TMK's The Fridge

As the media landscape around us changes, so do we. What started as a printed newsletter now lives digitally on Tumblr as an ever-changing, digital version of The Media Kitchen. The Fridge is more than a newsletter. It's a compilation of the ideas, insights, and independent thinking you have come to expect from us at TMK.

Why The Fridge? It's where important stuff goes. And there's a lot of important stuff happening everyday in the world of media. Visit for our ideas, insights, creativity, and culture in real time. Stay for the leftovers. Friends, welcome to The Fridge!


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Brand Advocates Supply the Boost Marketers Need

imageMarketing teams everywhere are trying to tap into the phenomenon of social media as it relates to brand and product, but you may not be aware of the direct impact your brand’s top social influencers have on sales. In brief, brand advocates posting about products on social media drive twice as much business to your company as other consumers. Are you employing a strategy that makes them want to promote your brand? Here’s what your marketing team should consider.

Social influence: Driving twice as many purchases

Forrester Consulting recently completed a research study on the buying habits of consumers online. The results say most paying customers are engaging the company via social media and, more importantly, those engaging brands socially on a daily basis are buying twice as often as those who rarely post about a company on social channels.

The activity among entertainment and consumer electronics buyers was especially notable. Entertainment brands reported 54 percent of those who posted or engaged a brand on social networks purchased their products in the past year, while only 24 percent of those not engaging the brand on social networks made a purchase during that period.

Electronics consumers followed the same trend, with 51 percent of the brand’s social network enthusiasts making a purchase against 26 percent of those who never posted or interacted with the brand on social networks. The value of the most engaged consumers also came into view: those who engaged the brand on social networks on a daily basis purchased 22 times in a single year, compared to 11.5 who checked in occasionally to Tweet, “like” or post about a brand on Facebook, Twitter and other social sites.

Cultivating a relationship with brand advocates 

At New York’s ad:tech 2013 expo, the brightest minds in digital advertising brought evidence of the potential marketers can tap in brand advocates using social media. Daphne Kwon, CEO of EXPO Communications, noted that the most connected consumers on social media are women aged 18 to 34. Of the findings Kwon presented, there was a clear indication that social media influencers need validation from the brand. 

The simple act of “liking” positive engagement from social influencers made it more likely they would make a purchase of that brand’s products. Clearly, marketing teams that aren’t combing Facebook and Twitter to embrace advocates for their feedback are missing out on sales.

Examples of more direct engagement came from Pfizer’s marketing team on a Children’s Advil campaign. Pfizer’s Pina Hornyak detailed how the company launched promotions for the children’s medicine aimed at young mothers – the 18-34 female demographic engaging brands most on social media. By offering a bottle of Children’s Advil to 10,000 moms, Pfizer saw eight million impressions and 40,000 social posts about the product from the group. The mothers’ social networks ended up 30 percent more likely to buy the product following the campaign.

The path to high-quality engagement

Any marketing team devoting energy and staff to a company’s social followers is on the right track. Forrester suggested using multiple social channels throughout the customer life cycle was essential, but marketing experts say regular, positive engagement is the way to make brand advocates feel their time isn’t wasted on the company’s social channels. 

On that note, feeling compensated is a crucial part of the equation. Consumers active on social sites expect appreciation for their help. Highlighting their posts prominently on company sites may be enough, but you may also want to offer sneak peeks to these consumers – or even discounts and free samples on the order of Pfizer. These investments deliver handsome returns. 

Whatever the method, active and recurring engagement will validate the activities of brand advocates on company social media networks, making them more likely to keep up the fight for your company without much in the way of compensation. Since marketing data says they’re your best customers, it will be well worth your brand’s while.

Building Brand Relationships with LinkedIn

Adding LinkedIn connections and reaping recommendations may seem like just one more way to pass time on the internet, but LinkedIn is more than just an online resume repository. In fact, the social media site offers unique opportunities for marketers who want to reach one of the most desirable audiences online.

"On LinkedIn, brands build relationships with the world’s professionals by using highly accurate targeting to deliver the most relevant content,” said one company spokesperson. “Our members are in a professional mindset when they’re on the site, which desirable context for marketers who want to target highly engaged and receptive audiences.”

