Contents
FOREWORD A.G. LAFLEY

9

CHAPTER 1: START ME UP

11

Here’s what I learned from five great businesses I’ve worked for: • Always surround yourself with Inspirational Players • Zig when others zag • Get out of the office and into the street • Live on the edge • Nothing is Impossible

CHAPTER 2: TIME CHANGES EVERYTHING

23

The journey from products to trademarks, from trademarks to brands.
A quick look at why brands are running out of juice as they confront the
Attention Economy

CHAPTER 3: EMOTIONAL RESCUE

37

Why I believe emotional connections can transform brands. If you spend your days reviewing data, read every word of this chapter. Twice.
INSIGHTS: Maurice Lévy, Publicis Groupe

CHAPTER 4: ALL YOU NEED IS LOVE

49

Taking brands to the next level depends on one four-letter word: L-O-V-E.
INSIGHTS: Sean Fitzpatrick, sportsman; Tim Sanders, Yahoo!

CHAPTER 5: GIMME SOME RESPECT

59

Love will change the way we do business, but only if it is built on Respect.
No Respect, no Love. Simple. Let’s celebrate what Respect has achieved

CHAPTER 6: LOVE IS IN THE AIR

65

Okay, so how do you create Loyalty Beyond Reason?
INSIGHTS: Alan Webber, Fast Company magazine

CHAPTER 7: BEAUTIFUL OBSESSION

73

So what are Lovemarks? They inspire Loyalty Beyond Reason through their obsession with Mystery, Sensuality, and Intimacy. Here are our first ideas about putting them into action. INSIGHTS: Jim Stengel, Procter & Gamble

CHAPTER 8: ALL I HAVE TO DO IS DREAM
Understand how Mystery can transform relationships with consumers.
Great stories; mythic characters; the past, present, and future together; dreams and inspiration. Be inspired by the ideas and actions of great
Mystery makers. INSIGHTS: Dan Storper, Putumayo World Music;
Cecilia Dean, Visionaire magazine; Maurice Lévy, Publicis Groupe;
Sean Landers, artist

81

Contents
CHAPTER 9: THE HUMAN TOUCH
FOREWORD A.G. LAFLEY

9

CHAPTER 1: START ME UP

11

Here’s what I learned from five great businesses I’ve worked for: • Always surround yourself with Inspirational Players • Zig when others zag • Get out of the office and into the street • Live on the edge • Nothing is Impossible

CHAPTER 2: TIME CHANGES EVERYTHING

CHAPTER 10: CLOSE TO YOU
23

The journey from products to trademarks, from trademarks to brands.
A quick look at why brands are running out of juice as they confront the
Attention Economy

CHAPTER 3: EMOTIONAL RESCUE

37

CHAPTER 4: ALL YOU NEED IS LOVE

49

CHAPTER 5: GIMME SOME RESPECT

59

CHAPTER 6: LOVE IS IN THE AIR

65

Okay, so how do you create Loyalty Beyond Reason?
INSIGHTS: Alan Webber, Fast Company magazine

CHAPTER 7: BEAUTIFUL OBSESSION

73

CHAPTER 8: ALL I HAVE TO DO IS DREAM
Understand how Mystery can transform relationships with consumers.
Great stories; mythic characters; the past, present, and future together; dreams and inspiration. Be inspired by the ideas and actions of great
Mystery makers. INSIGHTS: Dan Storper, Putumayo World Music;
Cecilia Dean, Visionaire magazine; Maurice Lévy, Publicis Groupe;
Sean Landers, artist

175

The reinvention of research. Xploring and power listening–and powerful new proof that
Lovemarks are what matter most to consumers. INSIGHTS: Malcolm Gladwell, writer;
Peter Cooper, QualiQuant International; Jim Stengel, Procter & Gamble; Masao Inoue,
Toyota; Clare Hamill, Nike Goddess

CHAPTER 14: I’LL FOLLOW THE SUN

191

An Inspirational Consumer is precious beyond measure. Saatchi & Saatchi people share their most inspiring consumer stories. Tell me yours at www.lovemarks.com
INSIGHTS: Tim Sanders, Yahoo!; Malcolm Gladwell, writer

CHAPTER 15: ROLLING THUNDER

So what are Lovemarks? They inspire Loyalty Beyond Reason through their obsession with Mystery, Sensuality, and Intimacy. Here are our first ideas about putting them into action. INSIGHTS: Jim Stengel, Procter & Gamble

