Q5: Anthony Molyneaux’s multimedia power for crime coverage [interview]

by Carey Finn (@carey_finn) A multimedia journalist for the Tiso Blackstar Group, Anthony Molyneaux (@AJGMolyneaux) won a Bookmark Award earlier this year for his groundbreaking video that mapped the final hours of Stellenbosch student Hannah Cornelius, leading up to her brutal murder in 2017. Molyneaux talks about the ways in which multimedia can be used to draw attention to crimes that may otherwise become mere statistics in people’s minds.

Q5: Could you take us through the process of creating the video?
Anthony Molyneaux: I initially started the process of mapping to get a sense of where Hannah Cornelius and Cheslin Marsh were when they were kidnapped, and then determine where they were taken in the hours that followed… trying to figure out what the culprits were intending to do and why. I gathered all the information available and, as the court case unfolded and the accused testified (even though they had differing stories at times), it was possible to more accurately plot a probable sequence of events. The last piece of the puzzle came with the CCTV footage that showed where the culprits stopped, and to glimpse their demeanour. Surprisingly, Hannah could be spotted in one of the CCTV videos — a haunting image of the young girl sitting in the passenger seat of her grandmother’s car, with no idea what would end up happening to her. By collating all this information, it was possible to narrate the event in a way that could inform the public, and engage them.

Q5: The process seems very involved — how did you manage it from a psychological perspective?
AM:
If you are referring to how I managed my psychological wellbeing while covering this case, I’d say I don’t think you can come away from cases like these unaffected. But it’s necessary to feel these things in order to create a truly authentic and honest piece. I guess everyone has their own limits, and this case definitely affected me — whenever I drive through Stellenbosch, I notice the places where Hannah’s last moments played. Whenever I see a blue-and-white Citi Golf, I immediately think of the case. These things do fade over time, but it’s the occupational hazard you need to endure if you report on crime. It’s nothing compared to what the family of the victims have to go through.

Q5: How did this project compare to your regular day-to-day tasks?
AM:
I am a multimedia journalist but I predominantly work with video. Daily, for the past two to three years, I’ve covered hard news. However, I now have greater scope to create longer-form videos, and investigate more in-depth topics — which is wonderful. I really enjoy going to court and, although reporting on crime is not easy, I feel it’s where I should be. There are, however, strict rules when it comes to filming in court, and the setting can be quite limiting in a visual sense.

Q5: In your opinion, how can multimedia be used more effectively in the coverage of crime?
AM:
The old-school ways of telling a story through a visual piece are still great but I want to do something new. TV-style crime pieces are fantastic and they are well-known but there is a difference between the TV and the digital audience. I want to be glued to my screen for as long as possible because, in my opinion, that’s when you feel connected to a story. Luckily, in the multimedia world, we are still experimenting and finding new ways to engage audiences, which makes it an exciting place to be. However, it’s important to not think there is a ‘proper way’ of telling a story — it’s a kind of postmodern approach, I guess, but the key is confidence and working hard to make it look good and keep the viewer interested. The techniques we can use now in the digital world are growing rapidly, so I’m excited to see how we will be telling visual stories in the next five years.

Q5: How did readers engage with the style of storytelling you used in the video?
AM:
I received amazing feedback. People were obviously affected by the story but that was because they engaged in an emotional way with the crime that took place. It served the purpose of giving power to the victims (Hannah, and Cheslin Marsh, who was brutally assaulted), and allowing Hannah to be remembered, rather than becoming just another statistic.

 

Carey FinnCarey Finn (@carey_finn) is a writer and editor with a decade and a half of industry experience, having covered everything from ethical sushi in Japan to the technicalities of roofing, agriculture, medical stuff and more. She’s also taught English and journalism, and dabbled in various other communications ventures along the way, including risk reporting. As a contributing writer to MarkLives.com, her new regular column “Q5” aims to hone in on strategic insights, analysis and data through punchy interviews with experts in media, marketing and design.

— One subscription form, three newsletters: sign up now for the MarkLives newsletter, including Ramify headlines; The Interlocker, our new monthly comms-focused mailer; and Brands & Branding, launching soon!

Back2Basics: How to create a real blockbuster B2B strategy

by Mark Eardley (@mdeardley) To create a marketing strategy that’s geared to generating sales, margins and loyalty, perhaps start by thinking about this: “All B2B customers are united by a common demand: reduce our costs and risks.” It strikes me that a lot of us B2B-ers have lost sight of addressing this universal need. You can easily test for yourself if you’re one of them.

Run a quick strategy audit

Look at your content — maybe use your website as a rapid test-case. Now ask yourself a couple of questions. Which content speaks directly to reducing costs and risks? What mention does it make of how these advantages are delivered and does it highlight who benefits?

And now for the killer-question: how much of it is dead content? That’s all the content which says nothing about why your firm is the one most capable of meeting the universal B2B demand: cut my costs, cut my risks.

Are you strategically centred on customers?

Customers’ cardinal needs aren’t hard to identify or understand. Costs and risks top the list across every business in your markets. So, it’s entirely logical that the strategic goal guiding all your marketing should be majorly concerned with demonstrating your firm’s ability to reduce costs and risks.

Above all others, it’s an ability that generates sales, protects margins and reinforces loyalty. Those are the direct results that such a sharply-focused strategy produces. Why? Because you are evidencing that your firm will deliver the benefits most sought-after by the most-powerful buying decision-makers in your markets.

By doing so, you will elevate your proposition’s appeal to people who really matter.

I was reminded recently of this elevation’s crucial significance. A man who’s always worth a listen, Bob Hoffmann, aka The Ad Contrarian, recently commented on Accenture’s we’ll-close-more-deals acquisition of the respected ad-shop, Droga5:

Agencies are connected to clients at the imitation decision-maker level (CMO.) Consultancies are connected at the real decision-maker level (CEO.)

Let’s not forget that all ad agencies are entirely B2B firms; they don’t sell their services to consumers. Same goes for business consultancies such as Accenture. Hfofmann’s making an observation about who’s closing B2B deals because they have the ear of the top buying decision-maker.

As marketers, we should always be aware of who’s going to be signing off the purchase orders it’s our job to secure. It’s the oldest story in the book: we need to be certain we’re getting the right message to the right people for the right reasons. The most-senior people in the decision-making hierarchy — the right people — will always pay serious attention to a credible message about managing costs and risks. And the higher up the ladder you go, the higher its appeal becomes.

Discover the evidence, then present it

Questions, questions, questions. How do your products and services cut costs and risks? Can you list all the ways they do this for customers? Can you qualify and quantify how that reduction protects and advances your customers’ success? If you can’t answer these pretty basic queries, then two really important ones go begging. First, what on earth are you saying to customers? Second, what’s your marketing’s strategic direction, ie what is it trying to achieve?

Cost and risk reduction are the most potent challenges facing your customers. Always have been. But when times are hard, er, like now, they become mega-matters that marketers have a golden opportunity to address with relevance and credibility.

It’s an opportunity to present evidence that proves to all the buying-decision influencers that your firm understands the precise nature of their cost/risk challenges and has the wherewithal to collaborate in creating solutions. It’s a chance to highlight the most-convincing reasons why your firm deserves the order more than any other.

The strategic mechanism that strengthens sales, margins and loyalty

Mark Eardley: Differentiate, segment, target, track

Creating this sort of strategy, one with a customer-winning cost/risk focus, starts by defining what differentiates you from competitors, and why this matters to customers. You need to know which costs most concern your customers and the reasons why. Plus, who benefits by a reduction and how do they benefit? Same goes for risks — what are they and what will you do as a mitigator?

