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For brands who want to connect with Caribbean Hispanics in the U.S., baseball could represent the right platform to start a long-term consumer-brand relationship. Nearly one-third of all major league players are Latinos, including those born in Latin America and within the 50 U.S. states. The Dominican Republic has the highest number of players in the big leagues.

Once upon a time, on May 9, 1871, Estevan Enrique “Steve” Bellán debuted as the first Latin American born individual to play professional baseball in the U.S.A. He played as a third baseman for the Troy Haymakers in New York. About 200 years later, nearly one-third of all major league players are first or second-generation Latinos.

connect with caribbean hispanics
Augusto Romano, CEO at Digo Hispanic Media.

According to the Major League Baseball (MLB), the Dominican Republic has the highest number of international players in the big leagues, with 102 players during Opening Day in 2019. Second in the ranking is Venezuela, with 68 players, and Cuba comes in third with 19 players. “Baseball receives the most attention in Caribbean countries, even more than soccer,” Augusto Romano, CEO at Digo Hispanic Media, tells Portada.

Catering for A Segment’s Needs

First, Digo noticed Caribbean Hispanics are a niche market with particular needs, separate from the general Hispanic market. Then, the U.S Hispanic audience network figured how to reach about five million Puerto Ricans, Cubans, and Dominicans who are concentrated on the east coast of the U.S. However, Romano has a new strategy in mind: “Get to them through baseball!

Get to them through baseball!

Born from the union of the two largest media groups in the Caribbean, GFR Media from Puerto Rico and Grupo Corripio from the Dominican Republic, Digo’s audience has shown a special interest in how Caribbean-born baseball players are developing within MLB. We write stories about the players in a culturally relevant manner, starting with their origins, something the mainstream media doesn’t do. This allows U.S. Hispanic fans to follow players from their country of origin on our premium sites, says Romano. Nevertheless, it seems brands are still missing out on the opportunity.

Individual Promotions

According to Josh Rawitch, Sr. Vice President, Content & Communications for the Arizona Diamondbacks, since last year, the MLB has been working on promoting individual players.This is an important shift in the league’s marketing strategy where traditionally entire teams were promoted.

“The league is smart enough to let these players be who they are,” Rawitch tells Portada. “Therefore we are letting their personalities show a little bit more.”

Most of Arizona Diamondbacks’ fans come from Mexico and Venezuela. However, the team also recognizes the importance of its Caribbean followers. The star, pitcher Yoan Lopez, for example, is from Cuba.

Concerning Puerto Rican players, Esteban Pagán, sports editor at GFR Media, believes that even though Puerto Rico has produced four island born hall of famers, and they have always been very active and noticeable with players in the league, right now there’s a new group of very talented players that are starting to arise. It is a matter of time for us to see more profesional global Puerto Rican players, he explains. “Brands are missing out on opportunities to connect with the U.S.H. audience because these big players are just starting to emerge and are recently being noticed and followed by MLB fans.”

“We are in the exact time in which we can see the potential [of the Caribbean players] in the long run,” Jorge Cabezas, GFR Media, General Manager, adds.

Connecting With Caribbean Hispanics

“The way we try to connect with the Caribbean fan base is first through our social media accounts. They’re being followed by Latinos all over the world, thus we specifically try to highlight our Hispanic players. We have some Cuban players and tons of Venezuelans and Dominicans,” adds Rawitch. “We know when we are sending out messages on social media, we are interacting heavily with fans from the Dominican Republic and Puerto Rico.

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The second way the D-Backs are connecting with Caribbean Hispanics is through their local baseball academy in the Dominican Republic. In fact, all 30 major league clubs have baseball academies there, according to Anthony Salazar, chair of the Latino baseball committee.

The way we try to connect with the Caribbean fan base is first through our social media accounts.
Josh Rawitch
Josh Rawitch, Sr. Vice President, Content & Communications at team Arizona Diamondbacks.

“We go down there for graduation every January or February. Moreover, we do a second trip when we do a clinic in the Dominican Republic or we’ll do public appearances,” explains Rawitch.

As a matter of fact, Digo Hispanic Media recently announced their exclusive partnership with NGL Collective, focused on custom content generation.

Their first docuseries named “Las Academias,” explores the beautiful island of the Dominican Republic along with the small towns scouting for talented hopefuls. These athletes each and every day train at one of the 30 major league youth training camps across the island.

“Brands will have access to sponsor these content series via our sales team and we will insert them in the story to ensure their brand and products are showcased in a relevant and engaging manner,” said Aisha Burgos, SVP of Sales & Marketing for Digo Hispanic Media.

Brands’ Approach

It seems that the league and its teams are already reaching out to their Hispanic and Caribbean Hispanic fans. So, what’s happening with brands?

Most brands recognize that outside of soccer, baseball is probably the second most followed sport in Latin America. However, in some countries like Cuba or DR, it is even bigger, believes Rawitch. “Simply, look at the sheer volume of people who are following baseball from the Caribbean. If you’re a company looking to communicate with them, it makes sense to find your way there through a major league team, for instance.”

According to Google Trends, in the past 12 months the words baseball, beisbol and pelota were the most searched the most in countries like the Dominican Republic, Puerto Rico, Cuba, Panamá & Venezuela. “Baseball runs in our blood. This represents a huge opportunity that brands need to take advantage of,” said Romano.

Portada Insights Reports are tools that help navigate different disciplines of marketing for both brand marketers and marketing service suppliers. Portada’s new report, ‘How Brands Engage U.S. Hispanics: New Segmentation Approaches’, sheds light on how brand marketers can better reach this multicultural segment.

 

Even though Hispanics account for about 17% of the U.S. population, and in spite of their demonstrated buying power and high indexes of technological adoption, most companies still struggle to come up with appropriate multicultural marketing strategies. The need to implement new, more efficient segmentation approaches to engage and retain the U.S. Hispanic consumer is becoming more pressing.

Consequently, Portada has compiled a series of insights that shed light on how brand marketers can face the new multicultural reality. The new Portada Insights report, titled How Brands Engage U.S. Hispanics: New Segmentation Approachesprovides a fresh perspective on the media advertising expenditures reaching Latinos in the U.S. In addition, it shares the results of research conducted throughout the year at closed doors with the Portada Council System members.

“As the United States get more diverse and more complex from a consumer behavior perspective it has become an imperative for brand marketers to develop new segmentation approaches to target multicultural consumers; particularly the U.S. Hispanic consumer. This Portada Insights report is an example of how our knowledge-sharing and networking platform, the Portada Council System, works on innovative approaches for brands to engage consumers in the multicultural United States,” says Marcos Baer, president of Portada.

 

The Portada Insights report How Brands Engage U.S. Hispanics: New Segmentation Approaches includes:

  • Thought Starters
  • Data reflecting the new Hispanic reality, including Hispanic-targeted English-language and Spanish-language media expenditures and forecasts based on research by Portada.
  • Challenges and opportunities in deriving new segmentation approaches as seen by brand marketers
  • Practical examples of why the changing identity features of Hispanics can be a major challenge for marketers
  • Solution Approaches

 

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If you are a brand marketer, download here.

If you are a marketing services vendor, download here.

 

 

We talked to Terry Sell, national truck manager at Toyota Motor North America, about Toyota’s recent soccer campaign featuring Jorge Campos.  Toyota is one of the top 10 spenders in broadcast TV advertising, with $157 million spent in 2017. Through the campaign “Choose the Toughest Field”, the car company has managed to reach out to three audiences: Hispanics, soccer fans, and car lovers. Here’s what Sell had to say.

Toyota Campaign
Photo via Toyota.

Portada: Tell us what the “Choose the Toughest Field” soccer campaign is about.

Terry Sell: “The ‘Choose the Toughest Field’ soccer campaign is the 2019 soccer platform for Toyota. It builds powerful connections between the sport of soccer, players, fans, and trucks. The campaign was inspired by some of the more traditional playing conditions in Latin America. We considered that soccer is often played in dirt fields rather than nicely groomed grass. Those tough fields are where players exhibit their true potential, just like our trucks. The campaign’s commercials capture the toughness of the Tacoma and Tundra trucks as they take on tough terrains in a rough, non-traditional environment, thus their connection to the sport.”

