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MKT 311
Mobile Marketing Plan
Anthony Lombardi
Southern New Hampshire University
NEEDS & OBJECTIVES
W2
NEEDS & OBJECTIVES
Company Overview
Company:
Hulu
Product or Service:
Hulu provides thousands of TV series and movies through its
streaming library as well as live TV to members who subscribe to the Live TV service.
Marketing Strategies:
Hulu uses a variety of marketing strategies to attract new customers
while also working to maintain current customers. One very uncommon and effective
form of advertising they use is leveraging press releases. Many companies use press
releases to communicate announcements and changes to the media, however, Hulu uses
them for marketing purposes by using well-written and informative press releases that
also include promotional elements such as trailers and images, and as a result, the
company receives more exposure as the media and followers share the press conference
(Abouemera, 2022). Another marketing strategy that Hulu uses very well is collaborating
with influencers who align the most with the overall campaign rather than choosing
influencers based strictly on popularity like many other companies. For example, when
Hulu wanted to promote a dating show on the platform, they decided to collaborate with
someone who is well known for their role on The Bachelorette, Andi Dorfman
(Abouemera, 2022). Lastly, Hulu offers 7 days of the service for free to new customers.
This is a great way to attract new customers who want to try out the service for a week
for free before deciding to either continue the service or cancel.
Current Mobile Marketing Presence:
One of the mobile marketing strategies that Hulu uses
is that it “heavily relies on Google AdWords campaigns to ensure that its search results
come up first in search rankings for its related keywords like
streaming
TV” (Green,
2017). Another mobile strategy that they use is collecting data on users and then using
that data to create highly personalized advertisements and campaigns tailored to specific
customers.
This is a great strategy to help the company maintain its current customer base
by showing that the company cares about them as individual customers rather than just
seeing them as another one of the company’s many subscribers, which as a result is a
great way to build loyalty between the company and customers. Another mobile strategy
that Hulu uses very effectively is social media. Instead of using social media to promote
products and drive sales, Hulu uses it to engage with its customers and build long-lasting
relationships and loyalty (Abouemera, 2022). Lastly, Hulu sends occasional personalized
emails that contain updates on content, personalized recommendations, and special offers
that help the customers stay up to date on what the service offers and find new series and
movies that meet their interests.
Competition
Competitor:
Netflix
Competitor’s Mobile Strategy:
Netflix and Hulu have similar mobile marketing strategies.
For example, just like Hulu, Netflix
relies heavily on search engine optimization. Both
companies take advantage of keywords and secondary keywords to push their company
to the top of search results. Netflix also has a strong social media presence that they use
in a similar way to Hulu. While Netflix does occasionally use social media to promote
their product, they spend most of the time on social media interacting with the audience
through methods like surveys and conversations with customers on various social media
platforms. Just like Hulu, the main benefit that Netflix sees by doing this is building
strong and loyal relationships with its customers. Another similarity between Netflix and
Hulu and their mobile strategies is personalization. As a Netflix subscriber, the content of
your home page is personalized for you, allowing you to find more TV series,
documentaries, and movies that relate to your personal interests (Tas, 2020). Lastly,
another common mobile strategy that Netflix and Hulu share is personalized emails that
recommend shows and movies based on customer interests, as well as changes to the
streaming catalog and promotions.
Competitor Advantage:
After reviewing the mobile strategies of Hulu and Netflix, there
does not appear to be a huge advantage for either company. Both companies use very
similar and effective methods to attract new customers as well as build relationships and
loyalty with current customers. However, according to FlixPatrol (2023), which is a
website that shows the number of subscribers that various streaming services have,
Netflix has significantly more subscribers and is leading the category with over 232
million subscribers, while Hulu is 8
th
on the list with only just over 48 million
subscribers. Based on the tremendous subscriber difference it is safe to assume that
Netflix has been more successful in its marketing strategies, however, since both
companies share similar strategies there may be other factors coming into play such as a
larger steaming content selection
or possibly even higher quality streaming content.
