Rethinking Traditional Advertising Methods

You see, for all the talk of monthly periodicals' demise, SEO'simpending reign, the downfall of FM stations and television'sinevitable implosion, we, err, sort of forgot to mention one thing:essentially that, despite posting up ratings far from the halcyon daysof the pre-TMZ.com era, mass media outlets such as ABC, CBS, CNN andNBC; Time, Newsweek and USA Today;and even regional Cineplex chains still generate the kind of audiencenumbers most interactive entertainment execs would give their last USBcable to connect with. Tactics may be changing, with custom tradeshows,advertorials, movie-type trailers and cover wraps replacing simple pageads and product giveaways. But as an industry, we're far from preparedto divorce ourselves completely from traditional advertisingplacements, or shift marketing dollars exclusively onto the Internet.

"Something most gamemarketers miss about the broadcast space is the need to keep messagingpointed and simple" - Steven Roberts, DIRECTV

To wit, column after news brief after investigative report may continueto bemoan the death of old-world media. However, as any marketingdirector can attest, its core vehicles still remain one of the bestways to rapidly generate mass awareness amongst PC- or console-owningaudiences. Hence, although blogs and video aggregators deliver greatbang for the buck and generate tremendous street-level buzz, theycontinue to be promotional outlets that most core publishers have yetto wholly embrace, let alone fully commit to. Thus the reign ofhigh-profile primetime spots for titles like Grand Theft Auto, Madden and Halo rolls on.
And so, just as I humble myself before my new daughter, who hasn't meta pair of slacks she hasn't enjoyed redecorating yet, I willinglyprostrate myself before the industry-at-large and beg forgiveness. Asthe following executives – representing the television, motion pictureand direct marketing industries, respectively – are quick to remind, weshould all think twice before acting so rashly and completely writingthese businesses off.
Suffice it to say that they may not generate the same kind of headlinesin 2008 as rich media providers, online networks or widget creators,but thanks to new technology, changing tastes and increasing audiencefragmentation, let's just say they're far from out of the game.
Steven Roberts
Vice President & General Manager, Games and StrategicInitiatives for DIRECTV, overseeing broadcast ventures like 24/7interactive games channel Game Lounge and the internationally televisedChampionship Gaming Series professional league.
"Broadcast TV is absolutely not dead – just changing. Popular as gamingis, you can't look at entertainment in a vacuum... you have to considerthe overall mass-market. There are 120 million television homes outthere, with millions of people who just want to be entertained in thesame way they have for the last 50 years. NFL football still puts uphuge ratings every Sunday, and millions still tune in to watch livemusic and sports – you don't see that on an Xbox 360 console.
"True, television has to evolve, and will become more interactive toengage subscribers... if that's what users want. But what we're reallylooking at here in the immediate is developers/publishers grapplingwith a question of increasing audience segmentation. Something mostgame marketers miss about the broadcast space is the need to keepmessaging pointed and simple. That doesn't mean downplaying keyelements or features that you want understood: Just presenting them ina straightforward, easily comprehensible way that speaks to a specificaudience. Implementing better virtual cameras into games would be awelcome start... For broadcasters, it's very difficult to showdifferent elements of a title in ways instantly conducive to helpingpeople understand what it's all about.
"It's also important to look beyond the 30-second spot. There's plentyof room for advertisers to tap into broadcast vehicles, whether throughtelevised competitions, interactive online program extensions orproduct integration. Placing games front and center by showing ahalf-hour of screens, video footage and people playing these titlesmakes sense. But what you really need for effective campaigns here isto build elements of user interaction into your advertising and pair itwith programming that's consistent with the demographics of the gameitself.
"It all comes back to basics. People won't skip an ad on a DVR or turnaway to get a glass of milk if it's compelling, the message is clearand it's telling you something that you want to hear. Creative doesn'tjust have to wow either: It also has to make sense for the audiencesegment. While marketing can be fun and have an edge to it, ultimately,for on-air placements, it's vital to make sure the message is verytargeted, specific and simple."
"For all the uproar surrounding the movie business lately, gamemarketers shouldn't underestimate in-cinema advertising's power. Mostmedia features a device (remote control, mouse click, radio dial, etc.)that lets audiences tune unwanted messaging out. But at the theater,you've paid to be there, are a captive audience and want to beentertained. This receptivity begets results if the creative is good:Recall scores average around 60%, with categories like gaming actuallysoaring into the 80-90% range.
"Definitely, the big screen's sexy. Via streaming media, you canliterally send ads for M-rated games to all R-rated movie screenings inany given city; appear alongside only specific types of films; ordeliver different messages to different geographic markets on-demand.But publishers need to look beyond the most obvious opportunities –lobbies can also be a marketing wonderland. Standees, banners,concession items... From 20-minute pre-shows packed with original,exclusive and entertaining content to game posters disguised to looklike cinematic counterparts, options for building brand equity areendless.
"Hollywood is far from dead. Are gamers going to see Shrek, The Matrix and Pirates of the Caribbean?Of course... it's common sense. Research also shows emotions aremagnified at the theater – and the same holds for audience reactions tocommercials as well as films. It's hard to argue with a dark room, agiant screen and a group of people who've willingly paid to be thereand want to see what's in store.
"Also note – 80% of tickets are sold on weekends, a time when peoplewant to go shopping, and theaters are generally located in shoppingdistricts. Stick a retail discount on a box office handout, and youdon't just achieve grassroots interaction, or present a clear call toaction. It's also conceivably the last message a consumer sees beforehaving to drive home past a Best Buy or Wal-Mart where your game'sconveniently stocked."

"People are more distracted than ever – advertisers need to cut throughthe clutter. You have to find ways to surprise and entertainaudiences... It's important to design options that let you really spendtime with consumers in a meaningful way.
"Consider core gamers. You can look at where they're hanging out – atfraternity houses, sports bars, military bases, wherever – thendiscover ways to be there. It's even possible to reach players atschool and weave gaming properties into an educational message. Theseinstitutions appreciate it when game companies can provide them withbranded book covers, locker calendars or workshops that incorporatethese titles to teach lessons, just to name a few possible choices.
"Basically, you have to create options that make sense for the contentand target demographic, then craft a vehicle that fits. This could be abranded video game tournament, for example, or involve catching fans ata sporting event and giving them things they can wear to the game.There are alternative ways to reach virtually any shopper.
"It's crucial for publishers to connect with fans on a one-on-onelevel, because as excited as TV/film imagery can make them, people wantto go hands-on and try your games. To do so, you have to interface withthem on the street. Demos at malls, movie theaters, health clubs, etc.are essential to building buzz: There's a direct link between samplersconverting into purchasers. Experience is everything, and consumers aregoing to be the strongest ambassadors for your brand – word-of-mouth isincredibly powerful in the enthusiast gaming community.
"A holistic strategy is important, though: Alternative marketing shouldjust be one part of a diversified tactical plan. If I can see an ad foryour game during Lost or American Idol, then it happens to be at a barwhere I can try it, it'll pique my interest... Suddenly, brand andbuyer are making a meaningful connection. Remember though, that theseplacements have to be unobtrusive. You can't invade someone's space –you have to make kiosks, stands, booths, etc. – something that adds to,not takes away from, the entertainment value of any activity or event."