STOP SELLING ADS PART III

 

This is the third time around for this message, same focus, new data. In the Feb. 6, 2017 issue of MOM, (Google newsletter version) and again on July 17, 2017 on this blog, the idea of moving away from “advertising” in favor of marketing “services” was discussed. A new set of data recently discussed at the Colorado Press Association’s annual conference reinforces this more than ever.

The Marketing Iceberg

Presenting  to the attending members of the converence, Gordon Borrell, of Borell Assoc. discussed the conept of the “marketing iceberg.” (In due respect to Mr. Borrell, this is only about the numbers he presented, he deserves to discuss his narrative.)

The whole idea of an iceberg (you remember Leo DiCaprio, Kate Winslett, Titanic…spoiler alert…they sink) is that what you see is NOT what you get. There’s a whole lot else going on under the surface.

The marketing version of this concept is simply this…what we see, what traditional media sales personnel intuitively reach for, represents only 16% of the overall marketing spend going on today. Here’s the numbers, in billions of dollars making up the marketing iceberg.

  • Advertising-$316.7 billion
  • Promotions-$830.9 billion
  • Digital Services-$661.4 billion
  • Offline Services-$117.6 billion

There is nothing wrong with claiming our rightful stake of what amounts to a pretty large sum, $300 billion is nothing to sneeze about.  But this is still less than 1/5th of the total dollars devoted to marketing. And that piece continues to be more elusive than ever, moving either to DIY tools or migrating to services. And Digital Services continues to be one of the fastest growing components of this ever changing iceberg. Coincidentally, it also happens to be an area in which we are receiving the strongest support and training for our efforts to help local businesses succeed.

Do we really mean we should STOP selling ads?

Nope! Advertising continues to be a strong driver of success for local businesses. Nobody should STOP recommending great ads as a component of an overall solution. More appropriately, the message here is to stop LEADING with ads in our regular dicussions with local businesses. If advertising represents just 16% of an overall marketing category, why would it be the one area on which we limit our discussions? And for that matter, why wouldn’t we lead with Digital Services, or Promotions? There are various reasons why we, i.e. local media representatives, don’t lead with these more prominent marketing disciplines. Maybe it’s habit, a lack of confidence in our understanding or services or promotions, or it’s because local businnesses don’t look at us as a full-service provider, and changing their perception is a little bit harder.

The common thread above is that all the reasons in the world that would prevent us from leading with digital services or promotions in our every-day marketing conversations are well within our power to change. We stopped being ad sales reps a long time ago. And local businesses stopped relying solely on ads to drive their success a long time ago also. True, GateHouse Media publishes more daily newspapers than any one else in the US. But that only allows GateHouse Media (i.e. StarNews Media, ENC Media Group) to have more wholistic marketing discussions with local businesses than anyone else in the US. And having those discussions is within our power.

No, don’t stop selling ads. But just remember that what’s below the surface is much larger. Local businesses have already figured that out. Leo would be proud.


Quote(s) of the week

“The greatest danger in times of turbulence is not the turbulence—it is to act with yesterday’s logic.”

― 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 in the upper right, it’s an easy access for reports and contacts that you will need to keep handy. These will be updated as we go, but you should be able to find links, names, and phone numbers that you need on a regular basis. Depend on MOM as your in-house directory.Your 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-Priorities (4 priorities for the week)

  • April Catch Up Bundles
  • ThriveHive-2 NEW sales this month
  • New Business Development (100 in 100)…something to fit with every initiative!
  • Best of the Best

UPDATE!-100 Businesses in 100 Days

We are on our way…congratulations to Tyler Beaman for the latest close in our 100 Accounts in 100 Days contest. Check the scorecard here. Sales guidelines are located here.

UPDATE! Internal Sales Calendar-WILMINGTON & ENC

  • This is an INTERNAL calendar, to be used for scheduling sales activity and planning. Customer facing calendars are being prepared quickly.

UPDATE! O&O Sell-thru…70% Goal

  • NewBernsj.com and Kinston.com are both showing up at 70%+ sell thru this week…congratulations! Starnewsonline is not far behind. Nice job. Sell thru report for CNC sites is available, check the AdOps page from the upper right corner menu of this blog.

 


Training

NEW!-New from Facebook Regarding Partner Categories (3rd party targeting)

  • With FB under such scrutiny, our local clients depand on us to know the latest scoop on the largest social media network in the world. They also expect to know what we are doing about keeping up with changes. Please check out this latest update on the TH/GH training website.

NEW!-Mobile Search Results Are Changing on Google

  • Mobile SERP’s are changing. This is in line with the “mobile first” effort that Google is rolling out. THIS IS IMPACTING EVERY CLIENT WE WORK WITH IN OUR MARKETS! Just like with FB, local clients want to be assured that we know what is going on and can help them. Please check out this latest update on the TH/GH training website.

UPDATE!-April Digital Updates from GateHouse and ThriveHive, register today!

  • The April Digital Updates from GH and TH will take place on Thursday April 26th 1pm EST or Friday April 27th 10am EST. Make sure you make you register on the ThriveHive training website.

UPDATE!-Are You Using Your iPad?


This week! Have a presentation ready for practice. Training still ongoing.

 

 

 


Events & Promotion

UPDATE-B.Y.O. (Build your own) Promotion

If a business has something to offer as a prize, it’s a Promotion!

Want to add a sweepstakes to any ad campaign? Want to help a local business add to their database of customer leads? Want to provide a great branding campaign to a local business? This is an easy way to add great marketing exposure to any current advertiser’s program, for a fraction of the cost. And it also results in a $1000 promotion! (Available to any $500/month or more advertiser. )

We will create a quick sweepstakes for any existing advertiser, that will result in a $2,500+ marketing campaign. Total cost to the advertiser is $1000. Why not start out with a Wood Ducks ticket sweepstakes? Or have your client add their own give away (min. value $100.) We will add in promtional media that includes the following:

  • Targeted Display
  • Quarter Pages
  • Facebook Post
  • Logo on ads
  • Email to our registered database
  • Logo recognition on all promotion
  • Database Opt-in

Let’s take a look at your up to date CNA and we will create a great sweepstakes that will turn a $500 campaign into one valued at $2,500!

Promotions

  • Batter’s Up ENC Power Hitter Promotion-Wood Ducks Tix (Live in New Bern and Jacksonville, still open in Kinston.)
  • Memorial Day Photos
  • Mother’s Day Sweepstakes
  • July4th/Patriotic Sweepstakes

Design your own…just ask!

Promotions in CRM

  • All Promotions will have campaigns in Sugar CRM.  Be sure to link any opportunities to those promotions
  • When entering an end date for an opportunity, be sure that you use the deadline for the promotion.
  • If you have questions, contact Alissa

encmedialive.com

Look for more on the following…

  • Best of StarNews Varsity Awards
  • New Bern Home & Holiday Show
  • 2019 New Bern Bridal Show

 


AdOps

ENC and StarNewsMedia reports are on 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

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


Marketing

Pie Chart of the Week-Tourist Attractions

Attracting tourists is a digital game!

If we are spending time trying to sell a local newspaper ad campaign to a venue that attracts tourists…frankly we are waisting our time. Just think, tourists SEARCH for places to go, things to do. And tourists are not our readers of our owned local media. Far and away, the best way to reach this type of audience is a strong digital campaign.

Borrell’s survey bears this out. Just look at where the dollars are spent.

  • Online-69%
  • Radio-17%
  • Direct Mail-6%
  • Out of Home-5%

 

 

 

And when we look at where those online dollars are being spent, the idea of “being found when users are looking” is front and center.

  • General Search-35%
  • Listings Search-24%
  • Targeted Dislay-21%
  • Online Video-16%

Note that online video is one of the top four areas of spending here, no surprise. Tourist attractions use visuals to attract their audience.

 

These facts and images were included in a recent presentation for a 2-location funeral home in our market. If you’d like to see it, give me a shout.

 ENC Media Group Brochures

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.

StarNews Media brochures and regionally focused Coastal North Carolina Group brochures are currently in the works. Look for them in Q1!

 

 


Good To Know

  • GateHouse buys Ohio! Ok, so maybe not the entire state of Ohio, but GateHouse has purchased the Akron Beacon Journal, whose web presence is Ohio.com. This was announced just last week, on the heels of several other major purchases. GateHouse now operates 640 community publications and more than 560 websites and continues to publish more daily newspapers in the US than anyone else. The story on this purchase is here on Ohio.com.
  • GoogleMyBusiness ads more features and options for local businesses. Everyone knows that SMB’s should claim their listing on GoogleMyBusiness, right? Well once they do, what do they do with it? Too many do little. Google has added more options for local businesses to add a menu of services, allowing businesses to show more on organic searches. In turn, this will allow consumers to find businesses using this option much more quickly. This is something local marketing experts need to know. So here’s your chance to catch up on this new feature, on SearchEngineLand.
  • 89% of US adults use the Internet. What do the remaining 11% know that I don’t? That’s right, 11% of US adults DON’T use the internet. Why? Well some of it is demographic, some of it is economics, some of it is geographic. But it’s important to remember, even those demo’s that we presume ARE NOT a digital audience, like seniors, are very digital. In fact, almost 2/3’s of those that are 65+ use the internet. It’s important we know the facts and can use them to help local businesses. So here you go, here’s the latest metrics on internet use, from pewresearch.org.

 5MQ (Five Minute Quiz)

Taking a break…back next week.

BEST OF THE BEST IS MORE THAN A ONE-TIME THING

 

Kicking off this year’s Best of the Best in our Coastal North Carolina markets, marks a number of changes in how we are going to market with this special publishing event. It also is dawn of a new brand in each of our respective markets. We have discussed several of the changes already. It’s important to note here how these changes will impact our efforts, our media, and our local markets.

  1. This is absolutely the biggest community engagement event of our entire year for our media properties. The addition of the nomination round, is an opportunity for every member of our communities to express their support of local businesses. It will be very important that we help local businesses understand just how important this round is. In order for any business to even be considered one of the Best of the Best, they HAVE TO BE ON THE BALLOT. There are no write ins beyond the nomination round.
  2. ENC has added almost 100 sub-categories to the voting ballots compared to last year. There are more opportunites for businesses to be named a finalist in Best of the Best. That means ENC sales team will need to be reaching out and touching more new businesses than ever before. Our local business communities deserve this, and every single local business deserves a chance to campaign for their respective sub-category(s).
  3. In Wilmington, we have much more advance notice than ever before…and a firm schedule that will allow all local businesses an opportunity to participate. We can reach out and touch every business in our reach for their chance to campaign for their spot(s) on the ballots.
  4. There will be a significnatly increased marketing effort to the community about the changes in this year’s Best of the Best. This marketing effort will be seen vividly by all local businesses. That will remind them just how big Best of the Best reallly is to the local community.
  5. And the events that are tied to Best of the Best make this a virtual community block party. We will not only be publishing the Best our communities have to offer, but we will be celebrating it LIVE. This is entertainment, this is celebration, and all togetther it is much bigger than anything we have ever produced in any of our local markets.
  6. This year’s Best of the Best is the launch of a new consumer brand in our respective markets. This brand, Best of the Best Jacksonville, Best of the Best Kinston, Best of the Best New Bern, and Wilmington’s Shore Picks will be part of the presenece in our respective markets 12 months of the year! Winners and finalists of this year’s events will be featured on our websites all the way through until next year’s winners are chosen. And 2018 finalists will be able to take advantage of unique Winner’s Rewards opportunities available only to them. Best of the Best will resonate for the entire year.
  7. Last, and definitely not least, Best of the Best offers a real opportunity to speak to NEW businesses, or local SMB’s whom we may not see regularly. Best of the Best nomination round packages provide the very best “call opening” we can ever create. So this is our chance to start constructive conversations with more SMB’s for which we can provide services…just another reason why Best of the Best has year-round impact.

So as we move forward with Best of the Best in our markets. we owe it to every business owner to make sure they are aware of the opportunity. Our regular customers will obviously want to be involved. But evey business owner dserves the chance to stake their claim. Remember, all sales materials are available now, and will be updated if needed. Good luck to all, and let’s make 2018′ edition, the Best of the Best of the Best!


Quote(s) of the week

“Things may come to those who wait, but only the things left by those who hustle.”

― Abraham Lincoln


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 in the upper right, it’s an easy access for reports and contacts that you will need to keep handy. These will be updated as we go, but you should be able to find links, names, and phone numbers that you need on a regular basis. Depend on MOM as your in-house directory.Your 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-Priorities (4 priorities for the week)

  • Discover Mags
  • ThriveHive-2 NEW sales this month
  • New Business Development (100 in 100)…something to fit with every initiative!
  • Best of the Best

UPDATE!-100 Businesses in 100 Days

We are on our way…congratulations to ouor newest 100 in 100 Days sellers, Betty Beaudreau in New Bern and Alissa Garfinkel in Jacksonville! Check the scorecard here. Sales guidelines are located here.

UPDATE! Internal Sales Calendar-WILMINGTON & ENC

  • This is an INTERNAL calendar, to be used for scheduling sales activity and planning. Customer facing calendars are being prepared quickly.

