In this latest Executive Insights Spotlight on Media & Entertainment series, L.E.K. uncovers the latest in digital advertising spend and the future of industry consolidation.
Spotlight on Media & Entertainment: Box Office TrendsL.E.K. Consulting
In the first installment of our Executive Insights “Spotlight on Media & Entertainment" series – which features our insights in a new impactful visual format – we focus on box office trends. L.E.K.’s Dan Schechter, Gil Moran and Francesco Di Ianni explore the current trends in admissions, movie production, movie ticket prices and whether the 3D movie growth may be coming to an end.
L.E.K. Consulting’s annual Media & Entertainment Study
was conducted between December 2018 and January
2019. We surveyed around 2,000 households on their
entertainment choices, preferences and viewing habits.
This Executive Insights analyzes key findings about
movie theater attendance and subscription services.
Edelman launched a study of institutional investors, sell side analysts, retail investors and financial media to delve into how they use and digest earnings data and to determine how new visual approaches are being received by these key stakeholders.
Please contact FinancialCommunications@Edelman.com for more information.
PwC Entertainment, media and communications deal insightsQ3 2015PwC
Deal volumes continue to stay the course with deal values declining in the absence of cable megadeals. PwC provides a summary of third quarter 2015 deal activity, megadeal activity and an outlook for key sectors.
The Fourth Annual Global Mobility Study [hyperlink] by L.E.K. Consulting, Vision Mobility and CuriosityCX highlights that there is a much greater uptake of ride-hailing and other new mobility options in India and China than in mature western economies. With relatively low levels of car ownership and less developed public transport systems in these Asian countries, new mobility use is now comparable with and set to overtake traditional transport for a segment of the population.
TMT Outlook 2017: A new wave of advances offer opportunities and challengesDeloitte United States
Important trends continue to shape the technology, media, and telecommunications (TMT) industry. What developments should you anticipate in 2017? https://subscriptions.deloitte.com/default.aspx?eventid=1323075
In the largest global survey to date dedicated to self-driving vehicles to date, The World Economic Forum, in collaboration with The Boston Consulting Group, polled more than 5,500 consumers in ten countries and 25 city policy makers to gain a deeper understanding of consumer sentiment about the future of automobiles and provide unique insights into the adoption of SDVs by consumers, and the support of SDVs by policy makers, in cities worldwide.
Spotlight on Media & Entertainment: Box Office TrendsL.E.K. Consulting
In the first installment of our Executive Insights “Spotlight on Media & Entertainment" series – which features our insights in a new impactful visual format – we focus on box office trends. L.E.K.’s Dan Schechter, Gil Moran and Francesco Di Ianni explore the current trends in admissions, movie production, movie ticket prices and whether the 3D movie growth may be coming to an end.
L.E.K. Consulting’s annual Media & Entertainment Study
was conducted between December 2018 and January
2019. We surveyed around 2,000 households on their
entertainment choices, preferences and viewing habits.
This Executive Insights analyzes key findings about
movie theater attendance and subscription services.
Edelman launched a study of institutional investors, sell side analysts, retail investors and financial media to delve into how they use and digest earnings data and to determine how new visual approaches are being received by these key stakeholders.
Please contact FinancialCommunications@Edelman.com for more information.
PwC Entertainment, media and communications deal insightsQ3 2015PwC
Deal volumes continue to stay the course with deal values declining in the absence of cable megadeals. PwC provides a summary of third quarter 2015 deal activity, megadeal activity and an outlook for key sectors.
The Fourth Annual Global Mobility Study [hyperlink] by L.E.K. Consulting, Vision Mobility and CuriosityCX highlights that there is a much greater uptake of ride-hailing and other new mobility options in India and China than in mature western economies. With relatively low levels of car ownership and less developed public transport systems in these Asian countries, new mobility use is now comparable with and set to overtake traditional transport for a segment of the population.
TMT Outlook 2017: A new wave of advances offer opportunities and challengesDeloitte United States
Important trends continue to shape the technology, media, and telecommunications (TMT) industry. What developments should you anticipate in 2017? https://subscriptions.deloitte.com/default.aspx?eventid=1323075
In the largest global survey to date dedicated to self-driving vehicles to date, The World Economic Forum, in collaboration with The Boston Consulting Group, polled more than 5,500 consumers in ten countries and 25 city policy makers to gain a deeper understanding of consumer sentiment about the future of automobiles and provide unique insights into the adoption of SDVs by consumers, and the support of SDVs by policy makers, in cities worldwide.
Get Telecoms Smart - New Year, New Approachemmersons1
Telecoms providers have faced the same challenges for years and 2017 will be no different. BBDO Knows spoke to our partner analysts at Ovum to better understand how telcos will respond to these challenges in the year to come.
Our most recent US edition of the Global Mobile Consumer Survey showed that with the technological know-how and the increased cash flow, 25 to 34-year-olds are demonstrating higher levels of mobile device interest and use. Learn more at www.deloitte.com/us/mobileconsumer
Edelman Trust Barometer 2019 - UK ResultsEdelman_UK
The 2019 Edelman Trust Barometer is the firm’s 19th annual trust and credibility survey. It measures trust across a number of institutions, sectors and geographies.
Trends in Digital Advertising in North America. Presentation covers overall market trends, industry wise trends and top technology trends.
Data compiled from various sources over the internet.
Given that in 2013 the industry drove some 10% of the
UK’s eCommerce traffic and commanded a marketing
spend of £1bn according to the PwC / IAB OPM study
(see page 6), it’s a permanent (and growing) feature
of integrated digital marketing programmes. In
fact it’s a channel that exemplifies just how digital
is merging marketing and sales channels.
Affiliate Marketing is not a ‘channel’. Rather it’s an
advertising objective. Affiliate campaigns deploy
most digital advertising and marketing disciplines
including email, display, content, search, social
media and audience targeting. It works across mobile
platforms, uses programmatic methods and is now
establishing exciting offline opportunities for digital
marketers. Affiliate data is packed with audience
and customer insight providing marketers with
customer journey and point-of-sale perspectives
that enrich standard advertising analytics.
This handbook, the work of the IAB’s Affiliate Marketing
Council, exposes the industry’s diversity and even
if you thought you knew affiliate marketing, you’ll
probably be surprised by some of the marketing
opportunities mapped out in these pages. If
you’re new to digital or haven’t used affiliate
marketing before, this handbook will help you
understand the industry’s value and mechanics.
