Ogilvy Mindshare OBF ConsumersInRealChina

Information about Ogilvy Mindshare OBF ConsumersInRealChina

Published on October 12, 2007

Author: abdullah

Source: authorstream.com

Content

Slide2:  Which is the largest market in China for Humvees? Slide4:  Which city did The Guardian refer to as ‘Invisible City’? Slide6:  What is the most common (and free!) advertising medium in small towns? Slide7:  Ad for Locksmith Ad for a Stampmaker – fake it! The Real China Revealed:  The Real China Revealed Insights into the mainland’s 2nd and 3rd Tier cities Where is the money currently?:  51% population 64% of GDP 4.5% population 4% of GDP 44.5% population 32% of GDP Where is the money currently? Source: Asian Demographics Only 33.5% of all retail sales in China now come from the 24 largest cities. National Bureau of Statistics / Access Asia:  Only 33.5% of all retail sales in China now come from the 24 largest cities. National Bureau of Statistics / Access Asia Relative affluence of inhabitants in the main 8 cities will decline :  Relative affluence of inhabitants in the main 8 cities will decline Beijing, Guangzhou, Hangzhou, Nanjing, Ningbo, Shanghai and Shenzhen Chongqing, Chengdu, Kumming, Qingdao, Tianjin, Shijiazhuang and Xiamen Secondary cities in the provinces of Jiangsu, Zhejiang, Shandong and Fujian. Compounded annual growth rate of affluent households is 17.9% Number of affluent households in the 8 cities will more than double but contribution will be down to 33% by 2012 Note: currently middle class are those with Rmb 28-48K - here forecast of those earning Rmb 80K+; even with some inflation, they should enjoy good standards of living by 2012 Source: Asian Demographics Defining the Tiers:  Defining the Tiers First-Tier Cities Four municipalities: Beijing, Chongqing, Shanghai, Tianjin Cities with total retail sales of more than RMB30bn, annual per capita income of RMB11,000 and high per capita retail sales as proportion of income: 10 provincial capitals: Changchun (Jilin), Chengdu (Sichuan), Guangzhou (Guangdong), Hangzhou (Zhejiang), Harbin (Heilongjiang), Jinan (Shandong) Nanjing, (Jiangsu), Shenyang (Liaoning), Wuhan (Hubei), Xi’an (Shaanxi) Four leading cities: Dalian, Qingdao, Shenzhen, Xiamen Second-Tier Cities 17 provincial capitals: Changsha (Hunan), Fuzhou (Fujian), Guiyang (Guizhou), Haikou (Hainan), Hefei (Anhui), Hohhot (Inner Mongolia), Kunming (Yunnan), Lanzhou (Gansu), Lhasa (Tibet), Nanchang (Jiangxi), Nanning (Guangxi), Shijiazhuang (Hebei), Taiyuan (Shanxi), Urumqi (Xinjiang), Xining (Qinghai), Yinchuan (Ningxia), Zhengzhou (Henan) 50 prefecture-level cities, including, Ningbo, Suzhou, Wuxi, Wenzhou, Nantong, Dongguan, Zhanjiang 15 more cities with populations of between 500,000 and 2mn Third-Tier Cities Approximately 200 county-level cities Fourth-Tier Cities Approximately 400 capitals of county towns Seeking insights into the other half:  Seeking insights into the other half Research Objectives:  Research Objectives Understand the consumer in low tier markets and how they are different from (or similar to) top tier cities – in terms of attitudes towards life, brand consumption & media habits. The retail communication study - brand and communication presence at different types of retail stores. Shopper profile and shopping basket - observations of shopping behavior, including shopper profile and the products & brands in their shopping basket; planned vs impulse buying Study sample:  Study sample Home interviews & photographs – 3419 families Retail environment – 295 hypermarts, supermarkets, convenience stores, mom-n-pop stores Shopper exit interviews – 530 Qualitative in-depth family & expert interviews – 20 Market Coverage:  Market Coverage North 22 cities in 10 provinces, across tier 1 to tier 3 Slide17:  51% population 64% of GDP 4.5% population 4% of GDP 44.5% population 32% of GDP Source: Asian Demographics Topline findings and implications:  Topline findings and implications Consumer Lifestyle - attitudes to family:  Consumer Lifestyle - attitudes to family Tier 1 residents feel almost guilty of giving their careers preference over family, hence justifying priorities to themselves. Many Tier 2-3 families eat together anyway. Consumer Lifestyle - attitudes to life:  Consumer Lifestyle - attitudes to life Consumers living in tier 1 cities are more satisfied than those in the Tier 2-3. Over half of those living in Tier 2-3 are not satisfied. “A big city has many more opportunities for earning and spending” – Nanning respondent Consumer attitudes - risk:  Consumer attitudes - risk The majority plays safe, yet there is a substantial number of those willing to take risks – in equal measure across the tiers Nude portfolios in Nanjing “My daughter has left high school and is learning how to dance” – Mr Wang, Lanzhou Consumer attitudes - risk:  Consumer attitudes - risk The majority remains debt-averse; China continues to be a high savings nation. Change marginally greater in Tier 1 cities “I am confident that I will get a raise this year and will pay off my credit card bills” – Jr. Executive in Shanghai. Consumer attitudes - ambition:  Tier 1 residents are only slightly more ambitious than the lower tiers; the majority still does not consider itself very ambitious. “I want to be like Yo Yo Ma” Consumer attitudes - ambition Consumer attitudes - fashion:  Again, small differences between the tiers. Lower tier consumers have huge access to fashion & beauty, even if it is not always branded. It’s also cheap. “Why should I spend 200 kuai on a pair of branded jeans when I can pick up 5 stylish pairs here?” – Young woman, Cenxi Consumer attitudes - fashion Consumer attitudes - novelty:  Novelty is a big draw. Consumers are looking for new ideas in every sphere of consumption. Again, across the tiers, and to a slightly greater extent in Tier 1. Consumer attitudes - novelty Implications - 1:  Implications - 1 The brand stories, particularly those around the themes