E-News : January 30, 2006
News Items of the Week
B-to-B Executives bound for Brazil
Reed Business Information, VNU, and Questex Media will join other business media leaders on ABM's inaugural Country Leadership Tour to Brazil.
In response to members' interest in expanding their businesses globally through licensing and other types of affiliations, ABM’s International Committee has launched a series of Country Leadership Tours in conjunction with the association’s two-year strategic plan.
Designed to give members an overview about a country’s economics, a perspective of its media industry and an overview of the country’s different industry segments, these two-day tours will allow ABM participants a plethora of opportunities to meet each country’s leading b-to-b publishers and learn more about their businesses through presentations and networking events.
The inaugural Country Leadership Tour in Brazil will take place March 8-10, 2006 at the Sao Paulo Hilton. An invitation only event, the tour will include presentations covering Brazil's advertising and publishing environment, how a media company can help Brazilian companies promote brands and move product, industry case studies, and more. A new Brazil White Paper will be published following the event.
Attendance is limited to 20 CEOs from ABM’s media membership. As only a limited number of seats remain, interested parties should contact Claudia Flowers for more information regarding ABM's International Initiatives as soon as possible.
ABM begins charitable work with Everybody Wins!
Five American Business Media staffers will begin working with underprivileged children through the Power Lunch literacy program in the coming weeks.
American Business Media marked its 2006 centennial year by partnering with the Everybody Wins! organization in a year-long effort to encourage its member companies to participate by donating their time and, where appropriate, funds to advance children’s literacy across the nation. A check will be presented to Everybody Wins! at ABM’s Centennial Gala, December 7, 2006 at the American Museum of Natural History.
Everybody Wins! is a leading national literacy and mentoring non-profit organization devoted to increasing children’s prospects for success in school and in life through one-to-one reading experiences. Founded in 1991 in New York City, Everybody Wins! now provides “reading mentors” for more than 8,000 elementary school children across the country through two programs—Power Lunch and Readers Are Leaders.
In an effort to facilitate the involvement of member companies, ABM will be presenting an explanatory webcast detailing both the Everybody Wins! organization, as well as step by step guidelines for numerous levels of involvement; we encourage all members to tune in and learn how business media can help shape the next generation of readers.
Nominate a Colleague for a Tim White Award
Nominations are currently being accepted for the third annual Timothy White Award for editorial integrity.
Named after the fearless editor of Billboard magazine, the Timothy White Award recognizes business journalists whose work demonstrates the integrity, courage and passion that White displayed in his career. The nominated editor must currently be employed by an American Business Media member company, show deep knowledge of and enthusiasm for the industry that his/her publication or Web site covers, and serve as the “conscience” of that media’s audience and fearlessly support important industry causes in writings, speeches and personal interactions. Entries, which include a completed entry form, an essay detailing why the nominee deserves the award and a copy of the editor’s publication or three clips supporting the nomination, must be submitted no later than February 1, 2006. Click here to access the nomination form.
News on Print
ABM announces Neal Award Finalists
American Business Media announces the official finalist selections for the 52nd Annual Jesse H. Neal National Business Journalism Awards, the industry's most prestigious and sought-after editorial honors. Chosen from over 1200 entries, award recipients, including the Grand Neal winner, will be honored during the Neal Awards Luncheon Ceremony. Regularly drawing nearly 500 industry heavy-weights, this year's ceremony will be held March 23rd at New York's Waldorf=Astoria Hotel.
Established in 1955, the Neal Awards recognize and reward editorial excellence in business-to-business publications. They are named after American Business Media's first managing director, who remained active in promoting the business press throughout his life.
Trade Show Update
Trade Show Reporting shows 3Q Growth
The Business Information Network for Trade Show activity (T-BIN) third quarter figures for 2005 reveal a 2.5% increase in revenue over the same period 2004. Revenue for the first nine months of 2005 was up 3.2% over the same period last year. Attendance showed a marked increase as well during the third quarter of 2005, growing 3.3% over the same time last year, while square footage dropped 2.3%.
