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Brand Stewardship Ogilvy & Mather
品牌的故事
奥美的观点 行销新趋势与品牌的故事
今日欧美行销最热门的话题 品牌资产 Brand Equity
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
为何如此 ? ,[object Object],[object Object],[object Object],[object Object]
Shared Values  共同的价值观 ,[object Object],[object Object]
品牌是什么? ,[object Object],[object Object],[object Object]
[object Object],[object Object]
有关品牌的独特看法 ,[object Object],[object Object],[object Object]
[object Object],[object Object]
[object Object],[object Object]
词汇介绍 ,[object Object],[object Object]
产品 ,[object Object],[object Object],[object Object],[object Object]
品牌 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],消费者对产品如何感受的总和
形成品牌的原料 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],形成品牌的原料
建立品牌的原料 ,[object Object],[object Object],[object Object]
每个品牌中都一定有个产品, 但不是所有产品都可成为品牌。
 
 
强势品牌的好处 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],一个公司可以拥有最强大的资产
“ What British Airways does is to go beyond the function and compete on the basis of producing an experience.”   Sir Colin Marshall Chairman of British Airways Harvard Business Review 英国航空公司的做法已超越飞航本身,而是 以营建顾客的亲身感受为其竞争力。
“ We need to look at our business as more than simply buiding and selling personall computers.  Our business is the delivery of information and life-like interactive experiences.” Andy Grove  Intel Chairman Challenging his colleagues at a speech at last year’s Comdex meeting 我们应该这样看待我们的业务:我们不是简 单地制造和销售个人电脑,我们的产业是传 递信息和创造生活中互动的体验。
品牌模范生 ,[object Object],[object Object],[object Object],[object Object],[object Object]
品牌管理失当 ,[object Object],[object Object],[object Object],[object Object],[object Object]
为何 Coke II 失败 ? ,[object Object],[object Object]
品牌何时欣欣向荣 ,[object Object],[object Object],[object Object]
传播扮演的角色 ,[object Object],[object Object]
何谓   Brand Equity? ,[object Object],[object Object],[object Object],[object Object],[object Object]
品牌资产 提供给顾客的价值 提供给企业的价值
提供给顾客的价值 : ,[object Object],[object Object],[object Object]
提供给企业的价值 : ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
开花结果的   Brand Equity 品名或 符号知名度 品牌忠实度 品牌联想 其他 专利资产 品质 认知度
品牌联想的价值 联想 协助消费者处理与调阅 记忆中的资讯 差异化与定位 购买的理由 创造正面的态度与感觉 品牌做产品延伸的基础
品牌联想的种类 国家 / 地域性 产品属性 抽象物 顾客利益点 竞争者 产品级数 生活型态 / 个性 名人 使用者 / 顾客 使用 / 应用 相关价格 品牌   -  名称与标志
品牌忠实度的金字塔 一心 一意 忠贞于某品牌 喜欢某一品牌 并视之为朋友 满意的购买者 品牌转换要付出代价 满意且习惯性购买者没有改变的理由 品牌转换者 / 价格敏感 / 品牌冷感症
练习:请写出下列品牌的 ,[object Object],[object Object],[object Object],[object Object],[object Object]
举例 ,[object Object],[object Object],[object Object],[object Object],[object Object]
举例 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
举例 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],举例
成功的品牌故事
麦斯威尔咖啡
[object Object]
1982 年 11 月上市 ,[object Object],[object Object],[object Object]
发展期 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
1988 年   - 1989 年 ,[object Object],[object Object]
1990 年至今 ,[object Object],[object Object],[object Object]
KCRC 九广铁路公司
定位 ,[object Object]
策略 ,[object Object],[object Object]
执行方式 ,[object Object]
结果 ,[object Object]
Brand Strength  品牌力量之强弱   ,[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
1990 年全球十大品牌 ,[object Object],[object Object],[object Object],[object Object],[object Object],6. IBM 7.  美国运通 8.  索尼   9.  奔驰 10.  雀巢
1996 年全球十大品牌 1.  麦当劳 2.  可口可乐 3.  迪斯尼 4.  柯达 5.  索尼 6.  吉列 7.  奔驰 8. Levi's 9.  微软 10. 万宝路
建立一个新品牌 如同销售一个概念与定位
了解市场 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
订定品牌策略   -   4P ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
订定品牌策略   -   4P ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
品牌维系 ,[object Object],[object Object],[object Object],[object Object],[object Object]
重新定位 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
你应该了解的奥美 “品牌管家” Brand Stewardship O&M
[object Object],[object Object]
PRODUCT COMMUNICATION BRAND 产品 市场传播 品牌
奥美的品牌管家 ,[object Object],[object Object],[object Object],[object Object]
何谓品牌管家? ,[object Object],[object Object],[object Object],[object Object]
为何如此做? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
品牌的栽培 1.  检视品牌 有无资产 3.  定期追踪 品牌状况 2.  确认或定义 品牌精髓 4.  品牌精髓反映于 所有传播工具
Brand Stewardship 品牌管家 ,[object Object],[object Object]
在中国建立品牌是否真的很困难?
