*Media Boot Camp

8/21/2019 *Media Boot Camp

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Media Boot Camp:A Guide to Media Planning

Professor Stacy Landreth2005


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General Concepts for Media

Exposure is the basic unit of measurement used to determine whether a message is delivered; vehicle exposure. Five points of exposure: reach,frequency, gross impressions, gross rating points; targeted rating points. Reach = the number of different people or households exposed to a media vehicle within a given time period; usually a percentage. Frequency = the number of times a person or household is exposed to a media vehicle within a given time period; inversely related to reach. Effective frequency = number of repetitions to achieve desired effect

Effective reach = the number of people who are reaching at the frequency level determined to be the most effective. Effective depends on the product, message, clutter, competition and the target audience.

Gross impressions = occurs each time an individual or household is exposed to an ad. It is the total number of impressions obtained from a media

schedule within a given time.

Program A = 1 M reached x 4 ads = 4 M impressions\

Program B = 3 M reached x 4 ads = 12 M impressionsTotal gross impressions = 16 M impressions; gross impressions does not consider duplication

Gross rating points = same as gross impressions; indicates the amount of exposure in a schedule expressed as a percentage (easier to use); TRPare the same. A rating point is the percentage of population tuned to a broadcast; REACH x FREQUENCY = TOTAL RATING POINTS

Program A: 20 rating x 3 ads = 60Program B: 15 rating x 3 ads = 45Gross rating points = 105

Media schedules Continuous media schedule = same amount of money spent each period Flighted media schedule = various from period; sometimes there is no spending

Pulsed media schedule = varies from period but at least some is scheduled always Seasonal media schedule

Sites to check out for general media planning tools:

Ephron Media www.ephrononmedia.comAdvertising Media Internet Center www.amic.com


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The Media Planning Process

SituationAnalysis

MediaObjectives

MediaStrategies

MediaParameters

MediaTactics

Budget&

Flowchart

Appendix


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Media Planning

WHO Target AudienceWHAT Media Mix

WHERE Geographic ParametersWHEN Timing

HOW Budget

Situation Analysis

The situation analysis is derived from the marketing plan & advertising plan. It covers the competitive situation, market share of firm andcompetitors, key differentiators, and the goals of the advertising plan. Much of this comes from truly understanding the firm (or clients) business.

Geographic analysis = physical area being targeted in a plan. This section can include: history of area, major industry, transit/roadways, terrain

and climate. Tools to use: maps, county maps (SRDS), census, gale directories, internet sources Demographic analysis = information on the people of the area. This section can include: population, birth and death trends, income, education,

purchasing indices, and employment. Tools to use: CCAC (census information), census, MRI, Simmons, Scarborough, Claritas and internet Media analysis = identifies what type of advertising vehicles are available in a target geographic area, costs and coverage. Tools to use: SRDS,

Gale Directories, Internet, Local chambers of commerce, publicity guides etc.

See Research Tools for ideas on where to find this information

Media Objectives

Media Objectives is what the plan will aim to accomplish. These are derived from the marketing objectives, the advertising or communicationobjectives.

Media Strategies

This is an overview of how the plan will achieve the objectives. These are detailed in the media parameters. It includes discussions of the following Type of media selected Strategy for allocating the media budget to type of media and/or specific vehicles Ranking of primary and secondary markets Message frequency and reach levels Criteria used for selecting and scheduling media.


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Media Parameters

The Target Audience = this includes a demographic and psychographic profile; include sex, age, employment status, occupation, householdincome, marital status, number of children, geographic region and county size.

o Research: Simmons, Mediamark, VALS Media Timing & Seasonality = this includes any timing issues, seasonality issues, any competitive issues, and availability of media; include start

and finish dates (flight dates).o Research: This is an area where the planner can be creative with several types of research

Competitive Spending = this is an analysis of competitive spendingo

Research: Competitive Media Research (CMR) Geography = this is an analysis of areas to concentrate on (national, regional, DMA/Metro, Specific Counties, Zip Codes)

o Research: Budget = this is the budget from the client the overall budget (annual, campaign, quarterly) Media Selection = media vehicles, cost efficiencies, reach, frequency, geography, static v motion, visual v audio, response capabilities, media

intrusiveness and added media value. Also include stations, publications information.o

Research: The planner can create indices based on the research (e.g. Brand Development Index, media spending, sales); and allmedia specific tools (e.g. SRDS see chart).

