selling more over the counter medicine & healthcare products with scent marketing
DESCRIPTION
Scent marketing can significantly boost your sales and strengthen your branding in over the counter medicine, personal care and healthcare categories. Learn how it can encourage first time trials, invigorate iconic brands, reduce spillage from open containers and improve the customer experience.TRANSCRIPT
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Scent Marketing Is
Good for Your Health
“Mind Control at Retail” Seminar Consumer Healthcare Products
Association September 12, 2012
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The importance of smellConsumers were asked which of their senses
where the most important when recognizing brands
0%
10%
20%
30%
40%
50%
60%
Sight Smell Sound Taste Touch
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What’s going on inside your customer’s brain?
Sensory input comes in at a rate of 11 million bits of information per second.
Our conscious brain can only process at best, 40 bits of information per second.
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Your customers’ conscious minds are only the tip of the iceberg
Dive into their subconscious decision making areas using scent marketing
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hippocampus
Why the sense of smell is so powerful
“With all of the other senses, you think before you respond, but with scent, your brain responds before you think.” (Vlahos, 2007)
Smell is directly connected to the emotional & memory centers of the brain. (Herz 2002)
Scent marketing can be effective even when it is under the conscious level of awareness. (Li, et al. 2007)
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75% of emotions are generated by smell. (Bell and Bell 2007)
We are 100 times more likely to remember something that we smell than something that we see, hear or touch. (Vlahos 2007)
Scent touches us in lasting ways
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Scent has been shown to impact how consumers: Evaluate
products
Decide to buy a product
Spend money & time
Feel
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Scent boosts salesGrocery - sales tripled when ambient scent was added.
Restaurant - 15% more time and 20% more money spent in a scented environment versus non-scented.
Retail clothing store - sales almost doubled on days when a scent was used.
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What do you feel when you smell…?
= alert, bracing, sharp, energized
= comfort, trust, reliability
= clean, happy, energetic, fresh
= calm, relaxed, soothing
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Use of scent in OTC marketing supported by:
The growth in alternative medicine
Increasing number of products and brands competing for customers
Green movement and emphasis on natural ingredients
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Scent possibilities at multiple
customer touch points
Brand or Product
Product fragrance & flavor
POS shelf or display scenting
Scented packaging
plastic, box or label
Bus shelters, promos
and events
Scented direct mail,
coupons & ads
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The smell-taste linkFlavor is 70% smell and only 30% taste
Enhancing the smell of your product can make it more palatable to consumers
Use iconic flavor/smells in marketing to reinforce your brand
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Making a difference where it counts76% of purchase decisions are made in the store, and 50% in the aisle.
39% of consumers choose a brand to purchase while in the store.
Almost 30% buy in a category they didn’t plan to buy.
* Research by Miller Zell and OgilvyAction
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Make your packaging work for youWhat is this medicine going to taste like?
I hope it doesn’t smell bad!
I like that flavor/ smell. I’ll definitely buy this (and again and again)!
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Scented packaging methods
Packaging can be scented in many different ways:– Labels
• Scratch ‘n sniff • Rub n’ sniff
– Canister insert – Integrated into material
• Cardboard box or blisterpack• Plastic container
– Caps, covers and openings
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Draw consumer’s attention
Stimulate impulse purchases
Encourage tries by first time buyers
Final push to get them to choose you over a competitor
Scenting at the point of sale
What to choose…?
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POS scenting can save you money
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Small scent diffusers can be attached to shelves or incorporated into cardboard POS displays and racks
• Timer activated• Motion activated• Continuous • User activated
Point of sale scent methods
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Scented advertising
“Half the money I spend on advertising is wasted; the trouble is, I don’t know which half.” John Wanamaker According to a study, scented print ads were read almost 20% more than non-scented ads. (GfK MRI Starch Advertising Research 2012)
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Your turn…
How can you use the power of scent to:
Increase sales
Reinforce your brand
Enhance customer experience
Preview flavors
? ? ?
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Learn more about how to use scent to strengthen your brand and boost your sales at
Jennifer [email protected]
561-400-0009www.scentmarketing.org
www.scentworldevents.com