UPDATE! O&O Sell-thru…70% Goal

  • NewBernsj.com and Kinston.com are both showing up at 70%+ sell thru this week…congratulations! Starnewsonline is not far behind. Nice job. Sell thru report for CNC sites is available, check the AdOps page from the upper right corner menu of this blog.

 


Training

NEW!-April Digital Updates from GateHouse and ThriveHive, register today!

The April Digital Updates from GH and TH will take place on Thursday April 26th 1pm EST or Friday April 27th 10am EST. Make sure you make you register on the ThriveHive training website.

NEW!-Total Website Plus Includes New Added Features

With the entry price point, clients can now have 1000 email contacts in Guided Media Platform (GMP), instead of just 500. The modest rate of $5 per month for 500 extra contacts is still an add-on clients can self-service purchase through the GMP with their credit card Drip Email Marketing is no longer $5 per month! It is included with every Total Website Plus investment. Please review on the GH/TH training website

UPDATE!-Are You Using Your iPad?

This week! Have a presentation ready for practice. Training still ongoing.

 

 


Events & Promotion

UPDATE-B.Y.O. (Build your own) Promotion

Want to add a sweepstakes to any ad campaign? Want to help a local business add to their database of customer leads? Want to provide a great branding campaign to a local business? This is an easy way to add great marketing exposure to any current advertiser’s program, for a fraction of the cost. And it also results in a $1000 promotion! (Available to any $500/month or more advertiser. )

We will create a quick sweepstakes for any existing advertiser, that will result in a $2,500+ marketing campaign. Total cost to the advertiser is $1000. Why not start out with a Wood Ducks ticket sweepstakes? Or have your client add their own give away (min. value $100.) We will add in promtional media that includes the following:

  • Targeted Display
  • Quarter Pages
  • Facebook Post
  • Logo on ads
  • Email to our registered database
  • Logo recognition on all promotion
  • Database Opt-in

Let’s take a look at your up to date CNA and we will create a great sweepstakes that will turn a $500 campaign into one valued at $2,500!

Promotions

  • Batter’s Up ENC Power Hitter Promotion-Wood Ducks Tix (Live in New Bern and Jacksonville, still open in Kinston.)
  • Memorial Day Photos
  • Mother’s Day

Design your own…just ask!

Promotions in CRM

  • All Promotions will have campaigns in Sugar CRM.  Be sure to link any opportunities to those promotions
  • When entering an end date for an opportunity, be sure that you use the deadline for the promotion.
  • If you have questions, contact Alissa

encmedialive.com

Look for more on the following…

  • Best of StarNews Varsity Awards
  • New Bern Home & Holiday Show
  • 2019 New Bern Bridal Show

 


AdOps

ENC and StarNewsMedia reports are available on the drive

  • 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

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


Marketing

Pie Chart of the Week-Funeral Service Providers

Funeral Homes are an excellent example of targeting their ad dollars.

 

While 43% of their spending is devoted to digital, making up the largest segment of their budgets, that is slightly under the average for all SMB’s in the market. The 2nd and 3rd most popular channels are Local TV and Newspaper. These media channels tend to be consumed by an older audience, exactly the primary target for this business segment these days.

  • Online-43%
  • Local TV-22%
  • Newspapers-20%

 

Bud digging deeper into the online channel, this category provides a surprise that is not seen very often. The largest amount of their online spending is devoted to listings search. This means that these businesses REALLY need to be found when someone is searching. So it makes sense that SEM is #2 in their online demands.

  • Listings Search-30%
  • General Search-29%
  • Targeted Display-23%
  • Online Video-14%

And another surprising fact about local funeral homes in our markets…their average annual ad spend per employee is a significant $5,399.

What does this mean to me? Print alone won’t cut it for this business category. And the solutions we create that will resonate the most, will be robust. 

These facts and images were included in a recent presentation for a 2-location funeral home in our market. If you’d like to see it, give me a shout.

 ENC Media Group Brochures

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.

StarNews Media brochures and regionally focused Coastal North Carolina Group brochures are currently in the works. Look for them in Q1!

 

 


Good To Know

  • Digital ad prices continue to rise. Our own cpm’s are very much in line with the market across the country. While our own inventory is premium and targeted resulting in higher cpm’s overall, those cpm’s continue to increase as do those across the country. Read the whols story, here at eMarketer.
  • GateHouse make a non-newspaper acquisition, focusing on the auto industry. GateHouse recently purchased all the assets of Online Automotive Solutions, a tech-enabled video, data and auto-focused inventory solutions provider. OAS has been a technology partner to recognizable media names  such as Cars.com, Chicago Tribune Company, Vehix.com and Sun-Sentinel Publishing Company, as well as direct to a large number of auto dealers. This purchase shows the importance of the auto vertical to GateHouse, as well as the importance of investing in strong ad tech solutions. More on this on the GateHouse Media website.
  • GateHouse closes on the Palm Beach Post. With a circulation of 80,000 daily/102,000 Sunday, the Post will be a strong addition in the fast growing Florida market. More on this on the GateHouse Media website.

 5MQ (Five Minute Quiz)

Taking a break…back next week.

WHY?

What is the most important question we need to answer for a business? When? How much? Where? This is the small stuff. Of course a business wants to know the answers to these questions. And too often we lead with this information. But all of these miss the point. All of these really miss the point, and prospective clients may not even listen to the answers to these questions until we answer the most important one.

WHY?

Why should a local business care about our ideas? Why is it important to me? Why is it going to make a positive difference my business life? Why should I care? Why…is something that one of the greatest sales execs of all time, Steve Jobs, considered when developing great new products. Read more about this here. 

Local businesses are real people. They don’t really care about things like programmatic advertising, customer engagement, share-of-voice, household penetration, etc. They care about their lives. The most important thing that we can consider is why…why should the local business woman or man care about what we are proposing.

Steve Jobs once said that people don’t want to know about computers; they want to know how computers will help them live better. “You’ve got to start with the customer experience and work back toward the technology–not the other way around,” Jobs said.

 

As we move forward with TRANSFORMING our sales approach, and improving the way we communicate with local businesses, we should think like Steve Jobs. The best and most effective marketing solutions will be left untouched unless they start out with WHY a local business should care about them. Our efforts to bundle and price solutions at an affordable level will never be considered unless we are able to communicate WHY they should matter to the local business owner. Starting out with WHY is what sales transformation is all about.

When we consider role models to follow, Steve Jobs is not a bad choice. Why should we care? Because our goal is impacting local business owners and their businesses. And we won’t be successful unless we can show them WHY they matter to them…first.

 

 


Quote(s) of the week

“You can’t just ask customers what they want and then try to give that to them. By the time you get it built, they’ll want something new.”

― Steve Jobs


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 in the upper right, it’s an easy access for reports and contacts that you will need to keep handy. These will be updated as we go, but you should be able to find links, names, and phone numbers that you need on a regular basis. Depend on MOM as your in-house directory.Your 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-Priorities (focus…focus…focus)

  • Travel the Carolinas
  • ThriveHive-2 NEW sales this month
  • MyMags & Port City Life
  • New Business Development (100 in 100)…something to fits with every initiative!

NEW-100 Businesses in 100 Days

100 NEW BUSINESSES IN 100 DAYS starts TODAY! Look for sales incentives separately. Guidelines are here.

UPDATE! Internal Sales Calendar-WILMINGTON & ENC

  • This is an INTERNAL calendar, to be used for scheduling sales activity and planning. Customer facing calendars are being prepared quickly.

UPDATE! O&O Sell-thru…70% Goal

  • Sell thru report for CNC sites is available, check the AdOps page from the upper right corner menu of this blog.

 


Training

UPDATE!-Have you registered for JUMPSTART yet…for all MMSE’s!

This 6-day program creates an in-depth look at your existing book of business, challenges new techniques, and an overall “jumpstart” from your current position to improve performance (for you and the client.)

This new sales training for MMSE’s covers Consultative Selling, New Consumer Journey, Prospecting, Cold Calling, Effective CNA’s, Building Powerful Presentations, Delivering/Closing, Basics of Digital Solutions

JUMPSTART will be held each month:

  • March 23rd – 30th
  • April 20 – 27th
  • May 18 – 25th

You can register for the March session here: ​​https://goo.gl/forms/fOYYyoQ5Dxp4Ccq93. But don’t wait, March Registration will close on MARCH 12th​ by EOD, and all classes will be capped at 40 participants.

Your time commitment for this great new training program are as follows:

  • 1 hour, daily, LMS Learning (self-paced)
  • ​Daily assignments/activities to reinforce application of self paced content
  • 4 live Zoom calls with Cody Flowers (Friday, Tuesday, Wednesday, Friday)
  • Pre- and post- manager call required (review expectations and manager track) ​
  • 30 minute manager-led coaching, daily

All existing ENC and SNM MMSE’s will be expected to enroll in this, so don’t wait. (New hires need not enroll in JUMPSTART, there is a separate training program just for you.)

NEW!-March Digital Updates from GateHouse and ThriveHive, register today!

The March roll outs will take place on Thursday March 22nd 1-2pm EST and Friday March 23rd 10-11am EST. Make sure you make your reservation today, on the ThriveHive training website.

 

UPDATE!-iPad Sales Presentation Training Coming to an Office Near You! (ENC & WILMINGTON)

Check your email this week for dates on Tablet Presentation “practice.” This is not going to be traditional training. Assume it will look and feel more like a chance to simply hone your skills. Make sure you have a presentation you are working on for these sessions. To kick this off, we will have quick sessions to review what an iPad presentation should include, how to give it, and how to upload. If you already know all of this information, great, you can help those that may be less familiar. It’s ok if you don’t know already, because you soon will!

 


Events & Promotion

Promotions

  • Batter’s Up ENC Power Hitter Promotion-Wood Ducks Tix
  • Memorial Day Photos
  • Mother’s Day
  • MCAS Air Show

Design your own…just ask!

UPDATE-Power Hitter Sweepstakes for Wood Ducks Tix

We will be giving away 4 tickets to a Wood Ducks game every week during the season, starting the last week of March thru the first week of September. This is a very simple promotion, sponsors will be able to capture a wide variety of names and emails, and will have an elevated presence in all marketing. Plus, your sponsor can contribute their own prize to increase participation raising the stakes of the sweepstakes. Just let us know what your client wants to donate, we will create the marketing plan. Call for assistance to help set up your promotion.

Tracking our progress…

  • All Promotions will have campaigns in Sugar CRM.  Be sure to link any opportunities to those promotions
  • When entering an end date for an opportunity, be sure that you use the deadline for the promotion.
  • If you have questions, contact Alissa

encmedialive.com

Upcoming Shows…

  • Home and Garden Show, Jacksonville – March 10th & 11th
  • Home and Garden Show, New Bern – March 17th & 18th

AdOps

ENC and StarNewsMedia reports are available on the drive

  • 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

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


Marketing

Pie Chart of the Week

 

Ad Agencies…friend or competitor?

According to a survey conducted by Borrell Associates, ad agencies identified local media companies as their biggest competitor! This should not be surprising given the breadth of solutions that we can now offer, the training and the resources we have at our disposal.

What does this mean to me? Ad agencies work very hard and do great work. But remember who the presentation is about, and what the goal of the “advertiser” really is. In other words, the agency is NOT the advertiser.

ENC Media Group Brochures

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.

StarNews Media brochures and regionally focused Coastal North Carolina Group brochures are currently in the works. Look for them in Q1!

 

 


Good To Know

  • Google; “mobile first” ranking. What is it and what does it mean? Google;s new “mobile first” ranking is being phased in for all websites. This means that a business’s mobile site will determine how Google ranks the ranking of a site on its SERP’s. The process will be slow but it means that mobile sites will need to be viewed as the primary digital storefront for all businesses. What does mobile first ranking mean? Take a look at SearchEngineLand for the answers.
  • Customer reviews are important, but local businesses should watch out how they get them. The importance of reviews from consumers cannot be understated. Google relies on them in determining search ranking. And on other directories, they help local businesses stand out against the competition. While it’s ok to ask for reviews, local businesses should not incentivize consumers to obtain them…Google is watching! A law firm in Louisville, Kentucky, Winton & Hiestand Law Group, had the vast majority of its reviews on Google removed after it was discovered that the firm was incentivizing people to review the business with contests and giveaways. Check out the details on this story on SearchEngineLand, and make sure our local businesses are earning their reviews, the hard way.
  • What delivers more site visits…search or social? In recent years, social has been a growing influence in delivering site visits for businesses. In fact, social has been delivering MORE site visits in the past few years. However, in 2017, for the first time since 2014 search owned a larger share of visits over social. And you might be able to blam “Fake News” for that. See more about this trend here in SearchEngineLand.

 5MQ (Five Minute Quiz)

Taking a break…back next week.


TRAINING IS NOT A DIRTY 8-LETTER WORD

Training…training…training…that is just about all we seem to be talking about. Is it really all that necessary? If you look at how much the newspaper (ahem…mutlimedia) world has changed, and how consumers have changed their habits, the answer is yes.

This week’s edition of MOM is chocked full of new and updated training information, dates, and plans. All of these are needed. But all of them are aimed at one thing only…improving our ability to deliver great solutions to our local customers.

