Tuesday, August 22

Sneaking A Promo Peek


Beginning next week, Copywrite, Ink. will be releasing mini-histories and case studies celebrating 15 years of communication excellence.

The downloadable pdf portfolio pages will be accessible on Copywrite, Ink.'s main website: copywriteink.com (where we've been). Each week, we'll release a new portfolio page, featuring a specific industry. The image (right) is a preliminary design draft featuring automotive experience before the history was written.

Since 1991, Copywrite, Ink. has worked on agency accounts that include The Auto Collection (at The Imperial Palace Hotel & Casino), BMW Performance, and Black Hawk Expositions. In addition, we've developed campaigns for a variety of dealerships, including Cadillac, Lincoln, Mercury, Saab, Subaru, and Volkswagen. Recently, we developed the strategic communication and creative direction for Concours d'Elegance Las Vegas.

The pdf portfolio also provides a glimpse of our what our future site will look like in the months ahead. The new site design will be rolled out in three phases: the addition of these pdf portfolio pages, back lot merchandise featuring our Hun Productions brand, and then an image overhaul for the site to bring everything together.

Currently, you can download a pdf list of select account experience as well as a list of our award winning work. In total, we have experience on more than 1,000 agency accounts.

Friday, August 18

Reading Seth Godin's Blog

Seth Godin is one of the few bloggers out there that nails communication observations more often than not. Enough so that I'm adding him to our company's blog shuffle for a bit. If you're not familiar with this best selling author, who is uniquely successful with ebooks, or his blog, I certainly encourage you to take a look.

In addition to recently posting which web 2.0 companies are gaining traction, he did a great job at highlighting ESPN's John Sawatsky's take on how not to ask questions. The irony is that many members of the media, and even more politicians, practice all of them without fail. I've included four of the seven below, leaving the rest to be found on Seth's blog.

* Double-barreled questions. Like: "Is this your first business? How did you get started?" You're unlikely to get answers to both. One question at a time.

* Overloading. Ask: short, simple questions. "What is it like to be accused of murder?"

* Adding your own remarks. Again, this is not the time or place to say that you hate Chryslers... You're not being interviewed.

* Trigger words. One famous example of this was when TV reporter John Stossell asked a pro wrestler about the "sport'' by volunteering this about the fighting: "I think it's fake." The pro wrestler hit him--twice. "Was that fake?" he demanded...

Trigger words, by the way, are also sometimes referred to as ''needling,'' which is one of eight zinger questions I teach public relations professionals and spokespeople to be aware of and avoid during an interview.

Closer to home, it's also Jon Ralston's favorite setup, probably because he knows it makes for great entertainment, if not a great answer, as Sawatsky points out.

Wednesday, August 16

Gaining From Every Experience


On election night, Congressman Jim Gibbons may have won the Republican primary for governor, but the disproportionate amount of media coverage seemed focused on state Sen. Bob Beers, even as early returns demonstrated the election would not go his way. A few of the people standing in the ''war room,'' a few floors up from the gathering of family, friends, and supporters at Arizona Charlie's in Las Vegas, wondered why.

Perhaps columnist Jon Ralston wrote it best a few days ago. ''No one has ever run an insurgent campaign against a well-financed front-runner better than Bob Beers.''

Bob was the people's candidate and he carried with him the people's message. In the months ahead, many voters, even those who threw their votes toward the frontrunner, will miss the fiery, honest, straight talk from the one candidate who stood unafraid to speak the truth. Enough so, that members of the media, former elected officials, and political consultants speculated, with hopeful tones, that Bob Beers would run again in 2010.

Whether that is something he will seriously consider or not is hardly known at the moment, not even by Bob. It would certainly be good for Nevada, especially as reports surface that our state has the biggest declines in existing home sales in the nation, down 23.5 percent. It's one of several economic indicators that show how our increased cost of living is starting to overshadow the benefits once associated with relocating to our state. Although some may argue otherwise, government spending remains one of the catalysts for a downward trend.

That was also one of the many messages Bob carried with him as he traveled the state.Though it may not be the message some people wanted to hear, they knew in their hearts he was right. Sure, it was not politically expedient, but then again, Bob Beers never wanted to be a career politician. He was more interested in setting forth with the impossible and improbable goal of running a campaign based on the voice of the people of Nevada with his first priority to make government listen. Based on the numbers, he did that. He was down only 4 percent in Clark County, the most populated area in the state.

That decision, to speak for Nevada voters rather than the status quo, made it nearly impossible to raise enough funds from special interests. In the end, his campaign was outspent 4-to-1, but he still managed to carry 30 percent of the vote in a three-way primary. I'm proud of him for that because he made campaigning more about what could be done to make our state a better place with a more promising future.

Voters still have another shot to control state spending in November. Although Bob Beers will not be in the general election, his Tax and Spending Control (TASC) initiative will be. It remains the most important ballot question this year. Beyond TASC, Bob still has four years of service ahead of him as a state senator who has earned the endearment of the Nevada. After that, we can only hope.

Personally, I would do it all over again as there is no doubt we delivered the right message with a clean issue-central theme. Sure, I would have liked to have expanded the platform earlier, but post-show commentary is always easier that actually taking the risks associated with performing the show. In sum, I would be there for any future Bob Beers run and next time I won't hesitate to step into the position of campaign chair. Likewise, if Bob wanted to pursue something in the private sector, I would be there for him too.

As for me, I'm still satisfied with the miracle that took place for us this year. Our daughter is still doing well and we are hopeful to finally welcome her home come September. (Perhaps two miracles in one year was too much to ask for.)

I'm also looking forward to getting back to the business of Copywrite, Ink.'s 15-year anniversary. In addition to helping re-spark some growth in several advertising agencies, I'll be traveling to northern California in the weeks ahead to develop a strategic communication message that works; our success rate with core message development remains 100 percent.

Wednesday, August 9

Marking A Campaign Moment

Anyone who has ever worked on a campaign has at least one experience during the race that they consider the "most memorable moment." No, I'm not talking about election night or debate wins, though I have fond memories of those too. This time, I'm talking about something much more personal.

You'll probably never read about it in any newspaper, but during the 2006 gubernatorial race in Nevada, my most memorable moment will be standing in the hospital where my wife had just given birth to our daughter, three months early. Within an hour after the delivery, I received a call from State Sen. Bob Beers, Republican candidate for governor, after he'd received a head's up from campaign manager Andy Matthews about the unexpected news. I had called Andy a few hours prior to our daughter's birth, before we even knew how the events would unfold, to tell him that I may be out of pocket for an unknown amount of time. He, in turn, touched base with Bob Beers, who was touring rural Nevada.

Bob: Rich Becker? Bob Beers.
Rich: Hi, Bob.
Bob: How's Kim?
Rich: I'm with her now; she's doing fine. She just came in and is recovering from surgery.
Bob: Your son?
Rich: He's good. He knows what is going on … he's at his grandparents right now.
Bob: And the baby?
Rich: A girl. Two pounds. 13 1/2 inches.
Bob: Is she going to be okay?
Rich: She came out crying. That has to be a good sign. She's in the NICU right now. We're confident everything will be okay.
Bob: Good. Good. Andy just called me a few minutes ago. I had to hear for myself. What's her name?
Rich: Well, we considered Bobweena but decided on Jenna Elizabeth instead.
Bob: (laughs) Your daughter will no doubt thank you for that decision. So what happened?

After explaining the circumstances leading up to the early arrival, we chatted briefly about the gravity of the situation. I remember offering up some last minute campaign notes that I hadn't had time to share with Andy, but he said not to think twice about it. There are more important things right now, he said.

Bob: I hope you know you can call anytime if you need anything. Sarah and I will be happy to help.
Rich: I know that, Bob. You always have.
Bob: Is there some way we can help. Is there anything we can do for you?
Rich: Yeah, you can win this thing.
Bob: (laughs) You know I intend to. Give my best to Kim. You take care of her and your baby. We'll be praying for her.
Rich: Thanks, Bob. I'll call you in a couple of days when things settle down.
Bob: Sounds good. Take care, Rich.

As of today, the race remains a dead heat with a mere two points separating Bob and his opponent. It's a huge jump from the polls conducted earlier this year, which originally gave Bob's opponent a 40-point lead. Sure, anything can happen come election night and some people have already said that Bob's win will be a miracle. Yeah, I know something about those. For the last seven weeks, I've seen a miracle in the corner of NICU every day.

Saturday, August 5

Racing With A Baby In NICU

Copywrite, Ink. should be rolling out a new Website, celebrating our 15th anniversary this month. But we're not. We've put our plans for promotion on hold for two very good reasons. Sometimes priorities change and we have time to do it right.

The first is a new addition to my family. Jenna was born three months early in June, weighing a mere two pounds and measuring 13 1/2 inches, which is about the size of a water bottle. She's doing better today, fighting off new challenges like infections and development concerns. It's okay. We have a lot of faith to bring her home, spurred on by the enthusiasm of our son Griffin. My wife and business partner at Copywrite, Ink. has been back in the office, full time, for several weeks. For both of us, work has become a tremendous benefit in between hospital visits.

