* CHAPTER 1.

ADVERTISING. 1.1 Origin of advertising

The origin of advertising does not lie in the modern industrial age, but it has its roots in the remote past. Thousand of years ago most people were engaged in hunting, farming, or handicraft related activities. They used to barter products among themselves. Distribution was limited to how far the vendor could walk and distribute, advertising was limited to how loud they could shout. Perhaps the earliest form of advertising was simply the trader shouting out the fact that he existed and naming what he had to sell in the local market place. As an instrument of marketing, advertising was an effective through multiple sales people reaching many people at one time. Then it had used the media as a tool. The American marketing association defines advertising as any paid form of non-personal

presentation and promotion of ideas, goods or services by an identified sponsor.

Advertising doesnt change the physical properties of the product but than also it is the most compulsory expense for creating demand for the product.

1.2 Impact of advertising

Advertising plays an important role in todays competitive business world. It provides benefits to Manufacturers, Retailers, Customers, Salesman and Society as well. Introduces a New Product:

Advertising is used to introduce a new product in the market. It helps to compete with establish brands and, thereby, ensures the survival and success of new product. Creates Demand for Product:

Advertising creates demand for the product. Advertising spread information about the product or services and makes consumers aware about it through various mass media which makes positive effect on the mind of the people and create demand for the product. Expand Market:

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It helps in expanding local markets, to national level and even to international level. Trading at national and international level is impossible without advertising Assists Personal Selling:

Advertising reaches a prospect before a salesman could. The prospect is well informed through advertising. Makes the salesmans job easier. Building Brand Image:

The purpose of repeat advertisings is to make people more brands conscious. Once good brand image is developed, buyers generally become brand loyal. Money spent on advertising is a long term investment to build brand and company image. Reduces the cost of goods:

Advertising generates more demand, which leads to large scale production and distribution. This results in economies in large scale which in turn reduces cost of goods. Persuades prospects:

Every competitor makes superior claims of his product. Therefore, a prospect needs to persuade to buy products. So, the role of Advertising is not only to inform but also to persuade.

Employment:

Advertising provides employment in the field of advertising to copywriters, models, etc. It provides indirect employment in society due to large scale production and distribution.

1.3 Role of advertising in marketing mix.

Marketing mix refers to advertising combination of four elements of marketing useful for large-scale marketing. Such elements are: Production, Price, Place, and Promotion (4 Ps). According to W.J. Stanton Marketing mix is the term used to describe the combination of the four inputs which constitute the core of advertising companys marketing system: the product, the price structure, the promotional activities and the distribution system 23

Advertising and elements of marketing mix:

Advertising and product:

Product is the core element in the marketing mix. The market demand finally depends on the popularity and utility of the product. Popularity again depends on the Quality, benefits and uses of the product. It is necessary to give publicity to physical and other features of the product. Such information needs to be communicated to the prospects through advertising. Advertising and price:

Buyers are always sensitive about the market price. They shift from one product to the other due to quality or price. Price charged should be reasonable. This is necessary for the support and co-operation of consumers. Advertising and Place:

Place relates to physical distribution which is possible through various channels of distribution. Advertiser has to decide whether to adopt direct or indirect channels of also useful for large-scale distribution. Advertising plays a crucial role to ensure smooth distribution of goods and keep the consumers well-informed. Advertising and Promotion:

Promotion is perhaps the most important element in the marketing mix. Companies introduce sales promotion campaigns for capturing market. Price discounts and schemes like buy one, get one free are also offered as sales promotion. Various sales promotion techniques are introduced at the consumer and dealer levels. Window display, provision of after sales services and coordinal public relations also facilitate sales promotion. Massive advertising is useful to support the sales promotion campaigns.

1.4 AIDA Formula in Advertising

The AIDA formula in advertising was suggested by E.K. Strong in his book the psychology of selling. This formula suggests the steps in the process of advertising. The term AIDA is a short form derived from the four words A I D ATTENTION INTEREST DESIRE 33

A A = Attracting Attention:

ACTION

It involves attention element of an advertisement which catches the eye and attract attention. A person is likely to be attracted to advertisements which concerns him and will be useful for him. In order to attract the attention of reader, it is necessary to provide relevant information.

I = Moving Interest:

This is the second step to consumers response. It is called from eye to mind or from attention to interest. As attention should be favorable, interest also should be favorable. All good advertisements start with consumers point of interest. An advertisers approach should be to establish with the consumer, who is advertising prospective buyer for the advertised product D = Creating Desire:

The main job of advertising is the transformation of an interest into advertising desire in the consumers mind for possessing that product. Some methods for creating advertising desire which turn product interest into a buying desire. Present benefits that the consumer will gain. How to use or operate the product? Show the troubles that can be avoided by product purchase. Use prestige, pleasure and social approval angles.

A = Securing Action:

This is the last stage in response to the advertisements. It prompts action and turns prospects into buyers of the product. It is very important stage because it decides the success and failure of advertisement. Complete information including price of the product, quantity, etc., should be given to help the person to make a purchase decision. Similarly, expected action can be secured by adopting various techniques such as, gifts, samples, installment facilities, free demonstration etc. by using phrases Dont delay, Buy now, sale, Limited Stocketc. action is generated.

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* CHAPTER 2. *
ADVERTISING AGENCY. 2.1 What advertising agency represent?
An independent business organization. Composed of creative people. Who develop, prepare and place ads in advertising media;

For seller seeking to find customers for their goods and services. Advertising agency offers specialized services to its clients by charging certain fees. An advertiser prefers to transfer the entire responsibility of advertising to such agency rather than looking after all details regarding the entire advertising work. Advertising agency is a service organization. Large companies prefer to use the services of such skilled, professional agencies for extensive and effective advertising. Similarly, large majority of advertisements and effective advertising. In fact, advertising agencies represent the core of the advertising profession. The agency has writers, artists, media experts, researchers, television producers, account executives and other experts. Agency specialists works together to analyse the clients business and prescribe advertising course of action to keep the business healthy. The American association of Advertising Agencies, (AAAA) defines advertising agency as An independent business organization, composed of creative and business people, who develop, prepare and place advertising in advertising media for sellers seeking too find customers for their goods and services.

2.2 Preference for advertising agency:

Expert services through skilled personnel:

An advertising agency appoints expert staff such as copywriters, media planners, art designers and film makers. It provides expert services to the advertiser and offers the benefits of the services of experts in the field of

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advertising. This raises creativity in advertising. New ideas are introduced for making advertising consumeroriented and target-oriented. Economical services:

An advertiser finds it economical to employ an advertising agency rather than maintain advertising full fledged advertising department. Moreover, the internal advertising department may not be able to provide diversified services. Wide range of services and study of marketing problems:

Advertising agency provides wide range of services to its clients. Such services include marketing research, product renovation, introduction of suitable brand, and so on. These services are in addition to usual services such as preparing copy and booking space in media. Even the marketing problems of clients are analyses objectively and remedial measure is suggested by the advertising agencies. Media contacts:

Advertising agency maintains close and cordial contacts with advertising media. An agency can book suitable time and space in the media for its clients. This raises the effectiveness of advertising campaign.

