Why should I plan my advertising? Evaluate all options Identify objectives and how to reach them Allows for proactive not reactionary spending Separate advertising from public relations Develop a schedule of when your ads will run Provide history for future reference Better results SAVE MONEY
Your media plan forces you to: Review your marketing objectives Review the options available. Evaluate them against your objectives. Set your minimum and maximum budget constraints. Create alternative scenarios until you uncover the strategy that accomplishes your objectives within those constraints. Develop a schedule for each medium. Summarize your plan in the form of a calendar and budget. Negotiate with media representatives to execute your plan.
Goal Setting & EvaluatingFive Step Approach: Why Are You Advertising? What Do You Want To Accomplish? Who Do You Want To Primarily Target? When to You Want to This to Happen? Where Do You Want This To Happen?The Devil Is In The Details
Basic VocabularyCPM (aka Cost Per Thousand)CPM represents the cost of reaching one thousandpeople via different types of media. To calculate CPM,you find the cost for an ad and divide it by the totalcirculation/audience the ad reaches (in thousands). Byfinding this information and calculating this cost foreach of your options, you can give them a numericalranking for comparison.
Basic VocabularyCirculationPrint advertising prices are based on the circulation ofthe publication in question. Publications will quote youa circulation figure based on paid subscribers. Theaudited circulation figures are verified by monitoringorganizations.
Basic VocabularyAudienceAudience is the equivalent of circulation when youretalking about broadcast media (radio & television).Audience size varies throughout the day as people tunein and tune out. Therefore, the price for advertising atdifferent times of day will vary, based on the audiencesize that the day-part delivers.
Basic VocabularyPenetrationPenetration describes how much of the total marketavailable you are reaching. What degree of penetration isnecessary for you depends on whether your strategy is todominate the market or to reach a certain niche withinthat market.
Basic VocabularyReachReach is the total number of people exposed to amessage at least once in a set time period, usually fourweeks. Reach is the broadcast equivalent of circulationfor print advertising. To make reach go up, you buy awider market area.
Basic VocabularyFrequencyFrequency is the average number of times the peoplethat are reached are exposed during that time period. Tomake frequency go up, you buy more ads during the timeperiod.
RadioSTRENGTHS WEAKNESSES Reaches consumers while they are in Clutter. Lots of advertisers can make it transit. difficult to get competitive separation. Greatest value-added capabilities. Not a good medium for broad Radio is an excellent frequency medium. demographics. Targets narrowed demographic age/sex Audio only. No visual. Advertiser must cells in a specific listening area. “paint a picture” in the mind of the Intrusive. It is a one-on-one relationship. listener. Advertisers must run enough spots on Highly negotiable. each station to achieve a 3.0 frequency Low unit cost and low production cost. per station, per week. Appeals to listener’s emotional side. You must buy more than one station in Copy can be changed quickly & easily. order to achieve reach goals due to Multiple messages can run during same station loyalty. Even then, it is difficult to buy. achieve more than a 50% reach.
Cable TelevisionSTRENGTHS WEAKNESSES Excellent for reaching narrowed target Audiences per network are small. demographic audiences by networks. Subscription rates are rising, causing Spot rates are low, allowing for higher some people to discontinue service. frequency. Satellite dish subscribers will not view local commercials. Geography can be customized to fit the Cable penetration varies greatly from marketing area. market to market and is not available in It is a local medium. Advertisers can all areas (particularly rural). narrow their coverage to specific zones. DVR allows people to skip or fast forward Various tie-in and promotional through commercials when playing back opportunities. recorded shows. Involves both visual and audio senses. The cost of prime time and sports programming is very expensive. Commercials can be heard out of view Spots cannot be revised at the last from the TV set. minute. Production lead time is long. Highly negotiable.
Broadcast TelevisionSTRENGTHS WEAKNESSES Enables the advertiser to reach large, Network share of prime time viewing on mass audiences with a single exposure. the decline due to cable TV choices. Presents both audio and visual. Cost-per-thousands continue to rise as Combines sight, sound, and motion to do the costs per :30 second spot from one draw the viewer in. year to the next. Reaches almost all American homes via The cost of prime time and sports antenna, cable, or satellite dish. programming is very expensive. Reaches a larger geography than radio. Clutter. Lots of advertising & options. Rates are highly negotiable. Spots cannot be revised at the last The medium has a high believability minute. Production lead time is long. factor and influences consumers. Can Not a cost-efficient, viable medium to portray a glamorous image for brand reach narrowed, target specific groups of building. people. Audience is shrinking.
