Thursday, June 6, 2013 | Edited by Daniel Moores
||2013 Radio Mercury Awards Winners Honored at Annual Event
Barton F. Graf 9000 LLC Takes Best of Show for Ragu/Unilever
Winners for the 2013 Radio Mercury Awards were announced Wednesday evening during the 22nd annual awards reception at the Highline Ballroom in New York.
This year's Best of Show Award was given to Barton F. Graf 9000 LLC for their radio campaign, "A Long Day of Childhood" for Ragu/Unilever.
"The work from Barton F. Graf 9000 was the standout radio creative, especially the Ragu campaign, and the Integrated Little Caesars campaign," said Bill Cimino, chief creative officer, Y&R Midwest, and chief judge for this year's Radio Mercury Awards. "Each of these campaigns told a true and believable story. These were inspired creative executions that deserve every bit of praise they receive."
"All of the winners epitomize the level and standard of excellence that we always hope to award at the Radio Mercury Awards," said Erica Farber, President and CEO of the Radio Advertising Bureau. "These winning spots and campaigns are true testaments to radio's ability to engage consumers, build brands and inspire the next generation of creative minds."
This year's Radio Marketer of the Year Award was presented to Target. Melissa Schoenke, Target's Director of Media Strategy, accepted the award on their behalf. Over the past several years, Target's media agency -- Haworth Marketing + Media -- has driven creative in new ways to effectively use the medium across multiple platforms. Target and Haworth's partnership with radio spans local connections to national outreach via broadcast, digital, social media, live events, personality and artist integration, and most recently the launch of Justin Timberlake's blockbuster 20/20 Experience album release.
The energetic and lively ceremony was hosted by syndicated on-air personality Ellen K, co-host of "On-Air with Ryan Seacrest," and included presenters Cipha Sounds, Peter Rosenberg and K-Foxx from Emmis Communication's Hot 97 Morning Show, Ty Bentli, from CBS Radio's NOW 92.3 and Madelyn Rodriguez from Univision Radio Network. iHeartRadio artist DJ Reidiculous served as the guest DJ for the night.
In attendance were numerous leaders from the creative and advertising community including the aforementioned Bill Cimino, Y&R Mid-West; Gerry Graf, Barton F. Graf 9000, LLC; Matt Eastwood, DDB NY; Rob Feakins, Publicis NY; Cecilia Bizon, Starcom; Tracy Shepard-Rashkin and Phyllis Joseph, Unilever; Natalie Swed Stone, OMD; Melissa Schoenke, Christy Charbonneau, and Travis Christie, Target; Brittney Ragowski, Haworth Marketing + Media; Final Round Radio Mercury Award Judges Mike Sullivan, DDB NY, and Jim Elliott, Y&R NY. Also in attendance were creative teams from Barton F. Graf 9000 LLC, DDB Chicago, DDB NY, and Y&R New York.
This year's event was produced by the Radio Advertising Bureau, presented by Clear Channel Media + Entertainment, and sponsored by Arbitron, Inc., Beasley Broadcast Group, Bonneville International, Buckley Broadcasting, CBS Radio, Cox Radio Group, The Cromwell Group, Curtis Media, Dial Global, Eastlan Ratings, Emmis Communications, Entercom Communications, Greater Media, Inc., Hubbard Radio, Katz Radio Group, Marketron, Qantum Communications, United Stations Radio Network, Univision Radio and WBEB.
Below is a list of the winning spots. To listen to all of the work awarded at the ceremony log on to www.radiomercuryawards.com.
2013 Radio Mercury Awards Winners:
$50,000 Prize Best of Show
A Long Day of Childhood
Barton F. Graf 9000 LLC
$6,000 Prize Agency/Production
Mars – Milky Way
$3,000 Prize Agency/Production
$6,000 Prize Integrated Radio Campaign
Do Not Call
Barton F. Graf 9000 LLC
$3,000 Prize Public Service Announcement
Moms Demand Action for Gun Sense in America
Y&R New York
$6,000 Prize Radio Campaign
Mars – Milky Way
$3,000 Prize Radio Campaign
Publicis New York
$6,000 Prize Radio Station Produced
Clear Channel Creative Services Group
$6,000 Prize Spanish Language
Feliz Navidad Mas Larga
JWT San Juan
$3,000 Prize Student Produced
||Health Law is Fostering Competition, U.S. Says
The new health care law is injecting more competition into health insurance markets nationwide, drawing additional insurance companies into states long dominated by a few carriers, according to Obama administration officials.
