a long term waiting game

Waiting to finalise an agency agreement is a test of nerve. Whilst the work has been done and the business case is proven, there's always time for the lawyers to make a mess of things. Better to hang the 'gone fishing' sign on the door and wait until someone notices you're not there than go mad jumping up and down with impatience. From now on, there's going to be an unappointed fee and an appointed fee, and you can guess which one will be higher.

call centre website loop

When websites stop working they refer you to the call centre they replaced which start with a telephone message referring you to the website... does this just happen in order to upset me?

from the internet to the smarternet

So, i'm trying to buy a train ticket from Paddington to Bracknell and the consumer experience is kind of bleuch. There's no help line any more because they want me to use their on-line system, but the on-line system is kind of rubbish. It's slow, i can buy but i have to enter my details, remember login, push the buttons and what am i, some kind of administrator? Sure, the internet means i don't have to talk to anyone who might be inefficient, but what if i'm busy, do i have to pay someone to do this for me?

Given the fact that updating a website is expensive, i can see the case for a smart piece of software that stores all my online requests and carries them out for me - i'd like to say to my computer - book me a theatre ticket next Thursday and have it come back to me with availability and booking times so that all i have to do is make the decision. Basically i want the internet to be more and more like a concierge service rather than something where i have to do all the work.... and i can see that being the future because more and more purchasing is coming online and whilst there might be some excitement left for the huge swathe of late adopters, the rest of us are bored watching little blue circles rotate and questioning the speed of broadband.

My experience with software generally is that anything that works is pushed to the limit and anything that doesn't is seen as redundant and abused. There's zero consumer satisfaction. So why not develop a user interface that does the searching and purchasing for you from a local level... you could even charge participating services a fee for the privilege - in fact with affiliate marketing, the business model already exists....

Watch your PC - i would expect it to be ready to take vague orders within about 6 months....

another great quote

Was re-reading Strategic Brand Management by Jean Noel-Kapferer - favourite quote so far:

“the order in which intermediate extensions are made affects consumer reaction to the final extension.”

old and new media

When you look at websites like lastfm.com which allows sharing of opinions and the ability to load a playlist that is increasingly personalised, it’s clear that music and indeed all media is becoming ‘pull’ rather than ‘push’.

At the moment we can segment our media choices by choosing a channel that reflects our demographic and lifestyle. However, given the wide range of choices and pre-recorded media, it’s often hard to know what to watch / listen to. The next generation will be amazed that we turn on the radio / television and listen to whatever is on at the time, rather than something that is specifically personalised just for us.

This need for personalisation is leading to the development of pre-personalised content. Amazon and lastfm.com’s content offer you a – ‘people who liked that, also like this’ model but how long will it be before media adopts the same model as products, matching the content to the usage occasion so that digital music becomes the very real personalised soundtrack to your life.

I can see banner advertisements being used to sell music download and other media very shortly.

preview of latest article

Whose brand is it anyway?
How the struggle for control of innovation can cause brand-damaging extensions

Before retailer consolidation and media fragmentation, manufacturers had the luxury of launching a new brand when they wanted to test an innovation. With the cost of launching new brands now virtually prohibitive, innovations are constantly being incorporated into ever-extending Superbrands. Whilst some brand extensions are brand-positive and others brand-negative, not extending is no longer an option. To protect their core revenue streams and expand into new markets, companies must ensure manufacturing and brand management teams work together to produce new products that enhance the brand, rather than simply trading on the brand’s reputation.

The core ingredients for successful brand extensions are generally agreed to be 'Fit' and 'Leverage' - fit being the appropriateness of the new category and leverage being the brand values applied to the new product[1]. In some cases though, the branding is the leverage. Some of the easiest brand extension opportunities can create successful brand extensions that trade solely on the brand, leading to the gradual (and in some cases sudden) degradation of the entire brand.

Brand extensions can be manufacturing-led: incorporating new features and inventions and adding them to the brand’s product range, or marketing-led: pivoting on one of the brand’s axes of authority and outsourcing some or all of the manufacturing, marketing and sales. Only clear communication and understanding between the teams responsible for product and brand innovation can ensure that new products deliver real added brand value, rather than the fool’s gold of brand damaging success.

More on this later.....

