How Brands Are Missing The Mark With Modern Aussie Mums

How Brands Are Missing The Mark With Modern Aussie Mums
SHARE
THIS



In this guest post, Christie Nicholas (pictured below), founder and managing director of Kids Business Communications, explains how brands are failing to engage the modern Australian mum, and outlines a few ways to turn this around.

Christie Nicholas

There are a lot of brands out there trying to sell products and services to mums and wondering why they’re not getting the attention their brand rightfully deserves. More often than not, the products themselves are excellent. They are delivering to the market a superior product, fair prices, on trend and it solves a problem. What’s not to love?

It is confusing for brands when they know for sure their product is brilliant, yet the sales simply don’t stack up. In the 15 years I’ve been in the marketing to mum space, I’ve worked with close to 200 brands across every single industry. From established multi-nationals, to small and medium sized business, I’ve observed and often been part of the journey, the challenges and the effort brands go through to build a customer base and successfully grow a brand. Seeing first-hand what certain brands do to excel and how their competitors get left behind is both inspiring and frustrating.

Being in the thick of discussions with companies about what is or isn’t working, I’ve been faced with a lot of questions that brands – regardless of size – need answers to in order to address roadblocks, new trends and consumer expectations. The opportunity came up with Kids Business Communications, the specialist agency connecting brands with mum via PR and marketing, to consolidate key questions these brands wanted answers to and go ask the mums themselves.

Questions such as: Why aren’t mums buying our products? Who is influencing mums’ decision to buy? Where are mums hearing about new products? Should we be doing what everyone else is? What is the best way to reach mums?

The end result was a comprehensive survey with 2,000 mums who generously mapped out what every marketer needed to know if their brand was ever going to make an impression on her. The full results are being released for the first time at the Mums Marketing Conference and raise practical points that brands need to address if they want to be successful in this space.

  1. For starters, brands can’t be all things to all people. Mums are not all the same. Brands that have a solid idea of the type of mums they want to appeal to, pave a clear pathway to find them. Start by building a consumer profile. This can be advanced market research or internal brainstorming. It makes it so much easier to find her when you know who it is you are looking for.
  2. Are you looking for her in the right places? Mums operate in two worlds equally – online and offline – and there are more opportunities for brands to target their reach in both spaces. The research shows this generation of mums are part of more online parenting groups than ever before. Seventy per cent of mums are part of online parenting groups versus 50 per cent who are part of offline. Brands can successfully reach out to both online and offline parenting groups and involve them in grassroots brand conversations.
  3. Grassroots brand conversations are actually a critical part of the marketing to mum strategy, because the research reveals that the number one most popular place mums turn to are their family and friends, again both online and offline, to ask or seek product recommendation. So, if mums are most likely to first and foremost take on board what their friends and family have to say about a product, brands need to leave an impression and give mums a reason to talk about them, or at least remember them. For brands to be remembered, they need to be a little more extraordinary with what they deliver or how they deliver it.
  4. Mums are doing extensive amount of research on practically every single product and service before making the final purchasing decision, specifically by reading reviews and relying on word-of-mouth recommendations. They want to know from others they trust and relate to if your product will solve her needs. Mums reveal they will spend extra time researching some categories more than others, such as education, childcare services, pricey baby items and cars. Appliances and services are also research heavy. Brands who facilitate, encourage and leverage reviews streamline that process. The more real-user experiences mums learn about, the easier it is for her to make up her mind. It’s when there’s simply no way she can knows a brand is right for her when the competitor steps up in line.

Mums are incredibly savvy consumers. We’ve seen first-hand how their defining lifestyle factors and expectations shape what they are looking for from products and how they engage with brands, both for the short and long term. Even if you think you already know the best ways to market to mums, the next generation of mums are coming through. They have their own characteristics, habits and require a fresh approach to market. It’s certainly an exciting space for brands to be in right now. There are new obstacles and new opportunities to really make a mark.

