Reaching consumers has become more difficult…

June 1, 2010

The challenge has increased exponentially.  There are more channels, more screens and more data than ever and the rate of change is increasing. Adoption driven by accessibility and affordability, technology enables consumers to access a vast wealth of information, on their terms. Starting in the last few decades, the trajectory of change has ramped up fast and is not projected to slow down.

Selecting one of the top spend channels, TV, we can see dramatic intra-channel shifts: From a peak year in mass TV advertising, 1965, until 2002, the number of 60 second spots necessary to reach 80% of one’s target audience has increased from three to 117[i]. Translating this to trust and recent research surrounding brand message acceptance, 60% of respondents said they need to hear information about a company three to five times before they believe it[ii]. Correlating these two points, an advertiser would need to provide at least 351 60 second TV spots to provide sufficient TV exposure to satisfy 80% of one’s target audience need for message acceptance. This, all while nearly 40 million US households have DVR capabilities and 59% of them “currently use a DVR to skip through the commercials”.[iii]

Fast-forward to the current decade. Today’s teen has become a moving target. Nearly all are double or triple tasking while watching TV.   U.S. teenagers trust information from each other 5X more than adults and 10X more than ads[iv]. If you think about what this world looks like 5 to 10 years from now, this scenario will be even more complex as this demographic will be your future target.  It will pay to get on top of this challenge sooner than later.

Complicating this, pushing more “noise” at consumers who have become increasingly insensitive to the charms of marketers has proven to risk exacerbating the issue and drives negative long term brand impressions.

The above is an excerpt from an upcoming whitepaper I wrote. I’ll update this post when the final production is available.

Mark


[i] Tim Stengel, former CMO at P&G

[ii] Edelman Trust Barometer, 2009

[iii] eMarketer – Mintel, “Attitudes toward Traditional Media Advertising and Promotional marketing – US”, 2009

[iv] eMarketer – Deloitte, “State of the Media Democracy Fourth Edition: Select US Highlights”, 2009


Media spend is not following media consumption

November 7, 2009

Today, digital media accounts for nearly 35% of the average US consumers’ media consumption yet less than 15% of ad spend is directed toward these new channels.

I think the issue is non-trivial. Not only are the digital channels more addressable, more trackable and accountable by their nature, they also represent the direction consumers are taking. Also of interest, looking at the largest spend and media consuming traditional channel, TV, younger audiences are consuming an appreciable and increasing portion of their media through the Internet… while double and triple tasking with games, IM, text, etc. Oh, and don’t forget that nearly 20% of households have DVRs and habitually timeshift their favorite shows.

The world is changing, consumers are multichannel… are you?

Love to hear your thoughts.

Mark


Forrest Gump was a mass marketer

June 11, 2009

forrest-gump-chocolates“My momma always said, ‘Life was like a box of chocolates. You never know what you’re gonnaget'”. Yeah, right… in a mass marketing spray and pray world, sure!  But  Lieutenant Dan…

It’s a marketers job to figure out which chocolates taste best and then figure out how to find more of just those. Most people would think this is a great place to stop. I think we should also go and figure out how to find bigger chocolates! Forget the box Forrest, pull up a truck!

mandm-persoWouldn’t be a great world if we could each go to a Godiva store and order a box with your name on it, with just your selection of chocolates… “I’d like a box of Mark Ogne, please”. You may not know this, but did you know you can order personalized M &M’s? What a cool idea… check it out!


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