5 To Do’s When Activating Digital Shopper Marketing Programs

By Jan 10, 2012

Digital shopper marketing tools are clearly enhancing the consumer shopper experience, both for the marketer as well as the shopper. However, the dizzying array of tools available can make it a bit challenging to discern which ones will provide the most bang for the buck for marketers. A new survey on digital shopper marketing from Catapult helped provide the following five considerations when activating these programs:

1. Leverage the Proven Winners

To-date, only three tools have captured shopper hearts and minds; Self checkout, printed coupons from the Internet, and online circulars, all of which are previously existing tactics translated digitally. These tools are easy for shopper's to understand and easy to use and should be integrated where possible.

Brand Examples: Kellogg's, P&G and General Mills all have robust programs on Coupons.com and MyWebGrocer. Publix circular integrates lifestyle images and recipes on the cover rather that just product shots with price.

2. Beware of the Bright and Shiny

Know the facts and understand where fatigue has set in. Tools such as Foursquare, QR codes, and social media are not shopper motivators, while other media darlings such as Shopkick and Checkpoints have very low shopper penetration. Evaluate the facts, and ensure you've selected tactics that deliver against your higher-level objectives.

Brand Examples: QR Codes on Heinz Ketchup bottles in restaurants and Walgreens Foursquare program.

3. Understand the Balance of PR Drivers vs. Those With Utility

The way many digital shopper-marketing tools have been leveraged to-date—such as augmented reality and location-based check-ins—have provided good public relation opportunities for brands, but lack a real use for the shopper. Be sure you are clear with your objectives, and rethink how you leverage moving forward.

Good PR Drivers: Foursquare
Good Utility: Grocery IQ

4. Early-on vs. add-on

Deliver Integrated digital shopper solution vs. tactical add-ons, and understand how to re-leverage national/brand assets and activity across the path-to-purchase at retail.

Brand Example: Pets Lovers Love Walmart—category program that extends Pedigree's National Pet Adoption program into a retail-specific environment.

5. Leverage the Full Spectrum of Shopper “Need States”

Digital shopper marketing tools do more than just "save me time" and "save me money". The tools "Make me feel smarter," "Make Shopping Fun," and "Support My Values," among other benefits. Determine where and how digital can best deliver against these need states, and leverage the tools whose need states align with brand, product and target needs as well as program objectives.

Brand Example: Kellogg's Share Your Breakfast Program—“Supports My Values”

Brian Cohen is director of digital shopper marketing at Catapult Action-biased Marketing.

  • kfrkalaapls

    There are so many aspects to this, and you have opened up another train of thought for me to examine. Thank you for your insight.
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    Your post contains useful information on this point as I am working on a college project. Thank you posting relative information and its now becoming easier to complete this topic.

  • bcarcio

    Brian, Great piece. i like you notion of “how to re-leverage national/brand assets.” Creative and content are a major resource gap for retailers, esp. the smaller independent retailers.

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