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1 of 32
In the United States, 50% or more of the city,
county and state government reporting is done by
newspaper companies.
If we go away, so does this reporting.
Not good for democracy.
1
2
3
Scarcity → Abundance
“We’re living in a world of infinite
inventory. In that world, prices
always trend toward zero, and
that is our challenge.”
̶ Tony Haile
Founder/CEO, Chartbeat
4
5
To win with
advertising, you
have to have scale.
6
Local news and
information
doesn’t scale in a
way that digital
advertising can
sufficiently pay
for newspaper
newsrooms.
7
The Dallas Morning
News newsroom is a
$30 million enterprise.
• 5 billion ads served
• $6 average cpm
• = $30 million
• Last year we served
1.2 billion ads
19%
43%
20%
2%
16%
% of digital-only subscribers
as a % of paid print subscriber base
15+% 0%
1-5%
6-10%
11-15%
8
Digital-only
subscriptions do
not appear to be a
sufficient answer
either.
According to our
respondents, 84% had a
base of digital-only
subscribers that was
15% or less of their paid
print subscriber base.
Let’s use The Dallas
Morning News to do the
math on digital-only
subscriptions:
• 250,000 paid print subscribers
• Charge $9.99/month to 15% of
the subscriber base
• 37,500 digital-only subscribers
$9.99/month
12 months
= $4.5 million/year
• That’s 5.5% of The Dallas
Morning News’ annual print
circulation revenues.
9
Hold on!
Mobile advertising
revenue.
Mobile audiences
are growing like
wildfire.
That’s going to be
the answer.
10
11
The good news:
Look at these
growth
percentages!
Paid CPM
Paid CPM
vs. Pr Yr
Qtr
$2.90 +1%
$2.80 +7%
$2.98 +18%
$3.44 +8%
Ad
Revenue
vs. Pr Yr
Qtr
Ad Imp
vs. Pr Yr
Qtr
Sell
Through
Q4 2013 +91% +67% +76%
Q1 2014 +43% +35% +80%
Q2 2014 +42% +19% +81%
Q3 2014 +50% +38% +76%
The bad news:
Look at these
CPMs!!
• Page views per month: 100,000,000
• Ads per page: 1
• Sell thru: 100%
• CPM: $3
• Annual Revenue: $3.6 million
That’s less than 2% of TDMN’s total revenue
12
Mobile Reality Check
13
14
15
16
Step One:
Establish a process for “sustaining innovation.”
This is different from “disruptive innovation.”
“Sustaining innovation” is the practice of
improving or extending current products or
launching new products you build yourself for the
purpose of creating incremental revenues.
17
Step Two:
It is not certain that you can outrun the pace of
decline of revenue related to paid print volumes
only by doing sustaining innovation.
Establish a permanently staffed and funded
business development unit to make acquisitions
of additional channels of marketing.
18
Sustaining Innovation
19
Sustaining Innovation
20
Sustaining Innovation
21
Sustaining Innovation
22
Sustaining Innovation
23
Sustaining Innovation
24
Sustaining Innovation
25
Sustaining Innovation
26
Sustaining Innovation
27
Business Development
28
29
Diversification of Sources of Revenue
2010 to 2015
46%
11%
29%
5% 7%
2%
Distribution of Revenue 2010
Core Print Advertising
Niche Advertising
Circulation
Commercial Printing & Dstr
Digital Adv & Mktg Svcs
Other
31%
11%
30%
8%
17%
3%
Distribution of Revenue 2015
Core Print Advertising
Niche Advertising
Circulation
Commercial Printing & Dstr
Digital Advtg & Mktg Svcs
Other
30
Composition of Revenue in 2010 and 2015
Declining
Core Print Advertising
Total
2010
% of total
46%
46%
2015
% of total
31%
31%
Sustaining (sort of)
Niche Publications
Circulation
Commercial Print and Distribution
Miscellaneous
Total
11%
29%
5%
2%
47%
11%
30%
8%
3%
52%
Total Revenue as Index 100 91 CAGR -1.8%
Growth
Digital Advertising + Marketing Services
Total
7%
7%
17%
17%
Total Revenue 100% 100%
Pinky:
“Gee Brain.
What are we going
to do tonight?”
