You’ve Changed On The Inside…But Does It Show!

Over the past 12-18-24 months we have seen a significant amount of change…in the way we do business, who we do business with, who we work with among our own “family” here to do business, etc. It’s amaizing how much change has taken place. And we seem to be pushing through, thank you. But what about our custmers? What changes are they seeing? What changes are they planning on making in the new year? And what impact are those changes having on us? What will the impact be on us in 2018?

We actually have a little insight into what changes our own locall businesses plan to make in 2018 with the Borrell SMB survey. And if we use that insight, it might allow us to focus on changes we can make to our own go-to-market narrative that will put us in a good position going forward.

The chart below, shows how local SMB’s in our own 7-County NCN region responded to the recent survey when asked how they would be changing their ad spending in the new year. This is important, becauses it shows the relative importance that some media will have, while also showing the relative decrease in importance. You can also see a larger version of this chart from our drive, here.

Survey results from local businesses in our markets are telling us that Online ad spending will increase by 12% in 2018. (Note that Local TV stations are expected to receive a 14% increase, something for us to watch, pun not intended.) The same survey results are suggesting that newspapers will be receiving 10% less in ad spending in 2018. And newspapers will not be alone in seeing less ad spending in the new year.

To ground ourselves, let’s all take a realistic view of this. These relative %’s are changes from 2017 spending, so 1% of Online spending is not the same as 1% of newspaper spending. But countering that is the knowledge that we all have that online spending is greater than newspaper spending overall, so a 1% change in Online spending is actually greater than a 1% change in Newspaper spending.

So, taking 3 steps back from these results, a quick summary might be that in 2018, Online media is going to be more important to local businesses in our markets than newspapers…it will demand more dollars, it will take a much bigger part in overall ad spending for local businesses.

So, what does this mean to me?

Are we a newspaper that also has digital capabilities? Or are we a digitally focused marketing company that has multiple media opportunities for local businesses? If we continue to be the former, we are drifting further and further away from the direction our local businesses are headed. All the changes we have adopted, are internal. It’s time we start turning those changes towards local businesses in our markets. The change we need to adopt for 2018 is an external one. We must change how our local businesses view us, they must start believing in us as a digital first provider, not a newspaper that also has some digital products to offer. Ch-ch-ch-change, by being the most important provider of the most important marketing channel they utilize in their business in 2018.

Quote of the week

 “It is not necessary to change. Survival is not mandatory.”
-W. Edwards Deming

Your MOM Knows Best 

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Special Pricing Extended 1 Week! 

Alot of activity last week, and much of it was going on in Kinston, NC. Updates are linked here.

We will be extending our sale pricing for one week, this week only. Remember, we will need the Letter of Commitment to lock in any/all sales. The presentation decks, leave behinds and Letters of Commitment are located on the drive hereSee the AdOps section of MOM for more on reserving dates and writing orders.

NEW! Local Media Workshops coming in January!

ENC has 2 locations locked down, one left, for Local Media Workshops occurring late January. Wilmington location coming very quickly, and will also be adding a special Real Estate workshop to the mix.


  • Jan 17, 2018
  • Jan 18, 2018


  • Jan 29, 2018-Kinston, 11:30 am -1:00 pm (Location TBA)
  • Jan 30, 2018-Jacksonville, 8:30 am-10:00 am, 11:30 am-1:00 pm (Courtyard Suites by Marriott)
  • Jan 31, 2018-New Bern, 8:30 am-10:00 am, 11:30 am-1:00 pm (DoubleTree by Hilton)

 NEW! Sales Calendar

  • This is a “live” calendar that is available 24/7, via all devices. This is a great tool that will enable access to sales dates, deadlines, and future scheduling. Show customers what will work for them for the entire year, not just next week. Access the section and event sales calendar online, here.

Presentation Templates-simple Word Documents…EZ2 yuze!

