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BTL Spending Pattern in India in Banking and Media Sector
BTL Spending Pattern in India in Banking and Media Sector
PROJECT REPORT
ON
SUBMITTED BY:
MANISH SINGLA
MOHIT JAWA
FMG XVI
PGDM
1
EXECUTIVE SUMMARY.iii
1. CHAPTER 1- INTRODUCTION.....6
1.1 Project Objective.......6
1.2 Background...7
1.3 Relevance......8
1.4 Limitations8
2. CHAPTER 2 LITERATURE REVIEW...9
3. CHAPTER - METHODOLOGY........16
3.1 Research Process...16
3.2 Sample Selection...16
3.3 Sample Size...17
3.4 Sample Description...17
4. CHAPTER 4 SECTOR ANALYSIS...18
4.1 Telecom.18
4.2 FMCG...25
4.3 Consumer Durables...29
4.4 BFSI..33
4.5 Overall..37
5. CHAPTER6 - CONCLUSION...39
6. REFERENCES.45
EXECUTIVE SUMMARY
The Indian market is witnessing some major changes. More consumers, more buying
power and more media reach. Then there is the rise of digital media, the fragmentation of
mass media, the growing power of young consumers and the growing BTL activities.
Marketers acknowledge that advertising is just one variable that impacts sales among
other including pricing, distributions etc. Products and services that are promotion elastic
tend to be highly impacted by price-offs and discounts which increase the likelihood of
consumer buying the same. In comparison, products and services that are advertising
elastic see higher sales with increased advertising. Many successful categories and brands
in Key Urban Towns (KUT) are price sensitive and hence promotion elastic. Marketers
then choose to divert advertising budgets to on-ground promotions (including BTL and
activation) that show a direct impact. In comparison, premium brands that have a greater
uptake in metros (given higher purchasing power) tend to be advertising elastic which
means that the more they are advertised, the higher is the likelihood of sales.
For marketers, the decision to enter a new market is dependent on a number of factors
which help them select and prioritize markets. As shared by some of the leading Indian
marketers, the key factors impacting their decisions for gauging market potential and
allocating marketing spends are listed below.
During the course of the research we met some of Indias largest marketing spenders
across categories including FMCG, consumer durables, banking and financial services
and telecom companies amongst others and domain experts such as media planning and
buying agencies and advertising agencies besides relying on available published data and
in-house media experts.
One of the new directions taken by marketers in allocating ad spends that could be
indicative of changes that can be expected in the future is a growing share of BTL in the
total marketing spend. The average BTL spends across marketers met was about 35-40 %
4
CHAPTER 1 - INTRODUCTION
1.1
PROJECT OBJECTIVE
To analyse BTL (Below-The-Line) activations acoss four sectors, and
understanding the marketers strategy behind those activations.
To find out the seasonality (if any) of the BTL activations in those sectors.
To analyze why is trend shifting from ATL to BTL.
1.2
India is one of the fastest growing consumer markets in the world and as more than 300
million consumers spend on cars, mobile phones, food and films amongst others,
marketers need to reach, remind, persuade and push them towards their brands. In 2006
Indian marketers spent about Rs 17,356 crores (billings) on advertising, and given around
8 % GDP growth rates, this market can only go up.
Though figures vary on the size of the BTL market -- encompassing promotions,
exhibitions, point-of-purchase and retail merchandising and on-ground activities -industry estimates put a quarter of the Rs 17,356 crores annual ad spend by India Inc
accounted by these activities.
Marketers acknowledge that advertising is just one variable that impacts sales among
other including pricing, distributions etc. Products and services that are promotion elastic
6
1.3 RELEVANCE
Advertising and communication today is experiencing a transformation at a pace faster
than ever. It is evident in India more than anywhere else. The rising economy, increased
cash at hand for disposal and a consumerist mindset coupled with the changing lifestyle
and media hav made communicating with the consumers a daunting task.Shopping today
has evolved , and so has the consumer. While the consumer is being hammered through
means and methods of communication that pass through certain filters of his mind to
lodge the brand there, he is still vulnerable to various psychological factors and bran
selection inducements at the point of purchase. Good advertising is that which sells. and
in context of today's scenario the need is for a judicious and careful spend of marketing
budgets to gain maximum impact that converts into sales. Brands today need to go
beyond the share-of-mind to capture the share-of-wallet.
