Local Online News: Still Up for Grabs

The online news space is getting crowded. Maybe it’s time to start throwing some elbows?

Digital marketing dollars of most small business, are still up for grabs. When you take these tiny but high volumes of mom & pop budgets, and combine them with the ‘asleep at the wheel’ efforts of traditional media, you can see why Reach Local, Google, Yellow Pages 360 and a slew of indie efforts are doubling down and are going for the kill.

When it comes to big media’s foray into this space, it’s full of well intentioned, but often misguided efforts.

  • Philly.com’s CEO; Greg Osberg once told Poynter: “His top focus initially, will be on building audience, especially online. While conceding the point that small growth in unique visitors and other measures may not greatly impact ad sales, I think we can get 100 percent more audience, and that would make a difference.” Whoa, hold on there big fella. Since revenue & profitability is likely the top priority of his bosses, (investment firm of Angelo Gordon & others) we are not in agreement with Osberg’s statement. Instead, we believe Philly.com (and most news sites) have a sales strategy problem, not a traffic and page-view problem. Driving zillions of page views = inventory glut = lower effective cpm. Even MSNBC declared: pageview ‘dead’. Osberg also hinted of  his plan to find local collaborators, especially in the suburbs where editorial coverage has been cut. We think this will be tough in the fiercely independent, Philly blogosphere, where some indie sites are getting bought up. (see next item)
  • A Philly sports blog called 700Level, was acquired by Comcast. Another local sports site called Beer Leaguer was also just snapped up by the cable giant. This should give local, independent site owners a much better sense of the value of their work. If your stuff is good, why give it away for peanuts? If your not sure how to value your site, contact us for assistance. Indie-sites like Philebrity.com, Philly2nite.com and SuburbanOneSports.com are not likely to sell out for the relatively small pay day and employee status that the 700Level & Beer Leaguer jumped on. (we think much too quickly). Kudos to Comcast Sports Net vp; Eric Grilly, for making this smart move, while the 2 sports Radio stations in town 610WIP.com, 975TheFanatic.com, as well as Philly.com, were snoozing.
  • The Washington Post hoped local bloggers would drop everything to work with the legendary site, for what some say, free. Read the laundry list of rules you need to follow, if you want to work with the WashPo.
  • SacPress.com is the self-funded news project that reportedly reaches more Sacramento online readers than the daily Newspaper (Sacbee), by leveraging their Sacramento Local Online Ad Network (SLOAN). The network is now over 40 sites strong, even repping the web inventory of 4 local Radio stations. (stations owned by digitally-challenged, Entercom)
  • Radio & TV taking a shot at hyper-local news. Some broadcasters admit their weakness, raising the white flag, and are outsourcing web strategy to DataSphere. Others do it themselves, and make clumsy mistakes and leave money on the table. But promising Radio efforts like WYDaily.com are a sign of things to come.
  • Sites like TheBatavian, AroundMainline.com and BrigantineNOW.com are gaining traffic and advertiser support. They use the not-so-secret formula of “running their sites like a business”. They spend less time with research and theory, and more time on the streets closing deals, and making sales calls.

Starting Hyper-Local News and Ad Networks

Whether you’re a big media company, or an indie-journalist/content creator…. participating in or forming your own Hyper-Local Advertising & Content Network could be critical to your online success.

FACT #1: Small businesses are quickly moving their ad budgets to web. In addition to your own direct sales efforts, there are substantial revenue & cost reduction benefits when you take part in the efficiency of a shared sales and service “co-operative”, or ‘hyper-local incubator’. (see below)

FACT #2:  Your work as a writer/reporter has incredible value. Especially to big Media. Why ‘donate’ it or sell it for peanuts? Understand online journalism business models, before you act.

Local online competition is on the rise….and now, at a much faster pace. Don’t be fooled into thinking that hyper-local news doesn’t work. Those early journalist-lead experiments from CUNY, New York Times and ChicagoNow struggled for financial stability due to a common flaw: revenue & sales expertise took a back seat to editorial & tech in the start-up phase. Indeed, ‘build it and they will come’ does not work so well on the web.

Today, a growing list of hyper-local news efforts are being lead by those with deeper revenue & business experience. It’s about time.