The next step is to identify who needs to be aware of your differentiated position. This is an exercise in classic needs-based segmentation. It’s about pin-pointing — and documenting — the diversity of people influencing the buying decision and why they’re motivated to support it.

These insights inform how you prove to customers that you’re not talking out of your backside. That’s because you’ll have accurate guidelines for creating evidence-based content that’s cost/risk-focused and unquestionably credible. It’ll help here to keep top-of-mind Harrison King McCann’s old slogan, “Truth, well told.”

Moving on to targeting, you need decision influencers to encounter and appreciate your now-compelling content. Ask yourself what they each specifically need to hear, when they need to hear it in the decision-making cycle, and through which channels.

In summary, your strategy should constantly enable the truth you’re telling to raise you above competitors because customers believe you will keep the promises you make.

Stress-testing the strategy

Oops — you’re a whistle-blower

Fast-forward: the strat’s in place and is being adhered to across all your initiatives. Is it working? Is it obviously building sales, margins and loyalty? If not, why not?

Getting answers to that last question boils down to uncovering where your firm is falling short in the cost/risk game. And the only people who can give you the right answers to that question are your customers — so ask them.

Once you’ve got those fast answers, the tough strategic stuff starts. You’ll be the customers’ messenger and chances are that what you’re carrying will be rich with complaint. Hopefully, you’ll have some protection from the internal conviction that it’s necessary to end you for bearing such outrageous tidings.

Barring that terminal outcome, you’ll still face some hard-core resistance to customers’ answers. Typically, the resistance will come at you in three waves.

  • First wave: Nobody’s likely to instantly admit that it’s their responsibility to remedy the shortfalls. So now the internal politicking of shift-the-blame will begin.
  • Second wave: Who will define the operational remedies and set the timelines for their delivery? Don’t be surprised if you can’t find a shining-armoured champion to back customers on this one.
  • Third wave: Who’s gonna make sure that the fixes get implemented? If there’s any ducking and diving here, just remember that, in some quarters of your firm, customers are viewed as being a perpetually problematic, underminingnbsp;threat.

So, good luck to the newly strategic you. Good luck with overcoming the internal push-back against your highly-focused pursuit of sales, margins and loyalty. For a B2B marketer, it’s best to be aware upfront that executing a truly customer centric strategy is not for the fainthearted.

 

Mark EardleyMark Eardley (@mdeardley) advises B2B companies on how to govern their marketing to attract and retain profitable customers; several of his clients have grown to become market leaders. He and Charlie Stewart have written Business-to-Business Marketing: A Step-by-Step Guide (Penguin Random House), which offers practical, actionable advice on how to make marketing make money. His monthly “Back2Basics” column covers how B2B companies and their agencies should manage their marketing.

— One subscription form, three newsletters: sign up now for the MarkLives newsletter, including Ramify headlines; The Interlocker, our new monthly comms-focused mailer; and Brands & Branding, launching soon!

TBWA\SA GCEO heading to Asia

by MarkLives (@marklives) TBWA has tasked South African group CEO, Sean Donovan, with the additional role of TBWA\Asia president, effective later this year. Charged with further advancing TBWA’s position across the Asia region, Donovan will continue to oversee the company’s SA operation as GCEO until a successor is named.

TBWA logoDonovan has served as GCEO of TBWA\South Africa since 2016, responsible for TBWA\Hunt\Lascaris, GRID Worldwide (now merged with Openco under the Grid brand), Yellowwood, HDI Youth Marketeers and Magna Carta, and 19 affiliate agencies across 14 other African countries. Donovan has been with TBWA since 2010 when it first acquired an equity stake in Openco, where he was the managing director and founding partner. In 2015, he became MD of TBWA\Hunt\Lascaris in Durban, before becoming GCEO in December 2016. Under his watch, the TBWA\SA Group has won various pan-regional accounts, including MTN and MultiChoice Africa.

“In his time leading our agencies in South Africa, Sean has run a group of successful companies and pushed them to the next level of performance, encouraging integration, collaboration, strengthening client relationships, attracting top talent, and driving a new standard of creativity,” says Troy Ruhanen, TBWA\Worldwide CEO. “Entrepreneurship and innovation are in his DNA. He’s got a knack for building chemistry across markets and leads with a roll-up-the-sleeves management style. He is the ideal person to lead the vibrant and diverse markets of Asia, where we continue to innovate at speed and scale.”

Search for successor

In the coming months, Donovan will work closely with John Hunt, co-founder of TBWA\Hunt\Lascaris and creative chairman of TBWA\Worldwide, and Cem Topçuoğlu, TBWA\Worldwide international president, on the search for a successor for SA.

Earlier this year, TBWA was reappointed by Singapore Airlines as its global lead creative agency for a five-year contract, in addition to expanding its global relationship with Hilton in Asia.

“I am humbled and honored to take on this additional role within TBWA\Asia,” says Donovan. “I’ve been a huge fan of the many innovations, products and business offerings that have come out of the region for years and look forward to working with many of our agencies to continue to push the industry forward. It is a privilege to take on this new role while continuing to lead the TBWA Group in South Africa during our search for a successor, a step I take with confidence because of the strong management we have in place across all of our agencies. South Africa will always have a special place in my heart, and I’m incredibly proud to attribute my knowledge and creative compass to the African market. It now feels like the right time to bring this knowledge and energy into a market as enterprising and progressive as Asia, and I can’t wait to grab the opportunity.”

 

MarkLives logo— One subscription form, three newsletters: sign up now for the MarkLives newsletter, including Ramify headlines; The Interlocker, our new monthly comms-focused mailer; and Brands & Branding, launching soon!

An Accountant in Adland: The curious case of curiosity [S1 E4]

by Siwe Thusi (@Siwe_Thusi) From its associations with being a child-like quality to that of binge-watching non-fiction series and the creepiness of social media voyeurism, the true essence of curiosity is a need to know about all things unfamiliar, much like the Curious Case of Benjamin Button was about the need to know about the phenomena of aging backwards. And, when pondering what ties the worlds of accounting and strategy together, curiosity could be the answer.

Yes, problem-solving is an obvious link. But, maybe more than that, a starting block of curiosity leads to being able to hurdle towards the right problem-solving questions to ask. Curiosity leads to solution.

The curious case of launching an album

I don’t know how I find myself in these situations but there I was, helping a hip-hop artist in the South African music industry launch their next project. How did the accountant fare? And the strategist?

Accountant brain

Ok. Whoa! Where is the squad-deep vibe portrayed in the series, Empire? My curiosity about the glamourous innerworkings of the US music industry saw me devour all five seasons of it, but it definitely doesn’t set you up for the manual work and money required to launch an album. It’s even tougher if the artist is an independent one. But, whether it is the A&R department or the accountant in the back office, the thing that holds an album together is a really, really good project-management plan, packed with line items such as R150 000 for a visual content plan… R15 000 for a bookings agent… and studio time and, and, and.

There is a lot that goes into masterminding an album launch, but what makes things come alive, is how the numbers curiously stack up to promote the art.

