Advertising

Advertising & the allure of agile.

Advertising, scrum and other agile techniques at face value seem to be a match made in heaven. Let’s face it, if advertising had an unspoken motto it would be more for less. More output, more promises to clients, with less time spent actually doing the work and spending less on creative resources that gets the work done. There are no Oscar winning production budgets in advertising. The reality is operating on wafer thin budgets so that profits are maximised where the cost of talent and overheads can be obscene (in both a good and bad way) and the client procurement teams are tasked with tightening purse strings year on year. In all this fray, Scrum looks like a shining steed that promises to allow you to do ‘twice the work in half the time’. So you may think that it’s natural that advertising and scrum are made for each other. I mean you wouldn’t need to be flogging a dead horse if you could achieve those kind of productivity increments. In the ideal world, if every advertising personnel within an agency adhere to the rules of scrum I’d agree. Truth is, like someone pointed out, so called scrum implementations actually devolve into rapid waterfall models. I once heard a creative moan that the clients didn’t know how agencies worked. Well here is a peek behind the curtains on the challenges of getting Scrum to work for you in an agency.

Look around and listen and you hear agencies trying to implement elements of Scrum in their daily operations. Or so they would have you believe. It’s not exactly a selling point to clients after all. Stand up meetings and weekly review meetings for project reporting is an ideal example of how Scrum manifests itself, right? Truth be told, the weekly meeting in most agencies involve stakeholders that don’t really need to be there, and falls into a routine rut. While Scrum stand ups are to help establish and eliminate roadblocks, the weekly agency meeting more oft than not devolves into a progress report for the upper echelons to keep track off across multiple teams. The fact is that there is no overlap between most of the teams, resulting in in-efficiencies and an inevitable waste of time.

Scrum works best if you have one project that you focus on. Look at job applications for advertising and you will inevitably see that they want candidates who excel at multi-tasking. Why? Because teams are often spread thin across multiple projects with timeframes that clash. So these resources would be at the beck and call of clashing scrum masters. What’s more since you are handling multiple work flows, a daily scrum meeting across each workflow isn’t going to see much progress.

Scrum revolves around sprints. Advertising revolves around mad dashes. It’s sometimes incredulous the time creative teams are given to churn things out. Clients are spun a good yarn about how the team has been slaving over weeks over creatives that probably were hashed out over a weekend or Friday night.  If you stepped into advertising’s hallowed halls you might notice builds and artwork is taken down to the line forget providing enough time to iterate. Some are even done in a cab ride to the client’s office. Scrum on the other hand advocate workable builds after each scrum sprint in a two week timeframe.

Scrum advocates a level of transparency that you rarely see in advertising. True there are some agencies that try to institutionalise this a bit better than others. However if the prevailing attitudes are that everyone will find out by talking to each other and there is no formal way of distilling information to teams, implementing scrum becomes difficult. This is especially true where certain teams such as account management have always functioned by carefully controlling and distilling the flow of information from the client to agency stakeholders. This is partly to keep teams motivated, with the account management team caught between a rock and a hard place also to ensure client agendas are achieved. Agencies that work on a secondment model, where they work on agency premises, do try to eliminate this gap and form a better model for Scrum (unless there is a scrum that includes the client and a progress WIP that doesn’t). This is an excellent way to boost transparency, while ensuring that the agency provides a dedicated team that isn’t two timing its clients by moonlighting behind its back.

Having a scrum master on the team and having final say about how the project proceeds is another thing agencies will have to wrap their heads around. While it is true we do have creative services teams and do have project managers, in today’s advertising world they are definitely the glue that holds things together. However they are often unsung heroes, with little power. There is a considerable amount of glamour associated with the creative and account management teams. Support teams like creative services on the other hand (where scrum masters are likely to be slotted in) is a thankless job that sees people being underpaid for the pains they go through to birth award winning campaigns. These project managers and creative service staff are often not equipped with the right tools of the trade. And I am quite sure few have been inculcated and empowered to run teams using scrum. What’s more these creative services teams draw the last straw, having to make the impossible happen against impossible deadlines. An empowered creative services team that uses scrum and who can stand-up to key agency stakeholders is the bedrock on which the next generation of agencies will be built on.

