Ever conscious of their carbon footprint, consumers are now wearing the cape of eco-warriors. They demand transparency, despise falsehoods, and yearn for brands that don’t just wear the green badge but also embody its spirit. We find ourselves amidst a green revolution, where buying a product is no longer a mere transaction but an ethical statement.

Now, what’s at the center of this revolution? Greenwashing. The term might sound fresh and invigorating, like a new laundry detergent. But it’s the dark cloud lurking in the eco-branding skies. Greenwashing is when brands deceptively amplify or falsify their eco-friendliness, trying to cash in on this green movement without doing the actual legwork.

But here’s a little secret – consumers aren’t easy to fool. The internet provides them with an ocean of information at their fingertips. Brands that indulge in this deceptive dance find themselves in a tango of mistrust.

So brand leaders, let’s ask ourselves: Are our brands genuinely clean or just craftily mean in the quest for green? Buckle up, for we’re about to unravel this green mystery from the consumer’s perspective, spotlighting industries and brands and, most importantly, mapping out a path of authentic eco-branding.

Triggers that Hint at Greenwashing: The Consumer Perspective

Consumers today are not just buying products; they’re buying into the values, ethics, and practices of brands. While this evolution pushes businesses to be better, it also opens up avenues for greenwashing. As we navigate this terrain, let’s remember that the modern consumer, equipped with resources and awareness, is watching, evaluating, and making informed decisions.

1. Overuse of Buzzwords

In a bid to ride the green wave, many brands generously sprinkle buzzwords like “eco-friendly,” “green,” “organic,” and “natural” all over their packaging and promotions. While these terms are catchy, using them without substantial backing is a classic greenwash maneuver. For instance, a ” natural ” product could still contain harmful chemicals. Unless there’s verifiable evidence supporting these claims, such as a breakdown of natural ingredients or third-party certifications, consumers might interpret these words as mere fluff.

2. Lack of Transparency

Imagine being handed a delicious-looking dish but not being told any of its ingredients. Suspicious, right? Similarly, when brands make sweeping statements about their product being “100% eco-friendly” but offer no clarity on how or why, it rings alarm bells. Authentic eco-brands often provide detailed insights into their production processes, the sources of their materials, and the steps they take to minimize environmental impact. Many consumers might see a mere assertion without the backstory as a cloak-and-dagger approach.

3. Vague Labeling

We live in a world where symbols carry weight. Certification logos are an assurance, a silent nod of credibility. However, some brands, acutely aware of this fact, design labels or symbols that vaguely resemble trusted eco-certification marks, hoping to bask in their reflected glory. A leaf here, a globe there, and voila – a product seems eco-certified! But for the well-informed consumer, this is a red flag. True eco-certifications, be it Fair Trade, USDA Organic, or others, have specific criteria that must be met. A dubious semblance without the essence might be perceived as another greenwashing gambit.

4. Unsubstantiated Claims:

Assertions about a product’s environmental benefits without third-party verifications or tangible evidence can be the most blatant form of greenwashing. For example, a brand might claim its product saves water, but it remains hollow without data or an external certification to support it. Consumers value endorsements from recognized bodies as they signify a product’s claims have been independently verified and are not just marketing speak.

The bottom line? In an era where consumers are more eco-aware than ever, superficial green claims won’t cut it. They’re searching for authentic commitments and can swiftly spot the difference between brands that genuinely walk the talk and those that merely talk the green talk.

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Industries Under the Microscope

The consumer’s voice echoes louder than ever, challenging industries to adapt and evolve. While the journey towards total sustainability is long and complex, these sectors show that change, though gradual, is very much in motion.

Fashion: Fast Fashion vs. Sustainable Fashion

The fashion industry, particularly the fast fashion segment, has often been spotlighted for its unsustainable practices. The sins are numerous, from vast water consumption to waste and questionable labor practices. However, a new wave of sustainable fashion is rising. Brands now focus on ethically sourced materials, reduced waste, and sustainable production techniques. While fast fashion thrives on quickly changing trends and high turnover, sustainable fashion emphasizes durability, ethical production, and timeless design.

Energy: Renewable Energy Sources vs. Traditional Fossil Fuels

The energy sector is pivotal in the global sustainability dialogue. The environmental costs of traditional fossil fuels, such as coal and oil, are well-documented: greenhouse gas emissions, habitat destruction, and air and water pollution, to name a few. In contrast, renewable energy sources like wind, solar, and hydroelectric power offer cleaner alternatives. As technology advances and costs decrease, the shift towards renewables gains momentum, challenging the long-standing reign of fossil fuels.

Automobiles: Electric Vehicles vs. Conventional Gasoline Cars

The automobile industry is undergoing a transformational shift. Traditional gasoline cars, with their carbon emissions, are gradually making way for electric vehicles (EVs). EVs promise reduced greenhouse gas emissions, especially when charged with electricity from renewable sources. Major automobile manufacturers are ramping up EV production, signifying a pivotal shift in transportation’s future.

Cosmetics: Natural Ingredients vs. Harmful Chemicals

Once notorious for harmful chemicals and animal testing, the cosmetics industry is seeing a surge in demand for clean, ethical products. Consumers are eschewing products with synthetic chemicals, parabens, and sulfates in favor of natural ingredients and cruelty-free testing. Brands are responding by reformulating products, ensuring they’re skin- and Earth-friendly.

Laying the Foundation: Creating an Authentic Sustainability Plan with Market Research

Brands can’t merely pay lip service to sustainability; they must embed it into their core strategies. And where does one start? With data-driven insights, of course! Market research provides the scaffolding upon which an effective and genuine sustainability plan can be built. Let’s dive into how:

Understanding the Audience

Brands must deeply understand their audience before any meaningful steps can be taken. What are their core beliefs regarding sustainability? Which eco-friendly initiatives resonate most with them? Surveys, focus groups, and online sentiment analysis can provide valuable insights. By tapping into these, brands can tailor their sustainability efforts to align with what consumers genuinely value rather than making generic, potentially ineffective gestures.

Product Testing

Once consumer preferences are clearly understood, the next step is product iteration. But before a product hits the shelves, its eco-credentials should be validated. This can be done through prototype testing, where a select group of consumers evaluates the product’s sustainability features. Feedback at this stage can be invaluable. It helps brands identify and rectify gaps between their eco-promises and their product offering.

Continuous Feedback Loop

Sustainability isn’t a one-time checkbox; it’s an ongoing commitment. Consumer expectations and environmental challenges continuously evolve. Therefore, brands must keep their finger on the pulse, constantly gauging how perceptions and preferences shift. This is where continuous market research comes into play. By regularly surveying consumers, monitoring online discussions, and hosting community forums, brands can stay agile, adapting their sustainability strategies in real time.

An effective sustainability plan is not just about introducing eco-friendly initiatives. It’s about ensuring these initiatives resonate with consumers, meet their expectations, and continually evolve with the times. And there’s no better compass for this journey than robust market research, guiding brands towards genuine and impactful eco-actions.

Going Green

Creating a green brand is a commitment that goes beyond just marketing; it requires a genuine alignment of your business practices, products, and services with sustainable principles. Here’s a structured approach to transform your new brand into a green one:

1. Define Your Vision and Mission

  • Vision: Start with a clear vision of what being a green brand means to you. This could be anything from zero waste to carbon neutrality to ethical sourcing.
  • Mission: Ensure that your mission statement reflects your commitment to sustainability and outlines the steps you intend to take.

2. Assessment & Benchmarking

  • Current Impact Analysis: Conduct a comprehensive audit of your current operations to understand your environmental impact.
  • Industry Benchmarking: Study other green brands in your industry to understand best practices and set benchmarks for your brand.

3. Product & Service Design

  • Materials & Sourcing: Use sustainable, recyclable, or upcycled materials. Ensure ethical sourcing and fair trade practices.
  • Production: Implement energy-efficient production processes, aiming to reduce waste, water usage, and emissions.
  • Packaging: Use minimal and biodegradable or recyclable packaging.

4. Operational Adjustments

  • Supply Chain Management: Work with suppliers and partners who share your green values. Establish environmental criteria for selecting suppliers.
  • Waste Management: Adopt practices like composting, recycling, and upcycling.
  • Energy Use: Shift to renewable energy sources like solar or wind for your operations.

5. Employee Training & Culture Building

  • Training: Offer training programs to educate employees about sustainable practices and their importance.
  • Incentives: Encourage green practices by providing incentives or rewards to employees who actively participate.

6. Transparent Marketing & Communication

  • Honest Messaging: Be transparent in your communication. Avoid overstating your green efforts.
  • Educate Consumers: Use your platform to educate consumers about sustainability and how they can contribute.
  • Certifications: Acquire certifications (e.g., USDA Organic, Fair Trade) to lend credibility to your claims.

7. Feedback & Continuous Improvement

  • Consumer Feedback: Actively seek feedback on your green initiatives to understand areas of improvement.
  • Regular Audits: Periodically reassess your environmental impact and make necessary adjustments.
  • Stay Updated: Sustainability is a rapidly evolving field. Stay updated with the latest research, technology, and practices.

8. Community & Environmental Initiatives

  • Support Green Causes: Contribute to environmental NGOs or causes. This could be through monetary donations, product donations, or volunteering efforts.
  • Collaborations: Collaborate with other green brands or environmental initiatives for campaigns, projects, or events.

9. Measure, Report, & Celebrate

  • Tracking & Reporting: Regularly track your progress on sustainability goals and share reports publicly, ensuring transparency.
  • Celebrate Milestones: Celebrate and communicate your green milestones, however small, to keep the momentum going and encourage your community.

10. Stay Authentic

  • Green branding is as much about authenticity as it is about sustainability. Ensure that every step you take aligns genuinely with your brand’s vision and values.

Transitioning to a green brand isn’t an overnight task. It requires dedication, time, and resources. But, with a structured approach and genuine commitment, you can successfully position your brand as a responsible, sustainable entity in the market.

Convincing Stakeholders of the Benefits of Going Green

Going green isn’t just an ethical or environmental decision—it’s a strategic business move. It benefits not only the Earth but also the company’s bottom line. By presenting this dual argument, emphasizing both the tangible and intangible benefits, a brand can make a compelling case to its board of directors and investors.

1. Environmental Benefits

  • Resource Conservation: Sustainable practices often focus on using fewer resources, which means conserving raw materials, water, and energy.
  • Emission Reduction: Green practices can lead to a significant reduction in harmful emissions, contributing to cleaner air and water.
  • Biodiversity and Habitat Protection: Ethical sourcing and land use can help in preserving habitats and protecting biodiversity.
  • Long-term Environmental Viability: Sustainable practices ensure the health of the planet for future generations, securing resources and ecosystems.

2. Economic and Business Benefits

  • Cost Savings: Implementing sustainable practices can lead to cost reductions in the long run, especially as the price of non-renewable resources continues to rise.
  • For instance, energy-efficient appliances or solar installations can result in significant savings in power bills over time.
  • Risk Management: With increasing regulations around sustainability, being proactive can help mitigate regulatory and legal risks.
  • Increased Market Share: A growing number of consumers prefer eco-friendly brands. Being green can attract a larger customer base.
  • Innovation Opportunities: Sustainability challenges can drive innovation, leading to the development of new products or services.
  • Improved Brand Reputation: A genuine commitment to sustainability enhances brand image, potentially resulting in better customer loyalty and stakeholder trust.
  • Employee Satisfaction: Many employees take pride in working for a company that values sustainability, leading to better retention and attraction of talent.
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3. Investor and Market Dynamics

  • Investor Appeal: ESG (Environmental, Social, and Governance) investing is growing. Demonstrating a commitment to sustainability can make the company more attractive to these investors.
  • Access to Green Funds: There’s a growing pool of funds and grants specifically aimed at green initiatives. Transitioning can provide access to this capital.
  • Competitive Advantage: As sustainability becomes a significant market differentiator, green brands might have an edge over competitors.
  • Resilience in Supply Chain: Sustainable supply chains, often diversified and locally sourced, can be more resilient to global disruptions.

4. Evidence-Based Approach

  • Case Studies: Present case studies of companies that have benefitted from transitioning to greener operations, both in terms of environmental impact and profitability.
  • ROI Calculations: Offer projections on potential savings or revenue generation from green initiatives.

5. Moral and Ethical Standpoint

  • Legacy and Leadership: Emphasize the importance of leaving a positive legacy for future generations and leading by example in the industry.
  • Ethical Responsibility: Highlight the brand’s responsibility towards the planet and its inhabitants.

Going Green vs. Donating to Green Causes

Both donating a percentage of profits to a green initiative and turning a company green have their benefits, challenges, and impacts. While both strategies have their merits, the ideal approach often lies in a combination of the two. 

Companies can start by donating to green initiatives, showing an immediate commitment to the environment while concurrently working on internal sustainable transformations for long-term impact. Ultimately, the best choice depends on the company’s resources, industry, and long-term vision. Here’s a breakdown of the pros and cons of each approach:

Donating to a Green Initiative

Pros:

  • Immediate Impact: Donations can provide instant funds to initiatives that are already in motion, allowing for immediate positive environmental impact.
  • Good Public Relations: Associating with a reputed green initiative can boost a company’s image and reputation in the eyes of consumers and stakeholders.
  • Flexibility: Companies can choose which initiatives to support, and they can change their beneficiaries if needed.
  • Lower Initial Investment: Donating might require less initial financial and logistical investment than a complete company overhaul.
  • Employee Morale: Associating with green causes can boost employee morale and attract talent that values corporate social responsibility.

Cons:

  • Less Control: Companies have less control over the actual impact or use of their donated funds.
  • Potential Perception Issues: If not handled correctly, it might be perceived as a way to “buy” a green image without making genuine internal changes.
  • Short-term Approach: Donations might be seen as a short-term solution without addressing the core environmental impact of the company’s operations.
  • Financial Outlay: For some companies, regularly donating a significant percentage of profits might be challenging.

Turning the Company Green

Pros:

  • Long-term Impact: Revamping operations for sustainability leads to prolonged positive environmental effects.
  • Brand Differentiation: Becoming a genuinely green company can set the brand apart from competitors.
  • Operational Savings: Over time, sustainable practices, like energy efficiency or waste reduction, can lead to cost savings.
  • Market Opportunities: Sustainable products or services can tap into the growing market of eco-conscious consumers.
  • Risk Mitigation: Adhering to sustainable practices can future-proof the company against tightening environmental regulations and potential supply chain disruptions.
  • Employee Engagement: Employees might feel a stronger connection to a brand that prioritizes sustainability, leading to higher retention and engagement.

