Cause Marketing ConferenceWednesday, Aug. 3, 2011

Staples CenterLos Angeles

#apcause

• Cash donations totaled $4.9 billion last year, up 13% from 2009, according to figures provided by 113 companies (The Chronicle of Philanthropy and USA TODAY survey of 180 of the nation’s largest businesses July 2011)

• Eighty-six percent of consumers around the world believe that business needs to place at least equal weight on societal interests as on business interests (2010 Edelman goodpurpose)

• Two-thirds of brands now engage in cause marketing (up from 58% in 2009) and 97% of marketing executives believe it is a valid business strategy (2010 PRWeek/Barkley PR Cause Survey)

• 41% of Americans say they have bought a product because it was associated with a cause or issue in the last year – doubling since they first began measuring this in 1993

• 83% of Americans wish more of the products, services and retailers they use would support causes

• 90% of consumers want companies to tell them the ways they are supporting causes.

• Nearly two-thirds (61%) don’t think companies are giving them enough details about their efforts, including the amounts donated and the length of the promotions

(2010 Cone Cause Evolution Study)

2005 2006 2007 2008 2009 20112010

THE COMPANY WE KEEP

Dawn Wilcox, GM, Social Impact Team LeaderAugust 3, 2011

Follow me @dmwprgirl#apcause

Corporate Socialanthropy™: A New Approach to Cause Marketing

CAUSE MARKETING – KEY DEFINITIONS

• Cause Marketing: corporation and nonprofit benefit

• Social “Behavior Change” Marketing: only the cause/issue should benefit

• Public Education Campaign: primary purpose is to educate public on issue or program with a “call to action” (low-cost health insurance for kids, immunization, early cancer detection)

• Corporate Social Responsibility: a mind-set within a company; the way business is done and how customers and employees are treated in order to have a positive impact on society

Corporate Soc ia lanthropy™

“Strategic platform on which corporations implement internal and external programs

including corporate foundation giving, philanthropy, employee volunteerism, cause

marketing, and nonprofit partnerships – designed for reputation management and brand

loyalty in order to have a positive impact on individuals, the community and world.”

A NEW APPROACH – FROM CSR TO…

“A collective, for-profit entity”

Corporate

“Relating to matters affecting human

welfare”

SocialFrom the

Greek root “humankind”

Anthropy

CORPORATE SOCIALANTHROPY IS A PROCESS

CORPORATE SOCIALANTRHOPY

is

Ongoing support of various causes through cause marketing, foundation, sponsorships and community relations

Authentic

TransparentResponsible Employees, consumers and partners are engaged throughout

It mirrors the brand’s core values and marketing focus

2011 CORPORATE SOCIAL IMPACT MARKETING STUDY

Study Overview:• Study of corporate executives who

create, manage and/or contribute to their company’s social impact programs

• Social Impact: corporate philanthropy, community relations and/or cause marketing

• Cause Marketing: partnership(s) with a charity partner(s) in order to benefit both the company/brand as well as the charity

Metrics:• Allison & Partners spoke with or received

emails responses from 35 corporate executives who provided feedback for this study

FACTORS CONTRIBUTING TO UNSUCCESSFUL CAMPAIGNS

• The cause was not a good fit for the company’s core business, brand and / or target audience

• Lack of support or engagement needed to execute the campaign successfully

• Not enough marketing and / or advertising support

• External factors, such as the financial crisis or natural disasters, that are out of the company’s control

AUTHENTIC CAUSE MARKETING – KNOW THE PLAYERS

CORPORATE QUOTES “CAUSE WAS NOT A GOOD FIT”

“We had a bad experience with one non-profit who had chapters in many of our markets. There were not many volunteer opportunities, and it was tough to get them to return calls and get involved with our stores”

“Minimum financial requirement from charities – this can really determine who you work with; it is great for them to have flexibility, as they should be looking more long-term at the partnership”

“The personalities of the charities can be a barrier…”

“…Charity (was) not sufficiently resourced to deliver”

“…One where the non-profit was not vetted properly and advocacy groups had concerns with positions of the charity partner”

METRICS DETERMING UNSUCCESSFUL CAMPAIGNS

• Low sales results

• Lack of consumer participation

• Lack of measurement in place

• Subjective nature of the measurement

BARRIERS FACED IN CONDUCTING CAMPAIGNS

• Achieving internal alignment on the business case/how to measure business impact for the campaign

• Lack of budget

• Store and/or regional field activation

• Lack of executive support

• Increasing product sales to match or exceed expectations

CAUSE

CORPORATE QUOTES: TYPES OF BARRIERS FACED

“CEO was the initial motivation for the campaign, however working with people below him has been difficult”

“One of our biggest challenges is that we are national, but we don’t have enough money to support something really big nationally”

“The focus is heavily on sales and business objectives, so sometimes the program is not as much of a priority, however that has started to change”

“Any program must demonstrate an impact on sales”

“Didn’t have buy in from the franchisees. They either support their own local cause or need to see a direct impact on sales in order to support (our program)”

Implication #1:

The cause must be a good match for the company, brand and/or target audience, therefore more importance should be placed on

employee and consumer feedback.

Implication #2:

Internal alignment on the business case must be achieved before the campaign launches – this could begin by engaging senior leadership and employees earlier in the process through research.

Cause

Campaign

Goals

Cause Campaign Goals

Implication #3:

Unsuccessful campaigns are hung up on low sales results, while successful campaigns used additional metrics to determine their achievements – be innovative when developing success metrics.

Education/Corporate Private PartnershipsPanelists

Dr. John Deasy, Superintendent, LAUSDBill Bonner, Senior Director, External Relations, OfficeMaxCarolina Martin, Vice President, West Region, DonorsChoose.orgJames Rosenberg, Founder, Adopt-A-Classroom

FacilitatorScott Pansky, Partner and Co-founder, Allison & Partners

Maximizing the Entertainment Industry to Make a DifferencePanelists

Brad Jamison, Vice President, Corporate Initiatives, Disney/ABC Television GroupDanielle Carrig, Senior Vice President, Advocacy and Public Affairs, A&E NetworksTodd Krim, Founder, Give Back HollywoodLysa Heslov, Founder, Children Mending HeartsRene Jones, Director, The United Talent Agency Foundation

FacilitatorJenni Luke, Executive Director, Step Up Women’s Network

Best Practices, Tools and Tips for Successful CampaignsPanelists

Virginia Victorin, Vice President, Relationship Manager, Global Philanthropy, JPMorgan ChaseFaye McClure, Vice President, Strategic Marketing, Farmers InsuranceJennifer Lynch, Senior Director, STAPLES Center FoundationMichael Kroll, Community Relations Manager, Corporate Communications, ToyotaOlivia Eng, Cause Marketing Manager, Southwest Region, Macy’s Inc.

FacilitatorRyan Scott, CEO, CauseCast

Thank you to our sponsors

Scott Pansky Dawn WilcoxPartner, Co-founder General Manager, Los Angeles(310) 496-4440 (310) 496-4453 scottp@allisonpr.com dawn@allisonpr.com

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