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The Daily News Of TV Sales

March 3, 2016

NEWSPAPERS WINNING AT LOCAL DIGITAL

OLD MEDIA ARE ‘WALLOPING’ PURE PLAYS

The print product of local newspapers may be dying faster than the trees used to make the paper, but don’t count out newspapers as a local advertising competitor. New research by Borrell Associates reveals that a single newspaper in any market tends to sell more digital advertising than any other entity in that market—by a factor of five.

“Unbelievable? Consider the fact that daily newspapers tend to have the largest single ad-sales force in a market—more than any local TV station, radio station and yellow pages company—and certainly more than any local pure play Internet company, which often has no in-market reps,” explains CEO Gordon Borrell. He says newspapers made $5.1 billion in digital advertising, while local yellow page companies sold $2.4 billion. That compares to $1.2 billion for TV stations (barely ahead of magazines/weeklies), $550 million for radio stations and $160 million for cable TV.

While that looks pretty good for newspapers, the Borrell report, Benchmarking Local Digital Media, adds that “we can’t quite crown newspapers king of the digital hill.” That’s because there are far more pure play Internet companies competing for local digital dollars, whether or not they have an actual local sales force. Collectively, they account for two-thirds of all locally bought digital advertising, while newspapers collectively account for 11%.

For example, Gordon Borrell notes that while the Philadelphia Inquirer may generate, according to benchmarking data, $16 million in digital sales, a handful of pure plays such as , Yelp, Angie’s List, Craigslist, and others in that market might bring in $5 million to $10 million each, for a collective $30 million.

Competition from pure play Internet companies is fierce in large markets, but barely noticeable in smaller ones. Using its revenue database, Borrell counted the number of entities that were selling digital advertising in large markets and small markets and found that pure play companies accounted for 48% of all entities in larger markets but 15% in smaller ones. In the

smallest of communities, yellow pages companies were the most prevalent entities selling digital advertising.

Who are the local digital winners? The Borrell report says a small group of frontrunners are getting 2 to 11 times the average of their peers. These frontrunners are typically part of a chain—benefitting from corporate investment in digital. Most were in the game early (think 1990s). They’ve made significant investments in staffing, training and digital acquisitions. And they have very diverse revenue streams, with no one ad category accounting for more than 25% of sales. If your company isn’t there, what are you doing to catch up?

ADVERTISER NEWS

While department stores and other full-price apparel retailers are struggling, off-price retailers (such as TJX which reported sales and earnings last week) are doing better. For the quarter that ended on 1/30, Ross Stores reported a 4% same-store sales gain on top of a 6% gain the year before, and it expects a 1-2% gain for the current quarter. Ross Dress for Less stores now number 1,274 and the company also operates 172 dd’s Discount Stores……Sports Authority has now filed for bankruptcy restructuring and says it has identified about 140 stores to close or sell in the next three months. Bloomberg reports Sports Authority has been in discussions with Dick’s about a possible sale of stores and intellectual property and it’s also possible Modell’s could have an interest in some of the stores……Publix same-store sales were up 3.2% in its fiscal quarter that ended on 12/26, and that completed a fiscal year with a 4.2% comp store gain. After entering North Carolina two years ago, the chain moves into Virginia next……Discount grocer Aldi, after testing the idea in a few markets, will now accept credit cards in all stores. As we’ve reported, the chain enters southern California later this month……Furniture factory orders continued to show positives in December, albeit by a small 1%. The managing partner of consulting firm Smith Leonard said, “While on the surface that didn’t seem too good…when you realize that new orders in December 2014 were 15% higher than December 2013 orders, the 1% doesn’t seem that bad”……For the quarter that ended on 1/22, Bob Evans Farms same-store sales were down 3.6%, with declining traffic lowering the number of transactions by 6.5%. The chain has tried to cut back on discounting, saying it’s “rationaliz(ing) our pricing and discounting strategies”……Pet Supplies Plus is the largest pet store chain centered on franchising with more than 330 locations in 26 states, but none farther West than Denver. The company now wants to expand to the West Coast, with California targeted for expansion this year. The American Pet Products Association says 62% of Americans are pet owners and spend more than $60 billion annually……While automotive sales continue at a great pace, there’s a warning sign that some problems may be ahead: Fitch Ratings reports delinquencies on subprime auto loans are currently at the worst level since September 2009. Experian had reported that 20.8% of all outstanding auto loans are held by people with credit scores between 300 and 620, and Fitch’s analysis shows 4.98% of them are at least 60 days delinquent.

