Beruflich Dokumente
Kultur Dokumente
MARKSMAN
EDITORS NOTE
Dear Readers,
It gives us great pleasure to bring to you another interesting issue of our very beloved
Marksman. We have curated for you a broad spectrum of interesting articles that
should enhance your understanding of marketing.
Our cover story for the month is all about cross cultural marketing. There are
examples of blunders as well as success stories that showcase the challenges and
lessons in marketing to a different culture market.
The special story helps you understand how to deal with not so happy customers. Our
Brand Markive explains the marketing concepts behind Patanjalis success. Another
interesting read would be the Tea-a-me intervention for Donald Trump in the hallmark
campaign.We have many other articles in our usual sections for you to read.
We would like to congratulate this months call for articles winners Nikita Pendse,
IIM Raipur and Tarun Gahlot, SBM, NMIMS Mumbai whose articles have been
featured in this issue. For the remaining entries, we would like to thank you all for your
incredible response and encourage you all to keep writing to us with the great
enthusiasm.
Enjoy Reading!
Stay connected with us on www.interfacesimsr.com/index.php/marksman
Follow our Facebook page for more updates.
JULY 2016
01
Content
02
Tweets
03
05
Brand Markive
07
09
Special Story
13
16
Hall-mark Campaign
17
Pioneer
19
Bookworm
21
Kickstart
22
Featured Article
23
Square Head
27
Buzz
28
THE MARKSMAN
TWEETS
#onlyintheapp
Taco bell has been one of the leading fast food joints for Mexican cuisine but has had a low
social media presence and very few app users. To target almost 2 million of its users, Taco
Bell came up with a new social media strategy, where they turned off all their social media
accounts which simply now read The new way to Taco Bell isnt on network, its
#OnlyInTheApp.
JULY 2016
03
TWEETS
#ThatPepsiIntern
Pepsi, a well-known brand came up with one of the most unique ideas to engage its
audience. Pepsi had roped in Ranbir Kapoor to be the face of this one-of-its-kind campaign
where they were looking for 15 interns through social media. It all began with a twitter
handle #ThatPepsiIntern and the campaign went wild like a fire to engage more than
2500000 people.
04
THE MARKSMAN
They say a picture says a thousand words. Similar is the case with this print ad. This print ad
is created for PT Phapros Tbk a pharmaceutical company present in Indonesia. The company
established in 1954 is the oldest Pharma company. This print ad is for all the people who are
sick of motion sickness. The company introduces an anti motion medicine named Antimo
in a very creative way. The ad shows a strong, huge, monstrous ocean with strong waves
which gets bisected with a calm center ally. Next, a cruise sails through the calm ally and
waves keep crashing by the side. You can then read the text saying no more motion sickness
indicating the effect of their medicine. Using the least amount of words, the brand just
conveyed the message it wanted to. Its a simple concept executed well sometimes all you
need for an effective print advertising campaign are visuals as strong as these.
JULY 2016
05
Whose name strikes your mind when we talk about the greatest sportsperson in our
country? Sachin Tendulkar? Virat Kholi? Dhoni? Vijender Singh? Sushil Kumar? Milkha Singh?
But never will the names like Sania Mirza, Saina Nehwal, Mary Kom hit your mind first. Such
is the image of women in India in sports. Since ages, sports has been thought of as an arena
where usually only men enter. Earlier, females were looked down upon who tried to enter
into any sports field. Although there has been improvement in this case but the perception
still remains Females are suited in kitchen rather than in sports. To break this very
stereotype, Nike created a very powerful ad showcasing the strength of females. Showing
how females also can be in all the streams which were supposedly only for men. It shows
how females are no more the Delicate Darlings but sheer Daredevils who can punch and
bleed and yet not stop and shy away from learning. Also, the tune Da Da Ding has a high
recall. In the entire ad Nike just tries to depict- Never Give up and Do it. Just Do It.
06
THE MARKSMAN
BRAND MARKive
PATANJALI
There has been a lot of hoo-ha over how
suddenly a small Indian brand has become a
major threat for big international brands
selling in India. So, what is it that is working
in the favour of a marketing layman, Baba
Ramdev and enabling him to make the
bigwigs sweat?
To start with, for a brand to be able to gain
consumer trust, its credibility is essential. It
is important for the consumers to believe
what is communicated and see the brand as
the expert of the offering made. To establish
faith in them, brands need to do their
research to come up with the ideal logo,
image or tag line and work to exceed
expectations. However, in the case of
Patanjali, that part was already covered.
