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Media & Literature Marketing
  Presented at AMCA International Sales & Marketing Meeting
                     February 26, 2013




               Presented by Greg Martin,
     Associate Publisher, ASHRAE Media Advertising

  Email: gmartin@ashrae.org      Telephone: 678-539-1174
Defining Your Objective


      What Are You Trying to Achieve?

         • Product Campaign: Selling a product.
         Leads most important.

         • Branding Campaign: Building a
         relationship between an audience and a
         company/product line. Touch points are most
         important. The strongest brands are those
         that invite their customers into their lives.
What Do We Mean by ‘Branding’ ?


 Brand
 /brand/
 Noun
 A shared value system between your
 company and its audience. Your brand is not
 an attribute (e.g., faster, bigger, better).
 Attributes can be taken from you.
Print Advertising   Print
Print Advertising: Strategies                        Print




                  New Strategies
   • Making Print Advertising Interactive for
   Everyone
   • Using Print Advertising as an Anchor for the
   Product/Branding Campaign
   • Incorporating Print Advertising as Part of an
   Integrated Campaign with In-Person Outreach
   and Online Advertising.
Print Advertising: Tactics            Print




                       New Tactics
   • Tags in Advertisements
   • Reader Service Numbers
   • Targeting and/or Personalizing
   • Digital Editions
Print Advertising: Measurements      Print




     What & How Should We Measure?
Print Advertising: Measurements   Print
Print Advertising: Measurement Tips                     Print




 • Compare circulation
    • Qualified Circulation Statements
        • Print,
        • Digital,
        • Print + Digital Unduplicated
    • Fields Served
    • Aging of Qualified Readers
 • Compare editorial content and publisher reputations. You
 are selecting the custodian of your brand.
 • Remember a Call to Action, especially for product
 campaigns.
Print Advertising Benefits          Print




• Persistent
• Permanent
• Suggests Credibility
• The ‘Anchor’ for Today’s Branding
Campaign
• Complements – not replaces – online
Print Advertising Challenges         Print




  Print Needs:      Digital Needs:
  • Trucks          • Device
  • Mail            • Connection
  • Paper           • Power
Print Advertising Challenges          Print




  Print Needs:      Digital Needs:
  • Trucks          • Device
  • Mail            • Connection
  • Paper Supply    • Power      Supply
Print Advertising Challenges   Print
Online Advertising   Online
Online Advertising: Types                        Online




              New Tactics and Strategies
       • Target by demographics
       • Social Media Messages
       • Target by Site Section or Search Term
       • Animations (HTML 5 & Flash)
       • Mobile Web Pages and App Pages
       • eNewsletters
       • Digital Editions
       • Video
       • Webinars
       • White Papers
Online Advertising: Types                         Online




   The Roadblock   Sponsorship Skin   Display Animation




                      Video Ads
Online Advertising: Types                                 Online




     Listings                         Sponsored Content




                Expandable Displays
Online Advertising: Increase in Revenues       Online




                                Source: IAB,
                                12/19/2012
Online Advertising: Increase in Revenues                         Online




                              Projected Percentage Growth in Online
                                 Advertising Revenue, 2012-2015
                       140%
                       120%
                       100%
                       80%
                       60%
                       40%
                       20%
                        0%
                       -20%




                                       Source:
                                       eMarketer.com. 6/2011
Online Advertising: Mobile Usage   Online
Online Advertising: Mobile Usage                                    Online




                         Mobile Adv. Revenue, 2012-2016
                   $30,000,000,000
                   $25,000,000,000
                   $20,000,000,000
                   $15,000,000,000
                   $10,000,000,000
                    $5,000,000,000
                               $0




                                     2012   2013     2014    2016




                                     Source: Gartner, Inc. 2013.
Online Advertising: Mobile Usage                        Online




                          Source:
                          Google/Ipsos/Sterling 2012.
Online Advertising: Mobile Usage                     Online




                Millennial
                Generation



                             Source: eMarketer.com
Online Advertising: Apps                   Online




               Source:
               www.statcounter.com. 2013
Online Advertising: Apps   Online
Online Advertising: Apps                            Online




                           Source: G. Kofi Annan.
                           2012.
Online Advertising: Apps                                                                       Online




