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RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
X-Treme Co-op
Brandeis C. Hall VP, Professional Development Radio Advertising Bureau
Working with Dealer Groups and Distributors
Calculating the Co-op $$
Some $23 billion of media advertising
is financed through co-op programs.
Source: 2012 Borrell Associates
Radio gets just a fraction of it.
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
• On-Air
• Online
• Signage
• Events
• Promotions
Co-op funding is available for…
And more you haven’t even thought of…
If not radio, who is getting the money?
Heaviest Media Co-op Users:
Newspaper
Yellow Pages
Magazines
Other Print
Broadcast TV
Cable
Radio
And now…Digital
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Why do manufacturers provide co-op?
Armstrong World Industries Co-op Usage Study: Dealers
Group 2
+ no co-op funding
x 3 years
Results: Group 1 = 3 x greater sales growth
Group 1
+ co-op funding
x 3 years
Calculating the Co-op In your Market
$30 per capita x Market Population
Two-thirds is usually spent in local media
One-third goes unused
50,000 people x $30 = $1.5 million.
$1 million is used – $500,000 wasted.*
Source: Revenue Development Systems
Calculating Co-op In your Market
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Market # 1: New York, NY
Population: 15,730,000
15,730,000 people x $30 = $471,900,000
$ 314,600,000 is used in local media
$157,300,000 is UNUSED.
Calculating Co-op In your Market
Market # 25: Pittsburgh, PA
Population: 1,988,200
1,988,200 people x $30 = $59,646,000
$39,764,000 is used in local media
$19,882,000 is UNUSED.
Calculating Co-op In your Market
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Market # 50: Hartford-New Britain-Middletown, CT
Population: 1,054,800
1,054,800 people x $30 = $31,644,430
$21,096,000 is used in local media
$10,548,000 is UNUSED.
Calculating Co-op In your Market
475,400 people x $30 = $14,262,000
$9,508,000 is used in local media
$4,754,000 is UNUSED.
Market # 100: Boise, ID
Population: 475,400
Calculating Co-op In your Market
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Basically, $10 per person
in your market goes unused…
Every year.
So, let’s go get it…
Calculating Co-op In your Market
Three Ways to Use Co-op Effectively
•Retail Programs
•Dealer Group Programs
•Distributor Programs
Using Co-op Effectively
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Retail Programs
Work with a single retailer to use accruals from one or more vendors to advertise multiple
products/services
Calculating Co-op In your Market
1. Visit the Retailer.
2. Ask what brands they carry that have co-op.
3. Use Rab.com to research brands that offer co-op.
4. Put a program together.
5. Contact Manufacturer: Get program details, script approval.
6. Run the program.
7. Bill the retailer.
8. Fill out the affidavits, get copies of the retailer’s paid invoice.
9. Send to the manufacturer.
Retail Programs
Calculating Co-op In your Market
10. Make sure retailer got the reimbursement.
11. Start over.
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Dealer Groups and Wholesale Distributors are a source
of untapped revenue for radio.
The BIG Co-op Money is in:
Dealer Groups and Wholesale Distributors
Why Target Dealer Groups and Distributors?
• Better use of your time
• Volume – in aggregation of money
• More campaign options
• More brand options
• Better consumer engagement
Dealer Groups and Distributors
Selling Dealer Groups
Does Market size matter?
Yes…and no.
Large markets:
• More retailers
• More dollars
= Bigger campaigns
Smaller markets:
• Per capita retailers
• Combined dollars
= Media access
Selling Dealer Groups
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Integrated Co-op Programs:
• Dealer-tagged commercials
• Micro-site & other digital options
• In-market station event options
• Relevant cause marketing affiliation
• Distributor-approved promotions
• Customized dealer newsletter
featuring upcoming opportunities
• Other options as desired.
What do we sell them?
Selling Dealer Groups
Dealer Group Programs
Work with a single manufacturer to use accruals from multiple retailers to advertise
one or more products.
Selling Dealer Groups
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Sign up multiple retailers for a full year’s
schedule based on their joint allowances on:
• One product with high turnover (i.e motor oil, cars, etc.)
• Various products that can be spotlighted at different
times of the year.
Selling Dealer Groups
Step 1: Pick your category
Top Dealer Group / Distributor Categories:
• Appliances
• Automobiles
• Automotive Aftermarket
• Beverages (incl. liquor)
• Boats
• Building Materials
• Consumer Package Goods
• Electronics
• Farm Equipment
• Flooring
• Franchises
• Hardware
• Heating /AC (HVAC)
• Insurance
• Lawn and Garden
• Motorcycles (ATV / Water)
• Optical
• OTC Pharmaceuticals
• Paint
• Plumbing
• Power Tools
• Real Estate
Selling Dealer Groups
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Step 2: Select A Consumer-Motivating Theme
Summer Splash Auto Racing Winterize your car
Selling Dealer Groups
Example: Baquacil
Summer Splash Sweepstakes
Objective
• Drive traffic to local dealers
• Increase awareness of product
Idea
• In-store Consumer Sweepstakes program
(Register-to-Win free Doughboy pool / year supply of Baquacil)
• On air commercials
• POS displays
• Flyer distribution at events
• Remotes at Dealer locations
Selling Dealer Groups
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Step 3: Get an ‘Inside Man’
Find the central source of merchandise – usually the manufacturer’s rep.