153

How do you turn Shoppers into Buyers? With Mystery, Sensuality, and Intimacy.
The store is the new creative opportunity, a space just waiting to become a Theater of Dreams. INSIGHTS: Dan Storper, Putumayo World Music

CHAPTER 13: I CAN SEE CLEARLY NOW

Love will change the way we do business, but only if it is built on Respect.
No Respect, no Love. Simple. Let’s celebrate what Respect has achieved

145

The Love/Respect Axis is your first step. By plotting where you are today, you can trace where you need to go. Using the Love/Respect Axis, Kodak shows how it reinvigorated itself with the youth market. INSIGHTS: Eric Lent, Kodak

CHAPTER 12: DIAMONDS IN THE MINE

Taking brands to the next level depends on one four-letter word: L-O-V-E.
INSIGHTS: Sean Fitzpatrick, sportsman; Tim Sanders, Yahoo!

127

Intimacy is the challenge of our time. Intimacy demands time and genuine feeling, both in very short supply. See how businesses deep into Intimacy can create empathy, commitment, and passion. INSIGHTS: Clare Hamill, Nike Goddess

CHAPTER 11: ACROSS THE BORDER

Why I believe emotional connections can transform brands. If you spend your days reviewing data, read every word of this chapter. Twice.
INSIGHTS: Maurice Lévy, Publicis Groupe

103

The five senses–sight, hearing, smell, touch, taste–make Lovemarks real in the world.
Leading sensualists show how they move us. INSIGHTS: Dan Storper, Putumayo
World Music; Masao Inoue, Toyota; Alan Webber, Fast Company magazine

207

Lovemarks in action. Real life client stories from Olay, Brahma beer, Lexus, Cheerios, and Tide showing the power of Mystery, Sensuality, and Intimacy.

81

CHAPTER 16: WHAT THE WORLD NEEDS NOW

223

The role of business is to make the world a better place for everyone. Becoming a Lovemark has to be the destination of every business. Step up to the challenge.
INSIGHTS: Sandra Dawson, Cambridge University; Alan Webber, Fast Company magazine; Dr. Arno Penzias, Nobel Prize winner; Bob Isherwood, Saatchi & Saatchi

INDEX / FURTHER READING

238

I was born an optimist.
I always looked for opportunities where others faced up to threats or weaknesses. I believed if you were going through hell, the only option was to keep going!
During my childhood in Lancaster I always believed that nothing was impossible. Where better to find myself than as CEO Worldwide of Saatchi & Saatchi, the Ideas Company that made this belief a founding declaration.
I’ve been lucky to have been guided by exceptional people who have mentored me. Inspirational
Players. People who believe that to dream is as important as to act, and that winners are powered by passion and emotion.
By the time I was ready to enter the world of work I wanted to go somewhere that was top of its class. Somewhere that relied on passion and inspiration as its driving force. Who better to work for than the most inspirational businesswoman of the sixties, Mary Quant?

Products to trademarks
In the beginning products were just, well… products. One was pretty much indistinguishable from another. Get hit over the head with Jake’s club or Fred’s club, the headache was much the same. Trade was kept in the family. Making the right choice was easy.
But people being people, even in such a simple trading system, trademarks made an early entry.
There are trademarks on pottery in Mesopotamia
(now Iraq) dating as far back as 3000 B.C.
There is a cafe I go to named SPQR. It is named after one of the most feared and respected trademarks the world has ever known. Four letters that told you the mighty Roman
Empire was at hand.
Over the centuries, trade increasingly stretched past local boundaries and the importance of trademarks increased. It’s fine to trust the local village blacksmith. You could check out the forge, bite the metal, ask around. But the weird guy bringing in iron implements from the next village? Not so easy. So trademarks moved up a notch from simple name tags to marks of trust and reliability.
From a business perspective, trademarks play great defense. They offer legal protection to the unique qualities of your products and services, and declare your interests. Trademarks define territory.
That’s how it works when you are in charge of a business.

To consumers, the picture looks somewhat different.
They care about a trademark because it offers reassurance. ‘With this, I’ll get the quality I paid for.’

For both businesses and consumers, trademarks are a sign of continuity in a constantly shifting environment. As Kate Wilson, a prominent New Zealand patent attorney once told me:

‘Patents expire, copyrights eventually run their course, but trademarks last forever.’
Trademarks are not exempt from change. SPQR gets thousands of hits on Google, but most of them are not for the Senate and People of Rome but for a popular computer game–SPQR: The
Empire’s Darkest Hour!
The history of trademarks is littered with oncefamous names that have gone generic. Bad news for them, as all the value they have created with consumers can be sucked up by just about anyone.
Band-Aids, once a trademarked name, is now the generic term for any bandage that sticks over a small wound. Jell-O and Vaseline have been pushed down the same route. And the process is still happening. In some countries, unique product names like Rollerblades and Walkman have recently been accepted as the given and defining names for in-line skates and portable music players. Promotion to dictionary status is no promotion at all.
Just holding a trademark doesn’t guarantee successful differentiation, but it can be a great start. Over the 20th century some trademarks have grown into enduring icons.
The MGM lion first roared in 1928 for the silent movie White Shadows of the South Seas . Work out the technology on that one! And if you have ever wondered what it says in the circle that frames the lion, try Ars
Gratia Artis –Art for Art’s Sake.

They can’t stand out in the marketplace and they are struggling to connect with people.
Here are six reasons why.

1. Brands are worn out from overuse
Michael Eisner of Disney has called the word brand ‘over-used, sterile, and unimaginative.’ He’s right. As the brand manual grows heavier and more detailed you know you’re in trouble. Making sure the flowers in reception conform to the brand guidelines just shows you are looking in the wrong direction. Consumers are who you should be paying attention to. What matters to them.
Otherwise, you’re hiding, and you’re in trouble.
2. Brands are no longer mysterious
There is a new anti-brand sensibility. There is much more consumer awareness, more consumers who understand how brands work and, more importantly, how they are intended to work on them! For most brands there is nowhere left to hide. The information age means that brands are part of the public domain. Hidden agendas, subliminal messages, tricky moves–forget it. For most brands it is a new age of consumer savvy; at the extremes it’s the attacks of Naomi Klein and the anti-global gang.
3. Brands can’t understand the new consumer
The new consumer is better informed, more critical, less loyal, and harder to read. The white suburban housewife who for decades seemed to buy all the soap powder no longer exists. She has been joined by a new population of multi-generational, multi-ethnic, multi-national consumers.

4. Brands struggle with good old-fashioned competition
The more brands we invent the less we notice them as individuals. If you’re not Number One or Two, you might as well forget it. It’s like kids in a family. You might remember the names of three kids, even five. But ten? And the greater the number of brands, the thinner the resources promoting them. You get a treadmill of novelty, production value, incremental change, tactical promotions, and events.
5. Brands have been captured by formula
I lose patience with the wanna-be-science of brands. The definitions, charts, diagrams, and tables. There are too many people following the same rule book. When everybody tries to beat differentiation in the same way nobody gets anywhere. You get row upon row of what I call
‘brandroids.’ Formulas can’t deal with human emotion. Formulas have no imagination or empathy.
6. Brands have been smothered by creeping conservatism
The story of brands has gone from daring and inspiration to caution and aversion to risk.
Once the darling of the bold and the brave, brands are relying on the accumulation of past experiences rather than the potential of future ones. Headstones are replacing stepping stones.
If the antics of Richard Branson cause a riot
(and they do), how bland and boring has everyone else become?

Human beings are powered by emotion, not by reason.
Study after study has proven that if the emotion centers of our brain are damaged in some way, we don’t just lose the ability to laugh or cry, we lose the ability to make decisions.
Alarm bells for every business right there.
The neurologist Donald Calne puts it brilliantly:

‘The essential difference between emotion and reason is that emotion leads to action while reason leads to conclusions.’
You don’t have to be a brain surgeon to get that. The reality we face does not require mastery of arcane terminology, and it’s not about evaluating competing theories about how the mind works or how it is structured.
The brain is more complex, more densely connected, and more mysterious than any of us can dream. That’s as much as we have to know. Emotion and reason are intertwined, but when they are in conflict, emotion wins every time. Without the fleeting and intense stimulus of emotion, rational thought winds down and disintegrates.
‘Consumers who make decisions based purely on facts represent a very small minority of the world’s population.
They are people without feelings, or perhaps people who put their heart and emotions in the fridge when they are leaving home in the morning, and only take them out again when they go back home in the evening. Although even for these people, there is always some product or service they buy based on impulse or emotion.’
–Maurice Levy, Chairman, Publicis Groupe, Paris

The Lovemarks of this new century will be the brands and businesses that create genuine emotional connections with the communities and networks they live in. This means getting up close and personal. And no one is going to let you get close enough to touch them unless they respect what you do and who you are.
Love needs Respect right from the start. Without it, Love will not last. It will fade like all passions and infatuations. Respect is what you need when you are in for the long haul.
Respect is one of the founding principles of Lovemarks.

