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Progressive consumers: 12 ways into their Hearts and Carts

Amazon Advertising
Amazon Advertising

What if there was a group of 50 million Americans who eat, shop and live their values? This presentation will enlighten marketers on what matters most to this group and how to best reach them at retail. Learning Objectives - Key insights from proprietary quantitative study identifying a group of progressive consumers (The Choicefuls) who are enthusiastically making choices that are better-for-me and better-for-the-planet. - Shopper journeys plus ideas on how to connect with these progressive consumers at retail.

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PROGRESSIVE CONSUMERS: 12 INNOVATIVE WAYS INTO THEIR HEART & CARTS
Who We Are
Part of the Publicis Groupe
What Youll See Today ≒ 6 Key insights from our proprietary study that identified a new group of progressive consumers The Choicefuls who eat, shop and live their values ≒ Retail innovations and approaches that appeal to this group ≒ Perceptions of brands by The Choicefuls vs. perceptions of same brands non-Choicefuls ≒ Implications for your brands
Methodology Amazon fielded a proprietary quantitative study identifying a new segment of progressive consumers Sample ≒ 1294 respondents ≒ Adults (ages 18+) ≒ National sample
26 29 17 13 14 27 16 22 16 18 0 10 20 30 40 50 18-34 35-44 45-54 55-64 65+ Gender Age The image cannot be display ed. Your compu ter may not have 49% 92 51% 109 Income Education Everyone else The Choicefuls 5 20 74 13 25 62 0 20 40 60 80 100 Some HS, HS Grad Some College College Grad 31 15 23 31 45 19 18 18 0 10 20 30 40 50 < $45K $45K- $64,999 $65K- $99,999 $100K + 21% of population The Choicefuls % people, index to general population (<80, >120)
1. They Live Their Values ≒ The Choicefuls live a value driven lifestyle, and their purchases reflect it. ≒ Even when it means spending more time researching a product or brand
77% more likely to out of my way to buy brands and products that have the same values as I do 89% more likely to typically do a lot of research on a product prior to making a purchase Over 2X more likely to say its important to me to seek out products and brands that are produced using fair trade practices They Live Their Values. Compared to everyone else, they are:
Tillamook: A Cheese that Cares Slogan - All natural, Farmer owned, Award winning Cheese Choiceful Values: ≒ Clean food ≒ Authentic ≒ Quality See video here: h1p://www.youtube.com/watch?v=7@MHi59qQw
Tesco: Farm to Fork Contact Jessie.Hughes@amazonadv.com for video
7 Eleven
2. They dont see their healthy choices as a compromise ≒ The Choicefuls know what they want, and are willing to do a little extra work to get it.
95% more likely to say that living a healthy lifestyle is definitely a commitment of time and energy, but the benefits are worth it 10x more likely to prioritize exercise in my life even when that means making daily compromises in my schedule to make it happen 51% more likely to believe that healthy living may cost a little more, but the results are worth it 2. They dont see their healthy choices as a compromise
See video here: h1p://vimeo.com/64916480 Kashi: The Joy of Eating Well
The Choiceful Shopper Journey
92% happier with my current weight 30% happier with my professional success 42% happier with my work/life balance 3x happier with my fitness level 3. The Choicefuls know what they want, and are willing to do a little extra work to get it. And they are happier for it. 42% happier with my sex life
Progressive consumers: 12 ways into their Hearts and Carts
Progressive consumers: 12 ways into their Hearts and Carts
Progressive consumers: 12 ways into their Hearts and Carts
4. Their values driven lifestyle goes beyond food ≒ To categories like pet care, personal care, household products
35% more likely to be willing to pay more for earth-friendly household products and/or products with fewer chemicals 56% more likely to believe my approach to health is holistic its about mind, body & spirit. 80% more likely to feed my pet in line with my own diet and lifestyle 4. Their values driven lifestyle goes beyond food
Mudd & Wyeth: Share the puppy love
Greenworks: A cleaner, greener world
5. They are also open to new experiences ≒ Theyre trying new healthy behaviors and products ≒ As well as new digital services and technologies
