BRANDING
A crucial step in the
branding strategy is deciding on a specific brand name for the product that is
being introduced. In the earlier times when the concept and practice of
branding was much less developed, very often the family name/surname was used.
Some of those are still very much alive, for example, Siemens or Ford. The
other common method of branding was by way of addressing the product range of
the company. Two famous examples are General Motors and General
Electric. It seems the function that brand was supposed to perform was
either to indicate the source or the origin of the product (family name) or
indicate the product range. However, a brand name has emerged as one of the
most important elements of the merchandising function in the recent times and
will become more and more crucial as the competition becomes more severe in
India. Let us understand what the conceptual meaning of the terms brand and
brand name is.
Brand: Brand is a word, mark,
symbol, device or a combination thereof, used to identify some product or
service. The definition clearly focuses on the function of a brand, that is, to
identify, irrespective of the specific means employed for the identification.
Brand Name: The American
Management Association defines it thus: "Brand name is a part of a
brand consisting of a word, letter, group of words or letters comprising a name
which is intended to identify the goods or services of a seller or a group of
sellers and to differentiate them from those of competitors."
Comparing
this definition with that of a brand, it is found that the function remaining
the same, brand name is only one of the means that the brand can use for
identification. Brand name is a word or a combination of words/letters that is
pronounceable, e.g., Promise toothpaste, Lux soap, etc. Sometimes you must have
also heard words like brand mark and trade mark. Since a brand name is used in
identification of a product amongst a competing set, it is necessary that each
brand must have only a unique identity and it must also be protected by law.
This brings in the concepts of brand mark and trade mark.
A brand mark is a symbol used for
the purpose of identification. It can be a mark, a design; a distinctive logo
type or a colouring scheme, a picture, etc. In other words, it is not a name
but a means of identification, e.g., picture of an elephant in a distinct frame
used by the Department of Tourism, Government of India or the famous
star-circle of a Mercedes Benz car, or T circle which you must have seen on
buses and trucks made by TELCO. A trade mark is the legalised version of
a brand. Brand falls under the category of industrial property rights and,
therefore, subject to certain rules and regulations, it can be registered and
protected from being used by others. ‘A brand or a part of a brand that is
given legal protection because it is capable of exclusive appropriation' is
defined as a trade mark. It is strictly speaking a legal concept, even though
brand and trade mark are quite often used synonymously
Branding Decisions
Having an appropriate brand has emerged as the most important
activity in the area of marketing of products especially consumer products.
Several decisions need to be taken, though not simultaneously, with regard to
brand selection and its use. These are:
1) Should the product be branded at all?
2) Who should sponsor the brand?
3) What quality should be built into the
brand?
4) Should each product be individually or
family branded? Should other products be given the same brand name?
5) Should two or more brands be developed
in the same product category?
6) Should the established brand be given a
new meaning (repositioning)?
Let us consider each of these issues:
1) Whether to brand a product or not is a
decision which can be taken only after considering the nature of the product,
the type of outlets envisaged for the product, the perceived advantages of
branding and the estimated costs of developing the brand. Historically, it is
found that brand development is closely correlated with the increase in the
disposable income, the sophistication of the distribution system and the
increasing size of the national market. The same trend is visible in India now.
Even few years back, nobody could have thought
of selling branded rice or refined flour and Iodized Salt, but several firms in
the recent past have become successful even in such product categories. The
basic reason is that a class of consumers is willing to pay more for uniform
and better quality product represented by the brand. Irrespective of the
location and from which retailer they buy, customers are always buying the same
product attributes when they buy a branded product. Many other commodities,
such as spices are also now being branded. There is no doubt that this trend
will become stronger in the coming years.
2) The question of sponsorship of a brand
refers basically to the decision as to whether it should be a manufacturers'
brand, also known as a national brand or a private brand, also known as a
middleman's brand. This is a major decision in most developed countries where large
chain/departmental stores dominate the retail distribution system. This is,
however, largely a hypothetical question in India, where retail distribution
system is highly fragmented. Only Super Bazars have started marketing a
few products which are specially packed and sold under their names. However, if
outlets of Super Bazars, Mother Dairy and National Consumers Cooperative
Federation increase in sufficient numbers, it is possible that private brands
will also become a reality in future. Some retailers' brand names in the
product categories of sarees and car accessories have already been established.
3) A very crucial decision is with regard
to the quality and other attributes to be built into the product. The matrix of
such attributes will decide the product positioning. A marketer has the option
to position his product at any segment of the market: top, bottom or the
intermediate. Taking an example, Surf is positioned as a premium quality and
high priced product. At the other end of the scale, Nirma is positioned as low
priced, while products such as Det or Key are somewhere in between.
4) The marketer also has to decide at the
outset whether he would like to adopt a family brand under which all the
products of the company would be sold or he would like to brand each product separately.
Companies like GE or Philips follow the family name strategy,
while GM follows the individual brand strategy. In India, L&T and Kissan
are examples of the former, while Hindustan Lever follows the latter.
