SFStatic said:It depends on what you're selling, David & David. Had a station on and the morning man did a remote from a car dealer. He sold 15 cars to people who came in and bought because that morning personality asked them to. Later, the same guy generated 3 Jag sales in one day at a dealer. Advertising is still not an exact science. I could give numerous other examples.
BTW, health products may not be the most glamourous items, but ads for them work like crazy with the older set. Everyone's trying to buy a little more youth!
Car dealers have a rather large area of brand exclusivity and since a purchase is not frequent, prospects can be convinced to drive across town for a better deal. This is one of the exceptions that prove the rule. Because cars are such a big ticket item, it is easier to justify the fact that it took 60 spots to sell 15 cars. That model does not work for McDonalds or Coke or P&G.
And car dealers frequently use agencies in larger markets, and the dealer associations definitely do. Note that most car dealers use some form of manufacturer credits and must focus on the target age of the manufacturer's own campaigns. A car that was strictly 55+, the Oldsmobile, was discontinued for that reason...
Of course, I have trouble on a more philosophical basis with the idea that someone would buy a Jag based on a morning guy's appeal. We're talking $60 k here, and I would think that such buyers were already decided on the car, and just nudged by either the talent or some special incentive offered by the talent.
As a sidebar, i've often thought that talent remotes at car dealers work because nobody wants to go into a car dealer alone... having your "friend on the radio" there makes you a visitor to a friend instead of an "up." Or, as was mentioned in a somewhat "humorous" set of buying tips in Consumer Reports recently, "If you buy a car and don't leave the dealership feeling dirty, fatigued and exhausted, you probably did not get a good deal."