How Universal Avenue increased earnings for their B2B sales team by creating advanced predictions based on internal and external data streams.
Science showed that 70% of communication is about its creative content not marketing power. Traditional research however measures just rational requirements. This presentation is a call-to-action - a call to combine all research and analysis sources in order to create actionable outcomes.
Great change is now unfolding in the retail sector, with social media and mobile commerce driving whole new opportunities for the businesses involved in retail. With great innovation, however, comes great uncertainty. Many businesses are struggling to identify the appropriate role that these new technologies or channels can have in driving sales. Based on original research this paper seeks to provide a framework for thinking that can be utilised by brands and retailers, in order to harness the potential opening up before them.
Over 40 years ago Bass and Parsons declared that measuring the impact of advertising on sales is the most difficult and controversial problem in marketing. While still a challenge today, measurement of the effect of advertising has progressed. Marketers now have options including examining salience, aggregate sales uplifts or using gold standard single-source data to measure advertising effects. It may seem that engagement metrics are a natural progression in measuring the effect of advertising, but this paper asks if the debate about engagement is where attention should be directed.
Four types of consumers are described, ranging from the most self-controlled and austere to those that experience economic, social, and familiar difficulties due to their psychological and emotional dependence on buying. The results are based on a representative sample of the Basque population, so prevalence data on addictive buying valid for Spanish consumers are provided, and the question of gender is also addressed. Finally, some commonly held ideas on rationality and emotionality are discussed, and an integrative framework is proposed.
As online marketing activities are growing and becoming an essential part of the overall marketing approach it is important to measure effectiveness of this new media in terms of its impact on sale, with respect to traditional marketing media.
The Office Products Market in Europe is characterised by a complex distribution structure and multiple sales channels. Up to seven layers of distribution for some consumable products add significantly to prices paid by the end user. Our client, a leading supplier of both consumable and hardware office products needed to understand the market dynamics in all parts of the distribution chain from suppliers of finished and semi-finished products to the end user. The paper describes the process by which the market was researched in its entirety through detailed market investigations to generate a full understanding of all aspects of the market place. The investigation covered the whole supply, distribution and user chain for key products from Original Equipment Manufacturers, other market suppliers and importers, all channels of distribution and leading edge end users. A key feature of the projects was the full integration of existing data, the close working relationship with the country and European sales organisations of the client. The project covered all countries in Northern, Western and Southern Europe. The project approach, market coverage, quality of interviews and sophisticated analysis was directly responsible for the success of the client in the market place. In the main market sectors, the company was able to achieve significant increases in market share. Results of the survey led to a review of the entire distribution structure, opening up of new distribution channels, channel rationalisation in many countries and lower end user prices whilst protecting product margins.
This paper outlines a regional analysis of the off-patent manufacture of agrochemicals in Europe, the Far East and Latin America. The volumes of sales turnover produced by this manufacturing sector are identified, and the range of chemical types being produced. Individual examples are given to highlight the effect that this additional production base can have on supply and pricing, as well as an indication of the range of actives still in short-term development.
Heavy up TV advertising for packaged goods has been the traditional way of estimating its effect on sales in the United States. With recent advances in information technology, testing can now be replaced by econometric modelling techniques that removes the influences of other marketing factors such as price changes, promotions, distribution and competition. The result is estimates of different sales responses over a range of television GRP delivery levels. This allows the TV budgeting and the local market allocation process to be planned on the basis of its contribution to sales. This paper begins with a discussion of evaluating advertising's sales response in the U.S. in an historical context, beginning as a design-driven process and recently moving to a model-driven process. The subject of econometric analysis for packaged goods product's advertising is introduced, and the technique for handling the residual effects of advertising is discussed. The non- linear nature of the advertising-to-sales relationship is displayed in a unique format for direct, end-user decision- making. Live examples demonstrate the power of the approach on both a national and local basis. There is a discussion of continuous vs. flighting schedules, day parts and limitations of the approach. A special-case application of econometrics is discussed for those who are wedded to test vs. control designs.