From the monthly archives:

June 2009

It’s not good for business or morale when the late newscast rehashes the earlier program. Stations use a variety of tactics to give each a distinct flavor. Yet, efforts to distinguish between the two sometimes cause more harm than good. It’s time again to question certain news conventions.

“New” is a Double Edged Sword

Some stations flag stories in their late newscast with the tag, “New at 11″ or “New at 10″. I don’t get it. What does that say about the other stories? Are they “old?”

The solution? Tag stories from to convey a “bonus” orientation rather than setting up an old vs. new comparison. You still get credit for updated late news material without diminishing the value of other stories.

The purpose in tagging such material is to demonstrate that the late news is not a repeat of the earlier edition. Alert viewers to new material and you convince them of that fact.

Yet the terminology seems contradictory. It emphasizes the problem rather than correcting it. Stations don’t flag any stories in their earlier newscast with tags like “New at 6″ or “New at 5.”

How about “11:00 Extra” or “More at 11″ or “11:00 Bonus”? All suggest that you’ve added these stories to the late program. You also avoid hinting that the other news is a carryover from earlier in the day.

Whatever you call it, make sure the news is truly fresh for the late broadcast. I’m writing this post after watching a local station introduce video shot during the afternoon as a “New Development.” in their late news. No updated copy or reporter tag. It’s not a “New Development” at 11pm if your video was shot at 12 noon and not updated.

Live Reports Leave Reporters Stranded

What’s wrong with the following technique used to make the late news appear more updated? A reporter does a live shot at the scene of a story that ran earlier in the day. The reporter stands in front of a darkened building that viewers are unable to see. The reporter makes reference to the building by pointing over his or her shoulder as if to convince viewers of its location.

The reporter intros the package which features daytime footage. The package often runs without re-editing from its earlier version. The reporter signs off and the anchor moves on to another story.

The live component looks forced as viewers wonders why the reporter is placed in front of a location they can’t see. Little is added in the way of new information. Truth is, the story could easily have been delivered in-studio or even by an anchor leadin.

Wouldn’t it validate the live component if the anchor asked the reporter a question that updated developments? Why send a reporter live offsite and then not interact with him or her?

You need to use live trucks to justify their purchase. You also need to use them in a fashion that better showcases their value to viewers.

Weather Recap Woes

Someone once said that weathercasts aren’t history lessons. Nowhere is that truer than in the late evening. Viewers are focused on tomorrow – especially parents and commuters looking for early morning conditions. Focus your weathercast on giving viewers a look ahead. That’s where their attention lies.

Recaps of highs/lows around the viewing area come across as old news. So does an almanac of the day’s conditions. This issue is even more pertinent when weather conditions fall within the norms. You’re giving viewers even less valuable information when taking this approach.

A day featuring extraordinary conditions doesn’t change the orientation of late evening weather. Such conditions warrant coverage earlier in the newscast.

Make sure the weathercast focuses on the future. That’s true for every weathercast, but especially so late night. It’s not the time of day for a look back.

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Grow Your News With Niche Content

by Terry Segal on June 29, 2009

in Insight

You’ve heard it a million times – we live in a niche world. The internet has both broadened our world and shrunk it at the same time. You can drill down to the most specific qualifier (organic, free trade, South American, ground, decaffeinated coffee) and not feel limited by the physical location of the supplier. You want it, you got it.

Your viewers can satisfy almost any taste or desire, no matter how unusual.

TV news struggles against this backdrop. Its business model embraces that of the mass merchant. The aim is deliver tonnage. Precision is not a criteria.

Carving the audience into 18-49 and 25-54 segments doesn’t qualify as niche
marketing. Never did. I used to remind people that Grace Slick of Jefferson
Airplane and Tricia Nixon both fell into the women 18-49, college educated, high socioeconomic demo. How precise is that?

The current sales model for local TV news won’t support further slicing of the audience. It’s geared to delivering as many bodies as possible.

