In the English v. Spanish language debate, don't lose sight of what's most important: cultural relevance

On the heels of Univision reporting that it was number one for two consecutive weeks among adults 18-34 and 18-49 comes news from the Pew Hispanic Center that a growing share of Latino adults are consuming news in English from television, print, radio and internet outlets, and a declining share are doing so in Spanish.

Naturally, many marketers are going debate whether they should try to connect with Latinos in English or Spanish.  Many advertisers might feel relief that they can run their general market campaigns and not have to worry about a Spanish-language one.

So what language should you select?  The answer is both.  However, what shouldn't be lost in the discussion is the issue of cultural relevance.  That is above and beyond language selection. While English-language ads may REACH Latinos, they won't necessarily CONNECT with them if the message is not relevant to them.

Marketing in general is cultural, even within the same ethnic and racial group.  Don't think so?  Doesn't a White teenage girl differ culturally from her White grandfather? Of course.  So, brands develop specific and tailored messages to reach either the teenage girl or her grandfather because they understand that what motivates them to consume a product or service is often shaped by their beliefs, experiences, interpersonal orientation among other factors.

Why then do many want to take a short cut and assume their English-language campaigns will connect with Hispanics -- or worse, translate their ads to reach Hispanics in Spanish?  There are no short cuts. 

As Latinos continue their rapid population and purchasing power growth, understand that campaigns must be developed with them in mind from the start.  Otherwise, you're stuck trying to fit a round peg into a square hole.

Ethnicity influences brand decisions

Great graphic in Adweek that outlines, among other things, that nearly half of 2nd generation Hispanics don't think ads target them.

Heineken understands that Spanish to English translations don't work either

AdAge just published an article reporting that Heineken USA has shifted its advertising for Tecate from Mexican-based Olabuenaga Chemistri to Inspire Dallas. 

The reason?

"We realized that when a Mexican agency tries to develop English creative, it feels translated," Mr. Palau told Ad Age. "So in all honesty, we were not comfortable with the delivery."

My question is why don't general market brands say the same thing about their creative being translated from English to Spanish to reach U.S. Hispanics? 

While great strides have been made and there are great examples of culturally-relevant transcreations of brands to reach U.S. Hispanics, there are many more examples of brands happy to go the translation route.  And, there is certainly no shortage of general market agencies that recommend that route or Hispanic media outlets eager to translate campaigns just to sell a spot or a space.

I hope this serves at least in part as a wake up call to brands that it doesn't work in any direction.

Hispanics demonstrate importance at voting booth and at cash register

The hype about the importance of the Hispanic vote became a reality during the 2012 elections, where Hispanics were 10 percent of the overall voting block and significantly more in key swing states like Florida, Colorado and Nevada.  Latinos voted for President Barak Obama 71 to 27, a gap of 44 percentage points – larger than the 36 point gap the president had over John McCain in the last election.

While there is understandable attention being given to this important voting bloc on the heels of the election, the results of the election should serve as a wake up that this demographic will be influential for the long term – both at the ballot box and at the cash register.

And, the clock is ticking as by 2042, Whites will be the minority in the United States, according to the Pew Hispanic Center.

 

The influence is also not limited to population growth.  Economically, Latinos account for more than $1.3 trillion in economic purchasing power, according to the Selig Center for Economic Growth.  In terms of industries, Hispanics are expected to account for 40 percent of the net new households in the next 10 years, Hispanics spend more at supermarkets, outpace non-Hispanics on smart phone and table purchases and Spanish-language TV networks consistently outperform English-language ones among key demographics.   Add to this the fact that Hispanic-owned businesses grew 43.7 percent compared to the national rate increase of 18 percent and that Hispanics are now largest minority group among U.S. 4-year university students, the case for Hispanics’ long-term economic importance begins to take shape.

 

The market is there and the numbers are compelling, but many companies continue to put Hispanic marketing on the back burner, say they don't have a budget to do Hispanic marketing or think they are already reaching Hispanics through their English-language campaigns.

 

Let me be clear.  There is a major difference between reaching Hispanics and connecting with Hispanics. Connecting with Hispanics requires a credible and culturally-relevant approach.  Trusting relationships must be established and cultivated, and approaches cannot focus solely on language. Hispanics see straight through lackluster efforts such as translations, asking for our vote the last two weeks before an election or remembering us only during Hispanic Heritage Month.

 

The key is in transcreating rather than translating. Transcreation is the cultural-adaptation of marketing and sales messages to reach Hispanics in a language they understand both literally and metaphorically.  Transcreation focuses on what motivates Hispanics to purchase or consume goods and services rather than on whether they speak Spanish or English. In other words, knowledge of how culture influences a Hispanic’s decisions is more important than language preference.

 

Success also requires adequately allocating budgets to reach this important segment. The Hispanic market must be integrated into an overall market strategy and not treated just as a niche market.  There are no easy short cuts.

 

Now is the time to begin.

Día de los Muertos: There's an app for that!

While many are still trying to figure out what to dress up as for Halloween, many Hispanics are preparing for Día de los Muertos or "Day of the Dead." (Read a previous post about what is Día de los Muertos)

Now, there is "Day of the Dead Me" photo booth app available on iTunes. 

Feel free to share any pictures with me from the app.

Record number of Latinos registered to vote, but not credibly courted

The Pew Hispanic Center report indicated 23.7 million Latinos are eligible to vote November 6, an increase of 22% since 2008, and the most than at any other time in U.S. history.

A report on CNN.com outlines that despite the high registration rate, there is a concern voter turn out will remain low. According to the article, only 50 percent of Latino registered voters turned out in the 2008 election. The two main reasons that Pew suggests are reduced enthusiasm for a non-presidential election, and an economic downturn that has displaced many Latinos (and subsequently caused their voter registration to lapse).

I would like to add a third: lack of credible outreach by candidates. While the presidential candidates are spending money to try to court the Hispanic vote in battleground states like Florida, the percentage of money allocated to that effort is abysmal.  The lack of attention Latino voters receive and lack of focus of issues that are important to Latinos and positioned from a Latino-perspective I believe results in voter apathy and a lack of name awareness of candidates at many levels.

Looking at places where there is a high Puerto Rican population helps to illustrate my case.  Voting rates for Puerto Ricans on the island are over 80 percent,  That rate but drop off considerably to 57 percent for Puerto Ricans in the United States.

And, despite the record number of advertising dollars being used in the 2012 election, The U.S. Hispanic Chamber of Commerce issued a release in early October on a study it commissioned that found only 4.57% of the advertising dollars were spent on Spanish-language media.

As Javier Palomarez , President and CEO of the USHCC said in their press release, "Political commentators from both sides of the aisle have said repeatedly that 2012 is the 'year of the Hispanic voter.' And, in fact, Hispanic voters are poised to play a decisive role in some of the most hotly contested battleground states from Nevada to Florida. But you wouldn't know it from the advertising of our political parties. Thus far in 2012, both parties seem to be spending comparatively little trying to reach Hispanic voters on the media platforms they prefer. The difference between rhetoric and action is striking and, frankly, troubling."

Non-profits, Foundations need Latino Donors to Make up for Existing Boomer Donor Base

Philanthropic organizations and nonprofits face a long-term challenge as most have a donor that is overwhelmingly made up aging Anglo Baby Boomers.  Their future is based on making themselves relevant to Hispanics as the fastest-growing demographic in a way that's relevant to them, says an article in MediaPost.

The article's author, Jose Villa, points out some facts that track with research and strategic marketing planning I've been involved with for non-profits and a major community foundation.  Specifically, that most Hispanics are generous in their giving, but do so in non-traditional ways and give to organizations close to them, such as a church.  Most have no family history or connection to charitable organizations and other nonprofit organizations.