Strategist brain

The album-launch journey is one of constantly searching the best ways to launch. Strategies vary from all-day live concerts on radio to sponsored exclusive release parties and national album tours. They are designed to not only launch the new product but to reconnect artists with fans and endear them to a new audience. Beyoncé a few years ago launched direct to her fans using social media platforms, as opposed to going through the usual channels. This had tremendous impact, and changed the way that the artist brand engages.

While borrowing ideas from other markets can be a good thing, it is critical that the strategy makes sense locally.

The curious case of pitching

Pitch season is in full swing in most agencies. The race to the new business finish line is peppered with the science of a pitch.

Accountant brain

“Pitch fee of at least R50 000 (fifty thousand rand), excluding VAT (R7000), is to be paid to each unsuccessful agency when agencies are briefed to provide strategic and/or creative work,” wrote Odette van der Haar, former ACA CEO, in her Motive article on MarkLives in June 2016. Given the people power needed to pull off a pitch and that the time taken to prepare is ‘stolen’ from other responsibilities, this seems disproportionate. Or, as she put it: “Clients invite more than five agencies to participate in their tender and pitch process — which is excessive, indulgent and often to the detriment and demise of smaller agencies because of the costs involved.”

Strategist brain

I started watching an American series called The Pitch. In each episode, two agencies go head-to-head to land the new business. Of course, the drama and spice of the episodes come from the agencies sizing each other up on Game Day, in ways only North Americans can. But, episode after episode, I was curious as to why a sliding scale doesn’t exist for competing agencies. Because, if the premise is the unfairness to smaller agencies, then surely that means bigger agencies need to be operating like little-big agencies, which isn’t what happens in reality.

In most cases, it takes the whole 300-strong agency to bring home the business. In the research I’ve read about the pitch process, nowhere does it say that X amount of people can be on a pitch team. So, how exactly do we strategically pitch and make that pitch fee worth it in the end, even if we are unsuccessful?

“It’s an artificial process with an artificial timeline,” said Deb Giampoli, a former global director of agency relations for Kraft Foods and Mondelēz. This implies that the potential compensation for unsuccessful agencies is also artificial.

Perhaps the solution is in going back to the pitching board to be curious and realistic enough about the inner workings of what it takes to land new business, and then being able to quantify qualify them. But that’s a whole other Cannes of words!

 

Siwelile ThusiSiwelile Thusi (@Siwe_Thusi) is a qualified South African chartered-accountant-turned-creative-strategist at FCB Africa and a working photographer. Since mid-2015, she’s been in strategic planning, working on some of South Africa’s big brands in different categories and industries in the ATL space. She contributes the monthly column “An Accountant in Adland” — exploring where, when and how the two ‘disciplines’ overlap… and why they should! — to MarkLives.com.

— One subscription form, three newsletters: sign up now for the MarkLives newsletter, including Ramify headlines; The Interlocker, our new monthly comms-focused mailer; and Brands & Branding, launching soon!

Thinking B2B: Differentiating B2B from monolithic B2C brand structures

by Warren Moss (@warrenmoss) I’ve been thinking a lot recently about how so many B2B brands, particularly in South Africa, are part of a monolithic brand structure — a structure where the B2B entity is the smaller part of a dominant B2C entity. As a result, B2B entities of monolithic brands often struggle to differentiate themselves from the dominant B2C entity.

Examples

For example, Absa, Standard Bank and Nedbank all have pretty sizeable corporate and investment banks (CIB) but the marketing communication is dominated by the retail (B2C) banking brand. Vodacom, MTN and Telkom all have sizeable B2B components of their companies, but these are often lost when compared to the B2C component.

In South African banking, FNB doesn’t have a CIB. Well, actually, it does but it’s a standalone brand: RMB. In that scenario, RMB has to spend money on brand awareness whereas CIB arms of the other banks don’t have to — but that does help set it clearly apart as a B2B brand, where the others may struggle to separate themselves from their ‘parent’ brands. It’s the same with the telcos; they’re all consumer-retail businesses with a business component: Vodacom and Vodacom Business share almost identical CIs, as do MTN and MTN Business, and Telkom and Telkom Business.

On the one hand, there are major pros to being part of this type of monolithic structure; there’s a benefit from the halo effect of the mother brand. When Nedbank advertises a brand campaign, Nedbank CIB benefits from that. The same target market sees Nedbank branding as a consumer so, when the CIB arm reaches out to it, it’s already attuned to the brand’s presence. From a brand perspective, it means not having to spend too much money on creating additional brand awareness for the B2B component and it should spend its money on revenue generating engagements instead.

Looks exactly like B2C advertising

The con, on the other hand, is that there’s very little differentiation for targeted B2B engagements. With the brands, so similar, B2B advertising — at first glance — looks exactly like the B2C advertising. If you poll people around whether Standard Bank, for example, has a CIB, many have no idea because of the way the brand is communicated. That’s not a criticism of the way Standard Bank does its branding, because it’s a larger differentiation issue for almost all B2B brands which share real estate with a sister B2C brand.

From the marketer’s perspective, is being part of a monolithic brand easier to scale? Yet having that ‘bigger picture’ hanging over a brand often means challenging restrictions that make doing business in your particular market difficult, for reasons more applicable to B2C than B2B.

With that in mind, I’ve been trying to decide whether B2B brands which are part of such monolithic structures should fight harder for their own identities, and I’m honestly not sure of the answer. If it’s a major problem, how do we make it work?

Targeting

It might come down to whom the B2B brands are targeting. If they’re targeting SMEs (SOHOs and freelancers included), these aren’t businesses with complex purchase journeys and procurement processes that B2B marketers can target. When it comes to making purchase decisions, SMEs behave like consumers, in that the decision-makers generally go into stores and respond to special offers.

If the target market is anything bigger than SMEs (the rest of the market), then I think there’s a strong business case for the B2B part of the monolithic brand to have its own identity. Why? Because the way a B2B brand communicates with its target market (when the target market behaves like a business) is substantially different to the way brands communicate with B2C customers, thanks to the multifaceted purchase journey and the complexities in the decision-making unit.

 

Warren MossWarren Moss (@warrenmoss) is the CEO and founder of Demographica, a multi-award winning full service agency that specialises in the B2B category. He is the chair of both the Direct Marketing Association of South Africa (DMASA) and the Assegai Integrated Marketing Awards (Assegais), as well as the only African to judge the B2 Awards, which recognise the top performing B2B marketers in the world. Warren contributes the monthly “Thinking B2B” column, which looks at the latest trends in B2B communications and explains why it is fundamentally different from B2C comms.

— One subscription form, three newsletters: sign up now for the MarkLives newsletter, including Ramify headlines; The Interlocker, our new monthly comms-focused mailer; and Brands & Branding, launching soon!

#SPOTLIGHT: Sometimes you need more than yoga and a doughnut

by Carey Finn (@carey_finn) What can agencies do to promote wellbeing in the workplace? MarkLives spoke to a range of voices on what is – and ought to be – happening to effect positive change.

The issues around mental health and general wellbeing in the South African advertising and marketing industries are serious – and it seems they are finally starting to be taken as such.

After decades of being passed off as part of the trade, topics such as stress and overwork, workplace-fuelled depression and anxiety, plus bullying and harassment, are getting the airtime they deserve. While adland has a long way to go before it can relax for those infamous end-of-week drinks, many agencies are taking steps to make working conditions more sustainable. MarkLives spoke to a range of voices on what is – and ought to be – happening to effect positive change.

