Team DIGO, Author at DiMassimo Goldstein

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Author: Team DIGO

Warby Parker Doesn’t Sell Eyeglasses

Warby Parker doesn’t sell eyeglasses.
Warby Parker sells a behavior change – a different way to buy eyeglasses.

Peloton Interactive doesn’t sell an exercise bike.
Peloton sells a behavior change – a way to make sure you exercise and keep exercising, no excuses.

Airbnb doesn’t sell rooms and apartments.
Airbnb sells a behavior change – a different way to travel.

Uber doesn’t sell rides.
Uber sells behavior change – a different way to get from here to there and a different way to earn a living too.

Dollar Shave Club doesn’t sell razors.
Dollar shave club sells a behavior change – a different way to buy razors.

HelloFresh doesn’t sell meal kits.
HelloFresh sells a behavior change – a way to make home cooking fit modern life.

Sun Basket doesn’t sell meal kits.
SunBasket sells a behavior change – a way to cook Paleo or Whole30 or Vegan…

StitchFix doesn’t sell clothes.
StitchFix sells behavior change – a totally different way to get yourself dressed.

If you’re in the direct-to-consumer business, you’re a behavior change marketer. Period.

Your customer doesn’t choose you to get something.
Your customer chooses you to change something.

You are in behavior change marketing.

Learn more about behavior change marketing here. It’s free. No funnel:

DiGo’s Favorite 2020 Super Bowl Spots

Many people may have tuned into this year’s Super Bowl to catch a glimpse of Jennifer Lopez and Shakira during the Halftime Show, but for the ad industry, tuning into the Super Bowl is like preparing for your own wedding, you just can’t miss it. We get ready every year to see what brands are capitalizing on, and which ones will come out on top.

This year we saw a few themes:

  • Celebrity Appearances

I mean, are we surprised? Celebrity spots have been a staple of super bowl commercials since the very beginning. Hyundai played on the infamous Boston accent to promote their Hyundai Sonota, in their “Smaht Pahk” spot that features a range of celebs such as John Krasinski, Rachel Dratch, Chris Evans and David “Big Papi” Ortiz. Doritos featured rapper Lil Nas X as he partakes in a hilarious dance-off with actor Sam Elliot to the rapper’s hit “Old Town Road”. Among the remaining range of celebrities were John Legend and Chrissy Tegan, Ellen DeGeneres, Portia de Rossi, Missy Elliot, Maisie Williams and Jimmy Fallon.

  • Emotional Connection

You can always expect there to be at least one tear jerker amongst these infamous commercials. Pulling on the heart strings of the international audience is what these brands do best. Google hit home with a sweet spot featuring a true story of an elderly man remembering his late wife with the help of Google Assistant. NFL deserves a quick shout out for their “Next 100” commercial, featuring aspiring kids with the hopes and dreams of being future game stars in the next 100 years of the NFL. Budweiser’s Typical American spot showcased Americans doing acts such as serving the country, backbreaking labor, and beating the odds at the highest sports levels, of course all while fueling themselves with a Budweiser. They end by taking a moment to say, the next time someone calls you “typical”, show them what typical can do.

  • Humor

This long-lived tactic was utilized by majority of the brands this year. A few that gave us some extra chuckles were first, the Rocket Mortgage spot featuring Jason Mamoa who gets real comfortable at home, taking off his “faux” layers of skin.. Let’s just say they successfully shocked all of America while trying to promote the convenience of their app through this ad. Groundhog day, featuring Bill Murray brought back the nostalgia by recreating the “Groundhog Day” movie, but this time with a twist. Murray jumps in a Jeep that was definitely not apart of the original movie, and we start watching a series of video clips of Murray and his new groundhog friend having a blast over the course of a few days. The purpose here is to show that even though Murray lives the same day over and over again, no day is truly the same in a Jeep Gladiator.

We could go on and on rambling about the Super Bowl spots but we’ll cut you a break this time! As the hype of the Super Bowl commercials starts to die down, we’ve already begun our count down till we get to be entertainment junkies again!

Till next year!

Takeaways from 2019 Digiday Media Buying Summit

As the Integrated Associate Media Director at the agency, I had the pleasure of representing DiGo at Digiday’s 2019 Media Buying Summit in Key Biscayne, Florida, to soak in the latest-and-greatest of media buying trends and bring home some tidbits for the team. It was there that I was able to immerse myself in panels ranging from media buying trends, to cross-channel audience planning, to deterministic data use, and more. Sitting in a room with hundreds of agency professionals — just like me — discussing every day wins, losses and everything in-between was extremely enlightening, and re-assured me that DiGo is here to compete. 