Creativity in Advertising:

An advertising agency offers the benefits of its expert staff and past experience to its clients. It can introduce new ideas while introducing the products of its clients for better appeal to consumers. It brings professional touch and creativity in the entire advertising activity. Innovative approach:

Advertising agencies know exactly what makes an advertisement click and what contributes to failure. They are better placed to take advantage of rich experience and help the advertisers with innovative campaigns. Flexibility: 63

An advertiser can shift from one agency to another if he is dissatisfied with the services. When the advertiser maintains advertising department it is not at all easy to close it down because it involves dismissal of employees.

2.3 Selection of an Advertising Agency:

Creativity of an Agency:

Creativity is the most important asset of an advertising agency. Creativity depends on the quality of creative personnel (copywriters, artists, art directors, etc.) appointed by the agency. The quality of creative services should be given adequate weightage while selecting an ad agency. Services offered by an Agency:

It is necessary to consider the range of services offered (advertising and non-advertising) while selecting advertising agency. Small agencies provide limited services while large agencies offer wide range of services i.e. a package of integrated services. Location of an agency:

Location of an agency is important for effective, quick and efficient flow of communication with the agency. The agency which is operating in the city where the advertiser had its head office should be convenient. The agency can also follow the client easily. Size of Agency:

Advertising large size agency normally offers better quality services. Such agency is financially stable with adequate staff. Small agencies may not offer wide variety of services. Naturally advertising large agency is always preferable. Initiative and involvement:

Advertising agency takes keen interest and initiative in the work of its clients. The agency which studies the problems of the advertiser and offers suitable guidelines is also useful for the advertiser. There should be complete involvement of the agency in the clients business. 73

Market standing of the agency:

The market standing and past record of an advertising agency should be taken into account while selecting an agency. The agency which provides prompt service and also maintains coordinal relations is always preferable.

* CHAPTER 3. * ADVERTISING CAMPAIGN: 3.1 What does it mean?

Planning Advertising Campaign is not common in the case of all manufacturing companies particularly companies marketing consumer item and facing cut Throat market competition. Advertising Campaign has been defined as series of Advertisement having the same thing and published within specific period. Though the campaign is conveyed through different media, it has a single theme and its unified approach. All though advertisement are depended but they are deliberately made similar to one another. The physical continuity is indicated by similarity of visual and orals. Introduction of advertising campaign need long term planning with specific objective, budgetary provision and arrangement for extensive advertising with advertisement specific period. Involvement of various marketing executive is also essential for the introduction of such advertising campaign. During the campaign period, series of advertisements with identical message are published through different media in order to have positive impact on the people. The purpose of advertising campaign is to solve marketing problems with the help of extensive advertising. It may be treated as outcome of overall marketing strategy. Advertising efforts through well planned campaign gives better results than regular advertising on advertisement small scale. This is because buyers are forgetful of erratically appearing advertisements. However, repeated advertisements on the same theme give better response from the consumers.

Coverage:Advertising Campaign may be organized at the national, regional or local levels. Sometimes, they may be necessary for facing market competition. Direct mail, radio, TV and press are used for the execution of advertising campaign. Advertising campaigns are costly due to increasing media rates.

3.2 Requirement of advertising campaign:

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Advertising campaign is always desirable because: 1. Consumers are forgetful. 2. Consumers get confused with advertising messages. 3. Consumers sometime overlook advertisements. 4. New prospects emerge over advertisement period of time. A part of advertising effort goes waste because some buyers are not real advertisement appears. 6. Continuity in message as reminder. prospects when

3.3 Factor influencing planning of an advertising campaign:

1. The organization:

The position of the company undertaking advertisement campaign needs proper consideration while planning advertising campaign. The production capacity of the organization, its financial position, the sales force available, he product to be marketed are some factors which need proper consideration. 2. Advertising budget:

Planning of advertising campaign depend on the budget provision made by the company for such campaign. For advertising, agency, the main consideration is how much I campaign, media used, frequency of advertisements in media, etc depend on the budget provided for the campaign. 3. The product:

Product or service is the base of entire advertising campaign. Such product may be consumer or industrial, direct usable or durable, high or low priced and finally facing high or low market competition. The planning of advertising campaign should be as per the features of the product. 4. Consumers:

While planning ad campaign, it is important to take in to account composition of consumers, their buying habits, purchasing power, location etc. This will help the advertiser to select suitable advertising theme, media and frequency of advertisements. 5. Language:

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Most of the ads are initially conceived in English. Hindi and regional languages are better understood by the people. Bilingual advertising will be more effective. 6. Competitors:

Advertisement is normally influenced by the extent of market competition and the strong and weak points of competitors. Experts can plan the campaign properly after studying the position of market competition and the policies of competitors. 7. The media:

Advertising campaign is influenced by the media available for advertising purpose. It is necessary to select media which are suitable for the product, target consumers, budget allocation and so on. 8. Sales promotion efforts: other departments of the company.

Advertising campaign should be properly adjusted with the plans of

It should be adjusted with the production schedule and the sales promotion plan prepared by the sales department. 9. Identification of Current Problems:

Advertising campaign is basically for dealing with the current marketing problems of the company. The possible problems may be: sales are reducing, merits of the product are not brought to the notice of target consumers, the product fails to face market competition effectively, etc. it is necessary to give attention to such current problems while planning advertising campaign. 10. Government Regulations: In our country, government exercises control over media. Advertisement numbers of restrictions have been imposed by the government. In order to plan an effective advertising campaign it is desirable that the advertiser is well-informed about government regulations and controls in various media. 11. Advertising Objectives: An advertising campaign is well executed when its advertising objective is well defined. The campaign must use such headlines, slogans, illustrations which help to achieve the advertising objectives.

3.4 Procedure for planning advertising campaign:

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Planning advertising campaign is advertisements lengthy process but is essential for successful execution of the campaign. Large companies prefer to hand over the entire work of planning advertising campaign and its execution to advertising agencies. During the planning process, the agency has to do lot of research and finalize various details of the advertising campaign. In general, the following broad steps are involved in the process of planning of advertising campaign 1. Review of Companys Marketing Position: A company which desires to introduce advertising campaign may appoint an advertising agency for planning and execution of advertising campaign. In this case, a joint meeting of executives of the company and advertising agency is arranged to review the present marketing position of the company, with reference to: The product. The Consumers. The Market Analysis. The Competitive situation.

