- Players: Jethro Braun and Brett Horwitz
- Company: Zang Chocolate
- Launched: 2015
- Visit: www.zangchocolate.com
1Find the right product
Friends and part-time entrepreneurs since varsity, chocolate wasn’t the initial grand plan for Brett and Jethro. “We started a printing business together while we were still at UCT,” says Brett. “We even had a few good clients, including Truworths and Hello Kitty, but it was a saturated market, and we realised we didn’t have a passion for it.”
Neither of them was a chocoholic either, so how did the idea for Zang develop? “We were exposed to an international caffeinated chocolate brand,” explains Jethro. “We really took to the idea. We didn’t look at it as a new chocolate that we wanted to bring to the market, but as an exciting new energy product. We’re a caffeine and energy company, delivered in a chocolate and not a drink.”
In fact, in chocolate form the caffeine has a slow release, and the cocoa fat means it’s a consistent release. “One small chocolate has the equivalent of half a cup of coffee’s worth of caffeine,” adds Jethro.
“We’d found something that we were excited about, and that we really believed the market would get behind as well.” It was time to find partners.
2Find a great partner
Zang’s success is based on a number of important partnerships that Brett and Jethro have developed. First, the entrepreneurs needed a chocolatier to help them produce the product.
“We spent eight months searching for the right chocolatier,” says Jethro. “We kept reaching out to companies and they’d say, ‘no, we can’t do what you want’.” Eventually, they found Cocoa Fair, an entrepreneurial chocolatier in Cape Town.
“They were interested in the idea and willing to work with us to develop it,” explains Brett. “We spent months working on the right recipe and developing the process of combining chocolate and caffeine.
“We went there after hours, working together and mixing batch after batch of chocolate.”
Work together to create something new
Today, Cocoa Fair is the sole supplier of Zang, and the successful partnership is based on the fact that two entrepreneurial businesses were willing to work together to create something new and exciting.
Product in hand, Jethro and Brett now needed to find an investor.
“FMCG products are extremely expensive to launch; you can’t bootstrap this kind of business if you want to target mainstream retail.”
Armed with research and a great pitch, the partners attracted the attention of Ian and Garth Solomon from Evolve Capital, but they wouldn’t commit to an investment until they’d run the idea past a friend, Grant Rushmere, the founder of Bos Ice Tea. “Ian wanted to hear whether Grant thought the product would find a market in South Africa,” explains Brett.
In fact, not only would Grant love the idea, but he wanted to partner with the start-up as well. “Grant had been working on a brand for a relaxation drink. He had the concept design, branding and name developed, but he thought our chocolate was a better fit for it than the relaxation drink he had been working on.”
The young entrepreneurs jumped on the idea. Not only were they receiving capital from Evolve, but an industry expert whose advice would be invaluable, not to mention the brand that he had developed. And so Zang caffeinated chocolate was born.
Partner for success
Finally, the partners contacted Pick n Pay’s incubation programme, which supports entrepreneurial businesses, and were placed on the national retailer’s listings for head office and family-owned stores.
“Without these partners our business wouldn’t be where it is today,” says Jethro.
“Developing good relationships is key to success, but you need to find the right people with whom you can work and share a vision.”
Zang had a soft launch at the end of 2014, with Jethro securing shelf and counter space in a few coffee shops, delis and forecourts in Cape Town. “We were looking specifically for places where we would be the only product on the counter or at the till, so that we’d get noticed,” says Jethro.
“You want people to feel like they’re seeing you everywhere. Bold packaging helps this, and so does placement.”
By April 2015, the business was ready for its official launch. “We needed to make a splash,” says Jethro. “Something that would get people talking.”
The activation was staged on First Thursday, and was based on massive nacho libre wrestlers giving people ‘pick me ups’ as the world’s first human taxi service. “We videoed it and put it on YouTube, but we received incredible local and international media coverage as well. It was fun, different and people wanted to talk about it and share it — the fact that we’d managed to come up with a concept that was a ‘world first’ meant we received international attention as well.”