Of course our “products” have changed and some of our training is to keep us up to speed with new product attributes. But more important, is the ability to better communicate the value of new products and services, and the ability to deliver the same.

Check out the training section of today’s MondayOnlineMemo. Make your plans to climb on board. Every one of us will need to focus on improving our knowledge. But we are expected to NOT just because the training department wants to stay busy. We are expected to because local businesses in our markets need new and improved ways to find customers, keep customers, and communicate with those new customers. And we need to know more about reaching and communicating with local businesses.

See you in class!


Quote(s) of the week

“Learn as if you were not reaching your goal and as though you were scared of missing it”

― Confucius


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 in the upper right, it’s an easy access for reports and contacts that you will need to keep handy. These will be updated as we go, but you should be able to find links, names, and phone numbers that you need on a regular basis. Depend on MOM as your in-house directory.Your 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-Save the Date

CNC Q2 Kick off set for March 8, 9:30 AM – 11:00 AM, at the Jacksonville/Onslow Chamber of Commerce. See you on Thursday!

UPDATE! Sales Priorities… 

  • Hoops
  • My Mags
  • Port City Life
  • Travel the Carolinas
  • Parade of Homes (Wilmington) coming soon
  • ThriveHive OnTarget new service levels!

 

UPDATE!-iPad Sales Presentation Training Coming to an Office Near You!

Over the next few weeks, you will be able to practice with your iPad giving your own presentations in 1 on 1’s and with a group. To kick this off, we will have quick sessions to review what an iPad presentation should include, how to give it, and how to upload. If you already know all of this information, great, you can help those that may be less familiar. It’s ok if you don’t know already, because you soon will! Look for dates on this soon!

UPDATE! Internal Sales Calendar

  • This is an INTERNAL calendar, to be used for scheduling sales activity and planning. Customer facing calendars are being prepared quickly.

UPDATE! O&O Sell-thru…70% Goal

  • Sell thru report for CNC sites is available, check the AdOps page from the upper right corner menu of this blog.

 


Training

NEW!-Introducing JUMPSTART, new sales training for current MMSE’s!

This 6-day program creates an in-depth look at your existing book of business, challenges new techniques, and an overall “jumpstart” from your current position to improve performance (for you and the client.)

This new sales training for MMSE’s covers Consultative Selling, New Consumer Journey, Prospecting, Cold Calling, Effective CNA’s, Building Powerful Presentations, Delivering/Closing, Basics of Digital Solutions

JUMPSTART will be held each month:

  • March 23rd – 30th
  • April 20 – 27th
  • May 18 – 25th

You can register for the March session here: ​​https://goo.gl/forms/fOYYyoQ5Dxp4Ccq93. But don’t wait, March Registration will close on MARCH 12th​ by EOD, and all classes will be capped at 40 participants.

Your time commitment for this great new training program are as follows:

  • 1 hour, daily, LMS Learning (self-paced)
  • ​Daily assignments/activities to reinforce application of self paced content
  • 4 live Zoom calls with Cody Flowers (Friday, Tuesday, Wednesday, Friday)
  • Pre- and post- manager call required (review expectations and manager track) ​
  • 30 minute manager-led coaching, daily

All existing ENC and SNM MMSE’s will be expected to enroll in this, so don’t wait. (New hires need not enroll in JUMPSTART, there is a separate training program just for you.)

NEW!-March Digital Updates from GateHouse and ThriveHive, register today!

The March roll outs will take place on Thursday March 22nd 1-2pm EST and Friday March 23rd 10-11am EST. Make sure you make your reservation today, on the ThriveHive training website.

UPDATE!February Digital Updates from GateHouse and ThriveHive, recorded

The monthly GateHouse/ThriveHive Digital Rollout webinar will take place later this week. If you have not registered yet do so TODAY! Two dates to choose from…

  • Thursday, February 22nd from 1pm-2pm EST
  • Friday, February 23rd from 10am-11am EST

Register today on the TH training website

NEW! Google Infographic, Travel

  • Price is the most important aspect that consumers think about when shopping for travel destinations.
  • Most people DON’T KNOW where they really want to go when they start searching for travel destinations.Consumer Tech shoppers consult over 11 sources for information before buying.
  • 61% percent of travelers use the internet for leisure trip inspiration
Google Infographics are available on the ThriveHive Training website. 

These graphics are great to add to any presentation that fits the category. Clients love the information, and this is a great way to give all presentations a professional look.  

UPDATE!OnTarget, Lower Minimum Entry, New Service Levels 

OnTarget is now available for as little as $100 a month. Of course this means a lower number of impressions, but a smaller targeted campaign may be just what a local business needs for a short period of time. Service levels available with various levels are different so you will want to pay close attention to what is included with each level.

We have extracted the OnTarget training from the January roll out and uploaded to the drive. Save this short OnTarget presentation to your version of My Drive and keep it handy, print it out for reference. Every one of our clients can likely use a good targeted campaign. This is a great opportunity to flex more of our digital muscles for our local businesses.


Events & Promotion

Promotions

  • College Hoops
  • Batter’s Up ENC Power Hitter Promotion-Wood Ducks Tix

Design your own…just ask!

College Hoops

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 improvement

UPDATE-This Is Big! 2018 College Hoops Challenge

With thousands of people watch March Madness… why not give our advertisers a taste of that audience?!

Advertisers will also have the chance to win great Tournament Tix!

  • Advertisers get chances based on their promotion purchase
  • These prizes are worth $1000’s! Every business in our region will want to know more!

 

 

Ways to suggest use of tickets:

  • Incentive for their employees
  • Run an in-store promotion to give away to a lucky shopper
    • We can run a promotion to give them away for them
    • Great lead generation
    • High engagement
    • Increase social media awareness
  • They can use the tickets themselves to attend the exciting games in Charlotte, NC

NEW-Power Hitter Sweepstakes for Wood Ducks Tix

Series of baseball related promotions, different promotion monthly but one sponsor can take it all!

Reader engagement promotions…

  • April: Which stadium food are you?
  • May: Super Fan Photo Contest
  • June: Father’s Day Giveaway
  • July: Photo Contest (TBD)
  • August: Can we guess what baseball fan you are?

Information coming out soon, but don’t hesitate to contact me right away to start discussing your prospects!

Tracking our progress…

  • All Promotions will have campaigns in Sugar CRM. The titles will go as “CNC 2018…..” Be sure to link any opportunities to those promotions
  • When entering an end date for an opportunity, be sure that you use the deadline for the promotion.
  • If you have questions, contact Alissa

encmedialive.com

Upcoming Shows…

  • Home and Garden Show, Jacksonville – March 10th & 11th
  • Home and Garden Show, New Bern – March 17th & 18th

AdOps

ENC and StarNewsMedia reports are available on the drive

  • 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

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


Marketing

Borrell Research: Non-Ad Spending From INSIDE The Market, 2018

There are more dollars spent in “non” advertising than in advertising

  • PROMOTIONS make up 70% of this spending
  • This emphasizes the importance of the promotions to our local businesses, and to us.
  • Promotions fuel our digital revenue and your own digital sales.
  • Promotions fuel our ThriveHive sales

Call today if you need any help to develop a local promotion for your clients.

Here is a larger version of this pie chart, great for a quick presentation!

 

ENC Media Group Brochures

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.

StarNews Media brochures and regionally focused Coastal North Carolina Group brochures are currently in the works. Look for them in Q1!

 

 


Good To Know

  • SMB’s are faced with confusing decisions to make when deciding on their digital services. That is a considerable understatement. This is laid out in vivid form in StreetFightMag.com. The space has changed much  over the past few years, but what has not changed is that there are many players (our competitors.) Which is why it is so important for us to know our stuff…and to be able to explain it in a simple and confident nature. Want to see what local businesses see when they have to make these decisions? Check it out here.
  • Voice search…are local businesses ready? Ask Google, Siri, or Alexa a question about where to find the best cup of coffee. What do you think the answer will be? For now, you might not get a clear answer for a local business. But because voice search is becoming so prevalent, and voice search while you are driving in your car occurs so often, we will soon start “expecting” answers. What will this mean to local businesses? For now, SMB’s may not be prepared. What will they need to do? Read more about this on StreetFightMag.
  • Is my website optimized for voice search? And here is a little more on voice search. Today, there are 26 million homes with smart speakers. That number will jump by almost 50% in 2019. With so many voice searches occurring, are SMB websites optimized for the best results? Don’t worry, nobody expects any of us to be experts on this. But we can be prepared to discuss that it’s an important issue for local businesses. Here’s more on the subject from SearchEngineLand to keep you up to date on the subject.

     


 5MQ (Five Minute Quiz)

Deadline: Tuesday 2/20/18 @ 5:00 PM. Here is MOM’s Five Minute Quiz for today. Just offer your best answers, and we will review the results on the Wednesday Webinar.

This week’s 5MQ


GOOGLE IS YOUR FRIEND…AND THEY ARE BLOCKING YOUR ADS

 

Yesterday (yes on a Sunday), I received an email from a client. She was alarmed to read that Google is actually blocking ads from being seen. As a relatively new ThriveHive client, she was concerned that her digital display campaign would not reach the audience intended.

What is this all about? Last week, Google actively started blocking ads. What really happened is that the Google Chrome update that rolled out at that time included an ad blocker preventing some ads from being served, or seen by the audience. And with Google Chrome’s market share in excess of 60%, this means that more than half of any average audience might be affected.

Why is Google Chrome blocking ads? Isn’t that a little counter productive? Actually no! Google is in the business of making money. And they know well that online display ads are money makers. But they also know that ad blocking is a growing trend in the US. In fact, eMarketer predicts that by the end of 2018, nearly 30% of all web users will have some sort of ad blocking installed and in use. And by installing its own tool, the public may be less prone to installing some other type that might pull users away from its own browser.

There is another reason why Google is doing this. By forcing this issue, Google is actually helping police the internet. The basis for Google’s ad blocker (it’s actually a filter that will affect websites that allow four types of desktop ads and eight types of mobile ads that violate the standards established by a group called the Coalition for Better Ads.

So do I have to fight with Google to make sure customer ads are seen and not blocked? In a word, no. First of all, it’s a good thing for all of us, as digital experts, to know what constitutes an ad that might risk being blocked. Basically, this constitutes full-page pop-ups, blaring video pitches that start automatically and large ads with unstoppable countdown clocks that obscure the content you actually want to see. In short, this means that ads need to be designed well, rather than simply blaring out at the user. And because the Internet enables so many ways to “take over” a user experience, making sure that impacting that experience is done in a way that is not obstructive to the user is pre-eminent. So consulting with local businesses about what constitutes a good ad, is simply our job. And you also have ThriveHive behind you to back up your position.

What do I have to do? For the most part, ThriveHive has been in front of this for a while now. Since 2016, they have been utilizing a “Creative Audit” before any display ad goes live to a demand-side platform, (i.e. OnTarget). This creative audit reviews the ad, and insures it avoids restricted content, and functionality. All OnTarget orders are put thru this audit. In addition, all GateHouse and OnTarget templated creative options will conform to the standards observed by the Coalition for Better Ads.

Utilizing Audience Packages, and Audience Plus Packages, in addition to all the new ad templates being rolled out is the most effective and time efficient way to offer local businesses excellent creative service. And this will also guarantee ad functionality passes the test.

So what does this mean to me? Remember I started out by saying that I, personally, received an email from a client calling the ad blocking to my attention. This means that small businesses are being made aware that this is now a part of the internet. This client was concerned that the ad campaign we recently built for her would be blocked from the audience she wanted to reach. It will be easy for competitors to suggest that our digital display campaigns are no longer effective because of this. What we have to know is that GateHouse and ThriveHive are ahead of the curve. We are on the client’s side and are making sure that their marketing message is in front of the audience intended, unobstructed. And we need to be able to articulate this to  clients, which is exactly what I did!

As professionals, and digital experts, we need to be aware of what is going on. Local businesses will hear of the  growing trend of ad blocking, as they will hear about many emerging technologies and will want to ask us about them. This is our chance to flex our professional and digital muscles. Being aware of industry trends is kind of our job, because our client’s welfare is our job. They have questions, and we should be the ones to have the answers. Putting ourselves in that position will mean a guaranteed chair at the table the next time the customer wants to discuss the welfare of their business.

 


Quote(s) of the week

 “You have to expect things of yourself before you can do them.”
“Some people want it to happen, some wish it would happen, others make it happen.”
-Michael Jordan

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 in the upper right, it’s an easy access for reports and contacts that you will need to keep handy. These will be updated as we go, but you should be able to find links, names, and phone numbers that you need on a regular basis. Depend on MOM as your in-house directory.Your 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-Save the Date

CNC Q2 Kick off set for March 7, 9:30 AM – 11:00 AM. Location TBA, please reserve this time and date on your calendar.

UPDATE! Sales Focus Turns to Hoops!!!

For those that still need details on providing fantastic ad value to their local businesses, plus an opportunity to win tickets to the Quarter Finals in Charlotte, check out the Promotion section of today’s MOM.

 

UPDATE!-Get Your iPads Ready!

Get ready to make your presentations using your iPad. During the months of February and March we will provide tips, and ideas to help you deliver professional looking recommendations to clients. Are you using your tablet daily? 