Brain:
“The same thing
we do every night,
Pinky, try to take
over the world.”
31
“Gee Jim.
What are
we going
to do
today?” “The same
thing we do
every day,
Mike. Save
democracy.”
32

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J moroney

  • 1. In the United States, 50% or more of the city, county and state government reporting is done by newspaper companies. If we go away, so does this reporting. Not good for democracy. 1
  • 2. 2
  • 4. “We’re living in a world of infinite inventory. In that world, prices always trend toward zero, and that is our challenge.” ̶ Tony Haile Founder/CEO, Chartbeat 4
  • 5. 5 To win with advertising, you have to have scale.
  • 6. 6 Local news and information doesn’t scale in a way that digital advertising can sufficiently pay for newspaper newsrooms.
  • 7. 7 The Dallas Morning News newsroom is a $30 million enterprise. • 5 billion ads served • $6 average cpm • = $30 million • Last year we served 1.2 billion ads
  • 8. 19% 43% 20% 2% 16% % of digital-only subscribers as a % of paid print subscriber base 15+% 0% 1-5% 6-10% 11-15% 8 Digital-only subscriptions do not appear to be a sufficient answer either. According to our respondents, 84% had a base of digital-only subscribers that was 15% or less of their paid print subscriber base.
  • 9. Let’s use The Dallas Morning News to do the math on digital-only subscriptions: • 250,000 paid print subscribers • Charge $9.99/month to 15% of the subscriber base • 37,500 digital-only subscribers $9.99/month 12 months = $4.5 million/year • That’s 5.5% of The Dallas Morning News’ annual print circulation revenues. 9
  • 10. Hold on! Mobile advertising revenue. Mobile audiences are growing like wildfire. That’s going to be the answer. 10
  • 11. 11 The good news: Look at these growth percentages! Paid CPM Paid CPM vs. Pr Yr Qtr $2.90 +1% $2.80 +7% $2.98 +18% $3.44 +8% Ad Revenue vs. Pr Yr Qtr Ad Imp vs. Pr Yr Qtr Sell Through Q4 2013 +91% +67% +76% Q1 2014 +43% +35% +80% Q2 2014 +42% +19% +81% Q3 2014 +50% +38% +76% The bad news: Look at these CPMs!!
  • 12. • Page views per month: 100,000,000 • Ads per page: 1 • Sell thru: 100% • CPM: $3 • Annual Revenue: $3.6 million That’s less than 2% of TDMN’s total revenue 12 Mobile Reality Check
  • 13. 13
  • 14. 14
  • 15. 15
  • 16. 16
  • 17. Step One: Establish a process for “sustaining innovation.” This is different from “disruptive innovation.” “Sustaining innovation” is the practice of improving or extending current products or launching new products you build yourself for the purpose of creating incremental revenues. 17
  • 18. Step Two: It is not certain that you can outrun the pace of decline of revenue related to paid print volumes only by doing sustaining innovation. Establish a permanently staffed and funded business development unit to make acquisitions of additional channels of marketing. 18
  • 29. 29 Diversification of Sources of Revenue 2010 to 2015 46% 11% 29% 5% 7% 2% Distribution of Revenue 2010 Core Print Advertising Niche Advertising Circulation Commercial Printing & Dstr Digital Adv & Mktg Svcs Other 31% 11% 30% 8% 17% 3% Distribution of Revenue 2015 Core Print Advertising Niche Advertising Circulation Commercial Printing & Dstr Digital Advtg & Mktg Svcs Other
  • 30. 30 Composition of Revenue in 2010 and 2015 Declining Core Print Advertising Total 2010 % of total 46% 46% 2015 % of total 31% 31% Sustaining (sort of) Niche Publications Circulation Commercial Print and Distribution Miscellaneous Total 11% 29% 5% 2% 47% 11% 30% 8% 3% 52% Total Revenue as Index 100 91 CAGR -1.8% Growth Digital Advertising + Marketing Services Total 7% 7% 17% 17% Total Revenue 100% 100%
  • 31. Pinky: “Gee Brain. What are we going to do tonight?” Brain: “The same thing we do every night, Pinky, try to take over the world.” 31
  • 32. “Gee Jim. What are we going to do today?” “The same thing we do every day, Mike. Save democracy.” 32