Fiona Ramsay, Media Week, 15 July 2008, 07:30am

ITV sales structure faces cuts amid cost-saving measures

LONDON - ITV is expected to make cutbacks to its sales teams under customer relations director Gary Digby, with ITV's external-facing planning team likely to come under intense scrutiny in an attempt to make cost savings.

It is understood that Boston Consulting Group last week told Digby there was too much "noise" in ITV's 500-strong sales team structure, although it has yet to present its formal recommendations.

A source close to ITV said he expected ITV's 13-strong planning team to be "streamlined", and for the broadcaster's expanding online sales activities to work more closely with ITV's other sales departments, adding: "It needs integrated sales under Digby."

Chris Locke, UK trading director, Starcom MediaVest Group, said: "Boston Consulting will be looking at whether its linear functions can be combined. ITV has tried to become more customer-centric and get more involved in opportunities to create ideas, and a lot of people still don't take advantage of that.

"But, obviously, it needs to cut costs. Even if departments are safe, I think there will be changes within departments."

A senior TV sales source said: "Boston Consulting doesn't like one-to-one reporting strings of management, so this is where it would take people out. It is unlikely to have Digby and someone reporting to him, and someone else reporting to them."

An ITV statement said: "Cuts at the planning team are pure speculation. The process is ongoing and we will not comment on this sensitive process, as nothing has been presented yet. Boston Consultancy Group is talking to every department in the commercial team."