The rep knows:
• Who are his biggest customers
• How much merchandise each retailer has bought
• If other market funds are available
Selling Dealer Groups
1. Ask the retailer how the store usually makes
contact. When they need him in a hurry, how
do they get through? The store should have
some shortcut to suggest.
2. Google / Bing
3. Phone Book
Tracking Down the
Elusive Manufacturer’s Rep…
Selling Dealer Groups
If you already have a good relationship with a retailer…
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
The rep may travel extensively…
Most national manufacturer representatives don’t have offices
-- they work out of their homes. Monday and Fridays are
excellent days to reach them.
Most travelling salespeople like to get home early on Fridays.
This makes it prime time to call. If you get the machine, the
rep may be there, listening and handling paperwork. Make
yours the one the rep wants to return out of curiosity.
A day or two before a holiday weekend can actually be a
good time. The rep may return to the office early because it’s
been a tough day to see the retailers.
Selling Dealer Groups
There’s nobody who responds to a good sales pitch better than someone who sells. You have 30-seconds to register.
Use your own style.
Be comfortable.
Make sure it’s justifiable.
And sell a concept that will make money for both of you.
Selling Dealer Groups
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Have your elevator speech ready for the voicemail
Who you are: “Hello, my name is _________________”
Who you are with: “I am a broadcast marketing specialist WRAB”
What you do: “I specialize in creating successful integrated promotions and
marketing programs using Radio.”
Purpose of the call: “I am calling to arrange a time for us to meet to
share how I can increase sales for you and your retailers.”
Ask for the appointment: “Could we meet next Wednesday at 2:15?”
Selling Dealer Groups
If your station is impressive, bring them there.
Use the show biz. Take them on a tour.
Seeing the station makes them feel comfortable with
the idea and gets them excited.
If the station isn’t the right place to meet, pick a restaurant.
Selling Dealer Groups
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
In Four Easy Steps…
1. You and the rep co-sign a
letter inviting the dealers
to participate in a group
campaign. The letter
explains concept, timing
and price. You might
include a reply card.
Setting Up The Group Meeting…
Selling Dealer Groups
Selling Dealer Groups
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
In Four Easy Steps…
2. You don’t want to go out and call
on all dealers individually. If the
territory is spread out, you may not
even want to have a meeting. With
the rep’s encouragement and help
on the phone, plus a follow-up
letter, many dealers may buy in by
signing and returning a simple
contract.
Selling Dealer Groups
Setting Up The Group Meeting…
In Four Easy Steps…
3. The rep may agree to sell the dealers the concept while making sales calls on is own. This is ideal for many sellers as the ultimate time-saver.
4. The rep may not agree to sell dealers for you, but may participate in a meeting with dealers which you organize. You and the rep take turns selling them in at the meeting.
Selling Dealer Groups
Setting Up The Group Meeting…
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Issue an invitation well in advance, mention refreshments.
Many meetings include raffles.
Sell with lots of enthusiasm and sizzle. If you can, bring ‘em to
the station. Otherwise, book a nice hotel.
Whoever is charged with selling the dealers individually
(you or the manufacturer’s rep) makes the pitch.
Dealers are asked to sign up at this meeting
Tips For The Group Meeting
Selling Dealer Groups
Dealer Co-op For Sponsorships
Selling Dealer Groups
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Marketing Tools…including:
Formula 1 display car
C6 Corvette display car
Video race car simulator
BIGFOOT® monster truck
Banners
Displays
Mailers
Radio scripts
Print ads
Etc.
Dealer Co-op For Events…
Selling Dealer Groups
In many markets, dealers are given incentives for participation.
The manufacturer wants their dealers to advertise.
They want enthusiasm and momentum.
The station and manufacturer create a gift-with-purchase deal.
Build the trip price into the package…and buy the trip at a
discount via a quantity purchase.
Using Incentives
Selling Dealer Groups
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Gift-With-Purchase
• Every dealer who buys on site, receives a trip
• Dealers like association w/station and manufacturer
• Manufacturer strengthens relationships w/ dealers
• Station has more participants = more co-op dollars
• Station trades out trip or buys at volume discount
Selling Dealer Groups
Dealer Incentive Example:
Apportion 10% of the package cost for incentives and mark
up the package price to cover it. Make it clear on the
invoice and work it out in advance with the manufacturer’s
representative or regional distributor.
Some co-op programs will actually pay for a trip used as a
consumer prize.
