Professional Documents
Culture Documents
Young Adults are consumed by countless responsibilities and social commitments*. School. Jobs. Pick-up basketball games. Movies. Concerts. They told us they perceive themselves to be the single busiest generation ever. They use social media to enable every aspect of their busy lives.** They told us they dont use their time to think about getting in a car accident or having their apartment robbed. They are preoccupied with balancing their hectic schedules and searching for new ways to connect. More than anything, Young Adults value their time. Young Adults told us State Farm is outdated, expensive and a hassle. They told us the insurance agent is unnecessary, an extra complication, and an added built-in cost. Circle Advertisings campaign addresses these misconceptions by positioning State Farm as: A value and a convenience, saving Young Adults time. Competent users of social media, meeting Young Adults where Young Adults meet. The pre-eminent insurance agent network, freeing Young Adults to do their thing. In the pages ahead we will present to you the strategies and programs that reinforce State Farms positioning to Young Adults. You will see that at Circle we dont just tell you what we will do, we show you what we did.
Circle Advertisings 53 members, hired in September, presented the 4th Annual Warlocks and Witches Ball in October. This served as our initial team-building exercise, where we conducted our first wave of primary research among Young Adults to gain insights into their attitudes about insurance. Our three-month research initiative culminated on February 4 in a Chapman sound stage with Rompe, a five-hour event where we translated our research into key campaign insights leading to our creative Big Idea. Our Big Idea rationalizes a logical, researchbased advertising strategy, media plan, promotional program, PR calendar, and creative executions. Through implementation, we tested two of our signature events: the Get Covered promotion and the Next Breath PR event. Again, we dont just tell you what we will do; we show you what we did. Every Circle Advertising member is an expert in social media. When you hire Circle, you inject social media into your marketing DNA. When a Young Adult experiences an unfortunate situation that requires an insurance solution, it is a State Farm agent who steps in and takes charge, Freeing Young Adults to continue with their busy lives. Feel Free shows State Farm not only insures the cars, laptops, TVs and bikes of Young Adults, it insures what they value most. Their time.
*source: 60 Minutes The Millennials are coming. **source: CBS - The Age of the Millennials.
We will correct Young Adults misconceptions and leverage the Agent network
Largest market share in the Auto insurance industry Agent-based business model Long history of growth and success
Reposition State Farm to Young Adults Leverage State Farms Agent benefits Exploit social media Target Hispanics
Disproportionately low penetration of Young Adult market Ignorance of agent benefits Inconsistent advertising Social media
Multiple agent-based models: Allstate, Nationwide, Farmers Young Adult preferences for online communication Highly saturated insurance market Young Adults perception that agent based model is outdated
TOTAL SURVEYS
general insight surveys parent surveys independent young adult surveys psychographic surveys hispanic surveys
warlocks & witches attendees get covered attendees next breath attendees
Initial research surveys and impressions were conducted at the Warlocks and Witchs Ball
diaries
media diaries agent diaries
focus groups
Branding focus group that provided insight on the effectiveness of State Farms messaging and recall versus its competitors
6 different types of research gave us over 6,000 research impressions and led us to key insights into our target demographics
Before we could better Young Adults lives by being there, we wanted to understand how to turn our audience into brand advocates. We found out where, when and how to reach them in the most relevant and exciting way. Research diaries granted us insight on State Farms current physical work environment. Our media diaries revealed the vast number of messaging vehicles our markets are exposed to everyday. We utilized the high turn out at our three events to approach our audiences in a non-intrusive way. Professional interviews with auto collision specialists, social media experts, lawyers and the director for the Stanford Institute for Economic Policy gave us insights on Young Adults in relation to insurance.