Baba Ramdev made quite a name for
himself when he started featuring on our
television screens. People were doting over
him for making their lives better with
simple techniques of yoga. The word spread
like wildfire and he became a household
name even for those who had never
considered exercising. Brand credibility
then was a piece of cake for Patanjali.
Brand communication is also an important
factor for building good brands. Patanjali
has been doing this very well . Most of their
communication focusses on rekindling the
connection between India and Ayurveda.
JULY 2016
07
BRAND MARKive
08
THE MARKSMAN
COVER STORY
Cross-cultural Marketing
When Gerber, the popular baby food brand
by Nestle first started selling their baby food
in Africa, they used the same packaging as in
the USA with the cute baby on the label.
However later they found out that in Africa
companies routinely put pictures on the label
of what is inside the package, since most
people cannot read. Similarly, Pepsi expanded
their market to China, with the slogan, "Pepsi
brings you back to life", without even realizing
that it translated to Pepsi brings your
ancestors back from the grave. Brand
blunders like this often result from lack of
research of cultural nuances of a new market.
This just points out the rationale behind
carefully
analyzing
cultural
values
underpinning a society and highlights the
importance of cross-cultural marketing..
Decoding Cross-culture Marketing
Cross-cultural marketing is the tactical
course of marketing amongst consumers
whose culture differs from that of the
marketer's own culture at least in one of the
central aspects, such as language, religion,
social customs and principles, education, and
the living style. Cross-cultural marketing
demands marketers to be conscious of and
delicate to the cultural dissimilarities; to
respect the right to culture by the consumers
in various cultures and marketplaces,
marketers should understand that they
deserved the right to their cultures. If the
marketers want to be the conquerors in
cross-cultural marketing they must create the
JULY 2016
09
COVER STORY
COVER STORY
most important
strategies
for
Samuel
Johnson.
businesses in the 21stCentury.
Cultural blunders: Brands gone wrong
Coca Cola entered the China market;
naming their product something which
sounded like Coca-Cola. The only problem
was that the characters used meant, Bite the
Wax Tadpole. When they learned of their
mistake, they later changed it to a set of
characters that mean Happiness in the
mouth.
Fiat released an ad in Italy in which actor
Richard Gere drives a Lanica Delta from
Hollywood to Tibet. Gere is hated in China
for being an outspoken supporter of the
Dalai Lama there was a huge online uproar
on Chinese message boards commenting that
they would never buy a fiat car.
Parker Pen marketed a ballpoint pen in
Mexico, its ads were supposed to have read
It wont leak in your pocket and embarrass
you. Instead, the company thought that the
10
of
THE MARKSMAN
COVER STORY
Kimberly-Clarkd Celebrate Family
Unity marketing program linked five of its
brands: Huggies, Pull-Ups, Kleenex, Scott and U
by Kotex. It was a platform created to inspire
and encourage families to come closer
together and give them fun ways to drive
family pride and celebrate their unity. It took
inspiration from its Hispanic consumers a
key consumer segment but was targeted at the
universal market.
JULY 2016
11
COVER STORY
This also involves taking help from
marketing experts for the target countries
Content Localization
Thorough research: Researching the
culture of the target countries and the way
people
in
that
particular
culture
communicate, negotiate and work is also
crucial while making decisions related to
market strategies. Is the target market a high
context (for example South Asia) or low
context market (US)? What does a company
need
to
know
about
non-verbal
communication while trooping to another
market? It involves a detailed research aimed
at the understanding of psychological,
cultural and social characteristics of explicit
markets.
Cross-cultural workforce: Nothing could
be more beneficial to a company with
multicultural aspirations than a work force
consisting of human elements of varying
cultural backgrounds as the companies to
conquer new markets can use their
employees own vivid knowledge of culture
as a strategic tool.
Taking care of the Peripherals: Know
how of local festivals, religions and taboos,
holidays, employing professional translators,
content localization and all supplementary
considerations that work within the
periphery of investigation are also critical
whilst formulating a marketing approach.
12
THE MARKSMAN
Special Story
How to deal with unhappy clients?
In todays world every business has to deal
with difficult and unhappy customers. Dealing
with these customers poses a big challenge to
businesses across the globe today. Unlike old
times where an unsatisfied customer used to
spread the word to ten other people around
him, today an unsatisfied customer can reach
to millions of people. Organizations thus
cannot afford to let go off these customers.
These recent communication developments
make it extremely important for businesses
to deal with unsatisfied customers. This helps
to safeguard the companys reputation and if
properly explored, can become a strength of
the company in todays competitive business
environment. As satisfying everyone is not
possible, following technique comes in handy
to deal with such customers.
JULY 2016
13
SPECIAL STORY
Putting oneself in customers shoes helps to
evaluate customer needs. It also gives an
insight into what the customer is expecting.
