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Lightbox Loves

Lightbox Loves: Good Brand Hunting

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There has never been a greater call for a hero against the enemies of our damsel in distress – Planet Earth. To win against foe’s of sustainability and charity, we need people willing to fight The Good Fight; and those people need a leader. This is where your brand comes in.

So what is The Good Fight? Aristotle wrote about the “three proofs“ or the 3 appeals: Ethos, Pathos and Logos as a means to convert people to join your good fight. The three proofs were to be used by people to make good of their personal life, but what if brands applied these laws to themselves?

Ethos puts characteristic at the start of any journey: what do you want your brand to be? What do you want your brand to stand for? In Aristotle’s Nicomachean Ethics he mentions the idea of eudaimonia – the idea that you aren’t just good, but rather you become good/flourish into a good being. Objectives and actions are what results in a good, memorable brand. Whatever market you’re in, you must first figure out what that market and the brand contributes to the things that could damage our world physically and mentally.

Pathos – like any great ad that has spoken to you emotionally, they need to connect to your life whether by directly appealing to everyday things we all go through or (the game changer) by showing world problems we are distant from as they were happening on our exact streets e.g. the Save The Children “Most shocking second a day” video. By brands relating themselves to a cause, they take the mantle for the fights that others can’t fight. Another example is Iceland’s stance on palm oil. This is important because even though someone may not relate to that exact ad, everyone can relate to a time they needed the big guys to fight their corner – and that is the sweet spot brands need to hit.

Lastly, Logos is the appeal to logic, making it difficult for people to argue against your cause. For example, Immanuel Kant’s Contradiction in Will says; for a maxim such as ‘no one should help one another to exist’, it must violate itself as you would need help to bring said maxim into fruition.

When all three proofs are dialled in at the right frequency you get a brand beloved, credited with and the embodiment of The Good Fight.

Lightbox Loves

Lightbox Loves: The Growth of Disloyalty

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It might sound controversial, but the future of customer loyalty looks to reside in low commitment. Where once the long-term contract reigned supreme, there has been a rise of subscription or pay-as-you-go models, such as gyms, TV services and mobile phones. In July 18 subscription TV services overtook traditional pay TV models[1] . It’s time for other industries to pay attention.

This gap between the purchase and committing spend has proven to actually encourage an increase of overall purchases. In the fashion world, Swedish firm Klarna partnered with ASOS to allow shoppers the freedom to buy, but only pay once they’ve decided to keep the product, up to 30 days later. The benefits for the brand a consumers alike were clear, as order values increased by 30% and spend by 34% [2]. Similarly, Amazon’s Prime Wardrobe is also following a similar model, giving customers 7 days to try up to £750 worth of clothes before purchase.

New challenger brands in the mattress industry embrace the “try before you commit” culture, with many offering 100 night trials. The likes of Eve and Simba have already taken a 5% share of the market, with a predicted 20% still to come over the next 3 years. Sales of Eve mattresses specifically have grown 100% from 2017 to 2018, and, perhaps more surprisingly, return rates have fallen[3]. As our own QT shows [4], 70% of consumers like to touch and feel furniture before they buy, an extended trial period can only help with this.

The temptation and freedom of such trials encourages people to buy and keep products, they might not have picked them up in the first place if payment was upfront. A recent trends report[5] proposes that if companies can emphasise the ease of exit/entry to their services they can actually maintain long-term loyalty.

It’s difficult to see what this would look like for other industries, but that’s not stopping some, even from the least engaged-with industries. Energy and insurance providers have started enabling consumers to switch whenever they want, benefiting from and fuelling this rise in disloyal loyalty. Consider the services you use and the brands you encounter, and think if there could be a new way to engage with them.