Such competition offers the prospect of more choices for millions of consumers who will be shopping for insurance this fall. Companies entering the market could also put downward pressure on prices, partly offsetting factors that tend to increase premiums. The competition could pose new challenges to Blue Cross and Blue Shield plans, which dominate the individual insurance markets in many states.
The administration gave a snapshot of applications filed by insurers in 19 states where the new insurance markets, or exchanges, will be run entirely by the federal government. The data was preliminary and incomplete and could not be independently verified. It was supplemented by federal officials with information from California and several other states that have released data on applications from insurers.
These states account for 80 percent of the seven million people expected to obtain coverage next year through the government-run markets being established under President Obama's health care law.
The 2010 law promotes competition by standardizing many features of insurance policies and creating Web sites where consumers can compare costs and benefits. The Web sites will also make it easier for insurers to market their products.
"The majority of states will have new health insurance choices that are not available today," the administration said in a memorandum summarizing its analysis. In about three-fourths of states with exchanges run by the federal government, it said, "at least one new insurance company intends to enter the market."
More than 120 insurance companies have filed applications with the federal government, and it appears that most consumers will be able to choose from health plans offered by five or more insurers, the administration said.
One-fourth of insurance companies proposing to offer coverage in these federal exchanges have recently entered the individual market, the administration said.
Experts on health policy said the filing of applications was only the beginning of a race to the market for insurers. After scrutinizing applications, federal and state officials could demand changes in benefits and rates, and insist that insurers expand their proposed networks of doctors and hospitals.
Paul B. Ginsburg, the president of the nonpartisan Center for Studying Health System Change, said: "The individual insurance market is now up for grabs. Blue Cross plans will face a lot more competition. Many products sold in the insurance exchanges will have more limited networks of doctors and hospitals than has been the norm in employer-based coverage."
Moreover, Mr. Ginsburg said: "Consumers will receive federal subsidies based on their income, not on the plans they choose. That creates a strong incentive for consumers to seek plans with lower premiums."
Federal officials said that consumers shopping for private insurance in the exchanges would often benefit from the same type of competition Medicare patients see when choosing prescription drug plans. Many industry experts doubted that stand-alone drug coverage could succeed, but Medicare beneficiaries now have a choice of more than 20 drug plans in every state, and the average premiums have been relatively stable in the last few years.
May 3 was the deadline for insurers to file applications to participate in markets run by the federal government, but administration officials said they were still trying to expand the options available in states where they wanted more competition.
The upbeat assessment by federal officials follows months of criticism by Republicans and some Democrats who said the administration had fumbled the rollout of the new health care law. Senator Mitch McConnell of Kentucky, the Republican leader, predicted recently that the law would be "the biggest issue" in Congressional elections next year.
In at least 31 states, administration officials said, consumers will be able to sign up for a new kind of product offered by private insurers under contract with the federal Office of Personnel Management, the agency that arranges health benefits for federal employees.
These multistate plans will be available in all states by 2017. They were included in the health care law as a substitute for a pure government-run insurance program -- the "public option" sought by liberal Democrats and reviled by Republicans.
The health care law classifies insurance into several categories, based on the generosity of coverage. In its preview of the market in 2014, the administration said that "consumers will have multiple options in each tier of coverage: catastrophic, bronze, silver, gold and platinum."
On average, it said, insurers intend to offer more than 15 health plans per state, with some being offered in just part of a state.
People are generally enrolled in plans for a year at a time, but can switch if they want lower costs or more extensive coverage in later years.
Starting in October, consumers will be able to enroll in new health plans, for coverage beginning on Jan. 1, 2014, when most Americans will be required to have insurance.
For years, the American Medical Association has complained that "highly concentrated health insurance markets are a problem for physicians," and Mr. Obama says they are an even bigger problem for consumers.
"In 29 states," the administration's memo said, "one insurer covered more than 50 percent of all enrollees in the individual insurance market" last year. In 11 states, it said, the largest two insurers accounted for 85 percent or more of the individual market.
(Source: The New York Times, 05/31/13)
||The Impact of Income and Regional Differences on C-Store Shopping
Convenience Store News recently published its "2013 Realities of the Aisle" consumer study, which takes a look at the differences in how shoppers utilize C-Stores based on their income levels and in which region of the country they live.
Here are some of the highlights of the report, regarding consumer income:
Low Income (less than $35,000 a year)
Middle Income ($35,000 to $75,000 a year)
- Tend to shop more often at convenience stores than higher-income households.
- 14.5 percent shop almost every day.
- Typically shop c-stores for cigarettes and food to consume at home.
- High percentages shop mid-day, from 11 a.m. to 6:59 p.m., and late night, after 10 p.m.
