B®ANDING™
Session 5 measuring brand value
& international branding
last week
• brand strategy & brand extensions
• brand architecture & brand hierarchy
• the perfect brand portfolio
• changing consumer & environment
• brand activation
• experience marketing
Unconscious
Brain
Processes
Conscious
Brain
Processes
Conscious
Buying
Behavior
don’t underestimate the power of the
brand!
strategic brand management process
1. identify and establish brand positioning and values
2. plan and implement brandmarketing programs
3. measure and interpret brandperformance
4. grow and sustain brand equity
Brand value & entertainment1.00 min
what is brand value?
known vs. unknown
strong vs. weak
valuable vs. worthless
Kevin Lane Keller onbrand value
brand measurement
“ I’m putting all this effort
into my brand, working on the image, giving it the right colors, the right look, the right communication-tools. But is it
working? Does this ‘brand building’- thing have any result at all?”
Measuring brand value:
the Interbrand methodology
best global brands
•Which dutch brands are in the top 100?•Which sector is most present in the top 100?•Which brand takes the biggest positive step?
Why measure brands?
• to measure how strong the brand is in comparison to competitors
• to review marketing campaigns (return on marketing investment)
• to value brands in order to put it in the annual financial overview
“ …what is not measured is not managed…”
(well-known saying)
brand equity
the monetary value of a brand
brand equity measurement system
“...a set of research procedures
designed to provide timely, accurate and actionable information for marketeers so that
they can make the best possible tactical decisions in the short run and the best
strategic decisions in the
long run...”
source: Kevin L. Keller
Building, measuring and managing brand equity
different ways to measure
1. Brand value chain
2. Brand following
3. Brand asset valuator (BAV)
1. brand value chain
Creating brand value starts with investing in marketing campaigns.
The value of a brand is determined by consumers.
So the success of a brand can be found looking at the stock value of the company.
1. brand value chain
Phases brand value chain
2. brand following
• Periodically
• Numeric
• A small amount of crucial dimensions– Brand image, awareness, strength of
associations, etc.
• Helping to predict future consumer behavior and reactions of consumer to brands
3. Brand asset valuator (BAV)
“…the Brand Asset Valuator (BAV) is the world’s largest research about brand
value and brand perception. This research has led tot the biggest
database when it comes to brands. The data is bases upon more than 400.000
respondents from over 40 countries…”
3. the brand asset valuator
Brand Asset (bezit)
Brand stature (reputatie) Brand strength
Esteem (waardering)
Knowledge
Relevance
Energized differentiation
3. the brand asset valuatorBAVconsulting.com explore your brand
Brand stature
Bra
nd s
tren
gth
Low
Hig
hL
ow
High
Fatigue
Leadership
Unfocused
Mass market
New
Curiosity
international branding
Regions (local) vs. The world (global)
• Increasing amount of niche markets
• Increasing amount of consumer data
• Increasing amount of 1-to-1 marketing
Why brands go abroad?
• Home market is saturated
• Heavy competition on the home market
• Extra growth possible abroad
• Overcapacity
• Spreading risk
•
Going abroad?
• Global marketing programor?
• Regionally fitting global marketing program
of?• Something in between
Advantages global marketing program
• Economies of scale
• Lower marketing costs– Packaging, advertising, promotion
• Power and reach– Increasing credibility
• More consistent brand image
• Fundamental differences:– Between countries– Between cultures
• Which leads to boring and ineffective strategies
Disadvantages global marketing program
example
• McDonald’s calls its hamburgers “big macs” that’s nice, especially in Canada where it means having big breasts.
example
• Mitsubishi Motors had to adjust the name of its model Pajero in Spain, this because Pajero means ‘wanker’ in Spanish.
example
• In The Netherlands a few decades ago Fiat introduced it’s new car: Fiat Croma
Hofstede’s 5 dimensions
• Social psychologist
• Cultural differences between countries are often more profound than expected
• Example: KLM – Alitalia, KLM - Airfrance
Hofstede’s 5 dimensions
• Power distance and acceptance
• Individualism
• Uncertainty avoidance
• Masculinity (emotional roleplaying)
• Long term orientation
• Indulgence vs. restraint (to control desires)
example
A company that sells babyfood, sold its product in cans picturing nice chubby baby’s. In African countries no one bought a box, this because the analphabetic population thought it contained pulverized baby..
Differences between countries & cultures:
• Consumer needs / usage
• Reactions on marketing mix elements
• Competitive environment
• Legal environment
• Marketing infrastructure
• Bureaucratic procedures
Consumer needs / usage
• Wine consumption
(Netherlands vs. Italia vs. Poland vs. Belarus)
• Garlic consumption
Reactions on marketing mix elements
• Use of colours (in Japan white is the color of mourning)
• Image (C&A, Heineken)
• Brand names (Croma, Pajero, Mist)
• Price perception (hamburgerindex)
Competitive environment
• Difference in phase of the product life cycle (mobile telephone in Europe, China and Africa)
• Level of competition
• Political situation
• Legislation on tobacco, alcohol, gambling, medicine etc.
Legal environment
Marketing infrastructureBureaucratic procedures
• Availability distribution channels
(flagstores versus retail, Erke)
• Availability of media
Think global, act local
Standardizing vs. marketing mix adjustment
• Mac Croquet
• Sauce
• Frites
• Mac Royal (Fr)
• Beer / wine
To go abroad!
• Country selection
• Distribution selection (b.v. Erke flagstore naar Nederland, G-sus naar China)
• Alternation of international marketing mix
Country selection
• Neighbor method (closest, little differences between cultures (?))
• Filter model (based upon all kinds of dimensions)
• AH voor beginners in België• Ter gelegenheid van zijn entree op de
Belgische markt heeft Albert Heijn een Vlaams-Nederlands boodschappenlijstje gemaakt. Wie 'sojascheuten' wil, zoeke 'taugé'.
• croque monsieur = tosti• dubbele room = crème fraîche• kotelet = karbonade• pompelmoes = grapefruit• pudding = vla• stoemp = stampot• tournedos = kogelbiefstuk• verse kaas = kwark• vol-au-vent = kippenragout• zwarte pensen = bloedworst
questions? /comments
thank you!