February 4, 2012

Branding: position yourself at the front

Apple I'm a PC

This is a guest post by Gary Marshall, a designer and brand director with 17 years of industry experience dealing with international blue-chips and exciting SMEs. He helps to bring brands alive and increase their profit.

Recently, PC World put out a e-shot which included an offer on Apple Macs. The response among some of my Twitter followers was one of surprise – they didn’t think that particular store would stock the Apple range. Now technically speaking, the Apple Mac is a PC (Personal Computer), along with many other leading brands, but the truth is most people don’t see it that way, including Apple.

Why? It’s all about branding. In a competitive marketplace, why try and fight for market share when you can create a marketplace of one: you?

A marketplace of one

Now when most people start a company, they usually begin in one of two positions. They either believe they have had a eureka moment and invented something totally unique to the world that nobody has ever seen or thought of before (whether this is true or not), or they see a market leading company and set up an identical offering, believing they can become market leader themselves by copying the what has gone before.

Often, what the real market leaders do is a mixture of the two. Most recognise the huge value of a current market (for example, PCs) but realise that to take on the market leaders successfully would require a hard slog and lots of money. So, they create a new market within an existing market.

Apple used creativity and design to appeal to a market of professional designers and creatives. Now most people have only been introduced to Apple in the last five years or so, but I remember using them nearly 20 years ago when no one knew who they were. They positioned themselves in a market of one within a busy sector.

A league of their own

Apple are not the only example of ‘league creation’. There are a plethora of brands offering “vacuum cleaners” but Dyson have positioned themselves as the only cleaner that doesn’t use a bag. Similarly, Google wasn’t the first to market, but understood what it took to become the market leader.

Procter & Gamble with their Pringles snack are another example of the same principle. Recently, and in the interests of avoiding VAT charges, they went to court to try to convince the government that Pringles were not a potato based snack because the product is 33% fat and flour. Although the case was thrown out, the case illustrates how Pringles defines itself in a league of one. The combination of product, branding and pack format ensure that for most consumers it is, at essence, a Pringle and not a crisp.

The lesson here: to become a market leader, choose an established marketplace, but be the first to claim a distinct niche.

Small: the new big

sapling bigger than trees

This is a guest post from Brian Heys, a freelance software tester, frustrated pianist, and reformed pessimist who blogs at brianheys.com about technology, the Internet, careers, and anything else that takes his fancy.

When I set up my business in the nineties, one of the first things I did was put up a web site. Even back then, in those formative years of the web, I felt it was important for a lone IT consultant to have a web presence.
 
The web site looked great, but I made the classic mistake of trying to sound like IBM, when in fact, my business had just one employee: me.
 

The Wizard of Oz Effect

 
Using the ‘royal we’ like I did back then remains a common tendency today. I call it The Wizard of Oz Effect.
 
Many small business owners are insecure when it comes to admitting they work on their own. Their brochures are stuffed full of corporate stock photography, their web site content is written about ‘us’ and what ‘we’ can do, and how great ‘our’ company is.
 

Attitudes have changed


Nowadays, it’s okay to admit you’re a small business. The customers you really want to attract will no longer hold it against you. In fact, they’ll probably be glad to hear it.
 
In a world where bad service from big companies is the expected norm, it can be totally refreshing to have a positive experience with a small firm. I see this all the time. Often, the smaller the business, the better the service they offer – because they care more about their customers.
 
I’m not the only one who feels this way. As a simple research exercise, I asked a handful of people around the office if they felt the same – and they all do. Dealing with a small business is much easier, much faster, and can be ultimately more rewarding than trying to engage a large company to do the same job.
 

Be proud to be small

 
Instead of hiding behind a facade, why not stand up as a solo business operator, and make it clear to your potential customers who you really are?
 
Chances are you could do a simple ‘find and replace’ on all your web content and immediately have copy that is much more refreshing and engaging to your target market:
 

  • Replace ‘we’ with ‘I’
  • Replace ‘us’ with ‘me’
  • Replace ‘our’ with ‘my’

 
You get the idea.
  
I took the bold step of doing this about eight years ago with my own web site. Incredibly, the same day the new version went live, I received a sales enquiry from a potential client who complimented me on my originality and honesty! I’ve never looked back.
 

You can’t fool anyone

 
We’re all so accustomed to spin we can smell it a mile off. Nobody is fooled by the Wizard of Oz trick anymore. Your 0870 number gives you away. Your telephone answering service blows your cover. The residential address on your business cards and letterheads reveals the truth that your business is … shock, horror … just you.


So why try to hide? Be different. Admit you’re small. You may be surprised by the results.
 