To learn about another automotive brand that is reaching out to U.S. Hispanics, read  How to Market to Hispanic Consumers According to Kia’s Senior Director of Multicultural Marketing.

P: Who is the target of the campaign?

TS: “Toyota has long recognized Hispanic guests as a linchpin of its success. Hispanic vehicle registrations account for over 20% of overall registrations, making the Hispanic market a significant portion of Toyota’s overall success. In fact, Toyota has been the number one automotive brand among Hispanics for 14 consecutive years.”

Hispanic vehicle registrations account for over 20% of overall registrations.

P: On which platforms will it appear?

TS: “The campaign broadcast elements were timed for the 2019 Concacaf Gold Cup. But it will continue through March 2020 on other soccer media properties that we sponsor such as the UEFA Champions League, the U.S., and Mexican National Teams and Liga MX.”

P: Why did you choose retired Mexican goalkeeper Jorge Campos as your spokesperson?

TS: “We are delighted to partner with Mr. Campos. He is the embodiment of someone who has taken on the toughest terrains throughout his life and career as a legendary soccer player. His personal story, very much in sync with the attributes of the vehicles, resonates incredibly well with fans.”

Mr. Campos is the embodiment of someone who has taken on the toughest terrains throughout his life and career as a legendary soccer player.

P: How will you measure the success of the campaign?

TS: “Our goal is to drive consideration for Toyota trucks by increasing model association within their competitive set, and elevate ad awareness, vibrancy, opinion, consideration, and imagery. On the ground, through our interactive footprint at events, we are looking at engagement levels that funnel into sales leads.”

Photo via Toyota.

P: What other activities will you do around the campaign, off-screen?

TS: “The campaign has a diverse and robust digital and social component, including videos and rich mobile display ads and banners. For our social channels, we teamed up with Jorge Campos to develop a series of soccer technique videos. These showcase his great foot skills to engage guests in the sport.

Off-screen, we’re bringing the campaign to life through an interactive soccer footprint. It was present throughout the Gold Cup games and will be present during our sponsorship of Tour Aguila with our Club America partners in July. Also, it will appear at the Toyota Copita Alianza youth tournaments that continue through September.”

Off-screen, we’re bringing the campaign to life through an interactive soccer footprint.

P: Does this campaign appeal to any other market apart from Hispanics?

TS: “Soccer is part of the Hispanic culture. It is part of their life and brings generations together to enjoy the game. In fact, we know that Hispanics over-index when it comes to viewership in the U.S. With that in mind, our campaign fully focuses on this important target market for our brand.”

This is not the first time Toyota uses a Mexican celebrity to reach the Hispanic audience. Check out the campaign with movie star Diego Luna.

P: What challenges do you face with this campaign and how will you overcome them?

TS: “As soccer continues to gain popularity in the U.S., we have seen more brands getting into this space. Toyota has supported the sport and engaged with its fans for more than a decade so we’re appreciative of the brand loyalty we’ve received from fans and owners over the years. We’ll continue to engage with fans by developing creative campaigns that leverage partners, properties and celebrity talent that truly speak to the fans and to the essence of the game.”

As soccer continues to gain popularity in the U.S., we have seen more brands getting into this space.

P: What else are you working on?

TS: “As I mentioned, our campaign ambassador, Jorge Campos, engaged with us on a series of videos showcasing soccer techniques. In August, Jorge Campos hosted a soccer clinic at one of the Toyota Copita Alianza youth tournaments. We’ll also recognize a stellar student-athlete with a scholarship for their outstanding accomplishments in the classroom and on the field as part of our partnership with Alianza de Futbol.”

 

What: Eugene Santos, Senior Manager, Advertising & Marketing, Multicultural at Kia Motors gave Portada his 4 key insights on automotive brand marketing and how to win Hispanics’ hearts.
Why it matters: It’s no secret that Hispanics love a good car. The auto industry in the U.S. is growing, just as well as the multicultural population in the U.S. According to a Statista timeline, digital advertising spending of the U.S. automotive industry is expected to reach US $15.5 billion this year.

 

Automotive brand marketing is just like marketing in any other industry. In order to get it right, marketers need to approach it with the right set of tools and a great deal of creativity. Add a multicultural component to the mix, and you’ll get a more complicated task. However, if brands take the time to really understand the target and the way consumers relate to the category, they might end up getting a recipe to success.

Eugene Santos

When the 2018 Kia Rio was named one of the top 10 best vehicles for Hispanics by the Hispanic Motor Press Foundation, the company had already been targeting this multicultural segment for years. However, Kia Motors only started selling cars in the U.S. in the 90’s. How does a relatively new brand compete with powerhouses of the automotive industry in order to gain Hispanics’ hearts?

We talked to Eugene Santos, Senior Manager, Advertising & Marketing, Multicultural at Kia Motors to get his key insights about what the brand is planning to engage Hispanic consumers more effectively.

 

We use AI to engage consumers who are in the ‘discovery’ and ‘research phases of their consumer journey.

1. Automotive Brand Marketing 101: Make Sure You Engage Your Consumers

Firstly, says Eugene Santos, you have to ensure you understand how your consumers engage with your content. Like any other brand, Kia uses a mix of KPI’s and likes/dislikes ratios, but it is also aware of the important role of the right technologies. “We use AI to engage consumers who are in the ‘discovery’ and ‘research phases of their consumer journey,” explains Santos. ” This gives us an opportunity to look at the multicultural aspect as well.”

 

2. When Targeting Hispanics, Always Think In-Culture

According to Kia’s latest reports, sales grew 1% in May, mostly thanks to a rise in sales of a favorite of Hispanics— the Kia Soul. “Hispanics are a big part of our success, especially in a flat market,” reveals Santos. “The multicultural segment growth has allowed us to stay on pace or ahead of business plans. The Soul has traditionally over-indexed within the Hispanic segment. It tends to skew towards a younger audience and mirrors the demographics of the Hispanic consumer.”

Kia Soul - Automotive Brand Marketing Case StudyTherefore, these results show the brand is already doing something right. When asked about the approach Kia takes when marketing to Hispanics, Santos hits the nail in the head. “We don’t like to approach this segment by thinking ‘Spanish or English’? But rather, ‘How do we communicate in-culture? And that can be a combination of either language as it relates to our target audience and the look/feel of our campaign.”

 

 

3. Choose the Right Message, Make it Emotional

When asked about messaging, Santos explains that the brand continuously tries to build an emotional connection with the Hispanic segment. The new campaign will “tell the story of the ‘unsung heroes’ who work hard to accomplish their life’s mission but don’t necessarily crave the spotlight.” Kia has previously incorporated into their narrative real stories of hard-working Latinos (watch below). Santos says “this will bring a connection Hispanic consumers by showing Kia lives by the same values as them.”

4. Learn From Your (More Experienced) Competitors

In 2017, Dealer Marketing Magazine reported that vehicle purchases by Hispanics would double from 2010 to 2020. Because of tradition from their origin countries, Hispanics have a famous fondness for Japanese cars. In fact, in 2014, Hispanics were contributing to nearly 40% and 30% of total brand growth for Toyota and Nissan, respectively.

Thus, we wanted to know Santos’s thoughts on how the relatively new player from Korea competes with these brands. “They’ve been communicating with the Hispanic segment for a very long time, longer than Kia,” agrees Santos. “I started my automotive career at Honda, and having seen their work ethic first hand, I am proud to say that Kia is on its way.”

But what sets Kia apart? Its “Give it Everything” philosophy, that “underdog spirit that has helped us improve our vehicle quality, and technology that has allowed us to outperform even luxury brands,” shares Santos.

In conclusion, Kia is young, but it is on the right track towards Hispanics’ hearts. To find out more about automotive brand marketing first-hand from the experts, join Portada New York!

 

 

 

What: Toyota has launched a campaign centered around young Latinos to promote its new Corolla sedan.
Why it matters: One-third of Toyota’s Corolla buyers are Hispanic, and the company expects this number to grow by targeting young Latino’s via emotional connections and a multi-channel strategy.

 

Toyota, one of the brands that are already known for great success among Hispanic consumers, has launched a campaign to promote the new Corolla sedan. Developed by Conill, Toyota’s Hispanic marketing agency, the campaign tries to convey the spirit of the new Latino generation: expressive, straightforward and determined. The commercial, titled “WE” and directed by David Vergés, features the voice of Mexican actor, director, and producer, Diego Luna; as well as a mural by Mexican graphic designer and artist Ricardo Gonzalez.

