Atomic Direct, LTD

Tech Needs TV

The Human Value of Effective Advertising

Posted by Doug Garnett April - 26 - 2011 - Tuesday

I suppose you might read the title of this post and expect an altruistic discussion. Or expect to find ramblings about how account planners should dig into sociological meanings to develop connections with consumers (have you noticed how esoteric account planning has become?).

But I want to discuss something very different — something the ad business seems to forget — effective advertising’s truly human value and the society-wide value this builds.

I turn to this topic today because advertising in 2011 is a pretty cynical business where many agency execs bring in large salaries while resenting anything so low brow as connecting “advertising” with sales. The idea of ever asking a consumer to purchase a product seems crass. In fact, read carefully what agencies say about themselves and you’ll find a serious dis-like of “advertising” in general (usually detected by what’s omitted from their discussion – like any understanding of business).

It’s too bad. Because good advertising is quite fundamentally human and is quite valuable to society.

Consumerism is as old as mankind itself. In fact, consumerism started when the first hunters found they could shop for rock types and find rocks that were more effective. Or when one animal skin was preferred over another for any number of reasons. I think brand also shows up quite early – like when weapon makers repetitively selected specific types of rock (e.g. flint) because they knew it made better weapons. In other words: exercising choice for the things that support us and surround us is a fundamental human activity.

Advertising helps consumers. Through advertising, they find products that enliven and enrich their lives – products they wouldn’t otherwise know about. For bigger decisions, advertising can help consumers choose between brands – more quickly and with more confidence than they could otherwise. For smaller decisions, brand established through advertising reduces their shopping challenge. Consider. A typical trip to the grocery store might involve looking at 500 items to choose 100. Using brand, we reduce those choices dramatically and make our lives more manageable.

Advertising creates jobs. We rely on the consumer economy to drive jobs. But if consumers don’t know a product exists, don’t know what advantages it brings them, or don’t know the ways it out-performs the competition, then they aren’t likely to buy that product. So strong advertising campaigns create strong companies – which means jobs at all levels of the company, jobs at retail, and jobs in all the suppliers who help manufacture the products.

Advertising creates economic stability. When companies have a potent method for driving their sales engine, then those companies become more stable. And stable companies create stable economies. Yes, technology enthusiasts spend a lot of time today preaching something like “chaos is good”. I disagree. Chaos happens. Out of chaos, good can come. But, economically we need long periods of stability while brief episodes of chaos reveal new things and keep us from becoming complacent. Advertising is critical to creating that stability.

Advertising lifts marketing out of the nasty, ugly world of the Dollar Store. Consider the Dollar Store. Without advertising, all retail would decay to the level of the dollar store – where every brand & product is manufactured solely to reduce cost. Is that what consumers want? Not at all. Is that what manufacturers want? Not at all. Advertising is one of the key economic factors that keep companies from ending up in the sinkhole of discounts.

What stands in the way of getting these benefits? Mostly, the advertising business. Let me mention a couple of ways the ad business is its own worst enemy.

First, consider the issue of “consumer interruption”. Ad agencies make a big deal about the idea that advertising interrupts consumers – then tell us they just care about consumers. That’s funny. Because the facts suggest that consumers don’t really care passionately about this topic. Ad effectiveness has increased in TV since DVR’s appeared (so obviously they’re not “skipping all ads”). And while newspapers are struggling to get ad dollars, that’s not because readers are revolting against advertising – they’re shifting to get similar content for free over the internet. And print is in a similar situation.

So why does the advertising biz talk so much about interruptions? Because it pays to. Truth is that ad agencies stand to make millions from offering dramatic changes in advertising – whether consumers want them or not (remember that agencies aren’t usually held to a sales goal anyway so what does it matter?). And new media entrepreneurs and venture investors stand to make billions if these agencies can convince clients to abandon old media and put their money in new.

Let’s look at another issue. For fun sometime, hang around an agency creative meeting then point to an idea and say “but that won’t sell anything”. Watch the fireworks as the creative team insists that selling isn’t their job and they refuse to work on any campaign where sales are measured.

Truth is that the ad business has become exceptionally skilled at convincing clients not to expect results from their work. In fact, as J-schools, then art schools & portfolio schools, and, now, agency schools have come to dominate advertising training, advertising has turned from commercial endeavor into a curated art exhibit. As a result, meaningful consumer messages have become nearly non-existent. That bugs consumers. If they are asked to put up with advertising, they’d rather have the ads be useful.

The Problem Isn’t Advertising Interruption, But Advertising That Delivers No Meaning. What advertisers need to focus on is useful consumer meaning: Why should a consumer buy this product? What is exciting, but hidden? What does it bring to a consumer life? What context shows the product value? What makes it better than the competition? What important truth wouldn’t someone learn at the store?

Why these kinds of truth? Because when you deliver meaning well you also deliver the full range of advertising’s human value.

Copyright 2010 – Doug Garnett – All Rights Reserved


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Doug Garnett, DRTV and Technology Industry Expert

Doug Garnett is founder and CEO of DRTV agency Atomic Direct and a leading expert on innovative uses of DRTV, infomercials and other in-depth TV and non-TV messages to build brand and drive sales.

Doug has been working in and around the technology field for 27 years. After starting in aerospace, he spent 5 years selling and marketing supercomputers. Since shifting to advertising, his clients have included AT&T, IBM, Apple, Disney Mobile, Ugobe, Presto, and Netpliance.

Doug sits on the editorial board of Response Magazine, is an adjunct professor of general advertising at Portland State University, and is a member of the Jordan-Whitney Greensheet Panel.

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