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CONTENTS Introduction Brand Equity Brand Elements Brand Value Chain Marketing Strategy Positioning Advertising Challenges to branding
BRANDING
A BRAND
HOW WAS I BORN
Began in old times Evolved steadily Was adopted as a distinguisher Was adopted as a quality mark Was adopted by big bodies Was adopted by even bigger firms Today I’m the omnipotent in corporate world
PSYCHOLOGIC
I’m not a product I’m not a label I’m not a symbol Nor a logo Nor a tag line I’m what all these make up
EMOTIONS AND CHOICE
Emotion are not same as feelings They may be good or bad Emotions can be short or ever lasting The latter, plus trust, build up a brand
WHY DO YOU GO FOR A BRAND?
Quality assurance Trust in the brand Social aspects ‘Feel good’ aspects
Types of branding
Service branding
Retail branding
Trade branding
Let’s watch a video now ;)
Brand Equity
definition
Basically, Brand equity is a phrase used in the marketing industry which describes the value of having a well-known brand name, based on the idea that the owner of a well-known brand name can generate more money from products with that brand name than from products with a less well known name, as consumers believe that a product with a well-known name is better than products with less well known names.
It’s the added value endowed upon products and services
The positive differential effect that knowing brand name has on customer response to the product or service.
Concept It stresses the importance of the brand in marketing
strategies Is defined in terms of marketing effects uniquely
attributable to brand. In time, a brand comes to embody a promise about
the goods it identifies—a promise about quality, performance, or other dimensions of value, which can influence consumers' choices among competing products. When a brand's promise extends beyond a particular product, its owner may leverage it to enter new markets. For all these reasons, a brand can hold tremendous value, which is known as brand equity.
Ways to measure the brand equity
Firm Level:
.Product Level:
Consumer Level:
ingredients Brand equity arises from the differences in
customer response., Differences in response are a result of customer’s
brand knowledge, all thoughts, feelings, images, experiences and beliefs associated with the brand
Brand equity is reflected in perceptions, preferences, and behaviour related to all aspects of the marketing of a brand.
Case Study
Lifebuoy made a conscious shift in its segmentation and positioning from its previous focus on men to a warmer and more versatile benefit of health for the entire family.
Brand equity has three models!!!
Models: Brand asset valuator Model ( Developed by
Advertising agency Young and Rubicam) It defines 4 pillars of Brand Equity: 1 Energised differentiation-It’s the degree to
which the brand is seen differently from others. 2 Relevance measures the appropriateness and
breadth of a brand’s appeal. 3 Esteem measures perceptions of quality and
loyalty. 4 Knowledge measures how aware and
consumers are with the brand.
Brandz mode is a model developed by Millward Brown and WPP which is based on brand strength at the
heart which lies the Brand Dynamics Pyramid. The Pyramid in next slide shows the number of consumers who have
reached what level. Presence- Active familiarity based on past trail, saliency or
knowledge of brand promise. Relevance- Relevance to consumer’s needs, in the right price range
or in the consideration set . Performance- Belief that it delivers acceptable product performance
and is on the consumer’s short list. Advantage- Belief that the brand has an emotional or rational
advantage over other brands in the category. Bonding- Rational and emotional attachments to the brand to the
exclusion of most other brands.
Customer Based Brand Equity Model(Brand Resonance Model)-
According to this model, enacting the four steps means establishing a pyramid of six. This model emphasizes on the duality od brands-the rational route of building brands is on the left side of the pyramid and emotional route on the right side.
Creating significant brand equity requires reaching the top of the brand pyramid, which occurs only if the right building blocks are put into place:
1 Brand Salience is how often and how easily customers think of the brand under various purchase or consumption situations.
2 Brand Performer is how well the product or service meets customers; functional needs.
3 Brand imagery describes the extrinsic properties of the product or service,.
4 Brand judgements focus on consumers’ own personal opinions and evaluations.
5 Brand feelings are customers’ emotional responses and reactions with respect to the brand.
6 Brand resonance describes the relationship customers have with the brand and the extent to which they feel they’re “in sync” with it.