Overall, this handbook represents one of the fastest
growing digital marketing channels which many of
the UK’s top advertisers recognise as highly effective
and are thus increasing their investment in. This
isn’t simply because its yields are extraordinarily
high (14:1 ROI); it’s also because it’s a flexible
and creative space to work within that touches
customers throughout the marketing funnel.
B2B decision-maker preferences and behaviors have shifted dramatically since the onset of COVID. The GTM revolution is here and B2B sales is forever changed.
As the first true generation of digital natives, Gen Z teens are coming of age and our world will soon be reshaped in their image. In this report, we will take a closer look at this unique generation's outlook on media, their shopping habits, and other hot topics. This is a must-have resource for marketers who want to reach the influential consumers of today and tomorrow.
Following George Osborne's Budget Statement announcement, Edelman's polling shows the UK general population's sentiment towards the Budget and key political parties.
The Intersection of Trust, Data Security and the Financial IndustryEdelman
This presentation focuses on the intersection of trust, the financial industry and data security/privacy. Ben Boyd, Edelman's president of Practices, Sectors and Offerings, discussed consumer's low trust in the financial industry, the critical role data security plays in driving consumer trust and how companies should think about using data security to bolster trust in their organizations as security has moved from the backroom to the boardroom.
BCG has launched its Telco Sustainability Index, designed to capture the four dimensions most relevant to a telco’s environmental strategy. The index tracks the company’s commitment to sustainability, its emissions intensity and that of its upstream and downstream partners, its elimination of waste, and its customer enablement.
Powerful Interaction Points: Saying goodbye to the channelIBMInsurance
http://www.ibm.com/insurance
Learn how insurers can get closer to their insurance customers by dis-regarding conventional "channel" strategy development and instead focusing on quality interactions. Learn the benefits of psychographics approach to segmenting Insurance customers over demographic approach.
B2B decision-maker preferences and behaviors have shifted dramatically since the onset of COVID. The GTM revolution is here and B2B sales is forever changed.
L.E.K. recently conducted the first in-depth analysis of U.K. Millennials’ media consumption habits by life stage, from living at home with parents all the way through to starting their own families. The research, which covers six life stages, shatters the common assumption that, once millennials are older and have their own children, they revert to more traditional media consumption patterns.
The New Face of Retail: Retail and Consumer Trends Reshaping the LandscapeL.E.K. Consulting
There are several trends reshaping the U.S. retail market today, from the decline of traditional media to smaller, more focused branding. In this webinar with ACG, L.E.K. Consulting’s Rob Haslehurst and Jon Weber discuss the trends reshaping the retail market today.
Get Telecoms Smart - New Year, New Approachemmersons1
Telecoms providers have faced the same challenges for years and 2017 will be no different. BBDO Knows spoke to our partner analysts at Ovum to better understand how telcos will respond to these challenges in the year to come.
Our most recent US edition of the Global Mobile Consumer Survey showed that with the technological know-how and the increased cash flow, 25 to 34-year-olds are demonstrating higher levels of mobile device interest and use. Learn more at www.deloitte.com/us/mobileconsumer
Edelman Trust Barometer 2019 - UK ResultsEdelman_UK
The 2019 Edelman Trust Barometer is the firm’s 19th annual trust and credibility survey. It measures trust across a number of institutions, sectors and geographies.
Trends in Digital Advertising in North America. Presentation covers overall market trends, industry wise trends and top technology trends.
Data compiled from various sources over the internet.
Given that in 2013 the industry drove some 10% of the
UK’s eCommerce traffic and commanded a marketing
spend of £1bn according to the PwC / IAB OPM study
(see page 6), it’s a permanent (and growing) feature
of integrated digital marketing programmes. In
fact it’s a channel that exemplifies just how digital
is merging marketing and sales channels.
Affiliate Marketing is not a ‘channel’. Rather it’s an
advertising objective. Affiliate campaigns deploy
most digital advertising and marketing disciplines
including email, display, content, search, social
media and audience targeting. It works across mobile
platforms, uses programmatic methods and is now
establishing exciting offline opportunities for digital
marketers. Affiliate data is packed with audience
and customer insight providing marketers with
customer journey and point-of-sale perspectives
that enrich standard advertising analytics.
This handbook, the work of the IAB’s Affiliate Marketing
Council, exposes the industry’s diversity and even
if you thought you knew affiliate marketing, you’ll
probably be surprised by some of the marketing
opportunities mapped out in these pages. If
you’re new to digital or haven’t used affiliate
marketing before, this handbook will help you
understand the industry’s value and mechanics.
Overall, this handbook represents one of the fastest
growing digital marketing channels which many of
the UK’s top advertisers recognise as highly effective
and are thus increasing their investment in. This
isn’t simply because its yields are extraordinarily
high (14:1 ROI); it’s also because it’s a flexible
and creative space to work within that touches
customers throughout the marketing funnel.
B2B decision-maker preferences and behaviors have shifted dramatically since the onset of COVID. The GTM revolution is here and B2B sales is forever changed.
As the first true generation of digital natives, Gen Z teens are coming of age and our world will soon be reshaped in their image. In this report, we will take a closer look at this unique generation's outlook on media, their shopping habits, and other hot topics. This is a must-have resource for marketers who want to reach the influential consumers of today and tomorrow.
Following George Osborne's Budget Statement announcement, Edelman's polling shows the UK general population's sentiment towards the Budget and key political parties.
The Intersection of Trust, Data Security and the Financial IndustryEdelman
This presentation focuses on the intersection of trust, the financial industry and data security/privacy. Ben Boyd, Edelman's president of Practices, Sectors and Offerings, discussed consumer's low trust in the financial industry, the critical role data security plays in driving consumer trust and how companies should think about using data security to bolster trust in their organizations as security has moved from the backroom to the boardroom.
BCG has launched its Telco Sustainability Index, designed to capture the four dimensions most relevant to a telco’s environmental strategy. The index tracks the company’s commitment to sustainability, its emissions intensity and that of its upstream and downstream partners, its elimination of waste, and its customer enablement.
Powerful Interaction Points: Saying goodbye to the channelIBMInsurance
http://www.ibm.com/insurance
Learn how insurers can get closer to their insurance customers by dis-regarding conventional "channel" strategy development and instead focusing on quality interactions. Learn the benefits of psychographics approach to segmenting Insurance customers over demographic approach.