Though I do believe that scrum does show some interesting promises for advertising. I am especially excited about Jeff Sutherland’s pricing model on how to implement Scrum with clients from a cost point of view. The technique basically calls for associating scrum points for the effort taken for a certain task. Instead of buying hours, the client pays for Scrum points which he can then reallocate across different tasks and deliverables. This gives the client flexibility to iterate and not fall into a change request pricing trap. At the same time it allows the agency to avoid over burning its hours. Will this work? Will scrum points become a panacea for hours? I think there is going to be a lot of negotiation between account management and procurement teams before this becomes the norm. But procurement might be convinced of this as they try to tighten agency budgets, it just might be the better for it.

What I do believe is that scrum is perfect for those newly formed agencies that are pioneered by people who have seen the way Ad Land works and wants to make a change for a more fair, equitable and balanced approach to doing business. Hopefully they share a vision for shorter work days and no work weekends and have the tills ring with cash with a team that is more empowered, agile and focussed on solving client problems. More creativity, less operational chaos and costs. That would truly be the sign of success of scrum in advertising.

The price to pay

 

There is a not so secret war being waged in the world of advertising, completely oblivious to the common man who breezes past the average ad. The bean counters of procurement divisions from the world’s leading brands are facing off against advertising agency suits who are valiantly trying to defend their budgets and their creative legroom. It’s painful.

As a creative in an ad agency it’s at times hard to understand why the agency just doesn’t get the right resources to create an award winning ad. Collaborating with better production houses or technology partners for example, while the agency focusses on crafting bigger and better interactive ideas. With my recent stint as a senior regional account manager however, the frenzy of the frontlines of finance makes things a little bit more apparent.

In their quest to cut budgets and streamline spending, several major multi-national corporates are trying desperately to put a number to creativity. There are fancy words and equations being bandied about in this name, like any other religious rhetoric you may expect to hear on a cut-throat crusade of this kind. There have always been murmurings of ROI, accountability and the returns on advertising spend. However there is a new found fervour of trying to peg the agency creative output to marketing KPI.   Seems we have come a long way from the old adage of not knowing which part of your advertising investing works, or have we?

Today agencies are being asked to commit their allocated budget spending to key ROI targets. Failure to meet KPI means agencies fail to get paid a certain amount. While procurement teams hope to magically improve creative effectiveness while reducing overall costs on a year by year basis, agencies struggle to meet creative overhead costs. It’s frustrating for the marketing teams of these MNC’s as well as structured marketing campaigns have at the final stages needed to be stripped to leaner versions to compromise. I would argue that when number crunchers need to make key decisions on creative strategy, tactical profits may take point but brand equity unwittingly finds itself in the firing line in the long term.

While MNC brands hope that their agencies deliver more for less, the truth couldn’t be farther from reality. In order to tighten purse strings and run major clients on shoe string budgets the only viable option is to reduce the number of people working on the client. It’s cheaper to have junior talent who are always on and driven to perform on the brand. Senior talent is relegated to an occasional oversight nature rather than being involved in day to day operations. While this leads to the most junior people in advertising (unbeknownst to them) becoming the most powerful people, it also means collective experience working on the campaign plummets. !

If you were a brand manager, how do you hope to ensure your agency comes up with the next award winning campaign for your brand? Procurement tells you that you can’t afford the Creative Director with more than 10 years of prior experience on your brand anymore because of the agency rate card. The resulting work you are going to see from the agency is going to go through multiple iterations compared to the past just because you are working with someone a little less experienced. Cost cutting stifles creativity and can increase lead times. As a marketer this may not be very evident on the bottom line when looking only at budget spends. Agencies don’t win either as the result is that they tend to over burn hours due to the inexperience and puts additional strain on internal resources.

As a procurement person I can only venture to guess that it is hard to put a tangible value to the softer side of marketing efforts. After all you can’t quite hand the agency a blank check just because the next ad campaign could be a hit or miss.  There is no ready formula for a winning marketing campaign. Even if there was, adherence to such formulas would make the brand grow stale. It is a challenging task thus to ensure the brand gets the most for its buck.

