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The Daily News Of TV Sales

April 20, 2016

NAB PANEL: TV’S FUTURE IS PROGRAMMATIC

DATA IS IN EVERY UPFRONT DISCUSSION

“We believe every medium will become programmatic,” said Jason Schragger, chief creative officer of Saatchi & Saatchi, Los Angeles, as he kicked off an NAB Show session on where ad revenue is heading in this multi-platform environment. His agency calls it an “Audience of One” as people are becoming “more and more selfish” in their viewing. Rather than watching television as a group experience, today’s video content is being consumed individually. That makes targeting ever more important.

“I think what television is up against is this burgeoning, very fast-moving digital video, mobile industry, where we can zero in on very specific characteristics about the audience we want to talk to—to place an ad that you see, that your neighbor doesn’t see, because you have different behaviors and different characteristics,” said Zachary Soreff, president and partner, Sawyer Studios, which has a programmatic trading desk. “I want to put the right message in front of somebody at the right time, on the right device—also for the right price. I’m willing to invest more for a certain scenario and less for other scenarios.”

Programmatic ad selling is already growing in the linear and VOD TV space. As you’ve been reading here, networks have been announcing enhanced data-driven offerings and guarantees on metrics other than Nielsen ratings going into this year’s Upfront. Dan Ackerman (pictured), senior vice president of programmatic TV, AOL Platforms/ said on the Las Vegas stage that every conversation going into the Upfront this year involves data and targeting for every cable and broadcast network. “Where we sit in the ecosystem is to help support that and start to connect buyers and sellers in the linear space, where there just hasn’t been that technology layer.” Programmatic has already impacted display, mobile and digital video “and it’s now the television industry that is starting to evolve into the programmatic space.”

Linear TV ad insertion and real-time bidding for linear inventory is already possible, but one attendee from a Swedish TV operator wanted to know how long it will take for it to develop into reality for broadcasters. Ackerman said it was just a question of getting the technology broadly distributed, so he predicted three to five years for new set-top boxes to be in enough homes for widespread use of linear ad insertion. “There’s privacy issues to overcome too,” said Soreff, noting that cable companies are “really sensitive” about household level privacy information. “That will ultimately be overcome,” he added, saying that three to five years is really aggressive because so much needs to change in how inventory is bought and sold.

ADVERTISER NEWS

Harley-Davidson reported a 50.9 share of the U.S. motorcycle market in the first quarter, although domestic sales were down a bit at minus 0.5%. The Baby Boomer generation has been important customers for the company and it’s now looking to appeal to younger riders through new products……With so many countries and so many brands involved, the merger between Anheuser-Busch InBev and SABMiller is still moving ahead, albeit at a snail’s pace. On step forward was taken this week as Peroni and Grolsch, two of SABMiller’s European brands, have been sold to Japan’s Asahi Group in a deal conditioned upon completion of the merger……On the soft drink side of the beverage business, PepsiCo’s CEO told analysts the company has been reshaping its product lineup to cater to the growing interest in healthy eating. PepsiCo now gets less than 25% of its global sales from soda and only 12% from Pepsi itself……Rival Coca-Cola will unify global packaging into a consistent image according to Advertising Age. All varieties will utilize the scripted Coca-Cola name and its signature “Red Disc” with smaller identifications for “original taste,” “zero,” “light,” etc……Midwestern superstore chain Meijer is targeting Michigan’s Upper Peninsula, Cleveland, and Minneapolis as upcoming areas for expansion. In all its footprint, Meijer is looking to open nine stores this year and remodel 32 others……Albertson’s is teaming with Hearing Wellness Network and will test kiosks offering free hearing tests in 24 of its stores. Several banners are involved in the trial including Acme, Jewel-Osco, Safeway, Shaw’s and Star Market……As we’ve noted many times, front-end sales at retail drug chains usually trail pharmacy sales badly. CVS will try to improve front-end sales with a curbside pickup service where customers will place orders through a mobile app. Of course drugstores have offered drive-thru pickup of prescriptions for many years, but USA Today reports the stores will have to use a separate drive-through window for merchandise other than prescriptions……A record 56 new drugs were approved last year by the Food and Drug Administration, many of them considered to be “novel new drugs” that can have a positive impact on sales and profits at pharmacies. Offsetting some of that however is that the Office of Generic Drugs of the FDA set a new record for approvals of generics, which creates downward pressure on druggists’ sales and profits……Luby’s Inc. had a 2.2% systemwide same-store sales increase in its latest quarter coming from a 3.1% gain at its cafeterias, a 4.2% increase at Cheeseburger in Paradise units, and flat numbers at Fuddruckers. Overall traffic was down but was offset by an increase in the average check.