NETWORK NEWS

Tempers flare, and there are plenty of fireworks, as the most memorable women this season are back to confront Ben and tell their side of the story on The Bachelor: The Women Tell All, Monday, March 7, at 8:00 pm (ET) on ABC. Before the pyrotechnics begin, however, climb aboard the Bachelor Bus with Chris Harrison and Ben, as they drop in on Monday-night viewing parties and give Bachelor Nation fans the surprise of their lives……Multi-nominated artists Kelsea Ballerini, Dierks Bentley, Eric Church and Sam Hunt have been added to perform on the 51st Academy of Country Music Awards, airing live from Las Vegas Sunday, April 3, at 8:00 pm (ET) on CBS……NBC presents live coverage of this year’s first international gymnastics competition, the 2016 AT&T American Cup, this Saturday, Mach. 5, at 1:00 pm (ET) from the Prudential Center in Newark, N.J. Gymnasts from 11 countries are expected to compete in the event, which is part of the International Gymnastics Federation’s all-around World Cup series.

TUESDAY RATINGS

The Voice on NBC dominated the young demo on Tuesday night, but CBS had the most viewers, led by NCIS. According to the Nielsen Fast Nationals NBC had an average 2.5 rating in Adults 18-49 and 6.2 in Households, with an average audience of 10.150 million viewers. CBS was a t 1.5 18-49, 6.7 HH and 10.561 million; FOX, led by New Girl, 0.8 18-49, 1.3 HH and 2.057 million; ABC 0.7 18-49, 1.6 HH and 2.489 million; Univision 0.7 18-49, 1.0 HH and 1.784 million; Telemundo 0.5 18-49, 0.8 HH and 1.366 million; and The CW 0.3 18-49, 0.7 HH and 1.018 million.

DEMS BOUGHT MOST SUPER TUESDAY SPOTS

Media Monitors has tallied broadcast TV spots in the Top 60 DMAs ahead of this week’s Super Tuesday voting and found that Democrats dominated the airwaves. Hillary Clinton’s campaign aired 12,350 spots putting her in the #1 position. Along with 165 spots added by the Planned Parenthood Action Fund and 159 ads bought by the Service Employees International Union, her grand total for February 1 to 28 was 12,674 spots.

Coming in #2 was Bernie Sanders with 9,849 spots. He also received 58 additional spots from the Communication Workers of America PAC CWA Working Voices bringing his total to 9,907 spots.

On the Republican side, the Super PAC Conservative Solutions bought 3,792 spots for Marco Rubio, while his campaign ran 2,312 spots bringing his total to 6,104 spots. Ted Cruz’s campaign ran 2,702 spots along with his Super PAC Keep The Promise I which ran 666 spots and his other Super PAC Stand For Truth ran 62 spots. That brings the Cruz total to 3,430 spots. Donald Trump for President aired 2,280 spots.

Trump was targeted by the most “against” ads—721 according to Media Monitors. Rubio was targeted in 661 negative ads and Cruz in 311. All of the negative ads in the tally were dealing with Republican primary candidates, with none on the Democrat side.

SINCLAIR INTO THE CABLE NET GAME

Sinclair Broadcast Group has closed on its previously announced acquisition of the stock of Tennis Channel for $350 million. The acquisition is the first cable network in Sinclair’s portfolio, but it is a large player in broadcast television. Including pending transactions, Baltimore-based Sinclair owns, operates and/or provides services to 171 television stations in 81 markets. It also syndicates sports content.

ACCOUNT ACTIONS

Fiat Chrysler Automobiles has parted ways with Wieden + Kennedy, Portland, OR, as its creative agency of record. W+K was best known for its Chrysler 200 ad featuring Eminem during its six years as AOR. Some FCA brands are already using other creative agencies, so it’s not clear whether an overall replacement for W+K will be sought……The $400+ million global media business for Ikea is up for grabs. Defending the $100 million or so portion spent annually in the U.S. is WPP’s MEC......Friendly’s has named Schafer Condon Carter, Chicago, as its new creative agency, succeeding Forge Worldwide. The ice cream-focused family restaurant is preparing a new campaign to promote a value menu……Tart cherry juice brand Cheribundi has named BrandStar, Deerfield Beach, FL, as agency of record.

THIS AND THAT

Volkswagen of America named Ronald Stach Vice President, Sales for the Volkswagen brand, succeeding Mark Barnes, who has assumed responsibilities as Chief Operation Officer at VW’s Bentley of the Americas. Stach most recently served as Director, South Central Region for Volkswagen of America……Relaxed rules by the U.S. Olympic Committee mean advertisers who are not official Olympic sponsors can run ads starring Olympic athletes during this summer's Games but have to begin running those ads no later than March 27 and have to run them continuously through the Games, August 5-21. Ad Age reports that non-Olympic sponsors Under Armour and PowerBar are among those planning to run ads featuring Olympic athletes.

