(727) Good afternoon!

(727) The Power of the Package Grand Haven, MI Circulation: 11k $12, day Ogden, UT Circulation: 69k $7, /2 day Grand Island, NB Circulation: 23k $14, days Kingsport, TN Circulation: 43k $20, week Norwalk, OH Circulation: 9k $3, /2 day Fredericton, NB Circulation: 44k $28, /2 day

(727) Trends Trends What users & advertisers want What users & advertisers want Online revenue streams What’s working & what’s not What’s working & what’s not A formula working- “real world examples” Takeaway ideas you can implement today! Takeaway ideas you can implement today!

(727) solid money making ideas 20 Takeaway ideas you can implement today! Takeaway ideas you can implement today!

(727) Users are turning more to the Web for local info Trends “Over the last year, did you gather local information (e.g. events, restaurants, maps, traffic) (e.g. events, restaurants, maps, traffic) online more frequently?” previous year Source: Jupiter Consumer Survey/NF0; N=2,222 in 1998; N=3,000 in 1999 current year

(727) Local.. Local.. Local interests! “What are your top ten interests?” Source: Belden Assoc. Client study Sample Base: 8123 Trends

(727) Breaking and local news have the most appeal! “What has the broadest appeal for you on the Web site?” Source: Belden Assoc. Client study Sample Base: 8123 Trends

(727) Source: Jupiter Executive Survey, N=31 Trends “How will you fund your local advertising efforts?” Advertisers won’t cannibalize their traditional budgets

(727) Trends Nearly 1/2 of users access site 5 days or more in a week “How many days did you use the newspaper’s Web site last week?” Source: Belden Assoc. Client study Sample Base: 8123

(727) % are mostly or completely satisfied with Web site “How satisfied are you with the newspaper’s Web site?” Source: Belden Assoc. Client study Sample Base: 8123 Trends

(727) Sites have a small but POSITIVE impact on subscriptions “Since you started visiting the site, what impact has it had on Source: Belden Assoc. Client study % who read the site-sponsoring newspaper in the past 7 days: n=4,917 yourself as a subscriber?” Trends

(727) Sites have a POSITIVE impact on single copy purchases Source: Belden Assoc. Client study % who read the site-sponsoring newspaper in the past 7 days: n=4,917 your purchase of single copies of the newspaper?” “Since you started visiting the site, what impact has it had on Trends

(727) The Forrester Report: Coping With Classifieds’ Erosion, May 24, 2000 ©2000 Forrester Research, Inc. Online classified ad dollars are growing - Classifieds Online Classifieds: $8.2 Billion By 2005 Trends

(727) Scarborough Internet Usage Study for the NAA Internet users want Online classifieds Reasons for using Internet: - Classifieds Trends

(727) Scarborough Internet Usage Study for the NAA Readers do look online for auto information Local (printed) newspapers42% Word of Mouth41% Internet/Web38% Weeklies/shoppers30% "Trader"/printed mags26% TV21% Radio13% Used Any in Category62% Sources for auto information: - Classifieds Trends

(727) Marits Market Research Study for the NAA Newspaper sites are not top of mind Manufacturer's Site 39% Edmund's25% Autobytel22% Dealership's Site 16% CarPoint15% Cars.com12% Auto Vantage 8% Auto Web 8% AutoConnect5% Local Newspaper Site 4% Kelly Blue book 39% Sources for Online auto information: - Classifieds Trends

(727) Department of Commerce from National Automobile Dealers Association, 1997 Readers prefer sites with large auto inventories “Access (a large amount of)Vehicle Inventory” 50% “Schedule Sales Appointment”28% “Apply for Financing”26% “Order New and Used Cars”22% Preferences for Internet automotive Sources: - Classifieds Trends

(727) Scarborough Internet Usage Study for the NAA Readers do look online for jobs Local (printed) newspapers36% Word of Mouth33% Internet/Web31% Weeklies/shoppers23% "Trader"/printed mags14% TV5% Radio5% Used Any in Category46% Sources for job information: - Classifieds Trends

(727) NAA Study “Recruitment Advertising: 2000 and Beyond” Newspaper sites are not top of mind Monster.com21% Newspaper sites15% Sources for Online job information: - Classifieds Trends

(727) NAA Study “Recruitment Advertising: 2000 and Beyond” Newspaper sites are not top of mind “Includes Jobs from areas besides where you live”75% “Most complete listing of jobs for your field”68% “Largest number of local job listings”27% Preferences for Internet recruitment sources: “Classified listings from local.. newspapers (only) were viewed …. with a utility less than the local/regional/ national alternative.” Newspaper Association of America - Classifieds Trends

(727) Scarborough Internet Usage Study for the NAA Readers do look online for homes Local (printed) newspapers28% Word of Mouth24% "Trader"/printed mags21% Internet/Web20% Weeklies/shoppers20% TV6% Radio4% Used Any in Category38% Sources for Real Estate information: - Classifieds Trends

(727) National Association of Realtors Profile of Homebuyers and Sellers Newspaper sites are not top of mind Sources for Online Real Estate information Realtor.com61% Real Estate Company Sites44% Local Newspaper Sites22% - Classifieds Trends

(727) Readers prefer a large, easy to use selection NPD Online research Study 1999 Top reasons for visits to a site: “Property Selection” #1 “Convenience”#2 “Speed”#3 Preferences for Internet Real Estate Sources: - Classifieds Trends

(727) Added distribution = Added value? Erin Coats- VP Classified Advertising - Classifieds Trends

(727) Up sell lineage with ! Up sell lineage with ! Did you know that your classified ad will appear as part of our high traffic Web site at no extra charge? This means that your offer can now be seen by the millions and millions of Internet users here in town, and around the world. It will be easier for them to respond to you, both online and those who read your ad in the paper, if I include your address…. 1 Classified revenues

(727) Take ads Online! Take ads Online! 2 Classified revenues

(727) New product revenues: AutoChooser TM Classified revenues

(727) Classified revenues

(727) Classified revenues

(727) Classified revenues 3 Sell ancillary service providers!

(727) Classified revenues Use content services that share revenues! 4

(727) Use content services that share revenues! 4 Classified revenues

(727) Create “relo” leads for your advertisers! Classified revenues

(727) Classified revenues Form alliances for: more content more content added distribution added distribution 6

(727) William S. Morris, Speech to National Press Club, Spetember 28, 1999 Classified revenues Form alliances for: more content more content added distribution added distribution 6 William S. “Billy” Morris

(727) Generally “disappointing” revenues Average: 100,000 circ. = $100 a week "Right now, most newspapers are offering very limited archives online and bringing in revenue that could best be described as anemic” Mike Blinder Archives

(727) Archives

Explore “mircopayment” systems Explore “mircopayment” systems Explore access packages Explore access packages Reduce prices Reduce prices Sell additional content Sell additional content Archives

(727) Better Archive Pricing! $4.95 for a 24-hour ”pass” $4.95 for a 24-hour ”pass” $19.95 for a month “pass” $19.95 for a month “pass” $180 for a year “pass” $85,000/ year and growing $180 for a year “pass” $85,000/ year and growing 7 Archives

(727) E-commerce

E-commerce

3 months: 3,666 sales 3,666 sales 7,257 of merchandise 7,257 of merchandise $150,000 revenue $150,000 revenue Newspaper based E-commerce! 8 E-commerce