Latest News

The Age Of The Ephemeral: Why Experiential Marketing Is Compulsory This Year
  • Marketing
  • Opinion

The Age Of The Ephemeral: Why Experiential Marketing Is Compulsory This Year

In this guest post, Keep Left’s head of consumer engagement, Johanna Murray (pictured below), explains the merits of experiential marketing, as well as sharing some tips on how to do it – and do it well. Humans love to label things – especially intangible things, like time. We like eras and ages and eons because they […]

Opinion

by B&T Magazine

B&T Magazine
Top Social Media Marketing Trends For 2018
  • Advertising
  • Marketing
  • Technology

Top Social Media Marketing Trends For 2018

Social media marketer Socialbakers has unveiled its latest Social Media Marketing Trends report that will do little to allay fears ad dollars are continuing to flood to the likes of Facebook and Instragram. Commenting on the report, Socialbakers’ CEO, Yuval Ben-Itzhak, said: “While Facebook has made a lot of changes in the first quarter of […]

by B&T Magazine

B&T Magazine
Greenpeace UK’s ‘Ocean Of The Future’ Highlights A Disturbing Reality
  • Campaigns

Greenpeace UK’s ‘Ocean Of The Future’ Highlights A Disturbing Reality

Advertising and marketing agency Ogilvy & Mather created a global campaign for Greenpeace UK pro-bono, which underlines what our oceans will look like if plastic production continues at its current rate. The film follows a group of schoolchildren on an excursion, each excited to see a multitude of aquatic species like penguins, otters and catfish. […]

by B&T Magazine

B&T Magazine
PokerStars Unveils New Spot Starring The Perfect Poker Face
  • Campaigns

PokerStars Unveils New Spot Starring The Perfect Poker Face

Parisian agency Romance has created a new 50-second video for PokerStars that reaches out to poker newbies by stating “you’re already a great poker player”. The campaign aims to encourage new users to sign up online and the actor’s convincing straight face highlights multiple everyday scenarios where we all mask our true feelings. Romain Roux, […]

by B&T Magazine

B&T Magazine
Subaru Goes to The Dogs In Witty New Campaign
  • Advertising
  • Campaigns

Subaru Goes to The Dogs In Witty New Campaign

Subaru’s family of dogs the Barkleys, are the stars of the ‘Dog tested. Dog approved’ video campaign comprised of four thirty-second videos formed by US creative agency Carmichael Lynch. The first video follows the family of a labrador and golden retrievers as they visit the doggy-run car wash. The following videos showcase teen Barkley attempting […]

by B&T Magazine

B&T Magazine
How To Give And Take Feedback At Work
  • Opinion

How To Give And Take Feedback At Work

Georgia Murch (pictured below) is an expert in creating feedback cultures and author of Feedback Flow; The Ultimate Illustrated Guide to Embed Change in 90 Days. In this guest post, Murch offers her tips on giving (and receiving) feedback from colleagues without botching it up… We all know that feedback matters.  Most of us want the good, the bad and the […]

Opinion

by B&T Magazine

B&T Magazine
Three Things To Know Before Starting Your Very Own Agency
  • Opinion

Three Things To Know Before Starting Your Very Own Agency

Who hasn’t thought of chucking in their job to start their very own agency? Well, in this guest column, author of the Unlikely Entrepreneur, Alan Manly (pictured below), gives his top tips for anyone contemplating doing just that… Just talking about starting a business can be exciting. Those interesting characters constantly on the lookout for a business opportunity […]

Opinion

by B&T Magazine

B&T Magazine
Dentsu X Expands Operations To Sydney
  • Advertising
  • Media

Dentsu X Expands Operations To Sydney

Have you completely forgotten what Sydney looks like? Well, thankfully this story comes with a handy pictorial reminder.