Cons:

  • Higher Initial Costs: Transforming into a green company might require significant initial investments in technology, training, and infrastructure.
  • Complex Implementation: Depending on the industry, going green can be logistically complex, requiring a change in suppliers, processes, or even business models.
  • Time-consuming: A green transformation doesn’t happen overnight; it’s a long-term commitment and might take time to show results.

Final Thoughts

In today’s marketplace, authenticity is the currency that holds the highest value. Eco-branding isn’t merely a trendy facade brands can adopt; it’s a commitment, a promise made to consumers. When brands misstep in this realm, it isn’t just a marketing gaffe—it’s a breach of trust, a dent in a relationship built over time.

Trust, in any relationship, is sacred. In the brand-consumer dynamic, it’s paramount. Authentic eco-branding isn’t just about the planet—it’s about the people who inhabit it, the consumers who place their faith in brands. When brands uphold genuine eco-values, they aren’t just protecting the environment; they’re honoring the trust bestowed upon them by their audience.

As the green horizon beckons, filled with promise and potential, every brand stepping into this landscape must remember: your consumers are watching, hoping, and trusting. Rise to the occasion. The path is clear. Stay green, stay genuine.

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We’ve all heard tales from the dating world about “ghosting”—that sudden, inexplicable silence from someone who seemed genuinely interested just days, if not hours, ago. It’s a modern phenomenon, a product of our digital age, where ending a relationship can be as simple as hitting the ‘mute’ button. But while ghosting might be associated primarily with personal relationships, it has quietly and rather insidiously made its way into the business world.

Consider this: A recent study by MarketWatch found that 67% of online shoppers abandon their shopping carts before completing a purchase. While not all of these instances can be attributed to ghosting, a significant portion represents customers who showed intent but vanished without a trace. 

The corporate world is no stranger to this either. Sales teams often speak of promising leads genuinely interested in collaborations, only to go silent without any explanation. This isn’t just about missed sales or unfulfilled unions. It represents a broader shift in consumer and business behavior. The same digital tools that have empowered consumers with choices have also allowed them to disconnect, almost without consequence. The question isn’t just why this happens but also how businesses can navigate this new, silent frontier.

The Phenomenon of Consumer Ghosting

The term ‘ghosting’ initially emerged from the world of dating to describe the act of suddenly cutting off all communication with someone without any apparent reason. In business, ‘consumer ghosting’ encapsulates a similar behavior: potential or existing customers unexpectedly and inexplicably cutting off communication or engagement with a brand or company. It’s not merely a case of changed minds or abandoned carts; it’s the silence accompanying the act, leaving businesses grappling for answers.

Let’s look at a few scenarios to understand this better:

  • E-commerce Platforms: Imagine a consumer spending hours browsing through products, reading reviews, adding items to the cart, and even initiating the checkout process. Then, at the final step, they vanish, leaving behind a filled cart that never transitions to a sale.
  • B2B Engagements: A company expresses a keen interest in a product or service, engages in multiple discussions, maybe even negotiates terms, and then, without warning, all communication ceases.
  • Subscription Services: Long-time subscribers suddenly cancel their subscriptions without any prior indication of dissatisfaction without feedback or reason.

While these scenarios are varied, the underlying theme is consistent—unanticipated and unexplained withdrawal.

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Now, to grasp the magnitude of this issue, consider this statistic: According to research by Showpad, more than nine in ten people (92%) who sell either products or services say they sometimes get ghosted for no apparent reason, and on average get ghosted by around one in five prospects (18%).

These figures are not mere data points; they paint a picture of a widespread phenomenon that businesses, regardless of industry or size, must acknowledge and address. 

Why Do Customers Ghost?

Ghosting, in any context, is perplexing. In the business domain, understanding the motives behind this behavior isn’t merely about addressing a challenge—it’s about creating bridges of trust and avenues of understanding. Let’s delve deeper into the prominent reasons driving customers to this silent retreat.

Mismatched Expectations: Promise vs. Delivery Discrepancies

Advertising is ubiquitous, and brands make tall claims and promises to lure consumers. However, when there’s a gap between the promise and the actual delivery, disillusionment sets in. A study by Accenture revealed that 78% of consumers have abandoned a transaction due to inconsistent experiences. Whether it’s a product that doesn’t live up to its hype or a service that falls short of its advertised quality, such mismatches can push customers away, often silently.

Overwhelming Options: The Paradox of Choice in a Saturated Market

The digital age has blessed consumers with a plethora of choices. But sometimes, more isn’t merrier. The paradox of choice suggests that having too many options can lead to anxiety and paralysis, making decision-making challenging. A consumer might ghost simply because they are overwhelmed and unsure. 

Better Offers & Alternatives: Switching to Competitors

Loyalty is fleeting in today’s competitive market. With businesses vying for attention through discounts, offers, and innovations, a better deal is often just a click away. Influenced by information and options, consumers might ghost when they find a more enticing offer elsewhere.

Fear of Confrontation: Avoiding Negative Feedback or Disagreements

No one likes confrontations. Many consumers, when dissatisfied, choose the path of least resistance—silence. Instead of engaging in discussions or offering negative feedback, they might find it easier to just move on, leaving businesses in the dark about their grievances.

Change in Circumstances: Personal Reasons, Financial Shifts, etc.

Life is unpredictable. Personal events, financial challenges, or shifting priorities can make previously interested consumers change their course. While businesses often focus on external competition, understanding and empathizing with the personal journeys of their consumers is equally crucial.

While ghosting might seem like a passive act, it’s often a loud statement. For brands, the key lies in listening to this silence, understanding its roots, and evolving to ensure they remain connected and relevant to their audience.

The Impact of Ghosting on Businesses

Ghosting has reverberating effects that ripple through various facets of a business. Its impact is not confined to the immediate loss of a sale or a partnership but extends to more profound, long-term consequences that can shape the trajectory of a business.

Lost Revenue and Wasted Resources

At the most basic level, ghosting leads to direct revenue loss. When a promising lead or an existing customer goes silent, businesses lose out on potential sales and future business opportunities. According to a report by the Harvard Business Review, companies, on average, lose up to 23% of their annual revenue due to not effectively managing customer churn. Additionally, resources invested in acquiring and nurturing these leads—marketing campaigns, sales efforts, or customer support—go to waste, reducing the overall return on investment.

Impact on Team Morale and Brand Reputation

Beyond the financial ramifications, ghosting can profoundly affect team morale. In particular, sales and customer service teams can feel disheartened when their efforts do not materialize into tangible results. Over time, repeated instances of ghosting can erode team confidence and motivation. Moreover, in the age of social media, silent customers might not remain silent for long. Negative reviews and public feedback can tarnish a brand’s reputation, making future engagements even more challenging.

The Long-Term Implications of High Ghosting Rates

Persistent ghosting is not merely a transactional challenge; it’s symptomatic of deeper issues. High ghosting rates can indicate misalignment between a business’s offerings and market needs, inefficiencies in customer engagement strategies, or gaps in product or service delivery. Over time, these unaddressed issues can lead to reduced market share, stunted business growth, and a diminished brand image. A study by Bain & Company emphasized that a 5% increase in customer retention can lead to a profit increase of 25% to 95%, underscoring the profound long-term implications of not addressing ghosting.

Strategies to Minimize Consumer Ghosting

In the face of the ghosting challenge, brands need not remain passive. Proactive strategies can reduce the incidence of ghosting and foster stronger, more resilient relationships with customers. Here are some tested and effective strategies to tackle consumer ghosting head-on:

Open Communication Channels: Encouraging Feedback and Addressing Concerns

One of the primary reasons customers ghost is the perceived lack of an avenue to voice concerns or give feedback. Businesses should actively encourage open dialogue. Whether through feedback forms, social media engagements, or direct communication lines, ensuring customers feel heard can significantly reduce ghosting. A study by PwC found that 43% of consumers would pay more for greater convenience in services, and having open communication channels is a significant part of that convenience.

Personalized Engagements: Using CRM Systems and AI for Tailored Experiences

Today’s consumers expect personalized experiences. CRM systems, coupled with AI, can analyze customer behavior and preferences to deliver tailored product recommendations, content, and offers. By making the customer feel valued and understood, businesses can reduce the inclination to ghost. Salesforce research indicates that 84% of customers say being treated like a person, not a number, is essential to winning their business.

Loyalty Programs: Incentivizing Communication and Engagement

Loyalty programs, which reward customers for continued engagement and purchases, can be a powerful tool against ghosting. By offering tangible benefits for consistent communication—discounts, exclusive offers, or early access to products—businesses can incentivize customers to stay active and engaged.

Regular Check-ins: Automated Reminders and Genuine Care Follow-ups

Periodic check-ins, whether automated or personal, can remind customers of the value a business offers. These check-ins shouldn’t always be sales-driven. Simple gestures like wishing customers on their birthdays, informing them about new blog posts, or checking on their post-purchase experience can make a significant difference. It’s about showing genuine care and interest in the customer’s journey.

Transparent Operations: Keeping Customers in the Loop about Changes and Offers

Transparency fosters trust. Customers should be the first to know if there are changes in pricing, product features, terms of service, or any other critical aspect. Regular updates about new offers, company news, and additional relevant information can keep the customer engaged and reduce the feeling of being “out of the loop,” which can often lead to ghosting.

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Success Through Market Research – Adobe’s Transition to Creative Cloud

Background:

Adobe, a global multimedia and creativity software leader, faced a significant challenge in the early 2010s. The company recognized a shift in consumer preferences towards subscription-based models. In response, they transitioned from selling perpetual software licenses to a cloud-based subscription model called Adobe Creative Cloud.

Challenge:

This transition was met with resistance from a segment of their customer base. Adobe noticed a potential increase in churn rates (a form of business ghosting) as some customers hesitated to adopt the new model, fearing recurring costs, perceived loss of software ownership, and potential accessibility issues.

Market Research Approach:

To address this, Adobe leveraged a combination of sophisticated market research tools:

  1. Surveys and Feedback Collection: Adobe initiated extensive surveys to gather feedback on the Creative Cloud model, understanding primary concerns and areas of resistance.
  2. Segmentation Analysis: Adobe segmented its user base using advanced analytics to tailor specific marketing and communication strategies for different user groups.
  3. Social Listening: Adobe employed social listening tools to monitor real-time feedback across social media platforms, forums, and online communities. This allowed them to address misconceptions and clarify the benefits of the Creative Cloud model.

Outcome:

Armed with insights from their market research:

  1. Adobe introduced a tiered subscription model, catering to different user needs and budgets.
  2. They launched educational campaigns highlighting the benefits of continuous software updates, cloud storage, and accessibility across devices.
  3. Adobe also addressed concerns directly through community forums, webinars, and direct communications, showcasing success stories and testimonials.

Result:

By 2017, Adobe reported over 12 million subscribers to their Creative Cloud service1, a testament to their successful transition and reduced churn. Their attentive response, guided by market research, not only reduced ghosting but also positioned Adobe as a customer-centric brand attuned to the evolving needs of its user base.

Final Thoughts

The silent retreat of consumers signals not just a missed connection but an invitation for introspection. For brands, this isn’t a mere operational challenge—it’s a reflective mirror, urging a deeper look at the value propositions, relational dynamics, and the ever-evolving consumer psyche.

The onus is on businesses to seek answers and ask the right questions. Why do silences echo louder than ever in an age of hyper-connectivity? How can brands foster genuine relationships in a market driven by algorithms and data points? The key lies not in seeing ghosting as a problem to be solved but as an opportunity to be explored. 

Brands that listen to the silences, lean into the discomfort of ghosting, and strive for genuine, empathetic engagements will not only thrive but redefine the fabric of consumer relationships. 

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In a world where data is the new currency, professionals who can navigate its complex channels are invaluable. Among these experts is Karl Wagner, our Global Head of Data Management. With a presence in ten countries, we require a data maestro to harmonize diverse data streams, ensuring quality, consistency, and compliance across borders. Karl has proven to be just the right person for this challenging role.

Karl’s journey began on the ground floor as a part-time interviewer, a role he balanced with his university studies in Business and Computer Studies. This blend of academic disciplines was the perfect launchpad for a career in data, providing Karl with a unique insight into the technical and business side of market research. His skills quickly became apparent, leading to a full-time role and the opportunity to shape Kadence’s data practices and policies from their foundation.

However, Karl’s influence extends far beyond the technical aspects of data management. From achieving ISO9001 certification for Kadence, one of the first market research companies in the UK to do so, to spearheading the company’s transition to the GDPR, his strategic vision has continually elevated the company’s standards and reputation. 

His hands-on experience in diverse international markets highlights his role in Kadence’s global expansion, where he has been instrumental in setting up infrastructure and training teams across Asia.

In a field that’s evolving as rapidly as market research, Karl Wagner stands out for his extensive experience and forward-thinking approach. His insights into the challenges of quality data collection, the nuances of international data management, and the future role of AI and machine learning in market research are informative and essential for anyone looking to understand the future of this industry.

Join us as we delve into an in-depth conversation with Karl, exploring everything from the intricacies of data cleaning to the importance of work-life balance in fostering productivity and job satisfaction. His journey is a testament to the multifaceted role of data management professionals in today’s globalized, tech-driven world.

Can you briefly walk us through your extensive journey in the market research field?

Starting out almost 30 years ago as a part-time interviewer whilst studying at university has been a long journey. Back then, Kadence only had one office based in Fulham, London, with less than 15 team members, including interviewers.  

Studying Business Studies and Computer Studies at university meant I was often asked to help with data entry and processing, where all cleaning and cross tabs were done by writing individual programs and a few stored procedures in Foxpro. Soon after completing university, I joined Kadence full-time in the Data Processing department and took on the IT Manager role.

In 1999, I worked closely with our Operations Director to help Kadence become one of the first Market Research companies in the UK to gain ISO9001, something we have been proud to retain ever since, subsequently changing to ISO20252.  

At the beginning of 2000, Kadence had already grown to have an office in Boston, and the UK office moved to larger premises in Putney. A few years later, this was followed by a partnership with the Nebu CATI platform, which continued until the end of 2018.  

