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Latest Paper to Mention in Interactive Advertising

Assessing Local Digital Sales Forces: 2015 Update

In our fourth (and largest) survey of local ad-sales manager the digital divide is clear – 51% of digital media companies have at least one digital only AE on staff. Companies that employ digital-only sales reps — even one or two — tend to have far more digital revenue than those who don’t. There’s overwhelming evidence that a rep who sells two competing products always winds up favoring one. And that could be bad news in both directions: For a media company focusing its traditional-media reps too much on digital sales ... or vice-versa.


Free for Subscribers | Benchmarking | Interactive Advertising | Online | Sales | 2015 | Industry Paper Archive

Having digital-only sales rep on staff lifts attitudes, increases understanding of digital products and increases digital revenues for traditional media companies. But competition is stiff to hire digital reps: Pureplay companies are offering 50% more base pay than traditional media companies. That’s the conclusion of our latest survey of 220 sales executives at radio, TV, newspaper, yellow pages and pureplay companies. Hiring of digital-only reps is back on the upswing, with 62% of media companies reporting that they have at least one on staff – up from 48% in 2011.


2013 | Online | Interactive Advertising | Free for Subscribers | Benchmarking | Sales | Industry Paper Archive

Local advertising is expected to grow 7.5% this year, but online is stealing the headlines. Our survey of SMBs at year-end 2012 offers a glimpse of what will happen this year in this comprehensive report on local advertising and marketing expenditures. Radio advertising goes down, cinema advertising goes (way) up, and newspapers finally show an uptick.


Interactive Advertising | Online | 2013 | Free for Subscribers

Our 10th annual report documents offers benchmarking detail spanning more than 5,700 local media companies in the U.S. and Canada. Are yellow pages companies making the transition? How are Angie’s List, Groupon, Yelp and Craigslist and independent hyperlocal sites doing in the local online pureplay space? What should you be making in digital revenues if you’re a newspaper, cable system, TV station or radio station? Our 43-page report has it all – including two appendices listing 2011 and 2012 online ad spending for 210 markets.


Interactive Advertising | Online | 2012 | Free for Subscribers | Benchmarking | Industry Paper Archive

The rush is on to hire and train great AEs who can drive digital sales. But the big question is, how should they be paid, and how should multimedia sales staffs be organized? This 27-page report sheds light on what’s happening with the army of 81,000 local ad-sales reps in the U.S. as local media companies retool for the digital age. It includes 14 charts detailing the size of the various sales forces across traditional media and pureplay Internet companies, how many are “digital ready,” and their managers’ evaluations on their levels of effectiveness.


Interactive Advertising | Online | 2012 | Free for Subscribers | Sales | Industry Paper Archive

Local businesses have arrived en masse at the Social Media cocktail party. The sluggish economy has constricted their ad budgets, and posting messages on Facebook, YouTube and Twitter not only feels good, but also feels free. But it’s not. This report takes a deep dive into the attraction of social media to small and medium-size businesses (SMBs) and gauges their current levels of spending, forecast to double in 2012 and again in 2013.


Social Networking | Interactive Advertising | 2012 | Free for Subscribers | SMB | Industry Paper Archive

Our latest report, “Budgeting for 2012: Local Online Advertising Forecasts and Key Growth Opportunities,” points to two amazing phenomenon. First, traditional media companies are gaining online share over pureplay Internet companies. And second, in a few short years, the vast majority of what we know as "online" will be served up on mobile devices. We are forecasting 18% growth next year as local online advertising goes from $15.7 billion to $18.5 billion in 2012. This report details the categories and formats pegged for growth, as well as individual market estimates.


Interactive Advertising | Online | 2011 | Free for Subscribers | Budgeting | Industry Paper Archive

Our 9th annual, "Benchmarking Local Online Media: 2010 Survey," is out, delivering eye-popping insights on local online media revenues. Sites that focus on a particular category of content have begun to dominate the landscape, and many local operations that are the most successful are generating millions of dollars by selling a myriad of products beyond just banners. This industry paper analyzes revenue from nearly 4,600 local interactive operations and provides appendices listing market-by-market online ad spending by format, including spending on local coupons.


