Sales Strategies -- Sell in a Cube, Not a Square

Within two years of being introduced in Boston, the traditional market leader, the Boston Globe, lost so much classified advertising and circulation that it bought a 50 percent interest in its upstart competitor. In Philadelphia last month, the two paid morning dailies laid off one-fourth of their workforces as ad revenues declined. Free newspapers are proliferating in New York, but distribution is relegated to outside the rail stations.