2010 january

V I S I T U S A T W W W . S A P A T O D A Y . C O M

Southeastern Advertising Publishers Association (931) 490-0400 (931) 490-0488 fax 1

SAPATodayAdvancing the free paper industry by providing resources for success and venues for sharing ideas.

THE MONTHLY NEWSLETTER FOR THE FREE PAPER INDUSTRY JANUARY 2010

Board of DirectorsThe leadership of SAPA is in good hands. The board of directors, director, and assistant are listed with contact information.Page 3

Aim For The Right AudienceJohn Foust shows us that we need to make sure our ads are targeting the right audience.Page 3

Conference ScheduleJoin SAPA and IFPA in the Music City, Nashville, Tennessee on September 23 - 25, 2010. Plan now to attend this Megevent!Page 9

Discipline Yourself to Sales SuccessIn this article Joe teaches us that our own discipline will make a huge impact on our sales success.Page 5

Nothing Beats A D-A-M-D Good LeadLandy Chase of Char-lotte, NC explains this provocative headline for obtaining sales leads.Page 7

USPS 2010 To Do ListDonna Hanberry with the Saturation Mailers Coalition continues her crusade helping the postal service pinpoint areas for improvement.0

by Douglas Fry

Getting tech support for your comput-ers and programs can be a real night-mare. You call the software company only to be told that the problem you are having is a hardware problem. You call the hardware company and they tell you that it’s software. Or worse yet, you get someone that is more than will-ing to help you with your problem but their first language is not English.

So, you’re kind of stuck. No one wants to accept responsibility and no one can help you that speaks English. There is an alternative: you could get remote

Remote Tech Support:Let Us Help You Fix It!

help from your associates at SAPA. But until now that has been a rather diffi-cult proposition. Well, it was difficult for those that didn’t know all about static IP addresses and TCP or UDP firewall port negotiation.

Until now. With the latest chatting soft-ware (Skype and iChat) it is now pos-sible to start a chat with someone, like SAPA Headquarters, and have them take over your computer (with your permission of course) and show you how to fix the problem or let them fix it right then and there. Amazing!

So, how do you perform such magic?

Let’s start with two different programs and we’ll show you how. Or, you could start a chat with SAPA Headquarters

and we could do it for you...

ICHAT TO THE RESCUEiChat is the text, audio, and video chat-ting software built-in to most recent versions of Apple’s OS X. You should be running Leopard or later. If you aren’t running Leopard please upgrade your system and take advantage of the speed and stability of system 10.5.x. If you are truly adventurous you could upgrade to Snow Leopard. Just make sure your printers are on the list of approved de-vices. Again, we can show you how to make even older printers work with the newest software, via iChat.

OK, now that you are running Leopard, launch iChat. If you’ve never used it be-fore, you’ll find it in the Applications

Southeastern Advertising Publishers Association

continued on page 2



Remote Tech Support:Let Us Help You Fix It!folder. You’ll be asked to enter your username and password to AIM (AOL Instant Messaging), MobileMe, or Mac.com. AIM is free so just click on the “Get an iChat Account...” button.

Go through the registration process and you’ll end up with a cool username like “groovyproductionguru.” Now, give us a call and you’ll connect with sapadirector to see how we can help you remotely.

Above is a screen shot of me helping my trusty assistant, Vickie, when the classi-fied ads didn’t flow properly. With her permission I took over her computer and changed the preferences she needed

changed to flow the ad properly. Two of the great things about this type of remote help is that it is instant and the person watching learns how to fix simi-lar problems in the future.

WHAT ABOUT SKYPE?But what happens if the person we are trying to help isn’t using Macs or iChat? You can do the same thing with Skype on a Mac or a PC. Skype is a free ser-vice along with free programs to make it work well on your computer. Just go to www.skype.com and download the soft-ware. Get a screen name and you’re set.

Here is a similar screen shot of me help-ing out Vickie, but this time I’m using Skype instead of iChat.

You can even see my smiling face in the lower left hand corner on the Skype screen.

My suggestion is to get set up using iChat and Skype as soon as possible. Do it now, before you have a problem. When you want to test things out, give me a call at 1.800.334.0649 and we can

give your system a test run.

If you are already online with either one of these free services, connect to me at sapadirector using iChat or sapadirec-tor using Skype. We’ll go through how each system works and test it out when things are nice and calm. Then when you have a HUGE problem you’ll know that help is just a chat away.

continued from page 1

You keep customers by delivering on your promises, fulfilling your commitments and continually investing in the quality of your relationships.

