This document summarizes a presentation by Calkins Media about expanding their video strategy. Calkins Media owns 6 daily newspapers and 3 TV stations across Pennsylvania, New Jersey, Florida, and Alabama. They are looking to grow their digital video presence to follow audiences shifting to online and mobile viewing. Their current lineup includes local news updates and original shows covering topics like cooking, beer reviews, and gardening. They plan to distribute these videos across websites, apps, and streaming platforms like Roku to reach more viewers and sell sponsorships. Moving forward, they aim to launch cable VOD channels and expand their presence on connected TVs and streaming devices.

1. CALKINS MEDIA
ROUNDTABLE PRESENTATION
August 20, 2015

2. AGENDA
• Agenda
• Who We Are
• Why Video? Why Now?
• Digital/Video Strategy
• Getting Started
• Product Overview
• Sales Strategy
• Moving Forward

3. WHO WE ARE – CALKINS MEDIA
Calkins Media Incorporated
• Family owned
• Based in Levittown, PA
• 6 daily newspapers
• 5 in PA, 1 in NJ
• 3 TV stations (ABC Affiliates)
• 2 in Florida, 1 in Alabama
Beaver County, Pa.
Burlington County, NJ.
Sarasota, Fla.
Tallahassee, Fla.
Bucks County, Pa.
Huntsville, Ala.
South Dade, Fla.
Uniontown, Pa.
REGIONS WE SERVE

4. Bucks County, PA
Burlington County, NJ
Total Population: 1,082,943
Bucks: 629,513, Burlington: 453,439
Total Households: 405,140
Bucks: 236,861, Burlington: 168,280
Source: Experian, 2014
Our Reach
Weekly print/online reach: 501,868
Weekly print readers: 400,934
Source: Scarborough
Page Views: 3,994,526
Visits: 1,627,523
Source: webtrends, June 2015
Our Market
WHO WE ARE - CALKINS PHILLY

5. 87%
13%
Calkins Philadelphia Share of DMA Households
Philadelphia DMA 3,059,814
Calkins Philly Market 405,358
Much of a local TV buy reaches an undesired audience
WHY VIDEO, WHY NOW?

6. It’s where the audience is going
171.6
186.2
195.6
203.8
209.8 214.9 219.5
61.2
74.4
89 101.3
110.4
117.4 125.4
0
50
100
150
200
250
2012 2013 2014 2015 2016 2017 2018
US Digital Video Viewers
Video Viewers (in millions) Mobile Video Viewers (in millions)
WHY VIDEO, WHY NOW?

7. Tremendous Digital Video Advertising Spend
Base: Philadelphia DMA
$0
$50,000,000
$100,000,000
$150,000,000
$200,000,000
$250,000,000
$300,000,000
2010 2011 2012 2013 2014 2018
2013 – 2018: 125% Growth
in Video Advertising Spend
Source: Borrell
WHY VIDEO, WHY NOW?

8. $0
$5,000,000
$10,000,000
$15,000,000
$20,000,000
$25,000,000
$30,000,000
$35,000,000
$40,000,000
$45,000,000
2010 2011 2012 2013 2014 2018
2013 – 2018: 125% Growth
in Video Advertising Spend
Source: Borrell
WHY VIDEO, WHY NOW?
Tremendous Digital Video Advertising Spend
Base: Calkins Media Philadelphia Market

9. Connected TV is Showing Strong Growth
Source: eMarketer 2014
26.9
41.1
55.5
67.9
78.6
86.4
93.1
22.6%
34.2%
45.9%
55.9%
64.2%
70.2%
75.2%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
0
10
20
30
40
50
60
70
80
90
100
2012 2013 2014 2015 2016 2017 2018
Connected TV households % of total households
WHY VIDEO, WHY NOW?