[1] https://www.ofcom.org.uk/about-ofcom/latest/media/media-releases/2018/streaming-overtakes-pay-tv

[2] https://www.theguardian.com/money/2018/nov/17/klarna-buy-now-pay-later-system-that-is-seducing-millennials

[3] https://www.theguardian.com/business/2018/mar/23/sleepy-world-of-retail-mattress-sales-gets-rude-awakening

[4] The QT – November 2018, the7stars propriety consumer tracking study

[5] https://www.foresightfactory.co/2018/01/11/this-is-what-brand-loyalty-looks-like-in-2018/

Lightbox Loves

Lightbox Loves: The Continual Rise of Quantified Self

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The ubiquity of data is no new phenomenon and major news stories relating to big data are as regular as ever. Historically, the handling of big data required significant IT infrastructure and investment, with specialized expertise and equipment. Such requirements kept it exclusively in the hands of major industries like banking and telecoms. However, personal data is becoming evermore accessible as individuals start to take ownership of their digital selves.

Wired magazine (1), coined the phrase ‘quantified self’ to refer to the increasing occurrence of self-monitoring and analysis, be it through apps, coding courses, open-source data or wearables. There’s seemingly no limit to how much we can analyze now, from our heart-rates, diet, sleeping patterns, spending habits, reading history and even happiness.

As of November 2018, there were “over 260,000 health and wellbeing apps in the Apple store” and according to Mintel, smartwatches hit an estimated four million in 2017, up 18% on the previous year, and an estimated 20% of Brits are “using wearable technology to measure their steps (2). Growth in the UK has been modest, worldwide, smartwatches grew 88% to 141 million in 2018 YOY (3).

Whilst benefits such as increased self-awareness may seem obvious, it’s not without two significant potential pitfalls. The first is nothing new. Professional data handling still requires major IT infrastructure, most easily tackled by large companies. Profit combined with personal data will always raise eye-brows, and the introduction of GDPR aims to give the public some level of peace of mind although how effective it is is yet to be seen. However, it’s not all nefarious and shadowy from brands. The Apple Heart Study is a collaboration between the tech-giant’s available data and Stanford Medicine, aiming to increase the accuracy of identifying irregular heart rhythms (4).

The second, is more focussed on individuals. With great data comes great accountability, and it’s down to each person to properly interpret and understand their data to avoid any erroneous self-diagnoses or false conclusions. The term ‘cyberchondria’, referring to people over-diagnosing their symptoms based on Google searches and alike, has been coined in recent years. For individuals, there looks to be a degree of recognition that a more fruitful relationship with their data can come as a result of upskilling, with online searches for things like ‘coding courses’ reaching an all-time high in July 2018 as people look to avoid this pitfall.

It seems ‘lifelogging’ is here to stay and some people are starting to see the benefits of being ‘data driven’, but remember the golden rule if you’re going to dive into your data yourself: correlation does not equal causation!

 

1.https://www.forbes.com/sites/stevenrosenbaum/2015/05/17/the-quantified-self-measuring-to-curate-your-life/#22fc67055ab5

2.http://www.mintel.com/press-centre/technology-press-centre/sales-of-fitness-bands-and-smartwatches-approach-four-million-devices

3.https://www.statista.com/statistics/538237/global-smartwatch-unit-sales/

4.https://www.apple.com/newsroom/2017/11/apple-heart-study-launches-to-identify-irregular-heart-rhythms/

5.https://gadgets.ndtv.com/tv/news/apple-airpods-upgrade-trademark-filings-1943252

What's Hot

The Hotline – November 2018

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Shortlist has announced that it will be closing down the print magazine with the last issue due to be published on the 20th December this year. The publication circulated just over 500,000 free copies a week according to ABC figures for the first six months of 2018. This makes the free weekly the biggest men’s magazine in the UK, with distribution taking place in nine cities across the country. Shortlist will continue with an online presence whilst the group Shortlist media will move forward with a rebrand as ‘The Stylist Group’ to focus on its free women’s magazine Stylist. Across the wider print market men’s magazine circulations have seen a large decrease in recent years with the Men’s Health in particular suffering the most, seeing a 16.4% YoY.

 

Channel 4 has announced its intention to move its national HQ to the city of Leeds alongside two smaller new production hubs in Bristol and Glasgow. The new HQ has been described as a “broad-based centre” that will entail commissioning, production and digital content. The broadcaster will keep a headquarters in the capital, however 200 out of 800 staff will be moved to Leeds. The Northern city was chosen above contenders Birmingham and Greater Manchester with the aim of capitalising on talent in wider parts of the UK. Channel 4 chief executive Alex Mahon said she wanted to “supercharge the impact we have in all parts of the country”. The chief executive of Screen Yorkshire, Sally Joynson has commented that the move would be “transformational” for the TV industry in the city and North of England.

