My notes. Any errors are my own.
Sales Force of the Future
By Ashik Bhat, Labatt Breweries of Canada
- The goal is for 80% of the plan to be perfect and then move at 100% speed
- In the beer industry, any brand can replace another brand. You need your brand to be irreplaceable.
- You need to understand the role your brand plays in consumers’ lives.
- How do you become indispensable? Understand retailer challenges and partner with them to meet those needs. Understand consumer challenges with the beer category. Understand the sales team’s challenges.
- Retailers: Retailers want to drive traffic or put more people in the seats.Alternatively, have people buy a more expensive product.
- Consumers: Beer category is cluttered and disorganized. We must help consumers navigate this category. We need to make the choice easy. We need to educate people about beer, pairings, history without adding time to their day.
- Sales team: They need to be more efficient. They need insights created in a customized way for their hyper-location, their market.
- Using AI to drive account level assortment insights. Used stats can data, transactional data, sales output data, correlated with hyper-local geography. This data is updated weekly with new sales data. This helped retailers optimize their SKU and brand assortment which drives volume and incrementality. They can trade brands in or out appropriate. It also drives traffic. Ensures the right brands are listed in the right places – premium beers in the right places, light beers in the right places. And, this saved time. Data is fast, efficient, and relevant.
- Sales grew 0.5% in a flat business and net promoter score is 9.3.
- In other example, the retailers struggled to convert traffic into basket building. Conducted shop-alongs and learned navigation was a problem. Pricing wasn’t clear. Products were ordered by SKU or type, not brand. As a result, they implemented brand blocking. Also, people wanted cold beer but they didn’t want to enter a cold room. This problem was fixed with refrigeration. Finally, they ensured prices were clear fro every product. They added a blackboard that was colour coded with information about the beer so people were more knowledgeable.
- Drove punches 8% and premium segment grew 1.7%. Shopping experience improved 50%.
- Be business leaders, not just consumer experts.
- Think about the customer AND the consumer: the retailer/store and the consumer. Both have challenges to face and solve.
- Democratize data and insights so they are easily digestible. 15 graphs are not digestible. Be a story teller, not a data described.
- Push past delivering research and focus on driving action through insights and data.
One Home Depot: One Team, One Dream by Andrew Go, Home Depot
- Aspiration is to be number one and most trusted home renovation store in the world.
- People regularly shop on the website first before going to the store. The website is not for e-commerce, but rather the first part of the customer journey, to inform customers about what they might need to buy.
- Analytics begin with raw unprocessed data, then structuring data into reporting, then contextualizing information to support insights, then tools to apply those insights.
- Used three years of data to conducting basket analysis. Created a self-serve dashboard and insights were applied to assortment planning, planogramming, and marketing. Then recommendation algorithms. This allows you to stitch together all different aspects of the shopping journey into the holistic unified journey. Being PIPEDA compliant all the way.
- This allows product classifications, supports anomaly detection, and supports competitive pricing. Need to make real time decisions to detect pricing errors, underpriced items, and overpriced items.
- The data helps with onsite search. The website needs to learn the names used by consumers not names used by industry experts. It also helps with product rankings – filters need to be appropriate for category, for customer preferences. Need to take price and speed off the consideration set in the fulfillment process.
- Marketing messaging also benefits. If they know you’ve bought a BBQ, they can offer BBQ covers or tools rather than promoting another BBQ.
- Set up cues based on geography and weather – e.g., snow blowers need to be advertised in fall not in the middle of winter.
- There are new data sources everyday that need to be unlocked.
- Start with the “Why.” Focus on insights, solving problems for customers. Be sure to collaborate and avoid silos.
Voxpopme 7: How will automation impact the industry, and you personally, over the next twelve months?
Along with a group of market researchers from around the world, I was asked to participate in Voxpopme Perspectives – an initiative wherein insights industry experts share ideas about a variety of topics via video. You can read more about it here or watch the videos here. Viewers can then reach out over Twitter or upload their own video response. I’m more of a writer so you’ll catch me blogging rather than vlogging. 🙂
Episode 7: How will automation impact the industry, and you personally, over the next twelve months?
I’m not concerned with the next 12 months whatsoever. If we aren’t planning for the next five and ten years, we’re going to be in a lot of trouble. With that in mind, I’d like to consider how automation and artificial intelligence will impact me over that time frame.
The reality is that my job will change a lot. No longer will I receive a dataset, clean out poor quality data, run statistics, write a report, and prepare a presentation. Every aspect of that will be handled automatically and with artificial intelligence. I will receive a report at my desk that is perfectly written, with the perfect charts, and perfectly aligned to my clients’ needs.
So why will I still be there? I’ll be the person who points out the illogical outcomes of the data. How errors enter during the data collection process via human cognitive biases. I’ll be the person who interprets the data in an odd way that wasn’t predicted by the data but is still a plausible outcome. I’ll help clients read between the lines and use the results wisely rather than by the book – or rather, by the AI.
So how will automation and artificial intelligence impact our industry? If your business sells repetitive tasks, from survey programming to data cleaning to statistics to chart preparation and report writing, you’d better have a long term plan. Figure out your unique method of selling WISE applications. Not just data, but wiser data and wiser charts and wiser reports. There are already hundreds of companies innovating in these areas right now and they are waiting to find their customers. I expect you don’t want to hand over your customers to them.
From the front row of a packed room, I listened to a presenter discuss sharing YouTube videos with their clients in order to help them better understand consumers. As a power user of social media, and having extensive experience with social media listening, I completely understand the reasoning behind this. Qualitative researchers too have long understood the importance of bringing individual consumers into the boardroom using video evidence. Of course, as a huge proponent of privacy and ethical standards, I had a question for the speaker, one that I have posed many times before including earlier in the day to another speaker at the same conference.
Did you get permission from each person before sharing their videos with your clients?
Sadly, I got the full set of responses I expected.
1) “We don’t ask for permission when we’re sharing videos in the office or pointing things out to one person”
This, I completely understand. It’s not too different from seeing a funny cat video and calling your friends over to watch it with you. Any brand manager can go online while at work or in their leisure time, search for videos and comments related to their brand, and watch them ad nauseam. Social media, like YouTube, is there for random people to find and appreciate random bits of content.
2) “We like to act first and get permission later”
This thoroughly disappointed me. Do I want my consumers to know that’s how I feel about them? That I don’t care about their right to privacy? That I don’t care if they might be embarrassed, ashamed, or humiliated to find out that a video they made for their friends was inserted into an official report, passed around the office to be dissected for hours, and then permanently saved on multiple cloud servers?
Given that I am also a human being trying to understand other human beings, it is essential to me that I reinterpret everything I hear from the point of view of a regular human being. With that in mind, ‘getting permission later’ feels creepy and invasive. It feels like a violation of my personal space. It feels disrespectful. It erodes my trust in the market research profession. It makes me want to stop participating in market research activities like questionnaires and focus groups. Return to the perspective of the researcher and see how these consumer perceptions lead to increased recruitment costs, increased incentive costs, and increased data collection costs. Getting permission from consumers later is an extremely unwise decision. It begs for negative and destructive press. Do you remember the Patients Like Me incident? It didn’t turn out well for them.
If the ethics of not obtaining prior permission don’t bother you, are you more easily convinced by a massive hit to your wallet?
3) “The market research industry doesn’t take enough risks”
This baffles me. You’re okay risking my privacy? You’re okay with the risk of humiliating me? You’re okay risking getting caught? Yes, it’s very easy to take a risk with someone else’s personal life.
If we think about taking risks from the innovation side of things, well, how does respecting and treating people ethically, and being concerned for their privacy and personal space conflict with innovation? How does waiting a day, or even seven days, to get permission to use a personal video stall innovation so much so that a business cannot be profitable? The market research industry does need to push innovation boundaries but it never needs to do so at the expense of the very human being we’re trying to understand.
Imagine you’re a giant, global brand. You’ve just spoken to 500 people at a conference. A journalist in the crowd takes down your words verbatim.
Would you be embarrassed, ashamed, or humiliated if a TV news anchor quoted your brand on live TV saying “Use their videos first and get permission later?”
P.S. yes, the Venn diagram is vastly out of proportion. Discuss.
Live note taking at #IIeX in amsterdam. Any errors or bad jokes are my own.
- Scent goes directly to the limbic system in the brain, the only sense to do that, hits the emotions directlyfr
- Fragrance is hard to shut down because you must breathe, it’s hard to not smell something but you can not see or not hear something
- Companies that have the sense of smell right make a difference [i do buy shampoo by smell, kids shampoos are the best!]
- M&Ms don’t smell so they need to use other emotions
- Consumers need scent but this changes over time, it’s not a change of needs but rather a stacking of needs, we don’t talk about the old needs, the table stakes, but they still need to be there
- Think about laundry detergent, conumsers touch the fragrance at multiple point from shopping to hanging up to sleeping on; this is all very different for hand soap; its not a strong clean now, its a care for hands
- Think about how the fragrance is released, eg the sun releaseing scent from drying laundry or fragrance released with high temperature of iron or only released during active body ovements [when you sweat?]
- Three parts – gather data, analyze data, impact with data
- Used to spend 95% of time gathering, 5% analyzing, 1% impact (the debrief)
- We need to change this balance to 40/30/30 – how do we do this build a new S curve
- Affinity for action, need to collaborate with consumers partners and internal team, need to to deep need discovery, need to story tell and visualize
- Need to use bold imagination, simple stories, and step outside of your world
- For 5000 years, we were horse riders, it made a lot of sense to work in the horse business, you know what happened after that
- Think of a world without electricity, we would be chopping wood within a week, you’d be walking everywhere (I’m good then!), but we don’t even think about it
- Why does shampoo smell like fear to me, shy do we use shampoo every day since it was only invited in the 50s, shampoo will collapse someday
- Science says its not great to wash your hair everyday, about half wash their hair every other day
- What is the outsider’s perspective, what if there iesn’t electricity or shampoo
- Let’s consider that the unthinkable is inevitable [i love this idea, how often do you do this?]
- We must pick up on the signals, if kids are wearing masks because of pollution what should the detergent companies do? Focus on freshness, teh grandparents know what nature smells like but the boy does not, he would change his clothes a lot because they smell, companies can share fragrances with him that he doesn’t know
- Be prepared and know where to look
- Technology lets us travel around the world physically and digitally, we have a fascinating future because of technology
- When products and services collide with human behaviour
- Micro emotions, emotional granularity, and emotions as the gateways to relevance
- Products evoke more emotions than we realize
- Top of mind products are the tip of the iceberg, unconsciously they influence our preferences
- A Fitbit make syou feel curious, then you learn all of the things it can do, then you wonder can it help your health, then you realize how bad your health is, so many emotions along the way, how many emotions do you have about one product
- Holistic experience scan, a panel of people who understand all the detailed emotions and know how to map them and score them
- Emotional life is diverse, worry, confusion, anger, contempt, guilt, disgust, hate, sadness, anxiety, reluctance, doubt, etc
- Researchers are often interested only in the positive emotions
- Created formulates to generate specific emotions for flight attendants about to go in the air, showtime curtain to create anticipation, nature section to encourage care
- Emotions reveal our deepest needs and values
- Can you ask and receive or should you instead focus on values and aspirations, learn about their deep needs
- Used the method with viewers and a news show, learned that the content of the news item need to guide the presentation of the format, let the newscaster be the guide not the teacher, other news shows are now following suit
- they have a list of 24 positive emotions
- Can you choose pretty visualization or functional visualizations, can you have both
- Is the purpose of the chart to look pretty or communicate the insights
- [oh, first use of Alexa] ALexa responded to the research question, we can interact with data via voice [oh, imagine giving your client an Alexa instead of a dataset!]
- [i look forward to the day when live demonstrations just work and you dont question it ever]
- Video will soon be the vast majority of internet content and in many ways its inaccessible
- How do we get from massive video content to shorter accessible video
- How do you beat one very articulate and passionate consumer so why don’s we use video more? Because it’s painful to gather and curate
- Half of executives would rather watch video than read text
- If you use video just to answer an open end question then you’re missing something
- Video is more than a 2 minute highlight reel or talking head
- How much time have you spent collecting data and how little time have you spend Rudly analyzing it, we can automate the collection part so we can spend more time on the analyzing part
- Analyze layers of data including speech or sentiment, facial emotional recognition, tone of voice recognition, Extremely useful at scale
- Use video to understand how long different cultures brush their teeth, how different they brush their teeth
- How people feel about preparing dinner, conversations during dinner, and treat these as datasets
- Understand emotional spikes by demographic groups
- What happens to social media listening when we switch over to video?
