Ad sales Kilian Gasser and WOZ sold over 20 pages of ads for the anniversary issue.
The weekly WOZ is celebrating its 25th anniversary with a big party on October 7. The party celebrating a quarter of a century of the left-wing weekly press will, of course, be accompanied by an anniversary edition. This will be sold on the streets by prominent street vendors such as politicians Therese Frösch and Daniel Vischer or media people such as Karl Lüönd and Patrick Rohr as well as other celebrities from Beat Schlatter to Franz Hohler. In this anniversary issue itself, too, there are numerous sympathizers who wish WOZ a continued important future via advertisements. The big "surprise guest" in this campaign: Credit Suisse also places a full-page ad in the anniversary issue. The unusual sales campaign was handled by Kilian Gasser's advertising acquisition and publishing consultancy and the WOZ advertising department. And it was done with "extreme hard selling" in a way that not even the most penetrating tabloid media would dare to do. Gasser calls it "a Stürmi campaign". The basic idea came from the advertising agency Spillmann Felser Leo Burnett. It was executed by Gasser and his comrades with as much imagination as persistence, until finally, during the advertising campaign, "sensationally" over 22 pages of ads for WOZ were in the can.
Unusually briskIn a first phase, Kilian Gasser wrote to 150 selected advertising clients. Then he followed up twice. At first, there were also spiteful reactions, until the media people who were annoyed with the "Stürmi campaign" realized after an e-mail that their creative colleagues from Spillmann Felser Leo Burnett were hiding behind the idea. "Many of them wanted to stay on the mailing list so they could follow what was happening," says Gasser with a smile.
And so more and more other unusually brisk requests followed, such as "Book an ad now at last, then we'll leave you in peace". In addition to e-mails - old-fashioned, but obviously more conspicuous - fax requests to book advertisements were also sent out. There were "more reactions to these than to e-mails," Gasser marvels. The mails, on the other hand, were convincing with funny little films in which inserts were played with the request "WOZ bitte buchen! Trashy MMS messages were sent out as a further measure.
"The anniversary issue naturally lowers the inhibition threshold for booking an advertisement," Gasser believes. This can be better represented internally as a gesture of sympathy, even if WOZ would not be possible in a "normal" media plan. However: Credit Suisse presents a sustainable fund as a financial product in its full-page ad, which could well be of interest to alternative WOZ readers.
For the SBB, which reacted wittily to the sales terror - "Now leave us alone at last, we're booking" - the WOZ readership is indeed part of the target audience. Likewise, Migros was able to advertise its dedicated products without any problems. Coop has been involved with WOZ for some time, and Denner has likewise already recognized WOZ readers as an important target group.
For future sales activities, the "first-timers" of the anniversary edition are of course door-openers. In fact, the target group is quite interesting. And if CS can afford to advertise in WOZ, then...
Most of the competing papers did not take part in the anniversary campaign. But one of these publishers made Kilian Gasser a job offer, saying: "We could really use such a persistent salesman in our company.
At the end of the sales campaign, WOZ finally thanked the very stubborn ad refusers with a set of Jass cards. The gift was intended as a consolation for the fact that WOZ cannot lure potential advertisers with a luxury weekend in the south. "At least a Jassweekend in your own four walls." And if one changes one's mind now after all: WOZ will continue to gladly accept advertisements even after the anniversary issue.
Andreas Panzeri