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    TECH TRACKER

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    INSIGHT

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    11/29/2014 Case study: The strategy and tactics behind the creation of Brand Modi - Business Today

    http://businesstoday.intoday.in/story/case-study-strategy- tactics-behind-creation-of-brand-narendra-modi /1/206321.html 3

    arm of Future Group. To create the father figure, Modi's team invoked tales of

    childhood, in books and comics. Invariably, and understandably, they were tales of

    heroism involving a precocious Bal Narendra (Modi as a child). What else would

    you call a story about a child swimming across a crocodile-infested lake to plant a

    flag on a memorial? The child, when he came of age, walked away from his family to

    devote himself to public cause, lending what brand consultant Harish Bijoor calls

    "bachelor blandness" to his story.

    From Gujarat to IndiaModi's team faced three main challengeswhen it set out to project him as the

    country's next prime minister. One, the three-time Gujarat chief minister was a

    regional brand trying to go national. Two, the 63-year-old was seeking to connect

    with the youth considering that this year's election had almost 150 million first-time

    voters. Modi, who rarely chooses to speak in English, was trying also to connect

    with the urban, middle-class audience that is becoming more politically conscious.

    Finally, and most importantly, he carried the taint of the 2002 anti-Muslim riots in

    Gujarat.

    The one event that, perhaps, helped Modi the most in making a mark on the

    national scene was the shifting in 2008 of Tata Motors' factory for the Nano minicarfrom West Bengal to Gujarat. Farmers in West Bengal, backed by firebrand

    politician Mamata Banerjee, now the state's chief minister, had been protesting land

    acquisition for the plant by Tata Motors. Modi provided the company land and other

    incentives almost overnight. In the process, he also established himself as a

    champion for industry and development.

    Sridhar Samu, Assistant Professor of Marketing at Hyderabad's Indian School of

    Business (ISB), says it's not easy for most product brands to go from regional to

    national. He says the dilution of the only other national brand, the Congress, and a

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    11/29/2014 Case study: The strategy and tactics behind the creation of Brand Modi - Business Today

    http://businesstoday.intoday.in/story/case-study-strategy- tactics-behind-creation-of-brand-narendra-modi /1/206321.html 4

    common underlying need for change also helped Modi. "If a brand can tap into a

    common underlying need and connect it to benefits, then it could go national. We

    see how both Haldiram's and Saravanaa Bhavan have managed this. They targeted

    the underlying need for tasty snacks and south Indian food," he says.

    Full Coverage:Lok Sabha Elections 2014

    According to Y.L.R Moorthi, Professor of Marketing at the Indian Institute of

    Management, Bangalore, there is a difference between a regional brand going

    national and a politician going national. He says Modi was known outside Gujarateven before he decided to move beyond the state, just as Nitish Kumar and J.

    Jayalalithaa, chief ministers of Bihar and Tamil Nadu, respectively, are known. But

    these regional leaders didn't venture out of their home states in the recent elections.

    Modi did. And he did it at a massive scale - he attended more than 5,000 events and

    470 political rallies across the length and breadth of the country.

    Striking a Chord

    On February 6, 2013, more than six months before he was named as the BJP's

    choice for the prime minister's post, Modi addressed students at Delhi's Shri Ram

    College of Commerce. He talked about Gujarat's model of development. He spoke

    passionately about the need for speed in government decision-making and about

    the need to improve skills of the youth to accelerate economic growth. That speech

    won him many young admirers. One of them is the second-year student Sulabh

    Newatia, who says he decided to cast his vote for the BJP after listening to Modi's

    speech. "I see him as a visionary who can take the nation forward," says the 19-year-

    old from Kolkata.

    Modi, an excellent orator, has delivered scores of similar speeches since then. He

    highlighted slowing economic growth, high inflation and lack of new jobs - issues

    which immediately resonate with young and urban voters - while blaming the

    Congress-led United Progressive Alliance government for the problems. After the

    elections were announced, his marketing team bombarded voters with print,

    television and radio advertisements with the same themes. It reached voters

    through text messages and Modi's recorded voice seeking votes for himself. It also

    tapped into social media platforms such as Facebook, YouTube and Twitter - Modi

    has about four million Twitter followers - to magnify the impact of the advertising

    and branding campaign.