Who wins the local, online revenue game? The winners will be those organically-grown websites and independent content creators who know their community. These online publishers take their efforts seriously and execute realistic plans for revenue. They don’t sell via CPM. These local online titans are not encumbered with legacy business concerns that need to be ‘protected’. These are the future leaders of news.

INMA Audience Summit; Mel Taylor PPT

Here’s my presentation deck from the INMA Audience Summit, Las Vegas, Oct. 24, 2011. Session was called: State of Circulation; Monetizing the Online Audience . Special thanks to Earl Wilkinson, John Newby and everyone who gathered for this outstanding event.

Mel Taylor INMA Vegas 10.24.11

Digital Diagnostic for Radio Websites

Can Radio beat Newspaper in the online news space?

Here’s part 1 of last week’s webinar we did for a group of Radio executives. Merlin Media and Genesis Communications are featured in this session. We focus on the issues affecting Radio’s ability to build sustainable, online business models.

Newspaper’s Digital Competition

How Newspaper Can Beat Digital Competition. UPDATED for Oct 2011. Slide deck from this week’s webinar. Some competitors are familiar, others are not.

Featured topics:

  • Centro: Friend or Foe?
  • Philly.com gets crushed on Mainline by indie website; AroundMainline.com
  • Huffington Post and their aggregation model to trump Patch model?
  • Patch President; Warren Webster, qualified to talk revenue?
  • CPM selling is killing Newspaper websites.
  • DataSphere helping TV get into hyper-local space.
  • Newspaper Web Competition Oct 2011

Inland Press; Patch & Hyper Local

patchOn March 18, Inland Press responded once again to the newspaper industry’s interest in hyper local competition and the growth of Patch. They invited me to do an encore of the session that was originally presented in St. Petersburg, Florida a few weeks ago, at the Key Executives conference. See presentation below.

Attendees heard our message loud and clear. Run your website like your newspaper….profit must come first.

Key take-aways that seemed to resonate the most:

  • Whoever acts as Web general manager, VP Interactive/content, editor, etc….must have their compensation tied to digital profitability and local market share….NOT page views or other soft metrics.
  • CPM selling at the local level is no longer effective, and is only getting worse.
  • Ad units and page layout need to be cleaner and more advertiser friendly. ( just like the newspaper )
  • Reliance on 3rd party ad or remnant networks need to be reduced or eliminated.
  • Newspapers need better awareness of the new, digital competitors like Groupon, Patch, Reach Local, etc.
  • Patch may not be a newspaper killer, but they do execute local tactics that newspapers should adopt.
  • Compensation, management structure and work flow must be re-aligned to embrace a digital first culture.
  • Let’s stop talking about, or over-researching the problem. Let’s put sales & business 101 into action.
  • Print is never going away. Yet digital will be the one tool that helps our industry the most.

INLAND PRESS: New Digital Competitors 3.18.11

Remnant Ad Nets; Auto Pilot for Sales

Remnant ad networks can be a deadly revenue stream for local media.

It’s understandable that broadcast, newspaper and hyper-local websites love these money makers for their ability to put local sales efforts on auto-pilot.

Unfortunately, 3rd party selling can turn your valuable ad inventory into a commodity that’s priced and traded in bulk with little regard for your site’s ad environment, readership, engagement and other qualitative features.

ESPN, Turner, NBC have already reduced their reliance on these 3rd party ad nets. They can sell their premium inventory better than any outsider. Why sell out to middle men who essentially put your inventory up for auction? Why not offer your premium audience…. at premium rates?

Watch the video below to see how many mis-use Google Ad Sense, Ad Blade, Centro and other 3rd party sales representation.

Patch Not-So-Secret Plan

We often hear hyper-local journalists and newspaper publishers scoff at the Mc-cookie cutter and corporate approach of Patch. Too much aggregation, editorial missteps and the lack of advertiser support…..all early critiques that provide some level of comfort for those that hope Patch will fail, and fail fast.

