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Satisfying Audiences

The tablet vs. the smartphone: What is the device of the future?

20 July 2014 · By Sandy MacLeod

At the INMA World Congress event in San Francisco in May, there was considerable buzz after the presentation by Montreal’s La Presse regarding La Presse Plus, a tablet-only offering that has generated considerable local interest and a consumer stickiness that is surprising many.

La Presse’s results so far are impressive, with more than 400,000 downloads of the app, daily personal usage of more than 120,000, and time-spent levels that make most news Web sites or tablet offerings pale by comparison.

When the tablet first emerged, there was great fanfare that this new platform could be just what newspapers needed to find a path into the digital future. While it has taken longer than one might have expected to embrace the tablet, perhaps ...


Events can help media companies balance uneven revenue streams

17 July 2014 · By John Newby

When we discuss the direction of the news media industry revenue streams on either a macro or micro level, two predominant revenue streams head to the top of the charts. Traditional print still is king at most news media companies, with online/mobile building momentum in most corners of the globe.

While both of those are and will remain critical to our long-term survival, let me offer a potential third leg of that three-legged revenue stool we all seek: events.

News media companies have dabbled in the events arena for quite some time, but with limited success because they often focus on events not destined to create any significant financial windfall. Cooking shows, for example. Or community events such as runs, concerts, and so forth, which are great for local support and exposure, but ...


Which is more important — what to sell or where to sell it?

15 July 2014 · By Jim Fleigner

When it comes to finding new starts, circulation departments need to provide the right offer at the right price in the right places.

Seemingly simple, this statement posits three elements, but is any one of these elements actually more important, or more valuable, than the others?  

To answer this question, we recently looked to a top 50 newspaper client for which these issues were top of mind. Circulation executives were directed by management to undertake an aggressive starts campaign. The campaign was to include a low circulation price (so the second of the three elements was a given, regardless of whether it was “right” or not), in exchange for a lengthy subscription term.

But the team was given no direction by management about ...


Media companies: Hoard your data like it’s cash

25 June 2014 · By Elisabeth Clark

Do you remember your very first time? No, not that first time. I’m talking about the first time you received a relevant recommendation of something to buy or read online?

Remember how that felt? It was like that Web site really knew you?

As for me, I remember it well. I remember the struggle of finding the right Christmas gifts for my preschool-age son. I tromped and trudged through Target and Walmart and, yes, Toys R Us. But how would I know which toys would actually appeal?

Enter Amazon. My hero. Amazon gently took me by the hand and nicely produced a list of suggested toys by age and gender. I purchased several of the items from the list and marveled on Christmas morning how much my son loved his toys.

After that, I was hooked. Each year, Amazon sent me a list of toy suggestions for my son. (Remember, now they knew how old he was, too.) I happily pointed and clicked. I never had to grace the doors of Target, Toys R Us, or Walmart, because Amazon told me what my son would like and delivered it right to my door.

Little did I realise that Amazon’s perfect suggestions were based on my data and that of thousands of others.

Jeff Bezos is brilliant. Very few people seem to argue with this. Media from around the world have waited and watched to see what his first major move would be after purchasing The Washington Post last fall.

Rumors circulated! Would Bezos shut down the presses? Would he ...


What can we learn from New York Times’ “Innovation” report?

16 June 2014 · By Dan Johnson

In my last few blogs, I have focused on different aspects of the print audience. These audiences continue to be very important to media companies as they still generate the lion’s share of revenue.

Unfortunately, we must also face the inevitable truth that print is becoming a smaller piece of the audience pie. While we’ve known this for years, even now newspapers are struggling with developing strategies for reaching non-print audiences.

In March, The New York Times released a report meant to assess the state of digital innovation and audience at the media company. The report, called Innovation, pointed out that, while The New York Times does a wonderful job at journalism, it is falling behind the competition when it comes to news delivery.

Competitors such as The Washington Post, The Guardian, Vox Media, and Look Media are pulling ahead of The Times, according to the report, when it comes to growing online readership. (In fact, the report points out that often The Huffington Post gets more traffic from Times journalism than does The Times itself).

The report was the product of a task force of eight “of the most forward-thinking minds from around the newsroom” and two members of the strategy group. The team interviewed hundreds of employees and readers, and reviewed copious amounts of internal and industry data to come up with a workable (yet difficult) plan to reach an increasingly digital, increasingly fractured audience.

We can call learn from ...


Big Data — or “Better Data” — gives advantage to print publishers

08 June 2014 · By Jeff Clark and Siobhan Vinish

Big Data: What is it? What to do with it? How to take advantage of it?

All questions being asked by everyone in advertising — from the advertiser looking to take advantage of the realms of customer data he has, to the newspaper publisher who has mountains of information surrounding her users’ reading behaviours and interests.

Big Data and audience are hot topics in media right now, and traditional print publishers are at the forefront of effectively leveraging this data. Many articles prognosticate the “end of print” and that “print is dead” without coherently itemising how the end of newsprint shall come to be.

The piece they’re missing is that print/media publishers know more about their audiences than many pure-play digital Web sites.

In other words, their Big Data is also Better Data.

Most of what these shortsighted articles fail to analyse is the role content plays and how it relates to gathering potent and compelling user data.

The analysis and segmentation of data that can come from readers consuming premium news content is where print/media publishers gain an upper hand. Readers are just not moving through Web sites looking at images or checking someone’s social update; they are reading in-depth articles about specific content.   

