Posts Tagged ‘Bill Rodi’

David Ogilvy’s Legacy, NOW I get it…I think?

Thursday, July 7th, 2011

Recently, both Advertising Age and Adweek celebrated what would have been the 100th birthday of David Ogilvy with a series of articles memorializing this well-known pioneer of the modern advertising business.

And, as with most everything else I’ve ever read lionizing the man, I was thoroughly nonplussed by most of it. Save for one redeeming article that may, alas, be the closest thing to a reasonable argument I’ve found yet for his legacy, or an interesting thought on the subject at the very least.

I’ll get to the second more enlightening part, and why I agree with it, in a moment. But, on the first count, I must start by saying that I’ve just never gotten it all. Rather, David Ogilvy’s a bit like the Barry Bonds of advertising in my book: lots of unequivocal accomplishments, but always with some caveat or ‘historical context’ that mitigates each one:

* Grew a highly successful ad agency (!), but did it in an era of scarce, almost negligible, competition (*asterisk);

* Wrote innovative ads (!), relative to a sea of total dreck common to the time (+footnote);

* Authored legendary campaigns (!), run in a small handful of media that reached a majority of US consumers as (++contextual note) they were all that existed.

Now, before I offend anyone here by desecrating the sacred canon of David Ogilvy, let me clarify:  it’s not the person, or his unequivocal intelligence or influence that I question; but rather the constant attempts by his acolytes to apply his every utterance to today’s byzantine, hyper-accelerated advertising landscape, or armed-to-the-teeth-with-information consumers it struggles to connect with every day.

After all, Karl Benz largely created the modern automobile, yet I can’t imagine engineers at Porsche regularly pausing these days to consider how he might solve the problem of, say, maintaining optimal aerodynamics at 160mph; or designers of the Kindle studying old Gutenberg press models for a few product refinements; LeBron James waxing nostalgic about the deeper strategy of Naismith’s ideas in a post-game press conference. Get the picture?

It’s okay folks, really: a figure can be groundbreaking in their day, without necessarily being correct or relevant for all eternity. 

So, given my years of perplexity with the whole Ogilvy-mania thing, I truly enjoyed one writer’s smart, honest case for it. In an Adweek piece, Michael Wolff respectfully argues that Ogilvy’s influence was ultimately less on breakthrough ways to run marketing services firms than the importance of promoting them: on creating and maintaining an agency ‘brand’ around a singular expertise it alone owns—and gets paid appropriately for by clients.

Call it and elevator-pitch or what you will, but you’d best have one as a marketing services firm. Especially with continued ‘unbundling’ of full-service agencies by clients that effectively demands every shop understand, and be able to articulate, what they alone can provide and its essential value.

Now that, to me, is a truly well-deserved legacy—one that conveys the same value, relevance and urgent import today as it did decades ago. 

It’s just a shame it took me years of my career and reams of articles, stories, anecdotes, bon mots and fluff to see someone finally get to it so plainly…And that I won’t be around to glean another similar nugget of insight on “The David Ogilvy Bi-Centennial”.

Are ‘Real’ Celebrity Brands Ready For Their Close Up?

Wednesday, March 23rd, 2011
Based on the strong Q4 sales results released at Macy’s recently, it would appear so.

Macy’s Net Jumps 50%, Beats Analysts’ Estimates on Celebrity Brands Sales    

And, as an agency that specializes in developing and promoting similar proprietary brands for major retailers, we’re not surprised.  Consumers continue to demonstrate a healthy acceptance of brands off the beaten national-name path, especially in certain categories where the quality of these products has risen to, or exceeds, the level of the best nationally-branded ones.  Apparel, perhaps surprisingly, being one we’ve found at MSI for two specific breeds of shoppers these days: price-conscious heads of households looking for a trusted endorsement on lower-priced items, and those confident, low-budget “fashionistas” who know a look they want and see themselves, not the name on the label, as the authors of their own style.     

For retailers, these celebrity-endorsed brands offer a sort of instant equity that a totally new name, logo or packaging can’t, as well as long-term, savings over developing a brand from the ground-up…If done properly.  Indeed, for every Martha Stewart success there are countless other ill-conceived, half-hearted or sloppily-executed efforts that wind up costing more in wasted time and money.  So identifying, integrating and supporting the right personality is key.  To that end, there are essentially two types of celebrity-endorsements to consider as we see it, each with its own strengths and weaknesses.  The first of these is the hoary traditional ‘Paid Celebrity Endorser’: a typically shorter-term tactic to bolster some specific facet of a brand (i.e. contemporize an old one, elevate a pedestrian one, etc.) by association with a popular personality who owns this attribute; the paid relationship is obvious to all, with no further connection to the brand than a paycheck and some contractual use.  For those over 40 think Susan Anton, or Steve Martin’s ‘Be somebody!’ drink umbrellas in The Jerk.    