So, the product continues to aim at being all things to all people. Too many
stations run similar stories and offer almost identical weather forecasts. News formats run together with even commercial breaks occurring at the same time.

The trend is toward offering more sameness. Video news sharing arrangements have sprouted in New York, Chicago, Philadelphia, and Tampa to name a few. Will the process free up resources to craft other stories, or simply be used to cut costs?

Mass is becoming smaller now. It’s time to think niche to get bigger.

How Niche Thinking Succeeds

Incorporating niche thinking into the sales process may be difficult. Not so in the programming and production arena. Your ability to grow news ratings depends on your success in adding niche content to your news.

Forget about appealing to your entire DMA. Especially if you’re chasing the news leader. They already beat you there.

Recognize there are pockets and clusters of viewers within your market that are receptive to newscasts that meet their interests. They’re waiting for you. Target them and satisfy their demands.

Here are two such examples from my days at GOCOM. KSPR was a distant third in news in Springfield, Missouri. Springfield is a midsize market from a population standpoint, but a big one in terms of geographic area.

Our niche solution was to concentrate our news coverage in Springfield and cede the rest of the DMA to the competition. The station became totally Springfield-centric. Our news trucks never left this defined area.

We even produced other local programming that highlighted Springfield activities. The station soon recorded its highest news ratings in history.

The newscast also began with a one minute weather segment that gave viewers a complete seven day forecast. Right at the top. If you wanted weather news, you didn’t have to wait. This segment didn’t tease the forecast, it gave you the details in full glory.

Springfield news and weather – the news niche. The station got bigger by thinking smaller.

Thnking niche drove our Chico, California station from third place to first in news in one rating book.

Chico stations compete in a split market with Redding and Chico. We identified that the viewers living between both cities in the area called North Valley felt underserved by all news stations.

Our news effort focused on this area and its viewers. The station even changed its call letters to KNVN – North Valley News. The first place results speak for themselves. KNVN found success exploiting a niche.

Find and create your niches. Some are subject oriented. Some are geography based.

All require a change in thinking. Giving up the concept of being all things to all people. That thinking embraces the mass appeal concept that worked when people only had three or four sources for news.

Other news and information sources cater to your viewer’s specific interests. They’ve grown accustomed to this attention. Your news must take a similar approach.

Offer specific targeted news to key segments of your audience. You’ll grow your numbers and build the loyalty so critical to your future success.

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A lot of time and money is wasted on ineffective news promotion. I’m not referring to poor messaging or weak production values. They matter, but they’re not the issue here..

No, I’m referring to a fundamental misconception about the influence of promotion. It’s a myth that once recognized will alter your entire promotion stategy.

Pick a subject in which you undeniably have no interest. For me, it’s opera. Got yours?

Now suppose you view a series of on-air promotion spots that showcase a program on that subject. These spots are the best quality spots you’ve ever seen. Stunning visuals. Captivating copy. Placement that catches you time and again.

Guess what? In my case, I’m still not watching the program on opera. Are you planning to watch the program on your uninteresting subject? Probably not.

Therein lies the issue. The myth exposed – that well crafted promotion will get people to watch your program. In your case, your news.

Here’s the real truth – promotion can’t change a person’s mind. Read that again – promotion can’t change a person’s mind.

If someone has no interest in your news, no amount of promotion will change that. No matter how good you think it is.

Get Inside Your Viewers’ Mind

The real value of promotion is two fold. First, it serves an alert to those predisposed or favorable to watching your news. Call it a program reminder.

Second, it reinforces their decision about watching your news. You’re patting them on the back for their wise choice.

These values have nothing to do with changing a person’s mind. They deal more with connecting with what is already IN THE MIND.

Bottom line? Your promotion is ineffective unless you:

  • have a clear understanding of why people watch you.
  • showcase the specific elements that attract people to your news.
  • use a consistent strategy that integrates the two preceding points.

Focus on your strengths. Promotion that emphasizes these attributes resonates with your viewers. They’re receptive because they already perceive you in that manner. You’re not asking them to change their view.

