Monday, February 6, 2012

Don't Forget the Benefits

I'm weighing in with my favorite Super Bowl spot. I liked the commercial featuring the car buyer with an extra head sprouted out of his back. "Sorry, that's my confidence. It's been coming out a lot lately ever since I compared prices on"

There's not a lot of mumbo-jumbo here. Ability to compare cars and prices = greater confidence in the buying decision. The funny and catchy imagery (not to mention the singing head) get our attention, and the setup delivers the product benefit.

I can barely name the benefits in some of the other ads. Dependable Chevy trucks and... now I'm coming up short. It seems that many of the companies forgot either to make the ads memorable or to remind us of the chief product benefit.

I have seen lots of criticism of the ad, which leads me to my main point: once you have an ad that delivers some audience attention and the product benefit, you're about halfway done. It may be tempting in the research to eliminate ads that score very high on positives but also very high on negatives, but these polarizing ideas in the market research are often the best in delivering outcomes. A salute to for ignoring the potential detractors and delivering a commercial that makes me want to use to shop for cars.

A last note: one key measure of an advertisement's success is its repeatability. Judging how much that annoying singing head's music got into my brain, the repeatability measure may be a problem here. I'll tell you in a few weeks whenever I stop hearing , "I wanna buy that car!" over and over in my head.

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