Posts Tagged ‘pepsico’

How Ann Mukherjee (PepsiCo) Keeps Whetting Consumers’ Appetites

January 15, 2015
Ann Mukherjee (PepsiCo)

Ann Mukherjee (Pres., PepsiCo Global Snacks)

In the fiercely competitive and fickle beverage and snack business, you need a marketing leader with a deep understanding of the consumer landscape, an eye for innovation and the ability to delight consumers. One might argue that Ann (Anindita) Mukherjee is a “consumer whisperer” of sorts; she gets consumers and seems to be in lockstep with the latest trends in the art and science of marketing.

Mukherjee has built an impressive resume of accomplishments since joining PepsiCo and Frito-Lay in 2005, where she has advanced from VP of marketing to CMO at Frito Lay and is now President of PepsiCo’s Global Snack Group and Global Insights Group. Her leadership helped Frito-Lay reach $14 billion in sales with consistent annual growth rates higher than the global snack category as a whole.

Her most notable and enduring Frito-Lay campaigns include Doritos “Crash the Super Bowl” – the poster child for user-generated advertising –  and “Do Us a Flavor.” The “Do Us a Flavor” Facebook contest, which also leveraged consumers by helping them pitch ideas for new chip flavors, earned a 2014 GMA CPG Innovation and Creativity award. In its 9th year, Frito-Lay’s “Crash the Super Bowl”, the largest online video contest in the world, has upped the ante, with its grand prize winner not only walking away with a cool $1 million, but a year-long gig at Universal Studios. These consumer engagement tactics resonate with consumers, causing them to feel empowered to participate and seek out brands that encourage this behavior. The “Crash” ads “are really not talking about Doritos at all,” says Peter Daboll, CEO of television analytics company Ace Metrix. “They’re more like sitcoms. And viewers respond to them because they’ve got a certain authenticity, aren’t overly produced and didn’t go through five approval committees at the marketer or several remakes by an ad agency”.

But Mukherjee, who has been playfully dubbed the “Queen of Corn,” has focused on much more than advertising. As she told the New York Times in 2012, “Demographics, the aging population and changing ethnic mix, and bifurcating income are the trends reshaping the way people are eating,” Ms. Mukherjee said. “We’re snacking more often during the day, and we’re looking for snacks that are more satisfying physically and healthier.” To meet these various challenges, Frito-Lay launched new brands like Stacy’s Pita Chips and Sabra for the more health conscious, and expanded the Lays and Cheetos brands into dollar stores and other discount outlets.

In a speech at Snaxpo 2014, Murkherjee noted that, “Mass marketing no longer resonates with today’s consumer and it must be replaced by one-on-one marketing with dedicated focus on pre-shop behavior.” According to Murkherjee, research has shown that 76% of purchase decisions are influenced before consumers even start shopping, primarily in the forms of social media and consumer written reviews. As such, there are significant strides to be made in the realm of word-of-mouth marketing.

So what’s next for the now President of PepsiCo Global Snacks & PepsiCo Global Insights? The need to gain a better understanding of the ways that technology will continue to change the retail experience, and continued expansion into emerging markets. “When people think of Lay’s they think America, but actually we have some of our strongest audiences around the world,” Mukherjee says, “There are no borders anymore, we all know that. The world is global. Everyone knows that. The same is true for the potato chip.” Chew on that!

See Mukherjee speak at BRITE ’15 (March 2-3, NYC) and hear more about her efforts at PepsiCo and how to leverage the art and science of marketing.

BY JENNIE MILLER AND MATTHEW QUINT

Investing in Unconventional Thinking

April 23, 2013

PJA Some of the best brand stories emerge from unconventional thinking, especially in a market environment where pure financial wins are harder and harder to come by. Big blue-chip companies are increasingly turning to less traditional methods for expanding brand awareness and affinity by adding a more “human” touch to their marketing efforts. At the BRITE ’13 conference, PJA Advertising + Marketing’s President Mike O’Toole led a panel of marketers from Intel and PepsiCo who have invested in just this type of thinking. Panel members relayed some unique brand-building tactics and how they’re positioning themselves for stronger relationships with current and future customers.

