Five Reasons for a Delta/AT&T cobrand

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If you’re a business traveler who spends any appreciable time traveling, you understand the typical challenges: commercial transportation, even in its most streamlined forms, can be a lot of work. Especially if you’ve got a lot of work to do while you travel.

Some commercial carriers now offer wi-fi as a feature of their offerings. In particular, Delta Airlines touts that they proudly offer wi-fi on all flights (with a few restrictions based on the aircraft used on certain legs.)

Unfortunately, the wi-fi offered is painfully slow and doesn’t perform in any manner even remotely resembling acceptable. In some cases, the wi-fi isn’t available at all. This is especially infuriating on longer flights – like New York to Seattle, for instance – when you hope to strike several items from your to-do list, and make those hours productive.

We understand why Delta would offer wi-fi (through a fulfillment partner Gogo Inflight) services. It’s a great way to differentiate from competitors, and it gives the brand another feature to promote to consumers. And not just about targeting business travelers – even today’s average non-business traveler is in need of good wi-fi.

But when Delta can’t deliver on even the most basic version of that promise, they are losing esteem in the minds of their consumers, (this one included,) and thereby damaging their brand in the process.

This is a perfect market condition for a cobranding opportunity. If Delta dumps Gogo and partners with AT&T to deliver on an important and desirable brand feature, everybody wins. Let’s explore how.

Here’s loosely how it works: AT&T wires up all Delta flights with soon-to-be-ubiquitous 5G broadband wireless (serious network capability that’s actually really fast even when everyone is connected,) and now that they own it, AT&T can even deploy their DirecTV service into the flights where there are screens on the seats.  Great way to preview the new network, and better way to innovate (since you’d have to be creative with how to get good-sized beacons into typically tight spaces with the rest of the avionics configuration) on the installation.

What might happen in such an arrangement? The answers are five good reasons Delta and AT&T should cobrand:

  1. Consumers would enjoy a far better, far more productive online experience while flying Delta. If you’ve ever had to deal with slow or spotty wi-fi, you know how frustrating it can be. Smooth and fast connectivity that allows business people to connect to emails or shared docs and enables kids to stream movies would simply make for a stronger overall experience while flying Delta.
  2. Those consumers would form positive brand impressions about both Delta and AT&T. Smooth flights with lots of productive connectivity and streamed entertainment options that are delivered without incident looks good on both brands. This is especially true for AT&T, who is in a near-constant dogfight with Verizon for perceptual wireless network preference.
  3. Delta gets to deliver a category differentiating benefit at no carried or additional operational costs. Without assuming massive operational dollars to implement this arrangement, Delta would leapfrog its competitors with this feature. Sure, JetBlue has in-flight entertainment (ironically delivered by DirecTV,) and sometimes wi-fi, but a fully thought-out super high speed network for everyone to share would help the brand stand apart from its national rivals like United and American in a meaningful – consumers actually desire this feature – and powerful way.
  4. Although AT&T would assume the operational costs of outfitting every Delta jet with their hardware, the brand would receive (basically) free exposure to Delta’s 180 million yearly passengers. Yup I said 180 million. That’s a lot of top-of-the-funnel preference for nearly all of AT&T’s business units built around the network. If they want to beat Verizon’s brains in, getting in front of 180 million passengers and basically making their travel day is a really fine way to start. How about leveraging that exposure with juicy offers to switch to AT&T wireless for your mobile phone service, or similar offers for Sunday Ticket and other DirecTV enticements?  Did I mention 180 million passengers per year?
  5. Both brands would enjoy the benefits of individualized responsibility. Under this arrangement, Delta would only be responsible to its consumers for on-time flight performance and in-cabin service, and NOT the quality or uptime of its wi-fi. When it’s co-branded with a reputable and well-known name, Delta can actually get away with saying the wi-fi is “AT&T’s problem.” With Gogo, (a smaller player with far less brand visibility,) the average passenger assumes it’s Delta’s wi-fi. Conversely, AT&T gets to take all the credit for great wi-fi and entertainment and none of the guff for flight performance or on-time arrivals. A win/win indeed.

While we’re matchmaking, I might also propose that Amtrak and Verizon enter into the same type of arrangement. Have you ever tried to connect using AmtrakConnect? As they say in the business, “oy.”

Now that the business end is settled, all we need is a good tagline. Any ideas?

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Sprint and Verizon: balls to balls, toe to toe

Coke and Pepsi. McDonald’s and Burger King. Mac and PC. Hertz and Avis. In the history of advertising, there have been some pretty great one-on-one battles waged for attention and preference in various categories.

In the recent battle for supremacy among wireless service providers, the conversation has seemed to focus on network performance. Verizon’s work with Ricky Gervais pokes fun at how the other networks’ “coverage maps” are a joke.

Then, things heated up when Verizon launched their “colorful balls” spot, which then garnered near-immediate responses from both T-Mobile and Sprint. (Almost simultaneously.)

In the latest skirmish among these two rivals, Sprint has fired the loudest shot against Verizon in a long time – employing Verizon’s long-time “can you hear me now” pitchman Paul Marcarelli.

Back in 2002, Verizon launched this campaign to make the case for their “go-everywhere” coverage, and in the process, made Marcarelli a household face and voice. (It was widely reported that for the nine years he was employed by Verizon – and their agency – he was both handsomely paid, and severely restricted from pitching ANY other brands.)

However, Verizon abandoned that campaign around 2012, and Marcarelli faded into the advertising shadows.

That is, until Sprint decided to bring him back this week.

Sure, this is a gut shot at Verizon, only because Marcarelli was SO recognizable as the “Verizon guy.” Plus, the script is written specifically around him – a fictitious character, I may remind you – first, and around network coverage second.

A couple of things are interesting about this spot, especially in the way it’s channeling the legendary “we’re #2” ethos. Sprint never says “we’re the best” or “we’re the fastest.” In fact, they say they’re about 1% smaller than Verizon, but that Verizon costs nearly twice as much. Pretty good claim if that means anything to you.

Here’s the important question we should be asking: Why isn’t any one of these brands (not just Sprint and Verizon, but T-Mobile and AT&T as well,) looking to differentiate on some other attribute? Is “network performance” really that important? (Some select research must say yes, otherwise we wouldn’t see billions spent against it.)

If you look back at the classic examples (like Coke and Pepsi or McDonald’s and Burger King,) the brand that came out on top was the one who changed the conversation. Coke and Pepsi beat each other’s brains in for years about “taste,” and then Pepsi took their biggest leap forward when they altered their position to “the choice of a new generation.” (Shifting the conversation away from taste and focusing it on WHO drinks.)

For the big wireless networks, they’re going to continue beating the snot out of each other on “wireless network performance” to the same ends…a ¼-point bump in quarterly performance here, a year-on-year nominal profit margin spike there.

When one of these brands finds a new “voice” and a new position, (hint: it has to really matter for consumers,) I think you’ll see the conversation in the advertising world really start to shift. One of these marketing teams ought to be working on finding that path. Sure, the other brands will follow (almost immediately,) but there will never be a substitute for being first…for zigging when the market zags, and for creating new connections with consumers.