During this time, Kadence was expanding across Asia, where I traveled to Singapore, India, Indonesia, and Malaysia, helping to set up office infrastructure and conducting training for various areas of the business, with a focus on CRM Systems, Nebu scripting/Management, data processing, analysis, reporting, and ISO procedures.

In 2015, Kadence was purchased by CMG, followed by a move away from Nebu to Confirmit/Forsta and the setting up of our GOPS center in the Philippines.  I was then offered my current position with the global team to help improve efficiencies in our general working practices.

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Having been involved in every market research process, which aspect do you find the most challenging and why?

The key to any good research has to be the quality of the data gathered, and this has been a constant challenge.  When performing CATI/CAPI studies, you initiate a call, so the onus of getting quality responses falls to the interviewer.  

When performing CAWI studies, there is no person-to-person interaction, so ensuring you have the correct respondent and not some “professional” responder becomes more complicated.  

Previously, we could check for respondents completing too quickly, straight-lining answers, and adding dummy quality control and open-ended questions.  Most of the time, these would catch out any automated response systems. Still, with advances in AI, we can get valid responses to open-ended and quality control questions, so we face new challenges in weeding out any AI where we have open surveys.

What prompted the transition from the Data Protection Act to GDPR within Kadence International? How has this move impacted the way the company handles data? 

GDPR was a massive change in the regulations for Data Protection in the UK and Europe, which Kadence embraced by going above and beyond what was required of an organization of our size.  

Ultimately, there was not much of a change for the UK office as we have always worked to strict data protection rules, and combined with ISO procedures, we always erred on the side of extra precautions.  We also moved all our data storage to Google servers to give us the added protection of their security policies and greater control over data processed by all of our offices.

Can you share some notable changes or evolutions you’ve seen in market research during your tenure?

There have been so many changes to market research over the last 30 years, so where do I start?  

All of the changes in market research have been driven by the ever-changing technology available to us, whether it be the change from pen and paper-based CATI interviews moving to more CAWI-based interviews to the types of questions becoming far more complex to include eye tracking video and audio recording and conjoint analysis.  

If there were one overriding change, though, I would say it has to be the client’s demands.  They are no longer looking for reports based on cross-tabulations so that they can formulate their own analysis, reports, and decisions. However, they require more of a partnership where we provide a much more consultative solution and present with them rather than to them.

Data cleaning is an essential but often overlooked step in research. Can you share an instance where effective data cleaning significantly influenced the outcome of a project? (You need not mention the brand.)

Having a full understanding right from the outset of a project is a key factor, so we tend to have a project kick-off meeting at the beginning of the project, and a senior member of the Data Processing staff from the local office will look through the initial questionnaire before it goes off to the client for approval.  

This ensures that we have the correct structure of questions in order to perform the required analysis.  Once this is all signed off, we can add background checks within the script.  Having these checks within the script not only allows us to ensure the quality and integrity of the data we get out but also to respond to any irregularities or changes quickly.  

There have been incidents where breaking news stories have had an impact on a project in the field. Due to the pre-emptive cleaning and checks, we have been able to notice a change immediately and inform the client, which has subsequently allowed us to pause fieldwork while discussing some changes with the client to react to the latest news.

Setting up and training international teams must have had its challenges. Can you share one significant learning experience from this?

Training people in different countries can often pose a problem with languages as invariably English is not their first language and can result in people not speaking up or asking the right questions if they are not 100% sure of them so it is key to try to keep an eye on the body language and get people to engage as much as possible.  

One of the first times I did overseas training, I was regularly asking if people understood what I was explaining and if anyone had any questions. I was getting responses that everyone understood, and there were no questions, so I thought it all went well until the end, when I realized people had missed some key information from the beginning. So, they were lost throughout the rest of the session.  

I subsequently learned from a teacher friend that when providing key information to people, you say it once, repeat it a second time, and then summarise it a third time, and this has stuck with me when providing training ever since.  

Also, when training, I always try to use KISS (Keep It Simple Stupid [referring to myself, not the people being trained]), where doing things in three simple steps is often a lot more efficient than one complicated step.  This method has the added benefit of other team members being able to quickly jump in and help on a live project without having to spend extra time trying to figure out complex scripting, allowing for smoother collaboration with team members/offices.

Are there any specific challenges in international data management, especially considering the diverse offices Kadence operates? 

The biggest challenge with international data management is understanding all the local nuances and slight variations in data protection regulations for each country and even across different states in America.  To minimize any impacts on this, we base our processes around GDPR, ensuring that we go above and beyond what is required for local offices.

How do you ensure consistent quality of work across Kadence’s offices in different countries such as India, Malaysia, and Jakarta?

Most teams from different Kadence offices have all had the same initial training, so the fundamentals are there for everyone.  Training also involved sharing forms created and used by the UK office as a requirement of our ISO certification. However, over the years, some of these may have been amended locally to fit their changing practices best. Kadence University has several different modules to aid in developing relevant skills.  

We also have a support system through Google chats and hangouts where we can share any insights or knowledge when requested.  Finally, the long-term goal is to get the same ISO standard for all our offices. 

You have an expansive role, which must demand a lot from you. How do you manage to balance your professional responsibilities with personal time?

Kadence has always tried to ensure a good work/life balance for all team members and that they are mindful of hours worked and are also very open to flexible working hours.  

This is especially important in my role when dealing with global offices; this can sometimes mean early starts or late finishes. I start my day by checking emails and messages for any urgent queries, and then, if needed, I can start work a few hours earlier than normal.  

There have been instances where I have had to organize global meetings at 4 a.m. GMT when trying to accommodate offices from the Philippines to San Francisco. Then, I can finish work by early afternoon and spend some time doing personal/household tasks. This is especially nice in the winter months when there is limited daylight.

What are some of your favorite ways to unwind and relax outside work?

Outside of work, I like trying to do my own home improvements, from basic decorating (wallpapering and painting), hanging curtains and blinds, all the way through to lifting and relaying a brick-paved driveway.  

I also enjoy working in the garden, but my enthusiasm outweighs my skill at keeping my work alive and trying to find a humane way to stop moles from digging under my plants and foxes and cats from digging them up. As a result of my ability to kill even the hardiest of plants, my garden changes yearly, and I’m always looking for the perfect solution to these issues.  

Food is also a passion of mine, whether trying different types of food or cooking my own, and I have plans to write my own cookbook at some point in the future with recipes from around the world.

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How has Kadence International’s work-life balance policy influenced your productivity and overall job satisfaction?

Kadence has a number of policies and well-being initiatives in place to look after its employees’ mental and physical health.  

These can be simple things such as avoiding scheduling meetings during specific times, encouraging physical activity with various step challenges, and providing access to a mental health expert for anyone who needs to talk to someone about anything.  

Senior management has also noted that with people working from home, there is a tendency to keep working much later into the evening, which is something that is not encouraged.  

There is also an ability to have fairly flexible working times, which works particularly well when dealing with international offices.  We also conduct internal surveys on employee satisfaction, which are then fed back to all team members so there is a clear understanding of what is being done to make Kadence a better place to work.  These initiatives provide an increased feeling of value and worth within the organization, leading to better productivity and satisfaction.

And lastly, how do you foresee the role of AI and machine learning in shaping the future of data management in the coming years?

The advances in AI and machine learning technologies have been immense over the last 12 months. Still, we must spend more time distinguishing between human-based opinions and AI-generated findings.  

Speaking to a few peers recently, there is a concern that with advances in AI, the quality of Web-based interviewing will decline, and some companies are thinking of moving away from CAWI and back to CATI/CAPI for data collection to overcome any issues with AI-generated responses.  Ensuring that we use only the best suppliers, with trusted checks and policies, helps mitigate this along with our own in-house methods.  

There are many benefits of AI already, with key areas being the ability to transcribe/translate video/audio files to summarize and catalog large volumes of data, all of which help build the foundation of the report quickly.  AI is also a game changer for any desk research done alongside projects to help provide more thorough findings.

No matter how good AI becomes, though, there will always be a need for manual fact-checking due to the amount of mis/disinformation available online, so ensuring policies and procedures are updated to take into account these new steps is crucial to providing quality work for our clients.

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In the early 21st century, the automotive world witnessed a game-changing figure: a staggering 10 million electric vehicles (EVs) traversed roads worldwide by the end of 2020, as the International Energy Agency reported.

While this number might have been unthinkable a mere decade ago, it has quickly become a testament to humanity’s increasing pivot towards sustainable transportation. Much more than a nod to a greener planet, the global rise in electric vehicle adoption reveals intricate tales of shifting consumer behaviors, groundbreaking innovations, and strategic brand narratives playing out differently across the world’s major markets.

At each turn, there are unique tapestries of market-specific trends, consumer inclinations, and brand strategies. These insights serve as a compass for brand managers and decision-makers, directing products to align with the pulse of evolving global demands.

The sector’s journey is anchored in a central conviction: innovation, intertwined with consumer preferences, is also the engine propelling the electric vehicle market into tomorrow.

Electrifying Shifts: The Global EV Path

Vrooming Ahead: Global Market Growth


The sales charts of EVs present a narrative of a world moving inexorably toward a greener horizon. By 2022, electric vehicle sales crossed the 15 million mark, representing nearly 10% of the global vehicle market. This isn’t just a fluke or a temporary surge.

As per the World Economic Forum, with declining battery costs and the ascendancy of environmental consciousness, EV sales are projected to represent over 30% of global vehicle sales by 2030. For those tracking the trajectory, these figures signal a revolution.

Eco-Innovators: Pioneers in the EV Sector


In the EV sector, names like Tesla, NIO, and BYD have become the flagbearers of an electrified era. Tesla’s ‘Roadster’ shattered myths surrounding electric cars’ performance limitations. At the same time, Chinese giants like NIO and BYD are not only dominating the Asian markets but have cast their electrified nets across the globe.

However, it isn’t just the newcomers that have heeded the electric call. Legacy automakers such as Volkswagen, General Motors, and Nissan are also actively shaping the future mobility narrative with massive investments and promising line-ups.

Our latest report on automotive trends, “Speed Bumps of the Road to Change,” explains the broad shape of the automotive future. Regulatory pressure to lower emissions, competitive pressure from tech companies, and consumer demands for entry-level cars with connected and driver assistance features are creating the conditions for a perfect storm of change.

Tech Sparks: Innovation and Its Role

If the world’s shift to electric vehicles were likened to a symphony, technology, and innovation would undeniably be the lead instruments, playing the most resonant chords. Battery technology sits at the forefront of this movement, with advancements in solid-state batteries promising greater range and faster charging times, breaking the psychological barriers that once deterred potential EV buyers.

But the canvas of innovation stretches far beyond batteries. Think of self-driving software, regenerative braking systems, or sophisticated vehicle-to-grid solutions. These aren’t mere features but transformative technologies pushing the envelope, ensuring that electric cars aren’t just an alternative but are superior in almost every dimension.

As we pierce deeper into the electric era, it’s abundantly clear that this goes beyond swapping fuel tanks for batteries. It’s a holistic reinvention of mobility, where technology and innovation are not just supporting actors but the very scriptwriters of this automotive epic.

Consumer Drive: Preferences and Behaviors

Turning the Key: Evolution of Consumer Behavior

Not long ago, an electric vehicle (EV) was perceived as a niche novelty, a curious divergence from conventional automotive norms. The initial EV consumers were primarily early adopters, often environmentally conscious and willing to pay a premium for their principles. But as the calendar pages flipped, so did the perception.

Today’s EV consumer is multifaceted. Some are drawn to the allure of silent yet powerful accelerations, others to the low operating costs, and many simply to the burgeoning realization that a sustainable choice doesn’t require a compromise on luxury or performance.

A 2022 study from McKinsey & Company highlighted this transformation, noting that over 60% of new car buyers considered an EV a serious option for their next purchase. The transformation, it seems, is not in the vehicle but in the mindset.

Eco-Desires: Understanding Consumer Preferences

To think that ecological concerns solely drive the rise of EVs would be to skim the surface. While the environment is undeniably a force, consumer preferences weave a more intricate tapestry. Yes, range anxiety – the fear of batteries running out of charge – was a deterrent, but as battery technologies evolved, so did consumers’ confidence.

Many now seek vehicles with faster charging times rather than just extended ranges. Infotainment, autonomous driving features, and vehicle connectivity also rank high in preference metrics. And let’s not overlook aesthetics; sleek design is an expectation.

Further diving into consumer desires, the branding and identity of an EV play a pivotal role. An electric vehicle is often seen as an extension of a consumer’s personal brand, so automakers’ narratives matter. Consumers aren’t just buying a car; they’re buying into a story, an ethos.

Customer Connection: Importance of Consumer-Centric Approaches

Brands that have thrived in the electric era aren’t just the ones that engineered great vehicles; they’re the ones that listened. The EV market isn’t merely about replacing fuel-driven engines with batteries but understanding the pulse of a new breed of consumers.

A consumer-centric approach goes beyond crafting vehicles that cater to modern needs. It means establishing charging infrastructures in urban and remote areas, offering immersive vehicle experiences before purchase, and consistently engaging post-purchase through software updates and community events. It’s about creating an ecosystem where the consumer feels valued, heard, and integral to the brand’s journey.

The electric vehicle domain is as much about human connections as it is about connections to the grid. And brands that forge authentic bonds with their consumers don’t just find customers; they cultivate advocates.

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Region-Specific Insights and Innovations

U.S. Market: The Land of Electric Opportunity

The United States, with its sprawling highways and iconic automobile culture, stands at a juncture of immense promise and palpable challenges in the transition to electric vehicles.

The American Electric Dream: Market Growth

The appetite for electric vehicles in the U.S. has been nothing short of ravenous. More than 320,000 electric cars were sold in the first quarter of 2023, 60% more than over the same period in 2022. With federal incentives, state-level policies, and an increasing number of automakers pledging a shift towards electric, projections anticipate that one in every four new cars sold by 2030 in the U.S. could be electric. Driven by the rising need for efficient & eco-friendly vehicles, EVs are anticipated to register a CAGR of over 15.5% between 2023 and 2032.

