Media owners, mind your language

Language is the most important means of communication for human beings. It has been, it is, it will be. Besides verbal languages, we have non-verbal languages such as sign language, body language and so on. Without a language, no communication is possible.

When a pharmaceutical company hires a medical representative, it makes sure that the person being hired is conversant with the doctor’s language; because a doctor cannot be convinced by a person who does not speak his language. When an engineering company hires a salesman to sell its equipment, it makes sure that the candidate selected is well-versed in the engineering industry.

How do media houses hire people to sell their advertising space or time? There are two types. One is the owner who does not want to invest in fresh people. Instead, that person looks around and finds a person who has already proved himself in the field. That recruiter is the one who believes in fresh talent (which is really a good thing considering the number of unemployed graduates around).

Unfortunately, the good intentions of the latter don’t go much further because such media owners haven’t recognised the need for professionalism.
They hire fresh graduates and push them into the field with one-line brief: ‘Go and get some ads’. These poor freshers who have had no exposure to marketing and advertising move amongst advertising professionals without any direction. Worse, they don’t even know the language of the advertising agency, media planners or the product managers at the advertises’ office.

They have been told that their job is to get some ads. So, they visit advertising agencies and advertisers and start asking, quite literally, ‘give me some ads’.

Some of the other demands which one often hears from media sellers are:

How about an ad? (just like that).

Give me an ad. My job is at stake (it happens about once a week).

You handle so many products; you must give something to us too.

I saw your ad in X. Why was it not released in our publication or channel? (occurs about once a day )

What should a media owner do to avoid getting himself the image of a “scrounger”?

First, recruit people with a marketing and advertising background. In the case of fresh graduates, please provide them with adequate training in marketing and advertising. It will eliminate to a large extent the re-occurrence of the scenario mentioned earlier. When a media seller makes a fool of himself, it reflects more on the media owner than on the person himself through sheer ignorance.

Media owners must familiarise their representative with the media planning process in an advertising agency; so, when his representative visits an ad agency, he can speak the media planners’ language.

A good media seller, in my opinion, is familiar with inter-media comparisons. He is the one who understands the target audience for his client’s products, understands the nature and seasonal patterns of various products. And above all, he is thoroughly familiar with the singular characteristics of the medium he represents.

Unless media owners understand the need for talking to advertising professionals in their language, they will continue to be in a difficult situation, as most are today.

Divided We Fall

My thoughts on maintaining a safe distance from politics and religion was carried in the article published in The Free Press Journal on November 21, 2021. https://www.freepressjournal.in/weekend/divided-we-fall-when-politics-strainspersonal-relationships

Veteran advertising professional and founder of Katha Kathan Jameel Gulrays has suitably amended Karl Marx’s statement to better fit our current context. He says, “Both religion and politics are the opiate of the people. Both work as drugs that can dumb the mind and make people believe that these two alone can guarantee the future vitality of our nation. They divide people, and yet, we still find ourselves taking the opium every day, hoping that somehow it can do wonders for us and the country.” In reality, Gulrays adds, how a combination of these two drugs is lethal and has the power to do more harm than the most powerful nuclear bombs. “In our country, it is this combination which could destroy us. I have a simple solution, I refuse to discuss these two topics,” he says, on dealing with people with political differences.

Jingle-a-la-la

Jingles are a form of sound branding where the sales pitch is sung to a musical tune. It is pretty popular in our country.
When I was trying to trace back its origin, I found it in Urdu poetry.
Nazeer Akbarabadi wrote various poems on various fruits, sweet meat, etc. to help its sellers sell there wares better.
All these poems were collected by legendary playwright Habeeb Tanveer and was used in his classical play Agra Bazaar.
Here I reproduce a part of his poem titled “Kakdi” to illustrate my point:

क्या प्यारी प्यारी मीठी और पतली पतलियां हैं
गन्ने की पोरियां हैं रेशम की तकलियाँ हैं
फ़रहाद की निगाहें शीरीं की हंसलियां हैं
मजनूँ की सर्द आहें लैला की ऊँगलियाँ हैं
क्या ख़ूब ककड़ियाँ हैं क्या ख़ूब ककड़ियाँ हैं

The lost art of marketing: Mystery Shopper Scheme

Veteran advertising legend Ayaz Peerbhoy had established MAA in 1959. I had joined MAA in 1967. In 1973, we launched Ensor Razor Blade, a TTK product, and during that exercise, I realised that Advertising is the 4th P of Marketing.
His son and my friend Bunty was handling the account, and besides media, he made me handle the promotion schemes for consumers and retailers.
We organised contests for consumers and retailers. Not many in the current generation of advertising professionals would know about “The Mystery Shopper Scheme”. Why is it run amongst retailers to promote a product at the launch?

