Category Archives: online advertising

Facebook: A Local News Company

 

facebook

Let’s not get carried away, Facebook is still the world’s second most visited internet site (after YouTube.) But no one can deny that the past two years have been bumpy for the leading social media company. Privacy scandals, post-2016 election revelations of Facebook’s failure to more forcefully counter the sharing of ”false news,” and an unpopular change to Facebook’s algorithms have all contributed to user defections and declining site visits.

Indeed even if some of the decline in traffic to Facebook is actually due to their users spending more time on other apps, Facebook’s Instagram and Messenger for example, Facebook’s much publicized announcement yesterday to invest in local journalism is as much about the priorities of Facebook’s core businesses, as it is an attempt to make amends for recent missteps.

First, what exactly are we talking about here? Facebook is granting over $300 million to a select group of journalism nonprofit partners including the Pulitzer Center, the American Journalism Project, the Local Media Association and several others. The grants are to fund the hiring of journalists to focus on local news and content as well as the development of technology for better ”storytelling and newsgathering.” Here’s a roundup of reporting on the story:

The Street

Axios

Editor & Publisher

Reuters

Second, why invest in local news and content? Because it is the backbone of social media sites, especially Facebook. Nearly half of Facebook users get news on the site and about half of those users share or comment on the news. In short, news is vital to Facebook’s audience engagement and community building.

Third, why are news audiences important? Aside from the fact that publications need subscribers and readers, news consumers tend to be better educated and have average to above-average household incomes. Advertisers value print publications and digital news platforms because they are ”trusted environments” for their brands. But social media users have said they tend to not have as much trust in the news they find on Facebook, Twitter and other social media sites. Without trusted content, Facebook smartly knows they’ll have a harder time attracting advertisers and developing new revenue streams. Given that news consumers are most likely to trust strong local journalism, Facebook’s investments in local news production is a straightforward play for increasing trust, increasing engagement and increasing revenues.

 

Contributor: Jim Jinks

 

 

 

 

 

Performance Metrics: PPC vs. PPCall

metrics screenshot

For ecommerce and direct-to-consumer advertisers and marketing managers, we know there’s no shortage of metrics or Key Performance Indicators (KPIs) to ponder and occupy our time.

Close or Conversion Rate

Cost Per Click (CPC)

Click Thru Rate (CTR)

Cost Per Acquisition (CPA)

Abandonment Rate

Cost Per Thousand (CPM)

Ad Cost/Conversion (ACoS)

Lifetime Value (LTV)

Pay Per Click (PPC)

The majority of these metrics or KPIs are online or ecommerce focused, of course. As we all know, marketing dollars have increasingly gravitated toward digital media in large part due to its measurability. But at Mediabids we specialize in lead generation via print publications and platforms. In other words, we bring ecommerce-like metrics to offline commerce.

Several of the KPIs in our industry -performance-based print advertising- are just like those in digital marketing; namely LTV, CPA and conversion rate to name a few. But our ”click” is an actual customer call and our ”conversion” refers to a customer call being long enough to be a ”qualified call” – meaning the customer is normally speaking with the advertiser’s call center for one-minute or longer. We use unique phone numbers and URLs to track response to our client’s advertising. Whereas the heart of digital media is pay per click (PPC), the core of our industry is pay per call (PPCall.)
amazon ppc

Many may be surprised (or not) to know that Amazon has emerged as one of the largest pay per click platforms in digital advertising. Amazon.com adds campaigns and new consumers every day. In fact, Amazon merchants currently enjoy a 10% average conversion rate -the highest in PPC advertising, so more and more advertisers are moving budget from Google and Facebook to Amazon PPC.

This got us thinking. How does Mediabids’ pay per call advertising compare with the industry leading pay per click platform? How does PPC compare to PPCall?

The following Amazon stats come from a recent PPC Den Podcast [”Amazon PPC Advertising Stats”] done by the guys at Adbadger.com. Click the link to check it out. The Mediabids PPCall stats are directly from our platform.

