Three Stages in the Life of a Retail TV Commercial

September 11, 2009

If you’re wondering why it takes longer to produce some TV commercials Picture for Post #21than others, it helps to know some of the nitty-gritty “behind the scenes” stuff.

There are usually three stages in the life of a retail TV spot:

1) Pre-production

2) Production

3) Post-production

And the level of complexity in each varies greatly. While EVERY production is unique, the following offers a brief glance at the kinds of things that happen in each stage:

Pre-production

In this stage, it’s all about planning, planning, planning.

The production company (and sometimes the ad agency creative staff) meet with all the venders needed prior to get the ball rolling.

  • Timelines and budgets are finalized
  • Prop people get the proper specs so they can gather everything needed to stage the set appropriately
  • Castings are held to choose the right actors
  • A wardrobe specialist is consulted so the appropriate attire and accessories (and sizes) can be gathered for the actors
  • A location scout is sent to find an ideal place to hold the shoot (if it’s not in a studio).
  • If a custom music score is being written, the composer is briefed during this stage so that the music fits appropriately with the creative vision and is ready in time for Post Production.
  • If animation is being used, animators may begin their work, sometimes showing up on the shoot day to take proper lighting measurements depending on the animator’s needs.

All the while, the agency’s creative director and the commercial’s film director will collaborate closely to supervise and ensure a unified vision.  Prior to the shoot, the film director will compile a shot list so everyone is on the same page come shooting day.

Production

This is where the film director, creative director and film crew come together to bring the storyboard (the script and accompanying visuals that were used to explain the idea) to life.

Sets are constructed. Actors arrive.  Scenes are carefully lit. Performances are tweaked. And because every moment counts, a detailed shot list and schedule keeps everything on track. Subsequently, a composer may now be elsewhere working on a custom music track, and animators may be on set taking lighting measurements (or at their studio bringing additional components to your TV commercial to life.)

Post-production

If you’re shooting on film, this process begins in a telecine lab where the film is color corrected. From there it goes on to editing where the shots are laid out and the commercial gets its rough shape (called a rough cut). Often, any animation will also be added into the commercial during this process.

Then it’s off to sound design where the voice over is recorded and the music (stock or original) is added in along with any sound effects. Then it’s back to editing where everything gets married together.

It isn’t always this intense. In a “graphics commercial” with little more than price supers and still photos, it may be a simple matter of the ad agency giving definitive direction (and a tool kit) to the edit house along with a voice over and music track.

But don’t be fooled. Even the smallest of projects require thorough planning.

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Yes, Retail TV Commercials CAN Be Creative

September 9, 2009

I’ve said it before and I’ll say it again. The problem with a lot of TV commercials is that the offer is buried. All joke, and little homage paid to the offer. But let’s examine the flip side. A TV commercial that simply beats the consumer over the head with an offer does a poor job of engaging a viewer’s interest.

Let’s be honest, nobody watches TV looking for ads, if you can’t engage the viewer’s interest, your message will fall on def ears.

Therein lies advertising’s oldest challenge. How do you capture your consumer’s interest AND get them to listen to your sales message? The world famous Young & Rubicam advertising agency put it beautifully when they described their definition of the word Impact: anything that enlivens a customer’s mind to receive a sales message.

Sounds extremely simple, but the process can be extremely difficult. Fortunately, your starting place is always the same. Find the connection between your offer and the consumer’s motivation to act on it. Then, and only then, can you start getting “creative.”

If it’s a price discount, maybe there’s an interesting way to make “price” the creative idea within the commercial. Here’s an example: a barbecue restaurant is selling all-you-can-eat chicken for $6 instead of $9. In the commercial, a sculpted sign is dropped down over a plate of mouth-watering chicken. As the voice over makes the big price drop announcement, a hand dramatically turns the $9 into a $6. Yes, the offer is front and center, but the idea combines the incentive with the “creative aha moment” viewers want.

CAPTION: Who said price and item advertising can’t be creative. Here, the price discount was big news – and thus the central idea within the commercial.

What’s your message? Convenience? Superior service? Value? Authenticity? Once you’ve boiled it down, think of what it means to your customer. And then find the most dramatic way of making your point – without straying off message. The result will be a commercial people remember, and an offer that consumers are motivated to act on.

