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Maine editor recalls taking on local bank, and the toll it took

Photo courtesy of Earl Brechlin

By Kehinde Sokan, Bulletin Staff

‘The board of directors of the bank are business owners throughout the community. So, not only did the bank pull its advertising because of our stories, but so did other businesses in solidarity, including our largest advertiser.’

— Earl Brechlin, Former editor
Bar Harbor (Maine) News, Current editor
Mt. Desert Islander, Bar Harbor

Photo courtesy of Earl Brechlin

It was midafternoon on a spring day in 1994 when Earl Brechlin, then editor of the Bar Harbor (Maine) Times, was told by the newspaper’s receptionist that there was a call on the telephone for him from a man who wouldn’t leave his name.

Brechlin took the call, recognizing the voice as that of an employee of the First National Bank of Bar Harbor. The man asked to meet Brechlin that evening, requesting to come through a back door so as not to be seen by anyone on the street. Brechlin agreed. He left the lights off in the front office, and when the man arrived, led him to his secluded office in the back of the building.

During that meeting, Brechlin was informed that the bank was being reviewed by the federal Office of the Comptroller of the Currency, the Federal Home Loan Mortgage Corporation, and Federal National Mortgage Association.

The bank’s troubles began in 1992, “but matters such as these are kept quiet,” Brechlin said.

Brechlin, who left the Times in in 2001 to be editor of then-new Mount Desert Island of Bar Harbor, jumped on the story immediately.

Through sources, he was able to obtain documents from federal investigators.

The documents “detailed all the deficiencies they had found with the bank,” Brechlin said. “They had people on the board of directors who had loans without paperwork, and credit cards that weren’t being paid off. Most of the problems entailed people who worked at the bank or officers of the bank who were refinancing their mortgages and were obtaining federal loans through falsified documents.”

“There were concerns that appraisals were being artificially inflated to justify larger mortgages,” Brechlin said.

Before running his first story on the scandal, Brechlin ran it by the Bar Harbor Times’ lawyers to make sure that the paper would not be in any legal jeopardy, and then by the newspaper’s publisher.

Bulletin photo courtesy by Kareya Saleh
Bulletin photo courtesy by Kareya Saleh

‘Over the years in a small town I’ve had my storage shed torched, tires slashed, windows smashed and cameras stolen.’

— Earl Brechlin

“He knew there would be a fallout from covering the story, but told us to run it anyway,” Brechlin said.

After the story was published that detailed the alleged violations and the allegations against the bank, Brechlin was paid a visit at his office by an FBI agent. He was asked where Brechlin had obtained his information, but Brechlin refused to tell the agent. Brechlin had promised his sources that he would not reveal their identities and, fortunately, he didn’t have to.

“I guess they had plenty else to do, because they never bothered us again,” Brechlin said.

A couple of months into covering the story, with concerns about a conflict of interest and for his personal safety, Brechlin closed his multiple accounts with the bank.

“My checking account, my savings account, my mortgage were in that bank. So, while I’m writing about this, they can see my whole life,” Brechlin said. “So, I actually moved my accounts. I took about a 3 percent hit to my mortgage because I redid it at another bank with a higher rate just so I didn’t have any involvement with them.”

Brechlin covered the story for a year and a half, and he was greeted with anger from the bank’s executives.

“There was plenty of intimidation that there would be hell to pay (for) this stuff,” Brechlin said.

Members of the bank’s board of directors called the newspaper and complained about the stories.

“I wasn’t privy to the conversations, but I’m sure they had something to do with financial impact if we continued to pursue the story,” he said.

The Bar Harbor Times did take a substantial financial hit bringing the story to readers.

“The board of directors of the bank are business owners throughout the community. So, not only did the bank pull its advertising because of our stories, but so did other businesses in solidarity, including our largest advertiser (Shop & Save, which had a full-page ad in the Times),” Brechlin said.

Competing banks pulled their advertising too.

“It wasn’t to punish us, but they didn’t want to look like they were kicking a guy while he’s down,” Brechlin said.

The Bar Harbor Times saw a 10 to 15 percent revenue decrease for a couple of months, but fortunately the paper could afford it at the time, Brechlin said.

Brechlin was also treated with hostility by some members of the community.

“I didn’t receive any direct threats. Certainly I could walk in the grocery store and feel the darts in my back sometimes,” Brechlin said.

“There were different points in the story where I looked both ways before crossing the street,” Brechlin said with a chuckle.

Brechlin said being targeted for his work wasn’t new to him.

“Over the years in a small town I’ve had my storage shed torched, tires slashed, windows smashed and cameras stolen,” Brechlin said.