New GateHouse One-Sheet Presentation Form

  • As announced in the October Roll Out Webinar, GateHouse has prepared a template for a one-sheet presentation. Multi-slide power points don’t work for all businesses. This new format includes all the salient touch-points of a great marketing campaign discussion. Please access this from the GateHouse Media Portal.
  • You can also access the Word version of this presentation here







NEW! Front Page Note Calendar

Please make sure that all tickets are in the system by December 29th. At that AdOps will transfer orders over to the O&O Calendars that we use on a daily basis. There you will find your reservation and the ticket number. If the note has been ordered it will be highlighted as usual and if your Digital reservation is highlighted that means that we have your SBB/Interscroller copy and it is good to go.

Going forward please check the calendar weekly to see what is coming up for you. We try to send out reminders but just like you sometimes we miss things.

We also have a new extra contact for reservation on the sticky note calendar, O&O calendar , Front page strip calendar  Please continue to contact Digital Ad Coordinator Jennifer Fryer, or AdOps Coordinator Tina Gilmore for all reservations on calendars, but you may now also contact Angie Bialas, ( #8419) for the same.

NEW! Holiday AdOps Staffing

As we get ready for the Christmas Holiday here are some things to keep in mind:
Josh Walton will be out on December 18, 21,& 22 Tina and Becky will be stepping in to cover so any issues/help they need to be contacted.

NEW! Holiday Deadlines

All ads for Monday 12/25 & Tuesday 12/26 will need to be final by 3 pm on Friday, 12/22, please plan accordingly. If all your copy is in by 7pm on Thursday, 12/21 you should have no problem getting things back in time.
PLEASE if you have any ad changes after NOON of Friday 12/22 for the Holiday weekend touch base with Tina and Becky. We may say send it through ATOL but atleast we will have a heads up.

NEW! Digital Reports

  • Check the AdOps tab on MOM’s menu for all reports, available 24/7 via any device!


  • Please make sure you are using the most updated digital ticket . And make sure that when you save it to your computer that it doesn’t look like this EIO-ENC (1). Nothing, no letter, number or symbol,  should be following ENC. If it does please rename it to reflect that.

Rich Media

  • All 2018 requests for position must be accompanied with the written commitment/contract from customers. If this is an existing 2017 commitment that was made including 2018 dates please make sure we are able to review the commitment/contract. Thanks.
  • RICH MEDIA CREATIVE MUST BE APPROVED 24 HOURS IN ADVANCE. In addition, please allow 48 hours for rich media ad creation. Any advertising submitted with a shorter turn-around simply cannot be fulfilled. We really do not control this here, it is the same for all GateHouse Media sales operations.

Events & Promotion

Promo… Promo.. Come get your promo!

NEW! 2018 Honeymoon Giveaway

That’s right, we are giving away a cruise to a lucky couple! What bridal advertiser wouldn’t want to be a part of that?!

Basics about this promo:

  • 1 Title Sponsor, 4 Co-Sponsors
  • For ENC and Wilmington
  • Audience is brides planning their weddings
  • Promotion will be displayed at the 2018 Bridal and Special Events Show in January

NEW! 2018 Home Improvement

This may not be a cruise but lucky winners can win brand new products for their home!

Basics about this promo:

  • 1 Title Sponsor, 4 Co-Sponsors, multiple Basic Packages available!
  • Category Exclusivity for sponsors (i.e. only one mattress store, one light store, one painter, et.c)
  • Will be shown during the 2018 Home and Garden Shows in New Bern and Jacksonville in March
  • For ENC and Wilmington
  • Audience is homeowners, renters, people looking for home improvements

And that’s only the beginning!

  • 2018 Tailgate Giveaway
  • 2018 College Hoops
  • 2018 Tax Prep Quizzes and Sweepstakes
  • 2018 Valentine’s Day Staycation Giveaway

Lastly, one question for all sales reps out there… Who has an auto dealer that has given you the cold shoulder that you would love to sign a minimum $20k contract???? If you are interested in doing that, contact Alissa!