Mr. Villa suggests a few ways philanthropic and non-profit organizations can start to make themselves relevant such as:

• Make your work (product, service, etc.) relevant to Hispanics (and other ethnic groups) and particularly young Hispanics. You may not have an“H” or “L” in your name (e.g., LULAC, HSF, NALEO, etc.), but you need to start to think and act like a Hispanic-serving organization.
• Make sure you hire and retrain staff who understand (and represent) younger Hispanics.
• Create opportunities for Hispanics to take leadership roles in your organization.
• Invest in understanding how to make your brand, marketing and communications inherently cross-cultural.
• You probably already have an existing Hispanic constituency. Identify it, empower it, and use them as your ambassadors, or “emisarios,” out to their large network of Hispanics.
• Make your organization digital at its core – live where young multicultural audiences live. Go where younger Hispanics are. That’s in social, mobile and the broader digital world.

The above suggestions are great, but they are largely tactical. What I suggest is that the first step be to stop talking about credibly reaching out to Hispanics make it a business imperative by getting buy-in from the leadership and the board.  Not much will happen without that, despite the best intentions of those in the organization.

Also, start with a plan.  Hire experts to develop a strategic marketing plan so that the entire organization is on the same page, and resources are allocated appropriately based on segments identified. Buy-in has to start at the top and permeate throughout the organization ... and everyone needs to be operating from the same plan.

Presidential campaigns missing mark in ads for Latinos

Much has been written about the 21.3 million registered Latino voters that could make the difference in this year's presidential election, including a Time Magazine cover story in March. However, it seems both President Obama and Democratic Challenger Mitt Romney are both missing the mark when it comes to culturally-relevant approaches in their marketing, according to an article in the Seattle Times.

Neither campaign, the article states, has adopted the approach honed over the years by businesses targeting Spanish speakers — one that not only depicts Latinos in positive settings, but also reflects attention to cultural nuance.

Romney's ads appear to be direct translations of English ads with awkward translations of phrases.  The Obama campaign is doing considerably more with a Spanish-language website, a Twitter feed for Latinos, an English-language website targeted at Latinos and a Spanish-language website about the benefits of the Affordable Care Act. After Obama's order to stop deportations of young undocumented immigrants, the campaign put out an ad in Spanish featuring Miami-based television personality Cristina Saralegui, the article says. However, the campaign buy allocation is not keeping par with the changing demographics or the Latino makeup in key swing states.

Hispanics Buy Brands that Empower Their Cultural Relevancy

A Forbes article reinforces what we've been saying for some time: Hispanics are more inclined to build trustworthy relationships with people and companies that take the time to understand who we are and what we represent morally, ethically and culturally.   This is important because Hispanics are the largest immigrant group to exhibit significant sustainability of their culture and are not disappearing into the American melting pot.  

The article goes on to say that the Hispanic market can no longer be viewed as a short-term expense, but rather should be approached as a strategic long-term investment.  Cultural relevance is key.  However, cultural relevancy is a two-way conversation. This means marketers must allow the Hispanic consumer to influence how they brand their brands.

Online Hispanics Have A Hard Time Finding Health Information In Spanish

"When it comes to being healthy, Hispanics have several things going against them: language and cultural barriers, lack of access to preventive care and lack of health insurance. But there is another, lesser-known barrier that prevents them from living healthier lives: lack of online health information in Spanish." So says Lee Van in his MediaPost article about the lack of Spanish-language health content.

In the past 12 months, usage of health websites skyrocketed among the bilingual and Spanish-preferring online Hispanics. As a result, more than half of all online Hispanics visits a health site each month.

Growth in health site visitation by segment September 2010 - 2011
English Preferring: 25%
Bilingual: 47%
Spanish Preferring: 35%
All Hispanics: 32%

Percent of given segment that visited a health site in September 2011
English Preferring: 53%
Bilingual: 52%
Spanish Preferring: 51%
All Hispanics: 52%

This article ties back to what I wrote about in January 2010 after the release of the AOL Cyberstudy, which pointed out that Hispanics recognize the disparity between the availability of English and Spanish-language content. They perceive English sites as more comprehensive in part because they know the Spanish content is not.

