You are viewing Aaker on Brands blog posts from August 6, 2014 through October 8, 2014. You can also view the most recent posts.
Test your organization by asking employees two questions. What does your brand stand for? Do you care? If employees are unsure of the brand vision or don’t care, there is little chance that you will successfully implement your business strategy.
There are several benefits to having a strong internal brand.
A clear, compelling internal brand provides direction and motivation to employees and partners. People and teams will be more likely to know if a decision or program is “on-brand” if the internal brand is successfully communicated. The internal brand can inspire employees to find and implement creative, breakthrough brand-building programs, to stretch for a “big” idea. An employee base that is energized by a strong brand will be motivated to talk about the brand to others on social media and elsewhere. A solid brand, especially one with a vision that includes a higher purpose,…
October 8, 2014 • Permalink
There is a compulsion to focus in on functional benefits. It comes perhaps from the legacy of the Rosser Reeves unique selling proposition that brought us the candy that “melts in your mouth instead of your hand.”
A functional benefit is appealing. Our instinct, especially if we reside in the high tech or a B2B sector, is to assume that customers are rational and will be swayed by functional benefits. Further, when asked why customers buy this brand or avoid that one, we assume they will give functional reasons. The resulting insights often have an inordinate influence on strategy.
But we have too much evidence from behavioral economists and market researchers that shows customers are far from rational. We see it every day. Even an airline, when buying a plane, will in the end be influenced by their gut even with piles of proposal details in front of them. In most contexts, customers…
October 1, 2014 • Permalink
Should you write a book? Could you write a book? What is involved? I’ve frequently been asked such questions and the answers are maybe, definitely - and more than you might think. After finishing my 18 book, Aaker on Branding, I thought about the book writing journey and concluded that there are three distinct steps that it includes. Each requires a different set of motivations and skills:
Step 1: The Topic
When I set out to write a book, first I work toward finding an umbrella topic based on a central idea or set of related issues and concepts. To do that, I look at several criteria:
It should capture my interest. This may seem obvious, but writing a book takes a serious amount of time and effort. I must enjoy the process of pulling together the concepts and case studies to support my topic in order to make that process worth the effort. It helps to have a higher purpose.…
September 24, 2014 • Permalink
Last March, Buick started to run an advertising campaign centered around the point that people don’t recognize the new Buick models because they are so fixated on their preconception that Buicks today must be like the Buicks of a decade ago. In one ad a valet couldn’t find a Buick even though it was right in front of him. When he got in, he was clearly impressed. In another a young woman stands on the street craning her neck for the Buick that’s supposed to pick her up, looking right past the shiny Encore parked right in front of her. The tagline is “expectation-shattering.”
The campaign is a brilliant effort to attack a vexing relevance issue that is all too common. It happens when your brand is not considered and is simply ignored. Buick executives believe the campaign is enabling Buick to extend the brand’s remarkable sales success. It’s seen a 13% increase in 2013 and has continued…
September 17, 2014 • Permalink
After writing my latest book, Aaker on Branding, a book that contains an overview of 20 key branding principles, I included an epilogue that identifies 10 additional branding challenges to keep in mind as you work to build your brand. If you are involved with building a brand or brand portfolio, you will benefit from appraising how you are facing each of the challenges:
Treating brands as assets
The ongoing pressure to deliver short-term financial results coupled with the fragmentation of media will tempt organizations to focus on tactics and measurables and neglect the objective of building assets.
Possessing a compelling vision
A brand vision needs to differentiate itself, resonate with customers and inspire employees. It needs to be feasible to implement, work over time in a dynamic marketplace…
September 10, 2014 • Permalink
In 1894, John Deere launched The Furrow, a magazine designed to help farmers educated themselves about new technologies and become better businessmen. It was in keeping with the basic Deere mission of “improving farming” and responded to their customers’ need of technology and business education.
Nearly 120 years, later The Furrow is still the magazine that farmers turn to learn about the issues, techniques, best practices and rural lifestyle. The prominence of John Deere equipment news and product placement, a fixture at the time of the magazine’s launch, is long gone. Recent issues have discussed the decrease in the bat population, aerial seeding, hands-free milking, the pros and cons of rolled turf, living mulches and more. There are versions tailored to dairy…
September 3, 2014 • Permalink
One of my favorite brands is Under Armour. It has taken on one of the best brands, Nike and has been remarkably successful in driving one of the fastest growing brands to over 2 billion dollars in sales.
But it is a rare brand that can win with one home run idea; it nearly always takes a half dozen or more. Here are six brand elements Under Armour successfully uses:
A higher purpose at its core
Under Armour stands for relentlessly overcoming obstacles and becoming winners on the field. The brand essence revolves around being the underdog, being hungry, competing against the best – and winning. Its tagline “I will” captures this passion, intensity and drive. It is not about delivering functional benefits, although they do that. Like many underdog brands, it has an attitude. In fact,…
August 27, 2014 • Permalink
Authenticity and higher purpose are key brand characteristics that are often underappreciated. Authenticity represents the degree to which the brand is trustworthy, honest and genuine. It generates credibility and respect. A higher purpose suggests that the brand is looking beyond financial success to a more inspiring aspiration. When a brand has both, it will be blessed with energy, admiration and loyalty. When it has lost both, the battle to get them back becomes difficult and yet is critical to its future health. Let’s take a look at LeBron James and Starbucks to get a sense of what these two experiences look like.
LeBron James, viewed by some as the best basketball player ever, was an icon in Cleveland because of his awesome ability and because of his history with the Cleveland area. His story of overcoming a disadvantaged background was legendary, as was his commitment to addressing the problems…
August 20, 2014 • Permalink
In my latest book, Aaker on Branding I have argued that the best way to connect with customers, especially in the digital world, is not to promote an offering or brand but rather to focus on the customer’s sweet spots. A customer sweet spot centers on something in which they are involved in and/or passionate about. The idea is to develop and be an active driver or partner in a program that resides in that sweet spot.
“Ask Zappos,” a customer service tool that can help you track down any fashion item you might want even if Zappos doesn’t sell it, is such a program. Ask Zappos provides a digital personal assistant who takes shopping requests in the form of images and attempts to find the exact item for you, online or offline. The image can…
August 13, 2014 • Permalink
In my latest book, Aaker on Branding, I assert that the only way to grow (with rare exceptions) is to innovate through creating “must haves” that define new subcategories and then controlling and actively managing those subcategories going forward.
Yoplait’s Go-Gurt provides an exceptional case study to support this assertion. Go-Gurt was introduced in 1999 as a unique, snack-style yogurt for kids. It was a yogurt product delivered in a colorful nine-inch tube that was designed to deliver portability (like their advertising said, “Lose the spoon!”), appealing flavors (Berry Blue Blast and Watermelon Meltdown, to name a few), and fun for kids to eat (What could be more fun than slurping your food?).
Prior to the launch of Go-Gurt, there was a history of a very stable market-share structure…
August 6, 2014 • Permalink