    The impact of this relentless campaigning has been felt across different age groups,

    geographies and sections of society, says political analyst Manisha Priyam. "I have

    even heard young children, far removed from such debate, mentioning the word

    'NaMo'," she says, referring to a sobriquet for Narendra Modi. The carefully crafted

    moniker also appeals to the traditional Hindus - the BJP's main vote bank - because

    of its religious connotation, as the Sanskrit word Namo is used as a salutation

    reserved for the Hindu gods.

    Modi's efforts to connect with the youth and urban

    voters were helped in no small measure by his pro-

    business persona. Business leaders from industry doyen

    Ratan Tata to billionaire brothers Mukesh and Anil

    Ambani have praised Modi and his administration in

    Gujarat. This has allowed Modi to build his brand as a

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    11/29/2014 Case study: The strategy and tactics behind the creation of Brand Modi - Business Today

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    progressive leader who has the ability to deliver

    economic results - the single biggest leitmotif of this

    campaign that has allowed it to cut through caste bias

    among other things. "The Congress is not lacking in

    spending power or ability to get marketing brains to

    campaign for it. But the biggest push for Modi has come

    from the overt push and advocacy of corporate leaders,"

    says independent political observer and media veteran

    Paranjoy Guha Thakurta. "It is a truism that marketingcannot sell a bad product. Irrespective of the money you

    spend on marketing, if what you are selling fails to strike

    a chord in the minds of a large section of the electorate,

    all efforts to market Modi would be in vain."

    Shaking Off the Stigma

    The biggest challenge Brand Modi faced was diverting

    public attention away from the 2002 communal riots in

    Gujarat that claimed the lives of more than 1,000 people,

    mostly Muslims. Initially, Modi's supporters in BJP

    attempted to engage in public debate and highlight theclean chit given by courts to wash off the stigma. Then,

    they changed tack. They toned down the Hindutva

    rheotoric and focused instead on Modi's more recent

    past and his development record in Gujarat. "He knows

    that people want a better life and he offers Hindutva

    with the right dilution," says Desai of Future Brands.

    Marketing gurus cite the examples of Cadbury, PepsiCo

    and Coca-Cola that battled problems relating to brand-

    taint. Cadbury had fought its way out of a controversy

    related to worms in its chocolates while the twobeverages giants faced allegations of pesticides in their

    colas. "The best way for a tainted brand to overcome a challenge is to not talk too

    much, but to acknowledge it happened, and then move on," says Samu, the ISB

    professor. "The more one talks about, the more the memory for that event gets

    activated among the target market, and they remember it more. The BJP and Modi

    did not talk about it. Or if they did, they kept it to a minimum," he adds.

    IIM-Bangalore's Moorthi says the weakness of the Congress leadership also helped

    boost Brand Modi. "When the brands in the domain appear worse, the contending

    brand might shine by comparison. In Modi's case, he was helped by the tightlipped

    nature of the Congress leadership and their indifferent performance in the secondstint," he says.

    While most companies routinely apologize for problems detected in their products,

    Modi stopped short of doing so. "He did give an account of reflections on the event

    [the riots]. He seemed to say that he was pained about the event but didn't say

    sorry," says Moorthi. Veteran adman Prahlad Kakkar concurs. "It does not matter if

    he [Modi] is wrong. He will never publicly admit that," observes Kakkar, who has

    been associated with several political campaigns, including that of Indira Gandhi.

    "But he will, at the same time, take corrective measures to navigate out of it, without

    ever saying so."

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    11/29/2014 Case study: The strategy and tactics behind the creation of Brand Modi - Business Today

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    The Ideal Model

    Not so long so, the words that could have been used to describe Modi were

    authoritarian, megalomaniac and communal. The way the creators of Brand Modi

    dealt with the third taint was by not dealing with it. "What more was there to say

    [about the post-Godhra riots)? There have been various panels instituted to probe

    into the matter," says a BJP leader.