The other more interesting (and I’d submit, sound) model is the increasingly prevalent ‘Celebrity Brand’ in which an actual, differentiated entity is established that: a) evokes a certain sensibility that imbues a product or line with new value, b) aligns with the retailer’s own brand and its core shoppers’ attitudes and c) is built upon the celebrity endorser’s personality, but ultimately stands for something in and of itself (e.g.  “style on a budget”) that can be owned and managed to over time.  Such is the actual relationship that it may even include the celebrity’s design or product input, if they have the credentials for it ideally.    

Jessica Simpson brand shoes, clothing and accessories are avilable at Macy's

Queen Latifa Fragrances are also available at Macy's

 

Again, there is no ‘better’ model per se, simply two different ones I hope to have made a case here for distinguishing between the two.  But from where we stand, the

latter partnerships do offer greater potential for long-term ROI, new store traffic around desirable exclusive items, and the addition of a real asset to a retailer’s portfolio—versus a catchy ad or two to cover up its deficiencies.    

Watch their star continue to rise in days ahead…We will be here.  

 

   

 

A Proposed 2011 Resolution for Marketers: Just (gasp) Sell the Product, Please

Tuesday, January 25th, 2011

 

Maybe I’m just seeing the world through a darker set of glasses this morning given my beloved Bears lost to the Packers and it’s freezing and gloomy outside (A-GAIN!), but I’m actually backtracking a bit on my typical Brand Guy stance and beginning to believe that not all products have deep ‘emotional’ dimensions worth leveraging in marketing communications.

Or, to paraphrase Sigmund Freud: that, yes folks, sometimes a bar of soap is just a bar of soap.

So, in lieu of some sort of useful info or insight I usually try to provide here, today’s post is mostly just me being cranky: about a certain type of really bad advertising that seems to abound these days; the kind that reeks of straight-from-focus group-to-execution banality; that screams ‘frustrated, high maintenance CD in a boring category’.

More specifically, looking at the current lot out there, a genre of overwrought, hackneyed attempts at approximating ‘grass roots’, ‘ social media’ and ‘consumer generated content’ in broad mass media like TV that can be reduced to three basic themes of:

 

1.     ‘It’s not a product, it’s a community of similarly minded folks all in love with it’.

In these increasingly hackneyed little train wrecks, agencies typically try to approximate the hip and intimate dimensions of social media simply by showing lots of people—thereby connoting a bottom-up consumer-driven tsunami of love around, say, Advil pain tablets. 

 

2.     ‘[We’re so wacky, we’re] takin’ it to the streets!’

We’ve all seen these, right? TV spots replete with tricked out parade floats resembling some sort of mundane consumer product, or vans emblazoned with brand logos dispensing kooky kids and spokespeople in public areas trying to approximate a ‘toilet paper flash-mob’ or something I suppose. To painful, clumsy effect usually.

 

3.     ‘It’s more than just a floor cleaner/widget, it’s a cultural/emotional touchstone/icon.’

Lastly, and more generally, any execution for a primarily ‘functional’ purchase that takes pains to avoid actually talking about old-fashioned niceties like benefits or efficacy. Pick one these days, but Allstate’s ridiculous efforts to create some sort of ‘Mayhem’ Spuds McKenzie youth-oriented mascot are among the most egregious. Honestly, do you need to go to that much effort and expense to explain that ‘stuff happens, people get hurt and things get broken’? Good grief, like insurance is that complicated a sell.

 

Alas, it’s my hope that agencies and clients alike resolve to less of this artifice and obfuscation and more clarity and logic in 2011. Especially considering a still-challenging economic environment out there and marketing’s ultimate job of driving good old-fashioned sales within it.

 

Okay, again: I admit this may all just be influenced some by other external personal factors…I mean, I did mention it’s really, really dark and cold outside, right? And wait: and I’m now being told that apparently Lovie Smith is getting a contract extension?!!

 

Ugh. God help us all….Hmm: can that Mayhem guy be sent up to Lake Forest any time soon?

Talking Heads: Not the Band, the Product Placement iPad’s Missing

Monday, June 21st, 2010

Okay, so we’re not in the business of giving away valuable ideas or anything here (unless there’s a new client pitch involved; then let’s face it, anything goes these days) but I had to point out a totally overlooked opportunity I keep seeing for the increasingly media-and-culture-ubiquitous iPad.

 

Namely: as an integrated prop and information tool for the countless hours of talking heads scrambling for content on TV daily.

 

The reasoning is simple: iPad has already made great hay of product placement in prime-time TV shows, often at no cost to them simply due to its hipness factor and what that confers to a program’s brand—or more likely the producer and staff of the show’s desire to get a few freebies. Regardless, it’s an established and successful buzz tactic already in place.

 

At the same time, you have the denizens of 24 hour cable news, late night talk shows and others of their ilk literally scrambling for content to fill the hours and channels. To this end we’ve seen everything from comically overwrought election coverage technology (remember the touch screens and holograms?) to good old fashioned new clippings and oddities held up on boards by even the biggest name talk show hosts. Heck, I’ve seen local morning news anchors literally reading the newspaper on-air.

 

late-show-with-david-letterman-emma-watson-7033967-1920-1080

 

So with all of that out there why not get iPads in all of their hands, stat? It would offer far greater reach and frequency muscle than sit-coms and movies with about the same halo effect and brand-alignment, if done properly. To say nothing of the ability to subtly position this strange new device as the sort of accessible, everyman necessity it’s designers intended it be. Show even the most behind-the-curve Luddite out there David Letterman reading Top 10 Lists off an iPad enough and the thing will become as commonplace as microwaves and DVRs to them.

 

It’s a true win-win I have to believe they’re already figuring out. But, if not, they can now send me a check when they finally do c/o MSI, 200 East Randolph Drive, Chicago.

 

Or, absent that, just a free iPad would be fine.  

“Lo How the Mighty Have, Er, Crashed”

Monday, April 12th, 2010

Why Even Mega Brands Must Keep Firing On All Cylinders

Not to keep citing automotive brands as illustrative examples here, but if you ever wanted simple proof of the complex interrelation of dimensions like Differentiation, Esteem, Functional Product Benefits & Quality—and the need for all to contribute to brand strength—the recent Toyota fiasco offers a textbook study.  

 

That is: a global mega-brand that’s been the class of its industry and consumer opinion for decades is suddenly, in mere weeks, floundering hopelessly about for its voice over a single product-related incident; once a perennially clear, focused and softly-spoken brand backed by the big-stick of its stellar reputation, I’ve recently seen no less than four different Toyota TV spots testing different PR and Sales messages from “We’re Toyota, this is an anomaly we’re fixing” to “Hey, we drive these cars so we know they’re safe” to “Thanks for (please) bearing with us through this mess” to, most recently, shopper testimonials boasting how “The time to buy is NOW on this undervalued merchandise!”

 

Notwithstanding the veritable feeding frenzy of competitors smelling blood for the first time ever, aided by Buy-American political pandering and congressional inquiries, it’s still an amazing turnabout. And one that reasserts the inescapable 101-level truism that no one thing ‘makes’ a brand except consumers; no matter how much you spend, how big you are, or how esteemed your engineers, brands are ultimately built in consumers’ minds, not factories.   

 

Like all products cars are just cars at some point, ‘widgets’ essentially. And someone is always building a newer or better one. It’s what they say about us, the people  who buy and drive them, that matters and adds value to the nameplate. So when a car like Toyota that’s become synonymous with ‘no brainer, well-built, nice mainstream decision that looks okay in my driveway and won’t embarrass me’ suddenly looks fallible, the results can be seen playing out right now. Consumers have enough trust and confidence issues these days with the world. No one needs a car that makes them look like they’re out of the loop or ill-informed.

 

The moral in short is this: esteem is hard-won and easily lost. Much like political incumbency, it’s easy to look like you’ve got it all figured out when you’re in the catbird seat above the din and clamor spending gazillions on understated ‘image’ advertising. But even a small fissure in the dike that holds back the vast sea of consumer doubt, bias and attitudes can quickly reverse fortunes. And then watch how quickly every brick and stone gets rearranged.   

 

On the upside, while the Toyota story validates the fact that all brands are a delicate balancing-act of constant management and refinement, it should make those out there with less than $35 Billion in cash lying around feel better.  

 

Yes, building brands is relentless hard work. But even the mightiest of them face the same challenges as the rest of us, “Everyday”  ;  )

 

 

Look At Me!…

Thursday, February 4th, 2010

NO, WAIT, STOP LOOKING AT ME!

