Category Archives: ideas

Where have all the catch phrases gone?

In my previous post I highlighted the value of a catch phrase like Tom Dickson’s “Will it blend” and mentioned one from way back “Nice one Cyril” that came to me as I was writing.  However, it strikes me that most people in agencies these days aren’t old enough to remember that catch phrases like this were the social networking of the pre-Face-Book era.

“Nice one Cyril” was carried as a song and released as a record (remember those?) but there were many more, like Murray Mint’s “Too-good-to-hurry mint” and Do-It-All’s “How do Do-It-All do it?” that were immortalised as jingles.  You really knew you had a hit on your hands when the popular press plagiarised them in their headlines, but there were many that worked without being turned into songs.  You just heard people use them in conversation.

How many can you think of?

The Big Idea – but, will it blend?

Folks are used to me banging on about how essential  “the big idea” is in marketing today, but genuinely big ideas are still a rarity.  There are loads of businesses and agencies that think their’s are humongous, but that’s usually only because their sense of proportion has deserted them.

I guess you have to have a nose for these things?  For example, Tom Dickson sells high-powered blenders.  He’s not Microsoft by any means, but he has created a campaign based on an idea that has taken off, big time.  I mean, if your USP is “power” what better way to drive this home than to take on challenges.  And that’s exactly what he has done, filming each challenge and posting it on You-Tube, then building a social networking campaign around it that has taken the imagination of folks all over America.

Of course, a big slice of his audience are youths, but that’s OK, because apparently evidence is revealing that they share this content with parents, if not by showing them the films, certainly by dragging them to see the challenges reproduced (on a less dramatic scale) in their local stores.  Yes, while this is a campaign that wouldn’t have been possible without social networking, it’s real beauty for me is that way it is integrated.  The films tie-in with the in-store demos and the advertising and the point-of-sale material and more.  The contribution this is making to his brand character, the reinforcement of his “brand promise” and the new “Brandships” he is acquiring as a result are priceless and the “will it blend” catch phrase is rapidly becoming the kind of equity that we Brits haven’t heard since “Nice one Cyril!”.

e-tailing has it Made.

If you ever doubted that there is a future for retailing on-line there’s a new kid on the block that might just convince you that retail clicks!

The thing that I have always enjoyed most about retailing is the involvement that exists in the “brandships” between stores and customers.  Retailers have, often inadvertently it must be said, always been avid brand builders and the fortunes of the most successful are set in a history of establishing and building relationships with customers that pre-dates the acronym CRM, which is now on everyone’s lips.

I have always felt that retail was the first sector to recognise the element of community in brand-building, but when you take the store or meeting-place out of the equation there’s always a danger that you could be throwing the baby out with the bath water.  Not if Made.com have anything to do with it!

This isn’t a first by any means, but I really like the way they have used the scope of on-line to involve their customers.  This is real brand-building (in other words community).  Its a limited range, but I see no reason why that shouldn’t expand, which can only be good.  Customers, get a real sense of involvement in design and there’s a pioneering spirit about the individuality of the range that provides the essential community ingredient that is further enhanced by the opportunity customers have to vote for designs.  The people at Made.com clearly don’t need me to tell them where the opportunities lie, they are screaming at us all over this concept.  I particularly like the potential for a clicks and mortar model that’s similar to one I have in a bottom drawer right now.

Of course e-tailing isn’t the panacea that a lot of its evangelists make it out to be.  I’ve raised issues of customer service overheads in other posts and I’ll be interested to see how this essential element is handled by Made as time goes on, but Made is an idea, and we can’t have too many of them in the new economy.  Ideas are what will set the world spinning again and these people may just have it made!

The future of publishing

Graham Rust at Rust Klemperer in Prague just sent me a link to this film and I thought that it was worth highlighting.  Its just a nice, simple, inexpensive and clever solution with excellent copywriting that suits the character of the brand and  that makes you think.  There’s not enough of this kind of thing around a the moment.

The film was made by Khaki Films and, thanks to the producer Zoe Uffindell who has added the details to this post as a comment, we now know who contributed.

Waitrose show us the shape of retailing in the new economy.

