Omni Automotive Advertising Blog

In the old days, advertising relied on the push method of motivating consumers. Basically, you buy enough media and you can push your product on the consumer. This was especially easy since television, the biggest medium,  only carried 3 channels.

Creatively, you could get away with a bland ad as long as it had a catchy tagline. A tagline that the consumer would remember after the second viewing and would be cemented into their minds after the 75th.

But thanks to the Long Tail, advertising does not have the luxury of pushing products onto the masses. There are simply too many products and too many mediums to saturate the market with your message. You cannot push your product onto people. Toyota is finding out about this fact of life.

Advertising needs to pull instead of push the consumer. Pull advertising engages and entertains the consumer rather than lectures at the consumer. Pull advertising is sticky, it’s viral and it’s all those other Web 2.0 buzzwords you hear.

But here are the big differences. Push advertising puts the product before the consumer. Pull puts the consumer before the product. Push goes to the consumer. Pull lets the consumer, with a little help and smart positioning, come to the ad. Push targets everyone the same way. Pull targets different people in different ways. Push is about frequency. Pull is about creativity. Push is what the client wants to say. Pull is what the consumers want to hear.

A message that the consumer wants to hear is far more effective than a message the client wants the consumer to hear.

What can it possibly mean that my just-turned 2 year old sings the anthem of Toyota’s most recent advert, unprompted?

Two. Just-turned.

Yes, I write car ads, but, no, I don’t subject my family to multiple and thorough scrutinies of them each time one airs. In fact, in our home, we 21^st-centuriers have taken the liberty of Tivo many a primetime: We frequently fast forward right through those two-‘n-twos. (Hello? Ever heard of the pulse-pounding, pre-commercial break cliffhangers of America’s Next Top Model? [Yes, my hubby is secure enough in his manhood to at least multi-media-task through a season of said show with me; and we fast-forward to find out who is still in the running towards becoming America's next top model together, thank you very much!].)

Although my tender tyke’s channel of choice is Noggin – a land totally Toyotaless – somehow this crafty ad has circumvented all obstacles en route to my boy’s eyes and ears and stamped its music track on his brain.

Forget about its unrelenting banner ads, its neato graphics and even its subliminal message of financial hope. This campaign did just what it should have to heave its hook on the tips of tongues everywhere, or, as we say in Ad Land, it did what it should have to be memorable, memorable, memorable: It found itself a catchy little jingle. Don’t believe me? Point to a zero and ask a person who has just entered toddlerhood what it is.

You might just hear what I do when I ask: Saaaaaaved byyyy zeeeerooooo… Savedbyzerooo! Savedbyzerooo!

Lists are important. They remind us of the stuff we too often forget. Lists help us remember to buy eggs at the grocery store or to pick up the dry cleaning on Thursday.

Unfortunately in this multitasking do it yesterday world, we need lists to aid our memory. Our brains are not wired to remember so much information. Lists are boring, yet essential in our every day lives.

Yet, marketers are now using lists as a marketing tactic. Instead of focusing in on a specific quality of a product or service that can make an emotional appeal to a consumer, marketers would rather rattle off a list of features in the hopes that one feature will strike a consumer to purchase. Throw enough spaghetti against the wall and some of it is sure to stick.

The thought is thus: Why choose one feature on this product when we can advertise eight? Surely more is better.

It’s not. More does not connect. More is not memorable. More equals more noise and less focus.

Is this the strategy you want for your product or service?

Imagine if your advertising was a quarterback? which QB would you rather have? The QB who throws the ball down field in the general vicinity of a wide receiver or the QB who uses pinpoint accuracy to find his receiver.

Sure by zeroing in on a specific target, a QB will throw an interception and a marketer will make a mistake and pick the wrong attribute to motivate consumers. But fear should not guide your decision.

In these tough times, more and more marketers are opting for fear instead of innovation. By basing your decisions on fear, everything becomes bland, boring and unremarkable. Fear makes you choose the easy and safe decision.

Right now, nothing is easier than a list. Lists are the tools of an unsure and indecisive marketer. Is that really what you want? Is that what your client wants?

This is a post of all the automotive marketing news of the past week.