Patch does share a few traits of other struggling or dead local initiatives that adopted a ‘build it and they will come’ strategy. In these plans, editorial & tech execs take the lead and burn through cash to build traffic. THEN… they retro-fit a semi-realistic sales strategy and hire a VP Sales. Ask San Diego News Network and NYT’s The Local, whether that model worked out for them. (hint: it didn’t) We can’t imagine that AOL Patch chief; Tim Armstrong is overlooking the lessons of these past stinkers. We also don’t think he’s doing Patch for purely altruistic reasons like saving journalism or winning journo awards for his mantle. Clearly, he’s wants ROI. And why not? That’s job #1 for any CEO.

Patch using smoke screen & red herrings? To my non-journo hairy eyeball, much of Patch’s current content & editorial efforts are being mis-interpreted by those who feel threatened. Editorial, massive page views and community engagement is not the ultimate end game here. Rather, the real M.O or modus operandi of Patch is to steadily build relationships with local advertisers, then offer a portfolio of digital marketing solutions. And we’re talkin’ more than just banners.

More than just banners. In other words, Patch is just starting to get cozy with mom & pops….getting them ready for a sweet and more profitable up-sell consisting of events, video, sem, web development, social & reputation management, database, etc. Friendly Patch folk stop by local retailers to ‘help’ them with their free online profiles, take some pics, and stealthily update the Patch smb databases. Smart.

Using free-mium model, Patch cuts through clutter and aims to be a primary partner with local business, something traditional media had a lock on for decades. That’s the holy grail. The life blood of local, online news & info, is local advertiser support. Without it, Patch and others like it, fail.

Market incumbents fighting back. Sort of. In Seattle, KING-TV and cross town competitor; The Seattle Times, have formed an un-holy union with their hyper-local ad network plans. In this scheme, they hope to attract indie bloggers by offering the digital sales acumen & relationships of their ‘ace’ TV and Print sellers. Since The Seattle Times has dabbled in hyper-local for the past year, one may assume their solo plan wasn’t working, so they needed a partner. To see the ‘newsroom & editorial only’ perspective on big media & hyper local, watch these very telling interviews of Seattle Times execs. This video clearly highlights the lack of any sales or local advertiser influence and understanding. Also watch for the knucklehead that states: ‘this helps the newspaper’. (why do bloggers want to ‘help’ the newspaper?)

To date, we haven’t seen this kind of plan work out so well for the blogosphere. Especially in the revenue department. That’s why we patiently wait…and wait…..for good hyper-local sales reports from TBD.com, ChicagoNow.com and MiamiHerald.com. Can a TV or Print rep properly represent the unique properties of an indie website? We still think that’s a long shot, as many reps and their ad directors, still struggle to sell their own big media sites.

Journalism’s two masters: reader & advertiser. Which one do you think ROI-focused PATCH is putting first in line? Distasteful as it may sound to some, sales & revenue need to take a front seat in every local news and hyper-local effort. Without sound financial footing, community coverage & engagement are non-existent. Journalism is a means to an end for corporate media. That end is profit. We know this is tough to swallow for newsroom vets, after decades of insanely profitable newspaper domination.

Getting hooks into local smb’s. If Patch can accomplish this, don’t be surprised to see an upgrade in their editorial & staffing. Not only will this will be tough for indie bloggers to compete against, it might just be the final nail in the coffin for Newspaper.

Old School Media Execs: Digital Drag

Last week, traditional media execs got another digital wake call with the demotion of a well respected newspaper editor in Philadelphia.

Bill Marimow was re-assigned as an investigative reporter. Philadelphia Media Network CEO; Greg Osberg, publicly stated that Marimow, though a Pulitzer Prize-winner, ‘did not have the background in digital media necessary to lead the paper going forward.’ This announcement was a biggie. If you listen very close, you can almost hear the sound of old school media execs scrambling to finally start their Linked-in profiles and Facebook pages.

In other ‘That Won’t Ever Happen Here’ news….Deseret Media in Salt Lake City, lead by innovation pioneer Clark Gilbert, purged 43% of his print staff in order to grow the ‘digital first’ team. While the plan was painful to execute, Deseret smartly merged the remaining print staff with their newsroom at KSL-TV. This resulted in a 200-person newsroom, the largest in the state. In addition, Deseret plans to also tap the indie blogger space. Overall, this may be the finest model of local media-disruptive innovation in action, influenced by the business best seller; The Innovators Dilemma.

