Case: Effective Hybrid Ads
|
|
- Felix Hamilton
- 8 years ago
- Views:
Transcription
1 Case: Effective Hybrid Ads AdPeople ADVERTISING AGENCY: ADPEOPLE ADVERTISER: DELL COMPUTER CORPORATION EMEA
2 index page 1. Executive summary... Page Introduction... Page Strategy... Page Creativity... Page Results... Page Conclusion... Page 13
3 1. Executive summary This case describes how in 2005 AdPeople challenged Dell Computers in Europe with a new ad concept for use in newspapers across Europe. The challenge was to deliver a more effective way of newspaper advertising in Europe than hitherto. AdPeople were of the opinion that Dell s previous communication through newspaper ads, tended to focus in style with the ads used by the retail sector selling PCs. Dell tried to match retailers style of communication, but the outcome was a very aggressive and promotion orientated type of communication. It was done in the belief that this type of communication alone would push sales of PC without consideration for end users thoughts and preferences. AdPeople identified this strategy as being too undifferentiated in relation to Dell s marketing and business objectives. To bring about effective communication in newspapers requires that all options be explored to ensure meaningful relevance to end users. communication for retailers to deal with when their customers are close to buying. Dell s situation is different. Their direct selling concept to end users requires that they must communicate both brand/product and price in one and the same advertisement. On this basis, the strategy was to create hybrid ads for newspapers ads which would inspire customers to choose Dell as a brand and at the same time give clear product information leading to a purchase decision. To evaluate whether AdPeople hybrid ads would be more effective, Dell prepared a test run versus their previous style ads. The ads were tested under as even conditions as possible to achieve fair comparisons. The test results clearly showed that AdPeople s new ad concept was a more effective way of communicating in newspapers not only in one country, but across all of the European markets with their diverse market structures and competitive environments. Dell s competitors can focus on creating interest and preferences for their brands/products and leave price The table below shows the test results in Great Britain. Results from other countries are covered in Section 5. Newspaper Previous advertisement AdPeople hybrid ad (index = 100) The Sun The Daily Telegraph The Times Dell have now implemented AdPeople s hybrid ad concept for use in European newspapers. 1
4 2. Introduction The purpose of this case is to demonstrate what results can be achieved by applying a proper creative strategy strategy which differentiates itself within the overall product category, communicates the brand s identity and produces relevance to the end user. The case focuses on AdPeople s work involvement with Dell Computers Europe on the development of ads for use in daily newspapers throughout Europe. AdPeople have developed communication for Dell products since Initially the work was for ad hoc tasks in the Nordic markets, but this has since extended to all direct communication for Dell in Europe covering 13 countries and 15 language versions. Dell Management defines their direct communication as covering all marketing activities except for ads on TV and in newspapers/magazines. In the past, the development of ads was undertaken by another advertising agency in Europe which has responsibility for the development of Dell s mass communication (TV ads as well as ads for newspapers/magazines). At the end of 2005, AdPeople prepared a proposal on how improvements could be made to Dell s ads for use in newspapers and integrating these with the rest of Dell s marketing portfolio. Not so long ago AdPeople developed a unique marketing portal for Dell under the trade name DellShare and this is now the hub or centre point for all of Dell s marketing activities in Europe. The DellShare tool has not only optimized marketing processes, but also made it possible to manage the integration of the direct communication, leading to lower marketing costs and reduced time to market. This integrated direct communication and implementation of DellShare has very much contributed towards Dell s strong position in Europe today. The case looks at the strategic background to AdPeople s creative development of ads, the creative strategy and the results which the new ads are generating in comparison with Dell s previous advertisment communication. Note: Dell s policy on business confidentiality is restrictive and hence any specific analysis data about Dell cannot be shown and is confined to other references or main conclusions. In cases where market data is shown in non-indexed format, such information comes either from generic or public available sources. 2
5 3. Strategy The market for PCs in Europe The market for PCs in Europe is growing with demand increasing year after year. Competition for market share among producers is intense, with pricing being a particularly strong tool for driving sales ahead. Dell s business and marketing model Dell is the only main PC producer who does not use the retail sector as a vehicle for selling their products. Dell s business model is instead to sell direct to end users without intermediaries. The market is dominated by HP, Dell and Fujitsu Siemens. These are under pressure from smaller aggressive players like Acer, Asus and Lenovo all produced in the Far East at low cost. Besides these, there are products with a strong presence and history in individual markets. Profit margins for PCs are being squeezed and producers are forced to make their production and sales in the market more effective. Polarization is taking place between niche producers and mass producers. The latter become dependent on bigger and bigger sales volumes in order to achieve large scale production benefits and thereby ensure their earnings. At the retail level, a concentration is evident whereby large chains become more dominant. This development puts further pressure on PC prices because of the competition between retail chains and their increasing negotiation power with PC producers. PC producers are applying the same fundamental technology. End users find it easier to compare products and can by and large choose on price. It is, therefore, important that communications contribute positively to end users perception of a brand so their choice of PC, apart from pricing, is also based on a preference the product. In order to create demand using this direct model requires an effective communication. A communication which provides attention and generates traffic to Dell s sales centres either by telephone or the internet. The fundamental requirement to develop communication for Dell is, therefore, that it focuses on direct response and call to action elements. Dell use all media channels for their direct response communication. Dell s model for communication is therefore different from the traditional. The model is flat and all marketing activities include more or less the same message a message which tells their target groups that Dell deliver high quality PCs based on the latest technology and at competitive prices. Depending on the media channel s characteristics, small adjustments to the message may occur. Dell s previous communication in newspapers In the past Dell used an aggressive price and promotion (free delivery etc) communication style in their newspaper ads. This communication was used in most of Europe over a long period. The communication was based on using the same templates for all newspaper ads on current deals. This communication has fulfilled Dell s fundamental demands on direct response and focus on call to action. 3
