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Finland
How to grow in a saturated, competitive market
without launching new magazines?
Rio De Janeiro, April 2001
Pauli Leimio:
IntroductionIntroduction
IntroductionIntroduction
IntroductionMagazine Country
• 3 562 periodicals in total• 2 826 using post delivery
100 %
GutsGuts
Guts
Sports & Gambling
Finns as Target Group
bu a a a h h h a h h a a !
Finns as Target Group
Finns as Target Group
GrowthThe dilemma of
The Dilemma of Growth
3• Three alternative ways:
Growth | First way: Developing Subscription sales
1. Developing Subscription sales:
Areas:
North AmericaSweden
Finland
Growth | First way: Developing Subscription sales
1. Developing Subscription sales:
You need:
• Effective information systems• Customer addresses• Look after the subsribers• Follow their movements
You get:
• Information directly
You create:
• Competitive advantage
Growth | First way: Developing Subscription sales
Results:
• Subscription sales form 75 % of total sales.• This has become the main source of sales income.• Automatic renewals make more than 50 % of
subscription sales.• Our customer data base consists of 4 million
customers.• We have penetration of 80 % of all Finnish
households.
Growth | Second way: Utilizing Magazine Contents
2. Utilizing Magazine Contents
• Books
• Internet services
• TV series
We Parents Magazine:
• 49 individual programs in two years
Growth | Second way: Utilizing Magazine Contents
Results:
• The magazine Kaksplus (We Parents) reinforced its position as market leader.
• The number of readers rose by 8 % for the first year and 13 % for the second.
Growth | Third way: Web Utilization
TM Magazine:• Leading motoring and technology magazine in Finland
• Car tests carried out in arctic conditions
3. Web Utilization
Growth | Third way: Web Utilization
TM Magazine:• Two-tier web system
• Guest area
• Renewal Subscriber area
Guest area
3. Web Utilization
Growth | Third way: Web Utilization
Renewal Subscriber areaPDF
TM Magazine:
3. Web Utilization
• Two-tier web system
• Guest area
• Renewal Subscriber area
Growth | Third way: Web Utilization
Results:
• The automatic renewal subscriber base for TM Magazine grew by 9 % thanks to the new service.
• Circulation has increased by 10.6 % during the past two years.
Conclusions
Conclusions:
• Organic growth possible (even in extremely competitive market).
• Service offered to be linked to core business.
• Publisher’s position reinforced.
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