The Non-Purchased Based Targeting column includes all campaigns in the Offline Sales Lift norms database with the exception of the Audience Advantages studies. While these campaigns might have used some form of targeting (i.e. audience, contextual, premium) or run of site/run of network, they did not leverage the Audience Advantage solution, which leverages sophisticated predictive targeting algorithms based on actual, anonymous consumer purchase behavior.
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Online Lessons Learned: From Search to Branding Advertising in CPG<br />Search Insider Summit 2011<br />
Promotion dominates CPG marketing spending today with much of it translating into temporary price reductions and coupons communicated via print<br />Source: SAP<br />Internet Accounts for ~5% of CPG Marketing Dollars <br />Consumer Promotion<br />Media / TV<br />Trade Promotion<br />
The Digital Shelf: comScore study reveals searchers are extremely attractive to CPG marketers<br />From a comScore study conducted for P&G and Yahoo:<br />No. of people who used search to look for information on CPG products <br />Food Products: 44 million households<br />Baby Products: 16 million<br />Personal Care :10 million<br />Household Products: 2 million<br />CPG searchers have very attractive demos:<br />More likely to be younger, affluent and female<br />Searchers are less price sensitive and can be influenced to switch brands based on factors other then price<br />
Search generates higher offline sales lift than display advertising, but combined the synergy provides an even greater lift<br />Incremental Lift in Retailers’ Offline Sales per (000) Exposed<br />Source: comScore Ad Effectiveness Solutions<br />+119%<br />
For multi-channel retailers, the higher reach of display ads often helps lift total offline sales more than does search. But, synergy gains can be obtained by using display overlaid on a search campaign<br />Source: comScore Ad Effectiveness Solutions<br /><ul><li>The overall number of people reached by display ads is typically much higher than search
As a result, even though the sales lift among those exposedto a search ad is higher, the total dollar salesgained from display ads is often larger than search due to the smaller lift acting on a larger base</li></ul>% of Households Reached<br />Incremental Impact on Offline Sales per (000) Exposed<br />Total Sales Volume Lift Index<br />198<br />+11%<br />Note: 0 equals par in above chart.<br />
comScore Studies Have Shown that Online Display Advertising Can Effectively LiftOffline Sales<br />The median offline sales lift generated by online advertising among exposed consumers is +21%, and 83% of campaigns showed a positive sales lift<br />Retail Sales Impact of Online Advertising for CPG Brands<br />83% of campaigns showed a positive <br />sales lift<br /> Percent Lift in Retail ($) Sales<br />Median $ lift: 21%<br />Offline Sales Effectiveness Studies<br />Source: comScore AdEffx Offline Sales Lift Norms for CPG, March 2011<br />Note: Retail sales is measured by linking the comScore panel of 1 million U.S. Internet users to their retailer loyalty card data from dunnhumby, which provides a measure of the panelist’s in-store buying activity.<br />
The Short-term Offline Sales Lift from Online Advertising Matches Longer-term TV Impact<br />Offline Sales Impact of Advertising for CPG Brands: TV Versus Internet<br />comScoretests conducted over a three-month period; assumes 40% HH Internet reach<br />BehaviorScantests conducted over a one-year period.<br />TV Internet <br />(BehaviorScan)<br />(comScore/dunnhumby)<br />Hypothesis 1: More precise targeting on the Internet allows more impressions to be delivered against target audience in a given period of time<br />Hypothesis 2: Online display ads include more messages about price and promotion than TV ads, which tend to be strictly focused on brand building <br />
Purchase-Based Targeting Has Been Shown To Drive Higher Lifts In In-store Sales Than Campaigns That Didn’t Leverage This Type of Targeting<br />Median Offline Sales Lift in 3-Months from Online Advertising for CPG Brands<br />*Source: comScore AdEffx Offline Sales Lift Norms for CPG, March 2011<br />Non-purchased based targeting includes, but is not limited to, the following types of buys: contextual, audience, run of site//run of network, etc. **Source: comScore Audience Advantage, which leverages sophisticated predictive targeting algorithms that are created using anonymous panel and census data sources; targeting was deployed on the Microsoft Network sites.<br />Note: Retail sales is measured by linking the comScore panel of 1 million U.S. Internet users to their retailer loyalty card data from dunnhumby, which provides a measure of the panelist’s in-store buying activity.<br />
Price and Promotion Elements Are Used at A Much Higher Rate in Digital Display Than in TV<br />Percent of Digital Display Ads vs. Television Ads Containing Key Strategic Elements*<br />Source: comScore ARS Test Databases; Cases are balanced by category (n=100 for digital display ads, n=3,681 for television ads) <br />
Inclusion Of Promotion / Price Incentives In Online Ads Helps Lift Offline Sales <br />Percent Lift in In-Store Sales for CPG Brands Among Households Exposed to Display Advertising<br />Source: comScore ARS-dunnhumby Case Study of Major CPG Brands(Blinded, n=13)<br />
Video Holds the Key to Capturing Branding Dollars<br />
Online Viewing of Video in February 2011 Reached 83% of Online Users <br />88 million Americans will watch <br />an online video today!<br />Source: comScore Video Metrix, February 2011<br />
Driven by Rapid Growth, Time Spent Viewing Online Video is Now Equivalent to 8% of TV Viewing<br />+2% vs. YA<br />+15% vs. YA<br />Source: Nielsen for TV. comScore for Online Video<br />
Rapid Growth in Long-form TV Programming Online Over Past Year<br />Yearly growth in videos viewed on long-form TV programming sites<br />Source: comScore Video Metrix, February 2011 vs. February 2010<br />Videos per Viewer<br />Videos Viewed<br />71%<br />105%<br />increase<br />increase<br />Ad loads are in the process of being <br />increased to match TV levels<br />
Brands Trying to Reach their Target with TV Alone Hit A Plateau of Diminishing Returns<br />Total Reach and Effective Reach for a TV Campaign as a Function of Cost<br />Typically 30%+ of Target Audience is not Effectively reached<br />
Simulation Using Single Source TV / Internet Data: Adding Branding Advertising With Online Video Builds Reach with Identical Investment<br />Impact of a 90/10 Budget Allocation <br />
Summary Thoughts for CPG: Digital Offers Many Advantages<br />Search is an important component of consumers’ CPG decision making <br />Display ads are an effective, more cost efficient and higher reach alternative to print for communicating price and promotion incentives<br />Rich media and video hold the key to more powerful online branding campaigns<br />An integrated campaign that involves search, display, video and TV is very powerful:<br />Search for high sales lift<br />Display for high reach communication of price incentives<br />Combination of TV and video for cost effective reach and branding <br />
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