NETWORK NEWS

Michael Strahan is ending his four-year run as co-host of Live with Kelly and Michael to become a full-time co-host of Good Morning America in September. Since 2014 Strahan has joined the GMA team twice a week on ABC while continuing to co-host the daytime talker syndicated by Disney|ABC Domestic Television. The former NFL player will also continue as a co-host of NFL on FOX……The Hollywood Foreign Press Association and dick clark productions will present the 74th Annual Golden Globe Awards on Sunday, January 8, 2017, kicking off next year’s awards season. The ceremony will air on NBC live coast to coast for three hours, beginning at 8:00 pm (ET)……Season two of Aquarius, starring David Duchovny as an LAPD cop on the hunt for Charles Manson, will air commercial free on NBC for two hours Thursday, June 16, at 9:00 pm (ET). Beginning the following week on June 23, the series will shift to its normal 10:00 pm (ET) timeslot (and normal commercials)……Telemundo announced a 360° degree sponsorship initiative in support of season four of La Voz Kids, with brand integrations from DishLATINO, State Farm and Walmart. Sunday’s premiere reached a cumulative audience of 2,775,000 total viewers and 1,234,000 adults 18-49, according to Nielsen.

MONDAY RATINGS

The Voice gave NBC another Monday win in Adults 18-49, while ABC had the most viewers, led by Dancing with the Stars. The Nielsen overnights showed NBC at 1.9 18-49, 5.3 in Households and an average 8.513 million viewers; ABC 1.4 18-49, 6.2 HH and 9.313 million; CBS 1.3 18-49, 4.7 HH and 7.384 million; FOX 1.2 18-49, 2.4 HH and 3.772 million; Univision 0.7 18-49, 1.1 HH and 1.951 million; Telemundo 0.6 18-49, 0.8 HH and 1.395 million; and The CW 0.4 18-49, 0.6 HH and 0.892 million.

WEEKLY RATINGS

For Week #30, April 11-17, CBS had 1.2 18-49 and 4.8 HH; NBC 1.2 18-49 and 3.6 HH; ABC 1.2 18-49 and 3.5 HH; FOX 1.1 18-49 and 2.0 HH; Univision 0.7 18-49 and 1.1 HH; Telemundo 0.5 18-49 and 0.7 HH; and The CW 0.4 18-49 and 0.7 HH.

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COMPETITIVE INFO

The Shazam app, which connects music fans to artists and streaming music, is the latest to jump into advertising. Shazam for Brands, offering in-app media to connect to music fans on mobile devices, officially launches today with invitation-only events targeting major advertisers in New York and London. As you would expect, the events will feature music artists—although the company isn’t saying which ones. Earlier this month, Coca-Cola launched its “Share a Coke and a Song” campaign, which uses the first-ever Shazam-enabled bottles. When consumers scan lyrics on specially marked bottles and signage, they can record a digital lip-sync video and share their creations on social media with the hashtag #ShareaCoke.

NEWSPAPERS CHASING DIGITAL DOLLARS

Their print products may be old school, but newspaper companies are ramping up their advertising game online. Gannett, Hearst, McClatchy and Tribune Publishing have launched Nucleus Marketing Solutions. Its aim is to connect national advertisers to the local publishers’ audiences across existing and emerging digital platforms.

Former Mashable exec Seth Rogin, whose career has been built on multi-platform brand growth and digital media leadership, has been named CEO of Nucleus. In addition to the news organizations owned by the founding companies, the network says it expects to include as many as 11 other affiliate partners across the top U.S. advertising markets.

Nucleus claims to reach over 70% of consumers in the top 30 U.S. advertising markets. Digitally, the network will reach 168 million Unique Visitors.

COMSCORE CROSS-PLATFORM RATINGS DEBUT

comScore says it has completed the first round of development of its cross-platform ratings, and is now delivering those results to clients for private preview. comScore is engaging with its key national clients to share the initial release of the information, which dates back to September 2014. This includes cross-platform person-level reporting based on a U.S. data footprint of 37 million televisions for linear viewing, 117 million televisions for VOD and currency standard digital data. The results will be shared directly with clients on a monthly reporting cadence for the first few months while clients acclimate to the data. This fall, comScore expects to introduce its syndicated cross-platform measurement product.

SURVEY: SHOPPERS WILLING TO SPLURGE

A new quarterly IRI Consumer Connect survey is designed to gauge consumers’ financial confidence and understand how their financial situation is impacting the way they shop for, purchase and consume consumer packaged goods products. The inaugural Q1 2016 findings reveal that 67% of consumers feel their financial health will improve in the next six months, and this sunny outlook is giving consumers the confidence to loosen their purse strings a bit and splurge.

These splurges are not impulse buys made on a whim. They are more about making informed choices. For instance, 55% of these optimistic shoppers say they will pay more for food and beverage solutions that provide added benefits beyond basic nutrition, such as vitamins, minerals and extra protein. And 55% also will pay more for household cleaners made with environmentally friendly cleaners. In addition, 36% are regularly buying premium-quality beauty products, while 34% will pay more for environmentally friendly packaging.

The survey also drills down to the reasons consumers are choosing to shop in specific retail channels. Of course, common features such as proximity, assortment and service will always play a key role in channel selection. However, consumers also are saying certain added frills are important or very important to their channel selection decisions. 59% want a good selection of prepared/easy-to-prepare meals; 53% desire a good selection of local/artisan food and beverage options; 53% are looking for a variety of gourmet food and beverage options; and 32% look favorably on stores that offer online purchase options with in-store pickup.