6 3. Strategy (continued) Examples of past communication: From direct communication to mass communication AdPeople are responsible for the development of Dell s direct communication based on direct distribution to recipients (i.e. end users). This communication allows targeted customers to read the message on product offers without interference from Dell s competitors. The circumstances change when developing communication via newspaper ads Dell are no longer alone with the customer, but in the same arena as their competitors. The ad reading situation has altered inasmuch as it is more difficult to draw the attention of customers. These strategic demands set by AdPeople provide the framework for developing new newspaper ads for Dell. In order to gain insight and contents for developing new ads, AdPeople analysed the following: Customer behaviour Customer behaviour in relation to the influence of the hierarchy in communication Dells previous ads seen in perspective ensure their earnings. AdPeople s strategic thoughts Differentiation from competitors and creating relevance with target customers become important parameters for effective communication in newspapers. The communication must be developed in a style and tone which contribute positively to the perception of Dell as a high quality brand, whilst keeping within Dell s design guidelines. 4
7 3. Strategy (continued) The typical decision-making process by customers Throughout the years working with Dell, AdPeople have gained knowledge about customer behaviour when buying PCs. The typical decision-making process by customers is illustrated as follows: The decision-making process can be divided into the following phases: 1. A preliminary search, when the need for a PC as well as a budget ceiling are defined and the initial uncovering of relevant solutions have been addressed. 2. The shortlist phase - narrowing down potential possibilities and solutions 3. And finally the decision-making process - the ideal solution has been found, both in relation to need and budget, leading to purchase. The process illustrates that purchasing a PC is not an entirely rational process. There are several stages in the process where it is important for a brand/product to influence customer thoughts and considerations with inspiration. It follows, therefore, that communication must include elements which create a preference for the brand and that communication cannot be solely based on price and promotion. Customer decision versus brand communication The customer s decision-making process versus the influence of the hierarchy in communication is shown here: 5
8 3. Strategy (continued) From the diagram, it follows that the contents of the message and the layout of communication should cover the progression from inspiration to buying decision, if the communication is to create relevance, bring about a purchase decision and thereby be effective. In PC market reports, it is often said that a PC is becoming a generic benefit and therefore no longer requires much decision-making consideration by the end user. This view should, however, be seen in the context that the purchase of a PC will continue to be an investment in a long lasting product for most people. The purchase of a PC is seldom an impulse buy based on a special offer - several customer considerations and a longer decision process lie behind the final choice and purchase of a PC. Dell s direct challenges From Dell s quarterly Brand Tracker (quantitative research in selective European markets) we know that Dell have challenges to overcome. Dell have extensive knowledge of the PC sector and the markets in which they operate, but in the process of moving from knowledge to gaining consumer attention, Dell fall short of their competitors. This inadequacy is also repeated in the phase between consumer attention and purchase decision. As a starting point, powerful knowledge is good, but if this is not converted into attention and purchase at the same level as competitors, then there is a problem to be overcome. The reason for Dell s lower standing in the consideration phase may be due to several factors. One of these might be that Dell s communication hitherto failed to inspire the customer in the early phases of the decision process, when brand consideration and brand preferences are made. Dell need, therefore, to have a strong message which in style and tone will inspire customers. A communication simply based on price and PC specifications mean that Dell figure too late in customers decision process and thus miss out being on the customers shortlist. Image versus price communication A further point confirming that communication should include more than price and promotion, is apparent in Dell s business and marketing model in relation to their competitors. The communication scenario: Dell: Brand/product and product detail integrated (direct to end user) Competitors: Brand/product and detail separate Implications for communication and brand perception? Dell: Must communicate both brand & price competitiveness Competitors: Can focus on communication of brand and leave the retail sector to communicate price Dell s competitors can focus on creating attention and preference for their brand and product. This is done by eye-catching image ads with the purpose of inspiring the customer. 6
9 3. Strategy (continued) Dell s competitors can leave communication on pricing rationale to retail shops and chains who are in a position to aggressively discuss pricing with customers at point of purchase. Dell s situation is different. Their flat marketing model requires that Dell must communicate both brand image and price - in one and the same communication. These considerations conflict with Dell s previous way of communicating in newspapers. Ad communication on retailers terms In the past, Dell focused on retailers way of communicating and tried to emulate them in the belief that this type of communication alone would push sales of PC products without giving consideration to end users thoughts and preferences. AdPeople identified this strategy as being too undifferentiated in relation to Dell s marketing and business objectives. To bring about effective communication in newspapers requires that all possibilities be explored to ensure meaningful relevance to end users. Examples of a chain store s newspaper d and a previous Dell ad are shown to the left: The above should be seen in the light of the restrictions which Dell s direct marketing model dictates. Dell have always been and will continue to be a challenger to the traditional business models in the product category. Therefore, Dell s communication will never be pure image and brand communication. Quality The quality elements are understandably important to Dell and not least in ensuring they are communicated to target customers. The end users must, as far as possible, experience that Dell offer quality for money. Market research on the PC business segment, show Dell is perceived as cheap not the most attractive perception for a segment where credibility, reliability and quality are key factors. Research findings also show that the reason for this negative perception stems from peoples exposure to Dell communication targeted at the private segment particularly so through newspaper ads. Both the private and business markets are important to Dell and any negative perception and its adverse effects are, therefore, unhelpful. 7