SBS Radio Introduces Three 24-Hour Digital Radio Stations On Digital TV
  • Media

SBS Radio Introduces Three 24-Hour Digital Radio Stations On Digital TV

SBS Radio has announced two new digital radio stations – SBS PopAsia, SBS PopDesi and a refresh of SBS Radio 3 – is now available on digital TV. SBS Radio 3 will broadcast world news and current affairs from the BBC World Service (previously airing on SBS Radio 4 on digital radio) and special events […]

Champion Launches Music Platform Championing Emerging Aussie Artists Via Emotive
  • Campaigns
  • Marketing

Champion Launches Music Platform Championing Emerging Aussie Artists Via Emotive

For its first Australian campaign, Champion has partnered with creative and content agency Emotive to launch a music program titled ‘Revealed’. The program champions emerging Australian artists by intimately telling their story through video, and providing funding and creative support to create world class music videos for new release music. The first Revealed artist is […]

Delacon Launches Call Analytics In India
  • Marketing

Delacon Launches Call Analytics In India

Australian-owned call analytics provider Delacon has continued its international expansion, opening an innovation centre in India to service local and global partners, and develop the next generation of call tracking and analytics solutions. The office in Chennai is the eighth for the Sydney-headquartered business, which enables brands and agencies to optimise marketing campaigns by accurately […]

Protein To Handle Retail Roll-Out Of Recycling Initiative Return-It
  • Marketing

Protein To Handle Retail Roll-Out Of Recycling Initiative Return-It

Sydney brand and digital agency Protein has been appointed to handle the retail and digital roll-out of recycling company Return-It, which has just been announced as the container collection network for the ACT. Return-It awarded the work to the 17-year strong agency, following Protein’s tender support and brand development of the retail concept. The public-facing […]

Why We Need To Talk More About Failure
  • Opinion

Why We Need To Talk More About Failure

This is an excellent article about celebrating failure. Although, admittedly, we failed to get to the very end of it.

Opinion

by B&T Magazine

B&T Magazine
Women In Media Profile: Kimmie Neidhardt
  • Media

Women In Media Profile: Kimmie Neidhardt

Kimmie Neidhardt doesn't just have a very cool name, as you'll read here. There's a good head on those shoulders, too.

by B&T Magazine

B&T Magazine
SCA Promotes Nathan Soulsby To Head Of TV Sales For Sydney
  • Advertising
  • Media

SCA Promotes Nathan Soulsby To Head Of TV Sales For Sydney

Southern Cross Austereo (SCA) has announced the promotion of Nathan Soulsby to head of TV sales for Sydney. The announcement comes after Kristen Budd’s move to general manager of SCA’s Central Coast office. Caretaking the role during Budd’s maternity leave, Soulsby has been a key contributor to the consistent share and revenue growth that has […]

Columbus, A Merkle Company Announces Client Wins & Senior Appointments
  • Marketing

Columbus, A Merkle Company Announces Client Wins & Senior Appointments

Following the launch of Merkle in the Australian market in March, Columbus, a Merkle Company has secured nine new clients in three months, including Macquarie University, Event Hospitality & Entertainment Limited and Hipages. Columbus has also appointed two group business directors in the Victorian market, with Leonie Dawkins (pictured above, left) and Guy McGechan (pictured […]

Black woman in handcuffs
  • Media

Adland Industry Leaders To Be Locked Up In Prison To Help Aussie Youth

Over sixty senior leaders from the media, marketing, tech and creative industry will spend the night in jail as part of UnLtd’s Adland Bail Out, to raise funds for Whitelion. The ‘inmates’ will be handing over their mobile phones and putting on their prison overalls to brave a night in the chilling cells of Yasmar […]

JCDecaux Partners With Seedooh To Verify OOH Campaigns
  • Advertising
  • Media

JCDecaux Partners With Seedooh To Verify OOH Campaigns

Global out-of-home (OOH) advertising giant JCDecaux has announced a partnership with independent tech platform Seedooh to offer advertisers greater transparency for campaigns. Under the agreement, Seedooh’s reporting and verification platform will be integrated into JCDecaux’s system to create an independent campaign delivery reporting function that works seamlessly within the end-to-end campaign delivery processes. It will […]

Innovation: The Foundation Of Marketing & Sales Collaboration
  • Marketing
  • Opinion

