THERE IS NO “I” IN TARGET

How “targeted”are your Targeted Display recommendations? Are you utilizing all the targeting capabilities available to you and the client? Are you utilizing search keywords to target the audience? Are demographics, psychographics, and behaviors considered when reaching the right audience? Have you included geo-fencing and a geo-conversion zone? Are you including our newspaper site audience in the solution? That’s alot to consider, isn’t it. You don’t really need to make all of these decisions. You have a team behind you, as does the client, to help define the right targeting solutions. It’s time to get re-acquainted with the Custom Audience Request.

The Custom Audience Request is, well…just that. It’s your way to request the right combination of targeting capabilities that will result in the client’s message reaching the audience that the client has defined. No, this is not new, per say…this is just our chance to revisit how we can put his tool to use, and to make delivering a great solution a little easier. If you have been using this form, great. But my hunch is that we are not taking advantage of this level of support often enough. And we now have this form available for ALL of our sales teams across all CNC properties. So here’s a refresher, to help all of us define and deliver a better solution to our customers while taking some of the work off of our plates.

Before the sale

  • The Custom Audience Request is a “before” the sale tool. Targeted display is a great component for many multimedia solutions. But knowing exactly how it should be used and applied can be complex. That is why GateHouse has its own team supporting all audience request recommendations. Once you have defined the goals of the prospective client, by simply including them on the request form, GH will be able to send back a well-defined audience targeting recommendation. The recommendation takes into account all the goals that the client has defined but also uses sophisticated knowledge about how we can target to provide a well-crafted solution. This is something that you can share with the client in your final proposal, an impressive showing of expertise that will lend great credibility to your overall campaign recommendation.

O&O Audience

  • Custom Audience Requests allow the inclusion of newspaper website audiences in the overall recommendation. This now includes StarNewsOnline, previously not available on the Custom Audience Request. There is no reason why our local customers should have to choose whether to use nationally branded websites or our own loyal website audiences in crafting a great display solution. After all, we are targeting an audience, not a website. In addition, but utilizing the Custom Audience Request form the recommendations will also provide targeting options on newspaper.com sites. Remember, ROS campaigns are considered to be far less effective than targeted campaigns, we should be targeting on our own newspaper.com websites using the pre-defined audience segments as well.

Easy Scheduling

  • The resulting recommendations coming from the GateHouse team are also included when submitting the final ordering instructions. This means that you don’t have to determine the targeting tactics yourself when you are submitting the order, they are already included in the recommendation. This is one of the neatest benefits from utilizing this form. It makes submitting the campaign very easy for us locally, and for the GateHouse AdOps team. It also eliminates any confusion about tactics, and insures that you and the client are making the best use of all tactics that can benefit the campaign. This is time-saving for all of us.

I knew all this already. Is something changing?

The whole concept of requesting a defined targeting solution, and including in a proposal is not a new one. But we may not be taking advantage of it. Too many targeted display campaigns are submitted AFTER the fact with only sales representative input to define the tactics. That’s something that is changing now. We will now be expecting that the expertise from the GateHouse team will be included in defining the overall targeted display solution. That’s a win for the customer, and the time-saving benefit to the sales team is a win for us. So it’s a plus all the way around.

The larger story here is that all of the prospects and customers we touch are supported by multiple layers. That is to be expected when utilizing sophisticated tools. Local customers now have a team behind the solutions and services we provide. We are members of that team. The levels of expertise that we can provide to local businesses are part of our overall USP, and give us a unique advantage in our markets. It’s time we make all local businesses we touch know of this great advantage.

 


Quote of the week

“Plans are only good intentions unless they immediately degenerate into hard work”

— Peter Drucker


Your MOM Knows Best

  • BTB (Before The Blog) editions of the MOM online newsletter are now available on the About page, available from the menu in the upper right hand corner.
  • Check the menu navigation up top, it’s an easy access for reports and contacts that you will need to keep handy. These will be updated as we go. MOM knows all!
  • Want to follow MOM to be the first to hear about weekly updates Just follow MOM and you’ll 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.
  • Give MOM some feedback, rate any post, or leave a comment.
  • And your MOM is everywhere, available on ALL devices…desktop, mobile (Android & iOS), and tablet.
This is your MOM, at least at work that is.

