We Don't Lie To People. In Fact, People Lie To Us

Advertising people are viewed as liars, only marginally more trustworthy than car salesmen.

But the truth is that we actually don't lie to consumers. In fact, it's the consumers who lie to us.
 
Yes, we probably exaggerate a little. And paint products in their best possible light. But that's just salesmanship - as employed by every industry. We don't lie. In fact there are strict rules against that. Having worked (briefly) in finance and in journalism, I can tell you that advertising is a far more honest business than either of those professions. 

People, on the other hand, do lie to us.

Russell Davies was reminiscing the other day on his blog about "Endless focus groups with company car drivers - constantly lying about why they drove the car they did."

I remember once going to a car research group myself, where they had given the punters some magazines to flick through. From the other side of the one-way glass, I watched a bloke spend several minutes studying a text-heavy ad. Then the moderator asked the group - just to get them talking - whether any of the ads had caught their eye. "No," said the guy I'd watched read every single word.

In research, the punters always say they're not influenced by advertising. That they buy on substance, not on image. And that they'd far prefer a car ad that simply gave them the facts - the car's price, engine size, speed, etc.

And then they go out and buy purely on image.

Hardly surprising, I guess. According to a 2002 study conducted by the University of Massachusetts, 60% of adults can’t have a ten minute conversation without lying at least once.

In business, it could be even higher.

But this is never discussed. Because to accuse someone of lying is a highly aggressive manoeuvre. There's no way back for a relationship after that.

Nevertheless, it goes on. It must do.

So, next time you're pondering something someone has said to you - whether they be a consumer, a client, or a co-worker - don't forget to factor in this extra little possibility into your assessment: they may be lying.
 
Though of course, you yourself don't tell any lies at work. Do you?

Are We Losing The Ability To Say 'No'?

One of the best creative directors I ever worked under, Jeremy Craigen of DDB London, has many different talents. For example, he has a sixth sense about directors, is great with music, and has an acute understanding of brand tone of voice.

But his best skill - his superpower, in fact - is his willingness to say 'no'.

The way advertising works, there is actually a constant pressure on the creative director to say 'yes'. The suits want him to say yes because they want to have work to show, and don't want to call the client to put the meeting back. The traffic people want him to say yes because they want briefs to keep moving through the system; time is money. And of course, the creatives want him to say yes, because they want to get their ideas made.

So the CD is sitting there, looking at the work, while the creatives are looking at him, their eyes pleading in the style of the cat voiced by Antonio Banderas in Puss In Boots. It may be that the work isn't bad. It may be on brief, and rather buyable. Everyone in the room may want him to say yes to it, especially if they feel that the client (not yet in the room) would say yes to if if they were.

But Jeremy would still say no. A lot. Nearly all the time, in fact. He would find things wrong with the work that you had never even considered were a problem until he raised them. He would see potential in every brief, and smoke you out straight away if you were trying to sneak something average through, even on an average brief. And if it was a brief that everyone saw had potential, his office would become a killing field of ideas. He was a First World War machine-gunner, mowing concepts down by the dozen. So any idea that did make it through his defences, had to be superhumanly good.

However, I wonder if he can still do that. For Jeremy always seemed to have time.

There were entire months to come up with a new campaign idea. Weeks on a TV brief. Many days for a print ad. And if it hadn't been cracked in that time, more time seemed to magically appear.

Nowadays, we're all being given less and less time. It's often cited as a factor in why "the work isn't as good as it used to be." We all know that less time compromises production quality, means less time for the creatives to think of ideas, less time for the planners to write great briefs… 

But crucially, it's also eroded the creative director's ability to say 'no'.

The Power Of Negative Thinking

The new Chipotle ad is undeniably awesome.

Yet I wonder how many clients would have rejected it, with the dreaded critique "but you're dramatising the negative."

Quite rightly, clients want us to dramatise the positives about their product.

But what I contend is that if you start from a negative - and the Chipotle ad spends about 85% of its duration in a very dark place - then when you do reach the positive (Chipotle uses only real food) you have a much more powerful ad, because you have taken the viewer on a journey. 

An ad that was 100% positive and focused only on the wonderful fresh food and happy times you can have at Chipotle would probably look something like this:



No journey = flat.

Fear of the negative may partially explain why most ad-breaks depict a smiley, fake world that is barely recognisable as our own. And has doubtful selling power.