Media Tactics

Tactics include: Type of media selected and rationale Geography GRPS/TRPS Frequency/number of inserts or spots Specific programs, dayparts, magazines etc.

Budget & Flowchart

It is important to include a budget breakdown (percentage of budget in TV, radio) and a specific breakdown (amount of money spent in a particularmagazine). The flowchart is a calendar of media it can include the recommended media, scheduled insertions by week or month, total cost per

publication or station and total media costs. A monthly breakdown of costs can also be included on this flow chart.


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Types of Media

Television

Advantages of Television Disadvantages of Television

Use TV for reach to get a lot of people both geographically and

demographically Very high impact Provides immediate reach

Pricey both in terms in placement and production

Can have some wasted coverage especially of the target market isnarrow

Television can be purchased as (1) network (e.g. national programs that air everywhere), (2) spot (e.g. local ads on network channels). Cable television is also an option and good for building frequency. Usually you purchase cable in various regions or locales due to the coverage

of different cable systems. NOTE: When buying cable (e.g. Comcast), understand that satellite viewers do not see these ads. Satellite ads arenational or national direct response. So it is important to check cable coverage. Satellite viewers = 15% of population; cable viewers = 75% ofpopulation. In general, satellite coverage is increasing and cable coverage is decreasing.

Nielsen surveys the television viewership levels in a given market. For all markets, this survey is conducted four times a year (November,

February, May and July). In the major markets, there are three more surveys (October, January and March). In some markets, it is possible toget overnights. When planning the GRP levels, it is important to have an understanding of the costs in order to calculate cost per point. First find out the cost of

the program and calculate the cost per point. Second, back this into an idea of the GRPS which is how the planner will base the overall

percentage Terminology:

o Rating = the percent of population viewing a program (there is also a different rating for various demographics 18-49)

o Share = the percent of TV usage attributable to a particular program (the percent of people watching the show)

o PUT/HUT = (people using television/households using television) percentage of persons or households using television at a particular

timeo

Share x PUT = Ratingo

TRP/GRP = (target rating point/gross rating point)o CPP = (cost per point) the cost of reaching 1% of a target demographic; used to evaluate a programs cost efficiency. YOU CANNOT

COMPARE ACROSS MARKETS DUE TO VARYING PRICES OF MEDIA. (Use CPM to compare across markets).o

Spot cost x rating = CPP. Hints to remember:

o First and third quarter buys are usually more efficient. Prime time is not terrible in the summer due to reruns. If you must plan forreruns, choose comedies because they rerun better than dramas. Fall and Winter are fairly good in terms of viewers. Watch forseasonal spikes (e.g. snowbirds in Florida will affect viewership).

o TIVO will impact the :30 spot (Nielsen is conducting a usage study)o Rule of thumb 2 frequency at 70% reach = 140 grps


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Dayparts

Daypart Coverage Eastern/Pacific Central

Early Morning M-F 6 am 9 am 6 am 9 am

Daytime M-F 9 am 4 pm 9 am 3 pmEarly Fringe M-F 4 pm 7 pm 3 pm 6:30 pm

Early News M-F 5 pm 7 pm 5 pm 6:30 pm

Access M-Sa 7 pm 8 pm 6:30 pm 7 pm

Prime M-SaSu

8 pm 11 pm7 pm 11 pm

7 pm 10 pm6 pm 10 pm

Late News M-Su 11 pm 11:35 pm 10 pm 10:35 pm

Late Fringe M-Su 11:35 pm cc 10:35 cc

Sports Sa-Su All All

Upgrades (if the station needs to move your original buy, this is where they can move you)

Early Morning Early Fringe, Early News, Access, Prime, Late News, Late Fringe

Daytime All Dayparts

Early Fringe Early News, Access, Prime, Late News, Late Fringe

Early News Access, Prime, Late News

Prime Sports

Late News Prime

Late Fringe Late News, Prime


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Radio

Advantages of Radio Disadvantages of Radio

Allows advertisers to employ time of day or day of week scheduling Selectively targets audiences through distinct formats Smaller coverage area provides less geographic waste

Good frequency builder

Takes time to build reach because of fragmentation

Potential for cluttered environment

Radio is usually purchased on a local or regional basis although it is possible to buy national radio. Arbitron measures radio listeners. It is a quarterly survey (smaller markets = 2) Terminology:

o AQH (Average Quarterly Hour) = the average number of people who listen to a station for at least five minutes within a quarter hourduring a specific daypart

o AQH rating = the AQH audience expressed as a percentage of the populationo Multi Ranker = ranks radio stations in a market by daypart and by demographico Cume Audience = the total number of different people (in a specific target) who listen to a station during a dayparto

Reach = the total number of people delivered by a media schedule; usually expressed as a percentageo

Frequency = the average number of times the target audience has been exposed to the message within a give time frame.o TSL (Time Spent Listening) = relates AQH and cume and is a measure of loyalty.

