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Media NewsLive Coverage: AMASA Workshop – Challenging Existing Media Paradigms


Live Coverage: AMASA Workshop – Challenging Existing Media Paradigms
Created: 25 August 2008
By Daniel Munslow

Industry guru Gordon Muller challenged existing media paradigms during his talk at the annual Advertising Media Association (AMASA) media planning workshop at Little Switzerland in the Drakensburg this evening (Thursday). He says people need to challenge the way they have perceived the media up until now. Traditionalists don’t want the status quo challenged – they want the big business and big ads to remain as they are. But clients are asking to things to change. So why should we listen to clients?

“There are no willing advertisers. There are only manufacturers who decide to advertise”, says Muller. With this in mind – what is the current status quo? Firstly, let’s look at economic factors. Are we in a recession? We are on the boarder of one, but not actually in one, yet. Therefore, there are still products out there that need to be purchased, meaning they need to be advertised.

Advertising effectiveness

To advertise effectively a company needs effective communication and take ownership of their deliverables. Don’t advertise something that you cannot deliver on. A good example of this is service – companies advertise that they deliver good service and fulfil their client promises; but when consumers take the company up on that promise, they are sorely disappointed by the fact that there is no delivery on those advertisement payoff lines.

If advertising is working in its entirety, then there is no paradigmatic shift; but if things aren’t working all that well, then something must change.

Historically, if an ad was effective, one would revisit the objective and build on the platform. If it was not effective, then objectives would have to be re-looked at, establish better and more accurate benchmarks and test those marketing campaigns.

The starting point is by establishing facts about share of voice in the market: the needs of Vodacom or MTN with 90% market awareness will be different to those of a smaller company with only a niche market share.

Why is it that when sales are down, clients do not increase budgets? The answer: they don’t have the money (although that is a symptom); and they don’t think it works, because most companies work on advertising to sales ratio.

Advertising needs to work

“Clients are telling us through their behaviour pattern that they do not believe advertising is working...”, says Muller. Therefore it is time to unpack the media and assess industry paradigms. This is also a symptom of the macro-economic climate – consumers will prefer to use brands located closer to home than travel long distances to make true on advertising messages being consumed by the market.

The new challenge of media planners and sellers is to find case studies that capture industry learning and share those with clients to prove that advertising does work.

Big media ideas must be strategically sound... Nedbank’s positioning of an outdoor billboard with solar panels that powered a local school was a good example. It conveyed a key message about the client and fulfilled a social responsibility campaign.

Consumers are changing

As consumers become more resistant to traditional media and traditional advertising, media planners need to become more creative in their placement plans and strategic thinking of advertising. And who decides whether an ad or an idea is creative? The consumer – they are the ultimate brand controllers.

It is crucial to ensure that ads are created and shared with their correct target market – planners cannot work on the principles of reach and frequency, and hope that this spray and pray approach works... ads that do not relate to consumers will be sucked into black holes.

There are as many good media ideas out there as there are applications for them. It’s not just about media placement and delivery – it’s about finding solutions.

The traditional equation to effective advertising was audience divided by cost – reaching a cost effective solution... therefore, the greater the audience and the lower the cost, the more effective the ad would be perceived by the client playing for it.

In print, opportunity to see refers to the reading or paging through of a publication. In television, OTS would mean that you would have to be in a position where you are able to see the screen of a television set which is switched onto a television station or video tape playback. But what happens when people leave the room? They lose their OTS.

Therefore, paradigmatically, planners must think of reach as the number of persons within your target market, who are exposed to the advertiser’s message sufficient times to ensure meaningful and lasting retention of that message. So, how many times does one need to be exposed to the message to make it meaningful?

The reality is that media people need to pay greater attention to their audiences and ensure that they are engaged with effectively to have a meaningful impact on their decision making process.

Evidence increasingly shows that people’s media consumption is highly selective. It is as if they design the communications ‘net’ with which they surround themselves, positively choosing to engage with some channels and taking steps to avoid others. We have tended to think of them as passive audiences waiting to be stimulated by advertising messages.

New media opportunities dictate that media planners need to consider the impact of social networking and the variety of media that are available for use to communicate to a specific target audience. Facebook, mySpace, cellphones, vodcasts, radio, television and other traditional media need to be considered in the mix.

