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La comunicazione d’impresa

Odile Decq & Benoit Cornette
1 Agosto 2004
Joseph Rykwert e Marc Augé
1 Agosto 2004
 

Importanza strategica e potenzialità

 

Gli avvenimenti politici degli ultimi periodi e l'inarrestabile erigersi di muri tra occidente e oriente hanno stabilmente compromesso ogni possibilità di previsione futura circa l'andamento dei mercati e dell'economia. L'ormai lontano 11 settembre non ha stravolto il modo di pensare né di affrontare l'acquisto, ha solo posto un punto esclamativo su una situazione già In fieri ed ha reso chiari alcuni fenomeni già in atto. L'implosione della new economy e il crollo delle borse, l'esplosione del movimento no globol e il progressivo incedere del terrorismo accompagnati da immagini forti come la sequenza devastante del crollo delle due toni a New York, simbolo del potere commerciale, economico e finanziario hanno portato a conseguenze sullo scenario globale. sottolineando l'erosione del controllo tecnologico e della sua infallibilità. Tutto ciò ha quindi condotto a un'implosione del modello economico finanziario, alla fragilità dello stato di diritto, alla vulnerabilità del potere in tutte le sue forme e a una rivincita della cruda realtà del terrore nei confronti della finzione mediatici. Si è transitati quindi dalla visibilità del prodotto e del marchio (anni '80) navigando attraverso l'affidabilità del racconto e delle promesse (anni '90) sino all'odierna legittimità della vision e della mission. Ai 25 stati facenti parte l'Unione Europea le cui dimensioni sovrasteranno quelle di Stati Uniti. Canada e Messico e che diventeranno la prima entità commerciale del mondo, con quasi 500 milioni dl cittadini e un quinto del reddito commerciale mondiale, spetta II compito di rappresentare un punto di equilibrio tra libertà, mercato e protezione sociale diventando un punto di moderazione nella mediazione tra i poteri - militari, culturali, civili - ; il luogo di garanzia centrale per i diritti umani attraverso una consolidata tradizione critica; il luogo di produzione di una molteplicità compatibile e illuminata; il luogo di ri-equilibrio delle civiltà e culture. La comunicazione, come elemento chiave della democrazia a ogni livello, diventa peculiare in questo momento storico-politico più che mai. Essa é uno scambio trasparente di cultura, di valori, di contenuti a patto che ci sia disponibilità a raccogliere dall'esterno stimoli. giudizi e suggerimenti. Da una prospettiva meramente economico-aziendale le crescenti difficoltà che ogni impresa incontra nel suo tentativo dl essere e restare vincente sul mercato stanno conducendo verso una cultura favorevole ad una comunicazione 'M tutto campo", coordinata, coerente e trasparente. La comunicazione d'impresa nasce dall'esigenza delle aziende di far emergere la propria identità costruendo la propria reputazione, e per questo attiva la diffusione della cultura aziendale, dei valori di riferimento che le sono propri, delle sue potenzialità e della sua filosofia. L'efficacia della comunicazione presuppone il rispetto di alcune regole base, quali la trasparenza verso l'audience, la semplicità attraverso informazioni veritiere e comprensibili a tutti, la coerenza fra quanto si comunica e i comportamenti aziendali, il dialogo continuo con i portatori di interesse presso i quali creare un rapporto di fiducia con messaggi etici e responsabili. La comunicazione d'impresa è quindi attivata allo scopo di costruire relazioni con interlocutori diversi, vale a dire non soltanto quelli che popolano il mercato cui si offrono prodotti e servizi, bensì anche