Innovation: The Foundation Of Marketing & Sales Collaboration

In this opinion piece, Seismic’s managing director for Australia and New Zealand, Andy Pattinson (pictured below), explains how marketers can work smarter and why collaboration is vital in delivering return on investment. Demand for marketing roles is growing, as marketers continue to learn more about what customers want. The marketing agenda is increasingly being tied in […]

Opinion

by B&T Magazine

B&T Magazine
Roll’d Enlists Impress!ve Digital Ahead Of Franchise & Catering Push
  • Marketing

Roll’d Enlists Impress!ve Digital Ahead Of Franchise & Catering Push

Aussie food franchise Roll’d has announced it has signed on Melbourne digital marketing agency Impress!ve Digital to support its digital marketing. The partnership has already begun, with Impress!ve Digital aiming to significantly boost the company’s revenue through digital marketing strategies that are directly linked to return on investment and franchise acquisition. Impress!ve Digital has been […]

Yippee! More Photos from the 30 Under 30 Awards!
  • Advertising
  • Marketing
  • Media
  • Technology

Yippee! More Photos from the 30 Under 30 Awards!

If you think B&T simply runs these photo gallery stories so you can gawk at young, attractive people, you'd be right.

by B&T Magazine

B&T Magazine
NZ Digital Outdoor Specialist LUMO Appoints WeThinkMedia As Exclusive Aussie Advertising Rep
  • Advertising
  • Media

NZ Digital Outdoor Specialist LUMO Appoints WeThinkMedia As Exclusive Aussie Advertising Rep

New Zealand specialist digital outdoor media business LUMO has announced it has selected WeThinkMedia as its exclusive Australian advertising representative. LUMO offers digital billboard technologies in premier locations across New Zealand. Its large-format LED displays and smart features include branded WiFi, beacons, integrated content management systems, web browsing advertising, and real-time traffic analysis. By November, […]

BWM Dentsu Group Launches Groundbreaking Voice Cloning Program ‘Project Revoice’
  • Campaigns
  • Technology

BWM Dentsu Group Launches Groundbreaking Voice Cloning Program ‘Project Revoice’

Creative agency BWM Dentsu and its PR arm, Haystac, have unveiled a new voice cloning initiative with the ALS Association in the US and MND Australia. ‘Project Revoice’ introduces a breakthrough in speech technology for people living with ALS (motor neuron disease), enabling those who lose the ability to talk to continue speaking in their […]

Woman legs and shopping bags holding in hands.
  • Marketing
  • Opinion

Why Retail Is A Work Of Complete Friction

Do you often use the term 'frictionless shopping'? Well, give yourself a quick squirt of WD-40 and get reading here.

Opinion

by B&T Magazine

B&T Magazine
Lifeline Australia Chooses Indy Agency Robyn&Leon To Develop Comms & Brand Strategy
  • Marketing

Lifeline Australia Chooses Indy Agency Robyn&Leon To Develop Comms & Brand Strategy

Following a competitive pitch, independent Melbourne agency Robyn&Leon has been selected to develop a new communications and brand strategy for Lifeline Australia. Robyn & Leon’s remit will include working on Lifeline’s emerging SMS-based crisis support and suicide prevention service. Lifeline Australia CEO Bob Gilkes said the national charity, which was established in 1963, would benefit […]

WPP Chief Sir Martin Sorrell Steps Down
  • Advertising

WPP Chief Sir Martin Sorrell Steps Down

The CEO of the world’s largest ad agency network, Sir Martin Sorrell, has stepped down from his post, effective immediately. Sorrell’s resignation from WPP comes after the company announced an investigation into “alleged personal misconduct” against him. “The previously announced investigation into an allegation of misconduct against Sir Martin has concluded,” a statement by WPP […]

by B&T Magazine

B&T Magazine
Sky News Unveils New Sunday Night Line-Up
  • Media

Sky News Unveils New Sunday Night Line-Up

Sky News has announced the debut of a new Sunday night line-up that will see the launch of a national affairs program and the return of Paul Murray LIVE. Leading political commentator and associate editor of The Australian, Chris Kenny, is back on Sky News as anchor of Kenny on Sunday, a new two-hour program […]