Boost online presence and drive results with search advertising

Drive awareness and conversions through social media advertising

Paid Social

Leverage advanced targeting capabilities across smart devices

Increase your brand visibility across top retailers

Retail Media

Maximize visibility and audience engagement through organic search

Target audiences with precision and efficiency across display networks

Programmatic Display

Media

Define and elevate your brand identity, voice and design

Brand Strategy

Futureproof your brand by resonating with diverse audiences

Multicultural Marketing

Marketing strategies based on your audience's behavior to maximize return

Integrated Marketing Planning

Strategy

Derive insights into channels driving the most significant impact

Media Mix Modeling

Understand customers' brand perception and purchasing decisions

Brand Awareness & Preference

Understand customer needs, preferences and behaviors to meet demands

Market Research

Collect, process and store data to inform impactful business decisions

Data Management

Business Intelligence

Bring big ideas to life through strategy, imagination and ingenuity

Creative Concepting

Inspiring design work to help your brand grow

Design

Video content that rivets audiences and compels them to act

Video Production

Creative

Influence, engage and build relationships to influence perception

Public Relations

Partner with personalities who have visibility and trust in your space

Influencer Marketing

Share relevant and valuable content for real time audience engagement 

Social Media Marketing

Create engaging and memorable event experiences

Event Marketing

Communications

Create meaningful and valuable content geared toward target audiences

Content Strategy

Build a reliable flow of content that is relevant for your audience

Content Production

Content Marketing

Maximize your marketing automation platform capabilities

CRM Management

Drive engagement and nurture sales leads through email marketing

Email Marketing

CRM Marketing Automation

Find the technology and database solutions that meet your needs

Web & Mobile Development

Make your site useful, usable, and appealing to your audience

User Experience Design

Bring products to life in ways you never thought possible

Augmented Reality Development

Web UX & Development

What We Do

Marketing Intelligence

Building & Renovation

Solutions

About Us

Our Work

Perspectives

Careers

Active Nav

Explore key strategy insights from our team.

Discover valuable insights from our strategy experts as we explore essential marketing principles. From defining your brand position to understanding your audience, our insights will help you create effective strategies that drive results and growth for your business.

Our Perspectives on Strategy: Industry Trends and POVs | Brunner

strategy

Discover valuable perspectives from Patrick Culhane, Director of Business Strategy and Development, with 21 years of agency experience.

Perspectives from Patrick Culhane | Brunner

Vice President, Brand Strategy

Patrick  Culhane

Explore the latest trends in B2B solutions with Brunner.

Explore the latest trends in B2B solutions, where we recognize that B2B customers are just like everyday consumers. Discover insights on how to adapt your marketing strategies to meet evolving customer expectations and drive meaningful connections in a digital-first landscape.

B2B Solutions Content and Perspectives: Trends and POVs | Brunner

b2b solutions

BlogArticle

B2B marketing leaders from all types of industries shared insights, examples, and light-bulb moments about the latest in B2B thinking at this year’s <a href="https://www.ana.net/content/show/id/ms-b2banc-jun24" rel="noopener noreferrer" target="_blank">ANA Masters of B2B Marketing Conference</a> last week in Naples, Fla.&nbsp;Here are some key takeaways on hot topics, including C-suite alignment, brand-to-demand, AI tools, and the growing importance of Latino audiences.&nbsp;<h2>For Impactful Marketing, Build Alignment across the Org Chart</h2>Several speakers reinforced that for marketing to be most effective, all levels and departments must be aligned. In his talk, Jeff Lowe, chief commercial officer at SMART Technologies, zeroed in on his C-suite peers as essential allies and collaborators, more so than the marketing team. At SMART Technologies, all members of the C-suite share the same organizational goals and understand each other’s role so fully they can stand in for each other at presentations.&nbsp;For Northwest Mutual, integration meant viewing marketing and sales as collaborative in the brand-to-demand process, according to CMO Lynn Teo. She highlighted the importance of a CMO starting out by understanding what drives sales activity.&nbsp;Brunner POV: If you do not have a fully aligned C-suite and are not including your CFO in your marketing conversations, find a partner or agency that can provide a roadmap to get you there, including how to get buy-in to the concept.&nbsp;<h2>To Brand or Not to Brand, That Is the ‘Brand-to-Demand’ Question</h2>From presentations to hallway conversations, the phrase “brand-to-demand”&nbsp;became a frequent topic across all three days. Brand-to-demand is the insight that your buyer is not in the market for your product 95% of the time. During this stage, brands need to stay top-of-mind so they’re in consideration when the buyer moves in-market and needs your product or service. At this point, you move to marketing that drives conversion. Speakers shared several funnels to bring this approach to life.&nbsp;Lou Aversano, chief brand and marketing officer at The Cigna Group, offered a distinct perspective on the role “brand” plays in your marketing.&nbsp;He was the only presenter who expressed the viewpoint that brand is never a separate activity. Brand, he said, should be built into all marketing.&nbsp;&nbsp;Brunner POV:&nbsp;The word “brand” has taken on several meanings within an organization. The brand should clearly define your organization’s strengths, your profitable target customers’ needs and passions, and the white space you want to own or defend from the competition. Then, every campaign or communication should focus on the strength that matters to the customer in that part of their journey, in a way that continually separates you from the competition.&nbsp;<h2>AI Tools Are Essential But Should Make Us Even More Human</h2>Unsurprisingly, many presenters discussed the role of AI tools and their impact on marketing.&nbsp;For example, did you know it is now possible to research virtual B2B buyers to get campaign insights? The overall message from speaker after speaker was that brands that are not using AI tools and solutions&nbsp;will lose out to those that are.&nbsp;David Edelman, senior lecturer of business administration at Harvard Business School and former CMO at Aetna, shared the most holistic approach to using AI in your marketing. This five-step process recommends considering how AI can help each customer:&nbsp;<ul><li>Empower me. With 75%+ of in-market research now done independently by buyers, how can you make that process easier for them?&nbsp;</li><li>Know me. Throughout the buying process, how can AI help you show that you know the individuals within your target audiences and take personalization to the next level?&nbsp;</li><li>Reach me. Can AI tools find the triggers that allow you to reach out when it matters most?&nbsp;</li><li>Show me. How can you create an experience, powered by AI, to show solutions specific to that buyer?&nbsp;</li><li>Delight me. Moments of surprise and delight give brands a competitive edge and drive incremental sales. How can AI help create experiences that help you stand out in your category?&nbsp;</li></ul>Brunner POV: If you are not considering how AI can help you holistically, find a partner that understands how to build buyer-centric CX and have a team focused on the ever-changing AI landscape.&nbsp;&nbsp;<h2>Latino Audiences Need More Than a Translation</h2>The Latino audience is driving small business growth. This group opened 82% of new businesses last year, and their businesses grew 10x faster than the national average. If they were a country, U.S. Latinos would be the fifth largest economy in the world.&nbsp;Eric Miller, marketing leader–home centers for Owens Corning, showed how the company is winning with the vitally important Latino audience:&nbsp;&nbsp;<ul><li>Represent the Owens Corning brand through the Latino audience&nbsp;</li><li>Invest in Latino communities&nbsp;</li><li>Transcreate, not translate&nbsp;</li></ul>Brunner POV: We apply these principles for a range of clients, including Owens Corning, Church’s Texas Chicken, and Dairyland. The Latino audience is a growing force that values brands that genuinely represent them.&nbsp;<h2>What Was Missing: The Modern Business Buyer</h2>A key B2B topic that didn’t receive attention is&nbsp;the growth of millennials within business buyer positions. Brands that know what drives this audience will better understand why the points raised in the conference matter. You can learn more about this modern buyer by watching our recent presentation with Rob Pongonis, CMO of Great Southern Wood Preserving (maker of YellaWood lumber products), where we cover what drives this audience. <a href="https://www.brunnerworks.com/b2b-solutions/brands-for-humans-insights" rel="noopener noreferrer" target="_blank">Learn more.</a>

Learn about the key takeaways from the ANA Masters of B2B Marketing, focusing on C-suite alignment and the impact of AI.

