1. BMW Creative Benchmarking May 2011

2. About Newspaper Creative Benchmarking

3. Newspaper Creative Benchmarking Methodology Dedicated methodology, designed to –Measure the effectiveness of newspaper creative –Provide an understanding how to use the newspaper medium more effectively 330 ads tested to date as at March 2011 Commissioned by The Newspaper Works Conducted online by Ipsos Media CT 100+ observations per ad Ads presented in situ on the newspaper page, then full screen Results benchmarked to All Newspaper norm and/or category averages 3 The Newspaper Works’ effectiveness partner:

4. Automotive benchmarking 55 automotive ads tested to date as at March 2011 –30 ads in automotive study –25 ads in monthly benchmarking 5,500+ ad observations in total Ads selected by The Newspaper Works Skew towards manufacturer ads so Automotive Average is not a true norm Automotive study conducted June – September 2009 Monthly benchmarking ads tested between 2008-2011 4 The Newspaper Works’ effectiveness partner:

5. Proprietary newspaper measures The Newspaper Works’ effectiveness partner: Ad Recognition Brand Linkage Message Comprehension * Brand Equity Impact Role Map Action Map * Newspaper Creative Diagnostics Automotive Ad Diagnostics Newspaper Creative Benchmarking Measures See Appendix for more detail * Available for ads tested since March 2010 Recognised industry measures

6. The Automotive Average vs the All Newspaper Norm

7. Top Line Measures 7 All Newspaper Norm Automotive Average Automotive ads score similarly to newspaper ads in general on top line measures, though brand linkage is lower – perhaps due to convergence of automotive creative

8. Brand Equity Impact How the ad influenced perceptions of the brand 8 Automotive ads produce similar brand equity effects to newspaper ads in general, though it appears they are less differentiating. Again this could be a result of convergent creative styles. All Newspaper Norm Automotive Average

9. 9 Role Map demonstrates how people respond to and interpret newspaper ads The automotive ads tested show a skew towards Affinity and Reappraisal.

10. 10 All Newspaper Norm Automotive Average Newspaper Creative Diagnostics measure how people respond to the ‘look’ of an ad The Automotive and general newspaper footprints are similar, though Automotive ads are weaker at highlighting an important feature NEGATIVE POSITIVE

11. BMW Results

12. 12 3 Series Brisbane Prospective & recent car buyers,n=97 FPC Tested: June 2009 7 Series Melbourne Prospective & recent car buyers,n=101 <HP Tested: June 2009

13. 13 3 Series Brisbane Prospective & recent car buyers,n=97 FPC Tested: June 2009

14. Top line measures 14 3 Series recognition and interest on par with averages but linkage apparently low (off a small very small sample size) All NP Norm Auto Average 3 Series Significant up or down vs Automotive average at 90% C.I Note: Ad recognition and Brand linkage can be affected by weight of campaign and timing of research Caution: Small sample size.

15. Brand equity impact: How the ad influenced perceptions of the brand 15 Impact on brand equity is in line with averages, with differentiation directionally looking strong. Auto Average 3 Series Significant up or down vs Automotive average at 90% C.I

16. 16 Making a strong emotional connection, as evidenced by significantly above average scores on two Automotive diagnostics Newspaper Auto diagnostics Auto Average 3 Series Significant up or down vs Automotive average at 90% C.I

17. Emotional connection: An overall measure of how the ad engages on an emotional level 17 A significantly above average emotional connection Significant up or down vs Automotive average at 90% C.I Auto Average The emotional connection of an ad is calculated as the average of its three highest scores out of four measures of automotive engagement: Makes it look like a car you’d be proud to own It’s an exciting car ad Helps me see what kind of lifestyle the car could open up for me I can see myself driving that car 3 Series

18. 18 Newspaper Creative Diagnostics measure how people respond to the ‘look’ of an ad Good photography and the look of the cars are driving the better performing diagnostics. NEGATIVEPOSITIVE Significant up or down vs Automotive average at 90% C.I All NP Norm Auto Average 3 Series

19. 19 Role Map demonstrates how people respond and interpret newspaper ads The ad is performing better at generating affinity than driving retail response (if that was the desired outcome). All NP Norm Auto Average 3 Series

20. 20 7 Series Melbourne Prospective & recent car buyers,n=101 <HP Tested: June 2009

21. Top line measures 21 7 Series recognition almost significantly down but this is most likely to be the timing of the research and/or weight of the campaign. All NP Norm Auto Average 7 Series Significant up or down vs Automotive average at 90% C.I Note: Ad recognition and Brand linkage can be affected by weight of campaign and timing of research Caution: Small sample size.

