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Marketers too blinkered with media planning that ignores demographic with most cash to spend

(but Kia’s cashing in)

Research from Nine and Kantar says marketers’ singular focus on younger demos has led to media plans and creative campaigns that miss the highest spenders: high earning and progressive thinking 55-64 year old consumers. Kia marketing boss Dean Norbiato agrees – but thanks rivals for leaving the path clear for Kia to tap the most lucrative prospects.

Don't act your age

Brands are missing a trick when it comes to their media plans and creative executions by focusing too heavily on 16-39 and 25-54-year-old consumer groups.

A study from Nine and Kantar shows brands misconstrue older demographics as people hanging out for retirement, rather than high value earners.

“One of the key quotes that I heard over and over and over again was they do not feel, and they don't want to act their age. More so that they think of themselves as 30-year-olds in 55-plus bodies,” Emma Lewis, Senior Account Director at Kantar said.

“If you add in the fact that they've got more confidence, life experience, time on their hands and are less weighed down by some of those domestic responsibilities of people in their 30s and 40s – and definitely have more money – they're gold for marketers.”

Watch episode six above or stream below:

Spend and influence

Nine and Kantar estimate this "blind spot" to be worth $2.3bn in weekly household spend.

But Kia Marketing GM Dean Norbiato argues the value of the 55-64 demographic goes beyond the cash in their wallets.

In a high cost, big decision category like automotive, he says the older generation also influence the decision-making of consumers close to them, who are often in the 16-39 and 25-54 brackets.

“Instead of rolling up for the retirement queue, they're very much rolling up their sleeves and getting into work in some high-end roles – with wider disposable income that comes off the back of that,” said Norbiato.

“That makes them important in purchasing, because in a lot of decisions, they impact not only their own decision but also their immediate influence group, like their friends and definitely their families.

“To someone like me in auto marketing or someone who would sell or market real estate, they're very important – they need to be considered.”

By way of example, Norbiato said a friend recently texted to say they had just bought their granddaughter a new Kia Cerato.

While the granddaughter had done the bulk of the research into the purchase, he said the ability to “veto” the decision or influence the path to purchase was very much in the hands of the older relative.

“He hears from Kia, he sees Kia, he understands what we stand for, and he was able to validate that purchase,” Norbiato said.

“It’s a real life example of how not only will the 66-year-old have the ability to purchase his own car, but he materially impacts and influences the decision of the granddaughter.

“So you've got to really understand that consumer journey and interrogate and understand the role that the older age group play.”

However, the Kia marketer concedes it is often tricky to shake the “shiny” appeal of the younger generations, especially with the recent boom in emerging social media platforms such as TikTok. He says marketers must cover all bases – and demographics.

“Coming up with a new media campaign on an emerging platform that garners a lot of attention, it is new and it creatively gets you going, is something that can draw a lot of marketers,” Norbiato said.

“That shouldn't be at the detriment of your existing media spend. So you shouldn't turn off one audience to target a new audience. There needs to be a balanced approach.”

Think 10 years older

The common mistake being made is often around understanding that the older demographic’s preferences are becoming more aligned with younger consumers.

The difference is that they have greater spending power, more confidence and have fewer responsibilities, according to Toby Boon, Director of Strategy, Insights & Effectiveness for Nine.

He advises brands to think more broadly in order to maximise results.

“In terms of practical changes that marketers can make, the first step is a really easy one – it's to think about extending your targeting from 25 to 54, to 25 to 64,” Boon said.

“Think about extending your existing demographic by 10 years and in some buying systems, that's as simple as clicking another button, or typing in another age. That's a really simple first step.”

Boon said the second thing that brands need to consider when targeting older consumers is to be more inclusive in their ad creative.

“That means thinking about the way that you do casting, thinking about the way that you do messaging, leaning into who these people really are and thinking a lot less about how you can rely on easy clichés to get those messages across,” said Boon. “They want to be targeted.”

Creative eye opener

Briggs was pleasantly surprised at Nine’s creative capability.

“That’s definitely something for all of us to remember. I spend a lot of media money and I probably don’t think enough about the other elements and where you can get more from it,” he says.

“We’re maybe a bit too quick to say, ‘Well, we’ve got a creative agency already,’ and you get a bit of a blind spot. But in this instance, we’ve shown ourselves that it’s not necessarily the best way to get the work done. The production capability meant we could go really fast, yet everything was done to an exceptional standard. So for me, it was definitely an eye opener.”

Watching results roll in

While brand campaigns can only be measured over the long term, Briggs says the early signs are good.

“This was very much a brand play for us. But we’ve had a great March. We have had some really good website traffic, up 6-7 per cent on January, with a higher proportion coming from direct and organic. And March was very good from a top line perspective as well,” he says.

Ahead of running an assessment of the MAFS execution next month, it’s hard to pick out a single element of its marketing mix in driving that growth. But Briggs says he’s feeling confident, given the buzz the campaign has created.

“We've got 400 stores across Australia and New Zealand, a couple of million people go into the website every month. They are such big numbers that it's hard to pull out one thing, but everything works together,” he says.

“People were definitely talking about it. We had good interaction on our own socials. There was a buzz within the office."

