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Buying Audience: Like Merchandising to Customers Who Are Already In Your Store

From Andy Ellenthal’s post at Digiday. He’s the CEO of semantic ad tech company Peer39.

“Considering how much attention, from the press and venture capitalists, is paid to audience-based ad buying, you’d think it would inevitably rule the roost — at the expense of old-fashioned content-based buying. You’d be wrong.

“The hype is a natural outcome of the fact that audience data has never had this scale and accessibility before. Buyers can now match their targeting criteria against huge pools if impressions. The concept is super cool: Displaying your message only to the exact group of desired consumers?

“But the reality reminds me of the difference between a retailer’s merchandising and marketing. Merchandising’s job is to sell once a consumer is inside the store, but marketing needs to drive them there in the first place. There will always be more prospective buyers and influencers outside the store, than shoppers with wallet in hand. If you only merchandised, at some point soon the store would be a very quiet and lonely place.”