In developing digital retail media networks, the needs and wants of the consumer should be the primary consideration. Consumer insights are the foundation for successful digital retail media strategy and advertising sales.

1. Consumer Insights for Digital Retail MediaThe Foundation for Network Strategy and Ad Sales

2. Bio 20-year career in media and marketing research Advertising, media, retail and technology expertise Former VP, Research & Shopper Insights at InStore Broadcasting Designed media planning systems at Nielsen IMS Media planner at Hal Riney & Partners John Morgan Founder and President

3. Presentation Overview Learn From Past Mistakes Know Your Audience The Ad Sales Challenge Audience Measurement Ad Sales Strategies

4. Learn From Past Mistakes The list of failures in this industry is long Tesco TV Meijer McDonald’s Albertsons Subway Many others In their rush to deploy networks, they all forgot the most important consideration…

5. Numero Uno THE CONSUMER

6. Know your Audience:Consumer Research Consumer research will help you understand Audience demographics Age, gender, income, education Segmentation used for media planning and buying Audience psychographics Attitudes, opinions Audience behavior Product, media consumption

7. Know your Audience:Strategic Decisions for Network Design Consumer insights drives network strategy Purpose / objective (entertainment, loyalty, information, advertising) Content / subject matter Content format (single- or multi-pane, programming / advertising mix, etc.) Content loop length Frequency of play, refresh

8. Know your Audience:Relevance is Everything Only after leveraging consumer insights to truly understand your audience can you begin to think about advertising sales Unless consumers are actively engaging with and paying attention to your screens, any ads you place on them are worthless

9. Know your Audience:Relevance is Everything How well do you know your audience?

10. The Ad Sales Challenge: Convincing Ad Planners Establishing a spot on the advertising media plan is difficult Planners tend to use proven, “safe” media “Why should I divert ad dollars from TV?” New media typically relegated to “experimental” budget DOOH comprises just $2B of the over $600B total ad/marketing spend

11. The Ad Sales Challenge: Prove it to Me Planners demand third-party audience verification Most digital retail media networks can’t afford the big media research companies Advertisers/agencies won’t spend big ad $ without third-party research

12. Audience Measurement: Valuating Your Network Don’t guess to impress 3rd party data strengthens pitch to media planners, investors and other business partners Audience measurement will help guide ad sales strategy How many ad impressions does your network deliver? How much should you charge advertisers? What is the revenue potential of your network? Does your network compare favorably to other media?

13. Audience Measurement: Sources Sources for audience measurement Proprietary sources Traffic, visitors, transactions, members Syndicated research sources National surveys Industry research Primary research Custom studies for your specific needs Third-party auditing required

14. Ad Sales Strategy:Audience Profile Tell a story about your audience Who are they? Where do they live? What do they do for fun? What products do they buy? Why is this audience a good fit for your client’s product?

15. Ad Sales Strategy:Audience Segmentation Segment your audience to better match advertiser targets Demographic Day of week/Time of day Geographic Behavioral Frequent visitors 23% have young children 41% shop mid-day

16. Ad Sales Strategy:Contextual Relevance Target advertisers that are relevant to your medium The content and context offer more relevance and “engagement” for some brands Use consumer insights to discover purchase behaviors that index high for your audience

17. The Proof is in The Numbers Our Services Audience Measurement and SegmentationAdvertising Sales and Marketing StrategyConsumer Insights for Content GuidanceAdvertising Campaign ROI Analysis Research Methods Syndicated Research Sources Matched Panel AnalysesConsumer Intercept SurveysObservational Studies Clients we Serve Advertisers and AgenciesMedia Network OperatorsRetailers and Venue OwnersInvestors John Morgan Founder and President Retail Media Insights john@retailmediainsights.com www.retailmediainsights.com