icitizen webinar series: recession-rewired
Post on 12-Sep-2014
9 views
DESCRIPTION
Nita Rollins and Dale Edman present Resource Interactive's latest research from Kelly Mooney's keynote at this year's Shop.org Annual Summit in our November iCitizen Webinar, Recession-Rewired: Leaner times hit home for moms and younger millennials.TRANSCRIPT
RECESSION-REWIRED: Leaner times hit home for moms and younger millennials
NITA ROLLINS AND DALE EDMAN
PRESENTED BY: SPONSORED BY:
• Monthly webinar series
• iCitizen mission: Take a deep dive into the opportunities and challenges offered by the new breed of consumer—the icitizen
• Topics ranging from social media to consumer personas and beyond
• iCitizen Symposium: May 4 - 6, 2010 in Columbus, Ohio
• For more information, visit: www.resource.com/icitizen
speakers
Nita RollinsFuturist, RI:Lab
Dale EdmanDirector of Account Strategy
agenda
• Recession Obsession
• Understanding the Recession Rewiring
• Deconstructing the (Co-) Shopping Journey
• Innovating Your Way Out
RECESSIONOBSESSION
DEPRESSION
DEPRESSION
THE LOST DECADE?Median household income in 2008 slipped
to $50,303 from $51,295 in 1998.
THE LOST DECADE?Median household income in 2008 slipped
to $50,303 from $51,295 in 1998.
Source: U.S. Census Bureau, 2009
Real Personal Consumption per Capita vs. Savings
YE
AR
OV
ER
YE
AR
CH
AN
GE
/ P
ER
CE
NT
Source: EconomPic Data, June 2009
Shifting gears...
CONSUMPTION
SAVINGS
“90% of the U.S. respondents said that their households had reduced spending as a result of the recession. 45% of those who reduced spending did so by
necessity, 55% by choice.” —McKinsey Quarterly, March 2009
CONSPICUOUS CONSUMPTION
CONSPICUOUS CURTAILING
“After completing a shopping trip…23% of those surveyed admitted to feeling relieved…But 5.3% felt guilty and 20% said they were downright depressed.”
—WWD, April 2009
Abercrombie & Fitch
Percent Change Same Store Sales August 2009 vs. August 2008
Aeropostale
American Eagle
Buckle
CostcoGap, Inc.
Hot TopicJCPenney
Kohl's
Limited Brands
Macy’s
Neiman Marcus
Nordstrom
Target
TJX Companies
Source: Retail Forward, August 2009
Sales at Goodwill stores open at least a year rose 7.1% in the first three months of 2009 over the same period a year earlier. Source: NYT, June 10, 2009
Q.How has the consumer changed?
Will the changes be enduring?
Is there untapped opportunity in this crisis for online retailers?
Remember the 1990s?
During the early ‘90s
recession, teens were
discovered as a valuable
demo and peer pressure
emerged as a powerful
market force.
“Their parents might have gone bargain basement but kids, it turned out, were still willing to pay up to fit in.”
Source: No Logo, Naomi Klein
GEN Y: The prematurely affluent generation
1st wave feel recession is unfair
My generation is being dealt an unfair blow because of this recession
The current situation with housing prices actually makes me feel optimistic about
buying a home
All of the online resources for jobs searches and networking make me feel less anxious
about losing/finding a job
If the employment situation worsens, I may have to move back in with my parents
Most of the people my age that I know are not that worried about the recession
My friends are doing interesting entrepreneurial things to make more money
If I lose/have trouble finding a job, I’ll just start my own business
% who agree
Among young adults 18-29
Besides fear, how do most Millennials feel about the recession? A narcissistic sense of being unfairly burdened. Yet some optimism emerges as well.
NO FAIR!
Source: JWT, 2009
Thrift is an alien virtue
73% of women said the recession has fundamentally changed the way they think about saving and spending money vs. 57% of men.