At the final tally, R100 000 was spent on the activation, resulting in R300 000 worth of earned media. “Because it was editorial coverage, the earned media can be doubled as well,” says Brett. “That activation was worth R600 000.”
Keep convincing stores to stock you
And it did its job. People started talking about Zang. “Consumers wanted to try us, but more importantly, store buyers had heard of us,” says Jethro. “Even though we had a Pick n Pay listing, you still have to convince individual stores to stock you. For garage forecourts that can buy outside of head office listings, this makes even more of a difference.”
The business is being strategic about its messaging though. “Successful branding offers a simple but powerful message, and then builds on it,” explains Jethro. “First, we wanted to develop the idea that we were a Cape Town-based company, and the new kids on the block.
Develop a key differentiator
“Next was our key differentiator: We’re caffeinated chocolate. Once that message is entrenched, we can start working on the health benefits that we offer. We’re made from 100% cocoa butter, and therefore contain no palm oil.
“You need to build that brand message slowly; there’s no rush. You want people to understand and embrace your brand and message, and for that, you can’t bombard them with too much information at once.”
4Focus on cash flow
Cash flow is essential for both start-ups and established businesses. “It’s a balancing act,” explains Brett.
“Too much cash sitting in stock is dangerous. You need cash flow, and you want to maintain shelf life and freshness.”
As a result, the business works on an inventory system that makes more frequent orders to avoid sitting on stock. “Cocoa Fair is also an entrepreneurial business that needs cash flow, so they want COD terms, but they’ve given us a favourable rate in exchange.”
5Build your market
Even though Zang is on Pick n Pay’s main listing for head office and family-owned stores through the retailer’s incubator programme, Brett and Jethro don’t want to grow too quickly. “We don’t want to move too fast,” explains Brett.
“We need to learn the ‘Pick n Pay’ way and build a strong foundation before we grow further. Currently we’re on 600 listings. The system puts you on SAP, orders come through and you need to be able to deliver on them. If you don’t, you get a negative strike rating. That’s how products disappear off shelves and don’t get ordered again.”
“You need to be ready,” adds Jethro. “They opened us up to a large amount of stores. We listed with Pick n Pay and 300 orders for 300 stores came through. You need to make sure you’re ready for that kind of volume.”
“You can really damage your business and your brand if you get a listing, and orders come through, and you aren’t ready for it, either from a cash flow perspective, or because you can’t fill the order,” says Brett.
“The most important thing right now isn’t to grow our listings, but focus on the ones that we have. We need to saturate those listings, and then grow. We need to get our merchandising correct, and grow our base so that we can produce more to fill bigger orders — without damaging our cash flow. We’re in this for the long haul, and that takes strong foundations.”
3 Ways To Build Your Brand Identity Using Content Marketing
Can your content pass the ‘logo test’? If not, it’ll be just another one of those generic articles that bombard your target audience each day.
Can your company’s content pass the “no-logo test”? When I work with digital strategy clients who are struggling with content marketing, I always ask them to take the logo test, inspired by this excellent Content Marketing Institute article. You should try it, too.
To do that, copy and paste articles you’ve written, along with articles from your competitors, into Word documents. Print out the documents and lay them side by side. Now, can you identify your content from the competition’s without the aid of any logos or company names? If your content lacks a distinct voice and tone, it won’t stand out.
I get it: When you’re first getting started with content marketing, even publishing a blog post every few weeks can feel like a major victory. But once you work out the mechanics of content ideation, you should put in the time needed to create content that brings your brand to life. Why? In a world drowning in digital clutter, content marketing is most effective when you provide a clear, distinct viewpoint that’s beneficial to your target audience.