B2B decision-maker preferences and behaviors have shifted dramatically since the onset of COVID. The GTM revolution is here and B2B sales is forever changed.
L.E.K. recently conducted the first in-depth analysis of U.K. Millennials’ media consumption habits by life stage, from living at home with parents all the way through to starting their own families. The research, which covers six life stages, shatters the common assumption that, once millennials are older and have their own children, they revert to more traditional media consumption patterns.
The New Face of Retail: Retail and Consumer Trends Reshaping the LandscapeL.E.K. Consulting
There are several trends reshaping the U.S. retail market today, from the decline of traditional media to smaller, more focused branding. In this webinar with ACG, L.E.K. Consulting’s Rob Haslehurst and Jon Weber discuss the trends reshaping the retail market today.
Opportunities and Challenges Associated with Novel Companion Diagnostic Techn...L.E.K. Consulting
L.E.K. Managing Director Alex Vadas spoke at a BDA workshop on "How to Mature Emerging Technologies into Companion Diagnostics?" See his presentation here.
China Exit or Co-Investment Opportunities for German PE InvestorsL.E.K. Consulting
L.E.K.'s Karin von Kienlin recently presented at BVK on a study conducted by L.E.K. Munich and Shanghai. They wished to:
- Understand developments in Chinese equity investments in both the domestic China / pan-Asian market and cross-border investments between China and Germany / Europe
- Identify trends in likely future investment behavior and its drivers
- Defining success factors both for Chinese and German investors / corporates as to how to benefit from the potential opportunities of cross-border investments and cooperation
Learn more in the presentation here.
China: Opportunities and Hot-Spots in the MedTech (Medical Device), Pharmaceu...L.E.K. Consulting
In this presentation, Dr Neale Jones, Partner, L.E.K. Consulting Australia explores the "Opportunities and hot spots for Australian companies in China". This presentation aims to assist Australian companies in the life science industry in entering the China market. This was first presented at the Australia China Life Sciences Summit in Sydney Australia in February 2014.
Original article from the Flevy business blog can be found here:
http://flevy.com/blog/the-evolution-of-business-consulting/
Professional services firms are undergoing a profound transformation. The markets are changing and the old ways of doing business are becoming obsolete. Customers paying for professional services are becoming more sophisticated and more discerning. Why are we still doing business as usual when the world around us is in such extreme flux?
The professional services industry is attractive because it requires high skill and little capital to grow firms for lawyers, accountants and consultants. Consultants today in North America and Europe are delivering services in a more independent manner, and buyers are more adept at navigating the complex integrities of client-supplier relationships.
The old pyramid model of Partner – Principal – Managing Consultant – Senior – Junior is crumbling at its base. The need to have a large contingent of junior consultants (analysts) on staff, and the economic model (blended rate with lots of cheap labor at the base) is being replaced with new more flexible hybrid models, leveraging higher skills and higher rates, with shorter projects.
If we look at management consulting as a profession, we observe a huge increase in the market supply of consultants as the “Baby Boomers” (born between 1946-64) flood the marketplace as independents, and in small boutique firms, creating new demand for their services and expertise.
Management consulting is now a mature industry in the developed economies. Arthur D. Lille founded his partnership in 1886 specialized in technical research. Frederick W. Taylor created his consulting practice in 1893. His business card read “Consulting Engineer – Systematizing Shop Management and Manufacturing Costs a Specialty.” Many other well-known brands, named after their founders, followed in the early 20 th century and been very successful businesses for several generations.
As the Industrial Revolution changed the nature of production and distribution of goods and services, demand for advice on finance, strategy and operational organization grew steadily. In the first half of the 20 th century, firms like McKinsey, Boston Consulting Group, AT Kearney, and Booz Allen Hamilton grew in influence. Harvard Business School (Monitor Group) and other fine academic institutions provided world class research into organizational design and industry best practices.
Employee Inspiration: How to Create Energy That Drives Better Customer OutcomesQualtrics
Engagement has become the new holy grail for satisfied employees and a key issue for business leaders. But what does it mean to be engaged? Bain & Company is redefining the employee experience with a system for building inspiration through productive team discussions, candid frequent feedback and an outer loop for addressing systemic issues. Inspired employees should be everyone’s priority to fuel customer loyalty and organic, sustainable growth. We will share the results from our latest study, describe the mechanisms required and the behaviors to aspire towards – all key ingredients of a customer centered Employee Inspiration system.
The 2016 Health & Wellness Study examines consumer spending preferences for nutritional supplements, personal care and healthy grocery products among Millennials, Gen X and Boomers. The study looks at category engagement, drivers of channel selection and, the potential for subscription services, as well as the success factors for private-label products. Selected highlights:
While some H&W categories are more “mature” in terms of generational penetration there appears to be significant opportunity to bring Gen Xers and Boomers into more complex categories such as functional beverages and sports nutrition
Traditional grocery and mass merchants continue to be main channels for food & beverage, while nutritional supplements and personal care must employ a broader channel strategy
Convenience plays a more significant role in shopping channel selection for food & beverage consumers than other categories
Millennials and Gen X consumers are far more likely to purchase subscriptions, especially for skin care products, compared to Boomers
For the most part, the BCG Potential Test (or BCG Online Test, BCG Reasoning Test) is a different version of the McKinsey Problem Solving Test. They serve the same purpose, test the same skills, and offered by top two firms in the same industry.
For more detail: http://mconsultingprep.com/bcg-potential-test/
Improving Sales Force Performance and EffectivenessL.E.K. Consulting
L.E.K. Managing Director Chris Kenney spoke at a Chief Executive Network event on improving sales force performance and effectiveness. See his presentation here.
Increasing agility to fuel growth and competitiveness - AccentureAccenture ASEAN
Profitable growth is a strategic priority for most companies. Yet, it is elusive.
Accenture's research examined key challenges to profitable growth. They include:
1) difficulty executing
2) lack of alignment at the executive level
3) operating models don’t flex for growth
4) executives struggle to prioritize growth investments
There are three actions to fuel profitable growth.
Leading In The Spotlight 2016 Accenture Strategy C-Suite Surveyaccenture
2016 Accenture Strategy survey – Leadership in the age of radical transparency
In August 2016, Accenture Strategy surveyed over 350 C-suite level executives in eight geographies: Australia, Brazil, France, Germany, Italy, Japan, United Kingdom, and United States. We wanted to understand how leaders view the increased business transparency posed by digital technologies both now and in the future. Learn more about this topic by reading our latest thinking.