For some years now, Toyota has put great effort into multicultural marketing, and it’s been known as an example of success in the matter. The new campaign follows this path and draws a comparison between the new Corolla and the most important traits of the young Hispanic generation: as Gonzalez’s mural Mas Loud implies, a generation that will speak up, loud and clear.

For Toyota’s vision of how to reach Hispanic millennials, one only need to listen to Luna’s words: “True. We’ve changed,” he says in Spanish as we see the driver’s sneakers pushing the car’s pedals. “We are a whole new generation. Confident, more expressive, adding our touch everywhere we go.” Portada talked to Samuel De La Garza, Small Car Group, Senior Manager, Toyota Motor, North America, to find out more about the campaign’s conception.

 

Portada: What are the key insights about the Hispanic car buyer behind this campaign?

S.G.: In the campaign, Corolla celebrates young Latinos’ unique points of view, stories, and contribution to culture. Their creativity and ingenuity are bringing freshness to the mainstream. The new Corolla’s more progressive style, connectivity, and power make it an ideal partner for building their own stories, free of labels. Young Latinos are also the most open and curious about hybrid vehicles. Corolla also offers a hybrid engine which gives them the option to choose the Corolla that suits their story best.  And to reach younger Latinos, we use multiple channels combining digital and social, featuring dynamic copy lines and various creative assets.

Portada: What is the growth potential of Toyota in the Hispanic market? Is it larger than in the overall U.S. market?

S.G.: Over 50% of Corolla buyers are multicultural and most importantly, the compact sedan segment is the top volume segment in the Hispanic market. With the new redesigned Corolla and a campaign aimed to connect with young Latinos, we plan on regaining our segment leadership. It’s no secret that the auto industry is seeing a shift in sales from sedans to SUVs and trucks. This shift is happening at a slower pace in the Hispanic market, which makes Latinos a bigger priority for the brand in terms of overall Corolla sales.

 

Portada: How many of the 46 million Toyota Corollas were sold in the U.S? How many of those had Hispanic specific buyers?

S.G.: Currently, one out of three Corollas are sold to Hispanics, and we expect this number to increase.

 

Portada: Has the mural by Ricardo Gonzalez become viral? What social metrics can you share?

S.G.: The intention of the mural and Toyota’s partnership with its creator, graphic artist Ricardo Gonzalez, is to illustrate the bold spirit and cultural pride of Latinos. Hispanic youth resonated with the branded mural driving user-generated content. We have been very pleased with the feedback we have received for the mural in the commercial, located in Los Angeles, as well as murals we created in Las Vegas for the Latin Billboard Music Awards and at our Corolla plant in Blue Springs, Mississippi.

 

Portada: How does Toyota measure brand-lift through campaigns (overall and Hispanic specific)?

S.G.: We measure brand-lift through campaign ad trackers and/or specific brand lift studies via third-party vendors such as Kantar Added Value, Facebook, etc.

 

 

What: A summary of the most relevant consumer insight research in the US, US Hispanic, and Latin American markets.
Why it matters: If you’re trying to keep up with the latest happenings, this is your one-stop shop.

 

  • According to research by MRI-Simmons and E-Poll, Hispanics aged 18 and above are 36% more likely to see at least one movie a month than the average moviegoer in the U.S. In addition, one out of 5 Hispanic moviegoers prefer to see a new movie on opening weekend; this makes them 69% more likely to do so compared to the average moviegoer nationwide. Hispanics also are 77% more likely to watch a full-length movie on their smartphone, and the top three genres among Hispanic moviegoers are Action/Adventure, Comedy, and Drama.

 

  • Nielsen CGA found that the best-selling cocktail across the U.S. is the margarita, followed by the martini, the old-fashioned, and the mimosa. Consumers say they’re willing to spend more per drink in the evening and night timeframes, when the average cocktail costs $9.75 and $10, respectively, versus $8.50 in the morning and $8 in the afternoon.

 

  • A new survey by investment firm Baird revealed that a small number of consumers are interested in subscribing to an Apple streaming service. The survey included 1,500 American consumers who expressed their insights on upgrading their iPhones. While 67% of respondents said they are planning to purchase new smartphones from Apple, only 18% of the surveyed consumers said they had “some interest” in subscribing to Apple’s streaming service if it gets launched.

 

  • According to a survey by Adobe Analytics, a third of the 1,000+ American consumers surveyed in January had heard an ad on a smart speaker before, while a third of that subset found that ads playing on smart speakers are less intrusive and more engaging than ads on television, print, online and social media. In addition, 38% of consumers say that their smart speaker experience would be enhanced with a touchscreen, and 64% report keeping a smart speaker in the living room and 46% in the bedroom.

 

  • Stackla recently surveyed 1,590 consumers and 150 B2C marketers from the U.S., UK and Australia, and found that a staggering 90% of consumers said that authenticity is important when deciding which brands they like and support. An overwhelming 92% of marketers believe that most or all of the content they create resonates as authentic with consumers. Yet the majority of consumers disagree, with 51% saying less than half of brands create content that resonates as authentic.

 

What: A summary of the most relevant consumer insight research in the US, US Hispanic, and Latin American markets.
Why it matters: If you’re trying to keep up with the latest happenings, this is your one-stop shop.

  • STR’s Consumer Travel Insights 2019 report series revealed 69% of global travelers used online review sites for their most recent trips. Word of mouth was very important for 51% of travelers, who used personal recommendations to help plan their trip. Of those who booked their holiday through an OTA, 55% used the service because it enabled comparison of multiple accommodation options. Only 29% of travelers used the service because it offered the best deal. 41% of travelers have at some point used Airbnb, with 92% being aware of the property sharing service.

 

  • According to new data by Nielsen, frozen, fully cooked chicken wings are still a very popular Super Bowl food. Deli counter wings remain a popular option for fully cooked chicken wings (with sales up 15% to $650 million from $565 million last year). Fresh wings have also skyrocketed, with sales up 31.4% in the past year. Moreover, online wing sales in the seven days leading up to and including the Super Bowl catapulted from $7,984,198 in 2017 to $11,562,723 in 2018, a 45% increase.

 

  •  According to the new study conducted by MAGNAIPG Media Lab and ViralGains, obtaining and responding to consumer sentiment is crucial to optimizing the consumer ad journey. The study tested two video ad journeys among 6,000 consumers in the third quarter of 2018. On average, 59% of ad impressions were wasted with standard video retargeting. Consumers on a sentiment-driven journey were more likely to take action – 7x more likely to search for the brand and 2x more likely to visit the brand’s website.

 

  • Food companies target Hispanic and black youth with advertisements almost exclusively for fast food, candy, sugary drinks, and unhealthy snacks, according to a new report by the University of Connecticut, Drexel University, and the University of Texas Health Science Center. Those unhealthy foods represented 86% of food advertising spent on black-targeted television programming, and 82% of advertising spending on Spanish-language television, in 2017, the study found.

 

  • Seventy-three percent of Republicans in a Pew Research Center study say the media does not understand themThe study found that Republicans surveyed felt misunderstood by the media, regardless of demographic traits and media consumption habits. Across the aisle, 40% of Democrats in the survey felt misunderstood, while 58% felt understood by news organizations.

 

  • Also according to Pew Research Center’s dataHispanics are on track to be the largest racial or ethnic group to be eligible to vote in a presidential election. According to Pew, Hispanics are projected to be about 13.3% of the electorate in 2020, which would make them the largest racial or ethnic minority of the electorate for the first time. In 2016, Hispanics were 11.9% of the electorate; African-Americans were 12.5% and are projected to remain the same in 2020.

 

What: We looked at the top 15 online retail sites visited by Hispanic shoppers in the US in November of 2018 and how they scored in numbers of visitors.
Why it matters: Best Buy and Kohl’s benefited handsomely from increased visits by Hispanics to their websites in the lead up to the 2018 holiday shopping season. Both saw a nearly 40% increase in visitors in November compared to the previous month. While maintaining its first-place ranking in the top 15 most visited sites by Hispanics in the US in November, Amazon nonetheless saw a dip of 2% in its overall share of total visits compared to the month of October.