Man on the Street Interviews at UNLV that provided valuable qualitative research insights
PrImary - IndEPEndEnTs
There are 17 million Independents between the ages of 18 and 25 in the US that we can align with. They are extremely pricesensitive and for the first time are purchasing insurance without their parents assistance. They crave convenience, which causes them to prefer online models.
sECOndary: TransITIOnal
Transitionals are in between dependence and independence. This movement provides the perfect opportunity to engage our market at a time when they want to be considered adults.
of Transitionals regard their family as the most trusted resource when it comes to choosing an insurance company of Transitionals said price was one of the determining factors when choosing an insurance company of Transitionals said having an insurance agent would influence their final decision
TErTIary: HIsPanIC
Our Hispanic target is as wellversed in pop culture as any group in the US. Their definition of culture revolves around work, life and play. They also display a higher usage of mobile Internet and cell phone features, allowing us to connect to them through fresh initiatives.
more likely to download digitial content than the average US adult internet user*
of the total online population is made up of Hispanics and is expanding more than 50% faster than the overall US online population*
* U.S. Demographics are Changing Are Your Marketing Plans Ready? study by The Nielsen Company
GEnEraTIOnal dIsCOnnECT
Young Adults experience higher brand bombardment than any generation before them. Over-saturation of the market has made them immune to messaging, especially in brands they cite as irrelevant. With brands that engage them however, brand loyalty is extremely high. State Farm is not this brand. 11 out of 12 Young Adults correctly identified the State Farm logo Of those 11, less than half could recite the tagline
aGEnT mIsCOnCEPTIOn
To Young Adults, Agents seem outdated and boring. They view Agents as pushy and associate them with car salesmen. Presenting the value that an Agent offers will motivate Young Adults to switch providers. I wouldnt trust the Agent, just because Id know hed be trying to sell me stuff Female, 20, Focus Group Participant I could have gone down there to talk to someone, but that would have been a waste of time, Female, 22, Focus Group Participant on talking with a representative after an accident While the majority of Young Adults do not see the benefits, those with an Agent express deep appreciation for their services. Translating this to the rest of our market is key to creating incentive to switch providers. I really like having an Agent, they especially helped me when I got in a wreck and was in a time crunch. Female, 22, Man on the Street Interview
* Source: http://www.statefarm.com
PurCHasInG a Car
Purchasing a high-ticket item, such as a car, immediately brings insurance into Young Adults minds. By focusing on competitive pricing and the personal touch of an Agent, State Farm can generate interest for their services.
GraduaTIOn
This is a generation of aspiration. Whether heading into college or the professional world, fiscal success and responsibility dominate their consciousness. State Farm has an opportunity to assist Young Adults as they take the next step.
aCCIdEnTs
Fifty-six percent of Young Adults said they primarily think about insurance after getting into an accident. State Farm can reinforce the value of the Agent by emphasizing the time an Agent saves.
RETURN ON IDEA
(3yr long term) The current ROI model doesnt take into account the full make-up of a brand. We developed a framework to measure the return on idea.
BRAND OBJECTIVES
18%
10%
8%
top of mind
relevancy
perception of quality
92%
45%
22%
19% 16%
projected percentage current percentage
difference
awareness
being there
trust
compentency
We will reposition State Farm as valuable and convenient. The valuable and convenient position is currently vacant, allowing State Farm to capture first-mover advantages. Repositioning State Farm allows it to become more appealing to Young Adults and differentiates it from other agent-based competitors, such as Allstate.
A brand is no longer what we say or do, but what people think and say about us. Goals must be meaningful to our audience, in their terms, not ours. Because the insurance industry is a slow yielding industry where significant monetary returns cant be expected within a single year, we developed a framework that measures long-term brand value.
understanding conventions...
Before developing our own ideas, it was imperative to understand industry conventions and market perceptions. Without a complete understanding of what already exists, it was impossible to break these norms and establish resonant messaging. We developed a process called Rompe (pronounced: rome-peh) that allowed us to understand trends and evaluate creative executions, promotions, public relations initiatives and media strategies in the marketplace. Industry analysis and audience research was presented to give weight to our insights. Rompe, from the Spanish word to break, serves as our catalyst in understanding trends and norms that help us discover how to differentiate State Farm from its competitors.
