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MY FRIEND BRANDBUILDING DYNAMIC BRANDS FOR THE DIGITAL AGE.A branding workshop enabling students and participants to
understand branding fundamentals and to build a dynamic brand
for the digital age.
Created by The Main, a strategy consulting firm for digital
marketing based in Hamburg, Germany.
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THE MAIN
WELCOME !
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THE MAIN
Hannes Ley
‣ Kaospilot
‣ Ex-Planner / Creative Strategist
‣ Communications & Digital Strategist
‣ Workshop Designer & Moderator
‣ Change Maker
‣ Corporate Consultant
‣ Founder & Executive Partner of THE MAIN
‣ Speaker & Facilitator at Hyper Island, Good
School, Kaospilots
HANNES LEY
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THE MAIN
Valeria
‣ 26 years old
‣ Digital Strategist
‣ Works for The Main since 2012
‣ Before: Media & communication studies &
various internships
‣ Tasks at The Main:
‣ Integrated & digital communication strategies –
e.g. smart, VWN, Bosch
‣ Workshops & presentations – e.g. digital
business modelling, digital communications
planning, social media
VALERIA KULIGK
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OUR WORKSHOP FOCUS:
1.WHAT IS A BRAND?2.HOW DO YOU BUILD BRANDS?3.HOW DO YOU PLAN BRAND COMMUNICATION?
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AFTER THIS WORKSHOP, YOU WILL KNOW...
1.WHAT A DYNAMIC BRAND IS,2.HOW TO BUILD A DYNAMIC BRAND3.AND HOW TO COMMUNICATE IT.
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Agenda Day 1
9:40 Keynote: What is a brand?
10:10 Exercise: Exploring Brands
10:55 15 Min. Break
11:10 Keynote: Building dynamic brands for the digital age.
12:00 60 Min. Lunch Break
13:00 Exercises: Product Idea
13:55 Exercise: Target Group
14:30 Exercise: Brand Modelling
15:15 Short Break (10 Mins)
16:10 Exercise: Brand Positioning & Brand Identity
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http://pinterest.com/myfriendbrand/
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Visionary but realistic
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be respectful
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be respectful
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Participate to profit
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Participate to profit
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Red bull stratos: more than 50 Million total views on youtube only
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what is a brand?
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„Products are made in the factory, but
brands are created in the mind.“ (Walter Landor)
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BRAND MESSAGE / CLAIM
What does brand X promise?
BRAND PERSONALITY
What characteristic traits does Brand X bear?
In which way is brand X talking to me – and to all other touchpoints?
BRAND NAME & IMAGE
What is the name of the brand?
What does brand X look like?
BRAND PERFORMANCE
What does Brand X do for me?
Can brand X keep the promises that it makes?
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THE MAIN
CUSTOMER /
MARKET
BRAND
COMPANYCOMMERCE
&SUPPLIER
Politics / Lobby
Media / The Public / Opinion Leader
Fina
nce
Sec
tor
Source copy: Linxweiler R., Siegle, A., Marke und Markenführung, aus: Theobald, E., Haisch, Ph. T. (2011), Brand Evolution, p. 57
forces influencing a brand
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GROUP EXERCISE #1
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KAOSPILOTS – My friend BrandEXERCISE #1: EXPLORING BRANDS – 20 MIN.
________________________________________________________________________________________________________________________________________________________________________________________
WHY DID YOU CHOOSE THIS BRAND? WHAT
MAKES IT SPECIAL COMPARED TO OTHERS?
__________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
WHO DOES THE BRAND ADDRESS?
1. ______________________
2. ______________________
3. ______________________
FIND 3 ADJECTIVES THAT DESCRIBE THE BRAND.
__________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
HOW DOES THE BRAND MEET THE DEMANDS OF TODAY‘S WORLD?
BRAND NAME: BRAND
2 4 5
3
1
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Today‘s World
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BUCKLE UP! CHANGES ARE HAPPENING FAST.
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„Change will never be as slow as it is today.“
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INFORMATION OVERLOAD
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a lot to choose from
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more than 6.000 commercial messages a person gets confronted with daily
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more than 12.000 out-of-home advertising panels in Berlin create over 18 Mill Ad contacts
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Digital media boosts complexity additionally
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everywhere & anytime
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use of mobile devices has doubled last year (41% of all onliners).
