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(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?
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(Graham Brown mobileYouth) mobileYouth - who is the market for young mobile consumers?

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Industry presentation 2005/6 …

Industry presentation 2005/6
by Graham D Brown (author of mobileYouth)
http://www.mobileyouth.org

Published in: Business, Self Improvement
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  • Transcript

    • 1. Consumers what do they want? by Graham Brown CEO DhaliwalBrown >> what’s in it for me?
    • 2. What is the benefit of this presentation to you? ► 4 tips for successful consumer segmentation and marketing ► 4 action points for your next strategy meeting >> background
    • 3. Sample DhaliwalBrown Clients >> assets, forum
    • 4. Wireless World Forum ► 5,500 senior decision makers ► 2,700 companies ► over 100 countries ► Since 2001 ► w2forum.com >> largest project, mobileyouth
    • 5. mobileYouth research ► Since 2001 ► Purchased by over 180 operators in 45 countries ► Widely cited as de facto source of mobile youth information ► mobileYouth.org >> opportunity to learn about consumer success
    • 6. Successful consumer companies ► Higher than average levels of consumer loyalty to service ► Very high levels of customer advocacy ► High levels of customer tolerance >> commonality – segmentation and mindset
    • 7. What have we learned? ► Successful companies used lifestyle not age/gender for segmentation ► Consumer understanding Is a mindset not a strategy >> 4 insights for consumer success
    • 8. Insight #1 – language is the root of success ► Consumers not users ► Viewed consumers as active decision makers that employed strategies to maximize their benefit from the service >> demonstrate what a consumer is and uncover some strategies
    • 9. ► Choose a prize (amount) ► When you have chosen, Sit down ► Write down your amount ► If you are still standing at end, you lose ► Highest number wins
    • 10. £ 70
    • 11. END
    • 12. £ 70
    • 13. £ 72
    • 14. £ 76
    • 15. £ 45
    • 16. £ 55
    • 17. £ 12
    • 18. £ 73
    • 19. £ 44
    • 20. £ 78
    • 21. £ 79
    • 22. £ 72
    • 23. £ 76
    • 24. £ 10
    • 25. END >> numerous influences on your decisions
    • 26. Consumers – what influences decisions? ► We all have strategies ► Our strategies are influenced by others ► We make active “opportunity cost” decisions ► Our motives are social and psychological >> motives make markets (2)
    • 27. Insight #2 – motives make markets ► Successful consumer companies connected with the fundamental motives behind consumption not the observable layer. ► Did not see “fun”, “cool”, “personalization” as key drivers >> motives at micro, market at macro
    • 28. Motives make markets ► Need for status “ I want to be significant” ► Need to reinforce peer group “ I want to belong” >> consumers are buying these benefits
    • 29. Insight # 3 – Consumers buy lifestyle benefits ► Successful consumer companies focused on lifestyle benefits not features ► Did not use concepts such as “mobility”, “usability” or “functionality” >> parallel between mobile and Levis
    • 30. What happens when you sell features? ► Levis sold 50% of the world’s jeans in 1986 ► Levi’s focused on feature led innovation – being “the best” or “the original” ► Not about being “good” but being “relevant”. >> did not add anything to the lifestyle
    • 31. Boost Mobile = an opportunity to be significant and to belong >> need to add value to the lifestyle
    • 32. Insight #4 – partnership marketing ► Successful consumer companies sought to partner with not echo lifestyle ► Brought platform for further interaction rather than mirror of existing lifestyle >> added to consumer lifestyles not just captured it in images
    • 33. Partnership Marketing ► Platform for peer group reinforcement and status ► Regular dialogue >> dialogue leads to understanding on both sides
    • 34. What is Intelligent Consumer Segmentation? by Graham Brown CEO DhaliwalBrown 4 points for your next strategy meeting ► Challenge the mindset ► Go one deeper ► Understand the lifestyle ► Build dialogue

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