In addition, special marketing problems faced by the company will be reviewed. This type of joint study prepares faced background for planning advertising campaign which is likely to give promising results. Detailed discussion on such items guides the agency experts in planning the advertising campaign. 2. Defining target market: While planning advertising campaign, it is important to workout who are the potential buyers and where are they located. The common criteria used to segment target markets are demographic, geographical, psychographic etc. 3. Determining the objectives of Advertising Campaign: The objectives of advertising campaign need to be decided before finalizing other details. The objectives guide the entire planning process.

The objectives of advertising campaign include: Sales promotion, Attracting customers of competitors, Developing consumers loyalty, Motivating dealers to take active interest in the sales promotion, 113

Making the brand image popular and Motivating target customers to buy regularly and in larger quantities. 4. Budget allocation:

Budget allocation is advertising limiting factor in the advertising campaign. The selection of advertising media, frequency of the advertising message, attractiveness in advertising, etc. depend on the budget provided. The advertiser will provide substantial budget, if he feels that such campaign is likely to give substantial benefits. 5. Deciding the Theme/Message:

For advertising campaign, the advertising theme should be decided. Theme denotes the central idea around which advertising message will be given so as to make the theme known and popular among the consumers. Advertising campaign relating to soaps, detergent powders, cosmetics, cold drinks, tooth pastes, etc. is based on certain novel theme. Thus, the message to be communicated should be decided during the planning process of advertising campaign. 6. Co-ordination with other marketing activities: Advertising campaign is for the whole organization and not for the advertising department alone. Naturally, proper co-ordination between advertising campaign, production programmed, sales and finance department is necessary for the successful execution of the advertising campaign. 7. Media selection: It is necessary to decide the media to be used for communicating the message. Along with the media selection, the media schedule for actual advertising should be decided for the convenience of media owner and also expected effect of repletion of advertisement. In addition, the language to be used for communicating the message should be decided. 8. Media schedule: the advertising agency in consultation with the advertiser has to prepare a schedule for each media and insertion of each advertisement in the media. Media schedule will include time and frequency of each advertising in the selected media. 9. Execution of Advertising Campaign:

After the planning of advertising campaign, the next step is the execution of advertising plan in actual practice. This includes, 123

a.Preparation of advertising copy, b. Arrangements with media for publication, c.Booking time and space in media etc. It is also possible to introduce the campaign on advertising small scale in the test market and thereafter at the regional or national level. 10. Monitoring of the Advertising campaign: Proper supervision on the execution of advertising campaign is necessary in order to make it successful. It deficiencies are noticed suitable remedial steps should be taken so as to have orderly execution of the whole campaign. By conducting post campaign tests, it is possible to know the effectiveness of advertising campaign.

*** CHAPTER 4. ***

CREATIVITY IN ADVERTISING

Creativity is seeing something new when you look at something old; it is all heart of civilization and is the driving force of revolution. - David Ogilvy.
It is an accepted fact that there should be an element of creativity in an advertisement. This creativity is something new, unique, extreme attractive and appealing to the consumers. In fact, advertising itself is advertisement creative process. It is the outcome of long term planning and hard work on the part of the copy writer or artist who prepares the final copy of the advertisement. This is natural as creative ideas do not come over night. They are required to be developed through systematic thinking process.

4.1 Facts of creativity in advertising

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Creative advertising needs to imaginative, intelligent, sharp, to the point and extremely catchy. It must motive people to purchase advertisement product. The message and appeal made should be able to make positive impact on the consumers. According to Albert Wesley, Creativity is the ability to develop new useful ideas that produce desired results. Creativity should focus the attention of the reader on the product and he must feel the urge to have that product for same benefit. This suggests that creative advertising should be able to create demand for the product when it is introduced for the first time.

Significance of creativity in advertising:

In their attempt to win their customers, a number of Advertising campaign during 2001 failed to cash creativity in advertising. Every promotional campaign was offered gold. Some offered gold coins, while others offered kilos of gold. These campaigns were all running simultaneously. No matter what product the customer bought, he would be sure of the gold offer. Such campaigns failed to generate brand loyalty. A good promotion is one that ensures repeated purchases by customers. Creativity makes advertisement popular among the consumers and motivates them to purchase advertisement specific product. The advertising message is received well by the target audience for follow-up action. Naturally, creative advertising facilities sales promotion.

4.2 Impact of Creative advertising:

It creates quick demand for a newly introduced product. It creates awareness about the product in the mind of prospects. Creative advertising creates desire and motivates consumers to purchase the product. Creative advertising quickly draws the attention of people towards the strong points of the product and promotes its sale. Many products such as colour TV, Computers, Washing machine, etc. get popular support from consumers due to their advertising. Creative advertising makes consumers conscious of their needs.

4.3 Process of creativity

The creativity process has interested all people in the field of advertising. Creativity process depends on imagination of copywriters and artists. The raw material for creativity process is information. The creativity 143

process must include factual information about the company, the product, competition and target audience. Factfinding is the basis of creativity process.

Steps to be follow in Creativity process:

1. Define the Problem:

Introduction of creativity in an advertisement should be treated as a problem which is to be solved by finding out good idea and its effective execution. For this, various alternative solutions are available. Such solutions may be: 2. Developing rational support in the proposed advertisement. Overcoming consumer resistance to the product. Securing popularity to the brand name of the product. Demonstrating special benefit in advertisement unique manner. Indicating utility of the product to target consumers. Detailed study of the problem:

Developing creative advertisement needs long period. For this, which of the alternative solutions is convenient should be studied constantly. After selecting one specific alternative, the whole attention should be concentrated on that alternative so as to develop advertisement new creative advertisement. Detailed study of the product, market environment, advertising by the competitors, etc. is required to be made in order to select one area in which creativity can be introduced effectively. 3. Verification of new idea:

After deciding the manner in which creativity is to be introduced, the same idea should be given more attention for the verification of its use in the final advertisement. For this, various questions can be raised by the copy writer and artists to find out the effectiveness of the idea accepted for introducing creativity. It is also possible to prepare copy of the advertisement as per the new idea for collecting reactions from limited audience. This will gave a little wider exposure to the new idea and its verification will get better validity. 4. Concrete follow-up actions:

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Follow-up actions are rather easy to introduce once the idea to be used for raising creativity is finalized. This idea selected will be treated as the focus point and the follow-up actions will be taken using focus point of the base. The advertiser himself may decide the idea to be used for creativity purpose. He may hand over the idea to the advertising agency for follow-up actions. The entire responsibility of creativity in advertising may be given to an advertising agency which will develop new idea and take follow-up steps after consulting the advertiser.