In yet another glimpse at the fascinating inevitable convergence (i.e. ‘head-on car wreck’) of technology and personal identity, Microsoft recently announced the release of its miniscule auto-snapping Vicon™ camera, capable of being worn on a necklace and documenting up to 6 days of moment-to-moment daily life and interactions.viconrevue

 

 

The device, which was originally designed for more altruistic purposes of Alzheimer’s patient support, will reportedly soon be available to the consumer market—though for what purposes one can only imagine. Indeed, apart from the obvious issue it raises of who in the world could be so interesting as to watch for days at a time, it offers a more interesting observation altogether on an emerging sort of ‘author-consumer’ conflict  that the whole social-media environment continues to illustrate.

That is: a person who at one moment rails against retail sales clerks asking for their address to complete a simple cash purchase, or cries foul at customer service departments for soliciting participation in a survey at the end of a crappy phone call with some $3 per hour drone in Bangalore, and then the next runs home or pulls out their phone to foist every pedestrian, mundane detail and image of their lives into the public sphere.

 

So what gives? How do we reconcile the two? By understanding them as actually very different, even antithetical things. Not as apples-to-apples behaviors but rather a distinct cause and effect: one is a collective cultural force, the other a set of sterile technical practices that precipitated it.

 

It’s increasingly apparent that, at heart, the ‘new’ social media phenomenon is really driven by a very old innate need for identity and recognition—for some small proof that we still actually matter—only now on steroids in response to an increasingly vast, impersonal, disconnected world bent on starving it. It is a movement born less of technology, than as a sort of rebuttal to it and the ways it was being employed to invade our privacy by governments and corporations: essentially blunting their power to intrude by exposing ourselves (or the parts we choose) first. 

 

Similar to the way that racial epithets are co-opted by an aggrieved group to defuse their impact, our new exhibitionism and self-fascination are ultimately direct, natural human responses to the devaluation and even indignity inflicted by most interactions or experiences today. Meaning that posting some fish-eyed photo of my visit to the bank teller is less about me personally than my ability to turn the tables and starring role on the world, and then boast about it. The act empowers me, if only in some small way.

 

So, what then are we to make of Microsoft’s newest ‘life caching’ device? If you accept my totally unverifiable reasoning here, quite simply this: that social media is increasingly revealing itself as less a ‘technological’ trend, as initially thought, than a sociological one. It is a trend rooted more in the neuroses, appetites and human hard-wiring of psychology than in the circuitry of the phones, PDAs and laptops that facilitate it. The tools change, the disc storage grows, and the components shrink. But the behavior and its causes are as simple as elementary school playgrounds, and about as likely to change much until the world ever does. 

 

The camera, in short, is a mildly intriguing novelty, one of many to come. Why we want or need it at all is the far bigger and more interesting story.

Clarity, focus and efficiency. Some things never go out of style.

Monday, December 28th, 2009

It’s funny how many meetings and arguments I’ve sat through lately about the merits or utility of brands in tough economic times: “Why are they needed?”. “Do consumers even care?” And of course the most ironic chestnut of them all: “We can’t spend money on that stuff right now.”

 

To which I will repeatedly say the same thing I’m going to here now: You’re already spending money on your brand, and very likely wasting a ton of it on things like errant purchasing decisions, misaligned innovation, bad licensing deals, and disorganized or uninspired personnel.

 

You’re spending it on the oft-overlooked other half of your brand: the functional and operational one that drives the engine. And while it’s the less sexy stepchild of logos and TV campaigns more commonly associated with ‘brands’ the past 10 years or so, it’s arguably the more important one as it tells you when to run that campaign, or if you should at all, what media to mix, or what sponsorships to cut or pursue.

 

Indeed, in tough times a strong brand actually becomes a vital corporate decision tool that helps allocate time and resources to keep everyone moving forward on a single, straight path. And last I checked that’s pretty much the point of any enterprise, isn’t it?

 

So sure: if you’re simply regarding brands as superficial image-driven entities limited to the province of wacky creative types, then probably do hold off on the re-branding for a bit longer. But if you’re looking to work smarter not just harder and truly leverage every dollar and hour in 2010, then strengthening and ensuring the fundamental health of your brands should be at the top of any to-do list. And there are a host of smart, resourceful ‘non-creative’ types like strategists, researchers and planners who can work their own magic to help you do so.

 

At their best, brands can provide a prism through which to view and manage every aspect of business operations, fostering focus and even providing yardsticks for financial ROI. Which–getting back to my argumentative client we started with—is probably the sole agenda of their next internal meeting after ours.  

A Check-Up on Retailer Brands:

Tuesday, August 11th, 2009

Healthier Than Ever With Consumers.