Producing great spots with no consistent message or no intended audience (everybody doesn’t count) doom you. You’re betting that you change people’s minds. History is littered with companies that tried to do so and failed.

Ford Edsel. New Coke. Crystal Pepsi. McDonald’s Arch Deluxe.

Promotion doesn’t work that way. Give up the myth.

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Everyone always talks about ratings when gauging the success of a television product. Local news is no different. Yet, pay attention to another measurement – share of audience – to get a complete understanding of how you’re doing.

From a programming perspective, losing share represents a true setback. It means that you’ve lost your hold on the audience.

Let’s quickly define the terms rating(s) and share. Skip ahead if you’re familiar with how they’re determined. Be honest, though. I spent fifteen years in research and was often surprised at how many industry people misunderstood how these measurements were calculated, or what they truly represent.

Ratings are the currency of sales. Your station’s revenue is based on your ratings for specific demographic groups (referred to as “demos.”). A rating is the percentage of a defined demo in your market that watched your news.

Let’s say your market population had an estimated 100 people in the 25-54 age category (I’m using very simple numbers for explanation). Nielsen projects that 20 of them watched your late news. Your rating is 20 (20/100). Forget using the percent sign.

Sales will use the 20 rating to price the various packages they sell to advertisers.

While advertisers don’t buy share, you need to pay attention to this number as another programming barometer.

Share measures what percentage of the demo watching TV at a certain time was tuned to your station.

It’s time to introduce another metric to help define share. It’s called Persons Using Television (PUT). Remember that our market had an estimated population of 100 people age 25-54.

It stands to reason that not all of them are watching TV in a certain time period. Let’s use your late news time period. Nielsen estimates that 60 of those 100 people age 25-54 were watching TV during the time your late news was telecast.

Persons Using Television (PUT) is calculated by dividing the number of people watching by their total population. In this case the calculation is 60/100 = 60%. Like ratings, the percent sign is dropped.

We can now calculate share. Take the rating and divide by the PUT – in this case, 20/60=33%. You can leave off the percent sign.

Let’s recap the measurements in this example before moving on

  • Rating  20
  • Share   33
  • PUT      60

The Importance of Share

Here’s why you need to keep an eye on share. Ratings can fluctuate at different times of the year. You can actually get higher ratings, but lose share at the same time. Any euphoria about the higher ratings can mask an underlying problem. The share measurement unmasks this issue.

How can you get higher ratings, but lose share? PUT levels are higher in the fall and winter than in the spring. If we raise the PUT level to 67 and drop the share to 31 in our example, our ratings still inch up to 21.

Your ratings would have grown to 22 had you held the 33 share. Losing share has cost you 1 rating point.

Nowadays every rating point is gold. Just ask your GM (if he or she will tell you) what the loss of 1 rating point in news is worth over the year. Just don’t leave the office until you’re sure the color has come back to their face.

Higher ratings make everybody happy. Always celebrate that good news. But keep an eye on share for a more complete report card on your effort.

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Local television news is ruled by certain conventions just like any other business. Certain practices continue because “it’s always been done that way.”

It got me to thinking…

1. Why aren’t single topic newscasts used more often?

This type of newscast usually occurs when a major disaster happens. Otherwise, forget it.

Yet, the news landscape today contains a number of topics that fall under the “emergency” classfication. They offer the urgency and relevancy that viewers demand.

Take the economy. Virtually every city and its business community is facing a myriad of challenges. Examine them. Every day presents fresh opportunities.

Take health care. Viewers wrestle with rising costs, often foregoing needed care. Doctors struggle to provide quality care for patients. Hospitals battle rising costs and squeezed budgets. Every day adds more options to explore.

Take education. Program cuts. Teacher shortages. Student boredom. Testing controversies. Tuitions rising. From elementary school to college, every day brings more issues to the front.

What about your market? What other issues come to mind?

A single topic newscast can be timely. Hard hitting. Relevant.

All that’s required is planning, and the guts to do things differently.