Bongani Chinkanda

HDI Youth Marketeers CEO

As part of a dedicated mental health journey through the TBWA collective, Bongani Chinkanda and his team have signed up to employee wellness provider, ICAS Southern Africa. They have done this “so that, when someone is feeling stressed or have any other issues, they are able to connect with ICAS [and have access to counselling],” he explains. The service is also available to the immediate family of staff members. HDI Youth’s human resources department may also be approached to resolve any workplace problems that may arise, says Chinkanda.

Going forward, Chinkanda says that he would like to make improvements around change management. “Because our industry is in such flux, what we’re trying to do, as HDI, is have policies and processes in place to walk staff through anxious periods in the agency,” he explains, mentioning the loss of a client as a hypothetical example of when this would be helpful.

For the broader industry, Chinkanda suggests setting clear boundaries around behaviour that may be intimidating or otherwise problematic. “I’m not a fan of [the idea] that creatives are difficult people,” he says. “There’s a myth that the ECD can curse and swear and throw laptops around because [they’re] having a creative moment. Great work should not be at the risk of breaking down juniors. I think it is the responsibility of us as agency leaders to make sure that there’s an environment where that doesn’t happen.”

Michelle Caldeira

Blue Moon Corporate Communications managing director

Workplace bullying is far subtler than the schoolyard image we tend to have of it, says Michelle Caldeira, and agencies need to understand that and be aware of red flags such as constant criticism or the assignment of impossible schedules. The efforts of the employee-alignment division of Blue Moon are focused on adding people’s potential to the bottom line of an organisation, something that can only occur if they are “in a great space and feeling great about the company,” she says.

While businesses may introduce mindfulness classes, yoga and the like as part of efforts to promote positivity and wellbeing in the workplace, and Blue Moon itself has taken similar steps, Caldeira emphasises that they are not a quick fix. “All of that stuff, as far as I am concerned, is supporting material,” she says. “It’s creating an environment of awareness but it doesn’t push anyone to take action as they should.” More important, she reckons, is that the workplace be a space where employees feel safe enough to express themselves.

According to Caldeira, a key part of creating a safe workspace is ensuring team relationships are sufficiently strong that colleagues notice when someone is having a bad day or otherwise struggling and in need of a hand. If they are working remotely, this may become apparent in mistakes that crop up in their projects, or the way they interact with others telephonically or on office chat platforms. Should a staff member at Blue Moon need time to decompress, mental health days (rebranded from duvet days) may be taken without any questions asked.

Vanessa Gibb

VML South Africa director of people operations

“It’s useful to think about it in three levels: policy, which is a good place to start but completely useless by itself; artefacts; and practice,” says Vanessa Gibb. While overarching company, WPP, has a number of workplace policies in place, which all employees are walked through upon joining, VML SA takes a few extra steps to make sure they are integrated into daily office life. “I think, in a creative environment, where you employ a lot of people who pride themselves as rulebreakers, saying ‘it’s written in the policy’ is seldom an effective way to get anything done,” she says.

Enter the aforementioned artefacts, one example of which is a manifesto on diversity and inclusion, intended to quash bullying and harassment by setting out what the agency is trying to build, and what it will and will not tolerate, says Gibb. All employees are asked to sign to indicate their agreement. “That’s something we try to have as more of an active document,” she says. “We reference it; we base conversations on it. I think it’s similar to our values – we find numerous ways to talk about those every single day, and bring them into the way we work.”

Gibb says that providing employees with free access to a counsellor has been well-received. While sessions themselves are kept strictly confidential, the counsellors have been able to flag concerning trends for Gibb and her team, allowing remedial action to be taken. For example, it emerged that a large number of employees were experiencing high levels of stress related to recent promotions and a subsequent fear of failure. The agency was then able to reassess the way in which it was handling promotions to reduce stress.

Though VML SA has taken steps to encourage optimal employee wellbeing, she emphasises that working society as a whole has a long way to go. She thinks that young people are being affected by an epidemic of stress, and advises that all employers think about the issues on a daily basis. “Even though we’ve got stuff in place, this is something that needs to occupy our minds a lot, because I don’t think we can say, oh, tick, we’ve addressed that,” she says. “I think there’s still a huge task to do in terms of destigmatising mental illness.”

Jarred Cinman

VML South Africa CEO

From a CEO point of view, Jarred Cinman, who served as a LifeLine counsellor for five years, says that his approach is “to try to put it out there that being honest and open [about mental health] is okay, and that it’s okay to need help.” He talks to employees about his own journey with anxiety and depression, and believes it makes a big difference. “It gives people permission to be vulnerable, and to be themselves,” he says.

“And that’s the heart of a healthy culture. In most companies that I encounter, everybody is too scared to speak the truth. They’re keeping everything to themselves, and they’re pretending that everything’s okay, but it isn’t.”

Michelle Beh

The Jupiter Drawing Room (Cape Town) MD & strategy director

Since the agency’s restructuring, its approach to wellbeing has become a mostly informal one, says Michelle Beh. “In a lot of ways, we have more of an open-door policy, and more of a personal, family-feel policy, where we’re quite flexible in terms of understanding people’s personal lives,” she says. “We allow people the space to deal with any issues that they may face, [for example] where they may potentially have to work from home at times, or take some time off. When your employees are in a good mental space, you get more out of them.” Beh herself, as a mother of two, says that she has benefitted from this understanding and support.

When it comes to bullying and harassment in the industry, she believes that it’s necessary to set clear standards of what is and isn’t acceptable in the workplace, and hold each other accountable. “Every employee who joins the industry should be aware of those standards, so that they know where those boundaries are,” she says. “I think one of the issues is that, especially when you’re young, coming into the industry, people are not sure when those boundaries have been crossed and which behaviours are not acceptable.”

Beh suggests that having an external, safe forum where people can bring up issues could be beneficial, particularly for young employees and freelancers who may not feel comfortable raising concerns through designated channels within an agency. This is especially true where senior members of staff, including directors and owners, are involved, she says.

Wouter Lombard

M&C Saatchi Abel talent partner

In recent years, conversations around family responsibility leave sparked a broader discussion about employee wellbeing, says Wouter Lombard, with exciting results. In the interests of inclusivity, the agency has, since last year, added five annual days of personal leave to staff contracts, which may be taken for reasons ranging from mental health to administrative errands, religious events and bereavement. General annual leave remains untouched. M&C Saatchi Abel has also introduced a month-long sabbatical to staff members who have served for a period of 10 years.

“From inception, as an agency we have been set on doing good and making a difference,” says Lombard. “So we are also giving our staff one day every six months to go and spend time with our charities. We’ve got 100 people in the office in Cape Town – that’s 200 days that we can make a difference in people’s lives.”

M&C Saatchi Abel supports an orphanage and a home for abused mothers and children. “Time to go do good is important for us,” he says.

Further tweaks that the agency has made to improve employee wellbeing include making its maternity-leave policy gender-neutral to support the primary caregiver in a relationship, whomever that may be, and ensuring that it covers surrogacy and adoption. The agency provides four months of paid leave for the primary caregiver and two weeks for the non-primary caregiver.

In daily life, Lombard says that the agency encourages employees to talk to their managers first about any issues that may be affecting them but, should that be difficult, the HR team is available 24/7, and all of the partners may also be approached. “We’ve got an incredibly open-door policy,” he says. “We’ve worked very, very hard to eliminate any form of ego in our agency.”