Consumer Pulse: Preferences and Purchasing Patterns

American consumers, historically swayed by the roaring engines of muscle cars, are now becoming attuned to the silent might of electric powertrains. According to a story published in the Washington Post, “Just over a third of Americans say EVs are better for driving places they go day-to-day than gas-powered vehicles, but majorities say they are better for reducing climate change (59 percent) and air pollution (70 percent).” However, they’re not willing to compromise on comfort and tech. Features like autonomous driving, advanced infotainment, and superior connectivity stand high on the American wishlist. Additionally, a shift towards sustainable luxury is evident, with premium EV brands garnering significant attention and sales.

Understanding your customers is the key to success in the competitive world of automotive marketing. To help you better understand your target audience, we have created “The 9 Personas of Car Buyers,” a comprehensive guide that unveils the diverse consumer segments within the auto industry.

Innovation Hub: Breakthroughs and Strategies

The U.S., renowned as a cradle of innovation, has been a nucleus for groundbreaking advancements in the EV sector. Solid-state battery tech, pioneered by companies like QuantumScape, promises to address range and charging concerns. Brands are also adopting unique approaches to consumer engagement. Augmented reality showrooms, over-the-air software updates, and even subscription-based vehicle models are emerging, reshaping traditional vehicle ownership and experience paradigms.

Case Study: Spotlight on a U.S. Brand – Tesla

No discourse on the U.S. EV terrain would be complete without mentioning Tesla. From being a fledgling startup to becoming the most valuable car company globally, Tesla’s story is a testament to visionary thinking and relentless innovation.

With the Model S, Tesla shattered performance myths. With the Model 3, they made electric luxury accessible. Their Supercharger network addressed range anxiety head-on, while the ‘Autopilot’ feature pushed the boundaries of autonomous driving.

But beyond the cars, Tesla’s true mastery lies in its branding. Cultivating a community of devoted followers, the brand’s narrative positions it not just as a car manufacturer but as a movement, a shift towards a sustainable and electrifying future.

U.K. Market: Steering Toward a Greener Future

In the heart of Europe, the United Kingdom’s historical affinity for motoring is taking a sustainable turn. With its cobblestone streets witnessing the quiet rumble of electric engines, the U.K. presents a dynamic combination of traditional reverence and futuristic ambitions.

British Green Revolution: Market Statistics

The U.K., in its commitment to a carbon-neutral future, has propelled itself to the forefront of the EV adoption wave. According to the latest report by Zapmap, as of the end of September 2023, there are around 900,000 fully electric cars on UK roads. More than 265,000 battery-electric cars were registered in 2022, a growth of 40% in 2021. With the government’s ambitious goal to end the sale of new petrol and diesel cars by 2030, it’s anticipated that the majority of new cars on British roads will be electrified by the end of the decade.

Buyer’s Beat: U.K. Consumer Desires

Traditionally leaning towards compact cars and luxury saloons, British consumers are now echoing a distinct tune. According to a study by Auto Trader, while eco-consciousness is a driving factor, practicality isn’t far behind. British buyers are keenly interested in real-world ranges, charging point availability, and ownership costs. Furthermore, the British penchant for luxury has not waned but evolved, with premium electric vehicles enjoying significant interest, suggesting that luxury and sustainability aren’t mutually exclusive in the modern British psyche.

Strategic Lanes: U.K. Brands and Innovations

With its rich legacy from brands like Rolls-Royce and Bentley, British automotive prowess is innovatively integrating electric solutions into its lineup. Jaguar’s commitment to becoming an all-electric luxury brand by 2025 sets a precedent for legacy automakers. Simultaneously, startups like Arrival are disrupting the commercial EV space with modular electric vans designed for urban deliveries.

On the infrastructure front, the U.K. is actively boosting its charging network with initiatives like the Rapid Charging Fund to ensure that high-speed chargers are no more than 30 miles apart on major roadways.

Case Study: A U.K. Brand Riding the Green Wave – Jaguar

Jaguar, an emblem of British luxury and performance, embarked on its electric odyssey with the I-PACE. Not only did the I-PACE win accolades, including the 2019 World Car of the Year, but it also signified Jaguar’s evolution in sync with global sustainability demands.

But Jaguar’s vision isn’t limited to a single model. Their announcement to transition into an all-electric luxury brand spotlights a transformative strategy, blending heritage with future-forward thinking. Marrying their iconic design philosophy with electric powertrains, Jaguar not only caters to the modern eco-conscious consumer but assures them that tradition and innovation can coexist harmoniously.

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Asian Market: The Electric Dragon

Bursting with vivacity, the Asian continent is a complex amalgam of tradition, ambition, and rapid transformation. As cityscapes stretch towards the sky and economies pulsate with vigor, the region stands at the nexus of an electric vehicular renaissance.

Eastern Surge: Market Growth and Dynamics

Asia, driven predominantly by China’s meteoric rise, is emerging as the global epicenter of electric mobility. According to the Ministry of Public Security, NEV ownership in China reached an impressive 13.1 million by the end of 2022, showcasing a substantial increase of 5.26 million vehicles (a remarkable growth rate of 67.13 percent) compared to 2021. Government support and regulations have played a significant role in shaping the Chinese EV market. Beyond China, markets like South Korea, Japan, and India display a growing penchant for electrification. Aggressive governmental policies, urban pollution concerns, and technological strides contribute to this eastern acceleration.

Consumer Currents: Diverse Preferences

Asia, with its multifarious cultures, presents a mosaic of consumer behaviors. In nations like Japan, compact and efficient EV designs are sought after, complementing the densely populated urban areas. With its booming middle class, China shows an appetite for both luxury EVs and affordable, utilitarian electric solutions. Given the country’s two-wheeler dominance, India’s nascent EV market hints at a preference for two-wheeled electric solutions. Across the board, however, there’s a resonant desire for innovative tech integrations, from AI-driven infotainment to autonomous functionalities.

Innovative Horizons: Strategies in Asia

Brands in Asia are not just riding the electric wave; they’re carving it. Take China’s approach to battery-swapping infrastructure as an ingenious alternative to traditional charging, dramatically reducing ‘refuel’ times. On the other hand, South Korea’s EV infrastructure leans heavily into fast-charging networks, aiming for a charger at every 2 km in urban centers by 2025.

On the automotive front, brands are pushing boundaries. From affordable EVs that cater to the mass market to high-end vehicles with avant-garde tech integrations, the Asian market brims with innovation.

Case Study: An Asian Brand’s Electrifying Journey – NIO

Chinese automaker NIO has a vision of an electric, interconnected future. Founded in 2014, NIO rapidly established itself as a formidable player in the premium EV segment. Their ES8 and ES6 models, touting impressive ranges and luxe interiors, resonated with China’s affluent demographic.

But what truly sets NIO apart is its holistic approach to electric mobility. The NIO House, a blend of a showroom, lounge, and collaborative space, reflects the brand’s community-driven ethos. Moreover, their pioneering battery-swapping stations, which can replace an EV’s battery in under three minutes, offer a fresh solution to charging concerns.

NIO’s journey, from its IPO on the NYSE to becoming a beacon of Chinese EV innovation, symbolizes Asia’s electric ambitions and dynamism.

For an in-depth look at ten countries, including the U.S., U.K., Singapore, Japan, China, India, Thailand, Indonesia, Vietnam, and the Philippines, download our comprehensive report, “Speed Bumps on the Road to Change,” here.

Brand Acceleration: Strategies and Impact

In the throes of a revolution, the electric vehicle market beckons brands with promise and perils. Understanding the delicate alchemy of strategies that lead to success becomes paramount. In this race, it’s not just about speed but also direction, finesse, and foresight.

Strategy Blueprint: Crafting Success in the EV Market

Success in the EV sector goes beyond electrification; it’s a judicious blend of technological prowess, consumer engagement, and sustainability focus.

Tech Infusion: Brands that seamlessly weave technology into the fabric of their vehicles, offering AI-driven experiences, autonomous capabilities, and intuitive interfaces, carve a niche for themselves. Tesla’s ‘Autopilot’ and Lucid’s ‘DreamDrive’ exemplify how tech integrations elevate the driving experience and position a brand as future-forward.

Charging Infrastructure: A significant consumer concern revolves around range and charging infrastructure. Brands that develop their proprietary charging networks, like Tesla’s Superchargers, or collaborate with existing infrastructure providers stand a better chance at assuaging consumer anxieties.

Sustainability Beyond the Vehicle: Consumers increasingly gravitate towards brands encapsulating a holistic sustainability ethos. Whether using recycled materials in interiors, as seen with the BMW i3, or ensuring carbon-neutral production processes, these gestures amplify a brand’s eco-commitment and resonate deeply with eco-conscious buyers.

Innovation Impact: How Strategies Reshape Consumer Views

While intrinsically designed to bolster the brand image and sales, strategies also wield power to mold consumer perceptions and aspirations.

Elevating Expectations: Innovative brand strategies often set new industry benchmarks. For instance, when one brand introduces over-the-air software updates, it elevates consumer expectations, making it a sought-after feature industry-wide.

Building Trust: Effective strategies foster trust, especially post-purchase support and transparent communication. Brands that transparently address concerns, whether they pertain to battery longevity or safety measures, strengthen their consumer rapport.

Crafting Desirability: Brands can sculpt consumer desires through strategic branding and product positioning. Porsche’s Taycan, for instance, isn’t just marketed as an electric vehicle but as an electric performance beast. This positioning reshapes consumer views, making them yearn for an EV and an electric machine that thrills and exhilarates.

The Road Ahead: Challenges, Opportunities, and Forecasts

As the world speeds towards an electrified motoring future, the path isn’t without its twists, turns, and telltale signs of what lies beyond the next bend. To steer the course with grace, brands, policymakers, and consumers must anticipate challenges, harness emerging opportunities, and set their gaze on the ever-evolving horizon.

Bumps and Curves: Navigating Market Challenges

The EV surge, while monumental, isn’t devoid of challenges.

Battery Bottlenecks: The heart of an EV, its battery, also presents dilemmas. Concerns range from sourcing raw materials ethically to enhancing battery lifespan. The cobalt conundrum, where the essential battery component is sourced from conflict zones, raises ethical and supply chain challenges.

Infrastructure Inadequacies: While urban areas in developed nations witness a surge in charging infrastructure, rural regions and developing nations lag, creating range anxiety among potential EV adopters.

Upfront Costs: Despite decreasing battery prices, EVs, especially in the premium segment, often come with a hefty price tag. This can deter a segment of buyers who might be eco-conscious but budget-restrained.

Green Horizons: Emerging Opportunities


Yet, within these challenges lie embedded opportunities waiting to be unearthed.

Battery Innovations: Solid-state batteries promise higher energy densities, rapid charging times, and potentially lower costs. Brands that leverage or pioneer such tech stand to gain a competitive edge.

Localized Solutions: Recognizing that one size doesn’t fit all, there’s scope for brands to craft vehicles tailored to regional needs. Be it compact EVs for crowded Asian metropolises or rugged electric SUVs for the American midwest, customization is king.

Collaborative Endeavors: Public-private partnerships can expedite infrastructure development, while collaborations between brands, as seen between Ford and Google on AI-driven experiences, can yield synergistic results.
Future Gaze: Predicting Market Developments
The electric future unfurls with immense potential. Here are some notable points:

Mainstream Adoption: By 2030, it’s expected that EVs won’t just be an alternative but the mainstream choice for many, driven by policy mandates, environmental awareness, and competitive pricing.

Integration of Renewable Energy: As the world leans more into renewable energy, anticipate a convergence where EVs double up as mobile energy storage units, harmoniously integrated with smart grids and homes.

Autonomy and Mobility Services: The marriage of electrification with autonomy opens doors to innovative mobility solutions. Think roving, autonomous EV pods serving as transport and transient work or relaxation spaces.
Driving Forward: A Vision for Brand Managers

The EV sector, characterized by its dynamism and transformative potential, is akin to an open road that stretches endlessly, its course only truly known to those who dare to travel. For brand managers, charting this path requires vision, versatility, and an unwavering commitment to evolution.

Adaptive Learning: The electric vehicle domain is not static; it pulsates with change. As new technologies emerge and consumer behaviors shift, it’s paramount for brand managers to cultivate a mindset of continuous learning.

Embrace change as an ally, not an adversary. Lean into data analytics, stay abreast with industry developments, and routinely recalibrate strategies in response.

Empathetic Engagement: The EV consumer isn’t just buying a car; they’re investing in a vision, a greener future. Understand this emotional undertone.

Engage with consumers empathetically, tap into their aspirations, and address their anxieties. When a brand transcends mere transactional exchanges and establishes emotional connections, loyalty and advocacy ensue.

Collaborative Innovation: In the electric frontier, silos are a luxury no brand can afford. Encourage cross-functional collaborations within the organization.

Externally, be open to partnerships with tech giants, startups, or even past competitors. Such synergies can lead to breakthrough innovations and amplify market presence.

Sustainability as Core, Not a Checkbox: Environmental consciousness is the very bedrock of the EV movement. Brand managers must ensure that sustainability isn’t just a peripheral PR exercise but is ingrained in every facet of the brand’s operations—from supply chains to post-sales support.

Authentic eco-commitment resonates with consumers and future-proofs the brand in a world increasingly leaning towards sustainable choices.

Strategic Agility: In a market rife with disruption, rigid strategies can be a brand’s Achilles heel. Cultivate agility. Be prepared to pivot when needed, be it in response to a technological advancement, a regulatory shift, or a change in consumer sentiment. An agile brand is a resilient brand.

The mantra for brand managers steering their entities in the electric epoch is clear: Stay informed, stay connected, and stay nimble. The electric revolution is more than a market shift; it’s a societal transition, a clarion call for a greener tomorrow.

And in this symphony of change, brand managers don’t just play a part; they conduct the orchestra, shaping the melody of the future.

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Understanding consumer behavior is crucial as digital technology reshapes the retail industry. Every click, view, and scroll by a potential customer holds significant value. The journey from browsing a website to finally hitting the ‘Buy’ button is intricate, often driven by many factors that marketers need to comprehend. 

This is why market research becomes the compass guiding brands to understand and influence buying behaviors. 

But first, let’s step back and explore the fundamental questions: When and why do consumers decide to buy?

The Transformative World of Shopping

In the last two decades, the retail environment has witnessed remarkable shifts that have redefined the shopping experience. These subtle and significant transitions have reshaped consumer behavior and posed challenges and opportunities for marketers. 