 

Number of Hispanic visitors to the Top 15 e-commerce sites in the US, November 2018
Total Audience, Home and Work, PC/Laptop154,176
SiteTotal Unique Visitors*
Amazon Sites28,333
Walmart18,602
eBay16,004
Apple.com Worldwide Sites11,959
Target Corporation10,433
Samsung Group9,701
WISH.COM8,611
Best Buy Sites8,485
Kohl’s Corporation7,541
The Home Depot, Inc.6,697
ETSY.com6,462
Ticketmaster6,342
Macy’s Inc.5,911
Wayfair4,913
Lowes.com4,182

Source: comScore *Numbers reported as shown

Kohl’s and Best Buy saw significant increases in the number of Hispanic visitors to their sites in the month of November, 2018 compared to October. Visits to both sites by Hispanics surged by nearly 40%, catapulting Kohl’s to 13th place among the top 15 ranked sites from 11th place in October. Best Buy jumped from 8th place in November from 11th place in October.

  • Walmart increased its share of Hispanic visitors to the top 15 sites ranked by comScore in November by 2,498 visits over the month of October.
  • Amazon saw a drop of 2% in its share of the total visits to the top 15 sites by Hispanics compared to October, but continued to hold first place among the sites monitored.
  • Amazon, Walmart, eBay, Apple, Target and Samsung maintained their top five rankings with Hispanics in that order in November compared to October.
  • Etsy dropped from 8th place in October to 11th place in November, or from a total of 7,012 visits to 6,462 with Hispanics.
  • Ticketmaster saw a dip in visits by Hispanics in November compared to October, slipping from 8th place in the rankings to 11th.
  • The Home Depot remained steady, garnering 4.3% of overall visits to the top 15 sites in November, the same percentage as in October.
  • eBay and Walmart saw decreases in their share of total visits to the top 15 sites by Hispanics by half a percentage point in November compared to October.

 

What: A summary of the most relevant consumer insight research in the US, US Hispanic, and Latin American markets.
Why it matters: If you’re trying to keep up with the latest happenings, this is your one-stop shop.

 

  • According to Packaged Facts in the report The Financial Services Market: African Americans and Hispanics, as of 2018, some 70% of U.S. adult consumers say they don’t like the idea of being in debt—a response rate has held relatively steady since 2009, even as consumers have gradually added debt to their balance sheets. African American consumers are 28% less likely than the average U.S. consumer to feel financially secure, but at the same time, they are 16% less likely than average to view the idea of being in debt negatively. Likewise, Hispanic consumers are 15% less likely than the average U.S. consumer to feel financially secure, and they are also more likely than average to say they are no good at saving money.

 

  • US organic sales surpassed US $21 billion in sales in the 52-week period ended Nov. 24, 2018, which was up nearly 9% from the previous 52-week period, according to Nielsen Homescan household projected data. Millennials spent 14% more on organic products compared to the previous 52-week period, and Hispanic consumers spent over 13% more.

 

  • More and more Mexicans are willing to try online grocery shopping, as demonstrated by recent Comscore data. 4.5 million users buy on Walmart, followed by Soriana (1.1 million) and Superama (992,000 users). Bearing in mind that Mexico’s total population reaches over 65 million users, the market of online grocery shopping has great potential in this country.

 

  • The latest findings from MRI’s Cord Evolution research show that Americans watch TV or video in groups almost half (48%) of their total viewing time. Over half (58%) of co-viewing time is spent watching with a “significant other,” while children account for 19%; adult family members, 16%; and friends, 9%. Preferred genres for watching with others change depending on who else is in the room; while Movies come in first or second in all four co-viewing situations, and Comedy TV Shows consistently place in the top three, Sports score highest when friends are the co-viewers.

 

  • According to a report by Pew Research Center, the views of Gen Z – those ages 13 to 21 in 2018 – mirror those of Millennials. Only about three-in-ten Gen Zers and Millennials (30% and 29%, respectively) approve of the way Donald Trump is handling his job as president. This compares with 38% of Gen Xers, 43% of Boomers and 54% of Silents. Similarly, while majorities in Gen Z and the Millennial generation say government should do more to solve problems, rather than that government is doing too many things better left to businesses and individuals, Gen Xers and Boomers are more evenly divided on this issue. For their part, most Silents would like to see a less activist government.

 

What: Between UFC traveling to Buenos Aires and Chile, key broadcast deals by Combate Américas, and impressive victories by Hispanic fighters, the sport of MMA continues to grow in the Hispanic market.
Why it matters: MMA companies are finding different ways to tap into the market as MMA gains popularity.

It has been a November to remember for Hispanics in mixed martial arts (MMA).

Between Mexico’s Yair Rodriguez’s (@panteraufc) devastating last-second elbow knockout of the “The Korean Zombie” Chan Sung Jung (@KoreanZombieMMA) at Ultimate Fighting Championships’s (@ufc) 25th Anniversary show, Santiago Ponzinibbio’s (@SPonzinibbioMMA) victory over Neil Magny (@NeilMagny) in his hometown of Bueno Aires in UFC’s first show in Argentina, and the return of Tito Ortiz (@titoortiz) under Oscar de la Hoya’s (@OscarDeLaHoya) Golden Boy Promotion (@GoldenBoyBoxing) banner, Hispanics are making an impact on the sport of MMA, in 2018.

Mexico’s Yair Rodriguez headlined UFC Fight Night 139 against “The Korean Zombie” Chan Sung Jung, Ultimate Fighting Championship’s (UFC) 25th Anniversary show.

Since Cain Velasquez (@cainmma) won the UFC Heavyweight championship in 2010, MMA’s popularity has continued to increase in the Hispanic market. A 2017 Washington Post-UMass Lowell poll shows that 31 percent of Hispanics polled identified as MMA fans. Those latest numbers show a huge increase in the sport’s popularity, compared to the results of a 2011 Pew Hispanic Center (@PewHispanic) study, where MMA polled at 6.8 percent.

One of the companies capitalizing on the rising popularity of MMA among Hispanic fans is Combate Américas (@combateamericas). Founded by UFC co-founder Campbell McLaren (@campbellcombate), Combate Américas has evolved from a mun2 (@NBCUniversoreality show — that featured “King of Reggaetón” Latin Grammy award-winner Daddy Yankee (@daddy_yankee) as the show’s first commissioner, Venezuelan Latin Grammy award-winning pop duo Chino y Nacho (@ChinoyNacho ‏) as hosts and SiriusXM host El Piolin (@ElshowdePiolin) as color commentator; and gave 10 fighters in two weight classes a chance to win Combate Américas contracts — to a thriving MMA organization that is launching the careers of fighters coming out the U.S., Mexico, and South America.

“The Hispanic community has been vastly underserved in MMA, even though there are around 600 million Spanish speakers worldwide,” said McClaren to Portada-Online (@portada_online), back in March. “That is why we exist, and we want this community to feel impacted and empowered by Combate Américas. To say we are a ‘niche’ when we are serving an audience of this size, one that is about a third larger than the number of English speakers worldwide, wouldn’t be accurate. What began as a mission to serve the U.S. Hispanic audience is now a platform serving Spanish speakers worldwide.”

McClaren has built on the company’s success, increasing Combate Américas’ exposure this year by signing a 13-fight-per-year streaming agreement with DAZN (@DAZN_USA) for the U.S. English-language broadcast rights, as well as having dealt the U.S. Spanish-language broadcast rights to Univision Deportes (@UnivisionSports). Univision will air a total of 16 cards on their linear platform, with preliminary bouts streaming on UnivisionDeportes.com.

“A year ago when we began approaching television networks to air our events, we were getting in the door but not taken seriously. Some of them didn’t understand how strong our product was going to be, especially around millennials,” said McLaren. “To be able to secure this new partnership with Univision Deportes, a sports media brand that is home to the No. 1 Spanish-language sports network and has the best lineup of sports and entertainment programming, shows the immense growth that we’ve experienced within the past couple of years.”

That’s very big that they have a deal with Univision because they are reaching a huge demographic that is not exposed to MMA, that are not necessarily watching Fox Sports or ESPN
Cain Velazquez (credit: The Doppelganger at English Wikipedia)

Known more for their soccer programming, Univision Deportes’ venture with Combate Américas is their first foray into the MMA world. Univision’s immense presence in the Hispanic market has been key in helping Combate Américas expand their brand, as the fledgling MMA company continues to come into its own.

