2. Thanks for being here!
Anita Peerdeman, Managing Director InSites Consulting NL
Passionate about consumers and what makes them thick. Over 20 years of experience in
marketing & market research, with a strong focus on FMCG and innovation. Get my mind
to rest by dancing, reading and watching movies. Mum of 2 teenage boys, that keep me
young@heart, as do all the Smart Cookies that work with me at InSites Consulting .
anita@insites-consulting.com
@peerda
nl.linkedin.com/in/anitapeerdeman
13. Andrew Ehrenberg
Even in a field
supposed to be dominated by
people’s impulses to buy – that of
marketing – there are striking regularities…
yet people seldom expect there to
be a law… and therefore do
not even look for them.
14. #1 Penetration is thy sole path to growth
#2 Retention is an illusion
#3 Thou shalt treat all thy buyers as equal
#4 Thou shalt repeat, repeat, repeat
#5 Thou shalt be everywhere
PENETRATION
RELIGION BELIEFS
15. #1 PENETRATION IS
THY SOLE PATH TO GROWTH
BRANDS OF
WASHING POWDER MARKET SHARE PURCHASE FREQUENCY
PERSIL
ARIEL
BOLD
DIAZ
SURF
AVERAGE
22
14
10
9
8
3,9
3,9
3,8
3,7
3,4
3,7
16. #1 PENETRATION IS
THY SOLE PATH TO GROWTH
BRANDS OF
WASHING POWDER MARKET SHARE PENETRATION
PERSIL
ARIEL
BOLD
DIAZ
SURF
22
14
10
9
8
41
26
19
17
17
17. PENETRATION IS
THE KEY DRIVER OF MARKET SHARE
EVOLUTION IN
PURCHASE
FREQUENCY
+ 10%
- 10%
BRANDS
GROWING
BRANDS
DECLINING
BRANDS
EVOLUTION IN
PENETRATION
+ 31%
- 20%
EVOLUTION IN
SHARE
+47%
- 27%
UNITED KINGDOM – 157 BRANDS, 20 CATEGORIES
23. 27
20%
60%
80%
40%
Share of
consumers
Share of Sales
Bottom 80%
of consumers
Top 20% of
consumers
THE PARETO LAW
20%
80%
80%
20%
Share of
Consumers
Share of Sales
Bottom 80%
of Consumers
Top 20% of
Consumers
VILFREDO
PARETO
THE EHRENBERG-
BASS LAW
“80% OF YOUR SALES
COMES FROM 20% OF YOUR CLIENTS”
28. 32
MENTAL AVAILABILITY
refers to the probability
that a consumer will
notice and/or think of
your brand in potential
buying and/or usage
situations.
29.
30.
31. CONFUSION ACCELERATION
CONSIDERATION
Consumers are confused as the brand
triggers associations that are shared
with competitive brands as well.
The brand should accelerate the usage
of these brand associations as they are
both recognized by a large portion of
the audience and attribute exclusively
to the brand.
As the perceived uniqueness to the
brand is relatively high, it can be good to
further invest in these associations
(wider and more consistent use of
brand linkage) to turn these into true
distinctive assets.
Uniqueness
Association
ABSENCE
These brand associations are not known
at all in the market. The brand would
need considerable work and resources
to develop any of these brand
associations.
34. PENETRATION
RELIGION BELIEFS
PENETRATION#1 Penetration is thy sole path to growth
#2 Retention is an illusion
#3 Thou shalt treat all thy buyers as equal
#5 Thou shalt be everywhere
#4 Thou shalt repeat, repeat, repeat
PUSH
ACQUISITION
MASS MARKETING
DISTINCTIVENESS
35. Nice to meet you!
Margot Schuil, Business Director FMCG InSites Consulting NL
Passionate about translating consumer and shopper insights into actionable growth
strategies for FMCG brands. Over 10 years of research experience at both the client and
agency side. Love to read and cook but both hobbies have moved to the background since
the birth of my daughter who is now 8 months old
margot@insites-consulting.com
@MargotSchuil
nl.linkedin.com/in/margotschuil
38. Talkers live
on a diet of information.
Keep them fed to keep them talking.
The word of mouth stops when
there is nothing to
talk about...