Management loves the idea of Respect. It sounds serious and objective, easily measured and managed. In fact, Respect has been prodded and squeezed so often over the last century that its real power has been undervalued. Respect is the foundation of successful business.
At Saatchi & Saatchi we decided one thing was mandatory from the get-go: No Respect. No Love.
But Respect needs to be reinvigorated. We need to understand what it demands. We need to expand our Respect metrics from financial and production performance to take on the deeper demands Respect makes of us. Respect looks to performance, reputation, and trust as its organizing principles. Within each of these principles I believe there is an inspiring code of conduct to lead you forward.

Perform, perform, perform

Nurture integrity

Respect grows out of performance. Performance at each and every interaction. Peak performance as the ultimate table-stake of all table-stakes.

The corporate shake-ups of the last few years have put the spotlight back on integrity: the integrity of your people, your products, your services, your financial statements and, most importantly, your personal integrity.

Pursue innovation
Innovation is kaizen, continuous improvement, for consumers. Every business today is expected to innovate, and to innovate meaningfully while creating value.

Commit to total commitment
Going the full distance is the price of Respect.
The new active consumer judges you at every encounter, every touchpoint, and will punish failure by not coming back.

Make it easy
The increasing complexity of many goods and services has raised the stakes. The equation is simple. If it’s hard to use, it will die. Good-bye
VCR. Hello DVD.

Don’t hide
People can only respect you if they know who you are. Remember, in today’s Internet environment there is nowhere you cannot be found.
Don’t even try.

Jealously guard your reputation
Built over a lifetime. Destroyed in an instant.
Consumers today are ruthless if you let them down. So don’t.

Get in the lead and stay there
To be out-front can be lonely and uncomfortable, but remember, the lead husky gets the best view.

Tell the truth
Be open. Front up. Admit mistakes. Don’t cover up, it will get you every time. Believe in yourself– at times like this it may be the only thing you have. And at times like this your reputation is your premium defense.

Accept responsibility
Take on the biggest responsibility of all–to make the world a better place for everyone, creating self-esteem, wealth, prosperity, jobs, and choices.
Quality is the measure by which you exceed expectations. Quality is all about standards. Keep it simple: set high standards and then exceed them.
Meet, Beat, Repeat.

Never pull back on service
Service is where transactions are transformed into relationships. Where Respect meets Love. It is the first moment of truth.

Deliver great design
Attention Economy 101. Competition is hot and getting hotter. If you’re not aesthetically stimulating and functionally effective you just merge into the crowd. You have to be different, not just act different.

Don’t underestimate value
Not just real dollar value but the perception of value. Only when people perceive the value they are getting as higher than the cost will they respect the deal you offer. Sam Walton built Wal-Mart, the biggest retail empire in the world, by a relentless focus on best value.

Deserve trust
Consumers want to trust you. They want you to remain true to the ideals and aspirations you share with them. Practice what you preach. Never let them down.

Never, ever fail the reliability test
Expectations skyrocket: cars always start first time, the coffee’s always hot, the ATM is always open.
Today reliability is the door charge for Respect before the show begins.

My ideas were based on work we had done comparing brands and what were emerging as Lovemarks.
The best brands were Trustmarks, we had decided, but the great ones were Lovemarks. We charted the differences:

BRAND
Information
Recognized by consumers
Generic
Presents a narrative
The promise of quality

lovemark
Relationship
Loved by people
Personal
Creates a love story
The touch of Sensuality

Symbolic

Iconic

Defined

Infused

Statement
Defined attributes
Values
Professional
Advertising agency

Story
Wrapped in Mystery
Spirit
Passionately creative
Ideas company

I said in the article:
‘I’m sure that you can charge a premium for brands that people love. And I’m also sure that you can only have one Lovemark in any category.’