The fact is that many of the greatest ads of all time were actually very negative.

Apple's '1984' depicted the nightmare of a world ruled by the conformity of IBM.

Guinness 'Surfer' spends 50% of its timelength on the negative of 'waiting'.

And one of my favourite recent ads, for Devondale Dairy Soft, portrays the comically negative consequences of using hard butter.  

So we're faced with a major bummer, my friends.

I do have one tip though.

The secret training course at which clients are taught to reject ads that 'dramatise the negative' - the same course which has a class on 'maximising logo size' - also has a module on 'the power of the problem/solution ad'.

Problem/solution seems to be acceptable to clients.

Therefore, if you can re-frame your ad that dramatises a negative scenario as a problem/solution ad, you may just be able to sell it. 

Isn't Advertising Like Politics?

Advertising is not a science. In the world of science, we know how things work, and we can predict with some accuracy how they will work in the future.

But despite 150 years of research and discussion, we can't really agree on how advertising works. And despite the best efforts of Millward Brown and the brain-scanning neuromarketers, we can't predict with much accuracy how consumers will respond to it.

So if advertising is not a science, what is it?

I'm going to say politics.

Maybe politics is just top-of-mind due to yesterday's election in Australia, but I do think the commonalities are striking.

Both draw from science - politics draws from economics, and advertising from psychology (of which certain agencies have a more up-to-date understanding than others) - but both fields are riddled with competing theories as to how to go about things, rather than any agreement about what works best.

In their own way, advertising theories are as oppositional as the clashes between socialism and capitalism, or progressives v conservatives.

For example, some argue it is essential that advertising has impact - if you don't 'cut through the clutter', your message won't be heard. But others argue that the brain works mostly by Low Involvement Processing - we process marketing messages at least as much when we are paying little or no attention to them as we do when we consciously take them on board, therefore cut-through is irrelevant.

Should we be trying to rationally persuade, or emotionally engage? Sell product, or build brands? Is the purpose of advertising to show how a product meets someone's needs, or to create a badge-like brand that enables consumers to display their personality or values to others?

No one has 'the answer', and that turns advertising practitioners into politicians - out there trying to persuade clients to vote for their way of doing things, rather than another agency's.

The irony, of course, is that when a client does decide to make a change, they probably wake up the next morning, go into their new agency, and find that things are much the same as they were before... but just with a different set of people in charge.

Should Advertising Be A Force For Good?

Advertising was once considered so unethical, a famous ad-man entitled his autobiography: 'Don't Tell My Mother I Work In Advertising, She Thinks I Play Piano In A Brothel.'

But that could be changing.

Not because advertising or the people within it have changed. We're still the same (creative businesspeople) and our job is still the same (help clients with their communications needs). 

But our clients are changing.

Last week I was writing about how every brand should have a 'purpose', and today it seems many companies are concluding that this purpose should not just be any old purpose but actually 'a higher purpose.'

Again, I don't think companies have suddenly become more moral just for fun. But they've realised that their consumers want them to be.

I went to a presentation on this theme a couple of weeks ago, it was given by Craig Davis, former ECD of Publicis Mojo in Sydney, who is now a speaker and consultant on 'conscious capitalism'. You can see his talk here. I'll probably mess this up, but the idea is along the lines of how every company should be striving to do more than just generate profit. Every company should operate ethically, truthfully, empathetically. A company should genuinely care about its employees, and its customers, and should be actively trying to make the world a better place. 

A great example is TOMS shoes. For every pair of shoes they sell, the company donates a new pair of shoes to a child in the developing world.

But where Craig gets really clever is with an assertion (backed up with data) that the stock prices of companies operating 'conscious capitalism' are outperforming their peers. Presumably because members of the public prefer to buy goods from companies that have a higher purpose over companies that don't.

And that affects us.

Increasingly, as our clients put ethics at the heart of what they do, our work will no longer be about selling products, but about communicating values.

Amir Kassaei, DDB’s global chief creative officer, put it pretty well at Cannes:

"We can’t get away with it any more," he said. "We can’t go on selling bullshit products and fooling people… it is time to start adding real value to people’s lives."

He's right, no?

Is It Time To Retire The Proposition?

If you're anything like me, the first bit of the brief you look at is the 'proposition box.'

And the second question anyone asks you after "what are you working on?" is "what's the proposition?"

