Download - Strategic Brand Development
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Assignment
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1. Establish a long term brand strategy
2. Develop a new high‐level approach
3. Elevate the Parex brand to a higher level
4. Position LaHabra as the stucco brand
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What is the difference between sales and marketing?
Sales
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“Sales” happen in the streets, stores, offices, malls, at lunch or dinner in restaurants, on the golf course, on the phone, etc.
Marketing“Marketing” happens in the mind of the consumer
• Brand Strategy and Positioning
– Strategy: what the brand stands for– Positioning: how we want consumers to think and feel about the brand
– Positioning: answers three critical questions
1. Target market2. Competitive frame3. Leverage
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Left brain reality vs. right brain perception
“Left brain” management deals with reality
“Right brain” marketing deals with perception
Left brain management believes . . .
“If we change the reality of the brand, that will easily change consumers’ perception of the brand.”
Right brain marketers know that’s NOT true.
Changing “perception” is the most difficultjob in marketing
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Right Brain Functions• Holistic thought• Intuition• Creativity• Art and music
Left and Right Brain Functions
Left Brain Functions• Analytic thought• Logic• Language• Science and math
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Left brain reality vs. right brain perception, cont’d What’s a Hyundai?
• Ask anyone and they’ll say, “A car company that’s doing great because it’s inexpensive and has a great warranty”
• Management changed the “reality”of the brand by introducing the Genesis and Equus
• But, they couldn’t change the perception
“Hey Honey, I’m getting you a $75,000Hyundai instead of a Mercedes‐Benz”
• How will that go over?
• Perception vs. reality
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Genesis: $40,000
Equus: $75,000
Sonata: $21,195 ‐ $27,595
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Left brain reality vs. right brain perception, cont’d What’s a Volkswagen?
• In the mind, it’s a small, cheap, reliable car
• That’s what made the Beetle such a huge success
Management changed reality
• Introduced the $65,000+ Phaeton
• Reviewers loved it – it’s a great car
• Competition: Mercedes‐Benz “S” class, Lexus LS, BMW 7‐Series
• The problem – perception of a VW
• Results were a disaster – in 5 years VW sold only 3,354 Phaetons in the U.S.
“Hey Honey, I‘m getting you a $65,000 VW instead of a Mercedes‐Benz”
• How will that go over?
• Perception vs. reality
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VW Beetle: $20,790
VW Phaeton: $65,000
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Left brain reality vs. right brain perception, cont’d
What’s a Toyota?• The average person will say, “A
reliable car” What’s a Prius?
• The best “hybrid” car What’s a Scion?
• The best “youth” car What’s a Mercedes‐Benz?
• The best “luxury” car Four brands . . . four leaders
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Camry: $22,235 – $30,465
FR‐S: $24,500
S‐Class: $93,255
v Three : $27,415
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Left brain reality vs. right brain perception, cont’d
How about hamburgers?
• Research shows Burger King makes a better burger than McDonalds – it doesn’t matter
• McDonalds has a better brand
How about coffee?
• Consumer Reports says McDonalds makes a better coffee than Starbucks –it doesn’t matter
• Starbucks has a better brand
What about cola?
• All taste tests show consumers prefer the taste of Pepsi compared to Coca‐Cola, it is a better product – it doesn’t matter
• Coca‐Cola has a better brand
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Vs.
Vs.
Vs.
Reality Perception
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1. It’s product‐centric – not brand‐centric
2. It’s a “generic, parity claim” – any competitor can make it
3. It’s not unique or differentiating
4. It’s not ownable or defensible
5. In fact, we understand competitors are adopting this direction
6. Why are we promoting generic, parity product attributes?
7. Instead, promote what’s unique and differentiating
What about Parex USA? What’s wrong with a strategy promoting the product attributes, “Any shape. Any color. Any texture.”
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By promoting a relevant brand promise, the entire ParexUSA family will be more successful
This is a good brand promise• It has both emotional and rational appeal• It supports two of the three brand pillars: state‐of‐the‐art technology and innovation
The problem is . . . it’s invisible• Rather than promoting the “brand promise”, the Company is promoting generic, parity
product attributes: “Any shape. Any color. Any texture.”
This is the wrong strategy
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“As ParexUSA moves into the future the focus will be onstate‐of‐the‐art technology, innovation, and unsurpassed customer service.”
– Rodrigo LacerdaPresident and CEO
“If you can envision it, ParexUSA can bring it to life.”
What’s a ParexUSA
ParexUSA brand promise
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What’s a Parex?
• Website: “Exterior Insulation Finishing Systems (EIFS)” – A generic descriptor
• Campaign communication: “Envision . . . Any shape. Any color. Any texture.” A parity product descriptor
• Google: “A leading EIFS and coatings manufacturer, who entered the industry in 1986 with a complete line of EIFS products and a focus on innovation, quality and . . .” – A parity/generic description most competitors are using
What’s a LaHabra?
