E-News : September 25, 2006
News of the Week
It's all about navigating the new sales environment
The changing media environment is forcing business media to move beyond a traditional sales format and revamp their strategy for new media. Adapting to this new world can be tricky, but American Business Media is on hand to guide you with "It’s All About Revenue: Real-Time Answers. Real-Time Results." this Thursday, September 28.
This ntensive full-day sales event, taking place in Chicago, will offer practical advice on how to monetize new sources and use them to help your clients reach their target audiences. An expert group of media professionals, including keynote speaker Frank Anton, chief executive officer of Hanley Wood and Steve Davis, vice president and group publisher for SRDS, will share their thoughts on marketing, organizational change and the controversial church vs. state, editorial vs. sales dilemma.
In a world of changing revenue streams, you need real-time answers and real-time results. Learn from experts who combine all the disciplines of the house to ensure maximum revenues and profiits, this Thursday, September 28, at the Marriott Downtown Chicago.
"It’s All About Revenue: Real-Time Answers. Real-Time Results!" is sponsored by FosteReprints and the Audit Bureau of Circulations.
Breaking News from the Federal Reserve
President of the Federal Reserve Bank of Chicago, Michael H. Moskow will provide valuable insight at American Business Media’s Top Management Meeting this November 14-16, 2006 in Chicago. Keynote speaker for the "Breaking News from the Federal Reserve: Taking A Look At Segments" session on Thursday, November 16, Dr. Moskow will give Top Management attendees an inside view of how the Federal Reserve affects the business media industry, with a detailed look at specific industry segments.
Dr. Moskow took office at the Federal Reserve in 1994 and is currently serving a full term. He received an A.B. in economics from Lafayette College and a Ph.D. in business and applied economics from the University of Pennsylvania. Dr. Moskow’s career includes service in the public and private sectors, as well as academia. He has also been confirmed by the Senate for five U.S. government positions.
Focusing on topics from Mega-Search, Online Advertising and Editors in the Digital World, this fall’s Top Management Meeting continues to be business media’s center point, offering top level executives insight into today’s best practices.
Top Management 2006: Brandscape - No Boundaries, Just Edges. Be a part of industry transformation, when ABM's Top Management Meeting hits Chicago's Westin River North - click here to register now. For hotel reservations at the Westin River North, call (877) 866-9216 and mention American Business Media to ensure the special room rate.
Top Management 2006 is sponsored by the Audit Bureau of Circulations, BPA Worldwide, Folio:, and the Jordan, Edmiston Group, Inc.
Business media heads east
Join Lulu An, vice president, McGraw-Hill;
Mr. Zhang Bohai, president, GAPP (General Administration of Press & Publication Peoples Republic of China), will present an overview of the advertising and publishing environment in China with a focus on business media. David Gossack, commercial attache, U.S. Embassy Beijing, will be giving an industry overview and discussing the U.S. Commercial Service’s International Partner Network in China’s most dynamic markets. Wang Jinzhen, assistant chairman of the China Council for the Promotion of International Trade (CCPIT, a governmental agency of the People's Republic of China), will provide tour participants the inside track on partnering to bring trade shows and events to the Chinese market. Dan Londero, president of Reed Exhibitions Asia, will offer participants a first person account of running a trade show in China. Sidney Wang, business director of Universal McCann, Beijing will offer insight into Chinese business media advertising.
The China Leadership Tour, held October 16-19, 2006, will focus on allowing members to make contacts with leading Chinese government officials and potential media partners. Let American Business Media help you better understand the opportunities of this key emerging market.
Marketing & Media Buying
HSR Business to Business/Eclipse Aviation take home Grand CEBA Award
HSR Business to Business was honored with a Grand CEBA Award and accompanying $25,000 prize for their Eclipse Aviation “Organization Chart” campaign during the 11th Annual Creative Excellence in Business Advertising (CEBA) awards, September 20, 2006 in the Allen Room at Jazz at Lincoln Center. A truly innovative creation, HSR’s campaign catapulted Eclipse Aviation to the first corporate private jet of choice by working outside the box with an illustrated org chart demonstrating how Eclipse completely covers corporate travel needs. HSR took home a CEBA Award in the “Campaign” Category with annual media budget of up to $100,000 for this ad as well. (See their award-winning creative here.)