  • Pro Football Playoffs
  • 2018 Tax Preparation Quizzes
  • Valentine’s Day Sweepstakes
  • College Hoops!
  • 2018 MCAS Cherry Point Air Show!
  • …and custom promotions built specifically for your own customer’s needs!

Look for details soon!

Check out the ENCLive website…

Access this site for all up to date information regarding upcoming events. We will be adding information about the Local Media Workshops very soon.

Upcoming ENCLive events

  • ENC Home & Holiday Gift Show  December 15 & 16, 2017
  • ENC Bridal & Special Event Expo  January 21, 2018
  • ENC Local Media Workshops, January 29, 2018
  • ENC Local Media Workshops, January 30, 2018
  • ENC Local Media Workshops, January 31, 2018
  • ENC Jacksonville Home & Garden Show  March 10 & 11, 2018
  • ENC New Bern Home & Garden Show  March 17 & 18, 2018

GateHouse Media To Purchase The Boston Herald

GateHouse Media has entered into an agreement to purchase the Boston Herald. The Herald, founded in 1846, has won 8 Pulitzer Prizes in its history.  This purchase only adds to the strength of GateHouse in the New England region. For more information, check out the story, here.



NEW-Pie Chart of the Week

How Many SMB’s Will Increase Digital Spend in 2018?

This may come as no surprise to any of us, but nearly 2/3’s of local businesses in the 7-County Coastal North Carolina region are planning to INCREASE their use of digital media for 2018 ad campaigns. 4% claim they will be decreasing, and the remainder simply was not certain or claim they will remain the same.

  • 65% plan to increase
  • 31% are uncertain, or will remain the same
  • 4% plan to decrease

This is important, not because it’s just a repeat of what we’ve been saying all along, but because this is our own local businesses stating their intentions. This coincides with intentions expressed across the entire country emanating from recent SMB surveys.

Click on the graphic for a larger view. You can also copy this for use in presentations.

NEW! Holiday eCards ready for our customers!

GateHouse Media has prepared attractive eCards for you to personalize and send to clients. You may already have seen this last week, with the recent GateHouse Sales & Marketing Newsletter. But just in case you can also access the cards and instructions here. Go ahead and download the one you wish to use, and the accompanying instructions, and share your holiday wishes for a great season and thank them for their business.

Click on the graphic for a larger view. You can also copy this for use in presentations.

NEW-Google Infographics from ThriveHive


This week’s infographic focuses on the FINANCE category. March and April are too late to approach tax preperation firms. If we don’t have proposals in front of them today, we may miss out.

  • 36% of all searches for this category are now on mobile devices
  • “How to” tax videos are rising rapidly on YouTube
  • Use Location and Call extensions in all SEM campaigns for best results
Click on the graphic for a larger view. You can also copy this for use in presentations.

Take a look at the ThriveHive training site under Resources for  the entire gallery of Google Infographics.  (These are the kind of graphics that make me look smart…and I can use all the help that I can get!) This gallery will be dynamic, more added as they are available. For now, there is a wide variety of business categories available.

Infographics are great cool ways to get the point across. Check out the entire gallery, download the one(s) that fit your customer discussions and presentations.


ENC Media Group Brochures

Just in…we have new ENC Media Group Sales Brochures that are available for all sales personnel. These great new brochures provide an overview of ENC Media Group, print and digital. As we continue to brand ourselves as a regional marketing powerhouse, this will help explain the overall capabilities and reach of our local properties, ENC Media Group, ThriveHive, and GateHouse Media.

These brochures will be available at all properties, and if you need more, let us know.




Author: David Prizer

Digital media executive and thought leader, emphasizing local and small business strategies. 20 years of experience in metro and community markets. Still watching Seinfeld reruns and holding out for a Cubs-White Sox subway series in my lifetime.

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