 

amazon ppc vs mediabids ppcall

  • Amazon’s global reach is well over 2 billion site visitors per month. At Mediabids our affiliate publications total in the hundreds of millions of print circulation per month. It goes without saying that on any given day our advertisers are reaching far fewer potential customers than sellers on Amazon. Nevertheless, the average campaign on Amazon generates 185 clicks a day while we generate an average of 48 gross calls per day. So on a per thousand basis, Mediabids’ performance-based print advertising is far more effective at generating response than even the best digital PPC platform.
  • Conversions per day, per campaign are very similar – 18 on Amazon and 17 for Mediabids. Admittedly this isn’t a true apples-to-apples comparison but the similarity is notable.
  • As you can see our average conversion to a qualified call (42%) is 4x higher than the average conversion rate of a campaign on Amazon (10%.) Alternatively, the average cost per call ($13.60) is significantly higher than the average cost per click ($1.01.) Important to note here that this relatively low average cost per click for Amazon does mask the much higher PPC rates in the more popular categories. But pay per call rates, given the higher operating costs, simply demands higher advertiser payouts per call. Also, again, the comparison of cost per click and cost per call isn’t a pure comparison. But the purchase intent and value of a customer actually picking-up the phone to call about a product or service is very high. It demands much more of the customer than a simple click on a digital button. A phone call also gives the advertiser an enormous opportunity to leave a lasting good impression on customers in a way that just isn’t possible through a site experience.
  • The average daily spend per campaign is also not that far off – $186 on Amazon vs. $231 for PPCall. Given the disparity in the per click and per call costs one might expect the difference in the average daily spend per campaign to be greater.
  • Lastly the advertising cost of sale (ACoS) is also more competitive than one might imagine. Our $13.60 ACoS would go up some with the inclusion of sales data from our advertisers but given the benefits to the advertiser of direct interaction with customers, the marginally higher ACoS is justifiable.

So there you have it – PPC vs. PPCall. PPClick will generate a higher volume of activity (though less efficient) but the conversion and cost metrics are more similar with PPCall than not.

Contributor: Jim Jinks

Hey Gannett, Why Buy More Papers?

networks

As of this writing, it’s quite possible that Gannett has bought Tronc (a.k.a. Tribune Publishing.) As many media watchers know, Gannett has made a series of offers to Tronc this year. Based on a report from Politico Media today, the deal appears to be all but announced.

Whether you’re inside or outside the media business you may be wondering why exactly Gannett is in such a hurry to snap up Tronc, one of the country’s largest metro newspaper publishers. One thing is for sure, it’s not necessarily about publishing more print newspapers.

Newspapers and journalism have been in the midst of a great deal of industry upheaval and change for the past decade. The future of newspaper publishing isn’t about growing print circulation. Rather, the future is about digital (meaning video, really) content distribution to a valued audience of reliable news and content consumers. Metro newspaper publishers are aiming to deepen their relationships, and drive revenue, by providing their loyal news consumers with more content overall and more mobile-friendly content, to be precise.

Tronc owns the Chicago Tribune, the LA Times, the San Diego Union Tribune, the Orlando Sentinel, the South Florida Sun Sentinel and several other large metro papers. In other words Tronc has audiences in several top ten media markets. According to ComScore, Tronc’s online audience exceeds that of the Washington Post and nearly matches Disney. As you might expect, these are among the largest audiences on the web.

Gannett is already the largest newspaper publisher in the county. The purchase of Tronc, with it’s large online audiences, content distribution network and investments in video production,  position Gannett to be a major player in the future of content, information and entertainment. A future that is, more or less, already here.

Post by Jim Jinks

The Sales & Marketing Lessons of Clinton-Trump 2016

trump

By all accounts, this has been the strangest Presidential election season ever; the competent but distrusted former First Lady (not to mention U.S. Senator and Secretary of State) versus the blunt, narcissistic, racist and misogynist TV personality/real estate developer with outlandish ideas and a serious lack of policy knowledge. Oh, by the way, they happen to be the two most unpopular candidates ever to run for President – by a wide margin! What are the odds?

Given that there’s a lot of marketing that goes into politics and campaigning, it has always been a little odd to me that political campaigning is somewhat walled off from the rest of the advertising/marketing industry. Aside from the relatively famous Tuesday Team – including Hal Riney, Phil Dusenberry, Jerry Della Famina and others- I can’t say I recall big name ad agency people crossing over to work on Presidential elections. The Tuesday Team, by the way, is heralded primarily for doing Reagan’s ”It’s Morning in America,” one of the most famous Presidential campaign spots ever -see it here.

