1. Thomsonfly – Promoting a National Airline Via Local Media Entry to the JICREG Awards 2006

2. making media make a difference The background Thomsonfly launched in 2004 out of Thomson Holiday’s charter service Britannia Airlines It runs a mixed model business policy selling seats directly to the public on charter flights and scheduling city to city direct flights The key hubs for Thomsonfly are Coventry, Bournemouth and Doncaster where it has the majority of flights from these airports. However it also flys from 24 UK airports to over 80 Worldwide destinations from Cancun, to Barcelona, Marakesh and Paris The 24 UK airports with Thomsonfly flights include Gatwick, Luton, Cardiff, Newcastle and Hull

3. making media make a difference Our Challenge We needed to build a national airline for Thomsonfly and balance this with supporting the dominant hubs of Coventry, Bournemouth and Doncaster. We started adopting a national strategy at the start of 2006 when Thomsonfly had good flight coverage in the 24 airports to support communication We commenced in January 2006 with a TV campaign supported by national press with local media top-ups in the key hubs.

4. making media make a difference We knew that our competitors were investing heavily in national press vs. regional press 61%39% 69%31% 71%29% 74%26% 92%8% 76%24% 73%27% NMR: Jan/Nov05 National PressRegional Press

5. making media make a difference However, through industry and bespoke consumer insight we discovered that Thomsonfly should not have a one size fits all strategy

6. making media make a difference Using a combination of Amra’s BEAMER, The Newspaper Society’s Life is Local research and insight gained from our own bespoke Word of Mouth Marketing project we were able to understand the different stages the brand was at in each region and address them accordingly Exploring consumer insight …

7. making media make a difference Knowledge about the Thomsonfly offering increases the further North you go Increasing Knowledge People in Doncaster practically knew the entire Thomsonfly schedule. In the South they only just knew to visit the website Source: MPG Advocacy

8. making media make a difference And the Life is Local study highlighted the relevance of locality Source: Newspaper Society Research Consumers Choice V

9. making media make a difference We therefore needed to treat each hub as a unique entity within media – a campaign within its own right What is motivating in Doncaster will be different than London etc… Community Strategy ‘’Conurbation’ Strategy EstablishedNeighbourhoodBig City Coventry, Doncaster, Bournemouth Newcastle, CardiffLondonManchester

10. making media make a difference Having understood this, using client booking data we were able to identify our core local catchment areas by hub and map these Example. Coventry Airport Mapping based on 90 minute drive time due to client confidentiality of booking data

11. making media make a difference We then used JICREG to filter all our individual title selections and ensure the campaigns were as efficient as possible Total average issue readership: “The total number of people in this demographic group who read the newspaper title Area average issue readership: “The total number of people in this demographic group who read the newspaper title in the postcode sectors specified. Area AIR%: The percentage of all people in this demographic group living in the defined area who read the newspaper title”

12. making media make a difference We could then map our outdoor formats to key catchment areas

13. making media make a difference There are two elements to the London Plan which need to be considered… Central London Luton catchment area Gatwick catchment area The strongest plan would ensure a presence both within central London and the Luton & Gatwick catchment areas

14. making media make a difference What are the opportunities for each? Central London Delivers a young, affluent audience  High level of disposable income  Less likely to have a family  High propensity to go on weekend breaks  High frequency of travelling with a low far airline  No loyalty to any airline as choice mainly driven by price/route/flight time Local catchment area

15. making media make a difference Again JICREG enabled us to support this theory and grow usage of regional press Evening Standard Metro Surrey Advertiser Series Kent Messenger Series West Sussex County Times Series Brighton & Hove Leader Eastbourne Herald Luton News & Dunstable Gazette Gp Luton Herald & Post Herts Mercury Milton Keynes Citizen Bedfordshire on Sunday Herts Advertiser Watford Observer