As Tier 1 firms such as Google, Facebook, and LinkedIn have demonstrated, capturing inferred audience habits and interests is extremely important. But those metrics also have ...


Spokesman-Review leverages local expertise by going outdoors

29 May 2014 · By Kathleen Coleman

Try to find the best swimming holes in your general area using Google. Just try.

Foiled? I sure was last summer, searching for the best beaches to bask on within a day’s drive of Spokane, Washington.

I tried again, this time before a trip to western Montana, and found the same result. No one place to look for a complete listing of recreational pleasures, even though this part of the United States boasts an abundance of them.

Fast-forward to our annual corporate retreat, where one topic of discussion was titled, “The Great Outdoors.” That referred, of course, not only to the vast recreational opportunities that abound in our readership area.

It also referred to the fantastic launching pad we already had in place: years and years of columns, stories, photos, and ...


What’s next for media paywalls?

15 May 2014 · By Sandy MacLeod

Recently, I participated in an industry panel to discuss the paywall experience to date, looking at such areas as the various techniques used, successes, failures, and what might be the next chapter for paid content in the news media business.

It was only a couple of years ago that there was debate about whether our industry should erect paywalls as part of our digital strategies. In 2013, that question was answered, as most publishers actually jumped on board with an initiative for paid digital content. In fact, some 500 newspapers in North America have a paywall in place, most having opted for some type of meter approach.

So has the jump to a paywall made a ...


9 lessons Postmedia learned from cross-platform audience research

04 May 2014 · By Siobhan Vinish

How do we know if our audiences are satisfied? What they really want? Does what they want change when they are on their smartphones or on the Web? Or do they just want more, faster, wherever they are?

These questions and more have lingered inside media organisations for years, accelerated by the monumental growth of traffic from mobile and through tablets to our Web sites and apps.  

How can we be sure we are giving them the news and information that will engage them and keep them coming back – all while balancing the realities of a changing media business model?

Postmedia recently embarked on a national proprietary research project designed to provide our editorial teams with insights into our audiences and their content consumption across platforms specific to the brand in each local market we serve.  

The research surveyed more than 17,000 Canadians on their news and information consumption across print, Web, smartphone, and tablet, and included demographic and psychographic questions on lifestyles, attributes, and behaviours.

The results provided a clear and noticeably different primary demographic readership for each platform, which was to be expected. However, it also delivered a unique picture of the audience’s desire for distinct content on different platforms.  


Single-copy sales need dose of innovation to drive circulation revenue

29 April 2014 · By Dan Johnson

One very important audience for newspapers — and possibly the one that is shrinking the fastest — is the single-copy buyer. At most newspapers, single-copy declines are often in the double digits and nothing that media companies do seem to be turning this trend around nationally.

Yet, single-copy circulation volume continues to be an important part of the audience and revenue mix, and is still very valuable to advertisers — especially preprint advertisers.

According to the 2012 NAA Circulation Facts, Figures and Logic, single copy makes up around 13% of daily paid circulation and 20% on Sunday. The most common price charged for a newspaper is US$1 daily and US$2 on Sunday. Single-copy sales still make up a significant portion of a newspaper’s audience and circulation volume. 

According to NAA, over-the-counter sales now make up 75% of single-copy sales overall. People just don’t carry enough change to buy newspapers out of a coin rack anymore. Unfortunately, single-copy price increases have also driven down per-location sales.

The good news, however, is that single copy continues to be a viable circulation revenue driver. But it does take innovation and promotion.

I recently attended the 360 Media Alliance Mega Summit in St. Louis. The Mega Summit, now in its second year, is a wonderful symposium that focuses on audience, data, and digital and print engagement.

This year there were two very good presentations related to single-copy sales.

One was by Kurt M. Welu, single-copy sales manager for the Omaha World Herald. Welu comes to the newspaper with a background in product development and promotion and spoke of the importance of the newspaper retail presence.

Think, for example, about the beer display at the front of your local grocery store. Likely, this display is a behemoth; and it probably is designed to look like a football stadium, or is set up under a 10-feet-by-10-feet canopy with lounge chairs and a barbeque.

In other words, IT STANDS OUT! 


About this blog

The Satisfying Audiences Blog aims to reflect print and digital content not just across platforms but extending into consumer events, non-news-related subscriptions and other audience vehicles for newsmedia companies. This blog written by INMA members is dedicated to identifying the emerging linkages between content, audiences, and platforms. The blog is an initiative by the INMA North America Division Board of Directors.

Meet the bloggers

Lynne Brennen
New Leaf Media Consulting
Montclair, New Jersey, USA
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Nadine Chevolleau
Consumer Marketing
The Toronto Star
Toronto, Ontario, Canada
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Elisabeth Clark
Vice President
Audience & Engagement
South Bend Tribune
Indiana, USA
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Kathleen Coleman
Sales & Marketing
S-R Media
Spokane, Washington, USA
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Anne Crassweller
Toronto, Ontario, Canada
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Jim Fleigner
Managing Partner
Impact Consultancy
Santa Monica, California, United States
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Claire Hawley
Audience Acquisition
Los Angeles Times
Los Angeles, California, USA
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Dan Johnson
Vice President,
Business Development
Spokane, Washington, USA
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Sandy MacLeod
Vice President
Consumer Marketing and Strategy
The Toronto Star
Toronto, Ontario, Canada
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John Newby
The Times
Ottawa, Illinois, USA
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Siobhan Vinish
Senior Vice President
Marketing & Audience Development
Calgary, Alberta, Canada
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