businesses and tailoring our proposals accoringly?
  2. Are we taking into consideration how shoppers respond to advertising messages, and what the advertising message actually is? 
  3. And finally, are we actually making use of the Borrell Compass data enough to actually know there is a significant difference in how local businesses spend? 
  • If the answer to #1 or #2 is no, then it’s time we take a closer look at our customers.
  • If the answer to #3 is no, please reach out and contact me. I’ll be happy to help.

 

Training

…the new norm

I’ll Show You Mine If You Show Me Yours

Have you completed the GOOGLE ANALYTICS FOR BEGINNERS training yet? If so, please send me a copy of your certificate.

All MMSE’s are to complete this training by September 1. 

Hint: While working/studying in a group is sometimes helpful, every MMSE will need to complete their own view of the testing. If you have any questions or concerns please drop me a note for assistance. Completing the course and tests will take more than just a couple of hours. You should easily be able to carve out 3-4 90 minute periods in order to complete the training and take the test.

Prospecting w/Tom Ellis

Tom Ellis will be in ENC land on September 25-28 to visit with each one of us with a very specific agenda…prospecting.

Tom will focus on the following

  • Research and planning leading to a phone call or in-person cold call
  • Cold opening and transition to customer needs analysis
  • Field calls, either via appointment or walk in

His request is for a 3-4 session with every member of the sales team. We have time to set our schedules accordingly, so please grab your available time on the sign up sheet here. Please do this as soon as possible so you may arrange your schedules. Thanks.

 


ENC People

Welcome

Betty Beaudreau joins the New Bern team today, August 21, as Sr. MMSE. Betty comes to us from the Bulletin in Norwich, CT., a GateHouse New England property. She will be getting familiar with the surroundings at our offices while also moving with her family to New Bern.

Birthdays

  • Josh Walton-Aug 13th
  • Gwen Landry-Aug 24th

Are we being a roadblock to our customers by being “yes men” (and women)?

We’ve all had that situation where an advertiser comes to us stating what they want and we just do it. Maybe because we are happy to get the revenue or we don’t know what else to offer or they keep turning us down to have a deeper conversation. They act as if they know exactly what will work. Then in Borrell’s 2017 Local Advertiser Survey, they found that two-thirds of business owners considering themselves generally inexperienced regarding media. This data and how our advertisers work with us seems conflicting but have we given them a reason to work with us any other way? At the end of the day, being the “Yes Man” or “Yes Woman” could be the last person these SMB owners need.

 

Two-thirds of business owners consider themselves generally inexperienced regarding media.

-2017 Local Advertiser Survey-Borrell Assoc.

 

American Express’s open forum article notes that “Yes people don’t see changes in the market… They have no idea what’s coming next, which is necessary to keep your business relevant.” When we reiterate this characteristic and knowledge level we are not only doing a disservice to our customers but to ourselves. With training, resources, and a variety of products, we should know where the advertising industry is headed and advise our customers with that knowledge. We know we can do more for our businesses and that characteristic is not us, so let’s stop putting ourselves into that stereotype “Yes People”.

So how can we change the perspective of our customers without pushing them away or losing revenue? A balance between being considerate of their perspective but also pushing the limit a little bit by challenging that perspective. A few simple things to remind ourselves as we work with customers…

  1. Be knowledgeable – Take the time to read a short article once a week or stay up to date with your Google Partner training. Schedule some time each week for keeping yourself up to date on all products, trends, industry averages, etc. Subscribing to Think with Google is a great way to get quick info throughout the week. Keeping a little extra knowledge on the back burners of your brain for when an opportunity to knowledge drop comes up.
  2. Challenge what your customers say they want – If they want to reach millennials, is the paper really the right choice even though they have done it for years? Give them a chance to learn as well. You know your customers and their personalities, work with them to give them that extra value of showing them you know more than just how to place an ad for them. Let them know that you want the best outcome for them, that is why you are challenging them.
  3. Grow your professional relationship – Give more to your customers than just “yes”. If they aren’t on board yet with a new marketing campaign, send them helpful articles to show relevancy. Or get a meeting with them to just tell them a great idea on bring in more business for a holiday – no selling and no strings attached. Grow their professional trust in you as an expert in the advertising industry.