Hey Look, I’m Digital..…NOT. It’s easy to see why a newspaper technophobe could get the boot. You could also make the case that a sales manager who hits his broadcast budget, while allowing a client to place their web budget elsewhere, could also be shown the door. But there’s another way to win some walking papers, while ‘looking’ like you’re digital. In this smooth move, the media exec outsources key sales activity to 3rd party vendor. It shows corporate a quick boost to the interactive bottom line, with little or no investment. In reality, this faux-digital exec just let the wolves into the hen house.

The Yahoo Consortium; and Other Deals with the Devil. This might be one of the most visible examples of traditional execs letting those wolves in, and keeping them warm and well-fed, too. In order to shore up their weakening web efforts, newspaper execs trained their own reps to pitch the virtues of Yahoo, in exchange for getting access to the national web giant’s cool new ad serving software and audience. The revenue split did bring in some new cash, but at the huge cost of letting Yahoo build a relationship with local print advertisers. On the flip side, this might be Newspaper capitulation: their strongest asset is their local sales force…. so why not leverage it?

DataSphere smart, Local TV Not So Much. This smart tech company from Bellevue, Washington has been a god-send for some digitally stressed TV execs. In this deal, DataSphere provides the station with a quick roll-out of trendy hyper local sites, complete with outsourced cold-calling of local business owners. Sure, it looks brilliant: nothing but  profit for the TV station, while keeping the traditional sales staff focused on selling on-air commercial time. But the creepy facts of DataSphere keeping over 50% of the revenue, pimping out the station’s call letters, and having a primary relationship with the local business… is like killing your last chicken for the meat, at the loss of your egg supply. Providing access to local advertisers, and sharing revenue with those who want to eat your lunch, is not a digital revenue plan you want your name on. We suggest that this reveals limitations of digital business savvy at best and poor fiduciary oversight at worst.

Think it’s Tough for Newspapers? It’s even Tougher for Local Radio as they hang their hat on being a platform for content they don’t own… music & syndicated talk. At a recent gathering where execs convene to network and debate the future, many put blue-sky spins on their squishy web results. The most glaring example was how they shared their digital results: revenue & web traffic increases described in terms of percentages. These numbers, coming off low comparables, won’t even impress a rookie Wall Street or private equity analyst. Recent research shows that Radio gets less than 2% of local online advertising spends.

The World of Safe & Old School Media Management is Over. It’s now being replaced by execs with a DNA infused with entrepreneurial & turn-around expertise, combined with serious biz-dev skills. Much of this evolution will start at the top.

Local media can learn from other mature industries. It took guts, humility and foresight for the great-grandson of Henry Ford to step aside, and let Boeing airline veteran Alan Mulally take hold of the automaker. Bill Ford knew current management and the insular culture had too much to protect. Similarly at General Motors, former AT&T CEO; Ed Whitacre, was hired to rip out the diseased and dying heart of GM. Whitacre, with no experience in cars other than to drive one, wasn’t looking to win any popularity contests. Lacking the motivation to protect the way it’s been, he immediately dealt with the 800-pound gorillas in the room. ‘Big Ed’ helped turn around the company in double time. An insider with too much legacy baggage could have never accomplished that.

Like the necessary & dramatic change at GM and Ford, local media will also go through this gut wrenching change as well. It’s already happening as the above examples in Philly & Salt Lake city can attest to. To be sure, we’ll hear NO WAY, THAT WILL NEVER HAPPEN HERE. The incumbents will take a stand and dig their heels in. They’ll tell you a million different reasons why there’s no need to change, and why those in charge have decades of superior results, and YES, they can be digital enough!

Creative destruction is accelerating in Detroit, Philly, and Salt Lake City and other cities yet to be announced. There is proof that the most entrenched corporate cultures can and will be blown up, with little regard for ‘the way it’s always been’.

Sustainable Business Models: Online News

Editorial leaders like Jeff Jarvis, Jay Rosen & John Paton have lead the charge to create powerful, online news organizations. Now we need specialists in local revenue & sales models to step up and take all of this great work to the next level. These 3 slides provide some insight on how to develop sustainable revenue models, that support much needed local news gathering.

