Ogilvy Mindshare OBF ConsumersInRealChina

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By: joeikingw1031 (126 month(s) ago)

Thank you... good presentation

By: andrze_mazurkiewicz (142 month(s) ago)

Super. Thank you. Regards, Andrzej Mazurkiewicz

By: ankurforever (146 month(s) ago)

Mr. Abdullah .Its an excellent presentation. I am an MBA student in India. It would be of great help if you can make this presentation downloadable. Thanks. Waiting for your reply

By: maureeno (147 month(s) ago)

I am teaching an online marketing course to university students in Shanghai from my University (Portland State University in Portland, Oregon) May I download the slides and share data with them? Your research is very helpful for my course...

By: Andy_M (155 month(s) ago)

Hello Abdullah, I was also wondering if I could get a copy of the presentation. I'd like to cite some of your stats for a talk I'm delivering to a group of attorneys. Thanks, Andy

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Which is the largest market in China for Humvees?


Which city did The Guardian refer to as ‘Invisible City’?


What is the most common (and free!) advertising medium in small towns?


Ad for Locksmith Ad for a Stampmaker – fake it!

The Real China Revealed: 

The Real China Revealed Insights into the mainland’s 2nd and 3rd Tier cities

Where is the money currently?: 

51% population 64% of GDP 4.5% population 4% of GDP 44.5% population 32% of GDP Where is the money currently? Source: Asian Demographics

Only 33.5% of all retail sales in China now come from the 24 largest cities. National Bureau of Statistics / Access Asia: 

Only 33.5% of all retail sales in China now come from the 24 largest cities. National Bureau of Statistics / Access Asia

Relative affluence of inhabitants in the main 8 cities will decline : 

Relative affluence of inhabitants in the main 8 cities will decline Beijing, Guangzhou, Hangzhou, Nanjing, Ningbo, Shanghai and Shenzhen Chongqing, Chengdu, Kumming, Qingdao, Tianjin, Shijiazhuang and Xiamen Secondary cities in the provinces of Jiangsu, Zhejiang, Shandong and Fujian. Compounded annual growth rate of affluent households is 17.9% Number of affluent households in the 8 cities will more than double but contribution will be down to 33% by 2012 Note: currently middle class are those with Rmb 28-48K - here forecast of those earning Rmb 80K+; even with some inflation, they should enjoy good standards of living by 2012 Source: Asian Demographics

Defining the Tiers: 

Defining the Tiers First-Tier Cities Four municipalities: Beijing, Chongqing, Shanghai, Tianjin Cities with total retail sales of more than RMB30bn, annual per capita income of RMB11,000 and high per capita retail sales as proportion of income: 10 provincial capitals: Changchun (Jilin), Chengdu (Sichuan), Guangzhou (Guangdong), Hangzhou (Zhejiang), Harbin (Heilongjiang), Jinan (Shandong) Nanjing, (Jiangsu), Shenyang (Liaoning), Wuhan (Hubei), Xi’an (Shaanxi) Four leading cities: Dalian, Qingdao, Shenzhen, Xiamen Second-Tier Cities 17 provincial capitals: Changsha (Hunan), Fuzhou (Fujian), Guiyang (Guizhou), Haikou (Hainan), Hefei (Anhui), Hohhot (Inner Mongolia), Kunming (Yunnan), Lanzhou (Gansu), Lhasa (Tibet), Nanchang (Jiangxi), Nanning (Guangxi), Shijiazhuang (Hebei), Taiyuan (Shanxi), Urumqi (Xinjiang), Xining (Qinghai), Yinchuan (Ningxia), Zhengzhou (Henan) 50 prefecture-level cities, including, Ningbo, Suzhou, Wuxi, Wenzhou, Nantong, Dongguan, Zhanjiang 15 more cities with populations of between 500,000 and 2mn Third-Tier Cities Approximately 200 county-level cities Fourth-Tier Cities Approximately 400 capitals of county towns

Seeking insights into the other half: 

Seeking insights into the other half

Research Objectives: 