"We are thrilled to host another amazing CEBA Awards ceremony. The turn-out was great, as was all the work from all of our winners!" commented Gordon T. Hughes, president and CEO of American Business Media. "Our Grand CEBA winner, HSR Business to Business, shined with its spectacular campaign for Eclipse Aviation. It is exciting to go through this process, to be surrounded by such incredible work during the finalist selections and then to bring it home tonight with our Grand CEBA winner."
The VNU Lifetime Achievement Award, recognizing a company’s exceptional advertising commitment to business media over the life of a brand, was presented to Ford Motor Company; the Reed Exhibitions Events Award, recognizing the highest standards of creativity displayed in trade shows and events, was presented to Essilor.
During this year’s ceremony, American Business Media presented special publisher’s recognition awards for the first time to those who have run these incredible pieces of work in their respective publications, in-person events, or on their Web sites, including Modern Healthcare, Adweek, Brandweek, Mediaweek, Advertising Age, Business & Commercial Aviation, Investment News, BtoB, Direct, Variety, BusinessWeek, Forbes.com, and Yahoo.com.
To view the complete winners list and corresponding art, as well as pictures from the evening reception, visit http://www.ceba-awards.com/.
This year’s CEBA Awards were sponsored by Adweek Magazines, Crain Communications, Inc. and BtoB/Media Business, Prism Business Media, Reed Business Information, Reed Exhibitions, and VNU Business Media.
Welcome to the Hall of Fame
BBDO New York, David Bell, George Lois, and Ogilvy North America were inducted into the inaugural Adweek Magazines' Creative Hall of Fame, recognizing the agencies and individuals who were instrumental in creating the most extraordinary and innovative advertising campaigns of our time.
Agency inductee BBDO New York was selected for their uncanny ability to deliver consistent creative excellence across a broad range of business media clients, including GE, Cingular and eBay. John Osborn, president and CEO of BBDO New York was on hand to accept this recognition on behalf of the agency. "This is about our clients... Clients who encourage us to do great work... Clients who encourage us to deliver great results," said Osborn. "In a business that's about the work, it's nice to be recognized for the work behind the business."
An industry leader in marketing communications and chairman emeritus of the Interpublic Group, inductee David Bell was the visionary behind the first CEBA Awards. A legend in the business media space, his creativity spans business-to-business giants from Microsoft to Johnson & Johnson, Merck to Boeing.
George Lois, America's master communicator, is renowned not only for marketing miracles but for pop culture movements worldwide including the acclaimed Xerox "chimp" ads, the "Make Time for Time" ad campaign, the famous "I Want My MTV" initiative, and the creation of the 'Lean Cuisine' moniker.
A business media advertising cornerstone and benchmark, Ogilvy North America excels in the creation of powerful campaigns that address local market needs while still reinforcing universal brand identity. Andy Berndt, managing director of Ogilvy & Mather New York, accepted on behalf of Ogilvy North America.
The inaugural Creative Hall of Fame was sponsored by Adweek Magazines.
ABM Event Report
Innovation "how-to" kicks off ABM Thought Leadership Breakfast Series
Innovation: everyone’s supposed to be doing it, but just how exactly does one "innovate" his or her business? At "Unleashing Innovation," American Business Media’s first installment of the Thought Leadership Breakfast Series, attendees at Scholastic International were given practical advice on how, with careful planning, any company can be innovative. Bob Felsenthal, vice president and publisher for BtoB and Media Business moderated a group of forward-thinking panelists including Chetan Chandavarkar, director of product development for futurethink; Tonia Ries, president of Modern Media; and Heather Mikisch, publisher of Thomas Publishing’s Managing Automation.
With new ideas and products appearing constantly, business media providers must be ahead of the curve in order to stay relevant and profitable; the days of relying on the success of a certain brand or product are over. "If we don’t start doing things," Felsenthal warned. "We will be like those dinosaurs and just go away."
Ries advised those hesitant about exploring new ventures, saying that companies with a strong brand and loyal following will have little trouble transitioning into new products. The key, she said, is to "find out where readers are going and find new ways to package your assets."
