1. Creating Brand Equity

2. Brand A name, term, sign, symbol or design, or a combination of them,
intended to identify the goods
or services of one seller or group
of sellers and to differentiate
them from those of competitors.

3. The Role of Brands Identify the maker
Simplify product handling or tracing
Organize accounting and inventory records
Offer legal protection for unique features or aspects of product

4. The Role of Brands Signify quality Create barriers to entry
Serve as a competitive advantage
Secure price premium

5. Branding
Endowing products and services
with the power of a brand.

6. Brand Equity The differential effect that brand
knowledge has on consumer
response to the
marketing of that brand.

7. Brand Knowledge
Thoughts
Feelings
Knowledge
Images
Beliefs
Experiences

8. Marketing Advantages of Strong Brands
Improved perceptions of product performance
Greater loyalty
Less vulnerable to competition
Less vulnerable to crises
Larger margins
Inelastic consumer response to price increases
Elastic consumer response to price decreases
Greater trade cooperation
Increase in effectiveness of IMC
Licensing opportunities
Brand extension opportunities

9. Branding a Place

10. Brand Promise The marketer’s vision of what
the brand must be and do for
Consumers.
Click on the video icon to view a clip about Starbucks’ brand.

11. The Virgin Brand

12. Brand Equity Models Brand Asset Valuator Aaker Model BRANDZ
Brand Resonance

13. Brand Asset Valuator (BAV)
Brand Equity
Differentiation
Knowledge
Relevance
Esteem

14. Aaker Model – Brand Identity
Brand-as-organization
(Organizational Attributes,
local vs. global)
Brand-as-product
(Scope, attributes,
quality/value, uses, users,
Country of origin)
Brand-as-person
(Brand Personality,
customer relationships)
Brand-as-symbol
(visual imagery/metaphors,
Brand heritage)

15. Aaker Model – Brand Assets
loyalty
Brand
associations
Brand
awareness
Proprietary
Assets (patents,
trademarks, channel
relationships)
Perceived
quality

16. The BRANDZ Model (sequential steps)
Bonding
(best)
Advantage (better)
Performance (deliver)
Relevance
(value)
Presence
(awareness)

17. Brand Resonance Pyramid (sequential series of steps)

18. Drivers of Brand Equity
Brand Elements
Marketing Activities
Meaning Transference

19. Brand Elements Brand names URLs Slogans Elements Logos Characters
Symbols

20. Brand Elements

21. Brand Element Choice Criteria
Memorable
recall
Meaningful
credible
Likeability
appealing
Transferable
other products or locations
Adaptable
updatable is brand elements
Protectible
legally

22. The cupped hands are an element of Allstate’s brand

23. Slogans Like a good neighbor, State Farm is there Just do it
Nothing runs like a Deere
Help is just around the corner
Save 15% or more in 15 minutes or less
We try harder
We’ll pick you up
Nextel – Done
Zoom Zoom
I’m lovin’ it
Innovation at work
This Bud’s for you
Always low prices

24. Designing Holistic Marketing Activities
Personalization
(Internet, experiential, one-to-one,
permission)
Integration
(mixing/matching marketing
activities to maximize
individual/collective effects)
Internalization
(activities/processes to
inform/inspire employees)

25. Measuring Brand Equity
Brand Audits
(health of brand)
Brand Tracking
(over time)
Brand Valuation
(financial worth)

26. The 10 Most Valuable Brands
2004 Brand Value (Billions)
Coca-Cola
$67.39
Microsoft
$61.37
IBM
$53.79 GE
$44.11
Intel
$33.50
Disney
$27.11
McDonald’s
$25.00
Nokia
$24.04
Toyota
$22.67
Marlboro
$22.13

27. Brand Reinforcement (consistently convey the meaning of the brand)
Managing Brand Equity
Brand Reinforcement (consistently convey the meaning of the brand)
Brand Revitalization
Brand Crises

28. Devising a Branding Strategy
Develop new brand elements
Apply existing brand elements
Use a combination of
old and new

29. Brand Naming Individual names Blanket family names
(not tied to company reputation)
Blanket family names
(create brand-name recognition)
Separate family names
(very different products)
Corporate name-individual name combo
(sub-branding—Kellogg’s Rice Krispies, Raisin Bran, Corn Flakes)

30. Brand Roles in a Brand Portfolio
Flankers
(attack competitor brands so
flagship brands retain
desired positioning)
Cash Cows
(milk reservoir of
existing brand equity)
Low-end
Entry-level
(attract customers)
High-end
Prestige
(adds value & credibility
to entire portfolio)

31. Branding A Service Organization
A strong service brand is essentially a promise of future satisfaction
Blend (customer’s point of view) of what the organization:
states it is,
what others say, and
how the organization performs the service
Principal components of a service brand
Presented Brand—controlled communications
Brand Awareness—ability to recognize & recall brand
External Brand—uncontrolled communications
Brand Meaning—dominant perceptions of brand
Brand Equity--differential effect that brand knowledge has on consumer response to the marketing of that brand.

32. A Service-Branding Model
Presented Brand
Brand Awareness
External Brand
Communications
Brand Equity
Customer Experiences with
Company
Brand Meaning

33. Cultivating Brand Equity
Internalize the Brand
Dare to be Different
Brand Equity
Determine your own
Fame
Emotional Connection

34. Dare to be Different
The strongest brands reveal a conscious effort to be different
Branding strategy goal is to reinforce a demonstrably different service experience with a demonstrably different brand presentation
Starbucks could squeeze more tables and chairs into their stores, but doing so would undermine what they are really selling: a respite and a social experience
Because of its two-by-two configuration of leather seats (instead of the more common three-by-three seating), Midwest Express Airline’s all coach service seems like first class.
Enterprise Rent-A-Car customer-contact employees dress for differentiation. Men wear suits and women dresses or shirts and hose.

35. Determine Your Own Fame
Service companies strengthen brand equity by focusing on underserved marketing needs.
Service companies with strong brand equity provide a service that customers truly value; perform it better than competitors; and effectively tell their story through communications that create awareness, stimulate trial, and reinforce customers’ experiences
Charles Schwab Corporation gave investors who knew what stocks they wanted to buy or sell the opportunity to do so without paying full commissions for advice they did not use.
In Zagat’s (1997) survey of 60 of the world’s largest airlines on comfort, service, timeliness, and food, Midwest Express ranked 1st in the United States and was the only U.S. airline to place in the world’s Top 10

36. Make An Emotional Connection
Great Brands reach beyond the purely rational and purely economic level to spark feelings of closeness, affection, and trust.
Consumers live in an emotional world; their emotions influence their decisions.
Great Brands transcend specific product features and benefits and penetrate people’s emotions.
Charlotte Beers (1998), chairman of J. Walter Thompson, stated “The truth is, what makes a brand powerful is the emotional involvement of customers”
The Globetrotters is a magical brand—a brand that evokes images of fun and laugher, respect and decency, hard work, and good values.
Midwest Express could portray chocolate chip cookies in its advertising, but far more powerful is actually baking them onboard for passengers and serving them with a warm smile

37. Internalize the Brand
Internalizing the brand involves explaining and selling the brand to employees. Most of all, internalizing the brand involves involving employees in the care and nurturing of the brand
Enterprise Rent-A-Car
“We’ll pick you up”
Midwest Express noted that its employees are the most important audience for its marketing efforts.