Get the SMstudy, not Nuts

Posted by SMstudy® on January 21, 2016 | Marketing Strategy (MS)

Keywords: Marketing, Strategy

When creating a brand for your company do not use an American celebrity to shoot chocolate bars at innocent bystanders. Apparently Mars, the company who produces Snickers chocolate bars, did not get the memo.

In July of 2008, Snickers UK launched a commercial starring Mr. T, an American actor and one determined (and brave) speed walker. In the commercial, Mr. T crashes through a building, in what appears to be a supped-up pickup truck, and pulls up alongside a young man wearing tight yellow shorts. Mr. T proceeds to open fire with what appears to be a Gatling gun, pelts his victim with Snickers bar “bullets” and yells, “Speed walking?! I pity you fool. You a disgrace to the man race. It’s time to run like a real man.”

The commercial was pulled after just one week.  The Human Rights Campaign, the largest LGBT civil rights advocacy group, criticized Mars for spreading, “the notion that violence against LGBT people is not only acceptable, but humorous.”

Mars could have avoided this marketing failure by taking a look at Marketing Strategy, book 1 of the SMstudy Guide®. According to the book, “Brand perception refers to how prospective and current customers react to seeing or hearing about a company’s product or brand and how the company is perceived within the market. Leading organizations across industries realize that a powerful brand is one of their most important business assets, so they work hard to maintain a positive brand perception as it helps to increase sales and improve profitability.”

This was the second commercial in a three-part campaign entitled, “Get Some Nuts.” Mars had envisioned Mr. T as the face of the Snickers brand, but instead they were branded the company with the face of homophobia. Snickers could have avoided this issue by performing surveys as explained in Marketing Strategy. “Brand perception can be measured using a variety of approaches, but it is mainly measured via research surveys that question participants about the perceptions of the company and/or its products. Surveys typically gather quantitative and qualitative data. They are conducted to help companies understand how their brands are viewed in the market and to identify the brand attributes that are preferred by customers.”

The intention of the “Get Some Nuts” campaign was to target men and their masculinity. In order to be a real man you need to be tough and aggressive like our good ole pal Mr. T. Mars could have avoided yet another blunder by sticking to Marketing Strategy. As stated in the book, “Once a company has identified all market segments, explored the competition, and then compiled the details of competitive products, it should then analyze the various segments and the strengths, weaknesses, opportunities, and threats faced by the company in order to identify the target segments in which the business would be most competitive. This process involves identifying the type of customers a company plans to target and the product categories under which it intends to create products.”

In this case, the campaign did not just humiliate homosexual men, which makes up 1.8 percent of the male population, but also men perceived to be “wimpy”. The campaign only targeted men that are rugged and tough, which does not help a company when it comes to forming target segments.

Companies can benefit from providing their employees with the knowledge that can be found in the SMstudy Guide®. If only Mars had been aware of what a Sales and Marketing certification can do for its company, they may have eluded a very big marketing fail.

For more information and resources about Sales and Marketing visit SMstudy.com.

[Stephanie Vezilj, SMstudy staff writer, contributed to this article]

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