C-Suite Alignment and AI Impact Shine at ANA Masters of B2B Marketing

C-Suite Alignment and AI Impact Take Center Stage at ANA Masters of B2B Marketing

Columns

VideoCarousel

Like many brands that need to reach consumer and business audiences, YellaWood wanted a way to win the hearts, minds —&nbsp;and business — of B2B and B2C lumber customers. The goal was to engage with these audiences equally, across all YellaWood’s marketing channels.“Six years ago, we came to Brunner with a very simple request — to cut through the clutter,” recalls Rob Pongonis, CMO of Great Southern Wood Preserving, maker of YellaWood. “Brunner threw a lot of stuff on the wall. What stuck was this group of beavers.”

Brands for Humans (B4H) marketing delivers impressive results with authentic, human-centered strategies that build connections and drive success. Learn more.

Delivering Results for YellaWood Through ‘Brands for Humans’ Marketing

How Brunner is Delivering Big Results for YellaWood Through ‘Brands for Humans’ Marketing

Get the best advice. With years of experience across sectors - there's a lot to learn from Jeff Maggs, Managing Partner at Brunner.

Perspectives from Jeff Maggs | Brunner

Managing Partner, Atlanta

Jeff Maggs

Would you be surprised to know today’s home buyers prefer exterior walls made of concrete or steel over traditional wood framing?&nbsp;Or that laundry rooms and home offices are now among the top features that influence a home buyer to pick home A over home B?&nbsp;Those findings and much more are packed into the <a href="https://www.nahb.org/news-and-economics/press-releases/2024/02/top-design-trends-for-2024" rel="noopener noreferrer" target="_blank">2024 “What Home Buyers Really Want” report</a>, an essential source of customer insights for building supplies brands.&nbsp;&nbsp;This study from the <a href="https://www.nahb.org/" rel="noopener noreferrer" target="_blank">National Association of Home Builders</a> is essential reading for the Brunner team, too, in our work with clients including <a href="https://www.brunnerworks.com/our-work/home-depot-rental" rel="noopener noreferrer" target="_blank">The Home Depot Rental</a>, <a href="https://www.brunnerworks.com/our-work/yellawood" rel="noopener noreferrer" target="_blank">YellaWood</a> (pressure treated pine products), and Rinnai (maker of tankless hot water heaters).&nbsp;We’re just back from hearing the NAHB’s latest insights at the 2024 International Builders’ Show in Las Vegas. We’re already digesting the study’s findings to inform strategies and campaigns for our clients.If you’re a building supplies brand marketer (or just love home buying trends), read on for the top NAHB findings for 2024.&nbsp;<h2>Key Findings: Understanding the Modern Home Buyer</h2><ul><li>Home Type: Unsurprisingly, the single-family detached home remains the top preference for most home buyers — 67% — followed by townhouses at 16% and multi-family condos at 10%.&nbsp;</li><li>Desirability of Newly Built Homes: 61% of home buyers prefer new construction over existing homes. That’s the highest percentage since 2007.&nbsp;</li><li>Architectural Styles: Home buyers have diverse tastes, with 34% preferring traditional and 26% identifying contemporary as top styles.&nbsp;</li><li>Materials: The study revealed a remarkable shift away from wood framing for exterior walls, with 25% preferring concrete and 23% preferring steel.&nbsp;&nbsp;</li><li>Price and Size: The median price for a home is $307,061. Home buyers are seeking a median of 2,067 square feet of finished space.&nbsp;</li></ul><h2>What Interior Features Do Home Buyers Prefer?</h2><ul><li>Room Layout and Design: Open floor plans are tops, with 76% of home buyers preferring an open layout between the kitchen and dining room.&nbsp;</li><li>Kitchen and Baths: Essential features in kitchens include a walk-in pantry (80%) and table space for eating (80%). For the primary bath, 78% prefer a shower stall and tub.&nbsp;</li><li>Windows, Doors, Flooring &amp; Decorative Features: Energy efficiency is a top priority, with 83% of home buyers favoring Energy Star windows and 81% preferring hardwood flooring.&nbsp;</li><li>Specialty Rooms and Features: The top features that influence a home purchase decision include laundry rooms (86%) and home offices (68%).&nbsp;</li></ul><h2>What Other Features Do Home Buyers Prefer?</h2><ul><li>Accessibility and Exterior Features: Top desired features include patios (86%) and exterior lighting (82%).&nbsp;&nbsp;</li><li>Green Homes and Features: While 80% of home buyers express environmental concerns, only 18% will pay more for environmentally friendly homes.&nbsp;</li><li>Technology in the Home: Programmable thermostats, security cameras, and video doorbells rank among the most desired technology features.&nbsp;</li><li>Choosing a Community: Convenience, walkability, and access to amenities are paramount. Retail spaces, parks, and walkable environments rank highest among desired community features.&nbsp;</li><li>Trade-Offs Buyers Are Willing to Make: Size matters — home buyers are more inclined to accept a smaller home or lot size than give up amenities they consider essential.&nbsp;&nbsp;</li></ul><h2>Turn Home Buyer Insights into Marketing that Delivers</h2>At Brunner, we follow changes in the home buying industry and monitor home buyers preferences so we can turn what we learn into marketing that delivers results for our clients, from brand building to sales.&nbsp;The NAHB report shows home buyer preferences are shifting in response to changing lifestyles, societal trends, and economic factors. We see it in everything from their renewed interest in outdoor living to their growing demand for energy-efficient features.&nbsp;&nbsp;To learn more about the NAHB findings and how those insights can energize your marketing, please contact us. We love to hear about the business challenges you’re facing, and we’re always ready to chat building supplies. Let’s talk!

The 2024 study around home buyer trends is an essential source of customer insights for building supplies brands. Learn more about the preferences of home buyers. 

