Posts Tagged ‘ media consumption ’

What to Know About an Annual Media Buy

When attempting to take your media in-house or when offering media services for others, it’s important to know that media can be purchased in several ways, such as by flight, monthly, quarterly or annually. The trick to being a successful media planner and buyer is knowing which structure works best for you and your clients.

A flight can be from a short as one week to as long as several months. It is a continuous buy, which usually serves to bring attention to one specific promotion.

The structures for buying media on a monthly, quarterly, and/or annual basis are pretty simple – as they follow the standard definition of the time lapses listed above. Though you have to choose which structure is right for you, an annual buy, which is achieved by the media buyer placing the entire annual media plan at once, does have advantages over buying monthly, quarterly or by flight.

Listed below are the top 5 things you need to know about an annual media buy:
An annual buy will definitely give a buyer leverage to get the best rates, especially with television, cable and radio buys.
Due to the volume of the buy, the rates will be more negotiable and generally lower than if placed monthly, quarterly or by flight.
The closer the media buyer is to the beginning of the schedule when placing the buy, the higher the rates will likely be. If the media is sold out, the rates may need to be high enough to bump another advertiser’s spots.  At times, it may be so close to the flight that the station does not have any space available to sell. Neither of these situations is in the best interest of the client.
With print, if you know what you’ll be spending within the year, a media buyer can usually negotiate a contract to buy a certain number of column inches or spend a certain amount of money. This is harder to do if the buy is not purchased annually, as there can be short rates if the contract isn’t met. This isn’t good for either the agency or the client.
Annual buys can always be adjusted, moved and or canceled if necessary with sufficient notice to the media vendors, so you will not be locked into any media that isn’t working for you. Media can constantly be adjusted to give your clients the best outcome possible.

Annual buying is great for many clients, and with its adjustability, you’re really in a win-win situation. Not only do you get the best deals for being prepared and coming to your rep with a well-thought out plan, but you also get flexibility in order to meet your client’s needs.

With our ever-changing marketplace accelerating at such a rapid pace, new tools, trends and types of marketing are being introduced every day. Due to this fast-paced way of life, many believe that you should steer clear of annual buys – because you never know when something will change. Not true.

Annual buys can be bought in a way that is adjustable, allowing you to bump up or bump back spots, make changes to material, swap your :30 radio spot with a :60, etc. – you just have to know what you’re doing.

As we have seen lately in the marketplace, sometimes there are other situations with annual buys that need to be addressed, such as the programming change that moved American Idol from airing on Tuesdays and Wednesdays to airing Wednesdays and Thursdays. If you bought a good spot on Thursday during a popular show with a competing station – and now because of a programming change, you have to compete with American Idol – there would be a problem. This is when you contact your rep and discuss your options. By doing so, you’ll learn just how well your leveraged your annual buy in the first place.

Media planning and buying are complicated processes, so before beginning a plan, make sure to do your research on the different buy structures. If you need guidance, feel free to contact evok advertising at 407.302.4416.

Is “Re-branding” the New Buzz Word?

We hear the term “re-branding” thrown around a lot lately. It seems if everyone is trying desperately, in a fast-moving society, to stay fresh and yet stay true to their history at the same time. Most recently – YMCA to Y; Tropicana logo change; and let’s not forget about the Gap logo debacle.

The Gap change came in early October of this year. The president of Gap Brand North America for the last three years stated, “We chose this (new) design as it’s more contemporary and current. It honors our heritage through the blue box while still taking it forward.” – Sound familiar?

Gap did a soft launch of their new logo and wanted feedback from their loyal customers, so they introduced it through social media. And, did they get feedback! Received so negatively and with such a backslash, it resulted in 1,094 comments from one of their Facebook postings alone.

Creatively, many felt it took a couple steps back and, well…fell flat on its face. The “generic” look that so many companies are trying to achieve didn’t work for Gap. For many, their goal is to make their brand modern and clean, but when executed incorrectly, the result is a generic and drab look. Modern should not equal generic. Gap has now gone back to their old logo.

This got us thinking…when exactly is the right time to re-brand and why? In Gap’s case, they wanted a new logo to reflect the evolution of their clothing line and multiple modern stores. However, what other reasons are there to re-brand? Take our company, evok advertising, for example. We are actually in the process of a re-brand ourselves. So, why the change for us?

Scott Disbennett, creative director and agency partner, said, “Opposed to a national brand that has spent millions focusing on consumer perception, we don’t carry the same iconic weight. We are a mid-size agency that prides ourselves on staying abreast of new technology and new brands, while staying cutting edge, so being current is actually part of the brand. Also, we focus most, if not all, of our marketing efforts B2B so to many, this new logo will be their first experience with our brand. We aren’t facing the challenges that a national consumer brand might face.”