Looking for Love
As we started to shape Lovemarks at Saatchi & Saatchi we saw how the Love/Respect Axis could help us work out where they fitted.

The Love/Respect Axis
Saatchi & Saatchi’s Chairman, Bob Seelert, is a smart man and a great sounding board for ideas that are struggling to realize themselves.
We were waiting at Auckland airport late one evening on our way to Los Angeles and I started on my Love rap. Bob had heard most of it before but this time I pulled out a napkin and drew a horizontal line showing Love at one end and Respect at the other.
I showed Bob how it might work. How everything was telling us that brands had run out of juice.
How they had to evolve into something more.
And how I would place this new kind of brand moving beyond Respect and up into Love at the top of the line. Products would live at the bottom of the line and standard brands would be at the lower end.

The goal would be at the top of the line.
High on Love!
Bob looked at it for a couple of minutes.
‘There’s another way to show this to more effect,’ he told me. Taking the pen he drew a second line, this one crossing over my
Love/Respect line midway. My line was transformed in an instant into an axis.
Bob was right. The axis format immediately showed Love as a goal above and beyond Respect.
Now we could clearly show the ongoing importance of Respect and the urgency of moving into a relationship based on Love. Love of design,
Love of service, Love of customers, Love of life.

Without Respect there is no foundation for any long-term relationship. Without the sharp delineation of the Axis format, it was too easy for our ideas about Love to float off into feelings with no practical edge. Okay if we wanted to be psychotherapists, but somehow that was not where we were headed! Bob brought Love to earth.

Respect is the key to the success of many of our biggest clients.
Such success should not be devalued; it’s just no longer enough.
Companies like big-time Saatchi & Saatchi clients Toyota and Procter & Gamble have invested billions and won astonishing Respect for their products and brands. And they have done it through sustained feats of focus and self-discipline. Whatever we called the new generation of brands, it was going to need
Respect–and a lot of it. Respect, it was clear, had to be table-stakes. No Respect, no admission.

Stuck in the middle with you
Above the low Respect line on the left are most brands.
This is where the efforts and investment of the last 50 years have gotten them.

COMMODITIES

But many brands risk falling into the sand trap below–tough competition, tight margins, and lack of individuality turning them into “blands.” Others have built up high levels of Respect based on sound management and continuous improvement. But what they have earned in Respect has little emotion. Sensible and well-measured, it’s hard to tell one from another.
FADS

The high life —
In the top right the sun always shines: high Respect, high Love. Why wouldn’t you want to be there?
You know who belongs in this quadrant by instinct.
Virgin is there. United would like to be. The iMac? Yes.
The ThinkPad? Don’t think so. It’s home for Disneyland but not for Seven Flags. Make your own list.

BRANDS

LOVEMARKS

Love

Lovemarks made immediate sense. Every person we deal with is an emotional human being and yet business had been treating them like numbers. Targets. Statistics.
Respect was something that Saatchi & Saatchi understood.
Over the years we had put a lot of time into building our clients’ products into some of the most highly respected brands in the world. Now it was time to focus on what made some brands stand out from the crowd–what made some brands loved.

Great Stories
Past, Present, and Future
Taps Into Dreams
Myths and Icons
Inspiration

When it came to working out what gave Lovemarks their special emotional resonance, we came pretty quickly to:

Mystery
Sensuality
Intimacy
These didn’t sound like traditional brand attributes. And they captured the new emotional connections we were seeking. As
I have already mentioned, we were convinced from the start by a very important idea that became the heart of Lovemarks.

Lovemarks are not owned by the manufacturers, the producers, the businesses.
They are owned by the people who love them.
From there it was easy to agree that you only get to be a Lovemark when the people who love you tell you so.
But just sitting around waiting for consumers to tell you you’re a Lovemark could mean a very long wait.
Love is about action. It’s about creating a meaningful relationship. It’s a constant process of keeping in touch, working with consumers, understanding them, spending time with them. And this is what insightful marketers, empathetic designers, smart people on the check-out and production line do every day.
Now we were ready to create our principles.

Sound
Sight
Smell
Touch
Taste

Commitment
Empathy
Passion

Lovemarks are owned by the people who love them. We have the power and we exercise this power every day when we go shopping.

People
People
People
People

love to shop. want to buy. want to produce. want to sell.