“I think it had an impact at the right time of the year – and with the numbers we saw, for the first time in a long time, I was eagerly waiting for the ratings to come through. You're looking at them and thinking, I can see these results in the numbers.”

Contact us for more information on how your brand can leverage the power of Nine to deliver real business outcomes.

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Tennis on Nine 2022


We are the home of tennis

Tennis on Nine in 2022 is packed with excitement. From the Australian Open to Roland Garros and Wimbledon, Aussie fans just can’t get enough.

And our tennis offering doesn't stop there. Nine and Stan Sport have recently secured rights to the US Open, bringing all the action from one of the oldest tennis championships in the world - the big names, thrilling matches and great stories live from New York City in 2022. Making Nine the exclusive home of all four tennis Grand Slams.

Here at Nine’s Wide World of Sports, we can help you take advantage of the summer’s biggest marketing platform, and be part of the world’s biggest tennis tournaments all year round.

Recap on our Tennis on Nine launch here

In conversation with Jim Courier, Craig Tiley and Jelena Dokic

Brent Williams – Director of Sport, Nine talks tennis on Nine in 2022

How brands can leverage the tennis to realise better marketing outcomes

What you need to know

There's nothing like tennis on Nine in 2022

After almost two years of living with a global pandemic, 2022 promises to be a real turning point. With majority of Australians vaccinated, COVID is not yet gone but we have adapted -and we've learnt to live with it in a way that enables us to get on with our lives without the turmoil of lockdowns.

Nine’s Summer of Tennis is the place to be for a new era in our lives and a new era in tennis.




Highest commercial shares in OzTAM history

Highest rating Women’s Final of all time

Highest rating Doubles match of all time

636 million mins streamed on 9Now – up 163% YoY










Michael Healy, Nine’s Director of Television, said:
“The Australian Open is the undisputed number one summer sport and we’re thrilled that so many viewers tuned in across the tournament, including record breaking figures for the Women’s Final and Men’s Doubles Final. Last night’s epic Men’s Final was the highest rating in four years. Our BVOD numbers also set a new Australian Open record, with 227,000 viewers live streaming the Men’s Final on 9Now and almost 250,000 viewers live streaming the Women’s Final on 9Now. I’d like to commend Craig Tiley and everyone at Tennis Australia for staging such a magnificent event as well as the entire Wide World of Sports team for their brilliant coverage.”

Source: REACH: OzTAM Metro + Regional TAM data, 17/01/2022 – 21/01/22, Nine Network + Nine Network Content Affiliates, Total People, Reach, contains “Australian Open”, Con 7 as at 01/02/2022. HIGHEST SHARE: OzTAM Metro 5 City, 31/12/2000 – 31/01/2022, 5 City Metro, Network Nine, Network Seven, Network 10, Total People, P 25-54, P16-39, Commercial Share, 18:00 – 23:59, Consolidated 7 as at 01/02/2021. WOMEN’S FINAL: OzTAM Metro + Regional TAM data, 2001 – 2022, Seven Network + Seven Network Content Affiliates and Nine Network + Nine Network Content Affiliates, overnight data, please note Women’s finals were not split out for 2001 – 2003. MEN’S DOUBLES FINAL: OzTAM Metro + Regional TAM data, “DOUBLE” Sub Genre: Tennis, Seven Network + Seven Network Content Affiliates and Nine Network + Nine Network Content Affiliates, overnight data. 9NOW: OzTAM Live VPM, Australian Open, 17/1/2022 – 30/1/2022 v 8/2/2021 – 21/2/2021, metric minutes, includes coviewing on connected tv devices. 28/1/22 – 30/1/22 based on pre logs.

Source: Regional TAM (Combined Agg Mkts), 2022 (17 Jan – 30 Jan) vs 2021 (7 Feb – 21 Feb 2021) “AUSTRALIAN OPEN” excl PRE/POST/REPLAY/PRESENTATION/-GO!, 9Gem content from D1-8 only, Nine Network Content Affiliates, AUD, Total People, overnight data.

Nine's premium tennis offering brings brands closer than ever to the heart of the action

We have invested heavily in our content and total TV strategy, securing Nine’s position as the home of tennis in 2022 – covering every court, every game, every minute.

From our broadcast and BVOD coverage through to our leading digital and publishing assets, along with radio, we connect the dots across Nine’s complete tennis ecosystem.


Our tennis talent is the best in the world, the true experts

We’ve got the best tennis talent in the world in our all-star team of commentators and experts. They tell the stories behind the game, because we have unrivalled access  to the players like no-one else.


Big Ideas

Tennis is a great opportunity to realise big ideas that make advertising famous. Let’s take a closer look at how brands effectively used the power of the Australian Open 2022 to deliver their marketing dreams. 



Launch the Galaxy 21 Series by embedding it into Australian culture, while creatively showcasing how it sets the bar in smartphone photographic capability.


Leverage Nine’s AO coverage for the new Galaxy S21as a canvas to creatively showcase its features, bringing the viewer closer to the action, whilst aligning Samsung with epic moments in play.


Owning the coverage from every angle delivered exceptional results for Samsung S21.

+6% pts consideration

+15% pts those who agree that ‘Samsung Galaxy smart phones have the best quality camera’


Harness the power of Tennis on Nine in 2022.

For further information contact your Nine representative, or complete the form and a member of the team will be in touch.

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