Live note taking at #IIeX in amsterdam. Any errors or bad jokes are my own.
- Our personal lives have blurred, it’s an always on world, a do it yourself mentality prevails
- Expertise still drives world progress, but what is the role of expertise
- There are barriers associated with building expertise in the new digital era
- Even simple analytics are not straightforward
- Human cognitive capacity is inadequate compared to what is required in today’s digital world
- Advances are ushering in a new era of computing, no more punchcards, no more simply programming, now we’re in cognitive systems era
- To error is human but to really mess things up requires a computer, now computers can learn and build expertise
- What is so unique about human intelligence, ability to create a novel idea, ability to differentiate between causality and correlation, ability to combine intuitions with intelligence, ability to ask questions
- The essence of being human is asking questions, not answering questions
- Technology boosts the expertise of intelligence professionals – enhance, scale and accelerate expertise
- computer system confirmed 99% of medical diagnosis but added diagnosis precision to 30% of them
- Think of technology as an enabler, let it cut through the ego and bias of humans
Automation: Robot vs Researcher by Paul Albert (Zappistore) and Tony Costello (RB)
- WHat used to take 6 months is now being done in hours and TV marketing budgets have gone up
- Research budgets are continuing to decline for three years in a row
- In fifteen years, half of Fortune 500 companies have disappeared
- Data and digital requires more research to fuel profit, Netflix and uber have grown immensely but TASI and blockbuster are dying
- We need lower cost and more speed but we also need validated methodologies
- Do you delay until the method os fully validated or launch Asap
- Business that don’t adopt technology are destined to fail, bravery is need to adopt new approaches
- Now they can test many more ads for more brands and chose more effective ads
System 1 Driven Brand Insights by CHristian Ohm (Magda) and Karthik Posnanski (BrainJuicer)
- Mazda has rebounded because of the product line, youngest
- They moved from lower premium and generic to more premium and distinctive, premium experience not high price
- Have a strong product perception but a weak brand image perception, most brands don’t
- Fragmentation leads to a weak brand, in message or tone, sounds like a different brand in different markets
- Took a co-creation approach, more people than marketing need to understand the brand – call Center, dealer, sales person
- People knew the brands and could talk about them but there isn’t a lot of emotion but some people just love driving and are passionate about it, they want to deliver on this experience
- Spirit of Hiroshima – challenger attitude, never give up, we can do it
- Emotional connection is achieved when care and driver are in perfect harmony
- Created a brand book to share with everyone
- Tracking needs to be fast and actionable, cover emotions, simple and engaging, modular and flexible, adapt latest MR thinking, forward focused and predictive, strategic and tactical, more qualitative [excellent advice for research in general]
- Considered fame, feeling, and fluency for brand growth
The nature of consumer emotion by Aaron Reid
- Visceral factors theory – Lowenstein, falling asleep at the wheel – extreme deviation from a desired equilibrium point
- It was a bold man who first ate an oyster – well, maybe a crazy person or simply a very hungry person
- System 1 ans system 2 interact, it can’t be one or the other
- The proportion of emotion model combines emotion and reason in a single predictive algorithm, we are more accurate in predictions if we use both
- You can’t measure racism explicitly, emotion interacts with reason
- We see eye tracking and emotion tracking of the Budweiser immigration ad, can see attention in the right places and emotion being positive or negative at the right moments
- Adding implicit facial coding and implicit impact of ads greatly increases ability to predict virality of an ad
- Need to quantify the emotions from pride, gratitude, and anxiety
- They engaged with startups so they could increase the work with half the cost, half the time and better quality
- Have worked with 800 startups in recent years – the Shark Tank, piloted 200, recruited 30 for research and the new way of doing business
- Want to move away from asking to observing, people forget, they give estimates (not because they’re lying)
- Used google glass technology and advanced video analytics
- Move from asking to sensing, though people struggle to articulate emotions, FMRI, emotion coding, facial coding, they use facial coding on every ad
- Why should we ask at all? Asking reveals needs, combine what people search for on google with what people say on social media to replace traditional research
- Move from studying consumers to building relationships with people
- The technology enables them to string together a more powerful story
- Let’s move to “i have the answer what is your question’
- The pyramid of tomorrow: Input powered by tech, output enabled by tech, outcome delivered by people
- Make the leap from insights to ideas
- They pay their vendors bonuses if they do a job well [fabulous idea, will you do this?]