Don’t forget about the Tablet Reimbursement Form. This is your chance to get top of the line tools adding to your success.

 

UPDATE! Internal Sales Calendar

  • This is an INTERNAL calendar, to be used for scheduling sales activity and planning. Customer facing calendars are being prepared quickly.

UPDATE! O&O Sell-thru…70% Goal

  • Sell thru report for CNC sites is available, check the AdOps page from the upper right corner menu of this blog.

 


Training

UPDATE!-February Digital Updates from GateHouse and ThriveHive, recorded

The monthly GateHouse/ThriveHive Digital Rollout webinar will take place later this week. If you have not registered yet do so TODAY! Two dates to choose from…

  • Thursday, February 22nd from 1pm-2pm EST
  • Friday, February 23rd from 10am-11am EST

Register today on the TH training website

NEW! Google Infographic, Technology (B2B and B2C)

 

  • Consumer Tech shoppers consult over 11 sources for information before buying.
  • SEARCH was reported as the MOST USEFUL SOURCE of information.
  • B2B TECH SHOPPERS rely on the Internet to make purchase decisions over any other source.

This graphic is available for download on the drive, here

Google Infographics are available on the ThriveHive Training website. 

These graphics are great to add to any presentation that fits the category. Clients love the information, and this is a great way to give all presentations a professional look.  

UPDATE!OnTarget, Lower Minimum Entry, New Service Levels 

OnTarget is now available for as little as $100 a month. Of course this means a lower number of impressions, but a smaller targeted campaign may be just what a local business needs for a short period of time. Service levels available with various levels are different so you will want to pay close attention to what is included with each level.

We have extracted the OnTarget training from the January roll out and uploaded to the drive. Save this short OnTarget presentation to your version of My Drive and keep it handy, print it out for reference. Every one of our clients can likely use a good targeted campaign. This is a great opportunity to flex more of our digital muscles for our local businesses.


Events & Promotion

Promotions

  • Tax Prep Sweepstakes
  • College Hoops
  • Batter’s Up ENC Power Hitter Promotion-Wood Ducks Tix

Reach out to Alissa about anyone you have in mind!

 

College Hoops

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 improvement

UPDATE-This Is Big! 2018 College Hoops Challenge

With thousands of people watch March Madness… why not give our advertisers a taste of that audience?!

Consumer Side

  • High Engagement
    • Over 17 Million viewers for NCAA Men’s Basketball National Championship
  • Participants make a bracket. Can re-enter on 2nd and 3rd round if bracket busts
  • Prizes for consumers: PS4 Pro, $1 Million cash prizes, and FatHeads

Advertisers Win too!

  • Each advertiser gets paired with a team
  • If team makes in each round, they win more advertising
    • Round of 16 – Eighth Page Ad
    • Round of 8 – Quarter Page Ad
    • Semi-Finals – Half Page Ad
    • Runner Up – Full Page Ad
    • National Champion – Double-Truck Ad

NEW! Advertisers will also have the chance to win great Tournament Tix!

  • Advertisers get chances based on their promotion purchase
  • These prizes are worth $1000’s! Every business in our region will want to know more!

 

 

Ways to suggest use of tickets:

  • Incentive for their employees
  • Run an in-store promotion to give away to a lucky shopper
    • We can run a promotion to give them away for them
    • Great lead generation
    • High engagement
    • Increase social media awareness
  • They can use the tickets themselves to attend the exciting games in Charlotte, NC

Basics about this promo:

  • 1 Slam Dunk Sponsor, 4 3-Pointer Sponsors, multiple Lay-Up Sponsors available!
  • Large Audience engaged in promotion – they have a chance to win big ($1 million in cash prizes, PS4 Pro, and Fatheads)
  • Advertisers can win big too – National Champion will win a DOUBLE TRUCK!
  • Available for all properties of CNC

NEW-Power Hitter Promotions for Wood Ducks Tix

Series of baseball related promotions, different promotion monthly but one sponsor can take it all!

Reader engagement promotions…

  • April: Which stadium food are you?
  • May: Super Fan Photo Contest
  • June: Father’s Day Giveaway
  • July: Photo Contest (TBD)
  • August: Can we guess what baseball fan you are?

Information coming out soon, but don’t hesitate to contact Alissa right away to start discussing your prospects!

Tracking our progress…

  • All Promotions will have campaigns in Sugar CRM. The titles will go as “CNC 2018…..” Be sure to link any opportunities to those promotions
  • When entering an end date for an opportunity, be sure that you use the deadline for the promotion.
  • If you have questions, contact Alissa

encmedialive.com

Upcoming Shows…

  • Home and Garden Show, Jacksonville – March 10th & 11th
  • Home and Garden Show, New Bern – March 17th & 18th

AdOps

ENC and StarNewsMedia reports are available on the drive

  • 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

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


Marketing

Borrell Research: Online Spending Forecast by Channel-2018

This is a repeat of a chart discussed during the 2018 kick-off meeting.

  • SEARCH-33%
  • TARGETED DISPLAY-26%
  • LISTINGS SEARCH-18%
  • ONLINE VIDEO-17%

This emphasizes the importance of the new spending levles available with OnTarget, more flexible, more affordable.

Also this raises the importance that the new Online Video product can play in our discussions with clients. The new product includes complete video production, something local businesses have been asking about often.

Here is a larger version of this pie chart, great for a quick presentation!

 

ENC Media Group Brochures

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.

StarNews Media brochures and regionally focused Coastal North Carolina Group brochures are currently in the works. Look for them in Q1!

 

 


Good To Know

  •  Google Chrome is now blocking some and impacting what sites may show ads. Google is doing its best to make the Internet a quality place (and safe place) for users. Check out how Google is doing this by implementing ad blocking, here from the Washington Post.
  • Tech Myths That Need to Be Blown Up. You can overcharge the battery on your phone-WRONG! You should dial down the brightness on your phone screen to save your battery-WRONG! The largest, most powerful phone is the one you have to have-WRONG! Want to sound smarter? Check out these myths that don’t hold water any more, from the HindustanTimes.com.
  • Facebook may be loosing traction as a source to news sites. The operative word here is “may”, but evidence from major publishers is showing that since FB has changed how it ranks posts that are not coming from your friends, Google is increasing its impact. We will keep an eye on this as it evolves, but the same might be said for local businesses, not just our sites. More on this at Recode.net.

     


 5MQ (Five Minute Quiz)

Deadline: Tuesday 2/20/18 @ 5:00 PM. Here is MOM’s Five Minute Quiz for today. Just offer your best answers, and we will review the results on the Wednesday Webinar.

This week’s 5MQ


LOCAL BUSINESSES ARE SPENDING ON MUCH MORE THAN JUST NEWSPAPERS

 

Everyone knows that there are more dollars spent in online channels than in traditional (print or broadcast) channels in local markets. That is a given, that divide was crossed a while back. But did you know that several individual components, comprising online spend, by themselves also surpass anticipated print spending in our markets?

The four areas of online spend that comprise the largest percentage of overall online spending forecast in our markets…General Search, Targeted Display, Online Video, and Listings Search, all individually exceed anticipated print spending by local businesses in our local areas. This detail, from the Borrell Compass report based on the 2017 Local SMB Survey, puts a “face” on where dollars are going. When we say “Online” or “Digital” spending, it tends to suggest that the local marketing focus is all campaign based. And while best practice does suggest that we focus on campaigns for our clients, we still tend to talk of individual components in many of our sales discussion.

What does this really mean to me?

As a sales team entering and leaving an office with a newspaper masthead bolted to the front of the building, or a sign in front of our offices, we tend to continue to associate our existence with that masthead. Our customers may do that association for us. However, that masthead really represents a small piece of the products and campaigns we are proposing to local businesses. Would we think of ourselves differently if we considered ourselves to be a Search Engine Marketing Company? Or how about a Targeted Display company? Yes the competition is steep, but there is a higher demand for either of those components than for newspapers in our markets when it comes to advertising.

All this is not to denigrate newspapers. They are a strong piece of the overall marketing mix and they need to be represented accordingly when discussing marketing solutions. It’s just that we might be just as well served “leading” with SEM when it fits a customer…or leading with Targeted Display when the needs assessment calls for targeting solutions. We don’t have start with a newspaper discussion in all instances. That is not what will define us. Rather, our ability to identify that SEM might be a stronger discussion, or that Online Video might be where we start describing our expertise, that should set us apart. Most broadcast sales teams still start with their legacy media when beginning the discussion. We don’t have to. Leading with digital is what 2018 should be about.


Quote of the week

 “You must keep your mind on the objective, not on the obstacle.”
William Randolph Hearst

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 in the upper right, it’s an easy access for reports and contacts that you will need to keep handy. These will be updated as we go, but you should be able to find links, names, and phone numbers that you need on a regular basis. Depend on MOM as your in-house directory.Your 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! Local Media Workshops-RSVP’s Top Priority

  • Wilmington & ENC workshops are done, successfully!
    • Attendance was the best ever for ENC workshops and Wilmington attendance was in the hundred’s!
    • Now it’s up to our sales teams!

UPDATE! Internal Sales Calendar

  • This is an INTERNAL calendar, to be used for scheduling sales activity and planning. Customer facing calendars are being prepared quickly.

UPDATE! O&O Sell-thru…70% Goal

  • Sell thru report for CNC sites is available, check the AdOps page from the upper right corner menu of this blog.

UPDATE! Tablet Reimbursement Policy

Be ready to present in March!

Get ready to make your presentations using your iPad. During the months of February and March we will provide tips, and ideas to help you deliver professional looking recommendations to clients. Are you using your tablet daily? 

If you want to make use of the reimbursmenet, the Tablet Reimbursement Form should be completed and submitted along with a copy of the receipt for approval. Your manager will submit all approved documents to HR, then it will be submitted as reimbursement through payroll.


Training

UPDATE!-January Digital Updates from GateHouse and ThriveHive, recorded

The recorded webinar and deck is available on the TH training site. Please revisit, there are very important changes announced. 
  • IMPORTANT-New OnTarget pricing levels
  • IMPORTANT-New Partner Portal access
  • New SEO support from ThriveHive
  • SEM Updates
  • Targeted display, best practices
  • IMPORTANT-AdMall updates
  • New Real Estate marketing packages
  • New Customizable spec Ads

UPDATE!-How is Social Management affected by Facebook News Changes

  • Check out what Facebook changes will mean for ThriveHive’s social management services, today! This and more on the GateHouse training site!

UPDATE!2018 ThriveHive Winter 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.  When you register you’re automatically enrolled in all the sessions. Register for these important updated training sessions @ the ThriveHive training website. 

Webinars are scheduled for Thursdays at Noon Eastern / 9 am Pacific starting February 1st and last for about an hour.  If you can’t attend one of the live sessions, you can access the On Demand Academy from the Training site.

NEW THIS WEEK!MOM’s 5MQ 


Events & Promotion

Promotions

  • Tax Prep Sweepstakes
  • College Hoops
  • Honeymoon Giveaway
  • Home Improvement Sweepstakes
  • Batter’s Up ENC Power Hitter Promotion-Wood Ducks Tix

Alissa will be reaching out about prospects for these promotions… get your lists ready! Or reach out to her about anyone you have in mind!

 

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 improvement

Check out today’s Pie Chart of the week for 2018 Home Improvement spending forecast!

UPDATE-This Is Big! 2018 College Hoops Challenge

With thousands of people watch March Madness… why not give our advertisers a taste of that audience?!

Consumer Side

  • High Engagement
    • Over 17 Million viewers for NCAA Men’s Basketball National Championship
  • Participants make a bracket. Can re-enter on 2nd and 3rd round if bracket busts
  • Prizes for consumers: PS4 Pro, $1 Million cash prizes, and FatHeads

Advertisers Win too!

  • Each advertiser gets paired with a team
  • If team makes in each round, they win more advertising
    • Round of 16 – Eighth Page Ad
    • Round of 8 – Quarter Page Ad
    • Semi-Finals – Half Page Ad
    • Runner Up – Full Page Ad
    • National Champion – Double-Truck Ad

NEW! Advertisers will also have the chance to win great Tournament Tix!

  • Advertisers get chances based on their promotion purchase
  • These prizes are worth $1000’s! Every business in our region will want to know more!

 

 

Ways to suggest use of tickets:

  • Incentive for their employees
  • Run an in-store promotion to give away to a lucky shopper
    • We can run a promotion to give them away for them
    • Great lead generation
    • High engagement
    • Increase social media awareness
  • They can use the tickets themselves to attend the exciting games in Charlotte, NC

Basics about this promo:

  • 1 Slam Dunk Sponsor, 4 3-Pointer Sponsors, multiple Lay-Up Sponsors available!
  • Large Audience engaged in promotion – they have a chance to win big ($1 million in cash prizes, PS4 Pro, and Fatheads)
  • Advertisers can win big too – National Champion will win a DOUBLE TRUCK!
  • Available for all properties of CNC

NEW-Power Hitter Promotions for Wood Ducks Tix

Series of baseball related promotions, different promotion monthly but one sponsor can take it all!

