Mark Ritson on branding: One minute distinct, the next generic

I spent last weekend visiting friends in Holland and headed home on Sunday evening from Schiphol Airport. ING has heavily branded itself throughout and the connecting 'jetbridge' that links the departure terminal to the aircraft was one long ad for the firm. 'Let's talk about your future' exclaimed the ads, as I headed for the plane.

I boarded my British Airways flight and dropped gratefully into my seat. Within seconds I was offered a drink and a steaming towel. Having foregone lunch to make the plane, I delved into my bag to find the sandwich I had hurriedly purchased in the airport. It was from a Dutch company called Sanday's Bakeries and the packaging was strangely familiar. In a tight, clean typeface it proclaimed 'All handmade naturally' and continued with the confirmation that each sandwich was 'made in our own kitchen, every day, fresh'. It ended with the handwritten signature of Sanday's boss.

The use of packaging to make clear statements of intent, the emphasis on quality and the handwritten signature of the chief executive are all hallmarks of Pret A Manger. When Pret entered the snack business 20 years ago, the standard approach to packaging was mass-produced and generic - just like the food. Pret's distinctive packaging was an effective way to signal its differentiation and communicate its brand equity. What was all this doing on a very average Dutch sandwich?

The answer is as old as marketing itself. Occasionally a great marketer consults a brand's positioning and then breaks the rules of standard marketing practice. They invent a new way of doing things. In Pret's case, its resolute focus on its core brand values of quality, freshness and being handmade led it to a very different kind of packaging. But last year's brand-specific innovation is this year's industry standard. Pret's success has meant many of its radical approaches have been copied by rivals and gradually subsumed into the standard way most sandwich chains do business. Where once there was brand-based differentiation, now there is just generic parity.

The same is true of the jetbridge ads in Amsterdam. Five years ago, HSBC practically invented this form of advertising. Peter Stringham and his team were struggling to find advertising media that was both global and local to be consistent with HSBC's latest brand positioning. They opted to sponsor the connecting jetbridges in airports in London, New York, Paris and Asia to communicate the two dimensions of the brand. Just like Pret, however, its success led to competitors such as Bank of Scotland and ING copying the tactic.

Go further back and even the standard hot towel handed out on aircraft was once an innovative, brand-building technique. When Singapore Airlines began to battle its bigger rivals 60 years ago, it did so by offering a superior customer experience. One early initiative was to distribute hot towels - a traditional Singaporean gesture of hospitality - to customers. The tactic was so differentiating and surprising that it rapidly became generic and expected, as every airline followed suit.

So as 2006 dwindles away, there are two seasonal messages for marketers. First, congratulations to those who built brand equity by questioning and then altering the generic practices of your industry. You are heroes in our field. Second, do it again in 2007 because all your good work will rapidly be copied by your competitors. The battle to build brand never ends!


- Schiphol started life as a military airbase in 1916, comprising only a few barracks. It is now Holland's main airport.

- Its name means 'ship hole'. Before 1850, the area on which the airport is built was a lake. Its original name was Schiphel, which means 'ship hell', so called because many ships were mysteriously lost on the lake.

- Last year, the airport had the fourth-highest level of passenger traffic in Europe, at 44.1m people. It serves 260 destinations across 91 countries.

- Schiphol has won more than 120 prizes, including best airport in the world seven times between 1980 and 2003. It was named best European airport every year between 1988 and 2003.

- It is the world's lowest major commercial airport; the base of its air-traffic control tower is 5m below sea level.

- Schiphol has five main runways, the most extensive of which is 3800m long.


Before commenting please read our rules for commenting on articles.

If you see a comment you find offensive, you can flag it as inappropriate. In the top right-hand corner of an individual comment, you will see 'flag as inappropriate'. Clicking this prompts us to review the comment. For further information see our rules for commenting on articles.

comments powered by Disqus
Brand Republic Jobs

subscribe now


John Lewis walks consumers through its history to celebrate 150 years of business
Waitrose boosts content strategy with 'Weekend Kitchen with Waitrose' C4 tie-up
Hottest virals: Cute puppies star in Pedigree ad, plus Idris Elba and Fruyo
Amnesty International burns candles to illuminate new hope
Toyota achieves the impossible by calming angry Roman drivers
Tom of Finland's 'homoerotic' drawings made into stamps
YouTube reveals user habits to appeal to 'older' marketers
Ex-M&S marketing chief Steven Sharp consulting at WPP
Wolff Olins reveals new CEO after Apple poaches Karl Heiselman
Glasgow offers £30,000 prize to best digital idea for 2014 Commonwealth Games
Google's revenues surge but shares drop as it grapples with transition to mobile
Facebook beats Twitter to most 'marketing friendly' social media site crown, says DMA
Fableists believe children like Finn should be outdoors enjoying life
Homebase, Baileys and Camelot join the line-up at Media360
MasterCard renews Rugby World Cup sponsorship to push cashless message
Lynx unleashes £9m 'Peace invasion' campaign
Social Brands 100 Youth: Pizza Hut most social youth brand in UK
Cheryl Cole is wild and arresting in new L'Oreal work
Morrisons told not to show alcohol ads during YouTube nursery rhymes
O2 head of brand Shadi Halliwell departs after 23 years at company in restructure
Tesco hit by further sales decline as it turns to digital Clubcard and social network
Branding guru Wally Olins dies aged 83
Duracell short film captures epic Transatlantic voyage
Ash runs Tinder experiment to show smokers are less desirable to opposite sex
British Airways teams up with Gerry Cottle Jnr for summer of rooftop film screenings
Arklu says 'girls can be superheroes too' with doll design competition
Coke enters squash market with Oasis Mighty Drops
Virgin Galactic signs up Land Rover as space flight sponsor
Motorola marketer Andrew Morley departs as Google gears up for sale to Lenovo
US Airways apologises after tweeting obscene image at a customer