Selling Dealer Groups
Incentive Pricing:
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Kwikset Locks
• 1000 keys are given away through Kwikset retailers
• Consumers draw a key and try to open a door
• The lucky key holder wins a trip
• The cost of the trip is written into the campaign
• Dealers are pleased with additional store traffic
Selling Dealer Groups
Consumer Incentive Example:
Banner ads
Streaming
Auctions/Deals
Social
Mobile
Sponsorships
Online video
Podcasting
Directories
Contests
Internet Co-op Funding
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Present Digital Co-op As Means for Expansion
Co-op should always be positioned as a means of
expanding, and not reducing an ad program.
• Banner sponsorship
• Audio commercial
• Video commercial
• Pre-rolls
• Player banner ads
• Player sponsorships
Internet Co-op Funding
Distributor Co-op Banner Ads
• Banner sponsorship
• Audio commercial
• Video commercial
• Pre-rolls
• Player banner ads
• Player sponsorships
Selling Distributors
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Distributor Co-op Sponsorships
Selling Distributors
Wholesale Distributor Programs
Work with a single wholesale distributor to use accruals to advertise one or more
products from multiple vendors
Selling Distributors
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Step 1: Pick your category
Top Dealer Group / Distributor Categories:
• Appliances
• Automobiles
• Automotive Aftermarket
• Beverages
• Boats
• Building Materials
• Consumer Package Goods
• Electronics
• Farm Equipment
• Flooring
• Franchises
• Hardware
• Heating /AC (HVAC)
• Insurance
• Lawn and Garden
• Motorcycles (ATV / Water)
• Optical
• OTC Pharmaceuticals
• Paint
• Plumbing
• Power Tools
• Real Estate
Selling Distributors
Step 2: Select A Consumer-Motivating Theme
Home Improvement
Sporting Events Themed Holidays
Selling Distributors
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Distributor Co-op Online March Madness Pick & Win
Selling Distributors
Distributor Co-op Online
Branded w/ Heating & Air Distributor to the tune of $25,000
March Madness Pick & Win
Selling Distributors
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Wholesale Distributors…
Step 3: Make Contact
• Represent multiple brands
• Have powerful sales forces
• Always have co-op funds available
Selling Distributors
Wholesale Distributors…
They buy the goods.
They own the inventory.
They own the co-op.
Selling Distributors
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
In Four Easy Steps…
1. Present the wholesale distributor the
concept.
“We put together an integrated
campaign to use your co-op
effectively.”
We help you sell in and sell through.”
2. Distributor hosts manufacturer’s
representative meeting. Manufacturer
reps agree to support program.
Selling Distributors
In Four Easy Steps…
3. Wholesale distributor’s sales
reps communicate program
details to retailers.
4. Retailers agree to buy more
product and comply with
promotion details.
Selling Distributors
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Objective
• Increase awareness of product
• Drive traffic to 25 local dealers
Idea
• Microsite (www.needcountertops.com)
• (Product information, answers to questions, videos, prizes)
• On air commercials
• Social networking (Facebook & Twitter)
• SEO and SEM (Google AdWords)
• Distribution of brochures & countertop samples
• Dealer breakfast
Co-op Case Study:
Fessenden Hall, Inc.
Courtesy of…
Selling Distributors
Selling Distributors
Co-op Case Study:
Fessenden Hall, Inc.
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Results
• Campaign’s 1st month was one
dealer’s best month since 1965
• Distributor experienced increased sales
• Overall increased brand awareness
Selling Distributors
Co-op Case Study:
Fessenden Hall, Inc.
Courtesy of…
Distributor Co-op For Events
Dealer listings
Current
Happenings
Special Offers
Upcoming Options
Recaps /
Successes
Selling Distributors
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Target-market research – Educate yourself on
the client’s industry and market.
Preparing detailed media plans – Adhere to budget guidelines.
Making the process as effective and efficient as possible – Take the burden off of the distributor/corporation and dealer/owner for co-op marketing.
Monitor, track and report performance – Be accountable for results and keeping participants on track.
Offer alternatives to traditional media – Uncover turn-key avenues that have not been previously explored.
Selling Distributors
Create a Turnkey Program
Cancellations and Changes To Existing Co-op Programs.
It is the manufacturer’s prerogative to change the marketing or
program any time they desire.
Many manufacturers have put their programs on moratorium during
the recent economic downturn but will re-activate them as the
economy improves.
The RAB is adding programs almost daily. Your leads help.
When you find a program or change to a plan not in the directory,
send in the lead!
RAB Co-op Directory
RAB Webinar – Xtreme Co-op; Dealer Groups and Distributors November 2013
Radio Advertising Bureau www.rab.com Copyright 2013
Goal-setting is the first step to real success
Include Co-op as part of your Client Needs Analysis
Always check program terms with manufacturer
before running a co-op advertising campaign
Summary
X-Treme Co-op
Brandeis C. Hall VP, Professional Development Radio Advertising Bureau
Working with Dealer Groups and Distributors