10 4. Creativity From strategy to creativity On the basis of the strategic analysis, AdPeople s strategy was to create a hybrid ad for newspapers an ad form which would challenge and fulfill the following tasks: To confront competitors on both retailer and brand levels. To create preference and relevance among PC end users whilst being faithful to Dell s direct marketing model. To create an ad format integrating with Dell s other communication and contributing positively to the brand image of Dell. To create communication raising the quality perception of Dell. Media strategy AdPeople chose to follow the existing media strategy for newspaper advertising. Dell is a brand for all target groups in the market for PCs right from the simple er to the most advanced gamer. Therefore, Dell s media target group is also very broad. This, in conjunction with Dell s flat and massive marketing model, means that Dell is on the whole advertising widely in newspapers all the time. Dell, together with their other media bureau, developed ads to all newspapers in each country without much consideration for newspaper profiles, terminology and readership. The ads changed product contents on an on-going basis so always to be able to offer up to date competitive deals. In the past the advertising contents have been faithful to Dell s marketing philosophy, which dictates that communication elements must be as independent of media as possible. This is more rooted in process and effectiveness issues in relation to costs, rather than communicating relevance to the consumers. Creative strategy AdPeople were of the firm opinion that Dell could improve ROI in relation to marketing effectiveness and media spend, by using a new format for newspaper ads a format integrating with the collective communication programme across all media channels. Style and tone need to connect together and create relevance to the customer in the various situations they are exposed to the communication. The media campaign must thus cover as much as possible the elements involved in the customer s decision-making process. The media strategy is in other words not a question of segmentation and selective media, but more a question of being present in as many places as possible. 8
11 4. Creativity (continued) The creative work focused on developing an ad concept and a template, offering the customer both calmness and an overview by: Placing ad content in a logical flow inspiration first and then focusing on competitive price. Using a photo style contributing to an improved quality perception. Adapting headlines in relation to each newspaper s reader profile and its terminology. Besides the purely creative work, it was also essential to develop an ad format which would be effective and operational. Time to market is an important parameter for Dell in relation to the constant changes in the market. Therefore, AdPeople also developed a template based on a flexible grid system, optimised for latest PC designs etc. and rapid production. This is achieved by developing: Headlines which provide value, inspire interest and which can work throughout Europe. Communication which influences and demonstrates quality. Communication with a clear and modern mechanic and stop effect. Ad formats which are flexible in terms of insertion (sizes). Online communication which involves. In other words: an integrated communication programme intended to generate traffic (new business) as well as providing Dell with a more marked brand personality. Testing the concept That integrated communication is the way forward is not in doubt, but no marketing initiative at Dell can be implemented before market testing. Each activity must demonstrate worthwhile sales results and thereby contribute to Dell s bottom line. 9
12 5. Results To be able to evaluate whether AdPeople s ads would be more effective than previous ads, Dell arranged a test run. The ads were tested as evenly as possible to ensure proper balance and comparison. Dell have historical data on all activities in the markets and have, therefore, knowledge about the following: Their sales generated by each newspaper and which weekdays produce most sales. The optimum ad placement in newspapers as well as which ad formats work best. With this information available, Dell put together test run. Dell selected UK, Switzerland, Holland, France and Germany for testing markets representing different market structures and competition environments. The tests in the above markets were conducted over a period of time in order to provide a well-documented evaluation. The test run was designed so that the basis for evaluation was as even as possible on identical products and price matters. In case of conditions which might cause bias, corrections were made to account for these in the test results. Final results for each country are shown below in indexed form. The tables show how much traffic was generated to Dell s call centres for each ad format. All the products in the ads used were given unique codes so that the ad s effectiveness could be compared directly. In addition the table shows in index form the average cost per customer response. United Kingdom: Previous ad AdPeople ad Media Previous advertisement AdPeople ad (index = 100) The Sun The Daily Telegraph The Times Total Response Cost The results show an overall improved generation of traffic using AdPeople ads markedly better in The Sun. The response cost worked out at an index figure of 45 i.e. 55% below the average response cost using the previous ad. 10
13 5. Results (continued) Switzerland: Switzerland 20 Minuten/20 Minutes (German and French version) The results show better generation of traffic using AdPeople ads particularly in the German version. The response cost worked out at an index figure of 60 i.e. 40% below the average response cost using the old ad. Example of tested ads in 20 Minutes: Medie Previous advertisement AdPeople ad (index = 100) 20 Minuten (German) Minutes (French) Total response cost The results show better generation of traffic using AdPeople ads. The response cost worked out at an index figure of 62 i.e. 38% below the average response cost using the old ad. Holland: Holland Spits and De Telegraaf Example of tested ads in De Telegraaf: Medie Previous advertisement (index = 100) The results show better generation of traffic using AdPeople ads. The response cost worked out at an index figure of 62 i.e. 38% below the average response cost using the old ad. AdPeople ad Spits De Telegraaf Total response cost
14 5. Results (continued) France: France 20 Minutes and Metro Example of tested ads in Metro: Medie Previous advertisement AdPeople ad (index = 100) Metro Minutes Total response cost Germany: Also here the results show that AdPeople ads are more effective. The response cost worked out at an index figure of 65 - i.e. 35% below the average response cost using the old ad. Germany - Frankfurter Allgemeine and Die Welt Example of tested ads in Die Welt: Medie Previous advertisement AdPeople ad (index = 100) Franfurter Allgemeine Die Welt Total response cost Also in Germany AdPeople s ads were much more effective. The response cost worked out at an index figure of 49 i.e. 51% below the average response cost using the old ad. 12
15 6. Conclusion The test results show that AdPeople s newspaper ads are more effective than those previously used. This effectiveness is not just achieved in one market, but right across European countries with their different market structures and competitive environments. The new ads are integrated in style and tone with Dell s other communication and therefore provide Dell with a uniform look in the market place. The new ads also contribute towards lifting the return on Dell s collective communication portfolio, which helps Dell to achieve a better and more positive perception among customers. In addition, the new ads bring a lift in the perception of quality and thus work in the right direction for Dell in their attempt to rid itself of the cheap image experienced by some in their target groups. That it is worthwhile to develop an ad form which underpins Dell s own values and those they aspire to, instead of it being dictated by retailers advertising methods, is confirmed. The new advertising strategy, connecting with the rest of Dell s communication portfolio, is now and in the long term more faithful towards Dell s direct model and hence more credible to the customers. Dell have now implemented AdPeople s ad format for use in newspapers in European markets and Dell Marketing in Europe have recently requested AdPeople to develop a similar ad format for magazines. 13
Case: A Business Case on Dell and AdPeople A new perspective on effectiveness
Case: A Business Case on Dell and AdPeople A new perspective on effectiveness adpeople.com index page 1. Executive summary... Page 01 2. Introduction... Page 02 3. The effective marketing function?...
