Top Banner
Sweet Success! How Hershey’s® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012
22

Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

Dec 27, 2015

Download

Documents

Blake Wiggins
Welcome message from author
This document is posted to help you gain knowledge. Please leave a comment to let me know what you think about it! Share it to your friends and learn new things together.
Transcript
Page 1: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

Sweet Success!

How Hershey’s® Cocoa

Leveraged Digital to

Drive Strong Business

ResultsApril 24, 2012

Page 2: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

2

Page 3: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

3

Page 4: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

4

Page 5: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

5

Page 6: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

6

Page 7: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

7

Business Situation:

Cocoa category growth was sluggish

Sales of Hershey’s® Cocoa were below category growth rate

Hershey’s® Cocoa market share was declining

Competitive landscape was showing increased growth, especially in private label

Business Strategy:

Leverage the iconic nature and heritage of the brand and its key role in baking/recipes, while also driving brand relevance

Heritage Marketing Lever: Launch limited-edition, vintage-style packaging

Relevance Marketing Lever: Activate the brand through a multi-channel digital program

The “Hershey’s® Cocoa Iconic Recipe” Promotion was created & launched in February 2011

Page 8: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

8

Hershey’s® Cocoa Iconic Recipe Sweepstakes Overview

Program launched February 2011 and ran thru April

Members of the Hershey’s® Kitchens community were invited to vote for one of 15 selected recipes they felt was the most iconic Hershey’s® Cocoa recipe

Over 1.1m nostalgic can labels were distributed

POS recipe cards, coupon, shelf tags and a PR campaign were designed to generate additional interest from consumers, bakers, bloggers and food writers

Grand prize winner won a trip to Hershey, PA and the Hershey’s® Kitchens to prepare the winning recipe

Page 9: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

9

Multi-Channel Digital Program to Drive Engagement

Page 10: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

10

Redesign of HersheysKitchen.com

Redesign Objectives:

Be a best-in-class home for chocolate recipes

Ensure HK.com is a trusted partner in chocolate recipe occasions

OWN Chocolate Dessert recipes on the web

Deepen relationships and engagement w/consumers

Drive sales

Increase new visitors

Increase repeat visitors

Page 11: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

11

Before: After:

Redesign of www.HersheyKitchens.com

Page 12: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

12

Promotion

Site Design

Page 13: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

13

Site Performance Results

Site Performance Metrics

Site visits +20%

Page views +11%

Recipe views +25%

Mobile views +40%

Time on site +5%

Promotion Metrics

180,000 visits

350,000 page views

100,000 entries

Page 14: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

14

Site Performance Results

Total Visits to Hersheyskitchens.com since re-launch = 2,554,008

Nov 2010 290,950 Dec 2010 770,226 Jan 2011 378,171 Feb 2011 403,636 average increase in Jan-April of +28.3% vs. November Mar 2011 346,185 Apr 2011 364,920

+138% increase in Hershey’s® Cocoa page views during Feb vs. Dec

+159% increase in Hershey’s® Cocoa page views during March vs. Dec

Page 15: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

15

Branded Recipe Integration and Banner Campaign

Hershey’s® baking brands were integrated into recipes on TasteofHome.com

Hershey’s® branded products replaced generic ingredient keywords in recipes on the site

Featured Hershey’s® ingredients included baking cocoa and various flavors of baking chips

Recipes were supported by banner ads as well as “Sponsored by Hershey’s® Kitchens” logos

The banner campaign and branded keyword integration generated multi-million impressions +450% above estimated levels

Page 16: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

16

Hershey’s Kitchens Facebook page launched

Hershey’s® Kitchens Facebook page was launched in October and experienced steady fan growth. Hershey’s® Cocoa and associated recipes were regularly posted and generated strong fan engagement

Hershey's Kitchens Facebook Fan Growth

-

1,000

2,000

3,000

4,000

5,000

6,000

7,000

8,000

9,000

10,000

Oct, 10 Nov, 10 Dec, 10 Jan, 11 Feb, 11 Mar, 11 April, 11

Page 17: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

17

Earned/Shared Digital Media Activation

Page 18: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

18

Business Results

The Baking Cocoa Category and household penetration went up markedly

Hershey’s® Cocoa 2011 Factory Sales exceeded expectations at more than +15% growth

Hershey’s® Cocoa share growth exceeded category growth rates

Household penetration of Hershey’s® Cocoa went up nearly 10%

YTD velocity increased more than +15% to help drive sales growth

Leading competitor’s sales, distribution and household penetration went down

Hershey’s® Cocoa Iconic Recipe Sweepstakes drove 34M media impressions

Page 19: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

19

Kitchens Facebook presence continues to grow

Page 20: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

20

Hershey’s® Kitchens YouTube Channel launched 4Q2011

Page 21: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

21

And the winner is…

Iconic Cocoa Recipe Winner’s

“Day at Hershey”

Page 22: Sweet Success! How Hershey’s ® Cocoa Leveraged Digital to Drive Strong Business Results April 24, 2012.

22