The second, though overshadowed by the first, is our involvement in our state's race for governor. Since January, we have had the distinct pleasure of working on our fifth campaign with the always compassionate State Sen. Bob Beers. I say compassionate because Bob Beers might be an accountant, but he has proven once again that he puts people first. Almost every conversation begins not with barking campaign orders, but with "how is your daughter today." I neither solicit it nor expect it. And I only share this bit of trivia as an observation of his character.

For anyone tracking the race, Beers has doubled in the polls while his primary opponent has plummeted 20 points despite spending almost $2 million. His opponent's weakness, not surprisingly, is communication. Anyone interested can easily read the numerous news commentaries on why his opponent, once the frontrunner, has lost so much ground. Or, you can visit Bob Beers for Nevada for examples of better strategic communication at work for the Beers campaign.

In the weeks ahead, I'll certainly offer up where Beers' opponent went wrong in the primary, but I'm happy to allow him to make the same mistakes over and over again. Some of them, but not all of them, were cited in an Associated Press column by Kathleen Hennessey.

What I can share now, however, is that I'm a bit disappointed in the opponent's campaign advisor. Unlike the campaign advisor I went head to head with in Beers' successful state senate race (where we were outspent almost 10 to 1 but still won handily), I've always had a certain amount of admiration for the one our Beers team is facing today. It saddens me to see him make such surprising slips and deliver what appears to be extremely poor strategic positioning. Even on the off chance they pull it out in the end, which I've recently had some indications will not happen, this race will certainly be his worst case study.

Giving credit where credit is due: I'm not the only one in a senior advisory position like I was in the state senate race. Advisor Todd Schnick at The Strategum Group and campaign manager Andy Matthews have done an amazing job. I'm happy to be working with them, especially given those occasions when my schedule changes up for hospital visits, which brings me full circle to the point I wanted to make with this post.

Lately, my wife and I have often been asked "How do you do it? How can you have a baby in the hospital, maintain your business, meet non-profit obligations, and work on a campaign?"

I won't lie and say it's easy, because it's not always easy. But what I will say for anyone facing a personal (or even professional crisis), it always pays to count your blessings and not your problems. We have a daughter who has survived some pretty serious stuff and will be home hopefully sooner than later, clients who have faith we will meet deadlines and still produce top quality work, non-profit community and professional colleagues who frequently offer support, and a candidate who is not only compassionate, but also the only candidate who can ensure our children have the same promising future that my wife and I have been afforded here in Nevada.

The way I see it, our son and daughter, especially after everything she has gone through, deserve the best education, better opportunities, and future in our state without the hinderance of big government like the one the primary opponent is promoting. I know Bob Beers can deliver, which is precisely why I elected to forgo self-promotion plans to put a few more hours in on the campaign.

Wednesday, May 31

Creating A Class For Everyone

One might think it would be easy, but they'd be wrong. Creating a skills-oriented university class from scratch can be a challenging exercise, maybe more so than applying communication practices on a daily basis and certainly more so than developing a program or workshop for working communication professionals.

The program, which I was recently asked to develop for the University of Nevada, Las Vegas (UNLV), is a skills-oriented class with an emphasis on improving written communication for writers, office managers, business professionals, and anyone who wants to enhance the clarity, consistency, and usage of personal or business correspondence. In sum, it's a class on how to be a better editor.

The most immediate challenge is in catering to a broad audience. Editing classes tend to attract a diverse group, ranging from people interested in self-editing manuscripts and essays to office managers and working communication professionals. One of the objectives in developing the class is to teach enough basic information to benefit everyone without spending too much time on subject matter that a portion of the participants already know. How much of a 4-hour class really needs to focus on basic English, defining nouns, pronouns, etc.? Do I really want to diagram sentences? Will fiction writers balk at AP Style?

The second challenge is in self-evaluation, an attempt to determine just what personal experience has made matter of fact to me but what might not be so matter of fact to other people. Sometimes it is challenging to educate people on the merits of AP Style, especially simple rules such as when to capitalize the title of the position and when not to. It's something I've learned to do without thinking much about the reasoning behind the rule.

In the end, with some input from Michelle Baker at UNLV Educational Outreach, I think we have the makings of a solid half-day fall program that focuses on editing essentials such as language skills, mechanics of style, and the importance of correct spelling and punctuation. Of course, the true measure of success will be derived, in part, from student evaluations.

Thursday, May 11

Meeting Matsuri Objectives


Just a few weeks before Matsuri, the number one show in Japan, would perform a limited engagement at the Riviera Hotel and Casino in Las Vegas, we received a call from veteran show promoter and marketing director Jim Hoke. He needed public relations support and needed it fast.

Given the timing of the show, less than four weeks away, we quickly established two primary objectives that would drive Matsuri's media relations efforts: to create a consistent message that maximized earned media exposure in the local and national market (in order to reinforce the caliber of the show and increase ticket sales). And, to generate enough excitement about the show that a comparable or better venue would offer it an indefinite or long-term home in Las Vegas at the discretion of the producers.

To accomplish these objectives, we began by evaluating all existing communication material and then developed backgrounders, show descriptions, and a news release for the show's opening, knowing that some publications require up to four weeks prior to press time. The turn time was less than 48 hours.

After the initial rush, we shifted gears to build a low-cost, but effective media kit that included: a cast listing, fact sheet, show listing, photo call sheet, and supporting releases. One focused on two world cup winners in the show; another featured its uniqueness as the the first musical production to have ever originated in Japan.

As I've mentioned in previous posts, we spend ample time considering the contrast between one product and another. Let's face it. There are hundreds of shows in Las Vegas so patrons needed a good reason to go to this one, an afternoon show with ticket prices starting at around $60.

Overall, we concluded that the combination of extreme sports and the glimpse into Japanese culture was the best draw for American audiences. (The opposite holds true in Japan; they prefer American undertones). The results speak for themselves. The show quickly dominated the media, including Google searches, and became the city's best attended afternoon production, with an overall attendance average that outpaced any expectations.

While I won't share the entire media strategy, I will say that our solution proved two things: you don't need a huge budget or several months to develop an effective communication/media relations plan. At the end of the day, if you have a good product, all you really need is a solid message, sound strategy, and some media savvy.

In fact, the communication strategy we implemented achieved another goal. Matsuri will be back in Las Vegas this fall. It seems one major property has already anted up at least one offer.

We hope the fine folks at Matsuri take it. Our company enjoyed working with a Japanese-owned company. While it's not our first time (we've also worked with companies like Konami), it's always a good time.

Monday, May 8

Forecasting The Future

rPerhaps it is because I tuned into the show American Inventor, but I find myself wondering if business owners are forgetting that focus groups and customer surveys, while helpful, are not meant to be mini-product development sessions. Watching this show, you might think otherwise as the contestants, ordinary people with good ideas, strain under the advice of focus groups that, in some cases, aren't even representative of the right target audience.

Case in point: one inventor was shocked to hear that a car seat capable of saving a child's life was not aesthetically pleasing enough to purchase. While the inventor couldn't believe his ears, I couldn't believe my eyes. This focus group participant was obviously single and without kids. Of course, from there, the product became fair game and every participant suddenly had two cents despite a lack of common sense.

Come on. Surely if you asked a focus group, let's say, whether they would buy water in a glass bottle for 4 times the amount of other bottled water, they would have laughed in your face. Yet, Perrier stands up as one of the best marketing success stories of all times.

So why does this happen? Simple. Evidence has always suggested that focus group participants lie. As Harvard Business School professor Gerald Zaltman wrote in his book "How Customers Think:" The correlation between stated intent and actual behavior is usually low and negative. In fact, 80 percent of new products or services fail within six months when they've been vetted through focus groups. Hollywood films and TV pilots--virtually all of which are screened by focus groups--routinely fail in the marketplace.

First of all, they're usually volunteers, people predisposed to participate (not so ordinary consumers). Second, in a focus group setting, they are influenced by others around them. It only takes one seemingly confident person to sway the group. Third, they are often motivated to participate for reasons other than offering 'honest' opinions. Fourth, they are usually asked to make snap judgments. And fifth, most focus groups are not subjected to months of behavior-changing communication.

Right. Perrier was successful not because it had the best water, but because it entered the market at a time when consumers were status conscious and said: hey, this water is for people with status, thus the French name. Cool, eh? Cool enough that as the consumers changed their behavior (largely because of other great marketing strategies), Perrier can now be purchased in a plastic water bottle.

Don't get me wrong. Focus groups can be a useful tool. But, at the end of the day, they are only one tool among many. Not to mention, once all the data is gathered, assuming there was no bias to begin with, it needs to be sorted, qualified, and applied properly.

Polls are no different. As Joe Klein wrote for Time magazine a couple of years ago: The vast majority of Americans--as many as 90 percent, pollsters told him privately--refuse to answer questions when the wizard calls (although the number is marginally better this hot election year); people who use cell phones exclusively, mostly younger voters, are unreachable; and wizards frequently 'correct' for these things, by "weighting" their polls.

Wow! Does that mean polling is less scientific and more speculative than ever? Maybe a poll will would provide the answer. And if not, a focus group could do the trick. Ahem.

Thursday, May 4

Seeing A Successful Future


We recently provided public relations support and writing services for a two-month run of Matsuri, which is also the number one production show in Japan.

