This article comes from span> WeChat public account: empty hand (ID: firesteal13) span> , the picture from:
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Last year there was a very controversial auto ad, Cadillac CT6 “No rear drive, not luxurious.” p>
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In my observation, there are three points of controversy among viewers: p>
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One: the way the big characters fill the screen is too rough, not sophisticated enough, and lacks luxury. p>
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Second: “No silk scarf, no aunt”, “No routine, no boss”, “No selfie, no fitness”, “No abbreviation, not after 00” and so on, and cars, It has nothing to do with the rear drive, the creativity is too clueless; p>
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“No homophony, no copywriting”, “No brainwashing, no advertising”, “No magnification, no Party A” are even more self-proclaimed by the advertiser. p>
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Part 3: What is the relationship between rear-drive and luxury? p>
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For example, “I do n’t feel this ad, the brand cars in that price segment have rear-wheel drive”, such as “Many luxury car brands are rear-wheel drive, I do n’t understand why this ad emphasizes an advantage that is not unique to Cadillac” statement. p>
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Regarding the first point of controversy, in fact, this is a matter of opinion. This layout is quite refreshing, and the luxury car market is actually younger now. p>
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About the second point of controversy, in fact, the idea is to make an article around the sentence pattern of “no XX, not XX”. Through this sentence, let everyone remember “no back-drive, not luxurious.” Advertising is nothing new. p>
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Besides this sentence, it doesn’t matter if one idea is one more. After viewing the advertisement, the audience creates a lot of “no XX, not XX” is the most desired communication effect of the brand. p>
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The biggest controversy comes from the third point, and many people also talk about it. p>
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Anyone who knows a little about cars should know that rear-drive cars are not uncommon at all, and there are a lot of rear-drive cars running on the road. Is there luxury behind the wheel? Wuling Hongguang is still a rear drive. p>
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Why does Cadillac advertise all rear-wheel drives? Back drive is not the unique value proposition of CT6. p>
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Then I will talk about this in detail, p>
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Actually, the controversy over “back drive” is not about creative performance and copywriting, but about Cadillac’s brand strategy strong>. p>
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If you want to discuss whether the “back drive” strategy is right or the request is not accurate, then you first need to understand the luxury car market and mid-to-large luxury car segment to which CT6 belongs, as well as the target population and competitors in this market. p>
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Evaluation of copywriting and creative performance can be based on your own subjective preferences. If the evaluation strategy and brand appeal are accurate, you must proceed from the actual market and not open your mouth. strong> p>
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So let’s take a look at the state of the luxury car market. p>
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First, look at a set of data on the overall sales of domestic luxury brands. p>
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In the luxury car market, BMW, Mercedes, and Audi (BBA for short) span> belong to the first echelon. These three brands occupy luxury in China The car market has a market share of over 70%. p>
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Audi is originally the leader of the first echelon. For many years, Audi has occupied the top spot in the Chinese luxury car market. However, as the luxury car market has shifted from public business consumption to private consumption in recent years, the target population is constantly younger. Due to its stable and conservative brand image and excessive official car imprint, the market size was gradually overtaken by BMW and Mercedes-Benz, and the ranking of the luxury car market changed from ABB to BBA. p>
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Besides BBA, Cadillac, Lexus, and Volvo belong to the second echelon. Cadillac is the leader of this second echelon. p>
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Besides these six major brands, the high-end models of Lincoln, Infiniti, Jaguar Land Rover, Acura, and other new brands and common joint venture brands belong to the third echelon. p>
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This is the overall brand structure and competition of the domestic luxury car market. Next, let ’s look at Two market segments strong>. p>
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The first is the luxury mid-size car market. The sales ranking for January-November 2019. p>
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As of November 2019, the data shows: p>
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Cumulative sales of Mercedes-Benz C-Class 152026 units, Audi A4L 152024 units, BMW 3 Series 98794 units (First echelon) span>; p>
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Lexus ES 83238 units (Note, the performance is very strong, Lexus ES is considered to be in the first echelon) span>; p>
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Cadillac XTS 48040 units, Cadillac ATS-L 33634 units (XTS and ATS have always been Cadillac’s most popular models and car sales) span> ; P>
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BMW 3 Series GT 18545 units, Audi A5 14095 units, Volvo S60L 12,446 units, Infiniti Q50L 11,341 units, Lincoln MKZ 11,294 units, Jaguar XEL 11003 units. p>
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Second is the luxury mid-to-large-scale market. The January to November 2019 sales ranking. p>
