Media Planners and Buyers

While many employees may work in the media department, the primary specialists are the media planner and the media buyer. They work with professionals from a wide range of media—from billboards, direct mail, and magazines to television, radio, and the Internet. Both types of media specialists must be familiar with the markets that each medium reaches, as well as the advantages and disadvantages of advertising in each.

Media planners determine target markets based on their clients' advertising approaches. Considering their clients' products and services, budget, and image, media planners gather information about the public's viewing, reading, and buying habits by administering questionnaires and conducting other forms of market research. Through this research, planners are able to identify target markets by sorting data according to people's ages, incomes, marital status, interests, and leisure activities.

By knowing which groups of people watch certain shows, listen to specific radio stations, or read particular magazines or newspapers, media planners can help clients select airtime or print space to reach the consumers most likely to buy their products. For example, Saturday morning television shows attract children, while late-night programs often draw young singles. For shows broadcast at these times, media planners will recommend airtime to their clients who are interested in advertising a certain type of movie to these viewers, such as an animated film or an R-rated comedy, respectively.

Media planners who work directly for companies that sell airtime or print space must be sensitive to their clients' budgets and resources. When tailoring their sales pitch to a particular client's needs, planners often go to great lengths to persuade the client to buy airtime or advertising space. They produce brochures and reports that detail the characteristics of their viewing or reading market, including the average income of those individuals, the number of people who see the ads, and any other information that may be likely to encourage potential advertisers to promote their products.

Media planners try to land contracts by inviting clients to meetings and presentations and educating them about various marketing strategies. They must not only pursue new clients but also attend to current ones, making sure that they are happy with their existing advertising packages. For both new and existing clients, the media planner's main objective is to sell as much airtime or ad space as possible.

Media buyers do the actual purchasing of the time on radio or television or the space in a newspaper or magazine in which an advertisement will run. In addition to tracking the time and space available for purchase, media buyers ensure that ads appear when and where they should, negotiate costs for ad placement, and calculate rates, usage, and budgets. They also maintain contact with clients, keeping them informed of all advertising-related developments and resolving any conflicts that arise. Large companies that generate a lot of advertising or those that place only print ads or only broadcast ads sometimes differentiate between the two main media groups by employing space buyers and/or time buyers.

Workers who actually sell the print space or airtime to advertisers are called print sales workers or broadcast time salespeople. Like media planners, these professionals are well versed about the target markets served by their organizations and can often provide useful information about editorial content or broadcast programs.

In contrast to print and broadcast planners and buyers, interactive media specialists manage all critical aspects of their clients' online advertising campaigns. While interactive media planners may have responsibilities similar to those of print or broadcast planners, they also act as new technology specialists, placing and tracking all online ads and maintaining relationships with clients and Webmasters alike.

The typical online media planning process begins with an agency spreadsheet that details the criteria about the media buy. These criteria often include target demographics, start and end dates for the ad campaign, and online objectives. After sending all relevant information to a variety of Web sites, the media specialist receives cost, market, and other data from the sites. Finally, the media specialist places the order and sends all creative information needed to the selected Web sites. Once the order has been placed, the media specialist receives tracking and performance data and then compiles and analyzes the information in preparation for future ad campaigns.

Media planners and buyers may have a wide variety of clients. Film studios, television networks, restaurants, hotel chains, beverage companies, food product manufacturers, and automobile dealers all need to advertise to attract potential customers. While huge companies, such as motion picture studios, soft drink manufacturers, major airlines, and vacation resorts, pay a lot of money to have their products or services advertised nationally, many smaller firms need to advertise only in their immediate area. Local advertising may come from a health club that wants to announce a special membership rate or from a retail store promoting a sale. Media planners and buyers must be aware of their various clients' advertising needs and create campaigns that will accomplish their promotional objectives.

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