E-News : March 24, 2009



News of the Week

ABM's 2009 Neal Finalists Share Valuable Insights,
Secrets to Editorial Success During Free NY Regional Meeting 

“Editors must accept the fact that they are in the content business,” began Rance Crain, president of Crain Communications Inc., as he kicked off the New York Regional Editorial Program with a keynote address last Thursday at Advanstar Communications in New York City. “Editors should know what readers want and how they want it.”

The digital transformation confronting editors today was the focus of the free, half-day program on the morning of the 2009 Neal Awards, led by NY Regional Governor Randall Friedman, VP/group publisher, Lebhar-Friedman, Inc., and attended by over 40 ABM member editors.

The impressive panel of Neal finalists and judges included Dave Burda, editor, Modern Healthcare; Lori Cioffi, editor in chief, Meetings & Conventions; Daryl Lang, online managing editor, Photo District News; Marya Ostrowski, editor, Journal of Family Practice; Abe Peck, director, b-to-b communication, Medill School of Journalism; and Chris Ytuarte, editor in chief, Bar Business.

During an interactive discussion, the panels addressed the interaction between print and the Web, the changing role of reporters to be able to write for both print and online media channels, new expertise and training for editors, and the importance of blogs to promote interest in your brand.

In addition, the editors, all either a 2009 Neal Award finalist or judge, shared insights on what exactly makes a winning Neal entry, and what not to do. They agreed that a winning entry should be a timely, relevant story with a unique voice that will connect with the screeners and judges.

For those of you already hard at work on your 2010 Neal entries, Abe Peck offered his “Top 10 Ways to Lose,” including:

  • Entering the wrong category
  • Poor appearance
  • Doesn’t help the audience
  • Not elegant and coherent
  • Product placement
  • Doesn’t have a voice
  • Poor Web navigation
  • No leadership or analysis
  • Not special enough
  • No impact

For more information on upcoming regional meetings, contact Megan Andrews at m.andrews@abmmail.com.

The NY Regional Editorial Program was sponsored by InXpo. 

'What ABM Means to Me'

American Business Media is working harder than ever to enhance the value proposition of your membership, and we’re constantly encouraged by positive feedback from our members.

Here in E-news each week will be a member testimonial which reflects how individual members view the ABM value proposition.

“Work such as ABM’s recent Booz & Co. study, “A Roadmap for Profitable Revenue Growth,” makes high-level thought leadership accessible and relevant to member organizations of all size and type – clearly a very valuable benefit of membership.”
- Neal Vitale, CEO, 1105 Media 

It's Never Too Early to Start Thinking About Your 2009 CEBA Award Entry ...

So we’re keeping the CEBAs top-of-mind by showcasing a 2008 winner each week in E-news. The 2009 Call for Entries will be available next month, so learn from these examples of creative excellence in business advertising while preparing your submissions.

For advertising with no media budget breakdown:

CATEGORY 13: Integrated Media Promotion

Agency: BBDO
Advertiser: GE
Name of Ad: 2008 Global Ecomagination Campaign
Publication Where Ad Appeared: BusinessWeek

Approximately 250 industry superstars filled the Allen Room at Jazz at Lincoln Center in New York City last October to celebrate outstanding business advertising achievements in publications, digital media and face-to-face events. The $25,000 grand prize is going to someone this year … Why shouldn't it be you?

Stay tuned at www.CEBA-Awards.com for updates.


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ABM Resources

ABM Revamps Annual Revenue & Cost Report to Reflect Current Economy
Complete the 2009 Media Financial Survey by March 31,
help ensure robust and meaningful results for industry

In order to better reflect today’s economic environment and provide a more complete picture of the current integrated b-to-b media company, ABM, with the help of its Strategic Finance Committee, has worked diligently to enhance and broaden its annual survey.

ABM’s 2009 Media Financial Survey, an important tool that provides a wealth of valuable qualitative and quantitative financial data, will cover the three-year period 2006 to 2008 as well as the fourth quarters of 2007 and 2008 and replaces the ABM Media Revenue & Cost Report. Its data is used by member companies to gauge the results of their businesses against the industry average and also study the trend lines across key revenue and cost data.

