Blog

Production Bidding Transparency

No comments

It’s MRA’s priority to ensure transparency and integrity in the production bidding process for our clients, and we wanted to share a quick post regarding the recent announcement of the U.S. Justice Department’s investigation.

Day-in and day-out, our Content Production Advisors advise our clients on best-practice processes and procedures to protect against fraudulent bidding practices like those mentioned in The Wall Street Journal article.

With that in mind, MRA has responded to this week’s announcement by developing additional resources to help you mitigate risk and safeguard your organization against unfair production and post-production bidding processes. We’d be happy to discuss them with you — please request additional information here or call Stacey St. John directly at 513-354-3833.

 

adminmraProduction Bidding Transparency
read more

Defining The Actual Role of Broadcast Advertising

No comments

What is advertising? In its simplest form, advertising is a message from a seller to a poten­tial purchaser – which the seller hopes will produce extra sales and, ultimately, an en­hancement of revenues. And some other descriptors?

  • Advertising is an investment by the adver­tiser, wherein he puts capital into a venture he hopes will not only be self-liquidating but will also produce a handsome return on his investment.
  • Advertising is a golden opportunity to outwit, out­spend, and out-maneuver the competition.
  • Advertising is the very best method of pro­moting, building, rebuilding, or maintaining a Brand.
  • Advertising, in many companies, is the fast­est, most direct route to the Executive Suite.
  • But, above all else, advertising is SELLING.  The sooner we all get that very basic principle clearly in mind, the better off we’ll be.

Veteran salesmen will tell you it’s essential, at some early stage in the selling process, to get your prospect nodding, saying “yes” in response to your selling argu­ments. This, of course, is preparation for the essential “yes” that answers the bid for action, your “closer.”

Advertising, being an indirect form of sell­ing, needs to get “yesses,” too.

For the next few minutes, put yourself on your pro­spective customer’s couch and consider the daunting challenges your ad­vertising must take on. Within seconds, your ad must secure a “yes” answer to six vital questions. You must get six “yesses” in a row in order to win this game. Here they are – in sequence:

ADVERTISING YES #1

Yes – I’ll watch this commercial or read this ad.  If you don’t get this one answered right and right away pack it in.  You’ve lost the game at the get-go. Your commercial or ad must nail the viewer immediately. This is known as “attract­ing attention.”

Consider, for a moment, the enormous competition your ad encounters. You’re fighting the reader’s or viewer’s current mental condition, the accumulated events of the day, the iPad in one hand and the iPhone in the other, whether the dog is scratching itself, what the kids are doing, etc., etc. Your commercial opening or ad visual had better be good.

ADVERTISING YES #2

Yes – I’m interested enough to stick around for a few seconds. This stage in the sale, not surprisingly, is known as “arousing interest.” And you’d best be sure that the interest sought is the prospect’s interest, which you have cleverly ascertained from research. Beware of using an execution technique as an interest arouser – all prospects want low-calorie food that tastes good, you know.

ADVERTISING YES #3

Yes – I want what you’re promising. This is where the principal benefit comes in. Clearly, you market your product or service to provide a certain desirable end benefit for the prospect. Ergo, waste no time getting to the benefit quickly and unerringly (remember that your “temporary” reader or viewer can still bag out on you at any second).

Many sagacious advertisers make sure the principal benefit gets appropriate attention by making it the sub­ject of the ad’s main illustra­tion or using it as an early and dramatic visuali­zation in television. The best advertisers do both.

ADVERTISING YES #4

Yes – I believe what you’re saying or prom­ising. I understand how your Brand is different from your com­petitors, how you can offer some­thing they don’t or can’t…and I want what you’re offering me. If you don’t get this right, your persuasion score suffers.

Brand differentiation thrives on reason-why which is, of course, what we’re talking about here.

ADVERTISING YES #5

Yes – I want what you’re selling. Your proposition meets me squarely in the area of my interest and pro­vides the benefits I seek in Brands like yours. You’ve also convinced me why I need to buy your Brand over any other.

