MOBILE MARKETINGHow to start?

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CONTENTS

The role of mobile in media mix

Understanding the consumer

How to read results of mobile campaigns

What to remember when briefing your agency

Mobile search patterns

Social networks go mobile

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source: Internet w komórce 2012, MEC Analytics & Insight

SMARTPHONES IN POLAND

38have

Poles

50mobiles

mln

1/3every third Poleis using a smartphone

have their first smartphone

71%

havea smartphone for less than

a year

68%

15-1912,9%

age

village

city500+ thous.

place of residence

city200-500 thous.

city20-50 thous.

city100-200 thous.

city50-100 thous.

city10-20 thous.

wom

en

53%

sex

men

47%

20-24

20,5%

25-29

22,7%

30-349,7%

35-3911,9%

40-446,8%

45-495,3%

50-543,7%55-593,1%60+3,4%

25,4%

18,4%

12,7%

12,6%

10,3%

8,7%

7,5%

cityup to 10 thous.4,4%

mln

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THE ROLE OF MOBILEIN MEDIA MIXMobile marketing experiences growing trend. More than 50 million mobile phones were in use across Poland in the first quarter of 2012, which yields penetration at the level of 135%. There are already more than 10 million smartphones, and forecasts estimate sales to reach almost 25 million de-vices over the next 4 years. This means that as early as in 2013 half of the Polish population will have a device in their pockets that will not only allow surfing the Web, but will be used as a wallet, ticket, loyalty card, map, game console and a video player, not to mention car keys.

Seeing the use of the mobile channel in the brand commu-nication strategy only from the angle of its dynamic growth and ever more powerful capabilities carries a considerable risk that you will start from the end, i.e. from the imple-mentation. In such a case, it may turn out that the only plan you have come up with is to create an application… Certainly, no one says that such an application will bring no limited effects, but in itself it can be more of an implementation concept than an element of an integrated approach. Therefore, you will miss the latent potential of the mobile channel. It is essential to know how to define realistic objectives to be delivered by the mobile channel in the media mix. How to do that?

The mobile channel is more than just another medium. Owing to its special attributes, it offers a potential to integrate other activities. It allows creating synergies between all other channels of communication. Those characteristics have been successfully exploited for nearly 10 years now on the Internet. When considering the role of the mobile channel in the media mix, it is important to adopt a similar approach as used for the other channels of communication. However, you should also have at the back of your mind its unprecedented

Would choose dailyuse of mobile phone over daily use of .............................if forced to choose

Alcohol

Chocolate

Sex

Toothbrush

70%

63%

33%

22%

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Average userslook at their phone

150times a day!

potential for reaching consumers in the right place and at the right time, and for integrating the other media. You should always think about the communication strategy as a whole combined of the perfectly harmoni-sed media. Then you can be sure that nothing has been overlooked. When you work on the strategy, you think in the long term, beyond one campaign or activation. You plan how the particular media will reinforce and complement each other in the media mix. The same holds for the mobile channel. If you consider it still at the first stage of planning, you will not get an impression that it has been ‘attached’ at the last minute as an extension of the online campaign. But above all, that helps to create a sound and consistent strategy.

The mobile channel can work perfectly together with the other media, for example, as a direct response channel. On the Internet, conversion is measured, for instance, by analysing the number of visitors to the we-bsite or buyers of the product, etc. But it is hardly possi-ble to direct a consumer to a website from a billboard in the street. The more so if there is a risk that before the consumer finally gets to their computer, they will see several other offers on their way and forget all about yours. Does it mean a lost customer? Not necessarily so. Thanks to mobile devices, they can check out your offer while they are on the bus, or waiting for the traffic lights to change

or for a train to come. They will simply scan a QR code or send a free text message. The mobile channel enables interaction and response initiated by another medium. With a mobile pho-ne, such response can be instant. No other medium can do that anywhere near as well.

