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“Copyright
©
2008
red
|
brand
builders.
All
rights
reserved”.

red is beautifully simple and powerfully bold.
The colour of passion, life, luck and success.
To build a sustainable competitive advantage.
We create long-term brand building partnerships.
A full-service branding and marketing agency.
The red team blends international expertise with local know-how, offering clients
clever ways to connect their brands with consumers to deliver winning results.
We start with an analysis of our clients’ complete brand environment,
speak the truth in advising what needs to be done, and make it happen.
Vietnam market entry - Brand strategy
Brand campaigns - Brand design - Brand packaging
Brand activation - Brand digital - Brand trade marketing
Marc Graduated from the David Syme Business School in Melbourne, has built and operated
brand consultancies for more than 20 years, and held several interesting corporate roles –
Grocery Merchandising Manager Safeway Australia, Marketing and Sales Director Kellogg’s
Australia and Regional director of Marketing Burger King Corporation. In Vietnam Marc has
been Managing Director of JWT and in house Marketing Coach for Unilever Vietnam.
Marc began an intense strategic internet focus in 1998. In the digital space he consulted to
Glorious Sun Enterprises Hong Kong in 1999 to develop online retail strategy for Jeans West
– Project name VIRUS.
He then worked as GM of a JV between WPP and Beijing Telecom in 2000 in Beijing, to build
a personalised web portal in Mandarin. Numerous online projects have followed. All brand
led, rather than technically driven.
Originally from Northern Ireland, Chris has lived in the region for 8 years, the last 3 in
Vietnam. A UK Chartered Marketer, Chris has been at the forefront of digital marketing
practice since it’s commercial inception in 1997. Chris has helped to build many famous
brands throughout U.K. and across Asia Pacific.
Setting up one of the leading digital marketing agencies in Singapore in 2000, Chris has had
the pleasure of launching British Airway’s first flat bed online, Japan’s first multi-lingual e-
commerce linked internet radio station, and Volkswagen’s first SE Asia “visualizer”, directly
linking customers to their local dealers across 8 countries.
More recently, Chris has lead agency teams to develop Tiger Beer’s regional digital marketing
efforts and the complete re-engineering of online customer service for both Citibank Asia
Pacific and Malaysia Airlines, respectively winning the year’s Asia Tourism and Travel Award
for “Best Airline Online Marketing” and “AC Nielsen / Global Finance Magazine “Best
Consumer Internet Bank” 3 years in row.
88
todays
presentation
• Marc
Gough:
– why
is
the
digital
channel
so
critical
in
brand
building
?
• Chris
Elkin:
– What
is
the
most
effective
process
to
follow,
in
order
to
use
the
digital
channel
to
build
your
brand
?
• Our
case
study
today
is
based
on
our
analysis
of
how
Brand
Coca‐Cola
is
using
digital
channels
in
the
USA
• Best
practice
work,
from
the
worlds
most
valuable
brand
99
as
professional
marketers
we
• Build
Brands
by
forging
emotional
connections
between
products
or
services
and
consumers
– Because
an
emotional
connection







is
a
sustainable
competitive
advantage
that
consumers
will
pay
a
premium
for




and
that
competitors
will
struggle
to
duplicate
1010
we
understand
the
change
From
label To
brand
and
the
value
it
creates
1111
• Coca‐Cola’s
revenue
2007:
28
Billion
USD
Source:
The
Coca‐Cola
company
• Coca‐Cola’s
brand
value:
66
Billion
USD
Source:
– a
little
later,
Chris
will
talk
about
how
Coca‐Cola
are
using
the
Digital
Channel
at
the
heart
of
their
brand
building
– but
lets
start
by
reviewing
the
brand
building
process
1212
Step
1:
Create
a
Brand
Framework
Proposition:

Brand
Coca‐Cola
‐
‘Refreshment’
Benefit(s):