partner, influenzatori, giornalisti, istituzioni, dipendenti e fornitori. Essa non riguarda solo la pubblicità, non è solo informazione, non riguarda solo i prodotti e i servizi offerti ma tutta l'azienda. Essa è rivolta a creare o allargare il consenso nei confronti dell'azienda e dei suoi prodotti/servizi in ogni momento, anche e soprattutto nei momenti di crisi. Poche aziende possono oggi sfuggire alla necessità di instaurare un dialogo continuo - scambio di messaggi e informazioni - con i vari pubblici di riferimento - non intesi come spettatori passivi - che consenta di comunicare la propria identità, trasmettere il valore della propria cultura, assicurare il continuo rispetto dei propri valori. A causa del crescente livello di concorrenza in ogni mercato, oggi è sempre più difficile ignorare il contesto sociale ed economia), ovvero la rete di relazioni - interne ed esterne -che condizionano tutta l'attività aziendale. Sempre più spesso prodotti e servizi sono richiesti e acquistati non solo e non più in funzione della loro utilità intrinseca, bensì in funzione di optional, servizi accessori, qualità immateriali non facilmente percepibili, che solo la comunicazione d'impresa può veicolare. Si acquista un prodotto o un servizio anche per comunicare qualcosa di sé stessi, in particolare per l'adesione ai valori che risultano associati ad un determinato marchio (brand image), sia per una scelta consapevole e programmata dell'azienda sia per il riconoscimento da parte dei clienti. Si distingue un brand non soltanto in base alle caratteristiche specifiche intrinseche del prodotto cui è associato, bensì grazie all'insieme dei valori immateriali - la corporate image - che la comunicazione associa a tutti i prodotti di un'azienda. Ogni azione che influisce sulla corporate image condiziona anche il destino della brand image. La comunicazione d'impresa utilizza tre canali di comunicazione: quello delle relazioni pubbliche che si rivolgono ai decision maker, opinion leader e alle istituzioni; quello dell'ufficio stampa che in sinergia con quello della pubblicità, andrà ad influenzare la stampa, TV, Radio, Internet. Tutti questi intedocutori saranno a loro volta veicolo di trasmissione di informazioni verso i clienti e i consumatori. Spesso in secondo piano, la comunicazione interna acquista un ruolo di pari importanza di quella esterna ed è rivolta all'interno della realtà aziendale: dipendenti, fornitori ecc. Una buona relazione tra azienda e collaboratori è facilitata da una comunicazione aperta e ciò incide sulle performance d'impresa. Valorizzare la relazione con i propri collaboratori migliora il rendimento nel tempo, attira i talenti più capaci e contribuisce a fidelizzarli. Un'efficace comunicazione interna previene o evita i casi di spionaggio industriale. Attraverso le tecniche dell'ascolto è possibile identificare le fonti di insoddisfazione del personale. Il risultato della comunicazione interna dipende dalla coerenza tra realtà aziendale e quello che il top management comunica all'esterno sui cambiamenti delle strutture organizzative, sulle performance operative e sui progetti strategici per il futuro. Se quindi verso l'esterno l'azienda si rivolge all'opinione pubblica, a fornitori esterni, ai consumatori, agli opinion leader, ai concorrenti, verso l'interno I suoi interlocutori saranno i dipendenti, la forza vendita, i fornitori integrati. La dimensione e ìl ruolo della comunicazione sono intrinseci all'essere impresa e quindi alla -cultura" della stessa, in tutti quei tratti che ne connotano l'identità ma anche l'originalità e gli aspetti differenziali da qualsiasi altra.

