Customizing the in-store experience
Move over dump bins, endcap displays and newspaper circulars and make room for the new high-tech kid on the retail block — digitization.
Smartphones and the concept of digital coupons may not be so new, but what is relatively new to the mass market and becoming increasingly pervasive throughout the industry is the use of mobile technologies and social networking platforms — by both retailers and manufacturers — to customize offers for today’s shopper.
“Their phone is really [the shoppers’] mini data device, so if you make things that function in that space, that also transpose to the regular computer, then it is a win-win,” said Alyson O’Mahoney, EVP and partner of Robin Leedy & Associates, an OTC health and beauty communications agency. “For example, when we do a Facebook offer for a client, we always make sure there’s a mobile-friendly link because so many people access their Facebook account via a mobile [device].”
Interestingly, a recent national survey of 1,027 respondents found that nearly 75% of consumers would switch brands if offered real-time mobile promotions delivered to their smartphones while shopping in a store aisle. The survey, sponsored by mobile commerce platform and applications provider AisleBuyer, also found that 81% of smartphone owners go to a drug store or supermarket with a list of items to buy; however, only 8% of this group list specific brands to buy. What does this mean? That many shoppers are making brand decisions while in the store, and retailers and brands have an ideal opportunity to influence pre-purchasing decisions via a customer’s smartphone.
Clearly, technology is changing shoppers’ behaviors and, while the store experience remains important, it is becoming just one aspect of a larger, more connected and more personalized customer experience. Walgreens, for example, unveiled in early March the industry’s first mobile coupon program through Foursquare. Customers who check-in at any Walgreens store nationwide through Foursquare on an iPhone, Android or Blackberry will instantly receive a unique scannable coupon via their smartphone that is redeemable in the store. No texting or reply is required.
Meanwhile, CVS Caremark is piloting in 2012 a personalized circular. The personalized circular will enable CVS to target its ExtraCare loyalty program users, via e-mail or via its website, with offers specific to their needs based on their front store purchasing history.
It’s not just retailers. Brand marketers also are increasingly experimenting with cutting-edge technologies to better connect with a community and more accurately target a given demographic. One example is within beauty.
A recent report by international consulting and research firm Kline & Co. found that while there’s no cookie-cutter approach, the landscape for marketing beauty products has dramatically changed in recent years with brands moving from traditional advertising as promotional vehicles to also include mobile marketing, social marketing, enhanced loyalty programs and new sampling methods.
Kline & Co. noted that traditional couponing is being challenged by the growing trend of mobile marketing, where marketers are finding that mobile couponing offers significant advantages over paper-based forerunners in delivering higher redemption rates and encouraging impulse purchases.
Catalina Marketing also is working to help retailers and manufacturers stay connected to today’s savvy digital consumer. It launched in late 2010 its CouponNetwork.com site, a provider of online coupons and unique savings. Since that time, it has beefed up the site with such capabilities as a Video Rewards consumer savings solution and, more recently, launched “Like Rewards.” The new “Like Rewards” solution increases the value of coupons found on the site for consumers who “like” their favorite brands and offers on Facebook.
“If you look at how the online advertising industry evolved and, in particular, you look at couponing as it relates to other more traditionally newspaper-driven classifieds like auto or jobs, the auto and jobs advertising has really gone online — 60% or more of their marketing budget is going online. Consumer packaged goods and food is still pretty low, relative to the rest of the world,” said Susan Gear, general manager of CouponNetwork.com. “But if you look at how those other industries have evolved, they have really started to customize their communications and have been open to where and how those communications are delivered. So we’ll try to explore that as Catalina expands our digital channel capabilities over the next year.”
While it is important for industry players to embrace social and mobile strategies, O’Mahoney believed its important to remember that technology isn’t the consumer.
“There are so many great ways that are going to expose themselves to us, as brand marketers, going forward, but we still have to remember that that itself is not the consumer; it is just a communications tool,” O’Mahoney said.