Although there were members of the community who were closely associated with those implicated in the investigations who were upset with Brechlin’s reporting of it, there were also people in the community who were grateful and appreciated the lengths to which he went to cover the story, Brechlin said.

When it came time for the trials of those charged as a result of the investigation, other reporters at the paper took over.

According to a 1996 story by the Bangor (Maine) Daily News, the bank, in a settlement with the federal government, had to pay a $1-million fine and the bank’s president of seven years, Frank G. Bean III, had to resign. Nearly all of the bank’s board members, many of whom individually paid $1,000 fines, also had to resign. Some past employees of the bank also had to pay $1,000 fines. One bank employee, a loan processor, went to jail, Brechlin said.

Brechlin doesn’t regret the role he played in exposing the bank’s misconduct.

“For me, the ethical ramifications of it was that the people that ran that bank made decisions about the health of the bank, about the ethics of the bank, and they were investing their money, but the public didn’t know that information. It wasn’t fair that only the insiders at the bank knew whether or not it was smart to bank there or that they only got the sweetheart deals,” Brechlin said. “ … I think it was a learning experience for everybody … There hasn’t been something like this since.

 “What happened is people at the bank were making financial decisions with that information in mind, but the public was denied that information, so if you were trying to decide, ‘What bank should I put my savings account in, or my checking account in? Where should I get a mortgage from?’ then you might want to know whether the place is being run right or not,” Brechlin said.

Bailey Knecht, an undergraduate student in the Northeastern University School of Journalism, contributed to this report.

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Montana millionaire charged with journalist assault – and headed for Congress?

Gene Policinski First Amendment
Gene Policinski First Amendment

Gene Policinski
Inside the First Amendment

Gene Policinski is chief operating officer of the Newseum Institute and senior vice president of the Institute’s First Amendment Center. He can be reached at gpolicinski@newseum.org.

Follow him on Twitter:
@genefac

Sadly, shamefully, disgustingly, it has come to this: A Montana candidate for Congress was charged recently with assaulting a reporter who was asking him a question about the American Health Care Act.

The Bozeman Daily Chronicle reported that U.S. House candidate Greg Gianforte, a Republican, was charged with misdemeanor assault for what witnesses and the reporter involved said was an unwarranted attack.

Ben Jacobs of The Guardian, who has reported for weeks on the state’s close race for its only House seat, tweeted that “Greg Gianforte just body slammed me and broke my glasses.”

Gianforte’s campaign issued its own statement, claiming Jacobs had entered an office where a TV taping was being set up, “aggressively shoved a recorder in Greg’s face, and began asking badgering questions.” The statement claimed that both men fell to the floor in a struggle over Jacob’s cellphone, and that “this aggressive behavior from a liberal journalist created this scene.”

Too bad for that set of “alternative facts” that several witnesses — including a Fox News television crew — were on hand to dispute them.

A Fox News reporter wrote that “Gianforte grabbed Jacobs by the neck with both hands and slammed him into the ground behind him … I watched in disbelief as Gianforte then began punching the man, as he moved on top of the reporter and began yelling something to the effect of ‘I’m sick and tired of this!’”

Three of Montana’s major newspapers, The Billings Gazette, The Missoulian and The Helena Independent Record, quickly got “sick and tired” of Gianforte: By the morning after the incident, on the day of the state’s special congressional election, all three rescinded their endorsements of the GOP candidate.

We all should be “sick and tired” of attacks on journalists in recent weeks, from this Montana mess to a “manhandling” of a reporter by security guards after an FCC hearing, to the arrest of a public radio reporter in the West Virginia statehouse.

The incidents have much in common: The journalists were asking questions of public officials or candidates for office, outside the staged, controlled environments of news conferences. In each case, the journalists were labeled aggressors by those they were attempting to question.

Many defenders of a free press see all three incidents flowing from the stridently anti-press tone set by President Trump, both in office and on the campaign trail. He has called journalists “enemies of the people,” and on occasion verbally abused specific reporters at rallies and news conferences. The Gianforte account took pains to label Jacobs as a “liberal journalist,” continuing the candidate’s anti-press stance through a campaign that has drawn comparisons to Trump’s. In an effort to give Gianforte a boost in Montana’s close congressional race, Trump recorded a robocall in which he calls Gianforte “my good friend.”

For those who are more inclined to view politics as an opportunity for mud-slinging and chest-beating, rather than a spirited exchange of ideas, the Montana attack no doubt will produce appreciative chuckles and nods of endorsement.