Sales

NEW-New Bern Home & Holiday Show Lives On…Expanded

With the closing of the New Bern Convention Center due to weather related damage, the December Home and Holiday show is now moved to the Craven County Fair Grounds. In addition, it’s now expanded to include Home Improvement. The Home Improvement & Holiday Gift Show will be held Dec. 14 and 15. Registration deadline is Nov. 28, early registration pricing runs thru Nov. 7. Make sure all local businesses know that the show goes on! The updated sales sheet is here.

NEW-Front Page (Sticky) Note Sales Focus the week of Dec. 3…Kick off Nov. 7.

We are kicking off our 2019 Front Page Note initiative on Nov. 7 with sales to commence on Dec. 3. Make sure to attend the webinar on Wed. Nov 7 where we will introduce the  new packaging and start making appointments for sales calls. This year’s packages will feature a very digitally oriented experience for all Front-Page note contracts sold in Dec. All dates are on the table, and we will start taking reservations for 2019 schedules early Dec. Stay tuned!

UPDATE-World Series of Sales

Starting October 1 and ending November 4, GateHouse EAST will play GateHouse WEST to determine WHO IS THE BEST!

Each week, GateHouse EAST and GateHouse WEST (each) will award up to $750 based on most revenue and most points. All details are spelled out on the attached internal contest sheet, (click on the graphic to the left.)

  • Home Run 6-month contracts will earn 2 points, 4 points if the advertiser is NEW or has not advertised in 90 days
  • Grand Slam 12-month contracts will earn 4 points, 8 points if the advertiser is NEW or has not advertised in 90 days

Good luck GH EAST!

NEW-GateHouse and ThriveHive Holiday Specials 

Make sure you have access to all the latest GH and TH specials for the holidays including reduced pricing on individual products and packages. Keep them close and available, local businesses will thank you. Holiday specials here.

UPDATE-OnTarget Audience Request Form…Now Required (This is a new form for Wilmington.)

All targeted display campaigns that will be part of proposals will be required to be submitted with the Audience Request Form effective 10/1/18. This means that any targeted display component you are recommending in sales proposals should be planned using the Audience Request Form, ahead of time.

  • These forms should be completed prior to sale, not after the sale.
  • They can, and should, be used for proposals and to aid in closing proposals.
  • Newspaper O&O inventory can be included as a part of the overall audience request for these plans.

NOTE: This form is NEW for Wilmington. The previous form that was available for Wilmington will no longer be used. 

Here is a link to the most recent format of this form. Please add to your bookmarks.

UPDATE-Digital Pipeline Review…Ongoing. 

  • 28-day (for forecast closes) digital pipeline is pulled and posted on the drive…daily. This will show the number and status of all digital opportunities. The pipeline is sent out daily, and is also available here. (Bookmark this link.)
  • Pipeline is reviewed to see what we all can do to help support sales teams and customers to come to agreement quickly with prescribed solutions.
  • The review will also tell us where we are in the SITRW process to support efforts from opening, to CNA, to solutions, presentation, and close.

If you receive an inquiry, it’s just part of an overall effort to help our total effort!

UPDATE-CRM Field Added To Note SITRW (Selling In The Real World) Activity

  • A new field has been added to the input in Sugar CRM to note SITRW activity. Instructions are forthcoming as are training sessions. If you note this field while inputting new opportunities, it is to be checked SPECIFICALLY for SITRW progress, only. More to come.

UPDATE-Digital Rate Card changes for Wilmington and ENC.

  • Please access the new rate cards and keep them close for access. New cpm’s and base campaign minimum’s are in effect immediately. The new rate cards are available here.

UPDATEGH Presentation Template

All presentations to follow the GH template, immediately please.

