How do brands really grow? How do brands grow in a radically disrupted internet economy? We explore brand growth in today’s digital world, with perspectives from Nicholas Lovell, Lionel Benbassat of Eurostar, and the Arena strategy team.
5. #GrowWithArena
Brands
Have used in the past
twelve months
Average number of
purchases in twelve
months
Maxwell House
Sanka
Tester’s Coffee
High Point
Folgers
Nescafe
Brim
6. #GrowWithArena
Brands
Have used in the past
twelve months
Average number of
purchases in twelve
months
Maxwell House 24%
Sanka 21%
Tester’s Coffee 22%
High Point 22%
Folgers 18%
Nescafe 13%
Brim 9%
7. #GrowWithArena
Brands
Have used in the past
twelve months
Average number of
purchases in twelve
months
Maxwell House 24% 3.6
Sanka 21% 3.2
Tester’s Coffee 22% 2.8
High Point 22% 2.6
Folgers 18% 2.7
Nescafe 13% 2.9
Brim 9% 2.4
9. #GrowWithArena#GrowWithArena
Brands
Have used in the past
twelve months %
Average number of
purchases in twelve months
Weetabix 40.2 4.7
Klgs Cornflakes 39.8 5.1
Shredded Wheat 26.2 4.4
Frosties 24.9 3.6
Klgs Rice Krispies 23.8 3.1
Cheerios 19.9 4.2
Crunchy Nut Cflks 19.3 3.7
Klgs Coco Pops 18.6 3.4
Sugar Puffs 18.2 3.2
Mini Crunch 15.7 2.8
Shreddies 14.9 4.2
Special K 13.7 4.7
Alpen 13.1 3.2
Ready Brek 12.9 2.6
Quaker Oatso Simple 10.5 3.4
Weetos 8.8 4.3
10. #GrowWithArena
• Competitive brands hardly differ in
their loyalty levels.
• Their difference in size is due to the
difference in their user bases.
11. “The nature of buying suggests that marketing a brand
successfully is very much like winning an election. While it might
be most satisfying to win an election by converting all voters to
avid party members, the reality is that to win an election a great
number of less avid party numbers, independent voters and
former voters for another party are needed as well.”
12. #GrowWithArena
Do the same rules apply in the digital world?
Are online shoppers the same?
Do I shop in the same way on Amazon?
The Kindle store isn’t like a book shop …
What about when Ocado refills my trolley automatically?
15. #GrowWithArena
Get to know your digital audience
Digital advertising is good at nudging
And owned assets drive frequency levels
From knowing to recognising
16. #GrowWithArena
The brand living room
New rules of engagement online
Keep dialogue going
Engagement gives permission to talk product
18. #GrowWithArena
Get noticed
Not as easy at it sounds
“if I want people to spot my ad I put Marilyn
Monroe in it, if that doesn’t work I put Marilyn
Monroe in topless”
It’s not just what you say, it’s how you say it
22. #GrowWithArena
The 7 rules of virtual availability
• Get to know your digital audience
• The brand living room
• Reach
• Get noticed
• Matching luggage
• Frictionless purchasing
• Honeymoon marketing
115. #GrowWithArena
Data driven Paid marketing
1st party
2nd party
3rd party
Create rich and up to date
audience segments
Use lookalike modelling to grow
prospepcting scale
Data sync & segmentation Display
Search
Social Video
Site
Mobile
117. #GrowWithArena
Measuring Paid, Owned, and Earned impact
Scenario modelling on campaign GRPs and
Reach across Owned, Earned, and Paid
Forecasting impact on key brand and business metrics and
what if? scenario planning
118. #GrowWithArena
Take the principles of user-centred and data driven
Think about advertising as content, not advertising
It’s not just spots and space any more
Think Owned, Earned, Shared and not just Paid
Find the right blend for your brand, your audience, your sector
The toolkit for growth in the digital age -
applying Curve thinking to Sharp edges
Content Marketing means creating and sharing valuable free content to attract and convert prospects into customers, and customers into repeat buyers.
The type of content you share is closely related to what you sell; in other words, you’re educating people so that they know, like, and trust you enough to do business with you.
Content Marketing means creating and sharing valuable free content to attract and convert prospects into customers, and customers into repeat buyers.
The type of content you share is closely related to what you sell; in other words, you’re educating people so that they know, like, and trust you enough to do business with you.