Its happening far less frequently recently, because most organisations appear to have slithered into a state of cerebral hibernation, while they wait for someone else to fix the world, but every now and again I come across an initiative that prompts a fist-pump and a big “YESSSS!”.  This time Its Waitrose with the masterclass in how to trade in the post-recession, economy.

In fact I first proposed this strategy to another retailer about ten years ago and I’ve put it to others since.  I even, on one occasion, met with prospective channel owners and gained their commitment to the idea.  All my client had to do was sign on the line and they’d have secured a new revenue stream ahead of the game, but each time the retailers in question chickened out.  I have never understood why retailers have been so slow to take this obvious step.

I’ve always considered retailing to be the last bastion of the entrepreneur.  Its certainly the only sector where you can trial new ideas at minimal cost and get direct feedback from customers in a weekend, so with revenue and more importantly, profit, so illusive these days, retailers should be launching new initiatives on a daily basis.  If ever there was a time to pull those proposals out from the bottom draw and dust them off its now and this one is begging for an airing.  I’m just chuffed to bits that its a smart, switched-on business like Waitrose that’s going to take up the challenge.  I’ve always liked John Lewis partnership.  If ever an organisation had their internal marketing and brand building sorted its them and, as I keep saying, when your brand community is strong you can do anything.

Its been decades since a retail brand was only a name over a door and if ever there was a real brand community anywhere its going to be in the retail sector.  The relationships we have (Brandships) with retailers are like no other and its going to take an act of spectacular incompetence for Waitrose to fail in this venture.

Now, let’s see if they leverage all the opportunities and which of their “me-too” competitors will have the balls to take them on.  Yes, retailing is alive and well after all and living in Bracknell!  Game on!

A new talent worth listening to

Folks who know me will know that I am never far away from music and always excited to find new talent.  As with anything else I firmly belive that music is about progression.  Once something has been done I can’t see the point in doing the same thing again unless you take it to a new level and I don’t rate musicians who find a formula and just keep repeating it album after album, however good an idea it may have seemed the first time.

Its reassuring therefore to come across a musician who is doing something a bit different and a young lady who fits the bill is Lucinda Belle, a singer/songwriter and jazz harpist who has just won her first recording contract.  Lucinda appeared on the BBC’s Breakfast show this morning with her harp “Diana” and a cuple of tracks from her forthcoming album “My Voice and 45 Strings” and I just feel she’s worth a listen.  If you want more (apart from the YouTube post I’ve linked to above) I guess you’ll just have to wait ’til the album comes out like the rest of us, but you can pre-order on Amazon right now.

Diversity in Redditch and the public sector challenge

One of the hottest buzz-words in the UK public sector right now appears to be “diversity” which, as I understand it, basically means celebrating the richness of the UK culture or getting on with your ethnic minority neighbours.  As the conquerors and oppressors of innumerable cultures in the past we Brits are falling over backwards to make up for our evil past by making the folks we have displaced feel “at home at our place”.  Just the kind of thing guaranteed to get lefties throwing public money around like confetti – which it seems is just what they are doing.

Don’t get me wrong, I think the diversity idea is fine.  It might not feature much above chip-and-pin wheely bins and installing badger tunnels under trunk roads on my “must do with taxpayers money” list in these hard times, but if was standing for election right now I wouldn’t be making a big thing about adding it to my list of proposed public sector spending cuts either.  However, initiatives like this do tend to reveal the yawning gulf that exists between well conceived national policy and local government naivety (or depending on how you see it “incompetence”).

Last week was Chinese New Year – the year of the tiger or something – and the town where I stay when I am in the UK staged a diversity event.  This was devised and has been run for the past few years by a husband-and-wife team who have some nice, if a little cutesy, ideas and, it seems, a simplistic and naive approach to management.  They told me that over the years the event has grown, although they didn’t seem to have access to any numbers other than a rough guess that visitors currently numbered around two-hundred, which it seems to me is more a bit of a get-together than an event – I’ve had bigger parties in my Prague apartment.  However, more power to their elbow.  If they are prepared to flog themselves to death for a year to entertain a couple of bus-loads of people then good luck to them.  But here’s the rub.

There wasn’t an ounce of commercialism in the venture at all.  Everything was a cost.  Every glaring revenue-generating opportunity, from the provision of chinese food by local restaurants to face painting and lantern-making for the kids, was duly ignored in the name of purity.  But purity has a price and in this case the taxpayer was footing the bill … not once, but twice!  Firstly the County Council were contributing taxpayers money from their “diversity” fund and then every visitor was paying for a ticket at the rate of £5 a head or £12 for a family of four, which, when you add it all up, isn’t cheap when most of the labour was voluntary.  But the real bummer was that the limited resources, skills and experience of the organisers resulted in a bit of a shot in the foot.

Firstly the publicity in the local paper quoted the price of family tickets at £5 insead of £12 so every family that turned up was instantly annoyed.  The price included a shambles of a children’s theatre production which the organisers seemed to think was just fine because the kids had only had two days to prepare for it (they didn’t seem to get it that people were paying, the organisers had had at least a year to work out how to prepare better and the kids were probably embarrassed to hell).  Tickets also included a “chinese meal” served in the Town Hall Council Chamber, which was organised on a sitting schedule, was an hour late and not very good and, to cap it all, by the time diners had extracted themselves from the lunch the volunteers who had set up and were supposed to be running the side-shows in another building, had decided that nobody was coming, so packed up and left, which meant that there were no activities.

I appreciate that there are folks out there who might think that I am being unsympathetic, but I do believe these things are a great idea, they just have to be viable and there is absolutely no reason why they shouldn’t be.  I don’t think its the place of local government/taxpayers to pay for them – underwrite them by all means, but only if there is a business plan and a genuine attempt by the organisers to make them viable.  There was a film maker sent by the County Council to record the event, undoubtedly to “big” it and them up at Whitehall at some future date, but actually what was needed was for the council nobs to get their fat-cat Business Link buddies to give the organisers some free advice and support – make a contribution for a change.  I am sure that even Business Link could run a raffle (well, maybe not)!

Diversity is a great idea, but in the hands of do-gooding local councils, as in this case, ideas can produce the opposite to the intended response with visitors leaving feeling angry and disappointed and taxpayers feeling betrayed.  Wholesome events don’t have to cost money either.  The Prague Marathon – the third largest marathon franchise in the world – and in a developing economy to boot – runs on a team of six full-time employees.  All the rest are volunteers and sponsored activities and I would be embarrassed to tell you how much revenue that generates!

With the UK facing the prospect of unprecedented cutbacks in public spending our public sector needs to get real.  The easy option, and I’m certain that it will emerge, will be for local services to be cut back and events like this to fall victim to the axe, but if the folks at County Hall deserve to stay in their jobs this wouldn’t be the case.  That’s the challenge to the public sector, who, for the first time is going to have to demonstrate some commercial competence.  Running a country, a county or a town is a business.  Customers are looking for improved value.  If you can’t hack it, stand aside and let someone who can see the ball.

Meanwhile I genuinely do appreciate the effort and commitment that the organisers put into Chinese New Year in Redditch and I feel as bad as anyone about it not hitting the mark, but next time, I’d like to see the County Council support them with expert help and advice rather than cash, even if that advice is to bring in someone to show them how to make this the event it could be.

Solve the mystery of disappearing Moscow

Brits who travel a lot on business won’t be strangers to the commercials of various national tourist bodies that appear on BBC World News, CNN and the like.  These examples of national branding are sometimes informative, often quite surprising and I suspect not always accurate, but so many have jumped on the (quite-rightly highly praised) Incedible India bandwaggon that they are now becoming wallpaper.  Time for India to “up” their game maybe.

Among the better look-alikes are the efforts of  Turkey, Macedonia, Croatia, none of which quite match the Indian production for originality or execution, but has anybody seen the latest effort from Moscow?  I caught it once and, in many respects, that was enough.  I can’t remember the strap line, “Moscow – not just any city” or something, but the production did leave me with a deep yearning to be anywhere BUT Moscow.  It was absolutely terrible!

I haven’t seen it again, but I may just have been lucky.  I can’t even find a copy on the Internet to show you, its not on any show reels that I can access and its not even on the Moscow Tourism web site.  Perhaps the Kremlin have stepped in and erased all records?  I have been trying to discover who produced it, but it seems the offending agency are, quite understandably, keeping their heads down too.  If they are smart enough to have created an integrated campaign the matching mailshot would have to be body-parts or something in the post, but happily they clearly aren’t – smart enough that is – otherwise they wouldn’t have produced this dog!

I suppose you have to give them full marks for honesty at least.  They certainly couldn’t be acused of copying the Incredible India format or of making promises that they can’t deliver.  The references to night-life and historical buildings and the campaign strap-line are all almost apologetic and the overall presentation is excrutiatingly boring, bordering on intimidating.  Even the voice-over sounds like Vincent Price!  This is definitely the Moscow I know – a place where the seats on tourist coaches are fitted with manacles rather than seat-belts, to ensure that tourists don’t get off and run for the border!

I’ve been dealing with a Moscow agency recently who were bemoaning the lack of the skills of the planners and strategists they have access to.  Maybe, the problem is deeper than this?  I’m used to weak management, strange attitudes, poor skills and lack of experience of marketers in Central and Eastern Europe – its understandable to a point, but Moscow is trying to establish itself as a major world city with all that goes with it and I’m surprised that a flagship marketing campaign this awful would have made it to the screen.  Can you help solve the mystery of the disappearing TVC?  If you know where there is a copy post the URL so that we can all see it again and if you have the story behind this by all means dish the dirt.  We all want to hear.

Wossy shows us what makes a great brand.

My feelings for Jonathan Ross are mixed.  There are times when he is nothing short of a complete arsehole and others when he puts together a show that leaves you gasping in awe, but at least he takes a few risks, which is how great things are achieved and the bloomers are par for the course.

Everything went right for Wossy last night though, he even made Andrew Lloyd-Webber look interesting, and massive talent though he may be, as one who has had conversations with the Lord in the past I know what kind of achievement that could be.  The show moved up a gear, though, with the appearance of Johnny Depp and Tim Burton in an insanely interesting  double-hander that left you thinking that Jonathan had left himself with nowhere to go, but he capped it in the most unexpected manner with an appearance of Sade performing a track from new album that was just breathtaking.

I defy anybody with an ounce of creative nous to deny that Burton/Depp is probably the most creative combination in cinema right now and although I might hesitate (for a nanosecond) before buying the house next door to either of them, even if I could afford it, they’d have to make the top of your dinner-party guest list.  These guys are true creatives.  Everything they do busts the envelope and, risky though such a strategy may be, in their case it has come off more often than not for the last twenty years.  People fork out enthusiastically to see their work and that’s a definition of success that a few marketers would do well tune-in to.

Sade, having been out of the spotlight for a while, looks like making a hell of a comeback if “Soldier of Love” is anything to judge by and there’s more like it, or rather nothing like it because she delivers a masterclass in a wide range of genres, on the new album.  She is simply a planet away from the regular chart-toppers in creativity and sheer dedication to her craft.  No wonder, like Depp and Burton, she’s proven so resilient.  The score for this number didn’t just happen, it’s the product of a meeting of extreme creativity with a level of technical genius that just makes you smile and a degree of sweated labour that, despite their protestations to the contrary few of today’s new talent would even contemplate.

The thing about all of Ross’ guests this week is that they stand out from the crowd and being distinctive, as we all know, is the essence of a strong brand and the key to the Brandships that serious businesses are built on.

Britain’s unemployed managers – the solution to SMEs’ problems

I’m back in the UK for a while and, inspired by the tales of the many struggling businesses in my local area, I’m trying to do my thing for SMEs .  I say “trying”, because, as my Granny used to say “You can’t help folks who won’t be helped”.

Most “small businesses” are small because they haven’t got what it takes to be big.  The deficiencies come in many forms and span all areas of business from lack of key skills like financial, operational management and marketing, to just being plain crap at what you do.  In a normal buoyant market there may be hope for even the least capable, but as conditions are now, if you aren’t sharp you won’t get to play.  As I have said before, this is a good thing.  Its the process of natural selection and we should come out of this experience, as a business community, smarter and better equipped.  However, I have my concerns.

Its no disgrace for an SME to lack a few key management skills.  If you are small, you are bound to be wanting in one area or another, its just a matter of where your strengths lie and what you do about your weaknesses that determines your destiny – that’s marketing.  My worries are two-fold.  Firstly, the natural instinct of far too many organisations in recent months has prompted an alarming HR trend and secondly, the support system for SMEs in the UK is failing miserably – and I’m not talking about the banks who seem hell-bent on some wild agenda to bring down the UK SME sector.

The HR trend I refer to is for firms to off-load senior people in pursuit of short-term payroll savings.  Its may seem an obvious quick-fix, but as I thought we all knew already, it brings only very short term benefit and beyond that its nothing more than the beginning of the end.   It affects organisations large and small in the same way, but simply because small businesses are less robust the effect it has on them is more often terminal.  Taking away managers (provided they are worthy of the title) from any organisation is like removing the rudder and the end result is invariably crash and burn.

In a similar way, organisations that think they are being smart by taking the Arsenal FC approach to business – hiring young inexperienced players and attempting to turn them into key strikers – are on a hiding to nothing too.  Inexperienced staff suck up key management time, involving them in micro-management that leaves them unavailable to perform their main leadership and innovation role.  It is also a customer satisfaction and operational efficiency nightmare that in times like these you just can’t afford.

To make matters worse, there’s nowhere for a UK SME that is short of management know-how, to go for help.  Years ago, a UK government initiative saw the foundation of an organisation called Business Link.  Basically, this was a joint-venture between the public and private sectors that was supposed to bring management skills to SMEs through a network of local consultancies.  Now, I have to put my hands up here and say that if I had my way they’d all be closed down and I bet nobody would even notice – apart from the exchequer who would immediately have a shed-load of cash to do something useful with.  Without exception, every SME that I have encountered, that has had any dealing with this bunch have nothing but disdain for them.  From what I have seen and experienced over the years they fail absolutely to operate as a network, they have no understanding of the realities of business and their methods are both outmoded and inflexible.  If ever there was a depository for no-hope graduates, with lots of meaningless qualifications and absolutely no grasp of reality, its Business Link – a typical public sector organisation in fact.  Anyway, rant aside, expecting Business Link to lead your SME out of recession is on a par with expecting Gordon Brown to win a personality contest – It ain’t going to happen!

Against this background I have been trying to get local politicians, government departments and business groups to consider ways of addressing some of these problems.  For example, most of the smart senior managers who have been victims of business cut-backs in recent months are still on the dole.  The managers with the very skills and experience that SMEs need right now are being paid (albeit a pitiful amount) to watch daytime TV and most of them are resigned to this reality for the rest of their lives.  That’s a fact supported by today’s unemployment figures and under-lined by a live phone-in on the BBC’s Radio Five Live this morning.    I approached one of the organisations employed by the Department of Work and Pensions to deliver Back to Work programmes for unemployed managers with the idea of devising a programme that would bring the need and the resource together and taking it to the DWP to seek funding.  It was like trying to raise the dead!  Rather than apply their minds to making something happen their every effort went into thinking of reasons why it wouldn’t work.  Just the kind of positive thinking we need to get us out of this mess!

I asked my local Tory candidate to help me get something going with the DWP and JobCentres, but got no reply.  I even offered free advice to a local trading group and received no reply to that either.  I approached the local paper and an independent employment agency with the idea of running a seminar for local managers of SMEs and neither were interested.

My mailing to a sample one-hundred local businesses offering them a free consultation that could get them thinking in the right direction had no takers and my follow-up calls revealed that they had mostly been approached by Business Link who failed them miserably and once bitten were put off the idea of consultants forever.

Its sad that our SMEs – our commercial future – are stuck like rabbits in a car’s headlights, while Theresa May the Shadow Work and Pensions Secretary and the Employment Minister Jim Knight, who together have solutions to some of these problems in their gift, bitch about minutia and argue out party politics on national radio.  The inability to run a piss-up in a brewery is endemic in our society and clearly, it goes right to the top!  Maybe we should recruit our next government from the ranks of our unemployed managers?  Now there’s a thought!