How brands are turning on TV to unlock Black Friday and Cyber Monday sales

Even before the last autumn leaves hit the ground, millions of shoppers hit the pavement searching for the perfect holiday gifts. And while some consumers do their shopping before Halloween, Black Friday and Cyber Monday (BFCM) remain pivotal opportunities for brands to make the most of their advertising dollars, with this season’s sales expected to rise 5% year over year for a record $75 billion, according to Bain & Company. For Saatva, a luxury mattress retailer, and Manscaped, a leading name in men’s grooming, TV advertising represents a critical piece of its holiday strategies. “The holiday season presents a unique opportunity where the potential return can justify higher ad spend — but only if we keep our cost-per-acquisition in check,” said Jessica Carlson, senior director of brand marketing at Manscaped. From driving urgency to leveraging TV’s vast reach, companies are sharpening their TV advertising strategies to maximize returns during the biggest shopping season of the year without letting their cost-per-acquisition (CPA) skyrocket. Manage spend without sacrificing CPA Manscaped’s approach to balancing CPA and ad spend focuses on gradual, data-informed increases, which are calibrated based on historical performance to ensure strategic timing. “What we‘ve learned over time is that not all days in the BFCM window are equally valuable,” said Carlson. “For example, we often see a spike in performance on the days right before Black Friday, so we ramp up our spending to capture early demand while still maintaining a manageable CPA.” This phased approach keeps the brand from overinvesting during low-performing periods, allowing them to allocate more budget when performance is predicted to peak. Carlson notes that response rate, similar to click-through rate in digital marketing, is especially critical during Q4. By tracking CPA and return on ad spend (ROAS), Manscaped can monitor efficiency, reallocating budgets to top-performing publishers or creatives on a daily basis. Balance linear and streaming TV While managing CPA is critical, understanding the media mix is equally important. Both Saatva and Manscaped rely on a well-planned blend of linear and streaming TV to capture audiences during BFCM. “Linear TV is cost-effective for broad reach, while streaming offers a boost in response rates and extends unique reach,” said Casey Jones, senior paid media manager at Saatva. This balance ensures that TV plays a pivotal role in Saatva’s holiday campaigns, particularly when over 70% of American households still have traditional cable or satellite subscriptions, a large audience segment that streaming-only advertisers might overlook. Manscaped echoes the importance of linear TV, especially during high-viewership tentpole events like sports. Linear TV’s low cost-per-thousand (CPM) makes it efficient for broad reach, while streaming allows them to home in on specific demographics and interests. Secure inventory early to avoid holiday crunch With the high demand for TV inventory during the holidays, early planning is crucial. Q4’s crowded media landscape—fueled by events like the 2024 presidential election, the World Series and Thanksgiving happening so close together—made it essential to lock in premium placements as early as September, said Jones. Saatva secures a portion of its media spend early to guarantee critical spots, using nonpreemptible (NPE) buys to help mitigate risk and ensure its ads run even when demand peaks. “We also try to remain flexible by balancing guaranteed buys with more opportunistic last-minute deals,” said Jones. Saatva will lock in a portion of its spend early on, but leave some room to take advantage of last-minute fire sales or floaters, which can be cost-effective reach-drivers if available. Segment for maximum efficiency During the BFCM period, both brands doubled down on audience segmentation to manage costs effectively. For Manscaped, this meant directing resources to high-intent segments like repeat customers and shoppers most likely to convert, which helps keep CPA within a manageable range. Additionally, the brand adjusts messaging, using urgency-driven offers closer to Cyber Monday to improve conversion rates. Leverage diverse creatives Even before BFCM gets underway, brands are putting the magic touches on creative assets that consistently deliver. Manscaped emphasizes rotating top-performing creatives tied to seasonal promotions and product launches. This keeps campaigns fresh and engaging while capitalizing on creatives who have previously resonated with audiences. Identifying your highest-performing creatives from previous campaigns and incorporating them into your BFCM strategy can help drive greater interest and engagement, said Carlson. When it comes to TV advertising, especially during the highly competitive BFCM season, employing a structured, data-backed approach can be the difference between enjoying a holly jolly holiday and getting a lump of coal in your proverbial marketing stocking. From managing CPA with targeted spend increases to carefully segmenting audiences, advertisers can harness the power of TV to reach consumers during the biggest sales period of the year. Visit Tatari.tv to learn how easy it is to launch a TV campaign this holiday season. About Tatari Tatari, a leading technology company, reshapes convergent TV advertising across streaming and linear. We empower brands and agencies to navigate the complex TV landscape with proprietary technology, focusing on performance outcomes. With a team of 300 strong, our platform supports trusted brands like Manscaped, Vouri and Chime. Independent agencies such as Croud, Socium and Marcus Thomas license Tatari technology to grow revenue by offering measurable TV advertising to their clients. Recently named the Most Innovative TV Ad platform by AdExchanger and recognized as one of the Hottest Ad Tech Companies by Business Insider, Tatari is at the forefront of advertising innovation.

How brands are turning on TV to unlock Black Friday and Cyber Monday sales

Featured Stories