• Suzuki is doing whatever it takes to get you into a new car (other than of course, making a car I actually want to get into). See their new spots here and here.
• What’s the buzz around Mini. Fly funerals. Yeah, it’s as weird as it sounds.
• Speaking of Mini, here’s a horror spot that revolves around shopping carts. Not as weird as the above link, but equally as cool.
• More Mini. Here’s a Mini rocket.
• Childbirth is on the rise because couples want to get into the new Volkswagen Routan.
• Here’s a cool Volkswagen ad with a dog.
• Grip is important. At least Audi thinks so.
• Woman love shoes. That’s the basis behind this Chevy Traverse ad.
• The Lincoln MKS has liftoff. Yet another indie band shilling for a car.
• Ford sees a flat 2009 in Auto Sales in the United States. Investor says Ford best placed among the Big 3 to come out on top.
• And last but not least… Toyota’s ads sure have come a long way from the 1980’s.

That’s it for this week’s free for all. If you have any tips or ads you think would be a great addition to the free for all, please email at alopez@omni-advertising.com.

J.D. Power and Associates recently released it annual ranking of online vehicle buying services. For the second year in a row AutoTrader.com ranks highest in dealer satisfaction for online new vehicle leads. Cars.com took the top spot for used car leads. When AutoTrader.com and Cars.com were not in first, they came in second. See the rankings below.

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In this ad below, VW takes the intangible little extras that come along with the purchase of a vehicle (part of the Volkswagen Service program) and makes them tangible (and invisible)….. by putting a cup of coffee on them.

Find more videos like this on AdGabbe

It’s an interesting twist on the idea of the added value of service programs and guarantees, something that’s usually hard to show the consumer.
If nothing else, these intangible-turned-invisible extras sure make for a cool visual.

Paul Williams over at Marketing Profs Daily fix just wrote a fantastic article detailing how Discounting Prices erodes your brand. Definitely worth the read.

But if you don’t have time to read the article, here’s a quick summary.

Basically, Williams argues that offering deep discounts and huge markdowns changes the customer perception of the value of your product. If you slash the price on new car from $17,000 to $14,000, the customer views the vehicle as $14,000 car. Even after the price goes back up, the customer will still view the car as a $14,000 car, not a $17,000 car.

Williams say the best way to woo customers without endangering your brand is to offer more value with your product, like lifetime tires, oil changes, etc. This will attract customers without hurting your brand.

I’ve been seeing a lot of movies recently (Dark Knight, Step Brothers, Wall-E) and I always arrive a few minutes before the movie starts, during the commercials before the other commercials section. It is during this time that I have seen the commercial below for the all new Kia Borrego, a luxury Kia SUV.

Now I like the commercial. I really do. I think it’s smart, funny and attention grabbing without being in your face.

What I don’t like is the timing. This is probably the worst time to introduce a new SUV into an already bloated sport utility market. I understand that this vehicle was in the works long before the gas and home crisises, so it is not the fault of Kia. Even the great Toyota made the ill-fated decision to dive into the big truck business at a bad time.

So, here’s the question… Can a good advertisement make up for a poorly timed product release? I don’t think so, but only time can tell.

According to this Newswire press release, Omni Advertising will be installing a digital signage network on the fourth floor conference room of their Boca Raton headquarters. Three 50-inch high definition Panasonic plasma monitors will be linked to create one stunning image and will be clearly viewable from the building’s atrium, restaurant and lobby.

The digital signage network will be powered by rVue which allows users to control in-store video programming.

“Omni Advertising is in a unique position as both a user of the rVue technology, and a key influencer among its clients,” said Jason Kates, CEO and founder of RMS Networks. “Their digital marketing content is ideal for distribution via rVue. At the same time, their auto dealer clients are realizing the power digitally created and distributed marketing content can have in their own showrooms.”

“This is a powerful sales tool that has delivered proven profitability and increased customer satisfaction,” said Ken Hudson, CEO of Omni Advertising (omni-advertising.com). “When our clients walk in, they’ll see their own ads and content on HD plasma screens. The impact is powerful! When we tell them the same content can be playing in their dealerships, it will be a natural decision.”

In a related agreement, the auto dealer application of rVue, will be rolled out at Jim Hudson Automotive Group’s Toyota and Hyundai showrooms in South Carolina, giving managers the ability to personally select and control the video programming that plays in each dealership.

For more information about installing rVue in your dealership, contact Omni at 561-620-4774.

Ok, I understand that some car dealers are in panic mode. Car sales are off and the competition is tough, expenses keep growing, and you have to look hard at your financial statement. I understand there are a lot of tough decisions to be made, but what I do not understand is why some dealers cut back on service marketing and advertising that obviously creates traffic and makes them money.

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