2005 September

Task force leadership still pushing for end to newspaper sales tax exemption

By Joel Campbell

UPA Legislative Monitor

Some leaders of the Tax Reform Task Force continue to push proposals on eliminating the exemption on sales taxes for newspaper circulation and streamlining the truth-in-taxation notice provisions.

In a task force meeting on Aug. 25, committee co-chair Rep. Wayne Harper twice mentioned the removal of the newspaper circulation sales tax exemption, noting tongue-in-cheek, "there's no controversy there."

Harper said that Sales and Use Tax Subcommittee members will review newspaper tax issue will be heard on Sept. 7. It is on a list of several issues Harper and Sen. Howard Stephenson consider "confusing." Harper has raised the issue about why magazines and national newspapers are taxed at stores, but local newspapers are not.

Along with newspaper sales and subscriptions, aviation, motor and special fuel sales, vending machines sales, dry cleaning sales, non-resident car and boat sales, and school fund raisers would lose their exemptions. According to the Tax Commission, newspaper sales and subscriptions amount to about $2.5 million each year in lost revenue.

The Property Tax Subcommittee of the Task Force also will push forward a proposal revising truth-in-taxation notice provisions. At least one of the proposals would eliminate one of the two required tax hearing notices, according to Rep. Gordon Snow.

The Tax Task Force plans to finalize its recommendations by Oct. 17. Members of the Legislature's Revenue and Taxation Interim Committee would review the recommendations on Oct. 19 before sending the issues to public hearings around the state. Public hearings are scheduled as follows:

Oct. 19, 5;30 p.m. in Salt Lake City

Oct. 25, noon in Vernal and 5:30 p.m. in Price

Oct. 26, 6 p.m. in Provo

Oct. 27, noon in Cedar City and 6 p.m. in St. George

News From Sanpete Messenger

The Sanpete Messenger took second place for "best editorial page" and honorable mention for best news coverage in the recent National Newspaper Association Better Newspaper Contest.

We recently hired Korey Pace, who teaches seminary at Manti High School and recently moved from Denver to Manti, as a part-time sales rep focusing on Gunnison Valley. In the past 6 months, John Hales has been promoted from reporter to assignment editor and Kathy Eggleston has moved up from reporter to education editor. We are currently seeking college interns--if you know a student seeking an internship, steer him or her our way.

Our biggest recent accomplishment was publishing a 64-page, full-color tabloid promoting the Sanpete County Fair. The book include 31 feature stories on fair events and phenomena of countywide interest and more than 100 ads including 17 full-page ads. We've had tons of compliments on it!

Newspaper Association Of America

For more than 26 years, NAA (and its predecessor, ANPA), has offered fellowships to people of color working at newspapers for industry training programs in editing, business, design and production. We are writing to seek your help in publicizing the NAA Minority Fellowship Program among your member papers.

Fellowships are awarded twice a year, and cover tuition, lodging, airfare and most meals for each program. Applicants do not have to work at NAA member newspapers to qualify for a fellowship. While the objective of the program is to help more people of color enter or advance in newspaper management, the program also helps newspapers augment their training budget.

NAA will offer fellowships for 18 programs conducted January through June 2006 by:

• American Press Institute

• Asian American Journalists Association

• Society for News Design

• Northwestern’s Media Management Center

• Inland Press Association

• National Association of Minority Media Executives

• Poynter Institute

• National Institute for Computer Assisted Reporting

• Maynard Institute for Journalism Education

We also will be offering fellowships in this round for the NAA Marketing Conference/Connections(10) and NEXPO.

Applications will be mailed to newspaper publishers and human resource directors at daily newspapers on September 15, 2005. The deadline for applications will be October 31, 2005. Applications, and more information, can be found online at http://www.naa.org/diversity/seminars starting in early September or request that one be mailed to them by contacting me at 703.902.1727 or winta@naa.org.

We thank you in advance for helping us publicize this program. If you have any questions or need additional information, please feel free to contact me. I have included a summary box below.

Angela Winters

Director, Leadership Programs

Newspaper Association of America

703.902.1727

winta@naa.org

You’ve made a sale. Now what?

By John Foust, Raleigh, NC

Sales people place a lot of emphasis on closing sales – on getting “yes” responses from prospective clients. But what happens next? After a prospect agrees to buy, there is a risk that the sales person will be so excited – and relieved – that crucial information will be left unsaid.

It reminds me of a landmark event in my early teenage years. After getting permission from my parents to go on my first official date – and after getting their agreement to provide a ride to the dance at my junior high school – I experienced what today’s business gurus would call a paradigm shift. I started looking at girls I had known for years as Potential Dates.

I decided to call Ann, whom I had known since the first grade. After rehearsing for nearly an hour, my phone call sounded something like this: “Hello, this is John Foust. May I speak to Ann, please? Oh, you’re Ann? Hi, Ann, this is John Foust from school. Would you like to go the dance at school on Friday night? You would? Really? Great. Bye.”

A few minutes later, I was sitting on the sofa, waiting for the adrenaline to dissipate. Dad walked into the room and asked, “How did it go?”

“She said yes.”

“That’s good, son. What time are we going to pick her up?”

Uh oh.

I called her back. “Hello, Ann, this is John Foust from school. Remember I just called you to ask you to the dance at school on Friday night, and you said yes? We’ll pick you up at six thirty. Bye.”

Similar scenes happen in the world of selling. After a sale, there’s still more to say. Here are some simple guidelines to help you avoid an awkward moment – and finish like a pro:

1) Start with “thank you.” It doesn’t have to be elaborate. A few sincere words of appreciation will work just fine.

