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BIt takes more than a curiosity in new things and the connectedness to spread new ideas before an individual can truly be considered influential in any long-term, meaningful way& & a way that will generate and sustain long-term growth prospects for new ideas. What s still missing? 2 things& ."/0! >1. New Consumers Rule OK @$The 5 Key Pillars of New Consumerism % 1. They value Authenticity and Originality in all that they buy and experience 2. They are well Informed and hugely Involved in the products, services and brands that they buy 3. They are Individualistic  they do things  my way  and increasingly demand companies do too 4. They are Time Poor and value anything that saves them time 5. They are Socially Responsible  and exercise their ethical awareness via their product and brand choices n   $ 4 F  ( K  C2. Category Matters A(Finding the Future Shapers in a category ) ?JThe hierarchical model of Future Influence: developed category by categoryK,Q#LFutureView in NPD& who to involve when& R$Idea Generation and Development: Forget  respondents and think  participants  O!. O X*=Idea Generation and Development: The Consumer Genesis Process >! > LCase Study: Just Juice Bubbles tJust Juice a successful juice brand in NZ, but struggling to find exciting, meaningful innovation Consumer groups commonly rejecting new ideas because&  that s not my familiar Just Juice  please don t change it An Inspiration Panel, made up of cold beverage Future Shapers uncovers opportunity for new product idea  Future Shapers are already mixing Just Juice and lemonade themselves in an effort to make a  personalised, healthy alternative CSD Concept of Just Juice Bubbles was born (50:50 Juice:Lemonade mix) Given an  Okay by Today Consumers in groups BUT generates real excitement amongst Future Shapers Subsequently shown to be a future-proofed idea in quantitative concept screening >@   I   N!JCase Study: Hello, my name is  Frank &&% Frucor Beverages (part of Danone) very successful in Australasia, based on strong juice, water and energy drink brands But very weak in fizzies - require ground-breaking innovation to make an impact on the market Consumer Genesis workshops with cold drinks Future Shapers found a viable path: An  adult only range (most fizzy brands very youth-focused) Simple, no-nonsense, tell it like it is brand values and personality ( frank is the perfect description of this personality) A range of flavours that is  familiar, but with a twist Not excessively sweet or sugary; light flavour and light sparkle Glass bottles, small serving size to emphasise  adultness The result& A very successful brand launchj%r+%='+.  