Refreshment
in
body,
mind
and
spirit
Reasons
to
Believe:
Functional
• Water,
sugar,
caffeine
• ‘Secret’
formula
• Carbonation
• ‘Burn
and
bite’
at
the
back
of
the
throat
Emotional
• Social
acceptance
• Contemporize
and
connect
yourself
• Optimism
• A
personalised
world
sustainable
advantages
1313
Step
2:
brand
identity
‘embodies’
the
framework
1414
Step
3:
campaign
amplifies
the
brand
proposition
1515
emotions
are
the
key
to
value
• brand
campaigns
‐
communicate
both
functional
and
emotional
RTB’s
– but
in
many
categories
functional
Reasons
to
Believe
are
‘cost
of
entry’
• emotional
RTB’s
‐
build
relationships,
loyalty
and
‘meaning’
into
transactions
– the
core
of
sustainable
competitive
advantage
and
the
creation
of
‘brand
value’
– and
when
you
consider
communication
channels....
13
1616
...digital,
is
the
most
emotional
channel
14
1717
...because
digital,
is
the
most
personal
channel


































your
phone,
your
blog,
your
email,
your
iPod,
your
social
network,
your
address
book...

















....chosen,
managed,
and
used
only
by
you

















































communications
feel...
‘just
for
you’
15
1818
the
most
measurable
channel



















&
potentially,
the
most
cost
effective
channel
but
there
is
a
lot
of
noise,
because
of
low
barriers
to
entry,
which
is
why
a
disciplined
digital
planning
process
is
so
important













































‐
thank
you
for
your
attention





I’d
now
like
to
introduce
Chris
Elkin
to
talk
about
the
digital
planning
process...
16
In
the
media
mix,
digital
is
also
Your
brand
experience
is
created
across
many
‘touch
points’
With
so
many
digital
touch
points
how
do
you
build
your
brand
online?
Creating
your
Digital
Brand
Building
Strategy
Creating
your
Digital
Brand
Building
Strategy
Your
online
value
proposition
An
OVP
is
all
about
extending
your
overall
brand
proposition
‐
to
offer
unique
online
benefits
and
and
new
experiences
to
build
your
brand
relationship
Creating
a
brand
OVP
enables
you
to
clearly
set







































digital
marketing
objectives
and
measure
business
results
Put
your
target
audience
attitudes,
demographics
and
online
behavior
at
the
heart
of
your
digital
marketing
planning
Combine
your
OVP
with
your
brand
consumer
insights
to
create
a
unique
online
brand
experience
Creating
your
online
value
proposition
Online
Value
Proposition
• A
completely
new
virtual
experience
extending
the
‘Coke
Side
of
Life’
to
create
a
deeper
brand
relationship
through
digital
channels
Creates…
• mycoke.com
The
Coke
online
value
proposition
Creating
your
Digital
Brand
Building
Strategy
Raise
awareness
‐
spread
the
word
Search
Engine
Optimisation
October
2008
‐
29
billion
searches
in
Asia
Pacific.
Source
comScore,
inc.
“In
Southeast
Asia,
Vietnam
is
the
number‐one
priority
of
Yahoo.”
Tom
Sipple,
MD,
Yahoo
SE
Asia
Improve
the
volume
and
quality
of
your
audience
“naturally”
Create
reciprocal
links,
content
and
HTML
coding
relevant
to
specific
keywords
Remove
barriers
such
as
too
much
‘flash’
animation
x
Raise
awareness
‐
spread
the
word
Search
Engine
Key
words
&
sponsored
links
Pay‐per‐click
to
increase
your
site
ranking
&
visibility
in
search
engine
page
results
Google
AdWords,
Yahoo!
Search
Marketing
and
Microsoft
adCentre
largest
players
Raise
awareness
‐
spread
the
word
Paid
Online
Advertising



































Banner
Ads…
(yawn)
Raise
awareness
‐
spread
the
word
Get
creative
and
seek
out
more
Interactive,
Rich
Multimedia
formats
to
drive
traffic
to
your
site
Raise
awareness
‐
spread
the
word
Online
PR
‐
Reach
audience
through
their
daily
news/interests
Raise
awareness
‐
spread
the
word
Create
‘buzz’
across
high‐traffic
Youtube,
Forums
and
Blogs