 

Despite a recent 13% dip in its global audience, the Mail Online is set to hit record revenue levels – overtaking levels achieved by its print counterparts, The Daily Mail & The Mail on Sunday, for the first time. The online news site trumped the print titles’ combined revenue of £119m by 3% – bringing in a cool £122m in revenue for DMGT. With print circulations continuing to decline, publishers are needing to expand their portfolios and take advantage of the broadening use and capabilities of digital platforms and technologies. Although web traffic to the site suffered, due to a decline in indirect visits from social media platforms, after Facebook’s decision to deprioritise news appearing in users’ feeds, the time spent on the site reportedly increased to a daily average of 145 minutes, with the majority of that coming from direct traffic.

 

It’s the most wonderful time of the year, which can only mean one thing…the battle of the Christmas ads is in full swing. Arguably the most anticipated ad is the notorious efforts bought forward by John Lewis each year. However, they’ve had stiff competition from Sainsbury’s, Iceland & Aldi. Despite pulling in the big guns (Elton John), John Lewis’s ad failed to reach the top-spot in Marketing Week’s survey of their readers’ favourite Christmas ads, coming in 4th after the aforementioned brands. 20% of Marketing Week readers voted Sainsbury’s’ “Big Night” as their favourite festive ad of 2018, with Iceland’s emotionally charged partnership with Greenpeace coming in 2nd – despite it being banned from airing on TV – and Aldi’s Kevin the Carrot in third.

What's Hot

A Spotlight On Black Friday

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This year’s Black Friday was a successful day of deals for many UK retailers. John Lewis & Partners reported record sales, despite suffering issues with the website during this crucial shopping period. Their sales were up 7.7% YoY and they claimed it was the biggest sales week in their history.

But to take a look at what Brits were actually buying, our Lightbox team took to the streets and shopping centres in and around London. Scouring Brent Cross, Westfield Stratford and Oxford Street in a bid to get a first hand experience of the day for British shoppers. The above photo was Oxford Street at 9am that day – not quite the brawl of previous years.

One finding was that there was a degree of deal confusion. According to new findings from the QT – 47% of Brits feel lost in the sea of promotions. In-store, retailers were opting for deals on deals on deals – with promotions such as 50% off everything, combined with free gifts according to a spend over a certain amount. The issue encountered by shoppers here was that the additional gift wasn’t communicated until they reached the counter, sending them into a panic to buy enough to reach the threshold and win big. The in-store experience therefore suffered, with bigger queues resulting from the confusion.

There has been a level of scepticism from Brits about the day itself, with 81% saying that its possible to get good deals all year round – calling into question the significance of this particular shopping event. A question often asked is whether Brits decide to use Black Friday as a way to wade through their Christmas shopping. But we’ve found that this is less prominent than retailers lead you to believe. According to findings from the QT, only 13% of Brits said they were buying Christmas gifts purposely on Black Friday, which was a slight increase on our 2016 findings – which sat at 10%. Even so, this still constitutes a minority.

During our consumer safaris, we could see for ourselves how it was often the gift displays left somewhat abandoned. Despite offering tremendous discounts, they were only an afterthought to a new pair of trainers or winter coat. Indeed, 13% of Brits admitted that they end up buying items they don’t really need.

With a lot of the action moving online in recent years, we also tested whether the deals were as good as they sounded through the e-commerce route. Tracking a selection of headline deals from the Amazon homepage using Camel Camel Camel (an Amazon Price Tracker tool), it was discovered that of the sample, 59% were the cheapest price that they had ever been. However, on average, prices were only 2% cheaper than their previous lowest price, and around 1 in 8 products had been the same price as on Black Friday at a previous point in time.