Meanwhile, within the agency, everyone endlessly debates 'what the proposition should be' and whether a certain proposition is "interesting" or "crap."

But recently I've started to wonder if the proposition is an out-of-date concept, that might be holding us back.

The proposition derives from Rosser Reeves' USP, which he developed in the 1940s. It tends to lead to what I call 'benefit amplification' communications...e.g. 'light' products that float in the air, 'easy to use' products that allow the consumer to relax in a deck-chair, or 'great value' products that allow the consumer to buy lots of other things with the money they've saved.

Frankly, I think it's old hat. And I bet consumers are getting tired of it too.

The worst sin of the proposition is that it's static, and the second-worst sin is that it's hard to get it to lead to modern, interactive communications.

Nowadays I'm trying to think more in terms of 'brand purpose', aka 'brand philosophy' or 'mission' (if you have a useful distinction or preference between these terms, let me know).

A brand purpose, as defined by Jim Stengel (former chief marketing honcho of P&G) is “the brand’s inspirational reason for being. It explains why the brand exists and the impact it seeks to make in the world."

Examples: Method expresses its purpose as "People against dirty." Google's mission is "To organise the world's information and make it universally accessible and useful."

The advantage of a brand purpose - in my eyes - is that it's far more active than a proposition. It's more interesting, and it has inherent momentum. And you can get consumers to interact with it. Who wants to interact with 'value' or 'time-saving'? So basically, I believe it is more likely to lead to better, more modern work.

Also, it's probably a more powerful selling tool too. “People don’t buy what you do, they buy why you do it,” as Simon Sinek famously said.

The latest Nike TV ad - the best commercial I've seen in the last 3 months - is a great example of a purpose ad. Nike's always had a purpose. It's not a brand built on a proposition such as speed, strength or endurance. It's a brand built on a mission, to inspire athletes.

So that's where I'm at. Propositions are out. Purposes are in. What do you reckon? Who's with me?

Do Analogies Still Work?

 

This ad about 'Marmite Neglect' is great, but it's copped a lot of flak (over 400 complaints so far) because some people apparently think it's disrespectful.  

I find that quite sad. The subject obviously isn't animal neglect at all, it's just an analogy.

But analogies seem to have a bad rap at the moment.

The current mega-trend is 'reality advertising', and analogy-based ads get called addy or contrived.

In fact I think there may be a broader cultural rejection of analogies going on.

If so, the slide began with Swiss Toni. For anyone not familiar, Swiss Toni was a car salesman character in sketch series The Fast Show, who compared every experience in life - whether it was selling a car or preparing a cup of coffee - to "making love to a beautiful woman". Yes, the sketch was primarily skewering a certain type of sleazy middle-aged man. But I feel it also satirised the very concept of analogies.

I don't know if it's just my imagination - but I get the feeling that analogies are no longer considered an impressive form of argument. I'm sure it used to be possible to win an argument - or at least score a big point - with a witty or clever analogy. But I'm finding they don't work that well any more.

Some people think that if they can find an inconsequential aspect of your analogy that doesn't resemble the situation at hand, then they've won - forgetting that 95% of the analogy is still valid, and an argument that is 95% valid (in the 100% non-scientific world of advertising) is actually a pretty good one.

And there are even people who don't seem to accept that analogies create a valid argument at all. For example, I was once arguing that even though the product we were advertising was inherently appealing, we needed to do more than just show the product, we needed to make the ad itself appealing, and I used the analogy that even though dogs find bones inherently appealing, the dog-owner still waves the bone in the air to attract the dog's attention before handing it over. The response I got was "but our product isn't a bone, and the consumer isn't a dog." 

I'm considering dropping analogies from my life entirely. Like someone you got on well with at school, but don't want to be seen with at university.

Will The Next Person To Use The Word 'Storytelling' Please Report For Their Slap

What we do is increasingly being called 'storytelling' but actually I think that definition is completely wrong, and it's really starting to annoy me.

Yes, ads do often have a narrative. This brilliant spot that came out last week, for Devondale Dairy Soft butter, uses many common narrative techniques - it has an 'inciting incident', comedic misunderstanding, and even a twist. Not bad for a film that's only 30 seconds long and also sells a product. But it's still not a story.


 
A story - lest we forget - has a beginning, a middle, and an end.

