IMPACT Annv Spl: Alok Sinha on 7 ways to measure a print campaign’s success
The trick in designing a campaign today is to match the right medium to the different stages in the consumer journey based on their inherent strengths in a manner which optimises media investments while delivering the campaign goals, says Alok Sinha, Leader, Invention, Mindshare South Asia.

Friend to Groucho Marx: “Life is difficult!”. Marx to Friend: “Compared to what?”
Groucho Marx’s response to his friend highlights a fundamental tenet of measurement, which is defining what one is trying to measure; an apt beginning to the title of this article. Without defining what constitutes success, any attempts at measuring it would be like navigatingthe proverbial rudderless ship. Thus prior to looking at ways to measure success of print campaigns, let’s quickly examine what would constitute success not just for a print campaign but any marketing communications programme.
The attempt of a marketing communication programme would be to influence one or more phases of the journey that a consumer undertakes in his or her decision to engage with a product or service.
Typically this journey for a consumer would start with an active or passive search for a product or service that matches their need.
Many products might fit the bill and, therefore, to make a decision, consumers would get into a research mode on the available choices. Rational and/or emotional involvement with the consumer during this stage would be an important campaign consideration. This leads up to the active transaction stage where a consumer is ready to act and make a choice. FMOT experiences, deals and value perceptions are some of the factors that brand campaigns seek to influence at this stage for a favourable verdict. In case the customer is already a user, the attempt would be to induce re-purchase or increase usage.
In today’s networked world, where consumers are mediums themselves, the job of a campaign does not end with a sale. Managing the experience of ownership and the word of mouth that results are equally important campaign considerations.
The success or otherwise of a print campaign needs to be assessed against its ability to influence the specific phase of the consumer journey that it is designed to address. If a campaign is designed to influence consumer discovery of a brand, it would be meaningless to measure it on metrics designed to assess advocacy or sharing.
With that perspective, what follows are seven ways in which you could measure the success of your print campaign at various stages of the consumer’s journey:
Stage - Discovery:
1. Awareness: Brand & message recall vs. category norms
2. Inroad into category consideration: Ratio of spontaneous awareness to total awareness vs. competitive brands
Stage - Involvement (rational):
3. Persuasiveness: Intention to try/buy, message credibility
Stage – Involvement (emotional):
4. Personal relevance: Likeability of advertising, strength of relevance of message to self
Stage - Action
5. Usage rate: Share of category trial in the campaign period, share of last purchase in the campaign period
6. Re-purchase rate : Current brand to last brand ratio, future purchase intention
Stage - Sharing
7. Advocacy: Likelihood of recommending brand, share of buzz
While this article focuses on the success metrics associated with a print campaign one must bear in mind that ‘a print only’ campaign is a rarity in today’s media-crowded world. Print, more often than not, will work within an ecosystem of mediums where it should have a defined role based on its strengths.
For example, print might not be the best channel choice if the campaign is designed to generate advocacy and perhaps digital channels will have a stronger role in that space.
The trick in designing a campaign today is to match the right medium to the different stages in the consumer journey based on their inherent strengths in a manner which optimises media investments while delivering the campaign goals.
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E4M Our strategy is to target younger audiences through Sports: Rajiv Dubey, Dabur
The Head of Media at Dabur India spoke exclusively to exchange4media on the World Cup, associating with Indian Idol, the company’s digital spending and much more
With quirky campaigns, memes and moment marketing, timed with the ongoing World Cup and particularly the India-Pakistan matches, Dabur India has got considerable consumer attention for its popular brands – Red Paste, Cool King Hair Oil, Chyawanprash, Dabur Vita and the recently launched Bae Fresh Gel toothpaste.
The 140-year-old company is going big on key sporting events, World Television Premiere (WTP) movies and reality shows. It is now gearing up to become the title sponsor of popular talent show ‘Indian Idol’ on Sony TV for the first time, shared Rajiv Dubey, who leads the media strategy at Dabur.
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Swapan Seth's new book 'COOL' is out
The book is a reflection of the author's 'eclectic taste across categories'
Advertising professional and art collector Swapan Seth has announced the launch of his new book COOL. The book is described as "a ready reckoner to the hip and the happening, of the known and the very unknown."
The book is a reflection of the author's "eclectic taste across categories: from boltholes to exotic hideaways."
COOL has been published by Simon & Schuster India and is available on Amazon.
Seth is an ad veteran with a long and illustrious career in the industry. He became the youngest-ever Creative Director at Clarion at age 24. He was VP at 26 at Trikaya Grey. Two years later, he started his agency Equus.
