driving xm/sponsorship success: case study exploration of successes/pitfalls (don mayo, imi...
DESCRIPTION
CSF speaker alumni Don Mayo will return to share an engaging presentation focused on 2014 case studies that demonstrate sponsorship and XM success in Canada and around the globe. In this keynote presentation, Don will review case studies to demonstrate to delegates the 5 things they can do tomorrow to drive success in experiential campaigns, as well as the 5 key pitfalls to avoid. Don will draw upon IMI International's research on today's evolving media and marketing activation topics to share his insights on key strategies for today's marketers.TRANSCRIPT
![Page 1: Driving XM/Sponsorship Success: Case Study Exploration of Successes/Pitfalls (Don Mayo, IMI International)](https://reader033.vdocuments.mx/reader033/viewer/2022052315/554cf076b4c905a5138b4a7d/html5/thumbnails/1.jpg)
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DRIVING XM/SPONSORSHIP SUCCESSDon Mayo – IMI International
![Page 2: Driving XM/Sponsorship Success: Case Study Exploration of Successes/Pitfalls (Don Mayo, IMI International)](https://reader033.vdocuments.mx/reader033/viewer/2022052315/554cf076b4c905a5138b4a7d/html5/thumbnails/2.jpg)
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Today’s Discussion
• IMI International
• What’s Going on in the industry
• IMI Proprietary Studies – Facts to Drive ROI
• Case Studies / Best Practices : Sponsorship / XM
• Take away for the Road Ahead
![Page 3: Driving XM/Sponsorship Success: Case Study Exploration of Successes/Pitfalls (Don Mayo, IMI International)](https://reader033.vdocuments.mx/reader033/viewer/2022052315/554cf076b4c905a5138b4a7d/html5/thumbnails/3.jpg)
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IMI International Overview
• Insight / Consulting firm - 40 years / 40 countries
• Offices in Toronto, USA, UK, Australia, Singapore
• Proprietary Database and Action Standards -10,000+ Case Studies
• 10+ R&D Proprietary studies per year
IMI’s Commitment To Excellence If, for any reason, IMI International does not satisfy the objective defined in the agreed-to proposal, the project will be refunded in full with no questions asked.
![Page 4: Driving XM/Sponsorship Success: Case Study Exploration of Successes/Pitfalls (Don Mayo, IMI International)](https://reader033.vdocuments.mx/reader033/viewer/2022052315/554cf076b4c905a5138b4a7d/html5/thumbnails/4.jpg)
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Optimize ROI = Optimize Gain From Investment
IMI Fundamental
‘Consider how LITTLE you need to spend to achieve your objective’
BEHAVIOURALATTITUDINAL
IMI International © Copyright 2014 – not for reproduction without consent
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True ROI
Consider...
“What would have happened
if you did nothing?”
IMI International © Copyright 2014 – not for reproduction without consent
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Market Priorities To Drive ROI
Zero SumIncrementalHigh Valued
IMI International © Copyright 2014 – not for reproduction without consent
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Today’s Discussion
• IMI International
• What’s Going on in the industry
• IMI Proprietary Studies – Facts to Drive ROI
• Case Studies / Best Practices : Sponsorship / XM
• Take away for the Road Ahead
![Page 8: Driving XM/Sponsorship Success: Case Study Exploration of Successes/Pitfalls (Don Mayo, IMI International)](https://reader033.vdocuments.mx/reader033/viewer/2022052315/554cf076b4c905a5138b4a7d/html5/thumbnails/8.jpg)
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![Page 9: Driving XM/Sponsorship Success: Case Study Exploration of Successes/Pitfalls (Don Mayo, IMI International)](https://reader033.vdocuments.mx/reader033/viewer/2022052315/554cf076b4c905a5138b4a7d/html5/thumbnails/9.jpg)
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Where else are the $$ being spent
9
Digital Ad Spending WW $137 BN 2014
Digital Share of Spend 25%+ : Global Growth +15%
• 1st - 48%
• 3rd - 38%
• 28%
• 23%
Source : IAB April 2014 / eMarketer 2014 / GroupM
![Page 10: Driving XM/Sponsorship Success: Case Study Exploration of Successes/Pitfalls (Don Mayo, IMI International)](https://reader033.vdocuments.mx/reader033/viewer/2022052315/554cf076b4c905a5138b4a7d/html5/thumbnails/10.jpg)
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Its Here and Exploding
‘1’ Source: ABI Research
2020
30 billion+ wireless devices connected : 4.0/Person12014
10 billion+ wireless devices connected : 1.5/Person1
![Page 11: Driving XM/Sponsorship Success: Case Study Exploration of Successes/Pitfalls (Don Mayo, IMI International)](https://reader033.vdocuments.mx/reader033/viewer/2022052315/554cf076b4c905a5138b4a7d/html5/thumbnails/11.jpg)
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Can we Predict? Will History Repeat?