Research shows that we think like we speak. The first step in Visual Design Thinking, then, is learning visual language. Come learn Glyph™, a language that balances verbal and visual elements to improve the way you learn, remember, create, and communicate. After this 2.5 hour workshop, you will be bursting through that “I can’t draw” trap and stepping into your new role as a standout visual problem solver.
Come join Stanford’s Alli McKee for a workshop that will build your creative confidence and amplify your communication. With extensive experience in both business (Bain & Company + Stanford GSB) and design (IDEO.org + Stanford d.school), Alli has come from Silicon Valley to bring you the best of both worlds to deliver a unique experience that is challenging, fun, and fulfilling.
Interested in teaching this workshop: http://visualdesignthinking.co/join-us/
Quarterly Statistics on Media, Mobile, Social Media and AdvertisingEM3
By many accounts, the economy is on an upswing: Major advertisers increased spending by about 6%, but
perhaps more importantly, roughly 40% of Americans indicated that the economy is “getting better.”
This is important news for marketers of all stripes, since it impacts the way they will approach their
marketing efforts.
But that’s just one of many practical marketing facts that have been collected in “The Marketing Data Box.”
In this issue here are just a few facts you’ll discover:
•The benefits and consequences of social media to US Adults
•Whether Americans are willing or not to pay for online news
•The average cost per lead for outbound vs. inbound marketing
•The percentage of mobile users that own smartphones
•What activity dominates mobile internet time (and it’s not social networking)
•Ecommerce growth rates
•What percent of US population search online for health information, and where they are
most likely to go
•The TV programming that will make your ads more likely to be thought of as trustworthy
There are 65 charts on 54 data slides in this issue – as well as insightful analysis you can share with your
blog or newsletter
Les avantages et les conséquences des médias sociaux
Regards sur la vidéo en ligne et mobile
Quelle activité domine le temps de l'Internet mobile
taux de croissance Ecommerce
Tendances sur les dépenses des canaux
Parrainé par HubSpot, La commercialisation de données Box est publié par MarketingCharts.com, avec les données recueillies à partir des données des partenaires majeurs: La Société Neilsen, Harris Interactive, Pew Research, Kantar Media, Compete, comScore, Hitwise et Experian Mediaguide.
Magazine Publishers' Transformation: The Time to Act is Now! Value Partners
By Demetrio Di Martino, Partner of the Singapore office, Charles Monteux, Senior Engagement Manager of the São Paulo office and Mark Weston, Business Analyst of the London office. January
Global Entertainment & Media Outlook 2021-2025: PwC ReportSocial Samosa
The latest PwC Report highlights how the Indian entertainment and media sector has fared despite the challenges of the pandemic with an expected growth of 10.75% CAGR by 2025.
Stifel Internet Research - The Long Runway to Solving Consumer ProblemsScott Devitt
Accompanying LinkedIn post -
https://www.linkedin.com/today/post/article/20140813172130-8553918-the-long-runway-to-solving-consumer-problems-stifel-internet-research
In conjunction with our coverage launch on 18 Internet stocks, we seek to provide investors with our thesis on the Internet sector. This slide deck is a summary of our thesis on the sector and high-level thoughts on individual Internet companies under coverage.
Companies under coverage include: Amazon, Care.com, Criteo, Dice Holdings, eBay, Expedia, Facebook, Google, HomeAway, LinkedIn, MercadoLibre, Pandora, Priceline, RetailMeNot, Speed Commerce, TripAdvisor, Twitter, and Yelp.
Mercer Capital's Bank Watch | July 2019 | Bank M&A Mid-Year UpdateMercer Capital
Brought to you by the Financial Institutions Team of Mercer Capital, this monthly newsletter is focused on bank activity in five U.S. regions. Bank Watch highlights various banking metrics, including public market indicators, M&A market indicators, and key indices of the top financial institutions, providing insight into financial institution valuation issues.
5 Opportunities in the Nutritional Supplements IndustryL.E.K. Consulting
According to the third installment of a biennial survey L.E.K. Consulting conducted on the healthy living marketplace, U.S. adult consumers spend, on average, a reported $635 on nutritional supplements each year: $433 on vitamins, minerals and herbal supplements (VMS), and $202 on sports nutrition products. And yet, within both categories, there is still room for further growth.
Indeed, when asked about their prior month’s purchases, just 55% of consumers who make H&W a priority said they bought VMS, and only 25% had purchased sports nutrition products. In other words, for retailers and brands there are some significant opportunities — and even a lurking threat — to be found.
Infrastructure Victoria - AZ/ZEV International ScanL.E.K. Consulting
InfrastructureVictoria for released the Evidence Base that will inform its advice to the Victorian Government on the infrastructure required to support automated and zero emissions vehicles. The Evidence Base includes the findings of ten projects to address key areas, including transport, energy, ICT and urban design. L.E.K. Consulting contributed to this work program, undertaking an international scan of the regulation and technical standards relating to automated and zero emission vehicle technologies.
The Rapidly Evolving Landscape of Meal Kits and E-commerce in Food & BeverageL.E.K. Consulting
Consumers are increasingly strapped for time, and when they’re shopping for and preparing fresh, healthy food, every extra minute counts. Here’s where meal kits and e-commerce come in: they give consumers control and the ability to personalize their meals, while saving them valuable time otherwise spent on shopping and food prep.
In this webinar, Rob Wilson, Managing Director at L.E.K. Consulting, and The Food Institute will explore the $150 billion land grab of e-commerce sales in food & beverage and the role of meal kits in this rapidly evolving landscape.
Top 8 Insights From the 2018 Beauty, Health & Wellness SurveyL.E.K. Consulting
Think nutritional supplements and skincare are of interest only to consumers of a certain age? Think again. According to L.E.K. Consulting’s third installment of a biennial survey of the healthy living marketplace, this one focusing on nutrition and skincare, some 80% of health and wellness (H&W) consumers across generations — from millennials to baby boomers — are highly engaged with both categories.
The survey captured insights from more than 1,600 respondents, representing roughly 77% of the U.S. adult population who identify with H&W themes, and generated eight key insights across categories. Together these insights make clear that consumer interest in nutritional supplements and skincare often lasts a lifetime.
L.E.K. Consulting recently surveyed more than 200 U.S. brand managers and packaging stakeholders at consumer packaged goods companies to understand their packaging needs and views on trends driving demand.
