Business Philosophy

March 10

Carl Robert Keyes Daily Advert Update , , , , , ,

What was advertised in a revolutionary American newspaper 250 years ago this week?

Constitutional Gazette (March 9, 1776).

“The surest means to acquire a speedy sale … is to make them of full quality at a moderate charge.”

In March 1776, Richard Deane, a distiller in New York, took to the pages of the Constitutional Gazette to promote the spirits that he “has now ready for sale at his distillery between the College and the North Rover, in Murray Street, near Vaux-Hall.”  He listed a variety of products, including “Cherry Brandy,” “Shrub of the best quality,” “Royal Usquebaugh,” and “Cinamon water.”  Deane expressed confidence in the reputation his spirits earned in the early 1770s.  “The good quality of said DEANE’s liquors,” he proclaimed, “has for several years past been so well experienced, mostly throughout this continent, that they need no other recommendation.”  Consumers far beyond New York, he suggested, had enjoyed the spirits produced at his distillery.  Not content to rest on his laurels, however, Deane declared that “still he is determined, if possible, to make better.”  If customers liked the liquors he previously produced, then they would be even more satisfied with his current and future endeavors.

As part of this promotion, Deane shared his business philosophy, an aspect of his marketing that may have been familiar to readers who had encountered his advertisements in the New-York Gazette and Weekly Mercury and the New-York Journal over the years.  “Being fully convinced by long experience,” the distiller confided, “that the surest means to acquire a speedy sale of the above articles, is to make them of full quality at a moderate charge.”  Accordingly, he was “determined to sell on as reasonable terms as any one else” and give “good attendance” or customer service to “all his Friends and Customers.”  Such pledges became more powerful through repetition.  Deane built his brand by publishing his business philosophy often so consumers would associate the combination of experience, quality, and reasonable prices with him and his distillery.  He apparently considered it an effective marketing strategy since he published advertisements with the same content in multiple newspapers over the course of several years.

October 4

Carl Robert Keyes Daily Advert Update , , , , , ,

What was advertised in a colonial American newspaper 250 years ago this week?

New-York Journal (October 1, 1772).

“The surest Means to acquire a speedy Sale … is to make them of full Quality, at a moderate Charge, and good Attendance.”

Richard Deane, “DISTILLER, from “LONG-ISLAND,” considered experience one of the best markers of quality for the spirits that he sold in New York.  He stocked “a Quantity of neat Brandy, Geneva, Spirits of Wine, and Cordials of different Sorts” as well as “the very best Quality” shrub and New York rum.  In an advertisement in the October 1, 1772, edition of the New-York Journal, he attempted to leverage a precursor to name recognition or brand recognition, stating that the “good Quality of said DEANE’s Brandy, Geneva, and Cordials, has for several Years past been well experienced” by satisfied customers.  In turn, he redoubled his efforts “to excel in that particular Branch of Business” to further enhance his distillery’s reputation.

Deane elaborated on his business philosophy in a note that concluded his advertisement, confiding that he was “fully convinced by long Experience, that the surest Means to acquire a speedy Sale of the above Articles, is to make them of full Quality, at a moderate Charge, and good Attendance, which, with every other Endeavour to give Satisfaction, will be the constant Study, of the Public’s very obliged humble Servant.”  A manicule drew attention to the distiller’s promise to combine high quality, reasonable prices, and excellent customer service.  In many ways, Deane’s marketing strategy anticipated those deployed by breweries and distilleries today.  Many modern companies link their beers and spirits to traditions that date back to previous centuries, invoking a heritage their founders passed down through generations.  They invoke “long Experience” to encourage consumers to feel as though they participate in customs of significance when they imbibe beverages from their breweries or distilleries.  That “long Experience” also testifies to quality.  After all, breweries and distilleries would not remain in business so long if generations of customers did not appreciate their beers and spirits.  The philosophy that Dean expounded at the conclusion of his advertisement in the New-York Journal is the type of historical record that modern advertising executives would love to exploit in connection to the products they market.