Perhaps the solution is more people from procurement teams who have worked in agency finance departments or as account managers. Presently one of the biggest hurdles is explaining the technicalities and time taken to create advertising that works. Most agencies will try to push for a retainer that eliminates the need for constant bickering over man hours and rate cards for each and every job. Yet getting procurement to sign off on retainers becomes even more challenging with a lot of browbeating carried on between both parties at top levels. Once retainers are signed off, the challenge is to ensure that there is no scope creep or shifting goal posts. If achieved though, the agency has some room to breathe as it is protected from seasonal spending by clients and guarantees monthly revenues. Agencies are then in a position to outsource a certain amount of work to ensure that they meet their own cost efficiencies. After all to have having everything in-house negates the very cost effectiveness that the Procurement teams seek. Especially true if the quantum of work done for an MNC clients fails to pay for a dedicated agency team 24/7. Sharing resources between multiple clients is as tricky as it is, without having to deal with shrinking budgets.

At the end of the day it is for the agency and procurement to identify and justify where value is being created and to work hand in hand to find common ground. This is reshaping client agency relationships across the world from large agency networks to smaller boutiques. A more well-armed procurement team hopefully will lead to advertising that is not only more effective and meaningful but keeps the bean counters happy as well.

The marketed mind in Madurai

The marketed mind in Madurai

A few months ago I moved to Madurai with my parents, taking a sabbatical from my career in advertising. A drastic change some would think after having stayed 13 years in India’s most bustling metropolis- Mumbai. Someone called Madurai a village city and that is an appropriate description. For those of you who don’t know Madurai, it’s located about six hours away from Tamil Nadu and Bangalore by road. It is otherwise known as the Temple City being famous for the Meenakshi Temple which is the city’s landmark. So join me for a few observations on mystical Madurai and how to make your mark in marketing here.

Aesthetics & the South Indian mind

Before I even begin to touch on the various aspects of how marketing in Madurai is different from the metros, it is critical to understand that there is quite a difference in aesthetics. I think is noticeable in any city if you keep your eyes peeled when you drive from the airport to your destination. There are tell-tale signs. The first is the hoardings. You notice that bright contrasting colours are a norm, as are thick strokes and painted drop shadows. You will find quite a few hand painted signs here still, while there are vinyl printed signs in the more populated areas.

The love for bright and somewhat garish colours is also evident if you have an opportunity to glimpse into people’s homes. Shades of bright pink or luminous green is not uncommon here, both inside or outside your home. Local painters often balk at painting light shades like cream, (a challenging task for my mother) and they do so with a lot of reluctance.

The concept of whitespace is also quite alien in some of these locally painted signs. The fact that the Tamil font is so cursive is probably a reason for this. You get the feeling though that space is a premium

So in short if you need to do something that looks local, you can’t go wrong with the simple formula of – thick borders or strokes in white or black, black drop shadows, lettering that is coloured with two colours horizontally, all on a nice garish backdrop.

But that’s not all. One interesting piece of artwork that glaringly stands out is found on the road. You may notice that some long distance buses bear some interesting visuals on its sides. I was quite amazed to see colourful and realistic paintings of movie characters like the Navi from Avataar and even Japanese Manga characters. A sign of the changing aesthetic? Perhaps, only time will tell.

Retail in Madurai

Madurai has always been known for small shops on narrow bustling streets that you tackle once the searing heat abates as the sun sets. The heart of the city near the Meenakshi Temple is where you venture for anything you need. This is an area crowded with small shops and hotels. Years ago you wouldn’t quite conceive that shopping formats like retail stores or brand outlets would crop up in Madurai. Now you have a Big Bazaar, Reliance Retail and a Spencer’s outlet here apart from some local chains. While local chains try to mimic larger retail stores they do have hang-ups from their small store operations.