He writes for publications such as The Economic Times, Hindustan Times and India Today. This is his second book and he has previously published THIS IS ALL I HAVE TO SAY.
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Disney Star signs 9 sponsors for Asia Cup PAK
Charged by Thums Up, Nerolac Paint+, Amazon Pay, Jindal Panther, My11Circle, MRF, Samsung Galaxy Z Flip5, Wild Stone and Thums Up come on board
e4m Staff Disney Star has signed nine broadcast and digital streaming sponsors for the upcoming Asia Cup.
Charged by Thums Up, Nerolac Paint+, Amazon Pay, Jindal Panther, My11Circle, MRF, Samsung Galaxy Z Flip5, Wild Stone and Thums Up have come on board for the upcoming tournament.
As reported earlier by exchange4media, Disney Star has sought Rs 26 crore for the co-presenting sponsorship on TV and Rs 30 crore for Disney+ Hotstar.
According to industry sources, the associate sponsorship on Star Sports has been priced at Rs 19.66 crore, whereas for the ‘powered by’ sponsorship on Disney+ Hotstar, the broadcaster is seeking Rs 18 crore.
As per the information available with exchange4media, Disney+ Hotstar has three sponsorship tiers-- co-presenting (Rs 30 crore), powered by (Rs 18 crore) and associate sponsorship (Rs 12 crore). The broadcaster is offering an estimated reach of 120-140 million for co-presenting sponsors, 90-100 million for powered by and 60-70 million for associate sponsorship.
A spot buy for 10 seconds has been priced at Rs 25 lakh for the India vs Pakistan matches, while for the non-India matches, the ad rate for 10 second is Rs 2.3 lakh. The India matches plus the final for ODIs has been priced at Rs 17 lakh per 10 seconds.
Asia Cup is scheduled to be held from 30 August, 2023, to September 17, 2023.
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Sorted 360 wins creative & social media mandate of Reliance Mall
The agency will manage offline and online campaigns for Reliance Mall
Sorted 360, an integrated creative and social media agency, has won the mandate to providing brand solutions for Reliance Malls across India.
“Sorted 360 is set to enhance Reliance Malls' market presence with their unparalleled creative prowess and strategic thinking,” read a press release.
“Sorted 360's commitment to pushing the boundaries of creative communication aligns perfectly with Reliance Malls' ethos. With a pan-India presence spanning across 19 cities and growing, Reliance Malls has consistently captivated customers by offering an array of Reliance brands and third-party fashion & lifestyle brands. The mall has established an unparalleled connection with its patrons through superior quality, a remarkable value proposition, and an unmatched shopping experience,” it read further.
"We are thrilled to welcome Sorted 360 as our trusted partner in advancing our brand presence across the nation," said the Head of Marketing at Relaice Malls. "Their proven expertise in retail, shopping center management, and innovative creative strategies make them the perfect fit for our vision."
"Partnering with Reliance Malls is a testament to our commitment to shaping extraordinary brand experiences," remarked Prerana Anatharam, Co-founder of Sorted 360. "We are excited to leverage our strategic and creative acumen to further elevate Reliance Malls as the epitome of convenience, choice, and excellence."
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KlugKlug onboards Hemang Mehta as Country Manager for Indias
Mehta was most recently Head of Agency Relationships at Network 18 Media & Investments
KlugKlug has appointed Hemang Mehta as its Country Manager for India.
Mehta will play a pivotal role in driving KlugKlug's growth and expansion within the Indian market and be responsible for Sales & GTM Strategy
Prior to that, he has also represented organisations like Exponential (now VDX.tv), India Today Digital and Rediff.com. His expertise spans various domains including digital media sales, mobile marketing, media planning, and buying, social media marketing, and more.
Hemang Mehta expressed his enthusiasm about joining KlugKlug, saying, "I am thrilled to be a part of KlugKlug, a forward-thinking platform that is reshaping the influencer marketing landscape. As much as I look forward to collaborating with the exuberant team at KlugKlug, I am super excited to interact with the brands to deliver powerful data-backed Influencer solutions that will guarantee business outcomes."
Commenting on the appointment, Kalyan Kumar, Co-Founder and CEO of KlugKlug, stated, "We are excited to welcome Hemang Mehta to our team as the Country Manager for India. His extensive experience in digital media sales and marketing will be instrumental in driving our efforts to provide influencer marketing solutions to our clients. We believe Hemang's leadership will be key in scaling our operations and expanding our reach within the Indian market."
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