O’Toole, host of PJA Radio’s “The Unconventionals”, started the conversation by noting some of the common characteristics of outside-the-box approaches. In particular, he highlighted the long-term nature of these initiatives, saying, “There’s a sense that if you create experiences that your customer cares about, the goodness will accrue back to you over time.” He also notes that content-owned platforms, vs. external media sponsors, have become a popular tactic in recent years. Txchnologist, an online magazine created in partnership with and sponsored by GE, is one example. Populated by a network of freelance writers and reporters, Txchnologist articles and op-eds discuss technology and innovation’s impact on modern day society. Through this vehicle, GE is able to drive conversation in the space and strengthen its position as an industry thought leader.

Another approach is to provide an outlet or resource that allows consumers to relate better to, or learn from, a brand. Both Intel and PepsiCo have heavily relied on this strategy, lending to the success they’re now seeing nearly three years after kicking off their respective initiatives. Intel’s Creators Project was developed to support new and emerging artists in music, film and design. Run by Creative Director David Haroldsen, the Project produces videos, releases albums, and builds stages for bands, among other things – all in the hopes of showing younger generations how technology enables them to reach larger audiences and celebrate creative expression.

PepsiCo, on the other hand, dedicates about 10% of its digital media spend working with startups during their nascent stages, believing that early investment in these highly innovative companies will lead to valuable business partnerships down the road. PepsiCo Beverages’ Global Head of Digital Shiv Singh tells Crain’s, “We decided to formalize a relationship, to really think about how to bring infrastructure to supporting startups, helping them help us.” Singh likened the relationship to a venture capital firm, but without the need for a checkbook. Startups benefit primarily from PepsiCo’s guidance on things like monetization strategies and marketing insights. PepsiCo team members co-locate incubator spaces, sponsor key events and broaden media relationships. In turn, these startups help develop PepsiCo’s credibility in the social and digital spaces.

Both Intel and PepsiCo have hit plenty of speed bumps before achieving the results they are seeing today. The panelists were also quick to underscore the importance of ongoing measurement. Data and findings from focus groups, website traffic, and attendance at sponsored events are critical to recalibrating program strategy where needed and helping to secure increased budget, time and credibility.

Watch BRITE ’13’s “Unconventional Marketing Investments” to learn more about how PepsiCo and Intel go beyond traditional marketing tactics to strengthen consumer engagement.

Visit Public Radio Exchange for full episodes of “The Unconventionals,” a PJA Radio Production with academic sponsor The Center for Global Brand Leadership at Columbia Business School.

BY NANDITA RAY

PepsiCo: Think Fast to Keep Up with the Digital Consumer

February 19, 2013

Shiv Singh PepsiCo Beverages’ global head of digital Shiv Singh has spent a good part of the last few years advising small businesses, start-ups and blue chip brand managers alike on how online and mobile innovations are impacting traditional marketing strategies. Along with penning the book Social Media Marketing For Dummies in 2012, the digital marketing guru has presented on the topic at high-profile venues from ad:tech in New Delhi to Austin’s SXSW, outlining what steps are needed to stay relevant and engaging in the increasingly social, fast-paced consumer environment.

To market effectively, Singh underlines the importance of real-time insights, saying, “It’s the only way to truly stay culturally relevant with consumers.” This is clearly a challenge given that marketing activities within large companies have traditionally required 9 to 12 months’ lead time before a campaign, or even a statement, goes public. This fundamental shift in process is a giant step, but if done right, jumping that hurdle can propel brands into the next level of social media savvy. Oreo’s Super Bowl Tweet in response to the power outage this year – which was retweeted 10,000 times within one hour, according to Chicago Business – was a great example of how quick turnaround can have a big payoff.

Another more recent example comes straight out of Singh’s backyard. As Digiday reported, Pepsi was one of the first major brands to jump in on the newsfeed-clogging Harlem Shake craze that appeared online in late January. With more than 44 million views on 12,000+ meme-related videos uploaded by mid-February (according to the Mercury News), the cola brand released two commercials – one featuring Pepsi, another Pepsi Max – reflecting the importance it places on pop culture and real-time relevance to engage consumers.

See Mr. Singh speak about how PepsiCo is making its brands relevant for future generations at our BRITE ’13 Conference (March 4-5, NYC).

BY NANDITA RAY

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