Please note that KAB Marketing is no longer operating as a consulting and presentations company. The Blog "What's Branding Got to Do with it?" will continue to be published on a regular basis.
KEN BANKS’BLOG DECEMBER 2022 https://youtu.be/hhl4wRuo95Y
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Holiday Brands with Memorable Creative!
The holiday season is upon us and it’s amazing to me how the advertising at this time of year has changed significantly. Thanksgiving week newspapers used to bulge with the amount of inserts and ROP ads. Our mailboxes used to be stuffed with thick Christmas Catalogues. Broadcast spots used to be worth watching just for the great creative messaging. Online has certainly had its effect on all of this mass media. However, it still is a time for great creative messaging that hits our heart on the way to our wallets. Not so much anymore. Yet, there are still some marketers that take the time to capture the spirit of the season with spots that provide a positive perspective on the season. Here are just a few that I’ve noticed this year.
PUBLIX SUPER MARKETS. Always on my list, Publix started the season on target with this great Thanksgiving spot that reminds us that family is still the key to this holiday.
Click here to view this wonderful spot. https://youtu.be/4kAssyB09Bg
AMAZON. One of the reasons for the decline in the media advertising of former holidays. Amazon continues to hit the heartstrings with this special commercial of an unfortunate family situation.
Click on some Christmas joy. https://youtu.be/jQWLKhhWBTs
BMW. Christmas auto spots normally have Santa driving the latest model (in red) of their cars followed by low interest offer. BMW created this cute spot to present how I might get one for Christmas this year.
Click here for a surprise. https://youtu.be/gOxJovrDxzw
SOUTHEAST GUIDE DOGS. One of the best presents I ever gave my wife was little white puppy from the local shelter. Here’s an interesting take on a similar idea.
Click here for an animated spot with heart. https://youtu.be/6P1Jkvlhgrg
LOBBY HOBBY. Another regular contributor to my list of great Christmas spots. Lobby Hobby keeps it simple yet heartwarming,
Click here: https://youtu.be/kOME-jeiJOk
WEST JET AIRLINES. Every year WestJet does miracles for its passengers and communities. https://youtu.be/OSYhPIAIU9oLast year was no different when they helped Canadians get back to travel and seeing their families. Here’s a short video that is truly the spirit of Christmas. Click Here: https://youtu.be/OSYhPIAIU9o
BONUS CHRISTMAS STORY. Here’s an article that I got on Facebook recently that shows that we advertising professional have had an impact on the holiday season. I hadn’t heard this but it’s great to read.
Wow, I had no idea about the origin story of Rudolph the Red-Nose Reindeer! If you aren’t familiar with it either, read below:
As the holiday season of 1938 came to Chicago, Bob May wasn’t feeling much comfort or joy. A 34-year-old ad writer for Montgomery Ward, May was exhausted and nearly broke. His wife, Evelyn, was bedridden, on the losing end of a two-year battle with cancer. This left Bob to look after their four-year old-daughter, Barbara.
One night, Barbara asked her father, “Why isn’t my mommy like everybody else’s mommy?” As he struggled to answer his daughter’s question, Bob remembered the pain of his own childhood. A small, sickly boy, he was constantly picked on and called names. But he wanted to give his daughter hope, and show her that being different was nothing to be ashamed of. More than that, he wanted her to know that he loved her and would always take care of her. So he began to spin a tale about a reindeer with a bright red nose who found a special place on Santa’s team. Barbara loved the story so much that she made her father tell it every night before bedtime. As he did, it grew more elaborate. Because he couldn’t afford to buy his daughter a gift for Christmas, Bob decided to turn the story into a homemade picture book.
In early December, Bob’s wife died. Though he was heartbroken, he kept working on the book for his daughter. A few days before Christmas, he reluctantly attended a company party at Montgomery Ward. His co-workers encouraged him to share the story he’d written. After he read it, there was a standing ovation. Everyone wanted copies of their own. Montgomery Ward bought the rights to the book from their debt-ridden employee. Over the next six years, at Christmas, they gave away six million copies of Rudolph the Red Nosed Reindeer to shoppers. Every major publishing house in the country was making offers to obtain the book. In an incredible display of good will, the head of the department store returned all rights to Bob May. Four years later, Rudolph had made him into a millionaire.
Now remarried with a growing family, May felt blessed by his good fortune. But there was more to come. His brother-in-law, a successful songwriter named Johnny Marks, set the uplifting story to music. The song was pitched to artists from Bing Crosby on down. They all passed. Finally, Marks approached Gene Autry. The cowboy star had scored a holiday hit with “Here Comes Santa Claus” a few years before. Like the others, Autry wasn’t impressed with the song about the misfit reindeer. Marks begged him to give it a second listen. Autry played it for his wife, Ina. She was so touched by the line “They wouldn’t let poor Rudolph play in any reindeer games” that she insisted her husband record the tune.
Within a few years, it had become the second best-selling Christmas song ever, right behind “White Christmas.” Since then, Rudolph has come to life in TV specials, cartoons, movies, toys, games, coloring books, greeting cards and even a Ringling Bros. circus act. The little red-nosed reindeer dreamed up by Bob May and immortalized in song by Johnny Marks has come to symbolize Christmas as much as Santa Claus, evergreen trees and presents. As the last line of the song says, “He’ll go down in history.”
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DIFFERENT BRANDS IN TODAY’S MEDIA!