Brian TracyDon’t be distracted by criticism. Remember - the only taste of success some people have is when they take a bite out of you.

Zig Ziglar

p d

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PALIGODATACONSULTING

Ryan PaligoPresident

200 Kimberly DriveColumbia, TN 38401

931.334.1757

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Past PresidentMike WoodardTuscaloosa Sun &

ReporterNorthport, AL205-333-7525

PresidentRussell

QuattlebaumSoutheast Sun

Enterprise, AL 334-393-2969

Vice PresidentTony OnellionBargains PlusSlidell, LA

985-649-9515

Past PresidentGreg Ledford

Shelby Shopper & Info

Shelby, NC 704-484-1047

TreasurerAlan Lingerfelt

The Piedmont Shopper

Danville, VA434-822-1800

Board MemberWill ThomasExchange, Inc.

Fayetteville, TN 931-433-9737

SecretaryCaroline

QuattlebaumSoutheast Sun

Enterprise, AL 334-393-2969

Executive Director

Douglas FrySAPA Headquarters

Columbia, TN931-490-0400

Board MemberJW Owens

Savannah Pennysaver

Savannah, GA 912-238-2040

Past PresidentGary Benton

Peddler ADvantageParis, TN

731-644-9595

Administrative Assistant

Vickie BeldenSAPA Headquarters

Columbia, TN931-490-0400SA

PA

Lead

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By John Foust, Raleigh, NC

Sometimes an ad concept is solid, but something is wrong in the execution. Maybe the headline is poorly written. Or the font is not legible. Or the call for action is not specific enough. A tweak here or there could fix the problem.

On the other hand, occasionally we run across an ad that defies common

sense. Consider a recent ad which ran during a week in which a number of colleges were having graduation ceremonies. In big, bold letters, the headline read, “Congratulations Graduates! Now is the perfect time to buy your first home.”

What in the world was that real estate company thinking? They must be doing something right, because according to the body copy, they have been in business for a number of years. But, in my opinion, their message clearly targeted the wrong audience. In addition to running

Aim For TheRight Audience

continued on page 4



an ad that was likely to produce no legitimate inquiries, they presented themselves as being completely out of touch with reality. How is graduation a “perfect” time to take on home ownership?

Of course, a large percentage of first time home buyers are graduates. But for new graduates, there are dozens of other things that rank higher than home ownership on the priority scale. A job, for example.

If an ad doesn’t aim for the right audience, it is destined to fail. First time homebuyers represent a good niche audience for a targeted message. But in this case, it is a mistake to narrow the niche so drastically that few, if any, of the people in that niche can buy what is being sold.

If you’re trying to sell houses to young people, at least try to reach them after they have been working long enough to make a down payment and qualify for a loan. And if you’re trying to sell parents on the idea of buying houses for their children, talk to them about how they and their sons and daughters can benefit from owning instead of renting. Write the ad to the parents, not the kids.

Here’s a simple rule for creating effective advertising: Send the right message to the right audience.

One of the advantages of the print media is the fact that different advertisers can use the same issue of the same paper – sometimes the same page of the same issue – to target different audiences. At this moment, people who want new cars are reading your paper. People who want landscaping services or tires or tuxedos are reading your paper. And yep, first time homebuyers are reading your paper.

In today’s 24/7 communications world, where consumers are bombarded with thousands of commercial messages from every angle, the one thing that will move them is relevance. No matter what you’re selling, it is crucial to meet your target audience on their level. Understand them. Then communicate to them – clearly

and simply – how your product or service can improve the quality of their lives.

Send the right message to the right audience. That’s Advertising 101.

(c) Copyright 2009 by John Foust. All rights reserved. E-mail John Foust for information about his training videos for ad departments: [email protected]

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Discipline Yourself To Sales Successby Joe Bonura

WHAT’S THE WORD?Recently, when I opened one of my train-ing sessions, I asked the question, “Can you give me a word that will enable you to out-think, out-perform, out-sell, and out-service your competition?” There were fifty people in the group, and no one knew the answer. I was intrigued that no one knew, so I did the same exercise in my next four sessions. Still, no one could come up with the correct word. I had them divide into groups of five, and still, no success.

THE WORD ISThe word is DISCIPLINE.

