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AMERICAN EXPRESS COMPANY (AXP)
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'We can't continue to shout at our customers': American Express delves deeper into custom content

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09/10/2018 | 07:52am CET

For the first time in a campaign, American Express is prioritizing custom content with publishers over mass-reach channels.

On Sept. 10, the credit card company is launching its biggest custom content campaign yet. The campaign is running with BuzzFeed, Vox Media and Bustle and is meant to promote the company's year-old Pay It Plan It feature.

In the past, American Express primarily used mass-reach channels like TV, social and digital, said Terryn Lance, vice-president of global media at American Express.

This time, most of the spend is going toward custom content, in the form of content sponsorship, ads appearing alongside content and explainer-style articles and videos.

American Express chose the outlets for their millennial reach, since that cohort makes up around half of the customers that use Pay It Plan It, Lance said. The editorial content focuses on the four main passion areas of American Express card members: travel, entertainment, home and tech.

"This campaign really flips our approach from a media perspective on its head," said Lance. "We've realized that we can't continue to shout at our customers with mass-reaching media vehicles and expect them to have some meaningful impact or relationship with us."

Lance said showing, and not telling, is a better fit to advertise Pay It Plan It, since the feature offers various options, such as designating times to pay off purchases and splitting up payments. Custom content gives the company the time and space need to do so, said Lance. American Express worked with the content teams at each outlet and with ad agency Digitas. The marketer didn't say how much it's spending on this campaign or how it compares to previous campaigns.

With BuzzFeed, American Express will be the exclusive launch partner of BuzzFeed Reviews, a product review section launched in August. Along with that, American Express will be the first sponsor of a new show from BuzzFeed's Tasty called "Friend in Town," which follows a host to different cities where they visit friends and go on culinary experiences. The show's host will use the Pay It Plan It feature to plan trips.

On Vox.com, American Express on Sept. 10 is sponsoring a new shopping section on Vox.com called The Goods by Vox. American Express also is working with Vox Creative to make 12 explainer videos on spending money that will appear from October until the end of the year. The Goods by Vox will also issue a newsletter twice each week. American Express will also be the first sponsor of Vox's Eater's Kitchen Gadget Test Show, which lays out which kitchen essentials are worth their price.

The Bustle partnership will start in October and consist of custom illustrated articles with advice on making better financial decisions on top of digital banner ads on the site.

American Express said it plans to continue to make custom content a focus in future campaigns because advertisers have to continue to develop new ways to reach consumers and stand out. "Everyone in the media space is facing the same challenges," she said. "There's a lot more consumer options and a lot less consumer time."

The post 'We can't continue to shout at our customers': American Express delves deeper into custom content appeared first on Digiday.

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Financials ($)
Sales 2018 40 426 M
EBIT 2018 11 706 M
Net income 2018 6 352 M
Debt 2018 -
Yield 2018 1,35%
P/E ratio 2018 14,85
P/E ratio 2019 13,47
Capi. / Sales 2018 2,31x
Capi. / Sales 2019 2,15x
Capitalization 93 507 M
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Number of Analysts 31
Average target price 115 $
Spread / Average Target 4,9%
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Stephen J. Squeri Chairman & Chief Executive Officer
Jeffrey C. Campbell Chief Financial Officer & Executive Vice President
Marc D. Gordon Chief Information Officer & Executive VP
Charlene Barshefsky Independent Director
Peter F. Chernin Independent Director
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