B.Gates, Microsoft 1981
‘64k ought to be enough memory’
Published by Popular Mechanics 1949
‘Computers in the future may weigh NO more than 1.5 tons’
T.Watson, Chairman IBM 1943
‘I think there is a world market for, maybe, five
computers’
Memo from Western Union 1876
‘This ‘telephone’ has too many shortcomings to be seriously
considered as a means of communications. This device, is,
inherently of no value’
![Page 12: Driving XM/Sponsorship Success: Case Study Exploration of Successes/Pitfalls (Don Mayo, IMI International)](https://reader033.vdocuments.mx/reader033/viewer/2022052315/554cf076b4c905a5138b4a7d/html5/thumbnails/12.jpg)
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So where are we going?
Lao Tzu, Born 604 B.C.
‘Those who have knowledge don’t predict. Those who predict, don’t have knowledge’
How to predict the FUTURE using Social Media Monitoring
Twitter Predicts the Future
Predicting Stock Market Indicators Through Twitter
5 Shocking Ways Social Media Trends Predict
Catastrophes
June/July ‘14 Headlines
![Page 13: Driving XM/Sponsorship Success: Case Study Exploration of Successes/Pitfalls (Don Mayo, IMI International)](https://reader033.vdocuments.mx/reader033/viewer/2022052315/554cf076b4c905a5138b4a7d/html5/thumbnails/13.jpg)
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Today’s Discussion
• IMI International
• What’s Going on in the industry
• IMI Proprietary Studies – Facts to Drive ROI
• Case Studies / Best Practices : Sponsorship / XM
• Take away for the Road Ahead
![Page 14: Driving XM/Sponsorship Success: Case Study Exploration of Successes/Pitfalls (Don Mayo, IMI International)](https://reader033.vdocuments.mx/reader033/viewer/2022052315/554cf076b4c905a5138b4a7d/html5/thumbnails/14.jpg)
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Facts: Capturing the Voice and Behaviour of Canadians
Information Sources:
• Mar ‘14 - IMI FanTrack™ : n=2100
• May ‘14 - IMI ConsumerTrack™ : N=1,200
• July ‘14 – IMI Optimizing Emerging Media : N=1600
• 1988 to 2014 : XM Case studies/Best Practices : N=2,000+ Events
![Page 15: Driving XM/Sponsorship Success: Case Study Exploration of Successes/Pitfalls (Don Mayo, IMI International)](https://reader033.vdocuments.mx/reader033/viewer/2022052315/554cf076b4c905a5138b4a7d/html5/thumbnails/15.jpg)
Biggest issues facing YOUR FAMILY (Unaided)
IMI International © Copyright 2014 – not for reproduction without consent
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Biggest issues facing TODAY’S YOUTH (Unaided)
IMI International © Copyright 2014 – not for reproduction without consent
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A Selection of Canadian’s Favourite Brands, Products, Services: (Unaided)
IMI International © Copyright 2014 – not for reproduction without consent
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Canadian’s Favourite Brands, Products, or Services: Unaided : Top 40 : May 2014
#75 to #8
#16 in ‘04 to #1
#1 in ’04to #5
#152 to #19
#5 to #4
Out of the Top 40HPBell
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“It is most popular
among my friends.”
