Shopper Marketing Summit, Here We Come!

Copernicus has signed on as a sponsor of the 2012 Shopper Marketing Summit, April 16-18, at the Westin O’Hare in Rosemount, Illinois.

“The Shopper Marketing Summit is much more than your average conference,” explains the Path to Purchase Institute, the organzation behind the Summit.

“It’s a gathering of industry intelligence; an intimate setting where senior-level executives across the entire ecosystem of shopper marketing-–consumer product marketers, retailers, agency executives and solution providers-–converge over three days to collaborate, learn and share experiences and insights about the ever-evolving path to purchase.”

On Day 2 of the Summit, Copernicus will host the Mobile Solutions track, featuring four in-depth presentations on this increasingly hot topic for shopper marketers:

Beyond the Check-in: Using Mobile to Close the Purchase Cycle
Doug Galen, Chief Revenue Officer, Shopkick, Inc.
W. Don Wortley, Digital Marketing Manager, Best Buy

Using Mobile to Engage Customers Along the Path to Purchase and Beyond
Dan Cooke, Director, Digital Shopper Marketing, Kellogg Co.
Jeff Hasen, CMO, Hipcricket

Mobile Shopper Marketing 2015: The Future of Shopper Intelligence Through Smartphones
Corrine Sandler, CEO, Fresh Intelligence Research Corp.

LBS - Location Based Shopper?
Patrick Moorhead, SVP, Group Managing Director - Mobile, DraftFCB

For more information about the Shopper Marketing Summit and to register, visit shoppersummit.com.

Marketing Frayers

News and events

The Mysteries of Super Bowl Advertising Never Cease

Many years ago, a new trend in the illustrious history of Super Bowl advertising seemed to have emerged: Advertise that your brand was going to advertise during the game.

We observed that brands seemed to be investing increasing time and expense in pre-game promotional efforts with contests, sweepstakes, and digital campaigns full of teasers about a forthcoming Super Bowl ad.

Generally speaking, the big reveal of the commercial wasn’t until game day. Though sometimes leaks occurred, the audience was still compelled to watch the game on TV.

At the time, we wondered, given all investment companies were putting into getting viewers excited about looking for a commercial—not to mention on the air time during the broadcast—why most of the brands that advertised weren’t putting equal emphasis on getting the best dang commercial on-air.

For reasons that still remain unclear to us, the prevailing opinion among many advertisers was that the Super Bowl was not the place to offer any sort of compelling reason-to-buy message.

Just before the 2006 game, for instance, “the ad world’s most experienced and most Super Bowl-savvy advertising executives,” went on record telling the USAToday that companies SHOULD NOT spend $80 grand per second to actually sell anything because, frankly, selling something has become “almost taboo” during the Super Bowl.

“The game is great for bolstering a brand’s image,” explained Nina DiSesa, then the chairman and chief creative officer of McCann-Erickson, “but not to nail the sale.”

Fast-forwarding to 2012, it was hard to say after watching the ads last Sunday that prevailing opinion on actually trying to sell someting has changed much.

Nor has the emphasis on pre-game activities to “leverage” the relationship with the game and generate interest in watching a brand’s Super Bowl ad.

What struck us as strange–and frankly a little mysterious–was what seemed like the relative unimportance of the game’s TV broadcast to many advertisers.

Rather than wait for a big reveal during the game, many companies released their Super Bowl spots online well ahead of time. As Matt Roush commented in the Seattle Post Intelligencer, “The impact of even the better commercials was largely blunted by so many of them being leaked and disseminated online in advance….The internet once again trumped TV on one of TVs bigger nights.”

Many of the commercials themselves were more “calls to action” to forget about watching the game, just go tweet about the commercial or watch the Coke polar bears on your iPad instead.

Pay $3.5 million for the privilege of advertising during the game’s TV broadcast, but discourage viewer involvement with the program. There just seems to be something wrong with this picture.

Like dutiful children who make it all the way until Christmas morning without peaking at their presents, we actually held out until the game’s broadcast to see what advertisers had in store for us.

After so many years of disappointment, we can’t say our expectations were too high–which turned out to be a good thing.

Audi’s spot selling super bright headlights—a feature the brand has inexplicably focused on in its recent advertising in general—had us scratching our heads. Sure, it broke ranks and was actually trying to sell something, but bright headlights?

H&M’s spot showcasing a muscled David Beckham in his skivvies was another strange one. We weren’t exactly clear to whom the ad was targeted. If it was one for the ladies, we might have suggested something other than tighty whities as the product to feature.

Chrysler’s “Imported from Detroit” spot was a complete mystery. For the first half of the commercial, we wondered what brand—if any—was behind it. Had the City of Detroit bought an ad? Did GM, Ford, and Chrysler get together to push buying American?

While we felt proud of ourselves for catching the pop culture reference about Words with Friends, the Best Buy ad was a bit of a stretch to us.

We didn’t quite follow the relationship between all the inventors and going to Best Buy to buy a phone and select a mobile service provider. Having had a hard time getting any help or “objective” advice when we’ve gone to Best Buy stores in recent months, we also questioned the credibility of the sales pitch.

In short, we weren’t overly impressed by any of this year’s crop of Super Bowl ads. There were no big winners.

The best we can say is there’s always next year.

Marketing Frayers

marketing strategy

10 Questions to Ask About the Shopper Insights That Guide Your Strategy and Plans

The amount of money invested in shopper marketing is nothing to sneeze at.

In many consumer companies, shopper marketing consistently beats out digital for “fastest growing area of marketing spending” honors and, according to Booz & Co, manufacturer spending on shopper marketing has just about doubled-over the past five years.

Currently, it totals $35 billion with anticipated annual growth of 15%.

We’ve got to believe shopper marketers are on high alert as far as finding high quality, reliable, and helpful data and analysis that can inform critical marketing decisions goes.

Interestingly, however, when Shopper Marketing Magazine recently asked shopper marketers at leading consumer companies how they distinguish “good” insights from the not-so-much, there wasn’t a standard definition of “good” or similar means companies were using to filter out the precious gems of information from the chaff.

To bring some futher clarity to this issue, we developed the following 10 questions marketers can ask to evaluate the shopper insights they use to guide their strategies and plans:

  1. Can we identify the most profitable group(s) of shoppers to target for our brand?
  2. What do we know about the path to purchase for our target shoppers?
  3. How does the target shop in our category?
  4. What are the key branded touchpoints and their impact on consideration/purchase?
  5. Can we tell at which points our target is most receptive to our brand?
  6. What about the critical forms of communication and key messages at each stage?
  7. Do our insights enrich our understanding of specific shopping occasions at our different retail partners and channels?
  8. How does this help our sales force and account-specific planning?
  9. Can we identify the most valuable users of our website and/or other company-owned points of distribution?
  10. Do they help us integrate with the overall brand strategy and are they actionable across our business teams?

For more on tools and methods to use to ensure shopper insights to answer these questions and more, download our new white paper The 7th Habit of Highly Effective Marketers.

Marketing Frayers

marketing discovery