Friday, January 15, 2021

The Evolution of the Trump Brand

I have been following the Trump brand since I encountered Donald Trump at Studio 54 in the early 1980s. Back then, he had a reputation in New York social circles. He was viewed as an outsider to polite society. He was seen as a nouveau riche playboy and real estate developer who was aggressive but struggling. His book, The Art of the Deal, raised his awareness and his reputation nationally, as did his stint on The Apprentice. The Apprentice really brought him to national prominence. His awareness grew almost exponentially as he ran for and then became president of the US. His need for attention has insured that he has been talked about constantly for the past four years. 

Traditionally, the Trump brand stood for luxury and exclusivity. It was posh. Donald Trump rendered his last name in gold and applied it to condominiums, golf clubs, hotels, resorts, casinos, and even wine and a university to connote quality. But when Donald Trump entered politics and became president of the US, his personal brand began to stand for populism, the common man and people who felt disenfranchised. There is clearly a disconnect between the two manifestations of the brand. And now, it stands for something completely different, but I am getting ahead of myself. 

Brand equity is primarily driven by brand awareness. Brand awareness is the cornerstone of any strong brand. And, as the saying goes, "No publicity is bad publicity." Or is it?

Intrigued by the Trump brand, I fielded a Trump brand survey nationally in 2016 and again in 2019. I just repeated it beginning on January 8, two days after the Capitol Hill insurrection. 

This is how the Trump brand was perceived in 2016 versus today. 

In 2016, here are the words that Americans thought best described Donald Trump (in decreasing order):

  1. Outspoken 
  2. Ambitious 
  3. Confident
  4. Businessman
  5. Rich
  6. Entrepreneurial
  7. Successful
  8. Billionaire 
  9. Energetic
  10. Hard working
  11. Passionate
In 2021, here are the words that Americans think best describe Donald Trump (in decreasing order):
  1. Narcissist
  2. Egotistical
  3. Bully
  4. Selfish
  5. Rude
  6. Fraud
  7. Dangerous
  8. Outspoken
  9. Authoritarian
  10. Greedy
  11. Corrupt
  12. Crass
  13. Ill-mannered
  14. Bigoted
  15. Superficial
  16. Sexist
  17. Loud
  18. Narrow-minded
  19. Impulsive
  20. Boorish
  21. Pretentious
  22. Angry
  23. Intolerant
  24. Charlatan
  25. Huckster
These personality traits were selected from a list of 115 mostly positive personality traits. I have only included those traits that were perceived to "perfectly" or "to a large degree" describe Donald Trump.

It is interesting that the second list (2021) had much higher scores of "perfectly" describes than the first list indicating that people are much more sure of their responses in 2021 than they were in 2016. That is likely due to people feeling much more familiar with Donald Trump now than they did in 2016. This is also why the 2021 list is longer than the 2016 one.

You will notice that only one trait is on both lists - Outspoken.

But people in Donald Trump's political party describe him differently than the average US citizen. Republicans' top responses in 2021 include:
  1. Outspoken
  2. Ambitious
  3. Egotistical
  4. Authoritarian
  5. Cunning
  6. Rich
Top responses to the open-ended response question, "When you think of the Trump brand, what comes to your mind?" are as follows for 2021
  1. Fake/fraud (18%)
  2. Gaudy/ostentatious/gold toilets (14%)
  3. Fake elegance (13%)
  4. Lies (11%)
  5. No substance (8%)
  6. Overpriced (8%)
  7. Garbage/trash (8%)
  8. Greed (6%)
  9. Over the top (6%)
  10. Bankruptcy (5%)
  11. Criminal (5%)
  12. Hotels (5%)
Others highly mentioned: casinos, con artist, corruption, gross, egotistical, excess, failed businesses, obnoxious, pretentious, privileged, racism, real estate, sickening, thief, Trump Tower, vulgar, wealth

Top responses to the open-ended response question, "When you think of Donald Trump, what comes to your mind?" are as follows for 2021: 
  1. Liar (27%)
  2. Narcissist (25%)
  3. Con artist (17%)
  4. Bully (9%)
  5. Criminal (9%)
  6. Cruel (9%)
  7. Dumb/stupid/idiot (8%)
  8. Deplorable (6%)
  9. Biggest loser (5%)
  10. Dictator (5%)
  11. Evil (5%)
  12. Fake (5%)
  13. Fraud (5%)
  14. Racist (5%)
  15. Traitor/treason (5%)
  16. Vulgar (5%)
Others highly mentioned: cult leader, dangerous, disgusting, incompetent, mentally ill, no moral compass, patriot, revolting, self-promotion, trash, worst president

Republicans' top responses regarding the Trump brand are as follows:
  • Bankruptcy
  • Casinos
  • Excess
  • Golf courses
  • Hotels
  • Lies
  • Real estate
  • Strength
  • Trump Tower
  • Wealth

Republicans' top responses regarding Donald Trump are as follows:
  • America First
  • Bully
  • Doesn't get full credit
  • Liar
  • Loves Americans
  • Misunderstood
  • Own worst enemy
  • Patriot
  • Narcissist
  • Wasted potential

Clearly, while Trump brand awareness has soared between 2016 and 2021, Trump brand associations have gone from mostly positive to very negative. Having said that, there is still a segment of the US population that views Donald Trump differently. They view him as successful, shrewd and a patriot. They associate him with America First and believe that he has been dependable in delivering upon his promises. 