The show, which featured world-ranked professional athletes and Olympic medalists, combined athletics, extreme sports, dance, and Japanese tradition. While in Las Vegas, it scored a long list of positive local and national reviews. Not bad, considering we never had an opportunity to see the show prior to the public relations launch.

Sometimes our job is like that. In a city like Las Vegas, the vision of what's to come is all you can hope to communicate. We've worked on countless communication projects for shows, events, companies, and others over the years, ranging from The Alexander Dawson School at Rainbow Mountain to New York - New York Hotel & Casino to Konami's entrance in the United States.

Next up is something I'm really looking forward to: The inaugural Concours d'Elegance Las Vegas.

Concours d’Elegance Las Vegas, an upscale auto show for legacy and select classic automobiles, will be held in Las Vegas, Oct. 20-22. It's already creating a preliminary buzz in the auto world after recently securing George Barris as honorary chairman. Barris, if you don't know, is the best-known designer of custom cars in the world.

In addition to creating thousands of custom cars, Barris’ work has appeared in custom magazines, books, television programs, and motion pictures since the 1950's. Much of his work has become an integral part of American culture, including the original Batmobile and latest James Bond car. Recently, he appeared on ABC TV's popular show ''Extreme Makeover.''

Beyond the Barris connection, we've been thrilled to work with Concours development veteran Elaine Sherer and retired Saatchi & Saatchi designer Don Lais. Both are great to work with -- Elaine because she immediately saw the value of implementing our core message strategy and Don because he has an uncanny ability to grasp a visual concept and bring it to reality.

The end result is an event that is already shaping up to be a huge success with more than 100 mint condition legacy automobiles featured, along with a special venue for classic cars, an automotive art show, live music, and gourmet food vendors. Ultimately, Las Vegas will become the most visiable and successful Concours location in the world with more accommodations, world class dining, fashion, golf, and entertainment than any previous Concours venue.

If you'd like to see the communication and news of this event unfold, visit www.lasvegasconcours.com . Right now there is a place holder for the Website, but we're expecting Don to resolve a nav bar issue soon so the rest of the site and event information will follow. In short, if you love automobiles, we'll be seeing you in Las Vegas this October.

Monday, May 1

Freezing A Crisis With A Frosty

Maybe.

That was my conclusion after reading about a marketing study, "Is That a Finger in My Chili?", as highlighted in a Las Vegas Sun article. Maybe the study's solution would have worked. Maybe not.

While Kathryn A. Braun-LaTour and her husband, Michael LaTour, are right on several points--giving away free Frosty milkshakes was a mistake, addressing a problem is a must when facing a crisis, and that emotional advertising can be extremely effective--the study reaches too far in suggesting that the best way to handle a crisis is to appeal to positive memories of that company.

The Wendy's case was much more complex as a study in crisis communication. First and foremost, the company was already suffering from an eroding market share, limited target audience (older baby boomers), and McDonald's ability to break into the chicken sandwich and entree-sized salad portion of the quick service market. That said, the finger incident, planted or not, was similar to pouring salt on an open wound. Second, the incident created an immediate negative and emotionally-charged impression (Wendy's=finger), not necessarily of the brand, but certainly an unappetizing image.

To their credit, the Wendy's team did a lot of things right in terms of crisis communication. Of course, the one thing they did wrong, to offer free Frosty milkshakes as an offering attached, unfortunately, to the one image they needed to erase from our short-term memories, had the most impact. The broadcast media play--complete with the finger image and Wendy's brand--outpaced their paid advertising and reinforced the unappetizing image all over again. Not to mention, a Frosty milkshake has a very limited appeal in that not many people appreciate a milkshake you have to eat with a spoon.

If the Wendy's team wanted to reward loyal customers for sticking by them during a crisis that was proven not to be their fault, an item with broader appeal and a better message may have helped. As it turned out, their message was nothing more than distress advertising, which generally produces mixed short-term results and few, if ever, long-term results.

Sure, the LaTours are right in suggesting that Wendy's needed to shift the focus from the finger incident to something positive. But false memories of a Wendy's that never existed? I don't think so. This is where I depart from their solution.

The study bases much of its claims around a survey filled out by university students, which are not representative of Wendy's traditional core audience. According to the story, the survey rated the students' emotional response to the Frosty ad vs. nostalgia advertising designed to appeal to their emotions. Not surprisingly, the students preferred the nostalgia advertising. It might also be worthwhile to point out that the test advertising had the benefit of being disassociated with the finger story in that the nostalgia advertising was not competing against daily news coverage of the incident at a 10-1 ratio. In short, given the same circumstances, the LaTours' ads would have been placed under similar scrutiny, with the public wondering if Wendy's was trying to make them forget recent events.

The bottom-line: the decision to appeal to a person's positive memories of that company during a crisis is a roll of the dice. It make work sometimes. It may not work other times. It depends on the specific circumstances of the event and the company. Sure, we all take comfort in believing communication formulas work miracles, but the reality is a sound communication process-not a formula-will guide you toward an effective resolution in a crisis communication situation.

So would the LaTours' ads have worked? Maybe, but I wouldn't have banked on it, especially if those ads contained images that never existed at Wendy's before. A better test of Wendy's ability to rebound in the face of changing times is just ahead.

Wendy's is working to broaden its audience by marketing to the 16-to-28 crowd. They finally have a clear marketing message, which they haven't had since Dave Thomas died in 2002. And, they're testing new Frescata deli-style sandwiches. Now that, my friends, is smart stuff. I look forward to seeing how it plays out for my former 'high-school job' employer.

Wednesday, April 19

Introducing Hun Productions


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Here is the first design for our new creative line featuring modernized versions of vintage World War II posters. We decided to launch this line first because it's a fun and original product. It's also simple, something we could put up beyond Copywrite, Ink. logowear as a storefront place holder. You can also see the image and its "I'm Watching You" partner at Back Lot Projects

Tuesday, April 18

Adding Copywrite, Ink. Logowear

Before my Writing For Public Relations class ended in March, one of my students asked me if there were any crossover jobs for public relations professionals. I gave him the usual cross-industry answers, ranging from ad copywriter to event coordinator. There was another I forgot to mention.

A public relations professional, assuming they're a talented writer, could break into giftware industry. After all, someone has to write all those colorful quips and poems that decorate shirts, mugs, cards, and cups. I know they do because I worked on assignment for Stanley Papel Designs, one of the most recognized giftware manufactures in the world. It's a fun and competitive industry, especially if you can write messages that appeal to a broad audience.

I broke into the industry after sending a four-line resume that said nothing more than: "Experience: Great. Creative: Even Better." Stanley called me personally and said he's give me a shot, adding that out of all the resumes he received, mine was the only one short enough to fit on a mug. Go figure.

I was happy enough. It was a job and I needed jobs. I completed several projects for Stanley Papel before catering to more commercial clients. It was fun and I often missed it. Recently, I found out that I don't have to miss it anymore. Thanks to the advent of computer technology, I can test market giftware with Cafe Press and Zazzle.

Last week, we added Copywrite, Ink. logowear as a place holder to our new store at Cafe Press, but we already have some fun ideas and designs that we'll add in the months ahead. I'll preview a few here from time to time, but in the meantime, if you want to see what our logo looks like on coffee cups, T-shirts, and teddy bears, click on the links we've added on the right. Who knows? You just might like one for your very own.

Monday, February 13

Honoring Communication Excellence

Relatively few industries offer professionals as many peer review opportunities and recognition as the communication industry. In addition to international and national competitions, most major markets host several local or regional award programs, some of which provide the first tier of national competition.

In Las Vegas, there are several awards programs, each with its own criteria and judging principles. A few notables include: Las Vegas Advertising Federation's Addy Awards, Women In Communications' Electronic Media Awards, the Public Relations Society of America's Tri-State Pinnacle Awards, and the International Association of Business Communicators/Las Vegas (IABC/Las Vegas) Bronze Quill Awards. There are others, enough so that most agencies and firms can only participate in one or two every year.

While we enter some from time to time (and sometimes our clients enter, given that many are agencies), my personal favorite remains the IABC/Las Vegas Bronze Quill Awards, which recently celebrated its 25th anniversary. It is the longest continually-running awards program in Las Vegas.

What sets it apart from the other programs (even the Addys, which is generally considered the most prestigious agency awards program in Las Vegas), is that an accompanying work plan accounts for half of the judges' score. In other words, it is not enough to produce great-looking or creative work. The objectives, target audience, budget, and documented results all contribute to the judges' assessment of the piece. Further, each entry is recognized on its own merit, regardless of other entries in the same category. Most often, judges include feedback along with the entry's scores.

Last Thursday, we were pleased to learn that all three of our entries in this year's competition received recognition at the IABC/Las Vegas Bronze Quill Awards: two Bronze Quills and one Award of Excellence. The first piece to receive a Bronze Quill was a collaborative self-promotion piece with our friends at Colorado-based Aisle 9 Design (one panel is shown in our June 2005 archives). The piece also received an award of excellence at the Addys last year.