Let’s take a look at the five main takeaways from my experience and how they relate to our evolving responsibilities as stewards of clients media dollars:

1. Measuring Success

Attribution, Attribution, Attribution. Client investment in multi-touch performance models vs. last touch performance models is the #1 industry challenge for big and small agencies alike. 

The first exercise of the conference was for agencies to put a post-it on a wall detailing their biggest challenge, and over half of the post-its read “Attribution”. We need attribution to tell the correct performance story, but well-known industry attribution models are incredibly expensive.

We also need to start re-thinking the “A” in CPA. If we only optimize towards short term growth, we could easily be sabotaging long term growth. The audience must come first, and media planning second, as a deep understanding of our target is needed in order to build plans grounded in long-term success. This is why the strategic research phase is so critical; clients need to be 100% on board with this piece first, before jumping into approving media/measurement plans. Communication remains imperative.

2. Media Talent

We are reaching a point of serious automation, so energy needs to shift from training newcomers in the industry on the technical skills to training them to think strategically. The rise of digital over the past 10 years has inundated media planners with technical tasks (trafficking, tagging, reporting, analysis, optimization, etc.), and while newcomers need to be grounded in the skills of a media professional, management needs to shift focus to the WHY behind the tasks when training.

Speaking of talent, there was a ton of discussion around specialists. Social and search experts are typically in high-demand; however, we often forget the community that influences both the search and social marketplaces — Infuencers. We are in a social world led by our mobile devices, so engaging influencer communities has become an integral part of the channel mix for many brands, spanning a variety of verticals. Influencers can drive core brand details authentically and serve as ambassadors for building trust across any and all verticals, which in 2019, is the most important aspect of relationship-building with consumers. Addressing the influencer marketplace more aggressively and staffing for specific skill-sets is crucial in staying competitive.

Lastly, media planners are the unsung heroes of the industry that don’t often get the credit they deserve, and are at the forefront of a changing — and extremely challenging — media buying climate. Changes in the media buying landscape are changing their jobs (rise of CTV/OTT, omni-channel content consumption, advanced targeting and measurement, etc.), which has resulted in an increase in technical tasks. Recognizing and addressing media buying challenges and developing a career path for more dynamic roles will be crucial in retention. 

3. Integration

Integration is the name of the game, both internally and externally.

The days of briefing media and creative separately are over. Creative and media must marry and need to be on board with each other from day one to ensure harmony. Creative can be media’s #1 optimization lever, so both departments looking at performance together on a regular basis must become the norm. A certain level of coordination is needed to ensure long-term success, so creatives need to be invited to the table as early as possible in media planning. Mapping creative across strategies together will make performance exponentially better. Creative folks need to be held accountable for looking at performance throughout a campaign, not just upon launch.

Also, the consumer experience is everywhere simultaneously, so finding ways to story tell cross-format is imperative to breaking through. The days of traditional planning in silos are over. We need to connect the dots by tapping into digital addressability as much as possible. The marketplace is getting savvier and savvier with cross-channel sequential-messaging, and we need to make sure we follow suit. Connecting the top of the funnel to the bottom of the funnel and building out audiences exposed to other channels (Digital OOH and mobile, TV and mobile, etc.) is no longer ‘next level’ — it is the expectation. It’s our job to get clients excited. 

4. The Ad-Environment

Brand safety and brand suitability are not the same thing, but need to exist hand-in-hand. Moving into 2020, suitability is becoming a higher priority. Contextual intelligence, semantics of pages, etc. are growing needs. Missed suitability opportunities can lead to consumer angst and revenue loss.

Context DOES matter. Brand perception is highly influenced by context, and needs to be accounted for just as much as brand safety. Below are some stats that support this*:

  • Ads viewed on high quality sites are perceived 74% more likable than the same ads seen on low quality sites
  • Audiences on high quality sites showed 20% higher engagement than on low quality sites
  • Campaigns on high quality sites stand to benefit from 30% greater memorability driven by brand suitable content

Risk management is going to be a big differentiator between who is winning and losing pitches. Viewability, fraud, brand safety, etc. are themes nearly every presenter touched on. 

*Source: The State of Brand Suitability,  Integral Ad Science in Partnership with Digiday, 2019

5. Media Buying

Agencies are moving away from relying heavily on the cookie world to move towards going deeper with deterministic data. Working with clients to be more transparent with 1st party data for targeting is becoming the norm for agencies. Everyone wants to get their hands on 1st party data, but many clients aren’t there yet in terms of adaptation to Data Management Platforms, making this a challenge. Agencies need to be the stewards of smarter targeting, so DMP or not, we need to push to get our hands on the most ‘lower-funnel’ data possible — including CRM. 