Ads very rarely conform to this definition. The only one I can think of, off the top of my head, is Chipotle's Back To The Start. (Interestingly, it was also produced by the Hollywood agents CAA rather than an ad agency...)

But I would argue it may actually be a bad thing for an ad to tell a proper story. Reason being that a proper story has a definitive ending. E.g. at the end of Titanic, Jack dies. (Apologies if you're a teenage girl who unaccountably hasn't seen it yet). This is why sequels are nearly always worse than the original - the original story has finished. But brands don't want their story to end. They want it to go on and on.

Another important difference is that a story is about a character (or occasionally a group or community) that undergoes significant change. E.g. at the beginning of The Lion King, Simba is a naive young cub. He then goes through a period of adolescent irresponsibility ("Hakuna matata") before finishing up as the wise and mature leader of his tribe.

So although a brand 'has a character' e.g. it might be fun-loving or stylish, we don't want that character to change, we actually want it to stand for something fixed, so that people know exactly the role it can play in their lives. 

Brands often have an 'origin story' (example - Innocent smoothies "we made smoothies at a festival and put up a sign saying 'should we quit our jobs to make smoothies instead?' and had two big bins marked 'yes' and 'no' for people to vote with their empty bottles"). But this is normally better told through PR rather than advertising. Innocent should stand for naturalness, not entrepreneurialism.

Please note I'm not arguing against interactivity, or what is today being called 'letting consumers be part of the story.' Interactivity is great, but what consumers should be interacting with is not 'a story' but 'a quality of the brand' or 'the brand's point of view'. 

For example, IKEA's fantastic Facebook Showroom app, which allowed people to tag an IKEA item online with their name if they befriended the store's manager, was not about letting consumers be part of a story but rather enabling them to experience a quality of IKEA ('quirky good value').

Yes, the use of the word 'storytelling' is probably just a language issue, and advertising has long been the victim of a succession of stupid buzzwords, but I do worry that incorrect language can lead to a proliferation of wrong behaviour. In our case, a bunch of charlatans jumping out of the woodwork claiming that we all ought to be 'storytellers'.

Or am I getting upset about nothing?

The Onion Unfairly Maligns Us

So The Onion wrote an entertaining story about last week's Omnicom/Publicis deal, headlined 'Merger Of Advertising Giants Brings Together Largest Collection Of People With No Discernible Skills.'

"These two ad behemoths will have the industry’s largest and most formidable talent pool of people called ‘creatives’ who have never created a single thing in their lives," the piece went on.
 
And we were all amused, in a crying-on-the-inside kinda way. 

But I think they got it wrong.
  
Granted, most of The Onion is funnier than nearly all ads are. And there's hardly an ad ever made that deserves a spot on the same stage as the best movies, books, paintings, or TV shows. Though a few surely do.

But the fact is we are playing a game that's of a higher order of difficulty to the game played by comedy writers, novelists or film-makers.

Because not only are we attempting to make our work funny, dramatic, or beautiful... but we must also make it a compelling sales message for a brand.

I'd like to see the folks at The Onion try that. Ain't as easy as it looks, fellas.

I mean, just imagine how terrible certain well-known movies would be if they were also ads for brands.

Actually, no need for you to boot up your imagination. Behold once again my amateur Photoshop skills:

First up, a classic tear-jerker if it also had to act as an ad for Philip Morris products.

Brad Pitt in 90-minute commercial for Spanish fashion chain:

Hey Pixar: let's see your guys write a story that's equally engaging as your normal ones, but you only get 30 seconds, and it has to make people want to visit a particular supermarket chain.

In conclusion, we are not worse than the people in other creative industries. If our product often is, that's because we just have a harder job, do we not?

There's Something About Mazda...

This is going to seem like I have a vendetta against Mazda. Genuinely I don't. But I just can't let their new print ad go unpunished.

I've seen so many briefs over the years where the product is described as "revolutionary"... "a paradigm shift"... or "a real game-changer."

And the example often used is the Fosbury Flop, the 'backwards-over-the-bar' high-jump invented by American athlete Dick Fosbury in 1968, which was a complete departure from the previous 'straddle' technique. 

In fact the Fosbury Flop is such a cliched metaphor for 'revolutionary change', I never thought anyone would be so crass as to actually make an ad out of it.

But Mazda have!

