Posts Tagged ‘local media’

A CEO Who “Gets It.”

Tuesday, February 9th, 2010

I am very proud to announce that the recipient of the 2010 Borrell Award of Merit for “Innovator of the Year” is Colleen Brown, CEO and President of Fisher Communications.

We had a range of remarkable people to pick from.  As you can imagine, the Internet and all its apps afford a tremendous amount of creativity.  But remember that we had a litmus test for all of our awards – results, and financial viability.  We didn’t want to select someone who merely implemented a great idea or rose to their 15 minutes of fame on a groundswell of page views.  We wanted to select someone who, through some unusual feat, created something that not only caused us to say, Wow!, but also delivered sustainable value to their company.

That person is Colleen Brown.  During our opening session at our conference in New York Monday, we heard from Colleen’s vice president of interactive, Troy McGuire, that the company hit two milestones last month:  it now has more than 100 hyperlocal sites, and more importantly, surpassed a whopping 1,000 advertisers.  And they didn’t start launching those sites until August 2009.

We could have selected Troy or some of the other geniuses in the Fisher Interactive camp for this award, and they would certainly be deserving.  But frankly, we believe that it’s the CEO who creates the environment that spawns innovation, holds the bean counters at bay, and demagnetizes the interactive operations enough to allow it to grow in ways that traditional brand managers might thwart.

When you privately ask an interactive manager at a local media company to talk about the support he’s getting from the CEO, you sometimes get more expletives than accolades.   But I think this quote from Fisher’s senior vice president, Troy McGuire, says a lot.  “She’s been unflagging in her support,” he said.  “She has gone well beyond what a typical broadcast company CEO might do to ensure our success.”

What’s happening in Seattle and at other Fisher properties is counter-culture change.  And counter-culture change doesn’t happen with just lip service, or with a CEO who offers moral support and then lets the Interactive manager duke out the details.  Or when the new venture is starved of resources because the mothership is suffering a bad year.   Change may happen in the ranks, but it has to come from the top.

And at the top of this remarkable story is one remarkable CEO.  We’re very pleased to give this award to Colleen Brown.

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The “Category Killer” Strategy

Monday, September 14th, 2009

Last week’s passing of Frank Batten, the founder of Landmark Communications, reminded me of a small insight he had about the Internet back in 1996 that rings true today.

Frank was participating in a meeting that I was leading as a vice president trying to navigate this new thing called the Internet. We were strategizing what we might do with our properties – The Weather Channel, Auto Trader, Antique Trader magazine, TV stations and daily newspapers. The discussion led to all the extra money we might make at Auto Trader by charging dealers an extra $5 per listing. As we were rubbing our hands together, Frank gently weighed in.

There’s no barrier to entry on the Internet, he observed. No million-dollar printing press to prevent any fool from competing, no FCC license like you might find in TV or radio, no cable franchise to form a protective moat around your business. So in that scenario, the only strategic competitive advantage seems to be size. Frank wondered whether we might need to get big fast instead of limiting the number of listings to only those dealers who would accept the $5 fee. Placing all listings online, he suggested, might give us an immediate “category killer” for autos.

He was spot-on. Within 18 months, Autotrader.com was born. It immediately became a category killer. Today it is (by far) the No. 1 automotive Web site in listings and revenue, with more than 3 million vehicle listings and more than $600 million in revenue. While most automotive sites suffered horribly in 2008, Autotrader.com grew 20 percent and actually surpassed revenue from the Auto Trader books.

Frank’s strategy was a great one. It not only explains the success of sites such as Craigslist, which is generating more than $100 million off “free listings,” but also probably foretells the disappointment that awaits those who expect to find success as a “category killer” in local content by charging users to access it.

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The rumors of newspapers’ death

Thursday, August 6th, 2009

You might think it takes a great deal of chutzpah to say that newspapers will see a mild rebound over the next several years. But all it really takes is a close examination of the trends and cycles, and a deep understanding of the history of electronic media.

So here are our latest projections: Newspapers will be down this year, then they’ll start going back up. We expect a 2.4% rebound in newspaper advertising in 2010, and continued single-digit increases over the next several years. By 2014, newspaper ad revenues will be up about 8.7% over 2009 levels. While national newspaper advertising will do just fine, we foresee the greatest growth in local print – going from $8.9 billion this year to $10.1 billion, a 13.4% increase.

True, it all equates to more of a dead-cat bounce than anything else. And even at 2014 levels of just under $30 billion, newspaper advertising won’t be anything near the $55 billion we saw earlier this decade. Nor will it ever return to that level.

The fact is, newspapers reached their peak 91 years ago as two publishers battled over the presidency. On Nov. 2, 1920, in the first-ever radio news broadcast, KDKA delivered the results: Warren Harding beat James Cox. Electronic media was born, as was the business of writing obituaries for the newspaper industry.

The long history of electronic media has proven that there’s never a one-for-one exchange. People don’t go to the Web to “read a newspaper,” much the way they don’t turn on the TV set to watch “radio with pictures.” Radio forced newspapers in the 1920s to become more local. TV’s expansion into evening news in the 1960s forced afternoon newspapers out of business. The Internet sucked the life out of newspapers’ classified advertising and as the number of pages shrank, forced newspapers to find ways to become more interesting, more relative to their audiences.

