Welcome to MediaReset.com

You’ve arrived at a blog about transforming the companies that publish newspapers. And it’s a blog with an unorthodox point of view.

Here it is: News will not save you.

Why not? Because the disruption that’s pounding newspaper companies is not about people Read the rest of this entry

Local retailers need e-commerce, so let’s give it to ’em

The 2015 Top 500 Guide, now in its 12th edition, ranks the 500 leading web merchants in the U.S. and Canada by 2014 online sales and other key metrics. (PRNewsFoto/Internet Retailer)

A recent email from Internet Retailer grabbed my attention.

Its purpose was to plug their new annual Top 500 Guide — a huge directory packed with stats on who’s big in e-commerce, who’s growing market share and who’s not.

But what caught my eye was their take on what’s new in the data.

For years, it said, previous guides had shown big-box stores getting drubbed in e-commerce sales by web-only e-tailers.

“But,” the email said, “…that began changing in 2013, when the chains closed the gap by growing their online sales by 16.7%, taking market share away from manufacturers and catalogers….

“(T)he retail chains grew their share of the e-commerce market again last year by growing their e-retailing operations by expanding and streamlining their online operations and promoting services that allow customers to shop online and pick up or return merchandise in stores.”

There’s more:

“The web sales of the 154 store chains ranked in the 2015 Top 500 Guide grew 16.5% last year, more than a full percentage point faster than the growth of all e-commerce in the U.S. and more than five times the growth rate of sales at retail stores.” (Emphasis added.)

Okay, good for them. They’re fighting hard to beat their internet competition, and they’re showing success.

But for those of us whose paychecks come from local media businesses, there are two big “uh-oh’s” here:

  1. As the big-box stores grow online sales, this could mean further reductions in preprint spending.
  2. As consumers buy more online from the big boxes, they’re likely to shift more spending away from local businesses.

It’s a double-whammy for local media.

We’ve been losing ad dollars from the big local chain stores for years, to the point where local retailers now make up the large majority of revenues for most newspaper companies.

Anything that 1) further reduces chain spending and 2) hurts local retailers demands our close attention.

What are we going to do about it?

If there’s a fix for #1, it’s not obvious. The best we’ve come up with at Morris Publishing Group is a redoubled focus on keeping Sunday and mid-week household preprint distribution penetration high. We’re delivering more and more free “Sunday Select” style packages to households in neighborhoods that the big boxes want. It’s helping, but it’s not enough to offset the declines.

To deal with #2, newspaper companies need to change their game. We’ve got to help our local advertisers fight fire with fire.

Right now, most local retailers aren’t even showing up for the fight.

Some don’t have websites. Among those that do, many aren’t mobile-friendly. And few — whether mobile-friendly or not — are set up to sell products online.

When a consumer does a search for something that’s available from both big boxes and local businesses, she can see the inventory available at the big box, read the descriptions, see the photos, make the purchase online and either have it shipped or pick it up in the store.

If the local retailers even show up in the search, their inventory items usually aren’t shown online. The shopper can’t tell what’s available, can’t see pictures, can’t read descriptions, can’t make purchases. The local retailer only has a shot at getting the business if the consumer has the energy to get in the car, drive to the store and walk around.

And for any retailer who’s depending on that model, recent stats from WD Partners — delivered at a big retailer conference in January — deliver a cruel blow: Consumer in-store visits to retail stores had fallen at least 5% every month for the past 30 months.

For local media, that’s a great tip on a new business model: Developing compelling in-store events for local businesses. I blogged about that in January.

But local retailers need to compete online, too, not just in the store. And that’s where we come in — or could, if we’re willing to branch out into yet another business model.

And we better be willing. If we’re serious about helping local retailers succeed, we need to take them the solutions they most need.flat-buttons

Fifty years ago, print advertising was a pretty complete answer. Today it’s only a small part of what they need, and we need to be deadly serious about learning to provide the others.

To do e-commerce, a local retailer needs to photograph her inventory, write descriptions of it and post all that content on her website. The website needs to be able to display it attractively, and it must have easy-to-use, secure e-commerce sales processing.

It also needs to be promoted effectively on the web, so the shoppable content shows up in searches, in social media and in a good email marketing program.

Most local retailers aren’t doing any of that today. They don’t know how, and they don’t have time to learn. And most feel they don’t have time to do the continual labor required to keep it up.

That’s where we come in.

I believe that every local media business has the opportunity to become an e-commerce agency, providing the know-how, the needed DIY solutions, the hands-on help and the digital marketing that will enable local retailers to get into the game.

On top of that, we need to be creating and marketing our own local e-commerce marketplace, filled with products from local retailers. We need to do that to create wider exposure for them, and to earn a share of each transaction — a new revenue stream for us. And we need to be obsessive about driving traffic to that marketplace from our own high-traffic local websites.