A
strong mobile marketing campaign that relates heavily to a new trending show or movie
on the service would be a great way for Hulu to attract new customers and make a dent in
the subscriber difference.
Target
Customer Segment:
18-34-year-old men and women in the middle and upper class who
live in urban and suburban areas
.
Main Characteristics:
The demographic characteristics of the marketing campaigns'
customer segment are 18-34-year-old men and women, living in urban and suburban
areas, and who are part of the middle or upper class. When it comes to psychographic
characteristics of the target segment, they include people who spend a lot of time on
social media and watching television or movies and people who pay close attention to
popular trends. A large portion of Hulu’s customers are between the ages of 18 and 34
and are from the middle and upper class. Additionally, a staggering 75% of Hulu’s
subscribers are from urban or suburban communities (Dean, 2023). These characteristics
represent people who already enjoy watching Hulu, so a continued effort to attract people
who share similar characteristics can be a very effective way for Hulu to continue to earn
more subscribers through the mobile campaign.
Justification:
As of May 2021, people between the ages of 18 and 34 account for 57% of Hulu’s
subscribers (Statista, 2022). A continued focus on that age group using mobile marketing
strategies would be the most effective way to drive growth.
The upper and middle class are the people who would be most willing to and able to pay
for a monthly streaming service. Many people from the lower class may refuse to pay for
the service or may not have an internet connection to use for the service to begin with.
People who are already spending a lot of time watching movies and television or may
even be using another streaming service are a great place to start to try to find new
customers. Promoting to them what the service has to offer to them and how it is better
than competitors can be an effective way to bring new customers over from cable or other
streaming services.
In today’s world, an overwhelming majority of people use social media. People between
the ages of 18 and 34 spend the most time on social media as well. For example, looking
at the platform YouTube, people in that age range make up a staggering 67% of the
audience (Zhou, 2023). Prioritizing that age range with the use of social media mobile
marketing strategies would be tremendously effective.
The use of trending shows and movies would also be most effectively targeted to the 18-
34-year-old age range as well. They tend to be the people keeping up with current pop
culture trends the most, and by taking advantage of those trends in marketing you can
attract many new customers from that demographic.
Mobile allows companies to interact with their audience anywhere at any time and this
convenience and accessibility by incorporating mobile campaigns will add to the value of
a traditional marketing mix.
TACTICS
W4
MOBILE MARKETING TACTICS RECOMMENDATIONS
Tactic 1:
Collaborating with content creators on YouTube who make “reaction” videos of
TV series and movies. Also, give the YouTuber a promotion code to include in the video
so that the audience can join Hulu using the promo code for the creator and receive a
benefit for signing up such as “first month free and second month 50% off” for a Hulu
subscription.
o
Differentiation:
Hulu and Hulu’s main competitors, such as Netflix, often use
celebrities and actors to promote their products or upcoming series on the
platform. However, a large niche that is consistently growing in popularity has
been completely ignored and unutilized by streaming services. YouTube reactor
channels that post videos of them reacting to various forms of media such as
music, videos, TV series, and movies have been growing in popularity, and
partnering with them to reach their large audiences can help Hulu stand out from
competitors and help the company reach its short-term goal of building brand
awareness and of its new products and promotions to generate sales. Additionally,
using a promo code that the content creator can include at some point in the video
while he discusses some new upcoming series and movies on Hulu can help drive
brand awareness, product awareness, and sales even more.
o
Justification:
Reaction channels on YouTube are growing rapidly in popularity. A
large reason for the growing popularity of reaction channels is their authenticity,
which viewers greatly appreciate. Reaction channels give their viewers a sense of
authenticity using “involuntary physiological reactions, authenticity claimed
through fandom, and authenticity because of the celebrity of the reactor allowing
the viewer to feel they know them personally” (Cox, 2023).
There is a very large
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