The paradigm shift – it’s not about the size of the audience but the connection to the audience.

About AMASA
The Advertising Media Association of Southern Africa, AMASA, is a registered Section 21 company, and since its inception as a professional body in 1971, has been at the forefront of media education and training in South Africa. Initially this took the form of relatively informal monthly gatherings where keynote speakers addressed industry issues in open forum but these gatherings soon became the sounding board for some of the big issues which shaped the commercial media industry in the 70"s … the formation of SAARF and AMPS; the readers per copy debate; the Citizen and Info scandal; the emergent market. Obviously the continued success of AMASA hinges on the existence of a strong and motivated membership. Membership consists of anyone that has an interest in advertising and the media that carry it. AMASA also organises media planning workshops. These are intensive four-day workshops and are normally held at Little Switzerland in the Drakensburg, and accommodate some 60 delegates.
The workshop in context

The annual AMASA workshop brings 60 industry professionals together, with the aim of educating delegates with the basics of media planning as well as emerging and new media trends. Delegates attend two days of workshops that culminate in a client briefing on the eve of Day 2. This year’s brief was Standard Bank’s Africa Day, presented by Janet Proudfoot. Delegates then work through Friday night in Saturday morning (i.e. pull an overnighter) and then present from 10am on Saturday. The workshop culminates in a fun themed party on Saturday night when awards are handed out and delegates can relax.

Tricky media ownership means we should go back to basics


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By Desi Tzoneva

A superficial look into the growth of online publications (operated by a mere handful of people) points to a change in patterns of media ownership. The long-standing media ownership by a small percentage of the rich elite seems to be changing hands, with individuals taking advantage of the online space to publish news they think is relevant, rather than being dictated to do so from the top. With online today, it is possible for almost anyone to publish anything. And the restrictions imposed by powerful media moguls, are in some cases, diminishing.

Transparency and trying to give the public unfiltered information is a step ahead in this industry – where typically just a handful of individuals have controlled the media empire. What has been important is that it is these guys who can prevent an important story from being run; from showing a certain documentary; for giving copy space or air time to friends, and thereby swaying public opinion to favour what the media owners want.

This is not true media. And it can be problematic. Firstly, commercially-driven mass media is loyal mainly to its sponsors (yes, the advertisers and government rather than public interest); if only a few companies (those representing a minority elite) control the public airwaves, calling them ‘public’ is simply paying lip service. Finally, the absence of healthy, market-based competition often leads to slower innovation and increased prices. Murdoch’s News Corp, for instance, is one of the cases of a media empire attempting to maintain its dominance, which is significanly threatened by not equal media competitors but the spiral of growth online.

The power of the media can’t be overstated. It has the capacity to drive change; shape opinions; expose wars and corruption; but at the same time, it can hide these things, depending on who owns the media company. If this is possible, how then can the media be truly accountable and achieve the high standards it sets for itself?
It’s important to address the issue of what is in the public interest. If the media is controlled by a handful, their interest will infiltrate broadcast/printed content and could not really be said to have a positive impact on public interest. The diversity of opinions would be quite shoddy. But this means that advertisers remain happy - an interesting trade off.

The South African case is not much different. Amandla!Forum says that South African media ownership is currently concentrated in the hands of a few corporations. Four companies - Avusa Publishing; Naspers (Media24); Independent Newspapers; and Caxton - own the bulk of print media. In broadcast, the SABC controls 41.6% of radio and 69.3% of television audiences.

Labeled as “monopoly control [of] our democracy,” many have argued for more state regulation, basically saying that the monopolistic-type ownership stifles competition for smaller entrants, and it is, in fact, better to let the government have a hand in the cookie jar. Over 15 years ago, then Gauteng ANC chairperson, Tokyo Sexwale, called for diversity of media ownership. But how are we to achieve this if entry into the market itself remains difficult? Past legislation; unequally established structures with current impact; and skewed resource distribution are some of the reasons. Not only this, but the levels of foreign media ownership don’t help much in this case, either.

The concept of agenda setting is also very interesting – the media is such a powerful tool and can run the danger of becoming a mouth piece of a ruling party, whether it is political or business. Media bias is another fundamental aspect to this because it has become necessary to ask whether the information we are given has been published just because it sells; because it has a subtle agenda; or if it is, in fact, giving the reader the truth.

