Millward Brown Saudi Arabia: Brand building in the digital age
1. Brand building in the digital age
Why effective brand and communications planning matter more than ever
11
2. The
probability
of growth
What proportion
of brands grow
over a 5 year
time frame?
Brands
matter more
than ever
before
For consumers
brands are
shortcuts to
meaning
The value of
being
Meaningful,
Different and
Salient
How brand
attitudes drive
sales, price
paid and future
growth potential
Our media
landscape is
changing
The media world
is more complex,
offering
challenges and
opportunities
Five
ingredients
of a
successful
comms plan
The five
ingredients of a
successful
communications
plan
Takeaways
Applying the
thinking to your
business
Brand building in the digital age
2
3. 3
The probability of growth
What proportion of brands grow over a 5 year time frame?
4. What percentage of brands included in BrandZ grew measurably over the
course of 5 years?
Source: analysis of global BrandZ data for same brands across 5 years4
1/51/8 1/4 1/3
5. Within the 1 in 5 that grew, which group would you want your brand to be
in?
Source: 2012/3 compared to 2007/8 for 2,419 brands measured in BrandZ with measures normalized for brand size in 2007/8
5
+20% +6%
7. How many seconds does it take people to decide the appeal of a web page?
7
1/5 1/2 21/20
8. We react first then think
8
“ Most of what you think and do originates in your
System 1, but System 2 takes over when things
get difficult and it normally has the last word”
– Easy
– Automatic
– Fast
– Effortful
– Logical
– Slow
SYSTEM 2SYSTEM 1
9. Three sets of associations shape how we respond to brands
9
BRAND
EMOTIONEXPERIENCEKNOWLEDGE EMOTIONEXPERIENCEKNOWLEDGE
10. So ideally brands need to be the OBVIOUS CHOICE
10
– Have salient,
positive and
motivating
associations,
e.g. fresh
breath all
day
SYSTEM 2
– Be
immediately
recognizable
– Have a
strong,
positive
emotional
“charge”
SYSTEM 1
11. 11
The value of being Meaningful, Different and
Salient
How brand attitudes drive sales, price paid and future growth potential
15. Which of these three qualities is most important to a brand’s success?
Source: analysis of global BrandZ data for same brands across 5 years15
DifferentMeaningful Salient
Foundation Competitive
edge
Main growth
driver
16. Three reasons why brands need to be meaningfully different
16
Grow faster
when
salience
increases
Command a
price
premium
Attract more
than fair share
of followers
on social
networks
17. When salience grows meaningfully different brands grow faster
Source: 2012/3 compared to 2007/8 for 2,419 brands measured in BrandZ with measures normalized for brand size in 2007/8
17
Salience grew
but not meaningfully different
+20%
Meaningfully
different and
grew salience
+6%
18. Meaningful differentiation, as perceived by consumers, encourages them to
pay more for a brand
Source: Millward Brown R&D study, NZ merged equity and Flybuys behavioral data for 810 consumers. 13 brands18
0.00
1.00
2.00
3.00
4.00
5.00
6.00
7.00
8.00
9.00
Low Premium Medium Low High Premium
Brand-Driven Price-Driven
AveragePricePaid
Even price-driven
consumers pay more
for high Premium
brands,
the ones they think are
meaningfully different
19. Brands that are DIFFERENT & TREND SETTING attract more than their
fair share of followers on Social Media
19
Meaningful
113
Different 147
Salient
100
Power
8
Meaningful
104
Different 91
Salient
125
Power
10
MORE FOLLOWERS THAN
EXPECTED
LESS FOLLOWERS THAN
EXPECTED
GROWTH POTENTIAL 61% GROWTH POTENTIAL 46%
20. Don’t forget, people watch ads for the brands they like, but they still
have to see them
20
21. 21
Our media landscape is changing
The media world is more complex, offering challenges and opportunities
22. The world is changing fast…
22
FRAGMENTING MEDIA
DIGITAL CONTENT
SOCIAL MEDIA
E-COMMERCE
MOBILE
CONSUMER
GENERATED
ADDRESSABILITY