More informationEfficiency gains through Digitization and Automation
Efficiency gains through Digitization and Automation Advertising Agency: AdPeople Advertiser: Dell Computer Corporation EMEA Media Agency: Difinity, London Prepared by: Hans Rosenvold & Morten Munk 0.
More informationUNDERSTANDING EFFECTIVE LEAD GENERATION TICK #THINKGROWTH
UNDERSTANDING EFFECTIVE LEAD GENERATION TICK #THINKGROWTH CONTENTS 1 INTRODUCTION Page 3 2 COMPETITIVE PROPOSITION Page 4 3 USER PROFILING/AUDIENCE DNA Page 9 ENSURE YOUR BRAND HAS A CLEAR, COMPELLING
More informationTourism Busines Portal. Tutorial ONLINEDISTRIBUTIONCHANNELS
Tourism Busines Portal Tutorial ONLINEDISTRIBUTIONCHANNELS INDEX INTRODUCTION....2 1. What types of online distribution channels are there?... 3 2. What tools can be used for direct online distribution?...
More informationPaid Search: What Marketers Should Focus on in 2014
[Type text] Paid Search: What Marketers Should Focus on in 2014 NETBOOSTER.COM Sergio Borzillo, Head of PPC (UK) Paid Search: What Marketers The 4 main areas to focus on for your Paid Search strategy in
More informationMARIANNE BRUCY, INTERNATIONAL & BUSINESS DEVELOPMENT DIRECTOR AT SHOWROOMPRIVE: WE CREATE CAMPAIGNS THAT RESPOND TO BRANDS' NEEDS
emarket Services makes it easier to use emarkets for international business MARIANNE BRUCY, INTERNATIONAL & BUSINESS DEVELOPMENT DIRECTOR AT SHOWROOMPRIVE: WE CREATE CAMPAIGNS THAT RESPOND TO BRANDS' NEEDS
More informationMedia Efficiency Panel MEP INMA Conference, Lissabon
GfK Consumer Tracking INMA European Conference, Media Efficiency Panel October 2011 Media Efficiency Panel MEP INMA Conference, Lissabon Laurent de Groof GfK Netherlands 2 Adspend Newspapers and Magazines
More informationCustomer relationship management MB-104. By Mayank Kumar Pandey Assistant Professor at Noida Institute of Engineering and Technology
Customer relationship management MB-104 By Mayank Kumar Pandey Assistant Professor at Noida Institute of Engineering and Technology University Syllabus UNIT-1 Customer Relationship Management- Introduction
More informationUnderstanding the Path to Purchase
Understanding the Path to Purchase Lisa Allan Research Director SPA Future Thinking Introduction Understanding the purchase decision process within the automotive sector is increasingly complex. In less
More informationUnderstand how PPC can help you achieve your marketing objectives at every stage of the sales funnel.
1 Understand how PPC can help you achieve your marketing objectives at every stage of the sales funnel. 2 WHO IS THIS GUIDE FOR? This guide is written for marketers who want to get more from their digital
More information4th African Insurance Distribution & Bancassurance Conference Aug 2014 Presenter: Julian Ardagh. www.e-intelligence.com
4th African Insurance Distribution & Bancassurance Conference Aug 2014 Presenter: Julian Ardagh www.e-intelligence.com 2 Agenda 1. What is Big Data? 2. Why do we need Big data? 2. 3. Which The key Data
More informationMarketing Channel and Messaging Research
Circle Research White Paper Marketing Channel and Messaging Research Marketing Channel and Messaging Research IN SUMMARY This paper on marketing channel and messaging research explores how to maximise
More informationTV & online ads: more effective when seen together
TV & online ads: more effective when seen together A recent study shows that, when TV & online ads are shown concurrently, the average uplift across all brand metrics is +18% Contents Introduction 3 Internet
More informationHARTY ADVISOR. Drip Marketing: Keep the conversation going!
HARTY ADVISOR Drip Marketing: Keep the conversation going! also in this issue: A/B Testing: Gaining Insight Through Dividing and Analyzing Use Print to Boost Your Online Presence Keep the Conversation
More informationHow the Internet has Impacted Marketing?
Online Marketing and Social Media ( Module 1 ) How the Internet has Impacted Marketing? The internet has developed very rapidly as a major force in the marketing equation for many consumer products. Not
More informationMagic Quadrant for Global Enterprise Desktops and Notebooks
Magic Quadrant for Global Enterprise Desktops and Notebooks Gartner RAS Core Research Note G00207470, Stephen Kleynhans, 10 November 2010, R3553 11302011 In the general PC market, price is often the main
More informationSECTION A Consists of a separate multiple choice paper. Each question is worth one mark. Attempt all 25 questions.
