When Bad Metaphors Happen to Good Companies

Metaphors can be a very powerful persuasive tool — used properly, you can help your prospects take a mental shortcut and create a positive association in their minds.

But you have to think carefully about how they may connect the dots. Portland copywriter Susan Rich thinks Ford may not have considered all of the implications of a creative idea. Take a look and let me know if you agree.

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Phil Bernstein Live! at the Portland Business Alliance

Once a month, the Portland Business Alliance puts on an educational forum for small and medium-sized businesses called Cornerstones for Success. The topics change each month, but each one is chosen for its relevance to the challenges faced by local merchants.

On Thursday, August 7, the subject is “Advertising Avenues”. I’ll be on the panel along with Craig Brown of KGW-TV and Brian Johnson of The Oregonian. We’ll be talking about how a business with a finite budget — like yours — can effectively deliver a persuasive message to the people who could become your customers.

It takes place from 4-6pm at the Portland Business Alliance, 200 SW Market Street. You can find out more, and register online, here.

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Click this link to subscribe to Portland’s Finest Advertising Blog.

Request your free copy of my white paper, The Seven Deadly Advertising Mistakes and How to Fix Them here.

Got a question? Call me at 503-323-6553.

Membership Fees and Repeat Purchasing

Church of the Customer’s Ben McConnell uses the airlines’ current troubles as a springboard to discuss membership fees — would instituting a membership fee (like Costco, etc) in frequent-flyer programs generate real loyalty?

Research in the 1990s by Alan S. Dick in the Journal of Product and Brand Management might indicate yes. In conducting computerized shopping experiments focused on video store rentals, Dick found that a membership fee can become “psychologically amortized” in the minds of customers, making them “hesitant to switch as the would feel uncomfortable ‘wasting’ the investment” of the membership fee.

In other words, membership fees increase repeat purchases.

Worth considering in many retail businesses, actually. If you’ve instituted a membership program in your business — or attempted to — I’d love to hear about it. How did it work, or not work?

Leave a comment below.

Advertising and Doggie Doo: Like a Horse and Carriage?

Richard Laurence Baron’s Signalwriter Blog tipped me off to the fact that in the Czech Republic, they’re putting advertising on dog poop bags.

If the radio/online thing doesn’t work out for me, it’s good to know what the next step will be on my career path…

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The Gardenburger Mess — How Not to Handle a Crisis

It started last weekend, when small signs at Burgerville outlets notified customers that the chain was temporarily taking Gardenburgers off the menu. The story picked up steam when Burgerville placed a huge order with a small local meatless-patty manufacturer. Now, it’s exploded into public view as grocery giant Fred Meyer announces that it has pulled the product off its shelves.

From the outside, it appears that Kellogg, owner of Gardenburger, has done its best to keep the whole thing quiet. By attempting to sweep the issue under the rug, Kellogg has guaranteed an extra level of public attention — and done enormous unnecessary damage to Gardenburger’s reputation.

The story is still developing, but here’s how it looks right now:

1. More than a week ago, Burgerville workers unpacking the product noticed something they didn’t like. Burgerville officials contaced Kellogg, weren’t sastisfied with whatever they were told, and pulled the product. To its credit, Burgerville announced the change to its customers with signage at the stores.

2. A few days later, Burgerville announced that they would carry a different meatless burger — the first public indication that this problem might be a big one.

3. Later in the week, Kellogg announced a “voluntary withdrawal” of Gardenburgers, but refused to say why, beyond a vague statement that food safety was not an issue.

4. Kellogg apparently didn’t bother to mention any of this to the FDA. Charles Breen, the agency’s regional director, found out by reading about it in the Oregonian.

5. As of the time I write this, concerned customers who visit Gardenburger’s web site will find no information at all about the problem.

It is often the case (see Nixon, Richard) that when there’s bad news, a cover-up will make things much, much worse. Kellogg has lost their opportunity to have some control of the information flow.

This is in sharp contrast to Johnson & Johnson’s prompt and aggressive outreach following the Tylenol deaths of the early 80’s. Gardenburger should follow J & J’s playbook — tell the public exactly what the problem is and what they intend to do about it. The unnecessary damage they’re doing by remaining silent will haunt them for years.

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Click this link to subscribe to Portland’s Finest Advertising Blog.

Request your free copy of my white paper, The Seven Deadly Advertising Mistakes and How to Fix Them here.

Got a question? Call me at 503-323-6553.