Media Center
MEDIA COVERAGE
What People Are Saying 
"At media agencies we make a big deal about demographics, psychographics, and behavioral targeting, but the Catalina data...takes targeting to a whole new level," said David Sommer, managing partner and director of the retail practice at WPP's Mediaedge:cia.
–New Ad Net Registers With Consumers – AdWeek
"The old notion that coupons only appeal to highly deal-driven consumers and not to 'best customers' is falling fast. Todd Morris, Executive Vice President of Brand Development at Catalina, said its research shows that more than 70 percent of shoppers will redeem at least one Checkout Coupon annually, and 'the greatest concentration is with most valuable customers with the biggest baskets.'"
–Coupons Are Hot, but Are They a Bargain for Brands? – AdAge.com
"Catalina's mobile couponing programs delivered double-digit lifts in incremental store visits and spending at participating retailers, as well as significant double- to triple-digit lifts in incremental sales volume for participating brands."
–Mobile Couponing Leads to Higher Traffic, Sales Volume – Progressive Grocery
News Coverage
Digital Patient-Centric Communications: Listen and Learn
PharmaVOICE - February 2012 featuring Renee Selman, February 01, 2012
Renee Selman is President of Catalina Health™, a company that uses a proprietary database platform at the pharmacy point-of-care and can see the evolving prescription histories of over 130 million health consumers. They use this precise transaction-level insight to help clients develop customized, measureable messages that can incite healthier patient outcomes. “Recognizing individual patient needs by understanding what motivates changes in behavior is the first step in achieving healthier outcomes. Best practices will involve companies that can provide patient insights, specialty segmentation, and a way to deliver meaningful educational messages or introduce brand loyalty programs based on where health consumers are within their disease state. Messaging health consumers at their most critical touch points; at the point of care with their physicians and at their pharmacies, is the key to building strong relationships. These communications will help physicians, pharmacists, and brand manufacturer’s partner together to provide the best information possible to their health consumers. ”
Think Tank - Effective, Patient-Centric Interventions
PM360 - November 2011, November 01, 2011
A truly great patient-centered adherence program stems from relevant insights that acknowledge how patients feel and address their emotions through compelling messages. To be effective, it’s important to understand patient behavior as well as emotional drivers and triggers. Our approach is committed to analyzing de-identified health consumer data and insights. We have conducted qualitative and quantitative patient research across numerous chronic conditions to understand drivers and barriers of patient behavior related to taking prescription medication. Marrying this primary research with privacy-protected data housed within our robust patient-level longitudinal database helps us understand the “whys” behind the “whats” (i.e., why patients do/do not comply with prescribed therapy regimens). It’s this level of understanding and holistic view of the health consumer journey that allows us to develop more customized messages and ultimately deliver measurably healthier outcomes. To create a dynamic patient experience our research has shown that information needs to change and evolve throughout the health consumer journey. What is of interest to a new patient on therapy is not the same for someone who has been on medication for six months. While both might have concerns with side effects, for example, emotional factors may impact their adherence in totally different ways. We recommend that brand messages acknowledge the different mindset and behavior patterns throughout the treatment continuum—this is what leads to a truly dynamic patient experience. Patients are certainly ready [for patient-centricity in prime time]. What drives success is a consumer-centric strategy and message. While there are some great examples within pharma, overall, the industry has to do a better job. We firmly believe in and are committed to patient-centricity—for us, the health consumer is at the core of everything we do.
Accounts and People of Note in the Ad Industry
The New York Times, October 17, 2011
Jamie Egasti joined the Catalina Marketing Corporation, St. Petersburg, Fla., as chief executive. He assumes duties from George Off, a co-founder of Catalina who had served as interim chief executive. Mr. Egasti had a long career at Procter & Gamble, Cincinnati, in posts that included chief executive of the Folger Coffee Company, which was spun off from Procter and became part of the J. M. Smucker Company.
Shopper Technology Institute, October 11, 2011
Marketers and retailers looking to deliver promotions and brand-building efforts to convenience store shoppers have a new vehicle. Catalina Marketing Services is expanding its nationwide point-of-sale (POS) media network into C-stores, following a successful pilot program with technology partner, Outsite Networks. The network is a targeted consumer communication system, currently located at checkout in more than 26,000 retail grocery, drug and mass outlets throughout the U.S.
Catalina Appoints Former Folgers CEO, P&G President as New CEO
Drug Store News, October 10, 2011
Catalina Marketing announced on Monday that its board of directors has tapped Jamie Egasti, former CEO of the Folgers Coffee Co. and president of Procter & Gamble’s global snacks and coffee, to serve as CEO and member of the board.
