discussion week 3
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Feb 20, 2024
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The goal of a company is to extend its reach always, and for that fact, most companies
try to extend their brand by adding new products and/or services to their portfolio. While
researching brand extension, I realized it is not as simple as it may sound. Brand extension is
very crucial for a company hence the necessity of taking time to make some market study to
figure out if the extension we are trying to make is needed and if it will be welcome. Some key
ideas I learned are: first thing first, take your time to work on your new addition, the extension
should not be a memory destroyer, but rather it should turn the other products already existing
as steppingstone to achieve a certain goal while taking in consideration the monetary aspect of
it. Should the new addition be financially beneficial or will be just like those before you, the
new product or service at least should be a challenge to the competitors, it must be an added
value to the market and not just a result of emotions and feelings. Brand extension should not just happen because of one’s reputation, thinking that since
they are already known they can easily break the market with their new product. That’s the
case of Pepsi when they tried to add crystal Pepsi in the early 90s. what happened is that people
not only did not recognize and associate the new product with the brand but also the taste was
not what they expected. And that was a huge fail. Pepsi is known for its dark cola taste drinks
and the new addition was clearly the opposite, clear and citrus. Like Taylor (2022) said: don’t
break your brand’s memory
structure,
build on it.
KEY ACTIONS 1-
Ensure that any brand extension has at least
acceptable
performance on the primary
benefit. For example, before
stretching into under-arm deo, Dove invested many years of R&D to ensure it had good odour
protection (primary
benefit) to
complement the secondary skincare benefit it offered.
2-
don’t break your brand’s memory
structure,
build on it, as Pepsi did with the
launch of Pepsi Max,
offering great taste with no sugar. This
variant now
accounts for over half of Pepsi’s UK
grocery sales.
3-
Don’t rely solely on
emotional sizzle when
stretching your brand. Ensure you also have some product sausage that brings relevant functional benefits. Amazon did this with the Kindle eReader. This extension seamlessly
integrated with the Amazon
website for easy ordering and
downloading of eBooks. And it has been
rejuvenated
with a
stream of renovation,
helping
Amazon become the market
leader with a 60% share (2)
4-
Value for
money is a key reason for brand
stretch failure. So work hard to make
your new product or
service price competitive and that any price premium is
justfiied. Sizing can be one way round this. For
example, you can offer a
slightly smaller size than your regular product to minimise price per pack premium.
5-
Ensure your brand brings relevant added
value to a new market, such as the Mars brand bringing trust and taste credentials to the
chocolate milk market. Mars has helped make chocolate the most popular sector in the UK’s
£300m flavoured milk market, with a
30% share, and reported
a 3.4% increase in sales value in 2017 (4)
6-
Fully understand the ‘cultural truth’ in your target
market, to blend with a ‘brand
truth’ and a ‘human
truth’. Hellmann’s did this with core
renovation to make all its mayonnaise
with free range eggs, tapping into
cultural issues
regarding animal
welfare.
7-
focus your brand
stretch efforts in areas where you have the long-term
ability to win. In the case of Nike, the company has moved away
from digital
hardware to
focus on software and apps, with its ‘Consumer Direct Offense’ strategy that
aims “to serve consumers personally, and at scale.” This
includes fitness coaching apps for smartphones, and in-store services being launched initially in Nike’s new New York flagship store. A members-only fifth-floor space will offer exclusive products, customization and one-on-one appointments with “Nike Experts” (7).
Reference: Taylor, D. (2022, October 20). 8 failed brand extensions in the brand stretch graveyard! - brandgym
. Brandgym. https://thebrandgym.com/failed-brand-extensions-in-
brand-stretch-graveyard/
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Related Questions
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At what stage is this product in the product life cycle (introductory, growth, maturity, decline)? Why?
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