Within the Philippine context

• By Dr. Eduardo P. Garrovillas-

-(March 19, 2010)

From Mgt. Guru“People who feel good about themselves produce good results!”

- One Minute Manager, Kenneth Blanchard & Spencer Johnson

“Feel Good” brand association and emotional connection are valued by customers!--- Advocacy Marketing

Why librarians must “feel good” about their profession.Librarians are managing the last bulwark of

knowledge! Librarians are keeping and nurturing the most

important resource in a Knowledge-Economy!

Go Marketing…Think Big!

What’s the difference among the three RP Presidents, Cory, Gloria, and Erap?

Pres. Cory cannot tell a lie.Pres. Gloria cannot tell the truth.

Pres. Erap cannot tell the difference between a lie and the truth.

1. Marketing is too important to be left alone to marketing people (Peter Drucker). Librarians and other sectors of the institution must also do marketing.

2. Every member of the institution must have a marketing mindset.

• Customer-Satisfaction focused

• Imbued with a high sense of Social Responsibility

• Conscious of giving Total Quality Service, Service Excellence at all times

1.Branding

2.Events & PR

Events & PR - narrowcasting, the most appropriate (BTL)*

advertising approach for Library service.

*Below the Line Advertising

• By Jack Trout, co-author

of Al Ries in Marketing Warfare

Branding a Library entails… Strategic Brand Analysis Customer Analysis Competitor Analysis Self-Analysis

Brand Identity System

Brand as ProductBrand as OrganizationBrand as PersonBrand as Symbol

Trends

Motivation

Unmet Needs

Segmentation

Competitor (Other Providers) Analysis

Brand image/identityStrengths, strategies*Vulnerabilities

*ask for the strengths of other providers

Existing brand image

Brand heritage

Strengths/Capabilities

Organization values*Sheetwork

Value PropositionFunctional benefitsEmotional benefitsSelf-expressive benefits

CredibilityBrand-customer Relationship

Brand Identity Implementation System

The most suitable promo approach for a Branded Library is…

Events & PR

Why go Events & PR…

“In marketing, the channel with the greatest influence… is neither the traditional media of television, radio, or print advertising nor the new medium of World Wide Web but the ‘human channel’ of individual, person-to-person, word-of-mouth communication.”

And in the phrase “by word-of-mouth”, what’s important is the mouth and not the word!

--- From : Buzz Marketing Proponents The Influencers (Ed Keller and Jon

Berry,2005) Buzz (Marian Salzman, Ira Matathia, and

Ann O’Reilly,2005)

Other compelling reasons for Events & PR!

Because the 21st Century is the age of Events & PR even for traditionally non-marketing organizations

Go Events & PR… because this is the only way to grow the cost-effective way, amidst the growing keen competition in the global marketplace; Events & PR is the key to sustainable development and relevance!

1. Events & PR, definedEvent is a “happening” (e.g., program, project,

sponsorship, etc.), which could either be in-house or out-house, sponsored or co-sponsored; PR is the news or “buzz” about the Event, where the marketing element is either overt or covert (subliminal).

The Event is supposed to draw in, get the interest, or attract customers, to come and to feel, touch, smell, taste, and experience the product/service, --- to create dramatic impact. The PR is supposed to tell the public about how good the company is, and overtly or subliminally, how good their product is. Event &PR, in many respect, is like bread and butter. A good PR cannot stand on a void, its platform is the Event.

Events & PR, defined…Effective form of Below the Line (BTL)

promotion; E&PR is “Narrowcasting”, in contrast to Above the Line (ATL) which is “Broadcasting”;

More focused;Collaterals: streamer, flyer, catalog, give-

aways, sampling, e.g., taste test, wet test, celebrity show, Q and A, quiz, contest, etc (relatively economical compared to tv and radio ads).

Events & PR, defined…Cost-Effective

According to “The Fall of Advertising and the Rise of PR” by Al Ries and Laura Ries

PR is “Free,” technically, because it is straight news. But some companies engaged in “envelopmental journalism” to make sure that the editor will release the PR piece. Beware of AC/DC “journalists”

2. Challenges of Events & PR

E&PR must have well- defined objective; use SMART

Ownership --- the E&PR objectives must be co-owned by every sector of the organization

Champion --- the Event must be championed by everyone in the organization

Originality --- creatively unique, unforgettable tipping point,gladwell.ppt

E&PR Marketing in the Value Chain (Michael Porter)

VRIN Analysis for E&PR Valuable Rare Inimitable Non-substitutable

Note: An excellent example of VRIN is the Aral-Kabuhayan of Jollibee Group; and company-specific CSR projects.

3. E&PR/IMC RewardsProvide opportunity for a meaningful CSR program of the

company; e.g., one that benefits the society at large;

Enhance the goodwill and image of the company as a good corporate citizen;

Indirectly, Increase revenue/sales (cost-effective, positive impact

on margin) Increase market share (Narrowcasting: customer-focused)Ease the marketing burden, as many may share the promo load

(e.g., suppliers and sponsors, B2B customers)Opportunity-seeking, open up market potentials (the Event can be

a data-base gathering opportunity)Problem-solving opportunity

“Dream, and confidently live your dream!”

“What the mind can conceive, man can achieve!” – from an ads.

“Don’t hope for a miracle, make one!” – from Extraordinary Measures, starring Brendan Fraser and Harrison Ford.

“Aim high, so that even if you miss the target, you’ll still be up there!”

- from Blaise Pascal

To Librarians/Marketers

“Treat people as if they were what they ought to be, and you help them become what they are capable of becoming.”

Goethe, a famous German writer

To Librarians/Marketers

“What you leave behind is not what is engraved in stone monuments but what is woven into the lives of others!.”

-Pericles (c. 495-429 B.C.), Athenian

statesman, leader of the democratic party, brilliant orator, ruler of Athens, lover of the arts, e.g., music and drama, (c. 460-429 B.C.); “Periclean Athens” is the most brilliant age of Greek history, standing for one of the highest achievements of civilization.

“There are basically two things that motivate a person; either he is driven by --- 1) his desire to be great, or 2) by his sex urge…”

- from Sigmund Freud, psychoanalyst