WEBSTER HAD IT RIGHTLooking in the Merriam-Webster diction-ary, I found two definitions for discipline:

1. Control gained by obedience or train-ing

2. Punishment

The second definition may be why many do not practice the first. We feel that we are being punished when we discipline ourselves to do the thing required.

The word “control” gives you the benefit of practicing discipline. If you practice discipline, you will have control over your circumstances, and your lives will be more orderly and successful.

In selling, more than any other profession, disci-pline is required. Most salespeople are their own bosses - even if they work for someone else. Training allows a sales-person to know the rules and procedures, and discipline keeps the salesperson within bounds. Knowing the rules en-ables them to stay on the path that leads to success.

START WITH THE BENEFITSLook at the benefits of practicing disci-pline:

1. There is satisfaction in doing some-thing worthwhile.

2. Boundaries make a basketball game fun to watch. Without boundaries, the game would be nothing but chaos.

3. You derive peace of mind because you are doing the right thing right.

4. Discipline makes your clients happy because they know what to expect, and they get what they expect.

5. Short and long-term success comes from performing tasks correctly.

LISTEN TO POGO“You have met the enemy, and he is YOU.” Many would like to see changes, but they are not willing to change the cul-

prit - themselves. Practicing discipline is the key that unlocks the door to accom-plishment. Vince Lombardi once said, “The good Lord gave you a body that can stand most anything; it’s your mind you have to convince.”

MOVE OVER ENRONWould you fly in a plane piloted by an undisciplined pilot, or would you have surgery performed by an undisciplined surgeon? How about turning your stock portfolio over to the head of Enron or Tyco?

SUBMISSION TO THE MISSIONHow can you make discipline work for you, instead of against you? Learn to develop your mental sharpness, moral compass, and physical bodies to be your servants, not your masters. You will force them into submission by discipline.

WHAT TURNS YOU ON?How important is it for you to become a disciplined person? If you don’t consider something important, the odds are that you will not be motivated to perform the task. How would your life be different today if you had always had discipline in your life?

Remember, for every action, there is an equal and opposite reaction. Touch a hot stove, and you will remove your hand quickly. Drop a marble, and it will head for the ground. Stop paying attention to the road while you are driving, and you may end up wrapped around a tree.

continued on page 6

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In selling, it is a choice of disciplining yourself to make, or not make, calls. Make the calls, play the numbers, and you will reap the reaction you are seeking.ARE YOU LOST OR DISORIENTED?

Pick a destination. Whenever my wife and I discuss going on a road trip, we head to the bookstore to purchase a road map and travel brochures. The map will give us direction, and the brochures will provide visual hopes. Define what success is to you. What are your career goals, and how will discipline help you to reach them? Determining those answers will enable you to visualize success and to give you a target to aim for. You will become more disciplined in your sales career, and it is your career that will pay the bills.

THERE IS GOLD IN THEM THAR HILLS

Prospectors in the Old West disciplined themselves to pan for gold to get rich, not because they liked panning for gold. In his book “Alaska,” James Michener gave a vivid picture of the hardships that gold seekers experienced on their way to per-ceived wealth. The undisciplined died a quick and unmerciful death. What is the pot of gold waiting for you at the end of the rainbow? How much discipline is re-quired of you to reach your treasure?CLIMB EVERY MOUNTAIN - MAYBE

NOTAlthough there will be setbacks, the truly disciplined person views a setback as an opportunity. As Dr. Robert Schuler says, “When faced with a mountain, I will not quit. I will find a way to go around it, climb over it, or tunnel underneath.” It takes discipline to make the journey around the mountain, it takes discipline to climb

over the mountain; it takes discipline to tunnel underneath the mountain. What mountains have you been avoiding? How has it hindered your career? Perhaps you need the discipline to read more books on selling or to make more cold calls?

DO NOT GET WINDED IN THE WINDY CITY

A few years ago, my daughter ran the Chi-cago Marathon. It took the discipline of months of training to run that race. My wife and I rushed from check-point to check-point to cheer for her and to en-courage her. Each time that she passed a check-point, she had a confident smile on her face, until we saw her at the 23-mile marker. At that point, she had the seri-ous look of a runner who had disciplined herself to finish the race. To us, it was three more miles to go, but to her, it was the culmination of months of disciplined

training. She finished the race because she paid the price “to gain control by dis-ciplined training” - there goes Webster again!

Are you willing to pay now, or pay later?

© 2009 Joe Bonura & Associates, Inc.

