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Sea changes for media

The ocean went away. That’s chilling description of what happened moments before last Christmas’ Tsunami. Well, Happy New Year because the ocean’s going away again and the astute are headed for higher ground. I’m talking about the Tsunami-like changes sweeping through and redefining what we once knew as “the media.”

An early observer of this sea change, former FCC Chairman Michael Powell described the shift as “Application Separation.” In the old days you needed a tower, a license, equipment, people, money, etc. Today all you need is Internet access.

Terry Heaton’s report summarizes Powell’s view: “one no longer needs to own the infrastructure in order to publish, distribute or broadcast content. This is turning the media world upside-down, and most of the traditional media response, I’m sorry, falls under the category of “they just don’t get it.”

Terry’s insights and advice are food for thought for broadcasters and marketers alike. Do you think the choice of channels is the only place where an increasingly sophisticated consumer is exerting their will?

Here’s how I see Terry’s action plan for broadcasters adapted for marketers…

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Rising cost for share of mind

I want strawberries.

I want strawberries.
I want strawberries.
I want strawberries, dadddddy.

My three year old regularly uses the same old marketing approach still in wide use today: say it enough times and people will believe it. In the days of limited media choice there was some truth that idea. But, there is today nearly unlimited media choice and for marketing saying it does not make it so anymore.

Share of mind as a concept of taking ownership of consumer’s attention is getting to be an expensive proposition. Marketing is sales. Sales is persuasion. Persuasion as a marketing exchange happens when you capture the consumer’s imagination.

I advise clients that unless we can carve out our own space in their mind, we’re just another float in a passing parade of pretty floats. Ownership is an option: own a medium–television, radio, outdoor, etc. If you can’t own it all, own one outlet–say a radio station. Can’t own the station? Own a daypart. Own a day. Own something. (And be consistent with it!)

General Motors takes it to a whole new level with an aggressive ownership of the Tonight Show and integrated promotion on several other programs. Lauded as innovative and aggressive, their strategy is really an old trick from deep in the bag.

It’s a prime example of marketers seeking to create mass impact in a world of declining mass reach outlets.

This is also marks retreat for Chevrolet from failed efforts to “blog” the new HHR vehicle they’re hyping in the campaign; new tools blew up, so they return to the proven path…

Read the story in AdAge.com

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Your intrepid correspondent

I head both MogerMedia, Inc. and Wizard of Ads Gulf Coast, based in Houston, Texas. We develop winning advertising strategies and creative for the best clients on earth.

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