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Branding	
  –	
  It’s	
  an	
  Emo1onal	
  Business	
  
Prepared by
Matt Millard
Tuesday, June 11, 2013
Vietnam	
  Indonesia	
  
India	
  
China	
  
Hong	
  Kong	
  
Philippines	
  
Singapore	
  
3	
  billion	
  customers	
  
...
The	
  Art	
  and	
  Science	
  of	
  Branding	
  
Branding	
  is	
  about	
  using	
  crea5vity	
  
and	
  design	
  to	
...
At	
  Cimigo…	
  
And	
  for	
  very	
  good	
  
reason…	
  
Pu=ng	
  the	
  Consumer	
  at	
  the	
  Heart	
  of	
  the	
...
WHAT	
  is	
  a	
  brand?	
  
FIRST	
  A	
  brand	
  is	
  not	
  a	
  logo.	
  
SECOND	
  A	
  brand	
  is	
  not	
  an	
  iden1ty.	
  
FINALLY	
  A	
  brand	
  is	
  not	
  a	
  product.	
  
So	
  what	
  exactly	
  	
  
is	
  a	
  brand?	
  
A	
  BRAND	
  IS	
  A	
  	
  
CONSUMER’S	
  EMOTIONAL	
  CONNECTION	
  	
  
TO	
  A	
  PRODUCT,	
  SERVICE,	
  OR	
  	
  
...
SO	
  IT’S	
  NOT	
  WHAT	
  YOU	
  SAY	
  IT	
  IS.	
  
IT’S	
  WHAT	
  SHE SAYS	
  IT	
  IS.	
  
It	
  is	
  the	
  many	
  images,	
  feelings,	
  
beliefs,	
  and	
  associa7o...
"A	
  brand	
  is	
  a	
  living	
  en7ty	
  -­‐	
  and	
  it	
  is	
  enriched	
  or	
  undermined	
  
cumula7vely	
  ove...
BRANDING	
  	
  
is	
  YOUR	
  way	
  of	
  influencing	
  THEIR	
  percep1on.	
  
 Managing	
  the	
  signals	
  that	
  ...
"Like	
  human	
  beings,	
  all	
  brands	
  are	
  born	
  equal.	
  
The	
  trick	
  is	
  to	
  prove	
  one	
  isn’t....
Product	
  vs.	
  Brand	
  
A	
  product	
  is	
  built	
  in	
  a	
  factory.	
  
A	
  product	
  is	
  an	
  object	
  /...
vs.
A cup of coffee
A Starbucks
vs.
A computer
An i-Mac
vs.
A car
A BMW
vs.
A glass of soda
A Coca Cola
Which	
  Means	
  Brands	
  
Have	
  VALUE	
  
 BRAND	
  EQUITY	
  is	
  the	
  
value	
  that	
  the	
  marketplace	
  
...
How	
  does	
  “branding”	
  work?	
  
Products	
  give	
  us	
  choice	
  	
  
(and	
  way	
  too	
  much	
  of	
  it)	
  
Brands	
  help	
  us	
  choose	
  
It’s	
  SCIENCE	
  -­‐	
  we	
  are	
  built	
  to	
  only	
  no1ce	
  
what’s	
  different	
  
Brands	
  add	
  FUN	
  and	
  INTEREST	
  	
  
and	
  provide	
  ASPIRATIONS	
  and	
  DREAMS.	
  
They	
  are	
  FANTASY...
Brands	
  sa1sfy	
  our	
  need	
  to	
  belong	
  to	
  something	
  larger	
  than	
  
ourselves	
  -­‐	
  a	
  sense	
 ...
…but	
  at	
  the	
  same	
  7me	
  they	
  help	
  us	
  	
  
express	
  our	
  individuality	
  
The	
  ART	
  of	
  branding	
  is	
  using	
  crea7vity	
  to	
  
connect	
  to	
  people’s	
  hearts	
  and	
  emo7ons	
...
Here	
  comes	
  the	
  SCIENCE!	
  
Here	
  comes	
  the	
  SCIENCE!	
  