“Brand voice is the intentional, consistent communication of your business identity,” brand strategist Dima Midon told me in a recent phone interview. Midon, who founded the brand strategy and digital marketing firm TrafficBox, is an expert in all things SEO and search-engine marketing. He also knows that these digital strategies are incomplete without a solid branded content foundation.
“From start-ups to global businesses, the organisations with the best content strategy are those that create content reflective of their brand’s unique personality and then use this content to build stronger relationships with prospects and clients,” says Midon.
Branded content has exploded in popularity over the last five years. For clients and customers, reading branded content – in general – is far more interesting and relevant than a marketing ad. “Branded” means content that’s informative, interactive and entertaining and brings value to a reader’s day. Thanks to social media, such content can catch on like wildfire, rapidly reaching a far wider audience than a standard marketing message.
Vision, voice, and value: Bringing branded content marketing to life
As the name implies, “branded content marketing” needs to be grounded in your brand’s identity. If your content can’t pass the “logo test,” it will be just another of those generic pieces daily bombarding your target audience. To make your content stand out, bring your brand identity to life with three steps:
1. Define your vision
Your organisation likely has a mission or vision statement, company goals and core values. Consider how the content you create will reflect this mission, goals and values. Then align this vision with your customer’s needs. Every piece of branded content you create should apply your company’s unique perspective and expertise to problems your customers face.
Example? Consider the “Open Forum” American Express sponsors, to provide small business owners with the “insights, inspiration and connections” they need to grow their business. While topics range from money management to team building, every piece of content Amex publishes here is dedicated to advancing its vision of helping small businesses thrive.
2. Define your brand voice
A distinctive, unwavering brand voice is an essential component of successful content marketing. While you may have a very clear idea of your brand’s voice, ask yourself, is everyone else at your company on board with this voice, too? Brands, like people, need to prioritize certain traits, to build a reputation. Scattered messaging and inconsistent brand voice can confuse your audience.
So, take time now to codify brand voice and guidelines. Many B2B companies, for example, seek to strike a balance between professionalism and accessibility. They want to be viewed as subject matter experts without sounding too technical or complex. Consequently, the corresponding brand-voice guideline might emphasise the use of clear, concise language that avoids technical jargon.
Example? MailChimp’s brand voice is a great example of how a B2B company can strike this balance. The company isn’t afraid to show a little personality with the use of cultural references and colloquial phrases its customers can relate to. Consider the clever Sherlock Holmes reference for the website’s 401 error message, below.
What’s the secret ingredient that elevates generic content to a brand-building masterpiece? Your brand voice.
Your own brand guide needn’t be lengthy: Voice and tone can be covered by just a few guidelines. (I’m a fan of MailChimp’s voice and tone guide, available free as part of its master Content Style Guide.) What matters most is that you codify these guidelines so there is a single set of rules for everyone working on content at your company. From the work of freelance writers to that of marketing directors, your company’s content marketing will reflect a consistent brand voice.
3. Define your value
Branded content is beneficial not only for defining the buying vision in your favour but also for reminding existing customers about how valuable your offerings truly are. From case studies to white papers, how can you create content that helps existing customers maximise the value of your offerings? Perhaps you can spotlight a new offering or provide tutorials for advanced features. The key is to use your branded content to move from a transactional relationship to a customer-centric one that delivers real value.
Example? The enterprise software company SAP has nailed this mission. While many of its products and services seem technically complex to the average B2B decision-maker, the company’s white papers expertly explain the importance of digital transformation in accessible layman’s terms. Most importantly, this content is never a “hard sell” for SAP, but instead subtly reminds customers about the valuable benefits SAP can present as a strategic partner.
Rather than sending marketing material to customers touting your “top of the line products,” then, send them branded content that explains how to use your products to solve their problems. Content that maximises perceived value strengthens your brand and drives customer retention.
