After a very positive 2016, with many successes – the launch of our first Multimedia ROAS Benchmarks, the availability of our purchase data to reach CPG category and brand buyers on Facebook, and the industry’s first case study with Yahoo and Chobani to measure the incremental sales impact of search advertising – 2017 is off to an equally exciting start.
NCS has been the innovator in our space since 2009 and we’ve been fortunate to work with innovative clients who want to be on the leading edge of precision marketing and return on ad spend measurement. But the pace of change taking place in the industry today has us realizing that these practices are no longer the domain of the risk takers but the mandate of CPG marketers large and small. Our focus on purchase based targeting and sales outcomes, and our pursuit of consistent cross-media measurement, have us sitting right at the heart of where the industry is wants to be. We wanted to take a minute and share what we’ve been up to.
We sat down with AdExchanger to talk programmatic activation and addressable TV…
Here are some highlights, read the full interview here:
“Two years ago, NCS data could be activated programmatically on 12 ad platforms. Today, that number is at 170… including direct relationships with DSPs like Turn, The Trade Desk and AppNexus, WPP’s Xaxis unit and DMPs or data onboarders like LiveRamp/Acxiom, Neustar and Nielsen Marketing Cloud. Each onboarding partner has around 40-70 ad tech integrations where it can send NCS audience segments.”
“NCS is an early measurement partner for addressable TV buying with Comcast, Charter, Altice (which bought Cablevision in 2016), Dish and AT&T.”
“More media is becoming addressable and more accountable, and NCS is well-positioned to grow on the back of that trend,” said Nicole Monteleone, executive director of analytics and modeling for the video ad tech company Eyeview, where she’s overseen some work with NCS on addressable TV measurement.
We announced a new cross-media sales measurement solution with Facebook…
To help our clients answer the question “but did it work?”, we set out to create a new cross-media solution that could identify: the unduplicated reach delivered by a campaign, how Facebook and TV contribute to sales results individually, and the synergy resulting from combining two or more media for a campaign. Currently, we’re measuring advertising campaigns that run across TV and Facebook (or Instagram or Facebook Audience Network), and in the future we’ll also do this for campaigns that cross TV, Facebook and other digital publishers.
We debuted the NCS Learning Lab, and our first project on viewability and attention…
NCS is fortunate to work with many agencies, advertisers and media companies who welcome the opportunity to test & learn alongside us, with the goal of creating better advertising and advertising solutions. This year we launched the NCS Learning Lab to further the industry’s understanding of advertising effectiveness. The first project we’re working on, with Moat, Yahoo and Kellogg’s, is aimed at connecting viewability and attention metrics to in-store sales. This will help marketers understand the correlation between attention and outcomes.
And we’re working on even more this quarter…
Over the coming months, we will have more exciting research and solutions to share with you. Currently, we’re analyzing hundreds of TV and digital campaigns to understand the impact of each campaign element (reach, creative, recency, targeting, context) on driving sales. We’re also planning Learning Lab projects related to addressable and data driven TV, and a meta-study furthering our viewability and attention work. We look forward to sharing more with you next quarter.
In concert with Viant and Joel Rubinson, NCS purchase data has unearthed further evidence of the value in targeting actual brand buyers, and the impact of reaching them at the right moment.
Dubbed “the Persuadables”, this three-brand CPG study crafted a consumer segment composed of heavy brand buyers who were about to mature in their purchase cycles, and pitted their results at the register against an array of other, more traditional consumer segments. The outcome was nothing short of incredible:
- The Persuadables (heavier volume shoppers who are close to their next purchase) generated a 16x greater ROAS than the other exposed audiences
- Targeting heavy brand buyers provided a significant lift in ROAS; proof that targeting brand buyers vs. non-brand buyers is uniformly a better strategy
NCS and our clients have long-known that heavy buyers bring the lion’s share of incremental sales, and The Persuadables study is one more proof point to that argument. What makes this body of work unique is how it quantifies that which many of us have always suspected: recency plays a significant role in the success of a campaign.
And so, we find new wrinkles still tell the same tales: in CPG, past purchase behavior is the #1 predictor of future purchase behavior… and timing is everything.
At this year’s ARF Re!Think Conference, NCS debuted its Learning Lab on Viewability and Attention to extend the industry’s understanding — and opportunity — around the effectiveness of viewable ads.
Along with an all-star cast including Kellogg’s and Yahoo, Nielsen Catalina Solutions worked with Moat to reveal how two-second standards for video viewability don’t tell the whole story. Using in-store incremental sales as the KPI, early results illustrate the correlation between attention and outcomes: as Time In View increased, so did Sales Impact. Further, the 0-2 second window which would not qualify as a viewable impression did indeed drive some return.
What’s the implication for brands and publishers? For one, it means not looking beyond the current viewability standards leaves a lot of effectiveness on the table. Brands should (and can, with NCS and Moat) assess inventory performance second-by-second to optimize the sweet spot for future creative and media buys. In the same breath, publishers can more accurately inspect and promote the value of their inventory against results at the register.
To expand your campaign’s view into attention metrics, get in touch with NCS here.