- Can you buy an ad for a segment?
- Geolocation, attitudinal profiles, likely voters
- Need to use machine learning and targeting to buy thousands of direct targeted ads
- Microsegmentation has its use but you still need to use classic segmentation for higher level needs
- Alternative lenses for segmentation – demographics are targetable in media, behaviors for usage styles of path to purchase, attitudes for believes about category or self, needs for key buying factors, occasion based for needs that vary by occasion
- Right now demographics and behavior segmentation are highly used
- Challenges with segmenting – surveys are too long and phones are too small, we don’t know what we don’t know, self report behavioural data is not very accurate or precise, targeting segments is hard to do in advertising
- Can profile based on quantative data but people are bad with numbers, qualitative research brings richness and texture, plus can add real world behaviours like actual online activities or models propensities
- Audiences are identified and you can message them differently by segment
- The new tools are making classic segmentation more actionable than ever before
Live note-taking at the November 10, 2016, webinar. Any errors are my own.
- People aren’t just buying products or services, they are trying to get things done, many ways to get these things done
- How can we sell more ice cream? No calories, better distribution. Now think about you personally the last time you had ice cream, why did you have it? Completely different answers, nice way to end the evening, bribe the kids, want to cool down after a run, playgrounds, coffee, cigarettes, beer are the competition. It’s not an ice-cream company and the competition is much broader.
- Can do job quicker and faster because you’re more targeted on what needs to be done
- Need to know why consumers prioritize certain jobs and why they buy the things they buy
- When: understand target markets fully and meet the needs of multiple stakeholders
- How: address root causes and specific use cases
- Why: broad solution space base don both functional and emotional insights
- Discover the jobs, what do stakeholders want to accomplish, what are the pain points and current approaches but don’t start there are you will miss the why
- Identify the success criteria and investigate the obstacles, go into detailed planning
- Assess the value and beat the competition, do NOT start by trying to beat the competition
- Credit card company – are you in the ‘gold card’ segment? Not very sophisticated. Add demographics which isn’t much better. Maybe go further with ten life-stage segments (college students, couple with baby) but this is not all that predictive for a gold credit card. Company really wanted to attract high spenders – business travelers, small business owners who put business charges on personal cards, these are very different people. Not everyone is seeking more even though that’s what we’re trying to give them. Business travelers might want instead preferential events so they can connect with their family at home.
- Toothpaste – satisfies a very specific job. Is Wisp the worst toothbrush? It’s hardly a toothbrush at all. But it’s a huge category success. Has a very clear view of the customer. People who travel during the day and it’s hard to brush your teeth when you’re away, don’t want to carry a wet toothbrush. You don’t need a dental hygiene cleaning, you need to make sure there’s no broccoli in your teeth. Can’t be bulky. Have to be okay with throwing it away. [Darn, they almost had me until I heard it’s disposable]
- Décor Aid redefined the norm by focusing on hundreds or low thousands of dollars clients, not hundreds of thousands. Value of freshening a living room before a party. Give you a newly interesting den. No obvious competition other than DIY and maybe it looking like DIY.
- Go from big to narrow, get more targeted over time.
- Case study – prepared food company expanding product portfolio. Functional job – budget, nourish, reduce time on menial tasks, eat healthy. Emotional job – unwind, bond, try new things, variety, demonstrate caring, express creativity. Makes more sense to start with the emotional jobs in this case – “feed yourself” isn’t very useful. Success criteria – tasty, filling, healthy, easy, fresh, variety. Obstacles – lack of energy, lack of ideas, distractions, cravings, timing. There are industry benchmarks and you have to be prepared to break those so you can stand alone a bit. Myth – couples want quick meals is more correctly couples want easy meals.
- Jobs To Be Done goes different than needs or features. It’s only one piece of understanding the market. Don’t compete on features.
- Map the entire process of customer behaviour and keep digging to get a root causes. Be a kindergartner and keep asking why why why. Create a hierarchy of stakeholder jobs and priorities. Satisfy both functional and emotional jobs.