It is worthwhile considering how consumers use mobile devi-ces and how this affects their consumption of the other media. Research studies such as “Internet w komórce” [Internet in the Mobile] developed by MEC Analytics & Insight research unit or

of world’s populationis already covered by commercial wireless signals, onlyis covered by the electrical grid!80%

85%

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Do not forget!Do not think

about the mobile channel separate from other media

Remember about the integrating

potential of the mobile channel for

communication

Think about the mobile channel as a medium, except that a special one, when identifying

its role in the strategy

Different goals require different

tools

What is novelty today may be

the next year’s standard

Our Mobile Planet by IPSOS, Google and MMA, offer many valuable insights into the habits of the target group, e.g. how they use their mobile phones, for how long, or how much time they spend with their phones. It is worth knowing where your target uses mobile devices: at work, while shopping, when travelling? And how: surfing the Web, using apps or per-haps sending text messages? The mobile channel may come as a missing element in the strategy, bringing unique capabilities that no other medium can deliver; or alternatively, it will link the other media to achieve the objectives of the campaign.

Why is it so important? If you are aware how crucial a role the mobile channel plays, both in the media mix and in the life of your target group, you can identify the purposes it is to fulfil in the integrated media approach with confidence. Those purposes can be accomplished through development of a mobile website or application, or by generation of a certain num-ber of downloads for it. To achieve your goals you can also use rich media formats, videos or QR codes. However, remember that an app or a QR code cannot be the goal in itself. Considering the mobile channel at the very start of the communication strategy building process will help you avoid a mobile false start.

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To fully comprehend the role of the mobile channel in the communication strategy and to ensure that it is optimally used, we have to understand how this medium is used by consumers: for how long, how often, under what circumstances, with what other media, for what purpose? The growing volume of accurate market data in Poland expands our understanding of the soaring group of mobile users, and it facilitates effective access to this target group of consumers.

The “Mobile Internet 2012” report published in May 2012 by Analytics & Insight, the rese-arch department of the MEC media agency, and the “Our Mobile Planet” project, a share initiative of Google, IPSOS and the Mobile Marketing Association (MMA), provide intere-sting insights into the mobile market and the behaviour of mobile device users. The pre-sented data significantly contributes to our understanding of the possibilities offered by the mobile channel in Poland. In statistical terms, there are an average of 1.35 mobile phones per consumer in Poland. This does not imply that every person owns a smartphone with Internet access and appli-cation downloading options. Every third Polish consumer owns a smartphone. The rema-ining two-thirds cannot be reached via mobile applications or mobile Internet campaigns. Despite the above, the mobile channel could be a useful tool in communicating with the latter group of consumers if we switch to other services, such as SMS or IVR (Interactive Voice Response). Smartphones are not only teenage gadgets. More than half of smart-phone users are people from the 25–49 age group, mostly educated consumers with net monthly earnings in excess of PLN 2400. From the marketer’s point of view, this is a highly attractive target group with high purchasing power. 75% of consumers are using their first ever smartphone, and more than a half of them made the purchase in the past year. The smartphone market is still relatively fresh, and we have to keep that in mind when plan-ning marketing activities.Wikipedia defines a smartphone as a portable telephone that combines the functions of a mobile phone and a pocket computer. According to the INTERNET STANDARD definition, a smartphone is a multifunctional device equipped with a touch screen, QWERTY keyboard

UNDERSTANDINGTHE CONSUMER

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or both. For most users, a smartphone is a mul-tifunctional telephone which supports Internet access and application use. Those are the main differences between a smartphone and a feature phone.Most people associate smartphones with iPho-nes, but Apple products account for less than 7% of smartphones on the Polish market. Android devices have the highest share of the market. The leading smartphone supplier in Poland is Samsung (32%). Sony (formerly Sony Ericsson) has a 15% market share, HTC – 8%, and LG – 6%. Nokia phones continue to have a high 30% share of the Polish market which decreased from 42% in June 2011. The above statistics indicate that communication strategies cannot be limited to iPhones. Blackberry, a highly popular brand in the US and Great Britain, is a niche product in Poland (2% share). This information will come in handy when developing mobile applications.