Research Objectives Understand the consumer in low tier markets and how they are different from (or similar to) top tier cities – in terms of attitudes towards life, brand consumption & media habits. The retail communication study - brand and communication presence at different types of retail stores. Shopper profile and shopping basket - observations of shopping behavior, including shopper profile and the products & brands in their shopping basket; planned vs impulse buying

Study sample: 

Study sample Home interviews & photographs – 3419 families Retail environment – 295 hypermarts, supermarkets, convenience stores, mom-n-pop stores Shopper exit interviews – 530 Qualitative in-depth family & expert interviews – 20

Market Coverage: 

Market Coverage North 22 cities in 10 provinces, across tier 1 to tier 3


51% population 64% of GDP 4.5% population 4% of GDP 44.5% population 32% of GDP Source: Asian Demographics

Topline findings and implications: 

Topline findings and implications

Consumer Lifestyle - attitudes to family: 

Consumer Lifestyle - attitudes to family Tier 1 residents feel almost guilty of giving their careers preference over family, hence justifying priorities to themselves. Many Tier 2-3 families eat together anyway.

Consumer Lifestyle - attitudes to life: 

Consumer Lifestyle - attitudes to life Consumers living in tier 1 cities are more satisfied than those in the Tier 2-3. Over half of those living in Tier 2-3 are not satisfied. “A big city has many more opportunities for earning and spending” – Nanning respondent

Consumer attitudes - risk: 

Consumer attitudes - risk The majority plays safe, yet there is a substantial number of those willing to take risks – in equal measure across the tiers Nude portfolios in Nanjing “My daughter has left high school and is learning how to dance” – Mr Wang, Lanzhou

Consumer attitudes - risk: 

Consumer attitudes - risk The majority remains debt-averse; China continues to be a high savings nation. Change marginally greater in Tier 1 cities “I am confident that I will get a raise this year and will pay off my credit card bills” – Jr. Executive in Shanghai.

Consumer attitudes - ambition: 

Tier 1 residents are only slightly more ambitious than the lower tiers; the majority still does not consider itself very ambitious. “I want to be like Yo Yo Ma” Consumer attitudes - ambition

Consumer attitudes - fashion: 

Again, small differences between the tiers. Lower tier consumers have huge access to fashion & beauty, even if it is not always branded. It’s also cheap. “Why should I spend 200 kuai on a pair of branded jeans when I can pick up 5 stylish pairs here?” – Young woman, Cenxi Consumer attitudes - fashion

Consumer attitudes - novelty: 

Novelty is a big draw. Consumers are looking for new ideas in every sphere of consumption. Again, across the tiers, and to a slightly greater extent in Tier 1. Consumer attitudes - novelty

Implications - 1: 

Implications - 1 The brand stories, particularly those around the themes of risk, fashion, family, ambition can be the same across the tiers. However they need to be calibrated. Risk-aversion can be countered with confidence. Brands and communication will need to offer the new even in the lower tiers – tired clichés and similar products will not work. Brands and communication for low tier consumers can actually make them feel good about their condition, rather than inadequate.

Attitudes towards brands & advertising : 

Attitudes towards brands & advertising Clear role for advertising – it is the source of knowledge about brands Fair numbers find value in brands; greater numbers in Tier 1 cities

Attitudes towards the foreign : 

Attitudes towards the foreign Openness to foreign brands significantly less in lower tier towns. Greater price sensitivity …belief that foreign brands are more expensive.

Brand Preference - Top 10 Favorite Brands: 

Brand Preference - Top 10 Favorite Brands

Influences on purchase decision: 

Influences on purchase decision Still a price-driven, price-sensitive market Price influences both store and brand choice

Influences on purchase decision: 

Average Influences on purchase decision

Influences on purchase decision: 

Influences on purchase decision Price and brand are most important, across the tiers In Tier 1, people value their own experience; in Tier 2, others’ opinions matter; in Tier 3, packaging and salesperson’s / shopowner’s recommendation matters more. Reflects how and where they mostly shop

Shop vs Brand - relative importance: 

Shop vs Brand - relative importance Do you first decide which shop to buy or which brand to buy?