     Media Companies: Do You                     What Apps Do You Use?
     Have a Mobile Presence?              100%

  100%                                     80%
  80%                                      60%
  60%                                      40%
  40%                                      20%
  20%                                       0%
   0%                                            iPad App   iPhone   Android       Kindle   Nook App
           2009            2012                               App     App           App


                  Web-based App or Native App?
           90%
           80%
           70%
           60%
           50%
           40%
           30%
           20%
           10%
            0%                                              Source: Alliance for
                      Web-based         Native              Audited Media. 2012.
Online Advertising: Social Media   Online
Online Advertising: Social Media                       Online




      • Social media’s usefulness as a marketing
      tool is difficult to gauge. Is your audience
      there? Are they ready to be engaged?

      • Social media is on the rise since Google
      began hiding some keyword data that was
      once used for SEO.

      • Social media’s power has proliferated due to
      enhanced sharing capabilities.
Online Advertising: Measurements     Online




     What & How Should We Measure?
Online Advertising: Measurements            Online




  • KPI/KSI
          • Share of Voice
          • CTR (aka Click Through Ratio)
          • Earned Impressions
          • Paid Impressions
          • Pay Per Click
          • Search Engine Optimization
          • Search Marketing
          • Social Media
          • Content Marketing
Online Advertising: Measurements                                                             Online




                                  Average CTR
   0.40%
   0.35%
   0.30%
   0.25%
   0.20%
   0.15%
   0.10%
   0.05%
   0.00%
           300 x 250   728 x 90   120 x 600   160 x 600   468 x 60     Avg       B2B Avg

                                                             Source: webmarketcentral.com.
                                                             2008.
Online Advertising: Measurements   Online
Online Advertising: Measurement Tips
Online Advertising: Measurement Tips

 • Compare Page Views, Unique
 Visitors, Time on Site
     • Google
     Analytics, Trends, Related
     Searchs, Links
     • Alexa.com &
     Compete.com
     • www.next.SRDS.com (a
     Compete.com partner)
Online Advertising: Measurement Tips

 • Compare editorial content and publisher reputations. You
 are selecting the custodian of your brand.

 • Remember a Call to Action, especially for product
 campaigns.

 • Google offers a free URL BUILDER, Google Trends and
 Google Related Searches.
Online Advertising: Measurement Tips


   CIRCULATION: who is reached?
   READERSHIP: who is the audience?
   EDITORIAL: what is provided to reader and credibility?
   ADVERTISING: where are advertisers advertising?
   MERCHANDISING: what is being offered in addition to
  your order?
Online Advertising: Benefits                   Online




  • Portable/Mobile
  • Affordable
  • Offers New Opportunities to Capture Visibility
  • Interactive
  • Immediate
  • Easy to Obtain Data
  • Viral
  • Multichannel
Online Advertising: Challenges               Online




  • Ubiquitous… lots of competition for eyeballs
  • Extremely easy entry …may cause suspicion
  • Page views are more rigid than actual pages
  • Data hard to measure for ROI
  • Disagreement on Industry Standards
  • One Image More Memorable than Many
Moving Beyond Print vs. Online
                                     In Person




      • Person-to-Person Outreach
         • Expos
         • Conference Sponsorships
         • Course Workshops
         • ‘Brandscaping’
Advertising ROI


   If you take an integrated approach with a focus on
   advertising as an extension of your company
   brand…                                            Online


   AND you carefully select the              Print

   channels and media outlets while
                                                        In Person
   measuring CREAM…
   Then your Advertising Return On Investment
   should be a success.
Online

Summary                                                         Print
                                                                          In
                                                                        Person




                  Proliferation of Channels               Brandscaping
                     Online      eNewsletter
    Print Ads                       Ads        Shows
                    Banners
                                                            Video

  Direct Mail
                                                     Webinars


  Rich Media
     Ads                                             Social Media

                App Ads
                                   Online      Reprints
                                Magazine Ads
                     2-D Tags
Online

Summary                  Print
                                   In
                                 Person




          The Audience
Online

Summary                                                    Print
                                                                     In
                                                                   Person




                                               Credible
 The Audience             wants              Information


    How do they want to receive our message? Everyone’s
    different, but we can employ an integrated marketing
    strategy to reach them.
Online

Summary                                         Print
                                                          In
                                                        Person




          Is Print Dead?