UK-based marketing and PR resources on Twitter

Library of resources

For the last couple of weeks, I’ve been looking at Twitter accounts associated with UK business resources. Today, I’m looking at UK-based marketing and PR publications on Twitter.

Many small business owners are managing their own marketing activity, so following these Twitter accounts can offer a great source of information and inspiration.

  • @prweekuknews – This is the (seemingly unofficial) feed for the UK edition of PRWeek, the source for news and analysis surrounding public relations. Follow this account for updates and links to stories as they are published. This is an automated feed though, so there’s no chatting to be had.
  • @BrandRepublic – Brand Republic covers online advertising, marketing, media and PR. This is mostly an automated feed, but there’s some conversation in between the headlines. (Update: On 29th July, @BrandRepublic announced that they’re replacing the auto-feed with links to just “the best news and blog posts.” Good news, I say!)
  • @TheDrum -  An online resource covering advertising, design, media, marketing and PR. Again, the account chiefly posts links to headlines on the site but is slightly more interactive than most, with opportunities to ask questions and suggest content.
  • @utalkmarketing – The UTalkmarketing website is a merry mix of marketing news, case studies, opinion pieces and how-to guides. Follow this account for a heads up when new articles are posted.
  • @MarketingWeekEd – This is a pure news feed for Marketing Week, one of the UK’s leading marketing publications. Again, it’s hard to tell if this one is official, but it’s an effective way as any to keep abreast of the latest stories in the world of marketing.

And finally…I’ve mentioned these guys before in a previous Twitter post, but I can’t let a Twitter post on marketing go by without a mention for:

  • @MarketingDonut – Marketing Donut is a marketing resource website that publishes quality marketing advice and is completely accessible to non-marketers in style and content. They’ll also answer your burning marketing questions – just tweet.

That’s it for now.

Update: Twitter now offers its own marketing and customer service ‘how-to’ guide for businesses. It takes you through the basics, including key Twitter lingo, and offers tips on best practice. There are also case studies so you can learn how some big brands have leveraged the power of Twitter. Check out the Twitter101 guide for more information.

The Wienermobile crash: bad driving, good PR

Wiener

Sometimes, the old saying ‘no publicity is bad publicity’ is stretched to the point of lunacy, but in the case of the Wienermobile that crashed into a family home in Racine, an unpleasant mishap seems to have only meant good things for the Oscar Mayer empire.

In case you don’t know the details, the Wienermobile is (literally) a promotional vehicle for the food brand Oscar Mayer – it’s basically a 27 foot long van that looks like a giant hot dog.

It was designed in the 1930s by the original Oscar Mayer’s son and has been successful in generating publicity ever since. But after over 70 years, you might be forgiven for thinking the novelty had worn off.

Then this week, a woman driving just such a vehicle went to make a manoeuvre in a friend’s driveway, accidentally hit the accelerator and drove straight into the front of the house. According to reports, there was some structural damage to the property, but no one was hurt.

Here’s the official line from the Wienermobile blog:

“We were turning the Wienermobile around in a driveway, which is at the end of a dead-end street, and got into a bit of a pickle. We are so relieved that no one was home and nobody was injured. We promptly alerted police. We are working with the local authorities and the appropriate insurance companies to fix the damage and sincerely apologize for any inconvenience this may cause the homeowner. We are back on the hot dog highways spreading miles of smiles today. Franks everyone for your concern.”

So what is it about this potentially damaging story that has worked out so well for the brand?

Well on the simplest level, it has generated a lot of coverage. The image of a hot dog shaped car wedged into a house is a sight to behold and as a consequence the vehicle has once again become a familiar sight to people in the US and indeed all over the world. This story has been reported on heavily in the media, popped up on several social media platforms and generally created an internet buzz. So has it generated publicity for the brand? Check.

So what criticisms might the accident attract for Oscar Mayer. Well, any danger of the safety of the vehicle being called into question were quickly knocked on the head as the woman admitted to making a mistake, and the company have already agreed to pay for the damage to the property, so the brand is looking pretty blame-free.

However, we can assume this woman was quite young because the drivers of the seven Wienermobiles in existence are generally selected from senior college students who are about to graduate, and the hallowed position is only ever held for a year. (addition: she is 22)

So could it be that she got a little rambunctious behind the wheel? Could it be that the Oscar Mayer selection criteria just isn’t tight enough? Well I’ve seen no criticism so far, but even if it did come to light, I think it would only serve to raise the profile of the selection process and see applications for the position rocket next summer. A neat win from any accusations of a fail? Check.

So, a 27 foot long hot dog crashes into a family home creating the perfect photo opportunity. Publicity stunt? I very much doubt it. Good PR? Check.