We are also in an era of ‘set it and forget it’. Platform algorithms are sharper than ever offering automated settings; however, there is a false sense of security in leaving campaigns on autopilot. Plus, this doesn’t create any form of competitive advantage for an agency. Brand growth objectives need to remain #1 for media planners, with testing at the forefront of every activation. There is still a need to run media on OUR terms, not on a platforms. 

As the Amazons, Googles and Facebooks of the world have gotten bigger and bigger… we’ve found there’s a need to start becoming platform experts. Getting certified and understanding deeper levers/testing ideas will be crucial in standing out from the competition. 

Biggest takeaway of all? Media buying has significantly evolved over the last few years. 

There are more channels than ever, each with their own complications, and the rise of new players in retail media has meant even more buying complexity. New types of companies are transforming how brands are launched and marketed across various platforms. AI technologies are changing the way people do business. There’s increased competition across platforms, within agencies and with the rise of new in-house media buying teams, so everyone is undergoing a serious shift in standards. But, it is an exciting time to be at the forefront of trust and transparency, and that’s where the opportunity lies.

To that end, I’m pleased to say that we’re ahead of a few of these trends. 

We’ve added an Analytics discipline that we call digometrics, for Attribution Modeling, Marketing Mix Modeling, and Brand Measurement and Tracking. This discipline is guided by machine-learning and professionals doctorally-trained in nonparametric statistics. Our Strategy team has also created a Net Growth Score Analysis which uncovers where brands need to focus for sustained growth. 

digometrics broadens our reach with clients and the relationships they maintain with consumers. It’s a true necessity for today’s modern marketer who relies on knowing what their customer needs day in and day out, and ultimately, our promise to build brands and drive performance simultaneously is something more and more clients will be paying attention to. 

Thanks for the insights Digiday Media Buying Summit 2019! Until next year! 

– Alessandra Dierking (Geraci) Integrated Associate Media Director

The A List Podcast with Matt Low & Mani Schlisser

On this week’s episode of The A-List Podcast, host and DiMassimo Goldstein CCO, Tom Christmann is joined by BBDO’s Matt Low and Mani Schlisser

Matt is a Senior Copywriter (and resident sneaker enthusiast) at BBDO Worldwide where he has worked since being an intern for nearly five years. Matt is a graduate of Syracuse University and in his nascent career as a copywriter has received numerous accolades and nominations by bodies such as: The New York Festivals Advertising Awards, The Webbys, and his recognition earned him a feature in AdWeek.

Mani has recently taken on a role as a Senior Planner at BBDO (congratulations Mani!) having previously worked as a planner at mcgarrybowen, as well as a strategist at Laundry Service and Edelman. A graduate of Indiana University at Bloomington, he’s into all things tech media and business and has become a frequent contributor to the digital publication, Medium.

We are glad to have these two on for our second episode of our special “Dean’s List” edition of the A-List Podcast. On the Dean’s List we interview rising, young professionals who are building their legacies in the 21st-century advertising world. This is an interesting episode as we dive into a lot of great conversation and discussion about advertising in today’s world.

Tune in to this week’s episode of the A-List here:

Show Notes:

  • [0:00-2:39] Intro.
  • [2:42-5:31] Matt and Mani talk a bit about their roles at mcgarrybowen and BBDO.
  • [5:32-9:00] Matt and Mani on their shared upbringing and experiences pre-advertising.
  • [9:26-13:21] Mani on discovering brand strategy and creative planning.
  • [13:44-16:06] Matt on full time creative and tips for interns learning to excel in the workplace.
  • [16:09-19:51] Finding inspiration from agencies’ work and setting Google alerts to stay at the cutting edge.
  • [19:52-24:52] Matt and Mani’s perspectives on industry changes and shifts.
  • [25:00-27:50] Moms, millennials, and the importance of communication in the modern age.
  • [28:00-32:28] Combatting instant gratification and developing skills outside of work.
  • [32:30-38:10] Finding connections and inspiration from the world around us by unplugging here and there.
  • [38:17-41:29] Discussing the modern workflow of an ad agency.
  • [41:30-51:40] Matt and Mani’s goals for their future in the industry.
  • [54:09-58:17] Outro.