4.4 Creative strategy

Aptly put by David Ogilvy We must sell or else a simple word perish can be added to complete the statement. This sentence emphasizes the need for selling ones product or service or idea, which is not possible unless there is some creative strategy behind it. Advertising is an art and hence it is creative. It should trigger advertisement dream and aspiration in the mind of consumer. Creative strategy is smooth and free from crowding. It provides advertisement theme to every advertising campaign. Creativity in advertising must be discipline creativity. By translating ideas and impressions into pleasant advertising message, each advertising man gains personal satisfaction and creates enjoyment for those who come in contact with the results. The act of using creative strategy is not so simple. Creative does not just happen. It requires hard work and advertisement keen mind. Although all persons are gifted with some degree of creative ability but some are more superior in this respect. Creative strategy is used in conceiving, writing, designing and producing advertising messages.

Aspects of Creative strategy:

1. Advertising objective: Although the function of marketing is to sell, the purpose of advertising is to help the selling process through communication with prospective customers. Most advertisements inform as well as persuade. Some are designed to help established attitudes and buying behaviors. Others try to reinforce or change existing shopping habits, brand images and usage patterns. The advertising objective expresses the desired positioning of the product or service advertised by describing the image the advertiser desired to communicate to consumers. 2. Target audience: It is importance to accurate description of the demographic and psychographic composition of target audience for whom the advertisement is being created. Quantitative data such as age, sex, marital status, occupation income, education, residence etc. must be supplemented by information about consumer attitude 163

relating to advertised products, competitors as well as the type of creative claims being considered for the message. Similarly, information on media, shopping and buying habits and on product usage must also be gathered. 3. Creative promises: Next comes advertisement statement of the exact product value that the advertiser will communicate to potential consumers. The main creative message should centre on brand advantage to the target audience. 4. Supportive claim: In order to maintain credibility for his promise the advertiser must use factual information. No promise would be accepted or believed by the target audience unless it Spells out the specific gains consumers would get by purchasing the product service.

5. Creative style: Every copy must describe the mood of the forthcoming advertisement or commercial such as cheerful, dramatic or business like. Creative message give distinct personalities that are expressed through copy (printed or spoken words) and through graphics and aural effects (printed, visual, sound and music effects)

4.5 Foundation of creative ideas:

1. Imagination and experience:

Although imagination is an inborn human quality, timely creative ideas are not easy to find. Copywriters and art personnels must be doers as well as thinkers. They must participate in life because their work demands heavy dependence on pas experiences. They must widely travel and interact with people of different social class.

2.

Watch competitors:

AD men must study their own as well as competitors products. They should examine the prospects (their wants and needs, likes and dislikes) and the competition (products and Advertisements) in detail. They should

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read and watch, listen and remember, analyze and experiment until they find the right words to express the theme or idea.

3.

Collection of facts :

Creativity in advertising is based on systematic collections of facts. In creating, we associate known facts such as people, objects, issues and events with one another to develop unique relationship. No matter how original an advertising idea may be, it must help solve consumer problem if it is to be successful. So factgathering is the backbone of creative advertising. 4. Constraints and opportunities:

Creativity people are constrained in their activities by the time and space limitations of the media in which advertisements can appear. On the other hand, they have many creative elements that can be brought together to finalize advertisement. It enables advertising men to look alternative media mix. Understanding constraints and opportunity for each of the major media is use as a source of getting ideas. Creativity in advertising is now going beyond the expectation of the viewers, in a positive manner, because of the huge competition in the advertising. The advertising agencies are trying their best to impress the viewers to create desire in the mind of consumer for the particular product. In the following chapter I will show, how creativity is done in the advertisings by the advertising agencies.

*** CHAPTER 5. *** INNOVATION IN ADVERTISING

In AXN the show 30 second of fame which is the reality show of America where the amateur performer got the stage for 30 seconds to performs what they wanted. The half hour program was an endless and almost uninterrupted series of 30 second, solo and group performance ranging from dance to singing to any activity. They have to show all their possibilities creativity to impress the audiences; otherwise they are out of the show. Voting right is given to the audiences for selecting or rejecting them. This is similar to todays day to days advertising, which also has limited time to impress their targeted consumer and its success or failure is in the hand of the customer. Therefore to attract the customer toward the product it is necessary that the advertising should be creative. 183

Today advertising is not stick to heavy television alone, I had seen how ads and brands are popular all around us. Notice how any space from taxis to school bags, painted trains, sweat-shirts, glasses at bars, lunchboxes, credit card bills, cutlery, postcard, trees and back-lit vans are being decorated with colorful advertising messages these days? Venues like malls, multiplexes, campuses, railways stations, restaurants, etc. are also offering a host of creative advertising hang-outs. This is the rapid world of innovative media vehicles, which is long on imagination and sure to grab eyeballs. Take motor-bike brand Royal Enfield. It cornered elevators on the public places and flanked each lift with pictures of rival bikes. As people leave the lift, they see larger than life Royal Enfield cut-out before them. The message is that the Roadside Romeos please make ways for divine one.

It is just a part of the innovative media vehicles, look out the Fa Fresh Zone which targeted multiplexes down south. Fa dispensers let scented air flow through the air-conditioning pipe in the cooling areas. Meanwhile, rival Rexona has put up painted people on sliding doors move, we get the illusion that people are actually turning away from us, thanks to body odour. The trick to building a fun brand is to devise fun ways of speaking to the consumer. The Rexona deodorant sliding doors innovation was a truly creative exercise. Cellular operator Airtel has branded charging booths in metros, where user can go and charge their handsets. Smirnoff brands itself around glasses at bars, while Lipton took up its own special place on credit card bills. When everyones at it, why should Pepsi or Coke be far behind? Both the brands offer plenty of free merchandise like sweats shirts, bags, wristbands, etc. at their sponsored events, concerts, and certain fast food outlets where they also brand everything from foot mats to tablemats. We can call these advertising vehicles fantastic or imaginative. Point is everyone is doing it. More and more marketing budgets are being moved from mass media to targeted, direct response media such as creativity in advertising or interactive marketing. The more integrated the customer get, the more integrated the brands needs to become. Also, media fragmentation makes it more and more difficult to effectively deliver mass message, so brands have no other logical choice than to get interactive. Nerolac has run touch and feel counter in various malls and multiplexes, which also gives free Nerolac merchandise like mugs, bags and cutlery. McDonald advertising on the attractive and branded glasses, with string attached, For home delivery call the McDonalds number. Interestingly, so-called staid categories like bank can also get some zing with innovative branding. Shoe boxes branded with SBI logos and the pitch line: Car loans from SBI- No more battered shoes. 193

Creativity in advertising generates activity and results quickly. Ads can be hung on trees or in rural setting too. Idea cellular has been branding dhabas on the Delhi-Agra and DelhiChandigarh highways and allowing passer by to charge their mobile phones via charging outlets. The brand has also imprinted its logo on articles such as diaries, bags, coffee mugs, cutlery, trolleys and key-chain. Beside this logic is that the consumers reach a point, where they get tired of regular every day advertising, something thats clichd and predictable. Conventional media starts getting on their nerves. Again, expect mirror on market places where people can catch their reflection..courtesy Asahi mirrors. These efforts come at a soft price, but add a lot of life and fizz to the brand. Ultimately all of advertising and brand building is about passion and it should fall in unique ways and it can be shown in the following case:-