Sustainable Revenue Platform for Online News 8.30.2010

Local Media Eco-Systems

Local news & info sites need more than just a banner sales strategy. While display ads are still a major part of online advertising, they’ll certainly not be the cash cow you hoped for. Instead, consider a variety of other revenue streams, like Local News Incubators, to quickly move to sustainability. Counter-intuitively, some of the best revenue producers are offline.

Here’s a graphical look at the business plan we developed, and are deploying in a mid-size market. This road map uses proven tactics that are already working independently, in many markets. We’re rolling this out in measured increments, not all at once. This allows for ability to build a solid foundation, prior to adding more complex elements.

hyper local online news and eco-system model

hyper local online news and eco-system model

Radio Websites, a Hyper Local Opportunity?

Warning: If you have responsibility of managing the station website and you think web sales is un-appealing, or just not worth the time and effort……you may not want the big boss to read this!

Can Radio get into the hyper-local, and online news business? That all depends if they run their online assets as a business, rather than a hobby. Can they move from old school tactics like mascots and remotes, to offering local business owners a portfolio of online solutions they are clamoring for?

Radio remote, cat country, atlantic city

What's Better for Radio; Silly Remotes or Web ?

Radio purists, Broadcast vets, Wall Street and even hardcore music geeks agree on one simple fact: without profit to pay the bills, there’s no programming excellence. So when it comes to the Radio station website and the hyper local opportunities it provides, why aren’t they run in the same financially disciplined way?

When a Radio GM wakes up each morning, what’s likely on their mind? What new Lady Gaga song should be added to the playlist? A morning show bit to post on the station site? While these play a role in the overall success of a station, it’s really not the stuff that keeps the GM up at night. Rather, it’s the sales and profitability issue that makes them toss and turn.

For Radio’s digital initiatives to dramatically drive more cash to the bottom line, they simply need to be operated under the same strict financial, programming and operational pressures of their on-air brethren. It’s really that simple, and there’s no two ways about it.

TIP  #1: Web-training for upper management: Understanding new competition, compensation/hiring issues, rate card, forecasting/inventory yield management, overcoming common objections, managers lead by example (not from behind desk), leverage web to increase overall Radio share, take share from TV, Newspaper, and direct marketing budgets.

TIP  #2: Beware of web sales trainers that haven’t sold web in years. Would you ever hire an overweight, personal trainer to get in shape? Are you following consultants that sound really smart, ‘wow’ you with gee-wiz technology and talk of ‘extending your brand’ online? Ask them to help you craft a pitch, overcome some objections and close a deal. See how they do with that one.

TIP  #3: While research, analysis and classroom lecture is helpful, you need to put money on the books NOW. Be wary of those who will have you believe that expensive data & training will lead you to web profits. The smartest ideas & concepts are worthless, until they are successfully implemented in the field.

Internet business 101 for programming & marketing. When PD’s, DJ’s, marketing execs, & webmasters understand basic online sales models, they create more advertiser-friendly digital opportunities, while developing greater loyalty with listeners. Just as sellers are trained, these non-sales departments need to also be well-versed in digital media & online revenue models. Programming knows how we make money with on-air, now they need the same understanding of our online revenue strategy.

Let me tread here cautiously, since as a former on-air and programming guy, I understand that I could ruffle a few feathers with the following. There’s too much, inherent risk when programming and marketing departments have virtual free reign in managing the online effort. Understandably and with all due respect, sales and revenue isn’t the top priority at this point, for Radio’s creative crew. Their job is all about audience, and they execute on this with great skill. That being said……just as a GM wouldn’t allow DJ talent to pick their own music, or allow the PD to push all the stop sets till after midnight, the GM needs to ensure that business-focused web rules and standards are properly set and adhered to.

TIP: Provide non-sellers with relevant background and regular training in how local businesses are spending their web dollars, the emerging online competition to Radio, and what issues the station sales reps are encountering in the field.

Manage your online inventory like on-air Nobody sells your product & audience better than your own team. Like on-air, local and direct selling of web is preferred over allowing outside middlemen to re-sell or commoditize your unsold inventory. [Read more...]