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Video viewability is key to engagement, revenue opportunities

24 March 2015 · by Greg Bobolo

We all know this is digital video’s time in the sun.

Magna Global reports that digital media now accounts for 30% of United States advertising spending, up 15% over 2014. Video increased 39% and is expected to increasingly fuel the exodus of television ad dollars to the digital realm. As the digital video market matures, so to will segmentation and differentiation of the market. Premium video content will surge to the forefront and attract premium CPMs from top brand advertisers.

It’s clear that brands are starting to place increasing value on the qualitative nature of video content. For example, if buyers can only source official NASCAR, Major League Baseball (MLB), or Professional Golfers’ Association (PGA) tour highlights from a single source with exclusive distribution rights, I believe they will start to recognise the value. In this space, digitial video sports video is ...


Democrat and Chronicle, YMCA challenge legacy brand perceptions

16 March 2015 · by Brooke Christofferson

Editors note: Brooke brought in guest blogger and Gannett colleague Dennis Floss, director of marketing at the Democrat and Chronicle Media Group, for this weeks post.

In Rochester, New York – like many communities across North America – two of the most easily recognised brands, and perhaps least understood, are the YMCA and the local newspaper.

Both share legacy perceptions by their communities that do not reflect their current business models.

So, when the YMCA of Greater Rochester teamed up with Gannett’s Democrat and Chronicle Media Group, one of the first things put on the table was the challenge of leveraging 160+ years of brand recognition while bringing a message of change to the market.

In Rochester, the challenge was to help the client stop losing members.

The YMCA had experienced a significant decline in membership in ...


6 reasons to advertise in newspapers

08 March 2015 · by Suzanne Raitt

Newspapers, both print and digital, offer key benefits to advertisers that are not delivered by other media options. They are powerful and present advertisers with the opportunity to deliver messages in a trusted, engaging environment.

Readers trust the ads: Nielsen finds that advertisements in newspapers continue to be among the most trusted forms of advertising. Newspapers provide an environment that offers clout. Both in print and digitally, newspapers are taken seriously – and so are the ads.

Readers want the ads: Consumers were asked their reasons for reading their local newspapers. The top three answers: local news, local events, and the ads (from Totum Research on behalf of Newspapers Canada, October 2013).

Newspapers are one of the few places where readers want and expect advertisements. They are part of the content. In many media, consumers go ...


Wanted: Sales people empowered by management to sell

01 March 2015 · by Adam Burnham

Legacy media companies today are quickly learning that legacy alone doesn’t equate to success in a crowded, evolving landscape. While some have existed for decades, maybe even a century, they are now forced to re-examine their core philosophies.

It’s more important than ever to try new and different things. Experimentation is necessary, and that can sometimes result in failure. Still, media organisations looking to maintain or grow revenue need to experiment.

And like I always say, it is okay to fail, just fail fast. And move on.

Having run large sales organisations throughout my career, one thing that has become clear to me is we need to give our best sales people more time to sell. If I was running a media company, I would prioritise the sales organisation and provide anything and everything they need to help make the sale.

You no longer sell the same products you used to, so why have you not upgraded your sales model?

Think about it: There is almost nothing more important to a media company right now than the strategic and tactical ways its sales team generates revenue. But most companies are handcuffing their team without even realising it.

One place to start is ...


Think like your customer’s customer

25 February 2015 · by Darrell Kunken

As the world sprints head long into an ever more digitally interactive environment, understanding consumer behaviour deserves a lot more attention.

Correctly predicting consumer behaviour can be the difference between a winning or losing campaign strategy.

When consumers are online researching products, they are a hot lead if you can connect with them. They are actively engaged in the process of learning (researching) as they prepare to make a purchase decision.

Depending on the product or service, consumers are going to do one of two things when presented with ...


5 digital video trends to watch in 2015

17 February 2015 · by Greg Bobolo

One need look no further than Super Bowl XLIX for a reminder that digital video is hot and will only get hotter in 2015.

This year’s version of the American football classic drew 114.5 million views, topping 2014’s record audience of 112.2 million that tuned in. The highlights generated from this year’s nail biter of a Super Bowl represent a bonanza in premium short-form digital video highlights and other premium content that advertisers love. Closer to home, the SendtoNews’ NFL network saw a 50% increase year over year.

Here’s what I expect to see in the rapidly growing and evolving domain of short-form digital video during ...