The survey focused on topics that include:
- Brand trends and their effect on packaging demand
- Shifts within packaging (e.g., new materials, packaging innovations)
- Perspectives on packaging demand (including forecast spend on packaging for their brands)
This Executive Insights analyzes key findings from this proprietary research
Capitalizing on Opportunities in Fresh Prepared FoodsL.E.K. Consulting
With the increased focus on investing in the perimeter of the grocery store, fresh prepared foods is one of the most interesting growth areas for U.S. grocers. The lines of retail and foodservice have been blurring as grocers realize there is a golden opportunity to capitalize on consumers’ desire for fresh prepared foods and drive foot traffic.
This Executive Insights profiles the high-growth category of fresh prepared foods and why retailers and suppliers alike can expect to find significant opportunities in this market for years to come.
The 2016 Strategic Hospital Priorities Study examines the current direction of the industry and, in particular, how Medtech companies can capitalize on the many needs of hospital administrators.
While the healthcare market has steadily evolved since L.E.K. Consulting issued its first hospital study in 2010, many of the same trends remain in place — among them consolidation, non-acute care integration, accountability, technology enhancements and novel pricing schemes.
This Executive Insights addresses a number of key topics, including:
Hospital administrator’s chief priorities
Most valuable medtech services
Focus on IT spending
Outlook for outsourcing
Today’s air, rail and cruise/ferry passengers, conditioned by their interactions with retailers, have different expectations from those held in the past. They expect options during travel, require flexible pricing alternatives and value personalized experiences.
While passengers have idle time during transit, they each have different needs based on who they are, the purpose of their travel, and where they are in their journey. This gives transport providers the unique opportunity to leverage retailer best practices and provide a consistent, personalized customer experience.
In this Executive Insights Spotlight on Transport, L.E.K. examines the changing behaviors of passengers and reveals how transport providers must act and think differently to implement a differentiated merchandising strategy — one that truly captivates their passengers with personalized, bundled content and connectivity offerings and makes the most of their time on board.
Spotlight on Technology: Steering Clear of the IT Danger ZonesL.E.K. Consulting
In this Executive Insights' "Spotlight on Technology: Steering Clear of the Danger Zones," learn why companies are increasingly taking advantage of IT services to migrate their industry-specific services to the cloud, how customers are utilizing vendors and which vendors will win by capitalizing on these opportunities.
In the second installment of L.E.K.'s "The Perennial Millennial" Executive Insights spotlight series, we explore the uptake and future interest in Over-The-Top (OTT) services among Millennials by life stage and the potential impact on traditional Pay TV providers.
Spotlight on Media & Entertainment: Virtual RealityL.E.K. Consulting
As new technologies are developed and price points drop, virtual reality (VR) is poised to take off for some applications. In this Executive Insights’ "Spotlight on Media and Entertainment" series, L.E.K. takes a look at the three different types of VR including Super VR, Medium VR, and Casual Mobile VR.
Maximising Value from Airport Investments – Adopting a Truly Active ApproachL.E.K. Consulting
Leading airports are now transforming into customer-led organizations, with real financial benefits and implications for their business models. L.E.K. experience has shown significant benefits from taking this kind of approach. This presentation looks at Australian and New Zealand airports in the context of this transformation - most have begun the journey, but there is further to go.
L.E.K.'s John Moran recently spoke at an NDC in Action conference hosted by Farelogix. He covered topics such as the evolution of consumer expectations, merchandising's potential, why NDC matters and 10 questions to ask about your ancillary strategy. Learn more in his presentation here.
8 Big Reasons Why Loyalty Will Transform the Customer ExperienceL.E.K. Consulting
L.E.K.'s Dan McKone recently presented at the 9th FFP Loyalty Conference 2013 on loyalty transforming the customer experience. Here's his presentation.
Mergers & Acquisitions: What Winners Do to Beat the OddsL.E.K. Consulting
Activity in M&A often comes in bursts. As of the second quarter of 2013, the scent is in the air. Company management is flush with cash, bolstered by buoyant share prices, and face slow prospects for organic growth.
But capturing value by creating a whole that is greater than the sum of its parts is risky. Recently, L.E.K. Consulting analyzed the performance of more than 2,500 M&As between 1993 and 2010 – a period that included two boom and bust economic cycles. L.E.K. found that nearly 60% of companies destroyed shareholder value after the deal closed.
In this new Executive Insights, L.E.K. shares how management can overcome common pitfalls to beat the long odds of creating value through mergers and acquisitions. From identifying the right target to synergy valuation to post-merger integration, winners have shown that with the right approach, value through M&A can be found and captured.
Hunger Games: Strategies for Growing in the Hourglass EconomyL.E.K. Consulting
The economic landscape in the United States continues to shift the balance of purchasing power from the middle to high and low income earners, resulting in an “hourglass economy.” Foodservice operators need to stand and take notice, as this phenomenon (which isn’t going to change anytime soon) has real implications for how to drive growth in an otherwise stagnant economy. Tune in to hear insights on how you can deploy strategies to unlock opportunities at the top and bottom of the hourglass, and avoid getting caught in the middle.
Everyone knows the power of stories, but when asked to come up with them, we struggle. Either we second guess ourselves as to the story's relevance, or we just come up blank and can't think of any. Unlocking Everyday Narratives: The Power of Storytelling in Marketing will teach you how to recognize stories in the moment and to recall forgotten moments that your audience needs to hear.
Key Takeaways:
Understand Why Personal Stories Connect Better
How To Remember Forgotten Stories
How To Use Customer Experiences As Stories For Your Brand
When most people in the industry talk about online or digital reputation management, what they're really saying is Google search and PPC. And it's usually reactive, left dealing with the aftermath of negative information published somewhere online. That's outdated. It leaves executives, organizations and other high-profile individuals at a high risk of a digital reputation attack that spans channels and tactics. But the tools needed to safeguard against an attack are more cybersecurity-oriented than most marketing and communications professionals can manage. Business leaders Leaders grasp the importance; 83% of executives place reputation in their top five areas of risk, yet only 23% are confident in their ability to address it. To succeed in 2024 and beyond, you need to turn online reputation on its axis and think like an attacker.