The second Bronze Quill was earned for work with Black Gaming, which owns three of the four resorts located in Mesquite, Nevada. I was especially pleased to see their direct mail letters recognized for two reasons. First, because the letters generated results: local active response was 57 percent (78 percent in certain segments); drive-in customer response was 19 percent (53 percent in certain segments); and fly-in customer response rates were 7 percent (24 percent in certain segments). In sum, the three properties increased their response rates by 200 percent from previous mailers (despite using the same offers), customer play increased by 60 percent; and the three properties collectively reclaimed 40 percent of their inactive customers with the first mailing, which cost 60 percent less to produce than their previous direct mail. The other reason I was pleased to see this piece recognized was because our client was credited. We cannot thank our contacts there enough; they give us great direction and then, even more importantly, the freedom to execute that direction based on our extensive direct mail experience. The results have reinforced their decision to do so. As the old saying goes, you're only as good as your clients allow you to be. Here, we have met and continue to work with the best.

Additional client kudos go to ACME Home Elevator for allowing us to add honest and human elements to their news release, written by Kim Becker, vice president of Copywrite, Ink. The release, which centered around ACME's participation on ABC's Extreme Makeover: Home Edition, received an award of excellence, the highest award given in the news release category this year. Approved by ABC and distributed to a broad range of industry publications and local network affiliates, the release not only generated client exposure but also provided a role model case study for why companies need to get involved within their communities.

For students taking my Writing for Public Relations class at the University of Nevada, Las Vegas, it also provides another example as to why the one-page news release concept is passe, assuming you have something worth writing about. Sure, one-page releases are still preferred, but in the case study above, the story demanded three pages. ABC and other media outlets agreed. Next week, I'm planning to expound more on this subject, citing an applicable concept from the least likely public relations resource: Robert Pirsig's Zen and the Art of Motorcycle Maintenance.

Until then, please keep in mind my other quip about awards: they should always be the sequel to great results, never the pilot. In other words, creativity for creativity's sake is best left to fine arts. In business communication, results come first.

Monday, January 23

Restoring Public Trust

MarketWatch correspondent Thomas Kostigen released his top ten ethics breaches for 2005 last month, demonstrating once again that public leaders and companies that use communication as a means to manipulate will eventually be unmasked.

Five highlights from his list include: former Enron CEO Kenneth Lay for the rationalization campaign that he is not the face of corporate corruption; former FEMA director Michael Brown for blaming Hurricane Katrina failures on New Orleans residents; president of J. Paul Getty Trust Barry Muntz for alleged abuses of nonprofit funds to enhance his lifestyle; Exxon for ignoring shareholders' resolutions calling for it to admit carbon emissions contribute to global warming; and the American Red Cross for making us skeptical of charitable giving after workers allegedly bilked money from Hurricane Katrina victims.

Regardless of any personal opinions that surround these examples, there is little doubt that all of them have contributed to the continued erosion of public trust among private and public organizations. As a result, they reinforce the need for the public and private sector to adopt action models that either restore or preserve trust in the minds and hearts of the public.

One such action model developed by the Public Relations Coalition (a partnership of 19 major organizations representing public relations, investor relations, public affairs, and related communication disciplines) in 2003 still serves as an effective roadmap for creating an environment of accountability. Key points within the document called on corporate leaders to:

• Articulate a set of ethical principles that are closely connected to their core values and business processes and are supported with deep management commitment and enterprise-wide discipline.

• Create a process for transparency and disclosure that is appropriate for their company and industry in both current and future operations, including oversight committees, culture audits, and consistent messaging.

• Make trust and ethics a board-level corporate governance issue and establish a formal system of measuring trust that touches all parts of the organization.

Simply put: establish standards and adhere to them; encourage open communication and timely disclosure; and develop the appropriate mechanism to measure progress. It makes sense. Most breakdowns in trust occur not because of true ethical breach within the company but rather when the organization or its leadership seem to be shrouded under a veil of secrecy or are responsible for inconsistent/inaccurate messaging. In other words, sometimes it is not what you are saying, but what you haven't said that will determine how well your organization preserves public trust every day and during times of crisis.

Monday, January 16

Speaking Of Dreams

"I have a dream that one day this nation will rise up and live out the true meaning of its creed: 'We hold these truths to be self-evident: that all men are created equal.' I have a dream that one day on the red hills of Georgia the sons of former slaves and the sons of former slaveowners will be able to sit down together at a table of brotherhood. I have a dream that one day even the state of Mississippi, a desert state, sweltering with the heat of injustice and oppression, will be transformed into an oasis of freedom and justice. I have a dream that my four children will one day live in a nation where they will not be judged by the color of their skin but by the content of their character. I have a dream today." -- Martin Luther King, Jr.

Martin Luther King, Jr. was a great thinker, writer, and speaker. He delivered these words with such intense clarity and emotion that they captivate people today as much as they did on the day he spoke them on the steps of the Lincoln Memorial (August 28, 1963). It was following this speech that Martin Luther King, Jr. was credited with mobilizing supporters of desegregation, prompting the 1964 Civil Rights Act, and solidifying his receipt of the Nobel Peace Prize.

He knew, as a few talented speech writers still know, that every speech must be written, rehearsed, and rewritten until it sounds exactly right to the ear. They always use everyday language that is easily understood and create mental pictures so they can better understand the words. They avoid an overuse of statistics and call listeners to take action. They are emotional, effectively using pauses and/or humor, as appropriate to drive key points home. And above all, great speeches demonstrate the power of communication and its ability to change behavior or shape the direction of a nation.

For more examples of great speeches delivered for the betterment of mankind as Martin Luther King, Jr. intended (as well as some speeches that had the opposite effect), visit Great Speeches of 20th Century.

Monday, January 9

Getting Back To Basics

When I originally started this blog in 2005, I intended it to provide supplemental information for the class I teach every spring for the Division of Educational Outreach at the University of Nevada, Las Vegas (UNLV). With the 11-week course beginning again this Jan. 19 (7 p.m. to 9 p.m., Thursdays), I realized it was time to et back to basics and end my blog hiatus.

For anyone interested, the course, Writing for Public Relations, is a skills development class that emphasizes the application of practical writing and strategic communication skills to real-life case studies and experience. I also stress the importance of approaching public relations from a journalistic perspective. The class carries 1.80 continuing education credits. For more information or to register prior to Jan. 18, visit unlv.edu or call UNLV at 895-3076.

As for the hiatus, the only explanation I can offer up is that our company has had a very busy holiday season, which seems to be a promising precursor for our 15th anniversary. Right. Copywrite, Ink. turns 15 this year. Our new web site may still in development because I'm infusing an interesting proportion/composition concept into the design, we have been quietly nurturing some quality accounts and producing some results-oriented communication materials: print, electronic, and behind-the-scenes strategic. Some of these projects will be highlighted in our electronic portfolio upon its completion.

Friday, October 28

Managing Blog And E-mail Spam

While traveling for business every other week during the last two months may have placed company blog posting on a temporary hiatus, I've still found time to manage non-communication across three blogs. The non-communication I'm referring to is blog spam and by 'manage' I mean to delete any gratuitous, self-serving comments that are designed to do nothing more than promote a link to a non-related site.

The format is largely the same: a member name that is usually abandoned, some pat generic compliment about the blog, and a link to a non-related blog about anything from home sales to latte. The post verbiage is largely borrowed by what once was an acceptable comment between non-marketing bloggers as an introduction.

The increase in spam posting has even prompted Blogger.com and other hosts to provide administrators a new feature to permanently remove such posts, leaving no record of their existence. It is a minor nuisance to do so, but much less annoying than allowing the spam poster's often temporary name to remain on the blog, which leaves visitors wondering why someone's comment was deleted. It is a shame this has to be done because blog spam disrupts otherwise worthwhile communication.

Personally, I've always been amazed at the extent some marketers are willing to employ the most intrusive marketing tactics as their sole source of communication. While it obviously works in the short term, companies that employ such practices or hire marketers to do so fail to establish real product or service credibility in the long term. And now, some countries are going a step further.

Most European countries are beginning to issue steep fines against spammers (and the companies that employ them). In fact, Italy has issued a new law that threatens spammers with jail sentences of up to three years. The United States is also becoming vigilant: Massachusetts hit one Internet spam company with a $37 million fine before shutting it down completely. In all, 18 states in the U.S. have laws regulating spam to one extent or another.

You can do something about it too. Never respond to spam (even opt-out lists unless you know the company), always filter it out of your e-mail, and complain to the provider when possible. If the spam is fraudulent (offers products that don't work or pyramid schemes), you can forward the e-mail to the US Federal Trade Commission at uce@ftc.gov. If the spam promotes stocks, forward it to the US Securities and Exchange Commission at enforcement@sec.gov.

Sure, many businesses are experimenting with e-mail as a sales and marketing tool as the Internet has become a bigger part of our everyday lives. There is nothing wrong with this as long as companies remain as responsible as they would be with any other form of communication. After all, there are many consumers that may be interested in a new product, service, or company news (especially previous buyers).

In short, online marketing isn't spam until it is disruptive, intrusive, or unresponsive. And posting what is nothing more than a thinly veiled link on a blog without permission is certainly all of the above. To which all I think I can say is: keep up the good work, spam marketers, someone will get back to you with a verdict soon enough.

