Excited to Introduce a New Service!

Who reads books anymore? 

Umm, people. Millions and millions of people. When it comes to business books, you know who reads them? Decision-makers. Most CEOs and executives read 4-5 books per month.

It is not inaccurate to refer to a business book as a thick brochure. One that demonstrates the depth and originality of your thinking, showcases your differentiation and, when done right, drives people to action. The kind of action that grows your awareness and business.

That is why we have introduced a new service that assists leaders and brands get their business book written, published and into the hands of desired readers. Check out more in our brochure.

#WMW 3rd Quarter Newsletter

Read a few excerpts from Why Marketing Works. Pabst Blue Ribbon refuses to market and Lacoste had to get fancy when it broke into America. Plus much more…WMW.

The Back of a Napkin

Marketers and ad professionals are attracted to shiny new toys. They look to technology as a panacea for reaching and influencing buyer behaviour. Newspapers, radio, tv, the Internet, big data, social media, AI, and whatever is next. There is one thing missing in this equation.

The fact is all great ads regardless of medium or platform start out on a whiteboard, a flip chart, a notebook, or the back of a napkin.

Print ads are therefore the gold standard. If an ad or campaign cannot compel from a single sheet of paper, no algorithm will save it. Technology will just irritate consumers with irrelevant and poorly timed ads. In other words, why make something flawed more efficient?

Recently, I came across two sets of print ads that share characteristics. They draw you in visually. They create allure and make a promise. They know their audience. Someone sweated over them and were proud in the end. In a time when more means more, these were designed to cut through the clutter that advertising and converging technologies have created.

Great ads start with a Bic pen not an algorithm. Look ahead and see if you agree.

Read more

How Advertising Can Defeat Extremism

During the 1964 Presidential election, Lyndon B. Johnson’s campaign approached the ad agency DDB for a particular type of television ad. The result was “Daisy”, sometimes known as “Daisy Girl” or “Peace, Little Girl”. It aired just once and is credited with tarnishing Barry Goldwater’s run for the oval office. It never mentioned him by name but got the message across that, if elected, Goldwater would push America into nuclear war.

Fast-forward a few decades and we now live in world of extremes, extremists, and extremism. An extremist, by definition, “is a person who holds extreme views, especially one who advocates illegal, violent, or other extreme action”. These are polarizing times full of overwhelming debate among ever-more tribes. These fractious groups are both new and long-standing.

The Proud Boys are an example of the new. A group labelled extreme by the FBI because of misogyny, glorification of violence, and ties to White Nationalism. The growing delta between America’s Republican Party and the Democratic party represent the long-standing but deepening extremism in mainstream politics.

Read more

Bauhaus Ha

Spoiler alert…this may be for design nerds only. Imagine extremely recognizable and memorable logos. What comes to mind? An Apple. A Golden Arch. A Swoosh.

What comes to mind when you hear Bauhaus? No, it is not an Oktoberfest pop-up beer hall. The Staatliches Bauhaus, commonly known as the Bauhaus, was a German art school that ran from 1919 to 1933, It combined crafts and the fine arts, and was famous for the approach to design that it publicized and taught.[

So, some talented folks smooshed, or swooshed, modern logos into the Bauhaus style. Here is the result and they would look awesome on a t-shirt (or a New Wave retrospective music collection).

Wants and Needs

Life comes down to wants and needs. Those things we have to have and those we would would like to have. What we require and what we desire.

Marketing is about setting up the want and need equation. Giving consumers the right amount of honest information in relevant and entertaining formats so they can make sound decisions.

Brands that are indispensable have become both a want and a need. That is the place to be … a brand that is both required and desired.

Why the Agency World Loved and Hated Mad Men

This post originally appeared on HubSpot’s Agency Post.

In 2007, I was brand new to the storied advertising agency DDB, having been appointed Chief Communications Officer. One of the first memos that hit my desk was a “heads up” that Doyle Dane Bernbach was going to be featured in a new television series. Creator Matthew Weiner had consulted with the agency prior to production and my arrival, but we did not know how the agency was to be treated in the storyline for Mad Men.

Fast-forward all these years, and I am happy to say that DDB fared the best in the quips and portrayals of Madison Avenue agencies (McCann was continuously trashed, BBDO had a short bad turn). I can honestly say that I would have watched and been loyal to the show regardless of my employer or career. It is an amazing trip through my adolescence and profession, as well as, our shared history and pop culture.

Now that the show has long been finished, I’m feeling nostalgic for all of the nostalgia the show provided. Mad Men was cleverly premised on investigating the past by monitoring the effect of change. Throughout, we witnessed our troubled public and private lives, personal struggle, and even surrender in the face of social upheaval.