KitKat-the laughometer

Increasingly, advertisers are looking for alternate ways to create saliency for their brands apart from the regular 30 second television commercials they put on air. One clear reason for this is the increasing fragmentation of the audience and with that the compounding challenges of getting the brand target audience to notice your brand. This is why there is a perpetual quest for platforms that will not augment the brand communication but be in synergy with the brand essence. They were sure that most of the people are watching the programme-The Great Indian Laughter Challenge. There were comedians, judge and the audience that also gives its judgment. Depending on how successful the participants have been in tickling its funny bone, the audience evaluates the laughter quotient of the participants on a laughter meter-Laugh meter. Kitkat appropriates the laugh meter properly. And when the winner is announced, the happy moment is captured with Kitkats tag line, Happy ho ja on screen. Thus, in the process, making Kitkat the indication of good times. Most importantly, the brand integration happens within the programming content when the audience attention is focused on the screen. 203

Hence, the branding of Laugh meter on laughter challenge on STAR One looked the most appropriate forum to reinforce the Happy ho ja proposition with Kitkat and that too in the most conducive environment, The Laughter Challenge. Kitkat comes to be associated as a moment to cherish in the programmed. Second, there was a complete value for money for the client through the integration. Introducing Kitkat at an integral moment in the programmed, the exposure time for the brand totals to 1500 seconds, only on the original episode. The programmed gets repeated four times on STAR One and each time Kitkat enjoys additional exposure. If they had to advertise during the commercial break of The Great Indian Laughter Challenge show, they would have managed, as sponsors, just about 60-secs of airtime and the cost of one 10-second spoof for the show is Rs 1.2 lakh. If we calculate money for the exposure time for 1,500 seconds, the cost would be exorbitant. Therefore, Kitkat in The Great Indian Laughter Challenge not only reinforces the brand proposition in the perfect environment but also cost effective. That, to my mind, is innovation.

Airtel plays a street smart.

A busy crowd going about its daily business in a provincial town. Suddenly, someone on the mobile phone goes hallo aloo ka aloo ka is laaloo ka nahin aaloo ka daam kya hai idhar ka bhav? Kya paav yeh signal bakwaas hai.

Now, someone else from the crowd begins to talk to his girlfriend about his marriage. Loud enough for others to hear. Another call the doctors for help. Then these people on the, scattered in the crowd, start to walk to an unspecified spot and make a circle.

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When the group gets together, and each enacts its part, the chorus concludes the play with a song about the benefit of a having an Airtel mobile. This play was organized by Airtel in three rural towns situated close to hugli, lucknow and pune. Though VSNL is already popular with the rural elite, Airtel has exposed the weakness of the competitor and its benefit.

Art of placing customer thrill over product

Bajaj auto test-marketed its pro-biking centre in Pune last year. Neoteric infomatique has launched Xplore, the first digital experience lounge in the country. It does not sell products but only lets consumers experience product of its clients.

Hey, monster! Leave them kids alone

Creating a connect between Pepsodent and hygiene among kids, Mudras Kidstuff Promo & Events held a schoolcontact programme for the Hindustan Levers toothpaste brand, Pepsodent. Germs were referred to as bhoot (monster). The promo was organized across 25 cities and 1565 school in the country.

Era in washing powder advertisings

Now, see how the washing powder advertising has changed from the previous to current period. A signal of washing powder ads was flash when the Surf Lalitaji campaign was started and it was too famous. It built a real, middle-class housewife figure, who was price sensitive but also value aware when it came to choosing Surf over Nirma. Nirma at that time was giving a simple ad with the symbol of the girl, who is happy with her colorful & neat dress. But in Surf, Lalitaji was street smart, as she understood the difference between buying cheap and buying value. Lalitaji was perhaps Indias first advertising, created icon reflecting the real consumer. 223

Real emotion soon became the stock-in-trade. Rin built on envy as a real human emotion with Bhala uski kameez mere kameez se safed kaise? theme which connected with consumers in the early 1980s to create an iconic brand. Wheel detergent built on this theme by re-positioning Nirma and its type as destroyers with door ho ja meri najaron se; mien ne maangi safai aur tu ne di haathon ki jalan! Then Nirma had come with jingle advertising, which creates a boom in sale of the product. Surf also started to give its product a different name, Surf excel, with a new punch line Surf excel hain na. There were also many new product came like Sasa, Ghadi, Eco-friendly, Ariel etc. but because of lack of competitive advertising they fail to succeed in the market. Introduction of tide in the advertising market creates a fear for all other washing powder. Nirma had also renewed its advertising but with the same jingle. Surf tried to compare its product with Tide but failed. Tide had used the Shekhar suman thats time favourite (because of Movers and Shaker) and tried to give advertising of door to door Challenge, which again proved successful. Their after Surf excel include the reality of Indian in the ad i.e. sirf do bucket paani, paani ki bachat, etc. Tide then used the interactive medium of film, e.g. Baghban, Prem (south film), etc. Now Surf excel and Rin are using kids in their advertising, and are also successful. Tide is using bets formula in the advertising. These three are touching a big height because of flexibility & innovation in their advertising.

5.1 ONLINE ADVERTISING

Online advertising blazes a new trail. It is fast making deep inroads into Europe, where the growth was sluggish. Online advertising already account for some 40% of total advertising worldwide. They accounted for 56% of online advertising spending in Britain last year. Internets advertisings already make up abut 10% of British advertising spending. Lets see some creative online advertising by different company.

Mr.Late Latif
It is a human tendency to delay. And we Indians are habitual, no wonder, nothing happens in time. the Delhi monsoon doesnt come on time, Municipal Corporation gets into action after Mumbai is flooded, and many realizes the value of the life insurance when it is too late. So, Aviva Life Insurance thought why not warn people of the cost of postponing of crucial decision. To that end, Aviva Life Insurance has launched an internet adverting-gaming campaign-Mr. Late Latif, a character which help people see wisdom in attending to matters on time. This campaign was designed not just to 233

promote Aviva Life Insurance products but also to create awareness about the fact that the more an individual delays in buying life insurance, the higher the cost of buying it. The fact is people do tend to delay simple but important things such as paying a bill or buying a house, which result in paying an additional cost, and Mr Late Latif was born from this basic insight of delaying things. The interactive game has been devised by Contests2win.com and it looks close to a month to finally host the adver-game on the website. The game takes the surfer through many of Mr Late Latifs such postponement and the price he had to pay for it. Aviva had first launched a pilot of this promotion on Contest2win.com and got more than 30000 game-plays.

