Hearst Magazines’ Lisa Howard says advertiser requests for 2024 are on the upswing

Plenty can change in a year, particularly in the publishing industry. A year after the media business slipped into a downturn, the upswing seems to have started, at least for Hearst Magazines.

“We’re actually seeing more [requests for proposals from advertisers] for 2024 than we had seen at this time last year,” Hearst Magazines evp and global chief revenue officer Lisa Howard said on the latest Digiday Podcast episode.

In another positive sign, the publisher is also seeing more interest in upper-funnel, brand awareness options for advertisers after a year-plus of brands prioritizing lower-funnel, performance-oriented tactics. “I am hearing from brands that they, in some cases, do feel like they over-rotated to that lower-funnel, more just juicing sales strategy because everybody was — we were all fearful of a recession,” said Howard.

For its part, Hearst Magazines made a similar shift toward lower-funnel, performance-oriented sales. After Howard joined Hearst from The New York Times in October 2022, the publisher decided to cut back on “big, complex, long-lead content programs” in favor of a “maniacal focus ... on digital media that works and can work quickly for our advertisers,” she said. While Hearst has continued to sell those long-lead content campaigns, it has seen fewer requests from advertisers for those opportunities compared to standard ad buys with shorter lead and flight times.

That’s not to say that Hearst Magazines is pulling the plug on the big content deals, such as a program sponsored by Cartier for Harper’s Bazaar that launched this month and plans for an upcoming franchise tied to Women’s Health and timed to next year’s Olympic Games. Those deals are “not our primary focus, but where the need calls for it, we’re building programs,” said Howard.