Vanilla Ice

What can marketing learn from

VANILLA ICEcloser customer connections in

changing times

http://www.flickr.com/photos/eboman/395968846/

Peter Harris

Peter Harris

AUDITOR marketing RESEARCHFamily man AMSRS aussie NEW MEDIA

building relationships ASHES TRAGIC

“Stop, Collaborate and Listen” – Vanilla Ice

Stop. Collaborate. Listen.

Past

Source: @willsh

Source: @willsh

Today

Source: @willsh

“In most categories a brand’s market share is stationary”

4 out of 5 categories seen as increasingly homogeneous

3x $ spent on discounting as ‘brand building’ in fmcg

0.5% average click-thru rate for banners

Less than 1 in 10 ads seen as different

4% response rate successful in DM

Sources: Andrew Ehrenberg; Copernicus Consulting; McKinsey

Some inconvenient truths

Brands fall into one of four engagement profiles…. Mavens have experienced better

revenue growth (last 12 mths)

Source: The world’s most valuable brands. Who’s most engaged? Ranking the Top 100 Global Brands Report, prepared by Altimeter and Wetpaint

Brands that engage in social media are winning

Old way

Source: adapted by @ronnestam, @armano

New way

Source: adapted by @ronnestam, @armano

brands must go beyond broadcast

Source: @armano

and become “facilitators”

Source: @armano

Source: @congbo

Stop. Collaborate. Listen.

collaborate Invite them in. Treat them as collaborators. Harness their collective intelligence. Give them a role in helping the brand succeed and a chance to become visible to their community.

collaborate

If what we’re doing is right, and if we give them the tools, young people will do the marketing and organising for us(and be better at it than we are)

Source: William Owen, Made by Many, Vinspired: Everyone Working Together Presentation

• 70,000 ideas in first year

• Free coffee for Gold Card members on their birthday

• Starbucks VIP card

• Buy coffee beans, get a free cup of coffee

Source: @armano

• Get (free) help, advice & support in planning kitchens, offices, wardrobes eetc..

• Employee and fan community - 100,000+ members, 4 yrs old

• Community donations + ad revenue funding model

• Reward participation with Ikea gift cards

Results

“Consumers are beginning in a very real sense to own our brands and participate in their creation.

- A. G. Lafely, Chief Executive at Procter & Gamble

We need to learn to let go.

entertain

useful

connect

educate

Why they will collaborate?

Source: @willsh

Stop. Collaborate. Listen.

Talk with customers in context. Listen to their ideas before they get skewed. Uncover issues, focusing on how people feel.

Listen

“In the old days, brands wanted everybody to pay attention to them. Now brands need to pay attention to everybody else.”

-Anonymous

Source: Imgfave

listen

We’ve been voted the best marketer of the 20th

century. But that’s because we were the biggest shouters. In the 21st century, we want to be the best listeners.

“- Greg Icenhower, P&G, director of corporate communications

Social Media Monitoring Tools

Social Media Buzz Monitoring

1. Free Alert Systems

2. Paid Analysis Dashboard

3. Full Service Insights Partners

Source: Organic Interactive

REACH

How many people are we reaching?METRICS: [example metrics: unique views]

INTERACTIONHow are people interacting with us?METRICS: [example metrics: video plays]

ENGAGEMENTHow many are becoming part of our community?METRICS: [example metrics: user-generated content]

INFLUENCEHow are we changing user action or opinion?METRICS: [example metrics: conversation tone]

EXPOSUREHow are users extending the reach of the program?METRICS: [example metrics: online buzz]

Source: Organic Interactive

Online Customer Community• Continuous connection to your customers• 300–500 invitation-only members in a room

Discussion

Quick Polls

Online chat

Brainstorm

Use photos

Video

Survey

Journals

Mystery shopping

Scrapbook

Immersion

Twitter

Off-line events

Source: Communispace

Source: images adapted from @armano

Problem

• Developed new brand ad in 5 days with Branson

• Concerned new brand ad was to risqué

• Validate with prospects fast

Solution

• Tested ad in online community among young flyers

• Positive response / low risk

• Turned results in a few days

• Cost effective

Community at a glance

• Launched November 08 / 1,000+ members

• Private online community for Hyundai owners or inner circle of trusted advisors

• Recruiting through existing customer base + “hand-raisers” that attend industry events like auto shows

• Activities focus on two initiatives. The first expanding the brand with the new Hyundai Genesis vehicles. The second is Blue Drive, Hyundai’s new initiative to produce eco-friendly products

‘Listening is the new marketing’, Chris Brogan

7 Secrets of Vanilla Ice Marketing

Partly inspired by @chrisbrogan

1. Make your own game

• Stand out

• Don’t play by other people’s rules

2. Build a Posse

• Make friends / connect

• Insiders advantage / outsiders can’t buy influence

• Create a big F’n network

3. Spin off

• The Archimedes Effect / Leverage

• Build off previous success

Source: images adapted from @faris

• Be a great party host

• Invite them to participate and mash their own content

• Connect , network and help build relationships

4. Throw Awesome Parties

• Provide opportunities to participate

• Don’t force the conversations but help it along

• Share instead of hoard

• Put on & play a constructive role in offline events

• Add value to the community experience

• Capture content and 3rd party perspectives on your community topic

• Pay your dues - consistency and authenticity

• Be open to criticism and admit when you are wrong

• Have a higher purpose

@peteraharris

I would like to thank all those who shared their insights, ideas and contributed in the making of this presentation @michaelbatistic, @armano, @congbo, @willsh, @ronnestam, @criticalmass, @shamberg, @thejordanrules, @budcaddell, @wdowen, @chrisbrogan, Organic Interactive.

And of course a big-up to the man who made it all possible @vanillaice

I have tried to source images and ideas where available. If I have missed anything, let me know and I’ll make it right.