of risk, fashion, family, ambition can be the same across the tiers. However they need to be calibrated. Risk-aversion can be countered with confidence. Brands and communication will need to offer the new even in the lower tiers – tired clichés and similar products will not work. Brands and communication for low tier consumers can actually make them feel good about their condition, rather than inadequate. Attitudes towards brands & advertising :  Attitudes towards brands & advertising Clear role for advertising – it is the source of knowledge about brands Fair numbers find value in brands; greater numbers in Tier 1 cities Attitudes towards the foreign :  Attitudes towards the foreign Openness to foreign brands significantly less in lower tier towns. Greater price sensitivity …belief that foreign brands are more expensive. Brand Preference - Top 10 Favorite Brands:  Brand Preference - Top 10 Favorite Brands Influences on purchase decision:  Influences on purchase decision Still a price-driven, price-sensitive market Price influences both store and brand choice Influences on purchase decision:  Average Influences on purchase decision Influences on purchase decision:  Influences on purchase decision Price and brand are most important, across the tiers In Tier 1, people value their own experience; in Tier 2, others’ opinions matter; in Tier 3, packaging and salesperson’s / shopowner’s recommendation matters more. Reflects how and where they mostly shop Shop vs Brand - relative importance:  Shop vs Brand - relative importance Do you first decide which shop to buy or which brand to buy? Shop vs Brand - relative importance:  Shop vs Brand - relative importance General speaking, the more expensive the product, the more important the brand! Influence of the Little Emperors:  Influence of the Little Emperors Kids have significant influence on the family during shopping as sources of new information, but the proportion is lower as one moves down the tiers. They are among the first to latch on to new trends. Influence of the Little Emperors:  Influence of the Little Emperors “We spend 40% of our income on our son, to make sure he has a good education and is comfortable” – couple in Linxia, MHI: Rmb 1100 “Bu jidao” – their son, upon being asked who the cartoon character on his T-Shirt was (it was Mickey Mouse) Implications - 2:  Implications - 2 Role of advertising / brand communication experienced by consumers is mostly informative. Opportunity to use emotion, creating value systems and move to imagery and storytelling. MNC brands need not emphasize country of origin. For the low tier, cultural assimilation would be a good strategy. Implications - 2:  Implications - 2 Tier 2 & 3 show a lower degree of shopping confidence and individuality than Tier 1 shoppers Role of word of mouth much greater; need to motivate shopowners / shop assistants as well as current users Need for constant reassurance Opportunity to involve kids to spur brand choice and aid shopping, even in the low tier Some other differences between the tiers …:  Some other differences between the tiers … Food habits:  Food habits Tier 1 has significantly more consumers eating at fast food restaurants (such as KFC, Yoshinoya, McDonalds …) than Tier 3; Tier 3 families remain conservative with their eating habits. Planned purchase – consumer durables:  Planned purchase – consumer durables Which ones do you plan to buy a new one next 12 month? Planned purchase – consumer durables:  Planned purchase – consumer durables More consumers in tier 1 intend to buy new TV in next 12 months. Replacement market - upgrades More consumers in tier 2 plan to buy new DVD player, air conditioner and washing machine. More consumers in tier 3 are willing to buy new mobile phone, computer, digital camera and refrigerator. Both first-time purchases – consumers entering category for the first time. Shopping Frequency & Distance:  Shopping Frequency & Distance Shopping Frequency Shopping Distance Sample: 250 245 135 Sample: 250 245 135 Shopping Frequency & Distance:  Shoppers in tier 1&2 markets go shopping a little more frequently than those in tier 3 markets. And there are more shops near residence zone in tier 1&2 markets than in tier 3 markets Shopping Frequency & Distance Impulse Shopping:  Impulse Shopping Interestingly, shoppers in Tier 2&3 markets do a bit more impulse shopping than those in Tier 1. Impulse Shopping: Influences:  Impulse Shopping: Influences Impulse Shopping: Influences:  Discounts are the most effective promotion that trigger impulse shopping. Free gifts and sampling are more attractive in tier 1 markets. Radio ads and standalone display are attractive in tier 3 markets. Impulse Shopping: Influences Shopping environment:  Shopping environment TV: Program Type Preference:  TV: Program Type Preference Average TV: Program Type Preference:  TV: Program Type Preference Tier 1 likes sports, music, food, business, nature and environment programs Time to chill (but can’t abandon the quest for money) Tier 2 prefers local news most Tier 3 are more skewed to national / international news, education & career Looking for ways to advance, want to know what’s happening in the world Internet usage:  Internet usage Internet users spend half as much time surfing the Net during weekends compared with weekdays, in Tier 1 and 2 cities; the difference is relatively lower in Tier 3 cities. A reflection of many more opportunities for entertainment and socializing in the upper tiers. Implications - 3:  Implications - 3 Significant differences in food habits Low tier remains conservative; need to stimulate demand, offer traditional cuisine in new and convenient formats Consumer durable co.s must have a multi-tier strategy Sense of direction for channel planning across the tiers Use TV to build image, focus on softer brand values; use local / in-store media to enable comparison and trigger impulse – opportunity to localize Slide54:  Thank you!

