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Mike Hess' presentation to the AMA. Mentioned in Gary Stein's ClickZ column

Mike Hess' presentation to the AMA. Mentioned in Gary Stein's ClickZ column

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  • BOE A key component of consumer centricity is understanding and reflecting the rapid changes in consumer media usage, especially the shift to digital media and the increase in multitasking. Subsequently, we view the new world of marketing communications as essentially a fluid portfolio of bought, owned and earned media. Bought media includes the broad array of advertising vehicles available for purchase to support specific marketing efforts such as TV, magazines, online display advertising and paid search. Owned media are a brand’s controlled assets such as packaging, retail stores and web sites. The advent of online and the enormous growth of digitals assets such as websites has dramatically increased the scope and, we would argue, power of owned media. Finally, earned media represents those marketing efforts generated by consumers, shoppers or other key stakeholders. While earned media has always been a key component of the marketing equation through word of mouth and press, digital innovation is driving unprecedented growth and power through efforts such as social networking.  
  • Allocator is a decision support planning system that allows us to strategically allocate marketing investments through the use of historical data (both qualitative and quantitative)
  • Transcript

    • 1. Social Media and Research
      Mike Hess
      Executive Vice-President
      Research, Marketing Science, and Consumer Insights
      Carat
    • 2. Outline
      Current Climate: Economic and Media
      Social Networks
      Recent Advances
      Navigating the Landscape (BOE)
      Maintaining Neutrality in Planning: Tools/Cases
    • 3. Current State of Affairs
    • Economy is Still #1 Issue for US Consumers
      Economy leads as biggest concern, but significant drop compared to prior 3 months
      • Health Care and Federal Budget Deficit show a steady increase
      Source: CNN Opinion Research Poll, August 2009
    • 5. Spending Less, Staying at Home More
      • Media Consumption: Points to At-Home
      • 6. Avg 2+ person HH:  +26 minutes TV per week; 4 hrs 43 minutes per day
      • 7. Homes are not downgrading from cable / satellite to broadcast.
      HH Historical Trend: Watching TV
      • Average daily hours continue to increase, even during recessions
      Source: Nielsen
    • 8. However, Stock Market Shows Signs of Recovery
      • The S&P 500 closed at a new interim high 52.7% above the March 9th low, which is 34.0% below the peak in October 2007
      As of Sept 9, 2009
      Sources: dshort.com (9/09/09)
    • 9. Increasing Complexity inMedia Touchpoints
      • Media touchpoints are growing exponentially.
      • 10. Media planners need to leverage the data and options to make more effective business decisions
    • Television is Still the 800 lb. Gorilla
      1st screen
      Audio
      2nd screen
      Newspapers
      3rd screen
      Magazines
      4th screen
      Landline phone
      Average Daily Minutes, Core Sample, N=752 observed days, Spring and Fall 2008All participants, including non-users of various media, including concurrent media exposure
      .
      Those 65+ spent much less time with audio, and much more time with newspapers
      By age group
      Those under 25 spent very little time on landline phones
      Screen media
      Other major media
      Avg. 353min (48%)
      Avg.143min (20%)
      Avg. 20min (3%)
      Avg: 8min(1%)
      Radio Avg. 84min(11%)
      Avg.14min (2%)
      Avg. 6min (1%)
      Avg: 25min (3%)
      Other Audio 80min(11%)
    • 11. Number of Touchpoints Used Driven by Age
      Using a 10 minute average as a cut off
      Those 18-24 are exposed to twice as many screen media 10+ mins as those 65+ (10 vs. 5); greater media diversity
      The Council for Research Excellence
      @The Nielsen Company
    • 12. How Social Networks Have Changed the Media Landscape
      Evolution / Effect
      Findings from NeverEndingFriending Study
    • 13. 2.5mm conversations
      12,500 conversations
    • 14. Online Landscape has Evolved
      BROADCASTERS
      MYCASTERS
      The Players:
      TV Networks, Online Distribution Hubs, Movie Studios, Your next store neighbor
      The Other Media:
      TV (sending and receiving)
      The Big Change:
      The Internet is not a competitor, or a complementary outlet for niche content; distribution is king, content does not necessarily live on a site
      The Players:
      MySpace, Facebook, Gawker, “News Site X,” Your next store neighbor
      The Other Media:
      Mobile (sending and receiving)
      The Big Change:
      Social networking as a toolkit has gone mainstream (see Obama). Consumers are building and Internet ecosystem around themselves
    • 15. Social Networking is Growing.. (nearly ¾ of online users participate).