2 s-Why you shouldn t trust an early adopter Using tomorrow's consumers to create tomorrow's concepts Le((c "(9&$$d  /0% ')+B[q'r(u)w*x+y,z-{.|/}0~1234" 0` y!$pp` 3>?" dd@?nPd2@-dnnnqnPFr%a` n?" dd@   @@``PR   r ` ` p>>   ((  (   (C 0Rectangle 7"PK!Zf[Content_Types].xmlMO &2WR=cJ`F0iK`#̼vLw 9uSq:w`G ^i ½KI)c/ $oVjTMRc|}042ҥCƔM̏P~*ka/8^DkHbL8e i"K\XN\6rco4y@_;oPK!1_a _rels/.relsj0 ѽqCNo^K [ILcX&m߾0XFo;>0xM e`|X}đ I`߽N4aG2$RKIZ)4(M9`ctB{m:f@`3n|O,ܗr޾jxR0T ,0@}WBLǬ5vPK!!` drs/shapexml.xmlV]o6}@uH8:Eۀ0}( E $;$%b8\{ >z3LRojʙ RF?ӻf?k7o.DMiYilM[4V8=y`< j•m ne,59*AgZC=0M7A}i.a K@U47e i.q6qf:MH/uOa.NG nN,vΧP}%TG+~SH-xwJ_=x *y,pz-Ț{+&*\YY"T?t;4HCZ)a-=I-hґen  g֮ g[ :? 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c lTBUCDE FQRUVWԔ?*U@UFreeform 61   TZ P@  B @ c  TBVC DE FQRUVWԔ?,V @V Freeform 62 4  TZ P@  B A c TBUC DE FQRUVWԔ?*U @U Freeform 634   TZ P@  B B c TBVCDE FQRUVWԔ?*V@VFreeform 64   TZ P@  |B C L?Line 65   D TT?Text Box 66z^v  pProduct AdoptersF    E N0T?Text Box 673  }Early Majority, pragmatistsF    F NT?Text Box 69   Late Majority, conservativesF    G N@T?Text Box 71Z9   yInnovators, enthusiastsF   B H R8c?Line 72M' |B I L?Line 73  |B J L?Line 74F  K NT?Text Box 75"@   fTime,~8PZFB LB R8c?Line 76,M  N NHT?Text Box 689   tLaggards, skepticsF    O NP{ ?Text Box 70  ~Early Adopters, visionariesF    P 0 e <T TWell, yes, but& l r 7  Tr 7 ,$D 02 R 0C"?$ 7  S 0 r L *The adoption  chasm D(23 U 0P Y I GSource: Moore, 1999(2H  0޽h ? 3 ___PPT10+n D' != @B D' = @BA?%,( < +O%,( < +D' =%(D' =%(D3' =4@BBB B%(D' =1:Bvisible*o3>+B#style.visibility<*Q%(D' =-o6Bbox(out)*<3<*QD' =%(D' =%(D3' =4@BBBB%(D' =1:Bvisible*o3>+B#style.visibility<*T%(D' =-o6Bwipe(up)*<3<*T+ +0N0  h(  ~  s * (4     s *X (9i<$0   H  0޽h ? 33___PPT10.WP+GDJ' != @B D' = @BA?%,( < +O%,( < +D`' =%(D' =%(DT' =A@BBB B0B%(D' =1:Bvisible*o3>+B#style.visibility<*%(D' =-6B'blinds(horizontal)*<3<*DT' =A@BBB B0B%(D' =1:Bvisible*o3>+B#style.visibility<*0%(D' =-6B'blinds(horizontal)*<3<*0D' =%(Dd' =%(DT' =A@BBB B0B%(D' =1:Bvisible*o3>+B#style.visibility<*0h%(D' =-6B'blinds(horizontal)*<3<*0hDT' =A@BBB B0B%(D' =1:Bvisible*o3>+B#style.visibility<*h%(D' =-6B'blinds(horizontal)*<3<*hDT' =A@BBB B0B%(D' =1:Bvisible*o3>+B#style.visibility<*%(D' =-6B'blinds(horizontal)*<3<*D' =%(D' =%(DT' =A@BBB B0B%(D' =1:Bvisible*o3>+B#style.visibility<*%(D' =-6B'blinds(horizontal)*<3<*D' =%(D' =%(DT' =A@BBB B0B%(D' =1:Bvisible*o3>+B#style.visibility<*X%(D' =-6B'blinds(horizontal)*<3<*X+8+0+0 + 0 N0 @(  Z  C 2A kevin_bacongs( ^  S 6~A 0393041425cvc P  <| y a few key consumers drive diffusion& a special kind of early adopter: Connectors(QF b  S :A Tipping Pointjl  S 6DA0743227298"`GHV r  S <(   H  0޽h ? 33___PPT10i.~T+D=' != @B +  0 N0   P  (  r  <͌"`z   B4& =  F   (  BQ   > (  B IVV y 6  f 0(,(  BaV6 * A  F   (  BV v > (  BV&Z 6(  B|VZS 6(r  <Ad"`MNr  @ <Ad"`T ;r  <Ad"` / r  <Ad"` ` r  <Ȧ"`s Ar  <Ȧ"`^,r  <ȴ"`  r  <ȴ"`  r  S @V(  V r  S V(0 V H  0޽h ? 33___PPT10i.~T+D=' != @B + ,0N0 lP(  lr l S ؝V(  V  l S ؞V(0<$0 V H l 0޽h ? 33  ___PPT10 .ZW+eyD6 ' != @B D ' = @BA?%,( < +O%,( < +D' =%(D' =%(DT' =A@BBB B0B%(D' =1:Bvisible*o3>+B#style.visibility<*l%(D' =-6B'blinds(horizontal)*<3<*lD' =%(D' =%(DT' =A@BBB B0B%(D' =1:Bvisible*o3>+B#style.visibility<*l%(D' =-6B'blinds(horizontal)*<3<*lD' =%(D' =%(DT' =A@BBB B0B%(D' =1:Bvisible*o3>+B#style.visibility<*l%(D' =-6B'blinds(horizontal)*<3<*lD' =%(D' =%(DT' =A@BBB B0B%(D' =1:Bvisible*o3>+B#style.visibility<*l"%(D' =-6B'blinds(horizontal)*<3<*l"+8+0+l0 +I '0N0 H@ p(  px p c $0V(  V j p C BA *shutterstock_2290642A  p  `d @S" ?',H p 0޽h ? 33___PPT10i.[ +D=' != @B +J -0  }(    s XV (#" 0e  T   s *(V(0<$D0 V *V`BH{"   `JVo?c"$`? ,$D0 3These traits can be measured at an individual level(40x3 4 H  0޽h ? ^WNff3___PPT10..Q0*Z+{Dm' != @B D(' = @BA?%,( < +O%,( < +D' =%(D' =%(D+' =4@BB BB%(D' =1:Bvisible*o3>+B#style.visibility<*P%(D' =-g6B fade*<3<*PD' =%(D' =%(D+' =4@BB BB%(D' =1:Bvisible*o3>+B#style.visibility<*P%(D' =-g6B fade*<3<*PD' =%(D' =%(D+' =4@BB BB%(D' =1:Bvisible*o3>+B#style.visibility<*%(D' =-g6B fade*<3<*D' =%(D' =%(D+' =4@BB BB%(D' =1:Bvisible*o3>+B#style.visibility<*S%(D' =-g6B fade*<3<*SD' =%(D' =%(D+' =4@BB BB%(D' =1:Bvisible*o3>+B#style.visibility<*S%(D' =-g6B fade*<3<*SD' =%(D' =%(D@' =A@BB BB0B%(D' =1:Bvisible*o3>+B#style.visibility<*%(D' =-o6Bdissolve*<3<*+8+0+0 +O (0N0 NF0(  ~  s *V(  V j  C BA*shutterstock_2085639J,   `d @S" ?,,H  0޽h ? 33___PPT10i.[ +D=' != @B +! 0pN0 g_0 (  r  S V(   2  NR8vR8d @" M <  HtV ?"P jV  pInvolved in Category,( nPb  1 of  #  @v ,$D02  T3?#" `of   ND ?"V m Early Adopter0( nPf  %z Z   Z ,$D02  T3f3?#" `Z   ND ?"@ `  g Connector. nP f  *z i   i,$D02   T3?#" `i   ND ?"   l New Consumer0 ( nP f  l < 3  < 3 ,$D0   NtD ?"< \ !Future Shapers: 10% of the market." nP"f "     0e0e    BCDEpFz  5% 8c8c     ?1 d0u0@Ty2 NP'p<'pA)BCD|E||o)Ua77n<y"Rh{S? ~Xr*> o:<@`"< + e 3 fB  6DoM H  0޽h ? 333333J B ___PPT10" . ri+D ' != @B D ' = @BA?%,( < +O%,( < +D4' =%(D' =%(D' =4@BBBB%(D' =1:Bvisible*o3>+B#style.visibility<*%(D4' =%(D' =%(D' =4@BBBB%(D' =1:Bvisible*o3>+B#style.visibility<*%(D4' =%(D' =%(D' =4@BBBB%(D' =1:Bvisible*o3>+B#style.visibility<* %(D4' =%(D' =%(D' =4@BBBB%(D' =1:Bvisible*o3>+B#style.visibility<*%(+[ .0N0 jb#t (  tp t H ?Kp t H ?dp t H 3f?dG p t H 9f?d p t H ?dKp t H ?l  t H?C"?z jUnconnected Laggards&0( 2   |B  t T D?