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Brand Resurgence: 4 Lessons Learned from Amazing Brand Comebacks

August 26, 2014/0 Comments/in Brand Relaunch, Brand Revitalisation, Brand Strategy, Branding, Innovation, Rebrand, Rebranding, Revamped Design, Revitalized Design /by Lorraine Carter

Brands fizzle out all the time. From historic flops like the Ford Edsel to problematic launches from established brands, such as Crystal Pepsi and the disastrous introduction of Apple Maps, brand disintegration can hit any company for any number of reasons. But some brands are agile enough to adapt, adjust their strategies, learn from their mistakes, and re-emerge stronger than ever.

Brand revitalization can generate a powerful response for any business, whether your brand is guttering out completely or simply losing steam. Here are some lessons to learn from amazing brand comebacks that have revitalized some of the most successful brands in the world.

4 Lessons Learned from Amazing Brand Revitalizations

1. Apple: An Unconventional Partnership

Despite the company’s problem with its map application, Apple is among the most powerful and well-known global brands today—but they weren’t always. It’s a well know story, the company started out strong in the 1980s with a decisive and profitable position in the computer industry. But following Steve Jobs’ resignation in 1985, performance dwindled, and by the mid-1990s the organization faced imminent bankruptcy.

Image via www.apple.com

Jobs returned as CEO in 1997 to face the daunting task of restructuring the company and salvaging the brand. After scrapping the expensive Newton, Jobs took a bold and controversial step by entering into a partnership with Apple’s biggest competitor, Microsoft.

Apple’s customers weren’t thrilled with the idea of sleeping with the perceived enemy. But the $150 million investment from Microsoft not only allowed for the development of popular Microsoft programs like Office for the iOS system, but also paved the way for the iMac—Apple’s sleek, innovative all-in-one PC that represented the new brand positioning and served as a landmark for the company’s signature products, including the iPod, iPhone, and iPad.

Jobs’ risk-taking may have met with initial resistance from his primary audience, but the partnership paid off and ultimately helped Apple claim the dominant position in the mobile device market.

2. Old Spice: Shifting the Target Market

Classic American brand Old Spice introduced its grooming products for men in 1938. The brand experienced steady growth, and by the 1970s was the top brand in its product class. However, the Old Spice brand aged along with its customer base, and by 1990 it had lost its appeal—Old Spice was an old man’s staple, and brand loyalty was at an all-time low.

Image via www.pg.com

At this point, Procter & Gamble purchased the Old Spice brand from parent company the Shultan Co., and launched a brand retargeting campaign aimed at capturing the younger generation. A new deodorant line called Old Spice High Endurance was marketed to teens, and the brand’s performance slowly ascended. Then in 2010, the company released the first of a series of quirky online commercials featuring the “Old Spice Man,” aimed at the younger generation.

The video quickly went viral, and propelled the Old Spice brand to the top spot in the body wash market. Sales of Old Spice increased by 107 percent in June 2010, shortly after the video’s release.

Image via www.pg.com

With a package redesign, new product releases aimed at a new demographic, and a video campaign that targeted younger markets by appearing in the channels they frequent, Old Spice created a brand resurgence that is still going strong today.

3. Dr. Martens: Banking on Nostalgia

Footwear brand Dr. Martens, known for patented air-cushioned soles and trademark yellow stitching, was a UK favorite for years. Dr. Martens boots saw peak success in the 1970s, when British punk rockers adopted the brand and created a craze. But when grunge moved in during the 1990s, Dr. Martens moved out—in a big way.

Image via www.drmartens.com

The brand fell out of favour in the fashion industry, forcing the company to downsize together with production stopping in the UK. In 2003, Dr. Martens’ production facilities relocated to more economically favorable China, leaving just a handful of design and office staff behind.

Image via www.drmartens.com

But in 2007, the company took advantage of a growing retro movement to relaunch the brand—and pulled off a successful brand resurgence simply by changing the name of its product. The original Dr. Martens shoe was introduced as the Dr. Martens “Vintage” line, with campaigns appealing to their customers’ sense of nostalgia. By 2010, the brand appeared in multiple designer collections on fashion show runways, and in 2012 Dr. Martens was assessed as the eighth fastest-growing company in Great Britain.

4. Nintendo: Pushing Brand Innovation

The Nintendo Co. has existed for longer than most people realize. The Japanese company was founded as a playing card manufacturer more than 120 years ago, but is better known as one of the first video game companies in the world. Nintendo entered the video game market in 1974, and found incredible success in the 1980s with enduring classic arcade games like Donkey Kong and Super Mario Bros.

By the 1990s, the company dominated the home gaming console market with the Nintendo Entertainment System (NES), Super Nintendo, and handheld Gameboy system. But competition from Sony and Microsoft heated quickly, and sales of the Nintendo 64 system launched in 1996 lost out to Sony’s PlayStation. The next iteration from Nintendo, the GameCube, performed dismally against both PlayStation and Microsoft’s Xbox.

Image via www.wii.com

Following the GameCube, Nintendo stopped focusing on improving its existing design, and moved into a new more innovative direction. In 2006, the company released the Wii—an entirely new design that resembled no other system. It was easy to use, highly interactive, and marketed not just to video game players, but to families with children. In addition, it was no coincidence that the name of the product is pronounced “whee,” which strongly associated it with fun. The Wii sent Nintendo surging back to the top, far outselling both of its main competitors’ same-year system releases, the Xbox 360 and the PlayStation 3.