Information on the insurance industry as well as Young Adults was presented to find correlations, niche markets, insights and initiatives that have yet to be explored. As a part of the process, each of our departments displayed its findings on boards assembled in a large room. Our research included: The history and core principles of State Farm Insights into Young Adults mind sets Creative trends in insurance advertising Artistic trends on a global scale Corporate responsibility campaigns Emerging media A yearlong calendar of nationwide events
Our team spent 90 minutes walking through the exhibits taking notes, analyzing and discussing findings. This free-form environment fostered insights that guided the direction of our entire campaign, culminating in a three-day process leading up to our Big Idea.
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BIG IdEa
fEEl frEE
The Now What? campaign perfectly illustrated Young Adults reacting to property damage scenarios, leaving them in a state of panic and uncertainty. We have coined this gasp, the Inhale Moment. The moment after the Inhale is the key to communicating our message to Young Adults. This is the moment that State Farm customers count on their Agent. The moment when they realize their time is not compromised. The moment they Feel Free.
CrEaTIvE vIsIOn
sTaTE farm aGEnTs EnaBlE yOu TO ExHalE, and Carry On. Inhale moments are universally overwhelming. State Farm agents make a difference in peoples lives by offering support and saving time, allowing customers to exhale and carry on with their lives. It is this vision that manifests the Feel Free moment in a practical way.
TOnE
The tone is lighthearted, empathetic and assuring. This remains consistent with the core principles of State Farm and embodies the message of Feel Free.
ExECuTIOns
All executions will seamlessly integrate into the above ideas and the tag line, Feel Free.
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InTrOduCTIOn
Create interest and build familiarity with the Feel Free campaign.
rEInfOrCInG valuE
Demonstrate specific benefits of State Farm that empower customers to Feel Free.
InCrEasE awarEnEss
Build a presence, create brand advocates and spread the Feel Free message.
affIrmaTIOn
Emphasize post-purchase services and reward State Farm advocates for spreading Feel Free.
POsITIOnInG
Define the value of State Farm services, participate in the Feel Free conversation and inform potential customers of the benefits of choosing State Farm.
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PaId
Anything we purchase, including traditional advertising. Vehicles include: television, radio, print, outdoor and digital. :30 spot - ABC, ESPN, Galavision, Univision Print - Allure, SI, Motorcyclist Online - Yahoo! Telemundo, Hulu takeovers, Keywords & Paid local search
EarnEd
Anything that gives our audience an opportunity to invite us into their lives, making State Farm a topic of conversation through word-of-mouth and PR endeavors. Viral Video Next Breath World Cup - Kick-Off
OwnEd
Any existing touch point we have, such as our agents, offices and Web sites that enhance and reinforce our message. It is usually overlooked and often turns out to be the most cost-effective. ex. buildings, shopping bags, fleet Branded postage Big Red Couch Collision Card
CrEaTEd
Any new media vehicles that have been designed and created specifically by us to deliver our message uniquely. ex. spectaculars, phone applications, branded video games Parking lot takeover - major sporting events and concerts iPhone Game - Go, Play, Win! Guerilla Executions
* Source: TBWA/MediaArtsLab
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After evaluating the Barriers, Occasions of Opportunity and stages of Brand Awareness, we evaluated the media vehicles that would best fit into each stage of the campaign.
We will use paid media to support the introduction phase of the brand cycle by creating brand interest and building familiarity.
We will use earned media to reach Young Adults and build a presence and brand advocates.
We will employ owned media to translate the positioning phase of the brand cycle to Young Adults and define State Farms value.
We will reinforce value using created media because it demonstrates State Farms service benefits.
We will use created media to place emphasis on post-purchase services and reward State Farm advocates.