While the resulting report will be available at no cost to ABM members, the results are essential for b-to-b media executives to gauge how their businesses are performing against the industry averages and to understand where growth lies. The more members that participate, the more robust and meaningful the end results will be … Please complete the 2009 Media Financial Survey by Tuesday, March 31.

All media member companies have been sent a link to the survey; Contact John Holden at 212-661-6360 ext. 3325 or j.holden@abmmail.com if you’d like more information about your company’s participation.



Neal Central 

Heavy Duty Trucking Takes Home Grand Neal Award
from ABM's 55th Annual Celebration
New host and new "Best Use of Video" category help recognize
increasing importance of digital communications

Newport Communications Group’s Heavy Duty Trucking received the coveted Grand Neal Award during American Business Media’s 55th Annual Jesse H. Neal National Business Journalism Awards ceremony, held last Thursday in New York City’s historic Rainbow Room at Rockefeller Center.

The winning article, “Fuel Crisis Survival,” earned the Grand Neal from a pool of 842 entries. According to judges, it presented a comprehensive package of crisis-coping mechanisms for readers, while editors strategically utilized every corner of the magazine’s real estate. Deborah Whistler, editorial director of Heavy Duty Trucking, accepted the Grand Neal Award from hosts Diana Henriques, senior financial writer for The New York Times, and Paul Maidment, editor of Forbes.com.

Crain Communications’ Financial Week article, “Credit Crunch;” The McGraw-Hill Companies’ Engineering News-Record article, “Momentum Intensifies for Crane Safety Programs;” and Nielsen Business Media’s Photo District News article, “PDNPulse,” were all recognized as Grand Neal finalists.  

Maidment, the first-ever Neal host from the digital space, and a new category for “Best Use of Video” (for which McGraw-Hill’s Engineering News-Record was honored) helped to recognize the increasing importance of digital communications.

Bob Dowling, president of The Bob Dowling Group and former editor in chief/publisher of The Hollywood Reporter, chaired the Neal Board of Judges this year, which selected one Neal Award winner in each category and ultimately chose the Grand Neal recipient. 

Click here for a complete roster of winning publications, including names of editors and parent companies. You can also view them here.

ABM also honored the very best of the business media community through a series of special awards recognizing industry commitment:

Robert Ivy, VP and editorial director of McGraw-Hill Construction Media, was selected as the 41st Annual G.D. Crain Award winner. ABM’s Crain Award is given annually to an individual who has made outstanding contributions to the development of editorial excellence in business media. The award was established by a grant from the G.D. Crain, Jr. Foundation, and includes a distinctive crystal trophy with a $1,000 prize. By name, the award honors a legendary business publication editor, Advertising Age founder G.D. Crain, Jr.

James E. Prevor, founder and editor in chief of Produce Business magazine and CEO of Phoenix Media Network, received the 2009 Timothy White Award for Editorial Integrity. The Timothy White Award recognizes exemplary leadership in the face of the challenges and pressures that editors face daily. Named after the longtime editor of Billboard who served as the moral compass of the music industry by tackling controversial issues before succumbing to a heart attack in June 2002, the award is given to an editor whose work displays courage, integrity and passion.

Tudor Van Hampton, Midwest bureau chief for The McGraw-Hill Companies’ Engineering News-Record, was named 2009 McAllister Editorial Fellow. The McAllister Editorial Fellowship, awarded annually, promotes the study of business media by placing fellows as teachers and advisors for approximately one week on the Medill Magazine Project at Northwestern University’s Medill School of Journalism. The fellowships are endowed by Mr. and Mrs. Donald McAllister, Jr.; Ms. Liane E. McAllister; and Geyer-McAllister Publications, in honor of the late Donald McAllister, Sr., and are administered through the Business Press Educational Foundation.  

About the Jesse H. Neal National Business Journalism Awards:
Established in 1955, the Jesse H. Neal Awards recognize and reward editorial excellence in business media. They are named after American Business Media's first managing director, who remained active in promoting the business media throughout his life. Past Neal winners and finalists have tackled controversial topics including corruption, kickbacks, and political conflicts of interest.

“I believe that the deepest satisfaction that a business editor can enjoy is realizing his success can and does affect an entire trade or industry.” –Jesse H. Neal, 1955



Membership Update

ABM Welcomes Nine New Members 

American Business Media’s membership continues to broaden dynamically, as the ABM board of directors approved nine new members during their March 19th meeting in New York City.