                       Source: Readex Survey.
                       2011.
Online

Summary                                                   Print
                                                                    In
                                                                  Person




      Media Companies Planning to Reduce Print
             Frequency In Lieu of Digital


                          15%




                                        Yes
                                        No




                   85%




                                   Source: Alliance for
                                   Audited Media. 2012.
Media & Literature Marketing
  Presented at AMCA International Sales & Marketing Meeting
                     February 26, 2013




                Questions?
               Presented by Greg Martin,
     Associate Publisher, ASHRAE Media Advertising

  Email: gmartin@ashrae.org      Telephone: 678-539-1174
Online

Appendix: Million Dollar Ad   Print
                                        In
                                      Person

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Media & Literature Marketing

  • 1. Media & Literature Marketing Presented at AMCA International Sales & Marketing Meeting February 26, 2013 Presented by Greg Martin, Associate Publisher, ASHRAE Media Advertising Email: gmartin@ashrae.org Telephone: 678-539-1174
  • 2. Defining Your Objective What Are You Trying to Achieve? • Product Campaign: Selling a product. Leads most important. • Branding Campaign: Building a relationship between an audience and a company/product line. Touch points are most important. The strongest brands are those that invite their customers into their lives.
  • 3. What Do We Mean by ‘Branding’ ? Brand /brand/ Noun A shared value system between your company and its audience. Your brand is not an attribute (e.g., faster, bigger, better). Attributes can be taken from you.
  • 5. Print Advertising: Strategies Print New Strategies • Making Print Advertising Interactive for Everyone • Using Print Advertising as an Anchor for the Product/Branding Campaign • Incorporating Print Advertising as Part of an Integrated Campaign with In-Person Outreach and Online Advertising.
  • 6. Print Advertising: Tactics Print New Tactics • Tags in Advertisements • Reader Service Numbers • Targeting and/or Personalizing • Digital Editions
  • 7. Print Advertising: Measurements Print What & How Should We Measure?
  • 9. Print Advertising: Measurement Tips Print • Compare circulation • Qualified Circulation Statements • Print, • Digital, • Print + Digital Unduplicated • Fields Served • Aging of Qualified Readers • Compare editorial content and publisher reputations. You are selecting the custodian of your brand. • Remember a Call to Action, especially for product campaigns.
  • 10. Print Advertising Benefits Print • Persistent • Permanent • Suggests Credibility • The ‘Anchor’ for Today’s Branding Campaign • Complements – not replaces – online
  • 11. Print Advertising Challenges Print Print Needs: Digital Needs: • Trucks • Device • Mail • Connection • Paper • Power
  • 12. Print Advertising Challenges Print Print Needs: Digital Needs: • Trucks • Device • Mail • Connection • Paper Supply • Power Supply
  • 15. Online Advertising: Types Online New Tactics and Strategies • Target by demographics • Social Media Messages • Target by Site Section or Search Term • Animations (HTML 5 & Flash) • Mobile Web Pages and App Pages • eNewsletters • Digital Editions • Video • Webinars • White Papers
  • 16. Online Advertising: Types Online The Roadblock Sponsorship Skin Display Animation Video Ads
  • 17. Online Advertising: Types Online Listings Sponsored Content Expandable Displays
  • 18. Online Advertising: Increase in Revenues Online Source: IAB, 12/19/2012
  • 19. Online Advertising: Increase in Revenues Online Projected Percentage Growth in Online Advertising Revenue, 2012-2015 140% 120% 100% 80% 60% 40% 20% 0% -20% Source: eMarketer.com. 6/2011
  • 21. Online Advertising: Mobile Usage Online Mobile Adv. Revenue, 2012-2016 $30,000,000,000 $25,000,000,000 $20,000,000,000 $15,000,000,000 $10,000,000,000 $5,000,000,000 $0 2012 2013 2014 2016 Source: Gartner, Inc. 2013.