With mass-media's return on investment going down drastically because of audience
fragmentation and media-cost inflation, marketers are looking at BTL more and more to
deliver customized solutions for their brands. BTL in marketing is considered one of the
most effective tools of product promotion. BTL-events allow not only to create positive
image of the company, to get acquainted the customer with the product, to get interested
the prospects in product purchasing, but also helps to provide all necessary information
CHAPTER 2: LITERATURE
"All the successful models we grew up with don't work. It used to be brands had all the
power, and then they got sidelined by promotions. Now it's become a consumer
republic again. The consumer is boss there's no more mass market and is driving the
flow of information."
-- Kevin Roberts, CEO, Saatchi & Saatchi Worldwide
"I believe today's marketing model is broken. We're applying antiquated thinking and
work systems to a new world of possibilities."
-- Jim Stengel, CMO, Procter & Gamble
2.1 ORIGIN OF THELINE
The origin of term BTL is the following: an advertising manager of Procter & Gamble
developed promotion campaign media-plan that included main media channels: TV,
press, outdoor etc. He underlined it, summarized the expenses and only after recalled
about the board on fairy, souvenirs, gifts etc. He added these expenses to the list below
the line. BTL is usually opposed/contrasted to ATL (above the line) advertising in its
traditional distribution channels: press, TV, radio, outdoor, movie, Internet.
The annals of Marketing Management have witnessed a tug of war between advertising
and sales promotion since inception. But in the early phase of twenty first century this
war has taken a new avatar in form of Above - The- Line and Below - The- Line
activities, widening both scope and intensity of this war. Above-the-line propagated
have
unwholesome
demand
were
proscribed by the Socio-legal restrictions. Even though BTL activities started off to fill in
for ATL activities, increasingly, BTL strategies are now recognized as economical,
unique, and personal ways to achieve "cut-through" in the supersaturated advertising
environment.
Below-the-Line Media
Are targeted to individual consumers,
preferences
Issue a call-to-action, inspiring specific
12
13
Veteran's Organizations
Sportsmen's Organizations
Political Organizations
Religious Organizations
Direct Response Print: Its most common form today is infomercials. It is achieved by
eliciting a direct response via television presentations. Viewers respond via telephone or
internet, credit card in hand.
Other media, such as magazines, newspapers, radio, and e-mail can be used to elicit the
response, but they tend to achieve lower response rates than television.
e)Event Marketing: It involves a strategic-based face-to-face contact designed to impact
a brand's perception among its constituents. It is set of promotional activities involving an
14
Coupons
Contests
Rebates
Sales promotions can be directed at the customer, sales staff, or distribution channel
members (such as retailers). Sales promotions targeted at the consumer are called
consumer sales promotions. Sales promotions targeted at retailers and wholesale are
called trade sales promotions.
15
First we got ourselves acquainted with the top 10 advertisers of various sectors to
gain knowledge regarding spends on TV advertising undertaken by these sectors.
Then we zeroed down to the target sample for our project. The data relating to the
sample included data of percentage spend by various companies in the specific
sectors (which we got from AD-Ex India website) and then found out their
rankings in the particular sub-sector. This data was extracted from the secondary
sources.
16
We created a questionnaire that was aimed at finding out the ratio of BTL spends
to ATL spends by various companies in the different sectors and the strategies
alignment for the same.
17
3.4
SAMPLE DESCRIPTION
See appendix.
18
Telecom sector has seen a rise of 61 per cent in TV advertising during 2007 over
2006.
(Source: Adexindia).
Top five advertisers under the Telecom Segments.
19
20
21
Strategy
Rural Activation, (Increasing
customer base)
STD Rates slashed, New
scheme launched.
(Customer acquisition)
Quarter
Q1 and Q4
MOTOROLA
EQUIPMENT
Q2 and Q4
VODAFONE
SERVICE PROVIDER
Q4
Q2 and Q4
22
Rural Strategy
Customer Acquisitions
Telecom-Handset
Manafacturers
Brand building
Urban strategy
Increasing ARPU through
VAS
Customer Retention
24
Sub Category
Sr.
Sub Category
No
Baby Care
Laundry
Cosmetics
Personal Accessories
Food and
Beverages
Personal Care/Hygiene
Hair Care
Personal Healthcare
Household Products
OVERALL SECTOR:
25
26
27
(Source: Adexindia)
Expected Rise in BTL
Most of the companies were skeptical about increase in BTL expenditure as it is already
very high in this area. Moreover competitors action also plays a very important role.
28
29
(Source: Adexindia).
(Source: Adexindia).
30
31
32
Short-term Strategy
Product launch by in-store
branding and Brand
visibility
Channel expansion
Long-term strategy
Increasing customer base
33
4.4
BANKING/FINANCIALSERVICES/INSURANCE
ATL
(Source: Adexindia).
34
(Source: Adexindia).
Insurance and Mutual Fund Industry
Specifically talking for the Mutual Fund Sector there is a 3-tier hierarchy, company,
agency then the consumer. All the dealings are routed through the distributors. Trade
promotion is high but less compared to insurance sector.
For the insurance sector, there are self-employed agents, companys representatives at the
banks and finally the direct dealers employed by the company. So trade promotion is
more.
Companies like Religare, Karvy etc have the wide network having its reach to national
level. Their employees act like the agents to these companies. Therefore most of the BTL
activations are targeted to these companies only. All the meets, conferences, events are
conducted for them only. There is no Consumer interaction. Although some of the BTL
activations are carried out by the companies which are directed towards the end
consumers. These initiatives are taken by at the company end only. These generally
includes the canopy activities outside the malls, corporate offices etc. They serve dual
35
36
37
Strategy
Employee Motivation,
Increasing customer base.
Am-Ex
Category-NBFC
Brand visibility
Seasonality
Q2 due to result
announcement and
acknowledgement for the
best performer, Q1 due to
closing of the financial year
and tax saving benefit.
Q4 due to festival time and
so effort for markets to be
branded put in.
Q2 because new budgets are
allocated, also when new
NFO is launched and, also
for the distributors meet
done monthly generally.
Same for the whole
insurance industry except
for players like Ing Vysya
that are dominant in the
specific region like south to
target festival time of Diwali
.
38
70% of the players said that concept is the most important factor in determining the BTL
agency. After that 20% said that the price is the most important factor after concept and
then came the quality of material used.
When asked about the problems they faced while dealing with any BTL agency then 90%
of the players said that Execution is the most important issue. Distribution and logistics,
timely execution at different places at same time are the most one to occur.
Consumer to trade promotion
39
do
customers
appear
so
willing
to
accept
this
new communications
philosophy? The following seven trends explore the factors, both external and internal,
that are contributing to this emerging marketing emphasis. Specifically, it identifies seven
key trends that are directly impacting the allocation of marketing budgets for both ATL
and BTL campaigns. They include:
1. Changing consumer demographics decrease the influence of traditional mass
media (i.e. one-size-fits-all) marketing messages
2. Growing consumer sophistication heightens the demand for channel-agnostic
communications
3. Widespread marketing clutter diminishes the impact of commercial messages
that dont address specific and individually relevant consumer needs
4. Enhanced information availability empowers both marketers and consumers with
insight that allows for precise customer targeting and intelligent purchase
decisions
5. Heightened client pressure to deliver quantifiable value by evaluation of ROI of
the marketing initiatives , forces marketing service providers especially
agencies to re-evaluate services platforms
6. Growing effectiveness of multi channel campaigns (those that cross multiple
media) reinforces demand for tactics that establish one-to-one relationships
between marketers and consumers
42
traditional
advertisements
through
online
newspaper
subscriptions and opt-in headlines e-mails that provide a selected snapshot of relevant
news with only a fraction of the advertising interference.
Collectively, these practices speak to the active participation of consumers in the
marketing process, a phenomenon made possible by the same innovations that many
marketers expected would cement their authority in customers daily lives. They demand
marketing responses that are concise, relevant and universal across all media so that
consumers who choose to interact via multiple channels (say, researching available
products online and then completing the purchase in-store) are exposed to a consistent
fundamental buying experience.
3. Widespread marketing clutter diminishes the impact of commercial messages
that dont address specific and individually relevant consumer needs.
Rapid advances in the quality of available marketing media have had at least one
deleterious effect: a saturated media consumption landscape, plus a resultant consumer
backlash against advertising messages that are perceived as intrusive or otherwise
irrelevant.
4. Enhanced information availability empowers both marketers and consumers with
insight that allows for precise customer targeting and intelligent purchase decisions.
Significant advances in database marketing, analytics and customer relationship
management (CRM) platforms have spawned an informational avalanche, allowing
marketers the opportunity to build a comprehensive, 360-degree view of the
customer and their transaction history. By maximizing the complex array of available
information, leading-edge marketers are reaching prospects with offers targeted to their
expressed (or expected) wants and desires and driving significantly enhanced response
rates and lifetime customer value.
44
45
46
REFERENCES
1. www.agencyfaqs.com
2. www.eventfaqs.com
3. www.exchange4media.com
4. www.adexindia.com
5. www.indiantelevision.com
6. Laurent, Gilles, Jean-Noel Kapferer, and Francoise Roussel (1995), "The
Underlying Structure of Brand Awareness Scores," Marketing Science, 14
(No. 3, Part 2
7. Day, George S. and Robert W. Pratt (1971), "Stability of Appliance Brand
Awareness," Journal of Marketing Research, 8 (February),.
8.
Dall'Olmo Riley, F., A.S.C. Ehrenberg, S.B. Castleberry, T.P. Barwise, and
N.R. Barnard (1997), "The Variability of Attitudinal Repeat-Rates,"
International Journal of Research in Marketing, 437-50
9. Aaker, David A. (1991), Managing Brand Equity. New York: The Free
Press
10. Keller, Kevin Lane (2003). Brand Synthesis: The Multidimensionality of
Brand Knowledge, Journal of Consumer Research, 29 (4), 595-600
11. Leuthesser, L., C.S. Kohli and K.R. Harich (1995). Brand Equity: The
Halo Effect Measure, European Journal of Marketing, 29 (4), 57-66.
12. Keller, Kevin Lane (1993). Conceptualizing, Measuring, and Managing
Customer-Based Brand Equity, Journal of Marketing, 57 (January) 1-22
47
SAMPLE DESCRIPTION
The following Table gives the details regarding the selected sample:
Table 1
S.No.
1
2
3
4
5
6
7
8
9
Sector
Consumer Durables
-do-do-do-do-do-do-doFMCG
Company Name
Sony India Ltd.
Whirlpool
Electrolux
Voltas
Carrier
L.G.
Samsung
Shalimar Paints
Perfetti
10
-do-
Gillette
11
12
-do-do-
Hul
Itc
13
-do-
Marico
14
15
16
17
-do-do-doNBFC-BFSI
Dabur
G.S.K.
Pepsi
Amex
48
Banking-BFSI
Centurion bank of
Punjab
19
Banking-BFSI
Bajaj allianz-general
20
Mutual Fund-BFSI
21
22
23
24
25
26
27
28
Mutual Fund-BFSI
Life Insurance-BFSI
Life Insurance-BFSI
Life Insurance-BFSI
TelecomServiceProvider
-do-do-do-
29
30
31
32
Communications
TelecomHandsetManafacturer Fly Mobiles
-doNokia
-doReliance
-doMotorola
Table 2
49
Trade
Consumer
Durable
55
45
sony
Electrolux
Whirlpool
voltas
60
60
50
50
40
40
50
50
Table 3
Importance
Concept
Price
Quality of
Material
70
20
10
Table 3
Consumer Durable
Table 4
Telecom
Idea
Airtel
vodafone
Motorola
BTL
ATL
35
30
30
40
Increase
65
70
70
60
40
35
35
50
50
35
30
65
70
40
35
65
50
40
10
20
30
35
50
60
90
80
70
70
50
40
15
25
35
Table 5
FMCG
Gillete
GSK
Marico
Pepsi
Perfetti
HUL
Table 6
Consumer to trade promotion in Telecom
Idea
50:50
Airtel
80:20
70:30
Motorola
Fly
50:50
Table 7
Company
Birla sunlife
Max New York
Life
ING Vysa
Amex
Bajaj allianz
BTL
Table 8
Increase: 2007 to 2008
Birla sunlife
Max New York
ING Vysa
Amex
Bajaj allianz
ATL
40
60
12.5
60
33
35
87.5
40
67
65
40
12.5
60
33
35
45
37.5
75
38
45
51