Thursday, August 18

Working With A Living Language

Working with a living language is both a blessing and a curse. It gives writers like me the opportunity to invent new definitions for clarity, but it can also cause headaches when other writers use the weight of words to mask their intent.

For example, when I was still evolving my company from the freelance writer I was into the corporation it is today, most Internet search engines narrowly categorized writers into very specific disciplines. You were either a copywriter (meaning advertising) or a freelance writer (meaning journalist), a technical writer or a business writer, a direct response writer or a script writer, or ... blah, blah, blah.

Since I didn't want to limit our capabilities to any of these categories, I was one of the first, if not the first, to lobby for a new term: writing services. It made sense, because our company works within all the other sub-categories. Today, most Internet search engines include a 'writing services' category. It works well for our company and the few others like us because the definition better clarifies what we offer. It's not the only example I could cite, but I like to think that it's a good one.

Then, of course, there are shifts in our language that I do not appreciate because the goal is not to add clarity but rather to mask a meaning. One of my least favorite in Nevada (and I hope it dies a horrible death) is the concept of 'government revenue.' There is no such thing. Governments do not have revenues, they have budgets that are created by taking a percentage of other people's revenue. Yours and mine, to be precise.

Sure, you can find it in some dictionaries. Revenue: the income of a government from all sources appropriated for the payment of public expenses. No problem ... until you abuse the usage. It's easy to do. Ask the handful of government officials who began pushing a perceived need to 'increase government revenue' in Nevada a few years ago. That sounds almost admirable until you appreciate they wanted to 'increase taxes.' (As footnote, they were never going to appropriate money for the payment of public expenses. Rather, they appropriated money in order to create additional public expenses.)

Personally, I've always subscribed to an underutilized code of ethics in communication developed by the International Association of Business Communicators. While there are several points worth considering at IABC Code of Ethics, the one that best fits this post is: engage in truthful, accurate and fair communication that facilitates respect and mutual understanding.

The real buzz term in this case is 'mutual understanding.' Communication should be designed to clarify rather than confuse your audience. It's a concept that many people forget, including those people who call you on the telephone and claim it's a courtesy call. Baloney. It's a direct marketing call, pure and simple.

Oh well. The most we can hope for is that the definitions with merits outweigh the abuses at the end of the day. And today, there was one that came out of a new survey by Zogby International for the MetLife Mature Market Institute. The definition of old, it seems, is changing again.

Based on a pool of 1,000 people by telephone about what they considered to be "old," a third of the participants claimed
that 71 to 80 is considered old. Younger survey participants, those under 30, considered 61 to 70 to be over the hill. Among the respondents 65 or older, nearly 60 percent said that 71 to 90 was considered old. And even younger people, those between 18 and 24, have adjusted their idea of old. A majority--59 percent--refer to "old" as someone over 60.

Zogby International claims this shows that since the population is aging, the idea that old begins at 30 as it did in the 1960s is long gone. (Given that I'm over 30, er barely if you allow me a little fudged indulgence, I'd like to think that this new definition of old is a merit.) Grin. More to the point though, as people live longer and there are an increased number of people working or donating time to their community later in life, the definition and the attitudes about the definition will change.

And that is the best thing about working with a living language. You have to stay up to date with the language and, with luck, use it responsibly so that you create more mutual understandings than maximum confusions.

Monday, August 8

Operating In Educational Boxes

When I was in seventh grade, I stumbled onto something. I discovered that I love to read. It was an accident, like many discoveries in life, but nonetheless, it was one of the longest lasting and most impactful lessons I ever learned. I’ll never forget the circumstances either.

I remember spending a significant amount of time in the library looking for a book because my reading teacher, Richard Pyle, told everyone in the class that they could pick any book they wanted. Any book at all. Then, he asked us to read the book while we were in class and write a book report. I was a bright kid (or so I thought at the time) and set out to find the book that meant the most to me -- the one with the fewest pages so I could complete the task at hand, earn my A, and twiddle my thumbs or draw pictures on my notepad for the rest of the semester.

There was another reason I wanted a short book. I was afraid. In third grade, my grandmother held me back because she noticed that I seemed to be falling behind on my reading skills. In order to correct the problem, she pulled me from the Milwaukee public school system and enrolled me in a Catholic school, Holy Redeemer. It seems she decided that a stricter school would be better for me.

Their solution was simple and it seemed to work. Talkative children, which is how the public school system labeled me on early report cards, were always seated in the front of the class at Holy Redeemer. A firm hand can change even the most undisciplined children, which I might have been, considering I drew pictures in my spelling book while attending public school. Within the span of a single year, my reading improved and they discovered I had a natural aptitude for math.

I was relabeled from undisciplined to misunderstood. However, one fact remained. I had some ground to make up; and for some time, I classified myself as a slow reader. Later, in fifth grade, another discovery was made. It seems that Holy Redeemer solved my talking ‘problem,’ but they never saw the real problem. I needed glasses. In fact, it was one of the reasons I talked in class. I lost interest in the lessons because I could not see the chalkboard from the back row (my last name, at the time, started with an 'R' and seating in the public school system was alphabetical order).

By the time I was in seventh grade, it made sense that I wanted to take the easy way out. I chose a novella with a science fiction twist; something about a future where people could replace any organ they wanted in a vain attempt to defeat the natural aging process. While the story is interesting, it never had a lasting impact on me.

I finished my hundred-some pages and book report in two weeks, a record pace, faster than anyone else in the class. As the only one to have completed the assignment, Mr. Pyle freely admitted that I had earned not only an A, but the highest grade in my class to date. I thought I had it made for the rest of the semester, but Mr. Pyle was not content to let me sit in his class and twiddle my thumbs. He told me that he knew I was trying to take the easy way out and that he hoped I would accept his challenge to keep the highest score in the class by taking on a second assignment.

He handed me a copy of Dune by Frank Herbert, a huge book in comparison to my first choice. I accepted the challenge and it became one of my favorite books because it was so easy for me to read. For those who do not know the story, a short summary might be that it was about a fatherless boy in a new and foreign land who possessed hidden talents that were waiting to be unlocked.

I won't go into the details, but I related to the story. Given this small section of history, it is also no surprise that I related to a reader's editorial that was published in the Review-Journal last Sunday. It was written by the teacher whose frustration with with our area's failing school system seems to have manifested itself into the notion that not all schoolchildren have the same potential. While she certainly raised some valid points in her piece, I can only hope some aspects of the article never solidify into a popular movement to shuffle underperforming students into trade schools like they do in Europe.

Please don't misunderstand me. I appreciate the plight of teachers in southern Nevada more than most; I am friends with several who are working in other trades after being disenfranchised by the school district. However, I am also hoping that the teachers who are still working here, despite their less than perfect working conditions, do not lose sight of the fact that when people ask the wrong questions they tend to find excuses instead of answers.

Contrary to this teacher's editorial, all children DO have an equal potential to excel and the burden, however unpleasant, undercompensated, or unappreciated, is probably a teacher's most important job. Otherwise, someone who might later become a professional writer and communication strategist might be mislabeled and ushered off to trade school not because they lacked motivation or intelligence, but because they needed glasses. Thank goodness for those few teachers like Mr. Pyle who took the time to call one child's bluff and help them realize a lifelong love for reading, which later became writing.

So what am I reading today? While I certainly read entertaining works that range from Odd Thomas by Dean Koontz and The Hiding Place by Corrie Tenboom, I also read more significant works. Recently, I finished 1776 by esteemed historian David McCullough, which I originally picked up because of my interest in history and politics. And while a few of my friends have found it a curious choice, I recently started reading In Search of Schodinger's Cat by John Gribbin.

If you don't know, Gribbin's book is about quantum physics. Believe it or not, quantum physics is a subject that applies to communication and education as much as it applies to science and mechanics. In fact, what I've already learned from this book (and I probably already knew it) is that throughout history, people tend to invent theories, opinions, and ideas and then attempt to operate in boxes shaped by those theories, opinions, and ideas. Then, once they are safely (or unsafely) wrapped up in their boxes, they stop making progress until, finally, and hopefully not too late, someone comes along and disproves all those old theories, opinions, and ideas. And that, the ability to break out of the educational box, not trade schools, is what is needed most here in southern Nevada.

Thursday, July 28

Keeping Communication In Check

I recenty read a story written by Amy Crane that reminded me most Americans don't realize that their right to privacy does not extend into the workplace.

In fact, she pointed out that according to the 2005 Electronic Monitoring and Surveillance Survey, conducted by the American Management Association and the ePolicy Institute, monitoring employees electronically is a growing part of the way American companies do business. The institute's survey, released in May 2005, noted that 76 percent of employers monitor workers' Web connections, while 50 percent store and monitor employees' computer files.

That's not all. Many companies go beyond keyboard keystroke monitoring, reviewing and storing employee e-mails and instant messages, monitoring time spent on the phone (or taping conversations). Video surveillance, drug testing,
and satellite technology that monitors use of company cars, cell phones and pagers are all becoming part of the mix.

