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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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