A vital benefit of our work here is getting to be a fly-on-the-wall to one of the more interesting ongoing dialogues today: the one between Retailers and Manufacturers about who truly owns the hearts and minds of their shared Consumers; whom they really seek out and trust in purchase decisions, who truly owns their loyalty and preference, and what that’s worth in brand value and negotiating leverage between the two parties.

Not long ago people went to buy a nationally advertised brand like Tide at their local store–which then benefited from the traffic, sales and margins driven by carrying these preferred names. No need to advertise much if you were a store, just carry the right mix of stuff people want and let the manufacturers do the rest.

Today, of course, that’s shifted radically: stores are their own ‘brands’ and invest heavily in building an image, experience and loyalty with consumers around them equal to the biggest national brands. In turn, the mantra in many households has gone from “I need to pick up more Tide” to “I’m headed to Target, need anything while I’m there?”.

And if you ever needed more evidence of this phenomenon, just check out the success of those new in-store clinics populating Drug Store chains like CVS and Walgreens nationwide, offering basic services in lieu of a visit to the traditional doctor’s office.

minuteclinic3hdr-take-care-clinic2

 

 

 

Putting aside for a moment things like national healthcare debates and eternities wasted reading crappy magazines in waiting rooms, from a brand standpoint this is groundbreaking stuff. Whereas the old rule long held that consumer trial of a store brand was inversely proportional to its physical invasiveness or perceived risks (e.g. think paper towels versus eye drops) we’ve officially blown through that barrier to now trust retailers for injections, blood work and medical advice!

This all suggests two important things, to my mind:

1) Private Label brands have officially graduated from price-value propositions dependent on National Brands for context, to trusted and backed offerings from retailers about whom consumers have developed clear and (as beliefs and behaviors only grow more entrenched over time) lasting opinions.

2) Increased corporate transparency and consumer access to information are likely driving this (and Private Label trends generally) more than previously thought; that beautiful designs and strategies can connect consumers to PL brands in the store, but their growing consideration, relevance and esteem are primed long before through a mix of media, marketing and even word-of-mouth.

We’ll continue to watch these and other developments closely and update our perspective on them here. But for now, it certainly seems like Retailer and Private Label Brands are indeed more than just a fad or response to US belt-tightening– that we’ve entered truly new territory from which we won’t be going back again.

Predictions sure to fail: What an economic recovery might actually look like.

Tuesday, April 21st, 2009

One of the best things about the current economic climate (and there’s not many) is that, unlike the major downturns of the last century that were polite enough to follow some sort of logic, this inaugural 21st Century edition is a veritable free-for-all of data and theory. No one has the slightest idea what’s going on or will happen next.

Which, at the very least, has proven entertaining in that we’re all roughly as smart as the brightest PHD’s right now: there’s no ‘wrong’ or ‘right’ answers, just a lot of opinions and theories. Like the week leading up to a Super Bowl where everyone from radio blowhards to nuns to the guy at the Hooters has a theory, and the numbers and statistical history to back it up…At least until the game starts that is.

So in that same spirit of random and fully unsubstantiated prognostication, I thought it would be fun to offer my own thoughts here on what the coming days will look like and specifically the new leading indicator of recovery to really watch for, namely: Overpriced Coffee and other Super-Premium Novelties.

Yes: while economists will all cite typical harbingers of recovery like new home construction, etc., I’d submit that seemingly minor purchases and behaviors may better presage a return to normalcy for this one; that this whole new era of asceticism many are predicting simply won’t happen. We may cut up our credit cards and take a more responsible view of our finances, but give up things that make us feel good? Never. The effects of 20-odd years of purchasing ‘brands’, ‘experiences’ and ‘ideas’ are so ingrained that we’ll never go back to an old commoditized view of a world of mere ‘products’ and ‘goods’.

We’ve seen the same dynamic for years now among consumers in emerging economies with far less to their name than the average US citizen even today: a middle class worker with a few extra dollars can’t afford a new car, but a bottle of $50 bourbon offered to guests in his home can fulfill the same need for validation and self-esteem. Sales of super-premium spirits in places like India have (counter intuitively on the surface) boomed in turn.

At some point then, when the dismal science of economic data has beaten us all down logically, I predict you’ll see a marked emotional return to frivolous rewards and little luxuries far before refrigerators or big-ticket items. You simply can’t keep ‘em down on the farm after they’ve tasted a $5 coffee–or, more properly, the 20 minutes of fleeting happiness they’re actually buying with it.

And after slogging through this mess, can you blame em?