This dynamic has made retail a 9 trillion dollar industry throughout the world. The scale is extraordinary. Billions of shoppers browsing, choosing, and buying every minute of every single day.
At the heart of this frantic and primal activity is shopping. Shopping is about the stuff we buy and consume but it also brings us hard up against a pressing reality: sustainability. How do we reconcile our needs and desires with how they affect the world? We cannot avoid the fact that resources are finite. That consumption has consequences. But most importantly, that a sustainable world is possible.

Many of us limit our thoughts about sustainability to our individual choices. Can
I afford it, or not? We’re stuck in the ritual of swipe, sign, and you’re mine. Many others (around 2 billion people in fact) face sustaining life itself as a challenge every day.
Between these extremes there is a rising awareness that we are not on this planet as lone individuals. We are here with billions of others. How we consume is closely entwined with our responsibility to the future and to each other. We are starting to understand that unless we respect our shared future, there is no Love.
Consumers are becoming more and more attracted to where the Love is. Every
Lovemark, whether it’s a breakfast cereal, a shoe, a car, or a country, must both love and respect consumers and the world those consumers live in.
More and more consumers understand that they can make what they buy matter.
Shopping as a form of activism. Choice as a tool. They want to do good and to feel good. They are no longer happy to buy sight unseen.

Shopping is...
Shopping is necessary.
We all have to shop for the basics of life. From the smallest village market to the largest
Wal-Mart, these are the stores that supply the routines of our daily life.

Shopping is emotional.
Delight at a bargain. Satisfaction at filling the refrigerator. Anyone who thinks shopping is rational has spent too long in the office.
Shoppers arrive at the store with hope, anticipation, excitement. The right experience, the perfectly pitched service, ensures they leave enchanted and uplifted. The wrong note triggers resentment and disappointment.

Shopping is primal.
We were all once proud hunters and gatherers.
Make no mistake, shopping keeps those ancient spirits alive. We track, we stalk, we browse, we forage, we close in, we return home in triumph.
What else explains the passions of collectors? The adidas Originals store in SoHo, New York knows that old-school is forever and plays classic hip hop to prove it.

Shopping is human nature.
We surround ourselves with the things that we love. As humans we are acquisitive and curious, natural born collectors and accumulators. This is the side of us captured by stores like JACK
SPADE. Great, well-designed bags and accessories as you’d expect, but also an anti-retail array of stuff that raises questions. What is it? –A ping pong paddle cover. Who is Sir Walter Scott?
–Check it out on Amazon. What’s with the stuffed shark? –Mystery.

Shopping is seductive.
Erma Bombeck, the voice of the American housewife in the 1960s and 1970s, once said:

“The chances of going into a store for a loaf of bread and coming out with only a loaf of bread are about 3 billion to one.”
156

lovemarks

Barbara Kruger
I shop therefore

The Theater of Dreams
The drama of Lovemarks can be brought to life in the store.
They can transform the shopping environment into a Theater of Dreams and the shopping experience into a delight.
The evocative name, Theater of Dreams, comes from one of the most emotional, most inspiring of human activities: sport.

I have watched many soccer games in the original Theater of Dreams,
Manchester United’s famous stadium at
Old Trafford, England. An emotional epicenter for thousands of fans who are, incidentally, the scorned foes of my
Lovemark team, Manchester City. There is nothing quite like being part of a crowd, humming with anticipation, leaping to celebrate a goal, and sharing great stories of victory or defeat.
That’s the experience I want when I shop as well. Shopping is being reinvented right now by creative and passionate people. People who are confident in their judgment and taste. Who think they know best–and are proud of it!
Curators like Murray Moss whose store in lower Manhattan is gallery-like and sophisticated. The thread that draws a shopper along the large glass cases item by item is the taste of Murray Moss. Since 1994, Moss’s sensibility has connected the perfect Bocca sofa with the perfect Aliseo champagne flute,
Massimo Giacon’s Pigface pencil sharpener with Marc Berthier’s Tykho radio.
This is a store with precision and integrity as well as an inspiring sense of purpose: to help amazing objects capture shoppers in five seconds. And the staff on the floor extend the gallery metaphor. They have that wonderful combination of expertise lovingly combined with boundless enthusiasm.

