In June, Daniel Brüngger, the former CEO of Lowe Direct and Tequila, founded his own dialog agency. Now the former Fisch.Meier.Direkt CD Remo Bachmann joins him. The agency has already been renamed Brüngger Bachmann Dialog AG. In an interview, the two provide information about the start-up phase, dealing with declining acceptance for dialog marketing and the disadvantages of agency networks. Werbewoche: Remo Bachmann, you are a new partner of Brüngger Dialog. The agency is therefore being renamed Brüngger Bachmann Dialog AG. But the company was already founded in June - haven't you now missed the most important months? Remo Bachmann: No, it was clear from the beginning that I would join. Now is the earliest possible date after my resignation from Fisch.Meier.Direkt. Of course, I would have liked to start at the new location the day after my resignation, but that was not possible. I'm now responsible for the creative side in our new agency, and the creative side often comes into its own in a second step on a job anyway. We have to be able to build on foundations. I am very grateful to Daniel Brüngger for this preliminary work. Daniel Brüngger: Remo and I have been in contact at least every other day over the past few months. In this sense, he is already well informed about what is happening. I by no means wanted to put on a "one-man show" as an agency. After all, I wasn't alone from the start; I started out with a team of four people. Now we complement each other well: Remo Bachmann as a creative, me as a consultant. When I first set up my own business years ago, we were two consultants - a less favorable constellation. Aren't you afraid that the market will react with uncertainty if you change the name of the agency after only a few months?Brüngger: No, we have a manageable client base, to whom we communicated from the beginning that Remo Bachmann would be joining us in October. If one or the other advertiser is upset about the name change, I can live with that. The advertising industry thrives on change. Mr. Bachmann, why did you leave your post as CD at Fisch.Meier to start all over again?Bachmann: I wanted to get back to the front and feel the customers. It appeals to me to be less busy with administration, but to work directly on the mandates. Mr. Brüngger, in June you said that you were in negotiations with a third partner. What happened?Brüngger: The negotiations turned out to be very unsatisfactory. We then broke off the exercise. Do we really need another dialog agency?Brüngger: Yes! The existing ones are not very sexy in my eyes. At one competitor, the CEO and CD are leaving the agency, and a formerly really attractive specialist agency is no longer just on the upswing. There needs to be a counterweight here. We want to be an agency that has a good groove. And our goal is to get to the top in a short time. The agency has been in existence since the end of June - how is it going so far?Brüngger: Sensational so far. We've won three or four nice mandates that we didn't expect to get. The latest Growth Value Opportunities account came to us like the virgin to the child. We were able to win a total of seven clients. A big story for us is the positioning of a new product in the cosmetics-related sector, which a Swiss company will be launching in spring 2008 - also in Germany.How many pitches did you take part in? Brüngger: Only two, at the moment we hope to get into a third one. The pre-selection is currently underway, and next week we will know whether we are on the shortlist. Do you have expansion plans?Brüngger: Yes, we will hire more people in the medium term. But first we have to win more customers. We also work with freelancers. But we don't want just anyone, we want the best. For one of our orders, the starting task was a new corporate design, for which we brought in a former "senior" from Interbrand Zintzmeyer & Lux. But we certainly won't hide our freelancers. There are agencies that work with many freelancers, but pretend to the outside world that they are a one-man show. That's not how it works for us. At present, everyone in the advertising industry is talking about interdisciplinary work - with a dialog agency, you're doing just the opposite and focusing on a single field.Bachmann: We view the idea of a single field with skepticism. In my eyes, dialog is not a discipline, but an attitude. Dialog will probably be the advertising of the future, but it is not limited to sending letters - dialog can also take place via a poster. We will also use and develop new dialog media.Brüngger: We are certainly not a mailing factory. We distinguish between business-to-business and business-to-consumer. In B2B, we want to offer everything; in B2C, we want to be seen as the agency that is able to offer a customer relationship management system or a card club - dialog-oriented offers, that is. The response to dialog marketing is declining: the number of stop stickers on mailboxes is growing, there are efforts to limit telemarketing. How do you counter this? Brüngger: By engaging in creative dialog. There are indeed enough black sheep, and I also hate it when someone calls me at home at 7:30 in the evening to sell a product and then I have to justify why I simply don't feel like it. I don't have a stop sticker on my mailbox for professional reasons, but a lot of garbage is actually sent out. We want to achieve clever market impact using dialog, so this form also finds acceptance. Bachmann: Dialog advertising is no longer just about selling products. We communicate brand values. Today, dialog is a relevant and undisputed image factor. Don't you miss having a large network behind you?Bachmann: No. With network agencies, it's often the case that they do 80 percent network assignments and 20 percent local mandates. In dialog marketing, it's the other way around: you have to do business locally. In addition, network agencies often have little self-determination - there are so many regulations and agreements. In return, they get security. But especially for the creative side, which I represent, working in network agencies is often not satisfying - you simply implement international campaigns. Brüngger: I don't think dialog agencies gain much from network membership - except for fees. As an outsider, it seems to me that even the big DM agencies don't benefit much from the network. Mr. Brüngger, why did you leave Tequila after only a short time?Brüngger: Before that, I was with Lowe; their network closed about 50 agencies worldwide. I then moved to TBWA's Tequila agency, where CEO Markus Pekeler disappeared virtually overnight. We then got a new head of Europe - let's just say I wouldn't have gone on vacation with him. I felt the need to do something more clever than just holding out. That's why I decided to make a fresh start, even if it meant a different salary base for the first few years. My wife said at the time: "Dani, make sure you're happy again. Remo Bachmann and I, we both had to put up with a lot in our time in the advertising industry so far - now we want to do what we feel like doing, what we enjoy doing and what we believe is good for us. When you launched your agency, you said that you didn't want to offer everything, but only what you were good at. Does this motto get you to the top, where you apparently want to be?Bachmann: You can only reach the top with this motto! Everything else dilutes the positioning and distracts from the core service.picture above:
Left Daniel Brüngger , right Remo Bachmann
Picture below f.l.t.r.
Liv Bianchet, Manuela Eigenmann, Remo Bachmann, Daniel Brüngger, Noëmi Fretz
Interview: Carole Scheidegger
The Brüngger Dialog team (from left to right): Liv Bianchet, Manuela Eigenmann, Remo Bachmann, Daniel Brüngger and Noëmi Fretz.