Posts Tagged ‘target’

Amway and Autos – Lessons in Branding, UnBranding and ReBranding for Manufactured Housing

October 13th, 2013 No comments

Perhaps the best time to write a column on branding, unbranding and rebranding is prior to the Fall Leadership forum of the National Community Council (NCC) at the Manufactured Housing Institute (MHI). Their workshop on that topic will be one of the items yours truly plans to take in with keen interest, as it is something we deal with routinely in our marketing, sales training, website building and consulting.

The Business Dictionary defines branding like this:

“The process involved in creating a unique name and image for a product in the consumers' mind, mainly through advertising campaigns with a consistent theme. Branding aims to establish a significant and differentiated presence in the market that attracts and retains loyal customers.”

Let's begin with a fundamental principle to rapidly drive home the point for today's topic.

The value of branding a product or service is dependent in part on the perception and demand of the product or service in question.

For example, autos are in demand. Branding your car company or dealership makes sense, because Ask reports that in 2011, 12,778,885 cars, trucks, SUV and other automotive types were sold in the U.S. alone. Branding your product and/or service to grow your piece of the automotive pie in such a huge market makes perfect sense.

The Free Dictionary defines rebrand as follows:

rebrand [riːˈbrænd] – (Business / Marketing) (tr) to change or update the image of (an organization or product).

As an example, if your company's brand in automotive is suffering, you'd want to consider rebranding.

Let's imagine for a moment that an import auto company like Yugo wanted to change their image, rebranding combined with improved quality controls, marketing, service and sales training could have made the kind of sense that could have saved that automaker from 'crashing and burning' in the U.S. car market.

Almost no one in our industry (besides us and some of our select clients) grasp and use the powerful concept of parallel paths and unbranding, along with when it makes sense to use this principle.

Macmillan defines unbranding as:

Unbranded goods are not marked with a name of the company that makes them.


What if your dealership, community – or the industry at large – has an image issue? Does rebranding make the most sense? Or would a possible combination of unbranding and/or rebranding make more sense?

Before you answer, consider this fact. Manufactured housing has tumbled from having 21% of the new home starts in the last 20 years to some 8-12% in more recent years.

So rebranding in a shrinking market is like deciding to be a bigger fish in a smaller pond. Wouldn't you rather go after the large housing marketing place, by whatever strategies are necessary to get you there profitably?

Lessons from Amway and Unbranding

As an example to drive home the point, think about Amway. How many people do you know that have run out to sign up to sell or buy vitamins, home cleaning products etc. from a multi-level marketing (MLM) distributor or company?

The image of MLM in general isn't that hot and hasn't been for many years! So what does a savvy MLM distributor or company do? Answer: they teach their marketing minded distributors to avoid the company name and the marketing method in their initial contact.

In no small measure due to their dual campaign of unbranding and branding, Amway became a multi-billion dollar empire for its founders and made millions for key 'direct distributors.'

At and in part via our – websites, marketing, training and coaching platforms – we have garnered dozens of recommendations and hundreds of endorsements by using a proper combination of branding, unbranding and rebranding, along with other proven strategies.

Which of these – branding, unbranding and re-branding – does your operation need? The answer to that question can be worth millions to you and billions to our industry. ##

PS: Check our many Exclusive and Red Hot Featured Articles for October and see the other new stories at too.

L. A. "Tony" KovachL. A. 'Tony' Kovach | |
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Messaging: Crafting and Delivery

November 7th, 2012 2 comments

The election is behind us and it holds many lessons for marketers. The results of the election are amazingly like what we started with. A Republican House. A Democratic Senate. Barack Obama staying at 1600 Pennsylvania Ave. Republicans picked up one or more governorships. What happened? Why? What does it teach us about marketing and messaging?

There will be punditry aplenty among the talking heads in the weeks and months to come. Here, we will take a unique look, blending factory built housing as part of our lens, but also using some political and marketing prisms to yield an insights to help us understand and that could help us professionally.

If you aren't into politics or are just worn out after 6 billion dollars of campaign spending, please hang with me, because there are interesting lessons to be learned. In fact, let me start with the executive summary, so that you will know you want to move 'forward,' pardon the pun.

Executive Summary:

1) Once you sell someone, if you keep giving them reasons to buy in – even if they are less that thrilled as a customer – they may continue to support you. But you must, must keep engaged, keep 'selling' and telling or you will lose them. This lesson held true for both Obama and for Romney. Both sides lined up behind their man, even though millions began as less than thrilled.