Do not be fooled. It’s democracy that got “body slammed” in the Montana incident. It’s respect for the rule of law that was dealt a blow. It’s the First Amendment that was insulted by Gianforte’s attempt to justify what he did: attacking a reporter for asking a reasonable question, on a matter of great public interest, to a political candidate on the eve of an important election.

This recent spate of attacks is not the first time journalists have been hassled by thugs and bully-boys, or by security forces. Multiple attacks and beatings occurred as reporters and television correspondents covered the civil rights movement in the 1950s and ’60s. Reporters covering the “Occupy” movement in recent years were hustled aside or held by police looking to prevent news coverage of protesters being forcibly removed from parks in New York City and elsewhere.

At national political conventions, journalist arrests have become so common that national press organizations regularly set up phone banks and offices to help individual reporters who have been taken into custody without cause.

Dangers to a free press have deep roots in this country. Just seven years after the 1791 ratification of the Bill of Rights, Congress passed the Sedition Act, allowing for the arrest and jailing of journalists for publishing political criticism. About 20 editors were thrown into jail.

In the Newseum in Washington, D.C., where I work, there is the starkly tragic exhibit of a lone Datsun sedan — notable because the floorboards at the driver’s seat are peeled up, the result of an explosion that fatally injured Phoenix newspaper reporter Don Bolles in 1976. A remotely detonated bomb had been planted by mobsters seeking to stop Bolles from reporting on organized crime in Arizona. The attack had the opposite effect, as reporters nationwide flocked to Phoenix to complete Bolles’ work, proclaiming that “you can kill a journalist but not journalism.”

The fear is now real that — as we saw after fake reports of a child sex ring in a Washington, D.C., restaurant prompted an armed man to appear on the premises — some disturbed person will decide to counter reporters with more than a “body slam.”

Let’s say again, for the sake of the nonpartisan, nonpolitical 45 words of the First Amendment, that this pattern of verbal abuse and physical attacks on journalists is an attack on all Americans, and that that these attacks must stop.

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Questioning why the Times is chucking tradition for change

Jim Stasiowski, writing coach
Jim Stasiowski, writing coach

Jim Stasiowski
Writing

Writing coach Jim Stasiowski welcomes your questions or comments.

Call him at
(775) 354-2872
or write to:
2499 Ivory Ann Drive
Sparks, Nev. 89436.

On the same morning in mid-May that I read The New York Times’ gripping, deeply researched advance on the Bill Cosby trial, I witnessed a display of human nature that made me question whether the Times’ recent format changes make sense.

The trial story appeared atop the cover of the Arts section, not on Page A1, despite the widespread celebrity of Cosby and the societal significance of the charges against him — that he drugged and then had sex with an unwilling woman, a pattern he is rumored to have repeated several times.

At the bottom of Page A1 was a small block tease – a non-photo tease buried among 11, some with photos – for the trial story, guiding readers to Page C1. And on Page A2 was a large tease written by the co-author of the Arts section Cosby story. The tease explained the co-author’s continuing work on Cosby’s legal travails.

The New York Times has changed its Pages A2 and A3. Formerly on weekdays, A2 had an index and corrections, while A3 had news stories. Now A2 is dominated by a feature labeled, in two verbose decks, “Inside The Times (…) The Story Behind The Story.” In each such feature, a reporter metaphorically puts his or her human face (minus photo) on the story we readers are being urged to read “Inside The Times.”

The rest of A2 and all of A3 now have a variety of snippets, trivia and other short items that no doubt a focus group concluded would attract otherwise unlikely readers.

I resent all the teasing and previewing. The Arts page Cosby story was extremely well done, part narrative, part analysis, and it didn’t require all the nanny-like nudges, most specifically, the “Inside The Times …” overkill.

Why not put the Cosby story on Page A1? OK, it was a huge Trump-tastic news day, so Cosby got crowded off A1, but why not give it a stronger tease on Page A1 and run it on Page A3, implying that it is significant news, not meant merely for those who follow Arts?

I’m sure it’s because we – not just The New York Times – are scrambling. The tidbitting of Pages A2 and A3 apparently is designed to lure in the young, short-attention-span folks held captive by the snippet life.

Entranced by electronic marvels, kids ignore anything ploddingly traditional, right?

Yet shortly after I read the Cosby story, I took my morning walk, which means twice passing the same school-bus stop. On that morning, across the street from the bus stop, a large, noisy yellow Caterpillar excavator was clawing through mounds of dirt, prepping the land for development.

On my first pass, a half-dozen elementary-school youngsters were texting or electronically surfing while another six were watching the construction activity. When I made my second pass minutes later, all of them were staring at the Excavatorsaurus Rex.