[1] Edward M.Tauber, Tauber Research, Brand Equity & Advertising, edited by David.A.Aaker & Alexanrder L.Biel Chapter 20, p313

ideas for articles that need writing

the contrast between brandowners and manufacturers?
key ingredients of a licensing programme?
what makes a brand licensable?

pouff.... another Porsche disappears from the driveway

There's nothing quite like sitting on a big licensing contract. The deal's done, the royalties are waiting to come in and everyone's looking forward to spending the money. The Porsche is on the driveway, the mortgage is paid off. Expensive holidays and a life of luxury are tantalisingly within reach. And then, pouff, with a phone call, the mirage turns into sand and 2 years of hard graft and nose-to-grindstone, hand-to-mouth existence reappear on the horizon, the Porsche turns into black plastic bin liners heaped on the driveway and the mortgage weighs heavily on your shoulders again.

latest brand extension

It's not all about being the middle-man, sometimes I even have time to create my own brand extensions... in this case little baby emma who was born in less time than it takes to negotiate and sign a pickle contract

big market opportunity - the www

Whereas the big opportunity in the 90's was the world wide web, the big opportunity in the 00's is the world wide waste

brand licensing show news

It's so easy to get caught up in the excitment of the brand licensing show. Last year it took me about 2 months to get back to work instead of wafting in the haze of imagined deals that might one day happen. this time it's back to the grindstone....but the show was fun with a feeling of knowing everyone who's anyone

ok then

Well, yes. Sometimes life in a brand licensing agency is just a seamless stream of meetings with multi-million pound brands.

half the job

half the job of any consultant is to figure out why he was appointed in the first place....

when it all goes right

I guess it's only when things go right that you find out what you're made of, how solid your foundations are, and if you've really learnt anything useful. We're at that stage now and it's the shallow breathing, palpitating heart moments that make life frightening / exciting.... don't look down...

well here we go....

Just booked the brand licensing show for the second year running... now the serious work begins...

http://www.brandlicensingexpo.com/brandlicensing/v42/index.cvn

you'll find me on stand 642 but don't expect me to have any hair left...

top 10 learnings in business

1) you will have good years and bad years, over time you will learn the difference
2) get paid
3) when things are going well, it's time to invest to avoid competition
4) take time to consider, especially when you're in a hurry
5) don't sent emails that you spend more than 1 hour composing until the next day
6) get paid
7) put money aside for a rainy day
8) build up passive income
9) turn your tacit learnings into explicit learnings
10) celebrate your wins

why licensing is like sex

Yes, licensing is like sex. Honestly. Here's the latest article on the subject as published in brand licensing sports book... also check out Brand channel from 13/08 for paper of the week on Branding 2.0

the last post

How long does it take to get a licensing contract signed?

well that depends where you start from? If you have the approval of the board, a suitable licensee, agreed heads of terms and the outline of a standard contract you'll be lucky if you can do it in less than 3 months.

'3 months!' I hear you exclaim...' even after all the preparation'. Yes that's right, a minimum of 3 months. In fact this is the most tortuous process known to man. It's like playing volleyball on a huge court. the ball comes to your side, you look at it, pass it to the lawyer, he looks at it, passes it back to you, you look at his look at it, pass it back to him, he looks at your look at his look passes it back to you and then eventually, you pass it back to the other side who go through the whole thing on their side.... ultimately it becomes a waitathon with both sides trying to outdo each other in affecting to care as little as possible to not give away their negotiating position over points so moot you could bury them in a time capsule under the new channel tunnel station at Kings Cross.

Then, if by some miracle both sides ever ultimately agree you can bet your bottom dollar the post will take another 2 weeks before someone somewhere actually has both sides signed in their hands... then the work starts. Meanwhile everyone's been paid - the lawyers, the negotiators, everyone - oh except for the licensing consultancy, did i forget to mention them?

another quote, another book

"Brand innovation is brand management. The brand is only as good as its last three or four ideas. All of brand marketing should be treated as an innovation project. Forget the brand 'essence' - in a few years' time it may be different as a result of these new innovations. A brand is like a person it needs to evolve to stay interesting. It should be coherent - each new idea should make sense and be brilliant in its own terms - but not consistent (in the sense of endless dull repetition of the same old formula). "
John Grant - The Brand Innovation Manifesto

born in the UK

Within Europe, the UK is the most suitable country in which to commence a sequential rollout strategy for major new product introductions. In the UK, the segment of innovators (early adopters) is 24% compared with only 15% in France and 9% in Spain. Among all large European countries, the UK is the only country that is not hurt by the fact that the product has not been introduced elsewhere.
Private Label Strategy, How to Meet the Store Brand Strategy
Harvard Business School Press