Brenda Khumalo

Collective ID managing director

“We are always willing to offer support,” says Brenda Khumalo of the agency’s approach to employee wellbeing. “We don’t have a specific mental-health policy in place but we do have a workplace harassment policy, which also speaks to bullying.” For day-to-day issues or other grievances, she says that employees may approach whichever senior member of staff they feel most comfortable talking to and, in the case of harassment, the necessary steps will be taken to conduct a formal investigation, which could result in a disciplinary hearing.

She says that the agency is mindful of work-life balance and, where possible, will give employees time off in lieu of extra hours logged during exceptionally intense production periods. This, she says, is done to ensure that the team is well-rested and able to give its best. Following a similar line of thought, the agency organises an annual staff retreat to ease into the year.

Khumalo also mentions monthly braais for morale, yearly wellness days that promote holistic health through relaxation, diet and movement hacks, as well as group life and disability cover offered to all employees, which she says touches on mental health.

Together with other senior female members of Collective ID, she arranges informal networking and learning events for women in the agency and broader industry, creating a space where people can share experiences, discuss difficulties and find inspiration. “For me, that speaks a lot to mental health,” she says. “As women, we face so many issues in the workplace; it’s so nice to hear that you are not in it alone.”

Since the agency is small, they are able to understand each employee’s individual situation, says Khumalo. “And we help a lot,” she says, sharing a story of how the company arranged support for an employee who was struggling to juggle family and work responsibilities. “When people are happy, it makes it easier for us, because then we work as a team,” she says. “If things aren’t okay at home, nothing is okay – you can’t expect somebody to be okay at work.”

Tarryn Pickup & Rika Nell

Joe Public United marketing manager & talent director (respectively)

To encourage general workplace wellbeing, employees at Joe Public United have access to a number of “people development offerings”, according to Tarryn Pickup and Rika Nell. These include strengths and career-coaching, systems workshops, which aid in the resolution of conflict and misunderstandings, and skills development. Staff may also make use of counselling through ICAS, as well as private hypnotherapy sessions.

The two emphasise how the agency takes issues of harassment very seriously; it is simply not tolerated and is investigated in its fullest capacity, they say. HR deals with any complaints of harassment or bullying as needed, and also introduces talks and workshops when required. A culture of transparency and trust is important and, with that in mind, Joe Public United works to create an environment where untoward behaviour is not accepted. The agency believes that the industry as a whole should support mental- and health-wellness facilities and modalities as an investment, because it allows people to grow to their fullest potential.

Bogosi Motshegwa

Thinkerneur founder

Brand consultant and strategist Bogosi Motshegwa believes that macro obstacles to optimal employee wellness include SA’s high unemployment rate and general lack of job security, which may make workers hesitant to complain or ask for anything beyond their paycheck. Other issues include “working crazy hours”, which he feels has become the norm, working on multiple accounts simultaneously (“the industry has made it seem normal for one person to be responsible for half an agency’s clients”), and unhealthy competition within agencies.

It is also his opinion that, despite reforms in adland, compensation – and opportunities – may not always be as equitable as they could be across races and genders. “The stresses that cause lack of, or limited, mental and physical wellness, are not distributed equally,” he says, with, he suspects, women and people of colour bearing the bulk of the load. “The truth is, we aren’t as progressive as we’d like to think. Name me 10 ad agencies that are female-run – not just female run but black-female-run. These would need to be multinationals, not companies started by those women. I’ll wait.”

Ways to improve the situation, suggests Motshegwa, include greater respect for employees at all levels and fair pay: “People don’t want bean bags and alcohol every Friday; people want to get paid.”

Claire Cobbledick

Gumtree South Africa general manager

An industry veteran and former MD of Jupiter Cape Town, Claire Cobbledick sees three main impediments to employee wellbeing. “I think there’s a structural creative-industry problem around billing and costing of services,” she says, suggesting that it often turns agencies into “sweatshops”, with underpaid young people put into positions of weighty responsibility. “I think that has to do with how agencies negotiate their relationships with their clients. It’s an industry that somehow ended up being founded on the principle that you can get cheap labour – and I think that is a really big problem, and it impacts heavily on employee wellness.”

The second issue, she says, is that agencies sometimes mistake what they understand as an open, creative environment for one in which harassment and other issues can’t occur. “[The idea that] ‘everything goes’ can actually, in some ways, be threatening and almost lawless,” she says. Agencies may think that having rules means clamping down on creativity, she says, but this is simply not the case.

A related area for improvement involves respect for diversity. “Agencies are not always extremely diverse places,” says Cobbledick. “What’s permissible is often as defined by a particular kind of person, and I don’t know that this is always recognised. What is acceptable behaviour needs to be considered from many different points of view.” As examples, she mentions practices of drinking at work, or having explicit sexual discussions, both of which she found to be common in her career in adland but which would not be considered appropriate universally.

None of this is the result of bad intention, however, she reckons, while proposing increased consideration, reflection and awareness as possible solutions. Agencies need to proactively think about the environment that they want to build, she says, rather than simply stating that they want to be a free, creative space.

Gary Willmott

Hi5 Technologies CEO

Gary Willmott, who heads up digital staff engagement platform Hi5, offers some general, perhaps surprising, insights based on research his company has conducted across a wide range of industries in SA. “In the creative industries, professional growth and meaningful work are coming up as more important [to employee happiness] than remuneration or providing customers with excellent service,” he says.

His research also suggests that most local advertising and marketing employees want to – and feel they are able to – learn as part of their role, and that frequent feedback and recognition are important part sof their professional growth and satisfaction. Oh, and millennials still don’t feel like they are being heard, he says.

Andy Wright

Never Not Creative creator

When it comes to best practice, agency leaders should “focus on fixing the issues with their business that cause poor mental health,” says Andy Wright, creator of the organisation which, together with UnLtd and Everymind, undertook a groundbreaking study into the mental health and wellbeing of the media, marketing and creative industry in Australia in 2018. This means looking at how the business and its expectations have been designed, he says, as well as how things get done.

Wright suggests that employees be given the freedom to design their own roles, with older leaders letting go of the assumption that their way of going about things is always best. He also emphasises the importance of setting boundaries and saying no. “Creative industry stereotypes still exist: clients say jump; we go how high?” he quips. “A request comes in at five o’clock on a Friday, and suddenly you’re working the weekend; those types of things put pressure on people.”

While employee-assistance programmes and projects to create a fun, creative atmosphere at work may be helpful in fostering staff wellbeing, Wright echoes Blue Moon’s Caldeira in cautioning against an overreliance on them. “What we have to do is focus on the thing which is the biggest contributor, which is the role itself,” he says. “It’s not whether you’ve got nice things around the office and free lunch and that kind of stuff; what are the things in your role that are causing poor mental health? All the other stuff is like using 5% of your day to fix the other 95%.”

Trying to initiate conversations about depression, anxiety and other mental health challenges may be awkward, says Wright, particularly where there is an age and/or gender difference between the speaker and listener. Instead, encourage conversations about job satisfaction, which can shine a light on many of the same issues, sans the feelings of discomfort, he suggests.

We would like to hear your story and use our platform to create change in our industry. Please email us at ourstories@marklives.com

See also

The opinions expressed by the people interviewed do not necessarily reflect those of the author or MarkLives.

 

Carey FinnCarey Finn (@carey_finn) is a writer and editor with a decade and a half of industry experience, having covered everything from ethical sushi in Japan to the technicalities of roofing, agriculture, medical stuff and more. She’s also taught English and journalism, and dabbled in various other communications ventures along the way, including risk reporting. She is a contributing writer to MarkLives.com.