Reader engagement promotions…

  • April: Which stadium food are you?
  • May: Super Fan Photo Contest
  • June: Father’s Day Giveaway
  • July: Photo Contest (TBD)
  • August: Can we guess what baseball fan you are?

Information coming out soon, but don’t hesitate to contact Alissa right away to start discussing your prospects!

Tracking our progress…

  • All Promotions will have campaigns in Sugar CRM. The titles will go as “CNC 2018…..” Be sure to link any opportunities to those promotions
  • When entering an end date for an opportunity, be sure that you use the deadline for the promotion.
  • If you have questions, contact Alissa

encmedialive.com

Upcoming Shows…

  • Home and Garden Show, Jacksonville – March 10th & 11th
  • Home and Garden Show, New Bern – March 17th & 18th

AdOps

ENC and StarNewsMedia reports are available on the drive

  • 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

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


Marketing

Borrell Research: Online Spending Forecast by Channel-2018

This is a repeat of a chart discussed during the 2018 kick-off meeting.

  • SEARCH-33%
  • TARGETED DISPLAY-26%
  • LISTINGS SEARCH-18%
  • ONLINE VIDEO-17%

This emphasizes the importance of the new spending levles available with OnTarget, more flexible, more affordable.

Also this raises the importance that the new Online Video product can play in our discussions with clients. The new product includes complete video production, something local businesses have been asking about often.

Here is a larger version of this pie chart, great for a quick presentation!

 

ENC Media Group Brochures

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.

StarNews Media brochures and regionally focused Coastal North Carolina Group brochures are currently in the works. Look for them in Q1!

 

 


Good To Know

  • ThriveHive’s Guided Marketing Platform is a key to succeeding with SMB’s.  Adam Blake, ThriveHive’s SVP of Marketing and Steve Gottlieb, senior director of demand generation, talk about the evolution of ThriveHive’s marketing tools.    Check it out here.
  • Winning tips for using Social Media. Tony Robbins (yes that Tony Robbins) offers some very good advice on how SMB’s can and should be using Social Media. Hint…this is all a repeat of what you’ve heard elsewhere, but hearing it from a different direction just serves to emphasize the recommendations. More from Tony Robbins here.
  • GoDaddy purchases Main Street Hub. Why is this important? GoDaddy is mentioned more often than any other provider by SMB’s as their provider of digital marketing services. Now GoDaddy will utilize Main Street Hub to strengthen their suite of services. Don’t be surprised to hear local businesses discussing GoDaddy for more than merely websites. Check it out here.

     


 5MQ (Five Minute Quiz)

Deadline: Tuesday 2/6/18 @ 5:00 PM. Here is MOM’s Five Minute Quiz for today. Just offer your best answers, and we will review the results on the Wednesday Webinar.

This week’s 5MQ


10 REASONS WHY LOCAL BUSINESSES NEED OUR HELP

 

With our Workshops in full swing, here are 10 reasons “why” local businesses need more than sales. Our local business communities are looking for answers, expert advice on how to better manage the marketing end of their business.

  1. There were 17 Google updates to its search algorithms in 2017. Do local businesses know how they affect their search results?
  2. There were 14 updates to Facebook news feeds in 2017. Do local businesses know how these affect their presence on Facebook?
  3. 70% of local SMB’s consider themselves a novice or apprentice when it comes to managing their own marketing.* If they are novices at marketing, in their own words, how are they going to make expert decisions that will work?
  4. And yet, 65% of businesses surveyed in our markets state that they are going to increase their online spending in 2018. * We are not alone, everyone is a digital marketing seller these days. But not everyone has the expertise to do a good job at it. 
  5. Local SMB’s spend more than 9 hours each week on their marketing* That is one entire work day devoted to marketing!
  6. On average business posts on Facebook reach less than 10% of the people who have “liked” them*** Too many businesses are still focused on “Likes” without being able to reach those same people with subsequent messaging.
  7. Facebook news feeds are starting subordinating business posts in favor of posts that “friends” share.** Yes, this will impact newspaper.com posts. But it also impacts ALL posts from businesses!
  8. When tracking advertising success, businesses in our markets rely more on what customers tell them, than on hard transactional (sales) data, and they rely more on what they see and hear with their own eyes and ears than they do on hard metrics and analytics from their media partners.* We can help local businesses see the hard data behind strong marketing campaigns, enabling the right decisions.
  9. More than 10% of local businesses in our markets that were surveyed, do not track their advertising results to determine success!* This is a group that needs help most of all. 
  10. 80% of local businesses in our markets do not outsource their email marketing.* Are local businesses able to maintain a strong database of potential customers?
**Facebook
***Adgorithmics Inc, 2017

 


Quote of the week

 “To live in the past is to die in the present.”
Bill Belichik

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 in the upper right, it’s an easy access for reports and contacts that you will need to keep handy. These will be updated as we go, but you should be able to find links, names, and phone numbers that you need on a regular basis. Depend on MOM as your in-house directory.Your 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! Local Media Workshops-RSVP’s Top Priority

  • Wilmington workshops are done, successfully!
  • Next step…appointments, sales!
  • ENC venues are set
  • Social media marketing continues
  • Email marketing campaigns continue
  • Newsrooms are pitching in with stories about these events
  • Handouts/invites are prepared and available to all for distribution
  • Attendee lists are here: ENC Media Group

Now it’s up to our sales teams!

ENC

  • Jan 29, 2018-Kinston, 11:30-1:00, Hampton Inn – Kinston
  • Jan 30, 2018-Jacksonville, 8:30-10:00 and 11:30-1:00, Courtyard Suites by Marriott – Jacksonville
  • Jan 31, 2018-New Bern, 8:30-10:00 and 11:30-1:00, DoubleTree by Hilton – New Bern

All attendees must register here: http://www.LocalMediaWorkshops.com

Remember, all attendees must register in advance on the page noted above. This same page will be linked to all promotion. The ENCLive website also features news about the events! One sheets and postcards are being prepared.

This is NOT selling attendees, this is simply doing them a favor, by letting them know we are having a seminar. THERE IS NO OBLIGATION TO PURCHASE ANYTHING! These workshops will provide direction, with no obligation from attendees. Let the workshop do the work!

Internal Sales Calendar

  • This is an INTERNAL calendar, to be used for scheduling sales activity and planning. Customer facing calendars are being prepared quickly. 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.

UPDATE! The 70% Solution

  • Sell thru report for CNC sites is available, check the AdOps page from the upper right corner menu of this blog.
  • Early month reports tend to show variances caused by incomplete orders set in GateHouse AdOps, these variances will correct with the next week’s edition.

UPDATE! Tablet Reimbursement Policy

Get ready to make your presentations using your iPad. During the months of February and March we will provide tips, and ideas to help you deliver professional looking recommendations to clients. Are you using your tablet daily? 

  • All sales personnel should be on their way to being fully adept at tablet presentations.
  • If you want to take advantage of the reimbursement available for all MMSE’s please access the tablet reimbursement form on the drive.
  • The Tablet Reimbursement Form should be completed and submitted along with a copy of the receipt for approval. Your manager will submit all approved documents to HR, then it will be submitted as reimbursement through payroll.
  • All presentations prepared in PowerPoint can be saved in PDF format and can be downloaded onto the units for view. (Limiting transitions, graphics, etc. is best practice for customer view anyway.)

Training

UPDATE!-Changes to the Partner Portal

  • Look for new login credentials emailed to you today
  • The process for communicating thru the Portal is changing
  • Please also note, Portal communications may not be conducted via email. All communication will require Portal login’s.

NEW!-January Digital Updates from GateHouse and ThriveHive

The recorded webinar and deck is available on the TH training site. Please revisit, there are very important changes announced. 

UPDATE!-How is Social Management affected by Facebook News Changes

  • Check out what Facebook changes will mean for ThriveHive’s social management services, today! This and more on the GateHouse training site!

UPDATE!2018 ThriveHive Winter 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.  When you register you’re automatically enrolled in all the sessions. Register for these important updated training sessions @ the ThriveHive training website. 

Webinars are scheduled for Thursdays at Noon Eastern / 9 am Pacific starting February 1st and last for about an hour.  If you can’t attend one of the live sessions, you can access the On Demand Academy from the Training site.

NEW THIS WEEK!MOM’s 5MQ 


AdOps

ENC and StarNewsMedia reports are available on the drive

  • 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

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


Events & Promotion

Promotions

NEW!-2018 is here and we are already behind!

Still available…

  • Valentine’s Day Sweepstakes
  • Tax Prep Sweepstakes
  • College Hoops
  • Honeymoon Giveaway
  • Home Improvement Sweepstakes
  • Batter’s Up ENC Power Hitter Promotion-Wood Ducks Tix

Alissa will be reaching out about prospects for these promotions… get your lists ready! Or reach out to her about anyone you have in mind!

 

Valentine’s Day

Over $18 Billion is spent for Valentine’s Day! Let’s help our advertisers get a good chunk of that!

Valentine’s Day Promotional Opportunities (all have great valued marketing packages!)

Valentine’s Day Staycation Giveaway

  • Who wouldn’t mind a night away without all the travel? This is great for local advertisers looking for an audience that like to go out, have date nights, couples (married or dating), or parents.
  • Presenting sponsor gets lead generation as well
    • Available for each property

Valentine’s Day Photo Contest

  • People love to share photos and see others. Audience is wide ranging – photo entries could be with a spouse, significant other, pet, or kid.
  • Lead Generation, Exclusive sponsor
  • One available per property

Valentine’s Day Quizzes

  • High engagement and fun for the audience
  • Great to grow social media awareness
  • Good idea to offer a prize to generate leads
    • Examples: What TV couple are you? Test your V-Day knowledge.
  • Can give a coupon to anyone that does a quiz to increase chance of foot traffic

Floral Giveaway

  • Flowers is one of the top items people buy for Valentine’s Day
  • Great coverage for a florist to promote during one of the biggest holidays for them
  • Lead generation

Jewelry Giveaway

  • Another item highly purchased during the holiday
  • Audience to target couples, men/husbands, all income levels, mothers, working individuals
  • Great brand awareness and time to promote an item they want focused on during Valentine’s Day
  • What Should I Get My Sweetheart? Quiz
  • Target a wide audience
  • Social media driven – promote sharing on social media
  • Increase brand awareness and also promotes items people can purchase at the advertiser’s store
  • All options for outcomes can be items from advertiser’s store.
  • Can send a coupon to all participants to entice consumers to go to store to purchase the item that was the result of the quiz

Sales collateral: Here

***YOU CAN BUNDLE MULTIPLE PROMOTIONS***

Example: (This would be a great package for a retail jeweler) Quizzes, jewelry giveaway, and Staycation giveaway. They get leads, social media awareness, and opportunity to get more people in the store during the time up to Valentine’s Day

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 improvement

Check out today’s Pie Chart of the week for 2018 Home Improvement spending forecast!

UPDATE-This Is Big! 2018 College Hoops Challenge

With thousands of people watch March Madness… why not give our advertisers a taste of that audience?!

Consumer Side

  • High Engagement
    • Over 17 Million viewers for NCAA Men’s Basketball National Championship
  • Participants make a bracket. Can re-enter on 2nd and 3rd round if bracket busts
  • Prizes for consumers: PS4 Pro, $1 Million cash prizes, and FatHeads

Advertisers Win too!

  • Each advertiser gets paired with a team
  • If team makes in each round, they win more advertising
    • Round of 16 – Eighth Page Ad
    • Round of 8 – Quarter Page Ad
    • Semi-Finals – Half Page Ad
    • Runner Up – Full Page Ad
    • National Champion – Double-Truck Ad

NEW! Advertisers will also have the chance to win great Tournament Tix!

  • Advertisers get chances based on their promotion purchase
  • These prizes are worth $1000’s! Every business in our region will want to know more!

 

 

Ways to suggest use of tickets:

  • Incentive for their employees
  • Run an in-store promotion to give away to a lucky shopper
    • We can run a promotion to give them away for them
    • Great lead generation
    • High engagement
    • Increase social media awareness
  • They can use the tickets themselves to attend the exciting games in Charlotte, NC

Basics about this promo:

  • 1 Slam Dunk Sponsor, 4 3-Pointer Sponsors, multiple Lay-Up Sponsors available!
  • Large Audience engaged in promotion – they have a chance to win big ($1 million in cash prizes, PS4 Pro, and Fatheads)
  • Advertisers can win big too – National Champion will win a DOUBLE TRUCK!
  • Available for all properties of CNC

NEW-Power Hitter Promotions for Wood Ducks Tix

Series of baseball related promotions, different promotion monthly but one sponsor can take it all!

Reader engagement promotions…

  • April: Which stadium food are you?
  • May: Super Fan Photo Contest
  • June: Father’s Day Giveaway
  • July: Photo Contest (TBD)
  • August: Can we guess what baseball fan you are?

Information coming out soon, but don’t hesitate to contact Alissa right away to start discussing your prospects!

