Session 8Strategically marketing
the power of brands
“WHAT IS A BRAND”(Clip: What is a Brand)
From what you observe in this clip:
1. List the characteristics and qualities that define a Brand?
2. From your answers, brainstorm a list South African firms in the public and private sectors with brands that you trust – and those that you don’t trust
3. Give reasons for your answers in #2.
COMPONENTS IN BUILDING BRANDS
•Creates Trust•Reduces risk in choice•Does what it says•Consistent•Fufills promises
REPUTATION
Being customer driven and “creating value” for all
Note: Advertising does not build brands – it informs people about an existing product
TASTE TEST
How many of you have tried the Coke Zero and can taste a difference between Coke, Diet
Coke, and Coke Zero?
Taste Test QuestionsHow accurate were you in distinguishing between Coke, Diet Coke and Coke Zero? Give a score!
Did you find any significant taste differences between Coke, Diet Coke and Coke Zero? What were they? Did you find significant taste differences between Diet Coke and Coke Zero?
Describe the pscyhographic profile of customers who would purchase either Diet Coke or Coke Zero?
What would make these customers choose between purchasing “Coke Zero” and “Diet Coke”?
Why, in your opinion, would Coke bring out a “Coke Zero” product when “Diet Coke” has been around a long time? What does this say about the coke brand?
Brand Terms to Know• Brand – A name, term, design, symbol or other feature that
identifies one marketer’s product as distinct from those of other marketers e.g. Toyota Hilux, Ford Ranger
• Brand Name – The part of a brand that can be spoken – including letters, words and numbers MUA, AFL, Cricket Australia, Heinz 57
• Brand Mark – Part not made up of words, but as a symbol or design Nike swoosh, Mercedes tri-star, McDonald’s golden arches
• Trademark – Legal designation of exclusive use of a brand
What is the Value of Branding to CUSTOMERS
• Brands help customers know immediately what to get to fulfill a need –speed of purchase
• Without brands, product selection would be quite random and based mostly on price
• Branding provides a form of self-expression and status• e.g. Land-rover compared to a BMW or a Porsche
• Brands symbolise a level of product quality in the eyes of the customer
• Brands reduces the risk of purchase of a ‘competitive’ but “inferior” or “inadequate” products
What is the Value of Branding to SELLERS
• People have a staggering number of product choices - brands help customers identify and differentiate a firm’s products from competing products
• Brands also help in introducing new products• Familiarity with the brand name and perceived quality
• Branding facilitates the promotion of all same-brand products• Brands foster the development of brand loyalty
• Leading to more stable market share, and less reliance on price-cutting to attract customers
• Branding is what firms need to design, market and advertise to bring value to the customer
Cultural and Branding
• ‘Cultural branding’ is the term used to explain how a brand conveys a powerful message that customers identify with and they believe will enhance their self-concept, self-esteem, and status!• The Harley ‘biker’ image and reputation – diversity of
educational, socioeconomic or financial realities.
• Hi-Tec Sports
“Hi Tec” Branding and Strategic Marketing
https://www.youtube.com/watch?v=Oe3St1GgoHQ
Question:
How does Hi Tec do it’s Strategic Marketing and create Brand Equity in the minds of it’s customers?
Culture and Branding
• Consumers confer their own social meaning onto brands
• The brand’s appeal is largely at an emotional level, and is based on its symbolic image and key associations
• For Harley-Davidson and Apple owners, this association can be almost cult-like! (tatoo on butt)
• Brands fosters the development of ‘brand communities’
• Leading to more communication between customers, and relationships that competitors can find hard to break
4 Elements Comprising Brand Equity
Brand Equity Comprises:
Brand Awareness: How easy is the brand recognizable by potential customers (advertising is important here)?
Brand Associations: The way in which people think of a particular brand to help them satisfy a need because the need and brand are closely connected with each other.
Perceived Brand Quality: This is how the performance and standards of a brand are viewed by customers
Brand Loyalty: This consists of customers commitments’ to re-purchasing and continuing to using the brand
You Tube: Top 10 Global Brands Synonymous with a Product
Top 10 Global Brands 2012
Types of Brands
Manufacturer brands• Brands initiated by producers• Producers are identified with their products at
the point of purchase• Toyota, Ford,
House brands• Brands initiated and owned by resellers• Also called store brands or generic brands• Manufacturers are not identified in the product• Woolworth’s ‘Select’ and ‘PicnPay’ home brands
Selecting a Brand NameThe name should:
•be easy to say, spell, and recall• indicate the product’s major benefits•suggest the product’s major uses and special
characteristics•be distinctive, setting it apart from competing
brands and be compatible with all products in line
•be designed for use and recognition in all types of media
•consider cultural interpretations
• Have you ever come across a product with a totally unappealing brand name? • What is the product and the brand
name? • Why is it not appealing to you?