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an average domestic home contains about 5.3 web-enabled devices
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90% of our daily media consumption is screen-related
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customers are influenced by an army of sources
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the crux: limited space of reception
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and: customers choose what they want to receive
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implications for a Brand
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know your customers. understand their world.
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Stay in touch with them.let them speak!
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stay flexible & Responsive
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become your customer‘s friend & lovebrand
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a modern brand
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The Value exchange mediator
AGENCIES WILL BECOME MEDIATORS BETWEEN A BRAND AND CONSUMERS.
“A firm that blends strategy, creative, technology, media, and data offerings to connect brands and their audiences in ways that balance satisfying
customer needs against achieving business goals.”
BRAND CUSTOMER
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Value exchange
11
22
33
44
55
The business objectives
The value for the people
The value for the brand
The solution
The success metrics
66The category landscape
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digital business. nike is pushing ist digitalization on all levels.
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nike digital sports. 200 masterminds, designer, engineers and marketeers develop new digital services.
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eye to eye with the consumer. with social media inhouse.
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less classic, more digital communication. and even more conversion.
$800 Millionen
600
400
200
0
NEUE MEDIENDIRECT MARKETING, INTERNET PAID SEARCH, SOCIAL MEDIA ...
KLASSISCHE MEDIEN TV, PRINT, RADIO ...
2000 2005 2010
2011$113
2010$771
15
10
5
0
$20 Milliarden
NIKE UMSATZ + GEWINN
2001 2005 ´11
UMSATZ:$20.9
NETTOGEWINN:$2.1
NIKE U.S. WERBESPENDINGS
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nike is A Master brain in forecasting trends
QUANTIFIED SELF
WEARABLE DEVICES
2006 2010 2013
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the fuelband is part of nike‘s continuous enhancements.
Magneto sunglasses NIKE+ Website NIKE+ iPod Sport Kit
NIKE+ Sportband Fitbit Classic Jawbone UP
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Magneto Sonnenbrill
e
NIKE+ Website & iPod Sport
Kit
NIKE DIGITAL SPORT
NIKE+ Fuelban
d
1994 2006
20102008
2012
NIKE+ Sportband
NIKE WEARABLE devices.
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there‘s an app for this...a global community with more than 18 Mill. members
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„We‘ve now created an entire [Digital] ecosystem of services that complement the product.“ (Stefan olander, vice president nike digital sport)
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our trainee julian Sees it this way:
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with the fuelband nike isn‘t focussing on generating more conversion, but to build up a sustainable relationship to their customers.
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• XBOX GAME (2012)• WORKOUT TRAINING• ACTIVITY TRACKING • NIKE+ INTEGRATION
• SENSOR & APP (2012)• BASKETBALL TRAINING• PERFORMANCE TRACKING• NIKE+ INTEGRATION
• MOBILE APP (2012)• WORKOUT TRAINING• PERFORMANCE TRACKING• NIKE+ INTEGRATION
and the idea is growing.
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GROUPEXERCISE
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KAOSPILOTS – My friend BrandEXERCISE: FINDING A PRODUCT IDEA – 40 MIN.
__________________________________
______________________________________
______________________________________
______________________________________
______________________________________
_____________________
__
♯__________ __________ ♯
♯__________ __________ ♯
TWEET & HASHTAGS4
PRODUCT RANGE1
INFLUENCING TRENDS
______________
PRODUCT RANGE
CULTURAL TRENDS
___________
TECHNOLOGICAL TRENDS
CONSUMERTRENDS
___________
KEY INSIGHT3
2
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GROUPEXERCISE
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positioning matrix
expensivelow price
full service
specialized
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Chanel
Classic
Elitist
Abundant
Arranged
Soft
Modernity
Prestige
Understatement
Eccentricity
Sensuality
Vanguard
Common
Discreet
Natural
Sovereign
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Bulgari
Classic
Elitist
Abundant
Arranged
Soft
Vanguard
Common
Discreet
Natural
Sovereign
Modernity
Prestige
Understatement
Eccentricity
Sensuality
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positioning statement.
Written description of the objectives of a positioning strategy.
It states how the firm defines its business or how a brand
distinguishes itself, how the customers will benefit from its
features, and how these benefits or aspects will be
communicated to the indended audience.