Tracking our progress…

  • All Promotions will have campaigns in Sugar CRM. The titles will go as “CNC 2018…..” Be sure to link any opportunities to those promotions
  • When entering an end date for an opportunity, be sure that you use the deadline for the promotion.
  • If you have questions, contact Alissa

encmedialive.com

Upcoming Shows…

  • ENC Local Media Workshops, January 29, 2018
  • ENC Local Media Workshops, January 30, 2018
  • ENC Local Media Workshops, January 31, 2018
  • Home and Garden Show, Jacksonville – March 10th & 11th
  • Home and Garden Show, New Bern – March 17th & 18th

Marketing

Borrell Research: Who Handles Your Digital Marketing Services

Answer: EVERYONE!

This pie chart is a riot! Everyone has a piece of the pie. This is a national survey from Borrell’s Local Market Surveys. Here are the leaders…

  • GoDaddy-5%
  • Internal/Self-3%
  • Google-2%
  • CDK Global-2%
  • Hibu-1%
  • Wix-1%

And you will also notice that even wives, sons-in-law, and relatives scored on this survey. Here’s the point. Marketing Services is our growth area, virtually every SMB utilizes services. The competitive field is brutal. The only way to compete is to be knowledgeable, and in front of our local customers, and do this often!

Here is a larger version of this pie chart, great for a quick presentation!

 

ENC Media Group Brochures

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.

StarNews Media brochures and regionally focused Coastal North Carolina Group brochures are currently in the works. Look for them in Q1!

 

 


Good To Know

  • GateHouse Media purchases the Eugene, OR Register Guard. GateHouse continues to grow and show strength. The Register Guard is a very strong title, located in a very cool town, home of the University of Oregon just a little more than 100 miles south of Portland. Check out the story here.
  • ThriveHive gets serious about “very” small businesses. Check out this feature on Perry Evans, ThriveHive SVP of Product Strategy and Corporate Development.  Perry was an early pioneer with MapQuest and is leading a ThriveHive product and engineering hub in Denver, CO.
  • Facebook no longer allowing age or gender targeting for Real Estate or Employment campaigns. Facebook is stepping up the enforcement of its prohibition against discrimination in advertising for housing and employment. (Housing and employment are two areas in which federal law prohibits discrimination based on age, race, color, religion, sex, handicap, familial status, or national origin.) No link to this one, check the TH Training website for this, IMPORTANT!

     


 5MQ (Five Minute Quiz)

Deadline: Tuesday 1/30/18 @ 5:00 PM. Here is MOM’s Five Minute Quiz for today. This week’s 5MQ is all about the January GH/TH roll out. Just offer your best answers, and we will review the results on the Wednesday Webinar.

This week’s 5MQ


FACEBOOK CHANGES, WHAT DO WE DO ABOUT IT?

 

So what has Facebook been up to this week? This is a challenge for all of us to keep up with the latest changes ongoing. All GateHouse newspapers have included tips for consumers on how to make sure their local news source remains in the daily news feed. But what about local businesses? These changes have an impact on all pages that are not generated from what Facebook considers to be “trusted” sources. And in FB language that starts with FB friends.

So what do we do?

  • Don’t trust just one source of information regarding changes.
  • Keep up on the latest changes going on with Facebook. See this week’s Good to Know for some information.
  • Check Google regularly for updates on these changes because they are ongoing.
  • Discuss the issues with local businesses, let them know that we are on top of all the ongoing developments. Remember, these changes will impact what local businesses post also. The best social media management experts will be focusing on generating posts that will be “shared” by others. In doing so, friends of those “sharing” the posts will be sending out, and seen as trusted sources to their friends.
  • Feel free to inquire how current campaigns are going to be changed (if they will be changed at all) by ThriveHive’s social media team

This is an excellent example of how fast the digital media space changes, and a fantastic opportunity for all of us to show our expertise and local business leadership to aid our customers.

Remember, it’s ok to say “I don’t know” as long as you know who might.


Quote of the week

 “The research shows that when we use social media to connect with people we care about, it can be good for our well-being. We can feel more connected and less lonely, and that correlates with long term measures of happiness and health. On the other hand, passively reading articles or watching videos — even if they’re entertaining or informative — may not be as good.”
-Mark Zuckerberg

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 in the upper right, it’s an easy access for reports and contacts that you will need to keep handy. These will be updated as we go, but you should be able to find links, names, and phone numbers that you need on a regular basis. Depend on MOM as your in-house directory.Your 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! Local Media Workshops-RSVP’s Top Priority

  • Wilmington workshops are done, successfully!
  • Next step…appointments, sales!
  • ENC venues are set
  • Social media marketing continues
  • Email marketing campaigns continue
  • Newsrooms are pitching in with stories about these events
  • Handouts/invites are prepared and available to all for distribution
  • Attendee lists are here: ENC Media Group

Now it’s up to our sales teams!

ENC

  • Jan 29, 2018-Kinston, 11:30-1:00, Hampton Inn – Kinston
  • Jan 30, 2018-Jacksonville, 8:30-10:00 and 11:30-1:00, Courtyard Suites by Marriott – Jacksonville
  • Jan 31, 2018-New Bern, 8:30-10:00 and 11:30-1:00, DoubleTree by Hilton – New Bern

All attendees must register here: http://www.LocalMediaWorkshops.com

Remember, all attendees must register in advance on the page noted above. This same page will be linked to all promotion. The ENCLive website also features news about the events! One sheets and postcards are being prepared.

This is NOT selling attendees, this is simply doing them a favor, by letting them know we are having a seminar. THERE IS NO OBLIGATION TO PURCHASE ANYTHING! These workshops will provide direction, with no obligation from attendees. Let the workshop do the work!

Internal Sales Calendar

  • This is an INTERNAL calendar, to be used for scheduling sales activity and planning. Customer facing calendars are being prepared quickly. 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.

UPDATE! The 70% Solution

  • Sell thru report for CNC sites is available, check the AdOps page from the upper right corner menu of this blog.
  • Early month reports tend to show variances caused by incomplete orders set in GateHouse AdOps, these variances will correct with the next week’s edition.

UPDATE! Tablet Reimbursement Policy

  • All sales personnel should be on their way to being fully adept at tablet presentations.
  • If you want to take advantage of the reimbursment available for all MMSE’s please access the tablet reimbursement form on the drive.
  • The Tablet Reimbursement Form should be completed and submitted along with a copy of the receipt for approval. Your manager will submit all approved documents to HR, then it will be submitted as reimbursement through payroll.
  • All presentations prepared in PowerPoint can be saved in PDF format and can be downloaded onto the units for view. (Limiting transitions, graphics, etc. is best practice for customer view anyway.)

Training

NEW!-How is Social Management affected by Facebook News Changes

  • Check out what Facebook changes will mean for ThriveHive’s social management services, today! This and more on the GateHouse training site!

UPDATE!-January Digital Updates from GateHouse and ThriveHive

This is an extremely important set of updates, there will be a recorded session but everyone is asked to register for one of the sessions below.

Choose one:

  • Jan 25, 2018 1:00 PM EST
  • Jan 26, 2018 10:00 AM EST

Register on the GateHouse Media Training website

UPDATE!-Training

2018 ThriveHive Winter 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.  When you register you’re automatically enrolled in all the sessions. Register for these important updated training sessions @ the ThriveHive training website. 

Webinars are scheduled for Thursdays at Noon Eastern / 9 am Pacific starting February 1st and last for about an hour.  If you can’t attend one of the live sessions, you can access the On Demand Academy from the Training site.

NEW THIS WEEK!MOM’s 5MQ 


AdOps

ENC and StarNewsMedia reports are available on the drive

  • 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

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


Events & Promotion

Promotions

NEW!-2018 is here and we are already behind!

Still available…

  • Valentine’s Day Sweepstakes
  • Tax Prep Sweepstakes
  • College Hoops
  • Honeymoon Giveaway
  • Home Improvement Sweepstakes
  • Batter’s Up ENC Baseball Promotion-Wood Ducks Tix

Alissa will be reaching out about prospects for these promotions… get your lists ready! Or reach out to her about anyone you have in mind!

 

Valentine’s Day

Over $18 Billion is spent for Valentine’s Day! Let’s help our advertisers get a good chunk of that!

Valentine’s Day Promotional Opportunities (all have great valued marketing packages!)

Valentine’s Day Staycation Giveaway

  • Who wouldn’t mind a night away without all the travel? This is great for local advertisers looking for an audience that like to go out, have date nights, couples (married or dating), or parents.
  • Presenting sponsor gets lead generation as well
    • Available for each property

Valentine’s Day Photo Contest

  • People love to share photos and see others. Audience is wide ranging – photo entries could be with a spouse, significant other, pet, or kid.
  • Lead Generation, Exclusive sponsor
  • One available per property

Valentine’s Day Quizzes

  • High engagement and fun for the audience
  • Great to grow social media awareness
  • Good idea to offer a prize to generate leads
    • Examples: What TV couple are you? Test your V-Day knowledge.
  • Can give a coupon to anyone that does a quiz to increase chance of foot traffic

Floral Giveaway

  • Flowers is one of the top items people buy for Valentine’s Day
  • Great coverage for a florist to promote during one of the biggest holidays for them
  • Lead generation

Jewelry Giveaway

  • Another item highly purchased during the holiday
  • Audience to target couples, men/husbands, all income levels, mothers, working individuals
  • Great brand awareness and time to promote an item they want focused on during Valentine’s Day
  • What Should I Get My Sweetheart? Quiz
  • Target a wide audience
  • Social media driven – promote sharing on social media
  • Increase brand awareness and also promotes items people can purchase at the advertiser’s store
  • All options for outcomes can be items from advertiser’s store.
  • Can send a coupon to all participants to entice consumers to go to store to purchase the item that was the result of the quiz

Sales collateral: Here

***YOU CAN BUNDLE MULTIPLE PROMOTIONS***

Example: (This would be a great package for a retail jeweler) Quizzes, jewelry giveaway, and Staycation giveaway. They get leads, social media awareness, and opportunity to get more people in the store during the time up to Valentine’s Day

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 improvement

Check out today’s Pie Chart of the week for 2018 Home Improvement spending forecast!

2018 College Hoops Challenge

With thousands of people watch March Madness… why not give our advertisers a taste of that audience?!

Consumer Side

  • High Engagement
    • Over 17 Million viewers for NCAA Men’s Basketball National Championship
  • Participants make a bracket. Can re-enter on 2nd and 3rd round if bracket busts
  • Prizes for consumers: PS4 Pro, $1 Million cash prizes, and FatHeads

Advertisers Win too!

  • Each advertiser gets paired with a team
  • If team makes in each round, they win more advertising
    • Round of 16 – Eighth Page Ad
    • Round of 8 – Quarter Page Ad
    • Semi-Finals – Half Page Ad
    • Runner Up – Full Page Ad
    • National Champion – Double-Truck Ad

NEW! Ultimate MVP

  • Additional sponsorship available
  • Advertiser gets a great marketing package AND (2) NCAA Tickets!
  • They also get a team on the College Hoops Challenge Bracket

 

Ways to suggest use of tickets:

  • Incentive for their employees
  • Run an in-store promotion to give away to a lucky shopper
    • We can run a promotion to give them away for them
    • Great lead generation
    • High engagement
    • Increase social media awareness
  • They can use the tickets themselves to attend the exciting games in Charlotte, NC

Basics about this promo:

  • 1 Slam Dunk Sponsor, 4 3-Pointer Sponsors, multiple Lay-Up Sponsors available!
  • Large Audience engaged in promotion – they have a chance to win big ($1 million in cash prizes, PS4 Pro, and Fatheads)
  • Advertisers can win big too – National Champion will win a DOUBLE TRUCK!
  • Available for all properties of CNC

CRM Campaigns

  • All Promotions will have campaigns in Sugar CRM. The titles will go as “CNC 2018…..” Be sure to link any opportunities to those promotions
  • When entering an end date for an opportunity, be sure that you use the deadline for the promotion.
  • If you have questions, contact Alissa

encmedialive.com

Upcoming Shows…

  • StarNews Media Local Media Workshops, January 17 & 18, 2018
  • Bridal & Special Event Expo – January 21st
  • ENC Local Media Workshops, January 29, 2018
  • ENC Local Media Workshops, January 30, 2018
  • ENC Local Media Workshops, January 31, 2018
  • Home and Garden Show, Jacksonville – March 10th & 11th
  • Home and Garden Show, New Bern – March 17th & 18th

Marketing

Pie Chart of the Week-Valentine’s Day Approaches

 2018 Local Ad Spending-Florists

Where do florists spend their ad budgets? You might think this graph is skewed by national brands, but remember this data comes from LOCAL businesses!

  • Online-70%
  • Directories-8%
  • Newspapers-7%
  • Local TV-4%
  • Other print, Out-of-home-3%

So our local O&O websites provide an excellent opportunity for florists in our market. We can have these campaigns live very quickly!

Here is a larger version of this pie chart, great for a quick presentation!

 

ENC Media Group Brochures

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.

StarNews Media brochures and regionally focused Coastal North Carolina Group brochures are currently in the works. Look for them in Q1!