“I’m delighted to welcome these nine new additions,” said ABM’s EVP of business development, Nick Ferrari. “ABM’s ability to expand its membership, even in the face of economic adversity, is a true testament to this Association’s immense value to the business information community. Additionally, our relationship with several new international media associations will further broaden our global reach.”

New members include four U.S. media organizations, two international media associations, two international companies and one associate member.

They are:

U.S. Media
AMD Research & Marketing LLC
Canoe Ventures, LLC
Glastonbury Media, LLC
Vital Business Media

FNPS (French Specialised Periodical Publishers Federation)
Magazines Canada

Inquiry Management Systems




Government Affairs

ABM Participates in Behavioral Advertising Efforts

American Business Media is continuing to participate in efforts to ensure that the recent federal focus on behavioral advertising does not adversely affect ABM member publishers.

While the February 12 FTC staff report, "Self-Regulatory Principles for Online Behavioral Advertising," excluded first-party targeted advertising like that presented to ABM member customers on ABM member Web sites from the FTC's area of concern, some members of Congress have expressed interest in legislating in this field. Any legislation, regulation, or industry self-regulatory codes could affect ABM members. Accordingly, ABM's lobbying firm, Wexler & Walker, and attorney, Mark Sableman of Thompson Coburn, are working with ABM's Information Policy Committee (IPC), to actively monitor activity in this area and participate in industry coalitions.

ABM is actively participating in a coalition, initially organized by McGraw-Hill, of individual publishers and publishing trade associations. The members of this group share common interests as first-party publishers whose customers expect and appreciate targeted Web site ads and editorial content. ABM and its partners in this coalition seek to ensure that their first-party publisher viewpoint is expressed and understood in any debate regarding new government regulation or self-regulatory requirements. Tom Carpenter of Wexler & Walker has been a key player in formulating the behavioral advertising talking points that ABM and other coalition members will use in discussions on Capitol Hill.

As discussed in the memo by ABM's counsel, the FTC's February 12 report was unexpectedly favorable to ABM members in one important aspect. It defined the online behavioral advertising of concern to the FTC to exclude "first-party" behavioral advertising practices, where no data is shared with third parties, or to "contextual advertising," where an ad is based on a single visit to a Web page or single search query. This is a significant win for ABM members, as it recognizes the unique, direct relationship that online publishers have with their Web site users, in contrast to the more ambiguous connection between consumers and third party ad networks or Internet Service Providers ("ISPs").

Despite this initial victory, many other behavioral advertising issues remain of concern to ABM members. Among other things, Congress may take a more expansive view than the FTC of what kinds of behavioral targeting should be regulated, and self-regulatory proposals from other participants, including ISPs and advertising networks, could impose inappropriate requirements on first-party publishers such as ABM members. For these reasons, ABM is focusing on educating Congress about the value of its members' practices, and in participating with efforts of other industry sectors to prepare self-regulatory rules, advocating for rules that take into account the interests and needs of ABM members.

Much of the current focus is on advertising networks, and what kind of proposals they will make to satisfy the FTC's concerns. For example, Google recently announced that it will modify its ads that are placed on others' sites, in order to give consumers more information about and control over such ads.

As the IPC has discussed, one of the key principles in the FTC's report is "Transparency and Consumer Control." As stated in its policy paper on the issue, ABM supports transparency efforts, particularly the long-standing self-regulatory standard that entities collecting and using personal information should provide notice and choice regarding their own collection and use practices. 
In keeping with this proven and widely-accepted business practice, many online publishers provide notice and choice regarding their own collection and use of personal information in both online and offline environments. "Notice and choice" means that content providers are transparent about their practices for collecting and using personal information on Web sites, providing users with notification of what information is being collected and how it will be used, and with mechanisms for clear and meaningful choice.  
ABM believes that notice and choice should be provided by the entity that collects and uses personal information. If that collection and use is done by advertisers and ad networks for ads placed on the Web sites of online publishers, then those advertisers or ad networks should generally bear the notice obligations. 

ABM will continue to keep its members updated as this very important issue unfolds. 



