Rogers: Comparisons Count

Terry Rogers doesn't just use financial analysis software to dissect client financial data The Fort Payne, Ala.-based accountant trains it on the results of his other business, Smith Newspapers, which operates daily and weekly newspapers in seven states.

Previously, the company used the old fashioned way to measure itself against similar newspaper groups.

"We will get on the phone and compare apples and apples," he says. Rogers and other newspaper owners want to know what their competitors are paying for salaries and services.

That can lead to conclusions such as, "Let's contact my insurance guy and see if he can do better," he says.

Actually, when it comes to getting other businesses to submit data, it's difficult to convince ...