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Case Study: Target Super Valen Bowl • Two Big Dates to Love: The Super Bowl and Valentine‟s Day – in shared POP, media and other marketing materials and under a "Happy SuperValenBowl" theme. • The events were also united in a "Super Love Sender" program on Target‟s Facebook page. • “Fans“ could send customized video cards to help determine how to allocate a $1 million donation for educational programs. 120 Source: MarketingLab April 2010
Case Study: Publix Greenwise • Greenwise is a part of Publix‟s broader health and wellness program. • This is a one-stop shopping destination for anyone who appreciates organic, all-natural, and earth-friendly products, excellent food and non-food products, and a thoroughly enjoyable shopping experience. 121 Source: MarketingLab April 2010
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Contents Day One 1. Integrating con
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But first, share your „homework
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The US view: similar „suspects‟
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Top 10 Australian best practice SM
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1. Integrating consumer, shopper an
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Introducing Key Retail Objectives
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IPI: Inter Purchase Interval The ti
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Basket Size How many items are in e
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AWOP: Average Weight of Purchase Re
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Which Retail Objectives do these ta
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What about this one? Palmolive Wint
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Introducing the 5-Way Multiple Freq
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Implications for Promotions The ret
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POP Quiz: Match the promo mechanic
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Marketing goals vs shopper & retail
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Exercise: Integrating shopper into
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Module 2: Content Coverage What is
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The story of Cat Man is part of the
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Retailing was evolving rapidly in t
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How could these increasingly domina
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In Europe, ECR identified four pill
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Nielsen refined this to 5 steps in
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Meanwhile, ECR has moved on: Demand
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8 step process revisited: Definitio
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Current Category Management Scope (
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We‟re going to cover both. Catego
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Brian Harris, „father of CatMan
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Shopper Marketing: some definitions
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Shopper Marketing status Key Takeou
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When does a consumer become a shopp
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Shopper Marketing Technologies are
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New technology uses in bricks and m
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Instore, there is interest in dynam
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Shopper Marketing Activity Types: B
Page 70 and 71: Different vehicles play different r
Page 72 and 73: Different vehicles different roles:
Page 74 and 75: Other types of vehicle selection co
Page 76 and 77: Exercise: Understanding Shopper Mar
Page 78 and 79: Module 3: Content Coverage The Shop
Page 80 and 81: While Instore P2P: different roles
Page 82 and 83: Path to Purchase: what shoppers lik
Page 84 and 85: The „first moment of truth‟ is
Page 86 and 87: Or the GFK Interscope „Web‟ 86
Page 88 and 89: Roles along whatever the „P2P‟
Page 90 and 91: Some examples: Prestore and instore
Page 92 and 93: Masterchef Australia: Coles Sponsor
Page 94 and 95: Exercise: Shopper Cycle and Dynamic
Page 96 and 97: Module 4: Content Coverage Touchpoi
Page 98 and 99: Range Ranging Strategy asks and sol
Page 100 and 101: Reach 1 5 9 13 17 21 25 29 33 37 41
Page 102 and 103: Space Management: Principles, Defin
Page 104 and 105: Primary vs secondary locations Prim
Page 106 and 107: Understand the whole store: POP str
Page 108 and 109: Prioritising points of engagement B
Page 110 and 111: What works for DVD category? What d
Page 112 and 113: Price and purchase decision hierarc
Page 114 and 115: Promotion objectives: what is the r
Page 116 and 117: Persuasion (store staff) Persuasion
Page 118 and 119: Combining instore drivers and out o
Page 122 and 123: Case Study: OfficeMax In Place Syst
Page 124 and 125: Instore POS to suit the retailer 12
Page 126 and 127: And with on-pack stickers 126
Page 128 and 129: Coca-Cola „360‟ activations of
Page 130 and 131: Kraft occasion based instore and ou
Page 132 and 133: Executed out of store and instore 1
Page 134 and 135: Uncle Tobys/Woolworths campaign:
Page 136 and 137: Coles Oats Season 2011 • Situatio
Page 138 and 139: Exercise: Touchpoint Messaging and
Page 140 and 141: 5. Shopper Behaviour Fundamentals S
Page 142 and 143: Core shopper behaviours: The 5Ws +
Page 144 and 145: Hows : some key concepts • Traffi
Page 146 and 147: Not one-size-fits-all for a categor
Page 148 and 149: Typical Xmas gift purchase decision
Page 150 and 151: Home entertainment category: Shoppe
Page 152 and 153: How can you apply a purchase decisi
Page 154 and 155: Shopper „types‟ - a number of l
Page 156 and 157: Grocery shopper Who: Not just „MG
Page 158 and 159: Linking Consumer & Shopper Consumer
Page 160 and 161: Whys: Occasions = cross category ma
Page 162 and 163: International: SuperValu Holiday Jo
Page 164 and 165: Trip types vary by channel: Market
Page 166 and 167: Let‟s discuss some examples Occas
Page 168 and 169: Exercise #2: Shopper Behaviour Fund
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Module 6: Content Coverage Shopper
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Most powerful when data sources are
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Types of shopper research (selected
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Methodology Scope : Tailored, not o
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Instore marketing research: Two lev
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Need for channel and retailer speci
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Shopper Research Applications (1) T
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Insight or merely Information? •
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Complete the above. Exercise: Deter
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Shopper Research case studies
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Case Study: Home Entertainment Shop
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Case Study: Household Cleaning Port
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Case Study: POS execution in Cafes
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Case study: Impulse alcohol RTD - T
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Least Category shopper typology: Of
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Shopper segment quantification Segm
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Occasions vs trip types (missions)
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Retailer perceptions: Store, catego
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Quantified behaviours (eg Frequency
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Observations: Traffic hotspots COOL
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In-store influences on Purchase Ins
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212 Insight to application examples
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Some international activations base
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Exercise: Build a Shopper Insights
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Module 7: Content Coverage Measurem
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Activity effectiveness ratings: SM
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Measure types: Retailer business me
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Measurement types: Tangible vs Inta
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Measure Types: POP drivers (2) Pric
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Determine what your promotion/activ
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Outputs: what we did • Execution
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Outcomes What difference did the pr
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Building Better Measurement: Booz 2
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8. Integrating Shopper Marketing Se
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Setting up for success Shopper Mark
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SM as Strategic Capability: Booz 20
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Investment matrix: advertising and
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And a final word ... Learnings to D
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247 APPENDICES
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Glossary of Common Terms: F-N Term
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References PRIMARY REFERENCES • B
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New and emerging instore marketing
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