5. They are also open to new experiences. Over 2X more likely to always be on the look out for new, exciting and cutting-edge approaches to health and wellness 32% more likely to use mobile banking apps to deposit checks via photo, do online bill pay or check balances 46% more likely to Use almond milk, rice milk, coconut milk, or hemp milk products
Chase: Tools for What Matters See video here: h1p://www.youtube.com/watch?v=1o__uF80erw
Adidas uses NFC to embed rich content
6. They are great connectors ≒ They like to share information and advice ≒ Theyre active online
59% more likely to upload and share photos via Instagram Over 3X more likely to say that people often ask my advice when it comes to making healthy lifestyle choices 50% more likely to regularly comment online, write online reviews, or blog about my life or about a topic that Im interested in 2X more likely to like sharing information about living a healthy lifestyle with others 6. They are great connectors. Compared to everyone else, they are:
Kotex: Pin It to Win It
Marc Jacobs: Pop-Up Tweet Shop
B r a n d P e r s o n a s & T h e C h o i c e f u l s
How do The Choicefuls perceive brands in the marketplace? ≒ Within various categories, we selected two brands ≒ Respondents were then assigned a brand from the list and asked to imagine that brand had come to life and had a personality ≒ Next, they rated that brand on 24 statements describing various personality traits ≒ Utilized Brand Persona tool to better understand how The Choicefuls perceive brands
Brand Persona Wheel Inner Directed Outer Directed Competitive Takes Charge Likes Spotlight Decisive Confident Assertive Sensitive Team Player Good Listener Understanding Kind Generous
Brand Persona Wheel Spontaneous Structured Outer Directed Idea Centered Creative Spontaneous Risk Taker Flexible Big Picture Cautious Prepared Logical Structured Traditional Stable Competitive Takes Charge Likes Spotlight Decisive Confident Assertive Sensitive Team Player Good Listener Understanding Kind Generous Inner Directed
Archetypes Prophet Guardian Director Team Player Maverick Broker Idealist Good Guy Idea Centered Creative Spontaneous Risk Taker Flexible Big Picture Cautious Prepared Logical Structured Traditional Stable Powerful Wealthy Stylish Upper Class Luxurious Elite Competitive Takes Charge Likes Spotlight Decisive Confident Assertive Free Spirit Rebellious Hip & Fun Adventurous Rule Breaker Carefree Charismatic Heroic Inspirational Enthusiastic Idealistic Visionary Sensitive Team Player Good Listener Understanding Kind Generous Responsible Dependable Virtuous Polite Loyal Fair
Non-Choicefuls Brand Perceptions Idea Centered Creative Spontaneous Risk Taker Flexible Big Picture Cautious Prepared Logical Structured Traditional Stable Powerful Wealthy Stylish Upper Class Luxurious Elite Competitive Takes Charge Likes Spotlight Decisive Confident Assertive Free Spirit Rebellious Hip & Fun Adventurous Rule Breaker Carefree Charismatic Heroic Inspirational Enthusiastic Idealistic Visionary Sensitive Team Player Good Listener Understanding Kind Generous Responsible Dependable Virtuous Polite Loyal Fair Director Maverick Broker Idealist Good Guy Prophet Guardian Team Player
The Choicefuls Brand Perceptions Idea Centered Creative Spontaneous Risk Taker Flexible Big Picture Cautious Prepared Logical Structured Traditional Stable Powerful Wealthy Stylish Upper Class Luxurious Elite Competitive Takes Charge Likes Spotlight Decisive Confident Assertive Free Spirit Rebellious Hip & Fun Adventurous Rule Breaker Carefree Charismatic Heroic Inspirational Enthusiastic Idealistic Visionary Sensitive Team Player Good Listener Understanding Kind Generous Responsible Dependable Virtuous Polite Loyal Fair Director Maverick Broker Idealist Good Guy Prophet Guardian Team Player
Implications for connecting with The Choicefuls 1. Embrace your why, not just your what 2. Authenticity is key 3. Work from the positive 4. Recognize that they like to research 5. Clap along if you feel like happiness is the truth 6. Catch their attention with unique innovation 7. They are quality seekers, look to prove quality in an innovative way 8. This group is more open to technology, make the most of it 9. Inspire and educate the Choicefuls to get to a next level 10.Give The Choicefuls an active role in communicating who you are and what you stand for 11.Mobilize them as your brand ambassadors 12.Identify and understand how Choicefuls perceive your brand persona