23. Digital represents a big media opportunity in Saudi Arabia due to…
23
HIGH USAGE
&
STRONG
RECEPTIVITY
102minutes
(19%)
189
minutes
(35%)
99minutes
(34%)
43
minutes
(12%)
Global Average 113 (27%)
Global Average 108 (26%)
Global Average 50 (12%)
Global Average 147 (35%)
TV Smartphone Laptop Tablet
24. In the Middle East and North Africa today the cost of achieving a 1%
increase in brand attributes in digital compared to traditional is…
Source: Millward Brown Cross Media studies in MENA24
1/31/2 2/3 1/4
25. When planned effectively digital offers significant reach potential in MENA
Millward Brown Cross Media studies in MENA25
TV: ~75%+
OOH:
~50%+
(metro only)
Digital 36%
53%
10%
Print: 35%
Radio: 17%
%REACH
26. In this case study from Turkey Facebook performs in line with major TV
channels on reach
Video neutral case study Turkey26
48% 53%
Channel 1
48%
Channel 240%
Channel 3
38%
Channel 4
34%
Channel 5
27. The media world is fragmenting but digital and social offer new
distribution opportunities
27
EARNEDOWNED
Related
digital
content
EARNED
Social and media
response to the
event
OWNED
Event to
capture
imagination
PAID
The impression
you
want to deliver
PAID
Amplifies
the
coverage
Maybe
shared
TRADITIONAL NEW
28. Digital-led earned campaigns need to aim for the stars, only the most
compelling ideas will work
Source: Analysis of YouTube data and Link Database
28
Video views per week by creative strength
0
1000
2000
3000
5000
4000
2000
1000
3000
4000
5000
Low Average High
Only the top 5% of
video ads are likely
to go truly viral.
These ads are in
the top 10% of our
database on
enjoyment,
involvement and
distinctiveness.
29. Word of Mouth has strong impact but low reach, so needs to be amplified
by traditional media
Source: APAC Crossmedia database29
1.6
2.1
1.5
0.9
AWARENESS PURCHASE INTENT
POSITIVE IMPACT
75%
36%
LOW REACH
30. Source: Link database, new brand n=150 and established brand n=53030
If an ad makes the brand seem really different the likelihood of a short-
term and long-term sales response increases
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
New Brands Established
Brands
Likelihoodofsales
increase
Low
Medium
High
31. 31
Five ingredients of a successful comms plan
The five ingredients of a successful communications plan
32. Start with the task the advertising needs to achieve and align with what
makes the brand meaningfully different (or has the potential to do so)
TASK
What needs to change in order to increase sales
and profit? Whose behavior needs to change?
INSIGHT
What will motivate your audience to change their
behaviour?
CREATIVE PLATFORM
Will the creative idea resonate strongly enough
with the target audience? Does it fit with what your
brand stands for? Can your brand own it?
CHANNEL CHOICE
In addition to reach, what does each channel need
to do in order to accomplish the task?
CREATIVE EXECUTION
Does each execution work to achieve its goal
within the channel format and expected consumer
mindset?
34. Because getting it right unlocks tremendous value, as this example from
KSA demonstrates with synergies multiplying brand impact 200%
Source: CrossMedia – non-FMCG, KSA
34
13%
13%
30%
44%
Online
TV
OOH
1%
4%
11%
15%
70%
Online
PrintTV
Synergies
OOH
Print
Share of Budget Share of Brand Impact
35. Google’s Voice Search Campaign, Media Lion Grand Prix 2012
TASK Get more people to use Google’s voice search
INSIGHT Making the hyper-relevance of voice search more
meaningful and salient to people will drive usage
CREATIVE PLATFORM Use phonetic spelling of most interesting local
landmarks to focus attention on voice search
CHANNEL CHOICE Leverage the location specific nature of outdoor
CREATIVE EXECUTION Use context to drive the specific creative content
37. Gillette Mach 3 W.A.L.S. campaign in India
TASK
Double market share for Mach 3 by encouraging
young men to shave more often.
