Spots N Dots
The Daily News Of TV Sales
January 26, 2016

RETAILERS UPBEAT ON 2016 OUTLOOK

EMPHASIS ON OMNI-CHANNEL SELLING

An annual survey by Levin Management finds that 68.1% of the retailers surveyed are optimistic about 2016. “We really are at a transitional time for retail, with factors like positive job growth, low gas pricing and the housing market uptick working in the industry’s favor,” said Levin president Matthew K. Harding. “We also are witnessing a growing synergy between in-store and online purchasing, and its benefits for bricks-and-mortar.”

Levin notes that Kiplinger is forecasting 4% retail growth this year and Trading Economics 3.6%. Even so, at the street level some of the store managers from its 95-property portfolio have worries—with 20.5% of those who participated in the survey uncertain about what 2016 will bring.

53.0% of survey respondents reported their 2015 sales were at the same level or higher than 2014. This percentage is up from 51.7% and 49.4 percent reporting same/higher sales in Levin’s January 2015 and 2014 polls, respectively. And having just come out of the holiday shopping season, 58.0% reported that 2015 holiday sales were equal to or greater than 2014.

As we reported recently, the International Council of Shopping Centers (ICSC) found that 91% of consumers shopped in physical stores during the 2015 season. ICSC also reported that 32% of shoppers made purchases online and picked them it up in physical stores; 76% bought additional items in the same or an adjacent store.

“Increasing demand for this type of technology-driven, omni-channel retailing will play a big role in 2016,” Harding said. “Bricks-and-mortar and online are converging. And it appears our tenants are gearing up accordingly.”

More than half (50.9%) of respondents said they will add or enhance their marketing efforts involving technology—such as mobile apps, social media, email and text messaging—in 2016. Approximately half indicated their company has changed its business model in response to the growth of ecommerce. The most popular adaptations include enhanced in-store services and incentives, added in-store pickup and returns option for purchases made online, and generally increased collaboration between online and bricks-and-mortar operations. Among the retailers that have made business model changes, 40.6% reported they have seen a positive impact on sales.

Retailers are still adding physical stores. More than one quarter (28.4%) of the Levin survey respondents indicated plans for their company to open additional locations this year. “We anticipate that smaller footprints will be the norm as retailers continue to right-size and make shifts to incorporate e-commerce into their operations,” Harding noted.

ADVERTISER NEWS

All Day Breakfast is helping fuel a turnaround for McDonald’s. The fast-food giant reports that fourth quarter comparable sales in the U.S. increased 5.7%, benefiting from the October launch of All Day Breakfast and, to a lesser extent, unseasonably mild weather. Operating income for the quarter rose 30%. Nation’s Restaurant News says that’s McDonald’s best quarter since 2012……High-end chefs Roy Choi and Daniel Pattersonhave launched a fast-food concept, LocaL, in the Watts neighborhood of Los Angeles. Restaurant Hospitality says the goal is to demonstrate that good food can be made at a price point that competes with the dollar menus of the large chains that have long dominated the landscape in communities like Watts. “Burgs” start at $4, bowls $6 and taco-like “foldies” $2. Another unit is planned in L.A. and two in the San Francisco market……QSR reports that PizzaRev, the fast-casual pizza concept from Buffalo Wild Wings, will open its 30th restaurant next month in California’s Inland Empire. PizzaRev will enter five new states this year, including Massachusetts, Nevada, New York, Ohio and Tennessee and make its international debut in Mexico……Johnson Controls and Tyco International announced plans to merge in a tax inversion deal that will move the new Johnson Controls PLC (with $32 billion per year in revenues) from Milwaukee to Tyco’s Ireland domicile, much like the deal that moved Burger King to Canada as it acquired Tim Hortons. Johnson Controls, the world’s largest auto seat maker and major after-market auto battery maker, will add Tyco’s fire-safety and security brands, notably home security giant ADT……European grocer Lidl is serious about making a big splash in the U.S. market. With an office established in Arlington, VA, it’s now seeking online real estate proposals. It says a minimum 3.5 acres is needed to accommodate a 36,000 sq. ft. stand-alone store with a minimum 150 dedicated parking spaces. The initial target states on the Eastern Seaboard run from Pennsylvania to Georgia……A day after Ahold USA reported identical store sales up 1.6% in Q4, would-be merger partner Delhaize announced 2.3% comparable store growth in the U.S. In addition to completing the merger, the CEO says the objective for 2016 “is to fine-tune the Easy, Fresh and Affordable initiative at Food Lion and to roll it out to an additional markets”……Hilton is launching a new hotel brand, Tru, aiming to compete with economy and mid-scale chains like Comfort Inn and La Quinta. Targeting budget travelers looking to spend $75-90 per night, Tru will come in below Hilton’s "limited service" brands like Hilton Garden Inn and Hampton Inn.

