Search Results for: case study

3 1 Tough Mother, 2 marketing objectives: Image advertising AND results

BNBranding logoIt’s an old debate… can image advertising actually move the needle on bottom-line business objectives?  Ad agency execs say yes, of course. But marketing directors, C-level execs and direct response guys are often skeptical.

My humble opinion… absolutely. When it’s done well, “image” advertising certainly can achieve both objectives… move product AND cement the brand identity in popular culture.

There are many great examples of image advertising that has done exactly that…  The Got Milk campaign.  Absolute Vodka. Ipod intro advertising, to name a few.

Here’s a case study from my hometown, Portland, Oregon:

Meet Gert Boyle, the iconic matriarch of Columbia Sportswear.

Gert inherited the family business in 1970 after her husband’s untimely heart attack. At the time, Columbia was generating $650,000 a year in sales, but was teetering on the brink of insolvency. Although the company made a popular line of fishing and hunting apparel, profitability had been a problem for years.

To make matters worse, Neal Boyle had offered three family-owned homes and his life insurance policy as collateral for an SBA loan. The pressure was on.

After the first year Gert seriously considered selling. But when the deal fell apart she dug her heels in, made some tough decisions, and with help from her son Tim, turned the business around. By 1978 they reached $1 million in sales. By 1983, they were up to $12 million.

The first image advertising for Columbia touted the technical aspects of their product and said, “We don’t just design it, we engineer it.”

Ooops. It was a message more suited for the biggest competitors, like Patagonia or North Face, than Columbia.

Columbia’s jackets weren’t the most technical on the market, nor the most fashionable. It wasn’t a brand you’d see on an expedition up Everest or in a popular skiing film, so the engineering angle missed the mark. It was image advertising that didn’t capture the heart of the brand.

Columbia products represented functional practicality, not high-end technical features.

BNBranding use long copy to be authenticTheir jackets sold for half the price of their competitors, and were perfectly suitable for 95% of the population who are outside enthusiasts, but not extremists. The brand was more about braving the Oregon rain than assaulting the seven summits.

So in the fall of 1984, Bill Borders, Wes Perrin and the team at Borders, Perrin & Norrander came up with something completely different.

“All the competitors were doing campaigns with pretty outdoor photos and suitably attractive models,” said Wes Perrin. “Bill wanted to differentiate the brand, and establish more personality.”

At that time, there was a famous campaign running with Frank Purdue, for Purdue Chicken. “We thought we could could do something like that, because we had Gert Boyle,” Perrin said. “She declined at first, but she ended up being great to work with over the next 20 years or so.”

brand advertising columbia sportswearThey portrayed Gert as stubborn, finicky and overprotective. They showed the product and touted benefits, but always in context with a small, family-owned business and Mother Boyle’s strict quality control standards. Nothing gets by her.

As it turned out, Gert embodied everything the Columbia brand is about. She was the most obnoxious, bullheaded, effective pitchman ever, and people loved her.

In her book, Gert said  “The impact of the ads was almost instantaneous. Sales quickly increased, and I was surprised when strangers came up to me on the streets and asked if I was the “Tough Mother.”

“The tall, thin, blonde models in our competitor’s ads may be easier on the eyes, but they don’t care about you like good old Mother Boyle. “The image created in the ads took hold. Instead of seeing us as just another outerwear company, our customers thought of us as the company where the cranky, crotchety old broad made sure they were getting a good product at a fair price.”

Once Gert and Tim realized they had a big hit they turned up the heat, outspending their competitors by a wide margin.

They started running TV spots where Gert used her hapless son as a product-testing guinea pig. She sent him through a car wash, dumped him unconscious on the summit of a mountain. Froze him in the ice and drove over him with a Zamboni. All with the tagline: Tested Tough.

Fun stuff. And spot-on from a branding standpoint.

How to differentiate your company - BNBranding“Our ads set us apart from the corporate pack. People related to us because they believe there is a person at Columbia who really cares. And the best thing about our ads is that they are true. I really do care.” – Gert Boyle.

Authenticity. Differentiation. Credibility. And increased sales. What more could you want from image advertising?

When the campaign launched in 1984, sales were $18 million. By 1990 Columbia hit the $100 million dollar mark. Today they’re the number one outerwear company in the world, doing $2.5 billion a year.

Unfortunately, Gert was absent from the brand advertising for ten years. While the company continued its growth, the advertising lost the edge that Borders had established. Columbia’s website and on-line marketing efforts didn’t have the brand personality of the old Gert Boyle ads, and began to look more like the predictable, stock imagery of all the other brands.

So in 2015, Columbia’s advertising agency brought Gert back for the “Tested Tough” campaign, proving that her appeal stood the test of time.

For more on brand personality and image advertising, try this post. 

BNBranding's Brand Insight Blog

2 Travel industry advertising – Wales misses the fairway by a mile.

Humor me for a minute. I seldom use the Brand Insight Blog to critique ads. It’s just too easy to just snipe about details like an idiotic headline or the lazy use of stock photography. But I recently ran across an ad for Wales that’s simply too bad to pass up.

It’s a perfect example of what’s missing from most brand messages and a relevant case study of what NOT to do in travel industry advertising.

First, a little background on golfers and golf travel. Golfers spend a lot of money supporting their habit. We buy $400 drivers and travel great distances to play exceptional golf courses. But we’re not stupid. We shop around just like anyone else and make darn sure we’re getting the best experience possible when booking a trip.

travel industry advertising agency

Wales definitely has some pretty pictures.

For Americans, a trip to Wales is a tough sell. Let’s face it… Scotland, the Holy Land of golf, is right next door and Ireland is just a ferry ride away. Wales isn’t even on our radar.

Here’s another important fact the Welch tourism office didn’t consider: Golfers have a phobic aversion to certain numbers. We hate 6s and 7s! An 8 on the scorecard is known as a snowman, and is more dreaded than an STD. Nines and 10’s aren’t even spoken of, much less, featured prominently in the headline of an ad.

Every industry has its advertising conventions — required elements, if you will. In golf advertising it’s the pretty picture. Just show the beauty shot of the course with sunlight streaming across the fairway. It’s the price of admission in the category… if you don’t have good photography, don’t even play.

So it’s not surprising that all golf travel ads look alike. The “creative” part of the assignment usually goes like this: “Just figure out where we should run this pretty picture of our golf course.” There’s no story telling. No relevant message that’ll connect with anyone on an emotional level. And there’s very little differentiation.

Same goes for travel industry advertising in general. It’s almost always just a pretty picture and a few throw-away words.

how to create a great golf adWhich brings us to the ad in question. It was a full page in Golf Digest, retail value; $88,000. There’s a mediocre aerial photo of a costal golf course on a dramatic spit of land, with a big headline that reads:

6,7,5,6,7,7,9,7,5,6,6,7,8,6,7,8,5, but happy.

Huh???? That’s the most blatantly false headline I’ve ever seen in travel industry marketing. There’s no way a traveling golfer is going to be happy with a scorecard like that. And the cliché-ridden body copy does little to relive my discomfort with the whole idea:

“We all get those days. Where you seriously consider packing it all in and taking up darts or something. But even a bad round here has its positives. Stunning championship courses. Reasonable green fees. No pretentious nonsense. A good walk through our beautiful countryside. And best of all, in Wales tomorrow’s always another day.”

Tomorrow’s also a fine day to fire your copywriter.

Apparently, the message is: Travel all the way to Wales and magically, somehow, you’ll feel good about all those 7s and 8s and 9s on the scorecard. Talk about a disconnect! 7s 8s and 9s are even more depressing at a seaside course in Wales than they are back home. It’s every golfer’s worst nightmare… travel 6,000 miles to an epic destination and then stink up the place.

Been there, done that. (Okay not that bad, but bad enough to leave a scar.)

how to avoid bad advertising in the golf industrySo here you have an ad that doesn’t just lie flat on the page, unnoticed and ineffective. It screams bad experience! It conjures up memories that are emotionally scarring to me, and now I associate Wales with that negative experience.

Ouch.

You won’t convince golfers that a terrible round will be more palatable in Wales, and you shouldn’t even try. It’s an unbelievable, irrelevant message that misses the target audience by a mile. (People who shoot 118 don’t travel to obscure oversees destinations to play golf. They ride busses from one tourist trap to the next.)

But let’s be fair. The Wales Tourism Board isn’t the only organization that misses the mark when it comes to strategic message development. Most companies have at least of half-dozen messages they could use for their advertising. The problem is, they’ve never spent the time to figure out which of the six will really resonate.

If you’re faced with that message development problem, here are some guidelines that’ll help:

1. Assess each possible message on a credibility scale. Turn the BS meter to full volume and honestly decide which statements are believable and which ones sound like marketing hype?

2. Identify the hottest pain point for your best customers, and work from there. Big numbers are definitely a pain point for golfers. Unfortunately, Wales can’t promise to solve that problem.

3. Identify the messages that are in line with your core brand concept and move those to the top of the list. Don’t deviate.

golf industry marketing and advertising4. Beware of plagiarism. If your message sounds a lot like your competitor’s message, throw it out. In that Golf Digest Ad, Wales uses the tagline “Golf as it should be.”  A blatant rip-off of the phrase coined by Bandon Dunes Golf Resort: “Golf as it was meant to be.”

5. Get some professional help. You’re too close to it to make sound judgment on what will resonate, and what won’t.  Time after time, our market research proves this point. Travel industry advertising has the potential to be truly great. Don’t waste that opportunity by running mediocre ads.

6. Know your market and subject. Do the research. It’s pretty obvious that whoever did the ad for Wales had no experience with, or knowledge of, golf industry advertising.

Would you like to learn more about how to develop a message that will really resonate with your target audience? Read this post.

Want to see some of travel industry advertising I’ve done? Click here.

Strategy & Tactics – The Yin & Yang of Marketing

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Are your marketing tactics aligned with your strategy? Your operation? Your brand?

Are you struggling to prioritize your tactics and track results?
Is your marketing effort out of balance?

marketing strategy vs. tactics: yin yang of marketing


We can help with a Yin Yang Marketing Assessment.

Marketing programs, like people, need balance. It's a yin yang thing. And balance begins by finding the truth about your current marketing efforts.


So stop guessing. Get the truth you need to achieve marketing harmony. 

We’ll assess your marketing plan, study your tactics, and dive into any strategy documents you may have. Then we’ll provide a coaching session where we deliver a clear, decisive plan on how to balance your efforts with a harmonious combination of strategy and tactics.


It's an easy, risk-free way to get the answers you need from a team of seasoned marketing professionals.


Schedule your personalized, YinYang Assessment today and get the insight you need to align your strategy and tactics.

Apprentice Package

Get the insight you need to align your strategy and tactics.

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  • Marketing Strategy Assessment. Review of your current marketing strategy to determine how it stacks up against your competitors. 
  • Tactical Plan Review. Analyze the list of your current marketing tactics along with the budget to determine the most cost-effective solutions.
  • Yin/Yang Alignment Roadmap. This deliverable will show you exactly where your strategy and tactics are aligned, and where they go wrong.
  • Accounting and critique of your creative assets. Assess the execution of your marketing tactics. Graphic elements, copywriting, videos, music, photos and key brand imagery.
  • 1 hour of personal coaching. I will walk you through our findings answer questions, and provide clear direction on what your next steps are toward marketing success.
marketing strategy vs. tactics: yin yang of marketing

Questions? Call us at
541-815-0075

marketing strategy vs. tactics: yin yang of marketing

When your marketing efforts are in balance, you will:

  • Avoid costly strategic blunders and tactical do-overs.
  • Stretch your marketing budget by creating and leveraging the right assets.
  • Align your value proposition and marketing messages with your most valuable prospects.
  • Improve awareness, brand image and brand loyalty. 
  • Increase the ROI from every marketing tactic. 
  • Eliminate wasteful tactics and messages that cause confusion.

Here's what two recent clients have to say about BNBranding:

“I really appreciate the art and craftsmanship of the work they do at BNBranding. Their design work is meticulous and very well thought out. John Furgurson is the consummate professional… always delivers what he says he’s going to deliver. They did my website and some very nice printed sales materials. It’s first rate. I would definitely recommend them.”  

Lisa Slayman

Slayman Cinemas

BNBranding revolutionized how I was positioning my paddle craft invention John took a deep dive into the roots of user preferences for various paddle craft, then helped me recognize a far broader application for my design. The aha! moment in a coffeeshop together was truly remarkable. I will always credit John as the Big Thinker behind what we now call our “crossboat.” 

Michael Grant 

Kittigan Crossboats

An unbiased, outside perspective makes all the difference.

Don't ask your in-house team how things are going. Ask us instead. We’ll tell you if your strategy and tactics are in alignment. We’ll gladly report that your ads are spot on, or your video production is a true tear jerker.

But we’ll also call a spade, a spade.


If your website is way off base, we’ll give you specific list of to-dos that’ll make it better. If your value proposition doesn’t resonate with the target audience, you need to know that. If your social media posts are coming out of left field, we’ll tackle that one too.


I promise you this… You will have new insight on what’s working, and what’s not working. And you’ll have an actionable plan that you can implement, so you can eventually achieve complete marketing enlightenment.


Schedule Your Personalized, YinYang Assessment today.

Apprentice Package:
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marketing strategy vs. tactics: yin yang of marketing

Master Package: 
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marketing strategy vs. tactics: yin yang of marketing

Copyright 2018,  BNBranding  |  541-815-0075


marketing strategies for alcoholic beverages

Absolutely Better Branding (Lessons from a strong shot of vodka.)

dill pickle vodka BNBrandingChocolate vodka? Dill pickle vodka? Bacon flavored vodka? Cinnamon Roll Vodka? Smoked Salmon Vodka. I kid you not. When it comes to marketing strategies for alcoholic beverages, fantastical flavors are all the rage.

Seems like there’s a new flavor-of-the-day every time I visit a liquor store. Ten years ago there were basically only four or five choices of vodka. Now there are 20 brands, and every brand has a dozen different whacky flavors.

Where’d the vodka flavored vodka go?

It’s great news for mixologists, but a bit overwhelming for the average consumer.  And it poses huge challenges to marketers who are trying to succeed in this newly crowded space.

Doesn’t matter if it’s vodka, gin, whiskey or rum, the marketing strategies for alcoholic beverages are getting more and more involved.

So here’s some advice, based on one of the classic marketing case studies from this category: Absolut Vodka.

The first rule of advertising is this: Never take the same approach as your closest competitors.

If you want to differentiate your brand, you have to think “different.” Contrarian even. Everything that you say, everything that you show, and everything that you do should be different, to some extent than what everyone else in the industry is doing. Study all the market strategies of alcoholic beverages, and then choose a different path.

”Here’s how:

• Even if you’re selling the same thing, don’t make the same claim.

There are hundreds of different ways to sell the benefits of your product or service, so find one that’s different than your competitors. That often comes down to one thing: Listening. The better you are at listening to consumers, the easier it’ll be to differentiate your brand.

• Don’t let your ads or your website look or sound anything like competing ads.

Use a different layout, different type style, different size and different idea. The last thing you want to do is run an ad that can be mistaken, at a glance, for a competitor’s ad. If all the companies in your category take a humorous approach to advertising, do something more serious. Find a hook that’s based on a real need of your target audience, and speak to that. Zig when the competition is zagging.

• If you’re on the radio, don’t use the same voice talent or similar sounding music.

Find someone different to do the voice work, rather than a DJ who does a dozen new spots a week for other companies in your market. Same thing for tv spots. (This is an easy trap to fall into if you live and work in a small market… there’s not enough “talent” to go around.)

Unfortunately, every industry seems to have its own unwritten rules that contradict the rules of advertising.

These industry conventions aren’t based on any sort of market research or strategic insight. They’re not even common sense. Everyone just goes along because “that’s how it’s always been done.”

The problem is, if that’s how it has always been done, that’s also how everyone else is doing it. In fact, some of these industry conventions are so overused they’ve become cultural cliches.

• Don’t use the same images or advertising concepts that your competitors are using.

The rule in the pizza business says you have to use the “pull shot:” A slow-motion close-up of a slice of pizza being pulled off the pie, with cheese oozing off it.

In the automotive industry, conventional thinking says you have to show your car on a scenic, winding road. Or off the scenic winding road if it’s an SUV.

In the beer business, it’s a slow motion close up of a glass of beer being poured.

marketing strategies for alcoholic beveragesThose are the visual cliches… the images that everyone expects. They are the path of least resistance for marketing managers.

But if you go down that road, and follow your industry conventions, your advertising will never perform as well as you’d like. In fact, history has proven you have to break the rules in order to succeed.

Absolut Vodka won the market by winning the imagination of the consumer through brilliant print advertising.

In 1980 Absolut  was a brand without a future. All the market research pointed to a complete failure. The bottle was weird looking. It was hard to pour. It was Scandinavian, not Russian. It was way too expensive. It was a me-too product in the premium vodka category.

But the owner of Carillon Imports didn’t care. He believed his product was just different enough… That all he needed was the right ad campaign.

So he threw out all the old conventions of his business and committed to a campaign that was completely different than anything else in his industry. And he didn’t just test the water, he came out with all his guns blazing.

TBWA launched a print campaign that called attention to the unique bottle design of Absolut. It was brilliantly simple, and unique among marketing strategies for alcoholic beverages of any kind.

Needless to say, it worked.

The “Absolut Perfection” campaign gave a tasteless, odorless drink a distinctively hip personality and transformed a commodity product into a cultural icon. In an era where alcohol consumption dropped, Absolut sales went from 10,000 cases a year to 4.5 million cases in 2000. And it’s still the leading brand of Vodka in the country.

The moral of the story is this: When you choose to follow convention, you choose invisibility.

“To gain attention, disrupt convention.”

marketing strategy for alcoholic beverages That’s my own quote.

Instead of worrying about what everyone else has done, focus on what you could be doing. Take the self-imposed rule book and throw it away. Do something different. Anything!

Long before the days of dill pickle vodka, Absolute added a nice local touch to its ads in major markets such as LA, New York and Chicago. (ads at left)

They made the campaign timely and locally relevant by hitching onto well-known events, famous people and iconic places. It was a brilliant example of wise brand affiliations.

marketing strategies for alcoholic beverages

This disruption mindset doesn’t apply just to the marketing strategies of alcoholic beverages. It’s important for professional service companies or any other category where it’s tough to differentiate one company from the others.

Take real estate agents for example. Realtors are, in essence, me-too products. Flavorless vodka. In Bend, Oregon they’re a commodity. Even if a realtor has a specialty there are at least 500 other people who could do the same thing. For the same fee. That’s the bad news.

The good news is, even though there’s no difference in price and no discernable difference in service, you could still create a major difference in perception. If you’re willing to think different.

Like Absolut Vodka, a unique approach to your advertising is the one thing that can set you apart from every other competitor. Advertising is the most powerful weapon you have, simply because no one else is doing it. At least not very well.

But putting your picture in an ad won’t do it. That’s the conventional approach.

Remember rule number one and run advertising that says something. Find a message that demonstrates how well you understand your customers or the market. Run a campaign that conveys your individual identity without showing the clichéd, 20-year-old head shot.

Do what the owner of Absolute did. Find an approach that is uniquely yours, and stick with it no matter what everyone in your industry says. Over the long haul, the awareness you’ve generated will translate into sales. Next thing you know everyone else will be scrambling to copy what you’re doing.

Eventually your campaign just might become a new industry convention. Maybe not on par with bacon vodka or dill pickle vodka, but iconic nonetheless.

For more on marketing strategies for alcoholic beverages, try THIS post. 

8 crowd sourcing logo designs waste of money

Crowdsourcing logo design (Getting literal for little.)

Crowdsourcing logo design is a sore subject in the graphic design community. I could easily write 10,000 words and show 1,000 examples of why crowdsourcing is a bad idea. But I’m just going to focus on two practical reasons that you probably haven’t considered… These two ought to be deal breakers for many people who are trying to save a few bucks on their brand identity:

1. Managing the crowdsourcing process is a time-consuming pain in the butt. If your time is valuable, it could actually cost you more than hiring a local designer.

2. The finished product usually falls flat. Branding firms and graphic designers spend a lot of their time “re-branding” companies that originally crowdsourced their logo design. 

First, let’s address the managerial issues of crowdsourcing logo design.

I recently coordinated a crowdsourcing project for a client. (Against my most adamant advice.) The client believed that his money would be better spent “outsourcing” the design work and using me as the Creative Director/Project Manager.

crowd sourcing logo designs waste of money

Fair enough… I’ve played that part in my company for more than 25 years, so it should be easy, right?

Wrong.

Managing a herd of young, unproven designers from far-away lands is far harder than managing the designers who I know and trust. It was a valuable experiment, and a bit of an eye-opener for me.

My first task was to provide an insightful, tightly-written creative brief that would provide all the inspiration the designers would need. No problem, that’s right in my wheelhouse. Plus, I had already devised a brand platform for that particular client, so the brief was relatively easy. In this case, my creative brief even included specific graphic concepts that I wanted the designers to explore.

Too bad nobody read it.

The first 50 design submissions were obvious throw-aways — A complete waste of time from designers who didn’t take even five minutes to read the creative brief. It was ridiculous. Using the handy “comment” tool on the crowdsourcing platform, I strongly suggested that they start over. “Don’t submit anything until you’ve thoroughly studied the creative brief,” I told them.

The next batch wasn’t any better. The designers were obviously submitting old designs that had been sitting around from past crowdsourcing “contests.” They just changed the name of the company, and voila!

Back to the comment tool: “We will entertain original designs only… no recycled designs please. “

I also loaded up more background material for the designers who actually choose to read. But as more designs rolled in it was painfully clear that many were just derivatives of earlier submissions. That’s one of the worst things about crowdsourcing… the designers see all of the submissions and what the client has “liked.” This system inevitably leads to copy-cat design.

“The client said he likes that font, so I’m going to use that font.”

crowdsourcing logo design “The client liked that purple color, so I’m going to do some purple versions.”

“The client commented favorably about that mark, so I’m going to do something like that.”

At one point a cat fight erupted between two of the designers, with one accusing the other of stealing her designs. Never mind. They were both terrible. I saw more crummy designs in that month than I had in the last 10 years. Back and forth and back and forth we went until we finally selected the “winning” designer.

That’s when the real work started.

After looking at more than 250 designs we finally had one that was, at least, a mediocre solution. Again, I went back to the “comments” tool and began the fine-tuning process. Unfortunately, the winning designer had no experience producing a simple bundle of materials like letterhead, business cards and an email signature, so there was a painful back-and-forth process on the simplest little production details. Stuff than any junior designer should have known.

For accomplished creative teams, every new design assignment is a learning process. The work is driven by insight and spurred on by a thorough understanding of the product or service.

We thrive on the challenge of that and there’s a disciplined process that we follow. We do the research, study the market, live with the products and pour our heart and soul into helping clients succeed. Because that’s how we succeed. We have to learn about the business before we can design anything.

crowdsourcing logos Brand Insight BlogCrowdsourcing logo design eliminates that process. It skips the insight phase and jumps right to execution with no business thinking involved. No listening. No collaboration. It also leaves the client in the unenviable position of  Project Manager and Creative Director…  A tough dual role to play if you’ve never been in the design business.

Professional managers know the danger in this. They don’t choose to manage projects when they have no experience or expertise in the activity they’re managing. So if you have no experience managing freelance designers, don’t choose crowdsourcing. Hire a design firm to manage the process for you.

Now for a discussion about subjective quality…

The finished product of my one crowdsourcing experience was mediocre, at best. Even though I served up ideas on a silver platter, and provided tons of insight on the market and the business model, the designs were weak. Most were just too darn literal.

Advice on crowd sourcing logo designs on the Brand Insight BlogIf you’re in the roofing business you’ll get a drawing of the roof of a house. If you’re in the ice cream business, it’ll be a cartoon ice cream cone. If it’s the veterinary industry, it’s always a dog and a cat together in one logo. Nothing is left to the imagination. And there seems to be an assumption that all prospects are idiots.

Well guess what. If you dumb down your logo design, and pound people over the head with visual clichés and literal redundancies, you will not make the connection you’re hoping for. Your brand will not become iconic.

Imagine if Nike had gone the literal route…  Instead of the Nike swoosh, we’d have a an illustration of a shoe. And Nike might only be a two million dollar company.

If the I.O.C. had chosen the literal, quick-n-dirty design there would be no Olympic rings.

There would be no Golden Arches.

If Starbucks had chosen crowdsourcing there would be no mermaid.

There would be no crocodile for Lacoste.

See, logos are supposed to be symbolic. They are symbols of something, or the graphic interpretation of the idea behind your brand. Not literal descriptions of your service or product.

So stop trying so darn hard to get a literal logo. Let a good graphic designer apply a little creative license, and you’ll have a much better chance of becoming an iconic brand.

When it comes to crowdsourcing logo design, it’s a classic case of “you get what you pay for.”

For more on designing a great brand identity, try THIS post.

 

Services

Quit your whispering. Your brand has a voice... Find it, shout it, turn it up louder!

 

BNBranding is a hybrid marketing firm... part advertising agency, part brand consultancy, part design firm. We deliver well-orchestrated marketing programs that deliver better results with fewer headaches. Specifically, we manage the following marketing activities:

 

Brand Strategy.

Your brand strategy is the heart and soul of your business. We help you define it, communicate it, and integrate it into every facet of your business.

Advertising.

Our advertising agency work gets noticed. And remembered. On TV, on the radio, in print or on digital channels. Highly targeted digital advertising campaigns are infinitely trackable and highly effective.

Strategic Storytelling & Message Development.

Successful branding hinges on memorable, relevant stories in every form, from long-format videos to tiny little tweets. Across the board, we devise clear, compelling messages that produce results.

Graphic Design.

Your brand is going to look brilliant. Our Bend, Oregon graphic designers do brand identities, packaging, collateral materials, websites, advertising, signage, trade show booths and anything else you need. Because image matters. Take a look at our graphic design portfolio.

Branding.

“Branding” is a broad, misunderstood term. We see it as the process of getting attention in the marketplace, and continually proving that you deserve that attention. Why Branding is important for small-business.

Website design and development.

We don’t do cookie cutter websites. We produce modern, responsive websites using persuasion architecture, memorable graphics and copy that clicks. All part of an integrated marketing effort.

Marketing Planning.

Both strategic and tactical. We’ll help you prioritize the ever-growing marketing to-do list and provide a clear roadmap for the highest ROI possible.

Copywriting.

Nothing has more power than the right words. When your copy is both strategic and well-crafted, it can crystalize your brand and produce tremendous results. What great copywriting can do for your small business.

Content Marketing.

First we devise a content marketing strategy and define topics, type of content, and delivery methods. Then we write and produce SEO-friendly content of the highest quality. Insight first, then execution.

Naming.

The name of your business or new product is critical to your brand identity. We’ll make it memorable. Protectable. Enviable.

Rocket Science.

Well, not exactly.  But we do borrow from several scientific disciplines, including archetypal psychology, consumer behavior, cultural anthropology, behavioral economics and the latest brain research. It’s part science, part art. We love it.

BN Branding

Take your business to the next level. Call today: 541-815-0075

 

Make your story a real page-turner with dramatic dialog, memorable characters, exciting twists and a happy ending. Bravo!

 

How can myths, metaphors, archetypes and legends possibly improve your bottom line?

It’s storytelling, the universal common denominator of every successful brand. The bread and butter of advertising agencies everywhere.

You see, your “Brand” is nothing more than a collection of the stories people tell themselves about your company. Therefore, branding success hinges on what you say and how you say it.

That’s our sweet spot… Strategic message development plus award-winning storytelling. In all forms, digital and traditional.

Marketing in the Natural Foods Industry - Azure Standard

Azure Standard is a national distributor of natural foods and organic products. We devised the Azure Indie Partner Program that targeted Azure’s vendors, industry partners and potential vendors in order to build the Azure brand from the inside.

“Sometimes the best branding projects aren’t focused on end customers,” said Debbie Pantenburg, CMO at Azure.

“What John created was a strategically brilliant concept that transformed Azure’s position in the industry. He connected suppliers, team members and customers in a common cause. The idea went right to our core values, and helped define a business model that differentiates Azure from the competition.”

“John was a key partner on the marketing team. He was also instrumental in the launch of our content marketing effort and advertising.”

 
BN Branding
 

 

Make your brand current, relevant, intelligent. Infuse your marketing with new ideas and the latest tools.

 

Even the strongest brands need an infusion of new thinking from time to time.

Maybe you need advertising that’s more convincing, or a website with better conversion rates. Perhaps it’s a packaging issue, or a sales video that needs attention. Whatever it is, our work has a way of cutting through — and sinking in. Because we do the strategic thinking up front that enables us to do effective work on the back end.

We’ll devise strategic messages, shave superfluous words and polish designs for clarity and action. We add impact and flare to every marketing project we touch, so your brand signals — and sales — are stronger than ever before.

Travel industry advertising & branding: Black Butte Ranch

We literally wrote the book on the Black Butte Ranch Brand. We also ran a ground-breaking radio ad campaign, devised seasonal promotions and produced new signage throughout the resort.

“I brought BNBranding in to help us refresh the brand identity and boost sales,” said Marketing Director Preston Tompson.” John managed the process really well. His marketing firm devised a brand strategy and eventually implemented the new identity throughout the entire resort.”

“I think the radio campaign that John did for us was some of the best radio work I’ve ever heard. It was “out there” for Black Butte. A tough sell. And yet it was right on brand. The story telling, the script writing, the choice of talent… it was amazing.”

 

BN Branding

 

Are you hidden in a hazy maze of choices? Lost in a storm of online competitors? We can help.

 

It’s not easy to differentiate yourself, especially on the web. And with so many new marketing tools at your disposal, it’s also hard to decide which tactics deserve your attention.

As a full-service marketing firm, we’ll help you navigate all that.

We believe technology is a great new weapon in our quiver. But it’s not the bow. Now, more than ever, marketing requires solid strategic thinking, thorough planning, and mindful execution.

It still starts with good story telling. We do the thinking up front that enables us to do effective work on the back end. BNBranding can provide the SEO, content marketing, digital ad campaigns, local marketing and web design work you need to be memorable among the masses.

We add impact and flare to every piece we produce, so your brand signals — and sales — are stronger than ever before. Call today, and let us know what you need. 541-815-0075.

Real Estate advertising & branding - Morris Hayden

Morris Hayden is a property management company and real estate brokerage in Bend, Oregon. We created this brand identity for them and built a highly functional website that differentiates them at a glance.

“Bend is overrun by realtors, investors and property management companies, so it’s tough to stand out,” said Erika Morris, owner of Morris Hayden.

“There are also a lot of companies that specialize in websites for realtors, but those sites all look the same. That wasn’t going to cut it for us,” Morris said. “We needed the site to be just as functional as all the rest, with the MLS listings and all that, plus it had to look different.

“The idea of Rosey the Riveter was perfect for us. We get compliments on that site all the time. It’s an integral part of our business.”

 
BN Branding

 

Get your ideas off the ground. Achieve critical velocity. Glide right past the competition.

 

If you have a business to launch or a new product to introduce, it pays to think like a brand — right from the get-go.

Great brands are relevant, credible and highly differentiated. They don’t look like the other guys, sound like them, or act like them. That’s what we do… we help turn upstart companies into successful brands.

It’s a two-phased approach to marketing… The insight phase will give you a whole new perspective on your venture. It involves market research, message development, target audience segmentation, marketing planning and other strategic marketing initiatives.

The execution phase begins with a brand name that will tattoo itself into the brain of your prospects. Our naming process involves creative thinking plus definitive criteria that will make choosing one of many good names much easier. Then we design a logo, write a tagline, refine your pitch and deliver all the marketing tools you’ll need to go to market. It’s a proven, step-by-step process that brings great advertising ideas to fruition.

Start-up Marketing - Working Wonders Children's Museum

Launching a start-up is hard. Launching a start-up non-profit organization is even harder. BNBranding was the marketing firm that helped build Working Wonders Children’s Museum from the ground up. We devised the name, tagline and brand identity, helped with fundraising and board development, wrote their mission statement and acted as the museum’s advertising agency.  We even helped create and build the playful, hands-on spaces in the museum itself. It was a labor of love.

 

BN Branding

 

The BNBranding Process

We believe that how we work is just as important as what we produce. For us, it’s Insight first, then Execution. Because no amount of creative wizardry will help if you don’t start with a solid, well-defined brand strategy.

Our disciplined, step-by-step process emphasizes front-end strategic thinking… defining core issues, prioritizing objectives, knowing your consumers and clarifying your brand strategy. This detailed planning is the foundation for all your marketing activities, and the key to long-term success. Click Here for more on the BNBranding Process.

the branding process at BNBranding - marketing firm in Bend Oregon

1

“Brand” Trumps Managerial Incompetence.

I need to stop being surprised by managerial incompetence.

managerial incompetence Brand Insight Blog by BNBrandingHonestly. I need to reframe my expectations and just be pleasantly surprised when I encounter an exception to the rule. Because everywhere I turn, knumbskulls, nuckleheads, nitwits and nincumpoops seem to rule the world.

These are just a couple examples that I’ve encountered in the last year:

The retail store owner who has no handle on her inventory levels, media expenses or her labor costs.

The non-profit executive who has a revolving door of talent, going only one direction. (Four different marketing directors in five years.)

The managing partner of a professional services firm who constantly, habitually, over-bills his clients.

The Director of Communications who doesn’t communicate with anyone internally.

The CEO who can’t pull the trigger on anything more meaningful than which consultant to hire.

Failures like those are rampant. One leading consulting firm reports “with solid empirical justification, that managerial incompetence across all levels is 50%.” (Of course, their study didn’t include the companies that went out of business due to managerial incompetence.)

So the bad news is, there’s a 50-50 chance that your boss or your manager is incompetent. The good news is, 50% of the companies you compete with are also chock full of managerial incompetence.

And here’s more good news:  It’s well documented that strong brands help companies weather all sorts of managerial miscues.

Strong brand affinity can help companies weather a price war. According to the International Journal of Business Research, a brand acts as a buffer when the company fails on the customer service front.  And beloved brands can weather PR storms that would make most companies melt.

Look what happened to Toyota.

In 2009 and 2010 Toyota recalled 8.8 million vehicles due to safety concerns with accelerator pedals.  Time magazine ran a feature story titled “Can Toyota ever bounce back.” One industry expert told CBS Anchor Harry Smith, “We’ll be seeing major problems with the Toyota brand for at least a decade, maybe two.”

Toyota’s CEO quipped that he was not Toyota’s top executive as much as the company’s chief apologizer for blunders, mishaps and overall sluggish business. It was a PR disaster, and another example of managerial messiness.

Business Insider reported “The company failed miserably in its initial crisis management, but that’s what makes Toyota’s case so intriguing. Despite its monumental mistakes early on, Toyota still bounced back. Why? It didn’t take long for the public to remember Toyota’s previously stellar reputation.”

Contrary to all the doomsday speculation, the Toyota brand made a quick recovery, recapturing its status as the #1 selling car brand in America. (In 2016 they had the #1 and #2 selling car in America.)

Not surprising really, given the consistency and long-term track record of the Toyota brand.

“The Toyota brand showcased its resiliency, with its positive reputation built up over decades of good performance. The company leveraged this, focusing its marketing once again on safety and its proven track record. It had to show that this disaster — including its own horrible mishandling of the situation — was an aberration.”

branding blog about toyotaToyota has been one of the world’s most beloved brands for over 30 years. People absolutely love their Land Cruisers, Corollas Camrys and Civics. AdWeek magazine puts Toyota at #67 of the world’s top 100 brands, the highest ranking of any automobile company. (Volkswagen is the only other car brand that makes the list, at #89. Forbes reports that Toyota is the 9th most valuable brand in the world.

So what does this all mean for the typical small to mid-sized company? Here are a few lessons:

1. It pays to consistently deliver on your brand promise. Toyota’s resurgence proves that branding is a process of consistency and endurance. Year in and year out they keep delivering on the idea of reliability and resale value. So when the company hit that bump in the road, it didn’t really slow them down. What’s your brand promise, and are you delivering on that promise every day?

2. Managers make monumental mistakes. CEOs come and go, often in a flaming blaze of glory. Products sometimes fall drastically short. But if you’ve built a strong brand your devoted fans will cut you some slack. The emotional connection they have will prevail over any short-term disappointment.

3.  A solid brand platform is critical to the success of your management team. They gotta know what you stand for, and they’re not necessarily going to get it unless you spell it out for them. You have to communicate your brand promise all the time, and promote it feverishly with your team. How else are they going to understand the culture, the core values, the expectations of consumers, and the business goals? Don’t assume anything.

4. Great managers are hard to find. No one has the childhood wish of becoming a great manager, so if you have some on your team, keep them there! Reward them handsomely. Treat them like Gods. Transform their relatively mundane, under-appreciated work into something truly valuable.

5. Create an atmosphere of forgiveness, where failure is rewarded rather than punished. They’re going to make mistakes — remember the 50% incompetence stat — so you might as well embrace it. Encourage action and let your managers know that doing something wrong is better than doing nothing at all.

6. Make every manager a die-hard brand champion. If they’re not, get rid of ’em.

For more about the power of a great brand, read this post

6 Small brands, big attitudes. How to create an XXL brand personality

What does it take to turn a typical small business into a powerful brand? Why do some businesses — with relatively mundane products and services — take off, while others stagnate?

Ben & Jerry on the Brand Insight BlogOften it comes down to brand personality. Or lack thereof.

When Ben Cohen & Jerry Greenfield started selling homemade ice cream out of a renovated gas station in Burlington, Vermont, it was personality and a little extra attitude that helped get the business off the ground.

Jerry said, “If it’s not fun, why do it?” Ben said “Every company has a responsibility to give back to the community.”  Those two simple ideas became the driving philosophy of the Ben & Jerry’s brand.

Over the years they’ve had a lot of fun with their crazy flavors: First it was Cherry Garcia, named for Jerry Garcia of the Grateful Dead.Currently, it’s Karmel Sutra. Imagine Whirled Peace. What A Cluster.  Magic Brownie.  Jimmy Fallon’s Late Night Snack. And Alec Baldwin’s Schweddy Balls, named after a Saturday Night Live character.

There’s authentic brand personality in every lick.

Needless to say, some people (including a few franchisees) were offended by the idea of Schweddy Balls on a waffle cone. But the company’s not shy. In fact, you could say that bravery is part of the brand personality.

Bend Oregon branding firm blog post on Ben & Jerry's

Controversial flavor of the month at Ben & Jerry’s

Ben & Jerry have never been afraid of a little controversy. They decided from the get-go that the company needed to stand for something beyond just making money. So they built their passion for social and environmental issues into the business model. That, by itself, differentiates their brand from the competition — and from 90% of the corporations out there.

You don’t see Baskin Robbins doing Free Cone Day for local charities. Or buying environmentally friendly freezers. Or supporting Fair Trade. Or railing against military spending. Or even occupying wall street. You won’t find Haagen Daz supporting a local school fundraiser.

In their book, “Double Dip,” Ben said “Modern marketing is a process whereby faceless, nameless, valueless corporations hire marketers to determine what the consumer would like their brand to be, and then fabricate an image that corresponds. But they still only get a sliver of the market, because their made-up story isn’t any more appealing than the next. With values-led marketing you just go out there and say who you are. You don’t have to fool people to sell them your product.”

That’s what you call an authentic brand personality.

Most business owners seem to think they should keep their personal views and beliefs out of business. But for Ben & Jerry, their personalities and personal moral code created a corporate culture that’s become a model for value-driven businesses everywhere.

Like on the opposite side of the country, at McMenamin’s in Portland, Oregon. If you’ve spent any time at all in Oregon you’ll know the name McMenamin’s… Brewpubs. Historic, landmark hotels. Great microbrews. Movie Theaters. Restaurants. Music venues. Hidden, hole-in-the-wall bars. And did I mention the beer?

brand personality of McMenaminsMcMenamin’s is a unique, regional brand that was started back in 1974 by two Portland brothers, Mike and Brian McMenamin. Like Ben & Jerry, they aren’t corporate marketing types or Silicone Valley entrepreneurs. They’re just normal, laid-back Oregon dudes with a shared vision and a taste for good beer.

brand personality from bend oregon advertising agency blog postFirst they had a small café in a run-down industrial area of Portland. Then, in 1985, they created the first post-prohibition brew pub in Oregon and ignited what is now a 22 billion dollar industry. Today they have more than 60 locations throughout the Pacific Northwest, many of which are undeniable destinations, in and of themselves.

One thing the McMenamin brothers have in common with Ben and Jerry is a quirky, earthy, anti-corporate attitude. In fact, there’s a conscious anti-branding ideology at McMenamin’s that, ironically, produces a distinctive brand experience.

Even though each property has its own unique identity, they all bear a striking family resemblance. Check into any of their hotels or just order a pint at any of their neighborhood taverns and you’ll know you’re at a McMenamin’s.

bend oregon advertising agency blog post on brand personalityThe vibe is distinct.  Appealing. Even irresistible.

Mike and Brian share a love of architecture, art, music, and good beer.  And they combine those elements in spectacular fashion at every location.

The brothers hate to see any cool old building go to waste.Their idea of fun is taking a dilapidated county poor farm in the unlikely town of Troutdale and transforming it into a 4 and a half star destination.

It’s not development, it’s historic reclamation.

At McMenamins, it’s not about the personality of the brothers, it’s about the personality of each property. The staff historian researches the story behind every property they purchase. Like the Kennedy School. The old Masonic Home in Forest Grove. The old Elks Temple in Tacoma, Washington. St. Francis School in Bend, Oregon. The history of the brand personality post from BNBranding, an oregon advertising agencybuilding and the neighborhood becomes part of the brand personality of every location.

The distinctive brand identity of every new property fits with the quirky look and feel of the overall brand. Not only that, when you walk into any one of their locations,  you’ll immediately notice the consistent identity and atmosphere in every little detail. The execution is amazing. Oregon is chock-full of brew pubs these days, but none can match the appealing atmosphere of a McMenamins.

You won’t find the McMenamin brothers doing publicity stunts or speaking engagements. They just stay under the radar and focus on doing what they do well… turning abandoned properties into thriving businesses. With good beer, exceptional experiences and a very loyal following.

brand personality post on the brand insight blogEveryday they get suggestions from fans across the country about properties that would be perfect for a new McMenamin’s.  And when one of their oldest taverns burned down, customers held a vigil in the parking lot. Brian McMenamin called the response “spine-tingling.”

brand personality

The artwork gives it away… obviously, a McMenamin’s project.

That’s brand loyalty!

And it doesn’t come from big, trumped up marketing efforts. It comes from doing things passionately. Consistently. And honestly.

As Ben & Jerry have said, “Only the quality of the product and the resonance a customer feels with the company can produce repeat business and brand loyalty.”

Big personalities resonate. But as the McMenamin brothers and Ben & Jerry prove, you don’t have to be Richard Branson to build a successful brand. You just have to be passionate about something. Because humans are naturally drawn to passionate people.

If you’re ever in Bend, Oregon, go to McMenamin’s Old St. Francis school and see if you can find the broom closet bar.

For more on how to build a brand with personality, check out THIS post.

2 F15 Fighter vs. the 787 Dreamliner — Why corporate mergers are seldom good for brands.

BNBranding logoIn 1997 Boeing and McDonnell Douglas agreed on a merger. Like most corporate marriages, the Boeing merger looked great on paper:  Boeing’s strength — commercial jetliners — was McDonald Douglas’ weakness. And vice-versa.

Boeing’s shortcomings on the military side would be bolstered dramatically by partnering with McDonald Douglas, maker of the F15 Fighter, the Apache helicopter, the Tomahawk missile, and many other successful weapons systems.

Two global brands, both looking to shore-up the weakest parts of their business. Two diametrically opposed corporate cultures.

The McDonald Douglas brand revolved around blowing things up. Inflicting damage. Killing the enemy. Commercial production of the DC10 and MD80 was not the priority. Their preferred customers were military men around the world, all cut from the same, heavily starched cloth. And when you sell to the same, homogeneous group for a long time, you begin to look, and act, a lot like your customers.

At Boeing the culture revolved around two words: Safety and efficiency. The imperative in Seatttle was just the opposite… kill no one. Get people safely and comfortably to their  destination. Boeing’s customers were business people, not DOD officials or foreign generals.

The two cultures were sure to clash.

2-boeing-787f15_eagle_fighter_full

For some first-hand insight, I spoke with a recently retired Boeing executive who was involved with the Boeing merger and the integration of the two companies.

“There’s always going to be one executive who ends up taking the pivotal lead in the new, merged company. And that person came from McDonald. So he was naturally more inclined toward the military side of things. It’s like having two kids you don’t give equal attention to… Eventually they start fighting. Then if you take the allowance from one of them, you got some real problems. Eventually, both kids will suffer.”

There were the usual leadership problems, plus profound problems at lower levels where integration was supposed to occur.

“Integration starts at the bottom. It’s like zipping up a jacket… You can made progress to a point, but the higher you go, the harder it is to bring the two sides together,” the Boeing exec said. “Literally, we couldn’t find any common ground.”

So if you have two competing corporate cultures in one company, what does that mean for the brands?

In this case, the McDonell Douglas brand faded away. It’s now Boeing Integrated Defense Systems and Boeing Commercial Aircraft.

The Boeing brand certainly is stronger now, in the eyes of military customers, but they all know it’s really McDonnell people and McDonnell products with the Boeing logo.

On the commercial side, the Boeing brand has gained little from the merger. In fact, my source contends that the current delay on the 787 Dreamliner can be traced, at least in part, to the merger.

“In military aviation they can push the technology and take more risks. In commercial, you don’t use unproven technology because the risks are just too great. But with the new leadership, there was a lot of pressure to try new things. The 787 Dreamliner is a fantastic platform, but they chose an unproven design for the wing-to-body joints, and now they have to go back and fix it. It’s enormously expensive.”

According to the Seattle Times, Boeing CFO James Bell admitted the delays and problems “put pressure on the profitability of this (787) program. We’ve always been concerned with the cumulative impact of the schedule delays and the pressure it puts on cost,” Bell said. “We also have been concerned with the delays to our customers and how that converts to penalties or the settlements we have to work through with them.”

Even though Boeing reported strong profits for quarter from both commercial and military orders, it’s brand is suffering. The rash of bad publicity is tremendously painful for a brand that has, historically, stayed successfully under the radar.

Because in the commercial airline business, front page news is almost always bad news.

The corporate world is littered with similarly conflicted mergers. For instance, the Chrysler/Dalmer Benz merger was doomed from the start. (At least they didn’t try to put the Mercedes nameplate on all the Chrysler minivans.) Now it’s Fiat/Chrysler, and the Chrysler brand is in big trouble.

TheMcDonald Douglas-Boeing merger was like Mercedes merging with the maker of the Abrams tank.

Not exactly compatible corporate missions.

But then, mergers and acquisitions rarely account for cultural synergy or shared brand values. Often it’s more about eliminating competition, covering up corporate inefficiencies or pleasing wall street.

It’s almost always a numbers game, not a branding play.

corporate mergers - boeing merger BNBrandingIf brands were a consideration, a lot more merged companies would maintain two different brands — rather than trying to integrate under one corporate banner. McDonnell Douglas would still be the brand for military applications and Boeing would be the brand for all commercial operations.

Amazon’s acquisition of Zappos has the potential to be a more successful example. The two companies have similar, long-term visions. They both emphasize customer service and loyalty. And they’re both on-line retailers.

Not only that, I’ll bet Bezos is smart enough recognize the value of the Zappos brand.

If you’re seriously considering a merger or an acquisition, include a thorough brand evaluation in your due diligence. Study the corporate cultures and take extra time to devise a long-term brand strategy. If integration is the plan, it might be a lot harder than you think.

Just ask the engineers at Boeing.

BNBranding's Brand Insight Blog

2 Branding firm BNBranding

Restaurant Branding — Recipes for failure and success

BNBranding logoAt what point does a trendy new restaurant become an iconic brand? And when do all the branding efforts under the sun produce nothing but another shuttered dining establishment?

The restaurant business is littered with cases of meteoric success and dramatic failure. It’s an inherently volatile business. This is the story of several competing restaurants in a small but rapidly-growing market. It’s a story of restaurant branding success — and failure  — that any business owner can learn from.

Prior to 2000, the culinary scene in Bend wasn’t much to write home about. Some would say, non existent. So when Merenda opened in 2002 it generated tons of buzz.

Restaurant Branding BNBrandingAs the Bend Bulletin reported, “Chef Jody Denton pioneered a renaissance in fine dining in Central Oregon.”

But the Merenda brand wasn’t about fine dining. It was about partying. It was a loud place in downtown Bend where large groups would gather and drink generously from an outstanding wine list and a good assortment of adult beverages. Not great for a quiet dinner date.

The vibe was more urban — the energy level more electric — than anything previously found in Bend. Many nights you couldn’t hear yourself think, and the bar scene at Merenda became a notorious pick-up joint for older divorcees.

Meanwhile, across town in a nondescript location next to a car dealership, a restaurant called Zydeco quietly began to build a loyal following. The contrast was dramatic.

The first, most fundamental element of any restaurant braning effort is the name.

So let’s compare… What a great name:”Zydeco.”

It’s fantastically memorable with positive associations of fun in New Orleans. It’s authentic. Zydeco served delicious cajun cuisine, which was certainly unique for this town. It’s also an aspirational name that the restaurant has grown into over the last 15 years.

waste in advertising - BNBranding's Brand Insight BlogOn the other hand, “Merenda” just didn’t work as well. It sounds nice and has an elegant, upscale ring to it, but it’s so much softer than the product and the experience. The name didn’t fit the vibe and the location. Plus, if you want to get nit-picky, “Merenda” translates to “snack” in Italian. But it was not an Italian restaurant.

Trendiness seldom translates into a lasting brand.  

Many of Merenda’s customers were only there because it was THE place to see and be seen. It was a superficial relationship, not a genuine bond. Success by association. When new restaurants like Zydeco opened, the crowds thinned out at Merenda.

At Zydeco, it was more than that… It was the service, the friendly, family-owned vibe, and the overall, everyday quality that set it apart. It was upscale, but accessible. Popular but not trendy. It wasn’t trying to be cool, but it was. And still is.

Trendiness is a common problem in restaurant branding, fashion and high tech. The next big thing or hot spot is always right around the corner. So successful brand managers have to find ways to stay relevant with their past customers, or become relevant to a whole new group.

BNBranding use long copy to be authenticRelevance, differentiation and credibility. Those are the three ingredients of restaurant branding success.

After five years Chef Denton got distracted. Just when Merenda neeed a little extra attention he opened another restaurant less than a block away. And his place called Deep never got above water.

Brands need constant attention.

This seems like a no-brainer, but many people dream of having a business that runs on autopilot and generates an endless flow of effortless revenue. That doesn’t work in any industry, much less the restaurant business.

You have to mind the store.

In 2005 Cornell University published a seminal study on why restaurants fail. One of the surprising contributors was simply a lack of attention, time and effort by the owners.

“Failure seemed to stem from an inability or unwillingness to give the business sufficient attention… The immense time commitment was mentioned by all of the survey respondents who had failed.”

restaurant brandingAt Deep, Denton was determined to create something completely different. As he told The Bulletin: “That’s been kind of my business model: finding what Bend doesn’t have and filling that void. I’ve always enjoyed the environment of a sushi bar. It’s always been something appealing, both from the restaurant’s and the chef’s standpoint.”

What he failed to consider was how much attention his other brand required. He was spread too thin and his upscale sushi place was ahead of its time.

Differentiation doesn’t guarantee success in restaurant branding.

Being different from the competition is certainly important, but it’s not everything. Tiny morsels of Kobe beef served on a hot rock for eight dollars a bite… That’s different! “Angry Lobster,” Monkfish paté, grilled yuzu and marinated, chopped maguro tataki were all impressively different, but not appealing enough to inspire repeat business by a large group of people in a relatively small market.

Bottom line: Deep was a high-end sushi place in a meat and potato town.

All successful brands have a clear, well-defined concept that goes beyond the product.

As I have said in previous posts, if you want to build an iconic brand, first own an idea. The Cornell study proved that clarity of concept is essential to restaurant success.

“Perhaps the key finding was the focus on a clear concept that drives all activities… Successful restaurant owners all had a well-defined concept which encompassed an operating philosophy and business operation issues. Failed owners, when asked about their concept, discussed only their food product.”

In other words, successful restaurants have core brand concepts that go beyond just the food.

Denton certainly had vision beyond food for both his restaurants. But the concepts behind Merenda and Deep were based more on Denton’s past experience and personal preference than on the realities of the local market.

There’s an old saying… “If you want to live with the classes, sell to the masses.”

In Denton’s case, his restaurants served the classes. His high-end brands only resonated with a small segment of the population, and he didn’t reinvent Merenda when he needed to.

In the end, Denton’s concept for Merenda was not clear enough to sustain the business over the long haul. (Being first in the market isn’t a sustainable brand strategy for a single restaurant.) And the concept for Deep never had a chance. So both restaurants were shuttered and his investors came away empty handed.

Eventually, Merenda reopened under a new name with a new owner. “800 Wall” never created the buzz of the original, and it’s now cruising along, probably doing fine in the summer, but not exactly inspiring loyalty or write-ups in Gourmet Magazine.

Zydeco, on the other hand, has grown and evolved. When they moved into a larger, fancier location downtown they bought a loyal following with them. It’s now more popular than ever, despite the fact that new restaurants keep popping up around town.

For more on brand strategy, try this post.

If you want help with your restaurant branding, call me.

BNBranding's Brand Insight Blog