Sony Pixel Power calrec Sony

Virus Has Ad Sales Execs Taking Day-By-Day Approach

30/03/2020

Television network ad sales executives said they are taking a day-to-day approach as some advertisers pull their campaigns, others quickly change the commercials they're airing and other push commercials they'd planned to air in March and April back to later in the year.

A E president Paul Buccieri at last years upfront with Robin Roberts and President George W. Bush.

At this point, it's hard to calculate how much ad revenues were lost in the first quarter due to the coronavirus outbreak, executives said. As the second-quarter starts, they expect more of the same with a key milepost coming about May 1, when advertisers who bought third-quarter commercials in the upfront can exercise options to cancel those orders.

Even more uncertain is the 2020-21 upfront. Live presentations have been canceled and networks are looking for new ways to make their upfront pitches to media buyers and clients. But it is unclear when marketers will be able to decide how much they want to spend on advertising with consumers stuck at home and many businesses closed to stop the spread of the virus.

Were trying to have the philosophy of taking things two weeks at a time not to get too far ahead of ourselves and make decisions on where things are going to be a month or two from now, said Peter Olsen, executive VP for ad sales at A E Networks. Everyones been really reasonable. The conversations have been very understanding on both sides.

At Crown Media, which runs the Hallmark Channel, advertisers in the hardest-hit categories including cruise lines, airlines and hotels move quick to cancel their ads as consumers were urged to stay home, said Ed Georger, executive VP for ad sales.

WORKING WITH ADVERTISERS

Other advertisers have taken different approaches. They want us to work with them in a variety of ways. Some advertisers just want to push bank their schedules a little bit. Others may want to have broader shifts into other quarters. Weve worked with people. Weve had people donate their time to charitable organizations. Weve been working with the Red Cross for example, and the Ad Council," Georger said.

Ed Georger

Most clients are taking a day to day approach, looking at their own businesses and how the crisis is affecting their relationship with consumers.

I think the more that we see advertisers adjusting their message and thinking about their business more long-term the less were going to see the desire to just outright cancel," Georger said.

In the meantime, networks are doing business in the scatter market, where some advertisers are buying ads. Georger added that there's a need for inventory for direct-response ads, although that market is soft because there is so much supply with traditional demand down and viewing up.

Hallmark is also looking to increase its own promotion with some of the ad inventory it has on its hands.

We think that theres value in some messaging that we would do as a network to give support and encouragement to our viewers, Georger said. Were working with Hallmark cards to create a branded campaign that will really support the viewers and let them know that you know, as as a network, were there for them and remind them of some of the positive things in their lives. A message the Hallmark brand is uniquely able to deliver.

Media buyers are also busy accessing their clients' needs and trying to figure out how to reach consumers as TV networks are forced by the crisis and the benching of live sports big changes in their programming lineups.

HOW LONG WILL IT LAST?

Across categories and industries, there are a variety of reactions and explorations from cancellations, to postponements to creative re-expressions. To make a meaningful forecast on scatter and options, in general, there are two components that need to be clear: how definitively and quickly brands will respond and second, how extended the crisis will last, said Matt Sweeney, U.S. chief investment officer at GroupM.

With that said, we are confident there are and will be viable investment alternatives, and these alternatives could open different doors and paths to engage with customers. We are in dialogue with clients and partners daily, and it's assuring to see the elevated collaboration, said Sweeney.

Media agency Magna recently forecast that national advertising revenue will drop 13% this year, hurt by the Coronavirus crisis, with most of the decline occurring in the first half.

The network ad sales departments have had to figure out how to function from home, with offices close to slow the spread of the virus.

I give kudos first of all to our IT department. They jumped into action and really got everyone in the company set up pretty quickly to be able to function from outside the office, Georger said. With clients changing schedules and what commercials they want to run, traffic departments are also carrying the load.

I tip my hat and give large praise to the traffic department and the IT department that equipped them and gave them the ability to be able to do their job, Georger said. Its the beginning of the quarter which is always a pressure time, but now you add to that the constant adjusting of schedules. Theyre doing an amazing job.

The traffic guys are the heroes right now. Theyre working like crazy right now, added Olsen.

Olsen said that by approaching the business in two-week increments, the company has been able to put some guardrails around the fallout.

There's definitely an element of business as usually going on, said Olsen. Some advertisers are buying in the scatter market. There's certain categories that are seeing minimal disruption and then clearly there are some that are dealing with very acute challenges.

THIRD-QUARTER OPTIONS

The next inflection point that will determine how much ad sales will be disrupted in the second half
LINK: https://www.broadcastingcable.com/news/virus-has-ad-sales-exec-taking-...
See more stories from bandc

Most recent headlines

05/01/2027

Worlds first 802.15.4ab-UWB chip verified by Calterah and Rohde & Schwarz to be demoed at CES 2026

Worlds first 802.15.4ab-UWB chip verified by Calterah and Rohde & Schwarz to be ...

