Every week, I hop on the train from Bournemouth to the West Midlands on Friday and do the reverse route on Sunday.
On Friday, I swapped the long train commute for a passenger car ride, courtesy of BF. We were listening to Wave 105.2FM, eagerly waiting for the station to morph into Kerrang - the other 105.2FM.
Drive time DJ was telling his co-host about his latest discovery. After watching an Armani Code ad on TV, he realised he's been using the feminine version of the fragrance for the past 2 years. The banter continued, with DJ wondering what using a feminine fragrance says about him and whether or not he should slap on some Brut or Old Spice instead.
I can't remember the exact phrasing, but DJ's question after that was somewhere along the lines of, "Does Brut even exist anymore?"
The lines were open for the public to have their say, and Peter from Bournemouth was the first caller.
"And what is it that you do?"
"I'm the marketing manager for Brut."
Howls of laughter ensued. The DJs couldn't believe they're getting first hand information about Brut's current existence.
Peter was most forthcoming with his information. He told the DJs that Brut was alive and well, and doing even better than before. Brut is now targeting a younger audience and they're responding well in terms of sales. Now that Christmas is coming, their sales are also at a high. People are buying Brut as gifts for the real men in their lives.
"So it's not for men like me, who use women's fragrances?"
"Brut is for real men."
After the friendly dig Peter took at the DJ, he offered to send some Brut over so DJ could try on a real man's fragrance for size. More laughter ensued, ending the conversation on a high.
I loved it. This, to my MA student brain, is pure marketing genius!
Peter was alert enough to spot an opportunity when he heard one and took it. When he spoke, it was with a friendly, yet professional tone of voice that sounded accessible to the hearing public. He was mindful of promoting the brand, who it was for and how it's gaining popularity among current consumers. This went some way in changing existing attitudes that the brand is for a geriatric market and is no longer relevant. He also brought it into the current context of Christmas gift buying. This could get some listeners who have never thought about Brut into thinking about buying Brut for Christmas. Peter's offer of goodwill to send the DJ some Brut products is good relationship building with a familiar voice on one of the South's more popular radio stations. Also, if the DJ tried the products and liked it, there's room for another Brut mention on the airwaves in the future.
All that promotion for the price of a phone call. The cost per thousand for this is virtually peanuts!
What I loved most about the impromptu on-air promotion was the immediate nature of it. Everything is moving and changing at a much faster rate than ever before. Without a swift response, the moment and opportunity to do something really powerful with your brand is lost. The people responsible for your brand should also be given enough trust and flexibility, if they are to do their job well which sometimes go beyond their normal duties.
If Peter was required to give 48 hours notice to the media department before going on-air, none of the drive time listeners would've been thinking about Brut long after the DJ's passing remark.
This made me think about the way some organisations work. With the need for clearance at many different levels and departments housed in separate silos (both physically and mentally), the environment doesn't allow for the possibility of any Peters working in them to take the initiative and roll with it. An organisation's best assets are its people and it's a wonder why more organisations don't maximise their potential. For organisations to remain as relevant today as they were a couple of years ago, their structures have to start changing to ones that will not only tap into their human resources, but allow them to grow.
Change can be a powerful thing. It took Peter less than 5 minutes to resurrect a brand that was long extinct in my mind.
Rebekah