Adidas online
The alternate reality offered by Adidas comes in the forms of The Impossible Team, a free online soccer game styled after the popular new generation of multiplayer games that have millions of real people around the world simultaneously competing against one another across the Internet. For advertisers, a major attraction of the massive multiplayer online game, in which interaction among players is integral to winning, is that it holds the full attention of players over long period of time. Ticket to the final World Cup games will be awarded to top players of the game in some countries. The cost of investing in the game is much cheaper than a television ad-especially during the World Cupand it has other unique advantages.

Tata indica v2
The client TATA Indica V2 was looking at media ideas that would persuade people to take test-drive of their car; creating a buzz about the product through a hands-on experience. Using the most popular television platform available at the time, kaun banega crorepati, Lodestar joined up with indya.com to design a contest which would engage viewers with the product while also giving visibility to KBC on the internet.

To accomplish maximum interaction with the public, Lodestar used both KBC and indya.com as contest access points. On the website, they had scrollers at the bottom of the page describing the contests, giving phone numbers where people would call in and a voice-over would encourage people to test drive the Indica.

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While a 30 seconds advertising spot on KBC costs around Rs2.5 lakh, this cost the company 1.2 lakh, deriving interaction not just for Indica but also KBC through net on indya.com. The key aspect of the innovation was to get people to the Indica showroom and to use the car. Thus, to actually take part in the contest and have a chance to win the car, the consumer had to first test drive the Indica. He would then receive an identification number which would be used to participate in the contest. After, creating the buzz about the contest, this was the most important moves that resulted in close to 4000 test drives, 30 percent of which actualized into sales. On KBC, where there were special phones lines set up for people to call in and take part in the contest, they had close to 1.7 lakh phone calls, creating a huge interaction among the consumer, KBC and of course, the Indica

5.2 CINEMAS AS A TOOL OF ADVERTISING

A year ago when I entered a movie hall, I strolled past movie posters and headed straight to the food counter. Now when I step into hall, I literally have to watch my step. There is a DHL cutout there; a Hero Honda bike parked there, a promotion for Brylcreem, hall seats sporting the Signature whisky brand, poster of Airtel advertising telling viewers to download the Fanna songs, Nestle milk on the break fast table in the movie Fanna.. Whether it is the hall premises, intervals breaks during films, or the film itself, advertisers see merit in the medium. Compared with TV, advertisings on the big screen escape the clutter and the TV remote that that dishonestly jumps to another programme the minutes TV serial breaks for a commercial. Cinema is an opportunity to grab attention of the captive audience. Though, the cinemas reach is lower than TV, in terms of impact it is around five times higher. And with the multiplex experience emerging as an alternative form of entertainment, reach is going to get better. Currently, there are 100-120 Cineplexs. According to the Yes Bank report dated 2005, by the end of 2006, 135 multiplexes will house more than 1.6 lakh seats spread across over 500 screens. In fact, Indias largest cinema exhibition company, PVR Cinemas, recently opened the biggest multiplex in the Mumbai with 6 screens and 1851 seats. Besides, the moviegoer population is on the rise. Most frequent cinemagoers belong to the age group of 15 to 34. The urban population belonging to this age group is estimated to increase by 30% and the money they are expected to spend on films is likely to be Rs 138 million in 2011. Also, with the emergence of multiplex culture,

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cinema is going to be the key medium to reach out to the youth. While Dilwale dulhaniya le jayenge is estimated to have collected Rs 20 crore abroad in 1994-95, Rang de basanti collected Rs 24 crore abroad in just six weeks.

Marketers are viewing movies has a great merchandise opportunity. Raymond has just tied-up with Warner Brother to market the complete range of Superman merchandise in India. Pantaloon has an arrangement with Krrish. Aamir khan productions and indiatimes.com had tied up with Archies to market products associated with Lagaan. Marutis Swift was launched in Bunty aur babli. Clearly, with the many uses of cinema, soon it would become a fairground for brands.

MARKETER + FILM MAKER =WINNING UNION

The moment a brand is placed in a movie, both stands to benefit-much more than ever before. The director of KRRISH, Rakesh Roshan, was able to cover 20% of the cost of the movie through in-film brand placements and merchandise. Animation characters are a popular group that marketers could profit from in the future as viewers tune out during usual commercial breaks.

BRYLCREEM FRAME
Recently they had done a promotion for brylcreem in several parts of the country. The idea was to show how people could do a remarkable hairstyling with Brylcreem. So they set up a five- translite show, which staged the evolution of a nerd to a modern, styling man. Besides, they had stickers in the mens restroom with hairstyling tips. People eager to explore their new look were photographed and their images morphed with various hairstyles. Right from the baldy look to the rock star hairdo, the soft ware had it all. In fact the best hairdo was projected onto a screen, which others in cinema hall could see and even give approving nods. A print out of the best hairdo was taken and framed in a branded Brylcreem frame. This activity got an overwhelming response. The promotion was organized in a cinema hall because cinema hall are places that get people in great numbers. It allows for interaction. And their instant feedback facilitates a qualitative analysis of the impact of the promotion.

Giving that filmy glint to Tanishq jewellery collection

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The range of jewellery was promoted as the Tanishq-Paheli collection. The idea was to use the association with the movie to the Tanishq brand. The movie turned to be a hit; the cash registers at Tanishq outlets kept pace with the box office collection of Paheli.

Tata Safari vroomed through road.

Tatas new car was launching and they were looking for the right time for promotion. At the same time the Ram Gopal Verma was directing the film ROAD. The majority of the scene in the film has to be include the car because of its story. The advertising agency had taken the advantage of the story because Tata Safari has to be introduce as the well-built, the ruggedness, the power, the energy and the tough car and in the film the car has to run on the desert areas, in the water, on the stones, etc. this both were similar in nature so the impression on the mind of the viewer was that they are watching Road-The Tata Safari. Tata Safari vroomed ahead through the movie, thanks to an in-film placement of the brand.

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* CHAPTER 6. * INFLUENCE OF FAMILY IN ADVERTISING

The Indian family is changing in real and advertising settings. The patriarchal order is shifting: approval of elders is no longer priority. The emphasis now is on youth, and there is freedom from old family ties and rituals. The standard family advertising may have husband, wife, two children (always a boy and a girl) and usually the happy grandpa on a swing alongside a prancing dog, things are changing. They seem nuclear family, more single women and men, and even within families, there are younger childless working couples. Now lets see how Advertising agency used the different people of family in the advertisings

6.1 Changing role of woman in advertising

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There was a time when ladies in advertisings are being shown as a props and objects. Ladies were shown slaving over her husbands shirt, or cooking delicious food or soothing her childs forehead? They always showed as a good and so boring. But now ladies are used as assertive and arrogant. Importance of ladies in the advertisings is increasing day by day. Ladies are put in advertisings where they are not required at all like in the advertisings of shaving cream, mans clothes, gents watch, etc. but than also they are put because of change in the perception of the people. In fact in advertisings nowadays women are given more importance than man. Aishwarya giving it back to the guys, and in fact, whistling better than them. Chased out of a girls hostel for wanting to be fair and handsome. There are girls out there in marriage market who treat a man like a dog on a leash, her husband talk when she say talk and walk when she say to walk. So dont let it happen to you, do register at jeevansaathi.com. If she wins an innocent bet, she may go to the extent of getting the men to roll out endless papads, so be careful before shooting mouth off on some inconsequential detail about SBI. The Ariel husband obliged us by washing the sheet. The advertisings of prestige cooker with a punch line jo biwi se kare pyaar woh prestige ko kaise kare inkaar. At last it can be said that why should boys have all fun?