07/10/2026

Dalet Flex LTS Delivers Smarter Media Operations from Ingest to Distribution

Dalet, a leading technology and service provider for media-rich organizations, today announced the latest Long-Term Supported (LTS) release of Dalet Flex. Build...

06/09/2026

Dolby and MagentaTV Bring Fans Closer to the FIFA World Cup 2026 in Germany with Dolby Vision and Dolby Atmos

June 9 2026, 23:00 (PDT) Dolby and MagentaTV Bring Fans Closer to the FIFA Worl...

04/08/2026

Dalet Announces Commercial Availability of Dalia, Bringing Media-Aware Agentic AI to Enterprise Productions

Dalet, a leading technology and service provider for media-rich organizations, t...

15/07/2026

DMC Production Reimagines Live OB with Calrec

DMC Production's AR 1 and AR 2 units reverse the conventional OB workflow, keeping all production-critical processing at the venue while operators work remo...

15/07/2026

FCC to Vote on Replacing National Broadcast Ownership Cap

Share Copy link Facebook X Linkedin Bluesky Email...

15/07/2026

ATSC Updates Industry Audio Loudness Guidance

Share Copy link Facebook X Linkedin Bluesky Email...

15/07/2026

GigaCloud and Cubbit partner to deliver sovereign and res...

GigaCloud, a leading Ukrainian cloud service provider, and Cubbit, the first geo-distributed cloud storage enabler, today announced a new Business Alliance Part...

15/07/2026

SMPTE Launches 110th Anniversary Campaign to Advance Its...

SMPTE, the global society for media professionals, technologists, and engineers, has announced the launch of the SMPTE 110th Anniversary Campaign, a fundraising...

15/07/2026

STUDIO TECHNOLOGIES UNVEILS MODEL 762 STEREO LEVEL CONTRO...

Studio Technologies, a leading manufacturer of high-quality audio, video, and fiber-optic solutions, unveils the new StudioComm Model 762 Stereo Level Control, ...

15/07/2026

COW Jobs: Producer, Virtual Events - Hybrid, Full Time, Salaried

COW Jobs: Producer, Virtual Events - Hybrid, Full Time, Salaried Brie Clayton July 15, 2026 0 Comments Producer, Virtual Events (Hybrid | Full-time | ...

15/07/2026

SIMBA powers new streaming delivery network with Broadpea...

Brazilian media organization builds nationwide CDN with Broadpeak's high-performance software for low-latency streaming and new content distribution service...

15/07/2026

DHD Introduces Discovery Utility for Network-Connected Au...

DHD announces a new utility designed to increase the efficiency of its audio mixing systems during initial installation and subsequent configuration. Anyone w...

15/07/2026

BCNEXXT Brings Next-Generation Vipe to IBC2026 Breaking t...

BCNEXXT Brings Next-Generation Vipe to IBC2026, Breaking the 1:1 Channel-to-Server Ratio New innovations liberate broadcasters from legacy playout infrastructur...

15/07/2026

S&P Analysis: Three Quarters of Americans Watch Live Sports

Share Copy link Facebook X Linkedin Bluesky Email...

15/07/2026

Scripps Sports, Ion Score Women's Volleyball Rights

Share Copy link Facebook X Linkedin Bluesky Email...

15/07/2026

Audiences to get behind-the-scenes access to Trinity College Dublin's Old Library in new RT series

Trinity's Treasures features Ruth Negga, Eleanor McEvoy, and David Norris, a...

15/07/2026

Building Ireland explores the River Shannon region from Leitrim to Limerick in a new series

Join geographer Dr Susan Hegarty, Engineer Tim Joyce and Architect Orla Murphy a...

15/07/2026

NVIDIA and Japan Bring Full-Stack AI and Robotics to Every Industry

Home to leading manufacturers, robotics pioneers, infrastructure builders and gaming, of course, Japan is one of the world's centers of AI - building across...

14/07/2026

Bowling Green State Upgrades Doyt Perry Stadium With New Daktronics LED Display

South end zone videoboard, cloud-based control system will be ready for 2026 football season...

14/07/2026

Mizzou Athletics Launches Connected Digital Platform

Redesigned website, enhanced mobile app unify content, ticketing, and personalized fan engagement...

14/07/2026

DePaul Athletics, Playfly Sports Agree to Multimedia Rights Partnership

Agreement spans sponsorship sales, digital monetization, radio production, and new practice facility naming rights...

14/07/2026

American Association Expands Broadcast Reach Through FanDuel Sports Network Partnership

Independent league adds 14 regional sports network affiliates, growing distribut...

14/07/2026

Euroleague Basketball Introduces Euroleague Basketball+ Digital Ecosystem Initiative

New strategy aims to unify competitions, content, fan engagement, and commercial...