Wed love to help you better connect with progressive consumers Liz Paul Nick Jones Director of Strategy Retail Practices Lead Amazon Advertising Arc Worldwide Liz.Paul@amazonadv.com Nick.Jones@arcww.com 415-655-7282 312-220-4533

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Progressive consumers: 12 ways into their Hearts and Carts

  • 1. PROGRESSIVE CONSUMERS: 12 INNOVATIVE WAYS INTO THEIR HEART & CARTS
  • 3. Part of the Publicis Groupe
  • 4. What Youll See Today ≒ 6 Key insights from our proprietary study that identified a new group of progressive consumers The Choicefuls who eat, shop and live their values ≒ Retail innovations and approaches that appeal to this group ≒ Perceptions of brands by The Choicefuls vs. perceptions of same brands non-Choicefuls ≒ Implications for your brands
  • 5. Methodology Amazon fielded a proprietary quantitative study identifying a new segment of progressive consumers Sample ≒ 1294 respondents ≒ Adults (ages 18+) ≒ National sample
  • 6. 26 29 17 13 14 27 16 22 16 18 0 10 20 30 40 50 18-34 35-44 45-54 55-64 65+ Gender Age The image cannot be display ed. Your compu ter may not have 49% 92 51% 109 Income Education Everyone else The Choicefuls 5 20 74 13 25 62 0 20 40 60 80 100 Some HS, HS Grad Some College College Grad 31 15 23 31 45 19 18 18 0 10 20 30 40 50 < $45K $45K- $64,999 $65K- $99,999 $100K + 21% of population The Choicefuls % people, index to general population (<80, >120)
  • 7. 1. They Live Their Values ≒ The Choicefuls live a value driven lifestyle, and their purchases reflect it. ≒ Even when it means spending more time researching a product or brand
  • 8. 77% more likely to out of my way to buy brands and products that have the same values as I do 89% more likely to typically do a lot of research on a product prior to making a purchase Over 2X more likely to say its important to me to seek out products and brands that are produced using fair trade practices They Live Their Values. Compared to everyone else, they are:
  • 9. Tillamook: A Cheese that Cares Slogan - All natural, Farmer owned, Award winning Cheese Choiceful Values: ≒ Clean food ≒ Authentic ≒ Quality See video here: h1p://www.youtube.com/watch?v=7@MHi59qQw
  • 10. Tesco: Farm to Fork Contact Jessie.Hughes@amazonadv.com for video
  • 12. 2. They dont see their healthy choices as a compromise ≒ The Choicefuls know what they want, and are willing to do a little extra work to get it.
  • 13. 95% more likely to say that living a healthy lifestyle is definitely a commitment of time and energy, but the benefits are worth it 10x more likely to prioritize exercise in my life even when that means making daily compromises in my schedule to make it happen 51% more likely to believe that healthy living may cost a little more, but the results are worth it 2. They dont see their healthy choices as a compromise
  • 14. See video here: h1p://vimeo.com/64916480 Kashi: The Joy of Eating Well
  • 16. 92% happier with my current weight 30% happier with my professional success 42% happier with my work/life balance 3x happier with my fitness level 3. The Choicefuls know what they want, and are willing to do a little extra work to get it. And they are happier for it. 42% happier with my sex life
  • 20. 4. Their values driven lifestyle goes beyond food ≒ To categories like pet care, personal care, household products
  • 21. 35% more likely to be willing to pay more for earth-friendly household products and/or products with fewer chemicals 56% more likely to believe my approach to health is holistic its about mind, body & spirit. 80% more likely to feed my pet in line with my own diet and lifestyle 4. Their values driven lifestyle goes beyond food
  • 22. Mudd & Wyeth: Share the puppy love
  • 23. Greenworks: A cleaner, greener world
  • 24. 5. They are also open to new experiences ≒ Theyre trying new healthy behaviors and products ≒ As well as new digital services and technologies
  • 25. 5. They are also open to new experiences. Over 2X more likely to always be on the look out for new, exciting and cutting-edge approaches to health and wellness 32% more likely to use mobile banking apps to deposit checks via photo, do online bill pay or check balances 46% more likely to Use almond milk, rice milk, coconut milk, or hemp milk products
  • 26. Chase: Tools for What Matters See video here: h1p://www.youtube.com/watch?v=1o__uF80erw