2) Reassure them about their buying decision. Sales veterans can tell you about an affliction called buyer’s remorse, which occurs when a person second guesses a big purchase. That’s why it’s a good idea to give your buyer a figurative pat on the back. You may even want to give a one-sentence summary statement of the stated reason for buying.

3) What action will you take? For example, you might say, “As soon as I get back to the office, I will process your order and begin production on the first ad in your campaign”

4) What can they expect from that action? “The ad will be ready for your approval on Wednesday.”

If you want to put a big cherry on top of your new business sundae, send an e-mail to your client as soon as you get back to your computer, restating what you said after you closed the sale. Thanks, reassurance, action and expectation.

Gee, I wish I’d known that in junior high school. But maybe it’s good that I didn’t, because Ann would have expected me to actually know how to dance.

(c) Copyright 2005 by John Foust. All rights reserved.

John Foust conducts on-site and video training for newspaper advertising departments. His three new video programs are designed to help ad managers conduct in-house training for their sales teams. For information, contact: John Foust, PO Box 97606, Raleigh, NC 27624 USA, E-mail: jfoust@mindspring.com, Phone 919-848-2401.

Q and A with Matt Baron

Q: How old are you?
A: I am 36—turning 37 on July 15.

Q: Where are you located?

A: Oak Park, Illinois (on western border of Chicago) and online at http://www.mattbaron.com as well as http://numberscount.blogspot.com/


Q: What's the latest thing you've worked on?

A: Almost all of my freelance writing is for the Chicago Tribune, and lately, in addition to my coverage of three communities and assorted breaking news, I have been reporting on the mysterious murder of an associate professor from the University of Illinois at Chicago, Peter D’Agostino. I covered his memorial service, among other assignments related to the aftermath of his murder.


Q: What has been your most difficult project and how did you deal with its challenges?

A: Overall, getting and telling stories filled with crisis has been the biggest recurring challenge. Here is a link to my approach:

http://www.notrain-nogain.org/Train/Res/Report/matt.asp

The most difficult project in recent memory:

Since February 2003, I have covered the town of Cicero for the Chicago Tribune. For the next 26 months, gathering information from the administration was arduous and, sometimes, impossible. In response to stories that revealed various problems with and questionable decisions by his administration, the town president (voted recently out of office) stopped speaking to me. I had to file FOIA requests for basic public information, such as a listing of bills paid.

I dealt with this ongoing challenge by cultivating a variety of sources from inside and outside town hall, and by being persistent with my requests for information. I made it clear that I would not back away, and that if anyone chose not to comment for a given story, then it would not halt the story’s publication. It helped a great deal to have good editors that stood behind me.


Q: What's the best or most helpful thing that you've learned about writing, editing or publishing?

A: Objectivity is an illusion—we bring our life experiences and biases, subtle or strong, into everything we do. However, it is vital that throughout the process we treat everyone with respect and strive to be “FAT”—fair, accurate and thorough. And it all starts with talking to as many people as possible, with an openness to all perspectives.


Q: What's the worst writing or editing advice you've ever gotten?

A: One editor once advised me to never offer to go off-the-record with a source. While I don’t go out of my way to look for opportunities to go off-the-record, there are times when it is the only way to gather insight that can help provide context and tone for a story. It also builds trust, which is a long-term must if you want to develop in a given beat. Off-the-record information often leads to on-the-record information that elevates a story’s quality and impact.

Q: How do you plan a training session and figure out what students want to learn and the best way to impart it?

A: I interview participants by telephone and through e-mail. This process enables me to tailor a session while at the same time helping me and participants identify their needs (which may vary from what they initially think they need). By investing time up front, I develop a solid rapport with participants, who at the same time develop a more vested interest in the session’s success. The wiser clients understand the value of this planning phase, and make some of their employees or members available by phone or e-mail.

My stated goal is always to share information and inspiration that will reap results for participants on their very next deadline. That puts the focus where it ought to be--on their needs.

Since my first training session in February 2001, I have found the best way to impart the information is by emphasizing interaction between the participants and me as well as amongst the participants. (Note: I do not refer to them as students, as I stress to them that we are all students and teachers.)

I develop a clear outline up front, share the road map with participants, and then strive to have as much fun as possible through features such as “Golympics,” a game-show format in which participants assemble into teams, select a team name, and then compete against one another by answering questions based on topics previously covered. This puts their new learning into immediate application and maintains a high level of interest and enthusiasm.

I’d be remiss if I failed to mention that I occasionally nudge folks’ interaction with sugar-packed inducements (candy).

Matt Baron
708.848.2257 Home/Office
708.860.1380 Mobile
888.713.5894 Voice/Fax

Online @ www.mattbaron.com
Also visit http://numberscount.blogspot.com

Got Postal Forms?

It's almost time to file the annual Statement of Ownership Form 3526 with your local Post Office. The form must be filed by October 1st, 2005, and although the deadline for weekly newspapers to publish the report is not until October 31st, it is time to pull your information together.

The publication schedule depends on frequency of publication. Newspapers publishing more frequently than weekly must print their notices no later than October 10th. This deadline applies to dailies, semi-and tri- weeklies.

Newspapers issued weekly, or less frequently, but more often than monthly, must publish by October 31st. This deadlines applies to weeklies.

Quarterlies, bi-monthlies, etc. must publish in the first issue after October 1st.

For additional information, check http://www.USPS.com (DMM Se. 707.8.3).