TWICM 208: System 1's Andrew Tindall & Vanessa Chin: Feels Vs Deals - the real battle for Q4

What should marketers take from Cannes Lions once the presentations are over and the real work of planning for Q4 begins?

In this special crossover episode of That’s What I Call Marketing and The Sleeping Barber Podcast, System1’s Andrew Tindall and Vanessa Chin join Conor Byrne, Marc Binkley and V to explore what the latest marketing thinking means in practice for brands, agencies and creative teams.

The conversation begins with Mark Ritson and Byron Sharp’s Cannes debate, looking at where they agree, where important differences remain and why marketers need to go beyond familiar headlines on penetration, distinctiveness, consistency and brand purpose. Andrew and Vanessa discuss whether distinctiveness alone can drive growth, why differentiation still matters and how the search for “new news” can lead brands to abandon creative assets before they have built recognition.

The episode also examines how AI is changing advertising. Rather than removing people from the process, AI is becoming part of production, helping brands adapt and localise ideas more efficiently. The group considers Coca-Cola’s AI Christmas advertising, PepsiCo adapting Lay’s creative for Walkers in the UK, and why human judgement still matters. There are practical lessons on creator marketing, brand characters, fluent devices and staying consistent. Andrew explains why creators should be treated as creative partners who understand their platforms, not as interchangeable media assets.

The discussion then turns to audio and radio advertising. System1 research suggests campaigns using audio can produce stronger business effects, support profit and penetration, and reduce price sensitivity. The group explores sonic branding, jingles and why radio should not be treated only as a short-term performance channel.

Attention matters, but it is not the end goal. Andrew explains why marketers need to move from impressions, to attention, and ultimately to the brand memories advertising creates.

The episode closes with a practical Q4 playbook for Black Friday, Cyber Monday and Christmas. “Salesmanship” may deliver immediate conversion, but emotional “showmanship” builds memories, demand and pricing power. The lesson: focus on the feels, not only the deals.

CHAPTERS

03:24 Ritson and Sharp at Cannes

04:45 Distinctiveness versus differentiation

06:00 Is brand purpose outdated?

08:00 Why marketers struggle with consistency

11:05 Turning theory into growth

13:09 AI, creativity and human judgement

16:10 How PepsiCo uses AI in advertising

19:05 Why AI was quieter at Cannes

19:55 AI avatars and brand characters

22:01 Why marketers need to stay the course

22:54 When did a campaign become a media flight?

24:45 Turning Cannes insights into a Q4 plan

25:22 The “Double Double” audio research

28:04 Why audio matters

30:13 What makes an effective radio ad?

32:29 Why radio is more than a performance channel

34:00 Storytelling and creating an audio world

36:50 Should creators work across every channel?

38:00 What System1’s creator research found

40:54 Is Q4 the right time for a fluent device?

42:06 Moving from attention to brand memory

46:36 Can brands be built through Meta and TikTok?

48:49 Why brands need to appear early

50:02 The Q4 marketing playbook

50:43 Make people feel something

51:52 Black Friday: deals versus feels

52:23 Salesmanship, showmanship and short-term optimisation

54:48 What marketers can learn from Amazon

56:26 Feels, not deals

57:01 Why brands should re-air effective Christmas ads

58:00 Consumers do not get bored of good advertising

This episode was created in partnership with System1. Find out more at system1group.com.

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That’s What I Call Marketing is where marketers come for real conversations about brand, B2B, creativity, effectiveness and the future of the profession.

Hosted by Conor Byrne, the show features conversations with CMOs, marketing leaders, agency leaders, authors, thinkers and practitioners about what good marketing looks like in practice.

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