www.spotsndots.com PDF/TXT newsletter Subscription: $325 per year Call toll free: 888-884-2630 This publication cannot be distributed beyond the office of its named subscriber. The Daily News of TV Sales Thursday, March 3, 2016 Send sales-related job listing to: [email protected] Copyright 2016. NEWSPAPERS WINNING AT LOCAL DIGITAL OLD MEDIA ARE ‘WALLOPING’ PURE PLAYS ADVERTISER NEWS The print product of local newspapers may be dying While department stores and other full-price apparel faster than the trees used to make the paper, but don’t retailers are struggling, off-price retailers (such as TJX count out newspapers as a local advertising competitor. which reported sales and earnings last week) are doing New research by Borrell Associates reveals that a better. For the quarter that ended on 1/30, Ross Stores single newspaper in any market tends to sell more digital reported a 4% same-store sales gain on top of a 6% advertising than any other entity in that market—by a factor gain the year before, and it expects a 1-2% gain for the of five. current quarter. Ross Dress for Less stores now number “Unbelievable? Consider the fact that daily newspapers 1,274 and the company also operates 172 dd’s Discount tend to have the largest single ad-sales force in a market— Stores……Sports Authority has now filed for bankruptcy more than any local TV station, radio restructuring and says it has identified station and yellow pages company—and about 140 stores to close or sell in the certainly more than any local pure play next three months. Bloomberg reports Internet company, which often has no Sports Authority has been in discussions in-market reps,” explains CEO Gordon with Dick’s about a possible sale of Borrell. He says newspapers made $5.1 stores and intellectual property and it’s billion in digital advertising, while local also possible Modell’s could have an yellow page companies sold $2.4 billion. interest in some of the stores……Publix That compares to $1.2 billion for TV same-store sales were up 3.2% in its stations (barely ahead of magazines/ fiscal quarter that ended on 12/26, and weeklies), $550 million for radio stations and $160 million that completed a fiscal year with a 4.2% comp store gain. for cable TV. After entering North Carolina two years ago, the chain While that looks pretty good for newspapers, the Borrell moves into Virginia next……Discount grocer Aldi, after report, Benchmarking Local Digital Media, adds that “we testing the idea in a few markets, will now accept credit can’t quite crown newspapers king of the digital hill.” That’s cards in all stores. As we’ve reported, the chain enters because there are far more pure play Internet companies southern California later this month……Furniture factory competing for local digital dollars, whether or not they have orders continued to show positives in December, albeit an actual local sales force. Collectively, they account for by a small 1%. The managing partner of consulting firm two-thirds of all locally bought digital advertising, while Smith Leonard said, “While on the surface that didn’t newspapers collectively account for 11%. seem too good…when you realize that new orders in For example, Gordon Borrell notes that while the December 2014 were 15% higher than December 2013 Philadelphia Inquirer may generate $16 million in digital orders, the 1% doesn’t seem that bad”……For the quarter sales, a handful of pure plays such as weddings.com, that ended on 1/22, Bob Evans Farms same-store sales Yelp, Angie’s List, Craigslist, Autotrader.com and were down 3.6%, with declining traffic lowering the number others in that market might bring in $5 million to $10 million of transactions by 6.5%. The chain has tried to cut back each, for a collective $30 million. on discounting, saying it’s “rationaliz(ing) our pricing and Competition from pure play Internet companies is discounting strategies”……Pet Supplies Plus is the fierce in large markets, but barely noticeable in smaller largest pet store chain centered on franchising with more ones. Using its revenue database, Borrell counted the Continued on Page 3 number of entities that were selling digital advertising in large markets and small markets and found that pure play companies accounted for 48% of all entities in larger markets but 15% in smaller ones. In the smallest of communities, yellow pages companies were the most prevalent entities selling digital advertising. Who are the local digital winners? The Borrell report says a small group of frontrunners Continued on Page 2 www.SpotsnDots.com NETWORK NEWS AVAILS Tempers flare, and there are plenty of fireworks, as the WPTZ/WNNE-TV, the Hearst Television owned NBC most memorable women this season are back to confront affiliate in the scenic Burlington, VT/Plattsburgh, NY Ben and tell their side of the story on The Bachelor: The market, has an immediate opening for a Local Sales Account Women Tell All, Monday, March 7, at 8:00 pm (ET) on ABC. Executive. Primary responsibilities include utilizing a Before the pyrotechnics begin, however, climb aboard the complete portfolio of products including the NBC affiliate, Bachelor Bus with Chris Harrison and Ben, as they drop in The Valley’s MeTV, and a multitude of Digital offerings to on Monday-night viewing parties and give Bachelor Nation advance effective marketing solutions for an existing group fans the surprise of their lives……Multi-nominated artists of valued clients while developing a continuum of new Kelsea Ballerini, Dierks Bentley, Eric Church and Sam advertisers. The position is based in Colchester, VT, with Hunt have been added to perform on the 51st Academy the ability to sell across the entire DMA. CLICK HERE for of Country Music Awards, airing live more details and to apply. EOE. from Las Vegas Sunday, April 3, at 8:00 Kim Kardashian spoke out Quincy Media seeks a Regional pm (ET) on CBS……NBC presents live about Kanye West's Twitter Interactive Sales Manager to coverage of this year’s first international rants and said she wants coordinate and grow digital sales in five gymnastics competition, the 2016 AT&T everyone to be as honest as markets in Wisconsin and Minnesota. American Cup, this Saturday, Mach. Kanye. Then people were Working from WKOW-TV in Madison, 5, at 1:00 pm (ET) from the Prudential like, ‘OK, we don't know why WI, this individual will drive success Center in Newark, N.J. Gymnasts from 11 through others by engaging the local you're famous.’ countries are expected to compete in the management and sales teams to event, which is part of the International Jimmy Fallon execute multi-screen revenue growth Gymnastics Federation’s all-around that meets or exceed company goals. World Cup series. This position is built for personal and professional growth in an environment that values TUESDAY RATINGS independence and flexibility. CLICK HERE for details, then The Voice on NBC dominated the young demo on send cover letter, resume, and salary requirements to: Carol Tuesday night, but CBS had the most viewers, led by Rees at [email protected]. EOE NCIS. According to the Nielsen Fast Nationals NBC had an WRSP/WBUI has a rare opening for a seasoned average 2.5 rating in Adults 18-49 and 6.2 in Households, Account Executive in Springfield, IL selling FOX/ with an average audience of 10.150 million viewers. CBS CW. A strong account list will was a t 1.5 18-49, 6.7 HH and 10.561 million; FOX, led by be awarded to the ultimate New Girl, 0.8 18-49, 1.3 HH and 2.057 million; ABC 0.7 18- candidate. The ideal candidate 49, 1.6 HH and 2.489 million; Univision 0.7 18-49, 1.0 HH will be motivated with a strong and 1.784 million; Telemundo 0.5 18-49, 0.8 HH and 1.366 competitive spirit, relationship million; and The CW 0.3 18-49, 0.7 HH and 1.018 million. driven and a high sense of urgency. Weekly disciplines, THIS AND THAT proven New Business Volkswagen of America named Ronald Stach Vice development and ability to sell President, Sales for the Volkswagen brand, succeeding multi-platforms are required. If Mark Barnes, who has assumed responsibilities as Chief you are all of this wrapped up in one package, we want to Operation Officer at VW’sBentley of the Americas. Stach hear from you! CLICK HERE for more info or to apply now. most recently served as Director, South Central Region Equal Opportunity Employer. for Volkswagen of America……Relaxed rules by the U.S. Want to coach at Eastern Carolina’s most successful Olympic Committee mean advertisers who are not official TV station? Want to join a positive culture? Want to enjoy Olympic sponsors can run ads starring Olympic athletes beaches, sunshine and during this summer's Games but have to begin running happy days? Want to those ads no later than March 27 and have to run them control your own destiny continuously through the Games, August 5-21. Ad Age and make really decent reports that non-Olympic sponsors Under Armour and money? Be a leader PowerBar are among those planning to run ads featuring at Eastern Carolina’s Olympic athletes. number one, WITN! TV and digital is where it’s at! WITN is a Gray station and honored to work with the 2016 Station NEWSPAPERS WINNING AT LOCAL DIGITAL Group of the Year. TV Sales experience is a good thing. Continued from Page 1 Living the golden rule and a strong desire to help people is are getting 2 to 11 times the average of their peers. These necessary. Contact [email protected]. EOE frontrunners are typically part of a chain—benefitting from Media General’s KRON4, the Bay Area’s News Station, corporate investment in digital. Most were in the game is looking for an enthusiastic and highly self-motivated multi- early (think 1990s). They’ve made significant investments media account executive to sell commercial advertising in staffing, training and digital acquisitions. And they have along with creative, media partnerships to local businesses very diverse revenue streams, with no one ad category and advertising agencies. If you’re looking to marry your accounting for more than 25% of sales. If your company passion and drive for success, with a company that’s paving isn’t there, what are you doing to catch up? new roads in the world of communications, WE WANT YOU PAGE 2 TO JOIN OUR TEAM! CLICK HERE for more information 3/3/2016 or to apply now. EOE/M/F/V/D Background check and drug screen required. The Daily News of TV Sales @ www.spotsndots.com DEMS BOUGHT MOST SUPER TUESDAY SPOTS AVAILS Media Monitors has tallied broadcast TV spots in the WTAT FOX 24 in Charleston, SC seeks a self- Top 60 DMAs ahead of this week’s Super Tuesday voting motivated, high energy Account Executive. Position and found that Democrats dominated the airwaves. Hillary includes responsibility of creating and selling customized Clinton’s campaign aired 12,350 spots putting her in the developmental broadcast #1 position. Along with 165 spots added by the Planned campaigns as well as Parenthood Action Fund and 159 ads bought by the digital business solutions Service Employees International Union, her grand total for a wide variety of local for February 1 to 28 was 12,674 spots. Coming in #2 clients. Position requires was Bernie Sanders with 9,849 spots. He also received strong interpersonal & 58 additional spots from the Communication Workers of communication skills, creativity and attention to detail along America PAC CWA Working Voices with a desire to succeed. Direct sales bringing his total to 9,907 spots. A Tennessee man with experience preferred. If you are a self- On the Republican side, the Super ‘Psycho’ tattooed on his starter please apply now by sending your PAC Conservative Solutions bought forehead was arrested for resume to [email protected] 3,792 spots for Marco Rubio, while stabbing someone. Of course, and include “WTAT-Sales Executive” in his campaign ran 2,312 spots bringing if you have a tattoo on your the subject line. No calls please. EOE/ his total to 6,104 spots. Ted Cruz’s forehead, no matter what it Drug Free Workplace! campaign ran 2,702 spots along with his says, it says ‘Psycho.’ GSM Opportunity…Ready to kiss Super PAC Keep The Promise I which corporate good-bye? Tired of endless ran 666 spots and his other Super PAC Seth Meyers spread sheets and being trapped in Stand For Truth ran 62 spots. That the office answering to multiple levels? brings the Cruz total to 3,430 spots. Are your talents manifest best in the Donald Trump for President aired 2,280 spots. field fostering relationships, building business, leading Trump was targeted by the most “against” ads—721 and coaching? If you answered YES, and find working according to Media Monitors. Rubio was targeted in 661 with, not for, a small privately owned NBC affiliate located negative ads and Cruz in 311. All of the negative ads in the in Jackson, TN attractive, we want to hear from you. AEs, tally were dealing with Republican primary candidates, with LSMs and GSMs welcome. Send your resume and cover none on the Democrat side. letter at [email protected], or call 901.896.6088. Equal Opportunity Employer. ACCOUNT ACTIONS WNCN CBS North Carolina, Media General’s CBS Fiat Chrysler Automobiles has parted ways with affiliate in Raleigh, NC, has an immediate opening for a goal Wieden + Kennedy, Portland, OR, as its creative agency oriented sales professional. We have all the sales tools of record. W+K was best known for its Chrysler 200 ad and resources in order for you to succeed. Responsibilities featuring Eminem during its six years as AOR. Some include growing existing client billing, cultivating new FCA brands are already using other creative agencies, so business, and the ability to generate digital and non- it’s not clear whether an overall replacement for W+K will traditional revenue. Applicants for this position must be be sought……The $400+ million global media business driven, self-motivated professionals looking to take the next for Ikea is up for grabs. Defending the $100 million or step in their career. EOE M/F/V/D Background check/drug so portion spent annually in the U.S. is WPP’s MEC...... screen required. CLICK HERE to apply now. EOE Friendly’s has named Schafer Condon Carter, Chicago, National Sales Manager needed to direct the national as its new creative agency, succeeding Forge Worldwide. sales efforts of NBC Boston and NECN. The NSM will partner The ice cream-focused family restaurant is preparing a new with each national sales office, campaign to promote a value menu……Tart cherry juice BD and each NBC OTS Media brand Cheribundi has named BrandStar, Deerfield Beach, platform team (Digital, OOH, FL, as agency of record. etc.) to formulate sales goals and competitive advantage ADVERTISER NEWS strategies in order to achieve/ Continued from page 1 surpass revenue targets. Work with NBC Boston’s Sales than 330 locations in 26 states, but none farther West than Managers and Research department on sales planning and Denver. The company now wants to expand to the West pricing strategies, inventory management, market growth Coast, with California targeted for expansion this year. and revenue forecasting. Follow THIS LINK to learn more The American Pet Products Association says 62% of or to apply now. EOE. Americans are pet owners and spend more than $60 billion annually……While automotive sales continue at a great MORE AVAILS ONLINE @ SPOTSNDOTS.COM pace, there’s a warning sign that some problems may be Place a classified, email: [email protected] ahead: Fitch Ratings reports delinquencies on subprime auto loans are currently at the worst level since September SINCLAIR INTO THE CABLE NET GAME 2009. Experian had reported that 20.8% of all outstanding Sinclair Broadcast Group has closed on its previously auto loans are held by people with credit scores between announced acquisition of the stock of Tennis Channel 300 and 620, and Fitch’s analysis shows 4.98% of them are for $350 million. The acquisition is the first cable network at least 60 days delinquent. in Sinclair’s portfolio, but it is a large player in broadcast television. Including pending transactions, Baltimore-based PAGE 3 3/3/2016 Sinclair owns, operates and/or provides services to 171 stations in 81 markets and syndicates sports content. The Daily News of TV Sales @ www.spotsndots.com