What importance do users attach to their phones? Ac-cording to survey results, smartphones are more likely to be used at home (97% of respondents) than in out--of-home locations (84%) regardless of the age group. Most consumers use their smartphones together with other media: they listen to music while browsing the Internet on another device, watching TV or films, re-ading magazines and newspapers. This shows that the telephone is compatible with television as well as other media. Around 75% of consumers use their phones at work. More than half never leave home without their

phones, and two-thirds declare to use them while shopping! The mobile channel is an excellent tool for reaching consumers when they are making purchase decisions at the shelf. Mobile users need fast access to important information, such as product prices in other stores in order to compare them. Consumers expect fast and easy access to websi-tes on their mobile phones.The knowledge of consumer behaviours and mobile phone usage habits is key to the ef-fective use of the mobile channel in the media mix. Information about the way different media are consumed by the target group enable us to select the appropriate communi-cation tools and effectively plan our campaigns. This is why consumer behaviours have to be surveyed before planning mobile channel activities. There is a growing number of comprehensive reports, including the “Mobile Internet 2012” by Analytics & Insight, “Our Mobile Planet” by Google, IPSOS and MMA, or “Mobile Exposure” by Orange. A dedicated survey of our target group could also be a good idea.

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60%I use smartphone to pass time while waiting.

56%I use smartphone to get information when I am away from computer.

52%

I’m modern and I should have Internet access in my mobile.

43%I use smartphone to answerquestions quickly.

58%

I don’t leave home without smartphone.

33%

I want to use mobile internet and other smartphone’s features without beingseen easily.

I use smartphone to avoid missing out on things when I’m on the go. 31%

39%

I use smartphone to get the most relevant information, for others I use computer. 24%

I would rather give up on TV than smartphone.

63%I expect that websites should be as easy to use as on computer.

I have nothing against advertising on smartphone, as long as it links to my needs. 41%

20%I prefer smartphone over press for reading news.

36%

I use smartphone to get relevant information.

WHAT USERS SAY

source: Our Mobile Planet

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What do we usesmartphones for?

browsingthe Internet 45%

privatee-mail 43%

readingnews, portals 34%

Facebook 33%

location services 27%

timetables 25%

YouTubeweather 21%

listening to music, radio 20%

listen to music 59%

use the Internet 37%

watch television 30%

watch movies 27%

do not do other things 24%

read newspaper 20%

playgames 16%

reada book 14%

What other things we doin the meantime?

Where do we use smartphones?

source: Our Mobile Planet

+

97%at home

Smartphonesby brand

source: Our Mobile Planetsource: Internet w komórce

2012, MEC Analytics & Insight

source: Internet w komórce 2012, MEC Analytics & Insight

SMARTPHONES IN POLAND

84%outdoor

74%at work

66%in a store

64%on the go

48%

at restaurant

32%2%

2%

6%

8%

15%

29%

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iPhone owners are more active phone users

iPhone users consumemore applications, they are more

likely to be able to afford themand they are more likely to be

Facebook users.

69% of users browsethe Internet, but only 35% declare to be using mobile

applications

Smartphones are not only about mobile applications. Brand presence in the mobile channel also involves a mobile website, text messages, QR

codes and augmented reality!

Mobile browsersare the future

More than half of mobile Internetusers browse with Google.

44% declare to make a purchase directly after finding the right

information!

Smartphone usersare more likely to notice

and accept ads

84% of smartphone users notice mobile ads, mostly in applications

and web browsers. 41% of smartphone owners do not object to

mobile ads in return for benefits.

QR codes enhancethe mobile experience

More than 85% of smartphone usersare familiar with QR codes. Nearlytwo-third know what QR codes do.

20% have installed QR code applications, and 15% have usedsuch applications at least once.

KEY INSIGHTS

Smartphonesare not only iPhones!

More than 50% of phones are Android devices

When developing an application, keep in mind that smartphones run

different operating systems, the most popular being Android and

Windows Phone 7.

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The mobile channel is growing, above all, thanks to its capability of reaching the consumer directly in the right place at the right time. It allows to collect unique data that no other medium, whether digital or even more so traditional one, can deliver. And yet, a question comes up: When is a mobile campaign successful? How to measure the effectiveness of a text messaging campaign? Where to find out if your application works?

First of all, you need to consider what data and indicators of the campaign you want. What should and can you measure in your mobile marketing activities? Then, of course, you have to produce solutions that will deliver the desired metrics. Once you know what will be the indicator of success and you can measure it, you will be able to determine your return on investment.