In an age where the phrase “cross media” is used as a business development buzzword masquerading for innovation, the industry has eagerly awaited a solution that truly crosses the major arenas of ad spend: linear TV and digital. NCS Cross Media Sales Effect On Audience Link — announced at ARF Re!Think 2017 — is that solution, measuring the campaign’s results at the register, as always.
To understand the effectiveness of advertising across TV and digital (including mobile), it’s critical to be aware of the following:
- The unduplicated reach delivered by your campaign
- How each media contributes to sales results individually
- The synergistic effect of the combined media that drives higher sales
The insights revealed thus far through studying several Facebook campaigns show, above all else, that brand characteristics and creative have a major impact on cross media synergy. In short: every media campaign is different, so every measurement matters.
CINCINNATI, OHIO – Sept 22, 2016 – Nielsen Catalina Solutions (NCS), the leader in purchase-based targeting and return on ad spend measurement for the CPG industry, today announced an agreement with Facebook that will allow marketers to use CPG purchase data from NCS to measure the in-store sales impact of their Facebook ads.
NCS has the largest, most representative CPG purchase dataset in the industry, with in-store purchase data from over 90 million U.S. households, across more than 18,000 retail and drugstore locations. This shopper data is calibrated with Nielsen Homescan® and Retail Measurement Services (RMS) data to effectively cover nearly 100% of all-outlet U.S. CPG spend. Combining this purchase data with ad exposure information from Facebook will allow CPG marketers to identify their most responsive consumers and understand the impact their advertising has on in-store sales.
“Together, Facebook and NCS are collaborating to provide the industry with a closed-loop solution that helps marketers better understand the sales impact of their advertising on Facebook, Instagram and Audience Network”
– Brad Smallwood, VP Measurement & Insights, Facebook
“The ability to measure results using the deep CPG expertise of NCS is beneficial to our clients.” “The most important thing to understand about data – in the context of advertising – is that the quality of the audience segments and the measurement can only be as good as the data itself,” said Matt O’Grady, CEO, Nielsen Catalina Solutions. “Combining the highest quality purchase data with the huge reach and the resulting ad exposure data from Facebook, we can get a deep understanding of how these ads are driving consumers to purchase. This only scratches the surface of what we will be able to do together in the future.”
NCS (Nielsen Catalina Solutions) is a purchase-based ad targeting and ROAS measurement firm serving the CPG industry. We integrate in-store purchase data from over 90 MM households with media exposure data from TV, online, mobile, print, radio and CRM to help consumer packaged goods advertisers, agencies and media companies define their most valuable audience, reach them with advertising and measure incremental sales from the campaign. The joint venture between Nielsen and Catalina has helped over 200 advertisers and 450+ brands optimize ad performance to drive revenue growth and increase return on ad spend.
At ARF’s Audience Measurement Conference, we shared the stage with an esteemed research group spanning CBS, Meredith and Sequent Partners to present the CPG industry with advertising metrics they can take to the bank: Multimedia Advertising ROAS Benchmarks.
We assembled these results from the analysis of 1,400 NCS Sales Effect measurement studies and 450 brands across the past decade, yielding insights around incremental sales and return on ad spend — core drivers of media efficiency for the CPG sector.
Measurement at this scale is not without its challenges, to be sure. Controlling for microeconomic factors means having an understanding of clients’ budgetary shifts, brand and product changes, among many others. Then there are the macroeconomic factors around consumer confidence and recession/boom behavior. Add to all this the morphing of the media landscape into something increasingly harder to classify with satisfactory distinction, and the challenge of driving insights across media becomes quite real. It is for those reasons that few data providers have been able to generate actionable benchmarks on a broad scale, making this ROAS Benchmarks report an indispensable reference point for CPG advertisers.
How do media types stack up? Where are their strengths and weaknesses showing at the register? How do specific media types drive results for particular CPG categories? What do the figures mean for your brand? All these questions and more are answered in the downloadable PDF of our Multimedia ROAS Benchmarks here.
Curious as to how these numbers can inform your next steps? We’d be glad to walk you through them. Just want to know more about the stories this report tells? Watch the recording of our CPG Benchmarks Webinar here:
The time has come for advertisers to fully embrace Addressable TV.
To be fair, for NCS the time came a while back, as we’ve been targeting and measuring addressable campaigns since early 2015. Just consider this a more formal announcement.
The 42 million households that make up the current addressable TV universe represent a significant opportunity to reach consumers on the most coveted of screens, precisely delivering the ad of your choosing to the audience member of your choosing, just like TV’s little brother Digital has been doing since its inception. Hence, addressable advertising on television.
For NCS, it’s a great new vessel for helping brands and networks improve their media buys, but our story hasn’t changed. We’re still the CPG industry’s premier partner for measuring the ROAS and incremental sales impact of a campaign. We still enable advertisers to tie target audiences to campaign goals based on historical purchase behavior — the #1 predictor of future behavior. And, we still make sure anything we do is backed by an authoritative dataset, which in this case, is 90 million unique households of in-store shopper data combined with the addressable TV universe which, when unified to form a single source, results in 30 million U.S. addressable households informed by purchase data and ready to activate today.