Source: Performics Survey, April 2009
OU
R M
ET
HO
DO
LOG
YSECONDARY SYNTHESIS
150+ articles, Forrester, Nielsen, McKinsey, ExactTarget, JWT, Gen BuY
+PRIMARY RESEARCH• 20 in-person interviews• 50 online participants in a 10-day forum
discussion with Harris Interactive• Tested 3 RI visual prototypes• Conducted survey with BIGResearch• Partnered with ExpoTV• Tapped RI Trendwatching practice
DIGITAL TEEN•Age 13-18, mix of race, income-earning/non-income-earning
•Shops online, regular internet and email user, use of social networking and SMS and owns cell phone.
DIGITAL MOM•Age 30-55, mix of married/single, income, and race
•Shops and purchases online; frequent email user; some use of blogs, social networks, and/or Twitter, online reviews and texting.
UNDERSTAND THE REWIRING
RECESSION
BRANDSHOPPING
DIGITAL
RECESSION
BRANDSHOPPING
DIGITAL
Forced to grow up fasterTypical teen egocentric worries displaced.
Reconciled yet feeling fortunateChance to reset family values, become more resourceful, prepare for the future.
DIG
ITA
L T
EE
NS
DIG
ITA
L M
OM
S
“It’s the fault of the previous generations who over-
consumed. So I hope we can learn from their mistakes and be the generation that lives within their means.”
81% of household heads say
that kids are aware of the recession and the impact it is having on household budgets.
Source: Ad Age, April 2009
—Alicia, 18
Recession-related issues have replaced more typical teenage ego-centric worries as their top concerns. (Among teenagers 13-19)
2nd wave facing recession head-on
If there will be good jobs when I graduate
Whether I’ll have to give up some of the things I like because of the recession
How my parents are doing money-wise
The condition of planet Earth that will be left to my generation
How attractive I am to others
How I’m doing in school
Which college I/my family can afford
Source: JWT, 2009
Which college will accept me
How many friends I have
How popular I am at school
How I’m doing in extracurricular activities
Keeping up with what other kids my age have Base = 100
293
251
249
221
201
180
151
143
92
78
75
73
75% are getting more or the same allowance as last year
parentsgrandparents, aunts & uncles
jobs (babysitting, dog walking, etc.)
eBay, Craigslist
allowance
Source: Seventeen survey, 2009
“I’ve now seen how quickly a recession can come on and how long it can take to get
out of one. I’d like to set a good example for my children and teach them to be smarter with their money.”
“It has been a tremendous lesson in how to live within
your means and separate
wants from needs.”
—Pamela, 47
—Alanna, 34
RECESSION
BRANDSHOPPING
DIGITAL
Savvier about financing their purchasesHave discovered online research, coupons, clearance racks, selling and swapping.
Smarter, prouder about living with lessDistinguishing between needs vs. wants, relying on codes and coupons, shopping clearance first.
DIG
ITA
L T
EE
NS
DIG
ITA
L M
OM
S
“I feel good because I can
actually save my money before I make a purchase. I feel that I’m handling my business as a young man should.”
69% of young people now
research all purchases before they buy anything.
Source: OTX, May 2009
—John, 16
—Luke, 13
Over the next five years,
moms of teens plan to:
57% consider purchases carefully57% be more price conscious55% stick to a budget57% dine out less
Source: BIGResearch, July 2009
“My shopping habits will not change back once the recession is over. We are not lacking for the basics and still have a wonderful life. Less is more in our family now.”
Coupon sites have been the second-most-visited category on the Internet—behind job sites—for about a year.
Source: eMarketer, May 2009
—Blanca, 43
RECESSION
BRANDSHOPPING
DIGITAL
Holding outDeferring purchases and selectively trading down or changing channels
Trading WAY downMore than ever, putting the family’s needs before their own; rethinking luxury
DIG
ITA
L T
EE
ND
IGIT
AL
MO
M
Brand loyalty is increasingly important among 13-21 year
olds, as 73% now shop at a fixed group of stores.