Key Takeaways:
- New framework for examining and safeguarding an online reputation
- Tools and techniques to keep you a step ahead
- Practical examples that demonstrate when to act, how to act and how to recover
Digital Commerce Lecture for Advanced Digital & Social Media Strategy at UCLA...Valters Lauzums
E-commerce in 2024 is characterized by a dynamic blend of opportunities and significant challenges. Supply chain disruptions and inventory shortages are critical issues, leading to increased shipping delays and rising costs, which impact timely delivery and squeeze profit margins. Efficient logistics management is essential, yet it is often hampered by these external factors. Payment processing, while needing to ensure security and user convenience, grapples with preventing fraud and integrating diverse payment methods, adding another layer of complexity. Furthermore, fulfillment operations require a streamlined approach to handle volume spikes and maintain accuracy in order picking, packing, and shipping, all while meeting customers' heightened expectations for faster delivery times.
Amid these operational challenges, customer data has emerged as an important strategy. By focusing on personalization and enhancing customer experience from historical behavior, businesses can deliver improved website and brand experienced, better product recommendations, optimal promotions, and content to meet individual preferences. Better data analytics can also help in effectively creating marketing campaigns, improving customer retention, and driving product development and inventory management.
Innovative formats such as social commerce and live shopping are beginning to impact the digital commerce landscape, offering new ways to engage with customers and drive sales, and may provide opportunity for brands that have been priced out or seen a downturn with post-pandemic shopping behavior. Social commerce integrates shopping experiences directly into social media platforms, tapping into the massive user bases of these networks to increase reach and engagement. Live shopping, on the other hand, combines entertainment and real-time interaction, providing a dynamic platform for showcasing products and encouraging immediate purchases. These innovations not only enhance customer engagement but also provide valuable data for businesses to refine their strategies and deliver superior shopping experiences.
The e-commerce sector is evolving rapidly, and businesses that effectively manage operational challenges and implement innovative strategies are best positioned for long-term success.
For too many years marketing and sales have operated in silos...while in some forward thinking companies, the two organizations work together to drive new opportunity development and revenue. This session will explore the lessons learned in that beautiful dance that can occur when marketing and sales work together...to drive new opportunity development, account expansion and customer satisfaction.
No, this is not a conversation about MQLs and SQLs. Instead we will focus on a framework that allows the two organizations to drive company success together.
In this presentation, Danny Leibrandt explains the impact of AI on SEO and what Google has been doing about it. Learn how to take your SEO game to the next level and win over Google with his new strategy anyone can use. Get actionable steps to rank your name, your business, and your clients on Google - the right way.
Key Takeaways:
1. Real content is king
2. Find ways to show EEAT
3. Repurpose across all platforms
The session includes a brief history of the evolution of search before diving into the roles technology, content, and links play in developing a powerful SEO strategy in a world of Generative AI and social search. Discover how to optimize for TikTok searches, Google's Gemini, and Search Generative Experience while developing a powerful arsenal of tools and templates to help maximize the effectiveness of your SEO initiatives.
Key Takeaways:
Understand how search engines work
Be able to find out where your users search
Know what is required for each discipline of SEO
Feel confident creating an SEO Plan
Confidently measure SEO performance
Videos are more engaging, more memorable, and more popular than any other type of content out there. That’s why it’s estimated that 82% of consumer traffic will come from videos by 2025.
And with videos evolving from landscape to portrait and experts promoting shorter clips, one thing remains constant – our brains LOVE videos.
So is there science behind what makes people absolutely irresistible on camera?
The answer: definitely yes.
In this jam-packed session with Stephanie Garcia, you’ll get your hands on a steal-worthy guide that uncovers the art and science to being irresistible on camera. From body language to words that convert, she’ll show you how to captivate on command so that viewers are excited and ready to take action.
In this presentation, Danny Leibrandt explains the impact of AI on SEO and what Google has been doing about it. Learn how to take your SEO game to the next level and win over Google with his new strategy anyone can use. Get actionable steps to rank your name, your business, and your clients on Google - the right way.
Key Takeaways:
1. Real content is king
2. Find ways to show EEAT
3. Repurpose across all platforms
Top 3 Ways to Align Sales and Marketing Teams for Rapid GrowthDemandbase
In this session, Demandbase’s Stephanie Quinn, Sr. Director of Integrated and Digital Marketing, Devin Rosenberg, Director of Sales, and Kevin Rooney, Senior Director of Sales Development will share how sales and marketing shapes their day-to-day and what key areas are needed for true alignment.
The Forgotten Secret Weapon of Digital Marketing: Email
Digital marketing is a rapidly changing, ever evolving industry--Influencers, Threads, X, AI, etc. But one of the most effective digital marketing tools is also one of the oldest: Email. Find out from two Houston-based digital experts how to maximize your results from email.
Key Takeaways:
Email has the best ROI of any digital tactic
It can be used at any stage of the customer journey
It is increasingly important as the cookie-less future gets closer and closer
When most people in the industry talk about online or digital reputation management, what they're really saying is Google search and PPC. And it's usually reactive, left dealing with the aftermath of negative information published somewhere online. That's outdated. It leaves executives, organizations and other high-profile individuals at a high risk of a digital reputation attack that spans channels and tactics. But the tools needed to safeguard against an attack are more cybersecurity-oriented than most marketing and communications professionals can manage. Business leaders Leaders grasp the importance; 83% of executives place reputation in their top five areas of risk, yet only 23% are confident in their ability to address it. To succeed in 2024 and beyond, you need to turn online reputation on its axis and think like an attacker.\
Key Takeaways:
- New framework for examining and safeguarding an online reputation
- Tools and techniques to keep you a step ahead
- Practical examples that demonstrate when to act, how to act and how to recover
AI-Powered Personalization: Principles, Use Cases, and Its Impact on CROVWO
In today’s era of AI, personalization is more than just a trend—it’s a fundamental strategy that unlocks numerous opportunities.
When done effectively, personalization builds trust, loyalty, and satisfaction among your users—key factors for business success. However, relying solely on AI capabilities isn’t enough. You need to anchor your approach in solid principles, understand your users’ context, and master the art of persuasion.
Join us as Sarjak Patel and Naitry Saggu from 3rd Eye Consulting unveil a transformative framework. This approach seamlessly integrates your unique context, consumer insights, and conversion goals, paving the way for unparalleled success in personalization.
The What, Why & How of 3D and AR in Digital CommercePushON Ltd
Vladimir Mulhem has over 20 years of experience in commercialising cutting edge creative technology across construction, marketing and retail.
