www.spotsndots.comSubscriptions: $350 per year.

This publication cannot bedistributed beyond the office

of the actual subscriber. Need us? 888-884-2630 or

sales@spotsndots.com Copyright 2018.The Daily News of TV Sales Wednesday, March 27, 2019

A THIRD OF BUYERS ALREADY EXPERIMENTING Addressable television ad spending is projected to top $3 billion within the next year. That’s according to an extensive new report on addressable TV released by the Video Advertising Bureau (VAB). First, a refresher: addressable TV is the use of technologies to enable advertisers to selectively deliver specific ads to individual households via cable, satellite or Internet Protocol television (IPTV) services. The number of addressable TV households has grown rapidly. The VAB says there are now 64 million addressable households, a 30 percent increase between 2016 and 2018. That translates into 162.2 million Americans (2+) reached by the medium. Where eyes go, advertisers follow — and that leads to a growing embrace of addressable TV by media buyers. More than a third (35%) of advertisers that took part in an ANA/Forrester survey said they’ve already experimented with it. And 15 percent said they are now including addressable ads in their buys on a regular basis. To illustrate how quickly the option is growing, VAB points to a Xandr survey that found the clear majority (71%) of advertisers have only been buying addressable TV for less than a year. Nearly all (62%) said they already believe addressable has become a valuable part of their media buy. Jason Brown, SVP of ad sales partnerships at Xandr, says the technology is changing the way brands reach consumers on television. “We also see advertisers using addressable technology to better reach ‘light TV viewer’ households in a more effective way, which is improving the efficiency of their TV buys,” Brown says. The VAB report forecasts $2.54 billion will be spent on addressable TV advertising this year. That would be a 23 percent jump from the $2.1 billion spent last year. And it forecasts addressable spending will increase by another third in 2020, with addressable ad buys totaling $3.37 billion. If accurate, that would represent a tripling of dollars spent on addressable TV between 2016 and 2020. Xandr’s buyer survey offers clues as to why it’s growing at such a pace. Among those quizzed, 40 percent said they’re now making significant investments in the platform. In addition, 55 percent are planning on increasing spending. “Ultimately, these advertisers would like to be able to allocate 10 percent more of their budgets to addressable TV,” the report says. More targeted reach, lower CPMs, and better metrics were all cited as the top benefits. The VAB report points to a FreeWheel estimate that says addressable TV’s share

(Continued on Page 2)

FORECAST: $2.5B IN ADDRESSABLE TV AD SPEND IN ’19ADVERTISER NEWS The Wall Street Journal reports that men are ditching their suits, and retailers are struggling to adapt. Jos. A. Bank, a chain known for selling suits to the corporate masses, began airing a TV commercial earlier this month that features men in sport coats, khakis and jeans. The chain, one of the largest suit sellers along with its sibling Men’s Wearhouse, both owned by Tailored Brands, is starting to feel the bite as more companies give their blessing to casual attire. Sales

at Tailored Brands, which also includes the K&G and Moores chains, fell 10.7 percent in the most recent quarter to $768.1 million. The U.S. men’s suit market has shrunk 8 percent to $1.98 billion since 2015. Over the same period, sports apparel has grown 17 percent to $44.8

billion, according to Euromonitor International... Wayfair has announced plans to open its first full-service store in the Natick Mall in Natick, Mass., during the early fall, The Boston Globe reports. The online furniture seller currently operates an outlet store in Kentucky and has opened pop-up shops for the holidays in past years. It plans to open four pop-ups this summer... Three hedge funds, which control about 5 percent of Bed Bath & Beyond’s stock, want to replace the company’s CEO, Steven Temares, and replace the 12 current members of the retailer’s board of directors. The action taken by Legion Partners Asset Management, Macellum Advisors and Ancora Advisors helped boost Bed Bath & Beyond’s stock price 22 percent in yesterday’s trading... Lenders representing 55 percent of Neiman Marcus’ term loan debt and 60 percent of its unsecured notes have agreed to give the luxury retailer three additional years to get its financial house in order, The Dallas Morning News says. Neiman Marcus has struggled to pay down about $5 billion in debt that came with two leveraged buyouts of the company over the past 10 years... Digital alternatives are taking a bite out of the greeting card business, and retailers from CVS to Walmart are looking to reduce the space they devote to the category. Americans buy about 6 billion greeting cards a year, but sales are expected to decline about 3 percent annually through 2023, according to IBISWorld.