    Instead, they focused on building Modi's image as self-made, strong, efficient,

    inspiring, and incorruptible. "He [Modi] created an impression of being a sincere,

    credible and committed leader. He convinced people that he could improve their

    lot," says social scientist Ramadhar Singh, Distinguished Professor, IIM-Bangalore.

    This is the leitmotif the marketing arsenal of the BJP worked to amplify. "No media

    can help create that kind of consistency," adds Kakkar, the veteran adman.

    Tweets about "#newgovt"

    Automatically, as if by derivation, the Congress-led United Progressive Alliance

    began to look more and more indecisive and corrupt. "Today, India attributes

    weakness and failure to Congress," says adman and lobbyist Suhel Seth. "Modi

    stands for good governance."

    All stories about Modi's life in the public domain have consistently fed into this new

    image. And although questions remain about Modi's ability to perform at the

    national level and his Gujarat model of governance, his personal branding and

    marketing strategy seems to have worked and voters across the country appear to

    believe his claims. "Even if you cut out 40 per cent of what is untrue about Modi's

    promise of growth...the rest is very real," says Guwahati's Chiranjib Hazarika, 24,

    who is looking to start a career in banking. "Development is his only agenda and

    people are following him."

    Modi's message has attracted even those disinterested in politics. "I have never

    been very politically conscious. But it is frustrating to see our economy slide back

    from the progress it made. So, I stepped out to vote, for the first time, for Modi,"

    says Shankar Narayanan, 28, who works for a multinational information

    technology company in Chennai. "Modi has a proven track record of governance

    and growth."

    Cut to 40-year-old Manoj Rana, who runs a small guest house in Shillong, and you

    have the answer to the most central ingredient of Modi's branding: "We are not

    interested in politics. We want change. Modi can deliver that change. People are

    sensible, they are not carried away by mere talk," he says. That indeed is the bottom

    line of any brand's success story. It bears out that Modi's brand is by him, for him

    and from him. The BJP machinery has served as mere coaches for the branding-led

    engine of Modi.

    BRAND MODI MUST MEET ITS PROMISE OF

    GOOD GOVERNANCE

    The national branding of Narendra Modi was born out of

    compulsion. Opponents had successfully branded the BJP

    as communal and checked its rise under the uninspiring

    old leadership. The BJP needed to redefine Indian politics

    along dimensions of good governance and development

    https://twitter.com/search?q=%23newgovt
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    that suited it better.

    The party was the first to recognise and adapt to the

    fundamental shift in the composition and aspirations of

    voters. It seized the opportunity to project a new face to

    address voters' aspirations. Thus was born brand Modi. A

    humble origin, extraordinary achievements through sheer

    hard work and dedication, and a corruption-free image

    made Modi an apt mascot to challenge the status quo. Thebranding of Modi and a presidential-style campaign was a

    brilliant response to redefine Indian politics.

    The branding of Modi was a well-crafted strategy of the

    RSS and the BJP. The campaign attracted many

    newcomers. It was the first election campaign in India to

    use social media and information technology heavily and

    first to listen to the voters and respond in real time.

    Brands require huge investment to build, and continuous

    nurturing to sustain value. Not only can brand Modi

    sustain the BJP in power for a long time, it can also help the RSS reposition

    itself. However, before that can happen, the promise of brand Modi - good

    governance and economic development - must be realised. Further, many

    voters are uncomfortable with the communal agenda of some of his supporters.

    Modi has to show what true secularism is and why it is different from pseudo-

    secularism. If he succeeds in these three areas, he would change Indian politics

    forever and make the BJP the natural party to govern - the main objective for

    building brand Modi.

    Siddharth Shekhar Singh, Associate Professorof Marketing and

    Director of the Fellow Programme in Management, Indian School of Business

    MODI IS A BRAND WHO KNOWS HE IS IN THIS

    FOR THE LONG RUN

    It is not uncommon in the world of marketing for a brand

    to become not only bigger than its creator but also to

    revitalise and rejuvenate it back. What iMac and iPod did to

    Apple Inc is what Narendra Modi has done to the BJP.

    Prior to Modi, the BJP brand was on the brink ofirrelevance for what it stood for. Its Hindutva identity

    resonated deeply with the partition generation but its effect

    had weakened for the successive generations.