I like what you’re telling and showing me, and I’m ready to buy.

ADVERTISING YES #6

Yes – I WILL buy what you’re selling. I’ll matriculate from becoming a consumer of your advertising to be­coming a consumer of your product. You’ve showed me the package, you’ve rammed home the Brand name, and you’ve urged me off of my couch and made me make a note reminding myself to pick up look for your Brand while shopping next.

Cost Control: A Blend of Art & Science

Okay, now that you’ve studied the answers your advertising must elicit from viewers, we have some questions for you. Look at your most recent advertis­ing, particularly your Creative Strategy. How hard are you selling? Have you traded in a potentially effective cam­paign for “a little top of mind awareness”? How long has it been since you spent a day in the field with your agency, talking to retailers? How long has it been since you ran a truly innovative us­age and attitude study?  What are the analyses of your last copy research tests showing you?

MRA has more than 50 major advertisers as clients, and our consultants deal with questions of this kind every day.  Want to learn some more? Give us a ring!

adminmraDefining The Actual Role of Broadcast Advertising
read more

15 Hot Ad Agencies

No comments

Keep An Eye On These Hot Ad Agencies

We live in one of the most interesting and challenging business environments the world has ever seen. New trends and technologies are emerging overnight, making it difficult for brands to keep pace with the rapid changes. Finding the right partner(s) to support the changing needs and preferences of customers is paramount. That’s where a list of the best ad agencies comes in handy.

In today’s marketing world, working with the right ad agency can make the difference between rapid growth and the slow decline of your business. Top ad agencies today offer a fresh approach and new ideas to companies to help them get a competitive edge.

If you’re searching for an ad agency, or you just want to keep a watchful eye on the market, you’ve come to the right spot. Day-in and day-out, MRA has the pleasure of working with hundreds of agencies around the world. And we consider it a privilege to collaborate with many of the brightest minds in marketing and advertising. Some of the agencies featured in our lists are ones we work with — and some we simply admire from afar.

We decided to publish our first Hot Agencies list in April — which featured were rock stars like Sparks & Honey, Droga5, TDA_Boulder, Huge, and gyro…just to name a few. And now, we’re continuing to showcase some of the best and brightest ad agencies to watch. Download our latest edition of MRA’s Hot Agencies list, and you’ll find 15 top shops in the following categories:

  • New Breed Agencies
  • Independent and Proud of it
  • Small(er) with a Fresh Approach
  • Digital Roots
  • Content

The ad agencies in this list are pushing boundaries, coming up with innovative approaches that blur the line between marketing, strategy, creativity, and technology. Ready to find out who these hot agencies are? Download your copy now!

adminmra15 Hot Ad Agencies
read more

Savvy Celebrity Negotiations

No comments

Join MRA Tuesday, August 23, 2016 at 2pm EST for a FREE webinar — Savvy Celebrity Negotiations: 7 Areas You Should Consider. This 45-minute session will be led by MRA’s own Jerry Rice, a veteran in the advertising industry who served on the Joint Policy Committee for 12 years.

This information-packed webinar will cover 7 key topics, including:

  • What differing levels of celebrity could cost you
  • The variances between “cost” and “price”
  • Hot to capture better pricing while you negotiate

You won’t want to miss this free session — click here and register now!

adminmraSavvy Celebrity Negotiations
read more

Can You Spend Your Production Budgets More Wisely?

No comments

You can with MRA.

Check out a few examples of how we’ve helped others spend their production budgets more efficiently:

Recently, a client was pre­sented with new creative work.  The agency recommended producing three :30 spots behind the new creative; total bid for the production amounted to $1,600,000 — somewhat steep, but within the limits of what gets spent for com­mercials in that category.

On analysis of the boards, MRA’s consultant broke down the costs by commercial.  She suspected that a disproportionate share of the ex­pen­diture lay in an unassum­ing-looking set called for by only one of the spots — not immediately apparent from the board, except to a trained eye.

