John Lewis Insurance: From trading off the brand's name, to learning how to transplant the brand's heart

John Lewis Insurance, the insurance branch of the UK retail brand, delivered impressive sales results with a campaign featuring a child ballerina twirling in her home.

Summary

In 2015, the John Lewis brand occupied a special place in the public's affections. Over the previous 10 years, its communications had repeatedly stolen the nation's hearts and lead it to become Britain's most trusted brand.

John Lewis also, however, sold insurance.

John Lewis Insurance, was a typical retail brand extension like so many that had gone before it (e.g. Tesco Mobile etc.).

But there was a difference - unlike other brand extensions, its 2015 campaign couldn't just focus on selling hard within the conventions of the category. This would've damaged the John Lewis brand (in 2015, insurance was...

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