Fast forwarding a bit to 2016, here are recent spots from Team Hillary and Team Trump:

Hillary -Who We Are

The message is basically together we’ll go far. If we are divided we are less successful and less safe. The images are mostly of the faces of voters that form Hillary’s coalition – minorities and women.

Trump-America Soaring

The message from Trump is that he will bring back manufacturing jobs. The return of these jobs – particularly in the steel industry- will ”make America great again.” Like Hillary, the imagery is of the base -white, working class men.

The irony is that both of these spots are speaking to the fears and aspirations of the working and middle-class. In other words, this election is basically between two similar but sort of different brands -Coke versus Pepsi or Home Depot versus Lowes or Costco versus Sams Club. As many as 20% of voters are still undecided in this election. This high percentage, after over a year of campaigning, speaks to how, through the lens of the voter, these two candidates are not all that different. In short, the working and middle-class are not entirely convinced which horse may ultimately pull them across the finish line. Trump is a master showman and promoter. His skills may well win him the Presidency.

Given Trump’s lack of experience in politics and lack of policy knowledge, and that his target audience is not all that different (at least in terms of class) from Hillary’s, Trump’s success points to a few solid sales and marketing lessons to be learned:

  1. Customers value competence and they want to know your product or service is trustworthy but they don’t want to be preached to or patronized. Believe it or not, competence has been getting equated with ”more of the same” and ”part of the system” in this election. Know your stuff but respect your buyers intelligence. In Hillary’s case, many often feel like she’s condescending (although this probably says more about the voter than Hillary.)
  2. Unfortunately, style does often beat substance. If you don’t have confidence and a belief in yourself, your customer will not have confidence and belief in what your selling. Trump often makes statements that are complete nonsense but he says them confidently and doesn’t back down. I’m not suggesting one be dishonest but confidence is important.
  3. Somehow, at all costs, try to make a connection. People want to do business with people they like. Trump is a billionaire who got his start with a million dollar loan from his father. He’s hardly a self-made man and he literally lives the ”Lifestyles of the Rich and Famous.” Yet, working-class guys that have led very hard lives feel like Trump speaks their language. Trump has described himself as the working-class billionaire. He’s made the connection and they’re buying.

 

What do you think about these lessons? If you have others, please share.

Post by Jim Jinks

Top Podcasts for a Better You

Head Phones

I have been one of those people, at times, that has been indifferent to the emergence of the digital age. I mean, I still read actual books…sometimes I even buy hardcover versions! I know. I know. What a Luddite, right?

But let’s be honest, unless you’re a big gamer, the internet has been -until the past few years- awash in advertising and A LOT of one-dimensional content that can be take it or leave it (there are many exceptions, of course.) In fact, among the most heavily visited sites on the old WWW have been newspaper sites -which is great, don’t get me wrong. But newspaper sites are hardly what all the fuss and promise of the internet has been about, until recently. As many of you likely already know, the latest generation of the internet (are we at 3.0 yet?) is about text, messaging and social media apps and accessing video and audio content. It’s the audio content (a.k.a. podcasts) that we’ll talk a bit more about here today.

Starting in 2015, especially with the popularity of Serial (from the makers of This American Life on NPR), podcasts have really begun to emerge. National Public Radio, the New York Times, Slate, ESPN and several other media outlets have really started to focus on podcast content, not to mention a myriad of other smaller players. After all, the production of podcasts doesn’t necessarily require much of an investment beyond a microphone, a server for storing the files and the time involved. As a media salesperson or an agency staffer, why should you care about podcasts?

Podcast audiences, generally speaking, are still relatively small so selling ad space in them or looking at them as a cornerstone of a media plan is a ways off..in terms of really being a part of the marketing conversation. But as a media seller or an agency staffer, the real value of podcasts to us is more basic – inspiration and education.

At the risk of sounding a little new age, listening to podcasts (like reading books or watching films) can help you be a better you. The exploration of ideas and hearing different perspectives on things that are happening in our world, will only help you -as a media seller- to make connections with others and -as an agency staffer- to be able to think of old problems in new ways. If you haven’t started to take some time for podcasts, the time is now. At the very least, if you’re still something of a Luddite like me, starting now you can still claim to be an early-adopter (even if it’s just barely the case.)