Combate Américas drew a combined 764,000 viewers on Univision and Univision Deportes for their April 13 Combate 20: Estrellas I card, compared to 403,000 viewers Bellator 197 (@BellatorMMA) drew between the Paramount Network (@paramountnet) and CMT (@CMT) network, according to Dave Doyle (@davedoylemma), MMA columnist for Yahoo Sports (@YahooSports).

“As far as exposure, they are on national TV, they are on Univision. That’s huge, Univision is one of the biggest channels out there,” said MMAFighting.com‘s Danny Segura (@dannyseguratv). “That’s very big that they have a deal with Univision because they are reaching a huge demographic that is not exposed to MMA, that are not necessarily watching Fox Sports (@FOXSports) or ESPN (@espn).”

As producer of The MMAHour, Segura has gotten an Octagon-side view of the evolution of the sport in the Hispanic market. Born in Bogota, Colombia, and raised in Florida, Segura became a fan of the sport after watching the first season of The Ultimate Fighter.

“I was first exposed to [MMA] when I first moved to the U.S. with my family. I was in middle school and that was when the first season of The Ultimate Fighter came on,” said Segura. “We didn’t have a lot of money growing up, we didn’t really have any cable or anything like that. But in the city that we lived in, in Florida, within the water bill came a small cable package, and within that package, there were a few channels and one of them was Spike, so I would just watch The Ultimate Fighter all the time.”

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Contemplating between a career in engineering or journalism, Segura started his own website while attending Florida International University (@FIU), paying his dues covering local MMA shows and interviewing champions such as Eddie Alvarez (@Ealvarezfight). Segura’s work caught the attention of MMAFighting.com’s Luke Thomas (@lthomasnews) and earned a part-time job working for the website while he finished school.

“I was thinking about doing engineering and I was taking some math classes, while I was doing my media stuff on the side, on my free time,” said Segura. “I had to make a decision whether I wanted to continue with engineering or do media. I had already done a few things, I don’t want to call them big but I felt like they were significant work, and I was really enjoying it and I was finding purpose in it.”

Join us at PORTADA LOS ANGELES on March 15, 2019 at the Loews Beach Hotel Santa Monica, where we will dive deep into sports and soccer marketing’s preeminent topics. Felix Palau, VP Marketing, Heineken will discuss “How to measure ROI and transfer best practices between sports marketing platforms”. Other speaking engagements include Tiago Pinto, Global Marketing Director, Gatorade who will provide answers to the question: “Will Corporate America jump on the soccer opportunity?”Attendees will also be able to benefit from Portada’s meet-up service of three-eight-minute meetings with top brand executives!

Segura left for New York City after he graduated, covering different areas of the sport for MMAFighting, working his way up from part-time to full-time, eventually becoming producer for the MMAHour and a panelist of The MMA Beat.

Santiago Ponzinibbio (UFC.com)

Having seen different angles of the sport over the years, both as a fight fan and as an MMA journalist, Segura has an understanding of the Hispanic market. Segura believes that while the sport has made great strides in tapping into the market, failure to find a crossover international star that draws casual fans is a missing ingredient that is stunting growth.

The development of talents such as Rodriguez and Ponzinibbio can only help MMA in the South American market. The 26-year-old Rodriguez, fighting out of Chihuahua, Mexico, was The Ultimate Fighter: Latin America winner and has a unique, entertaining fighting style helped him defeat two-time UFC champion B.J. Penn (@bjpenndotcom) as well as aided him in putting on a “Fight of the Year” performance against “The Korean Zombie,” this month.

Ponzinibbio, the 32-year old from La Plata, Argentina who is currently on a seven-fight winning streak, headlined the UFC’s first ever show in Buenos Aires and climbed to number seven in the UFC welterweight rankings after defeating Magny in front of 10,245 fans who came to support their countryman at Parque Roca Arena.

Both fighters hope to reach the success and heights of popularity as Velasquez, the Mexican-American wrestling standout from Arizona State University (@ASUWrestling) who captured the UFC Heavyweight title on two occasions, after beat Brock Lesnar (@BrockLesnar) in 2010 and Junior dos Santos (@junior_cigano) in 2012. Velazquez became a marketable Hispanic star for the UFC, headlining UFC 188 in Mexico City, and drawing 21,036 fans to the Mexico City Arena.

But different factors, including recurring injuries, prevented Velazquez from capturing the hearts, minds and dollars of Hispanic fight fans, in the same manner that Irish MMA fans travel to Conor McGregor when he enters the Octagon, as Segura points out.

“We’re missing that one guy that can combine everything, both talent-wise, and as well as know how to promote his or herself, and has what they call in the fight game as the ‘it’ factor,” said Segura. “This sports is driven by names, by fighters. So if you got the next big thing coming out of Brazil, like Paolo Acosta who is just destroying everyone in his path, of course you are going to cater to that market, of course you are going to use him as a vehicle to get those Brazilian fans, and I don’t think we have had that yet in the Hispanic market.”

What: We looked at the top 15 online retail sites visited by Hispanic shoppers in the US in September of this year and how they scored in numbers of visitors.
Why it matters: Target suffered a near 2% drop in September in its share of online shoppers among the 15 top visited sites by Hispanics in the US. The retailer fell from fourth place in August to sixth place in September according to rankings by comScore. The retailer’s stock, however, has risen 30% this year, according to Barron’s.

Number of Hispanic visitors to the Top 15 e-commerce sites in the US, September 2018
Total Audience, Home and Work, PC/Laptop139,250
SiteTotal Unique Visitors
Amazon Sites28456
Wal-Mart17151
eBay16014
Apple.com Worldwide Sites10535
Samsung Group8839
Target Corporation8276
WISH.COM7497
ETSY.COM7307
The Home Depot, Inc.6382
Ticketmaster6133
Best Buy Sites5357
Kohl’s Corporation4672
Macy’s Inc.4544
LOWES.COM4139
Wayfair3948

(Source: comScore; Site visits in the thousands.)

Target dropped two places in the top 15 most-visited retail sites by Hispanics in the US in September. Target’s share of the total visits dropped from 7.5% in August to 5.9% in September. Apple bumped up a ranking to fourth place with 7.5% of visits to all sites. Wayfair slipped below Macy’s, Kohl’s, and Lowe’s into last place for September.

  • Ticketmaster dropped two places in the ranking of the top 15 most visited sites in September but didn’t suffer much of a loss in its share of visits (4.4%) compared with August (4.5%).
  • Samsung Group increased its share of visits slightly, rising above Target.
  • As with non-Hispanic visitors to the top 15 online retail sites, Apple increased its share of all visits among Hispanic shoppers to 6.3% from 6.2% in August.
  • Both Kohl’s and Macy’s moved up a ranking in September.
  • Online home and furniture retailer Wayfair took a hit in its ranking, dropping from 12th place in August to last place in September. The company’s stock dropped 25% in September, according to Motley Fool.
  • Target dropped behind Apple and Samsung in September’s rankings, losing nearly 2% of its share of all online visits.

What: A summary of the most relevant consumer insight research in the US, US Hispanic, and Latin American markets.
Why it matters: If you’re trying to keep up with the latest happenings, this is your one-stop shop.

  • The Interactive Advertising Bureau (IAB) released “Ad Receptivity and the Ad-Supported OTT Video Viewer,” an in-depth study whose results show that the largest audience segment of ASV OTT viewers is 18-34-year-old adults and they are likely to be higher income ($75+K). Nearly three-quarters (73%) of those that regularly stream video say that they have watched ad-supported OTT. ASV OTT viewers are not easily reached through TV or subscription-based video on demand (SVOD).  More than half (52%) of ASV OTT viewers are cord-cutters or cord-shavers, largely due to cost (77%), while 42 percent of ASV viewers cite ‘convenience/flexibility’ and 38 percent cite ‘better content on streaming services’ as a reason.

 

  • The use of digital technology has had a long stretch of rapid growth in the United States, but the share of Americans who go online, use social media or own key devices has remained stable the past two years, according to a new analysis of Pew Research Center data. The shares of U.S. adults who say they use the internet, use social media, own a smartphone or own a tablet computer are all nearly identical to the shares who said so in 2016. The share who say they have broadband internet service at home currently stands at 65% – nearly identical to the 67% who said this in a survey conducted in summer 2015. And when it comes to desktop or laptop ownership, there has actually been a small dip in the overall numbers over the last two years – from 78% in 2016 to 73% today.