LinkedIn boasts 259 million members in more than 200 countries and territories and more than 84 million members in the U.S. alone. And those members tend to be affluent and educated, with 32 percent of U.S. users in the month-long period ended last week earning more than $100,000 and 73 percent holding either college or graduate degrees according to the digital ad firm Quantcast.

The social media site offers a number of ways to reach that audience, including paid programs such as sponsored updates, as well as free options savvy marketers can start using today.  Here are a couple of creative ways companies have leveraged the platform to provid a relevant value to the site’s targeted audience.

  • Human resources and payroll services firm ADP consolidated company pages for various units and regions and refreshed tired and outdated content. Today, ADP’s LinkedIn company page features tips on retirement and tax planning from in-house experts and incorporates useful content from industry blogs including the Society for Human Resources Management’s. The upgrades paid off and, in one year, ADP’s company page followers doubled to 85,000.
  • In advance of the 2013 U.S. Open, Callaway Golf launched “Hit the Links,” an interactive app that let LinkedIn members create the “ultimate foursome” using their own network connections. The application tapped into information in member profiles to round out the golf group, which members could then share on LinkedIn for the chance to win custom golf clubs or a set of Callaway’s HEX Chrome+ golf balls. The Hit the Links campaign also featured display ads targeting managers and members of golf discussion groups and sponsored InMails to golf discussion group members, which led to 1,500 new followers for Callaway’s company page and a sponsored InMail open rate of 32 percent.

LinkedIn members don’t have to pay for sponsored updates or targeted InMails to reap marketing benefits. Individuals and small business owners should start by making the most of the free services it offers, says Ivana Taylor, publisher of DIYMarketers.com.

“If you’re a small business owner, the biggest benefit you’re going to get from LinkedIn is the relationship building,” she said.

In order to build the strongest relationships, business owners should look at their personal profiles and company pages with the same critical eye they might turn to a resume or even an online dating profile. Add a professional head shot and make sure the data on LinkedIn matches the information on your business card so people searching the site will be able to easily find your profile and company page. From there, decide who you are trying to attract. Are you looking for new customers? Are you trolling for investors? Once you define your target audience, add product launch and demonstration videos, blog posts and pictures from your latest trade show appearance, photos of unique products or anything you think might attract the viewers you want. 

“Write that summary profile to the ideal customer,” Taylor said. “Doing the basics right will take some time, but it’s worth it.”

iMedia Awards Campaign of The Year to TMK and Goldman Sachs

imageiMedia awards recognize agencies that were key drivers of industry innovation throughout the year, with special attention paid to those agencies that lead the field in strategic areas such as social media, video, mobile, and more. We won for a program we did with Huffington Post and Goldman Sachs! 

There were many people who touched this program across the entire agency so congrats to ALL!

How Location-based Marketing has Evolved

Location-based marketing is evolving beyond check ins and cheeky reviews. And while it may still be cooler to check in at your local mom­-and-pop coffee shop than to advertise your last visit to Starbucks, location-based marketing has become too important for national brands to ignore. 

Foursquare members have penned more than 33 million user-generated tips about stores, restaurants and other venues represented on the site. These sentence-long tidbits offer social networkers advice on where to find the best vegan smoothie or the most extensive milkshake menu in town. Even larger is Yelp, which averaged 117 million unique monthly visitors last quarter and features 47 million localized reviews on everything from hobby shops to hookah lounges.

While most LBM sites are known for their free tools to help local business owners monitor the tips and reviews customers share, some sites’ paid advertising packages are becoming increasingly attractive to bigger brands.

“Their upper hand is they already have an engaged viewer,” said Kristen Whisenand, senior public relations manager for Yelp Inc.  “People are turning to Yelp to help them make a spending decision and there is a unique opportunity here for brands to get in front of a highly engaged audience. Yelp works with national brands to create custom programs that incorporate content from some of Yelp’s 47 million reviews.”

