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Introduction to the Cross Media Optimization Study. Robert Acquaotta Director, Advertiser Relations. Largest Cross Media Study Ever Conducted. Landmark study methodology assesses “Cost Effectiveness” of each Medium Scientifically evaluates real world, in-market campaigns

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introduction to the cross media optimization study

Introduction to the Cross Media Optimization Study

Robert Acquaotta

Director, Advertiser Relations

largest cross media study ever conducted
Largest Cross Media Study Ever Conducted
  • Landmark study methodology assesses “Cost Effectiveness” of each Medium
  • Scientifically evaluates real world, in-market campaigns
  • Marketers carefully considered methodology
introducing the participants
Introducing the Participants
  • IAB: The organizing Association
  • Marketing Evolution/Rex Briggs: Developed landmark study methodology and executed the studies
  • Dynamic Logic: Applied AdIndex® product to collect consumer views and behavior
  • ARF (Advertising Research Foundation): Reviewed the study methodology
  • Forrester Research: Full analysis & review
which trend matters to marketers
Which trend matters to marketers?

16%

14%

12%

10%

8%

6%

4%

2%

Percent of time spent Online by Users

online delivers the audience
Online Delivers the Audience

Fully Two Thirds of the Adult U.S. Population is Now Online

137 Million Consumers Online

Source: Harris Interactive, April 2002

Source: Harris Interactive, April 2002

and their usage doubles over time
…And their Usage Doubles Over Time

Source: eMarketer; UCLA Center for Communications Policy, November, 2001

in fact essential to consumer s lives
In Fact, Essential to Consumer’s Lives
  • When was the last time you:

42% Travel Info/Mo.

21% Map Info

92% News At Work

26% Check Quotes

40% Not Decided

15% “Making New Friends”

30% “Competitive” Research

Source: Jupiter, eMarketer, Forrester, NetRatings

the media landscape has changed
The Media Landscape Has Changed

Percent of adult evening viewers who

can name a brand

advertised watched

Source: NAB (1965-1986); Nielsen (2000)

Make bars in same colors

1 000 ads tested online advertising works
1,000+ Ads Tested – Online Advertising Works!

+3.7

+5.9

+2.0

+2.1

Mean Changes for Four Measures of Effectiveness

Source: Dynamic Logic MarketNorms – Database of 400 campaigns

*All measures statistically significant at 99%; n=campaigns; between 375 and 416

the new marketing question
The New Marketing Question
  • No longer talking about Why Online
  • Howto integrate
  • Specifically, how to integrate to maximize:
    • Brand Awareness
    • Brand Image
    • Purchase Intent & Sales
key findings from xmos

Key Findings from XMOS

The major findings of the Study to date

the key finding of the study
The Key Finding of the Study
  • Same budget Better results
why does increasing online produce better results within the same budget

Coverage

Effectiveness

Value

Why does Increasing Online produce better results within the same budget?

Online advertising is typically more cost efficient at producing branding gains

Online advertising affects branding metrics

Online reaches those who would otherwise not get the advertising message

coverage
Coverage
  • Media potholes

Coverage

coverage1

75%

25%

Heavier TV

Not Reached

By TV

Coverage
frequency does not fall evenly
Frequency Does Not Fall Evenly

LIGHTEST

HEAVIEST

15%

Frequency considered

wasteful

Frequency considered not helpful

Avg. Freq by Quintile

coverage2

60%

40%

Heavier TV

Not Reached

By TV

Coverage

25%

coverage3
Coverage
  • Media potholes!
effectiveness and value1
Effectiveness and value

100

90

80

70

Diminishing returns

60

% Purchase intent

50

40

30

20

10

0

0

1

2

3

4

5

6

7

8

9

10

Frequency: Number of OTS* ad exposures

*OTS = Opportunity to see advertisement based on GRP levels

slide23

Effectiveness and value

Internet

Branding effect

Television

Marketing spend

slide24

Coverage

Effectiveness

Value

  • Brand Awareness
  • Brand Image
  • Purchase preference
growing brand awareness

Growing Brand Awareness

The major findings of the Study to date

growing brand awareness1
Growing Brand Awareness
  • Increasing Online is more cost effective way to build brand awareness
product awareness