  • 22. Online Advertising: Mobile Usage Online Source: Google/Ipsos/Sterling 2012.
  • 23. Online Advertising: Mobile Usage Online Millennial Generation Source: eMarketer.com
  • 24. Online Advertising: Apps Online Source: www.statcounter.com. 2013
  • 26. Online Advertising: Apps Online Source: G. Kofi Annan. 2012.
  • 27. Online Advertising: Apps Online Media Companies: Do You What Apps Do You Use? Have a Mobile Presence? 100% 100% 80% 80% 60% 60% 40% 40% 20% 20% 0% 0% iPad App iPhone Android Kindle Nook App 2009 2012 App App App Web-based App or Native App? 90% 80% 70% 60% 50% 40% 30% 20% 10% 0% Source: Alliance for Web-based Native Audited Media. 2012.
  • 29. Online Advertising: Social Media Online • Social media’s usefulness as a marketing tool is difficult to gauge. Is your audience there? Are they ready to be engaged? • Social media is on the rise since Google began hiding some keyword data that was once used for SEO. • Social media’s power has proliferated due to enhanced sharing capabilities.
  • 30. Online Advertising: Measurements Online What & How Should We Measure?
  • 31. Online Advertising: Measurements Online • KPI/KSI • Share of Voice • CTR (aka Click Through Ratio) • Earned Impressions • Paid Impressions • Pay Per Click • Search Engine Optimization • Search Marketing • Social Media • Content Marketing
  • 32. Online Advertising: Measurements Online Average CTR 0.40% 0.35% 0.30% 0.25% 0.20% 0.15% 0.10% 0.05% 0.00% 300 x 250 728 x 90 120 x 600 160 x 600 468 x 60 Avg B2B Avg Source: webmarketcentral.com. 2008.
  • 35. Online Advertising: Measurement Tips • Compare Page Views, Unique Visitors, Time on Site • Google Analytics, Trends, Related Searchs, Links • Alexa.com & Compete.com • www.next.SRDS.com (a Compete.com partner)
  • 36. Online Advertising: Measurement Tips • Compare editorial content and publisher reputations. You are selecting the custodian of your brand. • Remember a Call to Action, especially for product campaigns. • Google offers a free URL BUILDER, Google Trends and Google Related Searches.
  • 37. Online Advertising: Measurement Tips  CIRCULATION: who is reached?  READERSHIP: who is the audience?  EDITORIAL: what is provided to reader and credibility?  ADVERTISING: where are advertisers advertising?  MERCHANDISING: what is being offered in addition to your order?
  • 38. Online Advertising: Benefits Online • Portable/Mobile • Affordable • Offers New Opportunities to Capture Visibility • Interactive • Immediate • Easy to Obtain Data • Viral • Multichannel
  • 39. Online Advertising: Challenges Online • Ubiquitous… lots of competition for eyeballs • Extremely easy entry …may cause suspicion • Page views are more rigid than actual pages • Data hard to measure for ROI • Disagreement on Industry Standards • One Image More Memorable than Many
  • 40. Moving Beyond Print vs. Online In Person • Person-to-Person Outreach • Expos • Conference Sponsorships • Course Workshops • ‘Brandscaping’
  • 41. Advertising ROI If you take an integrated approach with a focus on advertising as an extension of your company brand… Online AND you carefully select the Print channels and media outlets while In Person measuring CREAM… Then your Advertising Return On Investment should be a success.
  • 42. Online Summary Print In Person Proliferation of Channels Brandscaping Online eNewsletter Print Ads Ads Shows Banners Video Direct Mail Webinars Rich Media Ads Social Media App Ads Online Reprints Magazine Ads 2-D Tags
  • 43. Online Summary Print In Person The Audience
  • 44. Online Summary Print In Person Credible The Audience wants Information How do they want to receive our message? Everyone’s different, but we can employ an integrated marketing strategy to reach them.
  • 45. Online Summary Print In Person Is Print Dead? Source: Readex Survey. 2011.
  • 46. Online Summary Print In Person Media Companies Planning to Reduce Print Frequency In Lieu of Digital 15% Yes No 85% Source: Alliance for Audited Media. 2012.
  • 47. Media & Literature Marketing Presented at AMCA International Sales & Marketing Meeting February 26, 2013 Questions? Presented by Greg Martin, Associate Publisher, ASHRAE Media Advertising Email: gmartin@ashrae.org Telephone: 678-539-1174
  • 48. Online Appendix: Million Dollar Ad Print In Person

Editor's Notes

  1. Brandscaping