The return on investment from marketing

The general success of most businesses will hinge on their ability to market themselves. In the past, businesses in the automotive industry may have been able to remain in a decent financial position thanks to word of mouth, however, in 2019, unfortunately this is no longer the case. Here, with Vindis, who offer a range of Audi Service Plans, we examine the effects of marketing, and whether it really does return on investment.

Clearly, those in the motoring industry have much to gain from marketing — and typically large budgets to fund campaigns. But with increased interest in online platforms, digital visibility doesn’t come cheap — so, is it worth the cost? Vindis, a leading motoring firm offering VW services, investigates…

Fashion

The fashion industry is believed to be have been significantly enhanced by online marketing. Investments in digital platforms are critical to the success of fashion retailers — with online sales in the fashion industry reaching £16.2 billion in 2017 and expected to grow 79% by 2022.

According to the British Retail Consortium, 25 per cent of all fashion purchases could be assigned to online purchases at the end of 2017.

ASOS, whose owner Nick Robertson ruled out opening physical stores, are industry leaders in regard to the online shopping phenomenon. ASOS experienced an 18% UK sales growth in the final four months of 2017, while Boohoo saw a 31% increase in sales throughout the same period. Many big names — such as Marks and Spencer, John Lewis and Next — have invested a lot of money into their digital operations to capture the online shopper and drive sales. In fact, John Lewis announced that 40% of its Christmas sales came from online shoppers, and whilst Next struggled to keep up with the sales growth of its competitors, it has announced it will invest £10 million into its online marketing and operations.

Using your smartphone or tablet is the new, ‘Saturday shopping spree’. According to PMYB Influencer Marketing Agency, 59% of fashion marketers increased their budget for ‘influencer marketing’ last year — an essential marketing tactic in the fashion industry. In fact, three quarters of global fashion brands collaborate with social media influencers as part of their marketing strategy.

Influencer marketing, in 2017, was described as better than traditional methods by 33% of all respondents — perhaps because around 22% of customers are said to be attained through influencer marketing!

The utilities industry

In 2019, the backbone of the utility sector exists as comparison websites. Reportedly, a growing number of consumers use these types of sites to choose the right utilities supplier. With comparison websites spending millions on TV marketing campaigns that are watched by the masses, it has become vital for many utility suppliers to be listed on comparison websites and offer a very competitive price in order to stay in the game.

We know what comparison websites are, but who are they? The four main comparison websites are: Go Compare, Compare the Market, MoneySupermarket and Confused.com. In fact, these are among the top 100 highest spending advertisers in the UK. However, does this marketing investment reflect on utility suppliers?

Many critics are quick to point at the fact these comparison websites hold much of the power in relation to customer retention and customer acquisition. If you don’t beat your competitors, then what is to stop your existing and potential new customers choosing your competitors over you?

By examining the utilities sector, it is clear to see the variety of different marketing strategies employed. For example, British Gas has shifted its marketing aims toward customer retention, as opposed to customer acquisition. Whilst the company recognises that this approach to marketing will be a slower process to yield measurable results, it believes that retention will in turn lead to acquisition. The gas company hopes that by marketing a wider range of tailored products and services to existing customers, it will be able to improve customer retention. An investment of £100 million is to be invested in a loyalty scheme to offer discounted energy and services, which focuses on the value of a customer and their behaviour and spending habits over time to discover what they are looking for in the company.

Retaining customers ahead of finding new ones is crucial in the utilities industry, owing to the incredibly stiff competition. However, digital marketing is another major part of advertising. 40% of all searches in Q3 2017 in the utilities sector were carried out on mobile, and a further 45% of all ad impressions were via mobile too (according to Google’s Public Utilities Report in December 2017). As mobile usage continues to soar, utilities companies need to consider content created specifically for mobile users, as they now account for a large proportion of the market.