Content marketing is an essential B2B marketing strategy that’s continuing to gain in importance. According to HubSpot, B2B marketers allocate 28 percent of their total marketing budget to content marketing. But before you too jump on this bandwagon, be sure your content is aligned with your brand vision, voice and value. Doing so will ensure your content is impactful, relevant and worth the investment.
This article was originally posted here on Entrepreneur.com.
Brand And Marketing: Finding The Balance For SMEs
For some entrepreneurs, this can be quite a sobering thing to do whilst for others it reinforces that they are on the right path to success.
Being in business is about more than just hitting the bottom line. Sure, financial growth is imperative to continued success. But if nobody knows about you, then your achievements will be limited to the short-term. Enter the world of brand and marketing.
To the uninitiated, these concepts might seem interrelated. And to a certain extent they are. However, branding revolves around delivering on a promise, it is what defines you as an SME and what makes you different from your competitors.
Marketing is about how you do it – your tactics and your strategic goals. It is about promoting a product or service to sell and earn revenue.
Both are equally important, and no entrepreneur can afford to ignore one in favour of the other. But how do you balance a limited budget and resources to finding the right balance? In some ways, it is best to take a step back and view your business from the perspective of your customers.
For some entrepreneurs, this can be quite a sobering thing to do whilst for others it reinforces that they are on the right path to success.
Emotional versus rationale
Cynics might argue that branding is all about emotions while marketing is a more rationale (and logical) pursuit. After all, how do you ‘know’ your customer? How do you analyse the effectiveness of your brand promise?
It might be an easy thing for large organisations to measure, but for a business just starting out, it is quite a challenging prospect. Given how data has exploded in recent years, organisations have a wealth of information at their disposal to analyse, scrutinise, and draw insight from in getting to grips with the effectiveness of their brand promise.
And while this might seem daunting for your SME, it does not have to be the case. While there are more than enough models to measure brand equity, most are challenging (not to mention costly) to implement and they all require extensive research.
Fortunately, things like internal staff surveys (questions like what do your employees think your brand identity and promise is), how integrated your brand and marketing efforts are (do your tactics reflect what you want to achieve), and how you compare to the competitors, can be reviewed relatively quickly and cost effectively.
Related: The Economics of Branding
The business of marketing
Marketing can add a dynamic component to this mix. By focusing on the tactical elements of how to achieve business growth (specific to your brand promise), the SME can develop a more nuanced strategy that factors in both emotional and rationale elements.
We all want to make money but that hardly has the makings of a solid marketing strategy. In fact, marketing is less about flashiness and more about implementing solid business principles.
Sure, the sexiness comes in some of the tactical executions but it all revolves around delivering value to shareholders, marketing to the strengths of your business, and setting yourself apart from your competitors.
A successful marketing campaign revolves around bringing customers to your business. And this is where the brand promise is so important. You must understand what the customer requirements are if you are to deliver tactics that fulfil them.
Business today requires branding and marketing to work together. By compromising the one in favour of the other will not result in any significant long-term gains but risk your SME losing ground to competitors.
5 Steps To Building Your Personal Brand From Scratch
Whenever you engage, shine a light on your values.
What would you like people to say about you?
As Jeff Bezos (founder of Amazon) famously said, “Your brand is what people say about you when you’re not in the room.”
Your personal brand is the sum total of what you do, how you do it and why you do it. It’s not something you can fake. It’s authentic and deep-seated.
If you get it right, your personal brand will make you stand out from the crowd, shine a spotlight on your expertise and enhance your value. You’ll have an energy and a buzz about you that people can’t help being drawn to.
So how can you build your personal brand?
For starters, don’t make the mistake of thinking your personal brand is all about you. It’s not. Your personal brand is not about your work experience or your personal accomplishments. Your personal brand should be about other people, specifically what you can do for other people.
Start by asking yourself a few questions: What needs can you address? What are the areas where you can offer the most value? What makes you different from the rest?
