Time for newspapers to start thinking like Veeck, as in Bill Veeck and become marketing disruptors

http://www.petevanbaalen.com/single-post/2018/08/26/Time-for-newspapers-to-start-thinking-like-Veeck-as-in-Bill-Veeck-and-become-marketing-disruptors

Bill Veeck was a market disruptor. They didn’t actually call him that at the time. They called him crazy. Looking back now some 32 years after his death, you might hear him referred to as a genius.

Veeck as in wreck is how people described him, and it also happens to be the title for his autobiography. A baseball hall of fame inductee, Veeck owned three different baseball teams including the St. Louis Browns, Cleveland Indians and Chicago White Sox. Though he won a World Series in Cleveland, he was a small market, small budget owner before they were referred to as such. This forced Veeck to innovate just to survive.

What made Veeck a genius is he actually thought about the fan experience at the game. Every baseball game you attend that has a special promotion attached to it, from fireworks to bobble heads, exists because of him. Veeck had to create fans of his product just to survive, and that is the lesson we need to learn in the media industry.

Fans of the game of baseball in Chicago have options for their entertainment dollars, including other places to see major league baseball. In Veeck’s era, there were the Cubs on the north side playing at Wrigley Field, and the White Sox with a much smaller following in a dump of a ballpark in a suspect neighborhood on the south side. To gain attention from fans and sponsors, the White Sox had to think differently. Thus they came up with things like exploding scoreboards when a home run is hit, having a crazy radio announcer Harry Caray sing a song with the crowd during the seventh inning stretch and have promotions like “Disco Demolition Night.” Innovative at the time, two of those three examples are now mainstays at ball parks today. “Disco Demolition Night” actually caused the White Sox to have to forfeit a game.

Newspapers should think more like Bill Veeck, incorporating promotions with an underdog mentality to attract fans and revenue. I worked for a couple years for John Dille, who owned The Elkhart Truth. In addition to owning that newspaper, Dille owned several radio stations, and he challenged me regularly to think like a radio station and develop promotions. From special events to contest, the goal was to attract attention to the product and associate good feelings towards it all the while earning revenue.

As an industry, we need to challenge ourselves to make the move from disrupted to the disruptor. One way to do that is to think like a radio station like Dille challenged me. Or Bill Veeck.

In my career, I’ve dreamt up promotions where I hid $1,000 somewhere in the market and provided clues so readers would find it, had a half dozen people live in a travel trailer in the middle of a mall for a week in a Survivor style promotion, among other things. Those were relatively high budget promotions, though I will say neither cost very much compared to the publicity earned. I’ve done many low budget promotions too, which any market at any size can pull off. There is no magic formula. You just have to try!

John Senger, the ad director at Greenfield, Indiana’s newspaper did a scavenger hunt for their readers. Called the “Ultimate Scavenger Hunt” this promotion was a great example of audience engagement, innovative thinking and revenue generation. This was a daylong event promoting the newspaper, its sponsors and the community they serve while generating revenue too.  

Small group of participants in The Ultimate Scavenger Hunt, presented by The Daily Reporter in Greenfield, Indiana.

Innovation often comes from necessity. As the media world changes, we have to think differently to keep the audience’s attention, and to keep our sponsor’s money. Pushing the limits of thinking, and finding promotions and contests that will work in your market will help you do both. If Bill Veeck owned a newspaper today, I have no doubt they would be doing wacky promotions, engaging with their audience, making money and still providing quality content for its subscribers.

Bill Veeck’s son is carrying on the family tradition of amazing promotions and profitability, now for an independent minor league A few weeks ago, they decided to celebrate the 40^th anniversary of the movie Animal House with the world’s largest food fight. More than 8,000 people showed up for the game, and the video as of this writing has been viewed over 150,000 times.

OK, so maybe the world’s largest food fight isn’t your cup of tea. I get it. The point is, like Bill Veeck or the St. Paul Saints, to survive in the long term, newspapers are going to have to get creative and become a disruptor.

Hitting the target with targeted advertising

http://www.petevanbaalen.com/single-post/2018/08/06/Hitting-the-target-with-targeted-advertising

I had never heard of Peppa Pig when I received the announcement in my inbox that Peppa was coming to town. Lucky me, I had just scored the opportunity to get pre-sale tickets to the big upcoming performance in early December.

The problem was I had no clue who or what Peppa was. The normally targeted email marketing messages that I receive in my email had missed the mark. I have since found out that Peppa Pig is a British animated TV show designed for pre-schoolers.

I'm a frequent buyer of tickets from Ticketmaster, so I think they have a pretty good profile on me as a consumer, and my buying habits. They are sophisticated enough that I think they pay attention to that information, especially based on other offers that I have received from them over the years.

Aside from the laugh I had trying to determine if Peppa was some kiddie show or possibly a strange punk rock group, it was a good reminder to make sure our marketing message is the right one for the right audience.

Newspaper sales reps don't always think about the audiences within the big readership numbers for their products. What is forgotten is opportunities to reach different segments of readership with the newspaper; male, female, young, old, affluent, business owners and more.

Pending on the size of your newspaper, you have different sections that offer a targeting opportunity. If not full sections, in many cases special pages with different content is available. Sales reps don't always do a good job of trying to match up the various sections of a newspaper with their customers. At most newspapers I've worked at, the reps try to jam all their ads into main news or around obituaries. Certainly there are benefits to those two positions, but there are many others that can be just as valuable to customers.

High school football is starting up now, and reader interest is definitely there. Sales reps do a great job selling the preview section, but are they also tapping into the power of that audience to sell a combination ad for Thursday and Saturday, the days of the game preview and recap?

Many newspapers still run a syndicated weekly NASCAR page during the racing season, which goes from February until November. This is another content page that allows newspapers to offer targeted content to readers. In the case of NASCAR, while the sport has dropped a little in popularity, fans tend to be fiercely loyal to drivers and the brands they represent which opens up ad dollar opportunities.

Local business news, the weekly food page, religion page and special pages for seniors are regular content in many newspapers. Yet ad departments are not always seizing the opportunity to take this targeted content and turning it into dollars. 

It doesn't even have to be special pages to become a premium position and targeted content. I've been working recently with a customer who has to have their content either next to the weather or lottery numbers. In that customer's mind, those are high traffic areas for the customer they are trying to reach. We are accommodating their request, and gaining revenue as a result. Beyond the weather and lottery numbers, both good spots, there are others that can be utilized. Every market has special content, including things like the police blotter, the local school lunch menu, court information especially bankruptcies and divorces.  

Take inventory of your content that runs daily, weekly or monthly. Determine what might be of interest to a specific segment of your readers or advertisers and see what you can generate as a result. Every newspaper has limited resources, so you need to maximize what you have, and that is especially true with content.  If your readers see value in the content, then it is very likely that your advertisers will as well.