  • Several versions, all the way down to a Word Doc version, can now be accessed for your use, here.
  • “Live” presentation is available here to view how this template, and ready-to-use ThriveHive slides can be used.

UPDATE-ENC and StarNewsMedia reports are on MOM (Including Campaign Reports)

See the Reports page, from upper right menu of MOM!

  • ENC and SNM Campaign reports
  • ENC and SNM Monthly O&O Audience reports
  • GateHouse inventory availability (all sites)
  • ENCO&O Rich Media Calendars
  • ENC Front page sticky note calendars

Training

UPDATE-Make Sure You Are Registered!

Please register for the October Digital Rollout  Webinar on the ThriveHive training website. Dates and times for this webinar are Thursday October 25th 1-2:15pm EST and Friday October 26th 10-11:15am EST. You need only attend one webinar.

And don’t forget, the recording of the September rollout  is also available on the training site.

UPDATE-This Thursday…Monthly Digital Dives…”Java with Jen!”

Starting on October 24, we will be holding an extended Wednesday sales webinar, 9 to 10 focusing on specific areas of digital products and how best to apply with local businesses. You will receive NEW login instructions for these sessions, that will supersede our regular webinar log in’s.

These sessions will be interactive, led by Jen McKay from GateHouse. And we are using Zoom, so you will need to have your digital camera’s in operation. If you do not have a separate digital camera, please have your laptops open in front of  you. Using this will help our engagement and provide y’all with much better opportunities to take to the field.

First session…Wednesday, October 24.

UPDATE-GateHouse Sales Training Center

The GateHouse Sales Training Center is where you can find links to all training materials, web pages and training decks for just about anything we need to know.

  • Need to know more about OnTarget? This is the place.
  • Need to know more about working with Google Apps? You’ll find it here.
  • Need to know where past monthly update decks can be found? This is the right place.

Bookmark the Training Center, this is the FIRST place to access when you have a question about a product or tool we have.

 


MOM’s Library

(Impress your friends, your clients, and your MOM…you may not know it all but you are trying.)

  • Spending on Mobile will surpass combined in ad spending in all other vehicles by 2020. You knew this was coming. Best to make sure that all local businesses are basing their digital footprints on their mobile presence first and foremost…pass it on to all SMB’s. You will be doing them a favor. More on this at eMarketer.
  • If you want to target a local audience, make sure you include “local” in the targeting. Something that local businesses may not think of (and we should) is that searching for the same thing in different parts of the country may require different search parameters. Local terms for foods, events, places, may not be the same everywhere. This is caused some problems for larger businesses when they are creating simple campaigns. And if it causes complications for larger businesses, it will also impact local ones as well. Read the full scoop on this at StreetFightMag.
  • Google adds even more descriptions for local businesses…pass along to local customers, please. Some shoppers would like to do business with a family run store. Same could be true for veteran, or female run business. These are attributes that local businesses can be proud of. And Google is now allowing local businesses to add these descriptors to their Google My Business profile. It’s free for any business to do this. And as Google Certified sellers we should be aware of this feature that local SMB’s will want to take advantage of. You can learn more about this at SearchEngineLand. Pass it on.

DAVE’S TOP 10…TAKE-AWAYS FROM THE 2018 SMB SURVEY

Time again for Dave’s Top 10! This time it’s the top 10 take-away’s from the new 2018 SMB Survey from Borrell Associates.

  1. Avg. SMB employs 7.7 types of marketing; half digital, half traditional
  2. Traditional media users: 22% plan to increase spending, 24% plan to cut
  3. Digital media users: 47% plan to increase spending, 10% plan to cut
  4. Top reason for cutting a particular type of media: too expensive
  5. Instagram now #2 social platform w/ 50% using it; 23% rate it very high
  6. 69% of digital ad-buyers use targeting; geotargeting is most prevalent
  7. 46% of SMBs are trying something new; video is leading choice
  8. Social media is No. 1 choice for video distribution
  9. 51% who use video marketing see it as highly effective
  10. Spending on traditional types of media averages 2.7x that of digital

What does this mean to me?