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Create a National Looking Retail TV Commercial for Under 10K

September 8, 2009

 

You don’t need a big budget to have a big idea. In fact, lots of great TV commercials have been produced based on the merit of simple ideas.

Two or three years ago, Nissan did a TV campaign for its Z sports coupe using little more than dramatic, sepia tone still photography of the car in action. Viewers saw still shots of the car handling hairpin curves … smoking its tires on the pavement, etc.  There was no script, only a powerful music track until the very end of the commercial where a single line of type appeared: “Words fail.”

Nissan could have spent seven figures on a single TV spot for its legendary Z, but instead, the agency chose to present a simple idea based on its own merits, rather than trying to hock an overly slick TV production. I seriously doubt that the goal was to save money. And I doubt the commercial was created for under $10K. But it’s a perfect example of still photography replacing an expensive motion picture shoot – successfully!

Still photography is a powerful tool.  But there are more…

Take for example stock footage. If the core advertising message of a financial services firm is financial stability, consider dramatic footage of a full moon rising in the night sky and a voice over that says, earnestly and intimately: “Sleep well, even if the stock market goes bump in the night.”

True, using stock footage requires creativity. You have to find ways to adapt an idea or a message to something that already exists. But if done correctly, you’ll get a national looking campaign for a fraction of what it would normally cost. 

Other inexpensive yet highly engaging spots use motion graphics, typography and witty writing to engage a viewer’s interest with the advertising message.  A solid idea and a talented motion graphics editor can go a long, long way.

On the verge of exceeding your budget? Keep in mind, assets like custom jingle packages and animated logo treatments can be used again and again in future commercials, so there are major economies of scale working in your favor.

Even if you spend more than 10K for your first campaign, future campaigns may cost half that if you can reuse your most expensive elements. 

Here, stock footage is used to promote a financial services firm. Our agency creative director produced this spot along with two others for $7,500.

 

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The Retailers’ Guide to TV Media Buying Terms

September 3, 2009

Picture for Post #18If you find yourself glazing over every time your ad agency or TV rep starts talking about cost per points or PUT levels, then I have the perfect remedy.   

Just click on the link for a comprehensive glossary of over 150 retail TV advertising terms and definitions.

Glossary of Television

So the next time they start laying on thick with the TV media buying jargon – you’ll be more than able to hold your own.

Remember:  Knowledge is power.

Enjoy.

 

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Retail Advertising: The Worst TV Commercial I’ve Ever Seen in Years!

September 1, 2009

The 60 second commercial you’re about to see, really highlights all that’s wrong with today’s retail TV advertising.  

See if you agree me …

So what did you think?  Bears and humans reversing roles … Pretty clever, huh?  And funny as all get out.  And what about the way it was shot?  The camera moves were exceptional.  Watch this commercial just once and you’ll remember it.  You might even tell a friend about it.

You:  “Hey, Bob … did you see that commercial with the bear carrying the golf club?”

Friend:  “Yeah … how did they do that?  Those bear costumes were so real looking!”

You:  “The Company must have spent a fortune on it.” 

Friend:  “No doubt.  Did you catch who it was for?”

You:  (Long pause) Something to do with barbeque, right?

Friend:  I think so?

You:  Oh well, I’ll have to pay closer attention next time.   

By-the-way, in case you missed it (And it would be easy to do, since the product was never mentioned in the audio and visually appeared on the screen for just under 4 seconds), the spot titled “Bears” was for Lloyd’s Barbeque Ribs

O.K. Forget about the bears and the fact you can only sorta, kinda, maybe, remember the product.  Did you find your mouth watering after watching the spot?

If you were like me, you always crave food right after watching sloppy, disheveled looking people eat off a dirty kitchen floor. 

And did you like food photography.  Brief but exquisite, wasn’t it.  You remember it, don’t you? The 2 second shot of what I think were cold ribs, sitting on a plate next to an unidentifiable side dish.

Oh well, you gotta cut corners somewhere.  Big time directors don’t come cheap. And food stylists are overrated.  After all, everyone knows what ribs are supposed to look like … but a bear wielding a golf club – now that’s pure entertainment!

Joking aside, this commercial is embarrassing for anyone who has ever made an “honest” living creating retail advertising.   

This mess is what happens when ad agencies are more interested in making movies than moving products.

If this is what the agency for Lloyd’s thinks is good retail advertising, I have a suggestion for them.  Let the bears produce the next commercial … it couldn’t be any worse.