IBS 2024: Latest Home Buyer Trends Can Help Shape Marketing for Brands

If you lead marketing at a B2B company, how do you describe your customers? Do you list off the businesses that purchase what you sell?Or do you talk about Joshua, Jessica, and Javon — the people who buy from you?In today’s rapidly changing marketplace, your B2B customers are not your parents’ customers. Increasingly, today’s buyers are millennials, born between 1981 and 1996, and they bring a very different set of expectations to the buying experience. To win their business, brands must connect with millennials on a deeper level, as people first.At Brunner, we work with business brands like <a href="https://www.brunnerworks.com/our-work/yellawood" rel="noopener noreferrer" target="_blank">YellaWood</a> on marketing to hearts, not businesses. Instead of B2B, it’s now B4H — Brands for Humans.&nbsp;We start from a deep understanding of current business buyers.<h3>The Rise of Millennials: A New Generation of B2B Buyers</h3>Today’s business customers increasingly bring their emotions, desires, and unique perspectives into the workplace. They expect employers and brands to meet their needs like never before. Their workplace and living space are blurred, and so are the communication channels they use. They are happy to FaceTime a family member, switch to a Teams meeting, and then catch up on a social trend — all in less than an hour.The behavior shift is generational. Today, <a href="https://www.forrester.com/press-newsroom/changing-b2b-buying-behaviors/" rel="noopener noreferrer" target="_blank">millennials make up more than half of business buyers</a>, according to Forrester. Zippia estimates that the <a href="https://www.zippia.com/director-procurement-jobs/demographics/" rel="noopener noreferrer" target="_blank">average age of a procurement director is 46</a>, which millennials are about to reach. In 2021, <a href="https://solutions.trustradius.com/vendor-blog/millennial-b2b-buyers-what-you-need-to-know-about-the-new-wave-of-decision-makers" rel="noopener noreferrer" target="_blank">millennials made up 60% of all buyers in the B2B tech market</a> with that number expected to grow in the coming years, according to <a href="https://solutions.trustradius.com/vendor-blog/millennial-b2b-buyers-what-you-need-to-know-about-the-new-wave-of-decision-makers" rel="noopener noreferrer" target="_blank">Trust Radius</a>. And millennials are a growing proportion of small business owners, up from <a href="https://www.guidantfinancial.com/2023-small-business-trends/" rel="noopener noreferrer" target="_blank">12.9% in 2023</a> to <a href="https://www.guidantfinancial.com/small-business-trends/" rel="noopener noreferrer" target="_blank">16% in 2024</a>, according to Guidant’s annual Small Business Trends report.&nbsp;<h3>How to Resonate with Millennial Business Buyers</h3>As millennials take the procurement reins, their expectations and behaviors are reshaping the B2B landscape. Business marketers need to understand and act on these key trends.1.&nbsp;Personalization is an ExpectationMillennials are online natives.&nbsp;They are&nbsp;<a href="https://solutions.trustradius.com/vendor-blog/millennial-b2b-buyers-what-you-need-to-know-about-the-new-wave-of-decision-makers" rel="noopener noreferrer" target="_blank">twice as likely as older generations to discover products through online searches</a>, Trust Radius found. Their predecessors relied on traditional channels, but millennials use search engines, social media, and digital platforms to find solutions. They expect their business searches to be as intuitive and personalized as their Amazon searches.<ul><li>Takeaway:&nbsp;Business brands must optimize and personalize their online presence to provide a level of self-service for this tech-savvy audience.</li></ul>2.&nbsp;Customer Reviews Matter More than EverMillennials trust their experiences with a product, free trials, product demos, and user reviews more than any other resources when researching products. According to the Trust Radius study,&nbsp;<a href="https://solutions.trustradius.com/vendor-blog/millennial-b2b-buyers-what-you-need-to-know-about-the-new-wave-of-decision-makers" rel="noopener noreferrer" target="_blank">80% of millennials won’t purchase without reading a review</a>.<ul><li>Takeaway:&nbsp;Brands should encourage customer reviews, make it easy for a customer to provide one, and leverage those reviews as powerful, authentic social proof.</li></ul>3.&nbsp;Purpose-Driven Brands Win HeartsMillennials gravitate toward brands that align with their values. One study found that&nbsp;<a href="https://www.forbes.com/sites/forbesbusinesscouncil/2022/10/24/why-millennials-in-charge-are-making-a-difference/?sh=625e969f4172" rel="noopener noreferrer" target="_blank">91% of millennial consumers are willing to switch brands</a>&nbsp;to one associated with a cause. Purpose-driven marketing resonates with this audience. It’s not just about selling a product; it’s about knowing a purchase helps make a positive impact.<ul><li>Takeaway:&nbsp;Brands that champion social causes, environmental sustainability, and ethical practices create a deeper emotional connection with millennials.</li></ul><h3>How Brands Can Pivot to Brands for Humans Marketing</h3>To thrive in this new era of Brands for Humans marketing, business brands must take proactive steps:<ul><li>Invest in Data Analytics: Understand your audience’s behavior, preferences, and pain points. Leverage data to create targeted campaigns.</li><li>Prioritize Personalized Self-Service: Excellent online self-service is non-negotiable. Prompt responses, clear communication, and personalized assistance go a long way.</li><li>Educate and Empower: Provide valuable content that educates and empowers your audience. Be a trusted, credible resource, not just a seller.</li><li>Humanize Your Brand: Shift from a transactional mindset to a relational one. Show empathy, engage in conversations, and build lasting relationships with customers.</li><li>Embrace Purpose: Define your brand’s purpose beyond profits. How do you contribute to a better world? Communicate this authentically and show how your company is making a difference.</li></ul><h3>Winning Hearts Is Winning Business</h3>As marketers, we must recognize that behind every business decision lies a human being who is driven as much by their heart as their head. Brands that connect emotionally with people, address real needs, and champion authenticity will win customers.Remember: It’s not about selling widgets; it’s about touching lives. Meaningful connections drive success.<h3>Ready for Brands for Humans Marketing?</h3>If you’re ready to energize your B2B marketing, let’s talk. Just like we’ve helped YellaWood, we can help your brand connect with business audiences. Contact us to talk through your challenges and ways your brand can win the hearts of business buyers.

Connecting with B2B customers presents greater hurdles than before. How can you achieve this? Through personalized, human-centric marketing. Learn more.

To Reach Today's Business Buyers, Use Brands for Humans Marketing

To Reach Today's Business Buyers, Brands Must Embrace Brands for Humans Marketing

Hear from the Brunner Marketing Team as we give agency news updates, awards announcements and valuable insights on the ever-changing digital landscape.

Perspectives from Brunner Marketing Team | Brunner

Brunner Marketing Team

Every company should be able to say clearly who they are, what they do, and how their products or services help customers. For Brunner clients, those answers are foundational to their brand strategy, which supports everything else we do for them.&nbsp;To lead Brunner’s brand services, Brunner has promoted Patrick Culhane to vice president of brand strategy. Culhane, a native of the United Kingdom, has been with the agency since 2015.&nbsp;“During his years with Brunner, Patrick has served in several roles, from group account director to director of business development. All along, one thing has been a constant — Patrick’s passion for strategic and creative work,” said Ken Johns, Brunner partner and director of client experience.&nbsp;“Patrick’s natural curiosity, plus his energy and excitement for the work we do for our clients, has made him a valuable member of the agency from the day he walked in the door. He just has an enthusiasm for the work that is special and contagious.”We caught up with Patrick to ask about his background, his approach to brand strategy, and what Brunner clients can expect working with his team. Congratulations on the new role, Patrick!Q:&nbsp;You’ve held a number of positions at Brunner and various marketing roles prior to joining the agency. How do your background and experience ladder up to this new role leading Brunner’s Brand Strategy team?&nbsp;I have been blessed to have worked with many impressive brands and marketing experts over the years. I led the implementation of brand strategy at my agency in the UK for the work we did with Diageo, Pepsi, VW Commercial Vehicles, and Castrol. In the years I’ve been at Brunner, I’ve had the opportunity to enhance my brand strategy skill set by applying it to clients including Cheddar’s Scratch Kitchen, Goodwill of North Georgia, Cold-EEZE, and Church’s Texas Chicken. Across all our clients, I’ve developed an enhanced understanding of consumers and their motivations.&nbsp;Q: How do you define brand strategy? Why is it so important?&nbsp;Brand strategy is the rigor you apply to a plan that ensures your best brand strength aligns with your target audience’s passion points — and is communicated in a way that separates you from your competitors. Having a solid brand strategy is increasingly vital because marketers’ budgets have to accomplish more every year. Few brands can afford to win while sounding the same or only talking about what they want to communicate vs. what consumers truly care about.&nbsp;Q: Can you share examples of a few brand strategies you’ve developed and describe the value they created for those organizations?&nbsp;

Get to know Patrick Culhane, Brunner’s new VP of Brand Strategy, and his vision for driving brand success. Learn more.