The saddest part of this story is that the Mazda 6 actually seems like a really good car. It's well-built, looks great, and is excellent value for money. But it's no Fosbury Flop, and the comparison is a ludicrous over-claim.

As a creative, when you get the "it's a game-changer" brief, your first task is to get everyone to calm the f*** down, and then hunt for something concrete to talk about. Buried in the copy here, and mentioned in passing in the TV ad, is talk of 'skyactiv technology', which could probably have been the basis for distinctive and believable advertising, but they didn't pursue it.

It also begs the question, now they've wasted the Fosbury Flop metaphor, what are Mazda's ad agency going to do if the company comes out with a vehicle that is genuinely revolutionary?

If anyone from the Mazda design team is reading this, I have come up with a few ideas of my own, that I modestly submit really would 'change the game':

 

Skyactiv technology in action

By the way, as regular readers will know, I'm from a copywriting background, and this is only the second or third time I've ever used Photoshop. How'd I do?

How Do You Go About Writing Something This Bad?

I've always been perplexed by ads like this new global spot for the Mazda 3.

Clearly it's an extremely bad ad, in the sense that it will not perform well by any of the common metrics such as recall, persuasion, or effect on brand perception scores.

But what confuses me is that it is not a bad ad in the sense that it was trying to be good, and failed. It isn't even trying to be good.

Nowadays, thanks to technology, we can make advertising that consumers can interact with. They haven't tried to do that. In the 1960s, Bill Bernbach showed we can make ads that are insightful, engaging, and entertaining. They haven't tried to do that. Pre-Bernbach, there was a belief that a good ad focused on a USP. They haven't tried to do that.

They basically haven't tried to make a good ad at all, they have basically just shot the brochure.

Why?

Are they scared of interactivity? Were they worried that if they tried to be insightful, engaging or entertaining, that would be bad?

Was there even an agency, or did Mazda just lend the car to a production company? 

If there was an agency, did Mazda direct them not to include an idea?

Was there a script? If so, I don't even know how you write a script like that.

But just as an exercise, I'll have a go.

I'm guessing it would go something like this:

We open on a Mazda 3, on a rooftop. A man approaches. He walks around the car. Cut to a shot of the interior. Cut back to an exterior shot of the car; the man touches it. Close-up of his eye. Cut back to interior of the car, the man is now inside. He presses the 'Engine start' button. Cut to a driving shot of the car. Cut to another driving shot of the car. Cut to another driving shot of the car. Cut to an interior shot, the man turns a knob. Cut to the instrument panel - he has selected the Facebook option on the onboard computer. He has received a Facebook message from a friend. Cut to the speedometer. Cut to another driving shot of the car. We see under the car's 'skin'. A super appears, 'Skyactiv technology.' Cut to machinery inside the car. Cut to another driving shot of the car. Another super appears, 'The all-new Mazda 3.' Cut to logo.

So... did someone write this? Did an actual copywriter sit down in front of a computer and type those words?

It's like they're playing a completely different game.

If anyone knows how ads like this get made, please enlighten me.

Ideas By Committee

 

A statue of a committee

It was G.K. Chesterton who said: "I’ve searched all the parks in all the cities and found no statues of committees." Well, he was wrong. Blogger Jennifer Dziura found this one in Ecuador.

I'm reminded of the quote because there's a new ad blogger in town, my friend Julian Watt, ECD at GPY&R Sydney, who is writing some beautiful posts at A Creative Meander.

His most recent piece is a wonderful observation about how everyone on the bus nowadays is "praying to their electronic devices." No one daydreams any more. Julian recommends daydreaming, as an opportunity for ideas to waft in. I am going to attempt this. Despite my current addiction to the fiendish iPhone game known as Candy Crush.

In an earlier post, Julian also pleads that despite the modern proliferation of brainstorms and workshops, we must "keep good respect for that one individual who opened their mouth and said, “What if we did this?!?” That first utterance is what starts everything. And without it, what do you really have?"

Very true.

I'm actually coming around to the idea of workshops. Although an idea can only happen inside the brain of a single individual, and not simultaneously in the minds of a committee, it is definitely fruitful to have other people around at times. They prompt ideas in me. Who knows, maybe I prompt ideas in them.

So, check out Julian's blog. There's a lot of smart thinking there. Not least of which is his decision to give it a title beginning with 'A'. Working to the principle of those plumbers who call their business AAAAA000000011111 Plumbers, he will appear first in many blogrolls.

