This is a post about the Kelsey Group’s DMS ’09 conference which happened last week in Orlando.
In a presentation titled “Global Yellow Pages: A Prescription for Future Success”, Charles Laughlin and Neal Polachek from BIA/Kelsey (the new name of The Kelsey Group) exposed important trends and offered a new way to look at the future for directory publishers.
- Over time, print Yellow Pages usage (as an advertising vehicle) is down for SMBs
- Advertiser volume (i.e. the total number of advertisers with a relationship to a directory publisher) is decreasing
- Average average revenue per advertiser (ARPA) is up (i.e. squeezing more money out of current advertisers) but EBITDA margins are down
- Share of revenue coming from online products is up (10% of total directory publishers revenue in North America, 25% in Europe)
- Publishers will sell leads instead of products (i.e. need to move away from print/online nomenclature)
- The business model will evolve (blends traditional and performance-based advertising + fee-based services)
- There will certainly be a change in the publishers’ cost structure (when revenues go down, margins go down also)
- We will see a changing sales force (training, recruitment, smaller channels, outsourcing)
- We will see a changing core print product (more local, more vertical, smaller, less categories)
Neal then exposed what I think is a revolutionary new way of seeing the world and coined a new era for the Yellow Pages business: ” Presence, Performance, Permanence”
“Presence” is defined as “Be found”. It’s usually fee-based. It includes product like signage, listings, print, banners, search/SEO, digital outdoor, door hangers, radio, cable TV and mobile TV. I think we could also include things like website building, Facebook & Twitter profile management, etc.
“Performance” is all about driving leads. It’s performance-base and includes clicks, calls, forms submitted, store visits, inquiries, etc. It could also include coupons exchanged.
“Permanence” is to help the advertiser retain customers. This works on a fee for service business model and includes ratings, reviews, online reputation management, online booking, customer reminders, customer updates, retention strategies, telephone training, etc.
The list of business opportunities Neal presented was certainly not exhaustive but I like how this model helps organize product initiatives under large umbrellas. I also like the fact that social media is now part of the overall Yellow Pages strategy via things like ratings, reviews and reputation management. The whole industry seems to be waking up to the disruptive power (opportunity and threat!) of social media I think we’re just seeing the tip of the iceberg there.