Advertising agency compensation methods PDF

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Advertising agency: Advertising agency Advertising agency is an independent business organization specialized in advertising work which undertakes the work of planning, preparing and executing advertising campaign for its clients. There are five methods used to compensate the agencies for their varied services. 1. Commissions from Media: The traditional method of compensating agencies is through a commission system, where the agency receives a specified commission (usually 15 percent) from the media on any advertising time or space it purchase for its clients. Eg:Assume an agency prepares a full-page magazine ad and arranges to place the ad on the back cover of a magazine at a cost of Rs 100,000.The agency places the order for the space and delivers the ad to the magazine. Once the ad is run, the magazine will bill the agency for Rs 100, 000, less the 15 percent (Rs 15,000) commission. The media will also offer a 2 percent cash discount for early payment, which the agency may pass along to the client. The agency will bill the client Rs 100, 000, less 2 % cash discount on the net amount, or a total of Rs 98,300.The Rs 15,000 commission represents the agency’s commission for its services. The commission system had many advantage, including: 1. Traditional and well understood. 2. Simple and easy to operate. 3. Inspite of its conceptual imperfections it worked well in most cases 2. Fee Arrangement: Under the fee structure, the client and the ad agency negotiate a flat sum to be paid to the agency for all work done. The agency estimates the cost (including out of pocket expenses) of servicing the client who either accepts or negotiates for a lesser amount. Negotiations continue until an agreement is reached. There are two basic types of fee arrangement systems. In the straight or fixed-fee method, the agency charges a basic monthly for all of its services and credits to the client and any media commissions earned. Agency and client agree on the specific work to be done and the amount the agency will pay for it. 3. Cost plus agreement: The cost-plus system is generally used when the media billings are relatively low and a great deal of agency service is required by the client. This happens most often with industrial products, new product introductions etc. that require disproportionate amount of agency help in preparing brochures, catalogues and other non- commissionable marketing activities. Under a cost-plus system, the client agrees to pay the agency a fee based on the costs of its work plus some agreed-on profit margin (Often a percentage of total costs).This system requires that the agency keep detailed records of the costs it incurs in working on the clients account. Direct costs (personnel time and out-of-pocket expenses) plus an allocation for overhead and a markup for profits determine the amount the agency bills.

4. Incentive-Based Compensation: Many clients these days are demanding more accountability from their agencies and tying agency compensation to performance through some type of incentive-based system. While there are many variations, the basic idea is that the agency’s ultimate compensation level will depend on how well it meets predetermined performance goals. These goals often include objective measures such as sales or market share as well as more subjective measures such as evaluations of the quality of the agency’s creative work. Companies using incentive-based systems determine agency compensation through media commissions, fees, bonuses, or some combination of these methods. Agencies lose clients by: agencies lose clients by Poor performance or service Poor communication Unrealistic demand by the client Personality conflicts Personnel changes of size of the client or Agency Conflicts of interest Declining sales Changes in policies Changes in the client’s corporate/ marketing strategy Agencies gain clients by: Agencies gain clients by Referrals Presentation Public relations Image & Reputation....