Overall, the tone of this year’s survey is similar to last year’s. But digging down deeper, there are some specifics that should define our focus, now and going forward.

  • We are not alone-many SMB’s are dealing with more than 7 other providers than me. How do I stand out? What’s my USP?
  • More businesses plan to cut traditional ad spending than increase it…deal with it!
  • Anyone reducing their digital spending with me, is spending it somewhere else. How can we become indispensable?
  • Instagram is popular, and it works. Do we recommend it to local businesses?
  • We need to recommend targeting to local businesses…and we should be geo-targeting newspaper.com campaigns.
  • Video works. Are we prepared to discuss this with local customers?

While we don’t have the detail for the entire survey in our hands, these take-aways clearly are telling us that local businesses are willing to change and are looking for new solutions. It’s time for a change.

(Note: the above 10 take-away’s are courtesy of Peter Krasilovsky, Localonliner.com. Check it out!)


Quote of the week

“The only place where success comes before work is the dictionary. “

— Vince Lombardi


Your MOM Knows Best

  • BTB (Before The Blog) editions of the MOM online newsletter are now available on the About page, available from the menu in the upper right hand corner.
  • Check the menu navigation up top, it’s an easy access for reports and contacts that you will need to keep handy. These will be updated as we go. MOM knows all!
  • Want to follow MOM to be the first to hear about weekly updates Just follow MOM and you’ll 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.
  • Give MOM some feedback, rate any post, or leave a comment.
  • And your MOM is everywhere, available on ALL devices…desktop, mobile (Android & iOS), and tablet.
This is your MOM, at least at work that is.

Sales

UPDATE-World Series of Sales

Play Ball! Starting October 1 and ending November 4, GateHouse EAST will play GateHouse WEST to determine WHO IS THE BEST!

Each week, GateHouse EAST and GateHouse WEST (each) will award up to $750 based on most revenue and most points. All details are spelled out on the attached internal contest sheet, (click on the graphic to the left.)

  • Wilmington jumped on the board quickly, but seems to have stalled.
  • ENC has some sales waiting on deck.
  • Make sure we record all sales on the official sales tracker, (your manager can submit your totals once the contracts are submitted.)

Keep ’em coming!

UPDATE-Special New Account ThriveHive Pricing For Hurricane Florence Relief

  • We have additional NEW pricing considerations here for new accounts coming out of Hurricane Florence. Use this pricing for new business, include in your proposals. Let’s help businesses in our communities to get the word out that they are IN BUSINESS!. (Document restricted to CNC sales.)

UPDATE-OnTarget Audience Request Form…Now Required (This is a new form for Wilmington.)

All targeted display campaigns that will be part of proposals will be required to be submitted with the Audience Request Form effective 10/1/18. This means that any targeted display component you are recommending in sales proposals should be planned using the Audience Request Form, ahead of time.

  • These forms should be completed prior to sale, not after the sale.
  • They can, and should, be used for proposals and to aid in closing proposals.
  • Newspaper O&O inventory can be included as a part of the overall audience request for these plans.

NOTE: This form is NEW for Wilmington. The previous form that was available for Wilmington will no longer be used.

Here is a link to the most recent format of this form. Please add to your bookmarks.

UPDATE-CRM Field Added To Note SITRW (Selling In The Real World) Activity

  • A new field has been added to the input in Sugar CRM to note SITRW activity. Instructions are forthcoming as are training sessions. If you note this field while inputting new opportunities, it is to be checked SPECIFICALLY for SITRW progress, only. More to come.

UPDATE-ThriveHive Strategic Accounts Team 

The TH Strategic Account team is established to provide specialized focus to those businesses that are the most digital dependent. Jackie Olson from ThriveHive is our representative on the Strategic Account Team. Among the categories of business that this team will be watching are…

  • Higher Education
  • Healthcare
  • Real Estate Firms (not independent agents)
  • Lawyers
  • Home Services (with a fleet of 8+ vehicles): HVAC, Plumbers, Pest Control,
  • Landscaping
  • Financial Institutions (i.e. Banks, Credit Unions, Loans)

In addition we are also going to be reviewing the TOP 25 ACCOUNTS in all properties, regardless of category of business. We are beginning to review these accounts in all markets to determine strategies to improve digital performance…for customers and for you.

