Neha needs a new lunch box for work. She remembers her father using a plain stainless steel box, but thinks her colleagues would judge her for using one. She wants a trendy, colorful box that keeps food fresh. Her friend Meena brings her Tupperware lunch box to work one day. Meena tells Neha about Tupperware, a global brand known for its high-quality, leak-proof containers that have won design awards. Impressed by Tupperware's reputation and product features, Neha decides it is what she was looking for.
Brand Management - Importance, Difference, Logic, Model , Reasons, Challenges
1. The status dilemma
Neha is a working woman, and she needs a
lunch box to carry to office. She remembers her
father leaving for work every morning clutching
his colourless stainless steel lunch box. But
Neha shudders to even visualize the look on her
colleagues’ faces if she walks into office with
such a lunch box. Neha has a number of options
available in the market to choose from, but she
needs bright trendy containers, which can keep
the food fresh for longer periods of time.
2. Concept of branding
For the consumers, a brand is a product. But
for the maker or the seller, a brand is an
identifier of its goods and services and a
promise of consistently delivering the
features/benefits that the consumers desire
from the brand.
3. Brand to the rescue
Neha found exactly what she was looking for when her
friend Meena brought her lunch box to office one day.
Meena told her about Tupperware—a global brand,
recognized the world over. Tupperware products were
excellently designed and had won prestigious awards
like the Red Dot award in 2009 (an award for excellence
in product design instituted by Design Zentrum
Nordrhein Westfalen in Essen, Germany), and the
company was also featured in ‘Forbes.com Platinum 400
—America’s Best Big Companies List’ for the sixth time
in a row in 2009. Tupperware had ‘a range of high
quality, lightweight, rust- and break-proof, colourful,
airtight, stylish containers, which kept food fresh for
longer, thus avoiding waste’ (Superbrands 2009). They
were leak-proof as well, which meant that Neha could
carry and store curry and gravy items.
4. 1.4
What is a brand?
For the American Marketing Association (AMA), a brand
is a “name, term, sign, symbol, or design, or a
combination of them, intended to identify the goods and
services of one seller or group of sellers and to
differentiate them from those of competition.”
These different components of a brand that identify and
differentiate it are brand elements.
5. What can we brand?
A service—for example, Life Insurance Corporation,
State Bank of India
A product—for example, Nokia mobile, Lux soap, Knorr
soup
A store—for example, Big Bazaar, Shoppers Stop
A place/geographic location—for example, Taj Mahal,
India (the Incredible India! campaign)
A person—for example, Aamir Khan, Amitabh Bachchan
An idea—for example, World Wildlife Fund
An online organization—for example, Amazon, Make my
Trip
An organization—for example, UNICEF
6. BRAND
WHAT IS A BRAND?
It is combination of features (what the product is), customer
benefits (what needs & wants the product meets), & values
( what the customer associates with the product.)
A brand is created when marketing adds values to a product
in the process differentiates it from other products with similar
features & benefits.
6
7. 1.7
Importance of Brands to
Consumers
Identification of the source of the product
Assignment of responsibility to product maker
Risk reducer
Search cost reducer
Promise, bond, or pact with product maker
Symbolic device
Signal of quality
8. 1.8
Can everything be branded?
Ultimately a brand is something that resides
in the minds of consumers.
The key to branding is that consumers
perceive differences among brands in a
product category.
Even commodities can be branded:
Coffee (Maxwell House), bath soap (Ivory), flour
(Gold Medal), beer (Budweiser), salt (Morton),
oatmeal (Quaker), pickles (Vlasic), bananas
(Chiquita), chickens (Perdue), pineapples (Dole),
and even water (Perrier)
9. 1.9
A brand is therefore more than a product, as
it can have dimensions that differentiate it in
some way from other products designed to
satisfy the same need.