It’s that time of year when everything starts transitioning to the holidays. In years past that meant that the advertising world put their best foot forward, hyped up the media budgets and produced some of the most memorable ads, commercials, catalogues and mailers. That was a time when retailers dominated the marketing messages that we all looked forward to and enjoyed seeing. Times have changed. Most of those retailers no longer exist. Those that remain have been dominated by price/item ads with little more reason to shop than a good buy. There are still some that will make the effort to provide thought-provoking or heartwarming messages that set the spirit of the holidays. However, with the change in media opportunities and lifestyles, marketing is no longer the world of retail. This struck home the other day when my seven-year old grandson, Michael, asked me if I knew who Morgan & Morgan was. They are, of course, the largest personal injury law firms in the country and John Morgan and his family dominate the marketing messages. Michael said “You know the ones who say “For the People” or “pound (#) law that’s all”. He could recite their messages and talked about Morgan as if he was Spiderman or Blippi. If I asked him who Macy’s was, or what Old Navy was, or what a pair of Levi’s are, he would have no idea. The media and the messages have sure changed, and I thought it would be worth looking at what marketing messages now dominate the advertising scene.
LAW FIRMS. I noted three separate firms advertising in one commercial break the other day. They are all anxious to help you win your lawsuit or squeeze the insurance companies out of their large sums of cash. Most, like Morgan and Morgan, feature the firms’ partners or their kids or grandkids. Most promise that there is no charge unless you win. Some have good creative with a brand strategy that separates them from the pack. We see their photos on billboards, busses, posters, postcards, online messages—just about everywhere. No doubt this works and when a person without a personal attorney suddenly has a need for legal help, top-of-mind awareness certainly is critical. Let’s not forget the attorney reference firms like AskGary) and the multitude who will help you get out of your timeshare contract, sue Camp LeJeune and other government agencies, help men with a divorce, help reduce our credit debt and on and on. Legal advertising is booming.
PRESCRIPTION DRUGS. If you watch or listen to any programs that target an older demographic group, you won’t miss at least 3-5 Rx messages per hour (and sometimes in the same break. Not to mention the online messages and direct mail. Big pharma has jumped in to build awareness for these ubiquitous names with patients and medical professionals alike. The spots always seem to show people enjoying life thanks to the relief from one ailment or another. A celebrity (like Cyndi Lauper for psoriasis) also helps gain recognition and awareness. There are just so many (I counted 10 on a CBS Sunday Morning show recently.) that I believe the consumer is being bombarded like the sale ads used to run for retail with little or no impact.
AUTO DEALERS. Car ads have been a major media staple for years. However, it now seems that the car manufacturers overspend with spots on everyone of the thousands of cable channels and the repetition on network and local media with most models and brands that look alike seems to be overkill. Every now and then a dealer will actually give you a reason to choose them over the others because of something they do differently or their commitment to service, but to have the dealer owner (or now the sons and daughters of the founders) .Then there are the regional dealers associations with their offers, the spots from the manufacturers themselves (which also tend to be so repetitious that I’m sure many viewers get turned off rather than interested in the models being marketed). Add to all this clutter the multitude of online and pre-owned companies that have proliferated and it’s too bad that the chip makers can’t supply enough to have those models in stock when a customer finally goes in to buy.
NETWORKS. Now that there are so many networks and streaming services, it’s hard to tell which programs are on which “channel”. This is exacerbated by the similarity in the programming from super heros to explosions to reality contests to silly sitcoms filled with politically correct relationships. It’s hard to keep a hulu separate from a fubu or a roku to me.
MEDICAL SERVICES. Some of the best branding, I think, on media now comes from the hospitals and clinics that now fill the airwaves. Add to this the physician specialists and groups that now use mass media and it’s hard to choose where to go to get the best medical care. Add to these at this time of the year with all of the Medicare advantage programs that are soliciting based on no premiums, no copays, no reason for being. Just one more mailer or one more text message and I might just change
CELLULAR SERVICES. I could go on but I have a text coming in. Back you next month!
Traveling around our country, it’s interesting to see the local monuments that have become symbols for their cities and their citizens. It always amazes me how no matter how much construction, renovation, or urbanization has taken place, that these works of art continue to sparkle in a changing environment. My recent visit to the Marshall Fredricks Sculpture Museum in Saginaw, Michigan, I was particularly moved by the number of his sculptures that have been used by metropolis’ around the country as well as major office and shopping centers. Just as these symbols have endured decades of change, there are many successful brands that continue to resonate with their customers, old and new, despite the intense competition and changes in consumer trends. Here are just a few of the enduring brands.
McDONALDS. The pioneer of fastfood stores. McDonalds continues to be the leading brand by constantly improving its operations with technology and efficiency. They stick with the menu offerings that are customer favorites, like their fries, Big Mac’s and Quarter Pounders while constantly testing new items and tweeking some of the older ones. Their marketing sticks to the basics that got them where they are, while updating the messages to appeal to new generations and creative that is updated and well-targeted. Their stores continue to be updated and geared for the increases in drive-thru business as well as online ordering.
LEXUS. The car that revolutionized the automobile luxury category. Continues to outsell its like competition with updated models, technology, and marketing that still appeals to the common sense as well as the great feeling that a Lexus owner gets every time they start up the car. Their dealerships also continue with upgrades that making car service calls hassle free in a comfortable environment and the personalized service in sales as well as service/parts still is one of the best. The new styling continues to be upgraded while maintaining some of the classic lines that have made it the most popular brand in its class.