Building Brand equity
Marketers build brand equity by creating the right brand knowledge structures with the right customers.
1 Identifying initial choices for the brand elements 2 The product and service and all accompanying
marketing activities and supporting marketing programs
3 Other associations indirectly transferred to the brand by linking it some other entity
Examples: Recently, Airtel changed its logo so that the “a” in the brand
name represents “air” and the deeper red has a positive meaning, especially in Africa where the brand is developing strong footprints.
Virgin mobile , one of the later entrants in the mobile service space in India, uses edgy and humorous advertisements that depict pranks and mischievous acts by youngsters. They connect the young consumers and help the brand in creating an edgy attitude with a touch of irreverence.
Microsoft chose the big name Bing for its new search engine because it felt it unambiguously conveyed search and the “aha” moment of finding what the a person is looking for.
BRAND ELEMENTS
Definition Brand elements ( brand identities) :are those
devices,which can be trademarked,that identify and differentiate the brand. Example:
BRAND ELEMENT CHOICE CRITERIA
Memorable : Easily recognized, Easily recalled. Example : LG , Taj
Meaningful : Descriptive and Persuasive. Example : Fair and lovely face cream
Likeable : Fun and interesting, Rich visual and verbal imagery ,Aesthetically pleasing. Example : Maharaja, Scorpio
Transferable : Within and across product categories, Across geographic boundaries and cultures. Example: Amazon
Adaptability : Flexible and Updateable. Example : Nano
Protectable : Legally and competitively. Example : Dalda
Distinguishness,Association
TACTICS for BRAND ELEMENTS
Brand NAME : captures central theme. Naming guidelines Brand Awareness: SHORT names,example Coca-Cola
known as coke . Meaning should be clear. Example: Vaner,Randal Pronounciation – Faconnable clothing
Brand ASSOCIATION : Communication, abstract,fanciness.
EXAMPLE: Apple’s powerbook
Nissan’s Xterra SUV ESPN’s X Games
URLs
LOGOS and SYMBOLS
Logos indicate origin,ownership.Example of Strong Word mark : KIT-KAT
Examples of Abstract logos
Attributes of LOGO Complex and elaborate
Familiar LOGOS
STUDY by Henderson and Cote
SLOGANS : Are short phrases that communicate descriptive or
persuasive information about brand. EXAMPLE : State Farm Insurance’s “ Like a Good
Neighbour, State Farm is There”
What does this represent?
Designing Slogans Creates awareness and image.
CHARACTERS Excellent protectability , more useful for brand
recognition. BUDDY LEE SELLS LEE DUNGAREES: LEE faced perception problem amongst youth. The word DUNGAREES appealed to youth again through
aggressive promotion.
MEASURING BRAND EQUITY
The BRAND VALUE CHAIN :
Is a structured approach to assessing the sources and outcomes of brand equity and the way marketing activities create brand values.
VALUE STAGES
How is the BRAND valued by the financial community and how is it influencing customers- is BRAND VALUE CREATION.
MARKETING PROGRAM INVESTMENT: any marketing program that potentially can be attributed to BRAND VALUE DEVELOPMENT.
Can there be any Failure?
YES! There can be.
Failure of MILLER Brewing in 1990s benefitted Anheuser-Busch,Heineken and Corona in capture in BEER category.
Its the Quality Aspects of the marketing pragram which creates the DIFFERENCE!
PROGRAM MULTIPLIER Quality of the marketing program depends on the
quality of that program investment. Four important factors:
CLARITY RELEVANCE DISTINCTIVENESS CONSISTENCY
CUSTOMER MINDSET
It includes everything that exists in the minds of the customers with respect to a BRAND.