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To respect and refresh State Farms established style, our Creative Strategy will encompass the following elements to deliver all messaging: We will connect the perception of value with State Farm Agents by positioning them as time savers. We will remain effective and relevant to Young Adults by creating executions that are artful, visually arresting and on their terms. We will increase retention and pass-along rates by adding value beyond the medium itself using take-aways. We will always portray Agents as trusted, helpful and knowledgeable. We will create executions that are cross-cultural, respecting the assimmilation of our Hispanic market. We will maintain the substantiality of our message by placing the Feel Free logo in a three dimensional environment and reflect the Feel Free moment by having a wisp move fluidly through the logo. With these elements combined with the previously presented guides, we are confident that our executions will maximize effectiveness for both the messaging of the Feel Free campaign and its successful reception.
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PrInT ad rOadTrIP
A CD takeaway inserted in magazines gives the owner 25 free song downloads from FeelFree.com.
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:30 second spot -between events inOn Carry his day The Young Adults seamless transition
establishes the idea of constant motion, reinforcing the value of a State Farm Agent as a time saver. By running the commercial in reverse, we shift the focus from his accident to the Feel Free moment that follows. He is able to live life normally because his Agent takes care of the accident.
The design of our :30 second spot will give the illusion that each scene is placed directly next to each other. The Young Adults motion is uninterrupted as he transitions from scene to scene. The production design simulates the idea that he can move from one event to another without stopping to deal with an unexpected event.
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GOOGlE adwOrds
Insurance related keywords will place our site at the top of the online search. Twitter testimonials will replace standard call-to-actions.
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Bus sHElTEr
Bus shelter takeovers will generate brand experience on public transportation. Those waiting to board the bus will experience the Feel Free message, illustrated by the big red couch decal.
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THEIR INFO
____________ ___
Policy Number:
____ ___ ___
____
______________
____
se: Place:
____________
Persons invo
____________
___
____
All witnesse
s: THEIR INFO
____ ____
____
lved in accid
ent:
____
___
Name: John ____________ Smith ___ Policy Number: Y 3547961 Address: 421 ____________ ___ ____ Grand __ St. Orange, CA ____ ____ 92867_ Drivers Licen ce: D9801359 ______________ _ State/License Place: CA/G IW868 ___ ____________ Persons invo lved in accid ____ ent:
YOUR INFO
YOUR INFO
____
Name:
_______________
_______________
er: Y 3547961
Address:
_______________
____ ___ Policy Number: Y 3547961 All witn Smith Name: Johnesse _______________ _______________ s: ____ __ Address: 421 Grand______92867 St. Orange, CA __ _______________ _
Drivers License:
_______________
Drivers Licence: D9801359 _______________ State/License Place: CA/GIW868 _______________ Persons involved in accident:
___
_______________
State/License Place: _______________ Agen Name/Nu mber: Alex Personst involved in accident: Diez ______
Name: John All witnesses: Smit ____________ h ___ _______________ Policy Number: Y 3547961 ______________ Address:421 _ Grand St. Oran ____ ____ ge, CA 9286 ____ ___ 7 Drivers Licen se: D9801359 ______________ State/License
_
______ _______________
All witnesses:
_______________
Place: CA/G
Y 3547961
____________
IW868
___
Agent Name/Number: Alex Diez _______________ Name: John Smith _______________ Policy Number: Y 3547961 _______________
Address:421 Grand St. Orange, CA 92867 _______________ Drivers License: D9801359 _______________
Collision Card
COllIsIOn Cards
Collision Card
Collision Cards will allow State Farm customers to Feel Free from worry, knowing they have all the necessary information to exchange after an accident.
COllaTEral rEdEsIGn
(not pictured) All collateral materials will be redesigned to match the Feel Free campaign.
GrEETInG Cards
State Farm Agents will send greeting cards on special occasions to their customers. For example:
Whole wide world meet Austin. Austin, meet the whole wide world. Take some time to get to know each other.