Business Media Matters

Majority of Agri-Marketers to Increase Marketing Budgets, Says Recent Study 

In a recent study conducted by AgriMarketing magazine on behalf of American Business Media’s (ABM) Agri Council, 47% of agri-marketers reported their marketing budgets will be up in 2009; 30% reported they will be even with last year; and 23% said they’d be lower.

The survey was emailed to one representative at 224 companies that are known to provide products/services to North American agricultural producers, including crop protection, seeds/traits, soil nutrients, farm machinery, animal health/feed/genetics, insurance, credit, material handling/storage, automotive and others. A total of 53 usable replies were received.

“At a recent Council planning meeting, we were presented with the results of a study that was conducted by BtoB magazine,” said ABM Agri Council chairman Gary Vorpahl, director of sales & marketing for Hoard’s Dairyman. “The study found that 29% of the general b-to-b marketing population was planning to increase their budgets; however, it was conducted last October, so the results may have changed since then.

“Because of the relatively strong health of the ag economy,” Vorpahl continued, “we thought the industry would find it of interest as to how it compares to the general marketplace. So we conducted this study which had very similar questions to that of BtoB so they could be compared.”

Of those agri-marketers planning to increase their budgets, 64% reported that they were going to do so in online activities, 56% in print, 52% in direct mail and 48% in events (farm shows, seminars, etc.).

Another indicator of the vitality of the ag industry, 83% of the respondents reported their organizations will be launching a new product/service in 2009.

“We also wanted to get an indication about how the companies and their agencies are dealing with the current environment,” said ABM’s CMO, Mark Rothman. “So we asked ‘How would you rate your relationship with your agency in terms of its willingness and capacity to tailor programs to fit your marketing communications goals?’ 63% reported excellent, 28% OK and 9% unacceptable.”

“Reviewing the mix of products/services these companies represent and the size of the firms, we feel the survey provides an accurate picture of the current state of the agri-marketing industry,” said Steve Custer, ABM Agri Council research chairman and EVP, Farm Journal Media.

For a copy of the survey, contact Mark Rothman at m.rothman@abmmail.com.



Event Report

Annual Conference Offers Strategies for Achieving Profitable Revenue Growth
Register now … Early Bird rates end THIS FRIDAY

American Business Media commissioned Booz & Company to conduct a landmark industry study, entitled "A Roadmap for Profitable Revenue Growth," exploring the most critical issues facing the ABM membership today. The study was unveiled last November, during ABM’s Top Management Meeting in Chicago, where Booz identified two key pathways to success - one more traditional pathway built on serving the marketer, and one evolving approach which focuses on the end-user (readers, viewers, attendees). This May 3-6, during ABM’s Annual Conference 2009 – Critical Answers at a Critical Time, listen in as industry leaders from ABM member companies including IDG and Dow Jones candidly share success stories, challenges and insights from their own experiences along both pathways.

Monday, May 4, will be devoted to the “Marketer-Driven Solutions” roadmap, first with member presentations, then during “Afternoon Solutions Sessions,” led by a Booz & Company partner, for companies who have already started, and not yet started, pursuing the roadmap. While similar in format, Tuesday, May 5, will focus on the “End User Driven Solutions” roadmap. Don’t miss these unique opportunities to learn straight from the experts about efficiently growing your business in today’s challenging environment.

Join b-to-b media leaders from around this world this May, and discover innovative and strategic solutions for driving revenue and profits, developing new products and services, and expanding your brand globallyClick here to view the conference agenda, which features powerful keynote addresses, valuable networking opportunities, insightful case studies, important workshops, and much more.

Register now for the most critical b-to-b meeting of the year! Early Bird registration rates end THIS FRIDAY, March 27.

For more information, contact Ai-Linh Nguyen at 212.661.6360 ext. 3320 or a.nguyen@abmmail.com

ABM Achievement Awards Entry Deadline Extended To This Friday! 

There’s still time to submit a nomination for the 2009 ABM Achievement Awards – the deadline has been extended to this Friday, March 27.

The ABM Achievement Awards, including the Circulation Career Award, Custom Media Innovator of the Year Award, HR Executive of the Year Award and the Sales Promotion Awards (formerly known as the Media Kit Awards), recognize the best and brightest in business media.