Previously the founder and Tech and Innovation Director of Creative Content Works working with the likes of Next, John Lewis and JD Sport, he now helps retailers, brands and agencies solve challenges of applying the emerging technologies 3D, AR, VR and Gen AI to real-world problems.
In this webinar, Vladimir will be covering the following topics:
Applications of 3D and AR in Digital Commerce,
Benefits of 3D and AR,
Tools to create, manage and publish 3D and AR in Digital Commerce.
Monthly Social Media News Update May 2024Andy Lambert
TL;DR. These are the three themes that stood out to us over the course of last month.
1️⃣ Social media is becoming increasingly significant for brand discovery. Marketers are now understanding the impact of social and budgets are shifting accordingly.
2️⃣ Instagram’s new algorithm and latest guidance will help us maintain organic growth. Instagram continues to evolve, but Reels remains the most crucial tool for growth.
3️⃣ Collaboration will help us unlock growth. Who we work with will define how fast we grow. Meta continues to evolve their Creator Marketplace and now TikTok are beginning to push ‘collabs’ more too.
Spotlight on Media & Entertainment: Future of Advertising Spend
1. Executive Insights | SPOTLIGHT ON MEDIA & ENTERTAINMENT
L.E.K. Consulting / September 2015 LEK.COM
FUTURE OF ADVERTISING SPEND
What is the latest with ad spending? »
The advertising landscape
continues to evolve, with new
mediums, shifting spend and
agency consolidation creating a
more complex ecosystem.
In this new Executive Insights
Spotlight on Media
Entertainment series, L.E.K.
Consulting answers the
following questions:
• What are projections for
future advertising spend?
• How is advertising spend-by-
medium shifting?
• How will future economic
conditions affect advertising
spend?
• Are agencies continuing to
consolidate?
Future of Advertising Spend:
How Has It Evolved, and How Will It Continue to Evolve?
or
2. Executive Insights | SPOTLIGHT ON MEDIA ENTERTAINMENT
L.E.K. Consulting / September 2015 LEK.COM
FUTURE OF ADVERTISING SPEND
How does U.S. ad spend break down by medium? »
Steady as She Goes: US Advertising Spend Expected to Grow
at ~4% CAGR, Reaching ~$231B in 2022
Source: L.E.K. analysis, Magna Global, Pivotal Research, PQ Media
Total US advertising spend (2000-2022F)
Billions of dollars
152
CAGR %
(01-06)
CAGR %
(06-09)
CAGR %
(09-14)
CAGR %
(14-19F) (14-22F)
Forecast
141
145
148
159
165
173 172
163
138
147
152
159
163
171
175
186
190
201
3.6 3.8
204
216
219
231
00 02 04 06 08 10 12 14 16F 18F 20F 22F
0
40
80
120
160
200
$240
4.2
-7.2 4.4
After some rockiness
corresponding to the global
economic recession, U.S.
advertising spend has returned
to historical growth rates in
recent years.
Projections indicate that future
ad spend will continue to
increase at moderate rates,
growing between 3.5% and 4%
per annum through 2022.
3. Executive Insights | SPOTLIGHT ON MEDIA ENTERTAINMENT
L.E.K. Consulting / September 2015 LEK.COM
FUTURE OF ADVERTISING SPEND
What is the outlook in other markets? »
Digital advertising spend is
expected to drive total U.S.
advertising spend through
2022, although growth rates
will likely slow down slightly
from historical rates.
Interestingly, digital spend
dollars are not being redirected
from TV ad spend but rather
from other media, including
newspapers, magazines, radio,
outdoor, out-of-home and
cinema.
Growth in TV ad spend is, in
fact, expected to accelerate in
the coming years, increasing
from 2.6% annually from
2000-2014 to 3.2% from
2014-2022.
Digital Takes Charge:
US Market Shifting to Digital but, Importantly, Not at Expense of TV
Source: L.E.K. analysis, Magna Global, Pivotal Research, PQ Media
Mix composition 00 05 08 09 14 19F 22F
TV 34% 37% 39% 41% 43% 40% 41%
Digital 5% 7% 14% 16% 28% 37% 38%
Other 62% 56% 47% 43% 30% 22% 21%
Total US advertising spend by media type (2000-2022F)
Billions of dollars
CAGR %
(00-14) (14-19F) (14-22F)
0.8
152
141 145 148
159
165
173 172
163
138
147
152
159 163
171 175
186 190
201 204
216 219
Total 3.83.6
2.6TV 3.22.3
14.2Digital 8.110.1
(4.3)Other (0.5)(2.0)
0
40
80
120
160
200
$240 231
00 02 04 06 08 10 12 14 16F 18F 20F 22F
Forecast
4. Executive Insights | SPOTLIGHT ON MEDIA ENTERTAINMENT
L.E.K. Consulting / September 2015 LEK.COM
FUTURE OF ADVERTISING SPEND
What is the global outlook? »
U.K. advertising spend has been
similar to that in the U.S. in
recent years, with moderate
overall growth driven in large
part by strong growth in digital
ad spend.
Similarly, strong growth in the
digital space will drive future
growth, with TV expected to see
slightly higher growth rates for
2014-2019 than 2008-2014.
The Queen Goes Digital:
UK Shift to Digital During Recent Recession Will Continue
Source: L.E.K. analysis, eMarketer, PQ Media
Total UK advertising spend by media type (2008-2019F)
Billions of dollars
CAGR %
(08-14) (14-19F)
21
18
20
21
22
23
24
26
28
29
31
33
08 10 12 14 16F 18F
Total 6.52.6
TV 4.03.7
Digital 11.915.8
Other 1.6(4.9)
0
5
10
15
20
25
30
$35
Forecast
25%
27%
24%
48%
18% 37%
57%
36% 28%
5. Executive Insights | SPOTLIGHT ON MEDIA ENTERTAINMENT
L.E.K. Consulting / September 2015 LEK.COM
FUTURE OF ADVERTISING SPEND
What impact will the economy have on growth? »
Forecasts of global advertising
spend indicate that APAC and
EMEA will drive future growth,
with the industry reaching
~$679B by 2019, up from
~$506B in 2014.
Latin America is projected to
have the fastest growth rate,
coming in just shy of 10% per
annum, although its relatively
small base limits its impact on
the overall market.
The North American market
appears to be the most mature
and saturated, with moderate
growth projected for 2014-
2019.
