television advertising pricing in the united states chapter 2
DESCRIPTION
TRANSCRIPT
![Page 1: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/1.jpg)
TELEVISION ADVERTISING PRICING IN THE UNITED
STATES Chapter II
![Page 2: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/2.jpg)
American commercial broadcast networks obtain the vast majority of their revenue from advertising and most of it, its sold in a hetic two-week period known as the upfront market.
The rest is sold durign the rest of the year in the so called scatter market.
![Page 3: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/3.jpg)
Advertisers spend more money in Television than any other medium.
Television advertising represents
40-45% of national advertising media spend.
![Page 4: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/4.jpg)
There are three major groups of players in the market of television advertising:
Advertisers Advertising agencies Television Network Control
![Page 5: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/5.jpg)
The advertisers are major corporations whom have multimillion budgets on advertising.
In the 2008 the 5 major advertisers where: P&G AT&T
General Motors Verizon Communication
Toyota
![Page 6: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/6.jpg)
Advertising agencies the enterprises that works with the advertisers to develop advertising campaings
Some of the biggest transnational advertisign agencies are:
BBDO
Ogilvy & Mather McCann-Ericson
JWT
![Page 7: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/7.jpg)
The television networks are one or more chanels of distribution for national broadcasting.
There are two types: ! Broadcast networks Which consist currently of ABC,CBS,NBC and Fox who provide a diverse variety of content for a broad audience. ! Cable networks Who deliver their products throug cable of satellite. In terms of total audience, the bigger ones are:
Nickelodeon Nick at Nite Disney Fox News Channel USA
![Page 8: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/8.jpg)
The reach of a comercial is the number on unique viewers who saw a comercial.
The frequency is the average number of times that each viewer saw the comercial.
There are rating agencies which keep track of this data in terms of media and comercial impressions.
The stardard measure of price or cost in television industry is the CPM (Cost per thounsand impressions).
![Page 9: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/9.jpg)
Pricing in the Upfront Market
![Page 10: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/10.jpg)
Structure of the Market The television season of the US runs from
September or October of one year through May of the following year.
Advertising for a season is sold in two markets.
![Page 11: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/11.jpg)
The Upfront Market: Take place late in May shortly after the networks announce their new programming for the upcoming season.
The Scatter Market: is the inventory of sales after the upfront has occurred. Is used by smaller advrtisers who wish to purchase additional advertising time on top of what they purchase in the upfront .
![Page 12: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/12.jpg)
Pricing in the Upfront Market
Program scheduling and formatting.- The firs step in the planning process is the development of the programming schedule for the upcoming season. Each season is a mix of continuing programming.
Estimating the audience.- Once the scheduling is complete the network estimate the audience of each show. History can be used to generate accurate estimates for programs with consistent audiences.
![Page 13: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/13.jpg)
Establishing the upfront rate card.- After a network has estimated the audience for its shows, it calculates a target CPM for each daypart.
Final Pricing in the Upfront Market.- Once the advertising agency and network have agreed on a proposed programming mix, they will negotiate over the price. If demand by the agencies is higer than anticipated, then the CPMs will be higher than the network anticipated, If demand is lower, then CPMs will be lower.
![Page 14: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/14.jpg)
Scatter Market Pricing
![Page 15: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/15.jpg)
The networks an initial develop skater market rate card at the same time they develop the upfront rate card.
The network updates the scatter market to reflect the anticipated inventory position after the upfront sales.
If a networks exceeds its targeted upfront volume, less inventory than anticipated will be available for the scatter market.
![Page 16: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/16.jpg)
In a very difficult upfront, the network may elect to reduce the number of units offered for sale.
Higher than anticipated demand will increase scatter rates while lower demand will reduce scatter rates.
![Page 17: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/17.jpg)
Audience guarantees and option cutbacks
There is considerable risk that the promised impressions will not materialize as planned.
Guaranteed CPMs turned out to benefit both advertisers and networks.
They benefited advertisers by taking the risk out of buying.
![Page 18: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/18.jpg)
Audience guarantees and option cutbacks
By selling CPMs instead of slots, the networks could bundle and sell all their inventory.
A unit removed from the scatter market in order to support a deficiency from the upfront market is called Audience Deficiency Unit (ADU).
![Page 19: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/19.jpg)
Alternative Inventory
The networks also sell other types of advertising inventory and services:
Direct Response (DR). Advertisements exhort the viewer to call a toll free number to recive a special offer. They are priced significantly below the rate card.
Per Inquiry (PI). Is an offshoot of direct response advertising that is priced according to the number of inquires recived by the advertiser´s number.
![Page 20: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/20.jpg)
Alternative Inventory
• Video on Demand. Is offered by many cable providers. The pricing model for a video on demand is still in its infancy because issues are being resolved.
• Web TV. Television programming is increasingly distributed via internet both directly from the networks own sites. One advantage is that using cookies it is easy to identify the viewer.
![Page 21: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/21.jpg)
Optimal Placement
Is the process of scheduling
advertisements into slots.
The advertiser provides broad guidance, which include total budget, flighting, atc.
This task needs to be performed during the highly intense upfront market when the network is simultaneously
negotiating with all of its customers.
![Page 22: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/22.jpg)
The future of advertisement pricing
![Page 23: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/23.jpg)
From de the mid-50s through the 70s , the industry was a static oligopoly dominated by the “Big Three”:
Since the mid-70s, two events have disrupted that triopoly:
1. The expansion of nationwide cable (and later satellite) service.
2. Internet
![Page 24: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/24.jpg)
The broadcast networks still retain a high level of dominance
But the fact that the market for television advertiseing has not fundamentally changed in more than 50 years does not
mean that it won´t change in the future.
![Page 25: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/25.jpg)
The internet may well be the force that finally disrupt the fundamental television business model
It has 2 clear advantages for advertiser over traditional television: 1. Enables advertisements to be targeted to individual customers
much more selectively than television. 2. Enables far more accurate realtime measurement of response to
advertising via click rate measurements.
![Page 26: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/26.jpg)
In response to the challenge of the internet, there are many different initiatices underway to shape the “television of the future”
There is one area in wish television currently holds the advantage over the internet:
For dramas, to comedies, to reality TV , network and cable TV have demosnstrated an ability to consistently develop, produce, and deliver
dramatic content that millions of people want to watch.
![Page 27: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/27.jpg)
CONCLUSION
There observers believe that the upfront market creates an atmosphere in which advertisers will pay more than they otherwise would for inventory for
fear of being shut out of popular shows and/or paying much higher rates on the spot market.
There are many pricing and revenue management decisions faced by advertisers, agencies, and broadcasters that could be improved through
the use of better analytics and decision support
![Page 28: Television advertising pricing in the united states chapter 2](https://reader033.vdocument.in/reader033/viewer/2022051513/54714807b4af9fb40a8b4b45/html5/thumbnails/28.jpg)
AZTECA VS IBOPE The collapse of the pay per rating method in México
The Scandal
http://www.milenio.com/cdb/doc/noticias2011/a48d3e9d95aadaf7fced12b885314d00
This days…
Televisa still works with IBOPE and they still set the prices based on the cost per rating points, but Azteca cut all the business relations with IBOPE
and now charge based in fixed prices for every product (spots and integrated product) depending on the Tv Schedule:
Mañana 7 -14 hrs
Tarde 14-18 hrs
Premium 18-00 hrs