 

 


Good To Know

  • Update-Facebook is making changes to the news feed. Here’s how to insure that news from your favorite news sources remains in your Facebook newsfeed.
  • Page speed will become a factor in mobile search ranking. This means that Google will take into account the loading speed of mobile websites when determining page rank on mobile searches. This, combined with Google’s mobile-first indexing places an even brighter spotlight on the importance of mobile sites. Check it our on SearchEngineLand.
  • Should local businesses be ASKING for reviews? Customer reviews and ratings are a very important part of local search ranking. Too many times, local businesses try to improve their position on SERP’s but have little to no consumer feedback to show. Just how do local businesses obtain reviews? Check it out here on StreetFightMag. 
  • Pixels now required for effective Facebook “traffic” campaigns. Facebook advertising campaigns designed to generate clicks to an advertiser’s website (called TRAFFIC campaigns) now require a pixel to be placed on the landing page. And if the campaign is to generate clicks to the advertiser’s website, that website is the landing page. The pixels allow ThriveHive to much more effectively target and reach the right campaign. This is something that every digital expert needs to know, and something that local businesses likely cannot know. Check it our here, directly from ThriveHive.

 5MQ (Five Minute Quiz)

Deadline: Tuesday @ 5:00 PM. Here is MOM’s Five Minute Quiz for today. Just offer your best answers, and we will review the results on the Wednesday Webinar.

This week’s 5MQ


TAKING THE BLINDERS OFF

Training, training, training…sometimes it seems like the changes impacting our business is demanding training every day. That’s the way it’s been for a while now.  We cannot get away from it, learning new products and processes is part of the job. But is that enough? Is the training put in front of us going to get us where we need to be? The answer is simply NO!

What do we really need to know?

That is a question raised recently here, and one that we will try to answer. We need to be aware of the marketing environemtn, prdominently digital, that actually drives some of the products coming to us. When local businesses in  our markets hear that Facebook is changing how it will prioritze sotries from our own sites in its news feed, or their neighboring business owners say that Google is priotirizing mobile sites in search results that will hurt their desktop rankings, they very well may turn to us. It’s only fair to expect that their local marketing experts would be aware of these types of developetns.

Saying “I don’t know” and being ok with it.

Nobody knows everything. and the “what do we really need to know” concept is well aware of that. Personally, in today’s world, I am not sure if I can recite from memory my office phone number or fax number. I always default to my mobile number anyway, and seldom use fax. I simply don’t always memorize everything, because most information is so easy to reference via mobile devices, an there is so much of it. Therefore we don’t know everything. We should be aware of breaking developments, but we always don’t know the details. Again, we can access that almost immediately. On the other hand, we should know our rates and prices, deadlines, and capabilities. And in a pinch, be able to access this detail immediately.

Taking the blinders off.

When we say “take the blinders off” that simply refers to being aware of changes in the digital and marketing industries that local customers hear about that impact the world in which they live. It does not mean that our current training focus is inadequate. It simply refers to the fact that everything we need to know is not going to be within our training documents. Some of it is information that professionals in this business should be aware of. And in a pinch, be able to find out with a handy mobile device.

MOM to the Rescue

Starting in this week’s posting of MOM, we will have some new features. 

  • Good To Know-Each MOM will carry links to stories/features about changes in how our media and marketing services may work down the road. These are not opinions, they are issues and impacts that our local businesses are seeing and hearing, but are not part of our product training. Whether it’s a feature explaining the latest Google algorithm change, how ad-blocking software is affecting ad delivery, or changes in the number of characters on a Twitter post, it’s likely to have an impact on our customers and the way we work with them down the road. These things are “Good To Know.” This is just MOM’s way of helping expose us all to ongoing changes that are not contained within the training updates we are receiving regularly.
  • 5 Minute Quiz-MOM’s 5 Minute Quiz (5MQ) returns with today’s posts. Each 5MQ is intended to identify things we should know, and provide an opportunity for each of us to take our shot at it. Everyone will have until Tuesday at 5 PM to provide their input and answer the 5MQ. (Yes all responses are recorded!) Then on the Wednesday morning webinar we will have a brief review of answers, with discussion. This is nothing more than a way to point out things that we can and should be on top of, and a way to help all of stay that way.
  • Training-As always, MOM will try to update everyone on training opportunities available. Remember, training is ongoing, it’s not a “one and done.” If anyone has any questions about the training, or questions about products, the ThriveHive training team is very responsive. And if you want to know anything outside of that, feel free to respond to MOM. Everyone can follow MOM, and offer input with ensuing discussion.

Remember, nobody knows everything. Being able to say “I don’t know” and being ok with that is just that, it’s ok. Just be able to know where the information can be found, and access on your own.

 


Quote of the week

 “The dumbest people I know are those who know it all.”
-Malcolm Forbes

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 in the upper right, it’s an easy access for reports and contacts that you will need to keep handy. These will be updated as we go, but you should be able to find links, names, and phone numbers that you need on a regular basis. Depend on MOM as your in-house directory.Your 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! Local Media Workshops-RSVP’s Top Priority

  • Venues are set
  • Social media marketing has begun
  • Email marketing campaigns have started
  • Marketing has also begun in our own digital and print media
  • Newsrooms are pitching in with stories about these events
  • Handouts/invites are prepared and available to all for distribution
  • Attendee lists are here: StarNews Media and ENC Media Group

Now it’s up to our sales teams!

Wilmington

  • Jan 17, 2008, 4:00-5:30 (Real Estate), Hampton Inn – Medical Park
  • Jan 17, 2018, 8:30-10:00 and 12:00-1:30, Hampton Inn – Medical Park
  • Jan 18, 2018, 8:30-10:00 and 12:00-1:30, Hampton Inn – Medical Park

ENC

  • Jan 29, 2018-Kinston, 11:30-1:00, Hampton Inn – Kinston
  • Jan 30, 2018-Jacksonville, 8:30-10:00 and 11:30-1:00, Courtyard Suites by Marriott – Jacksonville
  • Jan 31, 2018-New Bern, 8:30-10:00 and 11:30-1:00, DoubleTree by Hilton – New Bern

All attendees must register here: http://www.LocalMediaWorkshops.com

Remember, all attendees must register in advance on the page noted above. This same page will be linked to all promotion. The ENCLive website also features news about the events! One sheets and postcards are being prepared.

This is NOT selling attendees, this is simply doing them a favor, by letting them know we are having a seminar. THERE IS NO OBLIGATION TO PURCHASE ANYTHING! These workshops will provide direction, with no obligation from attendees. Let the workshop do the work!

Internal Sales Calendar

  • This is an INTERNAL calendar, to be used for scheduling sales activity and planning. Customer facing calendars are being prepared quickly. 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.

UPDATE! The 70% Solution

  • Sell thru report for CNC sites is availble, check the AdOps page from the upper right corner menu of this blog.
  • Early month reports tend to show variances caused by incomplete orders set in GateHouse AdOps, these variances will correct with the next week’s edition.

UPDATE! Tablet Reimbursement Policy

As you heard in our Q1 Kick-off meeting, MMSE’s at ENC Media Group and StarNews Media are now eligible for reimbursement with th epurchase of a standard iPad or iPad Pro. Our goal is to support, develop, (and yes even brag about) the most elite sales team in the GateHouse network. Insuring that we all have state-of-the-art tools is just one step towards that goal. Explanation of the policy and the required Reimbursement Form are now on the CNC Sales Folder. Please save this entire folder to your Drive for future reference.  Here’s a couple of quick details on this policy.

  • This is limited to standard iPad and iPad Pro models only at this time. In “non-technical” jargon, iOS is a very stable, consistent, secure and robust platform that will support all of our efforts. If additional tablet models meet the same requirements we can have those added in to the policy as well, but for now, we are limiting only to these models.
  • The Tablet Reimbursement Form should be completed and submitted along with a copy of the receipt for approval. Your manager will submit all approved documents to HR, then it will be submitted as reimbursement through payroll.
  • All MMSE’s will be expected to utilize the tablets in the field and as a part of their regular responsibilities. However, the tablet itself is the property of the individual making the purchase…it is yours!
  • Several apps will be required for download through the Apple Store, but to my knowledge all are free…(i.e. Google Drive, Gmail and Google calendar if you prefer, etc.)
  • Any/all presentations prepared in PowerPoint can be saved in PDF format and can be downloaded onto the units for view. (Limiting transitions, graphics, etc. is best practice for customer view anyway.)

 


Training

NEW!-January Digital Updates from GateHouse and ThriveHive

This is an extremely important set of updates, there will be a recorded session but everyone is asked to register for one of the sessions below.

Choose one:

  • Jan 25, 2018 1:00 PM EST
  • Jan 26, 2018 10:00 AM EST

Register on the GateHouse Media Training website

UPDATE!-Training

2018 ThriveHive Winter 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.  When you register you’re automatically enrolled in all the sessions. Register for these important updated training sessions @ the ThriveHive training website. 

Webinars are scheduled for Thursdays at Noon Eastern / 9 am Pacific starting February 1st and last for about an hour.  If you can’t attend one of the live sessions, you can access the On Demand Academy from the Training site.

AdOps

Monthly O&O analytics reports are available for all CNC sites (SNM & ENC)

  • O&O audience reports for December 2017 now available, here. All monthly reports, each month, are available on the drive, and from the AdOps page of this blog, (upper right hand menu) any time of day or night, on any device. These reports include users, pv’s sessions, demographics, source, etc.

O&O advertiser campaign reports now available for all CNC sites (SNM & ENC)

  • Ad Campaign reports are available for ENC and for Wilmington O&O campaigns from the AdOps page you can find from the upper right corner menu of this blog.

ENC 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, (abialas@jdnews.com #8419) for the same.

UPDATED! Digital Reports

  • Check the AdOps tab on MOM’s menu for all reports, available 24/7 via any device!
  • Monthly O&O Website Audience Reports are available for all CNC. StarNews reports are available here as

Events & Promotion

Promotions

NEW!-2018 is here and we are already behind!

Still available…

  • Valentine’s Day Sweepstakes
  • Tax Prep Sweepstakes
  • College Hoops
  • Honeymoon Giveaway
  • Home Improvement Sweepstakes

Alissa will be reaching out about prospects for these promotions… get your lists ready! Or reach out to her about anyone you have in mind!

 

Valentine’s Day

Over $18 Billion is spent for Valentine’s Day! Let’s help our advertisers get a good chunk of that!

Valentine’s Day Promotional Opportunities (all have great valued marketing packages!)

Valentine’s Day Staycation Giveaway

  • Who wouldn’t mind a night away without all the travel? This is great for local advertisers looking for an audience that like to go out, have date nights, couples (married or dating), or parents.
  • Presenting sponsor gets lead generation as well
    • Available for each property

Valentine’s Day Photo Contest

  • People love to share photos and see others. Audience is wide ranging – photo entries could be with a spouse, significant other, pet, or kid.
  • Lead Generation, Exclusive sponsor
  • One available per property

Valentine’s Day Quizzes

  • High engagement and fun for the audience
  • Great to grow social media awareness
  • Good idea to offer a prize to generate leads
    • Examples: What TV couple are you? Test your V-Day knowledge.
  • Can give a coupon to anyone that does a quiz to increase chance of foot traffic

Floral Giveaway

  • Flowers is one of the top items people buy for Valentine’s Day
  • Great coverage for a florist to promote during one of the biggest holidays for them
  • Lead generation

Jewelry Giveaway

  • Another item highly purchased during the holiday
  • Audience to target couples, men/husbands, all income levels, mothers, working individuals
  • Great brand awareness and time to promote an item they want focused on during Valentine’s Day
  • What Should I Get My Sweetheart? Quiz
  • Target a wide audience
  • Social media driven – promote sharing on social media
  • Increase brand awareness and also promotes items people can purchase at the advertiser’s store
  • All options for outcomes can be items from advertiser’s store.
  • Can send a coupon to all participants to entice consumers to go to store to purchase the item that was the result of the quiz

Collateral will be available by EOD Monday, January 15th in the drive: Here

***YOU CAN BUNDLE MULTIPLE PROMOTIONS***

Example: (This would be a great package for a retail jeweler) Quizzes, jewelry giveaway, and Staycation giveaway. They get leads, social media awareness, and opportunity to get more people in the store during the time up to Valentine’s Day

CRM Campaigns

  • All Promotions will have campaigns in Sugar CRM. The titles will go as “CNC 2018…..” Be sure to link any opportunities to those promotions
  • When entering an end date for an opportunity, be sure that you use the deadline for the promotion.
  • If you have questions, contact Alissa

UPDATE! 2018 Honeymoon Giveaway

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 improvement

Check out today’s Pie Chart of the week for 2018 Home Improvement spending forecast!

2018 College Hoops Challenge

With thousands of people watch March Madness… why not give our advertisers a taste of that audience?!

Consumer Side

  • High Engagement
    • Over 17 Million viewers for NCAA Men’s Basketball National Championship
  • Participants make a bracket. Can re-enter on 2nd and 3rd round if bracket busts
  • Prizes for consumers: PS4 Pro, $1 Million cash prizes, and FatHeads

Advertisers Win too!