6.2 Kids rock the advertising world

Kids had plays a great role in the advertising right from the Polio advertising on the Doordarshan. Kids with a cutesy cap on backwards with spiky hair cut are always there behind a creative advertising. Their naughty 293

antics and lack of respectful interaction with the elders in the advertisings show their growing influence and changing role within the family circle. If parents tells the kids that buying a 1500Rs football is not just possible for a middleclass people than they tell to their family Nothing is Impossible. Complain about

their dirty clothes they tell Daag Achche Hain. The Alpenlibe cream fills advertising has a child making people laugh by imitating his fathers antic in public. Holi or no holi, if they want Alpenlibe, they will go to any uncle and put out their hand. In the soap advertising lifebuoy they give us guidance how they are safe in the dirt. They play hide and seek with Amitabh and shows that their clothes are whiter than him because of Rin. They show that at such age also they are saving their money in the piggy bank and for security they deposit it in the Bank of India. They can even throw our mobile if their photo is capture without permission. If he is sad then he might left out the house and then only Jalebi of Dhara oil can make him happy. They know how to tell their taste with the colour of wall. So dont treat these kids as a weak because they are now taller, sharper and stronger.

6.3 Mens role in advertising

Men are getting more different role in the advertisings. The origin of men in Indian advertising was as a hardworking man with hardworking brand. Clad in his banyaan the Indian men ploughed the fields and then washed himself with his Lifebuoy soap and didnt about how he really look. Now, we often see a softer, metroboy within the family fold. Now, Men are in a Lux bath tub with rose petals. There was a time when male was a dominant in an advertising. But now female has a more value in advertising. Only bollywood and cricket star are given a more important. Now, Male are used as a supplementary to female. But there are some advertisings in which men are compulsorily required, like bike, shaving cream, creams for men, matrimonial advertisings, etc. there importance in advertising is less as compare to ladies, but then also it can be said that without them the advertising is incomplete. Please dont ask any male any question, who knows when they will scold you and say Doobaara mat poochna.

6.4 Animation in advertisings

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Nowadays animations in advertisings are increased due to its favourable response from the viewers side and are cheaper as compare to brand advertising.

When Scrat clutched a glass of horlick

The co-branded advertising for Horlick and Ice Age targeted children. The central idea of the promo was this summer get your hand on the Chilled Chocolate Horlicks before anyone else does. The promo showed innocent yet-fruitless struggle of scrat (the animation character of ice age) and other character for getting their hands on Chocolate Horlicks. The campaign and media plan were focused on television and a huge ground promotion in five metros, where displays were put up.

JERRY ALL OUT the TOM

As the Tom & Jerry show is one of the famous show in the cartoon network, it was the great idea to use it in advertising. All Out had done the same, but was ineffective to produce it in a right manner. There was proper starting but not so was the ending of the advertising. Children always had habit to see the Jerry to win at the last or Tom & Jerry becomes friend, but this was also not shown. In spite of all this negative point its sales has been increased after the advertising has been introduced.

Energizer
Talk about going and going. Energizers drum-beating rabbit has been the brands icon, on and off, for 17 years (since 1989). Question asked: how long wills this battery last? Answer: so long that one commercial cant show it. It was one of the longest running and most recognized campaign. The fuzzy icon for Energizer Batteries has been banging his drum and twirling his stick through over 115 commercials since 1989. This sunglasswearing pink bunny has been ranked among the top 5 advertising icons of all time and can still be seen, 13 year later.

*** CHAPTER 7. ***

DEGREE OF DIFFERENCE OF ADVERTISING IN REGIONS & MARKETS

Coca cola, some year ago, had just turned superhero, Hrithik Roshan, in an advertising where he dances on a wooden pier and makes the coke bottle jump up. It fared reasonably well in the north. In the south it was flop. Tamil Nadu didnt know who Roshan was. When Orchard advertising set about correcting the situation, it 313

put a coke in a Gaana situation, with the Tamil superhero Vijay. Gaana is an improvised poem recited to a tune, a popular recreation in the colleges. It works wonder for the coke in the South. The North and South advertising divide can be seen in the jingles, the songs, compositions, dialogues, mannerisms, in the detailing. If habits, culture, thinking of the two part of the same country are different, wouldnt their advertising be, as cinema is? As result, the above makeover has happened with various brands through time.

7.1 Humour versus dance

South advertising has a signature style. In the youth brand category especially, advertisings are highdecibel song and dance expression, with energy explosions everywhere. In comparison, youth brands in the north rely more on witty banter, leg pulling and philosophical musings. At times, sing and dance too, but definitely several notches shy of the energy thrusts of the Southern kind. It means that advertisings of the North have humour, south have dance. However, advertisings in the North are now using popular South symbols. The embellished elephant in the new 7UP gave the advertising a distinctive south touch. And the house boat in the Clinic All Clear shampoo advertising featuring Bipasha Basu & John Abraham reminds one of Kerala. In the South, people like dialogue driven word powered communication.

So, slogans and hard selling rational appeals succeed. South Indian advertisings are loud and in-your-face. Fascination with bright colours is another characteristic of south advertisings. Every region has its unique translation of ordinary things. For example, in the south red chillies are meant to make the food hot and spicy. In the north, as the advertisings show, chillies are for giving a rich red colour to the food. These differences are the derivatives of cultural contrast. When Orchard had to get cracking on the CokeRoshan remake, the agency toured the state, spending time in the college campuses and hostels. The average son of the soil in Tamil Nadu was someone who was fiercely conscious of his identity. To them the Westernized, convent educated guy was not a role model. They had their own way of passing time. In this case it was gaana.

7.2 Adapting to cultural differences

To adapt a North advertising in the south, the execution or the form may change, but the central thought or the idea would remain unchanged. The idea of the two-bucket Surf Excel Quick Wash advertising was relevant everywhere, since the water crisis is a national reality. So, while the idea remained the same and, the narration 323

too, Shabana Azmi was replaced by actress-director and activist Revathy in the Southern version. Simply because, no one in the south knew Azmi. A lip sync used to be the standard fare, but the sharper the characterization, the sillier the lip-sync version. Imagine a sardar family in their very Punjabi home conversation in flawless Tamil. Therefore replacing northern celebrities with Southern ones, changing the look of the house, the tune of the jingle, are adaptations that make the advertising feel at home down South. Handling the cultural differences within the South is a bigger challenge. Every state has its own story. Language difference is the main barrier to having uniform communication across the Southern states.