“I’m pretty picky about clothes. They’re the hardest to give up. I notice the difference in quality so I usually compromise by
buying good brands on sale.”
Source: Euro RSCG Discovery survey, May, 2009
“I haven’t really given up any brands. I maybe don’t buy quite as much, but I still buy the same brands I always did.”
—Alicia, 18
—David, 17
Favorite Brands During the Recession, Resource Interactive and Harris Interactive, 2009
SHOPPING
DIGITAL MOMS Favorite Brands During the Recession, Resource Interactive and Harris Interactive, 2009
“I’m not really into any specific brands anymore. I realized that I don’t need a $300 purse as much as my kids need clothes and food.”
“Definitely more Target shopping going now ....previously it was Nordstrom, Coach, Dior.”
43% are buying store brands instead of national or high-end brands.
Source: TNS Retail Forward, August 2008
—Keri-Anne, 32
—Sheryl, 49
RECESSION
BRANDSHOPPING
DIGITAL
Seeking independence from adults through digital devicesAs the first true digital “natives,” teens have more ways to experience freedom.
Seeking control and connectionA means of getting answers and more value, monitoring kids, finding social fulfillment.
DIG
ITA
L T
EE
NS
DIG
ITA
L M
OM
S
“There’s a mini-generation gap between under-twenty and over-twenty Gen Y’rs, due to the swift progression of technology in the past two decades.”—Gen BuY, October 8, 2009
% N
ET
CH
AN
GE
IN
US
AG
E
Net Change in Communication Usage by 15-17 year olds in last 6 months
Source: Exact Target, July 2009
Text SocialNetwork
Instant Message
% more often - % less often
• Texting, social networking grow at IM's expense
• Email usage rising slightly, significantly more among smartphone owners (25% of teens)
44
25
4
(7)
Reliance on texting and SNing
“Today’s teens are so focused on communication that iPhones are the new jean.”
Most of 8-14 year olds report having online chores including sharing pictures with relatives (38%) and getting driving directions (35%).
Source: GenBuY, October 8, 2009
DIGITAL = Teenage Freedom
Source: AdAge.com, April 2009
“I will almost always check online….even if I’m going to buy it in the store.”
—Louise, 49
“I’m a serial Googler.”
“SECRET” SHOPPERS
40% of total online spending came from $100K HH consumers, who increased shopping by 17% in Q4, 2008.
Source: comScore, 2009—Tracee, 51
Moms with teens said the internet...
46% Helped me save money through access to easier price comparisons, coupons, and deal alerts.
41% Helped me become a smarter shopper; product reviews and ratings, blogs, and product information has helped me make more informed purchases.
21% Helped me make money through selling things I no longer need on sites like Craigslist, eBay, etc.
SHOPPING
DIGITAL MOMS Source: BIGresearch and Resource Interactive, August 2009
UNDERSTAND THE REWIRING
Listen with a new ear—let go of truisms!