Hints:o

Satellite Radio is changing the landscape of radio (especially since it is commercial free).o

Rule of thumb 3 frequency in a given week with 50% reach = 150 grps

Dayparts

Morning Drive 6 am 10 am

Midday 10 am 3 pm

PM Drive 3 pm 7 pmEvening 7 pm - midnight


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Newspaper

Advantages of Newspaper Disadvantages of Newspaper

Broad reach with local emphasis Immediate Impact Geographic flexibility (zoned editions) Excellent local penetration

Presentation of detailed message Variety of sizes Credibility Use coupons, directions & map Ethnic appeal Tangible medium

High cost for large size units Low quality for reproduction

Skewed toward an older audience (35+)

Only keep for a day or so

Decline in circulation Erosion of young readers Ad rates increase as circulation decreases Ad clutter

Limited readership Competition

Newspaper can be (1) broadsheet (e.g. the NY Times) or (2) tabloid (e.g. Daily News). They can be (1) dailies or (2) weeklies and can be zonedgeographically and can provide inserts.

Terminology:o

Standard Measurement = columns x inches (column inches)o SAU Standard Advertising Unito 1 column inch = 2 1/16


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Magazine

Advantages of Magazines Disadvantages of Magazines

Selective can segment demographically, psychographically,

geographically Long shelf life; ad can be viewed at leisure Excellent color reproduction

Capacity for long message delivery/creative unit flexibility Editorial support Coupons and inserts

Early closing dates Lack of immediacy

Slow building of reach

Magazines can be (1) National (e.g. People, Vanity Fair), (2) Regional (e.g. Southern Living), (3) Local (e.g. Philadelphia Magazine), (4)

International (e.g. The Economist). Terminology:

o Circulation = number of copies printed and distributed

o Rate base = guaranteed average issue circ upon which rates are basedo Circulation is audited by ABC (Audit Bureau)o

Pass along readership = readers who obtain a magazine second hando

Readers per copy = number of people who read a given issue of a magazineo Total audience = circulation x readers per copyo

Bleed = design runs to the edge of the pageo

Non-bleed = designs stays within the margins of the pageo

Trim = Actual size (8.5 x 11)o Gutter inside the marginso

Color = 4 c, 2 c , 3 c (black + color) Evaluating Magazines:

o Editorial content (see editorial calendar in the media kit)o Paper and reproductiono

Ratio of ad pages to editorial (50/50 standard)o Target audienceo Subscriptions v newsstand saleso Circulation trendso Geographic distribution and compatibility with target audienceo Method of distribution to readers mailed, delivered to door, bulk etco Frequency of publication (monthly, weekly)o

Rates


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Out of Home

Advantages of Out of Home Disadvantages of Out of Home

Campaign continuity Increased reach and frequency Target geographically or demographically Has distinct seasonality

Offers a visual component to campaign Market wide penetration Unique creative opportunities (promotions, sales near point of

purchase, directional, direct response)

Limited copy potential Finite inventory

Out of Home (OOH)encompasses a wide variety of media vehicles that carry advertising messages to consumers outside the home. Out of Homeincludes mall displays, phone kiosks, ariel signage, taxi cab displays, buses, subway/bus cards, station platform, smart boards

Bulletins = Located on both major highways and secondary roads Bigger is better and bulletins are a dominate expressway coverage tool with rotation capabilities and continuity

Usually more expensive and permanent than posters It is the largest OOH medium often referred to as billboards (14 x 48 or 20 x 60) Most are illuminated and have creative options

Poster Panels Provides immediate market saturation and target coverage Short term effectiveness High reach and frequency potential Called 30 sheet posters or posters (12 !x 24 ") or 8 sheets (5 x 11) Found on arterial roads, walls

Transit Many different vehicles including:

o full wrap buseso king size bus wraps (posters or wrap on sides on entire bus)o bus tail displays (posters on the back of bus)o

bus sheltero rail station displays/platform posters


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Terminology:o Traffic audit bureau of media measurement (TAB) = provides audited circulation of boards (equivalent to Nielsen and Arbitron)o

