<Ask any sales manager, all "they" care about is Mon-Fri 6am-7pm. Rest are dollar-a-hollar, barter, "value added" and bump spots>
Granted, in most cases M-F 6a-7p will command the highest rates, but anyone predominantly "giving away" evenings and weekends for doller-a-holler, etc. is wasing inventory.
<No agency (in it's right mind) "buys" overnights.>
I know of many agencies who use overnights in their mix.... and why would an agency be not in its right mind to try to catch an under-served audience at CPM's that are 1/2 or less the going rate for "Prime".
<Not in Cleveland. Only way someone buys overnights is a local business with no budget.>
That's a good way for a small local business to start if that's all they can afford. Better to dominate overnights than buy a spot or two a week in prime and get lost. There are many "overnight" success stories... the most prominent one was a small jewelry store that started advertising late nights and overnights in the 60's. You may have heard of it.... JB Robinson.
<Not only did I work in the market, I worked for WMJI & WMMS. I do have a clue about what Sales is going to sell and what they are not going to sell.>
I'll compare resumes with you any day, my friend. I speak from experience.
<Now, like I said.... if there is a direct buy that WANTS overnights, Sales will take the money. But they're not going to go after overnight $$$. Hell, even in Toledo, my latest market, sales doesn't go after overnight $$$.>
That's too bad. An advertiser who overlooks overnights as a part of a comprehensive marketing plan is easily overlooking 10-15,000 in additional net reach on a well rated station in a large market. And from the station perspective.... even at a "doller a holler" you're talking about over $30,000 in annual revenue (based on 15 units per hour).