Joe Bonura & Associates, Inc. Website: www.bonura.com, 407 Landis Lakes Court, Louisville, KY 40245, (800) 444-3340 toll free. E-mail: [email protected]

Discipline Yourself To Sales Success


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SPEAKERS APPEARING:

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WEB GURUS SALES LEADERS EDITORIAL MAVENS DOUGLAS FRY

IFPA & SAPA

Asking is the beginning of receiv-ing. Make sure you don’t go to the ocean with a teaspoon. At least take a bucket so the kids won’t laugh at you.

Jim Rohn

Let the views of other educate and inform you, but let your decisions be a product of your conclusions.

Jim Rohn



Nothing Beats aD-A-M-D Good Leadby Landy Chase

Everyone likes the phone to ring with the sound of a potential new client. In fact, most business people get so excited over an incoming lead, they completely ignore the all-important process of qualifying the call - and pay the consequences later. Do you know how to tell the difference between a bona fide buyer and a tire-kicker?

When handling an incoming inquiry, the objective is to determine if the call is a DAMD good lead, meaning the caller has:

D = Desire, a pre-identified need;

A = Authority to make the decision;

M = Money to afford to buy from you;

D = Deadline; a timetable in mind for do-ing business.

How does one go about establishing these criteria on the telephone? It’s not as diffi-cult - or as time-consuming - as you might

think. Below is a list of my “Excellent Eight” - eight simple qualifying questions to ask those incoming callers who express an interest in your company’s products or services. Use my “Excellent Eight” with every incoming lead, and you’ll always be well-prepared to close the sale.

ESTABLISHING DESIRE

Question: What prompted you to call?

A simple question, and yet the most im-portant question in determining the quality of the lead. The more specific the response, the better (in most cases) the selling opportunity. You are looking for the caller to respond with a simple, spe-cific answer: in effect, “I am looking for ______.” If this is the response you get, gain a complete understanding of the caller’s interest, and then schedule an ap-pointment.

Others will be more vague in their re-sponse, i.e. “I just wanted some informa-

tion on your company’s services.” Not to sound ungrateful for the attention, but these are tire-kickers. Mail them some-thing if you like, but don’t schedule a meeting until after you have followed up behind the material and qualified the contact further.

ESTABLISHING AUTHORITYQuestion: “Assuming your company were to want to proceed with this, what would your decision process be, and who else besides yourself would be involved?”

Don’t be afraid to ask this question. This is not being “pushy;” it is being a good business person. Ask with confidence. Then, once you establish the other people involved in the decision, attempt to have your contact arrange a meeting for you with these other individuals. Explain that everyone will have different questions and issues, and that you would like to get all questions answered prior to putting to-gether a proposal.

ESTABLISHING MONEYQuestion: “What is your budget?”

Does everyone answer this question? No

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continued on page 8



- but nobody will mind you asking it. An-other approach is to say, “Our fees for this type of application will be in the range of from ______ to _______. Is this with-in your budget?”

Yes, you might get a “no”. Well, better to find out now than later, right?

ESTABLISHING DEADLINEQuestion: “What is your timetable for wanting to move forward?”

Ideally, the caller will give you a time-frame, such as “we need to have made a decision on this by (date).” A person who says “we haven’t gotten that far yet” is not in buying mode yet - and your job is to put them there.

Other questions to cover in the initial phone call:

How did you hear about us?

The key to increasing the frequency and qual-ity of future leads is to identify what forms of marketing are work-ing for you. Asking this question consistently of every incoming lead is critical to growing your business. Track your sources of incom-ing leads to determine which marketing efforts are paying dividends. Find out where the caller heard about your firm, and make a note of it. Over time, you will learn where your marketing dollars are paying dividends - and where your marketing

dollars are being wasted.

What other options are you considering?

This is a polite - and effective - way of ask-ing “who is my competition for your busi-ness?” without having to actually ask this question. Usually, if they are looking at other options they will answer the ques-tion, “We’re also talking to _____”. If this occurs, go to the next question, which is:

Where are you in your meetings with them?

Are you going to be the first option they talk to? You need to know, before sched-uling a meeting, if your buyer has already met with your competitors. This is a criti-cal step, because it allows you to plan your strategy for opening your first meeting. If they have already met with your competi-tors, go to question 8.

What have you liked and not liked about

Nothing Beats aD-A-M-D Good Lead


what you’ve seen so far?

This is a clever way to determine what you are up against in a competitive sale. You will not only learn how your competitors have performed to date, you’ll also learn, by repeatedly asking this question during incoming calls, exactly how they market themselves, and what their strengths and weaknesses are.