Sharing an example of how a solid brand is beneficial when trying new ideas, Mikisch spoke on how Managing Automation’s reader loyalty and editorial integrity helped them generate a following on the Web, enabling them to compete with online only competitors. By tapping into new information areas, Managing Automation grew as a brand and became more appealing to advertisers. "The more you provide, the more valuable you become in terms of a marketing partner, the more rewards you get," emphasized Mikisch.
Though media companies must innovate in order to grow, many worry about the potential problems of implementing a new product or idea. They have an image to protect, and want to make sure everything is perfect before they unveil a new product.
For those companies, Ries had these words of encouragement: "don’t over think it, the days of everything being perfect before it goes out are over."
"Unleashing Innovation" was part of American Business Media’s Thought Leadership Breakfast Series. Join ABM for four additional installments of Thought Leadership: "Taking it to the Streets - How to Jump Start Your Marketing Efforts," November 8, will focus on the best ways to publicize new products and ideas. "Turning Metrics into Gold - Making Numbers Work for You," December 13, will discuss what should be measured, how it should be measured, why it should be measured, and what it will do for the bottom line. "The Identity Game - Custom Media Builds Brands," January 10, will cover how custom media can serve the client's needs and increase their profits. And finally "One Team. One Goal... Success - Sales, Editors, Operations and Audience Development Together," February 14, focuses on what needs to be done to develop a singular message within the media house to maximize coordinated communications efforts. Register for 3 or more breakfasts to receive a special discount.
Each segment of the Thought Leadership Breakfast Series will be held from 8:30-10:30am in the New York offices of Scholastic International. For more information on the series, click here to access ABM's event calendar, or contact Jane O'Connor.
"Unleashing Innovation - Give Your Team Creative License" was sponsored by the Audit Bureau of Circulations.
Attention Healthcare Information Providers! The Digital Prescription Coming Soon
"The Digital Prescription: Delivering a Healthier P&L" is just around the corner. Industry experts including Bette Brunelle, vice president and lead analyst for Outsell; and Dorothy Gemmell, senior vice president, sales, for WebMD, will share their insights on reaching healthcare professionals through digital media. Healthcare is still a relatively an untapped online market - be among the first to explore this new revenue opportunity at "The Digital Prescription."
"The Digital Prescription: Delivering a Healthier P&L" will take place on October 11 at Scholastic International in New York. Click here to register for this event, or for more information, contact Jane O’Connor.
"The Digital Prescription: Delivering a Healthier P&L" is sponsored by PERQ/HCI Research.
News on Print
Hungry for Research
American Business Media's multimedia "Devoured by the Influential" ad campaign has led over 11,000 people to seminal research on the media end-user and marketer.
Promoting an integrated advertising approach and including in print, digital media, and face-to-face event executions, the "Devoured" campaign leads viewers to research, Harris for the end-user and Forrester for the marketer, confirming that industry leaders overwhelmingly turn to business media for information on products and services. In the past 3 months alone, this multifaceted advertising campaign has led over 11,000 to view the research, and over 5,300 to download it as a reference tool. To view and download the ads for use in your magazines or Web site, click here.
The Harris Interactive and Forrester studies are available in their entirety on the American Business Media Web site. ABM has also recently released a one-sheet synopsis of these much talked about studies as a quick reference tool for media, events marketing and publishing sales executives - click here to download a copy of this invaluable tool today.
Construction professionals rely strongly on business media
In yet another nod to the value of business media, a recent third-party readership study from Aptura Research, a VNU research business, concludes that architects, home builders and remodelers get more job-related information from trade publications than from any other medium. Titled "Focus on Architecture, Building & Construction," this new study explores the relationship between construction professionals and the media they use. Over 1,100 architects, builders and remodeling professionals participated in this study.
"This study confirmed that trade publications are the most important source of media used by architects, builders and remodelers to get information concerning their jobs," said research director, Joseph Hardin. "They use trade publications more than Web sites, trade shows, newspapers, or television. Advertising in these titles is certainly an effective way to reach them, but not all publications are read equally by all types of professionals."
The results of the "Focus on Architecture, Building & Construction Media" are available in different editions for the architect, builder and remodeler, each of which are available on a subscription basis to advertising agencies, marketers and publishers. To view a complete list of publications studied and highlights of each edition, click here. For more information, contact Kathleen Henderson at 609.630.6000.