This year, MarkLives is shining a #SPOTLIGHT on health and wellness in the ad and marketing industries. We would like to hear your story and use our platform to create change in our industry, so please email us at ourstories at marklives dot com.

— One subscription form, three newsletters: sign up now for the MarkLives newsletter, including Ramify headlines; The Interlocker, our new monthly comms-focused mailer; and Brands & Branding, launching soon!

#AgencyFocus: andPeople wants you to get the youth market

by Sabrina Forbes. Youth engagement agency, andPeople, was born out of frustration when co-founder, Michael Leslie, found himself disenamoured by the youth marketing work done by South Africa’s big agencies. “While the agencies were really good at what they were doing, what they were doing wasn’t relevant to the audience,” he says. “I had concerns about whether advertising was actually the best way to connect with this audience.”

First-hand experience

With a career that started first with Levi’s and then Red Bull, Leslie got first-hand experience in what it was like being a youth-focused marketer, although he’ll admit he was an unusual one and too creative for his own good. His frustration was towards no specific agency but rather the industry as a whole, which he felt were lacking an understanding and connection to the youth and what they find relevant.

“I felt like there needed to be a different kind of agency,” he says. “We wanted to be the antithesis of a traditional agency and believed that there is a need for a category within our industry that is consumer-first. And, when it comes to young people, we continue to believe that.”

Another frustration that was the catalyst to Leslie starting his own agency was how much attention has been given to other parts of our industry but not the youth space. You can’t work in the digital space unless you’re in that space daily, and exposed to all the nuances and continuous changes in order to keep up. He believes we don’t pay that same respect to youth culture, even though it  evolves and morphs just as quickly as the digital world in terms of attitudes, behaviours, trends, and languages. And so, again, he mentions how often the people who create communications focused at the youth don’t work in that space every day, and so often “just don’t get it”. “Our thesis is simple. If you want to connect with the youth in a meaningful way, you first have to understand them intimately,” he says.

Leslie (then 31), along with co-founder Ricky Lee Gordon (now a well-known street artist), launched andPeople eight years ago. Neither had ever run an agency before and lessons were quickly learnt but successes were quick to come by, too. Within the first two months, the agency had picked up Red Bull Mobile, Levi’s, Adidas, and RVCA as retainer clients. Gordon left the agency after 10 short months and that was when Leslie began having conversations with then London-based ad-man and old friend, Duncan MacLennan. MacLennan joined the agency shortly afterwards, bringing with him more than a decade of experience working with some of the world’s most-established brands.

Passionate about staying small

The leadership at andPeople is passionate about staying small and has no plans to be the biggest, only the best. It focuses on doing meaningful work that creates value for young people, while partnering with brands to deliver it to market. By doing so, it believes it’s able to build its clients’ brands in a sustainable way.

“Sustainability is the key. Instead of slapping a logo onto something to capitalise on an opportunity, it’s actually saying and asking what role does the brand have in this space? And what assets and leverage can we use to add value to it beyond just a paycheck?” says Leslie. andPeople runs a decentralised model, working with best-in-class partners around the country to deliver the best possible solution to each project.

According to Leslie, its strength lies in translating the brand problem through solutions or audiences that are most appropriate: “We don’t do advertising but we have done advertising. We don’t like to do it as a single aspect; we prefer when it’s supporting a broader programme. We’ve done everything from build[ing] furniture to design[ing] and manag[ing] spaces to mobile apps and every form of content you can imagine, from magazines to films. For a small agency, we’re able to do a lot of different things,” he says, adding that this is possible because of structure and how the agency is able to understand what the problem is, leverage what the brand wants to do to solve it, and add value to the audience.

MacLennan refers to ‘intelligence’ when asked what he believes the agency’s core USP is. A combination of market, business, and culture is where they unlock whatever the potential solution would be. andPeople’s steadfast dedication to understanding youth culture, and its many ebbs and flows, has, in the agency’s opinion, made its partners look to it as thought leaders in the space.

Bringing clients closer to audiences

andPeople Jose Cuervo collage
Jose Cuervo

“We work very hard at bringing our clients closer to who their audience is. A large portion of our client base is based in Cape Town; a large proportion of their marketing function is suburban whites; their target audience or their commercial prize is emerging black middle-class based in Johannesburg. There’s a fundamental issue here. A lot of these people don’t travel; their idea of who they are selling to is very different to the reality,” says MacLennan.

It’s been an ongoing battle to educate clients on what value actually means and every brief that lands is thoroughly questioned. This has meant that briefs for a launch event have turned into music videos, a fashion line, or even a product — far removed from the original.

According to Leslie, his agency’s job is to toe the line between the brand and its people’s understanding of the audience. “We interpret what their problem is and what they’re trying to do, and understand what role they can play in culture. We’re helping them recode the value equation because value today in the lives of young people is not about volume or price. Those days are gone,” he says.

“We ask why a lot and that’s probably one of our best attributes. We don’t often take what we’re given or receive what we learn and take that as the answer. We try to get as far beneath the surface as we can to actually understand,” says MacLennan, adding that there’s a system setup in this industry which is based on commercial gain and, as much as you try to fight that fight, it’s inherently difficult. He recalls moments when the smartest people in the room have agreed that changing an approach was a good idea but then finish with “we’re still not going to do it”.

“Not here to prescribe youth culture”

andPeople NTWRK AREA3 collage
NTWRK AREA3

“We’re not here to prescribe youth culture or say what it is, which is a mistake a lot of people who don’t work in this space do. We’re here to help translate a role a brand can play by translating what the brand can understand. The reality is that youth defines culture and this is why it is currently evolving. Every generation is evolving that definition,” says Leslie.

Leslie questions the role of marketing and advertising as the industry moves forward and as Africa gets younger and digital advances continue. Trusting a brand to tell you everything about it is well-documented in history but, unfortunately, no longer the case.

As an example, MacLennan mentions Nike spending a couple million dollars in creating an ad to sell a new shoe but then an unboxing YouTube video shot on an iPhone gets twice as many views. According to him, it’s because of what people are interested in. “It begs the question of what is the role of our industry as look forward. We believe the opportunity is brands need to evolve to actually create value for the audience that they’re in business to serve,” he adds.

There’s no avoiding that an agency positioning itself as a South African youth engagement specialist is run by two 30-something white men in Cape Town. Neither Leslie nor MacLennan tries to hide it, understanding that their age and demographics comes with its own limits. When asked how they personally understand the culture they’re playing in, both respond without hesitation that it’s intrinsically part of who they are. “We haven’t had this epiphanous thing and [it]s not we’re like ‘trying to do it’. It’s a part of who we are. Our value system is curiosity and understanding people and behaviour. So that appetite for understanding already exists from a consumer/marketing perspective. From a culture perspective, we’ve always been active in this space,” says MacLennan.

Bespoke research unit

andPeople Oakley collage
Oakley

To further fight the age and demographic limits of the duo, they have a function in the business called Intelligence: a workstream which involves a bespoke research unit that is continually looking at culture and what is happening. They have also built a solid external network they interact with often and, with a lot of travel between the two, have found success in actually speaking to people and listening to what they have to say.

“This is what we do; we actually don’t do anything else. Our single-minded focus is what makes two late 30-year-old white people not all created equal. The reality is that somebody sitting in an agency that is not specialising or looking at this every single day is not going to have the same respect for it as we would, as well as the same basic principle of recognising that we don’t know,” says Leslie.

