Relevant zijn was nog nooit zo makkelijk

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Er wordt vaak geschreven dat merken consumenten minder moeten lastigvallen en meer moeten aantrekken. Dit kan door de klant centraal te stellen en meer relevantie te creëren. Het klinkt simpel. Alleen blijkt van woorden naar daden een flinke kluif. Het fenomeen ‘brand utility’ biedt nieuwe mogelijkheden en geniet daardoor van een groeiende populariteit. Ingmar de Lange en Jeroen de Bakker lichten in dit artikel toe wat een ‘brand utility’ is, order geven voorbeelden, behandelen “learnings” & de randvoorwaarden en bespreken welke benaderingen er zijn.


Wat is een brand utility?


Een brand utility is smal gezegd een stukje gereedschap dat een merk aanbiedt om zichzelf te promoten, meestal in de vorm van een dienst. Reclamegeld, maar dan anders besteed. Een brand utility onderbouwt de belofte van een merk op een instrumentele wijze.


Uitgangspunt is dus functionaliteit: hoe kun je iets makkelijker maken voor de klant? Nike+ is een bekend voorbeeld. Het houdt bij welke routes je loopt en hoe lang je daarover doet. Die informatie kun je delen, waardoor anderen nieuwe routes ontdekken. Ook kun je online de competitie aangaan met mensen die de route ook rennen of dezelfde afstand lopen op een andere plek. Op een ander vlak: Charmin verkoopt toiletpapier. Het heeft een iPhone applicatie waarmee je ziet welke openbare toiletten in de buurt zijn, hoe deze gewaardeerd worden en welke open is.


De rode lijn: marketingcommunicatie verschuift van promotie naar dienstverlening. Dat is niet nieuw. Klassiekers zijn de Michelin Guide en het Guinness Book Of Records. Wat verschilt is de grote mate waarin dit gebeurt. Een belangrijke reden hiervoor is dat een dienst online vrijwel kosteloos is te reproduceren. Een service is daardoor bijna net zo massaal aan te bieden, als een traditionele reclameboodschap. Daarom: relevant zijn was nog nooit zo makkelijk. Mobiel internet is hierbij een grote aanjager, met de iPhone voorop. Het wordt voor merken makkelijker aanwezig te zijn in het dagelijks leven van consumenten: ze zijn nu 24 uur per dag één druk op de knop verwijderd van de klant. Echter, dit werkt alleen als mensen op die knop drukken. En dat doen ze pas als ze er iets aan hebben. Merken worden dus extra gemotiveerd relevantie toe te voegen door hun promotie ‘dienstbaar te maken’.


Dat klinkt vaak moeilijker dan het is. Een studie van diverse cases leert dat van vrijwel elke reclamebelofte een service is te maken. Neem ‘altijd de goedkoopste’: een typische reclameboodschap, meestal met een wat opdringerig karakter. Maar ook daar is een dienst mogelijk: supermarktketen Tesco heeft een online prijszoeker. Typ Twix in en je ziet hoeveel de reep bij Tesco kost en bij de concurrent, ook als die elders goedkoper is. Kortom, een brand utility brengt een propositie tot leven. Het beste voorbeeld is de iPhone-app van Obama. Aanhangers konden de presidentskandidaat volgen en speeches van hem direct bekijken. En, cruciaal, het was simpel andere mensen te betrekken, waardoor er een olievlek ontstond.


Waarde toevoegen met brand utilities


In het bovenstaande voorbeeld maakt Nike sporten daadwerkelijk leuker, in plaats van ‘slechts’ te inspireren. Net als Fiat ecoDrive: een handig instrument dat je rijgedrag analyseert en tips geeft om zuiniger te rijden. Fiat claimt betere prestaties en voegt woord bij daad. Dus: deze brand-utilities versterken de USP’s van de beide merken en worden een onderdeel van het business-model. Adverteren wordt daarmee innoveren, een investering in de toegevoegde waarde van het merk.


Joseph Pine zegt dat je voor een goede ervaring geld moet kunnen vragen. Dat geldt ook voor een brand utility. Als mensen niet bereid zijn ervoor te betalen, is er kennelijk te weinig toegevoegde waarde. Dat betekent niet dat geld vragen hoeft. Het is allereerst een goede controle om te kijken of een concept relevant is. Maar geld wordt vaker daadwerkelijk gevraagd. Neem iFood van Kraft. Deze applicatie heeft meer dan 70.000 recepten en laat via video zien hoe ze te bereiden. Handig als je in de supermarkt staat. Hij is te koop voor $0,99. Ofwel, een promotie die een deel van de investering terugverdient. En dat is natuurlijk altijd welkom.