As with any other medium, a mobile campaign without clearly identified objectives is sim-ply a budget spending and not an investment. The indicators of success you adopt should derive from the objectives that you set for the mobile channel. The factors considered as measures of success will be different for an image campaign and for data collection to populate a database. You can hardly evaluate a mobile banner ad campaign, bulk SMS and mobile app marketing using the same criteria. What you have to do in the first place is to agree with your mobile partner what role the mobile channel is to play in your media mix.

What can be measured? The specific attributes of mobile devices offer opportunities for measurement not to be matched by any other channel of communication so far, be it tradi-tional or digital. Like with the Internet, you are able to analyse traffic to the mobile website, not only as regards the number of visits, but also the quality of such visits, namely the time spent on the website, navigation throughout the website, most visited tabs, return visitor rate and more. You can learn quite a lot about users themselves, not just what region they come from (mobile phones make it possible to locate their bearers with an accuracy down to a few metres!) or what browser they use, but also what mobile phone model they own

HOW TO READ RESULTSOF MOBILE CAMPAIGNS

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and which provider they are with. When it comes to mobile apps, owing to the analytics tools, you can go one step further. You can find out how users use the apps, what they value most about them and which ones they recommend to friends. The time and place of app use will offer an insight into how consumers use your app. The demographic data collected in the application can be compared with the user’s habits to create an invaluable profile in the database.

An application can be used to engage consumers with the brand, build loyalty or drive sa-les. However, the very process of app development is only the beginning. The crucial thing is to encourage consumers to download. Once they have your app in their smartphones, establishing a close relationship and dialogue with consumers through the app become key issues. Data by GfK NOP shows that a UK smartphone user downloaded 15 applica-tions on average in 2010, keeping around 12 of them and using less than five. At the same time, data by IAB UK indicates that 85% of applications downloaded in 2010 were used only once! That is why it is so important to collect data on users and the application itself. This data will let you understand how consumers use your app and get to know its strengths and weaknesses. Such an insight allows you to make even more of the mobile application to achieve the campaign objectives.

With access to and a thorough analysis of the de-tailed data from a campaign, you can optimise your activities. This is immensely important because adjusting the communication to the ever changing conditions helps allocate resources effectively. The mobile channel offers great opportunities to make quick and efficient changes basing on the obtained data. You can, for instance, change creations in the campaign or remove the least effective placements. A data analysis may also demonstrate a need to re-

build the mobile site or to modify the registration process, etc. For mobile applications, you can find out which elements of your app are most appealing from the consumer’s perspective and which ones are not used at all. This knowledge is valuable inasmuch as it allows you to analyse your activities on an on-going basis.

A proper selection of effectiveness criteria for mobile marketing activities and appropriate tools for measuring indicators are of great importance. They make the mobile channel more transparent and easier to manage, but above all less risky and more effective in achieving the communication objectives. No matter if your activities are aimed at building image, collecting contacts or driving transactions, access to suitable data, possibility to analyse it an optimise the activities on a day-to-day basis definitely increase the significan-ce of the mobile channel in the media mix.

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Just like with online campaigns, you will find it useful to measure performance of the particular creations, i.e. views, reach, hits, suc-

cessful hits, conversions, interactions with the banner (watching the video, adding the vi-deo to favourites, clicking “Like” on Facebook, downloading a mobile coupon, making a call, sending a text message from the website and the like). If you use text messaging (SMS), multimedia messaging (MMS) or interactive voice messaging (IVR), for instance, in your CRM, it is of key importance that the effectiveness of the particular messages be analysed. You will study which message generates greatest feedback (responses, phone calls), what time of the day and even under what weather conditions! It is essential to test, measure and analyse all activities. The appropriate data will make it possible for you to optimise your media plan on the spot, remove ineffective placements and focus on those tools which deliver best results. It is best to learn as you go and review your knowledge as you progress.