10. Difference between a Product and a
Brand
Attribute
Product
usesQuality/value
Functional
benefits
PRODUCT
Scope
BRAND
Self-expressive
benefits
Symbols
Emotional
benefits
User
imagery
Brand
personality
Organizational
associations
Brand
customer
relationship
Country of
origin
11. 1.11
An Example of Branding a
Commodity
De Beers Group added the phrase “A
Diamond Is Forever”
12. Rationale for Building a Brand
Benefits of Building Strong Brands—Organizational
Perspective
Identifier
Shorthand for information
Legal protection
Differential advantage
Unique associations
Price premiums
Enhancing customer loyalty
Higher market share
Inelastic response to price increase
As a barrier to entry of other brands
Can be bought and sold as an asset
13. Rationale for Building a Brand
Benefits of Building Strong Brands— Customer
Perspective
Source of identification
Heuristic or proxy for quality
Source of evaluation
A tool to simplify decision making
Risk reducer
Financial risk, performance risk, time risk, social risk,
psychological risk
Tool to express self image
14. BRAND VALUES
A) INSTRUMENTAL VALUES
- WHAT DOES THE BRAND DO ?
(ex) Cleans teeth better, or lasts longer
- More functional Benefit.
B) DIRECT EXPRESSIVE VALUES
- HOW DOES THE BRAND DO ?
They reflect the character of the Brand
frequently the user.
(ex) Modern/ Traditional/ Feminine 14
15. C) CENTRAL VALUES
- WHAT ELSE DOES IT DO ?
They relate to the aspiration
(Personal Drives)
(ex) Confidence/ Security/ Freedom
D) CORE VALUES
15
16. 1.16
Strategic Brand ManagementStrategic Brand Management
ProcessProcess
Mental maps
Competitive frame of reference
Points-of-parity and points-of-difference
Core brand values
Brand mantra
Mixing and matching of brand elements
Integrating brand marketing activities
Leveraging of secondary associations
Brand value chain
Brand audits
Brand tracking
Brand equity management system
Brand-product matrix
Brand portfolios and hierarchies
Brand expansion strategies
Brand reinforcement and revitalization
Key ConceptsSteps
Grow and sustain
brand equity
Identify and establish
brand positioning and values
Plan and implement
brand marketing programs
Measure and interpret
brand performance
17. BUT, WHAT IS A GENUINE BRAND?
“ The internalized sum of all impressions received by customers
and consumers resulting in a distinctive position in their
‘Mind’s Eye’ based on perceived emotional and functional
benefits”.
Relative Brand Distinction
Commodities ----------- No diff. except price.
Brand name ----------- Well known but similar.
Brand ----------- Distinctive.
Genuine brand ---------- Perceived by the consumer as unique.
17
18. A) Yesterday way to build a Brand
F.R.E.D. Model
• Familiarity
• Relevance
• Esteem
• Differentiation
18
19. TODAY’S WAY TO BUILD A BRAND
D.R.E.A.M Model
Differentiation.
Relevance.
Esteem.
Awareness.
Mind’s eye.
a) What is the distinctive benefit to be communicated to the Tgt audience?
b) What are the best ways to build a specific brand’s image?
c) How is the Mktg. Budget directed to optimize Brand Equity?
19
20. WHAT IS BRANDING?
It is a creation & infusion of Brand elements that serve to identify
& differentiate a product from others.
So, the task of Branding is to define what the brand infuses into the
the product/ service & how the brand transforms it.
BRAND ELEMENT
It is a visual or verbal information that serves to identify &
differentiate a product.
What are they?
• Brand name
• Logo
• Symbols
• Characters
• Packages
• Slogans 20
21. Criteria for choosing Brand Elements
1) Memorability.
2) Meaningfulness.
3) Transferability.
4) Adaptability.
5) Protect ability.
21
22. THE LOGIC OF
BRANDING
A Brand aims to segment the market
Brands are built up by Persistent Difference over the
long run.
A brand is a living memory
A brand gives products their meaning direction
A brand is a Genetic program
A brand is a contract
It Simplifies customer decision making.
22
24. BRAND NAME
THE BRAND NAME IS
The basic core indicator of the brand
The basis for awareness
The basis for communication effects
The basis for Sales measurement
More permanent then anything else
24
25. WHAT THE BRAND NAME CAN DO?
It helps create association in the mind that act as
Descriptor – what it is? And What it does?
(ex) – Xerox
It provides entry barrier in its category once it gets
established.
(ex) Burnal/ Surf/ Dettol
Through time & use, it becomes a viable asset.