Shop vs Brand - relative importance: 

Shop vs Brand - relative importance General speaking, the more expensive the product, the more important the brand!

Influence of the Little Emperors: 

Influence of the Little Emperors Kids have significant influence on the family during shopping as sources of new information, but the proportion is lower as one moves down the tiers. They are among the first to latch on to new trends.

Influence of the Little Emperors: 

Influence of the Little Emperors “We spend 40% of our income on our son, to make sure he has a good education and is comfortable” – couple in Linxia, MHI: Rmb 1100 “Bu jidao” – their son, upon being asked who the cartoon character on his T-Shirt was (it was Mickey Mouse)

Implications - 2: 

Implications - 2 Role of advertising / brand communication experienced by consumers is mostly informative. Opportunity to use emotion, creating value systems and move to imagery and storytelling. MNC brands need not emphasize country of origin. For the low tier, cultural assimilation would be a good strategy.

Implications - 2: 

Implications - 2 Tier 2 & 3 show a lower degree of shopping confidence and individuality than Tier 1 shoppers Role of word of mouth much greater; need to motivate shopowners / shop assistants as well as current users Need for constant reassurance Opportunity to involve kids to spur brand choice and aid shopping, even in the low tier

Some other differences between the tiers …: 

Some other differences between the tiers …

Food habits: 

Food habits Tier 1 has significantly more consumers eating at fast food restaurants (such as KFC, Yoshinoya, McDonalds …) than Tier 3; Tier 3 families remain conservative with their eating habits.

Planned purchase – consumer durables: 

Planned purchase – consumer durables Which ones do you plan to buy a new one next 12 month?

Planned purchase – consumer durables: 

Planned purchase – consumer durables More consumers in tier 1 intend to buy new TV in next 12 months. Replacement market - upgrades More consumers in tier 2 plan to buy new DVD player, air conditioner and washing machine. More consumers in tier 3 are willing to buy new mobile phone, computer, digital camera and refrigerator. Both first-time purchases – consumers entering category for the first time.

Shopping Frequency & Distance: 

Shopping Frequency & Distance Shopping Frequency Shopping Distance Sample: 250 245 135 Sample: 250 245 135

Shopping Frequency & Distance: 

Shoppers in tier 1&2 markets go shopping a little more frequently than those in tier 3 markets. And there are more shops near residence zone in tier 1&2 markets than in tier 3 markets Shopping Frequency & Distance

Impulse Shopping: 

Impulse Shopping Interestingly, shoppers in Tier 2&3 markets do a bit more impulse shopping than those in Tier 1.

Impulse Shopping: Influences: 

Impulse Shopping: Influences

Impulse Shopping: Influences: 

Discounts are the most effective promotion that trigger impulse shopping. Free gifts and sampling are more attractive in tier 1 markets. Radio ads and standalone display are attractive in tier 3 markets. Impulse Shopping: Influences

Shopping environment: 

Shopping environment

TV: Program Type Preference: 

TV: Program Type Preference Average

TV: Program Type Preference: 

TV: Program Type Preference Tier 1 likes sports, music, food, business, nature and environment programs Time to chill (but can’t abandon the quest for money) Tier 2 prefers local news most Tier 3 are more skewed to national / international news, education & career Looking for ways to advance, want to know what’s happening in the world

Internet usage: 

Internet usage Internet users spend half as much time surfing the Net during weekends compared with weekdays, in Tier 1 and 2 cities; the difference is relatively lower in Tier 3 cities. A reflection of many more opportunities for entertainment and socializing in the upper tiers.

Implications - 3: 

Implications - 3 Significant differences in food habits Low tier remains conservative; need to stimulate demand, offer traditional cuisine in new and convenient formats Consumer durable co.s must have a multi-tier strategy Sense of direction for channel planning across the tiers Use TV to build image, focus on softer brand values; use local / in-store media to enable comparison and trigger impulse – opportunity to localize


Thank you!

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