Breeder Reaction by Winston Marks

The advertising game is not as cut and dried as many people think. Sometimes you spend a million dollars and get no results, and then some little low-budget campaign will catch the public's fancy and walk away with merchandising honors of the year.

Let me sound a warning, however. When this happens, watch out! There's always a reason for it, and it isn't always just a matter of bright slogans and semantic genius. Sometimes the product itself does the trick. And when this happens people in the industry lose their heads trying to capitalize on the "freak" good fortune.

This can lead to disaster. May I cite one example? I was on loan to Elaine Templeton, Inc., the big cosmetics firm, when one of these "prairie fires" took off and, as product engineer from the firm of Bailey Hazlitt & Persons, Advertising Agency, I figured I had struck pure gold. My assay was wrong. It was fool's gold on a poolof quicksand.

Madame "Elaine", herself, had called me in for consultation on a huge lipstick campaign she was planning--you know, NOW AT LAST, A TRULY KISS-PROOF LIPSTICK!--the sort of thing they pull every so often to get the ladies to chuck their old lip-goo and invest in the current dream of non-smearability. It's an old gimmick, and the new product is never actually kiss-proof, but they come closer each year, and the gals tumble for it every time.

Well, they wanted my advice on a lot of details such as optimum shades, a new name, size, shape and design of container. And they were ready to spend a hunk of moolah on the build-up. You see, when they give a product a first-class advertising ride they don't figure on necessarily showing a profit on that particular item.