Foundations of Marketing: B1072: 2012/13 Exam Paper This examination is in TWO sections. SECTION A Consists of a separate multiple choice paper. Each question is worth one mark. Attempt all 25 questions.
More informationMoments that matter Research - France. June 2015
Moments that matter Research - France June 2015 Methodology Quantitative Attitudinal Survey A total of 1,001 respondents in France age 18+ completed an online survey focusing on macro-level insights on
More informationOptimeyes: Case Study Notes
Optimeyes: Case Study Notes Synopsis One of the strengths of this case is the breadth of the business and marketing issues it encompasses, while still allowing the opportunity for a rigorous analysis of
More informationThe AR Factor. The economic value of Accounts Receivable Finance to Europe s leading economies October 2011
The AR Factor The economic value of Accounts Receivable Finance to Europe s leading economies October 2011 Executive Summary The purpose of this report is to assess the benefits that Accounts Receivable
More informationQuestion bank relating to each chapter
Question bank relating to each chapter Chapter 1 Development of a strategic approach to marketing its culture; internal macro- and external micro-environmental issues 1. What factors have given rise to
More informationHOW CAN FINANCIAL SERVICES MARKETERS EMBRACE DIGITAL TRANSFORMATION?
HOW CAN FINANCIAL SERVICES MARKETERS EMBRACE DIGITAL TRANSFORMATION? Digital tools are invading the business environment, provoking significant changes in the way we work, communicate and sell. This has
More informationNext generation insurance - insights into the behaviour and beliefs of the European consumer
Next generation insurance - insights into the behaviour and beliefs of the European consumer Dr John Schoonbee, Chief Medical Officer, EMEA, Swiss Re IAA Colloquium 2015, Oslo, Norway, 7-10th June 2015
More informationHoofdstuk: 3 Portfolio Radio en de invloed op de arbeidsmarkt
Hoofdstuk: 3 Portfolio Radio en de invloed op de arbeidsmarkt TMG Anytime - Anywhere With more than 250 titles, TMG reaches 9.6 mln people in the Netherlands 2.2 million unique visitors are reached with
More informationHow to Measure Your Media Multiplier Effectiveness With 360 Research
Measuring the return Measuring the return on investment of your multimedia campaigns Optimise and Measure Time to go multimedia and measure your campaign effectiveness. Marketing has changed dramatically.
More informationMERCHANDISING OPTIMIZATION DRIVING SALES AND LOWERING COSTS
MERCHANDISING OPTIMIZATION DRIVING SALES AND LOWERING COSTS Better Merchandising Procurement and Sourcing Supply Chain Management Toronto Montreal Chicago 90 Richmond Street E., Suite 100 600 de Maisonneuve
More informationTrends in Brand Marketing:
a Nielsen bluepaper Trends in Brand Marketing: An interview with Kevin Lane Keller, author of Strategic Brand Management Trends in Brand Marketing: Interview with Prof. Kevin Lane Keller, author of Strategic
More informationEMEA CRM Analytics Suite Magic Quadrant Criteria 3Q02
Decision Framework, J. Radcliffe Research Note 26 September 2002 EMEA CRM Analytics Suite Magic Quadrant Criteria 3Q02 Europe, the Middle East and Africa Customer Relationship Management Analytics Suite
More informationInvestment Philosophy
Investment Philosophy Our unique approach to investment management puts you at the heart of everything we do Wealth and Investment Management Discover a new side to your personality: your investment self
More informationCreating Powerful Brands. Malcolm McDonald and Leslie de Chernatony. Theme of the Book
Malcolm McDonald and Leslie de Chernatony Butterworth Heinemann, September 2003, 496 pages ISBN 0750659807 Theme of the Book A thorough and practical analysis of the essential elements of branding, giving
More informationmarket research p&a international Market Plaza Esomar: Global and Local Partner in Market Research
market research Magazine for Market Research and Marketing www.pua.de 1/2013 D11700F p&a international Topic Market Analysis: Launch and Forecasting Market Plaza Esomar: Global and Local Partner in Market
More informationWHAT YOU D KNOW IF WE COULD TALK TO YOU
PRESENTS DATA DRIVEN BRAND MARKETING PART TWO YOUR DEFINITIVE GUIDE TO FINDING THE CHANNELS THAT DRIVE THE BEST RESPONSE WHAT YOU D KNOW IF WE COULD TALK TO YOU 1. Building Value on Existing Segmentations
More informationHoofdstuk: 3 Portfolio. Radio en de invloed op de arbeidsmarkt
Hoofdstuk: 3 Portfolio Radio en de invloed op de arbeidsmarkt TMG Anytime - Anywhere With more than 250 titles, TMG reaches 9.3 mln people in the Netherlands 2.22 million unique visitors are reached with
More informationBRAND ENGAGEMENT. Introduction to Brand Engagement ATTACHMENT ENGAGE FOCUSED MESSAGE ATTRACTION DEVELOP ADVERTISING ADVERTISING
Engagement Intelligent Market Research BRAND COMMUNICATION COMMUNICATION ORGANISATION EXPERIENCE CREDIBILITY MESSAGE ATTACHMENT ATTACHMENT RELIABLE MANAGEMENT SOCIAL MEDIA SOCIAL MEDIA CREDIBILITY MEDIA
More informationDetermining Your Advertising Objectives
Determining Your Advertising Objectives by BNET Editorial Tags: marketing, advertising, sales Clear objectives for an advertising campaign are essential. Do you want to generate leads or encourage brand
More informationMultichannel Direct Marketing. 515 North State Street Suite 1700 Chicago, IL 60654-4776 tel 312-894-3000 fax 312-894-3005 www.jacobsclevenger.
