E-News : April 14, 2009



News of the Week

Booz & Co. Partner to Host Q&A Forum on ABM's Social Network

This May 3-6, during ABM's Annual Conference, industry leaders from member companies including Dow Jones, Hanley Wood, IDG and Reed Business Information will candidly share success stories, challenges and insights from their own experiences along both pathways of the ABM/Booz & Company "Roadmap for Profitable Revenue Growth."

Monday, May 4, will be devoted to the "Marketer-Driven Solutions" pathway, first with an interactive dialog between Booz, Hanley Wood and IDG about how they are each pursuing the roadmap, followed by questions from the audience. Then, during the "Afternoon Solutions Sessions," a Booz & Company partner will moderate two interactive discussions, one with companies who have already started, and another with companies that have not yet started pursuing the roadmap. While similar in format, Tuesday, May 5, will focus on the "End User Driven Solutions" pathway.

These Annual Conference sessions will present unique opportunities to interact face-to-face with industry leaders and learn straight from the experts about efficiently growing your business in today's challenging environment. But why wait until May 4 to start receiving the answers to your most important questions?

In the spirit of Web 2.0, ABM is extending this important conversation on its own B-to-B Social Network. Matt Egol, Booz & Co. partner and Annual Conference speaker, has created a special group to start the conversation before the event and continue it afterwards. In this forum, Matt will exchange ideas with you directly, collecting your advance input to make the Conference sessions more valuable. He'll also answer specific questions about the Conference and will continue the dialog afterwards. Click here to get started!


New Member Profile

American Business Media is proud to welcome the following member, approved by the Association's board of directors during its March meeting in New York.

Canoe Ventures, LLC (U.S. Media Member)

Canoe Ventures, LLC is a company founded by the nation's leading cable operators including Bright House Networks, Cablevision Systems Corporation, Charter Communications, Inc., Comcast Corporation, Cox Communications Inc., and Time Warner Cable. Based in New York City, the company is focused on making cable's advanced advertising solutions easier to buy, use and measure. The company combines the operators' research, knowledge and resources to deliver more value to advertisers, including a focus on addressability, interactivity and data.

For more information, visit www.canoe-ventures.com.

'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.

“As a new member of ABM, I wasn’t sure what to expect at the Top Management Meeting in Chicago; however, I found the conference to be invaluable for our company. The seminars and breakout sessions were relevant and extremely useful in helping with the continued development and growth of our company. Also, hearing how some of the top CEOs in the country are planning to face their many challenges in what could be a difficult year was very practical and beneficial, and I appreciated their candor. I’m so glad we’ve joined this worthwhile organization.”
- Don Moores, Partner/General Manager, Maximum Yield Publications 

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 this month, so learn from these examples of creative excellence in business advertising while preparing your submissions.

For advertising with an annual media budget of up to $100,000:

CATEGORY 1: Single Ad – page or less

Agency: Martin/Williams Advertising
Advertiser: Pfizer Animal Health
Name of Ad: Chicken Soup
Publications Where Ad Appeared: Beef, Drovers, High Plains Journal

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.


Click here to follow ABM on Twitter!

Click here to join ABM on Facebook!



ABM Resources

ABM Offers Member Discount on Must-Read Reports for B-to-B Media Professionals

ABM is proud to announce its latest membership benefit: a 20% discount on two must-read industry reports from leading research and advisory firm Outsell, Inc.:

Market Analysis: Leaders in the B2B Print to Electronic Revenue Shift – The B2B segment’s aggregate percentage of revenue from print fell from 58.3% in 2003 to 40% in 2008; over the same period, electronic revenues rose from 18% to 33.9% of segment revenue. This report provides research and analysis about the top 44 companies in B2B, including which companies have shifted their revenue mix, which have not, and how the companies stack up against the new industry benchmarks for the share of electronic revenue. It includes:

  • An analysis of which companies are leading in the growth of electronic revenue;
  • A market overview, including key print, electronic and events revenue shift trends;
  • An analysis of methods used to aggressively grow electronic revenue; and
  • Essential actions for publishers and information providers that want to advance digital transformation and create revenue opportunities, attract new buyers, and increase their competitive advantage.

Demand Media: This Online Pied Piper Draws Large Audiences Using a Disruptive Publishing Model – Demand Media has grown from a start-up to a firm with annual revenue of $225 million in under three years. Its success challenges B2B publishers to ask, “What are they doing right?” and “What aspects of their model should we adopt?” This report contains:

  • Company highlights, including revenue, acquisitions, and product overview;
  • Details of the competitive landscape, including competitors, opportunities, and threats;
  • An analysis of the factors that make Demand Media unique, including its disruptive audience development model and operational and staffing model; and
  • Essential actions for publishers and information providers.

Click on the studies above and enter promotional code 31609 during checkout to receive your ABM member discount (valid through June 30, 2009).



