September 28, 2021 Howard Lichtman


by Howard Lichtman

As we turn the corner on COVID, where is your growth going to come from?  Is it going to come from your existing clients organically?  Are you going to be able to win market share from your competitors? Or can you find a “greenfield” opportunity to reach out to customers who may never have heard of your brand?  If you’re interested in the third option, then you need to look at the Newcomer opportunity.

The ethnic opportunity in Canada is already the size of the population of Quebec.  But that snapshot of time is changing rapidly.  Over the next three years, the Government will be welcoming 1.2 million Permanent Residents to our shores.  You can add to that the 640,000 International Students that grace our colleges and universities on an annual basis.  Already 60% of them are staying post-graduation – that number goes up to 85% for Chinese and South Asian students.  The Government is in the process of changing the legislation to make it easier for International Students to stay in the country.

In reaching out to new Canadians, it’s important to be “in-language” as well as “in-culture”.  Twenty percent of Chinese Canadians do not speak English or French.  That means you are not reaching them with your mainstream advertising.  Seventy percent of the Chinese in Canada are first generation.  Even when it comes to second generation, language at home continues to be Chinese.

South Asians and Filipinos were part of the British Commonwealth and, as such, they have a solid grasp of the English language.  Still, 70% of recent immigrants prefer to speak a third language at home. It is important to reach consumers in their language of choice and comfort.

Ethnic consumers pay more attention to advertising that’s in their own language and feel closer to companies that advertise in their ethnic language.  But beware – Google Translator is not a solid multicultural strategy.  Recently a staff member of mine showed me an ad where Jerk Chicken had been translated into Chinese.  The back translation into English was “Obnoxious Chicken” as opposed to “Jerk Chicken”.

Further, being “in-language” isn’t enough – you also need to be “in-culture”.  You’ve got to make certain that the message you are communicating is one that resonates with your audience.  One example was of a fitness studio that was messaging on an out-of-home billboard that “Only a dumbbell would spend more on gym membership”.  How many ethnic consumers would understand that a dumbbell is a weight, and even if they did, that a dumbbell is a colloquialism for an idiot?  Cultural relevance is key.

A Fall 2020 study by AIMM indicated that the benefit of being both “in-language” and “in-culture” resulted in 2.7 times greater likelihood to buy from a brand for the first time, increased advertising effectiveness two to three times, and that purchase intent was tripled.

CulturaliQ Covid research also revealed that ethnic consumers’ consumption of all forms of media – be it traditional media, digital media and social media – increased dramatically during the pandemic.  Their research also showed that advertising in ethnic media improved brand recommendation and purchase intent.

To quote Marc Pritchard – the U.S. CMO of Procter & Gamble – “If you’re not doing multicultural marketing, you’re not doing marketing”.  The opportunity awaits you.