2) The Importance of the Messenger. What if Marco Rubio had been Romney's pick for Veep? In manufactured housing, we know that in a heavily Hispanic market, you might want to have some Spanish speaking housing professionals. It helps if they are Hispanics themselves. In an electorate that is increasingly minority, with a strong dose of Latinos, Rubio would arguably have made the difference in FL, CO, NV, VA and other states too. Besides, Rubio is a powerful, compelling speaker! He had that Scott Walker quality of saying and meaning what he said. Romney – Rubio would have kept the last R intact on the ticket, and would have likely made a difference in drawing Hispanics, other minorities – plus other groups – more to the R table.

Again, our take away for factory built home sellers is, mirror your market as much as possible. The messenger and his delivery are important.

Now, let's mix some marketing and political analysis, for fun and for possible profitable learning! Because all of this will impact the factory built housing industry, not to mention, our nation.

Not necessarily in order of importance; and certainly not being politically correct…

  • Campaign Strategy. The Obama campaign was better at it overall than Romney's team, the proof is self-evident. The Obama machine knew they couldn't run on a record of higher unemployment than the day he took office, a sluggish to poor economy and 16 trillion in debt. So they did what they thought they needed to in order to win, which was scare enough people into thinking that Romney would be more for the rich, a trigger happy cowboy with the military, who would take away 'binders filled with women's' contraceptives and would leave seniors without Medicare. Unfair? That's another subject, but it worked enough. That said, give Romney credit, he way outperformed John McCain. His campaign overall gets a B (was it a B-? Let's not argue that right now…). Romney shined in the first debate, and that may have carried him to a closer or even winning finish, if not for the following.
  • Optics1. Chris Christie's fawning over the president's speeches post-Sandy clearly helped Obama, exit polling shows as much. *
  • Optics2. Never mind that in hindsight, Sandy will end up looking more and more like FEMA and the Fed's cold Katrina, as opposed to some brilliant handling that the early speeches would have let us think. Why didn't the heavily negative optics of Sandy land on team Obama? See the next bullet. Note: Sandy could prove to be helpful for factory builders, which is an important subtext for our industry.
  • Optics3. When we talk about how something looks – Optics – what are we really saying? How the scenario looks through lens of the media. In a 6 billion dollar campaign, much of which lined the pockets of campaign (read, political marketing) professionals and the media itself, the bulk of the TV media was in the tank for the president. That reality meant that…
  • Optics4. Issues that ought to have been bigger issues, never crossed the threshold of – hey, what's up with that anyway? – that could have harmed and defeated the Obama campaign. Besides Sandy/Christie, these included, but were not limited to, the following:
    • Benghazi, which was carefully put on the back burner for 'investigation,' even though bits of information came leaking out that all looked bad for the President.
    • Unemployment. It is higher today than 4 years ago. Those 5 million 'new jobs?' What was never hit hard by journalists was the fact that we needed 6 million new jobs just to keep pace with population growth. No one since FDR won with unemployment so high, which tells us that Obama's campaign won the message war, even though the facts didn't support them. Take away: you can push a rock up hill!
    • Poverty and Food stamps explosions. 47 million on Food stamps and 15% of the population in poverty, unemployment among blacks at record levels in modern times, all of these and more are amazing facts that somehow didn't get covered enough to cause Obama supporters to switch.
    • The Fiscal Cliff and Sequestration. One of many possible time bombs the media elected to gloss over in favor of comparatively more trivial topics.
    • Energy. There is a war on coal, just ask the miners and their owners. There has been a war on coal-fired electricity, which will drive electric costs higher. We have seen fewer permits on federal lands, in spite of prominent denials. See Executive Summary point 1.
    • The self-inflicted lunacy of conservatives in debates being moderated by liberals. Enough said.

    We could go on, but you get the point. Suffice it to say, that sans the mainstream media's significant tilt toward the D's, we'd be talking about president-elect Romney now rather than 4 more years of President Obama.

    The lesson for manufactured housing? We need to craft and cultivate our media relationships too. For those who have not attended an Attracting More Customers with Cash or Good Credit presentation, if you are near Iowa, please attend and see how valuable good PR can be for our industry.