Changing Center of Balance:
Global Growth Largely Driven by APAC and EMEA Markets
Source: L.E.K. analysis, Wilkofsky Gruen Associates, Magna Global, PQ Media
Global advertising spend forecasts (2008-2019F)
Billions of dollars
483
392
423
442
460
479
506
531
569
600
643
679
08 10 12 14 16F 18F
0
50
100
150
200
250
300
350
400
450
500
550
600
650
$700 Forecast
CAGR %
(08-12) (12-14) (14-19F)
1.3Total 6.12.5
(8.6)LatAM 9.610.0
(0.8)EMEA 6.03.3
4.7APAC 7.96.9
(0.3)North
America
3.83.7
6. Executive Insights | SPOTLIGHT ON MEDIA ENTERTAINMENT
L.E.K. Consulting / September 2015 LEK.COM
FUTURE OF ADVERTISING SPEND
How strong is the connection between GDP and ad spend? »
Not surprisingly, U.S. advertising
spend growth has moved mostly
in unison with real U.S. GDP
growth over the last 45 years or
so, with declines in ad spend
corresponding to the five U.S.
recessions during this time.
Moving in Unison: US Ad Spend Moves in Line With GDP, With Typically
More Pronounced Declines
Source: L.E.K. analysis, U.S. Bureau of Economic Analysis, OECD, Universal McCann
US ad spend growth vs. real GDP growth (1970-2014)
Percentage
U.S. real GDP
U.S. real ad spend
2008 collapse coincided
with changing
content-consumption habits
-20
-15
-10
-5
0
5
10
15%
1975 1980 1985 1990 1995 2000 2005 2010 20151970
7. Executive Insights | SPOTLIGHT ON MEDIA ENTERTAINMENT
L.E.K. Consulting / September 2015 LEK.COM
FUTURE OF ADVERTISING SPEND
How big is the multiplier effect? »
A regression analysis reveals a
strong positive correlation
between U.S. ad spend and real
U.S. GDP growth, with ~75%
of the change in U.S. ad spend
explained by changes in real
U.S. GDP.
GDP Ups and Downs Drive Ad Spend: Strong Correlation Between Real
US GDP and Real US Advertising Spend
Source: L.E.K. analysis, U.S. Bureau of Economic Analysis, OECD, Universal McCann
Historical growth of total ad spend vs. real GDP growth (1970-2014)
Percentage
Regression Stats
Adjusted R2
= 74.6%
P value = 0.00%
US real GDP growth
US real ad spend growth
-3% -2% -1% 1 2% 3% 4% 5% 6% 7% 8%
-20%
-15%
-10%
-5%
0%
5%
10%
15%
8. Executive Insights | SPOTLIGHT ON MEDIA ENTERTAINMENT
L.E.K. Consulting / September 2015 LEK.COM
FUTURE OF ADVERTISING SPEND
What has happened with large ad agencies? »
Advertising spend has declined
more during recessions than
GDP declines.
On average, a one percentage
point change in U.S. GDP has
resulted in an average swing of
4.4 percentage points of
advertising spend over the past
seven unique years of U.S. GDP
decline. And the average of the
past three recession years is a
large (8.3%) decline.
However, the magnitude of the
decline had varied significantly,
from as small as ~(2.0x) to as
large as ~20.4x.
Multiplier Effect:
Next Recession Could Be Very Bad for Ad Spend
Source: L.E.K. analysis, OECD, Coen
US recession real GDP decline and real ad spend change
Percentage
U.S. GDP
U.S. ad spend
Ad spend
decline/GDP
decline
-15
-10
-5
0
5%
In 5 of the past 7
recessionary years, GDP declines
have been 0.5% or less
4.4
Average
4.4
1974
-0.9
-3.8
-0.5
-2.2
-0.2
-4.1
-0.2
0.7
-1.9
3.8
-0.1
-4.4
20.4
1975
(3.7)
1980
(2.0)
1982
44.3
1991
-0.3
-5.4
17.9
2008
-2.8
-15.1
5.4
2009
9. Executive Insights | SPOTLIGHT ON MEDIA ENTERTAINMENT
L.E.K. Consulting / September 2015 LEK.COM
FUTURE OF ADVERTISING SPEND
What has overall MA activity looked like? »
Consolidation of large holding
companies has slowed in recent
years. Only one deal has been
consummated since 2008,
compared to seven completed
deals from 2000 to 2007.
The failed merger of Omnicom
and Publicis in 2014
demonstrates the inherent
difficulties of combining massive
multinational agencies.
Tightening Their Belts:
Large Agency Consolidation Has Slowed Since the Recession
Source: L.E.K. analysis, Ad Age
2000-2007
7 deals
Value: ~$15B
WPP Acquires:
Young Rubicam
Price: $4.7B
IPG Acquires:
True North
Price: $1.6B
WPP Acquires:
Grey Global
Price: $1.8B
Dentsu Acquires:
Aegis
Price: $4.9B
Publicis Acquires:
Saatchi Saatchi
Price: $1.9B
Havas Acquires:
Snyder
Price: $1.9B
Publicis Acquires:
Bcom3
Price: $2.2B
Publicis Acquires:
Digitas
Price: $1.3B
Publicis and
Omnicom
merger
collapses
2008-2014
1 deal
Value: $5B
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014
10. Executive Insights | SPOTLIGHT ON MEDIA ENTERTAINMENT
L.E.K. Consulting / September 2015 LEK.COM
FUTURE OF ADVERTISING SPEND
What have we learned? »
Despite slowing consolidation
among major holding
companies, they continue to buy
smaller agencies.
Although the number of
acquisitions is down from its
peak year in 2007, MA activity
has picked up since the depths
of the global economic
recession.
Publicis and WPP have been the
most active buyers since 2005,
with their 66 and 60
acquisitions, respectively, almost
3x greater than the next most
active buyer (Havas and
Omnicom at 23 each).
Buying Bolt-Ons: Major Holding Companies Have Acquired 202 Smaller
Agencies Since 2005
Source: L.E.K. analysis, SP Capital IQ
Acquisitions by agency holding companies (2005-2014)
Number of transactions
Interpublic Group
Dentsu
Havas
Omnicom
WPP
Publicis
202
2005-2014
10
24
34
26
10
17
24
21
19
17
05 06 07 08 09 10 11 12 1413
0
20
40
60
80
100
120
140
160
180
200
220
0
10
20
30
40
11
19
23
23
60
66