Let’s delve into the four primary areas where change has been most profound:

  • Empowerment through Knowledge: The modern consumer is armed with information. With uninterrupted access to many sources, shoppers today often possess insights about products, brands, and pricing that even some sales professionals might lack. This vast knowledge base enables them to make well-informed purchasing decisions.
  • Lifestyle Evolution: The globalized world has reshaped lifestyles with its swift information flow. New entertainment forms vie for the same attention and dollars that shopping once monopolized. The accelerated pace of life, coupled with global influences, has heightened the impact of social dynamics on purchasing decisions.
  • Technological Revolution: The digital age, with its internet accessibility, mobile innovations, and social media platforms, has opened up novel shopping avenues, like showrooming and webrooming. Moreover, these advancements have equipped researchers with invaluable consumer behavior and preference data.
  • Structural Overhaul: There’s been an explosion in product variety and brand choices available to consumers. The emergence of omnichannel retailing has necessitated a rethink in marketing strategies, compelling consumers to juggle choices across products, brands, and online shopping platforms.

The Modern Buyer’s Journey

Gone are the days when shopping was a linear affair, often constrained by physical boundaries. The digital age presents a multifaceted buying process, marked by multiple touchpoints ranging from social media ads to email marketing and decision-making moments that can make or break a sale. Understanding this nuanced journey is crucial for any brand aiming to thrive online.

A Deeper Dive into the Shopper’s Journey

Marketers often question the moment consumers convert from mere interest to a purchase. “Why do they shop?” and “What sparks that transition from browsing to buying?”  are common conundrums,

The significance of these inquiries is evident from the many decision frameworks and choice models that have tried to define consumer shopping habits.

However, the retail sector has drastically evolved. These transformations, driven by technological advancements, societal shifts, and market changes, have reshaped consumer behavior, prompting new questions about why and how people buy. 

No longer is the consumer journey a linear path but a myriad of touchpoints filled with decisions, micro-moments, and varying motivations.

Existing shopper journey models, while insightful, may not entirely capture this complexity. For instance, the exponential growth of e-commerce, the influence of peer reviews, and the convenience of mobile searches have created a multifaceted environment where traditional models might fall short.

Retailers need a more comprehensive picture of today’s consumers, focusing on their motivations and the various paths they take when shopping. Within this paradigm are four main archetypes, and we will discuss the design principles to guide each one.

The Four Customer Journey Archetypes and Design Principles

Understanding a customer’s journey to buy your product or use your service is essential for improving user experience and your bottom line. 

Brand managers can distill customer journeys into four archetypes to simplify the complex web of possibilities. Each demands a unique design principle to optimize the experience. 

Routine: Effortless and Predictable

In a routine journey, the customer knows exactly what they want and how to get it. There’s no fuss, no overwhelming choices—just a straight path to the product or service.

Design Principles: Simplification and Efficiency

What Brands can do: Simplify the process as much as possible. Employ intuitive navigation and a clean UI on your website. For services, consider subscription models that automatically renew, sparing the customer the need to revisit their decision each time.

Joyride: Effortless and Unpredictable

A joyride is all about exceeding customer expectations in unexpected ways. They aren’t just buying a product; they’re buying into a delightful experience.

Design Principles: Surprise and Delight

What Brands can do: Offer unexpected perks, like free same-day shipping or bonus loyalty points. Use AI to offer personalized product suggestions. The goal is to make the customer feel delighted by the extra value you provide, turning a routine interaction into a joyride.

Trek: Effortful and Predictable

In a trek, customers are willing to put in the effort, but they expect a reliable outcome. Often seen in industries like insurance, healthcare, or complex B2B services, the purchase process may be long, but the steps are standardized.

Design Principles: Guidance and Reliability

What Brands can do: Provide a robust FAQ section, live chat support, or even dedicated customer service agents. Streamline the steps needed to complete a purchase or reach a solution, and ensure each step is transparent and leads to a predictable outcome.

Odyssey: Effortful and Unpredictable

Customers are not only investing effort but are also uncertain about what exactly awaits them. This is common in sectors like travel and adventure, personalized products, or unique, high-end experiences.

Design Principles: Adventure and Discovery

What Brands can do: Use storytelling, rich media, and interactive elements to make the process engaging. While the journey is complex, each touchpoint should offer something valuable, like advice or an exciting preview of what’s to come.

Crafting the Ideal Customer-Journey Map Through Data-Driven Market Research


Customer journey maps offer a visual guide that outlines a person’s steps to accomplish a specific goal. To ensure these maps resonate and drive action, they must be grounded in reality, not idealistic scenarios. 

Identify the Archetype

Start by identifying which of the four archetypes best suits the customer journey for your product or service. You may find that different aspects of your marketing align with different archetypes.

Align Your Strategy

Once you know the archetype, align all aspects of your customer interaction model—from marketing to sales to customer service—around the design principles for that archetype.

Audit and Iterate

Continually assess the customer journey to ensure it aligns with the intended archetype. Gather customer feedback and track metrics like Net Promoter Score (NPS) or Customer Satisfaction Score (CSAT) to measure your success.

Adapt

Keep an eye on market trends, new technologies, and customer behavior. Be prepared to pivot your strategy to a different archetype if needed.

Understanding these archetypes and their corresponding design principles provides a robust framework for creating customer journeys that meet and exceed customer expectations. Whether your customer is on a routine or an odyssey, the ultimate goal is to make their journey with your brand memorable and rewarding.

Market research methods for creating an authentic customer-journey map.

You might wonder why you can’t rely on stakeholder input to construct a journey map. While stakeholders provide valuable insights, their view is often too narrow to completely understand the entire customer journey and the varying user needs at each step. A journey map solely based on assumptions can result in:

  • Less credibility, diminishing its potential as a tool for change.
  • Incorrect decision-making that could either improve or worsen the customer experience.

The steps outlined below will ensure you check all the boxes to improve the Shopper experience of your brand. 

Step 1: Start with Existing Data

Before diving into new research, explore any existing data within your company that might be pertinent to the customer journey. Both qualitative data (like previous focus group results) and quantitative data (such as customer satisfaction scores) can offer valuable starting points for your research.

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Step 2: Prioritize Qualitative Research

While existing quantitative data can offer a general idea of customer attitudes, they often lack the depth needed for a comprehensive journey map. For a more nuanced understanding, employ qualitative research methods such as:

  • Customer or User Interviews: These provide firsthand accounts of customer experiences and concerns. Specific questions yield more insightful answers than broad ones.
  • Field Studies: Observing customers in their natural settings is crucial for authentic insights, allowing you to compare what customers say versus what they do.
  • Competitive Analysis: If your product or service is still in the conceptual stage, studying competitors can offer vital clues about what could work for your journey map.

Planning a Multi-Faceted Qualitative Research Study

When possible, employ a mix of qualitative methods to get a multi-dimensional understanding of the customer journey. For instance:

  • In-person User Interviews: Begin with direct conversations, using visual aids like sticky notes to help participants articulate their journey.
  • Field Studies / Focus Groups: Complement interviews by observing users in their actual environments.
  • Competitive Analysis: Analyze competitor customer journeys to benchmark your own.

Complement with Quantitative Data

Once qualitative research is complete, reinforce your findings with quantitative data. For instance:

  • Surveys can quantify behaviors and attitudes discovered during interviews.
  • Web analytics can highlight areas where users are most frustrated.
  • Customer satisfaction metrics can correlate with specific interactions within the journey.

To kickstart your customer-journey research initiative:

  • Explore existing internal data to help shape your research focus.
  • Use a combination of qualitative research methods for a comprehensive view.
  • Bolster qualitative insights with quantitative data for a well-rounded map.

Always keep key stakeholders in the loop throughout the research process. Their involvement fosters greater commitment to the data, reducing reliance on assumptions.

The Role of Market Research

Market research is the bridge that connects companies with consumers, providing invaluable insights. Researchers use many different methodologies depending on the goals:

  • Qualitative research provides in-depth insights into consumer behaviors and motivations.
  • Quantitative research offers statistical data about markets, competitors, and consumers.
  • Primary research entails firsthand data collection tailored to specific business needs.
  • Secondary research utilizes existing data and research for insights.

Linking these research methods with actionable marketing strategies allows retail brands to cater to their audience more effectively.

Consumer Insights

Why did Jane abandon her shopping cart last night? Why does John oscillate between brands A and B? These are critical questions retail brands grapple with. 

Delving deep into the consumer psyche reveals answers. Micro-moments — those brief instances when consumers turn to their devices for quick answers significantly shape the purchase journey. Recognizing and optimizing for these moments can make all the difference.

Strategies to Boost Conversions

So, knowing the modern consumer’s purchase journey, how can retail brands cater to them and boost sales?

  • Personalization and Tailored Marketing: Segmenting audiences using market research and crafting personalized campaigns speaks directly to individual needs and preferences. 
  • Enhancing User Experience (UX): A seamless, intuitive user experience can significantly reduce cart abandonment. Market research identifies areas of friction and facilitates improvements.
  • Effective Pricing Strategies: With market data, brands can set competitive prices, offering discounts or incentives precisely when they’re most impactful.
  • Content Optimization: By understanding consumers’ needs and concerns, brands can craft content that attracts and converts.

Translating raw data into actionable strategies is often challenging. It’s essential to discern between actionable insights and mere data noise. Ensuring that teams are aligned, and strategies are iteratively tested can pave the way for success.

Market research is not merely a tool; it’s the foundation of successful digital marketing. By understanding and leveraging its insights, brands can guide the casual browser seamlessly from browsing to purchasing. It’s an investment that reaps dividends in higher sales and enhanced brand value and loyalty.

For a deep dive into the future of online shopping and the key trends in the eCommerce space, download our full report here.

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With legalization of recreational marijuana becoming more commonplace alongside a continual rise in the availability of cannabis-based products, it is a turbulent but exciting time for CBD. But do people really understand what CBD is and what it does? Why do people use CBD products … and how are people using it compared to cannabis?

According to our recent study on the topic, CBD usage is rapidly growing in popularity.  4 times as many adults are using CBD products in 2019, compared to 2018, growing from 5% to 18%. 

Unsurprisingly, there is considerable overlap between CBD and cannabis usage, with half of CBD users also using cannabis.  That said, CBD growth is also coming from those who don’t use cannabis. 

Many CBD consumers use these products regularly to address a range of ailments.  Roughly half of CBD consumers use CBD at least once a week, while very few only use the product a couple of times a month.  Most (60%) use it for pain relief or inflammation; the next most common reasons are anxiety (45%) and sleep (33%).

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Despite its increasing usage, there is still a large gap in product understanding. Only 24% of US adults believe they are moderately or extremely familiar with CBD, and, more surprising, only half of CBD users (57%) believe they are. 

There are also many misconceptions regarding CBD products. 25% of US adults believe that pure CBD can “get you high”, which is not true. CBD users tend to be more knowledgeable about these products but many are still misinformed.  For example, 13% of CBD users believe that it can get you high.

“CBD is a fantastic option for many, but it’s a very complex landscape for consumers to navigate.  One sees CBD advertised with specific medical claims through dispensaries in medical cannabis states.  Then one sees hemp-derived CBD available at the local natural foods store as a dietary supplement — but without medical claims and available in isolate form, full-spectrum form, or hybrids of the two” comments CBD Industry Executive, Ashley Grace.  “It’s a lot for consumers to decipher and it all doesn’t work the same.  The dispensary CBD might get you high, the isolate CBD may not work at all or might stop working quickly, and many ‘full spectrum’ CBDs are really just oils spiked with isolated CBD.  Then you have US-grown or imported.  While it’s difficult for consumers to find the right products to meet their needs, the good news is there are some amazing products available that are literally changing people’s lives,” said Grace.  

It is important to note that the average CBD user looks just like anyone else. There are no major differences in gender, employment, income, marital status, or geography when compared to the average American adult. Although, younger adults (age 21-44) are more likely to have tried CBD. Interestingly, they are also more confident that they are familiar with CBD but more likely to be misinformed about it.

Download the full report to explore the findings in-depth.

Every brand is akin to a ship navigating the ever-changing waves of the market. The captain of this ship, the brand leader, needs a reliable compass to ensure the journey is smooth and successful. This compass? Market research. 

Now, you might argue that your intuition or experience is enough, and sometimes, it might be. But relying solely on these can be like navigating treacherous waters with an outdated map.

Staying connected with your target audience isn’t just a business strategy; it’s a necessity. It’s about understanding the heartbeats, emotions, and desires of those you serve. Their feedback, behavior, and preferences are not just numbers or data points but the very pulse of your brand. And if you’re not frequently checking this pulse, you risk losing touch with what keeps your brand alive.

Market research acts as this routine check-up, ensuring that brands stay healthy, agile, and aligned with what the market truly desires. If you’ve ever felt like you’re shooting in the dark, making decisions based on gut feelings rather than concrete information, or simply feel that unsettling whisper that something might be amiss, it’s high time to consider the telltale signs that market research is overdue.

Telltale Sign #1: Declining Sales Numbers

One of the clearest, most unmistakable signs that a brand might be out of sync with its market is declining sales numbers. Sure, every business encounters occasional fluctuations – that’s just the ebb and flow of commerce. However, a consistent downtrend in sales is a red flag that cannot be ignored.

At the heart of it, sales figures are not just numbers on a ledger; they’re reflections of market alignment. They tell a story about how well a brand’s offerings resonate with consumers. When those figures dip, it’s as if the market is speaking – and it’s essential to listen. As the adage goes, numbers don’t lie. But it’s crucial to understand what they’re really saying.

Consider this: A dip in sales could result from numerous factors. It might be an ineffective marketing campaign, a shift in consumer preferences, increased competition, economic downturns, or even internal issues like supply chain disruptions. Simply noticing a drop in sales and attributing it to a singular reason without a deeper analysis can lead to misguided solutions.

So, how does one delve deeper? That’s where comprehensive market research comes into play. Beyond the surface-level figures, it dives into consumer behaviors, preferences, pain points, and aspirations. For instance, while sales numbers indicate that a particular product isn’t selling well, market research reveals that the product’s features are outdated or its marketing isn’t reaching the intended audience.

While declining sales figures serve as a wake-up call, market research is the magnifying glass that brings the underlying issues into focus. Without this more profound insight, brands risk putting bandaids on bullet wounds, addressing symptoms rather than root causes.

Declining sales are not just a sign of current misalignment; they’re a warning of potential future pitfalls. Recognizing them for what they are and leveraging market research to decode their true message is the first step in realigning, evolving, and ensuring the brand’s continued relevance and success.