- Get out of the conference room and talk to actual people. people have a hard time telling you these kinds of things on a questionnaire. You can quantify context and experience, you can ask about frequencies. And then qualitative gives you the full experience
- Two segments is probably too simplistic and too many is unreasonable. Direct mail gives you more options for more segments. 4 to 7 is probably a good balance to exploit richness of the world but not getting over detailed.
Live note take at the AMA Houston conference in Houston, Texas. Any error or bad jokes are my own.
- Creativity is the new black, it’s the talent that CEOs need the most, it is valued the most by coworkers
- We all have creativity within us, we all WANT to create and it doesn’t mean pictures or dance or music. It’s companies and campaigns, even riffing is creative
- Creativity is a business imperative, it’s imperative for business growth
- It doesn’t mean a lone creative genius in their garage
- We need to unblock our creativity, we all fear our ideas will be criticized or that they aren’t perfect, fear of not being good enough, fear of ideas being TOO crazy
- FEAR – false evidence appearing real, you don’t know if you will be criticized or judged but you hold yourself back, other people could have benefited from your crazy idea
- Ted talk.- your body language shapes who you are, our bodies change our minds, our minds change our behaviors, our behavior changes our outcomes – CHECK your body language, put on your best superhero pose with hands on hips or hands in the air [this is where we all stand up and do superhero poses 🙂 ]
- Gaming can be helpful for creativity and stress relief
- Go into things with an experimentation mindset – explore different ways, acceptance of failure is built in, you won’t get it all the first time, you won’t get it right NOW but you will get it right, you will learn things along the way, ideas will start to flow
- More people means more creativity, creativity is linear
- None of us is as smart as all of us
- Keeping ideas to yourself is detrimental, be generous with your ideas, you also need to listen, over talking = muting other people [get our your plastic stabbing fork! 🙂 ]
- Be present, don’t be figuring out what you’re going to say, pay attention to what they’re saying; relax your own agenda;
- CONNECT: Now we’re instructed to tell a partner something very exciting, both at the same time. [I didn’t hear a thing he said 🙂 ]
- Listening builds trust and a sense of safety
- The most attractive people make you feel interesting
- COMBINE – diversity of people = diversity of ideas, you need left and right brains, big picture and little picture people, these are complementary like puzzle pieces
- Must adapt and respond to the variety of people
- [now we’re asked to tell a story and insert weird words into it, oh my, what a silly story]
- There was no judgement because everything was ok, no time to think and didn’t know where the story was going, you never what people will say but it might be so unexpected that it pushes you to another place
- Play is how we invent and experiment, we need to amplify ideas, avoid the phrase “yes but” and focus on “yes and”, an idea attributed to Walt Disney
- When someone offers an idea, accept the offer, and fully commit to it, add to it, make your colleagues look good and then everyone looks better
- A six person sentence – six people each choose one word – unicorn, batman, dream, ludicrous, lives, live – words all over the place
- Now people are asked to pick a word that someone can connect to – marketers are superheroes and also awesome 🙂
- Even the boring words were helpful, everyone owned the outcome
- Design an environment for co-creation, have a public space for ideas, need to externalizer ideas, sharing the raw concept gives your team material to work with and respond to, encourage ‘stupid’ ideas, they may be the best ones http://www.stupidideas.com
- Have both sitting and standing spaces, create a locus where people and ideas can mix and mingle where people from different departments will cross paths
- We’ve already tried to be creative by ourselves and be clever, sometimes plain is amazing
- We don’t need more, more stuff more money more recognition, what we really need instead is better, expand, better quality
- The total of human effort is not just more but better
- Develop an openness to difference, form strong bonds among the group
Keynote presentation by Thierry Bransi, Director of Commercial Insights and Planning at Metro Richelieu Inc. #MRIA16 #NewMR
Live note taking at the #MRIA16 national conference in Montreal. Any errors or bad jokes are my own.
- There are a lot of pessimistic people in our industry, research won’t be around in fifteen years, another said researchers only end there by default, research isn’t well positioned for the future
- Want to share my optimism
- We start in sales, then go to marketing, then go to research to dictate products; this paradigm is disappearing, more and more people are arriving in research by choice [me!]
