HELP TECOVAS SEGMENT THEIR CUSTOMERS TO build CUSTOMIZEd, TARGETed MESSAGING.
Tecovas is a handmade, high-quality, boot brand which provides savings over retail by shipping direct to the customer.
HOTS was tasked to review the Tecovas customer database and develop a questionnaire to effectively segment customers based upon buying habits. The goal was to group customers using category motivations and media preferences, providing more actionability for messaging and targeting than simple demographics.
The results allowed for a successful segmentation of the Tecovas customer database. Tecovas utilized the information to create new messaging targeted specifically to the segments.
SEGMENTATION CONSULTING AND ANALYSIS
DISTINCT CUSTOMER SEGMENTS IDENTIFIED
UNIQUE CATEGORY OPINIONS TABBED BY SEGMENT
UNIQUE CUSTOMER RECORDS ANALYZED
+ EMOTIONAL, RATIONAL, AND TRANSACTIONAL INSIGHTS FOR TARGETING
Working from client objectives and some hypotheses about existing customers, HOTS was able to develop a comprehensive questionnaire designed to pull apart the database into distinct groups based on attitudes and attributes.
The question sequence covered:
Apparel and Footwear Shopping Attitudes & Priorities
Brand Affinity towards Tecovas, competitors
FIELDWORK AND ANALYSIS
HOTS worked with Tecovas and a programming partner to turn the questionnaire into an online survey to be emailed to the Tecovas database. A critical mass of completed surveys was returned within a few days, and in partnership with Tecovas, we applied advanced statistical approaches to parse the sample into intuitive segments. From there the Tecovas team could re-run all attributes by these five groups and look for actionable ways to reach and persuade different customer types. Internally, the Tecovas team could rally around these customer definitions as they continue to develop creative assets and future products.
TECOVAS CUSTOMER SEGMENTATION*
*(not actual data)
Tecovas developed email, digital, and video variants targeted in messaging and tone to the various database segments. Media placement of these campaigns were designed to reach customers in the channels they use, with a message that would compel them to purchase, consider, or re-purchase Tecovas.
Nothing improves marketing effectiveness and efficiency more than a strong understanding of the customer. Tecovas layered the rational and emotional motivators of their core customers over their already strong brand message and creative to get more from advertising and increase reach and loyalty.