• Website: “Stucco Solutions” – A generic descriptor
• Campaign communication: “Envision . . . Any shape. Any color. Any texture.” A parity product descriptor
• Google: “LaHabra Stucco Solutions, the leading manufacturer of exterior stucco and Exterior Insulation Finish Systems (EIFS) products, has been the leading . . .” – A parity/generic description most competitors are using
Key observations of reality vs. perception vs. parity
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Key observations of reality vs. perception vs. parity, cont’d
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The Problem – Promoting parity/generic product attributes will not build the brand• They’re not unique or differentiating• They’re not ownable or defensible
The Solution – Company should be taking the high road• Promoting brand strengths• Positioning itself as a leader• Leverage unique and differentiated attributes and benefits
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Current EIFS/Stucco brand familiarity and product quality perceptions among architects
Source: Architect & Builder magazines’ 2013 Brand Use StudyN=225 Registered Architects
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Future EIFS/Stucco brand familiarity and product quality perceptions among architects
Source: Total Spectrum Advertising, July, 2013
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Based on key competitors’ positioning lines and descriptions, there’s a gap and opportunity
KEY OBSERVATION:
• Not one company is positioning itself as the “performance” leader, or “innovator”, or “state‐of‐the‐art”, or “technology” leader – this leaves a gap and opportunity
• BASF – “The Chemical Company”
• Dryvit – “Energy Efficient Exteriors Since 1969”
• Parex – “Any shape. Any color. Any texture.”
• Senergy (A BASF Co.) – No tag
• Sto – “Building with conscience”
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ParexUSA, Parex and LaHabra each has “state‐of‐the‐art technology” and “innovations” to be leveraged2007 – 2009 2009 – 2010 2010 – 2011 2012 2013
• Select Finishes• NTS (New Tech. Stucco)• Tuffstone Granite• Wall Sanded One‐Coat &
BasiC926 Sanded Scratch & Brown
• Stucco Level Coat• Armourwall • Stucco Ass.
• DPR Optimum Premium Acrylic Finishes 45% more polymer content
• 121 Optimum Base Coat and Adhesive
• Hydro Guard SP‐1• Accel‐Pak• 121 Optimum Wet Base
Coat and Adhesive
• Perma‐Flex Stucco Grade Acrylic Finish
• QuickBase EIFS Base Coat & Adhesive in a box – first product of its kind
• LaHabra EIFS• Accel‐Dry• Allegro II• Burst• 856 XLF• Ultra e‐lastic Finishes• WeatherSeal BG
• AquaSol Enhanced DPR
Acrylic Finish and Coating with Enhanced Hydrophobic and Photocatalytic Technology
• ColorFast Pigment System
• MicaMax 3 – First all‐in‐one acrylic finish, basecoat, EIFS adhesive
• Fracture Guard 7000 –first liquid membrane for crack isolation up to 3/8”
• 121 Cool Base and 121 Dry Hi
• Pro Patch XF
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Among architects, Parex/LaHabra is one of the least familiar EIFS/Stucco brands
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Source: Architect & Builder magazines’ 2013 Brand Use Study N=225 Registered Architects
According to Architect and Buildermagazines’ 2013 Brand Use Study, architects are . . .
• Most familiar with Dryvit• Least familiar with
Parex/LaHabra and Omega
Brand Familiarity
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Architects’ EIFS/Stucco “brand usage” in the past three years . . . top three brands
Dryvit used most often
BASF and Omega least often
Parex/LaHabra was used by 4 percent of architects surveyed in 2012, and tied with . . .
• Finestone (4%)
• Senergy (4%)
Parex/LaHabra did not have sufficient mentions to be in the top three 2011 or 2013 surveys
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Source: Architect & Builder magazines’ 2013 Brand Use Study N=225 Registered Architects
0%
10%
20%
30%
40%
50%
BASF
Dryvit
Finest
oneOm
egaPar
ex/LaH
abra
Senerg
y Sto
2011 2012 2013
Brand Usage
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Architects’ EIFS/Stucco “brands specified/used most” past three years . . . top three brands
Dryvit dominated all brands for all three years
Sto made significant headway in 2013
Parex/LaHabra captured 3 percent of mentions in 2011
Parex/LaHabra had insufficient mentions to rank among top three brands in 2012 or 2013
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Source: Architect & Builder magazines’ 2013 Brand Use Study N=225 Registered Architects
0%
5%
10%
15%
20%
25%
BASF
Dryvit
Finest
oneOm
egaPar
ex/LaH
abra
Senerg
y Sto
2011 2012 2013
Brands Specified/Used Most
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The evolution of ParexUSA – building a stronger brand with higher‐level strategy, positioning and messaging
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“As ParexUSA moves into the future the focus will be on state‐of‐the‐art technology, innovation, and unsurpassed customer service.”
– Rodrigo LacerdaPresident and CEO
“Science” is knowledge (facts or principles) of the physical or material world gained by systematic study using recognized scientific practices. Source: Merriam‐Webster Collegiate Dictionary, Eleventh Edition
State‐of‐the‐arttechnology + Innovation = Science
Build Betterwith Science.™
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Anatomy of a great positioning line is . . .