Australian beauty brand for tweens/teens to hit Ulta stores in May
NEW YORK — The Australian skin care brand for teens and tweens, called Bellaboo, is launching at Ulta Beauty stores in May as part of the retailer’s new tween/teen beauty space.
“It is important to Ulta Beauty that we offer appropriate choices for all of our beauty enthusiasts, regardless of age,” stated Ulta SVP merchandising Janet Taake. “Bellaboo was selected as part of Ulta Beauty’s new assortment for younger customers because of its all-natural approach and expert understanding and immersion with its tween/teen audience.”
Bellaboo president, Snezna Kerekovic, an ex-beauty editor and beauty publicist, created the all-natural skin care system for girls starting their skin care journeys; teen girls in the midst of puberty-related skin issues; and college girls not yet ready for heavy-duty anti-aging skin care.
The skin care system is comprised of three steps, each numbered, for her daily regimen:
All That Clean Skin Facial Wash;
Buff Skin Facial Exfoliator; and
Gorgeous Skin Moisture Dew.
As well as its basic skin care system, Bellaboo has a number of treatment products specifically targeting the problems of that tween/teen skin.
E Z Blitz Serum is a natural anti-pimple serum that draws from nature’s pimple fighters, rather than harsh chemicals, to normalize and balance skin versus simply drying the pimple out. Girls swear that pimples are cleared up within two to three days minus the skin irritation they experience with benzoyl or salicylic acid-based creams.
Bellaboo’s treatment masks come in flavors: Sweet Sin Chocolate Face Mask, Berry Nice Face Fix and Clear Skin Smoothie Mask.
Beyond the skin care line, Bellaboo has created a complete brand experience for its demographic that allows it to connect 24/7. Bellaboo has its own online magazine covering everything that is going on in her life. It is 100% teen-centric — written by a teen editorial team for teens. Bellaboobabe Chatterchicks are the brand’s ambassadors and teen team of social networkers who spread the Bellaboo word online and provide teen insights daily. BBTV is Bellaboo’s own TV segment produced monthly by its 14-year-old producer.
And, Kerekovic’s own personal mission around helping boost girls’ self-esteem is a pivotal part of Bellaboo. Bellaboo’s Make the Change program is all about helping girls with the massive issues around self-esteem. The program currently is online with plans to create a Foundation that will work to create innovative self-esteem programs. Bellaboo is on a mission to make girls feel good about themselves inside and out.
Calgon expands Sensual Collection for spring
BALTIMORE — Calgon, a bath and beauty brand managed by Ilex Consumer Products Group, has announced the introduction of Enchanted Embrace, a new fragrance in the brand’s Sensual Collection that launched in 2011.
Enchanted Embrace and a new Sensual Mist sampler gift set will be available at select national retailers beginning in late spring 2012. The Sensual Collection line extension comes on the heels of announcing the relaunch of the Turquoise Seas scent.
Enchanted Embrace — a fruity-floral fragrance with notes of warm vanilla, peony and purple passion fruit — will be available as a Sexy Fragrance mist and Shimmering Moisture mist. The Sensual Mist sampler gift set will highlight the Sensual Collection fragrances launched in 2011, including Flirty Tease, Angelic Kiss and Femme Inferno.
“The Calgon Sensual Collection has paved the way for a younger demographic to discover an iconic brand that has been around since the 1940s,” stated Ben Harvey, EVP and general manager at Calgon. “We hope to continue to empower women by encouraging ‘take me away’ time for pampering and relaxation using our wide array of bath and beauty products, including new scents like Enchanted Embrace.”
To support the launch, Calgon will be rolling out a major marketing and public relations campaign under Alliance, the activation and public relations division of Grey NY. The sales effort and new product for Calgon is driven by Ilex Consumer Products Group, which acquired the business in November 2008, when they bought the company from Ascendia Brands.