If you’re unsure of where to get started with podcasts, here are five from the worlds of journalism, business, culture, politics and entertainment to consider:

RadioLab

TED Radio Hour

The MOTH

SLATE Political Gabfest

WTF with Marc Maron

 

Post by Jim Jinks

 

Millennials & Boomers

Berlin Wall

I’m of the Gen-X generation. If you don’t really know what that means, don’t worry about it. Despite the fact that MTV, Ferris Bueller and the fall of the Berlin Wall happened on our watch, marketers are almost entirely consumed by the habits of the pre- and post Gen-X generations. You may know them by their more traditional labels – Baby Boomers and Millennials. In fact, based on how much time those of us in marketing and media spend thinking and talking about boomers and millennials, the Gen-X generation is a apparently a mere footnote of demography.  Yes, I’m a little annoyed about this, but I digress.

In print media organizations, especially, there’s a great deal of concern about how the media consumption habits of boomers and millennials differ. People with an axe to grind (digital, TV and radio media sellers, for example) are fond of saying that print’s audience is dying off….as if only older Americans read print. This is, of course, not the story.

The media consumption habits of millennials and boomers do differ, in some ways. But in terms of ”old” media, the differences are not all that significant. In other words, there’s no Berlin Wall separating the two largest generations of the past hundred years (just us Gen-Xers.)

Based on a recent study by Jacobs Media Strategies, these are the percentages of use (at least once per week) for each demographic:

Boomers – Radio (89%), Newspapers (86%) and TV (81%)

Millennials – Radio (80%), Newspapers (71%) and TV (72%)

Also, the Jacobs study reports that tablet, text and Smartphone usage are not all that different between these two groups.

Of course, the spread (15%) between boomers and millennials, for newspaper usage, is widest but it’s not that much different than radio and TV. My point is that the media habits of younger Americans and older Americans, on a macro level, are not that different and it’s untrue that newspaper readers are simply dying off.

But if you’re determined to claim that millennials are so different than the generations that have come before them, I will offer that in terms of podcasts, streaming video, streaming audio and social networks, millennials do use these media by a wide margin over boomers. However, it’s probably just a matter of time before boomers adopt more millennial-like media habits, with regard to these newer technologies. The rapid adoption of Smartphones and tablets among boomers, shows that sometimes old dogs can learn new tricks.

Post by Jim Jinks

 

 

 

 

Inspiration and Authenticity are Key Factors in Social Sharing

AdobeStock_101354877.jpeg

Have you been watching the Olympics?  Following along with the games can be a great distraction from less inspiring and hopeful news stories this summer.

Despite declined ratings, NBC has sold over $1.2B in ad time.  And though we’re now seeing viewers experiencing the Olympics in ever-changing ways (live streaming, in-app viewing, online recaps, etc.), advertisers are still adjusting to this new media landscape.

Yesterday, AdWeek examined the popularity of Under Armour’s Michael Phelps ad and what makes it one of the most shared Olympics spots ever.  (See original article here)

One key takeaways is that “inspiration” is a critical emotional response that encourages social sharing among millennial men (ages 18-34).  Most sharing, unsurprisingly, comes from Facebook and Twitter.

Authenticity is another key brand attribute that elicits shares: “Especially with younger viewers, over three-quarters will lose trust in a brand if an ad feels fake. Under Armour’s recent campaigns are all consistently authentic. They’re doing a really nice job of drawing this out and creating new content that all work really well together in their content stack, in this authentic way of portraying athletes and their origin stories, showing the things that you don’t always see” says  Devra Prywes, VP, marketing and insight at Unruly.

Here, The Drum looks at more campaigns from brands like Nike, P&G, Minute Maid, and Nissan.  And you can find all the Olympics coverage from AdAge here.

GO USA!

Top Marketers to Follow @Twitter

I started using Twitter, somewhat, back in 2011. It wasn’t until 2014 that I began to be more of a daily user and started to publish tweets on a regular basis. Twitter launched in 2006 so I was a relatively late adopter -perhaps I should have little to say- but it’s 2016 and especially if you’re a salesperson for a digital and/or print publisher, you really need to be using Twitter by now.