Further, the study showed that Hispanics often prefer English content and mistrust Spanish content because Spanish-language sites are often little more than literal translations of English content. In fact, only 3% of respondents found Spanish sites more trustworthy and useful than those in Spanish.

The only way to overcome this challenges is to offer relevant, comprehensive and trust worthy health information in Spanish.  As Lee points out at the end of his article, there is a clear demand for Spanish language health information online and relatively few companies providing it.

U.S. Hispanics More Receptive to Ads

Research shows that U.S. Hispanics are more responsive to ads than non-Hispanics, especially when the creative celebrates cultural sensibilities, according to an article in eMarketer reporting on new advertising research study by comScore.
In other words, being culturally relevant and not just focusing on language preference makes the difference.  This is an important consideration as Hispanics, the nation’s fastest-growing population, will spend $1.48 trillion in 2015, according to data from the Selig Center for Economic Growth at the University of Georgia’s Terry College of Business.

Little goats get to go to college!

The subject line of a press release sent to me today reads, "La ayuda de los ganadores de lotería envía a cabritos a la universidad." Loosely translated it says "The help from lottery winners sends little goats to college." Don't get me wrong, I'm all for everyone having an opportunity to attend college.

The other problem with the translation is that for many Hispanics, words associated with "cabra" or goat refer to someone whose significant other cheated on them. When you call someone a "cabron" or a derivative of the word, it is a major insult/swear word. As such, my initial reaction was laughter about that, and less about little goats going to college.

I don't want to take away from Jacki and Gilbert Cisneros' generosity of establishing a $2.6 million scholarship fund with the Hispanic Scholarship Fund from their $266 million lottery winnings. They should be commended and emulated. I trust that their story will continue to get out there despite the literal and poorly translated press release from Lipman Hearne (the release has other problems as well).

As a blogger I receive many pitches and subscribe to different news services and sources. I enjoy reading what companies and organizations are communicating, but often read many poorly translated press releases. Grammatical errors, sure. But, most are literal and their originators don't take the time to make them more relevant for Hispanic readers. Just like advertising, press releases should also account for cultural relevance.

Going beyond language ... and Spanish-language media reps

Rochelle Newman-Carrasco has a good on-line column in Advertising Age that's worth reading.

She outlines many of the reasons by communicating a brand has to go beyond just putting the general market message in to Spanish. She talks about a practice I've seen often, general market agencies and clients relying on media ad reps to take care of translating their ads.

Media reps are all too accommodating at this practice. After all, they get paid on commission for running and ad; not for whether the ad was effective or not. The result is that legitimate agencies with creative shops don't enter the mix for these types of people because after all, why pay for the leche when you can get the vaca for free? I've seen a bank locally do this and they almost ran into legal problems on a home equity loan ad because the Spanish media rep didn't understand the concept of equity. Thus, the ad read that the bank was giving you a loan for the full market price of your house, and not the equity.

But, beyond the fact it hurts agency business and you could be ending up in legal limbo, I feel the practice of using media reps to translate or do voice overs is a practice actually hurts the market overall. When campaigns don't work, budgets are pulled and agencies tell clients that "Hispanic marketing doesn't work." They don't look at the message or the creative. They never realize that they failed to establish a relationship with the market or create brand awareness. When companies pull out of marketing to Hispanics because they think they did the "right thing" by using a media rep that speaks Spanish and yet the campaign still failed, it hurts the whole market.

The message for agencies and clients here is treat the market with respect . Just like in the general market use marketing and business experts for Hispanic marketing, and not just someone whose credentials are that they speak Spanish or are Hispanic. After all, you don't use Joe at the local English newspaper to do your general market advertising, so why would you use Jose at the Spanish paper? You need a budget as Rochelle says in her piece. The message for the media reps, that are all too accommodating because they just want to sell, is that you might get the 15 cents today but you're jeopardizing the $1 you could make tomorrow if people stop advertising when things don't work. Leave marketing and transcreation to the professionals.