This year marks a revamped awards program for media kits, now called the Sales Promotion Awards, to reflect a new focus on the entire suite of promotional and collateral materials that support all sales efforts. New categories have been added to include email promotion, flyers and brochures.

The 2009 Call for Entries are available here. Don’t miss the chance to honor your colleagues with these special awards!

For more information or questions about the entry process, contact Petrina Hicks at p.hicks@abmmail.com

ABM Blows Into the Windy City for First-Ever
Chicago Regional Program, FREE for ABM Members 

American Business Media understands that, in the current economic climate, times are tough, budgets are tight, and travel may not be an option … so we’re hitting the road this year to bring you the latest information on important industry issues.

Next Thursday, April 2, ABM’s half-day Chicago Regional Program at Google Headquarters will give you the opportunity to network with business media professionals in your area while learning strategies to succeed in social media, search/content optimization, content development and more!

Click here to view the full agenda and speaker list.

The program is free for ALL ABM members and $35 for non-ABM members. Space is limited, so be sure to pre-register here.

ABM’s Chicago Regional Program is sponsored by InXpo.



Booz Buzz

What Do These ABM Member Companies Have in Common?

Bobit Business Media. IDG. Questex Media Group.  

These, and more than 130 other ABM member companies, are utilizing insights from the ABM/Booz & Company landmark industry study, "A Roadmap for Profitable Revenue Growth,” to help grow their businesses efficiently.

Booz & Company explored the most critical issues facing the ABM membership today, and identified two key pathways to success - one more traditional pathway built on serving the marketer, and one evolving approach which focuses on the end-user (readers, viewers, attendees).    

ABM continues to deliver insights from the study to its membership through a variety of outlets. Hundreds of ABM members have already downloaded the various study reports and viewed the free members-only webcasts ... Are you taking full advantage of this material?  

If you'd like to set up a meeting with Booz consultants or ask them specific questions pertaining to your business, please contact Mark Rothman at 212.681.1106.



eMedia Update

'Outside the Cube' and Neal Award Ceremony Highlights
Take Over the ABM Video Network This Week

What’s on the mind of the “Millennials” in your office? Tune in to the ABM Video Network tomorrow morning, beginning at 9:00 AM EST, as Wally Koval returns with his monthly take on b-to-b industry issues from the perspective of a younger business media professional.

And if you couldn’t make it to New York City’s legendary Rainbow Room last Thursday to join the 300-plus b-to-b professionals who gathered for ABM’s 55th Annual Jesse H. Neal Awards, you can watch the event footage from the convenience of your desktop! Visit www.AmericanBusinessMedia.com to view the ceremony (in several short components) and watch your editorial team step up to the podium to receive one of the industry’s most prestigious and sought-after editorial honors from hosts Diana Henriques, senior financial writer for The New York Times, and Paul Maidment, editor of Forbes.com.

Don’t miss presentations of the special G.D. Crain Award, the Timothy White Award, the McAllister Editorial Fellowship, and the coveted Grand Neal. The footage is available on-demand; Just visit www.AmericanBusinessMedia.com and scroll down through the list of videos beneath the Dragonfly player.

Remember: Watching the ABM Video Network requires you to update to version 9 of Adobe’s Flash Player. And it’s easy to download: Just click here to access the update and download it to your computer!     



Research Central 

Did You Know?

Industry-specific media platforms top other media for delivering objective information and helping business decision-makers (BDMs) perform in their jobs. When asked about the best medium for providing objective information, 25% chose industry-specific magazines while only 11% chose general business magazines.

This is just one of many significant findings from a recently-conducted Forrester consulting study, commissioned by American Business Media. It’s one of the most comprehensive in the business media space, and thousands of industry professionals are already finding it an invaluable tool for analyzing the trends and impact of b-to-b media on both end users/decision-makers and marketers. The study simultaneously examined more than 800 marketers who operate in the business media space and 800 end-users to provide an incredibly accurate and insightful assessment of the current state and value of b-to-b media.

Take advantage of our webinar tutorial and learn how to best utilize the study’s findings, especially valuable during this time of economic uncertainty. Also be sure to check out the six different versions of the study already available on our Research & Marketing page to best fit your specific needs. Act now and access this important industry research, or contact Richard Bertin at r.bertin@abmmail.com for more information.

