Ordinarily I would have no room for sympathy for Sprint. Last spring I had to pay $800 to switch to an iPhone before my 4-line Sprint contract was complete. However, I do pity them for having to compete with the most Millennial of all brands/products/services rolled into one: the Apple iPhone. According to twenty-something, Sarah Ewing, (recent MBA grad, former Google employee, self-proclaimed Millennial) all may not be lost. Sprint may have a chance of breaking through to Millennials, after all. Here’s what Sara had to say about the “Movie Trailer” campaign that has been running on behalf of Instinct since early last summer:
CP: What campaigns have you seen lately that really stand out?
SE: Samsung Instinct, the greatest product placement movie of all time! What is there not to love about this brand campaign? I know it might be hard to believe, but Millennials are on to marketers’ product placement game. Since we are on to it, why not publicly call a spade a spade in an entertaining way? It humorously acknowledges the target’s intelligence.
CP: What is so engaging about this spot? Can you be more specific?
SE: Instinct’s cinema quality film production enables the brand to penetrate at a low level of frequency. The action film characteristics initially attract the audience, who expect a film preview, engaging them with the ad. Once engaged, it is difficult for to tune out. The featured selling points are treated like film stars. I.e. “featuring turn by turn GPS navigation.” As one contribution to film attendance is stars, people pay specific attention to the ‘features,’ thus remembering the selling points.
CP: Is there anything you don’t like about it?
SE: The only critique is that I can remember ‘Instinct,’ but cannot recall if it is Sprint or Samsung. The partnership branding was not consistently communicated, reducing brand equity. But provided one can remember one or the other, one should be able to find the phone.
I suspect one reason the “Movie Trailer” approach is successful for Instinct, is that its attitude is anti-marketing: it pokes fun at ‘serious’ marketers at the same time as it gets its points across. This approach, dubbed ‘murketing’ by Rob Walker, NYT journalist , and author of “Buying In”, seems to be particularly effective with Millennials. Millennials are acutely aware that they are a target. Acknowledging their ‘intelligence’, as Sarah indicates, with an insider’s wink, is a smart move on Sprint’s (or was it Samsung’s?) part.