Daily Effective Circulation (DEC) = the audience likely to be exposed to the advertising board each day (not during rush hour)o Showings = the total number of impression delivered by a media schedule expressed as a percentage of the total universe on a daily

basis (either #25, #50, #75, #100 percent of the market). For example, a 50 showing means 50% of the market is exposed to it.o

Transit is usually sold as a half or full showing or on a per unit basis (e.g. number of buses). For example, 100 buses = 50 showing.It can also be based on the number of garages which are geographically segmented.

o

Measured as CPM but dont talk about reach and frequency. Build reach quickly and frequency with amount of time the board is up.

Example of Showings:

#25 Reach = 78.9 Freq = 9.5 30 daysReach = 88.2 Freq = 17 60 days

#50 Reach = 88.2 Freq = 17 30 daysReach = 93.8 Freq = 32 60 days

#75 Reach = 91.8 Freq = 24.5 30 days

Reach = 95.7 Freq = 47 60 days


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Interactive

Advantages of Interactive Disadvantages of Interactive

Very targeted; speaking to those with Internet access Right environment for immediate delivery of traffic to site Flexible media, user can interact with site 24 hours a day,

seven days a week

Provides for instant & measurable results Allows for data base collection

Limited reach potential High CPMs, especially among the more targeted sites Limited creative expression

Interactive media is best used for call to action commercials. Planners can target geographically on major search engines (AOL has 30-40% ofall internet users).

Terminology: Impressions = the number of times a web page is viewed. Corresponds to the net impressions in traditional media. All CPMS are guaranteed;

costs between $15-70 CPM.

Banner = ad on web page (usually top of page across) Tiles and buttons = smaller ads on the site Skyscrapers = the ads on the right side of the site

Opt ins = newsletters or emails that people elect to receive based on a specific interest. Click through rate = percentage of uses clicking through an ad banner to a web site (average = .22% - .5%). For some sites engaging more

qualified leads, the click through rate is higher. Search engine optimization = using meta filters in the HTML codes to maximize searching. There are also sponsored links (on Google) which are

sold on a cost per click basis. Pop ups and pop unders Cost per clicks = Only pay when a consumers clicks on the ad; Planner sets a daily spending limit and once enough consumers click through it

gets shut off. Usually cost per clicks (.15-.20 per click) are more efficient than cost per thousand impressions. Cost per action/lead = advertiser pays only when an action has been completed such as a purchase or a completion of a survey.

Online Research: Online measurement include I-Pro, ABC, BPA, Media Metrix, and Nielsen NetRatings Competitive Spending include AdRelevance (Media Metrix), CMRi (Interent arm of CMR) Trend information sources include Ad Age, Ad Week/Media Week, Interactive Quarterly, Industry Standard, Business 2.0, Channelseven.com,

Clickz.com


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Creative & Medial Selection: Banners, Buttons & Skyscrapers Key words Rich media Opt in Email & Newsletters

Viral Marketing = word of mouth email marketing and websites (e.g. subservient chicken from Burger King) Sponsorships = sponsorships of magazines or sites (e.g. Business 2.0 Contest & Promotions Interstitials & SuperStitials = interruptive advertising


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Direct Response

A direct response commercial promotes an immediate call to action to purchase a product or service or receive free information. Interested partiesrespond by calling an 800, 888, 877 or 900 number which is repeated on the commercial and the transaction is completed directly between thecaller and the answering service.

The objectives of direct response include (1) sell a product or service (2) offer free information (3) build brand awareness/image and (4) drive retail

sales.

The Direct Response Process(1) Consumer sees spot (2) consumer makes the call (3) telemarketing house answers the call and collects information and makes the sale (4)planner analyzes the lead and (5) eventually generates a cost per lead.