Did You Know?

Firms that invest aggressively in marketing send a reassuring signal of confidence to concerned customers about their staying power, and provide an incentive for customers to switch from brands/firms they perceive as weak.*

This is just one of many significant findings from American Business Media’s recently-produced PowerPoint presentation (now with updated data for 2009), “The Importance and Value of B2B Advertising During Times of Economic Uncertainty.”

ABM recognizes that some marketers are concerned about investing in advertising during this current period of economic uncertainty. To address these concerns, this presentation summarizes the wealth of data that has been accumulated over time, clearly demonstrating that companies who either steadily continued or aggressively increased their advertising experienced overall growth as well as continual growth past the period of economic uncertainty.

* Pennsylvania State University: ISBM Report, Raji Sriniva, Gary Lilien, and Arvind Rangaswamy, 2002 



Top Media Moves

mSnap, the largest SMS mobile advertising network in the U.S., has been sold to SmartReply, North America’s leader in mobile marketing for top retail brands. The Jordan, Edmiston Group, Inc. (JEGI) represented mSnap in this transaction and acted as its exclusive financial advisor.

Incisive Media announced the formation of new business group that will develop print and online regional practice products for attorneys.

At its recent meeting, the board of the Audit Bureau of Circulations (ABC) expanded the definition of a digital magazine edition to include content published via any digital means, not just an exact electronic copy.

Hoover's Business Press has teamed up with First Research to bring sales and marketing professionals, small business owners and business managers, job seekers, and business students world-wide the Handbook of Industry Profiles 2008.

ContentNext Media selected M5 Networks’ hosted VoIP for integrated business communications to seamlessly connect its remote workforce and maximize staff efficiency.



Event Calendar

Harold W. McGraw, Jr. Invitational
Tuesday, June 9
Ardsley Country Club, New York

It’s a new day, new month and new club for this annual golf and tennis tournament fundraiser to benefit the Business Press Educational Foundation (BPEF), which places college students in internships at ABM member companies and awards scholarships to students with an interest in business media.

For more information, contact Ai-Linh Nguyen at 212-661-6360, ext. 3320, or at a.nguyen@abmmail.com



Member Event of the Week

IDC Sales and Marketing Effectiveness Summit
April 1, 2009, Hilton New York, New York City

SPECIAL OFFER for America Business Media members: 
ABM members can attend the Summit for $195 (a $700 discount). To register with this rate, please call 508-988-7542 and refer to offer code ABM-195.

In today’s economy, marketing and sales professionals are being challenged to do more with less. The IDC Sales and Marketing Effectiveness Summit is the best place to hear from your peers, IDC analysts and subject matter experts offering their firsthand insight to help you optimize your company’s sales and marketing results. The program delivers the best of IDC marketing measurement and sales enablement research, along with innovative best practices presented by executives who are driving top-line growth within their organizations.

With business conditions shifting daily, the need for short and long-term revenue generation is becoming critical – particularly when your customers are not spending. Designed specifically with the current economic climate in mind, the Summit agenda will help you to:

  • Create a sales and marketing partnership that delivers results
  • Implement best practices in growing – when markets aren’t
  • Measure sales and marketing effectiveness with a meaningful dashboard
  • Identify and overcome the challenges and impediments of effective selling
  • Take advantage of social networks and connect with your customers in a 2.0 world
  • Align field marketing goals with corporate goals globally

By attending, you will also have the opportunity to:

Engage in private one-to-one meetings with IDC’s expert analysts who can provide insight into your most pressing marketing and sales initiatives and goals.

Network with colleagues committed to sales and marketing effectiveness through session Q&A, lunch discussions and networking breaks.

To see your event featured here, please contact us at info@abmmail.com.



Job of the Week  

Sales Representative, Putman Media        




Committee Watch

The following is a list of upcoming ABM Committee and Council meetings. All meetings are at ABM's New York offices, and time listed is EST, unless otherwise noted.   

Healthcare Council

April 1, 2:00 PM

Talent Management Committee Teleconference

April 20, 3:00 PM

Media & Marketing Advisory Councils Joint Meeting

April 23, 2:00 PM


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