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Direct response television

Direct response television campaigns are commonly managed by specialist Direct Response or DRTV agencies with a full range of strategic, creative, production, media, and campaign services. They may also be managed by media buying agencies who specialize in direct response. In either case, these agencies purchase two types of air-time in two ways. The first is to purchase off of a station or broadcast network's rate-card for time. The second is to purchase remnant airtime, which is time that stations were not able to sell, and need to fill quickly or cheaply to avoid broadcasting dead-air.

This is cheaper for agencies, but they have less control over when their commercials will run. As DRTV has gained presence outside of its start in the United States, local agencies have developed in many countries.

To qualify as DRTV, the advertising must ask the consumer to contact the advertiser directly by phone, by text message, or via the web. In the early days of DRTV, this was nearly always to purchase the product. Over time, a wide range of consumer actions have become used. And, many consumers watch the advertising but choose to purchase at retail without ever contacting the company.

Typically for every unit sold on TV, anywhere from 3 to as high as 15 units might be sold at retail depending on retail distribution. When it first appeared, DRTV was used to market goods and services directly from the manufacturer or wholesaler to the consumer, bypassing retail. Over time, it has also become used as a more general advertising medium and is now used by a wide range of companies often to support retail distribution.

Non-profit organizations also benefit from DRTV by making a direct appeal to viewers to make a donation [2]. Many types of companies use DRTV. Many of these items find their way to retail shelves once their television campaign has ended or has matured. Mass merchant retailers often have " as seen on TV " sections in their stores. Starting in the s, many brand manufacturers began to use DRTV as a part of their advertising mix. In these cases, most products featured on DRTV are also available at retail.

The DRTV campaigns ask for direct consumer action either to purchase the product or to obtain a coupon which they can use at the retail store. DRTV has also become a commonly used advertising medium for insurance companies, mortgage companies, cell phone providers, credit card companies, and a host of other services.

Lead generation has become a large segment of many DRTV campaigns. Typically these campaigns collect leads and close the sale at a later date via direct mail, email, or phone specialists. Other uses of DRTV include branding via hybrid campaigns, whereas you create awareness of the product and drive retail sales with no firm response goal.

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