
Branding
Strategy
Internationalization
Brands
Marketing
November 16, 2023
The path of brands towards internationalization
What are the best strategies to boost a brand aiming to cross borders and gain ground in international territories? This is the subject of study for Professor Pedro Tavares, a specialist in brand value creation and an interviewee for Revista Estratégia and Soluções (E&S), from Editora Pecege. Tavares is the founder of OnStrategy, a Portuguese consultancy that helps companies create and manage economic and financial value in a multidisciplinary way.
In an interview with journalist Soraia Fessel, which you can watch below, he broke down the topic and shared his experiences.
They were just sardine cans on the shelves of supermarkets in the city of Lisbon (Portugal), until the brand managers wanted to export the product. The daring plan was to start in Times Square, a famous tourist spot in New York City (USA). Instead of selling a can of sardines, the idea was to offer a “experience” to the consumer, through concept stores that told the story of the fishermen. “Authentic children’s fairs, with colorful carousels, where I can customize a can,” describes Professor Pedro Tavares. The plan worked.
The story was one of the examples of successful cases cited by Tavares in this conversation with Revista E&S, which ended up resulting in valuable tips for those responsible for brand management. In one of them, he emphasized the importance of seeking to involve all areas of the company, including the legal department, in the brand management process, an attitude he described as “giving scientific rigor to management”.
“Stakeholders”
The strategy of creating brand value involves knowing the “stakeholders” in depth, after all, when thinking about exporting, it is necessary to understand the social and economic issues experienced by other countries. Another point highlighted by Tavares was the importance of constancy in research to evaluate the behavioral “clusters” of the target audience. According to him, having a short panel and believing that the results will be sufficient for decision-making is a big mistake.
For the professor, the world is more dynamic, with a wide variety of sales channels, but one must not forget to improve customer service across various communication channels, including the physical store, under penalty of losing the conquered territory.
About the interviewee
Pedro Tavares is a specialist in brand value creation and strategic and operational brand management, currently founder and “managing partner” of OnStrategy, a consultancy located in Portugal. With over 25 years of experience in global organizations, the company has ISO 10668 certification (financial analysis and brand valuation) and ISO 20671 (brand strategy and strength analysis and valuation). Pedro Tavares also faced several leadership challenges in strategy, marketing, sales, and market research in organizations such as Interbrand, The Coca-Cola Company, Vodafone, Jerónimo Martins, and Unilever.
Who published this videocast
Luiz Eduardo Giovanelli