Although a mobile website should be smaller and easier to browse than an Internet site, its analytics should be at least as detailed. Cer-

tainly, you need to measure the basic parameters, such as visits, views, users, bounce rate, time spent on the site, traffic sources and their quality (number of views and time spent on the site). However, it is worth considering an in-depth analysis. Depending on the purposes that your mobile website is to fulfil, you can count actions, e.g. filled-in con-tact forms, downloaded mobile coupons, downloaded apps, bookmarked pages (added as screen icons), and initiated phone calls. Always try to track the traffic flow within the website (on the particular pages) and interactions, i.e. videos played, “Likes”, addresses checked on the map, events added to the calendar, subscriptions, etc. Your web content will determine what to measure.

Tracking this tool is the key to gain knowledge about users and your communication. App download by a consumer is not everything. On

the contrary, it is only the beginning. 75% apps are deleted within 90 days of installation. Therefore, it is vital that your application is as good as possible – only such apps will stay longer in the consumer’s phone memory. A cool idea and perfect implementation is not enough. An application usage analysis is what matters. How often do users run your ap-plication? At what time intervals? How long are the sessions? What time of the day do they take place and what days of the week? How do users navigate through the app and which functions do they use? Such knowledge will help us discover what to place particular em-phasis on when developing an application, and what can be dispensed with, if anything. You can also analyse the operations being done through your application, e.g. form completion, purchases made, services provided (in particular the kind of services), etc. What you me-asure will depend on the intended purpose of your application. Different elements will be relevant to Citi mobile banking and to a VISA promotional app. In this case, you will focus on the utility issues and attempt to improve the utility of bank transfers or the recording process of VISA card transactions. Still different parameters will be measured for a recipe journal app, by Winiary. Here you will look at what users search for, what recipes are most popular, whether the shopping list feature is used, what products are missing, etc.

push/pull activities

WHAT CAN BE MEASURED?

mobile website

applications

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A brief is fundamental to a good relationship between the client and the agency. This also holds true for marketing activities in the mobile channel. The briefing process is more than just handing over or reading a brief. It is a dialogue that should bring us to a point where both sides are sure they are working towards the same goal.

Joint work on the brief, i.e. discussions, counterarguments, deliberations, an in the end, joint development of the final version are all crucial parts of the process. Without them, it may turn out that the agency has come up with ideas that come short of the client’s expectations. At the stage of briefing, certain questions should arise. All of them are equ-ally important. Some of them may prove to change the initial assumptions and form of the brief. When developing a brief on mobile marketing activities, you have to remember about the basics, such as the objectives of the campaign, the recommended budget, the timing and duration, and relevance of the activities for the business. The most important part is the objectives. There is no brief without defined objectives. They let the agency understand the concept behind their work. But this is where many briefs end. Quite wrong. It is worth adding information that will help the agency place the campaign in the market context. Information about your brand, its market positioning and the market itself (its specific features and level of development) are key. The more understanding of the client’s business and its challenges the agency has, the better ideas it will offer. Any data on the competition in the category is also of importance. Most agencies are able to obtain part of this information on their own, however, it is often the client who has more extensive ana-lyses at their disposal. They are worth sharing – information provided to the agency works for the client at all times.

Context of the campaign is another thing to keep in mind. First of all, what is the objecti-ve of mobile efforts? If they are to be part of a broader initiative, consider identifying an overall strategy for traditional and digital media. Placing the mobile channel in the wider context will help better understand its role in the media mix. Depending on the context, that role can vary. Most important of all, the mobile channel must support the activities

WHAT TO REMEMBERWHEN BRIEFING YOUR AGENCY ON MOBILE MARKETING

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and integrate the other media. Integration does not mean that mobile efforts have to rely on material delivered by the other media. Their role in the media mix is different. However, incorporating creative concepts of other activities in the brief to make the whole thing con-sistent is a good idea. A set of guidelines for brand identification and the permitted degree of optimisation for small screens are of great significance. Not every logo will look good on a mobile phone.