音乐行销
周华健和张学友为什么是品牌? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
分析方式 收集品牌产品相关事实 形成品牌行销计划 形成品牌传播计划 Sales 偏好 消费者 A&U 对广告的偏好及知名度 消费者的生活形态 4P 的决策几历史 行销目标 行销对象 行销策略
理性和数字,逻辑 左脑的分析 Insight 有没有,完全看个人 是否可能在理性的过程中,加入感性的步骤,使我们有意识地去探索消费者右脑的无限可能
Soft Values & Hard Values 软性的价值 & 硬性的价值
如果你要塑造一个歌星 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],决定成功的本质 / 哪些价值观和歌手的哪些特质应该保持 唱片的传播策略 唱片的行销策略 计划的执行
Hook 勾子 Boot 临门一脚
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
品牌塑造的过程好象在做媒 品牌 及其独特的 价值观 消费者 及其个人的 价值观 互动,产生关系 因此品牌在消费者生命中 占有一席之地
[object Object],[object Object],[object Object],[object Object]
“ 品牌管家”是一套工具 帮助你成功地建造彼此的关系
品牌七步 第一步 收集资料 第二步 品牌检验   ( Brand Audit ) 第三步 品牌探测   ( Brand Probe ) 第四步 品牌写真   ( BrandPrint ) 第五步 运用写真 第六步 发展策略 第七步 每年检查   ( Brand Check )
品牌七步 ,[object Object],[object Object],[object Object]
探索品牌的有形和无形资产 Probing the tangible and intangible assets of the brand 确定理想的品牌价值 Definition of the optimal brand values BRAND AUDIT  BRAND PRINT 品牌检验  品牌写真
Brand Audit  品牌检验
为什么要“品牌检验” ,[object Object],[object Object],[object Object]
什么是品牌检验 (B rand Audit) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Brand Audit - 1  品牌检验  - 1 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Brand Audit - 2  品牌检验  - 2 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Brand Audit - 3  品牌检验  - 3 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Brand Audit - 4  品牌检验  - 4 ,[object Object],[object Object],[object Object],[object Object],[object Object]
Brand Probe  品牌探测 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
BrandPrint  品牌写真
Brand Print  品牌写真 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
为什么要“品牌写真”? ,[object Object],[object Object],[object Object],[object Object]
所有名词到底要做什么 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
BrandPrint
BMW - Core Assets  宝马  -  核心资产 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
BMW - BrandPrint  宝马  -  品牌写真 ,[object Object],[object Object],[object Object],[object Object],[object Object]
JAGUAR 美洲豹
Jaguar  美洲豹 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Jaguar - BrandPrint  美洲豹  -  品牌写真 ,[object Object],[object Object],[object Object],[object Object],[object Object]
Jaguar - Results  美洲豹  -  结局 5.4% 8.3% 10.4% 12.5%
CNN
What is the Product CNN… 产品 ,[object Object],[object Object],[object Object]
CNN ...the world’s news leader 世界新闻领袖
Brand Audit ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],O&M
What is the Brand?  品牌是什么? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Kleenex
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Situation  处境
[object Object],[object Object],[object Object],[object Object],O&M Initiative  奥美发起
[object Object],[object Object],[object Object],[object Object],[object Object],The Process
[object Object],[object Object],[object Object],[object Object],The Result
[object Object],Core Truths Many elements of the Kleenex consumer/brand relationship hold  true worldwide.
Core Truths ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Core Truths ,[object Object],[object Object],[object Object],[object Object]
Core Truths ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Core Truths ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Core Truths ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Core Truths ,[object Object],[object Object],[object Object]
Core Truths ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Core Truths ,[object Object],[object Object],[object Object],[object Object],[object Object]
Core Truths ,[object Object],[object Object],[object Object]
Core Truths ,[object Object],[object Object],[object Object],[object Object],[object Object]
Core Truths ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Core Truths ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],What we have learned
DOVE 多芬 BrandStewardship
Dove ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
What we learned  from consumers 消费者告诉我们 ,[object Object],[object Object],[object Object],[object Object]
What we learned  from consumers 消费者告诉我们 ,[object Object],[object Object],[object Object]
“ Dove Is The Promise Of Femininity Restored -- To My Skin.  And To Me.” A personal promise that I can be my best. The promise that when the mere act of washing my face has drained me dry, it will replenish me. The promise that when a shower is my only escape to a peaceful place, it will reward me. The promise that when the softness I used to see every day hasn’t been seen in a while, it will reveal it to me. The promise that when I’ve had to put on hold the fact that I’m a woman,  it will remind me. The promise that when my skin needs protection and nourishment,  it will remoisturize it. It is a simple and unselfish promise, made to the woman inside me.
“ 多芬的承诺是还给我女人的天性  -  给我的皮肤,也给我自己。” 一个让我能保持最佳的个人承诺。 当我的脸因清洗而干燥时,它承诺给我补充滋养。 当洗澡是我逃脱到平和世界的唯一方式时,它承诺给我奖赏。 当本应属于我的柔软肌肤片刻不见时,它承诺找还给我。 当我有时不得不暂时遗忘我是个女人时,它承诺会提醒我。 当我的皮肤需要保护和营养时,它承诺给我重新滋润。 它是一个简单而无私的承诺,对我心底里女人的天性
MasterBrand Positioning 主品牌定位 ,[object Object],[object Object]
IBM
Information Technology Brands  信息技术品牌 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Situation Pre 1994 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
O&M Appointed ,[object Object],[object Object],[object Object],[object Object],[object Object]
Global Brand Audit ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Strengths and problems consistent worldwide O&M
Challenge 挑战 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Speak With One Voice  众口一声 ,[object Object],[object Object],[object Object]
The IBM BrandPrint ,[object Object],[object Object],[object Object],[object Object],[object Object],O&M
IBM 品牌写真 ,[object Object],[object Object],[object Object]
“ Solutions for a Small Planet” “ 小小环球的解决之道” ,[object Object]
"Subtitles" Campaign Idea ,[object Object],[object Object]
Dramatic Immediate Impact 立竿见影,戏剧性的效果 ,[object Object],[object Object],[object Object],[object Object]
Results ,[object Object],[object Object],[object Object],[object Object],[object Object]
Results ,[object Object],[object Object],[object Object]

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