Booze = Good

And Now, a Word From Our Sponsors

The series addressed race, gender roles, war, free love, assassinations, office politics, infidelity, addiction, and occasionally, advertising. On the last subject, it has been surprising that so little discussion has taken place on the impact mass production coupled with mass advertising had on society. This commercialism turned people into consumers and products into brands, and we have never been the same. 

Nor did the series adequately tackle the quality of advertising in the period. In the 1960s, advertising became a game of more, not better. In The Idea Writers: Copywriting in a New Media and Marketing Era, Teressa Iezzi writes:

For every Think Small (a DDB campaign for Volkswagen) in the 1960s, there was a bottomless bowl of the same insufferable dross that’s served up on any given commercial break and that covers the ground from forgettable waste of everyone’s time and money to actively annoying disincentive to ever buy the product being advertised.

It is amazing that, given the volume of work from this era, each notable agency can cite only a small number of standout campaigns. For Ogilvy & Mather, it is The Man in the Hathaway Shirt who sported a black eye patch adding mystery to his decision to wear only Hathaway shirts. The roguish adventurer drove sport cars, sailed yachts, courted women, held an elephant’s tusk, and inspected a shotgun all in the same crisp white shirt. 

Read more

When Commerce Met Art

As my readers know, I am a huge fan of marketing history (to the point of being supremely nerdy). Over the past few years, I went back through the centuries to find great stories for my book, Why Marketing Works. That research missed a very cool tale that I am happy now to share. It involves Walter Paepcke and his company, Container Corporation of America (CCA).

When just 25, Paepcke inherited his father’s Chicago-based wooden crate empire. Predicting the shift to a consumer goods economy requiring smaller, lighter packaging, he moved production from wooden crates to corrugated paperboard containers. He bought a bunch of other packaging suppliers along with paper mills to ensure vertical integration and founded CCA in 1926. One smart fellow…as you will learn (read to the end to see how he and his wife are responsible for the popularity of the town of Aspen).

Read more

Marketing is a Human Activity

Marketing-Jeff-Swystun

This article originally appeared in WPP’s Sparksheet.

As bots become more and more prevalent, as brands take an aggressive approach to social media, and as everyone drowns in data, it’s worth remembering that successful marketing has always been about one thing only: a personal connection.

Every marketer is bombarded with overwhelming and conflicting information. Most companies (and marketers) can barely digest the data they produce let alone turn it into actionable insights and strategy. Add the utopian promise of Big Data and we have a real issue because the most sophisticated systems will never spit out a marketing roadmap. More importantly, we must never forget that marketing is an intensely human activity.

There are an ever-increasing raft of studies, rankings and surveys that pelt the marketing community every day. In branding alone there are now 294 studies tracked on the website, Ranking the Brands. Most of these are celebratory lists pitting brands against each other on one dimension or another. And the tech industry is an expert at producing reports that skew towards ‘technology-as-savior’ conclusions. Add on consumer and market research studies and marketers are now buried in elephant-size data dumps.

Marketers have forgotten how to segment and to clearly understand the wants and needs of consumers. Marketers know this but get distracted by shiny new toys and theories promising better performance.

The practice and profession of marketing has never changed. It has always been predicated on human behavior. It exists to understand consumer’s motives and give them justification for making a purchase. Everything else either supports or erodes this fact.

The relationship between brand and consumer was pretty much a fair relationship until the Mad Men, mass communication era. That marked a point when brands took the appearance of control through the ubiquity of advertising. This went on for a few decades then the balance of power shifted back towards consumers…but was then interrupted by the advent of social media.

Read more

Losing Sleep: The Mattress Industry is Burning

There is an adage in the advertising business. Don’t sell the mattress, sell the sleep. The lesson being, showcase the benefit, not the features. It is a smart guidance for anyone selling anything. If you are an internet provider, you do not feature “speed” alone, you show the customer what they can do with that speed and the time saved.

Selling the sleep is something the exploding mattress industry has failed to take to heart. What prompted me to write this was a whopping 8-page ad in the latest issue of Entrepreneur magazine. This spread is from the Tomorrow mattress company. It is a curious piece of traditional advertising for an on-line disruptor. The print ad looks like a software seller’s website.

It starts by extolling a host of company virtues: expertise, innovation, commitment…and American made. When it comes to the product, the “hybrid mattress combines the pressure-relieving comfort of memory foam and the unbeatable support of individually wrapped coils for deep, uninterrupted sleep.” Tomorrow is selling a messy mix of features and benefits in lofty language (their strategy and copywriting need help).

Read more