2. Why don’t reporters get to brief and interact with other reporters?

It appears that only anchors get to interact with other newsteam members. That’s okay because anchors are paid to take the lead.

What would happen if the scope of a story encouraged a wider line of questioning or input from newsteam members (see item 1 above)? Why couldn’t an anchor talk with two reporters and have a three way conversation? What if one of the reporters took the lead? Added his or her insight to what the other reporter had said?

You want your station to be the market’s first option for news. Why restrict the way news is presented? Wouldn’t the arrangement be a great way to showcase the depth of your news operation?

3. Why do most stations still feature a daily sports segment?

Even in markets with professional teams sports fans already know the scores and highlights of the home team by the time your news rolls around. Thank the internet and your myriad cable competitors for that. They’ve even provided more extensive footage and insider information than your sportscaster can due to their different format.

Can you fill your sports segment every night with high profile local (meaning non-professional) coverage?

If not, collapse the segment and give the time back to news. No harm will come to your newscast.

A traditional sports segment locks you into the past. You can’t afford that today, certainly not in the future.

4. Why do most anchors continue to sit behind news desks?

Talk about putting a barrier between your newsteam and the audience. Yes, the new HD designs look beautiful. But, the practice still puts distance between the anchors and the audience.

We’ve experimented with anchors standing, sitting in newsrooms (behind a desk), and roaming the newsroom floor.

Why not a simple table that opens the space? How about attractive high back chairs? Either works since the anchors are usually framed from the chest up.

Too informal? Give the audience more credit. Offer them the information they want and the formality becomes irrelevant.

5. Why don’t  stations use local inserts on cable news to showcase more special reports and packages?

Local inserts usually feature brief headlines and/or a quick weather recap. They’re usually taped and eventually lose their timeliness.

Why not use the time to further showcase and promote the station’s reporting largesse? Air a special feature or report that is timeless. Give that piece extra exposure. Alert viewers to the best work that your station has done.

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The Weekend Weather Advantage

by Terry Segal on June 23, 2009

in Weather

Weekends are what most people look forward to all week. No work. Time to play. Is your weathercaster making the most of your viewers’  interest in Saturday and Sunday?

Take advantage of the opportunity that weekends provide to connect with viewers and make money to boot. You can also heighten your weathercaster’s appeal.

Sound good?

Include a weekend weather segment in every weathercast. Make it a signature part of the presentation. Own the weekends to set yourself apart from competitors.

It’s a surefire way to show you understand what’s important to viewers. You can add highlights of upcoming events. You can discuss the potential impact on outdoor activities and sporting events. The weekend emphasis adds another dimension to your weather segment.

Don’t worry if the weekend forecast changes from Monday to Thursday. Your update showcases you’re on top of things. Viewers know that the weather is subject to change. They’ll appreciate the new information.

Most stations already provide a seven day forecast. The weekend receives no special attention unless it’s Thursday or Friday. This lack of emphasis makes Saturday and Sunday seem like any old days of the week.

What a wasted opportunity.

Take Advantage of Weekend Opportunities

Yes, even on Monday people are looking forward to the upcoming weekend. Plans are being made. Anticipation for another good time are starting to emerge. A targeted weekend forecast feeds into these expectations.

Talk about connecting with your audience.

Don’t overlook the revenue potential, either. Sales gets a highly visible and promotable feature to sell. The nature of the segment appeals to a wide range of potential advertisers.

Here’s how the segment adds to your weathercaster’s appeal. It makes the weathercaster who relies on the “expert” dimension more “human.” People take notice of his or her interest in their daily lives. And, it further cements the weathercaster who reigns supreme in the “personality” dimension. The audience thinks, “Just like (insert name), he’s always looking out for us.”

Your audience loves weekends. Your weathercaster should, too.

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Local news builds the reputation and identity of those stations offering it. This fact makes it critical that four key station executives operate together on all strategic and tactical matters concerning the marketing of news. You can take a big step toward this goal by instituting what I call the Four Horsemen meeting.

