Tag Archives: brand equity

It’s not as easy as it looks: the secrets of successful online campaigns

So what is the real key to creating campaigns that resonate with consumers? Rob Rose of iMedia Connection looks at some of the unnoticed work Wieden + Kennedy put in to make Old Spice’s campaign a success, and teaches brands some important lessons in the process. The first thing he emphasizes is the fact that Old Spice didn’t reach social media stardom overnight. Instead, it took three years of tweaking to achieve the perfect combination of satire, swagger and dialogue. Take a look at Old Spice’s progression, starting in 2007.

This level of patience is important for brands looking to make a mark in the digital community. Wieden + Kennedy kept retooling their ads as consumer responded, allowing them to create a hybrid campaign that combined the best elements of their previous videos. Brands that want to be online need to accept that it sometimes requires a long-term investment.

That brings us to the second key lesson: digital campaigns also require offline investments. Although the Old Spice phenomenon started online, to take it mainstream Wieden + Kennedy made key investments in traditional media. According to Nielsen Monitor-Plus, Old Spice spent approximately $54 million on media in 2006. In 2007 Nielsen estimated approximately $80 million in media spend. It’s a safe assumption that the media buy for 2009 and 2010 was in the hundreds of millions of dollars (Rose). This mass exposure created the level of exposure Old Spice needed to fuel “The Response Campaign” that fed off consumer responses from Twitter, Facebook and other online outlets.

Finally, Old Spice is continuing to evolve. In his recent Q&A session, Rich Silverstein said, “Agencies will never stop pitching, whether you don’t have the account or you’ve had it for ten years.” This sentiment also has important implications for brand-consumer relations. Brands that don’t evolve as popular culture changes will cease to be relevant. Alternatively, brands that constantly strive to connect with consumers in new ways, tap into cutting-edge trends and play on the insights they discover will build long-term brand equity. Those that don’t will become passing fads.

Rose, Rob. (2010). 3 things you don’t know about Old Spice’s success. iMedia Connection. Retrieved from http://www.imediaconnection.com/content/27462.asp.

Sometimes you really do have to join them

We’ve discussed what happens when user-generated content departs from a company’s desired brand image. In this post, I discuss some of the factors that brands should consider when deciding how to deal with unexpected consumer responses. These guidelines offer a framework for brands who may be trying to decide whether to address negative responses in hopes of changing perceptions, redirect them or shut down the content completely.

1. Don’t take yourself too seriously.

Consider the product category you belong to, as it can have a large effect on how consumers expect you to respond.  Car manufacturer Chevy had to deal with parody ads attacking its negative effects on the environment after inviting consumers to make videos showcasing their favorite attributes of the Tahoe.

In this case, it’s more appropriate to deal with the situation by addressing consumers’ concerns and misconceptions through public relations and direct response. You’re still connecting with consumers in a meaningful way and showcasing your company’s engagement without endorsing the messages.

Companies like Smirnoff, however, are in a product category that’s more focused on entertainment.  They could have easily connected ‘Icing’ with their fun and laid- back personality, which they showcased a few years earlier in their viral ‘Tea Partay’ video.

This brings up a second consideration.

2. Think about ways to translate existing messages into positives.

Although icing was based around the idea that no one would voluntarily drink Smirnoff Ice, had the company embraced the conversation they could have turned attention to the positive aspects of the campaign – like the hilarious, highly sharable experiences it promoted between guys.

By joining the conversation, Smirnoff could have diverted conversations about the bad taste to discussions on ‘most creative icings’ and the ‘counter ice’, which were already happening organically. For example, consider these consumers’ comment, “The worst Icing’s I see are the one’s where some dumb@*$ just runs up and hands it to him. I’m not a big fan of the game but the only good ones are where people get real creative”….”Definitely supposed to hide it. That’s what makes it fun.”

3. Staying above the fray doesn’t always mean you’ll stay out of it.

Consider whether the trend has long-term potential or will pass relatively quickly.  Companies often try to avoid engaging in conversations they think are detrimental, but doing nothing can sometimes have more repercussions than simply making the best of the situation.  Smirnoff’s apathy towards the fad actually hurt some consumers perceptions by making a company that was once regarded as trendy and fun seem anything but.  Smirnoff’s silence was criticized by many consumers as being disappointingly uptight and conservative.

A 24 year-old male college student agreed, saying, “My opinion of Smirnoff has actually gone down from what it was before icing was popular.  Sure, people still make jokes about the awful taste and ridiculous amount of carbonation, but people would have thought those things whether icing came about or not.  It would have been awesome if Smirnoff would have just joined in the fun – it might have actually encouraged people to stick with the brand after the fad was over, or try some of their better products like Smirnoff vodka.”

As long as consumers are talking online, there will always be the risk of negative comments being directed towards brands.  However, as more companies are forced to deal with these situations it has become clear that the companies response effects consumers’ long-term brand image more than the original viral content.  Modern consumers are displaying a strong affinity for brands that connect in a real way – and unfortunately, this sometimes means having the grace to suck it up and laugh with them.