Have you ever wondered how to target your market with ad campaigns better? Perhaps you have a broad, diverse market but lower-than-average sales. Or maybe you are looking for a way to generate more leads with a truly effective marketing campaign.
Either way, segmentation analysis can help. This type of retail analytics is essentially studying the customers and consumers in specific categories. To understand and use segmentation analysis, we need to start with market segmentation.
Market segmentation is the art of understanding the target market and is an essential part of successful sales. As suppliers understand their ideal buyer persona, they can use more specific advertising methods, create more leads, and ensure they become customers.
Once the supplier has sufficient data on who the target market is – whether through surveys or tools like Google Analytics – the supplier can use market segmentation to prepare future marketing strategies.
Market segmentation is simply dividing – or segmenting – the intended market into smaller, more specific groups so that suppliers can design targeting marketing plans.
The ways to categorize target markets are endless – vendors can create groups as broad or as specific as they wish. However, each potential category generally falls within one of four main types of market segmentation.
One of the most popular segments is market demographics. Who are the customers? How old are they? What is their yearly income?
Numerous vendors and companies use this line of questioning to divide their market into groups that generally have similar buying traits.
For example, one demographic subcategory is age. Customers that fall in the 20-30 age range have different buying habits than people in the 40-50 age range. Suppliers may benefit from an online or social media ad targeting younger buyers, while a physical newspaper ad or more personable communication may draw in older buyers.
Some standard market segments for retail suppliers include:
Another way to categorize the consumer is by geographic location. Whether suppliers consider various countries, cities, or regions, the people in these areas have different needs to think of in marketing campaigns.
For example, if the supplier sells clothing, it would need to consider the weather in various locations. People living in seasonal areas will be interested in goods that can last through weather changes, while those living in warmer climates may need products that can adapt to the heat.
Plus, people living in rural, suburban, and urban areas all have unique needs and buying habits. These marketing segments also have different channels or media available. For example, outdoor signage in urban areas ensures high visibility, while rural regions will typically see fewer billboards.
Psychographic segments don’t have any specific metrics that to follow. Instead, they center around understanding the customer’s personality.
Suppliers should do extensive research about their target market, including exploring the following areas:
For B2C businesses, it may be more challenging to create psychographic segments. However, suppliers can learn to target multiple areas or create a customer survey to understand their market more.
The behavioral segments require in-depth research to create since they depend on the supplier’s customers’ purchasing habits within their brand.
Suppliers need to look at the data concerning repeat buying patterns, product ratings, and brand interaction. For example, a supplier may want to create a target segment for people who made a purchase one year ago and have not repurchased.
While there are four types of market segmentation, retail vendors need to consider the types of retail markets specific to their industry.
As vendors choose which type of segmentation to use, they need to keep in mind what target market they have: organized or unorganized retail. Then, they can utilize segmentation within that particular retail market to best suit their needs.
Organized retail refers to stores with a large scale of operations. They usually have chains of stores all across the nation – or even the globe.
The merchandise sold in these large stores usually comes directly from the producer or manufacturer. Plus, each location often has an impressive variety of products, not focusing on just one brand or item category.
Since the stores in organized retail are so large, the companies usually have professional supply chain management and distribution systems. Some common examples include Walmart, The Home Depot, and Kroger.
Unorganized retail consists of smaller, local stores. Most stores in this market have only one to three locations, all in the same area.
Because the physical locations are smaller, these stores’ products usually focus on one category, whether that be hardware products or children’s clothing. As such, these retailers generally have wholesale suppliers.
Also, unorganized retail usually doesn’t need complex distribution chains or management systems. They often have a sole owner or are family-run businesses. To find an example of unorganized retail, think of small, locally-owned stores in the area.
Once suppliers create their segments, they need to take some time analyzing them. If suppliers keep accurate records, they can see and learn a lot about their marketing strategies, products, and branding.
Suppliers must use the information they find in the segmentation analysis to improve product development and lead generation.
The more a supplier knows about its customers, the more it can learn about its products’ success. Suppliers can see which products various demographics prefer, what goods people are interested in, and which items specific segments are likely to buy again.
Suppliers can take all the information from their segments and apply that to developing new products – or improve upon the ones they already have.
As suppliers understand their market better, they can create more specific ads and campaigns. Instead of just creating promotions that advertise the overall product, vendors can target the particular needs of each segment.
For example, by understanding the audience’s interests and needs, vendors can incorporate them into an ad. The more effective the campaigning approach is, the more it will generate leads and, consequently, conversions.
To get started improving upon sales and marketing strategies, suppliers should just follow these steps:
Once you start implementing segments into your marketing strategy, you’ll begin to see considerable changes in your lead generation and conversions. Take your retail business to the next level and begin segmentation analysis!
With the help of SupplyPike’s Retail Intelligence software, you can instantly see which items are doing well in what stores. Use the Quartile Report to see how well certain products, categories, or finelines are doing in individual stores or stores within an area.
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