System 1 – The Limbic System System 2
Unconscious reasoning Conscious reasoning
Judgm...
The	
  conscious	
  ra7onal	
  brain	
  isn’t	
  the	
  Oval	
  Office;	
  it	
  isn’t	
  there	
  making	
  
execu7ve	
  de...
“We	
  think	
  much	
  less	
  than	
  we	
  think	
  we	
  think”	
  
Emo1on	
  and	
  Memory	
  are	
  not	
  just	
  
Interlinked	
  –	
  together,	
  they	
  ARE	
  the	
  brand	
  	
  
“A	...
HOW	
  to	
  build	
  emo7on	
  into	
  brands	
  
The	
  best	
  brands	
  of	
  all	
  “jam”	
  with	
  their	
  
consumers	
  to	
  invent	
  and	
  imagine	
  	
  ideas	...
Good	
  brands	
  know	
  how	
  important	
  it	
  is	
  to	
  
put	
  yourself	
  in	
  the	
  shoes	
  of	
  the	
  con...
! A feeling of understanding
! A Ha!
! A revelation
! Inspiration for ideas
! A platform for brand
strategy and positionin...
Informa1on	
  or	
  Insight?	
  
•  Beer is mainly consumed by young males
•  People don’t buy computers because they are ...
The	
  Power	
  of	
  Insight	
  -­‐	
  Starbucks	
  
Background	
  
•  Starbucks	
  sold	
  just	
  coffee	
  beans	
  
• ...
‘The	
  Third	
  Place’	
  	
  
’20	
  minutes	
  just	
  for	
  me	
  –	
  because	
  I	
  deserve	
  it.’	
  
•  The	
  ...
The	
  essence	
  of	
  a	
  brand	
  comprises	
  of	
  3	
  simple	
  
components,	
  but	
  the	
  rela1ve	
  importanc...
The	
  essence	
  of	
  a	
  brand	
  comprises	
  of	
  3	
  simple	
  
components	
  
Compara1ve	
  
Ra1onal	
   Emo1ona...
The	
  task	
  of	
  the	
  adver7ser	
  is	
  to:	
  	
  
create	
  compelling	
  messages	
  which	
  build	
  
and	
  r...
Great	
  Emo1onal	
  Brand	
  Communica1ons:	
  
 Are	
  grounded	
  in	
  consumer	
  insight	
  and	
  connected	
  to	...
If	
  you	
  focus	
  on	
  building	
  emo7onal	
  
connec7ons	
  based	
  on	
  strong	
  insights	
  
Consumers	
  will...
Erc emotional branding
Erc emotional branding
Erc emotional branding
Erc emotional branding
Erc emotional branding
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Transcript of "Erc emotional branding"

