Should You Promote Prevention Or The Cure?

Why isn’t my service contract campaign working?” The question came from a television station AE in the Southeast. His customer was an HVAC contractor who wanted to sell more maintenance service agreements. The TV ad had been on the air for about three months. There had been little response. Many heating and air dealers and […]

Advertising should sell the cure

What a Mattress Guy Taught Me About Advertising In the Dead Times

This conversation happened nearly 20 years ago, but it fits 2016 just fine. It’s a radio story but it applies perfectly to television advertising… or newspaper advertising… or transit advertising… or digital advertising.   There is a large mattress chain on the West Coast called Sleep Train, founded in Sacramento by Dale Carlsen. They were a […]

Mattress advertising sells mattresses all year long