This helps to find a median between what
the customer needs and what the company
needs. While being a part of this situation do
not straight away disagree, instead be on the
customers side. Eg. A Sorry, this cannot be
done can be replaced by Let me see what I
can do for you in this situation. Such things
shift the supplier-customer thing to a
friendly ally point. The gist of this part is to
avoid negatives in the first place. Some
customers try to impose control and so the
balance between being courteous and
helpful without letting the customer walk
over you is a must.
Once the problem has been understood and
if the company is at fault apology can play a
key role. Most people express concerns so
that companies realize their fault.
Apologizing is what calms down people.
Acceptance of fault and an apology might
sort out things and turn complex situations
into an easy one. If its not the companys
fault then facts need to be conveyed calmly
and in a neutral manner. Standing firm on
ones ground firmly and proving it is also
required at times. Now there are two
different ways to make customers happy. If a
company knows what would make its
customer happy then tell them the way they
intend to solve this problem. If not, then
presenting a solution and interacting with
the customer/client on what they would
suggest on solving the problem can be done.
The trick lies in directing the customer
towards the organizations way of solving the
problem.
14
THE MARKSMAN
SPECIAL STORY
Today many clients complain over the phone or respond via e-mails. If possible, they need to
be invited for a face to face conversation as most people do not express anger in a face to
face situation. Human contact is a very effective way to tackle issues at hand. However
modifications in the above process can be made and adjusted according to the
communication media being used.
Companies need to seize such opportunities. It has been often noticed that solving
problems often leads to loyal customer rather than a problem free service. Companies need
to see such problems as opportunities to strengthen corporate relationships. They need to
take these learnings positively and inculcate them into the system so that the same
concerns do not arise again and again. Angry customers are honest sources of reviews and
help to find the existing anomalies in businesses.
JULY 2016
15
16
THE MARKSMAN
Hall-MARK CAMPAIGN
TRUMPING DONALD: A TEA-AME INTERVENTION
For your sake, for Americas sake, for the
worlds sake said the Kolkata based tea
company, TE-A-ME to Donald Trump urging
him to drink more green tea to cleanse
himself by sending him 6,000 tea bags to
purify mind in their new campaign. The
gutsy on-ground activity involving the
controversial Republican nominee and the
U.S. presidential election candidate was
later converted to a digital film.
Te-A-Me, an Indian tea company selling
flavoured tea internationally sent a special
delivery from Kolkata to Trump towers in
New York, via two sari clad women while
onlookers looked on in amusement. It even
has U.S. citizens urging Trump to go ahead
and drink the tea! Te-a-me had a simple
message for him, Mr. Trump, its never too
late to cleanse yourself. Conveying the
benefits of green tea in a humorous
approach,
JULY 2016
17
HALL-MARK CAMPAIGN
18
THE MARKSMAN
PIONEER
Seth Godin
Sometimes known as the ultimate
entrepreneur for the information age, Seth
Godin is an American writer, successful
entrepreneur, marketer and a public speaker.
Born in Mount Vernon, New York, Godin
graduated from Williamsville East High
School in 1978. He received degree in
computer science and philosophy from Tufts
University. Seth did his MBA degree from
Stanford Graduate School of Business and
worked as a software brand manager before
he started Yoyodyne, one of the first
Internet-based direct-marketing firms, with
revolutionary ideas on how companies
should reach their target audiences. In 1998,
he sold Yoyodyne to Yahoo! for $30
million US dollars after it became groundbreaking firm in providing marketing services
to multinational companies and himself
became Yahoo's vice president of permission
marketing.
.
JULY 2016
19
PIONEER
Keeping up with his upbeat innovative ideas to encourage people in the field of marketing,
Godin announced in a blog post that he would offer a six-month alternative MBA program
at his office in New York in 2008. . He professes the idea of making information available for
everyone in the world and starting a global conversation on business and marketing in which
everyone from everywhere can take an active part.
In 2013, Seth was inducted into the Direct Marketing Hall of Fame, he being one of three
chosen for this honor. Recently, Godin once again set the book publishing industry on its ear
by launching a series of four books via Kickstarter. The campaign reached its goal after three
hours and ended up becoming the most successful book project ever done this way.
20
THE MARKSMAN
Bookworm
Meaningful: The Story of Ideas that Fly
- Bernadette Jiwa
Marketing is the art of telling a story
that moves people to act
Bernadette Jiwa, in her book Meaningful:
The Story of Ideas that Fly talks about
how important it is for businesses to offer
products that matter to people. She insists
that marketing starts with the customers
story, and the job of the marketers is to
compete for meaning. Meaningful aims to
establish that without meaning or a motive,
products
and
services
are
mere
commodities and customers will never feel
connected to them.
