Xaxis Buys Triad Retail Media
October 13 2016 - 11:37AM
Dow Jones News
By Alexandra Bruell
WPP's digital ad-buying group Xaxis has acquired Triad Retail
Media, which helps retailers sell ads on their websites.
Triad was purchased from private-equity firm Rockbridge Growth
Equity LLC. While terms of the transaction weren't disclosed,
people familiar with the matter say Xaxis bought Triad for roughly
$300 million.
Xaxis said it's the largest deal it's ever done, without
disclosing specifics.
Triad helps retailers like Wal-Mart create ad units to sell ads
on their e-commerce sites, and it also gets paid by brands to
create the ads. Many of those brands are consumer-packaged-goods
companies that are selling products in the stores.
"Our desire has been to have a much better understanding of the
retail, e-commerce and m-commerce experience," said Xaxis CEO Brian
Gleason. "Retail is changing, and the retail media industry will
become a final touch-point between the consumer and transaction.
The closer we can bring brands to that relationship is pivotal for
us."
Triad, which employs over 700 people with headquarters in St.
Petersburg, Florida, has grown its revenue about 25% to 30% every
year since it launched over a decade ago, said Triad CEO Roger
Berdusco. Triad's gross revenue in 2015 was $502 million, up from
$366 million in 2014, the company said. Triad's gross margin, which
does not include the portion of revenue that publishers make when
they sell ads, was under $200 million.
For Xaxis, the acquisition signals further expansion into the
business of buying and selling premium digital inventory. Xaxis is
known for buying and reselling digital ad inventory to clients at a
markup as part of a process that uses technology and data to serve
ads to people as they browse the web. It's a process referred to as
"arbitrage" trading, and one through which clients often agree to
waive their right to see how much the ad inventory costs.
E-commerce ads are typically considered premium inventory and
wouldn't be packaged in an arbitrage buy, said Mr. Gleason.
Triad's clients also include Kohl's, CVS, Nestlé, Procter &
Gamble and Intel, among others.
For Triad, "this is really all about growth," said Mr. Berdusco.
"It gives us tremendous running room internationally. Having the
infrastructure Xaxis and WPP bring can help us expand into new
markets more quickly."
Scaling through Xaxis's many international offices affords Triad
the opportunity to help retailers that don't already sell ads on
their websites. Retailers' margins on selling e-commerce ads tend
to be much higher -- upward of 70% -- than margins on the actual
business of selling e-commerce products, which are closer to 3%,
said Mr. Berdusco.
E-commerce gets hit with high costs such as quick, free shipping
and site experience updates, so retailers are looking to offset
those costs through ads. More recently, the growth of Amazon
internationally has been pressuring other retailers to offer such
perks, so there's an opportunity abroad to find and help those
retailers offset costs, he said.
Triad facilitates most transactions between an e-commerce site
and a brand through direct, one-to-one interactions complete with
age-old insertion orders, but it's moving more ad inventory through
systems that can automate the process.
Triad also has dabbled in automated ad buying. The company helps
brands already advertising on e-commerce sites automatically serve
ads to audiences on other sites based on data it can access.
"We currently help brands [reach people] on the path to purchase
outside retailer e-commerce sites," said Mr. Berdusco. "Xaxis, with
its tech and ability to find audiences, can help improve that
product."
Xaxis could integrate a brand's e-commerce campaign into a
larger ad plan for the brand, said Mr. Gleason. For example, Triad
can help a food brand create and place an ad featuring recipes on
Walmart.com's home page and mobile app. Xaxis could then send a
version of the ad to individuals on desktop and mobile devices and
track consumer interaction with the ad across those sites and
devices, linking "what has been done on Triad to the rest of the
digital execution."
Triad also wants to tap into Xaxis technology that supports
video ad-targeting, said Mr. Berdusco. That might mean more
effectively serving video to target audiences and optimizing the
creative based on what Triad is learning from the audience, he
said.
"We see a lot of energy in the marketplace for video," he said.
"There's a lot more we think we can do through audience targeting
and leveraging retailer video."
Write to Alexandra Bruell at alexandra.bruell@wsj.com
(END) Dow Jones Newswires
October 13, 2016 11:22 ET (15:22 GMT)
Copyright (c) 2016 Dow Jones & Company, Inc.
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