WHO DOES WHAT FOR WHOM?
Business Dictionary (2014). http://www.businessdictionary.com/definition/positioning-statement.html (10.3.2014)
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KAOSPILOTS – My friend BrandEXERCISE: BRAND POSITIONING – 30 MIN.
________________________________________
________________________________________________________________
______
POSITIONING STATEMENT2
BRAND POSITIONING1
_________________
_________________
___________________
_________________
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GROUPEXERCISE
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Matrix chart: Sinus Milieus
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target group Segmentation
Aspirational Mass-Market
Rising Middle Class
New Money Old Money Beyond Money
• Annual income starting from 55.000 € in developed markets / 18.000 € in growing markets
• City Slicker, common job & background
• 400 Euro per year for luxury goods
• Anual income <110.000 € in developed markets / <35.000 in growing markets
• background: middle-class
• well-paid jobs
• Own capital of minimum 1 Mill $
• Prosperity predominantly from own earnings, investments & job
• Own capital of minimum 1 Mill $
• Millionair‘s heritage in at least second generation
• Partly aristocratic• Consumption of
luxury goods because of their value & lifestyle
• Similar to „Old Money“
• Not interested in status symbols
• discreet luxury as a symbol for being elitist, consumption only for fun / interest
VISUAL VISUAL VISUAL
Stephanie Gräfin von Pfuel,Ambassador aid agency,Married, 6 children
Julia Kaufmann42 years oldJudgeIn a relationship, 1 child
Penelope Winterhager 47 years oldDirector Adv. AgencyIn a relationship, 1 child
Julia Jäkel, 43 years old,Managing Director of publishing houseMarried, 2 children
Katrin Radmacher,Owner of a boutiqueDivorced, 2 children
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Moodboard: Middle-Class
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Moodboard: hip & Intellectual
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KAOSPILOTS – My friend BrandEXERCISE: DEFINING THE TARGET GROUP – 30 MIN.
WORK:
EDUCATION:
INCOME:
STATUS:
LIVES IN:
FOLLOWED BY PEOPLE.
_______________________________________________________________________
___
TITLE
PICTURE
TEXT
TITLE
PICTURE
TEXT
___
___
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GROUPEXERCISE
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Values, Beliefs & Personality
reasons to believe
Essence / Brand idea
benefitsDiscriminator /
USP
(Consumer) INsight
competitive environment
target
root strengths
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DISCRIMINATOR / USP:Single most compelling reason the consumer chooses a
brand. One brief sentence what gives the brand its competitive edge.
“Only brand X has …”
BENEFITS:(Functional & emotional) benefits that help
consumers solve their problems or improves a situation – the reasons to buy.
Functional benefits: based on a product attribute that provides functional utility to the customer.Emotional benefits: give positive feeling, add richness and depth to the experience of using
brand X
REASONSTO BELIEVE:
The proof that the brand delivers the benefits that it promises and that the benefits are true and credible. Arguments why brand / product
X is the best option for the target group. “I buy brand X because …”
VALUES, BELIEFS & PERSONALITY:The brand values – what the brand stands for and
believes in and / or its personality.
TARGET:Describes the chooser of the brand / the person for which
the brand is always the first choice. Chooser should be defined in terms of attitudes, behaviour and values as well
as socio-economics.
COMPETITIVEENVIRONMENT:
The market & alternative choices as seen by the consumer and the relative brand offers in the market.
The choices available to the consumer with which brand X competes.
(CONSUMER) INSIGHT:That element of all you know about the target consumer and their needs.
Latent needs, purchase motives.
ROOT STRENGTHS:The basic / original attributes and values / benefits that the brand is build on and known for.
ESSENCE /BRAND IDEA:
The destillation of the brand’s genetic code into one clear
thought
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Values & Personality:-honesty-purity-feminity-optimism-innder confidence
Benefits:-won‘t dry my skin like soap can-makes my skin soft and smooth-helps me feel more feminie
Insight:„Soap leaves skin feeling dry and tight“
Reasons to believe:-contains ¼ of moisturizing cream-recommended by doctors / dermatologists-indicts other products with clinical proof-- ensorsed by users
Discriminator / USP:„Dove won‘t dry my skin like
soap can, because it contains of ¼ moisturizing
cream“
Essence:
Restoring feminity
Target:Women (35 – 50) who begin to feel the effects of dry skin and therefore want to care for their skin; women who want to look and feel their personal best
Competitive Environment:-dove bridges soaps & skincare-competes directly with premium soaps such as Lux, Pears, Camay
Root Strengths
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Brand Archetypes.
