At Sharm el-Sheikh, a resort town on the Red Sea known for
hosting Middle East peace conferences, a cadre of top advertising
and marketing executives gathered last week, including Unilever CEO
Paul Polman; GE Chairman-CEO Jeffrey Immelt; Coca-Cola International
President Ahmet Bozer and WPP CEO Martin Sorrell. The subject was
economic development in Egypt.
With so much turmoil in the Middle East, it's easy to dismiss
the region as a no-go zone for business. But the headlines obscure
nascent economic momentum in Egypt, which has about 90 million
people and, as the Egypt the Future conference aimed to point out,
significant growth potential for many brands.
Ahmed Nazmy, marketing chief for Coke in Egypt
"Egypt is the heart of the Middle East," said Ahmed Nazmy, head
of marketing for Coca-Cola's Egypt franchise. "If you want to tap
into the Middle East and North Africa, you've got to have Egypt.
Egypt is the biggest single country from a population perspective
[in the region] and hence it has strategic importance because of
political, economic and social reasons."
The government is aggressively seeking investments, netting more
than $36 billion in deals at the summit at Sharm el-Skeikh. But not
all marketers will be comfortable with the government's approach.
Egyptian President Abdel Fattah el-Sisi has said rights such as
freedom of speech and protest must take a backseat to ensuring that
all Egyptians have essentials like food and water. Foreign Policy
quipped in a headline: "Egypt to Investors: Autocratic Government
Means We're Safe for Business."
It's been four years since the 2011 revolution that ousted
autocratic leader President Hosni Mubarak, and the country has been
battered economically in the turmoil that followed. Ad Age looked at Egypt's ad industry in a front-page
story right after the revolution. At the time, as ads began
trickling back, there was hope for change among agency execs like
Ali Ali, who created ads for Coke that helped the marketer win the
Advertiser of the Year trophy at a Middle East ad festival.
Ali Ali hangs around set of Vodafone shoot in Romania
Then media spending plunged 40% in 2011 to $314 million and has
yet to fully recover, according to statistics from eMarketer. Mr. Ali had to shutter his
boutique, Elephant Cairo, as the economy collapsed; after a stint
at DDB Berlin, he is directing commercials
around the world. In 2013, only one of Egypt's 10 biggest
advertisers increased ad spending, and seven of the top 10 slashed
their spending by double digits, including PepsiCo, Coca-Cola,
Vodafone and Samsung
Electronics, according to Ad Age's DataCenter.
Insider Tips:
How
to Win in Egypt
Be entertaining
"Marketers need to be very aware they are not competing against
brands and they are not competing against ads," said Mai Azmy,
managing director of JWT
Cairo. "Egyptians are becoming very exposed [to clutter] and
they're looking for entertainment." For example, JWT Entertainment
created Abla Fahita, a gossipy puppet known for quirky quips on
social media who has 2.1 million Facebook followers. The puppet
skyrocketed to fame in an absurd turn of events when Egyptian
prosecutors investigated the puppet last year on terrorism charges
related to a Vodafone ad. The video ad showed the puppet searching
for her deceased husband's SIM card with the aid of a sniffer dog
in a mall. Youth activist Ahmed Spider, convinced that the dog and
the mall referred to a bomb plot, filed a complaint with Egypt's
prosecutor general, leading Vodafone executives to be
questioned.
Win the youth market
With 65% of Egyptians under 30, now is the time for brands to
capture their hearts and wallets. "We have young generations who
can consume any kind of food and beverage, [they're] not caring
about their health yet," said Ahmed Nazmy, head of marketing for
Coca-Cola's Egypt franchise.
Use humor, darkly
Creative Ali Ali recalls an ad he made for Bawadi sesame spread
featuring a man with a bomb strapped to his chest. "There's no
country in the world that would approve this," he said. "But you
get away with that in Egypt. We have a sense of humor, we know it's
a joke and the audience knows it's a joke. Not only are these ads
signed off by clients, they're also well received." —ANITA
CHANG BEATTIE
But marketers haven't given up. Last year Coca-Cola announced a
$500 million investment and two new factories. Food is a
fast-growing sector in Egypt, and Nestlé in January pledged
about $138 million over the next few years. Procter & Gamble's
general manager and VP for the Near East, Mohamed Sultan, recently
told Reuters he expects Egypt's economic growth to rebound within
three years to 5% to 7% annually. The country's gross domestic
product grew 5.6% in the first half of its 2014-15 fiscal year,
which began in July, vs. 1.25% in the same period a year earlier,
Reuters reported earlier this month.
Even Victoria's Secret is opening in Egypt. Two outlets, in
malls popular with well-to-do Egyptians, "will feature a wide
assortment of the beautiful and feminine lingerie collections that
Victoria's Secret is known for," as well as fragrances and
body-care products, according to a statement from M.H. Alshaya, the
Kuwait-based company bringing the Victoria's Secret franchise to
Egypt.
When it comes to marketing, the lasting impact of the revolution
-- which was driven by social media -- is that consumers are much
more aware and connected. Mobile phone penetration in Egypt is more
than 120% (some people own two) and 85% of adults spend time
online, according to eMarketer statistics.
Egyptian consumers are "very exposed, they've seen everything,
they know everything. And you can't really fool them. If you try to
be a smartass, you won't succeed. They'll see through you," said
Hesham Ellabban, founder of three-year-old shop Kairo, named
independent agency of the year at the 2014 Dubai Lynx, the Cannes
Lions' ad festival for the Middle East.
Coke's Mr. Nazmy warned that marketing in Egypt should steer
clear of the divisive topics of politics and religion. But the best
communication taps into deep insights and social tensions, he said,
and it's a fine line to walk. Coke has had success with its
"cultural leadership" marketing that has come out since the
revolution, touching on the country's prevailing mood and urging
unity.
For example, Coke launched a "Crazy for Good" campaign during a
time of acute tension in 2013 under Egypt's first democratically
elected president, Mohamed Morsi of the Muslim Brotherhood. The
message: "If in today's world being kind to others is considered
crazy … then let's all go crazy!" Across various platforms,
Coke highlighted random acts of kindness in Egyptian society, then
urged fans to perform their own and share on social media. Other
related marketing included a music video, college campus events and
celebrity involvement.
The chaos of Egypt -- taxis and donkeys jostling for road space,
unreliable electricity, Egyptians' loose definition of punctuality
-- can be overwhelming. But the cacophony can also inspire the best
work, said Mr. Ali, the agency exec who now directs commericals.
"All the havoc you see in Egyptian streets, when brought to
advertising and the creative process, is a great thing. Some of the
best ads in the world come from a very messy process."