WVU Marketing Communications Today
Are the Teachings of Trout and Ries Relevant in 2019?

Are the Teachings of Trout and Ries Relevant in 2019?

November 16, 2019

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For decades, marketers have considered the wisdom of Al Ries and Jack Trout to be the gospel of positioning.  In their two books, “Positioning: The Battle for Your Mind,” and “Marketing Warfare,” Trout and Ries explained their concept that:

  • Consumers only have space in their brains for a handful of brands in any one category – say fast food, soft drinks, airlines, or athletic shoes.
  • The consensus number-one brand is the “defender.” Their job is to stay on top and never even acknowledge that the lesser brands exist. Example: Coca-Cola
  • The consensus number-two brand is on the “offense.” Their job is to try to knock off number-one with comparisons that make their brand look good. Example: Pepsi and the Pepsi Challenge
  • The next-level brand or brands are called “flankers.” They are not strong enough to take on those top two brands, so they carve out their own position in the marketplace. Example: Seven-up – The Un-Cola. 

But in today’s world of digital disruption, some small, start-up brands have been able to carve out quite a niche for themselves by looking at the same old paradigm and thinking something different.  Whether they find a better way of distribution, cut out the middleman, or find a more defined niche, they are able to turn Trout & Ries on their heads.  Example: Dollar Shave Club.  

When this happens, we’re seeing the top brands go on the defensive instead of being defenders!

About Matthew's guest:

Susan K. Jones, Tenured, full professor of marketing at Ferris State University and the principal of Susan K. Jones & Associates

Lead Instructor, IMC 616 - Direct and Digital Marketing

2011 Alexia Vanides Teaching Award Recipient
Award-winning professor, author, and consultant with expertise in direct and digital marketing.

Jones teaches direct marketing, digital marketing, advertising, social media, content marketing, and business-to-business classes at Ferris State. Her practice focuses on corporate training and seminars in direct and digital marketing, as well as marketing planning, product development and copywriting. Jones began teaching online in early 1998 and has attracted students to her online classes at Ferris State from throughout the United States, as well as South and Central America, Australia, Canada, Mexico, and Europe.

Jones has authored or co-authored more than 30 books, including “Creative Strategy in Direct and Interactive Marketing,” “Business-to-Business Internet Marketing” and “The IMC Handbook: Readings and Cases in Integrated Marketing Communications.” She has been honored by the Direct Marketing Educational Foundation, the Chicago Association of Direct Marketing, the West Michigan American Marketing Association, the John Caples International Awards, Ferris State University and Northwestern University with prestigious awards both as an educator and as a practitioner.

Jones enjoys an active volunteer career. She is the founding president and current treasurer of the Northwestern Club of West Michigan. She was a member of the West Michigan Alumni Admissions Council for Northwestern for 20 years, and she is a past board member of the Northwestern Alumni Association. In 2002, she was elected to Northwestern University’s The Council of One Hundred, an elite group of 100 alumnae who mentor women students and young alumnae of the university. In 2004, she was elected a member of The Council of One Hundred’s executive committee, a position in which she served until 2007. She is a member of the board of Mercantile Bank of West Michigan, the three-year president and long-time board member of the Arts Council of Greater Grand Rapids, a past-president and active sustainer of the Junior League of Grand Rapids, and a graduate of Leadership Grand Rapids. Educated at Northwestern University, Jones holds a Bachelor of Science in advertising and a Master of Science in advertising. 

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WVU Marketing Communications Today is hosted by Matthew Cummings from West Virginia University which is a program on the Funnel Radio Channel

West Virginia University   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

How do you drive integrated marketing communications in large matrixed organizations?

How do you drive integrated marketing communications in large matrixed organizations?

November 10, 2019

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In a small organization, communications and marketing might be the same person or team. As a company grows marketing and advertising might reside under one leader, while communications reside under another leader. Communications might prioritize public policy, issue management, earned media and brand reputation. Marketing and advertising might be focused on brand awareness, sales revenue, customer relationship management, and conquest sales. How do you stay integrated when you’re matrixed differently and reside in different locations?

