10. 10
Feel more, do more, buy more
43%
% Reporting very large profit gains
23% 23%
Rational Ad Strategy Combined Emotional Ad Strategy
“The longer the
time frame, the
more emotions
drive profit”
11. 11
FaceTrace™ gets to the emotion
• 4000+ ads tested
• 35 markets
• 2,5 weeks
12. 12
The Cadbury example
2.17 1.33
5 5
12
6
65
43
16
43
CDM (Gorilla) Commercial ads norm
ROI of £4.88 for every £1 spent
How easy it
is to
understand
How relevant
it is to you
How
persuasive
you found it
How much it
told you
about the
brand
14. Start
2 sec
4 sec
6 sec
8 sec
10 sec
12 sec
14 sec
16 sec
18 sec
20 sec
22 sec
24 sec
26 sec
28 sec
30 sec
32 sec
34 sec
36 sec
38 sec
40 sec
42 sec
44 sec
46 sec
48 sec
50 sec
52 sec
54 sec
56 sec
58 sec
60 sec
62 sec
64 sec
66 sec
68 sec
70 sec
72 sec
74 sec
76 sec
78 sec
80 sec
82 sec
84 sec
86 sec
88 sec
90 sec
92 sec
94 sec
96 sec
98 sec
100 sec
102 sec
104 sec
106 sec
108 sec
110 sec
112 sec
114 sec
116 sec
118 sec
120 sec
14
% of respondents
FaceTracing™ P&G ‘Thank You Mom’
Getting children out of
bed before daylight
Disgust
Contempt
Anger
with my kids
Mothers are hard
workers all around
Fear
Sadness
Neutral
It's a big surprise to
have your child win
something so great
Happiness
Surprise
the world
Pride I have known
The love
between
them
Time goes so fast
It's the truth,
hardest job is
being a parent
P&G understands
my family’s needs
15. 15
Moved from a 3 to a 4 star brand in just 3 months
Weak Brand Pedestrian Brand Solid Brand Super Brand Iconic Brand
72
78
40
63
Emotion-into-Action™ Score
$400m in incremental sales
Share price increase:
from $60 to $80 per share
7/12 to 6/13
P&G Post •
P&G Pre •
16. % of respondents
Contempt
Disgust
Anger
Fear
Sadness
Neutral
Happiness
Surprise
3 Mobile
it makes me smile
because the pony is
the twinkle in the
ponies eye..
prepares you for
what’s coming.
dancing
Dancing
pony
worried about
the pony going
over the cliff
Cheers me
up Ha ha!
Moonwalking
Pony!
happy pony
didn't go over
edge of cliff!!!
its just funny
that he stops for
the farmer, but
continues after.
Just loved the
whole concept
makes me smile
and feel happy
Start 5 10 15 20 25 30 35 40 45 50 55 60 16
19. 19
Better ROI!
ROI Index =
160-180
System
1 only
ROI Index =
115-120
System
1 + 2
Blockbuster
Must See
Solid
Performance
Pedestrian
Straight
to Video
20. 20
Straight to Video Pedestrian Solid Performance Must See Blockbuster
68
73
78
82
Spend
maintains
share*
Finished TV Norm (Global)
26%
32%
29%
9%
4%
50% of ads are just 1 or 2 stars…
22. 22
Food ads – star performance?
Uncle Bens, Express Rice 2010
Clover, Middle
Cathedral City, Slice of Britain
Cathedral City, See it Want it
Cadbury’s, Gorilla
M&Ms, Just My Shell (US)
23. 23
68
73
78
82
Straight to Video Pedestrian Blockbuster
Cathedral City “Slice of Britain”
Cathedral City “See it Want it”
Cadbury “Gorilla”
Break even
Solid Performance Must See
M&Ms “Just my Shell”
Uncle Bens “Express Rice”
Clover “Middle”
Emotion-into-Action™ Score
Food ads – star performance
24. 24
The Cadbury example
2.17 1.33
5 5
12
6
65
43
16
43
CDM (Gorilla) Commercial ads norm
ROI of £4.88 for every £1 spent
How easy it
is to
understand
How relevant
it is to you
How
persuasive
you found it
How much it
told you
about the
brand
27. 27
FaceTracing™: 3 common journeys
Contempt
Disgust
Ange r
Fe a r
Sadne ss
Neutra l
Happine ss
Surprise
Very Effective
Weak
Contempt
Disgust
Ange r
Fe a r
Sadne ss
Neutra l
Happy
Surprise
Extremely Effective
Contempt
Disgust
Ange r
Fe a r
Sadne ss
Neutra l
Happine ss
Surprise
28. Intensity Score
measured on a scale
from 0 to +3
28
The difference music makes
100%
90%
80%
70%
60%
50%
40%
30%
20%
10%
Month Yr
2
8
1.68 2.06 2.31
9
02 0 0
4
7
55
71
82
23
11
7
13
12
4
0
0
0%
Music 1 Music 2 Music 3
% of respondents
Contempt
Disgust
Anger
Fear
Sadness
Neutral
Happiness
Surprise
74.9 81.3 87.7
29. 29
The best brief? “Make my Brand Famous”
Brand Share = Fame x Availability