22. Brand equity impact: How the ad influenced perceptions of the brand 22 7 Series differentiation is significantly up vs the average, around par on other measures. Auto Average 7 Series Significant up or down vs Automotive average at 90% C.I

23. 23 7 Series ‘pride’ is the highest in the survey and one of the few models to be significantly up on a number of diagnostics. A highly desirable car. Newspaper Auto diagnostics Auto Average 7 Series Significant up or down vs Automotive average at 90% C.I

24. Emotional connection: An overall measure of how the ad engages on an emotional level 24 Strong emotional connection, over three times the average. Significant up or down vs Automotive average at 90% C.I Auto Average The emotional connection of an ad is calculated as the average of its three highest scores out of four measures of automotive engagement: Makes it look like a car you’d be proud to own It’s an exciting car ad Helps me see what kind of lifestyle the car could open up for me I can see myself driving that car 7 Series

25. 25 Newspaper Creative Diagnostics measure how people respond to the ‘look’ of an ad 7 series delivers the #1 photo in the survey and #3 scores on eye catching and good looking. NEGATIVEPOSITIVE Significant up or down vs Automotive average at 90% C.I All NP norm Auto Average 7 Series

26. Interesting and different ads act as a catalyst for emotional engagement 26 Significant up or down vs Automotive average at 90% C.I BMW delivering mixed results against interest and difference. With the 7 series outscoring the 3. Our research suggests that high interest and difference scores are linked to higher levels of emotional connection for an Ad. Min Survey Score = 22 NP Norm = 34 Auto Average = 33 Max Survey Score 60 Min Survey Score = 13 NP Norm = 25 Auto Average = 20 Max Survey Score 64 =27 =37 =27 =44

27. 27 Role Map demonstrates how people respond and interpret newspaper ads 7 Series emotional engagement showing in the significantly high Affinity score and demonstrates a good use of print for campaign reinforcement. All NP Norm Auto Average 7 Series

28. 28 Role Map Comparison vs E Class All NP Norm Auto Average Dreams 7 Series Although similar models the E class creative is more retail in nature and drives reappraisal, and call to action.

29. BMW is performing beyond the category on the key consumer criteria of lifestyle 29 +2.7x higher (see myself driving the car ) +1.1x higher (an exciting car ad) +3.0x higher (see myself driving the car ) +1.8x higher (an exciting car ad)

30. Best performing ads on Role Map from Automotive survey 30 3.3x Higher than average 2.9x Higher than average 2.3x Higher than average 2.1x Higher than average 8.0x Higher than average 2.4x Higher than average

31. The Affinity comparison 31 As at March 2011 (updated monthly). 55 automotive ads tested to date. 7 series is 7/55 ads tested to date on Affinity.

32. The Reappraisal comparison 32 As at March 2011 (updated monthly). 55 automotive ads tested to date. The three highest scoring ads on Reappraisal featured environmental messages.

33. The Information comparison 33 As at March 2011 (updated monthly). 55 automotive ads tested to date. Clear communication of features and model range can both result in strong Information scores.

34. The Call to Action comparison 34 As at March 2011 (updated monthly). 55 automotive ads tested to date. A strong call to action can result from emotive advertising or communication of product features as well as retail advertising.

35. The Public Agenda comparison 35 As at March 2011 (updated monthly). 55 automotive ads tested to date. Ads scoring highly on public agenda feature environmental and/or safety messages.

36. The Extension comparison 36 As at March 2011 (updated monthly). 55 automotive ads tested to date. High scoring extension ads reveal a range of ways in which newspaper creative can link to TV activity.

37. More on how newspapers and TV can work harder together 37

38. 3 ads that work well with TV 38 Hybrid Camry Sydney All adults 16+ FPC Tested: March 2010 Fiesta Sydney All adults 16+ FPC Tested: July 2010 Skoda Brisbane Prospective & recent car buyers HP Tested: June 2009

39. 39 Role Map demonstrates how people respond and interpret newspaper ads All NP Norm Auto Average Delivering strong emotional connection as witnessed by high Affinity and Reappraisal scores together with a top 4 campaign linkage score within the survey. Significant up or down vs Automotive norm at 90% C.I

40. 40 Role Map demonstrates how people respond and interpret newspaper ads *Sample: All 16+ rather than Prospective & Recent car *Sample: All 16+ rather than Prospective & Recent car purchasers All NP Norm Auto Average A heavy multichannel campaign. Newspapers linking strongly with television to drive affinity, public agenda and call to action. Camry Significant up or down vs Automotive norm at 90% C.I

41. 41 Role Map demonstrates how people respond and interpret newspaper ads Fiesta* *Sample: All 16+ rather than Prospective & Recent car *Sample: All 16+ rather than Prospective & Recent car purchasers All NP Norm Auto Average A very powerful ad: Emotional connection demonstrated by significant out-performance of auto and NP norms across every measure Significant up or down vs Automotive norm at 90% C.I

42. New Measures

43. Message comprehension Relates to the message out-take from an ad. It is asked of all research participants and is established through forced exposure 43 Respectable communication, with the messaging around being able to go further/fuel efficiency and safety getting through to around half the respondents.

44. Message comprehension: Word Cloud Illustrates the message comprehension as a word cloud. Question asked of all research participants through forced exposure 44

46. Affinity and Reappraisal showing up as advocacy and investigation. Action Map for Forester