Agency212

One very significant way the Ad Agency business is evolving is in how “Traditional” agencies are morphing with the digital side. In fact we started out before there was digital and when it appeared, the majority of clients (and agency people) looked at it as something so new and different they were certain they needed a speciality agency. And I suppose it was true. Now fade to present day and I think the “magic” is gone. In this day you, as an agency, must be truly media agnostic. I always compare our media people to ER Docs who always have to be up to date on the latest drugs (minus the drugs, of course!). Our EVP of Media is constantly meeting with digital content reps in order to stay countless steps ahead of anyone else out there. It is quite the spectacle to sit in a room with him when he is presenting to one of our digital clients. It’s like a game of “stump Evan.” NEVER HAPPENS , he always has a solution for any objective (kudos Evan!).
So my point is that there is no need for both a digital and traditional agency any longer. At least not with Agency(212). We are conversant in both and blur the lines with ease when meeting our client’s challenges.

If you have read any of my other blogs you know, as an agency, we are very focused on strategic insights that take us to what we hope will be brilliant messaging. To that end we tend to “take the temperature” of the marketplace by client category from time to time. Most recently we conducted a quantitative survey with a total sample of 612 people defined as frequent travelers (ie: traveled for business or leisure on at least 5 occasions in the past year). Interestingly enough, just a few years ago you would never have combined the two types of travel (Business and Leisure) but today it is more than appropriate. For example 68.7% have traveled for BOTH leisure and Business travel. AND they are traveling for leisure almost as often as for business (67,8%report they travel for leisure once every 3 months or more). Some of this shift reflects the entrance of the young professional (22-34) into the mix. In fact the young professionals are on the road most often for work and play.AND they want to be loyal to a brand (72% of young professionals belong to a loyalty program) but would flip for the right incentives (yes, we know what that incentive should be).
In terms of amenities it should be no surprise that free internet tops the list. What’s way down on the preferred list? Turndown service and a Mobile app for the hotel. There is much more to this study including some very interesting and actionable insights. If you contact me I will be glad to send more info along. Keep in mind what I always preach about strategic insights…the definition quite simply is “THE ABILITY TO IDENTIFY WHAT IS MISSING AND BRING IT TO LIFE” And we can do that with this study.

It always amuses me to go to other agency websites and see how they “Brand” their branding process. Stupid names and frankly the names are the only real substance most of them have to offer. Some, of course find it clever. But in the end of the day it really is all about the really smart people you bring to the table to solve a strategic hiccup. Smart people who can look at a challenge, research it and come back with a strategic insight or two that will change the course of your business in a very good way. And an agency our size can only afford to have Branding Strategists with this “smart gene.”

There was a very nice and smart agency (Grace and Rothschild) not long ago that had a specific selling proposition of taking only ten clients. This was so the “smart thinkers” would be hands on and not meet you at the new business presentation and then go away. We have a very similar mantra…take on only the number of challenges that will allow us to expose our “smart” strategists in a comfortable manner. And make no mistake, REAL BRAND STRATEGISTS ARE NOT A DIME A DOZEN. And just in case there is any confusion, here is the definition of INSIGHT:” THE ABILITY TO IDENTIFY WHAT’S MISSING AND BRING IT TO LIFE”. Two of my favorite insights (aside from the ones Agency212 has uncovered over the years….see the “create your own category” section on our website) are: VOLVO (Quick, what core value did they own?…..SAFETY) Kudos to Ed McCabe from my alma mater for that insight (I was fortunate enough to work on this account) AND …”Got Milk” Brilliant discovery by the folks at Gooby Silverstein (In my opinion still the best LARGER creative agency in this country).
And let’s face it, if you are a really good CMO or CEO what you want from your agency is CHALLENGE. Because, in the end, what is the point to hiring an agency that exactly mirrors your skill sets. Give it some thought and call me 212 994 6601.

A few years ago our agency was integrated into the Innovations Department of an Automotive Aftermarket client.  I didn’t know it at the time but it was a unique situation and very smart. The client set up representation from both inside and outside the company. So for example, I was on the team representing our agency. There was also an outside member from a very large package design company. From the inside there was representation from the marketing department and legal. All of this was designed for a very quick turnaround as we were vetting ideas almost weekly. That meant lots of focus groups and late nights writing concept statements. But it worked better than any of us imagined. It certainly worked for us because all agencies know that the sooner they get involved in a product introduction the more “original” the work will feel.

Since then I have never understood why more companies don’t open up their innovations to outside stakeholders as well as very important functions internally to expedite  the incubation period.

Should anyone reading this want to chat about how best to set up an innovations department please feel free to contact me.

A few years ago I was asked by the CEO of a fortune 500 client company to help find a CMO. Nothing that unusual about that for an agency Principal. What was unusual was that when I told him how I would get on it right away he stopped me and said…”what about you?”

Huh? Turns out since I was a member of the innovations team at the client and the CEO promised the Board he would get the approved new products into the pipeline within 6 months he needed me to do it.

I won’t bore you with the legal issues that needed to be dealt with since we were also outside suppliers but suffice it to say my agency life was put on hold for about 18 months.

This is where my respect for CMO’s (had it already) went way high. What a great job! As an agency guy I kept thinking I needed to get a “sign-off” on everything I did. Took me about three meetings with the CEO where he simply said;” You don’t need me to say okay to each step, you know what end result I am looking for so just do it.”

Holy crap! What a great rush. The absolute power to succeed (or fail) was under my control. It is an awesome task.

And there was so much to do. Every day. Hundreds of emails to sort through, meetings with suppliers and DECISIONS to be made. No question in my mind that you need to be super smart to hold down one of these jobs. I, of course went back to my agency job but truly missed the additive responsibility  to make the decision and throw the switch.  My hat is off to all of you CMO’s out there.

I was talking to someone yesterday about all the different categories our agency has worked on and how drawing from the learnings in each category can benefit all of our clients. And somehow we made it to “Passion Categories.”
These, for me, are categories where both agency and client have a real emotional connect. Now I am not saying that this isn’t possible in any category but after forty years of observing clients and agency staff I can tell you there is a definite nuance. For example we have a number of Publishing clients and I must say the level of enthusiasm for books, authors and reading among them is inspiring. Other categories I feel belong in this elite circle are Wine, Automotive Travel and Electronics . I am sure you have one or two to add to this list.
It is just an absolute pleasure to work in these “passion” categories.

The biggest change I have seen with most new client prospects in the past ten years is the scope of work doesn’t always mention something as specific as “find us a USP (Unique Selling Proposition).” But it does include “upfront Branding” as an assignment. I think this is kept so general because of the absolute clutter out there and how hard it is to stand out in your category (unless you created the category, of course). That’s why we take a very hard look outside client categories to find a place where they can stand alone instead of looking in the rear view mirror. There are a number of very good examples of this out there (and on our website). But since I don’t intend to use this blog as a propaganda tool I can give you at least one older example that I was vaguely involved in: Volvo was an somewhat ugly Automobile manufactured by the Swedes. Yet it became known for one thing (Core Value): SAFETY (Yes, that became a “category” for them). Volvo was successfully separated from the rest of the  Automotive category and for years they walked the walk. And  it was extremely successful. There are modern day versions of this success story and you must admit just knowing that is  true is both inspirational and empowering. I believe uncovering this category Rosetta Stone  is the most important thing an agency can do for a client today. And believe me that does not mean the creative product is not important. It certainly is but just think what a great creative team can do with a whole new category. It places absolute BREAKTHROUGH CREATIVE within reach. And name me a creative team that wouldn’t want to be a part of that.