GAMING THE REVENUE STRATEGY
2018 Finalist

GAMING THE REVENUE STRATEGY

Jagran Prakashan Ltd

New Delhi, India

Category Best Idea to Grow Advertising Sales or Retain Advertising Clients

Media associated with this campaign

Overview of this campaign

Nobody waits for festivals like the newspaper industry.

Advertising spends are at their peak during the Diwali festive time in India. The period accounts for 30% of the Annual Ad Spends for Newspapers in Dainik Jagran’s competitive set. Naturally, it’s the time of the year when newspapers get into an aggressive ad sales mode.

IT’S RAINING DISCOUNTS

The category during this period is commoditized by many newspapers offering huge discounts.

HOW DOES A LEADER GET INTO THIS ?

Dainik Jagran, India’s leading newspaper also needed to grab the opportunity to scale-up its ad space bookings, but without hampering its imagery of a leader. Which means we couldn’t blindly get into the discount war.

The objectives were
1. To increase our revenues during the festive period, compared to last year
2. To increase our market share during the festive period

The Big Idea

LURING THE LEFT-BRAINED TO PLAY A GAME OF CHANCE
Media Buyers are practical and left-brained – as is anyone who deals with numbers. But they have a weak spot – games of chance. Because they are so good mathematically, there is an inherent belief that they can beat the odds in any game of chance.

And through a happy coincidence, this is also the time of the year when games of chance are high on everyone’s consciousness. It is rooted in the cultural belief that during Diwali, it is almost auspicious to gamble as it signifies that you are leaving the doors open for Lakshmi (the goddess of wealth) to come in. Gambling then has a widespread social sanction.

= BIG IDEA GAMIFICATION OF DEALS!
We did something that no one had ever heard or seen before. Instead of a regular festival discount plan we created a unique game. A game of chance that challenged the left-brained media buyer.
A game… that would tickle their right brains.
A game… that would challenge their expertise with numbers.
A game… that had tremendous amount of thrill involved.
This was Casino Grande


Results for this campaign

GAMIFICATION OF A TRANSACTION: We created a game “Casino Grande” to sell advertising packages.

Instead of negotiating deals, Media Buyers played a game to get the best deal. The game had 3 levels of deals – Casino Entry, Casino Central and Casino Exit, each level with multiple ad sales packages.

CREATING MYSTERY AROUND THE GAME: To generate curiosity, all communication invited buyers to Casino Grande, without divulging details of the deal. To know the deal, the Media Buyer had to sit with Dainik Jagran sales representatives and play the game. This gave us uninterrupted time with the buyer during the peak festive period.

The game was promoted through activation in agencies. Buyers were primed to gamble. Instant prizes were given away to winners. Buyers wanted to unravel the mystery.

RESULTS

-        129 deals signed up through the game generating a revenue of INR 366 million

-        Over comparable period and scheme last year, we had a revenue growth of 47%

-        Within markets where Dainik Jagran is circulated, our market share grew further from 36.4% in 2016 to 37.2% in 2017.

-        Amongst all advertisers who participated in Casino Grande 2017

  • Dainik Jagran had a majority Market Share of 50%
  • We had a volume growth of 24% over comparable period last year

-        We added 15 new advertisers in Casino Grande 2017 with a volume of 4,27,000 square centimeters. Our Market Share amongst these advertisers is a whopping 68%.

-        In a crowded market, the Dainik Jagran sales representatives got dedicated quality time and steered the Media Buying discussions away from “haggling” for discounts to “earning” discounts by playing a game.

-        It was a clutter breaking scheme – that did everything it set out to achieve for the brand:

  • Our advertising revenues for the Casino scheme grew by 47%
  • Our Market Share Increased and consolidated further
  • Loyal advertisers to Casino Grande grew their volume by 24%

It positioned Dainik Jagran as an innovative brand


Contact

To contact a company representative about this campaign, click here for the INMA Member Directory