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AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14
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AHAA Total Market Roundtable Reports for AHAA Conference 4-28-14

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AHAA: The Voice of Hispanic Marketing in collaboration with the ANA and other marketing associations engaged advertisers and agency partners to investigate the evolving multicultural marketing …

AHAA: The Voice of Hispanic Marketing in collaboration with the ANA and other marketing associations engaged advertisers and agency partners to investigate the evolving multicultural marketing practice – the widespread segment-specific model and the emerging practice of total market approach. This deck as presented at AHAA’s 2014 Conference in Miami, covers the outputs of Phase 2 of this initiative: A consensus Total Market Definition to aid the marketing to consider and successfully apply the desired model, based on consistent criteria. This is a portion of an overall playbook with standard guidelines for improved marketing impact that AHAA & ANA have been collaborating on. Carlos Santiago, Chief Strategist at Santiago Solutions Group, leads this initiative in his role as Chair of AHAA’s Research Thought Leadership Committee together with Gilbert Davila, Chair of ANA Multicultural, President of Davila Multicultural Insights.

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  • 1. Addressing Total Market Research Initiative Clients & Agencies Round Tables Reports As Presented at AHAA 2014 Conference Miami, April 2014 1
  • 2. Research Objective AHAA in collaboration with the ANA and multicultural marketing associations engaged advertisers and agency partners to investigate the evolving multicultural marketing practice – the widespread segment-specific model and the emerging practice of total market approach. The goal is to • Aid the marketing industry (advertisers/brands/agency & consulting partners) to determine the criteria and successful application of each model • Propel the progress of advertisers & partners in a proactive, fact-driven way • Deliver a playbook with standard guidelines for improved marketing impact 2
  • 3. Getting Total Market Right Overall Platform Phases 3 IMPROVED Marketing Outcomes 1. Benchmark • Learn broad trends • Share Findings • Begin Communicatio ns @ ANA M/C 2. Best Practices Roundtables • Collect Narrower- Deeper Feedback & Identify Best Practices • Develop standards • Share Best Practices @ AHAA April 14 Conf 3. Education • Disseminate & develop education platforms • Webinars, Videos • Conferences
  • 4. Client Roundtable Participants Director Multicultural Marketing – Dunkin Brands Director, Shopper Marketing, Category Advisory & Multicultural Capacities The Clorox Company Associate Director, Brand Marketing Multicultural Kellogg Company Executive Vice President Association of National Advertisers President & CEO Davila Multicultural Insights, Chairman ANA’s Multicultural Marketing and Diversity Committee. : Bill Duggan Xavier Turpin Christopher G. Rivera David Cardona Gilbert Dávila 4
  • 5. TM Roundtables 5
  • 6. Context 6
  • 7. USA Multicultural Nation 7
  • 8. 38% of the U.S. Population 8
  • 9. One General Market Message? 9
  • 10. 84%of all U.S. population growth from 2000-2010 came from Hispanics, African- Americans and Asians Source: U.S. Census Bureau 10
  • 11. Focus on the Growth Opportunity 11
  • 12. Total Market Approach (TMA) 12
  • 13. TMA Definition A marketing approach followed by corporations with their trusted internal and external partners which proactively integrates diverse segment considerations. This is done from inception, through the entire strategic process and execution, with the goal of enhancing value and growth effectiveness. In marketing communications this could lead to either one fully integrated cross-cultural approach, individual segment approaches, or both in many cases, but always aligned under one overarching strategy. 13
  • 14. What TMA Is • Supported and shepherded at the highest level of the organization • Intends for all marketing executives to be well versed on relevant segments and feel that they have “skin in the game”. • Reflected and embraced across the organization, its partners and its communications strategy. • Characterized by a collaborative dynamic between the marketer and the partner agencies from the outset. 14
