What Six Billion Rows of Data Taught Us About Advertising Effectiveness

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By Leslie Wood, Chief Research Officer

If you Google “rules of advertising,” you’ll find that most of these golden rules focus on how to develop great creative. There isn’t a lot of data-driven direction for planning and delivering advertisements with the right messages to the right audiences. In the past, we didn’t have the tools and framework to understand the financial implications of messaging and targeting decisions. Today, we do.

Now, we can stop asking the following questions and start answering them.

  • Does advertising really work or can I just cut the price?
  • What are the best short- and long-term strategies for driving growth?
  • Who should we target—current buyers or non-buyers?
  • What are the roles of creative and media in driving brand growth?
  • How should the life stage of my brand affect decisions?

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Demystifying the Advanced TV Ecosystem

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Ed Kim, VP Strategy

With the fall TV season fast approaching, it will be interesting to see what new trends and preferences emerge in consumer viewing habits. The TV industry has seen so much exciting change over the past few years, opening new doors for advertisers and creating more choice than ever before.

The new ecosystem that has emerged to support demand for more viewing choices has brought along with it a myriad of new terms—many of them fluid and not well defined. As I sit down to write this blog post, I’ve just read two opposing definitions of OTT—both by well-respected organizations. As a result of the rapid change in this industry, sometimes it seems as if we’re speaking in completely different languages. In this post, I’ll define some of the more fluid and commonly misunderstood terms being used in the TV industry today, to help clear up some confusion and get us speaking the same language.

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What’s Next: Navigating the New Age of Facebook Audience Targeting

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NCS can help you navigate the new third-party audience requirements.

“The August 15th Deadline” is here and there are still so many questions looming in the minds of digital advertisers about the “post-Partner Categories” world of advertising on Facebook. Will there be less data to use for delivering targeted advertising? How will my existing campaigns and segments be impacted? Will I have to redo my entire advertising plan and budget?  Are my campaigns at risk of becoming less efficient, or will I be able to maintain campaign performance?

According to AdAge, “An estimated $1 billion of ad spend on Facebook has gone through third-party partner program every year.” NCS is well prepared for this transition. Because safeguarding consumer privacy and advertising data integrity has always been a core value for us, very little will change in regards to how you can use our segments to reach your important audiences on Facebook.

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Purchase Data: Faster Than a Speeding Bullet When You Optimize In-Flight

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CPG marketers have a need for faster and more frequent purchase signals. Not only must they prove that their advertising is providing a strong return on investment, but they need it yesterday. To help our clients know what’s working and make near real-time advertising decisions, NCS has launched Purchase Data Metrics or PDM for digital campaigns.

Designed to help CPG marketers identify the most effective strategies and tactics that optimize sales from their ad campaigns, PDM can be accessed on-demand, with data updated daily, making it the fastest and most frequent purchase signal available for the CPG industry today. PDM is currently being used in proprietary platforms developed by several publishers and portals to deliver more effective advertising across their properties.

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Why We Love Data-Driven Radio

Radio is stepping up its game by investing in innovations and research to help prove its value and get the respect it deserves. Erica Farber, President and CEO of the Radio Advertising Bureau (RAB) recently interviewed luminaries in the radio industry to talk about Data-Driven Insights and measuring radio to drive results for the business. She opens with John Wannamaker’s famous quote, “Half the money I spend on advertising is wasted; the trouble is, I don’t know which half.”

Matt O’Grady, CEO Nielsen Catalina Solutions (NCS), can verify which half is working. He shares how the radio industry is adopting ROI Analytics to drive sales accountability. “We can prove that someone who is exposed to the advertising is actually going shopping. We have a one-to-one connection between the listener and the shopper.”

Radio is often heard right before someone is going shopping and is a fantastic time to reach someone. So the exposure to the ad can be matched to that person’s purchase data and shopping behavior. That’s what advanced analytics now means for radio—evaluating the sales performance of the campaign.

Matt O’Grady talks to Erica Farber about Advanced Analytics—RAB@Work: The Q Report – Data & Analytics

To learn more about these Radio ROI Analytics, read about our sales effect solutions.

Read About NCS Sales Effect

Watch This: Purchase Driven Planning Explained

Missed us at ARF ReThink 2016? Well, you missed a lot. Luckily, we had the cameras rolling.

Catch up on the breakthrough ROI paradigm developed by our own Leslie Wood and CBS’ Dave Poltrack, dubbed Purchase Driven Planning. The method looks past Reach, into a more granular and strategically-timed model of Purchase Occasions. This award-winning work is now available in the following video:

To catch complementary presentations from Dave Poltrack and Nielsen, and listen to a panel discussion featuring NCS, see the video below. Note that we have a contact form pre-rolling this video, because if you’ve gotten this far, you really owe it to yourself to get specific answers to your questions.

NCS Announcing Breakthrough Research At ARF ReThink Alongside CBS, Time Inc, And Kraft Heinz

Attendees at next week’s ARF Re!Think will see new research on predictive ROI and cross-media sales measurement during Nielsen Catalina Solutions’ sessions, co-presented by David Poltrack of CBS, Maggie Zak of Time Inc., and Kaz Gunay of Kraft Heinz. Late registrants for Re!Think can sign up here.

Want to meet with NCS during ARF? Get in touch with us here.

Timing IS Everything: New Paradigm for ROI Based Media Planning and Evaluation

Monday, March 14 | 12:20 – 12:40pm | Gramercy East, Floor 2

David Poltrack (CBS) and Leslie Wood (NCS) are at it again, this time with demos of NCS’ new ROI-based media-planning tool and a preview of how to put neuro principles into action to develop superior creative. They’ll be joined by and expert panel of advertisers and agencies for reaction and discussion.

New Breakthrough Research Theories Put Into Practice

Tuesday, March 15 | 9:45 – 10:15am | Grand Ballroom

A panel session demonstrating of the power and impact of Nielsen Catalina Solutions’ new ROI-based media planning and evaluation tool.

Cross-Platform Sales Measurement Has Arrived

Tuesday, March 15 | 12:40-1:00 pm

Recap on Wednesday, March 16 | 9:50 – 10:30am during the Best Papers Session

Find out how Time Inc. and NCS have worked to develop a new method, practical approach for cross-platform ROI measurement and optimization which can be applied to campaigns for television, magazine, and digital. Understand how consumers respond to messages on one platform vs. another and quantify the synergies of multiple media. We’ll share for the first time how secondary audiences for print (pass-along) contributes to sales.

What Are Buyergraphics Anyway?

If you’re here surfing our website, you’ve probably heard of buyergraphics, or at least the idea behind it. But, as with many glossary terms in the ad industry, it’s probably a good idea to get a real primer on what buyergraphics are, rather than simply mumbling it in meetings and hoping no one questions you on the definition.

So: you know what demographics are, right? Great.

Buyergraphics are demographics too. But, on top of containing core demographic data like age, sex, income and geography, the data also includes purchase behavior. That’s important to note, for two reasons:

  1. In verticals with short sales cycles (like CPG and OTC), the #1 predictor of future purchase behavior is past purchase behavior. If you want to sell me a new cereal, there is no demographic or psychographic data that will consistently predict my reaction better than knowing what cereals I bought over the past year. That’s what the purchase data in buyergraphics can do for your brand.
  2. If you have access to consumers’ purchase behavior, you can not only define more effective audiences, but can also measure the impact of an ad campaign in real world terms: dollars at the register. That’s real return on ad spend.

All of an advertiser’s core needs are notably improved with buyergraphics: justifying ad spend, quantifying results, tying creative to campaign goals, avoiding the “50% waste” problem… but we’ll let our friend Marty explain further.