www.spotsndots.com Subscriptions: $350 per year. This publication cannot be distributed beyond the office of the actual subscriber. Need us? 888-884-2630 or [email protected] The Daily News of TV Sales Monday, September 24, 2018 Copyright 2018. AUTO AD DOLLARS IN PLAY: HOW TO STAY IN THE GAME BE THE MOST EDUCATED PERSON IN THE ROOM ADVERTISER NEWS Magna Global’s updated forecast for 2018 predicts local Ford’s latest commercial for the segment-leading F-150 TV revenue will increase 9.1 percent this year. But the pickup is meant to remind viewers where the Chevrolet increase is mostly due to political dollars, not traditional Silverado and Ram 1500 stand. The 30-second spot, categories like automotive. In fact, auto ad dollars to TV called Big Dog, reinforces the nameplate’s leadership in the were down 8 percent in the first half of this year, while full-size pickup segment and features a Great Dane, sand digital media dollars were again the big winner. sculptures and actor/comedian Denis Leary, a veteran of Spots n Dots asked Jim Doyle & Associates President F-150 ads. Ford’s F series has been the nation’s top-selling John Hannon and Executive VP Tom Ray how local pickup for the past 41years, but competition is increasing. The sellers can compete in a digital world. Silverado, GMC Sierra and Ram 1500 have been updated When it comes to TV, “Local dealers are overlooking the this year with new engines, interiors and unique features... audience,” Ray says. “Interesting that the biggest dealers Country Archer Jerky, a California-based producer of in the market are the ones that are using TV clean-label jerky, meat sticks and meat bars, regularly. The smaller dealers are migrating has raised $10 million from Monogram Capital away, chasing an alternative. TV is still the Partners, the third investment by the firm, most powerful medium.” according to Food Business News. Country Hannon says dealers still need help with Archer uses grass-fed beef, antibiotic-free marketing, especially due to the fact that car turkey and pork to produce its jerky and other sales are expected to decline in 2019. products, which are sold at Whole Foods In fact, “total 2018 U.S. auto sales are going Market, Kroger, Sprouts, Target and Costco. to be hard pressed to match the 17.25 million Meat snacks are one of the fastest-growing sold in 2017. Interest rates are rising, which will categories in snack foods today. Sales of jerky push longer loans and credit-challenged sales. More used topped $1 billion in 2017, and the market is expected to vehicles will come into play as an affordable alternative to grow 4.2 percent on an annualized basis through 2022, new. Manufacturers will try to push sales with incentives according to NOSH... A new Technomic Consumer Brand and lease deals. If the East Coast hurricane auto damage Metric survey shows Olive Garden fans love the restaurant is substantial, auto sales in those regions will soon be for the food, takeout packaging, kid-friendly atmosphere and brisk. As we saw during the Texas and Florida hurricanes, “advertising that makes people hungry.” “Since the majority there were inventory issues in other parts of the country as of advertising and the reputation of Olive Garden seem to manufacturers prioritize hurricane-battered region dealers revolve mostly around its unlimited breadsticks and salads as first in line for replacement inventory. If a dealer can’t and Pasta Passes, I think it’s safe to say that those are the get inventory, that minimizes advertising demand. biggest reasons consumers continue to go to and love Olive “2019 is going to be one of concern for car dealers,” says Garden,” said Lizzy Freier, managing editor at Technomic, Hannon. “As a result, dealers will not have the appetite in a conversation with MarketWatch... Walmart was hit to gamble with their advertising dollars. Digital and TV with a class-action lawsuit by the U.S. Equal Employment sellers need to confidently provide proven solutions that Opportunity Commission last week. The suit alleges are backed up with testimonials and stories that remove that women at a Walmart warehouse in Menomonie, Wis., buyer risk.” were the victims of pregnancy discrimination. According to But no matter, manufacturers “are convinced that dealers the filing, Walmart refused requests for accommodations, are having measurable success using digital media as including taking a lighter workload. Instead, the retail giant they recommend and sometimes require the local dealer allegedly forced the pregnant warehouse workers to take to use certain digital.” unpaid leave, according to Reuters... Wegmans Food Ray adds that for TV sellers to compete in the new world, Markets opened a location in Lancaster, Pa., over the “they have to be the most educated in the room as to how weekend, its 98th store... Ross Stores will donate $150,000 their ‘tradigital’ platform (Ray’s term for the combination to the American Red Cross in support of Hurricane of TV and digital advertising) delivers results. Success Florence relief. The company is also accepting customer stories, (and more) success stories. Understand the tools donations through Friday at all of its 1,453 Ross Dress for that work.” Less stores, and its 227 dd’s Discounts locations. Florence Local TV has the ability to drive (buyers) directly to the has claimed more than 40 lives to date in addition to leaving dealer website, and the ability to stimulate the marketplace behind billions of dollars in damage ... Dallas based Wisteria with incentives, financing offers, payments, etc. TV can said last week it has sold the company created first as a reinforce that “now is the time to buy.” When one drops TV catalog in 2000 to UK-based OKA Direct Ltd. Wisteria, in they lose the ability to pull the sale forward with consumers addition to its catalog and e-commerce business, has two that may not be in the market to purchase yet. stores in Dallas and a staff of more than 100. OKA employs (www.jimdoyle.com) 250 people. NETWORK NEWS AVAILS Deadline reports that Saturday Night Live veteran WKMG-TV/Graham Media Group’s CBS Affiliate Kenan Thompson is setting his sights on primetime. located in beautiful Orlando, Fla., has an opening for an In one of the biggest deals for a comedy project so far experienced Account Executive. We are looking for an this season, NBC has given a production commitment AE who’s highly motivated, can grow revenue on existing to Saving Larry, a single-camera comedy starring accounts and secure new advertisers. Ideal candidate Thompson. Its backers include SNL creator and executive will have in-depth knowledge of television and digital producer Lorne Michaels. Saving Larry centers on a dad advertising platforms. You will have a proven track record (Thompson) who, after his wife dies, has to be both mother of producing revenue on multiple platforms, strong new and father to his kids. Last year Thompson officially became business development experience, the ability to negotiate the longest-running SNL cast member, with 15 seasons effectively and strong closing skills. CLICK HERE for under his belt… Speaking of Saturday more info or to apply now. EOE Night Live: Ego Nwodim is the new KXLF Communications has a rare cast addition on NBC’s venerable late- One huge perk about opening for a Director of Sales to night sketch show. Its 44th season being famous is, you lead the advertising sales department premieres this weekend, with host Adam can walk into any Olive for KBZK-TV and KXLF-TV, the Driver and musical guest Kanye West. Garden restaurant CBS-affiliated television stations in Nwodim has a slew of guest-starring and get free unlimited Bozeman and Butte, Mont. The DOS acting credits, including CBS comedies breadsticks. is responsible for actively recruiting a 2 Broke Girls and Living Biblically and sales staff that will consistently improve NBC limited drama series Law & Order Conan O’Brien the station’s position as the market True Crime: The Menendez Murders… leader, and maintaining a positive, Laurie Holden is joining the new Fox energized sales team. 2-3 years of legal drama series Proven Innocent in a recurring role media sales management and/or equivalent sales and opposite Kelsey Grammer. Proven Innocent follows a management combined experience required. College criminal defense firm led by Madeline Scott (Rachelle degree or equivalent experience preferred. Resume and Lefevre), a fierce and uncompromising lawyer with a references to: [email protected]. EOE hunger for justice. Holden, best known for her co-starring Account Executive: KTVU/KTVU+ (San Francisco role as Andrea Harrison on AMC’s The Walking Dead, will Bay Area) seeks an AE to maintain and improve existing play Greta Bellows, the wife of Gore Bellows (Grammer), client list and generate new business on our FOX stations/ the hard-as-nails and tough-on-crime state’s attorney. Also websites. Involves local co-starring in the series are Russell Hornsby, Vincent travel to call on regular and Kartheiser, Riley Smith, Nikki M. James and Clare prospective clients. Bachelor’s O’Connor… CBS has put in development the drama Far Degree plus 4 years major- Rockaway, which is based on the Spanish format titled market experience in Estoy Vivo. In Far Rockaway, a workaholic New York transactional and online advertising is required. Must Police Department detective killed in the line of duty is have a valid California driver’s license with a good driving granted a second chance to return to earth in the body record. Qualified candidates should submit resume and of another cop in order to bring his killer to justice and cover letter online at www.ktvu.com/jobs. EOE/M/F/ heal the fractured family he left behind... NBC has put in Disabled/Veteran development Strong Justice, an hourlong drama inspired Local Sales Manager: Spectrum Reach is looking for a by Marlo McGuire Graham and Ethel McGuire. It centers dynamic sales leader to manage and drive revenue in the on the FBI’s first-ever mother-daughter duo, Special Agents Reno, Nev., market. The LSM will build and direct a cohesive Etta and Memphis Strong, who strive to be exceptional team of Advertising AEs, develop market approach plans, investigators despite sexist and racist hurdles… ABC has create, communicate and execute sales plans and other put in development Everything’s Under Control, a single- market initiatives to meet and exceed expected revenue camera comedy about a working class Midwestern family. goals. Three or more years of management experience in The show centers on a family that’s just barely keeping Cable, TV broadcast, Radio (or other media), business-to- it together, and then their grandmother gets Alzheimer’s. business sales, and a Bachelor’s or Master’s Degree are ABC has been making a push toward such working-class required. Resume to: [email protected]. EOE comedies following the success of the rebooted (and then KCCI, the market-leading Hearst Television CBS cancelled) Roseanne and spinoff The Conners… Major affiliate in Des Moines, Iowa, is seeking an Crimes alumna Kearran Giovanni is set for a recurring experienced National Sales Manager. You will role on the upcoming second season of the CW’s Black work in one of America’s most recognized cities Lightning. The series focuses on Jefferson Pierce (Cress for business climate and quality of life, not to Williams), a father of two daughters and principal of a mention its central role in political discourse charter high school, who is pulled back into the fight as the and advertising. The ideal candidate will have wanted vigilante and DC legend Black Lightning. Giovanni a keen attention to detail. KCCI will provide “best in class” will play Cutter, a mercenary trained by British intelligence. multi-platform products and excellent compensation. Click Giovanni played the lead role of Amy Sykes on TNT’s HERE to apply. WATCH. EOE Major Crimes, which wrapped its sixth and final season earlier this year. See your ad here tomorrow! CLICK HERE for details. 9/24/2018

The Daily News of TV Sales @ www.spotsndots.com PAGE 2 JAR PAPER SAYS TV IN NEED OF NEW METRICS SOCIAL MEDIA COMMERCE NOT YET A THING As the nature of TV advertising continues to evolve, More than of half of U.S. adults (58%) say social media marketers no longer have the tools to accurately determine influences their purchase decisions, compared with 45 what messages connect with consumers. That’s according percent in 2016. But few people have actually purchased to a paper in the Journal of Advertising Research (JAR), anything through platforms like Instagram and Snapchat, whose results were reported by marketing intelligence firm according to a study by digital commerce firm Sumo WARC. Heavy, reported by Retaildive.com. Gian Fulgoni, the founder and former chairman/CEO of Eighty-two percent of those participating in the study have comScore, discussed this subject in an article entitled “Why yet to transact using “buy” buttons or other forms of social marketers need new measures of consumer engagement: commerce. Most people are wary because of security and How expanding platforms, the 6-second ad, and fewer ads privacy concerns. alter engagement and outcomes.” And there’s mounting evidence that Fulgoni says in today’s cross-platform for all the attention Amazon’s Alexa world, marketers need new measurement A team of scientists recently gets, little is being bought through her systems that can address the way completed a study of the effects voice interface. advertising is responding to what the of the drug MDMA on octopuses Forbes quotes people familiar with consumer wants: more platforms, less — which was part of a bigger Amazon’s internal figures, saying only 2 clutter, and fewer interruptions. experiment of what happens percent of those who own devices with Fulgoni says that, as a response, six- when you give scientists LSD. Alexa — the digital assistant embedded second ads are becoming the new 30. in a growing number of smart home He notes that in the first quarter,Extreme Seth Meyers products, including the Echo line of Reach’s Video Advertising Benchmark Bluetooth speakers — have bought Report found that use of six-second ads something via voice this year. grew 300 percent over a year earlier, and that the format Out of some 50 million Alexa-enabled devices sold accounted for 2.8 percent of all video advertisements. through to households, just 2 percent are saying “buy.” Complicating matters is that mobile and social media have And the vast majority of those who did — 90 percent — created an unprecedented level of potential distraction for opted not to repeat the process. viewers of TV and video ads. But Forbes reports that while Alexa in particular, and “This creates an urgent need to measure consumers’ voice in general, haven’t disrupted retail, it’s only a matter attention to and engagement with advertisements in this of time before that changes. world of altered viewing behaviors.” Fulgoni says new metrics are needed for measuring SHOULD CAR DEALERS ADVERTISE IN NFL GAMES? unduplicated viewing and delivered ad frequency at the In addition to the insights on page 1, we asked Jim Doyle granular level of show by platform, geography and day & Associates President John Hannon and EVP Tom part. Those metrics, he says, must integrate live and time- Ray about advertising during NFL games. delayed viewing — while capturing the degree of attention Some ad experts argue it’s not a good investment for a to advertisements of varying length. local dealer. But Hannon and Ray disagree. “Sports is a great platform, watched real-time, on huge THIS AND THAT screens, and why manufacturers buy (ads during NFL Comcast has triumphed in the intense battle to acquire games) to launch new product,” says Hannon. Sky – beating U.S. rival 21st Century Fox to the “crown Adds Ray: “These (live NFL games) are a great place to jewels” of European pay-TV. This comes seven months invest in auto advertising. Less DVR’ing of these games after the NBC Universal owner swooped in to usurp Rupert compared to regular programming, so viewers are a Murdoch’s company. The Hollywood studio paid $40 billion captive and extremely loyal audience, and they are an for Sky, a move that saw Comcast CEO Brian Roberts extremely valuable audience to target.” finally outmaneuver Disney boss Bob Iger, who was And there’s a bonus, says Ray. “Since manufacturers backing the Fox bid. The acquisition now awaits shareholder like these games, there is a pretty good bet a local dealer approval... Hearst has completed its previously announced can get close to a manufacturer commercial to piggyback acquisition of WPXT-TV from Ironwood Communications their local message. Still, some dealers may have sticker following regulatory approval. The CW-affiliated station, shock over the price of premium games and may seek which carries MeTV and MyNetworkTV programming on alternatives.” its digital sub-channels, serves the Portland and Auburn, SATURDAY NIELSEN RATINGS - LIVE + SAME DAY Maine television market. Hearst Television owns the market’s ABC affiliate, WMTW-TV… NBC News says the Congressional Leadership Fund is investing another $13 million in television ads aimed at defending GOP-held seats across the U.S., all while expanding its reach into five new congressional districts. CLF is already the biggest outside advertising spender in the battle for the House majority, thanks to a massive fundraising effort. The new reservations bring the group to a total of $85 million in TV advertising reservations alone. 9/24/2018

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