ckagingResear Editor's note: Scout Young is presi- dent of Perception Research Services, é = Fort Lee, NI econ be reached a ur company specialize npc ing esearch and ly more them develop “global peckaging" for their brands. Generally, this means a single desi tem, in which text can be translated into local languages, Global packaging certainly offers tremendous benefits in economies of scale. More im ly, it just makes sense as our world becomes smaller and consumers at tudes and tastes become more univer- I. However, marketers also face & of challenges in develop: tive global pac that competitors, retail environments and, most importantly, customers and their attitudes, vary from market to market With these challenges in mind, I'd like to share several insights gathered from our research, along with some uidelines for evaluating global pack: ig systems. Developing effective global packag. ing In loping global packaging, ticularly statements such as “Red doesn’t work in Brazil.” Generally, the right packaging solu- tions are specific toa particular brand and its situation and we've found that breaking convention is often what leads to breakthrough packaging. However, our studigs have also shown that the fundamental principles of effective communication are consis- tent worldwide and that marketers would be best served by: Research insights to guide global packaging decisions By Scott Young Communicating visualty Inany culture, people acquire their « vwomgetscom Ui’ rig Rasch Reviewinformation primarily through pictures, and visual icons. In fact, our eye-track- ing research has shown that shoppers spend over half of their time on the visual elements of a package, a figure that is typically consistent across mar kets, With respect to specific visuals, ean offer two interesting anecdotes + “Lifestyle” visuals (particularly pictures of people) are very difficult 10 do well. Often, people interpret them quite Titerally/narrowly and end up telling you why they are not like the person in the visual. Multi-cultural “collages” (one Asian woman, one Black man, etc.) are also frequently dismissed as overused, + Product visuals are critical, even in categories and cultures where the product is frequently displayed at retail. If nothing else, it provides a reassurance thatthe right product is in, the box, and minimizes the likelihood of opened boxes that can’t be sold, “Owning” a color or a unique shape Because people are primarily visu- al (and translations are a very inexact science), non-verbal symbols are vital to convey branding and messages across cultures, “Owning” a color (such as Kodak yellow or IBM blue) is one effective strategy and a power- ful way to help insure visibility, con- sideration and brand recognition at retail * Color cen also be an effective way of differentiating products. In intro- ducing anew global packaging system for its four sub-brands, Motorola found bright colors consistently sig- naled products for home/personal use, while darker colors suggested proc: vets for business use Shape can also be an effective tool in differentiating from competitors and battling “knock-offs," as local com- panies are often unwilling or unable to change their production processes 10 replicate a structure. Importantly, we've also found that a package’s shape says a great deal about the “per- sonality” of a brand. One prominent and familiar example is Coca-Cola's contoured boitle, which the company found to invoke a sense of nostalgia and 10 be linked to many shoppers positive associations with the brand. Keeping it simple Our research has also shown that the time people spend with a package is generally not related to the amount of information on the label. This ‘means that when more messages are placed on a label, it decreases the like lihood that any single message will be seen and read. Therefore, marketers must identify the three or four key points to be communicated at retail and prioritize accordingly. + Interestingly, Asia appears to be an exception to the “keep it simple” rule. ‘While people in most countries typi- cally associate design simplicity with ‘ease-of-use and sophistication, the Japanese are more comfortable and familiar with louder and busier pack ages, particularly for technology and software products. Allowing some local customization ‘As you might assume, the critical selling points for a specific product fofien vary by market, depending on the competitive set and the market's level of development. For example, # certain feature (low fat) may differ- entiate a product in one market, but not in others. For this reason, the best ‘global packaging systems are ofien those that present a consistent global look but allow for some flexibility by ‘market. For example, they may man- date the number and positioning of messages (j.e., four bullet-points in the left column), but allow each mar ket or region to decide on which mes- sages to place on the label, Speaking with customers To develop effective global pack ‘aging, or 10 ensure that a packaging system will work around the world, marketers must start with their cus: tomers. From experience, I can offer ‘wo important guidelines for doing so effectively + Show exch person only one pack- aging design for your brand. The most accurate findings come from monadic studies, in which each person is shown, only one packaging option for @prod- ew ica is Markt Research Revieict, and responses from the people ‘who saw Option & are then compared to those from people who examined Option B or those who saw Option C. Packaging “beauty contests” (in which several designs are placed in front of 8 shopper and he/she is asked to pick a winner) often provide misleading results, Al of the options may be ter- rifie or all may be poor, but one will always emerge as the best. Since peo- ple will never see different packages for the same brand, these side-by-side ‘comparisons also tend to take people ‘away from their perspective as shop- pers evaluating a product, Instead they become art direciors and focus oo much on design aesthetics. This is important, because one lesson we've learned is that as that the most attrac tive package design is not always the most effective packaging design. + Use consisient research measures _globally...but interpret findings local- ly. When conducting global researeh, it is important to remember that the basic criteria for packaging effective: ness are universal, Whether in Bangkok or Boston, a package musi be noticed in store. convey key messages, and ultimately generate purchase interest. Therefore, # consistent research methodology (which address- es visibility, communication, and per- suasion) should be used in all mar- kets. However. within each market, a brand's packaging should be judged Felative to its competitors. Ratings are only relevant in the context of a cus- lomer’s other choices and people in different cultures tend to evaluate things quite differenily. Therefore, ‘mandated absolute “scores” in each ‘country (such as "The packaging must have 50 percent purchase interest in each country”) often don’t make sense. A more appropriate approach is, 10 use a consistent competitive objec: tive across markets (“top quartile in the category’). “Selling in” global designs ally. should mention that ‘sell- ing” a design to your customers is often only half of the battle. In most 9a 20 wm icon companies. introducing global pack- aging requires addressing the sen: tivities of local marketers, who near- ly always have their own priorities While consumer research can be valu: able in getting a company past the competing opinions of regional mar keting directors, itis also important to consider which packaging systems are shown to customers. Specifically ‘we have found wo common prob: lems: + Local marketers are nearly always resistant to having the "home" or headquarters country’s packaging sys- em forced upon them, + Attempts to “blend” existing designs (introducing a combination of the European and North American package) often lead to watered-down, lowest-common-denominator pack: ‘aging that is deficient in every market (*lobal mediocrity"), Given these realities, we've found that entirely new design systems often have the best chance of winning with both customers and your company’s regional marketing executives. [4 3