The supermark et Knows shoppers spend an average of 21 minutes a visit Packs the stor e with over 50,000 di fferently branded items
Works on the
More Means
More principl e, squeezing as many items on each shelf as poss ible Is mesmerized by incremental ch anges to products Believes the bigger the shopping cart
, the bigger the purchases
Thinks kids pl us shopping is a "slow-do wn" problem
Has staff trai ned to answer questi ons Uses checkout time as a chance to pitc h advertising
Provides well
-lit car parks (if you’ re lucky)
Knows to thre e decimal points the nu mber of car parks per squa re foot of selling sp ace Believes tast e tests are the pinnacle of shopper interaction Feels under pr essure from suppliers, re gulators, consumers, co mpetitors The shopper… e g experience is uniqu
Feels every shoppin e what she needs lik
Finds shopping for in a haystack looking for a needle what she sees–and
Can only buy from elf of what’s on the sh sees less than half category in a mere
Flashes through a
1.4 seconds rt the art back into ca
Wishes they’d put rnia won’t give her a he and design one that ey ve fun, wherever th
Loves the kids to ha
t. A a supermarke are. A magician in on! clown. Bring ’em e ever
Wonders why no on

offers to help

g out as she shops,
Dreams of checkin when she’s finished

not

a ed if they threw in
Would feel more lov free car wash closer to the door
Just wants to park ows s-on-a-stick. She kn
Is bored by sample pt taining ways to tem there are more enter her to taste ed, and frustrated.
Feels confused, tir and out
Can’t wait to get in

The future of supermarkets–Sunka
When most people talk about the future of the supermarket, they talk technology.
Wireless neon signs, infra-red signals, handheld scanners, smart shopping carts, radio frequency identification.
All fantastic innovations, but they are not the future. One by one they will become tablestakes just as freezers and barcodes and conveyor belts did before them.
The only way to spring the commodity trap is with Mystery, Sensuality, and Intimacy.

I have seen this future and it is called La Sala
Sunka, an inspired concept springing out of
Lleida, near Barcelona in Spain.
The Pujol family’s chain of neighborhood food stores didn’t panic when the powerful hypermarket formula started to bite. Instead they created Sunka.
The Pujol’s research said “demanding and stressed people” made up 33 percent of consumers, mostly couples with kids who were under pressure at work and at home.
Sunka was created for them.

The transformation of shopping
Every store, every stall, every kiosk, every website needs to aspire to become a Lovemark to the shoppers it serves. Lovemarks create what I call right-side-up shopping, where retailers face shoppers rather than their own processes and problems.
The big price and efficiency gains have already been made. Incremental improvements remain, but they’ll not be enough to differentiate. Worse still, winning the price wars has been at a cost for some retailers.
Their reputation. Wal-Mart is an obvious example. Still admired and respected by shoppers, imagine the possibilities if
Wal-Mart were loved!

If you love books you’ve got to love
Amazon.com. The thrill of getting the
Amazon box in the mail, the contents beautifully packed in those great squishy air bags. Amazon, a mighty river of love flowing right to my door.
[Antonio, Italy]

The Body Shop has a strong attitude, but a soft tone of voice. It is a pioneer.
Because it isn’t just nice packaging with the same ingredients. The Body
Shop has a soul and I like that soul, it is my friend.
[Gun, Turkey]

With Lovemarks, shopping can be transformed by shoppers.
Shoppers who want to know where products came from and how they were made.
Shoppers who make their choices with understanding and skill. Shoppers who want to enjoy the experience. Shoppers who ask questions about ingredients and packaging.
Shoppers who want to deal with stores and products they respect, and may grow to love.
Shoppers who care.
You want to see the future of shopping?
Look at the passion in these consumer nominations sent into Lovemarks.com

My time at Barnes & Noble is relaxing and private! It is not a library because of the “quiet” hustle and bustle of other Barnes & Noble addicts. I always stop by the books recommended by the staff. Their descriptions of the books often intrigue me enough to purchase them. This must be my favorite place to purchase gifts! Gift cards, books, bookmarks, journals, and CDs. Have you ever been in a store, loved the music playing, and wanted to know who the artist was?
At Barnes & Noble the CD playing is displayed for you to see. Love it!
[Brenda, United States]

Can business make the world a better place?
Of course it can.
Will business take up the challenge?
It is in our best interests to do so, and let’s face it, our best interests have been a powerful driver for many centuries.
What can inspire us with the emotional urgency required to undertake this epic task?
The creation and rewards of Lovemarks.