14/07/2026

Professional Fighters League, ESPN Reach Multi-Year Media Rights Deal for Brazil

ESPN and Disney+ become exclusive home of PFL events in key international MMA market...

14/07/2026

TEGNA Names Scott Gill VP of Technology and Operations

Gill will oversee engineering, technology, and sports operations across the company's 64 local television stations...

14/07/2026

Guest Post: Dynamic Media Facilities Could Reshape the Future of Broadcast Workflows

Submitted by North American Broadcasters Association (NABA) As broadcasters con...

14/07/2026

Bayerischer Rundfunk Debuts Fully Software-Defined SMPTE ST 2110 Radio OB Van Built Around Lawo Technology

Modernized mobile unit combines HOME Apps, mc 56 console, and IP infrastructure ...

14/07/2026

Scripps Sports, ION Secure U.S. Rights to 2027 FIVB Womens Volleyball World Cup

Every match of the 32-team tournament will air across ION and Scripps Sports platforms in English and Spanish...

14/07/2026

FloSports Lands Exclusive U.S. Rights to IIHF Mens World Championship Beginning in 2027

FloHockey to stream every game of the annual international tournament under four...

14/07/2026

Minnesota Lynx Add Three Games to KARE 11s Over-the-Air Schedule

Victory+ telecasts to be simulcast on TEGNA-owned station, expanding free local distribution...

14/07/2026

Avalanche Tones debut with Chainsaw Suite

Plug-ins for heavy music Avalanche Tones is the brainchild of Ava Toton, a 17-year-old musician and developer who says her goal is to make the lives of gui...

14/07/2026

IK Multimedia introduce ReSing Voices Brazilian Pack

Launched alongside new Singer Showcase purchase model IK Multimedia's innovative vocal-synthesis software has just gained its latest voice add-on, the R...

14/07/2026

MIDI Innovations Awards 2026

Registration open until 1 September 2026 The MIDI Association have revealed that the registration deadline for this year's MIDI Innovation Awards has no...

14/07/2026

Launchkey MK4 88 joins Novation line-up

88-note model completes MK4 range Novation have just introduced the final model in their flagship MIDI controller keyboard range, the Launchkey MK4 88. Roun...

14/07/2026

CBS Atlanta Adds a Noon Newscast

Share Copy link Facebook X Linkedin Bluesky Email...

14/07/2026

Tegna Names Scott Gill VP, Technology and Operations

Share Copy link Facebook X Linkedin Bluesky Email...

14/07/2026

Colorado Wildfires Bring Close Call for Broadcasters

Share Copy link Facebook X Linkedin Bluesky Email...

14/07/2026

IBC2026 sets conference agenda

IBC2026 has unveiled a powerful Conference programme bringing together global media leaders, technology innovators, creators, sports organisations, broadcasters...

14/07/2026

Nominations for Best of Show Awards at IBC2026 Now Open

Share Copy link Facebook X Linkedin Bluesky Email...

14/07/2026

Broadcast Solutions delivers industry-first software-defi...

Broadcast Solutions, a leading systems integrator and provider of innovative solutions for the broadcast media industry, has delivered two highly capable outsid...

14/07/2026

UPDATED: Scripps, DirecTV End Blackout, Ink New Retrans Deal

Share Copy link Facebook X Linkedin Bluesky Email...

14/07/2026

12 States Sue to Block $110 Billion Warner Bros./Paramount Merger

Share Copy link Facebook X Linkedin Bluesky Email...

14/07/2026

Heidi Raphael to Head N.Y. State Broadcasters Association

Share Copy link Facebook X Linkedin Bluesky Email...

14/07/2026

CBS Atlanta Expands Live Local News Programming

Share Copy link Facebook X Linkedin Bluesky Email...

14/07/2026

Nemotron Labs: How Open Models Give Enterprises and Nations AI They Can Trust, Control and Customize

Editor's note: This post is part of the Nemotron Labs blog series, which exp...

14/07/2026

Techtel Successfully Relocates AICD Broadcast Studio to New Sydney Headquarters

Techtel Successfully Relocates AICD Broadcast Studio to New Sydney Headquarters BroadcastBroadcast EquipmentLive StreamingBroadcast Studio2026 14 July Writ...

14/07/2026

First look revealed for Friday the 13th prequel, Crystal Lake, from A24 coming to Sky and NOW in the UK and Ireland this October

Tuesday 14 July 2026 First look revealed for Friday the 13th prequel, Crystal ...

14/07/2026

Surround Is Still the Standard

When immersive audio dominates industry headlines, it's easy to assume that every broadcaster is preparing for an Atmos future. The reality is quite differ...

14/07/2026

Fresh Thinking from MAD//Fest London 2026

Emma and Sophie from ICG's marketing team joined thousands of fellow marketers, brands and agencies at MAD//Fest London 2026, one of the UK's biggest ma...