"The third quarter is often the slowest period of the year for both print and trade shows," explained Gordon. T. Hughes II, president and CEO for American Business Media. "But we still saw modest advances in both areas. This illustrates the fact that the business media, overall, continues its growth."
Revenue for combined trade shows/exhibitions, and print was up 2.25% for the third quarter of 2005, and accounted for approximately $15.24 billion in total for the first nine-months of the year.
T-BIN includes the latest data available on revenue and attendance figures for the tradeshow/exhibitions aspect of business-to-business. The Center for Exhibition Industry Research (CEIR) aggregates trade show figures. In January 2005, American Business Media augmented its reporting model for magazine advertising sales in industry markets, as relayed through BIN, by examining 22 markets comprised of all business-to-business books tracked by IMS/The Auditor, and PERQ/HCI for healthcare figures.
Trade Show Summit to discuss Development of In-person Events
As during the last few years, trade shows, conferences and events have become full-fledged revenue drivers in the business media industry, ABM presents the 2006 Trade Show Summit in an effort to assist media executives in event development.
Results of the recent "Business-to-Business Digital Marketing Shift" survey, performed on behalf of American Business Media by Forrester Research, Inc., indicate in-person events as the current marketing tool of choice. Over 60% of business-to-business marketers acknowledge using in-person events as a substantial part of their 2005 marketing mix. Including trade shows, conferences, product demonstrations, or presentations on industry topics, in-person events are projected to continue to increase in prevalence through 2008.
In an effort to assist member companies in the development of increasingly lucrative Trade Show ventures, ABM's one-day Trade Show Summit will focus on brand-building through in-person events, customizing marketing and promotion, and growing market opportunities. The Summit will also feature an interactive workshop introducing attendees to the ABM/SISO Cost Report; a valuable resource designed to help companies benchmark their shows’ operations and facilitate better budgeting, the 2005 Trade Show & Events Cost Report features detailed information based on revenue, square footage, and geographic region.
To purchase a copy of the 2005 ABM/SISO Trade Show & Events Cost Report, please visit ABM's online store. For more information regarding the Trade Show Summit, contact Jane O'Connor; for additional sponsorship opportunities, contact Peter Loibl.
ABM Event Report
Fine Tune your Sales Tactics "From Pitch to Close" on March 2nd
ABM announces a Professional Development seminar designed to help publishers and sales representatives develop consice, successful selling strategies: "From Pitch to Close: 5 Essentials to Sell By" presented by TCORP of New York. Led by sales training experts Collins Baker and Sally Whaling, this half-day session will feature discussion on a variety of sales topics, including the 30-second pitch, integrated selling, and overcoming customer objections.
Offering a combined 27 years of magazine industry experience, Baker and Whaling have worked at a number of publishing companies (including Hearst, Fairchild Publications, Billboard, and Time Inc.) within multiple departments (including human resources, advertising sales, marketing, and event planning). Founded by Whaling in 2003, TCORP prides itself in giving clients the knowledge and tools they need to get better and faster results. The company philosophy remains focused on innovative, results-oriented methods that are concrete, straightforward, and indispensable to packaging oneself and optimizing all professional opportunities.
Sales Training: "From Pitch to Close" will be held March 2, 2006 in the New York offices of American Business Media. To view the event agenda, or register your office now, click here. For more information, contact Jane O'Connor.
Rich Data Update
ABM Holds Rich Data Focus Group
ABM held its third Rich Data Focus Group at its Manhattan offices on January 24. At this two-hour event, experts in data and media met to determine the needs of companies trying to capitalize on the rich data movement, develop a long-term curriculum for educating ABM members, and also to sculpt the agenda for its June event on Rich Data.
Participants looked deeply into ways to define rich data so that it becomes a marketable tool for member companies.