Andy Sernovitz
39. #1 Conversations is thy sole path to growth
#2 Thou shalt look for disciples
#3 All thy activations should be the start of a conversation
#4 Thou shalt create conversations with a purpose
#5 Thou shalt aim for positive recommendations
INFLUENCERS
RELIGION BELIEFS
54. WELCOME IN
JFK International Airport
WELCOME IN
Schiphol Amsterdam Airport
WELCOME IN
Incheon International Airport
#5 THOU SHALT AIM FOR
POSITIVE RECOMMENDATIONS
55. INFLUENCERS
RELIGION BELIEFS
#1 Conversations is thy sole path to growthWOM MARKETING
#2 Thou shalt look for disciples
#3 All thy activations should be the start of a conversation
#5 Thou shalt aim for positive recommendations
#4 Thou shalt create conversations with a purpose
RIPPLE EFFECT
INFLUENCER BASED
CONVERSATIONS
PUSH & PULL
56. Nice to meet you!
Mathieu Veldhuijzen, Business Director InSites Consulting NL
I am a proud member of the Technology & Services team as Business Director, working for
companies like Philips, Asics and Essent to bring their customers in the boardroom. I have
a +15 years background in marketing & advertising and a passion for consumers.
mathieu@insites-consulting.com
@mathieupv
nl.linkedin.com/in/mathieuveldhuijzen
59. People are
consumers only a
limited part of the day,
the rest of the time
they are people
Keith Weed, CMO Unilever
60. RELATIONSHIP
RELIGION BELIEFS
#1 Thou shalt put emotions at the core
#2 Thou shalt build a relationship with thy consumers
#3 Thou shalt craft thy DNA
#4 Thou shalt build to last
#5 Thou shalt work for thy love
66. #2 THOU SHALT BUILD
A RELATIONSHIP WITH
THY CONSUMERS
67. SECRET AFFAIR
A brand you
downplay or
keep hidden
that you use it,
you do not wat
others to
associate this
with you
DIFFERENT RELATIONSHIP TYPES
EXCHANGE
Where one
gets a straight-
forward benefit
for a
reasonable
cost – does the
job, nothing
more, nothing
less
ADVERSAL
A brand you
refuse to buy
or that you are
actively
against.
COMMUNAL
A brand that
you go out of
your way for to
support.
You have a
strong desire to
help this brand
succeed.
SECRET AFFAIR
A brand you
downplay or
keep hidden
that you use it,
you do not wat
others to
associate this
with you
Source: Miller, Fournier and Allen
81. RELATIONSHIP
RELIGION BELIEFS
#1 Thou shalt put emotions at the coreEMOTION BASED
#2 Thou shalt build a relationship with thy consumers
#3 Thou shalt craft thy DNA
#5 Thou shalt work for thy love
#4 Thou shalt build to last
IDENTIFICATION
RELATIONSHIP MARKETING
PULL
RETENTION IS LONG TERM
82. CLASSIC PENETRATION INFLUENCER RELATIONSHIP
Target Marketing (STP)
Push & Pull
Brand knowledge &
equity based
Retention is cheaper
than acquisition
Differentiation is key
Mass Marketing
Push
Trigger based
Acquisition is the sole
path for growth
Penetration
WOM Marketing
Push & Pull
Influencer based
Ripple effect:
retention leads to
acquisition
Conversations
Relationship Marketing
Pull
Emotion based
Retention is a LT
investment
Identification
86. WORKSHOP
WORKSHOP MINI GROUPS
• You will be assigned (randomly) to a group during the break.
• One group = 4 or 5 members + 1 ISC moderator.
• You will be assigned (randomly) to a religion.
WORKSHOP FLOW
• 2.40 pm: Your ISC Moderator will pick you up
• 2.45 pm: Individual assessment/discussion: your ‘major’ religion?
• 3.00 pm: Focus on 1 Brand: KEEP-DITCH-ADD discussion
• 3.05 pm: Prepare Keep-Ditch-Add flipchart
• 3.30 pm: Wrap-up: 5’ Debrief per team
89. CLASSIC PENETRATION CONVERSATIONS RELATIONSHIP
Target Marketing (STP)
Push & Pull
Brand knowledge &
equity based
Retention is cheaper
than acquisition
Differentiation is key
Mass Marketing
Push
Trigger based
Acquisition is the sole
path for growth
Penetration
WOM Marketing
Push & Pull
Inlfuencer based
Ripple effect:
retention leads to
acquisition
Conversations
Relationship Marketing
Pull
Emotion based
Retention is a LT
investment
Identification