In 1999, it launched the Centurion card, by invitation only, to its highest-spending and biggest-earning customers. By doing this it frosted a sense of exclusivity.
To qualify for the Black Amex, customers must spend about pounds 100,000 a year on their existing Amex, have a perfect credit record and travel extensively. If the member is offered the card and agrees to pay the annual pounds 650 fee, they receive the titanium card in a mahogany box. The additional benefits of the Black Amex are almost as legendary as the card itself. Aside from an unlimited credit limit, cardholders can enjoy a complimentary business-class ticket for their partner whenever they fly, a personal 24-hour concierge service, free personal shoppers in many of the world's major department stores and additional free nights of accommodation at top hotels - simply by paying with their cool black card.
The card has, not surprisingly, attracted a stellar membership Celebrities such as Nelly, Jay-Z and Paris Hilton have all recently name-checked the card in music and film. Kanye West even included his experiences with the card in a recent song: 'She was like, 'Oh my God, is that a black card?' I turned around and replied 'Why yes, but I prefer the term African American Express'. Most marketers can only dream of this kind of celebrity endorsement and buzz.
But the Black Amex's ongoing success depends on it maintaining its ultra-exclusive membership and secretive profile. If the card becomes ubiquitous, it risks losing its target market and the partner companies that offer freebies in return for access to the world's elite customers.
A direct marketing blunder last year saw a top-secret mailing sent to 250,000 regular Amex customers, rather than the 10,000 Black Card holders it was intended for.
Mass Marketing
It recently featured in the most mass-marketing vehicle of all - a Bond product placement. When Daniel Craig's Bond checks into The Ocean Club in Casino Royale he pays for his room with his Black card. Hence, co-create your brand by collaborating with your consumers.
On the other hand, take the British Airways Black Card for example. BA has three tiers in its frequent-flyer programme: blue, silver and gold. But above gold, and in utmost complete secrecy, there is also a black card, reserved for the 200 customers BA deems to have 'status'. If you are the chief executive of a firm whose employees fly a lot with BA, a key member of parliament or a super-celebrity, the card is yours. Owning the BA black card means you no longer need to worry about customs or seat reservations; you will be whisked straight to First Class. The greatest weakness of the card was that most people did not know it existed. It was purely a card with no pre-seeding, and myth building efforts, and therefore, none of its buzz.
For more details refer,
Comments (4)
david said
at 6:30 pm on Feb 15, 2007
I think Amex Open is a great example. Look at www.open.com
david said
at 6:30 pm on Feb 15, 2007
I'm not sure - how was this brand hijacked?
Diane said
at 4:29 pm on Feb 25, 2007
You got me on this one! I couldn't find anything talking about the roaring success of AMO - why don't they have a media section on open.com so we can read press releases and company info? So I couldn't find why it was hijacked, but if it's become successful, it's most likely because it's easy to apply for, it offers rewards back (we love rewards!), 24/7 customer support which small businesses need. It looks like they must have listened to small business owners and tailored this program around what their target market needed. But how it was hijacked, I'm not sure about that. Can you give us a hint?
kate said
at 5:50 pm on Mar 21, 2007
speaking of hijaked...check this out (posted today on boingboing) McDonalds is working to take 'McJobs' out of the dictionairy...
http://www.boingboing.net/2007/03/21/mcdonalds_take_mcjob.html
You don't have permission to comment on this page.