  1. 1. Branding  –  It’s  an  Emo1onal  Business   Prepared by Matt Millard Tuesday, June 11, 2013
  2. 2. Vietnam  Indonesia   India   China   Hong  Kong   Philippines   Singapore   3  billion  customers   We now have the privilege of representing Starting 10 years ago in HCMC & HK we’ve expanded to...
  3. 3. The  Art  and  Science  of  Branding   Branding  is  about  using  crea5vity   and  design  to  bring  brands  to  life..   …informed  by  psychology  and  logic  and   executed  through  strategy  and  process.     The  most  effec7ve  branding  establishes  a  strong  emo7onal  connec7on   to  the  customer.  Today’s  talks  will  show  how  and  why  this  is  true.  
  4. 4. At  Cimigo…   And  for  very  good   reason…   Pu=ng  the  Consumer  at  the  Heart  of  the  Process   we  put  the   consumer.   at  the  centre  of   everything  we  do  
  5. 5. WHAT  is  a  brand?  
  6. 6. FIRST  A  brand  is  not  a  logo.  
  7. 7. SECOND  A  brand  is  not  an  iden1ty.  
  8. 8. FINALLY  A  brand  is  not  a  product.  
  9. 9. So  what  exactly     is  a  brand?  
  10. 10. A  BRAND  IS  A     CONSUMER’S  EMOTIONAL  CONNECTION     TO  A  PRODUCT,  SERVICE,  OR     ORGANIZATION.   Brands  exist  in  the  minds  and  hearts  of   our  consumers.  
  11. 11. SO  IT’S  NOT  WHAT  YOU  SAY  IT  IS.  
  12. 12. IT’S  WHAT  SHE SAYS  IT  IS.   It  is  the  many  images,  feelings,   beliefs,  and  associa7ons  she  has   that  come  together  to  make  up  her   percep1on  of  the  brand.  
  13. 13. "A  brand  is  a  living  en7ty  -­‐  and  it  is  enriched  or  undermined   cumula7vely  over  7me,  the  product  of  a  thousand  small   gestures.”   Michael  Eisner,  CEO  
  14. 14. BRANDING     is  YOUR  way  of  influencing  THEIR  percep1on.    Managing  the  signals  that  evoke  the  emo7ons  and  drive   the  percep7ons  of  a  brand    The  percep7on  can  be  controlled  by  the  owner  of  the   brand,  but  beware,  the  percep7on  can  also  be  controlled   by  many  external  influences,  par7cularly  in  today’s   networked  world.      A  brand  percep7on  is  built  over  7me.  It  is  craXed,  nurtured   and  communicated  by  brand  builders.        Like  me.  And  you.  
  15. 15. "Like  human  beings,  all  brands  are  born  equal.   The  trick  is  to  prove  one  isn’t.    Branding  is  the  art  and  science   of    iden7fying  and  fulfilling  human  physical    and  emo7onal   needs  by  capturing  aen7on,  imagina7on  and  emo7on  long   enough  to  make  money  from  it.”   Idris  Mootee  
  16. 16. Product  vs.  Brand   A  product  is  built  in  a  factory.   A  product  is  an  object  /  bundle  of   func7onal  aributes.   A  product  is  sold  by  a  merchant.   A  product  is  easily  copied  by  a   compe7tor.   A  product  is  quickly  outdated.   Products  are  commodi7es.   A  brand  is  built  of  trust  and   rela7onships.     A  brand  is  a  personality.   A  brand  is  bought  by  a  consumer.   A  brand  is  unique.   A  great  brand  is  7meless.   Brands  have  value  
  17. 17. vs. A cup of coffee A Starbucks
  18. 18. vs. A computer An i-Mac
  19. 19. vs. A car A BMW
  20. 20. vs. A glass of soda A Coca Cola
  21. 21. Which  Means  Brands   Have  VALUE    BRAND  EQUITY  is  the   value  that  the  marketplace   is  prepared  to  pay  for  a   business  aXer  the  value  of   it’s  hard  assets  has  been   deducted.        Brand  equity  is  key   because  it  means  that   consumers  will  pay  more,   choose  more  easily,  buy   more  oWen    Consumers  will  switch   brands  less  if  they   understand  and  believe  in   the  brand.  
  22. 22. How  does  “branding”  work?  
  23. 23. Products  give  us  choice     (and  way  too  much  of  it)   Brands  help  us  choose  
  24. 24. It’s  SCIENCE  -­‐  we  are  built  to  only  no1ce   what’s  different  
  25. 25. Brands  add  FUN  and  INTEREST     and  provide  ASPIRATIONS  and  DREAMS.   They  are  FANTASY,   ESCAPISM,  a  link  to   another  world..    
  26. 26. Brands  sa1sfy  our  need  to  belong  to  something  larger  than   ourselves  -­‐  a  sense  of  community  and  tribe…  
  27. 27. …but  at  the  same  7me  they  help  us     express  our  individuality  
  28. 28. The  ART  of  branding  is  using  crea7vity  to   connect  to  people’s  hearts  and  emo7ons  
  29. 29. Here  comes  the  SCIENCE!  
