Top Story


Home >> People Movement >> Article

STAR concentrates on clients and innovative selling techniques to strengthen Ad Sales

Font Size   16
STAR concentrates on clients and innovative selling techniques to strengthen Ad Sales

STAR India’s Ad Sales function has seen some key developments. As reported last week, the channel has restructured its team. Sameer Nair, COO, STAR India, shares more on the other areas that have seen action and the rationale behind it.

The new structure clearly gives STAR India two approaches of selling under the supervision of Kevin Vaz, EVP, Ad Sales, STAR India. One would be of network selling to the top 50 clients. These clients will deal with one key team ‘account management’ or ‘client service’ team, which will be headed by Juhi Ravindranath. “The key function of this team would be to serve these critical clients even better, which would enable us to create new growth opportunities for both our clients and ourselves,” said Nair.

The team will offer strategic solutions for clients to build and promote their brands across STAR’s entire portfolio of channels. The team will also develop strategic solutions that will cover sponsorship, product placement, branded programming, in addition to selling ad spots across the network.

For the rest of the clients, individual channel selling with continue with Shailesh Bijlani heading Hindi channels and Shanti Rao representing Premium channels.

“The account management team will protect and grow base clients and the individual channel teams will aggressively focus on the ‘new business sourcing’ function. They will aggressively look at converting clients who haven’t spend on television or don’t spend much on television to use the medium more,” said Nair.

What is further interesting about the new format is the building of innovative selling techniques that the network will concentrate on. The objective of the new structure is to build the category on the whole and boost STAR’s growth with it.

STAR India has invited all their sales officials to Mumbai to introduce and explain this new formation in a two-day sales orientation. While this structure is effective from June 27, on July 1, STAR will also publish its rate card on the Internet. Discounts will be offered to clients with volume buys and established spend patterns.


Vijay Mansukhani, speaks to exchange4media about the resurgence of Onida, the scope of growth of consumer electronics market in India and the reasons why Indian consumer electronics brands don’t compete on a global scale

Projjol Banerjea opens up about hiring Anne Macdonald and GroupM's Rob Norman, and the brand's new identity

Meera Iyer tells exchange4media that in FY 2016/17, bigbasket clocked a revenue of Rs 1,400 crore. The online supermarket currently stands at 70,000 orders a day, with operations in 25 cities.

CMO, Kashyap Vadapalli on the start-up’s marketing play, why it has decided to stay away from IPL and response to its furniture rental apps

Ushering the launch with a campaign titled ‘The New Way to Get Rich’ showcasing how technology gets millennials closer to their financial dreams

Ogilvy and Love Matters conceptualised a campaign that aimed to change the conversation and imagery that is associated with the LGBTQ community and lesbians in particular