COSTCO. The warehouse store that makes shopping an adventure every time you go. There’s always something new and the displays promote spontaneous purchases. The highlight is the food department where the food always looks fresh and the offerings are well geared to today’s consumer who like the convenience of ready to cook meals. Add to this, a staff of well-motivated employees who always seem ready to help with a friendly smile and with only CRM mailings for marketing media, the chain continues to grow. And, don’t forget those roasted chickens that are the best reason to shop there!
WALGREENS. For years, I fought the competitive battle with Walgreen’s while I was at Eckerd. I always thought their marketing never lived up to their operations, however. Their technology is second to none when it comes to the drug store business. They’ve dropped the weekly ads and stick with in-store monthly specials and online marketing. The best part of the brand is the ongoing improvement in their customer communications with a system that keeps the pharmacy customer up to date on their prescriptions and concepts to make staying healthy easier. Their system of reminders and auto refills is excellent. And their marketing is always consistent to a customer who is in the store once or twice a week on average. They continue to tailor their offerings by store to the demographics and geographic locations of their stores as well as anyone in retailing.
MORGAN & MORGAN. For those of us who have said “ Enough already” to the plethora of attorney commercials that have taken over the airwaves, I have to give credit to the Florida-based law firm that was the pioneer in mass marketing for their service. John Morgan is as familiar as Colonel Sanders, Ronald MacDonald, and even Samuel L. Jackson (What’s in your Wallet?). The company has taken a family run personal injury law firm and made it the largest of its kind in the country with localized service in their many offices, a consistent marketing message that features Morgan and his sons, but always make a credible impression that they will be on your side with a large staff of professionals. The firm boasts of more than 800 attorneys, offices in almost every state and major city in the country, and over $13 Billion in awarded claims. Yet, they still come off as a personal attorney who is concerned with their clients and will use their personal injury expertise to help their clients defend themselves with the insurance and high-powered corporate attorneys out there. They have used mass media to build high awareness while getting their message across. At the same time, developing technology to make it easy to contact them with their #LAW text platform as well as their “For the people.com” website.
These are just a few examples that demonstrate the strength of maintaining a sound brand strategy and then constantly improving not just the message, but reason for being of the brand.
My recent visit to Savannah, Georgia, was short but enlightening. Not having been to the South Georgia city for over 10 years, I was impressed at how the city continues to revitalize itself as a destination for tourist and businesses. The city has long been one of the busiest ports in the US (second only to NYC/New Jersey in container traffic and it’s river front has been the core for much of the city’s revitalization. To be sure the growth of hotels and fine dining have helped Savannah rival other southern cities as a visitor destination. The squares that define the city have long been historical markers for the city and for the many stories that have been written about it, but the entire area continues to get more appealing for business and entertainment.
This is a typical rebranding story that is going on around our country and is representative of the rebirth of downtown areas in large and small cities alike. Here are some other examples of cities that recognizing the changing attitudes of their citizens and, as a result, are rebranding themselves.
DETROIT—Our final destination on this recent trip continues to experience revitalization from the industrial hub that it continues to be to great place to live and visit. The construction of a new international bridge connecting Detroit with Windsor, Ontario, will replace the depression era Ambassador Bridge which has long been a landmark that has failed to keep up with the growth in population and traffic between the two cities. The Michigan Central train station which had been one of the country’s largest and busiest decades ago before falling to vacancy and disrepair is now a target for rebirth and a new hub within the city. Greektown continues to give downtown a unique personaliy as well as energy from the casino’s that now draw many visitors to the metro area. Belle Isle was once the jewel of the Detroit River and is now a state park with many natural attractions as well as the home of the Detroit Grand Prix minutes from downtown. The downtown monorail is back in business and giving the core of the city a boost in energy along with the new Little Caesar’s Arena for hockey and basketball and the new School of Business for Wayne State University next door. The city will receive $826 Million in funds to continue improving the core for both business and residential growth,. There are still pockets of disrepair but there is a spirit in the city which provides promise for the rebranding.
ST. PETERSBURG/TAMPA. St. Pete has been on the move for several years now as it re-brands itself from the retirement haven that I found when I moved here in the ‘70’s to a a cosmopolitan city on the Bay that reminds me of many coastal cities in Europe with sidewalk café’s, boutique hotels, world class museums and art galleries, live theaters, a new pier, and updated parks on the waterfront. Tampa has long been the commercial hub of the Bay area, but it’s downtown was more like a ghost town after working hours. That’s not the case as the city has rebranded itself with a destination Riverwalk along the downtown shore with parks and museums and new hotels and restaurants. The hockey arena buzzes all year long and new hotels and a world class broadway theater and concert hall have brought life to the city all day and all week.
MINNEAPOLIS: I’ve always liked downtown Minneapolis with its inter-connected walkways to help keep downtown alive even in the coldest of winter days. The city has always been progressive and it has revitalized its North Loop from an industrial wasteland with artists coming to the area in the ‘90’s, a bustling Farmers Market, the Hewing Hotel in a former warehouse and renewed energy.
CINCINNATI: A city that I got to know during my early Procter & Gamble days, Cincinnati always surprises me with its historic residential areas and it energized downtown, It’s Over-the Rhine district has been revitalized and the Findlay Market (the city’s oldest) has been renovated as well. The train station is now a hub for entertainment and the Underground Museum is world class. The pedestrian bridge across to Newport, KY, is also a great venue for local events.