Larry Meador, our agency’s managing partner, addressed evok’s re-brand by stating, “While the old ‘EVOK’ worked well when we were trying to shout our name out there, we have always had a core belief that we should be behind the scenes, behind our clients’ victories, and although just a minor change, going from upper case to lower case with our logo reinforces that belief.”

So, if wondering whether you should re-brand your company, you may want to consider the following criteria. If you can answer yes to most of the items below, maybe it’s time?

Re-brand IF:

  1. New ownership, new partner
  2. A new highly regarded business practice (such as being green, etc.)
  3. Offering new products or services that will move you to a different segment of your market
  4. If your branding was poorly designed when your company was young
  5. New location, if that greatly impacts your business

So, the question remains to re-brand or not re-brand?  Well, the simple answer is, consider the brand! For our agency, yes it made sense. For KFC and the Y (formerly YMCA), yes, maybe? But, maybe not so much for Tropicana and The Gap. If you are responding to consumer input, yes! Remember, the purpose of re-branding is to keep your current clients and customers, but also attract new ones.

Long live the Coppertone baby!

How to Be Worth a Journalist’s Time

Public Relations (PR), at its core, is a special type of communication used to gain earned media in broadcast, print and online channels. When proven professionals are leading the charge, PR is an invaluable component of any full-service agency and a crucial element to an organization’s professional engagement. At times, it can make or break campaigns and is often the best resource in times of crisis, lending itself to third-party credibility.

Many companies develop their own PR in house, some by typing up random contact lists for journalists at publications they’ve never read and sending out press releases through email blasts. Remember, it takes grit to harness the power of persuasion and finesse to win someone over.

To get your news published, you must be worth a journalist’s time. Here are a few pointers when considering taking on the public relations role internally.

  • It’s more time consuming and costly than you’d think. Even a mid-sized company with a 60 +/- employees and a marketing department of less than five, could spend $75,000 +/- per year in salary, benefits and overhead in a mid-sized market, plus approximately $1,000/mo. in management software such as Cision or Vocus, if done right.
  • Personalize – That means no more email blasts. Each email, letter or fax  sent needs to be personalized to the receiving journalist. Get to know their position, what they write about, and take the time to read some of their recent articles to get to know their writing style. Become a resource to the journalists, not a spammer.
  • Be worthy – If you don’t read their publication, your company probably doesn’t deserve to be in it. When corresponding with journalists, show that you know their publication and understand its value.
  • Know their and your audience – Even though many companies can’t accurately pinpoint their audience’s ethnography, the extra effort will need to be made if you want to do your own PR. Does your audience align with viewers of a particular news program or readers of a particular magazine? How do they consumer it? When? Where? Know where your audience is and take the steps to reach them “where they live.”
  • Foster a good relationship – Ruining a relationship can be easier than you may believe. In some cases, all you have to do is refer to your journalist contact by the wrong name, send them something of non-interest to their audience, fax a news release to the wrong department, misspell a word or pester to see if your release was published – and presto, you may have just lost a contact. Their time is very limited, and they look to seasoned professionals to focus the message, especially since the inundation of social media.

Although the pointers above are not inclusive of all that you’ll encounter, it’s time to move on to “your” story. Even if you have the perfect journalist at the perfect publication, do you have the perfect story? Don’t miss the mark.

  • Impact – The facts and events that have the greatest impact on the greatest number of people are, simply, the most noteworthy. Include numbers, indisputable facts and figures in your release. Without a tangible frame of reference for the media’s readership, the context may not be fully recognized by the journalist gatekeeper. They want to write about what their readers want to read. Demand is supply.
  • Timeliness – Events that happen recently are more noteworthy. Newspapers are already competing for readership with electronic media, so know when their deadlines are and work to be in front of them with a timely story, not last week’s news.
  • Proximity – Events that happen near the readers or viewers are generally more interesting. Again, context. The reader or viewer has to see or feel the impact of the release, or it may not be newsworthy.
  • Relevancy –Attempt to find a common thread between your company’s news and a current issue. A little hint is to look in the national publications and find a local angle for your company.
  • Human Interest – Stories that play to human emotions may be noteworthy. Remember to target only those writers who have written human interest stories in the past and follow their style.

Public relations is an investment that can yield significant results, yet is often the first to be cut from a marketing budget and taken “in house”–unhealthy for the organization. “Hey doctor, … cut right here?”

Direct Marketing – and why you shouldn’t discount it.

For many companies it’s a real challenge to decide which advertising medium to use, especially in today’s tech-driven environment. One bad decision could cost a company their entire marketing budget, so how do they decide which medium is right? There’s the Internet, newspapers, magazines, television, radio, social media and more. But for some reason, the channel that most seem to discount these days is direct marketing – and well, that’s just crazy.