“Affordable,
plenty of choice
and close to
where I live.”
Why it’s my favourite brand
“Their products
suit my needs
in a big way.”
“Coca-Cola has
maintained a consistent
brand image over the
years...I trust this brand.”
“Love the products and
services. Have been a user for
over 20 years.”
“High Quality,
Innovative, Socially
Responsible”
“Like the Loblaw image,
products are made with
consumers in mind.
“Because it is
awesome.”
IMI International © Copyright 2014 – not for reproduction without consent
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Most Popular
Value
Drivers of ‘Favourite brand Status’
My needs
Trust
Love
Innovative
Consumers in
mind
Awesome
IMI International © Copyright 2014 – not for reproduction without consent
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Have Done in the past 3 MonthsSource: IMI ConsumerTrack™ - May 2014
• Used mobile phone while shopping to help the decision
• Interacted with someone handing out a product/sample
6.2MM
8.4MM
IMI International © Copyright 2014 – not for reproduction without consent
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Have Purchased in the past 12 MonthsSource: IMI ConsumerTrack™ - May 2014
• After Learning about through social media (Facebook, Instagram,
YouTube, Twitter)
• After sampling / experiencing the product/service
7.4 MM
14.7 MM
IMI International © Copyright 2014 – not for reproduction without consent
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Have Purchased in the past 12 MonthsSource: IMI ConsumerTrack™ - May 2014
• After using your phone to research a product while shopping
• After interacting with the product on the street/event/store
3.9 MM
8.4 MM
IMI International © Copyright 2014 – not for reproduction without consent
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Have Purchased in the past 12 MonthsSource: IMI ConsumerTrack™ - May 2014
• After seeing friends become fans of, or follow a brand through social media
• Because the brand sponsors national sports/music/cultural events
2.7 MM
6.6 MM
IMI International © Copyright 2014 – not for reproduction without consent
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Have Purchased in the past 12 MonthsSource: IMI ConsumerTrack™ - May 2014
• After researching about it online
• After seeing a display of the product
16.3 MM
16.4 MM
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Have Purchased in the past 12 MonthsSource: IMI ConsumerTrack™ - May 2014
• Total ‘Digital / Mobile / Social’
• Total ‘XM / Sponsorship / Display’
31.6 MM
46.1 MM
XM + 45%
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'I like Products/Brands that send messages to my smart phone’By Country
29
1823 20
41
5550 51
-12
-37-26 -31
-60
-40
-20
0
20
40
60
USA Canada UK Australia
% o
f P
op
ula
tio
n
% Agree % Disagree Net Agree
Source : IMI International ConsumerTrack™ : May 2014 N=1286
IMI International © Copyright 2014 – not for reproduction without consent
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'I like Products/Brands that send messages to my smart phone’By Demographics
1823
12
3222 21
4
5548
62
42 4549
75
-37-25
-50
-10-22
-29
-71-80
-60
-40
-20
0
20
40
60
80
100
Canada Male Female 13 - 18 19 - 29 30 - 49 50+
% o
f P
op
ula
tio
n
% Agree % Disagree Net Agree
Source : IMI International ConsumerTrack: May 2014 N=625
IMI International © Copyright 2014 – not for reproduction without consent
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‘I relate better to products/brands that use Facebook, Twitter, You Tube and Instagram to promote themselves and communicate to me’
By Country
30
21 2419
4350 51 56
-14
-29 -27-37
-60
-40
-20
0
20
40
60
80
USA Canada UK Australia
% o
f P
op
ula
tio
n
% Agree % Disagree Net Agree
Source : IMI International ConsumerTrack™ : May 2014 N=1286
IMI International © Copyright 2014 – not for reproduction without consent
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‘I relate better to products/brands that use Facebook, Twitter, You Tube and Instagram to promote themselves and communicate to me’
By Demographics
21
41
2722
6
50
2332
50
73
-29
18
-5
-28
-67-80
-60
-40
-20
0
20
40
60
80
Canada 13 - 18 19 - 29 30 - 49 50+
% o
f P
op
ula
tio
n
% Agree % Disagree Net Agree
Source : IMI International ConsumerTrack™ : May 2014 N=625
IMI International © Copyright 2014 – not for reproduction without consent
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‘Experiencing a product is the best way to try and get me to purchase that product’
By Country
79 8077
80
3 3 3 2
76 77 7478
0
10
20
30
40
50
60
70
80
90
USA Canada UK Australia
% o
f P
op
ula
tio
n
% Agree % Disagree Net Agree
Source : IMI International ConsumerTrack: May 2014 N=1286
IMI International © Copyright 2014 – not for reproduction without consent
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Sponsor Breakthrough for Sochi 2014
1. Coca-Cola (33%)
2. McDonald's (33%)
3. Visa (23%)
4. RBC (12%)
5. Nike (8%)
6. Tim Horton's (6%)
7. Canadian Tire (6%)
8. Hudson’s Bay (5%)
9. P&G (5%)
10.Petro Canada (5%)
IMI International’s 2014 Sochi - Olympics Post Study, (Total Unaided Mentions, N = 1,229)
When thinking specifically of the Sochi 2014 Winter Olympics, which company or brand comes to mind?