 

Occorre esprimere la volontà di comunicare "bene", attraverso un piano strategico di comunicazione sostanziale capace di esprimere - nei fatti e nel racconto - comportamenti idonei a soddisfare le aspettative legittime dei differenti interlocutori, interni ed esterni. Il ruolo della comunicazione consiste dunque nel rendere possibile un dialogo aperto alle aspettative del contesto, all'ascolto delle ragioni e alle proposte delle parti in causa (azienda-collaboratori interni e azienda-influenzatesi esterni) determinando cosi - nella gestione -un incontro di posizioni dialettiche ma non contrapposte. Il processo che ne consegue è una compartecipazione responsabile capace di arricchire il percorso di miglioramento della cultura d'impresa con il contributo del collaboratori interni e dei diversi interlocutori esterni. Internamente, attraverso il processo virtuoso della condivisione strategica e della co-progettazione responsabile, utilizzando la comunicazione insieme alla formazione per contaminare verticalmente e trasversalmente l'organizzazione e stimolare i flussi di feedback. All'esterno, attraverso il coinvolgimento degli influenzatovi, e quindi per quanto possibile tutti i portatori d'interesse, quale che sia il titolo di relazione negoziale con l'impresa, in un rapporto di partnership. Per dimostrare - nella gestione - di saper cogliere e tentare di soddisfare, le loro ragioni, armonizzandole, credibilmente, con quelle dell'impresa. Per meglio rappresentare il concetto di "comunicazione d'impresa" e le sue implicazioni, è stata scelta l'analisi di un progetto di comunicazione integrata originale e innovativo, che ha preso avvio nel corso del 2003: quello per il lancio della nuova autovettura Ypsilon di casa Lancia. Un breve excursus sulle strategie di marketing poste in essere per l'occasione dall'azienda del gruppo Fiat è premessa necessaria quanto utile per capire ed apprezzare appieno la forza e la valenza del percorso di comunicazione adottato. Grande attenzione è stata rivolta all'individuazione del target cui riferire il prodotto ed il relativo posizionamento: le Young Edgy Women che Lancia ha identificato come referenti ideali erano prevalentemente giovani donne che si facevano notare, di status medio alto, trendy, innovatrici e consapevoli di quello che da un'auto si aspettavano. Fatta premessa che oggi il lusso è più o meno accessibile a tutti, era necessario creare e comunicare uno stile di vita, un'area di stile e di gusto cui fare riferimento. All'Italian Glamour degli anni '50 e '60, di cui il marchio automobilistico si faceva trionfale portavoce, ha attinto la strategia di marketing, partendo in altre parole da quei valori che già erano insiti nella natura del marchio e del prodotto Y per arrivare a individuare quei modelli in grado di essere condivisibili oggi dal target e che si rifacessero a un contesto di stile italiano sofisticato ed elitario. È stato così sviluppato il concetto "the Pleasure o( Sinning", inteso come concedersi ai piaceri della vita con autoindulgenza e talvolta anche con un pizzico di trasgressione. Il tema della seduzione è stato attivato dalla ricerca di prodotto che, più precisamente, si è concentrata sullo stile, sui materiali di prestigio e sulla personalizzazione, sul concetto di "concentrato di ammiraglia" e sulle peculiarità tecniche - caratteristiche coerenti nel dna di Lancia nel tempo. E, in linea con la strategia, il cambio manuale robotizzato DFN ("Dual Functlon") non poteva che essere rinominato "cambio Dolce Far Niente!" Anche la filosofia del pncing, pur garantendo un posizionamento alto, doveva "stuzzicare e tentare" l'utente di fascia inferiore a "fare il salto", proponendo l'auto come lusso accessibile. Anziché presentare prima la macchina e poi il mondo di cui essa faceva parte, Lancia ha scelto di far scoprire al suo target dapprima un mondo di valori e uno stile in cui riconoscersi o, comunque, desiderabile, e poi, per logica conseguenza, ha tatto scoprire che la summa di quei valori non poteva che essere rappresentata dalla nuova Ypsilon. In altre parole, con l'obiettivo di suscitare curiosità e interesse, creare coinvolgimento ed emozioni, al target sono stati proposti eventi esclusivi in località strategiche, in Italia e in Europa, che in molti casi hanno visto la partecipazione di personaggi legati alla moda e allo spettacolo. E la fase di start-up è stata dinamizzata con azioni di marketing virale - formula esclusiva quanto innovativa e ardita nei risultati che favorisce la circolazione spontanea e a catena di messaggi informativi sul prodotto, definibile addirittura, a detta di Lancia. "beyond the line" - che ha intensificato la capillarità di comunicazione ed ha contribuito ad accrescere la carica empatica "giocando" con messaggi curiosi, misteriosi ed ammiccanti Impressi su sfickers, calamite, bustine di zucchero, sottobicchieri, chiavi smarrite, stenti; e llip book. Un messaggio subliminale ad alto potenziale veicolato da migliaia di esemplari, sparsi ad arte in luoghi strategici in Italia e all'estero che ha raggiunto altrettanti interlocutori di riferimento accrescendo la loro curiosità e il loro desiderio verso qualcosa che pian piano si stava manifestando e che li stava seducendo e conducendo verso una realtà sempre meno ignota. La quintessenza del mondo Y è stata rappresentata fisicamente dalla casa di Miss Y. Circa 15.000 trendsetter milanesi hanno avuto per un lungo periodo la casella di posta elettronica e il cellulare intasati da curiosi messaggi di una sconosciuta mittente che si firmava Miss Y, cosi come da esclusivi inviti a feste glamour sparse per la città.

 