Overall, let’s not put ourselves in the “Yes People” box. Let’s be conscious to really push what is best for our customers – even if it takes them a little bit to come around. They will begin to see our value and believe it too. And don’t forget to believe it yourself. We have the value and knowledge to make a difference, let’s not forget that.

-Contributed by Alissa Bowditch-Garfinkel

Quote(s) of the week

“When two men in a business always agree, one of them is unnecessary”

-William Wrigley Jr.
(Wm. J. Wrigley Co., i.e. Wrigley’s chewing gum, etc.) 

 

“Have you found the library yet?”

-Herbert Grant Prizer
(First words my father said to me upon my graduation from college.)

Getting To Know Your MOM

  • You can be notified of the updates, when they happen.
  • The menu in the upper right includes tabs that will maintain static pages. We will keep updating the information on these pages as we go, but you should be able to find links, names, and phone numbers that you need on a regular basis. You can use this kind of like your own in-house directory.
  • Because this is a blog, you can comment. You can discuss things, you have the right to offer your feedback and ask for more information on anything you see, or don’t see. MOM will continue to give you basically, what you are going to need for the whole week to succeed. But now you can give back. Let MOM know what is going on. We can start a regular discussion. If you want to see something more about a part of our business, just ask. We have several individuals now contributing to MOM, so responses will have several perspectives.
  • MOM is available on ALL devices…desktop, mobile (Android & iOS), and tablet.
This is your MOM, at least at work that is.

MOM’s 5MQ

Test your knowledge with MOM’s 5 Minute Quiz. Taking this test is mandatory for all members of the MOM audience. This week’s quiz is limited to information contained in ThriveHive’s very first training lesson, “Solutions Along The Customer Journey.” Go ahead, the first 5 entries with correct answers will earn my admiration, a hearty hand clasp, and your name will be proudly displayed in next week’s MOM as a learned digital scholar.

Here’s this week’s 5MQ


GateHouse Media made some news last week with it’s purchase of the newspaper division of Morris Communications. This coneintues GateHouse’s growth and vision for community news operations. Morris Communications, a very progressive, privately owned company was one of the earliest and strongest driving forces in digital innovation for local newspapers. Their vision mirrors that of GateHouse. They have a number of locations in the Southeast, as well as several other areas. Check out their locations here.


 Q3 Revenue Race

All digital revenue counts towards our overall performance, but we’ve added a few packages to help open up even more conversations. We have intermediate and short term campaign specials that fit many budgets and offer digital campaigns with print support. And in addition, those that participate are able to add additional ENC Media Group components value priced for easy adoption.

For details on the Revenue Race packages check them out here on the Drive.

Business Boost Summer Giveaway-Ends Aug. 28

“The leads are coming” -John Williamson (Kevin Spacey) in Glen Garry Glen Ross.

ThriveHive is driving leads already with the Business Boost Summer Giveaway. We are qualifying these leads at this time and will start to distribute to appropriate territories.

As a reminder, take a look at the great prizes GateHouse and ThriveHive are offering…

  • Grand prize: One lucky winner will receive $10,000 in FREE custom digital marketing, run by our experts
  • Runner-up prizes: Two lucky winners will receive $5,000 in FREE custom digital marketing for their business
  • Additional prizes: Each week during the length of the contest, 15 lucky participants will receive a $50 Amex gift card
  • Everyone who enters will win a free digital marketing consulting session with one of our experts

This contest is driving leads back to the markets, so each week, markets will be provided with a list of the leads who entered from their specific location.