(ex) Tata/ Godrej
25
26. TYPES OF NAMES
DESCRIPTIVE BRNAD NAME
SUGGESTIVE
FREE STANDING
26
27. CRITERIA FOR BRAND NAME
SELECTION.
A IT SHOULD BE EASY TO LEARN AND REMEMBER:
i. When a name has something about it that is interesting.
ii. When a name elicits a mental picture/image
iii. When a name is meaningful.
iv. When a name has some emotion
v. When a name is simple
vi. When a name is different or unusual enough to attract attention & perhaps
to arouse curiosity
B IT SHOULD SUGGEST THE PRODUCT CLASS
C IT SHOULD SUPPORT A SYMBOL/SLOGAN
D IT SHOULD SUGGEST DESIRED ASSOCIATIONS WITHOUT BEING
BORING/TRIVIAL.
E IT SHOULD NOT SUGGEST UNDESIRED ASSOCIATION.
F IT SHOULD BE DISTINCTIVE - NOT TO CONFUSE WITH COMPETITORS NAMES.
G IT SHOULD BE AVAILABLE AND PROTECTABLE LEGALLY.
27
28. SIMPLE QUANTITVE RESEAECH
FOR BRAND NAME
a) What Thoughts come to your mind on hearing this name?
b) What does the name mean to you?
c) How would you Pronounce this name?
d) What do you Particularly like about the name?
e) What do you particularly dislike about the name?
f) Which products would the name suit?
g) Which products would the name not suit?
h) Which name do you like the most & Why?
i) Which name do you dislike the most & Why? 28
29. SIMPLE QUALITATIVE RESEARCH
I like the brand name cook lite.
Why?
I prefer to cook light food.
Why?
Light food is good for health
Why?
No digestion problem.
Can be active
Low fat formation in body
Better for old/ all family members
Children can eat more of light food. 29
30. 4.30
Putting It All Together
The entire set of brand elements makes up
the brand identity, the contribution of all
brand elements to awareness and image.
The cohesiveness of the brand identity
depends on the extent to which the brand
elements are consistent.
31. BRAND REASONS
Why should a consumer buy the Brand?
What can be the rational reasons?
What can be the emotional resons?
31
34. EMOTIONAL REASONS
What are the emotional reasons for buying
the Brand?
There are nine universal emotions namely
Happiness, anger, disgust, fear, sorrow,
courage, compassion, wonder and serenity.
(Ex) Pride/Self worth/Confidence/Image
projection/ Achievement/ Envy.
34
35. How can emotional reasons be
uncovered?
A comprehensive analysis of consumer
behavior is the starting point. But a
powerful tool is “Benefit Laddering”.
35
36. Child can Grow
All Ingredients
Child needs
Health Beverage
with 23 vital
Ingredients.
Famous Mother
Cricket Captain
Strong Kid
Success in Sports
Physical Growth
of kids
Proud Mother
IAS/ IIT/ Doctor
Success in exams
Mental growth
of kids
BENEFIT LADDERING
The set of “Why” questions could lead us in to many different directions.
36
37. Brand Strategies
New BrandsMulti brands
Brand ExtensionBrand Expansion
NewExisting
Product Category
New
Existing
Brand
Name
Brand
Name
38. What can we brand?
A service—for example, Life Insurance Corporation,
State Bank of India
A product—for example, Nokia mobile, Lux soap, Knorr
soup
A store—for example, Big Bazaar, Shoppers Stop
A place/geographic location—for example, Taj Mahal,
India (the Incredible India! campaign)
A person—for example, Aamir Khan, Amitabh Bachchan
An idea—for example, World Wildlife Fund
An online organization—for example, Amazon, Make my
Trip
An organization—for example, UNICEF
39. Branding challenges
Intelligent and educated customers
Growth of private labels
Brand proliferation
Increasing trade power
Media fragmentation and the rise of new media
Increasing cost of product introduction and
support
Increasing job turnover
40. Key issues in branding
Whether to brand or not
How to build brand equity
How to measure brand equity
Understanding customers and how they purchase a
brand
How to position the brand
Which marketing mix strategies to choose
How to design branding strategies
How to manage brands over time
How to manage brands across geographical
boundaries