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Archetype: hero.
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KAOSPILOTS – My friend BrandEXERCISE: BRAND WHEEL – 30 MIN.
BRAND ESSENCE IN 1 SENTENCE
________________________
__________________________
__
BENEFITS
PERSONALITYREPUTATION
DISCRIMINATOR / USPWhat rational & psycho-social benefits does the brand offer?
What personality traits &values does the brand have?
Why do customers buy & believe in the brand?
What makes the brand unique?
1
23
4
5
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GROUPEXERCISE
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LOGO
Visual Identity
branding
colours
layout
typography
useofspace
imagery
BRAND IDENTITY.
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BDAND IDENTITY.
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TONALITY.
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PACKAGING DESIGN.
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ADVERTISING.
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ADVERTISING: STORYTELLING.
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ADVERTISING: smart OFFROAD.
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KAOSPILOTS – My friend BrandEXERCISE #6: BRAND IDENTITY – 30 MIN. INSTRUCTIONS
1. Tomorrow morning you will present your brand to the group. The objective is to present your brand in an original & engaging way. How & what you present is completely up to you
2. Here are some factors to consider:
• What does your brand look like? Think about logo, color code, overall corporate identity etc. • What does your brand say? Think about a claim, it’s own story, etc. • How does your brand communicate? Think about tonality, voice, etc. • How does your brand interact with consumers? Does it throw a party, does it have it’s own online
community, does it offer an additional service, etc.• How would a mood board for your brand look like? • How would an example packaging look like?• How would an example TV / print / radio / banner-ad for your brand look like?
1. Also take a look at the Pinterest toolbox “Brand Identity” for more inspiration. Link: pinterest.com/myfriendbrand/brand-identity
1. Have fun!
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See you tomorrow!
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Group presentations
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Agenda Day 2
9:00 Group Presentations: Your Brand
9:30 Keynote: Communications Planning
10:15 Exercise: Consumer Pathway
11:10 15 Min. Break
11:25 Exercise: Key Channels & Activities
12:10 Group Presentations: Your Communications Plan
12:40 Final Wrap Up: Checklist & Feedback Session
13:00 Lunch Break
14:00 Individual Coaching (Open End)
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Communications planning
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THE MAIN*Brand Media Strategy – Integrated Communications Planning In The Digital Era | Antony Young
‣ A theoretic model that helps us understand a
consumer‘s buying process. It helps us analyze &
plan a brand‘s communication within a marketing
strategy.
‣ The evolution:
‣ The AIDA MODEL – developed by Elmo Lewis
in 1898.
‣ The MARKETING FUNNEL respects the
issue of consumers searching for information
before purchase.
‣ The NEW MARKETING FUNNEL considers
the feedback loop created by social technologies.
‣ The CONSUMER PATHWAY integrates the
emotional aspects of consumer engagement.
THE CONSUMER PATHWAY
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the Consumer pathway.
AWARENESS
The consumer notices the
brand/product for the 1st time.
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the Consumer pathway.
INVOLVEMENT
The consumer feels emotionally engaged to the brand / product.
AWARENESS
The consumer notices the
brand/product for the 1st time.
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the Consumer pathway.
INVOLVEMENTCONSIDERATIO
N
The consumer feels emotionally engaged to the brand / product.
The consumer looks for
information about the
brand/product.
AWARENESS
The consumer notices the
brand/product for the 1st time.
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the Consumer pathway.
INVOLVEMENTCONSIDERATIO
NPURCHASE
The consumer feels emotionally engaged to the brand / product.
The consumer purchases the
brand / product.
The consumer looks for
information about the
brand/product.
AWARENESS
The consumer notices the
brand/product for the 1st time.
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the Consumer pathway.
INVOLVEMENTCONSIDERATIO
NPURCHASE CONSUMPTION
The consumer feels emotionally engaged to the brand / product.
The consumer purchases the
brand / product.
The consumer uses / consumes
the brand / product.
The consumer looks for
information about the
brand/product.
AWARENESS
The consumer notices the
brand/product for the 1st time.