Build Betterwith Science.™
An aspirational promiseRelevant, unique, differentiating
Ownable and defensible. (Based on a multitude of proof statements)
Appropriate for all divisions and levels of the organization
Is timeless. (As long as the Company produces state-of-the-art, innovative products, the brand promise and positioning line is valid)
Reflects the Company’s DNA
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This new high‐level approach is an evolutionof the Envision campaign
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Brand building should revolve around a single, aspirational “brand” promise, not “product” attribute
A relevant, unique, and defensible brand promise will lift all brands simultaneously
Proposed key messaging will focus on how ParexUSA “science” makes
• The product stronger
• More durable
• More colorfast
• Easier to work with
• And many other benefits
Parex USA
LaHabraParex
Merkrete
Build Betterwith Science.™
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How a hammer and nail builds a brand
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The “hammer” is an ownable visual representation (not necessarily a logo)
The “nail” is the words
The Marlboro cowboy is the emotional hammer and the words, “Come to where the flavor is” is the nail
Coke’s unique contoured bottle is their visual hammer, “It’s the real thing.” slogan is their nail
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How a hammer and nail builds a brand, cont’d
Where would Aflac be without the duck?
• Before the duck, Aflac had 12% name recognition
• After the duck, 94% name recognition
Where would Susan G. Komen for the Cure be without the pink ribbon?
• The pink ribbon is the visual hammer
• Today, it is the world’s largest non‐profit
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How a hammer and nail builds a brand, cont’d
Apple improved their hammer (the multi‐colored logo) by using a single color for a more sophisticated look
Target uses the “target” as their hammer everywhere and on everything, including the poor dog
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How a hammer and nail builds a brand, cont.
E‐Trades’ hammer is the talking baby, their nail – “So easy even a baby can do it”
Ralph Lauren is a good brand, but it’s a much better brand with a visual hammer
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Build Betterwith Science.™
I HAVEA STORYFOR YOU.
This campaign tells the story of “Building Better with Science.” What it means to architects, designers, building owners, and contractors. All of the stories are told from their perspective.
Their stories are interesting and factual – telling how the science behind the product makes it “stronger,” “more durable,” “more colorfast,” “faster drying,” “easier‐to‐use,” and any number of other attributes and benefits.
Why did they select ParexUSA products? We’ll find out as they tell their story noting specific product and performance characteristics that proved to be critical to the success of their project.
Ultimately, we envision this campaign for all ParexUSA products – Parex, LaHabra, Merkrete, El Rey, TEIFs and Variance.
Using an iconic red chair as a visual hammer, a signature look will be created establishing continuity for the campaign for years to come – for any product, any target audience, any medium, any country.
Imagine, an architect, like above, telling her story on the 7th Street bridge in downtown Los Angeles. A designer in the same red chair in Golden Gate Park. A contractor in the red chair, with hard hat, in Times Square.
Each person can be shot against a green screen with any cityscape of the world dropped‐in – allowing for a truly global campaign.
This high‐impact, clean design is guaranteed to substantially raise brand visibility, brand stature and create the perception of a category leader.
The visual hammer
The nail
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Build Betterwith Science.™
The visual “hammer” is the striking design and imagery. This signature character would become the brand persona and would be an on‐going visual element in all communications.
The “nail” is the positioning line, “Build Better with Science.”
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Sciencehas never been
a strong suit.Building
always has been.This campaign tells the story of Building Better with Science – the practical side of why it’s important to contractors.
Their stories are personal, factual and have a bit of attitude.
“All I know about science, I learned on the job. When it’s 31⁰, I can use Parex Accel‐Pak – a dry admix to accelerate drying time. My crew stays busy, and the job gets done faster. It’s as simple as that.”
The visual hammer is the sophisticated, honest photography style and layout design. The dramatic lighting and poignant imagery are difficult to ignore.
Build Betterwith Science.™
The visual “hammer” is the dramatic and sophisticated look and style of photography and layout design. The character could be any on‐the‐job contractor or job site. But, always using the same signature style of photography and factual story telling.
The “nail” is the slogan, “Build Better with Science.”
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LaHabra national rollout considerations Co‐sponsored regional roadshows Regional tradeshows Spot market CRM program
targeting builders• 3‐dimensional, high‐impact,
engaging piece• Builds awareness, builds the
database, generates leads
Regional webinars Public/press relations with spot
market trade pubs and Business Journals
Push email campaign
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Establishing brands and sub‐brands
Unify top level brand strategy• “Build Better with Science”
Take the high‐road and promote uniqueand differentiating benefits relevant to each sub‐brand and core target audience
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Next steps include our strategic development process which develops, measures and refines program elements
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Immediate next steps
Appoint TSA AOR Discuss benefits
• Retainer‐based relationship• Project based• Time and material
Agree to compensation formula Get to work
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A Winning Combination