Category Archives: marketing management

I am reading a fine book on advertising, and what makes this book quite good is the approach on common sense key points that we usually tend to forget. Beyond several insights that caught my attention so far, there is one to highlight that is simple when building a communication strategy but ignored often, it says:

Clearly list and brainstorm the features, advantages and benefits of your offering, but start by the benefits, advantages and features when communicating with your market.

The attention your consumers dedicate to your brand is scarce within today’s landscape of ad clutter, if you don’t show fast the benefits consumers have with your offering, how do you think you’re going to get their buy-in in a tremendous competitive landscape? Below is a easy simple framework which should be always kept in mind. Consumers think on the benefits first, though several advertising messages think on the features first.

Advertising-Consumer map

According with the authors, the thinking on true value propositions for the consumer is being easily filled by blank “buy me” propositions. As advertising seems to be dying nowadays, if you keep thinking on the traditional monologue, it will die faster. Why does this book have to highlight simple common sense and the community repeatedly be reminded of these time and time again? Here are a couple of reasons why I think it happens:

- Lack of proper research

- Research is not converted into valuable insights

- Consumers fail to provide true behavioral answers

- A few people in a focus group is not enough to get valuable conclusions

- Advertisers, marketers are busy enough they ignore insights from stakeholders

- Advertisers try to please marketers, marketers CEO’s: all fail on customers

If your advertising copy says, “we pride ourselves on the exceptional service we provide to all of our clients”, or “the best place on earth”, erase, rethink today.

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chongqingAfter a couple of times in China becomes obvious why China is growing so much and will probably become the world’s most rich nation in many aspects for the next years to come. Its booming cities are amazing. Shenzhen was a immense field 30 years ago, today is one of the biggest cities in the world threatening the power of Hong Kong as a business center within the region. Probably your computer, phone, mp3 player, chair and many other items you’re touching at this moment came from Shenzhen. Guangzhou which is nearby, Dongguan, Tianjin, Chongqing, Chengdu, etc, are all cities which are probably unheard in the west but seriously can become more and more obvious to all, approaching to be powerful business and innovation centers equivalent to a New York or Tokyo. Beijing is the political capital, Shanghai the best place to do business, and both represent now the most populated urban areas in China.  All these cities are touching the sky with skyscrapers and spreading fast – this is the evidence of development.

A feature that in my opinion is one of the greatest contribution to the development of China is their infra-structure. I recently did a journey within the South of China expressway, and I must say that the quality of the roads and infra-structure I traveled resembled a European one. Three lanes, well signalized, no bumps, correct traveling speeds. In the last decades China smartly invested in infra-structure to develop a range of regions and approach them in such a vast country. It has nowadays a well completed network of trains, bus companies spread throughout the territory, and a expressway which is already the world’s second biggest after the US – this also explains why China is growing and semi-prepared for its growth.

Though, it also meets huge challenges. The pollution issue is a big one. Several cities are under such a haze in the air that you’re unable to see 100m in front. Recent born babies are even being affected physically by these pollution levels in the north. Urban population is expected to continue growing and infra-structure as to meet this growth. Social unrest by the gaps between social classes and typical city life problems are happening more frequently and China is still seen as not ready for this types of challenges. Nevertheless, keep an eye on China, is going to grow further at the same time the counterparts in the west seem – steady.

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dictionaryHow many brands do you see described in a dictionary? Which parameters are set to put a brand on a dictionary instead of another? Or better, how a brand builds such a momentum that is able to be tagged within normal conversations to a point where it becomes part of a language?

Sher shows us splendid work on exemplifying the evolution within the Oxford dictionary and brands. Basically, there are a few brands that made it to the dictionary. From these, some made it more quickly to be part of the dictionary than others, like Google. Others with years of history still didn’t made it and probably won’t. The question here is how did they made it?

Generally, a brand as to create such a momentum that will be able to create amazing buzz and get tagged as the use of its ’word’ / brand for the significance of [for example] a product category. It is definitely not easy and probably will continue to be even more remote with the intensification of competition and higher demand for breakthrough innovation (from millions of brands only about 30 made it to the dictionary). Still, the developments we see in technology and the gradual use of ‘Internet words’ in our daily conversations might determine the opposite.

Sometimes a brand becoming a term can come in a form of innovation, such as Xerox at the time; from product development and solid category affirmation such as Jeep; or simply cutting the edge within the first players and being ‘great’ such as Google.

