Proctor & Gamble’s Mission to Solve the Internet Marketing Puzzle

I trust the cutting-edge advertising model is broken. We are making use of antiquated thinking and work structures to a new world of possibilities…The conventional advertising version is out of date.”- Jim Stengel, Global Marketing Officer, P & G, Association of National Advertisers, Oct 2004. The belief that advertising and marketing and marketing attitudes have to alternate is no longer a principle just banded approximately via Internet entrepreneurs. Even the huge boys and the essential world players are actually accepting that the mass advertising strategies, of the ultimate 50 years, are now not penetrating audiences like they used to. There should be a shift inside the complete advertising technique if it’s far going to maintain any relevancy with an increasingly more cynical purchaser.

When discussing advertising it would not get any larger than Proctor & Gamble, one among the biggest providers of family products in the world, and surely one among the largest advertisers. With brands like Ariel, Head and Shoulders, Pampers, and Crest, they should be the main way to use new strategies to get their products into human beings’ homes. With the mega emblem not respected as a few kinds of deity, P & G will need to discover ways to speak with the influential patron networks and persuade them to speak undoubtedly about their products.


P & G has a protracted lifestyle of innovation and groundbreaking within how they have broadcast their messages. They had been the first to start marketing nationally, way again in 1880, and feature taken the idea of product placement to any other degree with their Soap Opera productions designed to hook girl viewers onto their suggests and shampoos. Recently, P & G enlisted a military of six hundred,000 ‘connectors’ to spread the message in their ‘Vocalpoint’ campaign (an extension in their earlier ‘Tremor’ scheme among teens).

Their ‘connectors’ were supplied with coupons to distribute to their colleagues, and unfastened samples to initiate conversations approximately P & G merchandise. As Steve Knox, Vocalpoint CEO, regarded, “we realize that the maximum important form of advertising and marketing is an advocacy message from a trusted pal.” With Vocalpoint, P & G are using the influence and relevancy of social networks to sell their products thru interaction and acceptance of them as true. People would possibly no longer pay attention to manufacturers, but they’ll continually listen to the advice of friends.

The perception that trade became at the horizon had already been identified through their former global advertising and marketing officer, Bob Weiliing. In a 2002 interview, Bob’s view becomes that the Internet might not update the mass ‘push’ medium of TV; however, alternatively can be tailored to the man or woman. Online surroundings can be used for whilst there is a private passion to research greater approximately a product or service. Gaining advice, direction, and brand new product information are services not readily available on just a ‘push’ medium. TV is set the mass marketplace message, while the internet is ideal for a man or woman courting building.

BAtthe future of P & G’s advertising achievement, lBob’s end ay in working out a way to combine the two. They needed to keep the relevancy of the 30 second TV ad, whilst also utilizing the extended interest and interaction available on-line. This also intended persuading the 2 warring advertising factions to paintings together to find a answer – to get the technophobes speakme to the internet evangelists. It became been apparent in the latest years that Bob’s successor, Jim Stengel, subscribes firmly to the latter camp.


In 2005, P & G reduced their TV ad spend by eight% to a mere $677.Three million, a formidable flow, and a definitive shift onto non-conventional media. Earlier this 12 months, they contacted virtual and interactive agencies in the UK to put together its first virtual organization roster for Western Europe and to discover revolutionary new ways of populating their brands online. We actually see the rise of interactive websites designed to maintain hold of eyeballs and encourage go-back visits.

Last 12 months, a tune-themed web page for Old Spice was released with unfastened downloads and song samples to appeal to the 16-24 iTunes technology. Another fantastic example was the marketing campaign for Pringles crisps all through the FIFA World Cup. A internet site created in which people ought to add videos of themselves imitating the TV advert, mirroring the appeal of YouTube for a younger internet-savvy target market. Both content materials pushed sites designed to broaden the logo thru interplay, relevancy, and price.

P & G have additionally learned the classes preached by legions of commercial enterprise bloggers. By supplying statistics of value you develop accept as true with and self assurance; therefore, people will want a relationship with your logo and be clients. Their Pampers internet site builds an affinity with its target market through the provision of advice and help. As a precious useful resource for younger mums, it enriches their association with the logo and could initiate a acceptable response next time they cross-shopping for nappies.

P & G’s Home Made Simple internet site is a flagship in online advertising and marketing, with its own TV display and courses on top home tasks. Instead of being blasted with product placement, the website clearly develops relationships with its target market through its information and articles. Once your belief is gained, you’ll inevitably sign on for the newsletter, within addition guarantees of loose samples, coupons, unique offers, and sweepstakes, all pulling you into their trap of turning into a convert to their merchandise. ‘Home Made Simple’ gives the precise buying environment by growing to consider and choosing to have a dating with their brand, what the new fashion of online advertising and marketing is all about. At the Association of National Advertisers Conference, earlier this month, Jim Stengal and P & G’s CEO, A.G. Lafley, mentioned their project to carry their manufacturers into the ‘pull’ age of relationship advertising and marketing.

Lafley bolstered the views of Bob Weiling; they needed to discover ways to make connections with their target audience through the diverse ‘contact points.’ Their future lay in mastering how to combine their approach across all the mediums available, in preference to counting on the old one-way ‘push’ bombardment of marketing messages. His key factor was that they needed to learn how to “permit cross” as “the greater in control we’re the greater out of touch we grow to be.” P & G needed to pass past questioning in terms of mere transactions, and as an alternative, awareness on building relationships via being more responsive and receptive to what their audience, the ‘boss,’ wanted.


Jim Stengal opened his speech with a plea to his fellow entrepreneurs to “forestall thinking about consumers and begin thinking about human beings.” He becomes suggesting a paradigm shift in how they approached advertising and marketing. Their customers were now not just demographics, however individuals to be empathized and engaged with. They had to pay attention to what people desire from the brand instead of telling them what the logo should suggest. A new level of knowledge had to be created on why humans must location accept as true within a dating P & G’s brands in place of definitely superficially attractive to their desires (a tactic that has served copywriters for generations).

Many Internet entrepreneurs are eager to hammer the nails into TV’s coffin, while conventional advertising professionals sit down on their hands waiting for the ‘net 2.0′ bubble to burst. P & G have, since the start of the decade, been progressively shifting from a monolithic, lumbering marketing dinosaur into an Internet savvy, comments targeted livewire. By being an early adopter of the new ‘accept as true with’ centered advertising and marketing philosophy, P & G must be on the proper tune to fixing the puzzle of advertising online and maturing their emblem’s message for the sceptical client.

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