About Nathan's Guest:

Whitney Drake, Senior Manager of GM Brand & Story Bureau at General Motors

Teaches IMC 610 - Introduction to IMC

Whitney Drake has created compelling activations around some of the world’s largest events, including the Super Bowl, American Idol, SXSW and Warriors in Pink.

Whitney Drake currently manages the story bureau and analytics team within communications at General Motors. Prior to this role, Drake oversaw enterprise-wide customer experience strategy and operations for GM’s Global Social Media Center of Expertise.

Before GM, Drake led digital and social media efforts for several agencies and her clients included Pure Michigan, T-Mobile, Children’s Place, and Budweiser among others. She also worked for Procter & Gamble and Ford Motor Company.

Drake has 20 years of experience counseling clients in public relations, social media, and integrated communications, both inside and outside the automotive industry, and has created unique and compelling activations around some of the world’s largest events, including the Super Bowl, American Idol, SXSW and Warriors in Pink.

She has also shared her insights at notable conferences such as Social Media Marketing World 2016, Oracle Open World and the Incite Customer Care summit.

Drake teaches IMC 610 at West Virginia University and is an adjunct instructor of social media in the department of communication at Wayne State University. She holds a Bachelor of Arts in communication from Michigan State University and a Master of Science in integrated marketing communications from West Virginia University.

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WVU Marketing Communications Today is hosted by Michael Lynch from West Virginia University which is a program on the Funnel Radio Channel

West Virginia University   

How To Write Effective Creative Briefs. And Why It’s Important.

How To Write Effective Creative Briefs. And Why It’s Important.

October 30, 2019

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The Creative Brief is the blueprint of a marketing communications effort. It provides guidance and vision for all the disciplines required to construct a successful integrated campaign—Research, Strategy, Account Management, Creative, Media, Production, PR, Social, Search, and Experiential. Unfortunately, most briefs are poorly crafted, overly long and often ignored. An effective brief, by contrast, inspires collaborative excellence among all involved in the process. In an era when brands bring together multiple agencies to execute an integrated campaign, clear and effective Creative Briefs are more important than ever.

About Michael Lynch's guest:

Jim Copacino is Co-Founder and Chief Creative Officer of Copacino+Fujikado in Seattle He began his career in New York at DDB and Young & Rubicam, before moving west to Chiat/Day Seattle. He subsequently served as Creative Director at Cole & Weber and McCann-Erickson before co-founding Copacino+Fujikado in 1998. C+F has created high-impact campaigns for many regional and national brands including the Seattle Mariners, Holland America Line Cruises, Ste. Michelle Wine Estates, REI, Premera Blue Cross, Visit Seattle, and the Seattle Aquarium. In 2013, C+F was named an Advertising Age Agency of the Year for the Northwest region.

Spanning nearly four decades, Jim’s work has been recognized in every major advertising creative competition, including the Cannes Advertising Festival, The One Show, The Clio Awards, Communication Arts, the New York Art Directors and The OBIE awards. Jim has also received lifetime achievement honors from three different organizations—the American Marketing Association, the American Advertising Federation and Marketing magazine.

A graduate of Ohio University, he currently serves on the Board of Trustees of the Seattle Repertory Theatre and the advisory board of Seattle Children’s Research Institute.

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WVU Marketing Communications Today is hosted by Michael Lynch from West Virginia University which is a program on the Funnel Radio Channel

West Virginia University   <img

Staying Social on Social Media with Really Good Content

Staying Social on Social Media with Really Good Content

October 22, 2019

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You need to market your products or services, so go start a Facebook page, right? It’s quick, it’s easy and more importantly, it’s free. But, it isn’t a good strategy. First, we must take a step back and understand the benefit really good content has in building your brand. Then we can identify new ways to efficiently distributing your content, which yes, will include social media. Social media changes daily. In order to keep up, you must understand which social channel is right for you to cultivate a relationship with your audience. For social media success, it’s quality over quantity. It’s also part of the larger strategy that starts with content.