NETWORK NEWS

The CW, in partnership with Machinima and Warner Bros. Interactive Entertainment, announced that the third season of Machinima's popular digital series, Chasing the Cup, will now have a new home. The first three episodes of the five-episode digital series, Mortal Combat X: Machinima’s Chasing the Cup, have launched on CW Seed, with upcoming episodes to post weekly. The finale will air on The CW Network as a one-hour primetime special on Monday, February 15, at 8:00 pm (ET)……Daddy Yankee, Natalia Jimenez and Pedro Fernandez return as Coaches on the fourth season of the singing competition La Voz Kids,slated to premiere this spring onTelemundo.Featuring the nation's best young singing talent, the reality competition will unveil new innovative changes to its format this year. The fourth season, produced once againat theUniversal Orlando Resort, will give viewers the opportunity to witness how the stars of the future are discovered and developed……How can some things be so small, and yet so significant? A new video series produced by NBC Learn, the educational arm of the NBCUniversal News Group, in partnership with the National Science Foundation, sheds lighton this question.Nanotechnology:Super Small Science featuresa dozen world-class American researchers, including quantum physicist and National Medal of Science winner Paul Alivisatos.This six-part series shows viewers how atoms and molecules that are thousands of times smaller than the width of a human hair can be used to create technology for thefuture. Narrated by NBC News and MSNBC anchor Kate Snow, Nanotechnology: Super Small Science will be available through NBC affiliate stations and online……Josh Gad, known to millions as the voice of the irrepressible Olaf, in Disney’s smash hit Frozen, will take viewers on a tour of two very special, rarely seen locations in Disneyland Park—Walt Disney’s private apartment and the Disneyland Dream Suite—when the Disneyland Resort Diamond Celebration is showcased on The Wonderful World of Disney: Disneyland 60, Sunday, February 21, at 8:00 pm (ET) on ABC.

SUNDAY RATINGS

There was no contest Sunday as the NFC Championship Game on FOX dominated primetime, delivering an average 14.3 rating for Adults 18-49 in the Nielsen overnights and a 21.6 in Households, with an average audience of 40.685 million viewers. CBS, with the afternoon AFC Championship Game providing a strong lead-in to 60 Minutes, was at 1.2 18-49, 4.8 HH and 7.394 million; Univision, with the comedy movie No Se Aceptan Devoluciones, 1.0 18-49, 1.3 HH and 2.575 million; NBC 0.8 18-49, 1.9 HH and 2.953 million; ABC 0.5 18-49, 1.4 HH and 2.351 million; and Telemundo 0.2 18-49, 0.4 HH and 0.637 million.

Earlier, the AFC Championship Game on CBS was the day’s most-watched program, drawing 53.3 million viewers. That made it the most-watched AFC Championship Game since 2011 and the most-watched early-window AFC or NFC Championship game on any network as far back as CBS has records—which is 39 years.

LESS COUPON CLIPPING BY RETAILERS

Some major retailers sharply reduced their use of printed free standing inserts (FSIs) last year. Even so, Kantar Media says but the total dollar value of FSIs still grew to a record $515 billion—up 3.7% from the previous year. That came as the number of FSI pages distributed fell 8.1% as marketers cut back on pages that didn’t include a coupon.

Four of the Top 10 retailers increased FSI pages circulated in 2015, while the remaining six of the each had sharp declines. Walmart retained the top spot despite a 33.4% decrease to 5.8 billion pages. Target continued to hold the second spot in spite of a 25.2% decrease to 3.1 billion pages and Walgreens maintained the third spot in the face of a 38.4% decrease to 2.2 billion pages. Dollar General was fourth, increasing pages 26.1%, but #5 Family Dollar reduced by 40.6%.

CVS increased FSI pages 23.7% in 6th place, with #7 Kroger down 14.6% and #8 Safeway down 53.0%. Publix increased pages by 1.8% and Rite Aid rounded out the Top 10 with a 3.4% increase.

“Walmart’s focus on new and exclusive offers and Target’s focus on their Cartwheel app to distribute offers contributed to the decline in overall retailer pages circulated versus the peak year achieved in 2014, allowing other retailers like Dollar General and CVS who increased their participation to capture a greater share of trips and coupon redemption,” said Lisa Ekstedt, Director of Custom Solutions at Kantar.

By category, 2015 saw a shift toward non-food categories where there was a 3.3% increase to 197 billion coupons. This was driven by an 8.2% increase in healthcare and a 19.8% increase in other packaged goods. Coupons distributed for food categories declined 5.9% to roughly 89 billion coupons, with a 17.8% declined in frozen food coupons leading the decline.

PROGRAMMATIC LINK-UP

Rubicon Project, which operates one of the largest advertising marketplaces worldwide, and AdMore, operator of an automated TV ad platform, announced a new strategic alliance under which Rubicon Project will power the automation technology for AdMore via its Guaranteed Orders platform. The new partners say combining AdMore’s ability to access more than 100 million highly targeted, Nielsen-rated TV homes with Rubicon Project’s platform will enable advertisers to buy targeted linear TV audiences in an Automated Guaranteed environment—“enabling a far more efficient and effective convergence of automated digital and linear advertising.” The deal adds AdMore’s more than 1,700 national and local television affiliates to the Rubicon Project’s programmatic advertising platform.

“Our partnership with AdMore helps to solve the media fragmentation challenge for advertisers looking to reach local and national audiences across linear television,” said Jay Sears, SVP Marketplace Development, Rubicon Project.