In context, companies and institutions are shunning President Trump as a pariah after the Capitol Hill insurrection. Twitter and other social media platforms have blocked him from participating. Shopify terminated online stores associated with Trump merchandise. P.G.A. America is walking away from an agreement for his New Jersey golf club to host the P.G.A. Championship tournament in 2022. Trump hotels are experiencing cancelled bookings from individuals and organizations. Corporations are suspending contributions to his campaign and to the GOP. Deutsch Bank and other financial partners are cutting ties with President Trump. New York City has cancelled all contracts with Trump. Several properties are taking the Trump name down from their buildings. Many of his businesses are increasingly unprofitable and a huge amount of his loans are coming due soon.

Breaking with tradition, the Pentagon will not engage in an armed forces farewell or honor Donald Trump’s request for a military-style parade upon his departure from the White House. Scotland does not want Donald Trump to spend time at his golf course there after his departure from Washington, DC. Residents of Palm Beach, Florida have warned Donald Trump that he should not reside at his Mar-a-Lago Club in their community. He is the only US president that has been impeached twice. And he is likely to face multiple criminal charges and legal battles with individuals, states and potentially the federal government upon his departure from Washington, DC.

So, what does all of this mean for the Trump brand? Despite soaring brand awareness, I believe the Trump luxury brand will be all but dead very soon in every place but perhaps a few outposts where Donald Trump is stilled viewed as a hero. However, I think there is still a franchise with ardent Trump supporters, but I believe it will be a different type of brand with a different clientele. Rather than being a luxury brand, it will be a brand for a certain type of self-described patriot. The audience will be similar to Rush Limbaugh's or Breitbart News Network's audience and it will be delivered through various media and supported with insignia merchandise. It will essentially become a fan club of a demagogue. In some small way, this reminds me of how the Abercrombie & Fitch brand pivoted from an upscale brand for mostly older outdoor enthusiasts, especially hunters and fishermen to a hip clothing brand for youth. While the brand kept its name, it changed its audience, product and personality. This is what the Trump brand will need to do to survive. 

Wednesday, January 13, 2021

Trump Brand

I need your help. I am conducting a survey on the Donald Trump brand. I first conducted this survey in June of 2016. I repeated it in January of 2019. I want to compare earlier perceptions to today's perceptions of the Trump brand. I am looking for diverse responses so please share this link with as many people as possible. I will present the results in this blog when I have received enough responses to do so. Thanks in advance for your help with this. Here is the LINK.  

Monday, January 4, 2021

Pretend Your Brand Has Died...


People periodically go through the exercise of revising their brand's essence, promise, personality, unique value proposition and other brand positioning elements. 

A fun approach to this is to pretend that your brand has died. Now you need to write its obituary, its epitaph, and its eulogy. It's obituary is akin to its elevator speech, while its epitaph is akin to its tagline or slogan. While its eulogy is a more thoughtful, in-depth review of the brand. If you want to go even more in-depth, think about writing a documentary about the life and times of your brand. What was your brand best known for? What was its legacy? At its peak, how did people perceive it? What would you want the brand to be known for? Generally, obituaries, epitaphs and eulogies are all positive. 

This could be an exercise for the senior leadership team, the marketing team or all employees. 

To get you started (and just for fun), here are some real epitaphs taken from real gravestones:

  • Joe DiMaggio: “Grace, dignity and elegance personified”
  • Gracie Allen and George Burns: “Together again” 
  • Robert Frost: “I had a lover’s quarrel with the world.”
  • Rodney Dangerfield: “There goes the neighborhood.”
  • Mel Blanc: "That's all folks"
  • Joannes Keppler: “I used to measure the skies, now I measure the shadows of Earth. Although my mind was sky-bound, the shadow of my body lies here.”
  • Victor William Braddick (an English farmer): “We plough the fields and scatter the good seed on the land”
  • George Washington Carver: “He found happiness and honor in being helpful to the world”
  • Robert Clay Allison (a gunslinger): "He never killed a man that did not need killing"
  • Helen Herczberg Gawara: "She bore witness to the holocaust. She is now set free."
  • Russell Larsen: "Two things I love most, good horses and beautiful women. And when I die I hope they tan this old hide of mine and make it into a lady's riding saddle, so I can rest in peace between the two things I love most."
  • Bill Kugle (a member of the Texas House of Representatives): "He never voted for Republicans and had little to do with them"
  • Herman Harband: "My wife Eleanore Arthur of Queens, N.Y. lived like a princess for 20 years traveling the world with the best of everything. When I went blind, she tried to poison me, took all my money, all my medication and left me in the dark, alone and sick. It's a miracle I escaped. I won't see her in heaven because she's surely going to hell!"
This exercise can help people rediscover the brand's purpose, realign with its mission and vision and re-craft its unique value proposition. 

