Rentokil's misleading marketing is "brilliant"

British bug-killing company Rentokil recently put out a press release containing made-up numbers about the prevalance of bug infestations on public transport. The missive — "2,000 bugs taking a ride in every train compartment," parsed one quality daily — resulted in widespread condemnation. Especially on Twitter, where Rentokil went from zero to defensive in record time.

And bafflement resulted:

I asked Rentokil for more details on what vehicles they had studied, where, and how, what was counted, how the bugs were collected, and so on. ... [but] No buses were studied, and no trains were studied either. Brands2Life and Rentokil both declined to show me ... Wherever it came from, these numbers did not come from measurements and counts, they are actually based on a "theoretical model".

That was Ben Goldacre at Bad Science. But what does he know? Misleading claims, it turns out, have an undeservedly bad rap! Massaged facts and scare tactics are effective promotional tools, according to someone representing themselves as the chief of a PR company, RMS:

Love it, love it, love it. Three things.

1) The initial 'scare' press release - brilliant. Did exactly what it was intended to - got published everywhere, got people talking and raised Rentokil's profile while conveying the message of what it does - KILL BUGS.

2) Everyone who's has been offended by the massaging of facts in that initial story appears to be in the marketing profession - surely you should know better. Consumers - yes, those people Rentokil is seeking to attract - will now be aware of the name and what it does. They will not be indulging themselves in theoretical/philosophical talk about the actual figures - they will be scared witless about bugs and moved to pick up the phone to Rentokil. Surely, all you marketeers out there get this?

RMS, however, is ethicy. Its website says "No fluff. No lies. No empty promises." What part of "surely you should know better" does this company not understand? Perhaps the part that knows the Advertising Standards Authority also "gets this."

The comment prior, similarly laudatory of Rentokil's ingenious 'spin, apologize, grovel' marketing strategy, oddly is signed with the name of another RMS client.

For its part, Rentokil no longer appears interested in innovative viral marketing. Its own official blog oscillates between "routine" maintenance downtime and increasingly prostrate apologies, one of which flatly states that the press release was "wrong and misleading."

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16 Comments Add a comment

Anon #1 6:53 PM Thursday, Mar 18, 2010 Reply

So... now I know:

Rentokil: Kills bugs.
RMS: Marketing firm in high profile campaign.

Without this post, I would have been in the dark!

Anon #2 7:20 PM Thursday, Mar 18, 2010 Reply

I had no idea this was a bug killing company - the local Rentokil is a office plant company. Pay a fee, they keep live plants in your office. Rent To Kill Plants. Sheesh.

Yamara #3 8:42 PM Thursday, Mar 18, 2010 Reply

Americans may need a heads-up:

In the UK, they are very strict about using facts in advertising.

Even terms like "best" and "greatest" actually have to be proved to apply to your product or service before they can be used.

regordane #4 12:44 AM Friday, Mar 19, 2010 Reply

Sadly, I suspect it's party because the UK Advertising Standards Authority is VERY strict about ads having to be "legal, decent, honest and truthful" that PR companies issue dodgy press releases instead, knowing that lazy journalists will print them credulously. That's not advertising, so it's not covered by the the ASA's code.

#Sigh#

Anon #5 2:58 AM Friday, Mar 19, 2010 Reply

RMS' "no lies, no fluff, no empty promises" is true, but incomplete. The bit missing off the end is "...to our clients. The public, we'll happily screw"

Pantograph #6 3:11 AM Friday, Mar 19, 2010 Reply
dreamfish #7 3:34 AM Friday, Mar 19, 2010 Reply

I don't think the Daily Mail can be remotely called a 'quality daily'. Their publishing of this story (well, PR release) without any investigation is further proof.

soyelmango #8 4:09 AM Friday, Mar 19, 2010 Reply

@regordane
"Sadly, I suspect it's party because the UK Advertising Standards Authority is VERY strict about ads having to be 'legal, decent, honest and truthful' "

The ASA may be strict when it feels like it, but it's pretty much toothless too with no legal powers, and instead relies on naming and shaming.

And in the case of 'unlimited' broadband in the UK, the ASA were less than strict about the definition and common understanding of the word, until a critical mass of complaints against the ASA's failure to condemn.