  30. 30. Here  comes  the  SCIENCE!   System 1 – The Limbic System System 2 Unconscious reasoning Conscious reasoning Judgments based on intuition Judgments based on critical examination Processes information quickly Processes information slowly Hypothetical reasoning Logical reasoning Large capacity Small capacity Prominent in animals and humans Prominent only in humans Unrelated to working memory Related to working memory Operates effortlessly and automatically Operates with effort and control Unintentional thinking Intentional thinking Influenced by experiences, emotions, and memories Influenced by facts, logic, and evidence Can be overridden by System 2 Used when System 1 fails to form a logical/ acceptable conclusion Prominent since human origins Developed over time Includes recognition, perception, orientation, etc. Includes rule following, comparisons, weighing of options, etc. System 2 equivalent computing power 50 Bits/sec System 1 equivalent computing power 11MILLION Bits/ sec
  31. 31. The  conscious  ra7onal  brain  isn’t  the  Oval  Office;  it  isn’t  there  making   execu7ve  decisions  in  our  minds.  It’s  actually  the  press  office  issuing   explana7ons  for  ac7ons  we’ve  already  taken.     –  Rory  Sutherland,  UK  Group  Vice  Chairman,  Ogilvy  
  32. 32. “We  think  much  less  than  we  think  we  think”  
  33. 33. Emo1on  and  Memory  are  not  just   Interlinked  –  together,  they  ARE  the  brand     “A  man  always  buys  something  for  two  reasons  –  A   good  reason,  and  the  real  reason”.  JP  Morgan  
  34. 34. HOW  to  build  emo7on  into  brands  
  35. 35. The  best  brands  of  all  “jam”  with  their   consumers  to  invent  and  imagine    ideas   designed  for  the  future…  
  36. 36. Good  brands  know  how  important  it  is  to   put  yourself  in  the  shoes  of  the  consumer!  
  37. 37. ! A feeling of understanding ! A Ha! ! A revelation ! Inspiration for ideas ! A platform for brand strategy and positioning A penetrating discovery about the consumer that has the potential to unlock growth The Consumer Insight Is Key
  38. 38. Informa1on  or  Insight?   •  Beer is mainly consumed by young males •  People don’t buy computers because they are too expensive •  Mothers need to demonstrate their love for their family •  Consumers want value for money and good promotions INSIGHT! Begins with the word ‘need’ Goes deep and is driven by emotion Is actionable and relevant
  39. 39. The  Power  of  Insight  -­‐  Starbucks   Background   •  Starbucks  sold  just  coffee  beans   •  Coffee  was  a  commodity   Insight   •  In  a  world  that  is  hec7c  and  stressful,   consumers  need  an  opportunity  to  relax   and  have  a  break   How  did  Starbucks  apply  this  Insight?   •  Saw  an  unfulfilled  opportunity  to  create  a   chain  of  coffee  bars  which  offered  a  place   to  relax  and  re-­‐charge.   •  Starbucks  are  not  in  the  coffee  business,   they  are  in  the  TIME  business  –  and  they   carved  a  massive  share  of  the  market   before  any  compe7tor  could  catch  up  with   them.    
  40. 40. ‘The  Third  Place’     ’20  minutes  just  for  me  –  because  I  deserve  it.’   •  The  core  of  Starbucks  product  offer  is  of   course  the  coffee,  food,  coffee-­‐related   accessories   •  But  other  secondary  products  and  the   touchpoints  augment  the  no7on  of   Starbucks  as  a  third  place:   –  Music,  board  games,     –  Store  environment,  signage,   furnishings,  smells,  sounds,  the  way   they  name  their  coffee  all  contribute  to   the  brand  percep7on     –  Delivering  comfort,  relaxa7on,   familiarity,  exclusivity,  and  all  of  the   other  things  that  you  look  for  in  your   preferred  hang  out  spot.   Each  of  these  touchpoints  and   experiences  help  define  the   posi7oning  for  the  brand  and  is   ul7mately  part  of  their   messaging  strategy  
  41. 41. The  essence  of  a  brand  comprises  of  3  simple   components,  but  the  rela1ve  importance  of  each   changes  over  1me   Compara1ve   Ra1onal   Emo1onal   What  the   brand  does   for   consumers   How  the   brand  makes   consumers   feel   How  the  brand  does  it  differently  
  42. 42. The  essence  of  a  brand  comprises  of  3  simple   components   Compara1ve   Ra1onal   Emo1onal   What  the   brand  does   for   consumers   How  the   brand  makes   consumers   feel   How  the  brand  does  it  differently  
  43. 43. The  task  of  the  adver7ser  is  to:     create  compelling  messages  which  build   and  reinforce  the  emo1onal  connec1on   between  consumer  and  brand   through  crea1vity,  strategy  and  targeted   delivery,     across  many  different  ‘touchpoints’        
  44. 44. Great  Emo1onal  Brand  Communica1ons:    Are  grounded  in  consumer  insight  and  connected  to   emo7onal  responses    Are  crea1ve  and  differen1ated  –  what  we  say,  how  we  say   it,  what  channels  we  use    Have  a  strong  idea  that  can  work    across  7me  and  channels    Are  simple,  and  tell  a  great  story    Have  impact  –  they  get  no7ced    Are  credible    
  45. 45. If  you  focus  on  building  emo7onal   connec7ons  based  on  strong  insights   Consumers  will  LOVE  your  brands…  
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