PAGE 2 The Daily News of TV Sales @ www.spotsndots.com

AVAILS WSOC-TV, the COX-owned ABC affiliate in Charlotte, N.C., is looking for a dynamic Local Sales Manager to co-lead its winning sales team. Must possess an entrepreneurial mindset, competitive spirit, and passion for marketing sales, both broadcast and digital. The ideal candidate will have a proven history of growing revenue for both television and digital. CLICK HERE for more details or to apply now. WCVB TV5, the Hearst-owned ABC affiliate in Boston, has an opening for a Multi-Platform Account Executive. We’re looking for a dynamic, self-motivated individual to join our

market-leading sales team. The AE will develop new and service existing local and multi-platform accounts, ensuring all financial goals of the TV station. Needs a positive, results-oriented attitude and ability to use qualitative research effectively to further sales effort. Visit careers.hearsttelevision.com for more information or to apply now. EOE M/F/D/V. Radio Account Executive: WCLY-FM, Raleigh, N.C., is seeking a sales

professional to identify, develop and grow new business accounts on our radio, digital and event platforms. 3+ years of sales experience required. CLICK HERE for details or to apply. EOE M/F. All Capitol Broadcasting Company properties are tobacco free. Capitol Broadcasting Company participates in E-Verify. KIRO TV, Cox Media Group, Seattle, seeks a Digital Sales Specialist to work with the media sales team to grow digital revenue by accompanying the media sales team in the field to conduct customer needs analysis and present client-facing solutions. The Digital Sales Specialist must understand all CMG Local Solutions digital product offerings and how to leverage them to meet the client’s strategic objectives. Digital assets include all kirotv.com core products and platforms inclusive of display advertising, streaming media, and native advertising. CLICK HERE to apply.

See your ad here tomorrow! CLICK HERE for details.

VAB: $2.5B IN ADDRESSABLE TV AD SPEND IN ’19(Continued from Page 1)of ad minutes will hit 30 percent by 2022, up from 13 percent in 2016. It predicts live and time-shifted broadcast TV’s share will slide from 86 percent of ad minutes down to 64 percent as a result. But the message VAB is sharing with advertisers is that TV shouldn’t be an either-or strategy. Instead, it says the best move is to combine the scale, attention and “emotional engagement” of broadcast TV with the precision-targeting and transparency of addressable TV. VAB’s guide includes several case studies on how several brands used the combination, which VAB President Sean Cunningham says helped show how addressable TV can deliver not only bottom-of-the funnel results, but also “higher-order metrics” such as brand awareness, ad recall and purchase intent. “Through full-funnel activation, marketers can segment and target the right consumer, checking each stage of the purchase process,” he says. Download the Address For Success guide HERE.

NETWORK NEWS PBS is reportedly in talks with several streaming companies, such as Hulu with Live TV and Sling TV, to secure carriage agreements that would expand its digital footprint. The network strategy also includes allowing real-time streaming for programs that are broadcasting on local channels... Omar Benson Miller (Ballers) and Maya Lynne Robinson (The Conners) are set as series regulars opposite Walton Goggins, Michaela Watkins and Rob Corddry in CBS’ single-camera comedy pilot The Unicorn. The Unicorn, inspired by a true story, centers on Wade (Goggins), a recent widower who is eager to move on from the most difficult year of his life, only to realize he’s utterly unprepared to raise his two daughters on his own and equally unprepared for the dating world — where, to his shock, he’s suddenly a hot commodity... The CW’s Riverdale universe continues to expand with more casting news for the forthcoming Katy Keene spinoff pilot. Zane Holtz (Hunter Killer, TV’s From Dusk Till Dawn) and Katherine LaNasa (Imposters, Satisfaction) have joined the cast of the pilot starring Lucy Hale as the aspiring fashion designer... CBS has booked premiere dates for its new action-adventure series Blood & Treasure, along with the final season of modern Sherlock Holmes tale Elementary and the sophomore run of the drama Instinct. Blood & Treasure will launch with a two-hour premiere at 9 PM Tuesday, May 21, following the season finale of NCIS. The series settles into its regular 10 PM Tuesday slot on May 28. The so-long season of Elementary, starring Jonny Lee Miller as Sherlock Holmes and Lucy Liu as Dr. Watson, will kick off at 10 PM on Thursday, May 23. Season 2 of Instinct launches at 9 PM on Sunday, June 16. CBS said it will announce more summer premiere dates shortly. Meanwhile, the network set the Season 2 finale of S.W.A.T. for 10 PM on Thursday, May 16, and moved up the NCIS: New Orleans Season 5 season ender by a week to 10 PM on Tuesday, May 14.

MRC DEFERS DURATION WEIGHTING UNTIL 2021 In a move that’s expected to make it easier for advertisers, agencies and their suppliers to measure, account for and compare video ads distributed across platforms from TV to smartphones, the Media Rating Council yesterday released a draft of its cross-media audience measurement standards. MediaPost reports that the draft, which will be open for public comment for 60 days before becoming finalized, punts on an important and somewhat controversial aspect of the new standards, duration weighting, until 2021 to allow the industry time to adjust to the transition. The draft also sets a new bar for so-called “viewability,” requiring that 100 percent of the the pixels need to be in view for a video ad to be credited, regardless of the platform it is distributed on. Another significant development in the proposed standards is that they make 30 seconds the “denominator” for calculating the duration weighted viewable impressions when they become the standard in 2021.

