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SCMA CONFERENCE Southern Circulation Managers’ Association 2016 Conference “Audience and Evolution” Sunday, May 1, 2016 – Wednesday, May 4, 2016

May 1st, 2016

08:00 am – 02:00 pm Golf – Enjoy a round of golf with friends and coworkers. Don’t miss this great opportunity to enjoy Memphis’ Mirimichi Golf Course. (Advance booking through SCMA; additional fees apply; email david.rowe@commercialappeal.com) Click Here to Book! 10:00 am – 04:00 pm Vendor Setup – (Mississippi Ballroom) 12:30 pm – 04:00 pm Registration Open – (Outside Mississippi Ballroom) 03:00 pm – 04:00 pm Board Meeting (Delta Boardroom) 05:00 pm – 07:00 pm Rock ’N’ Reception (Sponsored by The Commercial Appeal) (Mississippi Ballroom) Enjoy live music from local artists. Set the tone with an intimate networking event & reception for audience & circulation leaders. 07:00 pm & beyond Free Time!

May 2nd, 2016

07:30 am – 09:00 am Buffet Breakfast – conference attendees (Tennessee A&B) 09:00 am – 09:15 am Welcome to Memphis (Mississippi Ballroom) George Cogswell, Regional Vice-President Journal Media Group 09:15 am – 10:00 am “Our Changing Business and the Audience Roadmap: Meeting the Consumer Where They Are” (Mississippi Ballroom) Laura L. Hollingsworth, President of the Tennessean Nashville –Laura Hollingsworth is President of The Tennessean in Nashville. In addition, she is President of USA Today Network – Tennessee, with oversight responsibilities including The Tennessean, The Commercial Appeal in Memphis, The News Sentinel in Knoxville, the Jackson Sun, Murfreesboro Daily News Journal, Clarksville Leaf-Chronicle, Nashville Lifestyles, 12th & Broad and a multitude of additional publications and digital titles throughout the state. 10:00 am – 10:30 am Parade of Business Partners (Mississippi Ballroom) Meet our business partners who support our association, our newspapers, and our industry 10:30 am – 11:00 am Break – Please visit our business partners (Mississippi Ballroom) 11:00 am – 12:00 pm Technology’s Role in the NEW Newspaper (Mississippi Ballroom) John Murray – VP of Audience Development NAA For newspaper companies the focus remains on building audience and revenue. We look at many of the changes in the newspapers business model and the move to market content across platforms. John will detail how some newspapers have monetized these efforts and how audience departments are investing in new print and digital subscriptions. 12:00 pm – 01:30 pm Business Luncheon / Lifetime Member Recognition / Award Presented (Tennessee A&B) 01:30 pm – 02:30 pm Content and Revenue (Mississippi Ballroom) Daniel Schaible – COO and Founder License League, Inc. These are interesting times for the subscriber world especially when we start thinking about the business use of content available online and how to make sure profits from corporate usage is maximized. Learn how Publishers are using content to engage with consumers to create a new realistic revenue stream based off the usage of their content. 02:30 pm – 03:30 pm Audience Advancement (Mississippi Ballroom) Stacy Lynch –Senior Director of Audience and Analytics Atlanta Journal Constitution Join us as Stacy introduces us to the world of data and analytics. Learn how newspapers use transitional data, web analytics, sales data, marketing data and a variety of other sources to understand consumers and develop audience and readership. 03:30 pm – 04:00 pm Break – Please visit our business partners (Mississippi Ballroom) 04:00 pm – 05:00 pm Transact with Trust: What is new at AAM 2016 (Mississippi Ballroom) Sandra Licking, Client Solutions Manager – AAM Learn the various digital metric opportunities to tell your full brand story through AAM. What is Site Certifier and how can it benefit your publication. Learn how publications can personalize their complete brand story through “Brand View” AAM’s new data base product. 05:00 pm – 05:30 pm Legal Point of View- Best Practices in Drafting Independent Contractor Agreements Employment and Independent Contractor Law (Mississippi Ballroom) Mark Hunt, King & Ballow Law Offices – Circulation/Distribution Section Mark has focused his practice almost exclusively on legal issues that confront newspaper companies – providing consultation and litigation service to many of the 300 newspapers King & Ballow have represented. Compare how you manage your Independent Contractor relationships versus Mark’s standards. Does your circulation team’s approach need a tune-up? 05:30 pm – 06:30 pm Networking / Cocktail Hour (Mississippi Ballroom) Sponsored by: KING & BALLOW 06:30 pm & beyond Dinner (On your own. Enjoy all that Memphis has to offer)

