I want to explain why people advertise and
pay huge amounts to create a brand and sustain it. I want the ordinary man in
Budiriro to understand it, for in Africa, advertising is seen as an expense
rather than as an investment; yet daily, some people are making money off the
brands that others paid huge amounts to create.
Every household has some basic
requirements. I will take floor polish usage in some high density residential
areas. Part of the requirement in most high density suburb lease agreements is
that the Tenant purchases a certain amount of floor polish monthly.
What this means, is that there is a huge
market for floor polish in high density residential areas. Now, floor polish
talks of any composition of oxided semi fluid material applied to floors to
give them a sheen, and therefore, in that sense cleanliness. Floor polish talks
of the material used, but not the manufacturer, or a name given to the product
by its manufacturer.
Cobra is a brand. It is also floor polish.
When times were better, people used to go to Supermarkets and purchase
groceries. One of the products they would purchase is floor polish. There were
many floor polish products to pick from. So, each Manufacturer had to find ways
of generating more sales for their products. They therefore invested large
amounts into creating an identity for their products that was in line with
Customer expectations or even surpassing them. This elevated the quality of the
products and the experience of the product to increase sales and create
unwavering Patronage.
Cobra became a household name. Many people
used it. It met their expectations and surpassed. So, the word ‘Cobra’ became
synonymous with floor polish. Back in the day, this was good, for when a parent
sent a child to the shops, they simply said, “go and buy Cobra.” The child
would bring back ‘Cobra,’ not ‘fing’ or ‘link’
In this era of indigenisation, which is a
very good policy if it is implemented well, some locals have taken to
manufacture of floor polish having identified the Market opening. Now, these
players have all adopted to using the name that was created by a product of
great value and usage experience. So, all of them call their floor polish
‘Cobra.’
Now, ‘Cobra’ is a registered Brand
identity. That in itself is public infringement of trademark regulations. This
does not develop our business understanding to create world class players.
These uninitiated business people do not gain an appreciation of trademarking
and good business practices. They fuel Intellectual Property disregard and
theft and sustain piracy and the paradigm that fuels it.
We expect indigenisation to create players
that grow to dealing with Supermarkets and other nations. We do not expect a
person to keep selling their floor polish using a bicycle all their life. If
they use home delivery strategy and street direct contact selling, we expect
them to do so, but also to create employment for others in the process, also
supplying Supermarkets and exporting if possible.
To supply a Supermarket, one has to create
a name and that name has to be well recognised on the Market to keep business
growing and sustainable. Because of the necessary formalisation of business
processes in business growth, some of our business people shy away from
honourable business practices, as they are more interested in personal profits
which are not worked for, but riding on the sweat of others.
I will refer to the ‘Cobra’ situation
again. If a law was passed today consolidating those being ignored already in
existence, forbidding more publicly, the use of names that are trademarked
without prior authorisation; a lot of ‘Cobra’ touting floor polish Salesmen
will find it hard to stop using ‘Cobra’ as a sales pitch. Just to call their
floor polish, ‘Polish or Floor Polish’ will be hard for them to do. Why? They
will feel they disconnect with the Market which is accustomed to the name
‘Cobra.’
That is very true. That is why a product is
trademarked. Trademarking creates a name and a Market positioning by generating
public awareness. That is a relationship that creates and sustains income. The
relationship created, the awareness generated and the Market positioning is
always paid for, therefore earned.
Marketers create strategies and assist
implement them to create this Market standing, and all this costs money. So,
when the Zimbabwean people still run away from advertising costs, viewing the
cost as an expense; we are seeing here, the costs incurred by others in the
past, still sustaining some indigenous business people, who must increase in
professionalism and acceptance of good business practices, if our noble
national policy is to resurrect our economy.
Every company starts somewhere. Now, if my
Market appreciates my floor polish; Branding becomes necessary. That is, to
separate my product from other products being used for the same purposes. So, a
name is necessitated.
Now, as all the ‘Cobra’ touting floor
polish Salesmen are busy doing so, an astute Businessman by now would have
created a name for his floor polish. Why? As he passes in the street and calls
out his name, those that have become accustomed to using it and are happy with
its results, will wait only for that Supplier to call out his polish name and
then they will purchase it.
I want to explain this. I have noticed that
the women I live with have come to identify the voices of these floor polish
Salesmen. So, as many pass, you hear them stop a specific voice to purchase
from that voice. What has happened? The voice is the Brand replacement. It
separates this Salesman’s product from other similar products.
These women have identified themselves with
the voice and they wait for that voice, so as to make their purchases. That
person needs a Marketer to assist him. A Marketer will tell him to give his
product a name. A Marketer will advise him to go around distributing flyers
with the name clearly indicated as he does his deliveries. A Marketer will
assist him come up with a good name for his product. That name will increase
his sales. Why? If his area of operation is very big, he may lose Clients
because by the time he gets to other places, his Clients will have purchased
thinking that he is no longer coming. Why? A Marketer will show him purchasing
trends of his Market. For Floor Polish, they normally want to buy in the
morning. That is their programming, though a reprogramming may be engaged in,
increasing sales further, but at a cost as well.
This astute Floor Polish Salesperson’s
business sphere of influence has increased to the extent that they need to
employ others. So, he firstly goes around with the name for a period determined
as sufficient and as he does so, he advises his Clients of the fact that soon,
their area will be served by an Employee. He will eventually stop going around
and begin to concentrate more on improving his product. Why? The Market know
his product and they get it on time and so now, he is more concerned with
heightening their experience.
This is Branding. He will work on his
product’s packaging and begin to supply Supermarkets, knowing that his Clients
will be surprised to see it now gracing Supermarket shelves, as a testimony of
his growth. He may even advise them of this development so that they can
purchase it at their own convenience.
What am I teaching? Business growth and the
uses of Advertising as an investment not an expense. I am inspiring growth
through our local indigenisation policy, so that we attain world class
standards by accepting noble business practices, not opposing them.
As long as we hate Intellectual Property
and think piracy is intelligence, we will never grow to the levels of widely
lauded Caucasoid operated businesses. We will always think they are better and
superior, yet it is not so. When we accept good business practices and ensure
they are recognised in our nation and embraced widely, Zimbabwe will become the
learning hub for African Entrepreneurship of international acclaim
If Japan has products in Zimbabwe, and the
USA has products in Japan, and England has products in the USA; where are
notable Zimbabwean products outside of our nation? We only get to International
recognition if we respect International business practices. We start where we
are and grow to where we can, always by God’s Grace and Enablement. God bless
you.