50%

45%

40%

Broadcast Only

35%

30%

25%

20%

15%

10%

5%

0%

6/3

6/5

6/7

6/9

6/11

6/13

6/15

6/17

6/19

*4 day moving average (for greater sample size stability)

Product Awareness

Aided awareness: Grilled chicken flatbread sandwich

online builds brand awareness

60.0%

13.6%

Of budget

50.0%

40.0%

30.0%

20.0%

10.0%

0.0%

Online builds brand awareness
  • *Online advertising:
  • 60% reach/2.0 frequency
  • TV TRPs trimmed by approximately 20%

Point of diminishing returns

That’s a 3pt incremental branding gain for same budget

optimizing for brand building

60%

InternetReach

6Million More Consumers Aware of the Product!

Awareness

=

or

The Affect

Optimizing for Brand Building

Recommendation

slide30

Coverage

Effectiveness

Value

positioning the brand brand image

Positioning the Brand Brand Image

The major findings of the Study to date

building brand image
Building Brand Image
  • For McDonald’s Flatbread Sandwich…
    • “New”, “Different” and “Combination of great flavors”
  • For Dove Nutrium Bar…
    • “Nourishes your skin” and “is a for people like me”
  • For Colgate
    • “Long lasting protection” and “complete protection”
  • For Kleenex soft pack
    • “Convenient” and “innovative design”
surround sound marketing

“ Just as each speaker accomplishes the same goal by exploiting its unique position and strength, each element of the marketing mix must find its strength and leverage it to surround the consumer with a synergistic and consistent message.”

“Surround Sound Marketing”
campaign over 8 weeks

60%

40%

Campaign over 8 weeks

Heavier Online

25%

Heavier TV

Not Reached

By TV

Lighter TV

Lighter Online

Not Reached

By Online

summary of branding gains among lightly reached not reached tv audience
Summary of branding gains among lightly reached / not reached TV audience

Positive Brand association (top box average)

Magazine and Online

Magazine (no online)

Online (no mag)

No Mag or Online

slide40

Coverage

Effectiveness

Value

purchase intent sales

Purchase Intent & Sales

The major findings of the Study to date

effectiveness and value2

Online + Offline(freq & 3.1)

14.2%

11.5%

Offline Only

Pre-campaign

8.7%

0%

5%

10%

15%

20%

Effectiveness and Value

Purchase intent (top 2 box)

value

Value

Value

Cost per person affected by advertising

Online + Offline

65

Offline Only

100

Pre-campaign

0

0

20

40

60

80

100

120

all media demonstrate diminishing returns
All Media Demonstrate Diminishing Returns

Television

Online

Magazine

Average of Branding Metrics (%)

Number of advertising exposures

optimizing the dove plan for brand building

3.1 Impressions

(up from 1.7)

60%

Internet

Internet

TV

Print

2.0 impressions

(down from 2.6)

5.5 impressions (down from 6.0)

Optimizing the Dove Plan for Brand Building

Reach

Frequency

85%

50%

TV

Print

10%

10% in Original Plan

online ads increase purchase intent effectiveness
Online ads increase purchase intentEffectiveness

Index of Improvement in Purchase Intent

online is more cost effective than other media
Online is More Cost Effective than Other Media

Purchase Intent

Cost of Change by Other Media Indexed to Online

Effective TV and Print CPMs are compared and indexed to this number.

overall online is the most cost efficient media
Overall, Online is the most cost efficient media

Cost per impact

Point gain over baseline is calculated by measuring the post branding level and subtracting the pre-campaign level (linear regression used to measure underlying trend). Costs per person impacted indexed against online advertising only and rank ordered.

recap topline brand results

+8%

  • Awareness
  • +7%
  • +34%
  • Brand Image
  • +14%
  • +20%
  • Purchase Intent

15%

13%

And more to come…

11%

Reco %Online:

10%

Base %Online:

7%

2%

2%

1%

Recap: Topline Brand Results

Results

slide52

Coverage

Effectiveness

Value

key takeaways

Key Takeaways

Same budget Better results

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