- The research function is growing
- Going from information collectors to actors within an organization
- All the science in our industry is exciting
- Background of Metro, the banner, the organization, Metro Inc, Metro Ontario
- In 1947, retailers got together and changed name in 1956 to Metro, they have a long history
- In 1992, acquired Stienberg, pivotal moment when new president arrived, Steinberg company was going bankrupt
- President weathered through crisis, market conditions were unfavourable, became profitable and made many acquisitions
- 3rd company in its sector, 65000 employees, 12.2 billion in sales
- Possibly the best grocer in the world as stated by reviewers
- New president reaffirmed the client focus
- Suppliers collect information and do the analysis and they think the work ends there, but for us that is the beginning of the analysis stage
- What do we do with so much data, consumer information is vague, ownership of information isn’t clear
- Some data collection processes are becoming more popular, anyone can do research, there is automated research that happens without anyone asking for it, more people can do research
- Traditionally analysis looked like investigation and telling a story, the best story became the king
- But today, most intelligence has to do with merging information which is more democratic, everyone analyzes and generates insight
- We’re dealing with a ten thousand piece puzzle now, so now we say our puzzle is sexier but that doesn’t always work
- We used to wait beside the fax machine to get our sales numbers, but this old method balances thought and analysis; now we can throw piles of numbers on a page without thinking
- Now we build 500 slides and then tell our story, maybe we need to rethink this
- To have an impact, we need to develop a network
Live blogged at #IIeX in Amsterdam. Any error or bad jokes are my own.
Panelists – Eric Salama, Anita Nayyar, Erika Harriford-McLaren, Kristin Suhlke
- When senior leadership is all middle aged white, other people might not feel included
- Research is intended for countries all the world, companies need to reflect what their clients are talking about
- Biggest issue Kantar is dealing with is gender diversity, they are 55% female. They look at all of their senior roles on a monthly basis and are running 40% female appointments to roles. They have a lot of mentoring programs. They want talented people to succeed. Business loses when you don’t help talented people rise through the organization. They mentor a few hundred people now.
- WorldThinks is run by women. They need to access diverse audiences, physically and mentally challenged people.
- Erika worked with ESOMAR for several years. She has done recruitment at other jobs and saw how difficult achieving diversity is. Students wonder do they do a diversity program or do they try to get selected on their own.
- Kristin is working to cure corporate amnesia. 3% of CEO’s of tech companies are women. She is one. Says P&G has done well on both gender and ethnic diversity.
- Women have a lot of buying but only 5% of Fortune 500 companies have a female CEO. How do we improve this? Be a mentor and advocate for women. Girls fathers have a huge role to play – the girls who did best were treated the same as their brothers by their fathers, subconsciously blur the gender line.
- “You can’t be what you can’t see”
- What is the issue? Work life balance? Not enough roles? Seems women don’t feel as confident as men in putting themselves forward for a role. WOmen say 7 out of 10 isn’t not enough but men would say 3 out of 10 is overqualified.
- “The confidence gap” book. Kristin Luck says if she’s grossly under qualified for something, she tries it anyways [THAT’S how you do it!]
- How are women supposed to balance kids and their career? [so sick of that, why isn’t it an issue for men?]
- For Marissa Mayer to go back to work in two weeks, was she a bad role model for other women? We wouldn’t have this discussion with men.
- How do companies reverse this? Flexible work locations help. Companies need to help more. Companies should publish job ads but then ensure that at least one woman is on the shortlist, even if she isn’t hired. It forces people to think about it.
- Has a man ever been asked if he plans to have children when he seeks VC funds? Kristin Z was asked. How is that appropriate?
- COmpanies with a female on their executive team raise more first and last funding, and are more financially successful.
- How can you effectively research/market a product where 70% of target is women and 0% of the business team is women?
- If you want the most talented people, you need to do the hard work to find them.
- Gender diversity isn’t the only thing to be concerned about. Ethnicity matters too, religion, age, and more. In the UK, diversity might be going backwards because the population is changing.
- People notice brands that reflect them.
- [Sad that one of the speakers stopped wearing her hijab because she was worried what people would think of her. Diversity shouldn’t have to hide.]
- Kantar finds that if you broadly get the country representation right, you broadly get religious representation right
- ESOMAR is very English, along with most other conferences so you’re excluded from participating in the global research space. Only 10% of Europeans have English but they may not feel like they can contribute in a meaningful way in English.