The process for engaging Jackie and this team will be simple and is outlined here, just for guidance.

UPDATEGH Presentation Template

All presentations to follow the GH template, immediately please.

  • REAL presentation is available here to view how this template, and ready-to-use ThriveHive slides can be used.

UPDATE-ENC and StarNewsMedia reports are on MOM (Including Campaign Reports)

See the Reports page, from upper right menu of MOM!

  • ENC and SNM Campaign reports
  • ENC and SNM Monthly O&O Audience reports
  • GateHouse inventory availability (all sites)
  • ENCO&O Rich Media Calendars
  • ENC Front page sticky note calendars

ThriveHive

NEW-ThriveHive’s FREE Grader for Small Businesses

ThriveHive is making it easier for local businesses to evaluate and improve upon their Google My Business listings with a new Free tool. ThriveHive is making its new ThriveHive Grader solution free to businesses. With real-time diagnostic assessments of Google My Business profiles, this solution will fill the gap where business owners struggle to leverage all of the opportunities that Google has to offer. At this time, we don’t need to do anything about this new tool, but don’t be surprised if you start hearing more about it in the future. Read more about it here, at StreetFightMag.


Training

UPDATE-Registration Is Open for October Digital Rollout

Please register for the October Digital Rollout Webinar on the ThriveHive training website. Dates and times for this webinar are Thursday October 25th 1-2:15pm EST and Friday October 26th 10-11:15am EST. You need only attend one webinar.

And don’t forget, the recording of the September rollout is also available on the training site.

UPDATE-Monthly Digital Dives…”Java with Jen!”

Starting on October 24, we will be holding an extended Wednesday sales webinar, 9 to 10 focusing on specific areas of digital products and how best to apply with local businesses. You will receive NEW login instructions for these sessions, that will supersede our regular webinar log in’s.

These sessions will be interactive, led by Jen McKay from GateHouse. And we are using Zoom, so you will need to have your digital camera’s in operation. If you do not have a separate digital camera, please have your laptops open in front of you. Using this will help our engagement and provide y’all with much better opportunities to take to the field.

First session…Wednesday, October 24.

UPDATE-GateHouse Sales Training Center

The GateHouse Sales Training Center is where you can find links to all training materials, web pages and training decks for just about anything we need to know.

  • Need to know more about OnTarget? This is the place.
  • Need to know more about working with Google Apps? You’ll find it here.
  • Need to know where past monthly update decks can be found? This is the right place.

Bookmark the Training Center, this is the FIRST place to access when you have a question about a product or tool we have.

UPDATE-Google Digital Sales Certification

If you have not done so already it’s time to upload your certificate in the GH LMS. Instructions for how to do this are here.

Please make sure you upload your certificate.


Promotions

IMPORTANT UPDATE-Coastal NC Promotion Intake and Set Up Forms (Wilmington & ENC)

Please pay close attention…use these forms at will, depending upon the sales stage you are at currently.

  1. PROMOTIONS INTAKE FORMthis is a form you will want to reference BEFORE you have made a sale.
  2. PROMOTIONS SET UP FORMthis form should be completed AFTER the sale.

Both of these forms are easy to find, please bookmark them in your version of My Drive. We will also make sure they are linked to MOM on a regular basis.


Good To Know

(Impress your friends, your clients, and your MOM…you may not know it all but you are trying.)