On digging fur­ther, it turned out that this set alone cost $540,000, or 34% of the total pro­duction cost for the entire pool!

When the Product Manager was ap­prised of the facts, she decided (smart Product Manager!) to produce the other two :30s. Total produc­tion outlay, just over $894,000, instead of the originally-recommended $1,600,000.

It’s not easy to see production pitfalls and extravagances in a storyboard.  That takes years of practice, and the experience of working with thousands of commer­cials. The average Product Man­ager, who may produce as many as three commercials a year, can’t be expected to act as his own produc­tion expert. Moreover, negotiating costs is not the optimum use of a Product Manager’s time.

It is, however, the optimum use of MRA’s time. That’s why we work for over more than 30 clients on retainer, and why we’ve done project work for all but a handful of the top 200 adver­tisers over the 35+ years of our exis­tence.

Cost Control: A Blend of Art & Science

Here are a few more examples of the kinds of savings MRA experts make  — large and small.

A major client was facing produc­tion of a large pool of commer­cials, featuring multiple non-speaking actors in each commer­cial.  The agency bid the job in Los Angeles — and also in South Africa and South America. Since the tal­ent was non-speaking, dialogue wasn’t important: looks, acting, and loca­tion were.

MRA has had considerable experi­ence with overseas production and was able to provide valuable infor­ma­tion about the necessity of ex­tended lead-times in scheduling and the placement of heavy em­phasis on preproduction in order to assure a smooth job.

The commercials turned out just fine (thank you!). The client ulti­mately saved $500,000 in production costs over the Los Angeles-based bidder and, coincidentally, $458,000 in reuse fees. The agency feels good about the results and, when last seen, was sporting the commer­cials on its sample reel.

Cost Control: A Blend of Art & Science

Another client had two :30s (each with a :15 cut-down). The shooting schedule called for four con­secu­tive days in outdoor locations in California. Given the potential for rain in February on the west coast, MRA strongly recommended that weather day insurance be in­vestigated; our people were able to recommend an insurance com­pany which had previously pro­vided good coverage at a very favorable price for our clients.

Weather-day contingency costs on this project were estimated at $80,000 per day for a total rain-out. On the other hand, the weather-day insurance premium came in at $28,000 for all four days, guaranteeing that nine hours of each 12-hour shoot day would be rain-free.

As it turned out, one shooting day was drowned out and a total loss. With proper documentation, the in­surance company came through with $80,000 in coverage, the pool of commercials was produced as planned, and client and agency were pleased with the results.

Cost Control: A Blend of Art & Science

Do you always accept the low bidder on production?  We don’t; instead, we look for the “best value” bid­der.

We had a recent case where the agency recommended — and the cli­ent con­curred — with the middle bidder: $25,000 higher than the low bidder. MRA agreed that the mid­dle-bid­ding director would do a better job and then set to work, negoti­ating a savings of $11,693 in pro­duction, casting, and agency travel. What that meant was, the commercial got the best director; agency and client were happy, and nearly half the premium cost was saved by judiciously pruning the production estimate.

In addition, the agency planned to hire nine on-camera principals as actors — four more than the five agreed to in the pre-bid confer­ence. Notified of the additional actors by MRA’s consultant, the client was able to persuade the agency that six on-camera princi­pals would be plenty — with an ul­timate savings of $45,000 in reuse payments.

Net result: the commercial seemed sufficiently “populated” with ac­tors; agency and client were happy with the results, and the client had a little extra cash to put into media or other areas.

 

adminmraCan You Spend Your Production Budgets More Wisely?
read more

Are You In Production Trouble?

No comments

And What Exactly IS “Production Trouble?”

Let’s face it — you may or may not know if you’re in “Production Trouble,” and that’s okay! Heck, you may or may not even know what “Production Trouble’ is. We’ll tackle that in a minute…

You know, when you I was a teenager, being “in trouble” meant I was either sent to my room, grounded from going out with friends, or…heaven forbid…had my car keys taken away. (We didn’t have cell phones back then. If we had, I’m sure that would’ve been first on my parents’ list.)