Multichannel Direct Marketing 515 North State Street Suite 1700 Chicago, IL 60654-4776 tel 312-894-3000 fax 312-894-3005 www.jacobsclevenger.com About the Author Sheera Eby Executive Vice President, Strategy
More informationThe Strategic Importance of Current Accounts
The Strategic Importance of Current Accounts proven global expertise The Strategic Importance of Current Accounts THE STRATEGIC IMPORTANCE OF CURRENT ACCOUNTS With more than sixty-five million active personal
More informationIntroduction BRIEFING PAPER. Title: Direct response marketing of distance education. Part 1 of 2
BRIEFING PAPER Title: Direct response marketing of distance education Part 1 of 2 Introduction Commercial distance learning provision started in Pennsylvania in 1891 through an advertisement in the pages
More informationDriving through the consumer s mind: Steps in the buying process. December 2014 For private circulation only www.deloitte.com/in
Driving through the consumer s mind: Steps in the buying process December 2014 For private circulation only www.deloitte.com/in 1 Contents Key terms 3 Introduction 4 About the study 5 Purchase triggers
More informationCompetitive analysis of the fruit processing industry in Nepal, Vietnam, India, Sri Lanka and Bangladesh Using Porter s Five Forces Model
Competitive analysis of the fruit processing industry in Nepal, Vietnam, India, Sri Lanka and Bangladesh Using Porter s Five Forces Model For an ICUC (International Centre for Underutilised Crops) Project
More informationadvantages Randstad brand strategy
branding Randstad advantages Randstad brand strategy 1 main brand helps building awareness easier cross selling major benefits for online strategy common learning for all operating companies 1 common photo
More informationyour success is our business
your success is our business the missing piece of the puzzle pointing you in the right direction Advertising your product or service effectively is a difficult thing in today s diverse market. It s hard
More informationWhy Google? Scale 144,000,000 searches in the UK per hour. Dominant Over 90% of UK Search market. Customers Most shopping journey starts with search
Welcome to Google Masterclass 16 March, 2016 Why Google? Scale 144,000,000 searches in the UK per hour Dominant Over 90% of UK Search market Customers Most shopping journey starts with search Agenda Creative
More informationMarketing Online SEO Facebook Google Twitter YouTube
Marketing Online SEO Facebook Google Twitter YouTube What is Internet Marketing? Internet marketing is considered to be broad in scope[1] because it not only refers to marketing on the Internet, but also
More informationmarketing guide AWR www broadbean technology VOIP
marketing guide s broadbean technology! www $ @ VOIP? AWR Marketing your services The fact that you are reading this means that you have taken a decision to go it alone. You are a confident recruiter
More informationA CHASE PAYMENTECH WHITEPAPER. Building customer loyalty in a multi-channel world Creating an optimised approach for e-tailers
A CHASE PAYMENTECH WHITEPAPER Building customer loyalty in a multi-channel world Creating an optimised approach for e-tailers Table Of Contents Changing shopping habits... 3 The multi-channel journey...
More informationUnit 4: Marketing Principles
Unit 4: Marketing Principles Unit code: F/601/0556 QCF level: 4 Credit value: 15 credits Aim This unit aims to provide learners with understanding and skills relating to the fundamental concepts and principles
More informationSeven Stages of Pay Per Click Management
Seven Stages of Pay Per Click Management Optimising the performance of your PPC Campaign PPC Management Pay per click management is increasing complex. And pay per click market categories are increasingly
More informationSuccessful Steps and Simple Ideas to Maximise your Direct Marketing Return On Investment
Successful Steps and Simple Ideas to Maximise your Direct Marketing Return On Investment By German Sacristan, X1 Head of Marketing and Customer Experience, UK and author of The Digital & Direct Marketing
More informationThe. biddible. Guide to AdWords at Christmas
The biddible. Guide to AdWords at Christmas CONTENTS. Page 2 Important Dates Page 3 & 4 Search Campaigns Page 5 Shopping Campaigns Page 6 Display Campaigns Page 7 & 8 Remarketing Campaigns Page 9 About
More information27. Which of the following is not a typical element of the promotion section of the 4-Ps? A. Personal selling B. Sales promotions C.