Which? Research ran a similar analysis on the 2017 deals, and tracked prices of these items post Black Friday. 87% of their items were the same price, or cheaper within the following 6 months, with 47% cheaper than on Black Friday.

With less footfall on the streets, we conclude that savvy shoppers with the tools to price track for themselves are beginning to question what constitutes a deal. There is an opportunity for retailers to cut through the clutter with their next sale period – either streamlining their promotions or simplifying their communications – to help improve the in-store and online consumer experience.

What's Hot

NeedStates: The Role Of Video

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Contrary to popular belief, consumers aren’t abandoning television; they are seeking out video content in alternative spaces to suit their needs.

By 2023 TV is predicted to account for 61% of video viewing and SVOD 14%; Netflix on its own is on course to reach a whopping 10 million subscribers by the end of 2018.

The above stats make for impressive reading but Thinkbox were keen to understand why people watch video in the first place.

In 2013, Thinkbox commissioned research to identify the different needstates that drive video viewing. The results of this showed there to be 6 in total; unwind, comfort, connect, experience, escape and indulge.

5 years on and a repeat of this study, entitled “The Age of TV”, showed this to have evolved because of the proliferation of online and mobile video. In addition to the 6 needstates defined in 2013, a further 2 needstates have been identified as defining our video viewing habits; do and distract.

Distract, which accounts for 18% of video viewing, is described as filling time or providing viewers with a brief break from mundane tasks. Predominantly this content is made up of short-form videos with the aim of lightening the viewers mood i.e. when commuting or waiting for a TV show to start.

Do, meanwhile, serves a far more functional purpose.  Driven by online video (more specifically YouTube), this satisfies the need for useful information that can be practically applied in life (i.e. Instructional videos for cooking or DIY) and makes up roughly 2% of video viewing time.

What’s most interesting about these newly discovered needstates is that they are predominantly made up of the 16-34 demographic. Notably, for 16-24s, 29% of viewing is driven by the ‘distract’ needstate.

On the face of it, this is a reasonably worrying statistic. If viewers are watching video content without concentrating then it’ a concern for advertisers that viewers might not be recalling the ads they are exposed to.

This is a question yet to be answered and represents the next logical next step for this research. We need to know how receptive consumers are to advertising when consuming video for each needstate; these insights would be hugely valuable to advertisers and could significantly impact video advertising strategy.

Ultimately, identifying these 8 needstates is a great start in the journey to understanding the role video plays in consumers lives. However, given the complexity of the topic and the rate at which the video market is developing, we are at the beginning of a very long  road of discovery.

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The Facebook Dilemma: Why MPs are calling for more regulation

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Facebook has recently come under scrutiny for its role in enabling the Arab Spring of 2010, the destabilisation in the Ukraine and, most recently, violence in Myanmar. Closer to home, there have been accusations of foul play associated with the EU Referendum. Twitter, meanwhile has been in hot water with the public after refusing to immediately ban conspiracy theorist Alex Jones for sharing offensive content on his feed.

It’s not difficult to see how tech giants and social platforms have come to play a role in provoking civil unrest across the world when you consider that, so far, they have been allowed to develop outside the confines of independent scrutiny.

Indeed, without regulation, content on these channels has frequently veered towards the extreme. YouTube, for example, seems to direct users to more extreme political videos with continued viewing, while engagement with fake news and clickbait on Facebook has been proven to have perpetuated a cycle of extremist content.

Some companies are beginning to take the issue more seriously. Facebook, for example, changed its algorithm this year to give preference to the content of friends and family in users’ newsfeeds. It also introduced ad transparency regulations and made the labelling of political ad sources explicit. Google also made changes to its monetisation policies for YouTube and to the resources dedicated to the removal of extremist content.

Regardless, there has been further appeal for more direct intervention. Leading MPs called for Mark Zuckerberg to appear in front of an international grand committee on “disinformation and fake news” this week, however he didn’t show up. Meanwhile, Ofcom has called for Facebook and Google to be independently regulated.

Despite this, advertisers have not been inclined to boycott these social media platforms largely because there  few other routes that can offer the same scale and reach and although brand safety concerns led some away from social media platforms they are still comparatively brand safe in the digital landscape.