Now you are ready for your meeting! Consider for a moment how much bet-ter prepared you will be for your first call by taking the time to ask a few intelligent questions. In qualifying leads, knowledge is power. Knowledge and power is gained by those who know how to get it.

Based in Charlotte, NC, Landy Chase, MBA, CSP is an expert who specializes in speaking to corporations and associations on professional selling skills. He can be reached by visiting his website at www.landychase.com or by calling (877) 370-8026.

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Super Conference Sept. 23-25, 2010: Plan now for a great conference in 2010. IFPA will join with SAPA in Nashville, Tennessee at the beautiful Hilton Downtown. We selected a hotel right in the heart of downtown, located next to the Country Music Hall of Fame. You will experience the energetic, unique nightlife as well as a trip to the Gaylord Opryland Hotel if you haven’t

Conference Schedulesbeen there before. You’ll sample some of the best the South has to offer as well as an educational, entertaining, and exciting schedule of events. Now, more than ever, you’ll benefit from attending this upcoming conference. Call Douglas Fry at 1-800-334-0649 for more info.

Publishers Summit February 27, 2010: IFPA and SAPA Publishers

will join at the memorable Doral Golf Resort and Spa in Miami, FL. We will be discussing topics of importance to you chosen by you and your fellow publishers in a roundtable format. What a great opportunity to discuss matters of business opportunities or concerns with other like-minded publishers. SAPA and IFPA have a tradition of sharing ideas. This will further that legacy.

For more information call Gary Rudy at 609-408-8000.

Check out one of our upcoming webinars. It will only take about 25 minutes and isfree to attend. Visit adbuilder.com/webinar/increase_sales to sign up!

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We truly believe in a partnership and this begins before

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by Donna Hanbery

As the Executive Director for the Saturation Mailers Coalition (SMC), I am glad to tell my members that we will not see a postal rate increase in 2010. But that does not mean our work is over. There are still many “to dos” and pressures facing the Postal Service and our industry. Here are some of the challenges SMC, and our members, will be facing this year.

Postal Service Reform. In spite of efforts to cut costs and gain automation efficiencies, the Postal Service started fiscal year 2010 projecting it will lose over $7 billion without legislative reform. We need to seek and support legislative change to relieve the Postal Service from the unnecessary, and unprecedented, burden to pre-fund postal retiree health benefits.

A more controversial change sought by the Postal Service is the elimination of the 6-day delivery requirement. The Postal Service executive committee is focused on this change and has stated it is essential to the Postal Service’s financial viability. Substantial questions, and opposition, to changing the 6-day delivery requirement remain. The Postal Regulatory Commission (PRC), the

GAO, and others are all conducting studies and asking the question “what changes are needed in the Postal Service business model in light of declining mail volumes and ever changing 24/7 communication options?”

Operations and Delivery. For saturation mailers, SMC will keep urging the Postal Service to test, and adopt, a simplified addressing option that would allow program mailers of free papers, shared mail pieces, and other programs covering all households in a geographic area an option to do a simplified address format on city routes. Unfortunately, some postal officials seem to believe that the postal “label” is the USPS brand, or that elimination of the label will hurt the Postal Service or cause consumer backlash. Some of these fears are fueled by companies that compete with SMC members or sell mail preparation or list services. These associations or companies may simplistically perceive that any action that helps reduce the costs or processing burdens for shared mail companies or free paper publishers hurts their business. SMC and its members will continue to advocate the benefits of a simplified addressing option for the Postal Service and our members. We will stress that

the advertising information found in free papers and other shared mail programs is welcome and valued to consumers. Although the opposition to simplified remains strong, we will keep up our efforts to show the Postal Service that its addressing requirement, combined with the DAL surcharge, is pushing predicable program mail business out of the mail and into private carrier delivery.

For mailers that do solo mailings, there are many developments and challenges ahead. The Postal Service’s implementation of the Intelligent Mail Barcode (IMB) will be mandatory for mailers that want automation rates in the years to come. The Postal Service will be eliminating its Postnet code. Mailers doing solo or list mail will need to be up to speed with IMB requirements or pay much higher rates. For mailers using customer lists or name addresses, the requirements of move up date compliance, and the stiff penalties for failure to comply, are major issues for 2010. Although SMC will not be focusing time or resources on solo mail issues, the resource demands and challenges these changes are producing at the USPS will make it more challenging for saturation mailers to get the time and attention of Postal Service officials.