Annual Conference Session Spotlight

ABM's Annual Conference Kicks Off with Unveiling of the 2009 Media Financial Survey
Smaller Publishers to analyze key findings of the newly-revamped report

On Sunday, May 3, during this year’s Annual Conference, join American Business Media’s Smaller Publishers Committee as they reveal the findings of the 2009 Media Financial Survey and provide their top insights and analysis on its key trends.

Formerly the Media Revenue & Cost Report, this new in-depth market survey covers b-to-b data from 2006-2008 and has been significantly enhanced to reflect today’s difficult economic environment as well as the integrated b-to-b media model. 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.

With an introduction by Richard Mead, managing director of The Jordan Edmiston Group, Inc. (JEGI), the session features top b-to-b media executives, including:

  • Dick Ryan, Director of Business Development, E-Opportunities, Publishers Press; and Chairman, ABM Smaller Publishers Committee (Moderator)
  • Tom Kemp, Chairman & CEO, NORTHSTAR Travel Media
  • Charlie McCurdy, Chairman & CEO, Canon Communications/Apprise Media LLC
  • Steve Palm, CEO, NewBay Media

To help you and your organization participate, ABM is offering a two-for-one attendance for media members: If you register at the individual rate, you can bring one of your colleagues at no charge! Contact Debbie Humphreys at 212-661-6360 x3318 or d.humphreys@abmmail.com to register with this special discount.   

(Attendees must stay at the conference hotel in order to be eligible for this promotion. Reserve your hotel room today by calling 1-800-241-3333, and mention ABM to receive the group discount rate.)

Click here to view the updated conference agenda, which features powerful keynote addresses, valuable networking opportunities, insightful case studies, important workshops, and much more. 

ABM’s Annual Conference is sponsored by Audit Bureau of Circulations, BPA Worldwide, JEGIQuebecor World and Readex Research.



Economic Outlook

WSJ Survey Forecasts September End to Recession

Despite a sobering picture for b-to-b print ad revenue painted by ABM’s January 2009 BIN Report, last Thursday’s Wall Street Journal offered a sign of some light at the end of the tunnel.

According to the latest Wall Street Journal forecasting survey, conducted April 3-6, economists expect the recession to end this September, crediting businesses’ sharp cuts in production and inventory late last year among other factors raising hope.

However, most say it won’t be until the second half of 2010 that our economy recovers enough to bring down the unemployment rate; just 12% expect it to fall sometime this year.

Click here to read the full WSJ article.



ABM Member Benefit

B-to-B Media Combats Economy NOW with New ABM Ad, Available FREE for Members

While nobody knows with absolute certainty which direction the economy is heading, this important fact is undeniable: Advertising in b-to-b media can significantly benefit businesses, especially during periods of economic uncertainty. This powerful message is captured within ABM’s new advertisement, which features significant findings from several recent studies, including ones by Yankelovich/Harris and Forrester.

ABM’s ad is available FREE for your use as the Association’s latest membership benefit … Click here or contact Kate Patton to download the ad for use in your publication or on your Web site.

Click here for a free copy of ABM’s recently-produced presentation on “The Importance and Value of B2B Advertising During Times of Economic Uncertainty.” 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. 



Event Report

ABM's Digital Velocity Webcast Series Continues May 12 with Lead Generation

On Tuesday, May 12, ABM’s Digital Velocity 2009 will continue to reach desktops worldwide, as the next installment of the webinar series is streamed live from ABM headquarters.

The upcoming session will focus on how to build and perfect a successful lead generation program. Panelists will explore a variety of pricing models, including sponsorships, cost-per-lead, cost-per-click, CPM and more, and will discuss which technology solutions work best for each application.

Stay tuned to www.ABMevents.com for upcoming announcements and speaker updates. Click here to view Digital Velocity 2009 keynote presentations from John Yemma, editor of The Christian Science Monitor, and Peter Hahn, manager of integrated marketing for BearingPoint, and here to follow along with their presentation decks.



Government Affairs

PRC Issues 2008 Annual Compliance Report, Addresses Periodicals Rates

Earlier this month, the Postal Regulatory Commission (PRC) issued its Annual Compliance Report for 2008, which contains a wealth of important postal data. Click here to view the report.

David Straus, American Business Media’s Washington counsel, analyzed the report, specifically its effect on Periodicals rates. As some ABM members may know, both Valpak (the coupon mailer) and the PRC’s Public Representative were highly critical in filed comments of the fact that Periodicals continue to produce revenues well below attributable costs. Valpak argued that the PRC should order drastic rate increases or rate design changes, and ABM filed comments in opposition to those ideas. In its rate review order, the PRC said it would deal with the Periodicals problem in this recently-issued compliance order. 

Fortunately, the PRC has taken a temperate approach. While it is not happy with the continued failure of Periodicals to cover costs, it concludes that "efforts [to improve performance of out-of-county Periodicals] should be directed mainly at cost control and improved pricing signals so that meaningful progress toward compliance with section 3622(c)(2) can be made." The "price signals" part of this directive is not such good news for most ABM members, but the PRC has not demanded specific changes.   