Sure, texting and surfing are addictive; but that’s because they blend action, change and conflict, elements that all people, young and old, enjoy, and elements of not only every construction project ever built, but also every good story ever written.

I admire The New York Times’ boldness to blow up the traditional Pages A2 and A3 and try something new. But I disagree with the paper’s apparent assumptions, first that young people cannot be trusted to recognize good storytelling, and second that tantalizing tidbits will so dazzle young people that they will be fooled into embracing a newspaper they otherwise would ignore.

And I question requiring reporters to write what amount to “How I Got The Story” tales on A2. (A couple of weeks after the Cosby stories ran, that A2 feature, by a sportswriter covering the NBA, included this insightful sequence: “Cleveland and Miami are both fine cities with friendly, welcoming people. But they are very different cities.”)

Surely the shrinking rosters of reporters nationwide should mean not assigning superfluity.

If kids set aside electronic fluff for watching the real world, there is hope for those of us who devote our lives to making that world come alive, not in snippets, but in sentences and paragraphs. My hope is that after school that day, the kids resumed watching the excavator and that night, they talked to their parents about what they saw and asked about machinery and construction and commerce and growth.

One more thing: I used to know exactly where The New York Times’ corrections were, on Page A2 (except Sundays); now I hunt for them. I used to praise the Times for putting the corrections in such a prominent spot, as if the paper were saying, “We are proud to show how diligent we are in correcting our mistakes.”

Who knows? Such dependable, trustworthy behavior someday might inspire even those with short attention spans to own up to their mistakes.

THE FINAL WORD: The noun “individual” almost always is stilted language meaning “person,” as in “Authorities say they hope to question an individual seen at the accident site.”

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Industry News – June 2017

Newspaper-industry-news

Briefs

Awards and Honors

Advertising News

Advice

Industry News

Mobile/Online News

Social Media News

Legal Briefs

Training

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eBulletin Obituaries

Buck Howe

Buck Howe

Buck Howe, 73, of Amherst, N.H., died May 25 from injuries in a car accident.

Howe was a reporter and editor on the New Hampshire seacoast.

He also was a freelance photographer for some Fortune 100 companies and had a photo published in Life magazine.

Later in his career, Howe was employed in marketing and public relations for the former Digital Equipment Corp., based in Maynard, Mass., and for a few other companies.

He leaves his wife, Ann; a son, Philip; a sister-in-law; a nephew; cousins. 

The obituaries were written, at least in part, from published reports by Bulletin correspondent Joshua Leaston, an undergraduate student at Northeastern University.

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Sean Burke, Doris Picardi, Adam Feuerstein, Mark Elliott

Sean Burke
Doris Picardi
Adam Feuerstein
Mark C. Elliot

MASSACHUSETTS

Sean Burke, former president and group publisher of GateHouse Media New England, the largest newspaper chain in New England, with more than 100 newspapers in five states, was hired as president and publisher of the Fort Worth (Texas) Star-Telegram as of June 12. Burke has spent 30 years in the news industry, much of it in sales executive and other leadership roles. He was appointed regional director of advertising and marketing in 1997 for Community Newspaper Company, predecessor of GateHouse. During that time, he served for nine months in 2001 as publisher of multiple weeklies, including the TAB newspapers, of the Metro Division of Community Newspaper Company and as regional advertising director. In 2004, Burke became publisher of the then-Memorial Press Group, based in Plymouth and including 23 non-dailies, among them the flagship Old Colony Memorial. He was appointed regional publisher of GateHouse Media New England in 2006, a position that included being publisher of The Herald News of Fall River, the Taunton Daily Gazette, and ethnic and community weekly newspapers on the south coast of Massachusetts. He was promoted to GateHouse Media New England’s president and group publisher in 2013 and held that position until January. He has been a director and officer of the New England Newspaper and Press Association and a director of the Massachusetts Newspaper Publishers Association.

Doris Picardi has been promoted to display advertising director at the Boston Herald as of May 30. She will report to the vice president of advertising, Kathleen Rush. Picardi was employed in the classified advertising department for 29 years. She was first an advertising assistant and eventually became a staff manager, supervising revenue-producing events. Her responsibilities now include recruitment advertising, outside sales, outbound telemarketing, job fairs, supervision of advertising representatives for national, retail and Web advertising.

Adam Feuerstein is leaving New York City-based TheStreet to join Boston-based STAT, owned by the owner of The Boston Globe, as a senior writer and national biotech columnist. Feuerstein was a columnist on money and biotech for TheStreet. He also has been an assistant managing editor for the San Francisco Business Times and a reporter for the Atlanta Business Chronicle, where he covered commercial real estate and health care.