Where mobile marketing activities involve driving sales, special offers and coupon deals, you need to look at the mechanisms and technical aspects of the campaign, like coupon redemption policies, the related challenges and potential threats, the details of a deal, the number of products, etc. All this will help the agency better develop concepts of activities. Assessment criteria for mobile marketing activities are a vital part of the brief. When a campaign is successful and how to measure the success? What tools to use to make it happen? You need to be aware that despite the rapid market growth, still not everything is measurable. Conclusions and experiences of past campaigns, if any, are also of great merit. Obviously, the agency will have such knowledge if it contributed to the previous activities. Briefs often fail to provide the agency with sufficient data on the target group. It is essential to define who the intended audience of your message is. Mere demographics of the group is not enough. What you need for sound mobile marketing planning is also in-formation about the attitudes and behaviours, as well as lifestyles of consumers. Another data set to be considered is the mobile media usage habits of the audience, i.e. what type of handset they own, when and how they use it, how they behave on the mobile Internet, e.g. what websites they visit, what their search trends are, and what types of applications they use, etc. The understanding of the factors that determine the choice of tools will allow to plan the activities better. You will also find it worthwhile to identify any potential barriers and restrictions that may hinder outreach to the de-signated target group.

In principle, briefing on mobile marketing activities is much the same as on the other media. The only thing you ought to remember is the specific nature of the mobile channel and the fact that it does not exist in a vacuum. It works best when combined with the other media and this is how it should be treated: as a support and reinforcement of the other activi-ties. It is very important to realise what role mobile devices are to play in the media mix. This will help you create a good brief which, in the hands of the agency, with a strong strategy in place, will translate into a media success of the brand. Therefore, a mobile brief should be part of the brief on the overall communication strategy. When writing a brief, do not put the final full stop at once. Let questions, challenges and doubts arise. Briefing needs to be viewed as a process resulting in the client and the agency being absolutely sure they are aiming for the same goal.

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Hans Vestberg, CEO Ericsson, observed that the number of smartphones activated every minute is higher than the number of births worldwide. Such a rapid increase in the number of devices and the growing speed of wireless Internet calls for new solutions that effecti-vely manage resources and facilitate navigation. The mobile browser market is developing dynamically. Google is probably the most recognized browser in the world. According to statistical data, the Mountain View giant had more than a 90% share of the mobile browser market at the beginning of 2012. The increase in mobile search volume in the past three years was similar to that previously noted on the market of traditional browsers. Mobile net traffic increased five-fold in the last two years alone, so we can expect a staggering number of mobile searches in 2–3 years. The mobile browser market is expanding more smoothly, and it seems to be insensitive to seasonal fluctuations which affect desktop search engi-nes. Due to their mobile nature, smartphones and tablets are used continuously, including during holidays. A survey of mobile search patterns indicates that smartphones and desk-top computers are complementary. Whereas desktop search volumes show a significant drop on weekends, mobile Google reports the highest number of queries on those days. An analysis of daily search volumes produces a similar trend – smartphone owners use their devices when they do not have access to a desktop computer, i.e. on the way to work, during lunch or while shopping. If we go back to the beginnings of mobile browsers, we can see how search keywords have evolved. Initially, most keywords were highly generalized, including weather forecasts, game scores or the location of the nearest restaurant. Today, most search phrases typed into mobile Google are complete questions comprising four, five and more words. This evolution in search patterns can be directly attributed to tech-nological progress. Contemporary phones with large touch screens and fast and stable operating systems support convenient and intuitive browsing. Google will continue to de-velop its product to make the most of mobile search potential. Recently added applications include voice search, image recognition (Google Goggles), browser shortcuts for quick search of local restaurants, accurate key word suggestion and a browser

MOBILESEARCH PATTERNS

16

history analytical tool. Google has also developed a face recognition application for mobile search. Google invests heavily in new mobile search solutions. Sponsored links redirect the user to mobile websites, they can initiate connections, send text messages or direct the user to a mobile application store. In the near future, search engines will probably support face recognition and tagged object detection. The rapid growth of mobile Internet, mobile websites and applications will necessitate new solutions for managing mobile web data. Search engines will also play a key role in mobile communications. The mobile web market is still a relatively fresh territory, and application developers should hurry up to get a share of this highly promising market.

WHAT IS NEW IN MOBILE SEARCH ENGINES?