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Retail TV Advertising in Local Newscasts is More Engaging

August 28, 2009

TV commercials that appear in local newscasts are the most engaging, Picture for Post #15according to a recent study conducted for Hearst-Argyle Television by researcher Frank N. Magid Associates.

Speaking at the annual Association of National Advertisers (ANA) Conference in New York, Hearst-Argyle CEO David Barrett pointed out that local TV newscasts are more “DVR proof” than other broadcasts because viewers tend to watch the local news live and therefore are not as likely to fast forward through the commercials.

The study also found that viewers were more engaged with ads in local newscasts than with radio (72% compared to 28%) newspaper (64% compared to 36%), direct mail (55% to 45%) and magazines (57% versus 43%).  

Survey results also showed that 47% of the 2,500 respondents said local TV news was “my most important source of information in my community.” That figure was the same for newspaper, but topped Web sites (30%) and radio (17%).

Hearst-Argyle operates 29 TV stations from coast to coast, reaching 18% of U.S. Homes.

 

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Is it Time to Get Back to Basics with Retail TV Advertising?

August 27, 2009

Picture for Post #16With TV viewership at an all time high, how can it be that many retailers believe that TV advertising doesn’t work as well as it once did? 

Among the plethora of reasons why, I want to offer you perhaps the most obvious reason, yet arguably the most overlooked one: Ineffective TV commercials.

What you have today are too many ad agencies spending too much time worrying about entertaining consumers, and far too little time trying to sell them.

David Ogilvy, the founder of one of the world’s largest and most successful ad agencies (Ogilvy & Mather), once said this about retail advertising:

I do not regard advertising as entertainment or an art form, but as a medium of information. When I write an advertisement, I don’t want you to tell me that you find it ‘creative.’ I want you to find it so interesting that you buy the product.”

Ogilvy backed up this statement with thoughtful insights on what made for effective retail TV advertising.  

Here’s just a sample of what he had to say, verbatim …

1)     Brand I.D.  Research has demonstrated that a shocking percentage of viewers remember your commercial, but forget the name of your product. All too often they attribute your commercial to a competing brand.  Many copywriters think it crass to belabor the name of the product.  However, for the benefit of those who are more interested in selling than entertaining – use the product name within the first 10-seconds of a commercial.  

2)     Open with fire.  You have 30 seconds.  If you grab attention in the first frame with a visual surprise, you stand a better chance of holding the viewer.

3)     Voice-over or on camera? Research shows that it is more difficult to hold your audience if you use a voice-over. It is better to have the actors talk on camera.

4)     Supers. It pays to reinforce your promise by setting it in type and superimposing it on the film or video, while the soundtrack speaks the words. But make sure that the words in the supers are exactly the same as your spoken words. Any divergence confuses the viewer.

5)     Changes of scene.  Not many people can view numerous scenes without confusing them. I can’t, and I bet you can’t either. On average, commercials with a lot of scenes (cuts) are below average in changing brand preference.

6)     Miscomprehension. In 1979 Professor Jacoby of Purdue University studied the ‘miscomprehension’ of 25 typical commercials. He found that all of them were miscomprehended, some by as many as 40% of viewers, none by fewer of 19%. If you want to avoid your television commercials being misunderstood, you had better make them crystal clear.

Do I agree with everything Ogilvy professed 25 years ago?  Of course not. Do I think that a lot of what he had to say still makes good retail advertising sense today?  You bet I do. 

And this conviction becomes stronger with every passing commercial break – where I’m often entertained, but rarely sold.

(Source: Ogilvy on Advertising)

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Retail TV and Online Advertising Work Better Together

August 25, 2009

For the first time, the effectiveness of using TV and online advertising in tandem has been examined in depth.  A pioneering new study conducted by Q Media Research in the UK has shown that using TV and online together is significantly more effective for advertisers than using either in isolation. 

The study concluded that using the two media together does provide a very powerful combination across the whole process … from telling consumers about a brand they never heard of before … to helping them decide on which brands are more relevant to them.

Although it’s not always the case, the relationship does tend to flow from TV to online with TV sparking initial interest, awareness and “talkability” about a brand.   With online providing consumers with the additional information they need to aid in decision making and purchase.

This particular combination is very powerful in raising purchase consideration with retail TV advertising generally starting the process and online completing it.