    Romney and his campaign will get beat up and parsed to death, but let's be balanced and fair. They way outperformed the John McCain 2008 campaign. They deserves a campaign B. They happened to be up against shrewd campaigners in Team Obama, it's their specialty. Romney was right to say that records matter, and that his was one of delivering to his investors at Bain, on the Olympics and for Massachusetts as governor.

    But those potentially powerful Romney messages certainly weren't picked up by the media at large.

    Isn't this a little analogous to manufactured housing? Don't we have a solid, good product? Yes, we do! What's the problem? We as an industry don't message it as we ought to either! It will NOT fall into our laps!

    We have to make it happen. We either define ourselves, or others will define us. In Romney's case, team Obama defined him early and often. We too often get defined by a less than loving media. But the fingers point back towards us industry pros.

    Just as Romney missed opportunities to clarify early and often on the auto bail out (read the actual Romney NYTimes OpEd, it wasn't much like Obama or Biden painted it) or other issues that could have won him MI and Ohio, so too manufactured housing has missed early and often the chance to tell our message well.

    Romney needed to connect more with his base and the public at large. Isn't that true for manufactured housing too? Please see this linked article, if you doubt it.

    Problems are Opportunities in Disguise

    Jack Kennedy cited the Chinese maxim that their character for crisis also meant opportunity. That is true for us today professionally (and politically). We have 20,000,000 homes that need to be built between now and 2030. Factory building ought to be at the forefront of that effort. Having the right messenger and the right marketing does make a difference.

    Let me close with the footnote that Madison Avenue, the 'professionals,' don't always have the best results. With 6 billion dollars spent this season on elections, there has been surprisingly little political shift. Crafting the right message, having the right messenger and delivery are critical in any promotional effort, business or politics. ##

    * That is suggested by Chris Matthews of MSNBC "I'm so glad we had that storm last week," Matthews said. Somebody off-screen was saying "oooh" at that remark, but Matthews explained.  "No, politically I should say — not in terms of hurting people. The storm brought in possibilities for good politics.” (Fox).

    PS: Check our many Exclusive and Red Hot Featured Articles for October and see the

    other new stories and 'Purely Political' cartoons at too.

    l-a--tony-kovachL. A. "Tony" Kovach and Spotlighting the MHLifeStyle = Industry News, Tips and Views Pros can Use

    Services:B2BandB2CAds, Proven MH Marketing & Sales Systems, Websites other Industry Solutions.

    Office –815-270-0500 or connect with me on Linkedin.


    Whether you think you can or whether you think you can't, you're right. – Henry Ford

Does the latest news about Sears have a message for Manufactured Housing retailing?

December 28th, 2011 1 comment

Sears Holdings, Inc has announced that Sears/Kmart will close between 100 and 120 stores in 2012. Pressure from Walmart, Target and Best Buy, among others, has been cited. As USA Today reported:

"But the big problem, analysts say, is Sears hasn't invested in remodeling, leaving its stores uninviting."
"There's no reason to go to Sears," said New York-based independent retail analyst Brian Sozzi, "It offers a depressing shopping experience and uncompetitive prices."
We all want to be proud of our business and location(s). But how often do we ask the question, how do we in manufactured housing look or appeal to visitors and potential customers?
Do we create curb appeal?
Do we create a message of great quality as well as value?
Once a customer arrives, do our sales and leasing offices as well as our new or pre-owned homes look inviting inside and out?
The fundamentals – the basics – of retailing apply to our industry the same as it does for others. The fundamentals of business and professional success should be part of our planning and execution.
If your location looks dreary, take heart. There are steps you can take and messages you can craft that can make a positive impact.
What you shouldn't do is have 'hope' as your strategy.
'I hope the economy turns around…
'I hope MH lending loosens up…
'I hope business gets better…
As a pair of winning football coaches interviewed on TV said recently, hope is not a play in our play book. You craft a plan based on your resources and market. Then you execute that plan as best you can. That is how every success or turn-around gets done!
For those who need a plan to market and sell more cash and good credit customers, check out this free upcoming seminar:
It is part of this winning line up of free business building seminars at the Louisville Manufactured Housing Show:
One of many lessons from Sears – which some predict will file for bankruptcy before the end of 2012 – is that you have to invest in your business and constantly adapt to changes in the market. Don't get stuck doing the same things the same way and expect a different result. That is the definition of insanity. We believe if you were insane, you wouldn't be on the website reading this blog post! Make a plan for success and work that plan. ##