But what is “Production Trouble?” Well, it’s when you’re wasting precious time and/or money on production — and you may not even know it!

Things You May Be Experiencing When You’re In Production Trouble

  • The production process feels too complex — and rushed
  • You aren’t happy with the quality of your advertising
  • You’re not sure if you’re getting the best value for your production spending
  • You’re producing content for social media and want to ensure you’re getting the best ROI possible
  • You don’t have a central repository for asset management
  • You need to find creative ways to spend less on production so you can reinvest into other things
  • You’re not sure if you’re following best practices when creative is being produced
  • You’re not benchmarking production costs
  • You don’t have clarity on how production partners are selected
  • You work with multiple agencies, and they all seem to work in “silos”
  • You don’t know what different types of deliverable should (or shouldn’t) cost

Did you know there’s an expert resource at your fingertips that can help you with each of these? (Yep, that’s us). We can help you anytime and anywhere — MRA works with clients all over the globe. We’re here anytime…

Tell-Tale Signs You Need Production Help. Right Here. Right Now.

In addition to the list above, you may be in serious trouble (without even knowing it). Check out 6 Things You Might Say When You Need MRA (and shouldn’t go another day without calling us):

adminmraAre You In Production Trouble?
read more

Migraine Med Makes Heads Turn at Cannes

No comments

Excedrin® Migraine, Congrats on the Recent Wins!

It’s thrilling to see a Silver and two Bronze medals in honor of the creative associated with this campaign, and we’re honored to have played a part in making it come to life.

After more than a year of planning, the Excedrin® Migraine campaign went live in April 2016, and the entire campaign wrapped itself around various real stories of people who suffer from migraines.  Four individuals who suffer from migraines tell their story in four different videos. These stories are told in a truly unique manner whereby their partner or family member wears an augmented reality migraine simulator.

The production of this campaign kicked off many months ahead of the launch, since there was so much to plan in advance of video shoot.  MRA was involved from the very beginning when we helped capture the best people for this project — from casting to directors to editors, etc.

In addition to the four videos being shot, a long format video showing what a migraine feels like, science expert videos, preroll deliverables, and print stills were a part of this project. MRA recommended a genuine real people casting agent for the project and also recommended a production company, editorial company, and a talent payroll company to help with talent payments, which proved to be extremely successful.

Throughout the production process, which involved many layers of agency personnel (creative, digital, account, and even some freelance), MRA provided support well-beyond cost control. Many deliverables were produced for various regions around the world, and we were delighted to be part of the team, co-produce, and serve in an advisory role to ensure everyone could do their very best work — at the very best price.

MRA is so very proud to have the opportunity to serve more than 500 brands around the world, and we want to give special thanks to Excedrin® Migraine for allowing us to serve you on this amazing project!

Haven’t seen the campaign yet? Check out the videos here.

adminmraMigraine Med Makes Heads Turn at Cannes
read more

Hot Ad Agencies

No comments

Keeping A Watchful Eye on the Advertising Agency Landscape

If you’re searching for an ad agency (or in a great relationship but want to keep a watchful eye), you’ve come to the right spot to stay up to date with today’s hottest ad agencies.

In today’s marketing world, many brands are on the lookout for a fresh approach and new ideas to give them a competitive edge. As marketers evolve to meet the rapidly changing needs and preferences of consumers, ad agencies are also evolving to keep up the pace and become better partners to their clients.  With an eye on the landscape, you’ll be poised to see the leaders innovate and watch up close how agencies are structuring to do work that moves brands forward.

In this new fragmented and multi-channel world, many are ditching the outdated labels of “advertising agency” or “digital agency” and are taking the role of a trusted advisor that solves business problems by delivering innovative approaches. New models and disruptive forces are influencing ad agencies to forge new ground and blur the lines between strategy, creativity, marketing and technology.

If you want to stay up-to-date with the best industry practices and keep an eye on who’s out there leading the pack, then be sure to grab a copy by clicking the button below.