Sunday, December 20, 2020

The Importance of Color in Brand Identity

Choice of color is more important than you may think for brands and their identities. I have created an online course that covers color in great detail including the associations and emotional responses to a wide variety of colors including in different cultures.

Other topics covered in the course include:

  • The most and least popular colors by gender
  • The most and least popular colors for cars
  • Colors that increase quality perceptions
  • Colors that are preferred by upscale consumers
  • Colors that increase perceptions of "trust"
  • Colors that are calming
  • Colors that increase mental and physical performance
  • Color combinations that are the most visible on paper, online and on outdoor signs

This course will also give you the opportunity to compare and contrast logos and their color choices in 42 different product and service categories.

To take the course, click HERE.

Monday, December 7, 2020

Developing the Brand Plan


I have created a course that will teach you how to create a strategic and actionable brand plan. It includes a brand plan template, and possible brand objectives, strategies, and tactics. It is organized by the five drivers of customer brand insistence - awareness, relevant differentiation, value, accessibility, and emotional connection. It includes a SWOT analysis and addresses the seven "p"s of marketing - product, packaging, place, price, promotion, people & processes. It also covers how brand plans relate to business plans, marketing plans, communications plans, and media plans.

As a bonus, I have included presentations on 10 common brand problems and the 22 most important things I believe you should know about marketing.

This course is particularly helpful for people who have been asked to create a brand plan for the first time.

To learn more about the course or to take the course, click HERE.

Friday, November 27, 2020

Affluence & Frequency of Purchase

This may seem intuitively obvious, but one way to gauge a household's level of wealth is by determining its frequency of purchase of various products and services. While some less affluent households may be deceptive due to debt spending, and while other more affluent households may be deceptive due to frugality or a focus on sustainability and the environment, this is generally an accurate gauge of wealth. Here are some examples:

  • How often are homes bought and sold?
  • How often are renovations completed for the house? How often has the kitchen been remodeled? How often has the master bathroom been remodeled? How often have rooms been redecorated? How often have furniture, carpets or lamps been replaced? Constantly? Every few years? Once or twice? Or never?
  • Have additions been built on to the house? How often?
  • How often are the grounds re-landscaped? 
  • How often is a new outbuilding constructed on the grounds?
  • How often is a new car purchased? Every year? Every couple of years? Only when the car has been run to the ground? Or never?
  • How often is a new boat purchased? 
  • How often are new computers purchased? Every year? When a new model is introduced? Every few years? Or only when the old computer no longer works?
  • How often are new smartphones purchased? Every year? Every couple of years? Or only when the old ones no longer work?
  • How often is a housecleaner used? Daily? Weekly? Bi-weekly? Monthly? Quarterly? Or never?
  • How often are gardeners or ground crews used? Full-time? Occasionally? Only when needed? Or never? 
  • Is unused food thrown out or is it used for leftovers?
  • What is the frequency of purchase of artwork? Does artwork need to be rotated? If so, how often is it rotated?
  • How often are vacations taken? Several times a year? Once or twice a year? Or never?
  • How often is air travel used? Fifty or more times a year? At least twenty times a year? Several times a year? Or less often?
  • How often are plays, concerts, operas or dance performances attended? Several times a week? Weekly? Monthly? Or less often?
  • How often does the household eat out at restaurants? Seven nights a week? Four to six nights a week? Three nights a week? Once or twice a week? Or less often?
  • How often is a dress or pair of shoes worn? Once, for a single occasion or event? A couple times but only for one season and while still in fashion? A few times, but never with the same people? For years? Or until they are worn out?
  • How often is the massage therapist visited? How often is the beauty parlor visited? How often is a manicurist visited? 
  • How often is a personal trainer used? Daily? Weekly? Monthly? Less often? Or never?
  • How often are fresh flowers purchased for the house? Daily? Weekly? Only for special occasions? Or never?
  • How often does one shop? Multiple times a day? Daily? A few times a week? Weekly? Or less often?
  • How often does the FedEx, UPS or Amazon Prime truck deliver goods to the house? Multiple times a day? Once a day? Several times a week? Or less often?
  • Related to this, what is the volume of trash or recycling that is picked up from the house each week?
  • How often are items that are no longer wanted donated to charity?
At a superficial level, household spending may seem similar across social-economic groups, but when one investigates purchase frequency, one may note significant differences due to significant differences in financial capacity. 

Thursday, November 19, 2020

Out-of-the-Box Marketing Techniques

I recently created a new online course on out-of-the-box marketing techniques.  It highlights many ways in which marketers can be creative in achieving their goals. 

Creativity has always been an important part of marketing and the best marketers generally have high creativity quotients. In this highly entertaining course, we will review dozens of creative marketing campaigns including proactive publicity, publicity stunts, flash mobs, unusual media, colossal ads, creative advertising campaigns, creating folklore, viral marketing, stealth marketing, ambush marketing, the poison parasite defense, unique packaging, unique merchandising approaches, theme parks, contests, niche products, creative product concepts, unusual restaurant concepts, and more. Stimulate your own marketing creativity with this course.

To learn more about the course or to take the course, click HERE.