DISCUSSION QUESTION
Protecting a BrandBrands should be designed to that they can be protected easily through registration
Protecting a brand Companies register brand names and feature the logo to protect the brand from unauthorised use
BRAND Extensions
•Using an existing brand to brand a new product in a different product category •Virgin Active, Virgin Mobile, Virgin Money
Co-Branding
• Using two or more brands on one product• The brands can be owned by the same company or
different companies
Co-branding
Both Woolworths and Caltex, and similarly Nike and Apple, have launched successful co-
branding campaigns
BRANDS AND THE MARKETING MIX
• Branding and products• Product services that predominantly involve services
are equally viable for branding strategies
A brand experience Disneyland is differentiated from competitors by offering a unique experience in thetheme park sector.
VIDEO
Interview with Jerry Wilson, Senior VP @ Coca-ColaCustomer satisfaction as one of the major marketing objectives
STRATEGICALLY MARKETNG THE POWER OF YOUR PERSONAL BRAND
YOUR PERSONAL BRAND
1. HOW DO I DEFINE MY PERSONAL BRAND?• My Brand Personality• My Brand Value proposition• My Knowledge Skills, Expertise
and Talents• My own Vision, Mission and
Goals
2. HOW DO I WANT OTHERS TO CONNECT WITH MY PERSONAL BRAND?• How do I network?• Tips for networking• How do I expand my
networks through digital and online media.
3. HOW TO BE AUTHENTIC
4. HOW TO EXCECUTE MY PERSONAL BRAND
If you don’t define your Personal Brand -
Others will do it for you!
Connect“WHO” you are with
“WHAT” you do - to Enhance your
Reputation and Legacy
HOW DO I DEFINE MY PERSONAL BRAND?
HOW DO I DEFINE MY PERSONAL BRAND?
1. Your BRAND PERSONALITY
2. Your BRAND VALUE PROPOSITION
3. Your KNOWLEDGE SKILLS, EXPERTISE, TALENTS AND CREDITIALS
4. Your own VISION, MISSION and GOALS
WHO AM I ?
YOUR BRAND PERSONALITY ANDTHE ‘COLOURS’
KARL JUNGPerception –the more you look the more you see …
Our Personalityhas many faces –we are not just one face!
© Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.
Quiet Observant Inward focus Depth Intimate Reserved Reflective Thoughtful Cautious
EnergeticInvolved
Outward focusBreadth
QuickAction oriented
OutspokenSociable
Bold
Preferences –Introversion and Extraversion
© Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.
EXTRAVERSIONINTROVERSION
Quiet Observant Inward focus Depth Intimate Reserved Reflective Thoughtful Cautious
EnergeticInvolved
Outward focusBreadth
QuickAction oriented
OutspokenSociable
Bold
How do you charge batteries?
• Introversion – By being on your own
• Extraversion – By being with others
JUNG’S PREFERENCES
PREFERENCES – INTROVERSION OR EXTRAVERSION
PREFERENCES – INTROVERSION OR EXTRAVERSION
Formal, Impersonal, Analytical, Objective, Strong-minded, Competitive, Correct, Task, Systems
Informal, Personal, Considerate, Involved, Subjective, Caring, Accommodating, Harmonious, Relationships, Morale
Formal, Impersonal, Analytical, Detached, Objective, Strong-minded, Competitive, Correct, Task, Systems
Informal, Personal, Considerate, Involved, Subjective, Caring, Accommodating, Harmonious, Relationships, Morale
Feeling Preference
Thinking Preference
PREFERENCES THINKING AND FEELING:
PREFERENCES – THINKING OR FEELING?
PREFERENCES – THINKING OR FEELING?
Jung’s PreferencesRecap?
• How we get our batteries charged• Introversion – By being on your own• Extraversion – By being with others
• How we make decisions• Thinking – Based on WHAT they
impact• Feeling – Based on WHO they impact
Identifying your Brand Colour Energy
Thinking
Introversion Extraversion
Feeling
© Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.
Let’s do it NOW
Let’s do it TOGETHER
Let’s do itHARMON-
IOUSLY
Let’s doit RIGHT
COLOUR STATEMENTS!