  • Yet another Google algorithm change…how did it affect local SMB websites? Frankly we don’t know, unless local businesses know. Google changes are frequent, there’s nothing to do to prepare other than have a great local site. In fact, that is Google’s advice. Read more about this latest change from SearchEngineLand.
  • Amazon and SMB’s, it’s looking like a match. You may be surprised to hear that Amazon is making inroads as a marketing services provider for SMB’s. Don’t be, their new Storefronts, offer plain ole’ local businesses, like the ones we want to work with daily, an opportunity to offer their products on the shopping giant’s website. Some of our own local customers may be working with Amazon Storefronts today. So why not catch up on what Amazon is up to on StreetFightMag.
  • Online mattress sales…a lesson about ecommerce to sleep on. You may have heard that Mattress Firm, one of the largest brick and mortar mattress retailers in the US, is filing bankruptcy. What caused this? A combination of growing number of online competitors, and a consumer market that was served better by these online websites. This is not the tale of every retail business, it’s more a lesson in listening to your customers than it is online vs brck-and-morter…still an interesting story. Check it out at CNN Business.
  • GateHouse Media continues to grow, purchasing the Oklahoman Media Company. The Daily Oklahoman, a 100,000+ circulation daily in Tulsa, Oklahoma has a long history of excellent service and sales. This is important news even for local NC customers, because our ability to grow provides stability and strength for the long-term in all GH markets. Spread the word! More here on NewsOK.com.

TAKING DIRECTION FROM OUR CUSTOMERS

Everybody tells us we should be listening to our customers. It is very hard not to make a case that listening to them for their needs, concerns, and goals is very important. But  what if we could listen to local businesses telling us where they were planning to spend their marketing dollars? Wouldn’t that tell us something about how we are going to market?

Below are 6 charts showing SMB sentiment and plans from Borrell Assoc.’s 2018 SMB survey. These 6 charts tell us everything we need to know about the marketing intentions of small businesses going forward. Each chart, takes us further down the road of a significant shift in how we should perceive our own competencies, and how we need to represent them in the marketplace and with local customers.

1) What most SMB’s are NOT buying in 2018?

  • While is should be no surprise that QR codes and Cinema Advertising are not at the top of the wish list this year, ROS (un-targeted) ad banners is also included here. This begs the question, in 2018, why would anyone NOT target their ad message?

2) What SMB’s are cancelling from their schedules, and why?

  • It looks like almost everyone shows up on this list, but the real story is the degree to which SMB’s agree on their plans to cancel and the reasons. For the most part digital channels  score much better than other media in justifying their existence in local budgets. They are not too expensive, and the targeting and tracking capabilities make digital media sustainable in most ad budgets.

3) What media channels are most popular, (or included more often) in SMB spending budgets?

  • Social media advertising is the most popular advertising channel among SMB’s. Newspapers are #2. (Note, this does not measure the $ devoted to media, just the # of times it shows up in budgets in this survey.) Also notice Email is showing up in more than 50% of the budgets, SEM in nearly 50% of the budgets, and banners in more than 1/3rd.

4) What are local ad agencies recommending more of?

  • The top 3 channels that will receive stronger recommendations from agencies in 2018 and beyond are social advertising, streaming video and SEM. Enough said…

5) What marketing channels are receiving the greatest budgets in 2018?

  • While TV (broadcast and cable) may be obvious leaders here, the #3 ranked channel here is SEM. And a little further down the list shows that display banner ads is just about even with newspapers. Does that match our own local market recommendations?

6) Is Facebook’s effectiveness changing?

  • The Russians are coming, the Russians are coming…so what! In spite of all the “noise” about what FB does or doesn’t do, local businesses feel Facebook is just as, if not more effective than ever before. Thus, their expressed desire to increase use of social media advertising.

What does this mean to me?

  • Local businesses are turning to targeted and trackable media, and are beginning to exclude media that doesn’t provide the same.
  • Social media advertising is used by a vast majority of local businesses, and continues to grow.
  • SEM remains a staple for many local businesses.
  • Video…know what is available and what works because local businesses will want to know.
  • Print remains in many budgets, but it simply plays a smaller role for SMB’s locally and across the country.

As a provider of local media services, a reliance on “print-first” is not where local businesses are living these days. It’s not in alignment with the way our customers are thinking today, and are headed tomorrow. As we move into our Q4 focus, 2018 Holiday schedules, and 2019 forecasts, digital channels (social, SEM, video, and targeted display especially) are the new leads in how we define our services. As a local representative, “digital-first” is not just a tag line. It’s a description of how our own customers are thinking today.