NEW ENGLAND

Mark C. Elliott has been named publisher of the Mt. Vernon (Ill.) Register News and the McLeansboro (Ill.) Times-Leader. For the past four years, Elliott was advertising director for the Anderson (Ind.) Herald Bulletin and then for Goshen (Ind.) News, for two years each. Before that, he was an advertising and marketing executive for newspapers in New Hampshire, Massachusetts, Vermont, Connecticut and Arkansas.

 

The Transitions were written, at least in part, from published reports by Bulletin correspondent Joshua Leaston, an undergraduate student at Northeastern University.

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Passion, community ties among keys for NENPA’s award-winning journalists

Robin Chan, the New England Newspaper and Press Association’s Weekly Photojournalist of the Year, is hugged after collecting one of his multiple awards at NENPA’s winter convention. Bulletin photo by Kareya Saleh

By Morgan Mapstone, Bulletin Correspondent

‘I like to be able to spend more time on a subject and learn more. My favorite assignments are those that allow me to learn something new.’

— Robin Chan, GateHouse Media New England

Robin Chan, the New England Newspaper and Press Association’s Weekly Photojournalist of the Year, is hugged after collecting one of his multiple awards at NENPA’s winter convention. Bulletin photo by Kareya Saleh

What is the key to creating an award-winning piece of journalism?

According to Walter Bird Jr., it’s approaching the task like it’s the last one you’ll ever have.

Bird won this year’s New England Newspaper and Press Association award for Weekly Reporter of the Year for the reporting work he did as editor of Worcester (Mass.) Magazine.

“I try to write every story like it’s my last,” Bird said.

In a Worcester Magazine story in February, Checked In and Pimped Out, about human trafficking in the Worcester area, Bird worked closely with victim advocates and talked with local police and motel and hotel staffs. Although that story did not contribute to his award, Bird referenced it as a prime example of his writing style. Bird said that by sticking with the specific angle of hotels and motels, he was able to write a cohesive and interesting story. Focusing on one element of a story can save writing from becoming complicated and gives it direction, Bird said.

Merrily Cassidy is congratulated by her boss at the Cape Cod Times of Hyannis, Mass., executive editor Paul Pronovost, after she received the New England Newspaper and Press Association’s Daily Photojournalist of the Year award at NENPA’s winter convention.
Bulletin photo by Katy Rogers
Merrily Cassidy is congratulated by her boss at the Cape Cod Times of Hyannis, Mass., executive editor Paul Pronovost, after she received the New England Newspaper and Press Association’s Daily Photojournalist of the Year award at NENPA’s winter convention. Bulletin photo by Katy Rogers

‘I like going out there and meeting people and getting different perspectives.’

— Merrily Cassidy, Cape Cod Times ~ Hyannis, Mass.

After the story was published, the city of Worcester set up sex-trafficking workshops to prevent more cases from occurring. To Bird, prompting such a result is the best type of achievement.

“The best type of stories are ones where something happens as a result of writing them,” Bird said.

His story ideas come sometimes from tips from his regular contacts, sometimes from pure luck in finding a topic, and sometimes from people in the community, Bird said.

“I look for stories that I think have something to say,” Bird said. “I don’t know if it’s as much my writing tactics, but rather the people that are in the story that make it what it is. The people tell the story.”

For this year’s winner of the Daily Reporter of the Year award, Doug Fraser of the Cape Cod Times of Hyannis, Mass., inspiration comes from his passion for the maritime beat he covers.

Fraser has dedicated more than 15 years of his career to following the great white shark population off Cape Cod. Surrounded by water, the Cape always has plenty of new and intense marine research to cover, Fraser said. To him, it is a perfect location for writing about topics rooted in nature that also have a technological component too, a combination he finds fascinating.

Walter Bird Jr., the New England Newspaper and Press Association’s Weekly Reporter of the Year, points to a fellow award winner at NENPA’s winter convention.
Bulletin photo by Kareya Saleh
Walter Bird Jr., the New England Newspaper and Press Association’s Weekly Reporter of the Year, points to a fellow award winner at NENPA’s winter convention. Bulletin photo by Kareya Saleh

‘I try to write every story like it’s my last.’

— Walter Bird Jr., Editor ~ Worcester (Mass.) Magazine

“I try to find things that are interesting to me so in that way I put a lot more energy and time into the story. It makes it easier to write it if you have a passion for what you’re writing about,” Fraser said.