On the other hand, a brand that features an invention can bring troubles in getting it to be a trademark, as it passes to a term used to describe something. Aspirin was not registered as a U.S. trademark in 1921 by Bayer, because was determined to be already a general term used to describe acetylsalicylic acid.

These are the brands that Sher highlights as being in Oxford Dictionary and which became words of its own in current language:

1. Hoover [hoo-ver] –verb: to clean with a vacuum cleaner (Chiefly British)

2.  Xerox [zeer-oks] -noun or verb: a name for a copying machine or the act of reproducing printed, written, or pictorial matter by xerography.

3.  Thermos [thur-muhs] –noun: a vacuum bottle or similar container lined with an insulating material, such as polystyrene, to keep liquid hot or cold.

4.  Prozac [proh-zak] -noun: a brand of fluoxetine hydrochloride.

5.  Spandex [span-deks] –noun: a synthetic fiber composed of a long-chain polymer, used chiefly in the manufacture of garments to add elasticity.

6.  Jello [jel-oh] -noun: brand of dessert made from a mixture of gelatin, sugar, and fruit flavoring, dissolved in hot water and chilled until firm.

7.  Tampax [tam-pax] -noun: tampon used to absorb menstrual flow.

8.  Band-Aid [band-eyd] -noun: adhesive bandage with a gauze pad in the center, used to cover minor abrasions and cuts.

9.  Viagra [vahy-ag-ruh] -noun: sildenafil citrate, used to treat impotence.

10.  Kleenex [kli-neks] – noun: a paper tissue.

11.  Jeep [jip] - noun: a small, sturdy motor vehicle with four-wheel drive.

12.  Sellotape [se-leu-tep] – noun and verb: transparent adhesive tape or the act of fastening or sticking with Sellotape.

13.  Frisbee [friz-bi] - noun: a plastic disc designed for skimming through the air as an outdoor game.

14.  Yo-yo [yo-yo] - noun and verb: a toy consisting of a pair of joined discs with a deep groove between them in which string is attached and wound, which can be spun alternately downward and upward by its weight and momentum as the string unwinds and rewinds; or the act of moving up and down repeatedly or fluctuating.

15.  Vaseline [vas-si-lin] - noun: a type of petroleum jelly used as an ointment or lubricant.

16.  Rollerblade [rol-ler-bleyd] - noun and verb: an in-line skate or the act of skating using Rollerblades.

17.  Jacuzzi [je-koo-zi] - noun: a large bath incorporating jets of water to massage the body.

18.  Land Rover [len-ro-ver] - noun: a strong motor vehicle used for traveling over rough ground.

19.  Velcro [vel-kro] - noun: a fastener consisting of two strips of fabric which adhere when pressed together.

20.  Hula hoop [hu-la-hup] - noun: a large hoop spun round the body by gyrating the hips.

21.  Skidoo [ski-du] - noun and verb: a motorized toboggan or the act of riding on a skidoo, chiefly North America.

22.  Allen key [el-len-ki] – noun: a spanner designed to fit into and turn an Allen screw.

23.  Walkman [wok-men] – noun: a type of personal stereo.

24.  Strimmer [strim-mer] – noun: an electrically powered grass trimmer with a cutting cord which rotates on a spindle.

25.  Plasticine [plas-te-sin] - noun: a soft modeling material.

26.  Lego [le-go] - noun: a toy consisting of interlocking plastic building blocks.

27.  Loafer [lo-fer] - noun: a leather shoe shaped like a moccasin, with a flat heel.

28.  Pyrex [pai-reks] - noun: a hard heat-resistant type of glass.

29.  Yellow Pages [yel-lo-pae-jes] - noun: a telephone directory printed on yellow paper and listing businesses and other organizations according to the goods or services they offer.

30.  Laundromat [lon-dro-met] - noun: a launderette.

31.  Filofax [fai-lo-feks] - noun: a loose-leaf notebook for recording appointments, addresses and notes.

32.  Dictaphone [dik-ta-fon] - noun: small cassette recorder used to record speech.

33.  Teflon [tef-lon] – noun: a tough synthetic resin used to make seals and bearings and to coat non-stick utensils. Usually this word is also used before another noun especially of a politician having an undamaged reputation in spite of scandal or misjudgment.

34.  Styrofoam [stai-ro-fom] - noun: a kind of expanded polystyrene, used especially for making food containers.

35.  Google: [intr.] To use the Google search engine to find information on the Internet. [trans.] To search for information about (a person or thing) using the Google search engine.