Former P&G Executive Named CEO at Catalina
RetailingToday.com, October 10, 2011
Jamie Egasti was named CEO of Catalina Marketing Corp. and will join the firm’s board of directors. Egasti previously served as CEO of The Folgers Coffee Company and president of global snacks and coffee at Procter & Gamble. Egasti replaces Catalina co-founder George Off, who has served as interim CEO and a member of the company’s board of directors since May, 2011.
Direct Marketing News, October 10, 2011
Catalina has appointed Jamie Egasti its CEO, the shopper marketing firm said on Oct. 10. Egasti confirmed that his employment with the St. Petersburg, Fla.-based company began Monday. Egasti replaces Catalina cofounder George Off, who served as interim CEO since May. In conjunction with the interim CEO role, Off joined the company's board of directors, but per that agreement is no longer a board member. He will serve as a senior adviser at Catalina, Egasti said.
Catalina announces expansion to convenience stores
Retail Confectioner, October 05, 2011
On-site coupons are about to become even more convenient — literally. Catalina, which makes printers that issue coupons right at the store, announced at the National Association of Convenience Stores (NACS) convention that it is expanding into convenience stores. The move follows a successful pilot program with technology partner, Outsite Networks. Specifically, Catalina has been piloting C-store brand building programs over the past year in nearly 500 stores using a system that was specially designed for the channel.
USA: Catalina to Expand Convenience Store Reach
PetrolWorld.com, October 05, 2011
Consumer communications provider Catalina has announced plans to expand its point-of-sale media network to convenience retail following a pilot programme run with Outside Networks. The company made its announcement at the NACS show currently under way in Chicago.
Catalina Expanding to C-Store Channel
CSPnet.com, September 30, 2011
Catalina, a leader in consumer-driven marketing, said that it is expanding its nationwide point-of-sale (POS) media network into convenience stores following a successful pilot program with technology partner Outsite Networks. The Catalina Network is a targeted consumer communication system, currently located at checkout in more than 25,000 retail grocery, drug and mass outlets throughout the United States.
CIO Profiles: Eric Williams Of Catalina Marketing
Information Week: Global CIO, September 26, 2011
Important lesson learned along the way: If you enjoy your work and strive to add value, you'll be successful.
Smart Stores: Consumer Monitoring in Exchange for Your Information
Chron.com, September 19, 2011
At a Walgreen’s cash register the other day a catalina printed out along with my receipt. I got excited, as these are normally for products that I use. However this time the catalina was $4 off on any (1) Stoppain® Pain Relieving Product. Ah—they must have thought I had pain from all of the low-dose aspirin I’ve been purchasing for my grandparents. Looks like they clearly have tracked my purchases but were not able to make the distinction between what I would typically purchase for myself vs. what I would typically purchase for my 70+ year old grandparents.
Converting the Fickle to the Loyal...
Business 2 Community, September 16, 2011
Brand marketers have always understood the importance of a core loyalty group. But the medium by which you create this loyalty is no longer about hurling the message into deep space, and hoping people will respond; it is about the two-way dialogue. And some consumers have spoken, taking it to the extreme…
A New Model for Brand Communication
Marketing Web, September 15, 2011
A study by US research company, Catalina Marketing, has found that FMCG brands that work to maintain loyal customers can reap four times as much profit as companies who don't. However, the top FMCG brands experienced reduced loyalty from amongst their loyal customers by 46% on the past year, exacting a steep toll on sales.
Tips for Retailers: How to Maximise Engagement on Facebook
iMedia Connection, September 14, 2011
I’ve been working on a project in which I have had the opportunity to review the organization and hierarchy of hundreds of marketing departments, large and small. What struck me most was the number of enterprises that still use the term “interactive” to describe the digital team. To me, interactive is a synonym for table stakes, not effectiveness. Of course marketing needs to be interactive in 2011. “Interactivity” is to digital as “cleans clothes” is to laundry powder. It’s lowest common denominator, not differentiation, and ultimately brands are about what makes them different.
Catalina Marketing Aims for the Cutting Edge of Big Data
InformationWeek, September 14, 2011
The No. 5 company in our 2011 InformationWeek 500 ranking is fast, too, delivering insights within a second of a transaction.
Business Wire, September 07, 2011
New research conducted by Catalina, the leader in precision brand building, finds that total revenues of the top 100 brands in the nationwide Catalina network of grocery, drug, and mass merchant stores grew by just 0.5 percent during a 12-month period ending in early July. The report also demonstrates that brand defections and reduced share among previously highly loyal consumers represent a major drag on individual brand performance.