While shoppers are making some splurges on specific products, they are still looking to keep their budgets in check for those everyday pantry items. For instance, 60% buy bulk to get a lower price per serving/usage; 49% will buy over-the-counter medications other than their preferred brand because it’s on sale; 42% often select food and beverage products that aren’t their preferred brands because they have a coupon; and 39% will buy beauty and personal care products other than their preferred brands because it’s on sale.

Consumers adopted many different shopping behaviors to make their dollars stretch when the Great Recession began in the late 2000s. At the top of this list is making preplanned and deliberate shopping trips to save money. In fact, 82% of consumers still make a written shopping list. But it doesn’t stop there. 75% buy private-label products to save money; and 52% percent visit multiple retailers to keep their grocery bill down.

“Today’s consumers are seasoned pros when it comes to shopping,” said IRI’s Susan Viamari. “They’ve learned how to stretch a dollar by necessity and won’t be giving up their conservative shopping behaviors even though they’re feeling better about their financial health.

VOLKSWAGEN UPDATE

The German newspaper Handelsblatt reports that the emission test defeat technology used on diesel engines by Volkswagen AG was first developed by engineers at the Audi division in 1999—but not used on the luxury line. The report says VW engineers decided to use the software six years later when they were unable to meet U.S. emission standards……Arizona’s Attorney General is the latest to sue Volkswagen. The consumer fraud suit in state court claims more than 4,000 Arizonans were defrauded by VW falsely advertising, selling and leasing thousands of so-called environmentally friendly, low emission clean diesel cars—vehicles which were actually polluting the air.

AVAILS

Media Sales Consultant - WWBT NBC12-the #1 rated station in Richmond, VA and one of the top rated NBC affiliates in the country seeks a Media Sales Consultant. We’re looking for an experienced media professional with a passion for selling multi-screen marketing solutions to local businesses, as well as grow an established advertiser list. Must be a highly motivated self-starter that can quickly make things happen. Candidate must have excellent communication and presentation skills, and a strong work ethic. Qualified applicants, CLICK HERE to apply. EOE-M/F/H/V.

Hearst Television’s NBC affiliate, WVTM 13 in Birmingham, AL seeks an experienced Sales Professional. The ideal candidate is coachable, thrives in a goal-oriented team environment and has strong interpersonal skills. If you are motivated by an excellent product, great compensation, and working with talented people in a team environment, then we want to talk to you. Proven track record of 1 to 3 years of experience as an AE, and solid negotiation skills required. Qualified applicants send resume to Peter Keith, LSM at pkeith@. EOE M/F/D/V

Raycom Media seeks a Corporate Broadcast Sales Trainer to assist owned or operated television stations with broadcast sales development. This position is responsible for the sales training and development of all Broadcast sellers within their group of assigned TV stations. This person will also fill in wherever needed as backup when a TV station is without a Sales Manager. Bachelor’s degree or equivalent sales experience, plus a minimum 5 years previous sales management experience required. CLICK HERE for more info or to apply now. EOE.

WHDH-TV in Boston seeks an Account Executive. The AE will generate new and service existing local accounts, ensuring all financial goals of TV station are being exceeded, while developing and maintaining relationships with agencies and clients. Responsibilities include developing and creating new programs to maximize revenue from existing clients, continual development of new business revenue streams. A Bachelor’s degree in advertising, marketing or equivalent related experience is required. Experience with “One Domain”, “CMR”, and “OSI” software applications a plus. Resume to: human_resources@. EOE.

Entercom Communications in Denver, CO is seeking a Director of Sales Intelligence. This position will utilize your sales skills and knowledge to look at opportunities to improve processes and implement technology that drives sales results. Broad duties include being knowledgeable of the data and reports the technology departments can produce, and how they are consumed by our sales teams to produce value. You’ll work closely with our Sales Managers across 27 markets, our Chief Information Officer (CIO) and Senior Management. To be considered for this position, please apply online at and click on “Careers.” EOE.

We are seeking an innovative and dynamic Director of Sales at WFTS in Tampa. The Director of Sales is responsible for leading and establishing the direction of the stations’ sales team. Bachelor's degree with marketing major is required or commensurate experience in progressive sales management position. A minimum of five (5) years of local and national TV sales management experience. Experience in an LPM market a plus. Click HERE to apply. EOE.

KOAT-TV, Hearst Television's ABC affiliate in Albuquerque, NM, is looking for an experienced Account Executive. The ideal candidate is coachable, thrives in a goal-oriented team environment and has strong interpersonal skills. We will provide the tools – you provide sales ability, positive attitude, client focus, and desire to WIN! If you want to work for the best, we want to hear from you today! Click HERE to apply! EOE.

A new study found that many popular oregano brands are really olive leaves and other leaves falsely labeled as oregano. Or as high school stoners put it, ‘Wait, this still isn't marijuana?’

--Jimmy Fallon

The IRS has introduced new technology allowing you to pay your taxes at a 7-Eleven. So just imagine: You can now declare your earnings from 2015 while eating a hot dog from 2005.

--Conan O’Brien

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SPOTS N DOTS

The Daily News Of TV Sales

April 20, 2016

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