Facebook newsfeeds, for example, are dynamic, so ads are unlikely to appear next to inappropriate publisher content repeatedly. Even if they do, the brand is extremely unlikely to be tarnished by association because of newsfeed layout and the separation that lies between.

The story is different with YouTube though, as ads are placed in pre-roll format directly before video content, which is why some brands have been accused of directly funding inappropriate content.

Ultimately, it’s clear that greater regulation is needed across tech communication platforms. The challenge for tech giants will be how to offer this without compromising the level of user freedom that they were built upon.

What's Hot

What’s Hot – November 2018 Edition

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Shortlist has announced that it will be closing down the print magazine with the last issue due to be published on the 20th December this year. The publication circulated just over 500,000 free copies a week according to ABC figures for the first six months of 2018. This makes the free weekly the biggest men’s magazine in the UK, with distribution taking place in nine cities across the country. Shortlist will continue with an online presence whilst the group Shortlist media will move forward with a rebrand as ‘The Stylist Group’ to focus on its free women’s magazine Stylist. Across the wider print market men’s magazine circulations have seen a large decrease in recent years with the Men’s Health in particular suffering the most, seeing a 16.4% YoY.

Channel 4 has announced its intention to move its national HQ to the city of Leeds alongside two smaller new production hubs in Bristol and Glasgow. The new HQ has been described as a “broad-based centre” that will entail commissioning, production and digital content. The broadcaster will keep a headquarters in the capital, however 200 out of 800 staff will be moved to Leeds. The Northern city was chosen above contenders Birmingham and Greater Manchester with the aim of capitalising on talent in wider parts of the UK. Channel 4 chief executive Alex Mahon said she wanted to “supercharge the impact we have in all parts of the country”. The chief executive of Screen Yorkshire, Sally Joynson has commented that the move would be “transformational” for the TV industry in the city and North of England.

Despite a recent 13% dip in its global audience, the Mail Online is set to hit record revenue levels – overtaking levels achieved by its print counterparts, The Daily Mail & The Mail on Sunday, for the first time. The online news site trumped the print titles’ combined revenue of £119m by 3% – bringing in a cool £122m in revenue for DMGT. With print circulations continuing to decline, publishers are needing to expand their portfolios and take advantage of the broadening use and capabilities of digital platforms and technologies. Although web traffic to the site suffered, due to a decline in indirect visits from social media platforms, after Facebook’s decision to deprioritise news appearing in users’ feeds, the time spent on the site reportedly increased to a daily average of 145 minutes, with the majority of that coming from direct traffic.

It’s the most wonderful time of the year, which can only mean one thing…the battle of the Christmas ads is in full swing. Arguably the most anticipated ad is the notorious efforts bought forward by John Lewis each year. However, they’ve had stiff competition from Sainsbury’s, Iceland & Aldi. Despite pulling in the big guns (Elton John), John Lewis’s ad failed to reach the top-spot in Marketing Week’s survey of their readers’ favourite Christmas ads, coming in 4th after the aforementioned brands. 20% of Marketing Week readers voted Sainsbury’s’ “Big Night” as their favourite festive ad of 2018, with Iceland’s emotionally charged partnership with Greenpeace coming in 2nd – despite it being banned from airing on TV – and Aldi’s Kevin the Carrot in third.

We are delighted to have been named Best Research Team at the Media Research Awards

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23rd November 2018 marked the bi-annual Media Research Group (MRG) awards, held in Bratislava after the 3-day annual conference.

the7stars were privileged enough to be shortlisted in three categories: Best Research Team – Media Agency, Rising Star, and Best Collaboration – for our whitepaper co-authored with Sign Salad on the topic of Diversity in Advertising.

 The competition was fierce, but we managed to bring home two trophies – beating Mediacom and OMD to the title of Best Research Team, in what the judges said was a unanimous decision, and our own Michelle Milner taking home Rising Star alongside her friend Jess Percival of Twitter.

 One of the only opportunities to celebrate media research at its finest, and after our success at the other ceremony of note in our industry – Mediatel Research Awards – back in February, we were delighted to have ‘done the double’!