The value of Brands are realised through customer choice
Shareholder value is created through the choice of customers to
transact on the basis of the associations they hold in respect to a
product, good or service.
Without an identiﬁable brand customers have no clear way of:
choosing one alternative over another
discerning the option that best meets their needs
rewarding businesses that have genuine competitive advantage
Why should a customer choose you?
Company Company Company
A B C
The strongest Brands are built upon competitive advantage
Customers choose brands where the mental associations reﬂect:
- Value propositions that meet the needs of customers
- Beneﬁts that diﬀer from alternatives in ways that are relevant to customers
- Values that appeal to customers’ own beliefs or aspirations
Brands are built upon both rational and emotional advantage.
Brand Strategy is a business imperative
Businesses have a brand even when they do not have a brand
If you don’t invest in deﬁning the meaning of your brand, the
market will deﬁne it for you.
Brand Strategy is an extension of Business Strategy
Where does the business compete? Which customers does the brand serve?
How does the business create value? What are the needs the brand fulﬁls?
How does the business create a return What are customers prepared to pay for a
for shareholders? brand that delivers value?
How does the business leverage What makes this brand diﬀerent from others
How does the business a>ract and What does the brand stand for beyond
retain talent? making money?
Brands are built from multiple inﬂuences
Word of mouth
Sponsorship Logo design
Social Media Brand Experience
Brand Strategy must address controllable & uncontrollable inﬂuences
The alignment of brand strategy with culture and
values is cri=cal
• In most businesses, people are a
cri=cal component of brand strategy
• The can be highly inﬂuen=al in
determining customer experience in
dealing with the brand
• Strong brands are underpinned by a
culture that is in harmony with the
How does your Brand Strategy stack-up?
Our Brand Strategy is…. Yes No
Clearly linked to our business strategy - How we manage our brand and the
investments we make in branding can be clearly tied back to our business goals,
objectives and outcomes.
Based upon the rational & emotional need of our target market – Our target market is
clearly deﬁned and we have solid research that backs-up our understanding of what
customers need from businesses like ours.
Eﬀective in diﬀerentiating us from the competition – Customers clearly see our brand
as diﬀerent from competing alternatives in ways that really matter to them
Integrated across all points of inﬂuence – Our planned investments in our brand are
consistent across all customer touch points. We are consistent in our controlled
communications through web, PR, sponsorship and advertising and most importantly,
in the experiences customers have when they deal with our business.
Understood by our staﬀ & business partners – If I asked each staﬀ member or business
partner what our business stands for and what makes us diﬀerent in the eyes of
customers, I would get a consistent response that really reﬂects our brand strategy.
If you answered anything other then “Yes” to any of the above, you have
work to do on your brand strategy.
So, how do
you unlock the
value of a
Brand Navigator’s 8-step process
Execution – including Discovery Scoping & Customer
monitoring of brand Research to identify
performance 1 rational & emotional needs
Implementation 8 2
planning across Brand Business Internal Workshops
touch-points & to agree target market &
Go to Market 7 3
Develop Brand Adop=on Development Architecture – Linking
identity & guidelines Brand to Business
for application goals & outcomes
Link to culture 5 Naming & attribute
& values deﬁnition
For advice on unlocking the value of your
Dean Harris – Director
Cecile Thornley – Director