Related presentations


Other presentations created by abdullah

TheLittleRedHen ReadersTheater
04. 10. 2007
0 views

TheLittleRedHen ReadersTheater

flexenergypresentati on
28. 11. 2007
0 views

flexenergypresentati on

Yoga and Stress Management
05. 12. 2007
0 views

Yoga and Stress Management

Ethanol Process Tour pps
07. 11. 2007
0 views

Ethanol Process Tour pps

0830
07. 11. 2007
0 views

0830

SkyMotion
13. 11. 2007
0 views

SkyMotion

Reqmts Sched Procurmt Spamp
15. 11. 2007
0 views

Reqmts Sched Procurmt Spamp

lect16
16. 11. 2007
0 views

lect16

HPKB coas
09. 11. 2007
0 views

HPKB coas

OFC presentation
17. 12. 2007
0 views

OFC presentation

EId Mubark
20. 12. 2007
0 views

EId Mubark

FArmEquipment
29. 12. 2007
0 views

FArmEquipment

Vincent 2007
31. 12. 2007
0 views

Vincent 2007

DRC Presentation
07. 01. 2008
0 views

DRC Presentation

Patents presentationLibMar07
01. 11. 2007
0 views

Patents presentationLibMar07

01 VisualBasic2005
28. 11. 2007
0 views

01 VisualBasic2005

future of incarceration
28. 09. 2007
0 views

future of incarceration

2008GeneralVegetable Culture
04. 03. 2008
0 views

2008GeneralVegetable Culture

DODA Exec Seminar
06. 03. 2008
0 views

DODA Exec Seminar

XLT
10. 03. 2008
0 views

XLT

marsh presentation
12. 03. 2008
0 views

marsh presentation

Open Days
14. 03. 2008
0 views

Open Days

spotkania warsztaty mazowsze
18. 03. 2008
0 views

spotkania warsztaty mazowsze

WP1
21. 03. 2008
0 views

WP1

2jpn e
27. 03. 2008
0 views

2jpn e

Birding in Maine
07. 04. 2008
0 views

Birding in Maine

beckwith whois workshop 24jun03
02. 10. 2007
0 views

beckwith whois workshop 24jun03

bagshaw relevance
30. 03. 2008
0 views

bagshaw relevance

likenootherbusiness
13. 04. 2008
0 views

likenootherbusiness

personalfinance
03. 10. 2007
0 views

personalfinance

Krase Part 1
27. 09. 2007
0 views

Krase Part 1

informe muerte
06. 11. 2007
0 views

informe muerte

Balogh
30. 12. 2007
0 views

Balogh

WeOPC15 03 Noriyo Kaneko
23. 12. 2007
0 views

WeOPC15 03 Noriyo Kaneko

div7k train
26. 02. 2008
0 views

div7k train

Tab 3 NCS
29. 12. 2007
0 views

Tab 3 NCS