ACCOUNT ACTION

Maxus has retained the Church & Dwight media account after a review by the client. C&D, whose brands range from Arm & Hammer to Trojan condoms, spends a whopping $400 million annually on U.S. advertising and the account has been at Maxus, part of WPP’s GroupM, for a decade.
AVAILS

Tribune Station Group, CBS affiliate, in Norfolk, VA (Market 42) has an immediate opening for a Senior Level Account Executive. We're looking for an aggressive energetic candidate to add to our successful sales team. Experience required with a proven track record in reaching billing goals and developing new business. Must possess excellent negotiating skills and have knowledge of Nielsen ratings and Scarborough information to help achieve our objectives. Interested candidates should apply at or EOE.

The New England Sports Network is searching for a National Sales Manager. Through managing and directing NESN’s national rep firm, the NSM will manage and direct Fox Sports Media group (HTS) and all offices and personnel where it pertains to NESN Service and represent NESN clients throughout the country. The NSM will oversee direct sponsorship and agency driven revenue streams by designing and recommending packages for national rep firm. 8+ years of media sales experience required.Apply or find out more HERE. EOE/M/F/D/V

Tribune owned KSTU Fox 13 in beautiful Salt Lake City (DMA #34) is looking for a Senior Account Executive to join the #1 revenue station in the market. Great ratings, great sales team and a great future for the right candidate. Contact Beth Young (LSM) with serious inquiries at or call directly 801-536-1394. EOE.

TIRED OF GREY DAYS? KASW CW6 Phoenix (Valley of the Sun) has an amazing opportunity for a Seasoned Seller/New Business Guru. Do you thrive in uncovering dead leads, new clients and growing existing clients? Do you like to be out of the office and meeting with 10+ clients each day? Then we want to talk to you about joining our family. We pay HIGH commissions on NEW BUSINESS. CW6 is part of the Nexstar family. To show us your strength, go to Background check required. EOE

ABC Columbia (WOLO TV) is seeking a Digital Sales Specialist to develop and lead our digital marketing effort. This newly created position will be at Columbia, South Carolina’s fastest growing television station. We’re looking for an experienced, digital-savvy leader to create and manage sales of web, mobile, digital, and other multi-platform opportunities. Minimum of 2 years interactive sales experience required and former broadcast experience is preferred. Send resumes to: . No phone calls please. Equal Opportunity Employer.

Are you tired of being just a number among the thousands who are a part of the big four or five broadcast corporate conglomerates? If you have the spirit, drive and ability, as well as a desire to earn a living working for a smaller broadcast company running a Big Four network affiliate in a smaller southeast market, we’d like to talk to you about our GSM position. LSMs and AEs who are ready to step up, or current GSMs, send your resume/cover letter in confidence to .

KLFY (CBS affiliate) in Lafayette, LA is looking for a strong Local Sales Manager to work with the GSM in guiding our sales effort. The LSM will manage television sales for the station including local, new business and digital.This position requires an individual who possesses strong leadership skills to lead a local sales team. 5 years’ experience in TV Sales (prior experience in Sales Management preferred). Get more details or apply online now at

WAFF 48 in Huntsville, AL is seeking a multi-platform Sales Executive to join our team!We are looking for an energetic team player who has the desire to create and present solutions for our advertisers.Our ideal candidate will have the ability to exceed goals through new business development and outstanding customer service. Please apply online at attach resume. No phone calls please. EOE-M/V/D/V

KOIN 6 in Portland OR has an opening for a Digital Account Executive. The Digital Account Executive will be responsible for uncovering sales opportunities to local advertisers in Portland, OR. The DAE will be responsible for aggressively pursuing digital media advertising sales. The DAE will sell all of LIN’s suite of digital products including display, mobile, video, social media, SEM and SEO. If interested, apply online at KOIN.com. Be sure to include a resume and cover letter. No phone calls, emails or drop-ins.

Raycom Media, 63 TV stations and a great culture, has several current job openings for a Local Sales Manager in markets 50-150. If you are a dynamic, self-motivating Sr. AE or a LSM with a proven sales history who exhibits strong leadership skills and the ability to recruit and inspire the best talent…please apply! Candidates must demonstrate skills at training new AEs, and negotiating direct and agency business.MORE DETAILS HERE.Qualified candidates, email resume to or consideration.No calls please.EOE-M/F/D/V

Traffic Manager: The Traffic Manager at the Meredith Traffic Hub in Phoenix is responsible for an error-free work product that includes processing all spot orders, copy instructions, resolving discrepancies, and programming input.The manager will also have a direct impact upon the stations’ revenues as well as upon customer perceptions of how a well-run traffic department should operate. High school graduate or equivalent.College graduate preferred. To apply please do so through number JR01571. EOE

White Castle announced that they will be offering dinner reservations for Valentine’s Day. It’s the perfect way to tell the person you love that you don’t.

--Seth Meyers

Some scientists say it’s theoretically possible that there may be a universe where time moves backwards. So finally, some good news for Laker fans.
--Conan O’Brien

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SPOTS N DOTS
The Daily News Of TV Sales
January 26, 2016

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