IMPORTANT-Early Order Deadlines for GateHouse

ThriveHive is installing a new order entry, workflow management and finance system.  The project is extensive and will rollout in phases over the coming months. Phase 1 of this project goes live on Monday August 28th. This phase includes minimal impact to our GateHouse partners. However, there will be one major change impacting the close of fiscal period 8. All orders for fiscal August must be in ThriveHive by 5pm eastern on Thursday August 24th. This applies to orders from all sales channels and no exceptions can be allowed. Additionally, we cannot accept any new orders after 5pm eastern on Thursday August 24th to 9am eastern on Wednesday August 30th at ThriveHive. Sales reps can submit orders via their usual processes starting at 9am on Wednesday August 30th. All orders after 5pm on Thursday August 24th are fiscal September and begin billing and fulfillment on Wednesday August 30th. Read more about this on the ThriveHive training website.

Updated ThriveHive Deadlines for Labor Day

Please check the ThriveHive training website for special Labor Day deadlines, sorry there will be no exceptions.

ThriveHive Contacting Our Customers?

Yes, because they are “our” customers.

Don’t be surprised if a local business mentions that ThriveHive has contacted them directly. This is a level of support that our competitors cannot offer. ThriveHive is reaching out to a number of local businesses across the country to insure our service is right on.


Sales

 Readers Choice-Extension Packages

3 & 6 month specials in presentation format, using the preferred GateHouse presentation

  • Special pricing on Readers Choice packages now available for ALL BUSINESSES THAT RECEIVED A VOTE.
  • Please review the presentations available. They will require your customization based on good customer understanding and some needs evaluation.

Identify the business.

  1. Plan and prep: do your research
  2. Call opening: make the right intro based on your research and questions to get the right to perform your needs analysis (remember, you can use the Readers Choice voting as a basis for questions.)
  3. Needs Analysis: start your needs assessment
  4. Develop Solutions:choose the package that fits the needs, just modify the presentation provided
  5. Gain Agreement in Principal: make the convincing presentation, gain agreement in principal to help the business build their brand for a chance at winning next year.
  6. Gain Agreement in Price: close the sale

Note: proposals are on the drive. DO NOT MODIFY THE PROPOSALS ON THE DRIVE. Download and modify on your hard drive.


AdOps

Upcoming Deadlines

MY Mag/Reader’s Choice  Magazine and Booth space reservation(new Bern & Kinston)

  • New Bern-August 7; creative final and approved by Friday, August 25th
  • Jacksonville-August 14; creative final and approved by Friday, Sept.1st
  • Kinston-August 21; creative final and approved by Friday Sept 8th

Events

  • Salute to Hometown Heroes Saturday, August 16th  Jacksonville Mall  Noon-4pm
  • Reader’s Choice Events New Bern will be on Tuesday, September 26th ( New Bern Convention Center) and Kinston will be on Tuesday, October 10th CCS Neuse Center   5pm-7pm (both events)

Community paper deadlines for the month of August

  • Ad’s must be final and approved by 4pm by the dates below please and thank you!

    Trent Woods – Aug 9

    Fairfield Harbour Beacon – Aug 16

    Taberna Tribune – Aug 16

    Riverbender – Aug 23

Digital Notes-IMPORTANT

Just a reminder for Reader’s Choice O&O you need to order an audience package so we have options to fulfill our obligations, also make sure to contact Jennifer or Tina to reserve SBB’s on the Rich Media Calendar.  

Latest Ad Inventory and Rich Media Calendars Available

  • See the latest campaign reports here.
  • See the latest ad inventory for all Gatehouse properties here.

Ad Op’s Meeting

  • Jacksonville-Tuesday, August 22nd, 8:45am-10:00am

Promotion

 BRAND NEW!!!

PRO FOOTBALL FACEOFF

Advertisers get the chance to pick the winners each week for the entire season.

Great exposure for any participating business.