Telltale Sign #2: Negative Social Media Feedback

Social media has not only revolutionized how we communicate but also how businesses receive feedback. Platforms like X, TikTok, Instagram, and Facebook have become modern-day town squares where customers voice their praise, concerns, and criticisms. 

For brands, this means immediate, unfiltered insights into their performance. And among the most telling signs that a reevaluation is in order? A surge in negative social media feedback.

Interpreting Social Media as Real-Time Feedback

Imagine if every time a customer had a concern or grievance, they could walk directly into the CEO’s office and voice it. That’s the kind of direct line social media provides. Unlike traditional feedback mechanisms, which could take weeks or even months to process, social media listening offers real-time insights. 

A product launch gone wrong can generate immediate reactions; a misjudged advertisement can be called out within hours. This immediacy is a double-edged sword. On the one hand, brands can swiftly address concerns, rectify mistakes, and show customers they’re listening. On the other hand, unchecked negative feedback can quickly snowball, potentially damaging a brand’s image substantially.

The Risks of Overlooking Online Sentiments

On the internet, word spreads fast. A negative review can reach hundreds, thousands, or even millions in hours. Platforms like X have made viral moments commonplace, and while many brands aim for virality, being on the receiving end of widespread criticism is a scenario no brand wishes for.

Ignoring or downplaying negative feedback can be perilous. It can give customers the impression that the brand is indifferent to their concerns, leading to further alienation. What’s more, potential customers often rely on online reviews and feedback when making purchasing decisions. 

Beyond the immediate impact on reputation and sales, negative feedback can also hint at deeper underlying issues with a product, service, or the brand’s messaging. Overlooking these sentiments means missing opportunities to refine, adapt, and better serve the target audience.

Negative social media feedback is more than just a digital echo; it’s a clarion call for introspection, action, and engagement. Brands that tune into this feedback, analyze its roots, and act accordingly mitigate risks and fortify their relationship with their audience.

Telltale Sign #3: Increased Customer Churn

Attracting a customer is like wooing a potential partner. You put on your best, make promises, and hope for a connection. But what happens once that connection is established? Just like in relationships, in business, the effort shouldn’t end with acquisition. If brands find their customers frequently moving on after a short stint, it’s a glaring sign: increased customer churn.

Why Retaining Customers is More Cost-Effective Than Acquiring New Ones

It’s an often-quoted maxim in business, but it bears repeating: acquiring a new customer can cost five times more than retaining an existing one. 

Why? Think of the expenses tied to acquisition: advertising, promotions, discounts, and the operational costs of reaching and onboarding new customers. 

These are all upfront investments made in the hope that a customer will stick around long enough to offer a return on this investment.

On the other hand, retaining customers relies on building and maintaining a strong relationship. Loyal customers are not only easier on the pocketbook in terms of retention costs, but they’re also more likely to make repeat purchases, potentially at higher values. They become brand ambassadors, offering both priceless and free word-of-mouth advertising.

Loyal customers also provide invaluable feedback, helping brands fine-tune their offerings. Their continuous engagement creates a stable revenue stream, allowing businesses to plan with more certainty and foresight.

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The Role of Market Research in Understanding Churn

But what causes churn? Is it pricing, product dissatisfaction, better offers from competitors, or something more intangible, like a disconnect with the brand’s values? Herein lies the power of market research.

Market research delves deep into the reasons behind customer churn. Through surveys, focus groups, and in-depth analytics, it uncovers patterns and sentiments that may not be immediately apparent. For example, while a brand might think that a price hike led to increased churn, market research might reveal that customers were willing to pay more but felt the brand’s post-purchase support was lacking.

Predictive analytics, a subset of market research, can identify potential churn before it happens. By analyzing data trends, brands can pinpoint which customers are at risk of leaving and proactively address their concerns.

Customer churn isn’t just a metric; it’s a narrative about a brand’s relationship with its audience. It offers a candid reflection of where a brand stands in its customers’ eyes. By addressing the root causes of churn, brands boost their bottom line and forge deeper, more enduring connections with their clientele.

Telltale Sign #4: Ineffectual Marketing Campaigns

When it comes to marketing, standing out is both an art and a science. Brands pour immense creative and financial resources into crafting the perfect marketing campaigns. Yet, even the most visually stunning and conceptually brilliant campaigns can fall flat. When those intricately designed messages fail to resonate or, worse, go unnoticed, it’s not just a financial setback; it’s a signal that something might be fundamentally misaligned.

When Good Campaigns Go Unnoticed: The Disconnect

Imagine crafting what you believe is the perfect message, only to find out it’s being broadcast in a language your audience doesn’t speak. That’s the kind of disconnect we’re discussing here. An ineffectual campaign isn’t necessarily a bad one. 

It could be targeting the wrong audience, utilizing platforms that don’t align with the brand’s demographics, or conveying a message that’s no longer relevant to the consumer’s current mindset.

This disconnect could arise from various factors:

  • Cultural Missteps: In trying to be globally relevant, a brand might inadvertently overlook local sensitivities or nuances.
  • Platform Mismatch: Using platforms that aren’t frequented by the target audience, such as advertising youth-oriented products on platforms popular with older demographics.
  • Temporal Lag: When a campaign rolls out, market sentiments have shifted, making the message outdated or irrelevant.

The Role of Market Research in Campaign Effectiveness

This is where market research shines as an essential tool in a marketer’s arsenal. Before a campaign’s launch, market research can provide insights into the pulse of the target audience: their current preferences, behavior, and aspirations.

  • Audience Segmentation: Through data analytics, brands can get a clearer picture of their audience, allowing for more targeted and personalized campaigns.
  • Testing and Feedback: Concepts, messages, and even entire campaigns can be tested on a smaller scale or within focus groups to gauge reactions and refine the approach.
  • Competitive Analysis: Understanding what competitors are doing can provide insights into potential market gaps or over-saturated areas.

Moreover, after a campaign’s launch, market research can measure its effectiveness. This isn’t just about ROI in terms of sales but also metrics like brand recall, sentiment analysis, and engagement rates. If a campaign isn’t resonating as expected, timely feedback can allow for course correction.

Marketing in today’s dynamic landscape isn’t just about broadcasting a message; it’s about fostering a conversation. When brands notice their campaigns going unheard, it’s crucial to ask, “Are we truly listening to our audience?” With comprehensive market research, not only can brands speak, but they can also ensure their messages echo in the hearts and minds of their consumers.

Telltale Sign #5: Your Competitors are Outperforming You

In the grand theater of the marketplace, brands often jostle for the spotlight. It’s an environment where success isn’t just measured by one’s own achievements, but also in relation to peers and competitors. When competitors consistently outperform a brand—be it in sales, market share, customer engagement, or innovation—it’s more than a mere bruise to the ego. It’s a flashing sign that there’s an urgent need for introspection and realignment.

Keeping an Eye on Competitor Moves and Understanding Market Dynamics

The business realm is not static; it’s a dynamic and evolving ecosystem where companies are continually adapting, innovating, and strategizing. If a competitor is consistently securing more market share or garnering more engagement, it’s crucial to discern why. Are they offering a groundbreaking product? Have they refined their marketing strategy to resonate more deeply with the audience? Or perhaps they’ve nailed a seamless customer experience that keeps consumers coming back?

Understanding these dynamics isn’t about copying competitors but about gaining a holistic view of the market’s landscape. It provides context, helping brands ascertain their own strengths and weaknesses in the larger scheme of things.

How Market Research Gives Insights into Competitors’ Strategies

Competitive intelligence, a critical facet of market research, zeroes in on this very aspect. It’s not corporate espionage but a legitimate and ethical way to gather, analyze, and leverage information about competitors for better strategic decision-making.

Here’s how market research aids in this:

  • Benchmarking: Compare your brand’s performance metrics with industry standards or direct competitors. This gives a clearer picture of where you stand.
  • Product Comparisons: By studying reviews, feedback, and customer sentiments, brands can understand what features or offerings of competitors are particularly appealing or lacking.
  • Analyzing Marketing Channels: Determine where competitors are investing their marketing efforts. Are there platforms or mediums your brand is overlooking?
  • Pricing Strategies: Gain insights into how competitors are pricing their products and services. Are they using a penetration pricing strategy to gain market share, or is a premium pricing tactic bolstering their brand image?
  • Innovation Trends: Monitor competitors’ patent filings, research publications, or product launch events to gauge their innovation trajectory.

Armed with these insights, brands can make informed decisions, whether it’s refining a product, reconsidering pricing, reshaping marketing strategies, or even redefining the brand’s entire value proposition.

Being outperformed by competitors is a clear signal to reevaluate and evolve. Yet, it’s also an opportunity—a chance to learn, adapt, and reposition. With market research as the guiding compass, brands can navigate this competitive terrain with clarity and purpose, charting a path to renewed success.

Telltale Sign #6: Lack of New Customer Acquisition

Every brand, regardless of its current success or market leadership, thrives on growth. It’s the lifeblood of business, indicating not just profitability, but relevance, adaptability, and potential for future expansion. However, when a brand observes a plateau or decline in its rate of new customer acquisition, it’s akin to an alarm bell signaling that something needs urgent attention.

The Challenges and Costs Associated with Stagnant Growth

A steady influx of new customers is not merely a sign of a brand’s appeal; it’s a buffer against unforeseen market shifts. Here’s why stagnant growth in customer acquisition can be worrisome:

  • Financial Strain: Without new customers, revenue can take a hit. With fixed costs remaining constant, profitability may dwindle.
  • Brand Relevance: A slowdown may indicate that the brand is no longer resonating with the evolving tastes and needs of the market.
  • Dependency Risk: Relying heavily on existing customers makes a brand vulnerable. Any change in their behavior or preferences can have a disproportionate impact.
  • Innovation Stagnation: A consistent stream of new customers often brings fresh perspectives, feedback, and demands, which can spur innovation. Without this, brands might become complacent.

Using Market Research to Discover New Segments and Opportunities

Before diving into corrective actions, it’s imperative to understand the root cause of the stagnant growth. This is where market research becomes invaluable.

  • Audience Profiling: Comprehensive research can help brands determine if they’ve saturated their existing target market. Are there untapped demographics or psychographics that the brand can appeal to?
  • Geographical Expansion: Sometimes, the answer lies in new territories. Market research can identify regions or countries where there’s a potential demand.
  • Trend Analysis: By keeping a finger on the pulse of industry trends, brands can anticipate and cater to emerging demands. For instance, a surge in eco-consciousness might prompt a brand to explore sustainable products or practices.
  • Product/Service Diversification: Research might uncover needs within the market that aren’t adequately addressed. This could be an avenue for brands to diversify their offerings.
  • Customer Journey Mapping: Understanding the touchpoints and barriers in a customer’s journey can provide insights into where potential customers might be dropping off.

In essence, while a lack of new customer acquisition can seem daunting, it’s also an invitation for brands to reassess, reinvent, and reinvigorate their strategies. With the right market research, brands can uncover new pathways to engage, attract, and delight customers, ensuring sustained growth and longevity in the market.

Telltale Sign #7: Your Product Development Feels Like Guesswork

In B2C, product development is a pivotal move. It represents a significant investment, both in terms of time and resources. But what happens when this crucial step feels less like a strategic maneuver and more like a shot in the dark? When product development begins to resemble guesswork, it’s a glaring indication that the brand might be disconnected from its audience.

Importance of Aligning Product Development with Market Needs

At its core, product development isn’t about creating something novel or innovative; it’s about addressing specific needs or desires within the market. Here’s why this alignment is paramount:

  • Optimized Resource Utilization: Misaligned products can lead to wasted resources in development, production, marketing, and after-sales support.
  • Enhanced Market Reception: Products tailored to market demands often see swifter adoption rates and better customer satisfaction scores.
  • Strengthened Brand Reputation: Consistently delivering products that resonate with the audience cements a brand’s image as consumer-centric and responsive.
  • Reduced Risk: The inherent risks associated with product launches decrease by basing development on informed insights rather than hunches.

How Research Guides Product Innovation

Market research acts as a compass in the often murky waters of product development, offering direction and clarity. Here’s how:

  • Need Identification: Through surveys, focus groups, and feedback analysis, brands can unearth latent or overt needs within their target market. It’s about finding the gaps that your product can fill.
  • Prototyping & Testing: Before full-scale production, market research can aid in testing prototype products or concepts within select groups, garnering early feedback and refining the final product.
  • Competitive Analysis: Researching competitor offerings can reveal strengths to emulate or weaknesses to capitalize on.
  • Trend Forecasting: By monitoring industry trends and broader cultural shifts, brands can anticipate future demands. For instance, the rise in remote working could prompt tech companies to develop more home-office-friendly products.
  • Pricing Strategy: Market research can provide insights into what customers are willing to pay, aiding in devising a pricing strategy that balances profitability with market appeal.

Product development should never be a game of dice, leaving outcomes to chance. Through meticulous market research, brands can ensure that each product is a calculated step towards fulfilling consumer needs, propelling the brand forward in its market journey. When product development is rooted in deep understanding, guesswork transforms into strategic foresight, setting the stage for sustained success.

Telltale Sign #8: Employees are Disconnecting

Companies often become so engrossed in external dynamics—be it customers, competitors, or market shifts—that they overlook a critical component of their ecosystem: their employees. A brand isn’t just its products, marketing campaigns, or sales figures; it’s fundamentally built on the collective efforts of its people. 

When employees feel disconnected or disengaged, it’s not merely an HR concern but a potential harbinger of more significant market misalignments.

The Correlation Between Employee Satisfaction and Market Success

Employees are a brand’s ambassadors, front-liners, and, often, its innovators. Their engagement and satisfaction play pivotal roles:

  • Productivity & Quality: Engaged employees often exhibit higher productivity levels and are committed to maintaining quality standards, directly influencing customer satisfaction.
  • Brand Representation: Employees represent the brand, both on and off duty. Their genuine belief in the brand’s vision and values can foster authentic interactions with customers, partners, and stakeholders.
  • Innovation: When employees feel connected and valued, they’re more likely to contribute ideas, driving innovation that resonates with market demands.
  • Retention & Recruitment: High employee turnover can be costly and disruptive. Conversely, satisfied employees stay longer and can become magnets for fresh talent, bringing in new perspectives and skills.