These are advantages
in either approach:
a) Family Brand
i)
One basic advantage of
using the family brand is that it reduces the costs of product launching and ongoing
promotional expenditure substantially. The firm has to promote only one brand
which, if successful, would be able to sell the entire product line. Lining up
the distribution channel members also becomes comparatively easier. A family
brand name has been found to be very cost effective in tyre marketing.
ii) If one product does exceptionally well, it is perfectly possible
that there would be positive fall-outs for other products being marketed under
the same brand.
iii) It is, however, necessary to be cautious in following this
strategy. It will be a very ill-advised strategy if the products being offered
are of highly uneven quality. It may not also be a good strategy if the markets
are quite dissimilar in terms of consumer profile.
iv) A greater weakness of this strategy is that it does not
recognise that each product can be given a specific identity by a suitable
brand which can go a long way to make it successful.
b) Individual Brand
i) The weakness, as pointed out above, becomes the principal
strength of this strategy. Recent consumer researches have irrefutably
established that a name can have varied associations and conjure diverse
images. These psychological factors can immensely influence the buying
decisions. Individual brand strategy is in a position to take care of this
aspect of marketing.
ii) The second advantage of this strategy is that if there is a
product failure, its damaging effect will be limited to that particular product
and will not extend to the entire product line.
iii) The basic disadvantage lies in the economics of developing an
individual brand. It is obviously a costlier strategy than the other.
iv) The other disadvantage is that the brand does not directly
derive any benefit from the reputation of the firm.
To
take care of these problems, some firms follow a slightly modified strategy.
This involves using individual brands but also giving prominence to the company
name or logo in all promotional campaigns as well as in product packaging. For
example, TOMCO follows individual brand strategy but displays prominently the
words. ‘A TATA PRODUCT'. In many cases a brand extension strategy is adopted. This
really is an effort on the part of the manufacturer to secure additional
mileage from a particularly successful product for launching either similar or
even dissimilar product under the same brand. A recent successful example is
the decision to introduce Maggi range of sauces to capitalise on the image of
Maggi brand of noodles.
5) A firm may decide several brands of the same product which to
some extent are competing inter se. The basic reason is that, at least in the
consumer products, various benefits and appeals and even marginal differences
between brands can win a large following. Do you recall that in Unit 11 we
discussed the illustration of a company which has several soaps, under
different brands for different segments?
Brand Repositioning
Over the life cycle of a product, several
market parameters might undergo a change such as introduction of a competing
product, shifts in consumer preferences, identification of new needs, etc. All
and each of such changes call for a relook as to whether the original
positioning of the product is still optimal or not. Stagnating or declining
sales also point to a need for reassessment of the original product
positioning. For example, Thumps Up has been repositioned several times
in the recent past, from the young to the professionals to the kids and hack to
the young.
BRANDING: ADVANTAGES AND DISADVANTAGES
Branding
as an aspect of product marketing can be analysed from two different
standpoints: that of buyers and of sellers. It is also possible to have a
societal viewpoint.
a) Buyers
The
buyers can derive several advantages:
i)
A brand generally
denotes uniform quality.
ii)
It makes shopping
easier.
iii) Competition among brands can, over a period of time, lead to
quality improvements.
iv) Purchasing a socially visible brand can give psychological
satisfaction to the buyer.
There are, however,
some negative aspects as well
v)
Since brand
development costs money, product prices tend to go up.
vi) Taking advantage of the popularity of a brand, a manufacturer
may reduce quality gradually.
b) Sellers
A
marketer can also derive certain advantages such as:
i)
It helps in product
identification.
ii)
In a highly
competitive market, it can carve out a niche for itself through product
differentiation.
iii) If brand loyalty can be developed through successful promotion,
the firm will be able to exert quasi-monopolistic power.
But
to obtain the advantages, it is necessary for the manufacturer to invest
resources in promoting the brand name.
c) Societal view
From
a macro-standpoint, a brand's role in improving and maintaining product quality
can be considered as positive. Brands also help in better dissemination of
product knowledge; better knowledge can contribute to more scientific and
rational decision making.
There is, however, an opposite view as
well. Many critics feel that branding often leads to higher costs and therefore
prices. It can also allow the manufacturers to get higher returns than normal
through excessive or strong brand loyalty.
SELECTING A BRAND NAME
Finding
an appropriate name for a new product is a tricky job, basically for two
reasons. Firstly, the name should be one which satisfies several marketing
criteria some of which are discussed below. Secondly, the name should not be
one which is already being used by another firm. This necessitates extensive
investigations.
Marketing
Criteria: There is no simple solution to the name selection problem. However,
through extensive research and accumulated past experiences, market researchers
have developed certain principles which should be followed :
1). A Brand name should reflect directly or indirectly some
aspect of the product, viz. benefit, function, etc. For example, the name
`BURNOL' immediately connotes that the product has to do something with bums.
2). A Brand should be distinctive, especially if the product
requires such distinction, e.g., a name like `CHANCELLOR' for a cigarette
conjures up ideas of status, power and opulent life style.
3). A Brand name should be easy to pronounce and remember.
Examples are VIMAL, HAMAM, etc.
4). It should be such that it can be legally protected, if
necessary.
A
firm invests substantial amount of money on a brand. It should, therefore,
ensure that nobody else takes advantage of the brand illegally. Though there is
no fool-proof system for. trademark protection, the steps, as
outlined below, can be of substantive help.
1. Use the generic name of the product in association with the
trade mark. An example is PEARL PET where PET is the acronym for generic
technical product i.e. Polyethylene Terephthalate while PEARL is the brand
associated.
2. Designate the brand name as a trade mark by actual notice.
If the mark is registered, the proper form of notice is the letter R
enclosed in a circle.
3. Display the mark with some form of special graphic treatment.
A trade mark is not a noun; therefore it can be capitalized. If it can be
printed in some distinctive logotype, so much the better.
4. Do not use the trade mark in the wrong grammatical form. It
should not be used as a noun, verb, in the plural, or in the possessive.
5. The trade mark should not be altered by additions or
abbreviations?
6. Use the trade mark for a line of products.
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