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the Consumer pathway.
INVOLVEMENTCONSIDERATIO
NPURCHASE CONSUMPTION LOYALTY
The consumer feels emotionally engaged to the brand / product.
The consumer purchases the
brand / product.
The consumer uses / consumes
the brand / product.
The consumer looks for
information about the
brand/product.
The consumer stays loyal to the brand / product.
AWARENESS
The consumer notices the
brand/product for the 1st time.
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the Consumer pathway.
INVOLVEMENTCONSIDERATIO
NPURCHASE CONSUMPTION LOYALTY ADVOCACY
The consumer feels emotionally engaged to the brand / product.
The consumer purchases the
brand / product.
The consumer uses / consumes
the brand / product.
The consumer recommends the
brand / product to others
The consumer looks for
information about the
brand/product.
The consumer stays loyal to the brand / product.
AWARENESS
The consumer notices the
brand/product for the 1st time.
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the Consumer pathway.
INVOLVEMENTCONSIDERATIO
NPURCHASE CONSUMPTION LOYALTY ADVOCACY
The consumer feels emotionally engaged to the brand / product.
The consumer purchases the
brand / product.
The consumer uses / consumes
the brand / product.
The consumer recommends the
brand / product to others
The consumer looks for
information about the
brand/product.
The consumer stays loyal to the brand / product.
AWARENESS
The consumer notices the
brand/product for the 1st time.
LOYALTY LOOP
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the Consumer pathway.
AWARENESS INVOLVEMENTCONSIDERATIO
NPURCHASE CONSUMPTION LOYALTY ADVOCACY
ADVOCACY & INVOLVEMENT LOOP
LOYALTY LOOP
It‘s a linear model, a mental crutch. And it works non-linear in many cases.
The consumer feels emotionally engaged to the brand / product.
The consumer purchases the
brand / product.
The consumer uses / consumes
the brand / product.
The consumer recommends the
brand / product to others
The consumer looks for
information about the
brand/product.
The consumer notices the
brand/product for the 1st time.
The consumer stays loyal to the brand / product.
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BRANDS HAVE DIFFERENT OBJECTIVES.
AWARENESS INVOLVEMENTCONSIDERATIO
NPURCHASE CONSUMPTION LOYALTY ADVOCACY
ADVOCACY & INVOLVEMENT LOOP
LOYALTY LOOP
Create / increase emotional
engagement.
Offer consumers the best deal.
Offer the best product
experience.
Create occasions to drive recommen-
dations.
Offer relevant information &
consult consumers.
Raise / increase awareness &
reach.
Bond customers & activate repurchase.
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DIFFERENT OBJECTIVES REQUIRE MARKETING MEASURES.AWARENESS INVOLVEMENT
CONSIDERATION
PURCHASE CONSUMPTION LOYALTY ADVOCACY
‣ TV spots
‣ Video Advertising
‣ Branded Entertainment
‣ Gamification
‣ Creative social media campaigns
‣ Social Shopping
‣ Mobile Payment
‣ Couponing
‣ Shopping Experience
‣ Multichannel Retail
‣ Apps
‣ Realtime Customer Service
‣ Social Customer Service
‣ Mobile Services
‣ Video Tutorials
‣ Other Services
‣ Social Plug Ins
‣ Recommendation Marketing
‣ WoM
‣ Online PR
‣ SEM -Keyword Advertising
‣ SEO
‣ Product Reviews
‣ Brand / Content Websites
‣ Blogger Relations
‣ Price Comparison
‣ TV & radio spots
‣ Print Ads
‣ Display Ads
‣ Video Advertising
‣ Online PR / Advertorials
‣ Community Building
‣ Loyalty Programs / Clubs
‣ Bonuses
‣ Retargeting
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WE SEE A DISRUPTION IN THE AD INDUSTRY
AWARENESS INVOLVEMENTCONSIDERATIO
NPURCHASE CONSUMPTION LOYALTY ADVOCACY
95% of Marketing Budget invested.
We are experiencing a dramatic budget shift.
