
Top stories






More news








Marketing & Media
Chicken Licken bravely debones a rare phobia with their latest campaign
Joe Public 2 days






Construction & Engineering
US shuts down massive Lesotho development project


On Tuesday, 10 October 2017, Spark Media held the Cape Town version of its Mental Availability breakfast talk at the River Club, ending off the talk's road show across SA.
Attendees were treated to a full English breakfast while Gill Randall, joint CEO of Spark Media, explained that they’ve been Ehrenberg-Bass Institute (EBI) members for the last 15 years.
She then introduced Dr Justin Cohen of Australia’s EBI for Marketing Science. It’s the world's largest centre for research into marketing, with over 50 professors that use old-fashioned science and advanced techniques to look at what people do rather than what they say they do. It's evidence of what actually happens in the real world and provides a framework for really effective marketing. The Institute is named after two world-famous (now deceased) marketing academics, Andrew Ehrenberg – known for the Ehrenberg law of buying frequencies and Frank Bass – known for the Bass Diffusion Model.
Cohen began by explaining that the EBI is focused on generating new insights into marketing. With clients like Airbnb and Uber, their work is aimed at establishing benchmarks through evidence-based marketing and helping brands grow through both science of research and creativity of execution. They search for predictable patterns and implications based on replications across different conditions so that marketers can make smarter decisions when allocating budget. Bruce McColl, recently retired CEO of Mars Inc and now the EBI’s first industry professor explained evidence-based marketing as follows:
If you don’t understand evidence-based marketing principles, then you are probably spending a lot of money on brand activities that don’t workMental availability: what it is and why it matters
Cohen explained that brands largely compete on both mental and physical availability, an often-unexplored aspect of marketing. Cohen says this is because marketing initially grew from economics, psychology and sociology research into relationships and that this lens or way of thinking was transferred to marketing. That’s why why we believe:
It's the propensity of the brand to be noticed in buying situations, the chance that it is thought of or noticed, which is often confused with top-of-mind awareness. Cohen explains:
You can be the fastest sprinter in the world, but if you don't qualify for the Olympics, you can't compete for the gold medal.To understand how this works, Cohen shared the basics of associative network theories of memory, first developed by Aristotle and studied for centuries since. This is the idea that we have concepts or nodes of memory or collections of information, which are linked through associations or cues that go both ways and are used to retrieve those memories. The retrieval depends on the number and freshness of those links, relative to those of competitors.
This is why people say 'purple' when told the cue 'Cadbury,' but won’t necessarily say ‘Cadbury’ when you give them the cue ‘purple’. Category entry points then are the associations people have that bring them into your brand’s category. So marketers need to understand what evokes memories of their specific brands, based on consumer needs, benefits, and purchase situations. Brands also need to realise that their actual competition is much bigger than that of their direct category competitors – for example, when in need of a quick ‘comfort purchase’ some think of chocolate, others wine and others coffee, so brands need to understand the most salient things that bring people into the category.
Here's how to develop a strategy that gets consumers to notice and recall your brand when making a purchase decision...
Cohen says to do so by turning mental availability knowledge into action, by focusing on the following four principles:
You don't have to change the message in each campaign, but find a new way to say it that still looks like you, like Nando's or Absolut does.
Can the people, you’re paying to reach easily identify your brand from the advertising and recall it when making a purchase decision? If not, your messaging is a waste of money and time and will result in poor mental availability.Cohen says showing a static brand visual or logo for long periods not as effective, nor is merely saying and not showing it, so going for verbal without visual presentation. The big 'branding bang' at the end only isn’t a good idea either, as first-time viewers won’t know to associate your brand with what they see on screen and you may lose their attention.
Cohen says to consider the below ad for the Merc AMG Roadster:
It does well on the media quality aspect, having been screen during the Super Bowl – that’s a huge amount of eyeballs, but also amongst the most expensive TV spots, so requires big return on spend. It’s also a win on creative quality, as it’s engaging and entertaining, but the focus is more on the gag than on building the brand into the ad. On message quality, there’s focus on the pleasurable ride aspect – but is that the most likely reason people purchase the car? The ad doesn’t do well on branding quality throughout, leaving that to the final very well branded five-second bang.
The challenge for any campaign is thus making sure evidence is used to remove ineffective practice and eliminate duds, but Cohen concluded that mental availability isn't everything. How your brand performs on physical availability and how easy you are to buy from can nullify the sale, no matter the mental availability of your brand.
Follow @SparkMediaSA and @EhrenbergBass on Twitter for more on the topic.