Motor vehicle

Drive to Decide, a Google report, in association with TNS, noted how car consumers are becoming increasingly digitalised. Apparently, over 82% of the UK population aged 18 and over have access to the internet for personal reasons, 85% are using smartphones and 65% choose a smartphone as their preferred device to access the internet. These figures show that, for car dealers to keep their head in the game, a digital transition is vital.

The report found that nine out of ten consumers will research their car online prior to visiting the showroom. 51% of buyers start their auto research online and 41% of those use a search engine. To capture these shoppers, car dealers must think in terms of the customer’s micro moments of influence, which could include online display ads. This is one marketing method that currently occupies a significant proportion of car dealers’ marketing budgets.

However, the question must be asked, how lucrative is this sector? The automotive industry made up 11% of the total UK digital ad spending growth in 2017, according to eMarketer, falling just behind the retail sector. Plus, the automotive industry is forecast to see a further 9.5% increase in ad spending in 2018.

The final choice is made in the showroom, for virtually every customer. So, how can digital platforms influence buying? 41% of shoppers who research online find their smartphone research ‘very valuable’, while 60% said they were influenced by what they saw in the media. Of this 60%, 22% were influenced by marketing promotions. Perhaps online investment is worth the investment, even though traditional methods — such as TV and radio — remain the most invested forms of marketing for the automotive sector. Reportedly, in the past five years, digital has made the biggest jump from fifth most popular method of marketing to third — an increase of 10.6% in expenditure.

Health

Thanks to the various international laws regarding the advertising of healthcare products, this industry is significantly different to the others included on the list. The same ROI methods that have been adopted by other sectors simply don’t work for the healthcare market. Despite nearly 74% of all healthcare marketing emails remaining unopened, you’ll be surprised to learn that email marketing is essential for the healthcare industry’s marketing strategy.

Email, as a means of communication, has established itself as an industry favourite. Around 2.5 million people use email as the main way of communicating — a figure which has risen over the past few years. This means email marketing is targeting a large audience. For this reason, 62% of physicians and other healthcare providers prefer communication via email. Now that smartphone devices allow users to check their emails on their device, email marketing puts companies at the fingertips of their audiences.

Reports propse that 35 per cent of the overall budget for health companies in relation to advertising and marketing is used for online platforms.  Apparently, 5% of Google searches are for health-related information, which could be attributed to the fact that many people turn to a search engine for medical answer before calling their GP. In fact, the Pew Research Centre data discovered that 77% of all health enquiries begin at a search engine — and 72% of total internet users say they’ve looked online for health information within the past year. But what about which device we use to search for such information? More than 50% of smartphone users have used their device to look up the medical information they require — should health companies be turning their attention to mobile users?

Similarly, social media is another major way in which healthcare information and products are heavily promoted. While the healthcare industry is restricted to how it markets its services and products, that doesn’t mean social media should be neglected. In fact, an effective social media campaign could be a crucial investment for organisations, with 41% of people choosing a healthcare provider based on their social media reputation! Why? The success of social campaigns is often attributed to the fact audiences can engage with the content on familiar platforms.

A worthwhile investment

When considering the latest trends, whether it be cars or fashion, it is crucial either way that the company is aware of what the customer wants! With a clear increase in online demand in both sectors that is changing the purchase process, some game players could find themselves out of the game before it has even begun if they neglect digital. In the utilities sector, the marketing future looks less focused. Clearly, TV and digital appear to remain the main sales driving forces, however, the authority of comparison sites must also be considered to formulate an effective marketing campaign. Without the correct marketing, advertising or listing on comparison sites, companies may fall behind.

Webstrategies.com noted how the average business will spend approximately 45 per cent of their entire marketing budget online by the year 2020. Social media advertising investments are expected to represent a quarter of total online spending, and search engine banner ads are also expected to grow significantly — presumably because of more mobile and online use.

Prior to investing heavily in advertising, it is worth sitting down and analysing what your company wants to achieve via its marketing strategy. More than likely, growth will be a major push, and if so, investing in a digital presence will be vital.

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