Value pricing to fit most budgets

Reader Prizes

  • Trip to Hawaii
  • NFL Fatheads
  • 2-3 Day Getaway Vacations

Advertiser Prizes

  • 2 Tickets to the Superbowl
  • A chance to win a $5,000 marketing campaign

Check out the sales deck, here.

 

 

College Football Pickoff

Jacksonville – Available  –  New Bern – SOLD  –  Kinston – Available  –  Keep thinking of prospects

Alissa will follow up with prospects you’ve all loaded on the drive. If the prospect is not there, we will be calling on them for you.

Upcoming Promotions – soon to be available!

ENC Show Promotions

  • Veteran’s Day
  • Halloween Sponsorship
  • Breast Cancer Awareness Promotions (Pink Sponsorship is SOLD)

Have A Prospect?

Tickets for Promotions

  • Tickets need to be written a certain way if an advertiser is participating in a promotion
  • Reach out to Alissa if you do not get a breakout of how tickets should be written for your promotion – it is VERY IMPORTANT we track these correctly so everyone gets the correct recognition of revenue! Including Sales Reps!

Marketing Campaigns in Promotions

  • These are adjustable to fit the advertiser’s needs – to a certain extent.
  • If you would like to change what is created in a promotion, discuss with Alissa.

Contact Alissa Garfinkel with ALL QUESTIONS regarding upcoming promotions. 


Marketing

Pie Chart of the Week

Health Care Ad Spending 2016-2018

Includes: Home health care services, hospitals, medical doctors, dentisits, mental health services and other medical facilities and professionals.

Health care services are a very important category in our Readers Choice voting and final results. Readers in our markets are intimately involved, and motivated to know more about the best and most reliable providers. So it’s logical that we would pay close attention to how these businesses are focusing on marketing. Our Extension Packages offer anyone receiving votes in our Readers Choice promotions tha topprottunity to jump into 2018 with a strong and promintent presence.

Let’s take a look at how businesses in this category are going to market themselves in 2018.  

  • Health care professionals and institutions will be utlizing online, far and away, more than any other medium. In fact, their use is approaching the 50% mark, making digital discussions the primary focus, and sometimes the only focus.
  • Radio ranks #2 as far as the medium to add to ad campagins. This makes sense as this category includes businesses that reach a wide sector of the population, making targeting less important at times.
  • Newspapers come in, tied for 3rd place with Local TV and Directories. Yes Directories still play a role in some categories, this is one.

 

 

The pie chart above reflects the 2018 forecast from the 2016 survey, this year’s results is still being compiled. But it should reflect these trends. When we view how Health Care providers “expected” to be spending in 2018, compared to their real-world 2016 budgets at the time of the survey, their intentions were to increase online spending, and nothing else at that time.

What were the expectations for 2018 spending?

  • Online spending was expected to increase by 29%!
  • Out of Home, Cinema, Cable TV and Telemarketing were the only other channels showing a foretasted increase.
  • Newspapers were expected to loose ground, dropping as much as 17% compared to 2016.

How can we use this information?

Every health care provider, big and small, in our markets expects to devote almost half of their overall ad budget to online channels. Our extension packages feature online exposure as the primary channel of distribution. And if you feel a custom proposal is needed, this type of research provides benchmarks for your to follow in making a strong recommendation. And you can lean back on this research any time with confidence as well as authority.

Do your campaign recommendations look anything like this data? They can, just ask. And remember, the 2017 SMB Survey results should be compiled later in Q3. This will provide even more insight for your customer discussions.


 

Training

…the new norm

 

 

I’ll Show You Mine If You Show Me Yours

Have you completed the GOOGLE ANALYTICS FOR BEGINNERS training yet? If so, please send me a copy of your certificate.

All MMSE’s are to complete this training by September 1. 

Hint: While working/studying in a group is sometimes helpful, every MMSE will need to complete their own view of the testing. If you have any questions or concerns please drop me a note for assistance. Completing the course and tests will take more than just a couple of hours. You should easily be able to carve out 3-4 90 minute periods in order to complete the training and take the test.