      85%
      75%
      75%
      75%
      72%
      72%
      72%
      70%
      68%
      57%
      52%
      Source: Nielsen NetView age2+, * Home only
    • 16. Social Networking: Viable Part of Media Mix
      • Agency planned spending is shifting gears
      “2010 Media Planning Intelligence Study; ”Center of Media Research/Insight Express September 2009
    • 17. Ad Spending Expected to Increase
      • In 2011 ad spending on US social networking sites will increase to $1.4 billion
      Source: eMarketer, June 2009
    • 18. Self-Expression
      Discovery
      Interaction
      Personal Profile, Video, Blogs, Music, Photos
      Skin, Badges, Widgets, Wallpapers, Ringtones, Contests, Viral Video, New Features
      Profiles, Groups, ForumsChannels, Events, Jobs, Wikis
      Custom Communities, Video, Entertainment Content, Events, Cause Marketing
      IM, Bulletins, Comments, Blogs, Events, Friending
      Contests, Quizzes, Viral Content, Friending, Polls, Widgets, Twitter
      The Social Network Platform
      Source: Never Ending Friending April 2007
      Base: SN 14-20 (n=2605)
    • 19. Social Networking is Preferred Free-time Activity
      Check out social networking sites
      17%
      147 Million
      US users
      visited a social
      networking site*
      17%
      Talk on your cell phone
      14%
      Watch TV
      10%
      Surf Web generally
      Play video game
      9%
      8%
      IM
      7%
      Listen to MP3 player
      71 Million (83%)
      Age 12-34
      1%
      Listen to radio
      Source: ComScore Media Metrix, age2+, June 2009
      Source: Never Ending Friending April 2007 Base: SN 14-20 (n=2605)
    • 20. Constant Engagement
      When they’re regularly on social
      network sites…
      15% First thing in the morning
      16% Before school/work
      18% Lunch
      25% At school/work
      31% After school/work
      68% Evening
      30% Late night (10pm-4am)
      Prime Time
      Extending into their offline lives
      73% Never bored when using it
      66% So many things to do
      56% Add fun to going out
      48% Having more fun in life general
      47% More plugged into music scene
      46% More on top of trends, what’s new
      45% Makes my life more exciting
      40% Discovered brands/products really like
      Source: Never Ending Friending April 2007
      Base: SN 14-20 (n=2605)
      Q: When are you regularly on your favorite social networking site? Base = SN users 14-40; n=2,605 Q: How much do you agree with each of these statements? Top 2 box (Completely Agree, Agree) Top 2 box agreement (3-pt scale) Base = SN users 14-40; n=2,605
    • 21. Social “Networking” Can Crowd Out Traditional Behavior
      Weekly hours spent…
      Q: During the past week, approximately how many hours did you spend doing the following activities?
      Base = SN users 14-40; n=2,605 non-users 14-34; n=431
    • 22. What’s Hot Now in Social Networking?
    • 23. What’s Changed in the Past Few Years
      • Social media has migrated from the young to mainstream
      • 24. Facebook hits 300 million users September 09, about the size of the US population
      • 25. Their fastest growing segment are people age 35+
      • 26. Social Networks seek ways to turn profitable
      • 27. Facebook turns a profit in 3Q 09, earlier than expected
      Source: Universal McCann, "Power to the People: Social Media Tracker Wave 4," July 30, 2009
      Source: Adage, CNN (9.16.09)
    • 28. Social Networks Provide the Basis for “Earned Media”
      • And Provide New Opportunities for Research: Substitute for Focus Groups?
      Low Carb Friends… a community where of people from around the world come to discuss all issues related to how to lose body fat and keep it off.
      Bodybuilding forum…forum dedicated to bodybuilding, supplements, muscle building, nutrition, bodybuilding training, workouts, fat loss, and total fitness.
      Cheftalk.com…Food and Cooking discussion for the professional and the at home cook.
      Trek BBS… is the number 1 place to chat about Star Trek and the
      upcoming movie, with like-minded fans.
      Chowhound.chow.com…devoted to the pleasure of food and drink.
      Features information about meals and gear and delivers it in audio, and video.
      Goodeats.dyns.net…has a lot to offer in educating the masses about cooking, history and science.
      Anabolicminds… is dedicated to the discussion of bodybuilding,
      supplements, nutrition, fat loss, weight loss and overall fitness.