Meet Patrick Culhane, Brunner’s New VP of Brand Strategy

Meet Patrick Culhane, Brunner’s New VP of Brand Strategy and All-around Brand Enthusiast 

<h2>Using Data and Research Can Uncover Customer Insights That Can Drive Growth and Change How You See Your Business</h2>A true customer insight can transform your brand.&nbsp;Just ask Victoria Lozano. She’s executive vice president of marketing at Crayola, a brand whose products have long been considered to be for kids.&nbsp;&nbsp;Lozano shared the story at this fall’s <a href="https://www.ana.net/content/show/id/ms-anc-oct23" rel="noopener noreferrer" target="_blank">ANA Masters of Marketing</a> conference of how Crayola identified a key audience insight that has helped the company unlock sales to an entirely new audience — adults.&nbsp;Her presentation reinforces a core truth that brands willing to dig into data and conduct research can uncover customer insights that will help them:&nbsp;<ul><li>better understand their current and potential customers&nbsp;</li><li>create more effective marketing campaigns&nbsp;</li><li>drive business growth&nbsp;</li><li>change how they see their business going forward&nbsp;</li></ul><h2>Crayola’s ‘A-ha’ Customer Insights and New Campaigns&nbsp;</h2>In her presentation, Lozano shared the key customer insights that revealed a big gap in customer beliefs and helped reshape Crayola’s thinking about who would use its products:&nbsp;<ul><li>A whopping 92% of parents believe that creativity has lifelong benefits for their kids&nbsp;</li><li>But only 55% of parents think they themselves are creative&nbsp;&nbsp;</li></ul>As a brand with 89% market penetration of households with kids, these customer data points inspired Crayola to pursue sales with adults and educators through campaigns that give those audiences permission to be creative, just like kids.&nbsp;Crayola developed a foundational idea that “Kids need a champion.” From that concept, the company launched campaigns including Creativity Week, where Crayola supports educators in making creativity a core classroom focus for that week

Uncover how a single customer insight enabled Crayola to broaden its brand focus and reach new audiences, as discussed at the 2023 Masters of Marketing.

How a Single Customer Insight Helped Crayola Expand its Brand Focus

Masters of Marketing 2023: How a Single Customer Insight Helped Crayola Expand its Brand Focus

Tony Ezell strode to the ANA conference stage and posed a provocative question for marketers: “Are B2C and B2B marketing and brand evolution really any different?”&nbsp;<a href="https://www.bd.com/en-us/about-bd/our-company/ezell-tony" rel="noopener noreferrer" target="_blank">Ezell</a>, executive vice president of North America and chief marketing officer of <a href="https://www.bd.com/en-us" rel="noopener noreferrer" target="_blank">Becton, Dickinson and Company</a>, delivered a resounding “no” in his presentation at the <a href="https://www.ana.net/content/show/id/ms-anc-oct23" rel="noopener noreferrer" target="_blank">ANA’s Masters of Marketing</a> event last month in Orlando.&nbsp;During his talk, Ezell told the story of how BD, a global medical technology company, realized during the COVID-19 pandemic that it needed a more unified approach across hundreds of BD brands, both B2B and B2C. That pivot meant moving away from independent brand strategies and campaigns to a more consistent brand purpose, with two primary goals: driving growth and delivering value to customers.&nbsp;&nbsp;Ezell shared the successes BD has had due to its more unified B2B/B2C approach and an integrated brand architecture strategy. In addition, research from various sources backs up that same viewpoint — that B2B and B2C principles are the same.&nbsp;<h2>The Fundamental Similarities of B2B and B2C Marketing&nbsp;</h2>Ezell explained that Becton Dickinson recognized that B2B and B2C approaches require similar insights and approach:&nbsp;&nbsp;<ul><li>a deep understanding of the target audience, their needs, and their pain points.&nbsp;&nbsp;</li><li>a clear value proposition that resonates with the target audience.&nbsp;&nbsp;</li><li>a strong brand identity that differentiates the company from its competitors.&nbsp;&nbsp;</li><li>a comprehensive marketing strategy that includes a mix of channels such as social media, email marketing, and content marketing.&nbsp;</li></ul>Taking a B2C approach to their B2B marketing helped the BD team redefine their business, revamp their product communication, and reshape their marketing plan. Those steps and strategic shift resulted in improved business performance, Ezell said.&nbsp;

Understand why it’s time to blur the lines between B2B and B2C marketing for more effective strategies, as discussed at the 2023 ANA's Masters of Marketing event.

It’s Time to Stop Thinking B2B and B2C Marketing are Different

Masters of Marketing 2023: It’s Time to Stop Thinking B2B and B2C Marketing are Different 

Rich Text Area

At this year’s <a href="https://www.ana.net/content/show/id/ms-anc-oct23" rel="noopener noreferrer" target="_blank">ANA Masters of Marketing Conference,</a> more than 2,000 marketing professionals applauded impressive success stories and oohed over the inspiring work shared during the gathering Oct. 24-27 in Orlando.&nbsp;Then they got something extra.&nbsp;As each speaker concluded their presentation, Bob Liodice, ANA president and CEO, asked the same question: What was one insight marketing professionals should take back to their workplace?&nbsp;Here’s a recap of insights shared by a dozen marketing executives from prominent brands. Hint — knowing your brand, having customer insights, and bringing the two together are core. At Brunner, we think so, too.&nbsp;

At this year’s ANA Masters of Marketing Conference, over 2,000 marketing professionals celebrated standout success stories. Dive into key insights from top executives.

Masters of Marketing 2023: Key Insights from Top Marketing Executives

Discover valuable web and digital perspectives from Rick Gardinier, Partner and Chief Digital Officer, with over 30 years of experience.

Perspectives from Rick Gardinier | Brunner

Partner, Chief Digital Officer

Rick Gardinier

Stay informed with the latest updates from Brunner.

Stay informed with our latest updates, where our commitment to being good people drives everything we do. Explore insights that highlight how our collaborative approach and rich experience empower us to deliver innovative marketing solutions while nurturing lasting client relationships.&nbsp;

Agency Updates | Brunner

agency

In an era defined by data-driven decision-making, marketing intelligence is the cornerstone of strategic success. Discover insights from our team.

At Brunner, marketing intelligence is the foundation of data-driven decision-making. Explore our insights to learn how to leverage data effectively, target your audience, and stay ahead in a competitive landscape.

Our Thoughts on Marketing Intelligence Solutions | Brunner

marketing intelligence solutions

This year marks the 30th anniversary of my working in the ‘internet’ industry. Although at the time I got involved in my first web-related project, I wasn’t aware that the internet would spawn a whole new way of working and living for just about every person on earth. Certainly, I didn’t think the next 30 years of my career would be devoted to it. In fact, in 1993, I had barely heard about the World Wide Web browser that Tim Berners-Lee created.&nbsp;<h2>An ‘Internet Tech’ Career Path: Dumb Luck or Planned Destiny?</h2>Thirty years ago, I was working as a software engineer and a systems analyst for an IT consulting company. Much of what we did was custom software development in nature and usually operations related. For instance, an early project I was given was to develop an inventory control software system for a consumer packaged goods company.&nbsp;&nbsp;I was called into my supervisor’s office and put on a new and very vague project.&nbsp;&nbsp;“Rick, a steel company just acquired another steel company. One company runs on Windows, the other on Macintosh. You need to figure out how these systems can speak to each other. They don’t want to invest in a new infrastructure.”&nbsp;That’s it. That’s all I had to go on.&nbsp;

With 30 years of experience in the internet industry, partner, Rick Gardinier gives insight into what is important for the success of digital marketers. Read more.

30-Year Perspective: Seven Traits of Successful Digital Marketers

How did AB InBev, the world’s largest brewer, drive significant sales growth and move to the top for Cannes Lions awards, the world’s most respected benchmark for creative excellence? In short, by harnessing creativity as a driver of business growth, according to Marcel Marcondes, AB InBev’s global chief marketing officer.

Uncover four key steps to harness creativity for driving business growth. Learn how innovative thinking can transform strategies and fuel success.

