WW: Mr. Zanello, you set up the marketing unit for TF1's TV advertising window at Ringier. How has business been going since September 5?
Patrick Zanello: Very good. In September we had around 60 spots - in the first week of October there were already 30 more. It was a big but exciting job, both for us and for TF1. It is the first foreign advertising window for the broadcaster.
How did customers react?
They welcomed it, because TF1 is not a small station in French-speaking Switzerland. If you compare it with German-speaking Switzerland, TF1's market share is as large as that of Sat.1 and RTL combined - i.e. around 13 percent. The media agencies have been waiting for a new player. Because TF1 offers a high-quality environment, we were also able to address sectors that had previously hardly advertised on TV in French-speaking Switzerland. For example, we are in talks with the automotive, watch, jewelry and cosmetics industries. Another reason: TSR and the channels marketed by Goldbach Media don't have much free space, whereas with us it is still possible to book the first or even the only commercial in the advertising block. Customers like that.
How much advertising space do you have available?
In September, we had advertising blocks available for around 60 percent of the program in the evening before and in primetime. The advertising space will be even larger in October and will also have potential later in the evening. However, there are some programs where we don't offer any blocks - for example, rugby, because we don't have the rights for it in Switzerland. TF1 adheres very closely to the broadcasting rights and advertising guidelines.
How do you fill the advertising blocks when they are not full? By giving them free space?
Firstly, we only open advertising blocks at the customer's request. Secondly, TF1 supports non-profit organizations and can offer them special conditions.
Although Ringier and TF1 had a stand at the screen-up, they did not take part in the screening. Why?
You'll have to ask Goldbach and Publisuisse. I think they had already put together the program before we announced the TF1 window. That's not a problem for us. Our goal is to be part of the screening in the future. The advertising market is waiting for our new products.
TF1 is number two with the French-speaking Swiss audience after TSR1, ahead of M6 and TSR2. How does it differ in terms of target group?
TF1's main target group in France and in French-speaking Switzerland is women under 50. TF1 is a large channel with a broad audience. With the reality format "Secret Story", a kind of daily "Big Brother", TF1 appeals to the under-25s, while "20 heures" tends to target executives. However, TF1 also has many family programs.
Where have you positioned TF1 in terms of price?
Our CPMs are just below those of TSR1 - for strategic reasons, because we are not a discounter. On the contrary: TF1 has quality. The station employs around 300 in-house journalists in France for the news programs alone. Quality is important. There are studies that show that advertising spots benefit when they are placed in a high-quality broadcast environment.
Who will suffer most from TF1 - TSR, the local stations, M6 or even the newspapers or the poster medium?
By the end of August, CHF 16 million more had been spent on TV advertising throughout French-speaking Switzerland than in the same period last year. By the end of the year, it should be 20 million more. So if the entire market grows like this, there will be something left over for us without us taking anything away from others. In short: we are not working against others, but with others. And we also bring in new customers. By the way, did you know that half of the richest Swiss live in French-speaking Switzerland? Many of them come from France and like French brands.
When it became known that Ringier wanted to market TF1, there were protests from other publishers in French-speaking Switzerland. But you say that there is nothing to fear.
That's not quite right. The French-speaking Swiss Press Association criticized Publisuisse for making the Publiplan booking tool available to our advertising window. This was not directed against Ringier. Then La Télé, a local TV station, reacted, but it was also primarily directed against Publisuisse and RTS. We are not working against the publishers, because Ringier is also a publisher. We are also not looking for short-term sales, but are focused on the French-speaking Swiss market in the long term.
Nevertheless, has the climate calmed down?
I think so. Ringier works professionally in the service of its partners, and that is basically the answer we give to such polemics. As you know, there is also jealousy in the business world ...
As you mentioned, TF1 can be booked via Publisuisse's Publiplan. Does Publisuisse also share in your sales?
No. They have nothing to do with each other. We are also not the first to use the Publisuisse tool. Publisuisse already existed at Cinecom or Belcom in the past. That's not a problem. Publisuisse doesn't get an insight into our turnover either.
In the TV sector, Ringier dances at different levels. Sometimes it works together with the SRG - for example with PresseTV or Publiplan, other times Ringier works against the SRG - as the marketer of TF1 or in German-speaking Switzerland as a partner in Sat.1 (Switzerland) or Teleclub. How does that work?
That's the case, yes. But the SRG does the same thing: sometimes it works with us, other times against us. Switzerland is small, we play in the B league internationally. One example: TF1 invests a billion euros a year in programming, nobody in Switzerland has that much, not even SRG. That's why we - publishers, SRG and broadcasters - have to be pragmatic. Conversely, TF1 has nothing against Ringier producing the cooking show "al dente" for TSR, where it generates a market share of around 27%.
How many people work in your TF1 sales team now?
There are seven of them - one sales manager, three key account managers, two people in media planning in Zurich and one person in marketing and communications. The team also works together with the print department.
It is rumored that you poached your crew from Goldbach in particular - with higher wages.
(laughs) No, that's wrong. Only the person in Lausanne previously worked for Goldbach, and next week someone who also comes from Goldbach will start in the back office. No, Ringier has set up a completely new team: The key account manager comes from Frankfurt, where he looked after CNBC Switzerland, Austria and Germany, and the sales manager comes from Publigroupe. In short, the majority of us don't have a Goldbach background.
You yourself come from the print sector.
That's right, and I'm staying there too.
What percentage of your working time do you devote to print and how much to TV?
Since January 2011, about fifty-fifty - with an 18-hour day. I'm lucky: my print and TV teams are very competent.
Interview: Markus Knöpfli