Tracking responses using a dedicated phone number system:

Planner can track the leads by station by the hour, day of the week, geographic area, creative code or lead to sale conversion. For the campaign: (1) answering service (2) assign the 800 numbers (3) dub house and (4) fulfillment house

Buying for the Pure Direct Response

Length of spot: :30, :60, :90 and :120 and 30 minute formats Rate structure buy broad dayparts Seasonality is important (1stand 3rdqtr are best)

Buying for Hybrid Direct Response

Buy specific programs Rates between fixed and DR

Media Options Paid programming = infomercials for half hour program on weekends and late night

National cable = great for national clients, more cost effective than local cable and can focus on the target Local cable = not a good DR outlet, need frequency and local insertions are limited; markets too fragmented Syndication = can be expensive; talks shows, movies Radio = news, news/talk, sports; 10 am 3 pm; 7 pm midnight and overnights; live reads

Guerilla Marketing


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Where to Get the Information: The Research

For much of media planning, planners use secondary research. These are syndicated surveys, many of which require a subscription. Three primarytypes: Quantitative = population counts

o CACIo Audit Bureau Circulation (ABC)

o

Arbitrono Nielsen

Qualitative = combines behavioral and demographic informationo

Simmonso MRIo Scarborougho

Media Audit Psychographic = attitudinal responses and value statements

o Simmonso

MRIo

Scarborough VALS

Index Numbers = this is an indicator of relative occurrence of behavior in relation to its occurrence in the population defined by the table base.Index 100 = average; greater than 100 = higher propensity for the behavior; less than 100 = lower propensity for the behavior.

Coverage = the percent of the total base population that a target audience represents (target audience / total population). This can result in waste.

Composition = the percent of a target audience that is described by some characteristic (characteristic / target audience). This can limit reach.

Tools:Simmons Study of Media and Markets (SMRB) and Mediamark Research (MRI) = reports on the usage of brands in 800 categories

VALS = used for segmenting consumers and predicting behaviorNielsen and Information Resources Inc (IRI) = measures repurchaseSales and Marketing Management Survey of Buying Power Index (BPI) = predict sales potentialSurvey of Media MarketsSRDS = media informationBrand Development Index (BDI) = brand performance in a market (see glossary of terms)

Category Development Index (CDI) = category performance in a market (see glossary of terms)Claritas (PRIZM)CACI Marketing Systems (ACORN)

Lifestyle Market Analysis (SRDS)Sourcebook of ZIP Code Demographics (CACI)


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Sources of Media InformationBelch & Belch 2004

Type General Information Competitive Info Market Info (Geographic) Audience Info(target groups)

Advertising Rates

Non media

information(general)

Ad Age, State & Metro Area

Data Book, MRI, MMR,Simmons Study of Media &

Markets; Standard directoryof advertisers; Standarddirectory of advertising

agencies

Ad Age State & Metro Data Book; Editor

& Publisher Market Guide; MRI,MMR, PRIZM, Survey of Buying

Power; Standard Director ofAdvertisers; Telmar

MRI, MMR, Simmons

Multimedia orintermedia

Ad Age, MRI, MMR,Simmons M&M

Ad Age;Competitive Media

Reporting

PRIZM Advertising Agencymedia estimating

guides

Advertising Agency MediaEstimating Guides

Dailynewspapers

Audit Bureau ofCirculations; MRI;

MMR; Simmons

Advertising Agency MediaEstimating Guides; SRDS

Weekly

newspapers

SRDS

Consumer

magazines

Magazine Publishers

Association of America

Competitive Media

Reporting

MRI, MMR, Simmons Advertising Agency Media

Estimating Guides; SRDS

Farm

Publications

Audit Bureau of Circ;

Verified Audit

Circulation Corporation

Advertising Agency Media


Businesspublications

Business/ProfessionalAdvertising Association Media

Data; Business Publication Auditof Circulation

Business/ProfessionalAdvertising Association

Media Data; VerifiedAudit CirculationCorporation


Network TV Broadcast

Advertiser Report;Competitive Media

Reporting

Arbitron Ratings; MRI,

MMR. Nielson MediaResearch Company;

Simmons

SRDS

Spot TV BroadcastAdvertiser Report;

Competitive Media

Reporting

Arbitron Ratings; MRI,MMR. Nielson Media

Research Company;

Simmons


Network radio BroadcastAdvertiser Report

Survey of WorldAdvertising

Expenditures; MRI;MMR; Nielsen:

Simmons

SRDS


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Spot radio Arbitron; Audit Bureau

of Circ; Survey of World

Advertising Exp;

Nielsen; Simmons

Advertising Agency Media


Direct mail Advertising Agency Media


Outdoor SRDS; Buyers Guide toOutdoor Advertising

Transit SRDS

General List:

Advertising Age

Advertising agency media estimating guidesAmerican Business Press (ABP)Arbitron Ratings Company

Audit Bureau of Circulation (ABC)Business/Professional Advertising Association (B/PAA) Media DataBroadcast Advertisers Reports (BAR)