Four Steps For Using Creativity to Drive Business Growth

At the most recent <a href="https://www.ana.net/content/show/id/ms-anc-oct22" rel="noopener noreferrer" target="_blank">ANA Masters of Marketing conference</a>, Marc Pritchard, the chief brand officer at Procter &amp; Gamble Co., presented the seven habits marketers need to adopt to drive business growth — in particular, multicultural market growth.“We believe it is the most significant opportunity for the industry, for companies like P&amp;G, for our brands, and for our consumers we serve,” he told the audience. “Accelerating market growth requires superior experiences for all consumers — Black, white, Hispanic, Asian Pacific, Native Indigenous, LGBTQ +, people with disabilities, religions, age, and every other multicultural consumer group.” (Watch a <a href="https://youtu.be/sl8O0BBbMq4" rel="noopener noreferrer" target="_blank">video summary of Pritchard’s talk</a>)<h2>Adopting Even One Habit Can Make a Difference</h2>Pritchard credited 50% of P&amp;G’s growth to these seven habits. While your brand may not have P&amp;G-sized budgets, you will still benefit from adopting one or more of the habits he shared.<h3>1. Change your mindset</h3>If you are wondering how to get better at multicultural marketing – STOP. Speak to any Gen Z (born 1997-2013) about digital marketing and you’ll sound out of touch because for them everything is digital. In the same way, talking about multicultural marketing as a distinct category doesn’t make sense when 100% of America’s population growth comes from people who identify as minority groups (<a href="https://www.brookings.edu/research/all-recent-us-population-growth-comes-from-people-of-color-new-census-estimates-show/" rel="noopener noreferrer" target="_blank">Brookings Institute, 2021</a>). Changing your mindset means understanding that multicultural marketing is all marketing. Knowing the diversity of your audience in terms of culture, economics, and preference — and the opportunities those insights present — can be your strategic advantage.<h3>2. Conduct inclusive research</h3>Does your research help you see your customers through a generic lens or does it help you get to the nuances of your customers? If your research methodology looks for a national average and reports one set of results, it may lead to average outcomes. You do not want your brand to have average appeal. Consider research methodologies that help you focus and report on the audiences that offer the greatest growth opportunity. Seek results highlighting the differences in brand attitudes and usage, then make these consumer truths your drivers of success.<h3>3. Represent all your customers</h3>Look at your marketing messages holistically. Do you see the makeup of your audience fairly reflected? Think about where you show your messages. Does it reflect the population you’ll find in cities such as Atlanta, San Jose, or San Francisco? When P&amp;G did this exercise, the finding showed the company was underrepresenting Black, Hispanic, Asian, and Indigenous people.<h3>4. Show relevant consumer truths in your marketing</h3>Build marketing messages that matter. There is no such thing as an average customer — and let’s be honest, you don’t want average customers. You want brand fans. Representation is more than ensuring you have the right mix of ethnicities or members of the LGBTQIA+ community. Representation is showing truths that matter to all your audiences. It is about showing that you understand the cues that matter. For example, when Old Spice, a P&amp;G hair and skin care brand, researched why the product wasn’t resonating with Black audiences, the findings showed that their audience wanted Black men represented as positive role models, not frat boy stereotypes.<h3>5. Diversify your media reach</h3>Are you in the right place to reach groups with the greatest source of growth? Incorporating more minority-owned media into your mix can help move you from average reach to 90%+ of specific groups (based on Pritchard’s stated P&amp;G results). Having your brand be a part of outlets such as Univision, Telemundo, and UniMás, or publications such as Latina, goes a long way toward being a ‘brand for me.’<h3>6. Maximize your resonance</h3>Firing on habits three, four, and five by type of audience will provide maximum resonance with your audience. You are now designing work based on what your audience already knows to create a heightened emotional response. Research by the ANA’s <a href="https://www.anaaimm.net/" rel="noopener noreferrer" target="_blank">Alliance for Inclusive and Multicultural Marketing</a> shows that marketing with resonance creates a 17% bump in sales and a 48% increase in brand trust.<h3>7. Accelerate investment</h3>You may not have the budget to fund a new movie or TV series. However, as you lean into habits one to six, the increased sales and budgets create a virtuous cycle and the opportunity to invest more in minority-focused outlets. Over time, this will position your brand as a genuine partner.<h2>Putting Diversity Marketing Into Action</h2>In 2020, Brunner started a journey with <a href="https://goodwillng.org/" rel="noopener noreferrer" target="_blank">Goodwill of North Georgia</a> to help the nonprofit organization appeal to a more diverse and younger customer as the next generation of thrift store shoppers. You can see <a href="https://www.brunnerworks.com/our-work/goodwill" rel="noopener noreferrer" target="_blank">our latest work with GNG</a>.At Brunner, we believe your organization can see similar growth from adopting the seven habits Pritchard described because they are the same principles we apply to our own clients.

Learn about seven effective marketing habits that can help drive growth in multicultural markets.

Seven Marketing Habits to Drive Multicultural Marketing Growth

Gain valuable insights and perspectives to build your business and respond to market changes from Kristen Taggert, VP of Integrated Marketing Communications.

Perspectives from Kristen Taggert | Brunner

Vice President, Integrated Marketing Communications

Kristen Taggert

Hear valuable media planning insights from Laura Kissinger, Senior Lead of Integrated Planning.

Perspectives from Laura Kissinger | Brunner

 Senior Lead, Integrated Planning

Laura Kissinger

Social media is a key way to communicate with your customers. Hear from our teams.

Social media is a key way to connect with your customers and foster meaningful relationships. Hear from our experts as they share insights on building authentic engagement, crafting compelling content, and staying ahead of trends in the organic social landscape.

Organic Social Media Content: Industry Trends and POVs | Brunner

organic social media

<h2>Be Positively Disruptive</h2>Millennials have passed the social media-obsessed crown onto GenZers, who are quickly taking over the landscape with endless new socials at their fingertips. This usually leads universities to think that they need to be everyone and anywhere their audiences are, but that is impractical and resource-constraining. This is where a well-thought-out strategy comes into play. Universities should take time to research where prospective students and their guardians are engaging and receptive to decision-driving content vs where they are going strictly for entertainment. This will ensure that you’re positively disruptive vs white noise. That might mean a “vintage” channel, such as Facebook or Instagram, which already has a large audience, is the place for you vs Twitch. According to <a href="https://www.emarketer.com/content/gen-z-preferred-social-platforms" rel="noopener noreferrer" target="_blank">Insider Intelligence</a>, 33 million GenZers engage with Instagram monthly, and Facebook continues to grow steadily as Gen Zers ages out of popular teen platforms. Between Spring 2021 and Spring 2022, Brunner’s client, Indiana University of Pennsylvania saw a 48% increase in engagement on Instagram and a 100% increase in engagement on Facebook! If you’re seeing low engagement, maybe the platforms aren’t the problem …<h2>Let the Experts Handle the Questions</h2>Around 80% of prospective students are using social media to research and compare Universities – and they have a lot of questions. As a Higher-Ed expert, Brunner knows that universities have a wealth of knowledge on what prospective students should be asking, but it’s how universities are answering questions that make it relatable, engaging, and memorable to drive consideration. One strategy is to let your current students do the talking through peer-to-peer Q&amp;A sessions. Instagram takeovers are excellent for in-the-moment opportunities for prospective and current students to connect. Don’t lose out on the opportunity for that content to live past the Q&amp;A session, Reels are beneficial to extend the reach of the content created during the takeovers. Giving current students a platform will allow them to share their experiences on topics such as financial aid, majors and minors, campus clubs and activities, or just the best place to get a burrito at 1 am. They’re the experts on the questions that will mean the most to prospective students.<h2>Highlight Your Campus Community</h2>Every student is looking to find a “home-away-from-home” for the next few years. Universities should share photos of real students at various school activities and events, in class, and in other settings that will give prospective students a glimpse of life on campus. This will help current students picture themselves at the University before they get there, making consideration easier. It’s especially important to showcase the diversity of your student body and the support you give those who are underrepresented beyond the standard brochure images. In the Fall of 2022, IUP painted a rainbow sidewalk, as suggested by students from the LGBTQIA+ community. It has become a visible symbol of IUP’s commitment to making students feel welcome and supported as part of the campus community. <a href="https://www.instagram.com/p/CfY7CAYs2Lz/?hl=en" rel="noopener noreferrer" target="_blank">Multiple videos and photos of the sidewalk</a> and student reactions were shared across their social media platforms to highlight the type of campus community that prospective students can look forward to.<h2>Show Off Your Personality</h2>College can be stressful, so use social media to highlight the lighter side of college life. Universities can show off their personality and culture with light-hearted, fun, and behind-the-scenes content to show prospective students the balance of “work hard/play hard.” Engaging with student content creators is the best way to show the unique perspectives and personalities of your student body. Jumping on the latest social trends can be an easy way to have fun and be relevant. This Fall, IUP handed over their content creation to current students who let their personalities shine in a Welcome Weekend Takeover series. Followers were treated to an insider’s view of the campus complete with dorm and dining hall tours, silly dances with Norm, and advice from real IUP students. The 7 top stories from the weekend reached over 17,000 total impressions!