InDesign vs. Quark: the great debate
Quark or InDesign? The debate has been waging in the magazine production world. While several media companies are switching from Quark to InDesign, many still find Quark the best program for layout. On September 13, 2006 the Production/Manufacturing Technology Committee gathered at the American Business Media office in New York to discuss the differences between these two design programs. Tom Petrillo, business development manager for Adobe Systems Inc. and Girish Joshi, regional account manager for Quark Inc. were on hand to explain the benefits of their respective design programs.
Demonstrating the new features of Quark Express 7, Joshi explained that its integrated production capabilities allow for viewing of the entire design process at once. Speaking about the latest edition of InDesign, available in the spring, Petrillo focused on native file support and the ability to control layers in PSD and PDF files.
Though no conclusion was reached as to which design program was more efficient, John Blanchard, vice president manufacturing for Reed Business Information, and vice chair of the committee spoke on his company’s transition from Quark to InDesign. Holding five half day, in-house training sessions for the creative staff, the company was easily able to move from one design program to the next.
Led by chairman Keith Hammerbeck, director of manufacturing services for Advanstar Communications, the Production/Manufacturing Technology Committee works to share information, experiences and best practices as it relates to production or manufacturing. For more information contact Lauren Gabriele.
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 business media history. For more information, or to submit materials for inclusion in ABM's 100 year initiative, contact Gail Hoffer.
September 20, 1961: American Fruit Grower Co. becomes Meister Publishing Co.
September 26, 2005: Fairchild becomes a division of Conde Nast.
Top Media Moves
VNU has agreed to sell its 34.3% stake in Solucient, an information products company serving the health care industry, to Thomson Corp.
Questex Media Group has acquired InfoTrends.
Harte-Hanks, Inc. has acquired Aberdeen Group, Inc, represented by The Jordan, Edmiston Group, Inc.
Prism Business Media Inc. has acquired SpeedNews, Inc.
Billboard will distribute content in Japan as part of an agreement with Tokyo-based Hanshin Contents Link.
Former Variety publisher Gerry Byrne has been named vice chairman of the International Academy of Digital Arts & Sciences by The Webby Awards.
CMP Technology has promoted Robert Richardson to director of the Computer Security Institute (CSI); and Richard Nass to editor-in-chief of Embedded Systems Design and editorial director of Embedded Systems Conferences and Embedded.com
Diversified Communications has promoted Janice Rogers to vice president, human resources.
New Member Profile
New associate member Midland Paper is an independently owned fine paper, packaging and supply systems distributor representing the finest North American and global manufacturers.
Midland Paper began servicing the Chicago graphic arts industry in 1907 and has grown to be one of the largest independent distributors in the United States. Current owners Stan Hooker and Frank Morley purchased the company in 1983 and began the expansion initiative that continues today. Historically a fine paper merchant, Midland has added packaging and supply systems to the company’s product portfolio. For more information, visit MidlandPaper.com.
New associate member Modern Media provides outsourced media services — marketing, conference management, content development, and sales — to media companies, associations and business marketers.
Modern Media works to build media brands, events, newsletters, Web sites, and sales and marketing programs to add new expertise, or to extend an existing team.They can fill gaps, or become an outsourced project or conference manager. To find out more, visit ModernMediaPartners.com.
Cocktails & Connections
Ever think you could do just so much more business with a roster of friendly faces to call upon for help? It's time for American Business Media members to harness the power of each other - Join ABM for a Cocktails & Connections marketing reception Wednesday, October 4, bringing together marketers, agency executives and business media professionals. Because sometimes it's not what you know, it's who you know.
Join us October 4 from 6:00-8:00 pm at the Cibar Lounge in Gramercy Park for a free-flowing exchange of ideas with top marketing and agency media executives. Click here to attend, or for more information, contact Jane O'Connor.
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.
Committee/Council Date/Time (EST)
HR Committee Wednesday, September 27, 2006 5:00 pm (Chicago)
PR Committee Thursday, September 28, 2006 4:00 pm
Research Committee Thursday, October 19, 2006 2:00 pm