 Other key findings from the study include:

  •  Using TV advertising and online together results in 47% more positive feelings about a brand than using either in isolation. 
  • The likelihood of buying or using a product increases by more than 50% when TV and online are used together. 
  • 48% of the sample group of 3,000 respondents watched TV while online, most days. Going online was second only to eating for activities that people do while the TV is on. 
  • The findings reinforce the need to ensure creative synergy between TV and online advertising:
    • TV and Online campaigns need to have a consistent theme/message.
    • The strength of each media needs to be maximized (TV for excitement and impact. Online for interaction and personalized engagement).
    • There needs to be a high level of visual synergy between the two mediums.
    • Rather than use online as a reach medium, it should be used to target those who have already seen the TV advertising as a way of extending the campaign message.

Graph for Post #15

Guy Phillipson, CEO of the Internet Advertising Bureau, had this to say:

“This important study delivers clear evidence of just how powerful and effective the TV and online combination is. In all the categories we tested, the results were very positive for both ‘soft’ brand measures and ‘hard’ purchase intent scores.”

Click here to read entire study.

 

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July’s Top 10 Most Memorable New Retail TV Ads

August 24, 2009

So, what good is a retail TV commercial, if a day later you can’t recall who the commercial was for?  It’s not enough to entertain the masses; your commercial must have above average brand recall if you want to make the cash register ring.

The following companies get that.  And that’s why they were named as Nielsen’s Top 10 Most Memorable Ads for July 2009. 

The list is based on the top recall scores of new commercials that ran in July.  The Recall Score is the percentage of TV viewers who can recall the brand of an ad within 24 hours they were exposed to it during the normal course of viewing TV.  These scores are then indexed against the mean score of all new ads during the period (Recall Index).

A score of 100 equals average.  For example, with a Recall Index of 245, the top ranked Pizza Hut ad has proven to be over 2.4 times more memorable than the average new commercial that aired in the month of July.

Now that I got that out of the way … sit back and enjoy! 

And don’t forget to come back next month to see who made the August list …

Pizza Hut: Index 245

Gatorade: Index 234

Old Navy: Index 226

KFC: Index 224

Progressive: Index 219

Kool-Aid: Index 211

McDonald’s: Index 206

Pizza Hut: Index 196

Skittles: Index 188

Hallmark: Index 187

 

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The Gap replaces retail TV budget with Web and Social Media

August 23, 2009

Picture for Post #14After reading about The Gap’s new online advertising campaign, I was left yearning for the days where retail advertising had a more concrete purpose – like maybe selling something.  

 

 

 

 

I thought agencies were about developing engaging strategies to increase sales and market share.  And I thought those who were responsible for such strategies had some accountability when it came to delivering results.

If the new Gap strategy is any indication – my thinking may have been wrong.  

The new ad campaign from The Gap, titled “Born to Fit,” includes no TV commercials instead, for the first time in the retailer’s history, The TV budget has been replaced with Web and Social Media – more specifically Facebook.  Print, cinema and outdoor ads have been developed to drive consumers to the campaign’s Facebook page.

Always open to new ideas … I eagerly logged onto The Gap’s Facebook page. After a few seconds, I clicked onto the video section, expecting to hear why people like wearing Gap jeans.  Instead I was treated to a short video from seven so-called celebrity “icons” – each one yammering on and on about the complexities of their “intriguing” lives.  

As they speak, each “icon” (and I use this world loosely) is sitting on a stool against a white background while the camera – occasionally – pans down to the Gap jeans they are wearing.  By the time I watched all of them, I wasn’t sure if The Gap wanted me to buy a pair of jeans or question my place in the universe.

Julie Channing, senior account director with The Gap’s digital agency explains the strategy this way, “We were really looking to reach out to fashionistas and influence audiences to start a conversation about how Gap has built this line of denim from the ground up.”

Really?  So, consumers are going to visit a Facebook page and soon after begin conversing with friends and family about the development of a new brand of blue jeans?

Channing goes on to say, The Gap had set no numerical benchmarks to determine success in the campaign, but rather would look at “how much consumers interact with the brand” to gauge ROI.

So, let me make sure I understand this – The Gap’s ROI objective is to count how many people are talking about jeans, not how many are buying them.

Don’t you just love how some companies are using social media?

 

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