3/27/2019

Jim Gaffigan

I love Waffle House. And not just because watching someone smoking while they fry an egg reminds

me of my dad.

The Daily News of TV Sales @ www.spotsndots.com PAGE 3

YES, STORES STILL MATTER IN THE DIGITAL AGE With retail e-commerce sales growing rapidly in the U.S., it can feel like online buying is taking over the world. But for consumers, brick-and-mortar shopping is still important. According to eMarketer, they’ll spend almost 90 percent of their retail dollars in person this year, and a large portion of that foot traffic will come from webrooming. Webrooming, or researching a product online before buying in a physical store, has helped boost in-store traffic for a few retailers in particular last year. Ulta Beauty’s e-commerce growth rate came in lower

than anticipated, a shift that CEO Mary Dillion attributed to customers’ desire to visit stores to see and test makeup from digitally native brands like Morphe Cosmetics and Kylie Cosmetics. The beauty giant plans to open 80 new stores nationwide in 2019. The Home Depot also saw increased in-store traffic last year, something CEO Craig Menear credited to BOPUS (buy online, pick up in-store). “These online shoppers see the relevance of

our stores,” Meanear told investors in February. Like Ulta Beauty, the company plans to expand its footprint in 2019, something it hasn’t done in several years. Target was another success story, posting its best annual growth in more than a decade last year, an accomplishment CEO Brian Cornell said came from investing in its stores, fulfillment centers and supply chain in 2017. Unsurprisingly, millennials are most likely to webroom; four in 10 did so during the holiday season, compared with 35 percent of Gen Xers and 33 percent of baby boomers, according to Oath. As millennials age, and webrooming continues to gain prominence, retailers will likely focus on further streamlining the omnichannel journey.

THIS AND THAT YouTube is stepping up its appeal to advertisers by highlighting content that most resembles that on conventional television, Digiday reports. Measures include establishing streaming TV as distinct inventory, introducing YouTube Originals on the ad-supported service and adding additional criteria to Google Preferred.

3/27/2019

Funny Tweeter

Drunk me tried to tear up all your photos.

Sober me had to buy a new phone screen.

MONDAY NIELSEN RATINGS - LIVE + SAME DAY

MARCH MADNESS: RATINGS UP, AD SPEND DOWN The first five days of the NCAA Men’s Basketball Championship, better known as March Madness, have seen rising ratings and slightly lower national TV advertising exposure and spending versus a year ago. There have been 5,140 airings of TV ads on CBS, TNT, TBS and truTV, totaling $409.3 million in national TV revenue spent, according to iSpot.tv, whose numbers were reported by MediaPost. A year ago, it was $428.4 million for 5,347 airings. AT&T Wireless has posted the highest number of airings for its commercials at 218, followed by Geico with 160; GMC at 142; Allstate, 128; Taco Bell, 128; Infiniti, 118; Capital One, 94; State Farm, 92; Lowe’s, 89, and Progressive Insurance, 87. For its part, CBS has aired 215 on-air TV promos, while the NCAA has aired 154 spots; TNT, 117; truTV, 77; and TBS, 60. Big spenders of a year ago were Geico, with 130 spots; Capital One, 128; Taco Bell, 123; AT&T Wireless, 116; Bud Light, 116; McDonald’s, 112; DirecTV Now, 110; Samsung Mobile, 108; Infiniti, 107; and Google Cloud, 107. So far, Nielsen ratings are up 8 percent, averaging a household program 6.4 rating/15 share in the metered markets. That’s the second-highest rating through the first weekend since 1991. Sunday’s late afternoon/early prime-time game, where top-rated Duke prevailed over Central Florida in a close game, scored a big 11.9 rating/24 share — up 35 percent from last year’s 8.8/18 for a game in that period. NCAA March Madness social media has seen 56 percent higher engagements versus the same period a year ago.

CONSUMER CONFIDENCE DIPS IN MARCH Volatility in the financial markets is taking a bite out of the confidence of U.S. consumers, who are also feeling less optimistic about the job outlook, Chain Store Age reports. The Conference Board reported that its consumer confidence index fell to 124.1 in March from 131.4 in February. The index had risen in February amid a rebound in the stock market and an end to the partial shutdown of the federal government. The present situation index, based on consumers’ assessment of current business and labor market conditions, declined to 160.6 from 172.8 last month. The expectations index, based on consumers’ short-term outlook for income, business and labor market conditions, decreased to 99.8 from 103.8 last month. Consumers’ assessment of current conditions declined in March. The percentage of consumers stating business conditions are “good” decreased from 40.6 percent to 33.4 percent. Those saying business conditions are “bad” increased from 11.1 percent to 13.6 percent. Consumers’ optimism about the short-term future moderated in March. The percentage of consumers expecting business conditions will improve over the next six months declined from 19.6 percent to 17.7 percent. Those expecting business conditions will worsen remained relatively flat, 9.3 percent versus 9.2 percent last month.