Specific Media and Nielsen held a breakfast event for our clients where cross media advertising was discussed and promoted. The morning allowed us to shed some light on our exciting new TV Audience Segments project. Here are the slides that were presented on the day.
22. IN A CROSS PLATFORM WORLD
FOCUS ON THE METRICS THAT
MATTER
X =REACH RESONANCE REACTION
Notes de l'éditeur
Where we are today – an explosion of content both produced for and produced by consumers and fuelled by digital screens
UK particularly engaged with time shifted viewing vs other markets
Getting the attention of younger people is a real challenge
Over 36000 ads were analysed and it shows an amazing pattern of behaviour – less recall, less memorability
Just adds to the challenge
To address pain points, developed 3R framework
Simple, but powerful way of thinking about ad performance end-to-end – Einstein quote
What are the 3R’s?
1st key point: Reaction is caused by Reach and Resonance
Can have good reaction without having optimal Reach & Resonance
Case Study: 100M impression campaign
Reaction: +12% sales lift
Reach: Males 21-29; 100M impression campaign; <40% hit desired audience
Resonance: multiple creatives, multiple sites
2nd key point: Real time is a big opportunity– example above
Vision: end-to-end 3R measurement, across key media platforms, in real time
Online advertising (particularly social media) helps reaching younger audiences
Why together = Shared target audience /shared occasion
Adaptation of US ‘Ceasefire’ campaign
Complimentary NPD
Dramatized positive combination of the two flavours
Making everyday drinks & snacks a more intense (shareable) experience
Primary
Increase Co-purchase of Pepsi Max & Doritos
Deliver incremental quality F&D
Secondary
Drive trial of NPD
TVC & on-pack performance above Millward brown database norms
The campaign delivered higher returns in the 2 months after it aired than any of the previous 11 Pepsi campaigns. For every £1 Pepsi spent, they generated £1.70 in incremental brand sales. This put the campaign in the top 20% of the thousands of TV campaigns in Nielsen’s normative database.
Dual brand penetration doubled during the campaign before settling at +5% by April 2012 – the primary objective of the campaign being to drive cross-brand consumption.
Next question: which elements of the media mix drove Fire & Ice’s success?
Which is why we work, to make something of that data – to organize it in a way that is usable, practical and meaningful for our clients – and we like to refer to that as information. And information is our most valuable asset – it’s the number one input to decision making – it is the fuel for growth, the leading ingredient needed to uncover unmet need and deliver against it.
As the PepsiCo study shows an integrated campaign builds communication synergy and can guide the consumer along the Purchase Funnel
Education – Awareness – Consideration – Trial-Loyalty- Advocacy