Better yet- Immediately after- read off trivia questions in exchange for Hershey’s
contact with the audience. Ex ‘ packaging, instore promotion, coupons, flyers,
etc. Hershey used a qualitative approach, focusing on shop-alongs, mobile shop alongs
(both for exploration), as well as shopper diaries for validation. They asked consumers who they were buying for, when
are they buying, etc. This led them to reveal the best touchpoints to focus on
and in turn maximize shopper reach at core retailers.
Where do we look for consumers and thus focus on
Using TURF, they looking into the impact of how
many touch points are needed to maximize sales.
About 4 touch points are necessary.
What is the best combination of touch points.
This is key as all consumers are different. Did
consumers plan to purchase this confectionery or was this an impulse purchase? While this may seem simple and all end up in the same place- with a sale- it is actually very important to understand how and when to reach this consumer based on their motives.
Using data they found that some consumers just
need to be reminded. Perhaps an in store ad seeing the treat at check out- a
simple touch point on their trip is enough to drive a purchase.
They also offered a set of truths about touchpoints:
but shoppers really only see 3 products
on average in the confections category. How is this possible and how does this impact strategy? This drives the importance of understanding the segments and learning how influential each touchpoint can be.
Most touchpoint usage occurs for planned trips since consumers are being hit with something pre-store so they then add to their list-
essentially leveraging many more touch points
Shoppers recognize and use more touchpoints on
involved trips- especially for stock up trips that are planned.
On unplanned trips alone, touch points form 4-6
increased dollar spending about $2.00
Allocate spend across different touch points:
you can reach most consumers using 4 touch points
The most influential touch points differ by
channel: Grocery relies most on coupons.
Word of Mouth is most important: Case in point-
the presenters mentioned candy to the audience yesterday and people were overly
excited to join!
Digital provides an incremental space for
touchpoints, adding 4 additional touchpoints for consumers.
Higher income use more touchpoints yet least involved
Life stage: we know Millennials are big users of
digital which goes hand in hand with the additional touch points exposed
With these points we realize just how many touch points exist, how important it is to leverage these touchpoints based on consumer segments, and how these are continuing to change as technology advances.
Research Consultant at SKIM, an international consultancy and marketing
research agency, has a background in Marketing and Psychology from Cornell
University. Her previous experience at a social media agency combined with her
knowledge from SKIM provide for a unique understanding of the relationships
between social media and marketing. She can be reached at