Er zijn hierbij verschillende verdienmodellen mogelijk. Bijvoorbeeld een abonnementstructuur, krijg 1.000 recepten gratis, de rest maandelijks tegen een kleine vergoeding. Kijk naar de game-industrie: spellen worden vaker gratis aangeboden. De gebruiker krijgt het eerste level, voor de rest wordt betaald. Amazon verdient op een andere wijze: in een boekenwinkel kun je met je telefoon zien of het boek bij Amazon goedkoper is. En Apple biedt met iTunes Genius een handige dienst: je selecteert een nummer uit je muziekcollectie en je krijgt een playlist van bijbehorende muziek. Handig, ook voor Apple. Het kent je muzieksmaak en kan zo betere aanbiedingen doen.


Wat leert het ons?


Zet succesvolle brand-utilities op een rij en een aantal dingen vallen op. De centrale les: merken gaan faciliteren. Het gaat niet meer om een abstracte emotionele belofte. De scherprechter is de instrumentele bruikbaarheid: hoe maakt het merk iets makkelijk voor mij? Merken moeten daarmee durven de ‘Lifestyle en Emotie’-benadering los te laten en functionele activiteiten te ontplooien. Deze hebben weliswaar een smallere insteek. Maar dat wordt ruimschoots gecompenseerd door hun praktische, terugkerende relevantie. Dat betekent niet dat de merkervaring alleen maar functioneel is. Of dat deze saai is. De emotie ontstaat namelijk tijdens het gebruik. Net zoals Skype een functionele propositie heeft – goedkoper bellen – maar de resulterende ervaring emotioneel is. Bijvoorbeeld een lang gesprek met een geliefde op een ver continent. Kortom: een merk biedt iets relevant, de consument doet er vervolgens iets bijzonders mee.


Verder: merken moeten denken als ondernemers. Vind de vraag en speel er op een relevante wijze op in. Zie ook Zonneradar.nl van Wieckse. Dat kwam met een antwoord op het succesvolle Buienradar, iets wat normaliter een slimme ondernemer doet. Deze ondernemende insteek vraagt om een doen-en-aanpassen-aanpak. Campagnes worden vooraf fijngeslepen. Maar nieuwe diensten moeten gewoon in de markt worden gezet. En daarna stapsgewijs worden aangepast. Het gaat niet om de vraag of het 85% of 100% is. Maar of een significante sprong wordt gemaakt door iets relevants te bieden dat er nog niet was. Kijk wederom naar Nike+. Dat is jaren geleden vrij klein in de markt gezet. Daarna zijn diverse aanpassingen gemaakt. En vervolgens is het concept op een organische wijze gegroeid. Pas later, toen alles stond, is er de massamediale campagne Man versus Women omheen gebouwd.


Ook interessant: voor traditionele marketingmethoden zijn vrijwel alle thema’s geclaimd. Het onderscheid zit in de nuances. Maar de brand utility zorgt ervoor dat algemene thema’s weer geclaimd kunnen worden, omdat het nog een onontgonnen terrein is. Wieckse kan met Zonnerader ineens iets breed als van de zon genieten op terrassen claimen. Nike kan makkelijker het hardloopdomein grijpen. Dit komt omdat dergelijke thema’s vooral voor emotionele associaties zijn gebruikt, terwijl ze nu vertaald kunnen worden naar bruikbare instrumenten. En dat is grotendeels een onontgonnen domein.


Daarmee ligt een gevaar op de loer. Branchevreemde partijen kunnen thema’s wegkapen. Een voorbeeld is het Amerikaanse MidCentury Software. Dat heeft een mobiele brand utility waarmee je makkelijk boodschappenlijstjes maakt en prijzen vergelijkt. De dienst is nog basaal. Maar hij verdient aandacht: in potentie claimt een softwareontwikkelaar daarmee het winkeldomein. En gaat hij direct de concurrentie aan met een soortgelijke dienst van Wal Mart. De buitenstaander hoeft hierbij niet perse te verliezen, kijk naar de opkomst van het Internet. Nieuwe initiatieven als Nu.nl en Bol.com waren de traditionele partijen te slim af.


