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Neuromarketing: Understanding the Subconscious Drivers July 26 Online Campaign Ratings August 30 Women of Tomorrow September 22
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
Todays presenter
Vicki Gardner SVP, Product Innovation, Nielsen
Vicki Gardner serves as Senior Vice President, Product Innovation for Nielsen. Vicki is responsible for innovation services which include the BASES suite of services, for North America clients. Her role is to help Nielsens clients be more successful in selecting and marketing their new products. Vicki joined the organization in 1995 and has held positions of increasing responsibility in client consulting. In addition to working with a wide variety of CPG manufacturers in the US, Vicki has also lived in Belgium, providing innovation consulting in Europe, the Middle East & Africa. During her tenure with Nielsen, Vicki has also worked in Business Process Improvement, focusing on quality improvement and cycle time reduction for Nielsens Global Operations. She is a certified Master Black Belt. Vicki holds a Bachelors degree from Wittenberg University and a Masters degree from the University of Cincinnati.
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
~50%
~10% 10%
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
1
Measure all that matters to consumer adoption
2
Focus on how these relate to success
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
Original metrics still vital but they dont tell the whole story
successfully communicating? breaking through the clutter? being relevant? meeting a consumer need?
Traditional K ey Measure s
generating buzz?
Purchase In tent Liking Value Uniquenes s Units per P urchase Frequency of Purchase Performanc e versus Expectatio ns
having a competitive advantage? winning at first moment of truth? offering true innovation?
8
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
Identify
Measure
Predict
Success
Built a patented consumer adoption framework 20,000 concepts tested with framework 600 items tracked in-market to understand success
9
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
Credibility
Give enough reason to believe
Need/ Desire
Be relevant
Acceptable Downsides
Findability
Be in the right places
Message Connection
Land your message
Acceptable Costs
Win the value equation
Attention Catching
Get noticed
Product Delivery
Deliver on product promises
Distinct Proposition
Offer true innovation
Product Loyalty
Be strong in the long run
Nielsen BASES
Factors for Success
SUCCESS
10
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
Distinct proposition
Attention catching
11
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
Message connection
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
Need/Desire
Advantage
Credibility
Acceptable Downsides
13
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
Findability
Acceptable Costs
14
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
Product Delivery
Product Loyalty
15
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
1
Measure all that matters to consumer adoption
2
Focus on how these relate to success
16
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
20% 0%
17
Overall purchase intent represents a weighted combination of all five boxes of purchase intent. Copyright 2011 The Nielsen Company Confidential and proprietary ** Shown among consumers with positive purchase interest.
Innovation Revela
Outstanding
Ready
Risky
Failure
18
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
Probability of two-year survival based on that new model for each decile of the product delivery measure in BASES Key Measures Database This modeling exercise was repeated for every success factor for each definition of success
Ready
Failure
1
Risky Ready Outstanding
Failure
port
0%ile
100%il
0.9
19
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
Old
80%ile
Somewhat above average
Ready Risky
60%ile
Average
40%ile
Somewhat below average
20%ile
Below average
0%ile
20
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
New
Rank in BASES Key Measures Database 100%ile Outstanding Ready Risky Failure
All measures
Above average
80%ile
Somewhat above average
60%ile
Average
40%ile
Somewhat below average
20%ile
Below average
0%ile
Distinct Proposition
21
Need/ Desire Credibility Product Delivery
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
Guidance is then given around how and where to improve if not yet ready
22
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
READY
Distinct Proposition Message Connection Clear, Concise Message Advantage Credibility Acceptable Downsides Acceptable Costs Product Delivery Product Loyalty
RISKY
Need/Desire
FAILURE
Findability
30
Failure
23
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
OUTSTANDING
Distinct Proposition Need/Desire
READY
Distinct Proposition Message Connection Clear, Concise Message Advantage Credibility Acceptable Downsides Acceptable Costs Product Delivery Product Loyalty
READY
Attention Catching Message Connection Clear, Concise Message Advantage Credibility Acceptable Downsides Findability Acceptable Costs Product Delivery Product Loyalty
RISKY
Need/Desire
RISKY
FAILURE
Findability
FAILURE
30
Failure
24 Ready
70
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
PreBASES
BASES I
BASES II
Product Advisor
25
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
Early examples
26
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
Post-Use Performance
BASES CVI:
73
27
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
OUTSTANDING
Distinct Proposition Attention Catching Product Delivery
READY
Internalized Message Clear, Concise Message Advantage Credibility Acceptable Downsides Acceptable Costs
RISKY
Need/Desire Product Loyalty
FAILURE
Findability
PROBABILITY OF SUCCESS
47 28
Risky
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
Findability failure
Driven by confusion over location with the store Despite clearly stating the location in the concept, one-third of consumers would look in the wrong place Products that are not easily found risk low SKU velocity and removal from store shelves Beware repeat findability when bought on display Key actions: - Communicate shelving within copy - Leverage floor graphics or shelf talkers
ready
y risk
e lur fai
Consumers can easily find your product.. This entails finding you in the right outlet(s), in the right section of the store, and on-shelf.
29
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
ree. Current Product Loyalty Findability Need/Desire Probability of Success Risky Failure Risky 47 Scenario 1 Ready Failure Risky 49 Scenario 2 Ready Ready Risky 58 Scenario 3 Ready Ready Ready 76 30
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
OUTSTANDING
Attention Catching Advantage Product Delivery Product Loyalty
READY
Distinct Proposition Internalized Message Clear, Concise Message Need/Desire Credibility Acceptable Downsides Findability Acceptable Costs
RISKY
FAILURE
PROBABILITY OF SUCCESS
87
Ready
31
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
Attention-catching outstanding
Use this strength to your advantage in executing marketing elements in a more efficient manner
outstanding
re a
risky
dy
Demand copy that breaks through the clutter Expect higher related recall scores
l fai
u re
Stand out in executional ways, using the full marketing mix to break through clutter.
32
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
We feel Nielsens new method gives us a much richer and more indepth assessment of our initiatives. And importantly, its designed to suit the needs and realities of being an innovation project leader the person who uses the tool to help make our ideas bigger and better when we go to market.
33
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
34
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary
Innovation Revela
Copyright 2011 The Nielsen Company Confidential and proprietary