Prospecting w/Tom Ellis

Tom Ellis will be in ENC land on September 25-28 to visit with each one of us with a very specific agenda…prospecting.

Tom will focus on the following

  • Research and planning leading to a phone call or in-person cold call
  • Cold opening and transition to customer needs analysis
  • Field calls, either via appointment or walk in

His request is for a 3-4 session with every member of the sales team. We have time to set our schedules accordingly, so please grab your available time on the sign up sheet here. Please do this as soon as possible so you may arrange your schedules. Thanks.

ThriveHive New Rollouts-August 2017

  • Please log on to the ThriveHive training website and check out what’s new. There are new rollouts being introduced in the August webinar and registration is required. There are two days to select from. Please check your calendar, register for the webinar that fits your schedule, and place it on your CRM calendar for good measure to insure that it’s on your schedule.

NEW GateHouse Media Learning Management System

Note: if you have yet to do so, please log into the new GateHouse Media Learning Management System.

  • The GateHouse Training Team has invested in a new Learning Management System (LMS). This robust platform will be replacing our current training platform (ProProfs/ACE) that many of you have been using to date. The new platform called SmarterU, will provide many new benefits to you and our organization as we evolve and build our training curriculum.
  • The new learning system is based on Learning Plans and courses and they can be assigned to a user with a simple click, making training opportunities more accessible everyone!  You will also notice that we have implemented quizzes, games and/or tasks associated with some of our courses for improved retention!
  • Important, please read the information in this folder: Save this folder to your My Drive. 

ENC People

Birthdays

August Birthday’s:

  • Josh Walton-Aug 13th
  • Gwen Landry-Aug 24th

Vacations

  • Angie Nottonson-Aug 7 thru Aug 11
  • Chris Brown-Aug 7 thru Aug 11

That Moment When You Realize Your Customer Is Really Your Competition.

Can’t We All Just Get Along?

How many times  do you hear the word “agency” when discussing a possible sale with a local business? While it does likely does not happen daily, it comes up enough that it’s a good idea to take a look at a new dynamic.

In the “old” days, (like about 6-7 years ago) we might have presumed that presenting to an ad agency may have been just another sales call. The local business decided they wanted a 3rd party to help make the decision for them, and we decided that the “agency” now became the party to whom we were selling. In other words, the agency became the customer. The truth of the matter is that the “ad agency” was NEVER the customer, they were merely an intermediary step in our closing process. We had to convince the agency that they should convince the real customer (i.e. the  local business) that we were the best source into which to place ads. Again, the ad agency was NEVER really the customer, but we may have treated them as such.

Winding the clock (i.e. calendar) forward, our business has morphed into that resembling and agency itself. WE help businesses determine their USP and then their sales messaging, WE can create the ads, WE can help determine the actual media mix that a local business uses in their overall ad budget, WE have access to sophisticated ad networks and exchanges, and WE have deep expertise in emerging platforms upon which local businesses need to rely. This has evolved to the point, where our own company owns their own digital agency, that can do just about anything any other 3rd party can do with digital components. True, we are not in TV or Radio (at least we weren’t the last time I checked), but ThriveHive is in actuality a digital agency that has capabilites extending beyond that of many stand alone agencies in which we may come it contact.

Ad agencies now feel that WE are their #1 competitor.

Ad agencies today, feel that local media companies are their primary competitors. Not Google, not Facebook, not even other ad agencies, local media companies are their biggest threat.

This makes sense, when  you look at everything we are now doing, and are capable of doing for local customers. From managing social media, providing SEO consulting services, taking advantage of the most sophisitcated programmatic ad networks in the world, are even merely creating a new ad, we actually serve very similar functions.

What’s the difference?

The overwhelming difference between us and an ad agency is in the relationship we have with the actual customer. An agency positions themselves as an impartial 3rd party. (In all due respect to agency professionals, NOBODY is truly impartial.) While we are busy selling OUR services, an agency can stand back and evaluate our capability to deliver. This is where our position needs to start shifting today.

When local businesses feel we are focused on selling them our “stuff” we are no better than we were years ago before we grew up and became Premier Google Partners. When we limit our customer discussions to spending money in our media channels, our services, and our owned audience…well…we LIMIT ourselves. In 2017, our discussions need to be on where the customer is going, what the customer wants to achieve, and the audience the customer must reach. We need to know more about what the customer HAS TO ACCOMPLISH, then limit our recommendations to that purpose, and little else.

Advertising agencies have a tough job. That job is made tougher by the ability of many businesses to support their own marketing needs. So our business needs to shift to making recommendations, consultation, and offering business insight. Wait…that’s what an advertising agency does, isn’t it? You betcha!


Quote of the week

“Change before you have to.”

-Jack Welch,Chairman and CEO of General Electric, 1981-2001

Getting To Know Your MOM

  • You can be notified of the updates, when they happen.
  • The menu in the upper right includes tabs that will maintain static pages. We will keep updating the information on these pages as we go, but you should be able to find links, names, and phone numbers that you need on a regular basis. You can use this kind of like your own in-house directory.
  • Because this is a blog, you can comment. You can discuss things, you have the right to offer your feedback and ask for more information on anything you see, or don’t see. MOM will continue to give you basically, what you are going to need for the whole week to succeed. But now you can give back. Let MOM know what is going on. We can start a regular discussion. If you want to see something more about a part of our business, just ask. We have several individuals now contributing to MOM, so responses will have several perspectives.
  • MOM is available on ALL devices…desktop, mobile (Android & iOS), and tablet.
This is your MOM, at least at work that is.

MOM’s 5M

Test your knowledge with MOM’s 5 Minute Quiz. Taking this test is mandatory for all members of the MOM audience. This week’s quiz is limited to information contained in ThriveHive’s very first training lesson, “Solutions Along The Customer Journey.” Go ahead, the first 5 entries with correct answers will earn my admiration, a hearty hand clasp, and your name will be proudly displayed in next week’s MOM as a learned digital scholar.

Here’s this week’s 5MQ


 Q3 Revenue Race

We announced the revenue race this morning…check out details on the Drive. This is our opportunity to show off against other Gatehouse proprieties of similar sizes.

All digital revenue counts towards our overall performance, but we’ve added a few packages to help open up even more conversations. We have intermediate and short term campaign specials that fit many budgets and offer digital campaigns with print support. And in addition, those that participate are able to add additional ENC Media Group components value priced for easy adoption.

For details on the Revenue Race packages check them out here on the Drive.

Business Boost Summer Giveaway-Ends Aug. 28

This Summer Giveaway has already begun. Yesterday, ThriveHive began it’s Business Boost Summer Giveaway with in paper ads and email blasts. Local businesses will have the opportunity to enter this giveaway, and win great prizes for their businesses. In fact, one lucky winner will receive a custom digital marketing campaign worth $10,000!

Take a look at the great prizes GateHouse and ThriveHive are offering…  

  • Grand prize: One lucky winner will receive $10,000 in FREE custom digital marketing, run by our experts
  • Runner-up prizes: Two lucky winners will receive $5,000 in FREE custom digital marketing for their business
  • Additional prizes: Each week during the length of the contest, 15 lucky participants will receive a $50 Amex gift card
  • Everyone who enters will win a free digital marketing consulting session with one of our experts

Take a vacation from planning your marketing alone, and let our experts do the hard work for you!

This contest is designed to drive leads back to the markets, so each week, markets will be provided with a list of the leads who entered from their specific location.

Local Email Marketing to Our Own Customers

We’ve already sent our own email marketing announcement out to our own B2B list announcing the change to ThriveHive. You can check it out here,  Kinston, Jacksonville and New Bern each received their own custom version. Everyone should be letting local businesses know of our exciting change, this is a great chance to start new conversations and showcase our expertise including your own Google Digital Sales certification, imminent Google Analytics certifications, Premier Google SMB Partnership, and more.

Note: please remember that our own B2B database is dependent upon your updates. With just 2,700 names in the database today, I know we have room to grow. Please send a list of customers including name, company, job title, phone, and email address and they will be added very quickly to our own B2B list. 


Sales

 Readers Choice-Best of the Best 2017

We are off and running with our Best Of section sales. Remember we have a limited sale window, all winners (Gold, Silver and Bronze) need to know that they’ve been selected. Please remember all winners should know that this information is confidential so an embargo is in place  until we publish. New Bern and Kinston will hold special receptions in September for the local community to see the winners face to face and sample some of the great food that the restaurants have to offer.

Special Extension Packages

3 & 6 month specials in presentation format, using the preferred GateHouse presentation

Special pricing on Readers Choice packages now available for ALL BUSINESSES THAT RECEIVED A VOTE.

These lists will be available on Monday, 7/31/17. Check out the list and then make sure you check the pricing on these great packages. Any business receiving even just one vote is eligible for this special pricing.

Please review the presentations available. They will require your customization based on good customer understanding and some needs evaluation.

Identify the business.

  1. Plan and prep: do your research
  2. Call opening: make the right intro based on your research and questions to get the right to perform your needs analysis (remember, you can use the Readers Choice voting as a basis for questions.)
  3. Needs Analysis: start your needs assessment
  4. Develop Solutions:choose the package that fits the needs, just modify the presentation provided
  5. Gain Agreement in Principal: make the convincing presentation, gain agreement in principal to help the business build their brand for a chance at winning next year.
  6. Gain Agreement in Price: close the sale

Note: proposals are on the drive. DO NOT MODIFY THE PROPOSALS ON THE DRIVE. Download and modify on your hard drive.


AdOps

  • ENC Medical will be inserting on August 20th
  • Making the Grade Inserts on August 13th

Upcoming Deadlines

MY Mag/Reader’s Choice  Magazine and Booth space reservation(new Bern & Kinston)

  • New Bern         August 7           Creative final and approved by Friday, August 25th
  •  Jacksonville   August 14           Creative final and approved by Friday, Sept.1st
  • Kinston           August 21           Creative final and approved by Friday Sept 8th

Events

  • Salute to Hometown Heroes Saturday, August 16th  Jacksonville Mall  Noon-4pm
  • Reader’s Choice Events New Bern will be on Tuesday, September 26th ( New Bern Convention Center) and Kinston will be on Tuesday, October 10th CCS Neuse Center   5pm-7pm (both events)

TV Preview

  • This week we are finalizing Aug 20th all ad’s in and finished by Wed

Community paper deadlines for the month of August

  • Ad’s must be final and approved by 4pm by the dates below please and thank you!

    Trent Woods – Aug 9

    Fairfield Harbour Beacon – Aug 16

    Taberna Tribune – Aug 16

    Riverbender – Aug 23

Digital Notes-IMPORTANT

Just a reminder for Reader’s Choice O&O you need to order an audience package so we have options to fulfill our obligations, also make sure to contact Jennifer or tINA to reserve SBB’s on the Rich Media Calendar.  

Latest Ad Inventory and Rich Media Calendars Available

  • See the latest campaign reports here.
  • See the latest ad inventory for all Gatehouse properties here.

Ad Op’s Meeting

  • Jacksonville-Tuesday, August 22nd, 8:45am-10:00am

Promotion

Jacksonville – Available

New Bern – SOLD

Kinston – Available

Keep thinking of prospects

Alissa will follow up with what is on the drive

 

 

Upcoming Promotions – soon to be available!

ENC Show Promotions

  • Veteran’s Day
  • Halloween Sponsorship
  • Breast Cancer Awareness Promotions (Pink Sponsorship is SOLD)

Have A Prospect?