Who are the Four Horsemen? They are the General Manager, News Director, General Sales Manager, and the Marketing/Creative Services/Promotion head. The title of the latter person changes at different stations, but his or her responsbility for our purpose is clear – they market the station to the public.

These four people should meet regularly to insure they are on the same page regarding your news marketing. These meetings are where key decisions are made on how to “sell” your news to viewers and advertisers.

Department head meetings don’t count because specific strategic and tactical news decisions don’t get made in that setting.

Another meeting??? Boo, hiss!!!

Please make it a good one. Every two weeks with emergency meetings called when necessary. You can’t leave the marketing and sharing of news goals to  impromptu meetings between department heads.

That’s how too many stations do it – scattered and with little attention paid to the big picture. For example, Sales needs a special promotion. The GSM meets with the News Director to hatch one. Creative Services is then presented with the fait accompli and asked to make on-air “sing.”

Or, the News Director and Promotion head develop a new on-air campaign. It goes on air without Sales being told the reasons for it. An opportunity is lost to sell advertisers on the value of this new approach.

The hectic nature of television often encourages insular decisions. Sharing
information and/or seeking input is perceived as a roadblock to getting things done.

Yet, the benefits of the Four Horsemen meeting far outweigh these misplaced concerns.

Each department understands its role and expectations regarding it. Input from each creates richer ideas and averts potential conflicts and roadblocks. Greater coordination across the group promises more effective execution.

You’re rewarded with a more cohesive and targeted marketing effort.

And, you’ve built more trust and respect among the departments that are the drivers in your news success.

When’s the next meeting?

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Soundbite Advice

by Terry Segal on June 19, 2009

in Reporting

What was the most memorable soundbite from your newscast last night? Chances are that’s a tough question to answer. Not because there were so many of them, but probably because there were none at all.

Only three specific situations justify the use of soundbites. Yet, viewers are subjected to colorless, and dare I say boring, comments from government officials, official spokespeople, neighborhood residents, and so forth, in every newscast.

Soundbites are a staple of television news reporting. They’re widely used because newspeople believe that a story isn’t complete or legitimized without providing an on-air comment from an involved subject.

Not true.

Believing so leads to a plethora of unremarkable and uneventful footage that weakens the impact of stories. Poorly executed soundbites disrupt pacing, add little to a viewer’s understanding of the story, and offer a crutch for uninspired reporting.

You don’t need soundbites to prove your station covered a story. Viewers know you were there. A reporter can accurately summarize comments and still convey the story’s import.

Reporters are a credible source of information unless they have previously damaged that trust (if so, they shouldn’t be working at your station). If they tell viewers that the police chief said “we have no suspects,” viewers will believe them. It’s not critical that a soundbite of the chief be included.

Use Soundbites in These Three Situations

Here are the three cases where soundbites work best:

1) Circumstances and/or personalities demand that viewers see and hear the comments

The most famous example of the past twenty years happened when President Clinton looked straight in the camera and said “I did not have sex with that woman.”

The setting and gravity of the person made it critical that viewers saw the comment. Paraphrasing the remarks would have robbed viewers of the drama.

When the scientist who discovers a cure for cancer announces it, viewers want to see him or her. When your mayor announces his decision to step down, show your viewers.

2) Comments are driven by the emotion of an event

Viewers want to see the soundbite of a mother expressing her joy at being reunited with her kidnapped child. Viewers want to see the soundbite of the firefighter recalling his rescue from a burning building. Your audience wants to see the tearful comments of a high school football coach recalling thirty years of service.

The above situations focus on the emotion of the moment. Such emotion can’t be captured by a reporter summarizing the comments. They need to be heard first-hand.

3) The subject displays a distinct speaking or oratory ability.

Few people “own” a microphone like Jesse Jackson or Al Sharpton. You may run across someone close, so make sure you use their comments. But remember, such people are the exception rather than the rule.

