Jargon Buster : Advertising Media Planning

“Media planning” is the process of selecting time and space in various media for advertising in order to accomplish marketing objectives. Media planners often use three terms in describing a planning process: objectives, strategy and tactics.

A media objective states what the planner wishes to accomplish. It is usually specified in terms of the target audience, reach, and frequency. The target audience is often defined by demographics, product usage and psychographics.

Reach refers to the unduplicated proportion of an audience that is exposed to a media schedule (not necessarily to the advertising message) at least once during a designated time period (usually four weeks).

Frequency refers to the number of times within a given period of time an audience is exposed to a media schedule. A frequency of 3.0, for example, means that the target audience is exposed to a media schedule three times during a given period of time. Of course, not all audience members are exposed exactly three times; some may be exposed more than three times and some less.

A frequency distribution shows how many audience members are exposed at each level of frequency. With a frequency distribution, a media planner can determine effective frequency and effective reach.

Effective frequency is defined as the level of frequency that is necessary to achieve the desired communication goals.

Effective reach is the reach at the level of effective frequency. Gross rating points (GRPs) are the product of reach and frequency, representing the total gross delivery of a media schedule to the target audience.

A media strategy specifies the means for achieving the media objectives. A strategic decision is how to allocate the media budget geographically; that is, deciding in which markets to advertise and how much to spend in each of these markets.

In making these decisions, the media planner is guided by past sales and market shares of a brand in different markets as well as future expectations. Category and brand development indices are often used for these purposes.

A defensive media strategy allocates more money in a market where sales are high, whereas an offensive strategy allocates more money in a market where sales are low but there is potential to grow.

Media class strategy refers to the allocation of the budget to different media classes. Budget allocation in media classes focuses on matching media audiences with the target audience in addition to creative considerations. For instance, television may be the best media class if both audio and video are present in a commercial, while magazines may be more effective if detailed copy is required.

The third strategic decision involves advertising scheduling over a campaign period. “Continuity” refers to advertising on a regular and constant basis throughout the campaign period. “Flighting” means advertising intermittently, a period of advertising followed by a period of no advertising at all. “Pulsing” is a combination of both continuity and flighting, periodically building high levels of advertising on the top of lower yet continuous levels of advertising. The seasonality of sales often guides scheduling of advertising.

Media tactics consist primarily of the activities of selecting media vehicles in the most cost-effective manner to ensure the successful execution of media strategies. Among the criteria for selecting media vehicles are target audience delivery, cost efficiency, the editorial environment, advertising clutter, reproduction quality, and ad positions with the vehicle. Media planning software is often used along with media cost data and audience information to select and compare media vehicles. Contingency plans are often created to meet unexpected changes in the marketplace.

Media plans are implemented through media buyers. Media buyers are professionals who are knowledgeable in estimating media costs and skillful in negotiating rates.

Different media vehicles have different rate cards and discount policies. Some may offer added values such as combination rates, merchandising, and event marketing. Faced with such a complicated media environment, media buyers need creative ways of calculating and comparing media costs. Many media vehicles are flexible in terms of pricing and a savvy negotiator can purchase the same space or time at a much lower price than others even when all contract terms are equal. Media buyers also monitor the implementation of a media plan to assure its value is fully realized.