December 2017

The President's Message: Looking Ahead to 2018

During the "State of the Association" address at the recent conference in Stuart, I noted that network classified revenue for the association has continued to take a dramatic fall this year.For years the CPF classified network supplied the funding the association needs in order to provide numerous benefits to its members. Now we have fallen on hard times.Not only has revenue continued... + Read More

PaperChain Update: Free Community Paper Industry Branding

Promoting and branding our free community papers is near and dear to all whose livelihood is based in this industry. While some of us have been at this for years, our industry is still very much in its infancy.Unlike no other time in our history has the opportunity to assert our brand been as promising as it is today with daily newspapers experiencing dramatic losses in paid circulation and... + Read More

PaperChain Link & Learn: Taking the Pulse of Your Market

Over the years, I've seen a lot of sales trainers give classes. One of the best trainers I've encountered is Joe Bonura. Joe has a way of expressing complex and important ideas using simple, easily understood words. I once heard Joe say, "You can sell the hard way, or you can sell the easy way!" The "hard" way is to keep presenting ideas and products in the hope that... + Read More

Postal Pieces: PRC 10-Year Rate Review

What Does it Mean for Mailers? On December 1, 2017 Robert Taub, Chairman of the Postal Regulatory Commission (PRC) held a press conference to announce the long awaited decision of the PRC in its ten-year rate review of the rate-making system that has been in place under the Postal Accountability and Enhancement Act (PAEA) since 2006. Although the Commission declined to eliminate the CPI... + Read More

The "News Guru" Speaks: Teaching an Old(ish) Dog

I remember the first time I spoke in Chattanooga, Tennessee. It was 1994 and I had just developed a new way to create and transmit newspaper ads.Preparing to speak from the stage at the Chattanooga Choo-Choo Hotel, I looked over the audience of 150 or so publishers before hearing a voice from the front row. It was Joe Stagner. We became quick friends.Joe's health took a bit of a turn for the... + Read More

Sales Training: A few words about buying signals

In my senior year of high school, I met the new girl in town on the first day of school. Louisville, Kentucky seemed like a world away from Greensboro, North Carolina, where I had spent all of my life to that point. And I was intrigued by the girl whose family had just moved from that exotic place. We chatted several times between classes. Although her favorite topic was her boyfriend in... + Read More

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