MILWAUKEE: The Third Ward, an 19th Century industrial district, has been reborn as a hub for artists and studios as well as the Broadway Theater complex. A reborn riverwa;k and public market make this city once known mostly for its breweries into a great place to live and play.
PITTSBURGH: Once the hub for the steel industry, the city has had a rebirth as one of the top cities in the US to live and work.It’s East Liberty neighborhood with its new Ace Hotel in the former YMCA and Hotel Indigo has led the way to the area’s rebranding. Tourism and relocation have led to the areas growth and revitalization.
RICHMOND: It was great to return to the former capital of the conferate union where we lived during my short stay with Circuit City in the ‘90’s. We were attracted by the beautiful neighborhoods both old and new when we moved there. There is a sense of pride in the colonial atmosphere and décor that make it such a comfortable city. The downtown has energized the rebranding of the city with development along Broad Street from downtown near VCU and its art center to the western suburbs. The rapid growth of shopping and chain restaurants has given way to boutique hotels , galleries, the National Theater and the Hippodrome. While the monuments to the south have departed the historical and traditions of this city have made it a hub for financial and hospitality organizations.
These are just a few that I have visited, but there are more smaller and lesser known cities that have rebranded themselves. While retailing in the age of mega-malls has definitely dwindled, the return to cities and towns that welcome people and homes have helped rebrand the US cities.
My recent trip to Winter Park FL near Orlando was full of surprises. The most surprising was the Albin Polasek Sculpture Gardens and Museum. I was surprised to learn about Albin Polasek who was one the top sculptors in the world and that he had been director of the Chicago Institute of arts for decades before relocating to Florida in his seventies. He built a home studio modeled after his Moravian roots and continued to sculpt, create, and teach until his death in 1965. I was surprised at the wonderful sculptures around the gardens. I was also surprised to learn (during our docent’s presentation} the steps that were involved in creating a bronze sculpture. Each step was arduous and critical to the quality of the finished piece. As I learned about this process, it reminded me of the steps that I have learned are critical to the develop a successful brand strategy. We tend to think that the sculptor takes the raw material (bronze, marble, or plaster) and then chisels and polishes it to its final stage for viewing. I learned there are several other steps requiring molds, liquified bronze, casting, re-casting, welding and assembling before the sculptor begins to have the statue take on its life.
The same is true of an effective brand. So many marketers believe that all that’s needed is to develop a new ad campaign, logo, or slogan and produce a creative message and “Voila” there’s a new brand. I’ve long maintained that there are four critical steps before you get to the final step of communicating with the customer. First, you need to develop a VISION for the product or service and detail how it will be differentiated from other similar products already on the market and what value it will provide. Second, you must do RESEARCH to understand the marketplace, the competition, consumer trends and your products current perception (if it already exists). Third, determine the emotional VALUE to your customers. What appeals to their heads (the facts, specifics, product details) and their hearts (values, emotional response, personal benefits). Finally, develop a detailed PLAN on how you are going to reach the customer. This isn’t an ad schedule, but this specifies the steps that need to be taken logistically, organizationally, and financially that will enable you to live up to your vision. These must be done during the Developmental phase of the strategy just as the sculptor goes through the detailed and often arduous steps in preparing to create the final object. Next, the Implementation phase requires the communications plan that will deliver the message to the organization (first and foremost) and then to the consumers which includes adapting this plan as you learn what’s working and what’s not in reaching the customer.
There are many successful brands that have followed this process over the years, but here a couple of today’s most successful brands that I believe have done the work necessary in developing their brands that are recognized as the most successful in their categories.
AMAZON. At least 2-3 times a week, I am reminded of what a powerful brand Amazon is as I pick up a package at my front door. I am amazed at how easy it is to do business online with the company; how much time it saves us in not having to shop around; how quickly our order is processed and delivered; how easy it is to return if I didn’t get the right model or size; and how great the value is at the prices that are competitive to any retailer. No wonder that last year the company’s sales increased 22% to nearly $470 Billion and its net income increased over $33 Billion in 2021. What started out as simply an online book retailer has now spanned the globe with products from every category—both consumer and industrial—that the market is looking for today. Their marketing is legendary and creative, but the steps that they had to take logistically to be able to do what they do so well required a vision and a plan that exemplifies what I outlined above. As I drove by a line of over 30 gray vans on their way from the Amazon Distribution center near Tampa the other day, I was reminded of the technology, the facilities, the logistics and the communications that it took to build this business model. Yet, they realize that it’s people who make all of the steps come together. Here’s a commercial that talks about the people part of Amazon.