552-558
parking is on us
44 USA
For about the price of 4 STAMPS, you could add Renters Insurance
auTO KIT
An auto kit includes everything a Young Adult would need if something were to happen to their car.
mOvE-In KIT
A move-in kit will provide commonly forgotten items used during the moving process for our Transitional market.
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EvEnT
We tested our Next Breath event and chose to benefit UNICEF. It featured three expressions of feeling free: art, music, and writing. ART - Local artists donated pieces and made them available for purchase with proceeds going to UNICEF MUSIC - A live karaoke band allowed attendees to let go of inhibitions while singing on stage. WRITING - There were two boards placed at the entrance of the event. One was titled, What makes you Stressed? while the other read What makes you Feel Free? Attendees wrote on the board to share their experiences with each other. To further publicize the event, live tweeting was displayed on a projector enticing attendees to tweet and share the experience with their online communities with the hashtag #nextbreath. The incredible success of the event determined that it could be rolled out nationally in support for UNICEF.
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wE arE awarE
In past campaigns we have incorporated Facebook, YouTube, and Blogs yielding incredible results. Feel Free gave us the perfect opportunity to use these mediums in conjunction with Twitter. We designated a Twitter Task Force to research and educate the team on Twitter and maximize its potential with tools such as Tweetdeck. We observed conversations that involved State Farm directly (@ statefarm) as well as indirectly (tweets that included #statefarm or state farm). We found three influential insights: Many people unknowingly gave positive testimonials regarding their experiences with State Farm @StateFarm created organic conversation with followers regarding customer service and initiatives De-marketing campaigns were initiated on the grassroots level with twitters such as Angela Russell (@State_Farm_Sucks) and Larry Chiang (@larrychiang)
Professional Interview with social media expert and author of Trust Agents, Chris Brogan
wE arE aCTIvE
We used twitter to inform followers of the progress of Circle Advertising (#chapmanpra, #nsac) and promoted our events by linking to our Facebook event pages. We also developed hash tag channels within the #nsac channel to communicate internally. Circle Advertising dominated the conversation that existed in the #NSAC channel by maintaining over 80% of the tweets from October 2009 March 2010. Near the completion of this book, the conversation eventually spread to NSAC participants across the country and created conversation. Proof of our influential strategy with social media was given to us when schools across the nation began to implement Circle Advertising-created @LarryChiang hash tags and jargon into their conversations.
@State_Farm_Sucks
Case studies and strategies featured in these books were used collectively to shape the curriculum. Outside of the classroom Circle Advertising attended two major events that featured experts on social media. A presentation by Seth Godin, author of Linchpin and an interview with Chris Brogan, author of Trust Agents, These three relevant insights became integral when shaping our provided valuable insight into the ever-changing realm of social media. social media objectives for Feel Free.
On Twitter, word can spread faster than wildfire. Companies no longer have the option of ignoring the conversation. Twitterville shift the focus from products to relationships. Naked Conversations Our job is to connect to people, to interact with them in a way that leaves them better than we found them, more able to get where theyd like to go. - Linchpin Weve taken what weve learned from our years as digital nativesto help you better understand the mind-set required to match your business needs. Trust Agents People use technologies to get the things they need from each other, rather than from traditional institutions. - Groundswell
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Young Adults want to connect with each other and with brands that have something worth saying. It is important to stay connected and engage conversation in new and relevant ways.
InITIaTIvEs:
THE GIvE away GIvEaway!
Utilizing Twitter, State Farm will announce their presence online. Followers of @StateFarm will be randomly selected to have $1000 donated to a charity of their choice. A new follower will be picked everyday for a year. Followers qualify by including their Feel Free moment and tweeting at @StateFarm and #FeelFree. Using the #NextBreath hashtag, @StateFarm will announce contest winners and charities.
suPPOrT:
The social media Taskforce (national level)
A division within the Public Relations team called the Social Media Taskforce will maintain accounts and keep tabs on trends in the world of social media, ensuring that State Farm remains ahead of the curve.
