國外品牌要如何適應當地市場,David Taylor提出五項重點

Telling global stories with a local tongue

原文網址 : http://wheresthesausage.typepad.com/my_weblog/2009/10/telling-global-stories-with-a-local-tongue.html



一篇由Millward Brown的Nigel Hollis在Market Leader發表國外品牌適應當地文化的文章。



1. Great ideas travel創意的構想才能橫跨國際

Millward Brown公司分析50,000支廣告,觀察在國內表現異常良好的廣告是否也能在其他國家有相同的成果。壞消息是,大部份的廣告皆無法在國外有出色的表現;但好消息是,60%的特殊廣告成功地在國外市場表現良好,特殊廣告表現普通的僅佔20%。

2. Imaginary worlds幻想的世界


讓想法旅行的方式之一為創造一個超越當地文化的虛構世界,圖中顯示的為可口可樂的”Happiness Factory”


3. Tap into a human need發掘人們的需求


在創意層次的另一端是品牌可以利用明確的功能貢獻滿足人們共同需求的此一概念,研究的例子為 Nicorette's 'Craving Man' campaign:此活動主要以創新的行銷手法,讓兩公尺半的香煙人在街上宣傳 “一次擊敗一根香煙”的口號。成功將2000年一億九千四百萬美元的銷售額提高至2004年的兩億九千五百萬美元,並且幫助此品牌建立領先地位。


4. Use a local tongue使用當地的語言


當跨國品牌的訊息巧妙地融入當地文化時,通常可以達到更好的效益。一個很好的例子是,蘋果電腦V.S.微軟的廣告,代表微軟的是一名宅男,蘋果電腦的則是酷酷的年輕男子,美國廣告利用英國喜劇演員(Mitchell, Webb)來融入英國市場。蘋果電腦也將此種形式的廣告融入日本市場;但在日本,炫耀自己的能力是很無禮的行為,於是在日本版本為比較兩家品牌在工作與家庭使用上的不同。


5. Global with a local twist全球活動下做當地調整


吉列依據當地特色將全球宣傳活動做些微調整“The Best a Man Can Get” 邀請不同運動領域的冠軍:老虎伍茲、費得勒、亨利,這三個人進而與當地運動選手搭配,例如阿根廷的足球選手 Messia、巴西的 Kaka以及南非的 Bryan Habana。


Interesting article on global brands adapting to local culture in Market Leader by Nigel Hollis of Millward Brown. Nice one Nigel.

First thing that hit me was that global brands beat local brands in the five categories researched across eight countries. The global brands were more often considered for purchase, and scored better on statements including 'easy to recognize', and having 'distinctive identities'. The two global brands which stood out were Coca-Cola and McDonald's. Interestingly, both of these were seen by a significant share of local consumers as being part of their own national cultures. So much for the image portrayed by doom-mongers in the press of these brands being multinational, American dictators.

So, what did these global brands do well to be successful? The key is to have a big brand idea and story, but tell this in a local tongue. Let's look at some specific learnings.

1. Great ideas travel

Millward Brown analysed 50,000 ads (nice database eh?) to look at how well ads testing exceptionally well in one market did in other countries. The bad news is that overall the majority of such ads didn't do well outside their home market. The good news is that this changes when you look at exceptional ads. In this case 60% of them did well in other markets, compared to only 20% of average performers.

2. Imaginary worlds

One way to make ideas travel is to create an imaginary world that transcends local culture. This was the case with Coca-Cola's 'Happiness Factory' for example.

3. Tap into a human need

At the other end of the creative spectrum are ideas where a brand can meet a shared human need with a clear functional benefit. The study quotes the example of Nicorette's 'Craving Man' campaign, which features a 2 1/2 metre cigarette man and the tagline 'Beat cigarettes one at a time'. The campaign helped build sales from $194 million in 2000 to $295 million in 2004, and establish itself as the clear leader.

4. Use a local tongue

Even better results can be achieved when the big global comms idea is adapted intelligently for local cultures. A good example of this is the Mac vs. PC ads, featuring a geeky guy as a PC and a cool dude as Mr Mac. We posted here on how the US ads were adapted for the UK using local comedians Mitchell and Webb. The post has the UK and US ads. Apple also adapted these for the Japanese market, where its rude to brag about your strengths. The Japanese version contrasts the two brands' use at work and home instead.

5. Global with a local twist

A hybrid approach used by Gillette is a global campaign with a local twist. The Best a Man Can Get campaign features 'champions' Tiger Woods, Roger Federer and Thierry Henry everywhere. This trio are complemented with local champions picked by market: soccer player Messia in Argentina, Kaka in Brazil and rugby star Bryan Habana in South Africa.

In conclusion, the best global brands blend the best of big global ideas with smart local execution that taps into local culture. Which proves that local marketing teams still have a key role to play, even in the era of globalisation.