“The A-List” is a podcast produced by DiMassimo Goldstein, an inspiring action agency, recorded at the Gramercy Post, and sponsored by the Adhouse Advertising School, New York’s newest, smallest, and hippest ad school. You can subscribe and rate the show on iTunes or listen along on SoundCloud. For updates on upcoming episodes and guests, be sure to like the A-List Podcast on Facebook and follow host Tom Christmann on Twitter

The A-List Podcast with Alex Brueggeman and Ivan Whitted II

 

On this week’s episode of The A-List Podcast, host and DiMassimo Goldstein CCO, Tom Christmann is joined by 72andSunny’s very own Alex Brueggeman and Ivan Whitted II.

Alex serves as the Talent Coordinator there while Ivan is a Junior Copywriter. Alex and Ivan have done great things in their relatively brief time in the industry. This episode is very interesting as it kicks off our A-List ‘Dean’s List’ series this season. On the Dean’s List, we talk to burgeoning, young leaders who are using their current roles to shake things up in the industry.

We are very excited to have them both on for this episode. This week, we dive into interesting issues, such as diversity, inclusivity and tips for starting out in the ad business! You’re not going to want to miss this one!

Check out the latest episode of The A-List podcast here!:

Show Notes:

  • [0:00-2:01] Intro.
  • [2:31-5:31] Alex and Ivan talk about their respective upbringings
  • [5:32-8:22] Alex talks high school influences and his discovery of anthropology at Howard.
  • [8:27-11:00] Ivan discusses early inspiration in the performing arts and discovering PR and advertising.
  • [11:01-13:04] Alex discusses Howard University and the value of HBCUs.
  • [13:10-15:58] Ivan discusses life after college and being inspired to jump into copywriting.
  • [16:00-21:07] Alex’s switch into advertising.
  • [21:14-27:43] Ivan’s experience in ad school and moving to NYC.
  • [27:52-34:56] Alex’s work at 72andSunny and developing diversity initiatives.
  • [35:30-40:20] Ivan’s take on diversity and agency culture.
  • [41:30-46:18] Alex and Ivan’s thoughts about the future of representation in advertising.
  • [48:30-51:13] Outro.

“The A-List” is a podcast produced by DiMassimo Goldstein, an inspiring action agency, recorded at the Gramercy Post, and sponsored by the Adhouse Advertising School, New York’s newest, smallest, and hippest ad school. You can subscribe and rate the show on iTunes or listen along on SoundCloud. For updates on upcoming episodes and guests, be sure to like the A-List Podcast on Facebook and follow host Tom Christmann on Twitter

What We Can Learn From Instagram’s New Update

As many sources have reported, Instagram is currently in the testing phase of a new update that among other things, has most notably generated buzz by removing the ability for users to see the number of likes on their peers’ photos. (The app allows individuals to see their own likes, after clicking through the app a bit.)

This change comes during a time where digital media platforms have come under much scrutiny by an increasing number of end users who demand that these platforms become safer, more positive spaces. These updates have been very well received in the test markets and rollout plans appear to be on the horizon. This change, if adopted by the platform at large, would signal the dawn of a new age, not only in social media but marketing and advertising.

Influencer marketing has become a burgeoning and widely adopted channel of advertising, but with a number of high-profile abuses of such social influence have made the public wary of such irresponsible marketing tactics. By offering up this update, Instagram may be following the trend many social platforms have adopted by adjusting their algorithms in order to provide quality, relevant content that people truly wish to interact with.

Given this, some may assume that such changes are the death knell for social media marketing and advertising. However, we’d opt to think differently. Quality advertising is deeply rooted in a strong brand and crafting an agile presence that listens more than it talks. If the future of social media will no longer be based in likes, then we as advertisers are thus obliged to step up to the plate and dig deep to provide the real, honest, and truly quality content that the social world has come to expect.

So, as Instagram improves its platform, it will likely benefit millions of users, ushering in a new day for social media. As marketers and behavior change agents, we’ll always seek to optimize our content, to be more relevant, more engaging and more authentic. Because to us, it’s not just the future, its #InspiringAction.

 

(P.S.: If you enjoyed this blog post, give us a follow on Instagram: @dimassimogoldstein)

The A-List Podcast with Gerard Caputo

On this week’s episode of The A-List Podcast, host and DiMassimo Goldstein CCO, Tom Christmann is joined by Gerard Caputo. A celebrated creative with a career spanning more than two decades, Gerard Caputo is the Chief Creative Officer of BBH New York and an instructor at the Pratt Institute in Brooklyn as well as being a notable name in advertising. Mr. Caputo has received a number of industry accolades including an Emmy award an ANDY, recognition at the Cannes Grand Prix and more!

After graduating from Boston University in 1996, Mr. Caputo began his career at Boston-based Mullen (now MullenLowe) and worked at a number of the industry’s top agencies such as BBDO and Ogilvy as a creative director before arriving at BBH, where he has assumed his current post for nearly 6 years.