  • 15. What TMA Is (Continued) • Recognizes that the market is composed of a more diverse mainstream in addition to individual ethnic segments. • The sum of “GM“ strategies that are culturally nuanced, PLUS dedicated segment strategies. • Characterized by a collaborative dynamic by the marketer and the partner agencies from the outset. • Reflected at the strategic AND the tactical/executional level. 15
  • 16. What TMA Is Not • One size fits all cost reduction plan. • Translation or adaptation of a general market campaign without diverse consumer insights from the beginning of the process. • An assignment that is a consideration only for the multicultural MC team. • Translation or adaptation of a general market campaign without diverse consumer insights from the beginning of the process. • Lead agency sets the strategy without effective integration of MC and GM from inception. • A short term test or project. 16
  • 17. Research Roundtable: Total Market - The Client Perspective AHAA, ANA, Clorox, Dunkin Brands, Kimberly Clark, Kellogg’s 17
  • 18. Client Roundtable Participants Director Multicultural Marketing – Dunkin Brands Director, Shopper Marketing, Category Advisory & Multicultural Capacities The Clorox Company Associate Director, Brand Marketing Multicultural Kellogg Company Executive Vice President Association of National Advertisers President & CEO Davila Multicultural Insights, Chairman ANA’s Multicultural Marketing and Diversity Committee. : Bill Duggan Xavier Turpin Christopher G. Rivera David Cardona Gilbert Dávila 18
  • 19. TMA CASE STUDIES Dunkin’ Donuts The Clorox Company Kimberly Clark 19
  • 20. HUGGIES: A Case Study of When & How to Apply Total Market 20 Core Brand Strategy Growth Strategy Emerging Needs - Innovation Multicultural = 50% of babies TODAY Scented Baby Wipes Births driven by a few key Multicultural regions INTEGRATED > & DIFFERENTIATED > Shared by: Lizette Williams, Senior Brand Manager, Kimberly-Clark
  • 21. 21
  • 22. Anatomy of Total Market Approach Brand DNA Total Market Business Planning (GM and MC cuts) Today: GM and MC planning are managed separately Integrated Outcome Differentiated Outcome Business Problem 22
  • 23. One Challenge … One Target… One Strategy 23 • One Challenge: • HHP declines • Brand DNA work uncovered challenges with target • One Target: • Strong Commonalities suggested TM strategy would work • Cultural ID • Core Motivation • Cleaning process • When she cleans she wants One Strategy: Pine-Sol cleans up the things in life that stink
  • 24. Quant and Qual Validation with Consumers 24 “I always use Pine-Sol in my garbage can. I pour a little on the bottom so that it helps fight the nasty garbage smells.” [African-American] “This happened to me so I can relate. Pine-Sol works great here because it neutralizes the odor.” [Unacculturated Hispanic] “I’ve done this before so I can relate. I also like it because family is really important to me and that’s one of the messages that I got from this ad.” [Caucasian] “I like that it includes the family. That speaks to me. They just came back from a great trip together and now it’s back to reality, back to the mess.” [Bicultural Hispanic]
  • 25. Research Roundtable: Total Market - The Agency Perspective 25
  • 26. TMA Client – Agencies Models Five Areas TMA Is Reflected In Delivering Campaigns Opportunity Assessment Client Briefing Strategy Development Campaign Development Campaign Execution 26
  • 27. Models In Action Model #1 Client Leads / Includes All Agencies Simultaneously Characteristics All agencies go through briefing and development together at the same time. Pros Client reviews GM and segment work unfiltered and is able to let the best ideas surface. Cons Potentially more time consuming. 27
  • 28. Models In Action Model #2 A Selected Agency Leads Multi-Agency Team Characteristics Selected agency ensures appropriate insights and cultural nuances are considered/embedded in all agencies’ work. Agency may be selected because of overall capabilities, relevant consumer expertise or a creative shoot out. Pros Client gets the benefit of collaboration and integration from all their agencies. Cons Potential lack of inter-agency collaboration. 28
  • 29. Models In Action Model #3 One Agency Responsible for “GM” Work and Segment Work Characteristics One agency brings a total market solution and does the entire campaign. Agency may sub-contract partners. Pros One point of contact. Potential for increased integration. Cons Client risks not capturing the full benefit of the Total Market Approach. Risk of segment expertise fidelity loss. 29
  • 30. Other Agency Models? 30
  • 31. How Do Agencies Adapt To Better Serve Clients? 31
  • 32. 32

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