The PRC also seems to be somewhat receptive to arguments made by ABM and others that at least part of the problem arises from the U.S. Postal Service’s manual sortation of many machinable Periodicals and possible problems in cost measurement. It asserts that there is an "imperative need to reduce the extent to which Periodicals are exposed to manual sorting operations, to control other costs, to improve cost modeling, to align the pricing structure more closely with cost incurrence, and to employ pricing objectives that also send clear signals to mailers." 

It also encourages the "Joint Task Force" to improve the cost model data, search for operational efficiencies, and consider whether the "discount or rate structure can help the Postal Service and its customers to become more efficient users of the mail." 

Finally, it urges the Postal Service and Periodicals mailers to "consider administrative solutions to processing decisions that currently elevate service decisions over cost considerations."

Ultimately, the PRC could have been much tougher in its reaction to the Periodicals cost/revenue situation. Several times in its report, the PRC urges rates that give better "price signals.” It should also be noted that the PRC suggests other avenues for relief and that it did not expressly criticize the Postal Service for seeking to protect smaller circulation publications from very large increases.

Marketers to Benefit from Free USPS Webinars on Intelligent Mail Services

For those marketers involved in mailing direct mail pieces, you might want to tune in to the U.S. Postal Service’s webinar series on intelligent mail.

In preparation for the launch of Intelligent Mail services, both the basic and full-service options, this May, the Postal Service is conducting a series of webinars to answer technical questions about Intelligent Mail Barcode (IMB) implementation.

The Intelligent Mail Technical Integration Webinars are intended to supplement the information found here, as well as training offered through various channels, such as the Intelligent Mail University and the Intelligent Mail Symposiums.

These free, technical webinars are particularly relevant for those mailers looking to adopt the full-service IMB option. They will be conducted every two weeks on Fridays from 1:00pm - 2:30pm EST.

For more information on Intelligent Mail services and instructions on how to join the upcoming webinars, click here.



Booz Buzz

What Do These ABM Member Companies Have in Common?

IEEE Spectrum. MediaBrains. NORTHSTAR Travel Media.

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

Booz & Company Partner Matt Egol Presents an Annual Conference Sneak Preview

Tomorrow morning, beginning at 9:00 AM EST, visit www.AmericanBusinessMedia.com for a sneak preview of what’s on tap during ABM’s upcoming Annual Conference, as Booz & Company partner Matt Egol sits down with the ABM Video Network. He’ll share some results and member responses to the ABM/Booz & Co. “Roadmap for Profitable Revenue Growth” study and will introduce a new, interactive opportunity to communicate your specific questions, concerns and challenges before the start of the Conference on May 3.

Matt also previews the two Annual Conference Booz & Company sessions, where attendees will hear first-hand case studies from Association members who have used the research within their own organizations. The landmark study is the result of an exhaustive industry analysis of the most critical issues facing b-to-b media companies today.

Since the unveiling of the study last fall, more than 130 ABM member companies have used it as a tool to help guide their organizations through this unprecedented era of transformation using the two key pathways, one more traditional pathway built on serving the marketer, and one evolving approach which focuses on the end-user. You can access a free members-only webcast of the study presentation on-demand, or download some of the various study reports.

To watch any of our video content on-demand, visit www.AmericanBusinessMedia.com and simply click on the title in the list of videos or on the Video Vault button beneath the Dragonfly player to watch at your convenience. 

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?

85% of b-to-b marketers agree: Our firm gets more qualified buyers when we integrate industry-specific b-to-b media like print and events with online media like Web ads and sponsored links.

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.



Top Media Moves

IPC Systems, which provides trading communications systems for financial services companies, has selected Stein Rogan + Partners as agency of record for integrated demand generation and thought leadership initiatives.

The McGraw-Hill Companies’ Standard & Poor's published a white paper examining investors' needs and how various business models for credit rating firms could meet them.

Connotate CEO Bruce Molloy participated in an exclusive interview with Ron Powell and the BeyeNETWORK, where he discussed how Connotate offers a new way to monitor and gather business intelligence from the Web – employing intelligent software agents that enable you to quickly combine unique and valuable data from Web and enterprise sources.



Event Calendar

ABM Regional Meetings

We know times are tough, budgets are tight, and travel may not be an option … so ABM is coming to a city near you this spring for a series of regional meetings, delivering to its membership region-specific information on important industry issues.

May 21
San Francisco Regional Program
Palace Hotel, San Francisco

June 11
Boston Regional Program
The John Hancock Hotel & Conference Center, Boston

For more information, visit www.ABMevents.com or contact Megan Andrews at m.andrews@abmmail.com.



Member Event of the Week

Marketwire's 'Social Media Roadmap' Webinar
April 16, Your Desktop

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



Job of the Week  

Sr. Product Manager, Elsevier




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.   

Talent Management Committee Teleconference

April 20, 3:00 PM

Media & Marketing Advisory Councils Joint Meeting

April 23, 2:00 PM


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