+r +D  t H?C"?d  New Consumers (Informed, Active)D0 0 $   3  t H?C"? {c #(Uninformed, Passive) Old Consumers<$0    |B  t T D?   p t H ?ldp t H ?d X t N? h dFuture Shapers&0( 2   t N? x c Future Makers&0( 2   t N4? x  eToday Consumers&0( 2   t N4!?   iYesterday Consumers&0( 2   t N%?dP S8 jYesteryear Consumers&0( 2    t Ht)?C"?zd*  u!Connected Early Adopters$"0 2"  " ~ t s *,(    t 0-IP C Q10% 2  t 01  Q20% 2  t 05 s  U40% 2  t 09j] p U20% 2   t 0=  U10% 2 x #t C PA89-tns-FutureView-Pink-BlackH t 0޽h ? ^WNff3y___PPT10Y+D=' != @B + /0N0 z (*(  ~  s *4?(   X  0  0dLLDh3 bFuture Shapers(2   0dQDh a Future Makers(2f    0T Dh  cToday Consumers(2   0Y Dh]  gYesterday Consumers(2f   0|] Dh hYesteryear Consumers(233    0b > 2 $L  d  # + t `   0f d`   0 }L ^ # L   # g ,\ `  0f^ # d`  0^ # }`  0^ # L L  p4  # hD `  0f pd`  0 p}`  0 pL `  0f p4 \L  # ,`  0fd`  0}`  0L `  0f 4 `  033   0Xl M  ; Qualitative    0`oF X Quantitative    RB  s *D)  0u  8Creation    0y  ; Development   ! 0|J STesting RB " s *Dz=z # 0l  bFuture Shaper Panels 2  $ 0 gGeneral Consumer Panels(2  % 07 SPurpose  & 07 RMethod  ' 0H7;/ TResource  RB ( s *DjH  0޽h ? nnn3___PPT10i.`MiY+D=' != @B + 00N0 00 `(  ~  s *(   L  6  # B" "  <o?C"? 6  F     3 rĠ? 3fo?"6?@`NNN?Nj   HTheir knowledge of and involvement with products and brands, their acceptance of change, means they are great Idea Generators - don t limit their role to evaluationV<Pn% % PVWXTL d  #  d j  c :AGreen_darkd ,   `11ȜȜ?Q8R  (Future Shapers make great participants!<)0 P3f  ) RN |}   |}|   C >A&brochure_pic1 copy"`op   s @AGreen_dark|}l '  ' ,$D 0"  B෥o?C"?'  F   8  C xp? 3fo?"6?@`NNN?NMc p  JGreat for breaking through the inertia and familiarity that surround established brands and stifle great innovation Future Shapers are not so blinkered!X<P ,>  PVWX|l w W<  wW<,$D 0   C x֥? 3fo?"6?@`NNN?N   *hBuild an ongoing dialogue with Future Shapers to keep abreast of what s happening in their world - what s hot and what s not! Inspiration Panels offer a dedicated insight resourceh<P-6f"  PVWX"  B̥o?C"?w W< F   H  0޽h ? ^WNff380___PPT10.O+eD' != @B D' = @BA?%,( < +O%,( < +D' =%(D' =%(D7' =4@BBBB%(D' =1:Bvisible*o3>+B#style.visibility<*%(D' =-s6Bwipe(left)*<3<*D' =%(D' =%(D7' =4@BBBB%(D' =1:Bvisible*o3>+B#style.visibility<*%(D' =-s6Bwipe(left)*<3<*+" 10N0 zr (  ~  s *8(   "  B33o?C"?B  F   T  C x ? 33o?"6?@`NNN?N  nEngage: Treat participants as intelligent equals  engage them in the task Consumer ConsultantsV<PX<PX X PVWX8      p  s @AGreen_dark d u   f11ȜȜ?  3Working with Future Shapers to build winning ideas t40 Z3f  3f 4 XT |}  # |K}|   C >A&brochure_pic1 copy"`op   s @AGreen_dark|}_l  k<  k<,$D 0   C x? 3fo?"6?