The Four Insights Colour Energies
Cool BlueShowing no bias
ObjectiveDetachedAnalytical
Fiery RedPositiveAffirmativeBoldAssertive
StillTranquilCalming
SoothingEarth
Green
CheerfulUpliftingSpiritedBuoyant
SunshineYellow We have all four Insights
colour energies within us
The Four Insights Colour Energies
On a good day…CompetitiveDemandingDeterminedStrong-willedPurposeful
SociableDynamicDemonstrativeEnthusiasticPersuasive
CaringEncouraging
SharingPatient
Relaxed
CautiousPrecise
DeliberateQuestioning
Formal
The Four Insights Colour Energies
On a bad day…AggressiveControllingDrivingOverbearingIntolerant
ExcitableFranticIndiscreetFlamboyantHasty
DocileBland
PloddingReliant
Stubborn
StuffyIndecisiveSuspicious
ColdReserved
GUESS THE COLOUR TYPES …
GUESS THE COLOUR TYPES …
• Fail to state and opinion when you strongly disagree with what is said
• Play a tennis match without playing to win• Say to someone “Let’s do it your way”• Finish every book you are reading before
starting a new one• Make to-do lists every week and stick to them• Tell a story without exaggerating• Deliberately start an argument at a family reunion• Tell each of your subordinates that you are angry
with them and why• Turn away a friend who has a problem
• Throw a surprise party• Volunteer to be a master of ceremonies at a high
school reunion• Only read the society pages of the newspaper
Things I would never do...
Cool Blue
Earth Green
Sunshine Yellow
Fiery Red
• You are walking beside a lake and decide to walk across it for a change of pace
• You arrive at work at 8.00am and find that by 8.03 no one is speaking to you
• You need to call a friend four times in order to leave your entire message on their answering machine
• You invite friends over to read a book with you
• You listen for 30 minutes to a telephone sales person selling garden furniture – and you live in a block of flats
• You start your summer holiday by reading all your insurance documents
• You deliberately run out of petrol so you can find out exactly how far your car goes on a litre of petrol
• You make it a hobby to check the claims made by washing machine manufacturers
You are suffering from an excess of...
Cool Blue
Earth Green
Sunshine Yellow
Fiery Red
What colours are you?
TOP COLOUR
BOTTOM COLOUR
Cool Blue: Gifts and Liabilities
GiftsKnowledgeable and detailed
Air of competenceAsks probing questions
Thorough follow-up
LiabilitiesInitial interaction may be difficult or stuffyQuestions may be seen as critical and insensitiveOverlooks others’ feelingsFocus on inconsequential details
Cool Blue: Understanding & Communicating your Brand Personality
Do…Be well prepared and
thoroughPut things in writing
Consider all the details
Don’t…Get too close hug meBe flippant on important issuesChange the routine without notice
Sunshine Yellow: Gifts and Liabilities
GiftsQuick to build relationshipsFriendly and sociableAdaptable, imaginativeSkilful presenter
LiabilitiesMay lack focus
Too casual for somePoor planning and follow-up
Can lose interest
Sunshine Yellow: Understanding & Communicating Your Brand Personality
Do…Be friendly and sociableBe entertaining and stimulatingBe open and flexible
Don’t…Bore me with details
Tie me down with routineAsk me to work alone
Fiery Red: Gifts and Liabilities
GiftsConfident, determinedLoves challengesFocusedInfluencing others
LiabilitiesPoor listener
Can be seen as arrogantMay push too hard
Doesn’t wait for feedback
Fiery Red: Understanding & Communicating Your Brand Personality
Do…Be direct and to the pointFocus on results and objectivesBe brief, be bright and be gone
Don’t…Hesitate or waffleFocus on feelings
Try to take over
Earth Green: Gifts and Liabilities
GiftsBuilds deep, long-term
relationshipsNatural listener
Sincere and warmPersistent
LiabilitiesSlow to adaptMay lack enthusiasm in asking for a decisionAvoids rejectionTakes difficulties personally
Do…Be patient and supportive
Slow down and work at my paceAsk my opinion and give me time
to answer
Earth Green: Understanding & Communicating your Brand Personality
Don’t…Take advantage of my good naturePush me to make quick decisionsSpring last minute surprises
Cool Blue Energy Overview
Approach to LifeHigh standards and correct
GoalsUnderstanding
Seen by Others asAnalytical and distant
Earth Green Energy Overview
Approach to LifeFocus on stability, values
and supporting others
GoalsHarmony
Seen by Others asMild and docile
Fiery Red Energy Overview
Approach to LifeInner certaintyFocus on action
GoalsPersonal achievement and meeting challenges
Seen by Others asImpatient
Sunshine Yellow Energy Overview
Approach to LifeFun and interaction
GoalsRecognition
Seen by Others asDisorganised
1. Understand ourselves
2. Understand others, recognise the differences & value
their style and opinions
3. Use less of your preferred style of behaviour
and more of their style
Adapt HOW TO ADAPT OUR BRAND PERSONALITIES?