    Demographically, India is one of the youngest nations with

    more than 65 per cent of people below 35 years. Modi's

    ability to become bigger than the BJP lies in his ability to

    listen to murmurs and whispers of this India, tapping into

    their simmering anger and hopelessness.

    Modi created an identity that resonated with far more people and deeper than

    The branding of Modiand apresidentialstylecampaign was abrilliant response toredefine politics:Siddharth ShekharSingh, AssociateProfessor ofMarketing andDirector of the FellowProgramme inManagement, IndianSchool of Business

    He [Modi] is a verystrident, tenacious,and in-your-faceavatar of a brand:Prathap Suthan,Managing Partnerand Chief CreativeOfficer, Bang In TheMiddle

    http://businesstoday.intoday.in/story/brand-narendra-modi-must-meet-promise-of-good-governance/1/206381.html
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    11/29/2014 Case study: The strategy and tactics behind the creation of Brand Modi - Business Today

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    that of the BJP. Like brands make sense at surface and deeper levels, Modi's

    discourse on economic development and prosperity intersected at the surface

    level of consciousness. The Gujarat model threw in words like governance,

    roads, electricity, women's safety, peace, industry and education, supported by

    statistics. This satisfied the questioning mind that hankers for reason.

    But reason is often the alibi for non-reason. Modi's ability to become taller than

    his party lies in his symbolism. He tapped into despair, hopelessness and

    sinking feelings, and arrived on the scene taking on the symbolism of the outlawand the ruler combined. He is perceived as an icon of disruption and rebellion

    against the way things are done. It is this counter-cultural streak that appeals to

    youth who desire change. And his traits like being organised, proactive, and

    confident, and in command of things, subtly connect with the ruler archetype.

    Prathap Suthan, Managing Partner and Chief Creative Officer, Bang In The

    Middle

    MODI DID TO BJP WHAT iMAC, iPOD DID TO

    APPLE

    It is not uncommon in the world of marketing for a brand

    to become not only bigger than its creator but also to

    revitalise and rejuvenate it back. What iMac and iPod did to

    Apple Inc is what Narendra Modi has done to the BJP.

    Prior to Modi, the BJP brand was on the brink of

    irrelevance for what it stood for. Its Hindutva identity

    resonated deeply with the partition generation but its effect

    had weakened for the successive generations.

    Demographically, India is one of the youngest nations with

    more than 65 per cent of people below 35 years. Modi's

    ability to become bigger than the BJP lies in his ability to

    listen to murmurs and whispers of this India, tapping into

    their simmering anger and hopelessness.

    Modi created an identity that resonated with far more people and deeper than

    that of the BJP. Like brands make sense at surface and deeper levels, Modi's

    discourse on economic development and prosperity intersected at the surface

    level of consciousness. The Gujarat model threw in words like governance,

    roads, electricity, women's safety, peace, industry and education, supported by

    statistics. This satisfied the questioning mind that hankers for reason.

    But reason is often the alibi for non-reason. Modi's ability to become taller than

    his party lies in his symbolism. He tapped into despair, hopelessness and

    sinking feelings, and arrived on the scene taking on the symbolism of the outlaw

    and the ruler combined. He is perceived as an icon of disruption and rebellion

    against the way things are done. It is this counter-cultural streak that appeals to

    youth who desire change. And his traits like being organised, proactive, and

    confident, and in command of things, subtly connect with the ruler archetype.

    Harsh V. Verma, Associate Professor,Faculty of Management Studies,

    University of Delhi

    Prior to Modi, theBJP brand was onthe brink ofirrelevance for what itstood for: Harsh V.Verma Associate

    Professor, Faculty ofManagement Studies,University of Delhi

    http://businesstoday.intoday.in/story/opinion-narendra-modi-impact-on-bjp-vs-imac-ipod-on-apple/1/206399.html
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    11/29/2014 Case study: The strategy and tactics behind the creation of Brand Modi - Business Today

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    With inputs from Arunima Mishra and Anilesh S. Mahajan

    933Like 933Share

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    Tags: Narendra Modi| Lok Sabha Polls| India Elections| General Elections| Elections 2014|

    Brand Modi| Brand Modi Marketing

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