Having kids changes everything, including how parents shop. Parents are the decision-makers for most major household purchases, such as sporting goods, school supplies, family vehicles, and kids' clothes. Their preferences and habits greatly influence retail categories and brand strategies. So, what motivates parental spending in today's marketplace?
Are parents loyal advocates who are willing to pay more for preferred brands? Or are they penny-pinching shoppers always looking for deals? Understanding the intricacies of parents' purchasing power provides valuable insights for connecting with this profitable demographic.
For additional detail, and for a full list of sources, please make sure to download the full report: Modern Parenting: Navigating and Engaging the Active Family Unit.
/// Brick-and-Mortar Still Matters
Today's digitally-savvy parents navigate between online and offline shopping. While the convenience of e-commerce appeals to their busy lifestyles, physical stores still hold advantages. Thirty percent of parents prefer a balance between online and brick-and-mortar shopping. The in-store experience offers immediate gratification, eliminating the need to wait for shipping. It also allows parents to see, touch, and try out products firsthand to ensure quality and fit, which is crucial when buying apparel, electronics, and household items.
Twenty-one percent primarily shop online but do browse in physical stores before making some purchases. Creating an engaging in-store environment can entice even primarily online shoppers to make impulse purchases. Parents also appreciate the flexibility of buying online and returning items in physical stores. Twenty-two percent have taken advantage of the buy online, return in-store policies offered by retailers. By combining digital convenience with tangible store experiences, retailers can offer the perfect shopping journey for busy parents.
/// Price and Convenience Drive Decisions
Although parents may have brand loyalties, their purchasing decisions ultimately come down to price and convenience. A whopping 72% consider price as the most important factor when choosing where to shop. When shopping in-store, 22% compare prices on their mobile devices to find the best deals. Many use mobile apps to scan a barcode and instantly compare promotions and pricing at other retailers. This practice of showrooming compels brick-and-mortar stores to maintain competitive prices both online and offline.
Beyond price, 20% of parents prioritize convenience as the main influence on their purchases. Shopping while their kids are at school or engaged in sports allows parents to concentrate on the task at hand. Proximity is also important -- parents gravitate towards retailers along their daily commuting routes. Curbside pickup has become highly popular among parents with busy, on-the-go lifestyles. When marketing sales and deals to parents, emphasizing convenience and flexible omnichannel options is crucial.
/// Loyal to Family Brands
Despite being frugal, parents do exhibit brand loyalty, especially when it comes to family-oriented products. For apparel, 34% of parents routinely purchase Nike, while 16% buy Carter's. These brands cultivate trust with parents by marketing durable, family-friendly products that can withstand the antics of active children. Additionally, 25% of parents factor in family-friendliness when making purchases. Brands that integrate their products into happy family moments in their advertising build an emotional connection.
In the travel industry, parents gravitate towards family-focused hotels and airlines that simplify vacations. Top hotel chains include Holiday Inn, Holiday Inn Express, and Best Western. Leading airlines are Southwest, Delta, and American Airlines. Southwest's fun-loving personality and family-friendly policies give them an edge over competitors. Brands with reputations for catering to families become go-to options. While prices drive individual transactions, emotional bonds drive long-term loyalty.
/// The Power of Peer Advocacy
Positive reviews and recommendations from other parents have a profound influence, more than any promotional claims made directly by brands. In fact, 35% of parents rely on customer reviews as one of their top sources guiding purchases. They trust the unbiased perspectives of fellow parents who have used products with their own families.
Reviews on platforms like Yelp and TripAdvisor are particularly popular for research ahead of purchases at restaurants, attractions, hotels, and airlines. User-generated images on Amazon provide visual proof of how products actually perform for real parents. And recommendations from other parents on social media offer organic word-of-mouth marketing. Savvy brands actively curate and promote positive customer content rather than hard selling through traditional ads.
/// Parsing Parental Purchasing Psychology
Understanding the psychology behind parents' spending reveals hidden opportunities to connect with them. While shopping, parents wear two hats - one rational and one emotional. On the rational side, they fiercely hunt for deals, compare prices, and seek objective reviews before swiping their credit cards. But they also make highly emotional purchases to enrich their families' lives, such as splurging on a family vacation that they'll remember for years.
Brands should appeal to both sides of the parental mindset. Promoting sales and competitive pricing speaks to their logical sensibilities. But campaigns that showcase families creating cherished memories tap into their emotions. Creative that blends rational and emotional elements will drive the strongest response from parents.
/// Earning Their Trust
Today's parents are more discerning than ever before, facing an overwhelming number of product choices and constant digital distractions. To break through this noise, brands need to adopt an empathy-driven approach. They must first establish themselves as trusted partners dedicated to the well-being of families before they to build meaningful connections. This requires patience and consistency.
One way for retailers to demonstrate their commitment is by investing in family-friendly physical spaces, such as play areas and nursing rooms. In addition, brands should focus on highlighting how their products enrich family life, rather than just offering functional benefits. Cultivating user-generated reviews and referrals also relies on providing exceptional customer experiences that earn 5-star ratings. Brands that are willing to earn the trust of parents will gain powerful advocates through word-of-mouth recommendations.
/// Seeds for Stronger Loyalty
Building loyalty among parents is a gradual process that requires brands to invest time and effort into nurturing trust and emotional connections. However, the long-term gains are significant, as penny-pinching shoppers can become enthusiastic brand evangelists. The key is to plant seeds by providing exceptional customer service, cultivating user-generated content, designing family-friendly physical spaces, and reinforcing shared values through emotional storytelling. Brands that help parents create lasting memories will ultimately become an integral part of the family.
Enhance your marketing to resonate with parents' unique buying behaviors. Partner with Media Culture for insights and strategies that tap into their purchasing power. Reach out for customized solutions that connect with this crucial audience.