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| Združene države Amerike | | In NY, Even a Free Paper Has to Be Sold | | 10/25/03 | | NY Times | | | By LYNDA RICHARDSON
Published: October 24, 2003
HERE is no doubt that Russel Pergament, the publisher of amNew York, is a master of the sales pitch. He is bounding about the cramped temporary newsroom of his free weekday tabloid, explaining why morning commuters in their 20's and 30's will get hooked on it.
"They have a light appetite for news; they don't buy newspapers," he says. "They don't want to take money from their pocket and buy the thing, and then feel guilty about lugging it around, not reading it. We're putting information into their hands!"
Mr. Pergament plies a visitor with charts, demographic material and copies of amNew York. Only two weeks old, it is the latest entry into the city's competitive newspaper fray. But he does not appear anxious.
"There are a lot of good reasons why a rational person would be afraid to start a paper in New York, but I am not susceptible to those apprehensions," he says.
Mr. Pergament, who is 56 and has short gray hair, is now sitting at a conference table. A boyish smile crosses his lean face. He has a buoyant manner and a confidence that even he admits is nearly off the charts. But his sunny optimism and enthusiasm make one curious about the roots of his chutzpah.
Until this June, he was the publisher of Boston Metro, a free commuter tabloid that is part of a Swedish-run chain, Metro International, that puts out about two dozen commuter newspapers. He also was a founder of a chain of free suburban weeklies outside Boston called The Tab. Before that, he was advertising director of a small alternative newspaper in Boston, a circulation manager for two publications, a retail sales manager for The Boston Herald American. He was also a stockbroker.
So how did he persuade the Tribune Company, which owns The Chicago Tribune and Newsday, among other media outlets, to become the primary investor in amNew York?
Mr. Pergament brightens, getting a kick out of telling this tale.
"I made a cold call; can you believe that?" he says, slapping his hand on the table. "Every good long-term relationship I've ever had started that way."
He says he called the Tribune Company on July 10 and had a deal six weeks later, though he won't say how much the investment is.
His gambit in New York is actually part of a trend that is increasingly being explored by media companies. The Chicago Tribune and The Washington Post, for example, recently introduced free publications aimed at younger readers.
Mr. Pergament's staff of 34 operates out of a small warren of offices on Park Avenue, and will be moving soon. He sits in a room that is used for story conferences and sales meetings and as a repository for night-shift pizza and Chinese food.
He is, after all, a businessman. He is hoping his newspaper, with its brief articles, will capture the young audience that advertisers covet, people who read far less than their parents do. But he says his daily is also important for journalism.
"If somebody doesn't intervene and try something new, these readers will be forever lost to newspapers and the papers will be like the railroads," he says. "They'll be chugging in the future but not what they used to be."
But isn't amNew York an awfully thin read?
"How much does somebody need for a 20- to 25-minute train ride?" he exclaims, throwing up his hands. "People used to think that in order to be important, a newspaper has to be thick. But the thicker the paper is, the less likely it is to be read. We want to keep it boiled down, high energy and to the point."
O.K. Time to poke fun. What if that point reads like last Friday's first-edition headline, "Rocket Crashes," focusing on bad news for the Yankees when the team ultimately went on to win the game and the pennant? Mr. Pergament says the headline was updated in later editions. He shrugs, and likens putting out a daily newspaper to a daily miracle.
He talks fast. An East Coast accent is detected but its source is unclear. Perhaps it is all those years working in Boston, after studying government and history at Boston University. Or it could be a childhood in Hollis, Queens, as the son of a nightclub singer and a businessman who owned a chain of photo labs.
MR. PERGAMENT says he got an early appetite for newspapers because there were so many in the city from which to choose. He enjoyed the comics.
His publishing career began when he and two friends started the suburban Boston weekly The Tab in 1979. "Every time I joined newspapers, the compelling need was for revenue, so I gravitated toward the front lines," he says.
He says The Tab was aimed at affluent suburban homemakers in Newton and Brookline and lured high-end advertisers. It spread to 14 communities before it was sold in 1992.
Mr. Pergament obviously likes running things. And he is back on the front lines again. He has a Manhattan apartment, but he spends weekends in Boston with his wife, Andrea Laufer, a marketing manager for State House News Service, a Massachusetts wire service in which he is a minority shareholder. They have a 13-year-old son.
As he speaks about amNew York, he has the tone of someone ready for battle.
"We have to be on war footing," he says. "We have kind of parachuted into a highly competitive environment, and New York City is worth the fight." | | | | Več informacij: http://www.nytimes.com |
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