"I don't think rich data opportunities are things you are doing today," said Hal Clark, focus group moderator and executive vice president of IQ Resource. "But they are things you could be doing."
The upcoming event, Rich Data Opportunity, will be held June 16 in New York. It is a must-attend for publishers, business development executives, IT strategists, high-level marketing directors. For more information, contact Jane O'Connor.
History of B-to-B
This Week in History
As part of our Centennial Celebration, ABM will be showcasing member companies through "This Week in History," a date-specific outreach initiative spotlighting key moments of b-to-b history. For more information, or to submit materials for inclusion in ABM's 100 year initiative, contact Sara Sheadel.
January 1961: International Railway Journal becomes a monthly publication.
January 1985: Crain’s New York Business launches its debut issue.
February 1893: Isaac N. Barrick starts publishing The Packer in Kansas City, Missouri.
February 4, 1897: Highline Media's Edward J. Wohlgemuth leaves his post as associate editor of Insurance Herald to launch The Ohio Underwriter.
Top Media Moves
The Board of Directors of The McGraw-Hill Companies approved a 10% increase in the regular quarterly cash dividend on the Corporation's common stock and also authorized a new stock repurchase program for up to approximately 12.1% of the Corporation's outstanding shares.
Reed Business Information and Construction Equipment magazine have acquired Spec Check U.S. LLC, the data provider of construction and agricultural equipment specification comparisons whose database includes more than 90 categories of mobile construction and agricultural machinery.
Yahoo! Inc. has expanded its research operations into Europe and Latin America with the opening of new facilities in Spain and Chile, to be led by Web retrieval and mining expert Dr. Ricardo Baeza-Yates.
Stone Canyon Entertainment Corporation, a provider of midway entertainment to fairs in North America, has purchased a majority interest in Vacation Connections, LLC, a specialty media, consumer promotion and experiential marketing company. The Jordan, Edmiston Group, Inc. represented Stone Canyon in this transaction; details were not disclosed.
VNU Business Publications Ltd has purchased technology news site the Inquirer.
Ziff Davis has launched SmartCompany.com, a site providing entrepreneurs, owners and technology professionals at small businesses with timely, targeted information about the technology solutions that will help their companies grow and become profitable more quickly.
ECNext, a Web merchandising and marketing company for business publishers, announced that it more than doubled its revenue in 2005 from the prior year, attributing the growth to the increasing use of search engines for finding premium business information.
ALM’s Corporate Counsel magazine has added three leading general counsel to its editorial advisory board: N. Cornell Boggs III, chief legal officer and group vice president of public affairs, Coors Brewing Company; Kenneth V. Handal, executive vice president, general counsel and corporate secretary, Computer Associates International; and Donald J. Rosenberg, senior vice president and general counsel, International Business Machines Corporation.
Bart Catalane, president-COO of Ziff Davis, has resigned from the technology publisher, effective at the end of the month according to a report from B-to-B Online.
New Member Profile
New ABM member the Advertising Specialty Institute® (ASI) is a media organization serving the promotional products industry.
Supplier firms use ASI print and electronic resources to market products to more than 18,000 distributor firms. Distributor firms use ASI print and electronic resources to locate supplier firms and to market services to end-buyers (promotions and advertising buyers). It provides catalogs, information directories, newsletters, magazines, Web sites, trade shows, databases, and interactive e-commerce, marketing and selling tools.
For more information, visit the ASI Web site.
New international member Alfons W. Gentner Verlag GmbH & Co. KG is a German publisher located in Stuttgart, Germany publishing business to business magazines for the healthcare, government and manufacturing industry segments.
For more information, visit the Gentner Verlag Web site.
The following is a list of upcoming ABM Committee and Council meetings. For more information, contact Mark Flythe. All meetings are at ABM offices in New York unless otherwise noted.
Circulation Committee TBA 2.8.06
Research Committee 3:00 pm EST 2.13.06
Digital Media Council 10:30 am EST 2.14.06