Discover four effective tips for higher education marketers to engage and attract prospective students.

4 Tips for High-Ed Marketers to Engage Prospective Students

Discover expert tips and creative inspiration to build a standout brand identity that captivates your audience.

Discover expert tips and creative inspiration to build a standout brand identity that captivates your audience. Explore insights from our experts to develop a unique voice and establish emotional connections that resonate in the marketplace.

Branding Content and Perspectives | Brunner

branding

ContentHolder

Let’s start with, what is a challenger&nbsp;brand?&nbsp;It is a brand&nbsp;with&nbsp;big dreams, wanting&nbsp;to do bold things to overcome disadvantages such as restrictive budgets, low awareness,&nbsp;or declining brand energy.&nbsp;&nbsp;Being&nbsp;a&nbsp;challenger brand has benefits. It creates a brand strength that minimizes wasted time. You look for messaging that delivers emotional intensity and makes media budgets achieve more. Disruption becomes a part of your DNA so you can achieve the previously unthinkable when delivering measurable value.&nbsp;The question is, how do you know if you are the challenger brand you want to be and if it is enough?Our&nbsp;Challenger Focus Assessment&nbsp;helps.&nbsp;Here’s&nbsp;how it works.&nbsp;&nbsp;<h2>Step one:</h2>Rate where you want your brand to be on the Challenger Spectrum, where 1 is we are happy to follow what others do&nbsp;as long as&nbsp;we do it well and customers are satisfied, and&nbsp;100&nbsp;is we want to be a brand that defines the category and has passionate fans.&nbsp;<h2>Step two:</h2>Answer all the questions below, based on the guidance&nbsp;provided, and give your brand a score between 1 – 10.&nbsp;&nbsp;<h3>Challenger focus questions:</h3>

Uncover what it means to be a challenger brand and take control of your industry. Take our quiz to see how your brand stacks up against the competition.

How Much of a Challenger Brand are you? 

In the not-so-distant past, CMO’s were able to take a formulaic approach to support their sales teams.&nbsp;Product brochures that highlighted features and benefits, a press release or trade show effort to support product launches, and likely some product-focused web site pages with static data sheet specifications were all that was expected.&nbsp;Some may have also built a CRM database that would primarily be used for untailored email communications.&nbsp;B2B sales after all are really driven by face-to-face, personal relationships, right?Over the past few years, the B2B buyer has started acting more like a consumer who might be making a highly considered purchase.&nbsp;They conduct a lot of online research, follow industry influencers on Twitter, engage online via text and chatbots, and prefer to get pricing estimates on their own flexible schedule.&nbsp;And now given the pandemic, even the nature of face to face relationship selling has likely been changed forever.Consequently, the already blurred lines between sales and marketing have become even cloudier.&nbsp;In a recent article, Korn Ferry suggests that the CMO is going to become the ‘digital change leader’ that drives digital across the enterprise.&nbsp;Given that so many organizations are hyper-focused on the digital customer experience these days, that makes sense.The conversation around Customer Experience (CX) is pointing everyone to rapidly invest in digital engagement tools like CRM, Conversational AI, and even augmented reality.&nbsp;However, the rush to digital engagement runs a risk – potentially leaving human-to-human interaction behind.&nbsp;And that could be a big mistake in the long run.Investing in digital sales tools should absolutely be a priority.&nbsp;But there are fundamental things that can be done to make sure that while you are busy supporting your sales teams, you don’t leave your customer behind in the process.<ul><li>There will be a temptation to move toward all online service. It’s less expensive and yes, many customers expect always on service.&nbsp;But don’t fall into the trap of not allowing for easy connection to a human.&nbsp;&nbsp;As a consumer, don’t you hate getting stuck on a web page with just a form to fill out – with no phone number or email address or text number?&nbsp;Well, B2B buyers will hate that too.&nbsp;Always provide a clear and concise way for people to get ahold of your sales team directly.</li><li>Live conversations matter. Video content to support sales teams will continue to be a prime tactic.&nbsp;But resist the urge to shift to all on-demand videos.&nbsp;Consider live-streaming key product announcements or press events.&nbsp;Think about creating a physical experience center where you can create podcast content, or stream an announcement.</li><li>Many marketers are getting better at creating engaging content in a more rapid fire, and cost effective, manner. Creative automation tools are getting better all the time.&nbsp;But resist the temptation to templatize too much which will result in a one size fits all ‘sea of sameness’ that will make it hard to distinguish your brand from your competitors.&nbsp;It’s worth the extra effort to create content that comes from a human centered insight.</li><li>Continue to invest in marketing automation to nurture the sale. But be careful to not get mired in making the models too complex.&nbsp;It’s easy to get lost in the weeds by getting too granular too fast by creating complex lead scoring algorithms and automation workflows.&nbsp;Start simple and evolve and ALWAYS allow for a human connection within your automated communications.</li><li>The focus on ROI and Results has driven many to focus on lead generation activities – which makes sense as they are easy to measure, and easy to connect to sales. But I would advise to not put all of your eggs in one basket.&nbsp;There is still a need to engage and drive conversations.</li></ul>Ultimately, the shift towards digital platforms and automation are needed.&nbsp;But if these tactics are the entire focus of your sales support efforts, you will run the risk of living in a sea of sameness with all of your competitors.&nbsp;The opportunity to become memorable with breakthrough creativity is there, which in turn gives people – your buyers – something to talk about. And brand recognition along with emotional and personal connections are, after all, the ultimate sales tools.

Discover why going digital is crucial for your sales team, while maintaining the essential human touch to foster genuine connections and drive success.

Prioritize Digital for Your Sales Team Without Losing the Human Touch

Going Digital Should be a Priority for Your Sales Team – but Don’t Lose the Human Touch