Using Market Research to Bridge Internal Gaps

At first glance, market research might seem like an external-facing tool, but it holds immense value in understanding and bridging internal challenges:

  • Employee Surveys: Regular feedback mechanisms can capture employee sentiments, concerns, and suggestions, helping organizations identify areas of improvement.
  • Training Needs Analysis: Market research can pinpoint areas where employees feel inadequately equipped, paving the way for targeted training programs.
  • Benchmarking: By comparing with industry standards or competitor practices, organizations can gauge where they stand regarding employee satisfaction and engagement.
  • Feedback Integration: Encourage employees to provide feedback on market trends they observe or customer sentiments they encounter. Their on-ground insights can be invaluable.
  • Cultural Assessment: Dive deep to understand the prevailing corporate culture. Is it aligned with the brand’s market positioning? For instance, a brand promoting innovation externally should foster a culture of creativity and openness internally.

The disconnect of employees isn’t just an internal alarm—it’s a market signal. Their disengagement can reflect broader misalignments between a brand’s internal practices and market positioning. Leveraging market research to address these internal gaps bolsters employee engagement and strengthens a brand’s market stance. In business, employees aren’t mere cogs; they’re vital nodes. Ensuring their connection is key to a brand’s holistic success.

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Telltale Sign #9: You’re Unsure About International Expansion

International expansion is often viewed as the next logical step for thriving brands. However, venturing into uncharted waters without a map can be risky. The apprehension surrounding global market exploration isn’t merely about unfamiliar terrain—it’s about understanding and adapting to the kaleidoscope of cultures, consumer behaviors, regulations, and market dynamics. Here lies the essential question: How do you make a mark without making a misstep?

Navigating Global Markets and Cultural Nuances

The world isn’t just a physical expanse; it’s a mosaic of myriad cultures, beliefs, preferences, and traditions. As a brand considers international growth, understanding these facets becomes crucial:

  • Cultural Sensitivity: What’s appealing in one country might be a faux pas in another. From advertising campaigns to product formulations, cultural considerations are paramount.
  • Consumer Behavior: Buying patterns, brand loyalties, and consumption habits can vary starkly across regions. While online shopping might be the norm in one place, another might still rely heavily on brick-and-mortar establishments.
  • Regulatory Landscape: Each country has its own set of regulations, standards, and legalities surrounding business operations, product approvals, and marketing. Navigating these without missteps is essential.
  • Local Competition: Understanding local competitors, their strengths, strategies, and market positions can offer invaluable insights when crafting a market entry strategy.

The Indispensable Role of Research in Global Strategies

Walking into the global arena blindfolded is a recipe for setbacks. Research isn’t just recommended; it’s indispensable:

  • Market Feasibility Studies: Before any move, gauge the feasibility of the new market. Is there a demand for the product or service? Who are the competitors, and what gaps exist in the current offerings?
  • Cultural Assessments: Dive deep into cultural studies to tailor offerings. This might involve altering product features, tweaking advertising narratives, or even changing brand colors to resonate locally.
  • Regulatory Analysis: Detailed studies can ensure the brand remains compliant with all local regulations, avoiding costly oversights or legal ramifications.
  • Localization Strategies: Beyond just translating content, research can guide localization efforts—adapting products, services, and communications to the tastes and preferences of the local audience.
  • Partnership Opportunities: Market research can identify potential local partners, distributors, or collaborators who can provide support and insights for successful market entry.

To put it simply, international expansion isn’t just about exporting a product or service—it’s about transplanting a brand ethos so that it takes root and thrives in new soil. This transplantation, fraught with challenges, is made infinitely smoother with the scalpel of meticulous research. In the quest for global growth, market research isn’t a mere tool; it’s a compass, a guide, and often, a savior.

Telltale Sign #10: Your Brand Image is Undefined or Dated

Every brand has a story, an identity that distinguishes it from the vast sea of competitors. But as times change and markets evolve, brands that remain stagnant risk fading into obsolescence. When a brand’s image feels ambiguous, outdated, or doesn’t resonate with its target audience, it’s not just an aesthetic or communicative concern—it’s a warning bell that the brand might be losing its relevance.

Recognizing When It’s Time for a Brand Refresh

A brand’s image is its fingerprint, its unique identifier. Here are a few signs that this fingerprint might be smudging:

  • Disconnected Messaging: If your brand’s message no longer resonates with your intended audience or seems out of touch with current market realities, it’s a sign of misalignment.
  • Changed Market Dynamics: Shifts in market demographics, the emergence of new competitors, or evolving industry trends can make a once-relevant brand seem out of place.
  • Dwindling Engagement: Declining metrics on social media engagement, website traffic, or customer feedback indicate a diminishing brand connection.
  • Visual Staleness: If your logo, color scheme, or visual assets seem reminiscent of a bygone era, they might be due for an update.

Using Market Research to Guide Rebranding Efforts

A successful rebrand isn’t about merely changing logos or taglines—it’s a strategic pivot, informed and directed by concrete insights:

  • Audience Analysis: Understand your current audience’s perceptions, desires, and pain points. Are they still your target, or has your core demographic shifted?
  • Competitive Benchmarking: Analyze competitors’ branding strategies. What elements are working for them? This isn’t about emulation but about understanding market standards and expectations.
  • Trend Forecasting: Identify emerging industry trends. Whether it’s a move towards sustainability, digital integration, or community engagement, align your brand with the future.
  • Visual Testing: Before finalizing visual elements like logos or color schemes, test them within focus groups or select audiences. This ensures the new visuals resonate and evoke the desired emotions.
  • Feedback Loops: Post-rebranding, continue monitoring audience feedback. It provides insights into how well the new brand identity is being received and offers avenues for course correction.

Much like living organisms, brands must evolve to remain vibrant and relevant. An outdated or vague brand image doesn’t just affect aesthetics—it impacts market perception, trust, and, ultimately, the bottom line. 

Using market research as the North Star, brands can navigate the complex journey of rebranding, ensuring that their new identity is not only contemporary but also deeply resonant with their audience’s aspirations and needs. In the dynamic world of branding, adaptation isn’t just key—it’s survival.

Final Thoughts

Market research is not a one-off venture or a luxury reserved for industry titans—it’s the lifeblood of forward-thinking businesses in today’s rapidly shifting marketplace. The insights garnered from diligent research are the threads that weave together the fabric of a brand’s existence, guiding its decisions, shaping its strategies, and fortifying its relevance.

The compounded value of regular market research is undeniable. Each research endeavor builds upon the last, creating a rich tapestry of insights that reflect the current market landscape and anticipate its undulations. This proactive approach, driven by continuous learning, sets successful brands apart from the rest.

But, understanding the value of market research is just the beginning. Action is the real game-changer. It’s akin to recognizing the importance of saving for retirement; understanding is commendable, but it’s the act of saving that truly secures one’s future. Similarly, recognizing the need for market research without integrating its insights into your strategies is like having a map but not embarking on the journey.

To truly harness the transformative power of market research, brands need a partner that understands the intricacies of the market, the nuances of consumers, and the art of translating data into actionable strategies. Kadence International, with its global expertise and commitment to delivering clarity, can be that partner.

So, as we reflect on the telltale signs that herald the need for market research, let’s not just stop at recognition. Let’s take proactive steps rooted in expert insights to navigate today’s market and shape tomorrow’s.

Your brand’s future is unwritten, filled with untapped potential and possibilities. With Kadence International by your side, let’s pen a narrative of success, growth, and unparalleled market resonance. Take the step today to secure your brand’s legacy for tomorrow.

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It’s not every day that a nation undergoes an evolution as profound and meteoric as China has over the last few decades. The Middle Kingdom, once renowned for its ancient silk routes and intoxicating teas, has transformed into a powerhouse of modern commerce, technology, and consumerism, making the world sit up and take notice.

Rewind a few decades, and China presented a picture starkly different from the neon-lit skylines of its megacities today. Emerging from the shadows of the Cultural Revolution, China was, economically speaking, a sleeping giant. But as Deng Xiaoping famously quipped, “It doesn’t matter if a cat is black or white, as long as it catches mice.” And catch mice, it did. 

With market reforms in the late 20th century, China catapulted itself from an agrarian society to the world’s second-largest economy. Its GDP growth rates became the envy of economic pundits worldwide, and its manufacturing prowess earned it the title of the “World’s Factory.”

Yet, in focusing on these monumental achievements, one would be remiss to overlook another profound transformation – the Chinese consumer. Once characterized by frugality and basic needs, today’s Chinese consumers are discerning, aspirational, and incredibly diverse. They sip on lattes, queue up for the latest tech gadgets, and travel the world, yet deeply cherish their cultural festivals and traditions. 

This duality of modernity interspersed with tradition makes the Chinese consumer landscape a labyrinth that brands must navigate with care. The sheer size of China’s population, coupled with its regional disparities and rapidly evolving urban centers, makes it a market of multiple facets. From the tech-savvy denizens of Beijing and Shanghai to the rural consumers whose buying patterns are influenced by community and tradition, the spectrum is vast and varied. This is not a market where a one-size-fits-all strategy will suffice.

Brands that overlook the complexities of this landscape do so at their peril. To make inroads into China’s market is to understand its pulse, nuances, and soul. And that requires more than just economic analysis—it demands cultural immersion, empathy, and, above all, respect for a nation that has, against many odds, redefined its destiny. To truly succeed in China, one must do more than sell to its consumers; one must understand them. And in this understanding lies the path to genuine, lasting success.

The Many Faces of China: A Mosaic of Regional Identities and Ambitions

When we think of China, it’s easy to fall into the trap of seeing it as a monolithic entity, a singular colossus. But in reality, China is a tapestry of regions, each with its distinct flavor, ambition, and allure. These regions stand as a testament to the rich tapestry of China’s historical legacy and its bold aspirations for the future.

Eastern China: Here lies the beating heart of modern China’s luxury and cosmopolitanism. Cities like Shanghai aren’t just urban centers; they are living, breathing entities that encapsulate the global aspirations of the Chinese populace. To walk along the Bund is to take a journey through time – from colonial architecture to glinting skyscrapers. The consumers here? They’re a blend of global and local, seeking the finest in international luxury yet never quite letting go of their quintessential Chinese identity. Brands eyeing this region need to realize that it’s not just about luxury; it’s about luxury with a touch of the local.

Northern China: The tech hubs of Beijing and Shenzhen aren’t just cities; they’re symbols of China’s indomitable spirit. A blend of millennia-old traditions and cutting-edge innovations, these regions exemplify the paradox that is modern China. One can’t help but be amazed at the juxtaposition – ancient hutongs co-existing with sprawling tech campuses. The consumers here are not just tech-savvy; they’re at the vanguard of defining modern Chinese culture. Any brand seeking to make a mark here should understand this intricate dance between the past and the hyper-futuristic present.

Western China: Often overlooked, but what a grave oversight that is! There’s a raw, untamed energy in places like Chengdu and Kunming, a sense of potential just waiting to be harnessed. The West represents China’s frontier spirit, a region on the cusp of explosive growth. Yes, there are challenges, from infrastructure to nascent markets. But challenges, as the Chinese have shown time and again, are but stepping stones to grander visions. For the astute marketer, Western China isn’t a challenge; it’s an opportunity.

Southern China: This region is a testament to China’s manufacturing might and global aspirations. Guangzhou and Shenzhen are not just manufacturing hubs but gateways to the world. It’s here that China’s global ambitions take root, heavily influenced by its proximity to international epicenters like Hong Kong. Yet, amidst this global outlook, there’s an unmistakably local pulse. Consumers here are savvy, globally-minded, yet deeply rooted in their Southern heritage. They exemplify the best of both worlds, and to succeed here, brands must strike that delicate balance between the global and the unmistakably local.

Each of these regions is a chapter in China’s unfolding story. It is a story of ambition, heritage, and, above all, of a nation’s unyielding spirit. The real question for brands isn’t just how to tap into these markets but how to become a part of this grand narrative.

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Between Skylines and Countrysides: The Duality of China’s Landscape

In the shadows of China’s soaring skyscrapers and amidst the bustling cacophony of its urban sprawl, there’s an untold narrative of stark contrasts yet interconnected destinies. The interplay between China’s urban centers and its sprawling rural landscape offers a unique lens through which to understand this nation’s ever-evolving heartbeat.

Urban Centers:

  • The Metamorphosis of Megacities: Shanghai, Beijing, and Shenzhen aren’t just cities; they’re phenomena. Their evolution from historic centers to sprawling metropolises is nothing short of astounding. Wandering through their streets, one witnesses an intricate ballet of tradition and modernity. Ancient temples stand proudly alongside towering skyscrapers, each narrating tales of a city that refuses to forget its past while sprinting toward the future.
  • The Ascendancy of the Urban Middle Class: This demographic isn’t just burgeoning in numbers; it’s redefining the essence of the ‘Chinese Dream.’ Aspirational, globally aware, yet deeply rooted in their cultural moorings, the urban middle class is a testament to China’s success story. And with this rise comes a paradigm shift in values, aspirations, and, most crucially, purchasing power.
  • Shifting Sands of Consumption: Gone are the days when luxury was the sole purview of the elite. Today’s urban Chinese consumers are recalibrating the scales, weighing luxury’s allure against the essentials’ comfort. It’s a fascinating dance, watching a population that once prioritized saving now unhesitatingly splurging on brands, experiences, and indulgences.

Rural Areas:

  • The Uncharted Frontier: Beyond the neon lights and bustling urban centers lies a China that’s often overshadowed yet pulsating with potential. The vast rural landscape, with its undulating fields and tranquil hamlets, is not just picturesque; it’s a goldmine of opportunities waiting to be tapped.
  • When Brands Pen Success Stories: It’s a misnomer to assume that global brands only resonate within city walls. Numerous brands have cracked the rural code, weaving themselves into the very fabric of countryside life. These success tales are not just about sales figures but chronicles of understanding, adaptation, and cultural symbiosis.
  • Culture at the Heart of Strategy: Rural China isn’t just geographically distinct; it’s a world that thrives on community, traditions, and age-old values. Marketing here isn’t about broadcasting; it’s about conversing, understanding, and, most crucially, respecting. Brands that have prospered have done so by immersing themselves in these cultural nuances, crafting strategies that resonate at a community level.