  • Each advertiser gets paired with a team
  • If team makes in each round, they win more advertising
    • Round of 16 – Eighth Page Ad
    • Round of 8 – Quarter Page Ad
    • Semi-Finals – Half Page Ad
    • Runner Up – Full Page Ad
    • National Champion – Double-Truck Ad

NEW! Ultimate MVP

  • Additional sponsorship available
  • Advertiser gets a great marketing package AND (2) NCAA Tickets!
  • They also get a team on the College Hoops Challenge Bracket

 

Ways to suggest use of tickets:

  • Incentive for their employees
  • Run an in-store promotion to give away to a lucky shopper
    • We can run a promotion to give them away for them
    • Great lead generation
    • High engagement
    • Increase social media awareness
  • They can use the tickets themselves to attend the exciting games in Charlotte, NC

 

Basics about this promo:

  • 1 Slam Dunk Sponsor, 4 3-Pointer Sponsors, multiple Lay-Up Sponsors available!
  • Large Audience engaged in promotion – they have a chance to win big ($1 million in cash prizes, PS4 Pro, and Fatheads)
  • Advertisers can win big too – National Champion will win a DOUBLE TRUCK!
  • Available for all properties of CNC

And that’s only the beginning!

  • 2018 Tailgate Giveaway
  • 2018 Tax Prep Quizzes and Sweepstakes
  • 2018 Valentine’s Day Staycation Giveaway
  • Anything you can think of!

encmedialive.com

Upcoming Shows…

  • StarNews Media Local Media Workshops, January 17 & 18, 2018
  • Bridal & Special Event Expo – January 21st
  • ENC Local Media Workshops, January 29, 2018
  • ENC Local Media Workshops, January 30, 2018
  • ENC Local Media Workshops, January 31, 2018
  • Home and Garden Show, Jacksonville – March 10th & 11th
  • Home and Garden Show, New Bern – March 17th & 18th

Marketing

Pie Chart of the Week

 2018 Local Ad Spending-Real Estate Services

REALTOR spending has not been print focused for a while now. And they continue to gravitate to online channels with nearly 80% of the ad spending forecast for online in 2018.  Social media is one of their mos often used channels, especially for individual agents.

  • Online-78%
  • Newspapers-6%
  • Direct Mail-4%
  • Local TV-3%
  • Other print-6%

Here is a larger version of this pie chart.

 

ENC Media Group Brochures

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.

StarNews Media brochures and regionally focused Coastal North Carolina Group brochures are currently in the works. Look for them in Q1!

 

 


Good To Know

  • Facebook is making changes to the news feed. In an attempt to elevate the “social” aspect of the site that FB claims is being drowned out, it sounds like posts from businesses, publishers, and brands will be subordinated to those from social friends. Local businesses might be hearing that posts from our newspapers will no longer be seen on FB, fearing that our social media services will be less effective. It really means that news publishers will have to change how they use FB, as will local businesses. See more here from the NY Times.
  • Google’s mobile-first indexing starting to default to mobile sites to determine search ranking. Google is slowly rolling out a new indexing algorythm that will look at mobile sites in determining search ranking. This means that a poor mobile site might hurt the organic search ranking of local business sites. This will not cause a sudden change, but might start to impact ranking gradually. Local businesses may feel they are already ok with their current sites. (ThriveHive sites will be just fine.) But not all will. More on this here from SearchEngineLand.
  • Google Chrome will start blocking ads on Feb. 15. In an effort to improve the quality of display ads on the web, the Coalition for Better Ads, a consortium of trade associations and companies, is sharing best practices to improve user experiences. Chrome says it will start blocking ads on Feb. 15 that do not comply. Our local customers need to know that GateHouse and ThriveHive are on top of this and have been monitoring the quality of display ads for a while. This is just one of the reason why all OnTarget ads must go thru an audit before going live. More on the story here. 

 5MQ (Five Minute Quiz)

Here is MOM’s Five Minute Quiz for today. Just offer your best answers, and we will review the results on the Wednesday Webinar. (Wilmington team, you will be occupied with your Local Media Workshops on Wednesday, please take the quiz anyway. We will provide feedback and results to y’all vie email.)

This week’s 5MQ


THE CUSTOMER IS ALWAYS…

We are on the verge of our 2018 Local Marketing Workshops in Jacksonville, Kinston, New Bern and Wilmington. While these events lead to customer visits, sales proposals and marketing commitments that we can count on throughout the year, there is a bigger reason for these events. The larger scope of the workshops is educational. These workshops are opportunities to help teach all local businesses in our markets how to conduct better, more productive marketing for their local businesses. That obviously can lead to our advantage, but the most important part is to help educate local businesses. Here’s why.

  • 70% of local SMB’s consider themselves a novice or apprentice when it comes to managing their own marketing. (Borrell Assoc. 2017) 
  • SMBs ARE NOT looking for someone…to try to convince them that one medium is better than another; THEY ARE looking for sound advice — a marketing expert they can trust. (Borrell Assoc. 2016)

The bottom line is that local businesses don’t want us to sell them “stuff.” What they want is an advisor, someone that has their best interest at heart and will make recommendations that will have those interest in mind. We have access to experts daily with ThriveHive and our own local level of expertise. But add to that Michael Blinder, with global experience across all media, and we have a great opportunity to help educated the local markets.

But what’s in it for me?

It’s true that the workshops are educational opportunities for local businesses. But what about us? How do we benefit from successfully bringing 50, 60, or 70 businesses each to one of of these events? (Remember, there are more than 42,000 local businesses in our markets.) According to CEB, a subsidiary of Gartner, top performing sales personnel in today’s environment share the following.

  1. They teach their customers.
  2. Then they tailor their sales message to the customer.
  3. They always take and maintain control of the sale.

Our workshops teach. The packages we provide allow all of us to tailor the sales message to the customer through needs analyziz, and subtle package modifications. And finally, you and our invited experts control the sale by matching our solutions with the needs of the prospect.

In the end the Local Marketing Workshops hit every touchpoint along the way to providing excellent solutions and service to local businesses.

The selling has not begun!!!!

We are not selling advertising with this invitation, we are providing a FREE opportunity for any business within our reach to come and learn more about how their business can thrive. That is the message. So our goal is simply to communicate this to as many local businesses as possible. This is a win-win scenario for all of us.

Our local businesses are looking to us for leadership. Good luck in 2018.


Quote of the week

 “Opportunity is missed by most people because it is dressed in overalls and looks like work.”
-Thomas Edison

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 in the upper right, it’s an easy access for reports and contacts that you will need to keep handy. These will be updated as we go, but you should be able to find links, names, and phone numbers that you need on a regular basis. Depend on MOM as your in-house directory.Your 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! Local Media Workshops-RSVP’s Top Priority

  • Venues are set
  • Social media marketing has begun
  • Email marketing campaigns have started
  • Marketing has also begun in our own digital and print media
  • Newsrooms are pitching in with stories about these events
  • Handouts/invites are prepared and available to all for distribution
  • Attendee lists are here: StarNews Media and ENC Media Group

Now it’s up to our sales teams!

Wilmington

  • Jan 17, 2008, 4:00-5:30 (Real Estate), Hampton Inn – Medical Park
  • Jan 17, 2018, 8:30-10:00 and 12:00-1:30, Hampton Inn – Medical Park
  • Jan 18, 2018, 8:30-10:00 and 12:00-1:30, Hampton Inn – Medical Park

ENC

  • Jan 29, 2018-Kinston, 11:30-1:00, Hampton Inn – Kinston
  • Jan 30, 2018-Jacksonville, 8:30-10:00 and 11:30-1:00, Courtyard Suites by Marriott – Jacksonville
  • Jan 31, 2018-New Bern, 8:30-10:00 and 11:30-1:00, DoubleTree by Hilton – New Bern

All attendees must register here: http://www.LocalMediaWorkshops.com

Remember, all attendees must register in advance on the page noted above. This same page will be linked to all promotion. The ENCLive website also features news about the events! One sheets and postcards are being prepared.

This is NOT selling attendees, this is simply doing them a favor, by letting them know we are having a seminar. THERE IS NO OBLIGATION TO PURCHASE ANYTHING! These workshops will provide direction, with no obligation from attendees. Let the workshop do the work!

Internal Sales Calendar

  • This is an INTERNAL calendar, to be used for scheduling sales activity and planning. Customer facing calendars are being prepared quickly. 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.

UPDATE! The 70% Solution

  • Sell thru report for CNC sites is availble, check the AdOps page from the upper right corner menu of this blog.
  • Early month reports tend to show variances caused by incomplete orders set in GateHouse AdOps, these variances will correct with the next week’s edition.

UPDATE! Tablet Reimbursement Policy

As you heard in our Q1 Kick-off meeting, MMSE’s at ENC Media Group and StarNews Media are now eligible for reimbursement with th epurchase of a standard iPad or iPad Pro. Our goal is to support, develop, (and yes even brag about) the most elite sales team in the GateHouse network. Insuring that we all have state-of-the-art tools is just one step towards that goal. Explanation of the policy and the required Reimbursement Form are now on the CNC Sales Folder. Please save this entire folder to your Drive for future reference.  Here’s a couple of quick details on this policy.

  • This is limited to standard iPad and iPad Pro models only at this time. In “non-technical” jargon, iOS is a very stable, consistent, secure and robust platform that will support all of our efforts. If additional tablet models meet the same requirements we can have those added in to the policy as well, but for now, we are limiting only to these models.
  • The Tablet Reimbursement Form should be completed and submitted along with a copy of the receipt for approval. Your manager will submit all approved documents to HR, then it will be submitted as reimbursement through payroll.
  • All MMSE’s will be expected to utilize the tablets in the field and as a part of their regular responsibilities. However, the tablet itself is the property of the individual making the purchase…it is yours!
  • Several apps will be required for download through the Apple Store, but to my knowledge all are free…(i.e. Google Drive, Gmail and Google calendar if you prefer, etc.)
  • Any/all presentations prepared in PowerPoint can be saved in PDF format and can be downloaded onto the units for view. (Limiting transitions, graphics, etc. is best practice for customer view anyway.)

 


Training

UPDATE!-Training

2018 ThriveHive Winter 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.  When you register you’re automatically enrolled in all the sessions. Register for these important updated training sessions @ the ThriveHive training website. 

Webinars are scheduled for Thursdays at Noon Eastern / 9 am Pacific starting February 1st and last for about an hour.  If you can’t attend one of the live sessions, you can access the On Demand Academy from the Training site.

AdOps

NEW! Monthly O&O analytics reports are available for all CNC sites (SNM & ENC)

  • O&O audience reports for December 2017 now available, here. All monthly reports, each month, are available on the drive, and from the AdOps page of this blog, (upper right hand menu) any time of day or night, on any device. These reports include users, pv’s sessions, demographics, source, etc.

NEW! O&O advertiser campaign reports now available for all CNC sites (SNM & ENC)

  • Ad Campaign reports are available for ENC and for Wilmington O&O campaigns from the AdOps page you can find from the upper right corner menu of this blog.

UPDATE! ENC 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, (abialas@jdnews.com #8419) for the same.

UPDATED! Digital Reports

  • Check the AdOps tab on MOM’s menu for all reports, available 24/7 via any device!
  • Monthly O&O Website Audience Reports are available for all CNC. StarNews reports are available here as

Events & Promotion

Promotions

NEW!-2018 is here and we are already behind!

Still available…

  • Tailgate Giveaway-CANCELLED
  • Valentine’s Day Sweepstakes
  • Tax Prep Sweepstakes
  • College Hoops
  • Honeymoon Giveaway
  • Home Improvement Sweepstakes

Alissa will be reaching out about prospects for these promotions… get your lists ready! Or reach out to her about anyone you have in mind!

UPDATE! 2018 Honeymoon Giveaway

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 improvement

Check out today’s Pie Chart of the week for 2018 Home Improvement spending forecast!

2018 College Hoops Challenge

With thousands of people watch March Madness… why not give our advertisers a taste of that audience?!

Basics about this promo:

  • 1 Slam Dunk Sponsor, 4 3-Pointer Sponsors, multiple Lay-Up Sponsors available!
  • Large Audience engaged in promotion – they have a chance to win big ($1 million in cash prizes, PS4 Pro, and Fatheads)
  • Advertisers can win big too – National Champion will win a DOUBLE TRUCK!
  • Available for all properties of CNC

And that’s only the beginning!

  • 2018 Tailgate Giveaway
  • 2018 Tax Prep Quizzes and Sweepstakes
  • 2018 Valentine’s Day Staycation Giveaway
  • Anything you can think of!

encmedialive.com

Upcoming Shows…

  • StarNews Media Local Media Workshops, January 17 & 18, 2018
  • Bridal & Special Event Expo – January 21st
  • ENC Local Media Workshops, January 29, 2018
  • ENC Local Media Workshops, January 30, 2018
  • ENC Local Media Workshops, January 31, 2018
  • Home and Garden Show, Jacksonville – March 10th & 11th
  • Home and Garden Show, New Bern – March 17th & 18th

Marketing

Pie Chart of the Week

 2018 Local Ad Spending-Home Improvement

NOW is the time to be in front of home improvement businesses. Where will thess businesses be spending their ad dollars in 2018? This is one of the stronger business categories for newspaper.

  • Online-47%
  • Newspapers-17%
  • Direct Mail-8%
  • Directories-8%
  • Local TV-6%

 

ENC Media Group Brochures

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.

StarNews Media brochures and regionally focused Coastal North Carolina Group brochures are currently in the works. Look for them in Q1!