Industry Breakfast - RV
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Transcript of Industry Breakfast - RV
Navigating the digital highway
A presentation for the RV Industry by Tim Beveridge, Digital Planner, Clemenger BBDO
http://flickr.com/photos/jukkie/2444280776/
Hi, I’m Tim. I like camping and rock music
Credit: Me
I also like working at Clemenger
Credit: My mate Mike
http://flickr.com/photos/latent-exposure/2504031052/
For me it’s like a well stocked fridge
http://flickr.com/photos/ashleyabstract/2310183695/
I’ve been a psychologist
Psychology &
Philosophy
http://flickr.com/photos/koolbadgescom/2315643887/
I’ve been a web developer
Technology
ASP, SQL, HTML, XHTML,
CSS, Flash, Actionscript,
VBScript, T-SQL, blah,
blah, blah…
http://flickr.com/photos/mister_flash/2430026454/
Then I got a job in advertising
Marketing
Squib, Tribal DDB, White
Agency, Clemenger BBDO
http://flickr.com/photos/surlygrrrl/2400004742/
To me it’s a giant mixing bowl
11 years
16 years
5000 days
55,000 hours
Fosters, NAB, Masterfoods, WSPA, HBA, DHS,
Telstra, 3 Mobile, CBA, ANZ, Sensis,
Yellowpages, Whitepages, Trading Post,
Citysearch, GoStay, Michelin, BFGoodrich,
Mazda, Mercedes, Renault, Heinz, Brown Brothers
Wines, Realestate.com.au, Hocking Stuart,
VicUrban, Amcal, Dulux, STA Travel, Intrepid
Travel, & Yellowpages.com (US)
We’re in very interesting times my friend!
Biggest Social
Change Since The
Industrial Revolution
http://flickr.com/photos/joelwrightphotography/2683811818/
Digital is too difficultDigital is still starting out
Credit: My Mum
Both of these are
wrong
“If you want to
understand change you
need to be part of it.” Joseph Jaffe
Old News Trust Me
The argument is over
Source: TNS / Google Australian Automotive Consumer Behaviour March 2008. n=478 Au new car buyers
91.87%
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% o
f H
om
e A
ccess U
sers
Month
Home Broadband Penetration Australia - from January 2005
Broadband defined as any access speed greater than 56K.
As Broadband speed and penetration increases, advertisers will see the increased opportunities the internet can bring as a advertising medium
Source: Nielsen Online Home only May 2008. Broadband is defined as >56K
In May 2008, the penetration of 91.9% equates to 9,615,006 people from home accessing the internet via a
Broadband connection
Broadband penetration in Australia
Search for general
Info
Configure Discover new
makes/ models
Look for Aftersales
info
Locate dealer
94%
79% 76%69%
51%
37%
22%
Order/ Download brochure
Q: Did you use the internet to conduct any of the following activities?
Usage of internet
Look at Finance options
Ninemsn Homepage (1.2M uv’s/day) Yahoo!7 Homepage (800,000 uv’s/day)TheAge/SMH Homepage (410,000 uv’s/day)
We have the ability to make a big splash using the major Publishers
BigPond Homepage (408,500 uv’s/day) News Digital Homepage 453,238 uv’s/day)
Source: PWC Online Ad Expenditure report – December 2007
2007 online adspend - $53.2M2004 online adspend - $10.4M 512% growth in 3 years
Potential reach Automotive spend online
I’m bored!
http://flickr.com/photos/wiseacre/314847233/sizes/l/
Digital is easy.
This is a how to presentation
Web 2.0 & Web 3.0
Mobile
ForumsUser Generated Content
Social NetworkingViral Blogs
Falling in love ROI
Marketing is a big funnel
http://flickr.com/photos/16928417@N05/2886864022/
Marketing is about love
http://flickr.com/photos/bossdrums/448765939/
Love is about marketing
We are here to make people fall in love
with us
The funnel of love
It’s Challenging
Massive Audience
Universe of channels
Who have no attention span
Our audience have no attention span
And enormous power to ignore us
15 years ago marketers could hit 80% of the
population with 3 TV spots
The silver bullet has gone
The playing field is more level now
This is a how to presentation
I’m going to tell you how I think about digital
http://flickr.com/photos/jonathanclark/437750047/
Digital vs RetailDigital is like retail
Someone has to make all this happen!
• Entry experience
• Signage & Language
• Products
• Product placement
• Sales & Services
Considerations of retail are very similar to online
• Driving store traffic
• Increasing basket size
• Brand
• Trial
• Specials & Offers
Sometimes it’s like the front bit of Ikea
Sometimes it’s like the back bit of Ikea
The web is like a mall
http://flickr.com/photos/jaevus/845178421/
Steps on the path to love
CommunicatorsCommunicators
These talk to people who
don’t know us or the message
we have to send – Get ‘em
interested
These talk to people who
don’t know us or the message
we have to send – Get ‘em
interested
InfluencersInfluencers
These inform, excite, explain, motivate etc – Reel ‘em in.
These inform, excite, explain, motivate etc – Reel ‘em in.
OptimizersOptimizers
These maximize the enjoyment of the purchase
and encourage re-purchase. Keep the love
fresh and relevant
These maximize the enjoyment of the purchase
and encourage re-purchase. Keep the love
fresh and relevant
FulfillersFulfillers
These deliver the goods in a way that seals
the deal.
These deliver the goods in a way that seals
the deal.
BrandBrand
1.Understand how all your efforts apply to the buying process
2.Understand how all those efforts interrelate
3.Measure, measure, measure
How to maximise ROI online
http://flickr.com/photos/greenmyapple/323212268/
Understand how your efforts apply to the buying process
Awareness Consideration Selection Sales Repeat
The buying process (falling in love)
Awareness Consideration Selection Sales Repeat
The buying process (falling in love)
• Speak to people who don’t know you
• Make them like you/Change their minds
• Get them interested
• Get on their radar
Awareness Consideration Selection Sales Repeat
The buying process (falling in love)
• They’re interested now – engage them, inform them, excite them
• You can do this through rational or emotional methods
Awareness Consideration Selection Sales Repeat
The buying process (falling in love)
• Make this bit EASY!
• Make it a fantastic EXPERIENCE
Awareness Consideration Selection Sales Repeat
The buying process (falling in love)
• If you’ve gotten here make sure you keep in touch in a way that is RELEVANT and ADDS VALUE
• Keep the love fresh and relevant
What does what?
Display Media
Interactive Experience
Subject Matter Site Subject Matter Site
Paid Search
Organic Search
Paid SearchOrganic Search
Awareness Consideration Selection Sales Repeat
Paid eDM
Website
Digital PRMember eDM
Landing Page
Microsite
Company Blog/Forum
Paid Mobile List
Member Mobile List
Member Website
http://flickr.com/photos/sweetprinces/459731519/
Understand how all your efforts interrelate
Marketing Architecture
Sales PathSource Of Prospects Entry Point Outcome
CustomiseOnline Booking
Test DriveDealer
CustomiseOnline Booking
Test DriveDealer
Awareness &Consideration
Consideration &Selection
Selection &Sale
ATL MediaATL Media
Online Ads etcOnline Ads etc
Keep up the momentum Execute sales effectivelyDrive awareness
Dealer/Test DriveDealer/Test Drive
Microsite / WebsiteMicrosite / Website
EventsEventsCRMCRM
Lead ManagementLead Management
SalesSales
SubscriptionsSubscriptions
Test DrivesTest Drives
Repeat
CRMCRM
ServicingServicing
SubscriptionsSubscriptions
Acquisition eDMsAcquisition eDMs
BrochureBrochure
AccessoriesAccessories
Repeat
Develop relationship
http://flickr.com/photos/robert_scarth/401067121/
Measure, Measure, Measure
• Establish core, consistent advertising methodology
• Measure everything• Use unique URLs to track press, TVC, outdoor, promotions, DM, whatever.