Mystery Shopping is a process in which a person visits a retail store, restaurant, bank branch, or any such location to measure the quality of customer experience.
Many companies define detailed processes and parameters to ensure that customers have a good experience in their sales locations. Some examples are:
How customers will be greeted
What is the maximum acceptable waiting time
What is the ambience of the place
How many products should be on display, etc.
A Mystery Shopper visits the location pretending to be a customer and carefully notes things they have been asked to measure. The data is reported to the mystery shopping company, who compiles and analyses data gathered from different locations to help their clients measure and improve their customer experience.

But for our Ensor blade campaign, we used a three-pronged marketing plan for our product. Two of them involved the retailers, while one was for the consumer. Spread over 45 days, I was responsible for all three – Mystery Shopper and Display Contest for the retailers and Complete the Slogan Contest for the consumers. I remember travelling from Churchgate to Borivali in the Western suburb, and then again, went about covering all the areas in the Eastern suburb, all in a day. In a way, I covered 36 cities in one city in a day. I say so because the area around a station in Mumbai is a city itself, isn’t it? Phew! It was too much travelling, but the interactions with the people fuelled my energy levels and kept me going.
The Mystery Shopper Scheme was on for about 45 days, and since the product was new, we had given prior intimation to the dealers about the same. That one and a half month were quite crucial because it was a pre-launch activity for Ensor blade. The advertising campaign was to be launched after this period, and in the meanwhile, we got ample time to check the inventory, keep the spirits high for the retailers and build a buzz among the customers.
Sometimes the mystery shopper used to go to the shops to buy a blade. He couldn’t ask for a blade straight away. As a regular customer, he would buy many items before asking for a blade brand. If the shopkeeper gave him an Ensor blade, the mystery shopper would reveal his identity and give him ₹1000 in cash right away as a “loyalty prize.” The mystery shopper had to get an invoice signed and then hand over the money. If the shopkeeper didn’t give Ensor blade to the mystery shopper, then it was the mystery shopper’s job to enlighten the shopkeeper about the ongoing promotional scheme. It used to be a considerable amount in those days. The exercise was to promote and encourage the customers to buy the Ensor blade. It was a mutually beneficial scheme where both the mystery shopper and retailer used to benefit. Both of them stood a chance to get a handsome amount in return.
In the Display Contest, we had given some promotional material to the retailers, and we expected them to display them at their outlet. The jury used to go around the city judging the best retail outlet, and the retailer stood another chance to win a prize.
We also had a contest for the consumers. They had to complete a slogan, and in return, they used to get some goodies. But this one was difficult because I had to liaison with different government departments to ensure that this one was skill-based and had nothing to do with chance. I remember spending long hours at the government offices ensuring that there was no breach of the law, especially for the consumer contest. I had to ensure that this one didn’t fall under the ambit of the Maharashtra Lotteries (Control and Tax) and Prize Competitions (Tax) Act, 1958.
I had implemented this scheme personally in Bombay (as it was called then) because my dear friend Bunty was handling the brand, and he had immense belief in my “marketing talent.”
I can bet that not even 5% of advertising professionals would know about the Marketing Schemes because guys do not think Advertising has anything to do with Marketing. Sadly, Marketing has become more of Sales. Hence, nobody is willing to guarantee the product’s sale as a result of the advertising campaign. We, even today, ensure the achievement of marketing goals, provided the Client doesn’t interfere in our job.