Quote of the week

“People don’t want to buy a quarter-inch drill. They want a quarter-inch hole.”

— Clayton M. Christensen


Your MOM Knows Best

  • BTB (Before The Blog) editions of the MOM online newsletter are now available on the About page, available from the menu in the upper right hand corner.
  • Check the menu navigation up top, it’s an easy access for reports and contacts that you will need to keep handy. These will be updated as we go. MOM knows all!
  • Want to follow MOM to be the first to hear about weekly updates Just follow MOM and you’ll 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.
  • Give MOM some feedback, rate any post, or leave a comment.
  • And your MOM is everywhere, available on ALL devices…desktop, mobile (Android & iOS), and tablet.
This is your MOM, at least at work that is.

Sales

NEW-World Series of Sales

Starting October 1 and ending November 4, GateHouse EAST will play GateHouse WEST to determine WHO IS THE BEST!

Each week, GateHouse EAST and GateHouse WEST (each) will award up to $750 based on most revenue and most points. All details are spelled out on the attached internal contest sheet, (click on the graphic to the left.)

  • Home Run 6-month contracts will earn 2 points, 4 points if the advertiser is NEW or has not advertised in 90 days
  • Grand Slam 12-month contracts will earn 4 points, 8 points if the advertiser is NEW or has not advertised in 90 days

Good luck GH EAST!

NEW-Special New Account ThriveHive Pricing For Hurricane Florence Relief 

  • We have additional NEW pricing considerations here for new accounts coming out of Hurricane Florence. Use this pricing for new business, include in your proposals. Let’s help businesses in our communities to get the word out that they are IN BUSINESS!. (Document restricted to CNC sales.)

NEW-OnTarget Audience Request Form…Now Required (This is a new form for Wilmington.)

All targeted display campaigns that will be part of proposals will be required to be submitted with the Audience Request Form effective 10/1/18. This means that any targeted display component you are recommending in sales proposals should be planned using the Audience Request Form, ahead of time.

  • These forms should be completed prior to sale, not after the sale.
  • They can, and should, be used for proposals and to aid in closing proposals.
  • Newspaper O&O inventory can be included as a part of the overall audience request for these plans.

NOTE: This form is NEW for Wilmington. The previous form that was available for Wilmington will no longer be used. 

Here is a link to the most recent format of this form. Please add to your bookmarks.

UPDATE-Digital Pipeline Review…Ongoing. 

  • 28-day (for forecast closes) digital pipeline is pulled and posted on the drive…daily. This will show the number and status of all digital opportunities
  • Pipeline is reviewed to see what we all can do to help support sales teams and customers to come to agreement quickly with prescribed solutions.
  • The review will also tell us where we are in the SITRW process to support efforts from opening, to CNA, to solutions, presentation, and close.

If you receive an inquiry, it’s just part of an overall effort to help our total effort!

NEW-CRM Field Added To Note SITRW (Selling In The Real World) Activity

  • A new field has been added to the input in Sugar CRM to note SITRW activity. Instructions are forthcoming as are training sessions. If you note this field while inputting new opportunities, it is to be checked SPECIFICALLY for SITRW progress, only. More to come.

UPDATE-ThriveHive Deploys Strategic Accounts Team Regionally, Added Support for Verticals

The TH Strategic Account team is established to provide specialized focus to those businesses that are the most digital dependent. Jackie Olson from ThriveHive is our representative on the Strategic Account Team. Among the categories of business that this team will be watching are…

  • Higher Education
  • Healthcare
  • Real Estate Firms (not independent agents)
  • Lawyers
  • Home Services (with a fleet of 8+ vehicles): HVAC, Plumbers, Pest Control,
  • Landscaping
  • Financial Institutions (i.e. Banks, Credit Unions, Loans)

In addition we are also going to be reviewing the TOP 25 ACCOUNTS in all properties, regardless of category of business. We are beginning to review these accounts in all markets to determine strategies to improve digital performance…for customers and for you.  