How's Your Crack Rate?

It's crucial for an agency to have a high crack rate, since 'going again' on a brief effectively means you are doubling your costs. 

One of the many smart initiatives at BBH London is to carefully monitor the agency's crack rate. They realise their best chance of making money is to crack briefs first time - this is also strongly correlated with high levels of client satisfaction. Accounts where it is regularly not happening, can expect an inquiry.

But if you're a creative, the situation is more ambiguous. Superficially, a super-high crack rate may seem great. You will be seen as extremely reliable.

On the other hand, as the old saying goes... if you're not failing occasionally, you're not trying hard enough. The only thing that will give you a long-term career, as a creative, is occasionally doing great work. And great work is hard to sell. So a 100% crack rate could be a warning signal, that you're playing it too safe.

Some creatives are more comfortable being useful, cracking every brief, and hoping that one or two will turn out great. Others prefer to take a wild swing every time, and don't mind that they often strike out, knowing that occasionally they will bust the piñata wide open and be showered in candy. 

Which is right? Whichever you're more comfortable with, I guess. Though it has to be said that option 2 are a dying breed.
 

Do Craft Awards Count?

Last week a friend of mine said on Facebook: "Craft awards don't count. Fact."

I sniggered at that.

 

Maybe because I was brought up to believe that 'the idea is king'. Maybe because I'm from a copywriting background. Or maybe because I'm mildly disgusted that Cannes gave out over 100 Lions for Craft this year.

 

There's even an entirely separate category for Film Craft, added in 2010. I can't deny there have been some worthy winners. Philips 'The Gift' won the inaugural Grand Prix. In 2011 it was won by Puma 'After Hours Athletes', in 2012 it was Canal Plus 'Bear, and this year the visually stunning 'Meet The Superhumans'.

 

But do they count as much as the non-craft awards?

 

Well, John Hegarty always says: "It's 80% idea, and 80% execution," and he normally knows what he's talking about.

 

And maybe we under-appreciate craft, since the art of it often lies in not drawing attention to itself.

 

For example, I was recently chatting to someone involved in the post for Sony 'Balls'.

 

The whole intention, he told me, was to make it seem real - like there had been no post.

 

But in actual fact there was loads. That ad was in The Mill for weeks.

 

They took out the mortars that fired the balls. They took out the nets that caught the balls. They took out the balls themselves, in places where there were too many.

 

And they took out the strings that pulled the frog.

 

 

That's right - the frog was on strings.

 

Blew my mind, when I heard that.

So I Was Dissed In Cannes - By A Client

It used to be just us.

Well... us and the production companies - who organised all the fabulous parties, and paid for our drinks.

But this year, several agencies I know sent more Account Management types than they did Creatives. Is that wrong? Probably.

There were many Planners too; even the Head of Planning at London's Karmarama was there - an agency which has a policy of never entering creative awards. (He just wanted to see what Cannes was like).

And there were many hundreds of clients... one of whom dissed me.

It wasn't a major diss, it was just I could tell he wasn't that interested in talking to me. He has his global I.T. brand to look after, was there with his team, and had little to gain from talking to some random creative director.

But at Cannes I'd always felt I was among my people. Whoever you ran into, you'd have common ground with, and most likely have a good chat with. Does it mean we need to have our guard up at Cannes now?

Would it be better if Cannes went back to being just for creatives?

Actually, no. Thinking it through, I realised that clients suddenly descending on Cannes is about the best thing that could have happened to our industry.

For example, I read an article in one of the international trade magazines which described some of this year's winning work as "client-funded scam". Interesting phrase.

In another piece, an international marketing director talked about giving his agency a special, 'shackles-off' brief, with the aim of winning at Cannes. A European ECD told me that one of his clients had paid the agency $100,000 to make a campaign that both sides knew would not run widely, but was intended to win at Cannes.

Now, I don't want to get side-tracked by the scam debate here. If a client requests an ad campaign, pays for it, and runs it... then that work is legitimate. Even if it is not answering a real business problem. You can think of it more like experimentation. After all, car companies put millions into making prototypes for the motor shows. And these are not just a form of PR, the manufacturers glean important information from the exercise.

We've always argued that clients should be bolder, and invest (at least some) money in highly creative ideas. Now they're doing it. Great work is being made as a result. 