7.3 Cultural gap narrowing

However the gap between the North and South has begun to narrow. And that is perhaps because people in these two different parts of the country are faced with similar challenges in life. Even Hindi is becoming popular in the south.

Chennais culture is on the crossroads of modernity and tradition. Women in Chennai want to wear the traditional sari, but they also want to look modern. Last year Mudra South did a campaign on the new line of sarees from RMKV. These traditional silk sarees had western Zodiac sign instead of the traditional motifs and the collection sold like hot cakes. The cultural transition in Chennai can be best captured in the RMKVs tag line Tradition made trendy. While I talk of the North versus South divide, eventually its the language of great ideas that bond us all. The Air Deccan advertising is a perfect example. Its setting is South, the language is Hindi, its appeal pan-India. On this, it seems, the North and the South sensibilities are in total agreement in advertising.

7.4 Creativity in rural advertising

The advertising agencies have to adapt different strategies to advertise its product in rural areas. Because the people in the rural areas have different languages, values, cultures, tradition, etc. many companies failed in rural market because they had adopted the same strategy in the rural as urban.

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Villages are too scattered. A single communication to target the rural rich scattered all over is impractical. With every district, language and culture change and so, does the challenge of connecting with them. There are much advertising which are created by taking in view of the rural people. Like the one that shows a truck driver and his assistant Rajpal yadav. Or, eSys laptop advertising where a farmers assistant uses a laptop to find out the international rates of chilies, or the Voltas advertising, where an air conditioner cools off the sweat of a farmer. Rural makes perfect sense since 70% of Indias population resides in rural. The communication should touch the heart of the consumer, thats it. The language and emotion is understood and felt by everyone. Here are the examples of the different company which had advertised its product in special way in rural areas.

Mortein kills the ravana

Bihar has a very low mass media reach 42%. Local player Maxo dominated the mosquito repellant market with 51.3% whereas Mortein, the number 1 national brand has only 28% shares. Mortein had to get the better off Maxo by connecting with the consumer using what would attract the locals. The route was to break traditional media formats in the most traditional part of peoples lives The Sonepur Mela. In a market dominated by low priced, unorganized local players, Mortein strategically choose its higher end ten hours variant to demonstrate it powerful protection platform. Sonepur Fair is the largest cattle fair in Asia. More than 1 million people visit the mela every year. The month long fair also coincides with Dussehra. They chose an adaptation of the great Indian epic- Ramayana, which is enacted at the Dussehra Fair. Ramayan is a classic story of the victory of god (Lord Ram) over evil (Ravana). This fitted in well with brand platform of the Strength of the Mortein (the savior) over Mosquitoes (the evil).

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A 50 feet high image of louie (the king of pests) was created. For the entire month, a huge publicity stunt was done in the form of a Rath Yatra (chariot procession) taken through the mela. On the D-day (Dussehra), Mortein hexagonal coil (the protector against the menace of pests) shot lasers to burn down the effigy of Louie, in the same way that the image of Ravana is burnt by the arrows of Rama in Ramayana. This year, in place of the traditional Ravana, Louis the Mosquitoes was the cynosure of all eyes. An emotional chord was established through the use of an epic legend with more than the one million people who visited the fair. The support media of radio, poster, cinema and Rath Yatra kept the momentum going, paving the way for the grand finale of the burning of the Louie Ravana image. The value share of Mortein 10-hour coil in Bihar showed a huge jump post the activity. The usage of this innovation targeted medium ensured a growth of 49%, moving its share from 28% in September2005 to average 46% during December 2005-2006. Maxo dropped to 40% in the same period. The halo effect also resulted in 8% increase in share value of other Mortein variant. The positive brand connect generated among the audience was, of course, immense, and well continued to reap benefit for the brand to the brand long - term.

Mobile Marico
Marico introduced Shanti Badaam Alma hair oil in the upcountry markets of Uttar Pradesh to fight Daburs Alma oil. The objective behind the campaign targeted at the women in the age bracket of 18 to 35years was to strengthen the association of the oil with nourishing properties of almond and alma. The challenge invited women to get their hair checked by hair care experts at specially designed mobile clinics. Through the hair-scope, a device to assess hair density, natural blackness, length, dandruff indications, participants were scored for quality of hair. Those with a good score received redeemable coupons and a lucky draw coupon that gave them the chance to meet actress, Bhumika Chawla. RC&M had tied-up with the top beauty parlours in each town where women could redeem their coupons worth Rs 75. This ensured sampling at the parlours as well. Keeping in mind that women in small towns rarely venture out alone, since theres always a male escort, RC&M offered entertainment for the family. since the challenge campaign required women to step out of their homes, RC&M got men and children involved in the Strong hair challenges campaign through games. 353

Glucon-D joins the Olympic

The challenges with this innovation was to reach out to key markets of Bihar and Punjab, areas that are media-dark and Hindi speaking, where the best way to relate to the consumer is on the ground. They tapped the consumer in the summer, a time when their body needs glucose most. Since the aerated soft drink market is growing, encouraging people to drink glucose was the main aim of their innovation. To do this, in Punjab they tied with the annual kila Raipur rural Olympics. Glucon D come in has a cosponsor of the event and participated by refreshing the 4500 athletes and 400000 viewers. Relay, the sport and CEM practice of SMG (Stardoms Media Vest Group) handle the entire project. The insight was simple-Punjabis enjoys their sports and love to sweat it out, so with Glucon D, they tried to show them that they too understood the value of their energy. Also, co-sponsorship of kila Raipur games is relatively unexplored by other brands, this created a singular connect with the rural folk to whom he games are very important. In Bihar, apart from creating awareness about the goodness of the Glucose, the main issue was an increase in of poor look-alike of Glucon D in the market that was being bought by people. Thus, they tied up with the Rotary International to provide mobiles pyaoos (drinking water station) that not only serves water to the passer bys, but also Glucon D. This helped to show the difference the real and fakes, while also giving them a taste of glucose. Initiated in four towns and based on the success in the first month, the pyaoos were extended to others.

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With a trusted organization like Rotary International, They had more credibility then any marketing organization could have given them on- ground. Through these innovations, in both Punjab and Bihar, more then 4 lakh people had sampled the genuine Glucon D. Finally, to make people aware of the summer heat and the importance of glucose, they had used soapactress Smiti Irani who, in a non-commercial way encouraged people to drink glucose. Since people tend to trust soap-actors more and ADVERTISING less, she had tout the message without emphasizing the brand name. An effort that had begun during April/May, it had created awareness about the importance of glucose in the summer, while also creating a connect with Glucon D.

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