 

  • Motista, a provider of Predictive Emotional Intelligence solutions, announced the results of their intensive study revolving consumer behavior, how consumers spend, customer’s value in their lifecycle & their capacity to recommend brands within their network.Motista gathered data from 100 retailers from myriad industries serving a variety of products amounting to 100,000 customers over a period of two years (2016-2018). The detailed report is a strong indicator of the power of emotional consumer connect with a brand. Emotionally connected customers have a 306% higher lifetime value(5.1 years) versus satisfied customers (3.4 years). Emotionally connected customers rate brands higher (71%) than satisfied customers (45%)

 

  • According to new ClickZ research, when consumers know what they are looking for, 50% of e-commerce journeys start with a retailer website and 50% start with a search engine. When consumers do not know what they are looking for, 62% of e-commerce purchase journeys start with a search engine and just 38% start with a retailer.

 

  • A study conducted by Zeno Group of more than 2,500 US Hispanics and Latinos aged 14 and older shows 77% percent of respondents expressed disbelief around significant Latino achievements. 82% of Latinos said they feel the community should be valued more than it is today. Only 48% of U.S. Hispanics think they are unified, and 62% believe they do not speak with same voice. Yet 90% say they identify as part of the Hispanic community. 66% of Hispanics overall believe that their vote does count in the US, while only 24% feel that their community is “extremely” or “very” represented by politicians/people in government. 69% of those surveyed are optimistic about the long-term future of the Latino community in the United States. 62% think it is likely that a Hispanic / Latino person will be elected President of the U.S. in their lifetimes. Latinos who were born in the United States (second generation) are generally less optimistic than 1st generation Latinos about the state of the “American Dream.”

What: A summary of the most relevant consumer insight research in the US, US Hispanic, and Latin American markets.
Why it matters: If you’re trying to keep up with the latest happenings, this is your one-stop shop.

  • A recent report by PwC found that 90% of U.S. Hispanic consumers stream video on their mobile devices. PwC analyzed streaming languages for across generations, and it found that 32% of 1st generation Hispanics say they stream in Spanish and English equally, while 41% of second-generation users prefer English over Spanish, and 58% of third-generation consumers stream in English only.

 

  • According to Nielsen’s National Television Household Universe Estimates, there are 119.9 million TV homes in the U.S. for the 2018-19 TV season. The number of persons age 2 and older in U.S. TV Households is estimated to be 305.4 million, which represents a 0.3 % increase from last year. Increases in U.S. Hispanic, black and Asian TV households were also seen, due to estimated increases in population growth.

 

  • New research about insurance buying by Claritas shows that 60% of 18-34-year-old decision makers consider themselves to be early adopters of new products. That’s over four times more likely to try new products than their 65+ counterparts. Millennials are also two times more likely to purchase from a trusted company. They are more heavily influenced by brand name, feeling that it is the best indication of quality.

 

  • A survey of 1000 U.S. adults by Adobe Analytics has found that 32% of consumers now own a smart speaker. Almost half (47%) of smart speaker owners use voice assistants for product research, 43% to create shopping lists, 32% for price comparisons, 28% to research store information and 27% to check for deals and promotions. The Adobe study concludes that after the upcoming holiday season, nearly half (48%) of U.S. consumers will own a smart speaker.

 

  • According to Nielsen’s data, sales of products featuring American’s favorite fall flavor are already moving off shelves. In the week ended Aug. 25, 2018, sales of products with pumpkin flavorings reached over US $6.9 million, up nearly 10% in dollar growth and more than 7% in unit volume from the same time last year.

 

What: A summary of the most relevant consumer insight research in the US, US Hispanic, and Latin American markets.
Why it matters: If you’re trying to keep up with the latest happenings, this is your one-stop shop.

  • According to a new report based on consumer behavior analysis from mobile platform supplier Aki Technologies, QSR sit-down visitors tend to be either younger than 24 or older than 55, and to skew toward the lower-income brackets; consumers who’ve completed graduate school are 3.8% less likely to eat at QSRs; and college graduates are 2% more likely to visit coffee shops.

 

  • A new infographic by GlobalWebIndex shows 38% of Hispanics are heavy users of social media, against 28% of non-Hispanics. According to the statistics, Hispanics stay on social media an average of half an hour more than non-Hispanics.

 

  • A report from Morning Consult found a majority of parents plan on spending at least US $200 on their children’s back-to-school shopping. Overall, 56% of parents plan to spend the same amount on back-to-school shopping as last year, while 30% say they will spend more than last year and 14% say they will buy less.

 

  • According to the NPD, the number of consumers cooking at home for themselves increased, while visits to restaurants fell flat in May of 2018. Portalatin explains that this could be because of the rising cost of restaurant meals mixed with the growing popularity of streaming entertainment. NPD says that 4 out of every 5 meals are prepared in U.S. kitchens.

 

What: A summary of the most relevant consumer insight research in the US, US Hispanic and Latin American markets.
Why it matters: If you’re trying to keep up with the latest happenings, this is your one-stop shop.

  • According to this year’s Deloitte survey, the back-to-school season is the second biggest shopping season of the year. It will involve one in four U.S. Households, and parents will spend twice as much online as the amount they’ll spend in stores.

 

  • New data from the National Retail Federation shows that one in four K-12 students is Hispanic, and Hispanics households are expected to spend US $148 more than the average shopper during this year’s B2S season. 7 in 10 Hispanic parents plan to use their mobile phone to research or purchase items.

 

  • A study conducted in Canada by Kantar and Vividata shows there is a scarcity in trust with the proliferation of fake news online. According to the results, 75% of the survey participants think TV news programs are “highly trustworthy”, while only 19% trust information found on social media.

 

  • According to ThinkNow’s Mobile App report, app usage is soaring. People have an average of 30 apps across devices, with most mobile owners downloading at least one new app every month. Social networking apps are the most popular, but the types of apps users prefer have to do with ages and demographics.

 

  • Nine out of 10 US adults (18+) use linear platforms in the average week, according to Nielsen Total Audience Report over Q1, 2018. Live + time-shifted TV viewing reached 88% of persons in the first quarter of 2018, while radio had the largest reach across platforms at 92%. Radio also reaches 96% of all Hispanic adults each week.

 

  • A Twitter monitoring of beer mentionings by Circus showed that Argentinians mention beer three times more than Mexicans and eight times more than Colombians. In terms of gender, 64% of tweets about beer in Mexico are posted by men. Argentina is the only market where women dominate the conversation with 54% of tweets.

What: We talked to Adsmovil’s Alberto Pardo about the main challenges and recommendations to reach Hispanics effectively through mobile.
Why it matters: Hispanics are a hugely important part of the U.S. population, and communicating successfully with them demands a holistic understanding of the consumer’s identity and behavior.

You would have to be living under a rock not to know that Hispanics are an important part of the U.S. population. In fact, 18% of Americans are of Hispanic origin, and about 38 million speak Spanish at home. Nielsen expects Hispanic buying power to reach US 1.8 trillion by 2021, and it continues to rise in the FMCG market.

It is also no secret that Hispanics over-index in smartphone ownership, mobile usage and data consumption, which is why mobile marketing is an important tool to reach them, even if sometimes it can sound challenging. We talked to Alberto Pardo, founder & CEO of Adsmovil, and member of Portada’s Council of the Americas, about the key challenges of mobile marketing to Hispanics, and the ways in which new technologies can help…, or complicate things even more.

New Technologies Have Greatly Changed the Ways to Reach Hispanics

With the advent of new technologies surrounding the era of mobile phones and apps, it’s crucial to have access to the right tools, such as an SDK or Software Development Kit. An SDK is a set of tools that allow the creation and enrichment of applications.

“With an SDK we can tell the app ecosystem of a device. It allows us to create audience segments based on the apps a user has installed on his/her phone and target ads accordingly,” comments Alberto Pardo. “Also, with a diversity of Hispanic mobile web publishers and content, we can fully build custom audiences, derived entirely from mobile behavior, personalization, and intelligence.”

You Should Look at a Holistic Picture of the Consumer, but How Will You Know They Are Hispanic?