Part of this may be because the business case for creativity has solid evidence behind it nowadays. But I believe most of it is because clients have discovered Cannes, and like everyone who attends, they realise the rosé tastes better when you've won.

And if the occasional diss on the Carlton Terrace is the price I have to pay for clients investing in great creative work, it's surely worth it.

Cannes Stripped Bare - Day 5

This year's seminars have made it very clear that advertising is now all about data.

So, since I've lost my phone and can therefore no longer post photos of what I'm doing, I thought why not just provide the raw data. Quite basic, but I'd say it depicts Cannes 2013 quite well.

Cannes Stripped Bare - Day 4

Auditorium where delegates listen to a speaker pontificate on the future of advertising. Full.

Auditorium where delegates watch the actual advertising work entered into this year's awards. Not so full.

By the way, I must apologise - I had actual pictures of these, but have had to re-create them using Google Images, because I left my phone in a taxi last night. And I wasn't even drunk! Just wearing shorts with wide pockets.

 

Cannes Stripped Bare - Day 3

One of the highlights of attending Cannes is that everyone gets a goodie bag, just like at the Oscars.

At the Cannes film festival last month, attendees were provided with a swag bag containing handcrafted jewelry, spa and bath products, fine art photography and more, in a package valued at $1,180.

So it was with some excitement that I opened the Cannes advertising festival gift bag.

And I wasn't to be disappointed.

Every delegate receives this exclusive plastic fan, kindly sponsored by Korean Air.

No more sweltering at the beach. Simply move the fan in a back-and-forth motion for an immediate cooling effect.

Also, this ball.

Crafted from hand-selected polyurethane and designed to fit perfectly in the hand, it's not just an advertisement for kiip's Mobile Forum (Tuesday, 9.30am - unfortunately I wasn't able to be there) but also a versatile entertainment system, which can switch seamlessly between either throwing or bouncing mode.

Those who claim the 2,500 Euro cost of attending Cannes is excessive, may not be aware that as part of the package, each attendee receives a specially-designed T-shirt. The T-shirt is available in a variety of sizes - I went for Medium.

And finally, at the Cannes festival of creativity, no delegate need go hungry. So long as he or she likes marzipan. There was also a weird chocolate pie thing, not shown because I ate half of it in a weak moment.

Cannes Stripped Bare - Day 2

As Advertising Creatives, we are permanently searching for the new and innovative - our job is a neverending quest to do something that no one else has done before.

And that's why we refuse to follow trends.

Sorry Google Beach. Sorry Grand Audi Room. Sorry Spotify Garden. Sorry all the other brands that are trying to gain currency with creatives in Cannes. Ray-Ban owns this town, with near 100% top-of-shirt awareness.

All pictures from last night's Campaign Brief cocktail party.

Cannes Stripped Bare - Day 1

So here I am in the SOF, where many delegates are writing informative blog posts about the state of our industry. I thought about doing that too. Then I thought 'nah'.

Welcome to 'the other side of Cannes' - guaranteed no coverage at all of jury rooms, seminars, or award shows.


Those of you who are stuck back at the office, working, may be feeling ball-shrinkingly jealous of the glamour we delegates get to experience.

And so you should!

Check out my hotel, for example.

 

Situated on an award-winning industrial estate just outside Cannes, it's right across the street from one of the region's most prestigious tile manufacturers.

A

And a bus-wash.

But this is no ordinary bus-washing facility. That's a Mistral XB2 right there. State-of-the-art stuff.


Now let me take you inside the hotel.

Thirsty? Not a problem. Simply select a beverage from the minibar.

This place has every amenity.

Be sure to check back tomorrow, for my first party report!

Is The Era Of Scam Coming To An End?

One of my favourite campaigns at the awards this year is DDB New York's 'First World Problems' for WATERisLIFE. It's brilliantly clever, and brilliantly executed.

But interestingly, five years ago this campaign would have been scam.

It would have been entered in the TV category, having run once on an obscure TV station at 3am. No one would have seen it other than awards juries. It wouldn't have got PR, and it wouldn't have raised any money for charity.

Today, it's real. Over 2 million people have seen the film on YouTube. Many others have interacted with the idea via Twitter. It's got tons of PR, and raised real money for the charity.

So a welcome side-effect of the rise of the internet is that good ideas can become real, be seen, and actually have an effect in the world.

They don't have to be scam.

