men: the coupon opportunity thérèse mulvey vice president, marketing intelligence valassis 1
TRANSCRIPT
Men: The Coupon Opportunity
Thérèse MulveyVice President, Marketing Intelligence Valassis
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The Coupon Opportunity
• Who is the Couponing Man?
• Men as Shoppers
• Coupon Sourcing and Usage
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The Coupon Opportunity
78% of Adults 18+ use coupons
Source: Scarborough Research, Multi-Market 2013 Release 2 Total (Aug 2012 - Sep 2013).
x% y%
3
44% 56%
The Coupon Opportunity
78% of Adults 18+ use coupons
Source: Scarborough Research, Multi-Market 2013 Release 2 Total (Aug 2012 - Sep 2013).
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Are Men Savings Minded?
Source: Valassis/Ipsos 2013 Consumer Survey
Men WomenPrice Conscious, I buy the least expensive items all the time
29% 27%
Promotion Sensitive, aware of sales, coupons and discounts
38% 59%
Brand Loyal regardless of price 18% 8%
Time Crunched, I buy whatever is available, fastest, and easiest
5% 3%
Not sure 10% 3%
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Who’s More Likely to be a Couponing Man?
Source: Scarborough Research, Multi-Market 2013 Release 2 Total (Aug 2012 - Sep 2013).
Children at Home
Household Income > $50k
High School Graduate
College Graduate
White Collar
BlueCollar
Home Owner
Renter
Single
Married
No Children at Home
Household Income < $50k
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Who’s More Likely to be a Couponing Man?
Source: Scarborough Research, Multi-Market 2013 Release 2 Total (Aug 2012 - Sep 2013).
Children at Home
Household Income > $50k
College Graduate
White CollarHome
OwnerMarried
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The Couponing Trend%
of
co
nsu
mer
s w
ho
use
co
up
on
s (e
ver)
Source: Scarborough Research, Multi-Market 2013 Release 2 Total (Aug 2012 - Sep 2013).
74% of men use coupons
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Coupons by Gender and Generation
Source: Scarborough Research, Multi-Market 2013 Release 2 Total (Aug 2012 - Sep 2013).
18-3
4
35-5
4
55+
18-3
4
35-5
4
55+
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Why do Men Tend to Use Fewer Coupons?
Source: Valassis/Ipsos 2013 Consumer Survey. Base: Use Coupons when shopping for items such as food, otc medications, paper products, and health & beauty care.
Q: I feel embarrassed to be seen using coupons
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The Coupon Opportunity
• Who is the Couponing Man?
• Men as Shoppers
• Coupon Sourcing and Usage
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Men & Channel Shopping
Male Female
Supermarkets 87% 88%
Supercenters 60% 66%
Drug Stores 58% 62%
Dollar Stores 44% 56%
Warehouse Clubs 39% 37%
Source: Kantar Retail ShopperScape, Data file for November 2012 - January 2014. Format shopped past 4 weeks.
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Source: Kantar Retail ShopperScape, Data file for November 2012 - January 2014. Q: Among the factors listed below, which are important to you when you are shopping in general?
What’s Important to Men When Shopping?
Men 18-34
Men 35-54
Men 55+
Specific items I want being in-stock 63% 71% 80%
Knowing that I'm paying a low price 61% 74% 77%
Feeling like I got a "good deal" 64% 71% 69%
High-quality private label brands 40% 45% 40%
Private label brands in many categories 42% 40% 37%
A loyalty/frequent shopper program with relevant rewards 46% 39% 34%
Double coupons 37% 37% 29%
Ability to use the retailer's app while in-store 29% 16% 4%
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Source: Kantar Retail ShopperScape, Data file for November 2012 - January 2014
Men Plan Shopping Trips
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Source: Kantar Retail ShopperScape, Data file for November 2012 - January 2014
Shopping Trip Planning by Age Group
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Source: Kantar Retail ShopperScape, Data file for November 2012 - January 2014. Q: Which one of these best describes how you shop a supermarket on a typical trip?
