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7/28/2019 Planning Needs Some Planning 103 Slides
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Planning Needs Some Planning.
By,Gareth Kay
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SUBMITTED BY: ZUBIN MEHTA
ROLL No: 147
PGDM- C
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My contention:
Advertising, primarily due to the failure of planning, is complacently coasting intoirrelevance.
We need to fix it. Quickly.
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Controlled friction.
Creative
Account person Planner
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Controlled friction.
Make the advertising good
Make the advertising happen Make the advertising work
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More often than not, it isn‟t.
“In most categories a brand‟s market share is stationary”
4 out of 5 categories seen as increasingly homogeneous
Less than 1 in 10 ads seen as different
4% response rate successful in DM; 0.5% average click-thru rate for
banners
3x $ spent on price cutting as on „brand building‟ in packaged goods
Sources: Andrew Ehrenberg; Copernicus Consulting; McKinsey
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“I‟m just surprised no -one‟sthought of a better idea yet.”
Stephen King on Planningat Planning‟s 30 th Birthday, 1998
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It‟s time tobe radical.
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3 big problems.
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1. We‟re operating in the wrong business.
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Consumer.
Brand.
Business.
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Culture.
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The most interesting people and things are multi-faceted, full of depth and nuance.
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2. Lost in translation.
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A brand is a business‟ social manifestation.
We live in two worlds, one of „social exchanges‟ and one of „market exchanges‟
Historically, we‟ve focused on translating commercialgrammar into social grammar (rather awkward, like offeringyour friend‟s mum $10 for cooking you dinner)
We need to translate the other way and bring socialgrammar into the commercial world.
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3. The pursuit of the wrong objectives.
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The usual objectives are wrong.
Awareness doesn‟t really matter in a world of overchoice
Attributes and attitudes, adjusted for brand size,don‟t change
Image doesn‟t shift until after behavior
Source: Andrew Ehrenberg
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It‟s energy that matters.
The active or moving force of a brand
A leading indicator of usage and preference
Justifies a higher price
Adds an incremental 64% to brand value than salesgrowth alone
Source: Y&R Brand Asset Valuator
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Source: “The Brand Bubble”, John Gerzema
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Energy drivesconversations.
A fourfold increase
in conversation drivesdouble the revenue.Source: London School of Economics 2007.
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Have a social mission, not justa commercial proposition.
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“Like any company we require aprofit to stay in business. But it is
not the reason we are in business.The thing that has not changed
from day one is the desire to makepeople think about the world
we live in.This is, and always will be,
why we are in business.”
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Photo: Andrew Hovells(aka Northern Planner)
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Photo: Andrew Hovells(aka Northern Planner)
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It‟s not about social media.
It‟s about social ideas
and unsocial ideas.
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Have a point of view on the world, not a position in thecategory.
Understand what people are interested in and work backfrom there.
This means planning for a different outcome.
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“Nobody reads advertising. People read whatthey want to read and sometimes it's an ad .”
Howard Gossage
“Often our biggest mistake as managers is
believing that, in general, customers carea lot about your brand. They do not.” Patrick Barwise
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h
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Provide anuplifting experience
that enrichespeople‟s lives
language,eg „skinny‟
specials egfrappucino
habitsformation
rangeand options
orderingsystem
starbuckscompany
barista
culture
„my sister‟ book
africa 05
socialresponsibility
used groundsfor gardene rs
fair tradecoffee
causepublicityin store
sofas andambience
hearmusicXm
burn your owncd
music cd
in storeperformance
and art
bookreading
starbuckssalon
akelah andthe bee
Source: John Grant, „The Brand Innovation Manifesto‟
Coherency not consistency.
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