In the end, I don’t think the first question should be about regulation or deregulation. We first need to look at whether the media is fulfilling its promises – namely, to inform the public in an accurate, objective way. Subsequent decisions can be made, but the primary consideration is in truly delivering quality news to the population.
Are you for or against media regulation, and why? What are your views on this topic? We’d like to hear from you so post your comments on our blog.

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Facebook launches as advertising platform in South Africa


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By Desi Tzoneva

Wednesday, 3 February saw the launch of Facebook as an advertising platform in South Africa, at The Venue in Melrose Arch. Adrian Hewlett, MD of Habari Media, began by stating that Facebook currently forms the third largest population in the world – it is effectively, the United States of Facebook.”

Hewlett said that while the online industry in South Africa has played the underdog role over the last few years, he is now seeing an important shift. Nielsen’s recent figures of the local online environment generously indicate that there are over eight-million unique users online. Conservative estimates are about 6.5-million users. This is an important opportunity for local advertisers to tap into the social media space. To bring this opportunity to South Africa, Habari Media and Facebook launched the initiative in the country as part of a greater global rollout and strategy.

Next, CEO of social media agency Cerebra, Mike Stopforth, sketched out the landscape of social media in South Africa. While Cerebra began by promoting blogs, Stopforth realised that social media was not about blogs or the technology used. Rather, it is about “the community that sits on top of these platforms… and that community is priceless.”

The problem with social media recently - much hype and buzz has been created around it, many corporates and decision-makers are still unsure of its value. Social media is not easily trackable and translating initiatives into return on investment (ROI) is difficult. Despite these limitations, Stopforth believes that social media works, although in a “roundabout” way.

He divided the social media users in South Africa into three broad groups: the lurkers; the experimenters; and the geeks or ‘uber-users’. The lurkers form the bulk of internet users in South Africa. He said that this group has flourished due to the prominence of social media networks on Google. Simple searches often lead to social media sites, and while these ‘lurkers’ may not necessarily interact in the social sphere, they have become aware of it. “They are the readers, the passive participants in the process.”

The experimenters are those “who have dipped their toes in, started up a profile, (they are part of the millions who have set up a blog or a group once, and never blogged again).” They are those who have acknowledged that there is something going on online and in social media, wanted to understand what that is, but haven’t spent much time doing so.

The geeks, or ‘uber-users’, he identified as a small; highly-networked; highly influential; and knowledgeable group of core users that is steadily influencing the rest of the users in the spectrum.

Interestingly enough, he finds the developments towards social media are propelled by traditional media, with 5FM DJ, Gareth Cliff and newspapers like the Sunday Times, holding a strong online presence. One major shift with traditional print, has been that the publication’s move online has resulted in far more readers becoming involved in the social media side of that brand’s interaction online.

Brands that are smart are slowly but surely realising that the adage, ‘word of mouth’ is fast becoming ‘word of mouse’ (Dave Duarte) and this dynamic is what has changed the attitude of so many brands online. Brands are realising that users, ordinary people, are doing extraordinary things online.

Stopforth said he has seen the change in attitude towards social media by advertising agencies which have noticed the opportunities and no longer feel threatened by the space because in many ways, it is seen to augment above-the-line activities well. Other agencies have noted that benefits from the social space has meant an expansion of skills within the industry; increased experimentation; integration of social media into marketing strategies; staying in the conversation; and sustaining the message above-the-line.

Stopforth added that social media has also been adopted behind the corporate firewall. He said that more brands are beginning to understand that their staff love to connect with each other through these platforms and are therefore creating secure platforms to connect them, moving beyond the marketing dynamic to the HR domain.

Some South African brands which are doing well on social media networks such as Twitter and Facebook include Toyota; Samsung; Microsoft; Virgin Active; Woolworths; Vida e caffe; and Standard Bank.

Stopforth said that brands are still deciding whether to be passive or active; to be forceful online or pro-active; or merely reactive to comments about their brands.

In summary, Stopforth predicts that participation and popularity of social media will increase with the arrival of multiple undersea cables. This will see a massive increase in the amount of internet access available to average South African users. He also says that while brands are not forced to engage, they are missing out on opportunities if they don’t engage with social media.

For more information, email mike@cerebra.co.za or visit www.cerebra.co.za.

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