1. Newspaper ads that demonstrate the strategic role of Extension

2. S There are many ways to create powerful connections with readers when you advertiser in newspapers; whether the story you’re telling is intended to inform, entertain, inspire, stimulate thinking, generate feelings or even change behaviour. These six distinct, but not mutually exclusive, strategic roles that newspapers can play were originally identified by The Newspaper Marketing Agency in the UK. These roles have subsequently been validated by Ipsos Media CT and The Newspaper Works through a combination of qualitative and quantitative testing. Six Strategic Roles

3. S Their definitions

4. Extension advertising reminds you about a brand by repeating or developing established messages from television. While the other five strategic roles determine the nature of creative development, the extension role is about the use of the creative so it can apply to any of the other five roles.

5. The Role Map demonstrates how consumers connect with newspaper advertising across the six strategic roles, comparing the performance of newspaper creative against a footprint of all ads tested, or in the case of the six roles, comparing the performance of creative against a footprint of all ads tested. Retail average

6. 36 newspaper ads tested to establish All Newspaper Norm and Retail Average footprints – Wave 1: July-August 2008, 27 randomly selected retail ads tested – Wave 2: October-November 2008, 9 additional hand picked retail ads tested Sample: Australians 16+ in five cap cities Total 2,475 respondents and over 7,000 ad observations 100+ observations for each ad tested The Newspaper Works’ effectiveness partner: About the research Phase 1

7. Average of 9 newspaper ads tested monthly Various categories accommodated Sample to date: Australians 16+ in Sydney (n=300 in total) Further samples will include other metro markets 100+ observations for each ad Conducted online by Ipsos About the research Phase 2 The Newspaper Works’ effectiveness partner:

8. “Reminds me of the TV advertising”

9. All Newspaper Norm Extension score for each ad Significantly different to All Newspaper Norm at 90% c.l. Newspapers are a powerful medium to extend a campaign’s message beyond its primary medium, usually TV, by building on an established theme. These advertisers have all performed very strongly in extending the life of the TV campaigns.

10. Significantly different to All Newspaper Norm at 90% c.l. All Newspaper Norm Extension score for each ad Both Foxtel and McDonalds have taken a strong visual element from their TV campaign and utilised it as a central element of its newspaper advertising. Brand characters and product presentation are typical ways to extend TV, with strong levels of recognition and uniqueness resulting for these advertisers.

11. All Newspaper Norm Significantly different to All Newspaper Norm at 90% c.l. Extension score for each ad It’s also possible to extend the life of TV without using an overt creative device as the link. Both these ads, for AAMI and Bonds, use a similar tone of voice to extend their brand presence beyond TV and still deliver strong ad recognition while driving relevance and uniqueness.

12. The ability for newspapers to, in a sense, freeze-frame the key point or outtake from broadcast information is a distinct advantage. Newspaper advertising provides an opportunity to strengthen a brand’s overall levels of ad recognition while also potentially extending the campaign message further. The Newspaper Works’ effectiveness case studies for NESCAFÉ Greenblend and Jalna Yoghourt, also clearly demonstrate that newspapers are a powerful partner for TV, not only working hard in their own right, but making TV work harder in the process. For more information visit www.thenewspaperworks.com.au

13. Comments Extension advertising tends to use devices that will reinforce recall. The Foxtel ‘Cable Guy’ plays a starring role in the ad in its offer both in TV and print. McDonalds uses the same product delivery to reinforce its key TV. But advertisers can also simply use a consistent tone of voice to ensure a consistent, and enhanced, brand presence.

15. While the examples presented in this report clearly demonstrate a dominant strategic role in each case, RoleMap isn’t a compass. Newspaper advertising tends to work across a range of roles, often feeding off each other in the process. For example, more detail (Information) can provoke a rethink about a brand (Re)Appraisal) which in turn creates a closer emotional connection with consumers (Affinity).

16. While IKEA’s ad performs strongly as a retail ad by driving a Call to Action via its price point, it’s also helping build the brand with its eco-credentials story and in doing so encourage a rethink about the IKEA brand (Re)Appraisal, which in turns builds Affinity with the brand.

17. Virgin Blue’s topical ad (taking on Qantas), is seen to put an important issue on the Public Agenda, and in doing so gets consumers to rethink the Virgin Blue brand (Re)Appraisal, also driving a Call to Action in the process.

18. Beaurepaires performs very strongly in the classic retail footprint, delivering important Information when belts were being tightened (during the GFC) and in turn effectively driving a Call to Action.

19. Summary Newspapers can be utilised across the full spectrum of strategic roles, some of which are traditionally associated roles for newspapers, such as Call to Action and Information roles. However newspaper advertisers are also increasingly recognising the role that newspapers can play in brand building roles; such as Affinity and (Re)Appraisal. Furthermore newspapers are being harnessed to drive important brand issues and causes (Public Agenda) and to extend and build on TV activity. In this report, advertisers have demonstrated both expected and fresh ways to bring their communication to life while still delivering effective outcomes for their brands.

20. S For more information on this or any of the other strategic roles that can be used in newspapers to connect powerfully with consumers, contact your sales executive or The Newspaper Works on: Phone: (02) 9692 6300 Fax: (02) 9692 6399 Email: Admin@thenewspaperworks.com.auAdmin@thenewspaperworks.com.au www.thenewspaperworks.com.au Questions?