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Extreme Industry Makeover

Ad agency execs get the chance to tell us how they'd morph the industry into a production that suits their creative dictates.

by Carol Badaracco Padgett


Kind of like a weird twist on The Truman Show, Atlanta ad agency executives and a national firm or two were asked to imagine a world where they sat in the director's seat and called the shots. If they could make over the industry in their perfect world, what would it look like?

Consider that, in truth, this world as they know it has been around since the early 1900s. And here we are today in the age of technological wonders. So much remains the same and yet so much may teeter on the cusp of a cliff. But here is how some forward-thinking industry visionaries wish we all could view the industry - in a new state of extreme makeover.

The World According To...

Tony Accurso, general manager of JWT Atlanta, likens the industry today to an insensitive jerk in a bar trying to pick up women. And he says what the industry needs is a personality transplant.

"The ad industry is like that guy in a bar trying to pick up a woman. He thinks he's doing well. He's got the snappy lines and the funny jokes but she's hearing, 'Blah, blah, blah.' The truth is she has better things to do with her time than sit there and listen to him pontificate." Accurso says that just like his example, the ad industry is competing in similar situations. "We're competing with peoples' time and how they want to spend it. It's the new currency. Instead of liposuction or hair plugs, I'd go for sensitivity training. Learn to listen. Make good eye contact. Have a dialogue instead of a one-way conversation. He'll keep her attention longer," he says.

Tina Louise Chadwick, creative director with MATCH Inc. in Midtown, agrees that agencies need to cut the crap. "I'd put in a truth-o-meter so that no one could try to sell a campaign that didn't answer the client's needs without a big foam mallet coming out and bonking the presenter," she posits.

On another note, if Chadwick ran the big advertising show in the sky, she would see to it that the industry became more responsible in a number of ways. She foresees that the firms that will rise above the pack in years to come will be those that know how to be stringently honest and responsible with budgets. And on an environmental front, Chadwick adds, "I would love for the industry to remember that we have a big impact on the mental and visual landscape of where we live," she says. "Take care of it. Improve it."

Ron Huey, president and creative director of Atlanta-based Huey+Partners Advertising would be on the same page with Chadwick on some issues if the ad world were his. "There's too much ad pollution out there already," Huey claims. "Agencies and clients should have to pay a fine for producing and running bad advertising." Here are some of Huey's suggested fines for various infractions:

- Busy/cluttered print ads: pay $1,000 per insertion
- Running the client logo in the bottom corner throughout a :30 TV spot: pay $1,500
- Token use of minorities: pay $1,750
- Using any kind of costumed character: pay $2,000
- Ads that insult consumers' intelligence: pay $3,500
Huey adds, "All collections would be used to create scholarships for deserving students or [to] aid disaster victims."

If Gerry Rubin were the Czar of advertising, rather than president and CEO of Rubin Postaer and Associates based in Santa Monica, Calif., he would insist that the product or service entrusted to agencies truly and demonstrably provide a customer benefit, "versus charging the advertising with creating a false sense of efficacy." Rubin also says the industry should refer and reach out to customers and not consumers. His reasoning: "Consumers are people who digest something. Customers are people who buy what a manufacturer creates [or] designs."

Rubin would also have clients pick their own agencies, using their own judgment or intuition as opposed to third-party consultants. In addition, Rubin says he would have client organizations "place unequivocal responsibility for creative effectiveness upon a marketing-driven individual," leaving out R&D, financial and other people when it comes to the advertising approval process.

Kent Matlock, president and CEO of Midtown's Matlock Advertising & Public Relations, wants to see more diverse agency management. "I would like to see more women and minorities in the senior ranks of the advertising industry," he says. Matlock says it's important for agency clients to target groups such as women and minorities and that the most effective way to do this is to have people in management who know their lifestyles intimately to help ensure that clients are intelligent marketers.

Creativity, too, is a factor that Matlock would put a higher importance on in his perfect world. "Creativity requires a high level of positive energy to maintain," he says. "We must find a way to ignite people's passion. There are too many talented individuals who have been in the industry for so long that they no longer give a damn."