Approaches to measure this : Brand Awareness Brand Association Brand Attitudes Brand Attachment Brand Activity
CUSTOMER MULTIPLIER Contextual factors external to the costumer plays key
role. Three such factors : Competitive superiority Channel and other intermediary support Customer size and profile
SOME EXAMPLES :
MARKET PERFORMANCE Reaction to Price premiums and price elasticities. Change in demand with change in price. Market Share Brand extension Cost Structure Profitable sales value
MARKET MULTIPLIER Contextual factors external to the brand itself. Financial analysts and investors consider these
considerations : Market dynamics Growth potential Risk profile Brand contribution
Example :
Numerous dot com brands such as PRICELINE , eTOYS.
BRAND VALUE CHAIN for STARBUCKS
Identify the brand
DESIGNING BRAND TRACKING STUDIES
It involves information collected from consumers on a routine basis over time
It employs quantitative measures It estimates how well a positioning has been achieved
PRODUCT BRAND TRACKING
Brand awareness and usage Brand judgements Brand performance Brand imagery Brand feelings Brand resonance
McD
Brand equity management system
Brand equity charter Formulizing the Co. View of brand equity into a
document – the brand equity charter – that provides relevant guidelines to marketing managers
Eg. Ad agency personnel
Brand equity report Assemble the results of the tracking survey for the
brand into a brand equity report to be distributed to management on a regular basis.
Branding Strategy
A firm’s branding strategy-often called brand architecture reflects the number and nature of both
common and distinctive brand elements.
Deciding how to brand a product is especially critical
A firm has three main choices It can develop new brand elements for the new
products It can apply some of its existing brand elements It can use combination of new and existing brand
elements
On the part of firm it should involve into:
o Branding Decisions Assuming a firm decides to brand its products and
services, it must choose which brand names to useo Brand Portfolios It is the set of all brands and brand lines a particular
firm offers for sale in a particular category or market segment
o Brand Extension Two main advantages of brand extensions are that
they can facilitate new product acceptance and provide positive feedback to parent brand and company.
BRAND POSITIONING
Positioning
Positioning is the act of designing the company’s offers and image so that it occupies a distinct and valuate place in the minds of the target customer.
Approaches to Positioning:1. Focussing on the consumers2. Focussing on the competitors
The elements of Positioning:
The Product The Company The Competition The Consumer
While positioning, the following could be the offerings:
Better Offering Newer Offering Faster Offering Cheaper Offering
What is positioning actually ???
Positioning is owing a piece of customer’s mind. Positioning is not what you do to the product but
what you do to the mind of the prospect. As said by Ries & Trout (THE MARKETING GURUS) It’s incorrect to call it Product Positioning.
How to approach to the consumer through brand positioning
The easy way to get into the person’s mind is to be the first one to introduce a particular product.
Eg Kodak, Surf, Colgate The basic approach is not create something new but
to manipulate what is already in mind differently. To find a unique position, we must ignore the
conventional logic. You wont find an uncola idea inside 7-up; you find it
inside the cola drinker’s head.
Paco Underhill-An environmental psychologist
“It is difficult to change the behaviour but easy to work with it.”
What is needed ????
Understand the role of words and how do they affect people.
Be careful of change. Need Vision- It should be long term and not on
technology or fad. Courage-To slug it out when others wait and watch. Objectivity- You need a backboard.
Simplicity- Not to be complicated or convoluted. Subtlety- Unique position and appeal that’s not
narrow. Willingness to sacrifice Patience Global outlook
Some guidelines to positioning:-
Start by looking not on the product but at the position in the market that you wish to occupy, in relation to competition.
Think about how the brand will answer the main consumer questions.
1. What will it do for me which others would not do?2. Why should I believe you? Try to keep it short and make every word count and be as specific
as possible as vagueness opens the way to confused executions. Keep the positioning upto date. Look for a Key Insight. Insight expresses all that we know from
seeing inside the customer.
Key insights
My soap leaves the skin feeling dry and tight.
Fragrance of my current talc does not last long and I miss the opportunity of enjoying life.