  • 27. Adidas uses NFC to embed rich content
  • 28. 6. They are great connectors ≒ They like to share information and advice ≒ Theyre active online
  • 29. 59% more likely to upload and share photos via Instagram Over 3X more likely to say that people often ask my advice when it comes to making healthy lifestyle choices 50% more likely to regularly comment online, write online reviews, or blog about my life or about a topic that Im interested in 2X more likely to like sharing information about living a healthy lifestyle with others 6. They are great connectors. Compared to everyone else, they are:
  • 30. Kotex: Pin It to Win It
  • 31. Marc Jacobs: Pop-Up Tweet Shop
  • 32. B r a n d P e r s o n a s & T h e C h o i c e f u l s
  • 33. How do The Choicefuls perceive brands in the marketplace? ≒ Within various categories, we selected two brands ≒ Respondents were then assigned a brand from the list and asked to imagine that brand had come to life and had a personality ≒ Next, they rated that brand on 24 statements describing various personality traits ≒ Utilized Brand Persona tool to better understand how The Choicefuls perceive brands
  • 34. Brand Persona Wheel Inner Directed Outer Directed Competitive Takes Charge Likes Spotlight Decisive Confident Assertive Sensitive Team Player Good Listener Understanding Kind Generous
  • 35. Brand Persona Wheel Spontaneous Structured Outer Directed Idea Centered Creative Spontaneous Risk Taker Flexible Big Picture Cautious Prepared Logical Structured Traditional Stable Competitive Takes Charge Likes Spotlight Decisive Confident Assertive Sensitive Team Player Good Listener Understanding Kind Generous Inner Directed
  • 36. Archetypes Prophet Guardian Director Team Player Maverick Broker Idealist Good Guy Idea Centered Creative Spontaneous Risk Taker Flexible Big Picture Cautious Prepared Logical Structured Traditional Stable Powerful Wealthy Stylish Upper Class Luxurious Elite Competitive Takes Charge Likes Spotlight Decisive Confident Assertive Free Spirit Rebellious Hip & Fun Adventurous Rule Breaker Carefree Charismatic Heroic Inspirational Enthusiastic Idealistic Visionary Sensitive Team Player Good Listener Understanding Kind Generous Responsible Dependable Virtuous Polite Loyal Fair
  • 37. Non-Choicefuls Brand Perceptions Idea Centered Creative Spontaneous Risk Taker Flexible Big Picture Cautious Prepared Logical Structured Traditional Stable Powerful Wealthy Stylish Upper Class Luxurious Elite Competitive Takes Charge Likes Spotlight Decisive Confident Assertive Free Spirit Rebellious Hip & Fun Adventurous Rule Breaker Carefree Charismatic Heroic Inspirational Enthusiastic Idealistic Visionary Sensitive Team Player Good Listener Understanding Kind Generous Responsible Dependable Virtuous Polite Loyal Fair Director Maverick Broker Idealist Good Guy Prophet Guardian Team Player
  • 38. The Choicefuls Brand Perceptions Idea Centered Creative Spontaneous Risk Taker Flexible Big Picture Cautious Prepared Logical Structured Traditional Stable Powerful Wealthy Stylish Upper Class Luxurious Elite Competitive Takes Charge Likes Spotlight Decisive Confident Assertive Free Spirit Rebellious Hip & Fun Adventurous Rule Breaker Carefree Charismatic Heroic Inspirational Enthusiastic Idealistic Visionary Sensitive Team Player Good Listener Understanding Kind Generous Responsible Dependable Virtuous Polite Loyal Fair Director Maverick Broker Idealist Good Guy Prophet Guardian Team Player
  • 39. Implications for connecting with The Choicefuls 1. Embrace your why, not just your what 2. Authenticity is key 3. Work from the positive 4. Recognize that they like to research 5. Clap along if you feel like happiness is the truth 6. Catch their attention with unique innovation 7. They are quality seekers, look to prove quality in an innovative way 8. This group is more open to technology, make the most of it 9. Inspire and educate the Choicefuls to get to a next level 10.Give The Choicefuls an active role in communicating who you are and what you stand for 11.Mobilize them as your brand ambassadors 12.Identify and understand how Choicefuls perceive your brand persona
  • 40. Wed love to help you better connect with progressive consumers Liz Paul Nick Jones Director of Strategy Retail Practices Lead Amazon Advertising Arc Worldwide Liz.Paul@amazonadv.com Nick.Jones@arcww.com 415-655-7282 312-220-4533