A questo punto la curiosità era alle stelle; la strategia di operazioni tesser posta in essere da Lancia raggiunse II suo climax con l'apertura della casa della fantomatica Miss Y La casa in vetrina affacciata su una delle vie alla moda di Milano, era un open space di 200 mq costituito da cucina, camera da letto, studio e soggiorno, ove un grande Mimmo Rotella originale "La magnifica preda" si contrapponeva a schernii al plasma dal sapore tecnologico; sparsi qua e là lidi di arredamento e di fotografia fino a raggiungere nella zona notte una maniacale, gratificante collezione di 100 scarpe e 200 abiti da sogno. Il garage, era la summa del mondo di Miss Y, pensata per chi ama circondarsi di prodotti distintivi ed esclusivi e per chi insegue la ricercatezza nell'estetica e nei contenuti tecnologici. E proprio qui stava l'aspetto più innovativo del progetto Ypsilon e cioè la nascita e il consolidamento della brand awareness di un marchio i cui "attributi fisici" non fossero immediatamente visibili. Infatti, l'autovettura sino ad allora non era ancora stata presentata ufficialmente al target, che, nel momento in cui ne entrò in contatto, non poteva che sentire di conoscerla già ed avere la sensazione che non fosse stato lui a cercare l'autovettura, ma che fosse stata la Ypsilon ad averlo scelto. La casa di Miss Y è stata il luogo di happening e di feste, nonché la sede dei principali incontri con i media. Lancia va dove c'è il target. In base a questo concetto, parte integrante della strategia di marketing, fondata sull'assunto che i consumi sono influenzati dalla moda. intesa come stile e abbigliamento, accanto alla casa di Miss Y, sono state analogamente ideate iniziative corna il Pink Party da Colette (Parigi) e The Ypsilon Lounge presso i magazzini Printemps sempre nella capitale francese. La strategia aziendale si era posta l'obiettivo di coinvolgere dapprima un target motto selezionato ed esclusivo, il cui vertice era rappresentato da opinion makers e stakeholders seguiti dall'universo delle giovani edgy women per poi raggiungere, in una fase seguente e successiva al lancio, una fascia di pubblico più allargata. L'intera azione di relazioni pubbliche doveva portare alla costruzione di un posizionamento credibile della nuova Ypsilon attraverso i media identificandola come la "Regina del Glamour", ovvero facendo vivere il prodotto, ma anche uno stile di vita attraverso azioni di relazione con i media sia specializzati che lifestyle, ed eventi mirati di prodotto. Fattore critico di successo di questa operazione sono state l'elevata percentuale di contatti (pari al 44% della popolazione italiana) e, soprattutto, presso le concessionarie, il 42% dei visitatori dichiarava di aver conosciuto la vettura prima che fossero attivate le relazioni con i media tradizionali per il lancio pubblicitario. Anche nell'ambito del above the line - pubblicità sui media, intesi come stampa, affissione, cinema, radio, TV - è stata introdotta una strategia innovativa, incentrata sulla personalizzazione del messaggio, che, puntando a una coerenza concettuale, è stato studiato ad hoc per garantire un approccio specifico verso i diversi media. In particolare, per quanto riguarda la stampa, la campagna è stata declinata da un punto di vista creativo con il linguaggio che ogni testata usa verso il proprio target. Sono stati realizzati un cortometraggio d'autore dal titolo "Affinità Elettive" (regia di Gabriele Muccino) da proiettare nelle sale cinematografiche, tre spot tv ed uno per la radio. In tutti i messaggi, un riferimento al °piacere di peccare" all'attenzione al proprio io, anche quando si volevano comunicare peculiarità tecniche della vettura. Innovativa è stata la capacità di Lancia di saper declinare i messaggi a seconda delle realtà commerciali-geografiche da raggiungere; in Italia, infatti, si doveva capitalizzare sull'immagine del precedente modello di Ypsilon, mentre in Europa era necessario costruirlo ex novo. Grande coerenza si legge nel linguaggio che ha caratterizzato di volta in volta le diverse iniziative in cui si è articolata la comunicazione. Dal logo - una Y dal segno morbido e sensuale -al payoff di campagna "Il piacere è tutto mio" e alla headline "Il vizio che ti mancava", alle dichiarazioni, alle immagini, alle location, alle musiche; tutto doveva magicamente ricondurre all'immaginario di quello stile di vita cosi ben individuato su cui puntava la strategia "the Pleasure of Sinning". L'innovazione ha riguardato anche la "comunicazione interna". Il focus classico sul prodotto è stato spostato sullo stile di vita e la forza vendite doveva recepire che si trovava di fronte ad un target nuovo e preciso. Bisognava quindi coinvolgerla in un mondo glamour e non prettamente automotive. Inoltre, il concetto di seduzione è stato applicato anche alla formazione, per trarre il massimo risultato attraverso un coinvolgimento entusiasta del vasto team. Finita la fase teaser, e avviata la fase di lancio del prodotto sui mercati, è stato creato, a Milano, uno spazio Ypsilon aperto al grande pubblico: un concept stese per sua stessa natura votato alla multiforme espressione artistica del sé, uno spazio vivo da cui traspirassero idee e suggestioni, un focolaio di creatività in movimento perpetuo, un ambiente che fungesse da grande salotto in cui ricevere il pubblico e dove il pubblico trovasse piacere nell'essere accolto. Corsocomol4 si propone oggi come un trionfo del senso del bello: cornici In gesso, lampade di design ispirate a forme classiche, imbottiti capitonné evocano un'eleganza svincolata dall'esasperante transitorietà delle mode. g uno spazio dedicato alla beauty e al wellness in un clima amniotico di ozio creativo; è mediateca munitemi che celebra il trionfo dell'autointrattenimento che profuma di cultura e di innovazione. Uno spazio di piacere, in cui coccolarsi e assaporare i piaceri della vita, in perfetta sintonia con la strategia suggerita da questa brillante iniziativa.

 
Silvia Rizzi

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