As you know the Millennial cohort (born between 1981-1996) is a focal point for almost all B2C marketers. They have developed new buying behaviors and influence other generations to follow suite, forced change on go-to-market strategies, and essentially determine the fate of most brands. However, they shouldn’t just be a priority for B2C. They should be front and center for B2B organizations as well.How Well Do You Know Millennials?In 2020, Millennials became the dominant force in the workplace, making up more than 50% of the U.S. workforce. In a recent Demand Gen survey, 56% of Millennial respondents held director-level positions or above, and another forty-two percent held managerial positions. Twenty-one percent of the respondents were vice presidents or held C-suite positions – and this number will only increase.According to the <a href="https://www.pewresearch.org/fact-tank/2018/03/16/how-millennials-compare-with-their-grandparents/#:~:text=1%20Today%E2%80%99s%20young%20adults%20%28Millennials%20ages%2021%20to,Silents%20or%20Boomers%20did%20when%20they%20were%20young." rel="noopener noreferrer" target="_blank">PEW Research Center</a>, Millennials are the most educated generation ever. They are also the most socially connected generation ever; they have grown up with cell phones, social media, and have an on-demand mentality. According to a joint study between Cone Inc and AMP, these two factors have Millennials feeling more empowered than previous generations, specifically more confident in their ability to effect change.However, with empowerment comes a sense of responsibility. Seeing their parents “sold to” during the ‘80s and ‘90s, Millennials are skeptical when it comes to marketing messages. According to Forbes magazine, they mistrust all one-way communication. And with growing up post-recession they place value on experiences vs things, celebrating the small, meaningful moments.So what does this mean for you who needs to needs to sell to your modern customer? It means that you need to focus on the aspects that this generation embraces. Here are a few suggestions:<ol><li>Be Authentic. <a href="https://www.brunnerworks.com/what-we-do/strategy/" rel="noopener noreferrer" target="_blank">Get to know your emerging audience</a>. Create personas that embrace their behaviors, their pain-points, their desires, and their ambitions. Then create content that matters to them.</li><li>Be Consistent. Millennials want to care about your brand, but they want you to be a brand worth caring about. Ensure that you have a <a href="https://www.brunnerworks.com/what-we-do/marketing-strategy/brand-strategy" rel="noopener noreferrer" target="_blank">brand strategy</a> built from a solid foundation based on your ‘why’ and that all content supports this message.</li><li>Be Empowering. Millennials are far more likely to do independent research than seek the advice of a sales rep. That may be why B2B researchers in large organizations skew Millennials. They grew up learning all they needed to know through Google or on platforms like YouTube. So make learning about your product as simple as possible and consider providing free trials where possible.</li><li>Be Ready. 69% of Millennials prefer that you reach out electronically while they are in the research phase. Almost as many will have shortlisted your brand before contacting you. Think about your <a href="https://www.brunnerworks.com/what-we-do/crm-marketing-automation" rel="noopener noreferrer" target="_blank">contact strategy</a> and how you use e-mail and messaging platforms to stay in touch and provide clear reasons for Millennials to contact you.</li><li>Be Responsive. 82% of Millennials say mobile is a crucial research tool. Mobile matters for two reasons; optimize everything from your e-mails to your website for the mobile customer experience; your audience expects answers at their fingertips, so consider the use of artificial intelligence and bots to provide immediate engagement.</li></ol>By 2030, Millennials will make up 75% of B2B buyers, and the things that matter to them today will be even more vital to the success of your brand tomorrow. Increasing your focus on this audience now will deliver long-term sales benefits. Working with a partner that understands both Millennials and your needs as a B2B brand will get you there even faster.

Explore the traits of today's modern buyer and learn how to adapt your marketing strategies to meet their ever-changing needs.

Now Is The Time To Get To Know The Modern Buyer

For over 12 years, I helped sales teams from the strongest challenger brands to the world’s most recognizable brand names sell their products to retailers of all sizes. After sitting through hundreds of B2B sales presentations, the number one piece of advice that I can offer is that it is never about your brand.Far too often, I watched as the salesperson fired up their well-designed presentation and then spent the next 20 minutes solely focused on demonstrating their brand’s success, influence and unique qualitities. Then, without skipping a beat or a moment to pull their audience in, the seller would move into the ‘how we want to work with you’ section, where they’d present a series of fully completed ideas without room for dialogue on how and if the concept can easily be adopted by the retailer. With every minute passed, the buyer looked increasingly disengaged and is left wondering about the sales team’s definition of, “working together.”This is why I always start my consulting conversations with B2B sales teams by saying, “it is never about your brand.” Retail buyers see hundreds of ‘look at my brand’ presentations every year. The fact is, most buyers do not care about your brand. They only care about their brand and how you can help them. So why spend 20 minutes talking about something they don’t care about?<h3>Here is a structure of an effective B2B retail sales presentation:</h3><ul><li>Put yourself in the retailers’ situation. What are their pain points, their needs, the new news, and where can sales and profits come from? Once you have answered these questions, it then creates a checklist for the rest of your presentation. A structure that will help the buyer see that you understand their world and have answers to their problems.</li><li>Tell a single partnership story. No, not your brand story, and stay away from empty partnership clichés. Instead, find a unique angle that aligns your brand with the retailer’s needs. For example, are you more flexible and responsive than other brand’s in your category? Can you be nimble and therefore, can work more easily with the buyer’s needs? Get this right, and it will be the thing the buyer remembers most once you’ve left the room.</li><li>Have a logical flow. Every story has a set-up, a catalyst for change, a middle, and an end. Set the buyer’s expectations by sharing the presentation’s journey upfront. An example narrative can go as follows, “trend research shows your customers want more connected experiences. Through this transition, your sales will decline. However, we have several ideas that we could develop together to overcome declining sales and still exceed customer expectations. Here’s the idea. As a result, you can expect to bring more customers in-store, delivering profitable cross-category sales.” Get this right and you’ll have buyers nodding along.</li><li>Look the part. Remember, this is not about your brand. Reflect that in both what you say and how you say it. Don’t just put the retailer logo on the front page of your presentation. Use their brand colors, their iconography, incorporate their lexicon, and use images of their customers. Get this right, and it’ll be easier for the buyer to share your ideas internally to gain buy-in.</li></ul>It will feel counter-intuitive at first, but based on 12 years of experience, the moment your sales team starts talking less about your brand is the moment retailers will start talking about you more.If you would like a free assessment of your current sales presentation, or if you would like to know more about how to create retailer-specific solutions, contact Patrick Culhane, VP, Brand Strategy.

Understand the key principles of selling to retailers and why focusing on their needs is crucial for success. Read more.

Selling to Retailers is Never About You

It’s no surprise&nbsp;that in today’s world,&nbsp;how&nbsp;we buy&nbsp;products&nbsp;is&nbsp;drastically&nbsp;changing.&nbsp;&nbsp;What once was normal walking&nbsp;up and&nbsp;down your&nbsp;local&nbsp;grocery store aisle to select&nbsp;your favorite products&nbsp;now seems like a&nbsp;strange concept. The new norm is&nbsp;sitting&nbsp;patiently in your car, parked in the curbside pickup spot,&nbsp;as a retail worker loads your trunk with your new groceries that someone else&nbsp;hand-picked for you.&nbsp;&nbsp;If how we buy our products is constantly evolving, so should our marketing approach.&nbsp;However, many CPG brands have been slow to respond, and thus, are behind the eight ball.What’s to blame? Failure to focus, segment and personalize.Today’s customers are&nbsp;demanding and will settle for nothing less than an exceptional brand experience when searching for and purchasing a product. And&nbsp;with everything&nbsp;conveniently at their fingertips, their attention span is shorter than ever, and in a blink of an eye they’re onto the next brand.&nbsp;So how do you focus on your core audience, segment your most valuable customers, and personalize your message? Follow&nbsp;these steps:&nbsp;&nbsp;<h2>1.&nbsp;Leverage&nbsp;(and trust)&nbsp;first-party data.&nbsp;&nbsp;</h2>The most successful marketing campaigns are rooted in first-party data — and have a team that understands and leverages the information to make informed decisions. From collecting email addresses to assessing intricate behavioral data online, first-party data can be any information you can gather about your audience via owned, earned and paid media.&nbsp;&nbsp;According to a study&nbsp;conducted by&nbsp;Advertiser Perceptions&nbsp;and&nbsp;MightyHive, less than 5% of marketers say they’ve yet to realize 80% or more of the potential of their first-party data.&nbsp;Is your CPG brand one of them?&nbsp;&nbsp;To earn the highest ROI from your marketing programs, start with data. Gather, curate, organize and enable the data to better understand your customers’ behaviors.&nbsp;Once you discover those data insights, allow them to guide you in your decision-making going forward.&nbsp;&nbsp;<h2>2. Blend that data with creativity.&nbsp;</h2>Once you discover and assess the data,&nbsp;it’s time to put it to work. How? Let&nbsp;it&nbsp;inform your creative strategy.&nbsp;&nbsp;Many people may think that data can limit creativity, but when they are blended, data can&nbsp;improve and inspire storytelling, while ultimately transforming business outcomes.&nbsp;&nbsp;We all know content marketing is important, but data-driven&nbsp;content marketing is impactful. Interpreting the data will allow you to understand your audience better. To do that, use the data to develop audience personas along their consumer decision journey. Figure out what drives consideration and purchase.&nbsp;Once uncovered, use those insights to&nbsp;inform the basis of your&nbsp;creative.&nbsp;&nbsp;From there, creating content will be easier than ever before. You’ll be able to discover your brand’s underlying truth&nbsp;— what your audience can relate to and engage with most in your brand’s story&nbsp;— which will allow the creative juices to run wild.&nbsp;&nbsp;<h2>3. Create a holistic omni-channel strategy.&nbsp;&nbsp;</h2>You’ve trusted the data, understood your customer, and developed a data- and audience-driven content framework based on those insights.&nbsp;It’s now time to implement.&nbsp;&nbsp;From your data and insights, you learned your customers’ journey and that there are multiple touchpoints in the decision-making process.&nbsp;With this in mind,&nbsp;it’s important&nbsp;— especially for CPG companies&nbsp;— to be there for customers across multiple channels.&nbsp;&nbsp;To drive business performance, you must develop an omni-channel strategy that places your brand when, where and how your audience&nbsp;expects&nbsp;you to be throughout their&nbsp;journey. Does your target customer primarily use Facebook? Do they spend&nbsp;the majority&nbsp;of their day in a car with the radio playing? Are they spending more time at home in front of the TV screen? All of these questions and more need answered and will impact the channels in which you develop a media plan.&nbsp;&nbsp;The best advice for an omni-channel approach? Be agile.&nbsp;Test, learn and optimize your creative and media channels to determine what’s most effective. Because behaviors&nbsp;— especially in this day and age&nbsp;— change so quickly and suddenly, it’s important to stay nimble and be ready to adapt.&nbsp;&nbsp;Navigating your brand through culture shifts and ever-changing consumer demands is difficult, but by following these strategic best practices, your brand will not only survive, but thrive.