Cinema (Movie Theatres)STRENGTHS WEAKNESSES Message is distributed across multiple Limited availability. screens and reaches various groups of Copy must be 10 words or less. people in a targeted geographic market. Time spent with ad is very low. Can incorporate both audio & video. Space must be reserved approximately Because of their size they are attention- 30-45 days in advance. grabbers. Additional fee to change creative or Consumers are essentially a captive message. audience waiting for the movie to begin. Creative files are due approximately 3 Potentially cost-effective way to reach an weeks prior to appearing on-screen. otherwise expensive community. Can target demographics by movie rating.
MagazinesSTRENGTHS WEAKNESSES Excellent for prestige products and Typically there is a long lead time before image building campaigns. ad is published. Long ad life (may be kept for 3-4 Ad cannot be changed at the last minute. months) with high pass-along Circulation limited to the frequency with readership. which the publication is issued. Ads can be aesthetically appealing and Clutter: The typical magazine is 50% high quality. advertising. Specialty magazines allow the advertiser Production, especially with color, can be to target specific consumer groups. expensive. Regional and local editions allow for Rates can be expensive depending upon limited geography. publication chosen.
NewspapersSTRENGTHS WEAKNESSES Traditional medium with wide Not the best medium for building acceptance. awareness or image-building. Newspaper readers tend to be older and Daily circulations continue to decline have higher income and education levels. due to the availability of news on the Reaches large mass audience, primarily Internet. over 35 years old with a single exposure. No competitive separation. Excellent for complex messages. Newspapers have no shelf life. Excellent for sale events. Newspaper ad rates continue to climb People price-shop in newspapers. due to rising paper costs. Multi-day discounts are available. Not all readers read the entire paper. May be available for specific ethnic Newspapers are very cluttered with groups within a select market. advertisements
Free Community PapersSTRENGTHS WEAKNESSES Can be targeted to specific demographics Quickly discarded, no shelf life. or lifestyles. Low-quality production. Typically reaches every household in a Limited creative options. community – particularly for shoppers. Many ads are overlooked. Shoppers appeal to bargain hunters – High level of clutter. ideal for coupons. Not paid publications so people don’t Typically distributed for free. feel a responsibility to read them. Readers vary widely depending on May have negative view of publication if content & focus of publication. delivered to home without request.
Outdoor (Billboards)STRENGTHS WEAKNESSES Message can be displayed 24 hours a day, Negative environmental image. 7 days a week. Limited availability. Boards can be illuminated around the Copy must be 10 words or less. clock. Because of their size they are attention- Time spent with board is very low. grabbers. Space must be reserved approximately 30 Can be highly creative due to extensions days in advance. and snipes. Viewer ship is subject to weather Many are located on highly trafficked conditions, traffic flow, and highways. environmental factors. Frequency can be built quickly. Digital billboards have high rates and are Options available – digital, bulletin, typically shared by 6-8 advertisers. posters, rotators Can’t change creative quickly or often Can run multiple messages on digital with vinyl billboards. billboards under same contract.
Added Value Items which do not have an actual cost to the medium are easier to negotiate. Typical added value is 10% of buy. Negotiate per buy and per media outlet. If you can’t get what you want, ask what they can do. Use added value for future buys. Remember your sales rep is there to work with you.
Added Value ExamplesBroadcast Print Outdoor Bonus commercials Editorial coverage Additional month or Sponsorships/Promotions Section placement week at no cost Online ads Discounted or free Ad design Social media tie-ins ad adjustments Free or discounted E-mail promotion (color, size, etc.) production for vinyl or Bonus ads posters Production of commercials Ad design Additional location at On-air giveaways Reduced rates reduced cost On-air interviews Online ads On location remotes Social media tie-ins Sponsorships/Promotions
Promotions Usually involve some non-dollar exchange. Can be centered around a single business. Small businesses can work together to partner for a larger promotion. Work with your sales representatives to develop a promotion that fits your needs. When developed and implemented correctly a promotion will extend your purchased campaign substantially – improving reach and frequency.
QuestionsFor any future inquiries, I can be reached at: Vicki Dirksen Plaid Swan www.plaidswan.com 563-581-7277 firstname.lastname@example.org