With a little thought and planning, you can build your personal brand from scratch. Just follow these five steps:
1Discover your opportunity
Passion is not enough. You might have a passion for rock climbing, or playing the ukulele. But having a passion does not automatically translate to recognition and success.
Instead of focussing on your passions, study the needs of the people in your circles. What are they trying to achieve? What are they struggling with? What are their frustrations?
Think about how you could best help these people.
Dig deep into who you are. Identify what you can bring to the table. Evaluate not just the skills and experience you’ve acquired but also the values that guide and inform you.
Study your competition. Can you serve a need that in an area that doesn’t have lots of competition?
If there’s lots of competition wherever you look, don’t be discouraged. Can you serve a need in a way that’s distinctive and noteworthy?
You’ve identified your opportunity when you’ve found a significant need that you can serve, in a way that sets you apart from the competition.
2Know your audience
Everything starts with your audience. Find out as much as you can about them. This includes standard demographic data such as what jobs they do, how much they earn and where they live.
Equally, if not more importantly, you need to know what their beliefs and values are, their hopes and dreams and the challenges they are facing.
Talk to your audience. Take them out for a coffee or set up a Skype call. Study them by reading what they’re saying on relevant social media, forums and review sites.
Is your audience more interested in quality or value? What’s more important to them, making a difference or making money? What public figures do they admire?
How much do your audience know about what you can offer them? Will you need to educate them for them to appreciate your value?
Identify who your core audience is. Don’t try to appeal to everyone. Identify which audience segments are most likely to become long-term customers and advocates. These are the people you should focus on.
3Craft your message
In Hollywood, budding filmmakers learn to prepare an “elevator pitch” to sell their movie ideas to busy studio executives. The key is to summarize their idea in a short, memorable phrase that could be pitched even if they had to do it in an elevator.
For example, the movie Alien was initially pitched as, “Jaws in space.”
You want to tell your audience about what you do, about what makes you different and exciting. But they probably won’t have time to listen to your life story.
Instead, you should create a short message that sums up what you’re about in a way which connects with your audience. Keep it simple and memorable. Think of it as your elevator pitch. Your message should reflect the people you serve, the values that you embody and the results you achieve.
If you have any testimonials, study them. What were the things about you that people valued the most? Observe the exact phrases people use when talking about you. Often, these are the precisely the phrases you should use when describing yourself.
Use your message to brand yourself on your professional profiles. Most importantly, embody it in everything you do.
4Hone your uniqueness
Maybe you can do something highly useful that very few people can do. Well, that’s your unique quality, and you should tell your audience about it.
But perhaps there are plenty of people who do what you do, and you’ll be competing for the same audience. Being able to demonstrate a point of uniqueness is your key to success in a competitive market.
The most obvious point of uniqueness is to be the best. There are many ways of being the best. Find out which way plays to your strengths. Are you the most experienced, most creative, most efficient? Do you excel at customer service?
If you can’t be the best in some way, becoming more specialised can make you unique. For example, instead of offering a marketing service to small business owners in general, you could offer a marketing service targeted at chiropractors.
And don’t be afraid to be controversial to stand out. If you hold different opinions from the others, don’t be afraid to voice them. Just stay away from topics that are likely to cause offense, like religion and politics.
5Define your values
Authenticity is the cornerstone of personal branding. Your authenticity is what allows your audience to trust you, to engage with you, to tell their friends about you. Being authentic is about having stated values and being true to them.
So what are your values? You should include business values, such as driving innovation or personal accountability. You might also add ethical values, such as care for the environment.
How you speak and write is also a reflection of your values. Are you serious or informal? Do you address the layman or expert? What are your cultural reference points?
Guard against inconsistency, such as saying one thing and doing another, as this will cast doubt on your values and undermine your brand.
Keep your values at the heart of everything you do, as you interact with people, network on social media, or publish blog posts. Wherever and whenever you engage, ensure you do so in a way that shines a light on your values.
This article was originally posted here on Entrepreneur.com.
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