Telegraph promotions chief goes to Express

By ANNA GRIFFITHS, campaignlive.co.uk, Friday, 27 February 1998 12:00AM

Express Newspapers is aiming to stem the sales erosion of its two titles, the Express and the Daily Star, and pursue market share with the appointment of Paul Woolfenden as marketing director.

Express Newspapers is aiming to stem the sales erosion of its two

titles, the Express and the Daily Star, and pursue market share with the

appointment of Paul Woolfenden as marketing director.



Woolfenden has been poached from the Telegraph, where he has been

promotions director for the past two years. According to industry

sources, his departure may lead to a shake-up in the Telegraph’s

marketing department, with the promotions director position being merged

with the marketing director’s post.



At the Express, Woolfenden replaces Justin Jameson, who is returning to

management consultancy at the end of March. He joins a newspaper which

reported a month-on-month increase in Monday to Saturday circulation of

more than 6 per cent in January, following a three-month decline.



Woolfenden commented: ’The brief is a wide one at Express Newspapers in

terms of involving all elements of the marketing mix. The overriding

consideration was the meetings I had with the editors, which were

extremely positive, because I feel there should be a symbiotic

relationship between marketing and editorial.’



He added that as well as reviewing internal and external marketing

arrangements, he wanted to set out a clear branding strategy for the

newspapers in order to win back readership.



Woolfenden said: ’I will be looking at all the agencies, and everyone

involved. I will look at performance - I know Tim Lindsay (chief

executive) at Lowe-Howard Spink. Some of the stuff the agency has

produced has been interesting, but perhaps could have been better. I

need to evaluate what its thinking is and make sure it can help.’



Lowe Howard-Spink won the Express account 12 months ago, beating the

incumbent, DMB&B, Walsh Trott Chick Smith, BMP DDB, Leo Burnett and

Ogilvy & Mather. The newspaper group did consider centralising media

into Lowes at the time, but kept it with IDK. Burnetts is the creative

agency for the Daily Star.



Referring to January’s increase in circulation, Woolfenden said: ’If

that is a blip, we have to turn that blip into a trend. We need to

redefine the roles of the Express and the Daily Star and be clear about

what our objectives are. This is not going to be an overnight job.’



Nicholas Rudd-Jones, the managing director of Express Newspapers, said:

’We’re pretty happy with the look and content of the Express and the

Daily Star, and we feel we can now move forward. Paul is very focused on

marketing which produces results. We wanted someone with the ability to

make a real difference in the market.’



He added that, from a marketing point of view, ’more noise’ needed to be

made about the Daily Star, particularly through promotions, as the

newspaper battles in the declining red-top market.



Before joining the Telegraph Woolfenden worked at the marketing and

sales promotion agency, Firecrest, and was promotions director for the

Sunday Times and the Times.



This article was first published on campaignlive.co.uk

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