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As of November 2019, the data shows: p>
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Cumulative sales of Mercedes-Benz E-Class 142,247 units, BMW 5 Series 124,006 units, Audi A6L 114,634 units (First echelon) ; p>
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38124 Volvo S90, 25303 BMW 5 Series New Energy, 19890 Cadillac CT6 (Second echelon) span>; p>
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Volkswagen Huiang 12,826 units, Red Flag H7 11,569 units, Toyota Crown 9948 units, Ford Taurus 5,397 units (The third echelon, high-end models of common joint venture brands and Domestic luxury brands) span>. p>
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From the sales performance of this segment, we can also see that the market position of BBA is almost unshakable. Cadillac’s main competitors are Volvo and Lexus. strong> p>
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Famous car vertical website-car home rankings of medium and large cars, the data can also prove this- p>
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BMW 5 Series 1st place p>
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Lexus ES 2nd place p>
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Audi A6L 3rd place p>
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Mercedes-Benz E-Class 4th p>
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Toyota Crown 5th p>
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Volvo S90 6th place p>
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Cadillac CT6 7th place p>
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After watching the market, let’s look at Cadillac’s product strategy. strong> p>
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Cadillac’s own ATS and XTS are very popular, and they are the sales of Cadillac cars. The problem is that both cars will be discontinued. So the question is, what kind of model will the market space left by ATS and XTS fill? p>
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According to Cadillac’s market plan, its market will be replaced by CT5 and CT6, as well as CT4, which will be launched this year. However, since the CT5 just launched in November last year, sales have not yet started, and the CT4 has not yet debuted. p>
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The CT6, as Cadillac ’s flagship product, must shoulder the heavy responsibility of increasing sales and meeting the challenges of competitors. We must defend our position as the fourth luxury car brand and the leader of the second echelon of luxury cars. p>
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In fact, I am here to tirelessly list sales figures and ranking data. I just want to tell you, Who are the competitors of the Cadillac CT6? strong> p>
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It is Volvo S90 and Lexus ES, which are the core competitors; especially the strong momentum of Lexus ES has posed a serious challenge to Cadillac. p>
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Then the marginal competitors are Volkswagen Faion and Toyota Crown. Of course, the luxury perception of Volkswagen and Toyota’s parent brand is a bit weaker. p>
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In the BBA, Cadillac may be able to take advantage of Audi’s slump to grab the A6L market. Besides, the price of the Cadillac CT6 is slightly lower than the BBA. p>
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So in the market segment and competitors where the Cadillac CT6 is located, who is the rear driver and who is not the rear driver? p>
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Front and rear drive: BMW 5 Series, Mercedes E-Class (Front 4WD) span>, Toyota Crown; p>
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Front-wheel drive: Audi A6L, Volvo S90, Lexus ES, Volkswagen Phaeon. p>
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(Who says that luxury cars are all rear-wheel drive?) span> p>
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You know, the Cadillac CT6 did not say “there is a luxury, even if there is a rear drive,” but rather “there is no luxury without a rear drive.” Anyone who has received nine years of compulsory education should know that the meaning of these two sentences The same? p>
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Who said “No luxury, no luxury”? Volvo and Lexus, Audi and Volkswagen. Cadillac’s ad is clearly an aggressive competitive ad, and it has a clear target. strong> p>
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Cadillac’s ambitions can also be seen from this advertisement, that is, aligning itself with BMW and Mercedes, and changing the luxury car market from BBA to BBC. (Cadillac in English) span>, Audi, Volvo, Lexus while you play. p>
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You can see Cadillac’s brand competition strategy, PK Volvo, Lexus, Audi through a sentence “No rear drive, not luxury.” p>
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After talking about the products and the market, let’s add some target groups. strong> p>
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The biggest change in China’s luxury car market is the shift from public business consumption to private consumption, with individual demand rising. strong> Otherwise, why BMW and Mercedes have risen strongly and Audi has gone downhill. p>
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Because the target audience of luxury cars is becoming younger and more personalized, all brands such as Lexus are design-oriented. Cadillac emphasizes sports style and personality and brand. The car market is rapidly rising. p>
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(Lexus is the most innovative car brand in my mind at present) p>
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Look at Cadillac’s brand appeal: new American luxury; all greatness stems from a brave start. p>
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Look at the advertisement of Volvo S90, ask Peng Yuyan to endorse, and then Peng Yuyan will come to say: it is not my dish, but I love it. p>
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So, if Cadillac’s brand value and genes are not sports and new American, and if the luxury car market is not getting younger and more personalized, how could Cadillac make such innovative and exaggerated advertising ideas? p>
