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Physiology of Shopping

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FM Signal
FM Signal

Speaker: John Ross, CEO, Shopper Sciences

BusinessTechnologie
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Physiology of shopping
Why are sales falling short? aren’t promotions working? are we losing to proprietary brands? are we losing share?
How
How
Forensics VOC Net Promoter Exit Interviews ROI Analysis Brand health Transaction analysis Loyalty card data Segmentation Multi- variant analysis Macroeconomic factors Focus groups Socialmonitoring Blame the stores Blame the weather
Neural Shopping Map Awareness Knowledge seeking Budget maximization Shopping Consumer driven Purchase Brand Inputs Awareness marketing Educational efforts Promotion In-store
Dedicated to understanding shoppers and shopping behavior better than any other company in the world.
New tools reveal the new shopper journey
Media Usage, Macro trends 2011 Sources Used TV IN-store POP Search Direct Mail Social Media F&F Sales Associate Comparison shopped online Packaging Newspaper Stimulus FMOT ZMOT
Net Influence – Source Category Nets
Almost double the number of sources in just one year
Industry Example: Grocery Searched online Talked with friends & family TV ads Saw an ad in a newspaper/Newspaper insert Looked at the product package at the store
Media Example: Searched online, Used a search engine Voters Travel OTC Health Tech CPG - Beauty Automotive Restaurant CPG - Grocery Banking Credit Cards Investments Insurance
Physiology of Shopping

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Physiology of Shopping

  • 2. Why are sales falling short? aren’t promotions working? are we losing to proprietary brands? are we losing share?
  • 3. How
  • 4. How
  • 5. Forensics VOC Net Promoter Exit Interviews ROI Analysis Brand health Transaction analysis Loyalty card data Segmentation Multi- variant analysis Macroeconomic factors Focus groups Socialmonitoring Blame the stores Blame the weather
  • 6. Neural Shopping Map Awareness Knowledge seeking Budget maximization Shopping Consumer driven Purchase Brand Inputs Awareness marketing Educational efforts Promotion In-store
  • 7. Dedicated to understanding shoppers and shopping behavior better than any other company in the world.
  • 8. New tools reveal the new shopper journey
  • 9. Media Usage, Macro trends 2011 Sources Used TV IN-store POP Search Direct Mail Social Media F&F Sales Associate Comparison shopped online Packaging Newspaper Stimulus FMOT ZMOT
  • 10. Net Influence – Source Category Nets
  • 11. Almost double the number of sources in just one year
  • 12. Industry Example: Grocery Searched online Talked with friends & family TV ads Saw an ad in a newspaper/Newspaper insert Looked at the product package at the store
  • 13. Media Example: Searched online, Used a search engine Voters Travel OTC Health Tech CPG - Beauty Automotive Restaurant CPG - Grocery Banking Credit Cards Investments Insurance