      Yahoo! Answers… is a new way to find and share information. You can ask questions on any topic, get answers from real people, and share insights.
      Babytalkzone… friendly community support forum for those who are pregnant, trying to conceive, or adopting.
      BabyCenter community…Groups for Moms and dads to share the experience of pregnancy and parenthood with photos, answers, and blogs on the largest parenting site.
      Most talk is on diet/weight management websites
      (April 25 – June 25 09)
      22
    • 29. Navigating the Complex Media Landscape
      Bought Owned Earned
    • 30. bought
      earned
      owned
    • 31. Time Spent Exponentially
      Increases
      earned
      bought
      owned
      Time spent with BOE media is proportional to consumer interest
      (or concern)
      video
      print
      audio
      search
      experiential
      outdoor
      in-store
      POS
      packaging
      websites
      applications
      services
      blogs
      fan pages
      WoM
      social chatter
      press
      organic search
      viral
      ATLANTA BOSTON CHICAGO DALLAS LOS ANGELES NEW YORK SAN FRANCISCO
    • 32. BOE ReflectsConsumer Centricity and Media Fluidity
      • Roles played allow for understanding rapid change and acting promptly
      • 33. Active presence
      • 34. Talking to consumers
      • 35. Hooking attention
      • 36. Right time, place, mindset
      • 37. Opening conversations
      Plan
      • Engaging Experiences
      • 38. Talking with consumers
      • 39. Accessible and useful content assets
      • 40. Enabling participation
      • 41. Creating conversations
      • 42. Being talked about by consumers
      • 43. Listening to conversations
      • 44. Feeding conversations
    • Allocating the Media Budget in the New Environment: Still Focus on the Consumer
    • 45. 28
      Creating Classic Segments with Digital Implications
      • Using segmentation techniques, identified two Hispanic segments that are mutually exclusive:
      Segment 1: “Healthy & Financially Fit”
      (more digitally savvy) Size of opportunity: 938,000 Hispanics
      Segment 2:“Sedentary Indulgers”
      Size of opportunity: 1,662,000 Hispanics (more into TV/audio)
    • 46. Creating the Right Media Mix
      Allocation Case Studies
    • 47. Qualitative input
      Quantitative input
      Weight of variables
      Analysis
      Output
      Ingredients Include Quali-Quant Inputs
    • 48. Judgments Made at Granular Levels
      • Bridging technology with “human” expertise…
    • Allocating the Media Touchpoints
      • Human Factors research has shown that the average person can handle only five to nine decision factors at a time.
      • 49. This is where tools such as Allocator come into play
    • Plumbing/Interiors Company Start with Clear Objectives
      Increase sales by 6% in the US
      Increase awareness by 10 points (from 58% to 68%)
      Link the brand to water conservation
      Drive intent & conversion
      Focus activity where consumers are looking for INSPIRATION & GUIDANCE
      Deliver the BOLD message in areas where we standout
      Be BOLD
      Associate & build meaning
      Develop programs that add value to the consumer & society
    • 50. Plumbing/Interiors Company Utilize Learning from Optimized Media Mix
      Step 1: Objective setting
      Identify & weight media channels by consumer receptivity metrics
      Brand – 15/20
      Media Metrics – 13/20
      Awareness – 16/20
      Consumer – 15/20
      Consideration – 17.5/20
      CY09 Recommended allocation
      Step 2: Activity modeling
      Media investment based on brand strategy
    • Home Improvement StoreApplying Media Neutral Tool with New Client….
      Awareness
      Relative Weight: 6/20
      Loyalty
      Relative Weight: 14/20
      Traffic
      Relative Weight: 18/20
      Step 1: Objective setting
      Identify & weight media channels by consumer receptivity metrics
      2010 Recommended allocation
      Step 2: Activity modeling
      Media investment based on brand strategy
    • 62. Home Improvement Store …. Lead to a Very Different Recommended Mix
    • 63. Summary
      Withtouchpoints and complexity exploding, tools requiredto address
      Current environment especially conducive to SN growth
      To organize the complexity, we’ve found that Bought/Owned/Earned (BOE) is a useful nomenclature
      Scraping conversations beneficial way to monitor/evaluate Earned portion and provide feedback loop for Bought/ Owned
      Allocation needs to be based on plan objectives
      Many media combinations have never been run, or only rarely….new era of Testing required to fully evaluate

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