the new reality of marketing
Post on 01-Nov-2014
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The New Reality of Marketing Bart Foreman
Group 3 Marketing
Wayzata, MNwww.group3marketing.com
Group 3 Marketing
• Founded in 1988• Pioneer in database and
loyalty Marketing• Full service marketing
agency focusing on helping specialty retailers and B2B marketers maximize their marketing (and sales) growth potential
An introduction
Three Truths
Change is inevitable
• It always has been
(From Gutenberg to Zuckerberg)
Change is constant
• It always has been and
will be
You can’t keep up
• But you can manage the
process and we can help
Reality 101
Author and marketing guru Seth Godin said it best…
IF YOU GO OUT OF BUSINESS TOMORROW
NO ONE WILL CARE, SO DO SOMETHING
REMARKABLE, OR QUIT.
Technology• Multi-dimensional• Rollercoaster ride• Light Speed
Consumers (B2B & B2C)• Multi-dimensional• Rollercoaster ride• Light Speed
Marketing• Multi-dimensional• Rollercoaster ride• Light Speed
The New Reality
Your Real World Marketing Reality
Points of Pain
Greatest Marketing
Opportunities
Failure to look under
the rug
Failure to grasp the situation
Let’s Define MARKETING
#1 Takeaway
Marketing:
It’s what w
e do to IN
FLUENCE
the next sale
Marketing’s four primary challenges in 2012
• Determine what motivates consumers to buy in our categories
• How to build the story• How to deliver the story• How to prove the business case –
measuring results
Takeaway #2: It’s Complicated – It’s Personal
Why Marketing Channels Matter
They are ALL important
They do different things to influence the next sale• Website• E-mail• Mobile & Social Marketing• E-commerce• Direct Mail• Mass Media
They meet specific marketing needs• Acquisition• Retention• Growth• Defections
They meet the customer where she or he wants to be met• It’s a complicated marketplace• It’s personal
Database Driven – Now it gets personal
Data mining is the cornerstone of brand and store marketing campaigns
POS system tracks customers’ store sales
Every customer is tracked based on total sales, brand sales and SKU sales• Every customer has an RFM and decile ranking• Marketing knows the value of every customer
Promotions are created based on the insights we learn from sales data
• At Risk Groups• Potential
Defectors• Declining sales
• Welcome Groups• High Value Groups
Customer Marketing
• Underperforming stores
• Competitive pressures
• New distribution
Store Marketing
Brand Marketing
• Who’s buying• Who’s not buying• Who should be buying
Segmentation – The art of database management
Data is KING Marketing initiatives will
not succeed without data about every customer Personal demographics Sales history
Data that is Knowledge based Insightful Actionable Timely
Content is QUEEN The message is critical
Not product focused Not service focused Customer focused
Segmentation creates relevant messages Up close and personal Specific triggers that
influence the next sale
Takeaway #3
Focus on your customers Where are they in their lifecycle
with your brand Active and growing Active but not growing Inactive – a lost cause?
Almost all are“underperforming” Here’s the opportunity
to influence ORGANIC GROWTH
Almost all are Hungry They want information They want knowledge
Takeaway #4 – A Freebee
MOT - A P&G Concept FMOT SMOT
ZMOT – A Google Concept Zero Moment of Truth Critical new concept First step of engagement
Old Media The first ZMOT
(and printing is there) New Media
The buying decision journey has changed What once was a message is now a conversation Word of mouth is stronger than ever and it’s digital No MOT is too small
Takeaway #5 – Another Freebee
Remember the G3M
Definition of Marketing.
Dangerous Curves Ahead – Takeaway #6The New Reality of Marketing
Resist temptation to do everything All these channels do not
always apply to your businessBe in “Their Space”
Know your customers Know where they are Where they want YOU to be
Be relevant To your business To your customers
It’s not about you It’s about your customers
Meet their needs Satisfy their wants
Pay attention to change
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