Can we do these things from within our existing sales organizations? Nope. It takes specialists who understand e-commerce. I see us starting small, but gradually developing a local e-commerce agency to provide the tech and marketing solutions local retailers need.

But synergies will happen as our existing sales teams are able to offer these solutions to their customers.

By July, the first of Morris Publishing Group’s 11 local newspaper markets will be up and running. By October, we hope to have the rest in the game — just in time for the Christmas shopping season.

Local media companies don’t have to reinvent the wheel. There are vendors out there who can provide the technology and the online marketing know-how to support those who want to do this.

Our part of it is to take the solution to the streets and show our local retailers what we can do for them.

We’ll be helping to insure our own future, even as we help to insure theirs.

The hardest part of saving news: Changing the definition

Lots of people understand that the traditional business model around news is breaking down. Far fewer realize it’s not just the business part — advertising — that’s broken. It’s also news itself.

Why is this so hard to understand?

A planet full of people is going from a daily diet of a newspaper and a couple of news broadcasts to constant access to almost everything there is to know. Inevitably, this is causing people today to want and expect different things from their time spent on content than people did 20 or 50 years ago.

But what we produce as news has hardly changed. Read the rest of this entry

Content marketing: Time to jump on the opportunity

Incredibly beautiful spiral galaxy somewhere in deep spaceInfinite bandwidth.

For those of us in traditional media, it’s the source of our problems, and it’s also the uncharted space of our new opportunities.

With bandwidth rising toward infinity and costs falling to near zero, it’s enabling all sorts of new content models to eat our lunch. “Free” digital bandwidth has enabled all of our disrupters, from early ones like Craigslist and Facebook and to newer ones like BuzzFeed, Instagram and SnapChat. And more will keep coming. Read the rest of this entry

Millennials, news and the Borneo effect

It’s the Year of the Millennials, according to Pew. In 2015, at ages 18 to 34, they will surpass Baby Boomers in the U.S. to become the largest living generation. And a major new report by the Media Insight Project, just released at the NAA mediaXchange, sheds a lot of new light on their consumption of news.

CoverThe report (pdf, html) emphasizes the bright side, stressing the finding that most Millennials do value news and consume it regularly. But the most worrisome finding for newspaper companies is that they rarely go to traditional news providers to get it. We are far back in the loop, when we’re in it at all. Read the rest of this entry

The audience game is forever changed; will we change, too?

Media folks, can we all agree on this statement?

  • We’re in the audience business.

If you disagree, we need to talk, and we’ll do that in a minute.

But first, here’s the nut graf:

As an audience business, we’re overdue for a drastic rethink of what we do. Too often, we’re still doing 20th-century audience thinking amid the starkly different realities of the 21st century. We’re getting pounded on the audience front, and we have to figure out what audience strategies will work in this new environment. Read the rest of this entry

Local media need to join the fight for in-store traffic

In the local media business, whatever hurts retailers hurts us, too. They’re feeling a big hurt right now, and we need to help them fight back.

That big hurt is a steady and continuous decline in store traffic. This means loss of sales, and that leads nowhere good for them — or for local media.

Read the rest of this entry

Three values crucial to your disrupted business

Pulling a muleWhen your business is undergoing major disruption and must change direction, how do you get people on board? How do you win hearts and minds to the new strategies needed to survive and thrive?

Read the rest of this entry

How to change behavior in your disrupted organization

Cropped handsWhen a company or industry is beset by massive disruption — as the traditional media have been for more than a decade now — it creates two massive challenges:

  1. Figuring out how the business has to change.
  2. Changing behaviors in the organization to get the new things done.

As most people in the newspaper industry can testify, both of these are difficult and relentless. There’s no “one and done” in a disruption as massive as the digital revolution.

And, unfortunately, success at No. 1 is no guarantee of success at No. 2.

Over last three years, I’ve blogged frequently about No. 1. This time let’s look at No. 2. Read the rest of this entry

Think bigger than native advertising

One of the biggest challenges legacy media companies face today is learning to think big enough to meet the real 21st-century needs of advertisers.

There’s a lot of talk about native advertising right now. Done right, it can help to meet those real needs. But native is, at best, only a small piece of a much bigger puzzle.

For those who learn how to solve that bigger puzzle for advertisers, the payoff can be much greater than just another sale of print space, air time or digital display units. Read the rest of this entry

The local media company of the future: Selling what, and selling how?

What does the local media company of the future look like?

At this point, the answer is pretty clear. There will be two kinds of media companies:

  • Those that continue to focus on their traditional media channels — newspaper, broadcast television channel, radio station(s) — and therefore shrink along with the advertising spending on those media.
  • Those that morph into local media houses that can connect any advertiser with any audience, through platforms, technologies and channels they own or don’t, to win dollars that are moving into digital advertising and marketing.

Read the rest of this entry

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