In fact since any video can be put on the internet and potentially find an audience, there is by definition no longer any such thing as scam in TV, which is a really welcome development, I reckon.

Though the press category is another matter of course...

Likeable Ways To Die

So D&AD is this week, and Cannes next week, and it looks like 'Dumb Ways To Die' is going to clean up at both.

In all the discussion of why it's so good - great animation, great song, clever strategy - there's one aspect that's been overlooked: it's just so damn likeable.

We don't talk about likeability much; perhaps we should.

It's a better-understood concept in Hollywood. Producers there are acutely aware that most popular movies are built around a likeable character - e.g. Han Solo, anybody played by Bruce Willis, Tony Stark, anybody played by Tom Hanks.
 
I met John Mescall (creator of Dumb Ways To Die) at an awards do recently and was struck by what a likeable chap he is. In fact, one of the industry magazines voted him 'most likeable person in advertising' last year.

So it's perhaps no surprise that he created such a likeable ad.

But what if you're not the most likeable person in advertising? Is there a formula for making our work likeable? What are the ingredients?

I'm going to suggest two (happy to hear more ideas also).

The first one is vulnerability or failure. Superman (as Clark Kent) is shy, and he is also vulnerable to Kryptonite - these help make him likeable. Indiana Jones is afraid of snakes. The characters in Dumb Ways To Die are all idiotic failures. 

My old mate William Fowler has written about how we are drawn to failure. "Let’s try a quiz," he writes. "What was the name of the boy who flew too close to the sun? What about his father, whose flight was successful? Name the two sister ships of the Titanic. Name one perfectly upright tower in northern Italy."

The difficulty of course is that clients always want to portray their brands as perfect. Worth bearing in mind that as humans we recoil from perfection, and find the wonky appealing.

The second factor is attractiveness. We like Jerry Maguire (even though he's a bit of a cock) because he's played by Tom Cruise. We like James Bond (even though he's a bastard) because he's handsome. And we like the characters in Dumb Ways To Die because they're cute.

Northern Planner was getting at something similar when he wrote a post about how the best archetype for a brand was "Victoria's Secret model."

So there you have it. Of course we still need to worry about things like media strategy and messaging. But let's not forget to be likeable.

The 37 Richest People In Advertising

Businesser Insider have just released their annual list of the 37 best-paid people in advertising.

There is only one woman on it (No.17 - Mercedes Erra, the 'E' in France's BETC). Right, because science has proven that possession of two x chromosomes is a huge inhibitor of advertising ability.
And all 37 executives on the list are white. Surely fair - advertising talent and skin pigmentation are clearly correlated.

Interestingly, the list finally resolves a question we've all pondered: "Who earns the really big bucks - suits, creatives, or planners?"

Answer: none of the above.

The best-paid people in advertising are the finance guys!

Digging into the backgrounds of those on the list, we can observe that only three are former account handlers. Five are strategy types, but before any of my planner friends get excited, none of them are ad strategists - all five are from consulting. 

Three are lawyers (Omnicom group general counsel, etc), one is from a marketing background (Kevin Roberts, worldwide CEO of Saatchi & Saatchi, at No.9), three are media types, and two have backgrounds that I couldn't determine, during my approximately ten minutes of total research.

Meanwhile, a whopping 18 of the 37 highest-paid folks in our business have a finance or accounting background. Hurrah! And what's more, the bean-counters score four of the top five spots, with big guns like Martin Sorrell, John Wren, and Michael Roth (the head of Interpublic).

But I've saved the biggest flaw until last.

It's outrageous, I'm sure you'll agree, but somehow a creative person has snuck on there (Jacques Seguela, the 'S' in Euro RSCG, now chief creative officer of Havas Worldwide, at No.28). A creative person, on the list of the highest-paid people in the ad industry? But what possible value do they add?

To the young creatives reading this who harbour a desire to one day pull down a million dollar a year salary, the path is clear - chuck in your job and get an accounting qualification.

And most of all, please bin your skinny jeans, get rid of that ridiculous facial hair, and try to model yourselves a little more closely on the true heroes of our industry - men such as David B. Doft, and Randall J. Weisenburger.

David B. Doft,  CFO (chief financial officer)

of US-based network MDC Partners

(No.36, earned $714,144 last year),

 Randall J. Weisenburger, CFO of Omnicom

(No.5, earned $10.6 million last year)