Interactive Advertising | Online | 2011 | Free Archives of Older Papers | Free for Subscribers | Benchmarking | Industry Paper Archive

The power of proximity-based, or location-based, advertising poses radical challenges to the mass media model of aggregating local audiences and selling them to local advertisers. Our latest report, “Proximity-Based Marketing: Mobile Devices Untether Advertising from Media,” examines the latest in a 15-page industry paper that gauges mobile proximity-based advertising at $200 million this year, swelling to $760 million in 2011 and springing to $6 billion by 2015.


Interactive Advertising | 2010 | Mobile | Industry Paper Archive | Free Archives of Older Papers | Free for Subscribers

Mobile marketing is exploding, fueled by an installed consumer base of 234 million cell phone users and the quick uptake of smart phones, now in the hands of nearly one-third of consumers. The implications at the local level are enormous. This report examines mobile marketing, breaking down the difference between mobile advertising and mobile promotions, and examines what appears to be the first “killer app” for mobile: couponing. It is the first – and a scene-setter – in a series of reports we will publish this year on the local mobile marketing phenomenon.


2010 | Mobile | Interactive Advertising | Online | Free Archives of Older Papers | Free for Subscribers | Promotions | Industry Paper Archive

Coupon use is up an amazing 36% over last year, but retailers are beginning to increase their use of the Internet as a distribution channel, particularly for higher-priced items. While the Internet still accounts for less than 5% of all coupon redemptions, Internet coupons represent 20% of the value of those redemptions. Our latest research quantifies why so many media companies are redoubling their efforts on launching coupon and shopping Web sites and mobile applications.


Interactive Advertising | Newspapers | Online | 2009 | Free Archives of Older Papers | Free for Subscribers | Industry Paper Archive

It may be a horrible year for advertising overall, but not for local online – and certainly not for some companies seeing double- and even triple-digit growth for local operations. Local online advertising is growing at a 12% clip this year, and we’ve taken a look at 2010 and expect further growth. This report forecasts 2010 local online sales to hit $14.9 billion, or 5% higher than where we’re expecting things to end up this year. While mobile is a hot topic, we’re projecting it to be a relatively small category locally – only $500 million – in 2010.


Interactive Advertising | Online | 2009 | Free Archives of Older Papers | Free for Subscribers | Industry Paper Archive

Are small- and medium-sized business owners changing their spending habits? Are they abandoning traditional media for the Internet? Is the recession a tipping point for their ad spend?


Interactive Advertising | Online | 2009 | Free Archives of Older Papers | Free for Subscribers | SMB | Industry Paper Archive

2009 will be the first in many in which some components of interactive advertising show little or no growth, or may even decline. The changes foreseen are not cyclical, and show no sign of improving quickly, irrespective of upward movement in the nation’s economy.


Interactive Advertising | 2009 | 2008 | Industry Paper Archive | Free Archives of Older Papers | Free for Subscribers

Print yellow page directories face the most uncertain future of all media. We’re estimating that the yellow pages industry will lose $39% of its in annual revenue over the next five years, amounting to a loss of $5 billion in annual revenue by 2013. Meanwhile, there is a simultaneous increase in the industry’s “addressable market” of search engine advertising and local online video, giving publishers a larger cache of advertising products to sell. Video shows the most promise, growing from a $1.4 billion category this year to $7.6 billion in 2013.


Yellow Pages | Interactive Advertising | 2008 | Industry Paper Archive | Free Archives of Older Papers | Free for Subscribers

With a third of the working population reaching retirement age over the next decade we expect a huge demand to fill all types of jobs. Over the next four years, we expect total recruitment spending to increase 25%, from $58 billion in 2008 to $73 billion in 2012. The prime beneficiary will be online media. Online spending will increase 23.5% to a record high of over $11 billion.


Interactive Advertising | Online | 2008 | Industry Paper Archive | Free Archives of Older Papers | Free for Subscribers


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