AVAILS

WPTZ/WNNE-TV, the Hearst Television owned NBC affiliate in the scenic Burlington, VT/Plattsburgh, NY market, has an immediate opening for a Local Sales Account Executive. Primary responsibilities include utilizing a complete portfolio of products including the NBC affiliate, The Valley's MeTV, and a multitude of Digital offerings to advance effective marketing solutions for an existing group of valued clients while developing a continuum of new advertisers. The position is based in Colchester, VT, with the ability to sell across the entire DMA. CLICK HERE for more details and to apply. EOE.

Quincy Media seeks a Regional Interactive Sales Manager to coordinate and grow digital sales in five markets in Wisconsin and Minnesota. Working from WKOW-TV in Madison, WI, this individual will drive success through others by engaging the local management and sales teams to execute multi-screen revenue growth that meets or exceed company goals. This position is built for personal and professional growth in an environment that values independence and flexibility. CLICK HERE for details, then send cover letter, resume, and salary requirements to: Carol Rees at crees@. EOE

WRSP/WBUI has a rare opening for a seasoned Account Executive in Springfield, IL selling FOX/CW. A strong account list will be awarded to the ultimate candidate. The ideal candidate will be motivated with a strong competitive spirit, relationship driven and a high sense of urgency. Weekly disciplines, proven New Business development and ability to sell multi-platforms are required. If you are all of this wrapped up in one package, we want to hear from you! CLICK HERE for more info or to apply now. EOE.

Want to coach at Eastern Carolina’s most successful TV station? Want to join a positive culture? Want to enjoy beaches, sunshine and happy days? Want to control your own destiny and make really decent money? Be a leader at Eastern Carolina’s number one, WITN! TV and digital is where it’s at! WITN is a Gray station and honored to work with the 2016 Station Group of the Year. TV Sales experience is a good thing. Living the golden rule and a strong desire to help people is necessary. Contact hr@. EOE

Media General's KRON4, the Bay Area's News Station, is looking for an enthusiastic and highly self-motivated multi-media account executive to sell commercial advertising along with creative, media partnerships to local businesses and advertising agencies. If you're looking to marry your passion and drive for success, with a company that's paving new roads in the world of communications, WE WANT YOU TO JOIN OUR TEAM! CLICK HERE for more information or to apply now. EOE/M/F/V/D Background check and drug screen required.

WTAT FOX 24 in Charleston, SC seeks a self-motivated, high energy Account Executive. Position includes responsibility of creating and selling customized developmental broadcast campaigns as well as digital business solutions for a wide variety of local clients. Position requires strong interpersonal & communication skills, creativity and attention to detail along with a desire to succeed. Direct sales experience preferred. If you are a self-starter please apply now by sending your resume to jobs@ and include “WTAT-Sales Executive” in the subject line. No calls please. EOE/Drug Free Workplace!

GSM Opportunity…Ready to kiss corporate good-bye? Tired of endless spread sheets and being trapped in the office answering to multiple levels? Are your talents manifest best in the field fostering relationships, building business, leading and coaching? If you answered YES, and find working with, not for, a small privately owned NBC affiliate located Jackson, TN, attractive, we want to hear from you. AEs, LSMs and GSMs welcome. Send your resume and cover letter at blane@, or call 901.896.6088. Equal Opportunity Employer.

WNCN CBS North Carolina, Media General's CBS affiliate in Raleigh, NC, has an immediate opening for a goal oriented sales professional. We have all the sales tools and resources in order for you to succeed. Responsibilities include growing existing client billing, cultivating new business, and the ability to generate digital and non-traditional revenue. Applicants for this position must be driven, self-motivated professionals looking to take the next step in their career. EOE M/F/V/D Background check/drug screen required. CLICK HERE to apply now. EOE

National Sales Manager needed to direct the national sales efforts of NBC Boston and NECN. The NSM will partner with each national sales office, BD and each NBC OTS Media platform team (Digital, OOH, etc.) to formulate sales goals and competitive advantage strategies in order to achieve/surpass revenue targets. Work with NBC Boston's Sales Managers and Research department on sales planning and pricing strategies, inventory management, market growth and revenue forecasting. Follow THIS LINK to learn more or to apply now. EOE.

Kim Kardashian spoke out about Kanye West's Twitter rants and said she wants everyone to be as honest as Kanye. Then people were like, ‘OK, we don't know why you're famous.’

--Jimmy Fallon

A Tennessee man with ‘Psycho’ tattooed on his forehead was arrested for stabbing someone in the stomach. Of course, if you have a tattoo on your forehead, no matter what it says, it says ‘Psycho.’

--Seth Meyers

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SPOTS N DOTS

The Daily News Of TV Sales

March 3, 2016

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