The best foundation for your acquisition, retention and distribution model 3/9/15

By Bob Terzotis and Jack Curran, Mather Economics
Financial success in the newspaper industry is determined in many ways by the efficiency and effectiveness of your customer acquisition, retention and distribution strategies. This article looks at performance metrics used by industry executives who track and monitor in these areas. MORE

Evaluating your expense model: Potentially a big win for your bottom line 2/24/15

By Bob Terzotis, vice president, Mather Economics (special to the SNPA eBulletin)
For most executives, keeping up with the rapidly changing publishing business has required them to "up their game" and rethink their approach to managing revenues. To compensate for shrinking print advertising revenues, publishers are placing greater emphasis on digital revenues, finding ways to effectively move print advertisers to digital advertising and counting on circulation revenue to play a much larger role in the total revenue picture. Often, newspaper executives focus only on their expense line during budget season or when revenue isn't meeting expectations. However, strategic operational expense adjustments are necessary to maintain profitability and warrant the same level of focus as revenue – especially for departments that require a significant portion of your operating budget. MORE

The State of Media Sales: Initial findings released 2/24/15

By Cindy Durham, assistant executive director, SNPA
Sixty-six percent of media sales managers and executive managers surveyed for the 6th annual State of Media Sales survey did not make their goals in 2014, C. Lee Smith said Monday at the Key Executives Mega-Conference in Atlanta. Smith, president and CEO of Sales Development Services and publisher of Media Sales Today, which conducts the annual survey, announced the first 10 survey findings at the Mega-Conference. MORE

Ethical thinking 2/17/15

By Jules Ciotta
In economically slow times, organizations need to be careful not to compromise integrity and values. It is easier to accept taking a loss than ethical routes when there can be gain. Most often there is loss in the long term. Most decisions have ethical implications. The right thing to do oftentimes isn't completely clear. MORE

Capturing the right print and digital data 2/10/15

By Matt Lindsay and Arvid Tchivzhel, Mather Economics (special to the SNPA eBulletin)
The move to digital news publishing has resulted in endless amounts of data and, thus, significant opportunities to analyze that data to drive revenue, tailor content, remain competitive and more strategically appeal to advertisers – to name but a few. However, many publishers are unsure which data to capture for insights that will actually make a difference when applied to the business. MORE

Strategic planning 2/3/15

By Jules Ciotta
One of the challenges with strategic planning sessions is that once the vision, goals and objectives have been identified, the good thinking that created them often stops. MORE

Activation fees: What newspapers can learn from the services industry 1/27/15

By Chris Christian, vice president, Mather Economics (special to the SNPA eBulletin)
If your newspaper is not charging activation fees for new subscription accounts, you could be missing out on a significant potential revenue source. Activation fees are commonplace in the service industry and, in recent years, also have been getting the attention of newspapers. MORE

SNPA salary survey offers great benchmark data 1/16/15

SNPA members are encouraged to participate – at no cost – in the 2015 SNPA Salary Survey. The questionnaire, which is available as an Excel spreadsheet, includes just those positions that had the most data recorded in the past few years. Designed for daily newspapers, this simplified spreadsheet will make it easy for newspapers to take part with a minimum amount of time on the part of their staffs. MORE

It's not too late to participate in the Mileage Survey 3/3/15

Compare your newspaper's mileage reimbursement allowances with that of other newspapers – through the SNPA Mileage Survey. MORE

Why one size doesn't fit all 1/13/15

By Matt Lindsay, president, Mather Economics (special to the SNPA eBulletin)
Publishing has become a tough business. Gone are the days of relatively easy profits and high margins. Advertising revenue no longer covers all the overhead expense and subsidizes the cost of subscriptions, so readers pay a fraction of the cost to produce and deliver the product. The Internet and new digital distribution channels have forever changed the economics of the publishing business and the relative balance of advertising versus audience revenue. What are the implications for revenue growth and the profit maximizing pricing strategy under this new paradigm? MORE
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