1 Student: 1. Which answer best describes the? A. Companies maximize sales by promoting their products and services B. Company profits relate directly to the sales of their products C. Companies achieve
More informationEUSA UNIVERSITY CENTRE DEGREE IN ADVERTISING AND PUBLIC RELATIONS SUBJECT DESCRIPTIONS
EUSA UNIVERSITY CENTRE DEGREE IN ADVERTISING AND PUBLIC RELATIONS SUBJECT DESCRIPTIONS FIRST YEAR 1.1 ECONOMICS APPLIED TO ADVERTISING (FB) Introduction to economic analysis. Factors that affect demand
More informationI-Phone in the Mobile Phone Market in the UK
I-Phone in the Mobile Phone Market in the UK 1 2 DECLARATION I...assure that this project work is my own and is written in my own words. All the external information for the completion of the project in
More informationAdvertising opportunities
Advertising opportunities Online advertising Advertising on Broadcastnow.co.uk is available as run of site, or on specific channels to carefully target your audience. We have a variety of advertising solutions
More informationKea Influencer Relations and Marketing for High-Tech & Technology Providers
Kea Analyst Relations Industry analysts play a key role in defining markets and educating buyers. We work with clients to identify and track the most influential and relevant industry analysts, and advise
More informationE-retailing Project. E-retailing - An Exciting Opportunity for the Logistics Sector
E-retailing Project E-retailing - An Exciting Opportunity for the Logistics Sector May 2012 Goodman E retailing Research Report About Transport Intelligence Headquartered in the UK, Ti is one of the world
More informationKIE SQUARE PERSPECTIVE
KIE SQUARE PERSPECTIVE ANALYTICS DRIVEN COMPETITIVE EDGE IN SHOPPER MARKETING Analytics Driven Competitive Edge in Shopper Marketing Introduction For leading Consumer Packaged Goods (CPG) companies across
More informationIntegration of Social Media in Businesses
International Journal of Business and Social Science Vol. 5, No. 8; July 2014 Integration of Social Media in Businesses Mohammad Yousef Abuhashesh Doctoral student Argosy University Chicago, USA. Abstract
More informationDissimilarity of E-marketing VS traditional marketing
Dissimilarity of E-marketing VS traditional marketing Mehrdad Salehi MBA (Global Marketing), Management and science university, Kuala Lumpur, Malaysia Email:Ems.fardab@yahoo.com Tel: +60178729454 Abstract
More informationHow To Understand The Growth In Private Health Insurance
COMPETITION IN THE AUSTRALIAN PRIVATE HEALTH INSURANCE MARKET Page 1 of 11 1. To what extent has the development of different markets in the various states had an impact on competition? The development
More informationThe Sales Lead System
The Sales Lead System Contents Intro... 3 Network Marketing Ad Basics... 3 Blogging... 4 Article Marketing... 4 Video Marketing... 5 E-mail Marketing... 6 Pay Per Click... 7 Banner Ads... 8 Social Marketing...
More informationDirect Marketing and MASB Peter A. Johnson VP, Strategic Analysis/ Senior Economist DMA August 14, 2008
Direct Marketing and MASB Peter A. Johnson VP, Strategic Analysis/ Senior Economist DMA August 14, 2008 MASB 1 What is Direct Marketing? Direct Marketing: The planned communication of marketing offers
More informationAt Vertis Communications that s what we do best. Applying proprietary research,
Better ROI comes down to people and their emotions. Inspiring your target consumers to buy means connecting with them at multiple touchpoints with messages that build relationships and impact decision.
More informationRelationship Manager (Banking) Assessment Plan
1. Introduction and Overview Relationship Manager (Banking) Assessment Plan The Relationship Manager (Banking) is an apprenticeship that takes 3-4 years to complete and is at a Level 6. It forms a key
More informationPrinciples of Marketing Lecture 13a: Promotional Mix Decisions: Advertising and Sales Promotion. The Traditional Communication Model. Noise.
Principles of Marketing Lecture 13a: al Mix Decisions: Advertising and Sales Target Market Product Place Price Personal Selling Mass Selling Sales Advertising Publicity The Traditional Communication Model
More informationDemand more from your retail marketing. HP Retail Promotion Manager
Demand more from your retail marketing. HP Retail Promotion Manager Reduce costs and boost sales. The HP Retail Promotion Manager provides a solution for retailers seeking to streamline and simplify the
More informationAdwords & Online Marketing
Adwords & Online Marketing #LexisSeminar Join in the discussion LexisClick s vision The digital marketing experts for ambitious SMEs on their journey to becoming market leaders Introduction to LexisClick
More informationJanuary 2016. Communications Manager: Information for Candidates
January 2016 Communications Manager: Information for Candidates Thank you for expressing interest in the role of Communications Manager. We have compiled this information pack to tell you more about The
More informationTable of Contents. 2010 Brightcove, Inc. and TubeMogul, Inc Page 2
Table of Contents Table of Contents... 2 Background... 3 Methodology... 3 Key Findings... 4 Platform Usage... 6 Video Stream Trend Data... 6 Player Loads Q1 2010... 8 Video Uploads Q1 2010... 10 Engagement,
More informationFundamentals of Design
Fundamentals of Design One of Ottawa s most prominent marketing and communications firms, gordongroup offers award-winning design for a complete range of communications products from corporate brand identities
More informationDigital Engagement Strategies
Digital Engagement Strategies You obtain trustful insights and interact only with Senior Consultants We bring more value because you interact only with senior account managers & senior consultants. You
More informationSTATI GENERALI DELLA GREEN ECONOMY November 4, 2015
STATI GENERALI DELLA GREEN ECONOMY November 4, 2015 PURPOSE To share the methodological approach of the Global Green Economy Index (GGEI) and the results and communications insights for Italy GLOBAL GREEN
More informationBrand metrics: Gauging and linking brands with business performance
Brand metrics: Gauging and linking brands with business performance Received (in revised form): rd February, 00 TIM MUNOZ is a managing partner of Prophet (www.prophet.com), a management consulting firm
More informationA new service to help you promote your business.
A new service to help you promote your business. VO: For many businesses, Direct Mail has long been the medium of choice for promoting products and driving sales. Because it gets directly into the homes
More informationGENERATE REVENUES WITH AN EFFECTIVE PARTS WHOLESALE STRATEGY.
GENERATE REVENUES WITH AN EFFECTIVE PARTS WHOLESALE STRATEGY. fueled by challenge. powering success. sm 1,500 dealer programs in 27 markets Parts wholesale has the potential to significantly contribute
More informationPhoenix s Brand & Ad Tracking Capabilities. P&C Insurance. Copyright Phoenix Marketing International 2012. All rights reserved
Phoenix s Brand & Ad Tracking Capabilities P&C Insurance Phoenix s Core Approach Tracking: Audit Large category brand & advertising audit with response-based ad performance models Pre-Launch: Express Planning:
More informationIntegrated Communication
Integrated Communication Integrated Communication is a 15-credit mandatory module which sits within the suite of Level 4 modules. To gain the CIM Level 4 Certificate in Professional Marketing a pass in
More informationLoyalty to service provision: creating loyalty through the customer experience
Loyalty to service provision: creating loyalty through the customer experience WWW.SBS.OXFORD.EDU EDUCATING LEADERS FOR 800 YEARS Dr Richard Cuthbertson Research Director Oxford Institute of Retail Management
More informationHow does TV advertising perform in comparison with other media in driving sales?
How does TV advertising perform in comparison with other media in driving sales? Advertising in general affects sales; however its elasticity is small and difficult to estimate and is one of the most difficult,
More informationBenefits Realization from IS & IT, and Change Management of roles and the working practices of individuals and teams.
: Delivering Value from IS & IT Investments John Ward and Elizabeth Daniel John Wiley & Son Ltd ISBN: 9780470094631, 399 pages Theme of the Book This book explores a process and practical tools and frameworks
More informationManagement Commentary. Second Quarter 2015 Results
Management Commentary Second Quarter 2015 Results The RetailMeNot, Inc. ( RetailMeNot ) earnings call will begin on August 5, 2015 at 7:00am central time (8:00am eastern time) and will include prepared
More informationTake Online Lead Generation to the Next Level
Take Online Lead Generation to the Next Level 5 Ways to Capture New Market Niches By: Deven Pravin Shah WSI Internet Marketing Consultant Overview Many business owners ask the same questions about capturing
More informationMultichannel Customer Experience
Multichannel Customer Experience Auke Douwe Veenstra, Principal Analyst April 4, 2013 2013 Forrester Research, Inc. Reproduction Prohibited We help you make better decisions in a world where technology
More informationRevealing the impact of online advertising for FMCG brands
Revealing the impact of online advertising for FMCG brands October 27 2011 Background Spend on advertising during 2011 will show an increase over last year s figures with the investment in digital advertising
More informationBingo glossary marketing mix
Bingo glossary marketing mix The management process which identifies customer wants, anticipates their future wants and then goes about satisfying them profitably. Where the market has been divided up
More informationSales Effectiveness A study of international sales force performance
productivity report Sales Effectiveness A study of international sales force performance www.alexanderproudfoot.com productivity report: sales effectiveness A foreword on selling No company strategy, however
More informationPerformance marketing - the key to success
Performance marketing - the key to success How performance marketing can help you generate more business Let's say you've created an online shop for high-powered robotic lawn mowers and you now want to
More informationProof that online ad engagement drives better brand results
Proof that online ad engagement drives better brand results Dwell on Branding: proof that online ad engagement drives better brand results Microsoft Advertising has proven the importance of online advertising
More informationDigital Marketing & Social Media - London
Digital Marketing & Social Media - London This programme, delivered in the heart of London, aims to fast track your digital marketing career in will gain skills, technical expertise, and insights into
More informationMedia Selling, 4 th Edition
Media Selling, 4 th Edition Appendix A - Selling Magazines to Agencies By Phil Frank Media buyers are inundated with information. They have more data to consider and understand than ever before. The manner
More informationWhat this topic is about. The purpose of marketing Different approaches to marketing Segmentation Niche &mass markets B2C & B2B marketing
Effective Marketing What this topic is about The purpose of marketing Different approaches to marketing Segmentation Niche &mass markets B2C & B2B marketing What is Marketing? The process of identifying,
More informationMARKETING CONNECTING YOU WITH CHINESE TOURISTS & AUDIENCES
MARKETING CONNECTING YOU WITH CHINESE TOURISTS & AUDIENCES ABOUT US Huan Ying Marketing is a specialist China focussed marketing agency helping Canadian businesses and organizations, target Chinese inbound
More informationChapter Four. The Advertising Agency Structure & Functions. 3. Have an overview of the structure and functions of ad agencies
Chapter Four The Advertising Agency Structure & Functions Learning Objectives: 1. Understand the business of advertising 2. Know about evolution of advertising agencies 3. Have an overview of the structure
More informationInternational ecommerce with dealer-integration. Shaun Moores General Manager Shopatron Europe smoores@shopatron.com
International ecommerce with dealer-integration Shaun Moores General Manager Shopatron Europe smoores@shopatron.com Agenda The International Opportunity Why haven t many Brands readily embraced international
More informationwww.pwc.com Measuring the effectiveness of online advertising ACA webinar April 15, 2011
www.pwc.com Measuring the effectiveness of online advertising ACA webinar April 15, 2011 Agenda 1. Introductions 2. Background Online Advertising & Measuring Effectiveness 3. Market Context Rapidly Changing
More informationBusiness Intelligence: The European Perspective
Markets, F. Buytendijk Research Note 5 November 2002 Business Intelligence: The European Perspective When choosing business intelligence products, European users are not that different from North American
More informationUK Video Advertising Report November 2012
UK Video Advertising Report November 2012 BrightRoll UK Video Advertising Report: November 2012 brightroll.co.uk +44 (0)207 550 5580 22, Long Acre London WC2E 9LY Copyright 2012 BrightRoll, Inc. 64% of
More informationPaid Search Services
Paid Search Services Results-driven, mathematical PPC Pay Per Click advertising is widely acknowledged as the most powerful form of direct marketing. Not only are you gaining access to people that want
More informationfor Analysing Listed Private Equity Companies
8 Steps for Analysing Listed Private Equity Companies Important Notice This document is for information only and does not constitute a recommendation or solicitation to subscribe or purchase any products.
More informationLaw Firms in Transition: Marketing, Business Development and the Quest for Growth
Law Firms in Transition: Marketing, Business Development and the Quest for Growth A survey of over 100 legal marketers and business development professionals Law Firms in Transition: Marketing, Business
More information