@`NNN?N )  _Spark! Bring them together to spark off one another Identify Issues and build powerful Ideas T<PY<PX_  PVWX"  B 33o?C"? k< F   l '  ' ,$D 0"  B$33o?C"?'  F     C x%? 33o?"6?@`NNN?NtMp  Incubate: On-the-spot brainstorming with strangers doesn t work Incubating ideas in own time, own place, with peers DOESH <Po<P o  o PVWXH  0޽h ? ^WNff380___PPT10.O+EyD' != @B D' = @BA?%,( < +O%,( < +D' =%(D' =%(D7' =4@BBBB%(D' =1:Bvisible*o3>+B#style.visibility<*%(D' =-s6Bwipe(left)*<3<*D' =%(D' =%(D7' =4@BBBB%(D' =1:Bvisible*o3>+B#style.visibility<*%(D' =-s6Bwipe(left)*<3<*+* 20N0  u(  x  c $1(      `2 ( <$0     # Group 8 i,$D0   f,5 ?/  RP      rA? ?npo0000f7Picture 6"<?@@`NNN?Nq }MO"  T:))?S"`? qm eWithin three months of launch, JJ Bubbles has become the No.2 fruit-flavoured CSD in service stationsffH  0޽h ? nnn3___PPT10.h0$+d\DI' != @B D' = @BA?%,( < +O%,( < +D' =%(D' =%(D8' =A@BB BB0B%(D' =1:Bvisible*o3>+B#style.visibility<*b%(D' =-g6B fade*<3<*bD' =%(D' =%(D8' =A@BB BB0B%(D' =1:Bvisible*o3>+B#style.visibility<*b%(D' =-g6B fade*<3<*bD' =%(D' =%(D8' =A@BB BB0B%(D' =1:Bvisible*o3>+B#style.visibility<*%(D' =-g6B fade*<3<*Dh' =%(D' =%(D8' =A@BB BB0B%(D' =1:Bvisible*o3>+B#style.visibility<*%(D' =-g6B fade*<3<*D8' =A@BB BB0B%(D' =1:Bvisible*o3>+B#style.visibility<*i%(D' =-g6B fade*<3<*iD8' =A@BB BB0B%(D' =1:Bvisible*o3>+B#style.visibility<*i%(D' =-g6B fade*<3<*iD' =%(D' =%(DK' =4@BBB B%(D' =1:Bvisible*o3>+B#style.visibility<*%(D' =-6B+checkerboard(across)*<3<*+8+0+0 +$ 30N0 B :   (  Xl  * ` W<,$D 0  s fA<ginger malt single - FRUC286B * %0  s XA.KLLB single - FRUC284B  !0  s fA<ginger malt single - FRUC286B * 40   s XA.KLLB single - FRUC284B  00   s fA<ginger malt single - FRUC286Bz * C0   s XA.KLLB single - FRUC284B{  ?0  s nADGinger and lime single - FRUC280B  L0  s nADGinger and lime single - FRUC280B  Q0  s nADGinger and lime single - FRUC280B  V0~  s *h](     c $h^(<e <$0  H  0޽h ? nnn3___PPT10.h0$+DY' != @B D' = @BA?%,( < +O%,( < +D' =%(D' =%(D8' =A@BB BB0B%(D' =1:Bvisible*o3>+B#style.visibility<*w%(D' =-g6B fade*<3<*wD' =%(D' =%(D8' =A@BB BB0B%(D' =1:Bvisible*o3>+B#style.visibility<*w%(D' =-g6B fade*<3<*wD(' =%(D ' =%(D8' =A@BB BB0B%(D' =1:Bvisible*o3>+B#style.visibility<*%%(D' =-g6B fade*<3<*%D8' =A@BB BB0B%(D' =1:Bvisible*o3>+B#style.visibility<*%b%(D' =-g6B fade*<3<*%bD8' =A@BB BB0B%(D' =1:Bvisible*o3>+B#style.visibility<*b%(D' =-g6B fade*<3<*bD8' =A@BB BB0B%(D' =1:Bvisible*o3>+B#style.visibility<*%(D' =-g6B fade*<3<*D8' =A@BB BB0B%(D' =1:Bvisible*o3>+B#style.visibility<*\%(D' =-g6B fade*<3<*\D8' =A@BB BB0B%(D' =1:Bvisible*o3>+B#style.visibility<*\%(D' =-g6B fade*<3<*\D;' =%(D' =%(D8' =A@BB BB0B%(D' =1:Bvisible*o3>+B#style.visibility<*%(D' =-g6B fade*<3<*DK' =4@BBB B%(D' =1:Bvisible*o3>+B#style.visibility<*%(D' =-6B+checkerboard(across)*<3<*+8+0+0 +40 (  (  h  C @A(shutterstock_777626  B @S" ?q x  c $@T(` T x  033C"? wIx  C PA89-tns-FutureView-Pink-Black= x H  0޽h ? 