6 Types of Ad Agencies Featured

These are agencies that for one reason or another we keep our eye on, and would suggest that you do the same! Some of these agencies do great work for our clients that we see first-hand; others just do great work, and we would love to work for you as you work with them.  When you download the pdf, you’ll find links to each agency’s website, notable clients, and recent kudos — and the ad agencies listed are sorted into 6 various categories:

  • New Breed
  • Independent, and proud of it
  • Smaller(er) with a fresh approach
  • Digital roots
  • Media
  • B2B

“New Breed” Digital Agencies

The only thing these marketing agencies have in common is that they do things differently. It may be their approach, their world view, their way of doing business or just the combination of intangibles that makes them so uniquely who they are. They are not going to be right for everyone, and they are likely to put as much energy into determining whether you are the right fit for them as you would expect them to put into trying to prove that they are the right fit for you.

Independent, and proud of it

These agencies are staunchly independent and very proud not to be beholden to the oversight of large holding agency holding companies.

Small(er) with a fresh new approach

These ’boutique shops’ have specialized core competencies and more often they will tailor their offer to a particular industry or sector.  Despite their small size, they can pack a strong punch.  You’ll likely find that all of their talent is their top talent, so you’re working with key personnel every step along the way.

If you’re curious who these great agencies are…click the button below!

Hot Ad Agencies List

adminmraHot Ad Agencies
read more

Understanding SAG: What Every Brand Manager Should Know

No comments

Understanding SAG: Live Webinar

This year brings new changes to the Screen Actors Guild (SAG) contract with the Joint Policy committee of the ANA/AAAA for all the marketers and agencies who use actors for advertising. The SAG negotiations started in February and the new contract, tentatively agreed upon on April 3rd, 2016, will run until March 31, 2019.

If you plan on doing any type of broadcast advertising – including TV, Cable, Internet, New Media – using members of the Screen Actors Guild union or even non-union talent you should be prepared for and up-to-date with all the new changes in the SAG contract.

With the rising demand for online digital videos, agencies are using more talent than ever. The new contract aims to adapt to these new demands and will bring new changes to the SAG commercial rate sheets (split into TV and online/new media), retroactive payments due to performers, working conditions, the signatory/non-signatory status, off-shore production rules and other non-economic issues like using non-union actors for your production.

Because MRA is committed to helping you through this process, we will hold a live webinar on April 20th at 2pm EST to help you anticipate and prepare for all the specific problems that might arise for you.

This webinar is designed to help you make more informed decisions when storyboards and budgets are submitted for approval, and while this webinar will be most valuable for TV advertisers who also create online videos, any company is more than welcome to attend if they plan on doing any broadcast advertising in the future.

Join us on Wednesday, April 20th to learn more about:

• The Screen Actors Guild, who they are and what is their jurisdiction
• The SAG contract, and how to find out if you are a signatory
• Is it ever possible for SAG signatories to use non-union talent?
• Arbitration: What are your chances of winning
• The experimental Coverage Waiver for ‘Made For Internet and Made For New Media’ commercials

SAG Webinar Registration

Presenter: The webinar is authored and will be presented by MRA’s own Jerry Rice

Who is Jerry Rice?

Jerry Rice has been a Senior Production Manager at Procter & Gamble, an agency producer and a production company owner. Jerry has considerable expertise in advertising production and has served on numerous industry committees, most important being the ANA Production Management Committee and as the Vice Chairman of the Joint Policy Committee of the ANA/AAAA, which negotiates the SAG contract on behalf of the industry.

Jerry has been through four SAG contract negotiations so far and will provide you with special insight into this process to help you smoothly navigate through the changes.

In addition to helping clients capture significant savings, Jerry also brings a wealth of insight and perspective regarding best practices, production business models, trends and innovation.

Click here to reserve your seat!

adminmraUnderstanding SAG: What Every Brand Manager Should Know
read more

How Much of Your :30 Commercial Is Actually Working?

