Topic: Marketing Situation Analysis

Consumer Analysis
Sales Potential Indicators: CDI & BDI = ROI


CDI: Category Development Index, indicating the

product category sales potential in a demo group or geo market



BDI: Brand Development Index, indicating the

brand sales potential in a demo group or geo market



100 = Average >100 Above average < 100 Below average potential

What does BDI of 145 for age group 18-24 mean? If 18-24 has also CDI of 125, what can you say about the consumer segment?


Topic: Marketing Situation Analysis

Consumer Analysis
Sales Potential Indicators: CDI & BDI = ROI


If you have sales data available by consumer segment: The following definitions apply

CDI BDI

= % of Category Sales / % of Persons = % of Brand Sales / % of Persons

Topic: Marketing Situation Analysis Consumer Analysis

Sales Potential Indicators CDI, BDI

When sales data are NOT available

Use the product or brand usage index in D column of MRI or SMRB data, defined as:

CDI BDI

= % of Category Users / % of Persons = % of Brand Users / % of Persons

Topic: Marketing Situation Analysis Consumer Analysis

Sales Potential Indicators CDI & BDI



MRI Index (in Product Category User report):

for a demo group

% of All Brand Users In US

% of All Persons in US

B column (i.e., Down or Vertical %)

X 100 # of Persons in 18-24

/ # of Persons in All ages

Topic: Marketing Situation Analysis Consumer Analysis

Sales Potential Indicators CDI & BDI

MRI Index (in Brand User report): for a demo group % of All Brand Users In US / % of All Persons in US

B column (i.e., Down or Vertical %)

X 100 # of Persons in 18-24

/ # of Persons in All ages

Topic: Marketing Situation Analysis Consumer Analysis

 How Is MRI/Simmons Index used?

- Index is an important consideration, but
Does the segment with the highest index have the greatest sales volume potential?

Why or why not? Example: Age 18-24 25-34 35-44 % Users 17 18 33 % Pop 13 20 36 Index 131 90 92 Calculation (17/13)X100 (18/20)X100 (33/36)X100

Topic: Marketing Situation Analysis Consumer Analysis

If consumer segments should be analyzed for sales volume potential: ---Use Both User Population Size and Index Weigh User Size by Index Volume Potential 18-24 Volume Potential
35-44

= =

.17 X 131 .33 X 92

= =

22.3 30.4

Note: the volume potential above is not actual sales volume but estimated composite weight that takes on meaning only when compared to other composite weights

Topic: Marketing Situation Analysis

Consumer Analysis
Discussion #2: Use MRI data (new import car buyers/leasers) to identify: a) the potential targets for Corolla (described demographically and geographically), and b) what media they tend to use heavily and could thus be included into your media mix:
Note: You need to turn in the outcome by the week following this discussion

Topic: Marketing Situation Analysis

Consumer Analysis
a)Identifying potential targets
 Identify up to four demographic characteristics that clearly distinguish between good and poor prospects How?


Look at the index column and see which variable shows the largest amount of difference between the highest index group and the lowest group; pick the top variables (only if the difference is significant, 15 points or more)

Topic: Marketing Situation Analysis

Consumer Analysis

 For each of the top variables, do the following 1) identify and rank those (e.g., age, gender, etc.) groups with above average potential 2) consider also the size of the user population (Projected 000 and Percent Down) to see if the segment is likely generate too big a sales volume to ignore  Using what you learned from the above, draw and justify your conclusion as to who are ideal targets.

Topic: Marketing Situation Analysis

Consumer Analysis
b) what media they tend to use heavily and could thus be included into your media mix
 Identify media that are more likely to be used heavily by the defined targets (so, once you identify the target, run the MRI using that target to find the media heavily used by them) How to find the media ? The tercile and quintile report on the media use by the product or brand users/consumers

Topic: Marketing Situation Analysis

Consumer Analysis
 Quintile analysis: consumers are divided into five groups of (almost) equal size based on the amount of usage of the medium: Quintile 1 = heaviest usage 20%, Quintile 5 = Least usage 20% Tercile Analysis: consumers are divided into three groups of (almost) equal size: Tercile 1 = heaviest usage 33% Look at the index column for different media categories shown (e.g., daily papers, outdoor, TV, etc.) and see in what media your consumers are likely to load heavily on the quintile 1 & 2 or tercile 1 (heavy usage of the medium)

Topic: Marketing Situation Analysis

Consumer Analysis
  See the handout for new import car buyers/leasers What media deliver well to the new import car buyers/leasers and should thus be included in your media mix? i.e., what media do your target heavily use? What media do not deliver efficiently? You may also use information from Ad Weeks Marketers Guide to Media to evaluate the delivery of each medium to your target (if described in age or some general demographic characteristics)