33___PPT10i.0`T +D=' != @B +(0 8(  d  c $018     s *x0m @   " H  0eC ? 3380___PPT10.@D7(0 8(  d  c $018     s *P0m @   " H  0eC ? 3380___PPT10.@D7( 0 8(  d  c $018   L  s *VL0m @  L " H  0eC ? 3380___PPT10.@G7( 0 `8(  d  c $018   V  s *,V0m @  V " H  0eC ? 3380___PPT10.0hI70 *"(  d  c $019   D  s *xD0n 18A  D In order to create a Tipping Point, we must harness a Future Shaper: Connector Early Adopter New Consumer who will Speak with authenticity Stick with the product Single-mindedly target the Future Shapers with precisely designed products, support and communications in order to create a  critical mass of advocates. Don t go to market with a compromised  mass campaign dull But the concept should have mass potential In a segmented strategy, focus on the Future Shapers first within a segment E./E./ 6 2 L    H  0eC ? ̙3380___PPT10. p_(,0 P8(  d  c $018     s *0m @   " H  0eC ? 3380___PPT10.@G7 0  (  ^  S 018   T|  c $ V0m @  T The balance of power is irreversibly shifting from the Supplier to the Consumer Leading this shift is a group of well informed, active, savvy consumers who are acting by a new set of rules. They are the New Consumers. The demands of New Consumers can be seen powering the highest level macro-trends in consumer behaviour globally& . what we call the 5 Pillars of New Consumerism (see next slide) No individual can be considered influential in any long-term, meaningful way if they are not one of these New Consumers. And guess what!...many Early Adopters and Connectors are NOT New Consumers! 8Q3 O H  0eC ? 3380___PPT10.c0 B:P (  ^  S 018   4  c $V0m @   TThe idea of a  Connector or an  Influencer as a generic personality type is flawed& A simple, obvious truth& . If something doesn t matter to you then you won t take an interest in it OR talk about it with others& . So if food doesn t really matter to you then you are NOT going to have much influence on the future of the food market It follows that any model of future influence MUST take into account Category Involvement <pe33 H  0eC ? 3380___PPT10.dt&T .0    (    N ?Rectangle 7L h  z*b       x0e0e0?Rectangle 219      # 0e0e0?Rectangle 3n 18A   TThe first key characteristic is curiosity The classic Early Adopter is interested in new ideas, new ways of doing things, new products and services. Adoption (or diffusion) theory, popularised in this adoption curve by Everett Rogers, holds that new ideas, products or trends start with innovators, are taken up by