About Karen's guest: Mary Prevost

Empowering brands and inspiring people to think differently – this is how Mary Prevost has approached her 16 years of work in the public relations industry.
Nurturing meaningful relationships is key to Prevost’s success – from internal executives and colleagues to external target audiences and media. Prevost’s vast experience spans both agency and client-side work and she’s helped clients of all sizes, from Fortune 500 companies to startups and non-profits. Her specialties include both B2B and B2C strategic communication, content marketing, media relations, writing, social media planning and execution, crisis communication, brand development, event planning, and internal communications/team building.

Prevost previously worked as Director of Communications at Cheyenne Regional Medical Center in Cheyenne, WY, and then transitioned into agency work as an Account Supervisor at an agency in downtown Minneapolis. In 2014, Prevost founded MJP Strategic Communications to provide independent public relations consulting services. In 2019, she founded Prevost Partners with her husband to broaden their services.

Prevost graduated with an M.B.A. from Augsburg College (Minneapolis, MN), a B.A. in Mass Communications with emphasis in Public Relations and News Editorial from Colorado Mesa University (Grand Junction, CO) and an A.A.S. in Radio/TV Broadcasting from Central Wyoming College (Riverton, WY).

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WVU Marketing Communications Today is hosted by Karen Freberg from West Virginia University which is a program on the Funnel Radio Channel

West Virginia University   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

The Future of Work in Social Media

The Future of Work in Social Media

October 13, 2019

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The social media industry is constantly changing along with the expectations for work. However, experience is one element to the equation to becoming successful in the workplace and industry, but there are some essential skills, best practices, and tips students and young professionals need to grasp in order to be marketable. Dennis Yu will discuss these new expectations, what are the best practices to market yourself using social media, and the future of work in social media.

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Today's episode of WVU Marketing Communications Today is hosted by Karen Freberg from West Virginia University which is a program on the Funnel Radio Channel

West Virginia University   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

Building crisis readiness into the skillsets of students

Building crisis readiness into the skillsets of students

October 7, 2019

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With the ease in which a negative event can go viral these days, effective crisis management is a valuable skillset that students need to bring into the workforce with them. In this session, Melissa Agnes, a globally recognized and leading expert in crisis management, shares some of her experience in working in the field as well as how she helps professors bring crisis management best practices into their classrooms to help their students build and hone this critical skillset.  Her immensely popular book, Crises Ready is available where fine book sold.

CRISIS READY.

Building an INVINCIBLE Brand in an Uncertain World

The potential risks in modern-day business are greater, more dynamic, and less predictable than ever before. And yet, the greatest exposure does not lie within these risks. Rather, it lies in having a team that is not prepared to anticipate, foresee, or respond to a rising threat, and its impact on your reputation, revenue, and relationships in real-time.

No matter your level of security, due-diligence, or control, the reality is that we live in uncertain times. Organizations are prone to a multitude of risks that can attack from every angle. When your team is crisis ready, your organization is prepared for anything and everything that the modern world can throw at it.

In Crisis Ready, Melissa Agnes draws from her remarkable experience in helping global brands, government organizations, and world leaders prevent and overcome a range of real-world, high-impact crises. She uses this experience to provide your organization with a clear roadmap to implementing a crisis ready culture–and thus building an INVINCIBLE brand.

Crisis Ready is not about crisis management.

Management is what happens after the negative event has occurred. Readiness is what is done to build an INVINCIBLE brand, where negative situations don’t occur—and even if they do, they’re instantly overcome in a way that leads to increased organizational trust, credibility, and goodwill.

No matter the size, type, or industry of your business, Crisis Ready will provide your team with the insight into how to be perfectly prepared for anything life throws at you. Organizations that are crisis ready are more than just resilient. They’re invincible. Crisis Ready is your roadmap to business invincibility.

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WVU Marketing Communications Today by West Virginia University which is a program on the Funnel Radio Channel

West Virginia University