Business Publications Audit of Circulation (BPA)Buyers Guide to Outdoor Advertising

CACI (for Zip Codes

State and Metropolitan Area Data Book

Editor& Publisher Market Guide

Survey of World Advertising Expenditures Stach/Inra/HooperCompetitive Media ReportingMagazine Publishers Association of America (MPA)Mediamark Research Inc (MRI)

Mendelsohn Media Research Inc (MMR)Nielsen Media Research CompanyPrizmSales and Marketing ManagementSurvey of Buying PowerSimmons Market Research Bureau Study of Media and MarketsStandard Directory of AdvertisersStandard Directory of Advertising AgenciesStandard Rate and Data Services (SRDS): Provides map, newspaper penetration, population, households, retail sales (for newsp, B2B, C2B, TV,Radio, OOH)Telmar

Verified Audit Circulation Corporation (VAC)


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Research Tools

The Katz Media Group (radio information) www.krgspec.com

Outdoor Advertisers of America www.oaaa.com

Nielsen www.nielsenmedia.com

Access Benchmark Communications www.bmcommunications.com

www.top100radiosites.com

Radio Advertising Bureau www.rab.comLamar Outdoor Advertising www.lamar.com

www.magazine.org

B 2 B Advertising www.netb2b.com

Advertising Age www.adage.com

www.claritas.com

www.genxpress.com

www.marketingtools.com

www.sric_bi.com/VALS

Women Consumers www.women.com

Hispanic Consumers www.hispaniconline.comAfrican American Consumers www.targetmarketnews.com

Gays and Lesbian Consumers www.planetout.com

www.coupons.com

www.couponcountry.com

In store media system www.ismsi.net

www.sweepstakesbuilder.com

www.promotionactivators.com

www.adpaccorp.com

www.salespromo.com

www.decisionanalyst.comwww.roper.com

www.mediametrix.com

www.mriplus.com

www.mediamanager.com

www.sandboxexchange.com

www.tvradioworld.com


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Glossary of Terms

Accrual = The amount of co-operative advertising support money earned by a retailer through wholesaler purchases from a manufacturerdistributor.

Advertorial= Ad appearing in a magazine or a newspaper printed in the graphic style of the publication to closely resemble actual editorialmaterial.

Area of Cable Influence= Cable selling strategy that documents to advertisers that value of cables ability to target geographically anddemonstrates the importance of the cable households purchasing power.

Area of Dominant Influence= mutually exclusive media and marketing areas composed of counties that are usually contiguous. In general acounty is assigned to an ADI based upon the predominance of viewing (by HH in the county) to home market stations. These television markets aredefined by Arbitron.

Audience= the number of persons (or homes) exposed to a particular media vehicles. TV = TV meter and diary sample; Radio = diary and peoplemeter; Print = opened to or looked into any page of a magazine or newspaper.

Audience Composition= describes the demographic makeup of the audience of a media vehicle or schedule (e.g. 45% women; 55% men).

Average Frequency= the average number of times that each home or person is exposed to an advertising schedule or campaign. Example: In atotal population of 100 homes, 20 were exposed to program A and 10 were exposed to both A & B. The frequency is obtained by computingweighted average:

20 x 1 = 20 40 GRPS/30 REACH = 1.3 Average frequency10 x 2 = 20

30 40

(reach) (grps)

Average Quarter-Hour Rating (AQH)= The average number of persons listening to a particular radio station for at least five minutes during a15 minute period.

Average Time Spent Listeing (TSL)= The amount of time the average persons listens to Radio in the course of the average day or week.

Brand Development Index= the index of a brands per capita sales in a given local market as compared to national per capita sales for thebrand. BDIs are often used to identify markets of opportunity.

BDI = % of brand sales in market area / % of US population in market area X 100


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Bulldog = First edition of the days paper, especially of the morning paper, printed around midnight or sometimes earlier.

Category Development Index= similar to BDI, the CDI is an index of category sales volume per capita for a particular area as compared to thenational category sales volume per capita.

CDI = % of category sales in market area / % of US population in market area X 100

Churn= The turnover of Cable TV subscribers due to disconnects and/or new customers.

Circular= Special advertising supplement distributed to the consumer either by newspaper or direct mail. Generally in color and higher quality

than ROP advertising.

Conversion Factor= A television term that quantifies the relationship between Demographic GRPs and Household GRPs. This relationship can be

derived for individual programs or for a schedule of programs.