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So it’s just a copy to say, “No drive, no luxury”? No, this copy reflects many of the stories and strategic thinking behind the Cadillac brand. p>
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From the point of view of copywriting, “without rear-end driving, not luxurious” is not a very advanced rhetoric and writing skills. “Without XX, not XX” is not a very creative new thing. Style. p>
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But from the perspective of strategy and brand, this copy has hit the weakness of competitors and the consumer psychology of the target group of luxury cars very accurately. strong> p>
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So, if you lack understanding of the entire luxury car market and lack of insight into Cadillac’s competitors and target users, you will not be able to write a copy of “No luxury, no luxury”. p>
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In fact, you do n’t know the luxury car market. You ca n’t even understand this sentence and say that you ca n’t do anything. You can only comment blindly that the demands are not allowed. . p>
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As you can see from this case, In order to write good copywriting, it is not just the ability to create words and sentences, but a deep insight into brand strategy. strong> p>
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If you just think of copywriting as a word game, then you can never enter the door of advertising and brand marketing. p>
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Pantene has a very touching classic advertisement in Thailand. A deaf girl who loved the violin from an early age, she always watched an uncle performing on the street performing the violin. p>
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But in the process of learning the piano, she was very discriminated against by her classmates. When she was about to give up, the uncle told her that music is something that you can see. Close your eyes and you will find it. p>
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So the little girl started to practice hard again. At the end of a classical music contest, she shocked the audience with a “Canon in D”. p>
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Finally, the ad tells us:You can shine, you can shine. p>
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Shine, this is the core philosophy of Pantene. Take a look at a series of advertising slogans of Pantene in China —— p>
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Strong inside, soft outside p>
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Have health, and of course shine p>
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So healthy and glowing p>
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Every moment, give your unique glory p>
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Repair and repair 6-week dyeing and scalding injury p>
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Sparkling hair p>
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Shining new light p>
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… p>
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Why does Pantene repeatedly talk about similar words such as sparkle, glow, brilliance, and luster? p>
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Because Panting has always advertised herself as a hair care expert, it can repair hair damage and make the hair shine again; if the hair is shiny, people will have self-confidence and can naturally glow and shine. p>
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Based on the Shine brand concept, let’s take a look at Pantene’s latest wave of campaign-a makeover. p>
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It tells the girls after breaking up that they can change their hairstyles and change their looks. p>
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It tells girls who are new to college that they can change their hairstyles and look better in the new environment. p>
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Based on the Shine brand concept, we can see that Pantene’s VI is all around bling bling gold. Even the newly launched products are called platinum double tubes and diamond double tubes. p>
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So, from the perspective of copywriting, is it hard to think of these words with a beautiful look and shiny hair? Is it difficult for copywriting? But from the perspective of the brand, it is a good copy that is in line with Pantene’s brand value and brand tone. strong> p>
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To write good copy, the first thing you need to know is the brand. strong> What is the core value proposition of a brand? What is the tone of communication between brands and consumers? What attitude, personality and lifestyle does the brand’s target group have? What kind of market is the brand in and is it competing with? p>
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If you do n’t understand these issues, see the brief down, and see that there is copywriting to write, you ca n’t wait to open “100 Tips for Writing a Good Title”, “3 Tips for Writing Perfect Copywriting,” Look at your 7 ways of copywriting “8 great books to let users forward orders wildly” “21 copywriting templates that can be used after learning” … then don’t want to write good copywriting in your life. p>
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Learning copywriting is first of all about learning brands. Skills and routines are all details. strong> I’ve seen many copywriters, and I’ve been in the industry for several years. When I write a copywriter, I can only play the homonym stem and the word change stem. 4 to 4 format and 3 to 3 format. Make sentences on sentences. Therefore, after many years of work, it is still a copywriting. p>
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Why? p>
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Because you do n’t understand the brand and strategy, you do n’t have insight and concept refinement, you are just a textWord porter. p>
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This article is from span> WeChat public account: empty hand (ID: firesteal13) span> p>