If Addressable TV advertising is new to you (or, if understanding how Addressable ads can be optimized to drive sales is new to you), get in touch with NCS and we’ll show you the ropes. For a primer you can pass around the office, download our infographic here.
If you’re in adtech, or looking to break into adtech, there are few companies with a stronger pedigree than Nielsen Catalina Solutions, and no better time than right now to start working with us! Read about some of our newest open positions below.
Who is NCS?
Nielsen Catalina Solutions is a purchase-based ad targeting and ROAS measurement firm serving the CPG industry. We integrate in-store purchase data from over 90 MM households with media exposure data from TV, online, mobile, print, radio and CRM to help consumer packaged goods advertisers, agencies and media companies define their most valuable audience, reach them with advertising and measure incremental sales from the campaign. The joint venture between Nielsen and Catalina has helped over 200 advertisers and 450+ brands optimize ad performance to drive revenue growth and increase return on ad spend.
Lead NCS development and growth of strategic partnerships among channel partner publishers, that enable NCS annual revenue goals and long-term growth. Work collaboratively with NCS resources and parent companies (Nielsen and Catalina) on go to market engagements to maximize NCS revenue opportunities.
- Lead NCS sales and business development among current channel partners, ensuring successful NCS annual revenue goals and long-term growth. Work collaboratively with NCS resources and parent companies (Nielsen and Catalina) on go to market engagements to maximize revenue opportunities
- Identify and implement growth opportunities at channel partner publishers and relevant media agencies
- Identify and develop senior management relationships with channel partners
- Lead, assess, train and develop Channel Consulting staff
2. Director, Sales & Business Development (Three Positions: NYC, SF, Chicago)
We are looking for a Director of Channel Business to lead NCS business development by creating strategic partnerships among key prospect advertisers, channel partner publishers, media agencies and programmatic providers that enable NCS annual revenue goals and long-term growth. We need someone that can work collaboratively with NCS resources and parent companies (Nielsen and Catalina) on go to market engagements to maximize NCS revenue opportunities.
- Identify and implement sales prospecting at relevant CPG advertisers, media agencies and programmatic providers
- Lead pricing conversations and maintain consistent pricing and discounts across all constituents
- Build and manage a robust and scalable sales pipeline
- Meet and exceed quarterly and annual revenue goals and quotas
3. Delivery & Analytics Analyst (Two Positions: Chicago, Cincinnati)
The Delivery & Analytics team serves as a trusted advisor and solutions provider to our clients. As a member of Delivery & Analytics, you will start with a client problem or challenge and work backwards to create the right process and mix of solutions/product to tackle that opportunity and provide insights. As a Project Analyst, your objective is to drive client value by assisting in the analysis and preparation of client deliverables.
- Contribute to client deliverables and deliver integrated insights and analyses
- Conduct research and contribute to presentations
- Provide insights to client inquiries and deliver high level of service
- Attend client meetings with senior account team members
4. Associate Business Analyst (Two Positions)
Nielsen Catalina Solutions is looking to add an Associate Business Analyst to our Finance team, this role will be responsible for the Accounts Receivable and Accounts Payable processes to ensure timely and accurate payment processing, invoicing, collections and cash application.
- Responsible for Accounts Receivable
- Invoicing clients accurately and timely according to contract terms & conditions
- Applies payments received and researches unapplied payments to determine correct allocation
- Coordinating periodic AR reviews within finance team
You asked for more yogurt case studies, you got ’em.
Okay… so no one really asked for more yogurt case studies, but the work we’ve done here with TNT is well worth the second serving.
In a recent TV study for a major yogurt brand, TNT leveraged NCS buyergraphic audiences and Sales Effect measurement for a closed-loop solution that drove nearly $5MM in retail sales above and beyond what consumers would have spent had the ads not run.
A big part of that success came from TNT’s TargetingNOW technology. In their words:
Turner uses an in-house, proprietary model called CAE (Competitive Audience Estimation) in order to optimize the schedule. CAE is a predictive model that ingests a variety of data sets and builds 30 minute impression level estimates against the target – it is the most granular audience estimation tool in the industry.
One of the unique finds of this particular study was the high ratio of sales driven by non-loyal buyers; a somewhat rare outcome in the CPG world, and a testament to great alignment between the campaign goal, the creative, and the target audience.
Are you looking for a smarter approach to this year’s upfronts? See the full TNT case study to learn how buyergraphic audiences and measurement at the register can boost your in-house research.
In our second industry-first case study this month, NCS paired up with Yahoo and Chobani to measure the incremental sales impact of search advertising, and the resulting 1.3% conquest of market share was enough to sweeten anyone’s day.
This was a closed-loop campaign, meaning that Chobani not only used NCS to measure results at the cash register, but also took a smarter approach to its media plan from the very beginning by targeting NCS’ buyergraphic audiences (Chobani buyers, in this case) on the Yahoo search platform. An incremental sales lift to the tune of 9% was the reward for a job well done on everyone’s part, optimizing the media plan and quantifying the outcomes.
If you’re a bit hazy on how incremental sales are measured, read the AdAge coverage or allow our friend Marty to drop ninety seconds of knowledge: