Hello Advertisers, It’s 2017

Tam Le is the Regional Associate Strategy Director for Carat APAC.

As culture continues to evolve in Asia, accelerated by the ubiquity of the Internet and the different global viewpoints that it brings, gender roles will begin to shift and blur and our industry will need to keep up. But what is the best way to do that?

7 minute read


A few years ago I was dating a guy who was a much better knitter than me, in fact, an interest in knitting was one of our common interests and a conversation starter for us. I thought it was great that he was so skilled in an old-fashioned craft, but when I told my Vietnamese parents that he had just helped fix one of my scarves, they were less than pleased. My mom questioned his masculinity. My dad just laughed. They couldn’t understand how a man could be interested in knitting and I couldn’t understand their rigid view on traditional gender roles.

But it seems like I’m not alone on this. The global rise of third-wave feminism and the growing gender equality in education and income is manifesting itself in attitudes in Asia. JWT surveyed[1] over 1,500 men and women in Singapore, China and Malaysia in 2013 and found that eight in 10 agreed that men and women are pretty equal today, and that gender doesn’t define a person as much as it used to.

Yet, our briefs remain as stereotypical as ever. Baby formula? Only mums know how to take care of babies. Beer? Only men drink that. This is ridiculous. It’s 2017, and it is time we, as advertisers, caught up or risk alienating a large potential consumer base.

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MEN MATTER TOO
And speaking of the rise in third-wave feminism, the effects of which have trickled down into marketing all over the world (as seen here, here, here, here, and here), it’s easy to forget that men have difficulties and face biases as well. In the same JWT survey[1] of Asian consumers, eight in 10 also believe that while people talk about the difficulties women face, things are just as hard for men. On top of that, men are more likely than women to say that life in general is harder compared the generation before because, similar to women, their spheres of influence are growing, shrinking, and generally shifting in new, uncharted directions that most brands have yet to catch up with.

Daddy Day Care
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“This trope is repeated everywhere in popular culture, from adverts portraying fathers as feckless incompetents who can’t even take care of a KFC bucket to cartoons where the butt of every joke is the idiot dad: Homer Simpson, Peter Griffin and, most egregious of all, Daddy Pig in Peppa Pig,” rants Andrew Watts in his appropriately titled “Stop telling men they’re useless at childcare, and maybe they’ll be better” feature in The Spectator.

Today men in Singapore, Malaysia, and China are almost equally likely to state “emotional support for their family” as a primary definer of manliness as they were to name “career success.”

Today men in Singapore, Malaysia, and China are almost equally likely to state “emotional support for their family” as a primary definer of manliness as they were to name “career success,[1]” and in 2014, Singapore’s Ministry of Manpower reported that 10,200 male Singaporeans and permanent residents cited “family responsibilities” (e.g. childcare, housework, etc.) as their main reason for not working, more than triple the number in 2006[2]. The movement towards gender equality is evident and even in countries with great disparity, like Japan where just a meagre 2% of Japanese men took paternity leave in 2012, strides are being made by the government to normalize greater male involvement in family life. The Japanese government currently grants male employees with young children up to one year of childcare leave with the goal of raising the percentage of men who take paternity leave from 2% to 13% by 2020[3].

Perhaps as time goes on, and these government initiatives and evolving mind sets take a greater hold, marketers will realize that both men and women share the responsibility of making major childcare decisions, on matters such as education, activities, and diet. Maybe then, grievances like those of Andrew Watts, will be a thing of the past: “I just find it odd that women, who would be appalled by anyone suggesting that a woman’s place is in the home, can promulgate the idea that men are, by their nature, hopeless parents—even though that’s saying the same thing in different words.”

A Man’s Place is in the Kitchen… and the Laundry Room


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In addition to childcare, men around the world are taking a more active role in household chores. According to our own Consumer Connections Study (CCS) data for Thailand, 92% of men reported purchasing household items within the past 12 months versus only 74% of women. In a different study, The Parenting Group, which publishes Parenting magazine, among others, teamed with Edelman in 2012 to conduct two surveys[4] of American fathers; they found that about 70% of dads report they buy the groceries, cook, and clean. This is not limited to just Western markets: 40% of Asian men also say they are the primary grocery shopper[1].

However, it would be irresponsible to not state what the women reported in the very same surveys. Although 70% of American dads said they did the grocery shopping, only 36% of American moms agreed[4]. That number drops to just 12% among women in Asia[1]. Given this, it’s easy to dismiss the role of men in grocery shopping.

However, seeing how so few food and cleaning brands currently speak to fathers in Asia, the ones who successfully do will stand out and win over this growing demographic, and perhaps a few approving mothers as well.

Boy Beauty

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This past year saw many large multinational beauty brands embracing male spokespeople. CoverGirl named makeup artist and high school senior James Charles as its beauty ambassador; Maybelline appointed Manny Gutierrez (@mannymua733) as theirs, and Rimmel followed with 17-year old beauty vlogger Lewys Ball[5]. With these bold strokes, the cosmetics industry has rung the death toll on traditional, narrowly-defined gender norms.

For those of you who think the actions of these Western brands don’t apply to Asia, think again. In fact, the rise of male grooming applies more to APAC than any other region of the world. Asia holds the largest men’s skincare market, accounting for 2.1 billion dollars, or 64% of the global spend on male skin creams, lotions and whiteners, according to Euromonitor’s April 2013 data. China is the largest men’s skincare market, accounting for nearly 30% of global spend, while South Korea holds second place with almost 20% of the global share[6]. “There is a wider idea of skincare being effeminate in many countries, but in Korea, this doesn’t seem to be the case,” noticed Simon Duffy, co-founder of the United Kingdom male skincare brand Bulldog. “If your mother has a nine-step skin routine, which happens a lot in Korea, you’re going to do five,” said Euromonitor beauty analyst Nicole Tyrimou[6].

Asia holds the largest men’s skincare market, accounting for 2.1 billion dollars, or 64% of the global spend on male skin creams, lotions and whiteners.

But this trend doesn’t stop with China and South Korea: thanks to Vietnam, Thailand and Taiwan, sales of male grooming products are growing faster than the entire beauty product category (9% versus 5%, respectively), according to 2013 research from Kantar Worldpanel[7]. “This is where the market’s development is happening,” stated Euromonitor analyst Tyrimou. “It’s very concentrated in Asia[6].”

However, what motivates the well-groomed men of the East varies from culture to culture. The same Kantar Worldpanel found that in the South-eastern countries of the Philippines, Vietnam and Malaysia, consumers felt that career success involves looking the part. Whereas in China, most men just wanted to win over the ladies[7]. It’s important to understand these different motivations in order to land the right communication message for each market. Doing so could help brands win over the huge remainder of the male beauty market that remains untapped, which Kantar estimates at US$6 billion[7].

Just as the traditional role of women have made dramatic shifts in Asia, so too have the traditional roles and self-perceptions of men who now see themselves as active participants in the household and in their own skincare routine.

 

HONEY, YOU’VE COME A LONG WAY… BUT YOU STILL HAVE A LONGER WAY TO GO

“Women are not a special-interest group. They are over half the population.”

Many articles have covered the rise of women’s spending power, or the female economy, or sometimes called—and I shudder to write this—the sheconomy. Yet, despite this rise in power, and one would assume that with it comes respect, marketing executives, such as Simois Ng head of marketing communications at Sony, are still quoted saying, “some people might assume that women prefer to take selfies but actually, they can shoot professional photographs too[8],” and believing that they are actually giving credit where credit is due.

Too many brands still believe that “shrink it and pink it” is still a valid approach when appealing to women. Hopefully these next couple of examples will prove there are some more nuanced ways to approach it.

Whisky and Women

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Skinnygirl Margarita, Little Black Dress Vodka, Chick Beer: all of these (real) brands make me want to barf…and it’s not from excessive drinking. It’s because they try to pander to their target market in such an obvious way that it becomes desperate and sad—in the words of one of my favourite brand strategists, “hey, your strategy is showing.”

Fortunately, not all brands have such an outdated, stereotypical view of female drinking habits. “Diageo has a comprehensive marketing guide that regulates how we present our products to everyone, whether male or female. We always show respect for consumers and work within the industry to encourage similar behaviour. In terms of best practice, we feel it’s important to never underestimate or patronise women,” states Mark Sandys, category director for whisky and reserve at Diageo[9]. This is especially valuable in Asia where women are increasingly becoming more empowered and going out, especially in mixed-gender groups, is becoming more common. Diageo has observed that “In China for instance, women account for a quarter of all whisky consumption. In India, the number of women enjoying whisky has gone up by nearly 30% versus last year, and our team on the ground is telling us that female participation at whisky tastings has increased by around a third on last year. A new generation of young, professional female whisky drinkers are introducing their friends, colleagues and clients to the spirit[9].”

In China for instance, women account for a quarter of all whisky consumption. In India, the number of women enjoying whisky has gone up by nearly 30% versus last year.

In order to win over this valuable and discerning segments, there are two approaches: a gender neutral one, and a purposefully gendered one, but done from a place of understanding. For the first route, to quote Sandys from Diageo again, “Fundamentally we believe that ‘[gender] bilingual’ marketing makes for better marketing. One of the key ways of doing this is by raising our standards of design. New launches such as John Walker & Sons Odyssey or Johnnie Walker Platinum have stunning, aesthetically beautiful pack designs that we know appeal to both men and women[9].” On the other end of the spectrum, you have brands like White Girl Rosé, Veuve Clicquot, and Moet & Chandon which explicitly appeal to women, yet they do it from a place that, in the case of White Girl Rosé, makes us feel like we’re in on the joke, even though it was created by male comedian The Fat Jew. Similar to John Walker & Sons Odyssey or Johnnie Walker Platinum, the design is sleeker and devoid of gimmicky images of high heels and pearls. Thought and tact (except in the case of White Girl Rosé) will go a long way.

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Get in, Loser. We’re Going Shopping.

You’d think with the way every car commercial ever is narrated by a man with a deep voice that women don’t buy cars when according to CCS, the percentage of women who have discussed or bought an automotive is neck-and-neck with the percentage of men in APAC markets like India and Hong Kong, and actually greater than in Malaysia.

tam7In fact, auto analysts CNW Marketing Research and J.D. Power and Associates say that about 40% of spending on new cars last year was done by women[10]. “The automobile is a product reflecting the personal lifestyle and taste of both men and women today. Women are also the key decision makers in family matters including the purchase of big-ticket items like cars and may affect men’s choice of car models,” says Reinhold Carl, managing director of Audi Hong Kong[8].

In order to communicate with women in a way that appeals to them, Audi utilizes fashion platforms such as The Hong Kong Fashion Extravaganza to build word-of-mouth. It is also important to communicate the features that matter to the people who will be actually using them instead of falling back on the same tired tropes—such as speed and horsepower—when many women are actually looking for utility[11]. So instead of showing a car zipping through the curves of the countryside or a mountain, maybe show how a certain SUV is built to accommodate a mother who needs to load two small children into it.

As women’s salaries begin to climb, and therefore their decision-making influence and purchasing power along with it, marketers will need to begin to focus more on them and their needs. Because as Jim Winters, president of branding agency Badger & Winters, put it so elegantly, “Women are not a special-interest group. They are over half the population[12].”

 

SO NOW WHAT DO WE DO?
As culture continues to evolve in Asia, accelerated by the ubiquity of the Internet and the different global viewpoints that it brings, gender roles will begin to shift and blur (men will knit; women will drink whisky) and our industry will need to keep up. But what is the best way to do that? Do we change tactics, adopting a unique one for each gender, or do we ignore it as a part of the demographic profile all together? It might be confusing because my article presented both ways, each one working for different brands. And that’s because there are arguments to be made for each tactic, which we want to flesh out with these next two Rocket articles, each one written by a different member of Carat APAC.

 

A case against changing tactics for genders. 
A case for changing tactics for genders.

 


1. https://lbbonline.com/news/jwt-report-on-the-state-of-asian-men/
2. http://www.straitstimes.com/singapore/mums-at-work-dads-minding-the-kids
3. http://www.scmp.com/news/asia/article/1495347/japan-encourages-fathers-take-more-active-role-child-care
4. http://www.edelman.com/news/the-parenting-group-and-edelman-partner-to-provide-insights-on-the-modern-dad-at-the-first-dad-2-0-summit-82-percent-of-men-who-became-a-parent-in-the-past-to-years-feel-there-is-a-societal-bias-ag-2/
5. https://cassandra.co/life/2017/02/10/boy-beauty
6. https://www.wsj.com/articles/in-asia-mens-skin-care-takes-off-1401320768
7. http://www.campaignasia.com/article/asias-male-grooming-sector-growing-faster-than-entire-beauty-category-kantar/372632
8. http://www.marketing-interactive.com/the-rise-of-the-she-conomy/
9. http://www.campaignasia.com/article/women-and-whisky-diageos-gender-neutral-marketing-formula/383418
10. https://www.wsj.com/articles/SB10001424052748703521304576278964279316994
11. https://hbr.org/2009/09/the-female-economy
12. https://www.washingtonpost.com/lifestyle/style/the-end-of-shrink-it-or-pink-it-a-history-of-advertisers-missing-the-mark-with-women/2016/06/08/3bcb1832-28e9-11e6-ae4a-  

 

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You Don’t Have to Play the Game to Win It

Jude Koh is the Regional Associate Strategy Manager for CARAT APAC.

Advertisers are often engaged in highly competitive and bloody bidding wars for the “best” TV spot or search term. But are these costly slots actually a good investment? By more deeply understanding our audience and applying our knowledge of statistical distribution, we can more efficiently reach our target consumers and leave our competitors in the dust.

7 – 10 minute read


 

NO REWARD IN GUNNING FOR THE TOP

When Joseph Schooling won Singapore’s first Olympic gold medal this past summer, brands raced to Singaporean airwaves and television sets to be the first to congratulate him before announcing their own promotional Olympics offer [1]. However, in this race, there are no winners except for the media owners who received a sudden demand for their ad space.

schoolingpromosImage from Vulcan Post

Ad space can suddenly become a prized commodity during popular events. Speaking of the Olympics, this past summer, the most coveted spot went for $2 million in Australia [2]. And TV spots during the Super Bowl in the U.S. are notorious for their unbelievably high price tag: sometimes costing upwards of $5 million to air a 30-second commercial (remember that this doesn’t include agency or production costs) [3]. Singapore’s leading TV station, MediaCorp, charges a basic rate of $1,000 for a 30second ad which is compounded by a multiplier factor based on the popularity of the show, the ad position, and seasonality loading [4], sometimes reaching an upwards of $10,000 [5].

Events like the Olympics or primetime TV promise a huge reach which creates intense competition among brands: each trying to outspend the other in order to get the “best” spot. The same can be observed in paid social and paid search; brands are all competing for the same top audience on Facebook or top position in AdWords.

But are there tangible returns for such a huge investment? Not for McDonald’s. The fast food franchise made a huge investment in a spot during the 2015 Super Bowl. Following the event, their store sales went down by 4% that month and 2.6% for the entire first quarter of the year [6]. A separate study across 13 brands in different industries found that well-established brands did not actually benefit from any form of Super Bowl advertising [7].

Clearly, the high price of chasing massive reach does not necessarily pay off for brands. This highly competitive habit of outspending the competition to gain the most coveted spot is like a red ocean of sharks gutting each other over the same prey.

This experience of sharks fighting over the same prey is also similar to ads fighting for our attention by cluttering our screens.

In one hour of primetime TV, on average 15 minutes are actually dedicated to emotional ads about shampoo, cars, and insurance. There is also no relief when we turn to our phones as ads bombard our Facebook and Instagram feeds. On YouTube, we are forced to endure one minute of an unskippable ad before we can watch a 30-second Marvel movie trailer. Instead of informing us, ads are suffocating us and using up our precious data limit.

 

AVOID THE CROWD; FIND A PARTY

I do not intend to buy a car in the foreseeable future, yet I am constantly served car ads. There is a huge disparity between the consumer and the brand which is the reason for low returns on high media investments. The message falls short of what the consumers want.

Nike recognised this and decided not to be a part of the 1996 Atlanta Olympics clutter of ads [8]. Instead, they sponsored runner Michael Johnson by providing him with a $30,000 pair of gold-coloured racing spikes. After he won, Johnson appeared on the cover of Time Magazine with the same pair of golden shoes strung around his neck. His nickname, “The Man with the Golden Shoes”, cemented Nike’s role in his achievement [9]. The brand showcased their product’s performance to a massive audience without spending the $50 million Reebok did to be an official Olympics sponsor that year.

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Image from Time Magazine

Again Nike created an uncontested marketspace during the 2010 World Cup using a similar principle [10]. Because Adidas was the official sponsor, Nike had to get creative—they found different ways and different channels to engage their audience. The brand understood that the beauty of football lies in its unpredictability, a topic that leads to much social conversation. So they created an emotional three-minute video called “Write the Future” which captured how quickly a game can swing between exhilaration and devastation for a team and its fans. The video was released on Facebook and Nike’s followers doubled in less than a week, all driven by the desire to see and share the ad. Furthermore, Nike created engagement opportunities by allowing fans to edit the ad and write their own versions of the future. The brand drove even more engagement by taking popular headlines written by fans on Twitter and Facebook and showcasing them in a massive LED lightshow on Johannesburg’s fourth largest building. The lightshow was visible from 2.5 kilometres away, gathering massive hype around the surrounding area. Although they could not advertise during the televised games because Adidas was the official sponsor, Nike went around the competition by running spots on shows airing at the same time and on soccer matches prior to the start of the World Cup. Their deep understanding of consumers and avoidance of the competition led to massive results: “Write the Future” was viewed by over 20 million people online within five weeks of its debut and Nike enjoyed more than double the share of World Cup buzz than Adidas. Success came from removing oneself from a highly competitive arena and instead, creating engagement opportunities with fans through a passionate narrative.

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Image from football-marketing.com

After realising the low returns on investing in the 2015 Super Bowl, McDonald’s pulled out the following year [6]. Instead, they focused on creating meaningful conversations with consumers. Social media served as a platform for consumers’ feedback and news about their latest, revamped menu. This revenue-generating tactic helped McDonald’s overturn a bad quarter and achieve their best annual earnings yet. By avoiding the competition and engaging potential consumers, McDonald’s rebounded from a bad quarter and performed better than ever.

Nike and McDonald’s had created their own blue oceans—uncontested market spaces. A blue ocean strategy is about finding opportunities and creating and capturing new demand. Nike and McDonald’s, though they sell products with mass appeal and achieved high reach, communicated in a personal way that appealed to a diverse set of consumers.

 

THE LONG TAIL IS A GOLD MINE OF OPPORTUNITY

The long tail is a statistical term used to describe the type of distribution seen below:

long-tail-distribution

Let’s say this long tail distribution is being applied to SEO; similar to what we saw in the fight for primetime television slots, there is high competition for popular key search terms in the head, creating a red ocean. However, when we look at the long tail, we see a blue ocean: overall, there is a sizeable amount of search volume with lower competition and higher conversion rates. And today, technology makes it easier to cater to the long tail.