One example is the payment system that I noticed in a large local department store. While you have a modernised checkout counter with a person equipped with a bar code reader, the actual payment is entrusted to a common cashier. This means that you make a bill at the checkout counter and then proceed to another counter to pay the bill. The number of cashiers is less than the number of checkout counters, which naturally causes a bottleneck. This is also true in medical stores where one person finds the medicine, another person bills it, then a cashier and a person who hands over the medicine finally. Why this arrangement you ask? I would guess that it’s a matter of trust and some weird check and balance for inventory management. The result though seems to defeat the purpose of the retail format. Also eliminating the entire concept of last minute purchases at the checkout counter.

Another observation is the number of people that are manning these retails stores. In most other cities, most large retail stores are self-serving. While there are a number of shop assistants to help you if you need something, in Madurai, there seems to be markedly more people per square foot of retail space.

On the whole though, Madurai is still about individual retail outlets rather than malls. While money is being invested in the aesthetics of the retail space, more often than not the products are expected to sell themselves. Sales personnel are not very vocal about their spiel. The salient features of a product or a product range needs to be coaxed out of them. This is probably a remnant of over the counter sales mentality that comes from running a small shop. In fact sometimes they come across as being quite adamant that one should just pick up a product that they are referring too. This said that you might be surprised to find a wide variety of brands and merchandise that you may think is only available in a metro. This is thankfully due to retail penetration no doubt.

Advertising in Madurai

From the look of it, you can guess by now how advertising in Madurai looks different. You will see the same font and colour palette treatment. What in my opinion doesn’t work though is when you see the occasional piece of retail material or signage that has something in Hindi in it. This is a complete waste of advertising space. Probably conceived by an agency in Mumbai or Delhi for a national campaign, the message is completely lost on locals. There are very few people here who could understand Hindi, lest read it. On tv most advertising for the South Indian market is done on Sun tv and other channels that have Tamil content. At the same time there is a small group of people who consume English channels. The problem is that you notice a lot of Hindi ads being displayed on these channels, but no content that is tailored for the South Indian market. I guess the numbers don’t add up for the media planner, but it does seem to be an untapped opportunity at some level as well. It is also to see English words written in Tamil. Useless to a person who can’t read both Tamil and English. This is just as bad as English words written in Hindi. How do these trends catch on?

The T-Shirt trend

The winds of change are blowing though Madurai though. Madurai airport is now an international airport with direct flights to Sri Lanka and Dubai, so go figure. Madurai now has a movie multiplex – an Inox nonetheless (though tickets here are much cheaper than in any other city mind you). Another thing you may notice on the streets is that nobody seems to be wearing collarless t-shirts, or printed ones. But the retail stores seem to be overflowing with them. And then you watch a movie and notice that its catching on with the college crowd who seem to wear it like a sign of the changing times and needs.

Digital in Madurai

The pinnacle of change is perhaps digital penetration. You now find e-commerce ventures that are being home brewn here. You can now supposedly order your groceries online and have them home delivered here in Madurai. The infrastructure is improving. The broadband speeds are quite good here in Madurai and compete with what you find in metros. Added to this smartphone usage is up and obviously growing. Apparent by the number of new mobile stores that you see here.

What you don’t see

Well a fitting end to this article is what you don’t see selling in Madurai and what are possible marketing opportunities. Madurai has quite a few colleges, but the café culture hasn’t caught on. You don’t see any of the common India coffee chains like Café Coffee Day or Barista here, let alone the more flamboyant ones. You don’t find any large bookshops here, the only Higginbotham is painfully derelict. While there are few fastfood outlets, the characteristic home-delivery scooters or motor bikes are apparently absent whizzing through traffic.

The best advertising books

So you want to make a break into advertising or are looking to fine tune your copywriting skills. Here are a few good advertising books in no particular order that will help make you a better advertising person.

 

Books to sharpen your ideation

  1. The advertising Concept Book Pete Barry
  2. Whack on the side of your head Roger Von Oech
  3. Copywriting Mark Shaw
  4. Cutting Edge Advertising Jim Atchinson
  5. Kiss & Sell Robert Sawyer
  6. 1001 Advertising Tips DuPont
  7. Hey Whipple Squeeze This – Luke Sullivan
  8. Whack on the side of your head – Roger Von Oech

Books on the day to day business side of advertising

  1. Creative strategies Mario Pricken
  2. How to do better creative work

Books by advertising big shots

  1. Ogilvy on Advertising
  2. Hegarty turning intelligence into magic
  3. Hegarty on Creativity
  4. Then they set his head on fire Phil Dussenbury

Other interesting reads

  1. Ad land Mark Tungate
  2. It’s not how good you are it’s how good you want to be Paul Arden
  3. Ads to icons Paul Springer
  4. Advertising is dead long live advertising Tom Himpe
  5. Idea Industry Brett Robbs Deborah Morrisson

Award books

  1. Epica book 26 Creative Communication
  2. D&AD 2013

 

Videos to watch

I came across this video on my Facebook timeline and was pleasantly surprised. A day after I discovered that a lot of marketing pages that I follow were sharing this video as well. The fact that this video has already got 23 million views is a testament to the fact of its popularity. What is it about? It’s a stunt tthat a well thought of video with a celebrity in it works. Personally I like the copy and the sound track that was chosen. Off course that it is a visual feat in itself shouldn’t be overlooked.

Which made me start wondering, would this video be so popular if it was with just another stunt man and not Van Damme? It probably would, due to the feat in itself. I saw another video recently where a Ford Focus is put through its paces in a Gyhmkhana. A promo event for the latest iteration of Need for Speed. Most people wouldn’t associate with the driver. At least I didn’t. But you’d watch still because it’s associated with what is undoubtedly one of the best-selling racing games for the PC for ages.This video at the time of watching had more views!

At the end of the day, if it’s interesting to watch or even if people think it is going to be, people will definitely take time out to have a look. That’s the only rule of thumb when it comes to making a good video. Have a look at the latest ad for Google by Ogilvy that has recently gone viral. A heart warming tale that manages to weave the product in seamlessly.

Potty Power

It is whispered in some halls, it is screamed out in others, the strange power and connection that the loo has with creative ideas. A friend of mine brought this interesting fact to my attention and I decided that it did warrant an article. It is said that the loo serves as a great place of inspiration for ‘clutter breaking’ and potentially award winning ideas. One wonders why this particular room of the abode has a penchant for such creativity.

I spent a few minutes trying to delve deeper into the secret that the lavatory has to offer when it comes to generating ideas. Could it be the peace and calm, the concentrated effort at the task at hand, on the catharsis that one feels? Some people even state that such is the power of inspiration that strikes that the inspired forget to finish their business at hand. So what is the result of this peculiar venue for inspiration – shitty ideas perhaps you ask?

This is definitely a new level of potty training that some of us not so creative types definitely shy away from. Still it must be acknowledged that true creativity can spring from a potty as well. I chanced upon a series of flash games that revolve around a potty – namely potty racers and potty parking which involve portable toilets. There have been numerous creative that have run in men’s common rooms in malls that have stood apart from the clutter. But unless you are tasked with working on a brand like Harpic, this is one sceptical creative who wonders what is the true lure of this so called grail of creativity.

Ready for robots?

It’s interesting to see how robots are getting to be more popular day by day and how they are becoming entrenched in our lives. They are especially popular in the South East Asian countries which have seen a lot of developments. The first commercially viable robots that I remember were from the likes of Sony and Honda. You remember that dog from Sony and the robot that looked like an astronaut from Honda? Subsequently we saw intelligent robotic vacuum cleaners. Robots are used in manufacturing auto-mobiles in ways we can’t even imagine. Today Robots are now being designed as child’s toys, syncing with mobile phones and probably quite close to becoming virtual nannies. That’s not all; robots are being used to provide therapy for stroke patients, with their pre-programmed exercise routines. And would you believe it recently a robot married away a couple in Japan.

What could robotics offer the advertising sphere? Personally I think a robot that could switch hoardings is a robot that would have immense potential. The robot could install a new vinyl, remove the old one and then take a photograph of the final installation which is then uploaded online for quality control. Easier and what should ideally be the fore runner, I guess, a hoarding which can be preloaded with a month’s worth of vinyls that automatically cycles through the vinyls on a preset basis. And why not develop this robot in India? After all, a group of students from Chennai from Bharath University won the Spring Innovations Competition at Nanyang Technological University in Singapore. That would be an interesting sight to see.