4. The Ad Agency
was founded during a time
when advertising sold product.
When sharing a creative idea
was powerful enough to get
people to buy.
When consumers had limited
media choices and were
impressionable.
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11. By 2020 tablets will replace PCs as the
primary source of web use
Source: 2020workplace.com
11
12. In one day an average individual will
See 2,904 media messages
Pay attention to 52
Read, listen or watch 24
Dislike 14
Positively remember only 4
12
34. So how do we get to
ideas worth advertising?
34
35. We need to solve the issues with a
clear point of view
What is the business problem?
What do people currently think about our
brand?
What is our idea?
How are our communications going to
help?
Who are we going to have a
conversation with?
What do we know about them?
Where are the best places to have a
conversation? 35
47. A client will approach an
agency with a problem
that often is a symptom
rather than the issue.
Market share declines
Sales declines
Brand awareness
Etc.
47
48. The TRUE ISSUE is deeper than a symptom
Who is buying from us? Who isn t? How do people buy us? Are we making it
easy for people to find us?
Who is are direct and indirect competition?
Who is stealing our market share? Who
What do our audiences currently think of are we taking from?
us?
Are we starting a conversation with the
What s our competition doing? How are right audience?
they gaining or losing share?
Where is the low hanging fruit? Who are
What does our brand stand for? Is it our aspirational buyers?
known by our audiences or is there a
disconnect? Whatâs broken in the purchase process?
What marketing/advertising is working and What and how are the macro-issues
what is not? (economy, changes in tastes/needs,
trends, etc.) affecting our problem?
Are we part of the consideration set?
Where do we rank?
48
49. WHY THE ISSUE
MATTERS MOST
If we don t define the
RIGHT issue, we end up
trying to solve the
wrong problem
49
50. Deploy a fresh, overarching brand platform to
fuel the next 10 years
1. Continuously improve value perceptions and drive loyalty beyond
reason
2. Insulate JetBlue from the competition
3. Attract new travelers and continuously reactivate current customers
50
53. The ISSUES:
1.⯠JetBlue is the favorite airline of the non-traveling public.
We needed to attract a more profitable passenger to
ensure growth for an airline that is facing far greater
competition beyond price & schedules.
2.⯠JetBlue is an airline constrained by its network
We must tailor our marketing efforts by region due to
flight/schedule differences in each market.
53
55. Insights are observations
about life. They are a little like
stolen moments, fleeting
forays into real life, revelations
of the way people think or
behave.
-Jean Marie Dru, Disruption, TBWA
56. CULTURE
Insight CULTURAL
MACRO ANTHROPOLOGY
TRENDS SELF
ATTITUDES
LIFESTYLE VALUES
MIND
TRIBES SYMBOLS
EMOTION
COGNITION
BEHAVIOR BELIEFS
LIFESTAGES
SOCIAL DEMOGRAPHICS
PSYCHOLOGY
56
57. + =
The sparky 6th creative tension
observation sense interestingness
research intuition
57
58. There are passengers and
there are drivers
Without milk, youâre stuck
Masculine Progress
58
65. But for the 3-10x traveler, flying gets you nowhere.
65
66. So many elements of air travel are out of the consumerâs
control â especially those that fly less frequently
The airlines have the power; they have the control.
But control is exactly what the coach passengers wanted.
And what they needed.
66
67. While the industry We are the airline that
caters to the stands up for the
Business Class Human Class
67
68. The Human Class
Broaden the appeal of the
JetBlue experience by
giving more to those that
donât âgetâ on other
airlines.
Progressive
Self-Reliant
Book their own travel
Look for a better way
68
69. For them, JetBlue is different
Most legroom
Free TV and radio
Unlimited snacks and
beverages
First checked bag is free
69
70. Our insight and positioning became clear
JetBlue makes the worldâs best travel experience
attainable for all.
70
77. Driving Belief
Bringing humanity back to air travel
How we challenge the norm
We take on the category of legacy airline
complacency and fight for the passenger
How we motivate our brand champion
Our people-first travel philosophy built from the flying
experience we create
The conversation we want to intersect
Flying coach doesnât have to suck, yet thatâs just
what travelers complain the most about
77
79. Redefine the expectations of air travel
not recreate a new definition of one
Disrupt & demonstrate how JetBlue makes the
worldâs best travel experience
Attainable for All
79
84. Design an idea for a people first media landscape
Blank.com PR
Content tile & landing Support YAA launch
page leveraging site traffic via press activities,
campaign coverage
Paid media support Search
Video OLA & YouTube CONTENT Optimize search
takeover directing to terms/SEM
YouTube Channel
Social Platforms Content Seeding
Facebook landing tab Unbranded content
creation
Tweet/FB content to brand
followers Leverage influential
bloggers and social
media participants
Stimulate social sharing
84
91. The worldâs best travel experience, attainable for all.
Bringing humanity back toâŠ
Insight: Insight: Insight:
So many elements of air travel Human Class fliers expect a Getting a good deal on a
are out of the consumerâs rewards program that is vacation package doesnât
control, yet control is exactly uniquely different from other guarantee the worry-free
what they want. And exactly travel rewards programs. vacation you deserve.
what JetBlue provides.
Positioning: Positioning: Positioning:
The worldâs best travel The Honest and Equitable A more complete vacation
experience, attainable for all. Rewards Program experience.
The Human Class
91
102. 1.⯠Identify the ISSUE
2.⯠Find TRUE INSIGHT
3.⯠Craft the BRIEF
4.⯠Architect an IDEA
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103. Now go and
SOLVE THE ISSUES
and get out of advertising
Thank You.
Steve Chamberlain
Group Strategy Director, Mullen
schamberlain@mullen.com
Twitter: Chamberlain_s
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