The latest mediamorphosis of newspapers is almost complete. This once-fat, gray caterpillar that we knew as the “major daily newspaper” is turning into a smaller, more delicate, colorful local magazine, with fair prospects for growth. The smaller newspapers are firmly entrenched in their niche of providing rich local content that people seem to prefer in print – rather than screen – format. Our local newspaper, the Virginia Gazette in Williamsburg, is actually growing circulation and is thick with advertising supplements.

We may be dead wrong. The entire industry might die, and scores of papers might go belly-up over the next year. I’d like you to mark your calendar for today’s date, 2010, and see if that’s the case, or if we wound up being right.

I welcome your comments and debate on this issue.

Download the memo.

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Time for strange bedfellows

Friday, July 24th, 2009

strange bedfellowsCraigslist, Google, Monster, Autotrader… for local media the list of outside competition is growing longer every minute.  In old westerns, the scene would be akin to Indians popping up over the horizon, arrows ablaze, pouring down on the covered wagons of the cowboys.

More Indians have shown up – Yahoo said Tuesday it had signed a deal with AT&T for its sales force to sell Yahoo display ads to its small-business customers.  What this means is that over 5,000 AT&T reps will now have access to sell advertising on Yahoo to small and medium businesses competing with local media sites for a share of local ad spend.

On his blog Content Bridges, Ken Doctor summed up the Yahoo/AT&T partnership this way: “[The] Yahoo/AT&T deal represents new competition for beleaguered newspaper companies. Once AT&T sales reps got up to speed (and that’s certainly an intriguing question, given the newspaper company implementation experience), they’ll be competing head-on with newspaper reps.”

With major pure-play partnerships popping more often up how can a local media site compete against the big guns?  Newspapers, TV stations and radio groups need to dig deep themselves and begin their own partnerships at the local level. It is time for strange bedfellows. Cross-selling and using traditional media to drive traffic to the local site becomes paramount. The power of local media is what you are selling, it is your distinct advantage, over the outside, national networks. Local advertisers look to your Internet sales team for expert advice and they must be trained in integrated marketing campaigns and loaded with the latest products. Yes, you should sell your competition’s traditional media if it fits the campaign.

The quickest way to gain trust with a local business is to make their ad campaign successful utilizing the benefits of social networks, video, e-mail, search, promotions AND newspapers, TV, radio and even billboards.  Call your local media competitor today and break bread. It is time to start training your Interactive sales team on the benefits of selling integrated marketing campaigns.

It is time to circle the wagons.

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Local online advertising may be up

Tuesday, June 30th, 2009

We take a lot of pride in our projections, which have been on target year after year. But we may have been far too conservative earlier this year when we projected that local online advertising would grow 8% in 2009. At the end of the first quarter, the increase looked closer to 11%. When we finish collecting our second-quarter data in the next few weeks, I’m certain the number will be quite a bit higher.

We initially saw three things happening in 2009: 1) lots of small businesses would collapse or severely curtail ALL ad spending; 2) local online advertising simply HAD to slow down after 10 years of double-digit growth; 3) and high advertiser churn-out rates for search, banners and video would begin taking a toll. While all of those are still correct to some degree, #2 is apparently less true than all the others.

Phenomenal as it may seem, we’re getting data indicating triple-digit growth for some companies selling interactive advertising. These are definitely the “get it” companies that have hired dedicated sales forces and are plowing ahead with the products advertisers are buying. We aren’t, however, seeing triple-digit growth from companies that continue to labor under the delusion that “convergence sales” is a viable strategy.

Right now we’re pegging local online advertising at $14.03 billion, up from our estimate of $13.3 billion issued back in January. As I said, this full-year estimate is likely to inch even higher when we get our midyear data.

Stay tuned to this blog. Over the next few weeks we’ll highlight a few examples of where that triple-digit growth is coming from, and how they’re doing it.

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These Guys Are Wrong

Tuesday, May 5th, 2009

After reading Warren Buffett’s remarks in the Wall Street Journal (“Buffett Sees ‘Unending Losses’ for Many Newspapers”), I am amazed by some of the prognostications rattling around the media about the future of newspapers. Besides Mr. Buffett’s remarks, I heard Ken Doctor (Outsource.com) say that “all newspapers” were looking at 20 percent loss in ad revenue this year, while he was being interviewed on NPR yesterday.

The truth is somewhat less simple. There are more than 2,000 newspapers currently operating in the US. Of these, less than 200 are bigger metro dailies owned by chains. These are truly in trouble – big trouble – due to loss of classified (auto, real estate, and recruitment) and department store ad spending. The status of the other 1800+ is far different. Most of these are smaller newspapers serving suburban, rural, or small town markets. In many cases, they remain the premier local media channel in the markets they serve, since many don’t have local TV or big radio. These papers have seen some erosion in ad revenue, as have all “offline” media. However, they have not seen the dramatic drops played out in the larger markets. For the most part, they never had much of the revenue that’s gone in the first place, so they don’t miss it. Additionally, since they are (still) the premier media outlet, they continue to get the levels of ad revenue they got in the past (or something close to it).

Mr. Buffett, Mr. Doctor, and many others blithely condemn the whole on the basis of evidence relating to the few. Moreover, they forecast a future that is a continual replay of the recent past. Neither position is logical or reasonable. Short answer: these guys are wrong.

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