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“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 of managerial incompetence that I’ve encountered in the last year:

• The retail store owner who has no handle on her inventory levels, media expenses or 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. (Subsequently, that firm spends way too much time trying to land new clients.)

• The Director of Communications who doesn’t communicate with anyone internally. She’s completely siloed.

• The CEO who can’t pull the trigger on anything. The only decision he can make is to hire a consultant to help him make a decision.

 

Managerial failures like those are rampant. There was a study done by a Fortune 500 consulting firm that showed “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 chock full of managerial incompetence. So you might have a leg up.

And here’s more good news:  It’s well documented that a strong brand helps companies overcome all sorts of managerial incompetence and unforeseen market forces.

For instance, strong brand affinity can help companies maintain market share during a price war. People are willing to pay a little more for a brand they know and love.

According to the International Journal of Business Research, a brand acts as a buffer when the company fails on the customer service front. People are more forgiving when it’s one of their brands that fail.

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 managerial incompetenceToyota 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, but brands endure.

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 know 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. When you find one, treat her well.

No one has the childhood dream 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

Personal branding from BNBranding

4 Ingredients of small-business branding – Learning from breakfast cereal and a 4-buck burrito

small-business branding from branding experts at BNBrandingBranding is a popular topic in the business press and in business schools these days. Unfortunately, coverage of big brands like Tesla, Nike and Virgin make it sound as if Branding is a discipline reserved only for Fortune 500 companies and globe-trotting billionaires. As if small-business branding isn’t even a thing.

Let me set the record straight on that: It’s entirely possible to build a successful brand without a million-dollar marketing budget or a cadre of high-paid consultants.

Small-business branding is very doable. In fact, many business owners do it intuitively. They build a successful business, step by step, year after year, and eventually a great brand emerges.

small business branding from bnbrandingIt does not happen the other way around.

You can’t just come up with a nice name and a great logo and expect the business to become a successful brand overnight. Without a good, solid business operation and a realistic brand strategy, you’ll never have a great brand.

If you look closely you can find plenty of inspiring brands in everyday places. Like the breakfast table and the local Mexican restaurant.

Because the fact is, branding is not exclusive to big business. If you deconstruct it, you’ll see that small-business branding shares four important things with fortune 500 branding:

Relevance. Credibility. Differentiation. Consistency.

Forget about Proctor & Gamble for a minute and consider the small businesses branding case studies in your town or neighborhood.

Think about the little guys who have a ridiculously loyal following. What makes them successful? What have the owners done that turned their typical small business into an iconic local brand?

small-business branding - big fat burrito from the brand insight blog BNBrandingIn Bend, Oregon there used to be a popular little restaurant named, simply, “Taco Stand.” It wasn’t the best Mexican food in town, but for many years it was the most popular, despite an embarrassing location and many other shortcomings.

Taco Stand was in a tiny building in a hard-to-find spot next to a run-down laundry mat.

It was never open for dinner. They had no web presence, advertising budget or social media following. And yet, for 20 years it was a successful little business, doing much better than many high-end restaurants downtown.

Taco Stand had all four ingredients of an iconic brand, with a bit of Tabasco thrown in for good measure.

The owners of Taco Stand consistently delivered on a very simple value proposition: Big flavor for a small price. All the locals knew you could get a big, great-tasting burrito for very little dinero.

They never wavered from that focus. Consistency led to a loyal following, which added to their credibility, which led to profitability. There’s good money in rice and beans.

Small-business branding and a big-business blunder.

Most people think differentiation and credibility is easy for big corporations. Companies like Kellogg’s can launch a new brand with a massive multi-media campaign, effectively differentiating their product on nothing but advertising creativity and pretty packaging.

But even the big boys make mistakes that leave a bad taste.

brand credibility in cereal branding Take, for example, Smart Start cereal…

The idea at Kellogg’s was to launch a cereal that could compete with all the rising stars of the natural foods industry. The consumer trend was overwhelming… people wanted healthier breakfast alternatives. They wanted whole grains, fiber and good taste without all the sugar.

So Smart Start was positioned as a “healthy” and “wholesome”adult cereal. The elegantly set promo copy described it as “Lightly sweetened, toasted multi-grain flakes and crunchy oat clusters.”

It was launched in 1998 with beautiful, minimalistic package design from Duffy & Partners and a Fortune-500 style marketing effort with lots of  full page, full color ads in targeted magazines like Shape and Parenting.

Great name. Great-tasting product. The greatest package design in the history of breakfast cereal. And a premise that was complete BS.

When my kids were young they liked Smart Start. And for some reason I felt okay about serving it to them, despite the fact that I knew it was a big, fat lie.

One glance at the ingredient list and you’ll see that Smart Start isn’t as nutritious as it’s cracked up to be.  It’s loaded with sugar… 18 grams of sugar plus high fructose corn syrup, honey,  molassass,  sugar, sugar and more sugar.  That’s more than Fruit Loops, Cocoa Puffs or Cap’n Crunch.

So much for credibility. So much for authenticity.

From day one, Smart Start was built around a brand promise that the product could never deliver upon. It was doomed from the start because the actual product was not aligned with the brand promise.

Over the lifespan of that product Kellogg’s tried a number of things to stem the bleeding. Rather than addressing the underlying weakness of the product, they tired the old line-extension trick… They did a “Strong Heart” variation that has 17 grams of sugar, a Strawberry Oat Bites variety and an antioxidant variety.)

Just keep launching new flavors and spin-offs of Smart Start , maybe they’ll forget about its UN-healthiness.

The packaging also devolved over the years… what started as a distinguished, minimalistic design slowly become less and less unique with every variation.

So Smart Start’s credibility was sorely lacking for anyone who pays attention to nutrition labels. The brand’s consistency is debatable with all the line extensions. And the brand’s relevance is dwindling as more people find out about its nutritional shortcomings and turn to truly healthy alternatives from brands like Kashi.

Even a big company like Kellogg’s, that has deep pockets and a 33% overall market share in the cereal isle, can’t get away with that.

In October 2019 Kellogg’s settled a $20 million class action suit for false claims of being “healthy” “nutritions” and “wholesome.” The suit involved five flavors of Raisin Bran, 16 types of Frosted Mini-Wheats, Smart Start cereals and 24 types of Nutri-Grain bars.