For the duo, the burgeoning youth population is an opportunity for not only lifestyle brands but also automotive, retail and financial, to name a few. But there is a still a lot of work brands and agencies need to do in order to understand, at a deep level, the nuances of the audience they are there to serve. “There is so much surface level insight around us. Driving through Johannesburg is like driving through a terrible magazine,” adds MacLennan.

Playing the role of translator between brands and the youth, andPeople believes and continuously works towards pushing the boundaries when it comes to adding value. By creating more value than you capture, brands of all types and sizes may benefit from the opportunities the youth market is making more readily available. But it’s not just up to them. It’s a collective journey and both Leslie and MacKennan believe that, although the public sector may not be the driving force behind change right now, there’s an important role the private sector can and should play in creating value for our youth. They are, for all intents and purposes, our future.

andPeople logo
andpeople.com

  • Office locations: Cape Town, South Africa & Sydney, Australia
  • Revenue band: R30–40m
  • Staff count: 14
  • Key clients: Adidas Group, Levi’s, Edward Snell Group, Vida e Caffé, Glenfiddich, Jose Cuervo, Netflix, Spotify, Bacardi, RayBan, Oakley
  • Services: Youth engagement

 

Sabrina Forbes“#Agency/BrandFocus” is an ongoing weekly series updating the market on ad agency performance, including business performance, innovation, initiatives, the work, awards and people.

Sabrina Forbes (IG) is an experienced writer covering the food, health, lifestyle, beverage, marketing and media industries. She runs her own full-stack web/app development and digital-first content creation company. For more, go to moonwrench.com. She is a contributing writer to MarkLives.com.

— One subscription form, three newsletters: sign up now for the MarkLives newsletter, including Ramify headlines; The Interlocker, our new monthly comms-focused mailer; and Brands & Branding, launching soon!

Top 5 global issues among ad self-regulatory bodies

by Gail Schimmel (@GailSchimmel) In April 2019, on behalf of the Advertising Regulatory Board (ARB) of South Africa, I attended the annual meeting of the International Council for Ad Self-Regulation (ICAS) and the bi-annual meeting of the European Advertising Standards Alliance (EASA), which sees advertising self-regulatory bodies from all over the world come together for an information-sharing, jam-packed three days in Paris, France.

But how does one sum up three intense days of meetings, in a beautiful city, where one witnessed one of the most-terrible fires the city has seen?

Regulation of digital platforms

A hot topic of the conference was, of course, the regulation of digital platforms — and speakers from both Facebook and Google took part on the conference. The Coalition for Better Ads was discussed, and the use of big data to synthesise what consumers like and don’t like in their advertising experiences online.

The challenge for the coming year is to measure whether this is, in fact, resulting in consumers having a less-frustrating experience of online advertising — as a frustrated consumer will, of course, only result in brand damage. What came out of this topic, and the conference as a whole, was the very important basic principle that self-regulation is there to ensure that consumers have trust n advertising. In this context, brands need to think carefully about unregulated issues (at least in SA), such as online bombardment with the same advertisement, and whether this ultimately lends value to their brand or their industry.

Global concerns

One of the most-interesting sessions on the first day is always the “tour de table”, and seeing what issues emerge as global concerns; this year, the top five issues that emerged globally are:

  • High fat, salt and sugar food (HFSS) advertising
  • Advertising to children (which intersects with HFSS advertising)
  • Online gambling
  • Alcohol
  • Health products

Except for gambling, these are all issues that have been flagged by various stakeholders in SA — and I arrived back to find we are dealing with a controversial online gambling commercial! This was underlined by a presentation by Jeff Greenbaum from GALA, who spoke about global advertising law trends.

Alcohol advertising

A separate session on alcohol advertising gave food for thought, with the following online safeguards identified:

  • Age-affirmation mechanisms (ie can’t get into a site if you are underage)
  • A forward-advice notice (ie don’t pass material on to those who are underage)
  • A responsible-drinking message
  • A transparency statement on official brand feeds
  • Community guidelines and control of user-generated content.

In 2019, the ARB is assisting with the global monitoring of these guidelines.

AI in advertising

Bringing us firmly into the digital age were two sessions about the use of AI in advertising, both as a regulatory tool (with France conducting projects involving gender balance in advertising, legibility of superimposed text, and use of alcohol, all by way of machine-based analysis) and as a creative tool (we were shown a number of exciting new campaigns using AI to target consumers in outdoor digital media).

Influencer marketing

Attention was drawn to the ICC Audiovisual Media Services Directive, which is becoming more and more a cornerstone to advertising regulation in a digital age. I was proud that, in discussion of regulation around influencer marketing regulation, South Africa’s new code, as drafted by the IAB, is on point and in line with international norms. Again, the issue of trust comes to the forefront: bad advertising results in lowered trust, which results in brand damage. The need to support self-regulation becomes clear in this context.

Cross-border complaints

What with living a global world, the self-regulatory organisations are all getting more and more complaints in which the advertiser is based in a different country, and detailed discussions were had around which advertising should be considered by which country. This cross-border complaints mechanism was flagged as a priority project for this year.

I have skimmed the top of the things I learnt, the people I met and the ideas that were sparked — and I look forward to another year of ensuring that SA stays in line with international best practice and is an involved and active member of the international self-regulatory community. This goal was strengthened by the formal welcome given to the ARB as a new member, and the many messages of support and goodwill that we received from International Chamber of Commerce (ICC) representatives and various global self-regulatory organisations.

 

Gail SchimmelGail Schimmel (@GailSchimmel) is an admitted attorney and the CEO of the Advertising Regulatory Board (ARB). She’s also a published novelist.

“Motive” is a by-invitation-only column on MarkLives.com. Contributors are picked by the editors but generally don’t form part of our regular columnist lineup, unless the topic is off-column.

— One subscription form, three newsletters: sign up now for the MarkLives newsletter, including Ramify headlines; The Interlocker, our new monthly comms-focused mailer; and Brands & Branding, launching soon!

Clicks ’n Tricks: Drowning in tone-deaf & saturated marketing

by Charlie Stewart (@CStewart_ZA) Recently, tone-deaf marketing has progressed beyond abject creative.

Barely a day goes by without a brand being accused of being tone-deaf. Sometimes it’s race (no-one will forget H&M’s young black kid in a horrendously labelled hoodie); sometimes it’s gender — while there are countless instances of crass female objectification in advertising, we men also find ourselves on the receiving end of stupefyingly stupid ads. I reserve particular ire for Tiletoria’s billboard on the N1 heading into Cape Town, which proclaims “husbands buying tiles must get a note from their wives”.

Drown ’em in it

But lately, tone-deaf marketing has moved into the era of senseless saturation where we’re exposed to the same jaded messaging for products we have no interest in (or, worse, have already bought).

I can picture stressed marketers brainstorming how to make customers buy their product. “Let’s drown them in it,” they say. “Billboards, TV, radio, print. Oh, and that internet thingy; we can get some reach out of it, can’t we?”

One of advertising’s cardinal rules — and, as an intern, it was drummed into me and doubtless countless other young admen and adwomen — was that you need to flight your creative seven times to incite response. I didn’t give too much thought to it at the time, accepting it as industry best practice.

Disproving the rule of seven

But, after seeing about 700 ads in the past week from an auto company that’s chosen to follow my movements around the internet, I decided to research the rule. And what did I find? Nothing.