CHICK-FIL-A. Who needs another fast food restaurant anyway? Chick-fil-a has set the standard in today’s competitive market. I am amazed at the double lines a the drive-thru every day at every hour at these stores. Especially notable is to look around at the other fast food chicken places, like KFC, PDQ, Zaxby’s, and several others who barely need a drive thru window to meet their customer demand. What started out as a small (t was called the Dwarf House) diner in suburban Atlanta is now a chain of over 2700 very busy outlets with over 200,000 employees who love working there. This didn’t happen by accident Truett Cathy had a vision for his company and then developed a strategy that differentiates it from all the other fast food outlets. It all is focused on its people and its communities. As Cathy said: “We should be about more than just selling chicken. We should be part of customers’ lives and the communities in which we serve.” If you talk to a Chick-fil-a staff member or manager they will quickly spell out to you how they live up to this promise at the store every day. Then they will rave about the company, its food, and its policies. And they will do this and it easy to understand how they have this tremendous growth and still be closed on Sundays. The company has been rated the #4 restaurant in the entire country by Restaurant News and the top drive-thru by QSR Magazine. It all started out with developing a brand strategy that the company lives up to every day. Here’s a commercial that share its people philosophy. Click on the link: https://youtu.be/Oyp3pHRxE3M
Merry Christmas. This is always a great time to think about the positive things that have happened in our lives over the years. It’s also a time for “hope” for the future and for peace on earth. For marketers, it has historically been a time to aggressively go after the largest seasonal selling period of the year. It’s also been the time to open up the advertising budgets and fill the airways and media with messages to reach more and more customers. For many, it has also been a time to strive for outstanding creativity with messages that not only are memorable but that also instill the true feelings of hope for family and friends…and the world we live in. Unfortunately, the retail landscape has changed and some of the great commercials and ads no longer make it to the public as budgets and retail itself have diminished. Yet there are still some who make the effort and commitment to make the world a better place through their holiday messages. After an extended period of negativism in political advertising and posturing that has gone to lower levels of insult and bitterness, it’s comforting to see marketers take the time to make a positive statement that goes far beyond another sales ad or promotion. Once again this year, here are some of my choices that reflect this positive trend. I share these with you with the wish for a safer, more peaceful world and nation this year. Happy New Year.
Publix Attic
Every year that I have presented the best Christmas commercials, Publix has been one of the best. Why? Not just because we shop there every week, but because they just do some of the best advertising in any industry. Here’s how they describe this typically great spot: Christmas is the time of year when magic means finding goodness in each other. And that is the heart of this story about a little girl, an older neighbor, and a fella named “Mr. Snowman.” Let’s go on a journey with these characters and watch as they make a connection and give each other a reason to believe in the season. Get inspired and share the magic with a friend.
Click on the link to view:
Chevrolet-Holiday Ride
Chevy is part of the American scene and has helped make special memories for its owners for decades. This year’s Christmas spot is a wonderful story about a Chevy convertible and a loving daughter brings a depressed dad into the holiday spirit
Click on to view:
Amazon—Kindness the greatest gift.
Amazon has changed the way the world shops and the success is based on how they make it so convenient to get just what you need quickly. Here’s a spot that tells a story of kindness and a simple but meaningful gift made possible by Amazon.
Click on to view.
coca cola—Real magic
Coke is part of our lives. Especially during the holidays. Here’s a neat story of how a young boy’s dream and creativity make Christmas a special time for a neighborhood to celebrate and enjoy a Coke as well.
Click on to view.
Aldi Europe. Christmas carrot
Aldi’s advertising in the US has been pretty basic. In Europe where it’s based, the grocery chain has done some great advertising and their Christmas Carrot spots are the highlight of the season’s spots in the UK. Each year there’s another cute, memorable story about this magical carrot and this year he meets up with a banana with a familiar Christmas Carol name. Click on to view.
Chick-fil-a—Evergreen Hills
There has a cult following that keeps people lining up at their fast food stores all hours of the day. I’ve never been as avid about their food as I have about their marketing for years. Here’s an animated campaign that they keep refreshing to bring out the spirit of community and family that has been the hallmark of their success.
Click here to view (Be sure to skip the ad first).
Hope you enjoyed these and enjoy the spirit of Christmas all year long
Successful brand strategies historically have been the key to aggressive growth by American companies. As these companies have grown into multi-billion dollar conglomerates, the benefits to industries, investors and local economies have been the cornerstone of our capitalistic society. It has made a lot of executives and investors very wealthy. However, some the longest lasting benefits from this growth in wealth has been those that have resulted in re-investment by corporations, foundations and individuals into technology, innovation, research and (just as important) into charities. As we look around our country and see its most important accomplishments, we have to thank the capital growth that provided the foresight and knowledge that have been the landmark of our success.
The investment has never been greater than the past year where we have seen three major brands and the parent companies invest in space travel. Jeff Bezos, Amazon founder and world’s richest individual, has always donated much of his wealth to charities and foundations for a better society. Amazon’s investment in robotics and clean energy have benefitted the company for sure, but the innovations have changed the way many companies are doing business as we move away from brick & mortar retail and distribution. His most recent investment into space exploration and travel has attracted media and public notice this past year like nothing before. He personally invested over a billion dollars while the company and foundation have reportedly invested the $5.5 Billion needed to launch the first Blue Image rocket a couple months ago. Let’s not forget the $28 million donated to become one of the passengers. Bezos had competition in the space race with fellow billionaires Richard Branson ($250 million) and Virgin Galactic as well as Elon Musk’s Tesla/SpaceX (nearly $100 billion) also launching space missions this fall with more scheduled soon. Certainly, these ventures will have significant benefits to technology, travel, and transportation in the coming years, just as NASA’s investment in space has changed the way the world lives in so many ways. For that we all must be grateful to the benefits of capital growth and successful entrepreneurs like these three.