Viral
/
Content
Seeding
Raise
awareness
‐
spread
the
word
Tap
into
the
Vietnamese
desire
to
share
and
express
themselves
Social
Networking
‘Hooking’
Ads
can
also
be
place
in
a
highly
targeted
way
around
user‐demographic
info’
Raise
awareness
‐
spread
the
word
Leverage
content
partnerships
/
sponsorships
Raise
awareness
‐
spread
the
word
Leverage
Email,
Chat,
SMS,
Mobile
Digital
word
of
mouth
effect,
anytime,
anywhere
Raise
awareness
‐
spread
the
word
Communicate
your
website
address
across
all
your
communication
touch
points
Drive
audience
to
your
website
and
back
into
the
real
world
www.mycoke.com
Raise
awareness
‐
spread
the
word
Creating
your
Digital
Brand
Building
Strategy
Encourage
participation
with
exclusive
incentives

“Design
The
World
A
Coke”
contest
Differentiate
through
engagement
Personalise
your
own
Coke
bottle
design
Differentiate
through
engagement
1000’s
of
ways
to
express
yourself
Differentiate
through
engagement
“Mash
up”,
rate
and
share
your
design
with
friends
Differentiate
through
engagement
Share
brand
/
user‐generated
content
as
downloads
Differentiate
through
engagement
Music,
Videos,
Wallpapers,
Screensavers
&
Desktop
Games…
can
all
be
used
to
deepen
emotional
brand
connections
Differentiate
through
engagement
Creating
your
Digital
Brand
Building
Strategy
Build
your
brand
database
and
opportunities
for
interactive
experiences
and
ongoing
dialogue
Drive
customer
acquisition
Provide
incentives
to
entice
your
audience
to
share
their
details
mycoke
‘CC
Metro,’
is
a
3D
virtual
environment
offering
a
completely
new
experience
Drive
customer
acquisition
Members
can
personalize
their
space,
socialize
with
other
members,
access
music‐mixers,
gaming,
sports
and
entertainment,
including
paintballing,
a
skate
park
and
a
theater
featuring
exclusive
videos.
Drive
customer
acquisition
Integrate
online
and
offline
marketing
activities
to
drive
your
audience
to
your
website
and
back
into
the
real
world
mycoke.com
Drive
customer
acquisition
Creating
your
Digital
Brand
Building
Strategy
Build
ongoing
engagement
and
positive
word
of
mouth
association
mycokerewards.com
loyalty
program
Build
brand
loyalty
Recognise
and
reward
customers
for
something
they’re
already
doing
Since
late
2006,
1
new
member
has
registered
every
4
seconds,
Spending
an
average
8
minutes
per
visit
Register online Collect codes from
bottle tops
Redeem codes online
to be rewarded
Build
brand
loyalty
Always
consider
new
technologies
to
strengthen
relationships
with
your
customers
and
partners
Give
customers
rewards
that
drive
them
to
partner
stores
Desktop widget to
redeem cap codes
& get latest news
SMS/MMS contest
/event entry/alerts
Viral cards Partner
e-coupons
Build
brand
loyalty
Creating
your
Digital
Brand
Building
Strategy
Leverage
key
learnings
to
continually
strengthen
your
brand
online
value
proposition
What
is
working
and
what
is
not?
–
Align
your
business,
brand
and
marketing
objectives
–
Decide
how
your
objectives
will
be
measured
&
analyzed
at
the
start
–
Set
benchmarks
for
success
Measure
business
results
1)
Awareness
2)
Brand
OVP
‐
first
impressions
4)
Acquisition
‐
new
members
/
sales
Most
popular
content

Next
page
seen
after
homepage
%
Homepage
Abandonment
3)
Engagement
‐
quality
of
interactions
Promotion
Entries
Viral
Sharing
Consistently
measure
your
digital
interactions
to
increase

the
relevance
of
your
online
vale
proposition
5)
Loyalty
‐
repeat
engagement
/
brand
pref’
Membership,
Brand
preference
&
sales
growth
over
time%
Repeat
Visitors

Average
Visit
Length
Number
of
downloads
/
Visitors
Page
views
per
Visitor
%
Traffic
on
homepage
Membership
Registration
‐
opt
in
/
out
Brand
Sales

Total
Website
VisitsPage
views
Referral
touch
point
sources
Brand
website
Touch
Points
Measure
business
results
Creating
your
Digital
Brand
Building
Strategy

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