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Marketing strategies to win over the CPG customer

Brands to invest in consumer engagement and education

The analysis of Criteo's sponsored products CPG data underscores the trend of the always-on shopping list where consumers add to, and purchase from, a mix of mobile, tablet and desktop devices based on convenience.

Yet, despite shoppers' growing preference for online shopping in this category, which encompasses pantry and snacks, healthcare, baby care, paper goods, fabric care and personal care, each subcategory is defined by varying purchase patterns and brand affinity considerations.

According to John Roswech, Executive Vice President, Brand Solutions, Criteo, "The desire for convenience has driven the growth in online shopping as the modern shopper expects easier, faster and more personalized experiences for products they use every day."

Key findings from the report included:

1. Seasonal Holidays and Weekends Spike Sales
   CPG sales show spikes from Cyber Monday through New Years, suggesting resolutions are making shoppers stock up on essential items to start the year off right. The top categories performing during the 2017 holiday break were personal care (4.7 x average daily sales), beauty care (4.6 x) and pantry snacks (3.3x). Similarly, the Criteo data also saw CPG mobile sales increasing on weekends, as consumers gravitate toward better app and payment experiences. In the past year mobile CPG growth has ranged from 5% - 10%.
2. Convenience Key to Success
   When looking at the most important reasons for making a purchase at a specific website, free shipping on returns was ranked as the top priority across baby, grocery, health and beauty aids. This is especially prevalent with grocers, as many customers are now not only expecting free delivery, but also delivery within the same day. This was followed by available discounts, organized product reviews, appealing photos and a good range of unique products. Convenience also has the power to secure repeat customers. Criteo found that 36% of Big Box shoppers return to buy while grocery stores saw repeat shoppers of up to 64% in the first six months of 2018.
3. Personal Care Wins New Shoppers
   The category most likely to convert new shoppers within CPG shopping online is personal care; with beauty brands often debuting new products, enticing first-time shoppers. Criteo found that 30% of attributed personal care purchases were from new users, which is directly opposite from the food category which has the lowest percentage of brand affinity purchases.
4. Impulse Purchasing Frequent Online
   While in-store unplanned purchases are roughly consistent across categories, there is significantly more variety in impulse behavior online; more than a third of online baby care shoppers confirm that they make impulse purchases. This is likely due to the personalization that is possible via technology online and can be lacking in brick-and-mortar. These high-intent shoppers know where to find their CPG items and are more focused on executing the transaction.

The full report findings have been made available for free download from Criteo's web site: http://www.criteo.com

Have you seen The Marketing Factbook?

The Marketing Factbook will help you up your marketing game, walking you through the techniques, metrics, reporting, analysis, marketing models, technologies, tools and innovations you need for a hgih-profit, high-rentention marketing strategy.

This comprehensive marketing guide has 400+ packed pages of marketing strategy, trends, best practices, do's and don'ts, practical know-how, facts and figures, and tons of ideas to boost sales revenue, market share, ROI, and profits. It's the report no marketer can afford to be without.

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