Wat zijn randvoorwaarden?


De cruciale vraag is daarmee: hoe doe je het en waarop moet je letten? Allereerst is belangrijk dat een brand utility niet richt op een demografische gebruikersgroep, maar op consumenten die een bepaalde behoefte of interesse hebben. Demografie is dus iets anders dan je richten op mensen die hardlopen of -bijvoorbeeld- van de zon willen genieten. Een goed uitgangspunt is een activiteit: neem niet een groep mensen als uitgangspunt, maar wat zij doen: winkelen, sporten of koken. De volgende vraag volgt logischerwijs: maakt een brand utility dit dan makkelijker? Met de IKEA Home Planner kun je je eigen huis inrichten in 3D. Dit gaat beter dan met pen en papier. Maar het gevaar ligt op de loer om geinige ‘tools’ te ontwikkelen, zonder daadwerkelijke relevantie.


Dat is ook de belangrijkste angel van het fenomeen. Veel initiatieven, ook die hier beschreven worden, hebben een slimme aanname en een groot potentieel nut. In de praktijk werken ze echter niet altijd vlekkeloos. Ofwel, veel concepten zitten nog in de beta-fase en het vakgebied is nog volop in ontwikkeling. Neem HP. Dat heeft een brand utility dat je herinnert je computer uit te zetten, omdat daarmee wereldwijd veel stroom kan worden bespaart. Een sympathieke gedachte. Maar het gevaar van de pratende paperclip van Windows ’95 ligt op de loer: een hulpje dat irriteert. Een stapje lastiger: is de dienst structureel relevant? Een goed voorbeeld hiervan zijn de HP’s Online classes. Daar leer je hoe met computers om te gaan, geheel gratis. Doordat het niet alleen om HP-producten gaat, er zijn bijvoorbeeld ook Windows-cursussen, is het een dienst die tientallen jaren door kan gaan. En deze kan gelaagd zijn: een basale cursus voor niets, een intensieve cursus tegen betaling.


En past de brand utility bij de consumptiecontext? Bij een reclamecampagne kan een merk een relatief breed scala aan thema’s claimen, zolang de achterliggende associaties maar resoneren met de merkwaarden. Maar als het merk een nieuwe dienst initieert, moet de consument de praktische link direct snappen. Anders gebruikt die ‘m simpelweg niet. Ofwel, doordat de toeschouwer een gebruiker wordt, gaat de benodigde betrokkenheid omhoog. Dit stelt hogere eisen gesteld aan de link tussen het merk en de activiteit.


Een goed voorbeeld is de verzekeraar Nationwide. Dat heeft een passende toepassing gemaakt voor als je een ongeval hebt: de centrale weet automatisch waar je je bevindt, je kunt een foto van de situatie doorsturen en gelijk sleephulp bestellen. Een ander voorbeeld is de ING Wegwijzer: een applicatie waarmee je ziet waar het dichtsbijzijnde pinapparaat is. Ofwel, een brand utility gaat om dagelijksheid. Delta Airlines laat je inchecken via je mobiel. Niet baanbrekend, wel handig. Zipcar – de Amerikaanse Greenwheels – heeft een nieuwe dienst waarmee je ziet welke huurauto in de buurt is, je kunt deze gelijk reserveren. Leuk detail: als je de auto nadert, toetert deze. Het is belangrijk dat een brand utility behalve nuttig, ook verrassend is. Dit vergroot de kans dat deze gebruikt wordt. Zie de Domino’s Pizza Tracker: volg wanneer je pizza wordt bereid, in de oven ligt en wordt bezorgd. Deze dienst werd een populaire viral, omdat velen het wilden proberen.


Welke benaderingen zijn er?


Niet bij ieder merk past eenzelfde soort brand utility. Het model van Rossiter & Percy is hierbij een handig hulpmiddel. Het model maakt onderscheid tussen proposities met een hoge en lage betrokkenheid. Hiervan is een positieve en negatieve variant.


Kwadrant 1 – Makkelijker maken In het eerste kwadrant zit toiletpapier: producten waarmee je weinig hebt. Je wilt er zo min mogelijk mee bezig zijn. Als dit teveel tijd kost, word je geïrriteerd. Bijvoorbeeld als je lang moet wachten voor een openbaar toilet. Een brand utility kan je helpen door dit makkelijker te maken, zoals Charmin doet.