As we approach Thanksgiving, however, I can’t help but think what even more far-reaching benefits could be realized from these billions of dollars spent to launch rockets could be realized in other more direct ways. How much of these funds could have been used to research the viruses that have plagued us now for almost two years. Could we have prevented the pandemic had we spent more to research in advance? I think about the toll that Alzheimer’s has taken on the lives of millions around the world and dream of a cure that may have been developed to prevent or treat this deadly disease. The same holds true for cancer and all the various types that so many of us have experienced in the past few years. We can go with all of the other ailments both physical and mental that we might be able to cure or at least understand more completely if we have the funding to do the research and testing necessary. We can also fund the education and training that is necessary to develop the solutions by offering more schools and scholarships to help develop the expertise that necessary. The government has just passed a bill to fund trillions of dollars on infrastructure needs that effect our way of life and this is long overdue. The infrastructure of our medical and education needs are no less important and may be even more necessary in the future. So for those companies (brands) and individuals that have shared their wealth in making the world a better place, we should all give thanks and hope that they will continue to explore all the needs here on earth as much as in outer space.
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CHEER FOR CULT BRANDING!
One of my bucket list items has been to visit some of the historic major league ballparks that I’ve been watching my Tigers and now Rays play at over the past many years. I’ve been to Tiger and Comerica stadiums in Detroit and have been to the original Yankee stadium and Wrigley Field over the past few years. This year we decided to head for Boston and see our Rays play the Red Sox at historic Fenway Park. In addition to being the oldest major league ballpark, it’s also a tradition among Bostonians regardless of age and demographics. Going to the park, you could feel the magic as soon as you entered the gate, there’s a spirit and energy that is unlike any other ballpark and a loyalty to the team that has become a cult brand for its many fans for years. Cult Branding is the title of a book written a few years ago by my marketing guru, expert and my friend B.J. Bueno who describes a cult brand as one that “with the right combination of positioning and branding takes on magnetic characteristics and galvanize die-hard customers who become walking, talking viral marketers.
The Red Sox certainly have accomplished this over the years. One can hardly travel around the country or visit a tourist attraction without seeing Red Sox hats, tee shirts, jerseys, jackets on people men, women, and children. And if you mention the team to them, they’ll immediately give you an emphatic opinion and commentary on their most recent games and standings. This week was no different. We showed up at Fenway with our Rays hats and shirts on and were immediately caught up in several discussions about how our team was leading the league standing over Boston by 5 games but how the Sox would be back soon. Even after their team fell behind 8-4 in the ninth inning the over 30,000 fans emphatically sang the “Sweet Caroline” anthem that has become a Boston trademark. We decided to sign up for a Fenway Park tour the next morning and the brand was even more strengthened as we went from a Red Sox merchandise store as large as Dick’s Sporting Goods to a tradition-filled explanation of the history of the stadium and the team. Of course, the stadium is unique with the Green Monster left field wall and short right field stands, but who would expect a functioning roof-top garden that provides produce to the concessions and museum that recounts the team’s history. When they talk about the Red Sox Nation, there is no other group of “customers” that are as loyal or enthusiastic—a real cult brand!!
Other successful brands have followed the Red Sox lead and developed the same type of loyalty with an effective brand strategy and effective marketing. Here are just a few”
Chick Fil-A. The Atlanta fast food company has broken all the rules in building a loyal customer base. Go by a Chick-Fil-A at any time of the day (except Sundays) and there is a double line of cars in the drive thru, a full parking lot and a staff that lives and breathes customer service. They’ve taken a mediocre chicken sandwich and build a menu that people love and are almost addicted to. Basic fare but consistently served and loved by customers of all ages. Their famous “Eat Mor Chickn” with the cow spokespersons are loved and effective as any long-running campaign in the fast food industry. Go to any sporting event and they have a spot the Chick-Fil-A cow in the stands who needs no explanation and is universally recognized. The company’s involvement in their local communities only build their brand and developed a loyalty that is unsurpassed in the industry.
Harley-Davidson motorcycles. B.J.Bueno discusses this cult brand in detail in his book and there is no doubt that when it comes to motorcycles there is no brand as well-known or as promoted by its customers. If you need proof just go to Sturgis or Daytona Beach at bike week and you’ll witness a cult-brand in action like no other vehicle.
Tesla. Elon Musk has developed the electric vehicle market and a cult brand at the same time. Owners love the car and the technology which rivals Apple products in design and state of the art features that have helped it grow and made him one of the richest people in the world.
Costco. A warehouse store is a warehouse store. Right? Not when you look at the performance of Costco which has developed a cult brand of its own despite respectable competition from Sam’s Club and BJ’s. The company has developed its own brands that consistently rate highest in the Consumer Reports rating for quality and reliability. The store experience is second to none without providing real customer service—except when you need it. The food quality and presentation make you hungry and loyal despite long-term food chains who also do a great job over the years. The wine selections is outstanding and offers low priced brands and high-end vintages that appeal to all customers. Their sampling stands are a draw that builds loyalty and sales in-stored while adding to the ambiance of the shopping experience. Electronics, auto service, optical, Rx, and contract services all continually live up to the Costco brand that has a loyal and excited customer base.
Apple. Another featured brand in the book. Apple continues to develop a loyal customer base (that includes yours truly) with not only state of the art tech products but with customer service that never disappoints. Whether it’s online, by phone, or in one of their bustling stores, Apple always makes the customer feel important by never talking down to them and always satisfying their needs. One only needs to take an airline trip and watch the number of passengers swiping their i-phones as they board to appreciate how Apple has become part of everyday life for so many customers worldwide.
Amazon. Does anyone not use Amazon for almost anything you might need? The company has made buying so easy and fool proof there is no surprise to see the gray Amazon vans several times a day on your neighborhood streets (and in our front drive). Using the Amazon site makes getting the right product and then using it easier than ever and the company anticipates customer expectations before there is a problem. Refunds, exchanges, re-orders are all made easier by a brand that has changed retail forever.