Check out the latest episode of The A-List podcast here!:

Show Notes:

  • [0:00-2:06] Intro.
  • [3:01-7:55] Growing up in Little Falls, New Jersey.
  • [10:52-14:00] Discovering photography in school and creative writing.
  • [14:01- 18:35] Transitioning to advertising and becoming an intern at Mullen.
  • [20:17-26:36] Building his book, ‘finding the fire’, and becoming an art director.
  • [28:12-31:30] Emerging as a creative and moving on to Fallon, in Minneapolis.
  • [32:18-34:01] Tips for young people who relocate to new cities.
  • [34:30- 38:20] Being stubborn and pushing to make great ads.
  • [40:14-44:00] On the rise of digital storytelling.
  • [45:00-50:33] Leaving Fallon for BBDO and meeting Tom!
  • [54:24 -1:00:23] Leaving BBDO and evading complacency.
  • [1:01:12- 1:06:55] Moving to BBH and the challenges of being a senior level creative.
  • [1:07:00-1:10:30] Outro.

 “The A-List” is a podcast produced by DiMassimo Goldstein, an inspiring action agency, recorded at the Gramercy Post, and sponsored by the Adhouse Advertising School, New York’s newest, smallest, and hippest ad school. You can subscribe and rate the show on iTunes or listen along on SoundCloud. For updates on upcoming episodes and guests, be sure to like the A-List Podcast on Facebook and follow host Tom Christmann on Twitter

The A-List Podcast with Mark DiMassimo

On this week’s episode of The A-List Podcast, host and DiMassimo Goldstein CCO, Tom Christmann is joined by none other than, our chief and the founder of DiMassimo Goldstein, the most Inspiring Action agency in the world, Mark DiMassimo!

Okay, we can’t lie, we’re obviously excited about this episode. As chief, Mark has overseen the production a lot of great work in the advertising space over the past 23 years. However, Mark was not always the leader of an ad agency…

After a career as a young entrepreneur and musician, Mark DiMassimo began his second career at twenty-five years old in the direct marketing division of BBDO. There, Mark apprenticed to the Direct Marketing author, Ed Nash, and soaked in the atmosphere at a time when direct marketers were entrepreneurial, and brands where built through direct marketing.

As an account executive and without asking permission, Mark started writing ads for a client that had frustrated the creative department into mass creative block. Instead of being fired, he was invited into the creative department with the proviso, “But you won’t be able to tell us what to do anymore.” With time, he emerged as a pre-eminent creative with his career took off due to his track record of success.

Mark worked on choice assignments and launched major brands with the philosophy of exploiting the blind spots of fellow direct marketers by using brand insights to create integrated brand response advertising campaigns that dramatically out-performed more tactical work.

Mark led integrated creative departments and produced notable work at some of the best creative agencies in the world before founding his own in 1996. He founded DiMassimo Goldstein in the spirit of leading the charge for “a brand revolution among direct marketers and a direct revolution among brand marketers” as well as laying the groundwork for our practice of #InspiringAction.

On this episode, we follow Mark through his career and delve into his gritty origin story from start to finish.

You’re not going to want to miss this one. Listen here!

Show Notes:

[0:00-3:00] Intro.

[3:01-7:25] Mark talks about growing up in NJ and his early upbringing.

[7:26-9:29] Mark’s imagination and first forays into creativity as a profession.

[9:29-13:46] Mark’s super-dark childhood short story and learning how to express himself.

[13:47-16:11] Wayne Dyer’s ‘Erroneous Zones’ as a marketing inspiration.

[16:13 -20:23] SUNY Fredonia, majoring in music, and discovering the library.

[21:17-24:45] Transferring to Cornell and Industrial and Labor Relations.

[24:54-27:44] How he made the switch to communications and ultimately deciding on Advertising as a career path.

[25:00-32:30] BBDO Direct and Mark’s first job working on brand accounts in advertising.

[32:31-40:20] Mark discusses his first creative experiences as a copywriter and being challenged for the first time.

[40:42-49:00] Being laid off, freelancing, and getting copywriter positions.

[49:15-55:59] Mark on his rise through the ranks and deciding to start his very own agency.

[56:00-57:37] Outro.

 

 “The A-List” is a podcast produced by DiMassimo Goldstein, an inspiring action agency, recorded at the Gramercy Post, and sponsored by the Adhouse Advertising School, New York’s newest, smallest, and hippest ad school. You can subscribe and rate the show on iTunes or listen along on SoundCloud. For updates on upcoming episodes and guests, be sure to like the A-List Podcast on Facebook and follow host Tom Christmann on Twitter.