Then some execs say making expanded use of new media would be the ticket in their perfect advertising world. Wade Forst, president of Inman Park, Atlanta-based Think Monster, says, "I would push for more innovation within traditional advertising and strive to educate firms and clients on the rewards within the online channel Ð specifically integrated campaigns." Forst reports that adults currently average 14% of their weekly media-consumption hours on the internet. "For the most part, the online medium is being under-utilized," he adds.

Forst envisions a world where advertising campaigns would consist of one-to-one personalized communications. "Advertising would no longer be viewed as intrusive, and the communication would be looked at as pertinent content with true intent," he explains. Forst predicts that Google, Yahoo and Microsoft will be viewed as the gatekeepers of this new relevant advertising content.

Some executives, such as Patrick Scullin, creative mercenary and adman at Atlanta-based Ames Scullin O'Haire Advertising, finds the biggest changes he'd make right inside agency doors. "I'd like to bring some fun back to this business," Scullin says. "Goodness, we're a sorry bunch these days."

Scullin also says he'd restore dignity and optimism to the profession as a whole. "I'd stop saying TV is dead, radio is dead, newspapers are dead. What's dead are boring ads Ñ in whatever media. A sucky slick video sent to a video iPod is still a sucky ad. Who cares about the medium if the message is bad?"

In the vein of what happens inside the agency, Rob Farinella, president of Atlanta's West End-based Blue Sky Agency, says he'd change the way agencies work. "Create a four-day work week. Ad people are working harder and are more stressed than ever. But with a little extra time off comes a better quality of life, clear heads, and smart fresh thinking that drive successful campaigns," Farinella says.

Work With It

When you're not busy ruling the world, you have to take some pleasure in what simply is. Since a lot of executives found things about the industry that they believe are imperfections that could use an overhaul, they were asked what's strong about the industry just as it is.

Rubin finds that there is an economic magic when advertising works well. "When in-demand product is promoted by engaging and compelling advertising, there is no doubt that the combination of the two are necessary for a vibrant and responsive economy," he says. When clients are enlightened and understand that consistent messages are crucial for building brand awareness, Rubin says then advertising can carry a message that earns customer relevance and confidence, ultimately building brand loyalty.

Echoing Rubin's sentiment, Farinella reports this industry strength, "Clients are again recognizing the power of building a strong brand."

Huey finds that clients seem to be willing to spend money again Ñ and in conjunction a crop of bright, young talent is flowing into the industry.

Rena Kilgannon, president of Midtown's Kilgannon Inc., finds a creative strength in-house. "It's still a fun, creative business with lots of great people."

In terms of overall creativity, Chadwick finds that there is "more of an openness to new ideas that don't follow traditional thinking."

Accurso finds that many agencies are offering multiple services quite effectively. "Many É can offer total solutions, soup to nuts. It took some time and a whole lot of buying and selling, but if managed right, clients don't have to go far for ideas," he says.

Forst, too, says the industry is providing strong creative solutions and he's seeing clients willing to depart from tried-and-true formulas that aren't delivering needed results. "As an industry, we are providing stronger and more measurable ROI to our clients, with smarter ad spends," he reports.

Matlock derives immense excitement from how advertising is using new technologies to lead the way in how content moves markets. "We're living in the information age and in a global marketplace in which the currency used is ideas. In this new world order, the advertising industry should be at the top of the economic food chain because we have the capacity to influence the most powerful thing in the marketplace Ð the mind," he says.

Gotta Go

Now we know what the pros wish the ad world looked like and what they believe its strengths actually are, but what's unpalatable about the industry in its current condition and requires instant change?

According to Farinella, internally, he feels the industry is being bombarded by meaningless information. "Creative briefs are turning into creative longs," he says, "and I also dislike obvious and shameless product placement in reality shows."