-5%
0%
+10%
-8%
-2%
+1%
+5%
-17%
+5%
+1%
Vs. Vancouver
2010Sochi 2014
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How Canadian’s SHARE Major Sports Leagues
Share Socially
20%
Talk about39%
Get together to
watch41%
Share Socially
37%
Talk about27%
Get together to
watch36%
Share Socially
23%
Talk about34%
Get together to
watch43%
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Today’s Discussion
• IMI International
• What’s Going on in the industry
• IMI Proprietary Studies – Facts to Drive ROI
• Case Studies / Best Practices : Sponsorship / XM
• Take away for the Road Ahead
![Page 37: Driving XM/Sponsorship Success: Case Study Exploration of Successes/Pitfalls (Don Mayo, IMI International)](https://reader033.vdocuments.mx/reader033/viewer/2022052315/554cf076b4c905a5138b4a7d/html5/thumbnails/37.jpg)
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Case Studies
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How to ensure
no impact
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Toronto Pride -2012
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Summer of Pleasure Tour
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Plan For A Crowd
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Back Lighting drives impact
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BRANDING AND
MESSAGE UP TOP
- 7’ Min
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Give places for people to shoot their memories
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Be Mobile When
Possible
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Use your Visual Icons
to Drive immediate Recognition
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Winter Classic –Throw a Football?
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Consider how many can play
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Consider if you would
re-gift
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Expect Intercept Brands
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Allow Brand Exposure to
drive Attendee
Engagement
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Today’s Discussion
• IMI International
• What’s Going on in the industry
• IMI Proprietary Studies – Facts to Drive ROI
• Case Studies / Best Practices : Sponsorship / XM
• Take away for the Road Ahead
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Realities from across the Globe
• Many forget / disregard best practice essentials to drive success
• Engagement / XM / Sponsorship DRIVES ROI – Stand up and be counted
• Mass media, POS, CRM, Flyer – remain effective/cost effective
• Learning on the job with real client $$$ - Little R&D
• Faster * cheaper rarely = better results or ROI
• Stop becoming excited by 10,000 of anything
LIVE + VIRTUAL = MAGIC
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% of Activations that Have No Ability to Drive ROI : Attitude or Behaviour
- In 1985
- In 2013/14
- With New Media
- With Activated XM
39%
41%
57%
25%
Source: IMI International Database 2014 © Copyright
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Realities Going Forward
The only guarantee 2015 to 2020 is CHANGE
• Red flag – ‘we’ve always done it that way!’
• Yellow Flag – ‘Faster / Cheaper / New’
• Green Flag – ‘Engage High Value Customers’
• Checkered Flag – ‘Relevant/Compelling/Better’
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5 Key Things for Tomorrow
PASSION
ENGAGE
COURAGE
FOCUS
KNOW
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DRIVING XM/SPONSORSHIP SUCCESSDon Mayo – IMI International