This advantage was fully made used of by Obama’s campaign team during 2 of his elections.  They are known of running a highly sophisticated digital campaign and by precise targeting of undecided voters [11]. Finding these undecided voters was challenging, so they used statistical analytics supported by technology to go beyond traditional demographic based targeting based, and instead microtargeted voters [12]. This technique involves sampling a group of undecided voters through surveys, layered on data mined from digital platforms to create statistical models. These models predicted different types of voters and their individual hot button issues.

Microtargeting helped the campaign team refine their targeting of the undecided voters and serve messages that pulled at their heartstrings. For example, the campaign team discovered that there were some female voters who agreed with most Republican stances except when it came to the issues of equal pay and women’s health. However, those voters were only 20-40% likely to vote for Obama. To win them over, the team tailored their message to inform these women about Obama’s proposed policies on equal pay and women’s health [11].

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Image from girltalkhq.com

The campaign team became more efficient in their communication efforts with microtargeting. Specific messages were broadcasted on niche TV networks and programs, avoiding the big networks and primetime slots [13]. They identified the cost per dollar of persuading a voter by building models that marry detailed information about a voter’s viewing habits and their political leanings. This superb efficiency helped Obama beat an extremely well-financed opposition in the 2012 election.

Nike, McDonald’s, and Obama’s campaign team understood the need to move away from the overcrowded red ocean and focus on new opportunities in their own blue ocean. Nike shied away from the obvious mass reach sponsorship tactic, and instead, created meaningful stories across different touchpoints. McDonald’s built relationships with their consumers by listening to them on social media.

Targeting the long tail is about becoming more relevant to the vast majority who are more varied in interest and preference, otherwise not reached by an approach tailored for the “head”. Technology enables us to do this with greater efficiency and accuracy, as seen in the Obama campaign’s use of statistical models to microtarget. To fully take advantage of this, brands need to know the nuances of who they want and how to reach them.

 

AIM FOR A LONG TERM PRIZE

Competing in the red ocean is an exhausting, vicious cycle of winning and losing. Creating a blue ocean allows for more sustainability. The long tail will provide an almost infinite opportunity for brands. With developments in analytics, it is now easier to understand these consumers with precision. Advances in technology also creates more ways to reach consumers. There is no longer a need for us to compete over the top ad spot just to gain mass reach. We can now target more efficiently by creating models of potential consumers, engaging them with relevant messages through different platforms, measuring the outcome, and optimising for future campaigns—all with scale and precision.

 

Footnotes:

  1. Companies race to honour Joseph Schooling | Straits Times
  2. Local brands spend millions on ad campaigns during the great Aussie medal hunt | News.com.au
  3. Why Some Top Companies Decided Super Bowl Ads Aren’t Worth It | The Huffington Post
  4. Mediacorp 2016 Advertising Rate Book for Channel 5, Channel 8, and Channel U
  5. Based on internal survey of media planners and buyer in Carat Singapore
  6. Not Advertising In The Super Bowl…McBrilliant | Forbes
  7. Russell, M. G., & Et Al (2003). Brand Perceptions of TV Commercials During Super Bowl XXXVIII. ResearchGate
  8. How Nike Brilliantly Ruined Olympic Marketing Forever | ADWEEK
  9. Michael Johnson’s legendary gold Nike shoes at Atlanta 96 almost never existed | Dailymail UK
  10. The World Cup Brand Winner: Adidas or Nike? | HBR
  11. How Obama’s Team Used Big Data to Rally Voters | Technology Review
  12. They Know Who You’re Voting For: How Big Data Redefines Political Campaigns’ Microtargeting | Data Informed
  13. Secret of the Obama Victory? Rerun Watchers, for One Thing | New York Times