For Accurso, it may be lack of preparation or under-exposure in the creative process. He says, "You've heard the saying, 'it ain't rocket science.' Well I say it's harder than rocket science. Rocket scientists have formulas; they work in a precise world so they know if they accomplished the mission. They don't get tons of advice on how to do their job either. To be a good ad person you have to be creative and to be creative you have to lead an interesting life. Read more, see interesting movies, and meet interesting people. Too many people treat it like rocket science."

Huey observes that few creatives or clients are stepping up to bat creatively these days. As he comments, "Very few clients and agencies seem to be able to step up and collaboratively produce arresting, meaningful, memorable work."

Chadwick notes a down side when it comes to the liberation offered by today's technology. "Technology is so great, well, too great. I have a hard time with explaining dogs barking and toilets flushing as I work from home more and more often," she quips.

Matlock says a major weakness of today's industry is that there's no empathy for consumers. "How can you know the needs and wants of the consumers if you have no empathy? The greatest advertisers are those who can empathize with both clients and consumers," he states.

For Rubin, what reeks about the current state of affairs in advertising is purely a business thing. "What sucks about the advertising industry is our inability to convince clients of the value effective communication can add to the selling process. As an industry, we are too quick to devalue our product and our contribution to a client's business development." Rubin believes the industry devalues its contribution because of agency consolidation and the formation of holding companies, which have altered the industry's perspective away from the work and onto shareholder value.

Kilgannon finds the whole notion in the business community that anyone can produce advertising to be repulsive. "We've become vendors instead of partners. How about this Ð which all of us have heard: 'Let's put Bob from accounting in the advertising department Ð he's so creative Ð he did a really good Christmas card.'"

Taking On the Industry

Given everyone's wishes, whims, loves and dislikes of the advertising industry as it stands, the executives were asked to weigh in on what might be components of the superstar firms of the future.

Rubin says there's no such thing. "Firms will never become superstars," he says. "Who do I call at IPG, at WPP, at OMN? What happened to Leo Burnett? Bill Bernbach? Fox Cone? These were not firms. These were real people with superstars in their hearts because they had a passion for the business and not a passion to work for the glory of stock value. "With a holding company environment it is hard for a superstar to emerge. Such organizations were not formed for the purpose of isolating such super luminaries," he adds.

Forst says adaptation to new media will be key, among other attributes. "The most successful firms will showcase great creative, adapt to new media, personalize the user experience and look at conversion and return as key goals," he says.

Scullin says the superstars will understand both the audience and the right way to reach them. "The superstars will not blanket the world with one ad message trumpeted at shrill media levels. Instead, we will isolate appropriate messages in a variety of media that is suited to the audience at the time." And when it comes to the internet, Scullin adds, "We'll master the creation of websites that are tapestries of insightful and entertaining information about the product. More and more, this will be the battlefield since consumers are kings or queens, directing their own way through our messaging. Consumers are in control, not us. The superstars will understand and evolve as technology allows." Scullin also points out that the need to seduce, charm and sell through advertising will always remain. "The superstars will roll with it and master the psychology of selling with whatever tools technology hands us," he says.

Huey echoes Scullin's tenets with this: "The superstar firms will find a way to embrace and strategically use all forms of media. They will then execute great, memorable creative that truly connects with their consumers."

Farinella contends it's still all about the best creative in its purest form. He says firms will rise above in the years to come by having the best ideas.

Teamwork is the key to success according to Matlock. "The greatest agencies are those that focus on creating a collective best," he says.

And Accurso says ad agencies will have to redefine what great work is to determine who are the major players that truly outshine the rest. "Measure it by how much time people spend with it," he says. Next, he says, take risks. "'Leap and the net will appear' - Julia Cameron."

To Be Continued

Whether laughing about their beloved industry, gritting clinched teeth at it, embracing it philosophically and wistfully, or eagerly experimenting with the new media available, advertising industry executives have one thing in common. They will persevere and the advertising will live on. And you will most certainly still recognize her after touches of a makeover are complete. Like creative and life itself, the process is ongoing.


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