The rapid increase in the number of smartphones, mobile web users and, consequently, the expansion of mobile content (websites and applications) call for new data management and access optimization solutions. In 2010, a total of 300 million smartphones were sold worldwide, and mobile data usage doubled. The global mobile search volume on Google increased five-fold in the last 24 months. A few hundred million keywords are typed every day. This is the best time to tap into the emerging opportunities.

People use mobile Internet to search for the same things, but they do it on different days of the week or at different hours. Smartphones enable users to search for a restaurant, bar, museum or a shop on the spot and at a given moment, which is why the highest number of mobile searches is reported at nights and on weekends – from out-of-home locations. By contrast, desktop Internet traffic is highest during working hours, except for the lunch break. Several years from now, the number of mobile searches will probably outpace desktop traffic volume. Mobile search engines have a growing number of specific keywords and phrases. In the United States, every third search for the word “flowers” on Mother’s Day came from mobile phones. According to Google statistics, mobile users type in shorter search phrases (2–3 words on average) and make 50% more typing mistakes than on a desktop computer.

Mobile search volume grows rapidly

Mobile and desktop web traffic differs in respect of usage hours

product search

41%

travel search

29%

restaurant/bar search

25%

job search

22%

flat/house search

16%

general search

55%

sour

ce: w

ww

.our

mob

ilep

lane

t.co

m

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Until now, web users searched for information in order to make direct purchases only through e-stores and on-line services. In conventional stores, there was a time interval between the moment of search and the purchase. Mobile users can search products and compare them even at the shelf. Local searches account for a half of all mobile sear-ches. For marketers, this means that they can access consu-mers when the latter are searching for brand information with the intent of making a purchase.

Consumers use mobile search engines when they want to make a purchase. 70% of direct purchases from mobile devices are made within 1 hour after the search. By comparison, desktop users make a purchase within 1 month after searching a given product. This should not come as a surprise – mobile users who search for a local restaurant are highly likely to visit the venue within 1 hour. Those who are planning to eat out on the weekend will probably search for a restaurant on a desktop computer. The local and immediate nature of mobile searches and the consumers’ willingness to make a purchase will make mobile devices increasingly important brand communication tools in the near future. Many users switch from desktop to mobile search engines. Google has developed a mechanism that combines both channels – synchronized desktop and mobile search history. Geolocation and the click-2-call option are the unquestioned advantages of mobile search engines. According to Google, half a million advertisers worldwide use the click-2-call feature. Google has also introduced an option for checking the availability of a given product in the nearest.

The prices in mobile search engines are determined by keywords and phrases, but they are highly competitive with those offered by desktop search engines. For now. According to Google, dedicated mobile campaigns get 11.5% more clicks on average than hybrid cam-paigns (desktop and mobile). This indicates that mobile optimized campaigns are more effective than other types of marketing communication. With a steady increase in the number of smartphones, mobile search volume will probably

called business39%

looked up on map35%

made online purchase33%

visited business32%

made in-store purchase24%

read or wrote review17%

added to favorites

11%

visited website49%

recommended to friends

11%

sour

ce: w

ww

.our

mob

ilepl

anet

.com

actions after local searchesMobile searches – buy here and now!

Marketers recognize the advantages of mobile browsing

More mobile searches mean higher rates

18

surpass the traffic from desktops in several years. Mobile search engines will implement new search solutions for consumers and advertisers. The former will get more accurate and faster search results, and the latter will have improved access to the former. This im-plies higher rates.

As of September 2011, Google Mobile is not merely an addition to the popular search engine. Google announced that the service will improve the quality score of desktop search results? So why is mobile website quality important? Advertisers with a higher quality score pay less per click, and their adds are displayed higher in search results. This means more website traffic at a lower price. A record high increase in the number of smartphones and mobile browsers implies more searches, more clicks and more mobile website visits. For this reason, efforts should be made to provide consumers with a positive mobile website experience. What does it mean? Enter the name of any top 10 Polish brand in mobile Go-ogle and visit the product website. If it is not mobile optimized, the visit will probably end within seconds. Potential clients hoping to buy a product on your website should not be discouraged from doing so.