The process for engaging Jackie and this team will be simple and is outlined here, just for guidance.

UPDATE-Digital Rate Card changes for Wilmington and ENC.

New digital rate cards are available now. Please access the new rate cards and keep them close for access. New cpm’s and base campaign minimum’s are in effect immediately. The new rate cards are available here.

IMPORTANT UPDATE-Coastal NC Promotion Intake and Set Up Forms (Wilmington & ENC)

Please pay close attention…use these forms at will, depending upon the sales stage you are at currently.

  1. PROMOTIONS INTAKE FORMthis is a form you will want to reference BEFORE you have made a sale. 
  2. PROMOTIONS SET UP FORMthis form should be completed AFTER the sale.

Both of these forms are easy to find, please bookmark them in your version of My Drive. We will also make sure they are linked to MOM on a regular basis.

UPDATEGH Presentation Template

All presentations to follow the GH template, immediately please.

  • REAL presentation is available here to view how this template, and ready-to-use ThriveHive slides can be used.

UPDATE-ENC and StarNewsMedia reports are on MOM (Including Campaign Reports)

See the Reports page, from upper right menu of MOM!

  • ENC and SNM Campaign reports
  • ENC and SNM Monthly O&O Audience reports
  • GateHouse inventory availability (all sites)
  • ENCO&O Rich Media Calendars
  • ENC Front page sticky note calendars

Training

UPDATE-Registration Is Open for October Digital Rollout

Please register for the October Digital Rollout  Webinar on the ThriveHive training website. Dates and times for this webinar are Thursday October 25th 1-2:15pm EST and Friday October 26th 10-11:15am EST. You need only attend one webinar.

And don’t forget, the recording of the September rollout  is also available on the training site.

UPDATE-Monthly Digital Dives…”Java with Jen!”

Starting on October 24, we will be holding an extended Wednesday sales webinar, 9 to 10 focusing on specific areas of digital products and how best to apply with local businesses. You will receive NEW login instructions for these sessions, that will supersede our regular webinar log in’s.

These sessions will be interactive, led by Jen McKay from GateHouse. And we are using Zoom, so you will need to have your digital camera’s in operation. If you do not have a separate digital camera, please have your laptops open in front of  you. Using this will help our engagement and provide y’all with much better opportunities to take to the field.

First session…Wednesday, October 24.

UPDATE-GateHouse Sales Training Center

The GateHouse Sales Training Center is where you can find links to all training materials, web pages and training decks for just about anything we need to know.

  • Need to know more about OnTarget? This is the place.
  • Need to know more about working with Google Apps? You’ll find it here.
  • Need to know where past monthly update decks can be found? This is the right place.

Bookmark the Training Center, this is the FIRST place to access when you have a question about a product or tool we have.

UPDATE-Google Digital Sales Certification

If you have not done so already it’s time to upload your certificate in the GH LMS. Instructions for how to do this are here.

Please make sure you upload your certificate.


Good To Know

(Impress your friends, your clients, and your MOM…you may not know it all but you are trying.)

  • GateHouse Media continues to grow, purchasing the Oklahoman Media Company. The Daily Oklahoman, a 100,000+ circulation daily in Tulsa, Oklahoma has a long history of excellent service and sales. This is important news even for local NC customers, because our ability to grow provides stability and strength for the long-term in all GH markets. Spread the word! More here on NewsOK.com.
  • Outdoor Advertising (Billboards) are showing some life. Adding targeting and programmatic technology to billboards is injecting some new potential into the billboard media industry. This is an interesting take on a legacy media, not unlike everything you see and here within the newspaper industry. Interesting reading here on Recode.com.
  • Want to help local businesses with tips to get ready for the holidays? Here’s some good ideas, even if they do come from a competitor. These are good suggestions, all local businesses can benefit from preparation now for the holidays to come. Check it out on AdTaxi.com/blogroll.