Changes in Rate Design. Today’s Standard mail rate design is a flat piece rate up to 3.3 ounces with a pound rate charge thereafter. This rate design is not carved in stone. Persons at the PRC and within the Postal Service Marketing, Pricing,

U.S. Postal Service 2010 “To Dos”

continued on page 10

Justin Gerena, President, Director of Salesp: 888.592.3212 x710e: [email protected]

JB Multimedia, Inc. P.O. Box 704 N. Bellmore, NY 11710 888.592.3212 phone/fax www.jbmultimedia.net

M a k i n g p u b l i c a t i o n s i n t e r a c t i v e.



and Marketing Mail Departments have questioned if this is the most optimum rate design for the Postal Service in the future. SMC’s leadership and individual mailers will need to model how changes in the rate structure or rate design could help or hurt our members. The May/June SMC survey showed that most of our member’s mailings hover in weights slightly below and slightly above the pound rate. Is this a function of the marketplace or is it driven by rate design? Little changes in the rate design could have a vast impact on our members. SMC will want to model the needs of our members, and be actively involved in rate design discussions, to make sure that changes do not hurt our membership. This could be an opportunity to advocate and shape changes that would help our members grow mail profiles and package weights.

Do-Not-Mail. As the US pulls out of recession, the discussion of do-not-mail legislation or proposals are being renewed. As recently as November 30, 2009 the city of Seattle was poised to act on a do-not-mail resolution that would ask the Washington state legislature t o a d o p t a d o - n o t -mail registr y similar to the d o - n o t - c a l l laws. Prompt action by SMC m e m b e r s a n d o t h e r stakeholders led the Seattle City Council to p o st p o n e consideration o f t h e resolution until Ja n u a r y 1 1 , 2010. We can

expect to see more activity on this front, and the need for an occasional fire drill response, in the months and year to come.

Help Wanted. In 2010, SMC will celebrate its 13th year as a stand alone association. Our efforts are made possible by the voluntary contributions of time and money from persons and associations in the free paper industry and the mailing community. All of us have found the need in recent years to tighten our belts and work harder for less. I want to thank everyone that stepped up to help SMC by providing information, payment of dues and voluntary contributions during these tough times.

Anyone that is interested in getting more involved in our efforts or would like to join as a member is urged to contact me at the contact information below. The free paper industry has been well represented by many volunteers on our Steering Committee. Persons from your industry that I would like to thank include Harry Buckel, Chet Cleaver, Pete Gorman, Steve

Carazo, Tim Rychel, Curt Harmon, Dick Mandt, Steve McKinnon, Scott Patterson, Carol Toomey, Carla Chase, Bill Cotter, Dean DeLuca, and Calvin Cherry. I would like to thank the many association leaders and newsletter publishers that help us get out the word on what is happening in Washington. Like all of you, I am missing Craig McMullin. His ever smiling “cheers” brightened my day. Other special thanks and recognition go to Tim Bingaman and the folks at CVC who have provided buckets of data to help us make the case that free paper publications are well read and received in homes whether or not they are delivered by the USPS.

My thanks to all of you for an opportunity to work with this great industry!

Donna E. Hanbery, Executive DirectorSaturation Mailers Coalition33 South Sixth Street, Suite 4040Minneapolis, MN 55402(612) 340-9350 Direct Line(612) 340-9446 [email protected]

3 Facilities 7 Presses 70 Units 12 Folders 3 Inserters 2 Stitchers

Over the past year we have made multiple signifi cant improvements to our three printing facilities; reinforcing ourselves as the region’s most complete resource for shoppers, newspapers, inserts, fl yers, and catalogs. Give us a call to see how our new numbers can help improve yours.

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H a r r i s o n , A R | N o w a t a , O K | S p r i n g f i e l d , M O



IFPA & SAPARHYTHM IN THE MUSIC CITY

HILTON HOTEL, DOWNTOWN NASHVILLE, TENNESSEE

Sept. 23-25A FREE PAPER CONFERENCE

THAT WILL ROCK YOU!

WWW.SAPATODAY.COM FOR DETAILS.

ACTS APPEARING:

KEVIN SLIMP STEVEN R. COVEY LANDY CHASE BRAD GITOMER

WEB GURUS SALES LEADERS EDITORIAL MAVENS DOUGLAS FRY

JOINT CONFERENCE

2010

2010 january

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