UNDERSTAND
OURSELVES
UNDERSTAND
OTHERS
ADAPT
Group Activity
• In your leading colour energy group, craft a story that sends a message about the dangers of smoking. Craft your story and communicate it as a group so that it connects with the opposite leading colour energy of your team and promotes your desire to send a message about the dangers of smoking – you want them to change their behaviour and to stop smoking.
• Refer to the colour slides to craft your story
Team Challenge
You are launching a new product that will help people stop smoking. Your audience is a group of 10 individuals who comprise
all 4 leading colour energies: Cool Blue, Earth Green, Sunshine Yellow, and Fiery RedWorking as a team collectively, your goal is to craft a
story that sends a message about the importance of this new product innovation for your clients Your story should contains specific statements that
connect with your clients who comprise all 4 colour energies - and your goal is to have your audience realize the value of this new product and to work together collectively in crafting your storyYou have 30 minutes to craft your story and no more
than 5 minutes to communicate your message .
REFLECTION QUESTIONS
What Brand Personality Preferences are my strong points?
What Brand Personality Preferences are my potential blind-spots?
What insights have I learned from my top and opposite colour energies that I can apply to improve my personal brand and my relationship connections with others?
HOW DO I DEFINE MY PERSONAL BRAND?
1. Your BRAND PERSONALITY
2. Your BRAND VALUE PROPOSITION
3. Your KNOWLEDGE SKILLS, EXPERTISE, TALENTS AND CREDITIALS
4. Your own VISION, MISSION and GOALS
• What are you passionate about? What do You Stand for?
• What do you truly value in your life?
• Are you “Credible” (Values + Action = Credibility)
• Have you aligned your personal and professional Goals with your Values?
• What is your unique Knowledge, Skills, Expertise and Talents
WHAT IS YOUR BRAND VALUE PROPOSITION?
LIFE VALUES EXERCISE
VALUES STATEMENT SELF RATE
Achievement Accomplishing important goals _______
Challenge Working on tasks which stretch my skills and help my development and growth _______
Enjoyment Having fun and doing my job. Liking my working conditions
_______
Expertise Being an expert in what I do _______
Family Having time to spend with my family _______
Read the following statements and rank on from 1 (Most Valued) to 10 (Least Valued)importance of each of them. The ones that describe you most strongly show the
anchors to your happiness. Take the top 3-5 and make and effort to deal with these. Think also about your 1 or 2 most important values!
LIFE VALUES EXERCISE (cont.)
WISH STATEMENT SELF RATE
Friendship Working with people I like and trust and being liked and trusted by them _______
Independence Having control over my work and my career _______
Leadership Motivating and influencing others on/off the job. Creating visions others adopt, support and act on _______
Location Living in a specific geographic area or type of community _______
Loyalty Commitment to a company or project that overrides personal desires _______
Power Having formal control over resources and decisions. Being able to influence decisions, direction and resource allocation
_______
LIFE VALUES EXERCISE (cont.)
WISH STATEMENT SELF RATE
Recognition Being seen by others as successful, having my contributions valued and acknowledged by others _______
Security Having a stable job and secure employment _______
Service Contributing to the satisfaction and well-being of others _______
Wealth Having money and a high standard of living _______
Status Having a high social position, owning expensive things_______
Fame Getting popular praise and public esteem _______
• What do I stand for and what are my values?
• What do these values mean to me in my personal and professional lives?
• How can I ensure that my goals are aligned with my values.
• Are my values aligned with my Personal Brand? How can I bring them into closer alignment?
REFLECTION QUESTIONS
© Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.ADAP 1
A Chameleon
MY PERSONAL BRAND
1. HOW DO I DEFINE MY PERSONAL BRAND?• My Brand Personality• My Brand Value proposition• My Knowledge Skills, Expertise
and Talents• My own Vision, Mission and
Goals
2. HOW DO I WANT OTHERS TO CONNECT WITH MY PERSONAL BRAND?• How do I network?• Tips for networking• How do I expand my
networks through digital and online media.