I bet they won’t be putting the American Heart Association logo on their packages from now on.

 

So what’s the lesson here for small-business branding?

Smaller companies can’t afford to mess up like Kellogg’s. Credibility too hard to come by, under the best of circumstances. If you launch a new brand under false pretenses of any kind, you’re going to fail.

brand credibilityDon’t choose a name, like “Smart Start,” that cannot be substantiated by the facts.

Naming is hard, and when it’s not done right it’s a recipe for a small-business branding disaster. The name and the identity design and the packaging and the claims need to be aligned with the brand strategy and the product itself.

Make sure your product claims are not only truthful, but also relevant to the target audience. 

For instance, “Healthy” is not part of the Taco Stand value proposition. It would be a silly claim to make because people who want a big, cheap burrito don’t really care about healthfulness. It’s not relevant.

Credibility would also suffer because no one would believe that a Taco Stand burrito is really healthy.

Be consistently authentic.

If you serve a great, cheap lunch, don’t try to do fancy dinners. If you do sugary cereals, don’t try to compete in the health food world. The big food brands have learned that lesson… now they just buy-up successful natural food companies instead of trying to do their own brand.

For more on what all great brands have in common, try THIS post.

For help with your small-business branding and marketing management, schedule a test drive with BNBranding. We’ll run you through a simple brand assessment that can help jump-start your branding efforts. 541-815-0075.

definition of branding and brands BN Branding

6 good questions about branding agencies and their owners

brand credibility from branding experts

Questions always arise when people ask  me “What do you do?”

“I have a branding agency.”

“Oh, you mean like Coke, or like cattle branding?”

“Coke. Only smaller. We help the little guys become big-name brands. ”

Inevitably, that leads to even more questions. Branding is a broad, misunderstood term that often requires explanation. Our scope of work is far-reaching and always evolving, so I thought I’d help spell it out for you.

These are some of the questions I’ve heard over the years:

 

“Why the hell do we need a branding agency? We’re not a packaged goods company and we already have a logo.”

branding agencies do more than just package designMany business people think that branding agencies only design logos and packaging. So if they don’t have a product on a grocery store shelf they have no use for a branding firm. That’s not the case.

Packaging certainly is a big part of our business. And we love building new packaged good brands from the ground floor, like we did with Smidge.

But service business also need a lot of help because their offerings are intangible and often commoditized. For those companies, branding makes all the difference.

Like in the insurance business, for example. GEICO spent more than $2 billion on advertising in 2020. State Farm, Allstate and Progressive aren’t far behind. They’re all trying to bank some brand goodwill and top-of-mind awareness for the next time you decide to switch insurance carriers. It’s a low-involvement, no difference business, so their brand advertising becomes the only differentiator.

Every business in every category needs help with their branding, to some degree or another.

 

 

Branding agencies produce business magic BN Branding

“Do branding agencies have some sort of process that you follow, or is it just random magic that you’re pulling out of your hat?”

Sure, just about every branding agency has some sort of process graphic that outlines the basic steps we follow along the way. We need that visual aid in order to help set budgets and demonstrate that there is some method to our madness. CFOs always gravitate toward toward the process.

But quite honestly, those graphics are simply window dressing on what is inherently a chaotic, creative endeavor.

Volumes have been written about the secret to creativity. Academics try to deconstruct it, explain it, and wrap it up in context that business people can get their heads around. But at the end of the day it’s a highly intuitive, unapologetically unstructured process.

But it is a process, and it starts with good habits.

My team and I are in the habit of creation. We’re in the ideas business, so we come up with ideas every day, often starting in the early morning hours before we’re fully awake. We create, we iterate, and we throw away tons of crappy ideas. The more prolific we are, the easier the creative process gets and the more magic we create.

We also maintain balance in our lives so we don’t get burned out. Being outside having fun on the ski slopes, bike paths, hiking trails or golf courses, is also part of the creative process.

When it comes to naming businesses, we employ our own namestorming process that brings objectivity to a rather subjective exercise. It’s the hardest part of our overall branding effort, so every little bit of process helps.

 

“What’s the difference between branding agencies and design firms?”

Design firms approach everything as a visual exercise. Every problem has a visual solution. It’s very art oriented.

Branding firms approach things from a broader, business-oriented perspective. It’s more holistic. We do design, but we also work further upstream, on the foundational strategic work that informs the design. At my firm it’s strategy first, then copy and design.

Our job is to help you convey, communicate and build trust with your audience. Because trust is the root of all brand growth. To do that, you need words and well-written content as much as you need stunning visuals.

services of branding agencies like BN BrandingEvery business category has its own lingo. Food industry folks talk about SKU rationalization and store velocity. Golf industry insiders talk about coefficients of restitution and straight line frequency matching.

In the marketing business it’s CTRs, PPC, GRPs and UX iteration. It’s unfortunate because all the acronyms can be very confusing.

One of our jobs is to translate the industry insider mumbo jumbo into compelling story lines that anyone can decipher.

Ours is a business of creative reduction… we reduce down your messaging into its most impactful form and then serve it up in a variety of ways. It all involves design on some level, but it’s not limited to the visual arts.

The real magic is in the combination of all elements — words, visuals, sounds, textures — into a coherent, unforgettable brand experience.

 

“Do I really need a marketing consultant AND a branding firm? Seems like overkill to me.”

Marketing consultants are infamous for charging exhorbitant fees and leaving clients with impressive reports that never see the light of day. Just about every client I’ve ever worked with has been burned by a “consultant” of some kind.

In a perfect world management consultants would team up with branding firms on strategy and then stick around long enough to see their vision through to the logical conclusion. Unfortunately, that rarely happens.

I’ve been trying for 20 years to get a management consultant to collaborate with us on how their clients might implement the consulting plan they just paid so much money for.

Branding firms work all the way through, from early strategy development to execution. It is, without a doubt, the broadest, most all-encompassing mix of services in the entire world of marketing. The best of the breed have serious consulting chops, as well as creative skills.

In a business filled with specialists, we are the ultimate generalists. We bridge the gap between management consultants and marketing tacticians. Art and commerce. For smaller companies and start-up brands, that’s a good thing. We can work efficiently, leverage our client’s skills and resources and save our clients money while producing long-term results.

 

“We already have a digital marketing agency. Why would we need you?”

Digital Marketing Agencies know a lot about technology, marketing automation, social media platforms and pay per click advertising. They operate deep in the rabbit hole of their respective specialties, like SEM, SEO or web programming. They can help you with some tactical planning and technical details, but they know nothing about persuasion, image and the power of a long-term brand strategy.

Producing clicks is not the same thing as producing trust.

At my firm we spent three years researching digital marketing firms. We talked to dozens and tested several before we settled on one. Now that company is an integral partner. Their technical know-how allows us to extend our branding services even further down stream, much to the delight of our clients who don’t have to try to understand and manage that digital world themselves.

It’s all part of one, big branding effort that’s led and inspired by us and executed by many.

We help our clients sort through the endless array of “marketing opportunities”  in order to prioritize their efforts and remain focused on long- term strategic objectives.

Because let’s face it… there’s always something else you could throw money at, some new techno marketing platform, but is it really a good move strategically? Is is on brand, or are you just chasing short-term results at the expense of the brand experience?

Branding agencies produce strategic campaigns that play well in any media outlet, from websites and print ads to outdoor, digital banners and social media posts.

For us, it’s not about the form or medium, it’s about the idea. When you have a great idea it’ll find its way into everything you do. From a branding standpoint, that continuity is critical. What you don’t want are social media ads saying one thing, and your website and sales presentations saying something else.

 

“What kind of background do most branding agency owners have? Where do you guys come from anyway?”

I’m an anomaly among branding agencies. I’m a writer, not a designer, and I’ve held a variety of positions which all led up to this. My origin story is unique, including stints in the video production business, advertising and even printing.

Most branding agency owners were trained as graphic designers. They rise up through the ranks at a design firm and then hang up a shingle of their own. So there’s a lot of cross-over between design firms and branding agencies.

Some of the owner/designers have teamed up with account executives or copywriters to form their agencies. That’s the ideal solution for clients because it always takes a team to produce the best work. The real magic happens when an art director and a copy writer team up and collaborate closely with the client. We don’t have all the answers, but we know how to get you moving in the right direction.

Want to see some of the branding we’ve done? Visit our portfolio. And here’s the full list of services we can provide.

If you have more questions about branding firms, ad agencies or anything else related to marketing, click here. Or just be dialing. I’d be happy to take your call. Fire away!

 

 

new approach to website design

A new approach to website design – What’s the big idea?

BNBranding logoI grew up on the creative side of the advertising industry. In that world, big ideas produce big bucks. Agency creative teams toil endlessly to come up with the spark of an idea that can be leveraged into a giant, category-busting campaign.

When it comes to winning new accounts, ad agencies pit their ideas, head-to-head, with the big ideas from competing agencies. Winner takes all. In that business, big ideas are the currency of success.

a new approach to website design BNBrandingBig ideas are also the bread and butter of the start-up world.

Entrepreneurs and VCs are constantly searching for innovative, disruptive ideas that solve a problem, attract venture capital and produce teaming hordes of 28-year old billionaires.

And in Hollywood, producers are aways searching for high-concept movie ideas that break out of the normal, predictable patterns and produce box-office mega hits like Avatar or Titanic.

There’s absolutely no doubt that big ideas can transform a brand — from bland to brilliant. And there’s no doubt that your website is great place to showcase that big idea.

But you’re going to need a new approach to website design.

Unfortunately, when it comes to the typical website project, big ideas are as rare as a Harry Potter blockbuster.

Most small business websites are nothing more than bad corporate brochures in electronic form. Everywhere you look there are cookie-cutter templates, lousy stock photos and “keyword-rich” copy that sounds like it was rendered by a robot rather than written by a pro.

You wouldn’t take a generic ad template that all your competitors are using, fill in the blanks, and then spend $20,000 to run it in a national magazine. But that’s essentially what a lot of companies are doing with their website design projects. It’s like paint by numbers, and the results are mind-numbing.

I’ve come to the conclusion that we need a whole new approach to website design.

Because the current standard operating procedure for website projects is all wrong. It shouldn’t be a project at all, it should be an ongoing initiative. It should always be evolving and improving, just like your business.

“When’s it going to be done?” is the wrong question to ask.  It should never be done.

Instead, ask “What’s the big idea?” What’s the novel concept that will differentiate this website from all the rest, and move viewers to action?

A new approach to website design BNBrandingEveryone in the web development world knows that web projects get bogged down by one thing: “Content.”

The tech guys who build sites are always waiting for interesting headlines, engaging copy, uncommon offers, authentic stories and brilliant graphics to arrive from the client. Sometimes, it seems, for an eternity.

Because that’s the hardest part. Building a site on a WordPress theme is easy compared to the work that has to be done, up front…

First you need some Strategic Insight. Then the Big Idea. (Think “Got Milk” or “Where’s The Beef.”) THEN execution… That’s where all the elements come together.  1-2-3.

Unfortunately, most companies jump right to Step 3.

In the web design arena, the tail is definitely wagging the dog. It’s technology first, process second, content third, design fourth. Nowhere does the big idea come into play. It’s the most commonly overlooked element of any web project.

So here’s my advice for any business owner or marketing person who’s thinking of “doing a new website”:

Forget about that. Stop thinking of it as a website design project, and instead, launch a campaign that starts with a with a big idea that is showcased on the website. Think of it as a long-term marketing program, not a short-term project. Think of it as a new approach to web design that’s more wholistic, more integrated, and more effective than the old way.

Yes, paddling back upstream is often difficult work. And you often need outside help to come up with the strategic insight and big idea you really need. But the effort will pay off.

The big idea is the branding thread that connects all your marketing efforts… It’s not limited just to your website. It should carry through to your social media campaigns, your paid advertising, your PR and even your customer service procedures.

a new approach to website design by BNBrandingWhen you begin with a big idea, the website falls into place quite naturally. It’s just another tactical execution of the big, strategic idea. When it’s done right, it obviously aligns your marketing strategy and tactics into one, kick-ass idea.

For more on the new approach to website design, try this post.

If you’d like an affordable, honest assessment of your current strategy and website tactics, click here. 

If you want expert marketing assistance, just give us a call. 541-815-0075.

a new approach to website design BNBranding

 

 

 

 

 

 

 

5 Porter airlines brand advertsing

Airline Industry marketing (One Canadian brand stands out)

BNBranding logoHere’s a news flash for all of you who are 35 or under: Flying wasn’t always this bad. There was a time when racking up frequent flyers miles was, actually, a little glamorous. You could fly the friendly skies and have a pleasant time. Sometimes the experience even lived up to the airline industry marketing hype.Porter airlines brand advertsing airline industry marketing

Sorry you missed it.

In the age of strip searches, baggage fees, dying dogs, laptop bans and physically bouncing people from flights, most airlines are as bad as Greyhound busses. Cattle have it better on the way to the slaughterhouse. Every time I board a flight I think, “wow, there’s gotta be an opportunity here for an airline to do things differently.”

Sure enough, a small airline out of Toronto is jumping in, and turning the clock back to better days in coach.

It’s still too early to tell if Porter Airlines will become a long-term success story in the airline industry, but there’s a lot to be learned from their launch. From a branding standpoint, they’ve done it right.

 

 

In 2006, Robert Deluce, Porter’s CEO, made a conscious decision to build his airline around the brand, and vice-versa. According to Marketing News, he approached branding agencies with his vision, a business plan and a well-defined value proposition built on three things: speed, convenience and customer service.

Convenience was guaranteed by making Toronto’s City Center Airport the home base, eliminating a long commute from Pearson International.

Speediness comes from fast turboprop planes and streamlined check-in and baggage service. And customer service… well the bar was pretty low, and Porter’s a fairly small airline, so it’s been easy to provide service that one customer described as “a real joy.”

Early on, Winkreative, a branding firm with offices in London, New York and Tokyo, was hired to coordinate the entire affair. They handled everything from naming the company to the interior design of the airplanes, website development and furniture selection in the airline’s lounge.

Rather than splitting it up between three or four firms, it was a well-coordinated effort based on a solid brand premise and a single creative approach. And it’s carried through in every aspect of the operation.

“It was meant to be something fresh, something innovative, something stylish,” Deluce said. “There’s a part of it that’s a throwback to the past… to a time when travel was a bit more fun.”

I love the simplicity of the name. “Porter” conveys how the airline would carry passengers with care and help lighten their load. And the tagline, “flying refined,” sums it up without pouring on the fluff.

Thankfully, the graphic design falls in line perfectly with the idea of refinement. If you say you’re refined, you better look refined!

The sophisticated, subdued color palette and the quirky raccoon character work tremendously well together. Sorta reminds me of Olympic mascots from years past. You can debate the wisdom of using a raccoon, but the design work is fun, distinctive and superbly executed in every medium. No one’s going to forget it once they’ve experienced it.

Porter airlines branding case study airline industry marketingFrom the blog, Design Sponge:

“This Canadian boutique airline is the most well-designed airline I’d ever been on and seemingly every detail had been given a lot of thought (including their adorable lunch boxes and chic on-board magazine named Re:Porter).

In terms of airline industry marketing, and a sophisticated brand design, Porter stands 30,000 feet above everyone else.

But the Porter brand is a lot more than just pretty pictures and a fancy in-flight magazine. From what I’ve heard and read, the entire operation is living up to its brand promise and exceeding expectations.

Travelocity says: “From top to bottom, inside and out, Porter Airlines has raised the bar. This new standard in air travel is evident not only in their ultra-modern facilities, but also in the quality of their staff. Each team member has been specially selected and trained to put travelers first with impeccable and innovative service.”

Nine out of ten customer reviews on SkyTrax are overwhelmingly positive.: “It’s exactly what it advertises: flying in style… thanks for bringing back the type of air travel everyone should experience and expect!”

And after scouring the travel blogs, I couldn’t find a single negative review.

From the World Hum travel blog:  “I loved flying Porter Airlines… A smooth operation, friendly staff, and free snacks. It was a pleasant reminder that air travel doesn’t have to be a succession of minor inconveniences and discomforts.”

launch of Porter Airlines BNBranding Brand Insight BlogMany people have never known anything but discomfort and inconvenience in air travel. So for them, Porter will be an entirely new experience, somewhat foreign and unexpected. And once they’ve flown Porter, their perception of the other brands will be forever tainted.

For older generations, Porter is a throw-back. An emotional trigger that harkens back to a simpler time when all the airlines did a better job.

I haven’t flown Porter, but I hope to. (It’s almost enough to justify a trip to my grandma’s hometown in Nova Scotia.)

I hope they can succeed in a tremendously difficult and competitive industry. I hope they can scale up their operation without sacrificing the heart of the Porter brand. And I hope more airlines follow suit.

But I’m not optimistic. Few airlines are built on such a solid brand premise, and most are just too darn big to change direction in any substantive way.  So the opportunity for little carriers like Porter, will still be here for the taking.

If they can just remember those good ‘ol days.

BNBranding's Brand Insight Blog

 

7 website design BNBranding

As long as first impressions matter, website design will matter.

BNBranding logoThere was a group discussion on LinkedIn recently that started with this statement: “Website design is a waste of money.”

It’s nonsense, of course, but that headline served its purpose by provoking quite a debate… Graphic designers and advertising people in one camp, web programmers and entrepreneurs in the other, arguing their respective positions.

One group believes web design should take a back seat to functionality, speed, SEO rankings and “traffic-building strategies.”  Besides, why spend money on design when there are so many WordPress templates to choose from?

website design BNBrandingThis is the paint-by-numbers gang. Just fill in the blanks and you’re good to go.

The other side argues that you should make sure the site is well-polished, on-brand, and memorably differentiated before you spend a dime driving traffic to it.

This is the color outside of the lines gang. Every website design is a blank canvas, with masterpiece potential. As a traditionally trained advertising guy, I side with them.

As “creatives” we’re trained to come up with attention-getting ideas and to polish every last detail before we deliver the work to a client. This mentality of craftsmanship applies directly to web design for several reasons:

  1. Because people are drawn to ideas, more than they’re drawn to companies or products.
  2. Because details affect conversion rates. It’s been proven time and time again.
  3. Because differentiation matters. And if you just paint by numbers, your site will look like every other site.

But I also understand the other side of the argument… In the entrepreneurial world, as in software development, “lean”  and “iterate” are the buzzwords. Their mentality is, “just get something up! We’ll add to it and fix it later.”

That’s a tough one for writers and graphic artists who always want to do great work. But as a CEO friend once said, “it’s not great work if it’s not done.”

 

 

So what we need is a high-bred approach to web design that combines the craftsmanship of old-school advertising with the rapid “lean development” that entrepreneurs favor.

We need to get web designs done quickly, AND really well. Quick and polished, not quick and dirty. Because first impressions will always matter. If you just fill in the blanks of another WordPress theme and insert your Instagram feed, your site’s going to fall flat on many different levels.

If you choose to cut corners and get it up quickly with cookie cutter design templates, you better be ready to circle back around quite soon to do the fine tuning.

One comment in that LinkedIn discussion was, “I cannot think of a time when website design affected my decision to keep looking at a site.” Yeah, right. That’s crazy talk from someone who thinks everyone goes through life making decisions in an orderly, logical fashion. Like Spock.

website design BNBrandingI guarantee you, that person is affected by design EVERY time. He just doesn’t know it.

Of course he “can’t think of a time,” because great web design works on subconscious level that computer programmers don’t understand, nor acknowledge. It’s an instantaneous, subconscious judgment that leads to spontaneous click of the mouse.  There’s absolutely nothing logical about.

Before you know you’ve made a decision, you just stay and linger, or you leave. You don’t know why. You just do.

The latest brain research shows that humans can initiate a response to stimuli before the neocortex can even interpret the stimuli. In other words, we act before we think.

So the first impression is critically important, and that hinges on design and spot-on messaging.

Poor website design leads to confusion, and nothing drives people away faster than confusion. If the immediate, split-second impression is a little off, you’re outta there. There are plenty of pretty websites that don’t convert worth a hoot because of this.

Poor website design leads to all sorts of problems.

On the other hand, good design leads to clarity, and understanding at a glance, which is the litmus test for sticky websites. Instantaneous recognition of relevance.

I think part of the problem with this discussion is a limited definition of “website design.”

When it comes to websites, design is not just the aesthetic elements, as in traditional graphic design, but also the site planning, messaging, and user experience.

It’s a holistic approach to web development that I like to call Conversion Branding.  It’s a well-coordinated team effort between a copywriter who knows persuasion architecture, a talented graphic designer, a technically proficient programmer, and a trusting, intelligent client.

Remove any of those people from the equation and the website simply will not come together as you had hoped.

But back to that discussion… Much of the thread was about the importance of “web marketing” vs. “website design.”  In that case, balance is the key.

You don’t want to spend money to drive a lot of traffic to a website that isn’t enticingly relevant and and user-friendly.

There’s an old saying in the advertising business: “nothing kills a lousy product faster than great advertising.”

If your website is lousy, driving traffic to it will just speed your demise.

On the other hand, you don’t want to spend too much on design only to be left with no money for “web marketing” that’ll push traffic.

I agree that having something up and online is better than nothing at all. But be careful… If you’re Microsoft, you can get away with it.  The brand allows something that’s far from perfect. But if you’re not very well known, people are pretty unforgiving.

One lousy experience and it’s bye-bye. They won’t return for your website 2.0.

There are two things you need in order to get a good website up fast: a well crafted brand strategy which provides context and perspective, and a detailed website plan that spells out specific objectives, target audiences, paths to conversion and other critical elements of your site.

If you leave your web site production to the computer nerds, you won’t get the brand strategy, the site plan, or the great design. Programmers simply follow directions and program the site as it’s presented to them, in the fewest keystrokes possible. That’s why templates are so popular.

And guess what… designers aren’t very good at that strategy stuff either. I’ve seen designers obsess over the tiniest minutia and then miss the fact that the main headline of the home page is completely unrelated to the business at hand.

It’s a very pretty mess.

So we’re back to that idea of balance and a four-person team. Website design absolutely matters. But so does Functionality. Messaging. Conversion. Authenticity. SEO. Photography. And copywriting — don’t forget that.

For some reason, most business owners seem to think they can write web copy, even though they’d never dream of writing their own print ads or TV spots. Suffice it to say, most business owners don’t have the training or the craftsmanship needed to produce a good website. Unfortunately, neither do programmers. Neither do designers. You need the whole team.

Together you might just find a great website design that also produces spectacular results.

BNBranding's Brand Insight Blog

Automotive Advertising: Another ride down that twisting, mountain road of tired clichés.

brand credibility from branding expertsI don’t know what it is about automotive advertising. No other category is so rich in promise, yet so void of inspiring insight and unique execution. But there is something any marketer can learn from the long history of mediocre automotive advertising.

Brand Insight Blog by BNBrandingFor instance, there’s a nice Alpha Romeo ad  for the Giulia… Gorgeous video of a sexy red Italian sports car doing its thing in the curves with a pretty good voice-over that nobody’s going to listen to.

That’s easy. It’s harder producing a decent spot for a mundane automotive product, like a minivan.

 

 

automotive advertisingChrysler single-handedly created the minivan market when the Caravan and Voyager debuted in 1984.

Sales skyrocketed and imitators quickly sprang up, but only after Chrysler had firmly established itself as the segment leader.

Chrysler’s minivans moved the segment from niche vehicle to the pinnacle of the mainstream. Minivans have become part of the pop culture. And the marketing people at Chrysler/Dodge have a pretty good handle on what their target audience is looking for.

Minivan advertising routinely features simple slices of family life: we see a baby sleeping peacefully in a car seat. Kids playing cards in facing rear seats. Kids watching videos. Moms & Dads reconfiguring the seats and loading up the endless volume of kid’s stuff.

That’s what minivans are all about: Lugging kids, looking for lost binkies between the seats, and running errands. That’s the reality of it. It’s not glamorous, and it’s not the least bit appealing to anyone who doesn’t have kids. But it’s totally relevant for parents who are carting three kids around everyday.

The main benefit of all minivans is practicality. Plain and simple. And Caravan advertising conveyed that idea very clearly. Chrysler was not trying to be anything other than that.

Honda, on the other hand, careened off the road with their automotive advertising for the Odyssey Minivan.

The Honda spot goes like this: There’s an attractive young couple driving along a winding, country road. In a mini van, for pete sake! The husband, who’s doing the driving, glances at his wife suggestively as she reaches up and grips the panic handle above her window. She gives him a quizzical, turned-on look. He gives the van a little more gas and grips the wheel tightly as he lugs into another corner with all the agility of a old Winnebego.

She holds on even tighter and looks at him as if to say, “ohhhh yeah, bring it on big boy.” I almost expect them to pull over and jump into the back for a roadside quicky. Instead, she just holds on for the ride while the voice-over chimes in: “Just because it’s a minivan doesn’t mean you have to treat it like one.”

Automotive advertising the brand insight blogOh, c’mon.

There’s even a more blatant execution of that sexy idea from Britain, where a couple are about to do it in their Honda Odyssey until they get interrupted by an elderly parent. The voice-over on that spot says “It doesn’t seem like a family car.”

First of all, sex and minivans DO NOT go together.

No one gets turned on by a minivan. A corvette might help you get laid, but not a dual-sliding, seven passenger, Chrysler or Honda product.

Curvy roads don’t go with minivans either.

Put a minivan on a windy road and you here’s what you get: Puking children. Horrendous messes of vomit. Leave the windy roads to the Porsche commercials.

There’s no pleasure in getting from Point A to Point B in a mini van. Believe me, I’ve done it. There is some satisfaction in packing up both kids and the entire kitchen sink for a simple, cross-town play date. There’s satisfaction in changing a diaper on the side of the road without hanging your baby out on the tailgate. But not pleasure.

So Honda’s idea of promoting the minivan as something sexier than just a minivan, simply doesn’t wash. They could spend a billion dollars trying to convey that idea, and parents would still buy it for the cupholders. It’s like trying to kitten-up a milk truck.

So how did the message get so messed up, and what can we learn from Honda’s one-spot marketing blunder?

  1. As a brand, be authentic. Don’t try to be something you’re not. Minivans are not 450 horsepower Italian chick magnets. (Unless maybe Alpha Romeo decides to get into that niche)
  2. Realize that technical specs and insider information is often irrelevant to consumers. The automotive press consistently ranks The Honda Odyssey above its Chrysler competitors in performance and reliability. It’s a great vehicle. Best in class even. And the Honda executives are fully aware of this.

automotive advertising

The problem is, in the minivan category nobody gives a hoot about “chassis refinement and driving feel.”

By letting insider information dictate their marketing, Honda ends up with a message that’s relevant to their own executives and to the automotive cognoscenti, but completely irrelevant to the target audience.

It’s a classic case of getting in your own way. Of knowing too much, and putting that information in your automotive advertising.

Of course it probably wasn’t the Honda executives who came up with the idea of using sexual tension in their Odyssey spots. Gotta blame that one on the ad agency.

Maybe the agency creative team just couldn’t find inspiration in a boring old minivan. Maybe there wasn’t any consumer insight or personal experience to go on. Maybe it was just wishful thinking. Or maybe they were just trying to steer clear of a technical, engineering message that the Honda execs really wanted.  Wise move, but they really blew it with the hot couple concept.

Somewhere, the process took a wrong turn and the end result is a waste of marketing dollars.

In the scheme of things, one spot isn’t going to kill Honda. But in the meantime, Dodge is sticking to an approach that simply demonstrates relevant features. Their advertising is not going to win any awards, but at least it’s somewhat authentic. It hits the hot buttons of a specific target audience and it wins the head-to-head battle with Honda. In automotive advertising anyway.

Learn more about comparative advertising.

For more on Brand Authenticity, click here.

For some expert help with your own advertising, call 541-815-0075.

14

Brand authenticity (Keeping it real, honest, genuine and true)

I hate buzzwords. Every time a new marketing term shows up on the cover of a book I find myself having to translate the jargon into something meaningful for ordinary, busy business people.

brand authenticityLately, it’s “Brand Authenticity.” Seems “keeping it real” has become a household term. And a branding imperative.

In The New Marketing Manifesto John Grant says “Authenticity is the benchmark against which all brands are now judged.”

If that’s the case, we better have a damn good definition of what we’re talking about.

 

 

 

“Authentic” is derived from the Greek authentikós, which means “original.” But just being an original doesn’t mean your brand will be perceived as authentic. You could be an original phoney.

Most definitions used in branding circles also include the words “genuine” and or “trustworthy.” In The Authentic Brand, brand authenticity is defined this way: “Worthy of belief and trust, and neither false nor unoriginal — in short, genuine and original.”

I think it’s also useful to look at the philosophical definition of the word… “being faithful to internal rather than external ideas.”

In Philosophy of Art “authenticity” describes the perception of art as faithful to the artist’s self, rather than conforming to external values such as historical tradition, or commercial worth.

The same holds true for brands.

The authentic ones are faithful to something other than just profits. They have a higher purpose, and they don’t compromise their core values in order to turn a quick buck.  They are the exception to the corporate rule.

The Brand Authenticity Index says, “At its heart, authenticity is about practicing what you preach; being totally clear about who you are and what you do best.” When a brand’s rhetoric gets out of sync with customers’ actual experiences, the brand’s integrity and future persuasiveness suffers.”

brand authenticityI think the general public believes that marketing — by definition— is not authentic. We are born skeptics.

Guilty until proven innocent!

And if someone sniffs even a hint of corporate BS they’ll blog about it, post negative reviews and announce it to all their Facebook friends, Twitter followers and Instagram fans.

Ouch.

In a Fast Company article, Bill Breen said “Consumers believe, until they’re shown otherwise, that every brand is governed by an ulterior motive: to sell something. But if a brand can convincingly argue that its profit-making is only a by-product of a larger purpose, authenticity sets in.”

Nobody ever starts a company with the goal of becoming an authentic brand. Think back to when Amazon, Starbucks, Nike and Apple were just startups.  They were all authentic in the beginning. Each had a core group of genuinely passionate people dead-set on changing the world in some little way. And that esprit de core set the tone for the brand to be.

Patrick Ohlin, on the Chief Marketer Blog, says “Brand authenticity is itself an outcome—the result of continuous, clear, and consistent efforts to deliver truth in every touch point.”

It’s a by-product of doing things well. Treating people right. Staying focused. And not getting too greedy.

“Companies are under pressure to prove that what they stand for is something more than better, faster, newer, more,” said Lisa Tischler in Fast Company. “A company that can demonstrate it’s doing good — think Ben & Jerry’s, or Aveda — will find its brand image enhanced. But consumers must sense that the actions are sincere and not a PR stunt.”

Add the word “sincerity” to the definition. Sincerely try to do something that proves you’re not just another greedy, Goldman Sax.

In the age of corporate scandals and government bailouts, not all authentic brands are honest. If your brand values revolve around one thing — getting rich — it’s pretty tough build a genuinely trustworthy brand in the eyes of the world.

Amway is now known for brand authenticityAmway, for instance.

Amway has an army of “independent sales associates” out there luring people to meetings under pretense and spreading a message that says, essentially, “Who cares if you have no friends left. If you’re rich enough it won’t matter. We’ll be your friends.”

The front-line MLM culture seems to revolve around wealth at any cost. Then there’s the corporate office trying to put a positive spin on the brand by running fluffy, product-oriented, slice-of-life commercials.

It’s a disconnect of epic proportions. The antithesis of brand authenticity.

But I digress.

Let’s assume you have a brand with a pretty good reputation for authenticity. How can you manage to maintain that reputation even when you’re growing at an astronomical rate?

Be clear about what you stand for. Communicate!

Your brand values need to be spelled out, on paper. After all, your employees are your best brand champions and you can’t expect them to stay true to something they don’t even understand.

That’s one of the key services at my firm… we research and write the book on your brand. We craft the message and then help you communicate it internally, so all your managers, front-line employees and business partners are on the same page. Literally. It’s a tremendously helpful tool.trust and brand authenticity

Underpromise and overdeliver.

Now here’s a concept CEOs can get a handle on. If you consistently exceed expectations, consumers will believe that you’re sincere and will be more likely to trust your brand. It’s a fundamental tenet of brand authenticity. If you’re constantly disappointing people, it’s going to be tough.

Don’t try to be something you’re not.

Being authentic means staying focused and saying no once in a while. The more you diversify, extend your product line or tackle new target audiences, the better chance you have of alienating people.

It’s always tempting for successful small businesses to branch out. You take on projects that are beyond your core competencies, because you can. People trust you. Then if things go south you lose some credibility. And without credibility there can be little authenticity.

Align your marketing messages with your brand.

You sacrifice authenticity when your marketing messages are not true to the company, its mission, culture and purpose.  You can’t be saying one thing, and doing something else.

Alignment starts with understanding. Understanding starts with communication. So figure out your core brand values, and then hammer those continuously with your marketing team. Every time they trot out a new slogan or campaign you can hold up that brand strategy document and ask, is this in line with our brand?

Be consistent.

Another way you lose that sense of brand integrity or authenticity is when you change directions too frequently. I’ve seen this in start-ups that have new technology, but no clear path to market. The company just blows with the wind, changing directions with every new investor who’s dumb enough to

put up capital. There’s no brand there at all, much less an authentic one.

Lead by example. 

One of the best CEO clients I ever had was a master of management-by-walking-around. His authentic, soft-spoken demeanor worked wonders

with his people. He was out there everyday, rallying the troops and reinforcing the brand values of the company.

So if you’re in charge, stay connected with your teams and don’t ask them to do something you wouldn’t do yourself. When sales, or marketing or R&D starts working in a vacuum, you often end up with an authenticity drain.

Hire good PR people. 

Like it or not, the public’s sense of your brand authenticity often comes from what the press says. For instance, BMW’s claim of being “the ultimate driving machine” is constantly reinforced by the automotive press in head-to-head comparisons with Audi and Mercedes. According to those authoritative sources, it’s not a bullshit line.

Which really is the bottom line on brand authenticity. Don’t BS people.

For more about brand authenticity, try THIS post. 

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2

Brands of Love (How to build a loving relationship with your customers.)

BNBranding logoI’ll never forget my first pair of skis… Hand-me-down Heads from a by-gone era. Jet black. Heavy as can be, but oh so lovable!

That was 5th grade. Since then, I’ve purchased eight more pairs of skis and four were the same brand: Head.

Brands of love John Furgurson BNBranding blog post

That’s me. Notice the head logo on the tips. No photoshopping involved.

The latest is a pair of Head Rev 105s, and I’m absolutely loving them. I tested many different brands — and they were all good — but I chose Head.

Why?

Because it’s one of those brands of love that I grew up with.

Every time I ski on them, and every time I see another Olympic racer on the podium with Heads at their side, I get even more attached to that brand. It’s a life long love affair.

The Head Ski Company was founded in 1950 with the first metal composite ski — a revolutionary progression from the days of hickory.

In the 1960’s Head sold more than 50% of  all the skis in the U.S., even though they were priced two times higher than the competitors. It was a premium product with plenty of sex appeal. Jean Claude Killy raced on Heads. Today it’s Lindsey Vonn.

Brands of love - Howard Head - BN Branding

Howard Head

To me, buying skis is like buying a car. I can name every car and every ski I’ve ever owned, and I have fond memories associated with every one.

I  strayed from Head for awhile, cheating with Atomics, Blizzards and Rossignols, but I keep going back to my first love — to the brand that I first associated with the freedom, thrill and challenge of skiing.

That’s branding.

A lot of people gripe about commercialization and marketing as an evil activity or a “dark art.”  They say they’re being manipulated, somehow, into buying stuff they don’t want or need.

That’s nonsense. I believe we need MORE relationships like that. More love of any kind! Less indifference and more brands of love.

Just think… If we could all be passionately connected to more of the things we purchase on a day-to-day basis, wouldn’t the world be a better place?

 

 

Imagine how your day might go if you felt as passionate about your filling station and your pharmacy as I feel about my skis.

What if the routine chore of picking up dinner was transformed into a delightful experience that you could look forward to every time. What if you had a genuine love for your dental office?

Even root canals would be a more pleasant experience.

It’s human nature to love. We crave strong, loving connections to the things and people in our lives. Brands play that role quite well. We’re naturally drawn to the companies and products that show love to their employees, their customers, their environment.

Whole Foods, Patagonia, Clif Bar are three good examples… they’re passionate companies that attract passionate customers.

In his book Lovemarks, Kevin Roberts talks about closeness, trust, intimacy, passion and commitment. Those are the traits of any loving relationship,  and if you can attain that in your relationship with customers you’ll have what Robert calls a Lovemark. The gold standard of brands.

What you have to remember is that Love is a matter of the heart, not the head.

You’ll never achieve Lovemark status by sticking to facts, data and a logical list of product features. Not unless you’re selling to robots.

And empty, corporate catch-phrases are even worse. Like a bar-closing come-on by a desperate frat boy… you might lure someone into a one night stand with that approach, but it’s not going to get you a second date, much less love.

brands of love on BNBranding's brand insight blog

In focus groups people talk about love all the time.

“Oh, I just love my Subaru.”  Or, I just love Tide. I won’t buy anything else.”

Subaru took the loving feedback from their customers and built it into its advertising. (It doesn’t move me, but I’m not a Subaru guy. There are a lot of W

RX fans and Outback fans who’ll absolutely love that approach.)

So stop thinking about how to improve “customer satisfaction” and start thinking about how to make them LOVE you. Want you. Chose you.

How can you initiate a relationship like the one I have with Head Skis?

It’s not easy because that one is connected to some of my fondest childhood memories. Think about that… If you really want to ramp up your branding efforts, start creating memories that your customers will love to recall, 50 years from now.

It takes a lot of extra effort, attention to detail, transparency and goodwill build brands of love. But it pays off… in better sales, in higher business valuation, and in articles like this one.

Write a comment… Tell me about your favorite brands of love.

If you want more on lovable brands, try THIS post.

Or the Lovemarks website. 

Guerrilla marketing in BNBranding's Brand Insight Blog

brand personality of the Duck Dynasty brand on the brand insight blog

Cammo brand personality (Duck Dynasty goes high fashion.)

How do you know when the alignment of the planets has gone completely askew? When the guys from Duck Dynasty are featured in GQ magazine.

brand personality - tips from the Brand Insight BlogYessir. The Robertson clan has risen from the swamps of Louisiana to the pages of GQ.

On one page you have Bradley Cooper, “the prettiest man on the planet,”  throwing the F word around and the next page you have the the kings of cammo quoting bible passages and promoting their own, quirky brand personality.

What’s next, Forbes?

Oh, wait. They’ve been there, done that too. A branding coup, for sure. Proof that

Back in November 2013 Forbes reported on the irrepressible creep of camouflage into homes and wardrobes of Americans everywhere. Walmart’s best-selling piece of apparel in 2013 was a Duck Dynasty t-shirt.

I recently saw a line of camouflaged living room furniture.

Overall, the Robertson family’s Duck Dynasty merchandise has raked in $400 million in revenues. They had the most popular show in the history of reality TV, pulling in 13 million viewers at its peak— more than American Idol, Survivor, the Breaking Bad finale. Even more than Hunny Boo Boo.

For awhile there, the Duck Dynasty Brand was everywhere. And the brand personality has become legendary.

 

 

The Duck Dynasty brand has deals with WalMart, Target, Kohls and many smaller chains. 1200 products in all, from ear buds and books to their original Duck Commander duck calls. For holiday season branding Hallmark launched a line of Duck Dynasty cards and ornaments and the family recorded Duck The Halls, an album oduck dynasty brand personality on the brand insight blogf holiday music featuring the Robertsons singing songs like ‘Ragin’ Cajun Redneck Christmas’ alongside George Strait and Allison Krauss. That’s the type of brand affiliation that pays dividends.

What’s the secret to success for this good ol’ boy brand? As the old saying goes: “If you want to live with the classes, sell to the masses.”

Middle America, and more specifically the NASCAR nation, is a massive and wildly lucrative market. WalMart’s proven that, and the Robertsons have done a good job parlaying their little bird hunting niche into mass market appeal.

Three things really stand out about this brand: Authenticity, Personality, and Visual Appeal. If you’re going to turn your business into an iconic brand, you need all three.

Brand Personality

In the GQ profile the Robertsons are described as “immensely likable, funny and even cool.”  To me, the best thing about this family, and the brand they’ve built, is that they don’t take themselves too seriously. The guys know they’re a bunch of knuckleheads, and that’s okay. In fact, that’s what makes the show so appealing. Funny human foibles of everyday folks make great TV.

Brand Authenticity

Say what you will about Phil Robertson’s “enthusiastic” religious beliefs and stance on any given political issue, but he’s authentic. No apologies. And the whole brand is absolutely true to the family values he has instilled. They are not trying to be all things to all people and their aw-shucks honesty is appealing.

“They are remarkably honest with each other and with the viewing audience,” GQ reported. “Uncle Si’s traumatic stint in Vietnam, Jep’s boozing and drug use in college, and Phil’s early years of hell raising are all out in the open. And the more they reveal, the more people feel connected to them.”

Most companies try to hide behind a facade corporate double-talk, and shield the public from the brand’s shortcomings. The Robertson’s just put it right out there.

Visuals are a key element of any brand personality.

Consistent, memorable visuals are essential building blocks of great brands. The Robertson’s would not be where they are today without their immediately recognizable ZZ Top beards and cammo wear. They stand out in a crowd like a turkey at a duck hunt.

The beards are a key component of their branding. Plus, those are good looking guys behind those beards. Not Bradley Cooper beautiful, but attractive enough to appeal to the female audience. And they have beautiful wives.

brand personality BN Branding

Phil and his CEO son Willie know that this 15 minutes of fame may be fleeting. The lifespan for this type of show is typically not more than five years, so as Michael Stone, CEO of Licensing Agency Beanstalk so aptly put it, “they have to make hay while the sun shines.”

Phil told GQ: “Let’s face it, three, four, five years, we’re out of here. You know what I’m saying? It’s a TV show. This thing ain’t gonna last forever.”

Sure enough, the show is ending its run in 2017.

So the question is, what will the Duck Dynasty brand become once the show and its merchandise tie-ins have died? They’ve done a good job of managing the current onslaught of opportunities, but how will they do in the long-run. Will they maintain the brand personality they’ve established? That’s the real test.

Will the Robertsons go back to just the core business of making Duck Commander duck calls? Will they leverage their popularity into an entire line of Duck Dynasty brand camping, fishing and hunting gear? Or maybe Phil will retire from the family business and just travel around, hunting and preaching?  The possibilities are endless.

I just hope it doesn’t involve cammo colored business attire.

For more insight on brand personality, try THIS post. 

Want to build your own iconic brand? Call me at BNBranding.

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