Trust is becoming a driver of brand stength

Trust seems like a growing issue for brand owners. The latest scandal has been the horsemeat saga in burgers. Tesco acted instantly with full page ads in the national press apologising followed up by a further full page ad informing the public what they have discovered and what they are doing about it. Top marks for Tesco recognising the potential damage this story could do to their reputation/brand.

I guess their response is a result of being a customer focused organisation; it is all too easy for any of us to switch to another supermarket on our next shopping trip.

However not the same with banking on several levels. Apart from the perceived arrogance that never seems to provoke an apology for some of the massive mistakes we’ve seen in recent years there also seems to be a sense of inertia based on the more difficult prospect of changing banks. How many of Joe Public will actually switch banks based on their feelings?

Evidence from WPP’s BrandZ throws an interesting insight in to the issue of trust. With a base of 100 in 2006, trust in their Top 100 most valuable brands has increased by 4%, all brands have slipped -1% and banking brands fallen by -6% by 2012. Back in 2006 banks were about the same the Top 100 so a fall of about 10% in six years. Not as big as one might expect but there is more evidence.

Last week I asked 100 people via email to rate banks on five levels of trust from very low to very high. 64% claimed to not trust banks with 28% claiming they do, with 8% not sure. I’m not suggesting this is scientific but it is indicative of views held by reasonably intelligent people. If I was a senior manager in a leading bank with this information I would want to set up a large scale piece of research to get a more accurate fix on the point.

The trust question has been put to the test in recent years due to the on-going revelations such as the MP’s expenses scandal, phone hacking by the national press, police being jailed for taking bungs, plus of course the mega problems the world has experienced by the gambling on a massive scale by major banks around the globe.

If the cumulative effect of this recent history is a deterioration in trust of the establishment who fills the vacuum left behind?  Well I suggest the evidence is that the public migrates to brands they feel most at ease with, where the confidence level is more robust, (until proven otherwise!).

A contemporary example would be our friends at John Lewis. Amongst the chaos in retail JLP just keeps on breaking records. Many reasons why but I would bet it is a safe haven for middle England above all. That would have been the claim of M&S in the past but I think they have lost it to JLP. Also Apple has its disciples all over the world, a brand with highly desirable values and dedicated customers. Virgin manages to keep its halo polished and must have further opportunity to leverage this position; maybe the Virgin Bank will gobble up customers from the traditional banks?

Bill Bernbach said many years ago “If you stand for something you have people for you and people against you. If you stand for nothing you have neither.” A wise opinion and more true today than when he jotted this down. One of the key components of standing for something today is trust.

The big challenge for marketing and advertising folk is how to engender a ‘feeling’ of trust. There is little point in expressing the old cliché of “Trust me, I’m a doctor” because the usual reaction is the opposite. It is all about actions and not words. The people charged with the public communication of brands must have the support of top management within brand owners to propagate an attitude of trust. Millward Brown have a product concerned with reputation management – it is focused on ‘The Quest for Trust’. It requires amongst other things  a clear business strategy that expresses ‘Doing the right thing’, ‘For the right reasons’. There is more to it that that but a great beginning.

Having been a brand manager at Cadbury Ltd a hundred years ago I can confirm it was a company with very high moral values, a company that embraced customer trust. Also a brand that for millions of people had warm, comfortable feelings about. I hope Kraft understand that legacy and sustain it.

 

 

 


5 Responses to Trust is becoming a driver of brand stength

  1. Daniel Young says:

    Add to this the Lance Armstrong saga and the recent doping in sport investigation in Australia.

    People expect big businesses to take their chances with trust but when that permeates other supposedly noble and decent codes then we have a real problem.

    Similarly, I trusted you when you advertised your ‘book’. That trust was eroded when the pamphlet turned up.

  2. Paul Simons says:

    Daniel,

    Thanks for your comments and also I’m disappointed you don’t think my mini-book is good value.

    A story I trot out from time to time is about a business man late for an important meeting when his car breaks down by the side of the road. He is in a blind panic when a van pulls up and the driver offers some help as he is a car mechanic. The van driver opens the bonnet, has a poke around, then hits an engine component with a hammer; he tells the businessman to try the starter and sure enough the engine bursts in to life. Our grateful businessman offers some financial reward and the van driver suggests £100. The businessman being an accountant queries the amount based on the time the mechanic has spent fixing the problem assuming a fraction of an hourly rate. The van driver says “It’s £5 for my time and £95 for 30 years of experience that provides the expertise to solve your problem and get you out of trouble.”

    In essence that’s the value of my little publication; less is more and don’t judge the quality of the content by weight.

    However I’m very happy to return the money you spent so let me have your bank details and I’ll make a transfer back to you.

    Best wishes,

    Paul.

  3. Daniel Young says:

    Thank you for the offer, that’s not necessary. I got value from the book which made up for my initial surprise.

  4. Pingback: Putting The Trust Question To The Test | DANIEL JOHN YOUNG

    • Paul Simons says:

      Thank you for your comments Daniel. I agree with your observations and the current scandal in the UK of horsemeat in products being sold as beef is another example. It places a massive question mark in our trust in retailers and their integrity. Even though it appears it is further along the food chain where this is taking place it remains a serious problem for the brands concerned, whether they are food brands, e.g. Findus, or retailers, e.g. Tesco.

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