“Looking at a holistic picture of consumer context is key,” asserts Pardo. “The content they love, ads engaged with, places they go, keyword searched, content category frequented, app or site name domain, the app installed, language preference, etc.” As he explains, there are a number of ways of finding out if a consumer is Hispanic:

  1. If the language settings are in Spanish and if they have Hispanic apps installed on their phone. Based on the Spanish language content the user is consuming via mobile web or in-app.
  2. The location also plays a part: “We can determine that a Hispanic has been to a Latin supermarket, for example, and how often she frequents the location,” explains Pardo.
  3. “We can predict who is a Hispanic mom if she has been to an elementary school twice a day, 5 days a week (Monday to Friday). Adsmovil can analyze where the person has been (instead of where they are),” he adds.

Challenges of Reaching Hispanics Through Mobile

The first issue when trying to reach Hispanic at scale, says Pardo, is the lack of variety when it comes to high-quality Hispanic publishers in the U.S. “That’s why it’s so important to work with partners that count with a huge portfolio of publishes in the Spanish language, with the technology to properly target the right audience and an understanding of the Hispanic market.”

Not every word has the same meaning and usage throughout the spectrum. It’s key that brands understand that when safeguarding their brand.

Moreover, he explains, it’s important to understand that Hispanics have a very strong cultural identity, with many variations according to each region. “We have an amazing team who truly understand this market because they came from this market, and being able to reach each sub-Hispanic subgroup is essential when it comes to targeting Hispanics.”

The last challenge he mentions is protecting the brand’s image as advertising gets increasingly difficult in the U.S. “Many brands resort to blocking keywords that are an exact translation from English to Spanish, but that doesn’t necessarily work; not every word has the same meaning and usage throughout the spectrum. It’s key that brands understand that when safeguarding their brand.”

Remember: Not All Hispanics Are Created Equal

It’s important to target Hispanics according to their country of origin, and there are also a number of ways to do this. “We can target based on the content they are reading and consuming,” explains Pardo. “Hispanics frequently read Spanish content on sites and apps from their country of origin, such as Televisa or Tv Azteca for Mexicans, El Tiempo, Caracol or RCN for Colombians, etc.”

Another thing Adsmovil does is looking at the keywords they search. “Young Hispanics usually speak Spanish with their parents or text keywords of specific Hispanic ingredients or food. For example, the word “Beans” can be spelled very different based on the country of origin: caraotas in Venezuela, frijoles in Colombia and Mexico, chicharos in Republica Dominicana, porotos in Argentina and Chile, etc.” Then, according to the word they search, there’s a way of knowing where they’re from.

Finally, as Pardo mentions, it is necessary to adapt creatives according to level of acculturation as well as country of origin. “For example, we’d target second-generation Hispanics in English, an unacculturated Hispanic with a Spanish ad; or we’d add some Mexican flavor and keywords to an ad that will be targeting Mexicans, but we would never use the same ones for a campaign targeting Argentineans.”

What: We talked to Tyler McBride, engagement and events marketing manager at Toyota Motor North America, about Toyota’s sponsorship of Club America and the automotive company’s main expectations.
Why it matters: Toyota partnered with Mexican Club America to become the team’s official sponsor throughout the U.S., representing the team during the Tour Águila.

On March 22nd, Toyota announced it will become Club America‘s official sponsor of fans. The partnership will include a series of events, such as Toyota’s participation in Tour Águila, the club’s annual U.S. tour.

The Tour consists of a series of friendly matches against some of the most important teams in Liga MX and MLS. The games happen during the preseason and FIFA dates. These matches will take place in key Hispanic markets like California and Texas. Univision Deportes holds broadcasting rights in the U.S. and Televisa in Mexico

The official automotive sponsorship of Tour Águila started on March 24th in San Diego, California. On this date, Club America played against Club Tijuana. Now, the team will kick off the Summer season on June 30, with a match against Santos Laguna in the Cotton Bowl in Dallas, Texas.

Brand insights

We talked to Tyler McBride, engagement and events marketing manager at Toyota Motor North America, about the reasons and expectations behind Toyota’s decision to sponsor Club America.

Portada: Why did Toyota choose Club America?

Tyler McBride: “Toyota is partnering with Club America because they are the top club and most successful team in North America. The team is recognized internationally with a storied history and winning tradition in Mexico’s Liga MX and they are the most-watched soccer league in the United States. Our partnership with Club America allows us to engage with Liga MX fans year-round across multiple touchpoints.”

Our partnership with Club America allows us to engage with Liga MX fans year-round across multiple touchpoints.

“Tour Aguila provides an opportunity to reach their loyal fan base. We also want to make sure that all our Latino guests have the opportunity to feel the excitement of seeing their beloved team close to home.”

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Connecting with soccer fans

 

Club America
Club America during Copa America Game.

Portada: How relevant is Club America’s U.S. Fan-base to the brand?

 

T.M.: “Club America’s fan base is comprised of many Latinos throughout the United States and many of those same fans are loyal Toyota owners. Every fan is relevant to our brand because we have an opportunity to speak with them during the Fiesta Futbolera, also presented by Toyota. We share not just our vehicles in the area, but also the passion for soccer.”

Portada: What kind of fans do you reach?

T.M.: “Because Club America is a team of high-level players from Mexico and other parts of the world, we reach many different fans in the United States. But of course, Mexican fans are the most loyal. We see that the game is a way to share with the family –whether celebrating before, during or after the game. And it brings all generations together. Also, with the Tour Aguila, you can really see how soccer has grown here in the United States.”

We reach many different fans in the United States, but of course, Mexican fans are the most loyal.

Make the most out of it

Portada: How will you leverage the sponsorship?

T.M.: “Through a multi-faceted sponsorship program. Toyota will be the presenting sponsor of the pre-game Fiesta Futbolera. This is an interactive fan celebration that features the team’s championship trophies. Also, Aguí, the official mascot, is present as well as legendary players. We also have soccer activities, face-painting, and Toyota vehicles for fans to interact with.

The sponsorship also includes in-stadium content opportunities. For example, we have live partnership announcements, video, on-field signage and other exciting  experiences for fans.”

Portada: What other soccer sponsorships are you working on in preparation for the World Cup season?

T.M.: “Toyota engages with soccer through various platforms that allow us to join the conversation with guests.

  • We share in the action by investing and being present on a broadcast media level. Some properties are Liga MX, Mexican National Soccer Team, the U.S. Men’s National Soccer Team, and UEFA Champions League.
  • Toyota also connects on the ground through partnerships with Liga MX teams like Club America and MLS properties in the U.S.
  • On a community level this year, Toyota is partnering with Alianza de Futbol, the premier organization in the U.S. dedicated to the support and development of Hispanic amateur soccer. In addition, Toyota is the title sponsor of Copita Alianza, a series of youth tournaments from May through October in key cities in the U.S.
  • In 2017, Toyota signed a 2-year partnership with CONCACAF as an official sponsor of the Gold Cup, and we will continue in 2019.”

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Sponsoring soccer

Portada: Why is soccer the sport to sponsor?

T.M.: “Soccer is a distinctive part of the Hispanic heritage. For many, it’s more than just a sport. It’s a part of life. Toyota has supported and engaged with soccer in the United States for more than a decade. Because of this, we will continue our commitment throughout this year and the coming years.

A massive 84% of Hispanics follow the sport compared to 47% of non-Hispanics.

Our partnership and engagement are here in the United States. We’ve seen increasing popularity for the sport across the U.S. A massive 84% of Hispanics follow the sport compared to 47% of non-Hispanics. It’s an intrinsic part of Hispanic culture and part of many people’s upbringing, having grown up watching soccer matches with their family and friends.”

What: Energy BBDO has published the results of a study conducted to find out the true impact of the new government administration in Hispanics’ shopping and spending habits.
Why it matters: The truth couldn’t be farther from the rumors that started after the new administration: Hispanics are shopping and spending more than ever, and will likely continue to do so.

As soon as the new administration took office, a wave of anti-immigration policies spurred predictions that Hispanics would start spending less. Companies across the country wondered how this would impact them as headlines all over reported that Hispanic communities would stay home more and spend less often. Therefore, Energy BBDO decided to conduct a study to go beyond those headlines in order to find out exactly how the administration change impacted Hispanics’ minds and shopping habits during the last year.