Although his stories are usually inspired by his own inquiries, Fraser stressed the importance of including the community in his work. He said the local community can affect the success of a story.

“A lot of times it’s just knowing what’s important to the community that you’re covering,” Fraser said.

The jobs of this year’s award-winning photojournalists also require the same level of involvement in the community for success.

Coming from a reporting background, Merrily Cassidy of the Cape Cod Times, winner of this year’s Daily Photojournalist of the Year award, also has experienced the importance of connections in her work.

“My ideas come from whoever. I could meet someone six months ago and they mention something that is happening in the summer that I think could be a great feature or story,” Cassidy said.

Doug Fraser of the Cape Cod Times of Hyannis, Mass., displays his award plaque for the New England Newspaper and Press Association’s Daily Reporter of the Year.
Bulletin photo by Kareya Saleh
Doug Fraser of the Cape Cod Times of Hyannis, Mass., displays his award plaque for the New England Newspaper and Press Association’s Daily Reporter of the Year. Bulletin photo by Kareya Saleh

‘I try to find things that are interesting to me so in that way I put a lot more energy and time into the story. It makes it easier to write it if you have a passion for what you’re writing about.’

— Doug Fraser, Cape Cod Times ~ Hyannis, Mass.

In her recent work, Cassidy worked side by side with Coast Guard rescue swimmers as they practiced lifesaving techniques, following them for months in their training at boot camp. The time spent developing relationships with them Cassidy credits to her passion in her work.

“I like going out there and meeting people and getting different perspectives,” Cassidy said. “We hear about the Coast Guard all the time, so I thought it would be a cool thing to go out and put a face to the name.”

Developing a relationship with the photo subject is something Robin Chan of GateHouse Media New England, this year’s winner of the Weekly Photojournalist of the Year award, strives for as well. Chan said that, in his photography, it helps to try to be an active listener and observer, always looking to see how the subject is acting or what the subject is revealing.

“I like to be able to spend more time on a subject and learn more. My favorite assignments are those that allow me to learn something new,” Chan said.

Chan’s work includes shooting high school sports, town meetings and other events, but originally began rooted in nature. Chan began his photography career as a nature photographer out of his love for the outdoors, but switched to a people-focused form of the art later in his career.

“A lot of time with nature photography you don’t want people in the photo, but it’s the opposite with photojournalism. You want a person in the photo because the reader connects to a person,” Chan said.

So, how have these journalists achieved award-winning status?

Here are some final pieces of advice from this year’s NENPA award winners:

Bird: “This isn’t something you can teach, you just have to love it. Don’t just work, don’t just watch the paycheck. It’ll all come together if you work hard.”

Fraser: “When it comes time to write, it’s good to have read how other people have tackled writing in a way that’s interesting. Read other writers’ work and even that of your own staff. You can learn a lot from the people in your newsroom.”

Cassidy: “I once had an editor that would always say, ‘There are no boring assignments; yes, boring photographers and reporters, but no boring assignments,’ and I truly believe that.”

Chan: “Be a part of organizations like the National Press Photographers Association or the Boston Press Photographer Association. Enter their contests and keep looking at your own work critically. There’s always an opportunity to grow. I know I still have an opportunity to grow every day.”

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Expectations are like icebergs

John Foust Advertising
John Foust Advertising

John Foust, advertising

john-foust-ad-libs

John Foust has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using his training videos to save time and get quick results from in-house training.

Email for information: john@johnfoust.com

Saundra’s experience as a sales manager has given her a unique perspective on client relationships.

“Most salespeople in the advertising business are taught to discover problems and prescribe solutions to those problems,” she said. “Too often, a salesperson hears about a problem and says, ‘We can fix that. Just advertise with us, and everything will be fine. It’ll be fantastic.’ I think that’s a flawed approach, because it sets unrealistic expectations.

“A long time ago, I heard that expectations are like icebergs,” she explained. “Only 10 percent is above the surface. It’s the 90 percent you can’t see that can sink your boat. The obvious things are above the surface: When the ads run, how much they cost, and copy that has been proofed for typos. The hidden expectations – the things below the surface – are their expectations on the results the ads are supposed to generate.

“Expectations can be our best friends or our worst enemies,” she said. “When we meet – or exceed – advertisers’ expectations, they feel good about our product and want to run more ads. But when the ads let them down, they might move their ad dollars somewhere else.”

Saundra said she teaches her team how to bring hidden expectations above the surface.

“Advertisers are going to have expectations whether or not we bring up the subject. The key is to have some control over those expectations. We want our advertisers to understand that an image campaign is not going to make their cash registers ring right away. And we want them to know that a response campaign has to make the right offers in order to create immediate results.”

Here are some key points:

  1. Ad results drive ad sales. An old friend in the advertising business once said, “When you’re catching rabbits, don’t move the box.” In other words, when an ad strategy produces good results, it makes sense to continue that strategy. On the other hand, if a merchant’s ads in a particular media outlet produce disappointing results, he or she may think, “Ads in the Gazette don’t work.”

When ads start running, there’s a lot riding on results.

  1. Go for measurable outcomes. The surest way to convey the value of running ads with you is to measure results. It’s hard to believe a statement like, “Car dealers get good responses from advertising here.” It’s more convincing to say, “Ace Motors ran a two-month campaign with us last year, and they generated x-percent increase in sales over that same period in the previous year.”
  2. Look for comparisons. On one level, you can compare ad response rates within your own paper. (“When Advertiser A changed from image ads to weekly specials, their response rates increased x-percent.”) On a deeper level, you can compare results with other media outlets (“Advertiser B moved their ads from XYZ Media to us and generated x-percent increase in traffic.”)

Selling requires us to manage expectations. That’s a good way to melt a few icebergs.

(c) Copyright 2016 by John Foust. All rights reserved.

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What to believe about the state of newspapers

Kevin Slimp technology
Kevin Slimp technology

Kevin Slimp, commentary

Kevin Slimp is chief executive officer of newspaperacademy.com and director of The Newspaper Institute.

Contact Kevin at
kevin@kevinslimp.com

I don’t know about you, but my life seems to get busier with each passing day.

I just finished publishing my second book in a month, began work on a major project to help raise money for a press association, conducted more webinars than I can remember during the past few weeks, and summer convention season kicks in tomorrow, even though summer is still a few weeks away.

My email is filled with messages each day from publishers and other newspaper colleagues who want advice about something going on at their papers. The questions come from the tiniest papers with just one or two folks, including the publisher, on staff, to folks running large regional and national groups.

If you think it sounds a little overwhelming, you’re right. I recently read a biography of George Washington and learned, not surprisingly, he often felt as if he was in over his head. I know the feeling, George. I’m sure many of us share the same emotion.

Like a lot of people in our business, I sometimes want to throw my hands in the air and ask, “Am I really making any difference at all?”

Then someone like Joey Young, comes along. You’ve probably heard of Joey, the “whiz kid” from Kansas who keeps creating successful community newspapers in defiance of the choruses of “You can’t do that.” Joey has a habit of reminding me how well things are going in Kansas.

Then there are the publishers, editors and ad managers lining up at conventions to tell me how well their papers are doing, while everyone seems to be telling them they should be dying.

I remember hearing from the CEO of Adobe Software several years ago. He wrote to thank me for the work I had done to make Acrobat a viable product. He told me, “What you did may have saved our company.”

I was looking for an email yesterday and was surprised to find a five-year-old message from a business leader in New Orleans who was excited about a plan I had created, at his group’s request, to lure a new daily

newspaper to the city after its long-standing daily newspaper moved to a digital-first format, abandoning their traditional daily model.

I felt a rush of adrenaline as I read the words he wrote five years ago: “I love it!”

Those of you who know me well know that one of my degrees is in theology, and I love keeping up with what various groups believe. I often say I have a little Quaker in me, even though I’m not Quaker, because I love the Quaker belief that a single individual, even when standing alone against great opposition, has a significant chance of being right.

When I was being told no one would ever print a newspaper ad or page from a PDF file, by the very people I thought would be most excited about the possibility, those voices didn’t sway me. That’s one of the things the head of Adobe thanked me for all those years ago.

When I read, as we all do, that newspapers are dying, it doesn’t slow me down, because I know the truth.

Two months ago, a friend told me he attended a civic club meeting and the guest speaker was the daily

newspaper editor from his town. My friend told me he was shocked when the editor told the group that

newspapers were near death and they would be better off to find alternative sources, primarily online news sites, to get their information.

My friend was surprised that I wasn’t surprised. It’s enough to get a guy down, but not me. At least not for long.

I just think about Roger Holmes and those papers in Western Canada and his work to move them back into local hands. And I think about Victor Parkins in Tennessee, whom I just got off the phone with, and his papers. He told me they are doing really well, increasingly better each year.

I think about some of the biggest names in the business who contact me to let me know they read my columns and agree with my thoughts that local management of newspapers is the only way to keep them successful.

Last night, I was on the phone with legendary newspaper consultant Ed Henninger. We talk almost every day. The conversation moved toward the topic of newspapers, as it always does, and our concern for groups that continually press the “newspaper is dying” message.