So, the Rays beat the Red Sox 2 out of 3 but the loyal cult of fans at Fenway kept cheering till the end of the ninth inning just for the experience,
As we approach the end of the month of April, it’s pretty common to look back at where we were last year at this time as the COVID pandemic had impacted our lives and our world in such a short time. There have been a lot of changes over the past year and hopefully as we learn more and things start to improve with the rollout of vaccinations and understanding this deadly disease, we’ll get back to business as usual. In the marketing world, this is now business as usual and changes that have occurred over the past several months are likely to have an imprint on our future. As the foundation for marketing success, branding has certainly been in a state of flux as we have adjusted to the new demands and purchasing habits and expectations. So, I thought it would be beneficial to take a look at some emerging trends that have change the way marketers have sought to communicate with and motivate their customers.
Like so many others, I’ve watched a lot more media and used the internet for more than ever to cope with the changing world we have lived in the past year. And being a student of advertising for many years, I thought I’d share some observations of what’s been going on in the marketing, advertising, retailing and service world out there.
LOUDER VOICES. Here are some trends that have really started to dominate the media.
Legal Advertising. No matter what market you are in the amount of advertising being done by law firms has grown exponentially over the past few years, and it certainly has helped many firms grow significantly, especially in the personal injury and litigation arenas. While I haven’t travelled as much this past year, no matter where I have gone, I have been inundated by similar messages by aggressive, tenacious lawyers who want to win and won’t charge you if you don’t win. Creative is as predictable as auto dealer advertising with principals or founders in their offices or with their families (many of whom are also attorneys in the firm). They are all looked on as demons by the big insurance companies and their attorneys, or they are always the best divorce lawyers for both husbands and wives. And if you don’t believe them, just “Ask Gary”. I have noticed some improved creative from some of the larger firms like Morgan and Morgan (who were one of the pioneers in legal advertising) and targeted messages indicating that they now offer multi-lingual support recognizing the growing immigrant populations in most markets. The message have spread across all media as well as on the internet as well, and we can expect this to grow and expand.
Medical Advertising. Another profession that never marketed themselves in the past but has grown significantly. As medial practices have merged and expanded into larger conglomerate named firms, their marketing has grown as well. Whether it’s dental clinics, urgent care centers, cancer centers, cardio centers, or vein treatments, the patient is being educated that there are many choices and expanded specialty expertise to choose from. Hospital and Health Care conglomerates have long been branding and marketing themselves (quite effectively) over the years, but the trend has now become more specialized and not unlike legal communications from senior practioners touting their expertise and services. The expansion of internet marketing in the medical field has been long overdue and the addition of patient portals has improved the quality and timeliness of communication that has been long overdue. The increase in zoom/tele-counseling appointments is a great benefit to physicians and patients alike. No longer is the need to wait weeks for a follow up with your doctor when he/she can have a face-to-face discussion with you to discuss your treatments and follow up to lab results as needed.
Prescription Advertising. Here’s a consumer product marketing specialty that has exploded over the past few years. Find a program that is targeted at a mature audience and it’s not unlikely that here will be four or five Rx medications being promoted in one program (more if you watch CBS Sunday Morning like I do each week). The formats tend to be very similar as ad agencies now specialize in this category more than ever. Lifestyle video with families and social events with subtle mentions of the symptoms or disease followed by enough side effect warnings that often overpower the benefits of taking the medicine. As the cost of health care continues to grow, especially prescriptions, one has to wonder how much the exorbitant costs of medication are due the increased marketing costs that are built into the prices.
Internet & Wireless Services. With the explosive growth of these service over the past several years and the mega-mergers of companies that have accompanied this growth, it’s no surprise that the marketing budgets and promotions have grown as well. What’s surprising is that creativity has not kept up with the amount of spending on all media that the internet and wireless services Frontier, Verizon, ATT, and Spectrum as well as all the others in this industry bombard us with message, but in my opinion their creativity is often silly and doesn’t respect the intelligence of most of their customers. A rational approach would seem to be a lot more productive but as the usage continues to skyrocket anyway, there seems to be no end to the mediocrity. I have noted a smart campaign by Spectrum Business where a “counselor” has across the table interview with various smaller business and has a no nonsense, very credible conversation of the advantages of the Spectrum Business plans for their business. Other than that, give me a break.
Fast Food/Quick Serve Restaurants. I’ve always been a big believer in food stylists creating entrees and sandwiches in their marketing that make your mouth water no matter what time of day the ads run. However, the trend now seems to be how grossly overstuffed can you make a burger, wrap, burrito, or breakfast that almost causes one heartburn just to look at it. At a time of diets and fitness, it seems like just making the food look fresh and tasty would be more effective. McDonalds seems to get by focusing on the beef patty or chicken breast without a lot of garbage piled (baked beans? Honey bacon? Spiced onion rings? Give me a break!)
Amazon. Kudos to this phenomenal company for being timely, customer driver and on target with great marketing in all media. Their website is easy, interactive and responsive to you needs. And their policies build trust and convenience like no other retail operation has ever done. I miss the great retail campaigns of the past—even some of the catalogues and inserts—but Amazon has helped me not even want to shop a store anymore (except for Costco, Ikea, or Home Depot).