Great businesses are founded on the
truth that marketing is the art of telling
a story that moves people to act, and
not merely a tactic to sell stuff. Its
about finding ways to create meaning
and making people feel something,
rather than making them do what you
want them to do in the short term.
When the marketers are moving towards
data analytics to assess the trends,
Bernadette points that numbers often fail
to measure what matters most. The book
beautifully reminds us that one important
difference between a good idea and a
commercial idea is the context or meaning
it holds for people. The understanding
about who the product or service is for
and what do they need goes a long way in
determining whether the product will be
accepted by the customers.
JULY 2016
21
KickStart
StayUncle
Gone are the days of sneaking around and
being embarrassed to get a room!
A nation like ours which loves to go into a
frenzy over every Tom, Dick and Harrys
opinion and lets the moral police often run
amok, has found itself a debate for the ages!
22
THE MARKSMAN
FEATURED ARTICLE
Raymond: Celebrating single Moms on Father's Day
- Nikita Pendse, IIM Raipur
A father is the provider and mother is the
nurturer-these roles have been assigned to
each of the parents since time immemorial.
Out of the two parents, fathers are responsible
for materialistic as well as emotional wellbeing
of each of the family members. From pre
historic times the man in the house had the
duty to go out hunting for food for the whole
family. With changing times this duty evolved as
earning money. Also, they are capable
caretakers and disciplinarians. A good father is
the first man to love the daughters and for
sons he is the idol.
Fathers Day is the day which honors this
important person in everyones life. It
celebrates the contributions fathers and
fatherly figures make to our life. We express
our love and respect for them by giving them
gifts and cards.
But in recent times the social demographics
are changing. The number of single mothers is
on rise. These mothers raise their children
single-handedly. They essay the roles of both
the parents with finesse. On one hand they go
out and earn for the family and essay the role
of fatherly figure and on the other hand
provide the warmth and care of a mother.
But their hard work and extra efforts go
unsung and unnoticed. Even their children
dont know whom to celebrate on Fathers
Day. This Fathers Day, Raymond did something
different and path breaking. They dedicated an
advertisement saluting the single mothers.
JULY 2016
23
FEATURED ARTICLE
male.
The protagonist of Raymond was born
sometimes a caring father, at other times a
doting husband or a sincere friend and
always looking dapper in a crisply ironed
Raymond suit. Some of the advertisements
just concentrated on the man and his
qualities. The fundamental idea was
anchored in a basic human truth that a
man values his family. Today, two decades
later 'The Complete Man' lives on.
24
THE MARKSMAN
FEATURED ARTICLE
JULY 2016
25
FEATURED ARTICLE
By employing content search tools and
searching by your competitors website URL
the business will be able to get a list of top
content published by your competitors on
the social media platforms - articles, videos
and infographics as well as the social shares
for each piece of the content. Tools like
Follower Wonk, Twitter Audit and Fanpage
Karma can be used to see how well their
social media is performing and how engaged
their audience is.
Best of all things, youll be able to see who
shared your content. These sharers are
probably acting as the influencers for you.
Since, you have an understanding of what all
content the influencers are interested in
you
can
then
follow
them
on
Twitter/Facebook for a while and post on
social media to let them know that you have
published something they might like. How
well their pay-per-click advertising working
i.e. which terms and keywords they are
bidding on, how much they are paying for it
and the ad copy: In an era of digital
disruption, website speed & mobile
optimization can give you an edge in search
engine rankings.
26
THE MARKSMAN
SquareHead
JULY 2016
27
BUZZ
PUZZLE
ACROSS
5. ______ launches 'Bees Ka TV'
campaign to raise awareness about the
affordable platform that makes TV
accessible to anyone with a phone
6.
Verizon
Communications
Inc.
announced plans to buy core assets of
this internet content provider
7. ____, in its recently-launched ad film
'Da Da Ding', features women athletes
aimed to inspire young women to take
up sports
DOWN
CLUES
28
THE MARKSMAN
JULY 2016
29
The TEAM
THE TEAM
TWEETS by Vivek Gariba
Its all about AD-itude by Ishita Shah
Brand MARKive by Mansi Mahajani
COVER STORY by Shikhar Dubey
SPECIAL STORY by Priyank Wani
FAUX PAS by Janhavi Kothari
30
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The
MARKSMAN
is
the
newsletter of INTERFACE, the
Marketing Club at K.J. Somaiya
Institute of Management Studies
and
Research,
Mumbai.
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MARKSMAN are subject to
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THE MARKSMAN