Gannett helps advertisers grow, brings in revenue with customised strategic services

02 February 2015 · by Brooke Christofferson

Serving local customers in a way that differentiates Gannett from its local media competitors is a key strategic initiative. An in-house strategic team was created several years ago to accomplish just this. In the middle of 2014, the structure and role was slightly redefined, but the mission stayed the same.

The client solutions teams imbedded in Gannett’s local media organisations are focused on bringing all of the tools to bear on local accounts to grow their business, while also growing revenue in its local markets.

This can include brand development, primary and secondary research ...


Research proves print + digital ads drive vehicle sales

26 January 2015 · by Suzanne Raitt

Vehicle advertisers need to know the facts rather than be influenced by their gut.

With this in mind, Newspapers Canada hired a third party, Totum Research, to answer the key question of what media influences vehicle purchases. A total of 2,461 interviews were undertaken, and the results are fascinating – proving the power of newspaper advertising.

First, we asked those who had bought a vehicle in the past two years about their buying process. On average, from beginning to end, it was a two-and-a-half month process. Newspapers – print and digital combined – proved to be the most impactful at every stage of the vehicle buying process, with the earliest stage (i.e. thinking about buying a vehicle) showing particular strength.

During this buying process, each newspaper medium performs well. Print newspapers scored at the top – above all else – earning first or second place at each stage out of 11 media. Newspaper Web sites earned an impressive standing at third or fourth. This element alone proves the power of newspapers to influence in this category.

Second, we asked consumers which medium triggers visits to vehicle Web sites. Three sites were tested: the manufacturer, brand/model, and dealer. We wanted to understand this as many vehicle manufacturers and dealers are looking to build their awareness and visits this way.

The research found ...


Digital value requires understanding of customer experience

06 January 2015 · by Darrell Kunken

There is no question that digital has become the leading influence for consumers and retailers.

With Thanksgiving week returns are now in, and e-commerce for the week up +26% YOY (and way up on Thanksgiving Day and Black Friday), the digital marketing plan will continue to draw more time, effort, and attention from the advertising community.

Staying competitive in the digital space requires an understanding of the audience that uses various devices at various times for various reasons.

Explaining digital dynamics to our advertisers can be terribly confusing. Yet this is our opportunity to ...


3 advertising trends to prepare for in 2015

30 December 2014 · by Adam Burnham

Ready, set, go!

That’s my direction for preparing for 2015. If you are just starting now, well, you are too late. But before we look forward, let’s take a look back at 2014.

Advertisers looking for a way to reach consumers online were met with plenty of options in 2014. These options went well beyond the traditional method of handing a media entity an insertion order and looking to reach consumers.

Big Data and programmatic were the buzzwords, while channels like mobile and social expanded with vendors offering new advertising products.

At times, it felt that everyone – from nimble start-ups to established traditional media companies – was jumping on these trends to benefit advertisers. Some tried and failed, others tried and have yet to see a true measure of success, while still others have found a formula that works.

The key here is ...


About this blog

The Innovative Advertising Solutions Blog looks at not only integrated advertising sales for newsmedia companies but the full spectrum of agency-level marketing solutions for advertisers: print, digital, package, and event sales; social media marketing services on behalf of advertisers; and behavioural targeting across a range of digital products.

Meet the bloggers

Greg Bobolo
New York, New York, USA
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Adam Burnham
Vice President
Affinity Express
Elgin, Illinois, USA
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Brooke Christofferson
Vice President of Marketing and Strategy
Republic Media and Gannett Community Publishing West Group
Phoenix, Arizona, USA
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Darrell Kunken
Director of Research/Market Analysis
The Sacramento Bee
Sacramento, California, USA
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Suzanne Raitt
Vice President, Marketing and Innovation
Newspapers Canada
Toronto, Ontario, Canada
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Blog archives

March 2015 ( 4 )
February 2015 ( 3 )
January 2015 ( 2 )
December 2014 ( 3 )
November 2014 ( 3 )
October 2014 ( 2 )
September 2014 ( 3 )
August 2014 ( 2 )
July 2014 ( 4 )
June 2014 ( 2 )
May 2014 ( 3 )
April 2014 ( 2 )
March 2014 ( 4 )
February 2014 ( 4 )
January 2014 ( 4 )
December 2013 ( 3 )
November 2013 ( 4 )
October 2013 ( 4 )
September 2013 ( 4 )
August 2013 ( 4 )

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