Cost Per Point (CPP)= The cost of delivering one rating point (one percent of a population group). The most common application for CPPs isduring the development of a media plan when they are used to help determine levels of advertising support.

CPP = Media Cost (In Dollars)/GRPs

Cost Per Thousand (CPM)= The cost of delivering one thousand impressions within a defined population group. CPMs are used to compare theefficiencies of media vehicles or schedules.

CPM = Media Cost (In Dollars)/Gross Target Impressions (In Thousands)

County Size= All counties in the U.S. are designated A, B, C, or D. A countys classification is determined by the population of the county. The

following describes each of the four counties.

A County: All counties located within the 25 largest metros.

B County: All counties not included under A with a population over 150,000 or located within a metro with a

population over 40,000.

C County: All counties with a population between 40,000 and 150,000 or located within a metro with a population

over 40,000.

D County: All counties with a population less than 40,000.


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Coverage= The percent of the total U.S. population that a vehicles audience represents.

% Coverage = Audience/Total Population

Vehicle A: 2/6 = 33.3% Coverage

Vehicle B: 1/6 = 16.7% Coverage

Vehicle C: 1/6 = 16.7% Coverage

Cume Rating= The cume persons expressed as a percentage of the population being measured.

Designated Market Area (DMA)= Mutually exclusive media/marketing areas composed of counties that are usually contiguous. In general, a

county is assigned to a DMA based upon the predominance of viewing (by households in the county) to home market stations. These televisionmarkets are defined by A.C. Nielsen.

Duplication= The number or percent of people in one vehicles audience who are also exposed to another vehicle (i.e. cross duplication). Also the

number of people who are exposed to different issues of the same publication or episodes to different issues of the same publication or episodes ofthe same program, over time (i.e. self-duplication).

Direct Response = Consumer replies to advertising offer either by mail, phone, or fax rather than going to store directly.

Display Advertising = Newspaper ad including artwork as well as copy for a national or local client.

Double Truck= Ad run on two facing pages. Also called a spread.

Effective Frequency= The number of advertising exposures that are judged necessary to produce a positive change in awareness, attitude, or

purchasing action.

Effective Reach= The percentage of the target audience that is exposed to the advertising schedule a sufficient number of times to produce apositive change in awareness, attitude, or purchasing action----based on the concept that exposure below the effective frequency has little or novalue. If effective reach is defined as exposure to 2 or more programs, and there are 17 homes out of 100 exposed to 2 or more programs, an

effective reach of 17 percent is generated. Homes exposed to only 1 program have no value in this example.


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Frequency Distribution= Quantifies the number of people (or homes) exposed to a schedule based on the exact number of times that theyhave seen the media vehicle. The number of people reached at each frequency level is expressed as a percentage of the population base.

The number of homes that have seen exactly one program in a three program schedule is:

Only Program A: 8%

Only Program B: 5%

Only Program C: 7%20%

The number of homes that have seen exactly two programs in a schedule is:

Only Program A & Program B: 4%

Only Program A & Program C: 2%

Only Program B & Program C: 5%11%

Free Standing Insert (FSI)= Ad printed by the advertiser and bound or stuffed loosely into a publication. Most often included with Sundaynewspaper editions.

Geo-Demographics= This term refers to segmentation systems that are based on the demographic characteristics of very small geographicareas such as Census Block groups or ZIP codes. Typically, these systems work with detailed Census data that sort geographic units into statisticallyhomogeneous clusters. This permits all forms of geo-coded marketing or media data to be linked , profiled, and evaluated across the clustergroups. Four major geo-demographic clustering packages are ACORN, PRIZM, CLUSTER PLUS, and VISION.

Grazing= A style of television viewing where the viewer switches channels often either looking for alternative programming or watching multiple

programs simultaneously.


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Gross Rating Points (GRPs)= The aggregate number of rating points in a given schedule or advertising campaign. GRPs may also becomputed by multiplying the reach of a given schedule (or advertising campaign) by the average frequency.

Program HH RatingA 24

B 22C 14D 20

E 22102 HH RTG

Head-End/Hubs= Each cable TV System has a primary site that receives or originates video information and then distributes it to subscribinghouseholds. This primary site is the systems head-end, which is equipped with an earth dish, antennae, etc. When the area served by a cable

system is too large to be handled from the head-end without significant loss in signal quality, additional sites, called hubs, are needed. Videoinformation is sent from the head-end to one or more hubs via microwave transmission. The signals received at the hub(s) are then placed oncoaxial cable and distributed to homes located near the hub.