Energy BBDO conducted more than 1000 surveys of documented and undocumented Hispanics, as well as of non-Hispanics for comparison. The quantitative research was supplemented by in-depth focus groups in Chicago and Los Angeles, and the work was supported by data from Kantar, Univision, and Pew Research.

The main takeaways from the study, explained below, proved the exact opposite of what the headlines foretold: not only did Hispanics not slow their shopping or spending, 49% of survey respondents reported shopping more often than the previous year.

 

Even Undocumented Hispanics Are Spending More

According to the study, even though headlines predicted Hispanics would spend less after the change of administration, 49% of documented respondents reported shopping more often than the previous year, while 56% of their undocumented counterparts, who could feel more threatened by the new administration, responded the same way. And since shopping is necessarily linked to spending, the increase goes hand in hand. 60% of Hispanics claim they are spending more than the previous year, just as 68% of undocumented Hispanics, vs 45% of non-Hispanics. The reason for this could be, quite simply, that “life goes on and family needs remain, no matter the political climate.”

Hispanics Aren’t Shopping Less; They’re Shopping Different

According to survey respondents, there has been a shift in the retail channels Hispanics go to. For example, outlets such as mainstream grocery and convenience stores have seen slowdowns, while preferences have shifted towards a more value-centric experience. Therefore, Hispanics have been spending more at mass merchandisers, club retailers, and dollar stores, as well as Hispanic-owned stores or community bodegas. As the study suggests, “This change in behavior seems to be the sole data point that suggests a shift generated by the current socio-political atmosphere, as Hispanics may be consciously staying within their communities for everyday purchases.”

The Real Shift Has Taken Place in Hispanics’ Attitude

U.S. Hispanics are known, among other things, for their optimism. A group that has expressed a positive mindset in spite of hard circumstances is suddenly doubting its place in the new America. Energy BBDO’s research has revealed that 50% of Hispanics have more doubts about their place versus a year ago, and 70% report an increase in prejudice displays since the last election. To quote the study, “Hispanics do not feel free to be themselves, at least not out in the open. They feel pressure to limit expressing their cultural heritage and identity. This, in turn, is causing them to find comfort in what’s familiar and welcoming within their communities.”

Conclusions

Now is the time to consider a more direct and custom approach that reaches out directly to the Hispanic community with empathy and recognition. […] Also, look for ways to show an authentic and long-term commitment, not an opportunistic one-off.

Based on the projected growth of the Hispanic population, and seeing that they’re younger than other demographics, it is likely that they will continue to increase their spending and shopping. However, they tend to prefer value-centric shopping trips as well as community-owned stores. Moreover, even though Hispanics will not stop spending, there is a lot brands can do to make up for the feelings of loneliness and not-belonging caused by the increased prejudice climate. Energy BBDO recommends that brands 1) stay true to their values, 2) celebrate inclusiveness, and 3) show empathy. “Now is the time to consider a more direct and custom approach that reaches out directly to the Hispanic community with empathy and recognition. […] Also, look for ways to show an authentic and long-term commitment, not an opportunistic one-off. Trying to fit something into Hispanic Heritage Month probably won’t have the desired effect.”

[All images by Energy BBDO]

What: Adsmovil offers technology and data for the mobile advertisement business with operations in the U.S., Brazil, Mexico, Colombia, and Argentina.
Why it matters: The company’s focus on the U.S. Hispanic market enables its clients to reach more than 90 million monthly mobile users.

Digital marketers looking to reach U.S. Hispanics should talk to Adsmovil. That’s the clear implication of comScore’s March report, which shows that Adsmovil, the leader in digital advertising for Hispanic audiences, reaches 48% of U.S. Hispanics.

Adsmovil has built a network of more than 400 premium English and Spanish-Language publishers in the U.S. Adsmovil is also fully compatible with Integral Ad Science, DoubleVerify, Grapeshot, MOAT, and Nielsen.

What makes Adsmovil Number 1 on comScore? 

  • It starts with high-quality publishers. Adsmovil works with elite publishers from the top Hispanic sub-demographics.
  • Adsmovil’s publisher base is diverse. Adsmovil is able to scale large campaigns across different high-quality verticals.
  • Adsmovil uses advanced technology to keep brands safe. Partnerships with Integral Ad Science, DoubleVerify, MOAT, and others ensure maximum security.
  • In addition to that technology, Adsmovil assigns a dedicated account team to ensure that all publishers offer high-quality inventory onlyBrands know that their content will not appear on sites that lack credibility.

“Adsmovil customizes its first-party Hispanic audiences based entirely on their mobile behavior,” said Adsmovil Chief Revenue Officer Andrew Polsky. “Depending on the type and frequency of content they consume, audiences will see relevant ads for entertainment, sports, food, travel, and more. We identify Hispanics via Spanish-language settings on their phone, the apps they’ve installed on their devices — e.g., Telemundo, Hulu, SlimTV, Semana, Western Union or Univision — and keyword searches in Spanish and English. We also use location to determine if a user frequents Latin restaurants or grocery stores and/or attends a soccer match. We then serve the appropriate ads to the appropriate people.”

 

What: GlobalWebIndex and Publicis Media have published a dataset offering information about online behaviors, cultural preferences, and linguistic choices of Hispanic Americans.
Why it matters: Hispanics represent 18% of the U.S. population; this data will help brands understand the segment’s complexities according to linguistics, regions, and cultural affiliations.

Data technology firm GlobalWebIndex has partnered up with public relations and advertising agency Publicis Media to take a deep look into the online behaviors, cultural preferences, and linguistic choices of Hispanic Americans, who now account for 18% of the U.S. population.

The dataset, which has just made public, offers wide information that details consumer profiles and highlights the cultural nuances of this increasingly important segment. The data, which can be segmented between linguistic preferences, will allow brands to understand the complexities between Spanish-speaking Hispanics and bilingual Hispanics, and segmentation by state and region, as well as by country of origin with which consumers feel most affiliated, will provide companies with a better grasp of individual identities of consumers.

“This data allows marketers and brands to quantify perception as a source of intent for the Hispanic market for the very first time,” said Jason Mander, Chief Research Officer at GlobalWebIndex, in a press release. “Targeting Hispanic cultures appropriately has long been a challenge for marketers, but with this data, we can provide insights that can help create, segment and better address the behaviors, attitudes, and sentiment of this sector. The benefits of a data set like this are immeasurable.”

 

“Hispanic population growth continues to be the key driver of GDP and populations are projected to double — even triple — in certain markets,” added Tim Jones CEO, Publicis Media, Americas. “This dynamic audience tends to be more appreciative of and loyal to advertised brands. And for advertisers seeking new areas of growth, the Hispanic population presents the most scaled opportunity. Every advertiser in America should have a clear and representative picture of this audience and its powerful influence.”

 

Among the insights released in the dataset, GlobalWebIndex and Publicis Groupe found that almost 60% of Hispanic Americans are bilingual or Spanish-first at home, but 78% prefer English when using electronic devices, of which smartphones are the most important. While non-Hispanics spend less than two hours online via mobile, Hispanics average three hours on their phones, effectively leading the shift to mobile.

Spanish-first Hispanics showed in pink; bilingual in fuchsia; English-first in violet.

They also found that Spanish-first Hispanics are 3x as likely as English-first Hispanics to feel a connection to their Hispanic heritage via the sports they follow and the TV they watch. Interestingly, it is bilingual Hispanics who use Netflix the most, 85% as opposed to Spanish-first and English-first Hispanics, with 75% and 76% respectively.

Black shows Hispanics in average, while grey refers to non-Hispanics.

 

Bilingual Hispanics have a higher interest in music streaming as well. 78% of them use Spotify or Pandora, while only 56% of non-Hispanics access these sites. In terms of specific genres, it was found that Spanish-first Hispanics clearly prefer Latin music, while bilingual and English-first Hispanics have broad music taste.

Other findings, according to the press release, are that 24% of Hispanics believe the US economy will improve over the next six months while 50% think their personal finances will improve over the same period (compared to 43% of non-Hispanics). Also, Spanish-first Hispanics lead WhatsApp usage with the most visits within the past month (60%), compared to only 16.7% of all Americans in the same time period. Finally, 61% of Hispanics say they sometimes use Spanglish (words that are a combination of Spanish and English).