MRUC, media manual and a secret between two friends

The first-ever readership survey in India was conducted in 1971, by ORG if I remember right.
After that, subsequent readership studies took five years gap to complete. Research agencies kept changing, and differences of opinion led to Roda Mehta parting ways with Advertising Agencies Association of India (AAAI). Roda showed her middle finger to AAAI and established “Her Own” outfit called Media Research Users Council India (MRUC India).
I recall an interesting incident with Roda.
When AAAI decided to start Media Planning Workshops, I compiled the manual for workshops. The day manual was released, my friend Bahadur Merwan, who was on the sub-committee with me, called me.
Bahadur said, “Jameel, Roda is upset with you. She may sue you.”
I asked, “Why Bahadur? What did I do?”
Bahadur replied, “You have taken page 1 to page 15 of your manual from Roda’s manual and haven’t bothered to give her credit.”
I was stunned, but very calmly, I replied, “Bahadur, please tell Roda that my source is the book called Media Planning by James Adams. I shall be grateful if Roda could tell me what her source is.”
What conversation took place between Bahadur and me after that will go to my grave.
Anyway, I am told now MRUC publishes Readership Study every year.
Whatever I could look at tells me what study being published by MRUC seems to be “Desk Research.” 😉

My memory needle is stuck in the past

During my stint at MAA, I was associated with Sheel Kumar and Swadesh Chaddha of Radiowani. We used to produce radio commercials. One commercial is still stuck in my head, even after 43 years. It was for Singer Sewing Machine Needles.
The commercial was:
चल चल चमेली
बाग़ में मेवा खिलाऊँगा
मेवे की डाल टूट गई तो?
चादर बिछाऊँगा
चादरका कोना फट गया तो?
दर्ज़ी बुलाऊँगा
दर्जी की सुई टूट गई तो?
सिंगर की सुई लाउँगा
Those were the good old days of advertising!

Advertising: Believe it or not?

In this age of skepticism, cleverness for the sake of cleverness will be a liability rather than an asset.
Consumers do not appreciate, cleverness for the sake of cleverness in any of the promotional message. Their reactions to our promotional messages have been:
A. I don’t trust you. Why should I ?
B. I am surprised when something I buy actually performs the way it was advertise to perform.
C. Others make the same claim you do; most of you lying.

Writing that copy right is an art

For a copywriter of a television commercial, the copy should be the words (audio) that accompany the pictures in a television commercial.
Pictures must tell the story. Audio is supposed to support the visuals. But today, look at most commercials; almost all of them are radio spots where visuals support audio. We haven’t got over the hangover of radio commercials.
We got to remember that a lot of television viewers look at commercial breaks with sound muted. Visuals must tell the story even without audio.
Most of our copywriters tend to get carried away with the idea of writing “piece of life” commercials and fall into this trap of writing radio spots when they are supposed to be writing TV commercials.

RIP Media Planning

In 1969, at the age of 19, I came into advertising. At that moment, the media planning was limited to raising an estimate, drawing a schedule, and only upon client approval, release orders (RO) were issued.
A movement to professionalise Media Planning saw the birth of the first readership survey in 1971. ORG conducted the research.
The report had too many errors and not an error of judgement. However, over a while constant efforts to make media planning as professional as possible & we did reach there with Media Planners such as Roda Mehta, Ketaki Gupte, PRP Nair, Paulomi Dhawan, Lynn de Souza, Arvind Vinayak & Yours Truly.
In 1990s, Martin Sorrel went on a buying spree and managed to buy over 80% of Indian Advertising Agencies. With an accountant as the owner, Advertising was destined to see its lowest ebb. Which I am looking at almost every day.
Now, there ain’t any media planners left.
Recently, for one my largest account as consultant, The No. 1 agency presented The Effective Media Reach as The Plan Reach while presenting a media plan. When I asked them, “how did you work this out?”, the meek answer was “Software” to which I asked, “do you know the formula?” The answer was meeker this time, “No”.
May I say any more?
In 1970, when I joined advertising, advertising media was limited to raising estimates, drawing up schedules for client’s product, service or idea promotion and nothing else. The media went to the summit of planning. Now it is back to just drawing up estimates, schedules once again.
Happy Media Buying. Goodbye Media Planning.

What is PR?

Today’s so-called PR agencies were “Financial Agencies” during the Harshad Mehta Scam. Once the bluff was called off, those “Financial Agencies” started converting themselves into “PR” agencies with Global Tie-Ups.
Neither were they aware of the real meaning of “Public Relations” back then, nor are they any wiser now. During my tenure as Training & Professional Development Chairman at AAAI, we had requested our dear friend Sushil Bahl, Communication Street, to put together a manual for PR professionals. Sushil did a fabulous job. In this generation, I don’t know anybody who read or seen Sushil’s manual. Had they seen it, they would have been much better professionals.