Beruflich Dokumente
Kultur Dokumente
1
Ignacio Ponce
Julian Lugo
Will Ebiner
Professor Arends
IBM 40501
25 April 2016 Agency Brief
1. Brand/Product
Sony Xperia smartphones
2. Primary Competitors
Apple, Samsung, and LG
Apple iPhone 1st in market, operating system restricted to Apple devices (iOS)
paired with innovation and development, is geared to satisfy the user experience
with style.
Samsung 2nd to Apple, high quality, latest technology, and advanced gestures.
LG 3rd in market, cutting edge design, good product features, and most affordable
for the price.
3. Business Objectives
The primary goal is to increase aided brand awareness of the Sony Xperia
smartphones. Customers in the United States are aware of the name brand Sony in
other product categories, but they do not know of Sony’s Android smartphones, the
Xperia line. In addition, the focus is to increase market share to become the second
biggest provider of Android Smartphones, that is, to replace LG for third in the market
share of the smartphone industry. Therefore, the overall market share should increase
to 3% by the following year. The market share is currently around 1% (comScore).
4. The CREATIVE Challenge
The goal is make the brand relevant to the independentminded people, the
mavericks. These are people who dare to be different, the nonconformists who choose
not to follow what the latest trends are, but rather form their own trends. Thus, the focus
is to make the brand relevant to gamers. The want of the brand is to appeal to the
gaming community.
5. Target Consumers
The target consumer are in the 1530 age range, in the middleclass, and mostly
male, yet more and more females are gaming (Ramdurai). According to the VALS
segmentation, the target consumers would be strivers, who tend to “use video and video
games as a form of fantasy” (Strivers). The target consumer are smartphone users who
don't want to have the same phone as everyone else, but rather enjoy going against the
biggest trends, even creating their own trends.
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6. Brand’s USP/RTB
The Sony Xperia is the first Android smartphone to keep gamers immersed in
their gaming experience, wherever they go. With a longlasting battery, high definition
screen, and fast processor, the Sony Xperia smartphone allows gamers to follow their
favorite games and gamers through Apps like Twitch or YouTube (Gaming). The latest
Sony Xperia smartphones even allow gamers to play their Playstation 4 or Xbox One on
the device.
7. Response Desired
Sony Xperia should be seriously considered when buying a new smartphone.
Raise brand (Xperia) awareness by showing that Sony has a quality smartphone that is
a great alternative to Samsung’s, Apple’s and LG’s smartphones. However, the main
focus is to attract other Android users to switch brands, as there are more consumers
using Android smartphones than iOS (Apple) smartphones (comScore). The ad should
peak the consumer’s interest and drive them to search for more information on the
phone.
8. Constraints
In regards to the project, the name of Sony’s Android smartphones, the Xperia,
cannot be changed to better appeal to consumers. Also, the current line of Sony Xperia
smartphones are only sold in the United States as unlocked phones. This means that
there are no wireless communications operators partnering with Sony to distribute the
phones to consumers (Hill).
9. Evaluation Criteria
Measurements would be taken to determine if the 3% increase in market share
over the next year was reached or exceeded, if an increase in sales was achieved (by
how much), and if aided and unaided awareness was increased. More importantly
though, measurements would be taken to see determine if purchase intent has
increased for the Sony Xperia product line. Before and after surveys within our target
market would be conducted in order to measure the increase in aided brand awareness.
10. Current Primary Agency
The current primary agency is adam&eveDDB, which helped develop the ‘Made
for Bond’ advertising campaign for the Sony Xperia Z5. For the new target market of
Sony’s Xperia smartphones, however, BBH New York is the recommended agency
since they have worked on campaigns dealing with the console gamer. Also, BBH New
York received Gold in the 2015 North American Effie Awards for their campaign
promoting Sony’s video game console, the Playstation 4 (Effie Worldwide).
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Sources
ComScore. "ComScore Reports May 2015 U.S. Smartphone Subscriber Market Share."
Insights / Rankings. ComScore, 2 July 2015. Web. 20 Apr. 2016.
Effie Worldwide. "North America / Winners." 2015 Effie Awards Awarding Ideas That
Work (n.d.): 110. Effie Worldwide. Web. 20 Apr. 2016.
Hill, Simon. "A Question for the Ages: Why the Hell Can’t You Buy a Sony Phone in the
U.S.?" Digital Trends. Designtechnica, 02 Apr. 2016. Web. 20 Apr. 2016.
Ramdurai, Gautam. "Think Gaming Content Is Niche? Think Again." Think With Google.
Google, Dec. 2014. Web. 20 Apr. 2016.
Strategic Business Insights. "Strivers." VALS™ | VALS™ Types | Strivers | SBI.
Strategic Business Insights, n.d. Web. 20 Apr. 2016.