Churn Takes Almost Half of CPG Brands' Most Loyal Buyers: Study
Promo, September 07, 2011
A study of shopper behavior by Catalina Marketing finds that the average CPG brand saw 46 percent of its most loyal shoppers fall away in the last year.
Catalina: Major Packaged-Goods Brands Lost 46 Percent of Loyalists
Adage.com, September 07, 2011
The top 100 packaged-goods brands saw reduced loyalty from 46 percent of their loyal consumers in the past year, exacting a steep toll on sales, according to a study by Catalina Marketing based on shopper loyalty-card data.
Study: CPG Brands Mi$$ Loyalty Opportunities
Marketing Daily, September 07, 2011
Consumer product companies are losing far more than they think to brand defectors, according to a new study, with lapsing loyalties reducing sales by an average of 8.5%.
Advertising Statistics of the Week: Advertisers to Spend $500 Billion in 2011
Yahoo Adversising Blog, September 07, 2011
Plus local auto TV ads flat until 2015, NBC nearly sold out for Super Bowl ads, and social media allocation to grow more.
Churn Takes Almost Half of CPG Brands' Most Loyal Buyers: Study
Promo, September 07, 2011
Your Brands Biggest Challenge is not About Getting the Largest Market Share
Dialog Solutions, September 07, 2011
It’s not about getting more likers or followers or even customers than your competitors. This leads to the red ocean, this leads to the creation of thin value , unsustainable growth and weak relationships with your customers. Read this article. Think about the catalina marketing survey showing that an average fmcg product makes 80% of its sales with 2,5% of its shoppers. Those are your best prospects, don’t waste time or money on the others. Leave them to your competitors.
Report: CPG Brand Loyalty is in Flux
Smart Brief, September 07, 2011
A survey from Catalina Marketing based on loyalty card data finds a 46% drop in loyal consumers for the top 100 packaged goods brands. Although the brands saw average sales growth of 2.2% for the year ending in July, the analysis of shopping data found less allegiance to the brands.
The Miami Herald, September 07, 2011
Report Shows Top 100 Brands in Catalina Network Grew Average of only 2.2 Percent, While Cost of Lapsed Loyalty Reduced Revenues by Nearly 8.5 Percent
Digital's Daily News: Yahoo Board Struggles to Define Company's uture
iMedia Connection, September 07, 2011
I’ve been working on a project in which I have had the opportunity to review the organization and hierarchy of hundreds of marketing departments, large and small. What struck me most was the number of enterprises that still use the term “interactive” to describe the digital team. To me, interactive is a synonym for table stakes, not effectiveness. Of course marketing needs to be interactive in 2011. “Interactivity” is to digital as “cleans clothes” is to laundry powder. It’s lowest common denominator, not differentiation, and ultimately brands are about what makes them different.
Catalina: Major Packaged-Goods Brands Lost 46% of Loyalists
Edge of Marketing, September 07, 2011
A Catalina study finds packaged-goods brands that maintain loyalists can reap four times as much profit as those who don't.
Catalina Marketing Report Examines Customer Loyalty
Tampa Bay Business Journal, September 07, 2011
A new report from Catalina Marketing, based in St. Petersburg, shows how lapses in customer loyalty have affected brand performance.
Consumer Brand Loyalty May Never Recover From The Recession
Business Insider, September 07, 2011
Consumer loyalty declined in the recession and may soon go the way of the dodo, according to a new study by Catalina Marketing’s Pointer Media Network.
Success in the Big Data Era Is About Getting Insight From Huge Data Sets in Near Real-Time
Information Week, August 09, 2011
If you want to understand the challenges of the big data era, hang around Catalina Marketing, a global marketing firm that works with a who's who of consumer packaged goods companies and retailers.
Marsh Will Add Coupon Technology from Catalina
Smart Brief, August 09, 2011
Marsh Supermarkets will begin offering customized messages and offers at checkout through a system from Catalina Marketing Network. "With Catalina, we will be able to offer our customers valuable incentives printed at the time of checkout for products the customer has a history of purchasing," said a Marsh official.
Catalina Marketing Adds Online Coupons
Smart Brief, April 20, 2011
Catalina Marketing, which provides shopper-driven coupons that are printed when customers check out, launched coupon website CouponNetwork.com. In addition to offers for products from major food makers, including Campbell Soup, Kraft Foods and Nestle, the site has coupons for General Electric light bulbs and Fisher-Price toys.