3. HOW TO BE AUTHENTIC
4. HOW TO EXCECUTE MY PERSONAL BRAND
1. Who are the people that need my help?2. How do I add value in my relationships to these people? 3. How can I satisfy their “Functional Needs” (deliver on promises) and
“Emotional Needs” (creating partnerships, community, etc.)4. What obstacles have I encountered that could hold me back from
connecting with people?5. Am I willing to Adapt my knowledge, skills, and talents with changing
times and situations?6. What opportunities can I seize that will help me initiate a working
relationship and improve my networking skills?
HOW DO I WANT OTHERS TO CONNECT WITHMY PERSONAL BRAND?
• Who are the decision-makers?
• Information sources?
• Supportive people?
HOW DO I NETWORK?
• Be a resource need
• Stay in touch with your networks
• Be authentic and genuine when networking
• Use Digital media to advance your network (Linked-In, Facebook, Twitter, etc.)
TIPS FOR NETWORKING
EXPANDING YOUR NETWORKS THROUGH DIGITAL ONLINE MEDIA
Be a “Thought Leader” • How can I advance my field? • What can I do to speak for my industry? • What content can I create that would position me for thought leadership?
Craft an online bio. and include the following items:• Speeches you have given and for what organizations • Books or articles you have written • Radio, TV, or print media interviews you have given • Relevant degrees, awards, or honors you possess • Relevant projects you have been involved with • Length of time you have been in business or doing your work • Name recognition clients you can mention • National or international credentials or experience or positions you have held • Boards you have been a member of • Special relevant skills, talents, or abilities you possess
TIPS TO PRESENT YOUR BRAND PROFILE ON DIGITAL ONLINE MEDIA PLATFORMS
• Your name • Your website address • A headshot • Images of any books you have written • A favorite quote (by you or someone else) • Your position or title • Your company logo • Colors consistent with your logo or website • Model or diagram your regularly use in your work
Tips for Personal Branding on LinkedInList the names of at least four people you want to request a recommendation from on LinkedIn, and include their position and recommendation details.
Write one tweet for each of the following options, which you could then use for your Twitter stream.
• A Tip: • A Question: • An Opinion: • A Link to other website: • A Link to blog: • A Link to article: • A Link to audio: • A Link to video:
TIPS TO EXPAND YOUR TWITTER REACH
REFLECTION QUESTIONS
• What do I need to START doing to connect my personal brand with others?
• What do I need to CONTINUE doing to connect my personal brand with others?
• What do I need to STOP doing to be more effective in connecting my personal brand with others?
MY PERSONAL BRAND
1. HOW DO I DEFINE MY PERSONAL BRAND?• My Brand Personality• My Brand Value proposition• My Knowledge Skills, Expertise
and Talents• My own Vision, Mission and
Goals
2. HOW DO I WANT OTHERS TO CONNECT WITH MY PERSONAL BRAND?• How do I network?• Tips for networking• How do I expand my
networks through digital and online media.
3. HOW TO BE AUTHENTIC
4. HOW TO EXCECUTE MY PERSONAL BRAND
© Andrew Lothian, Insights, Dundee, Scotland, 2006. All rights reserved. INSIGHTS, INSIGHTS DISCOVERY and INSIGHTS WHEEL are registered Trade Marks.ADAP 1
HOW TO BE AUTHENTIC
MY PERSONAL BRAND
1. HOW DO I DEFINE MY PERSONAL BRAND?• My Brand Personality• My Brand Value proposition• My Knowledge Skills, Expertise
and Talents• My own Vision, Mission and
Goals
2. HOW DO I WANT OTHERS TO CONNECT WITH MY PERSONAL BRAND?• How do I network?• Tips for networking• How do I expand my
networks through digital and online media.
3. HOW TO BE AUTHENTIC
4. HOW TO EXCECUTE MY PERSONAL BRAND
Complete the following:
• What Area of Personal Branding do I need to Address?
• What Actions Can I take to Address that Area?
• When Will I Do This?
• What Will It Achieve
• Who Can Help or Support Me
HOW TO EXECUTE MY PERSONAL BRAND
MY PERSONAL BRAND
1. HOW DO I DEFINE MY PERSONAL BRAND?• My Brand Personality• My Brand Value proposition• My Knowledge Skills, Expertise
and Talents• My own Vision, Mission and
Goals
2. HOW DO I WANT OTHERS TO CONNECT WITH MY PERSONAL BRAND?• How do I network?• Tips for networking• How do I expand my
networks through digital and online media.
3. HOW TO BE AUTHENTIC
4. HOW TO EXCECUTE MY PERSONAL BRAND
THE ENDThank you for your time!