Homes Using Television (HUT)= The percentage of total television homes that are viewing television during a given time period. A commonlyused formula to compute HUT is:

HUT = Rating/Share x 100

Infomercial= Long-form (usually 30 minutes) TV/Cable program designed to promote a product or service, often by direct response.

Magazine Audiences:

Primary Reader= A reader who lives in a household that obtained the magazine wither by subscription or newsstandpurchase.

Pass-Along or Secondary Readers= Those readers who read the magazine secondhand: in a waiting room, at a neighborsinan office or business place, etc.

Market= The potential universe for a products use, sales, or ownership. Usually stated in units, dollars, persons, or outlets.


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Metropolitan Statistical Area (MSA)= Determined by the U.S. Office of Management and Budget. The MSA is a geographic area with a largepopulation nucleus along with any adjacent communities that have a high degree of economic and social integration with that nucleus. An area canqualify as an MSA in one of two ways:

1. If it contains a city with a population of at least 50,000.

2. If it contains an urbanized area of at least 50,000 and the total metro area population is 100,000 or more.

Newspaper Designated Market (NDM)= The market area served by the newspaper, as defined by the publisher (alternative to City/RetalTrading Zones defined by the Audit Bureau of Circulation).

Page 3= The newspapers equivalent of morning drive, a coveted position typically occupied by the largest display advertiser (department store,etc.)

Penetration= The percentage of homes in a given area that own television or radio sets. For example, 98 percent of U.S. homes own TV sets.

Pennysaver= Free weekly, all-ad neighborhood papers.

People Using Television (PUT)= The percentage of persons within a particular demographic category who are viewing television during aspecific time period.

P.O.P= Point-of-purchase, or in-store media.

Quintile Analysis= A quintile analysis is computed by dividing the number of people reached by a schedule into five equal groups. The averagefrequency is then computed for each sub-group. (Tercile analyses summarize the average frequency levels in three equal sub-groups, quartiles infour equal sub-groups, etc.)

Rating= The number of homes or people exposed to a media vehicle expressed as a percentage of the population base. A commonly usedformula to compute average rating is:

Rating = Share x HUT/100

Reach (Cume)= The number of different homes of people exposed to a brands advertising one or more times. Reach is expressed as apercentage of a population base. For example, 10 homes are exposed to Program A, 10 homes are exposed to Program B, and 10 homes areexposed to both programs---out of a universe of 100 homes, 30 homes, or 30 percent of the universe, are reached.


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Readers-Per-Copy= The average number of readers-per-copy of a publication is computed by dividing the total number of different people whoread or looked into an average issue of a magazine by the magazines total circulation.

RPC = Number of Readers/Circulation

Retail Trading Zone= The area surrounding the City Zone from which people came to trade regularly in the City Zone retailers. Defined by theAudit Bureau of Circulations.

Run-of-Paper (ROP)= Ads which may appear on any page or in one particular section. Sometimes also referred to as Run-of-Press.

Schedule= Organized plan of print or broadcast advertisements as arranged by contract.

Share= The percent of the total viewing or listening audience in a specific time period tuned to a particular station, network, or program. Afrequently used formula for computing share is:

Share = Rating x 100/HUT

Spade= The half-page pf advertising wrapped around the Sunday Comics section of many newspapers.

Specialty Media= Novelty or place-based items, such as calendars, T-Shirts, mugs, pens, skywriting, etc.Syndication= Radio/TV programs and newspaper features independently produced and sold on a market-to-market basis to the media. They, inturn, sell them to advertisers as sponsors.

Tabloid= Newspaper with smaller size than broadcast sheet. Usually 14 deep, and between 9-3/8 and 11 wide.

TMC Product= Alternative medium developed to allow newspapers to sell Total Market Coverage. Sent to non-subscribers by mail or alternativehome delivery. Frequently laden with inserts.

Zone Selection= Limited-geography special-interest section included with the daily paper. Gives dailies the opportunity to compete with directmail and weeklies for low-rate advertising by single-location or geographically-limited businesses.


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References

Much of this document is based on training received at Harmelin Media in Bala Cynwyd, PA June 21-24, 2004 during interviews with Scott Davis,Andrea Ferrino and Brad Youtz.

*Media Boot Camp

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