Can you please advertise on TV?

Every day for some years my day to day job has been to convince people that advertising does work. However most of this time is spent convincing the sales department that advertising is not TVCs. The sales department in many companies I've worked with would love nothing more than to create TVCs and run them 12 months of the year in prime time. Sales to marketing, "yes we agree the target market is x, but can you explain again why TV isn't part of the campaign?" As we know TV is not always an option for smaller communication budgets and targeted communications campaigns. In fact not using TV means the agencies and marketing guys are working harder for their pound of flesh. Pause while eyes glaze over, or roll around. At this point going into the rest of the planning rationale is pointless; the only way to save the meeting from here is to put forward a discount deal or something quick and easy. At least give the sales guys something to work with! Thank you Tom Fishburne http://tomfishburne.com/2011/06/holy-groupon.html for your timely blog and accompanying cartoon this week about groupons, which is essentially the same as a blanket discount deal that I'm talking about here.

Marketing has evolved and changed with better tools for planning, measuring and communicating and the best way forward is work together with sales. This requires BOTH departments putting forward things they can do and own too, then together look at every angle until we can all see the best way forward to achieving all the key objectives. And that's not just this year's sales target either. Mr Fishburne finishes his blog with: Instead of rushing to “mark down”, think about how to “market up”. Create value rather than devalue. Instead of investing in a race to the bottom, invest in your brand’s experience.

So wouldn't it be lovely occasionally to hear a sales team put forward some options that they could own and that supports the brand position, “we could get the merchandisers to this or that, or the sales team will be taking every opportunity to reinforce a high service standard throughout their training process and reflect the brand values.” Or we could just sit around and debate the merits of TVCs again!