Kwadrant 2 – Eenvoudiger maken Verzekeringen zijn producten waarmee je niet bezig wilt zijn. Maar je vindt ze wel belangrijk. Dit leidt vaak tot frustratie. Bijvoorbeeld omdat de procedures te complex zijn en je er slapeloze nachten van hebt. Een uitdaging voor een brand utility is om deze situaties eenvoudiger te maken. Hierbij past het voorbeeld van Nationwide: bij schade kun je alles in één keer regelen. Belangrijk: makkelijk en eenvoudig zijn niet hetzelfde. Complexe materie simpel maken, is ingewikkelder dan iets vervelends makkelijker te maken.


Kwadrant 3 – Leuker maken Bier is leuk, maar heeft een relatief lage betrokkenheid. Het gaat om lol. Een brand utility kan een ervaring leuker maken. Hier zit Wiekses Zonneradar: je zit vaker op een zonnig terras, waardoor bier drinken leuker wordt.


Kwadrant 4 – Stimuleren In het laatste kwadrant zit sport. Iets leuks, waar een hoge betrokkenheid bij gepaard gaat. Aspiratie is belangrijk: je wilt bijvoorbeeld beter kunnen hardlopen. Een brand utility kan je stimuleren. Nike+ helpt je een betere hardloper te worden.


Kortom: kijk eerst in welke hoek je product zit. Dan is het makkelijker te bepalen welke ambitie je merkactiviteit moet hebben.


Hoe morgen aan de slag?


Veel van de beschreven diensten stellen andere eisen dan een communicatiecampagne. Ze passen daarmee meer onder het kopje innovatie dan communicatie. Bij innovatie is het idee belangrijk, maar de executie nog meer. Bureaus zijn daarmee niet alleen ‘de creatief’, maar worden bovenal ook ‘de regisseur’. De grote uitdaging is om het concept uitgevoerd te krijgen. Belangrijk is daarmee dat een idee snel concreet wordt. Bouw daarom zo snel mogelijk een testbaar prototype. Woorden zijn multi-interpretabel. Iets wat voor je neus staat is eenduidig.


Onthoud de 1111-regel van durfinvesteerders. 1 punt voor het idee, 10 punten voor het uitgewerkte concept, 100 punten voor businesscase en 1.000 punten voor werkende demo. Want pas bij 1.111 punten heeft een concept voor een brand utility pas echt waarde. Ofwel, bij iedere concretisering neemt de waarde van het concept exponentieel toen. En begin klein. Bureaus zijn geneigd om grote concepten in de markt te zetten. Dit werkt bij een proces dat in grote mate standaardiseerbaar is, zoals een reclamecampagne. Bij de ontwikkeling van een nieuwe dienst is het aantal mogelijkheden divers en daarmee ook de valkuilen. Essentieel is daarom vallen en opstaan. Dit kan bij kleine projecten die onder de radar zitten. Niet bij grote geldverslinders die de aandacht van de directie hebben.


Dat betekent natuurlijk niet dat het concept klein moet blijven. Terug naar het eerder genoemde fijnslijpen: een campagne verfijn je voor de lancering achter de schermen. Een brand utility kan je past echt scherp maken ‘in het veld’. Daarna kan je hem zo groot maken als je wilt.


Wat er voor de reclamewereld verandert


Om een relevante brand utility te ontwikkelen is er meer nodig dan alleen een idee. Denk hierbij aan kennis van hoe een concept precies gaat werken -zowel functioneel als technologisch- en hoe een brand utility succesvol kan worden gelanceerd. Reclamebureaus die met deze nieuwe ontwikkeling in marketing aan de slag gaan, worden dus uitgedaagd om naast ‘de creatief’ ook ‘de regisseur’ te worden van complexe projecten. Het ontwikkelingen van een brand utility is immers iets totaal anders dan maken van een communicatiecampagne.




NIBAA Institute

Dit is NIBAA Institute


NIBAA is een opleidingsinstituut gericht op brand management en merkstrategie en gevestigd te Utrecht. NIBAA leidt managers en executives op via diverse korte en langere merkopleidingen. NIBAA werkt met ervaren professionals, hoogleraren en vakdocenten.




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