Tickets for Promotions

  • Tickets need to be written a certain way if an advertiser is participating in a promotion
  • Reach out to Alissa if you do not get a breakout of how tickets should be written for your promotion – it is VERY IMPORTANT we track these correctly so everyone gets the correct recognition of revenue! Including Sales Reps!

Marketing Campaigns in Promotions

  • These are adjustable to fit the advertiser’s needs – to a certain extent.
  • If you would like to change what is created in a promotion, discuss with Alissa.

Contact Alissa Garfinkel with ALL QUESTIONS regarding upcoming promotions. 


Marketing

Pie Chart of the Week

Business Services Ad Spending 2016-2018

  • Readers Choice categories include a number of business types that we don’t always work with throughout the year, the Business Services category includes a number. Officially this category is defined as follows: accountants, building maintenance, computer-related services, equipment rental, pest control, copy and print services, photographers, religious organizations, security products and trucking services. So if we feel we can work with these businesses beyond our Best of the Best-Readers Choice focus, it’s a good thing to study where they actually spend their ad budgets.

Here’s how the spending from this business category would up for 2016. 

  • Online far and away was the leading category for ad budgets, taking more than half, 56% to be exact.
  • Radio and TV were the 2nd and 3rd most popular channels with 11% and 9% of the budget respectfully.
  • Newspapers were 4th with just 8% of the total ad budget for this category.

But what does 2018 spending look like?

The overall order remains the same, but only 3 categories (online, out-of-home and other print) increase.

  • Online spending is forecast to grow significantly, +27%, and will approach taking two-thirds of the total ad spend, 62% to be exact.
  • Radio will be second, but their share decreases to 9%.
  • TV and Newspapers also drop slighlty and are forecast to be tied with just 7% of the ad spending budgets.
  • What does this tell us about this category of business?
  • If we are going to talk to businesses that fall in this category, (which is exactly what we are asking to do) an overwhelming proportion of our discussion needs to be with the online and digital channels. Any discussion that does not lead with digital in this category is a discussion that will be short lived, and will not hit the mark for these small businesses.

 

Oh yeah, Borrell Compass also tells us that the average spend for this category of business in 2016 was $537 per employee.

Why is this important?

  • If you know that the local CPA firm employs a total of 8 individuals, a TOTAL advertising proposal of about $4,200 is at the top (on an average). This category does not always include the largest spending businesses, however it is a category that spends and depends on digital services. Our discussions need to be focused in that direction.

Do your campaign recommendations look anything like this data? They can, just ask. And remember, the 2017 SMB Survey results should be compiled later in Q3. This will provide even more insight for your customer discussions.


Training

…the new norm

 

ThriveHive New Rollouts-August 2017

  • Please log on to the ThriveHive training website and check out what’s new. There are new rollouts being introduced in the August webinar and registration is required. There are two days to select from. Please check your calendar, register for the webinar that fits your schedule, and place it on your CRM calendar for good measure to insure that it’s on your schedule.

NEW GateHouse Media Learning Management System

Note: if you have yet to do so, please log into the new GateHouse Media Learning Management System.

  • The GateHouse Training Team has invested in a new Learning Management System (LMS). This robust platform will be replacing our current training platform (ProProfs/ACE) that many of you have been using to date. The new platform called SmarterU, will provide many new benefits to you and our organization as we evolve and build our training curriculum.
  • The new learning system is based on Learning Plans and courses and they can be assigned to a user with a simple click, making training opportunities more accessible everyone!  You will also notice that we have implemented quizzes, games and/or tasks associated with some of our courses for improved retention!
  • Important, please read the information in this folder: Save this folder to your My Drive. 

ENC People

Birthdays

August Birthday’s:

  • Josh Walton, August 13th
  • Gwen Landry, August 24th

Vacations

  • Angie Nottonson-Aug 7 thru Aug 11
  • Chris Brown-Aug 7 thru Aug 11