Learn three essential keys to ensure your brand thrives despite shifts in the consumer packaged goods (CPG) industry.

Don’t Let CPG Shifts Debilitate Growth: 3 Keys for Your Brand to Thrive

Don’t Let CPG Shifts Debilitate Growth: 3 Keys for Your Brand to Not Only Survive, but Thrive

Brands navigating social media controversy is nothing new. However, the groundswell of cultural and social change in 2020 has underlined the debate for any brand manager – “should I respond?” “How can my brand’s marketing remain creative without igniting a social media crisis?” While a complex topic, there are three simple points to think about when building your approach:<ol><li>Understand what values are important to your audience</li><li>Use your brand values as your North Star</li><li>Have a game plan</li></ol>When it comes to understanding your audience, consider these statistics regarding consumer expectations and behaviors:<ul><li>A report from Piplsay via Marketing Dive noted that, “more than half (56%) of consumers are most willing to buy from brands that speak out against racism, with Gen Zers and millennials overindexing at 60%.”</li><li>Moreover, brands should reevaluate evergreen growth strategies to ensure alignment with consumer expectations and trends, per McKinsey.</li><li>“Many CPG companies have been renovating the brand equity of their large brands, imbuing them with more purpose, more originality, and more relevance… Particularly in the context of COVID-19, delivering on the brand’s promise is necessary but not sufficient. Consumers, especially younger consumers, want brands that understand them and share their values. They also want to know that the brand is virtuous on local community contributions, equitable commerce, and environmental performance. Trust and purpose matter more than ever.”</li></ul>So, how do you manage these concerns and opportunities for your brand? Here’s a few core considerations:<ul><li>Understand what values are important to your core audience:&nbsp;In today’s environment, consumers will see right through any ingenuine message or activation. If it’s not truly sincere, why should they care? As consumer behavior shifts to be more socially conscious, this can ultimately be a reason to buy or to not buy your product. This is especially imperative if your core audience is Gen Zers or Millennials (with Millennial expectations the highest, per Kantar). By truly understanding your consumer, you can make sure the causes and degree of messaging align – this shouldn’t stifle creativity. Rather, view this as more insights and another layer of data to understand your consumer when developing any plans.</li><li>Use your brand values as your North Star:&nbsp;Understanding your audience’s purchase journey is one thing, but if there’s a disconnect between words and actions, expect your approach to backfire. Consumers are expecting brands to lead by example with their marketing. In fact, Piplsay’s report found “31% of consumers [surveyed] wanting to see action within an organization before advertising that speaks out against racism, as consumers look to brands to put their money where their mouth is.” The best way to make sure there’s not a disconnect is to ensure values permeate through your organization and are not just a campaign message. Simply put, be authentic.</li><li>Have a game plan before releasing a new campaign:&nbsp;When it comes to putting anything in market, the above two points are core to build into your approach of how to manage your social media presence. Your social media responses should be an extension of the values you’re portraying in your marketing, and your values can help inform the degree to which you respond. In this cycle, you should always be listening to your consumer. Social listening is essentially free market research that you should be using to understand not only your brand’s perception, but also what your customer is thinking and needing.</li></ul>Of course, there is always a risk of backlash from some consumers. This is why using your company values as a North Star is so imperative. By remaining true to your values, you can build a strong foundation to approach a complex topic.

Discover how leveraging your brand’s values can help you navigate cultural and controversial issues effectively. Learn more.

Use Your Brand’s Values to Navigate Through Culture and Controversy

Throughout history, there have always been big dogs and underdogs, champions and challengers. For every Goliath, there has been a David (or a Dana). For every established mega-brand, there has been a startup.With a global pandemic like none the world has seen since 1918, traditional designations for brands and businesses are set aside. In fact, these definitions have been blown to shreds, at least for now. COVID-19 has changed everything for marketers.&nbsp;We are all challengers to this new Goliath.&nbsp;According to a recent study by SUZY, consumers are being forced to try new brands regardless of past loyalties. For example, 61% have done so because supply chain disruptions have created massive out-of-stock issues. And 57% of those who tried a new brand report they are planning to stay with the new contender.In addition to a more fluid brand loyalty, there is also a game-changing move from traditional purchase channels to online shopping, with some categories seeing 30%+ lifts on ecommerce platforms. These seismic shifts, born out of necessity, have affected certain categories more than others&nbsp;—&nbsp;but, rest assured, none will be unscathed.And many organizations were caught behind the curve on digital transformation strategies. Digital transformation is more than tools and technologies, and it is not merely the responsibility of the IT/technology team. It’s multidimensional and a team sport, driven through and across successful organizations.It’s no longer a time for simply talking digital transformation. It is time for action. Your investors, employees, vendor partners — and, most importantly, your consumers — not only will expect it, they will demand it. Or they will go elsewhere.Every brand needs to think differently, not just those classically defined as challenger brands. No one is secure in a position of “untouchable” market positioning. It’s not about size, but rather mindset, an appetite for data-informed risk-taking, and a willingness to push past status quo.Brands that will suffer most, either becoming irrelevant or possibly disappearing altogether, are those that lose their edge. Instead, innovation must become a part of their DNA rather than an episodic interest that ebbs and flows. The goal will be to maximize their ability to adapt as markets and tastes change, sometimes in the relative blink of an eye (like now).Whether you are a leadership brand, a challenger brand, or a niche brand doesn’t matter. Every brand is facing a challenge like never before. Is your brand up for the challenge?Are you surrounded by people who are street-smart, agile and willing to take a risk? Do you have an actionable and scalable digital transformation plan in place? Is innovation a systemic part of your organizational DNA, or not?If the answer to any one of these questions in no, Goliath will never be slain.&nbsp;Let’s not let the bastard win!Note: This article was originally published in <a href="https://www.mediapost.com/publications/article/352149/every-brand-has-become-a-challenger-are-you-up.html?utm_source=newsletter&amp;utm_medium=email&amp;utm_content=headline&amp;utm_campaign=118626&amp;hashid=7FbnIrfKlNrjx7KEw8zSJhyS6LQ" rel="noopener noreferrer" target="_blank">MediaPost</a>. Republishing with permission.

Throughout history, there have always been champions and challengers. Explore how every brand can adopt a challenger mindset to stay competitive in today’s market.

Strategy Content

Good people doing great work for our clients.