36.  Custard cream – noun: biscuit with vanilla-flavoured cream filling.

Other terms such as Podcast (a digital recording of a radio broadcast or similar program, made available on the Internet for downloading to a personal audio player) created by Apple, make another bulk related brand terms to consider.

The complete articles you can see it here and here. Have more explanation of where these terms came from and its ’brand’ origin.  I added a couple of more brands which didn’t featured in Sher’s article and are already part of the dictionary according with other sources.

Also on the comments of some articles you realize that each term coming from a brand can vary from country to country, and maybe the American dictionary would be different from the English one. Same could happen with multiple other languages and its home country brands. Often brands identify a country’s determined product category due to its history. Not counting on the new Internet terms, there is a fact that at a time where not much competition existed, several terms/brands where blended among people in their local language.

Taking the best brands in 2008 ranked by Interbrand, only Google appears in the dictionary from the top 10. Therefore, is not about how valued a brand is, but how it is spoken and applied among communities which spread the terms within a society.

Other curious aspect I note was that from my Nokia cell phone smartwriting there are several brands which don’t come up as we write: BMW, Marlboro, Nescafe, Dell, Budweiser, IKEA, Kellogg’s, Nintendo, and many others. On the other hand, brands which btw, are not quoted in a dictionary, come up as we write - Microsoft or Gillette for example. How Nokia or other cell phone manufacturers set the standard for the smartwriting is unknown for now.

The importance of both these curiosities can be diminished or augmented. I believe that your brand should spread around every possible channels which can fit within its positioning and make it stronger. A brand ’smartwriting friendly’ or specially appearing in a dictionary can contribute to that and immortalize it. Though, if your brand definition or verb is not aligned with your vision or objectives, it can cause trouble.

Seems that the incorporation of your brand in a dictionary doesn’t really depends on the longstanding effort in advertising for example, as much as still many marketers might think and continue to do so. But yes on a multitude of factors involving brand strategy, product innovation and active engagement with your audience. The ability for spreading the idea with the help of your own ‘tribe’ is your goal, challenge and the key to develop your brand to a point where it can be immortalized.

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Most technology companies are driven only by its developments on the field of technology. In a marketing perspective, an excessive focus on technology can lead to: 

  • Clear amount of irrelevant products
  • Exceptional products not well marketed
  • Or products which don’t make the cut – missing customer understanding (related with previous)

 

Take China. There are numerous technology companies here. Quite adventurous, they frequently put all sorts of existing technology in one single product, hoping will create an exceptional product because nobody remembered it before. In fact, without knowing the true reason for their existence, sales lead to a dead end.

They also combine new ways to re-invent a product, or excessively develop products which enables us to do something we already do with other products, result - we don’t really need it. Without starting from ‘outside-in’, they end up again asking themselves why it didn’t worked out.

 

Same happens with big companies. Microsoft developed Windows Vista. From my experience and people around, several are considering using XP again. Its true that those continuous updates can save my computer of having a hard time with a Virus; the software upgrades can help me in the future having a better enhancement on whatever program is; or the 10 minutes I wasted waiting for the system to reboot again are worth something.

 

But in fact, my current priorities are definitely not having a computer which turns out to be slower, fails to deliver performance at crucial levels, and insistingly closes my applications (sometimes suddenly). On my value figure, one of the most important engagement rules I expect is speed and functionality. If I have to lower down my Windows version because my newer version is in fact more slower, then this is a huge marketing mistake of Microsoft and a brand killer.

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Reading “Ten deadly marketing sins”from Kotler, reminded me once again the truth about how marketing is being done in most organizations.

Is your marketing a one P? is the question you should ask yourself when reviewing what you’re dealing with. Marketing is NOT selling, as Peter Drucker and Prof. Levitt would say, marketing is to make sales irrelevant!

Today, after 50 years understanding marketing and its theory bases, most companies still think of it and act as a sales and promotion discipline - final chain of the P’s. They continue to make up the rate of unsuccessful new products launched high; don’t understand what their customers truly want, need and value; and wonder about how their competitors surpass them without advertising budgets. 

In a marketplace becoming extremely demanding at all levels, there are higher chances of failure with this mentality. If you don’t exercise the marketing of understanding and identifying your market segments, gather deep insights on their behaviour, beginning your insights before a product layout and next to driving strategy, and define your whole planning based on your market and analysis, you probably gonna keep up with the high rate of unsucessful products.

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