Choose to Win. Choose Wells Fargo. Lee Freeman Lyles Armour Aimee Hruska Juana Treto Stephanie Miller
Choose to Win.Choose Wells
Fargo.
Lee Freeman Lyles ArmourAimee Hruska Juana Treto Stephanie
Miller
Promotion Opportunity
Analysis
Communication Analysis
Competitive & Positioning Analysis
Opportunity Analysis
• College Students– According to St. Petersburg Times, students
are being denied more and more loans– Important Decisions
• Recent Graduates– Currently making Important Decisions– Likely to stay with chosen bank for many years
• Wells Fargo’s Current Marketing
Customer AnalysisGeneration Y
• Easily Bored• Tech-Savvy• Brand-Sensitive• Not as Responsive to Traditional
Marketing
Strategy
Objectives
Campaign Objectives
– Increase foot traffic by distributing scratch cards to new and existing Wells Fargo customers during the six week period starting 01/10/10.
– Receive 24,760 extra visits from customers by distributing over 3 million scratch cards
Target Market
College Students– 4-5 years away
from biggest financial commitments
– Wells Fargo = Preferred Bank
Recent College Graduates– College Graduates
have higher average income
– Beginning to make important financial decisions
– Value, safety, and financial incentives will be extremely appealing
• Important financial decision are made during major life changes
•Car loans, home loans, student loans
StrategiesMarket
Segmentation• Further segment– Current customers • Bank Statements,
mail, and online log-in screens
– Qualified Prospects• Direct mail• Street Team on
campuses
Implementation• January 10, 2010,
ending February 22, 2010 – College seniors
graduating• Car and home
loans– Spring Break and
Summer plans• Funds
Consumer Attitudes
Cognitive Affective Conative
• Cognitive: Wells Fargo Bank: need recognition and/or brand awareness
• Affective: Unique and exciting scratch ticket with financial incentives– grand prizes = socially desirable products/luxury goods
• Conative: Consumer finds enough positive reasoning to act upon
those attitudes and emotions and participate in the promotion
Product Positioning
• Strong and unique image – Scratch card same image• Creates exciting and mysterious way to
appeal to these customers
• Competition– Offering financial incentives as well• Wells Fargo offers additional incentives
(points, fee forgiveness, TVs, car etc.)• Creates superior product position
Prizes / Incentives
• Prizes– 2010 Toyota Prius– TV– Las Vegas Trip– Reward Points– ATM Fee Waiver– Overdraft
Forgiveness
Tactics
Tracking & Measurement
Media Sources
• Mail– Direct mail
Scratch Tickets– Insert with
customers’ bills
• Street Team– Campus handouts
• Signage– Banner– Posters (college
campus)
• Internet – Facebook– Twitter– Wellsfargo.com
• Restaurants– Local
Media Sources
WEEK 1 WEEK 2 WEEK 3 WEEK 4 WEEK 5 WEEK 6S M T W T F S S M T W T F S S M T W T F S S M T W T F S S M T W T F S S M T W T F SMEDIA CHANNEL
Internet• Facebook• Twitter• WF Message Screen
Mail• Existing Customers• New Customers
Outdoors• Street Team
Hanging Ads• Posters• Banners
Business-to-business• Restaurants
Radio• (station name needed)
KEY:Heavy - MajorityMedium - BackgroundLow – When needed
Tracking & Measurement
Media Source Code #
Direct Mail DM – 112233
Direct Mail (Billing Statements) DMB – 223344
Campus Handouts (Street Team) HA – 445566
In-Store Tickets IN – 667788
Restaurants RE - 112200
Media Sources
Public Relations
Public Relations
Inform all employees – Training– A company
newsletter– A PR release
(within the company)
– Information in the break room
Stakeholders:– Employees– Stockholders – Front Range
community/customers
Proactive PreventionStrategies:
– Clear rules about invalid cards
– Conflict management training
Budget
Tickets for Recent Grads $85,707.28Tickets for College Students $34,828.12Tickets for Existing Customers $24,585.53Tickets for Everyone Else, Restaurants $6,519.58Reward Points (Tiered) $24,760.18ATM Fee Waivers $18,322.53Overdraft Forgiveness $8,253.39Toyota Prius $18,000.0042" TVs $16,499.70Las Vegas Trip $372.00Promotional Posters $1,600.00Storefront Banners $5,100.00Admin. Costs and Extra $5,451.67Total $250,000.00
Total Visits Generated 24,760Cost Per Generated Visit $10.10ROI Total $7,673,180.43
Wells Fargo
Choose to Win.