«My son bumped into a vase and broke it.»
Advertising History Ten years ago, advertising executive Jean Etienne Aebi and the communications team at Mobiliar collaborated to create the campaign featuring damage reports on graph paper. A tribute.
Advertising History Ten years ago, advertising executive Jean Etienne Aebi and the communications team at Mobiliar collaborated to create the campaign featuring damage reports on graph paper. A tribute.
It just keeps going and going and going—Mobiliar’s campaign featuring the damage sketches. Its launch in 1997 marked a radical break with the insurance company’s previous advertising strategies. «Mobiliar keeps people safe» was the slogan in the 1970s and 1980s. Back then, they relied heavily on testimonials, recalls Marco Fioroni, the long-time head of advertising, marketing, and communications at Mobiliar Insurance: «In the ads, we had customers talk about their positive claims experiences.» This helped distinguish the insurer—founded in 1823 and still organized as a cooperative today—whose portfolio includes home, auto, business, personal, and life insurance. But more and more companies were discovering the power of testimonials. Whether for laundry detergent, cat food, or beauty creams, advertising campaigns were increasingly filled with testimonials from enthusiastic customers—it was time for Mobiliar to come up with a new advertising concept.
The focus was now on prevention. «So you don’t end up sliding down the valley on a sled,» was the warning to skiers. The «brilliant tips on thunderstorms» followed the same line of thinking. Each ad featured a photo along with text offering sound advice. Mobiliar initially worked with the advertising agency Lintas, then with Lesch + Frei, but another change of direction with a new agency was in the air.
A Breakthrough with Star Copywriter Jean Etienne Aebi This time, the insurance company did not want to hold a competitive pitch; instead, in 1997, it approached the Aebi Strebel agency, which had earned acclaim for several campaigns led by creative director Jean Etienne Aebi and strategy director Diana Strebel.
During a workshop, participants pinned all the available European insurance advertising campaigns to display boards and looked for inspiration. Most of the campaigns featured beaming people who could just as easily have been promoting chocolate bars or a vacation destination.
But Mobiliar wanted a Unique Advertising Proposition (UAP)—a hook that would set it completely apart from its competitors. During brainstorming sessions with Aebi, the team came up with the idea of using customers« damage reports—often illustrated with sketches—which frequently provide unintentional humor: »My son bumped into a vase and broke it.« What started as a concept that was initially a bit hard to grasp quickly evolved into an original campaign that has now been running for ten years. The first ads were still photographed, but soon the company began consistently using the damage sketches, which can be utilized in print, in movie theaters, and on promotional items. Fioroni: »No matter what happens to our customers, we help them out of a bind promptly and without hassle—that’s our message.”
Checkered Paper as a Co-Brand The checkered paper on which the stick figures appear has become a sort of co-brand for Mobiliar. The Hamburg-based creative studio Little Green Bag creates the animations of the damage sketches on the computer.
The endless stream of ideas also has its pitfalls, admits the head of communications; ideas alone aren’t enough—they must involve potential insurance claims, so every topic must be approved by insurance experts. A dozen small and large-scale disasters are launched each year, and exceptionally good ideas are sometimes revived as «remakes» and posted on billboards once again.
The response has been overwhelming; hardly a day goes by without requests for posters, ads, or movie theater spots. Often, as in the campaign, they are addressed with «Dear Mobiliar.» Educators use the commercials for teaching purposes, and the cards are sent to friends as a joke or shared online. «We’re not using this to advertise products,» explains Fioroni. «The goal is to position Mobiliar as a likable insurance company that’s close to its customers in as many areas as possible.»
A nearly seamless transition to Wirz: The Aebi & Strebel agency was acquired by Publicis Farner in 1998, shortly after the campaign was created, and Etienne Aebi and Diana Strebel joined the executive board. The campaign continued successfully in the same style. Two years ago, Zurich Insurance’s advertising budget shifted to Publicis; Mobiliar did not want to be in the same advertising boat as its competitors and sought a new agency. Wirz was chosen. Jean Etienne Aebi stepped down from Publicis’s executive board and continues to work for Mobiliar as a consultant. «He was the guardian of the campaign,» says Fioroni. «He helped bring the new agency up to the desired standard. The project continued to develop very well, and everyone benefited.»