early adopters and then eventually the rest of the population joins the party. While in practice it is not too hard to identify and sell to the early adopters, it quickly became clear that diffusion through to the mass market was far from guaranteed. As Geoffrey Moore argued in Crossing the Chasm, the problem with this model is that there is no mechanism for the innovation or trend to diffuse from the leaders to the followers. Innovators and early adopters try new things for their own sake  they want the thrill of the new and then they move on. We re not saying that Innovators and Early Adopters aren t important  interest in new ideas and new products is a key characteristic of future-influential consumers. But it s not enough on its own.@+))1 *  H  0eC ? 33 0  (  X  C 018     S h%D' G)PI+K2v5z7 5:R<=^>`7nZq1MڈLN8Q HXZ LbT]nEqV]@+nc@noqsvx.zB|V~j~1Oh+'0 hp   Slide 1 Malcolm LawJeffrey Hyman52Microsoft Office PowerPoint@`9P@?T@He+Gh;  ,V'&" WMFC <8nmCCmoEsssFnLttLKnEnmCCEEoÓsnEntKtKnnDnmCCmFEsssFnttnLnnhnCfEEoÓsnEnuLtEnnDnmCCmiEsssFntttLnnDnmCC?EoÓsnݼoEt*tEnnDmCCmFEsssoFnoLKKKgEnCf?EoÓsKoEt*tEKnDmCCmFEsssoFnLLtLEhEnmCCEossnoEL$tKKKEDmCCmFEnssoo*LKR$KDECC?EossnoEK$$tKK$h>mCCmFEnssontL$LLR*LKDEnCCEo޼ssnoEL$+$LK*$KD>omCCmFEnsFoLL*LKt*LKDEoCCEosnEKsKtKsKE>mCCmoFEÒÙotmsnüDDoCCEo޼snoEmJsKJnDDomCCmoEECmDCmmmmCCnCCmmCCCmÒCmmDnoCCoEoJCmCmCmmmC҉mCCmmsJJmünDDmCCmnEECnmCmCmCmmCmmCmCtmDnmCCoEo޼CCDCmCCmCCCCޏmmCmCmJCCJC"tJnDDomCCmh?ECJmmmmCmCnmҷҷmmmmCmCCss>nii‘CCnEom"CmCmCmCCCCҽmCCmmmnsKnDDގi@@@mCCmEEECCCmmmmCmECCޏmCmCmsCmsDmDnj@FFFCCoEo޼mmmoDJtJsJschDD@@@@FomCCmEEECCmmmnҽҏҫҏҫҏҏ҈ünnF@FFFCmiioݼoE޷޷޷޷޷ޔEgoEҙh> F?EommEEionsmoEiF@FFoFioޓonJJsJKEEiF@o⼼EFinmmsooii@F?FFFoo≉޶ݶonüJsmJsüEEFF@@Ft؏nsmssmüoiFFoFsމ҉&" WMFC <nmCCmoEsssFnLttLKnEnmCCEEoÓsnEntKtKnnDnmCCmFEsssFnttnLnnhnCfEEoÓsnEnuLtEnnDnmCCmiEsssFntttLnnDnmCC?EoÓsnݼoEt*tEnnDmCCmFEsssoFnoLKKKgEnCf?EoÓsKoEt*tEKnDmCCmFEsssoFnLLtLEhEnmCCEossnoEL$tKKKEDmCCmFEnssoo*LKR$KDECC?EossnoEK$$tKK$h>mCCmFEnssontL$LLR*LKDEnCCEo޼ssnoEL$+$LK*$KD>omCCmFEnsFoLL*LKt*LKDEoCCEosnEKsKtKsKE>mCCmoFEÒÙotmsnüDDoCCEo޼snoEmJsKJnDDomCCmoEECmDCmmmmCCnCCmmCCCmÒCmmDnoCCoEoJCmCmCmmmC҉mCCmmsJJmünDDmCCmnEECnmCmCmCmmCmmCmCtmDnmCCoEo޼CCDCmCCmCCCCޏmmCmCmJCCJC"tJnDDomCCmh?ECJmmmmCmCnmҷҷmmmmCmCCss>nii‘CCnEom"CmCmCmCCCCҽmCCmmmnsKnDDގi@@@mCCmEEECCCmmmmCmECCޏmCmCmsCmsDmDnj@FFFCCoEo޼mmmoDJtJsJschDD@@@@FomCCmEEECCmmmnҽҏҫҏҫҏҏ҈ünnF@FFFCmiioݼoE޷޷޷޷޷ޔEgoEҙh> F?EommEEionsmoEiF@FFoFioޓonJJsJKEEiF@o⼼EFinmmsooii@F?FFFoo≉޶ݶonüJsmJsüEEFF@@Ft؏nsmssmüoiFFoFsމ҉nCsCsCsCssEo@FFi҉؎҉ҷsÙ¼mssmmmEiFFoFFÙs҉ғҶҏssDsmsJsmsmo@F@iÙsmsmnÓiFF@oFÓsmsJsDDsCsmüiFF@FmsJnDmJJJDssüooFo@F@ssJmDJJJDJDJmüFF@?iosÙsmnCJCDsÓüoFo@FstsJnJJCJDJCJmsüoFF FFnmsJCmJsDmJsFo@oFntsmsnsJDDJ"JJmJsüio@ iJJmCJsCJÓFo ommKssmmmnmJJDJCmCJJs@@?F?mKtü’JsJDJDJso@mmssmmmssJJDCmCJtooICmmÒr¼mJmsJmsFCsCm™srmüsnJsDmCsCmJttÓ@ommoEnmrmIsmJJJmooFmDEinDs‘lIrBqBnJsJCmCfݼi“FonmnnEhnm»mrImrlrlrmmClݓmunDݼš%t$oQs)ssrCrBqBrIlr‘¼llffNot all consumers are equal - most consumers are followers…6Followers’ opinions are based on those of others….So, I need to talk to early adopters, right? 