Image via www.wii.com

A focus on brand innovation and a redirected marketing campaign allowed Nintendo’s fizzling brand to come back stronger than ever. To date, the company has sold more than 86 million Wii units and continues to outperform its competitors.

There are many ways to revitalize your brand with a brand resurgence or rebranding strategy, from a simple product name change to an extensive overhaul of brand packaging, brand positioning, and strategic brand partnerships. Regardless of the size of your business, these brand comeback lessons can help you revive a flagging brand and experience greater customer engagement, higher brand recognition, and increased profitability.

What do you think?

• Would a strategic partnership with a competitor help you leverage your brand? How about partnering with a complementary business?

• What kind of strategic risks have you considered taking with your brand?

• Is there a new market demographic you could reach by refining your positioning or brand strategy?

• Would you consider relaunching your products under new names to spark a brand resurgence?

• What innovations can you implement in your products or promote in your marketing to strengthen your brand?

Feel free to leave your thoughts in the comments below. We’d love to hear from you!

Brand Promises: Are You Consistently Delivering Yours?

February 20, 2014/0 Comments/in Brand Champions, Brand Experience, Brand Loyalty, Brand Personality, Brand Profiling & Positioning, Brand Promise, Brand Story, Brand Strategy, Brand Values, Brand Voice, Branding, Rebrand, Rebranding /by Lorraine Carter

A brand promise is what your company or brand commits to delivering for everyone who interacts with you. Your brand promise is a pledge, an assurance, or a guarantee that identifies what your customers can expect each and every time they connect with your company—whether it’s through your people, your marketing materials, or your products or services.

What makes a brand promise compelling? An effective brand promise must create distinction for your company’s offerings, and connect your purpose, positioning, and strategy. It must describe what customers can expect to receive beyond your product or service. It is more than a purchase—it is an experience, engaging your customers emotionally and allowing you to differentiate from your competitors. When working with our clients to help them develop their brand promise successfully we use our ‘Personality Profile Performer System™’.

Your brand promise presents a compelling reason for customers to buy from you, to return for repeat business—and most importantly, to become brand ambassadors, spreading the word about your company organically and enthusiastically.

Image via www.virgin.com

What Your Brand Promise Should (and Should Not) Be

Organizations often make the mistake of conflating brand promise with marketing. At one end, they may trot out clinically dry descriptions of products or services, on the premise that a brand “speaks for itself.” And on the other, they might make grand and ultimately meaningless statements, replete with abused superlatives such as “best practice”, “world class”, and “market leader.”

However, what truly works as a brand promise is not something in the middle, but rather a presentation that takes an entirely different approach to your offerings. A strong brand promise describes how people should feel when they interact with your brand, how your company delivers its products or services, and what sort of character your company embodies.

Image via www.nfl.com

To illustrate this idea in action, here are some powerful brand promises from highly successful brands:

The NFL: ‘To be the premier sports and entertainment brand that brings people together, connecting them socially and emotionally like no other’

Virgin: ‘To be the consumer champion while being genuine, fun, contemporary and different in everything we do at a reasonable price’

Apple: ‘To make insanely great, imaginative, cool, easy-to-use, cutting edge products that enrich peoples lives’

Coca-Cola: ‘To inspire moments of optimism and happiness’

Typically, a strong brand promise will achieve three key objectives:

It must convey a compelling benefit and emotionally resonate
It must be authentic and credible
The promise must be kept…every time

Any brand can create a compelling brand promise. However, the best and most successful brands will also demonstrate a proven track record of delivering on those promises. A powerful brand does not simply “talk the talk” — it “walks the walk,” consistently and reliably.

The Brand Promise At Work

McDonalds is the brand heard ’round the world. With over 33,000 restaurants in 119 countries, the company has to be doing something right—and the core of their success is their brand promise. They are the first job for many, involved with local communities and always seeking new ways to improve what they do best. When customers see the Golden Arches, they know what they can expect: simple, easy enjoyment with great service, cleanliness and value.

This is the brand promise McDonalds stands behind. Their more recent slogan, “I’m lovin’ it,” is a simple phrase in itself, one that can be translated easily within every international market the company serves. The McDonalds brand promise is effective, because the company consistently delivers uncomplicated fun with value and service to customer after customer.

Image via www.mcdonalds.com

Effective brand promises aren’t limited to the inexpensive and widely available, either. Successful luxury brands are also making a promise—that customers are paying a higher price, and in return receiving exceptional quality, value, and prestige.

European hotelier Kempinski has a stated purpose of “serving guests who expect excellence and value individuality.” As Europe’s oldest luxury hotel group and a five star prestigious brand, Kempinski promises more than lodgings—the company delivers an unforgettable experience for each and every customer by providing “luxurious hospitality in the grand European style.” They believe life should be lived with style!

Start Where You Want To End Up, and Watch Your Brand Take Off

If your brand is already successful, chances are you’re already clear on what you promise your customers—and you’ve managed to consistently keep your brand promise.

On the other hand, if…

You’re in the process of redefining a flagging brand
You haven’t started your branding process yet or developed a strong brand strategy
You want to know more about the reasons behind your successful brand, so you can maintain that success in the future

…then its time to conduct a brand audit, do a little research, and or re-evaluate your branding strategy.

It’s essential to define exactly what your brand promises to your customers. This process begins with research into your market, your target audience, competitors, and business environment. What do your customers really want? How are they getting it now—and how can your offering add even more value to those desires?

Your brand promise should deliver something your target audience really wants, but can’t get elsewhere. Remember, you’re creating an experience for your customers. When you define a unique brand promise first, and then consistently deliver, you’re making it easier for your business to keep that promise and realize branding success.