What appears simple is, for each individual design, the result of an intensive process. The drawings must not appear too perfect, nor too primitive; the goal is to distill the message down to its essence. The bar is set high; every design is judged against what has been shown so far. Wirz’s graphic design team, led by Matthias Freuler, develops two campaign sets each year. In addition, they create sketches related to events such as the Engadin Marathon, August 1, or the Street Parade. One of the strengths of this campaign is that it also offers the opportunity to capitalize on current events. Creating the sketches requires tact. Fioroni: «We avoid showing accidents involving seriously injured people just as much as we avoid sexist stories. We want a human touch, not biting satire.»
Countercyclical Media Planning: Mobiliar’s media planning is countercyclical; that is, campaigns begin in early January, when advertising pressure on the market is less intense and attention levels are higher. Mobiliar also runs ads in the summer, despite the common misconception that everyone in Switzerland is abroad—a notion that market research has long since disproved. During the vacation season, the insurance company advertises primarily with large F12-format posters at train stations.
The Mediafokus tool, which the insurance company developed in collaboration with McKinsey, tracks brands, key metrics, and drivers (MKT). The tool shows that Mobiliar is very well positioned in the market, that its advertising is effective, and that the financial investment is paying off. In an analysis by M&K Marketingmall, the campaign achieved very high scores, including the maximum score for the «Communication of Benefits» criterion and a top score in the «Interchangeability/Uniqueness» category.
One in three households in Switzerland is already a customer—and thus also a member of the cooperative. The campaign, which has been successful for a decade now, reinforces Mobiliar’s image as a friendly, competent, and helpful insurance company. When it comes to print media, the insurance company prefers Sunday newspapers—because they attract higher average readership—as well as selected consumer magazines.
However, the main medium is television during prime time. The campaign has already won two Lions at Cannes, as Mobiliar brings a sense of wonder and cheer to the big screen with its extremely minimalist black-and-white episodes. Wirz and Fraefel Productions are producing the filmed «Liebe Mobiliar» damage reports for television and the comparatively low-cost animated stick figures for the big screen.
«Also suitable for local Mobiliar agencies.» «This ad campaign has been so well received that we’re constantly getting positive feedback on the new ads,» explains Alfred Guggenbühl, who has headed the Mobiliar general agency in Liestal, Basel-Landschaft, for fifteen years. For seventy years, a member of the Guggenbühl family has run the agency—founded in 1928—in the capital of the canton of Basel-Landschaft. Guggenbühl still remembers the days when each agency did whatever it wanted when it came to advertising: «Back then, there were red, green, or orange ads as they saw fit—a free-for-all without the strong national impact we see today.» The approximately 70 general agencies and dozens of branch offices can also use the stick-figure designs for local advertising, but they must pay for them themselves. Events like Carnival or a trade show can serve as a hook for the Liestal general agency, but there’s no room for advertising excesses, as the parent company’s graphic guidelines are strict. «The goodwill generated by this advertising shows customers that we provide assistance in a friendly manner,» Guggenbühl notes, “but the advertising would ultimately be useless if we didn’t deliver on our promises.”
New Media and Cross-Media Are Gaining Importance. The budget for Mobiliar’s overall communications is «well under 10 million francs,» says Fioroni, head of advertising and marketing. This budget covers marketing communications, print advertising, posters, direct marketing, TV, movie theaters, and the Internet. New media and cross-media are becoming increasingly important, making the advertising agency’s job more challenging and complex. And the stick figures appear across all these channels as well. During meetings with the agency, the strategist is always present alongside the creative team. Also involved are direct marketing professionals, media agencies such as OMD, Media Schneider, and Mediaxis, as well as online agencies specializing in the internet and intranet.
The marketing department is increasingly involved in integrated projects that encompass market research, e-services, and multichannel capabilities. Today’s customers have a wide variety of channels through which to contact the company. The cartoons featuring sketches of damage can be ordered as postcards or shared with friends online—the same is true for the TV spots. The consistently positive response demonstrates the image-building power of this campaign. A German tourist recently sent an email to the headquarters in Bern, saying he enjoys visiting Switzerland for two reasons. First, it’s a beautiful vacation destination. And: «I always look forward to seeing the new line drawings from Mobiliar at the train stations.»
It just keeps going and going and going—Mobiliar’s campaign featuring the damage sketches. Its launch in 1997 marked a radical break with the insurance company’s previous advertising strategies. «Mobiliar keeps people safe» was the slogan in the 1970s and 1980s. Back then, they relied heavily on testimonials, recalls Marco Fioroni, the long-time head of advertising, marketing, and communications at Mobiliar Insurance: «In the ads, we had customers talk about their positive claims experiences.» This helped distinguish the insurer—founded in 1823 and still organized as a cooperative today—whose portfolio includes home, auto, business, personal, and life insurance. But more and more companies were discovering the power of testimonials. Whether for laundry detergent, cat food, or beauty creams, advertising campaigns were increasingly filled with testimonials from enthusiastic customers—it was time for Mobiliar to come up with a new advertising concept.
The focus was now on prevention. «So you don’t end up sliding down the valley on a sled,» was the warning to skiers. The «brilliant tips on thunderstorms» followed the same line of thinking. Each ad featured a photo along with text offering sound advice. Mobiliar initially worked with the advertising agency Lintas, then with Lesch + Frei, but another change of direction with a new agency was in the air.
A Breakthrough with Star Copywriter Jean Etienne Aebi This time, the insurance company did not want to hold a competitive pitch; instead, in 1997, it approached the Aebi Strebel agency, which had earned acclaim for several campaigns led by creative director Jean Etienne Aebi and strategy director Diana Strebel.
During a workshop, participants pinned all the available European insurance advertising campaigns to display boards and looked for inspiration. Most of the campaigns featured beaming people who could just as easily have been promoting chocolate bars or a vacation destination.
But Mobiliar wanted a Unique Advertising Proposition (UAP)—a hook that would set it completely apart from its competitors. During brainstorming sessions with Aebi, the team came up with the idea of using customers« damage reports—often illustrated with sketches—which frequently provide unintentional humor: »My son bumped into a vase and broke it.« What started as a concept that was initially a bit hard to grasp quickly evolved into an original campaign that has now been running for ten years. The first ads were still photographed, but soon the company began consistently using the damage sketches, which can be utilized in print, in movie theaters, and on promotional items. Fioroni: »No matter what happens to our customers, we help them out of a bind promptly and without hassle—that’s our message.”
Checkered Paper as a Co-Brand The checkered paper on which the stick figures appear has become a sort of co-brand for Mobiliar. The Hamburg-based creative studio Little Green Bag creates the animations of the damage sketches on the computer.
The endless stream of ideas also has its pitfalls, admits the head of communications; ideas alone aren’t enough—they must involve potential insurance claims, so every topic must be approved by insurance experts. A dozen small and large-scale disasters are launched each year, and exceptionally good ideas are sometimes revived as «remakes» and posted on billboards once again.
The response has been overwhelming; hardly a day goes by without requests for posters, ads, or movie theater spots. Often, as in the campaign, they are addressed with «Dear Mobiliar.» Educators use the commercials for teaching purposes, and the cards are sent to friends as a joke or shared online. «We’re not using this to advertise products,» explains Fioroni. «The goal is to position Mobiliar as a likable insurance company that’s close to its customers in as many areas as possible.»
A nearly seamless transition to Wirz: The Aebi & Strebel agency was acquired by Publicis Farner in 1998, shortly after the campaign was created, and Etienne Aebi and Diana Strebel joined the executive board. The campaign continued successfully in the same style. Two years ago, Zurich Insurance’s advertising budget shifted to Publicis; Mobiliar did not want to be in the same advertising boat as its competitors and sought a new agency. Wirz was chosen. Jean Etienne Aebi stepped down from Publicis’s executive board and continues to work for Mobiliar as a consultant. «He was the guardian of the campaign,» says Fioroni. «He helped bring the new agency up to the desired standard. The project continued to develop very well, and everyone benefited.»