INSIGHT
Who do men listen to more than celebrities?
Answer: Women. 77% of Indian women say they
prefer a clean-shaven look.
CREATIVE PLATFORM Create a grass roots movement to change the idea
that stubble is cool.
CHANNEL CHOICE
Facebook + Media, bloggers and celebrities tipped
off. TV, price promotion and POS along with
special events capitalizes on publicity.
CREATIVE EXECUTION
Facebook page. TV execution focused on price
promotion to draw people to stores.
39. $3.25M free media coverage, improved brand equity and tripled market
share for Mach 3 and haloed up to Gillette overall
Source: BrandZ India 201339
Meaningful
198
Different
181
Salient
193
Power
29.2
0% 50% 100%
Park Avenue
VI-John
Axe
Dettol
Gillette
Setting the trends
41. Consumer insight is fundamental to success
TASK What is the best opportunity to grow sales?
INSIGHT What will motivate people to buy?
CREATIVE PLATFORM
Which creative idea will fit with the brand, resonate
with consumers and differentiate?
CHANNEL CHOICE
How will you best reach consumers at each point
on the path to purchase?
CREATIVE EXECUTION
Will your key executions work to achieve their
task?
42. 42
Any questions?
Chief Global Analyst
Nigel Hollis
nigel.hollis@millwardbrown.com
+1 203 434 4868
Country Manager Saudi Arabia
Piotr Chodakowski
piotr.chodakowski@millwardbrown.com
+966 12 606 7248
Editor's Notes
How many seconds does it take people to decide on the appeal of a web page?
Judgments are made fast and instinctively. It takes 1/20 of a second for people to make a decision about the visual appeal of a web site, quicker than they can form a conscious thought.
This little fact comes from “Attention Web Designers: you have 50 milliseconds to make a good first impression” by Gitte Lindgaard, Gary Fernandes, Cathy Dudek and J. Brown from the Human-Oriented Technology Lab at Carleton University, Ottawa, Canada. The paper finds that people can make accurate decisions about the visual appeal of a Web site in one 20th of a second. This instinctive reaction correlated well with more deliberative assessment of appeal of separate control samples given as much time as they wanted to make the judgment.
But we do not just react instinctively to web pages. We react instinctively to everything. Everything. And that reaction is directed by the emotional charge of the object, event or person.
Dividing the way our brain works into two systems is a huge over-simplification. Kahneman states,
“You should treat ‘System 1’ and ‘System 2’ as nicknames, like Bob and Joe, identifying characters that you will get to know over the course of this book. The fictitious systems make it easier for me to think about judgement and choice and will make it easier for you to understand what I say.”
In reality, the two systems are inter-related and the balance of power fluctuates between the two depending on the intensity of the reaction and the difficulty of understanding the situation and making a choice.
As a marketer the last thing you want to do is make things difficult for consumers. Ideally you want them to respond to your brand instinctively and positively and not to have to think about their purchase decision.
A brand is stored as a series of fragments, rather than a discrete entity. However, the associations aren't just a jumble – they are organized into three main groups which correspond to three discrete brain systems, each of which deals with a different type of information.
Knowledge: the key sensory cues which identify something – its shape, its color, its name, and the key information about what it is.
Experience: how something is used, where it's found, what it does. In marketing terms, how we experience the brand.
Emotion: the positive (or negative) feelings we have toward something – its desirability, its inherent appeal.
So while the emotional response primes us to respond positively or negatively the other two modules prime us to know what the object of situation is and what it is good for.
A similar pattern exists for the likelihood that longer-term predisposition will increase but both new and established brands benefit equally
Might normally expect 40%
Jury President Mainardo de Nardis, CEO of OMD Worldwide, described this year's mantra for the Grand Prix as "the three fundamentals of our industry: technology, analytics and storytelling."
"One thing we all particularly liked [about the Google entry] was technology driving targeting driving briefing and strategy and eventually creative," he said. "That's the reverse order from what one usually sees and I found that fascinating."