May 3rd, 2016

07:30 am – 09:00 am Continental Breakfast – conference attendees (Tennessee A&B) 09:00 am – 10:00 am Retail Merchandising “Think Outside The Box” (Mississippi Ballroom) Robert Rivera, Circulation Director Albuquerque Journal Learn how we've influenced single copy sales with the retailers that account for the highest percentage of our business as well as provide the greatest opportunity for growth. In today’s media environment, consumer habits suggest there is a need for us to think outside of the box. Evaluate your company's need for fewer boxes on the street. 10:00 am – 10:30 am Break – Please visit our business partners (Mississippi Ballroom) 10:30 am – 12:00 pm Single Copy Round Table Workgroups (Mississippi Ballroom) Group 1: Beyond the Discount

Group 2: Financials (aging analysis) Group 3: Operations

Group 4: Retail Negotiations 12:00 pm – 01:30 pm Business Lunch – Reports, State Caucus & Elections (Tennessee A&B)

01:30 pm – 02:30 pm Grow Revenue with Data and Analytics (Mississippi Ballroom) Bob Terzotis, Executive Vice President, Mather Sales Division Join us as Bob informs us how Mather Economics uses digital analytics including an overview of tying digital engagement to print subscribers, the use of dynamic meter technology (rather than a set meter level) and a content matrix dashboard that ties the revenue side of digital advertising to reader engagement. 02:30 pm – 03:00 pm Break – Please visit our business partners (Mississippi Ballroom) 03:00 pm – 04:00 pm Market Reach and Expansion (Mississippi Ballroom) Krista Goodwin, Director of Sales and Marketing NSS NSS is growing to meet the ever changing needs of newspaper executives across the country. Krista will discuss the changes necessary in a growing media environment and the need to adapt to those changes. Join us to discuss how NSS has helped newspapers in the areas of retention, promotions, customer service and engagement. 04:00 pm – 05:00 pm Home Delivery Retention (Mississippi Ballroom) Tom Cardozo, Corporate Manager of Consumer Marketing, Halifax Media Group Tom will discuss: Standardization of Complaint, Start, and Stop Codes, The importance of Retention in addition to Acquisition, The “25" Customer Retention Touch Points and much more. 05:00 pm & beyond Dinner (On your own. Enjoy all that Memphis has to offer)

May 4th, 2016

07:30 am – 09:00 am Breakfast – conference attendees (Tennessee A&B) Elections and swearing in new officers and State Directors 09:00 am – 10:00 am “Service” The Best Retention Tool (Mississippi Ballroom) Guy Rothardt, Market Sales and Distribution Director at Gannett Publishing Services Guy will discuss the importance of customer service and its full contribution to sustaining and growing revenue. Develop multiple tools and methods that allow you to further engage with the customer and allow you to take full advantage of this special relationship. 10:00 am – 11:00 a.m. Customer Service Round Table Workgroups (Mississippi Ballroom) Group 1: How to determine extraordinary service.

Group 2: Financials, Discounts etc... Group 3: Social Media

Group 4: Retention 11:00 am – 11:30 am Break – Please visit our business partners (Mississippi Ballroom) 11:30 am – 12:30 am The New Circulator: Employee Development, Mailroom and Commercial Printing (Mississippi Ballroom) Dennis Dunn, Operations Manager Consolidated Publishing Company, Inc. Denis Dunn is the operations manager and executive board member for Consolidated Publishing Inc. Dennis will discuss some of the industry trends and best practices in managing the new operational responsibilities of the “New Circulator” in matters of expense, employee turnover and training. 12:30 am – 01:00 pm 2017 Conference MACMA and SCMA (Mississippi Ballroom) Aaron Armand, Chairman of the Board SCMA Aaron will discuss the exciting plans regarding the 2017 conference. Join us for an exciting update. 01:00 pm – 02:00 pm Lunch (Tennessee A&B) 02:00 pm - 03:00 pm Board Meeting (Delta Boardroom)

#2016 #Conference #SCMA #Memphis

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