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


“I believe ultra-modern marketing version is broken. We are making use of antiquated questioning and work systems to a new world of possibilities…The conventional advertising and marketing version is out of date.”- Jim Stengel, Global Marketing Officer, P & G, Association of National Advertisers, Oct 2004.


The belief that marketing and marketing attitudes should change is no longer a theory just banded about with Internet marketers’ aid. Even the massive boys and the primary world gamers are actually accepting that the mass advertising techniques of the last 50 years are not penetrating audiences like they used to. There will be a shift in the complete technique of advertising if it’s far going to hold any relevancy with a more and more cynical purchaser.

When discussing advertising and marketing, it would not get any bigger than Proctor & Gamble, one in every of the biggest family merchandise providers inside the international, and virtually certainly one of the largest advertisers. With manufacturers like Ariel, Head and Shoulders, Pampers, and Crest, they should be main the way in making use of new methods to get their merchandise into human beings’ houses. With the mega-brand not revered as some deity, P & G should learn how to talk with the influential purchaser networks and persuade them to talk definitely approximately their merchandise. P & G has an extended way of life of innovation and groundbreaking within how they have broadcast their messages. They have been the primary to begin advertising nationally, way lower back in 1880. They feature taken the concept of product placement to some other stage with their Soap Opera productions designed to hook woman viewers onto their suggestions and shampoos.

Recently, P & G enlisted an army of six hundred,000 ‘connectors’ to unfold the message in their ‘Vocalpoint’ campaign (an extension in their earlier ‘Tremor’ scheme amongst teens). Their ‘connectors’ had been furnished with coupons to distribute to their colleagues. They unfastened samples to initiate conversations approximately P & G products. As Steve Knox, Vocalpoint CEO, known, “we recognize that the maximum important form of advertising is an advocacy message from a relied on pal.” With Vocalpoint, P & G are using the impact and relevancy of social networks to sell their merchandise via interaction and agree with. People may no longer concentrate on manufacturers. However, they will continually listen to the recommendation of friends.

Internet Marketing Puzzle

The belief that exchange changed into the horizon was already diagnosed via their former international advertising officer, Bob Weiliing. In a 2002 interview, Bob’s view became that the Internet won’t update the mass ‘push’ medium of TV, however as a substitute can be tailored to the individual. An online environment may be used when a non-public ardor can learn extra about services or products. Gaining advice, path, and ultra-modern product information are services no longer ready to be had on just a ‘push’ medium. TV is ready the mass marketplace message, whereas the net is best for personal relationship building.

Bob’s conclusion on the future of P & G’s advertising achievement lay in working out how to integrate the two. They needed to keep the relevancy of the 30 2d TV ad, even using the extended attention and interplay to be had on the line. This is also supposed to persuade the two warring advertising and marketing factions to paintings collectively to discover an answer – to get the technophobes talking to the internet evangelists. It has been obvious in current years that Bob’s successor, Jim Stengel, subscribes firmly to the latter camp. In 2005, P & G reduced their TV advert spend by way of eight% to a trifling $677.3 million, a bold circulate and a definitive shift onto non-traditional media. This year, they contacted virtual and interactive agencies within the UK to put together its first virtual employer roster for Western Europe and find revolutionary new ways of populating their manufacturers online.

We actually see the upward push of interactive websites designed to hold eyeballs and inspire go back visits. Last year, Old Spice’s music-themed website turned into released with unfastened downloads and song samples to attract the sixteen-24 iTunes technology. Another great example became the campaign for Pringles crisps during the FIFA World Cup. An internet site created where human beings ought to add movies of themselves imitating the TV ad, mirroring the attraction of YouTube for a younger net-savvy audience. Both content materials pushed sites designed to broaden the logo through interplay, relevancy, and cost. P & G have additionally learned the classes preached by legions of commercial enterprise bloggers. By providing facts of the fee, you expand agree with and self-belief; therefore, people will want a dating together with your logo and end up customers. Their Pampers website builds an affinity with its target audience through the supply of advice and assistance. As a valuable resource for younger mums, it enriches their affiliation with the emblem and will provoke a perfect reaction after purchasing nappies.

P & G’s Home Made Simple internet site is a flagship in online advertising, with its own TV display and properly housework publications. Instead of being blasted with product placement, the website actually develops relationships with its audience via its information and articles. Once your trust is won, you may unavoidably sign on for the e-newsletter, with similarly guarantees of unfastened samples, coupons, special offers, and sweepstakes, all pulling you into their trap of becoming a convert to their merchandise. ‘Home Made Simple’ presents the perfect buying environment with the aid of growing belief and the desire to have a relationship with their emblem, the brand new style of online advertising and marketing is all approximately. At the Association of National Advertisers Conference, in advance, this month, Jim Stengel and P & G’s CEO, A.G. Lafley, mentioned their task to carry their brands into the ‘pull’ age of relationship advertising.

Lafley reinforced the views of Bob Weiling; they had to discover ways to make connections with their target audience via the various ‘contact factors.’ Their destiny lay in mastering a way to integrate their approach across all of the mediums to be had, in place of counting on the old one manner ‘push’ bombardment of marketing messages. His key factor was that they had to learn how to “let pass” as “the greater in control we are, the greater out of touch we emerge as.” P & G had to circulate past wondering in phrases of mere transactions, and as an alternative, recognition on building relationships through being extra responsive and receptive to what their audience, the ‘boss,’ desired.

Jim Stengel opened his speech with a plea to his fellow entrepreneurs to “forestall considering consumers and start considering human beings.” He turned into suggesting a paradigm shift in how they approached advertising and marketing and marketing. Their clients had been no longer simply demographics, but individuals to be empathized and engaged with. They had that allows you to pay attention to what humans desired from the logo to tell them what the emblem ought to mean to them. A new stage of understanding had to be created on why humans ought to region accept as true within a dating P & G’s manufacturers instead of without a doubt superficially appealing to their desires (a tactic that has served copywriters for generations).


Many Internet entrepreneurs are keen to hammer the nails into TV’s coffin, while traditional advertising and marketing professionals sit down on their hands looking forward to the ‘internet 2.0′ bubble bursting. P & G have, for the reason that begins of the last decade, been steadily transferring from a monolithic, lumbering marketing dinosaur into an Internet savvy, remarks targeted livewire. By being an early adopter of the brand new ‘accept as true with’ centered advertising philosophy, P & G ought to be at the proper song to solving the puzzle of advertising online and maturing their brand’s message for the skeptical purchaser.

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Harlan J. Whelan
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