Marketing will continue to change as our lifestyle transforms over the next few months. The need for a sound branding strategy and customer-driven marketing will only grow in importance.
CLICK THE LINK AND PRESS PLAY>>TO VIEW THIS MONTH’S WELCOME VIDEO
BIG GAME AND BIG BRANDING OPPORTUNITIES!
Well, it’s been an exciting year in my hometown Tampa Bay area, despite all the challenges and downers of 2020, Our sports teams have given us a lot to get excited about with a Stanley Cup by the Lightning in hockey, a World Series near miss by the Rays in baseball, and a Super Bowl victory by the Buccaneers in football a week ago. Of course, it’s also a time for marketers to try to take advantage of the huge media coverage to bring out their best creative and largest individual media spending each year.
Once again, the Big Game brought big commercials some of which were well spent on furthering the brand. Then there were others that caused a lot of us students of branding to say, “What were they thinking?” with messages that in my opinion miss the mark. I have said for years in this business that the best branding is done with consistent, year-long marketing strategies that build not just awareness but a relationship with the consumers.
Shooting your wad on one spot or a few spots at the holidays or on the Big Game in most cases is just that—a waste of money. Here are some spots that give us a good example of great creative and a sound brand strategy that is consistently built throughout the year. Click on the links at the end of the discussion to view the spots.
JEEP. An American brand with patriotic roots as a military utility vehicle as dis-unity pervades the US and many of our systems. The vehicles are worked into the message and complement the brand strategy that has been built over the years as America’s first SUV. It’s an inspiring message but the brand shines through as the vehicle representing middle America. I do feel that Bruce Springsteen as the main character was unnecessary and a distraction as I found myself trying to figure out if that really was the Boss in the middle of Kansas. However, the message was powerfully written and produced and was extremely timely even in the middle of the Big Game.
TOYOTA. On the other hand, we have an inspiring spot with the compelling real-life story of Jessica Long, an adopted, handicapped athlete who rewards her parents for their confidence and acceptance by becoming an Olympic swimmer. The spot confirms Toyota USA’s commitment to being an American manufacturer and employer with American commitment to excellence. The only problem for me was that the story was so compelling and so wonderfully produced that I missed the Toyota sponsorship and brand. It wasn’t until I was asked what I thought of it and it was identified as a Toyota spot that I realized who was making this wonderful statement.
M&M’s: I love M&M’s and I believe so do the majority of others out there. In fact, in one of my previous positions, I had a Waterford crystal jar of the treats that melt in your mouth not your hands on my office conference table. I always believe you couldn’t help smiling when you have a handful of these candies and my associates seemed to agree, even if I didn’t always agree with their proposals or reports. M&M’s has always had clever spots in the big events and this one drives home the message in a clever way that no one can stay upset with you if you offer them a bag of M&M’s as a token of asking for forgiveness and brings a smile with great creative and production.
Rocket Mortgage. I’ve always enjoyed Rocket’s creativity in establishing itself as a leading source for home financing. When it comes to mortgaging your house, there is always some intrepidation about whether you are getting the best financing without any strings attached. Tracy Morgan is effective as himself in demonstrating that being “pretty sure” doesn’t cut it in many situations, especially getting a mortgage. Rocket consistently has stand out creative in their ongoing messages and I thought their Super Bowl Squares online promotion got many viewers involved (including myself (6&4 didn’t cut it with a score of 31=9) and surely developed a data base for more personal messages in the future.
WALT DISNEY WORLD. As you can tell by my welcome video, the ongoing “I’m going to Disney World” campaign that has been running since 1987 featuring the MVP’s of all the Super Bowl right after the game is over exclaiming that the next best place to celebrate the victory (or any other special event) is at Disney World. Their message throughout the year always promises a special time in a special place and the place consistently exceeds its brand promise at the parks and resorts. Having the foresight to get both Brady and Gronk was a no brainer this year (especially for the Buc’s GM and coach.
Click here to view a spot that is easy to shoot but ingenious in getting it done in such a timely manner.: https://youtu.be/xHOgwub8apc
There are some others worth noting, but here are some that should have saved their money or re-visit their brand strategies.
Samuel Adams. I thought it was a Budweiser commercial but was disappointed with a spot which was a silly as the product name (Wicked Hazy IPA) https://youtu.be/ppJtM1CzoPY
Cadillac. Worth marketing their total electric car with self-driving feature. But Edward Scissorhands? Not very timely and once again GM fails to pay attention to the Lexus who captured the largest share of the luxury car market with logical, well-produced straight-forward messages year after year.: https://youtu.be/9CD8h1kANag
Jimmy John’s. The brand has made big inroads in gaining market share from Subway, but it wasn’t by have Brad Garrett as a not-so-believable gangster sub-maker. They should stick their honest, well produced sandwich spots that work not this dumb message. https://youtu.be/-cuVTq76PIk
Fiverr. Who? Another of those unknown brands trying make a name for itself in one spot. I’m not sure I would want their recommendation for free-lance creative as a result of this silly, disjointed spot. https://youtu.be/XelsNvpibpQ
Unfortunately, there are more in this category that I could share, but enough already. Here’s to celebrating the Buc’s victory and hoping that 2021 is a great year for your brand as well.
LISTEN TO MORE OF KEN’S COMMENTS ON HIS LIVE INTERVIEW WITH TOM SHAY ON HIS PODCAST “Small Business Conversations” on various streaming channels or at www.progitsplus.org.
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