Earning Your Brand Promise

Once you’ve defined your brand promise, you need to focus on ensuring that you’re delivering on that promise—every time. Every aspect of your business should reflect what you stand for in your brand, from marketing to employee-customer interaction.

A brand that keeps its promises is virtually unbreakable. This is what kept Microsoft from knocking Google off the search engine throne with its “Bing It On” campaign, which attempted to convince consumers that real people choose Bing’s search results over Google.

The campaign failed to make a dent in the search engine giant’s market share—because Google’s brand promise is too strong. Their search engine consistently delivers what people want.

You Don’t Have to be Huge

Many smaller businesses make the mistake of thinking that only large corporations have the resources to consistently keep brand promises. The truth is, great branding is powerful enough to carry any business model successfully—when it’s done right.

Take, for example, The Ginger Pig. This London artisan butchery uses the brand promise of quality meats that taste great due to the care and effort they put forth in raising farm animals. The company emphasizes this brand promise through The Ginger Pig website, which opens with a brief and intriguing story about how they came to be—and their philosophy that well looked-after livestock simply tastes better.

Image via www.thegingerpig.co.uk

Is your company still looking for that perfect branding strategy? Prepare for success by taking the time to really think about your brand promise—and to ensure that you can, and do, deliver. Whether you’re a brand new start-up, a local supplier, or a national or global business, decide what will make your brand distinctive and memorable—something that’s worth talking about—and focus on delivering every time.

When you deliver on your brand promise, you build customer trust. This translates into brand loyalty that markets itself. Word-of-mouth, particularly through social media, will carry your brand promise to an ever-widening audience. As new customers realize they’re actually getting what they were promised, you’ll find more brand ambassadors out there recommending your offerings, all of which will help increase your profitability.

The earlier you establish and maintain your brand promise,

the more successful your branding will be.

What do you think?

How is your brand walking the talk?

Can a brand exist without brand promise?

Is your brand promising something you can’t deliver?

How can you communicate your brand promise to your customers?

Share your thoughts in the comments below, we’d love to hear from you.

Rebranding : How To Do It Successfully and Avoid Pitfalls

June 6, 2013/0 Comments/in Brand Health Check, Brand Reputation, Brand Revitalisation, Brand Risk Management, Brand Sponsorship, Brand Strategy, Branding, Business, Cause Marketing, Celebrity Endorsement, Rebrand, Rebranding, Rebranding Mistakes, Revitalized Design /by Lorraine Carter

One of the world’s biggest brands – Coca Cola – has done it eleven times, albeit in a largely evolutionary manner, since selling their first sugar-laden fizzy drink in its now-iconic bottle. Thousands of other very successful well knows brands have also done it over the decades. It’s a critical and strategic part of all successful businesses regardless of size, be they global giants or much loved more local national players. If a brand wants to stay relevant and connected then rebranding is an essential part of its continued success.

The degree of change in rebranding can take many forms from a gentle evolutionary update to a radical overhaul, the decisions for which are driven by strategic business objectives. Done correctly, whether evolutionary or radical in nature, rebranding can have a hugely positive impact on the bottom line, and be responsible for driving a significant increase in a business’s profitability.

Equally, a poorly thought out rebranding strategy can pose serious risks to your business resulting in loss of credibility, brand equity and the hard won brand asset value which you’ve painstakingly built up over the years. Successful rebranding must be given careful thought, research and planning to ensure the successful results desired.

To give you some further insights into both the ‘hows’, ‘dos’ and ‘donts’ of rebranding we’ve included some examples in this article, which will provide you with some direction, if considering rebranding in your business. Disasters and successes are both learning tools when analysed from an informed perspective, there are always invaluable lessons here for us all!

Top 3 Reasons to Rebrand

1. Brand Evolution : Over Time We’ve Changed…

Sometimes a company moves on but its brand doesn’t. In other words, it doesn’t represent what that business ‘stands for’ or does any more. This was the case with American Airlines when its executives felt they needed to rebrand earlier this year. The rebrand included a complete re-evaluation of what the brand stood for, and how it was perceived by stakeholders, both internally and externally in the market.

Image via Lost Press Marketing ©American Airlines

Part of the rebranding process included an update of its visual icon, the brand identity, which hadn’t seen much change since its introduction back in 1968. Its important to note that brand logos are a shorthand way to remind us of a brand’s relevance, associations and reputation in the market and are a by-product of all a company’s brand building efforts over time. They are the visual aid or trigger that reminds customers of all the emotional and rational reasons of why they love (or in some cases dislike) a brand but they are not the ‘brand’ in themselves, merely the visual identifier.

When American Airlines analysed its brand logo in the context of what the brand stood for now in the current market, the old symbol wasn’t seen to meet current needs or communicate the core brand message any longer. America’s number one airline needed a more streamlined and vibrant visual image to represent the brand in its full context. They also wanted to let go of what they termed the ‘bullying emphasis’ they believed old logo represented, according to one senior AA executive:

“The old identity was slightly skewed to a more powerful American image. We needed to move it to [what we call] ‘American spirit,’” he said. “That’s the side of America people really, really love. People have huge love for the eagle, but not necessarily the eagle in the downward position potentially attacking someone.”

2. Reputation Management : Negative Brand Sponsorships…

Brand sponsorship of significant high profile events, causes or people such as celebrities can reap immense rewards, through the association for the brand. Equally it can also cause reputation risks too, if for example the person concerned suddenly becomes embroiled in a publically unacceptable behaviour or expresses a controversial opinion or becomes aligned to something which is the opposite of what your brand stands for.

A simple example from the USA is a Missouri restaurant owner who’d named his restaurant after a Missouri basketball star (Albert Pujols). When Albert Pujols left the Missouri St. Louis Cardinals to play for the Los Angeles Angels suddenly ‘Pujols 5’ wasn’t the go-to restaurant in town anymore. In fact, it became the opposite, the owner received numerous cancellations, his premises were vandalized and a police cordon had to be set up to deter further damage. Sales dropped a whopping 75 per cent and it seemed as if the business was about to go bust. Indeed customers are filmed saying they doubted it would survive even a year.

A radical rebrand became critical to the fundamental survival of the business. In fact the rebrand required a complete name change to ‘Patrick’s Restaurant & Sports Bar’. The restaurant re-established itself successfully in the market with the rebrand and most importantly, in the minds of its target market, enabling the business to grow again profitably.

Unfortunately, in the case of US family-run firm ‘Ms & Mrs’ their brand wasn’t just broke but demolished – thanks to a much-anticipated promotion in a TV show which turned out to be a definite brand breaker as opposed to booster. The presenter on the ABC talk show, mispronounced the name of their company to Mr & Mrs.

Image via Audrey Lifestyle Magazine ©Mr & Mrs

As a result, all that much-looked forward to thousands of dollars worth of free publicity and increased sales for the firm (it provides a variety of ‘emergency personal care kits’ for for all sorts of occaions) never happened.

That wasn’t the only time the name had been mispronounced. Vloggers had accidentally altered it too or even had trouble saying it in the first place. Enough was enough. It was time to do something. So the family rebranded and changed their brand name. In order to avoid any confusion, they chose a new name completely different from the original and became ‘Pinch Provisions’.

Image via ©Pinch Provisions

They also did a brilliant pre-name change video – using humour to make fun of themselves (and no doubt endearing themselves to thousands more customers in the process).

3. Brand Name Translations : Bad Interpretations

One of the key guidelines to brand naming is ensuring the name and its tag line translates appropriately across different languages and cultural boundaries. Sometimes this consideration has been overlooked resulting in unfortunate connotations or interpretations when translated into foreign languages, such as the following examples:

A sports drink in Japan, produced by Otsuka Pharmaceutical Co and aimed at replacing electrolytes lost in sweating is named Pocari Sweat (which we reckon wouldn’t go down well in English-speaking countries).

©Pocari Sweat

In Germany the computer Commodore VIC-20 had to be renamed to the VC-20. The reason for this is that VIC in German would be pronounced fick which means (well, in English you’d put a ‘u’ in place in the ‘i’).

The American SciFi channel wanted a new text friendly name. Unfortunately they choose SyFy which in many countries turned out to be slang for syphilis.

Online marketing company PinCrusher used to be known as PinBot – until they realised the word ‘Bot’ didn’t have particularly good connotations (being associated with as a web crawler). It could also be extremely confusing considering their business was internet based and involved the selling of a Pinterest app…

Rebranding isn’t something that can be taken lightly. It needs to be strategically driven and supported by considerable market research to find out what’s working, what isn’t. Most importantly new potential rebrand approaches should also be ‘tested’ and researched, before full development and launch to market, to get feedback and ensure target audience ‘buy in’. Make sure you find out and know where and why to keep the good stuff, and bin the out of date or compromised, to ensure your rebrand launch is successful and increases your profitability.

• If you’re considering rebranding do you really know what works well for your brand and what aspects of it could do with a revamp?

• Have you researched your target audience to test brand sentiment and get feedback both at the beginning of you rebranding project and again at an advanced stage of development to test your new positioning/concepts etc.?

Epicom Relaunch Their Very Successful Food Manufacturing Brand

September 14, 2012/0 Comments/in Brand Relaunch, Brand Revitalisation, Rebrand, Rebranding, Web Design & Development /by Lorraine Carter

Epicom, a very highly regarded, specialist food manufacturing business based in Navan, Co. Meath, have relaunched their brand to market.

Epicom provides a full turnkey, ambient food manufacturing service for the retail market on behalf of their customers, which typically includes global multi-nationals and large exporters.

Much sought after for their rigorous operation standards and multi-allergen controlled production units, Epicoms’ service includes every aspect of the manufacturing process from new product development, research and development, full allergen control to bespoke quality control solutions and distribution.

The real secret of their phenomenal success though lies in the people behind the brand. They are an incredibly skilled team of highly qualified professionals, who are not only very committed to what they do, but are also very friendly approachable. Theirs is an ethos of complete operational transparency with a ‘can do’ culture, of doing whatever it takes to meet their customers needs.

To find out more visit their new website http://www.epicom.ie

Risky Business: How to Safe Guard Your Brand

June 25, 2012/0 Comments/in Brand Audits, Brand Reputation, Brand Risk Management, Brand Risk Mitigation, Brand Strategy, Rebrand, Rebranding, Rebranding Mistakes /by Lorraine Carter

Over 80% of the Fortune 500 Company CEO’s identified ‘their brand’ as their company’s number one asset. Their brand was valued as being what defined their business and what made them unique in their market.

Your brand is what sets you apart from your competition. It is the differentiating factor used by your consumer’s in their decision making process.

In our home lives we tend to take great care of our valuable assets. We try to preempt things that can go wrong and insure against them. Not only is your car insured against any potential accidents, you also wear your seat belt, maintain the speed limits, drive with care. You try to identify and reduce potential risks before they occur. If your brand is the greatest asset to your business then what measures have you put in place to protect it from potential risks?

Brand Risks

Brands face exposure to a huge amount of risk (product or service), many of which will be specific to each individual brand, not to mention industry categories or specific sectors, be they B2B or B2C. In addition to the obvious risks faced from product liability lawsuits or adverse regulatory decisions, other risks your brand could face include:

Structural Risk

These are risks where exposure might affect an entire industry or market segment. The sinking of the luxury cruise liner Costa Concordia may have destroyed the reputation of its parent brand Carnival Corporation but it also damaged the entire industry with numerous cruise liner brands suffering the effects

Brand Equity Risk

Brand Equity risks undermine your brand’s ability to maintain desired differentiation and competitive advantage. If your brand identity is the only thing that differs your offering from that of your competitors then the loss of brand affinity by consumers will affect your entire business.

Reputational Risk

These risks arise from failure to meet basic expectations that apply to the market in which your company operates.

The famous case of Tylenol is a textbook example of how brand risk management can save the reputation of a company and lead to stronger brand loyalty. When faced with a case of product tampering that would de-rail most brands, Tylenol’s excellent foresight about risk enabled them to rapidly implement pre-planned re-packaging that preserved the company’s reputation.

Why Brand Risk Management is Important

A brand is so much more than a name. The value of a brand lies in the unique emotional and functional benefits it offers its target audience. Often the biggest brand risk is not about new competitors coming to the market, it is about loosing the trust and connection it has with its consumers.

Strong well-known brands that are poorly managed can lose their distinction in the market place. Their products or services simply become commodities distinguished only by price. The brand name might prevail but the value of the brand erodes; market share, profit margins, and loyalty all decline. In essence, the power of the brand is lost.

The risk of a damaged brand is far more dangerous and costly to a business than risks to tangible assets. A factory destroyed by fire can be replaced with financial investment. A brand with a damaged reputation takes far more investment to repair and in some cases is too damaged and needs complete rebranding. It also becomes a lasting case study in how “not-to-do-it” with is an irreparable legacy association.

Rebuilding a brand’s reputation takes much more than just money. Changes in stakeholder perceptions can threaten the sustainability of current and future demand for a company’s product or services. A risk to brand equity is a risk to a brand’s ability to create value or influence in its market, in short its ability to generate a profitable return.

Are You Brand Risk Aware?

Managing brand risk is really about running the business effectively and understanding, at the core, the fundamental risks facing the business.

Safe guarding your brand from potential risks must begin by developing a clear understanding of the value of the brand to the business. By clearly illustrating the brand’s contribution to earnings, you can gain perspective and properly assess the scale and nature of the risks attached to the brand.

When unanticipated change occurs brands can be hit hard because typical crisis management does not include appropriate brand risk management strategies too. If you have spent time and resources to shape and build strong brand equity then you need to protect your investment and manage your brand’s future. Your brand strategy should also include mitigating potential risks to your brand too. Be proactive, preempt, plan, and safe guard your company’s revenue stream.

• Identifying and evaluating the existing practices and procedures that are used to develop, support and track brand performance will help identify potential risks that may contribute to brand erosion. Have you undertaken a brand audit?

• Have you identified the risks faced by your brand?

• Do you know what your stakeholders expect from you?

• Have you a contingency plan in place to protect your brand?

Building the Voice of Your Brand to Give You a Competitive Edge

May 29, 2012/0 Comments/in Brand Collateral, Brand Profiling & Positioning, Brand Voice, Branding, Business, Global Branding, Rebrand, Rebranding /by Lorraine Carter

Understanding What Makes You Different

How is Coca Cola different from Pepsi? Why would you choose to fly Virgin Atlantic over Aer Lingus? When a product or service is not completely unique in the market how do you communicate your “significant difference” to your customers in order to give them a compelling reason to choose your brand over your competitors?

Understanding what makes you authentically different and being able to communicate this succinctly to your customers is the key to creating strong brand equity. In fact giving your brand a distinctive, different and memorable voice is one of the most effective tools in gaining a competitive advantage in your market and building lasting customer loyalty.

Pepsi are currently in the process of re-shaping their brand identity in an effort to clearly differentiate their brand in the market. In 2011 Pepsi’s new president decided to find out what makes Pepsi different to Coca Cola. It took Pepsi 9 months to come up with an answer! Their analysis found that Coke is ‘timeless’ while Pepsi is ‘timely’ which in a nutshell means that Coke represents permanent happiness while Pepsi embraces excitement.

Identifying what makes Pepsi different has given the brand leverage to shape a clear position for the brand within their market. Understanding who they are and what they represent has enabled them to articulate their brand message to target consumers much more effectively because they are now armed with a brand message that communicates what makes Pepsi unique.

Pepsi are now shaping this revitalized brand identity through all their brand collateral including tagline, imagery and advertising campaigns etc. With a clearly defined brand strategy they are now consistently reinforcing what makes them different from their competitors throughout all their marketing campaigns.

Finding Your Brands Unique Voice

For many companies, identifying the very essence of what authentically differentiates their brand, be it product or service, from their competitors can be challenging, yet the untapped secret often lies within the heart of their business. It is the people, the corporate or brand culture, the internal core values on which the foundations of the brand has been shaped, that are often the greatest assets to a company endeavouring to build strong brand equity.

These elements are intrinsically unique within each business and can’t be readily replicated by competitors because the fundamental brand proposition is shaped, nurtured and developed through the internal character and strategies of the company and the people within it. The key is knowing and understanding which aspects of your brand “character” and “story” need to amplified in a way that matters to, and resonates with, your target audience.

If you want to develop strong brand equity to grow your business profitably then you need to start by getting a clear sense of who you are, as a brand/company, what you represent or stand for, what makes your company brand different.

When you can answer these questions you are in a better position to understand how to give your brand a unique and compelling voice that stands out from the crowd, resonates with your target market and ultimately builds your brand equity, giving you a competitive edge and increased profitability.

Have a Clear Sense of Who You Are

Virgin is a leading example of how to develop a brand with a voice so clear that it transcends industry and market boundaries. Their expansion through multiple channels has been very successful because Virgin has a clear sense of itself and consistently communicates their brand values to their target audience, while injecting their brand culture into everything they do.

From its inception Virgin embraced a ‘challenger brand’ status. Regardless of the industry, Virgin aimed to differentiate themselves from their competition by not playing by the rules. Virgin’s brand equity is founded on their brand’s ability to challenge both consumer perceptions and industry assumptions.

How has Virgin managed to succeed in industries as diverse as insurance and airlines, mobile phones, radio and rail? They succeed by consistently building on their brand values of delivering value price, high quality, cheeky fun, innovation and great customer service to every market they enter. They behave like the impudent, yet endearing smaller company that engenders customer affections when in fact they are a global brand power house.

Virgin has been able to consistently leverage its brand across multiple channels because it has so successfully developed it brand voice to “own a place” in the minds of its target audience.

Look how Virgin has been repeatedly able to enter new business arenas with a bang and shake up the existing status quo. The voice of the brand is clear and consistent throughout all the marketing strategies of the various brand/business ventures – a voice that tells the story of a brand that is fun, innovative, a maverick in its field, but equally synonymous with being consumer-centric and providing a quality service. Consequently, Virgin’s brand personality is highly visible in every market within which they operate.

What Does Your Brand Say to Your Customers?

If your product is not unique to its market, then your ability to distinguish your offering from that of your competitors lies in creating a remarkable and strong personality for your brand.

Your brand personality, together with its simple idea, brand story, way of doing things, the brand world it creates and the special relationships it engenders are the defining elements which will attract your target audience and compel them choose your brand over that of others in the market and consequently help you build a much more profitable and sustainable business.

Do you have a strong “voice” for your brand ?

• Do you know key strategic do’s and don’ts for your brand behaviour?

• Do you have a clear sense of where you stand in the market and what works best for your brand?

• Do you have a great product or service but are struggling to say what makes you different?

• Do you know the “magic ingredients” for your brand which makes it irresistible to your target audience?

Does Your Brand Name Transfer Successfully to the Global Export Markets?

May 15, 2012/0 Comments/in Brand Name Origination, Brand Revitalisation, Brand Strategy, Rebrand, Rebranding /by Lorraine Carter

Local versus Global. If you are considering launching your product or service on the international market you’ve probably invested significant amounts of time, effort and resources to date in developing your offering or solution.

Have you invested comparable effort in the foundations, planning and development strategy for your brand or even the name for your brand?

When it comes to brands or sub-brands, the name is one of the most important elements in its proposition. A name is often the first act of public branding and helps establish the tone for your product or service which is even more important if you plan trading on an international market. Being a distinctive, different, memorable yet familiar name takes you miles closer to the sale.

You might think naming your brand is very easy and in some instances there are “happy accidents” that work brilliantly, but they are largely in the minority. In the commercial world your brand’s name can have a very strategic impact on your business, particularly if its use is for a global market and this often stretches far beyond casual observation or the aurally pleasing.

Typically brand names fall into the following categories:

• Evocative: Names that evoke a relevant vivid image

• Personification: Many brands take their names from real or myth

• Descriptive: Names that describe a product benefit or function

• Neologisms or Madeup Names: Completely made-up words

• Founders’ Names: Using the names of real people

• Geography: Many brands are named after regions and landmarks

• Alliteration & Rhyme: Names that are fun to say and are memorable

• Foreign Word: Adoption of a word from another language

• Acronym & Initialism: A name made of initials

The Irish market is becoming increasingly multicultural and leveraging your growth through the internet can effectively make your market borderless, depending on what you sell. These factors cumulatively demand considerably more strategic thinking if you want successful target market penetration on a larger scale, rather then just your local catchment area.

Global giant Kraft Foods, who arguably have the marketing budget to make any brand name well known, recently invested considerable effort behind the naming of their new global snacking division.

The name selected, ‘Mondeléz’ (pronounced mohn-dah-LEEZ), is the result of suggestions garnered from thousands of Kraft employees around the world. It was created from two separate submissions, one from North America and the other from a European employee. Kraft executives explain that the Mondelēz name is a portmanteau that communicates the idea of a “delicious world” through the Latin word for “world” (Monde) and “delēz,” which is a “fanciful expression of “delicious.”

According to CEO Irene Rosenfeld “for the new global snacks company, they wanted to find a new name that could serve as an umbrella for our iconic brands, reinforce the truly global nature of this business and build on our higher purpose – to ‘make today delicious.’ Mondelēz perfectly captures the idea of a ‘delicious world’ and will serve as a solid foundation for the strong relationships we want to create with our consumers, customers, employees and shareholders”.

On the other hand large Chinese brands are finding it increasingly difficult to break into western markets because of the lack of understanding, by western consumers, to the meanings and pronunciation of ethnic brand names.

Referred to as ‘silent dragons’, companies, such as Li-Ning, a sporting clothing company, have huge brand value in their home markets but are failing to impact globally. Li-Ning even re-named its brand after the towering Chinese basketball player who made headlines at the Beijing Olympics but to no avail. Western audiences have simply not responded to a name that carries little meaning in their own market.

Equally Irish names might have resonance to Irish consumers but how would some of them fare in international markets? Could global consumers pronounce them easily or understand what they mean? Can they transcend cultural barriers? These factors can have a very significant bearing on your brand even being noticed, not to mention recall amongst your target audience.

Connemara Seafoods, Ireland’s premier seafood cultivator, processor and exporter have been exporting very successfully to the global markets for decades now. The brand name, Connemara, now has a high recognition value amongst its target market but they have consistently invested in their brand over the years to achieve these results. Their brand is very firmly rooted in their Irish geographic location with is Class A Waters off the West Coast of Ireland, the consistent premium quality of their product ranges, their multi-award winning reputation, highly regarded leadging edge expertise and the value of the family provenance with decades of specialist knowledge.

Certain types of Irish products and services have very successfully developed powerful and highly recognized brand names on the global markets particularly in the areas of food, beverages, alcohol, glass wear, foot wear and fashion. Indeed some of our best known brands are leaders in their categories e.g. Guinness, Jameson, Dubarry, Kerry Group, Baileys and Waterford Crystal to name a few.

If you are re-branding or considering a new name for your product or service for a global, or even local market, then please don’t treat it as an after thought. Give it the strategic input it deserves at the beginning to avoid the biggest pitfalls and you’ll reap the rewards into the future.

Key name selection criteria for a global market include:

• Fit with the brand proposition

• Be relevant for all target audiences

• Be distinctive, different and memorable

• Future-proofed for the life of the brand

• Linguistically and culturally acceptable and appropriate

• Appropriate if translated into other languages or cultures

• Easy to spell, pronounce and refer

• Registerable and protectable as a trademark and URL

• Approvable by the requisite regulatory authorities

Set clear and consistent objectives and criteria for your name selection and be unwavering in benchmarking potential name against those criteria. Don’t be tempted to choose your brand name subjectively!

• Consider, who is the target audience for your product or service and exactly who are you trying to appeal to?

• What meaning will your brand name convey to your ideal customer and will it help shape the desired identity of your brand?

• How does the brand name fit with positioning strategy of your product or service?

• What is the role of your brand name within your company’s overall brand strategy?

• Is your current brand conveying the desired meaning to your customers or do you need a re-branding strategy?

Good & Murray Smith Solicitors Relaunch Their Long Established Brand

October 28, 2011/0 Comments/in Brand Relaunch, Brand Revitalisation, Legal Firm, Legal Profession, Professional Services, Rebrand, Rebranding, Revamped Design, Revitalized Design, Solicitors, Web Design & Development /by Lorraine Carter

Good & Murray Smith Solicitors, a long established niche litigation practice based in Dublin have relaunched their brand to market both on and offline.

Established in 1895, the firm has an enduring reputation, highly regarded for both its expertise and experience. They service clients in both the Irish and overseas markets with acclaimed success. To find out more visit their new web site http://www.goodmurraysmith.ie

15 Reasons Why You Need a Brand Audit to Increase Your Revenue

September 29, 2011/0 Comments/in Brand Audit, Brand Auditing, Brand Audits, Brand Health Check, Brand Relaunch, Brand Relevance, Brand Revitalisation, Branding, Business, Communication, Customer Engagement, Design Update, Market Insights, Market Research, Marketing, Rebrand, Rebranding, Return On Investment, Revamped Design, Revitalized Design, Target Market, Trends /by Lorraine Carter

Fact: Strong brands make more money, are more profitable and increase company value. They enable you to command a premium, ensure customer preference in buying decisions and build customer loyalty which reduces cost of sales and fends off competition.

If your profits are falling and sales are not performing a “Brand Audit” will help give you insights into your brand’s impact and performance in the marketplace and, most importantly, why it’s not delivering.

Fact: All brands, global or national or regional, need a health check. Brands are like living entities with life cycles. They start with much excitement and promise, grow and then eventually plateau.

It’s at this mature stage of evolvement, when they potentially start to loose relevance as the market evolves and customers move on to the latest hot new thing, that you need to conduct a Brand Audit.

A Brand Audit helps you monitor this cycle so you keep your brand fresh and relevant and know when to reinvigorate or revitalise before sales start to slip.

Need some more reasons to use a Brand Audit to increase your bottom line ? Here’s 15 more to chew on . . .

1. Use it to grow your bottom line, your money’s in your brand.

N.B.: Products can be copied, brands can’t.

2. Get clarity with your marketing activities and step up a gear.

3. Know what your core customers think of your brand NOW and re-evaluate.

4. Create sharp focus in your bullseye customers mind.

5. Revitalise with multi-channel emotional connections with your customers.

6. Re-energise what your brand stands for and make it hit home.

7. Leverage it to be seen as an innovative trail blazer and increase your visability.

8. Get distinct and memorable competitive advantage.

9. Attract and develop more effective raving brand advocates.

10. Enhance your brand credibility and generate more buzz.

11. Differentiate your brand more strongly to become a money making magnet.

12. Enhance your internal sense of proud brand ownership with both the board and employees. It massively impacts on how everybody engages and interacts with the brand and your customers.

13. Leverage growth by using external professional validation.

14. Discover new ideas, insights, tactics and strategies for your brand.

15. Get an outside experts point of view. You are too close to your brand and invariably can’t see your own brand shortcomings to address the problems objectively.

These are just some reasons to engage in a Brand Audit. Do you really know how your brand is performing and where it could be improved ?

Is it coasting along but in need of re-evaluation before the competition catches up ? Or is it disconnected, out of touch, caught up in price discounting and endless promotions with a shrinking market and failing sales that will ultimately put you out of business ?

Now is the time for an audit to reinvigorate your brand to stay on top or, more critically, provide a life saver to identify and address the problem areas so you can turn things around and grow your bottom line.

To find out more about what’s involved in our proprietary brand audit process, and how you can use our Persona Brand Audit to greatly increase your performance, drop us a line or give us call today.

We’re here to help you address your brand challenges and support you in growing your business/brand.

T: +353 1 8322724

E: [email protected]

Top 10 Reasons For Rebranding To Grow Your Business

July 7, 2011/0 Comments/in Brand Collateral, Brand Design Brief, Brand Profiling & Positioning, Brand Relaunch, Brand Relevance, Brand Revitalisation, Branding, Business, Communication, Customer Engagement, Customer Service, Graphic Design, Integrated Marketing, Market Demographics, Market Insights, Market Psychographics, Market Research, Marketing, Packaging, Rebrand, Rebranding, Rebranding Mistakes, Situation Analysis, Target Market, Technology, Trends /by Lorraine Carter

Brands are constantly evolving to ensure they keep abreast of changing needs in the market place. Even some of the greatest brands in the world need rejuvenation.

Brands like Guinness, Coca-Cola, Starbucks and Kellogg’s are iconic, global in their status. Yet when you look at their market leadership over the decades, they have all changed even if it has been in a more evolutionary sense over time, rather then radical overhauls. However some branding does require an extensive change in order for the business to achieve the required regeneration for growth and profitable returns.

Revitalisation maintains and celebrates the history and heritage of the brand but shows its target audience (current and future) that you are adaptive to change. Change is necessary to stay relevant to the times in which a brand exists and to ensure its future success.

Some of the reasons for rebranding, relaunching and revitalising a brand include the following:

1. Relevance:

Brands need to stay relevant to their target market, to keep up with the times and keep pace with changing customer needs (e.g. services, accessibility, convenience, choice, changing trends, technology). A brand that has become old-fashioned in the eyes of its audience is in danger of stagnation if not already in a state of erosion and loss of market share.

2. Competition:

In a fast moving environment with aggressive competition, rebranding may be required to change the offering to the market in order to create a more compelling reason to buy, in the minds of the target audience. Rebranding can be used as a means of blocking or outmanoeuvring competitors or a way of handling increased price competitiveness.

3. Globalisation:

Sometimes rebranding is required because of globalisation where the same product sold across multiple markets is inconsistent or different e.g. Marathon’s change to Snickers, Opal Fruits change to Starburst, Jif’s change to Cif.

4. Mergers & Acquisitions:

When two entities combine there are typically two unique audiences left to communicate with. Sometimes this can require a rebrand or relaunch in a way that will appeal to both. In other cases one of the brands may be more dominant requiring more of a revitalisation or refresh with it becoming the sole dominant player.

5. Innovation:

Technology is constantly evolving and the rate of change often exponential. If a brand is technology related e.g. internet, software, hardware and the product offering constantly innovating then a rebrand frequently follows the natural and fast rate of change. Rebranding or revitalisation becomes an outward expression of the companies evolution and ensures the brand’s change hungry customers keep coming back to see “what’s new”.

6. Repositioning:

Taking a brand to a new position is an involved process e.g. from an economy price fighter to a premium position, and invariably requires a rebrand to signal a change in direction, focus, attitude or strategy to its target market. Also again used as a means of blocking or outmanoeuvring competitors or a way of handling increased price competitiveness.

7. Rationalisation:

Rebranding can be used to decrease business development and operational costs, or a way of countering declining profitability or consumer confidence. It can also be used where there are complex and sometimes confusing mixes of product portfolios which frequently undermine the brands impact, (along with considerable advertising, branding clutter and media proliferation) all of which causes brand incongruence and audience fragmentation and consequently badly needs consolidation through rebranding to achieve brand impact and strong growth again.

8. Outgrowth:

When small companies grow into bigger entities they and/or their products frequently require a rebrand or revitalisation to meet the needs of the bigger business. Typically smaller companies start with more modest brand offering, due to budget restrictions, which are inadequate to meet the needs of a bigger more sophisticated business and a rebrand is required.

9. Legal Requirements:

Occasionally legal issues may arise that require a company to make changes to their branding such as copyright issues or bankruptcy e.g. similarities between naming and designs e.g. The Jelly Bean Factory became The Jelly Bean Planet in Ireland to ensure differentiation from the USA brand Jelly Belly.

10. Morale & Reputation:

If a company brand has demoralised employees or confused customers then a rebrand may required. A thorough rebrand process will work to unearth the issues that need addressing and could be solved through key changes, including a completely new look and feel to the organisation. A rebrand in this instance can improve a brand’s competitiveness by creating a common sense of purpose and unified identity, building staff morale and pride, as well as a way of attracting new customers, enhancing relationships with existing customers and attracting the best talent to the business.

In the case of compromised or damaged reputations rebranding becomes a more pressing requirement. Obvious examples in the current market include certain aspects of the financial sector and banking institutions with damaged reputations which in time will need rebranding. BP is another example and its handling of the Gulf spill which may also require a rebrand in the US the help rebuild its reputation.

If you’re considering a rebrand to grow your business and would like to know more, give us a call. We’d love to talk T: +353 1 8322724