Sometimes you need to be bold to reinvent yourself.
British Airways clearly accepted this challenge in its new ad campaign that attempts to re-establish its premium brand positioning, amid internal struggles and encroaching competition.
The airline went so bold that its ‘Windows’ ads don’t appear to be ads at all. There’s no tagline, no website URL, no call to action, no QR code. Even the logo is hardly visible.
Out of home executions feature uniquely cropped imagery that at first may seem off-kilter, like they were printed in error, undoubtedly prompting some bystanders to look twice.
According to the airline, the campaign is designed to "capture the wonder on customers’ faces when they look out of an aircraft window and onto the world from 35,000 feet."
‘Windows’ is clearly a departure from your typical travel advertising, which often shows gleaming planes soaring across an open, majestic sky. Or, exotic locales where travelers frolic happily in their intended destinations.
British Airways is no stranger to bold advertising
Instead of using the traditional travel advertising playbook, Uncommon Creative Studio – the London-based agency behind the creative – put the focus squarely on travelers’ emotions as they look towards their destination while building on British Airways’ 'A British Original' positioning.
British Airways isn’t new to emotional campaigns. In 2022, the airline used OOH, digital, and print placements to highlight relatable reasons to fly. Once again, the ads were void of traditional product benefits, promotional prices, or specific calls to action, showing the airline understood travelers and their motivations.
Brand marketing that sells more than value
Brands that are looking to move up-market should tap into something more than a customer’s basic needs or their hunt for value. Ultimately, British Airways knows that price isn’t an area where they will be able to compete against low-cost European counterparts.
This campaign aims to solidify BA’s brand and positioning before travelers begin their search for flights, and even before price comes into account. But when that happens, the travelers are confronted with a tradeoff. Should I spend $100 more for a British Airways experience, or save $100 and settle for a discount airline that simply gets me there?
What’s more is that the airline isn’t touting features or where they can deliver value. For example, BA is not advertising slightly more comfortable seats, or more convenient routes, or recently remodeled terminals. Diving into those features may very well bring it back to price for the traveler. Is it really worth paying $100 more to have just a slightly better seat?
That line of consumer decision making is what this campaign is cleverly trying to avoid altogether.
Of course, the bravado of this campaign works because British Airways already has an iconic brand with strong awareness. Still, it underscores that powerful brand marketing has the potential to shift perceptions and expectations, ultimately making the purchase decision about excitement, emotion, and much more than dollars and cents.
In the case of British Airways, they’re not trying to convince you to choose the cheapest airline, or even the one with the most bang for the buck. They want you to believe that having a truly great trip is only about choosing the right airline.
