站长之家- 传媒 2017-07-05T16:41:57 +08:00


By Al Ries. Published on June 09,2017

艾·里斯,于 2017 年 6 月 9 日。


杰克·特劳特先生前合伙人——艾·里斯先生近日在《广告时代》 (Advertising Age )发表文章,回顾二人过去将近 30 年共事的时光,并重申定位原则。



With the passing of my ex-partner and good friend Jack Trout, I feel compelled to write a few words about our nearly 30 years of working together.


In love, opposites attract. In business, opposites work well together. Jack and I were opposites.


Jack was Mr. Outside; I was Mr. Inside. Jack was an extrovert, talkative and very social; I am an introvert. Jack was athletic; I am not. You name it, we were opposites.


When Jack joined my ad agency in 1967, advertising was widely considered to be "communications."

当杰克 1967 年加入我的广告公司时,广告在业内还普遍被视作“沟通工具”。

You studied your product, its features and its competitors and then you prepared advertising that explained why your product was better.


In spite of billions of advertising dollars spent every year, perceptions about leading brands as well as their market shares seldom changed. All that advertising was not doing very much communicating.


That insight led to the positioning concept. Instead of focusing on the product and its competitors, we focused on the mind of the prospect. And in the process, we developed the principles of positioning.


(1) The concept of categories.


With a billion neurons and some 2.3-trillion connections, the human mind is a massive mental storage container. From a marketing point of view, however, the most-important aspect of the mind is the concept of categories.

人类大脑是一个庞大的储藏箱,由 10 亿个神经元和2. 3 万亿个连接组成。然而,从营销的角度看,心智中最重要的是品类的概念。

Consumers use categories to store brands that interest them. When consumers want to buy something, they think category first, brand second.


Nobody walks into a store and says: I want to buy a Sony. Please show me all the Sonies you have for sale.


(2) For every category, there is a ladder in the mind.


On the rungs of the ladder are brand names, with the preferred brand at the top of the ladder and the rest of the brands in descending order.


Most consumers have room in their minds for only a few brands in each category. Many categories have just two brands. Duracell and Energizer in appliance batteries.Crest and Colgate in toothpaste.


Seldom do consumers consider their top two brands as equals. Invariably, consumers prefer one brand over the other, although the second brand is often "acceptable."


(3) The name is the hook that hangs the brand on the ladder.


The most important marketing decision you can make is what to name the product. That's what we said in our 1981 book "Positioning."

你能做的最重要的营销决策就是给产品命名。这是我们在 1981 年出版的《定位》中所说的。

The leading vodka brand in Russia is Kremlyovskaya. So the owners of the brand introduced Kremlyovskaya in the American market with the slogan, The No.1 vodka brand in Russia.


Naturally, the brand went nowhere. How can an English-speaking person file that name in the vodka category in the mind?


The leading pasta brand in Italy is Barilla. So the owners of the brand introduced Barilla in the American market with the slogan, Italy's #1 pasta. Three years later, Barilla was the No.1 pasta brand in America.


(I made several speeches in Moscow suggesting that Kremlyovskaya in America be called Red Square Vodka.)

(我曾多次在莫斯科演讲时建议,Kremlyovskaya应将它在美国的名字改成Red Square伏特加。)

(4) Find an open hole in the mind.


Every category in the mind is either filled with a brand name, or it's not. If the category is not filled, then it's an open hole or position which your brand can easily occupy.


Tesla moved into the mind to occupy an open category called "electric cars." Today, Tesla is worth more on the stock market ($61 billion) than either General Motors ($52 billion) or Ford ($44 billion.)

特斯拉进入心智占据了“电动汽车”这一存在空位的品类。今天,特斯拉的市值高达 610 亿美元,超过通用汽车( 520 亿美元)和福特( 440 亿美元)。

But didn't General Motors, Ford and every other major automobile company in the world also introduce electric vehicles? Sure, but they didn't give them different brand names so consumers had no way of filing these names in their minds.


You can’t put "Chevrolet" on your electric-car ladder.


(5) Touch base with what's already in the mind.


Advertising a minor feature of your brand that is already recognized in prospects' minds is a better strategy than advertising a major feature of your brand nobody knows about.


Yet most companies do exactly the opposite. No sense advertising what people already know, let's use our advertising to communicate what they don't know.


Thanks to its invention of the lap-and-shoulder seat belt, Volvo was known for safety. As a result, Volvo was the leading imported luxury-vehicle brand in the American market from 1978 to 1992. But that wasn't good enough for Volvo.

由于发明了斜拉三点式安全带,沃尔沃汽车以安全闻名。其结果是,在 1978 至 1992 年间沃尔沃成为美国市场上领先的进口豪华车品牌。但这对沃尔沃来说还不够好。

As the global advertising manager said, Safety on its own is not enough. So Volvo introduced a range of vehicles including convertibles and the C30 hatchback with a turbo-charged engine. (Automotive News called it a "pocket rocket for the kids.")


And Volvo advertising talked about beauty and performance with various themes including Life is better lived together.


Last year, the leading imported luxury-vehicle brands were Mercedes, Lexus, BMW, Audi, Acura, Infiniti. And then Volvo.


(6) You can't move a brand in the mind.


Many billions have been wasted by companies that violate this positioning principle. IBM trying to move its brand into personal computers.Kodak trying to move its brand into digital photography.BlackBerry trying to move its brand into touchscreen smartphones.


The list is endless. We called this exercise in futility, The line-extension trap.


(7) Initials don't exist in the mind.


There are letters of the alphabet and there are words in the mind, but not initials. When a mind hears or reads about a brand using initials, the instant reaction is "What do those initials stand for?"


GE stands for General Electric. HP stands for Hewlett-Packard. IBM stands for International Business Machines. Initials are recognized in the mind not as initials, but as the shorthand for names. If the names are not in the mind, then the prospect is unlikely to remember the initials.

GE代表General Electric(通用电气),HP代表Hewlett-Packard(惠普),IBM代表International Business Machines(国际商业机器)。首字母缩写在心智中并非被认知为缩写本身,而是缩略了的全名。如果全名没有进入心智,那么它的缩写很难进入心智。

And yet, there is a strong trend toward initials. Do you recognize any of these 30 no-name companies? HCA, CHS, TJX, EMC, PNC, AES, NRG, PBF, CDW, VF, CSX, CBRE, BBGT, DTE, CST, EDG, PVH, KKR, PPL, AGCO, LKQ, AK, UGI, CMS, WEC, HRG, CH2M, SGP, LAM and NVR.


Probably not. But all 30 are on Fortune's latest list of the 500 largest American companies. The smallest, NVR, had revenues last year of $5.2 billion, enough money to hire a marketing-strategy firm.

可能不认识,但这 30 家都是美国《财富》五百强企业,其中最小的企业NVR去年营收 52 亿美元,有足够的钱去聘请一家营销战略公司了。

(8) A slogan or a tagline is not a position.


Almost every company in the world uses either a slogan or a tagline. Yet almost none of these slogans or taglines are what Jack or I would have called a "position."


A position is something that exists in the mind. Most slogans or taglines are "aspirational." With enough advertising, they hope to be inserted into prospects' minds. It seldom happens.


Take Nissan's slogan Innovation that excites. Does Nissan really think potential car buyers have has an open hole in their minds called "Exciting automobile innovations."


Safety is a position. Driving is a position. Inexpensive is a position. Small is a position. But Exciting automobile innovations is not.


There's still a lot of work to be done.


And without Jack Trout, it is going to be a lot more difficult to move the positioning concept into the minds of business executives around the world.


But with my daughter Laura Ries, I will keep trying.