What appears simple is, for each individual design, the result of an intensive process. The drawings must not appear too perfect, nor too primitive; the goal is to distill the message down to its essence. The bar is set high; every design is judged against what has been shown so far. Wirz’s graphic design team, led by Matthias Freuler, develops two campaign sets each year. In addition, they create sketches related to events such as the Engadin Marathon, August 1, or the Street Parade. One of the strengths of this campaign is that it also offers the opportunity to capitalize on current events. Creating the sketches requires tact. Fioroni: «We avoid showing accidents involving seriously injured people just as much as we avoid sexist stories. We want a human touch, not biting satire.»
Countercyclical Media Planning: Mobiliar’s media planning is countercyclical; that is, campaigns begin in early January, when advertising pressure on the market is less intense and attention levels are higher. Mobiliar also runs ads in the summer, despite the common misconception that everyone in Switzerland is abroad—a notion that market research has long since disproved. During the vacation season, the insurance company advertises primarily with large F12-format posters at train stations.
The Mediafokus tool, which the insurance company developed in collaboration with McKinsey, tracks brands, key metrics, and drivers (MKT). The tool shows that Mobiliar is very well positioned in the market, that its advertising is effective, and that the financial investment is paying off. In an analysis by M&K Marketingmall, the campaign achieved very high scores, including the maximum score for the «Communication of Benefits» criterion and a top score in the «Interchangeability/Uniqueness» category.
One in three households in Switzerland is already a customer—and thus also a member of the cooperative. The campaign, which has been successful for a decade now, reinforces Mobiliar’s image as a friendly, competent, and helpful insurance company. When it comes to print media, the insurance company prefers Sunday newspapers—because they attract higher average readership—as well as selected consumer magazines.
However, the main medium is television during prime time. The campaign has already won two Lions at Cannes, as Mobiliar brings a sense of wonder and cheer to the big screen with its extremely minimalist black-and-white episodes. Wirz and Fraefel Productions are producing the filmed «Liebe Mobiliar» damage reports for television and the comparatively low-cost animated stick figures for the big screen.
«Also suitable for local Mobiliar agencies.» «This ad campaign has been so well received that we’re constantly getting positive feedback on the new ads,» explains Alfred Guggenbühl, who has headed the Mobiliar general agency in Liestal, Basel-Landschaft, for fifteen years. For seventy years, a member of the Guggenbühl family has run the agency—founded in 1928—in the capital of the canton of Basel-Landschaft. Guggenbühl still remembers the days when each agency did whatever it wanted when it came to advertising: «Back then, there were red, green, or orange ads as they saw fit—a free-for-all without the strong national impact we see today.» The approximately 70 general agencies and dozens of branch offices can also use the stick-figure designs for local advertising, but they must pay for them themselves. Events like Carnival or a trade show can serve as a hook for the Liestal general agency, but there’s no room for advertising excesses, as the parent company’s graphic guidelines are strict. «The goodwill generated by this advertising shows customers that we provide assistance in a friendly manner,» Guggenbühl notes, “but the advertising would ultimately be useless if we didn’t deliver on our promises.”
New Media and Cross-Media Are Gaining Importance. The budget for Mobiliar’s overall communications is «well under 10 million francs,» says Fioroni, head of advertising and marketing. This budget covers marketing communications, print advertising, posters, direct marketing, TV, movie theaters, and the Internet. New media and cross-media are becoming increasingly important, making the advertising agency’s job more challenging and complex. And the stick figures appear across all these channels as well. During meetings with the agency, the strategist is always present alongside the creative team. Also involved are direct marketing professionals, media agencies such as OMD, Media Schneider, and Mediaxis, as well as online agencies specializing in the internet and intranet.
The marketing department is increasingly involved in integrated projects that encompass market research, e-services, and multichannel capabilities. Today’s customers have a wide variety of channels through which to contact the company. The cartoons featuring sketches of damage can be ordered as postcards or shared with friends online—the same is true for the TV spots. The consistently positive response demonstrates the image-building power of this campaign. A German tourist recently sent an email to the headquarters in Bern, saying he enjoys visiting Switzerland for two reasons. First, it’s a beautiful vacation destination. And: «I always look forward to seeing the new line drawings from Mobiliar at the train stations.»
Werner Catrina