The dance between urban and rural, modern and traditional, is the essence of China’s dynamism. For those watching from the sidelines, it offers invaluable lessons in adaptability, resilience, and the age-old art of storytelling. And for brands? It’s a call to action, a challenge to weave themselves into this intricate tapestry called China.

Decoding the Dragon: The Crucial Role of Market Research in China’s Complex Landscape

For many, China is an enigma – a vast expanse of mysteries and opportunities, myths and realities. But for brands aiming to etch their mark in this sprawling market, relying on assumptions is a game of Russian roulette. The path to success? Market research. Meticulous, insightful, and culturally attuned research.

Unraveling the Chinese Enigma:

At its core, market research isn’t just about numbers and data. It’s about decoding behaviors, understanding motivations, and getting to the heart of what makes the Chinese consumer tick. In a land as diverse as China, with its vast regional disparities and cultural tapestry, market research is the compass that guides brands through the maze.

Quantitative vs. Qualitative Insights:

Numbers tell a story, but not the complete tale. While surveys and data analytics offer a bird’s-eye view of patterns and trends, the focus groups, the one-on-one interviews, and the immersive ethnographic studies bring to life the emotions, aspirations, and nuances. A blend of quantitative and qualitative insights is the elixir for true understanding.

Leveraging Local Expertise:

It’s one thing to study China from the outside and entirely another to delve deep with the aid of local experts. Partnering with local agencies isn’t just smart; it’s indispensable. They bring a depth of understanding, cultural sensitivity, and on-ground insights that are goldmines for brands.

Digital Insights and Social Listening:

In a country where platforms like Weibo, WeChat, and Baidu reign supreme, online market research is not optional; it’s imperative. These platforms offer a treasure trove of consumer sentiments, real-time feedback, and insights on the latest trends. Brands that aren’t tuning in are missing out and in a big way.

Cultural Considerations in Research:

In China, not all questions are created equal. The art of framing questions that resonate with Chinese values, ethos, and worldviews is paramount. Missteps and cultural faux pas in research can lead to skewed insights or, worse, alienate the very consumers brands are trying to understand.

Applications of Research:

True value from research isn’t just in gathering insights but in how they’re applied. Whether it’s tweaking a product to align with local tastes or crafting marketing strategies tailored to different regions, research is the foundation upon which successful brand stories are built in China.

Unraveling the Mystique: Navigating the Labyrinth of Chinese Consumerism

When one speaks of China, one often envisions a nation rooted in traditions, bursting with vibrant festivals and age-old customs. Yet, it is also a nation at the forefront of technological revolutions and burgeoning modern consumerism. To understand China is to understand these dualities and the unique tapestry they weave.

Family Units:

Dynasties to Digital Age: The Chinese family has evolved, but its essence remains. While the archetypal large family structure might be waning, the influence of family on consumption choices remains profound. Brands that acknowledge and cater to these multi-generational dynamics find themselves embraced with warmth.

Spotlighting Success: Delve into the stories of brands that ingeniously navigated the Chinese family ethos. These brands didn’t just market products; they marketed memories, emotions, and generational bonds.

Demographics and the Middle Class:

The Rising Dragon: The Chinese middle class isn’t just growing; it’s transforming. As they climb the socioeconomic ladder, their aspirations evolve, and so do their consumption patterns. Brands keen on success would do well to keep an eye on this demographic’s dreams and desires.

The Pendulum of Consumption: The age-old Chinese ethos of saving is now interspersed with bouts of indulgent spending. And as the urban middle class dives deeper into the ‘experience’ economy, sectors like travel, leisure, and entertainment are witnessing unprecedented booms.

Digital Landscape:

Beyond the Great Firewall: China’s digital arena, with its unique ecosystem, stands apart from the rest of the world. Brands must comprehend the implications of this digital realm, where global giants are often absent, replaced by homegrown titans.

Digital Dynasties: Platforms like WeChat, Tmall, and Douyin aren’t just apps; they are empires. They dictate trends, shape opinions, and can make or break brand stories. A deep dive into these platforms reveals the pulse of modern Chinese consumerism.

Values and Traditions:

Calendar of Opulence: From the Lunar New Year to the Mid-Autumn Festival, Chinese festivals aren’t just cultural events; they’re consumption extravaganzas. Brands that align their sales cycles with these festivals ride waves of unparalleled consumer enthusiasm.

Cultural Compass: In a land steeped in traditions, even minor missteps in branding can lead to major misfires. Navigating this landscape requires brands to be culturally astute, respectful, and authentic.

Blending Eras: Modern marketing in China is a dance of dualities – where traditional values waltz seamlessly with modern aspirations. Brands that strike this balance create legacies, not just campaigns.

Sailing the Winds of Change: China’s Emerging Consumer Behavior Trends

In the grand mosaic of China’s consumer landscape, there’s a perpetual dynamism, an ever-evolving dance of tastes, preferences, and behaviors. To the uninitiated, it may seem like a whirlwind of unpredictability, but for those with an astute eye, patterns emerge. Let’s delve deep into the waves of transformation and the trends setting the course for the future.

Health and Wellness:

The Rebirth of the Holistic Lifestyle: As the land that gifted the world with ancient wellness practices, it’s no surprise that modern China gravitates back towards health and holistic well-being. Whether it’s the rise of yoga studios in urban centers, the surge in demand for organic products, or an increased focus on mental tranquility, China is on a quest for a more balanced life.

Harmonizing Body and Soul: Brands that recognize this shift towards a healthier lifestyle are not just riding a trend but becoming part of a profound societal transformation.

The Green Movement:

Echoes of a Sustainable Future: The land of dragons is now championing another noble beast: the green phoenix. As awareness about the planet’s fragility grows, a palpable shift towards sustainable living exists. From eco-friendly products that fly off the shelves to the increasing demand for sustainable practices, the Chinese consumer echoes a global sentiment of environmental responsibility.

Green Gold: For brands, sustainability isn’t just an ethical choice; it’s becoming a business imperative. Those who embrace the green wave find themselves in sync with the heartbeats of millions.

Local vs. Global:

The Rise of the Home Phoenix: Amidst the bustling aisles of global brands, there’s a resurgence of pride in local offerings. The trend of ‘guochao’ isn’t just a fad. It’s a testament to China’s confidence in its indigenous brands, a celebration of local ingenuity, and a statement of self-reliance.

Rooted Yet Soaring: This growing favor for domestic brands offers a rich tapestry of opportunities and challenges for both local and global players.

Evolving Gender Roles:

The Fluid Tapestry of Modern China: Gone are the days of rigidly defined roles and stereotypes. Today’s China is embracing a more fluid understanding of gender. This evolution reshapes markets, from beauty products breaking traditional boundaries to marketing campaigns celebrating diversity.

Reshaping Narratives: Brands attuned to these shifting sands are crafting narratives that resonate with a progressive audience, ensuring their messages are not just heard but cherished.

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Case Studies: Navigating the Dragon’s Realm with Mastery

Tales of triumph in the Chinese market are both cautionary and inspirational for every brand that soars – several others falter. Here, we delve into a few brands — both homegrown and international — that have artfully navigated the intricate tapestry of the Chinese consumer landscape.

Huawei: Championing the ‘Guochao’ Movement

Overview: Founded in 1987, Huawei began as a telecom solutions provider and evolved into one of the world’s leading tech giants. Their meteoric rise in the smartphone market is a testament to the power of domestic appeal and innovation.

Key Insight: By focusing on high-quality products with a keen sense of national pride, Huawei captured the hearts of millions of Chinese consumers.

Notable Numbers: As of 2023, Huawei held a staggering 36% market share in China’s smartphone market, surpassing international competitors.

Starbucks: Brewing Success with Localization

Overview: Entering China in 1999, Starbucks faced skepticism. Coffee was not a staple, and the market was largely untapped. Yet, by 2021, Starbucks had over 4,700 stores in China.

Key Insight: Starbucks brilliantly melded its brand with localized experiences, such as offering traditional teas and mooncakes during the Mid-Autumn Festival or designing stores with Chinese architectural elements.

Quote: Howard Schultz, Starbucks’ CEO, once remarked, “We remain humbled by the Chinese consumer’s embrace of Starbucks as a part of their daily ritual over the past 20 years.”

BYD Auto: Driving the Green Revolution

Overview: BYD, initially a rechargeable battery enterprise, morphed into a global electric vehicle powerhouse.

Key Insight: Aligning with China’s push towards sustainability and reducing carbon emissions, BYD positioned itself at the forefront of the green vehicle movement, resonating with eco-conscious consumers.

Notable Numbers: In 2023, BYD accounted for a commendable 11% of China’s new energy vehicle market, with hopes to expand further in the international domain.

L’Oréal: Beauty Beyond Borders

Overview: As an international beauty brand, L’Oréal faced the challenge of resonating with Chinese consumers, who held distinct beauty standards.

Key Insight: L’Oréal invested heavily in market research, resulting in products tailored to Chinese skin types and beauty preferences, such as cushion foundations and whitening creams.

Quote: Jean-Paul Agon, L’Oréal’s Chairman, highlighted, “China will soon be the number one beauty market in the world. The sky is the limit.”

These case studies underscore a singular truth: Success in China isn’t solely about market dominance or capital muscle. It’s about understanding, respect, and a genuine effort to integrate brand and Chinese consumers’ values. Brands that heed these tales will find themselves better equipped to tread the rich, rewarding, yet challenging paths of the Middle Kingdom.

Challenges and Opportunities: Dancing with the Dragon

In the vibrant tapestry of the Chinese market, opportunities and challenges are interwoven with remarkable intricacy. Brands aspiring to conquer this landscape must recognize both the pitfalls and the potential. Here’s a detailed exploration of the current trials and tribulations and the tantalizing prospects that beckon.

Regulatory Hurdles and the Changing Political Landscape:

The Moving Goalposts: China, in its endeavor to protect its economy, often adjusts its regulatory framework. Whether it’s the tech sector facing anti-trust scrutiny or foreign firms navigating intricate licensing requirements, regulatory agility is crucial.

Politics Meets Business: The intertwining of political decisions and business strategies in China is palpable. Brands must not only market their products but also understand and align with the country’s socio-political sentiments.

The Competitive Landscape: Local Giants vs. International Entrants:

The Home Ground Advantage: Companies like Alibaba, Tencent, and Baidu are not merely businesses but institutions. Their deep understanding of local nuances and formidable market presence poses significant challenges for new entrants.

International Titans on Chinese Shores: While local giants dominate, international brands like Apple, BMW, and Starbucks have made significant inroads. Their success formula? A combination of global brand appeal and local market adaptability.

Opportunities in Untapped Markets and Sectors:

The Rural Goldmine: While urban centers like Beijing and Shanghai are saturated with brands, rural China offers an expanse of untapped potential. The rise in rural internet penetration and increased purchasing power means brands have a vast new audience to cater to.

Emerging Sectors to Watch: New avenues are continually emerging from the burgeoning health and wellness industry to the explosion of the experiential tourism sector. Brands that stay ahead of the curve identifying and capitalizing on these nascent sectors, will reap significant rewards.

Final Thoughts: Gazing into the Dragon’s Crystal Ball

The labyrinthine streets of China’s market landscape, echoing the cacophony of countless transactions, narratives, and aspirations, are heading toward a horizon dazzling with promise. This isn’t merely the trajectory of an economy; it’s the pulse of a civilization in rapid evolution.

China’s consumer market is poised at an inflection point, one that melds tradition with transformation. As we gaze into the future, it isn’t about predicting the exact path but understanding the essence of its direction. A country steeped in millennia of history is embracing the future with both caution and enthusiasm. This juxtaposition of the old and new isn’t a contradiction but a harmonious symphony that will define China’s next chapter.

For the astute executive, let this not be a tale of mere market penetration or brand establishment. Instead, perceive it as an invitation to be part of a story, a journey, and perhaps, a legacy. The Middle Kingdom doesn’t just offer market shares; it provides a chance to be interwoven into its rich tapestry of progress.

But remember, while numbers, strategies, and analytics form the cornerstone of any business endeavor, in China, it’s equally about sentiment, respect, and understanding. It’s not merely about what you sell but how you align with the dreams and aspirations of a billion souls.

So, as you plot your course in this vast expanse, let your compass be empathy, your map be cultural appreciation, and your beacon, a genuine desire to contribute to China’s enthralling journey. The dragon doesn’t just welcome those who ride on its back but cherishes those who fly beside it, sharing its dreams and embracing its future.

Navigate China with Confidence. Connect with Kadence International.

Embarking on market research in China? Let’s ensure your brand’s story is told with precision, empathy, and insight. With a strategic foothold in China, Kadence International isn’t just an agency; we’re your on-ground partners, your cultural interpreters, and your strategic advisors.

Together, we won’t just enter the market; we’ll make waves, build connections, and etch your brand into the Chinese narrative.

Your voyage into the heart of the dragon begins with a conversation. Connect with us today.

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Cannabis talk in the US media is unavoidable these days as changing legislation and recreational dispensaries continue to open up across selected states in the country.  How can companies outside the cannabis space take advantage of this growing trend? Our research with over 2,000 US consumers sought to understand this new opportunity for brands.

One-in-five (20%) adults nationwide report they have used cannabis in the last 12 months. Of those, two-thirds (66%) consume regularly (at least once a week). While two thirds tell us that consuming cannabis has not changed their social life in any way, 17% are staying home more and 8% say they are going out more. 

Ultimately, this opens up a variety of opportunities for marketers to offer products and services that are tailored to the needs of this group. Meal kit delivery companies could make “dinner party boxes” suited to a night in with friends. Game makers could create games that facilitate creativity and fun. Netflix or Amazon could offer content particularly suited for cannabis-influenced viewers. And clearly, snack makers could have a field day.

In the survey, adults were asked whether they would prefer to consume cannabis or alcohol while doing different popular activities. While clubbing and hosting a dinner party are more likely paired with alcohol, for many other pastimes, cannabis wins.  At home, watching TV/ movies, doing chores, playing board games and socializing with family and friends are all activities where cannabis is preferred.  Going to the movies or to watch live music are also events where adults would prefer cannabis.  A host of other activities are decidedly not alcohol activities, but may be considered “cannactivities” – yoga, gardening, outdoor activities, going to the spa, cultural events and reading.  See the table below for details.

How can your business take advantage of this fast-growing industry? Download the full research report to learn more.

“For each of the following, would you rather do this activity while consuming cannabis, drinking beverages containing alcohol, or neither?”

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