While the invasion continues to move into other areas, company computer use is still the primary concern. According to the survey, 26 percent of employers have fired workers for workplace offenses related to the Internet and 25 percent of employers have fired employees for misuse of e-mail. While many employers monitor employees' Web surfing, a slightly smaller number - 65 percent of those surveyed - actually use software to block workers' access to inappropriate Web sites.

It's not all about productivity, employees who spend too much time online surfing, attending to personal business, or e-mailing friends. It's also about workers disclosing trade secrets or proprietary information over the Internet. And in some cases, employers have cause to worry.

When I recently conducted a blog workshop, I reminded a room full of communication managers that private conversations in the workplace with co-workers, vendors, or customers are a thing of the past. With the popularity of blogs, for example, anyone can be a journalist of sorts and share any experiences or comments with an audience as large as they're willing to capture.

I also added that it seems to me the real challenge is not really about employers and employees. It's about people. While some might scoff at the idea that they are being monitored at work, they feel perfectly justified in making private conversations public, recording personal chat logs and e-mails, positioning video monitors around and about their homes, and purchasing publications that reveal every dirty detail of someone's life if they happen to come into the public eye. In short, the enemy eroding our right to privacy is not a conspiracy constructed by faceless corporations and companies. On the contrary, companies are nothing more than a collection of people, which means the conspirators against privacy are us.

Good, bad, or indifferent, there are are simple solutions to avoiding serious problems. As an employee, be more sensitive to your company's privacy policies, avoid activities that violate them, and always be careful about with whom you share company information online and over the phone. For employers, even though the law does not require it, it's common sense to let employees know when, where, and how they might be monitored (about 80-89 percent of employers do). Otherwise, your company could inadvertently denigrate morale and trust in the workplace.

Of course, you don't have to have a company to be an employer. At home, you might consider extending the same courtesy to your babysitter, lawn care professional, and home improvement specialist. They're people too.

Thursday, July 14

Running For The Right Reasons

Somewhere in between fighting off a summer cold and keeping pace with our company's out-of-market growth, last week I took time out to have breakfast with longtime friend and legislative representative State Senator Bob Beers. I've known Bob for some time. He was the second candidate that now retired campaign guru Benay Stout recruited us to work with in 1998.

Since that first campaign, which resulted in Bob's election to the Nevada Legislature in 1999, I've played varying roles in every Beers race. The most notable, perhaps, was last year's run for the state senate against longtime incumbent Ray Rawson. Often working without a title, we used to joke that most volunteers considered me either the lead strategic director or resident patsy, which would depend largely on the outcome of the race. Beers won with a respectable 8-point margin, 56-44.

What struck me most about the senate race was that Bob Beers never planned to run. On the contrary, he was compelled to. Senate District 6 residents were disenfranchised with their representative after the unnecessary $833 million tax hike in 2003. Bob, who was serving an assemblyman for District 4 at the time, was one of the few legislative representatives willing to put his own political career on the line and be labeled an 'obstructionist' because he was willing to work tirelessly to dispel the popular doomsday message that Nevada was in trouble without the tax increase. Nowadays, most Nevadans know better. They only need to look at the size of the state surplus to summarize that those taxes were not so necessary after all.

Today is no different. Although openly admitting that they made a mistake and have placed too much tax burden on the backs of Nevada families, the popular position among many legislators is to allow government to grow at a rate two and one-half times faster than the state population. Maybe it's because I'm reading David McCullough's bestselling book "1776," but there seems to be a connection to our country's history and state's current events.

In 1776, Americans were considered to have the best quality of life in the world. They had nicer houses, more opportunities, and bigger fruit tree fields. The English parliament, somewhat disgruntled that their constituents might be able to attain a class reserved for noblemen and their associates, thought to levy tax after tax on the colonies to keep them in check. (Case in point: some members of parliament proposed repealing all those colonial fees and taxes because they knew they were unnecessary.) Some would argue that the same state of affairs exists in Nevada. Many people consider Nevadans to have nicer houses, more opportunities, and bigger fruit tree fields than the rest of the country. Thus, as citizens, the popular view among some in Carson City is that we should not complain so much about the ever-increasing taxes imposed on us.

Right. Most people don't mind taxes provided they are collected to improve our overall quality of life. However, there is a line between taxes levied to improve quality of life and taxes levied that impede your pursuit of it. In Nevada, it seems clear that we have crossed that line. The tax dollars that have been collected seem to have added few tangible benefits.

This is also what struck me upon receiving the pre-announcement head's up that Bob Beers would make a run for governor. He never planned to run. On the contrary, he is compelled to. He knows, as most Nevadans know, that the current direction of our state government needs adjustment before the damage of fiscal irresponsibility cannot be reversed. It's also for this reason that I'll play a role in his race.

Of all the candidates that have surfaced so far, Bob Beers is running for the right reasons. He is running because he wants to preserve a state government that is for the people as opposed to one that is for a few politically correct members of what sometimes appears to be a modern parliament.

Thursday, June 30

Recognizing Publicity Vs. PR


When I returned from Long Beach (where I was covering one of three industry roundtables responsible for guiding the development of the nation's next generation 911 system), I was greeted by two requests soliciting our services to assist with 'publicity' generation.

It seemed to me they really meant they needed public relations support or perhaps strategic communication planning. What's the difference? Everything. Sure, publicity works for some people and places of business, but it's not for everyone.

For our two prospective clients, I provided a textbook difference between publicity and public relations. For the purposes of this post, I thought it would be more fun to provide an example: Goldenpalace.com recently paid $529.99 on eBay for a ''Celebrity Jar'' that contains the air of Brad Pitt and Angelina Jolie.

The jar, in case you missed it, is an ordinary wide mouth, quart-sized mason jar that the seller brought to the premiere of Mr. & Mrs. Smith in Westwood, Calif. As megastars Pitt and Jolie strolled across the red carpet, the jar was opened to capture the air molecules expelled by the stars of the blockbuster movie. It was then sealed and placed in a safe deposit box.

The Celebrity Jar has been featured on several media outlets, including Access Hollywood, Star Magazine, E! Online, MSNBC, ESPN, and CBS. The extensive media coverage sparked the attention of GoldenPalace.com, the Internet casino that turned the world's biggest auction site into the world's most unlikely publicity vehicle.

''This is another perfect example of pop culture phenomenon,'' said GoldenPalace.com CEO Richard Rowe. ''There is literally nothing in this jar except air, and it has made headlines all over the country and even overseas. The sheer weirdness and absurdity of this item has made it a marketing success.''

In the last year or so, GoldenPalace.com has purchased several pop culture oddities, including the Virgin Mary grilled cheese sandwich, Britney Spears' pregnancy test, Marilyn Monroe's personal address book, and Pope Benedict XVI's previously-owned VW Golf. All of the purchases have garnered extensive worldwide media attention.

Perfect. The odd ball purchases generate publicity while the quote from Rowe is an attempt to infuse some public relations. In other words, Rowe says we buy this stuff because we're interested in exposure and not simply because we're weird or easily duped.

Of course, that is not to say this would work for everyone. Imagine what might happen if your local utility made the same purchase on the same day you received your monthly statement. Right. Publicity works best for flamboyant products and personalities. For the rest of us, public relations remains the better bet unless you're willing to risk a wardrobe malfunction.

Thursday, June 23

Finding The Right Niche

For some time, I've educated several business owners in Las Vegas that narrowing their target audience can increase sales faster than targeting the general public. A few have scratch their heads, offering up that they felt they had a product or service for everybody and how difficult it is turn business away in a booming economy like Nevada. The reality: no one has a product or service that truly appeals to everyone. There are dominant brands, certainly, but relatively few monopolies.

A good example of success by narrowing a niche can easily be found in the food and beverage industry. Several companies discovered that marketing food and beverages specifically to women was lucrative, creating a market that grew at a compound annual rate of 80 percent between 2000 and 2004. According to The U.S. Market for Women's Food and Beverages, a new report from market research publisher Packaged Facts, this industry has grown to $4.6 billion.

Women's food was a nascent field in 2000, registering sales of $430 million. In this decade, the food and beverage industry realized that the nutritional needs of women demand special attention and despite some ill-fated, non-strategic, early efforts to market "women's" food, the category has since exploded. In fact, Packaged Facts forecasts that retail sales of women's foods and beverages will reach $58.7 billion by 2009.

The women's food and beverage industry ranges from many small companies to large international corporations, but for the most part, successful women's food and beverage companies are the mid-sized U.S. businesses. They've done incredibly well focusing on their target consumer and then distributing products through health food and natural foods stores. In time, this strategy could provide these companies an opportunity to develop new products or re-market existing products to the general public later (capitalizing on brand recognition established with women at speciality stores). In the interim, they are content with tremendous niche growth and, in some cases, a healthier profit margin.

If you would like to know more about this market, U.S. Market for Women's Food and Beverages has a comprehensive analysis of the U.S. retail marketplace for women's foods and beverages; demographic profiles based on Simmons data; and a thorough analysis of trends such as health concerns on women's purchasing habits. The report also describes the creative landscape, profiles key players, and reviews advertising and promotional efforts. The report can be purchased directly from Packaged Facts www.packagedfacts.com or MarketResearch.com.

If you would like to know more about narrowing your niche market, regardless of product or service, drop us an e-mail. We'll be happy to provide a few recommendations or suggestions to refine your marketing efforts. I'm sure I'll touch on this topic in the future too; for now and the next few weeks, however, I'm temporarily limiting new posts to Thursdays (last Sunday was Father's Day and I have business pending in Long Beach this Sunday) until my schedule opens up a bit more.

Thursday, June 16

Missing A Promo Moment


Last March, Copywrite, Ink. was recognized with two awards of excellence during the Las Vegas Advertising Federation's Addy Awards, which is part of the AAF's annual competition here in Las Vegas.

While winning awards three months ago hardly seems worth the mention, it is news to us and our project partners. I received the call the day before yesterday; the Ad Fed was wondering when we were going to pick the awards up. I didn't know because I was traveling on business when the event was held.

The first award of excellence was earned for the Nevada Commission for National and Community Service's Governor's Points of Light program, which folds down into a triangular U.S. flag (not shown, but likely to be included in the portfolio section of our site redesign). Earlier in the year, it earned a Bronze Quill (top award) from the International Association of Business Communicators (IABC). We contracted Las Vegas-based 3rd Degree Burns to assist on this project. We provided creative direction and copywriting while Brian Burns executed the design and covered the press checks. We've won several awards with him.

The second piece to receive an award was our first with Colorado-based Aisle 9 Design (one panel shown here). I was especially pleased to learn this one received recognition because the piece was a cooperative self-promotional direct mailer we've been field testing in select markets. My thinking is that since the piece targets ad agency creative directors (and the judges were major market ad agency CDs), we successfully hit our target audience. I also like that the piece dispels one of the myths about award competitions: you do not need a huge project budget for a competent, creative, and effective piece.

This was the third or fourth project we've done with Ryan Burke at Aisle 9 and we're looking forward to our next. We complement each other's work well, with each building upon the other's area of expertise. Even better, it's always a positive, productive experience. I'd recommend him to anyone; but I hoping our our next gig together will be as a team.

And no, I'm not just saying this because of the award. Personally, I have mixed feelings about the abundance of awards given out in our industry. Sure, peer review can always be healthy, but sometimes there is a tendency to place too much emphasis on awards and not enough on results (I've seen too many industry folks have their feelings bruised over acrylic). The real merit of a piece should always be based on its ability to meet its objective. There are many times I've considered swearing off award competitions all together.

But then I reconsider, largely for two reasons. First, it's an excellent promotional opportunity that, as a company that agencies outsource to, always attracts the attention of our primary target audience. Second, and more importantly, since we never tell anyone what we've entered, it's always a pleasant surprise for them to learn they were recognized, client or vendor. We really do appreciate the people who work with us.

In closing, since I have yet to update the award PDFs on our site, we received recognition for a few other projects at the Bronze Quills Awards that I mentioned: a second Bronze Quill for the Southern Hills Hospital Grand Opening postcard (completed with The Idea Factory), excellences for Writing Portfolio, GPOL Silent Auction Support Letter, and merits for the Swiss Medica Trade Show Booth (with former client Eclipse), a news release for Nevada Shakespeare in the Park, and a television spot for Cadillac called Summer Trip (with longtime client The Idea Factory).

Sunday, June 5

Inspiring Communication Redesign


Like most communication firms, ad agencies, and creative shops, self promotion often takes a back seat to client assignments. At least, that's what our industry tells itself (and prospective clients) when visitors stumble onto their dusty, outdated Web sites that are perpetually ''under construction.''

The truth is there are only two motivations for firms and agencies in our industry to make self promotion a priority. The firm either has too much idle time and the slow down is starting to scare its principals or the company has a compelling reason to shift its communication strategy.

I'm happy to say we have a compelling reason. Copywrite, Ink. will be celebrating its 15-year anniversary in 2006 and our client base is continuing to become increasingly global, with some of our recent service deliveries to Belgium, France, and India. Stateside, we've added or are adding clients in Mesquite, Reno, San Diego, San Francisco, and Washington D.C. In the months ahead, we're targeting several other out-of-market communities, which I won't name now, in order to finalize a business strategy that we began implementing almost five years ago.

Despite benefiting from numerous opportunities fueled by double digit growth in Las Vegas, we've always maintained that diversifying our client base would benefit our company in the long run. One of the many reasons is that Las Vegas may be an international destination, but it is easy for Las Vegas-based companies to become isolated from the rest of the world.

Case in point, the most often bandied-about phrase by communication professionals in our market when outside professionals evaluate local work is ''they don't understand our market.'' Sure, Las Vegas does have a few unique communication needs. All communities do. But it's not so unique that creative professionals - writers or designers - should abandon strategic communication all together.

Not all of them do, which is why the same few agencies in this market continue to excel while others struggle. We're fortunate to work with some of the best local agencies that can compete regionally (or nationally) just as easily as they compete locally. So do we, which is why we're repositioning our company and redesigning our Web site in the weeks ahead.

Watch for a few design changes, first our Web site, and then, perhaps, this blog. We look forward to working with you too.

Thursday, June 2

Prescribing Credibility Online

A new study of consumer attitudes toward health care information sponsored by Medical Broadcasting Company (MBC) and fielded by Nielsen/NetRatings found that the Internet is seen as the most trusted media source for consumers, decisively outstripping offline media when consumers want credible health information.

While research shows that consumers trust their doctor first when it comes to health information, patients are increasingly using the Internet to inform the doctor-patient dialogue. In this new survey, 42 percent of respondents said they trusted health information they found on the Internet, compared to just 16 percent for information found in other forms of media. Consumers are also taking advantage of the great depth of health information on the Internet. More than 85 percent of respondents said they look at two or more Web sites when searching for health information.

The survey also found that over 65 percent of respondents said they use the Internet to research important health topics before and after they visit a doctor. And despite recent challenges to the credibility of the pharmaceutical industry, nearly one-third of respondents said they use the Internet to visit pharmaceutical company Web sites for information about prescription products.

This growing trend is not limited to health care. More and more, people are turning to the Internet in order to formulate a base knowledge on products and services before they consult experts or purchase products and to gain more insight prior to making a decision. Part of the reason can easily be attributed to the searchability of the Internet. But another part of the reason can be traced to consumer trust, online and off.

For years, consumers have been plagued by marketers aiming to oversimplify messages, leaving consumers with no reasonable understanding of how to make their purchasing decisions. For example, one newly released book claims that emotion-laced copy stands a better chance to sell a diamond than a brief description of its size, shape and four Cs.

Hmmm. I'm not entirely convinced. Certainly some emotion-laced copy might draw the reader in, but sooner or later a well-versed consumer who has searched the Internet and become familiar with the four Cs will use that information to draw comparisons between one stone and another (unless you give them a reason that supersedes the four Cs as we recently did for one of our European clients).

Certainly the authors have demonstrated some great streamlining Web solutions for several clients, but they miss the mark on crafting messages by falling into the trap of telling people what they 'should do.' Marketing and advertising are as much an art as a science. There are no 'shoulds' and more consumers know that now more than ever before. As the study suggests: consumers are no longer satisfied with doctors saying they 'should' take this or that. They want to know what taking this and that means exactly. They want to feel informed and they are finding the Internet makes them feel that way.

Sunday, May 29

Blogging To Journalism

While it might not be new that a preliminary ruling a few months ago held that three bloggers who published leaked information about an unreleased Apple product must divulge their confidential sources, what is interesting is the growing pressure to define a journalist. Some are reporting that if the ruling holds, it will set a precedent because it will mean under the law bloggers aren't considered journalists and are not privileged to the same protections. Right. For about five seconds.

Media Law 101: 1. The First Amendment wisely guarantees, but does not define, freedom of speech or the press. 2. The Fourteenth Amendment wisely guarantees that any person within its jurisdiction shall have equal protection of the laws.

Neither amendment defines the press or 'journalists' as people who are affiliated with big media conglomerates or whose work is distributed on paper. Most dictionaries, however, do. A journalist is: 1: one whose occupation is journalism 2: one who keeps a diary or journal. And journalism is defined as: the collecting, writing, editing, and publishing of news or news articles through newspapers or magazines (and, as generally accepted, through broadcasts, which would include the Internet).

Despite this, one foolish judge seems to be sympathetic to court papers that claim that the people who run the sites targeted by the lawsuit aren't "legitimate members of the press," and therefore they should not be granted the same privileges as the press. Ahem. I hate to point it out, but none of the founding fathers of this country were "legitimate members of the press" either. Not one.

I looked it up. They were businessmen, lawyers, merchants, boaters, securities speculators, farmers, shippers, scientists, physicians, and minsters. Not one of them considered their primary occupation to be a publisher or journalist, yet they were the very people who wanted to protect the free exchange of ideas. That is what the First Amendment truly aims to protect.

The medium of publication, distribution, or circulation is irrelevant. Sure, I appreciate the angst that some journalists feel when they are cast in the same category as bloggers, but it hardly justifies treating the profession as a regulated field. Like it or not, a journalist is someone who shares their ideas or observations through publication or broadcast. This includes blogs.

Not to mention, at least one of the three named bloggers is considered a 'legitimate journalist' (whatever that means) outside of his Web log. And, in the larger blogging community, many notable bloggers have decamped from mainstream media sources or created their own blogs to write freely.