How Men Shop the Store
Pe
rim
ete
rC
en
ter
Ais
les
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Trip Types…Not What You’d Expect
Source: Kantar Retail ShopperScape, Data file for November 2012 - January 2014. Q: Regarding your last grocery shopping trip, what was the primary reason you went to the store on this occasion?
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Average Spend
Source: Scarborough Research, Multi-Market 2013 Release 2 Total (Aug 2012 - Sep 2013). Amount household spent on groceries past 7 days (HHLD)
Men 18 to 34 Men 35 to 54 Men 55+
$130.69 $139.11 $123.12
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The Coupon Opportunity
• Who is the Couponing Man?
• Men as Shoppers
• Coupon Sourcing and Usage
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% Of Total 2013 U.S. CPG Coupon Distribution Volume - By Media Type
HandoutIn-Store
3.5%
In/On Pack &Cross-Ruff
1.0%
Magazine 1.1%
Direct Mail 1.7%
Remaining* <2.0%
All OtherMedia
Free StandingInsert
All Other Media
Source: NCH Marketing Services, Inc., Coupon Facts Report, 2014. *Remaining Includes: Newspaper, All Digital Formats, Handout Away From Store, Military And Miscellaneous, Where No Individual Media Format Exceeds One Share Point Of The Total Market. Retailer In-Ads Excluded.
(FSI)
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Coupon Sourcing
Source: Scarborough Research, Multi-Market 2013 Release 2 Total (Aug 2012 - Sep 2013). How household usually obtains cents-off coupons
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How do Men PREFER to Receive Coupons?
Source: Valassis/Ipsos 2013 Consumer Survey. Base: Use Coupons when shopping for items such as food, otc medications, paper products, and health & beauty care. Q: How do you prefer to receive coupons? A: Strongly/Somewhat Agree
Newspaper
Internet: Print at Home
Internet: Download
Mobile
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Source: Prosper Insights and Analytics: Media Influences on Grocery (Food/Cleaning/Beauty) Purchases (Dec-2013). Q: Which of the following media influences your Grocery (Food/Cleaning/Beauty) purchases?
Media Influence for Grocery Purchases (top 10)
Despite the reported “stigma” of coupon usage, 57% of men say they’re influenced by coupons for their grocery purchases.
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The Discount is Everything
Source: Valassis/Ipsos 2013 Consumer Survey. Base: Use Coupons when shopping for items such as food, otc medications, paper products, and health & beauty care
Q: Please select the coupon discount that is the lowest discount amount that you will use a coupon regardless of the product the coupon is for.
Men want a higher discount when it comes to coupons.
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Coupons by Category
Source: Prosper Insights & Analytics MBI Survey, Jan 2014
18-3
4
35-5
4
55+
18-3
4
35-5
4
55+
Q: For each of the following retail categories, please tell us if coupons influence your purchases.
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The Male Coupon Opportunity
The Couponing Man: • Family man, educated, upper income• Cares about paying the lowest price, but sensitive about the image
associated with couponing• VERY brand loyal
Men as Shoppers• Similar to women’s habits, but tend to be coupon opportunists• More likely to shop the perimeter of the store, but if you can get
them to the center aisle, they’re more likely to shop EVERY aisle
Coupon Sourcing and Usage• Men need coupons with a higher dollar value to drive them to action
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The Opportunity
• Men spend $543.20/month on groceries*
• Men are half of the population• No matter what the source, the number of “Brand New
Men” who are responsible for shopping decisions is increasing.
• ESPN = 31% [14% in 1985]• BPN = 40%• Yahoo = 51%• Defy Media = 54%
*Source: Scarborough Research, Multi-Market 2013 Release 2 Total (Aug 2012 - Sep 2013).
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Questions?
Thérèse MulveyVice President, Marketing Intelligence Valassis
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