A dumping of sheets at the Berner Zeitung - this was the headline in the last issue of Werbewoche. The starting point was the fact that the Berner Zeitung (BZ) distributes almost 18,000 heavily discounted copies per issue in the city of Berne, while the federal government only distributes 2,424 copies in the same way. The high additional circulation of the BZ is not in itself objectionable, as it is openly reported in Wemf's 2008 circulation bulletin under the heading "Other sales". In view of the discussion about the future of the Bund, however, the different distribution strategies of the same publishing house seem strange, as one gets the impression that Espace Media has promoted its baby BZ more in terms of marketing than the adopted child Bund.
Be that as it may, the BZ circulation is currently being analyzed. Werbewoche is now turning its attention to other titles with a high proportion of "other sales" (SV) circulation. This category includes that part of the circulation for which, according to the Wemf definition, "less than 50 percent of the full subscription or retail price is paid". These are often copies that are distributed to restaurants, schools and libraries. However, this also includes certain trial subscriptions, target sales and promotional copies.
Interestingly, publishers make very different use of the opportunity to boost their paid circulation with copies sold at the lowest price. The Neue Luzerner Zeitung, for example, has only one copy under the heading "Other sales" in 2008, while the Matin Dimanche has 50,820 SV copies, a quarter of its circulation. The Sunday title thus occupies the top spot among Swiss daily newspapers. With one exception: the BZ split Solothurner Tagblatt has an even higher share of SV at 40.5 percent, while the BZ as a whole has 16.5 percent. This puts it in third place after Matin Dimanche and Matin Semaine. Above all, however, the gap to the next title is huge: the Tages-Anzeiger with a mere 4.3 percent SV share. But the majority of daily newspapers are below one percent.
Some SV shares are significantly higher in the consumer, women's and business titles - in the case of the Business Guide, for example, this circulation share accounts for a full 63.9%. Bolero (44.7 percent) and TV8 (28.9 percent) follow at some distance, as do Fémina, Télé Top Matin, SI Style and L'Hebdo, which account for between 20 and 25 percent. What is striking is that there are five women's and four program titles in the top twelve.
But why do these titles distribute such a high proportion of their circulation at a greatly reduced price or almost for free? And on which channels - apart from those mentioned above?
With the English-language Business Guide, Basel-based publisher Dominique Hiltbrunner offers internationally active companies annual subscriptions in multipacks and at preferential conditions - for their employees. The company pays for the subscriptions in the first year, and recipients are contacted personally when they renew their subscription. "We push this channel because subscribers are required to make a minimum commitment - one that is greater than if we were to give the title away for free," says Hiltbrunner. The subsequent conversion rate to full subscriptions is around 60 percent.
The situation is quite different for the Edipresse paid-for titles Matin Dimanche and Matin Semaine. These are distributed in open boxes, which is why some copies are stolen and others only partially paid for, explains Théo Bouchat, CEO of Edipresse Switzerland. The result: "Every copy stolen in whole or in part falls under the undifferentiated category 'more than 50 percent discount' in the Wemf statistics," says Bouchat. Of course, this also applies to the Matin supplements Fémina and Télé Top Matin. "Although stolen copies are also read," he quickly adds. Nevertheless, Edipresse is currently considering doing without open boxes for paid newspapers. Bouchat: "The decision will be made this year." But why is the SV share of TV Guide so much lower? Because it is included with 24 Heures and Tribune de Genève, which are primarily distributed via subscriptions and newsstands, says the CEO.
The situation is quite different for Blick, NZZ, NZZ am Sonntag (NZZaS) and Annabelle: Here, the majority of SV copies are purchased from airlines at preferential prices and distributed to passengers free of charge. In the case of NZZ and NZZaS, some of the SV copies also come from combined subscription campaigns of the two titles. Annabelle, on the other hand, also supplies private clinics and reading circles. Tamedia spokesperson Christoph Zimmer emphasizes that the SV share of Annabelle is "significantly lower than that of other Swiss women's magazines".
Ringier spokesman Stefan Hackh attributes the astonishingly high share of SV at Bolero primarily to supplying "many boutiques". The same applies to SI Style, which still carries introductory and combined subscriptions (with Schweizer Illustrierte) from its launch phase in 2006. The SV share of TVStar even has "historical" roots. This is because the title, which is also distributed in the "partner distribution system" together with daily newspapers, used to belong to Basler Zeitung Medien. "BaZ still buys many copies from us at preferential conditions and uses them to advertise for subscribers," writes Jörg Tobuschat, Publishing Director TV Magazines at Axel Springer Switzerland. The same seems to be the case with Ringier's TV8, which according to Stefan Hackh is distributed on Saturdays with Le Temps and La Liberté. At Illustré and L'Hebdo as well as Tamedia's Tages-Anzeiger, the SV shares are mainly due to trial subscriptions. Christoph Zimmer: "In a highly competitive market like Zurich with a wide range of media, the demand for trial subscriptions is high. The Tages-Anzeiger meets this demand with its offer." By which he is probably paraphrasing Tamedia's hope that the regional split offensive will finally take effect. A piquant fact: the Zürcher LandZeitung manages with a 14 times lower SV share (only 0.3 percent).
Markus Knöpfli
Table1: Daily newspapers with particularly high circulation share "other sales" 2008
Table2: Daily newspapers with particularly high circulation share "other sales" 2008