Actually, that’s not entirely true. I was exposed to even more car ads flighted in the margins of the websites I visited. Between the increasingly desperate appeals to buy a new set of wheels, I encountered many blogs speaking of the sweetspot of seven but no original attribution to the likes of Wanamaker, Bernbach or Ogilvy.

On my journey, I did stumble on some turgid academic studies. Thankfully, they were pdfs which gave me temporary respite from adland’s excesses. This one, The Shape of Advertising Response Functions Revisited: A Model of Dynamic Probabilistic Thresholds, runs to 11 pages of theory and calculus which kept the auto industry at bay for at least half an hour. Somewhere between the argument as to whether a Single-Regime Concave (“Base”) Model is better than a Single-Regime Parsimonious S-Shaped Model, I deduced that no-one really knows what the ideal advertising frequency is.

Continual saturation

But I do know what it’s not. And that’s continual saturation.

It just smacks of piss-poor advertising. While it would be a gross mis-generalisation to say that adpeople are lazy, it’s clear many are. And the internet’s given them an opportunity to remain fixated on their navels until lunchtime while bragging about the unprecedented levels of reach and awareness they’re generating

The fact is, all too many of them are wasting their clients’ spend. Self-styled Ad Contrarian, Bob Hoffman, has written extensively about fraud in the industry. But, for every clever Armenian intent on fleecing Procter & Gamble out of a few cents, I’d warrant that there are a couple of inept schmucks masquerading as digital marketing experts.

While fraud annoys me, incompetence in advertising really gets my goat — especially when it achieves a double whammy of squandering money and alienating the very people it’s designed to attract.

Frequency capping

In the underworld, to cap someone is to bring a rather abrupt end to their existence. While I’d love to do that to the digital savants looking after this one particular card brand, I don’t really fancy ending up in jail. So, I’d rather point them to Wikipedia’s page on frequency capping.

If they read it, perhaps we’ll see more Bookmark awards handed out for online media in 2020.

 

Charlie StewartCharlie Stewart (@CStewart_ZA) is CEO of Rogerwilco, a multi-award-winning independent digital agency best known for its expertise with Drupal, SEO and content marketing. A Scot by birth, he moved to South Africa in the early 2000s in his quest to support a winning rugby team — a search he’s reluctantly forsaken. Together with Mark Eardley, he co-authored Business to Business Marketing: A Step by Step Guide, (Penguin Random House, 2016) and may be found on LinkedIn. Charlie contributes the monthly “Clicks ‘n Tricks” column, which looks at how brands are using digital channels to engage their customers, to MarkLives.

— One subscription form, three newsletters: sign up now for the MarkLives newsletter, including Ramify headlines; The Interlocker, our new monthly comms-focused mailer; and Brands & Branding, launching soon!

Q5: Adland’s changing landscape with Paula Hulley [interview]

by Carey Finn (@carey_finn) Paula Hulley, Interactive Advertising Bureau of South Africa (IAB SA) CEO, shares her thoughts on what we need to do to meet the future of marketing and advertising, now.

Q5: How do you think consumers’ relationships with digital advertising will evolve in the coming years?
Paula Hulley:
Consumers will expect and demand more transparency [when it comes to] a brand’s intention to engage, including the requirement and use of our data to do so. Consumers will also expect brands, products and services to engage them in a more-meaningful and -relevant way, making it as easy as possible for the consumer to get what they want, when they want it. The trade-off (value exchange — ie I will let you have access to my photo data for access to your free messaging network, or I will let you have access to my geolocation data to serve me relevant restaurants in my area) between these two requirements will be key. The power should ultimately lie in the hands of the consumer through a transparent and a choice-based user experience.

Q5: What differences will we see in social media advertising once the new Advertising Code of Practice Social Media guidelines come into play?
PH:
The main aim of the code, led by the Advertising Regulatory Board in collaboration with IAB SA and consulted on with the industry over the last six months, is to protect the consumer by encouraging brands to exercise ethical constraints on all paid social-media channels. We will see more transparency in this space, as exercised in other media and marketing channels.

Q5: How do you see the monetisation of digital media shifting in the next 5–10 years?
PH:
The Direct Brand Economy* is already creating shifts [regarding] monetisation models in the media and marketing industry, and, as digital further integrates into the centre of our functional lives, our ability to share information and opportunity to increase access to audiences will shift. This, combined with the mobility of digital, allows us to share information in a way that suits the individual’s current context at a given time (voice/audio while on public transport; video while on an iPad on an airplane; USSD while ordering data offline etc). How we create value for the consumer in a transparent and relevant way that makes their lives easier and more meaningful will be the job at hand for a brand to ensure they are the one that a customer chooses to search for, selects on USSD or demands from their voice-assisted automated car. [Join] us at our IAB 2019 Summit [on 30 May 2019] to hear more about the new [now] and transformation in the digital economy.

Q5: We understand you’re passionate about education. What do you think every person in adland could benefit from learning?
PH:
If I had to select one thing that adland can continue to develop, it’s to problem-solve in an open-source, commercially AND creatively driven culture. This requires a transparent and ego-free zone to collaborate with competitors and outside industry experts to create solutions that scale. It involves using our creative thinking process to first define the real problem we need to solve, which often requires a different team and skillset to the team that solves the problem. Mentors in the industry are key to supporting this learning curve. Find a mentor. Be a mentor.

There are some incredible education partners and courses available in South Africa, both off- and online to upskill the vital knowledge required to succeed in our industry — especially as the media and marketing industry further integrates into the digital economy and the daily lives of everyone around us. [Check] out IAB Learning or attend our IAB Insight Sessions each month in partnership with 2U and GetSmarter.

Q5: Let’s flip the above: what do you think everyone outside of adland could benefit from learning, about its workings?
PH:
Creativity and the ability to collaborate are key to having and developing relevant and meaningful problem-solving skills. Our industry’s creative ability to problem-solve in an open source, commercial and creative culture, and management across multiple moving parts and cross-business integration (sales, marketing, product development, data, communication), requires the diversity of skills very much needed in a digital economy — an economy that requires humans to develop a very specific set of skills and way of thinking to stay relevant and employed, alongside developing a thriving economy to live in. As the digital economy expands and global problem-solving is required more and more, all industries can benefit from these skills.

*Hulley notes: Direct brands connect and commercially engage with their customers directly — digital platforms are at the core of both their operations and their communications. They typically create value through low-barrier, capital-flexible, leased or rented supply chains, with value extraction accomplished primarily through these direct relationships — think Glossier, UCook, One Dollar Shave Club bought recently by Unilever.

 

Carey FinnCarey Finn (@carey_finn) is a writer and editor with a decade and a half of industry experience, having covered everything from ethical sushi in Japan to the technicalities of roofing, agriculture, medical stuff and more. She’s also taught English and journalism, and dabbled in various other communications ventures along the way, including risk reporting. As a contributing writer to MarkLives.com, her new regular column “Q5” aims to hone in on strategic insights, analysis and data through punchy interviews with experts in media, marketing and design.

— One subscription form, three newsletters: sign up now for the MarkLives newsletter, including Ramify headlines; The Interlocker, our new monthly comms-focused mailer; and Brands & Branding, launching soon!

Online CPD Courses Psychology Online CPD Courses Marketing analytics software Marketing analytics software for small business Business management software Business accounting software Gearbox repair company Makeup artist