Among those custom programs is a sweepstakes from Toyota that prompts Yelp users to pin nearby restaurants for a chance to win gift certificates to their local favorites or a grand prize dining extravaganza for two to New York or San Francisco.  Then there’s the Shell sweepstakes that offers users a chance to win a $50 gas gift card as well as suggestions on “where to fill up on excitement” at nearby parks, martial arts studios and climbing walls. Or Yelp users can “indulge anytime anywhere” at local wine bars and coffee shops without worrying about staining their smile if they enter and win free products from Rembrandt’s line of teeth whitening products.

Small, midsize, and big businesses alike are also increasingly using online loyalty programs like Belly, which allows customers to track their activity through a smartphone app, to offer frequent visitors personalized or location-specific prizes. Belly and programs like it let businesses create localized rewards that go beyond generic discounts and free appetizers. For example, Saint Louis’s Big River Running Company offers running enthusiasts the opportunity to have their favorite shoe named after them at the retailer’s three stores. For those who prefer watching sports over participating in them, some Buffalo Wild Wings locations in the area are currently offering Blues hockey tickets in exchange for Belly loyalty points.     

Other brands with big budgets are creating their own LBM apps to encourage user interaction online, in person and through social networks. One example is Target’s Cartwheel program that allows users to go online and create their own personalized coupon collection. The savings are unlocked in store when cashiers scan a specialized barcode on the user’s smartphone. The Cartwheel program also allows users to reuse coupons, double up by using traditional coupons and earn badges in order to expand their list of available online coupons. Users can unlock badges by encouraging Facebook friends to join the program, adding coupons from a friend’s list or saving $10 or more with the program. 

“I think the common theme right now is incentivizing people to interact with your company,” said freelance writer and content marketing consultant Brian Honigman.

One of the latest trends is tying those interactions — whether they be in person, online or through social networks — together through a single loyalty program that makes patronizing your favorite places seem like a game in which earning points and prizes makes spending money fun. 

“Location on its own is getting integrated into every aspect of marketing,” said Honigman, who writes about social media marketing trends at www.brianhonigman.com. “It’s all one cohesive experience.”

We’re a finalist for Campaign of The Year for the iMedia competition!  Now we need your vote to help us win. Please click the photo, sign up, and vote for TMK!

The Present and Future of Real Time Bidding (RTB)

Online advertising is changing and Real Time Bidding (RTB) is quickly emerging as a highly effective advertising method. In RTB, advertisers bid to have their ads shown to web users. This means that in the split seconds it takes for you load a web page, a digital auction occurs, awarding the ad space to the highest bidder.  The growth of RTB can be attributed to two main factors: market acceptance and data intensity.

What Makes Real Time Bidding Appealing to Advertisers?

With RTB, the network middleman is removed. Advertisers and publishers directly connect across online media exchanges in a free market for the online display world. In this market, ad prices are determined by demand and supply. Moreover, marketers can bid on individual impressions based on a number of factors including website, demographics, location, and more, allowing them to bid highest on impressions that offer the most value. This transparency ensures that the right individuals will see the ad, and the result is pricing that benefits not only advertisers, but publishers as well.

Premiums publishers increasingly understand that marketing their inventory over exchanges does not necessarily mean losing revenues. While CPM for some ranges of publisher inventory may go down, this is usually more than compensated by the decrease in unsold ad space.

The Future of RTB in Mobile

This automated buying of display ads has seen remarkable success on desktop, with industry experts saying that desktop RTB has lead to a more efficient and transparent digital ad market. RTB has just as much potential in mobile, if not more. RTB campaigns can reach people based on context and location, wherever they carry their smartphone.  Ads can also be delivered as soon as the user takes an action on the mobile web or an app.

Summary

Publishers stand to get a better ROI from RTB advertising. For example, premium-level inventory will receive maximum monetization value due to higher-volume demand, leading to higher overall revenue for the publishers, better ads and better user experience. Apart from this, niche inventory will have greater access to higher liquidity of offers in the marketplace. Industry players also point to a greater and deeper understanding of which inventory assets generate what levels of monetization thanks to greater inventory transparency.

Buyers also stand to benefit from RTB. As more players enter the industry, increased activity will lead to improved revenues. For example, with multiple bids, buyers have a better chance of realizing their budgets and reducing lost opportunity scenarios. The economies of scale from increased bidding will drive access to more and better premium inventory.

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