5Talking to Early Adopters is not the final answer…A step in the right direction: Connectors"But this is still not enough…..1. New Consumers Rule OK%The 5 Key Pillars of New Consumerism2. Category Matters)Finding the Future Shapers in a categoryKThe hierarchical model of Future Influence: developed category by category)FutureView in NPD… who to involve whenWIdea Generation and Development: Forget ‘respondents’ and think ‘participants’>Idea Generation and Development: The Consumer Genesis ProcessCase Study: Just Juice Bubbles*Case Study: Hello, my name is “Frank”gWhy you shouldn’t trust an early adopter Using tomorrow's consumers to create tomorrow's concepts  Fonts Used Design Template Slide Titles  8@ _PID_HLINKSAH 6../../Local Settings/Temporary Internet Files/Local Settings/Temporary Internet Files/Local Settings/Temporary Internet Files/TVCs/frank Not as much as we're making out here.mpg../../Local Settings/Temporary Internet Files/Local Settings/Temporary Internet Files/Local Settings/Temporary Internet Files/TVCs/frank No friends.mpg../../Local Settings/Temporary Internet Files/Local Settings/Temporary Internet Files/Local Settings/Temporary Internet Files/TVCs/frank Not as much as we're making out here.mpg../../Local Settings/Temporary Internet Files/Local Settings/Temporary Internet Files/Local Settings/Temporary Internet Files/TVCs/frank No friends.mpg..\..\Local Settings\Temporary Internet Files\Local Settings\Temporary Internet Files\Local Settings\Temporary Internet Files\TVCs\frank Not as much as we're making out here.mpg../../Local Settings/Temporary Internet Files/Local Settings/Temporary Internet Files/Local Settings/Temporary Internet Files/TVCs/frank No friends.mpg../TVCs/frank Golddigger.mpg../TVCs/frank Golddigger.mpg../TVCs/frank Golddigger.mpg%_㮇 Jeffrey HymanJeffrey Hyman  !"#$%&'()*+,-./0123456789:;<=>?@ABCDEFGHIJKLMNOPQRSTUVWXYZ[\]^_`abcdefghijklmnopqrstuvwxyz{|}~      !"#$%&'()*+,-./0123456789:;<=>?@ABCDEFGHIJKLMNOPQRSTUVWXYZ[\]^_`abcdefghijklmnopqrstuvwxyz{|}~      !"#$%&'()*+,-./0123456789:;<=>?@ABCDEFGHIJKLMNOPQRSTUVWXYZ[\]^_`abcdefghijklmnopqrstuvwxyz{|}~     !"#$%&'()*+,-./0123456789:;<=>?@ABCDEFGHIJKLMNOPQRSTUVWXYZ[\]^_abcdefghjklmnopyRoot EntrydO)PicturesCurrent UseriSummaryInformation( PowerPoint Document(҇DocumentSummaryInformation8`