View
855
Download
0
Category
Preview:
Citation preview
Reaching the Hispanic Market
Sergio Barrientos Founder & Chief Creative Officer
Matias Perel Founder & CEO
We are the leading Digital Marketing firm for Global Corporations catering to Latinos in the United States and Latin America.
Our History
AGENDA
1. Introductions 2. The Opportunity 3. The Market Complexities 4. Some Examples 5. Conclusions
1. Introductions
1. Introductions • Some laws of Hispanic market
1. Introductions • Some laws of Hispanic market
1. Introductions • Some laws of Hispanic market
1. Introductions • Some laws of Hispanic market
2. The Opportunity
SOURCE: Goldman Sachs, October 23, 2007
The US Hispanic population is growing at impressive rates
299 309 322 336
43 48 54 60
2005 2010 2015 2020
(Millions, 2005-2020)
Hispanic Total
43%
Hispanic Population Growth
Today, Hispanics already represent 15% of the total US population. From 2005 to 2020, Hispanic population will grow 43% vs. 14% for General Market
Hispanic Population as % of US Total (Hispanic population / US total, millions)
6% 9%
13% 14% 15% 15% 15% 18% 20%
22% 24%
30%
25%
20%
15%
10%
5%
0%
Us Population Hispanics
% Hispanic
1980 1990 2000 2005 2007E 2008E 2010E 2020E 2030E 2040E 2050E 227 249 282 299 303 305 309 336 364 392 420
15 22 36 43 45 47 48 60 73 88 103 6% 9% 13% 14% 15% 15% 15% 18% 20% 22% 24%
43 48 54 60
2. The Opportunity
Percentage - 2007 Hispanic Population by Age Group vs. Total US
47% vs. 35%
Population in Age Group
Under 5 5 to 9 10 to 14 15 to 19 20 to 24 25 to 29 30 to 34 35 to 39 40 to 44 45 to 49 50 to 54 55 to 59 60 to 64 65 to 69 70 to 74 75 to 79 80 to 84 85 to 89 90 to 94 95 to 99 100+
10% 8% 6% 4% 2% 2% 4% 6% 8% 10.%
Hispanics Non-Hispanics
The US Hispanic population is young, very young… SOURCE: US Census Bureau Annual Update, 2007
Almost half of US Hispanics are 25 and under, while half of general US is 40 and older. Actually, 1 out of every 5 teens in the US is Hispanic
2. The Opportunity
Source:(USH-INT) CapturaGroup - Connecting US Hispanic Market online – 2006
The US Hispanic population is holistically wealthy
Hispanic buying power exceeded that of African Americans in 2003 and is expected to represent 9.6% of the total GNI in the US by the end of 2008
AA 2003 8.4% 2008 8.7%
Hispanic 2003 7.9% 2008 9.6%
White 2003 82.4% 2008 80.3%
Other 2003 1.3% 2008 1.4%
Share of Total US Buying Power 2003 vs. 2008
$212 billion
$490 billion
$1,087 billion
413%
1,100
1,000
900
800
700
600
500
400
300
200
100
0
1990 2000 2010
Bill
ions
of D
olla
rs
2. The Opportunity
The US Hispanic economy is the 9th largest in the world
US Hispanic buying power is expected to exceed Canada’s – and all of Latin America’s save for Brazil’s - GDP, becoming the 9th largest economy by 2010
Source: Global Insights Inc, 2008
US billions Estimated GDP in 2010
13,109
5,273
2,702 2,418 1,984 1,926 1,545 1,230 1,087 1,002
US Japan Germany China France UK Italy Brazil Hispanic Canada
2. The Opportunity
How Hispanics spend their money
Hispanics spend 9% more of their funds on food than Non-Hispanics
2. The Opportunity
PC with Internet Access in the Home
2. The Opportunity
PC with Broadband Access in the Home
2. The Opportunity
Hispanics are more likely to download video
2. The Opportunity
2. The Opportunity More likely to download music
More likely to download movies 2. The Opportunity
Hispanics Shop Online 2. The Opportunity
Minutes a month on their mobile Phone
2. The Opportunity
Number of cell calls per Day
2. The Opportunity
Average monthly cell phone bill
2. The Opportunity
Use Text Messaging from a cell phone in last 30 days
2. The Opportunity
Access Internet from a cell phone in last 30 days
2. The Opportunity
Use email from a cell phone in last 30 days
2. The Opportunity
PC with Internet Access in the Home and at Work
2. The Opportunity
But… it is not enough to understand the market opportunity.
To seize it, you need to understand the market complexities.
2. The Opportunity
3. The Market Complexities
Even though we all speak Spanish, there are relevant
differences that can help you to make a relevant difference.
Same magazine issue, different cover
You may reach them, but not connect with them…
Reach, but not connect
Connect, but not reach
Neither reach, nor connect
Not necessarily true. Your Hispanic customers may be
behaviorally loyal, due to their lack of integration or access to choices.
Customers integrate, and then migrate to another bank
3. The Market Complexities
Hispanics often pay premium prices to access products and services they need, or simply
want.
Activate your strategy across relevant consumer touch-
points and integrate for a true brand experience.
3. The Market Complexities
A digital camera purchase is not about the pixels, but about the
emotional possibilities
Customer Reviews
Search Engines
Word of mouth
Online Banners
Search engines eMails Radio
TV Ads
Sponsorships Direct Marketing
BTL
Events
Magazine Ads
Newspaper Ads PR WOM
Out-of-Home Billboards
Customer Reviews
Influencers
4. Some Examples
General Mills: Que Rica Vida
Universal Music: Enrique Iglesas
Cingular (now AT&T): World Cup Campaign
Discovery En Español: Travel&Living + Discorvery Kids Launch
5. Conclusions
Because “Hispanic Marketing” uses stereotypical Hispanic cues and icons…
Focuses on cultural perceptions…
Is based on the mainstream brand architecture…
And is generally ineffective in building brand preference
It Is Not About “Hispanic Marketing” It Is About “Marketing To Hispanics”
Because “Marketing to Hispanics” uses specific market insights to tell a relevant and compelling story…
Focuses on specific wants and needs…
Is based on drivers of purchase and consumption…
And has proven to effectively build brands with Hispanics
5. Conclusions
Recommended