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RETAIL Cmos MORE FOCUSED on REVENUES 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. Send sales-related job listing The Daily News of TV Sales Tuesday, December 13, 2016 to: [email protected] Copyright 2016. RETAIL CMOs MORE FOCUSED ON REVENUES MARKETING MUST DRIVE SALES GROWTH ADVERTISER NEWS There was a time when the mandate for retail Chief Progressive Grocer says the deal for Walgreens to Marketing Officers (CMOs) primarily revolved around a role acquire Rite Aid could still be completed before the end as global brand ambassador. A new report from Deloitte of the year, with sources reporting that Fred’s and Kroger and the CMO Council says those days are are gone. In and some private equity firms would take “substantial” its place has emerged a role for the CMO as an executive numbers of stores that have to be divested to get approval leader charged with advancing the growth strategies of for the buyout. That report gained some credence when the company—and making the cash register Fred’s reported its quarterly results last week ring. (If computer-driven registers such as the and added a “pending transaction” was in one pictured even have a ringing sound.) the works. If the deal gets done, Walgreens According to 27% of respondents, it is would operate more than 12,000 stores…… the CMO who is primarily responsible for the General Motors’ inventory as of December growth strategies and revenue generation 1 was 873,200 vehicles, the highest amount for the organization, just narrowly trumping of unsold vehicles in almost nine years and the CEO (22%) as the chief revenue driver. up 28% in just four months. The Chevrolet Not only do CMOs believe the role now Camaro is the most over-built model with centers on growth and revenue generation, a 177-day supply of vehicles on hand at but there is also a distinct belief that the current sales rates. Other models with organization, across senior management and way too much inventory are the Chevy board members, also expects growth to be the primary Cruze (121-days supply) and the Buick Enclave and mandate for marketers. GMC Terrain each with a 114-day supply on hand. The They are not alone, though. There is also support from industry average right now is a 73-day supply, and even many functional and line-of-business (LOB) leaders across that is above the 60-day supply considered ideal in the the organization when it comes to enabling marketing auto business……The Detroit News reports Fiat Chrysler leaders to achieve these growth mandates. Only 5% of is expected to introduce an all-electric version of the marketing respondents said they are not supported by Chrysler Pacifica next month. In what’s considered to be functional and LOB peers whereas 31% are enjoying an unusual move, the new vehicle will be unveiled at next cooperation and support. However, this is where cracks month’s Consumer Electronics Show rather than the begin to appear as many CMOs are still working to rally Detroit Auto Show……The now-merged Ahold Delhaize, support, with more than one in four leaders admitting that which operates the Peapod online grocery site, says it will support is only there “some of the time” and 37% noting double its e-commerce business by 2020. Post-merger, the that this cooperation varies by function and by leader. combined company estimates it has 141 million customers When asked what the role of marketing is specific in its trading area with only 40% having access to Peapod, to growth, only 6% of respondents say they are driving and 80% of Peapod customers also shop in Giant or Stop routes to revenue across all facets of the business, only & Shop supers……Here’s something unexpected: RH (the 4% are providing sales intelligence and key account former Restoration Hardware) reported a 3% decrease in insight support, and only 13% are working to retain and direct business (including e-commerce and catalog sales) grow customer relationships through improved customer with those direct sales down to 44% of company revenue experiences. Instead, many marketers are defining and compared to 47% a year ago……Roy Rogers Restaurants shaping the brand (44%) and executing campaigns to is launching a Roy’s Rewards loyalty app at company- attract customers and predispose prospects (42%). owned stores to be rolled into franchised units early next According to respondents, the top three critical year. The chain, at one time over 600 units, currently moments in a customer’s journey include evaluation of numbers about 50 Northeast locations and is looking for need (53%), brand consideration (44%) and search and franchisees as it attempts to rebuild a network……Casey’s discovery (41%)—all areas of acquisition that marketers General Stores continues its expansion on three fronts. It have most often been involved in and in which marketing has 39 new stores, 22 replacements stores and 37 major campaigns have proven most successful in the past. remodels currently under construction, with 84 more sites However, in an age when the connected, digitally driven under contract for new stores. 89 more locations went to customer has heightened expectations for relevant 24-hour operations in the last six months (bringing the total experiences, the survey analysis asks whether CMOs over 1,000), and 70 more locations now offer pizza delivery, should also be looking across the entire journey. with another 90 readying to get into the delivery business. PAGE 1 www.SpotsnDots.com NETWORK NEWS AVAILS NBC has scheduled Late Night with Seth Meyers WDBJ7 (Gray Television), the #1 rated legacy station New Year’s Eve Special for Saturday, December 31st located in the beautiful southwest region of Virginia at 10 PM (ET). The special will feature appearances by (Roanoke-Lynchburg) seeks a dynamic Account Jennifer Lawrence, Arnold Schwarzenegger, Leslie Executive to join our award-winning teams. The AE is Jones and Kelly Clarkson. Clarkson will perform It’s responsible for generating and closing new local direct TV Quiet Uptown from The Hamilton Mixtape……NBC’s This business, as well as selling digital advertisements. The ideal Is Us took a Golden Globe nomination for Best Television candidate has strong communication and presentation skills Drama Series, marking it the first time in 10 years a new and motivation to become the best! Outside media sales fall broadcast drama received the honor. Heroes, also experience preferred but not required. CLICK HERE to on NBC, was the last one in 2006. The nomination also learn more or apply now. Pre-employment drug testing and brought the broadcast networks back valid driver’s license required. EOE. in to the category after being snubbed A new global study finds KFVS-TV in Cape Girardeau, MO last year……The Blacklist spin-off, that people wind up enjoying has an immediate opening for a Local The Blacklist: Redemption has cast travel more than material Sales Manager. College degree and Terry O’Quinn (Lost) as Ryan Eggold’s items. So this Christmas, just experience in coaching and training character’s father. O’Quinn, who most drive your girlfriend to the AEs preferred. We want a manager recently starred in ABC’s Secrets & who is team oriented and can work jewelry store, then tell her, Lies, will be a recurring guest star on toward budget achievement for multiple the series as head of the international ‘The trip here WAS the gift.’ platforms. Must be organized, have private military contracting firm. The Jimmy Fallon exceptional time management skills, Blacklist: Redemption will debut on NBC a minimum of five years of television Thursday, February 23rd at 10 PM (ET). advertising sales, and be proficient in It will air for eight weeks before the return of The Blacklist selling and managing digital platforms. Experience with on Thursday, April 20th……The 2002 bestseller Basket Matrix, One Domain, and Wide Orbit is a plus. CLICK HERE Case from Carl Hiaasen is being developed as a drama and attach your resume when applying. EOE M/F/D/V. for FOX. The series follows a former hotshot investigative WYFF 4, the Hearst Television NBC affiliate in reporter who now writes obituaries. Basket Case will be Greenville, SC seeks a superstar Account Executive. We produced by Jeff Eastin (Graceland and White Collar) and need an experienced sales professional Jason Winer (Life in Pieces). This will be Eastin’s second who can excel with some of the top drama sale at FOX. He also has Miracle Commission accounts while achieving goals across under a script commitment……A new series from Tina Fey, all platforms. Do you have a commitment Tracey Wigfeld and Robert Carlock will debut on NBC to excellence, a track record of New on Tuesday, April 25th at 9 PM (ET) and a new comedy Business success, and like to have with John Lithgow called Trial & Error will debut on fun? Then come work at one of the best NBC following The Voice on Tuesday, March 7th……The television stations in the country. Google Big Bang Theory on CBS, This Is Us on NBC, Empire “Greenville, SC Top 10” and see why on FOX and ABC’s Modern Family and Designated everyone wants to live here! CLICK HERE to apply. EOE. Survivor all posted gains for the week of November 28th when the Nielsen 18-49 Live +3 ratings were tallied. Big Bang and This Is Us gained 1.5 points each, Designated SUNDAY RATINGS Survivor and Modern Family grew by 1.2 points and Empire was up 1.1 points……ABC’s Nightline co-anchor and Chief National Correspondent Byron Pitts has been named a 2017 Horatio Alger Award recipient.
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