With social media on the rise, and being significantly cheaper than other mediums, many companies are going for it. Great if you are opening the hottest new club in town, but what about if you’re trying to sell hearing aids? Twitter may not be your best bet! So, when deciding what channel to use, the first step is to identify your target market and the best way to reach them.

Let’s stick with the hearing aid example. Although an increasing number of seniors own computers and are savvy about navigating them, studies show there are better ways to reach them in a more targeted fashion, like by direct mail.

While Internet spending has increased dramatically over the last several years and newspaper advertising has decreased dramatically, direct mail spending has remained virtually flat. Flat doesn’t sound good, does it? But really, this means that it’s a tried and true marketing medium that has stayed consistent throughout the years.

Direct marketing, as defined by Wikipedia, is a form of advertising that reaches its audience without using traditional, formal channels of advertising, such as TV, newspapers or radio. The goal of direct marketing is to allow businesses to communicate directly to the consumer through the use of advertising techniques such as flier and catalogue distribution, mailing of promotional letters, and street advertising.

There are several advantages to direct marketing. Here are a few:

1. It enables you to send your message directly to the consumer, without interference.  For instance, when it comes to TV spots, how many people now Tivo and DVR their favorite TV shows, and skip right through the commercials, blasphemous to an advertiser, but it happens nonetheless!

2. It also allows you to personalize your message to each consumer. “Dear Mr. Jones, we would like to offer you a special discount…”

3. Direct mail also can include a call to action, which allows for tracking. For example, if you ask consumers to “bring this coupon into the store to receive your discount,” you can actually tally up the amount of coupons the store receives to see the success of your campaign. Other calls to action include, “call this number” or “logon to this website.”

4. Although there are many forms of direct marketing – telemarketing, e-mail marketing, door-to-door leaflet marketing, broadcast marketing – direct mail remains the most popular.

5. In a study conducted by The Direct Marketing Association, it was found that 57% of the campaigns studied employed integrated strategies.  Of those, almost half (47%) launched their campaigns with a direct mail piece.

6. Additionally, although we were using the hearing aid company as an analogy marketing to seniors, direct mail can also be used successfully to market to all age and ethnic groups.

Direct Mail and Coupons

For the first time since the Depression, the Gen Y group and their followers, the Gen Z group, are saving more money than any of their predecessors. Although not a definite, this could be attributed to the rise of coupon usage. Where it used to be taboo to use a coupon (think standing in line behind the blue-haired lady in the grocery store, with her handful of coupons), it is now the norm and almost expected. Don’t want to spend the money for your morning latte? Probably will if you have a 50% off coupon. And what better way to receive a coupon that by having it mailed directly to your house?

So when determining how best to spend your precious marketing dollars, first and foremost consider your market and how to reach them, then make sure your messaging is clear and if using direct marketing – consider making your consumers an offer. And don’t discount direct marketing – it’s how many consumers get discounts and they love that, so you should too.

Brand Identity Chain

“Who do you think you are” used to be asked of people when they said or did something rude or presumptuous. But now, it’s an important question that provides valuable insight into what motivates your target market to buy.

Welcome to the world of identity marketing. According to Robert Maxwell – president of research consulting firm Chelsea Media – it is no longer enough to create a brand identity to reach members of your target demographic group. You must first understand the social and pop cultural influences upon which people within your target demographic create their identity and lifestyle, then position your brand as one that integrates with that identity.

As explained in plain English by Maxwell in Advertising Age magazine: “If consumers identify with Prada and also identify with Michelob, Volvo, “24” character Jack Bauer, rock group the Killers and Doritos, marketers suddenly have a ‘brand identity chain’ – a group of consumers who share similar identities as well as product and media consumption.

“In fact, anything in the media marketplace that contains symbols consumers might use in constructing their identities qualifies as a brand. That includes companies, services and, most important, news and entertainment. The building blocks of news and entertainment – personalities, TV programs, characters, sports teams, bands, channels, websites and so forth – are all laden with symbols that invite connections with a consumer’s identity.”

Now consider your target market. If it’s the 18-to-34 male mobile entertainment enthusiast, his brand identity chain is likely to include Red Bull, first-person shooter/car racing video games, Scarface, hip-hop artist Chamillionaire, YouTube.com, Honda Civic, Toyota Scion – and probably also Jack Bauer and Doritos. All of these interests and preferences combine to shape his self-image and determine the other brands he buys.

So how can you make your brand one of the building blocks of your market’s identity? Let’s return to the Scion for an example. A CGA (computer-generated animation) commercial for the Scion tC uses video game-style graphics and action as the vehicle changes body colors while driving through a hip cityscape to a techno music track. The creative team for the commercial recognized video games and techno music as building blocks of the tC target market’s identity, and based the vehicle’s brand identity upon those elements.

The take-home message: let your brand enhance the identity of your consumers, and the resulting sale will be more than a purchase – it will be part of who they are.