SamHCUK #9 4:24 AM Friday, Mar 19, 2010 Reply

The best a bit about this was how they dealt with the backlash online, it was epically bad. All the attention they were getting drew attention to a rather interesting social media policy on their blog. I wrote about it here
http://www.fifthestate.co.uk/2010/03/ben-goldacre-vs-rentokil-part-ii/

but if you just want to see their god awful social media strategy for yourself, look here

http://www.rentokil.com/blog/why-is-rentokil-following-me/

oh god, it's epic.

Etcetera #10 5:59 AM Friday, Mar 19, 2010 Reply

However, they probably have a point about bugs in public transport, or public anything for that matter. E.g. telephone boxes:
http://straysnippets.blogspot.com/2010/03/this-telephone-is-bugged.html

george57l #11 6:21 AM Friday, Mar 19, 2010 Reply

Ruth Shearn (the "Love it, love it, love it. Three things." author) forgot to mention:

Also will make the public wary of using public transport and will have damaged the reputation of public transport companies that they could let so many bugs live to be counted. Which has possibly more negative impact than the meagre benefits she lauds, of marginally bigging-up Rentokil's scuzzy reputation.

jimmosk #12 8:32 AM Friday, Mar 19, 2010 Reply

Perhaps a London transit company could sue Rentokil for the 37,629,500 pounds in lost revenue this false bad publicity has cost them (using a number they arrive at via a similarly theoretical model).

sprockety #13 12:31 PM Friday, Mar 19, 2010 Reply

I just read Ben Goldacre's book "Bad Science" it was very good.

It will put one in an irretrievably skeptical mindset for a few weeks but I think that's a good thing. (Yes I am THAT kind of pain in the ass.) The book isn't available in any form in the US but can be imported from via Powells or Amazon UK or the Audible version can be downloaded for the kids who know how to hack the proxy servers etc. .

Anyway he would make a great guest contributor.

Btw I am not his mom or anything i just liked the book.

Blue #14 3:55 PM Friday, Mar 19, 2010 Reply

RMS's analysis of the PR stunt is Strange: my impression of Rentokil now, is that they're liars that can't be trusted.

I mean, if they're prepared to lie about the number of bugs on public transport, maybe they'll be prepared to lie to me about the extent of my infestation, and charge me more that I need to pay to have it removed.

Dewi Morgan #15 12:11 AM Saturday, Mar 20, 2010 Reply

I like rentokill's recovery there (last link in OP). They are VERY open, which is exactly what I'd want to see.

Also, their apology was fairly good, as apologies go.

Let's do the checklist.

- A detailed account of the situation. Check - not fully detailed, but it's obvious from the post that they vastly overinflated infestation rates in public transport, in PR to the press. Importantly, they DO give all the facts needed to see just how wrong they were, and how they got there. I like. I'll give a full mark on that one.

- A statement of regret - Check. They apologised for what actually happenned. "We’re really sorry that the numbers that appeared in the media were wrong and misleading...". Not "We're sorry people were offended" or anything. Actually addressing the specific complaint. Full mark.

- A form of restitution whenever possible - Eh. They could have advertised their wrongness more heavily, but that would be a bit bonkers. I'll give the point for that one.

- A promise that it won't happen again - Yeah, "...and we’ve put in place a number of measures to ensure it doesn’t happen again." But I'll only give a half point on that because they don't say what measures they were. Could just have been an email to the ad company asking them to tone down the fiction a couple notches.

- Acknowledgement of the hurt or damage done - No, not really.

- Taking responsibility for the situation - Not really. Passing the buck to press and the PR firm.

- Recognition of your role in the event - Not really. They just claim they were asked for a worst-case scenario. They don't accept any responsibility for checking on what their data was being used for, nor for making sure their ad agency wasn't misrepresenting them. They only admit blame in passing, by saying they put measures in place to fix.

Overall, half marks. Better than most, I think.

Main thing I liked was the openness of where the figures came from. Also: "in our experience, it is very rare to find heavily infested buses, trains or other forms of transport in the UK. Standards will vary around the world but UK standards are very high."

Nice. Not great. But nice.

Anon #16 3:51 AM Saturday, Mar 20, 2010 Reply

For the record, Rentokil isn't (and never has been)an RMS client. Ruth was just making a passing observation.

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