Buying Auto Insurance? What Matters Most to Multicultural Consumers

Car insurance is an important asset to many multicultural consumers across the U.S. As such, it’s critical for brands to understand how they choose insurance companies and their path-to-purchase.

These highlights are part of our recent work exploring multicultural consumers’ attitudes and preferences towards insurance more generally, including life insurancehome insurance, and auto insurance.

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Perceptions on Home Insurance: Find Opportunities to Connect with Multicultural Consumers

According to the Census Bureau’s Housing Vacancy and Homeownership (CPS/HVS) survey, the U.S. home ownership rate in 2017 was 64.2%. However, this rate varies drastically when looking at home ownership rates by ethnicity.

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Life Insurance: Connecting with Multicultural Consumers

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A 2016 study by the Life Insurance Marketing and Research Association (LIMRA), estimated that 48% of U.S. households have an average coverage gap of $200,000. This unmet life insurance need adds up to over $12 trillion in total market opportunity. So how can brands capitalize on this? We examine the roadblocks that multicultural consumers face when it comes to buying life insurance, as well as opportunities for brands to connect with them across the purchase journey – pre-purchase, purchase, and post-purchase.

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Casting in Advertising: The Do’s and Don’ts of Culturally-Authentic Content

What does it mean to be authentic in today’s world? How can companies create content that truly resonates with key consumer targets?  There are four critical areas that marketers need to assess to create compelling campaigns: casting, language, passion points, and situation.

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Activating with Cultural Fluency

Can a brand be culturally fluent? Is there such a thing? If so, when does a brand achieve this and and why is this important?

We look at the framework through a brand lens to inform activation choices for marketers. If you’re new to this idea, start with Cultural Fluency: A Framework for Winning in Today’s America.

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US Population Growing at Slowest Rate in Over a Decade

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For the first time in more than a decade, the U.S. population has grown by less than two million, according to the 2016 American Community Survey (ACS) report. At the same time, the number of Americans that identify as two or more races has increased faster than any other ethnicity.

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Cultural Fluency: A Revolutionary New Framework for Winning in Today’s America

Cultural Fluency: A Revolutionary New Framework for Winning in Today’s America

Cultural Fluency represents a powerful new way to significantly increase the ROI on marketing.

Multicultural America will dominate population growth and influence for the foreseeable future

Younger Americans expect brand to embrace diversity and take stands on issues they care about.  The general market will be won by brands that efficiently and effectively appeal to all segments in an authentic way.  Is your brand ready?

The Problem: Brands are Ensnared in a Marketing Trade-Off

Every brand manager struggles with a fundamental trade-off:”  do we go deep on “ethnic” segments and generate deep connection at the expense of no connection to other segments?

Or do we go broad on safer “gen-pop” themes and risk being forgotten as savvier competitors win with stronger messages?  How do we handle the impossible: multiple “ethnic” segments to target, each growing rapidly, but limited marketing dollars.  And what about backlash from our traditional consumers?

We believe this trade-off can be transcended.  Our Cultural Fluency framework enables marketers to move ahead of competitors with savvy insight that combines deep cultural insight for specific segments AND generates broad appeal, revealing a new equilibrium that generates higher ROI on marketing investments.

The Solution: Build Cultural Fluency

Our Cultural Fluency originated in research we began for our 2017 Executive Roundtable series, co-hosted by Google and A+E Networks

Fundamental to our work is a new method to measure cultural variation, enabling us to quantify cultural differences and similarities across race, ethnicity, generations, gender identity and sexual orientation. These measures have given us the ability to exhaustive document the cultural traits of these consumers, and help brands identify ways to extend their reach across and impact within cultural segments.

In addition, we developed a way to measure the cultural fluency of ads and brands, enabling brands to diagnose cultural fluency gaps with these metrics. Our members use these diagnostics to identify where they need to close gaps with insights gleaned from our work in cultural traits.  Budget-conscious brands use these insights to reduce the cost of custom engagements.

The Cultural Fluency Roadmap

Our members use the Cultural Fluency Roadmap to declare a destination, measure their progress and hold themselves accountable to delivering the cultural fluency consumers now expect as price of entry.  Multicultural consumers want to see themselves represented correctly. Younger Americans expect brands to embrace the diversity they have grown up with. Brands cannot afford to miss out on the growth opportunity America faces across all segments, driven by multicultural America and the embrace of diversity.   It’s time for brands to declare Cultural Fluency as a top goal.

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Convenience Stores: A $140 Billion Opportunity

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Multicultural consumers are changing the retail landscape and the way brands approach shopper marketing. Convenience store marketing, however, is often neglected and poorly understood, especially across multicultural segments. But why? According to Nielsen, convenience-store sales represent 17% of total retail sales, and reached $140 billion in 2016, up from $126 billion in 2012. This trend, combined with the rising purchasing power of multicultural consumers, reveals a big need for multicultural insights within the convenience-store channel.

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Tales of Telecom: See What Multicultural Consumers Really Want from Providers

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In 2017, cell phones, internet, and watch-anywhere TV have become appendages of consumers’ bodies. We’ve conducted several studies about digital behaviors and attitudes, but our latest work goes deep into how consumers make the critical decisions around which telecommunications products to buy, and what features are important to them. The research uncovers a broad array of insights, with explorations into the telecom landscape, deep-dives into cell phone, TV and internet providers, and path-to-purchase.

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Are Modern Families Really All that Different?

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It’s no secret that American modern families in 2017 look vastly different from 50, or even 30 years ago. They are more diverse; going from Leave it to Beaver to Modern Family. But what do these changes mean for marketers? How can brands tap into these shifts to connect with modern families on a deeper level?

We set out to answer these questions in our latest study around modern families, here are just a few key takeaways:

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