Upfronts
Upfronts are annual presentations where TV networks and streaming platforms showcase their upcoming shows and content to advertisers. Think of it as a preview event where media companies try to sell advertising space for their future programs before they air. This term is important because many media and advertising professionals include experience with Upfronts on their resumes, as it involves major business deals and industry relationships. Similar events include Digital NewFronts (for digital content) and Development Season presentations. These events are crucial meeting points where entertainment and advertising industries connect to make deals worth billions of dollars.
Examples in Resumes
Managed $50M in advertising deals during annual Upfronts season
Coordinated presentations for network Upfronts reaching 500+ key advertising clients
Led creative team in developing Upfront presentation materials and pitch decks
Successfully negotiated Upfronts deals with major brands across multiple platforms
Typical job title: "Media Buyers and Planners"
Also try searching for:
Where to Find Media Buyers and Planners
Industry Organizations
Professional Networks
Industry News
Example Interview Questions
Senior Level Questions
Q: How would you approach negotiating a multi-platform upfront deal with a major advertiser?
Expected Answer: Should discuss understanding of pricing strategies, audience metrics, cross-platform integration, and long-term relationship building with clients. Should mention experience handling large budgets and complex deal structures.
Q: How do you evaluate the success of an Upfront season?
Expected Answer: Should explain various success metrics like total revenue secured, percentage of inventory sold, CPM rates achieved, and quality of advertiser relationships maintained. Should also mention importance of competitive analysis.
Mid Level Questions
Q: What factors do you consider when preparing an Upfront presentation?
Expected Answer: Should mention audience demographics, ratings data, programming highlights, competitive positioning, and market trends. Should also discuss importance of tailoring presentations to specific advertisers.
Q: How do you handle last-minute changes to programming schedules during Upfront negotiations?
Expected Answer: Should discuss flexibility in deal structures, communication strategies with clients, and ability to offer alternative solutions or make-goods when programming changes occur.
Junior Level Questions
Q: What is the difference between Upfronts and Scatter market?
Expected Answer: Should explain that Upfronts involve advance sales of advertising for the upcoming season, while Scatter market refers to ad space sold closer to air date, usually at higher rates.
Q: What materials are typically included in an Upfront presentation package?
Expected Answer: Should mention program schedules, audience data, ratings projections, success stories from previous seasons, and promotional materials for new shows.
Experience Level Indicators
Junior (0-2 years)
- Understanding of basic media metrics
- Assisting with presentation preparation
- Supporting sales team with research
- Managing client communications
Mid (2-5 years)
- Managing medium-sized client accounts
- Developing sales strategies
- Understanding ratings and audience data
- Negotiating standard deals
Senior (5+ years)
- Leading major account negotiations
- Strategic planning for network sales
- Managing large client portfolios
- Developing pricing strategies
Red Flags to Watch For
- No understanding of TV ratings or audience metrics
- Lack of experience with major advertising clients
- Poor knowledge of media industry trends
- No experience with presentation skills or client relations
Related Terms
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