The three C’s in positioning
Be crystal clear. Be customer based.1. Be relevant and credible to the customer2. Write in consumer language and from consumer’s point of
view.Be competitive.3. Be distinctive4. Focus on building brand elements5. Be persuasive6. Be sustainable
Constructing a Brand Positioning Bull’s Eye
A brand bull’s eye provides content and context to improve everyone’s understanding of the positioning of a brand in the organization. Here we describe the components of a brand bull’s eye, illustrating with a hypothetical Starbucks example.
Points-of-Difference
Substantiators
Values/Personality/Character
Executional
Properties
Visu
al Id
entit
y
Consumer TargetDiscerning coffee drinker
Consumer InsightCoffee drinking experience is often unsatisfying
Consumer Need StateDesire for better coffee and a better consumption experience
Competitive Product SetLocal Cafes, fast-food restaurants,& convenience shops
Consumer TakeawayStarbucks gives me the richest possible sensory experience drinking coffee
In the inner two circles is the heart of the bull’s eye- key points of parity and points of difference as well as the Brand Mantra.
Points of parity:1. Responsible2. Locally involved3. Fairly priced
Points of difference:1. Relaxing, rewarding moments2. Rich sensory consumption experience3. Convenient friendly service4. Fresh and high quality coffee5. Varied, exotic coffee drinks
Brand Mantra: Rich rewarding coffee experience.
In the next outer circle are the substantiators or the reasons to believe(attributes or benefits that provide factual or demonstrable support):
1. 24-hour training of baristas2. Totally integrated system3. Stock options/health benefits for baristas4. Triple filtrated water.
Finally, the outer most circle contains two useful branding concepts:
1. Brand value/personality/character2. Executional properties and visual 3. identity.
A video summarizing Positioning
Advertising Advertising is a form
of marketing communication used to encourage, persuade, or manipulate an audience to
take or continue to take some action
Advertising Medium
Television- Most powerful medium. it has two important strengths1. Demonstrating product attributes and explaining
consumer benefits.2. For dramatically portraying non product related user
and usage imagery, brand personality and so on.
Understanding the effects of Advertising
General Principles concerning advertising and promotion effectiveness.
T.V advertising weight alone is not enough T.V advertising is more likely to work when there are
changes in copy or media strategy. When successful advertising-impact lasts the period
of peak spending.
For example- Sprite
Re-launch of sprite
Other Mediums
RADIO- Advantages- local coverage, low cost, high frequency, flexible.
MAGAZINES- quality reproduction, high information content, longevity.
DIRECT RESPONSE- high selectivity, high information content, opportunities for repeat exposure.
Case Study- Sketchers
BRAND AWARENESS
PREREQUISITE OF FAME AND FORTUNE IS ACKNOWLEDGEMENT
Levels – brand unaware Aided awareness Unaided awareness Top-of-the mind awareness Dominant brand awareness
Creating Brand Awareness
Select an apt brand name Adopt eye-catching brand symbols Develop memorable ads Use promotions Leverage the brand extension
Brand loyalty
Repeated purchase made by the consumer out of commitment to the brand
Levels - non-committed customer Habituated customer Satisfied customer Delighted customer Devoted customer
Creating brand loyalty
Keep the brand relevant for its loyal customers Allow customer participation Create a truly differentiated brand Provide ‘real’ value to the customer Make it a verb
International branding
Building brands across national boundaries Global branding & local branding
Utilization of global opportunities Build up a prestigious brand Make brand extension easier
Challenges to branding
1. Fragmentation of mass media2. Proliferation of brands3. Rise of consumerism4. Rise in private retailers5. Volatile markets and cutomers
brand ubs
Tag-line
Any Questions????????????
Thank you
ReferencesBooks- 1. brand management – shweta johri 2. strategic brand management - richard elliot, larry percy 3. marketing management – philip kotler 4.building, measuring and managing brand equity – kevin lane keller
Internet- 1. www.google.com 2. www.wikipedia.com 3. www.youtube.com
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