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Here's what Robert Townsend, in <I>Up the Organization</I>, has to say about advertising:<P>=--=--=--=--=--=--=--=--=--=--=--=--=<BR>Fire the whole advertising department and your old agency. Then go get the best new agency you can. And concentrate your efforts on making it fun for them to create candid, effective advertising for you. Unless you've just done this, the odds favor that you have a bunch of bright people working at cross purposes to produce--at best--mediocre ads. We started at Avis by asking a few people for a list of the hottest agencies. Then we called on the creative heads of those agencies and tried to interest them in the rent a car business. Ultimately we stumbled on the right question: "How do we get five million dollars of advertising for one million dollars?" (our competition has five dollars for each dollar we have, and yet we have to pay the same price for cars, insurance, rent, gas, oil, and people).<P>Finally, Bill Bernbach heard the question and answered: "If you want five times the impact, give us ninety days to learn enough about your business to apply our skills, and then run every ad we write where we tell you to run it. Our people work to see how effective their ideas are. But most clients put our ads through a succession of Assistant V.P.'s and V.P.'s of advertising, marketing, and legal until we hardly recognize the remnants. If you promise to run them just as we write them, you'll have every art director and copywriter in my shop moonlighting on your account.".<P>We shook hands on it.*.<P>Ninety days later, Bill Bernbach came out to show Avis his recommended ads. He said he was sorry but the only honest things they could say were that the company was second largest and that the people were trying harder. Bernbach said his own research department had advised against the ads, that he didn't like them very much himself--but it was all they had so he was recommending them. We didn't like them much at Avis either, but we had agreed to run whatever Bill recommended.<P>The rest is history. Our internal sales growth rate increased from 10 per cent to 35 per cent in the next couple of years.<P>Moral: Don't hire a master to paint you a masterpiece and then assign a roomful of schoolboy-artists to look over his shoulder and suggest improvements.<BR>=--=--=--=--=--=--=--=--=--=--=--=--=<P>The important thing to remember is that both Avis and DDB believed that what they were saying was honest; there was no attempt to misrepresent the company or its services.<P>I was old enough to be aware of the campaign when it started and I remember the way it captured the entire country's attention -- much more so than any subsequent ad campaign I can think of.<BR>.<P>------------------<BR>Jeffrey E. Salzberg, Lighting Designer<BR>This Day in Arts History: <A HREF="http://www.suncoast.quik.com/salzberg/arthist.htm" TARGET=_blank>http://www.suncoast.quik.com/salzberg/arthist.htm</A><BR>Online portfolio: <A HREF="http://www.suncoast.quik.com/salzberg" TARGET=_blank>http://www.suncoast.quik.com/salzberg</A> <P><BR>
_________________ Jeffrey E. Salzberg,
Dance Lighting Design http://www.jeffsalzberg.com
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