Seek to understand the clashing value systems
Identify new segments to serve or new ways to deliver value
UNDERSTAND THE REWIRING
DECONSTRUCT THE (CO-) SHOPPING JOURNEY
EVALUATE RATIONALE
NEGOTIATECOORDINATE
PURCHASEOBSERVE & RE-ARM
I WANT I NEED I WANT
DESIRE BUILD THE CASEPRESENT THE CASE
NEGOTIATE ACQUIRESHARE & SWAP
DIFFUSESELF-
EDUCATE
TEENS:
MOMS:
Check Lucky at
Your Service
app
Earmark magazine
ad
Stream fave TV show on
Hulu
Check out comparison
shopping sites
Search past
emails for
promo codes
Google “coupon” + brand name
Post Q. on
favorite mom blog
Google item
Poll friends on Facebook
wallCheck MobileSMS
Visit the web
site
Text friends about
meeting at mall
Downloadfilm trailer to iPhone Visit
brand/store site and build
wish list
Check teen’s
shopping cart
Check her PayPal Student Account
Check store for clearance
Review items
held in cart
Assign more
chores in exchange
for $
Send phone pix
to Mom from store
Discuss upcoming gift cards
Post outfit on Polyvore
Upload pix to
Facebook fan page
Ratings&
reviews
List new item on
Craigslist
Wear to game &
take snaps
Say yes on Bill
My Parents
DECONSTRUCT THE (CO-) SHOPPING JOURNEY
Create new hooks that support needs-based shopping and teens' fact-finding zeal
Allow moms and teens to shop together without being together
Look for ways to help moms help teens become financially responsible
UNDERSTAND THE REWIRING
DECONSTRUCT THE (CO-) SHOPPING JOURNEY
INNOVATE YOUR WAY OUT
TEENS (still) want a
continuous stream of new
items in their lives because
they are overstimulated and
they care what their friends
think and have. However, they often have to justify their
desires to parents.
MOMS want to teach their
kids smart shopping
because they have
learned valuable lessons
from the recession.
However, they feel guilty
bringing more stuff into the
household.
Generally receptive overall —“neat,” “cool” and “useful”
Reuse concept is unique and appealing with strong interest in swapping with others
Option of setting communication preferences or having offers consolidated didn’t seem unique (not fully understood)
Generally receptive overall – “cool,” “helpful” and “user-friendly”
Reduce/reuse appealing; perceived as reducing waste
Appreciates how the personalized experience makes finding her promotions easier and ensures she’ll not miss out on a good deal.
TEENS MOMS
MOMS do not enjoy
shopping with their teens
because they are
unfocused and inefficient.
However, moms need to
see what teens have in mind
to provide guidance, consent
and payment assistance.
TEENS do not enjoy
shopping with their moms
because they crave
independence and time with
friends. However, connectivity with mom is
essential to getting timely
consent and access to funds.
Receptive overall – “cool,” “fun” and “something new”
Downloading a brand-specific app for this purpose was too time-consuming, complicated
Like that they can get pre-approval from Mom and solicit input from friends
Mixed overall – “cool” and “innovative,” but “too many steps’’
Good way to participate in bigger purchases
“Get the OK to buy” and "Bill My Parents" was perceived to be irritating, potentially unsecure or encouraging more shopping
TEENS MOMS
MOMS want to feel smart
about how they maximize
their shopping because they
have budget limitations.
However, this isn’t much
fun because there’s no room
for impulse.
TEENS are impressively
savvy with their OWN money
because they “feel” the
transaction more fully.
However, they need help
shopping within a budget.
Very receptive overall – “cool,” “creative” and “handy”
Most indicated this saves time and makes it easier (and more fun) to shop within their budget
Some suggested it makes them smarter about money
Very receptive overall – “more efficient,” and “helps me get the most for my money”
Some questions/concerns about shipping, “hold it” details and in-store pick-up
See the promise for their teens, as it would teach spending within their means; and ideal for holiday shopping
TEENS MOMS
INNOVATE YOUR WAY OUT
Begin with an Insight Formula Create rapid prototypes Test, (fail quickly), learn,
launch—agility is key!
Support consumers as marketers and merchandisers!
???
Autofill codes, points, and special offers; deal expiration alerts
Support social marketing and merchandising
Monetize your Facebook page
Add Raves to your Ratings & ReviewsGet more relevant at the shelf levelGet more relevant at the shelf level
Use messaging to tap into thrift mentality
Make meaningful service changes based on feedback
Use social networks to share shipping codes or offers
Introduce new products and price points
Shift the dialogOffer new utility/fun
A crisis is a terrible thing to waste.
—Paul Romer, Stanford economist
thank you.www.resource.com
by Kit Yarrow and Jayne O'Donnell
Special thanks to our research partners:
Nita [email protected]
Dale [email protected]