- In the past month, they purchased the following items more often than the average: canned/bottled soda, packaged salty snacks, cigarettes, cigars/snuff/chewing tobacco, grocery items, fresh produce, frozen food and phone cards.
- Heavy users of the following c-store services: ATMs, DVD rental, money orders, check cashing and video games.
- Average spent at last c-store visit: $12.91. (Average for all income groups was $12.87.)
- Median spent at last c-store visit: $7. (Median for all income groups was $6.50.)
High Income (more than $75,000 a year)
- Tend to shop convenience stores two to three times a week.
- Typically shop c-stores for gas, lottery tickets and cigarettes.
- In the past month, they purchased the following items more often than the average consumer: lottery tickets, hot beverages, bottled water and beer/malt beverages.
- Heavy users of the following c-store services: car wash and DVD rental.
- Average spent at last c-store visit: $11.70 to $14.49.
- Median spent at last c-store visit: $6 to $7.45.
Here are some of the regional differences uncovered by the Convenience Store News survey:
- Largest percentage of these consumers (30.3 percent) shop c-stores about once a week.
- High percentage shop during the early morning hours of 6 a.m. to 10:59 a.m.
- In the past month, they purchased the following items more often than the average: fountain beverages, packaged salty snacks, hot beverages, bottled water, prepared food, energy/nutrition bars, fresh produce, phone cards and liquor.
- Heavy users of car washes at c-stores.
- Average spent at last c-store visit: $13.69 ($75,000-$99,999); $12.29 ($100,000-plus).
- Median spent at last c-store visit: $6.
- 13.5 percent shop at a convenience store almost every day -- the highest regional frequency.
- Most likely to go to a c-store to buy lottery tickets, newspapers/magazines, prepared food, food for at-home consumption and fill-in grocery items.
- More late-night shoppers (after 10 p.m.) than the other regions.
- In the past month, Northeast shoppers purchased the following items more often than the average: lottery tickets, hot beverages, prepared food, milk, newspapers, magazines, bottled/canned iced tea, ice cream and grocery items.
- Heavy users of ATMs at c-stores.
- Average spent (excluding gas) at last c-store visit: $14.28. (National average: $12.87.)
- Median spent at last c-store visit: $9. (National median: $6.50.)
- 13.3 percent shop at a c-store almost every day -- the second highest regional frequency.
- Most likely to go to a c-store to buy gasoline and use the restrooms.
- In the past month, shoppers in the South purchased the following items more often than the average: gasoline, newspapers and beer/malt beverages.
- Heavy users of car washes at c-stores.
- Average spent at last c-store visit: $14.09.
- Median spent at last c-store visit: $7.
- Largest percentage (19.4 percent) shop two to three times per month at a c-store.
- Most likely to go to a convenience store to buy beverages and gas.
- Second-highest percentage (12.7 percent) of late-night shoppers; also the highest percentage of early morning shoppers (6 a.m. to 9 a.m.).
- In the past month, Midwest shoppers purchased the following items more often than the average: gas, canned/bottled soda, fountain drinks, prepared food, newspapers, beer/malt beverages, magazines and liquor.
- Heavy users of ATMs at c-stores.
- Average spent at last c-store visit: $10.77.
- Median spent at last c-store visit: $5.
(Source: Convenience Store News, 04/25/13)
- Almost one-fifth (19.9 percent) shop two to three times per month at a c-store.
- Most likely to go to a c-store to buy gas and beverages.
- In the past month, shoppers in the West purchased the following items more often than the average: fountain drinks, beer/malt beverages, meat snacks, grocery items, wine, liquor and electronic cigarettes.
- Heavy users of DVD rental at c-stores.
- Average spent at last c-store visit: $12.02.
- Median spent at last c-store visit: $6.
Daily Sales Tip: The Higher Authority Close
A higher authority is a respected person known by your client who is willing to give third-party testimony. The higher authority will most often be a satisfied client -- possibly the one who referred you to the prospective future client.
To set this close up, choose your higher authority and discuss the situation with them. Tell him or her that you'll be meeting with "Jim Johnson" at 2:00 p.m. on Thursday, and ask if they might be available around 2:30 p.m. to take your telephone call in case you need his or her input. Always offer to refer other business back to your higher authority in exchange for their involvement or to return the favor.
When you make the call, simply make the connection, do a brief introduction, and then let your higher authority tell your prospective client how great your and your product/service are.
If your higher authority is unavailable to take your call, ask for a testimonial letter and permission to use his or her name.
Source: Sales consultant/trainer Tom Hopkins