No comments

How to analyze your commercials for better results.

What do you require of your TV commercials?  If all you want is “a little top-of-mind awareness,” click off this page right now.  You aren’t the sort of Product Manager who needs to read this.

If, on the other hand, your answer is “Move some units,” “Build a brand,” “Get prospects into dealerships,” “Convince category users to switch to our brand,” or “Fight off a competitor,” then stick around; we have a simple and useful analytical technique that will help you make each of your commercials work harder.

We start with a principle that posits: the better media buys you make, the better your commercials need to be.  If you have weak, inane and ineffective commercials in great time slots at high frequency, you’ll deliver your insipid advertising to a huge audience with admirable efficiency — thus, blowing your chance to achieve some real career-enhancing business results.

We also start with the premise that the sole function of any of your commercials is to make the audience do something as a result of all the work and money you’ve put out.  Nobody should get a free ride on your advertising; that is, no one should be able to consume your advertising without also trying the product. If all you want is a “little top of mind awareness,” buy some outdoor advertising: it’s probably cheaper.

Determining how much of your commercial is working is simple and easy — and requires nothing more than a stopwatch, recording device, and a reel of your latest brand commercials.

You simply time the “working” scenes, add ‘em up, and voila!  You know how much of each :30 is actu­ally working for your brand.  How much is actually sell­ing, as op­posed to getting ready, preparing a mood, being charming, or other­wise wasting time on irrelevancies.

Be thorough in your analysis.  Check both audio and visual.  Then turn off the audio, and see how much visual selling your spot is doing.  (You might be surprised.)

Here’s what to look for in your commercials:

  1. Scenes (short ones) at the opening of the commercial designed specifically to attract your desired target audience.  Such scenes work to bring in the right prospects for your Brand.  Keep those scenes in.  They’re working.
  2. Opening scenes devoted to “creating a mood” are probably wasting time that could better be used on the product. It’s always a good idea to throw out all “mood setting” scenes (along with the creative group that so volubly defends them in presentation meetings).
  3. Product shots are fine. You should have at least two of them per commercial, and they should take up no less than 20% of the total air time. (God forbid you should have so little product identification that some potential buyer might think your terribly persuasive copy was plugging a different brand — and as a result, go out and buy that)
  4. Jokes, on the other hand, are usually not fine. They’re so rarely relevant to the product or commercial message they’re almost unexceptionably a waste of good commercial time. Chuck all jokes out; they usually ingratiate only the friends of the creative team.
  5. Scenes showing problems of not using the product are okay — if they’re short and segue immediately into scenes showing the advantages of using the product.
  6. Scenes showing the end-result benefit of solving problems by use of the product are always acceptable.  They should make up the majority of the time spent in your commercial.  This is where you pay the rent — with compelling scenes of your product’s benefits and advantages.
  7. Demonstrations of how your product is better, or produces a more desirable result are great. Use them lavishly. Remember that Bounty went from zero to a commanding share in the paper towel category by using :21 worth of demos per commercial — which left only :09 for other visuals (all told, probably not a bad thing).
  8. Immediately reject any shot with flying doves, swirling leaves, or running brooks — unless you’re actually selling those particular commodities.

Okay, you now have timed all scenes, and can arrive at some conclusions.  If your commercial scores in the range of the follow­ing numbers of seconds, you can:

:0-:l0 — Clear a space on your desk for the Clio or Cannes Gold Lion your commercial will undoubt­edly win.  You’ll also need plenty of room on your desk for your resu­mes, which you will be sending out in quantity right after the next share numbers are in.

:10-:20 — Fair; but you’d better call your agency to set up an earnest discussion of strategy and business objectives.

:20-:30 — Good for you.  You understand advertising, and are likely to be successful at it.  Go to the head of the class.

MRA’s experts understand advertising, too.  We work to improve the advertising and cost performance for national and global clients in all sorts of categories.  Interested in learning more?  Let’s schedule a time to chat.

adminmraHow Much of Your :30 Commercial Is Actually Working?
read more