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get Covered
Get Covered incorporates situational sets, a paint splatter station and a dance party to evoke the Feel Free moment. It builds a platform for our audience to relate to, breaking the barrier of Generational Disconnect. It also breaks the barrier of Low Involvement by encouraging our audience to take part in staged accidental sets that remind them of the need for insurance. Get Covered targets Transitionals and Independents in places they hang out: campuses and local hot spots. We executed Get Covered with two elements that contributed to the Feel Free moment:
Situations
There were three sets: a robbed apartment, a car with a shattered window and a bike without wheels. Young Adults experienced the Inhale moment as they interacted with these situations. They were excited to participate as each set was designed to look like a photo shoot. During the national rollout, photos from the sets will be posted online and voted on, with the first place photo becoming a print ad.
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wOrld CuP
The World Cup Contest motivates users to express their hobbies and passions by re-enacting their favorite moments in soccer history. Videos of these moments will be posted on the State Farm Youtube channel. Viewer votes will determine the winner of an all-inclusive trip to the World Cup. This promotion makes State Farm branded content relevant to the market and breaks the barrier of Generational Disconnect.
IKEa ParTnErsHIP
A partnership with Ikea will increase awareness of Renters insurance and will hit the Occasion of Opportunity of Moving Out. As a copromotion, we will set up our staged accidental sets from Get Covered in major cities using Ikea products. Expanding on Ikeas current initiative, when people take the furniture from the set, the product description will be revealed. Each piece of Ikea furniture will have a traced outline on the floor identifying the name and price of the product in relation to the benefits of Renters insurance.
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May
JUNE
Ju ly
AUG.
SEPT.
OCT.
NOV.
DEC.
JAN.
FEB.
Mar.
APRIL
MAY
MADISON 231,000 UWisconsin St. Paul INDIANAPOLIS 798,000 UIndianpolias PHILIDELPHIA 1,540.000 Temple UPenn Penn State HARTFORD 124,000 Yale Trinity Uhartford
BOSTON 620,000 BC, BU Emerson Harvard Northeastern MIT Tufts NEW YORK 8.300.000 NYU Barnard WASHINGTON D.C 591,000 George Washington Georgetown American Howard LAS VEGAS 607,000 UNLV CHARLOTTE 687,000 Duke, Johnson and Wales UNC Queens Kings MIAMI 413,000 UMiami BALTIMORE 636,000 Johns Hopkins UBaltimore
DALLAS 1,M279,000 SMU AUSTIN 757,000 UTexas St. Edwards MEMPHIS 669,000 Rhodes UMemphis
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2010-2011 EVENTS
PAID PRINT magazine-(OP4C) magazine-insert ONLINE homepage takeover hulu show sponsorship keywords & paid local search OOH billboard building corner billboard transit audio poster transit interior poster bus shelter bus wrap TELEVISION :30spot television RADIO 3-day station sponsorship EARNED twitter: #feelfree facebook fan page viral video PR NEXT BREATH next breath event next breath twitter account
The Great Giveaway Giveaway
May 11 2 9 16 23
Graduation
World Cup
Christmas Hanukkah
March Madness
Mothers Day
cost
/000,000 ($)
next breath fan page next breath flickr foursquare badge PROMOTIONAL EVENTS get covered work exchange team FIFA kick-off contest carfax sponsorship zingo sponsorship ikea spectacular if I can dream sponsorship OWNED collision card feel free website big red couch collateral redesign greeting cards CREATED branded packing tape vehicle kit move-in kit Go. Play. Win. parking lot take-over SMS platform spectaculars guerilla promotional items branded stamps