- How do we get younger people into the industry but…. What about all the older people? They ought be represented as well. Have you ever hired a 70 year old for a junior job? Are you bringing older people INTO the business? Why do we think a 65 year old is the same as an 85 year old? We don’t do that for 25 year old and 45 year olds?
- Actions – men need to step up and be important mentors to females from a young age, be colour brave and get involved with people you wouldn’t normally be with, hire outside the same places you always hire, be religion brave and choose people even if they don’t come from the best school as they too will have great ideas and new directions for your business, make it mandatory that for every job opening their must be a woman on the shortlist
Live blogged in Amsterdam at the #IIeX conference. Any errors, bad jokes, or comments in  are my own.
Deliver more powerful insights with in-the-moment feedback using location and beacon triggering by Guelph Ramos, ConfirmIT
- IfThenThat app – actions based on location, when cell phone sees you have left the house, it turns your lights off
- There are more mobile devices in the world than there are people
- 4 in 5 consumers want search ads customized to their city, zip code, or immediate surroundings
- Location based ads lead to more sales, leads to store visits or to purchase
- Location accuracy – depends on user reported information, IP address, cell tower triangulation, wi-fi triangulation, wi-fi hotspots (but wifi needs to be on), GPS, Bluetooth beacon technology
- Can trigger surveys based on GPS or beacon
- Beacons are good for indoor studies, GPS for outside studies [in ten years, we’ll laugh at this statement]
- You can preload location of your store and competitive store, if someone approaches one of the stores you can prompt a survey
- Do you trigger a survey on entrance or exit?
- If GPS is off, the mobile will go back to 3G triangulation. In a high population area, location will be more accurate than a rural area.
- You can ask people to take pictures of where they are, at a location, things at the location, brands on shelves
Musical Chairs with Social Media is Making Me Dizzy! By Federico Capeci, TNS, and Paolo Melegari, Barilla
- Spend a lot of time together and have a clear focu, clear briefing and objective
- Get out from the noise and give structure to unstructured data
- Listen to the right places at the right time, share ideas immediately about where and when you plan to listen
- Be careful enough with exaggerated opinions and assess teach authors’ purpose – poke fun, get a reaction, get a brand to respond
- Not all posts are created equally, not all authors have the same relevant – random sampling is difficult with social media, give value to those with more visibility or with more content engagement
- Manual work is crucial, an insight is not a language related issue – not everyone uses perfect grammar or even your grammar
- Online conversations are not just made of text – look at peaks, likes, shares, images
- Always benchmark data and integrate sources
Audio matching by Jacob Lyng Wieland, Michael Oxfeldt, and Omri Halevi
- Remembering versus experiencing is very different
- After opting in, a mobile app keeps track of contextual sounds in a subtle way
- It’s annoying when you trigger people and passive (with permission) gets around that
- We know we are being monitored when we go online but we don’t like being make aware of it [try ghostery, you might be astonished]
- Got 30% compliance and 75% completion of trigger surveys and fall were answered within five minutes while they were still in the moment experiencing the moment
- Passively measured several TV and radio stations – what were people doing while they watched the news, what is their attention span on talk radio, what day and time to you want radio news, which would you expect on TV
- If you watch the same show for 20 minutes, they would ask people if they were actually watching the show
How technology and innovation is driving #MRX chang by Tim Macer, meaning and Richard Collins, FocusVision)
- Annual technology survey, emphasis on innovation
- We rate our own company as far more innovative than we rate the industry
- Responders felt that tech was behind a lot of the innovation
- [perhaps a lot of the innovative companies don’t call themselves MR and so are not in the survey population]
- Is disruptive innovation an opportunity or a threat? Of course it’s both but let’s be optimistic about the opportunity [it’s only a treat if your own company/business doesn’t keep up with the times and doesn’t fill a real need]
- CATI has been going down for a long time, paper as well. CAPI continues to rise likely due to use of tablets in field. Mobile self completes are really on the rise.
- Smartphone mobile surveys is a steady increase as expected but about 30% of people didn’t even know what percent of their surveys were being done online [hint, people will answer your ‘computer’ survey however they wish and despite your instructions so consider every survey to be a mobile survey]
- Third party panel is on the rise
- People value deeper insights from blended Qual and quant research , also more value and impact for the client [well sure, if you’re willing to pay for it. Blended research is TWO studies not one.]