FULL SERVICE & CREATIVE AGENCIES
SOCIAL MEDIA AGENCIES
PR AGENCIES
MEDIA AGENCIES
SOCIAL MEDIA AGENCIES
SEM & ECOMMERCE AGENCIES
PR AGENCIES
CUSTOMER SERVICE AGENCIES
DIRECT TO CONSUMER / INHOUSE MARKETING
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BRANDING Vs. PERFORMANCE
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TWO MARKETING DISCIPLINES
BRANDING
Websites / LandingpagesOnline PR
Display Advertising (Image)Campaigns (Video Content)
Branded Entertainment(Advergames, Soaps, Video
Channels)
PERFORMANCE
SEM / SEOE-Commerce
Display & Affiliate Marketing (Conversion)
Newsletter MarketingTracking
Wikipedia (2014), Performance Marketing, http://de.wikipedia.org/wiki/Performance-Marketing
MeasurableDifficult to measure
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NOW BOTH DISCIPLINES ARE IDEALLY INTEGRATEDAWARENESS INVOLVEMENT
CONSIDERATION
PURCHASE CONSUMPTION LOYALTY ADVOCACY
BRANDINGIMAGE & PUBLICITY
PERFORMANCEMEASUREABLE REACTIONS OR TRANSACTIONS
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BRANDING EXAMPLES
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BRANDED YOUTUBE CHANNEL: Go Pro.
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creative campaign: Edding Wall of fame.
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Performance EXAMPLES
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SEARCH ENGINE MARKETING
Paid keyword ads
Successful SEM-Campaigns are optimized by analyzing users’ search behavior & the performance of individual keywords.
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SEARCH ENGINE OPTIMIZATION.
SEO-optimized content can generate a high number of organic search results & lead to a high visibility.
Number of organic search results
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native advertising: Toyota Hybrid.
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group EXERCISES
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AWARENESS
The consumer notices the brand / product
for the 1st time.
INVOLVEMENT
The consumer feels emotionally engaged
to the brand / product.
CONSIDERATION
The consumer looks for information about the
brand / product & defines a relevant set.
PURCHASE
The consumer buys the brand / product.
CONSUMPTION
The consumer uses / consumes the brand /
product.
LOYALTY
The consumer stays loyal to the brand / product.
ADVOCACY
The consumer recommends the brand /
product to others
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KAOSPILOTS – My friend BrandEXERCISE : CONSUMER PATHWAY– 30 MIN.
THE MAIN
CHANNELS CHANNELS CHANNELS CHANNELS CHANNELS CHANNELS CHANNELS
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AWARENESS
Objective: Raise / increase
awareness & reach.
INVOLVEMENT
Obje<<<<<ctive: Create / increase
emotional engagement
CONSIDERATION
Objective: Offer relevant
information & consult consumers.
PURCHASE
Objective: Offer best deal.
CONSUMPTION
Objective:Offer best product
experience.
LOYALTY
Objective: Bond customers & activate repurchase.
ADVOCACY
Objective: Drive recommendations.
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KAOSPILOTS – My friend BrandEXERCISE: KEY COMMUNICATION MEASURES – 30 MIN.
THE MAIN
MARKETING MEASURES MARKETING MEASURES MARKETING MEASURES MARKETING MEASURES MARKETING MEASURES MARKETING MEASURES MARKETING MEASURES
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Group presentations
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UNFORTUNATELY, MONEY DOESN‘T GROW ON TREES.
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FINAL WRAP UP
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WHAT DID WE DO – a Checklist
✓ Definition of a brand & its’ essentials
✓ Benefits of brands
✓ Challenges & Requirements for a brand in a connected world
✓ Dynamic brands
✓ Target Group
✓ Brand Modeling
✓ Brand Identity
✓ Consumer Pathway
✓ Marketing Disciplines & Communications Planning
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A SHORT FEEDBACK SESSION
‣ What are your thoughts?
‣ What did you like about the workshop?
‣ What did you not like?
‣ Any suggestions for improvement?
‣ ...
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FEEL FREE TO CONTACT US
Hannes
‣Email: [email protected]
‣LinkedIn: linkedin.com/in/hannesley
Valeria
‣Email: [email protected]
‣LinkedIn: Linkedin.com/pub/valeria-kuligk/35/443/a23
‣Follow us on Pinterest: pinterest.com/themain
‣Workshop Pinboard: pinterest.com/myfriendbrand
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THE MAIN
thank you!
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THE MAIN GMBH
Holstentwiete 15D-22763 Hamburg+49 (0) 40 29 81 20 77 [email protected]