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10,517.4 830.7 32.0 29.6 6,915.7 14.6 0.8 14.8 3,457.9 3,457.9 14.8 7.0 2.8 254.3 12.5 1.1 138.6 7.5 103.6 5.0 1.2 5.1 n/a 12.1 665.6 159.8 3.1 126.4 2.3 74.6 5.2 49.4 119.9 50.2 4.2 1.6 14.2 8.1 5.6 660.4 21.6 11.2 879.6 3.0 4.5 570.0 10.0 1,360.1 570.0 10.0 1,360.1 1,321.7 58.8 14.4 1,321.7 14.4 58.8 496.8 180.0 0.9 n/a n/a 7.6 8.4 n/a n/a 2.0 0.0 100.0 0.4 25.0 80.0 6.0 0.0 57.6 n/a 3.4 n/a n/a 0.4 8.5 n/a n/a 30.2 51.2 0.0 18.0 0.0 4.3 6.6 0.4 21.1 320.5 50.7 0.0 122.4 45.1 42.5 0.0 0.0 n/a 0.6 1.8 0.1 7.0 0.1 n/a 0.0 0.0 53.6 1.3 0.0 95.0 7.9 40.7 885.1 0.9 0.1 0.1 28.4 0.1 267.4 35.0 5.4 524.0 0.5 0.1 0.1 30.0 0.1 35.5 0.1 396.1 3,460.0 4.8 0.0 11.1 2.1 295.5 0.3 3.5 0.3 5.1 236.4 1.2 40.6 200.0 150.6 193.1 2.0 6.0 0.2 165.0 4.0 0.3 387.0 332.5 0.3 178.5 0.1 0.01 138.0 0.2 5.7 235.7 total impressions 1,155,906,600 total production cost $5,355,766 grand total $38,783,700
Commission Contingency
$800,000 $227,610
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EvaluaTIOn (mETrICs)
We will evaluate our campaign through market share increases and monetary gains.
PITCH
State Farm is at a crucial crossroad. Young Adults are transitioning into roles of responsibility and developing habits that will carry on through the rest of their lives. State Farm has a dwindling window of opportunity to reach these Young Adults before they develop brand loyalty elsewhere. This is where we come in. Young Adults want a brand that understands them and meets them where they meet. Feel Free does that. By re-positioning State Farm as convenient and valuable on all channels, especially social media, State Farm will begin to foster what will later mature into a profitable relationship. Weve shown you not only what we will do, but what weve done and how it has been effective. In an age of uncertainty, State Farm is currently torn between two seemingly mutually exclusive needs: Breaking through industry clutter Remaining true to themselves Circle Advertising provides a way to do both. A way to remain true to State Farms values and engage in conversation with Young Adults. A way to inspire them. A way to Feel Free to be State Farm.
Industry research of successful and unsuccessful campaigns determined this number to be reachable and conservative.*
POsT-TEsTInG
Feel Free was put through rigorous testing and 81.3% of those presented with it liked the message, stating: Feel Free makes me think of a weight being lifted. The tagline says Feel Free to do what you want, and we will take care of things for you. The freedom to do whatever you want, and still feel confident that things will be taken care of the right way. The message sells confidence and security. It makes me think that the agent would have my back so I dont have to be there. Selling confidence through a state of mind. To me these ads sell to 18-25 year olds who are on their own for the first time. They are college aged, away from mom and dad, making a big transition. It shows that with State Farm the transition can be made easy.
How we calculated the numbers Auto: 714,000 customers gained: 17M people X 4.2%. $942M revenue: 714,000 customers X $1319.14/yr (average premium). Renters (Conquest): 13.6M potential customers: 17M people X 80% (percentage of renters). $26M revenue: 13.6M people X$192/yr (average premium). Renters (Up-sell): 145,000 customers: 5% X 2.9M (number of State Farm Young Adult customers). $3.5M (0.7% market) revenue: 145,000 customers X $24/yr (average premium). Profit: $48.6M in profit: $971.5M total revenue X 5% (industry average mandated by govt*).
30 *Source: www.iii.org