Sure, some blogs have also gained a reputation for inaccuracy, but inaccurate reporting and outlandish opinions are not exclusive to blogging. Those nasty little side effects have been around long before the printing press was invented and, based on the number of 'whoopsie' moments in the mainstream media let alone bloggers, are not likely to change in the near future.

It seems to me the real question people should be asking is not whether bloggers should be protected by the First and Fourteenth amendments, but whether they should be held to the same standards as mainstream journalists in regard to accuracy and libel. Maybe it's time they were, especially those that unjustly libel individuals and coworkers whenever they like. With freedom comes responsibility.

Thursday, May 26

Customizing Media Relations

While I was in San Diego meeting with some new clients last week, I was asked how Copywrite, Ink. had expanded its core service, writing, to include creative and strategic communication services. I had provided several examples that illustrate the evolution of our company, mentioning that we often begin working with clients as writers and then provide additional services as these clients start to recognize us as trusted communication advisors.

What I did not know at the time was that we would be contracted to provide what is another example of how our company adapts to meet very specific communication needs. One of our longtime clients, a major utility, recently identified a need to provide media relations training to employees who work at offices located throughout their extensive service area. By doing so, utility management hopes their staff will be better equipped to provide timely, accurate, and coordinated responses to local media inquiries. It makes sense.

Since I had conducted several media relations workshops attended by their corporate communication team (and had the privilege of teaching two of their employees at the University of Nevada, Las Vegas), they asked if it would be possible to adapt our media relations knowledge into something they could then use to train employees in other towns and cities.

After meeting with them to conduct a situation analysis and establish objectives, it became apparent that the most effective way to meet their objective would be to co-create a custom, versatile PowerPoint presentation to be used as a guide for internal media training and, potentially, public safety presentations. Providing such a service goes beyond traditional writing services as much of the presentation material will come from our knowledge, experience, and expertise in the field.

The project will also require strategic communication skills in order to recognize and remedy any crisis communication or reputation management issues the company has yet to address as it relates to its extended service area. In short, we will apply our knowledge to their corporate environment to produce a custom training module for their company for less than it would cost to contract us to personally train employees in three states.

How does this tie into what we were asked in San Diego? Simply put, whether Copywrite, Ink. works with a corporate client direct or is subcontracted by an agency, we excel in developing custom solutions for a variety of communication challenges. The difference: when given the opportunity, we would much rather be asked ''do you think we need a brochure?'' than ''what kind of brochure do we need?'' We're happy to answer either question, but the first question almost always seems to deliver a much more interesting and effective communication solution.

Sunday, May 22

Knowing Your Client

The Washington Post recently ran an article about a freelance writer that was paid $7,500 by an agricultural department to write articles touting federal conservation programs and place them in outdoors magazines, according to agency records and interviews. The records show Dave Smith was contracted to craft five stories for $1,875 each, and also was to "contact and work magazine editors to place the articles in targeted publications."

The articles, which targeted hunting and fishing magazines, described the "benefits of NRCS Farm Bill programs to wildlife habitat and the environment," according to agency procurement documents obtained by the Washington Post. Smith said he was paid between $7,500 and $7,800 on the contract, but the total could have been as much as $9,375.

For those who don't know, there was no real foul on the part of the agency or Smith. According to Smith, he told the magazine editors of his government contract, and received no payment from the publications. From that point, it was up to the editors of the publication to decide whether or not to run the stories and how to identify Smith. (In one article, they chose to identify him as a freelance writer who works as a biologist for the agency.) Or, they could have treated the articles as feature releases, mining them for background material so an in-house or publication-contracted writer could rewrite it or develop a new approach.

While I respect the Washington Post's position of implied impropriety, neither the agency nor Smith did anything wrong. Had Smith pitched the stories as a freelance writer seeking an assignment with a publication without disclosing his relationship with the agency, and received payment from the magazines, then that would have been an ethical breach. In this case, no such ethical lapse occurred.

As a writing services company that sometimes wears both hats, writing for publications and writing on behalf of a company, there is one very simple method to ensure we maintain objective: we ask ourselves ''who is the client?'' If the company is the client, we write and send the stories out as feature releases (generally lighter and longer than a new release) and accept neither byline nor payment from the targeted publication. When we accept an assignment from a publication, we never accept payment from any sources nor grant those sources any editorial oversight.

It's about that simple. Identify your client and write accordingly. Regardless of that, always write the truth.

Thursday, May 19

Recognizing Market Change

Research and Markets, which is a leading source for international market research and market data, may finally dispel some outdated ideas about seniors and the Internet with its new report, Seniors Online: How Aging Boomers Will Shake Up the Market. In the report, they reiterate that there is a contrast in computer and online usage among those 50-64 and those 65+ as is evident in a study by Kaiser Family Foundation (2004) and another by Pew Internet & American Life Project (2004).

Unlike today's seniors, boomers (post-World War II children born between 1946 and 1964) are dedicated Internet users and broadband fans. As they approach the next phase of their lives, the report says that they will challenge companies to keep up with their ever-demanding ways, both online and off. There is little doubt. For one thing, Boomers have $1 trillion in spending power. For another, the Boomer demographic is a perfect target for online marketing.

According to the report, they are frequent, engaged online users approaching a stage in life with major issues: the decision to stop working, investment planning, health care, downsizing a home. Other key questions answered in the report: How fast is the boomer online population growing, how will usage patterns differ between today's and tomorrow's seniors, what sites are boomers more likely to visit, and what changes in Web design will be necessary as Internet users age?

It will be an interesting challenge for communicators to appeal to both boomers and the other fastest-growing segment of the population. Ages 13-24 made up 37% of the U.S. population in 2000 with ages 13-18 making up 22% of the population. But regardless of how this challenge is addressed, one thing is certain: some long-held beliefs that seniors don't 'log on' are about to be dismantled. IMO, it's about time.

Sunday, May 15

Crafting A Core Message

While I often advise clients that consistency remains the rule rather than the exception for a business blog, there are times when I place blog posting on the back burner for a few weeks at a time. It's par for the course. Like almost every firm in our industry, client communication needs supersede our own.

The pace we've set in May is partly attributed to integrating several new accounts into our schedule, but the primary reason I had to place posting on hold for a few weeks is because we've been implementing core message strategies for two different companies. The first is an innovative manufacturing firm that is continuing to capture a significant market share in the outdoor living/garden market. The second is a new national cable network that will break from traditional programming trends and provide viewers, particularly families, a true choice on television.

While I cannot share specifics on what we are doing with either company because it's our policy to never reveal work in progress until it becomes past tense, I can share some details about our core message system. Simply put, this strategic product is a process that extracts internal and external research, stakeholder information, and market knowledge in order to identify, determine, and develop specific key messages that can be clearly, consistently, and convincingly communicated to a variety of audiences under very diverse circumstances.

Upon completion, the organization benefits from a consistent message that can be employed in communication materials and one-on-one communication at every level to demonstrate a true contrast between the company and the competition, defend against critical review, and encourage a consistent message regardless of the situation, scenario, or circumstance. It moves beyond the traditional model of identifying the sometimes introspective benefits of a unique selling point and more toward an external view that discovers the primary contrast between a company (its philosophies, products or services) and its competition (their philosophies, products or services). We did not invent the concept, but we did refine the original model to work even better for companies and non-profit organizations than it does in the political arena. That's where the original model comes from.

I learned about contrasting messages a few years ago when a now-retired political campaign manager and dear friend of mine, Benay Stout, invited me to attend a grassroots workshop hosted by the Leadership Institute, a training organization for public policy leaders founded in 1979 by Morton C. Blackwell. One of the session segments included how to develop contrast messages for candidates (especially useful when two candidates seem to share similar philosophies on the surface). Shortly after this introduction, it occurred to me that businesses could benefit from such a process with some adjustment. Later, I discovered this process works better than I ever imagined on the front end.

To date, of more than three dozen core message strategies developed for clients and client accounts, we have a 100 percent track record. If the company embraces and implements a core message strategy, they will succeed. It's that simple.

With it, we've helped a tech services firm increase its client base by 720 percent in record time, a commercial real estate company move up two positions to be ranked number one in the market, a business philanthropy organization secure a national grant and increase membership by 80 percent, preserve funding for a state commission at a time when the state legislature had targeted it to be cut ... and the list goes on. In each case, every company and organization that has worked through the process and implemented the core message strategy has succeeded.

The businesses we work with direct love it because of its implementation versatility, making an impact on not only external communication but also internal operations such as human resources and product/service development. The agencies we work with love it for their accounts because the process not only produces results but also solidifies their relationship with the business. For internal communication professionals, it is one process I know of that permanently puts them at the table with senior management.

We love it because there is nothing more rewarding for us than to see our clients and our clients' accounts win. So sure, it might mean that we have to put our own communication strategy on hold from time to time, but then again, I never really set out to write about my own company. For us and those people who work with us, we find fulfillment that is best summed by a quotable I wrote a few years ago to help launch one of the most successful advertising agency starts in Las Vegas: ''follow other people's dreams, my friend, and you may just find yours along the journey.''
 

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