According to Google, two-thirds of Polish smartphone owners use their devices while shopping. 18% of them use mobile browsers to compare product prices. Every sixth user admits to having changed their purchasing decision based on mobile information. In the era of super offers, it should not come as a surprise that 41% of phone owners do not object to mobile advertising in the form of special offers or benefits. Mobile coupons are used by every seventh smartphone owner. This opens a huge market of phone users willing to receive ads in return for co-upons. Even if m-coupons do not completely oust group purchases from the market, they will significantly limit their popularity.

Mobile websites improve the quality score

Mobile coupons will replace group purchases?

70% of searches lead to action within:

1 HOUR - mobile searches 1 MONTH - desktop computer searches

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91% of American phone owners visit social networking websites, compared to only 79% of desktop users. An average American spends nearly 3 hours daily on mobile Internet, ma-inly on social networking websites. Are mobile users more community oriented? It seems that social networks have finally found their natural environment – devices which have been developed for the primary purpose of communication and which pave the way for the development of new communication tools.

The term “mobile social media” denotes the use of the following services via a mobile phone: - social network platforms and applications for communicating with friends and sharing

content, including in real time, - social network games, - mobile commerce services based on geolocation.

A mobile phone is not just a new medium which enables community members to use social networking websites in the same way as in the case of laptops and desktop computers. Geolocation (information on the current location of a mobile phone user) opens a whole new world of marketing opportunities through social media. In the coming years, marke-ters will search for innovative solutions that combine social networks with geolocation options, i.e. solutions that connect the real world with the virtual universe. The first at-tempts to reach the above goal include mobile commerce campaigns based on gamifica-tion and applications which support basic social networking functions.

The leading players on the global social media market, including Facebook, Google, Twit-ter, Groupon and Foursquare, have engineered their own mobile commerce strategies and geolocalized offers. Marketers rely on the potential of social networks to provide users who log into a particular service (Facebook, Foursquare) with unique offers. Mobile users receive bonuses during a promotional offer or they are rewarded continuously for their

SOCIAL NETWORKSGO MOBILE

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loyalty to the brand (Foursquare). Facebook accepts mobile payments for service credits. Brands use social networking websites to communicate changes in their product offer (Twitter), advertise services, places and offers in a given category, products recommen-ded by network members (Foursquare) or special offers available in the customer’s cur-rent location (Groupon). Consumers can find out more about the product by scanning its bar code and checking its price in an online store.

Many advertisers move one step further, and they take advantage of the gamification phenomenon. In this process, gaming mechanisms are included in daily activities. Combined with geolocation and so-cial networking applications in mobile phones, ga-mification creates new opportunities for innovative campaigns. “Happiness in Numbers”, a game deve-loped by Coca-Cola to boost its summer campaign, is an example of the above. Customers were asked to perform specific tasks by logging into a given location, taking photographs and posting them on a social networking website. The users were awarded points which could be exchanged for prizes.

Applications that rely on basic social networking functions are the simplest solutions which integrate mobile devices with social media. They provide users with practical tools for improved communication with other network members, including personal content sharing (messages, photographs). The Heineken Open’er 2011 pocket guide is an excellent example of an application that draws upon the human need to share experiences with others in real time. Smartphone owners could use the application to post concert photos and comments on fanpages. Locations were identified by GPS tracking and they were sto-red in memory to enable users to find their friends in the campsite. This example shows that mobile solutions will be fused with social network applications in the future.

Geolocation options and mobile social media will undoubtedly revolutionize social networ-king platforms. They will pave the way to even more creative and innovative advertising. Marketers will have to translate those innovations into engaging communication tools which are compatible with the social networking environment and consumer behaviour.

Nearly 500 million people worldwide use Facebook on mobile.

More than 2,5 million people in Poland. They are on average twice

as active as desktop users.

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Understanding and identifying the role of the mobile channel in the overall communication strategy is fundamental to its use.

Use of the mobile channel in the communication strategy allows better use of the other media and synergy effects.

The mobile channel makes it possible to reach out to those consumers who have never been reached with the message before.

The mobile channel, unlike the other media, allows to reach the user in the right place and at the right time at once.

With interaction and direct response mechanisms, the mobile channel inspires traditional media to be more active and dynamic.

Five most important things every marketer should remember

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SUMMARY

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