• Measure from point of contact through to discrete action (test drives, downloads, time on site, dealer visits, etc)
• Establish formal optimisation & testing strategy against that core methodology
Measure, Measure, Measure
Maximise Reach & Impact
on Reach
Maximise Reach & Impact
on Reach
Measuring your marketing efforts
Sales PathSource Of Prospects Entry Point Outcome
CustomiseOnline Booking
Test DriveDealer
CustomiseOnline Booking
Test DriveDealer
Awareness &Consideration
Consideration &Selection
Selection &Sale
ATL MediaATL Media
Online Ads etcOnline Ads etc
Keep up the momentum Execute sales effectivelyDrive awareness
Dealer/Test DriveDealer/Test Drive
Microsite / WebsiteMicrosite / Website
EventsEventsCRMCRM
Lead ManagementLead Management
SalesSales
SubscriptionsSubscriptions
Test DrivesTest Drives
Repeat
CRMCRM
ServicingServicing
SubscriptionsSubscriptions
Acquisition eDMsAcquisition eDMs
BrochureBrochure
AccessoriesAccessories
Repeat
Develop relationship
Encourage exploration. Make them fall in love
Encourage exploration. Make them fall in love
Provide multiple sales
paths
Provide multiple sales
paths
Measure discrete
outcomes
Measure discrete
outcomes
Provide value-based opportunities for ongoing interaction
Provide value-based opportunities for ongoing interaction
The all important dashboard
Main DashboardGoal related performance over
time
Main DashboardGoal related performance over
time
Campaign
SummaryGoal related performance by
campaign
Campaign
SummaryGoal related performance by
campaign
Search
SummarySearch performance over
time
Search
SummarySearch performance over
time
Display
SummaryDisplay performance over
time
Display
SummaryDisplay performance over
time
Landing Page
SummaryLanding page performance
over time
Landing Page
SummaryLanding page performance
over time
Microsite
SummaryLanding page performance
over time
Microsite
SummaryLanding page performance
over time
All of these report on performance in regards to the following goals:
Reach (unique browsers)
Booked Test Drives
Enquiries
Downloads
Time on site
All of these report on performance in regards to the following goals:
Reach (unique browsers)
Booked Test Drives
Enquiries
Downloads
Time on site
So what about RVPoint?
• RVPoint Delivers you opportunities in two core ways
• Reach: RVPoint lets you target highly qualified leads (people already in-market).
• Exploration: RVPoint allows you to deliver an explorative experiences in a way that is different to your website and yet endorsed by RVPoint – Therefore some people will consider it more credible
So what about RVPoint?
Sales PathSource Of Prospects Entry Point Outcome
CustomiseOnline Booking
Test DriveDealer
CustomiseOnline Booking
Test DriveDealer
Awareness &Consideration
Consideration &Selection
Selection &Sale
ATL MediaATL Media
Online Ads etcOnline Ads etc
Keep up the momentum Execute sales effectivelyDrive awareness
Dealer/Test DriveDealer/Test Drive
Microsite / WebsiteMicrosite / Website
EventsEventsCRMCRM
Lead ManagementLead Management
SalesSales
SubscriptionsSubscriptions
Test DrivesTest Drives
Repeat
CRMCRM
ServicingServicing
SubscriptionsSubscriptions
Acquisition eDMsAcquisition eDMs
BrochureBrochure
AccessoriesAccessories
Repeat
Develop relationship
Where to use RVPoint?
KEY METRICS
Page Impressions1,939,83
4
Unique Browsers 46,593
User Sessions 72,359
Frequency 1.55
Ave PI's per user session 26.8
Ave Session Duration 7.48
Use the homepage to reach large numbers of people
Lots of options
There is no silver bullet anymore
Use all of them
FreewindDownload a brochure
ClassicDownload a brochure
BirdsvilleDownload a brochure
Leisure Seaker
Download a brochure
Encourage exploration and drive engagement with a supersite AND a website
A case study
Case Study 3 - Mini Cherished (UK) – Banner Ad
Mini Cherished (UK) – Banner Ad Storyboard
1. Strong creative idea.
2. Leads with relevant product information.
3. Entices you to click for a measurable outcome.
Mini Cherished (UK) – Landing Page
1.Takes browser to an information rich & and relevant
landing page.
2. Ability to refine the search.
3. Breadcrumb trail showing the stage of your journey.
4. Relevant links are also available (see below).
Mini Cherished (UK) – Landing Page 2
To encourage people to fall in love with your stuff.
Ph: +61 417 384 574
W: www.clemenger.com.au
Thanks. If you want to know more you can contact me here: