• About you
  • DenVan on Social
  • Brandvelope.com
  • DenVan.ca
  • Favourite posts

Beg to Differ

A brand strategy blog - by DenVan

Branding is not about cows; it’s about cowboys not shooting each other

August 31, 2009 // Dennis Van Staalduinen 4 Comments

At last week’s Beg to DIFFER Boot Camp, information pills we discussed the history of the word “branding” – as in the ancient practice of marking a cow with a red hot iron. But if the idea of cattle-marking seems trivial and simplistic to you, look that’s only because you’re not a cowboy. So listen up cowpoke: here’s the cow-dirt on branding: it’s not about the cows.

The slide I'm talking about in the video below
The slide I'm talking about in the video below

Branding: lots of heat; but how much light?

The word “brand” has always taken a lot of heat. But especially in the last decade, healing it seems like the word has become a target for heat as much as a tool for channeling it. 

Click here to buy a copy from Amazon.com
Click here to buy a copy from Amazon.com

Critic Naomi Klein in her classic book No Logo and branding industry iconoclast Jonathon Salem Baskin in his recent book Branding Only Works on Catttle are just two  examples of how the term the term “branding” has been attacked in recent years. The latter in particular poses an incendiary thesis right in the title of his book. Now, full disclosure, I’ve only just ordered a copy of the book, but from reviews (like these from The Economist or by uberblogger Chris Brogan), from the writer’s own blog Dimbulb, and from a chapter posted online I get the sense his title is just playfully singeing the brand that feeds him, but I’ll let you know after I’ve read it (please feel free to comment if you have).

Now back to the range

But as discussed in the video below, the term has never been just about the tool, or about the cow that is its involuntary recipient. It’s not even about the mechanics of applying the mark (heat brand, restrain cow, burn cow, repeat) – although those are all important nuances. 

Like all human tools, you can only understand the brand if you understand the human need that it serves. So you need to understand the context, in this case the branding system that the tool operates within.

So what’s a brand for?

Branding is about helping human beings (cowboys and ranch-owners) do three things:

  1. Track down things that are relevant to them (Eg. their cows);
  2. Sort them out from all the similar-looking stuff (Eg. find their cows in a mixed herd); and  
  3. Maintain and enrich relationships between people (Eg. not getting shot or needing to shoot anyone else)

And guess what? Those are the same things your brand is supposed to be doing.

So think about it sherriff: are you focusing on the branding iron or the relationships it is supposed to foster?

Filed Under: Brand Names, Brand Value, Branding Advice, Consumer Behaviour, Contains Video, Logo Tagged With: begtodiffer, brand, brand management, brand strategy, branding, Dennis Van Staalduinen, Marketing

Swiss secrets – how Switzerland builds brands

August 25, 2009 // Dennis Van Staalduinen 5 Comments

Those pesky Swiss are at it again. In a tongue-in cheek June post, stuff I ranted a bit about how I was mad at Switzerland for being so much better than my country Canada at building global brands. Well now my favourite brand strategy blog in the world brandchannel.com has taken up the cause with this piece. So here are 5 Swiss secrets that I’ll distill for you.
The Swiss success at branding isn't an accident. It's a culture that they cusltivate.
The Swiss success at branding isn't an accident. It seems to be a culture they cultivate. And you?

1. Sweat the small stuff. Think precision.

Tag heuer

A country can be a great brand. But it isn’t an accident. It takes careful work, pill discipline, and an attention to detail – think of a fine Rolex or Tag Heuer watch. Switzerland is tiny, but by carefully tuning and refining the little gears that run their brand image, they’re ensuring they’ll be winners for generations to come.

2. Refine the recipe. Make it intentional.

The Swiss have thought through all the ingredients of their brand, and the results are published in a fantastic brand manual that speaks for itself. And it’s right there online for the world to see. It is that sense of refinement and building on tradition with consistency that has bred great chocolate and food brands as Nestlé, Toblerone, and Lindt. Toblerone

3. Trust: the logo is just the tip of the Matterhorn

Trust is not spoken. It must be earned through consistent behaviour over time. You can’t just stick a Swiss flag on your product – even if you’re a Swiss company. The Swiss have very stringent rules and a continuing debate around what high level of quality constitutes “Swissness”. Which leads to better products and more trust, and more value for the Swiss trademark. It’s all tied together.

Swiss banks like UBS and Credit Suisse and indeed the whole Swiss financial industry have built their reputations around the brand promises of “stability, privacy and protection of clients’ assets and information“. This has led to recent wrestling matches over the personal information of US tax dodgers. But even if their hands are forced, the Swiss banks do fight tooth and nail for client privacy.

4. The three key tools of the Swiss brand

A great country brand is adaptable, sturdy, and practical. In the case of brand Switzerland, they are building their brand built around three key tools (“pillars” of their brand platform):knife

  • 1) Reality – the country’s real strengths and limitations, both in the sense of real business assets and liabilities, but also in terms of physical location, historical facts, shifting allegiances, and other tangible influences. 
  • 2) Existing perceptions – how the country is perceived abroad – for better and worse. The smart brander draws on positive themes that already exist in the minds of outsiders that only have to be tweaked, not created from scratch.
  • 3) Intangibles – positive, but subjective, forces driving the country’s brand like a track record of innovation; internal attitudes to themselves (and to change); and all the other internal brands that are already successfully trumpeting the idea of the country in the marketplace.

5. Apply the same logic to your brand.

Read those 3 pillars again, and insert “company” or “charity” or “government service” where it says “country”.  Then check out the brand manual linked above.

So ask yourself:How are you doing?

Is your brand running like a Swiss watch, as trusted as a Swiss Bank, as mouth-watering as fine chocolate, or are you just yodelling your customers’ time away on a mountaintop?

Filed Under: Brand Elements, Brand Standards, Brand Value, Branding Advice, Consumer product brands, Financial Brands, Place Brands, Positioning Tagged With: brand management, brand strategy, branding, country brand, Credit Suisse, Lindt, Place Brands, Rolex, Swirtzerland, Swiss, Tag Heuer, Toblerone, UBS

10 brand strategy lessons from “The Princess Bride”

August 24, 2009 // Dennis Van Staalduinen 21 Comments

A great post this morning on bladeronner.com (A Valuable Business Lesson from “The Princess Bride”) got me thinking: a) what a brilliant movie Princess Bride is; 2) how relevant the “Dread Pirate Roberts” idea is to branders; and 3) how many other lessons for us are hidden in this great film.

Fezik et al

Branding lesson 1:  Names matter.

 Westley: No one would surrender to the Dread Pirate Westley.

Making your business into a “Dread Pirate Roberts” is the subject dealt with in the blog post mentioned earlier. But in branding terms, treatment note that the intangible qualities of your name are very important to set the stage for your branding conversation with a customer – or to “inspire the appropriate terror” if that’s your objective.

Branding Lesson 2: Persistence Pays.

Inigo: Hello. My name is Inigo Montoya. You killed my father. Prepare to die.

HelloRepeat your brand promise to yourself over and over as a mantra. Craft the mission as a conversation starter, so a listener simply has to find out the story of your brand. And when it comes down to the final fight, have that mission on your lips as you ruthlessly carry it out.

Branding lesson 3: Got a miracle pill? Help your customers swallow it.

Inigo Montoya: That’s a miracle pill?
Valerie: The chocolate coating makes it go down easier.

It doesn’t matter how miraculous, how sexy, or how “game-changing” you think your product is. If customers don’t recognize it as such, you won’t sell a single unit. Learn what simple things you can add to your whole-brand package to help your customers “get it” as quickly as possible.

Branding lesson 4: Know their pain.

Man in Black: Life is pain, Highness. Anyone who says differently is selling something.

If you haven't seen the Princess Bride, get it; watch it; memorize.
If you haven't seen it, get it; watch it; memorize each line.
But remember that helpful chocolate coating in one market may look like manipulative “sugar coating” in another – and that looks like empty marketing hype and that’s a bad thing.

Keep it real. Use a straightforward tone of voice, and tell the truth. Don’t gloss over customer objections, customer hang-ups, or your own shortcomings. Customers are smart enough to know where the real pain is, and they’d prefer that it not be you.

Branding lesson 5: Building a strong brand takes time.

Miracle Max: You rush a miracle man, you get rotten miracles.

You can’t cut corners. So even if the end result seems like a miracle pill to your customers, you have to patiently build your equity and their trust over time.

Branding lesson 6: Always a) expect the inconceivable and b) respect your competition.

Inigo Montoya: You are sure nobody’s follow’ us?
Vizzini: As I told you, it would be absolutely, totally, and in all other ways inconceivable…incidentally, why do you ask?
Inigo Montoya: (later in the scene) He’s right on top of us. I wonder if he is using the same wind we are using.

If you are in the lead in your market, congratulations. That’s great. But don’t get so cocky you forget to analyze what’s happening behind you. Otherwise, your competitors (who are also smart and dedicated) may “find a different wind”.

Branding Lesson 7:  Choose your words carefully.

Vizzini: HE DIDN’T FALL? INCONCEIVABLE.
Inigo Montoya: You keep using that word. I do not think it means what you think it means.

If you try to sound intelligent and savvy without also being a student of your customers’ language, you can quickly lose the respect you are trying so to win. Make sure you mean what you think you mean.

Branding lesson 8: Use the right strategy for the situation.

Inigo Montoya: You are using Bonetti’s Defense against me, eh?
Man in Black: I thought it fitting considering the rocky terrain.

Know your opponent and your terrain. But don’t get too set in your ways. Your opponent may only be pretending to be left handed, so if you have to switch, be flexible enough to do so quickly.

Branding lesson 9: Watch out for the R.O.U.S.’s

Buttercup: Westley, what about the R.O.U.S.’s?
Westley: Rodents Of Unusual Size? I don’t think they exist.
[Immediately, an R.O.U.S. attacks him]

Also highly recommended is the original novel.
Also highly recommended is the original novel.
Every industry has a few Rodents Of Unusual Size doesn’t it? And some more than others (no names here).

But beyond the obvious point about hidden dangers we choose not to see, the author of the original novel is having some fun here with our propensity for using jargonny abbreviations and acronyms – even when effective communication could mean the difference between life and death. Just call them Monster Rats and watch your back! (for more on this, see our July 31 post the 25 worst acronyms).

Branding lesson 10: Love conquers all

Buttercup: You can’t hurt me. Westley and I are joined by the bonds of love. And you cannot track that, not with a thousand bloodhounds, and you cannot break it, not with a thousand swords.

As the grandson in the movie might say, “yuck, is this a kissing blog?” But seriously. In human or brand relations, the bonds of human affection, attachment, and commitment are awsomely powerful forces. So if you’re looking for a happy ending for your brand, focus on building those real human links that will help you and your customers survive a thousand swords.

Bonus branding lesson: Have fun storming the castle!

Filed Under: Brand Elements, Brand Names, Brand Standards, Brand Value, Branding Advice, Logo, Message & Positioning Tagged With: acronyms, book, brand strategy, branding, Branding Advice, Buttercup, have fun storming the castle, Inigo Montoya, movie, prepare to die, Princess Bride, quotes, Westley, wisdom

The first Big Question of branding (plus special offer for Boot Camp)

August 20, 2009 // Dennis Van Staalduinen Leave a Comment

Next week, approved on Thursday August 27, find we’ll be holding another Beg to DIFFER Brand Strategy Boot Camp in Ottawa with partners the Ottawa Centre for Research and Innovation (OCRI)and Brandvelope Consulting. As part of the Camp, page we’ll be dealing with the 4 Big Questions of Branding – the four fundamental things humans need to know about any product as they build their mental picture of it. You’ll find a preview of Question #1 below in SlideShare format.

Discount on Boot Camp registration for Beg to DIFFER readers.
For those interested in attending our Ottawa Brand Strategy Boot Camp, scroll down to find out more.

The 1st Big Question of Branding:

Link to presentation on slideshare.net
View more presentations from Dennis Van Staalduinen.

More about Boot Camp:

Blog Post: 5 Reasons to Attend the Beg to DIFFER Brand Strategy Boot Camp
Info from OCRI: OCRI Event Page

Discount on Boot Camp registration for Beg to DIFFER readers.
For those interested in attending Boot Camp, we’re offering a special discount for readers of this blog. To claim your discount:
1) Click through the presentation above: (1st Big Question of Branding)
2) Register for Boot Camp.
3) When registering, quote the name of the mystery product used as an example in the presentation below and you’ll receive $25 off the price of either half day or full day Boot Camp.
4) If you want to invite a colleague or recommend this to someone else, please do! They’ll also qualify for the discounted price.

Quick registration links (provided by OCRI):

Register Online | Register by Fax | Add to your Outlook* (Half-Day) | Add to your Outlook* (Full-Day)

Filed Under: Brand Brief, Brand Names, Brand Value, Branding Advice, Contains Video, Message & Positioning, Positioning, Tag Lines Tagged With: brand strategy, Ottawa

Jumping the FailWhale: Twitter’s biggest problems

August 6, 2009 // Dennis Van Staalduinen Leave a Comment

This morning’s Twitter outage, symptoms is only one of the many problems facing brand Twittter. Back in June, order early in my Twitter career (yes, the Twitterverse is turning quickly my friends) I blogged about this – No Twitter Brand, what are YOU doing? But now that I’ve had time to think about this some more (thanks for the outage Twitter!), I’ve got some more thoughts – all of which require more than 140 characters.

Aquatic superstar rising (falling?)... Just one of the great fanart images at www.failwhale.com.
Aquatic superstar rising (falling?)... Just one of the great fanart images at www.failwhale.com.

Over the next week or two, I’ll deal with 3 major brand credibility problems Twitter is facing, followed by a set of solutions I’ll modestly put forward. 

The Jumping the Failwhale series: Twitter’s biggest problems

  • Problem 1: Brand Promise: (in this post – see below) the free ride will have to end, and the real owners of the Twitter brand will not be pleased.
  • Problem 2: Brand Character: (coming soon) Twitter feels more “Social” and less like serious “Media”. Basically, the boss ain’t buying it, and unless something changes, he may be right.
  • Problem 3: Brand Personality: (coming soon)Despite the fresh, breezy cartoon-graphics, the kids aren’t twittering. Twitter is fast becoming an old people’s brand and the problem is hard-wired into the product.
  • Solutions:  (coming soon) My 10 Recommendations to save Twitter.

Problem 1: Brand Promise. The free ride will end.

A Brand Promise is the implicit set of expectations a brand builds up in the mind of its customers over time. And just like a real-world promise, the owner of the promise (and indeed the brand itself) is the person to whom the promise is made: the customer. Twitter carried by whales

The promise of Twitter 

Twitter users have come to value, and expect, a free, open online community accessible to all with 1) an Internet connection and 2) enough time to cultivate a Twitter brand of your own.

The problem with this is that of course, the party can’t go on like this forever. There are real world implications to the scale of Twitter’s success. Yup, I mean big crashes like this morning. But more to the point: money / revenue / filthy lucre / a basic business model. This is of course a no-brainer, because it’s a problem with all Social Media. Facebook, MySpace, Twitter, YouTube, and a thousand other online communities and services have built their huge audiences fast on the same implicit promise.

Try it, use it forever, and pay nothing – with no ads – all of these are very attractive hooks to get people in. But having set those expectations in customers’ minds, no one should be surprised if they feel betrayed if you suddenly try to “monetize” their “eyeballs”. Oh, they’ll understand. But this isn’t about rational thought; it’s about a broken promise.

I can hear the objection: “but we never said it would be free forever”. Doesn’t matter. Your actions led them to expect it would be free forever, which in their mind is the same thing.

A summer-friendly analogy

Imagine that one day I mow my neighbour’s lawn, then laugh off any payment he might offer by saying “that’s what neighbours do”. Don’t you think it would make him happy and strengthen our neighbourly bond? Probably. As long as he didn’t suspect my motives.

Which leads me to the following week, when I tell him “I’ve decided that the price of gas being what it is, you either have to pay me a dollar to do it again, or listen to a 5 minute pitch for my business.” 

He’ll understand. He might even recognize that it’s a really good deal I’m offering. But do you think he’d be happy about it?

An example from my practice

We dealt with this issue last year while I was acting Vice President of Marketing at CoursePark.com – an online learning management network. We played around with a number of options, from totally free access (like Facebook or Twitter), to pay-per-use, or just a low-cost subscription. Our solution in the end: give users a free-forever option, but a) be very clear what the limits were, b) set clear prices on the commercial e-learning content we sold through our library, c) give them an expanded range of capabilities for free in exchange for sharing their content with the rest of CoursePark, and d) make it easy and transparent to allow them to upgrade to the “enterprise” version for larger programs / more support / more member controls.

The bottom line

Be careful what you promise (even implicitly); your customers will hold you too it.
If you’re building a business, people are cool with that – if they know your motives in advance.
If you have built expectations that you can’t sustain, don’t assume that you can change the rules at will. You will pay for it.

Filed Under: Analysis & review, Brand Value, Consumer Behaviour, Consumer product brands, Online brands, Social Media, Technology Brands Tagged With: brand, brand equity, brand promise, brand strategy, Facebook, Failwhale, MySpace, positioning, SM, Social Media, Twitter, Twitter outage

  • « Previous Page
  • 1
  • 2
  • 3
  • 4
  • 5
  • Next Page »

Copyright © 2022 · BG Endless on Genesis Framework · WordPress · Log in