10. CALKINS MEDIA DIGITAL/VIDEO STRATEGY
Guy Tasaka – Chief Digital Officer

11. CALKINS – PHILLY DIGITAL/VIDEO STRATEGY
Jake Volcsko – Digital Media, Marketing Director

12. DREW BERRY
BACKGROUND
• CBS local TV news operation in Philadelphia
• Emmys for “Outstanding Newscasts” - Philadelphia
• Executive news producer at WABC -TV in New York
• Chief executive at WMAR (ABC) in Baltimore
• Executive director of the National Association of Black Journalists
• Currently a Media Management Professor at Hampton University
GETTING STARTED
JAMES ANDREW MILLER
BACKGROUND
• Began his TV career as a producer at CBS News
• Vice President of television for Norman Lear’s ACT III Communications
• Executive vice president and head of original programming for the USA Network
• Senior executive producer for CNN’s “Anderson Cooper 360” and “Paula Zahn Now”
• Co-author of “Live From New York: An Uncensored History of Saturday Night Live”
• Author – number one NYT bestseller, “Those Guys Have All the Fun: Inside the World of ESPN.”

13. • iPhones for newsroom staff
• Tricaster editing station
• JVC 100 cameras
• Panasonic 720 cameras
• Consultant for shows
• Consultant for news video
GETTING STARTED

14. • In house studio
• Repurpose newsroom staff
• A few technical hires
GETTING STARTED

15. • Reporter Videos
• Shows
• Daily Update
• Game On
• Eat This!
• Cook This!
• Saving Bucks
• On Tap This Weekend
• Garden Minute
• Cheers to You (launches Sept)
• Navigation Life (launches Sept)
CURRENT LINEUP

16. CURRENT LINEUP
Number of
Weekly Episodes
Average Minutes
Per Episode
Total Minutes Per
WeekPROGRAM DESCRIPTION
Burlington Update Local news update 5 6 30
Courier Update Local news update 5 6 30
Intell Update Local news update 5 6 30
Reporter Videos Stand alone news videos 40 1 40
Cook This Cooking show 1 4 4
On Tap Weekly events highlights 1 1.5 1.5
Eat This Restaurant reviews 1 5 5
Game On Spring '15 High school sports 12 2.6 31.2
Garden Minute Gardening show 1 1.5 1.5
Cheers to You Beer and wine reviews 1 1.5 1.5
Navigating Life Retirement show 0.5 2 0.5
Saving Bucks Savings tips show 0.5 2 0.5
TOTAL 18 20.1 175.7
TOTAL WEEKLY HOURS OF ORIGINAL CONTENT 2.93

17. • Websites
• Mobile
• Apps
• Smartphone
• Tablet
• OTT (Over the Top)
• Roku
• FireTV
WHERE TO WATCH

18. • Sponsorships
• Full Page, full color ads
• Email
• Banner Ads
• Social Media
• Radio
• Audience Extension
SELLING SHOWS

19. SELLING PRE-ROLLS
• Share of voice
• Stand alone videos
• Optimized for mobile

20. SELLING ‘MINUTES’
• Newest Strategy
• On Tap
• Gardening Minute
• Cheers to You
• Navigating Life

21. VIDEO TESTIMONIALS

22. SELLING VIDEO PRODUCTION

23. 2018
MOVING FORWARD – DISTRIBUTION STRATEGY

24. • More OTT – Connected TV, Apple, Consoles
MOVING FORWARD

25. TELECOM NAVIGATIONAL ASSISTANCE
WILLARD ALONZO STANBACK
BACKGROUND
• Senior vice president, legal affairs, for Scripps Networks
• Lead attorney supporting Scripps Networks’ International Department
• Senior counsel for the SEGA Channel
• Currently principal of the law firm, WILLARD ALONZO STANBACK, P.C.
WILLIAM R. ROBERTS
BACKGROUND
• Region president of Verizon, Maryland and the District of Columbia
• President for Verizon Maryland
• Board chairman for the Maryland Chamber of Commerce
• Board chairman Baltimore branch of the Federal Reserve Bank of Richmond
• Currently President of The W.R. Roberts Company
MOVING FORWARD
• Cable VOD and Linear Channels

26. MOVING FORWARD - DISTRIBUTION
VOD and Linear Channels

27. Calkins Media Firsts
In 2015:
Calkins Media brands
were the first local
media brands to
launch channels in
OTT.
The Bucks County
Courier Times was the
first local newspaper
to have OTT channels
in the Roku and
Amazon Fire TV stores.
WAAY in Huntsville
was the first local
broadcast TV station
to launch a Amazon
Fire TV channel.
WAAY has seen the
fastest growth in OTT
viewership at Calkins.

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