Twitter

It really is an invaluable tool for keeping up with the news of the day, especially in both the publishing and marketing industries. For one thing, your publication’s editorial department is using Twitter. Second, many of your clients are likely using Twitter and the advertising agency buyers you call on are for sure using Twitter. Why aren’t you?

In a less than scientific survey of media reps, these are the three most frequent reasons for not using Twitter:

  1. Why would I use it if I don’t know who to follow?
  2. I don’t think anyone would care what I tweet so why bother?
  3. I already get plenty of industry email newsletters…I don’t have time for Twitter!

Let’s start with #3.

Are you reading those industry email newsletters? If you’re following the knowledgeable people that actually aim to offer their audience valuable insights and support, then it’s relatively easy to glance at Twitter -here and there throughout the day- without it taking too much time or being disruptive to your workflow.

Regarding the second objection to Twitter (”I don’t think anyone would care what I tweet.”), you may be surprised at your own value to others in your industry so don’t hesitate to tweet out if you have an original thought or something to say. But also, no one is forcing you to tweet. You can use Twitter, and it is still valuable to you, even if you never ever respond or share anything on Twitter.

Now #1 is indeed a valid objection and I can relate. Twitter is a little intimidating at first, because after all, we don’t know what we don’t know. But for those of you ready to try something new and you’d appreciate a little help in taking the leap, here’s a few leading voices in marketing to consider following, be inspired by and perhaps learn from on Twitter:

@jeffbullas

@kimgarst

@jaybaer

@dharmesh

@JoePulizzi

Of course, there are at least forty other thought leaders one could follow. But once you get started you’ll learn quickly how to curate your own list.

Be well and good luck!

Post by Jim Jinks (@JimJinksCT and @Mediabids)

 

 

Open Letter to Media Buyers & Marketers

newspaper machine

Is this picture of newspaper boxes kind of how you think of print? …dreary, old, outdated?

C’mon. Be honest. This is a safe space here.

As a media buyer, agency exec or client-side marketer, the way you think about print media has an enormous impact on the newspaper and magazine industry.

There was yet another sour report today about print revenues. First quarter 2016 newspaper and magazine revenues were down another 3.5-4.5% YOY.

I know many of you have moved on to digital and probably haven’t given much thought to print advertising for some time. I know and it’s not entirely your fault. After all, it’s tough to not follow the herd when the stakes and demands are so high. It’s also especially tough, when you may not know better.

By largely turning our backs on print (and instead pouring dollars into digital display) we’ve missed a huge opportunity to be heroes.

Mediabids Conversion

This chart shows close rates and the average length of calls for a few of our advertisers that deliver the highest call volumes. To be clear, the decimal point is in the correct place. All of our conversion rates start with TWO numbers before the decimal point.

By comparison, here’s the latest conversion rates for digital display ads.

Digital Display Click Thru Rates

If you’ve been spending time in digital media, these conversion rates are very familiar and may be the norm. From my perspective, these conversion rates are just north of ”why bother?”

Print advertising is a huge opportunity to deliver real results and value to your clients. If you haven’t already, perhaps it’s time to update your view of print media.

Sincerely,

Jim Jinks

Fact Checking ”Truthiness”

Trump PinochioStephen Colbert famously coined the term ”truthiness” to describe the way politicians often say things that are at best only half-true. Working in advertising, where we are held to a relatively high standard pertaining to ”truth” (not to mention subject to laws and official government oversight), the nature of advertising in politics -with its loose relationship to facts- has always been particularly frustrating to me, both as a voter and professional marketer. As a society, why do we demand more from our commercial advertisers than our politicians?

It’s a big question and I will not be attempting to answer it here. One thing is for sure, ”truth” isn’t exactly easy to define. Often it’s the case that our truth is simply what we choose to believe. But, of course, we can’t simply let politicians entirely off the hook.

Hillary 2016

While there isn’t an Federal Trade Commission (FTC) looking over the shoulder of political campaigns and consultants, in recent years there has emerged a strong vein of fact checking (even an industry, really) including newspaper and non-profit organizations. The next time you’re curious about the facts behind statements and/or advertising from one of the major candidates, these are the four most widely noted fact checkers:

Factcheck.org

Politifact.com

Sunlightfoundation.com

Poynter.org

 

Post by Jim Jinks