Make it a point to evaluate your use of soundbites. You can often present the same information in a more compelling and crisper fashion.

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Step Outside Your Comfort Zone

by Terry Segal on June 18, 2009

in Mental Game

All the change and turmoil around us can make some people feel uncomfortable and powerless. Others relish the upheaval and make it work to their advantage. You either welcome change or run from it.

Which type of person are you?

Change challenges you to get out of your comfort zone. Local television news was a lot more comfortable before cable and the internet came along.

That’s why people dislike change and its expectation that you respond. Change has no respect or tolerance for your comfort zones. Expect them to be reshaped, recreated, or destroyed. You can take part in the exercise willingly or balk at getting thrown into the maelstrom.

Doesn’t matter.

Change, whether it be societal, financial, and / or personal usually gets its way.

People who embrace change recognize the opportunities it provides. The potential gains are often distant at first. You must slog through disappointments or setbacks along the way. The rewards come after you pay your dues – after your commitment and persistence plow through the obstacles.

Every great invention, movement, and discovery occurred because someone got out of their comfort zone. Martin Luther King, Christopher Columbus, Albert Einstein, Galileo, and countless others changed the world by stepping outside their comfort zones.

Step outside yours.

That’s where professional and personal growth happens.

For reporters, take your best five packages and analyze how to do them better. It’s easy to redo the ones that didn’t work. Challenge yourself to improve the ones that got you the accolades. It can be done. Every report following will be that much better.

For news directors, be a true change agent. You’re not expected to blow things up for the sake of it. But, keep your finger on the pulse of a newsroom to prevent complacency from setting in. Examine work flows that have existed over time because they’re expedient. Reward innovative thinking. Understand that the internet compels you to constantly upgrade your news effort.

For station management, recognize and accept that the onslaught of other information and entertainment options requires bold new thinking on the part of everyone at the station. There’s little to gain in defending the status quo.

This myriad of options requires that you convince the audience of your merits as opposed to the days when limited choices put you in a stronger position. Viewers now hold the upper hand, energized by the changing media landscape.

Twitter, Facebook, Hulu, YouTube, and others have redefined how news and information is shared. You must adapt your business model to this landscape rather than expecting those outlets to conform to yours.

It will only happen outside your comfort zone.

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News Promotion Done Right

by Terry Segal on June 17, 2009

in Marketing

News promotion should always highlight your station’s strengths – never use it to prop up perceived weaknesses. Your strengths define you. They’re the reason people watch. It’s a good practice to consistently reinforce and showcase them to viewers.

The Coca-Cola Company still heavily advertises Coke, despite it being the most recognized product in the world. Procter & Gamble still promotes Tide. Take a cue from these guys – go with your strengths.

Don’t fall victim to the practice of using promotion to punch up news elements that lack widespread viewer appeal. Stations take this route when operating under the mistaken belief that more exposure will remedy this problem.

Truth is, the opposite happens. People are reminded of what they don’t like and your key viewing magnets get underexposed.

You can never promote your strengths enough.

Imagine the Lakers taking the ball out of Kobe Bryant’s hands and making Lamar Odom the centerpiece of the offense. The rationale? Lamar’s a good player and people need to see how good he really is. Let’s ease the throttle on Kobe because everybody already knows how great he is.

Ain’t going to happen.

Consider this situation. If you have the most popular anchor team in town, your promotion should center around them. Showcase them in a variety of approaches – tell their life stories, get their perspective on the station’s news coverage, have them endorse other newsteam members, show them interacting with viewers, highlight their memorable news moments, have them “sell” your news effort, and so forth.

Avoid the temptation to showcase another news element in the hopes of building it up. Wait until viewers give you clear evidence that it’s a key to your success before doing so.

Otherwise, you diminish the importance of your anchors as a promotional tool. You assume that the popularity of the news anchors needs no reinforcement.

The real issue isn’t about reinforcing anchor popularity.

The real issue is effectively promoting your station by showcasing its strengths – that’s why viewers watch you.

It’s news promotion done right.

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