Then Ed told me about one of the national newspaper groups he works with as a consultant.

He said, “You know what the difference is with them, and why I like working with their group?”

Obviously I asked.

“The difference is, they leave the management of their papers in the hands of the publishers and staffs, and they have good newspapers because they do.”

I know I’m preaching to the choir, but sometimes the choir needs to be reminded that they sound good.

The printed word isn’t dying. You can find the books I publish in bookstores and all the usual online retailers.

The printed versions outsell the digital versions by a long shot. Most of the studies I find show a 4 percent drop in digital book sales during the past year.

Why have some of our brethren fallen for the “print is dead” line? Well, that’s another column for another day. My 800 words were used up 90 words ago.

I don’t know about you, but my life seems to get busier with each passing day.

I just finished publishing my second book in a month, began work on a major project to help raise money for a press association, conducted more webinars than I can remember during the past few weeks, and summer convention season kicks in tomorrow, even though summer is still a few weeks away.

My email is filled with messages each day from publishers and other newspaper colleagues who want advice about something going on at their papers. The questions come from the tiniest papers with just one or two folks, including the publisher, on staff, to folks running large regional and national groups.

If you think it sounds a little overwhelming, you’re right. I recently read a biography of George Washington and learned, not surprisingly, he often felt as if he was in over his head. I know the feeling, George. I’m sure many of us share the same emotion.

Like a lot of people in our business, I sometimes want to throw my hands in the air and ask, “Am I really making any difference at all?”

Then someone like Joey Young, comes along. You’ve probably heard of Joey, the “whiz kid” from Kansas who keeps creating successful community newspapers in defiance of the choruses of “You can’t do that.” Joey has a habit of reminding me how well things are going in Kansas.

Then there are the publishers, editors and ad managers lining up at conventions to tell me how well their papers are doing, while everyone seems to be telling them they should be dying.

I remember hearing from the CEO of Adobe Software several years ago. He wrote to thank me for the work I had done to make Acrobat a viable product. He told me, “What you did may have saved our company.”

I was looking for an email yesterday and was surprised to find a five-year-old message from a business leader in New Orleans who was excited about a plan I had created, at his group’s request, to lure a new daily

newspaper to the city after its long-standing daily newspaper moved to a digital-first format, abandoning their traditional daily model.

I felt a rush of adrenaline as I read the words he wrote five years ago: “I love it!”

Those of you who know me well know that one of my degrees is in theology, and I love keeping up with what various groups believe. I often say I have a little Quaker in me, even though I’m not Quaker, because I love the Quaker belief that a single individual, even when standing alone against great opposition, has a significant chance of being right.

When I was being told no one would ever print a newspaper ad or page from a PDF file, by the very people I thought would be most excited about the possibility, those voices didn’t sway me. That’s one of the things the head of Adobe thanked me for all those years ago.

When I read, as we all do, that newspapers are dying, it doesn’t slow me down, because I know the truth.

Two months ago, a friend told me he attended a civic club meeting and the guest speaker was the daily

newspaper editor from his town. My friend told me he was shocked when the editor told the group that

newspapers were near death and they would be better off to find alternative sources, primarily online news sites, to get their information.

My friend was surprised that I wasn’t surprised. It’s enough to get a guy down, but not me. At least not for long.

I just think about Roger Holmes and those papers in Western Canada and his work to move them back into local hands. And I think about Victor Parkins in Tennessee, whom I just got off the phone with, and his papers. He told me they are doing really well, increasingly better each year.

I think about some of the biggest names in the business who contact me to let me know they read my columns and agree with my thoughts that local management of newspapers is the only way to keep them successful.

Last night, I was on the phone with legendary newspaper consultant Ed Henninger. We talk almost every day. The conversation moved toward the topic of newspapers, as it always does, and our concern for groups that continually press the “newspaper is dying” message.

Then Ed told me about one of the national newspaper groups he works with as a consultant.

He said, “You know what the difference is with them, and why I like working with their group?”

Obviously I asked.

“The difference is, they leave the management of their papers in the hands of the publishers and staffs, and they have good newspapers because they do.”

I know I’m preaching to the choir, but sometimes the choir needs to be reminded that they sound good.

The printed word isn’t dying. You can find the books I publish in bookstores and all the usual online retailers.

The printed versions outsell the digital versions by a long shot. Most of the studies I find show a 4 percent drop in digital book sales during the past year.

Why have some of our brethren fallen for the “print is dead” line? Well, that’s another column for another day. My 800 words were used up 90 words ago.

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Industry News – May 2017

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